1 00:00:00,000 --> 00:00:00,840 being honest. 2 00:00:00,840 --> 00:00:01,680 Yeah. 3 00:00:01,680 --> 00:00:03,440 Yeah. There's a story about that. 4 00:00:03,440 --> 00:00:05,920 And if you want, I'll tell it on the podcast. 5 00:00:05,920 --> 00:00:07,760 All right. That sounds good. 6 00:00:07,760 --> 00:00:08,580 That sounds perfect. 7 00:00:08,580 --> 00:00:11,300 So are we always fearless? 8 00:00:11,300 --> 00:00:12,600 That's the question. 9 00:00:12,600 --> 00:00:13,840 Always. 10 00:00:13,840 --> 00:00:15,360 Always. All right. 11 00:00:15,360 --> 00:00:16,200 Oh, cool. 12 00:00:16,200 --> 00:00:18,880 Well, we might test the waters there a little bit today. 13 00:00:18,880 --> 00:00:19,720 All right. 14 00:00:19,720 --> 00:00:22,080 Welcome in to Vision Pros Live. 15 00:00:22,080 --> 00:00:24,160 With Jackson Calame, I'm your show host. 16 00:00:24,160 --> 00:00:26,840 We'll be doing interviews for visionary entrepreneurs 17 00:00:26,840 --> 00:00:28,800 and guest leaders who are building 18 00:00:28,800 --> 00:00:30,320 fantastic visions out there. 19 00:00:30,320 --> 00:00:31,160 Yeah. 20 00:00:31,160 --> 00:00:32,000 Yeah. 21 00:00:32,000 --> 00:00:32,820 Yeah. 22 00:00:32,820 --> 00:00:33,660 Yeah. 23 00:00:33,660 --> 00:00:34,500 Yeah. 24 00:00:34,500 --> 00:00:35,340 Yeah. 25 00:00:35,340 --> 00:00:36,160 Yeah. 26 00:00:36,160 --> 00:00:37,000 Yeah. 27 00:00:37,000 --> 00:00:37,820 Yeah. 28 00:00:37,820 --> 00:00:40,400 All right. 29 00:00:40,400 --> 00:00:41,840 Welcome in to Vision Pros Live. 30 00:00:41,840 --> 00:00:43,280 I'm your host, Jackson Calame, 31 00:00:43,280 --> 00:00:45,760 founder and CEO of First Class Business. 32 00:00:45,760 --> 00:00:48,360 And I'm super excited to come live 33 00:00:48,360 --> 00:00:50,840 for our third episode today. 34 00:00:50,840 --> 00:00:51,960 If this is your first time joining us, 35 00:00:51,960 --> 00:00:54,640 then of course, enjoy this show thoroughly. 36 00:00:54,640 --> 00:00:57,800 If you're back for more like power to you, we love you. 37 00:00:57,800 --> 00:00:59,880 We hope you subscribe and comment 38 00:00:59,880 --> 00:01:01,680 and share the show, of course. 39 00:01:01,680 --> 00:01:05,040 We've had some excellent leaders on the show. 40 00:01:05,040 --> 00:01:06,800 Really, I mean, ever since we got started, 41 00:01:06,800 --> 00:01:09,400 we've had an excellent lineup today. 42 00:01:09,400 --> 00:01:11,280 Maruxa started us off. 43 00:01:11,280 --> 00:01:13,720 We had an awesome talk about communities 44 00:01:13,720 --> 00:01:15,240 and how to grow communities. 45 00:01:15,240 --> 00:01:17,780 She's one of the best in the world at building communities 46 00:01:17,780 --> 00:01:20,320 and helping visionaries with the management 47 00:01:20,320 --> 00:01:21,160 of those communities. 48 00:01:21,160 --> 00:01:24,160 We talked to Stacy Savage as well, 49 00:01:24,160 --> 00:01:27,440 who's also tackling another really important world project. 50 00:01:27,440 --> 00:01:30,760 And that's creating zero waste systems for companies, 51 00:01:30,760 --> 00:01:34,120 working with companies like Nestle and Apple and Dell 52 00:01:34,120 --> 00:01:36,660 to manage their waste management solutions 53 00:01:36,660 --> 00:01:39,480 and improve their sustainability and impact, 54 00:01:39,480 --> 00:01:42,400 positive impact on the world while reducing costs 55 00:01:42,400 --> 00:01:45,000 and ultimately driving further profits 56 00:01:45,000 --> 00:01:47,160 by understanding what those entrepreneurs need. 57 00:01:47,160 --> 00:01:48,720 And she helps small companies too with that. 58 00:01:48,720 --> 00:01:50,880 Anyway, without further ado, 59 00:01:50,880 --> 00:01:52,940 I'm going to do a little bit of introductory 60 00:01:52,940 --> 00:01:54,480 for our sponsor of sponsors, 61 00:01:54,480 --> 00:01:55,760 because those are super important as well. 62 00:01:55,760 --> 00:01:58,120 And then we'll bring Randy Crane on stage, 63 00:01:58,120 --> 00:01:59,760 the fearless marketer. 64 00:01:59,760 --> 00:02:02,080 So we've got this conference coming up next week 65 00:02:02,080 --> 00:02:04,480 called Icon Maker Live. 66 00:02:04,480 --> 00:02:07,920 And Icon Maker Live is designed to help people 67 00:02:07,920 --> 00:02:09,420 who want to have more influence 68 00:02:09,420 --> 00:02:10,880 and more credibility in the market 69 00:02:10,880 --> 00:02:14,080 and more authority launch podcasts, 70 00:02:14,080 --> 00:02:16,320 get their names out there, distribute their message. 71 00:02:16,320 --> 00:02:18,200 We're talking top of funnel awareness 72 00:02:18,200 --> 00:02:19,560 for what it is that you do. 73 00:02:19,560 --> 00:02:22,880 And we had a great privilege of hosting Sheryl 74 00:02:22,880 --> 00:02:23,880 a few weeks ago. 75 00:02:23,880 --> 00:02:25,740 There she is, beautiful woman. 76 00:02:25,740 --> 00:02:27,440 And Cheryl came on the show, 77 00:02:27,440 --> 00:02:31,520 shared her decades of experience in TV broadcasting 78 00:02:31,520 --> 00:02:33,520 and journalism, it was super easy to see 79 00:02:33,520 --> 00:02:36,940 just how put together she is in terms of helping people 80 00:02:36,940 --> 00:02:39,240 show up well for their shows. 81 00:02:39,240 --> 00:02:42,400 She loved our show and we had such a great relationship. 82 00:02:42,400 --> 00:02:46,400 We decided to partner on this venture and so to speak. 83 00:02:46,400 --> 00:02:49,980 And we came in to help them reword their copy 84 00:02:49,980 --> 00:02:51,320 for promoting the show itself. 85 00:02:51,320 --> 00:02:55,360 And they've got a super awesome offer coming out here. 86 00:02:55,360 --> 00:02:56,720 I believe it actually launched today. 87 00:02:56,720 --> 00:02:57,820 I'm not gonna reveal what it is, 88 00:02:57,820 --> 00:03:00,300 but go to icomemakerlive.com, 89 00:03:00,300 --> 00:03:03,400 see your opportunity to join us at this virtual event. 90 00:03:03,400 --> 00:03:06,620 And if you're looking to produce a show, 91 00:03:06,620 --> 00:03:09,280 just take a look at the lineup of guests 92 00:03:09,280 --> 00:03:11,240 and influencers that are involved in this. 93 00:03:11,240 --> 00:03:12,700 We're all gonna be coming out to this 94 00:03:12,700 --> 00:03:16,280 to throw down some super sincere, genuine value 95 00:03:16,280 --> 00:03:20,360 that can help you take your business to seven figures. 96 00:03:20,360 --> 00:03:23,600 That's their goal for the people who come into this event. 97 00:03:23,600 --> 00:03:25,880 And they do have a pretty awesome guarantee 98 00:03:25,880 --> 00:03:27,080 associated with it as well. 99 00:03:27,080 --> 00:03:28,400 So definitely check that out. 100 00:03:28,400 --> 00:03:30,920 Now, cap show is also one of the mechanisms 101 00:03:30,920 --> 00:03:32,320 that we use to produce our show 102 00:03:32,320 --> 00:03:33,920 and make sure that our show quality 103 00:03:33,920 --> 00:03:37,920 not only attracts people for who finds the show 104 00:03:37,920 --> 00:03:39,560 and goes and sees our show notes, 105 00:03:39,560 --> 00:03:43,480 but it also uses AI to create all of the social posts 106 00:03:43,480 --> 00:03:46,680 necessary to get these episodes out there 107 00:03:46,680 --> 00:03:48,640 distributed on the different platforms. 108 00:03:48,640 --> 00:03:50,340 It's amazing what it's capable of doing. 109 00:03:50,340 --> 00:03:52,520 So we could upload this episode, for instance, 110 00:03:52,520 --> 00:03:55,600 we're gonna be talking to Randy about Fearless Marketing. 111 00:03:55,600 --> 00:03:56,840 And once it's uploaded, 112 00:03:56,840 --> 00:03:58,440 all I have to do is click a bunch of buttons 113 00:03:58,440 --> 00:04:00,360 and I don't even do it, my team does this. 114 00:04:00,360 --> 00:04:02,640 That's so cool is that you can put superpowers 115 00:04:02,640 --> 00:04:03,560 in the hands of your team 116 00:04:03,560 --> 00:04:06,680 and then click and generate their Twitter posts. 117 00:04:06,680 --> 00:04:10,440 They can generate LinkedIn posts, posts for Facebook. 118 00:04:10,440 --> 00:04:14,360 They can generate sound bites from what it is that I say 119 00:04:14,360 --> 00:04:15,680 and what is it Randy says. 120 00:04:15,680 --> 00:04:16,860 It's a neat system. 121 00:04:16,860 --> 00:04:18,760 You get two free credits to try it out. 122 00:04:18,760 --> 00:04:22,180 Go over there to capshow.com, give it a try. 123 00:04:22,180 --> 00:04:25,320 And let us know what you think as well about that tool. 124 00:04:25,320 --> 00:04:26,520 If you love the tool, tell us. 125 00:04:26,520 --> 00:04:28,480 If there's things that you feel like they can improve, 126 00:04:28,480 --> 00:04:29,680 let us know that too. 127 00:04:29,680 --> 00:04:32,120 And know that behind the scenes of all of that, 128 00:04:32,120 --> 00:04:34,660 they have an amazing community as well, 129 00:04:34,660 --> 00:04:37,760 where they're super open to nurturing people forward. 130 00:04:37,760 --> 00:04:40,160 As most of you know, this show is quite new 131 00:04:40,160 --> 00:04:41,960 and we're getting super awesome reviews, 132 00:04:41,960 --> 00:04:43,400 especially from our guests. 133 00:04:43,400 --> 00:04:45,520 But in spite of that, we wanna keep growing 134 00:04:45,520 --> 00:04:46,900 and we wanna keep making things better. 135 00:04:46,900 --> 00:04:48,880 So it's really cool to be part of a community 136 00:04:48,880 --> 00:04:52,000 where they host more than 100 podcasters shows. 137 00:04:52,000 --> 00:04:53,400 And then they give us insight as well 138 00:04:53,400 --> 00:04:55,020 into what we can be doing better. 139 00:04:55,020 --> 00:04:58,200 They're at a summit this week as we speak, by the way, 140 00:04:58,200 --> 00:04:59,520 but it's a great group. 141 00:04:59,520 --> 00:05:01,440 We're super happy to know the founders 142 00:05:01,440 --> 00:05:03,800 and couldn't be more happy with the service 143 00:05:03,800 --> 00:05:05,340 that they've provided to us with that. 144 00:05:05,340 --> 00:05:07,640 So last thing I'll say before bringing Randy on board 145 00:05:07,640 --> 00:05:09,040 is if you have the opportunity, 146 00:05:09,040 --> 00:05:10,160 please go ahead and give a dollar 147 00:05:10,160 --> 00:05:12,480 to the water project or more 148 00:05:12,480 --> 00:05:14,000 and let's get clean drinking water 149 00:05:14,000 --> 00:05:15,440 to those in need throughout the world. 150 00:05:15,440 --> 00:05:17,360 Check out those projects. 151 00:05:17,360 --> 00:05:18,520 Jaime, if you don't mind, 152 00:05:18,520 --> 00:05:20,480 go ahead and throw a link 153 00:05:20,480 --> 00:05:22,720 to one of the existing projects 154 00:05:22,720 --> 00:05:24,680 and the show notes of this episode. 155 00:05:24,680 --> 00:05:27,000 Thank you for showcasing their website 156 00:05:27,000 --> 00:05:28,720 as I speak about that. 157 00:05:28,720 --> 00:05:30,940 I can't think of too many causes 158 00:05:30,940 --> 00:05:33,640 where you can have a greater impact 159 00:05:33,640 --> 00:05:35,880 with a very minimum amount given. 160 00:05:35,880 --> 00:05:39,040 And of course, inspire friends and family to do the same. 161 00:05:39,040 --> 00:05:40,360 So with that said, 162 00:05:40,360 --> 00:05:41,440 Randy Crane's gonna come on 163 00:05:41,440 --> 00:05:43,040 and talk about fearless marketing. 164 00:05:43,040 --> 00:05:46,400 He's got almost 9,000 subscribers on his YouTube channel. 165 00:05:46,400 --> 00:05:48,120 I saw that he's just a couple shy. 166 00:05:48,120 --> 00:05:49,960 Wouldn't be surprised if a couple of you guys 167 00:05:49,960 --> 00:05:51,920 ended up being those subscribers 168 00:05:51,920 --> 00:05:54,080 who helps push his show to the next level 169 00:05:54,080 --> 00:05:57,280 and get his information out there far and wide. 170 00:05:57,280 --> 00:05:58,720 We're gonna hear all about his vision 171 00:05:58,720 --> 00:06:01,200 and how to become fearless in what you do. 172 00:06:01,200 --> 00:06:03,560 And I'm ultimately going to test the waters with that 173 00:06:03,560 --> 00:06:04,400 as I get to know him today. 174 00:06:04,400 --> 00:06:07,160 So Randy, thank you so much for being here today, man. 175 00:06:07,160 --> 00:06:09,760 And I look forward to hearing the value you provide. 176 00:06:11,880 --> 00:06:13,400 Oh, we got you muted. 177 00:06:13,400 --> 00:06:14,680 Wait, let's see here. 178 00:06:14,680 --> 00:06:16,240 Let's get that mute button off. 179 00:06:18,020 --> 00:06:19,200 Randy, can you hear us now? 180 00:06:19,200 --> 00:06:20,280 I hear you fine. 181 00:06:20,280 --> 00:06:21,120 Oh, perfect. 182 00:06:21,120 --> 00:06:21,960 You heard me great. 183 00:06:21,960 --> 00:06:22,780 We couldn't hear you. 184 00:06:22,780 --> 00:06:23,620 We hear you now. 185 00:06:23,620 --> 00:06:24,460 Thanks, man. 186 00:06:24,460 --> 00:06:25,280 I appreciate you being here. 187 00:06:25,280 --> 00:06:26,680 Jackson, thanks so much for having me on your show. 188 00:06:26,680 --> 00:06:27,680 This is fantastic. 189 00:06:29,120 --> 00:06:29,960 Well, awesome. 190 00:06:29,960 --> 00:06:30,780 Well, yeah. 191 00:06:30,780 --> 00:06:31,620 Well, we're happy to have you. 192 00:06:31,620 --> 00:06:35,160 So Randy, you've been around the block a few times. 193 00:06:35,160 --> 00:06:37,960 I can tell that with the hairdo. 194 00:06:37,960 --> 00:06:41,400 And I think that's a fantastic accolade to have, by the way, 195 00:06:41,400 --> 00:06:43,720 because you've seen more marketing 196 00:06:43,720 --> 00:06:46,240 than most of the 20, 30, 197 00:06:46,240 --> 00:06:48,840 even probably young 40-year-old marketers out there. 198 00:06:48,840 --> 00:06:51,920 So tell us a little bit about your background 199 00:06:51,920 --> 00:06:54,800 in marketing, sales, and the business world. 200 00:06:54,800 --> 00:06:55,640 Well, you know, it's funny. 201 00:06:55,640 --> 00:06:59,320 I grew up in around a selling household. 202 00:06:59,320 --> 00:07:00,760 My father was a salesman. 203 00:07:03,160 --> 00:07:04,400 But from the time I was young, 204 00:07:04,400 --> 00:07:06,720 I was actually gonna be a priest. 205 00:07:08,340 --> 00:07:11,000 And so I went to school, studied being a priest, 206 00:07:11,000 --> 00:07:14,560 and I was about six weeks away from taking vows. 207 00:07:14,560 --> 00:07:19,560 And I say we decided, the church and myself, 208 00:07:20,800 --> 00:07:22,280 I started asking questions 209 00:07:22,280 --> 00:07:26,160 that probably are not the best questions to ask the church. 210 00:07:26,160 --> 00:07:28,080 And they decided to, 211 00:07:28,080 --> 00:07:32,000 I wanted to rethink my vocation for a while. 212 00:07:33,200 --> 00:07:36,520 That was like 40 years ago, so it's been a lot of thinking. 213 00:07:36,520 --> 00:07:37,360 Yeah, sure. 214 00:07:39,280 --> 00:07:41,480 What happened was, you know, 215 00:07:41,480 --> 00:07:43,000 my biggest concern was the fact 216 00:07:43,000 --> 00:07:44,840 that I didn't think I was getting the whole story 217 00:07:44,840 --> 00:07:45,800 from the church. 218 00:07:47,160 --> 00:07:50,880 And I figured there was more to religion 219 00:07:50,880 --> 00:07:53,720 than what was being taught. 220 00:07:53,720 --> 00:07:58,360 And so it sent me on a journey throughout my life. 221 00:07:58,360 --> 00:08:03,160 And, you know, I left the church and I got into marketing. 222 00:08:04,060 --> 00:08:08,240 And as time went on, I'm studying marketing, 223 00:08:08,240 --> 00:08:09,400 I'm studying religion, 224 00:08:09,400 --> 00:08:13,520 and the two kind of came into one. 225 00:08:13,520 --> 00:08:17,760 And that's where emotional marketing was, 226 00:08:17,760 --> 00:08:20,840 for me, was born, was from that. 227 00:08:21,760 --> 00:08:24,680 And it actually stems from a passage 228 00:08:24,680 --> 00:08:26,720 in one of the Gnostic Bibles, 229 00:08:26,720 --> 00:08:28,800 one of the Gnostic Gospels that said, 230 00:08:30,000 --> 00:08:33,060 what you think and what you feel creates reality. 231 00:08:35,380 --> 00:08:38,120 And what you think causes more of what you feel, 232 00:08:38,120 --> 00:08:40,680 and what you feel causes more of what you think, 233 00:08:40,680 --> 00:08:43,680 whether it's on a positive scale or a negative. 234 00:08:43,680 --> 00:08:44,580 Sure. 235 00:08:44,580 --> 00:08:45,420 Okay. 236 00:08:46,880 --> 00:08:48,960 And I remember thinking to myself at the time, 237 00:08:48,960 --> 00:08:50,320 well, everybody knows that. 238 00:08:51,520 --> 00:08:53,160 But just because everybody knows it 239 00:08:53,160 --> 00:08:54,960 doesn't mean they're aware of it. 240 00:08:56,000 --> 00:08:57,520 Okay? 241 00:08:57,520 --> 00:08:58,560 So a lot of times, you know, 242 00:08:58,560 --> 00:09:02,200 and I go back to a comedian like George Carlin, 243 00:09:02,200 --> 00:09:04,120 you know, who spent his whole career 244 00:09:04,120 --> 00:09:05,440 pointing out the obvious. 245 00:09:05,440 --> 00:09:08,140 Okay? 246 00:09:08,140 --> 00:09:13,140 And so to me, this was kind of a turning point. 247 00:09:13,300 --> 00:09:17,140 And because I'm looking at the marketing in the world, 248 00:09:17,140 --> 00:09:19,220 this is back in the 80s. 249 00:09:19,220 --> 00:09:22,260 During back then, I mean, it was all TV and radio 250 00:09:22,260 --> 00:09:24,900 and newspapers and magazines. 251 00:09:24,900 --> 00:09:25,780 Yep. 252 00:09:25,780 --> 00:09:28,820 And there was nothing emotional about any of it. 253 00:09:29,860 --> 00:09:31,920 It was all about buy me, buy me. 254 00:09:32,980 --> 00:09:34,100 Buy what I've got. 255 00:09:34,100 --> 00:09:39,100 And this stemmed true into the early 80s 256 00:09:39,460 --> 00:09:42,980 when websites became a thing. 257 00:09:42,980 --> 00:09:44,740 And you know, you and I both know, 258 00:09:44,740 --> 00:09:48,220 we go into look at websites even today. 259 00:09:49,140 --> 00:09:49,980 What is it? 260 00:09:49,980 --> 00:09:52,100 It's all about here, look at me, look at me. 261 00:09:52,100 --> 00:09:52,940 Right. 262 00:09:52,940 --> 00:09:54,020 And it really shouldn't be about that. 263 00:09:54,020 --> 00:09:56,120 It should be about everybody else but you. 264 00:09:57,500 --> 00:10:00,220 It really should be about your customer 265 00:10:00,220 --> 00:10:02,180 and how your customer feels 266 00:10:02,180 --> 00:10:05,500 before they buy your product and how they feel after. 267 00:10:06,980 --> 00:10:08,760 Because how they feel after will determine 268 00:10:08,760 --> 00:10:10,160 whether they come back again. 269 00:10:11,660 --> 00:10:12,700 Okay? 270 00:10:12,700 --> 00:10:15,860 If you can't solve the problem they have, 271 00:10:15,860 --> 00:10:17,220 they're probably not gonna get a penny 272 00:10:17,220 --> 00:10:18,320 of their money anyway. 273 00:10:19,540 --> 00:10:21,740 So the whole concept of look at me, look at me 274 00:10:21,740 --> 00:10:22,880 just doesn't work. 275 00:10:24,180 --> 00:10:25,980 That's interesting that you made that shift. 276 00:10:25,980 --> 00:10:29,900 What year was it when you, 277 00:10:29,900 --> 00:10:32,740 or what decade was it when you discovered that shift 278 00:10:32,740 --> 00:10:34,620 from the look at me? 279 00:10:34,620 --> 00:10:36,980 Oh, in the late 80s. 280 00:10:36,980 --> 00:10:39,780 Late 80s, you're looking at customer centric copy 281 00:10:39,780 --> 00:10:42,020 or basically looking at the concept of 282 00:10:42,020 --> 00:10:43,500 how do we position this message 283 00:10:43,500 --> 00:10:45,940 so that it's about what the prospect actually needs 284 00:10:45,940 --> 00:10:48,220 is kind of what I hear you saying. 285 00:10:48,220 --> 00:10:50,820 And where did you see that taking place originally 286 00:10:50,820 --> 00:10:53,780 or where did you start putting that into place? 287 00:10:53,780 --> 00:10:56,620 You know what, I started, I guess, you know, 288 00:10:56,620 --> 00:10:58,660 I don't even 100% sure. 289 00:10:58,660 --> 00:11:01,620 I know one of the companies that really had a huge impact 290 00:11:01,620 --> 00:11:03,380 on me was Nike. 291 00:11:04,340 --> 00:11:05,180 Yeah. 292 00:11:05,180 --> 00:11:10,180 Because it really changed the way marketing was done. 293 00:11:12,420 --> 00:11:13,260 Yeah. 294 00:11:13,260 --> 00:11:17,640 And you know what, I was there at the onset of Nike. 295 00:11:19,100 --> 00:11:21,500 And I remember thinking to myself, you know what, 296 00:11:23,940 --> 00:11:25,380 their whole Just Do It campaign, 297 00:11:25,380 --> 00:11:28,940 which came out after the company's formation, 298 00:11:28,940 --> 00:11:32,700 I thought was a little weird to begin with. 299 00:11:33,540 --> 00:11:36,380 But the more I looked at it, the more I listened to it, 300 00:11:36,380 --> 00:11:38,660 the more that I started to understand it, 301 00:11:39,820 --> 00:11:41,860 it resonated with me huge. 302 00:11:43,420 --> 00:11:45,020 And I remember thinking to myself, 303 00:11:45,020 --> 00:11:46,620 you know what, these guys get it. 304 00:11:47,980 --> 00:11:51,620 You know, in the 80s and 90s, you know, 305 00:11:51,620 --> 00:11:54,700 if you saw an ad for an airline, you know, 306 00:11:54,700 --> 00:11:56,460 we have the most comfortable seats, 307 00:11:56,460 --> 00:11:59,060 we have the best pricing, we have the best, 308 00:11:59,060 --> 00:12:01,900 and you know what, I've said this for years, 309 00:12:01,900 --> 00:12:03,300 companies don't care about it. 310 00:12:04,980 --> 00:12:08,020 Okay, our customers don't care anything about that. 311 00:12:08,020 --> 00:12:10,980 You know, because salespeople do this even today. 312 00:12:11,900 --> 00:12:14,220 Hi, my name is Randy and I work for this company 313 00:12:14,220 --> 00:12:16,420 and we've been around for 20 years. 314 00:12:16,420 --> 00:12:19,180 We have the best people, the best price, the best product, 315 00:12:19,180 --> 00:12:24,020 the best warranty, the best delivery, blah, blah, blah. 316 00:12:24,020 --> 00:12:26,420 Nobody cares about any of those things. 317 00:12:27,700 --> 00:12:29,620 I think people wanna be inspired. 318 00:12:31,780 --> 00:12:32,900 I agree. 319 00:12:32,900 --> 00:12:33,860 They wanna be inspired. 320 00:12:33,860 --> 00:12:36,420 And there's nothing inspiring about any of that. 321 00:12:37,260 --> 00:12:38,100 Yeah. 322 00:12:38,100 --> 00:12:40,380 It may be nice to know, 323 00:12:40,380 --> 00:12:42,820 but it's not gonna inspire somebody to buy from. 324 00:12:43,860 --> 00:12:45,300 And that doesn't matter whether you're, 325 00:12:45,300 --> 00:12:47,860 I'm sitting face to face with you, 326 00:12:47,860 --> 00:12:52,460 or I've got line copy, or I've got photographs, 327 00:12:52,460 --> 00:12:54,620 or I've got video. 328 00:12:54,620 --> 00:12:58,340 If the content doesn't resonate with the person, 329 00:12:59,500 --> 00:13:00,860 it just isn't gonna work. 330 00:13:02,060 --> 00:13:05,540 And just before I break back to you, 331 00:13:06,740 --> 00:13:07,980 I hear this all the time. 332 00:13:07,980 --> 00:13:10,260 People will say, well, when we spend a lot of money 333 00:13:10,260 --> 00:13:14,500 on our website, we spend money on great photography. 334 00:13:15,860 --> 00:13:19,620 And I come back to, again, I come back to the early, 335 00:13:19,620 --> 00:13:22,740 the late 80s when websites are coming out. 336 00:13:22,740 --> 00:13:27,740 And I've seen websites that have wonderful graphic design, 337 00:13:30,300 --> 00:13:35,060 beautiful stuff, but the website does nothing. 338 00:13:35,060 --> 00:13:35,900 Why? 339 00:13:36,940 --> 00:13:38,900 No, the copy sucks. 340 00:13:38,900 --> 00:13:39,740 Right. 341 00:13:39,740 --> 00:13:44,580 On the other hand, I've seen the ugliest, ugliest website, 342 00:13:46,460 --> 00:13:49,420 but the copy is right on the money. 343 00:13:49,420 --> 00:13:50,700 And you know what? 344 00:13:50,700 --> 00:13:52,900 That thing will outsell anybody. 345 00:13:52,900 --> 00:13:57,780 And does that mean that it's all about copy? 346 00:13:57,780 --> 00:13:59,140 No. 347 00:13:59,140 --> 00:14:01,300 But can we harmonize and win more? 348 00:14:01,300 --> 00:14:06,300 Harmonization of copy imagery, colors, okay? 349 00:14:07,820 --> 00:14:10,660 All of that creates an experience. 350 00:14:10,660 --> 00:14:11,500 Yeah. 351 00:14:11,500 --> 00:14:14,820 And you know, I was at a restaurant yesterday talking 352 00:14:14,820 --> 00:14:16,500 and he had asked me to come in as I knew, 353 00:14:16,500 --> 00:14:19,020 and he wanted to be a new client of mine. 354 00:14:19,020 --> 00:14:20,740 And I said to him, I said, you know, 355 00:14:20,740 --> 00:14:23,300 what is the experience that you give people? 356 00:14:23,300 --> 00:14:24,740 Well, we have great burgers. 357 00:14:25,900 --> 00:14:28,460 Well, yeah, but that's not an experience. 358 00:14:28,460 --> 00:14:31,220 I mean, it is an experience, but on a level. 359 00:14:31,220 --> 00:14:33,060 Everybody who has burgers. 360 00:14:33,060 --> 00:14:33,900 Everybody's got burgers. 361 00:14:33,900 --> 00:14:35,300 Who names that? 362 00:14:35,300 --> 00:14:37,700 You know, well, yeah, but ours is a homemade burger. 363 00:14:37,700 --> 00:14:38,740 Oh, well, okay. 364 00:14:38,740 --> 00:14:42,180 So that makes you a cut above a McDonald's. 365 00:14:43,740 --> 00:14:46,980 What is it that's gonna draw me back here? 366 00:14:46,980 --> 00:14:51,980 And you see, most people can't answer that question. 367 00:14:52,940 --> 00:14:55,180 And this is where great marketing comes into play. 368 00:14:55,180 --> 00:14:58,460 It's not great marketing is something that's felt. 369 00:14:58,460 --> 00:15:00,860 It's not just created. 370 00:15:01,740 --> 00:15:03,140 But it's created with emotion. 371 00:15:03,140 --> 00:15:06,780 It's created with feeling, you know? 372 00:15:06,780 --> 00:15:10,140 And I kind of prorate this back to being in love, you know? 373 00:15:10,140 --> 00:15:11,580 Remember when you fall in love? 374 00:15:11,580 --> 00:15:13,780 Remember that feeling, okay? 375 00:15:13,780 --> 00:15:14,620 Oh yeah. 376 00:15:14,620 --> 00:15:15,940 Even your smiling. 377 00:15:15,940 --> 00:15:17,300 Even your smiling. 378 00:15:17,300 --> 00:15:18,980 Because you know the feeling. 379 00:15:18,980 --> 00:15:19,940 Absolutely. 380 00:15:19,940 --> 00:15:23,260 Okay, and it's the same thing too. 381 00:15:23,260 --> 00:15:28,260 You know, if you're with somebody 382 00:15:29,100 --> 00:15:30,460 and you didn't have that feeling, 383 00:15:30,460 --> 00:15:32,020 well, you wouldn't be in love. 384 00:15:32,900 --> 00:15:33,860 Yeah. 385 00:15:33,860 --> 00:15:34,700 Okay. 386 00:15:36,540 --> 00:15:39,940 This is what I'm saying with anything we do. 387 00:15:39,940 --> 00:15:42,020 Human beings are emotional creatures. 388 00:15:43,580 --> 00:15:44,460 Okay. 389 00:15:44,460 --> 00:15:46,260 And you know, I remember my father turning around 390 00:15:46,260 --> 00:15:47,820 and saying to me when I was a kid, he said, 391 00:15:47,820 --> 00:15:50,700 Brandon, you gotta start making logical decisions. 392 00:15:51,740 --> 00:15:55,100 Human beings are not capable of making logical decisions. 393 00:15:55,100 --> 00:15:57,860 What they do is they make emotional decisions. 394 00:15:57,860 --> 00:15:58,700 Yeah. 395 00:15:58,700 --> 00:16:01,100 And then they try to support rationalize it later. 396 00:16:01,100 --> 00:16:02,300 Justify it with logic. 397 00:16:02,300 --> 00:16:03,700 Justify it with logic. 398 00:16:05,060 --> 00:16:06,980 But what is the logic based on? 399 00:16:06,980 --> 00:16:08,980 Well, the logic is based on the emotion. 400 00:16:10,180 --> 00:16:13,580 So really, it's not a logical decision at all. 401 00:16:13,580 --> 00:16:16,540 It's just making it a logical decision. 402 00:16:16,540 --> 00:16:17,380 That's funny. 403 00:16:18,860 --> 00:16:21,180 Yeah, that's cyclical and it's funny. 404 00:16:21,180 --> 00:16:22,940 It's humorous. 405 00:16:22,940 --> 00:16:27,940 And so as we talk, you know, normally I ask my guests, 406 00:16:29,100 --> 00:16:30,300 who should be listening? 407 00:16:31,380 --> 00:16:34,260 Why should they listen to you specifically? 408 00:16:34,260 --> 00:16:36,300 And what do you think they're gonna get out of today's show? 409 00:16:36,300 --> 00:16:38,380 Today's gonna be a little bit different though. 410 00:16:38,380 --> 00:16:39,700 Because we're gonna be going back and forth 411 00:16:39,700 --> 00:16:40,900 in some of this marketing stuff. 412 00:16:40,900 --> 00:16:43,740 But who do you think should be listening though? 413 00:16:43,740 --> 00:16:47,140 And, you know, beyond the decades of experience, Randy, 414 00:16:47,140 --> 00:16:49,780 why should they listen to you specifically? 415 00:16:49,780 --> 00:16:50,620 You know what? 416 00:16:50,620 --> 00:16:52,780 My wife asks me that question all the time. 417 00:16:52,780 --> 00:16:57,780 Honestly, it has a lot to do with your answer there, okay. 418 00:17:03,500 --> 00:17:05,340 I've been around forever. 419 00:17:05,340 --> 00:17:09,460 I've started in marketing when I was in my twenties. 420 00:17:09,460 --> 00:17:11,020 I'm 64 years old. 421 00:17:12,540 --> 00:17:14,740 I've never done anything else but marketing. 422 00:17:16,220 --> 00:17:17,060 And so- 423 00:17:17,060 --> 00:17:17,980 44 is my favorite number. 424 00:17:17,980 --> 00:17:19,940 And you have 44 years of experience. 425 00:17:19,940 --> 00:17:21,660 44 years of experience. 426 00:17:21,660 --> 00:17:24,100 And you know what? 427 00:17:24,100 --> 00:17:27,380 And I think, but they're blowing my own horn. 428 00:17:27,380 --> 00:17:31,620 I think I know a few things over 44 years. 429 00:17:31,620 --> 00:17:32,460 Sure. 430 00:17:32,460 --> 00:17:33,280 So that's number one. 431 00:17:33,280 --> 00:17:34,900 Why should you listen to me? 432 00:17:34,900 --> 00:17:36,460 Well- 433 00:17:36,460 --> 00:17:37,740 Well, here's another big thing. 434 00:17:37,740 --> 00:17:40,940 44 years ago, you didn't have podcasts 435 00:17:40,940 --> 00:17:42,820 and you didn't have AI. 436 00:17:42,820 --> 00:17:46,620 And yet instead of being married to the billboards, 437 00:17:46,620 --> 00:17:48,620 and you haven't said anything bad 438 00:17:48,620 --> 00:17:50,060 about the old school stuff, 439 00:17:50,060 --> 00:17:53,300 the traditional stuff that still exists and works, 440 00:17:53,300 --> 00:17:57,540 but you've also managed to evolve to be present 441 00:17:57,540 --> 00:18:00,020 in the most modern of technologies. 442 00:18:00,020 --> 00:18:02,740 And so that tells me you have an openness about you 443 00:18:02,740 --> 00:18:07,740 and a depth that some marketers don't tend to have. 444 00:18:10,100 --> 00:18:11,140 I fear it. 445 00:18:11,140 --> 00:18:13,940 It's interesting you say that, Jackson, 446 00:18:13,940 --> 00:18:17,900 because I remember back in 1982, 447 00:18:17,900 --> 00:18:19,720 I got my first computer. 448 00:18:20,900 --> 00:18:25,780 And it was what they called an XT. 449 00:18:25,780 --> 00:18:29,900 And it was, I think it was a 16 inch screen 450 00:18:29,900 --> 00:18:34,900 and it had Amber writing on it. 451 00:18:35,780 --> 00:18:37,180 There was no graphics or anything. 452 00:18:37,180 --> 00:18:39,820 It was just, but I remember thinking to myself, 453 00:18:41,020 --> 00:18:44,340 this is gonna evolve into something. 454 00:18:44,340 --> 00:18:45,780 And I don't know what, 455 00:18:45,780 --> 00:18:47,780 but it's gonna evolve into something. 456 00:18:47,780 --> 00:18:50,420 If I don't hop on the bandwagon with this, 457 00:18:51,540 --> 00:18:53,820 okay, I'm gonna be left in the dark. 458 00:18:53,820 --> 00:18:55,220 It comes back to my father. 459 00:18:55,220 --> 00:19:00,220 My father said, my brother was working at IBM in 1967. 460 00:19:00,580 --> 00:19:04,740 And my brother said, dad, he said, 461 00:19:04,740 --> 00:19:09,000 there's gonna be a computer on everybody's home one day. 462 00:19:09,000 --> 00:19:11,260 My dad said, are you crazy? 463 00:19:12,180 --> 00:19:14,180 They'll never be. 464 00:19:14,180 --> 00:19:15,380 He said, oh yeah. 465 00:19:15,380 --> 00:19:19,340 And he says, you know the communicator on Star Trek? 466 00:19:19,340 --> 00:19:21,420 He says, everybody's gonna have one of those two. 467 00:19:21,420 --> 00:19:23,280 He says, that's just insane. 468 00:19:23,280 --> 00:19:26,700 And we're coming from, at that time, 469 00:19:26,700 --> 00:19:29,500 we had rotary dial phones. 470 00:19:29,500 --> 00:19:30,940 And you're probably too young to remember 471 00:19:30,940 --> 00:19:32,060 what a rotary dial phone was. 472 00:19:32,060 --> 00:19:32,900 Oh, I had one. 473 00:19:34,060 --> 00:19:35,980 I didn't, my parents did. 474 00:19:37,900 --> 00:19:39,800 But you do get a mic drop on this, Randy. 475 00:19:39,800 --> 00:19:41,500 I was, while you're talking, I'm like, man, 476 00:19:41,500 --> 00:19:43,540 Randy can mic drop on me at any moment and just say, 477 00:19:43,540 --> 00:19:45,580 Jackson, I bought my first computer 478 00:19:45,580 --> 00:19:47,820 before you were even born. 479 00:19:47,820 --> 00:19:48,660 And I did. 480 00:19:48,660 --> 00:19:51,140 And you did, you did. 481 00:19:51,140 --> 00:19:55,760 And in 97, guess who had a tower on my desk, 482 00:19:55,760 --> 00:19:59,700 you know, a computer tower that said IBM on it. 483 00:20:00,740 --> 00:20:01,900 I did. You did. 484 00:20:01,900 --> 00:20:03,420 And there's your, it's funny, 485 00:20:03,420 --> 00:20:05,540 there's your brother making that prediction 486 00:20:05,540 --> 00:20:08,340 and you know, to communicate with my dad in Saudi Arabia 487 00:20:08,340 --> 00:20:10,140 while he was there. 488 00:20:10,140 --> 00:20:13,300 We both had computers that my stepmom had, 489 00:20:13,300 --> 00:20:14,380 she's a computer engineer. 490 00:20:14,380 --> 00:20:15,780 She built them for us. 491 00:20:15,780 --> 00:20:17,860 I remember the very first computer I got, 492 00:20:17,860 --> 00:20:21,620 I paid $4,400 more. 493 00:20:21,620 --> 00:20:23,700 You made $4,400 on the computer? 494 00:20:23,700 --> 00:20:24,900 I spent $4,400. 495 00:20:24,900 --> 00:20:25,740 Oh, spend it. 496 00:20:25,740 --> 00:20:26,660 Oh yeah. 497 00:20:26,660 --> 00:20:28,980 Okay, it cost me $4,400 to this computer. 498 00:20:28,980 --> 00:20:33,980 And it had a, there was no internet yet. 499 00:20:35,380 --> 00:20:39,580 So I remember I had a line printer and it would go, 500 00:20:39,580 --> 00:20:42,580 bup, bup, bup, bup, bup, bup, bup, bup, bup, bup, bup, bup. 501 00:20:44,100 --> 00:20:45,820 Took about four hours. 502 00:20:45,820 --> 00:20:47,940 Took about four hours to write a letter. 503 00:20:50,460 --> 00:20:51,300 Wow. 504 00:20:51,300 --> 00:20:54,940 And you know, let's talk about return on investment 505 00:20:54,940 --> 00:20:57,620 then on decisions real quick, because you know, 506 00:20:57,620 --> 00:21:00,300 everybody wants an instant return on investment 507 00:21:00,300 --> 00:21:02,100 and there's lots of systems you can implement 508 00:21:02,100 --> 00:21:03,500 to kind of do that, you know, 509 00:21:03,500 --> 00:21:07,020 for whether it's good, bad or ugly that that happens. 510 00:21:07,020 --> 00:21:08,740 You know, it's possible these days, 511 00:21:08,740 --> 00:21:11,500 but my question for you is this, 512 00:21:11,500 --> 00:21:14,380 do you feel that that expense, 513 00:21:14,380 --> 00:21:16,780 the $4,400 you spent on that, 514 00:21:16,780 --> 00:21:20,020 that you got a good return on investment with that decision? 515 00:21:20,020 --> 00:21:21,620 Without a doubt. 516 00:21:21,620 --> 00:21:22,660 Without a doubt. 517 00:21:22,660 --> 00:21:23,500 I love that. 518 00:21:23,500 --> 00:21:24,780 Explain that to those listening. 519 00:21:24,780 --> 00:21:25,620 Who are you? 520 00:21:26,620 --> 00:21:27,460 You know what? 521 00:21:27,460 --> 00:21:30,020 And don't get me wrong, it was a lot of money at the time. 522 00:21:30,020 --> 00:21:30,860 Yeah. 523 00:21:30,860 --> 00:21:32,500 Okay, it was a lot of money. 524 00:21:32,500 --> 00:21:33,540 It's a lot of money today. 525 00:21:33,540 --> 00:21:36,620 That's twice the amount you'd pay for a supercomputer today. 526 00:21:36,620 --> 00:21:38,660 Not supercomputer, but a good computer for your home. 527 00:21:38,660 --> 00:21:40,660 Well, without a doubt. 528 00:21:40,660 --> 00:21:42,780 For me, it was the best investment I ever made. 529 00:21:42,780 --> 00:21:44,900 It wasn't at the time. 530 00:21:44,900 --> 00:21:47,140 But looking back, absolutely. 531 00:21:47,140 --> 00:21:48,220 You know what? 532 00:21:48,220 --> 00:21:53,100 It got me from the pencil and paper, 533 00:21:54,420 --> 00:21:59,220 which a lot of people my age are not littering. 534 00:22:00,220 --> 00:22:02,900 Oh, they can, you know, go on Facebook 535 00:22:02,900 --> 00:22:05,340 and they can answer their emails, but you know what? 536 00:22:05,340 --> 00:22:07,580 They're not computer literate. 537 00:22:07,580 --> 00:22:08,420 Right. 538 00:22:08,420 --> 00:22:09,420 Okay. 539 00:22:09,420 --> 00:22:13,660 Me, I'm pretty well rounded when it comes to these things. 540 00:22:13,660 --> 00:22:14,500 Okay. 541 00:22:14,500 --> 00:22:16,340 And because I've been doing it a lot of years. 542 00:22:16,340 --> 00:22:17,660 I mean, since the 80s. 543 00:22:17,660 --> 00:22:21,300 So, and then I just kept learning 544 00:22:21,300 --> 00:22:23,100 and learning and learning. 545 00:22:23,100 --> 00:22:23,940 Okay. 546 00:22:25,740 --> 00:22:29,100 I figure, you know, the intelligent level of people 547 00:22:29,100 --> 00:22:32,660 in this day and age are the people that are gonna unlearn 548 00:22:32,660 --> 00:22:35,940 what they've already learned and learn something new. 549 00:22:35,940 --> 00:22:36,940 Okay. 550 00:22:36,940 --> 00:22:40,620 And when I say that, this comes back to marketing. 551 00:22:40,620 --> 00:22:43,700 The old ways of marketing, you know, 552 00:22:45,020 --> 00:22:50,020 pushing out cliche content, okay? 553 00:22:51,300 --> 00:22:54,020 To drive sales doesn't work anymore. 554 00:22:55,420 --> 00:22:56,260 Okay. 555 00:22:57,300 --> 00:22:58,540 I don't think it ever did. 556 00:22:58,540 --> 00:22:59,380 But I think a lot of people- 557 00:22:59,380 --> 00:23:00,780 I asked that question too. 558 00:23:00,780 --> 00:23:02,100 I asked myself- 559 00:23:02,100 --> 00:23:05,260 Not people made you think it worked. 560 00:23:05,260 --> 00:23:08,900 You know, it's kind of like a multi-level marketing 561 00:23:08,900 --> 00:23:09,740 opportunity. 562 00:23:09,740 --> 00:23:12,060 I don't have anything against multi-level marketing. 563 00:23:12,060 --> 00:23:13,980 All companies are built in pyramids. 564 00:23:13,980 --> 00:23:15,780 All societies and tribes are. 565 00:23:15,780 --> 00:23:16,620 Okay. 566 00:23:16,620 --> 00:23:17,460 That's not the point. 567 00:23:17,460 --> 00:23:20,340 But if Bill Gates launches a company tomorrow 568 00:23:20,340 --> 00:23:23,540 and everybody joins just because they know it's Bill Gates, 569 00:23:23,540 --> 00:23:27,660 there wasn't actual value added in the process. 570 00:23:27,660 --> 00:23:30,620 So just because a bunch of people claimed Copies King 571 00:23:30,620 --> 00:23:33,460 and were able to produce successful results on it, 572 00:23:33,460 --> 00:23:37,020 because people liked how catchy that saying was, 573 00:23:37,020 --> 00:23:39,660 does not make that copy valuable. 574 00:23:39,660 --> 00:23:40,500 It doesn't. 575 00:23:41,660 --> 00:23:43,300 And you're absolutely right. 576 00:23:44,260 --> 00:23:49,260 Copy has to be based on two primary factors. 577 00:23:49,260 --> 00:23:52,260 Number one, it has to answer a question. 578 00:23:53,340 --> 00:23:55,740 Whether that question is a problem, 579 00:23:55,740 --> 00:23:58,700 whether the question is a feeling or something, 580 00:23:58,700 --> 00:24:00,300 it has to answer a question. 581 00:24:01,180 --> 00:24:02,020 Yeah. 582 00:24:02,020 --> 00:24:05,900 Number two, it has to be built on emotion. 583 00:24:06,900 --> 00:24:08,460 It has to be built around that. 584 00:24:09,380 --> 00:24:10,220 Okay. 585 00:24:11,580 --> 00:24:14,260 You know, this comes back to, again, you know what? 586 00:24:14,260 --> 00:24:18,180 I bring this up because in the 80s, it was just chronic. 587 00:24:18,180 --> 00:24:21,940 We had these little acronyms like ABC, you know, 588 00:24:21,940 --> 00:24:23,940 always be closing. 589 00:24:23,940 --> 00:24:24,780 Yeah. 590 00:24:24,780 --> 00:24:28,180 And, you know, FAB, you know, features, 591 00:24:28,180 --> 00:24:30,940 advantages and benefits. 592 00:24:30,940 --> 00:24:32,260 And you know what? 593 00:24:33,380 --> 00:24:36,340 Coming back to what you were saying earlier, you know, 594 00:24:36,340 --> 00:24:38,180 I don't think these things work anymore. 595 00:24:38,180 --> 00:24:40,740 And I'm not even sure that they ever worked at all. 596 00:24:41,700 --> 00:24:42,900 Okay. 597 00:24:42,900 --> 00:24:45,140 You know, and don't get me wrong, 598 00:24:45,140 --> 00:24:47,180 the zig zigglers of the world, I mean, 599 00:24:48,980 --> 00:24:51,820 they were pushing that stuff in the 80s. 600 00:24:53,780 --> 00:24:56,620 I think the stuff came out of the Fuller-Prush era 601 00:24:56,620 --> 00:24:58,060 in the 1940s. 602 00:24:58,060 --> 00:25:00,660 Okay, and the one thing I found about sales and marketing 603 00:25:02,060 --> 00:25:04,500 is the stuff that was done in the 40s 604 00:25:04,500 --> 00:25:06,660 didn't get retired until the 70s. 605 00:25:08,100 --> 00:25:09,300 Okay. 606 00:25:09,300 --> 00:25:11,140 The stuff they were doing in the 60s 607 00:25:11,140 --> 00:25:13,700 didn't get retired until the 80s. 608 00:25:13,700 --> 00:25:15,460 The stuff they were doing in the 70s 609 00:25:15,460 --> 00:25:18,100 didn't get retired until the 2000s. 610 00:25:18,100 --> 00:25:20,180 There's always this 30-year gap. 611 00:25:20,180 --> 00:25:21,460 Hmm. 612 00:25:21,460 --> 00:25:22,660 Okay. 613 00:25:22,660 --> 00:25:24,020 So, and I mean, today, you know, 614 00:25:24,020 --> 00:25:25,860 I was talking with a gentleman, 615 00:25:25,860 --> 00:25:26,940 and he turned around and he said, 616 00:25:26,940 --> 00:25:28,340 to me, he says, you know what, Randy? 617 00:25:28,340 --> 00:25:29,340 And I said, what's that? 618 00:25:29,340 --> 00:25:33,380 He says, ABC, always be closing. 619 00:25:33,380 --> 00:25:35,380 And I thought, oh my God, it's just about, 620 00:25:35,380 --> 00:25:37,180 I was ready to come through the screen. 621 00:25:38,340 --> 00:25:39,780 Because you know what? 622 00:25:39,780 --> 00:25:41,180 I don't know that it ever did. 623 00:25:42,380 --> 00:25:45,260 My ABCs is always be charitable. 624 00:25:45,260 --> 00:25:46,100 I love it. 625 00:25:46,100 --> 00:25:46,940 Thank you. 626 00:25:46,940 --> 00:25:47,780 Always be charitable. 627 00:25:47,780 --> 00:25:49,780 It's my response as well. 628 00:25:49,780 --> 00:25:50,940 And it's like, you know, it's, 629 00:25:50,940 --> 00:25:52,020 you brought up a good point, 630 00:25:52,020 --> 00:25:55,260 because one of the things that I'm striving to do 631 00:25:55,260 --> 00:25:58,100 with our brand and that I want to emulate 632 00:25:58,100 --> 00:26:01,060 and live in my life is, well, really, 633 00:26:01,060 --> 00:26:02,460 it's about being my best self. 634 00:26:02,460 --> 00:26:04,780 But part of that, what I've seen when I do that 635 00:26:04,780 --> 00:26:07,660 is that it inspires others, right? 636 00:26:07,660 --> 00:26:10,220 So when I utilize that line, 637 00:26:11,180 --> 00:26:15,420 it plants a seed with somebody that might inspire them 638 00:26:15,420 --> 00:26:19,300 to evolve how they approach 639 00:26:19,300 --> 00:26:21,340 that particular business mechanism. 640 00:26:21,340 --> 00:26:24,620 Jaime, do you mind pulling up the power 641 00:26:24,620 --> 00:26:29,620 marketing funnel to share on the screen while we talk? 642 00:26:29,620 --> 00:26:32,140 I'll tell you when to pull it up once you have it loaded. 643 00:26:32,140 --> 00:26:35,900 But I want Randy's take on what we've created with that. 644 00:26:35,900 --> 00:26:36,740 But Randy, go ahead. 645 00:26:36,740 --> 00:26:37,860 You're about to say something. 646 00:26:37,860 --> 00:26:38,700 I can't remember. 647 00:26:38,700 --> 00:26:39,540 See, that's what happened. 648 00:26:39,540 --> 00:26:41,380 It was supposed to be 64. 649 00:26:41,380 --> 00:26:43,220 Right? 650 00:26:43,220 --> 00:26:46,380 I'm hot to tell my friend in that regard. 651 00:26:46,380 --> 00:26:47,900 My memory fails me often. 652 00:26:47,900 --> 00:26:49,500 But the- 653 00:26:49,500 --> 00:26:52,140 Actually, I will say, from now on though, 654 00:26:52,140 --> 00:26:53,340 I am going to use that. 655 00:26:53,340 --> 00:26:55,060 Always be sure. 656 00:26:55,060 --> 00:26:55,900 I love it. 657 00:26:55,900 --> 00:26:56,740 Thanks, brother. 658 00:26:56,740 --> 00:26:57,580 I appreciate that. 659 00:26:57,580 --> 00:26:58,420 I'm glad I can help. 660 00:26:58,420 --> 00:27:01,860 And in 30 seconds, the 30 second version of this, 661 00:27:01,860 --> 00:27:04,620 what's your vision for those that you serve? 662 00:27:05,900 --> 00:27:07,060 Oh, wow. 663 00:27:07,060 --> 00:27:08,100 That's a great question. 664 00:27:10,100 --> 00:27:11,420 I always figured this. 665 00:27:11,420 --> 00:27:13,660 People want two things in life. 666 00:27:15,500 --> 00:27:18,700 Most people, one, they want to be happy. 667 00:27:18,700 --> 00:27:20,140 Do we agree? 668 00:27:20,140 --> 00:27:22,220 Yeah, I'll agree with that. 669 00:27:22,220 --> 00:27:25,140 But let's face it, there's a caveat to that, 670 00:27:25,140 --> 00:27:29,580 is that some people are happiest in their own misery. 671 00:27:32,940 --> 00:27:37,660 Number two, is that every single person 672 00:27:37,660 --> 00:27:40,220 is emotionally connected to their own problems. 673 00:27:41,660 --> 00:27:42,500 Every single- 674 00:27:42,500 --> 00:27:43,580 Emotionally connected what? 675 00:27:43,580 --> 00:27:48,580 To every single person is emotionally connected 676 00:27:48,620 --> 00:27:50,060 to their problems in life. 677 00:27:50,060 --> 00:27:50,900 Okay. 678 00:27:50,900 --> 00:27:51,740 Every single one. 679 00:27:55,860 --> 00:27:59,660 For me, my vision is when I take on a client, 680 00:28:00,820 --> 00:28:01,660 relieve pain. 681 00:28:04,380 --> 00:28:05,420 Okay. 682 00:28:05,420 --> 00:28:09,700 So what do I have to do in order to make that happen? 683 00:28:10,540 --> 00:28:13,660 Now, I think I have a pretty good track record 684 00:28:13,660 --> 00:28:16,860 because my clients tend to stick around. 685 00:28:16,860 --> 00:28:18,940 I have one client's been with me three years, 686 00:28:18,940 --> 00:28:20,860 one's been with me two years, 687 00:28:20,860 --> 00:28:22,580 one client's been with me nine years, 688 00:28:22,580 --> 00:28:24,820 one client's been with me since 92. 689 00:28:26,220 --> 00:28:27,060 Okay. 690 00:28:28,140 --> 00:28:31,020 I don't go around looking for new clients 691 00:28:31,020 --> 00:28:32,980 because my clients stay with me. 692 00:28:33,940 --> 00:28:36,180 Because I always put my client first. 693 00:28:37,060 --> 00:28:38,780 I put their needs ahead of mine. 694 00:28:39,740 --> 00:28:41,660 So if I were gonna give advice to anybody 695 00:28:41,660 --> 00:28:43,180 watching this podcast, 696 00:28:44,380 --> 00:28:46,140 when you put your clients first, 697 00:28:46,140 --> 00:28:49,180 when you put your sights on the money 698 00:28:50,660 --> 00:28:53,420 and the money that you're gonna make, 699 00:28:53,420 --> 00:28:57,020 okay, you're setting yourself up for failure. 700 00:28:59,980 --> 00:29:04,820 Put your focus on your customer's needs. 701 00:29:04,820 --> 00:29:06,420 What did they want? 702 00:29:06,420 --> 00:29:07,580 What do you really want? 703 00:29:07,580 --> 00:29:09,660 What would excite them? 704 00:29:12,260 --> 00:29:14,300 Put yourself in their shoes. 705 00:29:14,300 --> 00:29:19,300 And then deliver what you promise. 706 00:29:20,740 --> 00:29:22,620 And when you do that, 707 00:29:22,620 --> 00:29:23,940 you don't have to worry about money 708 00:29:23,940 --> 00:29:25,500 because the money will follow. 709 00:29:27,900 --> 00:29:28,740 Okay. 710 00:29:29,900 --> 00:29:31,740 But I hear people say, think, well, you know what? 711 00:29:31,740 --> 00:29:32,820 I need that deposit. 712 00:29:32,820 --> 00:29:34,500 I need that deposit to pay my rent. 713 00:29:34,500 --> 00:29:35,820 I mean, you know what? 714 00:29:35,820 --> 00:29:38,140 If you're in that situation, 715 00:29:38,140 --> 00:29:40,060 go out and get a job for a few weeks. 716 00:29:40,060 --> 00:29:41,420 Yes. 717 00:29:41,420 --> 00:29:42,260 Okay. 718 00:29:42,260 --> 00:29:44,100 Go out and get a job for a few weeks. 719 00:29:44,100 --> 00:29:44,940 Okay. 720 00:29:46,420 --> 00:29:49,580 You know, I hear people, they use a buzzword. 721 00:29:50,740 --> 00:29:53,180 Buzzwords are huge right now, right? 722 00:29:53,180 --> 00:29:54,780 Entrepreneur. 723 00:29:54,780 --> 00:29:55,900 Okay. 724 00:29:55,900 --> 00:29:56,900 That's a buzzword. 725 00:29:58,260 --> 00:29:59,500 And I wanna make it very clear. 726 00:29:59,500 --> 00:30:02,820 And I actually heard this from Russell Brunson, 727 00:30:02,820 --> 00:30:04,700 who I'm a very big fan. 728 00:30:04,700 --> 00:30:05,540 Okay. 729 00:30:05,540 --> 00:30:06,860 Don't like click funnels too much, 730 00:30:06,860 --> 00:30:07,700 but I do like them. 731 00:30:07,700 --> 00:30:08,860 Right, but I like Russell. 732 00:30:08,860 --> 00:30:10,180 I'm with you on that. 733 00:30:10,180 --> 00:30:11,580 I like Russell. 734 00:30:11,580 --> 00:30:15,260 And I remember him saying, an entrepreneur is a person 735 00:30:15,260 --> 00:30:19,620 who takes one person's problems and makes it their own. 736 00:30:21,260 --> 00:30:22,180 And I loved that. 737 00:30:23,140 --> 00:30:25,860 So I verified that information. 738 00:30:25,860 --> 00:30:27,540 And actually that's actually true. 739 00:30:27,540 --> 00:30:28,980 It comes from the French, 740 00:30:28,980 --> 00:30:30,900 which originally came from the Greek. 741 00:30:31,860 --> 00:30:34,540 And it means to take one person's problems 742 00:30:34,540 --> 00:30:36,300 and make it your own. 743 00:30:36,300 --> 00:30:38,460 But it has nothing to do with being in business. 744 00:30:38,460 --> 00:30:40,900 It has nothing to do with being making money. 745 00:30:40,900 --> 00:30:43,820 It has nothing to do with any of those things. 746 00:30:43,820 --> 00:30:47,260 It just has to do with taking one person's problems 747 00:30:47,260 --> 00:30:48,460 and making it your own. 748 00:30:49,500 --> 00:30:50,340 Okay. 749 00:30:51,380 --> 00:30:55,260 To me, I'm not a big person to follow up on buzzwords. 750 00:30:55,260 --> 00:30:56,100 I don't like it. 751 00:30:56,940 --> 00:30:57,780 Okay. 752 00:31:00,700 --> 00:31:05,060 I'm a big believer that deliver what you say, 753 00:31:05,060 --> 00:31:07,740 sorry, say what you mean, deliver what you mean. 754 00:31:08,740 --> 00:31:09,580 Yep. 755 00:31:09,580 --> 00:31:11,020 If you do that in your marketing, 756 00:31:12,300 --> 00:31:14,700 you'll always come out ahead. 757 00:31:14,700 --> 00:31:15,860 This is why, you know what? 758 00:31:15,860 --> 00:31:18,540 There's so much irresponsible marketing. 759 00:31:18,540 --> 00:31:23,540 Like, okay, the food industry, the pharmaceutical industry, 760 00:31:24,620 --> 00:31:28,820 the Canadian and the American government, 761 00:31:29,980 --> 00:31:32,140 it's all horrible, horrible marketing. 762 00:31:33,020 --> 00:31:34,820 And I'm sure you would have to agree. 763 00:31:37,300 --> 00:31:39,420 There's lots of room for improvement. 764 00:31:39,420 --> 00:31:43,220 And all entities, everything in this earth 765 00:31:43,220 --> 00:31:47,420 has imperfections and the imperfections hold us back. 766 00:31:50,420 --> 00:31:53,260 Those are fairly new institutions 767 00:31:53,260 --> 00:31:56,100 when you look at the reality of centuries. 768 00:31:57,020 --> 00:31:59,780 So yeah, there's all sorts of problems. 769 00:31:59,780 --> 00:32:03,500 There are always going to be a convoluted nature 770 00:32:03,500 --> 00:32:05,340 of problems that exist, complexities. 771 00:32:05,340 --> 00:32:07,580 So yeah, I agree with that. 772 00:32:07,580 --> 00:32:08,580 I would agree. 773 00:32:08,580 --> 00:32:11,580 Like I said, tell the truth. 774 00:32:11,580 --> 00:32:12,420 Yeah. 775 00:32:12,420 --> 00:32:13,260 Tell the truth. 776 00:32:14,260 --> 00:32:18,260 Be honest with your customer and tell them the truth. 777 00:32:18,260 --> 00:32:20,100 And you know what? 778 00:32:20,100 --> 00:32:22,420 Don't do the things like, 779 00:32:22,420 --> 00:32:24,500 hey, we're going to get you to the top of Google 780 00:32:24,500 --> 00:32:26,300 in 30 days. 781 00:32:27,620 --> 00:32:28,460 Okay. 782 00:32:29,180 --> 00:32:31,220 Be honest with people and tell them. 783 00:32:32,500 --> 00:32:33,340 Right. 784 00:32:33,340 --> 00:32:36,740 You're talking about exploiting the desires. 785 00:32:36,740 --> 00:32:39,020 You know, of an individual, you know, 786 00:32:39,020 --> 00:32:41,020 and kind of being a yes man, you know, 787 00:32:41,020 --> 00:32:43,860 and there's a catch 22 problem that exists 788 00:32:43,860 --> 00:32:45,500 between marketers and entrepreneurs. 789 00:32:45,500 --> 00:32:47,020 So that we won't, I don't want to derail 790 00:32:47,020 --> 00:32:48,500 your thoughts on this or go that way. 791 00:32:48,500 --> 00:32:51,900 But I would say the one thing I would add, 792 00:32:51,900 --> 00:32:53,700 and from my perspective on this, 793 00:32:53,700 --> 00:32:55,060 and I'm seeing you right and wrong, 794 00:32:55,060 --> 00:32:56,740 it's just mine and yours is, 795 00:32:56,740 --> 00:33:00,700 I like to say what you mean and do what you say reality. 796 00:33:00,700 --> 00:33:03,940 And you use the word that is kind of a buzzword these days. 797 00:33:03,940 --> 00:33:05,740 And I use it too. 798 00:33:05,740 --> 00:33:07,060 I caught myself when I did, 799 00:33:07,060 --> 00:33:11,060 which is you said it will always lead to success. 800 00:33:11,060 --> 00:33:13,540 And my thought was God willing. 801 00:33:14,980 --> 00:33:17,780 And so, you know, and that's, 802 00:33:17,780 --> 00:33:19,940 I know that's what you're trying to prepare people 803 00:33:19,940 --> 00:33:23,380 to understand is that, you know, 804 00:33:23,380 --> 00:33:26,820 there aren't guarantees, you know, of success. 805 00:33:26,820 --> 00:33:27,940 There aren't guarantees. 806 00:33:27,940 --> 00:33:29,700 You're not guaranteed to get a reward 807 00:33:29,700 --> 00:33:32,060 just because some marketer or somebody told you 808 00:33:32,060 --> 00:33:33,700 that's going to be your outcome. 809 00:33:33,700 --> 00:33:36,500 There are lots of factors that go into it. 810 00:33:36,500 --> 00:33:38,900 But if you play by great principles, 811 00:33:38,900 --> 00:33:39,740 to have the success, 812 00:33:39,740 --> 00:33:44,420 to have the outcome that's meant for you in your situation. 813 00:33:44,420 --> 00:33:47,500 And ideally, if you put the right formula together, 814 00:33:47,500 --> 00:33:50,900 then that formula should lead you to financial success. 815 00:33:50,900 --> 00:33:54,540 And that aspect of happiness you're talking about too. 816 00:33:54,540 --> 00:33:57,940 Absolutely, you know, it's funny. 817 00:33:57,940 --> 00:34:00,340 I, just before you go, 818 00:34:00,340 --> 00:34:02,300 because I know there's a party coming up, 819 00:34:02,300 --> 00:34:04,700 and I know there's a part here you want to move on to, 820 00:34:04,700 --> 00:34:06,020 but you know, 821 00:34:08,260 --> 00:34:10,620 I remember my mother said to me, you know, 822 00:34:10,620 --> 00:34:13,380 she said, Randy, money will never make you happy. 823 00:34:13,380 --> 00:34:14,940 And I could never understand that. 824 00:34:14,940 --> 00:34:18,140 But she, okay, didn't get it. 825 00:34:18,140 --> 00:34:19,860 Yeah, of course it would make me happy. 826 00:34:19,860 --> 00:34:21,700 I need more money. 827 00:34:21,700 --> 00:34:24,300 And, but as I got older, 828 00:34:24,300 --> 00:34:27,180 I started realizing that it's not money 829 00:34:27,180 --> 00:34:29,460 that makes you, doesn't make the man. 830 00:34:29,460 --> 00:34:30,300 Okay. 831 00:34:32,300 --> 00:34:35,700 A person turns around and wins a million dollars. 832 00:34:35,700 --> 00:34:36,540 Are they going to be happy? 833 00:34:36,540 --> 00:34:38,380 No, they're just going to be a miserable person 834 00:34:38,380 --> 00:34:39,700 with a million dollars. 835 00:34:39,700 --> 00:34:40,540 Okay. 836 00:34:42,540 --> 00:34:46,540 Because the money doesn't make the person, you know, 837 00:34:46,540 --> 00:34:48,740 how you feel inside you, 838 00:34:50,220 --> 00:34:52,660 is what changes. 839 00:34:52,660 --> 00:34:56,260 And I think when people go through that transition, 840 00:34:56,260 --> 00:34:59,380 and they start to realize that people are going to be happy, 841 00:34:59,380 --> 00:35:03,580 that what you say and how you speak 842 00:35:03,580 --> 00:35:08,580 and what you do really affects the world. 843 00:35:10,740 --> 00:35:13,300 It affects the world, it affects people around you. 844 00:35:14,780 --> 00:35:18,100 You've brought a lot on the show today that inspires me. 845 00:35:18,100 --> 00:35:21,140 Grateful for the, again, that experience, 846 00:35:21,140 --> 00:35:25,700 just the depth of wisdom that comes from experience in life, 847 00:35:25,700 --> 00:35:27,300 you know, and I appreciate that. 848 00:35:27,300 --> 00:35:30,420 And so I look forward to having a long-term friendship. 849 00:35:31,380 --> 00:35:34,060 If you want to share one other thing, go ahead. 850 00:35:34,060 --> 00:35:35,580 I said me too. 851 00:35:35,580 --> 00:35:37,140 Good, good, awesome. 852 00:35:37,140 --> 00:35:38,500 We're off, we're on a roll. 853 00:35:39,340 --> 00:35:40,380 I want to share one more point 854 00:35:40,380 --> 00:35:44,180 that may be of inspiration with you. 855 00:35:44,180 --> 00:35:48,060 I've had some really great marketing concepts. 856 00:35:48,060 --> 00:35:52,220 I call them revelations and they mean a lot to me. 857 00:35:52,220 --> 00:35:54,220 And they mean a lot to me in the aspect 858 00:35:54,220 --> 00:35:57,660 that I want other marketers as well to scrutinize them, 859 00:35:57,660 --> 00:36:00,140 you know, and help make sure that we're on track 860 00:36:00,140 --> 00:36:05,140 because we have the opportunity to shift the tides, 861 00:36:05,260 --> 00:36:06,180 change the landscape. 862 00:36:06,180 --> 00:36:09,620 There's 96% of businesses failing over a 10-year period. 863 00:36:09,620 --> 00:36:10,860 That's awful. 864 00:36:10,860 --> 00:36:13,700 4% success rate is not a good thing. 865 00:36:15,140 --> 00:36:16,900 We need to be raising the bar and the standard 866 00:36:16,900 --> 00:36:18,460 on what we provide in order to make that happen. 867 00:36:18,460 --> 00:36:22,580 So one concept is we're often taught 868 00:36:22,580 --> 00:36:24,780 there's two reasons people buy, right? 869 00:36:24,780 --> 00:36:27,180 Back to the ABC style info, right? 870 00:36:27,180 --> 00:36:30,820 And that's pain and pleasure. 871 00:36:30,820 --> 00:36:31,660 But- 872 00:36:31,660 --> 00:36:32,900 If they need it, what they want. 873 00:36:32,900 --> 00:36:36,780 With entrepreneurship, it's inspired me to think higher 874 00:36:36,780 --> 00:36:38,700 and realize, well, wait a second. 875 00:36:38,700 --> 00:36:40,700 The elites that I've studied in the world 876 00:36:40,700 --> 00:36:44,500 have disciplined themselves to ignore pain 877 00:36:44,500 --> 00:36:48,620 and to forsake pleasure in order to drive purpose. 878 00:36:48,620 --> 00:36:51,780 I think that purpose is the greater incentive, 879 00:36:51,780 --> 00:36:54,940 especially when you're looking to work with people 880 00:36:54,940 --> 00:36:56,700 who are aspiring to do greater things. 881 00:36:56,700 --> 00:36:58,340 And that goes back to your inspiration card. 882 00:36:58,340 --> 00:37:01,140 If you don't mind, Jaime, you can pull up the screen now. 883 00:37:02,540 --> 00:37:04,420 You're familiar with the marketing funnel. 884 00:37:04,420 --> 00:37:05,900 And anybody who's listening right now, 885 00:37:05,900 --> 00:37:09,740 the marketing funnel consists of awareness, 886 00:37:09,740 --> 00:37:13,740 interest, consideration, intent, evaluation, and purchase. 887 00:37:13,740 --> 00:37:17,780 And this funnel is built with so many flaws 888 00:37:17,780 --> 00:37:18,620 and holes in it. 889 00:37:18,620 --> 00:37:21,740 And it's the standard that's taught in universities 890 00:37:21,740 --> 00:37:23,380 and everywhere you go, you look online, 891 00:37:23,380 --> 00:37:24,220 you look at marketing funnel, 892 00:37:24,220 --> 00:37:27,860 you're gonna find that exact funnel process. 893 00:37:27,860 --> 00:37:30,500 And marketers think it's the best thing since sliced bread. 894 00:37:30,500 --> 00:37:31,460 And I think it's great. 895 00:37:31,460 --> 00:37:32,300 It's awesome. 896 00:37:32,300 --> 00:37:36,660 But what I realized last year was it's only the questions. 897 00:37:36,660 --> 00:37:39,100 Those are just the questions of, 898 00:37:39,100 --> 00:37:40,500 okay, it leaves you with a question of like, 899 00:37:40,500 --> 00:37:42,580 well, how do I drive awareness? 900 00:37:42,580 --> 00:37:44,380 How do I drive interest? 901 00:37:44,380 --> 00:37:46,580 How do I get people to consider my offer? 902 00:37:46,580 --> 00:37:48,260 How do I get people to have intent? 903 00:37:48,260 --> 00:37:49,660 And I don't see anybody answering that 904 00:37:49,660 --> 00:37:50,660 in stream-line fashion. 905 00:37:50,660 --> 00:37:52,860 And bam, one day it hit me. 906 00:37:52,860 --> 00:37:55,700 I was showering and it hit me. 907 00:37:55,700 --> 00:37:57,100 This process of, well, wait a second. 908 00:37:57,100 --> 00:38:00,020 If you wanna draw awareness, knock, knock, knock, 909 00:38:00,020 --> 00:38:02,820 you gotta intrigue somebody. 910 00:38:02,820 --> 00:38:04,500 And if you intrigue them, 911 00:38:04,500 --> 00:38:07,060 if you want them to be interested in you, 912 00:38:07,060 --> 00:38:08,380 you have to attract them. 913 00:38:09,300 --> 00:38:12,220 And if you want to get them to consider 914 00:38:12,220 --> 00:38:14,780 what it is you're doing, you gotta inspire them. 915 00:38:14,780 --> 00:38:16,980 And in order for them to have intent, 916 00:38:16,980 --> 00:38:18,180 so for instance, my daughter, 917 00:38:18,180 --> 00:38:20,140 let's say she knocks on the door, right? 918 00:38:20,140 --> 00:38:21,500 I don't know, it's her, I turn around. 919 00:38:21,500 --> 00:38:23,380 That's my daughter, she's got a plate full of cookies, 920 00:38:23,380 --> 00:38:26,220 Randy, and now I'm like, oh, now I'm interested. 921 00:38:26,220 --> 00:38:28,820 You know, and she comes up and she says, you know, 922 00:38:28,820 --> 00:38:30,580 and I can smell them. 923 00:38:30,580 --> 00:38:31,900 And now I'm starting to consider like, 924 00:38:31,900 --> 00:38:33,380 oh, are these for me? 925 00:38:33,380 --> 00:38:34,220 Right? 926 00:38:34,220 --> 00:38:36,180 And in order for me to have intent though, 927 00:38:36,180 --> 00:38:37,700 like she's gotta invite me to take action. 928 00:38:37,700 --> 00:38:39,660 I'm just gonna take her cookies from her. 929 00:38:39,660 --> 00:38:41,420 And she might say, hey, dad, you want a cookie? 930 00:38:41,420 --> 00:38:42,260 Right. 931 00:38:42,260 --> 00:38:43,100 Right? 932 00:38:43,100 --> 00:38:45,020 And I say, yeah. 933 00:38:45,020 --> 00:38:48,140 And she says, okay, well, it's $10 per cookie. 934 00:38:49,100 --> 00:38:49,940 There you go. 935 00:38:49,940 --> 00:38:51,620 Oh, she made an offer, right? 936 00:38:51,620 --> 00:38:55,380 So now I'm evaluating like, whoa, $10 for a cookie. 937 00:38:55,380 --> 00:38:59,340 You know, and she might decide to support me in the process 938 00:38:59,340 --> 00:39:00,900 of, well, I can do it for $2, you know, 939 00:39:00,900 --> 00:39:01,900 that's what you have. 940 00:39:01,900 --> 00:39:04,100 Or she might, based on scarcity, 941 00:39:04,100 --> 00:39:06,300 she might say, you know what, dad, 942 00:39:06,300 --> 00:39:08,740 how about I go give these to the neighbors? 943 00:39:08,740 --> 00:39:11,020 You know, I can just do a service project instead. 944 00:39:11,020 --> 00:39:12,500 It's okay, you don't have to pay me. 945 00:39:12,500 --> 00:39:14,300 But there's this process of support 946 00:39:14,300 --> 00:39:16,500 and there's this dependability that needs to exist. 947 00:39:16,500 --> 00:39:19,140 And there's, again, urgency that may be baked 948 00:39:19,140 --> 00:39:22,180 into the equation, but this process that you're seeing, 949 00:39:22,180 --> 00:39:23,980 that power marketing fund on the left-hand side, 950 00:39:23,980 --> 00:39:25,540 it's way too small to see. 951 00:39:27,060 --> 00:39:29,980 Again, you mentioned that inspiration process 952 00:39:29,980 --> 00:39:31,500 and I couldn't help but bring this up 953 00:39:31,500 --> 00:39:35,140 because I haven't shared this with the world at scale yet. 954 00:39:35,140 --> 00:39:37,020 But I'd love to know, what are your thoughts? 955 00:39:37,020 --> 00:39:39,820 Are there, what do you think about this 956 00:39:39,820 --> 00:39:41,780 in terms of answers and questions 957 00:39:41,780 --> 00:39:44,300 and improving the marketing funnel? 958 00:39:44,300 --> 00:39:46,780 Okay, so I'm glad you asked that. 959 00:39:48,460 --> 00:39:53,460 The question awareness and intrigue, okay? 960 00:39:55,580 --> 00:39:57,620 Let's talk about intrigue. 961 00:39:57,620 --> 00:39:58,820 Yeah. 962 00:39:58,820 --> 00:40:00,420 What is your intrigue based on? 963 00:40:02,020 --> 00:40:03,140 My intrigue? 964 00:40:03,140 --> 00:40:05,300 No, I'm asking just in general here. 965 00:40:05,300 --> 00:40:06,740 Oh, in general. 966 00:40:06,740 --> 00:40:09,100 Usually there's an occurrence. 967 00:40:09,100 --> 00:40:13,500 You're answering the awareness question with intrigue. 968 00:40:13,500 --> 00:40:15,820 The awareness question is based on what? 969 00:40:18,740 --> 00:40:23,220 Look, what I'm trying to get at here 970 00:40:23,220 --> 00:40:27,220 is that when I go through a process of evaluation 971 00:40:28,780 --> 00:40:32,900 for a product, I'm gonna sit down and I'm gonna write down, 972 00:40:32,900 --> 00:40:37,900 what is the product? 973 00:40:39,140 --> 00:40:42,140 What are the problems associated with that product? 974 00:40:43,940 --> 00:40:45,460 What product, your product, 975 00:40:45,460 --> 00:40:47,620 what problems does it solve? 976 00:40:49,700 --> 00:40:52,300 It's gonna be the problems that you solve. 977 00:40:53,300 --> 00:40:55,740 So we're gonna make a list of those problems. 978 00:40:56,980 --> 00:40:59,020 And there's gonna be some that are gonna be very apparent, 979 00:40:59,020 --> 00:41:02,980 some of them that are not gonna be quite as apparent. 980 00:41:02,980 --> 00:41:05,220 And maybe you have to go to the client and say, 981 00:41:05,220 --> 00:41:07,620 listen, what products did you, 982 00:41:07,620 --> 00:41:10,060 what problems did your product solve? 983 00:41:10,060 --> 00:41:11,460 They'll give you a few more. 984 00:41:12,740 --> 00:41:14,860 How does that make people feel? 985 00:41:16,340 --> 00:41:19,100 If you've got a problem, how does that make you feel? 986 00:41:19,100 --> 00:41:22,140 And what emotions are tied to that feel? 987 00:41:24,100 --> 00:41:25,420 Okay. 988 00:41:25,420 --> 00:41:28,060 Now there are sub emotions 989 00:41:28,060 --> 00:41:29,660 that can be tied to the emotion. 990 00:41:31,220 --> 00:41:32,140 Okay. 991 00:41:32,140 --> 00:41:37,140 So two little emotions make up one kind of bigger emotion 992 00:41:38,300 --> 00:41:40,900 and maybe two of those emotions together 993 00:41:40,900 --> 00:41:43,420 of the bigger emotions give you a feeling, 994 00:41:43,420 --> 00:41:47,340 a feeling of happiness, a feeling of sadness. 995 00:41:47,340 --> 00:41:49,540 So how does it make you feel? 996 00:41:49,540 --> 00:41:52,300 And what are the emotions that are tied to that? 997 00:41:52,300 --> 00:41:53,660 So I wanna make a note of that 998 00:41:53,660 --> 00:41:55,300 for each one of those questions. 999 00:41:55,300 --> 00:41:57,900 Then on the other side, I'm gonna write down, 1000 00:42:00,380 --> 00:42:02,540 how are you gonna feel after you buy? 1001 00:42:06,460 --> 00:42:11,460 Well, I'm gonna feel great because this is the reason my, 1002 00:42:11,540 --> 00:42:14,860 you know, this was my problem, this is my resolution. 1003 00:42:14,860 --> 00:42:17,260 What is the resolution? 1004 00:42:17,260 --> 00:42:19,260 How does the resolution make you feel? 1005 00:42:20,580 --> 00:42:23,620 And what sort of emotions are tied to that feeling? 1006 00:42:23,620 --> 00:42:27,780 What kind of emotions are tied to that feeling resolution? 1007 00:42:27,780 --> 00:42:30,420 So I'm gonna kind of work with those 1008 00:42:30,420 --> 00:42:31,700 and I'm gonna play with them 1009 00:42:31,700 --> 00:42:36,220 because I wanna find out what the common threads are 1010 00:42:36,220 --> 00:42:37,260 between them all. 1011 00:42:38,020 --> 00:42:41,500 And you see, when you answer a question like that, 1012 00:42:41,500 --> 00:42:42,660 you turn around and you say, 1013 00:42:42,660 --> 00:42:44,540 well, look, if I know what the problem is 1014 00:42:44,540 --> 00:42:47,140 and I know why you're feeling the way you are, 1015 00:42:47,140 --> 00:42:50,780 and I know what emotions are driving those feelings, 1016 00:42:50,780 --> 00:42:54,140 I'm gonna go to the table and I start writing my copy. 1017 00:42:54,140 --> 00:42:56,100 My copy now is based on that. 1018 00:42:59,220 --> 00:43:00,820 My copy is based on that. 1019 00:43:01,980 --> 00:43:06,980 So I can drive intrigue, okay? 1020 00:43:07,060 --> 00:43:09,100 And I can drive awareness. 1021 00:43:09,100 --> 00:43:09,940 Yeah. 1022 00:43:11,620 --> 00:43:15,620 But if I've got the emotions and the guy turns around, 1023 00:43:15,620 --> 00:43:17,860 I say, oh my God, man, I'm feeling that way. 1024 00:43:17,860 --> 00:43:22,860 Oh yeah, you ever read a book, a great author, 1025 00:43:23,500 --> 00:43:26,540 and you'll turn around, you'll write something in the book 1026 00:43:26,540 --> 00:43:28,420 and you'll go, oh my God, I feel it. 1027 00:43:29,620 --> 00:43:31,300 This is the reason we go to the movies. 1028 00:43:31,300 --> 00:43:33,660 This is the reason we read a good book. 1029 00:43:33,660 --> 00:43:34,740 We wanna feel. 1030 00:43:35,780 --> 00:43:36,860 Yeah. 1031 00:43:36,860 --> 00:43:40,460 Your content must make me feel. 1032 00:43:42,100 --> 00:43:45,340 It must make me feel angry, it must make me feel happy, 1033 00:43:45,340 --> 00:43:46,740 it must make me feel scared, 1034 00:43:46,740 --> 00:43:49,060 it must make me feel annoyed. 1035 00:43:49,060 --> 00:43:52,820 It doesn't matter, but it has to make me feel. 1036 00:43:52,820 --> 00:43:55,060 Otherwise, it's just words on a paper 1037 00:43:55,060 --> 00:43:58,060 or words on a screen, it means nothing. 1038 00:43:59,300 --> 00:44:02,220 It's the emotion that drives our decisions, nothing more. 1039 00:44:03,940 --> 00:44:05,780 And I have been saying that for years. 1040 00:44:05,780 --> 00:44:10,100 And the big thing is that everybody wants 1041 00:44:10,100 --> 00:44:12,140 to go the easy way, Jackson. 1042 00:44:12,140 --> 00:44:15,460 The easy way is, well, you know what? 1043 00:44:16,500 --> 00:44:17,820 Maybe somebody will buy. 1044 00:44:18,980 --> 00:44:22,780 I'll just throw out some copy and maybe somebody will buy. 1045 00:44:23,740 --> 00:44:24,740 And maybe they will. 1046 00:44:26,500 --> 00:44:28,300 But are you really doing justice 1047 00:44:28,300 --> 00:44:30,460 for the people that are buying from you? 1048 00:44:32,380 --> 00:44:34,100 I want people to feel what I feel. 1049 00:44:35,420 --> 00:44:36,820 And the more I look at a product, 1050 00:44:36,820 --> 00:44:41,100 the more I look at the problems that people have. 1051 00:44:41,100 --> 00:44:45,260 The more I become engulfed in that product 1052 00:44:45,260 --> 00:44:47,860 or that service or that person. 1053 00:44:49,500 --> 00:44:50,340 Okay? 1054 00:44:50,340 --> 00:44:51,180 Yep. 1055 00:44:52,380 --> 00:44:56,380 Like, I look at your vision pros, okay? 1056 00:44:56,380 --> 00:45:00,180 I wrote down CapShow, I wrote down IconMaker, 1057 00:45:00,180 --> 00:45:02,140 I wrote down Water Project. 1058 00:45:02,140 --> 00:45:02,980 Why? 1059 00:45:02,980 --> 00:45:05,260 Because I'm gonna give money to Water Project. 1060 00:45:05,260 --> 00:45:06,780 I'm gonna check out IconMaker 1061 00:45:06,780 --> 00:45:08,580 and CapShow I'm gonna do something else. 1062 00:45:08,580 --> 00:45:11,180 I feel what you feel. 1063 00:45:11,180 --> 00:45:12,780 Yeah, makes sense. 1064 00:45:12,780 --> 00:45:14,100 I feel what you feel. 1065 00:45:14,100 --> 00:45:18,100 This is why we built, this is how relationships are built. 1066 00:45:20,100 --> 00:45:22,460 I have never shaken your hand, have I? 1067 00:45:22,460 --> 00:45:24,100 Nope, not yet. 1068 00:45:24,100 --> 00:45:25,260 But man, I like you. 1069 00:45:25,260 --> 00:45:27,740 I think you're a hell of a nice guy. 1070 00:45:28,900 --> 00:45:29,740 Okay? 1071 00:45:29,740 --> 00:45:31,740 And you seem like the kind of person 1072 00:45:31,740 --> 00:45:33,460 I would wanna get to know. 1073 00:45:33,460 --> 00:45:34,700 Right. 1074 00:45:34,700 --> 00:45:36,540 Now this is the part where you're supposed to say, 1075 00:45:36,540 --> 00:45:39,540 Randy, you look like the kind of person I'd like to be. 1076 00:45:39,540 --> 00:45:42,900 I gotta leave people on the edge of their seat 1077 00:45:42,900 --> 00:45:44,140 for the show, Randy. 1078 00:45:44,140 --> 00:45:44,980 True. 1079 00:45:44,980 --> 00:45:49,060 I've already said that earlier. 1080 00:45:49,060 --> 00:45:52,060 So that was a whole long-term friendship aspect. 1081 00:45:52,060 --> 00:45:53,620 Absolutely. 1082 00:45:53,620 --> 00:45:56,460 For me, it's connecting. 1083 00:45:56,460 --> 00:46:01,460 If your copy, if your video, if your imagery, 1084 00:46:01,460 --> 00:46:04,900 whatever it is you're doing connects with the show, 1085 00:46:04,900 --> 00:46:07,940 whatever you're doing connects with me, 1086 00:46:07,940 --> 00:46:09,540 I'm gonna buy it. 1087 00:46:09,540 --> 00:46:12,300 But you need to put in the legwork. 1088 00:46:12,300 --> 00:46:15,580 You gotta put in the legwork to learn it. 1089 00:46:15,580 --> 00:46:17,620 You can't just say, oh, this is a great product. 1090 00:46:17,620 --> 00:46:19,460 I think I'll market it tomorrow. 1091 00:46:19,460 --> 00:46:20,700 It just doesn't work. 1092 00:46:22,060 --> 00:46:26,340 So let's wrap up because we are over time. 1093 00:46:26,340 --> 00:46:28,380 And I know Jaime, I'm probably keeping Jaime 1094 00:46:28,380 --> 00:46:29,860 a little bit late right now too. 1095 00:46:29,860 --> 00:46:33,540 But I wanna give you one final opportunity 1096 00:46:33,540 --> 00:46:35,060 for this particular show. 1097 00:46:35,060 --> 00:46:37,180 And I think we could bring you back in the future, Randy. 1098 00:46:37,180 --> 00:46:40,180 I know there's other opportunities for both of us 1099 00:46:40,180 --> 00:46:42,540 to collaborate on different opportunities. 1100 00:46:42,540 --> 00:46:46,140 And I see an extreme value. 1101 00:46:46,140 --> 00:46:48,580 And again, the wisdom that you have, 1102 00:46:48,580 --> 00:46:50,100 it's kind of like publishing a book. 1103 00:46:50,100 --> 00:46:53,340 You wanna go to a publisher that's going to slice 1104 00:46:53,340 --> 00:46:54,900 through all the plot holes. 1105 00:46:54,900 --> 00:46:56,660 I'm gonna tell you, this is not gonna work. 1106 00:46:56,660 --> 00:46:57,500 This is not gonna work. 1107 00:46:57,500 --> 00:46:58,340 This is not gonna work. 1108 00:46:58,340 --> 00:47:01,580 But of course, embrace and appreciate the value 1109 00:47:01,580 --> 00:47:03,100 of what you've created. 1110 00:47:03,100 --> 00:47:05,220 And because of your experience, 1111 00:47:05,220 --> 00:47:06,740 you're gonna see things like that. 1112 00:47:06,740 --> 00:47:08,420 And you're gonna know like that would save them time. 1113 00:47:08,420 --> 00:47:10,340 That's gonna relieve pain. 1114 00:47:10,340 --> 00:47:12,820 By the way, one final plug before I go there. 1115 00:47:12,820 --> 00:47:15,820 Ryan Giordano, who we hosted last week, 1116 00:47:15,820 --> 00:47:19,300 who gave the number one answer in my opinion 1117 00:47:19,300 --> 00:47:23,740 for a question I put out to hundreds of leaders 1118 00:47:23,740 --> 00:47:26,940 about what are some of the struggles 1119 00:47:26,940 --> 00:47:29,380 taking place in leadership right now. 1120 00:47:29,380 --> 00:47:31,820 He said the exact same thing. 1121 00:47:31,820 --> 00:47:33,500 His vision is to relieve pain. 1122 00:47:34,380 --> 00:47:36,140 And he almost said it with a little trepidation. 1123 00:47:36,140 --> 00:47:38,780 I was like, brother, that is powerful. 1124 00:47:38,780 --> 00:47:40,700 And so Ryan Giordano, 1125 00:47:40,700 --> 00:47:42,580 I hope you guys get a chance to connect afterwards. 1126 00:47:42,580 --> 00:47:44,860 But my question for you, Randy, is this. 1127 00:47:44,860 --> 00:47:48,740 If there was a scenario where you could come in 1128 00:47:50,580 --> 00:47:55,580 with your strengths and make change, right? 1129 00:47:56,140 --> 00:47:59,980 Be able to make immediate change and impact, 1130 00:47:59,980 --> 00:48:04,420 what does that company or entrepreneur look like 1131 00:48:04,420 --> 00:48:06,300 in less than 45 seconds? 1132 00:48:06,300 --> 00:48:07,900 What's the situation? 1133 00:48:07,900 --> 00:48:09,260 What are they facing? 1134 00:48:09,260 --> 00:48:10,860 What are the opportunities you can come in 1135 00:48:10,860 --> 00:48:11,900 and help them resolve? 1136 00:48:11,900 --> 00:48:13,340 What are you gonna look at? 1137 00:48:13,340 --> 00:48:14,700 Can you imagine that? 1138 00:48:14,700 --> 00:48:17,180 Yeah, because I do it all the time. 1139 00:48:17,180 --> 00:48:19,020 I look at the owner. 1140 00:48:19,020 --> 00:48:19,860 The owner? 1141 00:48:19,860 --> 00:48:21,540 I look at the owner of the company. 1142 00:48:21,540 --> 00:48:23,580 Who's leading the company? 1143 00:48:23,580 --> 00:48:25,380 And how does he lead? 1144 00:48:25,380 --> 00:48:30,100 Does he lead by here or does he lead from here? 1145 00:48:30,100 --> 00:48:35,100 And if you are, I'm a big believer 1146 00:48:36,020 --> 00:48:41,020 that what happens in here controls what's out there. 1147 00:48:41,940 --> 00:48:43,740 If you're sick, fix what's here. 1148 00:48:45,340 --> 00:48:46,940 If you're sick, fix what's here. 1149 00:48:46,940 --> 00:48:48,700 When you fix what's here, everything out there, 1150 00:48:48,700 --> 00:48:50,420 it'll figure itself out. 1151 00:48:50,420 --> 00:48:52,580 You're talking about fix what's in your heart. 1152 00:48:52,580 --> 00:48:53,420 What's in yourself. 1153 00:48:53,420 --> 00:48:54,380 Fix what's in your heart. 1154 00:48:54,380 --> 00:48:56,220 Fix what's up here. 1155 00:48:56,220 --> 00:48:57,060 Fix what's here. 1156 00:48:57,060 --> 00:48:59,980 And in your mind, internally, fixing what's internal. 1157 00:48:59,980 --> 00:49:02,420 I'm voicing that for those who aren't watching the video. 1158 00:49:02,420 --> 00:49:03,260 Oh, okay. 1159 00:49:03,260 --> 00:49:05,780 So, fix what's in here. 1160 00:49:06,740 --> 00:49:08,140 Okay? 1161 00:49:08,140 --> 00:49:10,660 You wanna lead great, you lead with your heart. 1162 00:49:12,540 --> 00:49:13,620 Okay? 1163 00:49:13,620 --> 00:49:15,180 Because it's your heart, 1164 00:49:16,100 --> 00:49:18,580 your heart-mind combination that makes it work. 1165 00:49:18,580 --> 00:49:23,580 And it comes back from a gospel of St. Thomas. 1166 00:49:23,580 --> 00:49:25,500 And Thomas was a disciple of Jesus. 1167 00:49:25,500 --> 00:49:27,900 He was actually a good friend of his growing up. 1168 00:49:29,100 --> 00:49:34,100 And Thomas turns around and Jesus says to Thomas, 1169 00:49:34,180 --> 00:49:38,380 he says, well, he says, how do I move mountains? 1170 00:49:39,260 --> 00:49:40,660 Jesus says to him, he says, 1171 00:49:42,940 --> 00:49:44,300 what you have in here, 1172 00:49:45,140 --> 00:49:47,700 what you think and you desire in your mind, 1173 00:49:49,380 --> 00:49:52,060 and what you feel in your heart. 1174 00:49:52,060 --> 00:49:54,020 And he says, when the two become one, 1175 00:49:54,900 --> 00:49:57,140 ask the mountain to move and it will move. 1176 00:49:59,060 --> 00:50:00,940 And I relate this to prayer. 1177 00:50:02,900 --> 00:50:04,980 We're all taught that get down on your knees, 1178 00:50:04,980 --> 00:50:07,540 put your hands together and talk to God. 1179 00:50:07,540 --> 00:50:08,500 Well, you know what? 1180 00:50:10,900 --> 00:50:12,740 In that scenario, God's not listening. 1181 00:50:14,540 --> 00:50:18,900 Because it's the mind and the heart has to come together. 1182 00:50:18,900 --> 00:50:23,900 And when those come together, God listens. 1183 00:50:26,580 --> 00:50:29,780 And to me, this is the same as everything in life. 1184 00:50:29,780 --> 00:50:32,020 And when I go into a new client, 1185 00:50:33,620 --> 00:50:35,020 matter of fact, I went to the pizza guy 1186 00:50:35,020 --> 00:50:38,060 or the burger guy yesterday, I'm talking to this stuff. 1187 00:50:38,060 --> 00:50:41,500 And he started to get it. 1188 00:50:42,980 --> 00:50:44,100 Because you know what? 1189 00:50:45,820 --> 00:50:47,260 When you worry, 1190 00:50:47,260 --> 00:50:49,420 and because usually people that call me, 1191 00:50:50,820 --> 00:50:54,340 they'll say, oh, well, I need marketing, I gotta have it. 1192 00:50:58,500 --> 00:51:00,260 Nobody plans for this. 1193 00:51:02,300 --> 00:51:04,780 They call me up and they'll say, well, can you come in? 1194 00:51:04,780 --> 00:51:05,740 You know what? 1195 00:51:05,740 --> 00:51:09,260 We spent $10,000 on our website. 1196 00:51:09,260 --> 00:51:13,780 We spent $15,000 on social media posting. 1197 00:51:13,780 --> 00:51:17,580 And of course, I always tell them, 1198 00:51:17,580 --> 00:51:19,460 what research did you do on your website? 1199 00:51:19,460 --> 00:51:22,580 Oh, no, no, no, no, we just put up a website. 1200 00:51:22,580 --> 00:51:23,420 Yeah, okay. 1201 00:51:23,420 --> 00:51:25,420 So I always tell my clients, 1202 00:51:25,420 --> 00:51:28,260 you don't start with the website, you end with the website. 1203 00:51:28,260 --> 00:51:31,260 You don't start with social media, you end with social media. 1204 00:51:33,420 --> 00:51:35,180 You do your research first. 1205 00:51:35,180 --> 00:51:37,220 Anyway, long and the short of it, 1206 00:51:37,220 --> 00:51:42,220 with a leader, I wanna know that your deliverable is here. 1207 00:51:43,460 --> 00:51:44,620 This is your deliverable. 1208 00:51:45,820 --> 00:51:47,620 Lead with your heart. 1209 00:51:48,500 --> 00:51:49,980 And people will follow. 1210 00:51:52,660 --> 00:51:54,300 Lead with your mouth. 1211 00:51:56,460 --> 00:51:58,660 And people will resent you. 1212 00:52:00,020 --> 00:52:01,660 And this has been a fact my whole life 1213 00:52:01,660 --> 00:52:04,420 because I've run a couple of big organizations. 1214 00:52:04,420 --> 00:52:07,740 And when I was younger, and I remember one time 1215 00:52:07,740 --> 00:52:11,020 I had telemarketers working for me. 1216 00:52:12,020 --> 00:52:15,820 And I had a girl, Michelle Bauer, nice girl. 1217 00:52:15,820 --> 00:52:16,940 She worked for me and she said, 1218 00:52:16,940 --> 00:52:19,380 the only thing I can hear over and above your, 1219 00:52:20,820 --> 00:52:23,500 over and above all the callers is you screaming. 1220 00:52:25,180 --> 00:52:28,020 And it was all about stress, it was all about worry. 1221 00:52:28,020 --> 00:52:29,100 How am I gonna pay my bills? 1222 00:52:29,100 --> 00:52:29,940 What am I gonna do? 1223 00:52:29,940 --> 00:52:30,780 Oh my God. 1224 00:52:30,780 --> 00:52:33,380 And eventually I had to calm myself down. 1225 00:52:33,380 --> 00:52:36,580 I had to say, look, man, this isn't what it's about. 1226 00:52:37,660 --> 00:52:38,500 Yeah. 1227 00:52:38,500 --> 00:52:39,900 Okay. 1228 00:52:39,900 --> 00:52:41,660 It's the salesperson who goes out 1229 00:52:41,660 --> 00:52:43,940 and he thinks it's all about making a commission. 1230 00:52:43,940 --> 00:52:46,820 If he thinks that's what it's about, then he's wrong. 1231 00:52:46,820 --> 00:52:47,660 Right. 1232 00:52:49,180 --> 00:52:51,220 Hey, that's powerful stuff. 1233 00:52:51,220 --> 00:52:53,740 I appreciate you sharing that vulnerable story. 1234 00:52:53,740 --> 00:52:56,060 It's a reflection of your leadership. 1235 00:52:56,060 --> 00:52:58,860 And I know there's, you know, everybody likes you. 1236 00:52:58,860 --> 00:53:01,380 And I know there's, you know, everybody listening in 1237 00:53:01,380 --> 00:53:03,460 has an opportunity to evaluate, 1238 00:53:03,460 --> 00:53:06,260 what am I doing in my life right now 1239 00:53:06,260 --> 00:53:09,820 that I can adjust to show up better for the right reasons 1240 00:53:09,820 --> 00:53:11,620 for those around me that I serve 1241 00:53:11,620 --> 00:53:15,420 and align ourselves with what the true desire 1242 00:53:15,420 --> 00:53:16,340 of our heart and mind is. 1243 00:53:16,340 --> 00:53:19,460 So Randy, thank you so much for being on Vision Pros today. 1244 00:53:19,460 --> 00:53:21,580 I'd love to recap with you after for a minute. 1245 00:53:21,580 --> 00:53:23,900 Vision Pros, those of you listening in, 1246 00:53:23,900 --> 00:53:26,140 if you gained something from this, of course, 1247 00:53:26,140 --> 00:53:27,940 share it with others. 1248 00:53:27,940 --> 00:53:30,260 Like and comment with, you know, 1249 00:53:30,260 --> 00:53:33,900 to spread awareness for this if you're called to do so. 1250 00:53:33,900 --> 00:53:36,820 And don't hesitate to connect with Randy or I 1251 00:53:36,820 --> 00:53:38,660 on any social media channel of your choice. 1252 00:53:38,660 --> 00:53:41,380 We'll be happy to show up, answer questions, make friends. 1253 00:53:41,380 --> 00:53:42,420 Absolutely. 1254 00:53:42,420 --> 00:53:44,780 Everybody have a fantastic rest of your day. 1255 00:53:46,580 --> 00:53:47,980 Thank you for being here today. 1256 00:53:47,980 --> 00:53:50,460 I'm really happy that you tuned into Vision Pros Live. 1257 00:53:50,460 --> 00:53:53,100 I'm looking forward to seeing your reactions 1258 00:53:53,100 --> 00:53:55,380 as these episodes continue to move forward. 1259 00:53:55,380 --> 00:53:57,100 This is gonna get more and more fun. 1260 00:53:57,100 --> 00:53:58,900 We'll have more and more engagement as well. 1261 00:53:58,900 --> 00:54:00,980 We'll invite people to participate in the show. 1262 00:54:00,980 --> 00:54:27,980 And thank you for giving us your time and attention.