WEBVTT

1
00:00:00.000 --> 00:00:04.280
What's going on everyone? Super excited. It's breakdown. We're talking about today

2
00:00:04.280 --> 00:00:09.360
which is the kind of four big you know chapters in the growth of a business. So

3
00:00:09.360 --> 00:00:12.360
zero to a million dollars a year, one to ten million dollars a year, ten to

4
00:00:12.360 --> 00:00:14.320
thirty million dollars a year, and then thirty to a hundred million dollars

5
00:00:14.320 --> 00:00:17.520
plus. Welcome to the game where we talk about how to get more customers, how to

6
00:00:17.520 --> 00:00:20.800
make more customers, how to keep them longer than the many failures and lessons we

7
00:00:20.800 --> 00:00:24.520
have learned along the way. I hope you enjoy and subscribe. This was this is

8
00:00:24.520 --> 00:00:29.000
now taking me a long time to figure out painstakingly. So hopefully this will be

9
00:00:29.000 --> 00:00:31.880
a value to you. It's kind of interesting though because when I learned more about

10
00:00:31.880 --> 00:00:36.320
this, it's hard to even learn things without having the context and our

11
00:00:36.320 --> 00:00:39.600
framework to apply them on, right? Like unless you have a business, it's hard to

12
00:00:39.600 --> 00:00:42.400
understand all the bottlenecks because none of it's real for you. So this will

13
00:00:42.400 --> 00:00:45.520
probably be more for the people who have businesses, but if you don't have a

14
00:00:45.520 --> 00:00:50.040
business then you know please enjoy. That being said zero to a million really

15
00:00:50.040 --> 00:00:58.640
really simple. It's just one product on one channel. Very simple, all right. That

16
00:00:58.640 --> 00:01:02.280
means you learn how to figure out how to sell one thing on one channel. All right.

17
00:01:02.280 --> 00:01:07.600
A channel would be like cold email, Facebook ads, Instagram ads, YouTube ads,

18
00:01:07.600 --> 00:01:12.240
referral partners. You know what I mean? All off of organic. You know what I mean?

19
00:01:12.240 --> 00:01:15.120
It earns media. So all of these are different channels that you can use to

20
00:01:15.120 --> 00:01:20.200
acquire customers. And the reason people get stuck in like hundred, 300-ish, like

21
00:01:20.200 --> 00:01:23.960
range is usually because they stuff it really nail this. It's still haphazard.

22
00:01:23.960 --> 00:01:27.520
They get clients from here and there, but they don't have a reliable system for

23
00:01:27.520 --> 00:01:30.760
acquiring customers. All right. Literally that's it. Zero to a million. It's a

24
00:01:30.760 --> 00:01:35.080
reliable system of acquiring customers and doing it. And most people also get

25
00:01:35.080 --> 00:01:38.280
stuck here because they have personal problems. Like they're they're they're

26
00:01:38.280 --> 00:01:40.920
super angry and they hate themselves and they're not good with people. That's

27
00:01:40.920 --> 00:01:43.760
that type of thing. Like they a lot of times they have the right system. They

28
00:01:43.760 --> 00:01:46.960
execute it and then they crash themselves because they have they're you know

29
00:01:46.960 --> 00:01:49.600
sleeping with their customers or sleeping with their employees. Just like it's

30
00:01:49.600 --> 00:01:53.200
just crazy inner personal drama is in this range. But the business from the

31
00:01:53.200 --> 00:01:56.280
business standpoint it's very simple. It's just one product on one channel and

32
00:01:56.280 --> 00:01:58.680
then you just make the math work. So there's some a thousand other thing. Got

33
00:01:58.680 --> 00:02:02.720
us all hundred a month. That's it. It's all it is. At that's point though, right?

34
00:02:02.720 --> 00:02:06.760
Million-ish, two million-ish a year. Now mind you these are rough you know

35
00:02:06.760 --> 00:02:10.120
sometimes it might be one to three issues. The range here. But once you're in that

36
00:02:10.120 --> 00:02:13.120
kind of one to three range, getting to ten is an entirely different thing.

37
00:02:13.120 --> 00:02:20.760
All right. Getting to ten is multi-products, right? Now an important note here

38
00:02:20.760 --> 00:02:24.880
is that you're not starting multiple businesses, right? It's going to be

39
00:02:24.880 --> 00:02:31.560
cross cells and up cells. All right. So that's in another way is creating a

40
00:02:31.560 --> 00:02:34.320
value ladder. It's creating a it's creating a back end, right? It's what's the

41
00:02:34.320 --> 00:02:36.840
what's the next level of service that we can provide these people? What's the

42
00:02:36.840 --> 00:02:40.760
next thing they're actually going to want to need or want in need after buying

43
00:02:40.760 --> 00:02:44.800
our initial product, right? And so thinking through this like it's and most

44
00:02:44.800 --> 00:02:48.200
people who have are in this million dollar range are like, man, what else should

45
00:02:48.200 --> 00:02:51.560
I sell them? Like you're asking the right question exactly the right question.

46
00:02:51.560 --> 00:02:55.440
That's what you need to do to get from one to ten, all right? Now from ten to

47
00:02:55.440 --> 00:03:00.840
thirty in mind you it's multiple products and and depending sometimes it's

48
00:03:00.840 --> 00:03:06.040
multiple channels. All right. You can you can kind of do it either way either

49
00:03:06.040 --> 00:03:09.120
single product on more channels or you can do multiple products on single

50
00:03:09.120 --> 00:03:12.960
channel or you can do multiple like that's a little bit wiggle e but I would say

51
00:03:12.960 --> 00:03:17.120
the easiest for most people is just focusing on their back end which is the

52
00:03:17.120 --> 00:03:19.760
cross cells and up cells. What are the things that this person's actually going

53
00:03:19.760 --> 00:03:22.720
to need next which is going to increase our LTV. So basically what happens is

54
00:03:22.720 --> 00:03:26.360
you're selling the same same number of units as before like I was saying let's

55
00:03:26.360 --> 00:03:30.720
say you sold a hundred people at that at that one K LTV but then you you you

56
00:03:30.720 --> 00:03:34.480
four X your LTV and all of a sudden or five X your LTV, right? This is how it

57
00:03:34.480 --> 00:03:37.960
happens. You five X your LTV and it becomes five K over the lifespan and now you're

58
00:03:37.960 --> 00:03:40.280
at five hundred thousand a month and then because you're at five hundred

59
00:03:40.280 --> 00:03:43.320
thousand a month you can start going to another channel because you're

60
00:03:43.320 --> 00:03:45.840
gonna forward to do it because your LTV is higher. So basically what ends up

61
00:03:45.840 --> 00:03:48.280
happening is you learn how to cheaply acquire customers with one channel that

62
00:03:48.280 --> 00:03:52.200
you're very well suited for, right? Then you extend and expand the LTV of that

63
00:03:52.200 --> 00:03:56.240
customer by introducing a back end and then once you have that back end it now

64
00:03:56.240 --> 00:03:59.920
opens up other traffic platforms or channels that you wouldn't otherwise be

65
00:03:59.920 --> 00:04:02.600
able to afford but now that you have a superior back end you can now go

66
00:04:02.600 --> 00:04:05.600
broader, right? That's kind of how it works from a from business day to day

67
00:04:05.600 --> 00:04:08.760
standpoint, right? So zero to a million, one to ten million. All right next line

68
00:04:08.760 --> 00:04:12.280
here is ten to thirty million. This is another one where people you know

69
00:04:12.280 --> 00:04:16.000
massively screw up which is professional is that professionalizing the

70
00:04:16.000 --> 00:04:21.160
business. All right and this is honestly really painful and it's it's hard to

71
00:04:21.160 --> 00:04:24.480
do and I'm thankful that I had mentors early on that were like this is what you

72
00:04:24.480 --> 00:04:27.760
need to do now because I probably wouldn't have said this is the next thing but

73
00:04:27.760 --> 00:04:30.760
what ends up happening which are at like ten million million a month type you

74
00:04:30.760 --> 00:04:34.200
know ranges then like the thing that made you special your special sauce here

75
00:04:34.200 --> 00:04:37.960
which may have been a lot of you as the founder is it starts to get diluted out

76
00:04:37.960 --> 00:04:42.400
right and then you have customer plane and customer support issues and then you

77
00:04:42.400 --> 00:04:45.720
know things it's just like you're basically still a really big small business

78
00:04:45.720 --> 00:04:49.440
at that ten million like you don't have the systems the infrastructure to build

79
00:04:49.440 --> 00:04:54.240
more on top of because it's still like Google Sheets and you know and Trello

80
00:04:54.240 --> 00:04:57.800
boards you know it's just like it's just craziness to try and manage this and so

81
00:04:57.800 --> 00:05:01.120
this is where you have to hire some more corporate people and this is you know

82
00:05:01.120 --> 00:05:05.360
what every entrepreneur fears more than anything right is that we fear bringing

83
00:05:05.360 --> 00:05:08.280
in these corporate suits you know who just gonna suck the life out of you

84
00:05:08.280 --> 00:05:11.560
you're like I started this business did not have to do that but you know what every

85
00:05:11.560 --> 00:05:15.440
massive business in the world was started by a founder right who probably didn't

86
00:05:15.440 --> 00:05:18.640
like that and the reason big businesses run like business businesses big

87
00:05:18.640 --> 00:05:22.040
businesses is because it's the only way to run big businesses I like you have

88
00:05:22.040 --> 00:05:24.640
you have to have corporate structure you have to have structure you have to have

89
00:05:24.640 --> 00:05:28.160
hierarchy you have to have you have to have HR you have to have you have to have

90
00:05:28.160 --> 00:05:32.880
these things in place so that employees feel more comfortable but also so that

91
00:05:32.880 --> 00:05:37.000
you're you're protected from liability standpoint right because honestly once

92
00:05:37.000 --> 00:05:39.580
you get into this range you become a target right this is where lawsuits

93
00:05:39.580 --> 00:05:43.220
start coming in this is where lawyers and contracts start mattering and all of

94
00:05:43.220 --> 00:05:46.980
this stuff right and so professionalizing the business especially from HR

95
00:05:46.980 --> 00:05:52.140
legal and accounting standpoint comes here and then the IT systems all right so

96
00:05:52.140 --> 00:05:55.780
this is really like really strengthening the ops of the business the

97
00:05:55.780 --> 00:06:00.100
operational infrastructure because what this does is that it makes all of these

98
00:06:00.100 --> 00:06:03.140
things that we learned how to upsell before it really makes them

99
00:06:03.140 --> 00:06:06.860
methodical right because they put people get the same product every time same

100
00:06:06.860 --> 00:06:11.300
product every time and so then client happiness goes back up and things are

101
00:06:11.300 --> 00:06:14.940
good now the problem is the people who come in at this 30 million dollar

102
00:06:14.940 --> 00:06:18.460
year you know let or getting from 10 to 30 is that they're not innovative at all

103
00:06:18.460 --> 00:06:20.980
if anything they stifle innovation because they don't want things to go through

104
00:06:20.980 --> 00:06:23.620
the certain way and then they just they you know you want to choke them to

105
00:06:23.620 --> 00:06:27.420
death but you have to do it all right but the thing is is that if you go these

106
00:06:27.420 --> 00:06:31.020
are all like pendulums right if you go too far in that direction then you lose

107
00:06:31.020 --> 00:06:34.620
the creative energy in the drive of the business because you kind of have these

108
00:06:34.620 --> 00:06:37.860
suits that are trying to control everything all right and so this is the gap

109
00:06:37.860 --> 00:06:42.180
that I have struggled to make is going from 30 million plus to to a hundred

110
00:06:42.180 --> 00:06:45.180
million dollars a year and so I'll share what the mentors that have shared this

111
00:06:45.180 --> 00:06:48.940
with me hopefully it'll be useful for you but yeah I mean we've been we did

112
00:06:48.940 --> 00:06:54.020
28 37 32 I think the last three years so we've just really been stuck at this

113
00:06:54.020 --> 00:06:58.460
level and it's because of this last piece right because the thing that made us

114
00:06:58.460 --> 00:07:03.540
right was frankly was was me in the entrepreneurial like drive and I'm not

115
00:07:03.540 --> 00:07:06.460
saying I'm the sole responsibility obviously our team is amazing and they're

116
00:07:06.460 --> 00:07:09.220
the reason this works but it's saying like what's the you know what's the

117
00:07:09.220 --> 00:07:14.820
soul right and so what ends up having to happen is that at this level you

118
00:07:14.820 --> 00:07:20.100
actually have to have more souls you have to have more people with the juju right

119
00:07:20.100 --> 00:07:25.180
more people who can drive growth who can take initiative and seize

120
00:07:25.180 --> 00:07:29.260
opportunities right and so this is kind of the entrepreneur versus the

121
00:07:29.260 --> 00:07:33.860
entrepreneur dilemma and I'll break this down for you so an entrepreneur is

122
00:07:33.860 --> 00:07:38.340
somebody who wants has entrepreneurial tendencies within within a corporate

123
00:07:38.340 --> 00:07:43.540
structure right and entrepreneur wants to own their own thing and I have made

124
00:07:43.540 --> 00:07:48.340
horrible mistakes so many times hiring entrepreneurs and treating them like

125
00:07:48.340 --> 00:07:52.100
entrepreneurs when in reality I should have just never hired them right because

126
00:07:52.100 --> 00:07:55.740
they're gonna tell you no I you know what I had a business before I don't have any

127
00:07:55.740 --> 00:07:59.340
interest in doing that and so you really have two kind of two outcomes that

128
00:07:59.340 --> 00:08:05.220
happen here hey guys real quick if you're new to the podcast I have a book on

129
00:08:05.220 --> 00:08:09.000
Amazon called one hundred million dollar offers that over eight thousand five

130
00:08:09.000 --> 00:08:11.900
star reviews it has almost a perfect score you can get it for ninety nine cents

131
00:08:11.900 --> 00:08:15.000
on Kindle the reason I bring it up is that I put over a thousand hours into

132
00:08:15.000 --> 00:08:18.780
writing that book and it's my biggest gift to our community so it's my very

133
00:08:18.780 --> 00:08:22.740
shameless way of trying to get you to like me more and ultimately make more

134
00:08:22.740 --> 00:08:27.460
dollars to that later on in your business career so that's my give go check

135
00:08:27.460 --> 00:08:33.700
it out Amazon and back to the show either have the entrepreneur who comes into

136
00:08:33.700 --> 00:08:38.100
your business lost their juju right and now just sits on your business and

137
00:08:38.100 --> 00:08:40.380
continue complaints about how they're not getting paid as much as they could

138
00:08:40.380 --> 00:08:43.220
make on their own but they can't make it on their own which is why they're with

139
00:08:43.220 --> 00:08:47.700
your business right or the person is right and can make more on their own and

140
00:08:47.700 --> 00:08:51.220
so they come into your business basically regain their confidence start doing

141
00:08:51.220 --> 00:08:54.700
well and then take as much of that business with you as they possibly can and so

142
00:08:54.700 --> 00:08:58.580
either way the outcomes poor and so I had to learn that one the hard way

143
00:08:58.580 --> 00:09:02.980
multiple times in our business which is don't hire entrepreneurs all right what

144
00:09:02.980 --> 00:09:07.380
you want to do is find entrepreneurs all right these are people who really

145
00:09:07.380 --> 00:09:11.300
prefer this they love the entrepreneurial drive of like driving growth driving

146
00:09:11.300 --> 00:09:16.460
change taking initiatives building out new things innovating right but they

147
00:09:16.460 --> 00:09:20.340
don't have the same appetite for risk right and so because of that they like

148
00:09:20.660 --> 00:09:23.380
having this kind of safe place to go experiment into all this stuff but they

149
00:09:23.380 --> 00:09:25.460
still know they're going to get a paycheck every month now that pay

150
00:09:25.460 --> 00:09:28.820
checks variable but even if they you know suck they're still going to get paid

151
00:09:28.820 --> 00:09:33.540
you're paid well right and so this is what I have I've been trying to you know

152
00:09:33.540 --> 00:09:37.940
imbu into our business right now and it is working is putting on

153
00:09:37.940 --> 00:09:42.180
entrepreneurs in places where they can drive change because if you really

154
00:09:42.180 --> 00:09:46.900
think about it what ends up happening is that your business becomes a

155
00:09:46.900 --> 00:09:50.820
conglomeration of smaller sub businesses right if you listen Jeff bases talk

156
00:09:50.820 --> 00:09:54.500
about his directors he actually calls them CEOs because like oh that's CEO

157
00:09:54.500 --> 00:09:57.300
of that business that's CEO of that business but they're all within Amazon

158
00:09:57.300 --> 00:10:01.540
right but they're kind of sub CEOs and this is the thing is like you need

159
00:10:01.540 --> 00:10:08.900
you can only provide so much willpower and spirit to a business once it gets to

160
00:10:08.900 --> 00:10:12.020
this size because there's just so many people that you just get diluted like

161
00:10:12.100 --> 00:10:17.140
your spirit your care your drive your vision just get diluted throughout an

162
00:10:17.140 --> 00:10:22.420
organization and so you need you need heads that can kind of reinvigorate

163
00:10:22.420 --> 00:10:28.340
the business and drive new innovations and so what ends up happening is

164
00:10:28.340 --> 00:10:32.020
the way the the the structure looks like and the way it shifts to I'll show you real quick

165
00:10:35.780 --> 00:10:39.860
is it shifts to something like this all right so you've got your

166
00:10:39.940 --> 00:10:43.780
your core here right which is the operational infrastructure that we put in place from

167
00:10:43.780 --> 00:10:50.020
10 to 30 million so this is your this is your your HR right legal

168
00:10:52.340 --> 00:10:58.660
IT finance right that's your that's your core all right that's the core

169
00:10:58.660 --> 00:11:03.300
opposite of business that has to happen everyone goes to jail right people need to get paid you

170
00:11:03.300 --> 00:11:08.820
need to pay taxes contracts need to be signed you know CRMs IT all like how stuff right

171
00:11:08.820 --> 00:11:15.460
and then what ends up happening is that off of that spoke right you have profit centers right

172
00:11:15.460 --> 00:11:21.700
and inside of a profit center you're going to have product and you're going to have acquisition

173
00:11:21.700 --> 00:11:26.340
all right so acquisitions marketing sales and then product right and so inside of these

174
00:11:27.380 --> 00:11:33.300
these are all identical right product acquisition right product acquisition you get the idea right

175
00:11:33.300 --> 00:11:39.060
and so each of these become profit centers right for the business and so these things can all roll

176
00:11:39.060 --> 00:11:43.940
into you while this all rolls into someone else right from from an operational table but this

177
00:11:43.940 --> 00:11:47.940
is really how the business would function right and so this is where you might have you know

178
00:11:47.940 --> 00:11:53.940
product line you know number one right product line number two product line number three right

179
00:11:53.940 --> 00:11:58.100
and each of these are going to satisfy needs for the customer ideally when you're enumerating

180
00:11:58.100 --> 00:12:02.180
these product lines is you want to use the existing resources that you have and capital and

181
00:12:02.180 --> 00:12:08.020
infrastructure to create products that are similar but different right so for example if I were

182
00:12:08.020 --> 00:12:13.140
if I were like because obviously we have a coaching business for gyms so if I were you know

183
00:12:13.140 --> 00:12:18.180
expanding like services then what's one of the things that we we've added in so we we added in

184
00:12:19.620 --> 00:12:24.020
we call it boiler room so this is something like a lot of a lot of our gyms were asking for more

185
00:12:24.020 --> 00:12:28.260
help with sales and so we're like well how about we just train you guys like we train our team like

186
00:12:28.260 --> 00:12:31.780
our team drills every morning and we do boiler room that's how that's how all of our guys start

187
00:12:31.780 --> 00:12:35.700
our day so one of all of you just if you want this additional service because not everyone wants it

188
00:12:36.340 --> 00:12:39.220
you can pay a little extra for it and then you can bring all your sales team and we can drill

189
00:12:39.220 --> 00:12:42.740
your sales team and so they get pumped up and then the nice thing is something like that just

190
00:12:42.740 --> 00:12:48.260
shows such clear ROI to a business that it's like oh my god I would never stop paying for this so

191
00:12:48.260 --> 00:12:52.820
it's really sticky right and it's high margin so it works it literally works for everyone right and

192
00:12:52.820 --> 00:12:58.580
so it's like we have our core like let's fix your business service and with the existing resources

193
00:12:58.580 --> 00:13:02.340
we have which is these are the skill sets and the individuals that we have that work for us

194
00:13:02.340 --> 00:13:06.260
we know that we could create this product line and I'm calling a product I'm a service line

195
00:13:07.540 --> 00:13:11.860
with little investment right we'd have to do a ton of stuff there right whereas when I started

196
00:13:11.860 --> 00:13:17.540
the supplement company that was a huge undertaking that probably wasn't the wisest decision I

197
00:13:17.540 --> 00:13:21.380
I was fortunate that we were able to maneuver it and now it's a very very healthy business

198
00:13:21.380 --> 00:13:25.060
but it took I mean but it was very hard and I probably shouldn't have done it in that order right

199
00:13:25.060 --> 00:13:28.820
I should have thought like okay well they also want someone to run their ads for them so that's

200
00:13:28.820 --> 00:13:32.500
going to be our done for your agency sites we're going to add that in right and again each of these

201
00:13:32.500 --> 00:13:36.340
like this hopefully this makes sense to you delineating these things it's like these are all types

202
00:13:36.340 --> 00:13:41.540
of services that a customer who comes in would naturally also want in addition and these can be

203
00:13:41.540 --> 00:13:46.020
upsells that will increase the LTV the customer well also making your own your own service stickier

204
00:13:46.740 --> 00:13:50.260
and helping them basically you want to you want to envelope the customer with all the things that

205
00:13:50.260 --> 00:13:53.860
they want that being said you have to have the operational know how to do this and this is where

206
00:13:53.860 --> 00:13:58.420
people get screwed up all right is that when they create these product lines they start start trying

207
00:13:58.420 --> 00:14:02.340
to manage both and then they start trying to manage all three and then and then they start another

208
00:14:02.340 --> 00:14:07.300
business and then it gets even crazier right and so this is where people massively screw up and so

209
00:14:07.300 --> 00:14:13.460
until you have a true leader and I'm saying a true leader this person has to be as smart as you are

210
00:14:13.460 --> 00:14:18.900
all right running a new product division I would not recommend doing it which is why business

211
00:14:18.900 --> 00:14:22.420
growth is slow because it's all about the people like that's the Harper every entrepreneur's

212
00:14:22.420 --> 00:14:26.660
biggest problem is they can't find people it's the hardest problem in the world and it's also because

213
00:14:26.660 --> 00:14:29.380
we need to be better people to attract better people and also manage better people because if you

214
00:14:29.380 --> 00:14:36.260
think about it if I were an omnipotent being if I were God right I could probably perfectly manage

215
00:14:36.260 --> 00:14:41.620
everyone to become an A player so that's a belief that I try and use it's like if I were a perfect

216
00:14:41.620 --> 00:14:49.460
leader in a perfect manager I could get everyone to you know search forward and and and be the best

217
00:14:49.460 --> 00:14:53.380
right but I'm an imperfect leader and I'm an imperfect manager and so I have to find people

218
00:14:53.380 --> 00:14:57.700
that have a little bit of battery included to get the result that we're looking for so hopefully

219
00:14:57.700 --> 00:15:00.980
this makes sense in terms of how you structure the business and how it scales you know at this

220
00:15:00.980 --> 00:15:07.220
point this would be like your zero to zero to a million would be here you go zero to 10 million

221
00:15:07.220 --> 00:15:12.020
maybe with product line one or product line two added in right which then allows you to scale

222
00:15:12.020 --> 00:15:16.020
your acquisition so acquisition goes up on each of these things because the total LTV is higher

223
00:15:16.980 --> 00:15:20.820
and so this is ultimately how the business scales all right so quick recap for everyone

224
00:15:22.820 --> 00:15:26.100
if you're zero to a million you don't need to worry about anything you got to sell one product

225
00:15:26.100 --> 00:15:29.700
on one channel that's it you got to get enough at it that you can do it repeatedly in your sleep

226
00:15:29.700 --> 00:15:33.620
once you have that then you're like okay we got this on lock now we can sell multiple products

227
00:15:33.620 --> 00:15:37.380
these people so I need to find somebody who's good put them in charge of this help them build out

228
00:15:37.380 --> 00:15:41.540
a product line that is an inch burner not an entrepreneur and and then we'll cross sell them into

229
00:15:41.540 --> 00:15:46.020
this additional service or or product line that doesn't require a ton of capital investment what else

230
00:15:46.020 --> 00:15:50.420
could we provide these people that they're been asking for right from 10 to 30 million it's like all

231
00:15:50.420 --> 00:15:54.500
right now we need IT we need legal we need HR we need compliance we need all of this other crap

232
00:15:54.500 --> 00:15:58.340
because you become a target straight up you become a target in the business all right and so

233
00:15:58.340 --> 00:16:02.100
you professionalize the business but you can't lose the entrepreneurial spirit and to not lose

234
00:16:02.100 --> 00:16:06.100
the entrepreneurial spirit is when you hire entrepreneurs and then you put them in charge of product

235
00:16:06.100 --> 00:16:13.140
lines I'll put around the central spoke of the infrastructure for operations so hopefully that

236
00:16:13.140 --> 00:16:17.060
makes sense hope you have that valuable if you're in the zero to one million dollar range then just

237
00:16:17.060 --> 00:16:21.780
don't get distracted with shiny objects focus on one product on one channel it's all you need to do

238
00:16:22.340 --> 00:16:30.580
keep being awesome i'll catch you guys soon bye