{"version":"1.0.0","segments":[{"startTime":2.37,"endTime":4.41,"body":"Hi, I'm Dominica Lumasar"},{"startTime":4.709,"endTime":5.969,"body":"and I'm Rory Carruthers."},{"startTime":6.299,"endTime":9.299,"body":"We help entrepreneurs develop"},{"startTime":6.299,"endTime":9.299,"body":"their big picture business"},{"startTime":9.299,"endTime":12.539,"body":"strategy. In order to break"},{"startTime":9.299,"endTime":12.539,"body":"through growth plateaus."},{"startTime":12.899,"endTime":15.719,"body":"We built several marketing"},{"startTime":12.899,"endTime":15.719,"body":"agencies from the ground up, and"},{"startTime":15.719,"endTime":18.209,"body":"I've helped our clients earn"},{"startTime":15.719,"endTime":18.209,"body":"over a billion dollars in"},{"startTime":18.209,"endTime":18.689,"body":"revenue."},{"startTime":19.08,"endTime":22.11,"body":"Now we want to share everything"},{"startTime":19.08,"endTime":22.11,"body":"we've learned along the way."},{"startTime":22.32,"endTime":25.23,"body":"This is the big picture business"},{"startTime":22.32,"endTime":25.23,"body":"podcast."},{"startTime":33.06,"endTime":35.88,"body":"We're bringing you the big"},{"startTime":33.06,"endTime":35.88,"body":"picture business podcast this"},{"startTime":35.88,"endTime":39.12,"body":"week. And we have a pretty cool"},{"startTime":35.88,"endTime":39.12,"body":"topic where he actually brought"},{"startTime":39.12,"endTime":42.0,"body":"this topic to me a couple days"},{"startTime":39.12,"endTime":42.0,"body":"ago, and I thought, yes, this,"},{"startTime":42.69,"endTime":44.91,"body":"you're gonna like it, I think"},{"startTime":42.69,"endTime":44.91,"body":"it's gonna be valuable and"},{"startTime":44.91,"endTime":48.21,"body":"really helpful, because we're"},{"startTime":44.91,"endTime":48.21,"body":"going to talk about how to get"},{"startTime":48.21,"endTime":53.28,"body":"clients for free. And I know"},{"startTime":48.21,"endTime":53.28,"body":"that, I mean, you guys have"},{"startTime":53.28,"endTime":56.1,"body":"heard us talk about how much we"},{"startTime":53.28,"endTime":56.1,"body":"love online marketing and the"},{"startTime":56.1,"endTime":60.06,"body":"strategy. And we get nerdy about"},{"startTime":56.1,"endTime":60.06,"body":"software and tech related stuff."},{"startTime":60.51,"endTime":64.98,"body":"But at the heart of every online"},{"startTime":60.51,"endTime":64.98,"body":"sale is another heart. It's an"},{"startTime":64.98,"endTime":67.47,"body":"actual person on the other side"},{"startTime":64.98,"endTime":67.47,"body":"of the screen. That's like"},{"startTime":67.5,"endTime":70.44,"body":"buying something from you,"},{"startTime":67.5,"endTime":70.44,"body":"right? And I think that in this"},{"startTime":70.44,"endTime":73.92,"body":"digital world, right now, we can"},{"startTime":70.44,"endTime":73.92,"body":"forget that sometimes we're just"},{"startTime":73.92,"endTime":77.28,"body":"looking at numbers, what are the"},{"startTime":73.92,"endTime":77.28,"body":"numbers today? But really, those"},{"startTime":77.28,"endTime":80.91,"body":"are people, right? Just like you"},{"startTime":77.28,"endTime":80.91,"body":"and I are there people on their"},{"startTime":80.91,"endTime":84.15,"body":"side, we're going to get back to"},{"startTime":80.91,"endTime":84.15,"body":"some basics here on today's"},{"startTime":84.15,"endTime":87.99,"body":"episode and basics with a twist,"},{"startTime":84.15,"endTime":87.99,"body":"because we're going to talk"},{"startTime":87.99,"endTime":90.9,"body":"about how to leverage your brand"},{"startTime":87.99,"endTime":90.9,"body":"online, but also on a"},{"startTime":91.08,"endTime":95.16,"body":"humanitarian level. And how to"},{"startTime":91.08,"endTime":95.16,"body":"really reach people in the"},{"startTime":95.16,"endTime":97.92,"body":"correct way and truly how to get"},{"startTime":95.16,"endTime":97.92,"body":"clients for free."},{"startTime":97.95,"endTime":101.97,"body":"Yeah, and transition yourself."},{"startTime":97.95,"endTime":101.97,"body":"So that clients want to work"},{"startTime":101.97,"endTime":106.35,"body":"with you exactly. And so that"},{"startTime":101.97,"endTime":106.35,"body":"you're not having to, to spend"},{"startTime":106.35,"endTime":110.82,"body":"so much time and energy trying"},{"startTime":106.35,"endTime":110.82,"body":"to get these clients to say yes"},{"startTime":110.82,"endTime":114.15,"body":"to you, or running ads and"},{"startTime":110.82,"endTime":114.15,"body":"spending money that maybe you"},{"startTime":114.15,"endTime":116.76,"body":"didn't need to spend. And"},{"startTime":114.15,"endTime":116.76,"body":"there's nothing, nothing wrong"},{"startTime":116.76,"endTime":120.57,"body":"with running ads. In fact, you"},{"startTime":116.76,"endTime":120.57,"body":"have to run ads. But if you have"},{"startTime":120.69,"endTime":124.68,"body":"proper systems set up and you"},{"startTime":120.69,"endTime":124.68,"body":"recoup that money as part of"},{"startTime":124.68,"endTime":127.11,"body":"that process. That's exactly"},{"startTime":124.68,"endTime":127.11,"body":"that's one of the things we're"},{"startTime":127.11,"endTime":130.05,"body":"going to talk about today. Mm"},{"startTime":127.11,"endTime":130.05,"body":"hmm. So"},{"startTime":132.54,"endTime":134.82,"body":"for those of you that don't know"},{"startTime":132.54,"endTime":134.82,"body":"if this is your first time"},{"startTime":134.85,"endTime":139.68,"body":"hearing us, Rory has an"},{"startTime":134.85,"endTime":139.68,"body":"unbelievably successful book"},{"startTime":139.68,"endTime":144.42,"body":"launch business. And we're going"},{"startTime":139.68,"endTime":144.42,"body":"to talk a bit today about"},{"startTime":144.57,"endTime":148.35,"body":"creating a funnel. Okay? And I"},{"startTime":144.57,"endTime":148.35,"body":"don't I don't want to lose you"},{"startTime":148.35,"endTime":150.63,"body":"guys with that word. Because I"},{"startTime":148.35,"endTime":150.63,"body":"know sometimes people hear the"},{"startTime":150.63,"endTime":153.3,"body":"word funnel, and they're like,"},{"startTime":150.63,"endTime":153.3,"body":"Oh, that's over my head. No, no,"},{"startTime":153.3,"endTime":156.06,"body":"no, no, just hang with us here."},{"startTime":153.3,"endTime":156.06,"body":"Because there's so much good"},{"startTime":156.06,"endTime":159.09,"body":"value and ROI. I'm gonna let you"},{"startTime":156.06,"endTime":159.09,"body":"Emily, take it from here."},{"startTime":159.93,"endTime":164.85,"body":"Okay, so yeah, so, so we do book"},{"startTime":159.93,"endTime":164.85,"body":"development, book launches, and"},{"startTime":164.85,"endTime":168.6,"body":"then book marketing as well. And"},{"startTime":164.85,"endTime":168.6,"body":"as part of the book marketing,"},{"startTime":168.84,"endTime":172.26,"body":"this is after you've got your"},{"startTime":168.84,"endTime":172.26,"body":"actual book in hand, what do you"},{"startTime":172.26,"endTime":176.19,"body":"do with it, because so many"},{"startTime":172.26,"endTime":176.19,"body":"people, what ends up happening"},{"startTime":176.25,"endTime":179.73,"body":"is they write a book, and they,"},{"startTime":176.25,"endTime":179.73,"body":"you know, they put it out there,"},{"startTime":179.73,"endTime":184.35,"body":"and then they have no marketing"},{"startTime":179.73,"endTime":184.35,"body":"systems behind them, to tie it"},{"startTime":184.35,"endTime":188.01,"body":"into their business to use it as"},{"startTime":184.35,"endTime":188.01,"body":"a use that book as a tool to get"},{"startTime":188.01,"endTime":194.16,"body":"new clients. And so when I'm"},{"startTime":188.01,"endTime":194.16,"body":"having an initial call with a"},{"startTime":194.16,"endTime":197.16,"body":"potential client, one of the"},{"startTime":194.16,"endTime":197.16,"body":"things I talk about is book"},{"startTime":197.16,"endTime":201.3,"body":"funnels. Because it is, it is"},{"startTime":197.16,"endTime":201.3,"body":"one of the strategies that we"},{"startTime":201.3,"endTime":205.62,"body":"use to get clients for free. So"},{"startTime":201.3,"endTime":205.62,"body":"to understand what a book funnel"},{"startTime":205.62,"endTime":211.35,"body":"is, like, go back to the very"},{"startTime":205.62,"endTime":211.35,"body":"basics is just a series of web"},{"startTime":211.35,"endTime":214.86,"body":"pages that are connected"},{"startTime":211.35,"endTime":214.86,"body":"together with a shopping cart,"},{"startTime":214.95,"endTime":216.69,"body":"and it sells your products."},{"startTime":216.84,"endTime":218.73,"body":"Well. Yeah,"},{"startTime":219.18,"endTime":222.03,"body":"very, that's a very simple"},{"startTime":219.18,"endTime":222.03,"body":"definition. There are more"},{"startTime":222.03,"endTime":227.22,"body":"details, details to it. You"},{"startTime":222.03,"endTime":227.22,"body":"know, but if you understand"},{"startTime":227.22,"endTime":231.12,"body":"that, then you understand. And"},{"startTime":227.22,"endTime":231.12,"body":"if you've, if you've bought"},{"startTime":231.12,"endTime":236.13,"body":"anything online, whether it's"},{"startTime":231.12,"endTime":236.13,"body":"through, you know, Amazon, or"},{"startTime":236.16,"endTime":238.8,"body":"you know, any of the major"},{"startTime":236.16,"endTime":238.8,"body":"retailers, they all take you"},{"startTime":238.8,"endTime":243.18,"body":"through a shopping cart process."},{"startTime":238.8,"endTime":243.18,"body":"And as part of that process,"},{"startTime":243.45,"endTime":245.58,"body":"they usually offer you other"},{"startTime":243.45,"endTime":245.58,"body":"things,"},{"startTime":246.18,"endTime":246.99,"body":"the upsell."},{"startTime":247.319,"endTime":251.129,"body":"And then that is essentially a"},{"startTime":247.319,"endTime":251.129,"body":"funnel, we just, we sell"},{"startTime":251.129,"endTime":255.689,"body":"something low ticket up front,"},{"startTime":251.129,"endTime":255.689,"body":"in a book case of a book funnel,"},{"startTime":256.049,"endTime":261.749,"body":"it's a book, it's a low ticket"},{"startTime":256.049,"endTime":261.749,"body":"item, meaning about $20 or less."},{"startTime":262.949,"endTime":268.799,"body":"Okay, now you don't have to use"},{"startTime":262.949,"endTime":268.799,"body":"a book, you could use a product"},{"startTime":268.829,"endTime":277.439,"body":"that is $1 $1 $5 $10 $20, all in"},{"startTime":268.829,"endTime":277.439,"body":"that realm, low ticket stuff."},{"startTime":277.859,"endTime":282.689,"body":"Now, the thing to remember,"},{"startTime":277.859,"endTime":282.689,"body":"there, there's actual studies"},{"startTime":282.689,"endTime":289.109,"body":"that have been done that that"},{"startTime":282.689,"endTime":289.109,"body":"show that a customer is nine to"},{"startTime":289.109,"endTime":296.249,"body":"10 times more likely to spend"},{"startTime":289.109,"endTime":296.249,"body":"money with you again, than"},{"startTime":296.249,"endTime":301.469,"body":"someone who just gets something"},{"startTime":296.249,"endTime":301.469,"body":"for free from you. Yes, we do"},{"startTime":301.469,"endTime":306.959,"body":"offer free things. But the"},{"startTime":301.469,"endTime":306.959,"body":"sending them into a customer"},{"startTime":306.959,"endTime":311.429,"body":"level is where we want to get"},{"startTime":306.959,"endTime":311.429,"body":"them as soon as possible and at"},{"startTime":311.429,"endTime":315.449,"body":"a low ticket rate, because once"},{"startTime":311.429,"endTime":315.449,"body":"they're in as a customer,"},{"startTime":315.449,"endTime":318.089,"body":"anytime someone pulls out their"},{"startTime":315.449,"endTime":318.089,"body":"their card, they're making a"},{"startTime":318.089,"endTime":323.009,"body":"micro commitment to you, even if"},{"startTime":318.089,"endTime":323.009,"body":"it's $1. And they become a"},{"startTime":323.009,"endTime":327.659,"body":"customer. And you're able to"},{"startTime":323.009,"endTime":327.659,"body":"then take that relationship and"},{"startTime":327.659,"endTime":331.259,"body":"ascend them in your business to"},{"startTime":327.659,"endTime":331.259,"body":"the level that you want them to"},{"startTime":331.259,"endTime":334.589,"body":"be at whether that's, you know,"},{"startTime":331.259,"endTime":334.589,"body":"eventually buying courses from"},{"startTime":334.589,"endTime":339.149,"body":"you, or, you know, doing group"},{"startTime":334.589,"endTime":339.149,"body":"coaching, or one on one coaching"},{"startTime":339.149,"endTime":341.729,"body":"or, you know, private events,"},{"startTime":339.149,"endTime":341.729,"body":"whatever it is that your"},{"startTime":341.729,"endTime":344.849,"body":"business looks like in your"},{"startTime":341.729,"endTime":344.849,"body":"model of where you want them to"},{"startTime":344.849,"endTime":348.239,"body":"take, take it to that higher"},{"startTime":344.849,"endTime":348.239,"body":"ticket level, that's how you do"},{"startTime":348.239,"endTime":351.689,"body":"it is by starting on the lower"},{"startTime":348.239,"endTime":351.689,"body":"ticket. And now the whole goal"},{"startTime":351.809,"endTime":354.779,"body":"of you know, a low ticket"},{"startTime":351.809,"endTime":354.779,"body":"funnel, or in the case of you"},{"startTime":354.779,"endTime":358.319,"body":"know, what we've been talking"},{"startTime":354.779,"endTime":358.319,"body":"about a book funnel is to put $1"},{"startTime":358.319,"endTime":365.039,"body":"in, in ads, or promotion. And on"},{"startTime":358.319,"endTime":365.039,"body":"the end of it, you breakeven, I"},{"startTime":365.039,"endTime":369.599,"body":"call it a breakeven funnel. So"},{"startTime":365.039,"endTime":369.599,"body":"they buy as part of your sales"},{"startTime":369.599,"endTime":374.999,"body":"process a few of your products,"},{"startTime":369.599,"endTime":374.999,"body":"and on average, you put $1 in,"},{"startTime":375.029,"endTime":378.839,"body":"you get $1 back, sometimes you"},{"startTime":375.029,"endTime":378.839,"body":"put $1 in, you get $2 back,"},{"startTime":378.839,"endTime":382.259,"body":"sometimes you put $1 in, and you"},{"startTime":378.839,"endTime":382.259,"body":"get 80 cents back, but on"},{"startTime":382.259,"endTime":386.129,"body":"average, you're looking for $1"},{"startTime":382.259,"endTime":386.129,"body":"or dollar, you know, put $1 and"},{"startTime":386.129,"endTime":390.719,"body":"get $1 back. So if you put $100"},{"startTime":386.129,"endTime":390.719,"body":"in, in marketing promotion, you"},{"startTime":390.719,"endTime":397.199,"body":"get $100 back the key here, and"},{"startTime":390.719,"endTime":397.199,"body":"why it is so such a brilliant"},{"startTime":397.199,"endTime":403.589,"body":"thing is that any time you"},{"startTime":397.199,"endTime":403.589,"body":"market to that person, again,"},{"startTime":403.619,"endTime":406.619,"body":"through your email list or"},{"startTime":403.619,"endTime":406.619,"body":"through, you know, whatever"},{"startTime":406.619,"endTime":410.129,"body":"forms of communication you use,"},{"startTime":406.619,"endTime":410.129,"body":"you get to offer them your"},{"startTime":410.129,"endTime":414.029,"body":"products and services and don't"},{"startTime":410.129,"endTime":414.029,"body":"have to pay any other marketing"},{"startTime":414.029,"endTime":418.139,"body":"costs. Mm hmm. That what is what"},{"startTime":414.029,"endTime":418.139,"body":"makes the whole funnel system"},{"startTime":418.139,"endTime":421.799,"body":"work and why it's such a"},{"startTime":418.139,"endTime":421.799,"body":"valuable tool as part of your"},{"startTime":421.799,"endTime":426.869,"body":"business strategy. So that's the"},{"startTime":421.799,"endTime":426.869,"body":"the high level overview of a"},{"startTime":426.899,"endTime":431.579,"body":"funnel, Dominica. Yeah. What?"},{"startTime":426.899,"endTime":431.579,"body":"Where would you like to go from"},{"startTime":431.579,"endTime":433.289,"body":"there? Do you have questions"},{"startTime":431.579,"endTime":433.289,"body":"about?"},{"startTime":433.74,"endTime":434.37,"body":"Well,"},{"startTime":434.43,"endTime":435.12,"body":"it's just saying,"},{"startTime":436.47,"endTime":438.93,"body":"what I love so much just about"},{"startTime":436.47,"endTime":438.93,"body":"having this conversation with"},{"startTime":438.93,"endTime":442.41,"body":"you is that I know how effective"},{"startTime":438.93,"endTime":442.41,"body":"a funnel like that is because"},{"startTime":442.41,"endTime":446.31,"body":"Rory actually built one for me."},{"startTime":442.41,"endTime":446.31,"body":"So I have written a book One"},{"startTime":446.31,"endTime":447.75,"body":"moment, please. And then"},{"startTime":449.61,"endTime":451.56,"body":"that's me. If you're watching"},{"startTime":449.61,"endTime":451.56,"body":"the video, you can"},{"startTime":451.589,"endTime":454.859,"body":"Yes. If you're watching the"},{"startTime":451.589,"endTime":454.859,"body":"video, you can see my book right"},{"startTime":454.859,"endTime":458.249,"body":"here. Right empower business"},{"startTime":454.859,"endTime":458.249,"body":"owners guide for leadership and"},{"startTime":458.249,"endTime":461.879,"body":"success. And yeah, empowered"},{"startTime":461.94,"endTime":463.02,"body":"book.com"},{"startTime":463.17,"endTime":467.22,"body":"Thank you. Yes, the in your free"},{"startTime":463.17,"endTime":467.22,"body":"copy. You can get your free"},{"startTime":467.22,"endTime":470.34,"body":"copy. And here's how here's how"},{"startTime":467.22,"endTime":470.34,"body":"we set up the funnel for me. And"},{"startTime":470.34,"endTime":474.3,"body":"for this book. It is the free"},{"startTime":470.34,"endTime":474.3,"body":"book, you get the book for free"},{"startTime":474.3,"endTime":478.2,"body":"and I ship it to you, I sign it"},{"startTime":474.3,"endTime":478.2,"body":"for you with a little custom"},{"startTime":478.2,"endTime":481.02,"body":"notes. I check out your business"},{"startTime":478.2,"endTime":481.02,"body":"and see what you have going on."},{"startTime":481.44,"endTime":485.58,"body":"And then all we ask is for a"},{"startTime":481.44,"endTime":485.58,"body":"little bit of a shipping fee. So"},{"startTime":485.58,"endTime":490.71,"body":"it's a free plus shipping offer."},{"startTime":485.58,"endTime":490.71,"body":"And yeah, and and the way the"},{"startTime":490.71,"endTime":495.63,"body":"way that Rory set it up, I mean,"},{"startTime":490.71,"endTime":495.63,"body":"it converts like crazy. This"},{"startTime":495.63,"endTime":498.36,"body":"book came out in July of last"},{"startTime":495.63,"endTime":498.36,"body":"year and what does that July"},{"startTime":498.39,"endTime":503.4,"body":"2019 on my 30th birthday. You"},{"startTime":498.39,"endTime":503.4,"body":"know, it's funny side note, I"},{"startTime":503.4,"endTime":506.34,"body":"forgot how old I was this year."},{"startTime":503.4,"endTime":506.34,"body":"But then I thought about the"},{"startTime":506.34,"endTime":512.49,"body":"book and I was like well, I was"},{"startTime":506.34,"endTime":512.49,"body":"so okay, I'm 31 Okay. Hilarious."},{"startTime":512.7,"endTime":516.99,"body":"This is like the benchmark here."},{"startTime":512.7,"endTime":516.99,"body":"But anyways, so the free plus"},{"startTime":516.99,"endTime":519.78,"body":"shipping offer has worked really"},{"startTime":516.99,"endTime":519.78,"body":"well. But here here's the other"},{"startTime":519.78,"endTime":523.08,"body":"thing, right so that's that's"},{"startTime":519.78,"endTime":523.08,"body":"just driving traffic to to that"},{"startTime":523.08,"endTime":529.38,"body":"particular page. However, this"},{"startTime":523.08,"endTime":529.38,"body":"book is a tool. I don't expect"},{"startTime":529.38,"endTime":532.86,"body":"to get crazy sales off of this"},{"startTime":529.38,"endTime":532.86,"body":"on Amazon. Sure I get you know,"},{"startTime":532.89,"endTime":536.01,"body":"like a few hundred dollars a"},{"startTime":532.89,"endTime":536.01,"body":"year off of it. And it pays for"},{"startTime":536.01,"endTime":538.89,"body":"itself. The book is self"},{"startTime":536.01,"endTime":538.89,"body":"sustainable, it pays for itself,"},{"startTime":538.89,"endTime":543.72,"body":"which is great in terms of"},{"startTime":538.89,"endTime":543.72,"body":"ordering copies, right. But as"},{"startTime":543.72,"endTime":548.16,"body":"far as using it as a tool, when"},{"startTime":543.72,"endTime":548.16,"body":"I get a new person who has"},{"startTime":548.16,"endTime":551.07,"body":"signed up on my calendar, one of"},{"startTime":548.16,"endTime":551.07,"body":"the first things I asked for is"},{"startTime":551.07,"endTime":553.35,"body":"Hey man, get your your best"},{"startTime":551.07,"endTime":553.35,"body":"shipping address, I'd like to"},{"startTime":553.35,"endTime":556.86,"body":"send you a free gift. And I"},{"startTime":553.35,"endTime":556.86,"body":"overnight them my book so that"},{"startTime":556.86,"endTime":560.43,"body":"they have an opportunity to"},{"startTime":556.86,"endTime":560.43,"body":"check my book out before we get"},{"startTime":560.43,"endTime":563.19,"body":"on the meeting. Because again,"},{"startTime":560.43,"endTime":563.19,"body":"we're living in this digital"},{"startTime":563.19,"endTime":566.82,"body":"world where if they see hey,"},{"startTime":563.19,"endTime":566.82,"body":"number one international best"},{"startTime":566.82,"endTime":570.45,"body":"selling author, I overnighted."},{"startTime":566.82,"endTime":570.45,"body":"The book to them, it sells"},{"startTime":570.45,"endTime":573.84,"body":"myself, I don't have to do much"},{"startTime":570.45,"endTime":573.84,"body":"selling once I get on the call"},{"startTime":573.84,"endTime":577.11,"body":"because guess what? This it's"},{"startTime":573.84,"endTime":577.11,"body":"done. I wrote the book for it."},{"startTime":577.11,"endTime":578.07,"body":"It's done."},{"startTime":578.34,"endTime":582.27,"body":"I also want to interject that"},{"startTime":578.34,"endTime":582.27,"body":"what you're doing is setting up"},{"startTime":582.54,"endTime":587.22,"body":"reciprocity. You've given a gift"},{"startTime":582.54,"endTime":587.22,"body":"in advance to someone Yeah, that"},{"startTime":587.22,"endTime":590.88,"body":"creates a desire and a need in"},{"startTime":587.22,"endTime":590.88,"body":"most people to give something"},{"startTime":590.88,"endTime":594.72,"body":"back and usually they give it"},{"startTime":590.88,"endTime":594.72,"body":"back to you with business."},{"startTime":594.9,"endTime":599.7,"body":"Exactly. I have never said I"},{"startTime":594.9,"endTime":599.7,"body":"don't have share this with you"},{"startTime":599.7,"endTime":603.21,"body":"right now. I've never sent a"},{"startTime":599.7,"endTime":603.21,"body":"book and not gotten the client."},{"startTime":603.54,"endTime":604.8,"body":"Hundred percent success rate"},{"startTime":603.54,"endTime":604.8,"body":"that's"},{"startTime":604.8,"endTime":607.44,"body":"100% success rate 100%. I"},{"startTime":607.44,"endTime":613.89,"body":"can't even say that. But I also"},{"startTime":607.44,"endTime":613.89,"body":"know that you close higher"},{"startTime":613.98,"endTime":618.9,"body":"houses. Yeah, you know, but I"},{"startTime":613.98,"endTime":618.9,"body":"also know that it wasn't 100%."},{"startTime":619.95,"endTime":621.36,"body":"Before so no"},{"startTime":622.14,"endTime":627.27,"body":"change that having. So let's"},{"startTime":622.14,"endTime":627.27,"body":"talk about credibility factors."},{"startTime":627.27,"endTime":630.3,"body":"We like to use that term. And"},{"startTime":627.27,"endTime":630.3,"body":"again, thanks to Rory, if it"},{"startTime":630.3,"endTime":633.78,"body":"wasn't for Rory being like, Hey,"},{"startTime":630.3,"endTime":633.78,"body":"you need to check this out, I"},{"startTime":633.78,"endTime":637.02,"body":"would probably still be just"},{"startTime":633.78,"endTime":637.02,"body":"like spinning in circles, maybe"},{"startTime":637.02,"endTime":641.22,"body":"one client here a client there."},{"startTime":637.02,"endTime":641.22,"body":"But again, be thinking bigger"},{"startTime":641.22,"endTime":646.23,"body":"picture about how can I do the"},{"startTime":641.22,"endTime":646.23,"body":"majority of the selling of"},{"startTime":646.23,"endTime":648.9,"body":"either my product or service or"},{"startTime":646.23,"endTime":648.9,"body":"whatever you have going on?"},{"startTime":649.2,"endTime":652.17,"body":"before you even get on the phone"},{"startTime":649.2,"endTime":652.17,"body":"with somebody? Yeah, exactly."},{"startTime":652.2,"endTime":654.87,"body":"One of one of my clients, his"},{"startTime":652.2,"endTime":654.87,"body":"name's Eric Fisher, we're going"},{"startTime":654.87,"endTime":656.43,"body":"to have an episode pretty soon"},{"startTime":656.639,"endTime":661.439,"body":"come out with with him, he he"},{"startTime":656.639,"endTime":661.439,"body":"says 80% of selling is done"},{"startTime":661.439,"endTime":665.519,"body":"before you even get on the phone"},{"startTime":661.439,"endTime":665.519,"body":"with someone. So you have to"},{"startTime":665.519,"endTime":669.809,"body":"look at how you're presenting"},{"startTime":665.519,"endTime":669.809,"body":"yourself to the world, and what"},{"startTime":669.869,"endTime":672.659,"body":"people can latch on to for"},{"startTime":669.869,"endTime":672.659,"body":"credibility. So when we talk"},{"startTime":672.659,"endTime":675.779,"body":"about credibility factors, what"},{"startTime":672.659,"endTime":675.779,"body":"we're talking about is, what is"},{"startTime":675.779,"endTime":678.809,"body":"the credibility that you've set"},{"startTime":675.779,"endTime":678.809,"body":"up for yourself that people can"},{"startTime":678.809,"endTime":682.619,"body":"instantly understand what that"},{"startTime":678.809,"endTime":682.619,"body":"is what it means. And it be"},{"startTime":682.619,"endTime":685.469,"body":"simple, so that they can make a"},{"startTime":682.619,"endTime":685.469,"body":"decision to work with you."},{"startTime":685.469,"endTime":688.199,"body":"Because people have to make"},{"startTime":685.469,"endTime":688.199,"body":"split decisions. These days,"},{"startTime":688.229,"endTime":692.309,"body":"things are moving so fast."},{"startTime":688.229,"endTime":692.309,"body":"Everyone is so overwhelmed with"},{"startTime":692.459,"endTime":696.719,"body":"information and strategies and"},{"startTime":692.459,"endTime":696.719,"body":"tactics and things that they're"},{"startTime":696.749,"endTime":701.009,"body":"supposed to do in their business"},{"startTime":696.749,"endTime":701.009,"body":"forward. Mm hmm. That they get"},{"startTime":701.309,"endTime":705.149,"body":"burned out. And they say just"},{"startTime":701.309,"endTime":705.149,"body":"Are you someone who I can"},{"startTime":705.149,"endTime":705.959,"body":"actually trust?"},{"startTime":706.019,"endTime":707.639,"body":"Will you help me? Can you help"},{"startTime":706.019,"endTime":707.639,"body":"me?"},{"startTime":709.11,"endTime":712.38,"body":"And so being a number one"},{"startTime":709.11,"endTime":712.38,"body":"international best selling"},{"startTime":712.41,"endTime":716.07,"body":"author, even just being an"},{"startTime":712.41,"endTime":716.07,"body":"author does help having a book."},{"startTime":716.19,"endTime":718.56,"body":"Okay, those are those are"},{"startTime":716.19,"endTime":718.56,"body":"credibility factors. But"},{"startTime":718.65,"endTime":720.42,"body":"definitely number one"},{"startTime":718.65,"endTime":720.42,"body":"international best selling"},{"startTime":720.42,"endTime":723.6,"body":"author really helps you stand"},{"startTime":720.42,"endTime":723.6,"body":"apart from other authors,"},{"startTime":723.93,"endTime":727.2,"body":"because most are not. Now on. On"},{"startTime":723.93,"endTime":727.2,"body":"top of that, we're talking about"},{"startTime":727.2,"endTime":732.48,"body":"media promotions. So getting"},{"startTime":727.2,"endTime":732.48,"body":"featured ABC, NBC, CBS, Fox,"},{"startTime":732.48,"endTime":735.9,"body":"that was the initial promotion"},{"startTime":732.48,"endTime":735.9,"body":"that we did for you, and even"},{"startTime":735.9,"endTime":740.16,"body":"for myself back in the day. And"},{"startTime":735.9,"endTime":740.16,"body":"then we level that up Forbes and"},{"startTime":740.16,"endTime":742.68,"body":"Inc, and entrepreneur and stuff"},{"startTime":740.16,"endTime":742.68,"body":"like that. And you get to that"},{"startTime":742.68,"endTime":747.12,"body":"next level where people see that"},{"startTime":742.68,"endTime":747.12,"body":"credibility."},{"startTime":747.21,"endTime":750.51,"body":"Yeah, if you guys are watching"},{"startTime":747.21,"endTime":750.51,"body":"right now, we're just going to"},{"startTime":750.51,"endTime":755.61,"body":"show you the homepage of bPb"},{"startTime":750.51,"endTime":755.61,"body":"podcast.com. So you can see, we"},{"startTime":755.61,"endTime":759.54,"body":"have our credibility right away"},{"startTime":755.61,"endTime":759.54,"body":"on this website. Yeah, right"},{"startTime":759.54,"endTime":759.84,"body":"away."},{"startTime":760.53,"endTime":763.53,"body":"There's a reason for it. And so"},{"startTime":760.53,"endTime":763.53,"body":"this, this, you know, when you"},{"startTime":763.53,"endTime":766.77,"body":"get that credibility, you also"},{"startTime":763.53,"endTime":766.77,"body":"have to share that credibility,"},{"startTime":766.92,"endTime":770.91,"body":"you have to put it, you know,"},{"startTime":766.92,"endTime":770.91,"body":"right up front and say, Okay, I"},{"startTime":770.91,"endTime":774.78,"body":"you need to see this. So,"},{"startTime":770.91,"endTime":774.78,"body":"because then, you know, it's"},{"startTime":774.78,"endTime":777.69,"body":"legitimate. Yeah. So that when"},{"startTime":774.78,"endTime":777.69,"body":"people come to your website,"},{"startTime":777.93,"endTime":780.54,"body":"when they read your bio, it"},{"startTime":777.93,"endTime":780.54,"body":"needs to be in your bio,"},{"startTime":780.57,"endTime":782.67,"body":"preferably near the front of"},{"startTime":780.57,"endTime":782.67,"body":"your bio."},{"startTime":782.7,"endTime":784.08,"body":"Yeah. Right away,"},{"startTime":784.44,"endTime":788.94,"body":"your business cards, your"},{"startTime":784.44,"endTime":788.94,"body":"marketing, promotions, whatever"},{"startTime":788.94,"endTime":792.9,"body":"it is, that has anything to do"},{"startTime":788.94,"endTime":792.9,"body":"to tie into what you're doing."},{"startTime":793.29,"endTime":796.23,"body":"Got to put it in there and"},{"startTime":793.29,"endTime":796.23,"body":"utilize it to your advantage."},{"startTime":796.26,"endTime":798.96,"body":"Yeah. Okay. Because I know some"},{"startTime":796.26,"endTime":798.96,"body":"people who get, you know, a"},{"startTime":798.96,"endTime":801.75,"body":"little hung up on it, and"},{"startTime":798.96,"endTime":801.75,"body":"they're like, yeah, I've got all"},{"startTime":801.75,"endTime":803.79,"body":"these things, and I've been"},{"startTime":801.75,"endTime":803.79,"body":"featured on this and this and"},{"startTime":803.79,"endTime":808.05,"body":"this, but I don't want to share"},{"startTime":803.79,"endTime":808.05,"body":"that. I"},{"startTime":809.52,"endTime":814.08,"body":"it's frustrating and and I think"},{"startTime":809.52,"endTime":814.08,"body":"maybe some people don't realize"},{"startTime":814.08,"endTime":817.56,"body":"that they're allowed to use"},{"startTime":814.08,"endTime":817.56,"body":"those logos to for example, when"},{"startTime":817.56,"endTime":820.74,"body":"I was featured in Forbes last"},{"startTime":817.56,"endTime":820.74,"body":"year, I got a quote in Forbes,"},{"startTime":820.74,"endTime":824.31,"body":"which was huge that level that"},{"startTime":820.74,"endTime":824.31,"body":"my business like i that is what"},{"startTime":824.31,"endTime":827.52,"body":"made my business go from like,"},{"startTime":824.31,"endTime":827.52,"body":"you know, taking clients on to"},{"startTime":827.52,"endTime":830.91,"body":"waitlist like overnight, like I,"},{"startTime":827.52,"endTime":830.91,"body":"I can't, I think I'm only one"},{"startTime":830.91,"endTime":833.31,"body":"woman, I can't take on any more"},{"startTime":830.91,"endTime":833.31,"body":"right now you got to go on the"},{"startTime":833.31,"endTime":836.13,"body":"waitlist, which is awesome, best"},{"startTime":833.31,"endTime":836.13,"body":"problem they would have. And I'm"},{"startTime":836.13,"endTime":840.0,"body":"very, very grateful. But when I"},{"startTime":836.13,"endTime":840.0,"body":"was featured, I started using"},{"startTime":840.0,"endTime":842.49,"body":"the logo. And a few of my"},{"startTime":840.0,"endTime":842.49,"body":"clients asked me, are you"},{"startTime":842.49,"endTime":845.85,"body":"allowed to use the logo? Yes, my"},{"startTime":842.49,"endTime":845.85,"body":"name is I'm promoting them."},{"startTime":845.85,"endTime":849.27,"body":"They're promoting me, of course."},{"startTime":845.85,"endTime":849.27,"body":"So yeah, if you're thinking"},{"startTime":849.27,"endTime":852.15,"body":"yourself, oh my gosh, I was"},{"startTime":849.27,"endTime":852.15,"body":"featured in, maybe it's a local"},{"startTime":852.15,"endTime":856.14,"body":"publication, or maybe a national"},{"startTime":852.15,"endTime":856.14,"body":"one, whatever it is, use those"},{"startTime":856.14,"endTime":859.44,"body":"logos to your advantage because"},{"startTime":856.14,"endTime":859.44,"body":"they it it's an instant"},{"startTime":859.47,"endTime":862.26,"body":"credibility. And that's why we"},{"startTime":859.47,"endTime":862.26,"body":"call it a credibility factor."},{"startTime":862.95,"endTime":867.06,"body":"Yeah, and and even if you have a"},{"startTime":862.95,"endTime":867.06,"body":"video, like some, you know, some"},{"startTime":867.06,"endTime":869.79,"body":"of our clients have had some"},{"startTime":867.06,"endTime":869.79,"body":"really great features on TV"},{"startTime":869.79,"endTime":872.52,"body":"where they've been interviewed"},{"startTime":869.79,"endTime":872.52,"body":"us that video, like get the"},{"startTime":872.52,"endTime":875.52,"body":"recording of it, make sure you"},{"startTime":872.52,"endTime":875.52,"body":"you know, you can get it from"},{"startTime":875.52,"endTime":880.47,"body":"the station when you actually do"},{"startTime":875.52,"endTime":880.47,"body":"these interviews. And, and then"},{"startTime":880.47,"endTime":883.86,"body":"put it on your website, put it,"},{"startTime":880.47,"endTime":883.86,"body":"put it where people can see it,"},{"startTime":883.89,"endTime":887.01,"body":"you know, utilize that as part"},{"startTime":883.89,"endTime":887.01,"body":"of your strategy, because if you"},{"startTime":887.01,"endTime":889.95,"body":"don't, no one's going to know."},{"startTime":887.01,"endTime":889.95,"body":"And they're going to come to"},{"startTime":889.95,"endTime":893.55,"body":"your website, and they're going"},{"startTime":889.95,"endTime":893.55,"body":"to look at it and go, yeah,"},{"startTime":894.3,"endTime":896.85,"body":"yeah, and then move on. Yep."},{"startTime":894.3,"endTime":896.85,"body":"right because they have no"},{"startTime":896.85,"endTime":899.04,"body":"reason to stick around because"},{"startTime":896.85,"endTime":899.04,"body":"you haven't proven that you're"},{"startTime":899.04,"endTime":903.21,"body":"credible. So That's that was,"},{"startTime":899.04,"endTime":903.21,"body":"like a big reason why we added"},{"startTime":903.24,"endTime":907.26,"body":"doing media promotions for our"},{"startTime":903.24,"endTime":907.26,"body":"clients. And and and making sure"},{"startTime":907.26,"endTime":910.89,"body":"that it was a service we offer"},{"startTime":907.26,"endTime":910.89,"body":"just because we saw how valuable"},{"startTime":911.01,"endTime":911.7,"body":"it is."},{"startTime":911.85,"endTime":913.77,"body":"Well, it helped us to with our"},{"startTime":911.85,"endTime":913.77,"body":"jobs."},{"startTime":915.45,"endTime":920.07,"body":"Very, very much so. Right. Yeah,"},{"startTime":915.45,"endTime":920.07,"body":"I spent years figuring it out to"},{"startTime":920.07,"endTime":922.83,"body":"be able to do it. Yeah. It's not"},{"startTime":920.07,"endTime":922.83,"body":"that it's not the easiest thing,"},{"startTime":922.83,"endTime":925.71,"body":"because the media is tricky,"},{"startTime":922.83,"endTime":925.71,"body":"because the media doesn't want"},{"startTime":925.71,"endTime":929.4,"body":"to take a chance on you. Because"},{"startTime":925.71,"endTime":929.4,"body":"they don't know they don't trust"},{"startTime":929.4,"endTime":932.82,"body":"you. Yeah, right. They don't."},{"startTime":929.4,"endTime":932.82,"body":"They their job and their"},{"startTime":932.82,"endTime":936.72,"body":"reputation is on the line. If"},{"startTime":932.82,"endTime":936.72,"body":"you go in there, and you do"},{"startTime":936.72,"endTime":940.56,"body":"something crazy, you're stupid."},{"startTime":936.72,"endTime":940.56,"body":"They could get fired. Yeah,"},{"startTime":940.59,"endTime":943.77,"body":"yeah, bro, you're a liability."},{"startTime":940.59,"endTime":943.77,"body":"In order to get more media"},{"startTime":943.77,"endTime":946.65,"body":"features, you have to be in the"},{"startTime":943.77,"endTime":946.65,"body":"media, but you can't get into"},{"startTime":946.65,"endTime":950.07,"body":"the media and how do you do it?"},{"startTime":946.65,"endTime":950.07,"body":"It's like, a catch 22. Right."},{"startTime":950.759,"endTime":955.289,"body":"Right. And lucky for everyone,"},{"startTime":950.759,"endTime":955.289,"body":"Rorty has figured it out. So"},{"startTime":955.289,"endTime":956.009,"body":"things Yes."},{"startTime":956.64,"endTime":962.52,"body":"And so once you've got the media"},{"startTime":956.64,"endTime":962.52,"body":"features, then you can go and"},{"startTime":962.7,"endTime":966.15,"body":"utilize them to get more media"},{"startTime":962.7,"endTime":966.15,"body":"features to get to level up your"},{"startTime":966.15,"endTime":970.5,"body":"business. And every stage of"},{"startTime":966.15,"endTime":970.5,"body":"media has an X level and certain"},{"startTime":970.5,"endTime":973.77,"body":"requirements to be able to do"},{"startTime":970.5,"endTime":973.77,"body":"it. They won't let you in Forbes"},{"startTime":973.77,"endTime":976.59,"body":"unless you meet like certain"},{"startTime":973.77,"endTime":976.59,"body":"requirements, I can't remember"},{"startTime":976.59,"endTime":979.47,"body":"them off top my head. But you"},{"startTime":976.59,"endTime":979.47,"body":"know, it's like you have to have"},{"startTime":979.47,"endTime":982.59,"body":"this and this and this, right."},{"startTime":979.47,"endTime":982.59,"body":"And then you can't get featured"},{"startTime":982.62,"endTime":986.04,"body":"on Wikipedia Without this, this"},{"startTime":982.62,"endTime":986.04,"body":"and this, right. So there's like"},{"startTime":986.04,"endTime":990.09,"body":"different whatever you're trying"},{"startTime":986.04,"endTime":990.09,"body":"to accomplish. You have to meet"},{"startTime":990.09,"endTime":993.18,"body":"the requirements for that. But"},{"startTime":990.09,"endTime":993.18,"body":"you can't do that unless you"},{"startTime":993.18,"endTime":996.66,"body":"actually get the initial push of"},{"startTime":993.18,"endTime":996.66,"body":"getting in the media."},{"startTime":996.69,"endTime":1000.41,"body":"Yeah. So we're always cracked"},{"startTime":996.69,"endTime":1000.41,"body":"the code, not that I'm doing a"},{"startTime":1000.41,"endTime":1004.16,"body":"sales pitch for worry right now."},{"startTime":1000.41,"endTime":1004.16,"body":"If you're listening to this,"},{"startTime":1004.16,"endTime":1007.19,"body":"you're thinking, gosh, I don't"},{"startTime":1004.16,"endTime":1007.19,"body":"have any media and I you know,"},{"startTime":1007.19,"endTime":1010.79,"body":"I've been kind of spinning in"},{"startTime":1007.19,"endTime":1010.79,"body":"circles here, reach out to us,"},{"startTime":1010.79,"endTime":1014.72,"body":"reach out to us on bPb podcast"},{"startTime":1010.79,"endTime":1014.72,"body":"comm and we would love to help"},{"startTime":1014.72,"endTime":1017.9,"body":"you. I mean, the book is huge,"},{"startTime":1014.72,"endTime":1017.9,"body":"but I didn't have the book"},{"startTime":1017.9,"endTime":1020.69,"body":"before I did the credibility"},{"startTime":1017.9,"endTime":1020.69,"body":"factors. I started the"},{"startTime":1020.69,"endTime":1024.68,"body":"credibility factors. First, I"},{"startTime":1020.69,"endTime":1024.68,"body":"was featured on CBS, NBC, Fox, I"},{"startTime":1024.68,"endTime":1025.28,"body":"believe,"},{"startTime":1025.4,"endTime":1026.69,"body":"ABC, NBC, CBS Fox,"},{"startTime":1026.72,"endTime":1030.23,"body":"yep, overnight, just all of a"},{"startTime":1026.72,"endTime":1030.23,"body":"sudden I people found me the"},{"startTime":1030.23,"endTime":1035.15,"body":"organic SEO that happened within"},{"startTime":1030.23,"endTime":1035.15,"body":"like a week was incredible. Out"},{"startTime":1035.15,"endTime":1038.27,"body":"of all all the things that I've"},{"startTime":1035.15,"endTime":1038.27,"body":"done for myself, for my own"},{"startTime":1038.27,"endTime":1041.27,"body":"branding, doing the media"},{"startTime":1038.27,"endTime":1041.27,"body":"promotions have been really very"},{"startTime":1041.27,"endTime":1042.26,"body":"good for my business."},{"startTime":1042.44,"endTime":1044.9,"body":"Very good. And what's really fun"},{"startTime":1042.44,"endTime":1044.9,"body":"is when someone types in my"},{"startTime":1044.9,"endTime":1049.79,"body":"name, it says Forbes next to it."},{"startTime":1044.9,"endTime":1049.79,"body":"That's fun. I like that piece."},{"startTime":1050.3,"endTime":1053.66,"body":"Yeah. So yeah, I mean, there's"},{"startTime":1050.3,"endTime":1053.66,"body":"so many different factors to it,"},{"startTime":1053.66,"endTime":1057.32,"body":"because people do look you up"},{"startTime":1053.66,"endTime":1057.32,"body":"people do that, you know, look"},{"startTime":1057.32,"endTime":1060.47,"body":"at Okay, well, if you have a"},{"startTime":1057.32,"endTime":1060.47,"body":"book, do you have you know, some"},{"startTime":1060.47,"endTime":1063.56,"body":"good reviews for your book? Did"},{"startTime":1060.47,"endTime":1063.56,"body":"they look at it? You know, have"},{"startTime":1063.56,"endTime":1066.74,"body":"you been featured in the media?"},{"startTime":1063.56,"endTime":1066.74,"body":"What comes up? So you know, if"},{"startTime":1066.74,"endTime":1068.9,"body":"you're searching for yourself,"},{"startTime":1066.74,"endTime":1068.9,"body":"and nothing's coming up? Well,"},{"startTime":1068.9,"endTime":1071.9,"body":"you got to do something about"},{"startTime":1068.9,"endTime":1071.9,"body":"that. That's probably, yeah, SEO"},{"startTime":1071.9,"endTime":1075.2,"body":"is a big part of now, if you're"},{"startTime":1071.9,"endTime":1075.2,"body":"not familiar with SEO, okay,"},{"startTime":1075.2,"endTime":1080.81,"body":"let's just start there. Search"},{"startTime":1075.2,"endTime":1080.81,"body":"Engine Optimization. And so what"},{"startTime":1080.81,"endTime":1086.18,"body":"that means is what when someone"},{"startTime":1080.81,"endTime":1086.18,"body":"types in something, a certain"},{"startTime":1086.21,"endTime":1091.58,"body":"term, or keyword into Google,"},{"startTime":1086.21,"endTime":1091.58,"body":"what is it that shows up, so if"},{"startTime":1091.58,"endTime":1095.12,"body":"they type your name,"},{"startTime":1091.58,"endTime":1095.12,"body":"specifically, what shows up if"},{"startTime":1095.12,"endTime":1098.36,"body":"you're not on that first page"},{"startTime":1095.12,"endTime":1098.36,"body":"somewhere with your stuff, with"},{"startTime":1098.36,"endTime":1103.07,"body":"your website with your, in"},{"startTime":1098.36,"endTime":1103.07,"body":"certain cases, it can be your"},{"startTime":1103.07,"endTime":1107.36,"body":"Amazon profile, your Forbes"},{"startTime":1103.07,"endTime":1107.36,"body":"feature? Whatever it is, if"},{"startTime":1107.36,"endTime":1111.38,"body":"those things aren't coming up"},{"startTime":1107.36,"endTime":1111.38,"body":"for you, and then when someone"},{"startTime":1111.38,"endTime":1113.99,"body":"searches you, people just go,"},{"startTime":1111.38,"endTime":1113.99,"body":"No, they're not credible, I"},{"startTime":1113.99,"endTime":1117.44,"body":"can't even find them. Right?"},{"startTime":1113.99,"endTime":1117.44,"body":"Yes, you have to pay attention"},{"startTime":1117.44,"endTime":1122.15,"body":"to these things. And you know,"},{"startTime":1117.44,"endTime":1122.15,"body":"and this is part of like having"},{"startTime":1122.15,"endTime":1125.93,"body":"your social media profiles all"},{"startTime":1122.15,"endTime":1125.93,"body":"set up, having them consistent,"},{"startTime":1125.96,"endTime":1129.5,"body":"and, you know, promoting your"},{"startTime":1125.96,"endTime":1129.5,"body":"brand is really important"},{"startTime":1129.5,"endTime":1132.14,"body":"because they tend to rank really"},{"startTime":1129.5,"endTime":1132.14,"body":"well for your name."},{"startTime":1132.68,"endTime":1136.16,"body":"That's what's incredible to me,"},{"startTime":1132.68,"endTime":1136.16,"body":"when my clients say I don't want"},{"startTime":1136.16,"endTime":1141.05,"body":"to do Facebook, it's free. It's"},{"startTime":1136.16,"endTime":1141.05,"body":"free, and it's going to help"},{"startTime":1141.05,"endTime":1144.65,"body":"your ranking, just do it. I"},{"startTime":1141.05,"endTime":1144.65,"body":"understand these things are time"},{"startTime":1144.65,"endTime":1148.82,"body":"consuming. But you know, now"},{"startTime":1144.65,"endTime":1148.82,"body":"that Facebook owns Instagram,"},{"startTime":1148.82,"endTime":1151.22,"body":"you can link all these things"},{"startTime":1148.82,"endTime":1151.22,"body":"together and only post in one"},{"startTime":1151.22,"endTime":1154.25,"body":"place and it shows up everywhere"},{"startTime":1151.22,"endTime":1154.25,"body":"else. So put smart systems in"},{"startTime":1154.25,"endTime":1156.5,"body":"place. Like this whole episode"},{"startTime":1154.25,"endTime":1156.5,"body":"is talking about working"},{"startTime":1156.5,"endTime":1161.3,"body":"smarter, not harder. And a big"},{"startTime":1156.5,"endTime":1161.3,"body":"portion of getting clients for"},{"startTime":1161.3,"endTime":1164.39,"body":"free. So aside from the"},{"startTime":1161.3,"endTime":1164.39,"body":"credibility factors, and"},{"startTime":1164.42,"endTime":1167.78,"body":"designing proper funnels to be"},{"startTime":1164.42,"endTime":1167.78,"body":"able to get the correct target"},{"startTime":1167.78,"endTime":1170.51,"body":"audience and their emails, so"},{"startTime":1167.78,"endTime":1170.51,"body":"you can come back around and you"},{"startTime":1170.51,"endTime":1175.16,"body":"know, whatever you want to offer"},{"startTime":1170.51,"endTime":1175.16,"body":"them is getting referrals. So I"},{"startTime":1175.16,"endTime":1180.32,"body":"would say that probably 75 ish"},{"startTime":1175.16,"endTime":1180.32,"body":"percent of my business is"},{"startTime":1180.32,"endTime":1182.12,"body":"referrals. Yeah. What about you?"},{"startTime":1180.32,"endTime":1182.12,"body":"Right?"},{"startTime":1182.119,"endTime":1185.239,"body":"What percent would you say is"},{"startTime":1182.119,"endTime":1185.239,"body":"referrals? are probably right in"},{"startTime":1185.239,"endTime":1188.089,"body":"that same? Yeah, right. Used to"},{"startTime":1185.239,"endTime":1188.089,"body":"be 100%?"},{"startTime":1188.15,"endTime":1189.74,"body":"Yes, me too. But then I don't."},{"startTime":1190.4,"endTime":1194.09,"body":"Yeah. But then people may find"},{"startTime":1190.4,"endTime":1194.09,"body":"my books. They read my books,"},{"startTime":1194.12,"endTime":1198.44,"body":"and they occasionally see ads,"},{"startTime":1194.12,"endTime":1198.44,"body":"but I don't have to run very"},{"startTime":1198.44,"endTime":1201.47,"body":"many ads. You know, for that."},{"startTime":1198.44,"endTime":1201.47,"body":"You know, businesses,"},{"startTime":1201.47,"endTime":1205.19,"body":"occasionally they find the media"},{"startTime":1201.47,"endTime":1205.19,"body":"stuff, but what everyone does,"},{"startTime":1205.34,"endTime":1209.42,"body":"yeah, they they hear from"},{"startTime":1205.34,"endTime":1209.42,"body":"someone else that we've worked"},{"startTime":1209.42,"endTime":1213.74,"body":"with, they see everything we've"},{"startTime":1209.42,"endTime":1213.74,"body":"done for that person. And they"},{"startTime":1213.74,"endTime":1216.68,"body":"go, Wow, I want that for myself."},{"startTime":1213.74,"endTime":1216.68,"body":"And then they reach out to that"},{"startTime":1216.68,"endTime":1220.64,"body":"person say, how did you do this?"},{"startTime":1216.68,"endTime":1220.64,"body":"And they go, Well, you need to"},{"startTime":1220.64,"endTime":1224.99,"body":"talk with Rory. Mm hmm. And then"},{"startTime":1220.64,"endTime":1224.99,"body":"we go, okay, we hop on a phone"},{"startTime":1224.99,"endTime":1229.16,"body":"call, and I evaluate if they're"},{"startTime":1224.99,"endTime":1229.16,"body":"the right client for us. And if"},{"startTime":1229.16,"endTime":1232.28,"body":"we can actually help them get"},{"startTime":1229.16,"endTime":1232.28,"body":"achieve the results that they're"},{"startTime":1232.28,"endTime":1236.54,"body":"wanting to achieve? And, and"},{"startTime":1232.28,"endTime":1236.54,"body":"when we do take them on, then we"},{"startTime":1236.54,"endTime":1239.57,"body":"offer a commission to the person"},{"startTime":1236.54,"endTime":1239.57,"body":"who referred"},{"startTime":1240.079,"endTime":1244.099,"body":"exactly, because that person"},{"startTime":1240.079,"endTime":1244.099,"body":"that made the referral happen"},{"startTime":1244.219,"endTime":1249.769,"body":"did the selling for you. Yeah,"},{"startTime":1244.219,"endTime":1249.769,"body":"it's amazing. He didn't have to"},{"startTime":1249.769,"endTime":1250.699,"body":"even send a book."},{"startTime":1250.73,"endTime":1253.58,"body":"He didn't have to did nothing."},{"startTime":1250.73,"endTime":1253.58,"body":"It was just, this is how I got"},{"startTime":1253.58,"endTime":1257.84,"body":"the results. I mean, you could"},{"startTime":1253.58,"endTime":1257.84,"body":"send a book. And and, you know,"},{"startTime":1257.87,"endTime":1262.07,"body":"but I haven't had had to do that"},{"startTime":1257.87,"endTime":1262.07,"body":"very often. You know, it's not"},{"startTime":1262.1,"endTime":1267.86,"body":"you with cold leads that come in"},{"startTime":1262.1,"endTime":1267.86,"body":"that it's a fantastic strategy"},{"startTime":1267.95,"endTime":1270.77,"body":"with warm leads that come in, I"},{"startTime":1267.95,"endTime":1270.77,"body":"found that I can be because I've"},{"startTime":1270.77,"endTime":1274.61,"body":"been doing this for so long."},{"startTime":1270.77,"endTime":1274.61,"body":"Now. I can close them, you know,"},{"startTime":1274.67,"endTime":1278.0,"body":"in a phone call. Yeah."},{"startTime":1274.67,"endTime":1278.0,"body":"Sometimes, too. And that's,"},{"startTime":1278.03,"endTime":1281.09,"body":"that's it? Right? You know, and"},{"startTime":1278.03,"endTime":1281.09,"body":"we're not talking like, oh,"},{"startTime":1281.09,"endTime":1284.51,"body":"we're closing for $200 deal. I"},{"startTime":1281.09,"endTime":1284.51,"body":"mean, we're talking five figures"},{"startTime":1284.51,"endTime":1288.89,"body":"minimum, let's backtrack. Okay,"},{"startTime":1284.51,"endTime":1288.89,"body":"so how did they move from going?"},{"startTime":1289.4,"endTime":1293.42,"body":"Okay, like, you know, I want to"},{"startTime":1289.4,"endTime":1293.42,"body":"talk to you to getting on the"},{"startTime":1293.42,"endTime":1297.89,"body":"phone call, and then being sold"},{"startTime":1293.42,"endTime":1297.89,"body":"into doing it without me having"},{"startTime":1297.89,"endTime":1302.15,"body":"to really sell even on the phone"},{"startTime":1297.89,"endTime":1302.15,"body":"call. What happened? They went"},{"startTime":1302.15,"endTime":1302.87,"body":"and looked me up,"},{"startTime":1302.99,"endTime":1304.97,"body":"I was just gonna say they they"},{"startTime":1302.99,"endTime":1304.97,"body":"Google do"},{"startTime":1305.9,"endTime":1309.17,"body":"exactly what to look media look"},{"startTime":1305.9,"endTime":1309.17,"body":"me up, they go to my website,"},{"startTime":1309.38,"endTime":1311.48,"body":"they see all the credibility,"},{"startTime":1309.38,"endTime":1311.48,"body":"they see all the books I've"},{"startTime":1311.48,"endTime":1314.21,"body":"written, they see all the media"},{"startTime":1311.48,"endTime":1314.21,"body":"promotions, they've been in and"},{"startTime":1314.21,"endTime":1317.0,"body":"they go, wow, this is"},{"startTime":1314.21,"endTime":1317.0,"body":"impressive. I want this Mm hmm."},{"startTime":1317.24,"endTime":1320.72,"body":"If he can do that for himself,"},{"startTime":1317.24,"endTime":1320.72,"body":"he can. And he's done all of"},{"startTime":1320.72,"endTime":1325.79,"body":"this other stuff. in such a"},{"startTime":1320.72,"endTime":1325.79,"body":"short period of time, with my"},{"startTime":1325.79,"endTime":1328.79,"body":"friend, or my client, or"},{"startTime":1325.79,"endTime":1328.79,"body":"whoever, you know, is referring"},{"startTime":1328.82,"endTime":1335.15,"body":"being referred, then they go,"},{"startTime":1328.82,"endTime":1335.15,"body":"Oh, like, sign me up. Like, I"},{"startTime":1335.15,"endTime":1338.24,"body":"already know, you can do it, you"},{"startTime":1335.15,"endTime":1338.24,"body":"did it for them. And you, you"},{"startTime":1338.24,"endTime":1342.2,"body":"know, so Dominica is bringing up"},{"startTime":1338.24,"endTime":1342.2,"body":"on screen, if, if you're"},{"startTime":1342.2,"endTime":1346.04,"body":"watching the actual video of"},{"startTime":1342.2,"endTime":1346.04,"body":"this, my website and you go"},{"startTime":1346.04,"endTime":1350.24,"body":"there, and it's, I haven't even"},{"startTime":1346.04,"endTime":1350.24,"body":"updated it since 2019,"},{"startTime":1350.3,"endTime":1357.02,"body":"apparently, which we're actually"},{"startTime":1350.3,"endTime":1357.02,"body":"in the middle of doing a rebrand"},{"startTime":1357.17,"endTime":1362.21,"body":"at the beginning of 2020. And"},{"startTime":1357.17,"endTime":1362.21,"body":"then COVID hit and kind of threw"},{"startTime":1362.21,"endTime":1366.41,"body":"things into disarray, hasn't"},{"startTime":1362.21,"endTime":1366.41,"body":"affected anything, we still get"},{"startTime":1366.41,"endTime":1370.01,"body":"clients all the time coming in."},{"startTime":1366.41,"endTime":1370.01,"body":"But then, you know, they look"},{"startTime":1370.01,"endTime":1373.73,"body":"through the website, and they"},{"startTime":1370.01,"endTime":1373.73,"body":"go, Oh, Rory has been featured"},{"startTime":1373.79,"endTime":1377.42,"body":"in a lot of media, and featured"},{"startTime":1373.79,"endTime":1377.42,"body":"in Forbes and on the cover"},{"startTime":1377.42,"endTime":1381.32,"body":"magazines. And so all of that"},{"startTime":1377.42,"endTime":1381.32,"body":"just adds to the credibility and"},{"startTime":1381.32,"endTime":1385.43,"body":"you can do this for yourself. Or"},{"startTime":1381.32,"endTime":1385.43,"body":"you can have, you know, someone"},{"startTime":1385.7,"endTime":1389.06,"body":"do it for you, right. And once"},{"startTime":1385.7,"endTime":1389.06,"body":"you get it going, it just kind"},{"startTime":1389.06,"endTime":1391.34,"body":"of spirals and you can take"},{"startTime":1389.06,"endTime":1391.34,"body":"things to the next level next"},{"startTime":1391.34,"endTime":1395.63,"body":"level next level. But the"},{"startTime":1391.34,"endTime":1395.63,"body":"conversations that you have"},{"startTime":1396.11,"endTime":1402.11,"body":"shift from Why should I work"},{"startTime":1396.11,"endTime":1402.11,"body":"with you? Do I want to work with"},{"startTime":1402.11,"endTime":1407.18,"body":"you and the whole, you know,"},{"startTime":1402.11,"endTime":1407.18,"body":"thing that ever comes up? is can"},{"startTime":1407.18,"endTime":1410.39,"body":"they afford to do it? And most"},{"startTime":1407.18,"endTime":1410.39,"body":"people will find the money? And"},{"startTime":1410.39,"endTime":1410.69,"body":"you're"},{"startTime":1410.69,"endTime":1412.85,"body":"just gonna say that most people"},{"startTime":1410.69,"endTime":1412.85,"body":"figure it out?"},{"startTime":1413.0,"endTime":1415.88,"body":"Yeah. Just give them the"},{"startTime":1413.0,"endTime":1415.88,"body":"opportunity. You know, and even"},{"startTime":1415.88,"endTime":1418.91,"body":"if they come back and say, you"},{"startTime":1415.88,"endTime":1418.91,"body":"know, I'm still trying to figure"},{"startTime":1418.91,"endTime":1422.75,"body":"out how to make this work. You"},{"startTime":1418.91,"endTime":1422.75,"body":"say, cool, let me know, like I"},{"startTime":1423.26,"endTime":1427.25,"body":"I'm like the least sales"},{"startTime":1423.26,"endTime":1427.25,"body":"pressure person, but close so"},{"startTime":1427.25,"endTime":1429.47,"body":"high because of that, because"},{"startTime":1427.25,"endTime":1429.47,"body":"you know,"},{"startTime":1429.559,"endTime":1430.249,"body":"exactly"},{"startTime":1430.369,"endTime":1432.469,"body":"like I'm building. And we've"},{"startTime":1430.369,"endTime":1432.469,"body":"talked about, we talked about"},{"startTime":1432.469,"endTime":1435.499,"body":"this on relationships, not"},{"startTime":1432.469,"endTime":1435.499,"body":"transaction ships episode, where"},{"startTime":1435.499,"endTime":1437.599,"body":"I'm building relationships with"},{"startTime":1435.499,"endTime":1437.599,"body":"people that we're going to be"},{"startTime":1437.599,"endTime":1441.259,"body":"working together for a minimum,"},{"startTime":1437.599,"endTime":1441.259,"body":"probably a year, but most likely"},{"startTime":1441.259,"endTime":1445.549,"body":"a lot more than that, because"},{"startTime":1441.259,"endTime":1445.549,"body":"we're looking to ascend them in"},{"startTime":1445.549,"endTime":1448.519,"body":"our business model as well and"},{"startTime":1445.549,"endTime":1448.519,"body":"help them further their"},{"startTime":1448.519,"endTime":1452.479,"body":"businesses. And when they start"},{"startTime":1448.519,"endTime":1452.479,"body":"getting the type of results that"},{"startTime":1452.509,"endTime":1455.539,"body":"they haven't been able to get"},{"startTime":1452.509,"endTime":1455.539,"body":"anywhere else. They want to"},{"startTime":1455.539,"endTime":1459.769,"body":"stick with you. And they want to"},{"startTime":1455.539,"endTime":1459.769,"body":"go to that next level, because"},{"startTime":1459.859,"endTime":1462.649,"body":"they know that it's going to"},{"startTime":1459.859,"endTime":1462.649,"body":"level their business up to a"},{"startTime":1462.649,"endTime":1465.529,"body":"next level next level next"},{"startTime":1462.649,"endTime":1465.529,"body":"level. Exactly. And get them to"},{"startTime":1465.529,"endTime":1470.989,"body":"where they're at. Yep. So when"},{"startTime":1465.529,"endTime":1470.989,"body":"you look at all that, and you"},{"startTime":1470.989,"endTime":1474.709,"body":"say, Okay, well, you know, Mike,"},{"startTime":1470.989,"endTime":1474.709,"body":"am I considering doing this for"},{"startTime":1474.709,"endTime":1478.489,"body":"my business? I mean, really, my"},{"startTime":1474.709,"endTime":1478.489,"body":"question is, how can you not"},{"startTime":1478.489,"endTime":1482.689,"body":"consider it? Because the"},{"startTime":1478.489,"endTime":1482.689,"body":"conversations that you have"},{"startTime":1482.689,"endTime":1486.019,"body":"become so much easier, you move"},{"startTime":1482.689,"endTime":1486.019,"body":"from having to like, use all of"},{"startTime":1486.019,"endTime":1489.559,"body":"these sales techniques to not"},{"startTime":1486.019,"endTime":1489.559,"body":"even having to really sell, you"},{"startTime":1489.559,"endTime":1492.379,"body":"just talk about what you do and"},{"startTime":1489.559,"endTime":1492.379,"body":"how you can help people and you"},{"startTime":1492.379,"endTime":1495.589,"body":"go, you know, if you're"},{"startTime":1492.379,"endTime":1495.589,"body":"interested, here's what we can"},{"startTime":1495.589,"endTime":1498.889,"body":"do, and we'll put together a"},{"startTime":1495.589,"endTime":1498.889,"body":"package for you and good to go."},{"startTime":1499.459,"endTime":1499.969,"body":"Yeah."},{"startTime":1500.0,"endTime":1505.43,"body":"It's pretty powerful when I"},{"startTime":1500.0,"endTime":1505.43,"body":"started to learn how to sell my"},{"startTime":1505.43,"endTime":1508.88,"body":"services in this completely"},{"startTime":1505.43,"endTime":1508.88,"body":"different way. I'm not really"},{"startTime":1508.88,"endTime":1511.16,"body":"selling anything, I'm just"},{"startTime":1508.88,"endTime":1511.16,"body":"setting myself up for success"},{"startTime":1511.19,"endTime":1512.54,"body":"ahead of time. We,"},{"startTime":1512.78,"endTime":1516.26,"body":"we tested a couple of different"},{"startTime":1512.78,"endTime":1516.26,"body":"ways of selling for you. Hmm,"},{"startTime":1516.5,"endTime":1518.57,"body":"yeah. Before we landed on it,"},{"startTime":1516.5,"endTime":1518.57,"body":"yeah. And"},{"startTime":1518.57,"endTime":1522.47,"body":"then and then I was like, just"},{"startTime":1518.57,"endTime":1522.47,"body":"model what I'm doing. Like,"},{"startTime":1523.4,"endTime":1526.85,"body":"everyone else is doing model"},{"startTime":1523.4,"endTime":1526.85,"body":"what I'm doing. Yeah. And, and"},{"startTime":1526.85,"endTime":1531.83,"body":"you and I mean, you told me is"},{"startTime":1526.85,"endTime":1531.83,"body":"like, completely shifted 100%."},{"startTime":1532.43,"endTime":1532.85,"body":"Right."},{"startTime":1532.88,"endTime":1539.0,"body":"Everything. Like I said, like,"},{"startTime":1532.88,"endTime":1539.0,"body":"I, I am just, I'm just so"},{"startTime":1539.0,"endTime":1541.7,"body":"grateful to you, right? Like, I"},{"startTime":1539.0,"endTime":1541.7,"body":"really credit a lot of my"},{"startTime":1541.7,"endTime":1546.44,"body":"success to you, because you're"},{"startTime":1541.7,"endTime":1546.44,"body":"on me all the time. And that's"},{"startTime":1546.53,"endTime":1549.68,"body":"good. But that's a good thing."},{"startTime":1546.53,"endTime":1549.68,"body":"Like, if you if you have a"},{"startTime":1549.77,"endTime":1552.05,"body":"mentor right now, for all of you"},{"startTime":1549.77,"endTime":1552.05,"body":"listening, if you have a mentor"},{"startTime":1552.05,"endTime":1554.84,"body":"right now that isn't on you, on"},{"startTime":1552.05,"endTime":1554.84,"body":"you on you all the time, fire"},{"startTime":1554.84,"endTime":1561.44,"body":"them get a new one, because the"},{"startTime":1554.84,"endTime":1561.44,"body":"amount of of the ways that I've"},{"startTime":1561.44,"endTime":1564.14,"body":"grown that my business has"},{"startTime":1561.44,"endTime":1564.14,"body":"grown, and yeah, there's been"},{"startTime":1564.14,"endTime":1569.93,"body":"times I'm like, Rory, you don't"},{"startTime":1564.14,"endTime":1569.93,"body":"want to. But that's what's like,"},{"startTime":1569.93,"endTime":1573.89,"body":"helps me like really take my"},{"startTime":1569.93,"endTime":1573.89,"body":"business to some crazy heights."},{"startTime":1574.16,"endTime":1578.33,"body":"Like I said, we're there is a"},{"startTime":1574.16,"endTime":1578.33,"body":"waitlist until mid next year,"},{"startTime":1578.6,"endTime":1582.8,"body":"because I there's only so much"},{"startTime":1578.6,"endTime":1582.8,"body":"time I have sure I can take on"},{"startTime":1582.8,"endTime":1587.57,"body":"like ones and twos and go like a"},{"startTime":1582.8,"endTime":1587.57,"body":"couple websites here and there."},{"startTime":1587.57,"endTime":1590.99,"body":"But the actual like nitty"},{"startTime":1587.57,"endTime":1590.99,"body":"gritty, getting getting down to"},{"startTime":1591.14,"endTime":1594.53,"body":"consulting for people, and"},{"startTime":1591.14,"endTime":1594.53,"body":"they're the big picture of their"},{"startTime":1594.53,"endTime":1597.71,"body":"business, like coming up with"},{"startTime":1594.53,"endTime":1597.71,"body":"these big picture strategies. I"},{"startTime":1597.71,"endTime":1600.98,"body":"don't take on a lot of clients,"},{"startTime":1597.71,"endTime":1600.98,"body":"I take on what I know I can"},{"startTime":1600.98,"endTime":1603.59,"body":"handle because once you're you"},{"startTime":1600.98,"endTime":1603.59,"body":"don't wanna get spread so thin,"},{"startTime":1603.62,"endTime":1606.65,"body":"where it's like, Wait, who"},{"startTime":1603.62,"endTime":1606.65,"body":"needed what and what day? Is it?"},{"startTime":1606.77,"endTime":1610.94,"body":"No, I, I'm very committed when I"},{"startTime":1606.77,"endTime":1610.94,"body":"select those right clients. And"},{"startTime":1610.94,"endTime":1614.96,"body":"I say select because what Rory"},{"startTime":1610.94,"endTime":1614.96,"body":"has taught me now is you don't"},{"startTime":1614.96,"endTime":1617.81,"body":"take everybody that comes along,"},{"startTime":1614.96,"endTime":1617.81,"body":"you make sure they're right for"},{"startTime":1617.81,"endTime":1620.93,"body":"your business, that it makes"},{"startTime":1617.81,"endTime":1620.93,"body":"sense for them. And for you."},{"startTime":1621.26,"endTime":1623.51,"body":"Before like, when I first"},{"startTime":1621.26,"endTime":1623.51,"body":"started my business, I was just"},{"startTime":1623.51,"endTime":1626.15,"body":"taking whatever came my way. I"},{"startTime":1623.51,"endTime":1626.15,"body":"was like, great, you know,"},{"startTime":1626.15,"endTime":1628.88,"body":"website. Awesome. And there"},{"startTime":1626.15,"endTime":1628.88,"body":"wasn't a lot of follow up was"},{"startTime":1628.88,"endTime":1632.27,"body":"like, here's your website key by"},{"startTime":1628.88,"endTime":1632.27,"body":"and now we're continuing to"},{"startTime":1632.27,"endTime":1635.42,"body":"build relationships. Oh, you"},{"startTime":1632.27,"endTime":1635.42,"body":"need a website design. Awesome."},{"startTime":1635.42,"endTime":1637.31,"body":"Why don't we talk more bigger"},{"startTime":1635.42,"endTime":1637.31,"body":"picture about your business"},{"startTime":1637.31,"endTime":1639.38,"body":"here. Let's talk more about your"},{"startTime":1637.31,"endTime":1639.38,"body":"target audience. Let's talk"},{"startTime":1639.38,"endTime":1642.71,"body":"about your products. It's much"},{"startTime":1639.38,"endTime":1642.71,"body":"more well rounded. And it all"},{"startTime":1642.71,"endTime":1646.46,"body":"comes back to again, I don't"},{"startTime":1642.71,"endTime":1646.46,"body":"really have to sell it. Because"},{"startTime":1646.46,"endTime":1649.94,"body":"I know it now. And that comes"},{"startTime":1646.46,"endTime":1649.94,"body":"from years of experience too,"},{"startTime":1650.15,"endTime":1652.85,"body":"but also having a really good"},{"startTime":1650.15,"endTime":1652.85,"body":"mentor. So,"},{"startTime":1653.179,"endTime":1657.679,"body":"which is why we created the VIP"},{"startTime":1653.179,"endTime":1657.679,"body":"program. Exactly. To be able to"},{"startTime":1657.769,"endTime":1661.969,"body":"to give people access to us to"},{"startTime":1657.769,"endTime":1661.969,"body":"help mentor them. Now, is it the"},{"startTime":1661.969,"endTime":1667.699,"body":"same as you know, a one on one"},{"startTime":1661.969,"endTime":1667.699,"body":"mentorship? No. But you get your"},{"startTime":1667.699,"endTime":1671.089,"body":"questions answered. Mm hmm. No,"},{"startTime":1667.699,"endTime":1671.089,"body":"if you get stuck, we're here."},{"startTime":1671.269,"endTime":1674.899,"body":"And not only us. And that's,"},{"startTime":1671.269,"endTime":1674.899,"body":"that's what's so valuable"},{"startTime":1674.899,"endTime":1675.079,"body":"because"},{"startTime":1675.08,"endTime":1677.84,"body":"of all of our guests. Yeah, your"},{"startTime":1675.08,"endTime":1677.84,"body":"industry leaders,"},{"startTime":1677.99,"endTime":1682.58,"body":"our guests are just so smart and"},{"startTime":1677.99,"endTime":1682.58,"body":"on top of it, and they, they"},{"startTime":1682.58,"endTime":1686.24,"body":"know what they are doing. And"},{"startTime":1682.58,"endTime":1686.24,"body":"they're successful. And they"},{"startTime":1686.24,"endTime":1690.05,"body":"like us just want to help people"},{"startTime":1686.24,"endTime":1690.05,"body":"get to the next level. Like"},{"startTime":1690.05,"endTime":1692.93,"body":"they're not even allowed to be"},{"startTime":1690.05,"endTime":1692.93,"body":"on the podcast without agreeing"},{"startTime":1693.8,"endTime":1699.98,"body":"to it. Like that's how, yeah,"},{"startTime":1693.8,"endTime":1699.98,"body":"like, you know, it's like, we"},{"startTime":1699.98,"endTime":1704.6,"body":"we've absolutely vetted all of"},{"startTime":1699.98,"endTime":1704.6,"body":"our guests, and most of them are"},{"startTime":1704.6,"endTime":1707.42,"body":"actually clients or clients."},{"startTime":1707.42,"endTime":1710.99,"body":"Yeah, we Yeah, we started with"},{"startTime":1707.42,"endTime":1710.99,"body":"clients, because we know what"},{"startTime":1710.99,"endTime":1715.46,"body":"they're doing is very authentic."},{"startTime":1710.99,"endTime":1715.46,"body":"Yeah, we vowed to only have"},{"startTime":1715.46,"endTime":1718.19,"body":"people on our podcast that are"},{"startTime":1715.46,"endTime":1718.19,"body":"truly authentic, they're doing"},{"startTime":1718.19,"endTime":1721.19,"body":"super cool things that are that"},{"startTime":1718.19,"endTime":1721.19,"body":"are going to add value to you"},{"startTime":1721.19,"endTime":1723.83,"body":"and your business as well. all"},{"startTime":1721.19,"endTime":1723.83,"body":"that to say I think I think"},{"startTime":1723.83,"endTime":1726.2,"body":"something we should kind of"},{"startTime":1723.83,"endTime":1726.2,"body":"circle back around on is"},{"startTime":1726.29,"endTime":1729.59,"body":"referrals, and how great they"},{"startTime":1726.29,"endTime":1729.59,"body":"are. That's awesome. But also"},{"startTime":1729.59,"endTime":1732.86,"body":"making sure that you're taking"},{"startTime":1729.59,"endTime":1732.86,"body":"care of the person that did give"},{"startTime":1732.86,"endTime":1737.42,"body":"you the referral, I always give"},{"startTime":1732.86,"endTime":1737.42,"body":"a percentage and ROI, you made a"},{"startTime":1737.42,"endTime":1739.94,"body":"note of this earlier, it's"},{"startTime":1737.42,"endTime":1739.94,"body":"sometimes the percentages,"},{"startTime":1740.18,"endTime":1744.05,"body":"because each service might be"},{"startTime":1740.18,"endTime":1744.05,"body":"something different, right? But"},{"startTime":1744.08,"endTime":1748.34,"body":"product, product buying product,"},{"startTime":1744.08,"endTime":1748.34,"body":"right? I always like to start"},{"startTime":1748.34,"endTime":1751.34,"body":"with the initial like, hey, if"},{"startTime":1748.34,"endTime":1751.34,"body":"you bring me a client, whatever"},{"startTime":1751.34,"endTime":1754.34,"body":"the client spends with me, I"},{"startTime":1751.34,"endTime":1754.34,"body":"give you an initial kick back"},{"startTime":1754.34,"endTime":1757.82,"body":"for the first contract sign like"},{"startTime":1754.34,"endTime":1757.82,"body":"the first agreement. And then I"},{"startTime":1757.82,"endTime":1760.1,"body":"kind of work out something else"},{"startTime":1757.82,"endTime":1760.1,"body":"where if that if that client is"},{"startTime":1760.1,"endTime":1763.07,"body":"longer, you know with me longer"},{"startTime":1760.1,"endTime":1763.07,"body":"than like a year then we work"},{"startTime":1763.07,"endTime":1767.09,"body":"out something but I always make"},{"startTime":1763.07,"endTime":1767.09,"body":"sure that people are getting the"},{"startTime":1767.09,"endTime":1769.31,"body":"credit they deserve. Always"},{"startTime":1769.369,"endTime":1771.649,"body":"I've had I've had a couple"},{"startTime":1769.369,"endTime":1771.649,"body":"clients who've been able to"},{"startTime":1772.069,"endTime":1774.679,"body":"essentially, like have a whole"},{"startTime":1772.069,"endTime":1774.679,"body":"business is just sending"},{"startTime":1774.679,"endTime":1775.249,"body":"referrals."},{"startTime":1775.819,"endTime":1779.569,"body":"It's gonna say that Yeah, I have"},{"startTime":1775.819,"endTime":1779.569,"body":"I have one one woman that She's"},{"startTime":1779.569,"endTime":1781.939,"body":"so funny. She's like, I'm gonna"},{"startTime":1779.569,"endTime":1781.939,"body":"retire because this is working"},{"startTime":1781.939,"endTime":1786.079,"body":"out way better. I send you"},{"startTime":1781.939,"endTime":1786.079,"body":"referrals. That's, I'll take"},{"startTime":1786.079,"endTime":1786.859,"body":"them. That's great."},{"startTime":1787.04,"endTime":1790.07,"body":"Yeah. So make sure you're taking"},{"startTime":1787.04,"endTime":1790.07,"body":"care of your people. That's,"},{"startTime":1790.31,"endTime":1792.95,"body":"that's pretty important."},{"startTime":1790.31,"endTime":1792.95,"body":"Especially how in a service"},{"startTime":1792.95,"endTime":1795.8,"body":"based business you end up and"},{"startTime":1792.95,"endTime":1795.8,"body":"when it's when you've got"},{"startTime":1795.8,"endTime":1799.97,"body":"referrals. something to consider"},{"startTime":1795.8,"endTime":1799.97,"body":"is a two tier system for us."},{"startTime":1800.66,"endTime":1803.93,"body":"payments, because a lot of the"},{"startTime":1800.66,"endTime":1803.93,"body":"people are bringing these other"},{"startTime":1803.93,"endTime":1807.08,"body":"people. And they're like, well,"},{"startTime":1803.93,"endTime":1807.08,"body":"I'm bringing all of these people"},{"startTime":1807.08,"endTime":1809.42,"body":"to you. And it's great that I'm"},{"startTime":1807.08,"endTime":1809.42,"body":"getting commission, but they're"},{"startTime":1809.42,"endTime":1812.78,"body":"also going out and becoming your"},{"startTime":1809.42,"endTime":1812.78,"body":"referral partners. And they're"},{"startTime":1812.78,"endTime":1814.94,"body":"seeing that, and they might feel"},{"startTime":1812.78,"endTime":1814.94,"body":"like they're missing out on"},{"startTime":1815.0,"endTime":1819.8,"body":"something a little bit. So we"},{"startTime":1815.0,"endTime":1819.8,"body":"offered a second tier to our"},{"startTime":1819.83,"endTime":1823.64,"body":"affiliate programs, so that"},{"startTime":1819.83,"endTime":1823.64,"body":"anyone who brings us a referral,"},{"startTime":1823.64,"endTime":1826.52,"body":"and then they go out, then"},{"startTime":1823.64,"endTime":1826.52,"body":"they're getting the neck that"},{"startTime":1826.52,"endTime":1830.27,"body":"next level down. So we talked"},{"startTime":1826.52,"endTime":1830.27,"body":"about taking care of clients who"},{"startTime":1830.27,"endTime":1833.99,"body":"are, you know, bringing"},{"startTime":1830.27,"endTime":1833.99,"body":"referrals to you, right? And the"},{"startTime":1833.99,"endTime":1836.99,"body":"next level down, okay, but then"},{"startTime":1833.99,"endTime":1836.99,"body":"you have to make sure you"},{"startTime":1836.99,"endTime":1842.09,"body":"actually deliver your services,"},{"startTime":1836.99,"endTime":1842.09,"body":"because none of this works. You"},{"startTime":1842.09,"endTime":1846.14,"body":"don't get those referrals unless"},{"startTime":1842.09,"endTime":1846.14,"body":"you are actually providing"},{"startTime":1846.17,"endTime":1848.93,"body":"products and services that"},{"startTime":1846.17,"endTime":1848.93,"body":"really take it to the next"},{"startTime":1848.93,"endTime":1849.41,"body":"level."},{"startTime":1850.01,"endTime":1853.16,"body":"Oh, I'm glad you're bringing"},{"startTime":1850.01,"endTime":1853.16,"body":"this up. Because something that"},{"startTime":1853.16,"endTime":1856.52,"body":"you need to keep in mind as the"},{"startTime":1853.16,"endTime":1856.52,"body":"service provider product"},{"startTime":1856.52,"endTime":1860.54,"body":"provider, is that whoever gave"},{"startTime":1856.52,"endTime":1860.54,"body":"you the referral? They're going"},{"startTime":1860.54,"endTime":1862.82,"body":"to go back and talk to that"},{"startTime":1860.54,"endTime":1862.82,"body":"person. Oh, did you hear so and"},{"startTime":1862.82,"endTime":1866.69,"body":"so did this or are they doing"},{"startTime":1862.82,"endTime":1866.69,"body":"this for you, they're going to"},{"startTime":1866.69,"endTime":1870.38,"body":"talk to each other. So make sure"},{"startTime":1866.69,"endTime":1870.38,"body":"you're not talking about the"},{"startTime":1870.38,"endTime":1874.13,"body":"other one. Keep a clear boundary"},{"startTime":1870.38,"endTime":1874.13,"body":"confidentiality thing there."},{"startTime":1874.13,"endTime":1877.79,"body":"That's important. respectful of"},{"startTime":1874.13,"endTime":1877.79,"body":"the other, just be very mindful"},{"startTime":1877.91,"endTime":1882.35,"body":"of that relationship dynamic."},{"startTime":1877.91,"endTime":1882.35,"body":"Because I feel like that can get"},{"startTime":1882.35,"endTime":1885.44,"body":"a little sticky sometimes for"},{"startTime":1882.35,"endTime":1885.44,"body":"some people. So just be very"},{"startTime":1885.44,"endTime":1887.72,"body":"aware of how you handle those"},{"startTime":1885.44,"endTime":1887.72,"body":"relationships."},{"startTime":1887.72,"endTime":1892.49,"body":"Sometimes they are clients of"},{"startTime":1887.72,"endTime":1892.49,"body":"them have, yes. Race. Yeah. And"},{"startTime":1892.49,"endTime":1897.05,"body":"so if you mess up and you're"},{"startTime":1892.49,"endTime":1897.05,"body":"damaging multiple relationships,"},{"startTime":1897.08,"endTime":1899.72,"body":"you have to be on top of it."},{"startTime":1897.08,"endTime":1899.72,"body":"Yeah, it's like, you know, we're"},{"startTime":1899.72,"endTime":1903.23,"body":"not, we're never perfect in"},{"startTime":1899.72,"endTime":1903.23,"body":"business. So it's not that, you"},{"startTime":1903.23,"endTime":1907.64,"body":"know, mistakes will happen. And"},{"startTime":1903.23,"endTime":1907.64,"body":"it's but it's being upfront and"},{"startTime":1907.64,"endTime":1910.22,"body":"honest, like, okay, you know, we"},{"startTime":1907.64,"endTime":1910.22,"body":"dropped the ball here, we'll,"},{"startTime":1910.28,"endTime":1914.09,"body":"we'll fix it. Mm hmm. And we'll"},{"startTime":1910.28,"endTime":1914.09,"body":"make it right. That's a good"},{"startTime":1914.09,"endTime":1917.06,"body":"attitude to have, as you go into"},{"startTime":1914.09,"endTime":1917.06,"body":"it. You know, you don't need to"},{"startTime":1917.06,"endTime":1920.78,"body":"be making excuses when you know,"},{"startTime":1917.06,"endTime":1920.78,"body":"things go wrong. Just say look,"},{"startTime":1920.81,"endTime":1923.93,"body":"yeah, you know, when we right,"},{"startTime":1920.81,"endTime":1923.93,"body":"it's not not a big deal. And if"},{"startTime":1923.93,"endTime":1926.63,"body":"you're not freaking out about"},{"startTime":1923.93,"endTime":1926.63,"body":"it, then your client won't freak"},{"startTime":1926.63,"endTime":1927.08,"body":"out about it."},{"startTime":1929.329,"endTime":1932.569,"body":"Yes, it's kind of like looking"},{"startTime":1929.329,"endTime":1932.569,"body":"at the stewardess on the"},{"startTime":1932.569,"endTime":1934.909,"body":"airplane. Like, are they"},{"startTime":1932.569,"endTime":1934.909,"body":"freaking out right now? Like"},{"startTime":1934.909,"endTime":1937.849,"body":"when you hit turbulence? Right?"},{"startTime":1934.909,"endTime":1937.849,"body":"They're good. Kay, we're good."},{"startTime":1937.849,"endTime":1938.659,"body":"We're good. We're good."},{"startTime":1938.96,"endTime":1941.72,"body":"They're still serving the drinks"},{"startTime":1938.96,"endTime":1941.72,"body":"and everything. You know? What"},{"startTime":1941.72,"endTime":1943.76,"body":"if they're like getting their"},{"startTime":1941.72,"endTime":1943.76,"body":"parachute on then?"},{"startTime":1944.75,"endTime":1949.37,"body":"ice is flying everywhere. Yeah,"},{"startTime":1944.75,"endTime":1949.37,"body":"yeah. Airplanes Remember that?"},{"startTime":1951.14,"endTime":1953.06,"body":"Yeah. Places."},{"startTime":1955.16,"endTime":1957.56,"body":"Oh, my goodness. Apparently some"},{"startTime":1955.16,"endTime":1957.56,"body":"people still are."},{"startTime":1957.77,"endTime":1960.65,"body":"Yeah, well, apparently planes"},{"startTime":1957.77,"endTime":1960.65,"body":"are empty right now. Like, it's"},{"startTime":1960.8,"endTime":1963.53,"body":"honestly, it's probably the best"},{"startTime":1960.8,"endTime":1963.53,"body":"time to travel. Things are"},{"startTime":1963.53,"endTime":1967.55,"body":"cheap. There's no one in the"},{"startTime":1963.53,"endTime":1967.55,"body":"middle seat. You know, I'm not"},{"startTime":1967.55,"endTime":1969.29,"body":"gonna risk that. No, thanks."},{"startTime":1969.829,"endTime":1972.979,"body":"Yeah. All right now, there's"},{"startTime":1969.829,"endTime":1972.979,"body":"just too much yet on anything"},{"startTime":1972.979,"endTime":1973.339,"body":"worth it."},{"startTime":1974.119,"endTime":1978.259,"body":"So how to get clients for free."},{"startTime":1974.119,"endTime":1978.259,"body":"So we've we've, we've talked a"},{"startTime":1978.259,"endTime":1981.619,"body":"lot about like the power of"},{"startTime":1978.259,"endTime":1981.619,"body":"credibility factors, referrals"},{"startTime":1981.619,"endTime":1984.679,"body":"and how to handle them. I want"},{"startTime":1981.619,"endTime":1984.679,"body":"to touch more worry, because we"},{"startTime":1984.679,"endTime":1987.619,"body":"mentioned at the beginning of"},{"startTime":1984.679,"endTime":1987.619,"body":"this episode, we touched on how"},{"startTime":1987.619,"endTime":1993.619,"body":"to do proper ads for people once"},{"startTime":1987.619,"endTime":1993.619,"body":"they've come into your, into"},{"startTime":1993.619,"endTime":1996.979,"body":"your world into your world."},{"startTime":1993.619,"endTime":1996.979,"body":"Exactly. So once once you have"},{"startTime":1996.979,"endTime":2000.609,"body":"that lead that email, one of the"},{"startTime":1996.979,"endTime":2000.609,"body":"most powerful ways that Rory and"},{"startTime":2000.609,"endTime":2003.429,"body":"I do marketing even right now, I"},{"startTime":2000.609,"endTime":2003.429,"body":"mean, perhaps why you're even"},{"startTime":2003.429,"endTime":2006.879,"body":"watching this video is we do ad"},{"startTime":2003.429,"endTime":2006.879,"body":"retargeting via social media."},{"startTime":2006.939,"endTime":2010.299,"body":"I've gotten a couple funny"},{"startTime":2006.939,"endTime":2010.299,"body":"emails and and texts from people"},{"startTime":2010.299,"endTime":2013.179,"body":"saying, Oh, my gosh, I saw you"},{"startTime":2010.299,"endTime":2013.179,"body":"on this video. Are you"},{"startTime":2013.179,"endTime":2017.169,"body":"associated with this? And it? I"},{"startTime":2013.179,"endTime":2017.169,"body":"think it was comedians writing"},{"startTime":2017.169,"endTime":2019.929,"body":"in cars or something like"},{"startTime":2017.169,"endTime":2019.929,"body":"somebody was watching some"},{"startTime":2019.929,"endTime":2023.949,"body":"YouTube video. And they're like,"},{"startTime":2019.929,"endTime":2023.949,"body":"what you're on that show? Like,"},{"startTime":2023.949,"endTime":2028.029,"body":"no, that's just the power of"},{"startTime":2023.949,"endTime":2028.029,"body":"outreach. You guys thought that."},{"startTime":2028.899,"endTime":2031.749,"body":"And so it's a really cost"},{"startTime":2028.899,"endTime":2031.749,"body":"effective way to do marketing."},{"startTime":2031.839,"endTime":2034.629,"body":"We talk about different touch"},{"startTime":2031.839,"endTime":2034.629,"body":"points and the difference"},{"startTime":2034.629,"endTime":2038.679,"body":"between warm traffic and cold"},{"startTime":2034.629,"endTime":2038.679,"body":"traffic and all that. So once"},{"startTime":2038.679,"endTime":2041.259,"body":"you have someone's email"},{"startTime":2038.679,"endTime":2041.259,"body":"address, and they've already"},{"startTime":2041.259,"endTime":2046.839,"body":"made that $1 or however much"},{"startTime":2041.259,"endTime":2046.839,"body":"they spent commitment with you,"},{"startTime":2047.139,"endTime":2050.859,"body":"then you can bring them into"},{"startTime":2047.139,"endTime":2050.859,"body":"your world and present them"},{"startTime":2050.889,"endTime":2055.839,"body":"proper ads. I'm not saying like"},{"startTime":2050.889,"endTime":2055.839,"body":"go bombard them with ads. I'm"},{"startTime":2055.839,"endTime":2058.629,"body":"saying be strategic about how"},{"startTime":2055.839,"endTime":2058.629,"body":"you do it. If you know that they"},{"startTime":2058.629,"endTime":2062.199,"body":"visited your website in the last"},{"startTime":2058.629,"endTime":2062.199,"body":"seven days then you can send"},{"startTime":2062.199,"endTime":2065.289,"body":"them an ad saying hey, saw you"},{"startTime":2062.199,"endTime":2065.289,"body":"stopped by maybe you're"},{"startTime":2065.289,"endTime":2067.509,"body":"interested in this and then"},{"startTime":2065.289,"endTime":2067.509,"body":"they'll go what how did they"},{"startTime":2067.509,"endTime":2070.989,"body":"know? Yeah, ad retargeting is"},{"startTime":2067.509,"endTime":2070.989,"body":"very powerful and cost effective"},{"startTime":2070.989,"endTime":2075.609,"body":"when done correctly. So it's"},{"startTime":2070.989,"endTime":2075.609,"body":"it's something it's something to"},{"startTime":2075.609,"endTime":2079.089,"body":"keep in mind that when you when"},{"startTime":2075.609,"endTime":2079.089,"body":"you are building an email list,"},{"startTime":2079.089,"endTime":2083.349,"body":"if you already have an email"},{"startTime":2079.089,"endTime":2083.349,"body":"list, use it. And the power of"},{"startTime":2083.349,"endTime":2088.569,"body":"pixeling is huge. pixel,"},{"startTime":2083.349,"endTime":2088.569,"body":"everything that you have. How"},{"startTime":2088.569,"endTime":2093.879,"body":"else do we know how to grow our"},{"startTime":2088.569,"endTime":2093.879,"body":"online businesses when we have"},{"startTime":2093.879,"endTime":2097.569,"body":"no data to go off of? You can't"},{"startTime":2093.879,"endTime":2097.569,"body":"it's it's impossible"},{"startTime":2097.6,"endTime":2098.86,"body":"not not in today's world,"},{"startTime":2098.89,"endTime":2103.0,"body":"not today's world. Everything I"},{"startTime":2098.89,"endTime":2103.0,"body":"do with out when working with"},{"startTime":2103.0,"endTime":2106.9,"body":"new businesses, is I asked to"},{"startTime":2103.0,"endTime":2106.9,"body":"see their analytics. Can I see"},{"startTime":2106.93,"endTime":2109.96,"body":"your Google Analytics? Can you"},{"startTime":2106.93,"endTime":2109.96,"body":"show me your Facebook, and they"},{"startTime":2109.96,"endTime":2113.56,"body":"go when a lot of people have no"},{"startTime":2109.96,"endTime":2113.56,"body":"idea what a pixel is, and that's"},{"startTime":2113.56,"endTime":2117.34,"body":"fine. That's where we come in."},{"startTime":2113.56,"endTime":2117.34,"body":"But it's still really important"},{"startTime":2117.34,"endTime":2121.81,"body":"that you don't let years go by"},{"startTime":2117.34,"endTime":2121.81,"body":"without pickling things, because"},{"startTime":2121.81,"endTime":2125.44,"body":"that's so much data that you can"},{"startTime":2121.81,"endTime":2125.44,"body":"be gathering to people who"},{"startTime":2125.47,"endTime":2128.8,"body":"actually want to have"},{"startTime":2125.47,"endTime":2128.8,"body":"conversations with you that are"},{"startTime":2128.8,"endTime":2131.56,"body":"interested in what you have to"},{"startTime":2128.8,"endTime":2131.56,"body":"offer. This isn't data mining,"},{"startTime":2131.56,"endTime":2134.89,"body":"this isn't, this isn't creepy."},{"startTime":2131.56,"endTime":2134.89,"body":"This has nothing to do with the"},{"startTime":2134.89,"endTime":2137.59,"body":"social dilemma. These are people"},{"startTime":2134.89,"endTime":2137.59,"body":"that have actually come to your"},{"startTime":2137.59,"endTime":2140.53,"body":"website that have an interest in"},{"startTime":2137.59,"endTime":2140.53,"body":"what you have to offer. So give"},{"startTime":2140.53,"endTime":2141.31,"body":"them what they want."},{"startTime":2141.46,"endTime":2144.25,"body":"Yeah, and and basically, to"},{"startTime":2141.46,"endTime":2144.25,"body":"understand pixeling, it's just a"},{"startTime":2144.25,"endTime":2148.3,"body":"line of code that you put in the"},{"startTime":2144.25,"endTime":2148.3,"body":"back end of a website that just"},{"startTime":2148.36,"endTime":2151.72,"body":"lets you know what actions"},{"startTime":2148.36,"endTime":2151.72,"body":"people are taking, and which"},{"startTime":2151.72,"endTime":2157.15,"body":"pages they're going to. And so"},{"startTime":2151.72,"endTime":2157.15,"body":"that you can actually more"},{"startTime":2157.15,"endTime":2161.65,"body":"effectively speak to what's"},{"startTime":2157.15,"endTime":2161.65,"body":"going on with them. You know, if"},{"startTime":2161.65,"endTime":2164.53,"body":"they go if they go to your sales"},{"startTime":2161.65,"endTime":2164.53,"body":"page to buy something and they"},{"startTime":2164.53,"endTime":2168.22,"body":"don't buy well, then sometimes"},{"startTime":2164.53,"endTime":2168.22,"body":"you just need to remind them to"},{"startTime":2168.25,"endTime":2171.64,"body":"go back. Yeah, and that's,"},{"startTime":2168.25,"endTime":2171.64,"body":"that's what retargeting ads are."},{"startTime":2172.33,"endTime":2174.85,"body":"And so you just let him know,"},{"startTime":2172.33,"endTime":2174.85,"body":"hey, you know, you can go back"},{"startTime":2174.85,"endTime":2178.18,"body":"and get this. Maybe you maybe"},{"startTime":2174.85,"endTime":2178.18,"body":"forgot, maybe the checkout page"},{"startTime":2178.18,"endTime":2181.0,"body":"broke. Sometimes that happens."},{"startTime":2178.18,"endTime":2181.0,"body":"You know, maybe you need to talk"},{"startTime":2181.0,"endTime":2184.18,"body":"to someone about a question you"},{"startTime":2181.0,"endTime":2184.18,"body":"had, you know, right, we're"},{"startTime":2184.18,"endTime":2187.36,"body":"here. Think about it in this"},{"startTime":2184.18,"endTime":2187.36,"body":"way. Let's say you own a"},{"startTime":2187.36,"endTime":2190.66,"body":"restaurant, and people walk in"},{"startTime":2187.36,"endTime":2190.66,"body":"the door and they look around"},{"startTime":2190.69,"endTime":2194.38,"body":"like pizza, and then walk out."},{"startTime":2190.69,"endTime":2194.38,"body":"When you as the business owner,"},{"startTime":2194.38,"endTime":2197.08,"body":"you're like, Hey, come on in."},{"startTime":2194.38,"endTime":2197.08,"body":"What can we get you I want a"},{"startTime":2197.08,"endTime":2199.93,"body":"slice, want a soda? be thinking"},{"startTime":2197.08,"endTime":2199.93,"body":"in those kinds of terms. It's"},{"startTime":2199.93,"endTime":2202.66,"body":"the same thing. If all of a"},{"startTime":2199.93,"endTime":2202.66,"body":"sudden someone comes to your"},{"startTime":2202.66,"endTime":2206.35,"body":"website, and then they just"},{"startTime":2202.66,"endTime":2206.35,"body":"leave. It's like, wait, wait,"},{"startTime":2206.62,"endTime":2209.86,"body":"wait, wait, wait, I have"},{"startTime":2206.62,"endTime":2209.86,"body":"something free. I have something"},{"startTime":2209.86,"endTime":2211.39,"body":"I can offer you a value."},{"startTime":2211.78,"endTime":2214.99,"body":"Yeah. Can I give you a free"},{"startTime":2211.78,"endTime":2214.99,"body":"sample like all of the Chinese"},{"startTime":2216.37,"endTime":2218.08,"body":"food courts, orange chicken,"},{"startTime":2218.11,"endTime":2224.14,"body":"it sounds so good. Right now."},{"startTime":2218.11,"endTime":2224.14,"body":"We're gonna stop it."},{"startTime":2226.75,"endTime":2230.74,"body":"Anyways, you guys, I hope that"},{"startTime":2226.75,"endTime":2230.74,"body":"you have gotten some some value"},{"startTime":2230.74,"endTime":2235.27,"body":"out of just listening to how we"},{"startTime":2230.74,"endTime":2235.27,"body":"get clients for free. Because it"},{"startTime":2235.3,"endTime":2238.12,"body":"even though it's like a longer"},{"startTime":2235.3,"endTime":2238.12,"body":"strategy, we're getting back to"},{"startTime":2238.12,"endTime":2240.97,"body":"basics and remembering that"},{"startTime":2238.12,"endTime":2240.97,"body":"there's another human being on"},{"startTime":2240.97,"endTime":2244.36,"body":"the other side of that email"},{"startTime":2240.97,"endTime":2244.36,"body":"address or the or the website,"},{"startTime":2244.6,"endTime":2247.78,"body":"and continuing to build really"},{"startTime":2244.6,"endTime":2247.78,"body":"strong relationships with good"},{"startTime":2247.78,"endTime":2251.14,"body":"business boundaries, so that you"},{"startTime":2247.78,"endTime":2251.14,"body":"can continue those referrals"},{"startTime":2251.14,"endTime":2255.61,"body":"coming in. That's big. And hey,"},{"startTime":2251.14,"endTime":2255.61,"body":"if you're a VIP, thank you. But"},{"startTime":2255.61,"endTime":2258.25,"body":"guess what, we are going to"},{"startTime":2255.61,"endTime":2258.25,"body":"extend this episode for another"},{"startTime":2258.25,"endTime":2262.45,"body":"like probably 10 to 15 minutes,"},{"startTime":2258.25,"endTime":2262.45,"body":"so be sure to stick around. But"},{"startTime":2262.45,"endTime":2265.75,"body":"for everyone else, you have an"},{"startTime":2262.45,"endTime":2265.75,"body":"amazing week and we will see you"},{"startTime":2265.78,"endTime":2266.86,"body":"next Wednesday."},{"startTime":2267.28,"endTime":2272.08,"body":"Ah. Hi. Thanks for taking the"},{"startTime":2267.28,"endTime":2272.08,"body":"time to listen to this episode."},{"startTime":2272.38,"endTime":2275.98,"body":"To download the digital episode"},{"startTime":2272.38,"endTime":2275.98,"body":"companions watch, unedited and"},{"startTime":2275.98,"endTime":2279.16,"body":"behind the scenes content from"},{"startTime":2275.98,"endTime":2279.16,"body":"this and all of our other"},{"startTime":2279.16,"endTime":2282.85,"body":"episodes, get access to"},{"startTime":2279.16,"endTime":2282.85,"body":"exclusive trainings from us and"},{"startTime":2282.85,"endTime":2287.86,"body":"our guests. Get direct access to"},{"startTime":2282.85,"endTime":2287.86,"body":"Dominica and myself and to"},{"startTime":2287.86,"endTime":2291.73,"body":"schedule your business boutique"},{"startTime":2287.86,"endTime":2291.73,"body":"with us. Head on over to be"},{"startTime":2291.73,"endTime":2298.87,"body":"PB podcast.com forward slash"},{"startTime":2291.73,"endTime":2298.87,"body":"VIP. All right, we'll see you"},{"startTime":2298.87,"endTime":2299.2,"body":"there."}]}