Podcasts about learn the key

Get the book, Rekindle Your Professional Fire: Powerful Habits for Becoming a More Well-Balanced Teacher Listen to Mike's Principal Center Radio interview on his book, Learning to Choose, Choosing to Learn: The Key to Student Motivation and Achievement Visit Mike's website LeadingGreatLearning.com About The Author Mike Anderson of Leading Great Learning is a full time education consultant who has worked with diverse schools across the United States and beyond for more than a decade. He was a classroom teacher for 15 years and then a Responsive Classroom consultant and developer for 6 years. He is a Milken National Educator Award winner, and was a finalist for New Hampshire Teacher of the Year. He is the author of 10 books, including three that were selected as ASCD member books. 

Shame does not have to define who you. Today, Denise shares some things you can do to remove that shame in your life. To watch the full message go to: https://youtu.be/3BxBQr4CtiY Share your stories, prayer requests, or your response to this devotional in the comments below. If you would like to know more about New Life, who we are, what we believe, or when we meet, visit http://newlife.church. Or you can fill out a digital connection card at http://newlife.church/connect - we would love to get to know you better!

Shame does not have to define who you. Today, Denise shares some things you can do to remove that shame in your life. To watch the full message go to: https://youtu.be/3BxBQr4CtiY Share your stories, prayer requests, or your response to this devotional in the comments below. If you would like to know more about New Life, who we are, what we believe, or when we meet, visit http://newlife.church. Or you can fill out a digital connection card at http://newlife.church/connect - we would love to get to know you better!

In this episode of the Thrive in Fashion podcast, host Elisabeth Mac Hale explores essential pricing strategies and costing fundamentals for fashion buyers, whether you're managing a large retail business or running an independent boutique. Elisabeth breaks down the key components of pricing, from cost of goods to landed costs, and explains critical differences between gross and net profit margins. Tune in to learn how mastering the pricing process drives profitability and brand success. If you would like to lern and develop your fashion buying skills and how develop products from Concept to Customer check out the link below ⁠Thrive in Fashion Buying & Merchandising Course

In this episode of the Dr. Ashley Show, I dive into the hidden health threat of insulin resistance with Dr. Morgan Nolte, a board-certified clinical specialist in geriatric physical therapy. We explore the alarming statistic and discuss its subtle symptoms like difficulty losing weight, carb cravings, and rising blood pressure. Dr. Nolte shares her inspiring journey and introduces Zivi, her program designed to reverse insulin resistance for long-term weight loss and disease prevention. Learn actionable strategies to manage your insulin levels through diet, exercise, and lifestyle changes. GLUCOCUT+All-in-One (Glucose and Metabolic Support) & ELECTROLYTE PLUS (All-in-One Hydration and Mineral Support) Get 20% OFF YOUR FIRST MONTH of Subscribe & Save: https://drashleywellness.com/discount/Youtube10 *Discount Applied at Checkout* GET A CUSTOMIZED WEIGHT LOSS PLAN: Have a free 1-on-1 call with our Expert Nutritionists

In this episode of Capital Hacking, we had the pleasure of interviewing Tim Winter, the owner of Paradigm Homes and Home Lux Architecture. Tim shared his journey from growing up in a steel town in Pennsylvania to becoming a successful entrepreneur in the construction industry. He discussed how his father's influence and early exposure to real estate shaped his work ethic and passion for giving back.Tim and his wife have a charitable arm to their business, where they have built over 60 homes in the Dominican Republic, Kenya, and other countries for those in need. The podcast delved into the logistics of their charitable work, including partnering with local communities and churches to select candidates and build homes.Additionally, Tim shared insights into the strategic decision to start Home Lux Architecture, expanding their reach to several states and offering architectural services to clients.Ultimate Show notes:[00:04:24] Growing Up in Pittsburgh[00:10:08] Starting in Home Building[00:13:55] Charitable Initiatives[00:17:29] Logistics of Building Abroad[00:23:17] Home Lux Architecture[00:25:16] Paradigm Homes ClienteleTurn your unique talent into capital and achieve the life you were destined to live. Join our community! We believe that Capital is more than just Cash. In fact, Human Capital always comes first before the accumulation of Financial Capital. We explore the best, most efficient, high-integrity ways of raising capital (Human & Financial). We want our listeners to use their personal human capital to empower the growth of their financial capital. Together we are stronger. LinkedinFacebookApple Podcast

The short-form content experts at One Page Case Studies™ discuss localized press releases, and explain how this powerful technique can put your business front and center in the eyes of potential clients. Go to https://onepagecasestudies.com/local-seo-press-release-marketing-one-page-case-study-system/ for more information. One Page Case Studies™ City: Wilton Address: 26 Tory Pl Website https://onepagecasestudies.com/ Phone +1 203 762 1366 Email ed@onepagecasestudies.com

The secrets to successful relationships with Paul Brunson, host of "Married At First Sight" and world-renowned expert on love and human connection. Learn the key to finding love and acceptance within yourself.Don't forget to send us a tweet and let us know what topics you'd like to see us cover in the future! Follow us now and let's connect. https://mobile.twitter.com/jahmazon

Today we're excited to bring you an installment from our signature Voyager interview series, as we probe the minds of experts from all walks of life to bring you 10 Questions and the Expert Answers That Can Change Your Life. I'm pleased to introduce Caterina Rando, author, speaker, business coach, and the founder of Thriving Women in Business. A very successful businesswoman for many years, Caterina will pull back the curtain on what you need to know to create a lasting thriving business you love! Lean in and listen now to learn the insider secrets of business success. To learn more about creating a sustainable business be sure to listen to our three-part series, Future Proof Your Business, Podcast Episodes 84-86 Future Proof Your Business Part 1: Four Pillars of a Sustainable Business Future Proof Your Business Part 2: Do the Right Thing, At the Right Time, The Right Way Future Proof Your Business Part 3: Your Exit Strategy

Hate speaking to strangers? Freeze-up in meetings? Panic stricken about interviews? Do not fear! Listen to this podcast where I reveal how to get the other person / people do most of the hard work, whilst you build a lovely relaxed connection with them to develop any business or personal relationship. If you're looking for ways to improve and practice any element of your ESL skills why not try the deals available on these 2 platforms: Learn English or any other subject on Preply and receive a fantastic 30% off your first session with ANY tutor - when you use my link here: https://preply.com/en/?pref=NDU0NzcyNQ==&id=1665321952.337174 Discover the world of learning English on iTalki and receive $5 when you purchase credits for use on the platform - use this link to access the deal: https://www.italki.com/en/i/ref/GdGdC6?hl=en&utm_medium=user_referral&utm_source=copylink_share Still unsure what's the best way to build rapport with strangers ? Grab a free 30 minute Quantum Attraction coaching session with me. Limited Availability: Book Your FREE 30 Minute Zoom Consultation Call Visit my book store to discover my great choice Quantum Attraction, Wealth, ESL and Leadership books https://bookshop.org/shop/coachmarkinmanila Download Your FREE Mini Taster Version of my Quantum Attraction Bend Like Bamboo Program Here - includes FREE Bonus Section on how to attract wealth from the UK & USA Property Sector and includes links to exclusive developments, deals and financing options.Access my full Downloadable 'Be Like Bamboo' NLP Quantum Attraction Program. Unlock the secrets you've never been taught by those who know how to create the wealth, freedom, health and happiness you deserve Download The Full 'Be Like Bamboo' NLP Quantum Attraction Program Here 24/7 Instant Courses: https://impactquantumsuccess.gumroad.com 700+ Students Worldwide Assisted With: • Quantum Attraction Financial Freedom Coaching • Advanced EFL / ESL Business English - IT Engineers, Financial Execs, Lawyers, Medics (OET), IELTS • Immigration • Visas - Spain, Philippines, Germany, USA, Australia, Canada, UK • Fluency • Clear pronunciation / accent reduction / confidence / reduced anxiety • Presentations / interviews / meetings / negotiations • Entrepreneurship - launching businesses • Scholarships Chat with me here: t.me/eslbusinessenglishexperts / Join my Quantum Attraction channel here: https://t.me/wealthattractioncoaching hello@initial-impact.com / www.eslbusinessengl --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app --- Send in a voice message: https://anchor.fm/markinmanilacamblyesl/message

Useful expressions to ask for information¿Dónde está...? / Where is the...¿Dónde hay...? / Where is there a/an...¿Dónde puedo encontrar...? / Where can I find?Buscar / to search or to look for: tienes que buscar en internet, tienes que buscar en el mapa.Doblar /  to turn: Tienes que doblar a la derecha en la calle siguiente*Normally doblar means to fold, but we use it as to turn toCruzar / to cross: Tienes que cruzar la segunda calleCaminar / to walk: Tienes que caminar 5 minutos.Andar / to go by any means (walking, biking, driving, etc.): Tienes que andar 5 minutos en bicicleta.Subir / to get onBajar / to get offCambiar / to switch to/ connect toTienes que subir al bus 120 en Plaza Mayor. Luego tienes que cambiar al tren por dos estaciones, y finalmente, tienes que bajar en la Plaza de Toros.Necesitar + infinitivo.Necesitar + infinitive is a verb structure that you could use instead of tener que. Both are kind of the same and they will communicate two similar ideas. Of course, depending on the context, one might be a bit more suitable than the other one, but you would use them exactly like in English.Necesitas tomar el tren en la estación central.Useful VocabularySupermercado: supermarketFarmacia: PharmacyTienda: Store/ShopAlimentos: FoodCajero Automático: ATMEstanco: Places you buy tobacco, magazine, lottery, etc.Carnicería: ButcheryPastelería: Pastry ShopPanadería: BackeryPescadería: Fish market/shopEXPRESSION OF THE DAY:  Lo prometido es deuda.

Have you ever wondered if someone was 'interested' in you?  Body language is a critical part of attraction - and understanding it can help you to not "blow" an opportunity!  And, you can understand how to BEST use it to your favor, and indicate your interest to someone!   In this episode, Bela discusses 7 key signs of attraction, with a whole section on what "men" vs. "women" do when they're 'showing interest!'   You'll love this short and sweet episode - and make sure you save it to play and replay! 93% of attraction/first impressions comes from non-verbal communication!   We will discuss: How to use your eyes for maximum attraction and HOW someone looks at you to know if they're interested What our FEET will tell us What preening is, and how men/women do it... What kinds of questions indicate interest What is 'mirroring' and why does it indicate interest (or not)! And so much more!   Bela will take you through each point quickly, in a way that. you will clearly remember!    Join our free newsletter database by signing up here:  www.smartdatingacademy.com/contact Follow us on Instagram at @smartdatingacademy Schedule your consultation with us here!   We are on a waiting list, and would love to help you!  https://www.smartdatingacademy.com/11-coaching/coaching-call-with-bela

Today's Flash Back Friday Episode is from Episode #9, which originally aired on February 23, 2014. Frank Gallinelli is a nationally recognized real estate expert, bestselling author of multiple books on the subject of Real Estate, a professor in real estate analysis at the prestigious Columbia University and the founder of Real Data, Inc. – a software solutions provider to real estate investors and developers. In this interview, Frank walks us methodically through the process of how to effectively analyze and evaluate your real estate deals with laser accuracy. And as an added bonus – Frank will be giving away an autographed copy of his bestselling book “What Every Real Estate Investor Needs to Know About Cash Flow” to one very lucky listener. To find out how to enter into the contest, you'll have to listen to our interview with Frank. Learn About Investment and Partnership Opportunities with Kevin and His Team  Recommended Resources:  Check out our company and our investment opportunity by visiting www.SunriseCapitalInvestors.com Self Directed IRA Investment Opportunity – Click Here To Learn More About How You Can Invest With Us Through Your SDIRA Accredited Investors Click Here to learn more about partnering with me and my team on Mobile Home Park deals! Grab a free copy of my latest book “The 21 Biggest Mistakes Investors Make When Purchasing their First Mobile Home Park…and how to avoid them MobileHomeParkAcademy.com Schedule your free 30 minute "no obligation" call directly with Kevin by clicking this link https://www.timetrade.com/book/KV2D2

Digital transformation is a team effort and common obstacles threaten to derail success. Luckily there are certain best practices which can help you on your journey. Joining us today is Bruce Richardson from Salesforce.

When it comes to having a baby you want someone there that you know you can trust. You built a bond with your provider as they stand by your side during your entire pregnancy. A great way to receive the ultimate in care with a holistic approach is through midwifery. Cassy Kurtz is a midwife with Essentia Health. She along with a team provide you with great care through not only your pregnancy journey, but through your life journey. A common misconception is that midwifes only care for you during pregnancy, yet the truth is they can care for you as a primary care provider from puberty all the way to post menopause. Tune in to this episode to hear all the benefits midwives can offer.For more episodes like this, check out wellnessessentialspodcast.com. Start your Wellness Journey at Checkable Health with everything from supplements, to at-home tests, to tips and advice. We have what you want to help you thrive.

Using social media for medical practices is one of the best ways for patients to build the know, like, and trust-factor and drive patients to your practice. Guest speaker Olesija Saue joins us to teach functional medicine practitioners creative strategies to build a strong brand and use social media to their advantage. She shares: Why social media for medical practices is critical How to build the know, like, and trust-factor The importance of your ‘why' What marketing strategies no longer work What marketing strategies you should be using Why Branding Matters Olesija Saue is a leading expert on branding and social media marketing. With over 20 years of experience in leadership roles, Olesija has had her share of successes and failures. In 2008, Olesija was working in the steel industry in Estonia when the market crashed, leading her to find creative ways to market her business. Everything Olesija teaches are strategies that she has researched and used for her own business as well as for her clients. Now, on the latest episode of the FM Shift, Olesija is joining us to share how functional medicine practitioners can use social media marketing not just to grow their practices but how great marketing can build a strong connection to their patients. Social Media for Medical Practices As functional medicine practitioners, building our medical practices can be a challenge. But one way to help our business get attention is by using social media. But, social media, when not used properly can do more harm than good for any brand. As we create content, it's important to keep in mind that social media is a place where our audience wants to see real people, sharing their values. It's not a place where people want to see a shiny corporate brand. People react to people, so companies that make people feel connected do better in the long-run. On social media today, it's all about getting people to know, like, and trust you. That know, like, and trust-factor comes from building a great brand that connects. Stories People Want to Hear People don't want to hear about how amazing and awesome you are. In life, as well as in marketing, it's easy to want to only talk about your successes. But there is research that proves audiences connect with brands faster when they hear the full story. By sharing stories of struggle or failure, audiences can connect with the human side of your functional medical practice. When audiences feel your brand is human, they feel more connected and are able to trust that your brand has something special to offer. What used to work in business doesn't work anymore. People need a connection, and the more they connect with you the more they're going to know, like, and trust you. Audiences want to know, like, and trust you before buying. With social media, you really have to know yourself. You have to know your strengths, your weaknesses, your values, and most importantly your ‘why.' When you know these four elements, you can build a brand that really speaks to your audience and sells your services almost without any sales tactics. About Olesija Saue Olesija Saue is a branding and marketing expert with over 20 years of experience, including time spent as the CEO of Forbes Estonia. Currently, Olesija runs a branding and marketing firm as well as a coaching business. But she began her career as a sales manager in the steel industry and found great success in the business. While at the steel company, Olesija quickly rose to high ranks, but during the financial crisis of 2008, she found the company in trouble and had to figure out a way to save the company from collapse, which is when she first stepped into branding and marketing. On her journey, Olesija discovered an essential element that helped companies stand out–the ‘why.' The ‘why' is something that isn't easily forgotten and can be integrated into business strategy to make clients more attracted to your business. Today, Olesija uses her knowledge to coach business owners and help them discover their ‘why' and build a strong brand that speaks to their ideal audiences, especially on social media, where businesses are most visible. How to Connect with Olesija: Website: https://olesijasaue.com/ LinkedIn: www.linkedin.com/in/olesijasaue/ Facebook: www.facebook.com/olesija.saue If you're looking for more ways to use social media for medical practices, be sure to also check out Episode #49 of The FM Shift, Functional Medicine Marketing and Branding. In this episode, David talks to us about how FM practices can use digital marketing to drive growth. About The FM Shift What if functional medicine became as profitable, rewarding, and stress-free as you expected it to be? The business side of functional medicine doesn't have to be a GRIND. We can help you discover functional medicine sales mastery and make maximum money without patient resistance. The FM Shift shows you how to easily attract patients who want what you offer and are willing to pay you what you're worth without waiting for your practice to magically mature. Get more details here.

Tina Mundelsee Yoga Therapist, Life & Relationship Coach, Author Learn the key to your mind and create the emotions you want https://tinastools.com/ Dream Big, work hard, smile always and good things will happen. We want to hear from you at isoulify.com Tina lives in Sicily, Italy! Where was your passion born? She grew up in […]

Tina Mundelsee Yoga Therapist, Life & Relationship Coach, Author Learn the key to your mind and create the emotions you want https://tinastools.com/ Dream Big, work hard, smile always and good things will happen. We want to hear from you at isoulify.com Tina lives in Sicily, Italy! Where was your passion born? She grew up in […]

This episode is all about the RAS, the reticular activating system aka your brain's filter. At any point in our lives there are millions of bits of information coming into our awareness that we're perceiving through our physical senses. With all of this information, our reticular activating system puts emphasis on what we deem as important and filters that into our awareness. It's impossible for our brain to be able to process all of the things in our surroundings at any given time. As you're reading this, you probably don't feel the clothes as they're touching your body. Prior to me mentioning that feeling, you weren't really aware of it, because that information isn't really important, you don't need that information, so your brain filters it out. The cool thing about your RAS is that you are the one that gets to decide what is important and what is not important. Think of your brain, kind of like online shopping, imagine going to any store online and typing in “T shirt”, there's gonna be tons of results that come up. This represents all the bits of information that are coming in, there's 1000s of T shirts, like there's 1000s of bits of information. Let's say you only wear blue t-shirts, so you put a filter on the website. The same thing is happening with your mind, what you focus on and what you deem is important, your RAS will filter through the information and focus on what it thinks you need to know. This happens sometimes when you purchase a new car. Let's say you go to the dealership, and you buy yourself a Volkswagen bug. Now, all of a sudden, everywhere you look, every grocery store you go to, every street you drive down, even someone in your neighborhood has the same exact car1 Did everybody go to the Volkswagen dealership on the exact same day to get the bug? No, that's not what happened. What happened is, you put a filter into your RAS that said that this vehicle is important. How does this apply to our life? Well, what you focus on will grow. If you are always focusing on how unworthy you feel, or how much you hate your life, or how much your job sucks, or things like that, then your brain is going to say, “Oh, this is what's important to us” and it's going to look for more situations that confirm that because it believes that that's what's important to you. If you're always thinking, “I hate my job”, then every time you're at work, your brain is gonna filter out all of the good things, and only show you the annoying co worker, the overload of work, the mean thing your boss said, to make you feel like your job sucks. We have up to 60,000 thoughts a day, some of these are conscious thoughts and some of these are unconscious thoughts. 90% of the thoughts you have today are exactly the same as the day before, and the day before and the day before and the day before. If you have these stories that were formed as a young child, whether these stories are about how people are untrustworthy, or how relationships always fail, or how money is scarce and hard to get, or anything like that, your brain is going to consciously and unconsciously repeat these stories day after day. Because you've repeated this so much, and your brain believes that this is important to you, it's going to show you all of the evidence that people are untrustworthy, it's going to show you all of the evidence that money is scarce and hard to get, it's going to show you all of the evidence of relationships not working out. You have the power to decide what you want to focus on and what you want to experience more of. This is where practices like daily gratitude or positive affirmations become extremely beneficial. Because the more you're focusing on these positive things, and consciously choosing what to focus on, the more those things are going to be filtered into your awareness. Learn how to Change Your Brain AND Change Your Life, with my FREE Masterclass!

OUR HIGH SCHOOL THEOLOGY CURRICULUM (Raising Catholic Kids in a Non-Catholic World) | Find out what programs I use. How do we go “beyond the book”? Should I really tell my kids what to think about religion? Why theology is AS IMPORTANT as any of the STEM subjects in high school. Resources for teaching your child and yourself (!) to think like Thomas Aquinas! RESOURCES: Thomistic Institute: https://aquinas101.thomisticinstitute.org/ Pints with Aquinas: https://pintswithaquinas.com/ Fr. Laux Books: https://tanbooks.com/catholic-books/?_bc_fsnf=1&Author=Rev.+Fr.+John+Laux+%2C+M.A. MODG Curricula: https://modg.org/curriculum/highschool Kolbe (uses Didache): https://kolbe.org/courses/homeschool/courses/high-school/theology-curriculum/ MY RELATED VIDEOS AND CONTENT: Verity Ed Webinar: How to Homeschool High School (free to Patreon members): https://www.verityed.com/shop Verity Ed CATHOLIC Student/Parent Reading Challenge: https://www.verityed.com/printables My 60-sec Review of Stages on the Road: https://youtu.be/sCSSfBoO_lY My 60-sec Review of The Saints in My Life: https://youtu.be/2JWnHsYZpr4 SAY HI TO VERITY ED: Youtube: Verity Ed - https://www.youtube.com/channel/UCyTf27-n8UbE6L7LHYdPc2w/ Instagram: @verityed - https://www.instagram.com/verity_ed/ Facebook: @verityed - https://www.facebook.com/VerityEd Twitter: @ErikaAhern2 - https://twitter.com/ErikaAhern2 SUPPORT VERITY ED: Patreon - https://www.patreon.com/verityed - Great content takes time and resources, and YOU can join an exclusive group of supporters with access to special content. PODCAST: Spotify: https://open.spotify.com/show/3tJep2YaadAqormwOp4r2R SHOP: http://verityed.com __________ If you're new to homeschooling, want fresh ideas, need a parent community, and are ready to reboot your family culture, join VERITY ED. My goal is to help other parents reclaim their role as primary educators of their children. Click like, hit subscribe, follow VERITY ED, and visit verityed.com where you can find other great resources. __________ --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/erika239/support

Episode Resources: ASCD Article by Mike Anderson/ Based on book Learning to Choose, Choosing to Learn: http://www.ascd.org/publications/books/116015/chapters/An-ASCD-Study-Guide-for-Learning-to-Choose,-Choosing-to-Learn@-The-Key-to-Student-Motivation-and-Achievement.aspx Link to Teacher Leaders Community on Schoology: https://ucisd.schoology.com/group/3012913369 Flipgrid: https://info.flipgrid.com/ Nearpod: https://nearpod.com/ Apple Clips User Guide: https://support.apple.com/guide/clips/welcome/ios Follow us! @BlendedUCISD @natariastx

HOW DO I ‘DO' ART? (Learn to integrate these VITAL art skills into what you ALREADY DO) | Learn new resources. What if I'm not a glitter/crafty mom? How do we handle cost? How to homeschool art so it can transform the family culture and make ALL SUBJECTS more exciting! RESOURCES: Find and Art Museum: http://www.artcyclopedia.com/museums.html The MET: https://www.metmuseum.org/art/collection AND The MET Virtual: https://www.timeout.com/newyork/news/the-metropolitan-museum-of-art-is-offering-head-spinning-virtual-tours-of-its-grandest-spaces-032320 The Art Institute of Chicago: https://www.artic.edu/collection ALL the Museums (Google's Arts and Culture): https://artsandculture.google.com/partner Drawing Textbook: https://www.rainbowresource.com/product/002584/Drawing-Textbook.html Fashion! Bernadette Banner: https://www.youtube.com/channel/UCSHtaUm-FjUps090S7crO4Q Bob Ross: https://www.youtube.com/user/BobRossInc MY RELATED VIDEOS AND CONTENT: Verity Ed Picture Books Reading List: https://www.verityed.com/printables Verity Ed Student/Parent Reading Challenge: https://www.verityed.com/printables Four Activities for Highly Classical Pre-schoolers: https://youtu.be/wZ6up95EWQ0 Verity Ed Interview with Artist Eileen M. Cunis: https://youtu.be/HpjI3cIG6es __________ If you're new to homeschooling, want fresh ideas, need a parent community, and are ready to reboot your family culture, join VERITY ED. My goal is to help other parents reclaim their role as primary educators of their children. Click like, hit subscribe, follow VERITY ED, and visit verityed.com where you can find other great resources. SAY HI TO VERITY ED: Youtube: Verity Ed - https://www.youtube.com/channel/UCyTf27-n8UbE6L7LHYdPc2w/ Instagram: @verityed - https://www.instagram.com/verity_ed/ Facebook: @verityed - https://www.facebook.com/VerityEd Twitter: @ErikaAhern2 - https://twitter.com/ErikaAhern2 SUPPORT VERITY ED: Patreon - https://www.patreon.com/verityed - Great content takes time and resources, and YOU can join an exclusive group of supporters with access to special content. SHOP: http://verityed.com/shop --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/erika239/support

OUR FAMILY THEOLOGY CURRICULUM K - 8 (Raising Catholic Kids in a Non-Catholic World) | Find out what programs I use. How do we go “beyond the book”? Should I really tell my kids what to think about religion? And what's with that Baltimore Catechism? Here's how to homeschool theology -- or at least how we do it. RESOURCES: My FAVORITE Saint Bios for Elementary-Age Children: https://www.ignatius.com/Vision-Books-C1091.aspx Catechesis of the Good Shepherd: https://www.cgsusa.org/ Elizabeth Clare on the Baltimore Catechism: https://www.elizabethclareblog.com/using-the-baltimore-catechism-in-your-homeschool-2/ Saint Book: The BEST: https://www.amazon.com/Saints-Lives-Illuminations-Ruth-Sanderson/dp/0802854028 MY RELATED VIDEOS AND CONTENT: Verity Ed CATHOLIC Student/Parent Reading Challenge: https://www.verityed.com/printables My 60-sec Review of Saints Lives the Illuminations: https://youtu.be/50u8Zk50JPM My 60-sec Review of The Saints in My Life: https://youtu.be/2JWnHsYZpr4 __________ If you're new to homeschooling, want fresh ideas, need a parent community, and are ready to reboot your family culture, join VERITY ED. My goal is to help other parents reclaim their role as primary educators of their children. Click like, hit subscribe, follow VERITY ED, and visit verityed.com where you can find other great resources. __________ SAY HI TO VERITY ED: Youtube: Verity Ed - https://www.youtube.com/channel/UCyTf27-n8UbE6L7LHYdPc2w/ Instagram: @verityed - https://www.instagram.com/verity_ed/ Facebook: @verityed - https://www.facebook.com/VerityEd Twitter: @ErikaAhern2 - https://twitter.com/ErikaAhern2 SUPPORT VERITY ED: Patreon - https://www.patreon.com/verityed - Great content takes time and resources, and YOU can join an exclusive group of supporters with access to special content. PODCAST: Spotify: https://open.spotify.com/show/3tJep2YaadAqormwOp4r2R SHOP: http://verityed.com --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/erika239/support

OUR FAMILY WRITING CURRICULUM K - 12 (How We Raise Confident and JOYFUL Writers) | Find out what programs I use. What do I look for in a writing assignment? Do you feel like your kids hate writing practice? Let me reassure you that it's not just YOU! Writing is a skill, not a subject: HERE'S WHY! RESOURCES: Designing Your Own Classical Curriculum: https://www.amazon.com/Designing-Your-Own-Classical-Curriculum/dp/0898706602 MY RELATED VIDEOS AND CONTENT: Exploring Nature with Children Review: https://www.youtube.com/watch?v=PnjFEepWTl8 __________ If you're new to homeschooling, want fresh ideas, need a parent community, and are ready to reboot your family culture, join VERITY ED. My goal is to help other parents reclaim their role as primary educators of their children. Click like, hit subscribe, follow VERITY ED, and visit verityed.com where you can find other great resources. __________ SAY HI TO VERITY ED: Youtube: Verity Ed - https://www.youtube.com/channel/UCyTf27-n8UbE6L7LHYdPc2w/ Instagram: @verityed - https://www.instagram.com/verity_ed/ Facebook: @verityed - https://www.facebook.com/VerityEd Twitter: @ErikaAhern2 - https://twitter.com/ErikaAhern2 SUPPORT VERITY ED: Patreon - https://www.patreon.com/verityed - Great content takes time and resources, and YOU can join an exclusive group of supporters with access to special content. PODCAST: Spotify: https://open.spotify.com/show/3tJep2YaadAqormwOp4r2R SHOP: http://verityed.com/shop --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/erika239/support

In today’s episode, we are talking with coach, consultant, and CEO Hayley Collins. Hayley has coached hundreds of women and is passionate about helping millennial women become strong and fierce leaders without losing an ounce of femininity or personal happiness. Today’s episode we discuss: How to recognize early signs of burnout Go in-depth about Hayley’s signature method ROAR (Rejuvenate, Overhaul, Alignment, Radiate) & specific steps on how to apply this method to your life Tips on how to create a “Roadmap to Alignment” Creating your own definition of success Masculine & feminine energy in the workplace Hayley has a special gift just for you! Click here to download her free gift, 7 Ways to Embodiment

In this episode we learn what gets in the way to access our true Wealth legacy, everything in the way of accessing our Divine Inheritance and how to overcome it. We learn how we develop our money and wealth paradigm or relationship, and how to deconstruct it and re-construct a new one that is more empowering and ideal. Join our Community of Light Worker, Healers, Coaches, Transformational Leaders, Alchemist, Activators, Influencers, Game Changers, Way Showers and be the first to know when new podcast are released. https://mailchi.mp/excelleratedabundance/divine-human --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app

In this segment, we look at the often overlooked ways teachers impact students' learning, behaviors, and mindset through what we say and how we way say it. Follow: @ASCD @runnin26 @balancedteacher @bamradionetwork Mike Anderson is a former award-winning teacher, an education consultant, and author of ASCD book, What We Say and How We Say It Matter: Teacher Talk That Improves Student Learning and Behavior (ASCD, 2019) and Learning to Choose, Choosing to Learn: The Key to Student Motivation and Achievement. Rachael George is the principal of Sandy Grade School in the Oregon Trail School District and an ASCD Emerging Leader.

Combined, Mark and I have reviewed thousands of profit and loss statements over the years. What we've seen and learned in that time, is that certain key financial metrics can make or break the value of a business. In today's podcast we cover all of these metrics, including one that could cost a seller hundreds of thousands in value, and give a buyer huge instant equity. If you think the financial metrics and details are boring, wake up! You work night and day and risk everything to build your business, and it is more than likely that your business is your most valuable asset. Having deep financial details will bring more you more value, peace of mind, and maybe someday help you create a “lifetime event” sale and an exit that will change your life, and the lives of your descendants for generations to come. Episode Highlights: [:10] How long does it take to do a valuation? [2:35] What are “clean financials”? [4:02] YOY trends tend to be the most important financial factor. [6:12} We always look at a monthly view of the financials. Not just quarterly or annually. [9:15} Revenue by Channel show a deeper view of overall revenue trends (and reveal gold, or roadblocks). [14:40] Any channel that has you “own” the customer brings more value. {15:20] After total revenues, Mark views gross profit margins next, as do many buyers. [17:20] COGs should not include 3rd party fees! [18:41] Gross profit margins below 20% make Mark nervous. [20:10] Joe loves to see advertising expenses by revenue channel (this does not have to be in the P&L). [23:14] When you “get” the metrics right a business value can instantly jump by hundreds of thousands of dollars. [25:31] Trust offsets risk. The lower the risk is the more value your business will bring. [27:03] Don't hide negative trends…if you've recovered. A recovery shows how resilient the business is. [28:23] Drilling down to specific expenses and their trends tell a fuller story of the business condition. [30:19] QLB brokers Advertising, Saas, eCommerce and other business models. [31:01] Certain metrics are key with SaaS and Subscription based businesses. [33:49] Discretionary earnings equals net income, plus add backs. [34:06] Discretionary Earnings as a percent of total revenue “comfort levels” vary depending on the niche. [38:01] Revenue by SKU can show huge built-in growth if some were launched in the trailing 12 months. [39:55] Joe & Mark get into the weeds. Go there with them and learn how to increase the value of your business by hundreds of thousands of dollars, or buy one and get instant equity. Transcription: Mark: All right Joe you probably know this from your experience here at Quiet Light Brokerage but how long does it take you … when you're talking to a client for the first time or somebody who's requesting a value of the business, how long on average do you think it really takes you to be able to get an estimate of the size of the business and the value of their business? Joe: Yeah there's really no short answer to that. I feel like you want me to tell you five minutes but the answer is it's at least an initial call you get a ballpark range. And then you got to look at the financials and look at the trends, know your trends and look at the details of the financials. It's so much of that answer and the time frame around it depends upon how good their documentation is and how much they know about their own books. Mark: Sure and just you know I want you to answer whatever you want to answer. I'm not going to feed you answers; answer the truth. Yeah, well I think that's true. We've been looking at businesses for a while. We've looked at a lot of businesses in the roles that we have. And so I thought it would be good for us to have a discussion today to talk about some of the things that we look at in a business's financials to really be able to determine its value pretty quickly. What are some of the things that you with your expert eye from all the deals that you've done, what do you look at when you look at a company's financials? Now I know every buyer out there listening to this you probably have the reports that you look at. We have the advantage of working with lots of different buyers. We see the different approaches that different buyers have made. And I know that over the last 10 years I've expanded and changed what I look at and probably look at more things and things maybe that wouldn't concern me as much directly but I'm looking at to try and anticipate what buyers would want to see. Joe: So what is … what's the number one thing you look at first? You're always looking at this one thing what is it? Mark: By the way, if anyone is wondering no we don't have a guest so you have to live with Joe and I for the rest of this episode. But we'll try to make it entertaining. Okay, so what do I look at first and foremost? I have gotten very addicted to looking at trends. Trends to me to it's one of the most important thing with somebody's financials … outside of whether or not they're clean of course right? They've got to be clean if I'm going to … if we're going to be able to make any real valuation. Joe: Can we define clean? What do you mean by that? Mark: That's a good question actually. Joe: Somebody in the audience was just asking it they just [inaudible 00:03:03.7] through to my head. Mark: You're anticipating what people are going to be asking weeks from now; I love it. What are clean financials? So clean would be separated from other businesses. And that doesn't mean that you have to have completely separate tax IDs. That's ideal … you know separate tax IDs and separate books. I would love it if that's what you had but at least within QuickBooks or Xero or whatever you're using, some way of identifying this is for this business. This expense goes for this business and that expense goes for another business if you have multiple businesses running. Also actually having that tracked clearly and so that you're not just taking estimates on things and finally not mixing in a lot of personal expenses into it. In the episode that I recorded with Brian we talked about some of the warning signs. We saw in financials … and that episode is aired by now so go back and take a listen to that, but one of the warning signs that we often see are round numbers. Joe: Oh yeah. Mark: Round numbers are … yeah, these are not clean financials; these are estimates. Joe: Unless it's payroll but if you've got expenses of advertising of $1500 a month or your phone bills … you know $2300 a month yeah the round numbers are always challenging. But clean financials are so important because it allows us to look at things from an analytical eye and from the buyer's eye. And you yourself you say you look at trends, which trend specifically do you hone in on? Mark: Well the number one trend I like to look at would be year over year trends. So there's … when we're looking at trends just as in general for a business there's two main approaches that people take. One would be a month over month so are we doing better this month than we did the month before and was that month better than the month before that and how does that look. And maybe you spread that out and do like a quarter over quarter analysis. I like to take a look at businesses more from the year over year analysis. So if I'm taking a look at July of 2018 I want to compare that against July of 2017. Or if I'm going to do it on it like a quarterly basis I might take a look at quarter two of this year and compare it to quarter two of the year before and of the year before that. And the reason that I do this is I think people have seasonal businesses without knowing that they have a seasonal business. Obviously like Halloween … you know I've sold a number of Halloween sites in the past, that's an obvious seasonal business, Christmas obviously a seasonal business. Gardening and supply store a little less obvious but when you think about yeah it's a seasonal business. I think those aren't too far off stretches. But when you take a look at a company like Quiet Light Brokerage we also have seasons. We have our busy seasons, we have our a little bit less busy seasons. Summer, it tends to slow down a little bit. It's not appreciable. It's not like one of those things where you can look at and say it's going to be absolutely dead. And I wouldn't call us having a seasonal business but in the books, it does get reflected that way. So I like the year over year financial analysis because it controls all of those variables and also some of the variables for having a few extra days in a month or a few less days in a month. Joe: Yeah I think you've got to specifically look at that month over month analysis because of the seasonality. You know some will say well is there the best time to sell my business and it's really the time that's right for that particular individual. But when you're comparing December of 2018 to December of 2017 that is what is most relevant. It's not necessarily all of 2018 against all of 2017 because if you just look at the annual numbers of '17 versus '18 it's only going to paint a partial picture. We're always looking for monthly trends beyond that. We can … we look at that bigger picture and that's what we can talk about, that big picture in the teaser where people are going to see the listing for the first time. You know 60% year over year growth or whatever the number might be. But you've got to drill down into that month over month. How does December … I guess it's year over year December of '18 looked to December of '17. Because you could have had a great first three quarters and then in the fourth quarter of 2018 it could have fallen off a cliff. It still may look like 60% growth year over year but the most recent quarter could be down dramatically. And that dramatically reduces the value of the business because of the risk going forward. Mark: And the other thing that I found and I wrote a blog post on this a several years ago, we'll link to it in the show notes and if you and I were professional podcasters I would have done like actual show prop and been able to have this example at my fingertips. But I did this blog post years ago on how to perform a year over year financial analysis. And then I put together some dummy data and this actually kind of randomly happened when I put it together. Where at from a month over month standpoint the business looked like it was growing and growing at a good clip. But when you took a look at it at a year over year financial analysis what you're able to see is that the growth was slowing dramatically on the business. And that was extremely valuable in that and again it's a pretend scenario to be able to see the actual trend. What is … where is the direction of this business going? The other thing that I want to point out about this and I don't want to spend [inaudible 00:08:10.9] of time on this specific topic of year over year financial analysis but I think the one thing that we need to kind of pull back on with online businesses is we tend to really take a microscopic view of the financials. We'll often take a look at just the past couple of months and consider that to be a trend. Starting to broaden out our timeframes I think is a good thing to do especially from a buying stand point and understanding what is the context of the earnings of this business. When I started Quiet Light Brokerage in 2006, 2007 well most companies were just a few years old. Now we're seeing businesses that are 20, 25 years old on the long end and so we have more history to work with. And I just think year over year is a better solution for that. So that's my number one thing that I look for. Joe: I agree and I'm going to drill down beyond that and the next thing that I would look at but you know not being professional podcasters shows that we're human which is exactly what we are. Okay, that's too much ego there, sorry folks. What I do when you talk about a particular blog and we're not prepared for it, all you're going to do is Google Quiet Light Brokerage and year over year analysis and boom there it is. So for the record, you've done a great job on the last decade. Beyond the year over year comparison, month over month comparison what I drill down into next is revenue by channel. Because a buyer is going to look at it and see what's happening in the most recent three months compared to the same three months last year or year to date things of that nature. And so that shows the trends of the business and which way it's going. Beyond that what I like to drill down to and this goes to documentation is revenue by channel. So is it … let's say it's in a physical products business am I getting 60% of my revenue from Amazon, 25% B2B, and 15% from a new Shopify store. And then beyond that what are the trends within those channels? For instance, I had a listing awhile back where it was it was 100% Amazon and they like most started out on Amazon.com and then expanded to Germany, UK, Canada, Japan, Italy, and those countries took off and were really growing at the same time the US started to trend down. So they put all of their efforts into the new countries and stopped putting efforts into the country that was generating the most revenue. Overall if you look at month over month numbers as a whole we were still up, year over year we were still up, but there was a concerning trend within all of it and that was that the biggest revenue generator was dropping and then it was being replaced with other channels. So overall I guess if you just look at the broad picture it was okay but when you … you want to drill down into those things to get a really clearer picture of it. And that goes for Shopify channels [inaudible 00:11:11.5] or Shopify whatever it might be and then the B2B side too. These are if you're selling physical products. Same goes for content sites or SaaS sites, whatever they might be; advertising sites or SaaS sites. If you've got different methods of advertising and revenues whether it's straight up sales from your website or affiliate revenue you want to break that out in your financials so that you can see them. So you can see what you're doing right and what you're doing wrong but also so that your broker, advisor, exit planner, and your buyer can see it as well. Because you have some great things in there … you know if you started a Shopify store nine months ago and it's already at 15% of your total revenue it's only nine months out of the trailing 12 so you've got built in growth there and that is a really exciting thing for buyers. Mark: Yeah I dealt with a client recently where we were having a little bit of trouble moving his business because it was not on a decline. And he had a lot of revenue but there was a couple of problems with the business where it was sick in a few ways. And what I found is out of our buyers … and we had lots of inquiries on this business because we put it up at a pretty low multiple, most buyers backed out right away when they saw the trends they just kind of backed out and said “No I'm not really all that interested in this business. I don't want to turn around but I have you.” And the buyers that we've grown to know over the years that they're really successful at what they're doing they took a little bit more time and the first thing that they started to do is exactly what you're talking about. They started to take those financials and some of those summation numbers that we see in financials and they started to break them apart. They started to really dig into those numbers and see okay what makes up this revenue. And when we started to break these apart what can we find in here; what's sick and what's healthy? And is what's healthy sustainable and is what's sick is that fixable or is it something that we can just get rid of? And so they started looking at that on a per channel basis but they also started looking at it on a per SKU basis as well in running an analysis. And one of the things that we found with this is that you could actually lighten up the workload of this business and actually increase profitability significantly by removing a large number of the SKUs because they were not all that profitable. But again the front is still the multi-channel analysis that you're talking about. But I think this general principle of when you're looking at revenue especially with an e-commerce business that can have multiple channels of revenue don't just take the summation number, start to break it apart. And from the sell side, if you're selling don't be afraid of reporting those numbers either. There's opportunity in those numbers that you can show potential buyers and I think a little dose of humility for all of this goes a long way. Sometimes somebody is going to come and take a look at your business and be able to have an observation that maybe we've been missing for a while. And from a selling standpoint that's your opportunity if a buyer comes in and notices something that you missed. And so give them that data, give them that opportunity to make that sort of observation. And I think that's a good thing for people to look for. Is there any channel in your opinion that you like better than others or that you look at and you would weight as more valuable than others? Joe: Oh yeah I mean any channel you own the customer. If it's just your own website where you are owning the customer completely and you can remarket to them and upsell them and reach out to them socially via email, whatever method you can. But absolutely owning the customer brings more value than … you know in Amazon platform for instance. Amazon is growing like crazy so don't discount it if you're selling physical products. You have to be there in my opinion. You're missing out on a tremendous amount of revenue if you're not there. But owning the customer is the most important thing in terms of overall value. One of the things I want to jump to Mark is … it's on our list here to talk about in terms of the year over year analysis and drilling down and getting below that total revenue line to either gross profit as a percentage of total revenue or discretionary earnings as a percentage to total revenue. Which one do you look at first? Mark: I look at gross profit first if it's an e-commerce business and just because it's a simpler number to digest. Now there's only really one thing that's getting thrown into that gross profit number you've got your revenue, you've got your landed cost of goods sold and that's pretty much it that's going into the gross profit number. So it's an easier thing to really understand and really at the core of an e-commerce business is that you know what is the cost of your product, and what are people willing to pay for it right now, and how is that trending. And I think with e-commerce businesses specifically because price competition is a real thing with e-commerce businesses and most niches you have to really pay attention to how is the profitability of this industry holding up over time. Is it becoming more competitive? Is the competition happening on a price front? Or are suppliers becoming more aggressive in their pricing as well? So that's one of the first things that I look at when I start to really dig into those financials. I want to see how is that gross profit margin holding up over time, is it getting more expensive to do this business or is it holding up? Joe: You know it's funny I think I agree with you that what you should have in your expenses above the gross profit line are your cost of goods sold, your landed cost of goods sold. But I often see them in from bookkeepers and they include in some cases fees associated with third party platforms. I don't know if there's a right way or a wrong way but you got to dissect to that a little bit when doing the analysis. Is there a particular percentage of profit that you look at and you're like no, your cost of goods sold are just simply too high, the margins are too tight, this is going to be really hard one to sell. Do you ever run across any of those? Mark: I do and I'll get to that in just a second I'm going to chide all the book keepers out there that are including fees in there as cost of goods sold. The technical definition for a cost of goods sold has to be … be involved in the actual production and sourcing of the product itself; the transactional cost. So if you're keeping your books that way it's a minor issue and a crawling issue that I won't fight too hard but it's supposed to go on the regular operational expenses instead. Joe: I fell asleep in accounting class. I just focus on what I focus on. I told you this story before. We work with Scott of Catching Clouds, Matt of CapForge, Fully Accountable is a recent one that's come across my desk and all three seem to do a really solid job. And having a great bookkeeper brings a windfall of cash when you go to list your business for sale. Mark: Absolutely and one of those guys might disagree with me and then we can whip out our pocket protectors and have a pen fight over that. Joe: All right yeah … let's keep the people awake. We don't want to talk about that. Mark: All right, move on. So percentages absolutely, you want to see a healthy gross profit percentage. I talked to one buyer and I won't say her name because I don't know if she wants me saying this but she told me that she wouldn't look at a business that had less than 50% gross profit margins. I wouldn't go that far. In my opinion, when I'm looking at the business from a broker standpoint I start to get nervous when gross profit margins dip below 20% is when I get nervous, 25% and lower I'm a little uncomfortable with that but you know I think that's doable. I think the average that I'd see would be right around 35%; 30-35% would be the average. Obviously the higher you can have it the better. There are certain industries, electronics being one of them that tend to just have really low gross profit margins and you know the problem with that and just thinking about it I have basic basis if you're … say you have a 10% gross margin which for a lot of electronics that's where you're at, you're looking at having a million dollars in revenue to be able to generate $100,000 in just gross profit. That's a lot of money that you have to generate in order to get some gross profit. So my rule is about 20%. Joe: It doesn't count your advertising; it doesn't count your payroll or anything like that so. Mark: Or your transactional fees [inaudible 00:19:26.7] marketplace. Joe: Exactly as it should be down below that gross profit line. So that's going down that P&L you know you've got total revenue you've got gross profit and then you've got all these expenses in there. One of the things that I always look pretty closely at if I have the detail up above is the advertising channel. Do you ever get to see advertising expenses by channel in a P&L? Mark: By channel … I'm trying to think if I've seen it. With Amazon, you'll see it. Sometimes you'll see Amazon advertising expenses broken out separate from- Joe: Wouldn't it be amazing to see it there? Just for those bookkeepers out there and those people that are doing it themselves. Mark: Oh my gosh. Joe: If you've got revenue by channel up above the total revenue line why not have advertising by channel down below? It … you can do it in QuickBooks and Xero you just got to have a subset of it. In the exported P&L it may say just total advertising but you can show that separately. And the reason I love to look at that is because it can show too heavy of a weight in one particular channel again in the advertising dollars. This is airing in August of 2018, as many people listening know there was an algorithm update in Facebook in April. And a lot of people got hurt by that and if they were overspending on Facebook advertising and they might have found themselves too heavily weighted on one channel and that advertising didn't work as well anymore and their revenues might have dropped. Or they had to pick up the ball somewhere else and it took a while. So it goes to that detail. The more detail we can see the more we'll understand those trends and a buyer can make a more informed decision. If somebody's stroking a check for 100,000, 500,000, a million whatever the number is, they worked hard for that money, they saved it, they're smart, they're intelligent, they're going to get through those numbers eventually and it's better to do it upfront in advance so that once you're under a lot of intent you get all the way through the closing. So I'm always trying to drill down into those details. I would love advertising by channel. I don't always get it but it's a question that I'm always asking and is that spending by channel going up or down. I think if you can again diversify by channel and if it's Facebook, if it's Instagram, if it's AdWords, if it's inside your sponsored account or whatever it might be, if you're selling SaaS products, affiliate whatever you might be doing; having that level of detail is truly ideal and I'm always looking for it if I can get it. I can often get it out of just a P&L but generally, there's enough detail in the back end for the client … the person owning the business to be able to share that. Mark: Yeah I've used an analogy some time … and by the way, real quick just kind of a public service announcement here if anybody is listening to this in your car it's late at night you've been driving for a while put this on pause go put on like a really exciting song for a little bit and then come back and finish it. Joe: Come on. Mark: No just … all right so I- Joe: This is huge. This is all huge that just- Mark: It should be exciting. Joe: You and I do this all the time and it's exciting for a client when we go through these numbers and we find something and all of a sudden they realize that if we do this right their business … they don't have to generate any more revenue but their business when properly presented is worth a quarter of a million dollars more. So that's pretty exciting you don't have to generate more revenue. Mark: Well absolutely. So I'm actually going to bring this to Botany of all things. I think its Botany or probably not but the study of trees and tree rings … you're looking at me like I'm crazy. Joe: I am. Well, you are. Okay. Mark: Yeah well I am a little bit crazy but one of the cool things that I learned years ago about the tree rings, you know when you slice a tree and you can see all the rings and stuff like that. Scientists are able to tell all sorts of information from those rings. They're able to tell if there is a fire a certain time in that area, or if it was a drought year or if it was heavy rains that year, and the average temperature as well. You can find all sorts of information like and the reason I bring this up … there is a point here besides me just talking about the fun things I learned on the side outside of work, is that financially I'd look at financials in sort of the same way. It's the record of the business and its quantified what's happening to your business in other ways. Facebook's algorithm change is an actual change in your customer acquisition strategy and it shows up on those books. There's very little that happens in your business that's not going to show up somewhere in your financial records. And so when you keep detailed financial records what you're doing is you're keeping a story of your business in a quantified way. And for buyers who are trying to evaluate a business, you know buyers look at this from all sorts of different ways; especially experienced buyers. They're going to look at your business from an ROI standpoint. They want to understand can I make money from this? But they're also going to look at it from the story of the business and try and get in the head you as a business owner and what it's been like to run it for the past number of X years. And so your point about keeping more beautiful records and breaking advertising down into channels AdWords or Facebook, we've messed around with Pinterest for a while if you've done some Quora advertising or have you. That's part of the story of your business that you can tell when you really start to break down financials historically. Joe: Yeah and I think it's important to understand that all of those details are important to be able to share. Somebody listening that's planning on selling their business they may want to say I don't want to share those negative trends, I don't want to talk about that fire that I had back in June of 2017. It's going to come out so you might as well get those details out there and ready and available for your buyers because trust … when you lay it all out there it builds trust. And trust is important because it offsets risk a little bit. And again when you offset that risk a buyer is willing to pay more for your business. And it's all important … it goes into your social media accounts too you know. I've had … and I'm going to tangent but … and I won't name names but I had clients that are selling their business and I pop into their social media account and their profile picture is them on the beach topless with a beer on their hand and chugging whatever. Those are men topless by the way. And I'm like it's great but just put a shirt on for a little while, just change your profile picture because we're trying to build trust and respect in who you are. Buyers want to buy from client sellers that they like and that they trust more than anything else. So that's why you want to share all those rings of the tree and tell the full story because they'll look at the mistakes that you've made and the expertise that they have that you don't and go opportunity. I have capital to not run out of inventory and you did, I'm smarter than you are, or I have more money than you are. That's really really critical stuff to have. Anyway- Mark: With the negative trends in the past by the way I just want to say one quick thing. It's not a bad thing if you have a negative trend in the past. In fact, I like it when I see a business that has had a decline and recovered. I can go to a buyer and say look how resilient this business is. Joe: Exactly. Mark: They ran out of product for two months and they're still chugging along great; it didn't kill them. Joe: That's right. I actually had a situation where a client had a patent infringement claim filed against them. And not just against that particular client but against everybody that was selling a similar product. And it turns out that everyone else stopped selling that product period. My client hired an attorney, fought the infringement, won, and ended up being one of the only sellers of that particular product anymore and that just … the revenues shot up, gained more market share. And it's an ugly thing … a patent infringement; you don't want to talk about that right? No, you absolutely do because odds of it happening again incredibly low and in this situation, it turned out to be very positive as well. So I say expose all the rings of the tree in your analogy in botany. Let us know if botany is not … I think it is the right phrase but- Mark: I think it's like the big family. I think there is probably a more narrow specialty. Somebody- Joe: We are sitting in front of computers; you want to drill down a little further? We've talked about advertising by channel what would you look at next in a let's say a financial presentation or a profit and loss statement? Mark: Well you know I'm going to start getting into these specific expenses and I want to take a look at what the individual average … or what not advertising, the individual expenses are to see are any trending higher. Basically, is this business getting more difficult to run, is it getting more expensive to run? And the other thing that you can see from just kind of an expense profile would be attempts at growth. You often see expenses ramp up when people expect growth so you can get the sense for where the business is arcing from taking a look at individual expenses. So I would look at staffing costs, they really ramped up. Are you seeing a lot of professional legal fees ramp up? That will be something that you wanted to begin to and try and get a little bit of explanation into. But really trying to get in … again some of those individual expenses and see spikes and anomalies. You know things that kind of stand out because those again are going to be the big stories that you want to get into later on. So we move a little bit away from trend analysis when we start looking at that … when we start getting into just kind of that anomaly analysis of a financial statement to see what questions do we need to be asking on this particular business. Joe: Yeah and it's not just anomalies where there's spikes in revenue but sometimes expenses disappear. And when they disappear for the last two or three months of the trailing 12 and now they want to sell their business they're just … either they made a mistake or just forgot to put it in. But they're just cutting costs to increase their discretionary earnings. So we always … we drill down into all of that, every buyer will and we do it for them, ask those questions and get it exposed so that it's a good investment for a buyer and the selling achieves their goals as well. Mark: Something I want to ask you about Joe, you know we get talked a lot … Quiet Light, in general, is pegged a lot as kind of like the e-commerce broker like that's what we do but we actually sell a lot of SaaS businesses. Joe: And content or advertising business. If you look at the revenue on close transactions here to date it's an awful lot of SaaS an awful lot of content in there as well. Mark: Right and I explain to people it's actually not a majority of e-commerce it's a plurality for us as we're less than 50% of our deals are e-commerce it's more around 40, 45% percent. I want to get into subscription based revenue and how do you look at that when you're evaluating business. What are you … you've done a number of SaaS businesses or a certain number of SaaS businesses, how do you evaluate subscription based revenue? Joe: Yeah anytime someone's looking at the subscription based businesses to buy you know the eye that I look at it with is what does it cost to acquire that customer and what is the lifetime value of that customer? Could they have different terminologies for it churn rate and so on and so forth … you know how [inaudible 00:30:20.7]  if you get 100 new customers how many are churning every month, meaning how many go away? You want to keep that very low. Well I was looking at that churn rate but the simple way to look at it is … from a buyer's perspective is if you've … you know I just closed a transaction it was a software as a service business, it's been around for 14 years and it was created originally as a solution to a developer's problem. The developer created it and then it just sort of grew organically. And 14 years later he had a very successful business but he didn't have any data. He was only spending about literally like $300 a month on advertising. I'm like okay well what is the cost to acquire that customer with your advertising and then how long does that customer stick around? What is their lifetime value? So that a buyer wants to look at it and go okay it costs you $100 to acquire a customer but the lifetime value of that customer is $400. My margins are really strong that means okay I can spend more money on advertising dollars and I can double the revenue of this company. They're always looking at that aspect of it from a subscription based business. And that could be physical products or software as a service. That churn rate is really really important, lifetime value, and repeat customer. Once you've gained a customer and if you've got the ability to offer them additional products and upsells that's something that I'm always looking for if you've got that model where you can add to it. The percentage of repeat customers that monthly recurring revenue; always looking at those numbers. I mean just saying that there's a monthly recurring revenue of $60,000 right away you just do the math on that that's $360,000 of revenue that you're not putting advertising dollars to because it's already recurring and there's a fixed margin there. That stuff is really exciting and if you're an owner of software as a service business or a subscription based model box business you've got to have those numbers because that's what buyers are going to look for. They're going to want to know how much does it cost because I'm bringing a whole lot of working capital I'm going to blow this thing up and they want to know the cost to acquire that customer and lifetime value; two most important things in my opinion. Mark: [inaudible 00:08:10.9] things? Joe: We got a couple more. Mark: We have a couple more? Joe: Yeah drill down to the bottom discretionary earnings we know … hopefully, everybody knows discretionary earnings is your net income plus your add backs. Net income of the bottom of a profit and loss [inaudible 00:32:44.9] statement add back to the personal expenses you run through the business that are your own benefits and one-time expenses. So you get net income plus add backs equals seller's discretionary earnings. Where do you feel most comfortable, where do you see buyers feel most comfortable in terms of that discretionary earnings as a percentage of your total revenue? Mark: Boy that's a great question and I think it depends a little bit on the business itself. So SaaS companies tend to have higher SDE to revenue percentages. Content sites can have … depending on how they're set up can also have a higher percentage. E-commerce tends to have a little bit lower percentages relative to revenue. So I'm not sure if I've looked at this in terms of percentages as far as SDE to a percentage … I would assume since you asked the question that you have. Joe: I have and you know 10% percent you could have at least I think. I can tell you what I don't want and I've turned away businesses I just simply won't list them because they're not going to sell are those that have 1 or 2%. You know look I'm not talking they're doing three million in discretionary earnings off of 30 million in revenue. That's a sellable business no question about it. But when you're doing 1 or 2% of your total margins you're spending a lot of money on advertising dollars, you're carrying a lot of working capital and inventory, you make a mistake a half a percent one way or the other and your profit drops dramatically. And any time I've looked at those, anytime we've listed things that have a smaller percentage margin there in discretionary earnings buyers get really nervous and they look at it from that point of view. So you've really got to do that math and not go oh yeah it's 200,000 in discretionary earnings. You've got to go okay it's 200,000 and what percentage is that of my total revenue, and how do I improve that? And then you drill down into those expenses. Dave Bryant who's part of the e-commerce podcast … EcomCrew Michael Jackness, he was our client and a year before we sold his business he did that. He looked at that bottom line sellers discretionary earning as a percentage of the total revenue and then drilled down into certain SKUs and looked at the profit margin of those and either renegotiated the ones that were not profitable enough or got rid of a few and added about 40,000 of discretionary earnings to his business and about $120,000 to the list price of the business. So I … you want to get at I'd say shoot for 10%, 5% gets a little you know depending upon the business and how large total revenues are but it's always a case by case basis. [inaudible 00:35:18.2]  get down to that 2, 3% range I get really really nervous as do buyers. Mark: I do think that part of it is revenue dependent. I've found with businesses that have kind of eye popping revenue numbers that even if the discretionary earnings is a very small percentage as you point out … if the business is doing 30 million dollars in revenue per year and it has really low percentage of discretionary earnings it's still a sellable business because you got 30 million dollars of revenue per year to be able to play with. It's when you get in those territories of say you have $500,000 of revenue and your discretionary earnings is just 10% of that so it's $50,000 that's not a lot of room for error before you're at negative territory and you don't have a lot of extra room in capital to be able to really pull into the growth of that business. So I think that's a good thing to be able to look at. I think a lot of it depends on the size of the business. Joe: Yeah I completely agree. Look we didn't start … we didn't time this podcast, we have no idea how long we've been chatting for but I want to touch on one more thing that is really important I think for buyers to look at in terms of opportunity and for sellers to track in terms of again opportunity to get more value for your business. Buyers in terms of if they're not detailing it and you can figure that out you'll see built in growth and that is revenue by SKU. And that is whether it's a physical products business or a subscription business; again, box or software as a service. Because sometimes software as a service they offer different packages and what not. If you've launched a SKU, a new product in the last 12 months and I've seen this before and let's say you've got a dozen SKUs and six of them are only … they're under nine months old and staggered within there, you've got built in growth. And so what I like to drill down to if I can get it is revenue by SKU for the trailing 12 months. Because if a SKU was launched six months ago but it's already up to 18% of the total revenue that's huge because you've got six more months and it's growing. It's absolute built in growth and it brings more value for a buyer. You can push the value of the business a little bit higher and if you can share that detail with the buyers they're going to get it. They're going to look at it and go yes I get it I understand it. Classic example of that is Kent Renner. We had him on here on the podcast early on back in December right? 300% year over year growth and he only owned the business for six months. The business had a total of 16 SKUs when he bought it. Nine of them had been launched within the trailing 12 months and represented about 40% of the total revenues. So it's absolute built in growth and Kent's took that business and it was doing a million in revenue when he bought it to three million in total revenue inside of it … a total of 12 months. And that was because that revenue by SKU detail that Evan the seller was able to provide and sort of built in past to growth for it for Kent to take over. Mark: Yes so I'm going to make a point here in this but beginning way to into the weeds on this topic here but I'm going to just venture in there anyways and just as an advanced tactic for buyers to look at I think what you're saying there is absolute gold. And again I've seen some of our top buyers do just that. They really get into the SKUs and these are particular get it. So let's get into a situational analysis here and say you have an e-commerce business that recently launched some SKUs within the past year or two years and … now I'm saying this because I have this case with a client, they're keeping their books on a cash basis. From a buying opportunity, in my opinion, this is like absolute gold because their costs relative to the revenue is going to be very very high. They're building up inventory in a product that is growing in sales but it isn't really there yet and so you have super depressed or understated gross profit which is going to pop very soon. This is like one of those signals that you're like buy. Like if you know what you're looking at buy this thing because it's going to pop in the next year and you're going to see that massive growth. You get maybe too much of the weeds there. Joe: Yeah getting into cash versus accrual accounting with cost of goods sold way into the weeds but I'm telling you right now as a buying opportunity if you're looking at other brokerage firms … which hopefully you're looking at everybody. Any experienced broker is going to take a listing and go yeah okay there's the discretionary we'll do a few add backs and here's the multiple on that discretionary earnings. An experienced broker is going to take that same profit and loss statement, a physical products business and make sure that the cost of goods sold is presented on accrual basis. That discretionary earnings number … most often with the business, it's growing rapidly where you're taking excess working capital and putting it back in the inventory that discretionary earnings is going to pop. And I've seen a quarter of a million dollar increase in the value of the business because of it. Let's see if I can do some simple math. Imagine you have in the trailing twelve months a cost of goods sold of a million dollars on a cash basis. It's a big number but I'm trying to do round numbers. And let's say that on a cash basis you're over inflated by 5%. If you flipped it to accrual instead of having 35% cost of goods sold your real cost of goods sold is only 30% but because your cash your 5% higher. 5% times that million dollars that you've got there on the books is $50,000. If your business is worth three times that's $150,000 added onto the list price of the business. Or if you're a buyer and it's not presented that way it's $150,000 of instant equity when you're buying that business. Mark: Right so for those of you listening you know need to fact check out some of the not … botany is the right field of science and also if Joe's math is correct on that because I don't know if it is. But we'll go with it and the point is there. I think the general rule of thumb that we follow here is a growing business that's kept on a cash basis is going to understate their discretionary earnings and their gross profit generally speaking. And a business in decline that is on cash basis generally overstates their discretionary earnings if they're not putting money back in the inventory at that point. So those are the basic rules of thumb. Keep in your mind there's exceptions; there are always. I think this is been a long podcast right now. We have not been timing it. We're probably around the 45 minute mark. Joe: Hopefully you guys are still awake. If there's any questions that came up during the podcast shoot us an email inquiries@quietlightbrokerage, mark@quietlightbrokerage, joe@quietlightbrokerage, anybody's first name for the most part @quietlightbrokerage.com. Mark: That's right and this format of an episode … normally, of course, we'd like to bring on guests and the friends of Quiet Light Brokerage onto the show and we have more of those coming up here in the near future. We've got some pretty good guests coming up. But we wanted to start spring cleaning some of these episodes where it's just Joe and I talking or maybe we'll talk with somebody else within the company not to really give a background on them but to give insights or some of the ways that we attack some of the issues that come up when buying or selling an online business. Give us feedback on this, please. We'd love to hear it. You can send an email like Joe said to mark@quietlightbrokerage or joe@quietlightbrokerage or if you don't want us to know and you just want to complain about us send it over to jason@quietlightbrokerage.com and he's god at keeping secrets so you can complain to him. Joe: Sounds good. Thanks, Mark I appreciate your time.   Links: Learn the Value of your Business www.quietlightbrokerage.com inquiries@quietlightbrokerage.com joe@quietlightbrokerage.com mark@quietlightbrokerage.com

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Join as we make another thoughtful attempt to rethink homework. Follow: @balancedteacher @AKoonlaba @ASCD @bamradionetwork Mike Anderson is a former award-winning teacher, an education consultant, and author of the new ASCD book, Learning to Choose, Choosing to Learn: The Key to Student Motivation and Achievement. ASCD Emerging Leader and host Amanda Koonlaba, Ed.S., is a National Board Certified teacher, artist, and writer. @balancedteacher @AKoonlaba

Charly Traarbach is 30 years old and just made his first Grand Prix Top 8 in Utrecht 2017. He will be playing in Pro Tour Kyoto (2017) as his very first Pro Tour appearance! Click to Tweet: I got a ton of value from Charly Traarbach when he shared his story on #MTGProTutor! Listen here: http://bit.ly/mtgprotutor-ep207 First Set Revised Favorite Set Innistrad Favorite Card [draft]Emrakul, The Aeons Torn[/draft] Early Challenge Charly was terrible at losing. He's very competitive and processed losses poorly. Worst Magic Moment In the GP Top 8 in Utrecht, Charly had forgotten to take out his side board from round 15! He got a game loss and ended up losing the match. Lesson:  Always check your side board.  Proudest Magic Moment Making top 8 at Grand Prix Utrecht. What Have You Learned From Magic A better understanding of English language. Interpersonal skill. Making friends. Daily Rituals Workout (run,  sports). When your body is strong and active, your mind will be sharper. Deepest Thing You've Learned About Yourself You're never too old to learn. What's in Your Tournament Bag Score pad, Playmat, Extra Sleeves, Snacks, Water Parting Guidance To become better at Magic, play a lot of Magic. Surround yourself with people who invest a lot of time in Magic. Magic Resource CFB, SCG, TCG Player Connect With Charly Traarbach Twitter:@CharlyTraarbach ‏ Check Out Magic Story Magic Story brings the lore of the Multiverse to life in an audio presentation never before heard in the Magic community. Listen to Episode 1 here or on www.magicthestory.com   Sponsors

Student challenges, curriculum overwhelm and the daily demands of the classroom can lead to an October slump. Here's how to revive your energy and stamina. Follow: @balancedteacher @jmaness4 @ASCD @bamradionetwork Mike Anderson is a former award-winning teacher, an education consultant, and author of the new ASCD book, Learning to Choose, Choosing to Learn: The Key to Student Motivation and Achievement. ASCD Emerging Leader and host Amanda Koonlaba, Ed.S., NBCT, is a teacher, artist, and writer. Host Jusmar Maness is principal of Balfour Elementary School in Asheboro, NC, and an ASCD Emerging Leader.

Mike Anderson joins Justin Baeder to discuss his book, Learning to Choose, Choosing to Learn: The Key to Student Motivation and Achievement.Interview Notes, Resources, & Links Purchase Mike's book, Learning to Choose, Choosing to Learn: The Key to Student Motivation and Achievement.Visit Mike's WebsiteFollow Mike on TwitterAbout Mike AndersonMike Anderson is a full time education consultant who works with diverse schools across the United States and beyond. He was a classroom teacher for 15 years and then a Responsive Classroom consultant and developer for 6 years. He is also the author of many books about great teaching and learning.

We all know that learning can be joyful and exciting. What are the joy killers in your classroom? How can we restore joyful learning when it's been lost? Follow: @balancedteacher @AKoonlaba @ASCD @bamradionetwork Mike Anderson is a former award-winning teacher, an education consultant, and author of the new ASCD book, Learning to Choose, Choosing to Learn: The Key to Student Motivation and Achievement. ASCD Emerging Leader and host Amanda Koonlaba, Ed.S., NBCT, is a teacher, artist, and writer.

Frank Gallinelli is a nationally recognized real estate expert, bestselling author of multiple books on the subject of Real Estate, a professor in real estate analysis at the prestigious Columbia University and the founder of Real Data, Inc. – a software solutions provider to real estate investors and developers. In this interview, Frank walks us methodically through the process of how to effectively analyze and evaluate your real estate deals with laser accuracy. And as an added bonus – Frank will be giving away an autographed copy of his bestselling book “What Every Real Estate Investor Needs to Know About Cash Flow” to one very lucky listener. To find out how to enter into the contest, you’ll have to listen to our interview with Frank. Here's what you'll learn in this interview with Frank: The key financial meausres to accurately avaluate any real estate deal How to gather are necessary market data to make an educated real estate acquisition How to become a "financial detective" and uncover the truth behind what the seller is telling you Wht the time value of money is so important in all real estate decisions And much more... · ·   ·

Learning T'ai Chi should be play, not work. Do you know the Key to Kwa? Just look down!