Podcasts about well nick

Well Nick is sick, So Marcus takes the reigns! He is joined by Intisar and Vel! Intisar runs a blog called "This Week In Aurebesh" and both guests raid with Marcus on his nightmare team. They do a deep dive into discussing SWTOR's 7.0 expansion. They also discuss the release of the new KOTOR teaser trailer. What will happen? Find out with all the tin foil hat theories!This week in Aurebesh: http://www.generic-hero.com/ThisWeekinAurabesh/

Do you ever have a birthday? Do you know anyone who suffers from birthdays? Well Nick and Cody are here to make sure you never have to have a boring birthday again. Join us as we discover the best place of all time to have a birthday regardless of age or wether or not you're soul bound to a museum. 1. Movie Theatre v 16. Chuck-E-Cheese 8. Art/Pottery Place v 9. Museum

In this episode, Nick solves the ancient age-old question of dealing with the wannabe office funny person. You know the person in the office that thinks they are also a stand-up comedian and ruin your life on a daily basis. Well Nick believes he has the perfect solution on how to survive these terrible wannabe comedians, save the world....again as always, and also help you get back to a healthy work life. You're not going to want to miss this episode bro beans.  www.cutellicomedy.com 

Freaks and Geeks Episode 6 – I’m With The Band Question: How many pieces did Neil Peart (Rush) have in his drum set? It’s like 40 something…..crazy!! Well Nick is trying to be a drummer as well and Daniel and Ken join him in a band called……Creation!! Sam, Bill and Neal are forced to shower in gym class…..very reluctantly.

Breathing? Don't we just do that naturally? The answer is yes. However, that passive mentality towards breathing has probably led to more harm than good. Nick Hair, returns for part 2 to enlighten us on a topic we overlook everyday. But, it is one foundational of life itself and perhaps the key to improving the quality of our lives.In this Episode we cover:Breathing and the difference between breathing through the nose vs. the mouthThe importance of Oxygen and Carbon Dioxide, and how bastardizing CO2 has led us down the wrong path...The physiological changes that each breathing style elicit and why one vs. the other might be beneficialThe neurological changes that each breathing style elicit and how breathing through your nose might be the step in the right direction towards fighting your high stress lifestyleHow to assess our ability to tolerate CO2, a marker on the state of our respiration or breathingSimple ways to start improving the way you breath todayand more!The references from the episode and books Nick is currently reading:The Oxygen AdvantageRespiratory PhysiologyThe Oxygen Advantage website: https://oxygenadvantage.com/

Ben and Nick moved in together, and it all went quiet. Too quiet. What the hell are they up to..? ...Well - Nick grew a beard, and Ben didn't want to. That's about it.

[fusion_builder_container hundred_percent="no" equal_height_columns="no" menu_anchor="" hide_on_mobile="small-visibility,medium-visibility,large-visibility" class="" id="" background_color="" background_image="" background_position="center center" background_repeat="no-repeat" fade="no" background_parallax="none" parallax_speed="0.3" video_mp4="" video_webm="" video_ogv="" video_url="" video_aspect_ratio="16:9" video_loop="yes" video_mute="yes" overlay_color="" video_preview_image="" border_size="" border_color="" border_style="solid" padding_top="" padding_bottom="" padding_left="" padding_right=""][fusion_builder_row][fusion_builder_column type="1_1" layout="1_1" background_position="left top" background_color="" border_size="" border_color="" border_style="solid" border_position="all" spacing="yes" background_image="" background_repeat="no-repeat" padding_top="" padding_right="" padding_bottom="" padding_left="" margin_top="0px" margin_bottom="0px" class="" id="" animation_type="" animation_speed="0.3" animation_direction="left" hide_on_mobile="small-visibility,medium-visibility,large-visibility" center_content="no" last="no" min_height="" hover_type="none" link=""][fusion_text] Watch the live interview below [/fusion_text][fusion_youtube id="https://youtu.be/o708eAahonM" alignment="center" width="" height="" autoplay="false" api_params="&rel=0" hide_on_mobile="small-visibility,medium-visibility,large-visibility" class="" /][fusion_text] Transcription (was completed by automated process. Please ignore any speech-to-text errors) [00:00:22] Hi I'm Beatty Carmichael and welcome to the get sellers calling you podcast and I'm excited today to interview just a really neat and top producing real turd named Nick Kerley out of Redding California. So Next say hello. [00:00:40] Hey Beatty how you doing today. [00:00:42] Well I am doing super and I appreciate your time today. I know you are busy. And for those who don't know you written it is actually a client of ours and he does have he has a really unique business model that he's been doing. He's had tremendous market share with it. Very entrepreneurial. And so I just wanted to go through a little bit of your story and what you're doing. And have you share with the folks out there maybe some things that they can tap into and try to drive on too. So thanks for your time today. [00:01:18] No problem. Thank you. Glad to be here. [00:01:20] Yeah. So just a reminder also this is an Internet call. [00:01:24] So just please excuse any internet type of interruptions. But Nick real quickly before we get fully started I'd love just to hear a little bit about your real estate career and you're mentioning as you move to Redding you only knew two people and the story of how you got started. I just want to kind of have you share that with people real quick can you. First off before we do that tell me tell us first where you are right now so people understand. Because I think you mentioned you have a big company. You have a lot of agents your brokerage kind of. Who are you right now and then we'll talk about how you got there. [00:01:59] Oh sure. All right. So we're a real estate broker. I'm going to California real estate broker I have a team of agents that that work here. We're an independent company and we last year we did about twenty four twenty five million in transaction volume that equated to about 60 transactions sides. That was myself another agent and a full time transaction coordinator. We we are probably the number three or four agent in our chefs the board of MLS. And we we have a system everything here is systematized from from the sharpening of the pencil to the to the handing over of the keys. So it's it's it's definitely a full system operation. [00:02:50] Well does I think is the thing that's been so impressive because when you and I started working you had your whole system built out. [00:02:57] So I want to get there in just a moment but tell us how you got started you were just mentioning before we started the recording showing up and writing and all you knew to people and now a few years later you're just a song you know got this great powerful business going so tell us how what happened on that. [00:03:15] Well we I've been in real estate since 2002 for so just over 17 years. I was from Southern California and the rat race of Southern California and and the wife and kids. When that starts to hate your life you start to wonder where you want to where you want to end up and where you raise those kids. So Redding is a beautiful town. We're surrounded by mountains where our backyard is Lake Shasta. We have Mount Shasta behind that. It's just an absolutely beautiful place if you ever have an opportunity to come visit here. If you're an outdoors person you you can never get tired or bored. So it was a perfect spot to land my broker at the time actually lived here with his feet on say and I knew both of them because they were originally from the same local town in southern California came up to visit them fell in love with the town way back down put in my 30 day notice and moved up pretty much 30 days later. So when I got here though I didn't know anybody and if you know real estate it's less about what you know and it's more about who you know. The good thing was is that I had the experience I knew how to run a transaction I knew how to write and offer. So on and so forth but I didn't know any people. I literally went out and doorknocked. I picked the neighborhood. I said I picked the only way I picked it was I said to myself I would like to live here. This was it this was a pretty neighborhood and I just started knocking on the doors. Luckily I didn't get shot or ran off. I had an excellent coach my former broker and been in the business for thirty five years was a top producer so he helped me out with getting some things going. Some marketing pieces but that's that's basically how I got started here and Redding was just door knocking and giving everybody extraordinary service. And once that happened and the business started to snowball and get bigger and bigger. [00:05:11] Now how long ago was that when you came to Redding. [00:05:14] I came here in October of 2013 and I'm sorry. [00:05:19] I was about five years. [00:05:22] Yeah. Yeah. We're going we're going on the five years now. Every year I've grew my business. The first year I did eight transaction sides which is not bad if you're an agent just starting out but you know 15 years in the business you're kind of wondering what's going on. Two years after that I was doing 32 transaction sides by myself hired a transaction coordinator and went up to over 60. [00:05:47] That's really amazing. And. And you found a niche and there in Redding that you really pushed into. Tell us a little bit about that. [00:05:58] Yeah we. And this is this kind of bleeds to. How. [00:06:01] How I met you Beatty but we do a lot of residential income properties a lot of apartment buildings the commercial side. I had a property management background down in southern California. So when I came up here it was very easy for me to fill right into it. I know that that niche I know that market I know how to sell that product. I know what buyers are looking for I know what sellers are looking for and I knew what to watch out for. So because I was new to town I exploited that and now we we sell probably 20 to 30 percent of the market share in an apartment buildings in the in the Shasta County area. [00:06:40] Wow. That seems like a lie. I mean 20 to 30 percent is a lot anywhere you go. What what's your key. I mean how are you. I mean do you go meet the owners so you can get their business or how is it different from residential retail sales and what are you doing. [00:06:57] Well you know direct mail is incredibly effective. When I got in the business in 2002 you'd go out to your mailbox and it would be like pulling out a phonebook because you had so much mail even in a couple of days. Then the Internet came along and email account came along and all of a sudden that mailbox the stack of stuff went lower and lower and lower. Fast forward now to two thousand and 19 and my wife goes sometimes to the mail every other day sometimes once a week. So what I'm getting at is the mailbox is a great place to share your business and that's what I started doing I started doing direct mail. I had excellent content for those apartment owners and apartment buyers and they they just started calling me. So Trent transfer that to the single family home business which we have a lot of success in but we also wanted to gain more market share but also it's a it's far more competitive. There's a lot more agents that are involved in single family homes than there are an apartment. So that's why I knew that direct mail was a 100 percent success. I believed in it wholeheartedly. I just wanted to not reinvent the wheel when it came to the content and what it was that got the homeowner to call me. And that's where I found your company and found you guys. [00:08:17] Hi I'm glad that you're here. I'd like to go in that direction. I'm not really I'm not trying to make this a pitch for what we do but I would love just from your perspective so you built a business with the residential income properties and you built it off with direct mail and now you whining and you've got 20 to 30 percent market share there. So now you're wanting to build a second income with your single family homes. So tell me a little bit about what you know how and how did you find us and and what you're excited about with what we're doing for you. [00:08:54] Yeah that's a great question especially if you have any newer agents that are listening to this because when I first got into the business I must have signed up with every single program everybody that said that they can they can bring me business and all I had to do was one transaction that day for itself. So when it came time to find a marketing system I really go through the Internet you know referral talking to talking to people outside of my market to try to find what really worked. And I interviewed a lot of other I guess companies or services and you know a lot of people want to sell you the bells and whistles online and online is the place to go and a lot of people might have success there but my success stemmed from direct mail. So when I when I stumbled upon you guys and started doing my research before making that call I noticed that you guys were just as much of a proponent as of the direct mail as I was. It's important though to understand especially as a as an agent that direct mail is not instant gratification. It does not happen overnight. Sure you can send out your first postcard and you could get a call and that's fantastic but it's going to take some months of commitment and some repetitiveness in order to gain that reputation in the mailbox. But once you do do it and you stay consistent with it. E. Almost like it's like you push through the threshold and then and then it just compounds on itself and then the phone starts ringing for you rather than you constantly having to ring on the phone. So that's that's kind of the short story of how I kind of funneled down going through some other places that. [00:10:41] That were that weren't really the same mentality that I had and found you guys very interesting. [00:10:47] So now there are a lot of people that send out postcards now. You know we postcard is this for us. It's a delivery method to get content there and we use it as you know but we're not using it with you in your particular area. [00:11:00] But we push that out through Facebook and we push it out through other forms. But what is it about us that caught your interest. [00:11:09] Because I'm sure you looked at all kinds of other companies that do postcards but you weren't interested in whatever they did. What culture interest with what we did. [00:11:19] It really is the content and the organization of how it's all put together and the science behind it really. I mean I'm the kind of person that when I'm selling a house I want to find out what or how buyers have previously found the house they bought. I want to I want to study that because those statistics are important. So then you know where to spend your marketing dollars. I mean if they if they found it on the dry driving by the house and seeing the sign you want to spend some money on your science you know you also want to be in other places like the Internet and postcards. But my point is is that when I came to you guys you guys had studied what worked and I found that so many other companies out there they were just using these bland postcards that really had no effect on the end user. And you guys were the opposite of that you scientifically if you will found out what the consumer is looking for what they want to know and what is going to compel them to to to call. [00:12:20] That was also coupled with a technology that you guys have that must be proprietary because I've never seen it anywhere else. And and how it works on the back end. I had no concern. I never I didn't care how it worked. I just I cared that it did work. So once we started using that system and I've already used you guys as program we just got started in this. I'm already seeing that that technology that you have where the sellers basically raise their hand and tell you that you know they're thinking about selling it works. It's pretty cool. [00:12:56] That's cool. Hey I want to share one other thing for the folks listening because you and I just finished doing an interview for your farm now your farm is like four or five thousand homes that we're targeting there. [00:13:09] But talk to me just a little bit about the interview and just the whole process I just kind of bring people up to speed. So Nick and I just finished doing an interview where I'm asking him questions. [00:13:25] He's responding as the realtor giving his homeowners in that farm an opportunity to meet him because the hardest part and breaking into a new market especially like a farm is them getting a chance to meet you. [00:13:40] So talk to me a little bit and just what you what excites you about that video. Because I know you put a lot of effort in in preparing for it. We actually recut it again after you watch the first one. So give me an idea just what you see in it. [00:13:54] Well you know it's great. I mean you know people these days they don't necessarily want to talk to the sales person until they have enough information to where they want to ask a question that becomes very difficult process for the salesperson of course because you know you're not going to be able to engage that seller until you meet with them so that you have that impasse there. [00:14:16] How do you how do you bridge that gap. So working with you I thought it was a great idea. But but folks out there have to understand that even though I've been in the business this long I've never I've never demand one that does video. I kind of come from the old school of you know maybe like meeting somebody at an open house or doing door knocking. But in today's technology people are on the Internet they're watching videos and other agents are doing it. [00:14:41] So even if you're uncomfortable about it I would say step out of that comfort zone. You know trust trust Fadi and his team with their system and go with it because it gave me an opportunity to do some answer some really great questions that a lot of sellers have before they decide to welcome you into their home and kind of establish that that ice break to where even if they only watch it for five minutes they still know that I'm a human being I'm the person and you know and it gives me that opportunity to to go to the next step which is hopefully an interview for the job. [00:15:19] I love it. Hey if you don't mind I'd like to whine backwards just a little bit and go back to residential income stuff a little bit. [00:15:29] I'm real curious about that because that seems like like a neat niche market that probably most agents don't go after. Do you find that it's a real competitive market or aren't non-competitive. [00:15:44] It's that's a loaded question. [00:15:45] I mean it's a it's a very competitive market. On the broker side with brokers that know what they're doing. You have to be careful in their residential income side because say for instance you have a four unit apartment building. Well that's one property but there's four doors in there there's four there's four many houses in there. [00:16:05] So you have four inspections you have four tenants that you're working with. You know you have financing that you have to understand how it works taxes. You also have to understand the expenses and that kind of thing. So there's a lot of moving parts. So on the broker side there's not a large volume of agents that do it but the ones that do are very good. They're very skilled and they know what they're doing. So you have to have that same level of confidence and education in order to compete at that level. On the other side the buyer and the seller you know these are people that own income property and you have to have a usually a minimum 25 percent down in order to purchase them. So they're there they're of high wealth usually of high education and they expect a certain level of professionalism and they expect you to know what you're doing and you're going to have to be able to deliver on those on those expectations. [00:17:01] So it is it is very competitive in that sense and the buyers are entrusting you to go out there and find them the right property. And if you don't do that they're definitely going to find somebody else for it. So go ahead. All right. That also being said if you are good and you and you do and you do know what you're doing. It's also not where a lot of other agents are. So in this day and age you're better at being a specialist at one or two things than trying to be great at a whole lot of things. [00:17:36] I fully concur on that. And we used to offer services to our clients in all rare realms of different things. And I realized you can't you can't be a Master Ball. [00:17:50] So narrow it down to where you can be a master of. How do you so. So the dynamics of this residential income is obviously it's not for every agent but for those who are intrigued with the idea. Can you give some some basic steps on what do you do or how do you get started. I love the fact that you're sharing it's lot more moving pieces so it's definitely a more process driven sale or transaction. Can you do just educate a little bit more on how you get started and what the opportunity is. Does that make sense. There's probably a lot of things along the way. [00:18:30] You're listening to the get sellers calling you podcast to increase sales from past clients and sphere of influence or from a geographic farm. [00:18:38] Learn about Agent dominator we guarantee your sales in writing or give your money back. To learn more. Visit our web and get sellers calling you dot com and select agent dominator from the menu. [00:18:49] And now back to the podcast. [00:18:53] The best thing to do to get started is to start. Start small. I mean. Yes. I mean it as a real estate agent that makes money off of commissions. You may see an apartment building out there that's you know one million or 10 million dollars and say that's where I want to go but it's better off to start. Start off small you analyze a duplex analyze it try plex for plex analyze that property so you can educate yourself on exactly what the local laws are for your tenants and what leases and how the contract works. As far as selling those types of properties and if you start there and you know maybe you sell a duplex or a four plex then you go through that process you'll get confident just like you would order when you sold your first listing or your first house. After that you felt confidence so when you get there and you get the confidence and you also get the wherewithal of what it takes to process that transaction then then I would say start going to the next level and expanding your business. But most importantly what we do here is we advertise and celebrate every success. [00:20:05] Success begets success. So once you make that sale it's really important to share with all the other property owners out there that owns those similar properties. What you've just done and explain to them how you got this property listed or how you brought that buyer and that you have more buyers or you have the potential to sell more or more properties once you start doing that and you get that side type of success that community out there that owns those properties will know will know you and know that success and it'll start to compound more business. But I definitely don't want to trade that this is an easy niche to get in. This took me years and years of work and education and hundreds of thousands of dollars. So at the end of it we have 20 to 30 percent market share today but that didn't happen overnight. It happened by starting small and celebrating every success with all of those those owners and then in turn providing the result. You can't take a listing and then not sell it and expect other people to to hire you. [00:21:15] That makes a lot of sense. How does some appear to make a comparison between the residential income and the single family home. The marketing of it either the content or the delivery. [00:21:27] What's the basic difference and what are you see as your big takeaway be no take over bring over from residential income to then push into the single family home. [00:21:41] Well the marketing is a little bit different because the end user is it is a different person in a single family home. You're marketing a place where somebody is going to a buyer. You're marketing a place where somebody is going to have backyard barbecues they're going to have Christmas morning their Thanksgiving they're having friends over. It's in a very emotional place for them and they're you know they're going to make those memories there on the on the apartment side. You're you're marketing an income. I mean that is a second stream of income. It's an asset that grows wealth for the owner and also the maintenance that it takes to run it. So you're really you're on a on a more an emotional sale in a single family home and it's more a business sale on an apartment on apartments. Both of those combined in certain terms and ways. I mean there can be some emotion that's involved in apartments and there is also some business that's involved in single family but. But they are definitely different. [00:22:40] And when marketing each one you can market them with the same vehicle like if it's direct mail but your message definitely has to be different. I mean you wouldn't want to tell the investor this is a great place to live in and it's amazing place to have barbecues you know they don't care. They're not likely not going to live there. So and vice versa. You wouldn't tell somebody who's moving in a single family home that it would make a great rental. I mean they're not planning on buying it to read it. They're buying to live there. So if that makes any sense. [00:23:13] Yeah no that makes a lot of sense. I've got a crazy question now for you. What has been one of the worst things you've ever tried that failed. OK. Does that make sense. And because I want to find out what are you done that just actually doesn't work he said. Oh come on write that one off and then I want to find out what are the things you've done that absolutely work that you're going to stay focused on. I know postcards is one of them. But over here what's the point. What are the things that have failed the worst for you. Do you mind sharing. Oh sure. [00:23:45] I mean you know I mean we've done you know we've done raffles before that we thought we were. You know you spend money on free T TV and you've done raffles thinking that you're going to get a bunch of people in also you know really to some Web sites I've spent money on Web sites thousands actually on Web sites thinking that that's going to drive people to my Web site and I'm going to get those leads. You really have to be careful when you're doing Web sites to make sure that your money is well spent there. Those types of things have been unsuccessful. I would say any marketing that is unprepared has been unsuccessful. Another thing that I've failed at and this is probably going to be a little bit hard for some agency here because there are some agents that have been extremely successful is the cold calling. I never was good at cold calling I'm not a good cold caller. I just it never really worked for me. So that's probably one of the ones that I feel the most that I didn't spend a lot of money on it but I spent a lot of time in and you know that's why we don't do it. I just it doesn't work for me. And when I found that it didn't work for me I moved away and found things I did. [00:25:02] That's destiny. And is there anything besides the postcards that you found has been really good for you. [00:25:10] You know believe it or not open houses on the residential side have been really successful for us but we don't do a standard open house where you know the seller says OK you can hold it up on Sunday and we start marketing it on Friday. We go back and you know at least a week to 10 days before and start marketing that open house. We incorporate the neighbors with invites. We do tons of signage flags balloons that kind of stuff. And in that that has been been really successful at open houses and got away from a little bit. They're starting to come back into popularity just because I think people will enjoy it. There are the looky loos out there but there are people that are going to look at open houses and they're serious about buying. [00:25:57] So talk to me a little more about those open houses so you're marketing it to the neighborhood. Are you looking for neighbors who are thinking about selling to come look at the open house. Or are you looking for neighbors to tell their friends to drive buyers to it. [00:26:13] Well both in any successful real estate business listings is the key. It just really is you can ask any top producer anywhere in the world at any point in time. Listings are the key. But without selling those listings you'll never be successful. So we're looking for both. We want to bring the neighbors in for two reasons. We want to meet them to exhibit the open house and to tell their friends and family. But we also want to hear about any future movie needs that they may have. So it's a it's two part in our marketing is in that as well. [00:26:46] So when you when you do the one you do the open house. Can you give me some examples of things that are kind of a typical example of what you what you do in marketing it and then the typical example of what type of results are you getting out of it is it just selling it faster or are you picking up an extra listing or two for every open house that you that you did. [00:27:09] Both first of all you've got to have a good house. I mean it's got to be in a good location. There ain't here. If you're you know at a 10 acre property four miles out of town on some backcountry road you're you're not gonna have success. So you've got to have some givens there so that the House has to be in a good location. We picked them for a good location. You know open houses and the marketing that we send out. We it depends on the time of season. But I mean I've had as many as no exaggeration over a hundred people at an open house before. Wow I get a subdivision a hundred. I mean it was so overwhelming we almost couldn't keep track. So what is it. It was a really cool house. A lot of people wanted to come see it. So that was a contributing factor. But realistically our open house is an average anywhere from 15 to 25 groups which if you're a realtor and you've been in the business for a while that's that's pretty good numbers to have. And again it reverts back to these are in subdivisions you know they're in good locations. and that's been really helpful. [00:28:11] So those numbers go down as your home gets harder and harder to find. And if you don't prepare for it properly out of those open houses. If the House is price right I did an open house last year that the house was already sold before we had the open house. I mean because the house was so awesome but the open house created multiple offers those multiple offers did so well that I was able to advertise it to the neighbors and one of the neighbors was thinking about selling. He was so impressed with the open house we got the listing off of that. So those are the those are the things that makes them effective. The problem with open house in the negative connotation with it is is that most agents do them and they'll set up their sign and they'll sit in the house for two or three or four hours and the only one eats the cookies is them because no one comes by. They automatically check it off as a as an ineffective marketing tool. It doesn't work. It's only you know to appease the seller and I don't want to spend my four hours there just eating cookies. I eat enough already. [00:29:17] So you know it's a marketing that drives the business there. That makes it work worthwhile. So what specifically you mentioned like rather than just you know you have open house on Sunday you don't wait till Friday to market. [00:29:31] You're actually marketing a week or ten days earlier. Tell me what you're doing. [00:29:36] Well first of all we get a list of all the neighbors that are at least within the mild two miles around the house radius and we mail them all a personal invitation. It's just on a postcard it doesn't have to be in an envelope. And we send him a postcard as a personal invitation that says you're cordially invited to our open house at 1 to 3 memory lane between 1 and 4 on Sunday. Please come on by and extend this invitation to any of your friends family and co-workers. There will be a lender on site if you have any mortgage questions along with a license realtors and we'll have some beverages. We'd love to see you. So we start out with that as an invite. We do the exact same thing with Facebook. We do a Facebook post on there. We boost that and sponsor that and explain that there's gonna be an open house. Please share that post and kind of reiterate what we said in the postcard. We also advertise it on Craigslist letting the open house know we change it in our local board our MLS allows us to notate WHEN AN OPEN HOUSE is coming up. Then what happens is this ad goes across Zillow realtor dot com all of those major national Web sites and it shows that there's gonna be an open house on that day. So then leading up to the open house day we're getting signage ready to go putting out as many signs as we possibly can. We put out flags directional signs balloons and and that really stacks the cards in our favor to have a successful open house. [00:31:10] You know that's really as I'm hearing you talk. I'm going back to you're driving the business with a residential income properties. You're marketing that you're now marketing to four or five thousand home farm. [00:31:26] And I say the same thing happening with your open houses. You don't just sit there and hope someone's going to come by. You're actually marketing it and pushing the content out to dry people there. Sure I don't know. I don't more agents do that. [00:31:43] Well I mean I think you really want to get down to brass tacks. I think it's training. And in California you just have to pass a couple of courses and take a state test and then you get a real estate license. But that does not mean that literature doesn't explain anything on how to market yourself how to market a listing how to take a listing how to talk to a seller or a buyer to get them to want to work with you over the competition. So I think that many agents out there are poorly trained unfortunately. Secondly most people think that you have to have something else to do it for you like a computer especially all the more technologically we get the more these computers and suffered doing it for us good old fashioned shoe leather. We'll get you so far in this business. It's a people business and getting face to face will save you a lot of money. So I think that's what scares agents is they get into this business that you can be your own boss and be a small business owner without a whole lot of investment. But then again you may not have a whole lot of investment and you're worried about where to spend those dollars. So that's kind of for a new agent. [00:32:54] The older agents you know maybe they just didn't plan their career accordingly the way that that we were trained or I was trained and learned is you have to invest in what you sell very in the real estate business. You should be buying real estate throughout your career. If you don't then you might be in this business for 35 40 years. Still driving people around in your car in which there's nothing wrong with that but it's probably the biggest pitfall for most agents and brokers is they forget that they they have to invest in what they're selling and sets set money aside for that too. [00:33:33] So I hope that helps explain it. I mean for the new agent just get out there and use what your resources are which is your two legs in your mouth and and then talk to people whether it be through open houses or wherever a socially you can do that. And then you know for the seasoned agencies just don't forget to invest for your future. [00:33:55] That's really brilliant. And I just love the aggressiveness not that you're an aggressive person but you take an aggressive stance to say I'm going to market this if I want to spend my time sitting there I want to make sure a lot of people coming in. [00:34:08] Absolutely. Now do you are. So you're sending out a bunch of postcards. You're boosting post on Facebook and I know that's not all that expensive but you do have some costs involved. You mentioned that you have a lender usually there. Do you get the lender to pay for any of the cost as well. Yes. [00:34:27] The lender will usually provide the refreshments. They'll also do a Facebook post on their personal Facebook site whatever it may be. They what I always ask them to do too is you know all of the buyers that you have that are pre-approved in this price range. Please send them out an email letting them know that you know you're partnering with us to do an open house. So yeah we get that we get the lenders involved as well. Whatever they want to do as far as marketing. Sometimes when we're doing the the invitations they'll ask if they can be on the invitation and then we just split the cost of the production and stay with with the lender and they get their picture on there and they're happy to do it. OK. You'll find lenders that will be happy to do it. Just make sure that you abide by all your local rest bylaws and all that stuff you were going to split it down the middle to make sense. [00:35:25] So if I were to ask most agents on a scale of one to ten ten being highest where would you rate your success rate and effectiveness of an open house. Most agents I ask that to would probably say you know maybe about a two or three. If I were to ask you when you do your open house with all of that marketing behind it where would you rate that success loan where we're high. [00:35:51] I mean I mean even a broken clock is right twice a day twice a day so sometimes you don't you strike out even with all that marketing but very rarely. I would say we're at an eight and nine and sometimes a 10. It just takes a lot of preparation. It really does. But they're effective and we get a lot of business that way. For me in my position I don't as much have the time to do it personally anymore but the agents that we're bringing on that are just getting started and wondering hey what's the fastest way that I can get a transaction or a client. And that's without spending you know thousands and thousands of dollars in marketing. And that's the effective way to do it. [00:36:33] I love it. So in wrapping up is there anything if you could maybe give the top three things ok that you have found personally. That you know you know you got a seasoned agent out there listening to this or maybe an aggressive upcoming new one. But whether the top three things she would recommend someone do and why. To grow their business. [00:36:56] Well the top two first thing is get away Get get rid of everything that's costing you money and not bringing you in clients. Find out what that is. Look in your business and see where you're spending money and not getting any return. Cut that out as soon as possible. And the second thing is is find out what you are doing successfully and do more of that. Do you do as much of that as you possibly can. And the third thing is it would be. Find out what you want to do and find like for instance. I know this isn't a commercial for you guys but I wanted to take my business to the next level with a certain amount of marketing. So I found a partner to partner with that was successful at doing that. That took a huge workload and time out of out of my my day. They took on that time and I partnered with them to do it. So getting back to the three I would say no one find out what's costing you money and not bringing you any money in return. Find out what you're good at and and do more of that or try to structure your system and business around doing more exploiting that. And three seemed where you want to go and partner with a coach or a marketing system that can get you there without you know that you trust that you trust can get you there not something that you're just throwing money at and seeing if it sticks. [00:38:21] Now let me ask you one question on that because like I was talking to an agent recently he spent ten thousand dollars a year and this magazine that just goes out like once or twice a month. [00:38:35] It's all the agents in the area advertises there. So he feels he needs to be there. But I was asking him how much money how many listings or anything. I don't know. So when you know a lot of times you have agents that are spending money. Your first criteria was find where you're spending money that's not producing and cut it out. How would you advise on if they're spending money but they don't know if it's producing or not. [00:38:59] Well you you should definitely have a system. [00:39:02] So if you're doing like a magazine like that every single call inbound call that you get. You really should say no. How did you hear about us and that way you can track that and that would that would start. That would be my suggestion otherwise you know for instance like the postcards that we send out with with your company it automatically tells us that they they got the postcard from us. So that's that's you know that's something the technology can help you track that a lot better. But we don't invest in any marketing that we can't track. [00:39:38] You know I heard someplace and I think it's OK to walk through if you can't track it. It's not marketing you're spending money right. Yep. So you definitely got to track it. [00:39:49] Well Nick thank you so much for your time is there anything else. Before we wrap up that you would like to share anything that hit your mind that oh I share a thought share this. Anything like that before you wrap it up. [00:40:02] I think we covered it. It's a it's a it's a one man business or one person a small business. So I hope I didn't give out all of our secrets but I'd also hope that we gave some good content there for some people that are listening that it that it was helpful. So you know all I got to say is I really appreciate you having me on and and then allow me to do this with you and I hope that it was helpful for for everybody involved. [00:40:30] Well thank you again Nick. And for those who are listening or watching if you do like this please describe to our podcast you'll actually find us on iTunes and deterring. [00:40:41] And Google Play on the podcast if you're watching it on YouTube. Please like it. And you can subscribe there as well. Also check out our guest seller calling you dot Web site or Facebook page and like that. So you do want to learn more about what we do or about growing your business. You can learn more about us at get sellers calling you dot com. You'll see a tap at the top that says agent dominator that's actually the service we do to help people grow business. That's what we're doing with Nick. So Nick thank you again. And you have a blessed day. [00:41:15] Thank you. Appreciate it Beatty too. [00:41:20] If you've enjoyed this podcast Be sure to subscribe to it so you never miss another episode. [00:41:24] And please like our get sellers calling you Facebook page. Also if you want to increase sales from past clients and sphere of influence dominate a geographic farm or convert home valuation leads. Check out our agent dominator program. We create custom content that differentiates you from other realtors then use it to keep you top of mind with your prospects with postcards targeted Facebook ads email campaigns video interviews and more. And the best part is we guarantee yourselves or give all your money back. Learn more at get sellers calling you dot com and select agent dominator in the menu. Thanks for listening to the get sellers calling you podcast. [00:42:02] Have a great day. 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Why Dave Decided to talk to Nick Sonnenburg: Nick Sonnenburg has found that speed in a business is not just doing more in less time. Why grind out more work with less value when optimization saves you both time and money. With Nick having been employed by people like Tony Robbins, Aetherium, and many other big name companies he saw this first hand. Oh and did we mention he saved Aetherium $1,000,000/month just by optimizing their use of Slack? Tips and Tricks for You and Your Business: (1:54) “You’re Going to be Learning Be Rocket Science…” (3:16) Nick’s Super Power is Easily Pausing to Go Faster in Business (6:54) Nick Shut off His Company’s Marketing For a Year...Yeah Dave Was Shocked to (8:18) The Disadvantages of Moving Fast in the Wrong Direction (10:17) How Do You Know When to Use Each Tool for Your Business? (14:36) Your Brain Should Not Hold the Company’s Secrets to Success Hostage (17:40) Leveraging the Agency System (21:07) Conversion Auditing, Do You Know How to do it? Better Yet, Do You Know What it is? (26:03) Outsourcing is Some Awesome Sauce IF You Know What Needs Outsourcing (28:02) You Increase the Speed of Your Company with Getting Rid of Roadblocks (29:57) Optimizing Slack to Increase Your Company’s Speed Quotable Moments: (4:32) “I suffer from PTSD as an entrepreneur. Having cycled a couple of times and understanding the fear of ‘Oh my gosh what it if I lose it..’ so I just had the gas going the whole time.” (8:22) “A lot of people move fast, but moving fast in the wrong direction doesn’t help you either.” (15:38) “You can allow other people to look at how others do their job and give suggestions. Fresh eyes spark innovation.” (26:58) “I think defining success and being able to measure success is one of the most important things with funnels and with any project in general to be honest. And I think people just don’t take enough time up front to think about those types of things.” Other Tidbits: Nick helped Aetherium save nearly $1,000,000 from optimizing their Slack page. Nick’s company, Leverage, specializes in outsourcing and has helped people with buying a house all the way to optimizing a funnel. This wide range of services though has allowed them to identify what niches require and thrive off more optimization. Important Episode Links: One Funnel Away Challenge DotCom Secrets Book Email Dave Connect on Facebook Follow On Instagram Contact Episode Guest: GetLeverage.comNick@GetLeverage.com Episode Transcript: 00:00       Welcome to funnel hacker radio podcast where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets and how you can get those same results. Here is your host, Dave Woodward. Everybody welcome back to funnel hacking 00:18       radio. I am so excited. Day I'd be up to and bring it on. A dear friend of mine who has been a mentor of mine, actually guy I've loved getting to know better and the one introduce you guys to Nick Sonnenberg. Thanks for having me. I am so excited. Uh, for those of you guys, go ahead. I'm honored to be called a mentor. You are. No, honestly I, it's one of the things I've, I am so impressive. For those of you guys who don't know, nick, this is a guy who's been an x high frequency trader from Wall Street, does the CEO of leverage, which is a company. I've got a ton of admiration for. A, they're totally disrupted the agency model, but the part I love is his. The way in which you think nick is, blows my mind. You have this ability to look at super, super complex problems and be able to minimize it down to the very key factors and to communicate it in a way that so many other people can understand. 01:08       We, we're just talking about this whole idea that, uh, you've got a new book coming out come up for air where you've consulted one and two type of employee businesses, consulted Tony Robbins, consultant, large, huge companies as well. And I think the part I love, just as every time I talked to you, is just to see, I mean, your mind races at this crazy, crazy pace and yet you slow things down so well to be able to explain things to people there. It's like, oh, oh, I get it. And I'm just totally impressed with that. So I, I don't have that skillset. And so when I see someone like you who does, I'm like, oh my gosh, I'm so impressed. 01:42       Well, thank you very much. A, I'll give you a story to piggy back off of that. So, uh, my first day of Grad school I went to Berkeley for my masters. I did financial engineering. And the very first day they, they said, look, you're going to be learning rocket science here, but the real goal is that you should be able to explain these concepts to a five year old. And that's really how you know that you've mastered a subject as if you can explain it very clearly in an in a simple way. So it's a big honor for you to say that to me cause that's something that really has sat with me since Grad school. 02:14       Well I love it. I get it. It's one of the things I've always, every time I talked with Russell I loved, he spends so much time on trying to get down to even a little doodle in a drawing for that same principle as, I mean there's a lot of people who will talk over people's heads and think that this techno babble and everything else is going to flatter people. All it does is confuse them and actually pushes people further away. And when you talk with people like yourself, with Russell, it literally draws people to you. Every, we were at TNC and I saw you hordes of people just trying to get your attention just to talk with you because of that. 02:44       You were the one with the hordes. I had them anymore. Um, no, like when I speak to people and I can't understand what they're talking about, I usually, the first thing that starts going on in my head is I don't think this person's really a master of what they're talking about. If, if they're explaining it in such a complex way, 03:00       you know, I love that concept. I wanna kind of expound on that. So we're, one of the things we're going to get to here later in the podcast is what leverage is doing right now on fixed pricing of funnels. So hold tight to the end because you want to hear that for sure. But I want to talk to you about one of the things you and I were talking about, this whole idea as far as the power of pausing to go faster. And for those of you guys have been following our journey as far as click funnels. Um, I actually, I all announce it right now. We are going to be changed our podcast, uh, to where right now we're 78,000 customers and we're in change the kind of the idea behind the podcast to bring on more people like yourself who understand scale and really invite people on our journey to get to a hundred to build a culture of 100,000 customers or users here before the end of this year. 03:46       But to do it, and it's one of the things you and I were just discussing was when you build a company as an entrepreneur, it's, so a little backstory here. Last week we were at a jewelry store and who's our VP of marketing at all of our marketing team in and we spent a bunch of time, I, Russell was there kind of identifying what the, the forefront is going to be as far as all these other funnels we want to do. But the one thing I realized was for our team, one of the things that's hard is the speed at which we go and it's what you and I were talking about. I, I suffer from Pstd as an entrepreneur of having cycled a couple of times and understanding the fear of, oh my gosh, if I lose it, I just, and so I keep going at the gas going all the time. And yet, uh, as you and I were just talking about, you have this ability to really understand the power of pausing to go faster. If you don't mind. Can you expound on that? 04:37       Totally. And there was a good, a great book. Um, I'm going to look up the name, it's called weight, which is all about the power posing. But yeah, what we were talking about before is once you go live with a company and you have customers to support, I mean that's it. Like you have to put a huge amount of focus on maintaining the, the, the system, supporting your clients, making sure that they're well supported. So sometimes when you grow too quickly, um, things break. And then a lot of, a lot of time that, that you have to invest down the road is spent on kind of fixing issues that kind of arose from premature scaling. So in development software development, you have, um, you have a, a concept that is, um, what's it called? It's called a coat. Um, oh my God, I'm blanking right now that you have technical debt, just like, and what that basically means is, you know, you've hardcoded some product or some feature that you want to do, but not a super scalable way. 05:42       So in a year or in two years from now, since it wasn't done in such an abstract way, you're going to have to Redo it because inevitably whatever you'd thought you need now you're going to get feedback from people and things and needs are gonna change and you're going to to change it. And the more time that you kind of invest, it's always a trade off, right? Like if you were to try to make something as abstract as possible, now you move slower to get that feature at least, but then you have less technical debt. And just like there's technical debt and coding, you have operational debt and companies, right? The quicker you launch, um, launch or do whatever it is, that's it. Like you don't have the bandwidth or you have less bandwidth now to go back and document processes or think through is this the best process and could we automate things because at the end of the day you have these people to support and it's really hard to find the bandwidth to go back and revisit a process document it, um, automate various things. 06:43       So like what I did, we at leverage, we grew to seven figures the first year, fully bootstrapped. We had like a hundred people at the end of that year and we moved so fast that a lot of stuff broke and it was really hard to go back and find the bandwidth to fix it. Um, because we were just having to support the current clients. So what I ended up doing actually last year as I shut off marketing for a whole year. Just kidding. Yeah, it was, it was one of those, I got the team together and I'm like, and I said to them and they all freaked out. I'm like, we're shutting, therefore I'm free. Just listen to this. I'm like, I was like, yeah, you heard me. We're going to do a year of zero marketing and we're just going to focus on internal processes, procedures, quality of service. We don't. And, and what I said to them was, we don't need a single one, single more client. 07:39       We just need to retain what we have and engage what we have more and um, improve our internal efficiencies to drive profit margins up. And it was a really kind of contrarian type of way of thinking about it. People always say, you know, sales sells, but I dunno, sometimes sales doesn't solve everything because if you're a new startup, sometimes selling and getting more customers and you haven't really dialed into product market fit or internal efficiencies, sometimes sales could hurt you more than it helps you. That's fascinating. At least that's my experience though. It's honesty. It's, it was just so fascinating for me. As we sat down with the, again, we had probably 25 26 of our team members this last week, and Julie's kind of running the show and I'm hit and miss in and out of meetings and stuff. And I heard it was Friday and it was kind of a people bringing together kind of their ideas for the whole week. 08:36       And they were talking about, you know, what are the good things, what are the bad things, what are things you'd like to change? And one of the things that that kept coming up was this idea of speed. And I'm like, I know like one speed and that's fast forward as fast as I can go. And yet I also realized as, as you grow as an entrepreneur, as you grow as an executive in your team, you have to understand that not everybody goes at the same pace you do. And for some that speed really, it literally, it creates so much stress for them. I was shocked to see just the anxiety created and, and how, and so I love hearing you saying you literally shut down. I can't do that. 09:14       You guys are super impressive. Like what you guys, what you and Russell have belt over there. I am. I am really amazed by it. But you know, a lot of people move fast, but moving fast in the wrong direction, it doesn't really help you. You either, right? That's true. You have a bit slower, but make sure you're going in the right direction. So it's always a balance of speed, um, uh, speed versus kind of being a little bit more long longterm focus. But in a lot of cases, like when I've pushed the team, hey, this needs to get out by next week or something like that, stuff breaks or it wasn't thought out very in a very, uh, systematic way. And we find that we ended up moving fast in the wrong direction and the whole thing was a waste of money in some cases. Not In all, but so it's just something, there's sometimes a benefit to going slower. 10:05       So is that the premise of your next book come up for air? No. So what's coming prayer come up for air kind of is, it naturally came out of my experience with building leverage, which is a fully remote, you know, bootstrapped company. Um, as well as uh, from my consulting business where I go into companies and help them improve and optimize and automate their internal systems and processes from a process operational slash tech point of view. Um, so in my experience with consulting and it leverage, I found that there is this pattern and everyone kind of struggles with three main areas of their business. Um, so I wrapped a little framework around it called CPR, which stands for communicate, plan and resource. And I realized one day that all companies were struggling in these three areas. And it was something that I realized without realizing it at the time, was a framework that we were running leverage by without it being formal. 11:06       So the first thing is communication. And I realized most companies are not communicating efficiently. There's all these new tools out there like slack and a sauna and all these things that a lot of startups know about, but a lot of mainstream companies that have been around for 20 years, um, have never even heard of. Right. And then also, even if you're a startup, like I'm sure you guys, are you guys using slack at Click funnels? Right? So first of all it's, it's, it's one thing to know about certain tools, but it's another thing to know when you should use a certain tool, like when should you use email versus slack versus text message, right? Versus a project management software. So, um, that's like the first thing people have never, when you got hired at a company, you get an employee manual of vacation days or insurance, but it doesn't tell you, hey, we use this type of tool for this, this type of tool for that. 12:03       So I was consulting for a theory. I'm, they were a 1200 person company. They were using slack, but it was misconfigured and they didn't have naming conventions for channels. They weren't using third party APP integrations. They had the wrong notification preferences. And I calculated that because of these inefficiencies there were probably losing about a million dollars a month. Something is silly. No, but when you have a blog, I mean this was a really extreme case, but when you have like a thousand people in a slack channel and it's nonstop all day at channel, like what's the Wifi password or at channel who wants to do, everyone has the wrong notification preferences and they're just getting distracted. There's, there's all that research that if you're in a flow state, it takes you like 10 minutes to get back into it. So you know, if it takes you 10 seconds to read each of these messages and it happens a hundred times a day and then you take people's average rate and you take that a thousand eyeballs are getting distracted. 13:00       It was massive. So not to get off too far off topic. So, um, come up for errors is kind of a, that employee handbook that you never got where it is at a high level of teachers. You had to think about the different types of tools when to use a communication tool versus a project management tool versus documenting knowledge. So then it goes a bit deeper into each of those. So what's the difference between internal versus external communication? Right, so slack for internal email for external, then I go into best practices. Okay. How do you optimize slack? Then look at email. How do you optimize email? How do you actually get to inbox zero? Um, the best way to get to inbox zero is to get to email zero. So a lot of people have a lot of email because they're using it when they shouldn't be using it. 13:43       So then the next part on planning it's like, okay, well when do you use a project management software versus a communication tool? A lot of people are project managing via text or via slack when it really belongs in a project management tool, which is what it's used for. And you can capture state and a whole bunch of other stuff because in a communication tool, the problem is it gets lost and then you had to start having to scroll. And at a high, at a high level, the name of the game is be able to know what you have to work on as a manager and know what people are doing and be able to find information as quickly as possible. Like at the end of the day that's, that's it with all of these tools. So creating guidelines and best practices with when and how best to use these different types of tools is kind of what I'm trying to achieve with the book. 14:28       And then the the are for resource is the most overlooked thing, but most companies are not thinking about documenting knowledge. And I have a, I have a difference between static and dynamic knowledge in the book. So static knowledge would just be like an internal Wiki. Like what's the Wifi Password, what are the core values, what's the vision? It's just, you know, where can I find that document? But then you have what I call dynamic, which our processes, so doing payroll, like how do you, what is the process of doing payroll and can you generate a checklist to make sure that all the steps are, are done. And what when you document knowledge, a couple things happen. One, you de risk the company so that if someone leaves, you have the knowledge there so that de-risked that company makes it faster to get someone else on board. But the, uh, the second thing that it does is you save money because a lot of time is spent looking up information or wasting people's, so that all gets saved. 15:28       But probably the biggest impact that you get is it really sparks innovation because once you've documented something, now you can allow for other people to take a look at how other people do their job and give suggestions because fresh eyes spark innovation. Um, if you have new people looking at how payroll is done or how the onboarding process is done, all of a sudden you're going to start getting people looking at things in different ways. So when I was a high frequency trader, I used to have to take a two week block leave to make sure I wasn't hiding trades and before I left. Yeah, when you're a front office trader, you have to take a block leave. And so what I have to document, what's going on in the market and how my algorithms worked and how, what, you know, how to run my book. 16:15       And even though I was the expert at that market or that algorithm, there'd always be some improvement when I got back, when I got back. You know, even if it's small, but people would just start challenging like how everything was being run and they would find things that just because I'm looking at it day in and day out, I wouldn't find, so at leverage we do quarterly rotations where the person that does payroll does customer success and customer success. Um, just for like just for like a week out of the quarter. But that's to stress test the system so that if all of a sudden we get a bunch of people that quit or just to make sure that we don't get too relaxed and doing things because that's the way that they've always been done. So that is really commission have come up for air. No, I love it. I the quarterly rotation. I'll have to, I'll have to talk to her to you about that one. That'd be, yeah, I'd be terrible. Jake's job as a designer though. He did come back and no color whatsoever is everything we looked here. Yeah. Just everything's black and white. 17:19       Well I'm vastly again, you've done so many cool things and I know one of the things you guys are looking at right now, uh, you mentioned your work with Nora who I'll get a lot of our community knows as far as [inaudible] and created our certified partners program years ago and you're looking at the changing the way that agencies are run. So if you don't mind, give me some ideas probably with which you guys are looking at doing. So leverage, um, which is uh, the websites get leveraged.com if you want to check it out. Leverage is like a new type of agency. So rather than going to the traditional agency where you have put up like a 10 or 20 k retainer per month, we, we made it more cost, affordable, affordable. You pay for whatever you use. And we do things in three main buckets, admin, marketing and operations. 18:00       And you could do a small one off task or you could have us do a whole app for you. So we've, we've done, uh, we've helped people get renters for their home. That would be an admin task, book, travel, do research. But then on the marketing side of things, we do a lot of podcast production, podcast marketing. We've created books, funnels. Uh, we've designed people, whenever I give a talk, they designed the PowerPoint. I'm a writer for inc. I, um, I audio record all of my content and a cab when I have downtime and I send that, I send that to the writer and they write the article posted on ink and then they blast it on social media. We've helped people, you know, get a ton of followers on Instagram. And then on the operations side of things, we've, uh, we'll help people automate processes, document processes, set up CRMs, do customization with a CRM, set up Shopify sites, et cetera. 18:58       So what we're talking about nor about which I'm really excited. Um, one of the things historically if leverage is we would, uh, we would always do something as a custom, a custom project or task. But in the three and a half years we've seen they've, that a lot of people are requesting these funnel buildouts, you know, book launches, launches, et Cetera. So, and then also just, um, like conversion audits. We've been just getting people to come to us like, Hey, we would love a conversion. Like, will you take a look at our funnel and just tell me what, tell me what you think. So what we've been talking in Nora about is, is helping us to kind of create some fixed item menu menu projects and tasks and the funnel space, um, that are well defined that people can just like click a button and say, Oh, I want a conversion audit. 19:47       I'm going to get, I'm going to get the traffic strategy, the messaging, the offer, the delivery, this much money. Um, so we're starting off with a conversion audit because that's kind of the easiest intro to someone. But then what we're also in the background figuring out now is a full done for you funnel. So you leverage is unique in the sense we have people in all different skill sets. So it's not like we're just for copywriting or just for funnel strategy or just design. So we're uniquely positioned that we could do the full start to finish scope. So we, we are also figuring out some fixed price fixed price for doing a full build out of a funnel from start to finish. Nick. Super Cool. Super Cool. This isn't the, one of the things I'm super excited about this. It was fun when I saw the two guys talking at TNC cause I just knew some amazing brainchild was going to come out of your conversation. And so it was fun just to see you guys talking. Yeah we were just like, oh my God. Oh my God. Oh my God. This is awesome. 20:54       So what are things you've done as far as his whole idea as far as a conversion audit? Yeah, give people a little more cause for a lot of people everyone talks about traffic and everything else. But it seems to be like this nebulous thing that people don't understand. I want to run traffic and I want to get, make things work. But I don't know exactly what that means. How does your conversion audit, what are you looking at? How, what are the things that people should be paying attention to? What do they need to provide to you? Things of that sort. So for one thing, so we're going to have two different buckets. One, if they already have something that they want audited and then another thing if they want from scratch, like a new strategy built up. Well one thing though that most people aren't thinking about what these things and me being a data science scientist, I'm, it's kind of the first thing I think of is, well how do you define success? 21:37       You know, what are the, how are you analyzing the data? Because a lot of people use our clients included. They'll ask us to do Facebook ads or something and they don't have good systems or metrics to even know are they making money or losing money with these things. So everything else aside, I think that's something important. And if you're running traffic, you should know your numbers and um, whether it's leveraged or someone else, you should set up some type of dashboards and some so analytics to be capturing that because flying blind with that stuff is a super dangerous game to play. It's so crazy. You mentioned that I lived, I was just talking to Dan Martell, uh, about some SAS metrics and things that we were looking at. And that was one of his biggest things was, you know, people just don't understand the importance of tracking their numbers in business and they'd look at their numbers at the end of the year and think, oh, did I make money or did I not make money? 22:28       I think I made money. I think, and it's just fascinating to me how frequently people wait, even you can't even wait a quarter. I mean, I'm looking at, I look at churn numbers on a daily basis and other metrics on a weekly basis. But I think the biggest problem I find for a lot of people, especially when they first get started was like, oh, it doesn't matter. I'm like, that's when it matters the most. Because for a lot of you, that's what, they don't have the money. It's like every dollar counts. Totally, totally. I mean it's, and then one thing that we were, we take data super seriously at leverage. Um, we're, we're using some really interesting, uh, we use a tool called mode analytics, which you have to be, uh, a data scientist to really use. It's kind of like a low level of bi software, but one thing is to be looking at churn. 23:12       But another thing is just to go even deeper decomposer term, maybe there's different types of turn. Like for me, there's churn because of quality versus engagement versus failed payment. So then get decomposing your turn into those buckets and seeing over time when you make a change, how does it affect each of those three subsets of turn? But then also taking it even a step further and like what are the leading indicators of churn? So for me, um, for engagement turn churn, uh, leading indicators, looking at, you know, how much they're using the service. So if we can kind of identify that, hey, if someone doesn't use a service for more than 10 days, they're 50% more likely to, to cancel, you know, then we start looking at that, those kinds of metrics. And then we have account managers take a look at them. But another thing that metrics has done for us is rather than having our account managers call or try to do a marketing campaign to 300 or 500 people, um, to try to get them to go to a, uh, a higher level service, like an annual plan or the next year, you know, you can, with the data, you can figure out who's the most likely and then instead of a thousand people, you get it down to 10 and you make the account manager's job way easier. 24:27       Oh, sure. So those are all types of things. But I will, yeah, if you're not, if you don't know your numbers, I wouldn't be doing Facebook ads, but the type of stuff like I mentioned before, traffic strategy. So how are you getting people to the funnel in the first place? Giving you copywriters on our team to look at your messaging. Like what is the messaging on the website, the email, the ads, um, you know, what is the offer and giving some suggestions, you know, is it free plus shipping or whatever, whatever the, the, the type of funnel is giving some feedback on the offer. And then, you know, lastly, this is the delivery of it. 25:04       I love that. You know, we've uh, spouse has been a lot of time on soul concepts as hook storing offer. And I think for at least for, for me, I think for a lot of our team, we typically like to start with the offer first. Cause we can build a good enough offer the then understand what are the stories you need to tell to basically get that off or sold. And what are the hooks you need to get to people to get engaged, to even listen to the story. And I appreciate, uh, I know you guys are very systematic over there and, uh, tons of systems in place that help people get through that. And I think for people who aren't as creative, it's one of the things they struggle with the most is how do I get started? So what are some of the things on your side when you're looking at it's idea as far as building out these types of funnels or even on an, on the conversion audit? Um, when a person gets stuck middle, what are some of the things are the tools that you guys are using to help them think more creatively 25:54       and they get stuck on a funnel or when they get stuck on what to outsource? I'm actually both, well, getting stuck on what to outsource is an easy one because most people aren't thinking about outsourcing. Um, and, and the trigger that I recommend is what, what are you doing on a daily or weekly basis that you don't get joy from? Or it doesn't tap into your unique ability. So if you were the CEO of a company and you are not a Facebook ad specialist or a really great copywriter and you're doing the Facebook ads in copywriting, like that would be a trigger. Um, you know, maybe there's someone better qualified at a lower hourly rate on top of that to, to do it. So, um, you know, some people like to do low level work because they find it relaxing, you know, Mark Cuban's known for doing his own laundry cause if he finds it relaxing, so obviously his hourly rates more watery. Um, but on the other, the other part of your question, I think defining success and being able to measure success is, is, is one of the most important things with funnels and, and with almost any project in general, to be honest in a lot of people don't take the time up front to think about those types of things. 27:11       I love it. I, I know that's been one of the main things. It's been fascinating for me as I take a look at where we've come. It just literally lasts for almost a year now as we've started to go from, it was Steven and Russell just kind of working together to now having an agency and as you start to scale an agency and you have people who are focused in different areas, um, it's been just so intriguing for me to see that growth and how it kind of like what you mentioned earlier, just having someone else's eyes to look on it can then trigger some of the thoughts of like, Oh yeah, I didn't think about that. We again, referring back to this last week, uh, Julie started working on the onboarding. We had some of our product guys there and they're like, oh, I never thought about that. I never thought about the location of this on the page. Or, or logically it would make sense it would go this way, but artistically it doesn't. And so I think it's a, that kind of stuff is really helpful. So thank you. 28:02       Oh, and, and, and you can go fast and a couple of ways. One, you just go fast. But another way to go fast, as you derisk the company to minimize those, those roadblocks and bottlenecks that come up that slow you down. And if you can remove those things that slow you down, that's another way of going faster. And one of the biggest things that people get slowed down, I know myself included, is if someone quits and then all of a sudden all that knowledge just gets lost. And then you have to onboard someone, like you've just moved really fast and then you hit this like this fork in the road or this, this massive hurdle. And then you're like three months back now and someone else. So as opposed to, you know, if you would have moved a bit slower, but then you smooth out those, those spikes, that's another way to look at these things. 28:46       So back to kind of what we said with slack, you might use slack, but maybe you're not using it. And the best way, and one thing that I really recommend is using channels versus direct messages. So if, if you're having a lot of private conversations with someone versus maybe there's a, maybe you're having a discussion with someone for their comp and it's a one-to-one direct message. Well, if you're the head of HR finance and then you leave, well, how are we going to find like that history? So maybe there should be a channel that person's name or comp Dash, that person's name and that's where you should be discussing the comp. So then you can add and remove people to the channel and the whole history is there and you don't waste a week, you know, back and forth with this person. So just as an example, there's a lot of little things you can do with these softwares that everyone's using, um, and a bit smarter way to avoid some of those obstacles that will inevitably up. 29:42       You know, when we were at TNC, one of the things you made mention of was this whole idea of slack and naming channels and this whole nomenclature and the way in the system. I know we're running short on time here for you, but do you have just like a few months, you can kind of explain what are some of the things using slacks, typically from a naming standpoint. So what I said earlier was the name of the game is to find the information as quickly as possible. What right. Whether it's an email, like a lot of people misuse email and they have a ton of folders where whereas they could just, if they knew how to search properly they could find it. Um, same with slack. So one thing I recommend is having just one or two kind of system owners of slack so that you avoid everyone in the company just spinning up channels. 30:23       Um, so that way you can create some kind of, some type of consistency. Um, I suggest as much as possible having private channels cause a lot of people don't know what's good for them and they'll start joining channels that they don't necessarily need to be a part of and they in a, in a non, in a nontrivial way, they started to waste a lot of time. But then lastly, naming convention. So slack doesn't have a foldering system but it's ordered alphabetically. So you could force the order of the channels by putting a number in front. So you could once, one thing you could do is, um, each department could have a number, but even if you don't want to do the numbers, if you have a finance department, you could have financed dash payroll, finance, dash credit cards, finance dash receipts. If you have HR department, you could have HR dash onboarding, HR dash offboarding, HR dash payroll. 31:16       Um, so what we've done is we've mapped our org chart to slack channels and then as we need more channels, we know, oh, it's this department name Dash and then whatever the new topic is. And because of what you ended up, it's, it's, it's a bit of a balancing or a dance that you have to play. But if you have this too few channels and then you have a lot of mixed conversations, you end up having to add a lot of people and they're having to read a lot of things that they don't need to be reading. And then kind of back to principle number one, you want to find stuff as easily as possible. So if you have just a finance general channel, it's not going to be as easy to find a payroll question as if you had a finance dash payroll channel. 31:58       Makes Sense. Awesome. Well Nick, thank you so much for your time. I, I could talk to you for hours on end. I appreciate you're so organized and systematic and I, I, it's a skill set I admire immensely. So I admire you and everything that you guys built. It's really remarkable what you guys have done over there. Well thank you. Well, I know people are gonna want to reach out to you. What's the best way for them to get ahold of them so they could just go to get leveraged.com my email is nick, get leveraged.com you can, that's my personal email address so feel free to email me. I'm pretty good about responding and I have a good system for that and I'm sure you do. Well good seeing you my friend. We'll talk soon. Thanks a lot. Hey, well, thank you so much for taking the time to listen. I can tell you the things 32:40       I love more than anything else aside from listening to podcasts is reading books. One of my favorite books was the very first book that Russel wrote. It's called Dotcom secrets, the underground playbook for growing your company online. So if you've already got a business or an idea and you've got something you want to get going right away, go ahead and check it out. We literally give you the book for free. You just pay the seven 95 shipping and handling. Just go to Dotcom secrets.com and we'll go ahead, we'll ship you out the book. You just pay 7.95 shipping and handling, and the book will be honest with you. Thanks again so much for listening and remember you're just one funnel away.  

September 16,2018 It Is Well - Nick King by Sermon From Walesbaptisttn.org

In an effort to avoid headlines of actual news, Nick stumbles upon an article called “50 Damaging Habits You Should Break Before You Turn 30.” Well… Nick and Muriel are Hella In Their Thirties, so… how many of these habits line up with our hosts’ lifestyle? Nick and Muriel dissent social smoking, metabolism, changing your bed sheets, burning bridges, the glory of a Sicilian grudge, the joy of bailing on social obligations, cheap wine, the witchcraft of spending time with family, and so much more.

Today's show we air out some frustrations with game developers using the word pass for anything, we review Jurassic World fallen Kingdom, and we talk about our favorite RPGs of all time. Well Nick does Nate's a punk ass who chooses sorta RPGs --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app --- Send in a voice message: https://anchor.fm/n3rd-radio/message

Ben and Nick moved in together, and it all went quiet.Too quiet.What the hell are they up to..?...Well - Nick grew a beard, and Ben didn't want to.That's about it.

   Nick Theophilou, from Melbourne Australia.Recently I published an e-book on Amazon: "10 Stories about what men are doing WELL" Nick also made a film 'Inside a Mens Group', and written for daily newspapers in Australia.