welcome everybody to another YouTube hang out super excited to be here I have
hang out super excited to be here I have
hang out super excited to be here I have a special guest ed who runs a podcast
a special guest ed who runs a podcast
a special guest ed who runs a podcast with sage and I’m going to be speaking
with sage and I’m going to be speaking
with sage and I’m going to be speaking at sage summit next month it’s coming up
at sage summit next month it’s coming up
at sage summit next month it’s coming up quickly Wow and he is doing a bunch of
quickly Wow and he is doing a bunch of
quickly Wow and he is doing a bunch of interviews asking people what they’re
interviews asking people what they’re
interviews asking people what they’re talking about at sage summit as well as
talking about at sage summit as well as
talking about at sage summit as well as other helpful advice for entrepreneurs
other helpful advice for entrepreneurs
other helpful advice for entrepreneurs so he thought he would interview me for
so he thought he would interview me for
so he thought he would interview me for the podcast I said hey why don’t we turn
the podcast I said hey why don’t we turn
the podcast I said hey why don’t we turn this into it YouTube hang out so my
this into it YouTube hang out so my
this into it YouTube hang out so my audience can learn about what he’s up to
audience can learn about what he’s up to
audience can learn about what he’s up to as well so and welcome aboard well
as well so and welcome aboard well
as well so and welcome aboard well thanks this is like it’s a podcast
thanks this is like it’s a podcast
thanks this is like it’s a podcast within a podcast I love it this is
within a podcast I love it this is
within a podcast I love it this is awesome for the people who aren’t super
awesome for the people who aren’t super
awesome for the people who aren’t super familiar with what you’re doing I’ve
familiar with what you’re doing I’ve
familiar with what you’re doing I’ve linked up your channel in the
linked up your channel in the
linked up your channel in the description of this video but could you
description of this video but could you
description of this video but could you give us kind of quick overview of what
give us kind of quick overview of what
give us kind of quick overview of what your podcasts all about sure this is
your podcasts all about sure this is
your podcasts all about sure this is just something I started as a skunk
just something I started as a skunk
just something I started as a skunk works project about three years ago
works project about three years ago
works project about three years ago inside sage I decided I want to do a
inside sage I decided I want to do a
inside sage I decided I want to do a podcast and nobody told me to stop so
podcast and nobody told me to stop so
podcast and nobody told me to stop so here it is and what I decided is I
here it is and what I decided is I
here it is and what I decided is I really wanted to interview basically
really wanted to interview basically
really wanted to interview basically three constituencies I wanted to talk to
three constituencies I wanted to talk to
three constituencies I wanted to talk to our partner organizations which was
our partner organizations which was
our partner organizations which was really primarily where it started so the
really primarily where it started so the
really primarily where it started so the folks who sell our software and then
folks who sell our software and then
folks who sell our software and then recommend us and all that and then the
recommend us and all that and then the
recommend us and all that and then the second was to also talk to customers so
second was to also talk to customers so
second was to also talk to customers so sage customers and then thirdly too just
sage customers and then thirdly too just
sage customers and then thirdly too just to talk to sage colleagues anybody who’s
to talk to sage colleagues anybody who’s
to talk to sage colleagues anybody who’s a thought leader inside sage well summit
a thought leader inside sage well summit
a thought leader inside sage well summit rolled around that year and and I was in
rolled around that year and and I was in
rolled around that year and and I was in a meeting with the summit team and they
a meeting with the summit team and they
a meeting with the summit team and they said and I came up this idea hey
said and I came up this idea hey
said and I came up this idea hey wouldn’t it be a good idea if we
wouldn’t it be a good idea if we
wouldn’t it be a good idea if we interviewed some of our outside speakers
interviewed some of our outside speakers
interviewed some of our outside speakers who were coming to say summit to
who were coming to say summit to
who were coming to say summit to introduce them to our audience so we
introduce them to our audience so we
introduce them to our audience so we picked up and run with it and we’ve been
picked up and run with it and we’ve been
picked up and run with it and we’ve been doing that for the last three years as
doing that for the last three years as
doing that for the last three years as part of a special series that we do
part of a special series that we do
part of a special series that we do leading up to sage summit so here we are
leading up to sage summit so here we are
leading up to sage summit so here we are here we go here we are I love it I love
here we go here we are I love it I love
here we go here we are I love it I love it so treat this like your show you know
it so treat this like your show you know
it so treat this like your show you know you run it however you want to run it
you run it however you want to run it
you run it however you want to run it and I’m excited to answer your questions
and I’m excited to answer your questions
and I’m excited to answer your questions alright cool so what we’ll do is I’ll
alright cool so what we’ll do is I’ll
alright cool so what we’ll do is I’ll will do this exactly like I had gotten
will do this exactly like I had gotten
will do this exactly like I had gotten you on skype which is where I normally
you on skype which is where I normally
you on skype which is where I normally do these and then we’ll do like that
do these and then we’ll do like that
do these and then we’ll do like that with the pre-show banter which you
with the pre-show banter which you
with the pre-show banter which you talked about and then we’ll just
talked about and then we’ll just
talked about and then we’ll just launched into the podcast as we’re
launched into the podcast as we’re
launched into the podcast as we’re actually recording it and then we’ll
actually recording it and then we’ll
actually recording it and then we’ll take it from there how’s that sound
take it from there how’s that sound
take it from there how’s that sound let’s do it alright cool so hey Evan
let’s do it alright cool so hey Evan
let’s do it alright cool so hey Evan thanks for being on the podcast I just
thanks for being on the podcast I just
thanks for being on the podcast I just put a couple of logistic things I want
put a couple of logistic things I want
put a couple of logistic things I want to go over with you before we get
to go over with you before we get
to go over with you before we get started
started
started first I your name is easy to pronounce
first I your name is easy to pronounce
first I your name is easy to pronounce Evan Carmichael so I don’t have to worry
Evan Carmichael so I don’t have to worry
Evan Carmichael so I don’t have to worry about that but I always ask how to
about that but I always ask how to
about that but I always ask how to pronounce people’s names because you
pronounce people’s names because you
pronounce people’s names because you never know but then the other thing I
never know but then the other thing I
never know but then the other thing I want to get it from you is what name and
want to get it from you is what name and
want to get it from you is what name and title should I introduce you as for that
title should I introduce you as for that
title should I introduce you as for that Wow company name in title whatever
Wow company name in title whatever
Wow company name in title whatever you’re feeling man I don’t care no no
you’re feeling man I don’t care no no
you’re feeling man I don’t care no no well if this is Evan Carmichael he’s
well if this is Evan Carmichael he’s
well if this is Evan Carmichael he’s blah blah blah of blah blah blah why
blah blah blah of blah blah blah why
blah blah blah of blah blah blah why usual by was he believes in
usual by was he believes in
usual by was he believes in entrepreneurs right okay that’s it in
entrepreneurs right okay that’s it in
entrepreneurs right okay that’s it in entrepreneurs okay great and let’s get
entrepreneurs okay great and let’s get
entrepreneurs okay great and let’s get back to that because i wanna i want to
back to that because i wanna i want to
back to that because i wanna i want to tell you what my personal why is after
tell you what my personal why is after
tell you what my personal why is after we finish this up I’m gonna say for that
we finish this up I’m gonna say for that
we finish this up I’m gonna say for that but yeah I think we’ll find it in Lyman
but yeah I think we’ll find it in Lyman
but yeah I think we’ll find it in Lyman ok so in he believes in entrepreneurs
ok so in he believes in entrepreneurs
ok so in he believes in entrepreneurs all right and I just want to make sure
all right and I just want to make sure
all right and I just want to make sure that I have your sessions correct at
that I have your sessions correct at
that I have your sessions correct at Summit one is YouTube your ultimate 2016
Summit one is YouTube your ultimate 2016
Summit one is YouTube your ultimate 2016 wepa ting weapon is that right okay all
wepa ting weapon is that right okay all
wepa ting weapon is that right okay all right and then the other it is it is a
right and then the other it is it is a
right and then the other it is it is a separate session because it sounds a
separate session because it sounds a
separate session because it sounds a little bit similar seven ways to
little bit similar seven ways to
little bit similar seven ways to effectively use YouTube to market your
effectively use YouTube to market your
effectively use YouTube to market your business or is that the same thing or
business or is that the same thing or
business or is that the same thing or those two different things we’ve been
those two different things we’ve been
those two different things we’ve been going back and forth they wanted me to
going back and forth they wanted me to
going back and forth they wanted me to talk about YouTube they wanted me to
talk about YouTube they wanted me to
talk about YouTube they wanted me to talk about marketing they wanted me to
talk about marketing they wanted me to
talk about marketing they wanted me to talk about raising capital ok you know
talk about raising capital ok you know
talk about raising capital ok you know sorry I’m talking with something so
sorry I’m talking with something so
sorry I’m talking with something so let’s let’s just use YouTube your
let’s let’s just use YouTube your
let’s let’s just use YouTube your ultimate 2016 marketing weapon and we’ll
ultimate 2016 marketing weapon and we’ll
ultimate 2016 marketing weapon and we’ll just talk about that one session and you
just talk about that one session and you
just talk about that one session and you can kind of vamp off of that sure all
can kind of vamp off of that sure all
can kind of vamp off of that sure all right so and normally I like start a
right so and normally I like start a
right so and normally I like start a thing but I don’t have to do that so
thing but I don’t have to do that so
thing but I don’t have to do that so what we’ll get started I’m gonna do a
what we’ll get started I’m gonna do a
what we’ll get started I’m gonna do a reverse countdown and five from five the
reverse countdown and five from five the
reverse countdown and five from five the one will be silent I will introduce
one will be silent I will introduce
one will be silent I will introduce myself introduce you and then we’ll get
myself introduce you and then we’ll get
myself introduce you and then we’ll get started you ready heaven they’ll hold my
started you ready heaven they’ll hold my
started you ready heaven they’ll hold my breath all right here we go ready in
breath all right here we go ready in
breath all right here we go ready in five four three two well hi everyone and
five four three two well hi everyone and
five four three two well hi everyone and welcome to our podcast imed class and
welcome to our podcast imed class and
welcome to our podcast imed class and with me today is Evan Carmichael Evan
with me today is Evan Carmichael Evan
with me today is Evan Carmichael Evan believes in entrepreneurs and he is a
believes in entrepreneurs and he is a
believes in entrepreneurs and he is a speaker at sade summit 2016 welcome to
speaker at sade summit 2016 welcome to
speaker at sade summit 2016 welcome to the podcast Evan thanks for having me
the podcast Evan thanks for having me
the podcast Evan thanks for having me out I’m excited well first tell our
out I’m excited well first tell our
out I’m excited well first tell our audience a little bit about yourself
audience a little bit about yourself
audience a little bit about yourself this is a special series that we do
this is a special series that we do
this is a special series that we do trying to introduce our speakers to
trying to introduce our speakers to
trying to introduce our speakers to summit so who are you what do you do
summit so who are you what do you do
summit so who are you what do you do sure
sure
sure mission is to help a billion
mission is to help a billion
mission is to help a billion entrepreneurs and I do that primarily
entrepreneurs and I do that primarily
entrepreneurs and I do that primarily through my youtube channel into my
through my youtube channel into my
through my youtube channel into my website I try to provide content that is
website I try to provide content that is
website I try to provide content that is both motivational as well as provide
both motivational as well as provide
both motivational as well as provide tactical things you can execute on to
tactical things you can execute on to
tactical things you can execute on to help you grow your business and why do
help you grow your business and why do
help you grow your business and why do you do what you do at them because it
you do what you do at them because it
you do what you do at them because it makes me come alive because I’m excited
makes me come alive because I’m excited
makes me come alive because I’m excited by it because I wake up every day and I
by it because I wake up every day and I
by it because I wake up every day and I get to help entrepreneurs who are out
get to help entrepreneurs who are out
get to help entrepreneurs who are out there changing the world and because I’m
there changing the world and because I’m
there changing the world and because I’m good at it because it fuels me because I
good at it because it fuels me because I
good at it because it fuels me because I see the comments coming in every day on
see the comments coming in every day on
see the comments coming in every day on my youtube channel of people who say how
my youtube channel of people who say how
my youtube channel of people who say how much my content has helped them I love
much my content has helped them I love
much my content has helped them I love it and that’s it even if it wasn’t
it and that’s it even if it wasn’t
it and that’s it even if it wasn’t getting paid to do this I would keep
getting paid to do this I would keep
getting paid to do this I would keep doing it because it makes me come alive
doing it because it makes me come alive
doing it because it makes me come alive and you’ve got a session coming up at
and you’ve got a session coming up at
and you’ve got a session coming up at summit that I want to ask you about and
summit that I want to ask you about and
summit that I want to ask you about and the title of that is YouTube your
the title of that is YouTube your
the title of that is YouTube your ultimate 2016 marketing weapon tell us a
ultimate 2016 marketing weapon tell us a
ultimate 2016 marketing weapon tell us a little bit about that session yeah I
little bit about that session yeah I
little bit about that session yeah I think more and more people need to
think more and more people need to
think more and more people need to realize that marketing is moving online
realize that marketing is moving online
realize that marketing is moving online I think we’ve understood that everybody
I think we’ve understood that everybody
I think we’ve understood that everybody has a website now everybody’s using that
has a website now everybody’s using that
has a website now everybody’s using that in their marketing but more and more
in their marketing but more and more
in their marketing but more and more people are turning to video YouTube is
people are turning to video YouTube is
people are turning to video YouTube is the biggest house in the video world
the biggest house in the video world
the biggest house in the video world where you know simulcasting us on a
where you know simulcasting us on a
where you know simulcasting us on a YouTube channel right now as well I try
YouTube channel right now as well I try
YouTube channel right now as well I try to gear all my stuff towards YouTube
to gear all my stuff towards YouTube
to gear all my stuff towards YouTube because there’s such a massive audience
because there’s such a massive audience
because there’s such a massive audience there and I think entrepreneurs who can
there and I think entrepreneurs who can
there and I think entrepreneurs who can understand how YouTube works and use
understand how YouTube works and use
understand how YouTube works and use that for their business to connect them
that for their business to connect them
that for their business to connect them with new clients necting with new
with new clients necting with new
with new clients necting with new partners potential employees it’s just
partners potential employees it’s just
partners potential employees it’s just such an easy way to be able to grow your
such an easy way to be able to grow your
such an easy way to be able to grow your business now compared to traditional
business now compared to traditional
business now compared to traditional methods and I’m going to be talking
methods and I’m going to be talking
methods and I’m going to be talking about how entrepreneurs can leverage
about how entrepreneurs can leverage
about how entrepreneurs can leverage that to grow their company awesome and
that to grow their company awesome and
that to grow their company awesome and we have an exit question that we ask all
we have an exit question that we ask all
we have an exit question that we ask all of our guests on the sage advice podcast
of our guests on the sage advice podcast
of our guests on the sage advice podcast and that is who is a hero of yours and
and that is who is a hero of yours and
and that is who is a hero of yours and why are they a hero who can I give to
why are they a hero who can I give to
why are they a hero who can I give to sure I’m cheating but you know how much
sure I’m cheating but you know how much
sure I’m cheating but you know how much printers don’t play with the rules
printers don’t play with the rules
printers don’t play with the rules anyway that’s right that’s right ah the
anyway that’s right that’s right ah the
anyway that’s right that’s right ah the first one would say is my parents and I
first one would say is my parents and I
first one would say is my parents and I think that’s maybe a typical answer but
think that’s maybe a typical answer but
think that’s maybe a typical answer but my parents taught me believe my parents
my parents taught me believe my parents
my parents taught me believe my parents are the ones that you know came up with
are the ones that you know came up with
are the ones that you know came up with belief for me and always taught me that
belief for me and always taught me that
belief for me and always taught me that I could do whatever I wanted they they
I could do whatever I wanted they they
I could do whatever I wanted they they told me that was a ghost really
told me that was a ghost really
told me that was a ghost really Carmichael my mom’s last name is cuz
Carmichael my mom’s last name is cuz
Carmichael my mom’s last name is cuz truly I was like us truly karmic and I
truly I was like us truly karmic and I
truly I was like us truly karmic and I could do anything that I put my mind to
could do anything that I put my mind to
could do anything that I put my mind to and so that was the genesis for who I am
and so that was the genesis for who I am
and so that was the genesis for who I am now and shaped my mindset and my
now and shaped my mindset and my
now and shaped my mindset and my upbringing and I try to now impart that
upbringing and I try to now impart that
upbringing and I try to now impart that on my son but also on on others my
on my son but also on on others my
on my son but also on on others my message is all about believe uh but they
message is all about believe uh but they
message is all about believe uh but they didn’t teach shall be an entrepreneur
didn’t teach shall be an entrepreneur
didn’t teach shall be an entrepreneur they got me they taught me the values
they got me they taught me the values
they got me they taught me the values they taught me how to be a human being
they taught me how to be a human being
they taught me how to be a human being they taught me how to be a good person
they taught me how to be a good person
they taught me how to be a good person which I take i give them insane credit
which I take i give them insane credit
which I take i give them insane credit for my biggest business hero is JP Janey
for my biggest business hero is JP Janey
for my biggest business hero is JP Janey me or sorry AP Giannini who was the
me or sorry AP Giannini who was the
me or sorry AP Giannini who was the founder of Bank of America and you might
founder of Bank of America and you might
founder of Bank of America and you might think a banker was a banker a hero of
think a banker was a banker a hero of
think a banker was a banker a hero of yours and he was the believe banker he
yours and he was the believe banker he
yours and he was the believe banker he he was the first guy to give loans to
he was the first guy to give loans to
he was the first guy to give loans to immigrants in in hard-working
immigrants in in hard-working
immigrants in in hard-working blue-collar people where traditional
blue-collar people where traditional
blue-collar people where traditional banks just wanted to lend the people who
banks just wanted to lend the people who
banks just wanted to lend the people who had you know a lot of money in their
had you know a lot of money in their
had you know a lot of money in their pockets and he was the guy who bet on
pockets and he was the guy who bet on
pockets and he was the guy who bet on people he gave Walt Disney the money to
people he gave Walt Disney the money to
people he gave Walt Disney the money to to come up with Snow White when people
to come up with Snow White when people
to come up with Snow White when people thought it’s crazy to do a full feature
thought it’s crazy to do a full feature
thought it’s crazy to do a full feature animation nobody would ever watch that
animation nobody would ever watch that
animation nobody would ever watch that he financed the Golden State bridge and
he financed the Golden State bridge and
he financed the Golden State bridge and everybody thought it was nuts when it
everybody thought it was nuts when it
everybody thought it was nuts when it was a huge earthquake in San Francisco
was a huge earthquake in San Francisco
was a huge earthquake in San Francisco that totaled the city all the banks were
that totaled the city all the banks were
that totaled the city all the banks were closed he went to his bank set up two
closed he went to his bank set up two
closed he went to his bank set up two barrels in a plank across in open
barrels in a plank across in open
barrels in a plank across in open business and lent money to people to
business and lent money to people to
business and lent money to people to rebuild their lives based off of a
rebuild their lives based off of a
rebuild their lives based off of a handshake and a look in their eye if you
handshake and a look in their eye if you
handshake and a look in their eye if you can imagine a banker giving you a loan
can imagine a banker giving you a loan
can imagine a banker giving you a loan now based off a handshake and a look in
now based off a handshake and a look in
now based off a handshake and a look in your eye you’d be you’d be laughed out
your eye you’d be you’d be laughed out
your eye you’d be you’d be laughed out of the bank uh but that was that was how
of the bank uh but that was that was how
of the bank uh but that was that was how he rolled and he built up you know a
he rolled and he built up you know a
he rolled and he built up you know a massive bank because of it and so I
massive bank because of it and so I
massive bank because of it and so I don’t think the company is a great job
don’t think the company is a great job
don’t think the company is a great job and telling their story but AP Giannini
and telling their story but AP Giannini
and telling their story but AP Giannini is my biggest business hero and lastly
is my biggest business hero and lastly
is my biggest business hero and lastly how can somebody get a hold of you Evan
how can somebody get a hold of you Evan
how can somebody get a hold of you Evan easiest way is to just look up Evan
easiest way is to just look up Evan
easiest way is to just look up Evan Carmichael you’ll find me on email on
Carmichael you’ll find me on email on
Carmichael you’ll find me on email on facebook on Twitter on YouTube pretty
facebook on Twitter on YouTube pretty
facebook on Twitter on YouTube pretty easy to find alright sounds great that
easy to find alright sounds great that
easy to find alright sounds great that for me to guest on the podcast thanks
for me to guest on the podcast thanks
for me to guest on the podcast thanks for having me end of podcasts so we’ll
for having me end of podcasts so we’ll
for having me end of podcasts so we’ll cut that out snip it and i’ll send it
cut that out snip it and i’ll send it
cut that out snip it and i’ll send it out on all things social within sage and
out on all things social within sage and
out on all things social within sage and and so that it’ll be fun and i’ll get
and so that it’ll be fun and i’ll get
and so that it’ll be fun and i’ll get you an email with all links and stuff
you an email with all links and stuff
you an email with all links and stuff and you can put it up as well something
and you can put it up as well something
and you can put it up as well something super quick super quick ya know what we
super quick super quick ya know what we
super quick super quick ya know what we found interestingly enough on these is
found interestingly enough on these is
found interestingly enough on these is that our if we do podcasts that are
that our if we do podcasts that are
that our if we do podcasts that are under like 10 minutes we get people to
under like 10 minutes we get people to
under like 10 minutes we get people to listen to them and it once they go over
listen to them and it once they go over
listen to them and it once they go over 10 they better go 45 right nobody wants
10 they better go 45 right nobody wants
10 they better go 45 right nobody wants to listen to a podcast at somewhere
to listen to a podcast at somewhere
to listen to a podcast at somewhere between 10 and 45 minutes I don’t know
between 10 and 45 minutes I don’t know
between 10 and 45 minutes I don’t know why but that’s okay alright we have some
why but that’s okay alright we have some
why but that’s okay alright we have some questions from the live audience you
questions from the live audience you
questions from the live audience you want yeah Rishi Cup TV is asking hi
want yeah Rishi Cup TV is asking hi
want yeah Rishi Cup TV is asking hi everyone I want to go to Sage summit so
everyone I want to go to Sage summit so
everyone I want to go to Sage summit so bad how can I find out so I will make
bad how can I find out so I will make
bad how can I find out so I will make sure I link up sage summit in the
sure I link up sage summit in the
sure I link up sage summit in the description I don’t know if we have or
description I don’t know if we have or
description I don’t know if we have or not i’ll double check on that yeah but
not i’ll double check on that yeah but
not i’ll double check on that yeah but um about station but how can people find
um about station but how can people find
um about station but how can people find out how can they buy tickets very
out how can they buy tickets very
out how can they buy tickets very difficult sage summit calm so sick so
difficult sage summit calm so sick so
difficult sage summit calm so sick so there you go saints i’ma comm all one
there you go saints i’ma comm all one
there you go saints i’ma comm all one word SI GES um MIT and you’re gonna be
word SI GES um MIT and you’re gonna be
word SI GES um MIT and you’re gonna be there in I am yes I’ve got a couple
there in I am yes I’ve got a couple
there in I am yes I’ve got a couple sessions myself so oh cool yeah so I’m
sessions myself so oh cool yeah so I’m
sessions myself so oh cool yeah so I’m going to be there speaking at least once
going to be there speaking at least once
going to be there speaking at least once I’ve really gone there for the whole
I’ve really gone there for the whole
I’ve really gone there for the whole thing and for those of you who do show
thing and for those of you who do show
thing and for those of you who do show up I’d love to have a jam session at
up I’d love to have a jam session at
up I’d love to have a jam session at some yeah i’m doing a video or something
some yeah i’m doing a video or something
some yeah i’m doing a video or something we’ll figure it out yeah um Tamra weeks
we’ll figure it out yeah um Tamra weeks
we’ll figure it out yeah um Tamra weeks is writing in so i’m reading that ed
is writing in so i’m reading that ed
is writing in so i’m reading that ed likes the art of consulting and pricing
likes the art of consulting and pricing
likes the art of consulting and pricing mmm-hmm yep yeah she’s doing her
mmm-hmm yep yeah she’s doing her
mmm-hmm yep yeah she’s doing her homework they’re doing their homework
homework they’re doing their homework
homework they’re doing their homework yeah ah good her question is when do we
yeah ah good her question is when do we
yeah ah good her question is when do we give value and when do we charge for the
give value and when do we charge for the
give value and when do we charge for the value and then give even more okay well
value and then give even more okay well
value and then give even more okay well this is a really interesting question so
this is a really interesting question so
this is a really interesting question so in my view there are actually three
in my view there are actually three
in my view there are actually three components that are involved in every
components that are involved in every
components that are involved in every transaction there’s your cost there’s
transaction there’s your cost there’s
transaction there’s your cost there’s the price and then there’s the value
the price and then there’s the value
the price and then there’s the value that the customer gets and what I think
that the customer gets and what I think
that the customer gets and what I think a lot of people need to recall is that
a lot of people need to recall is that
a lot of people need to recall is that unlike what you will hear in the movie
unlike what you will hear in the movie
unlike what you will hear in the movie Wall Street which is it’s a zero-sum
Wall Street which is it’s a zero-sum
Wall Street which is it’s a zero-sum game it’s not a zero
game it’s not a zero
game it’s not a zero game right you each trade is supposed to
game right you each trade is supposed to
game right you each trade is supposed to be something which both sides win so for
be something which both sides win so for
be something which both sides win so for most professional organizations I think
most professional organizations I think
most professional organizations I think the key is is to have what i call the
the key is is to have what i call the
the key is is to have what i call the value conversation with the customer
value conversation with the customer
value conversation with the customer upfront to try to understand hey what is
upfront to try to understand hey what is
upfront to try to understand hey what is the value of what it is that we can
the value of what it is that we can
the value of what it is that we can provide because if there’s no perceived
provide because if there’s no perceived
provide because if there’s no perceived value in the customers mind it doesn’t
value in the customers mind it doesn’t
value in the customers mind it doesn’t matter what your prices doesn’t matter
matter what your prices doesn’t matter
matter what your prices doesn’t matter right so the first step is really to
right so the first step is really to
right so the first step is really to have that detailed value conversation
have that detailed value conversation
have that detailed value conversation and by the way that value is not just
and by the way that value is not just
and by the way that value is not just financial monetary ro what we would
financial monetary ro what we would
financial monetary ro what we would consider roi value it’s also sometimes
consider roi value it’s also sometimes
consider roi value it’s also sometimes what i like to call spiritual value it’s
what i like to call spiritual value it’s
what i like to call spiritual value it’s also what is it that it’s going to do to
also what is it that it’s going to do to
also what is it that it’s going to do to you know allow you to get to your kids
you know allow you to get to your kids
you know allow you to get to your kids little league game on time right so be
little league game on time right so be
little league game on time right so be beyond just the the tangible value which
beyond just the the tangible value which
beyond just the the tangible value which there should be some so what is that
there should be some so what is that
there should be some so what is that value and then once you do that you then
value and then once you do that you then
value and then once you do that you then want to offer a price and one of the
want to offer a price and one of the
want to offer a price and one of the things that I always recommend is never
things that I always recommend is never
things that I always recommend is never offer just one price never never you
offer just one price never never you
offer just one price never never you should always offer choices to people
should always offer choices to people
should always offer choices to people because what we’ve what what’s been
because what we’ve what what’s been
because what we’ve what what’s been known for years ever since by the way
known for years ever since by the way
known for years ever since by the way sears did this in their catalog in the
sears did this in their catalog in the
sears did this in their catalog in the 1800’s is that people like to have a
1800’s is that people like to have a
1800’s is that people like to have a choice of good better best right so if
choice of good better best right so if
choice of good better best right so if you go down to starbucks you got tall
you go down to starbucks you got tall
you go down to starbucks you got tall Grande venti if you go to your car wash
Grande venti if you go to your car wash
Grande venti if you go to your car wash you’re going to have gold silver bronze
you’re going to have gold silver bronze
you’re going to have gold silver bronze and many organizations have have I think
and many organizations have have I think
and many organizations have have I think really done it themselves a disservice
really done it themselves a disservice
really done it themselves a disservice by not offering that choice or like here
by not offering that choice or like here
by not offering that choice or like here take it or leave it and then they’re
take it or leave it and then they’re
take it or leave it and then they’re surprised when people leave it so offer
surprised when people leave it so offer
surprised when people leave it so offer those three choices and then service the
those three choices and then service the
those three choices and then service the hell out of that customer to make them
hell out of that customer to make them
hell out of that customer to make them happy so it’s really all about that
happy so it’s really all about that
happy so it’s really all about that value conversation that leads into them
value conversation that leads into them
value conversation that leads into them giving price so that’s the that’s the
giving price so that’s the that’s the
giving price so that’s the that’s the thought I love it yeah sad i would say
thought I love it yeah sad i would say
thought I love it yeah sad i would say from my perspective i try to add value
from my perspective i try to add value
from my perspective i try to add value in the marketplace which then attracts
in the marketplace which then attracts
in the marketplace which then attracts people to me so west when a client is
people to me so west when a client is
people to me so west when a client is coming to me they’re already pre-sold on
coming to me they’re already pre-sold on
coming to me they’re already pre-sold on what I can do and you’re interested in
what I can do and you’re interested in
what I can do and you’re interested in working with me even though I’ve never
working with me even though I’ve never
working with me even though I’ve never met them because all the content and
met them because all the content and
met them because all the content and though that I’m contributing to the
though that I’m contributing to the
though that I’m contributing to the marketplace yeah I’m much better at
marketplace yeah I’m much better at
marketplace yeah I’m much better at marketing dynamic sales I’m not the guy
marketing dynamic sales I’m not the guy
marketing dynamic sales I’m not the guy who calls people up and convinces them
who calls people up and convinces them
who calls people up and convinces them to buy nah which is definitely in a lot
to buy nah which is definitely in a lot
to buy nah which is definitely in a lot of people skill set and toolbox is just
of people skill set and toolbox is just
of people skill set and toolbox is just not mine
not mine
not mine so I’m much more on the marketing side
so I’m much more on the marketing side
so I’m much more on the marketing side and I want to just put out tons of
and I want to just put out tons of
and I want to just put out tons of amazing value that attracts the right
amazing value that attracts the right
amazing value that attracts the right ideal clients to me so Tamara I’d be
ideal clients to me so Tamara I’d be
ideal clients to me so Tamara I’d be looking at how can I create content that
looking at how can I create content that
looking at how can I create content that would align with my ideal client so that
would align with my ideal client so that
would align with my ideal client so that they would want to write to you and want
they would want to write to you and want
they would want to write to you and want to work with you what are your takes I
to work with you what are your takes I
to work with you what are your takes I know she was asking something about this
know she was asking something about this
know she was asking something about this prior what are your take on I’m
prior what are your take on I’m
prior what are your take on I’m providing something for free when they
providing something for free when they
providing something for free when they first make up that conversation versus
first make up that conversation versus
first make up that conversation versus charging and at what point do you charge
charging and at what point do you charge
charging and at what point do you charge them yeah i mean i think at what you’re
them yeah i mean i think at what you’re
them yeah i mean i think at what you’re ultimately getting to is a certain point
ultimately getting to is a certain point
ultimately getting to is a certain point where that where there is a charge as
where that where there is a charge as
where that where there is a charge as quickly as possible but but there’s
quickly as possible but but there’s
quickly as possible but but there’s going to be a certain amount of freemium
going to be a certain amount of freemium
going to be a certain amount of freemium that’s always involved you know some
that’s always involved you know some
that’s always involved you know some kind of a like a video or something that
kind of a like a video or something that
kind of a like a video or something that you can give away and the way i really
you can give away and the way i really
you can give away and the way i really like to think about it is is that hey
like to think about it is is that hey
like to think about it is is that hey listen you know if you’re talking about
listen you know if you’re talking about
listen you know if you’re talking about yourself and what it is that you can do
yourself and what it is that you can do
yourself and what it is that you can do especially in a professional setting
especially in a professional setting
especially in a professional setting then yeah that’s probably part of your
then yeah that’s probably part of your
then yeah that’s probably part of your quote sales or marketing process but as
quote sales or marketing process but as
quote sales or marketing process but as soon as you start transferring knowledge
soon as you start transferring knowledge
soon as you start transferring knowledge over to the customer it’s at that point
over to the customer it’s at that point
over to the customer it’s at that point that there should be some kind of a
that there should be some kind of a
that there should be some kind of a relationship where you’re getting paid
relationship where you’re getting paid
relationship where you’re getting paid to do that and if you really want to
to do that and if you really want to
to do that and if you really want to look something up because i think that
look something up because i think that
look something up because i think that that is a great job was done in a scene
that is a great job was done in a scene
that is a great job was done in a scene from Mad Men did you watch Mad Men Evan
from Mad Men did you watch Mad Men Evan
from Mad Men did you watch Mad Men Evan did you watch Mad Men not really but I
did you watch Mad Men not really but I
did you watch Mad Men not really but I know it i’m not a big I Syria you’re
know it i’m not a big I Syria you’re
know it i’m not a big I Syria you’re right you’re familiar with it but
right you’re familiar with it but
right you’re familiar with it but there’s a scene if you if you actually
there’s a scene if you if you actually
there’s a scene if you if you actually look up this it’s a YouTube clip called
look up this it’s a YouTube clip called
look up this it’s a YouTube clip called I want you to give me one for free the
I want you to give me one for free the
I want you to give me one for free the protagonist of madmen is this guy Don
protagonist of madmen is this guy Don
protagonist of madmen is this guy Don Draper right and he has this all of a
Draper right and he has this all of a
Draper right and he has this all of a sudden impromptu meeting with with this
sudden impromptu meeting with with this
sudden impromptu meeting with with this guy he was previously introduced to his
guy he was previously introduced to his
guy he was previously introduced to his Connie well turns out the connie is
Connie well turns out the connie is
Connie well turns out the connie is conrad hilton right of the hilton hotel
conrad hilton right of the hilton hotel
conrad hilton right of the hilton hotel chain and they sit down in the in the
chain and they sit down in the in the
chain and they sit down in the in the presidential suite of the world of
presidential suite of the world of
presidential suite of the world of astoria hotel right and connie said and
astoria hotel right and connie said and
astoria hotel right and connie said and don draper’s just so you know why am I
don draper’s just so you know why am I
don draper’s just so you know why am I here basically and he says well Don I
here basically and he says well Don I
here basically and he says well Don I like I like your opinion on this this ad
like I like your opinion on this this ad
like I like your opinion on this this ad copy that someone else has is doing is
copy that someone else has is doing is
copy that someone else has is doing is it has done for me and Don Draper Don
it has done for me and Don Draper Don
it has done for me and Don Draper Don Draper says something I think is
Draper says something I think is
Draper says something I think is extraordinarily profound to Connie at
extraordinarily profound to Connie at
extraordinarily profound to Connie at that point he says you know you see your
that point he says you know you see your
that point he says you know you see your what you wanted me to
what you wanted me to
what you wanted me to work for free and he said he says you
work for free and he said he says you
work for free and he said he says you know you know Noah this is this is
know you know Noah this is this is
know you know Noah this is this is friendly he and and I love the way he
friendly he and and I love the way he
friendly he and and I love the way he says this he says Connie this is my
says this he says Connie this is my
says this he says Connie this is my profession what do you expect me to do
profession what do you expect me to do
profession what do you expect me to do and I think that that is just such a
and I think that that is just such a
and I think that that is just such a great response to people who are trying
great response to people who are trying
great response to people who are trying to get not just your little free sample
to get not just your little free sample
to get not just your little free sample right but you’re the free stuff from you
right but you’re the free stuff from you
right but you’re the free stuff from you as much as they can get this is my
as much as they can get this is my
as much as they can get this is my profession what do you expect me to do
profession what do you expect me to do
profession what do you expect me to do now interestingly enough he actually
now interestingly enough he actually
now interestingly enough he actually does give Connie something interest for
does give Connie something interest for
does give Connie something interest for free what he looked he looks at the ad
free what he looked he looks at the ad
free what he looked he looks at the ad copy and there’s a mouse in it and he
copy and there’s a mouse in it and he
copy and there’s a mouse in it and he says to Conrad Hilton he goes I don’t
says to Conrad Hilton he goes I don’t
says to Conrad Hilton he goes I don’t think anybody wants to think about a
think anybody wants to think about a
think anybody wants to think about a mouse in a hotel room right in other
mouse in a hotel room right in other
mouse in a hotel room right in other words his free what he gave for free was
words his free what he gave for free was
words his free what he gave for free was the crap that you have does not work
the crap that you have does not work
the crap that you have does not work that that’s I’ll give you for free right
that that’s I’ll give you for free right
that that’s I’ll give you for free right and and then he said and then Conrad
and and then he said and then Conrad
and and then he said and then Conrad Hilton says do you have something better
Hilton says do you have something better
Hilton says do you have something better and and Draper goes I might I might I
and and Draper goes I might I might I
and and Draper goes I might I might I haven’t thought about it right so anyway
haven’t thought about it right so anyway
haven’t thought about it right so anyway they go through this whole thing but I
they go through this whole thing but I
they go through this whole thing but I think it’s just a really great scene
think it’s just a really great scene
think it’s just a really great scene around this whole you know what do you
around this whole you know what do you
around this whole you know what do you do when somebody is asking you to give
do when somebody is asking you to give
do when somebody is asking you to give away something for free I think there is
away something for free I think there is
away something for free I think there is a certain amount of sample that you can
a certain amount of sample that you can
a certain amount of sample that you can give and like Don Draper when you give a
give and like Don Draper when you give a
give and like Don Draper when you give a sample give a sample so that it shows
sample give a sample so that it shows
sample give a sample so that it shows your creativity how your creative how
your creativity how your creative how
your creativity how your creative how you work but not necessarily an idea of
you work but not necessarily an idea of
you work but not necessarily an idea of how to ultimately solve their problems
how to ultimately solve their problems
how to ultimately solve their problems so it’s a sample of how you work but not
so it’s a sample of how you work but not
so it’s a sample of how you work but not necessarily what your creativity is now
necessarily what your creativity is now
necessarily what your creativity is now of course you know Don Draper had
of course you know Don Draper had
of course you know Don Draper had writers so you know you have to we have
writers so you know you have to we have
writers so you know you have to we have to keep that in mind but anyway so
to keep that in mind but anyway so
to keep that in mind but anyway so that’s that that’s that that would be my
that’s that that’s that that would be my
that’s that that’s that that would be my my advice on giving stuff for free yes
my advice on giving stuff for free yes
my advice on giving stuff for free yes we should but beep draw line well she
we should but beep draw line well she
we should but beep draw line well she wrote back to say that’s a great story
wrote back to say that’s a great story
wrote back to say that’s a great story and it really answers my question so oh
and it really answers my question so oh
and it really answers my question so oh good even though its job with some add
good even though its job with some add
good even though its job with some add value on the on the show um I would also
value on the on the show um I would also
value on the on the show um I would also add to it it comes down to what you
add to it it comes down to what you
add to it it comes down to what you believe you’re worth I think when I
believe you’re worth I think when I
believe you’re worth I think when I first started working with brands I you
first started working with brands I you
first started working with brands I you know Xerox approached me and Microsoft
know Xerox approached me and Microsoft
know Xerox approached me and Microsoft approach
approach
approach me and I was willing to work for free
me and I was willing to work for free
me and I was willing to work for free like Microsoft wants to work with me wow
like Microsoft wants to work with me wow
like Microsoft wants to work with me wow I could put that on my website that i
I could put that on my website that i
I could put that on my website that i look with microsoft they’re going to be
look with microsoft they’re going to be
look with microsoft they’re going to be promoted me on there to their audience I
promoted me on there to their audience I
promoted me on there to their audience I think Microsoft offered me like five
think Microsoft offered me like five
think Microsoft offered me like five hundred dollars or something like I
hundred dollars or something like I
hundred dollars or something like I would have done it for free i’m getting
would have done it for free i’m getting
would have done it for free i’m getting five hundred dollars that’s amazing and
five hundred dollars that’s amazing and
five hundred dollars that’s amazing and and then I realized hey like I’m
and then I realized hey like I’m
and then I realized hey like I’m providing them real value to this isn’t
providing them real value to this isn’t
providing them real value to this isn’t yeah they’re not doing me a favor I’m
yeah they’re not doing me a favor I’m
yeah they’re not doing me a favor I’m giving them a lot of value and and then
giving them a lot of value and and then
giving them a lot of value and and then I slowly started bumping up my price
I slowly started bumping up my price
I slowly started bumping up my price sure I have a limited number of spots
sure I have a limited number of spots
sure I have a limited number of spots that I can work with a limited number of
that I can work with a limited number of
that I can work with a limited number of companies and as the man grew I just
companies and as the man grew I just
companies and as the man grew I just started increasing my price so a double
started increasing my price so a double
started increasing my price so a double it and then double it again and just
it and then double it again and just
it and then double it again and just keep increasing it until i hit the
keep increasing it until i hit the
keep increasing it until i hit the resistance point and just me believe in
resistance point and just me believe in
resistance point and just me believe in that hey i’m worth a lot more than five
that hey i’m worth a lot more than five
that hey i’m worth a lot more than five hundred dollars for an engagement that
hundred dollars for an engagement that
hundred dollars for an engagement that took a little while mentally for me to
took a little while mentally for me to
took a little while mentally for me to get there had to had to believe in
get there had to had to believe in
get there had to had to believe in myself a little bit right right welcome
myself a little bit right right welcome
myself a little bit right right welcome if you don’t believe in yourself your
if you don’t believe in yourself your
if you don’t believe in yourself your customer certainly not going to do it
customer certainly not going to do it
customer certainly not going to do it you know i will say this though that in
you know i will say this though that in
you know i will say this though that in key in pricing and it is an area that i
key in pricing and it is an area that i
key in pricing and it is an area that i studied pretty extensively there’s
studied pretty extensively there’s
studied pretty extensively there’s there’s a model called the van
there’s a model called the van
there’s a model called the van westendorp model we don’t need to get
westendorp model we don’t need to get
westendorp model we don’t need to get into the whole thing but one of the
into the whole thing but one of the
into the whole thing but one of the questions in the van westen drop model
questions in the van westen drop model
questions in the van westen drop model is at what price would this customer
is at what price would this customer
is at what price would this customer consider this too cheap and not buy it I
consider this too cheap and not buy it I
consider this too cheap and not buy it I think that’s a really interesting
think that’s a really interesting
think that’s a really interesting question like I live it outside of
question like I live it outside of
question like I live it outside of Dallas okay if you ever see a sign for
Dallas okay if you ever see a sign for
Dallas okay if you ever see a sign for all you can eat sushi for five dollars
all you can eat sushi for five dollars
all you can eat sushi for five dollars in Dallas I suggest you avoid it right
in Dallas I suggest you avoid it right
in Dallas I suggest you avoid it right right because it’s too cheap right you
right because it’s too cheap right you
right because it’s too cheap right you would you got to question the value so
would you got to question the value so
would you got to question the value so that it’s a pretty interesting thought
that it’s a pretty interesting thought
that it’s a pretty interesting thought process behind that oh I’m down totally
process behind that oh I’m down totally
process behind that oh I’m down totally German subjects I want to tell you
German subjects I want to tell you
German subjects I want to tell you because I really want to make that get
because I really want to make that get
because I really want to make that get this out I’m sure have you are you
this out I’m sure have you are you
this out I’m sure have you are you familiar with simon Sinek start with why
familiar with simon Sinek start with why
familiar with simon Sinek start with why yeah so I want to I want to share with
yeah so I want to I want to share with
yeah so I want to I want to share with you my why because I think you’ll you’ll
you my why because I think you’ll you’ll
you my why because I think you’ll you’ll you’ll like it I so this is what I
you’ll like it I so this is what I
you’ll like it I so this is what I believe I believe that entrepreneurs
believe I believe that entrepreneurs
believe I believe that entrepreneurs continue the work of creation nice and
continue the work of creation nice and
continue the work of creation nice and that’s and that’s that’s my lead in when
that’s and that’s that’s my lead in when
that’s and that’s that’s my lead in when I talk to people and when people ask me
I talk to people and when people ask me
I talk to people and when people ask me what I do that’s what I respond i tell
what I do that’s what I respond i tell
what I do that’s what I respond i tell them why I do it and then usually people
them why I do it and then usually people
them why I do it and then usually people like well okay tell me more about that
like well okay tell me more about that
like well okay tell me more about that so I believe entrepreneurs continue the
so I believe entrepreneurs continue the
so I believe entrepreneurs continue the work of creation I like it I like it I
work of creation I like it I like it I
work of creation I like it I like it I was just on another podcast and talking
was just on another podcast and talking
was just on another podcast and talking about how entrepreneurs can solve all
about how entrepreneurs can solve all
about how entrepreneurs can solve all the world’s problems yeah so I like it I
the world’s problems yeah so I like it I
the world’s problems yeah so I like it I like that extension it’s good
like that extension it’s good
like that extension it’s good like-mindedness I love ya that’s awesome
like-mindedness I love ya that’s awesome
like-mindedness I love ya that’s awesome Eric keiko is writing in what are you
Eric keiko is writing in what are you
Eric keiko is writing in what are you currently reading oh gosh i am currently
currently reading oh gosh i am currently
currently reading oh gosh i am currently reading blockchain revolution blockchain
reading blockchain revolution blockchain
reading blockchain revolution blockchain revolution have never heard of it what
revolution have never heard of it what
revolution have never heard of it what is it and I’m trying to remember the
is it and I’m trying to remember the
is it and I’m trying to remember the guys name Tapscott you know I can’t
guys name Tapscott you know I can’t
guys name Tapscott you know I can’t remember Nate the names of people who
remember Nate the names of people who
remember Nate the names of people who write books anywhere I think it’s doing
write books anywhere I think it’s doing
write books anywhere I think it’s doing Dane times got have Scott yeah yeah
Dane times got have Scott yeah yeah
Dane times got have Scott yeah yeah blockchain revolution and the reason why
blockchain revolution and the reason why
blockchain revolution and the reason why I’ve you know I don’t know I forget
I’ve you know I don’t know I forget
I’ve you know I don’t know I forget names of books because you know you
names of books because you know you
names of books because you know you don’t look at the title anymore because
don’t look at the title anymore because
don’t look at the title anymore because you’re reading it on a kindle and see ya
you’re reading it on a kindle and see ya
you’re reading it on a kindle and see ya you know so anyway but yeah blockchain
you know so anyway but yeah blockchain
you know so anyway but yeah blockchain revolution and man this is this is cool
revolution and man this is this is cool
revolution and man this is this is cool stuff this is really cool stuff I I
stuff this is really cool stuff I I
stuff this is really cool stuff I I think block chain is going to have an
think block chain is going to have an
think block chain is going to have an impact on business you know it not
impact on business you know it not
impact on business you know it not necessarily Bitcoin but block chain and
necessarily Bitcoin but block chain and
necessarily Bitcoin but block chain and it’s gonna be quicker than we all expect
it’s gonna be quicker than we all expect
it’s gonna be quicker than we all expect cool well he’s a fellow Canadian so I
cool well he’s a fellow Canadian so I
cool well he’s a fellow Canadian so I didn’t promote them I must imma i mean
didn’t promote them I must imma i mean
didn’t promote them I must imma i mean i’m looking at n they see a library
i’m looking at n they see a library
i’m looking at n they see a library behind him there i’m a really slow
behind him there i’m a really slow
behind him there i’m a really slow reader i do a lot more videos which is
reader i do a lot more videos which is
reader i do a lot more videos which is why i love you too right now the door
why i love you too right now the door
why i love you too right now the door i’m still reading onward by howard
i’m still reading onward by howard
i’m still reading onward by howard schultz i really love that book love
schultz i really love that book love
schultz i really love that book love Howard guy who led the business from
Howard guy who led the business from
Howard guy who led the business from values and talks about how he came back
values and talks about how he came back
values and talks about how he came back into the business and made it successful
into the business and made it successful
into the business and made it successful against oh yeah interesting i’m i
against oh yeah interesting i’m i
against oh yeah interesting i’m i recommend it but you got to kind of like
recommend it but you got to kind of like
recommend it but you got to kind of like those kind of stories yeah yeah no
those kind of stories yeah yeah no
those kind of stories yeah yeah no that’s good good stuff um area man Aria
that’s good good stuff um area man Aria
that’s good good stuff um area man Aria min I’m an app developer and I have nine
min I’m an app developer and I have nine
min I’m an app developer and I have nine apps and he’s wondering about how to
apps and he’s wondering about how to
apps and he’s wondering about how to market them mmm well that’s probably
market them mmm well that’s probably
market them mmm well that’s probably more for you I’m les a marketing guy
more for you I’m les a marketing guy
more for you I’m les a marketing guy than I am a pricing guy purse aid but
than I am a pricing guy purse aid but
than I am a pricing guy purse aid but might you know this the suggestion is is
might you know this the suggestion is is
might you know this the suggestion is is first of all I think it’s something
first of all I think it’s something
first of all I think it’s something along lines with what we were saying is
along lines with what we were saying is
along lines with what we were saying is find out what is the or try to
find out what is the or try to
find out what is the or try to understand what is the value of your app
understand what is the value of your app
understand what is the value of your app right really understand what is it that
right really understand what is it that
right really understand what is it that it does for some
it does for some
it does for some I else’s organization or somebody in
I else’s organization or somebody in
I else’s organization or somebody in particular person and how does it create
particular person and how does it create
particular person and how does it create value for them how does it make their
value for them how does it make their
value for them how does it make their life better and to me that’s that that
life better and to me that’s that that
life better and to me that’s that that then becomes the focus of the marketing
then becomes the focus of the marketing
then becomes the focus of the marketing effort is hey listen do you have this
effort is hey listen do you have this
effort is hey listen do you have this problem and lighting it back again we
problem and lighting it back again we
problem and lighting it back again we talked about Simon’s neck early but he
talked about Simon’s neck early but he
talked about Simon’s neck early but he has does the great example of tivo &
has does the great example of tivo &
has does the great example of tivo & Tebow’s marketing problem is that tivo
Tebow’s marketing problem is that tivo
Tebow’s marketing problem is that tivo came to us and told us they had a
came to us and told us they had a
came to us and told us they had a product that stop live TV would pause
product that stop live TV would pause
product that stop live TV would pause live TV rewind it and memorize your
live TV rewind it and memorize your
live TV rewind it and memorize your viewing habits and we were freaked out
viewing habits and we were freaked out
viewing habits and we were freaked out by it instead of saying hey listen are
by it instead of saying hey listen are
by it instead of saying hey listen are you a person who likes to take absolute
you a person who likes to take absolute
you a person who likes to take absolute and total control of your life boy then
and total control of your life boy then
and total control of your life boy then we have a product for you right and I I
we have a product for you right and I I
we have a product for you right and I I think that that’s what you need to do is
think that that’s what you need to do is
think that that’s what you need to do is try to find you know what is the what is
try to find you know what is the what is
try to find you know what is the what is the why behind your product what does it
the why behind your product what does it
the why behind your product what does it do that makes somebody’s life better not
do that makes somebody’s life better not
do that makes somebody’s life better not the function but what does it do that
the function but what does it do that
the function but what does it do that makes their life actually better and
makes their life actually better and
makes their life actually better and focus on that cool j rise is correcting
focus on that cool j rise is correcting
focus on that cool j rise is correcting me in that it’s Don Tapscott I said Dane
me in that it’s Don Tapscott I said Dane
me in that it’s Don Tapscott I said Dane tapscott man i’m don tapscott yep ok get
tapscott man i’m don tapscott yep ok get
tapscott man i’m don tapscott yep ok get a rise ah you know good it missed a
a rise ah you know good it missed a
a rise ah you know good it missed a letter missed a letter um for this app
letter missed a letter um for this app
letter missed a letter um for this app question I’d be wondering why do you
question I’d be wondering why do you
question I’d be wondering why do you have nine apps like if you haven’t
have nine apps like if you haven’t
have nine apps like if you haven’t figured out how to market one I would
figured out how to market one I would
figured out how to market one I would really try to figure out how to market
really try to figure out how to market
really try to figure out how to market that first one before going anywhere
that first one before going anywhere
that first one before going anywhere yeah or group them together in a bundle
yeah or group them together in a bundle
yeah or group them together in a bundle or something yeah like it’s hard enough
or something yeah like it’s hard enough
or something yeah like it’s hard enough to run a business with one product let a
to run a business with one product let a
to run a business with one product let a little nine products and if it’s not
little nine products and if it’s not
little nine products and if it’s not taking off and they’re not successful
taking off and they’re not successful
taking off and they’re not successful then maybe you need to kill off some of
then maybe you need to kill off some of
then maybe you need to kill off some of the other apps but if not like I would I
the other apps but if not like I would I
the other apps but if not like I would I would stop creating more new apps and
would stop creating more new apps and
would stop creating more new apps and start thinking about how do I make like
start thinking about how do I make like
start thinking about how do I make like pink the one of the line that you love
pink the one of the line that you love
pink the one of the line that you love the most it has the biggest potential
the most it has the biggest potential
the most it has the biggest potential impact and go build that thing to be
impact and go build that thing to be
impact and go build that thing to be amazing yeah audience right see your
amazing yeah audience right see your
amazing yeah audience right see your people using it like a people coming
people using it like a people coming
people using it like a people coming back do they look at your appt I don’t
back do they look at your appt I don’t
back do they look at your appt I don’t know what your apps are all about but
know what your apps are all about but
know what your apps are all about but are they using it on a regular basis
are they using it on a regular basis
are they using it on a regular basis like if people are coming back and using
like if people are coming back and using
like if people are coming back and using the app regularly then you’ve got a
the app regularly then you’ve got a
the app regularly then you’ve got a potential hit if they open it up and
potential hit if they open it up and
potential hit if they open it up and they use it once and it’s gone then
they use it once and it’s gone then
they use it once and it’s gone then forget about it so then once you have
forget about it so then once you have
forget about it so then once you have some usage what are they like what
some usage what are they like what
some usage what are they like what new features can you add in that one app
new features can you add in that one app
new features can you add in that one app insanely good instead of creating
insanely good instead of creating
insanely good instead of creating another just okay app that you worried
another just okay app that you worried
another just okay app that you worried about marketing I would try to get as
about marketing I would try to get as
about marketing I would try to get as close to my users as possible maybe you
close to my users as possible maybe you
close to my users as possible maybe you get something in the in the in the in
get something in the in the in the in
get something in the in the in the in the app itself that says hey I’d love to
the app itself that says hey I’d love to
the app itself that says hey I’d love to get your feedback I’ll give you a
get your feedback I’ll give you a
get your feedback I’ll give you a twenty-dollar starbucks gift card or
twenty-dollar starbucks gift card or
twenty-dollar starbucks gift card or something and get on the phone with them
something and get on the phone with them
something and get on the phone with them and understand how they’re using it what
and understand how they’re using it what
and understand how they’re using it what they like about it why they downloaded
they like about it why they downloaded
they like about it why they downloaded it is it to their expectations or not
it is it to their expectations or not
it is it to their expectations or not get as close to the users as possible to
get as close to the users as possible to
get as close to the users as possible to learn how to make it better and your
learn how to make it better and your
learn how to make it better and your best market is going to be them like
best market is going to be them like
best market is going to be them like them using it kinda lino friends about
them using it kinda lino friends about
them using it kinda lino friends about it so if they’re not insanely in love
it so if they’re not insanely in love
it so if they’re not insanely in love with the application itself then all the
with the application itself then all the
with the application itself then all the market in the world isn’t going to save
market in the world isn’t going to save
market in the world isn’t going to save you you need to create a great product
you you need to create a great product
you you need to create a great product so that’d be my advice the next shot is
so that’d be my advice the next shot is
so that’d be my advice the next shot is asking what’s your favorite movie and
asking what’s your favorite movie and
asking what’s your favorite movie and why should i watch it the next shot
why should i watch it the next shot
why should i watch it the next shot what’s my favorite movie and I hit why
what’s my favorite movie and I hit why
what’s my favorite movie and I hit why should the next shot watch it why should
should the next shot watch it why should
should the next shot watch it why should the next round watch my favorite movie
the next round watch my favorite movie
the next round watch my favorite movie oh man I have lots of favorite movies um
oh man I have lots of favorite movies um
oh man I have lots of favorite movies um let me let me just throw one you like
let me let me just throw one you like
let me let me just throw one you like just completely random off the wall that
just completely random off the wall that
just completely random off the wall that I know probably not a lot of people have
I know probably not a lot of people have
I know probably not a lot of people have even heard of and then it is movie
even heard of and then it is movie
even heard of and then it is movie called the lives of others and it is a
called the lives of others and it is a
called the lives of others and it is a it’s it now this this makes it even
it’s it now this this makes it even
it’s it now this this makes it even harder to watch right because it’s in
harder to watch right because it’s in
harder to watch right because it’s in German and you got to read the subtitles
German and you got to read the subtitles
German and you got to read the subtitles ok but it is probably one of the best
ok but it is probably one of the best
ok but it is probably one of the best movies that i’ve ever seen for an
movies that i’ve ever seen for an
movies that i’ve ever seen for an understanding of what it must have been
understanding of what it must have been
understanding of what it must have been like to live under Soviet style
like to live under Soviet style
like to live under Soviet style communism because it’s it the movies
communism because it’s it the movies
communism because it’s it the movies about an East German Stasi officer who’s
about an East German Stasi officer who’s
about an East German Stasi officer who’s spying on a playwright and the you know
spying on a playwright and the you know
spying on a playwright and the you know the fact that they they bug up his
the fact that they they bug up his
the fact that they they bug up his apartment and all of this stuff and it
apartment and all of this stuff and it
apartment and all of this stuff and it says it’s just a wonderfully fantastic
says it’s just a wonderfully fantastic
says it’s just a wonderfully fantastic story and it’s it’s just a just a great
story and it’s it’s just a just a great
story and it’s it’s just a just a great movie now if I want to go something more
movie now if I want to go something more
movie now if I want to go something more traditional and to tell you why I’m a
traditional and to tell you why I’m a
traditional and to tell you why I’m a big big Orson Welles fan from way back
big big Orson Welles fan from way back
big big Orson Welles fan from way back so we wat watch sit watch Citizen Kane
so we wat watch sit watch Citizen Kane
so we wat watch sit watch Citizen Kane and if you want to watch a second movie
and if you want to watch a second movie
and if you want to watch a second movie watch Citizen Kane twice the
watch Citizen Kane twice the
watch Citizen Kane twice the ah I love it uh my favorite movie of all
ah I love it uh my favorite movie of all
ah I love it uh my favorite movie of all time is Seabiscuit super busy a movie
time is Seabiscuit super busy a movie
time is Seabiscuit super busy a movie but I’ve seen it at least 20 times it’s
but I’ve seen it at least 20 times it’s
but I’ve seen it at least 20 times it’s the underdog story it’s an underdog
the underdog story it’s an underdog
the underdog story it’s an underdog horse that nobody thought would win and
horse that nobody thought would win and
horse that nobody thought would win and I’m sake that’s too big and an owner
I’m sake that’s too big and an owner
I’m sake that’s too big and an owner that you know has failed in business and
that you know has failed in business and
that you know has failed in business and a trainer who nobody believes anymore
a trainer who nobody believes anymore
a trainer who nobody believes anymore like all these people and the horse that
like all these people and the horse that
like all these people and the horse that everybody is counted out and somehow
everybody is counted out and somehow
everybody is counted out and somehow they manage to all come together in and
they manage to all come together in and
they manage to all come together in and win and be like one of the greatest race
win and be like one of the greatest race
win and be like one of the greatest race horses of all time if I’m not mistaken
horses of all time if I’m not mistaken
horses of all time if I’m not mistaken the director of that movie has a new
the director of that movie has a new
the director of that movie has a new film coming out I just it was on CBS
film coming out I just it was on CBS
film coming out I just it was on CBS this morning and in the you in the US
this morning and in the you in the US
this morning and in the you in the US has a Sunday morning Charles Osgood and
has a Sunday morning Charles Osgood and
has a Sunday morning Charles Osgood and there’s a there was a snippet and I
there’s a there was a snippet and I
there’s a there was a snippet and I remember the inner than interview and it
remember the inner than interview and it
remember the inner than interview and it was just happen to see that Seabiscuit’s
was just happen to see that Seabiscuit’s
was just happen to see that Seabiscuit’s the Huey so he’s coming out with a new
the Huey so he’s coming out with a new
the Huey so he’s coming out with a new movie I can’t remember the name of it
movie I can’t remember the name of it
movie I can’t remember the name of it though Oh anyway cool i’ll check it out
though Oh anyway cool i’ll check it out
though Oh anyway cool i’ll check it out i love the movie um it’s just it screams
i love the movie um it’s just it screams
i love the movie um it’s just it screams believe it’s a it does ah nothing really
believe it’s a it does ah nothing really
believe it’s a it does ah nothing really do with business but it just I love it
do with business but it just I love it
do with business but it just I love it as to why you should watch it I don’t
as to why you should watch it I don’t
as to why you should watch it I don’t know I’m not in the business of
know I’m not in the business of
know I’m not in the business of convincing people to do things oh that
convincing people to do things oh that
convincing people to do things oh that sounded Christine go watch it if it
sounded Christine go watch it if it
sounded Christine go watch it if it didn’t don’t I don’t care uh but i like
didn’t don’t I don’t care uh but i like
didn’t don’t I don’t care uh but i like it it’s a great movie um Dennis Wagner
it it’s a great movie um Dennis Wagner
it it’s a great movie um Dennis Wagner how does he I’m assuming you meant it’s
how does he I’m assuming you meant it’s
how does he I’m assuming you meant it’s a good too close how does he attempt the
a good too close how does he attempt the
a good too close how does he attempt the clothes and nearly impossible clothes I
clothes and nearly impossible clothes I
clothes and nearly impossible clothes I want to see if he has any tools in the
want to see if he has any tools in the
want to see if he has any tools in the box that I can use okay um so look if
box that I can use okay um so look if
box that I can use okay um so look if there’s no and this is like a pricing
there’s no and this is like a pricing
there’s no and this is like a pricing mantra that I have there is no right way
mantra that I have there is no right way
mantra that I have there is no right way to price the wrong customer so just as a
to price the wrong customer so just as a
to price the wrong customer so just as a derivation of that there’s no right way
derivation of that there’s no right way
derivation of that there’s no right way to close a wrong customer so to me it’s
to close a wrong customer so to me it’s
to close a wrong customer so to me it’s more about customer selection is this is
more about customer selection is this is
more about customer selection is this is this a customer that really belongs in
this a customer that really belongs in
this a customer that really belongs in your portfolio and you know and that’s
your portfolio and you know and that’s
your portfolio and you know and that’s another analogy like us think of think
another analogy like us think of think
another analogy like us think of think of your customer base is a portfolio you
of your customer base is a portfolio you
of your customer base is a portfolio you know you want high-risk low-risk you
know you want high-risk low-risk you
know you want high-risk low-risk you want you know some that are difficult to
want you know some that are difficult to
want you know some that are difficult to work with some that are not so difficult
work with some that are not so difficult
work with some that are not so difficult because they give you a challenge
because they give you a challenge
because they give you a challenge sometimes that’s one thing but i’ll give
sometimes that’s one thing but i’ll give
sometimes that’s one thing but i’ll give you my 11 of the
you my 11 of the
you my 11 of the that the tips if you will when you have
that the tips if you will when you have
that the tips if you will when you have someone who’s resistant or seems to be
someone who’s resistant or seems to be
someone who’s resistant or seems to be resistant around having a conversation
resistant around having a conversation
resistant around having a conversation with you and empathy and they just want
with you and empathy and they just want
with you and empathy and they just want a price right so here’s here’s is three
a price right so here’s here’s is three
a price right so here’s here’s is three words ready it’s you ask them what’s my
words ready it’s you ask them what’s my
words ready it’s you ask them what’s my budget for that what’s my budget don’t
budget for that what’s my budget don’t
budget for that what’s my budget don’t at don’t say what’s your budget because
at don’t say what’s your budget because
at don’t say what’s your budget because their budget is always zero right so but
their budget is always zero right so but
their budget is always zero right so but when you ask them what’s my budget it’s
when you ask them what’s my budget it’s
when you ask them what’s my budget it’s a really interesting way of of
a really interesting way of of
a really interesting way of of positioning it and saying it really in a
positioning it and saying it really in a
positioning it and saying it really in a way what’s this worth to you right
way what’s this worth to you right
way what’s this worth to you right because it first of all it’s it’s it
because it first of all it’s it’s it
because it first of all it’s it’s it says hey there’s going to be a price
says hey there’s going to be a price
says hey there’s going to be a price that’s associated with this and I it
that’s associated with this and I it
that’s associated with this and I it also says I think I can solve your
also says I think I can solve your
also says I think I can solve your problem I just don’t know how much that
problem I just don’t know how much that
problem I just don’t know how much that I can spend to solve your problem so
I can spend to solve your problem so
I can spend to solve your problem so what’s my budget that would be something
what’s my budget that would be something
what’s my budget that would be something I would try and it doesn’t always work
I would try and it doesn’t always work
I would try and it doesn’t always work by the way does not i will admit it’s
by the way does not i will admit it’s
by the way does not i will admit it’s not a it’s not it’s not a panacea so but
not a it’s not it’s not a panacea so but
not a it’s not it’s not a panacea so but give it a shot my approach is maybe
give it a shot my approach is maybe
give it a shot my approach is maybe that’s why he asked you but uh huh I
that’s why he asked you but uh huh I
that’s why he asked you but uh huh I have no interest in closing the nearly
have no interest in closing the nearly
have no interest in closing the nearly impossible like yeah if you don’t love
impossible like yeah if you don’t love
impossible like yeah if you don’t love what I’m about I don’t want to talk to
what I’m about I don’t want to talk to
what I’m about I don’t want to talk to you like we are not meant to do business
you like we are not meant to do business
you like we are not meant to do business together I would rather spend my time
together I would rather spend my time
together I would rather spend my time with someone who sees the value what I’m
with someone who sees the value what I’m
with someone who sees the value what I’m doing I don’t try to convince people of
doing I don’t try to convince people of
doing I don’t try to convince people of anything yeah so I turn away like if
anything yeah so I turn away like if
anything yeah so I turn away like if somebody was only interested in my price
somebody was only interested in my price
somebody was only interested in my price then we probably wouldn’t have a very
then we probably wouldn’t have a very
then we probably wouldn’t have a very long conversation and that might confuse
long conversation and that might confuse
long conversation and that might confuse them like I would tell them I’m no
them like I would tell them I’m no
them like I would tell them I’m no interesting convincing you to work with
interesting convincing you to work with
interesting convincing you to work with me yeah yeah yeah and I’m gonna put a
me yeah yeah yeah and I’m gonna put a
me yeah yeah yeah and I’m gonna put a caveat on it and front up front yeah I
caveat on it and front up front yeah I
caveat on it and front up front yeah I agree some people uh then respect that
agree some people uh then respect that
agree some people uh then respect that and get curious and want to find out
and get curious and want to find out
and get curious and want to find out more yeah and some people think I’m a
more yeah and some people think I’m a
more yeah and some people think I’m a total crazy business person like that
total crazy business person like that
total crazy business person like that doesn’t make any sense i M will not well
doesn’t make any sense i M will not well
doesn’t make any sense i M will not well together if I need to convince you but
together if I need to convince you but
together if I need to convince you but why I’m why I can help you my friend Rob
why I’m why I can help you my friend Rob
why I’m why I can help you my friend Rob Johnson calls it the break-up close
Johnson calls it the break-up close
Johnson calls it the break-up close right it’s not it’s not you honey it’s
right it’s not it’s not you honey it’s
right it’s not it’s not you honey it’s me I don’t think it’s back to the one of
me I don’t think it’s back to the one of
me I don’t think it’s back to the one of the first questions about providing
the first questions about providing
the first questions about providing value to the market yeah like
value to the market yeah like
value to the market yeah like people are coming to me because it
people are coming to me because it
people are coming to me because it provided value to the market and so they
provided value to the market and so they
provided value to the market and so they need to their already pre-sold if you’re
need to their already pre-sold if you’re
need to their already pre-sold if you’re not pre-sold on me then I’m not gonna
not pre-sold on me then I’m not gonna
not pre-sold on me then I’m not gonna sell you I have no interest like I’d
sell you I have no interest like I’d
sell you I have no interest like I’d rather spend my time on people who are
rather spend my time on people who are
rather spend my time on people who are better fits for me so I don’t know if
better fits for me so I don’t know if
better fits for me so I don’t know if that help Dennis you know when I listen
that help Dennis you know when I listen
that help Dennis you know when I listen to ed I’m on that one but know what I
to ed I’m on that one but know what I
to ed I’m on that one but know what I actually thought the same thing I said
actually thought the same thing I said
actually thought the same thing I said listen if it’s not the right customer
listen if it’s not the right customer
listen if it’s not the right customer but then I’d you know you know then I
but then I’d you know you know then I
but then I’d you know you know then I give them a something that might might
give them a something that might might
give them a something that might might if you think it might be worth salvaging
if you think it might be worth salvaging
if you think it might be worth salvaging right if you think it might be worth
right if you think it might be worth
right if you think it might be worth salvaging try what’s my budget I like it
salvaging try what’s my budget I like it
salvaging try what’s my budget I like it um freshlook co uh how do you know when
um freshlook co uh how do you know when
um freshlook co uh how do you know when you’ve hit how do you know when you have
you’ve hit how do you know when you have
you’ve hit how do you know when you have a hit product their idea fresh look how
a hit product their idea fresh look how
a hit product their idea fresh look how do you know when you have a hit product
do you know when you have a hit product
do you know when you have a hit product or idea you have boatloads of people who
or idea you have boatloads of people who
or idea you have boatloads of people who buy it uh yeah pretty sweet uh for me
buy it uh yeah pretty sweet uh for me
buy it uh yeah pretty sweet uh for me how would I answer this i would say
how would I answer this i would say
how would I answer this i would say often i love it ah i think the challenge
often i love it ah i think the challenge
often i love it ah i think the challenge becomes you know you’re creating
becomes you know you’re creating
becomes you know you’re creating something and you haven’t released it
something and you haven’t released it
something and you haven’t released it yet or you’ve released a version that
yet or you’ve released a version that
yet or you’ve released a version that isn’t quite ready yet and so happy how
isn’t quite ready yet and so happy how
isn’t quite ready yet and so happy how do you know if you should kill it or
do you know if you should kill it or
do you know if you should kill it or keep going with it because obviously if
keep going with it because obviously if
keep going with it because obviously if you release it you release an app and it
you release it you release an app and it
you release it you release an app and it takes off great you had a hit idea work
takes off great you had a hit idea work
takes off great you had a hit idea work right when you’re at the point where you
right when you’re at the point where you
right when you’re at the point where you just have an idea and you haven’t
just have an idea and you haven’t
just have an idea and you haven’t executed against it or you’ve started
executed against it or you’ve started
executed against it or you’ve started and you haven’t gotten positive results
and you haven’t gotten positive results
and you haven’t gotten positive results then what do you do with it and i think
then what do you do with it and i think
then what do you do with it and i think for me it’s does this thing make me come
for me it’s does this thing make me come
for me it’s does this thing make me come alive like am I am I still super
alive like am I am I still super
alive like am I am I still super passionate point a lot more time energy
passionate point a lot more time energy
passionate point a lot more time energy into making this better or am I done is
into making this better or am I done is
into making this better or am I done is like oh that was a test and I don’t want
like oh that was a test and I don’t want
like oh that was a test and I don’t want to do it anymore you know like I tried
to do it anymore you know like I tried
to do it anymore you know like I tried rock climbing I didn’t like it so I’m
rock climbing I didn’t like it so I’m
rock climbing I didn’t like it so I’m not going back anymore but was curious
not going back anymore but was curious
not going back anymore but was curious have to try it but I’m not going to do
have to try it but I’m not going to do
have to try it but I’m not going to do any more because gonna like it right you
any more because gonna like it right you
any more because gonna like it right you tried salsa dance and I fell in love
tried salsa dance and I fell in love
tried salsa dance and I fell in love with it I’ve been doing it for over a
with it I’ve been doing it for over a
with it I’ve been doing it for over a decade you know so I’m going to keep
decade you know so I’m going to keep
decade you know so I’m going to keep going at it so same thing with your
going at it so same thing with your
going at it so same thing with your business if you’re trying something
business if you’re trying something
business if you’re trying something that’s an interest cool if it’s not
that’s an interest cool if it’s not
that’s an interest cool if it’s not working then are you still interested in
working then are you still interested in
working then are you still interested in if you still have that passion I love to
if you still have that passion I love to
if you still have that passion I love to try to make it better if you do there’s
try to make it better if you do there’s
try to make it better if you do there’s a way to make it work if you lose an
a way to make it work if you lose an
a way to make it work if you lose an interest
interest
interest then kill it move on to something else
heaven can you talk about how to
heaven can you talk about how to determine your price point / marketplace
determine your price point / marketplace
determine your price point / marketplace value for music artists or any art Wow
value for music artists or any art Wow
value for music artists or any art Wow are I mean art is art is always a tough
are I mean art is art is always a tough
are I mean art is art is always a tough one because it’s you know it’s it’s the
one because it’s you know it’s it’s the
one because it’s you know it’s it’s the ultimate proof that value is subjective
ultimate proof that value is subjective
ultimate proof that value is subjective right you know if I have a
right you know if I have a
right you know if I have a seven-year-old daughter and there’s a
seven-year-old daughter and there’s a
seven-year-old daughter and there’s a picture right now hanging on on a
picture right now hanging on on a
picture right now hanging on on a refrigerator that she did the first day
refrigerator that she did the first day
refrigerator that she did the first day in kindergarten two years ago and you
in kindergarten two years ago and you
in kindergarten two years ago and you know isn’t blue highlighter or whatever
know isn’t blue highlighter or whatever
know isn’t blue highlighter or whatever that she drew this and i doubt i could
that she drew this and i doubt i could
that she drew this and i doubt i could get anyone to buy it buy it for a
get anyone to buy it buy it for a
get anyone to buy it buy it for a million dollars even if I told him it
million dollars even if I told him it
million dollars even if I told him it was a caracal s original right but but
was a caracal s original right but but
was a caracal s original right but but if the house was burning down and I got
if the house was burning down and I got
if the house was burning down and I got everybody out of the house my wife and
everybody out of the house my wife and
everybody out of the house my wife and kids out of the house and I was passing
kids out of the house and I was passing
kids out of the house and I was passing by the refrigerator i would i would
by the refrigerator i would i would
by the refrigerator i would i would probably grab the picture right and and
probably grab the picture right and and
probably grab the picture right and and why is that well because it’s it’s
why is that well because it’s it’s
why is that well because it’s it’s valuable to me you know our art is real
valuable to me you know our art is real
valuable to me you know our art is real is really hard i think is what i would
is really hard i think is what i would
is really hard i think is what i would say this and maybe this is a direct
say this and maybe this is a direct
say this and maybe this is a direct answer to the question but it’s don’t
answer to the question but it’s don’t
answer to the question but it’s don’t don’t price it by how long it takes you
don’t price it by how long it takes you
don’t price it by how long it takes you to do right because that that doesn’t
to do right because that that doesn’t
to do right because that that doesn’t matter doesn’t matter the buyer what
matter doesn’t matter the buyer what
matter doesn’t matter the buyer what Matt what matters is is is there so
Matt what matters is is is there so
Matt what matters is is is there so their subjectivity of it and you know
their subjectivity of it and you know
their subjectivity of it and you know you just got to find the right person
you just got to find the right person
you just got to find the right person who likes your likes your stuff I don’t
who likes your likes your stuff I don’t
who likes your likes your stuff I don’t know that you probably have something
know that you probably have something
know that you probably have something better because that’s that’s a really
better because that’s that’s a really
better because that’s that’s a really hard one I think for artists especially
hard one I think for artists especially
hard one I think for artists especially it really comes down how much you
it really comes down how much you
it really comes down how much you believe you’re worth I think you have to
believe you’re worth I think you have to
believe you’re worth I think you have to have I think entrepreneurs in general
have I think entrepreneurs in general
have I think entrepreneurs in general underpriced themselves just as a
underpriced themselves just as a
underpriced themselves just as a generating we don’t charge enough for
generating we don’t charge enough for
generating we don’t charge enough for our services or box whatever we’re
our services or box whatever we’re
our services or box whatever we’re selling we look at other competing
selling we look at other competing
selling we look at other competing product and say well those guys are
product and say well those guys are
product and say well those guys are better and we always even if we have a
better and we always even if we have a
better and we always even if we have a price we’re so quick to discount it
price we’re so quick to discount it
price we’re so quick to discount it right like you bought a price and
right like you bought a price and
right like you bought a price and anything but I could give you a deal at
anything but I could give you a deal at
anything but I could give you a deal at this fight like you’re so quick to
this fight like you’re so quick to
this fight like you’re so quick to discount your price and I think it’s
discount your price and I think it’s
discount your price and I think it’s especially true for the art community
especially true for the art community
especially true for the art community going more meta I think all
going more meta I think all
going more meta I think all entrepreneurs are artists not just
entrepreneurs are artists not just
entrepreneurs are artists not just people who are you know Sam you’re
people who are you know Sam you’re
people who are you know Sam you’re making paintings yeah and we tend to we
making paintings yeah and we tend to we
making paintings yeah and we tend to we tend to worry about how people judge the
tend to worry about how people judge the
tend to worry about how people judge the art that we’re creating and so that’s
art that we’re creating and so that’s
art that we’re creating and so that’s why we discounted prices so much and if
why we discounted prices so much and if
why we discounted prices so much and if you look at the artists who are making a
you look at the artists who are making a
you look at the artists who are making a lot of money they believe in what
lot of money they believe in what
lot of money they believe in what they’re doing like I worth this much and
they’re doing like I worth this much and
they’re doing like I worth this much and I look at people that I’ve hired to
I look at people that I’ve hired to
I look at people that I’ve hired to create stuff for me I never give push
create stuff for me I never give push
create stuff for me I never give push back on the price I went see what they
back on the price I went see what they
back on the price I went see what they can create so I will you know for my
can create so I will you know for my
can create so I will you know for my video editor right what she’s creating
video editor right what she’s creating
video editor right what she’s creating for me is art I need somebody to take
for me is art I need somebody to take
for me is art I need somebody to take the material i’m giving them and make it
the material i’m giving them and make it
the material i’m giving them and make it beautiful right it’s an art project and
beautiful right it’s an art project and
beautiful right it’s an art project and when I hired I hired 10 to 15 people on
when I hired I hired 10 to 15 people on
when I hired I hired 10 to 15 people on a trial project and give them five hours
a trial project and give them five hours
a trial project and give them five hours go make your art give me something
go make your art give me something
go make your art give me something amazing and I hire people who are from
amazing and I hire people who are from
amazing and I hire people who are from minimum wage up to a lot more than
minimum wage up to a lot more than
minimum wage up to a lot more than minimum wage and I’m okay hiring the
minimum wage and I’m okay hiring the
minimum wage and I’m okay hiring the person who is charging more but I want
person who is charging more but I want
person who is charging more but I want to see a superior result sure I like
to see a superior result sure I like
to see a superior result sure I like that process to believe in what they’re
that process to believe in what they’re
that process to believe in what they’re doing that has to turn in an amazing
doing that has to turn in an amazing
doing that has to turn in an amazing result and so I didn’t end up hiring the
result and so I didn’t end up hiring the
result and so I didn’t end up hiring the cheapest person because I subjectively
cheapest person because I subjectively
cheapest person because I subjectively liked the art of the person who charged
liked the art of the person who charged
liked the art of the person who charged more but I never I never beat them down
more but I never I never beat them down
more but I never I never beat them down on price like I’m looking for what stub
on price like I’m looking for what stub
on price like I’m looking for what stub what do I resonate most with and that’s
what do I resonate most with and that’s
what do I resonate most with and that’s the person i’m going to hire not the
the person i’m going to hire not the
the person i’m going to hire not the price is never an option but it’s not
price is never an option but it’s not
price is never an option but it’s not the first option it all becomes it’s
the first option it all becomes it’s
the first option it all becomes it’s only the the default option when people
only the the default option when people
only the the default option when people can’t tell the difference between your
can’t tell the difference between your
can’t tell the difference between your products if I can’t tell the difference
products if I can’t tell the difference
products if I can’t tell the difference from what you’re selling then I’m going
from what you’re selling then I’m going
from what you’re selling then I’m going to beat you down on price all day long
to beat you down on price all day long
to beat you down on price all day long like pay this guy selling it for ten
like pay this guy selling it for ten
like pay this guy selling it for ten dollars cheaper than yours well it’s not
dollars cheaper than yours well it’s not
dollars cheaper than yours well it’s not the same thing right like if I can’t
the same thing right like if I can’t
the same thing right like if I can’t understand the difference and so your
understand the difference and so your
understand the difference and so your confidence your belief in yourself your
confidence your belief in yourself your
confidence your belief in yourself your belief in what you can create plays a
belief in what you can create plays a
belief in what you can create plays a huge role in how you end up pricing
huge role in how you end up pricing
huge role in how you end up pricing yourself because if you say hey I’ll
yourself because if you say hey I’ll
yourself because if you say hey I’ll record a song for you it’ll cost five
record a song for you it’ll cost five
record a song for you it’ll cost five hundred dollars like you got to believe
hundred dollars like you got to believe
hundred dollars like you got to believe it’s worth having dollars somebody else
it’s worth having dollars somebody else
it’s worth having dollars somebody else might charge fifty thousand dollars and
might charge fifty thousand dollars and
might charge fifty thousand dollars and it’s got to be worth fifty thousand
it’s got to be worth fifty thousand
it’s got to be worth fifty thousand dollars to write like obviously budgets
dollars to write like obviously budgets
dollars to write like obviously budgets do come into play not everybody can
do come into play not everybody can
do come into play not everybody can or different price points but you have
or different price points but you have
or different price points but you have to be able to go and walk in believing
to be able to go and walk in believing
to be able to go and walk in believing that hey I can provide fifty dollars or
that hey I can provide fifty dollars or
that hey I can provide fifty dollars or fifty thousand dollars for five hundred
fifty thousand dollars for five hundred
fifty thousand dollars for five hundred dollars worth of value to my client
dollars worth of value to my client
dollars worth of value to my client who’s hiring me yeah self-esteem is such
who’s hiring me yeah self-esteem is such
who’s hiring me yeah self-esteem is such a critical issue Israel’s writing in I
a critical issue Israel’s writing in I
a critical issue Israel’s writing in I want to start a business I have many
want to start a business I have many
want to start a business I have many ideas I don’t know how to lift it to get
ideas I don’t know how to lift it to get
ideas I don’t know how to lift it to get it from pen and paper to something solid
it from pen and paper to something solid
it from pen and paper to something solid well I think that goes back to one of
well I think that goes back to one of
well I think that goes back to one of the things that you mentioned is which
the things that you mentioned is which
the things that you mentioned is which which one are you most passionate about
which one are you most passionate about
which one are you most passionate about right an employee I guess with Jim
right an employee I guess with Jim
right an employee I guess with Jim Collins called the Hedgehog principle
Collins called the Hedgehog principle
Collins called the Hedgehog principle which is you know the intersection of
which is you know the intersection of
which is you know the intersection of three questions what are you passionate
three questions what are you passionate
three questions what are you passionate about passionate about what can you do
about passionate about what can you do
about passionate about what can you do well or be best in the world at and what
well or be best in the world at and what
well or be best in the world at and what drives your economic engine and those
drives your economic engine and those
drives your economic engine and those would be the three questions that i
would be the three questions that i
would be the three questions that i would ask and and try to come to the
would ask and and try to come to the
would ask and and try to come to the conclusion whatever they whatever the
conclusion whatever they whatever the
conclusion whatever they whatever the the best answer to all three of those is
the best answer to all three of those is
the best answer to all three of those is so the Venn diagram if you drew that out
so the Venn diagram if you drew that out
so the Venn diagram if you drew that out as three circles what and and then try
as three circles what and and then try
as three circles what and and then try to develop what what columns called your
to develop what what columns called your
to develop what what columns called your be hack write your big hairy audacious
be hack write your big hairy audacious
be hack write your big hairy audacious goal about that particular business so
goal about that particular business so
goal about that particular business so that I would I would lean toward the one
that I would I would lean toward the one
that I would I would lean toward the one at your most passionate about I love it
at your most passionate about I love it
at your most passionate about I love it and I think if you’re having trouble
and I think if you’re having trouble
and I think if you’re having trouble starting remember that there’s no one
starting remember that there’s no one
starting remember that there’s no one place to start like there’s no one
place to start like there’s no one
place to start like there’s no one magical step yeah i’ll start with there
magical step yeah i’ll start with there
magical step yeah i’ll start with there there’s a million places to start just
there’s a million places to start just
there’s a million places to start just start like do something today right lock
start like do something today right lock
start like do something today right lock out an hour a day half an hour a day
out an hour a day half an hour a day
out an hour a day half an hour a day every single day and just do something
every single day and just do something
every single day and just do something and and you’ll be all over the place at
and and you’ll be all over the place at
and and you’ll be all over the place at the start but you’ll eventually find
the start but you’ll eventually find
the start but you’ll eventually find your path so whether it’s doing research
your path so whether it’s doing research
your path so whether it’s doing research whether it’s trying to talk to potential
whether it’s trying to talk to potential
whether it’s trying to talk to potential customer whether it’s trying to get into
customer whether it’s trying to get into
customer whether it’s trying to get into the media whether it’s talking to
the media whether it’s talking to
the media whether it’s talking to potential partners or trying to find
potential partners or trying to find
potential partners or trying to find different suppliers whatever it is start
different suppliers whatever it is start
different suppliers whatever it is start like spend time every single day on your
like spend time every single day on your
like spend time every single day on your business and you’ll eventually find your
business and you’ll eventually find your
business and you’ll eventually find your path sounds like I just do it yeah well
path sounds like I just do it yeah well
path sounds like I just do it yeah well it’s truly but keeping the framework
it’s truly but keeping the framework
it’s truly but keeping the framework that I’d suggested right obviously like
that I’d suggested right obviously like
that I’d suggested right obviously like you’re picking a thing that you’re
you’re picking a thing that you’re
you’re picking a thing that you’re really passionate about great you know
really passionate about great you know
really passionate about great you know pick that list from the from your you
pick that list from the from your you
pick that list from the from your you have the ideas on paper okay Ailee
have the ideas on paper okay Ailee
have the ideas on paper okay Ailee what’s what’s the one you want to do the
what’s what’s the one you want to do the
what’s what’s the one you want to do the most you have the most love for great
most you have the most love for great
most you have the most love for great okay now what do you do about it like I
okay now what do you do about it like I
okay now what do you do about it like I know something today there’s no one play
know something today there’s no one play
know something today there’s no one play to start I think too many people get
to start I think too many people get
to start I think too many people get hung up they see it as big impossible
hung up they see it as big impossible
hung up they see it as big impossible task to launch a business from an idea
task to launch a business from an idea
task to launch a business from an idea and they don’t realize that like you
and they don’t realize that like you
and they don’t realize that like you don’t just jump from here to here you
don’t just jump from here to here you
don’t just jump from here to here you just it’s just a series of tiny steps
just it’s just a series of tiny steps
just it’s just a series of tiny steps that you just consistently take I need
that you just consistently take I need
that you just consistently take I need to look back and it looks like this big
to look back and it looks like this big
to look back and it looks like this big step forward but i would venture to say
step forward but i would venture to say
step forward but i would venture to say what would you think about this Evan
what would you think about this Evan
what would you think about this Evan that the number of successful businesses
that the number of successful businesses
that the number of successful businesses that have been launched on a 17-page MBA
that have been launched on a 17-page MBA
that have been launched on a 17-page MBA business plan art is at or near zero
business plan art is at or near zero
business plan art is at or near zero right right it’s true and I was that guy
right right it’s true and I was that guy
right right it’s true and I was that guy who made a business plan for my business
who made a business plan for my business
who made a business plan for my business and then as soon as as soon as we
and then as soon as as soon as we
and then as soon as as soon as we started marketing we realize that a lot
started marketing we realize that a lot
started marketing we realize that a lot of the assumptions were just wrong now
of the assumptions were just wrong now
of the assumptions were just wrong now that doesn’t mean you don’t plan at all
that doesn’t mean you don’t plan at all
that doesn’t mean you don’t plan at all just people over planners and you plan
just people over planners and you plan
just people over planners and you plan so much that you don’t do and then the
so much that you don’t do and then the
so much that you don’t do and then the over doers who just do crazy things
over doers who just do crazy things
over doers who just do crazy things never playing we’re like whatever your
never playing we’re like whatever your
never playing we’re like whatever your natural tendency is you want to involve
natural tendency is you want to involve
natural tendency is you want to involve a little bit of the other side just so
a little bit of the other side just so
a little bit of the other side just so that you get that success so it sounds
that you get that success so it sounds
that you get that success so it sounds like you’re an over planner uh Israel so
like you’re an over planner uh Israel so
like you’re an over planner uh Israel so a little more little less pine a little
a little more little less pine a little
a little more little less pine a little more just doing and don’t worry like
more just doing and don’t worry like
more just doing and don’t worry like perfectionism gets in the way there is
perfectionism gets in the way there is
perfectionism gets in the way there is no perfect plan just start yeah eight
no perfect plan just start yeah eight
no perfect plan just start yeah eight percent eighty percent then move you can
percent eighty percent then move you can
percent eighty percent then move you can make course corrections to the last
make course corrections to the last
make course corrections to the last twenty percent cool well we got a lot of
twenty percent cool well we got a lot of
twenty percent cool well we got a lot of great feedback Network I know we’re over
great feedback Network I know we’re over
great feedback Network I know we’re over time but we’re at the 45 minute mark
time but we’re at the 45 minute mark
time but we’re at the 45 minute mark that’s the magic mark for your pot head
that’s the magic mark for your pot head
that’s the magic mark for your pot head is Ray I know get you play the whole
is Ray I know get you play the whole
is Ray I know get you play the whole thing now whole audio now and send it
thing now whole audio now and send it
thing now whole audio now and send it out of it um people writing in this is
out of it um people writing in this is
out of it um people writing in this is very helpful thank you add and Evan
very helpful thank you add and Evan
very helpful thank you add and Evan great chat going on here at and Evan I
great chat going on here at and Evan I
great chat going on here at and Evan I like Ed’s vibe so there you go I got a
like Ed’s vibe so there you go I got a
like Ed’s vibe so there you go I got a good vibe going on apparently I like to
good vibe going on apparently I like to
good vibe going on apparently I like to UM cool I mean I know you gotta run
UM cool I mean I know you gotta run
UM cool I mean I know you gotta run thank you for spending extra time with
thank you for spending extra time with
thank you for spending extra time with us here today for people who want to
us here today for people who want to
us here today for people who want to learn more about what you’re all about I
learn more about what you’re all about I
learn more about what you’re all about I linked it up again in this code but
linked it up again in this code but
linked it up again in this code but quick like final words that you want to
quick like final words that you want to
quick like final words that you want to give the audience well yeah two quick
give the audience well yeah two quick
give the audience well yeah two quick quick things first of all you know I
quick things first of all you know I
quick things first of all you know I work for a company called sage so sage
work for a company called sage so sage
work for a company called sage so sage calm is the place to go for that state
calm is the place to go for that state
calm is the place to go for that state summit if you’re interested in coming to
summit if you’re interested in coming to
summit if you’re interested in coming to the event but I do do a radio show if
the event but I do do a radio show if
the event but I do do a radio show if you’re interested in the topics that I
you’re interested in the topics that I
you’re interested in the topics that I talked about today because we’re pricing
talked about today because we’re pricing
talked about today because we’re pricing forever and that is called the soul of
forever and that is called the soul of
forever and that is called the soul of enterprise the soul of enterprise com so
enterprise the soul of enterprise com so
enterprise the soul of enterprise com so please check out the
please check out the
please check out the oh I’m just writing that down to make
oh I’m just writing that down to make
oh I’m just writing that down to make sure I have it in the description to the
sure I have it in the description to the
sure I have it in the description to the soul of enterprise nice calm cool i’ll
soul of enterprise nice calm cool i’ll
soul of enterprise nice calm cool i’ll link it up thank you thanks watching
link it up thank you thanks watching
link it up thank you thanks watching thank all right so much continue to
thank all right so much continue to
thank all right so much continue to believe everyone and we’ll see you soon
believe everyone and we’ll see you soon
believe everyone and we’ll see you soon peace out
”
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