In today's episode we welcome back Kristina Garner of Blossom and Root to talk about her Book Seeds. We were so excited to share this time with her and we know you'll love it. Support The Podcast If you like what you hear, consider supporting the podcast: https://homeschooltogether.gumroad.com/l/support Consider Leaving Us A Review If you have a quick moment please consider leaving a review on iTunes - https://podcasts.apple.com/us/podcast/homeschool-together-podcast/id1526685583 Show Notes Blossom and Root - https://blossomandroot.com/ Book Seeds - https://blossomandroot.com/book-seeds/ Kristina Garner of Blossom and Root - https://homeschooltogether.fireside.fm/107 Connect with us Website: http://www.homeschool-together.com/ Store: https://gumroad.com/homeschooltogether Youtube: https://www.youtube.com/c/homeschooltogether Facebook: www.facebook.com/groups/homeschooltogetherpodcast/ Instagram: www.instagram.com/homeschooltogetherpodcast Twitter: https://twitter.com/hs_together The Gameschool Co-Op: https://www.facebook.com/groups/gameschoolcoop/ Email: firstname.lastname@example.org
This week in the studio a man who spent over a decade in service to this country. He held assignments with 1st ID, 10th Mountain Division, and 7th Special Forces. This guest has always lived his life with purpose, whether trying to become famous as a punk rock musician, biking across the United States to raise awareness for Mental Health, or pushing his body to the limits with Extreme projects and competitions. This amazing guests has fought and recovered from some of the most devastating injuries imaginable, from Grand Mal seizures, Necrotizing Faciitis, and even being hit by a car during a half Ironman only to wake up in an ambulance wondering where he was. I am so honored that this guest is joining me in the studio. He is a former Green Beret, a 7x participant, and a hard Motherfucker to KILL. Please welcome Zachary Garner.
Rosemarie Garner comes by her sewing passion naturally. Her maternal grandparents were a seamstress and a tailor, and her mother taught her how to sew when she was in junior high school. Fast forward many years later, R Garner Custom Designs was born on the third floor of her Montclair, NJ home, where she worked for 12 years. Five years ago, she moved to a glorious 900-square-foot industrial space in Butler, NJ where there is finally space to have two tables, all four of her industrial sewing machines, a state-of-the-art industrial iron, a professional clamping system for panel fabrication, and a motorized track to test Roman shades before they leave the workroom. Today we are talking about that move, how she made the decision
Pioneering the field of NeuroSpatial Linguistics, Kimberly Garner highlights focus points in the duality of interior design; the human experience within the inner environment of the mind & the interior environment of the home. An alchemy occurs when the interior environment of home and the internal environment of the mind are addressed in unison with our desires. What unfolds is transformational. Her mission is to help people accelerate their version of an ideal life by tuning the interior space of their home and subconscious mind with their intentions. Epigenetics and neuroplasticity play a large role in her method and precisely why it's so effective. We are truly products of our environment and our environment informs so much of our life. Kimberly's spent over 25 years studying, researching and practicing the intersection of design, science and the soul. Inspired by the complementary fields of epigenetics, neuroscience, behavioral science, positive psychology, life coaching, human ecology, design and theosophy she created Holistic ID, the School of Holistic Design and the Life+Design Method. IN THIS EPISODE, WE TALK ABOUT THESE TOPICS: Science has finally found a portal into what we've known about the “science of the soul.” Evolving beyond the obstacles. How to go room by room through the house and remove toxic clutter - anything that brings up negative emotions, feelings or memories. Visual poison. How our home is like our body. Each room in our home reflects an area in our life. It is all interconnected. Our home offers us a place to focus, have curiosity and be reflective. Making a change in your home - why do I feel like this is outdated? Be curious! Your subconscious intentionally placed things in a certain spot for a reason. Our home is one of the most beautiful relationships in our lives. Changing intentions for spaces and re-creation. --- Send in a voice message: https://anchor.fm/kristi-peck/message
911. In honor of Martin Luther King Jr. Day, we cover a bunch of interesting things about labels such as "Jr.," "Sr.," and "III." Plus, we look at the origin of the names Carl's Jr. and Ruth's Chris Steak house.| Transcript: https://grammar-girl.simplecast.com/episodes/comma-before-jr/transcript| Subscribe to the newsletter for regular updates.| Watch my LinkedIn Learning writing courses.| Peeve Wars card game. | Grammar Girl books. | HOST: Mignon Fogarty| VOICEMAIL: 833-214-GIRL (833-214-4475) or https://sayhi.chat/grammargirl| Grammar Girl is part of the Quick and Dirty Tips podcast network.Audio engineer: Nathan SemesEditor: Adam CecilAdvertising Operations Specialist: Morgan ChristiansonMarketing and Publicity Assistant: Davina TomlinDigital Operations Specialist: Holly HutchingsIntern: Kamryn Lacy| Theme music by Catherine Rannus.| Grammar Girl Social Media Links: YouTube. TikTok. Facebook. Instagram. LinkedIn. Mastodon.References for the "Jr." segmentGarner, B. “Jr.; Sr.; III; Etc.” Garner's Modern American Usage, 4th edition. Oxford University Press. 2016. p.613-5.“Holidays.” The Chicago Manual of Style Online, 17th edition. 8.89. The University of Chicago Press. https://www.chicagomanualofstyle.org/book/ed17/part2/ch08/psec089.html (subscription required. accessed January 15, 2023).“If John Smith Jr. asks for the period in Jr. to be omitted …” The Associated Press Stylebook, Ask the Editors. Sept. 06, 2018. https://www.apstylebook.com/ask_the_editors/35499 (accessed January 15, 2023).“Initials in personal names.” The Chicago Manual of Style Online, 17th edition. 10.12. The University of Chicago Press. https://www.chicagomanualofstyle.org/book/ed17/part2/ch10/psec012.html (subscription required. accessed January 15, 2023).“‘Jr.,' ‘Sr.,' and the like.” The Chicago Manual of Style Online, 17th edition. 6.43. The University of Chicago Press. https://www.chicagomanualofstyle.org/book/ed17/part2/ch06/psec043.html (subscription required. accessed January 15, 2023).“Martin Luther King Jr. Day,” AP Stylebook Online. Associated Press_._ https://www.apstylebook.com/ap_stylebook/martin-luther-king-jr-day (subscription required. accessed January 15, 2023).“Names of holidays, etc.” U.S. Government Printing Office Style Manual Online. 3.24. U.S. Government Printing Office. https://www.gpo.gov/fdsys/pkg/GPO-STYLEMANUAL-2008/html/GPO-STYLEMANUAL-2008-5.htm (accessed January 15, 2023).
Founders Gabe Sibley and Curtis Garner are the CEO and COO, respectively, of Verdant Robotics. After coming on the show last year, Gabe and Curtis join this week to give an update on Verdant, including raising their Series A, progress on commercialization, and dealing with a changing economic landscape. Connect with Verdant Robotics Website | LinkedIn
Special Note: We had a family emergency this weekend and the monday episode was delayed. We will be back to it on Thursday. We are sorry for the delay. Today on the show we interviewed Kristina Garner, creator of the fantastic secular curriculum Blossom & Root. We discussed what drove her to develop this curriculum, why nature based learning is so critical, and how we should approach using the resources she provides. She also has lots of great advice for new homeschooling families as they embark on this rewarding journey. Website: https://blossomandroot.com/ Instagram: https://www.instagram.com/blossomandroot/ Youtube: https://www.youtube.com/channel/UCeT5LbAPuEKktRMf5BKR5Bg/featured Facebook Group: https://www.facebook.com/groups/blossomandrootfamilies/ FREE Resource Guide Download our FREE North American Resources List to enhance your global studies with your learners! https://rebrand.ly/fstke Show Notes https://librivox.org/ https://www.gutenberg.org/ https://bravewriter.com/ Connect with us: Website: http://www.homeschool-together.com/ Store: https://gumroad.com/homeschooltogether Youtube: https://www.youtube.com/c/homeschooltogether Facebook: https://facebook.com/groups/homeschooltogetherpodcast/ Instagram: https://instagram.com/homeschooltogetherpodcast Twitter: https://twitter.com/hs_together The Gameschool Co-Op: https://www.facebook.com/groups/gameschoolcoop/ Bookshop Shelf: https://bookshop.org/shop/homeschooltogether Email: email@example.com
Wade Harris joins The Sports Shop for Firebirds Friday ahead of the team's first practice this Sunday before the start of their season next weekend. The team will be traveling to Canada for a two-game series. Wade is joined by the town manager of Garner, Rodney Dickerson who discussed why it is important for the community to support the Firebirds and what's the latest in the town of Garner. Also, Ian Turner gives us his underdog picks for the NFL Wild Card weekend coming up in Always Bet on Black.
How many of us know about the Goddess Tyche? Today this powerful divinity is largely forgotten. But 2,500 years ago, she was believed to determine the day-to-day fortunes of every Greek.If your ship was tossed against rocks as you steered through a storm, it wasn't your fate as much as your fortune. Tyche was at play. If you stumbled across a hidden treasure, you could thank the goddess. She alone dished out fortune, chance and luck.It's time to become reacquainted with the divinity who determined the fortune of both gods and man! If you love this podcast, you'll also enjoy Garner's audible novel about the gods, Homo Divinitas, now available on Amazon.com and Audible.com. And find us on Youtube as well!Support the show
What do we know about Peter?What do we know about his character?What do we know about his name: Simon or Peter?It seems that a lot of us can relate to Peter, he fluctuated between his old self and new self quite often.
We were made to grow. People love to grow their families, finances, friendships, careers, and talents. Spiritual growth - the most important dimension of all - is strangely , sadly overlooked far too often. Starting Sunday, we will begin a short series to help you increase your spiritual growth. Spiritual growth will make you more resilient in times of trouble as well as increasing your enjoyment of God's blessings.
Merriam-Webster's Word of the Day for January 6, 2023 is: garner GAHR-ner verb Garner means “to collect or gather something” or “to get or receive something wanted or valued.” // The researchers garnered more evidence to support their theory. // The author's novel has garnered much praise and several awards. See the entry > Examples: “Founded in 2012, the Hidden Genius Project represents that ethos with the value of ubuntu (a Bantu term meaning, ‘I am because we are'), a foundational element for an organization geared toward helping Black youth garner entrepreneurial, technological and leadership skills.” — Zaki Hasan, The San Francisco Chronicle, 10 Nov. 2022 Did you know? What do you call a building in which grain is stored? These days, English speakers are most likely to call it a granary, but there was a time when garner was also a good candidate. That noun made its way into the language in the 12th century; the verb garner followed three centuries later with a closely related meaning: “to gather into a granary.” Today the verb has largely abandoned its agrarian roots—it usually means “to earn” or “to accumulate.” And the noun garner is rare in contemporary use. It appears mostly in older literary contexts, such as these lines from Walter Scott's The Bride of Lammermoor: “Or, from the garner-door, on ether borne, / The chaff flies devious from the winnow'd corn.”
Welcome Home Brittney Garner | Simplee Sportz | Season 7 Ep. 2 If you have been living under a rock, then it would explain why you were not aware Brittney Griner has been returned to the US. Of course, we will also give you some sports coverage, but our meat and potatoes are going to be the prime meal tonight! Don't miss it. About the He Said What Network- With an array of live podcasts addressing the problems and breakdowns in communication, He Said What Network identifies various forms of healing techniques through transparent conversation, entertainment, and spiritual connection to find resolutions. We can be found streaming live Sunday through Wednesday on YouTube along with audio replays on your favorite podcast platforms. Subscribe to He Said What Network: https://www.youtube.com/channel/UCEWGd5mMEddnL9VM4MavX9A?sub_confirmation=1 Watch more He Said What Network: https://www.youtube.com/c/hesaidwhatnetwork Follow He Said What Network: https://www.LinkTree.com/HeSaidWhatNetwork . . . #HeSaidWhatNetwork #LetsConnectwithPsIntuition #SimpleeSportz #TheCreditLabPodcast #HeSaidWhatPodcast #RoyalGainesII #AlanNewmanJr #SimpleeBree #1Mic #PsIntuition #RonyFrancois #BlackPodcasters #BlackLivesMatter #Season7 #Ep #Resolutions #Communication Cancer Read. About the He Said What Network- With an array of live podcasts addressing the everyday problems and breakdowns in communication, He Said What Network identifies various forms of healing techniques through transparent conversation, entertainment, and spiritual connection to find resolutions. We can be found streaming live Sunday through Wednesday on YouTube along with audio replays on your favorite podcast platforms. Subscribe to He Said What Network: https://www.youtube.com/channel/UCEWGd5mMEddnL9VM4MavX9A?sub_confirmation=1 Watch more He Said What Network: https://www.youtube.com/c/hesaidwhatnetwork Follow He Said What Network: https://www.LinkTree.com/HeSaidWhatNetwork . . . #HeSaidWhatNetwork #LetsConnectwithPsIntuition #SimpleeSportz #TheCreditLabPodcast #HeSaidWhatPodcast #RoyalGainesII #AlanNewmanJr #SimpleeBree #1Mic #PsIntuition #RonyFrancois #BlackPodcasters #BlackLivesMatter #Season7 #Ep #Resolutions #Communication --- Send in a voice message: https://anchor.fm/hesaidwhatnetwork/message Support this podcast: https://anchor.fm/hesaidwhatnetwork/support
WHAT MADE THE DIFFERENCE FOR DAVID? In one of the greatest stories of the Bible, a shepherd named David runs an errand for his family and finds himself standing where his entire nation feared to be: in front of a murderous enemy solider. What happened next charted the course for the life of both David and al of Israel. This true story was written down to teach us all something vital about our own life and future.
MARCH 16th, 1990 - Shauni is haunted by the loss of a co-worker -- and the return of her unibrow! As she struggles to return to the water, Cort is busy scheming. Will the charm of "Hunk Golden" be enough to pull off his latest scam? And can Mitch and lawyer lifeguard Craig resist his wiles themselves? Cort continues to be a joy to behold (especially in his denim overalls) but will it be enough to hold Denny's interest? On the latest episode of Hot Red Shorts! - A Gay Watch of Baywatch, the real focus is on the pain of Shauni after her "work-place incident," which allows Garner another moment to shine! The weather might suck, the mood might be maudlin, but there's no time to lament -- there's a ski race to win! Follow - Facebook | Twitter | Instagram Visit HotRedShorts.com for more information about this episode and the show!
Our mission is to Make, Mature, & Multiply Faithful Followers of Christ. In short, I am calling this the "3 M's." How did Jesus go about making, maturing, multiplying followers? His main strategy was to pick 12 ordinary men, train them for a few years, and then hand it over to them. He saw potential in them, he gave them an opportunity, and was patient with them.How are we going to Make, Mature, and Multiply faithful followers of Christ? Following the lead of Jesus, we have 7 commitments as a church that serves as our vision:1. We will cultivate a deeper love for God2. We will be a loving intergenerational family3. We will pursue unity focused on Jesus4. We will nurture marriage and young families5. We will make disciples who make disciples6. We will have an outward focus on our local community7. We will be mission minded for the lost of the worldWhat did we do in the year 2022? Where is God leading us in 2023?A new year brings a fresh start. How will you respond to these two words from Jesus this year, "follow me"?
SUPER-COP and SUPER-DAD Scott Garner hangs out with "The Pulse" and lets us in to his personal life as a father, a husband and also as a great member of the Scotts Valley Police Department.This was a great conversation, lots of laughs and lots of great insight on life, family, fishing, photography and more!
In the fall of 1942, only the city of Stalingrad stood between Soviet survival and defeat as Hitler's army ran rampant. With the fate of the USSR hanging in the balance, Soviet propaganda chiefs sent their finest writers into the heat of battle. After six months of terrifying work, these men succeeded in creating an enduring epic of Stalingrad. Their harrowing tales of valour and heroism offered hope for millions of readers. “Stalingrad lives!” went the rallying cry: the city had to live if the nation was to stave off defeat. In Stalingrad Lives!: Stories of Combat and Survival (McGill-Queen's Press, 2022) Ian Garner brings together a selection of short stories written at and after the battle. They reveal, for the first time in English, the real Russian narrative of Stalingrad - an epic story of death, martyrdom, resurrection, and utopian beginnings. Following the authors into the hellish world of Stalingrad, Garner traces how tragedy was written as triumph. He uncovers how, dealing with loss and destruction on an unimaginable scale, Soviet readers and writers embraced the story of martyred Stalingrad, embedding it into the Russian psyche for decades to come. Featuring lost work by Vasily Grossman alongside texts by luminaries such as Konstantin Simonov, Viktor Nekrasov, and Ilya Ehrenburg, Stalingrad Lives offers a literary perspective on the Soviet Union at war. Ian Garner is a cultural historian and translator in Kingston, Ontario. He completed his PhD at the University of Toronto in 2017 after studying at the University of Bristol and the St. Petersburg State Conservatory. Follow Ian on Twitter. Yelizaveta Raykhlina is a historian of Russia and Eurasia and holds a PhD from Georgetown University. She is a faculty member at New York University. To learn more, visit her website or follow her on Twitter. Learn more about your ad choices. Visit megaphone.fm/adchoices Support our show by becoming a premium member! https://newbooksnetwork.supportingcast.fm/eastern-european-studies
In the fall of 1942, only the city of Stalingrad stood between Soviet survival and defeat as Hitler's army ran rampant. With the fate of the USSR hanging in the balance, Soviet propaganda chiefs sent their finest writers into the heat of battle. After six months of terrifying work, these men succeeded in creating an enduring epic of Stalingrad. Their harrowing tales of valour and heroism offered hope for millions of readers. “Stalingrad lives!” went the rallying cry: the city had to live if the nation was to stave off defeat. In Stalingrad Lives!: Stories of Combat and Survival (McGill-Queen's Press, 2022) Ian Garner brings together a selection of short stories written at and after the battle. They reveal, for the first time in English, the real Russian narrative of Stalingrad - an epic story of death, martyrdom, resurrection, and utopian beginnings. Following the authors into the hellish world of Stalingrad, Garner traces how tragedy was written as triumph. He uncovers how, dealing with loss and destruction on an unimaginable scale, Soviet readers and writers embraced the story of martyred Stalingrad, embedding it into the Russian psyche for decades to come. Featuring lost work by Vasily Grossman alongside texts by luminaries such as Konstantin Simonov, Viktor Nekrasov, and Ilya Ehrenburg, Stalingrad Lives offers a literary perspective on the Soviet Union at war. Ian Garner is a cultural historian and translator in Kingston, Ontario. He completed his PhD at the University of Toronto in 2017 after studying at the University of Bristol and the St. Petersburg State Conservatory. Follow Ian on Twitter. Yelizaveta Raykhlina is a historian of Russia and Eurasia and holds a PhD from Georgetown University. She is a faculty member at New York University. To learn more, visit her website or follow her on Twitter. Learn more about your ad choices. Visit megaphone.fm/adchoices Support our show by becoming a premium member! https://newbooksnetwork.supportingcast.fm/literary-studies
In the fall of 1942, only the city of Stalingrad stood between Soviet survival and defeat as Hitler's army ran rampant. With the fate of the USSR hanging in the balance, Soviet propaganda chiefs sent their finest writers into the heat of battle. After six months of terrifying work, these men succeeded in creating an enduring epic of Stalingrad. Their harrowing tales of valour and heroism offered hope for millions of readers. “Stalingrad lives!” went the rallying cry: the city had to live if the nation was to stave off defeat. In Stalingrad Lives!: Stories of Combat and Survival (McGill-Queen's Press, 2022) Ian Garner brings together a selection of short stories written at and after the battle. They reveal, for the first time in English, the real Russian narrative of Stalingrad - an epic story of death, martyrdom, resurrection, and utopian beginnings. Following the authors into the hellish world of Stalingrad, Garner traces how tragedy was written as triumph. He uncovers how, dealing with loss and destruction on an unimaginable scale, Soviet readers and writers embraced the story of martyred Stalingrad, embedding it into the Russian psyche for decades to come. Featuring lost work by Vasily Grossman alongside texts by luminaries such as Konstantin Simonov, Viktor Nekrasov, and Ilya Ehrenburg, Stalingrad Lives offers a literary perspective on the Soviet Union at war. Ian Garner is a cultural historian and translator in Kingston, Ontario. He completed his PhD at the University of Toronto in 2017 after studying at the University of Bristol and the St. Petersburg State Conservatory. Follow Ian on Twitter. Yelizaveta Raykhlina is a historian of Russia and Eurasia and holds a PhD from Georgetown University. She is a faculty member at New York University. To learn more, visit her website or follow her on Twitter. Learn more about your ad choices. Visit megaphone.fm/adchoices Support our show by becoming a premium member! https://newbooksnetwork.supportingcast.fm/military-history
In the fall of 1942, only the city of Stalingrad stood between Soviet survival and defeat as Hitler's army ran rampant. With the fate of the USSR hanging in the balance, Soviet propaganda chiefs sent their finest writers into the heat of battle. After six months of terrifying work, these men succeeded in creating an enduring epic of Stalingrad. Their harrowing tales of valour and heroism offered hope for millions of readers. “Stalingrad lives!” went the rallying cry: the city had to live if the nation was to stave off defeat. In Stalingrad Lives!: Stories of Combat and Survival (McGill-Queen's Press, 2022) Ian Garner brings together a selection of short stories written at and after the battle. They reveal, for the first time in English, the real Russian narrative of Stalingrad - an epic story of death, martyrdom, resurrection, and utopian beginnings. Following the authors into the hellish world of Stalingrad, Garner traces how tragedy was written as triumph. He uncovers how, dealing with loss and destruction on an unimaginable scale, Soviet readers and writers embraced the story of martyred Stalingrad, embedding it into the Russian psyche for decades to come. Featuring lost work by Vasily Grossman alongside texts by luminaries such as Konstantin Simonov, Viktor Nekrasov, and Ilya Ehrenburg, Stalingrad Lives offers a literary perspective on the Soviet Union at war. Ian Garner is a cultural historian and translator in Kingston, Ontario. He completed his PhD at the University of Toronto in 2017 after studying at the University of Bristol and the St. Petersburg State Conservatory. Follow Ian on Twitter. Yelizaveta Raykhlina is a historian of Russia and Eurasia and holds a PhD from Georgetown University. She is a faculty member at New York University. To learn more, visit her website or follow her on Twitter. Learn more about your ad choices. Visit megaphone.fm/adchoices Support our show by becoming a premium member! https://newbooksnetwork.supportingcast.fm/history
In the fall of 1942, only the city of Stalingrad stood between Soviet survival and defeat as Hitler's army ran rampant. With the fate of the USSR hanging in the balance, Soviet propaganda chiefs sent their finest writers into the heat of battle. After six months of terrifying work, these men succeeded in creating an enduring epic of Stalingrad. Their harrowing tales of valour and heroism offered hope for millions of readers. “Stalingrad lives!” went the rallying cry: the city had to live if the nation was to stave off defeat. In Stalingrad Lives!: Stories of Combat and Survival (McGill-Queen's Press, 2022) Ian Garner brings together a selection of short stories written at and after the battle. They reveal, for the first time in English, the real Russian narrative of Stalingrad - an epic story of death, martyrdom, resurrection, and utopian beginnings. Following the authors into the hellish world of Stalingrad, Garner traces how tragedy was written as triumph. He uncovers how, dealing with loss and destruction on an unimaginable scale, Soviet readers and writers embraced the story of martyred Stalingrad, embedding it into the Russian psyche for decades to come. Featuring lost work by Vasily Grossman alongside texts by luminaries such as Konstantin Simonov, Viktor Nekrasov, and Ilya Ehrenburg, Stalingrad Lives offers a literary perspective on the Soviet Union at war. Ian Garner is a cultural historian and translator in Kingston, Ontario. He completed his PhD at the University of Toronto in 2017 after studying at the University of Bristol and the St. Petersburg State Conservatory. Follow Ian on Twitter. Yelizaveta Raykhlina is a historian of Russia and Eurasia and holds a PhD from Georgetown University. She is a faculty member at New York University. To learn more, visit her website or follow her on Twitter. Learn more about your ad choices. Visit megaphone.fm/adchoices Support our show by becoming a premium member! https://newbooksnetwork.supportingcast.fm/german-studies
In the fall of 1942, only the city of Stalingrad stood between Soviet survival and defeat as Hitler's army ran rampant. With the fate of the USSR hanging in the balance, Soviet propaganda chiefs sent their finest writers into the heat of battle. After six months of terrifying work, these men succeeded in creating an enduring epic of Stalingrad. Their harrowing tales of valour and heroism offered hope for millions of readers. “Stalingrad lives!” went the rallying cry: the city had to live if the nation was to stave off defeat. In Stalingrad Lives!: Stories of Combat and Survival (McGill-Queen's Press, 2022) Ian Garner brings together a selection of short stories written at and after the battle. They reveal, for the first time in English, the real Russian narrative of Stalingrad - an epic story of death, martyrdom, resurrection, and utopian beginnings. Following the authors into the hellish world of Stalingrad, Garner traces how tragedy was written as triumph. He uncovers how, dealing with loss and destruction on an unimaginable scale, Soviet readers and writers embraced the story of martyred Stalingrad, embedding it into the Russian psyche for decades to come. Featuring lost work by Vasily Grossman alongside texts by luminaries such as Konstantin Simonov, Viktor Nekrasov, and Ilya Ehrenburg, Stalingrad Lives offers a literary perspective on the Soviet Union at war. Ian Garner is a cultural historian and translator in Kingston, Ontario. He completed his PhD at the University of Toronto in 2017 after studying at the University of Bristol and the St. Petersburg State Conservatory. Follow Ian on Twitter. Yelizaveta Raykhlina is a historian of Russia and Eurasia and holds a PhD from Georgetown University. She is a faculty member at New York University. To learn more, visit her website or follow her on Twitter. Learn more about your ad choices. Visit megaphone.fm/adchoices Support our show by becoming a premium member! https://newbooksnetwork.supportingcast.fm/new-books-network
In the fall of 1942, only the city of Stalingrad stood between Soviet survival and defeat as Hitler's army ran rampant. With the fate of the USSR hanging in the balance, Soviet propaganda chiefs sent their finest writers into the heat of battle. After six months of terrifying work, these men succeeded in creating an enduring epic of Stalingrad. Their harrowing tales of valour and heroism offered hope for millions of readers. “Stalingrad lives!” went the rallying cry: the city had to live if the nation was to stave off defeat. In Stalingrad Lives!: Stories of Combat and Survival (McGill-Queen's Press, 2022) Ian Garner brings together a selection of short stories written at and after the battle. They reveal, for the first time in English, the real Russian narrative of Stalingrad - an epic story of death, martyrdom, resurrection, and utopian beginnings. Following the authors into the hellish world of Stalingrad, Garner traces how tragedy was written as triumph. He uncovers how, dealing with loss and destruction on an unimaginable scale, Soviet readers and writers embraced the story of martyred Stalingrad, embedding it into the Russian psyche for decades to come. Featuring lost work by Vasily Grossman alongside texts by luminaries such as Konstantin Simonov, Viktor Nekrasov, and Ilya Ehrenburg, Stalingrad Lives offers a literary perspective on the Soviet Union at war. Ian Garner is a cultural historian and translator in Kingston, Ontario. He completed his PhD at the University of Toronto in 2017 after studying at the University of Bristol and the St. Petersburg State Conservatory. Follow Ian on Twitter. Yelizaveta Raykhlina is a historian of Russia and Eurasia and holds a PhD from Georgetown University. She is a faculty member at New York University. To learn more, visit her website or follow her on Twitter. Learn more about your ad choices. Visit megaphone.fm/adchoices Support our show by becoming a premium member! https://newbooksnetwork.supportingcast.fm/russian-studies
[00:00:00] Welcome to the Successful Life Podcast. I am your host, Corey. Berrier, and I'm here with my man, mark Sherwin. What's up brother? What's going on, Corey? How are you my man? We doing all right? Doing all right, sir. It's that time of year, man. Everybody's in in go mode. Finish up the year strong. It's interesting you say that because I right there, I'm right there with you. Right? I'm, you and I are thinking exactly the same way, but I tell you what a lot of people this is, I feel like this is separation season. The people that are digging in and doing the work right now are gonna far surpass everybody that's not doing the work right now. That's taking it easy and taking it easy since Thanksgiving. And the issue with that is, unless, and I we didn't really tee this up, but unless people are marketing for, again, we didn't tee this up, but , if people are not marketing for the first quarter right now, if we're not doing our work right now, , we're gonna feel that in the first quarter. Any marketing company like myself, right? Since I started this company almost 13 years ago, I can tell you my busy season is right now. Every marketing company's busy season is right now. Why? Because most contractors, this is their slow season. They're, the phone's not quite ringing as much. They're analyzing how their summer went. They're doing a number of things. And now it's just go time, right? Call up your marketing company, okay, how can we prepare? Right? Those are the calls that we're fielding, and it's near constant. And it's an absolute wonderful time to prepare now for the spring, as you said. So, yeah, we're busy. Preparation's key. Like if you're not prepared you're gonna suffer consequences. And I mean, it just goes with anything in life. It's not just ju just not your business, but. . If I don't prepare for my, whatever it is, if I don't prepare for Christmas, come Christmas, I'm gonna be in trouble. Right. So, but it is a big difference. And this is the time where people just need to really focus. It, it just, it's not time to let off the gas. So Mark Leaves nearby is the name of your company. You said you've been, had been around for 13 years. You're pretty local to me. So tell us a little bit about, leads nearby. Tell me a little bit about why you started this company. What was the reason behind you starting a marketing company? Well, my business partner and I, Bob Maita started leads nearby about 13 years ago. Him and I had worked at one of the largest SEO companies in the country. Keyboard ranking it was a. It was a very bad day happened. There was about 315 of us at the time. And I had started very early in the [00:02:30] company and all the executives got let out in handcuffs. So from there everybody kind of went their own ways. And wait a minute. You keep just state the people got hand let out handcuffs. Hold on. , I gotta hear a little bit more about this. It was a publicly traded firm and it was from, the story was, it was just cash off the top. And they were pocketing at it. were the cash cow and the publicly traded, firm and and yeah, so that was bad. It was really bad. The, that's we all went our separate ways. I ended up at another digital agency that didn't quite work out. Bob ended up at a another agency that didn't quite work out, and then we both ended up. He got recruited to go work for the Yellow Pages. I got recruited by him to go work at the Yellow Pages in the digital age digital side. And it was wonderful. We got in there, they've got all these resources and such, and they sat us down. They said, you know what? We've got a, we need a plan for our digital marketing. They were just starting to think about that. At that point in time recently, actually the Yellow pages mark, just there was Dex Nose. Okay. So was it a reseller? Was it, so here's why I'm asking the question actually, just more personal. Was it, there's a local co company called Reach Local, right? Right. And I'm not, is it something similar to that? No, it was it was Dex Nos Rhh Donnelly. Okay. David business.com and that kind of thing. Anyway we sat down with them and we showed them, we laid out a plan to show them how to generate more leads for themselves, for their salespeople. , how to generate more leads for our customers and how we were gonna generate more revenue overall. Just from the interactive division basically having people pay to be a lead and the, we'll call 'em the ceo, stuck his feet up on the table, went to the bot back page, ended up throwing the 50 page deck down and goes, ah, that's the problem. Our salespeople aren't gonna make enough money. I said, what? Well, they're a union. They're not, they're gonna wanna make more money. And I'm like what does that mean? I'm showing you how they're going to make more money by getting more leads in here. Overall, the company's gonna make more money, and ultimately there's going to be more value to the advertisers. Couldn't care less about any of that. All he want he cared about was the salespeople making more money. About two weeks later, Bob and I got asked into an office, gave our given some severance checks and asked to leave. We took our severance checks and said, there's gotta be a better way. There's gotta be a company out there that can provide value to the home services industry. Home services was [00:05:00] chosen, and here's the best part. Bob happened to be looking for a new air conditioning system at that time. He happened to have an appointment for a new air condition. The owner of the company was coming in to meet with him, to give him a presentation on a new air conditioning system. Those two got talking about marketing. That guy, that company was with the same yellow pages that we just got fired from. So he became our first client. How about, and he's like, I'm done with them. What do you guys can do? And we took our history and our background, and we built them an awesome plan. And immediately he started seeing dividends. . We took that, parlayed that into the next 5, 6, 7 clients and they just started to snowball. I was in Nashville, Tennessee at a one of the first Service Nation Alliance gatherings. And we were invited. We were all we have was a tablecloth and our computers with some business cards. And I walked, I had a line of people around the corner waiting to talk to me. It was absolutely phenomenal. So we specialize in the home services industry and we did very well for them. And that just snowballed Today. To date, I'm the only salesperson in the organization. I have people who help me obviously, but I'm the only salesperson in the organization because, and this is kind of one of those differentiators. I don't want just everybody, right. I interview my clients just as much as they interview me. , right? Are we the right people? It's not about volume for us, it's about quality and longevity. Some of those clients have been with me for almost 10 years. You don't earn that by being fly by night. So that's how we built the company. It's how we're different. I specialize in every single client of mine, including prospects have my personal cell phone number like that, that their success is what keeps me up at night. So that's the kind of differentiator that we go to market with. Man, I didn't know that story obviously, so I, that, that really changes how people I would hope, would look at you in this company because most marketing people. don't have that story. Most marketing people haven't stumped their, skin their knees and busted their teeth in and gotten back up. Most marketing companies, sell ads or they [00:07:30] sell, it is, a lot of marketing companies are not really marketing companies. They're Facebook buyers. That's what they are. And they're just disguised as marketing people. So it's really refreshing to hear that you've had some issues in the past and Yeah. Figured out how to overcome those. Yeah, and really what I heard out of that Mark was that it's about relationships. Yeah. It's not about, it is, it's a hundred percent about relationships. You gotta listen, you got to, care. Right. Not everybody fits into the round pegs, square hole. Right. Yellow pages they're adep at that you give them a hundred dollars and they do exactly the same thing with that a hundred dollars as they do for the guy down the street. And we're not that way. At all. You can't, it's not a blanket solution, right? I mean, everybody's business may not be a significantly different, but they're all different. Yep. They're all different. I have a general guide, right? Everybody has a general guide. You're gonna go down that path, but in the northeast, , you're gonna have boilers, you're gonna have something different than you're gonna have in the southeast. And it's that understanding that most major, a big I'll call 'em conglomerate or yellow page. do the same thing over and over again expecting different results. And that's just not something that we do here. Do you wonder? Sometimes I want I wonder this, sometimes I wonder if there, there are certain there are certain sales trainers, there are certain marketing companies, there are certain people, there are certain names in the industry. That is, they're pretty well known. . And here's what I wonder often, and I observe a lot, I pay attention a lot, but I often wonder is I, are the people working with those people because of that's just who you work with, right? That's just a guy, right? And that's just who everybody works with. And nobody really pokes holes in some of these things. At least that's my observation. Did that make sense? It does. You have to, and in a line, it's the same with customers. Your clients people do business with you because one, they like you. I've been called a really good salesperson. I don't have much formal training. I have some, right? I sold radio, television cars. I've done sales predominantly for most of my adult life. I don't fancy myself as a salesperson but. people do business with me. They align very well. The people that, that my employees that I hand them off to, they're gonna feel in an experience a very [00:10:00] similar fashion to when they talk to me. So I find that transition, right, once you're talking to whoever you're talking to, that transition over to the next phase. Cuz I be very honest, I can't handle everybody. I can't talk to everybody all the time. I can't handle your accounts. So I hire the right people. I have absolutely amazing team working behind me for me, lifting me up, making what I say and do, easy to say and do. I have a saying, I love what I do. I love who I do it foreign. I love who I do it with. And that is not, it's not word vomit. That's not that's actual that's the what I've built this team around that. And this isn't really a say a podcast about what leads nearby. A lot of people don't know my story. And I'm happy to say it . will tell you, at the end of the day, my success, my growth, my company is predicated on my people and my clients. I've taken less money. I've done whatever I can to make sure that those two are the priorities. My family being is a priority as well. So, another pe another thing that a lot of people don't know about me is I'm a man of faith. I'm not perfect. Nobody is, but I am a man of faith. I'm an elder in my church. I really love helping it, I not be involved. I love doing that. And I will tell you not this conversation can go on and on about Mark Sherwin. Lee Nearby was developed and built around providing value. . I truly believe that there was an opportunity in this industry to help service-based contractors with ha give them an authoritative company who knows what they're doing, but give them somebody that they can trust. There are no shortage and everybody listening to this, you have a story on a negative experience with an SEO company. There was just a Facebook post about it, right? Don't, SEO stinks. They're all snake oil salesman and all this other stuff. That's my industry. That's something I've gotta battle, right? And it is, you're right, there are books that you combine and you read the 15 page pamphlet and or the back of the book, and you're suddenly a online marketing expert. I have to deal with them. So there's just had this, the other day, client signed up with me and she's like, mark that, the last two we signed up with burned us. That's terrible. How do you, I feel so bad, but that just makes me want more to provide the value. And it [00:12:30] makes it hard though, for us. It makes it re I cuz I understand you're saying, bro. It makes it awful. Terrible. Yeah. I'll so to that end what we're trying to kind of reimagine what value means, leads nearby and what I can show you. Oh yeah. You're number one. Hey, we got rankings. Look at all these ran. Oh wow. We got more traffic than ever before. Look at this. This is great. And you guys, oh, this is so awesome. This is exactly what I'm supposed to look at, right. . My answer to that is, though, supposed to look at, that's what we think. That's what I want you to look at when I don't have any other story to tell you is look what number one ranking that I got you. I did. I don't care about your number one ranking. You know what I care about? Revenue. Your bottom line, your dollar, your market share. I care about the things that mean something to you, your pocket, your family, your employees. And to that end we've begun late this year. We launched a program called Primo. And its entire purpose was to prove our, what we were doing was generating an increase in your revenue, in your target areas where you want to grow, where the, show you where the opportunity exists in your tar, in your service area. Instead of testing the big giant net. of, oh, we're gonna do paper click all through here. Cause that's my service area. Now I'm drawing circles around within there and saying, that's where I want to, that's where I want to, that's where I want to because those are the areas that are gonna generate the most return on your investment. And it has been kind of one of those aha moments. Like, we got it, like we're impacting market share revenue. Your third your third place ranking on a particular keyword that you fought so hard for is generating exponential amount of revenue. Yeah. That's awesome. Let's go. How much more revenue can we get from a different placement? It's not about number one, it's about how much revenue am I generating from number three, how much revenue am I generating from being found further out on your service area, on your Google business profile? I, these are the things that we're starting to try to focus our client's energy and effort on. And help them understand is what we ultimately, as an industry should be judged on, is revenue [00:15:00] generated lead volume. I'm good with that. Not number one ranking I can influence. It's so funny. Somebody's like, mark, you, I want more traffic. Great. I can influence traffic tomorrow. Just write a bunch of blog posts. And if as long as you as a service area business in Raleigh, North Carolina could care less about getting traffic from New York, I'm good. But you're a service area business in Raleigh, North Carolina. Guess where you want most of your traffic from Raleigh, North Carolina, So we spend time with that and help our clients with that, help them become the authorities, help them become the quintessential expert in their area on their topic and that revenue number, and looking at that at the end of the day, that market share, how much of that market do you own in your priority zip codes? It's been the aha moment that we all search for in our business lives. And we are, that, that's what we've been going to market with. And ultimately I'll tell you the long-term plan is I plan to tie my revenue, what I get paid on my ability to hit those numbers. That that, that's interesting. All right, so let's go back for a second, just for anybody that's listening, brother. So let's just say I just started an HVAC plumbing company, right? And yeah, and I'm looking for a digital market. I'm looking for a marketing company, and yeah, all these options, and I'm listening to this and I'm thinking, all right, so he said, I'm not gonna hit all the service areas. I'm just gonna hit specific service areas. What, if I don't know anything about marketing, what do you mean? Define, kind of break that down for me if I'm, let's just pretend I don't know anything about marketing, because there's a lot of people that could be listening to this that may not know. Talk about it. Okay, go for it. Marketing is okay. You're you're starting your own business. Awesome. Welcome to the club. It's a ride. The first and foremost thing that I need you guys to understand is that you need to be focused on why somebody needs to do business with you. What problem are you solving? Is it just, you started the business because you're a plumber and want to start a business because you're a plumber? What problem, what thing that the plumbing company that you work for, you wanted to break off and do on your own? Why? What was the purpose? Is it just money? Is it, I don't know that answer, but you're generally solving a problem. I broke off and I'm solving a problem in this industry because, I believe that the Yellow Pages was doing you guys wrong. [00:17:30] What did you break off and do? That becomes what if I don't know that? What if I don't know that though? What if I just say, you know what? I just, screw the balls. Right? I just saw him making all this money. I hear that a ton. And that's quite frankly my, I wanna, I see all these guys getting all this money from being purchased. I want that. Right? Totally. There's a plan. How do we get there? Why should somebody do business with you? Okay. Once you have established that that why somebody does business with me and know it's not because you have the best and well most well-stocked trucks. No, it's not because you're the nicest guy. Okay? Those can be things that you can say, but what is it that's different? What is it that, what problem are you truly solving once you establish that? . Now that's not an easy question. Your marketing company can help you, ask your friends and family, ask people around you, what is your most frustrating thing with the plumber that you've had last time in your house? That's fascinating that you said that. All right. So that's, that is such a great point. I gotta stop you for just one second. You're basically, I'm gonna stand there. Go ahead and stop when you need to. No, you're good. But you're, understanding what the market wants, right? And you said ask other people. I would encourage maybe people not to ask a friend and family, cuz they're not gonna be honest with you. But what you could do, if you wanna know what you should specialize in is, talk to the people that are out in the marketplace, right? Find out what the problems are, find out what this plumbing company's doing, find out what they're doing, find out what they're doing wrong, find out what they're doing right, and figure out which one of those things that aligns with you. Or if it's, I'll just use this as an example, if it's if it's drained, right? You and I both know that not everybody's qualified to do drains, right? Not all plumbers even wanna do drains, but if you are really good at doing drains, then you could specialize, right? We know Ellen, RO, I'm sure you know that name, I think it's zoom drains maybe. Anyway, they specialize in just drains because that's what they're good at. Now does that mean they don't do anything else? No, but they lead with the one thing that they do Well, and of course they do all the other things. Right. And I think that's maybe what you were saying it is. And, yes. Absolutely. I'll give you the example. Okay? When you go in and in a technician comes to your door and you open that door, right? And the first whiff of you open the door and the first whiff you get is a smoke. [00:20:00] Guy just got done smoking a cigarette or something, right? You, he didn't open his mouth. And that homeowner, who's probably not a smoker at that point, is immediately turned off to the, to, to whatever that could, he could be the best plumber on earth. And if he smells like a smokestack, he's gonna have that problem. This is what I'm telling you, like, these are the things to understand When you ask friends or family, when you ask people in the marketplace, well, whoever you ask as many people as you can. What problems do are out there so that you can address them. We're the cleanest cut guys out there. We roll the red carpet out. We, there's so many things that you can, Hey, that's my message. I'm not that guy or a girl. Right? That's not who we are or wanna be. That's a market, that's a brand, that's something that you can go to market with. My people are excellent at it. I'm good at it. . I've hired the right people to help with that. The second part of that is do build it and they will come right? It people all the time. They'll call me up, mark, just build me a website and the leads will start rolling in. And I'll be able to pay for your bill next month once I have a website. I'm sorry, we're not right for you. Wrong answer. Right? It's not build and you will come. Why People are smart today, right? They've got all these choices. What's different about you? Why are they gonna choose you? And that brand has everything to do with whether or not somebody even recognizes you. Do yourselves a favor. Go to Google. I want and anybody listen to this test, this theory out, go to Google and type in bear repellent. It's a fun experiment. Who would you choose on that page? , 90% of you say 80% of you are going to choose Amazon or r e i. Why? They've done their best job of branding Amazon. I know I'm gonna get it in two days. There's gonna be some reviews there. R e i. Yeah, they're specialized in that. The number one on there is like Bear Smart or Bear Mark. That's, they probably have the best products and the most experience, but somebody you've never heard of. Now think back to Plumber. Plumber near me. Never heard of, oh yeah. I've seen these guys around Call and they're in the third spot, or they're so right. I am looking, in my mind it's a psychological event, right? I'm looking, I'm Nope nope. I'm looking for reasons not to do business with you as much as I'm looking for somebody to do business [00:22:30] with. A hundred percent. So we spend a lot of time in helping clients understand that, in that it's not magic. . It's just not, I wish it was, I'd be a rich man. We joke around, mark, just pick up the Google phone and call surrogate. Nope. It doesn't exist. I love helping those clients more than I want them to be a client of mine. I will sit down and I will educate any person that calls up. No problem. Give I love that aspect about what I do and give them ideas and help them build out. I've probably had five last month that I did the exact same thing for who's the first person they call when they're ready to sign up with a company like mine. Hopefully I am. Makes sense. It, I totally agree. And it is important. The brand's important. Understanding the messaging, right? I would love for you to talk about that for a second. How many times do you, and I'm not necessarily saying your people, but I see this a lot, right? The messaging in the email, right in the funnel or whatever, the email chain that you're getting, it's a little bit different than what the other messages are. And that incongruence is the same as that dude walking up on the front porch as a smoker to a non-smoker. It, I get asked this question all the time and let's get that out there, right? Seo, I mark seo, my website. so I show up. I want you to think of Google as a person, and this goes right back to messaging. So don't think I'm going in a different direction here, goes right back to messaging. there are, when you SEO something people are constantly, you how many keywords does it have to say in the exact way that it has to say it? And there's gotta be a certain percentage in the first 300 words, and there's gotta be minimum of 300 words. There's all these like general rules about seo o and yes, those things are kind of your basic, that's what you should minimally do for anybody. What we end up spending a lot of time is why should Google rank you over anybody else? And it gets back to the messaging and it gets back to Google rewards content, unique content, fresh perspectives, right? If you guys take nothing away from this, something that to go to your SEO company with is how can you be the quintessential expert in your area and on your topic of what you do. Palmer electrician, doesn't matter. What can you do as the expert to show [00:25:00] Google that you are in fact the quintessential expert in the area? Now, that gets into your messaging. That gets into we are the authority because we're willing to provide the most information, answered, the most questions that people have on the particular topic, the most AC repair. We should just use that, right? I don't want AC repair, air conditioning repair. Everybody wants that as a term. Great. Why should Google rank you over anybody else? And when you can understand that your messaging on your website isn't about how many times did I say the word AC repair? It's about how much information do you provide on your site about the topic. air conditioning repair, the types of air conditioning repair to expect. How much does it generally cost? Okay, what kind of air conditioning repairs, what's the timeframe? Right? There are so many questions that people have of the general topic and when you can help your website be the authority that my friend is one of the key pieces. It's in your message, how your message comes across that gets people there, then it's the tagline, right? Fix today or it's right or right. Fix right or repaired whatever it is, right? I want your message to come across at that point because that is going to detail whether or not the client does business with you. I'm gonna arrive in a fully stocked truck. That's when that is important. Google wants to know, did you educate my search of the client when you get there? Man, all of a sudden the light bulbs go off. You're a featured snippet on the search results page. You're part of the questions that, that Google asks right? And provides answers to. That's where you start showing up, and that's when you start getting the best search volume coming in for your most important keywords. And that's the messaging. So I want to hit, I want to, I wanna go back on something that you mentioned that was really important. When people go to your website, they do not care about you. They don't care about your family. They don't care about how hard you work to start the business. If they don't care, you know that any of that crap, they care about what you can do for them. You just mentioned that when people go to your site, they wanna learn about what it is they wanna learn about. Here we're talking about HVAC systems. So have an article about HVAC systems, right? It doesn't need to be your whole website, but you need to have information so people can learn about it. [00:27:30] Guess what? They're not gonna be able to put the HVAC unit in themselves. Like, you're not doing anybody a disservice by putting it on there. Nope. However, massive disservice if you're driving traffic about how great this deal is and they get to the site and it's about you, and well, I just use you and Bob in this scenario. They get to your site and it's about you and Bob's story like that doesn't make sense. We see that doesn't make sense. I'll tell you the biggest thing for us and anybody out there understand that your client cares that you're gonna answer their problem, their concern to them that the faulty air conditioner, that is the most important topic. They're con biggest cons. They're the only one in the world at that moment in time with that exact problem, and they're desperate for. they're hot, they're cold, they're not supposed to be. There's water where it's not supposed to be. There's a switch that's not working when it was before. These are primary concerns. How quickly can you get out there to solve them? We earn plate. Google's not going to reward you because you have a well stock truck. Google's gonna reward you because you have a well-informed website that does that, that educates that person on that particular topic at hand. Whatever their concern is now, when they get to your website is when, Hey, I need those trust signals. I need that that I need to feel good about who's gonna show up on my house. All right. The second most, and this is almost I haven't talked to many other agencies about this, but in my agency, the second most visited page, almost every one of my websites is the About Us page. , including leads nearby. They wanna know who you're gonna do business with. They want, you got me there now, who's gonna show up at my door? Who am I gonna be talking to? Right? Oh, wow. Hey. Yeah, I see some of the people they were, oh, that's great. Yeah. For whatever reason, it goes back to some of that family, right? They wanna know that they can trust you. That you're not just some robot held back on getting their money. It's no, don't do that. Be family oriented. Be show off your people. I know they're not photogenic, believe me. I know. But figure out a way to make them photogenic. Whatever that may be. I don't know. There's a guy that was in Oklahoma and most of you guys are gonna know him. Chris Hunter [00:30:00] guys weren't that photogenics. What'd he do? He went out and created caricatures out of all of them. . He made it fun and people ate it up. I got a electrician down in Atlanta. He went so far as to take pictures of all of his people doing things that they loved on the side, snowboarding and all right? He had all these cool pictures of his people doing the activities that they loved, not in their uniform. These are the kinds of things that bring a family aspect. Oh yeah, these are the people I want my, they're fun. They're cool. They're gonna solve my problem. Or maybe they're just like me, right? They could just, like, that's the, I may not be a snowboarder, but I may see this guy that's, whatever. Well fill in the blank, but I can see myself in that guy or that girl, whatever it is, right? Yeah. uh, Chris would tell us stories and the guy in the Atlanta tells us stories. People will call up and ask for that guy or that girl. because of their background, right? Hey, I'm a we'll use a Raleigh thing, right? I'm an NC State fan. I don't want, I don't want a Tar Hill fan showing up at my house, . And that's a real thing. It's, it totally is. Yes. I don't know about you ever there in the country, but here that would be a real thing. That would be a real thing. Think about, the Georgia Bulldogs. You got that whole thing down there. You got Texas you's got tons of that going on. Yeah, it's a thing. I mean, hey, maybe a great strategy to align yourself with whatever the most popular thing is, or what I'm not saying be as honest, but hey if all the other technicians advice to the technicians of all the other guys, like a certain team, like the other one, whether or not you're do or not, cause people will pick you just because. They will that hundred percent they will. Because people want to do business, people they know, like, and trust. Inter like them. Same thing. Same thing. Alright, so let's dive back into I, I want you to dive a little bit more into Primo. I don't know that we really talked about it in as much detail as I'd like, so yeah, go ahead. What's your question? So my question is if, alright, so I, and I know that there's only certain things that you could tell me about it, but I guess why is this, other than the service areas or why is that important? Maybe that's a group question. Why is it important to not hit the whole triangle and just hit the service areas that you were talking about earlier? It's extraordinarily important to hit your entire service market. Okay. [00:32:30] Where's the best opportunity for return on investment? Isn't like you want your budget to go. You want your budget to, to have its best bank for the buck. And if I'm spending where people aren't going to spend with me or from, if I'm spending in an area where I'm just not the right households, it's just I'm getting clicks, but I'm not getting opportunity. This should tell you that our, and what our primo is proven is that's not your primary area. There's just not enough opportunity in that area to impact it. It's from a revenue perspective. So what we ended up doing Primo was born, I'll start at the beginning. Primo was born out of this necessity that clients were asking for reporting what they were asking for. Validity. Mark, what you're doing for me is great. Everybody up until this point has showed me ranking reports and traffic reports. They don't know how much money they're making from those efforts. Then they, people started getting into, oh, let's do more tracking. Let's provide some attribution to it. Wonderful. Great. I have, I'm all about attribution. What we couldn't uncover was I'll tell and most of you on this call, if you're a business owner, you guys are gonna understand this. You've dumped money into a location for months and just not getting any more revenue out of it than you did before. What we find is that you've hit a market share cap. Take that same, we'll call it a hundred dollars that you that you're spending over here and getting a half a lead. And you take that same a hundred dollars and you apply it to an area where you don't have market saturation. Take that same a hundred dollars and apply it there. The, it's a mu that a hundred dollars might be two full leads at that point. It goes further. . Now I know what most of you're saying, mark. I wanna push the envelope. I wanna push that percentage of market share up. I wanna own the entire thing I do too. But you know, as well as I do, it's gonna cost more. Each lead that you get when you hit that top is going to cost exponentially more to get, because you have to break a relationship or whatever the case is, it's gonna cost more. Whereas some areas around your cer in your service area have great home values, great demographics and psychographics have everything that you're looking for. From a total home perspective. They don't have a preferred partner. Let's go after them. Let's focus our [00:35:00] energy on what we can in that area. Instead of using your paper, click budget and drawing a giant circle, draw smaller circles. And what we uncovered, Corey has been breaking phenomenal, is when you target at that level, you end up with. Far more impact. That a hundred dollars goes far further, the revenue is still there. And you impact market share. And I can tell you, unequivocably, oh, we hit the top of that market share, let's start taking dollars and put 'em into the next one while still maintaining what you have and you continue to grow your service area on that way. Now this is new. I'm I don't have like all these statistics and everything I'm gonna be able to share with you on this call, but what I can tell you is when you impact, when you show a client where they have been dumping money into and not gaining any more revenue from, and he takes that dollar and he moves it over to a zip code, and all of a sudden he's got, he can visibly see that zip code in his, he has service, tighten in his service, tighten rack tracking, generating more revenue than ever before from a simple switch. retargeting switch. Yeah. We're on something Customer for life. That happened. That it, yes. And he even said, he is like, all right, where's my next zip code? Where are we going from here? We looked at his overall reporting and we increased his market share by 1%. Doesn't sound like much to anybody. Maybe not. That's a huge, what does that equate to? Just for anybody listening, just give us like a number of what that 1% really would mean, depending on the size of your company. Could be a million bucks like it was for this company. Alright. Good example. a, It was a million dollars in revenue, attributed revenue to a particular zip code. So let me ask you something like I, and I wonder this I don't wonder this. I see this in certain different companies that they might be marketing. to a lead, and let's just say they're in Winston-Salem. Let's just pretend they're in Winston-Salem. Sure. But they've got Mar but there's, they've got but they're targeting Greensboro. They're targeting Burlington. They're targeting Pilot Mountain. , you're talking about an hour and a half distance between one lead to the next. And I have to scratch my head on that one because it, unless you've got enough trucks that, that doesn't matter. But I'm talking about somebody that's doing $2 million a year that don't [00:37:30] have before trucks. And that matters a lot. That matters to Tom, right to, it could kill you. Take your service area and you shrink it down. Your service area is that big generally because you want as many leads as you can to keep your four guys busy. My goal, shrink your service area and find enough work in that four for those four guys in the smaller service area. Right. Get that guy in the same area. Now, look I'm not a, I'm not a trainer on, on that side of it. Through our, Corey, I'm sure you can help. I know there's a lot of people out there that can help organize somebody's day, organize their schedule, work on quality lead scoring, that kind of thing, so that you can wait your schedule properly based on where you're gonna be. But for the guy that, the one 2 million, right? When you're sitting there, you're like, I'm going a half hour across town, hour and a half across town. Your marketing should be focused on where the highest propensity for opportunity works. It is then you coordinate your schedule with it. I spend a lot of time in helping clients shrink their service area before growing it. I help clients figure out where they should grow to. I'm helping with the Primo Report. The Primo report is showing them where they should put their new office. Where they should buy a company, right? What is the op market opportunity in those areas? I if you're going back to your original question, if you're a new company and you don't know where to stick your flag, this report will help you identify The biggest op best opportunity might not be in downtown Raleigh. It might be in an outskirt, right? Let's go down to Garner. Oh, Smithfield. Yeah. That seems like a good area, right? But this will help you understand that. Well, the truth is does it matter? Like if you're making money out of that area, does, do you really care where it is? Like provided Then it's, within distance, obviously, who cares, right? Who cares what neighborhood you're in? As long as you're making money, as long as you're making money, but the how quickly you make the money. That's true. Why it matter, right? If I'm in downtown Raleigh, I am dealing with every other downtown Raleigh company. But if I move a little bit in the outskirts, there's a lot of good homes around here. right? I wanna own this area on where there's really good homes and I have less competition to deal with, especially on Google Maps. Okay? Now you're impacting your Google Map placement with a properly developed, properly positioned office. We all know, right? Google shows your office within a five mile, 10 mile radius, depending upon the number of compe [00:40:00] competitors. Now I'm gonna, Hey, I'm getting a little bit more bang from my buck, where before if I was in downtown Raleigh or downtown, whatever, I get that little net because I got so much competition. Stop trying to be like everybody else. Stop trying to be, was Houston had over, no, I don't even remember now, 3,600 H V A C companies in and around there. Don't what pub, what part of that are you or do you want to own? What part of that do you want to dominate? Dominate it. Then expand, then look to grow. You can be a very big company in a very small area, like around Houston or even south of Raleigh. I just looked at a map the other just today, right? Tulsa, Oklahoma. And I looked just south. There's Broken arrow and I'm like, oh my gosh, this is such a huge opportunity for him. I never thought about that. That's why I'm here. Makes total sense. Well, it really does make sense. I'll tell you the side. Another benefit of doing it the way you just said is imagine your branding, right? Your vans, that if you're the plumbing company we're talking about now you're getting this super small service area. Guess what your brand's getting seen by that really small service area. And in their mind, perception is you're everywhere. Right? You're all around my neighborhood. So I assume you're all over the country because it matters to me, right? And guy, guys and girls that are listening to this. That's exactly correct. What Corey just said is exactly correct. Now it's still on you. Do not trust. Do not assume that your client now is going to recommend you to their neighbor. Ask, start handing out referral cards. Hand out door hangers. Do whatever you've gotta do. Every job becomes two jobs. Do not let that opportunity slip past if you've got 'em on the phone. Hey, did you, I, it sounds like your water heater's kind of old is that similar with some of your neighbors? Do they want like a free inspection or anything? Ask, these are opportunities that. . There was a old H V A C guy told me this. He's like, mark, go on to the days of wearing a tool belt and going to work, right? Everybody is responsible for the start asking questions even on the when that first call comes in. These are business coaching things that just the guys that are, and guys and girls in the field. Please understand these are questions that lead to more revenue for you, more income. [00:42:30] Yes the company does better, but at the end of the day, you do better for you and your family. You grow, you are problem solving out there. Everybody offers if you're proud of that, if you're in the trades, sorry to cut you off. No. Be proud of that. That's the huge thank you, right? Be proud of that. I can't. Fix, my, my septic system, I can't fix drains. I know. To pour draino down there and all, y'all just shrugged. Oh my god. Draino, no. Alright. But that's what the homeowner knows they're asking you, come in. I had a my, my son flushed his underpants down the toilet when he was a baby. The potty training thing washed his underpants on the toilet, clogged that sucker up. Good. I called three plumbers. One finally showed up. Yes. Totally smelled like he was smoking. Yes. Destroyed the bottom of my toilet with his little plumber or, thing. And but in five minutes, had the underwear out and then turned around and goes a hundred bucks. And I go, what did a hundred dollars get me? He goes, well, it's an hour of time. I said, great, let's go for a walk. And I walked him all around my house, Hey that spigot is leaking, this is right. And he, Hey, can you flush that right? How much to cost? I was literally trying to train him on how he should have approached me. There was more work to be done in that house, and he was ready to leave with his a hundred dollars in his pocket. Great. A hundred dollars for five minutes of work. I totally understand. He wants to go to the next five minute job. I get it. But there was more money to be made at my house and he didn't have to travel any, any further. I actually heard that a little bit differently. I was like, oh, so I paid for your hour of time. Well, I might as well get you to fix everything you could fix during this a hundred dollars hour of your time. Because customers would absolutely run with that. Yes. And I, hundred percent I change more. Yeah, absolutely. You paid him for his expertise, not his time, and that's where he messed up. Yeah. So these are the things like, and these are the experiences that your friends and family, colleagues, people around you people just in the community, just start asking like, what problem? What problems are very typical of a plumber or H V A C company? Well, there's a guy here locally right, Corey six and fix, he established his, he was an H V A C guy. He was a story written about him. He was an H V A C guy. He's not even my client. He was an H V A C guy only getting so far in, in getting leads and his company's only getting [00:45:00] so big. I don't remember the original company name. He talked to a bunch of people and their biggest concern was, how fast can you get out to my house? Well call by six, and it's fixed by today. Oh, he has 40 something trucks last I knew on the road, just in the Raleigh market, and all he does is fix. I don't, here's why that, he turns it over to his old company. And here's why that works, mark. Cuz we all want everything the Amazon way. So guess what? You're no different. Your service is zero. No different. None. None. Everybody's used to the Amazon way, right? I hit the button. It's there in two days. Yeah. Is that fair to the con? No. But does it matter if it's fair? You gotta understand where your customer's brain is. Then you've got me. Then you've like, I don't want to call another plumber. I honestly don't. I have no desire to call another plumber. I wanna know I got a guy or, yeah. I wanna know. Yeah. And, but now you got me. What are you gonna do with me? Well, I didn't tell you this story. One of the first things that happened to me, I saw I it was a local company put windows in in my house. I bought a house. And the windows. I mean basically just draft Central. So I hired a company to come out. This was before I even started leasing nearby. Hired a company to come out and they showed up and they did their work $15,000 later. And I, I remember right, I didn't have that kind of money. I had to take a home equity loan out. It was all kinds of, it's a big deal. I was the one calling him up, going, Hey do you do this? Hey, do you do this? I got more money to spend and I felt kind of used like he could care less after he got his $15,000 from me that whether or not, and he could a great job, he installed Windows, everything that was not the problem. He missed them opportunity for to own my home. I had more stuff to do, so I started calling his competi. people that like you didn't earn it. My wife just had a she owns her own company. She just had a person come into her house and to her place to polish and wax the floors. It's a health organization, right? And she does speech pathology and they were clean and polish the floors. They gave her a really high number and I told her it was gonna take a really long time to do. And she said yes. They still haven't showed up. They still haven't given her a date that they're gonna come in. Then they finally called her. We were just on a little vacation in Nashville. They called her by on a [00:47:30] vacation, Nashville, and they're like, we have too many little jobs. We can't handle your big job, so, we're just gonna have to decline. Like, are you kidding me? We just went two months round and round, finally agreed on a price, and I was just asking you for the time, and now you can't do it. She calls one guy up. Yes, ma'am. I can be right out there. Before and after pictures on his website, she'll tell you that's exactly what sold her was the before and after pictures. That's how she made the decision, was I see the floor before. I hate it. That's what it's gonna look like after sold. And he is a thousand dollars cheaper and can do it a day sooner, a day. Shorter. Yes. There's so many stories out there of people do the right thing by your clients. Guys. Do the right thing. Answer the right answer. The phones care. When you answer the phones, and when you do, I can guarantee you it's a change in your business and your philosophy. Corey, how many phone calls have you listened to? Pete Plumbing, Pete speaking. Like, are you kidding me? , how can I help today? What's going on? What's wrong? Oh my gosh, you've got a geyer in your front yard. Let me get right out there. Let's make that a priority, that there's two, ways to think about that. And one is want to know that my problem is you can help me with, is a concern to you that it's a priority and you wanna help me, right? So news flash folks, you don't have to, you don't have to spend more money in marketing to get more leads. Just train your people to execute when the leads come in and you will save money on marketing. This is why I'm dealing with Corey. This is why I have aligned myself with his training, because I cannot agree more with that statement. I honestly, I've listened to phone calls and I've had clients quit. Marco, we quit. True story thousand leads sent via a text message campaign. He had a thou, this guy had a thousand leads verifiable in six months, a thousand leads. He responded to a grand total of three, three of them. He responded to his excuse I just want 'em to call. Can't they just call and he quit my program? Okay. can't I can't fix that. I can't like, you can't. Somebody wanted to do business with you initially. Earn the opportunity to call them and work on your terms. [00:50:00] Then you can do that up until that point, gotta deal with them on their terms. And most of the time it's as simple as picking up the phone and being nice and showing up on time and you've. Most of the battle if you just do those three things. The first and this girl had no con my first client, and this girl had no formal training that I know about at the time, and she just get on the phone. Sweetest southern pie. Oh my gosh. We absolutely want to help you. Oh, good. Thank you. Okay, great. You can hear the relief in the customer's voice with just that one. Oh, my, oh, good. Good. Gosh, we can absolutely help you. That one qualifying statement in a sympathetic tone and a solution oriented, like, we can help you done that. That person was hooked. She booked everybody that came in. Yeah. She's absolutely phenomenal at it. Well, think of, mark, think about it, and I know you'll agree with this. When, even as a customer, we don't know what the problem is, right? We call you because we're scared. , we are confused. We may have something going completely sideways. We don't know how much it's gonna cost. Yep. That's what's going through our minds. When your CSR answers the phone, h a ABC Plumbing, and we're like, what? You're not gonna help me with my problem. You don't even care about me. You don't even care about your stuff. Your answer on the phone like that at at the end of the day, guys services like Corey, Corey himself helps marketing companies like me look better at the end of the, that's what it counts to. If I, if you can, if I can, if Corey can take one more lead. If you're, if I send you 10 leads and you close four of 'em, but he can close one more. Help you close. One more. I that's a huge number at the end of the day in the revenue. , and that's why I've aligned them. I know where to target. I know how to target. I know I, I know the means to which to reach your target audiences. I know messages that are going to resonate with them. That's all on me. When I get that phone to ring, when I get that text message to come through, when I get that smoke signal to happen, I don't care if that person has reached out in some way fashion reform to you. That's the baton. That's when a marketing company goes, yeah, we won. We got it. Here's your baton. Go for it. And if you continue to let them slip through, don't answer the phone answer the ah, they'll leave a [00:52:30] message. No, they won't. Don't assume that. Answer the phone every single chance That thing comes in, answer every email within as, as quickly as you can. . Those are the things that differentiate you over or anybody else. How many times guys have you gotten a lead and call them the next day and they already have an appointment with somebody else? Most of the time they're gone. You lost them. They're gone. They're gone call. You're a hundred percent right, dude. You're absolutely right. And here's the thing, mark if I'm a contractor and I suck an answer on the phone and I hate email and I don't like text messages, in fact, I really don't even want anybody to bother me. I just wanted to pay me. And guess what You can do, . You can hire somebody to do those other little things that you hate doing, and you can just run the business and do it. Well, imagine that somebody answered your calls for you. I get it, everybody. I get it. But there are companies, there are people that, that. This is one of the biggest areas that most smaller contractors start contractors starting out fail at. They try to be everything to everybody. They try to wear every single hat in the company. I had one guy, he's like, oh, I just need the phone calls between three and four o'clock in the afternoon. It's the only time I have available to answer them. Like, I'm sorry, people have a con, I have a problem at two in the afternoon. They're gonna have problems at 8:00 PM they're gonna have problems when they first wake up. If you're not answering the phone, they're gone. And I can't make them call at a certain time. And again, these aren't ideal clients and maybe they're extenuating circumstance. Maybe they're, maybe I'm just telling stories on the far ends of the spectrum. I don't know. I just know that I hear them. I hear them more than I should. And I can tell you your marketing company can absolutely help. I if you'd like to give us a shout, great. But I will tell you that your marketing company can do wonders. Give them the ammo they need, give them the information they need. It's all this is me giving you kind of the secret sauce guys. Give them the information and the help that they need. And the most important thing is pick up where they feel like they've won, they hand that baton to you. It is you're responsible for the revenue, not in your marketing company. You're responsible for closing that lead, booking, that lead, not your marketing company. Your marketing company did everything that right. At that point, I've gone so far as I've created programs and products that actually try to book the client call. Right? Oh fine. You're not [00:55:00] that good at it. Here, let me give you tools to help with that. Right. It's only so far I can go though. You can't make people do things. You just can't. And you would, until the pain gets great enough, there'll be zero changes. I don't know. It's yeah I hate that call though. I hate that call that the pain is too much. It's tough. But here's what I'd like, you know what I'd like to leave everybody with, and then I, you can leave everybody with something. Mark, it's really simple to email Mark if he's got, if you have a problem with your marketing, if the numbers dropped, email him, text him, send him a message and say, Hey Mark, we are not selling enough hot water heaters this month. Is there something going on with that? Maybe we should shift the marketing to whatever. The other thing is, you need to focus on what you're not getting a lot of leads on. But guess what? If you if the customer doesn't call you and tell you how are you ever gonna do, I'll tell you there's a if you're not busy and you're supposed to be, it's just your time of year, whatever it is, and you're not busy, your marketing's not working for you. Yep. When you're busy and you're supposed to be, your marketing's doing pretty good. When you are booked two weeks out and turning calls away, your marketing company is exceeding expectations. That's the realm. That's the where I like to work, right? I like people calling me and saying, stop what you're doing, cuz I've got, I'm booked too far out. , for the H V A C guys listening if you're, mark, if you are not busy when it's 900 degrees out in the summer, you're not busy. Your marketing's not working. You are just not found anywhere. They don't have the opportunity to get to you. That's when you call a company like mine. You call somebody that can help my clients. This is the, like I said, this is the busy season. I don't hear from them during the summer. Right. Frustrating. I want 'em to hear from them cuz I wanna prepare for the winter when they're not gonna be busy, but I get it. They're busy, they're running their company, they're on record pace. We've had 60% growth this year for one company in residential 30% for another, 43% for another. There's no shortage of opportunity growth this year. Not all. I don't take all the attri attribution. Right. They give it to me. You are instrumental in helping me get to that point mark. And that's, that, that's the realm that we work in. That's the stories that we have. That's the and again, leads nearby as a differentiator. I'm the only sales guy in [00:57:30] the organization. If you, I'm the owner of the company, you'll have my personal cell phone number. You can email me today, mark leads nearby.com. Very simple. M ark leads nearby.com. That will get to me just reference this in the subject line. Great. Right? I'd love that as an opportunity. I don't work with everybody. I'd rather give them free. I like to give a lot of people free advice. I hope you took away something from this too, the people that are watching. Corey, I hope you took something away from it. But there's a that's what I'm hoping people walk away from by listening to this. I know it's a little longer paper than most of your podcast, and I appreciate that sticking around this long. , just let me know how I, well, I did fail to ask you one more question unfortunately, and I gotta ask this because I think it is one of the separators and it shows your humbleness that you didn't mention this. But you all have spec, you all have dedicated team members. You don't have one person doing all this crap. You've got an SEO person, you've got a paper click person. You have, I can't go down to all the lists. I've met with all of 'em, obviously, but you can, it's important because a lot of companies just have that one guy that's just doing all that crap for you. And I don't know about you. Well, I do know about you cuz of how you structured your company. That doesn't make much sense. Can't be a specialist in everything. . I've hired former marketing people from H V A C companies. I've hired people from different walks of life. SEO experts, pay-per-click experts all of them with a passion to help. One, one of my one of my people her husband is a plumber, right? These are, I can't stress enough the importance of having somebody that understands the industry that you're working in that loves to help this industry that's what their sole focus in leads nearby. Sole focus is working with the trades, working with service area businesses. It's where we have cut our teeth. I don't have a lawyer division. I don't have a, I don't have a real estate division. I have I work with and for. Home service contractors and B2B contractors, right? I do have a quite a few of those actually. So I'm very good if you are traveling to someplace, I can help you be found in those places. That's the general consensus there. The, and this is, please understand my humbleness is I am, I take personally every client's success. [01:00:00] I have hired the right people. They support me in everything that, that I say and do. And sometimes I say things and they're like, mark, I didn't know that we could do that. And I said, you, we, you didn't know that we could do it, but I knew that you could do it. There's nothing, I don't sell anything that we can't do. My people are extraordinary at that. For any of my people listening, love y'all. The I'll go to, I'll go to bat for any single one of them. My people know this. I just had one not recent, not long ago. Leave me only to come back six months later because where they went was awful. And loved what we were took less money maybe, I think it was. Anyway, but she's phenomenal. These are the stories. These are the people I've hired. I'd have everybody's in-house. Everybody, yes, works from home, but everybody's in-house. These are, I don't, I farm out very little and the things that I do farm out are replicatable stuff. But my people are all in-house. My designers, , this guy's rock. My social media team. Are you kidding me? I have the right people. Seo. This guy is like a chip off the old block, right? I, if I built my SEO person, it'd be great. So these are the people that I have. At your disposal. They work in pods, we call them. So they work in small teams and you have access to them as a, as you'll have a team leader and then you'll have the people in the pod that you have access to. And that's how we have built this company. Again, I'm the only sales guy. I have a 30 plus, I have a excuse me 23 plus person organization soon to be 23 person organization and plus four executives. I'm the only sales guy, and I did that for a very specific reason. That keyword ranking I worked for that was a sales based organization. Get 'em in, get 'em out, whack the credit card, all that stuff. I am anti that. That is not what we do here. My sales process is long. I make sure that you are. Comfortable with the decision your marketing company should be, shouldn't be selling you anything. Just like you, you don't want you, you want people to buy from you. You don't wanna sell to them. It's exactly the same situation here. I vouch for that. I can vouch for you being a hundred percent that way. Cause that's how we started this relationship. , it was a sales pitch for either one of us. Like it just made sense that, people get it right. I think people get it. I hope they do. I do. But I agree. And this is a, I appreciate you, explaining all that because I do think it's important that people understand that there are subject matter [01:02:30] experts on your team dedicated to those specific things that'll be dedicated to your specific account. . I don't know too many people have that. I don't know anybody else actually. I'll tell you a quick story. My content team are again, phenomenal at what they do, constantly learning. You know what the biggest frustration is? And I want, no, they don't know what a capacitor is. No, they don't know right? What a, a electrical panel does on the side of a house. They don't know you do. And what they're desperately trying to do is drag that information out of you in any form they can get it, so that they can articulate that back as subject matter experts on your website help you become that authority. So when times that any content person sits you down and starts talking, think, how much could I possibly tell this person that I know about it? , that's only going to help you. Well, that's the magic, right? Because most of us I'll speak for me and most contractors that we don't wanna understand this stuff, right? We don't wanna understand all the, we wanna make sure whatever we deposit, whatever we give you money that we're gonna make an ROI on that money. That's it. Yep. Right? That's the bottom line. And guess what? Bottom line provide that. Right. You can provide that. You'll not give people canceling. Right. I'll report on it. Absolutely. Yeah. I appreciate the time, Corey. Where can people find you? You wanna give out your number, market leads nearby.com. And if you are so in choose, just know. Just like you, I get a lot of spam messages and voicemails and stuff. I might not answer right away. Please introduce yourself, but you can call me on my cell phone, (919) 830-7471. Like I said, every client and prospect has it. You might as well. So I'm good with that. Yeah, and maybe just for everybody listening don't call Mark, text him. Like if he is just a little bit easier to keep up with things don't call, because that's just, that's a, first of all, nobody really wants to use the phone anyway. But yeah, I think it's best for you. Text, I'll set something. We'll set something up pretty easy. Even if you call the main line (919) 758-8420 th they'll help you get on my calendar. I've got a Calendly link that we can send out and get you on my calendar. And again, this is all about just exploratory information. If I can give you free stuff, I will. If I can give you free information, yes. Why? Because that helps me and my, my, my reputa, that's my reputation. That's the legacy I wanna leave behind [01:05:00] is that people came to me and they got something from it that they could use in the future. And even if it's a little piece that I impacted you in a positive way, I'm good. So thank you brother. I appreciate you. Appreciate you, man. Thank you for the opportunity and hope to hear from if you have any questions, you got it. Mark Sherwin firstname.lastname@example.org Lead Near By Leadsnearby.com
Oh baby its a Christmas Miracle, Eagles, Dallas, Christmas Eve, NFC #1 seed clinching game for OUR Philadelphia Eagles.We are joined by our Network Heads Bill and Ryan from BSing Sports to discuss:-Garner in as Hurts is on the mend-Offense will shine like a Christmas tree-Dallas will get cooked like a Christmas Casserole-Record Breaking game for Offense and Defense-Matchups to watch-O/U's-Score PredictionsFollow us and BSing Sports on twitter @Talkin215 and @BSing_SportsFacebook.com/talkin215IG @Talkin.215YT @ Talkin 215Visit Delothro.com or call 302-655-9494 to schedule an appointment to get the best care possible.
On this episode, we’ll discuss 6 phrases that can help anyone gain more respect and leverage in a business meeting, negotiation, or even at home with your kids. We will be referencing this article by Bill Murphy Jr. You can get a free copy of Bill’s e-book, 9 Smart Habits of People With Very High Emotional […]
When you're healthy, you can be more you and bring your special magic to the world. Over twenty years ago, when today's guest Ann Garner Coulter was diagnosed, we were in what Tami describes as the dark ages of fibromyalgia. There were no FDA-approved medications, and it was even more challenging to find a doctor who knew enough about the condition to help. As a result, Ann had very few resources to help her manage her fibromyalgia, and she struggled for a long time. While dealing with those symptoms, including pain consistently in the seven to nine range, Ann continued working full-time but eventually lost her job due to her health. Around the same time, her young daughter received a ME/CFS diagnosis. Ann stepped in as an advocate for her and discovered a side of herself she never knew existed. That discovery led her to more extensive advocacy work and her decision to become a Certified Fibromyalgia Coach®. Ann has a remarkable recovery story, and she's now taken her pain down to a two or three most days. She's also returning to work and working her way off of disability. In this conversation, Tami and Ann discuss Ann's journey to her fibromyalgia diagnosis over 22 years ago, Ann's symptoms in the lead up to her diagnosis, what it was like navigating her diagnosis in what Tami calls the dark ages of fibromyalgia, the treatments and therapies Ann tried before finding a doctor who was able to help her, why it's often hard to find doctors with the proper knowledge and experience, being pregnant with fibromyalgia, dealing with fibromyalgia alongside postpartum depression, working full-time while struggling with fibromyalgia symptoms then losing a job because of her health, why Ann finally filed for disability, how learning to advocate for her daughter helped Ann advocate for herself, Ann's decision to become a Certified Fibromyalgia Coach®, what made the most significant difference in turning down her pain, how being a coach and helping other people has helped Ann, the vital role of faith in Ann's journey, peeling back the layers and finding who she really is, what's next for Ann, her impactful advocacy work, Ann's message for someone struggling with fibromyalgia, what to expect from a coaching call with Ann, recognizing that it takes time to heal, and more. Note: This episode is not meant to be medical advice. Every person and every situation is unique. The information you learn in this episode should be shared and discussed with your own healthcare providers. To learn more about the resources mentioned in this episode, visit the show notes. For daily doses of hope, inspiration, and practical advice, join Tami on Facebook or Instagram. Need a good book to read? Download Tami's books for free. Ready to take back control of your life and health? Schedule a complimentary consultation with a Certified Fibromyalgia Coach®.
This Sunday, we turn our attention to the Incarnation of Jesus. That's the doctrinal term for the miracle described in John 1:14: "The Word became flesh, and dwelt among us." What Jesus Himself took pains to explain to His disciples may surprise you, and it will definitely encourage you.
Alex Kirry and Scott Mitchell are joined by SMU football radio analyst Scott Garner to get his thoughts on the New Mexico Bowl. Follow UnRivaled on Twitter, Instagram and Facebook for more.See omnystudio.com/listener for privacy information.
Zach Garner is a medically retired US Army Green Beret who's found himself repeatedly fighting serious heatlh issues. Zach shares the harrowing stories of coming back from the edge of giving up, from regretting waking up, and how he came back from those dark places. All that and more!Subscribe Today!
EMERALD GARNER Most of us, mercifully, get through life without getting the news that Emerald Garner and her family got on a July day in 2014. Her father, Eric, had been killed by a police officer who used a chokehold on him as Garner spoke those words that we have heard all too often, "I can't breathe". While her older sister, Erica, sprang into action Emerald stayed in the background until the day that Erica died at 27 years of age from a heart attack. With Erica gone Emerald knew that she had to pick up the torch and fight for justice for her father, her sister, and all those who had suffered at the hands of police. Emerald's book, Finding My Voice takes us through her fight for justice. Emerald and I talked about what it's like to navigate getting anti-chokehold legislation passed while raising her daughter and her sister's two children. We spoke about the youth services organization she is working to build and we talked about dealing with trauma. Emerald is someone who found herself in an impossible situation and is taking the tragedies that she's experienced to make things better for all of us. Have a listen, I think you'll be inspired. About Emerald: Emerald Snipes-Garner is the youngest daughter of six children and is currently the Executive Director of her non-profit We Can't Breathe Inc, which is named after her late father Eric Garner and her sister Erica Garner. She is the author of Finding My Voice: On Grieving My Father, Eric Garner, and Pushing for Justice. For a written transcript of this conversation click here. Emerald's Action Items: 1) Get involved in any community action that means the most to you, whether it's a school board, things that involve your children, with your mental health services or elderly services, just get involved in something and figure out what your purpose is in your community. 2) Follow me on social media Instagram Twitter 3) Check in on all your friends, check in on your people, check in on somebody that you haven't spoken to in a long time, try to make amends with somebody who you left on bad terms with, if it's worth fighting for. Credits: Harmonica music courtesy of a friend
The response to our brief parenting series has been very encouraging. In this final week, before we turn our focus to Christmas, I want to open the Bible to talk to you about love. Faith, Hope and Love. That's what parenting takes, but the greatest of these is love.
EFL Weekend Breakdown + chat on new and departing managers, Neil Critchley, Liam Manning, Ben Garner Championship Round Up 00:00 - 50:00 Neil Critchley in at QPR: 20:00 - 28:30 League One Round Up 51:45 - 1:17:00 League Two Round Up: 1:17:00 - end This podcast is sponsored by Betfair. Join the NTT20 Squad on Levellr! An EFL Community on Telegram with non-stop EFL chat and bonus video & audio content from George & Ali. Join with a 2-week free trial & then £4.99 per month: shop.levellr.com/products/ntt20_community
In this episode Garner takes the listener on a pleasant hike in the countryside. But the city dweller stumbles upon a strange scene that may involve Athene, Artemis or Aphrodite. Upon returning to the city our hiker encounters the same woman in a coffee shop. Yet within minutes she vanishes. Intrigued and stunned by the encounters, our hiker returns to the countryside and once again witnesses a scene that seems to be a re-creation of worship and sacrifice from thousands of years ago.If you love this podcast, you'll also enjoy Garner's audible novel about the gods, Homo Divinitas, now available on Amazon.com and Audible.com. And find us on Youtube as well!Support the show
Tennessee Vols head coach Josh Heupel was named the AP SEC Coach of the Year. Quarterback Hendon Hooker was named the Ap SEC Offensive Player of the Year. Three other Vols were all honored by the Southeastern Conference as well. What does this mean for the program? Plus, what were the top-5 games for Tennessee football this year? Locked on Vols is your go-to Tennessee Volunteers podcasts, available on YouTube or anywhere you find your podcasts. Support Us By Supporting Our Sponsors! LinkedIn LinkedIn jobs helps you find the candidates you want to talk to, faster. Post your job for free at Linkedin.com/lockedoncollege Terms and conditions apply. Built Bar Built Bar is a protein bar that tastes like a candy bar. Go to builtbar.com and use promo code “LOCKEDON15,” and you'll get 15% off your next order. BetOnline BetOnline.net has you covered this season with more props, odds and lines than ever before. BetOnline – Where The Game Starts! Upside Download the FREE Upside App and use promo code Locked to get $5 or more cash back on your first purchase of $10 or more. Underdog Fantasy Sign up on underdogfantasy.com with the promo code LOCKED ON and get your first deposit doubled up to $100! SimpliSafe With Fast Protect™️ Technology, exclusively from SimpliSafe, 24/7 monitoring agents capture evidence to accurately verify a threat for faster police response. There's No Safe Like SimpliSafe. Visit SimpliSafe.com/LockedOnCollege to learn more. Learn more about your ad choices. Visit podcastchoices.com/adchoices
In this episode, Founder of Andro Brands, Corey Hiben, talks about marketing and websites. Today, Corey talks about the website do's and don't's, optimal website design, and creating an offer. What should you look for when having a website built? Hear about the value ladder, building relationships, and get Corey's advice to his younger self, all on today's episode of The Healthy, Wealthy & Smart Podcast. Key Takeaways “Be 90% clear and 10% clever.” “What do you do, what problem do you solve, and what action do you want them to take next?” “Confused customers don't buy.” “As long as your intentions are pure of trying to help people, you should never have resistance around marketing yourself, building a site, or any of the things you're trying to do.” “You have the option to choose yourself and to do what you want to do, regardless of what other people tell you.” More about Corey Hiben Corey Hiben is the host of The Health Hustle Podcast. He is also the founder of Andro Brands, which is a marketing agency for health & fitness professionals. Corey used to work as both a personal trainer and a healthcare professional and so he understands the challenges of providing incredible service to your current customers while also trying to attract new customers. Through many years of trial and error he realised that he is best suited to put all of his time and attention in helping other health & fitness professionals grow and market their businesses. His mission is to help as many of his fellow health & fitness entrepreneurs to build a business that fits their lifestyle. Suggested Keywords Healthy, Wealthy, Smart, Marketing, Website, Offers, Value, Niche, Entrepreneurship, Business, Resources: FREE GIFT: From Followers To Clients in 7 Easy Steps. To learn more, follow Corey at: Website: www.coreyhi.com. LinkedIn: Corey Hiben. Instagram: @coreyhiben. Facebook: Corey Hiben. Podcast: The Health Hustle. Subscribe to Healthy, Wealthy & Smart: Website: https://podcast.healthywealthysmart.com Apple Podcasts: https://podcasts.apple.com/us/podcast/healthy-wealthy-smart/id532717264 Spotify: https://open.spotify.com/show/6ELmKwE4mSZXBB8TiQvp73 SoundCloud: https://soundcloud.com/healthywealthysmart Stitcher: https://www.stitcher.com/show/healthy-wealthy-smart iHeart Radio: https://www.iheart.com/podcast/263-healthy-wealthy-smart-27628927 Read the Full Transcript Here: 00:03 Hey, Cory, welcome to the podcast. I'm happy to have you on today to talk all things marketing and website, which is something that is not intuitive for a lot of healthcare and fitness professionals because we didn't really go to school for that. So thanks for coming on and talking us through it. Yeah, that's exactly how I got into it is I solved a problem I had myself and now I help other people with it. So yeah, yep, that's always the way. So we're going to talk about website design, and we'll kind of see where it goes. But can you give the listeners, maybe some must haves and maybe must have nots? I don't even think that's a word on when it comes to website design. So let's talk about things that one should have, or maybe what a site what a good site should have, that will want people to come to see you. Because that's the point of the website. Well, for starters, something very funny and quirky to begin with. No, I'm just kidding. But uh, but just to give people some context, like, Yeah, I'm an occupational therapist, by trade, I really got into this marketing, website design and development thing purely through just a place of pain is somebody who understands the challenges and the struggles of really trying to get new clients and leads and customers and how challenging that can be to both see patients, do your documentation, keep up with emails, do everything you have to do from a practitioners standpoint, or even a fitness practitioner standpoint, and then also trying to figure out how do I also Garner leads and get get attention. And I think so many of us have felt the pain and struggle of like, I don't feel like I have time to do this. And so that's really where I fell back on to okay, how do I create the systems and the marketing and all those pieces in place have to get leads and to get new customers and to keep people coming in the door and in the clinic, and still have time to treat patients at a really high level. And that's really where I landed on this, this pocket of website design development and why it became something that was so interesting, and become so passionate for me is because like, I always tell people that your website is really, it's your mothership, it's your home base, it's your backbone, it's the thing that like, if you can get a lot of traffic and a lot of attention to that place, specifically, assuming it's designed correctly, which we'll talk about in a second, then you can essentially take all these people that are paying attention to you into somewhere down the road, hopefully clients and customers or even referral sources, because like all the other platforms out there, whether you use tick tock or Facebook or Instagram, or whatever your thing is, is you don't own any of them. The only ones that you own, or the ones that are on your email list are the ones that you have phone numbers to, or even maybe an address to if you want to write them a letter if people still do that today. But to answer your question of like, what are the must haves and shouldn't do is have a website? I would say first and foremost is 02:43 you have to have a compelling reason for somebody to want to reach out to you is the biggest mistake that I see is that so often people think if they just build a website and throw a contact form on there, that there's somehow going to get somebody to reach out to them. And I can tell you very unlikely, if not, will they ever reach out to you or ever fill out your contact form if you don't give them a compelling reason to do so. And that's why like the topics of like freebies and offers are something that you can offer a value to somebody is so so important, because the the pushback that I always get from people is that will I'm just asking for their email address, it doesn't cost them anything to give me their email address wrong, it costs them a lot to give somebody an email address. And what I mean by that it costs them their trust, it costs them their attention, it cost them the risk of maybe you spamming them. So if you're not giving them something of value in return for that email address, there's no way they're gonna give it to you unless it's your mom or your sister, or somebody that already knows and trust you. But if it's some random person perusing the internet, it's very unlikely. Or if you built up a lot of trust on your social media platform, and have some sort of ask them there that drives them back to it, that might be a way to get it. But I'd say that'd be the number one biggest thing is having a compelling reason for somebody to reach out to you. And unfortunately, I can't just tell you what that is that comes down to really tapping into a really deep layer of empathy of understanding the people that you're working with and how you're ultimately trying to help them. Because like, if you can really speak their language and understand who you're talking to you and have something that's very specific to their needs, then that offer becomes very obvious to you. And that's really what I tell people is like you want it to be a no brainer. It should be they're gonna look at it, they're gonna see this as an offer, and they're gonna go, Oh, my God, that's free. How is that free? Why would I not do this? Right? It's a no brainer offer. That's the biggest one. The one I would say the thing that people get wrong the most is that are the don'ts of a website is they try to do too much. They try to put all their photos and all the copy and they have the world's longest backstory about themselves, not even the person going to the website. And they have all these pages that are redundant and irrelevant and they have way too many colors and way too many buttons and it just becomes ugly and sloppy. And whether you like it or not, people have a judgment on you based on your website, no matter what. And if see 05:00 If you've a see a sloppy website or website that has really just way too much wording or something that just doesn't resonate with them, they're gonna assume that you're also sloppy or wordy or don't have a lot of structure into this. And so they will judge you on your website no matter what. And so like if you can have something that shows your authentic self, and I'm not saying it should be professional, I'm just saying, it should show up authentically as you and the people that you want to work with. And on top of that, it shouldn't even really be about you, it should be about them. That's the other mistake that I say, I see as well is that we, when we build sites, we really use what's called the story brand model, which I'm sure you're familiar with. So essentially, it's understanding that the client is the hero of the journey. That's the whole point of a website, right? It's for them to come to that to that site and go, Oh, they get me they understand me. Now there's a compelling offer that I can reach on connect with them. Kind of a long winded answer to your question, but those are some of the biggest things. Yeah, no, that wasn't long winded at all. That was great. When someone is looking to design a website, right? What advice do you have for people? If they're looking, let's say they're looking to hire someone to do their website for them? Are there questions I shouldn't? Let's say I'm the therapist, and I'm looking to have someone design my website. Are there things that I should be looking out for? From the designer before I hire them? Great question. I would say like most things in life, you get what you pay for. And so I think you if you wanted to go, the more simple or an easy route, obviously, there's always the Upwork or the the fibers where you can go on there and hire somebody. But I think what's really important for people to get from your question is that it's one thing to have a website, it is something completely different to have a website that actually attracts and converts customers, right. And that's where we get into the whole game of like SEO ranking on Google, having a compelling offer. Walking a person through a story, like these are all very intricate things that people don't fully recognize and understand. And so like, I would say, the first thing I would do is I'd be asking for referrals and references is like, there's obviously going to be people in your network that you know, that have had good experiences with it. Like, for example, I have a really good friend of mine here in town, I live in Austin, Texas. And she her whole thing, she's a PT, but she does purely pelvic floor in Austin, Texas. And basically, we're able to get her to rank very high specifically in Austin, Texas for the practice on that keyword search term, because we understand who her target market is, and how we're going to actually help her Garner and get leads from that specific population versus if you go to Fiverr and Upwork, which are totally fine, it's very unlikely that they're going to take that level of understanding of like how to actually build a site that actually gives you value to your business. Because like, just so people know, like a really, really good converting website, which people don't realize, is actually roughly maybe 5%. At most, right. And so like most people who have websites, I would argue if they either did it themselves, or they just kind of went the cheap route, which is fine, just so they have a presence on the Internet, are probably converting less than 1%. And if you understand just like basic statistics of how big of a difference that can make, do, how much more leads, you can get into your business from 1% to 5%. If you're getting, on average 1000 views a month, or whatever it is. That's a massive difference, right? And so like when you're researching people I, I've always told people to is like, if you if you don't have a reference to somebody that has shown proven results through data, which is very easy to prove the data, like you can look up Google Analytics, you can look up how well the website is converting, like if they can't show you that they're actually getting people results. That's probably a red flag. 08:48 Yeah, that's, that's great. So because I think it's important that the listeners know like, What do I look for? Do I just pick someone and ran at random? Or what questions you have. So that was really great. Okay, let's get back to the website design itself. So everybody wants to have a good user experience, right? Like you said, you don't want to have a million buttons where you don't know what's going on. Let's talk about when people first get onto your website, right? They're going to see live there. Let's say you're on a computer, and they're going to see kind of what's above the fold. Right? So above the fold is what you see before you start scrolling down. So what needs to be above the fold? Because some people might go on and what be on your website? For what three seconds? Yep. And be like, Nope, it's that quick. Right? So what do we need? When people first get onto that website? It should answer three questions, and it should answer them very clear. I always tell people be 90% clear and 10% Clever. And so like people always try to do like the quirky thing like me, as a web designer in the world. People are always like, I'm a website wizard. And it's like, cool, that's clever. But what the hell does that mean? That doesn't really give any context what you actually do. 10:00 So to answer your question is three things specifically, it's what do you do? What problem do you solve? And what action do you want them to take next? Those are by far the most important things you could do. And so for you, for example, it could be 10:13 physical therapy in Where do you live, New York City, New York City. So physical therapy in New York City, we help females with pelvic floor issues, click here to schedule a consultation, right? Very straight to the point, you could get a little bit more clever, quirky with it. And you can sit down a little bit, but it's pretty straight to the point. Like if you don't answer those questions right away, people are already going to leave. And I see that my own searching behaviors, if I land into a website of somebody that like refers me to their site. And if I can't figure out what it is they even do, there's no way I'm sticking around to continue to check out their content. I will say the other thing, too, that isn't often talked about is how important the, the image slash or maybe video at the top of the website is, is like this goes back to my original point is that people are going to judge you based on your website, whether you like it or not. And so like, if you have, let's say, some background video of people working out at what looks like a CrossFit gym, what does that tell people about? It's gonna it and that may turn off a lot of people 100% Right, just fine, right? If you only want CrossFit people, that's great. But that's a slim amount of people, even in a city as big as New York City. Exactly. It's not a lot of people. Exactly. Which could be a good thing, right? Because like, you equally want to turn people on as you do want to turn them off. Right? Is because like, not only are you trying to attract leads and get customers, you're also filtering the people that aren't a good fit for you. Right? Like if you right, you don't want to work with, for example, the 60 year old grandma, which I'm sure is a wonderful human, then probably having a CrossFit type workout in the background is a good thing, you're gonna filter out that human because she's gonna go there, and she's gonna go, oh, no, this isn't for me, right? So it always comes back to back to just like, really deeply garnering empathy, which PTS OTS trainers are all really great at in that realm. And so like, the more you can understand them, and the more you can build this, this home shipper, this backbone to talk to them and to understand them as a human, the more likely you'll be to convert somebody into a lead or a customer. Right? Yeah. And can you I want you one more time to repeat those three things that everybody must have above the fold. I really want to drill this in. What do you do? What problem do you solve? And what action do you want them to take? Next? Right, exactly. And that action is normally in the form of a button. Right? So it's either schedule here, call here, something like that. But it should be really clear. And it shouldn't be a teeny, tiny little thing off to the side. You want you want people to notice it. 12:57 Yeah, you definitely want people to notice it. So if you can answer those three questions, when you look on your website, kudos to you, if you cannot figure it out, 13:07 Figure Figure out how you can answer those three questions. Because I know when I redid my website a couple of years ago, it was like a total, like I had a website that I kind of did myself on Squarespace, which is fine. You know, in the beginning, I understand like, everyone's got a budget, and certain things need to be budgeted in a certain way. 13:30 But then when I hired people to do it, it what it also did for me is it forced me to look at my business and do a deep dive into that, and dive even deeper into the people that I want to work with. So that things became a lot clearer for me as well. So I think it's important for whether you're a therapist or healthcare or a fitness professional, when you're doing your website, it's your turn, it's your chance to really do a deep dive into who you are as a business owner, who you want to be the people you want to attract and how you want to present yourself to the world. Yeah, I think it's important to just be as authentic as possible to is like, that's the very first thing we do with every project with every client that we work with is that we really get to your point, we understand exactly who we're talking to. We go through all the exercises to dive really deep into who they are as a business who we're trying to attract. And how can we differentiate so ourselves in the market because there's of course, there's millions, if not, I don't even know billions of websites, maybe at this point. And if you're not finding your uniqueness, whether it's funny or quirky or weird or you like doing workouts with cats, in cat sweaters, whatever whatever your thing is, is like as long as you can be authentic to who you are and who you want to attract. That's the most important thing and so like really understanding like, who you jive with and how you help them is so important. Right right and and a website doing a deep dive into website is a great way to figure all that out. And and then what will happen is like 15:00 You said, You'll filter out people. And all of a sudden the people that you really like to work with will be coming to you. And it'll just make your life so much better. 15:11 Yeah, it's always fun when you get a contact message or somebody signs up in a newsletter, and you recognize that they're like, they're your people. And they're like somebody that you get, and they get you. And it's like, oh, okay, this is fun. Like, that's where things honestly get. So fun is like, when you start building that community via through your website, and contact forms, or however else you want to build it. It's like, that's where things get really fun. It's like when you realize you're connecting with the right people, because again, even to that original point of like, you could garner a lot of tension from people that you're not a great fit for. And that's not fun, right? Is that like, then you got to refer them to other people, which is great for other people. But at the end of the day, like, if you're a PT, or training or whatever, like you're really trying to build a community, honestly, right, and the throw everything at the wall and steel, see what sticks marketing technique is not a good one is that what I'm hearing you say? I literally just today actually finished a whole article about that entire topic, I had somebody have a podcast show as well. And I had somebody on that show recently, that just reminded me of, I think that there's a stage in most people's journeys, where that's kind of the initial part of where you have to throw some stuff at the wall. But really, the whole spray and pray approach is not a useful method to getting people. Like I always, I always compare it between, like, the difference between being a hunter and a farmer, is that as a hunter, you're just like, you're going out and you're shooting everything and you're attacking everything, and you're trying to get them and you're going over here and you're throwing spears this direction, versus a farmer just waters their seeds in their area of the people that they're trying to nurture and connect with and have relationships with. And I feel like the farmer approach is way more fun and way more fruitful. And way more. Just no pun intended. Yeah. 17:00 Exactly. Just way more helpful for everybody involved in that entire situation of like, so I always give people grace of like, yeah, there's a stage of prayer, spray and pray. But like, if you came to me, and you talked to me, and I was consulting you, I'd probably be like, not probably not right approach to this. But Right, right. Not, not the best. Not that not the best, not the best way to go. So is there anything else about websites? Let's talk about like maybe what you see, that drives you insane, that you're like, oh, my gosh, I want to jump through the computer or my phone. And I need to change this. And actually, for me, it's non responsive websites. So websites that are that when you look on your phone, you're like, Come on, man, like make this this this should be better. Right? So when I say like non responsive, it means they didn't like optimize it for a phone or an iPad. It's only on the computer. That is like one of my biggest pet peeves. What are yours? Yeah, considering the fact that I think it's now 70% of people that browse the internet, use it on a mobile phone. And so like we we design every website now with mobile first knowing that the majority of traffic is going to come from there. So for anybody listening, keep that in mind and to your earlier point of like, if you are somebody listening, and you're in that situation, where doing it yourself is kind of the avenue you want to go. I think to your point about Squarespace is a good option, because they have a lot of great templates that make that very simple for people to just write on their own. So anybody in that situation, that's usually where I refer them if they're not ready to invest in something like that. 18:32 But other than exactly what we're talking about, of not knowing who you're talking to. That is my number one pet peeve. But other than that one, because obviously I feel like we beat that one. Yeah, I would say that the other one is, is 18:47 they tried, like I was saying before is they try to do too much is that they have multiple buttons, multiple offers multiple links to things is like, just understanding just to help people from context of basic human psychology is confused, customers don't buy. And so if you go to your website, and if it's confusing at all, if it's confusing to a seven year old, if a seven year old goes to your website, and they don't know what to do, that's a problem. They should then we need to talk about what is the one no brainer offer that you can present to this audience that will get them to actually make a connection and to make a decision. They've done so many studies on it, we don't have to beat it down. But basically less choices is better. It's the same reason why we get like, what is it called? Analysis paralysis. It's like, you go to the shopping aisle in the grocery store, and there's 8000 cereals. And so you choose the one that you've always chosen because you don't want to have to make a decision on a new one. Right? This is true for the websites and the internet as well. Right? It's like if there's too many options, you don't make a decision. And that's not what you want on your website. And so don't make the mistake of having too many offers have one very straight and simple offer. 20:00 And then even just repeat it is like I think people feel like this, I see this in marketing all the time is people feel like they're saying the same things over and over again, and they're being redundant. And it's like, you gotta understand the first 10 times you said it, they probably didn't even notice it, it's very unlikely that they even noticed it. And so like, if you feel like you're being redundant, you probably need to say more, honestly. And so like, if you can repeat that offer, again, multiple times throughout the course of the website, that'll one increase the odds that they'll even see it in the first place. And two, it'll make it very clear to them. This is what I want you to do. This is how we can continue to move forward. This is the next step in the process of how we can even start a conversation, whether it is signing up for a contact, whether it is a newsletter, a freebie or whatever it is, but like, make it very clear on what your one offer is. And be a little redundant about it, honestly. And yeah. Thanks for elaborating a little bit more on what the offer is. Because that's because when people hear offer, they're like, What do you mean? Would I have to like, does it? Is it a video? Is it can it just be like book with me? Can it be? So when you say an offer? Can you be a little more specific on maybe some different options that people can use as that offer on their website? Yeah, great. I'm glad you brought that up. Because like that is a whole discussion and of itself is like understanding even how to create an offer. I think so often, that's the thing. The problem that I see in marketing just in general as well is that 21:29 people often think that they have a marketing attention problem when really they have an offer problem. And so really an offer at its core level is it's whatever is going to compel them to click to say Yes, right. And so that could be that could be a freebie, like we talked about, it could be an ebook, it could be a free course, it could be an email chain, it could be an email chain, it could be, it could be actually buying the product, depending upon what it is, if you're some sort of product based service, it could be you see it in SAS companies all the time, it could be like, try this free trial for 14 days, I actually have a trainer, a good friend of mine here in town who's doing two weeks for free. And then at the end of the two weeks, you can decide if you want to work them with him or not. And it's actually for any other trainers out there. It's worked out great for him. Because then they get to experience what it's like to work with them for a few weeks, and they often choose to buy but that's his offer right now. Right? says two weeks free, no charge to you. To me, that's a no brainer if you're somebody that concerning our trainer, right? And so like the best piece of advice I can give to anybody who's considering what sort of offer I should do, and I'm stealing this quote from the guy that everyone seems to know about these days is Alex from Mozi. But basically, 22:45 it should be so good. People would say dumb to say no to it. 22:49 Right? Like, yeah, two weeks for you with a trainer. If I'm looking for a trainer? Hell yeah. Why would I not do that? Right? Like something that something? 22:58 Yeah, that's definitely a no brainer. Now when it comes to, let's say, healthcare professionals, where maybe we can't kind of, we can't really give away our services, because as you know, we're a little more regulated than the personal training business. 23:15 So what have you found that works best to convert? People, let's say convert emails for wanting to get people on our email list? What have you seen in your experience that works really well is like a lead magnet or an offer? Yeah. And so I want to frame this so that this can be helpful for everybody listening to the show. And I think what's important to first understand is the basics of what a value ladder is. And so a value ladder is essentially like the lowest possible hanging fruit is the thing that you want to offer first, and then you work your way up the ladder. So for example, it could be something of free. And then your next offer is like a $20. Offer, your next dollar is like your $200 offer. And then your next offer is like I buy three months for $2,000. Right, is that you work them up the ladder, you never it's very rare that it works to start at the top and go the other direction. That is That is a thing. It's called an ascending model. But we don't talk about that. But like it's really about understanding, okay, what is my premium offer, and everybody should have a premium offer. If you are listening to the show, and you don't at this point in your business have a premium offer you need to start thinking about that right now today, you need to know is like what is the ultimate crazy priced thing that you could offer somebody that if somebody was willing to buy it, you'd be like, hell yeah, that would be an awesome thing for me to sell to this person, whether it's like a six month package, if you're a trainer or whatever it is like some sort of very high premium style offer. And now what you do is you basically take that and you work backwards from there to get to what is that smallest piece within that giant premium offer that if if your ideal client came to you, and they were like, Oh, I just want this one little tiny problem solved. That's what you love. 25:00 Looking for like, for me, for example, I'll just use myself as an example, is that somebody who does marketing, website design development, that's essentially what I do for business, is that my premium offer is like the whole package, right? It's the funnel. It's the website. It's the newsletters. It's the marketing campaign. It's the content. It's everything, right? That's a very big premium package. Right? Well, within that, when I distill it all the way down to its very base level is one little tiny thing in there that people often get wrong, is how to define your niche. 25:31 Right. And so my little tiny, very just stepping stone offer for people, which we can talk about at the end of this episode, is like, it's how do you define your niche, right. And so I created this tiny little thing, it's totally free, I can give it to your audience for free. It's called the niche test, there's three pieces that go into it that really talks into, it's not as simple as just picking your niche because everyone in their mom just says, just like pick a niche, and then they'll throw money at you. And unfortunately, it's not that easy. There's actually a lot that goes into it. And but I basically broke down how to do that. But that's my tiny little offer just to get people into my community and very transparent. That's purely the reason that I built it was that just to get them onto my newsletter so that I can obviously continue to offer and garner value to their inbox and continue to talk about marketing things specifically for the health and fitness professional. And through that, we work up the funnel, right. And so for anybody listening to the show, is understand just to break it down really quickly, when we're last time is like understand your premium offer, break that all the way down to the micro thing within that that you can offer your ideal clients. And then that's your freebie. That's your offer. That's you're getting them into the door just to start a conversation, essentially. I love it. Thank you for that. And now, as we kind of start to wrap things up here, what would you what are the main points you want the listeners to take away from this discussion around websites and marketing and how to make them work for you. 26:50 I think it's really easy to complicate a lot of it. And I think that the biggest thing I really want people to take away from it, though is that like, if, 27:00 in the years that I've been doing marketing, what I've realized time and time again, is that all it is, is another way of saying building relationships. That's really literally all it is, at the end of the day, if you look at all good marketing, for that matter, not your spammy, annoying, slamming at your door, I literally just had to deal with this the other day, it was like some auto deal. It's always auto dealers. But like that type of marketing does not build or Garner relationships. And that's not fun for me. And that's not fun for them. And it's very unlikely that I would buy from them. Right? He's world, it's all built on the back of like, how can we build relationships, and that's really all marketing is, is it's how can I put things out into the world, that's a value to my audience, or that your audience or whoever's listening to the show, that's helpful for them, that will help us build a relationship to support and help each other. That's all it is. And we can complexify it all we want. But like, as long as your intentions are pure, of trying to help people, you should never have resistance around marketing yourself or building a site or any of the things that you're trying to do as long as your intentions are pure of like, I'm just trying to help people and build relationships. That's really all it is. Yeah, it takes out the creepy marketing the slight, you know, because people are like, Oh, I don't want to feel like just slime ball being like marketing to people. But like, if you're not a slime ball in real life, you're probably not going to be slimy with your marketing either. You know, like, if your intentions are pure, you're okay. I always tell that to people. So thanks. I love that now. Last question. It's when I ask everyone and that's knowing where you are now in your life. And in your career? What advice would you give to that young guy ran out of OT school, I would have chose myself sooner. And what I mean by that, just to give people context is I like I said, I used to be an occupational therapist. And there was a point in my career in my journey, where I was very burnt out on patient care, I was struggling with this whole marketing thing, the website thing, all this stuff, I had no idea what I was doing. It didn't know where I wanted to go. And there was a really a point in my career where I was actually trying to get into the tech industry and into the marketing industry and actually get out of being an OT, because I was just so burnt out on insurance model health care, which anyone listening to show can obviously understand. And it's it took the I was in a spot where the pain outweighed the fear of the unknown. And I read a book at that time was called choose yourself by James all teacher. And the title basically says it all is that I was like I was looking for permission. I was asking tech companies would you hire me or I was like reaching out to other facilities or other entrepreneurs or whatever it was that people have like hire me or take me out or metro me or whatever. And I realized after reading that book is like, I can just choose myself and decide to start putting myself out there and start doing what I ultimately want to be doing, regardless of what anybody tells me and it's the greatest thing about modern day society in the world that we live in today is that anybody now can step up and grab the microphone, no pun 30:00 intended and choose themselves right and start putting value out in the world, the very first person I ever started building website for I did it for completely free. I helped her for $0 because I just wanted the relationship and I just wanted to show her that I could help her. And so talking to my younger self, or anyone fresh out of school, or whatever it is early stages is like you have the option to choose yourself and to do what you want to do regardless of what other people tell you. Right. Great advice things first time I heard that one. And I've been I've been doing this for a long time. So I thank you so much. That was great. Now where can people find you? And where can they get the free offer you alluded to earlier? Sure. So it's on my website. It's Cory high.com/niche is where the offer would be. You can find me and Cory had calm I'm most active on LinkedIn and Instagram. I also have a podcast show called The Health hustle. I talked to a similar audience that you do is other health and fitness entrepreneurs, specifically little people in Austin, Texas. So if anybody's listening to show in Austin, Texas and you want to grab a coffee, by all means, let me know I love connecting with people in your in town. It's my favorite place in the world. But yeah, that's my plug. Excellent. Well, thank you so much, Cory, for coming on and giving us your time and your information. I really appreciate it. Thank you so much. Appreciate it. Thanks for having me. And everyone. Thanks so much for listening. Have a great couple of days and stay healthy, wealthy and smart.
Award-winning Italian journalist Stefania Maurizi talks about her award-winning book "Secret Power: WikiLeaks and Its Enemies." She touches on what it was like meeting and working with Julian Assange, debunks commonly held myths about him and wiki-leaks and shares what it was like being spied on while visiting him. She also talks about her fight for secret documents. Plus a breaking news update from Maya Garner, a Scandinavian-American human rights advocate and coordinator for international advocacy for Youth Against Settlements and Friends of Hebron, about Israel's arrest of activist Issa Amro (https://twitter.com/Issaamro.) Stefania Maurizi is an Italian investigative journalist working for the Italian daily Il Fatto Quotidiano, after 14 years working for the Italian newsmagazine l'Espresso and the Italian daily La Repubblica. She has worked on all WikiLeaks releases of secret documents since 2009. She is also the only journalist who has conducted multi-jurisdictional litigation to defend the right of the press to access the full documentation on Julian Assange and the WikiLeaks journalists. In addition to her work on WikiLeaks, she has partnered with Glenn Greenwald to reveal the Snowden files about Italy. She has also interviewed A.Q. Khan, the father of the Pakistani atomic bomb, revealed the condolence payment agreement between the US government and the family of Italian aid worker Giovanni Lo Porto, killed in a US drone strike, and investigated the harsh working conditions of Pakistani workers in a major Italian garment factory in Karachi. In her book "Secret Power. WikiLeaks and Its Enemies" (Pluto Press, foreword by Ken Loach), she reconstructs the Assange and WikiLeaks case based on her over ten years of investigative journalism. The Italian version of her book has won two major journalistic prizes: the European Award for Investigative and Judicial Journalism, and the 2022 Premio Alessandro Leogrande for investigative journalism in narrative form. Stefania has won a number of other major journalistic prizes, including the Armenise Harvard Fellowship and the Colomba D'Oro Award conferred by Archivio Disarmo. Maya Garner is a Scandinavian-American human rights advocate and coordinator for international advocacy for Youth Against Settlements and Friends of Hebron. At the age of 19, she spent more than a year in Hebron witnessing daily human rights violations and has since campaigned internationally. She wrote her Bachelor's dissertation on the architecture and resistance in Hebron city at UCL in London. For the entire discussion, bonus content, to support independent media and to help make this program possible, please join us on Patreon at - https://www.patreon.com/thekatiehalpershow