Making Money – Building a $1,000,000+ Video Production Company

got Nina just came home so she might be

got Nina just came home so she might be walking on the background too okay

walking on the background too okay

walking on the background too okay welcome everybody to another Google

welcome everybody to another Google

welcome everybody to another Google hangout today I’ve got a special guest

hangout today I’ve got a special guest

hangout today I’ve got a special guest with me mark Drager a friend of mine who

with me mark Drager a friend of mine who

with me mark Drager a friend of mine who runs a video production company called

runs a video production company called

runs a video production company called phantom media he’s been on before

phantom media he’s been on before

phantom media he’s been on before welcome back mark thank you thank you

welcome back mark thank you thank you

welcome back mark thank you thank you hello there so the reason why I have

hello there so the reason why I have

hello there so the reason why I have mark on it’s like other question I get

mark on it’s like other question I get

mark on it’s like other question I get questions from my readers all the time

questions from my readers all the time

questions from my readers all the time and I got a question from one of my

and I got a question from one of my

and I got a question from one of my YouTube viewers my pachi 19 who wrote in

YouTube viewers my pachi 19 who wrote in

YouTube viewers my pachi 19 who wrote in this today what tips would you give for

this today what tips would you give for

this today what tips would you give for starting the video production company I

starting the video production company I

starting the video production company I really like doing it and would love to

really like doing it and would love to

really like doing it and would love to learn more about it you think you can

learn more about it you think you can

learn more about it you think you can make a video about the first steps on

make a video about the first steps on

make a video about the first steps on starting a video production company it

starting a video production company it

starting a video production company it would be awesome and I’ve reached out to

would be awesome and I’ve reached out to

would be awesome and I’ve reached out to mark instead mark you know I can answer

mark instead mark you know I can answer

mark instead mark you know I can answer this question but I thought we talked to

this question but I thought we talked to

this question but I thought we talked to you because you’ve started a video

you because you’ve started a video

you because you’ve started a video production company and I know you have a

production company and I know you have a

production company and I know you have a passion for entrepreneurs so mark how

passion for entrepreneurs so mark how

passion for entrepreneurs so mark how would you answer that question where the

would you answer that question where the

would you answer that question where the first steps how do you get started in a

first steps how do you get started in a

first steps how do you get started in a video production business well I think I

video production business well I think I

video production business well I think I think the first thing to recognize is

think the first thing to recognize is

think the first thing to recognize is that you can have a different type of

that you can have a different type of

that you can have a different type of business depending on what you want to

business depending on what you want to

business depending on what you want to do so I think you need to decide whether

do so I think you need to decide whether

do so I think you need to decide whether you want to be like a freelancer someone

you want to be like a freelancer someone

you want to be like a freelancer someone who has who goes out and and does the

who has who goes out and and does the

who has who goes out and and does the work on a day to day basis for other

work on a day to day basis for other

work on a day to day basis for other companies or or maybe picking up small

companies or or maybe picking up small

companies or or maybe picking up small jobs or whether you want to build maybe

jobs or whether you want to build maybe

jobs or whether you want to build maybe kind of what’s call a medium-sized

kind of what’s call a medium-sized

kind of what’s call a medium-sized business where you do most of the work

business where you do most of the work

business where you do most of the work yourself you’re out there selling it and

yourself you’re out there selling it and

yourself you’re out there selling it and you’re delivering it and maybe you hire

you’re delivering it and maybe you hire

you’re delivering it and maybe you hire some freelancers to help you or whether

some freelancers to help you or whether

some freelancers to help you or whether you want to build a big business or a

you want to build a big business or a

you want to build a big business or a larger firm where you essentially hire

larger firm where you essentially hire

larger firm where you essentially hire other people to do many other components

other people to do many other components

other people to do many other components and you just do the kind of one thing

and you just do the kind of one thing

and you just do the kind of one thing you’re passionate about so if you’re

you’re passionate about so if you’re

you’re passionate about so if you’re really loved editing you hire people to

really loved editing you hire people to

really loved editing you hire people to do everything else and you do the

do everything else and you do the

do everything else and you do the editing if you love the creativity of

editing if you love the creativity of

editing if you love the creativity of production you do that if you love the

production you do that if you love the

production you do that if you love the business management you do that so I

business management you do that so I

business management you do that so I think the place to start is deciding

think the place to start is deciding

think the place to start is deciding what type of company it is you want to

what type of company it is you want to

what type of company it is you want to build so how did you figure that out for

build so how did you figure that out for

build so how did you figure that out for for France immediately Rob well so I

for France immediately Rob well so I

for France immediately Rob well so I started the firm close to eight years

started the firm close to eight years

started the firm close to eight years ago and I started as the single person

ago and I started as the single person

ago and I started as the single person so I started as the guy who had the

so I started as the guy who had the

so I started as the guy who had the camera and the lights and I did the

camera and the lights and I did the

camera and the lights and I did the editing and I did selling and I did

editing and I did selling and I did

editing and I did selling and I did everything but but I started it knowing

everything but but I started it knowing

everything but but I started it knowing that I wanted to build a bigger company

that I wanted to build a bigger company

that I wanted to build a bigger company so I wanted to build the company where I

so I wanted to build the company where I

so I wanted to build the company where I could hire people who were quite a bit

could hire people who were quite a bit

could hire people who were quite a bit better than myself to do each of their

better than myself to do each of their

better than myself to do each of their specific roles and that I could build a

specific roles and that I could build a

specific roles and that I could build a larger firm because because ultimately

larger firm because because ultimately

larger firm because because ultimately while I was pretty good at at some stuff

while I was pretty good at at some stuff

while I was pretty good at at some stuff I was also I was also not great at other

I was also I was also not great at other

I was also I was also not great at other things and so I kind of recognized that

things and so I kind of recognized that

things and so I kind of recognized that I wanted to do something better than I

I wanted to do something better than I

I wanted to do something better than I could just do alone

could just do alone

could just do alone and and to do that I needed to bring in

and and to do that I needed to bring in

and and to do that I needed to bring in people who could help me what was the

people who could help me what was the

people who could help me what was the first thing you wanted to give up gosh I

first thing you wanted to give up gosh I

first thing you wanted to give up gosh I wanted to give up sales selling selling

wanted to give up sales selling selling

wanted to give up sales selling selling can be hard when you’re starting and you

can be hard when you’re starting and you

can be hard when you’re starting and you don’t know what to say or what to do and

don’t know what to say or what to do and

don’t know what to say or what to do and and ultimately like the first the first

and ultimately like the first the first

and ultimately like the first the first big I tried a whole bunch of things I

big I tried a whole bunch of things I

big I tried a whole bunch of things I tried to hire editors and they wouldn’t

tried to hire editors and they wouldn’t

tried to hire editors and they wouldn’t edit as well as I wanted I tried to hire

edit as well as I wanted I tried to hire

edit as well as I wanted I tried to hire and camera people and they just no one

and camera people and they just no one

and camera people and they just no one everyone did it their way and I wanted

everyone did it their way and I wanted

everyone did it their way and I wanted them to do it my way and I have certain

them to do it my way and I have certain

them to do it my way and I have certain standards and so I found ultimately the

standards and so I found ultimately the

standards and so I found ultimately the first thing to do was to actually bring

first thing to do was to actually bring

first thing to do was to actually bring in a sales person but it wasn’t to bring

in a sales person but it wasn’t to bring

in a sales person but it wasn’t to bring in a sales person so I didn’t have to

in a sales person so I didn’t have to

in a sales person so I didn’t have to sell it was to help us earn the right

sell it was to help us earn the right

sell it was to help us earn the right amount of money to be able to go out and

amount of money to be able to go out and

amount of money to be able to go out and hire technical people because without

hire technical people because without

hire technical people because without the revenue of the extra sales I didn’t

the revenue of the extra sales I didn’t

the revenue of the extra sales I didn’t have I couldn’t hire the the delivery

have I couldn’t hire the the delivery

have I couldn’t hire the the delivery people and so we started by building

people and so we started by building

people and so we started by building sales but it was really only so that way

sales but it was really only so that way

sales but it was really only so that way I could I could first stop editing and

I could I could first stop editing and

I could I could first stop editing and then I handed over production and I

then I handed over production and I

then I handed over production and I don’t do any production anymore and now

don’t do any production anymore and now

don’t do any production anymore and now I’m at the point where all I handle is

I’m at the point where all I handle is

I’m at the point where all I handle is strategy and creative so I act kind of

strategy and creative so I act kind of

strategy and creative so I act kind of as a creative director I handle the

as a creative director I handle the

as a creative director I handle the strategy and the creative and then I

strategy and the creative and then I

strategy and the creative and then I turn it over to my team there’s 11 of us

turn it over to my team there’s 11 of us

turn it over to my team there’s 11 of us in the company and ultimately I I don’t

in the company and ultimately I I don’t

in the company and ultimately I I don’t I go out on set to talk to clients but I

I go out on set to talk to clients but I

I go out on set to talk to clients but I don’t do production anymore

don’t do production anymore

don’t do production anymore I don’t do editing anymore I’ve hired

I don’t do editing anymore I’ve hired

I don’t do editing anymore I’ve hired people who are quite a bit better at it

people who are quite a bit better at it

people who are quite a bit better at it than I am so they’re cool man so this

than I am so they’re cool man so this

than I am so they’re cool man so this question is really about the early

question is really about the early

question is really about the early stages right he’s asked what are the

stages right he’s asked what are the

stages right he’s asked what are the first steps on starting the company so

first steps on starting the company so

first steps on starting the company so how did you go from having a job working

how did you go from having a job working

how did you go from having a job working for the man they were what was that

for the man they were what was that

for the man they were what was that transition what were your first steps

transition what were your first steps

transition what were your first steps yeah so I would I would say that and the

yeah so I would I would say that and the

yeah so I would I would say that and the question is that that that clearly I

question is that that that clearly I

question is that that that clearly I think the person you wrote

think the person you wrote

think the person you wrote it has a passion for video and so if you

it has a passion for video and so if you

it has a passion for video and so if you have a passion for video whether you’re

have a passion for video whether you’re

have a passion for video whether you’re whether you’re formally trained or not

whether you’re formally trained or not

whether you’re formally trained or not um I think I think you need three things

um I think I think you need three things

um I think I think you need three things if you’re going to survive and where

if you’re going to survive and where

if you’re going to survive and where there’s going to be a big company or a

there’s going to be a big company or a

there’s going to be a big company or a little company or whatever you need

little company or whatever you need

little company or whatever you need three things you’re going to survive you

three things you’re going to survive you

three things you’re going to survive you need to have the technical capabilities

need to have the technical capabilities

need to have the technical capabilities so either you’re going to do the work or

so either you’re going to do the work or

so either you’re going to do the work or you’re going to hire people who can and

you’re going to hire people who can and

you’re going to hire people who can and you’re gonna and you’re going to have to

you’re gonna and you’re going to have to

you’re gonna and you’re going to have to be able to sell and selling isn’t just

be able to sell and selling isn’t just

be able to sell and selling isn’t just about about like going out there talking

about about like going out there talking

about about like going out there talking to people there’s there’s there’s going

to people there’s there’s there’s going

to people there’s there’s there’s going out there and and establishing

out there and and establishing

out there and and establishing relationships and helping people with

relationships and helping people with

relationships and helping people with whatever going to do if it’s if it’s

whatever going to do if it’s if it’s

whatever going to do if it’s if it’s wedding videos it’s talking to the

wedding videos it’s talking to the

wedding videos it’s talking to the brides and networking with grooms if

brides and networking with grooms if

brides and networking with grooms if it’s a corporate video then you’re gonna

it’s a corporate video then you’re gonna

it’s a corporate video then you’re gonna have to be able to connect with

have to be able to connect with

have to be able to connect with businesses who need your services if

businesses who need your services if

businesses who need your services if it’s advertising or if it’s social media

it’s advertising or if it’s social media

it’s advertising or if it’s social media or or whatever it may be you need the

or or whatever it may be you need the

or or whatever it may be you need the technical skills but you also need the

technical skills but you also need the

technical skills but you also need the relationships and then the last thing

relationships and then the last thing

relationships and then the last thing that people kind of forget about is is

that people kind of forget about is is

that people kind of forget about is is kind of the analysis it’s coming up with

kind of the analysis it’s coming up with

kind of the analysis it’s coming up with the plan it’s actually what I do now

the plan it’s actually what I do now

the plan it’s actually what I do now every day which is I have sales people I

every day which is I have sales people I

every day which is I have sales people I have people who deliver and I just help

have people who deliver and I just help

have people who deliver and I just help them come up with whatever that plan is

them come up with whatever that plan is

them come up with whatever that plan is to help deliver so when you’re starting

to help deliver so when you’re starting

to help deliver so when you’re starting out and you’re starting off you’re

out and you’re starting off you’re

out and you’re starting off you’re probably not going to be good at

probably not going to be good at

probably not going to be good at everything so so if you’re lacking in

everything so so if you’re lacking in

everything so so if you’re lacking in the tech in the technical get better at

the tech in the technical get better at

the tech in the technical get better at it because you might be a great people

it because you might be a great people

it because you might be a great people person and that’s that’s a great place

person and that’s that’s a great place

person and that’s that’s a great place to start you may be fantastic

to start you may be fantastic

to start you may be fantastic technically but if you’re not so good at

technically but if you’re not so good at

technically but if you’re not so good at the people side I would suggest

the people side I would suggest

the people side I would suggest partnering strategic partnerships if you

partnering strategic partnerships if you

partnering strategic partnerships if you if you if you wanted to start a video

if you if you wanted to start a video

if you if you wanted to start a video company for weddings find a photographer

company for weddings find a photographer

company for weddings find a photographer right you can easily meld into their

right you can easily meld into their

right you can easily meld into their business and then you’re going to be

business and then you’re going to be

business and then you’re going to be maybe you’ll take lower fees but you’re

maybe you’ll take lower fees but you’re

maybe you’ll take lower fees but you’re going to get the ball rolling your

going to get the ball rolling your

going to get the ball rolling your inability portfolio if your corporate

inability portfolio if your corporate

inability portfolio if your corporate then connect connect with another

then connect connect with another

then connect connect with another company or like an ad agency or any kind

company or like an ad agency or any kind

company or like an ad agency or any kind of partner like that because you’re

of partner like that because you’re

of partner like that because you’re going to be really strong technically

going to be really strong technically

going to be really strong technically and you’d be surprised I mean it is

and you’d be surprised I mean it is

and you’d be surprised I mean it is really hard to find good strong

really hard to find good strong

really hard to find good strong technical video people out there I mean

technical video people out there I mean

technical video people out there I mean there are companies who there are PR

there are companies who there are PR

there are companies who there are PR companies for example who have all these

companies for example who have all these

companies for example who have all these clients who have video needs and they

clients who have video needs and they

clients who have video needs and they just can’t find something that clicks

just can’t find something that clicks

just can’t find something that clicks into their system for pay and whatnot so

into their system for pay and whatnot so

into their system for pay and whatnot so there’s all kinds of partnerships so

there’s all kinds of partnerships so

there’s all kinds of partnerships so either you’re going to have to get

either you’re going to have to get

either you’re going to have to get stronger technique

stronger technique

stronger technique or get stronger on building

or get stronger on building

or get stronger on building relationships but that’s that’s where

relationships but that’s that’s where

relationships but that’s that’s where you start did you start with any of that

you start did you start with any of that

you start did you start with any of that partnerships alliances that help you get

partnerships alliances that help you get

partnerships alliances that help you get some customers totally totally and it

some customers totally totally and it

some customers totally totally and it bit me eventually I started so I started

bit me eventually I started so I started

bit me eventually I started so I started a bit of a unique situation because I

a bit of a unique situation because I

a bit of a unique situation because I worked for a franchise company and I

worked for a franchise company and I

worked for a franchise company and I actually left the franchise company and

actually left the franchise company and

actually left the franchise company and I took all the equipment and I actually

I took all the equipment and I actually

I took all the equipment and I actually took their business so I approached the

took their business so I approached the

took their business so I approached the company and said ok I’m doing this for

company and said ok I’m doing this for

company and said ok I’m doing this for you and you’re spending all this money

you and you’re spending all this money

you and you’re spending all this money on my salary and everything else but you

on my salary and everything else but you

on my salary and everything else but you don’t really need me as much as you

don’t really need me as much as you

don’t really need me as much as you think you do so if I leave you could

think you do so if I leave you could

think you do so if I leave you could outsource the work to me and I could

outsource the work to me and I could

outsource the work to me and I could help do this for other companies for

help do this for other companies for

help do this for other companies for other clients so I already left and

other clients so I already left and

other clients so I already left and started the business with my first time

started the business with my first time

started the business with my first time under my belt but I spent my first two

under my belt but I spent my first two

under my belt but I spent my first two years figuring everything out and

years figuring everything out and

years figuring everything out and selling to just friends invent like

selling to just friends invent like

selling to just friends invent like friends and family meaning not like

friends and family meaning not like

friends and family meaning not like family but business people people who

family but business people people who

family but business people people who friends of friends and referrals and

friends of friends and referrals and

friends of friends and referrals and people I used to work with and I was

people I used to work with and I was

people I used to work with and I was just I was just growing my portfolio and

just I was just growing my portfolio and

just I was just growing my portfolio and working off them and it’s fantastic

working off them and it’s fantastic

working off them and it’s fantastic where where I didn’t realize what

where where I didn’t realize what

where where I didn’t realize what happened is with video once you’ve done

happened is with video once you’ve done

happened is with video once you’ve done it people don’t need you for a little

it people don’t need you for a little

it people don’t need you for a little bit you know you’ve done the video

bit you know you’ve done the video

bit you know you’ve done the video you’ve spent all the budget they don’t

you’ve spent all the budget they don’t

you’ve spent all the budget they don’t need you until next year or maybe two

need you until next year or maybe two

need you until next year or maybe two years from now and so we’re a bit me was

years from now and so we’re a bit me was

years from now and so we’re a bit me was I spent a year and a half to two years

I spent a year and a half to two years

I spent a year and a half to two years leveraging um kind of all my connections

leveraging um kind of all my connections

leveraging um kind of all my connections and then I hit a point where no one no

and then I hit a point where no one no

and then I hit a point where no one no one needed anything they like I had done

one needed anything they like I had done

one needed anything they like I had done it all and I didn’t I wasn’t I wasn’t

it all and I didn’t I wasn’t I wasn’t

it all and I didn’t I wasn’t I wasn’t meeting new people so a very very good

meeting new people so a very very good

meeting new people so a very very good place to start

place to start

place to start everyone you know is great but recognize

everyone you know is great but recognize

everyone you know is great but recognize the fact that you are going to kind of

the fact that you are going to kind of

the fact that you are going to kind of use up those connections and so you

use up those connections and so you

use up those connections and so you wanna you wanna and then they came back

wanna you wanna and then they came back

wanna you wanna and then they came back two or three years later because they

two or three years later because they

two or three years later because they did love our services but there is just

did love our services but there is just

did love our services but there is just there’s just a cycle that you got to

there’s just a cycle that you got to

there’s just a cycle that you got to keep filling so that’s that’s how I got

keep filling so that’s that’s how I got

keep filling so that’s that’s how I got started it was a bit unique um the

started it was a bit unique um the

started it was a bit unique um the question coming in from Jose who’s

question coming in from Jose who’s

question coming in from Jose who’s wondering who was your first client

wondering who was your first client

wondering who was your first client outside of your network you there

outside of your network you there

outside of your network you there oh you froze on me oh I closed on you

oh you froze on me oh I closed on you

oh you froze on me oh I closed on you you froze on me too good ok so the

you froze on me too good ok so the

you froze on me too good ok so the question from Jose was who was your

question from Jose was who was your

question from Jose was who was your first client outside of your network so

first client outside of your network so

first client outside of your network so I guess after you’ve expanded your your

I guess after you’ve expanded your your

I guess after you’ve expanded your your friends and family who is your first

friends and family who is your first

friends and family who is your first client ah jeez I’m trying to think you

client ah jeez I’m trying to think you

client ah jeez I’m trying to think you stumped

stumped

stumped mark yeah that’s a good question because

mark yeah that’s a good question because

mark yeah that’s a good question because our longest term client here in Canada

our longest term client here in Canada

our longest term client here in Canada is RBC which is Canada’s largest bank

is RBC which is Canada’s largest bank

is RBC which is Canada’s largest bank but they came they were referred to us

but they came they were referred to us

but they came they were referred to us four months after we started and were

four months after we started and were

four months after we started and were still working with them today and we’ve

still working with them today and we’ve

still working with them today and we’ve grown we’ve grown them in and they’re

grown we’ve grown them in and they’re

grown we’ve grown them in and they’re fantastic client of ours but they came

fantastic client of ours but they came

fantastic client of ours but they came to us through through a friend so I’m

to us through through a friend so I’m

to us through through a friend so I’m trying to think of the first completely

trying to think of the first completely

trying to think of the first completely cold project where someone found us um

cold project where someone found us um

cold project where someone found us um it it was it was probably like three

it it was it was probably like three

it it was it was probably like three years into it it was probably I I

years into it it was probably I I

years into it it was probably I I couldn’t even say who it was but it

couldn’t even say who it was but it

couldn’t even say who it was but it would have been after I hired Daniel or

would have been after I hired Daniel or

would have been after I hired Daniel or first sales guy a director of business

first sales guy a director of business

first sales guy a director of business development and when he came in and

development and when he came in and

development and when he came in and because everything was always through

because everything was always through

because everything was always through referrals and that’s a great point there

referrals and that’s a great point there

referrals and that’s a great point there to like it that it took three years to

to like it that it took three years to

to like it that it took three years to get the first cold Klein in that you

get the first cold Klein in that you

get the first cold Klein in that you built everything up through that

built everything up through that

built everything up through that referral strategy what what did you do

referral strategy what what did you do

referral strategy what what did you do to get referral so I guess you you

to get referral so I guess you you

to get referral so I guess you you started with your friends and family and

started with your friends and family and

started with your friends and family and you realize okay after X amount of time

you realize okay after X amount of time

you realize okay after X amount of time they don’t need you anymore how did you

they don’t need you anymore how did you

they don’t need you anymore how did you then encourage them to talk about you to

then encourage them to talk about you to

then encourage them to talk about you to build your business up because it it’s

build your business up because it it’s

build your business up because it it’s grown just the referrals how did you get

grown just the referrals how did you get

grown just the referrals how did you get that to happen so the first thing is is

that to happen so the first thing is is

that to happen so the first thing is is understanding what it is they like it’s

understanding what it is they like it’s

understanding what it is they like it’s the basic business what it is you

the basic business what it is you

the basic business what it is you actually do what problem you solve a lot

actually do what problem you solve a lot

actually do what problem you solve a lot of people who create videos are a

of people who create videos are a

of people who create videos are a technical think that they deliver video

technical think that they deliver video

technical think that they deliver video but they don’t the video is is either

but they don’t the video is is either

but they don’t the video is is either going to be a marketing tool or

going to be a marketing tool or

going to be a marketing tool or communications tool or it’s a way of

communications tool or it’s a way of

communications tool or it’s a way of communicating something so you have to

communicating something so you have to

communicating something so you have to first recognize what it is you’re

first recognize what it is you’re

first recognize what it is you’re selling and do that really well so so so

selling and do that really well so so so

selling and do that really well so so so for us you know our take on it is

for us you know our take on it is

for us you know our take on it is especially started so we did a lot of

especially started so we did a lot of

especially started so we did a lot of internal communications we knew we

internal communications we knew we

internal communications we knew we weren’t going to get a big national bank

weren’t going to get a big national bank

weren’t going to get a big national bank to give us their national broadcast

to give us their national broadcast

to give us their national broadcast campaign but what we

campaign but what we

campaign but what we could do is help them communicate to

could do is help them communicate to

could do is help them communicate to their staff better or their team better

their staff better or their team better

their staff better or their team better and so we are very communications

and so we are very communications

and so we are very communications focused at first and so to answer your

focused at first and so to answer your

focused at first and so to answer your question doing recognizing what you do

question doing recognizing what you do

question doing recognizing what you do and doing it the best you possibly can

and doing it the best you possibly can

and doing it the best you possibly can and it’s okay to be really nice about it

and it’s okay to be really nice about it

and it’s okay to be really nice about it you know I saw I saw another video you

you know I saw I saw another video you

you know I saw I saw another video you did about photography and bowling and

did about photography and bowling and

did about photography and bowling and you said you know be the best be the

you said you know be the best be the

you said you know be the best be the best photographer for the world of

best photographer for the world of

best photographer for the world of bowling and that’s exactly it

bowling and that’s exactly it

bowling and that’s exactly it we we decided that we wanted to be the

we we decided that we wanted to be the

we we decided that we wanted to be the company to come to if you had to

company to come to if you had to

company to come to if you had to communicate your staff and that worked

communicate your staff and that worked

communicate your staff and that worked that worked to a point so that’s the

that worked to a point so that’s the

that worked to a point so that’s the first thing the the next thing is um is

first thing the the next thing is um is

first thing the the next thing is um is maintaining maintaining relationships uh

maintaining maintaining relationships uh

maintaining maintaining relationships uh you know when I came to work to start I

you know when I came to work to start I

you know when I came to work to start I didn’t have work to do every day but

didn’t have work to do every day but

didn’t have work to do every day but because I wanted to because I wasn’t a

because I wanted to because I wasn’t a

because I wanted to because I wasn’t a freelancer with a freelancer mindset in

freelancer with a freelancer mindset in

freelancer with a freelancer mindset in my mind I wanted a business I went to

my mind I wanted a business I went to

my mind I wanted a business I went to work every day whether I had something

work every day whether I had something

work every day whether I had something to do or not uh and I didn’t I didn’t

to do or not uh and I didn’t I didn’t

to do or not uh and I didn’t I didn’t fool around it’s just like I have to go

fool around it’s just like I have to go

fool around it’s just like I have to go to work because I have a job because I’m

to work because I have a job because I’m

to work because I have a job because I’m building a company and and so I think I

building a company and and so I think I

building a company and and so I think I think you need to come to work every day

think you need to come to work every day

think you need to come to work every day if that’s the business you wanna you

if that’s the business you wanna you

if that’s the business you wanna you want to build and again I’m terrible for

want to build and again I’m terrible for

want to build and again I’m terrible for this because this happened last time to

this because this happened last time to

this because this happened last time to you I don’t know if I’m answering your

you I don’t know if I’m answering your

you I don’t know if I’m answering your question at all or not Evan well we’re

question at all or not Evan well we’re

question at all or not Evan well we’re talking over pearls like how did you

talking over pearls like how did you

talking over pearls like how did you encourage referrals once you’ve built

encourage referrals once you’ve built

encourage referrals once you’ve built beyond your existing kind of friends and

beyond your existing kind of friends and

beyond your existing kind of friends and family pool so it’s great that so you

family pool so it’s great that so you

family pool so it’s great that so you know what you stand for and it’s easy

know what you stand for and it’s easy

know what you stand for and it’s easy people to talk about you how else did

people to talk about you how else did

people to talk about you how else did you build referrals that you asked

you build referrals that you asked

you build referrals that you asked people did you stay in touch because if

people did you stay in touch because if

people did you stay in touch because if video is not something they need all the

video is not something they need all the

video is not something they need all the time so how did you get the referrals

time so how did you get the referrals

time so how did you get the referrals going in especially those first couple

going in especially those first couple

going in especially those first couple years so I was okay I realized I was

years so I was okay I realized I was

years so I was okay I realized I was answering your question which is cool

answering your question which is cool

answering your question which is cool the first thing is do really good work

the first thing is do really good work

the first thing is do really good work because people won’t refer you if you do

because people won’t refer you if you do

because people won’t refer you if you do terrible work right so do it do what you

terrible work right so do it do what you

terrible work right so do it do what you do really well so that’s the first thing

do really well so that’s the first thing

do really well so that’s the first thing the second thing is um is is I hired a

the second thing is um is is I hired a

the second thing is um is is I hired a business coach to kind of help me

business coach to kind of help me

business coach to kind of help me because I was really lost but and and

because I was really lost but and and

because I was really lost but and and they pointed out something I never

they pointed out something I never

they pointed out something I never realized they said you know you’re kind

realized they said you know you’re kind

realized they said you know you’re kind of a likable guy and they said you know

of a likable guy and they said you know

of a likable guy and they said you know you’re sincere so I came at business

you’re sincere so I came at business

you’re sincere so I came at business sincerely I was really modest and so

sincerely I was really modest and so

sincerely I was really modest and so when you do good work and you really

when you do good work and you really

when you do good work and you really want to help your clients um and you’re

want to help your clients um and you’re

want to help your clients um and you’re sincere and you’re modest

sincere and you’re modest

sincere and you’re modest I would take people out for lunch and

I would take people out for lunch and

I would take people out for lunch and I’d say I’m you know I started the

I’d say I’m you know I started the

I’d say I’m you know I started the business I was 23 my wife was at home

business I was 23 my wife was at home

business I was 23 my wife was at home with with we had a new child really my

with with we had a new child really my

with with we had a new child really my oldest daughter was was a newborn we had

oldest daughter was was a newborn we had

oldest daughter was was a newborn we had no source of income I quit my job she

no source of income I quit my job she

no source of income I quit my job she didn’t have any income so I wanted to do

didn’t have any income so I wanted to do

didn’t have any income so I wanted to do good work I wanted to help my clients

good work I wanted to help my clients

good work I wanted to help my clients I’d take them out for lunch and say

I’d take them out for lunch and say

I’d take them out for lunch and say listen I’m a young company I’m just

listen I’m a young company I’m just

listen I’m a young company I’m just starting up I’m really hungry for work I

starting up I’m really hungry for work I

starting up I’m really hungry for work I want to help you is there is there

want to help you is there is there

want to help you is there is there anyone at all that that you think we

anyone at all that that you think we

anyone at all that that you think we could help would like sincerely we just

could help would like sincerely we just

could help would like sincerely we just want to help and if not that’s fine I

want to help and if not that’s fine I

want to help and if not that’s fine I don’t it’s not it’s not I’m not in a

don’t it’s not it’s not I’m not in a

don’t it’s not it’s not I’m not in a charity case or anything I wanna I want

charity case or anything I wanna I want

charity case or anything I wanna I want to work but but I want to do good work

to work but but I want to do good work

to work but but I want to do good work for you and for other people and is

for you and for other people and is

for you and for other people and is there any way you can help me and you

there any way you can help me and you

there any way you can help me and you know what

know what

know what people were really receptive to it and

people were really receptive to it and

people were really receptive to it and so I you know the first client RBC I

so I you know the first client RBC I

so I you know the first client RBC I took them out for lunch

took them out for lunch

took them out for lunch um and I said it was great working with

um and I said it was great working with

um and I said it was great working with you I want to do this for other people

you I want to do this for other people

you I want to do this for other people is there anything you do to help me and

is there anything you do to help me and

is there anything you do to help me and think about it for yourself if anyone

think about it for yourself if anyone

think about it for yourself if anyone came to you with that you would you’d be

came to you with that you would you’d be

came to you with that you would you’d be open to helping them out if they were

open to helping them out if they were

open to helping them out if they were sincere about it so that’s I mean be you

sincere about it so that’s I mean be you

sincere about it so that’s I mean be you know being yourself doing good work

know being yourself doing good work

know being yourself doing good work connecting with people that you have

connecting with people that you have

connecting with people that you have shared similarities with that’s I mean

shared similarities with that’s I mean

shared similarities with that’s I mean people I think people don’t realize that

people I think people don’t realize that

people I think people don’t realize that that is that’s what sales has become

that is that’s what sales has become

that is that’s what sales has become today it’s just being authentic and

today it’s just being authentic and

today it’s just being authentic and being yourself and trying to help people

being yourself and trying to help people

being yourself and trying to help people it’s not it’s not pounding the phone

it’s not it’s not pounding the phone

it’s not it’s not pounding the phone it’s not I tried cold calling doesn’t

it’s not I tried cold calling doesn’t

it’s not I tried cold calling doesn’t thing didn’t work for me I tried

thing didn’t work for me I tried

thing didn’t work for me I tried networking in that working events never

networking in that working events never

networking in that working events never paid off I tried breakfast networking

paid off I tried breakfast networking

paid off I tried breakfast networking type things and I made great friends but

type things and I made great friends but

type things and I made great friends but it never led to any business and so just

it never led to any business and so just

it never led to any business and so just recognize that we’re in a bit of a tough

recognize that we’re in a bit of a tough

recognize that we’re in a bit of a tough industry to to crack into so to do

industry to to crack into so to do

industry to to crack into so to do really good work be sincere and just

really good work be sincere and just

really good work be sincere and just just ask ask for the business so so the

just ask ask for the business so so the

just ask ask for the business so so the question what were the steps and as

question what were the steps and as

question what were the steps and as you’ve been talking I’m kind of taking

you’ve been talking I’m kind of taking

you’ve been talking I’m kind of taking notes here and I put together a

notes here and I put together a

notes here and I put together a five-step mark your process I love I

five-step mark your process I love I

five-step mark your process I love I love how you’re able to just like I

love how you’re able to just like I

love how you’re able to just like I ramble and ramble and ramble and you’re

ramble and ramble and ramble and you’re

ramble and ramble and ramble and you’re like okay so here the five steps this is

like okay so here the five steps this is

like okay so here the five steps this is what working this is this is what I

what working this is this is what I

what working this is this is what I wrote down and let me know if this works

wrote down and let me know if this works

wrote down and let me know if this works because I really want to help this

because I really want to help this

because I really want to help this person out so number one was start with

person out so number one was start with

person out so number one was start with a client you know you you had a job and

a client you know you you had a job and

a client you know you you had a job and you turned that client that job into

you turned that client that job into

you turned that client that job into your first client so you’re not just

your first client so you’re not just

your first client so you’re not just starting

starting

starting off with nothing you’re starting off

off with nothing you’re starting off

off with nothing you’re starting off with your client number two was tapped

with your client number two was tapped

with your client number two was tapped your network and you reached out to

your network and you reached out to

your network and you reached out to everybody in your network who you knew

everybody in your network who you knew

everybody in your network who you knew when introduce yourself so here I’m

when introduce yourself so here I’m

when introduce yourself so here I’m starting this new business number three

starting this new business number three

starting this new business number three was know what your expertise is so you

was know what your expertise is so you

was know what your expertise is so you know your specific focus on

know your specific focus on

know your specific focus on communications instead of other things

communications instead of other things

communications instead of other things that people could clearly understand

that people could clearly understand

that people could clearly understand what you did and could talk about you

what you did and could talk about you

what you did and could talk about you easily number four I wrote was do great

easily number four I wrote was do great

easily number four I wrote was do great work so blow people away you know have

work so blow people away you know have

work so blow people away you know have them be so excited by the extraordinary

them be so excited by the extraordinary

them be so excited by the extraordinary work you’re putting that extraordinary

work you’re putting that extraordinary

work you’re putting that extraordinary that that they want to talk about it and

that that they want to talk about it and

that that they want to talk about it and they’re left with the positive feeling

they’re left with the positive feeling

they’re left with the positive feeling and then number five was stay top of

and then number five was stay top of

and then number five was stay top of mind and take people out to lunch and

mind and take people out to lunch and

mind and take people out to lunch and ask for referrals and be genuine so that

ask for referrals and be genuine so that

ask for referrals and be genuine so that they can think of other people to send

they can think of other people to send

they can think of other people to send you in your business I I think those are

you in your business I I think those are

you in your business I I think those are the five steps and they’re perfect I

the five steps and they’re perfect I

the five steps and they’re perfect I will say don’t fall into one trap anyone

will say don’t fall into one trap anyone

will say don’t fall into one trap anyone who’s starting and and I think you’ve

who’s starting and and I think you’ve

who’s starting and and I think you’ve talked about this a lot Evan yeah don’t

talked about this a lot Evan yeah don’t

talked about this a lot Evan yeah don’t go out and spend a lot of money on

go out and spend a lot of money on

go out and spend a lot of money on equipment please please do not do that

equipment please please do not do that

equipment please please do not do that when I started the company I had a four

when I started the company I had a four

when I started the company I had a four year old computer that wouldn’t even I

year old computer that wouldn’t even I

year old computer that wouldn’t even I mean this is they wouldn’t even do HD

mean this is they wouldn’t even do HD

mean this is they wouldn’t even do HD back then it was like standard

back then it was like standard

back then it was like standard definition I had a camera that was four

definition I had a camera that was four

definition I had a camera that was four or five years out of date when actually

or five years out of date when actually

or five years out of date when actually Roland has been with me for years

Roland has been with me for years

Roland has been with me for years started with the company we were still

started with the company we were still

started with the company we were still shooting on technology that was ten

shooting on technology that was ten

shooting on technology that was ten years old and and he would say he didn’t

years old and and he would say he didn’t

years old and and he would say he didn’t even know how to it was so old but he

even know how to it was so old but he

even know how to it was so old but he wasn’t even sure how to use the cameras

wasn’t even sure how to use the cameras

wasn’t even sure how to use the cameras and we know he forgot how to use the

and we know he forgot how to use the

and we know he forgot how to use the cameras and everyone in the industry

cameras and everyone in the industry

cameras and everyone in the industry laughed at me but we did like 2.5

laughed at me but we did like 2.5

laughed at me but we did like 2.5 million dollars worth of work on old

million dollars worth of work on old

million dollars worth of work on old technology because because people don’t

technology because because people don’t

technology because because people don’t care whether you’re working with the

care whether you’re working with the

care whether you’re working with the best or not they care what you do with

best or not they care what you do with

best or not they care what you do with it and so don’t go out and put yourself

it and so don’t go out and put yourself

it and so don’t go out and put yourself into a ton I started my coming for

into a ton I started my coming for

into a ton I started my coming for $7,000

$7,000

$7,000 that was my total startup cost hmm what

that was my total startup cost hmm what

that was my total startup cost hmm what did you spend what was that 7k on so I

did you spend what was that 7k on so I

did you spend what was that 7k on so I went to a lawyer and did obviously

went to a lawyer and did obviously

went to a lawyer and did obviously illegal I set up I set up a corporation

illegal I set up I set up a corporation

illegal I set up I set up a corporation so there was that I set a payroll I

so there was that I set a payroll I

so there was that I set a payroll I bought a printer said anything printer

bought a printer said anything printer

bought a printer said anything printer and a scanner I had to I actually leased

and a scanner I had to I actually leased

and a scanner I had to I actually leased back the equipment off of off of the

back the equipment off of off of the

back the equipment off of off of the company that I was working on I took

company that I was working on I took

company that I was working on I took in exchange for free work for them

in exchange for free work for them

in exchange for free work for them because they already had the gear and

because they already had the gear and

because they already had the gear and they didn’t need it and so we did kind

they didn’t need it and so we did kind

they didn’t need it and so we did kind of this trade for work to be honest I

of this trade for work to be honest I

of this trade for work to be honest I can’t even remember but I remember it

can’t even remember but I remember it

can’t even remember but I remember it seemed like a lot of money at the time

seemed like a lot of money at the time

seemed like a lot of money at the time uh and you know what I lost a lot of

uh and you know what I lost a lot of

uh and you know what I lost a lot of money in the first six months I they get

money in the first six months I they get

money in the first six months I they get one point is like thirty thousand

one point is like thirty thousand

one point is like thirty thousand dollars in debt but that was just

dollars in debt but that was just

dollars in debt but that was just covering offices I mean I went out and

covering offices I mean I went out and

covering offices I mean I went out and got an office and you know if I did it

got an office and you know if I did it

got an office and you know if I did it again I wouldn’t have done that spending

again I wouldn’t have done that spending

again I wouldn’t have done that spending fifteen hundred dollars a month on an

fifteen hundred dollars a month on an

fifteen hundred dollars a month on an unprofessional offices that I wouldn’t

unprofessional offices that I wouldn’t

unprofessional offices that I wouldn’t do again but you know you can’t go back

do again but you know you can’t go back

do again but you know you can’t go back and learn that lesson again but um yeah

and learn that lesson again but um yeah

and learn that lesson again but um yeah website and marketing fees and all of

website and marketing fees and all of

website and marketing fees and all of those kind of stuff I kind of bucket it

those kind of stuff I kind of bucket it

those kind of stuff I kind of bucket it into the first startup and doing free

into the first startup and doing free

into the first startup and doing free work and all of those things but but

work and all of those things but but

work and all of those things but but just don’t just just if you have any

just don’t just just if you have any

just don’t just just if you have any camera get your first project and shoot

camera get your first project and shoot

camera get your first project and shoot that on anything you know you’re gonna

that on anything you know you’re gonna

that on anything you know you’re gonna feel embarrassed you say you know you’re

feel embarrassed you say you know you’re

feel embarrassed you say you know you’re gonna apologize to Glenn oh I don’t have

gonna apologize to Glenn oh I don’t have

gonna apologize to Glenn oh I don’t have to they don’t they don’t know they don’t

to they don’t they don’t know they don’t

to they don’t they don’t know they don’t know anything so go out there shoot it

know anything so go out there shoot it

know anything so go out there shoot it make it look the best you can use a

make it look the best you can use a

make it look the best you can use a little bit of that money that you have

little bit of that money that you have

little bit of that money that you have put it away or live off of it but but I

put it away or live off of it but but I

put it away or live off of it but but I we were operating for four years before

we were operating for four years before

we were operating for four years before we did our first equipment upgrade it

we did our first equipment upgrade it

we did our first equipment upgrade it was just it was silly it was it was

was just it was silly it was it was

was just it was silly it was it was there’s almost asinine but I just didn’t

there’s almost asinine but I just didn’t

there’s almost asinine but I just didn’t want to spend the money on it

want to spend the money on it

want to spend the money on it hmm so you know it’s interesting that

hmm so you know it’s interesting that

hmm so you know it’s interesting that you would go out and spend the money to

you would go out and spend the money to

you would go out and spend the money to hire business coach to help you but not

hire business coach to help you but not

hire business coach to help you but not spend the money on the equipment yeah I

spend the money on the equipment yeah I

spend the money on the equipment yeah I spent I spent a lot of money on a lot

spent I spent a lot of money on a lot

spent I spent a lot of money on a lot actually not maybe not at the time but

actually not maybe not at the time but

actually not maybe not at the time but spending like seven or eight hundred

spending like seven or eight hundred

spending like seven or eight hundred dollars a month on a business coach when

dollars a month on a business coach when

dollars a month on a business coach when I had no money

I had no money

I had no money uh yeah that’s weird isn’t it but but I

uh yeah that’s weird isn’t it but but I

uh yeah that’s weird isn’t it but but I I didn’t know how to start a business I

I didn’t know how to start a business I

I didn’t know how to start a business I knew how to create I knew that I could I

knew how to create I knew that I could I

knew how to create I knew that I could I knew that I could make good videos with

knew that I could make good videos with

knew that I could make good videos with crap equipment I didn’t know how to

crap equipment I didn’t know how to

crap equipment I didn’t know how to start a business interesting and you

start a business interesting and you

start a business interesting and you were so you’re invested in yourself and

were so you’re invested in yourself and

were so you’re invested in yourself and your knowledge and how to become a

your knowledge and how to become a

your knowledge and how to become a better entrepreneur it’s interesting

better entrepreneur it’s interesting

better entrepreneur it’s interesting it’s good I like it

it’s good I like it

it’s good I like it oh I just saw a light bulb go off

oh I just saw a light bulb go off

oh I just saw a light bulb go off there’s there’s another there’s another

there’s there’s another there’s another

there’s there’s another there’s another video in that alone really there might

video in that alone really there might

video in that alone really there might be there might be um something else you

be there might be um something else you

be there might be um something else you said you said when you first started you

said you said when you first started you

said you said when you first started you go out to the office and and you didn’t

go out to the office and and you didn’t

go out to the office and and you didn’t have work to do and you know you said

have work to do and you know you said

have work to do and you know you said okay I’m committed to this this is my

okay I’m committed to this this is my

okay I’m committed to this this is my business I’m going to treat it like a

business I’m going to treat it like a

business I’m going to treat it like a job I’m going to go into the office you

job I’m going to go into the office you

job I’m going to go into the office you know to have work to do so my two

know to have work to do so my two

know to have work to do so my two thoughts are is well so what did you do

thoughts are is well so what did you do

thoughts are is well so what did you do when you

when you

when you got there um and to look how did you

got there um and to look how did you

got there um and to look how did you stay motivated through that when you’re

stay motivated through that when you’re

stay motivated through that when you’re you know you realize that I got nothing

you know you realize that I got nothing

you know you realize that I got nothing to do right now yeah I remember so I

to do right now yeah I remember so I

to do right now yeah I remember so I launched my business January 2nd 2007

launched my business January 2nd 2007

launched my business January 2nd 2007 and I already had the office least I

and I already had the office least I

and I already had the office least I moved up all the equipment in that

moved up all the equipment in that

moved up all the equipment in that morning and and I set up my desk I set

morning and and I set up my desk I set

morning and and I set up my desk I set up my phone cuz I had a proper phone was

up my phone cuz I had a proper phone was

up my phone cuz I had a proper phone was all excited I set my voicemail

all excited I set my voicemail

all excited I set my voicemail I was I was super pumped and then I

I was I was super pumped and then I

I was I was super pumped and then I remember it was like quarter to 11:00 in

remember it was like quarter to 11:00 in

remember it was like quarter to 11:00 in the morning and I had nothing to do and

the morning and I had nothing to do and

the morning and I had nothing to do and I developed a business plan I had a

I developed a business plan I had a

I developed a business plan I had a marketing strategy I like I had all

marketing strategy I like I had all

marketing strategy I like I had all these things developed i sat there and I

these things developed i sat there and I

these things developed i sat there and I remember I called my mother actually

remember I called my mother actually

remember I called my mother actually because she is she’s run businesses and

because she is she’s run businesses and

because she is she’s run businesses and she’s helped me along the way and I said

she’s helped me along the way and I said

she’s helped me along the way and I said I just realized I have nothing did like

I just realized I have nothing did like

I just realized I have nothing did like I don’t know what to do now I’ve set up

I don’t know what to do now I’ve set up

I don’t know what to do now I’ve set up my I have no idea

my I have no idea

my I have no idea so one how did I stay motivated if you

so one how did I stay motivated if you

so one how did I stay motivated if you recall we connected sometime in like

recall we connected sometime in like

recall we connected sometime in like June so as I was only five or six months

June so as I was only five or six months

June so as I was only five or six months into my business when we met and you and

into my business when we met and you and

into my business when we met and you and your mastermind group was a huge asset

your mastermind group was a huge asset

your mastermind group was a huge asset so I would suggest peer mentorship you

so I would suggest peer mentorship you

so I would suggest peer mentorship you know connect with other business owners

know connect with other business owners

know connect with other business owners in other industries people call me up

in other industries people call me up

in other industries people call me up directly and we kind of have you know if

directly and we kind of have you know if

directly and we kind of have you know if they’re if they’re out of our region or

they’re if they’re out of our region or

they’re if they’re out of our region or not really our competition so we have

not really our competition so we have

not really our competition so we have conversations about it but but um you

conversations about it but but um you

conversations about it but but um you know it can be hard it can be hard to

know it can be hard it can be hard to

know it can be hard it can be hard to stay motivated look at other people’s

stay motivated look at other people’s

stay motivated look at other people’s work and say one day I will be doing

work and say one day I will be doing

work and say one day I will be doing that because because you just maybe you

that because because you just maybe you

that because because you just maybe you can’t today you know I often say that if

can’t today you know I often say that if

can’t today you know I often say that if I if I look at the business I built when

I if I look at the business I built when

I if I look at the business I built when I started it I never believed that I

I started it I never believed that I

I started it I never believed that I could actually do it and I know that

could actually do it and I know that

could actually do it and I know that goes against everything even with your

goes against everything even with your

goes against everything even with your belief I just I wouldn’t have thought

belief I just I wouldn’t have thought

belief I just I wouldn’t have thought that I could do it there you go

that I could do it there you go

that I could do it there you go uh and you know when I look at a

uh and you know when I look at a

uh and you know when I look at a business that’s twenty or thirty times

business that’s twenty or thirty times

business that’s twenty or thirty times larger than us I I believe we can get

larger than us I I believe we can get

larger than us I I believe we can get there but not so it’s different now now

there but not so it’s different now now

there but not so it’s different now now I believe we can be thirty times bigger

I believe we can be thirty times bigger

I believe we can be thirty times bigger I don’t know how to get there yet but

I don’t know how to get there yet but

I don’t know how to get there yet but that’s a very different thing when I

that’s a very different thing when I

that’s a very different thing when I started I just didn’t believe that I

started I just didn’t believe that I

started I just didn’t believe that I could do it so come into work every day

could do it so come into work every day

could do it so come into work every day what did I do

what did I do

what did I do we did we did like landing page designs

we did we did like landing page designs

we did we did like landing page designs so in 2007 the biggest thing was that

so in 2007 the biggest thing was that

so in 2007 the biggest thing was that PPC pay-per-click for Google had to have

PPC pay-per-click for Google had to have

PPC pay-per-click for Google had to have a different landing page and so we went

a different landing page and so we went

a different landing page and so we went out and found agencies where we could

out and found agencies where we could

out and found agencies where we could design simple landing pages and they

design simple landing pages and they

design simple landing pages and they would pay us whatever was $60 a page and

would pay us whatever was $60 a page and

would pay us whatever was $60 a page and we would just do hundreds and hundreds

we would just do hundreds and hundreds

we would just do hundreds and hundreds and hundreds of pages and it wasn’t even

and hundreds of pages and it wasn’t even

and hundreds of pages and it wasn’t even in our business but it was like we

in our business but it was like we

in our business but it was like we needed money

needed money

needed money money to stay going and so I would come

money to stay going and so I would come

money to stay going and so I would come in and do that I would I would think of

in and do that I would I would think of

in and do that I would I would think of people to email I would go on LinkedIn I

people to email I would go on LinkedIn I

people to email I would go on LinkedIn I would create our own marketing examples

would create our own marketing examples

would create our own marketing examples for ourselves I I would try and think of

for ourselves I I would try and think of

for ourselves I I would try and think of workshops that I could give and you know

workshops that I could give and you know

workshops that I could give and you know today the we weren’t really blogging

today the we weren’t really blogging

today the we weren’t really blogging back then even but today I would today I

back then even but today I would today I

back then even but today I would today I would I would just decide to become who

would I would just decide to become who

would I would just decide to become who I want to be

I want to be

I want to be I would I would start a persona I would

I would I would start a persona I would

I would I would start a persona I would create videos like you do because your

create videos like you do because your

create videos like you do because your video company why not I would uh I would

video company why not I would uh I would

video company why not I would uh I would blog about it I would connect with

blog about it I would connect with

blog about it I would connect with people I would just out I mean I would

people I would just out I mean I would

people I would just out I mean I would just go out there and do it fake it to

just go out there and do it fake it to

just go out there and do it fake it to you make it right and the way was was

you make it right and the way was was

you make it right and the way was was you right yeah sorry I always say weeks

you right yeah sorry I always say weeks

you right yeah sorry I always say weeks I was gonna start the firm with a

I was gonna start the firm with a

I was gonna start the firm with a partner and things fell apart beforehand

partner and things fell apart beforehand

partner and things fell apart beforehand and I also be wanting to be a big

and I also be wanting to be a big

and I also be wanting to be a big company I always talk in the in the we

company I always talk in the in the we

company I always talk in the in the we because now we have many people but back

because now we have many people but back

because now we have many people but back then it was just me and I didn’t want

then it was just me and I didn’t want

then it was just me and I didn’t want anyone to know it was just me because I

anyone to know it was just me because I

anyone to know it was just me because I felt if I was charging you know if I

felt if I was charging you know if I

felt if I was charging you know if I surging a thousand dollars for my time

surging a thousand dollars for my time

surging a thousand dollars for my time for the day I had I didn’t believe I

for the day I had I didn’t believe I

for the day I had I didn’t believe I thought that if people knew I was doing

thought that if people knew I was doing

thought that if people knew I was doing all the work that they wouldn’t they

all the work that they wouldn’t they

all the work that they wouldn’t they just wouldn’t value to pay me what I

just wouldn’t value to pay me what I

just wouldn’t value to pay me what I thought I was worth and so I always said

thought I was worth and so I always said

thought I was worth and so I always said we this we that we’ll get back to you

we this we that we’ll get back to you

we this we that we’ll get back to you and I just

and I just

and I just people call me on that now but but I

people call me on that now but but I

people call me on that now but but I always say we we we it was just me I was

always say we we we it was just me I was

always say we we we it was just me I was me in a two hundred square foot office

me in a two hundred square foot office

me in a two hundred square foot office with fluorescent lighting it was

with fluorescent lighting it was

with fluorescent lighting it was terrible

terrible

terrible I’m curious as to so when you started

I’m curious as to so when you started

I’m curious as to so when you started your business he said you never thought

your business he said you never thought

your business he said you never thought you would get to where you are now but

you would get to where you are now but

you would get to where you are now but now you can see how you can get to 30

now you can see how you can get to 30

now you can see how you can get to 30 times bigger no you don’t know the step

times bigger no you don’t know the step

times bigger no you don’t know the step so I’m wondering that what caused that

so I’m wondering that what caused that

so I’m wondering that what caused that change in self-confidence and in belief

change in self-confidence and in belief

change in self-confidence and in belief that was there a moment that you felt

that was there a moment that you felt

that was there a moment that you felt like now now it’s on now it’s working or

like now now it’s on now it’s working or

like now now it’s on now it’s working or have just been a slow progression

have just been a slow progression

have just been a slow progression because now you’re very confident were

because now you’re very confident were

because now you’re very confident were at the start you weren’t so I’m

at the start you weren’t so I’m

at the start you weren’t so I’m wondering what caused that difference uh

wondering what caused that difference uh

wondering what caused that difference uh I trust the people I’ve surrounded

I trust the people I’ve surrounded

I trust the people I’ve surrounded myself with and so you know you’re you

myself with and so you know you’re you

myself with and so you know you’re you and I have conversations too you know

and I have conversations too you know

and I have conversations too you know you’re you’re pushing me in your heart

you’re you’re pushing me in your heart

you’re you’re pushing me in your heart are me I have a business coach that

are me I have a business coach that

are me I have a business coach that helps me with operations that I that I

helps me with operations that I that I

helps me with operations that I that I trust in I’ve hired staff and surrounded

trust in I’ve hired staff and surrounded

trust in I’ve hired staff and surrounded myself from people who are just

myself from people who are just

myself from people who are just so good at their job and and so I I just

so good at their job and and so I I just

so good at their job and and so I I just I I what I’ve learned is it will take

I I what I’ve learned is it will take

I I what I’ve learned is it will take way more time than I ever think it will

way more time than I ever think it will

way more time than I ever think it will everything takes so much time

everything takes so much time

everything takes so much time you know it’s just I’ve been at this

you know it’s just I’ve been at this

you know it’s just I’ve been at this eight years and and I thought I would be

eight years and and I thought I would be

eight years and and I thought I would be where we were four years ago but really

where we were four years ago but really

where we were four years ago but really we’ve seen most of our growth just in

we’ve seen most of our growth just in

we’ve seen most of our growth just in our last four years and so and so the

our last four years and so and so the

our last four years and so and so the confidence comes from people you know

confidence comes from people you know

confidence comes from people you know our clients being really receptive to

our clients being really receptive to

our clients being really receptive to what we’re doing us you know increasing

what we’re doing us you know increasing

what we’re doing us you know increasing sales us delivering always pushing

sales us delivering always pushing

sales us delivering always pushing deliver better work building our

deliver better work building our

deliver better work building our portfolio and and just Saran today build

portfolio and and just Saran today build

portfolio and and just Saran today build a business where I could do what I loved

a business where I could do what I loved

a business where I could do what I loved and didn’t have to do everything

and didn’t have to do everything

and didn’t have to do everything and so surrounding myself with people

and so surrounding myself with people

and so surrounding myself with people who literally they surprised me it

who literally they surprised me it

who literally they surprised me it surprised me every single day with with

surprised me every single day with with

surprised me every single day with with what we’re doing and I’m so pride I

what we’re doing and I’m so pride I

what we’re doing and I’m so pride I don’t even feel you know I’m so proud of

don’t even feel you know I’m so proud of

don’t even feel you know I’m so proud of what we do as a company and I’m amazed

what we do as a company and I’m amazed

what we do as a company and I’m amazed with what the guys do so if I can feel

with what the guys do so if I can feel

with what the guys do so if I can feel that delight like a client will that’s

that delight like a client will that’s

that delight like a client will that’s that excites me and so that I have

that excites me and so that I have

that excites me and so that I have confidence that I will always be able to

confidence that I will always be able to

confidence that I will always be able to surround myself with people who are

surround myself with people who are

surround myself with people who are really smart and I will always be able

really smart and I will always be able

really smart and I will always be able to figure out a way to to sell or

to figure out a way to to sell or

to figure out a way to to sell or communicate what it is we do because

communicate what it is we do because

communicate what it is we do because because as long as people as long as

because as long as people as long as

because as long as people as long as businesses need help with communications

businesses need help with communications

businesses need help with communications of some sort marketing sales issues

of some sort marketing sales issues

of some sort marketing sales issues whatever whatever it is and video is a

whatever whatever it is and video is a

whatever whatever it is and video is a way to communicate I know we’ll be here

way to communicate I know we’ll be here

way to communicate I know we’ll be here and a video isn’t a way to communicate

and a video isn’t a way to communicate

and a video isn’t a way to communicate then we’ll find that that new channel to

then we’ll find that that new channel to

then we’ll find that that new channel to communicate and still apply everything

communicate and still apply everything

communicate and still apply everything we’ve learned

we’ve learned

we’ve learned I love it man I love it ah one last

I love it man I love it ah one last

I love it man I love it ah one last question coming in from Hector who’s

question coming in from Hector who’s

question coming in from Hector who’s asking if you could go back and tell

asking if you could go back and tell

asking if you could go back and tell yourself when you were starting one

yourself when you were starting one

yourself when you were starting one thing what would it be um oh jeez I mean

thing what would it be um oh jeez I mean

thing what would it be um oh jeez I mean we it’s funny we talked about startup we

we it’s funny we talked about startup we

we it’s funny we talked about startup we talked about now there’s this whole

talked about now there’s this whole

talked about now there’s this whole recession that just clobbered us like we

recession that just clobbered us like we

recession that just clobbered us like we blew through all our cash I laid off the

blew through all our cash I laid off the

blew through all our cash I laid off the small staff I had I I literally we had

small staff I had I I literally we had

small staff I had I I literally we had no money

no money

no money I personally didn’t pay myself for six

I personally didn’t pay myself for six

I personally didn’t pay myself for six months I went into debt I went into debt

months I went into debt I went into debt

months I went into debt I went into debt to hire the sales guy and I and I paid

to hire the sales guy and I and I paid

to hire the sales guy and I and I paid him a salary and I didn’t pay myself for

him a salary and I didn’t pay myself for

him a salary and I didn’t pay myself for six months so like there was the startup

six months so like there was the startup

six months so like there was the startup time that was hard there was the last

time that was hard there was the last

time that was hard there was the last four years we’ve seen a lot of growth

four years we’ve seen a lot of growth

four years we’ve seen a lot of growth but there was a there’s this really

but there was a there’s this really

but there was a there’s this really terrible middle year uh in in 2009 where

terrible middle year uh in in 2009 where

terrible middle year uh in in 2009 where where it was really really hard and so

where it was really really hard and so

where it was really really hard and so if I went back to start up I think I

if I went back to start up I think I

if I went back to start up I think I would probably I think I would probably

would probably I think I would probably

would probably I think I would probably scare myself out of doing it or keeping

scare myself out of doing it or keeping

scare myself out of doing it or keeping going so the only thing I could say is

going so the only thing I could say is

going so the only thing I could say is like I could pull the line it gets

like I could pull the line it gets

like I could pull the line it gets better right it gets it you know

better right it gets it you know

better right it gets it you know I heard someone once say that your

I heard someone once say that your

I heard someone once say that your career is like a giant lineup and if as

career is like a giant lineup and if as

career is like a giant lineup and if as long as you stay in line and work hard

long as you stay in line and work hard

long as you stay in line and work hard your time will come

your time will come

your time will come but if you get out of line and you

but if you get out of line and you

but if you get out of line and you decide to get back into line you have to

decide to get back into line you have to

decide to get back into line you have to start at the back again and so I think

start at the back again and so I think

start at the back again and so I think about that because you know what the

about that because you know what the

about that because you know what the guys who I really look up to who are

guys who I really look up to who are

guys who I really look up to who are doing great work they’ve all been doing

doing great work they’ve all been doing

doing great work they’ve all been doing this for 25 or 30 years and I’m on year

this for 25 or 30 years and I’m on year

this for 25 or 30 years and I’m on year I’m on year 8 in my business so if I

I’m on year 8 in my business so if I

I’m on year 8 in my business so if I jump from thing to thing to thing to

jump from thing to thing to thing to

jump from thing to thing to thing to thing to thing rather than take what I

thing to thing rather than take what I

thing to thing rather than take what I have and massage it and grow it and

have and massage it and grow it and

have and massage it and grow it and change and change it changes with me

change and change it changes with me

change and change it changes with me then I’m getting out of line and I’m

then I’m getting out of line and I’m

then I’m getting out of line and I’m throwing myself and I gotta start all

throwing myself and I gotta start all

throwing myself and I gotta start all over again I want to stay in line and so

over again I want to stay in line and so

over again I want to stay in line and so if I went back and told myself I would

if I went back and told myself I would

if I went back and told myself I would just I don’t know I would just do the

just I don’t know I would just do the

just I don’t know I would just do the typical you know like stick with it it’s

typical you know like stick with it it’s

typical you know like stick with it it’s you know it’s gonna get it’s gonna get

you know it’s gonna get it’s gonna get

you know it’s gonna get it’s gonna get better

better

better the truth is it’s really really hard and

the truth is it’s really really hard and

the truth is it’s really really hard and I think most entrepreneurs are a little

I think most entrepreneurs are a little

I think most entrepreneurs are a little bit we’re not we’re not risk takers were

bit we’re not we’re not risk takers were

bit we’re not we’re not risk takers were foolish right we foolishly believe that

foolish right we foolishly believe that

foolish right we foolishly believe that we can do it better than everyone else

we can do it better than everyone else

we can do it better than everyone else and we’ll keep working at it until it is

and we’ll keep working at it until it is

and we’ll keep working at it until it is better than everyone else

better than everyone else

better than everyone else um and so uh yeah I don’t know I

um and so uh yeah I don’t know I

um and so uh yeah I don’t know I wouldn’t I probably wouldn’t tell myself

wouldn’t I probably wouldn’t tell myself

wouldn’t I probably wouldn’t tell myself very much

very much

very much all right well on that note mark thanks

all right well on that note mark thanks

all right well on that note mark thanks man thanks to the time for people

man thanks to the time for people

man thanks to the time for people watching working and learn more about

watching working and learn more about

watching working and learn more about you so they can check us out at Fanta

you so they can check us out at Fanta

you so they can check us out at Fanta Mediacom for our corporate stuff I also

Mediacom for our corporate stuff I also

Mediacom for our corporate stuff I also put in I put a link there to an Adobe

put in I put a link there to an Adobe

put in I put a link there to an Adobe session we did last April now that’s

session we did last April now that’s

session we did last April now that’s more for people who already have a video

more for people who already have a video

more for people who already have a video company who want to kind of grow it to

company who want to kind of grow it to

company who want to kind of grow it to bigger it’s a it’s a one-hour session we

bigger it’s a it’s a one-hour session we

bigger it’s a it’s a one-hour session we did with Adobe talking about how to grow

did with Adobe talking about how to grow

did with Adobe talking about how to grow a business to be maybe a bit more

a business to be maybe a bit more

a business to be maybe a bit more successful and what to focus on so you

successful and what to focus on so you

successful and what to focus on so you can certainly check that out or our blog

can certainly check that out or our blog

can certainly check that out or our blog which is blog.bufferapp.com

believe believe you got it man okay

believe believe you got it man okay thanks for watch back you see chief