This week Podcast of Champions hosts Ryan Abraham and David Woods are back at it discussing the breaking news that Washington State has fired head coach Nick Rolovich and four of his assistant coaches for cause because they failed to follow the state mandate and get vaccinated. They discuss where this Cougars program goes from here and how Rolovich's conspiracy brain won out over logic and common sense, throwing away his $3 million yearly contract to coach football. Dave and Ryan also try to make sense of this crazy Pac-12 conference where each week the No. 1 team in our Power(less) Rankings loses its match-up, the latest being Arizona State blowing a 21-7 lead on the road against Utah. The guys talk about that game and the other week 7 contests including the showdown of the century, No. 12 Arizona getting absolutely boat-raced on the road against No. 11 Colorado. The crew also preview and make their picks against the spread for week 8 with two programs, USC and Washington State, playing out of conference foes and two others, Arizona State and Stanford, enjoying BYE weeks. And as always they spend time answering all of the questions the listeners manage to send in, including text messages and voicemails! Don't forget to make your POC Survivor Pool picks this week at this link. Please subscribe, give the POC a five-star rating and post a review on Apple Podcasts! The best five-star review each week will win a $100 gift card from Jockey! Sound off about Pac-12 football in our Podcast of Champions Reddit page! Send us a text or leave us a voicemail by texting or calling (424) 532-0678 or you can email us at email@example.com. Learn more about your ad choices. Visit megaphone.fm/adchoices
It's Monday and the Vikings are back at .500 and very much alive [at least at times]. Your Minnesota Vikings defeating the Carolina Panthers in overtime. It is now onto the bye week, but before that, let's talk how the Vikes offensive put 571 yards on the 2nd ranked defense in the league, more than doubling what they were allowing this season to date. That builds confidence. The defense had a decent day except for the two fluky plays on the final drive that the Panthers tied it up. They are steadily getting good, especially after the first two games. That too, builds confidence. Then take clutch Kirk Cousins making things happen when it is most needed. That pass to KJ Osborn for the walk off win was in the perfect spot. Old Kirk would would have checked down, but he now has trust in his WR3 to make the play. That's confidence. Other talking points for tonight's show: - Christian Darrisaw's performance . - Bye week fixes. - Mike Zimmer coaching decisions. - A look ahead to the next 4 weeks. - State of the roster at the bye. - Players of the game. Fan with us!!! Tyler Forness @TheRealForno, and Deshawn Vaughan @vikingsfans16, with special guest Jared Feinberg @JRodNFLDraft from Blue Chip Scouting @BlueChipScout and @draftnutpodcast. In the truck is Dave Stefano @Luft_Krigare producing this @Climb_ThePocket Network's & @DailyNorseman's production. Learn more about your ad choices. Visit podcastchoices.com/adchoices
After the BYE week, the Boys are ready for another Beaver game with Utah coming to town! The recap last week in Beaver sports, Pac12 football scores, they look forward to Week 8, the Beaver game against Utah, this and Beej continues his bad date stories with the Tale of the Chicken Girl! Enjoy!
Episode fifty-two of fifty-two; as the saying goes, all good things must come to an end, even fave podcasts… The past twelve months have been quite the broadcasting adventure, and we're thankful for all our gentle listeners for sharing the oddity of the journey with us; joining us on the porch, along with assorted local (and vocal) wildlife, each and every week. With varied perspectives from both sides of the pond, we've touched on a truly diverse array of topics: music, first cars, television, movies, first jobs, vacations, museums, and much more - even a couple of daring episodes recorded in a smoke-filled kitchen. So, from Steve, Kevin, and John, we bid you farewell... for now. True, the podcast has completed its intended journey [albeit via an exceedingly rambling road - Ed] but, who knows, perhaps Matchett and the Other Guy will resurface in another dimension? And... on that wildly emotional cliffhanger, we say "stay tuned and stay well." Bye! If you would like to leave feedback, please email us at firstname.lastname@example.org or rate our episode on your favorite podcasting app!
The Steelers are 3-3 heading into the Bye, thanks to TJ Watt's heroics last night at Heinz Field - he was a man possessed, punching out footballs and tallying sacks, a constant presence in the Seattle backfield, everywhere really. Offensively, there were some strides made but Stan Savran doesn't seem to feel the same sort of progress was made last night compared to the past few weeks. Tim Benz and Gerry Dulac take a look at the odd personnel decisions the Steelers made on both sides of the ball, including increased playing time for both Robert Spillane and Ray-Ray McCloud
Black On Both Sides Episode #131 The Bi in the new Superman is not short for Bionic. As this enrages some comic book fans, not everyone agrees that this is an issue. Remember, that not so long ago, the culture wasn't ready for a black Spiderman or even a black Storm Trooper. In an age of inclusion and diversity, is it a problem that our kids will grow up with gay super heroes? Or is all of this a non-issue? If you are a fan of Superman comics, are you willing to adjust your beliefs? If not, are you willing to give Superman up altogether? Bye, Superman #BOBS131 Support the show by paying your laugh tax or becoming a premium subscriber HERE Get Show merch here: MERCH
Iowa dropped their first game of the season, and it hurts for all of Hawkeye nation. Come grieve with the Walkons and lets have some Hawk therapy trying to figure out how we turn this thing around. We identify what we believe the problem to be on Offense. Hint, it isn't the QB this time around, and try to pinpoint how they get better from here. We also talk Defense as Kevin tells us why its much easier said than done when it comes to defending Purdue and David Bell(he just scored again). We talk about plenty more as well before we finish with discussion of how this will sit in the minds and hearts of the players as they enter a much needed Bye week for themselves.
Best Neighbors Podcast Ep 357 "Starring Michael J. Fox!" We're feeling all the Autumnal feels, Neighbors. Hope you are, too. This week, we talk about our usual RHOP/RHOSLC/ & RHOBH reunion, pt 1. We also tackle Halloween Kills; What Happened, Brittany Murphy? Wild Crime; Buried, & a true-crime podcast rec to boot. We also continue our frustration over The Morning Show, plus a lot of New York/fall movies. Thank you for listening to the Best Neighbors Podcast Be sure to Like our Facebook Page! You can subscribe to our show on Apple Podcasts! We are on Twitter @bestneighbors On Instagram find us at Best Neighbors Podcast Email us at email@example.com Send us a message if you would like stickers and/or a pin! Bye neighbors!
Flex Shane is joined by Flex Mike to discuss Week 6 of the NFL Season. The Bye weeks have arrived. Are YOU ready? We also share our top #FLEX Plays of the week. Follow us on Twitter: @theflexnetwork1 @Flexmike11 Get some Flex Network Swag: https://brainbustertees.com/other/fle... #FLEX #NFL #FANTASYFOOTBALL
The Snap! Fantasy Football Podcast is back with an episode packed full of NEW Segments! The boys react to Thursday Night Football and the fallout of all the injuries and BYE weeks going into week 6! Mack & Lando get into some News & Notes following a week of injuries and COVID IR Players and the importance of trading for DEPTH at this time of year. The boys finish off the show with some FAKEOUT or BREAKOUT Players going forward into the 2021 season! Want to be a part of our fantasy community? Need advice for your drafts, trades, and upcoming waivers? Join our DISCORD group by following the attached link to get year-round advice FOR FREE! https://discord.gg/ZMVQkVefN3 Subscribe to us on YouTube! & Leave a Review on Apple Podcasts! If you've been listening for a while, please leave us a review wherever you get your podcasts! If you're new to the show, hit that subscribe button. It's free to you and means the world to us!
Next Week Tonight is the fantasy football show that keeps you a week ahead of the competition. Breakouts to add before they break out, streamers for the upcoming tough Bye weeks and trades to make before everyone else figures it out. --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app
Welcome back to a Sorta Star Wars podcast! New guest, Fabian, joins the podcast today to talk about Star Wars' new Anime show, Visions! We have mixed feelings about the show, but ultimately enjoy anything Star Wars! Enjoy! Thanks for listening! Be safe. Be courteous. BYE! If you'd like to support the show and be entered to win the monthly contests, visit our Patreon at patreon.com/sortastarwars Thanks everyone for your support! *This podcast is a production of Ryit Media and is hosted by Ryan Lehman (@sortastarwars) **To hear other podcasts hosted by Ryan Lehman, search "Ryit Media" on any podcast player or find the links here: Granny Shiftin': THE fast and furious podcast: https://link.chtbl.com/ipk12aZ_ Dad Reads Books: https://link.chtbl.com/q_7bYUCz AND NOW Silver Screen and Television Dreams: https://link.chtbl.com/djA5v-LB
Sometimes, our relationships can hold us back from making crucial changes in our lives. We don't want to outgrow them, so we end up sabotaging ourselves: whether it be through food, drugs, alcohol, reckless behavior, and the like. My name is Dr. Debi Silber, and welcome to another exciting episode of A Dose of Dr. Debi. Today, I'll be discussing how you can stay connected with people who make you feel safe and comfortable while achieving personal growth and development. In This Episode Find out how sabotaging yourself begins Recognize self-sabotage and how it manifests Learn how to make changes that help you move forward Transcription Hi there, Dr. Debi here. Welcome to another Dose of Dr Debi. Today I want to talk about sabotage and I want to talk about a specific way we sabotage ourselves. This is something I see all the time. I see our members within The PBT Institute do it. I see friends do it. I see family members do it and I've done it myself. And I want to bring it up because if you know what you're doing here, you can you can make some changes that'll really help move you forward instead of keeping you stuck-it's all about moving forward instead of keeping you stuck. So, I did two TEDx talks. The first one was about sabotage: Stop Sabotaging Yourself, and I remember seeing this so often with a lot of clients back then, and it really got me thinking about how we sabotage ourselves to prevent outgrowing a certain relationship, whether it's with a partner, with friends, with relatives with whatever. It happens so often so I want to talk about it to see if you're doing this because if you are, I want you to know about it so then you can make some changes. What happens is, there comes a time where what used to work doesn't work anymore. What used to fit doesn't fit anymore. What used to make sense doesn't make sense anymore. It's like that little tap on the shoulder we get. It's like, “Hey, time to make some changes.” And here's where we use things like food, drugs, alcohol, work, tv, keeping busy, reckless behavior to numb, avoid and distract ourselves from that voice, from that noise. Why? We don't like change. We have it all figured out. And if all of a sudden we address that we fear, well that's going to, invite all of these questions, all these questions will invite all this change all this change will shake up everything that I've figured out already. So, we'd rather not. Instead, what we do is, we use those things to numb avoid distract yourself. It's really funny, it's almost like (now I'm totally dating myself), but remember when you were a little kid if you're 50 and above, I guess, I don't even know maybe young people still do this, who knows. But, when I was little, if someone said something I didn't want to hear, you know, you stick your fingers in your ear and you're like; “La, la, la, I don't hear you. Well, when we use food, drugs, alcohol, work tv keeping busy, reckless behavior, that's the adult version of that same game. But, you can't very likely go into your boss's office and he or she is asking you to do something you stick your fingers in your ear, and say; “La, la, la I don't hear you.” It really may not be the most mature thing, if you do that with your friends or your partner. So what we do is, we sort of stuff it, and we just handle it. But then there comes a time where the voice gets louder and louder. So the stakes get bigger and bigger. So if it used to take one glass of wine, now it's taking two. If it used to take a few cookies, you're eating a whole sleeve of cookies. If it used to take one show, now you're binge watching the whole series, One shopping spree, now it's double the price, whatever it is for you. And the stakes, the stakes get bigger and bigger and bigger until and unless you do something about it. Then there's that moment where you realize, “Okay, it's time to grow, it's time to change.” What does that look like, what does that feel like? Now you're on this path, and you're exploring and you're doing new things. It's like a kid in a candy store, If you remember the first time you ventured into the personal development world or the world of spirituality or something that- it was just so new and interesting for you. You just took to it and you just kept going and going and growing and growing. But what happens is, the people around you may not. And then you're in sort of a little bit of an odd predicament here because they haven't changed. It's not them, it's you. You're changing, we can even see this, we even see this with changes in your eating habits here you were you had your food buddy, and you and your food buddy we're having nachos and margaritas and all of a sudden you're on this healthy eating plan. Well, two things going on with your food buddy now. They're worried, they're afraid. First of all, now they have to look at what they may or may not be doing right or may or may not be willing to do. And there's this little fear of abandonment- if you're off in this new direction where does that leave them? So there is a lot going on, but what happens is were off in this new direction and it feels good. So for those of you who are watching we're going to explain what I'm doing with my hands. Those of you who have seen lots of my talks you've seen this over and over. So here we are, and then all of a sudden we rise (and I'm raising my hand) , both hands were level, and now I'm raising one hand so we are improving physically, mentally, emotionally, psychologically spiritually, but the other person is right here, and we don't want to outgrow them. We fear; “Oh, where are my people, where are my friends, where are my partners, were my coworkers? So do you know what we do? We sabotage ourselves, (and what I did was I brought my hand right down.) And so we sabotage ourselves but you know what, we like it up here (and I raised my hand up again.) This feels good. This feels like where we want to be, but all of our people haven't changed, it's us, so we keep sabotaging ourselves so that we don't outgrow them. But you know what happens as we go? (and I'm moving my arm up again my hand up again.) Now we're like, Well why don't they do this? (I'm raising my other hand.) Well, because that's not what they're ready for just as before you are ready you weren't ready for it. So inevitably, what happens is we do this, (I'm raising up that arm,) and the other people is here. And then we sort of get this weird dynamic where we're like; “Oh, I don't seem to resonate with you anymore” and they're looking at you like; “What the heck happened to you?” So, what we really need to do and the way that it prevents this sabotage, (because we don't want to be alone here), we don't want to outgrow our tribe, our group, our community, whoever we've felt so comfortable and safe with. So, instead of sabotaging ourselves so that we don't outgrow them what I have found in my 30 plus years of coaching is one of the simplest ways to manage this. You continue to do the work, don't let anything stop you, but here's what you need to do, so that you don't fear outgrowing these people. Your goal, as well as doing the work is you need to find people at this new like-minded level you're seeking. So whether that's in certain groups, certain mastermind groups, people who read the same books, that have the same hobbies, have the same interest, whatever it is, it doesn't even make a difference. The idea is, if you seek out those people as you're doing that work, and then you meet up with these new people, you don't fear the; “I don't have anybody, I feel, only a loss.” What then happens is you continue to do the work, you now are part of a group, and a community, and like-minded people that get you, that understand this unique language you speak. For example, I have an online business, and that is a completely different language for a lot of other people. So having like-minded people who understand that it's a different it's a different conversation. But what happens is when you take care of that up here, you don't fear the growth. You also take the pressure off the people here, so you can love and appreciate them for who they are and where they are. You can love when you see them and connect the way you did before. If that still resonates if not that's, that's okay too. But because you're not alone in the stratosphere here with your new ideas and new thoughts and your new everything, it's not as scary and it takes the pressure off of who you feared, leaving behind here. For example let's take that food buddy, so here you are here was your food, buddy. You were meeting every week and, and, doing your thing, and now all of a sudden you're exploring healthy eating and this and that and you are loving it, you're learning about all these new things and meeting up with all these new people who share the same ideas about food and community. You join all these groups about healthy eating this and that, and you love it. Well you know what? Now that you have this group and it's satisfying that need, when you see this person who still was your previous food buddy, of course you want them to join you, but you don't feel the pressure that I have to sabotage myself in order to stay connected with this person. You can love and appreciate them for who they are and where they are. Now that's not to say if at some point along their journey when they're ready, when they're willing when they're able, they won't do the same thing, but that's completely on their terms. I just found that we do sabotage ourselves so often, because we worry oh I'm going to make all these changes and what happens to that connection. Well, when we take care to make new connections, we're not just sort of headed off in this new direction without a clue of where we're headed, and at the same time, it takes pressure off of the connections that we had. Now it's a bit different when we're talking about a romantic relationship because that's a whole different story and maybe I'll do a whole other topic on what happens when you are doing the work, to heal or just to grow physically, mentally, emotionally, psychologically, spiritually and that person is stuck right here that's step one. That's step one. And it depends on what the need is here, is it just that you love and appreciate this person for where they are but they don't have similar interests, so you find people here, where you can? Let's say, explore new interests, that don't damage the relationship or whatever it is? That's a whole very different experience, but something that we can take on for another day. What I wanted to be sure I shared was it when you have that group, when you seek out these people, these like-minded soul warriors- whatever you want to call them, you don't fear the growth as much, because you have your people, it takes pressure off of the old group, and you don't feel so alone. So I hope that I hope that helps. Out of the two TEDx talks I did, this would be more aligned with that first one what we just talked about Stop Sabotaging Yourself so if it serves, definitely watch that watch that TEDx talk. If you haven't taken the healed or hardened quiz, you're going to want to do that because we will show you which force of nature you are, you'll know exactly out of the five Stages from betrayal to breakthrough which also resonate to just an old set of lingering beliefs that no longer serves other types of traumas, it really works for a lot of them. Take the quiz and you're going to see where you land. And of course, share the podcast with anybody who would benefit from this information so healed or harden quiz, go take the quiz and stop sabotaging yourself. I'll see you next time. Bye. Resources Mentioned PBT Podcasts Healed or Hardened Quiz TEDx talks Stop Sabotaging Yourself Post Betrayal Syndrome Quiz PBT Institute Membership Community Trust Again: Overcoming Betrayal and Regaining Health, Confidence and Happiness Trust Again Free Gift healedorhardenedquiz.com
On this edition of the SCB Steelers Podcast presented by DEK Roofing Inc of South Florida.... Ben returns! The blunt-talking, Ravens hating man is back after he was finally able to get away from work... We discuss the sudden emergence of the Steelers' offense in Sunday's win... What was different from previous weeks... Moving on without JuJu Smith-Schuster... With the BYE week looming why is this game so big on Sunday Night... Thoughts on Renegade... Can the defense survive if James Pierre has to be the full-time boundary corner... And a whole lot more!!
Welcome back to Sinclairity A Dinosaurs Tale! Guess what? This is a bonus episode. It is somewhat about the show Dinosaurs but mostly just an outlet allowing hosts Tim and Ben advertise the upcoming Sinclairity live show on Oct 26th in St. Pete, FL. Here are some alternate titles for today's episode in lieu of not wanting to write a real description: Sorry Less Than Jake, Greased EP, Reel Big Zach, Leftover Cumtown, Cumtown's Most Wanted, What Even Is Cumtown, and If You're a Flappy Bird I'm a Flappy Bird. Bye, lovers. https://blacklivesmatters.carrd.co/ https://anti-asianviolenceresources.carrd.co/ http://tinyurl.com/k9y9wxk7
Join Jerry for a full list of updated injuries. Bye weeks are here! We‘ll go over some streaming options to bolster your roster with fill in players. Then we tackle some names that are widely available but might be after this week's games. Twitter @ffknowitall firstname.lastname@example.org www.skullkingsports.com --- Support this podcast: https://anchor.fm/jerry2046/support
Hi, my name is Howard. Will you marry me? What you mean you'd like to get to know me first? Well, if you think that's really important. Hey, guys, today on the Land of NBA podcast, David and I are going to go delve into the third of five critical skills that all land investors must master relationship building. You can't ask people to marry you on the first date, and land business relationships are built on the phone. Those who master building, trust and rapport over the phone will be able to go from a ho hum land investor to land closing machines. Let's Connect For coaching and courses go here - https://www.land.mba Instagram - https://www.instagram.com/land.mba/ Facebook - https://www.facebook.com/mylandmba Excellent. Excellent. Dude, I got to tell you the other day I sold a property, but this guy, this customer was so combative when I got him on the phone, I didn't even know why he called me. He was really kind of irritating guy. But you know what? By the end of the call, bada boom, bada bing made the sale and awesome. Just just a matter of doing what God use and what God gave me two years in one mouth and just listened. Asked a few open-ended probing questions here and there and let him talk. And then, you know, after we built some rapport, he trusted me and it was like, Yeah, let's do the deal. So sweet money in the bank. Exactly. And that aligns with our topic today. And what is that relationship building? So we're talking about this is the second. Wait a minute. Is this a dating podcast? What do you have in mind, sweetheart? Ain't going to happen, buddy. Let's set expectations early. You broke my heart, Howie. I'm sorry. We all have our likes and dislikes. I just don't do bald guys. All right, well, there's there's plenty of women out there who do so, you know. All right. I digress. So we're building on the five bullet points of the the five skills that you need to pay the bills in this business. And the second one in our order is relationship or rapport building. And that is essentially the art of persuasion, its sales, whether you're talking to a seller or a buyer. Absolutely. It's a really important topic and it's make or break in this business because someone's business is done on the phone with people that you never actually meet. So being able to build a strong rapport with people that you don't even meet face to face is a great great is a great, great skill set to have you got to have it, actually. But before we get too deep into it, I just want to say if you love the land business as much as we do and you want to continue to hear more of the deeper, unadulterated insights we strive to provide on this podcast, please subscribe rate and review on YouTube. Your favorite podcast app or wherever you're hearing is from. It really helps us to provide great content for free. And even if you don't love it, if you're just coming back every week, every week because you just got nothing better to do. My God rate review and subscribe. Leave a comment. Do something I can't tell you how much it means to us, and we are very committed to continue continuing this and providing not just surface level stuff, not just we don't want it. This is not about sales. This is about sharing knowledge. So please help us out. And we certainly are going to do our very best to help you out as well. It's not about sales ploy. Oversold that one, I'm telling you. Well, you know, if we provide something you want and you know you, you know, there's a good exchange of value. I'm not above that. But you know, first and foremost, we want to share a great valuable content. Excellent. All right, Matt. So why is rapport or relationship building important? Yeah, it's absolutely essential because there's two things that I think are absolutely critical before a sale is even possible. And that is one until somebody knows you and you're still you until you establish a little bit of rapport. There is a lack of trust, and no one is going to do a deal worth hundreds, thousands or tens of thousands of dollars with somebody where they have not established some level of trust. Now, with bigger businesses, it may it may take less because trust is built through the branding process. You know, they know the company, they know the brand, the brand is credible and that their people are going to do what they say they're going to do and that there are ways to deal with it if they don't. But when you're dealing with situations like this, people often worried about being scammed, that's always the big word that they're worried about. So you've got to build trust between yourself and them so that they will feel confident to do the deal with you. But trust isn't always enough. They also need to like you because there's this great saying that says all things being equal, people would rather do business with people they like and all things not being equal. People would rather do business with people they like like. So it's really important that they like you and trust you because now and all that's doing is creating an environment where a sale can happen. I mean, obviously, you still have to provide something they want at a price that they're willing to pay for it. But now you've at least set the stage where a sale can exist without relationship building. The stage is not set. Yeah, exactly, I mean. And but just a side note, folks, we are intermixing the sales side and the buy side because it's the same thing you're you're persuading someone to sell to you and you have to so and your and your persuading somebody to buy from you. So it's the questions might be a little bit different, but it's the exact same process. So which we're going to get into a little more details. It's essentially a sales process. And so the key to these conversations is, you know, open asking open ended questions. So, Howard, good explanation of why it's important. I totally agree. When is it important? I guess there's I never really like using superlatives in any conversation like never, always would ever. But this is a case where it actually makes sense. The answer is always. And it doesn't matter who you're working with. I mean, whether you're dealing with sellers, buyers, title companies, county people. At the end of the day, we're always having an engagement with somebody where, you know, we there's an exchange of value or we need something and it's their job to give it to us. But still, the the pace, the quality of of of those conversations is all based upon relationship. You know, they always say you can catch more bees with or more flies with honey bees with honey. I don't know. It's something like that. I feel like George W. Bush right now. It's like I'm screwing up my my clichés. But at any rate, it's true. At least you don't say nuclear. So at any rate? No, no. What did he say? He goes, You know, fool me once. Shame on me. Fool me twice. Shame on. Will you get the idea? It's almost actually. That was almost a Biden ism, the way he said. Yeah. The thing, the thing. The thing. Let's not digress. So, yes, the answer is always sellers. Excuse me. All right. Yeah, exactly. So I think now. All right. So let's get into some of the, you know, the questions that we're going to ask. Let's let's let's talk about sellers first and then buyers. But what are some of the questions you might start with to build trust with a seller? So I think the first thing is sometimes we just answer the phone, sometimes we let everything maybe go to voicemail or to an answering service, so by the time we call them, we're actually calling them, they're not calling us. So the first thing we have to do is we have to introduce ourselves. This is who I am. This is why I'm calling. Well, sometimes they're happy to hear from us, and sometimes they're not, but how we start the conversation kind of sets the tone for everything. So, you know, obviously we want to be positive. We want to be upbeat, but not over the top, because that may not sound sincere. And so I think a clear statement of who you are, why you're calling. But then what I think happens very quickly in these conversations, whether it's on the buy or sell side, is if the other side because you haven't built rapport yet, you haven't built trust yet. They jump right into the facts, you know? Tell me about the property. Tell me the speeds and the feeds in the acreage and you know, the zoning or the price. We're focusing on sellers right now. Yeah, yeah. So they're going to they're going to focus on the price that's usually going to be the big thing for them. Now the trick, I think for the way I try to do it is I don't let them control the conversation. I control the conversation, but not in a controlling way. I don't want them to feel like I'm controlling the conversation. So let me just interject. That would be called leading. You're leading. Leading. Exactly, yeah, leading leadership is a good thing. So, yeah, so I mean, I get in and I'm like, you know, hey, I definitely understand that price is going to be the big issue here and and we're absolutely going to get to that. But before we do, I just can I ask you a couple of questions and I say, can I ask a couple of questions? Because that gives them the feeling of control, even though I've taken them off their their game and switch the conversation in the direction I wanted it to go. Yeah. And and then and then I'm going to start asking questions what what we really need to do at this stage of the conversation. What we really need to accomplish is we need to not present ourselves as a business, but as a person. I mean, even in large corporations, people don't do business with corporations. They do business with people, right? You know, I bought it because my sales guy was fantastic and I trusted him and I know he was going to make happen on the other side, whatever I needed to do. People want to do business. People do business with people. And so how do we make ourselves more human? I mean, there's so many ways. One is we just ask some questions that really have nothing to do with the property and really just to do with getting to understand each other a little bit. And for me, what I'm really trying to do is as quickly as possible is I'm trying to find something that I can have in common with this person. These are some crazy times in the real estate field. Demand is high. Inventory is low. If you're a realtor, a wholesaler or house flipper, you've probably noticed how hard it's become to find quality deals. This is why so many in our industry are looking at land as an outstanding way to add new revenue streams to their portfolio. If you're listening to this podcast, you already know that land is a relatively unknown niche of the multibillion dollar real estate market with huge profit potential. Seriously, what other business delivers 200 300 a thousand percent return on investment deal after deal? It seems hard to believe, but land really returns 100 to 300 percent commonly and sometimes over a thousand percent deal after deal and in the age of COVID. Demand for land has never been higher. Many of our students have already created new revenue streams with land and added six figures to their incomes. We've had clients who have achieved multiple six figures in their first year of business. Another pay for all his coaching and pocketed 15 grand on his first deal. 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If you're ready to build a six figure income with the freedom of being your own boss, go right now to W W W Land MBA Fortune. That's W W W Land MBA Fortune. Let us help you create your next path to wealth. So I might just say, where are you calling from? Maybe it's a location based question or, you know, how's the weather out there? Or, Hey, you know, are you know, oh, you're from New York Giants fan or a Jets fan? Oh, you're you know, I'm just using some places near me. Oh, you're from New Haven Haven. Everything's about pizza. Are you a Pepys fan or a Sallies fan? You know, this is the big two big piece of places, but whatever it is, it doesn't matter. It's about saying something and getting them talking about us to kind of talk about something that they relate to or care about or have an interest in. It's got nothing to do with the land so that we can develop that personal relationship. Absolutely. It's and and that conversation may lead down another road. It may be may lead to other talking about your family or your kids or your pet. Yeah, you're a dog, guy. I'm a cat guy, but I, you know, whatever. Stuff like that, and you start to build that report. And so it's very important, even though you know you should have a. If you're out and about and you're taking calls or returning calls, you should have your primary script available, you know, print it out if you're in the car. A lot I used to when I was doing this business part time and I was in sales. I would. I was in a car all the time, so I would, you know, I'd have it on my phone, but I always I'd always have printed sheets of my script, so it was ready. But you have to practice so that it becomes conversational. You don't want to sound scripted because then if the conversation goes off your script, you're screwed. It's like, you know, a president. We know when he goes off teleprompter and it can go really bad. But you know you want to you want to practice this, this art, this skill. But yeah, exactly right. Like, you know, where are you calling from a little bit about the weather and things like that start to build, build that trust? And then you can start to bring it into the the facts and the figures. When you're you get to the right part and you feel and it's very much a judgment call on, you know, on how deep you go with questions. But then you might ask them, you know, you might come in and ask them about, you know, what are your goals? What did you what what was the reason that I'm sure you've gotten, you know, have you gotten letters from other people? Why? Why did you call us Before before we get quite into that part? Can we just explore this front end just a little bit more? Ok? There's a quote, and I think the quote belongs to Maya Angelou, the poet. And I'm just going to say it was her because that's how I remember it. And it was. It's something that I've always I heard it once and I've never forgotten it, and it's so important. It said in the end, nobody is going to remember what you said. And very few people will remember what you did, but everyone will remember how you made them feel. And that's really what we're trying to accomplish. So think in your in your own life where you've been in a situation where it's you, maybe you you were in the presence of somebody with a big title or the CEO of your company or whatever it was, and it felt a little bit intimidating. Maybe you felt a little bit nervous. You found just when you spoke that your voice ended up being a little bit higher, your heart was beating a little bit and then other people who just completely put you at ease and you're like, Gosh, I don't know what it is about this person, but I just like being with them, and I just feel like I can be myself. And when people are themselves, they let loose and they talk and they just relax and they say, what's really on their mind? They don't hold back, and that's really where we want to get them. We're trying to get people to relax and feel comfortable. And so the word I would use here is, you want to be accessible, you want to be a person that they can say, I like and trust you and I feel I feel like I can just be myself with you. I've done this sometimes where like, I'll take a call, I'll be out in my yard and they'll start talking. I'm like, Can you? Can you hold on a second? Oh my God. A squirrel was just going across and my dog just went absolutely nuts like a bad Holly. And he just almost got it. I'll just say something stupid like that. But it it basically humanizes me and my experience into something that they can say, Oh, I can relate to that, you know, I got a dog or I've got squirrels or whatever it is. And all of a sudden now there's an accessibility, and you might ask how much is enough? How much of this little front end banter do you need to do? And I guess the answer is you'll know you'll just you'll just feel it. And then at some point, you know what your what would be really great to hear. On the other end of the phone is a chuckle or a laugh or something like that. And one of the ways that I. Think we can do this week in order to make them feel relaxed and and be willing to share when we get on the phone, we have to be relaxed and we've got to be willing to share. And at least at the beginning, a lot of times when, you know, for people who don't have the, you know, the great experience and just cold calling people, it can be a little bit intimidating. And so one of the things that I know Dave and I have been really, really I think we've always done it, but we've been really, really trying to improve in this area is before we get on the phone, we just take a moment or two to just think about what our goal is on that phone and especially whether whether it's buying a property. You know, you might say, Gosh, I really want to buy that property or whether it's selling a property is like, Whoa, how much money am I going to make you? You're counting the dollar bills. Both of those are really bad ways, things to have in your mind when you get on a phone call. What what really works? I think for us and what what I think works for most people is to say, You know what, I really think I have something that can help this person, and I want to better understand where they are and what they're trying to accomplish. And I would really love to be able to walk out of this conversation and be able to offer them something of value. And if you put it all on the other person it takes and you really feel that in your heart, then they won't get this nonverbal. Cue that I think you have an ulterior motive. I think you're just trying to get something from me because you don't. You're really trying to help them in a way that's going to make sense for your business. So, yeah, start with that human touch. Yeah. Sorry, I interrupted you. No, no, no. Yeah, human. I mean, it's such an important principle to think about, right? What's the outcome that I want to create? It's not making money. The goal is to provide, you know, how much value can I provide? And the more value that we can provide in life to the more people, the more money is going to be a byproduct. We're going to make money, the more value we can provide to the more people. So absolutely being human as is a really good way to put that. Talk about some more on that. Like. I mean, there's finding things in common, there's there's you mentioned something earlier about making a mistake. Can you elaborate on that? Yeah, I funny this. This came up last night on the land speed smart bars. Somebody sent all their offers out and they they sent out arranged offer. So, you know, we typically pay between this price and this price for the property. But they didn't. They made a mistake in their letter. And so what it ended up saying is we typically send out this price per acre and this price per acre for your property. But the numbers reflected the full value not just on a per acre basis. So they were like astronomical offer prices in the phone's ringing off the hook. And you know, that happened before. I've seen that mistake made And I've made that mistake. You know, I think at some point, if you send out enough mail, everybody makes that mistake once in a while where their mailers, their pricing is just way too high. And it's a phenomenal opportunity because then you kind of come in and you say, you know, I appreciate the callback and I just want to be really transparent with you right from the beginning because, you know, we price a lot of of a lot of land and send out a lot of mail. You can imagine in order just to be able to buy a few. That makes sense. And well, gosh, sometimes we make a mistake. And unfortunately, on this mailer, we made a mistake and and those prices don't actually reflect the true value. And, you know, if. And I want to first off, just apologize to you for that. That was that's on me. But so the first thing I can say is I'm not going to be able to pay that price. But before we go any further, I guess the question I really want to ask you is, are you really interested in selling your property? Because if you are, I would love to continue to talk and see if we can't find a price that would make sense for both of us and. Yeah, go ahead, go ahead. No, no, no, go ahead. So not only does that set up, hopefully at this point, a quick negotiation because you haven't done the due diligence yet, you don't want to do a final negotiation. You just want to establish the expectation that that price ain't going to be it. But what it also does is say, look at I made a mistake. I own my mistake. I'm human because humans make mistakes. And now I'm not this big, scary company on the other side of the phone with a brand that they don't really know just doesn't know. It doesn't mean we're not a big, an established company. They don't know. So now I'm just a human being like them, and I'm fallible, and that makes me accessible. Yes, exactly. I've had that same situation happen a couple of times where I was able to reel them in and get the deal. Yeah, that's a great point. It really shows your your human side and breaks down some barriers. And then we get into some open ended questions, you know, in addition, if you need them, I mean, we've already covered several, Oh, you know what? I just want to go back, though. You know, you talked about this is just a when you make that mistake and it's just a point you're building rapport, but you haven't been able to, you know, necessarily look at the property yet. But hopefully if it if it came in, this is slightly off subject. But I just want to drive this point home. Hopefully, it came in through your if it came in through your phone service or or email or whatnot. I mean, if you pick the phone up live, then you're you're just reacting life. But as I always try to say, never let the people off the phone without trying to get a deal, if you can, because people call its people are so busy today and they're getting hammered from so many different pieces of media to get their attention, you know, text messages, email everything. So sometimes, even if they're really interested, it can take you a couple of weeks to get them back up back on the phone. So I implore anybody if you if, if, unless you're in the car or whatnot. But if you're in front of your computer and you've got them on the phone, maybe you picked up the phone. You'd be like, Hey, look, let me do you have five minutes left and I'll go on and look at some numbers and be able to make you an offer here and there that we can discuss because I always, you know, I don't like the thing. Well, well, send me another offer I I would prefer. I'm happy to send them an official, offer a new letter, but I want to get an agreement first before I waste my time or my staff's time, and even a lot of times what I will. And so, you know, if it's a life phone call, I try to keep them on the phone. You got a few more minutes if you know it came in through the other channels that I should have had an opportunity to look at it and say, Oh holy cow, and then be able to have a number in my mind when I call them up so we can negotiate that and then take it to another level, I'll say, you know, I'm happy to send you an official new fresh, clean offer if that makes you comfortable. However, if you scratch out the offer in there and write it in and initiate and then sign the document, just take a picture of it. Text it to me. That's all I need to open up escrow and my the title company will clean up the the final contract. I like to have that, you know, that saves time. So if you would just send that to me and then if you want me to, I'll send you another contract. But I can use that that scribbled on piece to open escrow anyway. It's a sidetrack, but I think it's really important because this has happened in my business a lot and and I'm really trying to drive home with my acquisition person nowadays that, hey, you got them on the phone. Let's let's try to get something signed, even if you go into due diligence and realize, Ooh, we still need to offer less because you discovered something well, that would have happened anyway. Get it under contract. Yeah. Good. Good. Good point. You talked earlier about open ended questions, and I think part of this is, you know, that we really want to get into in this podcast. It's not just the what and the why, but also the how. How do you actually do it? And you know, we've we've talked a little bit about it, but I think there's a little bit of a simple flow, a five step flow. And I would say, you know, don't be don't feel like you've got to go exactly like this in this order all the time, you know, very rigid. I mean, you've got to let conversations flow the way they're going to flow. But I think if you follow these five steps, you really will do a great job and building that rapport. And it's funny because whether it's sales or marketing or team building or, you know, I can think of all of the corporate off sites I've been to in my career. It always feels like group therapy, and I always kind of walk away from those things and I'm saying, Gosh, I could really apply this in my personal relationships to maybe improve my marriage or whatever, whatever it is. And it's and it's true. I mean, I I think becoming a better communicator, having higher emotional IQ is some of the most valuable lessons we can learn, both in business and personally as well. And one of the things that I've learned, and it took me a long time to learn it. It's that it's really important to validate other people. You know, at the end of the day, what we all want is we all want to feel heard. We all want to feel that you hear me. You understand me. You know where I'm coming from. And at least if we have that, you know, then we can have the basis of a conversation. But if somebody says something and then you counter with what you want to say, but you haven't taken the time to validate them, then they don't feel like you've really heard them. And they're going to dig in their their heels and they're saying, I'm not going to stop until you understand where I'm coming from. So that's just a really important point on that. Validate does not mean agree, right? You can strongly disagree with them and still validate their position, so they feel heard. And that's all most people want. They don't necessarily want to be agreed with, but yeah, they want to be validated. And I. It's something that as a as a husband and a parent ex-husband now. But you know, you learn, you learn about that stuff. So maybe I wouldn't be divorced if I learned about validation earlier in my relationships. Hey, folks, people often talk about automating and outsourcing your land flipping business. But what does that really mean? Generic solutions leave it to you to figure out how to set up and maintain the automations. I've been running my land business on land speed for over three years because it's a total solution and allows me to focus on being a great land investor. Land speed was built specifically for land investing by land investor and with many of the most successful people in the business using it for years. It's evolved into one of the most feature rich solutions on the market. Some of the key benefits I get are being able to create and manage mail campaigns and neighbor letters. I'm able to automate tasks amongst my team, create contracts and deeds and email text or mail them within a few clicks. I can automatically capture sales leads from any lead source, including Facebook Messenger. Then it automatically pushes those leads into my sales funnel so that I can manually follow up, but they also go into my automated drip campaign. And since Lance Speed's a total cloud based solution, I can run my business from anywhere in the world with a phone, laptop or tablet. So if you want to. Turn your hobby into a professional, scalable business, just go to land speed, techno forward slash Dave to receive one hundred and fifty dollars discount today. Well, I was working with this guy once and he was gifted in this area and I would he would ask me a question. I'd start talking and he he would just listen, but you know, he'd listen. And he had a great sense of humor. So somehow, no matter what I said and I don't think of myself as a particularly funny guy, but it seemed like from his perspective, everything I said was funny. Mostly, I think he was laughing at me. And then he would say at the end when I finished, he would say, I totally get that. I totally understand where you're coming from, but hear me out. And that he would like present a slightly different view. And those words hear me out. We're basically saying, I validate what you're saying. But let me offer you a slightly different perspective on it than maybe you're coming from just for your consideration, not trying to force anything on you, but hear me out. How about this? And then it just made me listen, and all of a sudden, I, you know, it expanded my my view, and that's really what we're trying to do with people in these sales calls as well. So that model comes down to really five steps. So the first step is ask questions. Open ended questions are better than yes, no questions any day of the week. You'll learn a whole lot more. And after you're ready until you're ready to close, Until you're ready to close, we're just on rapport building right here. We're at the beginning of the conversation. So ask questions now where I think most people tend to fall off the bandwagon is in the second step. Listen to the answers So far is what two ears? One mouth? Just remember that. So it's not. It's not here. The answer it's listen, actively listen and try to understand. And it's it's so hard. I mean, we're as it's almost built into us, as human beings. As soon as we start hearing something, we start formulating our response. And you really got to try to turn that urge off. It's about let me just listen. And it's not just listening to the words. It's trying to understand what's behind the words. Because really, what we're trying to discern from people is what is their true motivation? Because that's what we need to tap into. So ask questions and then listen, listen really carefully. And then after you've listened. These next two steps can change the order. But maybe you ask that a follow on probing question, you know, take it down, go go deeper, try to understand a deeper understanding of what is their motivation. That's the goal here. Get the motivation. That's three. So ask listen probe. And then the fourth one is validate, which means, say, I hear what you're saying, I totally get what you're saying. And and then the fifth one is sort of taking that validation to a whole nother level. And that fifth is restate what they're telling you. But in your own words. And so What? Let me let let let me make sure I understand, and I've got this right. And, you know, repeat it back to them. And everybody knows that my all time favorite business book is never split the difference by Chris Voss, and he he goes into this in great detail. I forget the exact words he put for. I think he calls it tactical empathy. And so the way you want to start that sentence when you restate it in your own words is, well, it seems to me like what you're saying is blah blah blah blah, or I think what you're saying is blah blah blah or what I think I'm hearing is blah blah blah blah blah blah. So you're saying it in a way that that doesn't say, I get what you're saying. It says, I think I get what you're saying and then you feed it back to them, and that gives them an opportunity to say yes, no. Or, you know, let me correct you. And again, going back to that book, what he's what he wants to hear on the other end of that is not your right. Those are not success. That's not a successful conversation. What he wants, what you want to hear after you say, it seems to me blah blah blah blah blah, you want him to hear. That's right. That's right, is not a personal thing, it means that the concept that you've just stated is exactly what it is I'm trying to communicate to you. And when they say that's right, that means you have validated them and they feel validated. And at that point, they are open to whatever you have to say. But just like we many of us know from our personal relationships until they feel validated, it doesn't matter how right you are, doesn't matter how good what you're saying is, does no matter how good your offer is and how much value you're offering them. They can't hear you. Exactly right, that that wall is up, you got to you got to break that wall down and, you know, sit back and think about the principles that we're talking about right now. It applies to every aspect of your life, your spouse or your significant other. A friend, your children, your parents, siblings, anybody a colleague it. It absolutely applies. And validation is so important because now see, people ultimately always make you make decisions to purchase or to sell on emotion. It's always an emotional decision. But then you back into it and you validate the decision based on facts, but you don't make the decision on the facts. You make it on emotion and then you validate it with the facts. You know, whether you've got to make yourself feel better or, you know, am I doing a good deal? Yeah, I guess it's got this, this and this now. You know, let me just talk about it from on the on the sales side perspective when we're talking to a buyer. You know, what are we doing with when in the marketing of our properties, we are selling the dream in our ad copy. We're taught to build a dream and that's in our first few paragraphs. And then we start to talk about the facts and the figures, and we got a table below with, you know, acreage and road access and power and all the those specifics. So I have sold properties multiple times when I had a buyer on the phone that had all these specific requirements, you know, about access and power and sewer and water and all that stuff. But focusing on the dream, the emotional part and their goals, what do you want to do with the property? And so that can lead to a really nice conversation. I want Homestead. I want to hunt. I want to do this, this and that. And then that conversation might lead to the point where they realize they really start to fall in love with this property and realize, you know, that that fifth criteria that it doesn't have on my list that was really a nice to have. It wasn't a must, right? Yeah, this this thing checks enough for the boxes. Let's do It. Yeah. And I want to do business with you because I trust you. And I like you. Yeah, but you never got to those facts. Those facts and the figures, because they trusted you and they felt validated. They felt like you heard them. You connected on an emotional level. That's why now the X's and the O's, the data wasn't as important as they made it out to be. Yeah, exactly right. All right. And I promise you, one hundred percent guaranteed. You follow these steps and you will have rapport and make sales. I'm Garrett. Well, I'm not Gary. David is guaranteeing that this will happen as If an asshole like me can do it. Oh my god, isn't that the truth? All right, man. I think we bored this audience to death. Everybody, thank you for joining us today and without further ado, have an awesome day or week or wherever we catch you. Take care. Bye bye. We hope you enjoyed this episode. Had a bit of fun and walked away with some actionable insights that you can apply to your business. Dave and I have got some great content in interviews plan, so don't forget to rate and review. And of course, subscribe to this podcast on iTunes, Google Play, Stitcher or wherever you get your podcasts. If we mention any interesting links or tools, you'll find them in, the show notes. To learn more about land on MBA, visit our web site at Wait for it Land Dot MBA. See you next time on the Land MBA podcast.
Nick and Kevin run through their Week 5 picks, some redraft advice regarding BYE weeks and trading, their personal trade targets, predict QB/WR1 and pick their starts of the week. --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app
We are almost a third of the way through the NFL regular season so jump on the crazy train with JDB and Walk as they target the teams with the highest and lowest projected totals in Week 6 to find those micro edges that you will need as BYE weeks set in.
Voice of the 49ers Greg Papa recapped where the 49ers stand heading into their Week 6 Bye, analyzed Trey Lance's first start, discussed what San Francisco's quarterback situation could look like going forward and if the primetime matchup against the Colts is a "must-win."
We review the BYE week and preview the upcoming Oregon-Cal game with Rob Hwang and Hythloday!Check out our website for more Duck-related content. Please, give us a five-star rating and review on apple podcasts!Follow us on twitter! @quack12podcastAnd our Youtube Channel!
This week Podcast of Champions hosts Ryan Abraham and David Woods are licking their wounds after going a collective 1-7 picking Pac-12 games against the spread, with Dave coming in at a perfect 0-4. Each week the Conference of Champions makes less and less sense, with teams looking great one week and terrible the next. Both Ryan and Dave breakdown the four games in the Pac-12 that featured another beatdown for the Trojans in the Coliseum, another record-setting loss for the Arizona Wildcats and a Beavers squad that was flying high and has now come back down to Earth. The guys also preview and make their picks against the spread for week 7 with USC and Oregon State on their BYE weeks. This week Ryan and Dave picked 4 of the 5 games differently, so their could be some fireworks when we get the results this weekend. And as always they spend time answering all of the questions the listeners manage to send in, including text messages and voicemails! Don't forget to make your POC Survivor Pool picks this week at this link. Please subscribe, give the POC a five-star rating and post a review on Apple Podcasts! The best five-star review each week will win a $100 gift card from Jockey! Sound off about Pac-12 football in our Podcast of Champions Reddit page! Send us a text or leave us a voicemail by texting or calling (424) 532-0678 or you can email us at email@example.com. Learn more about your ad choices. Visit megaphone.fm/adchoices
Hey peaches! Are you ready for another amazing episode?! This week I am talking to Christine Horvath! Christine was once a young, comedy loving weirdo who wanted to see more people who looked like her on Comedy Central. That formative experience led her to performing stand-up comedy. Experiencing comedy culture made her realize that she could offer a lot of positive influence to the industry. She thought she could make a difference for the current state of comedy as well as the other little comedy-loving weirdos who want to see more folks who look like them on stage. So, she started uplifting marginalized comics through shows, connecting like-minded folks in her community, and investing time in learning more about the comedy industry nationally. TW: mention of ED, brief diet talk Christine's strength trainer: @ Tribal_strength_training And you can connect with Christine on Instagram and TikTok @baberoar as well as at www.baberoar.com And you can connect with me in the following ways: IG, TikTok and Twitter @katieiswinnen Email me! firstname.lastname@example.org Bye peaches!
On this episode, Gina G. will discuss the SF Giants being up 2-1 vs the LA Dodgers in the NLDS after last night's 1-0 win on the road in a 5 game series. Logan Webb had a terrifc performance in Game 1 and Camilo Doval closed out beautifully in Game 3. Did you see that acrobatic catch by Crawford in the 7th Inning? Also, Trey Lance started in the Week 5 loss against the Arizona Cardinals. Unfortunately, he suffered a knee sprain which makes both Jimmy & Trey out w/ injuries. Trey is out for 1-2 weeks. Who will be the starting QB for the home game against the Colts, Sudfield? Luckily, the 49ers are on a Bye this coming Sunday. But who's to blame for that 17-10 loss on Sunday? Gina G. delves into that inviting speakers on Twitter Spaces and in the Spreaker Live Chat.
Hosts Eric Allen and Leger Douzable take a status report of the Jets following the team's trip across the pond and delve into what they can do to come out of the Bye as strong as possible (:34). The two are joined by Brian Baldinger to discuss how the Jets can set up Zach Wilson for success and the rapid development of OL Alijah Vera-Tucker. Plus Baldy dives into the work of CB Bryce Hall coming into his own on the outside. Finally, EA and Douz talk about a pair of defenders on the mend and they break down the weeks ahead at 1 Jets Drive (10:27).
Dan Beyer and Mike Harmon look back on a Monday night game that may have brought you a shocking win or total misery. Dan laments his Lamar Jackson/Mark Andrews-driven losses and explains why this may have been his most miserable fantasy week in history, featuring some notable epic fails. The guys remind you of one of the most important rules of thumb - never bench your studs. Dan and Mike highlight some potential waiver wire replacements if you just lost Russell Wilson for a considerable amount of time and discuss what the Jon Gruden situation may mean for Raiders on your fantasy team. Bye weeks have arrived and injuries have piled up, so the guys tell you who should be your top priority waiver adds for the week. Plus, Dan and Mike preview Buccaneers vs. Eagles on Thursday night! Learn more about your ad-choices at https://www.iheartpodcastnetwork.com
SUBSCRIBE TO I WANT YOUR FLEX HERE! Dan Beyer and Mike Harmon look back on a Monday night game that may have brought you a shocking win or total misery. Dan laments his Lamar Jackson/Mark Andrews-driven losses and explains why this may have been his most miserable fantasy week in history, featuring some notable epic fails. The guys remind you of one of the most important rules of thumb - never bench your studs. Dan and Mike highlight some potential waiver wire replacements if you just lost Russell Wilson for a considerable amount of time and discuss what the Jon Gruden situation may mean for Raiders on your fantasy team. Bye weeks have arrived and injuries have piled up, so the guys tell you who should be your top priority waiver adds for the week. Plus, Dan and Mike preview Buccaneers vs. Eagles on Thursday night! Learn more about your ad-choices at https://www.iheartpodcastnetwork.com
Do you wish that you could travel more often, but it's just too expensive to find a place to stay? Investors and property managers are eager to get into the short-term and long-term rental market in popular vacation destinations. How can they grow their rental businesses and lower the cost of vacations? Property management growth expert and founder/CEO of DoorGrow, Jason Hull, talks to Rick Bennett about BookingWithEase and TripAngle, which puts control back into the hands of property owners. You'll Learn... [02:14] Business Plan: Why Rick wanted to make vacations more affordable for all. [02:56] Thought Process: Lower the cost of vacations by eliminating overhead costs. [03:08] TripAngle: Tools for owners to efficiently, easily rent properties, lower overhead. [03:44] Systems and Services: Grow organically, save money, gain exposure for rentals. [05:04] Differentiator: Only site that guarantees no double bookings; easy to use. [07:10] Property Management: Fully automated, 100% customizable with parameters. [09:42] Plug-n-Play Integrations: Change anything, anywhere with the TripAngle system. [14:13] Why Rick prefers property management companies more than property owners. [17:08] Software Learning Curve/Support: People know how to list their properties. [19:22] DoorGrowShow Listeners: Try TripAngle by using representative ID code - 2167. Tweetables “How do we lower the cost of vacations? What we came up with is eliminating the overhead to the owners completely and lowering the cost of their travelers significantly.” “We built tools for the owners to be able to rent their properties easier, more efficiently.” “We're the only site that can guarantee no double bookings because of the way we built our system. It's just much easier to use.” “We're just growing everybody's company. That's all we care about is growing the owners' rentals.” Resources DoorGrow and Scale Mastermind DoorGrow on Instagram DoorGrow on YouTube DoorGrowClub DoorGrowLive BookingWithEase TripAngle Breckenridge Lodging Mountain Ski Trips Mailchimp Airbnb VRBO Home Away Authorize.net RemoteLock BookingPal Transcript Jason: Welcome, DoorGrow hackers, to the DoorGrowShow. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others impact lives, and you are interested in growing your business and life, and you are open to doing things a bit differently, then you are a DoorGrow hacker. DoorGrow hackers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate high-trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management businesses and their owners. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. I'm your host, property management growth expert, Jason Hull, the founder and CEO of DoorGrow. Now, let's get into the show. My guest today, I am hanging out with Rick Bennett. Rick, welcome. Rick: How are you today? Jason: I'm doing fantastic so I'm really excited to have you here. We haven't had a lot of guests talking about the short-term rental space and the vacation rental space. A lot of property managers are getting into this. It's becoming really hot. We've got shows on Netflix about it now. Everybody is abuzz with this market. Lots of investors want to get into this space. Property managers, even in the long-term space—if they are in coastal areas or have really popular destinations—have vacation rentals they are also managing and dealing with. You've been an expert in that industry for a while. Why don't you give us a little bit of background on you, how you got started with this, and then we can hear more about Booking With Ease, TripAngle, and all these cool things that you've got going on. Rick: The reason we started this whole business plan is because my mom passed away when I was younger. One of the last things she told me was that she wishes she could have traveled more often, but it was so expensive. The reason she mentioned that is she had a really good job, and they flew her everywhere. But to include me, her son, who she wanted to bring me to several places—she took me to Philadelphia, Boston, you name it—it would cost her the full price to bring me. Her company paid for her. I remember pretty much every time she would tell me man, I would love to take you to Charleston. I just can't. She was very apologetic. That's one of the last things she tells me. She wishes she could have travelled more often. Our thought process was how do we lower the cost of vacations? What we came up with is eliminating the overhead to the owners completely and lowering the cost of their travelers significantly. We came up with TripAngle. TripAngle actually merged with a company called Keys to the House that's been around for over 25 years. We've been in the industry forever. We built it from the ground up. We have our own MailChimp, and we built tools for the owners to be able to rent their properties easier, more efficiently, and once again, lower their overhead big time. When you rent through some of the big boys online with the vacation rental listing sites, it can be quite costly. The reason being is they keep outbidding each other to buy the top spots. What we do is we grow organically. We spread by word of mouth because everybody loves to tell everybody the money that they're saving. We work in conjunction with everybody else. It's a way to just gain more exposure for their short-term rentals. Some of our customers use our features, some don't. We offer free accounting and scheduling for cleanings. We even have where instead of putting our business on all the receipts, you can upload your logo, and all emails sent to your customers have your logo on them. It looks more professional. It's to grow your rental business. We just grow by word of mouth, and we love saving all of our owners' and customers' money Jason: People can white-label this. People can use your tools and services. They're going to save a lot of money versus using these systems that have been a monopoly (it seems like) to some degree. You've got Vrbo. You've got the HomeAway things. You've got Airbnb, of course. How do you stand out in this market of all these big guns? Why would property managers be inclined to leverage and use your system instead of these big networks? Rick: They can use them in conjunction with it. It works well. It keeps the calendars in tune. We're the only site that can guarantee no double bookings because of the way we built our system. It's just much easier to use. What happens is people will sign up with us. They'll use other people mainly. They'll use us a small percentage, but they'll use us. Once they start seeing how much money their customers have saved and how easy it does everything for them, they start transferring everything over to us. We just had a lady sign up with us. Vrbo upped her booking fee to $470. Using our system, on average, her booking fees are about $100. What's neat about that is she makes $20 extra, meaning it's 100% customizable per property. She added the dollar amount. Some people add a percentage amount. Jason: So you can add your own markup. Rick: To the processing fee, right. Her customers went from Vrbo paying $470, and now, they're paying $100–$120 and she makes $20 every booking on top of that in addition to saving the customers $300 a pop. Not to mention that Vrbo also charges her to rent it out. They charge a percentage and things of that nature. Most of our owners collect their own income, their own credit cards. If they collect, our services are 100% free. Jason: Okay. For those listening that are property managers, they can do this and act as the owner for and on behalf of their owner-clients and do the same thing. Rick: Absolutely. Property managers, condo complexes. We've helped a lot of people basically get out of the restraints of property management. I spoke to a town in Texas just recently. They just signed up with us, but the woman told me that they only have the same three property management companies. They've gone through that list about five times because they'll pop somebody, get tired of it, fire them, and go to the next guy, but that's all they have access to. Now, with our system, it does everything for them. It's fully automated. Once you set up your parameters, it's 100% customizable, meaning some of our owners collect $1 amount at the time of reservation. You can set it up per listing. Others collect a percentage of the rental. Some of them charge the remaining balance—which it does automatically through our system once you set that parameter—two days prior to a guest's arrival. Others have it 60 days prior to the guests' arrival. Just whatever it is, it'll run automatically. Somebody lists with us. They say, put $20 down, they'll make $20 extra every reservation, and their customers are saving quite a bit of money. Another thing that they save money on is through Vrbo and Airbnb, they charge $60–$65 for $1500 worth of damage protection on their property. We sell $39 for $3000 worth of coverage. We make sure that all of our owners are covered. We built this to grow the owners' companies. They can add as many fields as they wish. The way it works is let's say they put it in there and say, run the remaining amount 10 days prior to the arrival. Let's say they put 50% down at the time of reservation. When somebody books that, that amount will charge for 50% down. It will shoot them a receipt with their logo on the top and check-in instructions with their logo on the top. Nothing to do with us. Ten days prior to the arrival—if that's the parameter they set—it'll run it in full, it'll schedule it to be cleaned, and it'll alert the cleaners. The cleaners even have it color-coded, knowing if there's an out and in that day. They can make notes. All those notes are sent back to the owners once they're cleaned. Whenever it runs it in full, it'll send them all that info. Two days prior to their arrival, it will send them again that receipt showing paid and check-in instructions because some people make a booking a year ahead of time. Then, a couple of days before, they'll get reminded, this is how you check-in. Our customers can do anything they need. Sometimes, somebody will say, hey, can you send me that receipt again? All they have to do is log in to our website and send it back to them. Another great feature is if they collect their own credit cards, more than likely, they use a company called Authorize.Net. All Authorized.Net is just an online credit card machine. That's it. Whenever people go to log in Authorize.Net, they make you change your login all the time. It can be somewhat frustrating. Through our system, they never have to log in to Authorize.Net. They can refund, they can charge extra, they can do everything through our system. We're integrated with RemoteLock. We're integrated with Authorized.Net. We just helped integrate BookingPal, Vacasa. We've got some big tentacles out there, and we're just growing everybody's company. That's all we care about is growing the owners' rentals. Jason: Awesome. For those listening, a lot of property managers who hear this will go, wow, that sounds really great. Maybe it'll replace me. Maybe you could touch on that. Is this something that the property managers listening to this could use for and on behalf of their owners to be really effective, have better tools, better pricing, and maybe be a better profit center for them? Rick: We have a ton of property managers that use us. What it's done is it helped them eliminate more than half of their staff. It really helps do that. We do hate that a lot of people are getting let go, but it helps make the owners more money. That's what it's all about. Jason: Business owners, I don't think, would be sad to hear that they can't. They don't need as much staff. Staffing is always the most expensive resource in a business generally, so every business owner would be happy to hear that they can operate with less staff. That doesn't mean they're just going to fire everybody, but maybe it means they now can afford to spend more on acquiring more properties to manage, doing more marketing, and shifting their team members' efforts towards building the business up instead of just trying to deal with what's coming in. Rick: We just talked to an owner in Texas that signed up with us not that long ago. This was about a year ago. I remember her specifically saying—and it blew me away—how her property management company at the time used software, meaning that if anybody made a change to a reservation or anything, she would have to go to the office to make everything. From our system, you can change it from your cell phone, tablet, or computer—you can change it from anywhere. We've taken as much out of the owner's hands as possible. Let's say they have it where it charges 10 days prior to their arrival. It'll schedule it to be cleaned. It'll do all that stuff. Let's say somebody calls and says, hey, I want to change my dates or change my condo or home. You can change it in our system with just one click of a mouse. It'll change the cleaning for them. It'll change the calendars on both their properties. It does absolutely everything for them. It's really a simple tool to use. Another great feature is we have search by availability for owners' websites where it will only go through their rentals. We offer rate tables, calendars, custom-built widgets for owners' websites to more efficiently run their rentals, and tape charts. Jason: Rick, let me clarify some of this for those listening. Most of my property management clients and property management business owners refer to their clients as owners. I just want to make sure for those listening, it sounds like what you're saying is when you're saying owners, you're talking about the business owners really. It could be the property manager or the direct owner of the property, but you're talking about the business owner. These business owners have these tools available for them to integrate your system with their website for bookings, to manage their business, to send out white-label emails with their own branding on it—all this stuff. Rick: Yeah. Mailchimp can send specials to everybody they've been with, but as far as the clients go, property management companies love using us. They've been able to grow their businesses and like I said, cut their costs. It's a very simple tool to just plug and play. We've helped a lot of property management companies really get over the hill, so to speak. Jason: You showed me around a bit and had me take a look at stuff. My feedback was initially, it's not the sexiest, prettiest thing, but it sounds like it does everything. It has lots of bells and whistles. You guys have put a lot more attention on the backend, on integrations, on features, and really, it's very client-centric. It sounds like your business is really taking care of your customers and making sure you're building the best product that can do a lot of cool stuff. My feedback to those who are listening to this is give it a check out, take a look at it, and don't judge the book by its cover. Really get into the features and the benefits that could be really beneficial for your business. Rick, what are some of the biggest questions that a property manager who has never used your system? You're selling to them, what are some of the biggest questions that they're concerned about or they want to know? Rick: We prefer property management companies as opposed to individual owners. We serve everybody. We have tons of different clients. But if an individual owner comes to us, they have one property, two properties, we answer those questions. Once they've asked those questions, they know how to use the system so we don't ever have to hear from them again. We prefer a property management company with 500 properties asking those 1 or 2 questions and then learning the whole system. They're off and running 500 properties as opposed to 1 or 2. It's fully accountable. It's 100% customizable per property. If you put 10 properties on our website and you wanted all 10 properties' money to go to a different account for each rental, we have that option available to you. You can set it up per rental. We have it to where some you charge tax, some you don't. We even have features in Florida, if they stay 180 days or longer, it's considered a homestead. If you book a rental for four months, you have to pay taxes on those four months. Those taxes are usually about 17%, 18%, 19%. In Texas, it's 30 days. If they stay 30 days or longer, it's a homestead, so there are no taxes. Whenever they set it up with us, they could say, I want to set up city tax at 7%, hotel tax at 6%, convention center at 2%, and only charge if they stay 29 days or less. If they stay 30 days or more, don't charge taxes. It automatically does the calculation for them. It does it all right there. They book it, they get sent their receipts, and it really helps our owners out because they see where the taxes need to go. It's all itemized right there. They can edit their spreadsheets on our system. Some pay for extra cable, and some like to add in their homeowners' dues. It's just got every feature you could think about. Another great tool for our property management companies—I'd say 70% use the tool this way, whereas 30% use it this way. Some of them, the 30%, make it to where their owners can change things. I have an owner in Virginia that has a property in Florida. They may want to change some pictures on their listing or they may want to change the cost of the property. They can log in themselves through TripAngle, edit that one property, and it will change it on the property management company. That's about 30% of our property managers. The 70% don't like them being able to touch anything, and that's understandable. They could show everything through there. But once again, we made our entire system 100% customizable for whatever their requests are. Jason: Usually, with software that has so many options, features, levers, and buttons, it gets a little bit confusing. How steep is the learning curve? What's the support process like in terms of getting onboarded? Rick: The support is we will hold your hand and walk you through everything. People know how to list their properties. They've done it on Vrbo and on Airbnb so they know how to do all these things. We get very few questions. We should probably get more questions, but people seem to figure it out pretty easily. But people will cancel their reservation. They will change. Our system would be 100% automated if it wasn't for this, but since people do change and they'll call, we'll show them how to click a button or two on our website, and they've got it. You've got a section for all active listings. We even have a feature if you want to set it up to approve the booking. Some people have their property listed on so many different websites. They don't even really know how much they have it listed on so they don't like to take the instant booking, which I understand because it could have already been booked and you just didn't think to put it on there. Our calendars will stay booked. If you have it synced with Airbnb or Vrbo, it will stay in tune. But a lot of people don't like to use calendars on any of them, and they like to approve a booking. A booking will come in, and they have 24 hours to approve it. I'd say 90% of the bookings that come in are approved by our owners. Once again, they can just make it as customizable as they want, but it's really easy to use. It's really simple. It's all about keeping it simple, stupid. We learned that a long time ago and man did we not make it easy getting to that point through professionalism and luck. We have some partners that can do anything. Our team has really been on top of the ball in just putting everything together. If there are ever any questions or any problems, we fix it within hours. We don't have any. Jason: This sounds really great. How can people get started with this? How can they find out more? What would be the next step for those that are curious of taking this for a test drive or maybe taking a look at it? Rick: What they can do is they can go to either one of our websites, bookingwithease.com. You can look at our features. It just answers some of your questions, the general information of every company. It gives you links to be able to click on where it'll divert you over to TripAngle and you could sign up. It's free to sign up. Once you sign up, we recommend putting a RepID number. You had a RepID number for us because I wanted to have a RepID number in there to make sure that the people from DoorGrow get taken care of. What was that RepID number again? Jason: Rick, had me set up an affiliate code or a RepID number. My representative number is 2167. I guess if they go in once they're going through the registration on tripangle.com, towards the bottom, there'll be a representative number. If you put in 2167, Rick's going to do some special for you, some discount or something like that. Rick: Absolutely, yeah. We take care of all of our customers. We'd be happy to reach out to them once they put in that representative ID number. That's how we've grown our business is word of mouth. Most people like to tell others of the great deal that they found. Once they realize what they make on it, they love it. We pay 10% of what we earn. We're doing strength by numbers. The reason our numbers are so low compared to everybody else is because they're trying to compete with each other. We're doing it organically through each other's websites and spreading by word of mouth. As people sign up with us—let's say somebody enters in the 2167 under you, what that will do is on your dashboard, you'll be able to see who's signing up, what bookings are coming through, and all that good stuff. When you have a customer sign up through DoorGrow, they go in there, they sign up, they can agree to our affiliate program—just like you did—they'll be assigned a number, they can tell their neighbor to go sign up, and they'll get 10% of every bit of our earnings per property. Jason: Very cool. They can go to bookingwithease.com which also links to tripangle.com where they would register. They can also just go to tripangle.com to check that out. Cool. Rick, before we wrap this up, is there anything else you feel like a property manager should know regarding TripAngle? Rick: They're in the process of uploading all of them, but we just signed about 3000 properties in Colorado where I know for a fact that they're offering it through an affiliate either breckenridgelodging.com or mountainskitrips.com. If you go to those websites, it'll have our link to be able to book their rentals. You can pick out their rentals, but they're offering 15% off right now for the first month. They just signed up with us. Any properties you find in Colorado on our website should be through those companies—Breckenridge Lodging or Mountain Ski Trips. They're offering 15% off right now on top of their already lower rate. Just to give a quick example, I spoke with a lady the other day from Airbnb. She was a traveling nurse. She asked if she could book one of our rentals. She said she could only afford $1400. If she would have booked directly through TripAngle, it was $1275. She would have booked for less. But through Airbnb, you can't really discuss information until after the reservation's made. I went in there and I adjusted it to where she should have been at the $1400 range. I told her. I said we did the $1400. I don't know what they charge. She looked at it and she said, I'll never use them again. She wanted to book it for four months. They were charging her $2350 a month, meaning they were making $950 a month to use our system when I'm the owner and I'm only making $1400. That doesn't seem like it's the right thing there. If they would have charged (say) $950 upfront, maybe a one-time fee, even that is too high if you ask me. But that's the point. The cost of vacations has definitely skyrocketed since Airbnb has been introduced. We're here to get owners more exposure. They use us in conjunction with Airbnb. The one woman I just told you about from Vrbo for $470, she stopped using them quite some time ago. Airbnb can be fun. Let me tell you that. That can be exhausting at times. I feel that Airbnb has taken a lot of control out of the owners' hands—a lot of it. Our system gives owners 100% control over their listings. If they want to go in and do anything through our system, they can do it. I had a woman who, through Airbnb, booked for September 20th because I had somebody checking out on September 20th. She let me know just now that she actually has to be here on October 18th. She thought she booked it on the 18th, so I went to the Airbnb to switch it out. It wouldn't let me change anything. It was the most difficult process to get her. What I finally did was she agreed to pay me cash when she shows up. There shouldn't be anything like that on Airbnb. With our system, you can adjust the rate. You can adjust everything. You can offer percentages for discounts. One thing that a customer of ours just brought to our attention that they absolutely loved is they have over 2000 rentals. They use another website, but they have to go through on all 2000 rentals to add a discount for that rental. We offer—where you can do that—a master discount so it goes immediately on all 2000 of their rentals. That's so much easier. Jason: Yeah. Rick, I'm sure you could probably tell us features. You just spout these off the top of your head, but you could probably go on for an hour just telling us all the features and benefits of this. It sounds really awesome. Again, I recommend everybody to check it out. Go to tripangle.com or bookingwithease.com, and take a look at that. Rick, I appreciate you coming on and sharing this with us. I think it's cool. I'm excited to expose my audience to this. They're always looking for some cool hack or something that might keep more money in their pocket. I hope your continued success against these companies. Rick: One quick thing I do want to say—and this is all thanks to you—is I do love how you're a straight shooter. Love it. You told us that our logo on TripAngle was awful. I don't know if you know this, but I worked with your team, and they developed it. My business partners and I were cramming, collaborating, and all over the place. What logo that we came up with doesn't even hold a candle to what you all came up with. I even gave your team specific instructions envisioning in a certain way. What they did was 100 times better. I'm so glad they really didn't listen to me because I was wrong. If you go to TripAngle right now, you can see that new logo. There's one at the top and at the bottom. Jason: I like it. Rick: That came from you guys. Jason: Yeah. My team does good work. That's really cool. Rick: They do great work. Jason: I appreciate you being open to feedback. I'm a little rough but hey, if I see a business owner that has something cool but there's something on the surface that would be super easy to fix that would make business easier, I'm going to call it out. That's what I do. Kudos for taking some advice from me. Sometimes it's not comfortable to be told your kid's ugly, so to speak. They need plastic surgery. Rick: Right. That's why they have braces. Jason: Awesome. Cool. I appreciate the little plug for my brand-new team. Rick, I'll let you go. I appreciate you coming on the show. I'm excited to see what you do. Rick: Absolutely. Thank you so much. I look forward to growing with you guys. Jason: Awesome. If you have a crappy logo, you're not really proud of your brand or how things look, you are being perceived falsely as mainly a real estate company, but you do property management, or there's something off with your branding, let us teach you how to clean that up. Let us help you clean that up. We've rebranded hundreds of companies. We are the world's leading property management, branding, and web design agency in existence. Nobody else has probably rebranded more companies in the property management space than us. Nobody else has designed more property management logos than we have. We've done hundreds and hundreds. Reach out to us. We'd love to help you out. We're always excited to help clean up businesses. The level of growth they see before and after we rebrand, clean up their website, and get their pricing and everything in alignment are always far more profitable and the business comes far more easily. You don't realize what leaks you have until they're no longer there sometimes. Reach out. Check us out at doorgrow.com. As always, if you want to join our community, it's free online. Go to doorgrowclub.com and join our Facebook community. We'd love to have you there. If you're interested in growing your business, reach out. We have an awesome mastermind program. We've got over 70 businesses in it, and they are having phenomenal results. We're really enjoying coaching and mentoring these clients, and helping them move their business forward. We have three paths we focus on: we focus on growth and adding doors, we focus on scaling it and figuring out operations, processes, hiring, systems, all that, and then we also have our seed program which is all about the ultimate foundation, branding, website—everything on the frontend sales pipeline of the business. Once you have all three of these things dialed in, you'll have a very profitable company. You'll be outpacing your competition, you will look like the best in your market, and you'll probably be the best. Anyway, that's it. Until next time, to our mutual growth. Bye, everyone.
SUBSCRIBE TO I WANT YOUR FLEX HERE! Dan Beyer and Mike Harmon look back on a Monday night game that may have brought you a shocking win or total misery. Dan laments his Lamar Jackson/Mark Andrews-driven losses and explains why this may have been his most miserable fantasy week in history, featuring some notable epic fails. The guys remind you of one of the most important rules of thumb - never bench your studs. Dan and Mike highlight some potential waiver wire replacements if you just lost Russell Wilson for a considerable amount of time and discuss what the Jon Gruden situation may mean for Raiders on your fantasy team. Bye weeks have arrived and injuries have piled up, so the guys tell you who should be your top priority waiver adds for the week. Plus, Dan and Mike preview Buccaneers vs. Eagles on Thursday night! Learn more about your ad-choices at https://www.iheartpodcastnetwork.com
We have one of our favourite returning guests on the podcast today, entrepreneur and practicing MD Molly Maloof, who is back this time going straight to the heart of health and happiness; Love, sex, relationships, and the harmonious intersection of medicine and love. One of the many reasons we love the work of Dr. Molly is she's all about maximising potential and better function within the human body. Evolving in her practice and true to form with her ever-innovative mind, Dr. Molly's work has recently taken a more focused move into the space of relationships and how the quality of our close relationships significantly determines our long-term health. Healthy relationships help us cope better and defuse the external stresses of life; So why not focus on improving relationships? Inspired by years of experience and research in psychedelics, the neurobiology of love, and drug-assisted therapy, Dr. Molly is developing a company that aims to improve relationships and strengthen bonds through drug-assisted therapy. A complete paradigm shift in the way we view modern medicine and an upgrade to the human condition and relationships. As always with Mason and Dr. Molly, this episode is energised and thought-provoking. They explore the topics of psychedelic-assisted therapies, sexual dysfunction and the root causes of relationship problems, the history of MDMA and couples therapy, where modern medicine is falling short, and so much more. Tune in for good convo and sovereign health. "I think technology is where we see these bonds decay. We're seeing people give up their marriages, we're seeing people walk away from long-term relationships, and we're seeing families and children affected. One of the most adverse childhood experiences a kid will have is a divorce. Why are we not looking at these fundamental facets of society and saying, gosh, why can't we do better?" And maybe there's a way we can do better that's ethical, honourable, that's scientifically sound, and will leave people better than we found them". - Dr. Molly Maloof Mason and Molly discuss: Natural Aphrodisiacs. Entactogens (empathogens) The psychedelic movement. Psychedelic assisted therapy. Combatting stress through love. Relationships, community, and happiness. How relationships affect long-term health. Exploring root trauma and healing sexuality. Technology and the decay of relationships. Sexual dysfunction and relationship problems. Dopamine, Norepinephrine, Oxytocin, and Serotonin. Who is Molly Maloof? Dr. Molly Maloof's goal is to maximise human potential by dramatically extending the human healthspan through medical technology, scientific wellness, and educational media. Her fascination with innovation has transformed her private medical practice, focused on providing health optimisation and personalised medicine to San Francisco & Silicon Valley investors, executives, and entrepreneurs. Molly's iterative programs take the quantified self to the extreme through comprehensive testing of clinical chemistry, metabolomics, microbiome, biometrics, and genomic markers. CLICK HERE TO LISTEN ON APPLE PODCAST Resources: Cordyceps Deer Antler Molly's Twitter Molly's Linkedin Molly's Website Molly's Facebook Molly's Instagram Psychedelic News Hour with Dr Molly Maloof Maximising Your Human Potential with Dr. Molly Maloof (EP#47) Spiritual Awakening and Biohacking with Dr. Molly Maloof (EP#108) Q: How Can I Support The SuperFeast Podcast? A: Tell all your friends and family and share online! We'd also love it if you could subscribe and review this podcast on iTunes. Or check us out on Stitcher, CastBox, iHeart RADIO:)! Plus we're on Spotify! Check Out The Transcript Here: Mason: (00:03) Molly, how are you? Molly Maloof: (00:05) I'm alive and well in the middle of a chaotic world. And somehow I feel like one of the more sane people in the room these days. Mason: (00:14) You're the sane person. It's great because I like the fact that the sane person and one of the sane people on Instagram. I love your Instagram endlessly. Molly Maloof: (00:23) Thanks. Mason: (00:23) And I love you're the doctor whose drugs I want to take. Molly Maloof: (00:28) Yeah, right. Like I kept on asking myself, "What if we made drugs that people wanted to take? What if we made drugs that actually improve the human condition?" What if we made drugs that actually improved resilience and improved our relationships? How come that's not medicine? Mason: (00:46) Now, let me start with this little light question. Molly Maloof: (00:48) Yeah. Mason: (00:49) Where does the intersection of medicine and love begin and integrate? Molly Maloof: (00:56) Yeah, right? Okay. Here's what occurred to me. And I haven't really even announced my company because I've been stalled, but I can talk about the big picture because I think it's really important. I spent my entire life trying to figure out how and ever since I was a child, and I was like, wanting to become a doctor at a young age, and then hit puberty in all sorts of hormonal disarray. And I was just like, "What is this happening to my body?" I remember thinking, someday I'm going to figure out my whole body, and I'm just going to understand all this weird shit that's happening to me. And so I spent a lot of my life trying and testing out things to see what would they would do. I would take supplements when I was in ninth grade. I was just constantly doing weird stuff to see what I could do to make my body function better. Molly Maloof: (01:41) And then, left my residency, started my own medical practise, and really was like, "Fuck, I want to make a practise around optimising health, instead of just fixing sickness." So I want to understand health from first principles. So I spent all this time studying and practising . And fortunately, I had patients who would pay me a lot of money to like, be my lab rats. And they were willing, they were coming to me with experiments that they're like, "I want to do this, will you be help me?" And I'm like, "Sure." So I was one of those doctors that was just like, helping executives find greater performance. And then I had a bit of a come to Jesus moment. Molly Maloof: (02:18) And I was just like, I did not go into medicine to be doctor just to rich people. That's not cool. And this is like been an interesting experiment. But I should probably be doing more with my life than just helping rich people stay healthy. So it really was that. That was really going through my head. I was at Esalen Institute, and I was just like, "Yeah. I'm pretty sure that there should be more to life than this." Mason: (02:39) It's an elephant a lot of the time in the health sector. Molly Maloof: (02:42) Yeah. But at the same time, I'm super grateful that I actually was able to do what I did because A, I could show I actually was part of like a massive trend movement, which was like, precision medicine for individuals was like, not a thing until, a few years after I started practising . So I've always been a bit ahead of the curve. But I've always also been one of those people who's just like, I can't settle for like surface level anything. So I have to get under the surface. So I got asked to teach at Stanford, a course. And she was like, "You seem to be this healthspan expert. So why don't you teach about it?" And I was like, well, of course, I got really insecure. And I was like, "Well, I know a lot. But I can't know enough to teach a second best school in the country." So I went and I started researching even deeper and started studying even more and started like coming up with this framework of what health was about. Molly Maloof: (03:28) And in my process of studying everything, I was creating electron relationships. And I started figuring, I saw a couple TED Talks, and I started looking into the research of these two psychologists and this researcher from Stanford. And basically, the conclusion was that long term health and happiness is literally dependent on your relationships, like the number one factor in whether you're going to live long and healthy or not is your relationships. And why do you think that is? Well, usually they're the biggest source of stress or stress relief. And we know that stress is a huge source of disease, and yet everybody talks about stress, but nobody talks about what to do about it. Even like some of the best most famous doctors in America. Molly Maloof: (04:11) Well, even doctors are on stress, like sit around talking about how they don't know what to do with stress. So I was like, "I wonder if we could actually create medicine, that improved relationships." And so I started figuring out through the psychedelic movement, that a lot of what entactogens do is they fundamentally reproduce the neurobiology of love. And so I started digging into the neurobiology of love and I was like, oh, so dopamine, norepinephrine, oxytocin, and serotonin are essentially like some of the bigger molecules involved with love and connection as well as hormones. So to me, it was like kind of a lightbulb moment happened when I was like, "Whoa, what if we actually were to create medicine that can reproduce the love that you had early in your relationship when you first got married, when you first started dating?" What would happen if you could actually reintroduce that feeling again, in your relationship, when you've been together for 10 years, and you're already annoyed by each other constantly. And there's all this resentment built up? Molly Maloof: (05:17) And what if you could work on that resentment, work on your attachment issues, work on your relationship and your bond and strengthen that bond, through drug assisted therapy? And so that's kind of what I came up with as an idea. And so I'm in this process of investigating the possible ways to do this. But really, it's like a complete paradigm shift in modern medicine because A, it's not about individuals taking drugs, it's about two people taking a drug together. And B, it's not about doctors just handing people drugs, but it's drugs plus therapy. Drugs plus a therapeutic journey that you take, in order to achieve a certain outcome. So not only does medicine have to change in a few different ways, like A, we have to like see if the FDA will even let us give two people drugs. But B like, the payment system of medicine is about you go to a therapist, you go to a doctor, you get a drug, and the doctor is paid for that visit. And that psychologist is just paid for that visit. Molly Maloof: (06:14) So I have friends that are in payments systems, and they're developing like bundled payment programmes because essentially you need to like create an entire outcome based experience that is paid for in a lump sum. And so there's a lot of things that need to change about in medicine. But I think that fundamentally the human bonds that we create, like are the hugest source of survival that we have. And a lot of people have overlooked this in this pandemic. We know now from isolation, that there's nothing healthy about people being by themselves in their homes, especially the elderly. Come on, and young people and children with families in one house, like we're meant to be in community, we're meant to be touching other people, we're meant to be around other people. And I think it's really a shame that we have ignored this factor for so long, and we're continuing to ignore it while people are killing themselves with alcohol and drugs and other substances. Molly Maloof: (07:07) And it's just like, and even food, right? Like kids are gaining weight at record rates, people are gaining weight at record rates. And it's all because we're not supposed to be alone. We're not supposed to be indoors by ourselves isolated, like it's not productive, and it's the antithesis of health. So that's my shtick in my soapbox description. And I'm just going to say this, this is a really ambitious endeavour, there is a very good chance that it will not work because the government will stop me. That doesn't mean that people shouldn't be doing stuff like this because we actually need to change the way that people think about medicine. We actually need to change how medicine is delivered. Mason: (07:42) You know what, like what brings up, I've been reading a lot of like management books because I'm at that stage by my business where I was like Peter Pan and I'm back in the real world a little bit where am I growing up and becoming a little bit adulty. Molly Maloof: (07:56) We're both becoming adults, dude. Mason: (07:57) We're both adulting the shit out of life right now. Molly Maloof: (08:01) We're adulting the shit out of life. Mason: (08:04) The one Tani got like the whole management team to raid was like a Patrick Lencioni one. I don't think that's how you pronounce his name, but he's got business fables, and it's the Five Dysfunctions of a Team and one of the dysfunctions, I can't remember if it's an exact dysfunction or just something I took out of the fable, but it's like you get an executive team and you go through all the different departments like what's our goalposts? Like what are we all agreeing on that we're looking at as like what we're all trying to get? Is it like customer acquisition? Is it customer happiness ratings? Is it revenue? It doesn't matter what the hell it is, we just focus on that and we go for it and then that unifies you. I think most people and including people that get into health and are entrepreneurs in the health same doctors what the thing that happens is they still they can't get over the hangover of getting dumped. Mason: (08:53) The goalposts been put on you by a pretty old medical system that just like, just keep people alive. Just improve the condition somewhat. And I think why when you speak and when people listening, I know people like loving my team like listening to your last podcast in the community really excited is because the boldness that you have and it's screaming me, you're like, "No, I'm creating my own goalpost, not taking on that one, and I can see the bridge, and I'm going..." Like you actually can bridge it. It's not just, I'm defying you. It's like, "No," I'm just like, I can work with in that and I can see what you're focused on. And I'm very clear about what I'm focusing on. It's like relationship and then measure the markers to see that your relationships have improved and we know it because we have these markers. And that focus is really inspiring. It's really intimidating for people that have just allowed themselves to be handed what the goalpost is. So cheers you, I raise my hot chocolate to you. Molly Maloof: (10:00) It's like I ask myself, "Okay, I've got this personal brand. If I like go and be Dr. Molly brand, Dr. Molly, how is that going to like..." Okay. So let's say there's Andrew Weil, there's Dr. Oz, there's all these, like leaders in the space. I could do that. And I can always fall back on that if this thing doesn't work, like I'll only be 40 by the time I fail at this, right? So I think I'm going to give myself like solid three years before I give up. Look, it's really hard to do this thing, but I'm going to give myself some significant time and commitment, like five to 10 years, then we'll see what happens. If I can get through past three years, I'll be fucking stoked. So point is, is like I can always fall back on like the Dr. Molly brand because it's like, that's cool. But that's just an evolution, right? That's just like, me becoming branded doctor 2.0. But the thing about this other thing is like, if we actually were to accomplish this, this just fundamentally changes medicine, and also could transform human relationships, which are falling apart. Molly Maloof: (11:02) People are getting divorced after eight years, and kids are getting damaged by these relationships. Kids are missing their relationships with their parents, parents are not bonding, kids are feeling neglected. We've got to save the family unit and I think it starts with the primary relationship. And to me, this is something that is interesting to me that, I just don't think a lot of people work on their relationships, like I don't think it's something that a lot of people consider to be a thing that they should be doing every day. But it's actually so fundamental to survival, right? And yet, it's like when things are getting really bad, that's when they get to work. So we are looking at different indications. But fundamentally, the big picture, what I'm trying to do, it's kind of like bring what people have been doing underground above ground. Molly Maloof: (11:49) The history of MDMA was like couples therapy, right? And Shulgin was giving it to psychologists to improve couples relationships. And it turns out, like underneath a lot of dysfunction, a lot of sexual dysfunction in men and women is relationship problems. So if you just keep on getting to the root cause of anything, it's like, "Oh, why don't we just like deal with the root cause? And go with that?" So it's pretty- Mason: (12:15) I've definitely experienced with underground MDMA. Molly Maloof: (12:17) Yeah. Mason: (12:19) Therapy? Molly Maloof: (12:19) Sure. Exactly. Mason: (12:22) Yeah. With my wife. Can you just enlighten people about how you'd use it in like a clinical setting and why in particular it has been used there? Molly Maloof: (12:37) So MDMA, we're not technically using MDMA, unless we can't use the substance we're going to work on toward developing which there's a lot of reasons why, like drug developments hard, right? But MDMA would be a good backup solution because of its history. MDMA is essentially an entactogen. So what it does is it means to touch with that it means to generate, it's also known as enpathogen. So it creates a deep sense of empathy and human connection. And that empathy reminds you of like, "Oh, there's this person next to me." And I can actually feel how they feel right now.I can actually, more noticeably understand their emotional experience. And I can be a part of that experience, rather than feeling so separate from someone else. And fundamentally, it also works on the neurobiology of love. So it's a love drug. So it creates a similar experience to what I call post coital bliss, which is kind of like right after you had sex, and you're feeling like really comfortable and really blissed out, it's like, that's kind of the MDMA experience. Molly Maloof: (13:42) And the interesting thing is that through different types of combinations of different chemicals, we're going to be able to modulate consciousness in ways that we never thought we could do and it's fascinating, just this whole field of psychedelic medicine because it's just beginning like this whole revolution is just beginning. And it's like happening from a place of like deep interested in science and understanding the brain, but also from like a deep reference to the past. So like MDMA, for example, in the past was used in couples therapy. So two couples would come in and take the medicine with the therapist. And the therapist will help them work through their issues whether it be like attachment trauma, or deep seated resentment that's been carried or anger or betrayal or just trust issues. And therapist would use this medicine to help people come together again. Molly Maloof: (14:32) And one of the rules interestingly, for couples therapy with when Ann Shulgin was doing it and was giving it to other therapists was no sex. So it's funny because I actually think that psychedelics go great with sex. And I think that like, you have to know what you're doing, you have to know the dose, but I do think that there will be a role in the future for psychedelic assisted therapy, and there should also be a role for psychedelic aphrodisiacs. Mason: (15:00) Speak more about that. Molly Maloof: (15:02) Well, okay, so I'm giving a talk at delic on this is actually quite kind of interesting. I'll give you a little preview of my talk. So it turns out that psychedelic aphrodisiacs have probably been used since like the beginning of human history. Mason: (15:17) Cool thing. The two best things. Molly Maloof: (15:21) Right? So people are fascinating, right? So turns out that there's like a whole bunch of categories of psychedelic aphrodisiacs. And they're so interesting. So there's the Acacia DMT, harmelin combo, there's an Alaska DMT harmelin combo, there's also the combination, that combo the drug. There's also MDMA, and MDA, which is the entactogen class of synthetic love drugs. There's LSD and psilocybin, which are the tryptamines. There's actually like a salamander that in Romania, they put into a vodka, and they use it as aphrodisiacs. There's also toads that people use as aphrodisiacs. There's Morning Glory, which is an LSD derivative, there's Hawaiian woodrose, there's all sorts of cool plants and animals that have been used since primitive times that are psychedelic, and that can turn you on. Molly Maloof: (16:25) And there's also dangerous ones things like scopolamine, which is not technically a psychedelic, but it's a deliriant. And you don't really want to take like the tour up. But people in Brazil apparently, occasionally accidentally get dosed by like prostitutes, who are trying to take advantage of them. So there's actually a pretty good Vice episode on that. But turns out that it's not exactly a psychedelic, but you can't have psychosis and hallucinations. So I was like, "Wow, these are really interesting. There's all sorts of different mushrooms and fungi that people use, there's also like, what is it called? There's a type of fungus. Actually, let me look it up. I've got my computer right here. So why don't I come out and give you a little bit more detail on this because it's kind of getting good. Molly Maloof: (17:14) So there's like this substance, there's actually a fruit in Southeast Asia called my Marula bean. And it has all sorts of weird ingredients in it, that can make you trippy. And then interestingly, alcohol has the effect of creating beta-carboline in the body, which I didn't know. So it's actually technically slightly psychedelic, which I never knew this. And then absinthe has wormwood which has thujone in it, which is mildly psychedelic as well. So it's essentially there's different doses of different ingredients that are kind of used for different reasons, right? And so there's basically like the medicinal dose, they said, which is the lowest dose, like the sort of the micro dose of medicine. And that's kind of like people taking things just for overall improvement of their health, mental health. And then there's the sort of aphrodisiac dose, which is a little bit higher than that. So it's enough to get you to start noticing a shift in your perception, but not so much to make the trip really hard. Molly Maloof: (18:12) And then there's the shamanic dose, which is like what's being used in a lot of clinical studies, which is like people try to get to the root of really deep trauma. And oftentimes, getting to the root of trauma is actually what a woman or man needs to do in order to actually heal their sexuality. So I got particularly interested in this space because MDMA kind of accidentally helped heal my sexual dysfunction that I had in my 20s because of some trauma that I had in college, that I didn't even realise was causing sexual dysfunction because I didn't know I had sexual dysfunction. I just knew that I wasn't aroused. I was in pain every time I had sex, and it wasn't orgasming. And then I met a guy, we were using MDMA together and all these problems went away. And I was like, "What just happened"? And I had my first orgasm with a guy. I had orgasmed on my own, but never with a man before because of unfortunately, my history of sex was not positive. Molly Maloof: (19:07) So I basically been trying to figure this out, "Wow, it seems like there's an opportunity for healing sexual dysfunction." Because a lot of the root causes of sexual dysfunction are relationship problems and trauma. And so then I started uncovering the whole trauma, Pandora's box, and I started discovering natural numbers on sexual trauma. And it became this whole holy shit moment, like fuck the world is so fucked up when it comes to sex. Talk about like, this Me Too movements, just the tip of the iceberg. Underneath all of it is like, clearly dysfunctional sexual upbringing that most people have because of our completely outdated religious culture, right? Basically really religiosity in a lot of ways really ruins sexuality for people because it makes it into this forbidden fruit and then in that you start wanting all sorts of things that are wrong because you're like, "Oh, I can't have it. So I want all these things that I can't have." Mason: (20:05) Forbidden fruit. And the guys our snake tells us you want the fruit. Molly Maloof: (20:09) Oh yeah, and women want it too, by the way. I was like, when I discovered masturbation was a sin in like fifth grade. I was like, "Oh, dear god, I've been masturbating my entire life." So funny, right? And there was just this moment I had growing up being like, really feeling like I went from like a really good Christian girl to like, a very bad child because I masturbated. And that's just not okay. So then I get into the history of psychedelics. And this talk and essentially, before Christianity, psychedelics were being used by medicine women and priestesses, and medicine men, and they were given to people as a tool for enhancing their virility and their fertility and their sexual function. And it was like, part of nature, sex was something beautiful, it was something acceptable, it is something that was part of life, right? It was celebrated. And then Christianity basically turned polytheism into this monotheistic culture, and basically started burning witches, and saying that these love potions are evil, and that anything related to sex was wrong. Molly Maloof: (21:09) And now sex is the thing that you have to have in the bounds of marriage, which the church of course has to govern. And if you do anything outside of that, or let alone, you're homosexual, you're now a deeply evil person, and you deserve to be harmed. And you really think about this history. It's kind of epically fucked how much, no offence to men, but like patriarchy, took over religion, and basically made it all about men being in charge of the religious experience. Even though women were actually very much part of like polytheistic religious culture, and sexuality was part of that culture. And so it's like all this stuff is really went downhill from there. Molly Maloof: (21:50) And now we live in this modern time where like, the Catholic Church has unending problems with brutalising children sexually. And we have not woken up to this reality that sex is not evil. It's part of life. It's a beautiful part of life. It's a part of life that is one of those magical mystical, if not psychedelic experiences. And it shouldn't be demonised, but I do think we need to return it back into a place of wholesomeness and respect and love and really treating people the way we would want to be treated and I don't think any woman or man wants to be raped. Molly Maloof: (22:29) I don't think any woman or man wants to be assaulted, and I don't think if any child grows up thinking that, that's normal. And I don't know what changes in culture that makes it okay for kids and adults to like mistreat each other, but I really think that like part of my mission in life is actually to create a better culture around sex and love and really this company that I started called the Adamo Bioscience is basically a company that's dedicated to studying the science of love because I think that if we understood it better, we might be able to create more of it, and through multiple pathways and products and services. And yes, I have a commercial interest, but mostly because like it seems totally a better thing to be spending my life making money off of than anything else right now, which is like why not try to create more love in the world? I think there should be like 15 to 20 companies trying to do this. Mason: (23:22) I think there will be once you show them the way. That's the that's the beautiful thing about being someone who's charging and leading the way. Something as a couple, I was just like thank you, epic download by the way and I saw... And I think it's nice openly talking about religion this way, we can see that it's gone far away from the natural and the original intentions. And I saw you like, I can just see you reshare the meme the other day. It tickled me the most of it was just like white Jesus cuddling someone going, "I'm sorry I made you a drug addict. Let me a book before I send you to hell." It just popped me in school I was like doing things that potentially was going down the way of being like condemned and told by teachers, "Well, your stepfather is going to go to hell because he believes in evolution." Molly Maloof: (24:16) Oh my god, I remember being in sixth grade being like, "I think evolution is real and my school thinks I'm..." But they don't believe in it. Like, holy shit, that was our lives. Mason: (24:28) Oh man, I got a few pop moments. I was like, "Hang on. So I'm going down this route. Where I'm sinning because I'm trying to think critically here and so now I'm going to go to hell, but you created me in your image and I'm doing? You set me off. You know all, you know I'm going to end up here. And then you're going to send me to hell?" I'm like, "You asshole. You sadist." Anyway, that was my pop. Molly Maloof: (24:54) What got me to like what really challenged my beliefs when I was 18 was talking to a guy who went to Harvard and messenger, you're in messageboard you're talking to people smarter and older than you. And I remember talking to this guy and he asked me this question. He's like, "How can God be omnipotent, omniscient and omnipresent and how can there be a hell? If he's everywhere all the time all at once? How can it be ever a separation from God because hell is a separation from God?" And I was like, brain explode like oh that's impossible logical, total it felt like this doesn't work, right? Like does that work does not compute. And my brain just exploded I went into the bathroom and cried and cried in front of the mirror. I was like, "Oh my god, it means I'm all alone." I actually still believe in God now, but like my belief in God is much different than the patriarchal God that I grew up. Molly Maloof: (25:50) I still pray to Jesus because I'm used to it's like a pattern, but I don't think Jesus is the only God. I think there's plenty of Gods you can pray to. But realistically I think that God is like infinite intelligence and beauty underneath everything that whether, and it's totally no gender or God can't have a gender. Mason: (26:09) I'm going to send you my podcast with George Kavassilas. It's another mind blowing one. It's talking about the God matrix and the universe, the natural, the synthetic it's like really, really clear. Molly Maloof: (26:25) Oh, cool. Mason: (26:25) I'll send you because it's a very good one. And you know what, you were saying things that don't work and you know what I like that does work is aphrodisiac. So this is like telling before we move on from that point it's something that really jumped out at me that I really love and I might go a little bit of a tangent because I just wrote about it this kind of topic, this nuance. Yesterday we sent out a newsletter around lion's mane and I'm like I really love Lion's Mane because it's a bridge herb and for so often people are looking at, "I want a nootropic and so they go into a narrow," which is nice sometimes. It's nice to go reductionist. And you go, "I want something that's going to increase output and give me something now and I'm going to use this nootropic in order to get something. And then they eventually fall to Lion's Mane as like a nootropic and the word sits there very medical and very [inaudible 00:27:20], which is nice as well I use it. Mason: (27:24) But then Lion's Mane is one if you get like a complete non grown on grain, you get one grown on wood, it's got elements of wild to it, all of a sudden you look past the textbook written black and white, in the tropic and you got the same intention here and then you look up at nature and you see, "Wow, my brain is so much more than what I thought it was and the output of my brain and the way the way that it operates in conjunction with my organs in my blood and my outlook in my life, it's connected to where I'm going to be. What I do now is connected to how I'm going to be when I'm 90 years old." Molly Maloof: (27:59) Totally. Mason: (28:00) it's not just take something get some output, it's like this pattern you can see the brain function connecting to the constant pattern of like, like the waves in never ending. Internally there are things that are like constantly happening that I can cultivate and work with and look at and ease into that are going to have my brain on the sea of marrow is the Daoists. Molly Maloof: (28:21) I love that. The sea of marrow. Mason: (28:26) And the aphrodisiacs are the same like that. And it's a fun one because people go, "Oh, aphrodisiacs great, it'll get your horny." And what you're talking about it's like a carrot that leads like you go and that's what I see. Like how I see Daoist aphrodisiacs as well, like deer antler in your pants. Molly Maloof: (28:46) Yeah. Mason: (28:48) Horny goat weed, like epimedium. These herbs cordycep, Eucommia, schisandra. People say the word aphrodisiac, and you go, "Great, okay, cool. I'm going to engage because I want to be horny." And you think there's more substance too, behind it. And then you get onto these aphrodisiacs and you start engaging with your sexuality, and all of a sudden it's an opportunity to connect to yourself and the word aphrodisiac falls away, and you start connecting to the sexuality. And I just heard it, then you're saying we're using aphrodisiacs to go and connect to the sexual trauma so we can connect to ourselves and our partner. And I think it's beautiful. I love it. Molly Maloof: (29:32) Well, it's actually that the sexual trauma can damage your relationship to sex. So because it actually programmes your brain. There's this thing called the Garcia effect, and it's like when you eat something that makes you sick, you don't want it anymore because your brain associates that with feeling sick. Now not all women or men who have trauma end up with having sexual dysfunction, but a large percentage of women do that. In fact, like somewhere between 60 to 80% of women who had sexual trauma have some form of sexual dysfunction. And like in America, the numbers, which I think are underreported, are like one in five women are raped, one in four women are abused as children, one and three are assaulted in her lifetime. And so there's quite a lot of women who have sexual dysfunction because of the fact that their sexual experience was not pleasant. And it was, in fact, potentially scary and dangerous. Molly Maloof: (30:26) So now their brain says, "Oh, that experience that's not good. I don't like that. And that's scary." And so it's kind of programmed as a traumatic memory. Now, only 30% of women with sexual trauma end up with PTSD, which is interesting. So there's actually more women with sexual dysfunction, than PTSD from sexual trauma, which is fascinating. So the theory is, is that with MDMA assisted therapy, that the medicine can actually help you revisit the trauma from a place of feeling safe and feeling okay and loved with a partner, preferably with a partner, if you're with someone that you feel safe with. And you can revisit that trauma, and then it gets reprogrammed in your brain, reconsolidated as, "Oh, this is not the worst thing in the world anymore." This is not something I need to like, fear or be afraid of anymore. That was just an event that happened. And in fact I think the real magic will come from when women can experience pleasure, again, through psychedelic medicine. As I did. Mason: (31:32) How ironic that there's an aphrodisiac involved in that process. Molly Maloof: (31:36) Well, you think, right? You think that like, that would make sense. It's just funny. I think we're just beginning to understand space. But I don't know if people even though this, but there's actually like three phases of neurobiology of love. The first is like the intense sex drive, which is like, our body is designed to get us to fuck a lot of people when you're young. Actually, the sex drive is like oestrogen and testosterone. And then like, you're horny, and you're young, and you want to have sex, and not everybody does. A lot of young people aren't these days, but the point is, is that it's designed to get you to be turned on and attracted to a lot of people. And then when you meet someone and you have sex with them, what happens is, is that you start activating other hormones. So dopamine starts getting released, oxytocin gets released after orgasm, and that can actually increase the attachment to this person. Molly Maloof: (32:29) So especially in women particular. So then we start moving on to romantic love, which is actually an attachment device that's designed like we really evolved it in order to basically bond ourselves to someone, become obsessed and addicted to someone, so that we're more likely to have a baby with that person. And then keep that baby alive long enough that they will not die, right? And so the romantic love starts to switch over to pair bonding. And pair bonding is actually designed to keep that baby alive and family unit strong. Because pair bonding hormones are very similar to familial bonds. Like they think it's all mostly oxytocin vasopressin. So like, you actually look at the neurobiology of all this. It's highly adaptive, and it's a huge survival advantage to have love in your life, huge survival advantage to find someone to care about them. You're more likely to reproduce, you're more likely to make a child and a family and you're more likely to have a healthy family if there's healthy bonds. Molly Maloof: (33:26) And so I think that we should be really looking at these things from the lens of science because a lot of what's happening in society today because I think technology is seeing these bonds decay, we're seeing people give up their marriages. We're seeing people walk away from long term relationships, and we're seeing families affected and children affected. And one of the main adverse childhood experiences a kid will have is divorce. So I'm just like, "Fuck, why are we not looking at these fundamental facets of society and saying, gosh, why can't we do better?" And maybe there's a way we can do better that's ethical, and that's honourable and that's scientifically sound and that will actually leave people better off and we found them. But again, this is like very much new territory. I don't think anybody has tried to do this or thought about doing this. And I'm actually giving you a lot of information that I like is going to keep kind of quiet but whatever you like might as well announce it to like your community first. Mason: (34:20) Yeah. I think we're worth the drop. It's interesting, it's such a return to the natural. And I've been using that a lot because I feel like I'm saying for the matrix. I'm like nailing all over the bloody place at the moment like people. Molly Maloof: (34:36) All the time. Mason: (34:39) And it's so confronting for people which and I agree, as a system we haven't... What you're doing is going like, "Screw it, go to the core and think, multiple generations around leading to the core. Like, let's look at the divorce rates, let's look at the unhappiness and the lack of love in relationships and how that impacts ourselves and children." And I think about it a lot. And it gives me that raw, even talking about it now, there is tingling and there's a rawness and a raw excitement, when you know you're actually in the right place. But it's very confronting, looking at just how much healing there is to be done. Molly Maloof: (35:18) Yeah. Well, someone told me when I was like, everyone was like, "No one's going to invest in this, and no one's going to do this. And this is crazy." I know, actually, I have a lead investor. So if investors are listening, I'm about to fundraise. So you should probably email me because it's going to be really good. It's going to be a really exciting time in the next few months because I'm actually going to be- Mason: (35:37) I think I have like, probably $400 liquid at the moment. Molly Maloof: (35:45) I'm not going to take your last $400. But maybe we could do something with- Mason: (35:47) But that's not the last 400. We're being responsible in other areas. Molly Maloof: (35:50) ... Lion's Mane. Yeah. No, but it's interesting. So like, I have a lot of people from biotech say, "This is absolutely never going to happen. It's impossible. Don't even try." And then I had a lot of people who are starting biotech companies say, "Fuck, if this problem is as big as you describe it is, then I'm pretty sure we should be throwing like a billion dollars at this." And I was like, "Fuck. Yeah, dude. Totally." Mason: (36:16) Absolutely. Is there a market for this? If the people who would poohing it are probably the ones that just can't look in the mirror and be like, "I am the market." It's like, it's in your backyard. It's everywhere. Every time you go to a family reunion, every time you go to bed. Molly Maloof: (36:40) I shouldn't say this out loud, but family members of mine- Mason: (36:43) Just say it in a monologue. Molly Maloof: (36:44) Yeah. I know my family story pretty well. I like deconstructed all of our problems at this point. I've plugged my computer in. And having deconstructed a lot of these problems, and really examined the people in my family who struggle with different problems. In my extended family, in particular, like my aunt and my grandmother, and just people I know. There's a lot to be said about early relationships, and about how important families are to the long term health of children. And when things go wrong in families, it can really, really hurt people long term. And I just looked at like, my great, great grandparents and their relationship with my grandmother. And I looked at my grandmother's relationship with her daughters, and I just looked at all this, and I was like, "Wow there's so many things that we don't realise that if we just fix that one thing, right, then it would have transformed the entire rest of a person's life." Molly Maloof: (37:59) But there's a lot of things, we don't have solutions for. A lot of things we don't have pathways for, and a big one of those is healing trauma. And I recently did about 21 hours of deep, deep neuro somatic trauma healing from a friend of mine who's like a super gifted healer. And I can't explain in scientific terms what he did with me, but I do know one thing, and that's that we do not do a good job in our society, helping people who have trauma, heal, and express it immediately right over this happened. In fact, the medical system typically, when a girl has raped, she'll basically get a rape kit, and maybe sent to a psychologist. And if she's lucky, she'll get in, in a few months. And it's like, we don't actually have pathways for healing and caring for kids who've had major... I saw this, by the way, in health care system. I saw kids who were abused by their parents. And they go to social workers, and they kind of handed around the foster care system. Molly Maloof: (39:00) And it's really crazy how much people experienced trauma in society. And there's really not a lot of good solutions besides talk therapy. And if talk therapy worked so well, we probably not be seeing so many problems. Like if talk therapy was like a really effective solution for all of our problems, we'd probably be seeing a lot of problems solved. Now I'm not saying talk therapy doesn't work. Mason: (39:23) It doesn't pop the champagne. I think that's where I'm with you on that. I'm at the point in my journey where I'm like talk therapy with someone who's got a Jungian background is like perfect for me because I went so hard on psychedelics. And so I'm loving just the groundedness of it. But to get it going- Molly Maloof: (39:36) Totally. I'm not saying it doesn't work. I think talk therapy is very much like working on your consciousness, right? Your conscious brain. Everyone actually need to talk therapy in order to fundamentally create sense, sense making around their life experience. Like that's the best thing it does. Is it creates a framework of understanding of like, "This happened to me, this happened to me, this happened to me and I understand why, and I understand how I dealt with it." And I'm trying to do a better job at it, right? But I think what's really more interesting about like, what's happening in psychedelic medicine is what's on a subconscious and the unconscious level, right? Like hypnotherapy does a pretty decent job at getting into the subconscious level. Molly Maloof: (40:27) But what's fascinating is like all this stuff that's buried in the unconscious, right? That comes out in your dreams, that comes out in your... A lot of people have nightterors. That is most definitely a bunch of unconscious process trauma, like unprocessed trauma that needs to be like addressed. And I don't think people see it that way. They're just like, "Oh, it's a nightmare disorder." It's like, "No, you probably have like a major unresolved trauma from your childhood that you really should look at." And oftentimes, I know, multiple people who've taken psychedelics, and it just comes up to them. They're like, "Oh, my God, I was raped in high school by a few guys." And it just like comes up. Or they're like, "Oh, my God, I was sexually assaulted as a child." And this stuff comes up underneath because it's lifted out of the subconscious and unconscious. Molly Maloof: (41:21) And that's what we don't talk enough about in like modern medicine. And even like psychology, I think, is this like, "Oh, wow," like everybody has deep trauma. But if you do have deep trauma, and it's like running in the background, it's like malware, it's just draining your energy. It's draining CPUs, it's actually playing a huge role in your behaviours and your triggers and how you interact with people. And if it's not looked at or addressed, and especially if they're things like internal family systems, like there's a lot of good forms of talk therapy that can really do a good job of bringing you back to your childhood or bringing you back these moments. And I don't even think drugs are completely necessary to get to these places. Meditation is also a phenomenal tool that a lot of people don't take advantage of. And there's a bunch of different types of meditation that are fairly obscure that can do a great job at helping people get underneath the surface of their pain. Molly Maloof: (42:11) But a lot of this stuff is isn't mainstream. And it's a shame because a lot of people are still just like, "Where do I go to deal with all this stuff?" Most of the stuff that's worked really well for me has been very obscure stuff that I have had to find through word of mouth. And it's like not highly advertised experiences and therapies and meditation schools and it's like a lot more on the realm of like woo, but it works these things have worked. And it's like strange to me that they're not more well studied and in the mainstream. Mason: (42:46) Yeah. We've got such a wide array of people with such a wide array of histories at different stages in their processes. And there's naturally going to be different therapies and different angles that are going to pierce the veil to whatever is sitting there behind the curtain in the subconscious and I definitely, like for me it was like personal development back in the day going like you know landmark forum was like one of the things to kind of like a bang. And I could see behind it and then okay that lost its relevance at some point. And then psychedelics became very relevant, got me probably went a little bit too hard into identifying with that community and the mannerisms around taking medicine and like that feeling like I finally belonged rather than doing the work. And then getting beautiful lessons and now it's like getting to the point where talk therapy for me 10 years ago just would have been like I think just sort of lapping up against a great wall. Mason: (43:48) Whereas now I know how to scale that concrete wall, and I know what it looks like when I do connect to the subconscious. And I understand my processing bringing it out and what my process is, thanks to the work I did with psychedelics. I know how I'm going to bring that into awareness in my everyday and that's when personal practise comes in. That's where I know to the extent of like, with my exercise regime, I know keeping me strong enough and healthy enough to be able to handle staying in that space, where I can constantly acknowledge that part of me that wants to hide behind that veil and run everything. And I know someone like Tani she's like, there was a point where psychedelics were like, incredible. She goes, "I know I need that." And then she's like, "I don't need that anymore." And my meditation practise is exactly where I need to be and that's where I'm going to get the biggest bang. Mason: (44:39) Not that it's about a bang, but she's going to get the rubber hitting the road. So I think that's like that integration because you see a lot of people in the psychedelic world, kind of pooh poohing therapy going like modern therapies like this domesticated little dog and psychedelics are this big dog in terms of what it can do. And it's like, true in one context, and in another context, if it's just integrated, you have an array of ways of approaching as you're talking about them. Then all of a sudden, the approach becomes multicoloured and multifaceted. And hopefully, it becomes more effective. Molly Maloof: (45:16) I really think that we just maybe just need to marry them more. Even like MDMA assisted therapy today, is largely like, hands off. It's largely don't talk to the patient, let them do, they have their own experience, and let them do whatever they need to do to heal, it's not really guided at all. It's mostly kind of like, it's guided, but it's not really like lead. It's like, you're there. You're like going through this process, and you're having these experiences, but they're not actually trying to get you to go anywhere on your trip, they're trying to let you have your experience. Whereas like, I think that, in particular, it may be possible that like, we can give people medicine that gives them have the... I think that the idea is that you have the preparation. And then you have the creating the right set and setting. And then you take the medicine, and then you have this like deep integration experience. And that's typically what the experiences for psychedelic assisted therapy today. The question is, will the FDA let us give people drugs that turn them on unsupervised? Molly Maloof: (46:26) Because you kind of need to be a little bit... You don't really want anyone watching you while you are with your partner. So I got a lot of questions, I need to figure out to make this thing, an actual proper model. But I think that it'll be really interesting to see how this thing evolves because I'm at the very beginning of this journey. I have an idea of what I think that this business model could look like. I have no idea what I think this therapy could be. But a lot of it is I'm like figuring it out, right? I'm like in this total creative mode of what will the future of medicine look like, if you could create it from scratch? And I've already done this once, and it turned out really great for me. And I could easily have just gone and scaled personalised medicine clinics for wealthy people. But now I'm like, "Let's see if we can create a democratised version of this medicine that actually is like it's going to start out expensive, but let's figure out how we can make this something that's eventually affordable for people." That's the goal. Mason: (47:28) I think the other thing, that's why it feels like a safe bets. And interesting way to put it, but it makes sense, and has substance is because I think a lot of people approach this, and what we've always been taught how to do, lecture people on how they should be, and I'm going to create a product based on how I think you should act. Whereas what you're talking about, is going there's, let's say we're looking at, like morality around let's stay in our marriage, so that we don't destroy this family unit. There's a way that, that's been happened, we've been told what to do by the media. And therefore the part of us goes, if someone goes you have to stay on your marriage because it's the morally right thing to do. You're bad if you do that, there's no attraction there because it's an external like judgement , and we want to revolt against being told what to do, especially by society. Mason: (48:31) It's why we get your rage against the machine, etc. And then, if you just understand the patterns that emerge when people do connect back to themselves, and do deal with their trauma within a relationship, what's natural for people and seems to be the pattern is people do naturally resonate with maintaining the relationship that they've chosen or maybe in some instance. Like a very conscientious uncoupling in a way that you're very connected and aware to the way that children are going to be affected by it and minimising that impact. Either way, there's an emergence of morality an emergence of ethics, rather than being told what to do. Molly Maloof: (49:19) Yeah. There's emergence of just like, knowing what's right and wrong. Like, "Oh, yeah. We're not meant to be together. But we're also not meant to destroy each other's lives as we get divorced." I think if we were to be able to help people stay together, that would be ideal. But if we're also able to help people consciously uncouple in a way that doesn't destroy their lives. And I've heard this from multiple people, like one of my friends did MDMA with his ex wife when they were getting divorced and it completely transformed the divorce process because they were actually able to love each other through the process, and they're now really good friends. They're like super good friends. They just didn't want to be married. And it's like, that's appropriate, right? Like, it's also appropriate not to hate people for years. Just the number of people I know that have deep seated resentment for their exes. And it's like, that's not healthy for your nervous system, that's not healthy for your long term health. That's not going to keep you well. Mason: (50:20) So we've both dived into exploring what health is, especially in the context of, and in this what we're talking about in this context of like synthetic morality, versus what emerges as right. I've just started in the last few months really feeling icky about the way I've used the word health and the way it's been used because it's natural, if you talk about healthy, then naturally, there's an opposition of unhealthy there. And so much of what's implied is basing yourself on, "I'm healthy because I'm not that." And so there's this intrinsic opposition, that... An opposition and kicking back against something in order to form identity around health. And we need the word because healthy, it's just a fun word that everyone knows. But kind of similar and synonymous with what we're talking about, and the emergence of morality and the emergence of ethics coming just through whether it's psychedelic therapy or whatever, how are you relating to health now? Mason: (51:28) Because I definitely am finding, the more I move away from being wrapped in and around that world of being healthy versus unhealthy, and the more I kind of sit in that middle and see. What's emerging through the patterns of myself doing, I don't know, finding harmony for myself, delving into my shit, coming out the other side. Doing things that are maybe I've seen is unhealthy in one way, in one ideological circle. So I want to talk about dropping that coming back to what emerges within me. It makes the space, I don't know, I feel very roared and identified in terms of, even though we're leaders in the health space, I feel very, unidentified with anything that revolves around that word healthy. I'm curious as to where you're at, in your relationship to what is healthy. Molly Maloof: (52:25) I used to think it was what the WHO said, which was like the complete absence of disease or infirmary. And then I was like, "No, it's not realistic." Health is actually a dynamic function of life. And to me, I have a very unique perspective on how I think, and it all stemmed from this other definition, that was the ability to adapt and self managed in the face of adversity. But I started digging under the surface, and I really started understanding things like biology, and fundamental human anatomy, and microbiology and physiology and molecular and cellular biology. And I was really thinking about it from like a mechanistic perspective as well. And I think that if you actually just look at any system, you can ask how healthy a system is based on its capacity. And whether it's able to perform its functions properly, basically, whether it's able to maintain its integrity of its structure. And that's usually a function of how much energy and how much work capacity is available. Molly Maloof: (53:31) So, for example, the healthcare system, deeply unhealthy in America. Demands outspent capacity and it just completely started crumbling, right? Like just did not work, was not resilient, was not flexible, it was actually really struggling and breaking a lot and a lot of people have been broken through the experience of going to the healthcare system. So capacity and demands, if there's more capacity than demands, you're usually in a really good healthy state because you have enough energy to maintain the structure to do work. Now, when your demands are really high, and your capacity is really low, shit starts to break down. And so this is like the mitochondrial theory of ageing, which is fundamentally that when we lose about 50% of our functional capacity of organs, they start to malfunction, they actually start producing the ability to do the work functions that they had. And then we start to break down. Molly Maloof: (54:27) And largely this is driven by metabolic dysfunction and stress. And like lack of exercise is really a big huge driver of disease because it's the number one signal for making more energy. So basically, I look at how we... If you actually think about like the biology of like metabolism, when we breathe air, we drink water, we eat food, it goes into our cells, it gets turned into substrates, those get put into the mitochondria, which are like little engines that could of our cells, and they have this called the electron transport chain which pulls off electrons kind of like power line. Like electrons are running through this electron transport chain. And they're powering this hydrogen turbine that creates an electrochemical gradient. And that gradient creates a battery and a capacitor. So a battery is like a differential charge between two, it's like a charge polarity. And then the capacitor is like a differential charge between two late membranes. Molly Maloof: (55:22) And then so capacitors can deploy energy quickly. Batteries store energy as potential energy. So when you really look at it, like most people have broken their metabolisms in modern society, there's so many people with diabetes, so many people with heart disease, somebody with cancer, so many people with dementia. And those are really symptoms of broken metabolism, broken mitochondrial function. And it's funny because like, we look at all these things as separate diseases, but actually, they have the same root causes and like half of cancers are made up of metabolic in nature. So everyone's been kind of obsessed with this like, DNA and genetics theory of ageing. I'm just so unconvinced because it's kind of like, okay, that's like the architectural plans of the body. But in order to actually express those plans, you need energy. You actually need to make energy to take the plants and turn into a structure, which is proteins, right? Molly Maloof: (56:15) So my perspective is that, like life is this interplay between energy matter and information. And essentially, like life itself, is negative entropy. So we're just constantly trying to fight against entropy, and the best way we know how to do that is like, maintain our functional capacity and be able to repair ourselves. And so this lack of being able to repair ourselves is often a function of the fact that a lot of people are just like, the biggest complaint in medicine is, "I'm tired," right? Being tired all the time is actually a reflection of energetic inefficient, insufficient energy production. Mason: (56:56) Is that in particular with like the battery storage as you work- Molly Maloof: (56:59) Yeah, exactly. Mason: (57:00) Which is funnily used when you talk about, like his Yin and Yang. Molly Maloof: (57:05) Yes. There you go. Right? We need time off to store energy. The most interesting thing about the Yin and Yang, is that there's this clear relationship between this toggling of switching between different states in biology to flourish. So you actually have to go from intense work to relaxation or rest. You have to go for ideally if you actually just look at all the best [inaudible 00:57:30] stressors, it's like, hyperoxia hypoxia breathwork. What is that? It's breathwork. Right? If you look at cold and heat, that's sauna and coal plant right? What are these things work so damn well, for making us feel healthy and feel good? Well, they're literally boosting mitochondrial biogenesis. And in some cases, like eating fasting is my toffee G, right? It's throwing- Mason: (57:53) Being awake, being asleep. Molly Maloof: (57:56) Being outside being indoors, like we actually need to spend way more time outdoors than we're doing. And like being in buildings and having your feet grounded into the earth, like being alone being with people, like life is this constant interplay, right? Yeah, there you go. Mason: (58:14) That was earthing that I just mumbled. Molly Maloof: (58:16) Yeah. So like today I've been experimenting with like different ways of movement throughout my day because I'm kind of sick of being in front of the computer constantly. And it makes me feel really unhappy. And there's this great meme you posted, feel dead inside, go outside. Fucking love that meme. And it's like, everybody loved that meme. I got it posted so many times. And it was like, actually, I spent two hours today on phone calls outside. And like, people get annoyed when you're not on a Zoom call. But I'm like, "Look, if I can walk, I will walk." And I got two separate workouts and that were like about 10 minutes each in the gym that were like broken up throughout the day. And it's like, holy shit, did I feel better today than I did for like many other previous days where I was just in front of a computer the whole time? Like, we're not meant to be in front of screens all day long. It's not healthy. Molly Maloof: (59:06) It's not a healthy period. So the more that we can try to align our lives as much as possible with something with how we're actually like primitively programmed because our genes have not evolved since primitive times. We're the same genetically, there's been a few changes, but fundamentally, we're basically the same people as we were in hunting and gathering times. So it's no question that we've lost a lot of our health in the process of becoming more modern because we basically hijacked all of these different pathways that are actually ancient pathways of survival that are now being used to take advantage of people. Like the salt, sugar and fat in foods, the convenience of cars, right? Like humans are designed to conserve energy and to find food. Molly Maloof: (59:53) So the society is now designed to like make everything ultra convenient, and eat too much. And it's like, okay. We don't move our bodies enough, we drive everywhere, we know what that's done to society. And so it's kind of like the real process of becoming a truly modern human is to actually try to like life according to your genetics, while also existing in a modern culture. It's a huge challenge. Mason: (01:00:19) Can be a great thing. This is like the Daoist and the Yogi's would need to go outside of society to go and live in a cave so their life could revolve a
What is a virtual being? Anne welcomes educator and entrepreneur Abran Maldonado to the show. They discuss diversifying the Ai landscape, cutting edge technology in schools, and working alongside Ai like a #VOBOSS. Plus, Virtual Being CLAiRA chimes in on what she thinks about robots taking voice actors' jobs. More at https://voboss.com/create-labs-ventures-with-abran-maldonado Transcript >> It's time to take your business to the next level, the BOSS level! These are the premiere Business Owner Strategies and Successes being utilized by the industry's top talent today. Rock your business like a BOSS, a VO BOSS! Now let's welcome your host, Anne Ganguzza. Anne: Hey everyone. Welcome to the VO BOSS podcast, the AI and Voice series. I'm your host, Anne Ganguzza, and today I'm truly honored to bring special guest Abran Maldonado, co-founder of Create Labs, a social impact AI developer and dev ambassador for OpenAI. Abran co-founded Create Labs Ventures to create new opportunities to the underserved community, to gain access to cutting edge technologies, and to help them enter the tech and media industries. He's also the creator of CLAiRA, an autonomous AI woman of color, with other intelligent virtual beings. And he also manages Verizon's 5G EdTech program, expanding 5G VR and AR solutions to hundreds of schools across the nation. ABran, thank you so much for joining me today. Abran: Thank you for having me. Appreciate being here. Anne: Absolutely. Well, first of all, as a former educator, I want to thank you for your service and absolutely love what you're doing for education in the community. So let's kind of get into it and tell me a little bit more about Create Labs. I'm excited to hear about it and how you got started with it. Abran: Absolutely. So I came into this idea as EdTech founder, a former educator, I was a middle school classroom teacher, uh, language arts out in Jersey City, still miss my kids very much. Anne: Yeah, I identify with that. Abran: Exactly. They're still my babies. Anne: Yep. Abran: And I see -- Anne: Watched them grew up. Abran: -- them all around on Facebook. Anne: Yup, mm-hmm. Abran: So I left the classroom and went -- well, previous that I actually worked in entertainment. Anne: Okay. Abran: So I spent a previous life, most of my twenties, in the entertainment industry, doing artist management and a bunch of other things. And then I got into education, started teaching, and then ended up going into a PhD program around urban education, culturally relevant learning, EdTech, and then started doing workshops with teachers to show them how to use student culture to better engage students in the classroom. Launched the light platform called New School that did very well. And then being a tech founder, launching a platform, although it was education based, I started to see that, man, it was very slim for people of color in that space. I was like, there wasn't a lot of us in that space. And then, so I dipped back into my, my entertainment network and reached out to a partner of my, uh, Grady. And I was like, look, man, you've been able to navigate some amazing spaces in the entertainment and media world. I've been able to navigate some spaces in the tech world, both as men of color, and we don't see enough of us out there. So we wanted to more of a pipeline and share more of those cheat codes to get into these spaces. And that was kind of like the beginning of Create Labs. The output, the services, the products have been pivoting and changing in year by year, but the mission has always been the same. Anne: Wow. That's amazing. Now Create Labs is a physical space as well as virtual? Abran: So in part of those pivots, initially it was intended to be a space. And then we, you know, dealt with a lot of red tape. We dealt with city partnerships and trying to get public spaces -- Anne: Yeah. Abran: -- to take over, to create these tech labs in underserved communities. But we just realized that we just didn't have the right resources and nor do investors really like spaces. Like they are interested in investing in you for an idea, for a product that's scalable, but when it comes to what they call brick and mortar, they're like, yeah, no way. But like, we don't want to give you money for rent. We want to give you money for ideas. Anne: Sure. Abran: So we were like, all right, let's unpack this a little bit. Let's think about what we're offering in these spaces and focus on that rather than the space itself, and maybe we'll circle back to it down the line. Anne: Well, I think what's nice about that though, is it's convenient. You're doing tech and that a lot of it can be done online. Abran: Yeah. And obviously we took what we were going to offer in the space on the road, and we'll be doing a lot of these in-person events, bringing technology to communities around the country. And then that obviously got halted because of COVID and the pandemic. Anne: Yeah, yeah. Abran: So we did pivot more. So to be a more virtually provided program, we launched our network online with a Create Labs Connect, which is our community app. And a lot of our events, even hackathons. We started doing virtual hackathons for our community and, and doing a lot more online R&D than doing things virtually where, you know, at first we really enjoy seeing the kids brighten up in person at these events. Anne: That's great. I think it's a nice combination. I know I worked back east in, in education, and what was formerly a vocational school that turned into basically a tech prep academy. But part of the school was turned into, I think this is something similar, to like a Makerspace so that people could come from all around to learn technology. And we physically had it available in the space, but I love that this is both kind of event-based as well as online based, because I think you can reach a whole lot more people too. Abran: When you reach different -- I don't want to say demographics -- we're reaching the same demographic or you reaching different people from different angles that you take. Right? So the people that can reach online is a certain group of folks that are already there, right? And then the people that you reach in person maybe don't necessarily have a great presence -- Anne: right. Abran: -- online or in social media. Maybe they don't even have a Facebook account. And, but you catch because you're on their block, you're in their neighborhood ,and they want to come out to see what's going on in their community. And you don't get enough of these kinds of events in those communities. You get them in Silicon Valley, you get them in other places, but rarely do you hear like, hey, you know, let's go down a block. I heard they're flying drones and navigating robots and, and there's VR headsets over there. Let's try them on. And you get other people who maybe rather stay in the physical spaces -- Anne: Sure. Abran: -- experiencing that. Anne: I love that. Now talk to us about -- and this is, this was a new announcement that I happen -- you caught my eye on, on LinkedIn with CLAiRA, your autonomous AI woman of color. Tell me a little bit about CLAiRA. Abran: So CLAiRA was just another one of those like R&D projects that we started last year to give a face to, I guess, personify AI and the work that we were doing in AI. So I'm a dev ambassador for OpenAI, and I knew that AI as a concept was just miles away from our understanding as a, as a community. And I needed to do something to bridge it the same way that I would do the -- my other research and education around CRE. CRE is culturally relevant education or culturally responsive pedagogy. If you're going to introduce a foreign concept to someone from an education standpoint, you have to do it in a way that they can understand, and it's palatable, uh, that they can build upon. So how do I introduce AI? I introduce it as, one, a representation that it's not a scary robot, nor is it a robot with like circuitry coming out of the head and things that we might've seen from interpretations from sci-fi films. You know, I wanted to do it in a, in a warm, welcoming way that was also representative like, oh, that looks like me. That might mean that someone that looks like me made this. And as a matter of fact, yes, that's exactly what happened here. And we then introduced CLAiRA to people on Clubhouse, which is that audio only app -- Anne: Yup. Abran: -- and people got to do a Q&A with her there and ask her questions and kind of disarm a little bit some of those fears and see like, oh, she's not that scary. She's actually friendly. She's actually very empathetic and speaks a lot about kindness, um, and how we can improve our lives with AI. So now I'm not so scared anymore, but -- and she just kind of evolved from that. And we partnered with an organization called Trill or Not Trill, two amazing brothers, Black founded organization that does leadership trainings in schools and education workshops around the country. And they said, look, we're already doing these, these trainings in schools. We would love to add CLAiRA to the mix, and the partnership's been great so far. Anne: Fantastic. So CLAiRA, you can ask questions to CLAiRA, I understand. Abran: Yes. Anne: And she will formulate her own answers. I guess, let me ask -- I've been talking to a few companies, you know, AI companies out here, and not necessarily to get into the programming aspect of it, but how does CLAiRA get her information to answer questions? How is that formulated in a database or? Abran: So much like we do -- and I can go off the deep end when it comes to talking about AI -- Anne: Tech, yeah. Abran: -- you know, but we, we think of it as like a foreign concept, but it is a learning, you know, utility much like the way that we learn. So I'm sure I have my own core base of knowledge from -- I don't know how much knowledge we retain like intrinsically that we're born with, but a lot of it is socialized. Anne: Right. Abran: Like you gain training data that you store in your brain throughout your life. Right? She was given or the system, the AI system that she operates on was given a core base of knowledge. Anne: Of knowledge. Abran: And she can pull from that core base. But I also, in addition to that, have added kind of some guard rails and some concepts that I would like her to stay on. And a lot of that came organically through these Q and A's, like what kind of responses was she giving? Oh, I like that response. Let's kind of bake that into her mainframe, and you know, let's keep that theme going, you know, so I never went into it like, I want her to sound like X, Y, and Z. We said, let's just see how she responds -- Anne: Got it. Abran: -- to the community and save the best elements of her responses and then keep, keep within their framework. Anne: Got it. And then that just keeps building and building. Abran: Exactly. Exactly. Anne: Wow. That's amazing. So how old is CLAiRA then? How long has she been? Abran: Yeah, CLAiRA's about a year old -- Anne: Okay. Abran: -- from initial development. She was -- her first interaction with people was on Clubhouse back in December. Anne: Okay. Abran: December, January, and then we introduced her to students and schools recently, I will say within the last couple of months. Anne: And so when CLAiRA goes to a school, is she just there to answer questions or does she also speak as well? Does she talk about herself first and then entertain questions afterwards? And then I'm assuming with that her database just keeps getting bigger and better. Abran: I usually give a bit of an introduction. Sometimes I'll, I'll produce like a video piece with her to kind of get like an introduction. Like, hi everyone. You know, my name is CLAiRA and this is what I am and why I'm here. And then kind of let the students just dive in after that. Anne: So now CLAiRA is not just a voice. CLAiRA is also and like an avatar? Um... Abran: Yes. Anne: Okay. So then where did the formulae, like, where did you get her voice from? Was that something that you went out and searched for people to provide the voice for her or were, how did that come about? Abran: So we have a core team of other amazing women of color, real life ones, uh, women of color that are on the team. I don't know at this point, this, this is like a good council, like an internal council of about seven to 10 of us internally that explore her concepts. And we discuss, you know, where her development should go and what we should do with her aesthetically and even brain-wise as well. One of the women is working on her prompts, which is like basically her brain and, you know, formulating the best prompts from all of the previous iterations. And then someone in our community, in our council who is actually a podcast host, had an amazing voice, and I didn't even tap her. She volunteered. Anne: Nice. Abran: She was like, "look, I know that we're looking for a voice for her." Anne: Sure. Abran: "I'd like to volunteer." And it worked out, we did some training sessions where we took some voice samples from -- her name is Amber -- from Amber. And we felt like the voice matched the face, matched the personality and it was just a good fit. Anne: Fantastic. So would it be possible? Can I interact with CLAiRA in this podcast? Abran: Sure. What would you like to say? Anne: Hi, CLAiRA. Nice to meet you. So CLAiRA we'll make it a simple, broad question. Like how can AI help me in my day-to-day life? Abran: So what I'm doing -- this isn't instantaneous. Anne: Yes. Abran: Because I'm typing her the question that you're asking, I don't have a mic turned on for her -- Anne: Yep. Abran: -- to hear you directly. Anne: Normally there is a mic that's...? Abran: There Is, yeah, there is that capability. Anne: Or normally what you do is you type in, but yeah, I would imagine that she's a fully functional -- what -- do you call her an AI like virtual being or a AI bot? What do you call her? Like? Abran: Yeah. Um, the term that's becoming more socialized these days in this space is a virtual being. Anne: Virtual being, okay. Abran: Because she's not a physical robot. Anne: Right, right. Abran: So she's a virtual persona. And I always -- so with the pause now is, I'm reading her response, making sure that there's nothing wonky. Anne: Yeah, mm-hmm. Abran: Okay. CLAiRA: AI can help you in your day to day life by doing things for you. It's all about efficiency and speed. AI can do simple tasks like making dinner for you, or taking care of the dishes or AI can do more complicated tasks that humans may not be able to do, or something that takes a lot of time. I think it's important for us to use and take advantage of this technology because it will allow us to work on other things and create better products and services. Anne: All right, here comes my second question. CLAiRA, I am a voice actor. So my question is, is AI going to take my job away? CLAiRA: I don't think that AI will take away voice actors. It's true that sometimes you can get apps with AI voices, but I don't think it's going to replace the need for human voice actors. AI's still learning. So someday there might be a time when it can speak in a way that sounds more human, but until then, I think human voices will be needed. Anne: Wow. That is a great answer, CLAiRA. That's incredible technology, Abran. I'm, I'm amazed, and I absolutely love that this is going to be out in the community so it can really help people be less scared. I know that for our community and my work that I've been doing in the voice acting community, there is a lot of fear. It's not just the voiceover community, but a lot of different industries that are afraid that AI is going to, you know, take their jobs away. Abran: I mean, I'm less concerned about the industries because the industries will see the writing on the wall in time for folks. So I hope that these industries will, you know, give some inklings to give people a chance to upscale or retrain or pivot, you know, their trajectories. I do tell people who are in tech training boot camps, that, you know, if you're interviewing for a job, do some research to see if that skill that you just learned will be around -- Anne: Right. Abran: -- in the next five to seven years, or if it's going to be automated, or even ask the potential employer during that interview what they're seeing. But in addition to that, CLAiRA has gotten a quite a bit of press recently. She was in Complex Magazine and Black Enterprise Magazine and a couple of other outlets, and the interview requests keep coming in. And I came across some of the comments on Instagram from just everyday people who are equally as scared. And I wish that I could just jump in and reply to everyone's comments, to just let them know that there's nothing to be afraid of, or that the only way to address that fear is to take it head on -- Anne: Yes. Abran: -- and to become more learn it in this space, not stay ignorant in that space. And that's what we're trying to do. Anne: Absolutely. 1000%. The impact of, of the AI and Voice series for my podcast has been, or the mission has been to just educate people because of the fact there are so many people that will just say, no, I won't have anything to do with it. It's going to take my job away, and bury their head in the sand. And I, I really just want people to educate themselves about the technology so that they can feel more comfortable of how they might be able to work along with it. And I know that you must go through that as an educator, you know, a lot, not just with your students, but just anybody that is like, oh, AI. No, no, no. So talk to me a little bit about, besides AI, other technologies that you're working with that are either in parallel or working together with AI to, I guess, help us in our daily lives and what can they do? Abran: The avatar work is more of like a creative output, but there are going to be some very important business applications for CLAiRA and other avatars like her. But we're working on other use cases for AI, particularly with the AI models that we use, like a GPT3 and codex and others, where subject matter expertise can now be automated on certain topics, and translation and summarization. And think about the things that, for instance, I had someone in our R&D team just kind of throw around a concept where they were like, you know, medical information for, especially for seniors, um, can be a daunting task to really go through and make sure that they're not mixing up prescriptions or misdiagnosing things or taking it at the right time. Sometimes it's hard to read through all that fine print or the instructions, and just having a system that distills all of that medical information and those indications for drugs into like one plain simple language sentence of saying, use this for your headaches, use this for your diabetes, take it once a day, take it twice a day. Should I take it with this other one? No. Should I take it with a meal? Yes. Translate that into Spanish for my grandmother. And then take that same simple explanation and convert it to another language. You know, someone reached out yesterday with help for a tool for nonprofits, like having an email generator for email campaigns, for fundraising grant, writing proposals, all of these things are still going to be not automated away where like you don't have to lift a finger, but it definitely, I can speak from personal experiences, a lot of grants that I haven't gone after, just because I just don't have the bandwidth. Anne: Right, right. Abran: So if you can expedite some of that bandwidth -- Anne: Sure. Abran: -- with the help of AI, there's definitely some opportunities that people might, you know, take more time to pursue. Anne: Also, I noticed it when I was looking at your website, your Create Labs website, you do offer the product similar to Create Labs Connect, but also you have a personal diversity equity and inclusion expert -- Abran: Yes. Anne: -- product, which is really cool. Tell me a little bit about that. Abran: So DEI AI was intended to help the DEI consultant work that either we do or we support with the other consultants in our network, help them catch up, I guess, with AI. Because there's a lot of consultants, there's a lot of services that are now utilizing AI to help scale their work and enhance their services and what, you know, corporate customers in going B2B, to enterprise, they might be looking for. They might not be looking for the traditional, like we're going to come in with, we're going to do a bunch of training for your employees -- Anne: Right. Abran: -- and charging consulting hours. Like that's an older model. And when it's a large organization, you know, 10,000 employees, you know, that might not be scalable -- Anne: Sure. Abran: -- to have you physically train everybody, you know, 25 people at a time. So it was intended to be a tool sold in by DEI experts. And that's our way of safeguarding to make sure that it doesn't replace DEI experts and consultants, that it's a tool that they sell in to a business and say, hey -- Anne: It's a supplement. Abran: -- if you're looking to, yeah, if you're looking to scale the work that we're already providing you, we have this tool where you can ask this AI expert on your dashboard questions that you might ask me. And if you need to speak to a human, then -- Anne: Sure. Abran: -- I'm right here at this button. But if there's certain questions that you feel might be too sensitive to ask a person who, maybe you're too embarrassed because of you feel like you should know something and you don't, you don't want to get canceled for something that you might deal with, with an employee at work, or, you know, you just hired a person of color, and you don't know how to make them feel more inclusive or set up initiatives at the company to make all the people of color there may feel more inclusive, you can ask this AI bot on your dashboard that we've developed for you, because it has the same expertise that we have. Anne: So let me ask you in the daily grind, are you actually programming as well? Or are you out there talking about CLAiRA? What do you do on your day to day? Are you also involved in the creation of these products? Abran: Yeah, I'm swamped. Anne: Well, you're -- Abran: Yes. Yes to everything. Anne: Yes to every -- you're also doing the Verizon 5G EdTech program, which I imagine -- Abran: Yes. Anne: -- is, you know, even more, adding more onto -- I thought Create Labs was amazing. And then all of a sudden, I see that you're the associate director of this 5G EdTech program. Abran: Yes. Anne: Wow. Talk to me about that. Abran: And I have four kids -- Anne: Wow! Abran: -- and a dog. Yeah. So it's all a lot of fun. I find a way to make it all work. I never brag, but I feel like I do have a good talent for finding talent or the talent to give opportunities to. Like at first we were like, hey, let's try and get people opportunities at other companies. And then after a while, we're like, no, let's just pay people ourselves. Let's just -- if people aren't struggling looking for work, we'll give them the work. And then they'll build out their portfolio doing work for us that then will get them hired at a full-time company. And we've done a lot of that. Anne: Fantastic. Abran: There's people that have been graduating from coding boot camps. And once they graduate, they struggle to find work, and you need to build out a more robust portfolio of projects that you've done, whether freelance or project-based. So we tell them, look, come and work for us. We'll give you projects so Abe's not doing everything. Um, and you just check in with Abe to make sure that the project and the client is happy. We'll pay you for that project, and it'll make your resume look a thousand times better. And so we have people working on R&D. We have people working on the AI stuff. We have people working on design stuff, UX design, all kinds of things. And then that gives me more time to focus on things that I can't offset. You know, that I can't delegate, like the 5G EdTech project with Verizon. Verizon and the New York City Media Lab said, you know, we need you with your EdTech expertise to help us launch this EdTech initiative that Verizon is leading called Verizon Innovative Learning or VILs for short. And that was to bring more AR and VR technology into schools, starting with Verizon lab schools. So Verizon actually built out the lab concepts -- Anne: Okay. Abran: -- that I was explaining earlier in certain schools where they're providing not only 5G, but VR headsets and tablets and all the apps that go along with it, 3D printers. I mean, these kids -- Anne: Fantastic. Abran: -- forget it, man. These middle schoolers have no idea how good they have. Anne: I love it, oh man. I do! Abran: Yeah. And then Verizon launched their own learning platform or VIL HQ. So I'm helping teachers and helping those developers of those technologies kind of make sure that everything's running smoothly. The development of those products is, is running according to plan. And those developers are also being empathetic with what teachers have to deal with right now with the pandemic -- Anne: Sure. Abran: -- and hybrid, virtual online, what technologies can we use when the kids are at home versus what technologies can they use when we're in the building and our lab with VR? So many schools have firewalls that don't even allow VR. Anne: Yeah. Abran: So there's a lot of that that we have to work through, but it's an amazing campaign. They've been pushing this commercials everywhere right now. They sponsored the whole global citizen thing recently. And every commercial that ran was the Verizon Learning Initiative. So I'm real proud of that. Anne: Oh yeah. Abran: That's, that's really taking off, but there's still a lot of work to be done there. But yeah, I mean, with these other projects, a client might reach out and say, hey, we'd like for you to build out some AI for us. And then I'll say, great. That's a great opportunity for me to bring in more people who need to work -- Anne: Sure. Abran: -- to take the lead. Anne: Oh my God, I could not. Thank you so much. I'm so behind all of that. I love what you're doing. I think it's fantastic, just, you know, my own 20 years in education. And I worked with Verizon quite closely during my tenure at the schools and having them help bring technology to the students, which I think is so, so important. I mean, they're our future. So kudos and congratulations. Abran: Yes. Anne: Thank you for helping in all of that. Abran: Yes. Anne: And they're totally spoiled right now -- Anne: Yeah! Abran: -- but it's good. They need it. Anne: They do! Abran: They need as much as they can get. Anne: They do, and everybody needs it and everybody needs the technology. So yeah. Thank you so much. Wow. This has just been fascinating, and I am a fan. Abran: I appreciate it. Anne: Yeah, absolutely. How can our listeners, if they're interested in helping out in some way -- because what a bunch of great projects that you're working on -- how can they get in touch with you? Abran: Um, we are fairly responsive on all the socials. So LinkedIn, Instagram and Twitter, probably in that order, maybe Instagram first, we find most of our fans and our supporters are on Instagram. Anne: Fantastic. Abran: We answer the contact form on our website. Anne: Okay. Abran: If you navigate to CLAiRA's Instagram page, she's -- her appearances and her bookings are being handled by the leadership organization that's working with her -- Anne: Okay. Abran: Trill or Not Trill. So you'll get in contact with probably Jeff or Lenny if you have like an appearance that you want her to make. Anne: Okay. Abran: And, you know, come to us with your technology needs, because if you come to us for any design work or development work, all that's going into the, to the hands of the folks that need the work the most. Anne: Fantastic. And CLAiRA is C-L-A-I-R-A. Abran: Yes, correct. Anne: So you have to have the AI in there. So -- Abran: You gotta have the AI in there. Anne: Yeah, so, wow, thank you so much, Abran. It's been a pleasure having you and -- Abran: Likewise. Anne: -- I can't wait to see what you guys are going to be doing next. So in the meantime, I'm going to give a great, big shout-out to our sponsor, ipDTL, that allows me to connect like a BOSS. You can find out more at ipdtl.com. BOSSes, have an amazing week, and we'll catch you next week. Bye. Abran: Take care, everybody. Peace out. >> Join us next week for another edition of VO BOSS with your host Anne Ganguzza. And take your business to the next level. Sign up for our mailing list at voboss.com and receive exclusive content, industry revolutionizing tips and strategies, and new ways to rock your business like a BOSS. Redistribution with permission. Coast to Coast connectivity via ipDTL.
After a tough fought, but ultimately disappointing game at Washington State, the Beavers have a BYE this week... but the boys podcast on! It's their usual bit of fun and frivolity with a bit of Beej's dating food journey to end it! Enjoy!
Hey guys, due to time constraints I won't be able to release this week's episode until Wednesday. Thanks for understanding, I love you so much. SO MUCH. Like way too much. Like so much you might think I'm crazy but you know deep down you love me too. Any way, the point is, I love you. Wait, no, the point is, the podcast will be out on Wednesday this week. Ok cool. Bye. I love you. See omnystudio.com/listener for privacy information.
Best Neighbors Podcast Ep 356 "The Return of Eliot Mintz!" Happy Autumn, Neighbors! Hope you're ready to deep dive w/ RHOBH (the reunion trailer is EVERYTHING!); RHOSLC (so much to discuss); & RHOP's tossed salad fight. We also talk Ted Lasso & The Morning Show; Great British Bakeoff & Maid; First & Last Challenge; Patton Oswalt's live show & so much more! Thank you for listening to the Best Neighbors Podcast Be sure to Like our Facebook Page! You can subscribe to our show on Apple Podcasts! We are on Twitter @bestneighbors On Instagram find us at Best Neighbors Podcast Email us at email@example.com Send us a message if you would like stickers and/or a pin! Bye neighbors!
The Tunnel Vision crew of Keely Eure, Shotgun Spratling and Ryan Abraham are back in studio discussing yet another historic Coliseum loss, this times at the hands of the Utah Utes. The last time Utah got a win against USC in Los Angeles was 105 years ago and the Utes had never won in the Coliseum, but that all changed on Saturday night. The team also tries to find what is left to motivate this team now that winning the conference championship is off the table, discuss Drake London's chances of winning post-season awards including the Heisman Trophy and what USC needs to focus on heading into the BYE week. This is a podcast version of our video show Tunnel Vision that you can find on our Facebook or YouTube pages. Make sure you check out USCFootball.com for complete coverage of this USC Trojan football team. Learn more about your ad choices. Visit megaphone.fm/adchoices
With the Huskies off with a BYE, we discuss games from yesterday, including Sark's Longhorn implosion against Oklahoma, Alabama's loss to Texas A&M, and Beavlet falling to Cuog. Shout outs include Swaye, Doog_de_Jour and AuburnDawg. Come join the dysfunctional fun over at HardcoreHusky.com.
The guys from Dawgman.com - Chris Fetters and Aaron Beach - take time out during this football BYE week to gear up for some hoops talk, specifically previewing the men's basketball team. What can UW fans expect from the team this season, especially with how poorly they played last year? They were 5-21, including 4-16 in the conference. Gone are Marcus Tsohonis, Nate Pryor, Erik Stevenson, Hameir Wright, Raequan Battle, J'Raan Brooks, and Quade Green. Fetters and Beach first talk about Mike Hopkins and what he did in the offseason to put the Huskies in a position to taste success. He made some big moves within his coaching staff, as Cameron Dollar and Dave Rice left and Wyking Jones and Quincy Pondexter took their place alongside Hopkins and Will Conroy. Then they talk about the huge roster revamp, starting with the backcourt. Terrell Brown, Daejon Davis, and P.J. Fuller take over for Green, Tsohonis, and Stevenson. Talk then turns to the wings, with some discussion on Jamal Bey, Emmitt Matthews, Cole Bajema, and Samuel Ariyibi. After a quick break to pay some bills, Fetters and Beach finish up their roster revamp preview by talking about the bigs, the men in the middle that will be counted on to protect the rim and start the transition. They have a number of options, with Nate Roberts, Riley Sorn, Langston Wilson, Jackson Grant. And how will this revamped lineup fare in the Pac-12? In Beach's opinion, how many wins is this team capable of? And could they stun the league and get to 20 wins? Learn more about your ad choices. Visit megaphone.fm/adchoices
The Tunnel Vision crew of Keely Eure, Shotgun Spratling and Ryan Abraham are back in studio previewing Saturday's game against Utah and what should be a key contest in the race for the Pac-12 South. The crew has updates from the practice field including a limited return of quarterback Jaxson Dart and a few changes to the Trojans pregame routine for home games. The team also shares their thoughts on a Utes squad that is 2-2 on the season and coming off a BYE week, but is also dealing with an unfortunate tragedy that occurred shortly after the win over Washington State when safety Aaron Lowe was shot and killed at a party in Salt Lake City. This is a podcast version of our video show Tunnel Vision that you can find on our Facebook or YouTube pages. Make sure you check out USCFootball.com for complete coverage of this USC Trojan football team. Learn more about your ad choices. Visit megaphone.fm/adchoices
This episode was super fun because we had my boyfriend as a special guest. We asked him juicy questions that girls want to know about guys but are too afraid to ask! We heard the inside scoop on how guys really think. Thanks for listening to us interrogate Joe and the boy species. Love you guys and we'll talk to you next week!! Bye
mike, travis and drunk discuss the following topics.... liquid owns nsfw..... teach sociopaths high pressure jobs.... lullaby mr clean.... cans are gross..... inspiring hooligans..... after the break, we talk to "chompy and the girls" filmmaker skye braband about his movie, jennifer aniston and cans. check out chompy and the girls here and follow skye on twitter here. potw: final girl support group/playoff baseball/venom 2 WELL, BYE.
These days there are so many social media platforms it is hard to keep up and easy to fall behind your competition. There's one platform you should not be overlooking and that is YouTube. You can spend all your money on ads and still not see a return and today's episode is going to change that. We're going to be talking to a 28 year old named Cody Steck who in just two years is on track to close near $600,000 and close GCI 100% from YouTube. More impressively, he did this 100% organically and free.Covering everything from strategy to keywords and SEO, this episode will be one for the books. As a long time Realtor, and real estate investor, Cody has a strong understanding of the real estate market for the Salt Lake Metro area and the entire Wasatch Front. Born and raised here in Utah, Cody knows the ins and outs of each city and neighborhood and has become a local celebrity on YouTube.Three Things You'll Learn in This EpisodeThe importance of finding your nicheHow to make videos pertaining to topics people will actually search forAmount of content to put out a monthResourcesCody's YouTube ChannelReal Estate Marketing DudeThe Listing Advocate (Earn more listings!)REMD on YouTubeREMD on InstagramTranscript:So how do you attract new business? You constantly don't have to chase it. Hi, I'm Mike Cuevas in real estate marketing. And this podcast is all about building a strong personal brand people have come to know like trust most importantly refer but remember it is not their job to remember what you do for a living it's your job to remind them let's get started what's up ladies and gentlemen welcome another episode of the real estate marketing dude podcast What is up everybody? What we're going to do today is bring you live individual agent actually doing the shit we talk about every fucking week on this damn show. So she knows there's people out there doing it we're not doing his his stuff but he's doing you know basically what we do for a lot of people so this is like every PP there's a lot of people doing this exact same strategy and we're gonna focus today specifically on YouTube. How the hell did he get in the business two years ago 28 years old and he's gonna close near $600,000 and close GCI 100% from YouTube Well, he knew the strategy he knew how to get found he created content he started doing it consistently and guess what people started knocking on his damn door and he did it without spending $1 in ADS I think we're gonna find out though because this is what an interview is so without further ado, we're gonna go ahead and introduce our guest His name is Mr. Cody stack what's up Cody?What's going on guys happy to be here. Can't wait to jump into thisYeah, dude, we appreciate having you on the show here Why don't you go ahead and tell everybody a quick rundown Who are you what market are you in and then we'll get on into the interview.Yeah, sure. So Cody stack I've been in the business for six years but just been on YouTube for only two years now so everything I do is almost exclusively YouTube at this point it's all 100% organic and free like you said i've you know I'm on track by the end of 2021 over the last two years I will have closed about $600,000 in gross commission just from youtube so in addition to that I'm doing you know friends and family and investors and all these other people I still have my market still so but as far as just lead generation new business coming in 100% YouTube right now and absolutely love it you know this stuff works and you know if you're thinking about doing it you got to do it you know now's the timeyeah and because like you know, you're in Salt Lake City I was checking out your channels pretty impressive. So if you go to his channel we'll give you the link later but just look up living in Salt Lake City I mean the dude owns every single search term out there and then you can see what his view counts are and you know he's gonna own that probably forever which is the best part about it and there are still some markets you could actually still penetrate and get in there some major cities as a matter of fact where people really haven't done the done the videos I've done that the content yet but it's limited I give it another 12 maybe 18 months maybe in the country and then all these search terms all this content I think you're starting to be so well that would be something else with YouTube because there is a specific strategy that for whatever reason, I don't know why. But I sort of know why like that people search for and why these videos get so much views and attention organically which is the key and what is the percentage of buyer or people that come through Is this how many percentages or relocations coming into the market versus let's talk about types of leads and get off YouTube that will go into types of content?Yeah, sure. So it's probably 90% relocation a lot of people move in from out of state it was kind of fortunate that I started my channel about six months before the whole COVID pandemic shit came about and I you know business was the YouTube channel was just kind of getting started I was starting to get traction and then that hit and you know it kind of was a blessing in disguise that I already had six months of content out there because I picked up on a lot of people trying to escape from the northeast from California from the northwest all these different places trying to get to Utah to you know because now they're working remote they can work anywhere or they're coming here for the jobs that we have you know Utah's growing like crazy we've got a big tech and healthcare scene so a lot of high paying jobs coming in and people are getting you know new jobs here in the area or just working remote and want to you know have access to the outdoors so tons of people coming in probably 90% relocation I do get the occasional lead that already lives here in Utah and they're just kind of doing research and they find me and say hey, I just came across you on YouTube love your stuff you know we'd love to help get your help with buying a place but you know and then I also do get a probably you know I've probably had three or four investors reach out as well I do a little bit of investing content on my channel as well talking about how to invest you know what to look for I'm an I'm a real estate investor myself that's how I got in the business but anyway made some content about that so you can you can really attack that angle as well if that's your your niche. I mean, you can go after that. So there's tons of different niches you can go after, but for me it's been mostly relocation.Yeah, and that's the key niche. A lot of times people will be like, Hey, we get the question all the time. Like, just if you start just creating like just real estate content, like hey, how to buy and sell the same Timer? blank, the home selling process, like it's very, you're not going to get any views on YouTube or you like or you're gonna lose a lot of people are going to search out that type of content. Yeah, it's bad content. Yeah.It's just, uh, nobody's searching it right? I mean, there's been 1000s of agents who have done those types of videos, and nobody's searching for that type of content. That's why, you know, when they're when somebody's looking at buying a house, and they want to learn about the escrow process, or inspections or appraisals, most people I found don't really care about that stuff. They're relying on you to just tell them what they need to know, handle it, make sure they don't get in a bad spot, take care of the rest, right? They don't really care about the details of how an appraisal is valued. They just care that their home appraises so people aren't searching for that they want to know more about the area and more about your expertise as the agent who knows that area and can get the job done.100% when I moved here you guys in the California I say this often on the show, but you know I went to YouTube to look up and see I'm like what the fuck is Encinitas look like? What are the housing look like? What is the strip look like? Like where am I gonna go get beer at where am I going to go take my kids to the park I just wanted to see what it looked like you know and oftentimes the reason why this is theory but I think it's accurate I'm appreciate your opinion on it. But the reason why I think so many reloads come in the market is twofold one they're doing what I was doing visually looking to see what the area is and then when they see someone there it's that know like trust factor and that's what video does 90% of it's based upon the body language and the tonality we're expressing it's not the fucking content. So like if you're if you're approachable on video, they like your personality, which is why they call you it's not because of the content you're spitting out most of the content is so damn boring to be honest with you. It's how you're saying it that people are actually interested in and they're like I can like this guy and then they call because they just want those boots on the ground. Whereas if you look at local business and how local businesses transacted over 80 85% of its gonna come from someone you already know used in the past or personally met or bumped into so when you look at that someone relocating and doesn't have that referral base they don't have that that network which is why a lot of online lead generation which is why everything on YouTube comes in so much relocation is because they're simply just not being referred to the people that they normally would if they're making a local transactionYeah, exactly. Like you said, I mean you hit it right on the content is as an agent the content seems boring and repetitive but for the person who's never been to your area, they gobble that stuff up I can't tell you how many texts and emails and phone calls I've had where people contact me and say I watch your videos I can't believe you know I'm talking to you your videos like a celebrity right?Yeah already status Yeah,I've had people like you know basically say that to me that you're like I can't believe I'm talking to you and it's a little weird you know, but it's like they know me because they've watched hours upon hours of my content. I have no idea who they are but they already know me like me and trust me like you said and that's the most important part of business right when it comes to real estate this some I preach all the time to especially newer agents or agents who aren't doing a lot of business it comes down to people it comes down to how you present yourself the body language and the confidence that you have to be the person that they need to trust in order to get that job done it doesn't come down to how well you know real estate or how good your YouTube videos are. I mean, yes, that will help right? You want to have high quality videos, but my first videos were absolute garbage I mean, audio sucked you know, the video sucked. I was stuttering the editing was bad everything was bad about it. And yet I've got I don't know 10,000 20,000 views on some of those first videos and they still consistently put out 100 you know 50 to 100 views every couple days so it doesn't matter right the content the quality doesn't really matter it's how you present yourself indentistry dude yeah authentic Yeah, my daughter watches like YouTube all the time. So I get all these like YouTube celebrities from Mr. Beast to like you know, you know, you name it. Yeah, you watch their content and the reason why it's like reality TV like people perfection doesn't exist a second you try to be perfect as a second you start turning everybody off. But let's go back to why the look at the positioning on this and this isn't just like this is on YouTube, like people who are just farming their local market with video to our attracting local market. a client's exact same way because you put the personality with the name, and people just want to feel like that know, like and trust. So we did a podcast with a dude named grant wise I forget what episode is it's been a while. But anyways, he's done a study on this or he researched a lot of this and what he came up with was like, hey, on you when people are on video, it's like, ingrained into our brains because as kids, it's like, why do you think your kid runs up to Mickey Mouse and like gives him a hug and thinks a superhero? It's just some drunk dude in a costume. And yet your kid thinks that this Mickey Mouse a superhero? Well, because the kid was seen him on television and TV growing up so when they see him in person, you get like this celebrity status. There's actually a study done. I wish I knew the name of it, but it's very interesting. You're exactly right people are like feel like you're a celebrity doing it and the positioning is crazy on that yeah. Okay so let's go through a couple other things because you're mentioning YouTube content What do you do for editing now and content creation a lot of people overthink these like scripts but it's really just like keep them conversational is what I tell people it's one on one you're just telling people what you already know and you don't need to be an expert in buying or selling real estate you need to be an expert in your community.Yeah, exactly. I rarely talked about buying or selling real estate in my videos like the specific details of that process. It's almost entirely about what's my area What does it look like? What are the pros and cons? How much does it cost to live there all those you know different types of things on the video that's what's most important that people actually care about so you know, when it comes to making content that's that's what you really got to focus on.How much content you put out, I mean videos a month, what your schedule like what's your frequency?Yeah, so right now I'm about one per week I've been trying some different types of videos I've been doing some home tours and stuff just try and test that out see how the you know what the feedback is. So I'm gonna I'm kind of somewhere between one and two videos per week. If you were just getting started if you don't have that backlog of videos you know on your channel already I'd say you absolutely need to be two if not three videos per week in my opinion, to build up that base of videos that people can go watch at least until you've got 10 to 20 videos out there. So yeah, I'm about one per week right now. And most of them are in the office or out vlogging so you know it might be just a sit down video like this where I talk about my area show some stuff on the screen and that's it or I'll be out in my area filming the sidewalks the houses the businesses everything that people want to see. And you know those are the two types of videos I do and then you asked about editing. In the beginning I edited everything myself I wanted to kind of understand the process and figure it out but I've since moved on and I've got a virtual assistant who edits everything for me at this point.What kind of performance difference you've seen on talking head stuff when you're sitting down as opposed to being out on the street on the beach showcasing the demonstrating area?Yeah, that's that's a great point. Um, I would say that a lot of people I think people really get attached to my videos on the vlog type videos where I'm actually out and about doing stuff that those are the videos where people are like Yeah, I saw your video on this on this city and it was great because I got to see how many trees there were you know, was there dirt was there a sidewalk was it paved you know, like all that stuff, whatever just kind of how it visually looks so people get attached to that. You know, which is nice, but at the same time I think people appreciate the talking head stuff because they can just throw it on while they're driving. They don't have to watch me or anything necessarily they just listened to it kind of like you would a podcast or whatever. So they both do well i think i do think you need both in order to be successful.Yeah, that's a good point. There's you got informational, like community informational content, and you have community demonstrated demonstratable content, like the tours, the downtown areas, that's what people want to see. And those do really well. And you're right, it's sort of like, like the vlog stuff, people overthink the formatting of it. But scripting is like very simple when you just break down storytelling, and essay writing and how your book reports when you're in second grade, it's the same shit. attention getter, Introduction body outro. attention getter, Introduction body outro. So you guys follow y'all have y'all have the skill set to do this. It's not very difficult just that for whatever reason. I don't know why Cody, but people buckle at the knees when the record button goes on. And I'm always like, Dude, why are you buckling at the knees? Bro? You're a grown ass man. Like, you just sold a $20 million property and just made like $200,000 you're gonna let the red light make you buckle at the knees? Like Come on, bro. Like you're tougher than that. Why is that? Why do people hesitate?So I don't know. I haven't figured it out.When you started were you sort of like hey, this feels weird or Yeah,I mean it's definitely weird to like talk to a camera. I'm not generally that type of person. I mean I've gotten too used to it now and now I don't even have an issue I just click it on and I just go and I you know, I stumble through it and I can edit it out and redo it and you kind of learn that stuff. I think a lot of people get hung up at the very beginning they think has to be perfect right? They have to say the right thing they can't stutter. They have to you know, have a smile on their face whatever like all that all that shit that doesn't really matter. I mean, it does matter, right? Like you want to do your best but like don't overthink it. Just hit record and just get a video out. That's the biggest thing. It's not the scripting. It's not the content. It's not anything else. It's simply just hitting record, getting a video done looking at it saying oh yeah, I could have done this better and fix it next time and release the video and you know, get on with it.Yeah, I mean, I can tell you firsthand we just some people overthink the first video. I'm like, dude, like it no one cares. Frankly, no one cares what the hell you do, but like the more imperfect it is. in its own way, oftentimes the better it performs Yeah, well isn'tthat Vanya? Maybe because it's authentic its authentic right and the thing is you put that first video out you might get 12 views anyway right like that very first video over time it might give us but at the beginning you're only gonna get 10 1215 views maybe you know so it's not like the whole world is watching this it's not like you're on CNN or something you know what tons of exposure right off the bat you know, so don't overthink it And the beautiful thing about YouTube is look you know some of those first videos I've gone back and remade them and they do great you know, now that my audio quality is better my video quality is better I'm better on camera, Christmas better whatever, all that stuff you can just remake the video nobody even sees the first one anymore you know so it's not the end of the world if it's not perfect.Makes a lot of sense. What else do you see coming out on on with YouTube? You know, I know that a lot of a lot of people are familiar now with the you know, 18 months ago says like the hidden strategy, right? And I'm like, wow, YouTube. But now you know, you see a lot of people doing the pros and cons videos and all that. Yeah. Are you seeing any other avenues open up? Beyond the tours beyond the pros and cons of time neighborhoods? The cost of livings all that stuff? Are you seeing any other avenues coming down the pipe for different areas of content creation that people haven't quite seen yet?Yeah, that's a that's a great question. Um, I think that you I think that YouTube will still be the number one platform in my opinion, or at least for the next three to five years so it's going to be video content number one. Number two, you know, it's going to have to go beyond pros and cons and cost of living and all that stuff it's going to have to go into more vlogs I think that's going to be more important showing the area especially for relocation and also once you've built up an audience I think it's easier to niche down a little bit and start talking about commercial real estate start talking about investors start talking about these you know new construction, whatever it might be, if you want to go into new construction I mean you can build up a portfolio of home tours and talking about new construction and how the framing process works and whatever and who knows maybe you pick up a builder client they give you 50 listings right because they know like hey Cody can sell he's good on video he knows how to market and he knows the construction process this is gonna be huge you can use that once you've got you know a repertoire of videos and you know the confidence to display that on video that can be really helpful so I think that's going to be you know, niching down is going to be another thing that gets more important you know, I've seen some agents on YouTube who do only investment type stuff and absolutely crush it for people in their local market. Going beyond that, I think that you know, increasing the quality is going to be extremely important you know, going forward, I've seen a couple agent start to pop up that have really figured out how to be charismatic, how to entertain how to joke how to you know, really kind of be a performer when it comes to YouTube and I think that's going to make the difference right if I just sit here you know, cold if I just sit here like a cold statue, nobody's going to really relate to that but if I can be charismatic, I'm moving my hands are moving you know whatever. People are going to attach to that and I think that's going to give you a leg up so doing higher quality content, you know, maybe going the professional videographer route all those I'm just kind of you know, shooting off the hip here some different ideas that I'm exploring and kind of the direction that I want to take my channel to continue to maintain that top spot in my market.It's good to evolve though that I remember like 20 years ago was at 2010 I remember riding around in Chicago on a scooter thinking I was so cool. And with a flip camera doing a selfie video like yeah with the sunglasses on I was probably the cheesiest thing I ever did in my life but just like but I mean videos evolved that I remember back then you didn't have to do anything just like Facebook Live came out he didn't have to do anything yeah he just got on Facebook Live it was a call it was he alive is he live and that got a lot of attention but yeah, you're seeing the need for added content versus the talking heads because the talking head stuff everybody's doing it when everyone's doing something you have to Zig or zag or do different direction because you lose attention. Tell me how you're multipurpose seeing the content beyond YouTube. Are you just putting the content on YouTube or what else are you doing with it beyond Yeah, posted on YouTube?Yeah, it's 100% YouTube I've thought about repurposing into a podcast format but you know just they've never gone that route. I don't know if it's just because viewership would be low or or whatever. But I've just had so much so much success with YouTube that I've just stuck with that so I do a little bit of repurposing and my again, my virtual assistant helps with this. He'll take the video and just kind of cut it up and occasionally we do something on Facebook or Instagram just a short video. It doesn't actually it's not actually a link to the direct video. It's just kind of a short clip. But that's basically it. I mean, it's 100% YouTube, postthem to Facebook, you send them your database, video, email, modern anything.Nope. We don't do anything like that we just you know, we basically just let YouTube do its thingcool cool cool any other tips that you taken anything else you want to shareand you just got to get started like that's that's the biggest thing just get started if you're in your market I mean the space now I've been doing some research on how many other agents are in the market you know just in different markets trying to do this and you go to one city and there might be five or 10 agents trying to do this right so five or 10 is still not very much compared to how many agents are out there door knocking or cold calling you're trying to do Facebook ads right everybody's on Facebook ads or at least was you know I've been out of that world for a couple years now but like two years ago, Facebook everybody was doing Facebook right people were signing up for these these you know websites and you know generating these leads and they're getting 50 calls a day right from these people from these different agents so although there might be five or 10 agents on YouTube in your you know market if you're better at video if you're more confident you're more consistent and you put out higher quality you know content, you will get business from it. The thing I love about YouTube as well that I think people don't realize is the closing ratio is extremely high. I'm probably at about a seven to 8% closing ratio for leads who reach out and then eventually actually end up buying or selling with me And the beautiful thing is that the people who do reach out want to work with me right if they didn't want to work with me they wouldn't be contacting me they wouldn't call me they wouldn't email me they wouldn't text me because they maybe they don't like my personality maybe they don't like how I presented something maybe I piss them off because it's something I said whatever. And that's fine I'll never know if they don't reach out you know, because they're just some random view on YouTube. But the people who do reach out respect me as an agent they respect what I do and they want to work with me which is uh would yousay seven to 8% of conversations you have with people that initially like comment on a video and say like hey, I'm interested in moving in when you talk to him like first time on a phone call or something off of YouTube like that would be what you consider seven eight, just you guys know like one to 3% of the national average like for Zillow or or other type of lead gen so he's saying it's three times as much in conversionYeah, yeah, exactly. So I'm considering a lead anybody who reaches out to me so it's not even a comment on a video. Most people who are interested will actually reach out as of right now I've probably got i don't know i'm probably at about 450 I don't know let me just check real quick Yeah, but 466 466 leads over the last two years so that's that's less than one per day, but that's how I get a closing ratio that's so high somewhere in that seven to 8% range from last time I checked. So these are people who have reached out either via a phone call a text or an email said hey, I'm thinking about moving to Utah and then they eventually doand it's not this is the difference guys between lead generation attraction like when they reach out you like put them in some kind of weird drip autoresponder Are you just being human and following up to human way?Yeah, I just do it 100% human I mean, again, I I have that first initial conversation with them if they're in a position where they're moving in the next I don't know maybe four to five months I keep in constant contact with them I'll check in every you know, a couple weeks or whatever. But to be totally honest, a lot of the people check in with me right? They're like, Hey, I'm coming into town like are you still available to show me some houses so they honestly do a lot of the check in for me if they're out more than five, six months you know, I just I I've got a system set up with a virtual assistant of mine and they kind of check in every two months or so with a with an email just Hey, how are your plans progressing, anything we can do for you? And that's it, you know, nothing fancy I I use an Excel spreadsheet to keep track of my leads. Like I know people are like all about the CRM and whatever. I keep it super simple. And it works.Yeah. That's it. Everyone's like, what do you need, you need some super duper honors. But this is not online lead generation. This is called online attraction. That's what video is video doesn't generate leads and attracts attention and then your personality generates a damn lead. It just allows you to basically give your sales pitch without you really giving your sales pitch because that's all people really hire when they hire a real estate agent. They're not hiring. The fact you have a real estate license or hiring What the fuck you can do with it. And whether they trust you That's it. Moving is a big deal. People are like shit, I'm scared. I don't know who to trust where to go. Like, you know, that's a big deal. And that's what that conversion has taken place during the consumption of the content. You're creating no other thing other than that, guys, don't overthink this stuff. This isn't as a giant popularity contest. And the more content you have, the more popular you become, the more conversations you create. Just like if you bought a lot of leads from Zillow, you'd have a lot of conversations, they just be different types. These conversations come to you it's totally it's attraction. So there's a major difference between marketing and advertising. It's, we're talking about marketing, and if everyone should do a little bit of both, I'm sure Cody does Some sort of lead generation stuff probably on his investment side what else you doing with lead generation? I mean no this has taken off but are you doing any geven need toYeah. So yes and no I mean I do postcards and keep in touch with my soI and past clients and stuff I'd send them a monthly mailer.Yeah I love that marketing it's not even lead gen you just yeahyeah just marketing so I mean as far as like lead generation I don't do anything you know, I the way that I look at it is I can go out there and I can you know call Facebook leads or cold call for three hours or I can just put together a video together in three hours and that video keeps on working for me you know, I it takes me three hours I spend you know 50 bucks to get it edited. And I put it out there and it works for me 20 473 65 and so that's kind of the passive income of YouTube and lead generation in real estate is you know, making a video is a way better use of my time than trying to go out there and cold call or lead generate for three or four hours a day.I 100% agree well put dude. Cody wants to tell everybody how they can find you. I'm sure they want to check out your stuff and see how you're doing it.Yeah, for sure. Yeah, so you can find me as we mentioned before living in Salt Lake City, Utah. Just type that into YouTube and hopefully I should pop up as number one at least for the first I don't know probably eight out of 10 videos I hope you can find my channel there Feel free to jump on there copy it steal you know whatever you want to do take the video and just make it your own right Feel free to copy the content for your own local city so that's where you can find my my actual YouTube channel and then I've got another one called the YouTube realtor where I talk I make videos just like this you know kind of talking about how to be successful on YouTube how to be successful as a real estate agent you know just all general real estate agent stuff so just just look up the YouTube realtor on YouTube and you should find itappreciate you man thanks for sharing all the stuff and congrats on all your success it's awesome to keep going like folks if you actually take action things can happen it's not rocket science there's a check out his channel listen to what he's doing and then just take action and do it you either have two ways of doing this you can either do it yourself and figure it all out or if you want someone to do it for you contact a real estate marketing dude it's what we do we'll script that and distribute real estate content. If you choose part of your strategy that's what we do or maybe you're not into blown up your channel maybe just want to build a local celebrity brand he just hit in your database, that's fine too. But either way is there's not a shortage of people that can help you whether you learn from a guy like Cody or you contact us so if you'd like to explore more what that looks like please visit us on our website at Real Estate marketing.com it's real estate marketing.com and thank you very much for watching another episode of the real estate marketing dude calm podcast follow us on social Subscribe, subscribe to our channel i G and Facebook and I swear to God and to get to tick tock channel as soon as I get a damn minute. But appreciate you guys and we'll talk to you guys later and see you next week. Bye bye. Thank you for watching another episode of the real estate marketing dude podcast. If you need help with video or finding out what your brand is, visit our website at www dot real estate marketing dude calm. We make branding and video content creation simple and do everything for you. So if you have any additional questions, visit the site, download the training and then scheduled time to speak with the dude and get you rolling in your local marketplace. Thanks for watching another episode of the podcast. We'll see you next time.
Arlina Allen 0:13 Dr. Rob Kelly, thank you so much for joining me today. Thank you, Andy for asking. Awesome. Looking forward to this. Hey, before we get started, I saw a picture of you with an English bulldog. Was that yours? Unknown Speaker 0:25 Yes, I have three English Bulldogs we strive for, but we had to rehome one because of fights. Oh, but I have Mackenzie, Who's the girl and two boys. Arlina Allen 0:34 And so sweet. So I've had four total but right now I have just one. Yeah, an English bulldog. His name is Teddy. He's the podcast mascot. You will occasionally hear him snoring in the background. Unknown Speaker 0:47 Always. I've got three in the office today cuz doing other things downstairs. But yeah, I hope they don't balk or anything. Otherwise, we're in trouble. It's Arlina Allen 0:56 fine. It's fine. This is not CNN. Be good. But my audience is all about sobriety and finding solutions. And you are the solution guy. I saw you on the doctors and did my research and saw on your on your website that you talk about permanent recovery. And that's what everybody wants. Everybody wants these people who've just been through the wringer of people who want to stop and cannot. Those are our people. Right and so I can't wait to hear what you have to say about all that. But like I said, before we jump in we do this something called the lightning round. So I'm just gonna pepper you with it's never usually very fast. But I'm I'm so curious. What were some of your favorite books when you got sober? Unknown Speaker 1:51 When I got sober? Well, obviously the big book I read often, but I kind of well I wrote about myself. So that's obviously the best ever. But just real life, I love biographies. I love to see how other people live. And now other people have overcome not not a big believer in you know, these get get well or get fit box that are out there. I just think that it's all about the mind. on trade with the mind. Yeah, I Arlina Allen 2:21 couldn't agree more. Yeah, I'll be talking to Dr. Anne Lemke. She wrote that book that just was released dopamine nation, so I'm super excited about that. And also, never enough. Another neuroscientist. Oh, yeah. Yeah. So I'm all about it. Awesome. What about do you have like a favorite go to mantra, he kind of said it this morning. When I asked I Unknown Speaker 2:44 did I did. I always use that it's dreaming. I'm living the dream instead of dreaming a living is and it came to me. When I was homeless, passing a nice house with the children mum and dad. Having Christmas lunch. I used to dream of that. I used to dream of living that little dream. And I went I did. It just came to me one day, and it's been my mantra ever since. Arlina Allen 3:08 Yeah, we do have a tendency to spend a lot of time in fantasy land. One more. Yeah. And that throws Unknown Speaker 3:14 even afterwards, if I'm honest. Um, do you have a regular self care routine that you practice for yourself? I do every single day when I get up. First thing I want to do is I want to train my subconscious brain. So I go to the mirror. I love myself in the eyes. And I say I love you 10 times. I don't say any other affirmation just I love you. Because I used to have a big problem with that. So I'm kind of stored in the subconscious brain. So when it comes to like decision making, that's going to pop over to the prefrontal cortex, and I'm gonna go you know, something, I love myself today. I deserve this. So yeah, that's what I do. And then I write out five things, I'm going to accomplish that day. And, and the idea behind that is if I if I, if I complete all five, I've taken a step forward in life. If I only complete three or four, I've taken a step back in life. Arlina Allen 4:07 Oh, interesting account. You know, what I heard recently is accountability. Empathy without accountability reinforces the victim mentality. Yes. I like that. I like the I like that accountability piece that you have for yourself. I have a feeling you're kind of a hard ass and I can't wait to talk to you about that. But I have one more question. I like I like to work question. What's the one thing you wish you knew when you first got sober? It's gonna be okay. That's gonna be my life's gonna be amazing. You're like this amazing? He says, um, and what do you do for fun? Unknown Speaker 4:44 I have a music where am I used to be a musician when I was young. So I was a onstage musician and then I was a played at Abbey Road for about three or four years. I played with elton john Queen David Bowie. So I have a music room at home or with a full fall everything Got everything and you can imagine so I go in there about once every couple of days and I may play drums or guitar I might play keyboard I might write songs I might do a live YouTube. So that's what I do and of course walking my three English Bulldogs is also great Arlina Allen 5:16 use I noticed that you have some big guns Do you consider exercise fun? Unknown Speaker 5:21 Yes of course. Yeah, I I have what's called a mirror in the house. We also have a bike. A well known bike power. Arlina Allen 5:28 The mirror the exercise mirror thing? Yeah. Oh, you like that? I'm, I'm I know. Phenomenal. You can do everything on that. Yeah. And you can make yourself look beautiful. Yes. If you really squint for me, I'm like, Oh, yeah. Can I just I don't want to gloss over the fact that you mentioned that you play with elton john and Queen. fucking amazing. Unknown Speaker 5:49 Right on, right. That is Arlina Allen 5:52 amazing. He just kind of like threw that out there very casually. That's pretty incredible. Unknown Speaker 5:57 Yeah, why? It's what paid for courage college, I was a session musician. I grew up on a unmade projects. So I wasn't ever going anywhere, really. But I was wanting to better so I auditioned after playing another recording studio sessions and then added seven auditions and got the job. And I was only 16 at the time against perfect. I know. But I had this confident. Well, I said my mom used to tell me I used to walk around with a guitar around my neck and wouldn't even check it out of both. I was just because I'm musical family. I was on stage at nine. Family. So yeah, so awesome. Everyone asked the same thing. Who's the worst person you've played with? Regarding hanging around? Who's the best, worst person to elton john. Once he gets into that mood, his heart was Arlina Allen 6:40 out before he got sober after? Unknown Speaker 6:43 Yes, I think before it would be 79 around the area. And the best would be Freddie Mercury. We spent hours and hours late into the night chatting about philosophy and how it can change the world. So yeah, I got this Arlina Allen 6:58 sense from Freddie Mercury that he'd be really funny. Unknown Speaker 7:01 Oh, yeah, he is. He's always kind of switched on. You never find him in a bad mood. He's always smiling. He used to call me Robbie, darling. Unknown Speaker 7:10 What else would he call you? Right? Unknown Speaker 7:14 Awesome, guys. Arlina Allen 7:15 It's amazing that he is truly truly unique. That's very cool. Okay, well, that's it for my silly lightning round questions. I always like to provide like Book Resources and things like that and sort of set the stage for mindset. But really, what I, what you and I think both care about is helping other people and to help other people I do I actually practice hypnotherapy. So when you talk about subconscious mind, neuroscience and all that stuff, what we're talking about is root cause, right? Because we're You and I are dealing with people that have chronic, persistent, pervasive conditioning from childhood. I read somewhere in your stuff that root causes are abandonment, fear and shame. Can you tell me a little bit about why those things lead us to want to medicate with drugs and alcohol? And really, mostly, what is your process to help treat that pervasive consist consistent conditioning? Unknown Speaker 8:16 Well, we have to look, there's a couple of things you need to look out before again, that conversation and that is the alcoholic brain, which is a predisposition. We're born this way. So rather drink, not like drug taking. alcoholism is different. So we look at that brain, for instance, is what I study. And many people often ask me, what's the gateway drug? Rob? It's obviously marijuana. And my answer is always the same. It's trauma. That's the gateway drug. So I'm born this way. I have a remapped neural pathways at birth because you have the alcoholic brain, which wants to self sabotage any opportunity it can. So remapped and then trauma. Now when I'd say trauma, people think, Oh, well, I've never been in a car crash or, you know, it's no witness to murder or right. But drama could be in the house. So for instance, by my mom watching, hypothetically, one day and me and my brothers stood on the table, my brother's a normie. And my mom says to my brother, because this is what she said, and this is what she he hears, Paul, down on that table. You stupid idiot. Get down, and he jumps off and he laughs What I hear same sentence said to me in the same voice, get out of that chair, you stupid idiot. So my brain and subconscious brain and central nervous system is jacked up for a start. And all that wording, everything we hear, and we see is always stored in the subconscious brain every thing we do, and that's why the latest science that I do regarding the brain is helpful into the subconscious brain. So I'm automatically abandoned because of the way I hear and see things. So my dad used to work a lot of hours were a working class family. So I have hardly seen my dad there. abandonment issues straight away, which we don't think or abandonment issues. My dad's doing the best he can, you know? Oh, don't be silly, Robert, you can't go to college like your brother. Oh my goodness that does more harm than you could ever imagine. But my subconscious brain loves that stuff. Arlina Allen 10:17 Why did she say Why did she say you can't Don't be silly, you can't go to college, it was Unknown Speaker 10:22 just something my mom said, you know, it's not like my brother, when it's like, we can't go to college, we just don't do that. See, I was supposed to grow up, just like my parents. By the time I was 18, married by the time I was 19, have a baby or to have a normal nine to five working manual job and go to the pub every night and the way home. That was it from generations to generations. Because you can see that pattern of alcoholism and mindset going back through my family, that that's what they settled for. Now, I was different, I didn't want to settle for that. So going back to the abandonment, the alcoholic brain and central nervous system. And the whole aura is always felt as if we don't fit in. So I never fit in anywhere. So there's the abandonment, again, the shame of where I grew up. I grew up on the project counselor stage, all my friends I went to school with even though it was just a normal school, they lived on a private estates, which parents had a mortgage, we pay rent, I was so embarrassed about I was so shameful. And of course, when my drinking took over at the age of nine, I started but it took over about 2526 there was the shame of that. So what we do is we have to go back or we call is a scene of the crime. And we have to start clearing that stuff up. And the worst thing somebody can say to me is Oh, yeah, I've kind of worked on that myself. If you worked on that yourself, you won't be relaxing, first of all, and you won't be going through girlfriend's chain every week, you know, you're having, we have to really go back and look exactly what you do and repair that damage done in the past and usually by Kagan's Arlina Allen 11:57 so when you say go back to the past and repair the damage, that is the crux of the treatment, right? Unknown Speaker 12:04 Yes. Yes. Because you have to go back and look, you know, I mean, many people come in, they go, Okay, well, I drink him out. I don't do this. They do that. Well, anything, any trauma. Now. Everything's good. And when we go back and really pinpoint, they forget to tell me about the molestation from the father or the uncle or the priest. They forgot to tell me a bit homosexual actually did when he was nine or 10. They forgot to tell me about how the mum used to smack them across the face because their house wasn't tidy when they come home. So they kind of think well, mum and dad did the best now. I'm not having that. hating on people say that. Well, they did the best they could now, you know, I used to walk to school with holes in my socks, and cardboard in my shoes. Because I hold in my shoes. Walking on the snow to Mars. I had to watch work every day because my mom couldn't afford my socks and shoes. Now my mom could afford and my dad to go to the bar every Friday and Saturday night. So I had one person sat down once and he said this. He said wrong. You really upset about them shoes. And I said yeah, but my mom dad couldn't afford it. And he said this to me that changed my life. He says when your mom went to the bars every Friday, Saturday and Sunday night, did she have holes in her socks? And I was like, when he hit me I had more trauma and I could ever imagine growing up, you know, they will drop me with a friend. But when I got to the friend, the man and the woman they would say okay, we ever we have a naked night tonight. So everyone gets naked. I didn't tell my mom that because I thought it was natural. Arlina Allen 13:36 Yeah, yeah. That everybody in the house got naked. Unknown Speaker 13:40 Yeah, but you know, all the kids and the mom and dad. And that's just a Wait, why. So I went along. I never even mentioned it because I thought it was the norm. You see my I have a big thing. And it's this, anything less than nurturing as a child, his child abuse, especially what find out more about the brain and the central nervous system. I can never get a girlfriend, Why do I always leave? Why is it Why did I marry my dad? Well, it's like, you have to understand why we do these things. There's a pattern to our behavior. And if and if you're happy doing that pattern and living the way you're living great, but if you want to change your life, then you need to go back and clear this stuff up and change neural pathways from self sabotage to self care. Because at the moment, or when I was born up until about 28 when I got sober. I had more self sabotage. And then I did self care. So I start really good. Oh, I would look so good. I mean, when I was when I went to work, I do anything girlfriend, but after a month or two, it's self sabotage. If you feel like this. Oh my god, it's it's nine o'clock. Rob. You're not supposed to start till 10 and then six rather you're going home. I'll stay till seven A month later, Where the hell is Rob It's one o'clock. That's all my life has been like that. Because I self sabotage over any considerable period with a mindset like that. Arlina Allen 14:59 Right? It's an internal In a mindset of I don't really truly deserve this Unknown Speaker 15:04 100 and million percent and the other one is self dialog I can I can sell stuff so you don't have to say anything to me. I dropped a pat on the floor and I go What a stupid idiot when I'm picking it up loves that stuff so when I go for that car that job that girl that house whatever the subconscious brain goes, You stupid idiot. What are you doing here? You can't do this Did you think you are and I still get that today when I go on when I do speaking of setting the wing some town I'm thinking oh my god, they don't want what I've got nothing to offer. Oh my god, oh my god, and a panic. And then God taking a walk over and I'm a big spiritual guy now used to hate that word garden. Oh, we're all happy going to church. I used to hate that. Arlina Allen 15:47 Did you go to church growing up? Unknown Speaker 15:48 I did. I was a quiet I was a quiet boy I was I was a chorister, as they call it in the Protestant church had a great voice and my but my headmaster sexually abused me. One of the guys that you know, and I blame my mom. My mom knew about this. Arlina Allen 16:06 That he was like that and sent you anyway. Unknown Speaker 16:09 It was nothing directly talked about. But I remember being picked up. There's a there's a group out there of saying there's a cola, Vienna Boys Choir, and we should delete it. Well, my headmaster said well, who was also the the teacher of the music and the church, said to my mom, we have Robert an audition for the Vienna Boys Choir in Chester, which is 70 miles away for LA. He took me there and the rest was blurred. We never went to any audition. I come home feeling sick. Mom said I was silent for about three months. Yeah, I was concerned if and I was shocked. I don't remember the incident. But put two and two together. You know, I don't know of any audition. So it's a ruse. And then there was the neighbor across the road. That was about 1415. And he was he was married. But he was he was gay. And we go to the sauna together because I was into fitness and bodybuilding at the time. And he would try to MLS me and do things. And it was awkward. And no one made it into fun, but many years later, and I said oh you everyone needs to go to sauna. I said, Oh yeah, with the gay guy. And I looked at them. And I said, How'd you know? Now everyone knows about him? And I didn't say Arlina but I wanted to say why the fuck? Did you just let me go through five years of my life with this guy knowing quite well, what he's capable of doing. And he really kind of set me and not against my parents. But I'm thinking you know, the best he could is not good enough for me. Arlina Allen 17:38 I don't know I heard that at a meeting one time this guy because you do hear that a lot and I think it's a way it's a sort of like spiritual bypassing like you have to go through the pain first and do the processing metabolize the pain Ababa. And sometimes that bought they did the best they could offers a little bit of peace. But if you don't do the work first, it's just spiritual bypassing and you're just putting a bandaid over a pile of shit. Right? Exactly. This guy stood up at a meeting one day and he like, pounded the podium. He goes it wasn't good enough. Yes, it wasn't. And I was like, Thank you finally somebody said Unknown Speaker 18:18 you say the truth exists. And that's and that's what's missing. One of the things that I came to America because I wasn't known or famous or anything back then is I wanted to to have a platform where I could speak my mind. I don't report to anybody you know if I say the things that other people are thinking or wish they could say because it isn't good enough. You drop the fucking bar mom and dad own it you know get get oh well that's just the way that my dad never spoke to me. You know, he couldn't give him a gift he was one of them gave very embarrassed what it was just the way he was brought bullshit. Change it I changed it you know I lost my kids and all that but now I've got in touch with one of our I've changed it you know? Just to what No, it's not I'm not having that. You know, Arlina Allen 19:00 what's important about owning it in your mind like when when you're when you tell somebody you know hey, it wasn't good enough and we want them to own it. Is it the validation is it a standing up for ourselves? What is it about owning it that is so important Unknown Speaker 19:18 well first of all when I when I do that it's it's telling the truth it's out in the truth is that there are some there are some guys going up now around the world that don't even think the Holocaust happened. It's that crazy. Don't want people to get into that. It's like less reminders who dropped the ball and who didn't you know, and I like I like given information that you know people go oh shouldn't be talking about that. You know, first of all the alcoholism. Yes, we should. And I'm blatant when farmers comment on little Johnny's you know his his drinking every day like what he's gonna die. Whoa, you can't say that. Yours. Why? Why can I not speak the truth? Truth tell him for me is powerful. Yes, really is power. And I like to I like to. First of all, I have this order that attracts people when I speak. And that was a gift. I used to be on it, huh? Yeah, yeah. Now I say louder, say stronger, say proud. And people listen. And I love the fact that let's not keep it hidden away. Bring it out because alcoholics used to be until two, three years ago, where the gay community was 30 years ago, is that we don't talk about that. We don't really we know it goes on. But hey, you know, I always think I know right? But Arlina Allen 20:33 okay, here's, here's this Sorry to interrupt you. But here's the thing. It's okay for you to get drunk and show your ass in public. Yeah, but God forbid you tell people I don't drink anymore. I just don't like black now. I don't like waking up. And the worst thing in Unknown Speaker 20:47 the world is like, I heard this guy tell the joke when she was like, I went to the bar. And the guy said to me, do you want to drink and he says no one alcoholic? And he said what? He said, I'm sorry. I'm a I'm a serial killer. Thank God for that. scenario, when I'm out there just doing it. You know, it's Arlina Allen 21:06 so crazy to me that people are so like, and people still like that are in recovery. And listen, I don't I don't come out with like, I'm an alcoholic. I'm just like, yeah, don't do that. It just depends on the audience. It really depends on you have to you have to know your audience. Like at work I used to when I was in corporate, I would just be like, yeah, just not drinking want to get up early. Want to be fresh. Unknown Speaker 21:28 Yes. But I'm the last 10 years have been with people who are getting back in shape. And I've worked with a lot of a list footballers and stuff like that. And the fitness now is about getting back in shape, which covers for those people, I tell them the truth. You know, when they come in with a table, or you want a drink, and I was drinking, by the way to go do and drink, I'll just have cold coke. You're a big guy, you know, what you want to drink. Especially if it's a woman something it's like, I just have a little whiskey and like if I had a whiskey, first of all, I'm going to try to rape you. Or take you on in front of my wife. And then we're going to start fighting anybody who disagrees with me. And then I'm not going to actually get you on because I'll be arrested. What? That's what happens when I drink so I'll just have a coke. Yes, sir. And then walk away Arlina Allen 22:14 from coke coming out. One time I made the mistake and tell this guy at work. Because I go oh, I don't drink and he goes How come and I tend to break out naked. And he was off to drinks place. Oh, wrong, wrong thing to say. Break out in handcuffs. How about that? I'm allergic. Yeah, nobody scared of me fighting. I'm like five, three. That's awesome. But okay, so you know what I wanted to ask you? I did. I saw a lot of your videos and things like that. And you have this very strong personality kind of in your face thing. And there. There are some people that that that that really respond like they respond to that people who are in denial, people who just need that. I think people crave that level of accountability. People want to know where the boundaries are, so they can feel safe. But I don't think it works for everyone. How do you know who that works for I you know, since you are able to adapt to every different kind of alcoholic? I think that's part of the gift the chameleon thing, right? I'm sure you have that too. You have learned to turn that into an asset. How do you read someone to know whether the in your face kind of style works or the gentle nurturing works? Unknown Speaker 23:37 So usually the firt the first indication is where they contacted us. It's like, well, I heard this podcast and oh, my God, I love Dr. Rob cannon, that's the first one he needs in his face. And then you got a parent's recall about this 18 year old girl is second too much heroin. And you know, you need a different approach to that. So and then they need to take an assessment, one of the reasons why we have a 97% success rate, over 20 odd years, 30 years and 7000 patients is because of the assessment. So I find out real quick whether you whether you really want to do this deal. So when when we will not take anybody's money if we can't guarantee that they can recover. So the assessment kind of puts everything into place for me. And you know, most people want what I give, but there are so I have a psychotherapist that works with four girls of sorry, three girls and one guy that needs a soft approach. And that's great. We'll do that. Okay. No, but that Arlina Allen 24:35 be assessment that so you You must turn away a lot of people who don't really want it. Unknown Speaker 24:41 Yes. And that's what people can't understand, especially our so called treatment friends out there who keep checking the same person back time and time again for 30,000 a month is like I won't do that. Well, how do you survive? Well, we took almost a million dollars this year. How much did you take by being honest and straight with people because now we get to get be known like that is if you can't pass, I don't care how much money you've got. We've been offered blank checks, literally blank checks by billionaires and say fill it on yours. Unknown Speaker 25:11 Yes, they're saying, Unknown Speaker 25:12 My child is my child. I'll give you a blank check. You can do anything. You can buy your house, you can take a million you do. I'm the guy that turned down Britney Spears for a million dollars back in Dallas in the day because she came in she was drunk. She was three hours late. And she was a mess. So I said, No, I'm not doing it. Jamie at that girl bunnies are please Rob, please robbed. And the bodyguard often said, You're not leaving until you see her. So I'll put him in his place. And then two days later, she shaved all my hair off. So I won't do that. I can't lock in a parent's face and say, Hey, I'm really sorry. But she didn't want to know, I don't believe in that. If you get somebody with you, one on one, we do one hour a day for 90 days, you can change the way they think, per an Arlina Allen 25:55 hour a day for 90 days. What do you do in that hour? Unknown Speaker 25:58 Well, five days with me, and I go back and change neural pathways. And I change belief and I change behavior. And we build a future for them. So if they need a job, we'll get them on. If they need to start their own business, we'll build them a website, all this great stuff, my psychotherapist will go back to the scenes of the crime. He's specialize in childhood trauma, my number one coach, which is also my daughter, which we'll get into later, and Manchester office in England about a year ago. And she is the family, people because we believe if somebody calls, who wants help in a house, and this him, his wife and two children over the age of 16, all of them need to be in the program. We will take you on say, well, let's just be that sick. Now the house is sick, first of all, and the wife probably enabling, and she's going through some stuff, and she's probably mad or nervous breakdown. So either you all come on, or we don't see you as all Arlina Allen 26:54 that brilliant. Unknown Speaker 26:56 What do you think, you know, if you can imagine a house, let's be let's say speak Japanese. And we to take them out of the house and stick them in our houses, let's speak English, because we have a different language for recovery. So he speaks English, Japanese how still speaking Japanese. So we take the guy we're putting back into the Japanese speaking house, what's going to happen is going to start speaking Japanese. And that's one of the problems with recovery, you don't understand the family dynamic dynamics around the alcoholic, the whole family's sick and we need to heal the whole family. So we find that very unnecessarily intense work with the family dimension, the family unit. And of course, the alcoholic and the desperate wife, you know, terrible when we leave the wives alone or the husband's whoever the drinker is or the user. And we forget all about it. Because they've got the abandonment, they've got the shame, they've got the remorse they've got I always say, you know, sort of wives and husbands or partners or alcoholics or addicts, the PTSD that you have, because you have it, if you will, every one is no different from the PTSD from someone coming home from war. Now, I I love our soldiers, I'm an American citizen, I love them to bits, but just talk about the brain guys, because both of them never know it's going to be the last day, both of them never, no one's going to kick off. Both of them never know that you're not going to walk on eggshells today. It's the same thing. So the brain doesn't know the difference between war and war in the household. That's another thing that people don't understand. So the wife is going to be okay. Now she won't, you know, she will, you know, either commit suicide or do a runner or assist the alcoholic start drinking again, because she can't stand this new person that's come out. So it's really complex when when we talk about fixing, you know, it really is. And that's what we've done. We've spent 20 odd years, I do the latest brain science, I do brain spotting. What's brain spotting brain spot is a new development, that was only three people in the country or the world right now it can do it. Because it's not even, they haven't even bought a training course for it. But brain spotting is a technique that goes into the pupil and to the subconscious brain. It's a bit like a DMR. But it's it's a little different. So we're talking to the subconscious brain. And it's all about eye movement and the flicker in one eye. And then we stay with that flicker in that one eye and we find out what's caused that. And so Arlina Allen 29:17 where are they? I can see I can I see where you're going with this. So when you say that you see the eye flicker that's in the indicate and can't speak this morning. That's an indication that there is a traumatic memory there. Yes. And so you have them you see like what's happening now? Yes, that kind of thing. And the Unknown Speaker 29:36 first response, I know it's nothing, but we hold it there. We hold it. And they've got a look at the pan. And that may take five hours. It might take five minutes, but I'm staying there and all of a sudden they go Yeah, yeah. When you start talking about the traumatic event, it's the most powerful thing I've ever seen. Arlina Allen 29:56 So that's so this is what's been coming up for me lately. is there's the traumatic events like EMDR, like you mentioned, the eye movement desensitization reprocessing or reprogramming. And then there's but what do you do with the people who have the consistent pervasive trauma day in and day out? Like I was talking to a gal who had a mother who was a heroin addict, and she would hear her mother on the phone saying, we don't have enough, I need money, I need to feed my kids. Like she was using her kids as a scapegoat. And she was using her kids to get money. And but and there were times when she didn't have food. So today, she hoards food, and she has a weight issue. Right? It's and so you know, we were going to do some EMDR, or some, you know, hypnosis on that. So she goes, but it's not one situation, it's pervasive. How do you treat that pervasive, repetitive conditioning like that mental conditioning? Unknown Speaker 30:54 So we use the brain spotting, obviously, we also use a technique, which is called somatic experience, which is se people call it se. So we go back and we look at the central nervous system, and why is this being beat? Why is this happening? What's causing it, then we go into the brain, and we look at what's been happening in the past. So now we're using NLP neuro linguistic programming. So we're watching the behavior or watching the brain change and watching the trauma in the past, any patient or constantly, first of all needs to feel safe, we're getting in a safe place. And we go through that through the NLP or the SE. And we find out so then three techniques together, as as well as building confidence in the patient, that you're your own person, you know, and, unfortunately, we're going to go back, and we're going to pick them to pieces, the scene of the crime, as we call it, and then bring you forward through for the trauma through the behavior through the reaction that you have through the fear, but you haven't we walk them through bit by bit until they have clear conscience. And this takes time to deal with that in mind, Arlina Allen 32:02 yeah. Okay. So you create the safe space, you build confidence, and then bring them through those traumatic experiences with the button. So that feeling of safety and confidence overrides? Yes. Fear. Oh, 100%. That's what is the rewiring of the brain? Unknown Speaker 32:23 Yes, it's really it's resetting your pathways is what it is. Yeah. And then, and then once we've reset your pathways, and get them excited about life, the neurons start firing and get as excited. Every time we say certain things like thank you to somebody, dopamine is released into the brain, we use that a lot, you have to compliment three people every day. So it's a new technique that we have been doing for so many years, that used to call it out the box, they still call it out the box. But with the percentage rates that was on a success we had, we just really need to start looking at alternative ways to go back and fix this permanently. We don't need to go to for medication straight away. Because when we do, or, Arlina Allen 33:03 I'm sorry, go ahead and finish. Unknown Speaker 33:06 Thoughts about drugs, especially heroin addicts. 99.9% of heroin addicts started in the doctor's office, just because the doctor says it so it doesn't make it right. Or doesn't make it true. Yeah, and one of my big deals at the moment is fight against your doctor questioning why how when, what's going on? Why do I need to take this what damage is gonna do to what's the long term effect, but we don't we just go to doctors who are getting backhanders from somewhere, because the latest medication like vyvanse is out. And all of a sudden, it's the number one pill, you couldn't get it over here in Texas, you have to wait a week for vyvanse so popular he was someone who's getting something for doing that. What is five ounce vyvanse is a bit like it's it's amphetamine salts, it's it's a bit like Adderall. It's a different name on it. So when we're feeding our kids, amphetamine salts, speed is what we're giving our kids for attention deficit, when I was a kid, attention deficit was a slap across the head and say, concentrate. But there's a whole new story on that, where we go with that I can't get into it now. Because there's a lot more to explain about that. But that's that's what we do with people, you know, and we build them up and we create a life worth living. And we'll go to any lengths to do it and the length now, so doing as we have to, Arlina Allen 34:23 yeah, let me ask you, there's a lot of talk about I really don't have any judgment about about how people get sober and I understand that there's, you know, harm reduction is a thing. Yes, right. Like I get that and but I'm always I don't have enough information to make an informed decision about like the brain and the neural pathways and because while I think it's important for you know, people are smoking weed to get off heroin and that keeps them alive. God bless you. Do what you got to do. My concern is that like If the emotional and mental evolution or progress ends there, Do you have feelings about I'm sure you have feelings or opinions about like, why is harm reduction? not meant to be a permanent thing? Like how, like when I talk to people like that, how can we move them? Yes, I'm glad you're alive. If that's what's keeping you alive, I don't even have an opinion. But what about, what about one day stopping that? What about healing your brain and your dopamine reward system so that you no longer have to do that you can have the benefits of living a full life. Yeah, because I've heard of people on Suboxone for years, that's not the idea, you know, is much harder to come off Suboxone is heroin as a fact. So what we have to do is, is down step and grade and down and then taper off gradually and have an end date for that. So let's say the end date is two months or three months, we need to we need to keep heading towards that. And eventually as the brain starts to weaken up, and the central nervous system starts to activate supposed to do, and the feelings start coming back. And you realize that life is worth living and so much you've missed out on, eventually the end date will happen, and then be able to come off successfully. So depending on how far down how bad the psychosis is, how bad the day has been damaged, you cannot just stop and say, Okay, my fault drugs now, that's the worst thing in the world you can do, right best thing in the world you can do is seek doctor's help, come down and get your doctor to bring you down. Same with alcohol. I'm wherever they call me all the time, while he's drunk. Uh, you know, he's in a bad state of head. Now the bottles, don't hide the bottles, make him drink until he gets to detox. And many people are just ignorant about these because lack of now, therefore, his lack of information, though, we've been stuck in a closet for so long that you know, and that's one of the things that you want to do. Listen, when I was homeless people used to spit on me on the floor. I used to wake up and kids used to throw diapers on me that will fall. You know, having a lie. I woke up one morning, I was covered in this stuff. And I just I'm angry at that. And I'm really happy that I'm in a great place to do that today. So you know, I'm really strong on let's get a solution, a permanent solution for this minutes lotion, medication. Unfortunately, I don't think for addiction or alcoholism in general, permanent medication is not the way to go. That's in my opinion. because nothing's good enough for me. You know, we go to the sandwich shop, my friend has a sandwich and a call, I get to seminary a bag of chips, two cups, you know, I want 50,000 in the bank. Great. So when we get it Oh, it's just 100. It's crazy. So giving people drugs over lunch impaired regarding alcohol in our government, their addiction, not talking about medical, I take, I take a small drug for my depression, my antidepressant. And I'm proud of that, and I'm not coming off it. And that's the way it goes, you know, we should have that fine line between good medical advice. And don't listen to what other people say. So when it comes down to hardcore, abstinence completely 100% for that, the way we get there, wow, I don't care how you get there. When you come to me, there's an A, B, and C and you'll follow that up. People often say the difference between a therapist and what Dr. Rob's crew does, is the therapist will ask you How are you feeling? Then bastards will tell you how to feel. It's like, well, that's what it is. Because if I sat here long enough for me, and I said, I love you. I think you're the most amazing, gorgeous person I've ever seen. I want to leave my late wife tomorrow. And I want to come and find you out and marry you. You're going to laugh. But if I said it often enough, you're going to start to believe it. And if I said it real often enough, I'm going to start to believe it. So what we hear when we get these patients in sets them up for an amazing life. When's the last time somebody said you're an amazing person? When's the last time we thank somebody? I'll tell them I love you. When you start saying you stopped at a hospital walked in and thanked all the nurses. It never happens. Because especially when you get to a position like me and other people like me. I'm in the office some months ago and have two nurses there once a year once in their ages. And I heard them once said, oh my god. Did you see what Dr. Kerry just did with that guy? came in measureable suicidal, he walked out laughing and Western said bye to everybody is an absolute miracle worker 90 days. Yeah. And the older nurses said, Hey, have you told him that? And said, No, not me. They already knows. But I knows. We don't know. No, no. That's okay. So. So this is the interesting thing about, you know, the default mode network, right? That that operating system that we have in our brain and we tend to this what I've had this, you know, this observation that we need that if we've had constant conditioning of negativity, right like you were talking about repetition, you said if I tell you All these beautiful things, you're gonna start to believe that I'm gonna start to believing it's the repetition because the subconscious mind doesn't filter false from the truth. Right? It just takes, it's like the balance scale, which is kind of the good news, right? There's that idea of 51% that we're actually all you need is 51% to tip the scale, right? So it's this ongoing conditioning that that we need. So over those 90 days, they get the, you know, they get reconditioned, their mind is reset, the family is re adjusted. But the kicker is the the default mode network and going back to the old way, it's like if we don't maintain the conditioning, is it true that they go back to the old ways? What do you do for the ongoing conditioning course? Unknown Speaker 40:46 So this is my guys who are less than I'm sorry, what guys are watching? This is my self sabotage. neuropathways there's a blue plan. lymphocytes out sabotage, okay, these down here. Your small bits of self care. This runs my brain. Yes, I will self sabotage. So what this program does is it takes you from there to there, Arlina Allen 41:09 flips it over. Unknown Speaker 41:10 Yeah, so so they said never going to go away. So we need to daily maintain this by the smallest things obviously Peter, spiritual guy, you pray, covenant people at the Good Samaritan, you know, whenever I go into a room, like the room up, because if I walk into a room with a frown on my face, those people are gonna frown back. If I walk in the room and a smile on my face, most people gonna smile back. That's the hardest thing for people to do is practice smiling. You know, because the world needs leaders, you could be a leader for a day in the office or that waiting room or, you know, the elevator, you know, it's all about carrying carrying a message of Hey, you can be anything you want. And people people used to go Dr. Robert cambia president as I beg to differ today. You know, our business has just been run our country Don't tell me you can't do anything. There's no difference in somebody who comes to me almost homeless or homeless like me, and they and the CEO sat in that office above the only difference is he believed he could do it you don't want to believe that they can do it. The world is that oyster? Absolutely. Arlina Allen 42:13 People really understand how powerful beliefs are no are all in your subconscious mind. Unknown Speaker 42:20 Yeah, all powerful they are I always tell people your power but you just don't know it we need to start realizing how powerful you really are. Arlina Allen 42:28 Yes, I think you know and traditional, like 12 step record like the old school recovery is beating the drum of you're powerless you're powerless over you know, that hear it all the time. powerless over people places and things and I think I have to call bullshit on that. Unknown Speaker 42:43 Because you know, it's the face the biggest myth in a Yeah, is what because what is that once the Heartless were all put? No, it doesn't. Arlina Allen 42:51 alcohol. Unknown Speaker 42:53 What are the step one says we admitted we were powerless. How can I be power is not aware, no apostrophe in there. But people put in all powers over I'm not powerless over alcohol. I pass the liquor store. Hey, man, it's a past tense, they meant it to be a past tense. The term a permanent recovery. We had mentioned we were and our lives had now. It's all past tense once you start the steps if you've read the book, I mean, I love 12 step meetings with that big book because it's the truth. Yeah, talk about a psychic change and people go is that crystal ball? Listen, in 1938 when they were talking about a psychic change, it was changed neural pathways. 10 years ago, only 10 years ago in the medical fraternity, we found the brain was like plastic neuroplasticity they call it so same thing to change the neural pathways a mold in them in 1938 these guys were talking about that. Ai rooms right now are a joke. 90% of people in any meeting around the world is a heavy drinker. And we allow them to get away with this bullshit that come in. Oh, today I want to talk about I went to bed last night and my cat was looking bear up from my husband. Is he an alcoholic? Fuck Really? You know, we allow these guys to do that. So the real message is gone. But I've got to tell you 20 Arlina Allen 44:08 depends where you go. It did. Not only not all meetings are created. Oh, Unknown Speaker 44:13 no, they're not. They're amazing meetings. But there's the best piece of literature I've ever read. Is the 164 about about Blue Book. Oh, yeah. All the studies I've done in the world regarding that pertaining to the recovery of an alcoholic was the best book I've ever read. Arlina Allen 44:25 Yeah, I love the community that Yeah, there's so many good things but but you know, you just blew my mind with the whole we're powerless. Not we're powerless. Little apostrophe makes all the difference. And I guess the one thing that really bothers me about the 12 step community is the way some people treat the book like a new Bible. It's the religious dogmatic, like they're close minded to other things. And I wanted to ask you if you had any thoughts or opinions on, like treatment resistant depression with the use of psychedelics, I know Johns Hopkins is doing lots of studies. And there's this new like alternative recovery for people with like, intense heroin addiction or tend to alcoholism. They're doing these Iosco retreats in Costa Rica do what what are your thoughts on those? Unknown Speaker 45:16 Well, I have to be really kind of medical hair and say, hey, there's not enough data to make a decision right now. But we only know a little about the brain, we're discovering more and more every month. So why wouldn't you try that? Why wouldn't you try a different route to get to the same end result? Which is sanity? and living your best life? You know, and it may work for you? It may not? AIA may work for you. It may not. I mean, you don't have to go one place. 111 place is not the answer to everyone's problems here. The answer is to seek out the treatment that your doctor or therapist tells you to try. And I tried aect about five years ago with electronics I can't remember now trauma or something. But I was depressed, very, very depressed. And this is what my hater my career, but I did it for about four weeks best thing I ever did. Oh, my thing I ever did. Yeah, in literally four or five weeks. So I am always looking at different alternative new treatment, you know, and I don't put it down on anybody or anything from the medical fraternity that wants to be tried. Because why wouldn't we? Arlina Allen 46:23 Yeah, I've seen some just really interest. I've been hearing lots of experiences from people who talk about doing these Iosco retreats, I practice abstinence, my life is great. And I don't feel the need to I don't suffer from depression. It sounds very interesting, because it is a it sounds like a process of dissolving the ego. And really, it's like, it's like it drops the veil of denial. And you can see things clearly what you were talking about before about recognizing and acknowledging the truth, right, the truth of maybe some of the fear and the abandonment in the past. And I just found that really interesting. It'll be interesting to see what the Johns Hopkins clinical trials do. But I know of people personally who do things like the micro dosing to treat clinical depression, and things like Unknown Speaker 47:12 somebody like john hopkins university, and hospital to try this because everyone else would put a dampener on it. So I'm glad a good name in the industry. And the medical fraternity has actually taken steps to do this. I think it's absolutely amazing. But at the end of the day, it all goes back to your childhood. And you always go back to the predisposition and the heredis do facts of any illness around especially alcoholism and addiction. So it would be interesting to find out because the problem is with this world right now, is everybody knows somebody with an alcohol or drug problem. And I always say to him, if you don't, it's probably you. Because everybody knows somebody. You know, and a few times I've said that people got very quiet, and ended the conversation real quick. Yeah. So you know, let's bring it out into the open. Let's try all these things for different people and see if we can get a response. Arlina Allen 48:06 Yeah, yeah, life is short. Let's just Cut the bullshit and get to the truth. Unknown Speaker 48:11 sugarcoating. This shit kills people. And when somebody goes into a room, and a room and goes, Well, we're all powerless over alcohol. My answer is always the same. How many fucking people have you killed with that line? How many people have you killed by just saying that you self sank just son of a bitch. Read the park? If you if you stuck in is that was that mean? Read the information that tells us read it. It's awesome. Arlina Allen 48:35 Yeah, and it's not it's not only read it but apply it right we have to take action and apply the information. So it's not enough to know how we are know what we need to know the how we need to know how to apply this information. And, and listen, I just love what you're doing. It's I'm so pumped. I'm gonna leave all your links in the show notes. What's the best way to get ahold of you? If somebody is needing your help or wanting your help Unknown Speaker 49:00 jump on a Google or anything like that search engine. Just put my name in there. Dr. Rob Kelly, you'll see me websites Rob Kelly, calm I spell my name with two B's. So it's our BB k e Ll y.com. And if you want Listen, guys, I want to say something. If you're sat at home and listen to this and don't think you're worth anything and don't think you can allow anything because of your past. I want to apologize to you guys. Because somebody put that there. We are born with million dollar minds stop hanging around 10 cent minds, it's not for you. So that being said, I know people are set on going it's okay for him to do a turn to I don't know what to do. I'm going to give you my phone number here and my personal phone number. And if you're sat at home in a bad state, I'd rather come and help you right now and come to your funeral. So if you're sat at home in a bad state and want a 10 minute pep talk that will change your life. Here's my personal phone number people don't believe me. This is my cell phone number. It's not my assistance. It's not the front desk. It's 214600 zero to one, zero. Now, as you can imagine, I'm a busy guy where you call me or text me, leave a message, I will get back to you and it will be okay. Don't believe the hype. It's gonna be alright. Arlina Allen 50:12 Wow, that's impressive. I was like, Oh shit, he's really going to do it. Unknown Speaker 50:17 No, people are surprised that that you know, it just I know, I'm in the trenches with you guys. It's on to a homeless guy that got his kids taken off in, you know, that fell asleep. Last drive his kids Three days later not being changed or fed and I'm drunk on the floor, and the police drag them out of there. This is the guy that his eldest daughter said, baby, Daddy, please stop drinking and I couldn't do it. Six months later, I was homeless, the million dollar house had gone. The cars the wife, the kids, the parents, the brother and sister, I was abandoned on the street, I can do this. I'd love to sit here and tell you, I'm really clever. But I'm not. If I can do this, you can do that. You just need that 10 Mini pep talk to set you on the real track. And of course it had been helped you professionally, of course. But you do have to pass an assessment. And 75% of people that come to us fail the assessment, unfortunately, because we're the real deal. We're talking to true. Arlina Allen 51:09 accountability. I love it. Dr. Rob Kelly, thank you so much for your time today. I am so inspired and excited about the work that you're doing. I can't wait to leave all the links to all the resources and thank you so much for being the real deal and giving your phone number. That's incredible. Unknown Speaker 51:29 I know it's awesome. Thank you guys for listening and thank you Arlina you're an amazing and I love you by the way. Arlina Allen 51:34 I love you. I believe you. You have a wonderful day. Thank you so much. Thank you. Bye bye Transcribed by https://otter.ai
Mercury HATES US so please bare with us as we try to deliver these cases in the worst conditions possible, probably really not that bad but we are *dramatic*!!!For ep 54, Morgan brings you a first hand haunting of a house in Brooklyn, NY straight from the writings of one the former tenants, Jane H. Taylar wraps it up with the case of Joel Rifkin aka Joel the Ripper!This was a crazy one so hold on tight! See ya next week! Love ya, BYE!!BESS PICS: https://besspics.com/AFTERLIFELASHES: CREEPSANDCRIMES 40% OFFBe sure to like, comment, subscribe and turn on post notifications for our channel! Let's Get Creepy!!Follow us on Instagram: https://www.instagram.com/creepsandcrimespodcast/?hl=enCheck out our website: https://creepsandcrimespodcast.com/Join our Patreon: https://www.patreon.com/creepsandcrimesStory Sources: Reddit.comGraphics: Created by Taylar Fetzner via CanvaPhotos: Bess PicsIntro Song 1: Phenom via Epidemic SoundsIntro Song 2: Phenom via Epidemic Sounds, Remix by Taylar FetznerBackground Music: Decomposed via Epidemic SoundsAd Music: Sunset Dew via Epidemic Sounds
Greg's Garage Pod with Co-Host Jason Pridmore P/B Bike911.com - A motorcycle racing Pod about MotoGP, MotoAmerica, and World Superbike, Pro Motocross, American Flat Track, Supercross, and more. If you'd like to support the channel here is our Patreon link: https://www.patreon.com/gregsgaragetv In this episode, Co-Hosts Greg White and Jason Pridmore talk: ARAI News - Loris Baz to BMW in WorldSBK? De Keyrel off to Italy! Tomac to Yamaha, Anderson to Kawasaki. MotoGP - COTA news and results. A horrific crash in MOto3 and the penalty discussed. WorldSBK - Jason is in Europe and attended Portimão. We talk about the races and what he saw. Race Calendar/Next Week - FIM World Endurance is an 8 Hour at MOST, AMA Pro Flat Track and Super Hooligans is in Charlotte at the Speedway, AMA Pro Hillclimb is in Oregonia, OH, GNCC in Newburg, WV, Endurocross visits Reno, NV, Hare & Hound visits Lovelock, NV, and FIM World Trials, England, FIM Motocross in France, Bye, Bye
This week Podcast of Champions hosts Ryan Abraham and David Woods are in back in studio once again trying to make sense of the Pac-12 conference, with the top-two teams from our Pac-12 Power Rankings losing. Looking up and down both divisions, it appears that any program is capable of beating any other program (OK maybe not Colorado or Arizona) and that will likely means the chaos continues for the entire season. Does this mean the Pac-12 is once again out of the College Football Playoff race? We all know the answer to that. The guys also preview and make their picks against the spread for week 6 and only four games on the docket with California, Colorado, Oregon and Washington on their BYE weeks. And as always they spend time answering all of the questions the listeners manage to send in, including text messages and voicemails! Don't forget to make your POC Survivor Pool picks this week at this link. Please subscribe, give the POC a five-star rating and post a review on Apple Podcasts! The best five-star review each week will win a $100 gift card from Jockey! Sound off about Pac-12 football in our Podcast of Champions Reddit page! Send us a text or leave us a voicemail by texting or calling (424) 532-0678 or you can email us at firstname.lastname@example.org. Learn more about your ad choices. Visit megaphone.fm/adchoices
Enjoy another awesome episode from the Traffic Secrets book launch podcast. Want to exponentially increase how much money you make on every new lead? Well... for every $1 Russell makes on the front-end funnel, he makes $16 with his follow-up funnel over the next 30 days. On this episode, you're going to learn... Why you should be willing to spend up to $3 to acquire a new lead (IF you have a follow-up funnel). The 3 closes that every sales page MUST have. Listen in to learn more! Also, go get your FREE copy of Traffic Secrets here! Hit me up on IG! @russellbrunson Text Me! 208-231-3797 Join my newsletter at marketingsecrets.com ClubHouseWithRussell.com ---Transcript--- Hey everybody, what's going on? This is Russell. Welcome back to our time. We get to hang out every single day and talk about traffic and funnels and all the good things. Grateful to be here with you all today. While people are getting on, just want to check-in and see how everyone's doing during this time of quarantine. Are you sharpening your saw? Are you perfecting your business, yourself, your skillset? Or you've been Netflixing and binging? Or are you doing both? We got Netflix and binge, or funnel flicks and builds, you can do either one of the two. Now it's been fun. We've been doing a lot of publishing, a lot of writing, a lot of working, getting stuff done, prepared, driving a lot of traffic. It's been a fun two weeks while we're sitting here in our houses, and hopefully you guys are all taking advantage of it. But at the same time, I'm not going to lie, my wife and my kids and I have been doing some Netflix and chill as well. We've been watching The Avengers or the Marvel entire series from the very beginning in chronological order. So we started with Captain America, which took place in the '40s, then Captain Marvel, which was the '90s. And then from there, it was Iron Man and then the Incredible Hulk, which by the way was the worst of all superhero movies ever. So we had to watch it, because it's in order. Then we watched Iron Man part two last night and then today we're going to go and watch the first Thor, so that's what we've been doing. But it's all preparing for something very important, which is Avengers Infinity War and Endgame, where those of you who might be superhero nerds, this is where Thanos comes with the glove and he snaps his fingers and half the world disappears, which has to do a lot with this book right here that we've been reading, Traffic Secrets. So that's why I'm sure you guys have as well. The good news though, is that just like the way that in Endgame, they beat Thanos, Iron Man gets his own glove and that's how he ends up winning. So, this glove right here is the equivalent of the Traffic Secrets book, this is Zuckerberg and the coronavirus. So anyway, I kind of geeked out and embarrassed myself in front of everybody. You guys are here, you guys ready to have some fun? All right. All right. Well, I'm excited. So, we've been talking about Traffic Secrets book. If you don't have your copy yet, what are you waiting for? Do you hate money? Do you hate traffic? Do you hate changing the lives of your future dream customers? If so, then don't get the book. But if you like money and you want to grow your company and you want to change lives of your dream customers, you should go to trafficsecrets.com. And there's the page back here, where you can go and you can get a copy of the book. So the headline says, the new free books shows 20 plus virtually unknown secrets to get tons of traffic to any website or funnel. And for those of you guys who are like “I don't have a website or funnel, but I'm a YouTuber”, it'll help you grow your YouTube channel. If you're like, I don't have a website or funnel but I want to be an Instagram influencer, it'll help you grow Instagram following, your Facebook following, your TikTok. It can build your following. Any reason why you need traffic, that's what this book is for. If you want to, again, grow your following, get more fans, more subscribers, more customers, more buyers, build an email, all those things, this book, it does that. That's what it teaches. That's what it shows you. So anyway, I hope you guys love it. So someone said their OCD... All right. Someone said OCD is killing them because my cupboards open. All right, there you go. Now you can pay attention without stressing out because my cupboards open. It's amazing. All right. Okay. So we're going to drop into the book game today. Hopefully you guys have had a chance to be reading it or listening along. Obviously we're in pre-launch right now, so the book doesn't ship until May 5th. We're about a month away from the book shipping. But for those of you guys who are my super nerds, you could actually listen to this right now. The audio book is in the funnel. So you get the book for free, plus shipping. There's an order form bump, where you can upsell and get the audio book. And I spent three days in a studio for you guys reading this book. I actually spent seven days, because I spent three days reading this, two days, two days. Yeah, seven days. Seven days in the studio, reading all the audio books, which they're all available inside the funnel. You can get them. You can start listening to this stuff right away while you're waiting for these to be shipped out to you, if you don't have them yet. And I told you guys yesterday, I said, if you buy this book right now, go download the audio and go listen to it, you could get the entire thing read before we show up today. So now we're here today, how many guys did that? How many guys listened to the entire seven hour book, and got all this information out, inside of your brain? Okay. Some of you guys have already done that. So if you have, congratulations, you took advantage. If not, that's what today is for. Today is to go get your copy of the book at trafficsecrets.com. Sorry, my gloves are making noise over there. Trafficsecrets.com. And then you can start listening to audio books, one of the order form bumps. There's also a bunch of crazy bonuses and stuff. Alas, I'm coming back to today. We want to start reading. Someone said they need it in French. We are going to get these all in a whole bunch of languages very, very soon. So it's happening, do not worry. Okay. So Traffic Secrets is book three in the trilogy. I wanted it to be like Harry Potter, so we got a trilogy, made a box set. It's really exciting. For those who've been wondering, how do you get a box set? It may or may not also be one of the upsells inside the funnel. So regardless, you should go hang out in the funnel and check it out. Also, we launched this funnel on day one of a nationwide quarantine, which in theory, is the worst possible time to launch a funnel or a book. But a couple things. Number one, this book is very, very timely. In fact, it's crazy. If you look at the introduction, the introduction says that... Introduction, there's a storm coming. I literally wrote that 18 months ago, not in knowing that when this book came out, we'd be in the middle of this storm. So it's kind of cool. I lost my train of thought. I was going to give you two things. I can't remember what the second thing was. That's number one. Number two. Yeah, I can't remember. So there you go. Oh yeah. We launched in the middle of the thing. So number one is, it's very timely. It's like the book that all of us needed now, right? Traffic, customers, this is the life preserver for all of our companies. So now is the time to be sharpening skills. You can have a life preserver. And then number two, it's the highest converting funnel I've ever done. And I've been doing this game for a long time. And so if you want to see a really good funnel, you should go through and buy slowly and watch the process. So, all right. That's it, you guys. Are you ready for this? So yesterday we talked about this third type of traffic. Okay. Who here's been paying attention over the last couple days? I said there's three types of traffic. First type of traffic, is traffic that you... Okay, fill in the blank. Who's paying attention? This is all in secret number... When you get your book, secret number four, we talked about two types of traffic. Number one is traffic that you... Who's paying attention? Write in the comments down below. It's traffic that you earn, right? So, whether you earn the traffic. Traffic number two is traffic that you control, so you're buying traffic. And the third type of traffic was traffic that you own. That's what we talked about yesterday, your own email list. How do you build your list and how important and vitally... Why that's such a big part of it. So today, we're going to be moving into secret number, drum roll please, secret number five. Oh, I just skipped past it. Secret number five, which is follow-up funnels. Follow-up funnels are fun because... There it is, secret five, follow-up funnels. So follow-up funnel is interesting because most people see my funnels online, right? You see the stuff that's out there and you're like, "Oh, that's how Russell's making his money. I figured it out." But what you typically see is just the tip of the iceberg. You see the front end funnels. But the follow-up funnels is where the money's actually made, which is kind of interesting. So if you look at this on page 89 inside the book, I break down 1, 2, 3, 4, different... Four different frontend funnels that we have. You guys have probably seen, and you've seen them out there. And I took a 30 day window just to show you. I wanted to show people, in 30 days, this is how much each of these different funnels make, right? So the first one is the dot com secret spree book funnel, when I took the snapshots in the 30 day window. That funnel generated 5,410 leads. We sold 2,395 books. The average cart value is $30 and 81 cents. So our gross sales, we made $73,000, 789... $73,789 and 95 cents. Our ad spend, we spent $69,026 and 31 cents. So our profit from that one funnel, was $4,763 and 64 cents, okay? So I kind of walk through that one. I show that funnel, I show funnel two was 108 split test book. Number three was the perfect webinar, free play shipping funnel. And number four was the old mark in your car, MP3 player. So I broke down those four funnels, show the stats numbers. And when you add them all up, those four funnels made, in that 30 day, they made $142,000. But our ad cost was 128,000, so when you take it all away, our total profit was $14,417 and 69 cents. So if you look at that, those are the funnels people see outside. You'd be like, "Russell, how in the world do you have 400 employees?" And you only made 14 grand. You're in big trouble, right? You're going to lose your entire company. But the problem is, that's the funnel lots of people see, but then there's the second funnel. It's an invisible funnel that no one really talks about and no one sees it. It's not visible. It's like the rest of the iceberg, right? All the stuff that's below the surface that people don't see, is the follow-up funnel. And so I took that same... The customers that came in during that 30 day window from these four funnels, I then extended that over... Or I wanted to see it over the next 30 days, how much money came from those customers inside of the follow-up funnels. So the follow-up funnels are, how do I follow-up? What are the emails I send? The text messages, the Facebook messengers, all the things that are happening off the funnel, right? The follow-up funnels. And what's crazy is, is we did that. And for every $1 we made inside of the actual front end funnel, we made $16 and 49 cents in the follow-up funnels over the next 30 days. Are you guys getting that? That's the secret. That's the big thing. That's why yesterday, I talked about why it's so important and why's so vital to have your own list, because that's where the money's made. I don't make money in my... My book funnel here, I don't make very much money. My goal is to make this funnel breakeven. Someone comes through, they buy the book, they go through the upsells, the down sells, all sorts of stuff like that. And so they go through that and after they have it, again, my goal is to breakeven and then get you as a customer and then I start serving you. Okay? And if I serve you well, then maybe you buy another book. You'll buy an upsell, you'll buy click funnels, you'll buy coaching, you'll go to an event. All the other things happen, if I serve you well in the front end. Okay. And if you've gone through the dotcom seekers book, you know my strategy on value ladders and things like that. These things all tie into it. But I want you to understand, that for every dollar we made on a front end funnel, we made $16 and 49 cents in the follow-up funnel over the next 30 days. That doesn't count the next 60 days, 90 days, lifetime. But that's where the money's actually made. In fact, if you look at... I don't know if you can see this image here. If you're listening to the podcast version, you won't be able to. But on page 91 in the book, you've got this image here where it shows... Here's traffic I earn and traffic that I control, right? I'm driving all of it into front end funnels. The goal of the front end funnels then, is to get people to join a list. Now they're on my list, now I send them emails to ascend them up my value ladder. Okay. And that's where the majority of the profit and the money comes from. So, all right. So follow-up funnels. Now there's so many things, so many cool things in this chapter. I could spend two or three hours just going through this. I'm trying to think of the best thing to share with you guys, that'll get you the most excited to go buy the book. Okay. I'll share one kind of concept. So if you're buying your way in, right? And let's say you're paying for ads, you got to pay... You're paying ads and you're paying for every lead, right? And that's sometimes just scary. And so a good lead cost, honestly is three bucks per lead. That's a good thing. So if it's higher, if it's less, but three bucks is a good cost for a lead off Facebook ads or something, right? So let's say I go and I spend three bucks. I get someone to opt into my list, I pay $3, I got a lead. Now that may freak some of you guys out. Well, so if I want 100 people on my list, it's going to cost me 300 bucks. I want 1000, it's 3000. I want 10,000, that's 30,000 bucks. And you freak out. And the answer is yes, that can be kind of scary. But a couple things. Number one, if you listened to yesterday's, I talked about the value of a list. I said on average, you should make, on the low end, $1 per month per name on your email list. Okay, so that's on the low end. So that means if you spend $3 to get a name on your email list, within three months you'll breakeven, right? So I think about that with real estate. People I see all the time, who will go and they'll buy a house and they'll spend a quarter of million dollars to buy a house, put a renter in, and then hopefully it'll cash flow, 500 or 1000 bucks a month. And that's the business model, right? Here, I can go spend... I can spend, let's say... I don't know. Let's say 3000. $3,000 on a list, that gets me 1000 people to join my list. Now I average $1000 per month on that list, means in three months, I breakeven. After that, it's all pure profit, right? So, that's the thing to start understanding in the math of this whole game. The other thing is, you spend $3 for lead, but if you put them through a funnel, like a book funnel or a breakeven funnel, you can breakeven. So you spend $3, you make $3, you get a lead. And now that person's going to average you $1 per month on your list, as long as they stay with you. And that's really the big secret, okay? And so, anyway. So for example, what might happen... Again, this is if you are looking at the book on page 96. If you're listening to audio, just have to trust me. But you spend, let's say $3 in ads. I drive them to a landing page, they opt in and I get an email. I get a human, right? A customer. Now this person, I lost three bucks. I haven't made any money yet, right? Then on the thank you page, I send them a couple emails to build value and build a relationship. I'm still negative $3, right? So the first three emails in the follow-up funnel, for example, maybe I don't make any money. So I'm still negative $3 in the hole. I'm like, "Ah, $3 in the hole." But I'm building a relationship with this person. They get to know me, we become friends, they trust me, they keep opening my emails. Then from there, the next thing, I shift over and I start putting them into my first funnel, right? Which let's say, in this example, the dude will have a book funnel. So I send out some emails, I say, "Hey, you should buy my book." And then email two, "Buy my book, buy my book." And they go through this book funnel and I make some money from them, right? And say on average, I make a dollar 50 for every single person in my email list that goes through here. They drop out. So I spent three or dollars on a lead initially, I've made back a dollar 50. Now we're halfway there, right? Then after this funnel's done, then the next funnel, my follow-up funnel, I push here. I start promoting my webinar funnel. I send email one, two, and three. And boom, after the webinar funnel, then they breakeven and we start making money. Okay. And so somewhere in this line is your breakeven point, somewhere in the follow-up funnel. And so what's nice about this is, you can say, I'm going to spend $3 now and I'm going to have 10 email to go out. And I know that on average, by email number three, I breakeven, right? I spend $3 and then every email, I make a little bit more, a little bit more. And by email three or email six, whatever it is, that's my breakeven point. And then everything after that is pure profit. Okay. I don't have to go pay Facebook or Google again to get that traffic. It's there. I'm getting paid for that forever. And that's the big thing to understand. That's the big secret, okay? That's how follow-up funnels work. And I talk about multi-dimensional follow-up funnels, how to weave in other things like retargeting and messengers and text message and a whole bunch of other cool things. All right. I got one more thing I want to share as it relates to follow-up funnel, because I think this is kind of cool. So in every type of selling, there's always three closes. Who here knows what three closes are? By the way. I'm curious. There's three closes. Okay. And there's one that's good. There's one that's also good. There's the best one, the next best one, the next best one. Okay, so if you go to page... When you're there, you got page 98. These are the three closes. So the first one is the emotional close. Second one is the logical, and the third is fear. Okay. So we got emotion, logic, fear. And so you'll see this everywhere. Again, an example here. This is a landing page, and the landing page... The top third of my landing page is typically an emotional argument. The video is emotionally speaking to him. As you scroll down, there's the logical arguments. And the bottom are the urgency and scarcity. So I go emotion, logic, fear. In fact, if you go to trafficsecrets.com and you click here, watch the video, it's a very emotional video. You scroll down. In the middle of the page you'll see all the logic. And the bottom, you've got the fear, urgency, scarcity. So emotion, logic, fear. That's all happening on the pages as you go here and you scroll down. Okay. And so, that's the process. If you look at how I do my webinars, I lead with emotion, then I follow up with logic and end with fear. My follow-up funnels, it's always emotion, logic, fear as well. And so when I'm building in my follow-up funnels, there's a sequence I take someone through. They come and they join my lists, right? And then whatever product or service I'm selling, I start with my emotional emails. Trying to sell them emotionally. That's me telling stories. All the stuff you learn on Expert Secrets, right? Telling them stories, things like that. From there, we transition to the logical, because again... I think I have the numbers here. It's 50% of your people will buy emotionally, right? Yeah. 50% of people will buy emotionally, on average. So we lead with emotion. Then from there, people that are emotionally touched but they're logically trying to convince themselves, that's the next 30% you got to convince are through logic. Okay. And then there's 20% people who won't buy no matter what, unless you're going to take it away from them. And so then urgency and scarcity, you need to pull it away from them. That's when the last 20% buy. So if you just do emotion, you just do logic, just do fear, you miss the whole... You miss huge segments of the market. But if you go from emotion, to logic, to fear, then you're hitting all the different pieces. Okay? So in my follow-up funnels, that's what I'm doing. My first set of emails are all emotionally speaking. Then move to logical arguments, and then we end with fear, which is urgency and scarcity. So emotion, logic, and fear. And when you start understanding this process of emotion, logic, fear, you start seeing this pattern everywhere. Again, you'll see it on landing page layouts. You see it in sales video. You see it in webinars. You see it in follow-up sequences, follow-up funnels. You can see it in launch sequences. The entire launch sequence is going to be emotion, logic, fear, right? If you watch this... This launch so far, right? I led with the emotion of, the big buzz and the excitement and the video and everyone got crazy. And all the emotional buyers bought, day one, right? Day one, we sold 50%. 50% of our books so far, got sold on day number one, right? And then all the people are like, "Oh, well I don't know if this book's really for me. I don't know if..." Whatever. And all now the logical buyers are coming in. "Well, I'm not sure. I'm not sure." So now I'm doing what? Every single day, I'm going live. I'm logically speaking. I'm reading parts of the book. I'm logically explaining why this would actually work for you and for your business. And every single day, another percentage of you guys are like, "Oh, I get it now. Okay. Russell's logically convinced me, now I'm going to go to trafficsecrets.com and buy." Right? And then eventually, we're getting towards the end of this promotion and I'm having some fear. We're going to pull this away. This offer will disappear. And you're like, "I didn't get the book." And you'll freak out. "Russell, why did you?" And I'm like, "Dude, I told you. I went live every single day for three or four weeks. I did everything. I sent out a million emails. My affiliate sent out emails. We've buying ads. I spent millions of bucks trying to get you to buy this book, and now I'm pulling it away." And for 20% of you guys, that's when you all buy, is when I pull it away. For some reason, you're sitting here listening to me, you're waiting. Some day I'll get the book, but not today, until I decide to pull it away. And when this book funnel's about to disappear and your option to get the book's gone, that's when the final whatever percent will finally go and do it. So you have to understand, it's going emotion, logic and fear. And so that's the sequence of every single follow-up funnel. But that pattern, you're going to see over and over and over and over again in all marketing, in all sales. And so it's important to understand it, because when you understand it, then you can use it in everything that you're doing. There's so many cool things in here. Wish I could show you everything. I'd have to geek out for two hours to get this. But page 102, for those of you guys who are like, "How do follow-up funnels work with daily Seinfeld emails versus soap opera sequences and things like that?" And the value ladders. Here, I sketched out for the more advanced readers. This is the value ladder, how it works, where you weave in your soap opera sequences, where the daily Seinfeld emails fit and how you move able from emotion, logic, fear, in each step of the value ladder. So this is for the more advanced users, when you get to the book and you read page 102. The light bulb will go off and you'll finally be like, "Oh, that's how it works for people like me." So anyway, I hope you guys are enjoying this. It's been fun going live every day with you guys. Yeah. If you guys like this, I'll keep doing it for a while. But what I would do if I was you guys right out, is I would go and get your copy of Traffic Secrets, okay? All my emotional buyers already bought it, so thank you very much. The logical ones now are stewing on it. You're like, ah, is it really... And this is my answer for you. It's 10 bucks. Literally took away all the fear for you. You just cover the shipping handling. I pay for the book. These things are huge. It's like 350 pages, so if we do the math, you're paying $10 shipping handling. You're paying, is it three pennies, three cents per page? Three cents per page. You know how much effort... It took two days to write every single page of this thing. So you're getting my time at three cents, half a penny an hour. No, it's like a 10th of a penny an hour, where you're paying me to give you all this stuff that I killed myself on. I literally bled out of my finger. I didn't literally bleed out of my fingers, but it felt like it because I was typing so much and editing so much, and early nights and late mornings. No, late nights and early mornings writing this thing for you guys and it's here. And so anyway, I'm teasing you. But you should just go get a copy of it. It's in pre-order right now, so the books don't ship for another month or so, but you can go get the book. The audio book is available as an upsell, so you can get the audio book so you can start listening today. I spent seven days actually in a studio, but three days just reading Traffic Secrets book. You can start listening to this. It's seven hours of audio. You can download... You can go buy it, download the audio book right now, listen to it. So by this time tomorrow, the entire book could already be in your brain. There's also a PDF that comes with the book, that has all the images and the doodles. You can go and geek out and be like, "Oh cool. I can see what Russell's talking about here." And so the doodles are in there as well. And then for those of you guys who are looking for this entire box, "I want the entire trilogy." Because you heard that I rewrote dot com secrets, rewrote Expert Secrets and the new Traffic Secrets. Plus this magic unlocked secrets book. This box set, you can actually get as one of the upsells. So if you buy the book... Not if. When you buy the book, the episode will be like, "Hey, do you want the entire box set?" So you can get that as well. This also ships in about a month from now, but it's worth it. This thing is so fun. Anyway, I'm excited for guys to get this. You're going to love it. Anyway, there you go. All you got to do is go to trafficsecrets.com. Thanks you guys. I appreciate hanging out. It's been so fun. If you have any questions, comments, concerns, let me know in the comments down below, and we'll try to answer them every single day as I'm going through this. Yeah. Anyway, you guys. Be safe. I know it's crazy times. I know there's a lot of fear. There's a lot of scary stuff happening. Uncertainty. The biggest thing you can do in times of uncertainty like this, is to sharpen your saw. You look at the biggest companies right now in the world, all were built during the depression. All the biggest Inc 500 companies, during the last recession, 2008 is when all of the companies that you know of now, started. And so if you're in this fear emotion, it's okay. It's okay to be scared. Understand that. In fact, I'm doing a Facebook live on Saturday to kind of address some of the stuff with the entire ClickFunnels community. But it's okay to be scared. We're all nervous. My wife's nervous, my kids are nervous, I'm nervous. It's okay, but it's not okay to be so nervous that you just paralyze. Be nervous, but then keep moving forward. Because now is the time to create and to serve and to make stuff that's amazing. When you do that, it can literally change lives of people you've been called to serve. And when you do that, the weirdest thing is, it changes your life as well. So get into an active service. Go live, you guys. Your people need you. They need to hear you publishing. When you get the Traffic Secrets book, I'm going to talk about how... One of the challenges in here is, you got to start publishing every day for a year. You should start that now. I've been publishing every day for, I don't know, eight years now and I'm going to even double down right now. I'm going live every single day with you guys, okay? Trying to give you guys some faith and some hope of the future. Because if we all are just in fear and stuck, it's not going to be good. So now is the time, you guys. When we get done with this, open up your Instagram, open your Facebook, go live to your people. And maybe you only got two people following you, that's okay. They may need to hear your voice right now. This is your chance to start finding your voice and start becoming a leader and a servant. And so step up and be willing to do that. So there's my challenge to you guys. We'll get deeper into that as well, because that's part of the challenge, you guys, is time for you all to step up and start sharing and speaking and give people hope in a better world, because this world's amazing. And it's amazing, this blessing to be able to stay home right now with our families. And if we get sick, that'll suck. But you know what? I have a strong belief that we will... That none of us on this planet will stay on the earth one second longer, or one second shorter than the Lord wants us to. So we shouldn't fear too much, because it's all part of the plan. All right. Appreciate you guys. Thanks so much for everything. Get the book, trafficsecrets.com. And I will see you guys all mañana Bye, everybody.
Enjoy another awesome episode from the Traffic Secrets book launch podcast. Want FULL ACCESS to your dream customers? What if you didn't need permission from Facebook or Google to talk to your dream customers? On this episode, you'll learn... Why your email list should be your NUMBER ONE growth metric. How Russell made his first $70 by building an email list illegally. How to convert ANY website visitor into traffic that you OWN and never have to pay for again. Listen in to learn more! Also, go get your FREE copy of Traffic Secrets here! Hit me up on IG! @russellbrunson Text Me! 208-231-3797 Join my newsletter at marketingsecrets.com ClubHouseWithRussell.com ---Transcript--- What's up everybody. This is Russell Brunson. Welcome back to our chance every day where we get to hangout and talk about traffic and funnels and all of the fun things. Excited to be with you guys here today. It's actually kind of cool be in this whole quarantine thing. Where outside everything looks normal and it's this weird, eerie feeling. But then inside we can hangout and be with our family, our friends, we can go live, we can share thoughts, ideas. I think this has been a really cool time for so many people to start sharpening their saw, and starting to get smarter and better about what they're doing and why their doing it and how they're doing it and all kind of stuff. So I'm excited to be here with you guys today. We're going to be talking more about traffic secrets. Today we're going to be covering the third type of traffic. Yesterday we talked about the first two types of traffic. Traffic that you control, traffic that you earned and then today we're talking about the third type, which is traffic that you... you guys know what it is? Traffic that you own. That's the best kind of traffic. So we're going to be going to that in here a few seconds. But while we're waiting for everybody to jump on and get here, I want to make sure you guys know that we're in the middle of the traffic series book launch, which is kind of fun. We've been selling books like crazy. This is the highest numbering funnel we've done so far. So for my funnel hackers, if you're going through the funnel make sure to buy slowly and watch the process and see what's happening and why it's happening because it's doing really, really well. You can go to trafficsecrets.com. This is it right here. There's the video. In fact, you watch the video, I'm very proud of the video, hopefully you'll learn some stuff just from watching that. You can see the offers, you can buy the book for free, just cover shipping and handling, it's 9.95 shipping in the U.S., a little bit more internationally, but you can go get that there. Scroll down you can see the sales pitch. This is a chance, look at what I'm doing, you guys. I spent two years writing the book and about the same amount of time brainstorming this funnel and getting it live and ready. It is over 20,000 books sold and it's kept a $63 average cart value, which is insane. Especially knowing that a lot of you guys are my funnel hackers. You're like, "I bough the book six times. I want to get everybody's bonuses." With that said, to be able to keep the average cart value that high I would say the real average cart value, if I were to pull out all the duplicates, the average is probably 80 plus dollars, which is insane. Most book funnels are 20 to 30 bucks max. The funnels are awesome, so make sure to go watch it, buy slowly, learn some stuff while you're doing it. You just go to trafficsecrets.com. For those of you that are extra bored, especially if you're bored with your kids, right here is funnelflix.com. And if you go to funnelflix.com, you can get a free premiere week. Which basically you go in there, and you get a bunch of video for free. Including the very first one, which is from, I don't know if you can see it right there, that is Frank Kern... this is Frank Kern right here. He spoke at Funnel Hacking Live. Nobody knew he was coming, we kept it a surprise and he came out and people lost their mind. Frank is one of the original OGs. When I was learning internet marketing, Frank was one of the dudes teaching it. You can actually go and literally go watch his presentation online for free, bunch of other ones as well. Julius, I hear he's got 5,000,000 followers on Instagram. He walks you how he does it, how he did it. You get that one for free. You get one from me for free. Anyway if you go to funnelflix.com you get Funnel Flix premiere week for free. Then if you go over here to trafficsecrets.com, you get Traffic Secrets for free. So anyway, that's what's happening. All right with that said, you guys, we got a full audience between Instagram we're about 160 people, Facebook we're at 155-ish, so we've got 300 people here. We can start this party and get started and it should be fun. Lionel said, "I think I found my ADD community." Yes, welcome to the ADD-nis. All right. Okay, so today we're talking again about Traffic Secrets. If you don't have your free copy of the book, go to trafficsecrets.com. And this is the box set with all the books. If you don't know anything about me, these are the books I've written. Dotcom Secrets is the first book. This is the new updated hardbound version. This is Expert Secrets is the second book. And Traffic Seekers is the third and final book in the trilogy. And Unlock the Secrets is this amazing workbook that goes with all of these books here. It's kind of fun. Anyhoo, let me pull out book number one. All right, the Traffic Secrets book. So here we go, Traffic Secrets. Today we're going to be going into one of the secrets. Brian saying, "How do you get the box set?" The box set is not for sale right now unless after you get the Traffic Secrets book the upsale may or may not be the box set. This is all pre-order, these aren't shipped till May 5th. But the audio books are available today. I spent three days in the studio reading the Traffic Secrets book. It's a seven hour audio, you can go and get that. It's for the order form bump. You can grab that, plug it in and start listening, which is kind of cool. Also, we've got the audio books of the Dotcom Expert Secrets new update as well as part of the sales funnel. If you go through the funnel, you'll see all the cool stuff. So you just got to go to trafficsecrets.com and slowly today go through the funnel and have some fun with it. Reesio said, "How is my quarantine?" It's been good. We're having a good time. I think I'm driving my kids crazy sometimes, they're driving me crazy sometimes, but as a whole, we're doing really good. Thank you for asking. All right, hope you guys are all doing as well, good as well. My job for the next 25 minutes or so is to entertain you, get you excited, inspire you, open your mind to how to get traffic. What you do with traffic, how it all works. I've been doing these live on Instagram and Facebook every day for the last two weeks, so if you missed any of them feel free to go back there. We may or may not also be launching a Traffic Secrets podcast that'll have the recordings of these too. That may be live in the next day or so, I'll let you guys know and then you can start listening in there as well, which will be kind of cool. All right, here we go, Traffic Secrets. So what we covered so far. Section number one is all about your dream customer. Secret One we figure out who's your dream customer. We talked about figuring out and understanding them at a deep level. Figuring out are they moving towards pleasure or away from pain? What's interesting in this market today, I think two weeks ago a majority of customers were moving towards pleasure. Which meant your ads, your advertising is all focused on grabbing people or trying to move towards pleasure. Over the last two weeks, people are in pain and they're now in a state where they're moving away from pain. Looking at that lens, most of our advertising and marketing should be shifting from speaking to them moving towards pleasure to speaking to them moving away from pain. So there's a little hint from Section number one. We also talked about the difference between a searcher and a scroller. What advertising networks people are searching, which ones they're scrolling and how you differentiate your ads and your landing pages and everything based on if they're a searcher or a scroller, the pros and the cons. That was all secret number one. Number two we talked about now you know who they are. Where are they hiding? Where are they congregating? We've got to find those pockets of our dream customers so we can go and target them. We also talked about then who's already congregated and who are our dream 100? And we built the list of our dream 100. After that, secret number three, we talked about hook story offer. How do we throw our hooks in the water to grab their attention and we tell the story to increase perceived value of what it is we're selling them and then how we make them an offer. And secret number four. Yesterday we talked about with your dream 100 how do you work your way in and how do you buy your way in? And that's what brings us today. Today we're talking about secret number five, which is traffic that you own. So I'm going to jump right there, we're going to go through that. This is the best type of traffic of all the types of traffic that are out there. So many things I have to gloss through because this book is super huge and I can't just cover every... make sure you still get the book and read it because there's so many things, like in here, just in the last chapter, I walk through five of our front end funnels. I'll show you the stats, numbers, every single funnel, how it works. I talk about how much you spend on traffic, how much on ads. I give you very detailed numbers. It's like six pages of the numbers of the funnel that you can get inside the book and look at and say, okay, here's the product. How much is it sold for? Here's the order form bump. Here's the commissions, the percentages, here's how it all worked. I breakdown every funnel in great detail. Those are all things I can't do on a live like this that you get inside the book. Okay. Secret number five, traffic that you own. So if you look at the image here, you can see here is the dream 100, right. If you've done this exercise with me over the last couple days, here's Facebook, here's all the people that have already congregated my dream customers on Facebook. Here's Instagram, here's a lot of people that have already congregated in my dream customers Instagram. On Facebook, on YouTube, on Google, we find those people, we have our dream 100 list. Now we're trying to figure out from yesterday how do I work my way in and how do I buy my way into these audiences, okay? Because that's where are traffic's already at, we're just trying to work out way and buy our way in into the audiences. And then from there, this is what this whole secret's about: Traffic v. Yield. So all the time we're getting traffic, our goal's not to get traffic to sell products, our goal is to get traffic where we're either getting traffic that we've earned or traffic we control and we're converting it into traffic that we own. That's the big secret, okay. So, for example, traffic that I earn. If I'm earning traffic, it means I'm going out and I'm working for it, right. I'm getting on podcast interviews, I'm doing Facebook lives with people. I'm getting somebody to promote my product for me. This is stuff I'm not paying for, but I'm earning it, I'm putting in the time and the energy and the effort, okay. Traffic I control is I go to Facebook, right. And I don't own Facebook ads, right? Mark Zuckerberg, he owns all that traffic on Facebook, but he allows me and you to go to him and say, "Hey, I want to control some of that traffic. I will pay you if you let me divert some of that traffic from Facebook over into my funnel," okay? It's the traffic you control. There's traffic that I earn, I'm working my way in. There's traffic that I control, where I'm buying my way in. Now the goal of both those traffic sources is not just to sell a product. This is where most people get it wrong. This is the very shortsightedness of almost all entrepreneurs. They're like, "Oh, cool, I bought traffic from Facebook. I'm going to sell my product." Yes, that's part of the goal, but the bigger goal, the overarching strategy is to convert traffic that you earn and traffic that you control into traffic that you own. When you own traffic, you own your own destiny, right? If Facebook shutdown tomorrow, I'd be okay because I have an email list of, I don't know, one and a half to almost 2,000,000 people. So I own that traffic. Any day I can wake up like, "I want to send traffic to this." I can send an email and, boom, traffic goes there. I launch a new book, I want to send traffic here. Because I own that traffic, I own this ball of traffic, I can send it to this page or this page or that page. I can send it wherever I want because I own that traffic, okay? So all the other things I'm doing, all the other exercises of buying ads and working my way into doing podcast interviews and all those things, the only goal of those things is to convert the traffic that I'm controlling and then buying, or that I'm earning and controlling, into traffic that I own, because then I control my own destiny. For me, for the last few years, I've been working on that. For the last decade and a half I've been building my list, building my following, it's traffic that I own now. Even if Facebook disappears, if Google goes away tomorrow, I'm still going to be in business because I own traffic, okay? And that's the mindset shift of what you guys are all having, that you need to understand that you want to be able to own that traffic, okay? So that's what this whole secret's about, owning traffic. When I first kind of started understanding this, let's see... When I first started understanding this, it was back early in my journey. One of my first mentors was a guy named Mark Joiner. Some of you guys know Mark, he's amazing. He's the one who kept telling me, "Russ, we have to focus on building a list, building a list, that's the secret to internet marketing. Building a list, building a list." And I remember at the time there were all these people that were doing different ways to make money. And I was so grateful that my first mentor told me, "You have to build lists, you have to build lists," because that thing has saved me now for a decade and a half. During the ups and downs of the trials of my business and the safe parts of my business. Having a list has helped me to endure. The people who have email lists right now, are the ones who are going to thrive during this whole crazy recession and depression, whatever ends up happening. I don't even know what's going to happen. But those people are surviving because they're prepared for that, right? It's very important to understand that. Let's see. There's so many things I could share with you guys. Just get the book and read it, it's so good! Anyway. Okay. Oh, there's a story in here, but the story's four pages long. Part of me wants to read it, and part of me is like if I read that I'd lose half of you guys. I'll tell you the gist of the story and I'll read one part of it. So this was the day that I learned about list-building, the day it really got sunk in my head. I was like, "Oh my gosh, I need an email list," right? In fact, I told this story yesterday on an interview with Jim Edwards, it was kind of fun. All right, when I first started learning about this whole game of internet marketing, I started hearing people talk about email list. I remember reading and article online and it was about... sometimes you hear about the gurus and they make $30,000 in a weekend and you think it's scam, right? And the guy's like, "No, it's not a scam. Let me explain how this whole thing works." And he explained, he said, "The gurus, whatever you want to call them, they have an email list of maybe 10,000 people, or 30, or a 100,000 people." He said, "All they do is an email out to a 100,000 people and if they send an email to a 100,000 people and they get 10,000 people who actually go and sign up for the thing," right. "Say you send an email to 100,000 people, 10,000 people open the email, 5,000 click through to the thing, and then 500 of those people actually buy the product and let's say it's a $20 product, you just made 10 grand or 30 grand, whatever the math is," right. And he's just like, "It's just a numbers game." He said, "The reason why these gurus make a ton of money is because they spent the last X amount of time building up these huge email lists, right, traffic that they own." And when I read that I was like, "Oh my gosh," it was the epiphany and all of a sudden I understood." I was like, "I need my own email list." I didn't know how to get an email list. So the first thing I did was I jumped on Mr. Google. I said, "How do you get an email list?" And I started searching around and within a few minutes I found this website. I can't remember the domain exactly, I think it was spam for emailaddresses.com. I was like, "Sweet, that's what I need, spam for email addresses." So I went and there was some DVDs where you could buy a DVD with a 100,000 email addresses, one with 500,000, one with a 1,000,000. I'm like, "Well, if I'm going to get an email list, I want a 1,000,000." So I spent 70 bucks and bought a DVD with a million email addresses on it. I waited for it to get sent to me, I get this thing with 70,000,000 email addresses. I'm like, "I'm going to be rich." I'm doing the math in my head. Send an email to a 1,000,000 people, if I get a 100,000 to open, 10,000 to click, 5,000 to buy the thing times $20. If I could send an email every single day, I'm going to be rich. I'm doing the math in my head, I'm trying to explain to my wife, we'd just gotten married at the time. "You can literally quit your job tomorrow. We are going to be rich. I figured out the secret of internet marketing. This is going to be so easy." So I took this DVD, and back then the way we sent emails was different. It wasn't through an email auto responder, you had to buy desktop software. So I bought the software, I put it on my desktop and I uploaded the DVD with a 100,000,000 people's email addresses. I wrote an email and I remember that night, about to go to bed. And you have to remember this was almost 15 years ago. It was, no, probably 16-17 years ago. Anyway, it was before we have high speed internet, before we had cell phones, things like that. If you remember the internet back then, usually you had one phone line and it was your phone or your modem. So I had to crawl under my desk, unplug the phone and plug in my modem, get online. I remember that night writing an email, clicking send and then telling my wife I was like, "We'll be rich by morning. You can literally quit your job tomorrow." And I remember sitting there watching the email software, boom, one email sent, two emails sent, three, four. I'm like, "Oh, this is amazing!" I go to bed that night and I'm like a kid at Christmas time, laying there in bed thinking about it. Every couple of hours I get out of bed and run in, move the mouse to get my screensaver off and 600 sent, 800 sent, 2000 sent. I'm just freaking out, right? So finally the next morning I wake up, my wife's getting ready for work, I'm getting ready for school. And I sneak back in the room where the computer's at, I look at it. And overnight we'd sent, I think we'd sent 6500 emails or something like that during the night. And I was like, "Dang it, I thought I was going to send a million overnight. It's going way slower than I thought." Then Colette was like, "I need to use the phone." I'm like, "You have to use the phone? You don't understand, we're printing cash right now, we cannot use the phone." She's like, "I have to use the phone. I have to call someone at work." So I crawl under the desk, I go and unplug the modem, I plug back in the phone and as soon as I plug it in, I'm still under the desk, I hear the phone ring, brrg. I get out, I pick up the phone and on the other end was my internet service provider yelling at me and screaming at me and cursing me out. Telling me how many spam complaints that they got in the last four or five hours. They're shutting me down and they're going to potentially file a lawsuit and all this stuff. I just like, oh, crap, and I totally freaked out. Finally, the guy hangs up on me, shuts off my internet. I hang up the phone and Colette's like, "Who's that on the phone?" I'm like, "Uh, nobody. Oh, and by the way, please don't quit today. Just wait it out a couple days." She kind of laughs at me. Anyway, she goes to work and that day I'm kind of bummed out. I'm licking my wounds and I go and I put my backpack on and I'm walking to school. I get to school and I'm super bummed out because I lost internet. I can't even check my email, I've no internet right now. I go into the computer lab at school and I check my emails. I said I felt like, "I wonder if anybody bought anything?" So I logged into my PayPal account like I did many times prior, and every time I logged into PayPal in the past, there's always a big zero on top. How much money did you make? Zero dollars. I'm like, "Ah." And I logged in this time and guess what? It didn't say zero. First time ever, it said 70. I was like, "What?" I was like, "I made 70 bucks." The way I did it apparently was illegal, but I did it, I made 70 bucks. This actually works! And it was the proof I needed. This whole thing actually works. This whole idea of having a list works. I did it the wrong way, but there's got to be a right way to do this. So it started me on this journey of I have to figure out the legitimate way to build the email list because other people are doing it. I got a little taste of it, I made 70 bucks the wrong way so I got to figure out the right way. So I started this journey of I have to learn how to build a list, have to learn how to build the list. That became my obsession for the next decade of my life and it's still an obsession today, which is why I have a big email list, because I focus on it. In fact, every single day we have a company-wide meeting. We call it the Click Funnels Pulse Meeting. And one of the stats we share every single day is how many people joined our list yesterday? That's the number we're looking at. It's a metric, it's a KPI in our company. How many people today joined your list? It was interesting for all of you guys who are watching this, if you're not looking at that metric daily, your list probably isn't growing. I've seen some people who have a business, they'll grow a list and they get 10,000, 20,000, 30,000 people on the list and then they stop and go, "Oh, I got a list." And they send emails to the list and they're making money so their fine. But what happens is that list will start to atrophy over time, get smaller, smaller and eventually your business just disappears and dies. Your focus point is you need to consistently, continually always be building your list. That should be the number one metric. You wake up every morning, how many people joined my list yesterday? How many joined yesterday? I remember the first time I got that, one of my friends, Dagen Smith, he told me that. He asked me, "How many people a day join your email list?" I'm like, "I don't know." He's like, "You don't know that number?" "I mean people are joining, but I don't look at that." He's like, "Dude, what you watch, what you measure grows." And so I was like, "Okay. I'm going to start looking it." I started looking at it. I remember at the time there's probably 60-70 people a day joining my list, and so I started watching it. And what's crazy is I started looking at the numbers every single day, it started making me upset in my head. "Ah, only 70 people." Then your subconscious mind starts looking for ways. "Well, how do I make this bigger? How do I make it bigger?" As I'm sitting there thinking how to make it bigger, new ideas pop in my head. Then I morph from 70 a day to 100 a day to a 150 a day, and 500 a day to a 1,000 a day, to 2,000 a day. And it became the focal point of my business. For all you guys, when you start getting this book, that's what I talk about. All the things you're doing, from traffic you control, the traffic you're buying, the traffic that you're earning, the goal of all that traffic is just to convert into traffic that you own, which is your list. Your list is the key. If you look at, "What's the biggest secret of the Russ Brunson's internet marketing?" Your list is the key. You need to be building your list. That's the big aha, okay? You have to understand that. All the things I'm doing, from Facebook live to videos, to podcast interviews, to buying ads, the goal of all the thing is to build my list. And the key metric, the KPI I look at every single day, the most important one of my business for me, is how many people today joined my list? Okay. So all you guys need to be focusing on that. That's the big thing. Someone said, "What software do you use?" I use this weird software called Click Funnels. Click Funnels builds my list, it does everything. All right. That's the big thing to understand. Okay. So there's my little tangent, the way to understand, it's the traffic that you own, okay? And I told you that story already. When I'm doing all this stuff, when I'm buying ads, when I'm earning traffic, the goal of both of those is to get into traffic that I own, right? So when I'm on a podcast interview, I'm doing a podcast and I'm earning traffic while I'm there and being interviewed. At the end of it what do I say? At the end of it I'm like, "Hey, by the way, I got this cool new book called Traffic Secrets. Go to trafficsecrets.com to get a free copy." People go to trafficsecrets.com, they click on the button, they put in their what? Email address. Then what happens? They join my list. Oh. That's the goal. If I do the podcast interviews, not just do an interview. I do an interview the interview's not like that's okay. Yeah, I want to sell copies of the book, but the only reason I'm trying to sell copies of the book is I want you on my email list because that's the game, okay? Hopefully, that helps you understand that. So all the traffic you're buying, all the traffic your earning is all going into one spot where you can build an email list because that's the secret of internet marketing. If you look at these, some of you guys have already seen this. This is one of my squeeze pages, okay. If you go to marketingsecrets.com/blackbook, this is one. This lead page alone has generated over 300,000 leads for me. 300,000 leads, okay, boom. This is where my book funnels. The goal of it is to get somebody to join the email list. I'm sending people from all these places to spots. You notice that every page I send somebody to, like right now I sent you to trafficsecrets.com. When you go there, guess what happens if you click on the button? You join my list. I send you to funnelsclick.com, you go there you get this free stuff or I give you this bait to go watch Frank Kern's presentation, Julius', and mine, right. It's four hours of free video, but what happens if you watch those videos? You give me your email address. Now you join my list. I'm working my way right now to you guys, right. We'll then buy ads to this video, which I'll be buying my way in, but the goal of all of them is to get you on my email list, right? I've been telling you you got two email lists today. That's my goal. I'm trying to convert all this traffic that I'm earning, right, I'm earning it, right. We've still got 160 viewers on Instagram, we got 185 in Facebook. We'll push these things live over the next two or three weeks. We'll probably get, I don't know, 50 to 100,000 people to watch this video. From that, hopefully, I'll get, I don't know, 20-30,000 people to join my list from it. That's why I'm doing these exercises, okay. That's why we do all this stuff. So I hope you guys understand that. Okay, one more thing I'll talk about list-building, just to give you guys some metrics to make this really tangible for you and then we'll wrap it for today. When I got started, I had one of my friends, who's actually Mike Filsaime, I love Mike. Mike told me, he said, "You should average, on average you should make at least one dollar per month, per name on your email list." And I didn't know if that was high or low. It's actually really low. You should make more than that, but this is a really good baseline, right? So what that means, let's say you got a 100 people on your email list. You should average one dollar per month, per name on your email list. So I got a 100 people on my email list, I should make at least a 100 bucks a month from those people. I got a 1,000 people on my email list, I should be making a 1,000 bucks a month. If I've got 50,000 people on my email list, I should make 50,000 a month and so on and so forth, right? And for you guys who are starting your business, you're growing your company, you're like, "How do I grow my company?" That's the big secret. How many people are on your email list right now? If I ask you and you're I don't know, then you don't have a business. You're goofing around, okay. Engagement on Instagram does not count as an email list, right? The goal of engagement on Instagram is to get people to go to your email list and join your list, right? That's the tangible business that we're in. I remember he told me that, I was like okay. So I started at that point, it was my very first product called Zip Brander and I had it top of my list. I started driving traffic to it. I remember the very first month I got 217 people. Isn't funny you remember some random numbers like that? 217 people joined my email list that very first month. In that month, I think I made $300 in sales. I was like, okay, that's a little more than a one dollar per name. I'm going to keep focusing. I took that money that I made, I reinvested it back into more traffic. I got more people in and in month number two I had 600 people on my list. That month I made like 800 bucks. I was like, uh. So I reinvested that 800 bucks back into ads, I kept doing it, and soon I got to 2,000 people on my list and 1500 people, then 2,000 people on my list. And that number stayed pretty sync. When I had 2,000 people on my list I was making a little over a two grand a month. When I had 5,000 people on my list, I made five grand a month. When I had a 100,000 people on my list I was making a 100 grand. Now I'm at over 1.7, 1.8 million people on my email list, we make more than that per month, right? So those numbers sync. And what's interesting is you get better at this game, you get better communicating with your audience, better making offers, better telling stories. All this I'm teaching you through these books that number will go up. You shouldn't just make a one dollar per name on your email list. You can make five dollars or $10. Sometimes I see local businesses where the list is small, they only have 800 people on their list, 500 people on their list. It's usually because of the relationship, because they're local they're able to make 10, 20, 30 bucks per name per email on their email list, okay? I want to give you that number as a metric. Because if some of you guys are like, "I need to retire." "I want to work from home," I want to do whatever, right? That's the number you should be looking at, right? If you're thinking I need to make six figures a year. Okay, if you had 10,000 people on your email list, you're averaging one dollar per month per name, that's 10 grand a month times 12 months, that's 120,000 a year. If you can focus, and get 10,000 people on your email list, based on the math, you should be making 120,000 bucks a year, your six figures a year. If you're like, I need to make five grand a month to survive, cool, you should be focusing on building a list of 5,000 people. You get a list of 5,000 people, you should, based on the math, if you do it okay, you should be making 5,000 grand a month. If you're I want to make a 1,000,000 bucks. I want to hit two comma club, cool. It's just a math game, right? That means if you want two comma club, you need to focus on getting a 100,000 people on your list, 100,000 people times 12 months is 1.2 million bucks a year. That's the game, you guys. That's what you've got to start to understand. The list is the secret. That's the metric, that's the thing we're all focusing on. So all this traffic stuff we're doing, as much fun as it is, like how do you Facebook ads, and Google ads, and do integration marketing? And how do you do growth hacking? All the things we're talking... as exciting as those things are, and they are, they're pretty amazing. The real secret, the real big aha, is that all the focus point of that is to turn it into traffic that you actually own. And I think tomorrow we're actually going to talk about followup funnels. I'm pretty sure. So tomorrow, we're going to talk about followup funnels. So followup funnels is like now someone's on my list, now what do I do with it? How do you make a dollar per name per month, Russell? Well, you do it by the followup funnel. This is the sequences and tomorrow we're going to go deep into that. But I'll give you guys a hint, just so you know. I was doing a... and I'll show this tomorrow, we'll go deep into this. I was looking at my front end funnels and we did a 30 day snapshot in a window. And in a 30 day window, for every dollar we made on one of our front end funnels, those are the funnels that buy ads too where I push stuff through like this. I'm buying my way, working my way, for every dollar I make in that front end funnel, we made $16.49 in the next 30 days through the followup funnels. These are the emails and messages that are sent to them over the next 30 days. So that's the big secret, you guys. So, again, I will share that with you guys tomorrow. If I can do nothing else, to drill into your brain, say the traffic secret to drill in your brain today, the most important thing you'll be focusing on is traffic that you own. How do you convert all the traffic you're earning, all the traffic you're buying into traffic that own? Because then when the storms come, and they're coming, you're feeling it right now. When the recession hits, when the depressions hit, when Facebook is shutdown by the government, when whatever. The platform you're on, the people are huge on buying and then buying got destroyed and then people have podcasts. Let's say the podcasts disappear. Who knows what it's going to be? But as long as you're focusing all your efforts on one thing, traffic that you own, you'll survive the hard times, okay? I've survived two collapses of the economy, excuse me, one big collapse of the economy, two collapses of my business. I've survived all these things because of one thing, and one thing alone: I have my email list. That's the big secret. You guys got that? That's the big secret. So always have to think about that today. In fact, that should be your goal right now, as you get off this thing, start thinking, okay, how big is my email list today? That's number one. If it's zero people, now's the time to start, okay. But look at it, how big is your email list, that's number one. Then number two, how many people per day are joining it, okay? Again, if that's zero, then that's the next thing, how do I get people every day to do it? Then number three, okay, how do I make that number bigger? What you measure grows. So if you start measuring it, it'll grow, or shrink if you're in weight loss, right? If you're measuring your waist every day, you don't want it to grow, but it'll shrink. But in business you want it to grow. So whatever you measure will grow. So every single day the number you should be looking for is how much did my list grow today? How many leads have I got today? That's what you got to start focusing on, okay. Help you guys to survive the storms or the craziness, that's just as important. So there you guys go. That is the Traffic Secret for today I'm going to share. We had a good turnout today. You guys must be bored out of your minds at home during the quarantine. So if you are, what I recommend doing right now... by the time we hangout tomorrow, you guys could listen to this entire book. Go to trafficsecrets.com, you can pre-order a hardbound copy of this book for free. They don't ship until May 5th though, but the order form bump is the audio book of this. If you get the audio book you can plug it into your ears and you could listen to it. It's seven hours of me reading the entire book, word-for-word. By this time tomorrow, you can have it done, we can get back to work. That's your challenge. While you're sitting around, go do it. Let's go. Trafficsecrets.com, get the hardbound book. There's also a whole bunch of amazing video bonuses you get. You get a presentation from Prince Ea who has over three billion views on Facebook. He does a presentation you get for free in there. Payne June talks about how he does his social media, presentation for me about traffic. A bunch of cool stuff you get for free in there. You just got to go get the book for free and then get the audio book you can start listening to today, if you want. Those who have been asking about how do you get the whole box set. The upsale flow you can get the box set in the upsale flow, so that's there as well. And then, you guys, after you've done that and you're like, "I need more stuff, Russ. I want to keep geeking out. I want to sharpen myself, want my brain to get bigger." Then just go to right here, funnelflix.com. Click Funnels has entered the streaming wars, we are trying to destroy Disney+ and Netflix and all the others. No, I'm just kidding. This is way better. But you guys get a free week at funnelsflix.com, it's called Free Premiere Week. You can go there. You put your email address in, click submit and you can get the first four presentations for free. First one's from my man Frank Kern. One of the original OGs in internet marketing. He's one of the dudes I was learning from when I got started. He did a secret presentation at Funnel Hacking Live. Nobody knew he was coming and when he came out on stage, they flipped out. Anyway, his presentation is there for free. You have funnelflix.com, put your email address in here, and then what happens? Oh, you joined my list! "What? Russ practices what he preaches! Oh, this is so crazy." You joined my email list, right? Boom, you watch Frank's presentation. Then, number two, you go right here, and you watch the presentation of Julius, who built an Instagram following of I think 5 or 6,000,000 people. He's a magician, his presentation was insane. His magic is awesome. Then over here you've got a presentation from me on your value ladder which is awesome. Anyway. So funnelflix.com, so trafficsecrets.com get your book. Funnelflix.com go geek out, you've got free premiere week over here, bunch of cool stuff. With that said, you guys, I appreciate you all hanging out. Tomorrow we'll be back. Tomorrow we're going to go into followup funnels, which will be a lot of fun. Yeah, it's going to be fun. Anyway, appreciate you guys. Thanks for hanging out today. If you got any value from this, please call me down below and let me know. If you're on Facebook watching this, please share it. That'd be awesome too. I don't know, can you share this on Instagram live? I don't really know how that works. But feel free to share this if you got any value, it'd mean the world to me. Thank you guys for hanging out, appreciate you all. And we'll see you guys all again tomorrow. Bye.