{"version":"1.0.0","segments":[{"startTime":0.55,"endTime":2.694,"body":"Welcome to Virtual Assistants, the"},{"startTime":2.732,"endTime":4.762,"body":"Agency Growth Machine podcast."},{"startTime":4.906,"endTime":7.062,"body":"Take your digital marketing agency to"},{"startTime":7.076,"endTime":8.766,"body":"the next level as we share"},{"startTime":8.828,"endTime":12.13,"body":"secrets, strategies and clients success stories."},{"startTime":12.31,"endTime":14.89,"body":"Step back from the DayToday of your agency"},{"startTime":15.01,"endTime":18.262,"body":"and activate massive growth using Virtual Assistance."},{"startTime":18.406,"endTime":21.33,"body":"And now your host, Azar Saddiki."},{"startTime":22.55,"endTime":25.002,"body":"Rob, welcome to our show today."},{"startTime":25.076,"endTime":27.26,"body":"It's a pleasure, sir, to have you."},{"startTime":27.65,"endTime":31.4,"body":"We have had a few conversations in the past and"},{"startTime":31.79,"endTime":35.502,"body":"I know you are one of our clients as well."},{"startTime":35.636,"endTime":38.574,"body":"And we are also in the process of using and"},{"startTime":38.612,"endTime":41.85,"body":"setting up one of your products, Pay per Click."},{"startTime":41.9,"endTime":44.24,"body":"Ad Labs will get to that part as well."},{"startTime":44.87,"endTime":47.25,"body":"Some amazing things I've heard in the past,"},{"startTime":47.36,"endTime":49.76,"body":"a lot of digital marketing agency experience."},{"startTime":50.51,"endTime":52.374,"body":"I'd like to get into a little bit"},{"startTime":52.412,"endTime":57.32,"body":"more about who Rob Warner is today."},{"startTime":59.27,"endTime":63.234,"body":"He's coming to us live from UK today from his home."},{"startTime":63.392,"endTime":66.954,"body":"I'm here in Calgary and without any"},{"startTime":66.992,"endTime":69.5,"body":"further Ado, welcome to the show."},{"startTime":70.01,"endTime":73.002,"body":"Rob Warner. Thank you for having me."},{"startTime":73.016,"endTime":76.654,"body":"I appreciate it, sir. You're welcome. Rob. Rob."},{"startTime":76.702,"endTime":80.9,"body":"So without wasting any time, I'd like to find out."},{"startTime":81.29,"endTime":84.454,"body":"By the way, I love the British accent."},{"startTime":84.502,"endTime":88.062,"body":"It's becoming a novelty in the English speaking world."},{"startTime":88.196,"endTime":91.602,"body":"So it looks like that you started out a"},{"startTime":91.616,"endTime":96.38,"body":"company back in 2012 called Invisible Pay Per Click."},{"startTime":97.73,"endTime":100.46,"body":"And it looks like that company did really well."},{"startTime":100.85,"endTime":103.542,"body":"Tell us a little bit about I do want to get to"},{"startTime":103.556,"endTime":107.922,"body":"that, but tell me a little bit about what happened before that."},{"startTime":107.996,"endTime":111.994,"body":"How did you get into the digital marketing arena?"},{"startTime":112.162,"endTime":114.154,"body":"What's the background story on Raw"},{"startTime":114.202,"endTime":117.354,"body":"where Rob is coming from? Happy to."},{"startTime":117.392,"endTime":119.226,"body":"So my background is by training."},{"startTime":119.288,"endTime":122.0,"body":"I'm an accountant, okay."},{"startTime":123.05,"endTime":126.054,"body":"I always went to my own business and I was told"},{"startTime":126.212,"endTime":128.61,"body":"before I went to business when I was at school, if"},{"startTime":128.66,"endTime":132.26,"body":"you want your own business, you need to know your numbers."},{"startTime":132.59,"endTime":133.954,"body":"Go and get an accountant's."},{"startTime":134.002,"endTime":135.786,"body":"Trading, then you'll always have a"},{"startTime":135.788,"endTime":137.12,"body":"good understanding of the numbers."},{"startTime":137.93,"endTime":139.41,"body":"Makes perfect sense."},{"startTime":139.58,"endTime":141.786,"body":"So I went out, got hired by one of the"},{"startTime":141.788,"endTime":145.35,"body":"big four accounting firms, got a job, got qualified."},{"startTime":146.51,"endTime":150.21,"body":"And then a thing happens that once you qualify,"},{"startTime":150.59,"endTime":153.87,"body":"they start paying you really well and you start"},{"startTime":153.92,"endTime":156.198,"body":"getting good jobs that are really nice and come"},{"startTime":156.224,"endTime":158.91,"body":"with cars and bonuses and careers."},{"startTime":159.47,"endTime":164.154,"body":"And so I got to my sort of early thirties and"},{"startTime":164.192,"endTime":166.594,"body":"it was where I was like, hang on a minute."},{"startTime":166.702,"endTime":168.078,"body":"The thing that was supposed to be the"},{"startTime":168.104,"endTime":170.238,"body":"means to the end has become the end."},{"startTime":170.384,"endTime":173.142,"body":"I didn't mean to still be here doing this."},{"startTime":173.336,"endTime":175.362,"body":"I decided, right, I'm going to do what"},{"startTime":175.376,"endTime":176.742,"body":"I actually wanted to do, which was set"},{"startTime":176.756,"endTime":179.3,"body":"up a tech company, always been into tech."},{"startTime":179.99,"endTime":181.338,"body":"All my accounting work, I was"},{"startTime":181.364,"endTime":183.066,"body":"building tech the whole way through."},{"startTime":183.128,"endTime":188.154,"body":"So started a software company and"},{"startTime":188.192,"endTime":189.8,"body":"it started to do okay."},{"startTime":190.19,"endTime":192.33,"body":"We started bringing some corporate clients."},{"startTime":192.89,"endTime":195.274,"body":"And then you remember the banking"},{"startTime":195.322,"endTime":198.342,"body":"crash around 29, 2010, when the"},{"startTime":198.356,"endTime":200.974,"body":"property markets collapsed, the banks collapsed."},{"startTime":201.142,"endTime":202.71,"body":"All our clients went with them."},{"startTime":202.82,"endTime":204.99,"body":"So our tech company had just"},{"startTime":205.04,"endTime":207.898,"body":"found its fee essentially crashed."},{"startTime":208.054,"endTime":210.498,"body":"So we thought, Right, what the hell do we do now?"},{"startTime":210.644,"endTime":212.394,"body":"We pivoted and decided to sell to"},{"startTime":212.432,"endTime":215.85,"body":"government because governments are still spending money."},{"startTime":215.9,"endTime":218.662,"body":"It's like, great, the businesses haven't"},{"startTime":218.686,"endTime":220.098,"body":"got money, but governments have."},{"startTime":220.184,"endTime":221.598,"body":"Let's do a version of our product for"},{"startTime":221.624,"endTime":223.494,"body":"government sites for those guys, we did."},{"startTime":223.652,"endTime":226.198,"body":"And we started sites like local authorities."},{"startTime":226.294,"endTime":230.0,"body":"So local cities, local counties would buy our products."},{"startTime":230.87,"endTime":234.44,"body":"And then we have the election in 2012. It was."},{"startTime":234.77,"endTime":236.898,"body":"And this new phrase came out."},{"startTime":236.924,"endTime":239.97,"body":"It's called Austerity, which basically works"},{"startTime":240.02,"endTime":243.574,"body":"a shorthand for government stopping spending"},{"startTime":243.622,"endTime":245.802,"body":"money on anything in the course."},{"startTime":245.876,"endTime":247.23,"body":"A week's vacation."},{"startTime":247.55,"endTime":250.29,"body":"One month after the election, my entire"},{"startTime":250.4,"endTime":253.77,"body":"order book of government business was canceled."},{"startTime":254.33,"endTime":256.637,"body":"And not only was it canceled, they put"},{"startTime":256.664,"endTime":259.918,"body":"a spending freeze on, which then I couldn't"},{"startTime":259.954,"endTime":262.1,"body":"sign for anybody else in government either."},{"startTime":263.39,"endTime":264.606,"body":"Now, what do I do?"},{"startTime":264.728,"endTime":268.1,"body":"So is this a UK market you're selling into?"},{"startTime":269.03,"endTime":271.65,"body":"And what's the product, Rob?"},{"startTime":272.15,"endTime":273.98,"body":"It was a text messaging product."},{"startTime":275.03,"endTime":276.546,"body":"It was text messaging for"},{"startTime":276.608,"endTime":279.394,"body":"notifications to schools, for colleges."},{"startTime":279.502,"endTime":283.758,"body":"But back then, I would imagine iPhones have come"},{"startTime":283.784,"endTime":286.302,"body":"out for three years only at this point."},{"startTime":286.376,"endTime":291.154,"body":"And some of these things massive."},{"startTime":291.202,"endTime":293.154,"body":"When we first built it, we built a piece of that."},{"startTime":293.192,"endTime":294.198,"body":"We built an app."},{"startTime":294.344,"endTime":297.306,"body":"It was for the Nokia 75."},{"startTime":297.368,"endTime":301.7,"body":"I think it was the Nokia operating system."},{"startTime":302.15,"endTime":304.614,"body":"It's called Symbion was the operating system"},{"startTime":304.652,"endTime":306.486,"body":"to develop that ruled the market."},{"startTime":306.608,"endTime":310.042,"body":"So we built our apps for Nokia Symbion phones."},{"startTime":310.186,"endTime":312.26,"body":"They were the smartphones of the day."},{"startTime":313.37,"endTime":315.258,"body":"But then, having realized now I've got"},{"startTime":315.284,"endTime":317.154,"body":"no customers, I've got no money."},{"startTime":317.312,"endTime":319.206,"body":"And when I say no money, I mean"},{"startTime":319.328,"endTime":322.17,"body":"I was six weeks from losing my house."},{"startTime":322.22,"endTime":324.678,"body":"No money, that's how no money it was."},{"startTime":324.824,"endTime":326.418,"body":"I was thousands of thousands of"},{"startTime":326.444,"endTime":328.82,"body":"personal debt funding this company."},{"startTime":329.99,"endTime":331.386,"body":"The last roll of the dice, we"},{"startTime":331.388,"endTime":333.106,"body":"decided to run some Google Ads."},{"startTime":333.298,"endTime":335.84,"body":"Much to my surprise, we got a few customers."},{"startTime":337.85,"endTime":341.538,"body":"And then through a chance meeting, somebody said,"},{"startTime":341.564,"endTime":343.278,"body":"I've seen your Google ads that you're doing."},{"startTime":343.424,"endTime":345.02,"body":"Can you do those for other people?"},{"startTime":345.53,"endTime":348.142,"body":"And I'm like, oh, I am in thousands and thousands"},{"startTime":348.166,"endTime":350.218,"body":"and thousands of debt and can barely pay my bills."},{"startTime":350.314,"endTime":351.714,"body":"If you will pay me to run your"},{"startTime":351.752,"endTime":354.022,"body":"Google Ads, I will run your Google Ads."},{"startTime":354.046,"endTime":355.82,"body":"And I'll do my best."},{"startTime":356.27,"endTime":359.42,"body":"And one client became two, became three, became four."},{"startTime":360.05,"endTime":363.594,"body":"Purely by accident and around about someone."},{"startTime":363.632,"endTime":365.658,"body":"Within the fourth of the fifth client, I"},{"startTime":365.684,"endTime":367.818,"body":"got approached by an agency, a UK web"},{"startTime":367.844,"endTime":369.942,"body":"agency, doing about a million at the time."},{"startTime":370.136,"endTime":371.778,"body":"Look, we've got a ton of clients for"},{"startTime":371.804,"endTime":374.662,"body":"SEO, a ton of clients to website builds."},{"startTime":374.746,"endTime":376.522,"body":"We know nothing about PPC."},{"startTime":376.606,"endTime":377.742,"body":"We don't want to."},{"startTime":377.876,"endTime":381.222,"body":"How about we'll do all the selling and you"},{"startTime":381.236,"endTime":383.48,"body":"do all the fulfillment and we'll split the money?"},{"startTime":384.77,"endTime":386.61,"body":"I'm an introverted accountant."},{"startTime":387.05,"endTime":388.114,"body":"I don't like selling."},{"startTime":388.162,"endTime":389.19,"body":"Selling is not my thing."},{"startTime":389.3,"endTime":391.098,"body":"I'm like, hang on, you do selling, I"},{"startTime":391.124,"endTime":393.87,"body":"do technical nerdy stuff, and we split it."},{"startTime":394.04,"endTime":396.08,"body":"It's like a dream deal."},{"startTime":396.53,"endTime":398.36,"body":"So we did it and it worked."},{"startTime":399.83,"endTime":401.55,"body":"At this point, where were you"},{"startTime":401.6,"endTime":403.71,"body":"at with your agency journey?"},{"startTime":404.39,"endTime":406.746,"body":"My client number five. Okay."},{"startTime":406.868,"endTime":411.054,"body":"My agency journey was this guy working in the middle"},{"startTime":411.092,"endTime":413.166,"body":"of the night while trying to keep his software company"},{"startTime":413.228,"endTime":416.722,"body":"alive, doing Google ads for a handful of clients."},{"startTime":416.866,"endTime":418.662,"body":"And that was just meant to be like a"},{"startTime":418.676,"endTime":420.558,"body":"side thing, side hustle for you so that you"},{"startTime":420.584,"endTime":424.362,"body":"can keep the lights on, literally to keep the"},{"startTime":424.376,"endTime":427.28,"body":"lights on and keep the roof over ahead. Yeah."},{"startTime":427.97,"endTime":429.958,"body":"And I recognize that I was terrible"},{"startTime":429.994,"endTime":431.118,"body":"at telling I didn't like it."},{"startTime":431.144,"endTime":435.538,"body":"So I started buying marketing products, joining"},{"startTime":435.574,"endTime":440.178,"body":"marketing Facebook groups, and trying to be"},{"startTime":440.204,"endTime":441.942,"body":"helpful about Google in it."},{"startTime":442.076,"endTime":443.55,"body":"What a weird thing happened."},{"startTime":443.72,"endTime":445.842,"body":"Whenever I make a helpful comment in a"},{"startTime":445.856,"endTime":448.362,"body":"Facebook group about Google Ads, a bunch of"},{"startTime":448.376,"endTime":450.166,"body":"people would go, hey, I've got an agency."},{"startTime":450.238,"endTime":451.64,"body":"Can you do this for me?"},{"startTime":456.33,"endTime":456.73,"body":"No."},{"startTime":456.78,"endTime":458.03,"body":"Selling, selling."},{"startTime":458.21,"endTime":459.266,"body":"I'd just be helpful."},{"startTime":459.338,"endTime":460.618,"body":"People would come and ask me to do"},{"startTime":460.644,"endTime":464.35,"body":"work for them, and they're predominantly in America."},{"startTime":465.09,"endTime":469.978,"body":"And by pure accident, I ended up with what"},{"startTime":470.004,"endTime":473.758,"body":"essentially was a white label agency working mainly for"},{"startTime":473.784,"endTime":476.186,"body":"US based clients out of the UK."},{"startTime":476.378,"endTime":481.162,"body":"And it was honestly that's stupid how it got started."},{"startTime":481.356,"endTime":482.35,"body":"That's amazing."},{"startTime":482.52,"endTime":483.67,"body":"It was an accident."},{"startTime":484.35,"endTime":485.818,"body":"That's such an amazing story."},{"startTime":485.904,"endTime":489.974,"body":"And a lot of times our heroes journey"},{"startTime":490.022,"endTime":492.398,"body":"is very different than what Rob just described."},{"startTime":492.434,"endTime":497.734,"body":"But Rob was going through a crunch, and you just"},{"startTime":497.772,"endTime":502.678,"body":"mentioned literally six weeks away from losing the home."},{"startTime":502.824,"endTime":505.846,"body":"And we've all been there and we've all seen those."},{"startTime":505.968,"endTime":509.482,"body":"I literally had days where on a particular day of"},{"startTime":509.496,"endTime":511.57,"body":"the month, the first of the month, I had to"},{"startTime":511.68,"endTime":514.442,"body":"go in and charge some of my clients credit cards."},{"startTime":514.525,"endTime":516.333,"body":"And if only one of those credit"},{"startTime":516.371,"endTime":518.278,"body":"cards didn't go through that day, for"},{"startTime":518.364,"endTime":520.98,"body":"whatever reason, sometimes it happens, right?"},{"startTime":522.03,"endTime":523.99,"body":"I wouldn't have been able to pay the rent."},{"startTime":525.81,"endTime":528.302,"body":"That's a stressful situation to be in, Rob."},{"startTime":528.386,"endTime":531.998,"body":"And that makes us unique as entrepreneurs."},{"startTime":532.034,"endTime":536.378,"body":"And with Rob's story, it's so evident that Rob"},{"startTime":536.414,"endTime":538.258,"body":"figured out a way of making it happen."},{"startTime":538.344,"endTime":539.506,"body":"Keep the lights on."},{"startTime":539.628,"endTime":543.818,"body":"And then stumbled across something which turned"},{"startTime":543.854,"endTime":547.078,"body":"into something amazing and something really fast"},{"startTime":547.224,"endTime":548.974,"body":"because there was a demand for that."},{"startTime":549.012,"endTime":550.87,"body":"And you kind of stumbled into"},{"startTime":550.92,"endTime":553.118,"body":"becoming a white label agency, Rob."},{"startTime":553.154,"endTime":560.8,"body":"So this is around 2012 and you call the company nice."},{"startTime":561.85,"endTime":562.96,"body":"Here's the thing."},{"startTime":564.25,"endTime":565.862,"body":"I was really good with data, which"},{"startTime":565.876,"endTime":567.098,"body":"is what I was good at."},{"startTime":567.124,"endTime":570.51,"body":"Google Ad data structure, organization, measurement."},{"startTime":570.57,"endTime":571.862,"body":"I could do that all day long."},{"startTime":571.936,"endTime":574.262,"body":"So it was a natural fit for me, which is why"},{"startTime":574.276,"endTime":576.974,"body":"I didn't do SEO, because it was kind of like you"},{"startTime":577.012,"endTime":578.862,"body":"build some stuff and you hope you get some links."},{"startTime":578.886,"endTime":580.002,"body":"And it was all a bit woo woo."},{"startTime":580.026,"endTime":581.74,"body":"It didn't feel real. Yeah."},{"startTime":584.03,"endTime":587.202,"body":"For the first, I think about four, five years of"},{"startTime":587.216,"endTime":591.474,"body":"that business, we didn't even have a website, our website."},{"startTime":591.572,"endTime":593.574,"body":"You went to it during that time."},{"startTime":593.732,"endTime":595.002,"body":"And here's the reason why."},{"startTime":595.076,"endTime":597.234,"body":"A, I couldn't afford to pay somebody to do it."},{"startTime":597.332,"endTime":600.286,"body":"B, I couldn't do it myself, but I managed"},{"startTime":600.298,"endTime":602.6,"body":"to get a pager for the WordPress website."},{"startTime":603.83,"endTime":605.382,"body":"And in the middle of the pet screen,"},{"startTime":605.456,"endTime":607.88,"body":"all I said was nothing to see here."},{"startTime":608.27,"endTime":609.498,"body":"And there was a click to a"},{"startTime":609.524,"endTime":611.082,"body":"form button for somebody forgetting to it."},{"startTime":611.096,"endTime":612.2,"body":"And that's all I had."},{"startTime":613.43,"endTime":614.18,"body":"Amazing."},{"startTime":614.51,"endTime":616.594,"body":"People would say, how are you credible?"},{"startTime":616.642,"endTime":617.84,"body":"You haven't even got a website."},{"startTime":618.53,"endTime":619.642,"body":"We're white label."},{"startTime":619.666,"endTime":621.15,"body":"We're supposed to be invisible."},{"startTime":623.55,"endTime":625.726,"body":"Credibility is your work, isn't it?"},{"startTime":625.848,"endTime":628.882,"body":"Like the Word getting around so much so that you"},{"startTime":628.896,"endTime":631.68,"body":"don't even need a website for the first five years."},{"startTime":632.31,"endTime":635.306,"body":"If somebody got to the point in these Facebook groups"},{"startTime":635.438,"endTime":639.898,"body":"where somebody would ask a Google Ads question and then"},{"startTime":639.924,"endTime":642.178,"body":"immediately a bunch of people will be in there going"},{"startTime":642.264,"endTime":645.742,"body":"tagging rubble, and I wake up to a bunch of"},{"startTime":645.756,"endTime":648.43,"body":"messages of people asking me to become my 7th client."},{"startTime":649.35,"endTime":654.194,"body":"Great, nice to post anything helpful."},{"startTime":654.242,"endTime":657.646,"body":"People are selling and people listening to us."},{"startTime":657.768,"endTime":661.042,"body":"I think I would really want"},{"startTime":661.056,"endTime":663.18,"body":"to relate this because it happens."},{"startTime":664.05,"endTime":666.502,"body":"I've been running my agency for the"},{"startTime":666.516,"endTime":669.374,"body":"last 14 years, Rob, in Calgary, Canada."},{"startTime":669.422,"endTime":672.722,"body":"And a lot of those years have been very, very tough."},{"startTime":672.866,"endTime":678.41,"body":"And sometimes what happens is that you're just around"},{"startTime":678.46,"endTime":681.374,"body":"the corner to something that's massively going to be"},{"startTime":681.412,"endTime":684.918,"body":"big and that's going to defy all odds."},{"startTime":685.014,"endTime":688.418,"body":"And during my agency days, if somebody told me that I"},{"startTime":688.444,"endTime":691.478,"body":"would have to have a waiting list of a client, a"},{"startTime":691.504,"endTime":695.45,"body":"waiting client list where we have literally a waiting list where"},{"startTime":695.5,"endTime":698.942,"body":"people can have to wait to get a particular type of"},{"startTime":698.956,"endTime":700.67,"body":"person from rep stack at this point."},{"startTime":700.78,"endTime":702.674,"body":"And I would have just laughed at their"},{"startTime":702.712,"endTime":704.858,"body":"face because I just wasn't used to it,"},{"startTime":704.884,"endTime":708.338,"body":"because I was barely keeping the lights on. Right."},{"startTime":708.484,"endTime":712.814,"body":"And learning from you, very similar thing"},{"startTime":712.852,"endTime":714.794,"body":"that you went through, where you're going"},{"startTime":714.832,"endTime":716.79,"body":"through your journey as an accountant."},{"startTime":716.91,"endTime":721.214,"body":"And then you come into becoming, working with"},{"startTime":721.252,"endTime":724.466,"body":"this software company, making sure that it's working"},{"startTime":724.528,"endTime":727.238,"body":"and you still got all bets on that."},{"startTime":727.324,"endTime":729.194,"body":"And then all of a sudden you try doing"},{"startTime":729.232,"endTime":734.294,"body":"something that comes naturally to you, but it comes"},{"startTime":734.332,"endTime":736.802,"body":"so naturally that you let your work speak for"},{"startTime":736.816,"endTime":739.286,"body":"itself and you turn into invisible pay per click."},{"startTime":739.408,"endTime":742.694,"body":"I'm excited to find more about invisible pay per click."},{"startTime":742.732,"endTime":744.266,"body":"Now, Rob, like what happened?"},{"startTime":744.328,"endTime":746.69,"body":"Walk us through that journey and how you scale that."},{"startTime":746.8,"endTime":748.19,"body":"Yeah, that journey got interesting."},{"startTime":748.3,"endTime":752.834,"body":"So I very quickly found that I was having to hire, first"},{"startTime":752.872,"endTime":755.586,"body":"of all, just somebody to help me do the Google Ads."},{"startTime":755.658,"endTime":759.05,"body":"I hired a contractor, then I hired a part time"},{"startTime":759.1,"endTime":762.146,"body":"project manager and I then turned them full time."},{"startTime":762.268,"endTime":764.078,"body":"And when I say hire, bear in mind,"},{"startTime":764.104,"endTime":767.198,"body":"this is 20 12, 20 13 time."},{"startTime":767.344,"endTime":768.82,"body":"Zoom is not a thing."},{"startTime":769.63,"endTime":771.1,"body":"Mac is not a thing."},{"startTime":771.67,"endTime":774.002,"body":"My business was built on Skype and email."},{"startTime":774.076,"endTime":775.238,"body":"At the time, that was my"},{"startTime":775.264,"endTime":777.1,"body":"only two options, Skype and email."},{"startTime":777.55,"endTime":779.958,"body":"And I was hiring people in the US mainly"},{"startTime":779.994,"endTime":782.646,"body":"to cover the fact that I've now got clients"},{"startTime":782.718,"endTime":787.202,"body":"in New Zealand, Australia, USA, UK, all over."},{"startTime":787.336,"endTime":790.85,"body":"And I was killing myself doing customer phone calls, going,"},{"startTime":790.96,"endTime":792.81,"body":"I've got to talk to somebody in the Pacific."},{"startTime":792.87,"endTime":795.16,"body":"They want a call at midnight my time."},{"speaker":"And then New Zealand won't be at 05","startTime":795.49,"endTime":797.082,"body":"00 A.m."},{"speaker":"And then New Zealand won't be at 05","startTime":797.102,"endTime":798.52,"body":"The following morning."},{"speaker":"And then New Zealand won't be at 05","startTime":798.91,"endTime":800.354,"body":"I really need somebody."},{"speaker":"And then New Zealand won't be at 05","startTime":800.452,"endTime":802.658,"body":"And I had primarily to cover the West Coast of the"},{"speaker":"And then New Zealand won't be at 05","startTime":802.684,"endTime":805.9,"body":"US on it just so I could go to bed. Wow."},{"speaker":"And then New Zealand won't be at 05","startTime":806.83,"endTime":808.518,"body":"And then it grew and it grew."},{"speaker":"And then New Zealand won't be at 05","startTime":808.614,"endTime":811.674,"body":"And when I say I hired people, here's my sales pitch."},{"speaker":"And then New Zealand won't be at 05","startTime":811.782,"endTime":813.662,"body":"I would like you to come and work for me."},{"speaker":"And then New Zealand won't be at 05","startTime":813.796,"endTime":815.32,"body":"I can give you no benefits."},{"speaker":"And then New Zealand won't be at 05","startTime":815.71,"endTime":817.85,"body":"I can't put you on a company payroll."},{"speaker":"And then New Zealand won't be at 05","startTime":818.53,"endTime":820.022,"body":"I don't even have a company in the"},{"speaker":"And then New Zealand won't be at 05","startTime":820.036,"endTime":822.338,"body":"US or a bank account each month."},{"speaker":"And then New Zealand won't be at 05","startTime":822.364,"endTime":824.142,"body":"I'm going to send you a payment by PayPal."},{"speaker":"And then New Zealand won't be at 05","startTime":824.226,"endTime":825.88,"body":"Does that sound like a great deal?"},{"speaker":"And then New Zealand won't be at 05","startTime":831.17,"endTime":833.0,"body":"Where were you finding these people?"},{"speaker":"And then New Zealand won't be at 05","startTime":833.45,"endTime":834.57,"body":"Job boards."},{"speaker":"And then New Zealand won't be at 05","startTime":835.31,"endTime":837.582,"body":"So my first thing was I found the first person from a"},{"speaker":"And then New Zealand won't be at 05","startTime":837.596,"endTime":841.94,"body":"job board and I use them to say, who do you know?"},{"speaker":"And then New Zealand won't be at 05","startTime":842.33,"endTime":845.526,"body":"And so I hired one person, then hired a"},{"speaker":"And then New Zealand won't be at 05","startTime":845.528,"endTime":847.566,"body":"friend of them and then a friend of them."},{"speaker":"And then New Zealand won't be at 05","startTime":847.748,"endTime":850.65,"body":"Because they're all digital marketing backgrounds,"},{"speaker":"And then New Zealand won't be at 05","startTime":853.35,"endTime":855.41,"body":"these people are all remote Rob."},{"speaker":"And then New Zealand won't be at 05","startTime":855.47,"endTime":860.33,"body":"Or were they looking excellent."},{"speaker":"And then New Zealand won't be at 05","startTime":862.09,"endTime":865.06,"body":"I went over to the US to an event to meet my customers."},{"speaker":"And then New Zealand won't be at 05","startTime":865.63,"endTime":868.6,"body":"I just about could afford the airfare by there."},{"speaker":"And then New Zealand won't be at 05","startTime":869.77,"endTime":872.354,"body":"And at that event, I got called out by"},{"speaker":"And then New Zealand won't be at 05","startTime":872.392,"endTime":875.738,"body":"name on the very first morning as an example"},{"speaker":"And then New Zealand won't be at 05","startTime":875.824,"endTime":878.366,"body":"of a specialist agency that was doing well."},{"speaker":"And then New Zealand won't be at 05","startTime":878.548,"endTime":883.0,"body":"I spent three days just swamped with new business."},{"speaker":"And then New Zealand won't be at 05","startTime":884.11,"endTime":887.222,"body":"To put it into context, when we grew invisible to its"},{"speaker":"And then New Zealand won't be at 05","startTime":887.236,"endTime":890.74,"body":"peak, we would onboard up to 70 customers in a month."},{"speaker":"And then New Zealand won't be at 05","startTime":891.19,"endTime":891.94,"body":"Nice."},{"speaker":"And then New Zealand won't be at 05","startTime":892.33,"endTime":894.378,"body":"Most digital agencies don't onboard"},{"speaker":"And then New Zealand won't be at 05","startTime":894.414,"endTime":896.25,"body":"70 in their lifetime."},{"speaker":"And then New Zealand won't be at 05","startTime":896.43,"endTime":900.014,"body":"And we were doing that in above, across"},{"speaker":"And then New Zealand won't be at 05","startTime":900.172,"endTime":902.694,"body":"all Google ads, but across multiple niches."},{"speaker":"And then New Zealand won't be at 05","startTime":902.862,"endTime":905.2,"body":"So we have to scale pretty quickly."},{"speaker":"And then New Zealand won't be at 05","startTime":906.55,"endTime":909.078,"body":"So this was a conference that you attended,"},{"speaker":"And then New Zealand won't be at 05","startTime":909.114,"endTime":912.254,"body":"and this gave you this snowball effect."},{"speaker":"And then New Zealand won't be at 05","startTime":912.412,"endTime":913.72,"body":"Huge leg up."},{"speaker":"And then New Zealand won't be at 05","startTime":914.29,"endTime":915.83,"body":"It was the best thing ever."},{"speaker":"And then New Zealand won't be at 05","startTime":916.0,"endTime":918.234,"body":"Were you speaking at this conference, Rob?"},{"speaker":"And then New Zealand won't be at 05","startTime":918.402,"endTime":920.238,"body":"No, I was purely an attendee."},{"speaker":"And then New Zealand won't be at 05","startTime":920.394,"endTime":922.662,"body":"I knew the event organizer by length."},{"speaker":"And then New Zealand won't be at 05","startTime":922.686,"endTime":923.978,"body":"I've helped him out with some stuff"},{"speaker":"And then New Zealand won't be at 05","startTime":924.064,"endTime":925.79,"body":"in one of his Facebook groups."},{"speaker":"And then New Zealand won't be at 05","startTime":926.65,"endTime":928.242,"body":"I didn't know he was the organizer."},{"speaker":"And then New Zealand won't be at 05","startTime":928.266,"endTime":929.522,"body":"I didn't even know the group had it."},{"speaker":"And then New Zealand won't be at 05","startTime":929.536,"endTime":931.062,"body":"I just helped him and it turned"},{"speaker":"And then New Zealand won't be at 05","startTime":931.086,"endTime":932.678,"body":"out he was both of those things."},{"speaker":"And then New Zealand won't be at 05","startTime":932.824,"endTime":934.634,"body":"So when he gave me a shout out on day"},{"speaker":"And then New Zealand won't be at 05","startTime":934.672,"endTime":938.62,"body":"one, the rest kind of took off from there. Oh, wow."},{"speaker":"And then New Zealand won't be at 05","startTime":939.91,"endTime":941.198,"body":"We grew from there."},{"speaker":"And then New Zealand won't be at 05","startTime":941.224,"endTime":944.738,"body":"We started building software, we grew services, we"},{"speaker":"And then New Zealand won't be at 05","startTime":944.764,"endTime":949.854,"body":"grew training elements in our business and eventually"},{"speaker":"And then New Zealand won't be at 05","startTime":949.962,"endTime":951.89,"body":"ended up and if you know, in Google,"},{"speaker":"And then New Zealand won't be at 05","startTime":952.0,"endTime":954.114,"body":"they have partner levels with their agency."},{"speaker":"And then New Zealand won't be at 05","startTime":954.162,"endTime":956.138,"body":"They have what's called a Google partner, your little"},{"speaker":"And then New Zealand won't be at 05","startTime":956.164,"endTime":959.102,"body":"blue badge that says you got some exams and"},{"speaker":"And then New Zealand won't be at 05","startTime":959.116,"endTime":960.866,"body":"you've got some spent going through your account."},{"speaker":"And then New Zealand won't be at 05","startTime":960.988,"endTime":963.774,"body":"Then about 5% worldwide get this Premier"},{"speaker":"And then New Zealand won't be at 05","startTime":963.822,"endTime":966.114,"body":"partner badge, which is the best badge."},{"speaker":"And then New Zealand won't be at 05","startTime":966.162,"endTime":967.622,"body":"I said, you're in the top 5%, which"},{"speaker":"And then New Zealand won't be at 05","startTime":967.636,"endTime":969.64,"body":"is great, or 3%, whatever the numbers."},{"speaker":"And then New Zealand won't be at 05","startTime":970.63,"endTime":972.902,"body":"We got invited someone called their channel sales"},{"speaker":"And then New Zealand won't be at 05","startTime":972.976,"endTime":976.038,"body":"team, which is like the top small percentage"},{"speaker":"And then New Zealand won't be at 05","startTime":976.074,"endTime":978.542,"body":"of their Premier partners, which means we got"},{"speaker":"And then New Zealand won't be at 05","startTime":978.556,"endTime":980.366,"body":"to deal directly with Google head office."},{"speaker":"And then New Zealand won't be at 05","startTime":980.428,"endTime":983.366,"body":"We got to speak to the people running Google"},{"speaker":"And then New Zealand won't be at 05","startTime":983.428,"endTime":989.766,"body":"Ads worldwide, all from this tiny little remote business."},{"speaker":"And then New Zealand won't be at 05","startTime":989.948,"endTime":992.886,"body":"That was a little bit we were making"},{"speaker":"And then New Zealand won't be at 05","startTime":992.948,"endTime":995.574,"body":"it up, but yet there we were."},{"speaker":"And then New Zealand won't be at 05","startTime":995.612,"endTime":999.594,"body":"I sat in Mountain View, California, with director level people"},{"speaker":"And then New Zealand won't be at 05","startTime":999.632,"endTime":1002.74,"body":"in Google going, yeah, let's do some work here."},{"speaker":"And then New Zealand won't be at 05","startTime":1004.51,"endTime":1005.8,"body":"How can we help?"},{"speaker":"And then New Zealand won't be at 05","startTime":1009.19,"endTime":1010.24,"body":"That's amazing."},{"speaker":"And then New Zealand won't be at 05","startTime":1011.95,"endTime":1015.446,"body":"We'll stick to invisible pay per click"},{"speaker":"And then New Zealand won't be at 05","startTime":1015.508,"endTime":1017.14,"body":"just for a little bit more because"},{"speaker":"And then New Zealand won't be at 05","startTime":1018.43,"endTime":1021.098,"body":"it's a nice, amazing journey, actually."},{"speaker":"And then New Zealand won't be at 05","startTime":1021.244,"endTime":1023.114,"body":"So one of the things that you guys"},{"speaker":"And then New Zealand won't be at 05","startTime":1023.152,"endTime":1024.834,"body":"probably don't need is a marketing budget."},{"speaker":"And then New Zealand won't be at 05","startTime":1024.882,"endTime":1027.05,"body":"Am I correct, or did you guys"},{"speaker":"And then New Zealand won't be at 05","startTime":1027.099,"endTime":1029.75,"body":"start spending any money on marketing? Eventually, no."},{"speaker":"And then New Zealand won't be at 05","startTime":1029.8,"endTime":1034.314,"body":"Well, here's what we did, which was I didn't"},{"speaker":"And then New Zealand won't be at 05","startTime":1034.362,"endTime":1036.64,"body":"realize at the time how smart it was."},{"speaker":"And then New Zealand won't be at 05","startTime":1038.17,"endTime":1039.678,"body":"Often a lot of things look smart"},{"speaker":"And then New Zealand won't be at 05","startTime":1039.714,"endTime":1043.922,"body":"in hindsight, very much that way."},{"speaker":"And then New Zealand won't be at 05","startTime":1044.116,"endTime":1048.122,"body":"So we're approached by who is now a"},{"speaker":"And then New Zealand won't be at 05","startTime":1048.136,"endTime":1050.222,"body":"friend, to build a training course and a"},{"speaker":"And then New Zealand won't be at 05","startTime":1050.236,"endTime":1053.426,"body":"software for Google Ads, which we did."},{"speaker":"And then New Zealand won't be at 05","startTime":1053.548,"endTime":1055.91,"body":"And they helped us promote and sell it."},{"speaker":"And then New Zealand won't be at 05","startTime":1056.08,"endTime":1058.826,"body":"So what we would do is we would run a"},{"speaker":"And then New Zealand won't be at 05","startTime":1058.828,"endTime":1064.118,"body":"webinar with a partner to their audience, teaching our way"},{"speaker":"And then New Zealand won't be at 05","startTime":1064.144,"endTime":1067.07,"body":"of selling Google Ads with our training and with our"},{"speaker":"And then New Zealand won't be at 05","startTime":1067.12,"endTime":1069.614,"body":"tool, and they would buy the product."},{"speaker":"And then New Zealand won't be at 05","startTime":1069.712,"endTime":1072.998,"body":"We pay an affiliate Commission out, and"},{"speaker":"And then New Zealand won't be at 05","startTime":1073.024,"endTime":1074.63,"body":"then they would become a customer."},{"speaker":"And then New Zealand won't be at 05","startTime":1074.74,"endTime":1076.566,"body":"And when they got the client,"},{"speaker":"And then New Zealand won't be at 05","startTime":1076.698,"endTime":1078.59,"body":"they then use us for fulfillment."},{"speaker":"And then New Zealand won't be at 05","startTime":1079.39,"endTime":1083.498,"body":"So marketing for us was a revenue line, not"},{"speaker":"And then New Zealand won't be at 05","startTime":1083.524,"endTime":1088.034,"body":"an expense, because we were effectively charging people to"},{"speaker":"And then New Zealand won't be at 05","startTime":1088.072,"endTime":1093.89,"body":"train them how to become good customers, which millions."},{"speaker":"And then New Zealand won't be at 05","startTime":1094.63,"endTime":1097.062,"body":"That's a beautiful way of doing it, because you're"},{"speaker":"And then New Zealand won't be at 05","startTime":1097.086,"endTime":1099.914,"body":"going to be doing that anyways, running your own"},{"speaker":"And then New Zealand won't be at 05","startTime":1099.952,"endTime":1102.458,"body":"webinars and your podcasts and stuff like that."},{"speaker":"And then New Zealand won't be at 05","startTime":1102.544,"endTime":1105.254,"body":"You partner with the right strategic people, with their"},{"speaker":"And then New Zealand won't be at 05","startTime":1105.292,"endTime":1108.854,"body":"audiences, help them build out these amazing courses and"},{"speaker":"And then New Zealand won't be at 05","startTime":1108.892,"endTime":1111.88,"body":"trainings that they can give out to their people."},{"speaker":"And then New Zealand won't be at 05","startTime":1113.11,"endTime":1115.718,"body":"And you offer that service, I'm assuming, for"},{"speaker":"And then New Zealand won't be at 05","startTime":1115.744,"endTime":1118.886,"body":"free, to these coaches and other people."},{"speaker":"And then New Zealand won't be at 05","startTime":1119.068,"endTime":1121.706,"body":"We were charging for the training. Oh, wow."},{"speaker":"And then New Zealand won't be at 05","startTime":1121.828,"endTime":1123.962,"body":"Nobody was buying our training, was paying"},{"speaker":"And then New Zealand won't be at 05","startTime":1124.036,"endTime":1126.77,"body":"us anything from six of those upwards."},{"speaker":"And then New Zealand won't be at 05","startTime":1127.15,"endTime":1129.03,"body":"What a value bomb here, folks."},{"speaker":"And then New Zealand won't be at 05","startTime":1129.09,"endTime":1132.378,"body":"Like, instead of spending money on marketing, Rob"},{"speaker":"And then New Zealand won't be at 05","startTime":1132.414,"endTime":1134.98,"body":"is actually making it's a revenue stream. Right?"},{"speaker":"And then New Zealand won't be at 05","startTime":1135.31,"endTime":1137.642,"body":"Marketing for us was a revenue line."},{"speaker":"And then New Zealand won't be at 05","startTime":1137.836,"endTime":1141.206,"body":"Mine blown right there, Rob, good job. Yeah."},{"speaker":"And then New Zealand won't be at 05","startTime":1141.268,"endTime":1142.478,"body":"And it meant for us."},{"speaker":"And then New Zealand won't be at 05","startTime":1142.564,"endTime":1143.762,"body":"We could often."},{"speaker":"And then New Zealand won't be at 05","startTime":1143.956,"endTime":1145.78,"body":"And here was the thing that we found."},{"speaker":"And then New Zealand won't be at 05","startTime":1146.89,"endTime":1148.838,"body":"I'm about to say something and I mean, it not"},{"speaker":"And then New Zealand won't be at 05","startTime":1148.864,"endTime":1151.24,"body":"to be offensive, although it may sound that way."},{"speaker":"And then New Zealand won't be at 05","startTime":1151.69,"endTime":1155.238,"body":"One of the things we found was that many marketing"},{"speaker":"And then New Zealand won't be at 05","startTime":1155.274,"endTime":1158.5,"body":"agencies don't know how to do marketing for themselves."},{"speaker":"And then New Zealand won't be at 05","startTime":1159.91,"endTime":1161.858,"body":"They're great with doing client stuff, whether"},{"speaker":"And then New Zealand won't be at 05","startTime":1161.884,"endTime":1163.602,"body":"it's a Facebook ad campaign or SEO."},{"speaker":"And then New Zealand won't be at 05","startTime":1163.686,"endTime":1168.426,"body":"But when it comes to their own marketing, referral"},{"speaker":"And then New Zealand won't be at 05","startTime":1168.558,"endTime":1171.69,"body":"is the go to it's feast famine referral."},{"speaker":"And then New Zealand won't be at 05","startTime":1171.81,"endTime":1174.774,"body":"And they don't have organized marketing approaches."},{"speaker":"And then New Zealand won't be at 05","startTime":1174.882,"endTime":1180.002,"body":"And there are exceptions, but out of every hundred, I"},{"speaker":"And then New Zealand won't be at 05","startTime":1180.016,"endTime":1182.934,"body":"would say 90 of them would not have a solid"},{"speaker":"And then New Zealand won't be at 05","startTime":1183.042,"endTime":1188.846,"body":"client acquisition system gave that to what they needed."},{"speaker":"And then New Zealand won't be at 05","startTime":1189.028,"endTime":1190.06,"body":"That's amazing."},{"speaker":"And then New Zealand won't be at 05","startTime":1190.51,"endTime":1192.518,"body":"It's so amazing that you bring this point up,"},{"speaker":"And then New Zealand won't be at 05","startTime":1192.544,"endTime":1196.574,"body":"because when we're working with agency owners and things"},{"speaker":"And then New Zealand won't be at 05","startTime":1196.612,"endTime":1200.486,"body":"like that, that's our biggest struggle to making them"},{"speaker":"And then New Zealand won't be at 05","startTime":1200.548,"endTime":1203.114,"body":"identify that, hey, you got to invest on your"},{"speaker":"And then New Zealand won't be at 05","startTime":1203.152,"endTime":1206.15,"body":"own marketing, whatever that may look like."},{"speaker":"And then New Zealand won't be at 05","startTime":1206.2,"endTime":1207.938,"body":"In your case, it looks very different."},{"speaker":"And then New Zealand won't be at 05","startTime":1208.024,"endTime":1210.038,"body":"It's an amazing I think we can do an"},{"speaker":"And then New Zealand won't be at 05","startTime":1210.064,"endTime":1214.518,"body":"entire webinar on that strategy that you just discussed."},{"speaker":"And then New Zealand won't be at 05","startTime":1214.554,"endTime":1218.162,"body":"And Jeff Fisher would love to talk to you on"},{"speaker":"And then New Zealand won't be at 05","startTime":1218.176,"endTime":1220.838,"body":"that as well, because he's been doing a lot of"},{"speaker":"And then New Zealand won't be at 05","startTime":1220.864,"endTime":1223.6,"body":"that and hybrid stuff on that side as well."},{"speaker":"And then New Zealand won't be at 05","startTime":1225.55,"endTime":1227.942,"body":"But the point over here is that"},{"speaker":"And then New Zealand won't be at 05","startTime":1228.136,"endTime":1230.994,"body":"doing some of these things and identifying"},{"speaker":"And then New Zealand won't be at 05","startTime":1231.042,"endTime":1233.046,"body":"that you need a marketing Department Army."},{"speaker":"And then New Zealand won't be at 05","startTime":1233.118,"endTime":1236.714,"body":"We're doing this amazing job, fulfilling for all these"},{"speaker":"And then New Zealand won't be at 05","startTime":1236.752,"endTime":1239.226,"body":"people, but we're not doing it for ourselves."},{"speaker":"And then New Zealand won't be at 05","startTime":1239.298,"endTime":1241.24,"body":"We're not eating our own dog food."},{"speaker":"And then New Zealand won't be at 05","startTime":1241.69,"endTime":1243.026,"body":"We're nearly done."},{"speaker":"And then New Zealand won't be at 05","startTime":1243.148,"endTime":1247.098,"body":"Rob writing my first marketing book from Repstack"},{"speaker":"And then New Zealand won't be at 05","startTime":1247.134,"endTime":1251.43,"body":"site, and we're kind of discussing titles."},{"speaker":"And then New Zealand won't be at 05","startTime":1251.49,"endTime":1254.15,"body":"And one of the titles that I'm enjoying is"},{"speaker":"And then New Zealand won't be at 05","startTime":1254.2,"endTime":1257.274,"body":"that how dare you call yourself an agency owner?"},{"speaker":"And then New Zealand won't be at 05","startTime":1257.322,"endTime":1260.414,"body":"Because if we're not having doing the same"},{"speaker":"And then New Zealand won't be at 05","startTime":1260.452,"endTime":1262.614,"body":"marketing things that we're doing for our clients"},{"speaker":"And then New Zealand won't be at 05","startTime":1262.782,"endTime":1265.95,"body":"and we don't have a solid client retention"},{"speaker":"And then New Zealand won't be at 05","startTime":1266.01,"endTime":1269.15,"body":"Department with these account managers."},{"speaker":"And then New Zealand won't be at 05","startTime":1270.25,"endTime":1273.206,"body":"I'm assuming that at one point, since you guys"},{"speaker":"And then New Zealand won't be at 05","startTime":1273.268,"endTime":1276.482,"body":"have had all these clients now, you kind of"},{"speaker":"And then New Zealand won't be at 05","startTime":1276.496,"endTime":1279.87,"body":"stepped back from managing accounts as well. Rob."},{"speaker":"And then New Zealand won't be at 05","startTime":1279.93,"endTime":1280.766,"body":"Is that correct?"},{"speaker":"And then New Zealand won't be at 05","startTime":1280.888,"endTime":1282.76,"body":"Yeah, I ended up stepping back."},{"speaker":"And then New Zealand won't be at 05","startTime":1283.75,"endTime":1285.506,"body":"We have a team of over 30 people."},{"speaker":"And then New Zealand won't be at 05","startTime":1285.628,"endTime":1288.294,"body":"So it grew to a point where I wasn't"},{"speaker":"And then New Zealand won't be at 05","startTime":1288.342,"endTime":1290.86,"body":"managing accounts, which is a weird transition to make."},{"speaker":"And then New Zealand won't be at 05","startTime":1292.81,"endTime":1297.014,"body":"But for us, it came down to two things."},{"speaker":"And then New Zealand won't be at 05","startTime":1297.052,"endTime":1298.61,"body":"One, we found a method of getting"},{"speaker":"And then New Zealand won't be at 05","startTime":1298.66,"endTime":1301.806,"body":"clients at a profit, which was fantastic."},{"speaker":"And then New Zealand won't be at 05","startTime":1301.938,"endTime":1304.42,"body":"And even the point of those who didn't buy our training"},{"speaker":"And then New Zealand won't be at 05","startTime":1304.81,"endTime":1307.36,"body":"still has now a lot of awareness who we were."},{"speaker":"And then New Zealand won't be at 05","startTime":1307.69,"endTime":1311.666,"body":"So even if a thousand people bought our training,"},{"speaker":"And then New Zealand won't be at 05","startTime":1311.848,"endTime":1314.69,"body":"probably three, 4000 had seen our webinars, had seen"},{"speaker":"And then New Zealand won't be at 05","startTime":1314.74,"endTime":1317.514,"body":"our 18 emails were in our ecosystem."},{"speaker":"And then New Zealand won't be at 05","startTime":1317.682,"endTime":1319.538,"body":"And that gave us huge kind"},{"speaker":"And then New Zealand won't be at 05","startTime":1319.564,"endTime":1321.41,"body":"of leverage to grow and scale."},{"speaker":"And then New Zealand won't be at 05","startTime":1325.49,"endTime":1327.766,"body":"But it also gave us authority positioning."},{"speaker":"And then New Zealand won't be at 05","startTime":1327.898,"endTime":1329.682,"body":"And I think that's one of the things that you talk"},{"speaker":"And then New Zealand won't be at 05","startTime":1329.696,"endTime":1332.922,"body":"about, a book, anything that you can do that gives you"},{"speaker":"And then New Zealand won't be at 05","startTime":1332.936,"endTime":1336.418,"body":"a market position that's hard for others to repeat."},{"speaker":"And then New Zealand won't be at 05","startTime":1336.574,"endTime":1337.654,"body":"It's fantastic."},{"speaker":"And then New Zealand won't be at 05","startTime":1337.762,"endTime":1342.694,"body":"Coaches still to this day often look to invisible PPC"},{"speaker":"And then New Zealand won't be at 05","startTime":1342.742,"endTime":1346.102,"body":"for their fulfillment because an agency coach such as Josh"},{"speaker":"And then New Zealand won't be at 05","startTime":1346.126,"endTime":1349.242,"body":"Nelson or John Logan or anybody else, the one thing"},{"speaker":"And then New Zealand won't be at 05","startTime":1349.256,"endTime":1352.062,"body":"that matters to them above everything is that they have"},{"speaker":"And then New Zealand won't be at 05","startTime":1352.076,"endTime":1354.45,"body":"a safe pair of hands for fulfillment."},{"speaker":"And then New Zealand won't be at 05","startTime":1354.95,"endTime":1357.19,"body":"They need to know that if they teach their agency"},{"speaker":"And then New Zealand won't be at 05","startTime":1357.25,"endTime":1359.682,"body":"owners how to go out and get clients and some"},{"speaker":"And then New Zealand won't be at 05","startTime":1359.696,"endTime":1361.7,"body":"of them do a fantastic job at that."},{"speaker":"And then New Zealand won't be at 05","startTime":1362.45,"endTime":1364.362,"body":"The last thing you want to happen is it"},{"speaker":"And then New Zealand won't be at 05","startTime":1364.376,"endTime":1366.73,"body":"all to fail because the agency couldn't fulfill."},{"speaker":"And then New Zealand won't be at 05","startTime":1366.85,"endTime":1368.178,"body":"And so a safe pair of"},{"speaker":"And then New Zealand won't be at 05","startTime":1368.204,"endTime":1372.618,"body":"scalable hands is really valuable. Yeah."},{"speaker":"And then New Zealand won't be at 05","startTime":1372.704,"endTime":1375.406,"body":"They need to be able to trust you before they'll"},{"speaker":"And then New Zealand won't be at 05","startTime":1375.478,"endTime":1378.21,"body":"put their name on the line and recommend you."},{"speaker":"And then New Zealand won't be at 05","startTime":1378.26,"endTime":1381.8,"body":"And Lo and behold, something really bad happens."},{"speaker":"And then New Zealand won't be at 05","startTime":1382.49,"endTime":1384.222,"body":"And it comes down to that thing when you could go"},{"speaker":"And then New Zealand won't be at 05","startTime":1384.236,"endTime":1388.23,"body":"to a freelancer who are more expensive than a freelancer."},{"speaker":"And then New Zealand won't be at 05","startTime":1389.57,"endTime":1393.078,"body":"But if you said to us, you take on ten"},{"speaker":"And then New Zealand won't be at 05","startTime":1393.104,"endTime":1396.14,"body":"clients tomorrow, we could always say, of course we can."},{"speaker":"And then New Zealand won't be at 05","startTime":1396.47,"endTime":1397.458,"body":"There's a pretty good chance"},{"speaker":"And then New Zealand won't be at 05","startTime":1397.484,"endTime":1399.198,"body":"for freelancer couldn't do that."},{"speaker":"And then New Zealand won't be at 05","startTime":1399.344,"endTime":1402.862,"body":"If a freelancer takes a vacation, your work stops."},{"speaker":"And then New Zealand won't be at 05","startTime":1403.006,"endTime":1405.31,"body":"If they go sick, your work stops."},{"speaker":"And then New Zealand won't be at 05","startTime":1405.43,"endTime":1407.43,"body":"And so there's this trade off."},{"speaker":"And then New Zealand won't be at 05","startTime":1407.6,"endTime":1409.822,"body":"And we were never as cheap as a freelancer,"},{"speaker":"And then New Zealand won't be at 05","startTime":1409.846,"endTime":1413.61,"body":"but we provided that consistency of service, that scalability,"},{"speaker":"And then New Zealand won't be at 05","startTime":1413.93,"endTime":1417.214,"body":"that is really important to agency owners."},{"speaker":"And then New Zealand won't be at 05","startTime":1417.382,"endTime":1419.262,"body":"So there must have been a lot of"},{"speaker":"And then New Zealand won't be at 05","startTime":1419.276,"endTime":1423.38,"body":"work that went on from 2012 to 2020."},{"speaker":"And then New Zealand won't be at 05","startTime":1423.83,"endTime":1427.854,"body":"But let's jump to because I want to get"},{"speaker":"And then New Zealand won't be at 05","startTime":1427.892,"endTime":1429.774,"body":"to pay per click Ad Labs as well."},{"speaker":"And then New Zealand won't be at 05","startTime":1429.872,"endTime":1431.958,"body":"That's a product that we're just setting up right now."},{"speaker":"And then New Zealand won't be at 05","startTime":1431.984,"endTime":1433.254,"body":"We're so excited about that."},{"speaker":"And then New Zealand won't be at 05","startTime":1433.292,"endTime":1437.074,"body":"But before we do that, can you tell me, Rob,"},{"speaker":"And then New Zealand won't be at 05","startTime":1437.182,"endTime":1440.862,"body":"what did you grew the invisible pay per click business"},{"speaker":"And then New Zealand won't be at 05","startTime":1440.936,"endTime":1443.226,"body":"to and how did you exit that business?"},{"speaker":"And then New Zealand won't be at 05","startTime":1443.408,"endTime":1447.38,"body":"So we grew multi seven figures, which was nice."},{"speaker":"And then New Zealand won't be at 05","startTime":1449.27,"endTime":1453.618,"body":"And ultimately what happened was, as I said,"},{"speaker":"And then New Zealand won't be at 05","startTime":1453.644,"endTime":1456.27,"body":"right, I was an accidental agency owner."},{"speaker":"And then New Zealand won't be at 05","startTime":1457.01,"endTime":1459.09,"body":"I'm naturally an introvert."},{"speaker":"And then New Zealand won't be at 05","startTime":1460.31,"endTime":1462.426,"body":"I suddenly got a team of 35 people"},{"speaker":"And then New Zealand won't be at 05","startTime":1462.488,"endTime":1465.99,"body":"that need managing and clients and people."},{"speaker":"And then New Zealand won't be at 05","startTime":1466.16,"endTime":1468.438,"body":"And that for me was an awful lot"},{"speaker":"And then New Zealand won't be at 05","startTime":1468.464,"endTime":1469.954,"body":"of people to handle on a daily basis."},{"speaker":"And then New Zealand won't be at 05","startTime":1470.002,"endTime":1471.718,"body":"I found it exhausting."},{"speaker":"And then New Zealand won't be at 05","startTime":1471.874,"endTime":1474.678,"body":"And having done it for nine years, I got this"},{"speaker":"And then New Zealand won't be at 05","startTime":1474.704,"endTime":1477.058,"body":"thing in my ear going need to build software."},{"speaker":"And then New Zealand won't be at 05","startTime":1477.094,"endTime":1478.798,"body":"I need to build software. I need to build software."},{"speaker":"And then New Zealand won't be at 05","startTime":1478.834,"endTime":1480.678,"body":"I really want to get back into doing the thing"},{"speaker":"And then New Zealand won't be at 05","startTime":1480.704,"endTime":1483.38,"body":"that got it all started in the first place. Yeah."},{"speaker":"And then New Zealand won't be at 05","startTime":1483.71,"endTime":1487.434,"body":"And so 20, 20, 21 came. Kobe was here."},{"speaker":"And then New Zealand won't be at 05","startTime":1487.472,"endTime":1488.722,"body":"The world was weird."},{"speaker":"And then New Zealand won't be at 05","startTime":1488.866,"endTime":1493.4,"body":"I wish I started building software again initially as"},{"speaker":"And then New Zealand won't be at 05","startTime":1493.79,"endTime":1496.666,"body":"side things to solve problems that I had internally,"},{"speaker":"And then New Zealand won't be at 05","startTime":1496.738,"endTime":1498.642,"body":"not to make a SAS business or anything like"},{"speaker":"And then New Zealand won't be at 05","startTime":1498.656,"endTime":1501.26,"body":"that, just to solve internal problems."},{"speaker":"And then New Zealand won't be at 05","startTime":1503.03,"endTime":1507.63,"body":"And then came to conclusion actually trying to grow"},{"speaker":"And then New Zealand won't be at 05","startTime":1507.68,"endTime":1510.282,"body":"SaaS, which we're just trying to grow SaaS and"},{"speaker":"And then New Zealand won't be at 05","startTime":1510.296,"endTime":1512.394,"body":"trying to grow agencies are two very different things."},{"speaker":"And then New Zealand won't be at 05","startTime":1512.492,"endTime":1513.654,"body":"They're very different needs."},{"speaker":"And then New Zealand won't be at 05","startTime":1513.692,"endTime":1515.47,"body":"And it's like trying to ride two horses."},{"speaker":"And then New Zealand won't be at 05","startTime":1515.59,"endTime":1516.8,"body":"It's not easy."},{"speaker":"And then New Zealand won't be at 05","startTime":1518.09,"endTime":1522.45,"body":"And I felt my time as an agency and it was done."},{"speaker":"And then New Zealand won't be at 05","startTime":1522.62,"endTime":1524.358,"body":"I knew I was neglecting it."},{"speaker":"And then New Zealand won't be at 05","startTime":1524.384,"endTime":1526.7,"body":"And that's not fair on anybody."},{"speaker":"And then New Zealand won't be at 05","startTime":1527.81,"endTime":1530.67,"body":"If you know, you're not investing and neglecting"},{"speaker":"And then New Zealand won't be at 05","startTime":1530.99,"endTime":1532.974,"body":"and you're neglecting your business, you're not giving"},{"speaker":"And then New Zealand won't be at 05","startTime":1533.012,"endTime":1534.634,"body":"it your emotion, you're not giving your attention."},{"speaker":"And then New Zealand won't be at 05","startTime":1534.682,"endTime":1537.078,"body":"You're not giving it your brain space. That's not fair."},{"speaker":"And then New Zealand won't be at 05","startTime":1537.104,"endTime":1537.762,"body":"On your customers."},{"speaker":"And then New Zealand won't be at 05","startTime":1537.836,"endTime":1539.322,"body":"That's not fair on your team."},{"speaker":"And then New Zealand won't be at 05","startTime":1539.456,"endTime":1541.098,"body":"They're relying on you to lead them."},{"speaker":"And then New Zealand won't be at 05","startTime":1541.124,"endTime":1543.466,"body":"And if you're not personally engaged"},{"speaker":"And then New Zealand won't be at 05","startTime":1543.478,"endTime":1546.606,"body":"and invested, you shouldn't be there."},{"speaker":"And then New Zealand won't be at 05","startTime":1546.728,"endTime":1549.234,"body":"And I reached that point mentally where I was like,"},{"speaker":"And then New Zealand won't be at 05","startTime":1549.392,"endTime":1551.238,"body":"I need to not be here now because I am"},{"speaker":"And then New Zealand won't be at 05","startTime":1551.264,"endTime":1553.234,"body":"not the best thing for this business anymore."},{"speaker":"And then New Zealand won't be at 05","startTime":1553.342,"endTime":1554.658,"body":"So I started a search."},{"speaker":"And then New Zealand won't be at 05","startTime":1554.744,"endTime":1558.654,"body":"We had a broker to work with us with a specific"},{"speaker":"And then New Zealand won't be at 05","startTime":1558.752,"endTime":1564.38,"body":"brief of finding the right buyer at a fair price."},{"speaker":"And then New Zealand won't be at 05","startTime":1564.71,"endTime":1567.5,"body":"It was never about getting the best price."},{"speaker":"And then New Zealand won't be at 05","startTime":1568.31,"endTime":1570.594,"body":"We could have taken offers for people"},{"speaker":"And then New Zealand won't be at 05","startTime":1570.632,"endTime":1572.54,"body":"who wanted to throw the staff away."},{"speaker":"And then New Zealand won't be at 05","startTime":1573.05,"endTime":1575.238,"body":"Just take the customers, take the"},{"speaker":"And then New Zealand won't be at 05","startTime":1575.264,"endTime":1579.33,"body":"list, but take the operation apart."},{"speaker":"And then New Zealand won't be at 05","startTime":1581.73,"endTime":1583.45,"body":"I don't want to look at any of my team members"},{"speaker":"And then New Zealand won't be at 05","startTime":1583.5,"endTime":1585.646,"body":"in the eye and go, Right, I've got my check."},{"speaker":"And then New Zealand won't be at 05","startTime":1585.768,"endTime":1586.822,"body":"You've lost my job."},{"speaker":"And then New Zealand won't be at 05","startTime":1586.896,"endTime":1588.718,"body":"Have a nice day. Yeah."},{"speaker":"And then New Zealand won't be at 05","startTime":1588.804,"endTime":1590.57,"body":"I didn't want that conversation."},{"speaker":"And then New Zealand won't be at 05","startTime":1590.75,"endTime":1593.794,"body":"So finding the highest price was never our issue"},{"speaker":"And then New Zealand won't be at 05","startTime":1593.832,"endTime":1596.506,"body":"was finding the right buyer at a fair price."},{"speaker":"And then New Zealand won't be at 05","startTime":1596.688,"endTime":1600.67,"body":"And we found a really good company in Austin, Texas."},{"speaker":"And then New Zealand won't be at 05","startTime":1601.11,"endTime":1604.99,"body":"And we closed the deal last November to sell Invisible."},{"speaker":"And then New Zealand won't be at 05","startTime":1605.43,"endTime":1606.18,"body":"Nice."},{"speaker":"And then New Zealand won't be at 05","startTime":1606.51,"endTime":1608.398,"body":"Now the new owner is exactly he should"},{"speaker":"And then New Zealand won't be at 05","startTime":1608.424,"endTime":1611.974,"body":"be infused, is engaged, building a great team."},{"speaker":"And then New Zealand won't be at 05","startTime":1612.012,"endTime":1613.154,"body":"He's already got an existing"},{"speaker":"And then New Zealand won't be at 05","startTime":1613.202,"endTime":1615.478,"body":"business to brought it into."},{"speaker":"And then New Zealand won't be at 05","startTime":1615.624,"endTime":1618.554,"body":"And I still consider myself the biggest champion."},{"speaker":"And then New Zealand won't be at 05","startTime":1618.602,"endTime":1620.58,"body":"And I'm still very proud of what they're doing."},{"speaker":"And then New Zealand won't be at 05","startTime":1621.03,"endTime":1622.654,"body":"That's amazing. Not me."},{"speaker":"And then New Zealand won't be at 05","startTime":1622.692,"endTime":1626.218,"body":"Now, such a great story because a lot of"},{"speaker":"And then New Zealand won't be at 05","startTime":1626.244,"endTime":1629.59,"body":"these companies that we build by chance or sometimes"},{"speaker":"And then New Zealand won't be at 05","startTime":1629.76,"endTime":1635.22,"body":"with shared grid, they have our DNA in them. Right."},{"speaker":"And then New Zealand won't be at 05","startTime":1635.91,"endTime":1639.25,"body":"You spend like almost a decade at that company,"},{"speaker":"And then New Zealand won't be at 05","startTime":1639.42,"endTime":1642.934,"body":"and there must be so much a big part"},{"speaker":"And then New Zealand won't be at 05","startTime":1642.972,"endTime":1645.718,"body":"of you that's part of that company on how"},{"speaker":"And then New Zealand won't be at 05","startTime":1645.744,"endTime":1649.558,"body":"the processes and systems are working and handing that"},{"speaker":"And then New Zealand won't be at 05","startTime":1649.584,"endTime":1652.154,"body":"over to somebody else is a big decision."},{"speaker":"And then New Zealand won't be at 05","startTime":1652.322,"endTime":1655.346,"body":"And for some people, it comes easily."},{"speaker":"And then New Zealand won't be at 05","startTime":1655.418,"endTime":1659.722,"body":"For others, like me, that was never an option."},{"speaker":"And then New Zealand won't be at 05","startTime":1659.796,"endTime":1662.714,"body":"Like, I just wanted to continue doing my agency."},{"speaker":"And then New Zealand won't be at 05","startTime":1662.822,"endTime":1664.138,"body":"It's going to work. It's going to work."},{"speaker":"And then New Zealand won't be at 05","startTime":1664.164,"endTime":1665.098,"body":"It's going to work."},{"speaker":"And then New Zealand won't be at 05","startTime":1665.244,"endTime":1669.734,"body":"And right now it's coupled up in a ball"},{"speaker":"And then New Zealand won't be at 05","startTime":1669.782,"endTime":1672.718,"body":"with some of my very good best friends here"},{"speaker":"And then New Zealand won't be at 05","startTime":1672.744,"endTime":1674.746,"body":"in Calgary who are clients of mine still."},{"speaker":"And then New Zealand won't be at 05","startTime":1674.808,"endTime":1677.966,"body":"And they refuse to without any attention."},{"speaker":"And then New Zealand won't be at 05","startTime":1678.038,"endTime":1681.634,"body":"Like you said, most of the clients, they kind of went"},{"speaker":"And then New Zealand won't be at 05","startTime":1681.672,"endTime":1686.126,"body":"away as I started focused on focusing on rep stack."},{"speaker":"And then New Zealand won't be at 05","startTime":1686.258,"endTime":1688.106,"body":"But I still have a core group of clients"},{"speaker":"And then New Zealand won't be at 05","startTime":1688.178,"endTime":1691.294,"body":"who are also friends and things like that."},{"speaker":"And then New Zealand won't be at 05","startTime":1691.392,"endTime":1693.622,"body":"And I've been working with them for the last ten years."},{"speaker":"And then New Zealand won't be at 05","startTime":1693.756,"endTime":1695.902,"body":"And I have those setups ready to"},{"speaker":"And then New Zealand won't be at 05","startTime":1695.916,"endTime":1697.32,"body":"go for them, and it's working."},{"speaker":"And then New Zealand won't be at 05","startTime":1699.03,"endTime":1702.422,"body":"I have clients on the Invisible PPC books"},{"speaker":"And then New Zealand won't be at 05","startTime":1702.566,"endTime":1707.794,"body":"who joined Invisible at that event in 2013. Nice."},{"speaker":"And then New Zealand won't be at 05","startTime":1707.892,"endTime":1710.4,"body":"Still there when I left. Nice."},{"speaker":"And then New Zealand won't be at 05","startTime":1710.85,"endTime":1712.198,"body":"That feels good."},{"speaker":"And then New Zealand won't be at 05","startTime":1712.344,"endTime":1715.114,"body":"It does in agency years."},{"speaker":"And then New Zealand won't be at 05","startTime":1715.152,"endTime":1717.36,"body":"That's like 100 years. Yeah."},{"speaker":"And then New Zealand won't be at 05","startTime":1719.61,"endTime":1722.554,"body":"I was really proud of that fact that some of those"},{"speaker":"And then New Zealand won't be at 05","startTime":1722.592,"endTime":1724.954,"body":"original people were still there, even right at the end."},{"speaker":"And then New Zealand won't be at 05","startTime":1724.992,"endTime":1728.05,"body":"And that was, for me, really satisfying."},{"speaker":"And then New Zealand won't be at 05","startTime":1729.21,"endTime":1733.898,"body":"And the only thing that I kind of have a regret"},{"speaker":"And then New Zealand won't be at 05","startTime":1733.934,"endTime":1737.134,"body":"is the wrong word, but a sort of frustration with it."},{"speaker":"And then New Zealand won't be at 05","startTime":1737.292,"endTime":1740.318,"body":"As a white label agency, you're"},{"speaker":"And then New Zealand won't be at 05","startTime":1740.354,"endTime":1742.15,"body":"kind of a dirty little secret."},{"speaker":"And then New Zealand won't be at 05","startTime":1742.77,"endTime":1745.282,"body":"There's no agency, and everyone wants to go to"},{"speaker":"And then New Zealand won't be at 05","startTime":1745.296,"endTime":1747.538,"body":"their clients and go, oh, no, you can't meet"},{"speaker":"And then New Zealand won't be at 05","startTime":1747.564,"endTime":1749.366,"body":"the guy who's doing your actual campaign."},{"speaker":"And then New Zealand won't be at 05","startTime":1749.498,"endTime":1754.582,"body":"That's not a company I outsource to, because the first thing"},{"speaker":"And then New Zealand won't be at 05","startTime":1754.596,"endTime":1756.022,"body":"the client says, well, why am I paying you then?"},{"speaker":"And then New Zealand won't be at 05","startTime":1756.036,"endTime":1757.498,"body":"Why don't you go direct to them?"},{"speaker":"And then New Zealand won't be at 05","startTime":1757.644,"endTime":1760.334,"body":"So agency owners, on the whole can't"},{"speaker":"And then New Zealand won't be at 05","startTime":1760.382,"endTime":1764.558,"body":"admit to white labeling or outsourcing."},{"speaker":"And then New Zealand won't be at 05","startTime":1764.714,"endTime":1767.522,"body":"So similarly, you don't want to publicly"},{"speaker":"And then New Zealand won't be at 05","startTime":1767.546,"endTime":1769.462,"body":"give a testimonial because you don't want"},{"speaker":"And then New Zealand won't be at 05","startTime":1769.476,"endTime":1770.626,"body":"to be the face on the website."},{"speaker":"And then New Zealand won't be at 05","startTime":1770.748,"endTime":1772.462,"body":"The company that tries to"},{"speaker":"And then New Zealand won't be at 05","startTime":1772.476,"endTime":1775.92,"body":"apply for concern doesn't exist. Exactly."},{"speaker":"And then New Zealand won't be at 05","startTime":1776.31,"endTime":1778.558,"body":"So it's a really weird thing."},{"speaker":"And then New Zealand won't be at 05","startTime":1778.584,"endTime":1779.53,"body":"That would be really nice."},{"speaker":"And then New Zealand won't be at 05","startTime":1779.58,"endTime":1781.262,"body":"And one of the reasons we're enjoying what we're"},{"speaker":"And then New Zealand won't be at 05","startTime":1781.286,"endTime":1783.322,"body":"currently doing is actually be able to put a"},{"speaker":"And then New Zealand won't be at 05","startTime":1783.336,"endTime":1784.918,"body":"name up and go, we're building this."},{"speaker":"And then New Zealand won't be at 05","startTime":1784.944,"endTime":1787.726,"body":"We're really proud of it, and hopefully you will do it."},{"speaker":"And then New Zealand won't be at 05","startTime":1787.908,"endTime":1789.274,"body":"Nice. So, yeah."},{"speaker":"And then New Zealand won't be at 05","startTime":1789.312,"endTime":1791.578,"body":"So let's walk into Pay per click ad"},{"speaker":"And then New Zealand won't be at 05","startTime":1791.604,"endTime":1793.798,"body":"Labs and talk about that a little bit."},{"speaker":"And then New Zealand won't be at 05","startTime":1793.824,"endTime":1797.458,"body":"So you've always wanted to create software, and"},{"speaker":"And then New Zealand won't be at 05","startTime":1797.484,"endTime":1801.058,"body":"now running an agency for ten years, I"},{"speaker":"And then New Zealand won't be at 05","startTime":1801.084,"endTime":1804.55,"body":"think you have a better understanding of building"},{"speaker":"And then New Zealand won't be at 05","startTime":1804.6,"endTime":1807.718,"body":"software than anytime before this."},{"speaker":"And then New Zealand won't be at 05","startTime":1807.864,"endTime":1811.702,"body":"So how did the Pay per click adapt idea came about?"},{"speaker":"And then New Zealand won't be at 05","startTime":1811.776,"endTime":1813.862,"body":"And how is it doing right now?"},{"speaker":"And then New Zealand won't be at 05","startTime":1813.936,"endTime":1815.146,"body":"What's going on?"},{"speaker":"And then New Zealand won't be at 05","startTime":1815.328,"endTime":1818.45,"body":"Are you excited for the future? Honestly?"},{"speaker":"And then New Zealand won't be at 05","startTime":1818.57,"endTime":1825.05,"body":"So Cadillac was in other happy accidents."},{"speaker":"And then New Zealand won't be at 05","startTime":1826.51,"endTime":1830.154,"body":"So here's the thing. Invisible."},{"speaker":"And then New Zealand won't be at 05","startTime":1830.202,"endTime":1831.52,"body":"We brought out products."},{"speaker":"And then New Zealand won't be at 05","startTime":1832.03,"endTime":1836.174,"body":"It was a master class specifically for"},{"speaker":"And then New Zealand won't be at 05","startTime":1836.212,"endTime":1838.41,"body":"the plumbing industry, where we showed agency"},{"speaker":"And then New Zealand won't be at 05","startTime":1838.47,"endTime":1841.206,"body":"owners how to get plumbing clients."},{"speaker":"And then New Zealand won't be at 05","startTime":1841.398,"endTime":1843.614,"body":"And one of the deliverables we promised in that"},{"speaker":"And then New Zealand won't be at 05","startTime":1843.652,"endTime":1849.458,"body":"product was 1000 plumber leads to give you a"},{"speaker":"And then New Zealand won't be at 05","startTime":1849.484,"endTime":1851.62,"body":"starting point if you didn't have a list."},{"speaker":"And then New Zealand won't be at 05","startTime":1853.33,"endTime":1854.802,"body":"And particularly we were focusing"},{"speaker":"And then New Zealand won't be at 05","startTime":1854.826,"endTime":1856.61,"body":"on people who were advertising."},{"speaker":"And then New Zealand won't be at 05","startTime":1857.17,"endTime":1860.018,"body":"And having made that promise to deliver it, we"},{"speaker":"And then New Zealand won't be at 05","startTime":1860.044,"endTime":1863.298,"body":"then realized actually finding a list of plumbers advertising"},{"speaker":"And then New Zealand won't be at 05","startTime":1863.334,"endTime":1865.66,"body":"on Google is really difficult to get."},{"speaker":"And then New Zealand won't be at 05","startTime":1867.13,"endTime":1869.162,"body":"None of the tools we tried, and I'm not going to"},{"speaker":"And then New Zealand won't be at 05","startTime":1869.176,"endTime":1871.586,"body":"name them, but you can probably look for the tools that"},{"speaker":"And then New Zealand won't be at 05","startTime":1871.588,"endTime":1875.054,"body":"are out there that claim to find all the people."},{"speaker":"And then New Zealand won't be at 05","startTime":1875.212,"endTime":1876.066,"body":"They just don't."},{"speaker":"And then New Zealand won't be at 05","startTime":1876.138,"endTime":1878.102,"body":"They don't very little."},{"speaker":"And then New Zealand won't be at 05","startTime":1878.296,"endTime":1881.406,"body":"So as an act of desperation, I hired a contract"},{"speaker":"And then New Zealand won't be at 05","startTime":1881.478,"endTime":1884.162,"body":"and said, here's a process I think might work."},{"speaker":"And then New Zealand won't be at 05","startTime":1884.296,"endTime":1886.01,"body":"Can you get me a CSV?"},{"speaker":"And then New Zealand won't be at 05","startTime":1886.63,"endTime":1889.434,"body":"And he did that's fantastic."},{"speaker":"And then New Zealand won't be at 05","startTime":1889.542,"endTime":1890.846,"body":"Can you get me another one?"},{"speaker":"And then New Zealand won't be at 05","startTime":1890.968,"endTime":1893.402,"body":"And I went back for another one and about three or"},{"speaker":"And then New Zealand won't be at 05","startTime":1893.416,"endTime":1895.682,"body":"four iterations, and he went, Rob, would it be okay if"},{"speaker":"And then New Zealand won't be at 05","startTime":1895.696,"endTime":1898.454,"body":"I just built you with this user interface on this then"},{"speaker":"And then New Zealand won't be at 05","startTime":1898.492,"endTime":1900.482,"body":"rather than you asking me every time you want to get"},{"speaker":"And then New Zealand won't be at 05","startTime":1900.496,"endTime":1902.62,"body":"a new CSV, you can just get it yourself."},{"speaker":"And then New Zealand won't be at 05","startTime":1903.73,"endTime":1905.2,"body":"That would really help."},{"speaker":"And then New Zealand won't be at 05","startTime":1905.53,"endTime":1906.77,"body":"So he got me this little"},{"speaker":"And then New Zealand won't be at 05","startTime":1906.82,"endTime":1909.402,"body":"user of interface that's really clever."},{"speaker":"And then New Zealand won't be at 05","startTime":1909.546,"endTime":1911.162,"body":"I could put in a keyword, I could put in"},{"speaker":"And then New Zealand won't be at 05","startTime":1911.176,"endTime":1914.14,"body":"a location, and I get all the advertisers back."},{"speaker":"And then New Zealand won't be at 05","startTime":1916.21,"endTime":1921.554,"body":"And so last May, Joe and I went"},{"speaker":"And then New Zealand won't be at 05","startTime":1921.592,"endTime":1923.886,"body":"out to have our quarterly management meeting."},{"speaker":"And then New Zealand won't be at 05","startTime":1924.018,"endTime":1925.802,"body":"Because of Cobweb, I couldn't get into the"},{"speaker":"And then New Zealand won't be at 05","startTime":1925.816,"endTime":1927.294,"body":"US, he couldn't get into the UK."},{"speaker":"And then New Zealand won't be at 05","startTime":1927.402,"endTime":1929.918,"body":"So we met in the Dominican Republic, which is"},{"speaker":"And then New Zealand won't be at 05","startTime":1929.944,"endTime":1931.84,"body":"not the worst place to go for my education."},{"speaker":"And then New Zealand won't be at 05","startTime":1933.43,"endTime":1934.84,"body":"I like that idea."},{"speaker":"And then New Zealand won't be at 05","startTime":1935.71,"endTime":1937.458,"body":"Five days working in a Beach Cabana."},{"speaker":"And then New Zealand won't be at 05","startTime":1937.494,"endTime":1942.706,"body":"It's looking at all our priorities"},{"speaker":"And then New Zealand won't be at 05","startTime":1942.838,"endTime":1945.32,"body":"and we laid them all out."},{"speaker":"And then New Zealand won't be at 05","startTime":1945.71,"endTime":1947.778,"body":"I've got this little thing that I'm working on that"},{"speaker":"And then New Zealand won't be at 05","startTime":1947.804,"endTime":1949.578,"body":"I think it's kind of got something in it."},{"speaker":"And then New Zealand won't be at 05","startTime":1949.664,"endTime":1952.194,"body":"I'm not really sure, but I think it's a thing."},{"speaker":"And then New Zealand won't be at 05","startTime":1952.352,"endTime":1953.826,"body":"Can I carry on with it, please?"},{"speaker":"And then New Zealand won't be at 05","startTime":1953.888,"endTime":1955.46,"body":"Just as a spare time project."},{"speaker":"And then New Zealand won't be at 05","startTime":1957.17,"endTime":1959.13,"body":"And so I did and I built PPC Ad Lab."},{"speaker":"And then New Zealand won't be at 05","startTime":1959.18,"endTime":1965.01,"body":"And now PPC Ad Lab does a few things, but primarily"},{"speaker":"And then New Zealand won't be at 05","startTime":1965.33,"endTime":1970.602,"body":"you can give it any location, any search terms you're interested"},{"speaker":"And then New Zealand won't be at 05","startTime":1970.676,"endTime":1972.966,"body":"in and it will find you in real time."},{"speaker":"And then New Zealand won't be at 05","startTime":1973.148,"endTime":1976.866,"body":"All the people who are advertising the advertisers that"},{"speaker":"And then New Zealand won't be at 05","startTime":1976.868,"endTime":1981.078,"body":"will find their ad, copy their ad schedules, it"},{"speaker":"And then New Zealand won't be at 05","startTime":1981.104,"endTime":1983.898,"body":"will tell you what devices they're bidding on, it"},{"speaker":"And then New Zealand won't be at 05","startTime":1983.924,"endTime":1987.162,"body":"will tell you what their contact information is."},{"speaker":"And then New Zealand won't be at 05","startTime":1987.176,"endTime":1988.57,"body":"It will even send them personalized"},{"speaker":"And then New Zealand won't be at 05","startTime":1988.63,"endTime":1990.33,"body":"emails and that kind of thing."},{"speaker":"And then New Zealand won't be at 05","startTime":1990.5,"endTime":1994.11,"body":"So it really is kind of the agency owners"},{"speaker":"And then New Zealand won't be at 05","startTime":1994.55,"endTime":1999.234,"body":"prospecting tool of choice now because one of these"},{"speaker":"And then New Zealand won't be at 05","startTime":1999.272,"endTime":2001.046,"body":"we know is that some of the highest value"},{"speaker":"And then New Zealand won't be at 05","startTime":2001.108,"endTime":2004.062,"body":"prospects out there are those already advertising."},{"speaker":"And then New Zealand won't be at 05","startTime":2004.206,"endTime":2005.574,"body":"And the by far the highest"},{"speaker":"And then New Zealand won't be at 05","startTime":2005.622,"endTime":2007.42,"body":"advertising spent tend to be Google."},{"speaker":"And then New Zealand won't be at 05","startTime":2007.75,"endTime":2009.606,"body":"So you have to view clients"},{"speaker":"And then New Zealand won't be at 05","startTime":2009.678,"endTime":2011.68,"body":"that just about any service."},{"speaker":"And then New Zealand won't be at 05","startTime":2012.67,"endTime":2014.622,"body":"If you know they're spending money on Google ads,"},{"speaker":"And then New Zealand won't be at 05","startTime":2014.646,"endTime":2016.9,"body":"they're probably willing to spend money on other things."},{"speaker":"And then New Zealand won't be at 05","startTime":2017.77,"endTime":2021.05,"body":"Brilliant lead resource."},{"speaker":"And then New Zealand won't be at 05","startTime":2023.29,"endTime":2024.04,"body":"Yeah."},{"speaker":"And then New Zealand won't be at 05","startTime":2025.99,"endTime":2028.13,"body":"So what I got from this is that you also"},{"speaker":"And then New Zealand won't be at 05","startTime":2028.18,"endTime":2032.174,"body":"decide was this intentional Rob that you guys decided to"},{"speaker":"And then New Zealand won't be at 05","startTime":2032.272,"endTime":2034.9,"body":"sell to the same market that you were before."},{"speaker":"And then New Zealand won't be at 05","startTime":2035.23,"endTime":2037.862,"body":"So I think the thing is, as you like, we've been"},{"speaker":"And then New Zealand won't be at 05","startTime":2037.876,"endTime":2040.59,"body":"in this space for nine years and I think invisible."},{"speaker":"And then New Zealand won't be at 05","startTime":2040.65,"endTime":2042.63,"body":"We had a really unique perspective."},{"speaker":"And then New Zealand won't be at 05","startTime":2042.81,"endTime":2045.1,"body":"And what I mean by that is"},{"speaker":"And then New Zealand won't be at 05","startTime":2045.49,"endTime":2048.65,"body":"most agency owners see their agency."},{"speaker":"And then New Zealand won't be at 05","startTime":2049.15,"endTime":2050.581,"body":"They might work with a coach who"},{"speaker":"And then New Zealand won't be at 05","startTime":2050.596,"endTime":2052.777,"body":"sees several agencies, but we actually worked"},{"speaker":"And then New Zealand won't be at 05","startTime":2052.864,"endTime":2056.389,"body":"directly inside well over 1000 agencies."},{"speaker":"And then New Zealand won't be at 05","startTime":2057.13,"endTime":2060.974,"body":"So we got to see the problems that these agencies have."},{"speaker":"And then New Zealand won't be at 05","startTime":2061.012,"endTime":2062.797,"body":"And it's like a once a quarter get"},{"speaker":"And then New Zealand won't be at 05","startTime":2062.824,"endTime":2064.909,"body":"together or a once a month Zoom call."},{"speaker":"And then New Zealand won't be at 05","startTime":2065.02,"endTime":2066.638,"body":"We will be speaking to most of them"},{"speaker":"And then New Zealand won't be at 05","startTime":2066.724,"endTime":2068.85,"body":"on a weekly or bi weekly basis."},{"speaker":"And then New Zealand won't be at 05","startTime":2068.969,"endTime":2072.1,"body":"We really knew what agencies had issues with"},{"speaker":"And then New Zealand won't be at 05","startTime":2072.489,"endTime":2074.726,"body":"and we mentioned before about the sales issues."},{"speaker":"And then New Zealand won't be at 05","startTime":2074.908,"endTime":2077.21,"body":"So what Joe and I and our business"},{"speaker":"And then New Zealand won't be at 05","startTime":2077.26,"endTime":2080.222,"body":"partner set out to do is let's build"},{"speaker":"And then New Zealand won't be at 05","startTime":2080.416,"endTime":2084.11,"body":"solutions for problems that the market hasn't solved."},{"speaker":"And then New Zealand won't be at 05","startTime":2084.67,"endTime":2087.04,"body":"If it already exists, let's not build it."},{"speaker":"And then New Zealand won't be at 05","startTime":2087.429,"endTime":2089.438,"body":"But if it doesn't exist and it hasn't been"},{"speaker":"And then New Zealand won't be at 05","startTime":2089.464,"endTime":2092.222,"body":"solved at scale, let's build the solution for it."},{"speaker":"And then New Zealand won't be at 05","startTime":2092.235,"endTime":2094.297,"body":"And Ad Labs really the first example of"},{"speaker":"And then New Zealand won't be at 05","startTime":2094.324,"endTime":2097.53,"body":"that where it's a tool that quite honestly,"},{"speaker":"And then New Zealand won't be at 05","startTime":2097.65,"endTime":2099.674,"body":"in my opinion should have existed years ago."},{"speaker":"And then New Zealand won't be at 05","startTime":2099.772,"endTime":2102.94,"body":"The tools that claim to do it don't do it very well."},{"speaker":"And then New Zealand won't be at 05","startTime":2103.27,"endTime":2106.31,"body":"Yeah, we measurably find ten times"},{"speaker":"And then New Zealand won't be at 05","startTime":2106.36,"endTime":2107.846,"body":"more data than they find."},{"speaker":"And then New Zealand won't be at 05","startTime":2108.028,"endTime":2110.534,"body":"So we know that we do a better job."},{"speaker":"And then New Zealand won't be at 05","startTime":2110.632,"endTime":2112.134,"body":"So we become very intentional."},{"speaker":"And then New Zealand won't be at 05","startTime":2112.182,"endTime":2118.734,"body":"We launched it with a really basic, embarrassingly"},{"speaker":"And then New Zealand won't be at 05","startTime":2118.782,"endTime":2124.12,"body":"basic version last summer, and it's done great."},{"speaker":"And then New Zealand won't be at 05","startTime":2125.41,"endTime":2127.722,"body":"It already has a substantial valuation,"},{"speaker":"And then New Zealand won't be at 05","startTime":2127.806,"endTime":2130.36,"body":"and we're excited about it. Nice."},{"speaker":"And then New Zealand won't be at 05","startTime":2131.05,"endTime":2132.41,"body":"That's so exciting."},{"speaker":"And then New Zealand won't be at 05","startTime":2134.71,"endTime":2137.738,"body":"This worked out really well because for"},{"speaker":"And then New Zealand won't be at 05","startTime":2137.764,"endTime":2141.194,"body":"a digital marketing agency, it's so important."},{"speaker":"And then New Zealand won't be at 05","startTime":2141.292,"endTime":2142.974,"body":"We're doing all these cutting edge"},{"speaker":"And then New Zealand won't be at 05","startTime":2143.022,"endTime":2144.654,"body":"things right for our clients."},{"speaker":"And then New Zealand won't be at 05","startTime":2144.762,"endTime":2147.63,"body":"And you're launching these amazing campaigns."},{"speaker":"And then New Zealand won't be at 05","startTime":2147.75,"endTime":2151.058,"body":"And everything is really dependent on"},{"speaker":"And then New Zealand won't be at 05","startTime":2151.084,"endTime":2153.194,"body":"a solid quality lead list."},{"speaker":"And then New Zealand won't be at 05","startTime":2153.352,"endTime":2159.294,"body":"And that is still in you know what, right?"},{"speaker":"And then New Zealand won't be at 05","startTime":2159.452,"endTime":2162.918,"body":"Pretty much, because you're hiring data scrapers still"},{"speaker":"And then New Zealand won't be at 05","startTime":2163.004,"endTime":2165.39,"body":"on Fiverr and Upwork, and you're getting people"},{"speaker":"And then New Zealand won't be at 05","startTime":2165.44,"endTime":2167.85,"body":"to kind of go through Google and build"},{"speaker":"And then New Zealand won't be at 05","startTime":2167.9,"endTime":2169.122,"body":"these lists out for you."},{"speaker":"And then New Zealand won't be at 05","startTime":2169.196,"endTime":2172.374,"body":"Imagine how many things can go wrong there."},{"speaker":"And then New Zealand won't be at 05","startTime":2172.412,"endTime":2173.42,"body":"And they do."},{"speaker":"And then New Zealand won't be at 05","startTime":2174.71,"endTime":2177.598,"body":"But the version that you guys can like, I can't"},{"speaker":"And then New Zealand won't be at 05","startTime":2177.634,"endTime":2182.166,"body":"imagine a digital marketing agency operating without a too, like"},{"speaker":"And then New Zealand won't be at 05","startTime":2182.348,"endTime":2185.614,"body":"pay per click ad labs, because it gives you immediately"},{"speaker":"And then New Zealand won't be at 05","startTime":2185.662,"endTime":2189.214,"body":"at your fingerprints any market that you or your clients"},{"speaker":"And then New Zealand won't be at 05","startTime":2189.262,"endTime":2190.938,"body":"are going to be entering in."},{"speaker":"And then New Zealand won't be at 05","startTime":2191.024,"endTime":2193.038,"body":"You can pull up a list and you"},{"speaker":"And then New Zealand won't be at 05","startTime":2193.064,"endTime":2196.122,"body":"can start working on that highly qualified list"},{"speaker":"And then New Zealand won't be at 05","startTime":2196.256,"endTime":2197.658,"body":"here's the thing with that as well."},{"speaker":"And then New Zealand won't be at 05","startTime":2197.744,"endTime":2199.554,"body":"What we allow our agencies to do"},{"speaker":"And then New Zealand won't be at 05","startTime":2199.592,"endTime":2201.474,"body":"now is to go to a market."},{"speaker":"And then New Zealand won't be at 05","startTime":2201.572,"endTime":2204.198,"body":"So imagine this scenario on a Monday morning."},{"speaker":"And then New Zealand won't be at 05","startTime":2204.344,"endTime":2209.014,"body":"You go find me all the plumbers in Tampa gun."},{"speaker":"And then New Zealand won't be at 05","startTime":2209.182,"endTime":2211.074,"body":"You leave it running, runs in real time."},{"speaker":"And then New Zealand won't be at 05","startTime":2211.112,"endTime":2212.202,"body":"So we'll find them over the"},{"speaker":"And then New Zealand won't be at 05","startTime":2212.216,"endTime":2214.818,"body":"course of several days, it says."},{"speaker":"And then New Zealand won't be at 05","startTime":2214.844,"endTime":2217.11,"body":"And then when you've done 20 checks on Google,"},{"speaker":"And then New Zealand won't be at 05","startTime":2217.16,"endTime":2220.002,"body":"for example, start looking at the contact information and"},{"speaker":"And then New Zealand won't be at 05","startTime":2220.016,"endTime":2223.686,"body":"email them personalized emails going, Dear Mr."},{"speaker":"And then New Zealand won't be at 05","startTime":2223.748,"endTime":2226.626,"body":"Plumber, you are ranked number"},{"speaker":"And then New Zealand won't be at 05","startTime":2226.688,"endTime":2230.37,"body":"five plumber in Tampa, Florida."},{"speaker":"And then New Zealand won't be at 05","startTime":2230.69,"endTime":2232.47,"body":"Do you want to know who's beating you?"},{"speaker":"And then New Zealand won't be at 05","startTime":2232.58,"endTime":2234.45,"body":"We've just produced a market report."},{"speaker":"And then New Zealand won't be at 05","startTime":2234.62,"endTime":2236.3,"body":"By the way, would you like to see"},{"speaker":"And then New Zealand won't be at 05","startTime":2236.81,"endTime":2239.72,"body":"the most popular app, Copy, in your market?"},{"speaker":"And then New Zealand won't be at 05","startTime":2240.11,"endTime":2242.286,"body":"We're showing them data they've never seen before."},{"speaker":"And then New Zealand won't be at 05","startTime":2242.348,"endTime":2244.258,"body":"So rather than a generic cold"},{"speaker":"And then New Zealand won't be at 05","startTime":2244.294,"endTime":2246.822,"body":"blast, we're leading with value."},{"speaker":"And then New Zealand won't be at 05","startTime":2246.896,"endTime":2248.61,"body":"We're leading with insight, and"},{"speaker":"And then New Zealand won't be at 05","startTime":2248.72,"endTime":2250.52,"body":"people are generally blown away."},{"speaker":"And then New Zealand won't be at 05","startTime":2251.75,"endTime":2255.26,"body":"It's got a CRM aspect to it as well. Yeah."},{"speaker":"And then New Zealand won't be at 05","startTime":2256.31,"endTime":2257.994,"body":"Is there a plan to kind of build"},{"speaker":"And then New Zealand won't be at 05","startTime":2258.032,"endTime":2260.118,"body":"the CRM system out or are you guys"},{"speaker":"And then New Zealand won't be at 05","startTime":2260.144,"endTime":2262.726,"body":"going to be giving integrations into other CRM?"},{"speaker":"And then New Zealand won't be at 05","startTime":2262.798,"endTime":2264.39,"body":"We're building integrations currently."},{"speaker":"And then New Zealand won't be at 05","startTime":2264.5,"endTime":2266.442,"body":"We're building integrations into things like high"},{"speaker":"And then New Zealand won't be at 05","startTime":2266.456,"endTime":2269.698,"body":"level and those kind of places."},{"speaker":"And then New Zealand won't be at 05","startTime":2269.734,"endTime":2272.254,"body":"So, yes, we have an email also outreach"},{"speaker":"And then New Zealand won't be at 05","startTime":2272.302,"endTime":2275.962,"body":"system, but people might want to use ours"},{"speaker":"And then New Zealand won't be at 05","startTime":2275.986,"endTime":2280.79,"body":"and might want to use their own sophisticated."},{"speaker":"And then New Zealand won't be at 05","startTime":2280.91,"endTime":2282.24,"body":"But it's getting better."},{"speaker":"And then New Zealand won't be at 05","startTime":2283.71,"endTime":2285.874,"body":"I think integration with a tool like high"},{"speaker":"And then New Zealand won't be at 05","startTime":2285.912,"endTime":2288.194,"body":"level because high level is primarily a digital"},{"speaker":"And then New Zealand won't be at 05","startTime":2288.242,"endTime":2291.25,"body":"marketing agency tool would be great."},{"speaker":"And then New Zealand won't be at 05","startTime":2291.36,"endTime":2293.482,"body":"My brother ATAR is actually at a"},{"speaker":"And then New Zealand won't be at 05","startTime":2293.496,"endTime":2297.0,"body":"high level mastermind in Dallas right now. Okay."},{"speaker":"And then New Zealand won't be at 05","startTime":2298.71,"endTime":2300.022,"body":"He's having a great time."},{"speaker":"And then New Zealand won't be at 05","startTime":2300.096,"endTime":2303.598,"body":"And what you said earlier, some of these events that"},{"speaker":"And then New Zealand won't be at 05","startTime":2303.624,"endTime":2307.318,"body":"you did and how you co branded your trainings and"},{"speaker":"And then New Zealand won't be at 05","startTime":2307.344,"endTime":2310.15,"body":"stuff like that, that a lot of people already knew"},{"speaker":"And then New Zealand won't be at 05","startTime":2310.2,"endTime":2312.65,"body":"who you guys were and gave you authority."},{"speaker":"And then New Zealand won't be at 05","startTime":2312.77,"endTime":2314.722,"body":"And Author is having a similar"},{"speaker":"And then New Zealand won't be at 05","startTime":2314.796,"endTime":2316.114,"body":"experience in Dallas right now."},{"speaker":"And then New Zealand won't be at 05","startTime":2316.152,"endTime":2317.162,"body":"Even though we're not speaker,"},{"speaker":"And then New Zealand won't be at 05","startTime":2317.186,"endTime":2318.89,"body":"we're just attending the mastermind."},{"speaker":"And then New Zealand won't be at 05","startTime":2319.01,"endTime":2322.79,"body":"But our marketing Department and things we've done with Josh"},{"speaker":"And then New Zealand won't be at 05","startTime":2322.85,"endTime":2326.902,"body":"and other people have kind of accumulated that a lot"},{"speaker":"And then New Zealand won't be at 05","startTime":2326.916,"endTime":2329.422,"body":"of people in that room already know who Athar and"},{"speaker":"And then New Zealand won't be at 05","startTime":2329.436,"endTime":2332.71,"body":"Rep Stack is, and we're having a good time there."},{"speaker":"And then New Zealand won't be at 05","startTime":2332.76,"endTime":2334.5,"body":"So these strategies do work."},{"speaker":"And then New Zealand won't be at 05","startTime":2335.37,"endTime":2337.858,"body":"It's the nicest way to market, to"},{"speaker":"And then New Zealand won't be at 05","startTime":2337.884,"endTime":2340.14,"body":"grow relationships, and you're leading with value,"},{"speaker":"And then New Zealand won't be at 05","startTime":2341.31,"endTime":2343.942,"body":"building a reputation within community."},{"speaker":"And then New Zealand won't be at 05","startTime":2344.076,"endTime":2345.406,"body":"It's a wonderful thing."},{"speaker":"And then New Zealand won't be at 05","startTime":2345.528,"endTime":2347.914,"body":"I love going to events where I just get"},{"speaker":"And then New Zealand won't be at 05","startTime":2347.952,"endTime":2351.622,"body":"to hang out and speak to people like that"},{"speaker":"And then New Zealand won't be at 05","startTime":2351.636,"endTime":2353.58,"body":"because it's just such a nice opportunity."},{"speaker":"And then New Zealand won't be at 05","startTime":2354.69,"endTime":2356.834,"body":"We discussed a bit of marketing."},{"speaker":"And then New Zealand won't be at 05","startTime":2356.942,"endTime":2359.914,"body":"You have some amazing ideas about marketing, and"},{"speaker":"And then New Zealand won't be at 05","startTime":2360.012,"endTime":2363.266,"body":"we also discuss how you are retaining clients"},{"speaker":"And then New Zealand won't be at 05","startTime":2363.338,"endTime":2365.446,"body":"using account managers in your previous companies."},{"speaker":"And then New Zealand won't be at 05","startTime":2365.568,"endTime":2367.15,"body":"But we haven't really talked about sales."},{"speaker":"And then New Zealand won't be at 05","startTime":2367.2,"endTime":2369.91,"body":"Rob, what's your philosophy behind sales?"},{"speaker":"And then New Zealand won't be at 05","startTime":2370.02,"endTime":2372.766,"body":"You guys have a sales Department set up right now."},{"speaker":"And then New Zealand won't be at 05","startTime":2372.948,"endTime":2374.58,"body":"What's going on in there?"},{"speaker":"And then New Zealand won't be at 05","startTime":2374.97,"endTime":2378.082,"body":"So if we talk about our software business, as it"},{"speaker":"And then New Zealand won't be at 05","startTime":2378.096,"endTime":2382.846,"body":"stands right now, the closest thing we have to sell"},{"speaker":"And then New Zealand won't be at 05","startTime":2382.908,"endTime":2386.23,"body":"is somebody I would describe as our customer attention manager."},{"speaker":"And then New Zealand won't be at 05","startTime":2387.21,"endTime":2391.762,"body":"And his role essentially is to make sure that"},{"speaker":"And then New Zealand won't be at 05","startTime":2391.776,"endTime":2395.998,"body":"when somebody comes into our trial, he catches them"},{"speaker":"And then New Zealand won't be at 05","startTime":2396.024,"endTime":2399.886,"body":"during that trial period because it's a new tool."},{"speaker":"And then New Zealand won't be at 05","startTime":2399.948,"endTime":2402.85,"body":"So sometimes the user interface can confuse people."},{"speaker":"And then New Zealand won't be at 05","startTime":2403.02,"endTime":2405.046,"body":"Sometimes they don't know how to get what they want."},{"speaker":"And then New Zealand won't be at 05","startTime":2405.108,"endTime":2407.314,"body":"So his job is to make sure the user gets"},{"speaker":"And then New Zealand won't be at 05","startTime":2407.352,"endTime":2409.522,"body":"what they want during the trial, gets a ton of"},{"speaker":"And then New Zealand won't be at 05","startTime":2409.536,"endTime":2413.64,"body":"value for it, and hopefully becomes a paying customer."},{"speaker":"And then New Zealand won't be at 05","startTime":2414.69,"endTime":2417.154,"body":"Then his job is to make sure"},{"speaker":"And then New Zealand won't be at 05","startTime":2417.192,"endTime":2418.87,"body":"they get success with the tool."},{"speaker":"And then New Zealand won't be at 05","startTime":2418.98,"endTime":2421.574,"body":"So if they start with a small plan, they ultimately"},{"speaker":"And then New Zealand won't be at 05","startTime":2421.622,"endTime":2424.354,"body":"buy a bigger plan because that's how we win."},{"speaker":"And then New Zealand won't be at 05","startTime":2424.392,"endTime":2425.746,"body":"But it's also how we win it."},{"speaker":"And then New Zealand won't be at 05","startTime":2425.808,"endTime":2428.002,"body":"Our success is tied to our customer success,"},{"speaker":"And then New Zealand won't be at 05","startTime":2428.076,"endTime":2430.114,"body":"which is exactly where it should be."},{"speaker":"And then New Zealand won't be at 05","startTime":2430.212,"endTime":2431.878,"body":"If they're getting value out of the tool, if"},{"speaker":"And then New Zealand won't be at 05","startTime":2431.904,"endTime":2434.494,"body":"they're using it well to bring on people, then"},{"speaker":"And then New Zealand won't be at 05","startTime":2434.532,"endTime":2436.8,"body":"they can buy a bigger plan from us."},{"speaker":"And then New Zealand won't be at 05","startTime":2437.25,"endTime":2438.934,"body":"They get more customers, we get more"},{"speaker":"And then New Zealand won't be at 05","startTime":2438.972,"endTime":2440.88,"body":"revenue, and that's what we do."},{"speaker":"And then New Zealand won't be at 05","startTime":2441.63,"endTime":2444.398,"body":"We sell to people who are already in our ecosystem."},{"speaker":"And then New Zealand won't be at 05","startTime":2444.494,"endTime":2445.68,"body":"We still run."},{"speaker":"And then New Zealand won't be at 05","startTime":2447.79,"endTime":2449.87,"body":"We still run part of the webinars."},{"speaker":"And then New Zealand won't be at 05","startTime":2450.91,"endTime":2452.582,"body":"And we find that for us is"},{"speaker":"And then New Zealand won't be at 05","startTime":2452.596,"endTime":2453.818,"body":"a really nice way of doing it."},{"speaker":"And then New Zealand won't be at 05","startTime":2453.844,"endTime":2455.334,"body":"We get to spend an hour somewhere."},{"speaker":"And then New Zealand won't be at 05","startTime":2455.442,"endTime":2459.098,"body":"We get to educate, we get to teach, we get to train, and"},{"speaker":"And then New Zealand won't be at 05","startTime":2459.124,"endTime":2461.922,"body":"we get to make an offer at the end of that webinar."},{"speaker":"And then New Zealand won't be at 05","startTime":2462.066,"endTime":2464.26,"body":"But it's not where nobody can give us any money."},{"speaker":"And then New Zealand won't be at 05","startTime":2464.95,"endTime":2466.742,"body":"What we're saying is, here's the"},{"speaker":"And then New Zealand won't be at 05","startTime":2466.756,"endTime":2468.566,"body":"thing that can get new customers."},{"speaker":"And then New Zealand won't be at 05","startTime":2468.748,"endTime":2470.322,"body":"Go and take a free trial."},{"speaker":"And then New Zealand won't be at 05","startTime":2470.466,"endTime":2473.934,"body":"And very worst, you'll get several hundred prospects,"},{"speaker":"And then New Zealand won't be at 05","startTime":2473.982,"endTime":2475.6,"body":"names that you can use in the future."},{"speaker":"And then New Zealand won't be at 05","startTime":2476.65,"endTime":2478.9,"body":"It's a really nice thing to be able to sell."},{"speaker":"And then New Zealand won't be at 05","startTime":2480.01,"endTime":2482.538,"body":"Joe always says, I do invisible selling."},{"speaker":"And then New Zealand won't be at 05","startTime":2482.634,"endTime":2485.862,"body":"It's selling without selling because there's"},{"speaker":"And then New Zealand won't be at 05","startTime":2485.886,"endTime":2487.6,"body":"no need to actually pitch anybody."},{"speaker":"And then New Zealand won't be at 05","startTime":2487.99,"endTime":2491.234,"body":"The software sells itself when people are in. Yeah."},{"speaker":"And then New Zealand won't be at 05","startTime":2491.332,"endTime":2494.55,"body":"And then in a time where a company like yours,"},{"speaker":"And then New Zealand won't be at 05","startTime":2494.61,"endTime":2499.038,"body":"you do need to make phone calls, 120 phone calls."},{"speaker":"And then New Zealand won't be at 05","startTime":2499.074,"endTime":2500.62,"body":"Is there a plan for that?"},{"speaker":"And then New Zealand won't be at 05","startTime":2502.85,"endTime":2503.874,"body":"Go ahead. Yes, there is."},{"speaker":"And then New Zealand won't be at 05","startTime":2503.912,"endTime":2506.022,"body":"We just started it now and we've started it"},{"speaker":"And then New Zealand won't be at 05","startTime":2506.036,"endTime":2508.714,"body":"with a rep Stack rep, which is fantastic."},{"speaker":"And then New Zealand won't be at 05","startTime":2508.822,"endTime":2510.474,"body":"We're excited about it."},{"speaker":"And then New Zealand won't be at 05","startTime":2510.632,"endTime":2513.582,"body":"So we're going out to the outside world, as"},{"speaker":"And then New Zealand won't be at 05","startTime":2513.596,"endTime":2515.382,"body":"you said, we're eating our own dog food."},{"speaker":"And then New Zealand won't be at 05","startTime":2515.516,"endTime":2519.946,"body":"We're running ad lab jobs finding prospects."},{"speaker":"And then New Zealand won't be at 05","startTime":2520.138,"endTime":2522.402,"body":"And our reps, that rep is calling them to"},{"speaker":"And then New Zealand won't be at 05","startTime":2522.416,"endTime":2525.922,"body":"make sure the right contact information say, hey, we're"},{"speaker":"And then New Zealand won't be at 05","startTime":2525.946,"endTime":2531.954,"body":"running 500 tests on the Google advertisers in the"},{"speaker":"And then New Zealand won't be at 05","startTime":2531.992,"endTime":2534.502,"body":"plural advertising on Google in Tampa."},{"speaker":"And then New Zealand won't be at 05","startTime":2534.646,"endTime":2536.598,"body":"Would you like a copy of the report?"},{"speaker":"And then New Zealand won't be at 05","startTime":2536.744,"endTime":2538.77,"body":"And it's booking a sales appointment."},{"speaker":"And then New Zealand won't be at 05","startTime":2539.87,"endTime":2543.826,"body":"In fact, the very first one came in yesterday, and we've"},{"speaker":"And then New Zealand won't be at 05","startTime":2543.838,"endTime":2546.44,"body":"got a race of four out of five to convert them. Nice."},{"speaker":"And then New Zealand won't be at 05","startTime":2548.15,"endTime":2548.9,"body":"Awesome."},{"speaker":"And then New Zealand won't be at 05","startTime":2549.53,"endTime":2551.682,"body":"I want to interject over here because this is"},{"speaker":"And then New Zealand won't be at 05","startTime":2551.756,"endTime":2554.18,"body":"obviously near and dear to my heart as well."},{"speaker":"And then New Zealand won't be at 05","startTime":2554.51,"endTime":2558.21,"body":"What recently we started doing about three, four months"},{"speaker":"And then New Zealand won't be at 05","startTime":2558.26,"endTime":2562.062,"body":"back is that we really wanted to buckle down"},{"speaker":"And then New Zealand won't be at 05","startTime":2562.136,"endTime":2564.402,"body":"on the type of clients that we're working with."},{"speaker":"And then New Zealand won't be at 05","startTime":2564.536,"endTime":2567.654,"body":"And one of the things that we stopped doing was that"},{"speaker":"And then New Zealand won't be at 05","startTime":2567.752,"endTime":2571.326,"body":"there's always like when as agency owners, when we think about"},{"speaker":"And then New Zealand won't be at 05","startTime":2571.388,"endTime":2574.266,"body":"growing our businesses, the first thing that comes to my mind"},{"speaker":"And then New Zealand won't be at 05","startTime":2574.328,"endTime":2576.454,"body":"is that I need to hire a salesperson."},{"speaker":"And then New Zealand won't be at 05","startTime":2576.502,"endTime":2578.058,"body":"I need to get this person on phone"},{"speaker":"And then New Zealand won't be at 05","startTime":2578.084,"endTime":2580.642,"body":"calls and get him to start dialing."},{"speaker":"And then New Zealand won't be at 05","startTime":2580.786,"endTime":2585.618,"body":"But I tried that in my agency career for 14 years."},{"speaker":"And then New Zealand won't be at 05","startTime":2585.764,"endTime":2587.778,"body":"I can promise you it never worked out."},{"speaker":"And then New Zealand won't be at 05","startTime":2587.924,"endTime":2590.538,"body":"And the only time it works out"},{"speaker":"And then New Zealand won't be at 05","startTime":2590.684,"endTime":2592.954,"body":"is when you're sitting on a goal."},{"speaker":"And then New Zealand won't be at 05","startTime":2593.002,"endTime":2596.406,"body":"Mine of a list like pay per click"},{"speaker":"And then New Zealand won't be at 05","startTime":2596.468,"endTime":2598.482,"body":"ad lapse is going to spit out."},{"speaker":"And then New Zealand won't be at 05","startTime":2598.616,"endTime":2602.35,"body":"And just imagine these are already pre qualified."},{"speaker":"And then New Zealand won't be at 05","startTime":2602.41,"endTime":2606.14,"body":"Like, this just gets me excited because these are not"},{"speaker":"And then New Zealand won't be at 05","startTime":2606.47,"endTime":2609.702,"body":"the type of people Rob and I are talking about."},{"speaker":"And then New Zealand won't be at 05","startTime":2609.776,"endTime":2614.338,"body":"These are not people who are just career cold"},{"speaker":"And then New Zealand won't be at 05","startTime":2614.374,"endTime":2617.202,"body":"callers and they're just sitting like robots in a"},{"speaker":"And then New Zealand won't be at 05","startTime":2617.336,"endTime":2620.154,"body":"dungeon somewhere and doing these calls for you."},{"speaker":"And then New Zealand won't be at 05","startTime":2620.192,"endTime":2622.542,"body":"These people are actually these people have"},{"speaker":"And then New Zealand won't be at 05","startTime":2622.556,"endTime":2625.186,"body":"a potential of become career executives."},{"speaker":"And then New Zealand won't be at 05","startTime":2625.258,"endTime":2628.038,"body":"That's the type of person that we want to bring"},{"speaker":"And then New Zealand won't be at 05","startTime":2628.064,"endTime":2632.43,"body":"to the table to a company like Rob's and these"},{"speaker":"And then New Zealand won't be at 05","startTime":2632.6,"endTime":2638.658,"body":"intelligent people starting out just even today, I believe if"},{"speaker":"And then New Zealand won't be at 05","startTime":2638.684,"endTime":2641.382,"body":"you want to start out at Goldman Sach and you"},{"speaker":"And then New Zealand won't be at 05","startTime":2641.396,"endTime":2644.562,"body":"get an unpaid job, commissions only, you start out on"},{"speaker":"And then New Zealand won't be at 05","startTime":2644.576,"endTime":2648.09,"body":"the floors and you start selling stock like everybody else,"},{"speaker":"And then New Zealand won't be at 05","startTime":2648.14,"endTime":2649.998,"body":"and then you move your way up. Right."},{"speaker":"And then New Zealand won't be at 05","startTime":2650.084,"endTime":2651.582,"body":"And it ends up becoming a"},{"speaker":"And then New Zealand won't be at 05","startTime":2651.596,"endTime":2653.78,"body":"partner, whatever level that may be."},{"speaker":"And then New Zealand won't be at 05","startTime":2654.23,"endTime":2657.318,"body":"When a smart person, the right person comes in as"},{"speaker":"And then New Zealand won't be at 05","startTime":2657.344,"endTime":2660.462,"body":"a sales development rep or what Rob is trying to"},{"speaker":"And then New Zealand won't be at 05","startTime":2660.476,"endTime":2663.598,"body":"do is and they come and they have this gold"},{"speaker":"And then New Zealand won't be at 05","startTime":2663.634,"endTime":2665.586,"body":"mine of data in front of them."},{"speaker":"And then New Zealand won't be at 05","startTime":2665.708,"endTime":2669.402,"body":"Now it's up to them to go through that 100 and"},{"speaker":"And then New Zealand won't be at 05","startTime":2669.442,"endTime":2673.774,"body":"2150 calls a day, make sure they're hitting their targets, booking"},{"speaker":"And then New Zealand won't be at 05","startTime":2673.822,"endTime":2677.154,"body":"one to two discovery calls a day, and maybe even more"},{"speaker":"And then New Zealand won't be at 05","startTime":2677.192,"endTime":2679.4,"body":"depending on the type of data that is spinning out."},{"speaker":"And then New Zealand won't be at 05","startTime":2679.97,"endTime":2681.63,"body":"I think you guys are doing a great"},{"speaker":"And then New Zealand won't be at 05","startTime":2681.68,"endTime":2684.126,"body":"job, especially because of the pay per click"},{"speaker":"And then New Zealand won't be at 05","startTime":2684.188,"endTime":2686.42,"body":"ad lab that I'm just interested."},{"speaker":"And then New Zealand won't be at 05","startTime":2687.29,"endTime":2689.23,"body":"It's a really good tactic."},{"speaker":"And then New Zealand won't be at 05","startTime":2689.41,"endTime":2690.33,"body":"It just works."},{"speaker":"And then New Zealand won't be at 05","startTime":2690.44,"endTime":2694.882,"body":"We're delighted to do with you guys because I'd"},{"speaker":"And then New Zealand won't be at 05","startTime":2694.906,"endTime":2697.422,"body":"say this because it's true, not because you're the"},{"speaker":"And then New Zealand won't be at 05","startTime":2697.436,"endTime":2698.96,"body":"person on the other end of the call."},{"speaker":"And then New Zealand won't be at 05","startTime":2700.19,"endTime":2703.182,"body":"We have awesome data and awesome ability to"},{"speaker":"And then New Zealand won't be at 05","startTime":2703.196,"endTime":2707.178,"body":"collect data, which is highly valuable and makes"},{"speaker":"And then New Zealand won't be at 05","startTime":2707.264,"endTime":2709.482,"body":"prospecting an easier activity to do."},{"speaker":"And then New Zealand won't be at 05","startTime":2709.556,"endTime":2711.006,"body":"Prospecting is always hard work."},{"speaker":"And then New Zealand won't be at 05","startTime":2711.128,"endTime":2712.302,"body":"It's a hell of a lot easier if"},{"speaker":"And then New Zealand won't be at 05","startTime":2712.316,"endTime":2714.32,"body":"you've got valuable data to give away."},{"speaker":"And then New Zealand won't be at 05","startTime":2715.25,"endTime":2717.87,"body":"Leaving with a give, not an ask, it's a lot easier."},{"speaker":"And then New Zealand won't be at 05","startTime":2718.85,"endTime":2721.398,"body":"But then we take that data and repairing it with"},{"speaker":"And then New Zealand won't be at 05","startTime":2721.424,"endTime":2727.266,"body":"a really smart, articulate rep who can lead with value,"},{"speaker":"And then New Zealand won't be at 05","startTime":2727.388,"endTime":2730.662,"body":"leave with a good impression of our business, engage a"},{"speaker":"And then New Zealand won't be at 05","startTime":2730.676,"endTime":2733.002,"body":"prospect, think on their feet, and book a call."},{"speaker":"And then New Zealand won't be at 05","startTime":2733.136,"endTime":2738.25,"body":"And those two things together, it's a really powerful combination"},{"speaker":"And then New Zealand won't be at 05","startTime":2738.31,"endTime":2740.574,"body":"that we're in the early days of testing it."},{"speaker":"And then New Zealand won't be at 05","startTime":2740.612,"endTime":2743.322,"body":"But hey, at the moment, as I called up today, we"},{"speaker":"And then New Zealand won't be at 05","startTime":2743.336,"endTime":2746.12,"body":"have one from one, and I'll take that all day long."},{"speaker":"And then New Zealand won't be at 05","startTime":2746.81,"endTime":2747.522,"body":"It's awesome."},{"speaker":"And then New Zealand won't be at 05","startTime":2747.596,"endTime":2748.65,"body":"I love it."},{"speaker":"And then New Zealand won't be at 05","startTime":2748.82,"endTime":2750.226,"body":"Rob, it's been a pleasure."},{"speaker":"And then New Zealand won't be at 05","startTime":2750.358,"endTime":2754.362,"body":"I think I would love to have some kind of"},{"speaker":"And then New Zealand won't be at 05","startTime":2754.556,"endTime":2758.514,"body":"joint venture on a webinar where we can kind of"},{"speaker":"And then New Zealand won't be at 05","startTime":2758.552,"endTime":2761.646,"body":"host it and have you guys come in and maybe"},{"speaker":"And then New Zealand won't be at 05","startTime":2761.708,"endTime":2764.994,"body":"walk us through on the basics of an incredible list"},{"speaker":"And then New Zealand won't be at 05","startTime":2765.032,"endTime":2769.87,"body":"building because that's every single one of our clients."},{"speaker":"And then New Zealand won't be at 05","startTime":2770.05,"endTime":2773.862,"body":"I can promise you we all can use a better quality list."},{"speaker":"And then New Zealand won't be at 05","startTime":2773.996,"endTime":2776.718,"body":"And what better way of doing it"},{"speaker":"And then New Zealand won't be at 05","startTime":2776.864,"endTime":2779.074,"body":"than with pay per click ad labs?"},{"speaker":"And then New Zealand won't be at 05","startTime":2779.242,"endTime":2781.422,"body":"I'd love to have something scheduled in the"},{"speaker":"And then New Zealand won't be at 05","startTime":2781.436,"endTime":2784.222,"body":"future and get that out to our audiences."},{"speaker":"And then New Zealand won't be at 05","startTime":2784.306,"endTime":2787.64,"body":"I think it will be incredible for me."},{"speaker":"And then New Zealand won't be at 05","startTime":2788.81,"endTime":2789.73,"body":"It's been a pleasure."},{"speaker":"And then New Zealand won't be at 05","startTime":2789.79,"endTime":2791.278,"body":"My friend Michael."},{"speaker":"And then New Zealand won't be at 05","startTime":2791.314,"endTime":2794.946,"body":"I knew these conversations from time to time."},{"speaker":"And then New Zealand won't be at 05","startTime":2795.128,"endTime":2797.01,"body":"It's been incredible learning about your"},{"speaker":"And then New Zealand won't be at 05","startTime":2797.06,"endTime":2799.438,"body":"journey, a very unique journey."},{"speaker":"And then New Zealand won't be at 05","startTime":2799.594,"endTime":2802.686,"body":"And a lot of times I can relate to you."},{"speaker":"And then New Zealand won't be at 05","startTime":2802.808,"endTime":2806.07,"body":"And a lot of times there are exciting things"},{"speaker":"And then New Zealand won't be at 05","startTime":2806.12,"endTime":2809.694,"body":"that you mentioned that when things get going, they"},{"speaker":"And then New Zealand won't be at 05","startTime":2809.732,"endTime":2812.358,"body":"really get going right when you least expect them."},{"speaker":"And then New Zealand won't be at 05","startTime":2812.504,"endTime":2813.44,"body":"You know what?"},{"speaker":"And then New Zealand won't be at 05","startTime":2813.89,"endTime":2814.974,"body":"It's one of those things."},{"speaker":"And then New Zealand won't be at 05","startTime":2815.012,"endTime":2816.402,"body":"It would be really easy to come on"},{"speaker":"And then New Zealand won't be at 05","startTime":2816.416,"endTime":2819.514,"body":"a call like this, tell a wonderful narrative"},{"speaker":"And then New Zealand won't be at 05","startTime":2819.562,"endTime":2821.466,"body":"story how we did this, we did that."},{"speaker":"And then New Zealand won't be at 05","startTime":2821.528,"endTime":2823.042,"body":"We did that, and it all grew."},{"speaker":"And then New Zealand won't be at 05","startTime":2823.186,"endTime":2824.72,"body":"What a brilliant plan."},{"speaker":"And then New Zealand won't be at 05","startTime":2827.79,"endTime":2828.934,"body":"Nine times out of ten."},{"speaker":"And then New Zealand won't be at 05","startTime":2828.972,"endTime":2829.934,"body":"That's not the truth."},{"speaker":"And then New Zealand won't be at 05","startTime":2829.982,"endTime":2831.142,"body":"We make the best."},{"speaker":"And then New Zealand won't be at 05","startTime":2831.276,"endTime":2834.706,"body":"We have the information we have at the time, and"},{"speaker":"And then New Zealand won't be at 05","startTime":2834.888,"endTime":2838.44,"body":"we back ourselves to make our next best bet. Yeah."},{"speaker":"And then New Zealand won't be at 05","startTime":2839.19,"endTime":2840.66,"body":"Oftentimes we're not."},{"speaker":"And then New Zealand won't be at 05","startTime":2842.31,"endTime":2844.62,"body":"That gets us to where we're supposed to be."},{"speaker":"And then New Zealand won't be at 05","startTime":2845.61,"endTime":2850.138,"body":"That's my belief on it that the stories are"},{"speaker":"And then New Zealand won't be at 05","startTime":2850.284,"endTime":2853.138,"body":"very rarely as clean and as neat and as"},{"speaker":"And then New Zealand won't be at 05","startTime":2853.164,"endTime":2855.79,"body":"high as people would have you believe. Yeah."},{"speaker":"And then New Zealand won't be at 05","startTime":2855.96,"endTime":2856.99,"body":"So true."},{"speaker":"And then New Zealand won't be at 05","startTime":2857.16,"endTime":2859.27,"body":"Rob Warner, thanks for joining us today."},{"speaker":"And then New Zealand won't be at 05","startTime":2859.32,"endTime":2860.7,"body":"It's been a pleasure, sir."},{"speaker":"And then New Zealand won't be at 05","startTime":2862.77,"endTime":2864.314,"body":"And we'll keep you updated."},{"speaker":"And then New Zealand won't be at 05","startTime":2864.482,"endTime":2867.926,"body":"This has been the virtual assistant the agency growth machine"},{"speaker":"And then New Zealand won't be at 05","startTime":2867.998,"endTime":2871.978,"body":"podcast by Azar Sadiqi co founder at rep stack if"},{"speaker":"And then New Zealand won't be at 05","startTime":2872.004,"endTime":2875.042,"body":"you like today's episode, you can find more and subscribe"},{"speaker":"And then New Zealand won't be at 05","startTime":2875.126,"endTime":2877.97,"body":"at rep stack co thank you for listening."}]}