Podcasts about ryan is

Patrick shares facts and statistics about Israel from the Jewish Virtual Library: https://www.jewishvirtuallibrary.org/the-status-of-arabs-in-israel Jack - I have an extended family member who was killed while traveling through Israel, last Sunday. Please pray. Teresa - I have gone through what Heidi is going through with my mother. The Church really helped me through this. Ryan - Is the death penalty an infallible teaching? How do things become infallible in the Church? Donna - Regarding Islam, I heard the Shias believe in someone who will come into the world for the end times. Do you know anything about this? John (email) – Have you ever been mistreated by Jews while on a pilgrimage? Fr. Ray - Today is the feast of Saint John XXIII. What do you think about what Saint John did regarding Vatican II?

Thank you for joining us for our 2nd Cabral HouseCall of the weekend! I'm looking forward to sharing with you some of our community's questions that have come in over the past few weeks… Ryan:Is it a sign of something wrong if I'm having air bubbles arise from the toilet water after my stool drops in? I don't have any issues with bloating or passing gas in general. When I occasionally do fart, there's no foul smell. I've run the OAT which showed no elevation or issues in my microbial markers, although I'm curious if having air/gas in my stools is something I should be investigating further? I appreciate any input!   Sarah: I've been buying this gluten free oat milk in the UK that is organic from a brand that is known for doing everything "all natural". The ingredients in this oat milk are: Gluten free oats (14%), sunflower oil and water. I emailed them to ask whether this sunflower oil was heated and they said the following "they only use cold pressed sunflower oil in the product but that the product itself has to be heated for the safety and shelf life of the drink. This is done at very high temperatures for a short period of time. " Now, I'm skeptical about this. I know that heating sunflower oil is not good for the body, or is this ok given that it's a very short time?   Evan: Noticing I get migraines when the weather gets cold. Any suggestions?   Courtney: Hi there! One of my closest friends had a pretty immediate strong reaction to the (shall not be named) virus shot. He sweat profusely as if he'd dumped a bucket of water over his head. Since the shot, vitiligo has kicked in (which he had no history of) and he continues to lose pigmentation on his face and arms. Any known connection? Advice for how to intervene? Thanks so much, from a long time patient of your practice!   Renata: Hello Dr. Cabral , first I wanna thank you for all you do for people, all your time and effort to help as many people as possible. I found you on MindPump podcast and since then I am listening and learning so much! Thank you! Here is my question, I am doing the 21 day detox (on day 11 now) everything is going great .love it so much. My sleeping got so much better. I am learning to drink more water and wanna keep the meal schedule. After this detox I was gonna do your CBO protocol but I am having dental procedure in March and I feel that it would would be waste of time and money to do the CBO protocol. They will remove some if my amalgam fillings and extract one tooth and put me on antibiotics. What would be the best approach before, during and after? I did the mineral test and candida, metabolic, mineral test December. I have some deficiencies (B12, C) I think it is from tooth infection I have going.and some bacteria overgrowth, I think. I don't have any issues really, but my body is probably fighting hard. I am 44y old. 25%fat. 148lbs. (Not sure if that helps;)) Exercise (resistance training) almost daily and have job where I move all the time. So I am quite active. I do infrared sauna (higher doze) almost daily. Thank you so much Renata   Karim: If the stool test and OAT do not show yeast/candida and oral health is on point (tongue scraping/floss/oil pulling), what would another reason be for white coated tongue? Thank you for tuning into this weekend's Cabral HouseCalls and be sure to check back tomorrow for our Mindset & Motivation Monday show to get your week started off right! - - - Show Notes & Resources:  http://StephenCabral.com/2221 - - - Dr. Cabral's New Book, The Rain Barrel Effect https://amzn.to/2H0W7Ge - - - Join the Community & Get Your Questions Answered: http://CabralSupportGroup.com - - -  Dr. Cabral's Most Popular At-Home Lab Tests: > Complete Minerals & Metals Test (Test for mineral imbalances & heavy metal toxicity) - - - > Complete Candida, Metabolic & Vitamins Test (Test for 75 biomarkers including yeast & bacterial gut overgrowth, as well as vitamin levels) - - - > Complete Stress, Mood & Metabolism Test (Discover your complete thyroid, adrenal, hormone, vitamin D & insulin levels) - - - > Complete Stress, Sleep & Hormones Test (Run your adrenal & hormone levels) - - - > Complete Food Sensitivity Test (Find out your hidden food sensitivities) - - - > Complete Omega-3 & Inflammation Test (Discover your levels of inflammation related to your omega-6 to omega-3 levels)

This week we have Ryan Robinett on Building Birmingham Together. Ryan Is the founder of Multiply, Inc which can be found online at askmultiply.com. Multiply Is a tech enabled services firm which uses operational and HR management principles to help companies of all sizes create a sales process from scratch or get more out of their current sales team. Ryan Is a graduate of Auburn University and has a masters from UAB. He and his wife Ashley have two teenage children. He began his career as an IT professional services consultant, at Accenture, before moving to CTS In 2006. Ryan was a key part of growing CTS around the southeast as it was acquired by CGI In 2017. Ryan departed CGI In 2018 and founded Multiply utilizing many of the key tenants that made CTS successful. He continues to build Birmingham together using those key tenants. Contact Multiply, Inc: Ryan@askmultiply.com Follow Multiply, Inc: Instagram: @ryanrobinett Ryan's Recommendations: The Challenger Sale by Mathew Dixon and Brent Adamson The Startup Playbook by David Kidder Man's Search for Meaning by Viktor E. Frankl Time Suck podcast This Episode is Sponsored by Forge Forge is a thriving coworking space in the heart of downtown Birmingham at The Pizitz Building. If you are tired of working from home and are in need of a place to be productive as well as be surrounded by a community of entrepreneurs, schedule your tour of Forge today! Forge Availabilities: Open seating coworking, Dedicated Desk, Private Office, Conference Room Rentals, Event Space, Business Mailing Address Workatforge.com

Bridges Live Presents Mental Health Mondays with Dr Paul and Dr Ryan C Warner Of R C Warner Consulting LLC. Dr Ryan Is a Licensed Clinical Psychologist

Hello everybody my name is Dustin Pueschel. And in today's episode of “The Chatting Comedian” I chat with Ryan Sickler. Ryan Is a stand-up comedian, podcaster, actor, and producer. Ryan was the supervising producer of season 2's of Kevin Hart's award-winning “Donald Mac Series”. Ryan was the co-executive producer of the E Series “The Funny Dance Show”. Ryan was also the senior producer of the Comedy Central Series “The Comedy Jam”. Ryan is also the host of one of the most popular comedy podcasts “The Honeydew With Ryan Sickler”. Ryan has appeared on The Joe Rogan Experience, Comedy Central's “This Is Not Happening”, Fox Sports, The Late Late Show, Tosh.O, among many other hit podcasts and hit TV Shows! In this episode Ryan and I chat about the sketchy junkyard he used to work for, the time Jay Larson was attacked on stage among many other things! --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app

Namaste, Yoga Revealed Podcast! Alec Vishal rouben here, coming with next level conversations about YOGA, LIFESTYLE, and what is going on in the world today! I am excited to introduce to you a humble man, kind father, and wise teacher of yoga, Ryan Leier. Ryan Is one of the most well known yoga teachers in Canada and founder of One yoga! I met Ryan in 2017 as I dove deeper into my studies with Eddie Modestini. He has a practice that is deeply devoted and it is seen through the discussion we share. Yoga revealed, thank you so much for tuning in today, this is Alec Vishal Rouben, coming live to you from the heart! It is my honor and privilege to co-host this podcast with Andrew sealy and we are so excited about the new teachers we are interviewing for the podcast. Andrew and I are working on a program called 100 days of yoga, something that will assist you with practical application of creating an at home yoga practice, led by myself and Andrew! Look out for this in the new year!You can find more information about Ryan by following him on instagram at @ryanLeier ~ And visit his website at Oneyoga.ca Also, be sure to follow @YogaRevealed and myself, @Aleclovelifeyoga on Instagram! We are so grateful for the support you give yoga revealed, as this is a passion project from the heart, for the heart! Please share this episode and tag us on instagram! Until next time my friends,Practice on and love life,Namaste See acast.com/privacy for privacy and opt-out information.

How can you prepare your businesses for operating in a future that has yet to be determined? Today, Jon explores the future of CRO. With such a high volume of transactions happening on Amazon and Shopify are we nearing the end of incremental improvement from CRO? For help with your CRO visit: https://thegood.com/ TRANSCRIPT Ryan: All right, Jon, as a business owner and strategist, I'm constantly thinking about the future and how I can prepare my businesses, my teams, clients for operating in a future that has yet to be determined. For me, it's just kind of fun to think through. Recently, one of the things that's been on the top of my mind has been the future of CRO and how do we continue moving the needle to improve our sites, but doing that like five years in the future, what is that going to look like? With such a high volume of transactions happening on Amazon and Shopify, are we nearing the end of incremental improvements in CRO? That's kind of the thought that's going through, and I guarantee you have some serious opinions on this that I have no idea about. So I'm excited to learn from you what you're looking for in the future. But it also came top of mind because of a recent Google announcement that they're going to start including site experience into their organic algorithm. And so let's just start with that. Based on what you've heard and what you know about Google, what do you expect this to look like when it rolls out? Jon: Well, I think that the biggest concern for brands and the biggest concern they should have is that if you haven't been optimizing your site's consumer experience, it's going to severely impact your rankings, and thus your organic traffic is going to go way down. Google was kind enough to tell us now, even though it's not going to roll out until 2021. So we're recording in mid 2020. So they have given you a six months heads up, which is very nice of them. They also have provided all the tools you need to be able to improve your site experience, including one of my favorites, Google Optimize, which is their A/B and multivariate testing tool set that they've released that's great. So they're not only just giving you the tool sets, but they're also giving you the guidance on the fact that they want you to have a really great consumer experience. Say when they go to Google and search, and then they end up on your site, that they have a great experience and that they love the search results that Google is producing. So that's what Google cares about right now, is they're saying, yes, everybody knows if I need an answer, I can go to Google. But a lot of those sites that rank first have made the experience so poor in an effort to get listed higher that they don't have a good experience on those search result pages. Ryan: How much in your opinion, and maybe you can assign a percentage, is the actual act of converting on a site the experience? Can you break that out into its own piece, you think? Jon: Well, without question, I think Google has been very upfront about this. Normally they'd never release a specific percentage that anything weighs into that algorithm, but they are saying that it's going to be one of the top factors. Ryan: Is the rate of conversion on a site? Jon: They can track conversion to some degree, but I think what they're looking at is how long are people staying on your site? How many pages are they looking at? Are they converting is definitely a factor in there, but are they bouncing right back to Google? And I think they're looking at a lot of other metrics too. They're looking at page speed. They have a whole bunch of algorithms and artificial intelligence, AI, that has gotten really, really good at telling things like, do you have a popup on your site where it, as content loads on the screen, that popup kind of moves around a little bit, and just because the page loads slowly and you have this bad user experience, and now people are trying to click buttons and the button keeps moving as the page loads. Ryan: I hate that. Jon: Exactly. That's the thing that Google does not want, that experience, what you just had, that emotional reaction. If you had clicked on the first item in a search engine result page, and you went to a site, and you had that reaction on that site, Google now knows that that's what's happening, based on their AI, because they can test for those type of experiences. And so really what they're advocating for here is the consumer experience on your site, the user experience. And they're asking you to make sure that you have a consumer friendly experience. And I think that's really what's going to matter. Now, the outcome of that is naturally going to be higher conversion rates. So I've always been a proponent with CRO that says the goal of the brand is to convert higher, almost always, right? The goal of the consumer is to have a better experience. Those are actually very much aligned, because if you have a better experience, you're going to convert more. And I think Google is recognizing that now, too. Ryan: You could take the stance of maybe some of the conspiracy theorists out there, that a higher converting website in the eCommerce space could hurt Google's revenue, since people don't have to go back to Google to keep researching. They're just going to find it, buy it, kind of like how I usually convert, versus my wife, who's all over the place in her conversion path. What would you say to those conspiracy theorists? Jon: Well, I don't think it's a conspiracy. I think it's, you know, Google's pretty upfront how they make their money. It's what the ads on the search engine result pages for the vast majority of their revenue. So yeah, they want people to keep coming back to Google, but I can promise you that if I keep searching Google and I keep getting a search engine result as the first second, third, which are the only ones people are really clicking on for the vast majority of times, and the experience is crappy, I'm going to stop going to Google. So they must know, because they've factored this in as one of the top ranking items in their algorithm, they must know that this is causing a concern, and they're feeling a lot of pressure from tons of other search engines out there right now. I mean, you've probably heard of, what is it, DuckDuckGo. There's all of these other search engines that are way more privacy focused right now. Windows, any Windows laptop comes with Bing as the default search engine, Microsoft search or whatever they're calling it these days. So I think they're feeling that pressure of making sure that people have a great experience, so they continue to come back and search on Google. That's why they're making it such an important factor. Will it cost them some money? I don't know. I think they must've done that math, but I will tell you that I'm excited that this is new and that they're making a big stance for this, because it's needed. It's really needed. Ryan: Speaking of competitors to Google, Amazon controls over 50% of the online transactions in the world. And how much in the future do you think Amazon is going to impact the way we view a checkout or a conversion process? If we play it out, say, let's just say Amazon is going to continue increasing in dominance. You can't do much with their checkout. So are we going to be so conditioned as Amazon Prime members that anything that deviates from Amazon's checkout process is going to throw us for a loop, and we're not going to know what to do? Kind of like the idiocracy model, where we just get dumber, because it's so simple for us? Jon: Well, I think that's the internet. The evolution of the internet has been that way for years. And I think we did a prior episode where we talked all about how eventually what's going to happen, are we going to totally optimize ourselves out of optimization, right? You're going to have done so much optimization that every experience is going to be the same. And I don't think that's going to happen. But I do think, I mention this book all the time, it's called Don't Make Me Think. And the whole point of that is that as consumers get used to conventions, it makes it easier for them if you follow those conventions. It's so true today that people are used to Amazon checkout. They're used to the Shopify checkout. They're used to these platforms that have grown to be the monsters in this space. And if you really deviate from those best practices, then you are potentially creating a barrier. Now, that doesn't mean there aren't areas that can be optimized in those. There most certainly are. But at the same time, looking at Amazon as an example, in terms of how to convert better and not just on the checkout, I think Amazon does a lot of nice things. But you know what? It's akin to when a small footwear brand comes to work with The Good, and they say, "I really like what Nike is doing. I want to do what Nike does. Can you help me do that?" And I say, "Well, but you're not Nike. Think about this. Nike has hundreds of product lines across all these different sports. Their marketing is based on the celebrity of getting athletes to market for them. And you don't have the money to go out and get LeBron James to market your shoe. You are fighting a 10,000 pound gorilla here, trying to fight a gorilla fight when you're not a gorilla. So think about having the better consumer experience." Nike can get away with having a worse consumer experience because of how ubiquitous their brand is. It's the same thing with Amazon. I go to Amazon to buy something because I know they're going to probably have what I want. And it's a quick and easy way to just go there, type in what I'm looking for, get a handful of options, do some research, and buy something at a decent price point. And I know I can get it in a couple of days. But if I really want to find a particular item, I don't go to Amazon to buy that particular item. I'll go to the brand website to do that research, because I know in my research it's going to get way, way deeper, even though maybe the consumer experience isn't going to be as good. Maybe I won't get it in two days. However, I know that I'm going to have more content and I'm going to have a better research path on that brand site than I will on Amazon. Amazon is great for not going very deep, but going very wide. Looking at tons of different products, but not going very deep into the research on each of those individual products. And a brand site is different. It's going to help me go real deep on products, but not very wide on competitors. So I think they serve different purposes. And it depends on if I'm looking for a commodity, right? Like, I was looking at ethernet cables yesterday. I needed a 50 foot ethernet cable. I just ordered it off Amazon, because it doesn't matter. It's a commodity. I can get an ethernet cable anywhere. But I know I can get it in two days. I needed it quickly. In fact, they dropped it off the next day and it said, have it by next day. And I was like, perfect. That's what I need. So I didn't even look anywhere else at price. It was fine. It was like a $10, $15 cable. It's not going to break the bank to do that. If I saved two bucks going someplace else, it didn't matter to me. But I think that's where Amazon has its place. And I don't want people to get confused by thinking we have to meet Amazon's experience, because they're doing a lot of things that I would not recommend and do not test well. Their navigation is a mess, but it's like walking into one store, in a retail store, versus walking into your local mall that has hundreds of stores. And Amazon is trying to be that mall, when you're trying to just be the retailer. And you really need to take that approach a little differently. Ryan: Looking forward a couple of years, and maybe the physical checkout process on a site is pretty standard across a lot of things. I mean, there's Bolt right now. There's even Shopify checkout that's been very simplified. So CRO, I would assume over the last five to 10 years that you've been doing it, you've had to educate some people on just the basics of checkout. Like, why are you doing checkout this way? So if that goes away, it sounds like you're saying CRO becomes more of a brand experience on your side rather than, okay, you changed your checkout button from pink to purple, and then look at that [inaudible 00:12:29] type thing. Jon: Right. I mean, look, I think CRO has evolved over the past, we've been doing this 11 years now, but over the past five years, it's become something that most people know about. If you're on the eComm side of any reasonable size, you're looking at and doing some CRO. I think the biggest difference here is that you're right, that there are areas that are transactional that just need to be transactional. And then there's areas of a site that are going to have a better consumer experience, that are going to then reflect better on the brand. And I think that's what you mean by branded experience, where if I go to a site and I just have a poor experience, then I am at that point going to have a bad reflection of the brand. And I think that's exactly what Google is trying to prevent here, is saying that you need to have a good reflection of your brand so that people don't just equate that Google, where you started, gave you a bad experience, as well, by sending you someplace that has a bad experience. Ryan: Got it. Okay. So if you're looking five years into the future and making some crazy predictions or looking at, what are you preparing your agency, The Good, for in the CRO space? What are you maybe not doing now that you think you will be doing in CRO in five years? Jon: I think that what needs to be happening is a way to make this more accessible to brands of all sizes, first of all. I think CRO, just like most technologies and consulting and things of that sort, it's for the elite when it starts. You have to be able to afford it. It's a competitive advantage. And so you're looking at the top one percent is able to take advantage of it. Then it starts filtering down. And that's what we've seen over the past five, six years, has been really the first five years that we did CRO, it was only for massive brands. And then it started getting to the point where those mid market brands really knew it was something they needed to do, and it became more available, and the tool sets got more available. We went from having just Optimizely, which is a great platform, but it's $10,000 a month to use, just the platform, to having Visual Website Optimizer, which was a couple hundred dollars a month, to now we're at Google Optimize, which is just as good as VWO, and it's free from Google. We've kind of run that whole gamut, and each of those tools have their space, don't get me wrong, and they're good at individual items. But my point here is we've gone from $10,000 a month to free over a span of a few years, and I think we're going to see that democratization of CRO continue to happen. So what needs to happen is that it needs to have these methodologies, and the strategy behind them need to catch up with the tool sets and need to be accessible to brands of all sizes. And right now that's not the case. The only things that are out there are eLearning, where you as a small eComm owner, and you're wearing tons of hats, you don't have time to sit down and learn for 25 hours and watch videos and then figure out how the heck do I apply this to my site specifically, and pick and choose, and then still act on it, right? So you've invested all this time and you still haven't made any changes to your site. So there's some ways to fix that, and we're working on that at The Good, but really I think that democratization of CRO is where this needs to go. And I think in addition to that, I think we're really going to see tool sets continue to evolve, and I think AI is going to play an even bigger role. As you know, we've been proponents of that for years. We do AI eye tracking heat maps, which is our way of dipping our toe into that. And we've been tracking it for years, and looking and testing at those algorithms to the point where we wanted to make sure it was something that worked before we heavily invest in it. And we're ready to heavily invest in it and go all in. Being a data driven company, we're seeing a lot of artificial intelligence with big data sets really start to pay off and make this successful to brands of all sizes. Ryan: That's [inaudible 00:16:46]. I think that is going to be phenomenal, when these small companies that we know of that need the CRO services are able to get those at a point that makes sense for them financially and for the improvements that'll make. That'll be cool. Okay, here's a fun one. Besides the death of the email capture pop up that you're so advocating for and the death of Wheelio spin-to-win, do you see something that we all currently expect on an eCommerce site to not be a part of an eCommerce site in the next two or three years? Jon: Yeah. I think putting your credit card in is going to go away. I mean, I don't know about you, but I'm fully in on the Apple ecosystem. And if other ecosystems catch up with this, I know Google has done a lot with this, with Google Pay, but Apple Pay, I will now, if I'm searching online to buy something, I will use Safari just so that on my phone or even on my laptop, I can just do Apple Pay and not have to go get my wallet. I don't want to have to memorize my credit card. I don't want to have to deal with any of that. And in fact, it's just like retail. If I have the option to use Apple Pay and not touch anything and not give somebody my credit card to swipe or even have to touch the screen to do it myself, I will do that. And I use Apple Pay every single time. I was even in a drive thru getting food the other day and I used Apple Pay, and it's just like that's my first question anymore. It's like, do you take Apple Pay, because I don't want to touch anything. And it's so convenient. So same thing online. Everyone expects to have to put in their credit card. I think we're going to see that go away. Shopify has taken a big leap in that direction, by making it, you can put in your phone number and then it will auto fill out your information. It'll send you a text and confirm, and then you can auto fill all your information in. I think there's a lot of things like that that are going to start happening, just as a way to make this process way easier. Ryan: Yeah. I'm excited for that. It's during this pandemic, where we're not going into an office or commuting, I found that I don't have my wallet on me. And so when I'm off somewhere else on our property and I want to transact, I don't want to go get my wallet. So if it already has my information, I'm more than likely to go to that site, and I may pay an extra dollar. But for me, it's like, nah, it would have cost me 10 minutes of walking somewhere on my big property. So I'll pay the premium to use, so that it's already stored. Jon: That's exactly it. Ryan: I didn't even think about that, but that's very true. I may be lazy sometimes. Okay. Jon: Sometimes. We'll leave it at that. Ryan: Sometimes. Yes, sometimes. Is there something out there that you see that if just something on an eCommerce site that if a brand adopted it now, they would have a pretty significant advantage over competitors in the next couple of years, if they really took a leap of faith? Outside of using our services, because we're so amazing, what would that look like, do you think, if you had to pick one thing? It's like, yeah, most people aren't using this yet, but I think if they do, they're going to have a big advantage in a couple of years. Jon: I think that it's not just one tool, and I don't even want to go to a hundred percent to tools, because I think that's the first spot that every eComm owner looks to, is like what's the new greatest and hottest tool that I can deploy on my site and be ahead of everybody else on that? A tool is only going to do one of two things. It's either going to help you do something better, or it's going to expose a weakness. And what we see is a lot of brands jumping into tools. And what I would like to see these brands doing is using tools like Klaviyo, for instance, to do email followups post purchase. We have a whole episode, go back and look for post purchase emails and what people should do for post purchase optimization. I talk about all the different email flows that you should be thinking about post purchase, and there's so many things like that that brands right now just aren't doing. And I'm not a big proponent of just having a best practice checklist, but I will tell you, there are a bunch of items that when we jump into work with a brand, we just immediately look at and evaluate and figure out what are the top opportunity areas here. And I'm always surprised, no matter what the size of the brand is, that there's almost always things on that list. And one of them is, as I mentioned, post purchase followups. One is definitely the checkout. Are they optimized around that? You mentioned Bolt and Shopify and things like that. And I think there's a lot of great optimization happening in check out right now. I think there's also a lot of optimization that can be happening in just assets on the site. What do I mean by that? Well, like product photos. You and I have talked a lot about 360 photos, and the revolution that's coming with that, in the past. And I think that that's, you know, having better product photos as more people are going online to purchase, is really going to matter, because you can't touch a product right now. So making sure that you have a way to see every angle, to really understand what you're buying, is going to be really important. And I think reviews and social proof is a huge one that people miss out on. And I'd be shocked if more brands don't do that in the future, because there are right and wrong ways to do that. But it is something that if you don't have reviews on your site, people start getting suspect about trust. They don't trust your brand as much. They're wondering why you're not sharing reviews or collecting them. And we've seen time and again, consumers trust what other consumers have to say more than what a brand has to say. Ryan: That's awesome. So thank you for all of that information. That definitely got my mind going, and some of my brands and what I should be doing that I'm probably not, because I'm stuck in the minutiae of the business myself. So thank you for all those insights of what we're going to be looking for in the future of CRO. Any parting thoughts or words on the future of CRO? Jon: Well, I think the best way to stay ahead of the curve is to start tracking your data today. Understand how people are engaging with your site. Make sure you're tracking every click and movement. And if you do that now, no matter what tool you deploy, no matter what you start doing down the line, you will have more data to make informed decisions, because you're going to have a longer timeline to look at trends. You're going to have a longer timeline of data to look at what potential changes you made and when, and what the impact of those were, so that you can skip having to collect all that data and wait around before you can take action. Because the biggest issue I see with brands who aren't collecting data when we start working with them, is they start getting anxious, because they say, "Hey, we're just sitting and waiting right now." And I said, "Yeah, we need to get all this data that you weren't collecting forever, so we can make informed decisions. And then we can act." So it's this whole issue of eComm brands who come to the table ready to act, but then they don't have the information or data to do it, and then they get anxious because they were so ready to act. They made the decision to act, but then they can't do anything yet. And so they have to fill that gap somehow. And I think that's a big concern for eComm brands, and I think we're going to see more and more brands collecting data. And I think it's becoming a lot more popular and easy. The tool sets are so easy right now. But just get some data collecting every click and movement. Set up Hotjar and just let it run. Even if you can't do much else, just set up heat maps and let them run for a while. Do some session recordings and let them sit there. Google analytics, of course, but there's even tools like Glew, G-L-E-W, that is amazing for helping you understand your consumer audiences. All of that data is really going to be important. So that's what I would recommend. If you want to be able to take advantage of what's coming down the line in the future, start collecting data today. Ryan: You heard it here first. Jon Macdonald says collect data. Do it. Thanks, Jon. Appreciate your time. Jon: Thanks, Ryan.

In every business there are tools specific to that industry or type of business that will help them grow. Ecommerce is no different. CRO is one of the most important tools to grow an Ecommerce business. Today, Jon dives into the role CRO plays in Ecommerce businesses. For help with your CRO: https://thegood.com/ TRANSCRIPT: Ryan: Oh Jon, most people start businesses because they've got skills, knowledge, and the desire to control their work and what they're actually doing on a day to day basis. I would also guess most business owners want to grow and in every business there are tools specific to that industry or type of business that help them grow. E-commerce, as we know, is no different. You and I both know CRO is one of the most important tools to grow an e-commerce business and it's never a bad time to grow. Ryan: Today I'm really excited to dive into the role CRO plays in e-commerce businesses. You, Jon McDonald, knowing more about CRO than anyone I know, can you start us off today by giving us your thoughts on CRO and the growth process of an e-comm business, at a high 30,000 foot level? Jon: Yeah, sure. Well I think the best way to think about this Ryan is that there's only a small number of ways to grow your company just at a high level before even thinking about conversion rate optimization. You can get more new customers, you can get your current customers, or even those new ones, to spend more with you, and you can get your average customer lifetime value up by getting those customers that have purchased to come back and purchase again. Those are really the only three mechanisms you have for earning more revenue out of your business. Jon: So, of course, traffic generation can hit that first one really well. We might argue, and maybe you could fill in on this a little bit Ryan, but traffic generation, when done well in digital marketing, can help you also increase average order value. Then remarketing, you can resell to the people who have already purchased perhaps and you can run campaigns around that. Jon: But I think if you're really looking to impact the first two of those in a major way, conversion rate optimization is really going to be how you're going to get a higher return on that ad spend and how you're generally just going to convert more of your visitors into buyers. So if you're thinking about growth the biggest lever with the highest return on investment, and of course, I'm biased, but I think that the highest return on investment is going to be conversion optimization because with a small investment in making it easier for people to purchase on your site you're going to get a high value back that's going to be sustainable over time. Ryan: Well yeah and I think even on a previous podcast we talked about CRO after the sale even and increasing some of that lifetime value in areas I hadn't even considered actually being CRO. Like even some of the things in the shopping cart post purchase which would increase lifetime value had never even occurred to me. Ryan: I think it does play in all three, but I think for most people as they're thinking through their entire e-comm business they're going to probably see CRO in those first two buckets of growth. As you're looking at e-comm businesses and you analyze tons of businesses, is there a place in the growth curve of an e-comm business where you really see CRO as being the most impactful? I'm thinking in my head of a bell curve and growth or maybe you're growing up to a plateau like where would you in a perfect world insert CRO? Jon: Well I think that you need to have enough traffic to effectively do certain types of CRO. Let's break this down a little bit. Let's look at this bell curve in three chunks. The first chunk would be the folks who are just getting started, maybe we'll just say less than a million dollars in revenue, which is a pretty big gap there. But that first million what you really need to be focused on is making sure people know that you exist. Jon: They need to have an easy to use website but normally you're going after those early adopters who are willing to put up with a little more complications on your site than the average customer. So it's really important for that first third of that curve that you are mainly focusing on driving traffic that is going to hit a very specific segmented marketplace that is going to be your key customers that are going to stick with you no matter. Jon: You probably aren't going to be converting much on branded terms because people don't know who you are, so when people do find your site, at that point, you want to make it as easy for them to purchase but you're not going to be able to do things like AB or multivariate testing because AB testing and multivariate testing, et cetera, require enough traffic for you to get results in a meaningful timeframe. Jon: So in that first third what I usually would want people to do is when I'm looking at these companies I want to see them collecting data. What do I mean by that? Well are they actually looking at great analytics data? Have they actually ever dived in there and customized it a little bit or is it just they just put the snippet from GA on their site and that's all they have. Jon: Couple other things to be thinking about there, like you could easily pretty cheaply get things like heat maps and movement maps. You can do that type of stuff to start understanding how people engage with your website and just make changes based on data. You don't have to test it, right? Ryan: Mm-hmm (affirmative). Jon: Just make the changes. The best way to test there is just to do week over week or month over month. Now if you're making changes every day that's going to be hard to really know what worked well, but I don't want that to stop brands. They should still be tweaking their site as much as possible and then sticking to perhaps even larger changes in that first third. Ryan: In that space, in that first third, a lot of times the business owners generally don't know best practices on website. They know their industry, they know their products well. But how much would you as that business owner trust your gut looking at small pieces of data like that on a daily, weekly basis where you can't actually get an AB test and have full confidence that this is what is better. You just say hey, go with your gut on that because it's probably better than not going with your gut? Jon: Well I think that it goes back to the phrase I say quite often which is it's really hard to read the label from inside the jar. I think that with that in mind that it's still as an owner of a site and a daily operator you're still too close to it and you really still need that consumer feedback. Collecting that data and paying attention to it, even if it's only 100 visitors a day or a week, that's still data that you should be looking at. Where are people leaving, what pages are they getting stuck on perhaps, where are they dropping off in the funnel, that's all good information to know where are the holes in your bucket because they're flowing right through that bucket instead of collecting them as revenue. You really need to know where those holes are and that's really what I'm getting at here. Jon: The other thing you can be in this first third of that curve, go talk to consumers. You should email every single person who buys personally. There's not a volume at that stage under a million where you can't email every single person individually and just ask them, "Hey, this is me, this is actually me," just start the email that way. "I'm sending you a personal email. I want to know why you purchased and what your experience was." That's it. Jon: I have never gotten an email like that and I purchase online almost exclusively now, that's my job. I have never gotten a personal email from a brand. It's always an automated give me a thumbs up or thumbs down, or what's my net promoter score and they're doing it in a really horrible way. I don't want to rate you on a scale of 1 to 10, that's not what this is about. I'm not going to waste my effort there. If you sent me a person email and said, "Jon, thank you so much for buying from me, we're just starting out, as you likely know. If you didn't know, well hey, welcome to the small club. Excited you're here. Jon: I want to know about your experience because we want to continue to improve our site. Can we chat for 10 minutes at some point or can you just spend 10 minutes right now just write down your thoughts? Nothing is going to be better than that." There's a lot you can do in that first third that people just aren't doing and that's what I'm looking at these businesses if I'm going to give them a passing grade they're doing at least some of these items and most aren't. Ryan: No, I think that's important as somebody that's launched my own brands. You get, as a business owner, so many different directions that many times it's difficult to I think step back and think about okay, if I am selling online what's the most important thing to me right now. If I'm acquiring traffic I need to make sure it's doing the best. I don't like wasting money. Ryan: So I think most business owners probably need to do a little more of what I would consider some of that grunt work on their own where maybe it's not going to be your most favorite thing to do, but it's highly important if you really want this brand to work. Jon: Right. I think to get to that next level, and I would say that middle of that curve is generally a million to 25 million, big gap. But you can get easily get over a million by just doing what I mentioned. If you put in all that grunt work you will get over a million dollars a year in revenue of your site. Then once you get over that point you will likely start having enough traffic, and by enough traffic, let's just say 40 or so 1000 visitors per month. At that point, if you have 40 or so 1000 individuals hitting your website, and I should say users instead of visitors, there's a difference there in analytics. But when you have that 40,000 users on your site you can now start running AB testing on your site and actually get things to hit statistical significance, which is the mathematical formula that's going to tell you that this is proven with math that it's going to improve the metric you went after. Jon: I think that's what's really important here is that once you hit that middle part of the curve that you are really starting to invest in data-driven decision making that is run by testing ... and usually in this part when I'm looking at these businesses, these are the ones who have some money to start growing and reinvesting on a regular basis. It's usually no longer just the owner spending their own money to grow the company because when they got over that million mark now they have some employees, they start having enough margin, ideally, that they can reinvest. Maybe the owner is still involved, but they also might have hired a digital marketing manager or an e-comm manager. Jon: So at that point, that's when you really start to see some rapid growth and that's why that band is typically a million to 25 million because you can really grow pretty rapidly in there if you're AB testing in each of these 3 points we talked about earlier, which is the first time visitors, getting people to buy more, and then also a repeat customer. You can start optimizing all three of those because you have enough traffic going far down the funnel where you can even run tests in the checkout, which typically is going to be one of the pages that has the least amount of visitors to it because you're only in checkout if you're actually going to buy something. That gives you a wide range. Jon: Now if you're over 25 million, what I really start to look for there on that growth curve at that point is these people have in-house teams, generally, focused on optimization. They've proven out the value in that middle tier and now they've moved up to the top tier and they can start having a whole team centered around this, and if they don't, they realize that they're missing out. They know that they're missing out but there's something else holding them back from doing that. Jon: Generally, that's when they also either start to outsource that or they're looking to augment their team and come up with some additional new, fresh ideas because at that size they start to realize that they're too close to their site and they need some outside ideas. It could be as simple as they're just looking for test ideas or it could be as simple as they want to accelerate their testing and do more of it, or they want to train up their team and refresh the skillset there. Ryan: Got it. So grunt work "CRO" what we termed an earlier episode CRI where you're just making improvements to the site that are removing some friction even if there's not tests to back it up, you're just seeing some of the friction. Really it's 40,000 visitors, million dollars plus in revenue, really want to take the next step and grow. If you don't want to grow you're probably not even listening to this podcast. Jon: Right. Ryan: So you're probably not appropriate for this anyway. But here's something I don't think I've ever asked you about this, and I don't know why. Obviously when you're doing CRO on a site it's impacting everything all the site, all visitors are going to convert better once CRO process is going. What traffic channels generally see the biggest uptick in conversion rates once you've started the process and you're really seeing some good improvements going on? Is there a certain part of the site or type of traffic that you're seeing as just takes off really, really well? Jon: Well I think that it can affect the entire lifecycle of the customer, as we talked about earlier, and thus all the different types of channels once they get to your site. Now in terms of traffic generation channels, I think that generally what we see return on ad spend does improve because you're getting more people to convert. Now at The Good, we focus exclusively on onsite test, so we don't do any testing offsite, so we're not testing ads or any of that type of stuff. Jon: That's where Logical Position in your team comes in. But what we do see here is the match between having a successful ad campaign direct that visitor to an optimized portion of the site, that is like adding fuel to a fire. At that point they both become way more effective. So there's definitely synergies there. Jon: Now in terms of overall channels, generally, we see organic go really, really high. This is because people are already looking for you. They already know you exist. At that point, they've made their mind up that they likely want to purchase, maybe they heard about you through a friend, or it's all those channels that are going to have the people who are going to clearly fit your ideal customer profile. Jon: Now you're going to see those organic numbers really start to increase and improve because you've made the site easier to use. You've reduced all of the barriers that person who already really wants to buy that they're not going to get as frustrated. They're not going to have a reason to desert like they had prior to optimization. Jon: So that's one of the benefits because at that point you can get your cheapest traffic to be optimized and convert higher, then that's where you're going to see a massive return on your investment. But that's not to discount that you would see higher conversions from people who come by clicking on an ad and I think that's really going to be valuable in terms of return on investment. So there's a couple ways to look at that. Ryan: For a business's initial foray into CRO do you recommend their focus be on increasing the number of conversions, increasing the average order value, something else, or all of the above at the same time? Is there an order that I should be looking at those as a business owner? Jon: Yeah. I think that unfortunately The Good is in an industry called conversion rate optimization, so a lot of people come in with the expectation that conversion rate's the only metric that matters. Now I totally understand that 100% matters and if you can move that lever then you're going to see a massive return on your investment in it. But there are a ton of metrics that you do want to be looking at that are I would argue as valuable, if not more valuable and more sustainable. So if I get your conversion rate to double or I get your average order value to double we're going to have this very, very similar outcome, mathematically. People spend twice as much or let's just break it down, I get 100 people to spend $2 or I get a 100 new people to spend $1, we're going to make the same amount of revenue, right? Ryan: Mm-hmm (affirmative). Jon: So I think you want to look at these metrics more holistically and then develop a plan to one, analyze where your weakness is. Maybe you already have a really strong steady conversion rate and it's more about getting your average order value up, or maybe you notice that your cart abandonment rate is really, really high, or maybe there's not enough people even adding something to a cart, so there's all these clues, there's all these clues around why people aren't buying. Jon: If you just focus on conversion rate you're going to be, as a consumer, an untrained eye or maybe just somebody who's in that first band of up to a million dollars. They're going to go online and read a bunch of articles about improving conversion rates, and the reality is, a lot of them are just going to start running discounts, do pop-ups. Do all these that will show you an immediate boost of numbers but it's not sustainable in any way. And you start having long-term systemic issues where you're stuck on the discount train and once that discount train leaves the station your consumers are always going to be expecting discounts at every single purchase and every single stop, and that's really hard to get off the tracks once that happens. Ryan: And that's not a fun business. Jon: Right. Nobody wants to be in the business of, how do I put this, of giving everybody free stuff. It's basically what it is if you over discount. So I think you really want to be thinking about what metrics are most important to moving the needle for your business. The only way to do that is to go back to what I said earlier, which is early on in your business you need to set up the right tracking. You need to get used to looking at the numbers and you need to start making data-backed decisions. If that guides you into understanding where your metrics could be improved then that should be where you're going to start working on your optimization moving forward. Ryan: Oh man, and I will double down on that statement. I have talked to so many businesses in the startup process or they've been in it a couple years even and they're with a platform like a Shopify or a Bitcommerce and they don't have Google Analytics. How are you looking at your business, oh I just look at the back end of Shopify or Bitcommerce. It's like wow, there is so much more available in a more robust analytics platform than just your shopping cart or the web platform that you utilize that I think both can be important for various things, matching each other up, verifying certain things are working, but for sure make sure your analytics is working and tracking reasonably close. Because even with the Shopifys and the Bitcommerces of the world that have 1000s, millions of users if you're Shopify, the implementations of analytics do not work the same on each one of those. They don't line up correctly all the time, so you got to make it at least line up as close as possible. Jon: Yeah and there's one thing that one of your team members at Logical Position, Brian Aldrich, he really hammered into my head over the years. I've seen him speak at the same events all the time, and stuff. He always says, "You need a single source of truth." Unfortunately, if you the e-commerce platform be your single source of truth you're missing out on a full picture. Jon: So just getting started early on using Google Analytics, or some analytics package, I mean I don't know why you wouldn't use Google Analytics for this, but make that your single source of truth because no two analytics packages are going to line up exactly, and I think that's the point you're making. Jon: But if you just look at one of them like Shopify's built-in analytics that's great for at a glance how did I do day over day, et cetera, but the reality is, it's not going to help you optimize your site so you really need to have that real truth, source of truth, be something that is a full picture of the consumer experience. Ryan: Funny enough, analytics is top of my mind because I had a contact from another one of our partners. He's going off to look at other businesses to get involved with and one of them was an analytics company, so he had me sit down and talk with him to see what it was about and if it had some validity. They started their pitch at me was, "Well you already know analytics is bad, right? Google Analytics?" I was like, "Well, no." Ryan: Their whole thing was like oh yeah, Google's just bad. Google Analytics is bad because it gives itself too much credit and doesn't actually let you see the full attribution of everything. I'm like, well, I mean I don't believe that. But you see it's probably more in depth analytics products across the board. Does one in particular stand out as a business owner when you're looking at things? Is Google Analytics okay but actually bad or is it Adobe is way, way better, or something most companies haven't heard of that they should be looking at in addition to analytics, or instead of? Jon: Well I think you make a good point here and that's that every analytics package is going to be a little different. The thing is it's all in how you use it and the consistency in which you use it, it doesn't matter which platform you use. Also, a startup doing less than 10 million, they have no business looking at Adobe. They can't afford it, just be upfront about that. So it's also what is your return on your investment going to be? Jon: If you are spending a ton of money to get some data but you're not utilizing that data to get a return on that spend then don't do it, what's the point? This is where Google Analytics really serves in a great need is yeah, look, you're giving data to Google, if you're not paying for it you are the product. So the reality is it's a trade off. A lot of people think there's privacy issues in giving that data to Google, and whatever. Jon: Reality is that if you're a site doing under a million dollars a year, or even way more than that probably, Google doesn't care about your data, quite honestly. They've got bigger fish they're working with. The reality here is that out of the box Google Analytics is a great tool to get started with. Then if you don't ever touch it and you don't customize it, yeah, there's going to be better tool sets out there that come customized out of the box. But what I highly recommend is that you start learning early about Google Analytics, you learn how to set up custom dashboards, you learn how to feed information into GA through events on your site. Jon: There are limits on what type of personally identifiable information you feed in, but you can still feed in stuff without tying it back to a user pretty easily. You don't have to send a user's email, or an order number, or a phone number, or any of that kind of stuff into GA to warehouse it there, but you should be able to feed in whenever someone buys a product you can event that says this product was sold and this is the dollar value. That's not tied back to anybody. Jon: So I think there's a lot you could be thinking about there that could extend the Google Analytics to do everything you need and it's going to happen pretty easy out of the box. Now if you're looking to do segmentation that's really drilled down and have a lot of other information, you're going to need tools on top of Google Analytics to do that. But quite honestly, Google Analytics is great for the vast majority of brands out there. Ryan: Good insights, I appreciate that. As we're winding up I do have one more question that maybe it's interesting for people or not, but what's been the longest CRO engagement you've been a part of? Jon: Yeah, it's a great question. If I understand why I usually get this question it's because people want to know how long can conversion optimization influence growth. Is that basically where you're going with this too? Ryan: Yeah, it's like is it 2 years, is it 10 years, is it 6 months. Jon: I have a couple of answers to this. The first is that we've been in business over 11 years and if conversion optimization was not a sustainable thing then there'd be no way we'd be in business this long. I think the longest that we've been, I would say, we had a customer for four or five years and the engagement ebbed and flowed over time, meaning that we would sometimes be launching a lot of tests and sometimes just be holding their hand as they went through changes and coming back and forth. But they were a paying customer of ours for a handful or quite a few years, however you want to look at that. Jon: Now an average, an average goes about two years. Right around that timeline is when I see an average customer that we've helped them get to that next level where we have helped proven the value of conversion and optimization to the point that senior management decides this line item, that's not going away, so we should probably hire and bring that team in-house. I applaud that. I think at that point it makes sense. Jon: If you have a brand that has grown and you've used optimization, and you know that you're going to continue doing this, and you have successfully changed how you think as a brand to where you know that you are going to use data to make decisions, that you're going to put the consumer interactions on your site first, that you're going to really, truly care about your consumer's user experience on your site and the customer experience over all, then great, we've done our job. Jon: We have fulfilled The Good's mission of removing all of the bad online experiences until only the good remain. If I can do that at a brand and help them eliminate all of that, and want to have that same mission, and carry the torch, then I applaud that. So I think after about two years is generally when I see brands start to take that in-house, but there's a lot of brands who decide not to and continue to work with us beyond that. Ryan: In the CRO process does it ever work where you can start and stop constantly like hey, I want to do a three month here, stop for six months, do another three months, six months, stop, does that ever work or is that just more butter and can't finish the process when you start and stop constantly like that? Jon: Yeah, look at it this way, if you want to run a marathon are you going to train to win a marathon by one week running and then taking a couple weeks off and then running again? No. You need to build up [crosstalk 00:27:03]. Ryan: Did you get my training schedule? Jon: Yeah. I'll leave that one. Ryan: Yeah. Jon: But I think it's interesting, a lot of brands and business owners approach it the same way, they just feel like hey, well I can go optimize my site right now and do this once, and be done with it. That's not how it works. I think anyone can go out and do this checklist but that's just step one, that's really just the beginning. So I think all in all that when I see that and I try to set that expectation upfront and when somebody says, "Yeah, I'm going to do this for three months and then reevaluate," it's like well you know what, we can always reevaluate. We can just have that conversation at any point. Jon: But if you're only truly going to do this for three months then we're not going to be a good fit. In fact, do not spend your money on optimization at all because it's not going to have a sustainable long-term impact. You're better off just taking that money that you are going to spend and just running a bunch of discounts on your site, or spending it to drive a lot more unqualified traffic, or doing a lot of other things just to get your brand out there. Jon: But if you really truly want sustainable investment and optimization it needs to be a small amount spent on your site in a regular interval over time and it needs to be a long-term line item. So spend each month and compound that growth very much like a retirement investment account. You need to put a little bit in with every paycheck and then eventually you're going to start getting a lot out of it that it's going to just grow and grow and grow over time. Ryan: That is a phenomenal analogy, I think, for what CRO and what you should be looking at it as. Thank you Jon, I appreciate all the insights today. Ryan: Is there anything I didn't ask that I should have or a point that you wanted to get across in this topic that you couldn't get in there? Jon: I think I wanted to emphasize that CRO can be done at a company of any size, it's just the methodology in which you're going to do that. So I think you have the option to look at getting some data and making data-backed decisions at any size company. How you might use that data and approach, are you going to use that data to run AB testing? No, not for every size company. Jon: But I do think that there are options for every size company. So the mistake I see small brands make is that they feel like they can't do optimization because it's just too expensive and they look at it as an expense instead of investment, and perhaps they're intimidated by the data. But I think that there's a lot of options out there. Ryan: Jon, thank you as always for enlightening me and teaching me something new. I appreciate it. Jon: All right, looking forward to the next chat Ryan.

Jon dives into why Conversion Rate Optimization doesn’t stop after the purchase and the different points after-purchase that you need to optimize in order to drive higher revenues. Link: The Essential Guide to Ecommerce Sales Promotions (https://thegood.com/insights/essential-ecommerce-promotion-guide/) (In this article, #51-78 are focused on promotions you can run that aren't discounts) Outline: First, Jon cover’s different points after purchase that CRO can have an impact: In cart, right after purchase -Thank you page Email post-purchase sequence: -Confirmation email -Shipping confirmation -Customer service -Please leave a review – just click here -Add to general marketing email list sends He also explains the metrics a brand should be looking at to track progress of post-purchase optimization: -Return purchase -CLTV -Conversion (overall, should go up with repeat customers!) Jon is a firm believer that companies shouldn’t use discounting in post-purchase communications. However, there may be offers you can make that are not discounts. You do not want to become a discount brand. Finally, Jon explains that a successful method for getting referrals post-purchase outside of a set loyalty program is just to ask! Very few do! Transcript: Ryan: Jon, today, I really want to move our focus to an area that I think many companies and individuals would not normally think of conversion rate optimization and the impact it can have. I'm talking about post-purchase. Most people generally would assume that once a purchase happens on the website, CRO has done its job, time to move to the next person on the site and get them to convert. But, because I know you, I'm aware that CRO doesn't stop at the purchase. There's a lot more to be done. Can you explain to people, that maybe aren't aware of post-purchase conversion rate optimization, what they need to be thinking about, what they need to be doing, and why it even exists after they've already taken the sale, done what you wanted them to do originally? Jon: Right, and I think that's an important point there, Ryan, which is that most people think that conversion optimization stops as soon as you get someone to purchase. I think that's really shortsighted and it's a big problem because so much of the consumer experience and getting people to purchase a second time, is all about what happens when they purchase that first time. So, if you get them to convert, your job's not done. At that point... you got to think of this like a marathon. You just ran a marathon. Most people who are seasoned marathon runners, they get through that finish line. They have a process they still go through to cool down, protect their body, recover a little bit. It's the same thing here. After you've- Ryan: ... And I just go drink beer. Jon: ... Right, exactly, and that's why you don't run marathons. Ryan: That's why I don't. Jon: Learned that lesson the hard way, huh? Ryan: Uh-huh (affirmative), I did. Jon: Yeah, so exactly, this is it, where we can't just stop and drink a beer. You've got to go through a follow-up process here that can really, really have a massive impact on your overall metrics of your site and success and revenue, and even your conversion rate, because most people don't think about that. But overall, your conversion rate should go up with repeat customers. Ryan: True. Jon: There's a handful of things you should be thinking about that I think we should talk about today. There's a bunch of different points after purchase that can have an impact with conversion rate optimization, and if you optimize these points, you will see higher revenues. Ryan: Okay, so somebody's purchased on my site or client's site. Action's done. Does post-purchase conversion rate start after the product arrives, or where's the first point that we can be making an impact to improve conversion rates in the future? Jon: In the cart. It starts right then. As soon as somebody completes the order, gives you their payment, what happens? Ryan: Hmm. Jon: Most of the time, people aren't really considering the first step, which is a thank you page. What is the content that you're putting on there? Now, there are ways to, even on that thank you page, influence so many extra metrics. You can influence your average order value on that thank you page. There's some great tools out there right now. One of my favorites is a company called CartHook. CartHook has a tool, where you put it onto your thank you page, and it actually shows you complimentary products to what you bought and says, "Do you want to add it to the order?" You're doing an upsell after the purchase. You already got them to commit, and maybe they're thinking, "I bought those shoes, maybe I'll add a pair of socks. Why not?" Ryan: Now is that in addition to maybe also having upsell in the shopping cart, or do you usually recommend just get them to commit to something and then try to upsell them later? Jon: Right. I think that's a big mistake people make is to do the upsells in the cart. I don't think that's serving the consumers' needs, because serving the consumers' needs is helping them complete that checkout as quickly and easily as possible. You want to get that conversion. That's most important, obviously. So, after you've completed that sale, then, go back and do the upsells. Now, that doesn't mean you're not doing upsells throughout the funnel and throughout the product detail page or categories, things of that sort, right, complimentary products. But I don't think you should be doing it in the cart. That's when you just closed the transaction, at that point. Jon: A lot of people like to think of it like retail, where you're at a grocery store and they have all the candy bars and magazines, and you're just standing there in line. It's not like that because online, you shouldn't be waiting around at the checkout. Those items are there at the grocery store line because you're waiting for the person in front of you. You're likely bored, and they're capturing your attention. It's a captive market. Well, when you're in the cart and you're checking out online, you just have one goal, and that's to get it done. So, anything you put in the way there is actually going to become a distraction and annoying for the consumer. Not something where, "You're entertaining me with the latest gossip about celebrities for five minutes while I'm waiting for the family in front of me that's scanning 300 items at the grocery store." Ryan: Oh, you follow me at the grocery store, huh Jon?" Jon: Exactly. I got one kid. I can't imagine having a whole family like yourself. I think the first step is definitely in-cart, on that thank you page. Pay attention to the messaging. You can run a lot of A/B tests on the messaging alone and see what resonates. But also, adding a tool like CartHook, where you're figuring out all of these additional metrics and how to increase things like customer lifetime value, average order value. All of that kind of even goes back into your ROAS, your return on ad spend. If you start thinking about it this way, the higher your average order value, the higher your return on ad spend. Ryan: Mm-hmm (affirmative). Now, in addition to something like a CartHook offering up some complimentary products, is there any kind of messaging or kind of like, "Hey, I really want to make them feel good about what they just did. They spent money with me..." because most companies are like, "Hey, thanks. We'll be emailing you a confirmation," and that's pretty much the thank you page. Do you recommend adding more to that, or is it just kind of just get the products in front of them, get them in and out type thing? Jon: Well, we've actually run some tests, where brands who already participate in like 1% For Good or some of these other donation or charity causes, at that point, and reemphasizing that on the thank you page. Like, "Thank you for your purchase. Did you know part of your purchase is going to these great causes?" Ryan: Oh. Jon: Right? Ryan: Mm-hmm (affirmative). Jon: So, what's happening there is you're actually just making somebody feel even better. You're reassuring them about their purchase. I think that's really important there, is the reassurance. I don't know about you, but sometime... like, I bought a new car six months ago now, maybe. There's nothing like the joy of driving the new car home. But then you're sitting at home and you're like, "I'm a little guilty. I feel guilty. I bought a new car today." You know what I mean? Ryan: Mm-hmm (affirmative). Jon: It's that thing where it's like, "I just dropped a lot of money on this." Yeah, it's awesome, but at the same time, I could have got a used car that had a hundred thousand miles on it and would have got me from A to B. It's the same thing when you buy online. You need to reassure people that... they probably didn't need what they bought from you. Maybe they had some need around it. But if you did a great job with your marketing sales and every everything else but your customer experience, you helped them see the benefit of a product that maybe had a little more cost to it than what they were planning to spend, but there's some value there for them. Sometimes that's just the emotional value. But, at the same time, reassurance is really key on that thank you page. Ryan: Got it. Okay, so we've got the thank you page dialed, we've got some upsells potential there, we've told them that they're amazing and they bought from an awesome company. Now, how do I go about encouraging future business from this customer of mine? Jon: Well, I think the first thing that really needs to be paid attention here is that what happens in email post-purchase. Now, most people don't think about this when they're optimizing a site. They usually just leave it to whatever the defaults are. So, if they're using Shopify, it will automatically send out some emails, depending on what email provider, using like a Klaviyo or something like that. It will have some of these built-ins with some best practices. But this is a ripe opportunity for optimization that most people are not thinking about. Jon: I always say there's five emails that should be sent out after a purchase. It's a huge opportunity if you're missing any of these five. Now, the easiest one, and the first, is always confirmation email. The order went through, all is well, it's received, we'll be shipping it on this date or soon. Just confirming everything's gone well, it's gone through. Just send them an email, and that email should go out immediately. There's no reason to hold on to it, even if you don't have a shipping date yet. It doesn't need to have tracking information in this email. It's just, "Hey, you know what, we have your money, your order, here's your receipt," right? Ryan: Okay. Jon: That's a good opportunity, at that point... I've seen this done very well, and I don't know what the tool is, but I should definitely look into that. I've seen this done so well, where they even do the upsell in that email. This happened to me last week. I bought some lights for my yard, solar lights, and to light up what's been real... we live in Portland. It's super dark here this time of year for long hours of the day. So, I'm driving home and it's dark in my driveway. Well, what I did, I went and I got some solar lights. Yeah, probably not the best for how dark it is here, but we'll move on from that. Jon: In the cart, it said, "Hey, you bought a certain number of these, did you want to add more?" That was a great in-cart experience and I decided not to do it. But then, I got the email right away. In that email, it said, "Hey, if you change your mind, you have four hours from when this email is sent to add a few more before we're going to start packing up your order, and you'll have to just place another order." And it said, "Click here to add four more, eight more or twelve more." It even had a discount on them. I thought that was really interesting. I wanted to see it, what would happen, just from a research standpoint, so I added four more to my order. It was great. It just took me right back to a page on the site that said, "Thanks, Jon. Here's your order number. We added four more to it. Your new total is X." Ryan: And you got a discount on it, on adding the four more. Jon: Well, it was because they didn't add any more for shipping those extra four, right? Ryan: Mm-hmm (affirmative). Jon: So, it wasn't a percentage off. It was saying, "Hey, we'll add these, but we won't charge you more to ship them." Ryan: Got it. Jon: Now, you could do a whole bunch of different items around discounting. We should definitely talk about discounting today, a little bit there. But I think the point here was, is that they had a captive audience. I'm going to look at my receipt email. Most people do. Ryan: Yep. Jon: It should be a highly opened email. So, it's a great captive audience and a great opportunity to do an upsell that nobody really thinks about. Ryan: No, yeah, and I can easily see how... you didn't take the complimentary products, but maybe you suggest something maybe even more different in the email, but offer a discount. Like, "Hey, add this in and we'll give you 10% off, and just include it in the order and it'll go out at the same time," or something. Jon: Right. And you think about it, it's a free cost of sale at that point for the retailers. So, there's really no additional cost in sending that email. You're already going to send the receipt. Email is super cheap as is anyways. But you don't have to advertise to them. You're not remarketing. You're not doing any of that that could add the extra cost. Jon: Okay. So, we have confirmation email. The second email is shipping confirmation. Once the order has shipped, let the consumer know immediately. "Your order has shipped. It's on its way. Here's the tracking number, and it should be there within this date range or on this specific day." Now, even if the tracking number is not available in UPS or FedEx or whatever at this point, because those can take 12 hours or 24 hours to show up in there, you can always just say, "Hey, this link won't show any results for X amount of time." But you should give them that right away because they're going to reference that, perhaps, throughout the order process or while they're waiting for the order. But I think it's a great opportunity just to confirm things have been shipped, all is still well, it's going to be there. Jon: It's a great opportunity, at that point, to also offer any resources. So, you can say, "Hey, you bought these solar lights. Let me include a video..." and this is exactly what they did for me. They included a video that showed me how to put them together, in that shipping confirmation. Ryan: Hmm. Jon: So now, I had something to kind of tease me a little bit until the products arrived. I thought it was super interesting because, not only was I just getting that shipping information, which normally I would just look at, but archive and save in case it didn't arrive, but I actually went through and reengaged with the brand by watching an installation video, which is a great opportunity. Now, when I get the product, immediately I can open the box and start using it. Right? Ryan: Oh, yeah. Jon: That's a much better experience. So, we've got confirmation email, shipping confirmation email, and the third email I always recommend is a customer service email. What do I mean by that? Well, this is just a check-in email. This should be a couple of days after the product was supposed to arrive. What should happen here is it should say something like, "Did you receive the product? Was everything okay? If not, just reply to this email and let us know." Pretty simple, right? Ryan: Mm-hmm (affirmative). Jon: It's a just let them know you're there, that they have a channel if there's an issue. And what you're going to do here, is you're going to prevent a negative online review. Because if they have a problem, they're not going to go online and vent. They're going to say, "Oh, you know what, I got that email from them. I'll reply to that email and try to figure this out." And then, you have an opportunity to turn a bad situation into a good one very quickly. You're preemptively handling that situation by just letting them know you're there. And if there's no problems at all, it's still awesome just to know that that brand is available for you and that they're there. Jon: I often recommend, have this email either go out the day the product should arrive, and you can say something like, "Your product should be arriving today. Let us know if you have any problems," and things of that sort. It's also another opportunity to send some more resources. If you want to link to more stuff up on your site, or there's... we worked with a company that sells tents. They did a really good job with this. It's like how to set up your tent, right? Ryan: Mm-hmm (affirmative). Jon: Because a lot of people struggle with that. They've gotten a lot easier over the years, but it's still something that required a little bit of knowledge. So, we've got confirmation emails, shipping confirmation, customer service, and then the fourth email I always recommend is please leave a review. This is a review request. Now, this should definitely go out a couple of days, maybe even a week, after they've gotten the product. The idea here is just make it so simple for them. There's a couple of tools that make this super easy. Shopper Approved. It does this extremely well. It's a reviews platform, where they just send out an email that asks for the review, and then it has five stars in the review, and it says, "Click the star that you want to rate." Ryan: Yeah, I've actually done that before and didn't even know I was giving a review. Jon: Right. It's one click. Ryan: It's phenomenally simple. Me, as an online marketer, I'm in it all day every day. Then I got a review email from one of the companies I bought from, and it was Shopper Approved. Blew me away. Like, "Wow. I actually just accidentally gave a five star review." I was going to give it anyway, but it was like, "Wow, that was ridiculously simple." Jon: Yeah, and that's exactly what it's about here, is just make it quick, make it easy, but ask for the review. Most people, at this point, don't ask for a review. They're asking for a review on their website, which I can promise you, nobody is going back to a website, from finding that product detail page for the product they purchased, and giving it a review. It's a huge red flag and perhaps we should do another episode, Ryan, on product reviews, because it's a huge red flag for consumer trust. Jon: If you see, on a product detail page, that you can leave a review, that tells me that there are so many unverified reviews on there. I don't trust what's being said anymore because the manufacturer or retailer could just be sending their entire family to that page. I want to know that they're actually verified reviews from people that have purchased and that's the only reviews that are in that mix. The best way to do that is just ask for it via email after the purchase. It's going to be a verified review. That also, and you probably know more about this though, Ryan, but that also allows you, if they're all verified, to have the star ratings show up on your product detail page listings in Google search results. Ryan: Yeah, exactly. You need to have a review aggregator that's approved by Google that's looked at their system and said, "Yes, you're actually getting legitimate reviews." I know there's some plugins on a lot of eCom platforms that allow people to just leave reviews on the site, like you said, and it doesn't build trust. Those can't be sent to Google. So, if your website is, "Hey, I got a place to get reviews. I've got 500 wonderful reviews on my website. How come Google is not allowing me to send them?" It's because you haven't used one of the 30, I believe, companies that are approved to send those reviews to ours, and Google trusts that they're legitimate. Jon: Now, you're not gaming the system, so that's helpful. Ryan: Mm-hmm (affirmative). Jon: So, five emails. Confirmation email after purchase, shipping confirmation, customer service, leave a review, and then the fifth is just add them to your general email marketing sends. So, whatever that next email marketing send is, just add them. Now, here's the thing. If you're going to send an email every day, or even every week, the cadence can't be the same as somebody who clearly signed up for your marketing emails on your site. Now, I'm suggesting sending them marketing emails, but maybe it's once a month. It's just some way to stay in front of them, and these emails should be more helpful. They shouldn't be, "Here's the big promotion we're running right now." It should be something like, "Hey, Valentine's Day is coming up. Have you thought about ordering by X date to ensure that you'll have it in time?" Ryan: And so on this, real quick though, you would, in theory, keep them out of your marketing emails until they get to this point. You don't want to automatically, you purchased, you're in my marketing email, and you're going to get a marketing email in the middle of this cadence of emails. Like, you don't want, "Oh, shipping confirmation." "Oh..." two hours later you got the marketing email. Jon: That's exactly right. I think that's extremely important that even if they signed up... okay, this isn't a tactic I recommend. You know I rail on this all the time. But even if you had a pop-up, and you offered a discount to sign up for the marketing emails on your site before they made a purchase, you need to hold those emails a reasonable amount of time, maybe a day or two, to see if they made a purchase right away. There's so many of these tools, like Klaviyo, that make that pretty easy to do, where you can just add an exception real quick to hold them until the next email blast or something. But I would wait for them to at least complete that purchase. If they complete the purchase, then don't send a marketing email until they've gotten the other four emails. Ryan: All right, so we've got an email cadence. We've got in-cart right after the purchase. Some of the things you can do on the thank you page. We touched on this a little bit, in the process of going through there, but in addition to CartHook and maybe the email platform you're using, are there any other CRO tools people can be utilizing or looking at when they're trying to improve post-purchase conversion rates? Jon: Well, I think that it's not as data-focused on tracking every click and movement at that point. So, it's less about the toolsets here. It's more about that customer experience. Email is going to be your biggest toolset here. Yes, there's a lot of stuff you can do to run tests and see how much people are engaging with that thank you page, and there's tools like CartHook and several competitors to them, but I don't think that being as data heavy at this part of the process is going to be very beneficial. Ryan: Got it. And a lot of that is going to be measured by lifetime value of your customers. Are they increasing or not? So, if your lifetime value was $500 and then you implemented a bunch of these things Jon's talked about, did it move to $700 or $800 over a course of the time period that you're outlining? Jon: Right. And there's really three kind of goals that you should have from doing this, and three metrics that you should be tracking by optimizing post-purchase. The first is that customer lifetime value, of course. We want to see that go up over time. What influences that? A return purchase. Did you give them such a good customer experience that they came back and purchased again? Another thing is number of reviews. That's a great one because people are only going to leave a review if they're satisfied or if they're deeply unsatisfied, right? Ryan: Mm-hmm (affirmative). Jon: That kind of mushy middle there, nobody really leaves a review, typically. That's why you very rarely will see like a three star review. You're going to see a five or a one, or a four, sometimes people don't like to give five unless... they reserve that for the one time a year. Maybe it's between four and one, but you see very few in between, typically. Then the third metric, besides those, that you should be thinking about is just your conversion. Your conversion rate overall should go up because of those repeat customers, in the sense that if you get more people to come back and purchase again, you should see your conversion rates go up because it's going to be an easier purchase, you're going to have more sales. So, it kind of feeds itself in this cycle. Ryan: Got it. So it's post-purchase conversion rates not something I've normally thought about, or even associate with typical CRO and what you're doing with customer testing and heat mapping and all these wonderful things you do onsite. Now, is generally post-purchase CRO a part of an overall CRO strategy or do you kind of separate them into like, get the purchase CRO and then post-purchase CRO? Jon: That's a great question. Now, my initial thought on that is that it is something that is built into what we do at The Good, and it should be part of a full conversion optimization. But it is a graduate level step. What I mean by that is if you haven't gotten into college and completed those courses of just getting the conversion, then there's no reason to focus on post-purchase yet. So, you really want to have a good customer experience up to that point, and then you can start working on post-purchase optimization. But it is an overall part of the CRO picture, and it really should be. Ryan: Now, one easy way to increase your conversion rate is to throw a bunch of discounts out, obviously. If people save money, of course they're going to buy more, generally. But how do you, or do you, recommend any discounting post-purchase? I kind of mentioned like, "Oh maybe I would throw a 10% discount out for complimentary products in an email." But that may be a bad idea. I don't know. Jon: Well, I'm not a proponent of doing discounts on a site at all. I really believe discounting is not optimization. I call it margin drain, because that's really what it is. Now, can you get more sales through discounting? People love a discount. It does work, but I'm not a proponent of it. I don't think you should be testing discounts, testing promotions in that way. There's a lot of other ways to be doing promotions that aren't just a straight up discount. And the reason is, and I say this all the time, once you bring a new-to-file customer in through a discount, your brand is forever a discount brand in the eyes of that consumer. And it's just not going to change. That means, every time you do a purchase in the future, you're going to have to offer a discount. It's just what's going to be expected. They're never going to want to pay retail price because that's not what the expectation is. Jon: But there are ways around this that are still intriguing offers that aren't discounts. We actually have an article up on our site. We'll have our producer put it in the show notes. But there's an article that we have up on The Good that's something like 90 or 100 different types of offers that you can do that aren't discounts. Ryan: Oh wow. Jon: There's just an unlimited number up there, it seems like. Now, things like buy one, get one, bundling. I mentioned, just earlier, how the company got me by saying, "Hey, we'll add four more to your order without charging you more for shipping." So, you can do things like shipping promotions. Free shipping should be something that you're considering. If not, look at a better fulfillment partner, perhaps, but there's a lot of options out there. That you're allowing people to upgrade their shipping speed. Ryan: Yeah so, one final point, I think, in the post-purchase thing. Something you and I do a lot of between our organizations is referrals. I'm always referring business over to Jon and Jon's very good at referring business to us. But in the eCommerce space, very rarely do I get asked to refer somebody else. I just bought this product. I'm really excited about it. I mean, more than likely, I'm going to be willing to refer, but very rarely do I get asked about it. And a lot of times it's... there may be a loyalty program system out there that does some of this, but what do you suggest companies do to increase some of that potential for referral? Jon: Just ask. I think, as you mentioned, so few do, and there's... most eCommerce managers are spending all this effort and money in affiliate programs, where they're getting people to recommend their product in exchange for an affiliate fee. But they ignore the power that people who actually buy can have. And I think that's a mistake. They really should be thinking a lot about how can we just get somebody who purchased, and is happy with that purchase, to be a referral source? One of the things you can do is, in that email chain that I mentioned of those five emails, instead of asking for a review, you could ask for a referral at that point, right? Ryan: Yeah. Jon: You could mix it up and do a 25% you're asking for referrals, 75% you're asking for a review, however that mix is that you'd like. There's a lot of options there. But the reality is, is all you have to do is ask, and it should cost you nothing at that point. You could offer them a gift in exchange for making a referral, something of that sort, or have a loyalty program that you're doing. There's some great tools out there. I'm a huge fan of one called Smile, smile.io. Smile.io, however you want to pronounce it. But there's a handful of these out there that do a really good job with the loyalty programs. And one of those is asking for referrals and doing it at the right step in the process. Just so few people do it that it blows my mind. Ryan: Is there a right or a wrong way to ask for that referral? Is there a way that it can make people mad, or there's a way that you've seen that's been very successful in that email chain of asking for one? Jon: The first thing I would do is offer them something of value to share. So, instead of the overt, "Just click here to publish to your Facebook a, "I just bought this product, you should too," or something that is super cheesy and very pushy. That's the mistake I see, typically. And most people aren't going to do that. But if you make it something that is really useful, like, "Hey, I just bought this tent from this company, and here's a video on how to set up a tent, or a trick on how to set up a tent, perhaps, that would make your life easier if you camp too." So you say, "Okay, well, share that out," perhaps with this referral code, something of that sort. And you can offer people a discount. Jon: Now, a lot of times... I do this a lot. If I really like something and I'm recommending it to somebody, I'll say, "You know what, I know I get a discount on that. Why don't I just make the introduction and then I know you'll get a discount." So it's, "Offer 10% off to your friends," or whatever that might be. Or, "Use this code and your friends get free shipping," or, "They get a free gift if you refer them." It doesn't, again, have to be a percentage off. But I think there's a lot of options there and a lot of offers that could be mixed in. It just requires a little bit of thought and creativity instead of doing the lazy thing that every eCom site's doing, and either not asking or just saying, "Hey, use this code and give it to your friends for a percentage off." Ryan: Got it. So, just kind of make it a little more fun or exciting, or not just the basic "give me a code." Jon: Right, exactly. Ryan: Well, that's awesome. Okay. So, we've got a lot of potential for increasing conversion rates from thank you pages to emails to referrals to countless different things. Thank you, Jon, for downloading all of that education on us. I think there's just a ton in there that I'm actually going to start implementing on some of my brands. Anything else you want to leave us with? Jon: No, I think that the first thing to think about is getting that conversion. After that, there's so much more opportunity to go that most people don't pay attention to. I think it's really important that they take that extra step. I appreciate you bringing this topic to the table and us discussing it today. Hopefully it's a value for folks. Ryan: Oh yeah, I'm sure it is. Thank you, Jon.

Today Mark Moss sit down with Ryan Sean Adams, the founder of Mythos Capital. Ryan Is a well-known stirrer of ideas on Twitter regarding Mythos Capital and Bitcoin. He first discovered Bitcoin in 2014 and decided to start Mythos in 2017.

SO WHAT TO TALK ABOUT!? Butch Carter, former Toronto Raptors coach, joins Barry and Matt to offer his thoughts on the Raptors making history. Butch tells us how this changes things in Canada. Is Kawhi Leonard the best basketball player playing right now? What makes him so special. Coach Carter tells us how to game plan against the Warriors. He’s very candid in how he feels about the Raptors facing a team of this magnitude. The First Pitch features a discussion about the Toronto Raptors and their journey to the NBA Finals. Barry and Matt gush and are recording, literally, as the celebrations are happening on the TV behind the studio. It is amazing what has happened in the span of a year. The Blue Jays are also discussed. The OTP guys discuss the baseball team getting PUMPED by the Padres. Josh Matlow from SeatGiant.ca joins Barry and Matt to update Toronto Sports fans about the state of tickets and availability in Canada. Ask Barry Davis chats The Rolling Stones. A listener wonders aloud if the Blue Jays left the trading of some of their assets too late so as to affect their value in a negative manner. Barry and Matt talk about how and when to grade a Sports Team’s General Manager. What did the Blue Jays organization think of John Gibbons - the guys detail it. Barry asks about cooking ribs. Yeah. That’s a tangent. Ryan Dempster, former MLB’er, is about to be inducted into the Canadian Baseball Hall of Fame. How is speech writing going for Ryan? Is he going to ad lib most of it or is he going with pre-planned. Ryan talks about pedigree in baseball and passing the baseball gene down to the next generation.

Ryan Is strapped to a labor simulator for an hour. AJ has the button and vengeance in his eyes. Great anniversary episode where we look back at our first with the greatest moments from Dad Fiction.

Royce 5'9 just released "Book of Ryan" Is it a classic? Let's chat.

This episode's topic: Days of the Dead Rad Ranger and Ryan are here to help you determine what is, and isn't RAD!!  This episode is the first of the new format, where we discuss a topic and determine if it is, or isn't, rad! In this episode we discuss the Days of the Dead Horror Convention. We talk about our experiences at the con, share stories from the 2018 Atlanta convention, and try to help you decide if Days of the Dead is worth your time and money.Spoiler alert: It is!! Thanks to Jami at Galactic Quest Comics in Lawrenceville, GA for letting us record at the shop! Be sure to check them out if you're in the area, and give them a Like on Facebook: https://www.facebook.com/galacticquestcomics Days of the Dead is online at https://daysofthedead.com/ Rad Ranger's Radical Radcast, with Ryan: Is it RAD? We'll tell you what!

After Travis Wingfield’s amazing article, Making A Franchise Quarterback, Ryan Tannehill is once again, the hot topic for Miami Dolfans everywhere. Going in to his sixth year as the starter, what are realistic expectations for Ryan? Is he a “Franchise” quarterback in the eyes of Chris and Sam? Or is he a super game manager, or […] The post Episode 63: What Is Ryan Tannehill? appeared first on Perfectville.

感谢热心听友“小睡猫JoJo”帮忙听写本篇文稿!Ryan: A deceased stuffed giraffe has been drawing people’s attention at a Zoo in Wuxi, East China’s Jiangsu province, during the past “Golden Week” holiday. The zoo’s goal was to notify visitors of the dangers of feeding their animals. Is this clever or creepy? Guys, what do you think? What’s going on?Bob: I want to tell you the story of the giraffe. It was a lovely lovely living giraffe a few years ago, about five years ago, and his name was Collin. I don’t know if you know it’s real name was Collin, but I am goanna call it giraffe Collin.(Niu Honglin: you named the giraffe) Collin wasn’t very well(Ryan: were you attached) I really like Collin, I really did. Maybe because it was really handy to have a giraffe, because you can reach high things. (Ryan: oh, yeah, make sense)yeah, Well, anyway, one day Collin was just minding his own businessatthe zoo and then somebody, a visitor, I should say, came along and throw a plastic bag into the enclosure and Collin ate the plastic bag and poor Collin died, gone, giraffe, X…. Ryan: Is that the end of Collin’s story?Bob: No, Strangely enough, Because they decided that, I don’t know when they decided, they just decided, I know, we can still use Collin, we can just stuff him and put it at the zoo as a warning to visitors to say don’t do this, just don’t throw plastic bags, or don’t feed animals with wrong things and whatever, because otherwise you end up stuffed. You know which is what happened to Collin. Obviously, I am not saying people are gonna end up stuffed.Ryan: That was magical story. (Bob: Thank you.)I real feel for Collin Bob: I hope I made it live.Niu Honglin: And on top of that, they even put Collin into this parade, saying, and just put it all around, and travelling him, I don’t know if is him or her within the zoo laps and laps, saying, see, this is what you do, you want all our animals to end up like this, if you don’t, stop feeding them.Bob: But the problem is they keep on feeding them. This is not the end of it. There was a turkey called Frank, ok (Ryan: Oh, that’s a great name for turkey). Well, anyway, so he died because it was overfed by visitors. There were two ostriches, I don’t know their name, Linda, I don’t know, birdy, whatever, because of eating plastic bags given by visitors. There were three deer who died respectively because of (Niu Honglin: oh my god) I don’t know, help me out with theese names, for goodness sake. Anyway, so basically (Ryan: Jerry, Jim, Jonson), oh, fine, whatever, so anyway, there are all these animals, all over the place, being given things by visitors. What is the problem here? Ryan: You know, obviously, this is nothing new. Animals are dying right and left basically; because people are feeding them. And I can understand why, you know, in my mind; here is what I am thinking. And, I am thinking, Sometimes my dog would come to the table. And my dog would always eat before the family did, soo that it will beg less. That was the strategy,never happened, Ok, so the dog had eaten its dinner. Now we’rere at the table having our dinner as a family. But the dog would always come up, and you know, flash those puppy dog eyes. (Bob: This is where you got it from, you do the same) you know when those puppy dog eyes are flashed at you, you just, you’re like“oh god, I know, you just ate, this is bad, but it feels so right”.Niu Honglin: See, You’ve paint a pretty picture, a lovely home, a lovely dog, family dinner, but I have to say, this is very serious. A survey conducted in Guangdong province suggested that 97, 97 percent participants believe animals can eat what human eat, that is not the fact, animals cannot eat whatever human eat; and 76 percent participants confess feeding animals is for entertainment, so they are just doing it because they think it’s fun; and 18 percent participants think animals cannot get enough food. This is not all right.Ryan: I want to go with that, that animals don’t get enough food, because these people, I do feel, when it comes to animals, they don’t know the stuff. Obviously your statistics pointed to that. ( Niu Honglin: Yes.) So the zoos not doing a good job, at least giving them that information, because this animals come up…Bob: No, I don’t think you can blame the zoos for this, because, I don’t know, but when I was a school kid. (Ryan: tell that to Jerry, Jamey and Jonson. Ok?) They are not around anymore. But, you know, When I was going up at school, I was pretty certain that we had lessons, where they say, look, this is a lion, don’t put your hand in the lion’s mouth, don’t, you know, try to feed itfish & chips or something like this, just don’t do it. And then maybe we were taken to the zoo by family or school, and again, we were shown, just don’t do it. So I think people need to know what wild animals are and what to eat before they even get to the zoo.Ryan: All right, fair enough, we can agree to disagree on this one. But, I will say that, in the US not too long ago, there was a famous gorilla that was shot and killed because a child fell into its enclosure, and the child was, they shot the gorilla to save the child. Well, basically it is the negligence of the mother that the child ended up in there. And I think it was the zoo’s fault, but I think people would be really outraged, in the US, if they paraded Harambe which was with the name of the gorilla, around, and saying, “Hey, guys, you know, this is the zoo, look at Harambe, he paid the ultimate price basically because you didn’t know, not to stick your hand into the lion’s mouth, or not to have your kid wonder around this enclosure.Niu Honglin: Yeah, I agree. So for this story, I do believe that feeding animals are not correct, are not right, you should not do this, but I don’t like the idea of having this poorly tragically died giraffe, make it stuffed giraffe, and just parade it everywhere. (Bob: …We are supposed be talking about Collin, aren’t we) yeah, Collin is just the sad animal; this is a creepy creepy story. I wish Collin rest in peace. And also I do believe that the zoo is not there to blame, but, the zoo can actually do more, instead of putting Collin all around everywhere, maybe they can put signs each and every cages, saying we do not want you to feed them, your food is not proper for them, it could kill them. And also the massive media like what we are doing right now, is to our dear listeners stop feeding animals when you are in a zoo, it’s not good for them. Bob: And I think the message, which, if you put Collin right there at the gate. The message is, hey, (Ryan: living Collin or dead Collin?)dead Collin at the gate, I mean the problem with this, is that, basically saying, Look, it doesn’t really matter, because actually Collin is still with us, he is still help us, he is still working here at the zoo, he is fine, you know, he can still entertain us all. I just think it sort of sends out the wrong message when you take this poor little animal and stick him right at the gate.

Heyang: Now, Let's talk about a boy's topic I suppose. A recent report shows that among adults, men are buying more toys than women. Why is that? So, what are we talking about here? The toys are like transformer stuff…those kind of toys, right?Niu Honglin: Yea, it is like every kind of toys involved. Oh no, not every. The transformer of course, the robot…or maybe what is boys and men favorite? And also some men and, let say, not in big cities, it shows up that teddy bears are the most popular in second, third and fourth in some cities. So, yes, teddy bears. But I like to assume that they are buying that for their girlfriends or something. Ryan: Hey guys, it is pronounced "Trans-form-er" okay? It's Optimums Prime. Come on guys! I am sorry for all the male listeners out there. They just don't understand guys. Well first of all, I think it is obvious that there is plenty of data to show that basically, when we are buying teddy bears, it is not for us, it is for our special lady.Niu Honglin: Apparently? Really apparently? Ryan: I think so, but definitely, definitely the transformers are for us. But, basically, you know 65 percent of toy buyers are between, in the survey, are between 23 to 35 years of age. And so, it is bringing up a lot of questions for the older guys why are they buying toys. You know what? I went to the comic con and I looked at all these really cool toys, but I could have appreciated the artistic-ness in them, and it brought back this nostalgic feeling. So I think a lot of guys buy this stuff to remember their childhood. Not necessarily, they go home and play in the living room, with their transformers. Heyang: Okay…really?Ryan: Yeah! Come on!Niu Honglin: It is okay. It is nice to see a little boy inside of a man, manly man. It is fine. And I am all for it. You should have a hobby. It is like, it better than smoking or drinking. You are just collecting toys. Heyang: Yeah! Have a hobby, like play tennis. And not get some toys when you are in your 30s. Do you know what that kind of scene looks like in other ladies' eyes?Ryan: Is it? I mean. So, you say it is better than reference smoking okay. Another thing that is better. But, if you went on a second, third date, you are going to watch a movie at your new found boyfriend's house, and you just see action figures everywhere, wouldn't that scare you to pieces? I mean it is just a little weird when it is like a dramatic thing. But I do want to say that probably most these guys are buying it for nostalgic reasons. So ladies, don't hate!Heyang: But why is it that, I mean nostalgia is a common feeling shared by all human beings, but girls don't buy toys. Why is it that men are buying those stuff? Ryan: Are you kidding me? I feel like girls definitely do buy toys. I mean I feel like Hello Kitty is huge. It is huge maybe in Korea, and a lot of places in Asia.Niu Honglin: Um…let say that we like them. It is okay if we need something that they are in shape of a Hello Kitty. It is okay to buy those, but we don't collect them. Well, at least, I don't collect them. And also, I am okay with it cuz it is nicer and easier to pick a gift.Ryan: Also you are going to make fun of guys for our toys. I just want to say on behalf of all our guys that why do you guys have so many shoes? Heyang: Because we need to wear it! But we don't need to play with it and you are playing with your toys when you are in your 30. And you have a whole group or cabinet of action figures? Yes, I understand those are collectables and they are like merchandise. And in some cases, they can actually become a sort of investment. But that is a mystery to me. How come, still you know guys…can we just simply say that boys will be boys forever? And I don't like that line at all because it sounds like an excuse! You are listening to Roundtable!

With a brand name like Hardcore Closer, you might expect today's guest, Ryan Stewman to be a pushy salesman. Ryan IS hardcore, his results are hardcore and his background is very hardcore, but his methods are smooth, polished and perfected. Who is Ryan Stewman? First and foremost he’s a salesman. Ryan has not had a salaried job his entire life. By mastering the art of being a super effective communicator, Ryan has closed more transactions than he has time to add up. Besides, no one likes looking at super inflated numbers that are just a guess. With his no BS approach to making things happen, Ryan has been able to help high income, and high net worth performers make adjustments in their businesses that have led to windfalls of profits for them. Ryan’s background is in the mortgage industry. He was a loan officer in Dallas, Texas for almost 10 years. During his time as a LO Ryan closed 1000s of loans for people across the country. Ryan has been the top producing salesman at every sales job he’s had. Doesnt’ matter if you are selling cars, homes, financial services, or consulting, Ryan can help you generate more leads with higher quality, increase your closing ratios and show you how to charge premium fees for the items you sell. Ryan was born and raised in Dallas, Tx and is probably the proudest Texan you will ever meet. I met Ryan a few years ago, he's an alumni my Boardroom Mastermind, where he shared amazing insights with our group and he's coached my wife Kenia in her mortgage business. In this hardcore episizzle, you'll hear how even a hardcore childhood, prison sentence and multiple setbacks in life couldn't keep Ryan down and how they actually fueled his success. And you'll see for yourself living proof that your past does not matter, it's what you do today and tomorrow that determines who you'll be. For more information on Ryan visit HardcoreCloser.com and his Clyxo profile This episode is sponsored by StilettoCoffee.com (use bacon for 25% off)