Speaker 1: Hey everybody, welcome back to the Surges of Income podcast, chris Moore.

Speaker 1: here And today we're going to talk about surges of income, of course, and how you can make money really hand over fist, outside your day to day monthly income, and you can have money that you can invest much faster, that's not earmarked for your bills and your normal living expenses, and that really comes from several different things, as you know if you've watched the show from the sale of a property, from the sale of a business, from profit distributions from a business that you own or product launches, and being able to make a lot of money all at one time leveraging skills in digital marketing and high ticket sales.

Speaker 1: So today we have Dave on with us and we're going to be talking about kind of the transition from being a digital marketing expert really focusing on local lead gen for businesses and kind of transitioning that skill set what we call horizontal skill set over into business acquisitions along with whatever else comes along. We're just going to be organic and just take it any way it goes. But, dave, welcome to the show. Can you just briefly tell everyone a little bit about yourself?

Speaker 2: Yeah, thanks, chris, for having me on So a little bit of my history, i guess you'd say in the business world. I've owned a digital marketing agency. Right now I probably should have put it on my little thing down there, but it's gopanshromcom. So we've been around for four years now. We strictly service gyms, really hyper focused on fitness franchises. That's probably 99% of our business.

Speaker 2: So we focus on doing lead generation for them. So Facebook ads, instagram ads, google, youtube, tiktok, and then we also have a team that helps follow up with their leads. So that way clients aren't just paying us for lead gen, they're really paying us for bodies in the door. And then we try to work on morphing the business a bit more to where we also have coaching now added onto it, which is really to teach them how to grow the business outside of digital marketing. So we try to work on being a growth partner. But sometimes I think I have entrepreneurial ADD, looking to do the next thing And doing marketing for enough time. It's like I've always felt like the most powerful thing I can do with my marketing skills is not just work as an agency, is go apply it to a business. Maybe I have business, i own business, i partner And that's where I want to get involved into the acquisition space, which is why we join the acquisition protégé program.

Speaker 1: Awesome man. Well, I'll tell you, being able to grow a business leveraging sales, marketing systems, people and processes is such a powerful skill set. right, You're hypernitched into gems, but really your skill set could translate to probably most every other industry that deals with business to consumer at a local level should be a pretty easy translation. So I think transitioning your skill set over to acquisitions you really just have to focus on defining your buy box and see what businesses could I blow up with, what I'm able to do, And then, beyond, that is really what type of businesses are going to make me the amount of money I want to make. right, For me, my buy box is we call the fab five. Have you ever seen my buy box? I have seen it. I love it Yeah.

Speaker 1: You haven't seen it. It's high ticket, high margin, nationwide or worldwide audience, extremely easy to target and someone would pay 10 times more than what they paid based off the satisfaction and the value they got right. So for me, taking that same skill set that you have, i decided to only pursue things that have high ticket and high margin, where there can be a lot more money coming to me per sale right Compared to. I also own a boutique fitness gym my own half of it.

Speaker 1: And you're never going to get rich doing just that one gym, because you only have a certain number of clients. It's got a physical capacity it can hit as well. As we're not selling $10,000 a month memberships, we're selling $150 a month memberships, right. So yeah me, i had to transition it some level To a bigger playground for me to be able to make the money I want to make, and I think you can easily do that with your skill set transitioning to acquisition. So if we can kind of dive into that a little bit more, can you kind of state what you're trying to accomplish And then let's just kind of mastermind it and talk about it.

Speaker 2: State what I'm kind of looking to accomplish in terms of what kind of business or what kind of revenue can you define?

Speaker 1: When you close your eyes and you dream about acquisitions and about kind of taking everything you've learned and all of your experience and wisdom and mistakes and moving it forward into acquisitions, like, what does that look like? What does it look like any year from now? What does it look like in two years from now? What kind of business do you want to own, or what type of business is do you want to be involved with?

Speaker 2: Yeah, okay, i think to a certain extent I don't necessarily. I've served local businesses And I think with many local businesses there is a ceiling to what they can accomplish because they're limited to you know, they're 100,000 person audience that is around them within a whatever five mile radius. So part of me is a little bit of a verse to doing that. And then I like the idea of businesses that do have at least a wider market, maybe a whole state or the whole country, because now I have way more audiences that I can go target. I have more ways to find how to be creative with my marketing and bring my you know my cost per acquisition down. So, you know, things that are virtual definitely appeal to me. The only downside from what I've noticed is every a lot of things in the virtual world people want a ton of cash up front for those kinds of businesses. So it's been one piece that I've just come across in most recent times in some businesses that we've been looking at. But what does it look like over, you know, five years? I would say that we definitely want to. I want to acquire multiple businesses that we can scale. Ideally they have some way of complementing each other so that we can, you know, create efficiencies, cost efficiencies, whether that's leveraging the same marketing team to help make them, make their marketing better and help them scale, make them more efficient And make a lot of money Yeah, make a lot of money.

Speaker 2: I always say that the primary thing for me and my wife, who work in the business, is one financial freedom.

Speaker 2: However you want to really define that For me, you know I have certain targets that I want to hit in my own head.

Speaker 2: So you know there's certain targets that I want to hit, but at the same time, i also we want time freedom. I know that I'm personally the kind of person I'll probably just work till I die because I don't know what else to do with my life, and I just enjoy working and I enjoy challenges, but I want challenges that I enjoy to work on. So I can't, i don't see a world that exists in which I'm not like working, but I want to work on the things that I really enjoy doing and focusing on, like doing content like this. I like doing this kind of stuff and creating content for my own personal brand, creating content for brands that I'm involved in, and then just making sure that we have the level of freedom that we need. I'm fine with working a 40 hour work week. I still want to be able to take a few weeks off a year and have scheduled flexibility, but other than that it's like, if those things are met, just make a lot of money within that.

Speaker 1: I mean all that makes sense to me. Have you considered all the different types of acquisitions you could do besides buying, maybe like a virtual business that wants lots of money upfront, because there's so many different ways to get into those businesses without going that path? Have?

Speaker 2: you considered anything else Outside of outright buying it? not really.

Speaker 1: Okay, well, let's, let's tailor the conversation towards that. So I don't. I'm not really buying companies, even though we are acquiring businesses. I have 12 currently that I'm a partner in not including the stuff in the private equity firm, because the number would get a little higher. But besides maybe one of them, i didn't do an actual real quote, unquote leverage, buyout, acquisition. Besides the bowling alley, the rest of my deals have mostly come from consulting for equity, where I take the same concept, the same kind of idea that you have around.

Speaker 1: I don't want to not work. I still work 30 to 40, 50 hours a week. I'm still kind of in the hustle and the grind because I also enjoy it. I'm just keeping my act sharp. I'm really staying focused on innovating and coming up with new content, especially someone who really creates content for a living and teaches people. I have to stay in the game, otherwise I become obsolete, right? So for me, being the same skill set and background that you have, as well as the same focus on wanting to continue to work, i'm only 37. I still want to keep doing what I do and loving what I do.

Speaker 1: Once you do consulting for equity, where you can go in and work with somebody in their existing business doesn't have to be extremely profitable but has the capacity or the potential to be extremely profitable, you can help realize that profit and take a large percentage of the upside. You can do that by taking real equity or a rev share in the business, rather than have them pay you as a consultant or as an employee. So that's what I've done for the deals I've done and been consulting for equity in the last couple of years and that's allowed us to tap into cash flow without having any money up front, no money exchanging hands. Actually, i get it plus I get a retainer. So it's like being a consultant with profit share, with ownership.

Speaker 2: Yeah.

Speaker 1: I like that. That's specifically in it.

Speaker 2: It works like a charm it, because then you're not taking on the stress of Operating the business either.

Speaker 1: Have you seen my consulting for equity training?

Speaker 2: Probably not. Yet I know The last time I've probably seen, maybe like a YouTube video of you talking about it. I saw you talk about it a bit at the at the event when we were there, the dealmaker event in Atlanta But I haven't. Maybe.

Speaker 1: I don't know what Tampa, atlanta or Tampa.

Speaker 2: Tampa, i'm sorry, okay, one that just recently passed, yeah Yeah, i guess I haven't thought about it seriously enough and for some reason my mind was just on acquiring a business, which creates complexity.

Speaker 1: Well, in acquiring businesses is great, but when you have a skill set, like you do or I do, there's so many different ways that you can do an acquisition that still feeds what you're doing. It doesn't have to replace your full-time income, it doesn't have to take you over all of your time away from the business you have Currently, but instead, if you're doing the same thing in every company, you don't feel thrashing and like you're actually Having an issue focusing, because when you do the same thing every time, it allows you to just kind of naturally add something else to the stack of what you're focused on, right? So what I'm gonna do real quick is I'm going to Show you a couple of slides, just like I was doing in Tampa, and I just want to go over a couple of these concepts. So anybody watching this as well can can get more context of what we're talking about. So I'm gonna share my screen. Can you see that?

Speaker 1: Yes yeah, i mean. So what we talked about just a second ago consulting for equities essentially partnering with business owners and, in exchange, plugging in What you're already doing into their business, and then that's instead of just having these people as a client or being a consultant For hire or being one of their employees, you're actually getting equity in people's company for in exchange for taking them to the next level. Right, and I'll just go through five or ten slides and then we'll discuss it. But Consulting for equity, there's a lot of different ways to do it. You can help someone solve a major problem in their business.

Speaker 1: Imagine they're out of plateau. Imagine They're having issues where all of their accounts all of a sudden got in trouble and they no longer can make any money because their Customer acquisition funnel's got shut down. And you have a way to maybe diversify their media, buy and get them back up and running. You can go in and consult for equity and help someone exit the day-to-day activities and let you take over and just be their partner Rather than buy it completely, and you can do that with literally no money out of pocket. You can walk into equity at a zero value for you, right, and you can also work with people who are looking for you to duplicate the success that you've had in one business and another. Like hey, dave, i've seen what you've done. You've been crushing it. Can you come in and do that for me? So an easy translation, kind of like what we talked about with Evan.

Speaker 1: Evan probably gets offered equity quite a bit because he's so good at making Jim's profitable. Like hey, evan, i saw how you crushed it, turning around those four franchises. Can you come in and partner with me instead of me pay you and we'll just work together And you can take this business to the next level. Like there's so many different ways that you can plug in what you're already doing and Get equity in someone's company using your area of expertise, and it won't feel like thrashing because you're doing the same thing You're already doing in your other companies. What?

Speaker 2: do you mean by thrashing?

Speaker 1: So thrashing is when you are And you haven't experienced this probably too much, which is a good thing But when you have, like, a lot of companies like I have 12 if you have to put on a different hat every time you step into a new Company and like, all right now I gotta be in problem-solver mode and I've got to figure out how to get more customers and over here I'm dealing with operations issues and taxes, and over here, like if you have to thrash and multitask completely, it can be very difficult. But when you're doing the same thing in every business, like all right, i focus on growth, i lead a team executing my strategy and we focus on customer acquisition, retention and Profit margins like if you're doing that in every company, it won't feel like thrashing. And thrashing is just like when you You keep moving back and forth and you have a hard time because your brain has to change modes.

Speaker 1: That's what I mean by that so couple things to think about when you're thinking about consulting for equity deals Is really understanding. What do business owners really want? So when you're talking to somebody, not necessarily about acquiring their business, but about maybe working with them and helping them get past the plateau or duplicate the success You've had another business, but in their business, or they've got a major problem They need you to solve, right, you have to know what business owners want, because this is your leverage point. So they want increased sales, they want more profit or increased profit margins, they want more time themselves, they want to relieve stress, they want to spread out their risk, they want to expand into new markets, they want to expand their product or service offering. They want to hand off responsibilities.

Speaker 1: Right, and we don't have to go through all this in detail. But I just wanted to kind of show you a little bit about another way, because with your skill set it lends really well to this. So imagine, in your portfolio You have a fitness focused marketing company where you're not just selling leads, you're actually selling orientations and appointments, where it kind of differentiates you. Right, you're a growth agency, not a marketing agency. How many clients do you currently have in that business?

Speaker 1: 180 so how many of those people if you approach them and said, hey, moving forward, we're not taking any new Clients, instead We're we're going to shift our focus over working with only ten different gyms and Instead of working with someone as kind of a consultant or a marketing firm, we want to partner with only a select few people to take their bit gyms to the absolute next level, who get a lot more of my time, attention and focus and And it's kind of based off where we are in our business. This is the direction we're going. Is that something you'd be interested in having a conversation about? like that's a powerful Shift over. so instead of working with 180 clients, maybe you can own ten of the businesses and keep your retainer fees at the same time. So there's so many different ways you can position consulting correctly. That's one you may say.

Speaker 1: I'm not really wanting to be in gyms because in general, they have such a low ceiling on how much profit they can create and There's just not enough pie to slice up and give me a piece of it. I'd rather just keep that business and go after something else. So then the next thought would be with what I've done inside of the fitness space, in the gym market. What other markets could this Translate to? very easily, could I go in and start growing larger companies and have a percentage of their equity from the beginning, just literally doing the exact same system that we're already doing for gyms, right? So think about what else relies on local marketing and local lead gen and lots of, just a lot of leads to be able to hit the income they need.

Speaker 1: Well, things like medical spas could be a great one, which they usually have much higher revenues than traditional boutique fitness gyms. You can look at other businesses that maybe have the same number of transactions but much higher Transaction value. What about roofers? What about Companies that are doing concrete? a lot of home service industries which have very low transaction volume if you look at it, but their average value per transactions like several thousand dollars. Is there more profit margin for you to be able to take some home as well? Like? there's so many ways you can translate what you're already doing to different industries. So just some things to think about. You don't need to make a decision with me. I'm just trying to help open your mind to different ideas.

Speaker 2: Yeah. So when you're looking for, you know, let's say that because I you already hit the nail on the head that I don't want to go on a gym, you know. And so let's say that, if it why I, maybe it's staying local, maybe it's not going local, looking for bigger businesses, maybe businesses that have, you know, a statewide reach or maybe a whole national reach that I could probably plug in similar systems. Maybe some things I'd have to figure out, but it's not like I would be able to figure it out in months time with the network that I have with taking a few programs and figuring out How to apply those strategies to that business. How would you One find those kinds of businesses that you would want to approach? because you know, i'm assuming you probably wouldn't be going looking at a business broker. No, right.

Speaker 1: People don't go to business brokers when they want to partner with somebody. Yeah, they only go to business brokers when they want to sell. So I think, before you think about where to find the businesses, you need to think about what is your buy box right? So what I recommend is taking all your experiences you've had so far and thinking about people you don't like to work with types of companies that are just a pain in the ass and they're not worth it, companies that have low ceilings. What is your absolute win scenario, like when you walk in and it's your turn to plug in your marketing system and do a company what has to be true for you to just absolutely knock another park 100% of the time? right. And I think about what that looks like, and I even have, of course, i have more slides that clearly articulate that. So maybe I'll just show that right. But when you do your buy box, it's really the criteria in which you want to pursue a deal. So don't worry about trying to find the deals yet.

Speaker 1: First say what is my buy box. So I told you mine high ticket, high margin, 10x satisfaction rate, extremely easy to target nationwide or worldwide audience right? So, being a guy who also did local lead gen. I marketed in every single A, b and C market in the United States with $1,000 a month budgets. So I've been there just like you've done Exactly And I realized that wow, cpms, anybody's watching it. Cost per 1,000 impressions just in general. The smaller the audience, the higher the CPM and then all the building blocks and KPIs of ads all the way down the cost per lead, cost per acquisition. There's just only so much you can hone it in and as prices rise on media and traffic it's just really hard to scale that As well. As your frequency of exposure is so high, you have to churn and change out your ad creatives so much. So one part of my buy box, based off of my experiences, is I've realized that I like to work with nationwide or worldwide type audiences where I've got 30, 40, 50, 100 million total perfect customers, where I can run the same ad for literally months on end without switching out the creative. It doesn't get stale. I'm able to get huge economies of scale on my cost per 1,000 impressions. So what I would challenge you to think about is really, based off your experience what does that perfect business look like for you? What kind of customers do they serve? What's their average lifetime customer value? What's their average transaction value? Is it a nationwide or is it just like a regional area or a local area?

Speaker 1: One of the things that I tell people a lot, especially people who are consulting or helping people make money in business like a business to business. If you really want to get to the next level, stop helping 1,000 errors, make money. Start helping millionaires and billionaires make money. You can have the same amount of effort and you only work with millionaires and billionaires. You're going to make a lot more money compared to trying to work with smaller companies, smaller business owners, who are still we call it 1,000 errors. There's only so much you can make there, right? So, like, one of my good buddies is a big time consultant, super, super sharp, like about as sharp as it gets, and you know he's only got so many people he can work with because his time and his ability to work with people is limited, based off of his capacity, i said if you want to triple your revenue, only work with billionaires. If you start only consulting with people with 10x more money than your clients now, you're going to be able to make a lot more money, right.

Speaker 1: So I think when you're thinking about developing your buybox is who's got my money? Like Uncle Grant Cardonzo's who got my money? Figure out where is there a lot of margin where you can do the same amount of work and make a lot more from that. From that you know the effort that you put in. So I do think about, like who do I love to work with, who do I hate to work with?

Speaker 1: If I could go back five years ago knowing what I know today, you know what would I do differently. What would I start or build or buy or who would I partner with? Like, take all that wisdom and experience you have and go and figure out what your ideal buybox is. What's that formula right? So that's just some things to think about. So instead of saying like, where would I find these people? Of course I have answers for that too, but I would start by thinking about just doing a whiteboard session where you probably think the best and just write down all the things you love and write down that ideal win scenario, like where can I point to the fence and knock it out of the park? And then also, where is there a lot of demand for my skill sets. Who is really looking for someone who can really make it rain with lead gen, like I do? And then also the fact that you have a system where you can pump leads and do a conversion process with using VA's or whatever you're doing to convert them into appointments. Who is literally salivating on the idea of wanting more appointments? Who are appointments worth more money for? is my bigger question? right, you get roofers appointments. How much money can they make from that? 40% margins, 8,000, 20,000 Marv roofs that leads worth a lot more money than it is to a gym. So why not start looking at home services?

Speaker 1: The other thing I look at is something called decisions. Have you ever heard of decisions when it comes to customer behavior? Some businesses, they rely on customers to make a decision to do business. Other businesses, it doesn't need a decision, right, like, if your windows are broken and you live in Canada, you get them fixed, period. If your windows are broken and you live in Florida, you get them fixed. You can't afford to pay the electricity bill and the air conditioning bill, right, if you can't, compared to somebody who's thinking about getting cracks filled in in their driveway. Well, no one's dying over that.

Speaker 1: No one is needing that done. That's a very decision-driven type of purchase. So I like to work with businesses where decisions are not really needed. I loved medical, but it was tougher in medical aesthetics where they had to make a conscious decision. It's not really a need, it's more of a luxury and a want. It's a lot more marketing skills and chops has to go into those type of businesses. Compared to somebody who's bleeding, they run into the hospital. They don't give a crap about the bill, they just want to get stitched up right. So I think about not only where are what my leads and my appointments that I can create going to be worth a lot more to somebody where they can pay me a lot more for them, but also where is it going to have an easier conversion process? because you don't have to talk somebody into thinking there's a problem, which is what a lot of people really good marketers are great at talking people into thinking there's a problem, but really smart marketers get away from having to do that completely by choosing the right battles.

Speaker 2: Yeah, I don't want to convince people. I hate convincing people, but I'm good at it.

Speaker 1: but I don't like to do it anymore, so I'm just trying to open your mind to some thoughts. I'll shut up for a minute. What are your thoughts?

Speaker 2: Yeah, i've done. I've definitely. We've definitely went down the road of thinking about when we were thinking about business acquisitions, thinking about, like the home services industry, because that's not recession-proof but recession-resistant. Something happens, your toilet breaks, you need a plumber you're not going to think about. Maybe I shouldn't do this right now. So that's been a route that we've gone down. It's part of me saying stick with what you know. That's why I haven't gone down that. That like looked at those industries but I haven't looked at it from the consulting for equity approach to things. And I guess the only other objections that I would have to any of those industries is that I know there's just tons of marketing agencies that already go after them, so trying to figure out I don't know if there's how much of a blue ocean I'm trying to find here, but it's definitely something that's going after.

Speaker 1: Yeah, i mean you got to look at. You're not a marketing agency going after marketing clients. You're a very talented marketer that has a proprietary system that can deliver high quality appointments, And you're looking to partner with a select few companies. You're not trying to get them to hire you as a marketer. It's a very different type of business model, right? And then part of that is understanding where to fish, where to go find these people, and I can teach you that as well. But I think you're on the right track. The only thing I would challenge a little bit is just consider if you're going to formulate your buy box and I like the idea of a decision not needing to be made, like I said, but maybe going after a higher transaction value, like a plumber is a very high it's like high number of units sold at a much lower cost, right?

Speaker 1: So it's like a turn and burn at a lower unit cost where they have very static margins. They pay like they charge, per hour and plus materials. Compared to, like roofing or HVAC, it's a much larger average transaction value. With there's larger transactions, larger profit margins, there's more money for you to be able to cut off to the side And it takes fewer conversions to still make the same money, right?

Speaker 1: So if you were going to do a consulting for equity deal for a pretty decent size roofing company versus plumbing company. They're going to have to serve 10 times 20 times, more customers during the same period of time as a roofer for you to make the same amount of money. Right, so, for you to be able to be more impactful and potent with your ability fewer leads, higher transaction value, higher profit margins So that's what I would encourage you to think about. But you don't have to do home services. It could be online businesses, right For me. I love service businesses and online businesses, and there's a reason why you wanna know why. Why There's no cost to good sold. Yeah, yeah, i love that.

Speaker 1: So imagine if you could sell something for 10 grand that has a cost to good sold of 4,000, you got 60,000 or 60% to play with and you've got labor, you've got all your dues and subscriptions, you got taxes, you've got all your sunk costs, you've got your cost to customer acquisition. Like whoop. You're left over, with a very small margin left over compared to that same $10,000 product. If it's a service or if it is a digital product of some sort, the profit margins can be much higher, right, yeah, it's like you're not in a restaurant business. You can sell $6 million in revenue in a business like a restaurant over a year and have 3% profit margins. Yeah, if you have one bad season, your whole year is screwed.

Speaker 1: So for me, i like service businesses. So just some things to think about. Sometimes they're more scalable. You have fewer interruptions because think about something with a cost of good sold. You may have a supply chain issue that you're not in control of. You may have an issue with your provider who makes your product is no longer in business. There's all kinds of things that could come in. You could decide to go FBA and Amazon and Amazon decides to compete with you and boot you out. So to me, it's tough to lose with a service business. If it's in high demand, people are literally salivating. They need it, they want it, it's. For me, it's a win-win.

Speaker 2: Yeah, that's pretty much the same thought that I've had as I've kind of gone down the journey of looking at businesses that we want to acquire. One business that we're kind of looking at right now that we're gonna see if it makes sense, but the numbers aren't perfect is an executive office, which is kind of like a we work type situation. But they also have a virtual business office side, And the virtual that's pretty much unlimited scale to something like that, because it's also located in a very prestigious area that has a very recognizable zip code that professionals would want to have their business located there, And the only downside is that it's not high ticket. It's like $150, $180 a month, but the lifetime value is about eight years.

Speaker 1: Well, it's like a SaaS company, so it's having a great monthly recurring revenue. Mrr is one of my favorite acronyms. So, yeah, that's cool. I mean, where's your head at? There's so many different ways you can go with acquisitions. I guess my biggest advice to you is to consider consulting for equity. We have another 30 minutes here so I can dive into more around how to find those people, if you want, or how can I help serve you the best.

Speaker 2: That's definitely the route that I wanna learn more about, and an opinion question for you is that do you think that I am probably doing myself a disservice if I'm not going after the consulting for equity route and allowing myself to maybe I don't know just purchase a laundry mat? let them going for that. But looking at a local business that I'm like, okay, i know I can help this business grow, but I probably have a ceiling and I have to get 10 of those, versus what I can probably do in the consulting for equity route or purchasing a digital business that is service-based or info product-based.

Speaker 1: Yeah, i'll give you my opinion. So, number one these local businesses have low ceilings and at a certain point you're only making money with those businesses if they're profitable, and they have to be profitable enough for you to be able to take home the excess. Local businesses usually take a little bit more of a reinvestment as well than some other businesses would, because they have premises, they have people, they have turnover. Usually local businesses have a little bit more marketing. To have a little bit more marketing in play to keep people interested, local competitors can disrupt you a lot faster. So for me, if it has a low ceiling and I know I could do it, i'm good at it that doesn't mean I should Like if it has a low ceiling I don't touch it. I think the next question really around deal origination should I be just going after consulting for equity? I'll share a visual with you here that I think, come on, will help a little bit too. When you're doing deal origination and what I mean by that for anybody watching is when you're looking at businesses to acquire, you're going off market. I think, more of understanding what could I do with every opportunity that I come across, right You may find, are you into real estate at all? Not really, no. So let's just say you were, though say you're a real estate investor and you're real well versed. Well, there's so many things you can do with a real estate property. when you come across it, you could wholesale it. You could buy it and flip it. You could buy it and hold on to it As a rental. You could buy it and convert it into an Airbnb. You could do a subject to deal and take them over on their mortgage. There's so many different ways that you can handle any different lead you come across, and I think understanding how to be versatile and look at every opportunity in multiple different ways is powerful. So when you're talking to these potential sellers and looking at these deals, you can look at every opportunity as a potential deal as well, like, hey, maybe this doesn't fit my buy box whatsoever, but somebody else in protege, it's perfect for them. I can connect them and take a fee for bringing them to lead. As somebody who has the ability to help grow businesses, maybe I can grow it for them and work with them as just a consultant on a rev share deal, on anything that I increase over their current revenue or profit, and then help them sell it to somebody else in protege once it's more suitable to sell, because maybe it was underdeveloped. Maybe you can grow a business to the point where it qualifies for SBA financing and then buy it that way and help somebody who's not quite ready yet for you to buy them because the business isn't built to sell. Maybe you can help merge it with somebody else that you already know, or do a bolt-on to somebody else's company that you're friends with who owns.

Speaker 1: There's all kinds of different ways that you can look at every deal, including consulting, for equity is one of these options. Right, so I was building out you can't see it right now, but on the other side of my office here we have a whiteboard. I'm sure I can show it to you. See it over there, cool whiteboard, right. So we have a huge seller lead funnel that we run and Jared, who sits over here at this desk in my office, is over there. He and I were working on these seller lead funnels today and kind of our scripting around it, and what we really came to the conclusion of is, after we have that discovery session, just like you would have with a new client, we've said, hey, you know, it kind of seems like maybe this isn't a great fit, but we can help you in this way, this way, this way, in this way, everyone you talk to you can literally go down that route and say, hey, listen, it seems like your business is not exactly what we're looking for. We're looking for a business that can do this and does that and doesn't need you to operate it And that has a certain even or profit margin.

Speaker 1: But there's a lot of different ways that maybe I can still help you. Number one I am a digital marketing expert and we could potentially work together in a more of a partnership fashion where I can help get your business to the next level. And what do sellers want? We just talked about this in just a second ago, right? What do business owners want? And maybe I can help you increase your revenue or maybe help lean up your company and increase your profit margins, where the business isn't something necessarily that you need to have to sell anymore because it's not in distress. Or maybe I can take over all of your digital marketing for your company. We can fire the agency you're using now. We can do this as a partnership and I can help grow you and take you to the next level.

Speaker 1: Like there's so many different ways that you can help people, right. You may have somebody that you're friends with who has lots of time on their hands. Maybe they just shipped it out outside of what they were doing for a living. They're looking for the next thing. Maybe you can go and find that person, plug them into the business and the three of you partner and take it to the next level. Like there's so many things that business owners want outside of selling that would also solve their problem, right?

Speaker 1: So when someone says, hey, i wanna sell my business, one of the first things we ask is you know, is why? Sometimes, if there's an alternative option to selling, that still gets them what they want, often they're open to it, right? So you say, well, why do you wanna sell, dave? And they say, well, yeah, i'm just really burned out. Okay, well, what if I could help you transition out of the day to day, still get paid for being owner of the business, partner with you and allow you to free up your time to go and pursue other ventures? Would that work for you? Yeah, 100%. I think it's all about creativity and understanding what business owners want. Every time you talk to somebody. My biggest question is can I help them? Is there enough money available for me to help them? Is this getting me where I want to go? Is this a win-win, or do I have to buy it? or can I get free equity in lieu of doing other things?

Speaker 2: That's just what I like.

Speaker 1: I like free equity A couple slides to look at. I love this right here because one of the things that's so cool instead of just buying the business, you can literally take over, get paid a retainer fee and have equity. It's just a great alternative. Imagine if you are definitely very reputable, you've been doing this a long time, you've got a great reputation. They know that you're going to knock out of the park. You can ask for 10 to 20 grand a month right out of the gate. If the money is available, you can not only take over, be part owner of the business, be their partner, but also get paid your retainer fee. There's so many different ways to do this. A couple more things I want to show you. I want to stop talking for just a few minutes.

Speaker 1: One of the things that I think is really really important to know is when you're talking to someone about the idea of consulting for equity, you've got to find people with the right mindset. If you're going to people who have their business listed with broker, they're under the mindset of wanting to get away from it. It's not going to be a very good conversation, but instead, what I like to do is I like to pick my niche. I understand my buy box. I understand exactly the type of businesses that I want to work with on a consulting for equity level. I'm going to go find where they're meeting. I'm going to go find their masterminds. I'm going to go find their groups. The reason why I like those is when you find somebody who's a part of a mastermind or part of a group like that, they're already open to collaboration. They have the mindset of many people make light work. They have the mindset of I don't know everything. I'm getting into groups of people where there's a lot of smart people there so I can learn with them, compared to somebody who's just like closed in their office and they've never had a partner in their life. They're not even going to consider this.

Speaker 1: But going to those people and creating those relationships and going and adding tons of value inside of those groups of people where your perfect business owner is already congregating, allows you to really find the right person who's going to be open to this right out of the gate. If you go in there and wow them and show tons of value and help solve problems for you, they're eventually going to start coming to you as the resource and say, hey, dave, i want to run something by your Dave, i want to pick your brain, or, dave, i need to take a look at this to your mind. From there you can say, listen, i don't work with clients anymore, especially not in this industry, but I wouldn't be interested in working with you, maybe at a partnership level. I just want to let you know that's the way I work with people, so just know that upfront, and then you can train people to give you equity. I just live a lot at you just now.

Speaker 2: Yeah, i think I digested most of it pretty well actually.

Speaker 1: Yeah, you did. well, i can see it.

Speaker 2: So when you're doing a consulting for equity type play, what kind of percentage of equity would you be going for? How do you make it an irresistible offer for them? I know it's obviously like, look, you're paying me a retainer, but I'm just getting a percentage of the growth, so it's not really coming out of your pocket after that.

Speaker 1: Well, there's lots of ways to do it. That's more of a risk reversal for them. In my world it really comes down to who you are right out of the gate and how much they truly believe that you can solve their problem. And also, what do you want out of the deal. Sometimes equity is not needed. Sometimes just doing a rev share is the best thing for you, because maybe the business is in a risky environment and you don't really want to tie your name to it legally, but you wouldn't mind working with them.

Speaker 1: You just don't want to have any of that Maybe the business is in tons of debt and you don't want to inherit that liability. And you could do a rev share or a profit share deal with them the exact same structure but you have no financial liability on their business, compared to if you're building with them with the intent of selling. You obviously want to have real equity so you can participate in the upside, but I think some of it depends on the size of the business. If it's a $25 million company, the idea of them really needing you all that bad and wanting to give you 20% or 50% is probably pretty slim to none.

Speaker 1: But if it's maybe a smaller company, maybe under a million, they've had a really big problem. They've had a trouble getting past this plateau all the things they used to do to acquire customers no longer working and they need you more than you need them then the ability to come in and really take a large percentage of what you grow the business is very possible. I think you just got to be creative. You can structure any way you want. You can say listen, i'm going to take you to the next level. I want to be a 25% actual equity partner and I want us to work towards building the business with the ability to sell so we can all cash in one day. Because that's a big part of my consideration in spending my time here, compared to another business that I'm going to build to sell later, i'd rather I need to know that we're aligned. The other thing is for this to be worth not necessarily worth my time, but I want to make sure that our alignment or we're in alignment with what we want. I'm going to have to get paid $10,000 a month for me to even shift my focus over to this right out of the gate.

Speaker 1: I think the conversation goes so many different ways. If you're just a punk kid and you're 23 and you have no skill sets and no background, you just got a lot of gumption and time on your hands. It's going to be tough to talk somebody into giving you equity. But even someone like that can go and say listen, you're stressed out, you're burnout, you need to hand off all these responsibilities. I'm not looking to work for somebody I'd love to work with you and maybe learn from you but work my way into being your partner and let you kind of go off and shed all these responsibilities.

Speaker 1: I'm very capable. I can take it over. That's maybe a path for them. But for someone like you or myself who's 180 clients you've grown all these gyms I can do this for this business. I'm going to blow up somebody's business this year It could definitely be yours, but I only work when I'm a partner and you just have to negotiate it. But when you deal with somebody with the right mindset who's already opening the collaboration they're looking for help for a problem they already believe exists.

Speaker 1: They're much more open to the conversation compared to if you're just door knocking, it's going to be tough.

Speaker 2: So that translates into probably going to more events. Facebook groups What is your headlight with that too?

Speaker 1: Yeah, it depends on you want to go catch fish. You got to figure out where the fish are, so first you got to figure out what species of fish you're going after.

Speaker 1: So, say you decided all right, i'm going to go and first of all go work with some roofing companies, really dial in my systems to see how I can translate what I do over to roofing. Then I would go join roofing associations, roofing marketing conferences, roofers owners associations and I would start adding tons of value in those groups and becoming the resource that everyone comes to like a magnet. And then from there it's so organic, it's so easy to have that conversation with somebody, compared to when they don't know what I can trust you and they don't undoubtedly believe that you can solve their problems. It's a little harder for you to say, hey, i want you to give me equity, right. But if you are the bad ass of all bad asses and they say, wow, this guy is so sharp, he's helped me so much, i really like this guy. They're way more open to that conversation.

Speaker 2: Okay, so step one number. step one is figuring out that buy box and what you want to go after. Step two is now, after that, figuring out where the fish are. Step three, in my mind potentially, is then how do I also start to attract them? I think that's like how do you build a brand around that space? Your brand is very niche towards roofers. I would assume it's probably best to really hyper focus on the niche that you're the kind of people that you're going after, rather than being like gross marketer.

Speaker 1: Yeah, at some level. I don't know if the brand plays too much into this right. If you're building relationships inside of a group of people and you're helping them solve problems and you're becoming the resource who has all the answers they're looking for, it's not really like an out early brand. You don't want them to look at you as like a marketing provider or a vendor, but instead you are somebody who has the ability to take them to the next level.

Speaker 1: You almost want to be a little bit exclusive, almost like you're not available. That's where they kind of draw people in, right, when they're like, oh man, that guy's so sharp, i wish I could hire him, but I know he's too busy and he's crushing it. But instead they will start coming to you and saying things like hey, let me pick your brain. Or hey, i wanted to see if you can help me with this. Or hey, really love that presentation you gave. It was amazing. You think there's any way we can work together? Here's what I'm dealing with.

Speaker 1: As soon as those conversations start coming to you, it really makes a lot of sense. What I think would best serve you and give you more context is watch my consulting for equity training to finish about 45 minutes. I'll drop it in the notes here for anybody else who wants to see it, because it's powerful. But it's really a relationship game, just like if you're going after broker deals or you're going after off market deals for acquisitions. You still have to have a no-like-and-trust factor to be able to leverage seller psychology, to be able to talk to them and help them feel like you're a safe pair of hands to take on the business and move on to the next level where they're more open to creative financing. You still have to have no-like-and-trust and this is no different Getting someone to give you equity or work with you as a partner. They have to know like-and-trust you 100%. They also have to undoubtedly know that you can literally take their business to the next level and they have to want it more than you do most of the time.

Speaker 1: Compared to the first example, if you remember I gave you is the concept of going through your book of business of 180 different clients and gyms and say, listen, i've really enjoyed working with you over the last 18 months, 25 months, whatever time One.

Speaker 1: they'll let you know that we're going to start shifting our focus in our agency, where we're no longer taking any more gyms on as clients. We'd rather consolidate our time and focus on just a select group of clients but actually work with them as partners and help them grow to the next level, help them open new locations and really scale the business We find. that kind of where we are in our path and our career is what we want to focus on. I wanted to see if you'd be open to that conversation. That's such an easy conversation for you because you already have their no-like-and-trust.

Speaker 1: They already know that you guys are awesome. They already know that you all can back up what you say, Compared to going after it outwardly. you've got to go and create that same trust with this new group of people. Identify the buy box, figure out where they're all congregating. Don't pick them off one by one, but instead I recommend going and finding these groups, finding these masterminds and just adding tons and tons of value.

Speaker 2: Sounds fair. My question for you is that you went from a similar agency and it sounds like you kind of went into the information space. What was your journey of bridging that gap over there?

Speaker 1: I was actually in the info space, then agency, then back to info. That's a little different, but I'll tell you, in my opinion, they each have things that are easier and harder than one another. Working with micro budgets at a local level, especially with scalable advertising like display ads and Facebook ads and Instagram ads and YouTube stuff like that. You know, i love the ability to leverage the same campaign over and over and over again right in different markets And that was kind of cool being able to use that scale In the info space. It doesn't work the same way. You know. It's kind of sometimes home campaigns are home runs and sometimes they're not.

Speaker 1: The biggest translation. The difference between what you're doing now and kind of like the info space, like I do, is really business development chops, like you've got to really get good at not just generating leads but really really understanding the path to purchase, the sales psychology, the ability to create a sales team and setters. Build out the actual business, build out redundancy, build out multiple ways to win even when we fail, we win. Building out multiple ways to acquire new customers and leads so you're not vulnerable to like an account shutdown, like. So I think the biggest difference between the two is marketing for local business, where that's their problem, compared to the info space. That's your problem. That's real.

Speaker 1: So I build four-legged stools. I build stools that if you break a leg off it's still standing, you know, compared to getting paid as a marketer or a growth agency. You know my job is to bring you as far as I can get you and I can't control the way you convert customers inside your business. I just can't control it. I can get you as far as I can. I can even coach you on it. At the end of the day, being in the info space especially like doing the stuff I do, i'm in control of all of it. So you just got to be better and you learn. It just takes time.

Speaker 2: So you also help them build their sales team.

Speaker 1: Well, i own them, so I build, i do it. Yeah, i build them all.

Speaker 1: But now I have sales team partners. I have two different partners where, if I bring on another company like this that I'm working with or part owner of, i just plug in the resources that I've built. I just call Rich and I call Nick and I'm like, hey, guys got a new business, perfect for what you guys do. Let's get you guys connected, let's jump in. I've built up a team around me just like a deal team. Yeah, make some of the same thing right, because you have other vendors that your clients probably work with, that do things that you don't do, and maybe you can deploy them in a business that you end up owning.

Speaker 2: Yeah, it's about who, not how, with some of this stuff.

Speaker 1: Exactly So I've built the Avengers So, but it takes a business development and a business, some different type of business chops Like not only can I make it rain and market and make Legion, but it's also a lot more nurture because it's a higher transaction values. A lot more nurture going on, a lot more retargeting, a lot more using multi-channel and omnipresent marketing to introduce new ideas and take them all the way down the path to purchase Usually high ticket has a longer sales cycle than local businesses And then understanding how to create redundancy So you can have a business where your revenue chart looks like this rather than this Yeah, so it's very doable. I think it's harder. It's harder in some ways because it's a bigger lift, but it's easier because you're not worried about making 180 businesses happy at the same time, you know. So that's.

Speaker 1: That was the one thing that I don't miss about agency is we had clients paying us $36,000 a year plus, and sometimes they wake up and say, well, what have you done for me today, you know? or we had what we call terrorists that would come in to the businesses without our control, like we call consultants terrorists. They come in and they throw you out with the bathwater like a local consultant will walk into the practice level and like, yeah, i don't like what they're doing. They're not very good, or even a new employee they they hired. That's no clue what they're talking about, would say, oh, these people suck, you need to get rid of them. Then they cut you, even though you've been friends with them for five years.

Speaker 1: You know I got to shed all that stuff. That's the stuff I don't like. It hits home, doesn't it? But it's still. Agency business is cool. There's margins, there's economies of scale, there's a lot of ways to to live a great lifestyle, leveraging all the ad spend and getting all the sky miles. And I love monthly recurring revenue And I love the fact that we can outsource now and lower our labor costs. Like, there's so many cool things with agency, but just don't want to be in a local business agency.

Speaker 2: Yeah, higher margins or not higher margins? I want to hire ticket sales for the clients.

Speaker 1: And the only way to do that is like what we were in plastic surgery. Just what was it? What were they selling? We were marketing for local businesses that had a high transaction value. So you can still do local marketing and get into an agent, like into a market where a lead is worth a lot more and appointments worth a lot more to somebody. Jim's are good because lifetime customer value is high. I understand that. So they can even lose money on the front end by paying you. But yeah, it's just a high turnover type business. Yeah, yeah, especially in the boutique side.

Speaker 2: Something to think about. Yeah, I got to work on that. Buy box.

Speaker 1: Yeah, my only goal for you is just to help open your mind and kind of help you understand what options are available. I can't tell you what direction to go in, but, being somebody who's very like-minded and we have very similar skill sets and background, i'll tell you the skill sets we have does translate well to helping people make more money right, helping businesses make more money. And what I told you earlier, like I told my buddy Clay as a consultant, at the end of the day, if you can only work so many businesses or so many people at time, if you're working with people with lots and lots of money, you make lots more money too. If you decide to go and help local wine shops and very small local businesses, you're going to get local business paychecks.

Speaker 2: Yeah.

Speaker 1: That's the only thing I would be encouraging to think about being intentional about. It's just I like to make rich people richer. I don't like to work with thousandaires.

Speaker 2: So a quick question on the process. I guess it's partially your deal origination. I guess How fast can that process go versus obviously again, a broker is the fastest route. Probably with buying a business because that business is already ready for sale, that can go much faster, but that still probably could take three to six months. Right? How do you make the process potentially fast, or is there a fast version?

Speaker 1: Yeah, brokers are definitely not the fast way at all. There's a fast way to find a deal. Well, yeah, you can look at 100 deals and maybe speak to the seller one time without giving them financials and the semen sample. So we find that some brokers are better than others, especially like specialty brokers, But in general brokers are harder to work with because they want to protect the seller and they want all this information from you upfront And I don't know.

Speaker 1: I never say brokers are, the easier the faster out. Never They may. It's the road that looks straight and narrow but it's very windy. So for what we teach in general leverage, buyouts, annuity deal structures, things like that, seller financing options, finding people who have good businesses with the stress situations, that's the fastest way to do it. So just off market deal flow for acquisitions. Another way is to put yourself out there to people and say listen, i do marketing. This is what I'm especially at. I'm looking to do consulting for equity deals And then you go network with the other people in Protojave over 500 people who are actively looking at businesses every day.

Speaker 1: There's people in Protojave that are friends of mine who generate 3,000 to 5,000 leads a year that come across their desk. If you went to those people specifically and say, when you find something that fits this box and you need either a consulting for equity partner with you on the deal or you feel like you can refer me a consulting for equity or a seller financing deal, please keep me in mind then I'll pay you a referral fee. At the deal close, like now, all of a sudden you've got a whole army of people out there doing deal origination for you. That's a huge way to do it. I don't know if there's ever an easy button or a fast forward If you go and pick an industry and you go join these groups.

Speaker 1: This strategy works better when it's organic. It works better when people are coming to you like, wow, this guy's sharp, he seems like he can do everything that I need. He's exactly who I've been looking for, looks like he can solve my problems, and then that's where your better deals and your better terms come from. If you're out looking for it, i always look at. Imagine if today you had to quit what you do and go work for New York Life.

Speaker 2: You know New York Life is like health insurance or something like that. Yeah, life insurance right.

Speaker 1: If you went to sell life insurance, what would they say? Go hit your warm market first. Call grandma, call mom, call your friends right? One of the things in this type of environment is you can work your warm market. You can go to everyone in your professional sphere and you are kind of your reach People that you know as acquaintances or friends, people you've met at conferences, people you know who are owning different companies that are maybe complimentary vendors to your business and just have a conversation with all of them and tell them your vision, right? So hey, it's Dave, just wanted to catch up and you're talking to him and say listen.

Speaker 1: One of the things that we're focused on besides our agency that we already have running is we're looking to start working with people more in a partnership capacity where we can leverage our resources, our processes, our skills, our people and our ability to really grow businesses And they don't have to be local, can be larger as well. What we do translates to that. We're looking to partner with some people that want to take their business to the next level, ideally business owners who maybe feel like they're stuck, maybe everything else is dialed in their business, but they're a legion and they're marketing is what's holding them back. Who do you know that you could refer me to to have a conversation? You know what I'm capable of Like.

Speaker 1: If you have that conversation 15 times with people that you're close with, how many referrals could you get? It's just like any sales position you could ever have. It's just prospecting. So it doesn't have to be just going to a website and looking at the MLS or the business broker site. It doesn't have to be just talking to other people who are also doing this and say, hey, can you send me some leads if you have some that maybe fit my buy box how to pay your referral fee or partner with you on it And it also can be your warm market conversations.

Speaker 1: It also can be going back to your existing customer base and presenting a new spin on what you offer to see if anybody wants to partner with you. They're probably out of 180 clients You got five of them there Absolute bad ass. They're on an upward trajectory. They're growing like crazy. Why not be a part of that journey with them, even though you don't want to own a gym, but maybe owning five of the best gyms or owning part of it, maybe that could be pretty lucrative. So I think it's all up here. It's all creativity, man.

Speaker 2: Yeah, yeah, me thinking Overwhelm.

Speaker 1: My job is like we're recording this So everybody can see it. I want to throw as much at you as possible so you can refer back to it and reference it, because I know I talk fast as well. But just think about it and just understand that there really is no limitations on what you could do with this skill set If you learn how to acquire seller leads. There's so many people that want it Like I have seller lead funnels that I can print them on demand.

Speaker 1: I can find you more sellers than you could ever want. That's one of my skill sets And I can't go too deep into that right now. But think about how much time and effort have you put into taking your lead generation skills and putting it toward generating a lead funnel for sellers.

Speaker 2: So when you're saying seller leads, you mean people looking to sell their business, correct?

Speaker 1: Ah, ok, so you're creating funnels for it Because that's my skill set. I'm a funnel guy, yeah, yeah, they're right here, see funnels, right? So, being somebody who has a similar skill set, i mean, why not? Well, how much effort have you put into that? That's another option, right? One thing this is just marketer to marketer. Anybody else listening can enjoy the conversation. But think about the levels of awareness, right, you know what that you got, yeah, not aware, problem aware, solution aware, product aware, most aware, right? So one of the things that I do so well is I really think about where is my best audience. And here's a little secret for everyone watching Most people who own businesses are scared to freaking death to sell their business.

Speaker 1: They're scared to put a for sale sign up, they're scared to list it, and that may not make sense to you, but let me explain why. When someone puts their business up for sale, it confuses their customers, it confuses their employees. It has the ability to tank businesses. I've seen people who have, like physical, local businesses, like restaurants, put a for sale sign up and literally their people stop coming. Oh, they're out of business or they're in distress or they're bankrupt, right. And then you leave it open in the imagination. There's so many people who are not going to put their business on the market because they're scared to do so.

Speaker 1: So off market deals and going after people directly with the direct approach is very, very powerful. I've always been able to translate that into funnels and ads where I'm out finding people who would never raise their hand and say I want to sell, but instead I'm finding people who want to sell the next one to two years, who haven't raised their hand yet and who probably won't, and then I'm offering them a way to sell their business faster. So you have all the skills needed to be successful. I think you just need to think about what direction you want to go in And, at the end of the day, the guy who controls all the lead flow always wins. You know that as a marketer, right? So in this type of environment business acquisitions I chose to be the guy that controls all the lead flow, right.

Speaker 1: You have that skill set like I do, there's no reason why, putting a couple of weeks worth of effort into that, you may find something pretty powerful, yeah, so just some thoughts.

Speaker 2: So my question for you, Chris, is what's your Facebook page so I can funnel hack you?

Speaker 1: I can't do it. Who said I?

Speaker 2: use Facebook Is the easiest one to funnel hack somebody on. Of course, of course, yeah.

Speaker 1: But you know, there's so much love to go around, there's so many different ways to. They say skin to cat, although I think that's kind of cruel, but there's so many different ways to do this. And the best way to do it, though, if you're going to go after consulting for equity is become a magnet. I'm telling you, having your phone ring is so much easier than picking the phone up and dialing. It's so much easier. Everything I've done that I've done well at it's because I've been able to make it rain and I have way more opportunities than the average person. So if you watch my YouTube video on my three step recipe to make any business almost foolproof, there's three things you do, and it's almost impossible to fail.

Speaker 1: More prospects than you can possibly handle. Never go on sale and deliver a 10x satisfaction rate over what people pay. You can scale almost any business, even if you have a terrible sales team. If you have more prospects than you can handle, you're going to do well. So, even if you're terrible at deal making, terrible at talking to sellers, terrible at negotiations, if you had a thousand leads to work, you're going to close one. Compared to somebody who has three opportunities, every lead counts. So for me. I just I've niched into getting really good at making it rain And you have that ability. You've got the process, the skills, the team, the know-how, the funnel hacking chops. I mean, go, start hacking. That's what I would do, yeah.

Speaker 2: I think you got me pointing the right direction there.

Speaker 1: Yeah, man.

Speaker 2: Or gave me a good amount to think about.

Speaker 1: Good. Well, we're right out of an hour. I've got to actually go get a car tag for this car, so I'm about to go do that and go to the courthouse. But I enjoyed our time together And I love the chat with Justin, who's my partner at the gym. Maybe get you connected as well, because, as he kind of takes a little bit of a step out of the day to day, like we talked about being able to plug in what you all offer, especially the appointment setting and taking the lead flow, that would be huge for us. We've got tons of organic leads already coming in Because this is a Ninja Warrior gym, it's a monopoly in our area And it's kind of a sexy thing And it's got great organic lead flow. But we always could use more And to grow that business we do need more leads And I don't really have a lot of time to put in that business. So maybe we can connect you and Justin and hire you guys to help us. Sounds cool, man. Hopefully I didn't talk to you about taking new clients.

Speaker 2: Maybe you did, i don't know Yeah. I probably did.

Speaker 1: Well, good, All right, Cool man. Well, I appreciate it. I really enjoyed having you on And if you haven't watched the whole episode, I would encourage you to go back and watch it. Surges of Income podcast And really, Surges of Income is really focused around how to make lots of money really quickly, making money outside of your normal monthly income, And doing that using investments and buying businesses and business profit distributions.

Speaker 1: Like back in December I had a six-figure distribution, March six-figure distribution from businesses that I own, And then I've grown And then I invest in real estate. How do you grow your net worth rather than just grow your income? That's what we talk about here And today more focus around digital marketing and businesses. Imagine if you are able to develop this type of skill sets and you're able to go out and grow businesses, own businesses, get large checks when you sell them, get large checks quarterly from profits Like how much could you grow your empire if you had the ability to do that? That's what we talk about here.

Speaker 1: And I'm not the richest guy in the world I promise you that, But I am on the way to being one of those richest guys in the world. I've really had a lot of success and all I want for everyone who watches. This is the exact same opportunity that we have guys like you and I But it starts with investing in yourself. It starts with learning skills that are in high demand, no matter what economy you're in, things that people need And when you have a good servant heart, you want to help people and you like to make money. It's a heck of a combination. That's all I got for you.

Speaker 1: Any last words, Dave.

Speaker 2: No, you got me stuck thinking, so no last words.

Speaker 1: I'm going to take your run or something, go fishing and work out your thoughts.

Speaker 2: Yeah, it's been awesome. Thanks for having me.

Speaker 1: I'll see you in the next video.