Podcasts about nick exactly

*increase team volume, secret mlm hacks, teach your downlines, the power of the internet   Listen to a recent Secret MLM Hacks course member, Nick Bradshaw, as he tells us how is team volume nearly 20X'd after using these modern MLM recruiting principles...   INSIDE SECRET MLM HACKS   This is an interview that I've done with one of my good, Nick Bradshaw. He's got his own show but he wouldn't tell me what it is. You should track him down and ask him.   We have about 500 people in the Secret MLM Hacks program. For the next few episodes, I'm actually going to share with you guys some of the interviews I've been doing with people who are in the program and share what's been happening.   Nick  has almost 20X-ed his team volume since using the Secret MLM Hacks methods, which is crazy. I didn't know it was that much! I thought it was just doubling, not 20X!   He's going to walk through and talk about how he's been using this stuff and teaching the same strategies to his downline, which is ultimately what's been my goal in creating this stuff.   It's not so that everybody has to join Steve Larsen. It's so that you can learn how to do this stuff on your own and then teach your downlines and explode stuff.   A lot of MLMs are refusing to be influenced from the top down on the strategies that I'm teaching. I'm just telling you… This is the landscape of the atmosphere that we're in around here.   A lot of big MLMs are not wanting to take on some of the strategies like the internet, which is ridiculous. It's because they don't know it themselves. They don't know how to train or teach on it.   The strategy I've been teaching is actually to go from the bottom up. It's for the little guy.   HOW TO TEACH YOUR DOWNLINES   Secret MLM Hacks has been focused on training from the ground up. I don't care what MLM in you're in. That's why I'm not here pitching you guys all the time. I'll drop every once in a while what I'm in if you guys are interested, but that's not the purpose of it.   The purpose of it is for me to go and influence MLM from the bottom up. To hand tools to people inside of MLMs from the bottom up who can go reteach it to their people and explode past their uplines.   That's been the point and it's been working. We've had a lot more MLMs reaching out, asking things like, "Would you come build funnels for us?" I'm like, "Where were you when I was talking about it earlier?" It's flipped the whole table on its head.   I have a very special guest today. Somebody I have been watching and seeing everything that has been going on... And I've been impressed.   There’s not many people in MLM who use the power of the internet. I've got a very special guest for you today. It's very easy to see who is in MLM online because there aren't that many. When I first saw other people doing it I was like, “Oh my gosh I'm not alone!” I was so excited about it.   I want to introduce you to and welcome Nick Bradshaw.   SECRET MLM HACKS INTERVIEW WITH NICK BRADSHAW   Steve: Hey man. Thank you so much for being on here.   Nick: Dude it's been absolutely my pleasure. It really really is.   Steve: It's gonna be awesome I'm pumped for it. Just so people understand more about what you do, tell me when you first got into MLM?   Nick: I've been in the MLM game myself about two and a half years. Funny enough, my wife is actually the one who started all of this and I jumped in halfway through. It's really skyrocketed and taken off from there.   My wife's been doing this for about five years. And during that time I was actually a car salesman. I was working 60 - 80 hour workweeks, every single week.   When I started in car sales I had one kid and then next thing I know, I had two kids. I blinked three times and next thing you know I'm sitting next to a six and four year old kid. I'm like, “Where did all the time go?”   I was burnt out on it. I had set all these goals and I had reached the goals. I had worked my way up the corporate ladder so I could provide for my family and let my wife be a stay at home wife.   I got to that roadblock that said, “Where do I draw the line of how much time I'm spending at work versus how much time I'm spending at home?”   From there it was like, “Alright, well what do I do? How do I remedy this, how do I fix it?”   Steve: Something's gotta change, right? We've gotta shake it up a bit.   WHAT IS INSIDE SECRET MLM HACKS?   Nick: How do I be a better father to my kids? How do I be the father that I want to be rather than just the provider and someone that my kids don't even know? I was literally leaving for work before they woke up and I was coming home two hours after they'd already been in bed.   That's where my journey started with MLM. My answer to all of that was, “I'm gonna jump on board and help my wife build this business”.   And so that's what I started doing. I've got all these sales skills. I've been doing this hardcore sales stuff for five years now. My wife was relatively well. She was a silver rank in her company which equated to $2,500 a month.   So I said, “Okay, if I'm gonna quit my job and I'm gonna do all of this, I’m gonna quit cold turkey”.   Steve: You just up and left?   Nick: Yeah, just up and left. I said, “I'm done”.   Here's the crazy part… We moved from Indianapolis to Austin, Texas two months afterwards. We completely restarted. Hit the reset button.     I've got all these sales skills and one of the things that I see really lacking inside of the MLM world was people knowing how to sell. So that was the problem that I said I can fix.   I jumped into our team trainings and I started doing all of these things. I started teaching them menu selling (which is a car world term) but it's just narrowing down the options.   Instead of giving them this huge, 16 page spreadsheet of all of these things that they can buy, you're gonna narrow it down and say, “Okay you have this option, this option or this option.”   HOW TO INCREASE TEAM VOLUME WITH SECRET MLM HACKS   I started doing that and in four months, our team volume jumped from $30,000 a month to $80,000 a month.   Steve: Wow, big jump.   Nick: Yeah big jump. Just within a couple of months of just getting people to understand how the sales process actually works and implementing those skills.   But then we really came to a plateau. You can only do so much to the customer base that you already have.   Steve: Right. You need some more people eventually.   Nick: Eventually you need more people. That was the brick wall that I ran into at that point. I was like “Okay, so how do I do this?”   Marketing, duh.   If sales pushes and marketing pulls, I need to pull more people into this business.   But I had no idea how to do it because I'm not a marketer. I've been doing sales my entire life. And honestly, that's when I found Steve Larsen. I started listening to Secret MLM Hacks and I signed up to ClickFunnels.   From there… I failed. Miserably. On my face.   Steve: Sure. We pretty much all do the first few rounds.   Nick: I jumped in and I'm like, “Oh this is gonna be awesome! I'm listening to you but I'm not really hearing you”, you know what I mean?   Steve: I always laugh when people are like, “I've heard this training before”, and I'm like, “No it takes a few rounds, go again.”   Nick: I jumped in and started building these funnels and I'm like, “This is going to be awesome” and then I hit launch...   And I launch that first funnel and nothing. It was just crickets and I'm like, “Alright, back to the drawing board”.   INCREASE TEAM VOLUME WITH CLICKFUNNELS   I paused my ClickFunnels account because I realized that I didn’t have the skills that I need to be successful doing what I'm doing.   Steve: Right.   Nick: That's when I really jumped into it and I remember the time specifically. I was at a leadership retreat which is an invite only retreat for a company. I had just gotten Expert Secrets and Dot Com Secrets. I bought the black book with the funnel hacker's cookbook and all of that. And I brought it with me.   I'm sitting in our hotel room and I started reading Expert Secrets and I didn't put it down. I went all through the night and the next morning. When it was time to get up and go to the retreat I was still sitting there with my book on page 240 or something like that.   All of these things just started hitting me and it was like the fire was lit. I started really consuming and I even started hacking Secret MLM Hacks.   Steve:  I noticed that's what you were doing. I watch a lot of people do that which is great and I think they should model it.   Nick: When I was hacking Secret MLM Hacks somehow, someway I ended up in the membership site and I hadn't paid for it. I messaged you and I'm like, “Dude, I have no idea how this happened but I'm here.”   Steve: We were in the middle of tweaking some stuff. Yeah, I remember that. It's not that way anymore.   Nick: It's not that way anymore. A whole new revamped course and everything. I got there and I started watching your videos, consuming and I implemented.   For my relaunch basically modeled exactly what you were doing. This was probably seven months ago, eight months ago?   HOW LONG DOES IT TAKE TO INCREASE TEAM VOLUME?   Steve: A while ago now, yeah.   Nick: Since then we went from$80,000 a month in volume to averaging about $150,000 a month in volume.   Steve: WHAT? I didn't know it was that big dude… Are you serious?   Nick: Yeah. In the past 12 months, we've done a little over $1.5 Million.   Steve: So you're saying it works?   Nick: I'm saying it works dude. That's probably about the time that you really started noticing me singing your praises. I'm sitting here inside of my own business and I'm watching these things grow and accumulate exponentially.   And I'm trying to teach this stuff to my team and get it through their heads… There's no other way!   Steve: I don't know another way either. I'm not making fun of you who are like, “I love talking to friends and family. I love going to home and hotel meetings”. Good on you. But you can only do that for so long.   It's so much better to have something automated.   Nick: Yeah, absolutely. I start learning more about marketing and it's a constant learning curve obviously.   But you know that? It’s so true that MLM is a personal growth opportunity with an income opportunity attached to it.   Steve: Right.   Nick: That's what it is. It's a great way to start for the traditional person who doesn't know anything about marketing or sales. You can start talking to family members and friends and doing all of that.   But the reason that 99% of us out there are failing is because we don't ever move past that portion of it.   The growth never happens and where we get into real marketing or real sales.   PERSONAL GROWTH WITH SECRET MLM HACKS   Steve: Reaching out to your network only gets you so far. After a while you have to learn how to attract more people, market to them, change beliefs, sell and close.   It's funny when people are like, “I'm just gonna treat this like a hobby.” You're not going anywhere then, sorry.   It's a business not a hobby.   Nick: That’s the way that I see this. We talked about this the other day. The way that I see MLM moving, the way that I see this momentum going... It's having a rebirth, almost.   If you've lived in our world, it's changing the way that it's happening. We're slowly moving out of those 1960's origins and moving to 2020.   You're seeing a lot more sales and marketing professionals get into the game. I'm trying to teach everybody that, I'm trying to show everybody that.   If you're not moving in the direction that things are going, you're going to become extinct.   You're going to have real professionals in this game, doing things, exploding and leaving everybody else in the dust.   Steve: There are social media platforms that were never around until 10 years ago. The distribution channels that exist now are massive and you can tap into them for near nothing.   Most MLMs are mad when you go do that kind of stuff. What is wrong with you? You could be selling so much more if you just use them! It doesn't mean you have to be on Facebook saying “MLM”.   What are you guys are doing right now that's working best for you? I'm just interested in that, because the course is big. Secret MLM Hacks is not a small course.   What is it in there that has been most helpful so far?   TEACH YOUR DOWNLINES WITH SECRET MLM HACKS STRATEGIES     Nick: The thing that I think that's been most helpful… It's just gotta be the confidence to go out and PUBLISH.   Steve: Oh yes.   Nick: The confidence to go out and publish and talk about what you're doing. It's one thing to sit there and learn it for yourself. It's another to go out and actually teach people what you're doing.   Steve: Sure.   Nick: Not only because, in my personal opinion, I think that you learn it better and but you learn how to communicate it better. The more that we've been publishing, the more that we've been putting it out there, the more that it attracts people.   Steve: Sure.   What's being published right now? Is it a podcast right now?   Nick: I've started a small little podcast at the moment.   Steve: What is it called? Feel free to shout it out.   Nick: I don't know if I want to at this point...   Steve: That's okay then, never mind.   Nick: I'm still trying to find my voice. My wife's Instagram account has been blowing up. She's got 42,000 followers right now.   Steve: That's big.   Nick: We do a lot of not direct marketing there. More like back page marketing.   Steve: Sure, that's one of my favorite kinds. Especially in MLM.   Nick: I modeled you and I set up my own little course. I started targeting people who want to make money online. The people who actually want to own a business. Not people who want to do a hobby.   Sending people through that mini-course has yielded great results.   THE POWER OF THE INTERNET AND MLM   Steve: That's awesome.   What does your funnel look like right now? I talk so much about funnels, and most of the MLM world is still very new to the funnel term and concept. But what is it that you guys are doing right now?   Nick: The big thing we're doing right now is the little mini course which basically teaches marketing for MLM.   Steve: Sure, that's awesome.   Nick: The big idea behind that is, if you want to recruit more people into MLM and you don't want to talk to your friends and family, then:     You have to target people who actually want to own a business but people who aren't necessarily getting the results that they want out of the current business that they're in.   Setting up this little mini course that teaches people how to market. People who actually want to learn how to market their MLM. Then we invite them to join the downline.   At the end of this course I affiliate for you and I say, “Hey, there's two ways that you can learn this…”   Steve: Which I see by the way, thank you.   Nick: “... You can either go join Steve's Secret MLM Hacks and learn it from the master. Or you can join my downline and I'm gonna teach you exactly what I'm doing to grow my downline to do $1.5 Million per year.”   You can say in your current business and learn from Steve or you can join me and learn from me.   Catching that low hanging fruit, I suppose. Taking advantage of the way that the current MLM system is.   You have so many people that are unsatisfied with the business that they have because they're not learning the things they need to run their business.   TAKE THE OPPORTUNITY TO INCREASE TEAM VOLUME   Steve: Which reeks of opportunity for the rest of us who actually know what the heck's up.   Nick: Exactly. That's exactly what it is. It's kind of like a smorgasbord of low hanging fruit.   Steve: It is, yeah.   Nick: As far as extra recruiting goes and getting new people, it's great when people actually want to use the product, they believe in the product, they love the product and all of those things.   That's an amplifier but it's not a requirement.   Steve: So you guys have a course, you're selling, you're driving traffic to the course and then on the back you’re saying, “Hey, if you want to come join, this is what we've got”.   Nick: Exactly.   Steve: That's awesome. I was filming some training for my own team three weeks ago now. And I just wrote RECRUITING.   That is what most MLMs teach you and the method for it is just walk around. Think about the power of what we're doing with this stuff.   We're taking the recruiting model and replacing something in front of it so that we're not actually promoting the MLM.   How long did it take you to create your course?   Nick: I created the course in about seven days.   Steve: RIGHT? It's not crazy, man. You create this course so then you're no longer promoting an MLM. So Facebook is okay with you suddenly.   You drive traffic to that and take the money to dump it right back into ads. It's amazing and it changes the whole model.   It's literally INFO PRODUCT + MLM. Mashing together two different industries.   Are you doing phones sales as well? Closing them on the phone?   TEACH YOUR DOWNLINES THE POWER OF THE INTERNET   Nick: To a degree yes. I will offer that to people and I have an application process (modeled after you).   Nine times out of 10 when someone goes through the application process, I set up my auto-responder. My email service will kickback a set of emails that walk them through the process of setting up their account.   Then I've done an automated overview. A business overview that teaches them about the company.   During this entire time, I never even mention my company's name.   Steve: This is the craziest part! Same thing!   Nick: I've literally modeled what you've done.   Steve: I LOVE IT!   Nick: For months my entire office was covered with print out after print out of exactly what you did.   Once I finally mapped it out in my head, it was more about the concepts at hand.   Another thing that I think a lot of people struggle with inside of the funnel world is that they think it's about pages.   Steve: Right yeah, it's not.   Nick: It about the framework. What is the state of mind that he's putting every single person in?   Once I finally understood the framework behind it, I knew that's why I failed the very first time that I tried ClickFunnels. Because I thought that it was just all about pages.   But once I understood the core framework and moving somebody through the funnel and how that's done, then all of a sudden it made sense.   Steve: Right.   INCREASE TEAM VOLUME WITH SELF-LIQUIDATING OFFERS   Nick: One of the coolest things that happened out of all of this and how I feed this recruiting machine is by putting self-liquidating offers throughout the course.   The course is dripped out over five days and on each day there's a small self-liquidating offer.   Whatever I talk about that day, I then give them an offer to say, “Hey, if you want to learn this more in depth right now, click this”. Then it goes to a new page with a little sales video for an offer for $7.   Right now it's $1.50 per opt in on the front end and on the back end it's churning out $38.   Steve: You're speaking louder than whole MLMs even know how to!   Nick: Exactly and it pays for itself 17 times over. I'm paying myself to recruit people.   Steve: Last week on Secret MLM Hacks we put $1400 in and we got $20,000 back out (not including how many people got recruited and then they get handed the same recruiting systems). I don't know how it fails.   The biggest issue is the education. Most MLMs don't know how to do this which is understandable. It's a newish thing.   What would you tell to somebody who is on the fence about trying this?   ON THE FENCE ABOUT SECRET MLM HACKS?   Nick: The biggest thing that I would tell people is fail and fail fast. Just do it.   When we over think it, nothing ever gets done. I'm a perfectionist myself which is why I listened to Secret MLM Hacks 18 months ago and I just started doing this six to eight months ago. It wasn't really until the last three months that it really took off.   I’m still constantly tweaking and doing things to it but the fact is that I just did it.   I finally put down the pen, I finally put down the book and I went out there and I did it. Then I hit publish and I wasn't scared to feed the machine up front and put a little bit of money into it.   Nothing is ever gonna get done if I just sit here and read books. The knowledge is great...   Steve: But nothing happens.   Nick: You just gotta do it. Be active in your pursuit of what you want.   Steve: Be clear about the fact that this is not a hobby.   We've treated this like an actual business. We've got phone closers, we're talking to people and training.   I hate when someone joins because they're trying to do you a favor. Then they're wondering why they don't go build.   You recruited the wrong who! We gotta change your who altogether!   Nick: Every bum on the side of the street needs an opportunity.   Steve: Right!   Nick: I live in Austin and if you walk down downtown Austin you're guaranteed to see about 10 every 100 yards.   They might NEED an opportunity, but they don't' want it. You gotta find those people that actually WANT to succeed in whatever it is that you're doing.   DO YOU WANT THE SECRET MLM HACKS OPPORTUNITY?   Steve: Dude I am so thankful that you got on here. Thank you so much for sharing. I did want to ask one last question.   How many people have you been recruiting since you turned it on six months ago?   Nick: I would say we're probably getting five to seven a month.   Steve: That's awesome! On autopilot?   Nick: Yeah, on autopilot.   Steve: And the quality of person is really high which is awesome.   Nick: Five to seven a month is what we're recruiting into our organization and we get paid for a lot of people that say no to us as well.   Steve: Yeah, they bought the thing up front which is the beauty of it.   Nick: And I say five to seven, that's five to seven that we ACCEPT.   Steve: We get three to four applicants a day but I immediately cut out at least half off them because I can just tell…   Nick: Once you get to a certain point, you have to be able to say no. You have to self-select and be able to weed out people because otherwise it just becomes too overwhelming.   Steve: Then you turn into a life coach rather than a “Here’s what we're doing in our company this week” coach.   Nick: Exactly.   Steve: With love, I'll say that as tenderly as I can.   Nick, thank you so much for being on here, I really appreciate it. This was awesome, man. Really means a lot that you jumped on.   HEAD OVER TO SECRET MLM HACKS NOW   I know it's tough to find people to pitch after your warm market dries up, right? That moment when you finally run out of family and friends to pitch. I don't see many up lines teaching legitimate lead strategies today.   After years of being a lead funnel builder online I got sick of the garbage strategies most MLMs have been teaching their recruits for decades. Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next free training.   There you're gonna learn the hidden revenue model that only the top MLMers have been using to get paid regardless if you join them. Learn the 3-step system I use to auto recruit my downline of big producers without friends or family even knowing that I'm in MLM.   If you want to do the same for yourself, head over to secretmlmhacks.com. Again that’s secretmlmhacks.com.

Click above to listen in iTunes... I LOVE video…. And traffic. I have over 200 videos on Youtube now and here's what I wish I'd known… Steve: Hey, everyone. This is Steve Larsen. Welcome to Sales Funnel Radio. Announcer: Welcome to Sales Funnel Radio where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. Now, here's your host, Steve Larsen. Steve: All right, you guys. Hey, I'm super excited. I'm super pumped for today because we get to talk about something that has always intrigued me. It's actually kind of the way it got started in internet when I first started working for Paul Mitchel and driving internet traffic with one of my buddies. Since then I really haven't done much so I'm excited to welcome on to the podcast an expert in this area, thank you so much, Nick Arapkiles. How are you doing? Nick: I'm great, man. Thanks for having me on. Steve: Hey, thanks. I appreciate it. Thank you so much for coming on. I was just looking through Facebook messages before you and I got on here and I didn't realize I think you had asked if we could push the time back and I'm such a morning person, thanks for getting up this early to do this. Nick: Hey, no problem at all, man. I'm happy to do it. Like you said I'm not much of a morning person, but when someone like you gives me an opportunity like this I'm happy to get on. Steve: It's nice that you did, I appreciate it. For everyone listening, this really is probably the first time, I mean, this is the first time that we'd really spoken like this. The guy that connected us is Ben Wilson obviously. Ben is the guy. He and I we're doing that things, Paul Mitchel and several other companies just think the world of him. He sent me a message and he goes, "Dude, I got this awesome guy. He's the man." I think I still have the message just to put it on the podcast or something. It's pretty funny. He's like, "This sweet guy, man, he's this genius and he said he wants to come." "Hey, sweet." I'm always looking for talent, for people because I get boring for everyone I'm sure. I'm excited to have some mix out. Nick: It's kind of a funny story. I met him at an event here in Colorado and then I actually ran into him at the Rockies, in the baseball game. Then he messaged me about you and here we are. Steve: Dude, that's great. What event was it? Nick: It was actually for a book publishing event ironically ... Steve: He told me he's going to that. Okay, cool. That's fantastic. It's funny this whole internet marketing world, it's actually a lot smaller than people think it is because people get in it, they'll get out of it, they'll get in it but the people that stick around I don't think there's ... Anyways, get around quick. What is exactly that you're doing then? You told me that you're awesome with YouTube which is awesome. Most people forget you can even advertise there I feel like but what is it that you're doing? Nick: Basically, I've been doing this stuff for a lot. Do you want me to just go on to my story a little bit? Steve: Okay, man. Let's hear it. Nick: Okay, cool. I've actually been online for about six years now and two and a half of those first six years were complete and utter struggle. It's usually the case with a lot of people's stories. I don't think I'm too much different... Steve: Anyone who says otherwise I feel like they are just lying or throwing a sales video. Nick: Yeah, I mean, it sucked at the time. Obviously it sucked at the time not having, you always expect when you get started you're thinking you're going to make money in your first day, first week, first month at least but it was tough man, it really was. I forfeited a lot of things going on. I was actually in college at the time... It was the summer before my last year of college so all my friends were going out partying and going to pool parties, different stuff like that. I was just dedicated to this thing. I essentially locked myself in my room that whole summer and I was dedicated to making it work and I didn't even make it work that entire summer and even years after that. It just led me on this path I think once you get into this like you're essentially infected with the entrepreneurial bug as I like to call it. You can't really go back from that. I mean, I kept on trying different things. I even went into the trading Forex and stuff like that but eventually came back into the marketing realm and that's where I am now like you're asking I've done a lot of YouTube stuff. That's the big thing is I really always focus on driving traffic because if you can drive traffic then you have a business. You really can do anything, it depends on what traffic you're using. Most the time I promote different funnels like business opportunities or just affiliate programs... I haven't really dove into much of my own stuff. I just leverage other systems that people put out and that's pretty much what I'm doing but it all stems from driving traffic and then calling people from YouTube into my world. I like to really call it my world more so than my list. I think a lot of people say my list or build a list. That's great, obviously you need to build a list but I think it helps me come from a better mentality than it's I'm building a list of people or a list. It's more so I'm building an audience of people, they are in my world now. Because I think a lot of people secure a list and they just think of numbers and what it really comes down to is that these are people that are interested and they want to connect with you and they want to learn more. You have to treat them as such and I think when you do that you get a lot better results. Steve: Interesting. That's interesting. A lot of people I know will talk about, they'll have you fill out something. Who are you trying to attract? What's their likes? What's their dislikes? What do they hate? Sometimes I feel like that gets pretty artificial after a while. You're just targeting people like yourself. I feel like it's the easiest way to go... Nick: Yeah, to be honest I didn't express this fully but basically what I do right now is I don't actually do too much advertising where I'm paying for the clicks and stuff like that. It's mostly just all organic. I've done a little bit of advertising here and there but the big thing is just putting content up. I know you're asking if I could drop some nuggets for YouTube and stuff like that but the biggest thing is just to continually put out content just like any other type of platform whether that's Facebook, Instagram, even Snapchat now. It's just continually putting out content because the more content you have out there, the more likely people are going to find you... I mean, there are some videos that I have that have seven views but there's also other videos that have 100,000 views. You never really know exactly which videos are going to hit. You might have an idea depending on the keywords and how optimized your videos are but the biggest thing that I stress and every day I learn more and more, I'm always learning is the fact that you never really know exactly until you start putting up content which videos are really going to stick and gain some traction until you upload them. Steve: That's interesting you say that. Back in college also I started really, really diving into this also, same thing. I sucked at it. There's a guy I listen to and he was saying, "You should always be publishing. Try and get a way to be in front of your people. Produce content." Just exactly what you're saying. I started doing that and making all these Periscope videos and I would put the recordings on YouTube. I can't tell you how cool that was. Stuff started happening when I did that. The exact reason you're saying. I had some videos that were terrible but then others were completely surprising to me. People started watching them and pushing them around. What the heck is this? My products started getting sold organically. I was like, "This is kind of cool," I totally agree with that but I have to ask though, you're putting YouTube videos out. Try to put as many up as you can. How do you rank a YouTube video? It's hard to... these words for spiders to go crawl and stuff like that like a blog post. What are some strategies you use to actually try and get them out there? Nick: It almost feels like it's changed throughout the years, I think the algorithms and everything. I'm not that geeky like that but I just noticed some trends here and there. As of late, I've noticed that a bigger channel with more subscribers and just a little bit more authority, maybe it's been on for a little bit of while or a little while, those are the videos that's pushing up towards the top of the search engines. You can pull back links. I know that probably gets a little bit more complex. I don't know if you're familiar with back linking. Steve: 100%, yeah definitely. Nick: Okay, I just didn't know if your audience would or not but that's basically you can go out there and get some other people to put your video in a bunch of different places. The idea behind that is that the search engines see your video all over the place and they are like, "This must be a video that is good. Let's start pushing it up towards the top of the search engine." Especially a couple of years ago that was huge and it definitely got me a lot of results but the thing again that I've noticed lately is that just having a big channel and having some decent subscribers and having people actually watch majority of your video is what's really pushing your videos up. I've had some videos where I just started making videos and they don't get much traction at all but then I have one of my bigger channels and I just put it up and I don't really optimize it at all, I don't really do anything to it and right away it's like one of the first videos on the search engine. Steve: I hear of Traffic Geyser. Nick: Yeah the name sounds familiar. Steve: These sites where you just submit your video and they'll just blast it across the internet so that you could get more views. I mean, totally spam-my stuff, you know what I mean? It's the dream for every entrepreneur or internet guys to just put your stuff everywhere. What strategies do you use for finding people to put your videos up? You know what I mean? Did you have to find related channels to yourself? Nick: Not necessarily. I use a website called Fiverr a lot of the times or at least I used to. I haven't been using it as much lately but it's a really cool website. You're obviously familiar with it but I'll explain it for your audience. Basically, it's just a website. It's called fiverr.com, F-I-V-E-R-R dot ‎com and basically it's a site that has a bunch of people doing a bunch of different gigs. They'll literally do anything for you for $5. I think there's a processing fee now for like 50 cents. Essentially people will do anything for you on the internet. I should be more specific with that. Steve: It's funny though because I've had people like, "Rap my name." I've had people, "Beat box stuff," they'll do anything for five bucks. Nick: Exactly, there's a lot of different stuff that you can do. Basically I just go on there and look for back links or maybe social signals and it's not to complicated. I mean, you just have to find someone with good rating, good track record and just test them out and that's the whole thing that I always tell people too is that you just have to test things out. You'll never really know what's working, what's not working until you go out there and actually apply it yourself... I think a lot of people are always asking me for the secret, asking me for different things that are just going to make it click and they're going to make hundreds of thousands of dollars. That's really never the case. You know this just as well as anybody is that you actually have to go out there and do the work, see what's working, see what's not working and then throw out the stuff that's not working and then just ramp up the stuff that is working... Steve: This is one of the reasons why I laugh so much when you brought up Fiverr because it started out as a great class. I'm sorry if anyone's listening that was in that class. It was like an SEO class in college and it started out great. We're learning all these cool strategies for SEO and things like that. Then it just got like the strategies were really old. I've been doing it long enough by that point that I just knew that what I was earning wasn't significant or anything. He's like, "Hey, what you're all going to go do is you got to go create a YouTube video and think about a topic a lot and the competition in the class to see whose video can get the most views." I was like, "I could totally game that." We went and we made this, you know that, "Do you even lift, bro?" Those videos that are out there right now, have you seen it though? Nick: I'm not sure. Steve: "Bro, do you even lift?" Nick: Okay, yeah. Steve: The next Star Wars is coming out and we said, "Do you even Jedi, bro?" We made all these funny videos of people. It was pretty cool but I totally went to Fiverr and I paid this dude $5 to send like 10,000 bot clicks. For no views at all to just this massive spike and we went and we gave the ending presentation stuff like that like we have over 10,000 clicks on this thing and everyone's like, "Oh my gosh, that's amazing." It's in the last few weeks and what's funny is that we ended up getting contacted right before the class ended by this ad agency. They were like, "Hey, we want to use your video to promote Star Wars stuff on." I was like, "Okay." None of them knew that this were like ... I'm sure that 50 of them were real clicks out of the ... Maybe. What's funny though is that obviously YouTube after a while can start to see if that's crap. The views on the bottom went from 0 to 10,000 to 12 and it stayed there. We're looking at the analytics for a while and then just totally drop. They took away all of them all the way back down to 3 views or something like that after the class was ended. Anyways, the only reason I bring that up is because A, it was a total failure and I knew what happened. I knew enough about that world that time but it was I mean, how do you go through Fiverr and figure out who's going to be sending you real clicks and not. You know what I mean or who's going to be pushing your video around the right way or not? Because most of it ... I like Fiverr for testing a lot of the lower level stuff but it sounds like you've got a cool way to do it that isn't that way. Nick: Yeah, that's actually a good point... I'm glad you brought that up because that's very important that you find good gigs because if you are sending a bunch of fake traffic to your YouTube videos it can get your video shut down and even your account shut down because YouTube will recognize that and they see that you're just throwing all these views on there and they are all fake. They don't like that. I've had the experience of getting a lot of my stuff shut down because of that in the early stages. Anyone listening, make sure that you're not sending crap gigs over to your videos because YouTube will shut that down real quick. In terms of finding good stuff, basically I just make sure that the vendor has a good track record. There's one specific guy that he's probably one of the bigger gigs. He's got so many different gigs on there. I'll just let you know his name is Crorkservice. Steve: Crorkservice, you know, I might actually seen him before. Nick: I'm sure you have. Honestly he's probably one of the best out there and he's got the best ratings. He's like the top of the top sellers... I mean, it's no hidden secret. You just have to go through his gigs and figure out what exactly it is that you want. If you are going to purchase views I really haven't done that in a long time. I know there are some people that do it and they do actually have success because again like I was saying before, if you can get high retention views where people are watching the majority of your video, that actually can really, really help you with ranking your video on YouTube in specifics. Just make sure that is a high retention view and again it has a good track record because that can definitely help with rankings on YouTube. Steve: Interesting, okay. What are you doing? I heard some people talk about we’ll give some formula or outline for what to make, what to put in the video to make sure that they’ll push pass minute seven or whatever it is. Do you have anything that you would recommend there? Nick: Yeah, for sure. There’s a couple of things. The first thing that you definitely need to know, basically how I get all my traffic for the most part is it’s all based on keywords. People come into the search engines and this is just like general in terms of search traffic. Basically people will come in, they’ll be searching for something, I mean you and I have done this just as much as anybody else is that they have a concern, they have an issue, they need help with something. They come into the search engines and they start typing it out whether that is how to lose weight, how to grow tomatoes. It doesn’t really matter, it just pertains to whatever your business is but they’ll start searching things in and then they’ll find your videos if you start uploading videos, you do it on a good channel, you start optimizing it. Your videos are going to start rising towards the top of the search engines. What you need to do when you’re making your videos is that you need to let your viewers know that they are at the right place. Let’s say for example that you did make a video about how to grow heirloom tomatoes for example. What you need to say in the beginning of the video, you need to let your viewer know that they’re in the right place at the right time. You say, “Hey, you probably landed on this video because you are looking, you started searching out how to grow heirloom tomatoes,” right then and there they know that they are at the right place. That's what starts it out and then if you can get technical and say, you need to say this, you need to say this, but I think it ultimately comes down to is that you need to let them know that they’re in the right place and then give them value. I know it sounds stupidly simple but I think there’s many people out there that just like they’re trying to heighten all this traffic, all this stuff through your website. People are smart, you can’t bullshit people... When you’re genuine, when you give value and you’re just a real down to earth person then that’s when people recognize that. People will connect with you just on that fact based alone, they might be coming searching for information they want to learn how to grow tomatoes or lose weight or whatever it is. A lot of times people just want to connect with somebody and I can’t tell you how many times I’ve had that happen where people just, they’ll hit me up on Facebook and they’re like, “Yeah, I mean, your video is great and all that but you just seem like you’re a down to earth person, you seem like a good dude and that’s why I came out and connected with you.” Steve: Interesting... I have had it happen before also and I never realized that that was probably it. I’m trying to be authentic on camera, you know what I mean? I’m just being myself and I have people come back and say, “Hey, you’re the man. I have this feeling when I was talking to you I should reach out to you,” and I was like, “What kind of feeling? All right, thanks.” Interesting. Yeah, that’s cool you bring that up... There really is as simple as that just answer the question, let them know that they’re there and then connect with them. There’s a guy I was listening to and he was saying something like, “The first 20 seconds you have to do something crazy to keep their attention. The next 60 seconds then you got to teach a little nugget then the final two minutes do something that’s also a little crazy to make sure they come back next time.” I was like, “Man, that’s a lot. All right,” but that’s so much more simpler route to do that. What kind of timeline do you usually look at when you’re trying to rank a video? You know what I mean, like how long it usually take? Nick: Again, it’s kind of goes along the same thing I was talking about just before and there’ll be a lot of people that say, “You got to make two to four minutes.” I certainly agree to that to an extent because like I was saying before it’ll help you start ranking your videos a little bit more if people are watching more of your video. If you have a shorter video it’s more likely that people are just going to watch more of it. If you have an 11 minute video then obviously less people are just going to watch it just because everyone has shorter attention spans. It does depend on the video that you’re doing because specific keywords especially like I do a lot of reviews. I’ll be honest that’s where a lot of my traffic comes from, a lot of my buyer traffic. That's just kind of a nugget right there. If you can start doing some reviews like that’s going to be some of your best traffic out there. I’ve got review videos that are like 10, 11, 12 minutes long and people watch the majority of it because buyers, think about this, buyers will watch, they will watch everything and they’ll read everything because they're thinking about it from your perspective. If you’re going out there and let's just say for example you want to buy a new MacBook or yeah, let’s just go with that example. Are you going to go to the website and just like look at a couple of pictures and then buy? No, you’re probably going to be going, you’re going to watch the hour long keynote presentation, you’re going to watch the ten minute video that shows all the details and all the benefits and features on the MacBook. You’re going to be talking to people, you might even reach out to a support. Buyers they will do their research. To just tell you, “You have to have it four minutes long,” or, “You have to have it ten minutes long,” I can’t really tell you that exactly because if you just target keywords that are buyer keywords, people are going to be searching that stuff until they make that buyer decision. Does that all makes sense? Steve: Yeah, it does. That’s a great insight. It’s not like a two to four minutes, there's not a hard fast rule, it's just hey whatever is … Make sure first that you’re actually delivering value and answering the question and coming back to them. Nick: Yeah, and if you’re asking for a short answer, I would say keep it shorter if you can but if you need more time to explain everything that you need I think there’s nothing wrong with that. Steve: What kind of buyer keywords? I mean is there’s a trend in good buying keywords, you know what I mean that you’re saying? Like across mostly internet or things that will pull your videos apart because those keywords are more valuable or you know what I mean? Nick: I’ll just be honest, review videos are probably the best videos that you can possibly make. Steve: Really? Nick: Yeah, because the reason people are coming and looking for reviews is because they saw a video or they saw a product and they’re a buyer. They’re looking for more information on that, they want to get everything they can possibly know about that. Once they figured out, once they see your video, once something clicks and they make sure it’s the right product for them then they’re ready to buy right there. Does that makes sense? Steve: Interesting. Yeah, 100%. I was just thinking too I’ve got like, I don’t know, 150 videos on YouTube but 90 of them are unlisted or whatever so that I can put them inside of websites and things like that. Do you have a preference at all? Have you found that there’s any kind of, I don’t know. I don’t even know, favoritism given to people who stay on the YouTube website versus watching YouTube video embedded on a page? Nick: I haven’t really done too much embedding on different pages so I can’t really speak for that. One other thing I was going to touch is the fact that you can actually look at your analytics too and you can see which videos people are watching longer. You can see the average duration on how long your viewers are staying on your video... Steve: Yeah, I love the stat section in the back of YouTube, it’s nuts. Most people don't look at that by a part but it’s pretty fascinating. Nick: Yeah, it’s great stuff and I actually just like within the last few months I’ve really started looking at that stuff a lot more and it’s really helped me. We just go back to the whole thing about testing seeing what works and then start doing more of what works. That what I was doing is I was really taking a look at the analytics, see what the videos that people are staying on for a long time and then just making more of those videos. Because there’s some videos where people are staying on for less than a minute through an average of 10,000 views. I’m like, “Okay, that obviously didn’t work so let’s throw that away. It was a good test, that was some good feedback, I won’t do that anymore so let’s move on and let’s find something better.” Steve: I just wanted to touch on something because this really matters a lot in kind of my world. I build funnels all day long, just tons of sales funnels and that’s kind of what I was looking through on your site mentorwithnick.com which is super cool, everyone should go there, mentorwithnick.com. You’ve got a quiz there and we’re a huge a fan of quizzes, it kind of pre-frame people. You got a welcome video from you and automated email that I got and then a link over to $1 offer. Kind of a cool biz opportunity there or business product I should say. Usually what we do when I build these types of funnels. You just kind of took me through in that mentorwithnick.com is we’ll always take those videos and enlist them and put them inside a funnel. I mean, I never let people just sit inside of YouTube format. I think it’s interesting that you just said … I mean it sounds like almost all of your review videos they’re all on YouTube anyway which makes sense. That’s what people are searching. That’s fascinating though. I guess I’m just recapping that. That’s cool though. Do you ever embed it all I guess, I mean you obviously did on that welcome video with Mentor With Nick. Nick: Yeah, that is one place that I do embed, I kind of almost forgot about that but those are like the only places. Mostly just like welcome videos or I like to call as bridge pages, like you said I do promote different things, different opportunities and stuff like that. What a lot of people will do is they’ll just send traffic directly to an offer and while that can work for sure like I’m not saying it can. Steve: It’s rough though. Nick: Yeah, pre-frame that a little bit and kind of just introduce them, kind of welcome them into your world. That’s a big thing it’s just like saying, “Hey, I’m here for you,” like, “I got your back,” like, “Don’t worry,” like, “We got this taken care of and you know I’m going to introduce you to this thing and you can certainly take us up on that but if not, you know, just connect with us.” So many people just want to connect with somebody, that’s what my whole video is about and after they opt in it’s just kind of saying, “Hey, I’m here,” like, “If you need anything from me you’ll be receiving some emails from me and you know I’m here to help you out.” I think that’s just a lot better way to do things instead of just like hard driving traffic to offers... My honest opinion that’s going to drop convergence but it’s also going to drop your audience where they just think that you’re just trying to sell them all the time. Steve: Yeah, 100% I agree with that and I was impressed with that video that you put out there, I thought that was really good. I always draw out funnels like crazy and in my world we call it funnel hacking. I was going through your funnel and drawing all that out, the emails that came, things like that and it’s not like you need that welcome video, the one from you. Technically you don’t but I thought it was interesting and cool that you put it in there because I watched the whole thing and it made sense to me is like, “Hey, there’s a lot of trust and there was a lot of ...” What’s the word? I can’t think the word. After watching the video I was like, “Hey, this guy is real. That was cool. What a good video,” and it set me up because I have to tell you when the next video started I was like, “Eh.” I don’t know but because I watched you, I was like there was a lot more trust, like a lot more stock in that video. Anyways, great example right there, I thought that was fantastic... Nick: Thank you. I appreciate that. Steve: Yeah, everyone go checkout mentorwithnick.com, that’s an interesting process for a bridge page right there. That’s really good. Nick: Thank you. Steve: Do you send people to quizzes a lot also? Nick: I use that capture page right now because it seems to be converting the best. I’ve noticed that in the past like I even got opt in pages like that up to like 50% opt in rate for all my traffic which is really good. Right now I’m sitting at around like 39%. I mean that’s for the best that I’ve done. I’ve tested with a lot of different stuff and everything else have been kind of sitting around like 32 to 33 maybe like a little bit higher than that. I just use that because it just kind of like gets them invested... They have the two step opt in and you are obviously very familiar with all this stuff and that works really well where you have to click on something that makes it a little bit more congruent. They’ve already invested a little something to make sure they put their email address in but the survey just kind of adds a little bit more like they’re taking a quiz and then they’re like, “Okay.” Now, they need to put their email address in and they’re already a little bit more invested so they’re more likely to continue with that action, that whole congruency. Steve: 100% plus then you can follow up with them, you got their email address and you can re-market to them and ask them if they got the trial. Yeah, great for you, great for them. Yeah, I completely agree with that too. I had this quiz who’s probably about 50% also, same thing. It’s just quizzes are great things for people. It was only like four questions but it set them into my … It was the same thing that you did which is what I was laughing at, “Where did you hear about us from?” and it was like, “Facebook, Oprah, Obama mentioned me,” and then other. I’ve never been on those things before but because they heard those names first and then your name last or even other, it’s a lot more stock also. Just increases your authority like crazy, not that you want to be deceptive but it does give you more authority. The next question was like, “What age range are you in?” and these are questions that sometimes don’t even matter or you can ask questions that just kind of poke them in the eye a little bit. “How much do you make on your side business every week?” “Zero. A hundred bucks,” and then just, “I got to choose the lowest one.” For a weight loss product, “How many products have you tried?” but at the time your solution comes up they’re like, “Man, he’s right. I fail every time at this. I do need to buy this product.” That’s interesting though. Cool. Hey man, I don’t want to just keep taking your time. I appreciate you getting up early to do this with me. Where can people learn more about you and join your world like you were saying? Nick: You can add me on Facebook, that’s a good place. I am kind of maxing that out now. Lately I’ve been going pretty hard with getting people add me and everything like that. My friend list is kind of maxing out right now so I did also start up a new Instagram account, a new Snapchat account which my usernames are Mentor With Nick, just kind of goes along with my website. You can also go to my website like you mentioned before which is mentorwithnick.com. Steve: Mentor With Nick Instagram and Snapchat, mentorwithnick.com also and then also on Facebook. Hey Nick, I appreciate it man. Thank you so much for taking the time again and for dropping all the nuggets you did. Nick: Yeah, for sure man. It was fun. I always love getting on with like-minded people and just chat marketing something I’m very passionate about. Steve: Yeah, I appreciate it. Everyone else usually who talks about it, sometimes they feel alone in this world. Anyways, it’s cool to meet you man and I do appreciate it. Nick: No problem, man. Happy to be on. Steve: All right, talk to you later. Announcer: Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Have a question you want answered on the show? Get your free t-shirt when your question gets answered on the live Hey Steve Show. Visit salesfunnelbroker.com now to submit your question.

Green Meadows Beef is an unique family business providing grass feed beef direct to the consumer. This is the story how the Carey family have built their business of providing raw materials to the end user and the way they have used social media to take it to market     Today’s guest is Nick Carey, Director and General Manager of Green Meadows Beef based in Taranaki.  Green Meadows Beef is a unique family business who have built their business primarily using online and social media platforms.  The business has experienced tremendous growth over the last five years.  Craig and Nick talk about what started as an offbeat idea that has become big business for his family.   In 2012, his family decided they wanted to add value to their products.  This propelled them to launch a paddock to plate system.  This involved shipping products from their farm through their own processing and distribution channels.  Their direct-to-market through online sales has formed a big growth part of their business.   Nick’s father, suggested for them to try and market their beef product directly to the consumer.  They sat together as a family and formed a new way to get their products to the market, and soon, they recognized the opportunity of selling online. This propelled them to launch a paddock to plate system.  This involved shipping products from their farm through their own processing and distribution channels.  Their direct-to-market through online sales has formed a big growth part of their business.   Nick started his career as a commercial lawyer in Wellington and New Plymouth His role in this new family business was in the development, branding, and logistics.  Soon enough this was taking most of his time and he eventually decided he needed to quit his job as a lawyer.    That was a leap of faith for Nick, who has had to adjust to being an entrepreneur.  There were four key problems Green Meadows Beef was solving for the consumer.  These were (1) Time saving (2) Ease of purchase (3) Quality assurance, (4) Provenance.   Nick and Craig also talk about how wildly successful My Food Bag has become.  It is a website that allows it’s customers to order a food bag for a varied number of people.  It is also customized for them in terms of the number of people and their diet.  My Food Bag has revolutionized the industry.  Countdown eventually came up with a similar concept of online selling.  There was a big shift in the market of people being more open to purchasing food products online.  That assured Green Meadows Beef of its market.    In terms of marketing research, they were lucky that Green Meadows Beef was nimble enough to adapt their offering as well.  This included having to tweak their operations on the way.  They started out selling bulk-frozen packs and delivering them through chilled or frozen trucks.  However, it has now evolved to a point where they can customize their own products and deliver them the next day, chilled, through a courier.   Nick’s journey has not been without challenges.  One day, his company’s freight company informed him that they were no longer going to deliver Nick’s frozen meat packs.  As a result, he was forced to change his business model, which led to better results because they are now selling fresh produce instead of frozen produce.   Another challenge Nick has had to face was the price of raw materials.  Over the last three to four years, the price of raw materials has almost doubled.  At the same time. One of the things that has raised the price of the raw product is the price that it can otherwise be sold elsewhere.  Export of demand has been high.   They now run their farm as a separate business from their meat processing.  Each company has different governance, advisers, and processes.  Ensuring that the two businesses were independent of each other will help with succession planning and will force each one to be profitable on its own.  .  However, with the easing off of demand in the United States, the farm gate prices have been affected.    Nick learned to focus on the role of governance and the value of the right independent advice.  Another crucial area that Nick has focused on is being able to get accurate and timely business information, dealing with changes in technology and how scalable that is, and finally, achieving a profitable core business before evolving into other paths.   Another thing that Nick has focused on is learning how to work with his people.  Getting the right staff onboard has been a good learning experience for him.  He makes sure his employees have clearly defined roles, responsibilities, and reporting lines so that he could focus on working on the business and growing it.  Nick has been able to retain his staff for 4 years now.  He hardly needed to do cold hires because he utilized the benefits of his networks.   As for online selling, Nick uses mostly social media such as Facebook and Twitter to connect with people and to build an audience.  They do mostly paid advertising now.  He initially did everything in-house but has started outsourcing it already using a marketing consultant who works remotely for them.   In terms of content, Nick suggests that you keep it personal, relevant, and fun to keep his customers engaged.  With competition sprouting up more, there is a need to ensure that you get heard.  Nick’s friend once said that content is king but engagement is queen and she rules the house.  You need to be able to engage your followers.    Currently, they are on Pinterest and Instagram but it has been a challenge to maintain everything.  They use third party tools to help with the marketing side.  They also use cloud based systems that help cut costs and get things done.   What Nick enjoys about being in business is building something from the ground up, seeing the evolution of that business, and having a chance to enjoy its success.    As a lawyer, Nick had a structured and disciplined career.  At the moment, he says he has very little structure in his life now.  Working with creative types, for example, causes him to work longer hours and deadlines extended.  He deals with it by communicating well with his people.  He says that if you spend a good portion of your day through communicating, it makes the day go so much better. This goes back to having structures in place so the rest of the team can function harmoniously while you’re communication with them.    Nick’s challenge working with his family is ensuring that there is regular communication in terms of what’s happening in the business as well as asking for feedback.  He suggests that there has to be a clear distinction of business and family time.  It is important that everyone gets their chance to have a say but at the end of it, they are able to sit down and have dinner together.   In terms of having external professionals and mentors for his business, Nick says that one of the critical things is finding the right independent advice.  His solution has been to persevere until you find exactly what you need at a particular time.  As your business continues to change, so does the levels of advise.  Nick has found that having an independent director has helped him fill the skills gap.  Engaging the services of experts can be beneficial to his business as well.    Nick does not dwell on the past.  His company has a year end review where they identify what worked and what didn’t so that in the future, they can learn from these experiences. Nick says that in hindsight, he would have focused on margin analysis in his business and having a better handle on his cash flow and budget.  This has become one of their strengths and has allowed them to diversify the business for a more consistent cash inflow.   Being content in terms of business and the industry that you’re in is a mistake that business owners make.  As an example, the evolution of online selling has had an effect on traditional purchasing.  Nick suggests that you need to stay on top of things and not rest on your laurels because you don’t know what’s around the corner.   Strengthen your core business and ensure that it is profitable and sustainable before you venture out into other business opportunities.  At the moment, there is a need to develop relationships with consumers because people want to know where there food comes from, how it’s produced, and what’s going on.    Visit www.GreenMeadowsBeef.co.nz for more information.   TRANSCRIPT NICK CAREY    Craig: Hi guys!  Craig here from The Project Guys. Today in our podcast, really happy to introduce Nick Carey.  Nick is a Director and General Manager of Green Meadows Beef based here in Taranaki.  Green Meadows Beef is a unique family business who built the business primarily using online and social media platforms.  They specialise in suppling New Zealand consumers’ grass fed premium beef, where you online, and delivered to your door in twenty four hours.  And their business has experienced tremendous growth over the last five years.  What started as an offbeat idea and working from home office is now having their own dedicated butchery and retail premises and offices.  So, welcome Nick.   Nick: Thanks Craig.  Thanks for giving me the opportunity to tell a little bit about our story.    Craig: No drama at all! . Tell us a little bit about your background and why you decided to go into business.   Nick: Well, my background was as a commercial lawyer for a few years both in Wellington and New Plymouth.  We as a family, I guess, back in 2012, decided that we wanted to add value to the products we were producing which was mainly meat or beef and as a way to, I guess, cement the family farm and those plans through a formal succession plan, we decided to launch an integrated pallet to plate business which is shipping products from our farm through our own channels and processing channels, as Craig mentioned, direct consumers New Zealand wide through the different channels we utilise it at supermarkets, restaurants, and caterers and of course, direct-to-market through online sales, which is our biggest growth part of the business.   Craig: So, you’ve mentioned that you were a lawyer and then from a lawyer to an entrepreneur, it’s not a traditional path, was it your idea to do businesses with family?  How did it all sort of evolve?   Nick: Yeah.  Evolve is probably the right thing to say.  It was my father’s idea to try and market the products.  Obviously, we soon recognised online was a much easier path than let’s say the traditional paths of standing at farmer’s markets or carport sales or whatever it may be where other people are maybe trying to sell similar products.  So it’s at that time, all of us, I’ve got two siblings.   We all became involved to help form a plan to get the products to market and I helped here on the side with development and branding and things and arranging all of that and then once we launched the business, it became pretty evident that I wouldn’t be able to continue in my day job and helping out with the business.  So it was about, I guess, 3 months in that I gave up…   Craig: Oh, that quick! Yeah.  Yeah.   Nick: Yeah.  Yeah.…full-time paid employment to jump into the business.   Craig: To be poor for a couple of years.    Nick: Yes!  Yes!    Craig: [laughs]   Nick: Forever.    Craig: Forever.  [laughs] Yes!  Yes!  So, when you started, obviously, it was just quite a bit different and there’s a new concept.  Get away from the farmer’s markets or selling to a wholesaler, direct….did you guys do any market research and that actually work out where you had a legitimate market and business…   Nick: Uhm…   Craig: And what are the problems you’re solving which are and I suppose were time saving and ease for the purchaser, wasn’t it?   Nick: That and also quality and provenance.  So those are I guess the 4 key messages or key problems we’re solving for the consumer.   Craig: Yeah.  Yeah.   Nick: In New Zealand, at that time, there was a limited range of producers doing what we were doing.  Certainly that landscape has changed now and more and more are coming on board to be…whether it’s in meat or other ___ farm products or whatever.  The launch of things like MyFoodBag and you know and the whole…   Craig: Which is wildly successful.   Nick: Exactly.   Craig: Yeah.   Nick: And a great example of success in this market.   Craig: Yeah.   Nick: So I guess in…when the business was in its infancy, there was only a couple of competitors in New Zealand.  I don’t even think Countdown had really launched their…   Craig: Right.   Nick: Online sales at that time so obviously, we’ve noticed a big shift in the market and people being far more open to purchasing food products online.  So, with our research, it was really based on looking at producers in Australia, the United Kingdom, and the United States, seeing what they were doing, what offerings they had.   Craig: Yeah.   Nick: And obviously, because we…we were selling online, just online only at the start, it did allow us some chance to scale as time went on so there was no pressure of having products ready to go with no markets.   Craig: Yeah.   Nick: So I guess, we…we are currently on to building website number three.   Craig: Right.   Nick: So there has been multiple chances to refine the offering based on our own learnings…   Craig: Yeah.   Nick: Rather than…than doing too much…   Craig: Yeah.   Nick: market research at the beginning, I guess, which  potentially a pitfall…   Craig: Yeah.  But…   Nick: that were fallen into but we’ve been lucky that we’ve been nimble enough to be able to adapt that offering to…   Craig: Yeah, yeah, yeah, yeah…   Nick: to see that…what does that mean?   Craig: Yeah.  Oh, it’s a case sometimes of getting that ___ to market and then work out having to… and having to tweak everything on the way, isn’t it…   Nick: Exactly.  We’ve started out in our industry selling bulk frozen packs and delivering it via the chilled or frozen trucks…   Craig: Yes.   Nick: all over the country where it could take anything from a week to two weeks.   Craig: Right.   Nick: To be delivered to the model that we have now and it’s evolving as you can customise and pick and choose your own products…   Craig: Yeah…   Nick: …and it’s delivered the next day, chilled via courier, so…   Craig: Yeah.   Nick: You know, there’s different challenges that come at you and one of that for example was the freight company telling us, “No, we’re no longer gonna deliver your frozen meat packs.”  So…   Craig: Oh, is that right?   Nick: So your business if often forced to change…   Craig: Yes.   Nick: …which can obviously lead to better results…   Craig: Yeah.   Nick: …because the consumer appreciates…   Craig: Yeah…   Nick: fresh produce versus…   Craig: Yeah…   Nick: frozen produce.    Craig: So there.  So tell us a bit more about the challenges and the learnings you had in those early years and maybe also the challenges you’re facing now and how that evolved?   Nick: Definitely.  I guess the critical challenge for us been the price of our raw materials.   Craig: Alright.   Nick: Just to put them in a little bit of context and background, we run the farm as a totally separate business from the meat processing…   Craig: Yeah.   Nick: Different governance, different advisers, everything and we thought that was a critical distinction from a…   Craig: Uhm…   Nick: …a governance point of view particularly in the family situation so that we had two separate business which were hopefully, hopefully independent of each other, both supporting…   Craig: Uhm…   Nick: …themselves.  So…   Craig: Also that.  I guess it also helps with succession planning too.  Exit strategy is one [incomprehensible]…   Nick: Exactly.  And obviously that’s what we’re focusing…   Craig: Uhm…   Nick: The meat processing business now is taking on a life of its own with contract manufacturing…   Craig: Yeah…   Nick: …and things like that so…obviously anytime, I mentioned it at the start that the farm is very much part of the succession plan but if there were something that caused the farm to go, well, we’ve got another business…   Craig: Yeah…   Nick: And vice versa, we could always onsell the meat processing side of things.   Craig: Uhm…uhm…uhm…   Nick: …and keep the farm…   Craig: That’s right.   Nick: But so…part of it is that the farm must obviously make a profit…   Craig: Yes…   Nick: So we have to purchase the animals that we’re using through the Green Meadows Business from the farm at the prevailing market rate…   Craig: Yes…   Nick: Over the last three to four years, that price of raw materials has almost doubled…   Craig: Oh sh….   Nick: Without a corresponding rise in meat prices at the consumer end…   Craig: Yeah…   Nick: There’s still a certain barrier at the consumer end as to what a sausage or whatever may cost so I guess that’s been the critical challenge that we’ve face and we’ve had to really adapt and change our product offering.  So…   Craig: So what’s driven the price of the raw product up?  Is it the price on the farm to produce that product?   Nick: No, it’s the price that it can otherwise be sold elsewhere...   Craig: Oh, okay.   Nick: So, export demand, primarily out of the U_S where ground beef, easier ground beef is exported…   Craig: Okay…   Nick: …to the U_S and it’s been in quite high demand in particularly out of China as well…   Craig: Right.   Nick: So, depending on what’s happening in those markets, I’m assuming we’re seeing an easing off in the United States at the moment on demand which, of course, is then having a…   Craig: Yeah…   Nick: …a correlation back to farm gate prices here.   Craig: Cool…   Nick: So I guess with that challenge, we learned quite a lot and kind of like it’s focused a lot on what’s happened in the business so there are a couple of points off the top of my head…   Craig: Yes…Yeah…   Nick: I guess the role of governance and the value of the right independent advice has been a critical things that we’ve taken from it, I guess the information we’re pulling out of the business in terms or accurate and timely…   Craig: Yup…   Nick: …business information, technology and how scalable that is, what machines can really make our day better…   Craig: Right.   Nick: Versus culling out some of those manual processes, cause obviously, bearing in mind making food can sometimes be a relatively manual process…   Craig: Yup!  Yeah…   Nick: And then it all comes back to achieving a profitable core business before evolving into other paths.  So, we’ve really focused over the last year or two on what is our core business, how to make it profitable before launching into some other opportunities as well.    Craig: So how do you take yourself out of the business to work on the business around those things you just…   Nick: Yeah, well, as the businesses continue to grow, we’ve been able to put staff into roles that I was otherwise doing, so for example, we’ve just taken on an operations manager who is handling most of the day-to-day production and supply side of the business whereas I’m just handling the demand side and obviously everything else.  So the finances and working on the business so, I guess that’s been a good learning is getting the right staff on board, making sure that they have clearly defined roles and responsibilities and reporting lines so that that then frees you up to do as you say, “working on the business,” and growing it.  So we have that clearly…clear definition of okay, operations manager was gonna focus on the supply side and production, I was gonna handle the demand, so that’s where my focus is now…is on the demand side and when you’ve got the right people and the right positions, everything is fine and it works well.    Craig: So, you’ve gotta run on a fierce podcast business and about staffing.  How’d you go and find the right staffing?  How’d you know?  Do you know?  [laughs]   Nick: I guess, that’s a good question, “Do you know?”   Craig: Cause that’s critical, isn’t it?   Nick: It is and we are fortunate that in nearly 4 years, we’ve retained all our staff which I guess, obviously speaks of our environment also.  The direction that we’re pushing the company.  It…it’s…I guess it comes down to clear jobs…just clear job descriptions when you’re going so you know exactly who you’re looking for so when you find them, you know, they tick all the boxes and utilising the benefit of networks because all of our staff have been knowing to….   Craig: Someone…someone…   Nick: Yeah.    Craig: Someone who knows somebody…Yeah…   Nick: Exactly, so now I’m doing that thing with cold hires but I can see that the next thing we’re already looking for our next staff member, which is scary…   Craig: Yeah…   Nick: But I can see that that will be a cold…a cold hire so I guess that will come down to getting clear…clear pre-employment checks and questions and also making sure they’re the right fit for the…   Craig: thing…   Nick: Exactly.   Craig: Cool.  Awesome.  So, you have used a lot of online tools and platforms that you’ve touched on before to build the business to where it is.  Tell us about the strategy and has that changed over the years and if so, how or….yeah…   Nick: Yeah…It’s a different __part obviously with online selling.  You wanna connect with customers in real time and I guess social media in particular is great for that.  We’ve primarily used Facebook and Twitter for the connecting with people and building an audience at the beginning.  I guess how that’s changed is we’ve now moved from just connecting with customers and building that brand and that relationship through the more paid advertising now.  So we do a lot of online marketing in terms of ECO and pre marketing and also direct marketing through the likes of Facebook.  So, I guess it’s building a network and a platform, which would then turn into an opportunity to market, so…   Craig: Did you do all that in-house, or do you outsource it?   Nick: We did start all that in-house but now I’ve outsourced it.  We have a marketing consultant who works remotely for us, who handles all that ECO and ECM marketing.   Craig: And what about all your Facebook engagement?  Cause I know when you first start your business, you’re massive on engaging with your audience, you do a lot of that at the start.  Is that still done in-house?  Or…   Nick: It’s still done in-house and obviously that’s been one of the challenges I found is that I handle that role as the businesses grow, keep it…personal, and keep it relevant and keep it fun which is how we engage with our customers and perhaps that’s something I could be doing better.    Craig: [incomprehensible]   Nick: I think as we came and set the so high with using that as a focus, it’s kind of…you can easily fall by the way, so…   Craig: That’s so much of a big challenge, isn’t it because that’s how you built the brand and showing you some of the loyalty stats.   Nick: And I’m definitely seeing that with other influences that I follow that they came out with a good solid two years of social media engagement and then now it’s sort of dropped back…   Craig: Yes…   Nick: And I don’t know whether that’s just the maturing of the market and there are a lot of these platforms now and monetising, they’re successors, so it now makes it difficult to instigate…seen whereas in the beginning it was relatively easy but I think you raise a good point about engagement because a lot of the focus on social media a few years ago was all about content and posting the right sort of content but now, I know a person who writes and used to podcast a lot of Facebook.  She said that content is king but engagement is queen and she rules the house.   Craig: Yes…   Nick: And it’s sort of something that’s always always stuck with me because you can have great content but if you’re not getting anything back from the people you’re publishing it to, what’s the point?   Craig: Yeah, you could have 100,000 followers but if you’re not engaging them, what’s the point?   Nick: Yes.  So I think, you know, that’s a key thing to keep it at the back of your mind because it’s not a question of numbers because it’s like you said, it’s how they’re engaging.    Craig: You said when you sell your products you use Facebook and Twitter, yet have you tried the other platforms at all?   Nick: We do have a little bit on Pinterest, obviously we’re in a food business and Instagram, but it’s again, it’s the challenge of maintaining everything.  We do use a lot of third party tools to push the marketing side of things which we find works well and we obviously into the day to day side of things prefer to use online tools for managing the business, whether it be accounting software, our website is all run on a third party CMS which is obviously cloud based and what else do we use in the cloud?  Design tools and everything like that that’s all accessible now which really help (a) cut costs and (b) get things done.   Craig: So what do you enjoy most about being in business?  What strokes your ties?   Nick: Tough question, but I guess it’s with building something from the ground up and seeing the evolution it’s having the chancing to leap at success.  There are days obviously that I don’t enjoy leading.    Craig: You wish you were a follower there mate? [laughs]   Nick: Yeah.  Exactly.  When you bring in HR and customer issues and things like that.  Obviously, you want to do a good job, whether it be your staff or your customers but I guess that’s the critical thing is having that chance and opportunity which I do feel fortunate for that you know, we’re in a position that I was able to leave my fulltime employment to follow something which I could see working and it…with just a few challenges and refinements.  We’re now well on a path to making a success.    Craig: Yeah.   Nick: So that’s pretty special and something that I hold dear and try not to abuse really but it is a bit of a privilege to do this so if I can keep looking at it like that, then it’ll keep me focused and also keep me grounded.   Craig: Grounded, which is what New Zealand ___ is all about.  Cool, you hear that?   Nick: Yeah, I guess we at the start to kinda pushed the business and I do believe in it is we did a lot of PR work which is obviously the opposite to the grounded because you’re having to put yourself out there and tell your story and that can be difficult at times especially when you get…things like TV involved, so yeah, I think that’s a good balance to have.    Craig: So, ____ what have you learned from you know, five or six years ago, when you left the safe little confines of a lawyer’s office…   Nick: To me, just by one and a half years…whatever it was…   Craig: You were very structured and disciplined to doing this.  What have you learned as a leader?  Here, professionally and personally?   Nick: Yeah, I guess a couple of things, you do mean structure, I have very little structure in my life now.    Craig: [laughs]   Nick: Just by trying to plan things, you know, obviously things never really go to plan.  So that’s been difficult in terms of deadlines and things like that as I’m understanding how things work in the real world versus a lawyer’s world where 5 o’clock Friday was your excellent deadline and you wouldn’t dare go past 5 o’clock Friday whereas when you start involving perhaps creative types into the mix and deadlines can often extend.    Craig: Yes.   Nick: So that’s been one challenge for me personally and also from a managing or leadership type of thing.  Communication and understanding the importance of communication internally and externally and you can never really over communicate particularly with staff and things of concerns.    Craig: Yeah.   Nick: I guess that’s another that I’ve really learned is you spend a good portion of your day through communicating and it makes the day go so much better.   Craig: Yes.   Nick: But then it comes back to what I mentioned earlier about having the structures in place so that the rest of the team can function harmoniously while you’re communicating with them…the team…   Craig: Yeah.  And what about the family dynamic, isn’t that communications is key?  Sometimes, the family businesses, they can either go really well which is good or goes real bad because one of the first rules of business is don’t ever do business with family members, isn’t it?   Nick: It is.    Craig: Yes, back to the question.  Sorry about the rain everybody!  So I asked Nick about the dynamic of working with some family members.  One of the first rules of business is don’t go into business with family.  So I guess it has worked here.  From a leadership point of view, the communications point of view, have you managed that?   Nick: Yeah, it has been both a benefit and a challenge to go into business with family.  On a daily basis, I work with both of my peer, so on a day to day to basis, I mean, both of my brothers work externally from the business so two problems obviously, or challenges working with family day in day out but also having family interested in the business but not having the experience or benefit of seeing what’s happening day to day so we have pretty regular communications between in terms of what’s happening in the business, asking for feedback that they’re both very helpful and useful, these are my brothers who don’t work in the business.   Craig: Yeah.   Nick: But balancing that you also have a clear distinction of what’s business time and what’s family time because there’s always that tendency to make family time always business time and I think that’s critical particularly in terms of my own domestic situation as well, I’ve got a partner who doesn’t work and the person that’s end to end in terms of say my parents with their grandchildren and things like that.  It’s still got to operate in a normal situation and we are very open with each other so there’s never any issues in terms of overstepping lines or boundaries.   Craig: Yeah.   Nick: And I think it’s really important that everyone gets their chance to have a say but at the end of it, we still sit down for dinner.   Craig: Yeah, yeah, yeah.  Cool.  Cool.  So you’ve always had external professionals and mentors for your business and I believe now you’ve got a Board of Directors and an independent director tell us about what made you decide that you needed this and the benefits of using these strategies and advise that is out there around using mentors or Board of Directors, etc.    Nick: I guess one of the critical thing is finding the right advice, independent advice and it can be a struggle at times, so I guess what I sort of found is keep persevering until you find exactly what you need at that particular time and your levels of advice and who can advise you changes as the business continues to change…and…   Craig: Evolves.  As the business evolves…   Nick: Exactly, so I think the best thing you can do is get out there and take advice as step one but then if you’re not getting the right sort of advice is going out and looking for some different advice.   Craig: Yeah.  Yeah.   Nick: So, we’ve had, as you mentioned, a range from formal strategic planning with our accountants through the business mentors through to now an independent director who I work with closely on a daily basis and they’ve all had their uses and purpose but having an independent voice daily looks like some of the skill gaps that we have or that I have as well is really important and I guess that’s what I see the benefit…the main benefit of the independent board is to plug the skill gaps and I mean we are looking now at maybe bringing another independent onto the board who has some different skill set that none of us have secure around dealing with marketing to the end consumer…   Craig: Right.   Nick: And events cg and things like that so it’s…   Craig: So it’s skill gaps or experience gaps?   Nick: I guess both are incredibly relevant because you get the skills from experience so I think yeah.  I think both are intertwined.   Craig: And you said before that when you first started out your sort of a range of advisers, I mean, it’s the right advice.  When you start out were you ever nervous and scared about what’s going on.  So how do you know if you get some right advice?  If you’re speaking to for example an accountant and they say you should be doing this strategy, how do you know, is that the gut instinct or it is…how do you know if it’s the right one or the wrong one?   Nick: Yeah, it’s a good question because I guess when you go into business you’re always confident and pigheaded and you don’t really wanna take advice.   Craig: No.   Nick: And then to sit over the table with someone and, no offence when you’re listening to maybe to sit over the table with someone, no offence to any listeners who may be in the accounting profession or something.   Craig: Someone’s profession…   Nick: Who’s telling you you’re doing this wrong, you’re doing that wrong.  You know, it can be difficult so I think it’s not a case of knowing or choosing what that right advice is at the start but getting a lot of advice and really going out there and getting as much in as you can and taking bits and pieces from different sources to kind of form that plan because you and only you, I guess will know exactly how the business is going internally or what your dreams and goals and things are but it does help to get as much advice from them.   Craig: So that could be what we’ve talked about accountant, but there could be other business owners that could be lawyers, other professionals, and that’s where networking comes in, isn’t it?  You realize that when you network, you understand that same…your peers to having the same issues you have even if they might be in a different industry.   Nick: Exactly and as many people you can speak to as possible.  You know, whether it’s just a friendly ear or someone that you admire, in your industry or a different industry.  It can be really beneficial to have that engagement.    Craig: Awesome, so the benefit of hindsight, we all do this.  What would you do differently?   Nick: Hindsight, oh yeah, it’s a great thing.   Craig: No, it’s not.  It’s a terrible thing!   Nick: I guess that’s one thing our plan is not to dwell too much on the past.  We do a year review the end of each year and pick out the points of what went good and bad and then put it together and then don’t really dwell on it too much because again, it’s what you’re looking into the future that really controls things.  So I guess with hindsight, what I would do it has been more of a focus on margin analysis in our business, so which products work well, where we can extract the most value and also a better handle on cash flow and budget so that financial side of the business from the get-go.  I spend a lot of focus now on cash flow and planning cash flow a couple of months in advance and…   Craig: So you turned into an accountant?   Nick: Yeah, well, I…   Craig: [laughs]   Nick: I think maybe I’m turning into an accountant but that was a chance to really tighten the skill gaps that I had.   Craig: Right.   Nick: In the financial management side of things and now that’s one of our strengths where a lot of similar sized businesses I see don’t have a handle on cash flow, which in my business, can actually be quite difficult with online selling because we don’t know when people are gonna bulk buy meat packs and what’s gonna happen which is why we’ve diversified the business from just straight online sales to other traditional sales so that we’ve got consistent cash flow coming in.   Craig: A little bit of advice to people.  Look after your cash flow and mind your  budget, sounds like you’re good at. A couple of hours a week takes to analyse what else has happened that week which is critical.    Nick: I guess that’s one thing that having an independent director allows me to do because we have a phone call every Friday afternoon, which…   Craig: Hi guys, so from your experiences, what are some of the mistakes that you see business owners are making.  So, we talked a little bit about cash flow.  Anything else that…   Nick: Yeah.  I guess, something a little different and that I can see out there I see is that they are content both in terms of their businesses and their industries and not pushing their boundaries and or doing the… trying alternative ways to do things and obviously in the retail side of things.  I guess something else I am saying is people being content in terms of their…inside their businesses and in terms of marketing their businesses as well so obviously, the example is that the evolution of online selling and the effect it has on traditional purchasing, and brick and mortar stores and it kinda seems like…to some of them that it’s come out of nowhere whereas the evolution of online selling has been happening in time over the last ten years or so.  So I think, I see that both as established businesses and the traditional business being content can often come back to hurt them later on.  So, i mean, that’s something else we noticed and why we’re doing things differently as well.   Craig: So, the moral of the story is don’t be scared of pushing the boundaries and thinking outside the square box, just give it a go.   Nick: And also staying on top of things and not just resting on your laurels because you don’t really know what’s around the corner.   Craig: Don’t be scared of what’s around the corner.    Nick: Yeah.  That’s just saying a little bit no matter how established you are.   Craig: So is that the sort of advice you’d give to…if you were to mentor for a better general word, either both established or a startup…what other things would you…   Nick: Yeah, it’s different keeping on top of thinss, looking overseas, seeing what’s happening whether you’re selling shoes or cats, or whatever.  It’s…there’s a lot to…we’re fortunate in this part of the world that we’re a little behind as well.   Craig: Yes, yes…I was gonna ask that.   Nick: So, it’s kind of a good thing I think for us because we can have a look and see what’s happening overseas.   Craig: You think sometimes, people fall into the trap of going overseas either to Europe or America, seeing something, trying to do it New Zealand but they’re too soon   Nick: And obviously given our market size as well as the other key issue here, and also how spread out the market is.  It’s a long way from the top of the North Island to Steward Island.  Yes, I know, I definitely think that’s true and that’s where the difficulty, I guess comes in with what I just see is…do you become an adopter or do you follow…   Craig: Become second tier.   Nick: Yeah and there’s lot of risk, in obviously going out and being an early adopter and it falling in your face which…   Craig: But then fortune favours the brave and…   Nick: But again coming back to what I mentioned earlier on in the podcast is that’s where you’ve got a profitable and sustainable core being you’ve got those opportunities to go out and expand and you’ve still got that core business to I say loosely, to fall back on but you know…   Craig: Yeah.  To pay the bills…   Nick: Yeah.  Yeah.   Craig: Yeah.  Cool.  Awesome.  And so where do you see your industry going in the next five to ten years?   Nick: Yeah, well in the markets, the direct food market, there’s differently more choice for quality and more relationships with…between consumers and producers so I definitely see that as an important step in what we’re trying to stay ahead of because people increasingly do want to know where their food comes from and how it’s produced and what’s going on so I think it’s only gonna get more and we’re gonna see return as one kind of crystal ball return to a lot traditional ways of doing things because the end user or consumer’s putting a price on all those so in our case, it’s manufactured products and more real products and people are prepared to pay more even though it costs more to produce but that’s where I see it headed.   Craig: Alright.  Cool.  Awesome!   Nick: And you’ll be more disrupters, I’ve already talked about MyFoodBank and seeing markets online so we find those disrupters coming into the market so I guess, listening to my own advice that’s where I need to stay ahead of and say exactly what’s happening in the market and what trends are coming up.   Craig: Awesome.  Awesome.  Hey Nick, we’ll wrap it up.  Thanks very much for your time.  .  How do we find you?   Nick: Yeah so we are an online business.  Our website, so you can check out our products at greenmeadowsbeef.co.nz and find us on Facebook, Twitter, and Instagram with our page will get you there.   Craig: Awesome!  Right.  Thank Nick!  Good stuff!   Nick: Sure!