Join Up Dots Podcast

Katherine Liola is today's guest joining us on the Join Up Dots business coaching podcast and is a guest has a different way of looking at our finances. She is the co-founder of Concentric Private Wealth, based in North Virginia, a financial planning company with a difference. She doesn't believe in budgets. She doesn't believe that giving your children money is always the best thing to do. She doesn't believe that all financial advice is right for all people. As she says "There’s more to financial planning than pre-made forms and plugging numbers into an automated tool. We prefer to discuss your goals, of course – but dive a little deeper, talk through your situation, and fully understand why you make the choices you make. So we begin with a conversation. You’re investing for specific goals, life milestones, dreams you’d like to play out. The deeper our understanding, the better we can ensure your financial well-being. So as you can see this is going to be a different episode of Join Up Dots for sure. So when was the epiphany that there was a different way of operating our bank accounts and finances? And was she great at controlling her own money, or like most financial people that we have spoken to, learnt late after digging a hole for themselves? Well let's find out as we bring onto the show to start joining up dots with the one and only Katherine Liola. Show Highlights During the show we discussed such deep weighty subjects with Katherine Liola such as: Katherine shares the biggest lessons that she gained from her parents and the reasons why it changed her life. We discuss how spending habits could be strictly linked to our own personalities and our own personal beliefs How we don't teach people to truly understand themselves so they can make the choices of what is important to them.  and lastly...... Katherine reveals how this financial message actually took her thirty years to fully allow it to burst to the surface.

Direct download: Katherine_Liola.mp3
Category:Entrepreneurs -- posted at: 12:00am UTC

In today's episode of Join Up Dots David Ralph talks on a series of wide ranging subjects as you would expect. He does have a lot of time to fill after all. So as you will hear on the show, he discusses why obsession is great and leads you to being as good as you can get at. Why you should really find a thing that the world sees you as being an expert in. Why a personal brand is the key to the majority of success that you can get online. But first, lets start with answering a few questions that have been taken from emails received at Join Up Dots headquarters over the last few months. Question One Dear David, loving the show my good man. It keeps me company on long drives through Northern Alaska for my work. Can I ask you a question "What is the number one piece of advice that you give your children everyday" and do they listen to you? James Cenerzon Question Two Mr Loverman, are you really as sexy as you keep on telling us? I was inspired by your recent vacation you took to I believe America. I cant imagine ever being in the position to take so much time off from my work. How did you manage it, and would you do it again? Claire T Question Three   David, i am in the position that i would imagine so many people being, where I have great ideas, then sleep on them to find they are the most stupid ideas in the morning. Do you have any suggestions as to how I can keep the fires burning, as I am going round and round in circles. Thank you much   Dan Goodmoan.

Direct download: Why_You_Should_Sell_More_By_Being_Known_For_One_Thing.mp3
Category:Entrepreneurs -- posted at: 12:00am UTC

Introducing Robert Brus Robert Brus is today's guest joining us on the Join Up Dots business coaching podcast and is a guest that i really wanted to come on the show. Quietly in the background I have been watching his business start from the very beginning. His business is called Go All In and as you will hear in today's show he is someone who is living this mantra big-time. As he says "I’ve been lucky in my life to experience many different professions. It all started in the Australian Defence Force when I was just 17-years old. I joined the Royal Australian Navy as a Combat Systems Operator and was responsible for the operation of the warships radars, sonar and electronic warfare sensors. It was a great job where I travelled the world with my mates and loved every second of it. But I longed for more and soon after my time was up I found myself in the Australian Army progressing through my basic infantry training and onto my Battalion 3RAR and the Parachute School. Beyond the ADF I have experienced many different jobs and ultimately I have found my feet outside the military as a digital marketer and entrepreneur. Life for me is super busy with 3 beautiful children (2 teenage boys and an 11 year old girl) a woman I love dearly and several businesses but I wouldn’t have it any other way. I created the “GO ALL IN” podcast to share the stories of all the amazing people I know and hopefully in the process add some value back to the world with these lessons learnt and the heartache and triumph that they have created. With all businesses that look like instant success, what has been the true story behind GO ALL IN? And where does he see people go wrong when they start, GOING ALL IN for the business, but GOING ALL OUT for their own health and mindset? Well let's find out as we bring onto the show to start joining up dots with the one and only Robert Brus. Show Highlights During the show we discussed such deep weighty subjects with Robert Brus such as: Roberts shares how his wife really pushed him into signing the London Real course and why his ego got in the way of developing his future. We discuss how so many online entrepreneur struggle with imposter syndrome and keep themselves hidden. Robert shares Grant Cordone's belief that obsession leads to success. But honestly how many people truly get that feeling. and lastly...... Robert asks the big question "where does money come from" which more often than not people cannot answer.

Direct download: Robert_Brus.mp3
Category:Entrepreneurs -- posted at: 12:00am UTC

Introducing Curt Mercandante Curt Mercadante is an international speaker, coach, trainer and disruptive entrepreneur whose mission is to save the world by helping people fight for lives of freedom and fulfilment. And one thing for sure his life looks very different from what it once did. Back in the day he was a man on a mission to create success in the manner that the world said was success. He was in the midst of running an extremely successful public relations/advertising agency and landing one big client after another. You move around a lot in that walk of life. Regular flights to catch meetings…conference calls and follow-ups…managing the collective anxieties of a demanding clientele base. His family was growing and so was his bank account. Mercadante did what he could to embrace the little moments that matter whenever they cascaded into view, but he also had to contend with the next thing: the next meeting, the next fire to put out, the next brand to promote. A carousel ride that continued in seeming perpetuity, Mercadante was satisfied with the growth of his business — because, why wouldn’t he have been? — though he couldn’t help but feel that there was something missing from the rush a surging career is supposed to offer. Then he remembered what a superhero looks like and his life changed forever. Curt's speeches and training empower individuals to live their Freedom Lifestyle, and he also hosts the popular Freedom Club Podcast. Raised in the Chicago area, he and his wife, Julie, now live in Charleston, South Carolina, with their four children, when they aren't travelling the world. Curt is a die-hard fan of the White Sox, a superhero nerd, and can frequently be found at his local boxing gym. So does he find the more he gets "the route to freedom" the more he actually doesn't want to do anything much either? And why does he feel this method is so powerful for his clients, that are always rushing, when we know that slow and steady wins the day Well let’s bring onto the show to start joining up dots, as we discuss the words of Steve Jobs in today's free podcast, with the one and only Mr Curt Mercadante Show Highlights During the show we discussed such weighty topics with Curt Mercadante such as: Why the "hustle porn" is such a big part of the online entrepreneur world nowadays (which is so seducing to buy into) Curt discussed the harrowing cancer battle his father went through, and the change it brought into his life.  We discuss why the fight in people is such a rare skill to see from so many people nowadays. They have things too easy. Why the key is to clearly define your life's outcomes, and then go and go and re-engineer the hell out of it. And lastly........... How life is there to be lived and yes, it will be scary, yes it will be hard, but what is the alternative? Not living at all!

Direct download: Curt_Medcadante.mp3
Category:Entrepreneurs -- posted at: 12:00am UTC

Introducing Kat Byles Kat Byles is today's guest joining us on the Join Up Dots business coaching podcast and is a lady who has been on quite a journey. She is a Business and Creativity Consultant with 25 years experience working with entrepreneurs, change makers, creatives and global brands. Only those that are truly making a difference including Homeless World Cup, Nike, UEFA, Vodafone Foundation, Good Energy, Beyond Sport, Eric Cantona, Desmond Tutu, Colin Farrell and Lewis Hamilton. In 2000 she founded Authentic PR, providing communication with integrity for businesses with a positive purpose, as featured in The Guardian, The Times and Director; and for 6 years was the Global Communications Director, Homeless World Cup, which she grew from 20 to 70 nations positively impacting 250,000 homeless people. She generated well over $25 million in media coverage and was executive producer for Kicking It narrated by Colin Farrell selected for Sundance and Tribeca Film Festivals and sold to the US sports TV channel, ESPN. Whilst building a business with purpose made a difference, Kat found herself burn out with nothing left to give at just 42. Her intuition led her to Antigua and Barbuda in the Caribbean to walk barefoot on the sand, float in the turquoise sea, watch the sunset on the horizon and eat mangos straight from the tree. She credits this immersion in nature with restoring her life force, vitality and creativity. With recovery came the inspiration for True Business, a radical way of being in business with heart. Whilst traditional business leads with profit, True Business leads with your creative spirit and aligns with your true nature and purpose to build the business you were born for. Which is the perfect place to start today's show. So looking back was it obvious that she was heading towards burnout, and with a bit more knowledge proceeding the event could have stopped it? And why does she see her business flourishing so naturally nowadays, congruent to her spirit or just great PR? Well lets find out as we bring onto the show to start joining up dots with the one and only Kat Byles Show Highlights During the show we discussed such deep weighty subjects with Kat Byles such as: Why it is so important to walk the walk and listen to your heart before you ever listen to any external advice. How your body feels so much better when you are working in an environment that is truly suited for you. Kat recalls how her boss was in complete denial as to her burnout (as he was probably suffering himself too) and lastly...... Why your perfect customer will give as much energy to you as you do them......its a love match that works when you get it right.

Direct download: Kat_Byles.mp3
Category:Entrepreneurs -- posted at: 12:00am UTC

In todays podcast episode we reveal three stories of success that has occured through the Join Up Dots podcast.

All of them are very different, but lead to a realisation that success is already within you.

You dont look for success outside of your area of experience, but you look for it in whatever you can do best.

You see more and more people start thinking that they have to create something new and exciting.

This is as much for them as it is for their customers. as they see what they normally do as something boring or not needed.

"Why should anyone want this thing" they cry out to the world "Its easy...i can do it just like that" However the truth is very very different indeed.

Direct download: Three_Short_Stories_Of_Listener_Success.mp3
Category:Entrepreneurs -- posted at: 8:53am UTC

Do you ever have days or times when you would rather pull the duvet up over your head and let the world just get on with it? You either cant be bothered, or more likely you are doubting yourself and you think that you arent enough for what the world wants from you? I know that I struggle with this a lot and in this podcast episode I share a graduation speech from one of the creators of the global hit movie "Frozen" Jennifer Lee gets up and addresses a bunch of eager graduates as to the daily struggle that she has everyday to believe in herself and bring her talents to the world. As you will hear for years she fought against really putting herself out there, until she got a grip of herself and stopped allowing the doubts to freeze her to the spot. And as we know success came rappidly after that decision was made, ane every small child in the world would walk around singing "Let It Go" as loudly as they could. Its brilliant to see and its also brilliant to hear as without her inner belief increasing we wouldnt get such gifts. That is what we are hoping for from you too. Everyone of you who is reading this, and listening to the podcast has stuff in you that the world is waiting for. Huge sexy, bold, interesting and exciting stuff that will make the world sit up and take notice of you. Best of all your life will go from the humdrum boring world that you are potentially living in, to a world of riches, excitement ad experiences everyday. Enjoy

Direct download: Frozen_By_Doubts.mp3
Category:Entrepreneurs -- posted at: 12:00am UTC

Introducing Ramesh Dontha Ramesh Dontha is today's guest joining us on the Join Up Dots business coaching podcast is a man who thinks the world is doing things wrong. He is the author of the brand new book "The Agile Entrepreneur, The 60 Minute Startup" - A proven system to start your business in 1 hour a day and get your first paying customers in 30 days or less" Bold and exciting statement, so let's hear what he has to say. As he says "I know you’re well aware that would-be entrepreneurs get bombarded with all kinds of business advice all day, every day. It’s like all they have to do is add “self-employed” to their Facebook profile, and they start seeing ads for webinars and expensive training that they’re told they “must” enroll in to be successful.  Not to mention that most of them have never started and grown a business before, and as they try to figure it out, they can’t see the forest for the trees! That’s why I am publishing a book my book. I think there's a better way for sure" So has he gone through the weeds and clambered out the other-side with this sense of clarity and understanding? As from the point of graduating at the Duke University - The Fuqua School Of Business it seems that he has always had one eye on creating his own future. And what would be the biggest mistake people make, starting the wrong business or simply not starting at all. Well lets find out as we bring onto the show to start joining up dots with the one and only Ramesh Dontha Show Highlights During the show we discussed such deep weighty subjects with Ramesh Dontha such as: Ramesh shares how he was one of the walking dead, and strongly felt that he needed to leave his role to save his sanity, although it wasn't easy to do it. We discuss the early stages of the side hustles that quite often pull us off track from what we should be doing with our businesses. Why it's so important to re-engineer  other peoples products and services to find out what is working already. Don't recreate the wheel, use what works. and lastly...... The reasons why people shouldn't do the leap of faith no matter how many people encourage them to do it. There are safer ways to go about things. How To Connect With Ramesh Dontha Website Facebook Twitter LinkedIn Return To The Top Of Ramesh Dontha If you enjoyed this episode with Ramesh Dontha, why not check out other inspirational chat with Clayton Morris, Dorie Clark, and the amazing Niall Doherty You can also check our extensive podcast archive by clicking here – enjoy Audio Transcription Of Ramesh Dontha Interview Intro 0:00 When we're young, we have an amazing positive outlook about how great life is going to be. But somewhere along the line we forget to dream and end up settling. Join Up Dots features amazing people who refuse to give up and chose to go after their dreams. This is your blueprint for greatness. So here's your host live from the back of his garden in the UK, David Ralph. David Ralph 0:25 Yes, hello. Good morning, everybody. Good morning, my young ones, thank you so much for being here, another episode of Join Up Dots. Now, we've been talking about creating your own businesses and creating our own income streams for about six years now coming up. And a lot of people might think it's really, really easy, and other people might think it's really, really hard. What's the truth in it? Well, today's guest joining us on the show is a man who thinks the world is doing things wrong. Basically, he's the author of the upcoming new book, the Agile entrepreneur, over 60 minutes startup, a proven system them to start your business in one hour a day, and get your first paying customers in 30 days or less bold and exciting statement. So let's hear what he has to say. As he says, I know you're well aware that would be entrepreneurs get bombarded with all kinds of business advice all day, every day. It's like they all have to do is add self employed to their Facebook profile. And they start seeing ads for webinars and expensive training. And they're told they must in load in to be successful. Not to mention that most of them have never started and grown a business before and that's a try to figure it out. They can't see the forest for the trees. And that's why I'm publishing a book, my book, I think there's a better way for sure. So Has he gone through the weeds and clamber down the other side with this sense of clarity and understanding himself? And from the point of graduating at the Duke University of the grass School of Business? And I'm sure I've said that wrong, because it sounds very rude. It seems that he's always had one eye on creating his own future. What would be the biggest mistake people make starting their own business? Or simply not starting at all? Well, let's find out as we bring on to the show, to start Join Up Dots with the one and only Romeo done fine. Good morning. How are you? Romesh Dontha 2:16 Very good. David, thank you for having me. David Ralph 2:19 Start straight away. How do you say the School of Business you went to because I've been practising there? And it just sounds like I'm swearing. How do you actually say it? Romesh Dontha 2:29 That's the question to start with the David. So it's a Duke University. Of course, the school itself is called Fuqua School of Business. FUQUA. and gentlemen, Mr. Fuqua donated some money to the school and that they named the school after him. Also is more food David Ralph 2:45 and far, I was more than, yeah, I was pronouncing the wrong thing. But few few. So a few. Yeah. That's why I'm now a master. So let's get straight into it, because you are somebody but as I say, you've had one eye on the sort of entrepreneurial journey, I know that you've sort of done your own businesses, and then you work for other people, you've gone back and forth. Do you think most people need to see the back and forth? Because it seems to me most people go into corporate land, and then instantly decide they're going to be an entrepreneur and a businessman? Without having that ability to say no, hang on, I will step back again, and see a different way of operating. What do you think? Romesh Dontha 3:26 I personally think that the going back and forth, having certain corporate experience is important. Does it mean that everybody has to go through that exercise? Not necessarily, you know, I've come across people who have never gone to school, who have never worked in a company, and then they think they're unemployable. But they have built very successful businesses themselves. So there are lots of case studies, but my own personal experience, and then majority of the people that benefit by going into corporate world, and then having the back and forth experience, David Ralph 4:00 because my issue, I've never gone back once I quit that was there. And my issue is the fact that I couldn't bear to be told where to be at certain times. The fact that this morning, my alarm went home got a little lucky. And so I had a little delay. And you can't do that if you're going to work. And I'm very aware of that restriction. Romesh Dontha 4:21 That is true. I mean, myself, right. So when you go back and forth, certain times, you feel you regret for going back to the corporate life. And then that's why you want to quit, I myself, come to a stage where I don't want to be told what I want to do. And then you have this phase of life, where you really want to give something you want to accomplish something. And that is the phase. I said, I'm going to do it. I'd not want to have any regrets. And for good, I'm leaving. David Ralph 4:49 And what did you say when you walked in? Did he did he hang on to your leg in and be dragged across the floor? As you're marching to the door? What actually happened? Romesh Dontha 5:00 Yeah, actually, mind was a gradual evolution of wanting to quit. So just a little bit of timeline here. 2014 was when I was I mean, really, I was like a zombie, I really wanted to quit, and I was like, a walking dead, you know, thinking to myself, what the hell am I doing, but I still did not have the courage and that that time, my boss and friends and and strongly encouraged me not to quit, and then stay on. So maybe that played a role as well. And then by 2016, I said, If I don't do it, now, I will never do it. And then I quit. But by the time some of the people already knew that I was thinking about quitting. So it was an evolution. It's the let me go at the time in the sense that I can find a job with a word of encouragement, because they knew that I was going to quit it someday. Someday, David Ralph 5:54 okay. And don't tell me Don't tell me that you went from that point of being the walking dead, to get to your first customer in 30 days, he is that true? Or have you now seen the path? Romesh Dontha 6:07 I have seen the path Actually, I got a trace back, I started a company back in 1994, an information technology consulting company, so I always had the company. So I mean, I had a paying customer at that time, because I simply switched from I was a contractor, a consultant, and then I was consulting for the same company, as a as my own business owner. So that does not count. But when I actually quit for the first time permanently, by the time I have done a lot of what we call the side gigs, a side hustle, experimenting a lot, figuring out trying to overcome this uncertainties. So for me, the 30 days, customer, I already had it within 30 days after I quit permanently. But it is like, you know what everybody calls an overnight success. It is not an overnight success. I've been experimenting, I've been tweaking the model. So for me to get the customer and first 30 days was a, you know, the experimentation that I was doing for multiple years before I actually finally quit. David Ralph 7:13 So what kind of side hustlers did you do? Because I look back on some of mine. And a lot of them were madness. I look back on it. And I think it had nothing to do with my business. It had nothing to do with my branding, what the hell was I doing? But I think it was a kind of a panic, it was a panic of this, this might this might be the key to solve helped me through to where I want it to be. Romesh Dontha 7:35 Yeah, so I was all over the place. David haven't even believe David Ralph 7:39 this is I do believe me? I do. I totally do believe. Romesh Dontha 7:43 Okay, so I was fully employed. I was in the management side, I was, you know, doing the marketing and business development for a large technology company. And then 2005, I was by myself, my family was visiting India. And then I got this magazine entrepreneurial magazine, I was just flipping through the magazine, I came across this article about domains, you know, flipping domains, buying and selling domains and building websites and flipping them. It was a totally new world for me. They said, it's a virtual real estate, internet real estate, that you buy land, you build a salad, or you buy land, keep it when value improves, you know, you sell it like at the time they give example of a sold for $1 million, just a domain itself nothing. So that whole world fascinated me. Then for the next few days, I was spending literally 18 hours a day, trying to go into this forums and figuring out, and within a month, I bought a website. It's a pet medicines website, from a high school kid, or maybe college kid who built it. And then he sold it to me for about $300. Right? It's actually money making domain, right. So he had an affiliate, kind of a website, I don't know about the listeners how much they knew about the affiliates, but they had a veterinarian who is fulfilling the orders that come through the website for the pet medicines. So I didn't have to do much. It was already search engine optimised to some some extent, at that time, of course, the primitive with all the Google algorithms and all that stuff. So it's a money making website, I bought it for around $300. I bought it just to learn, right. And then lo and behold, I was getting 15% Commission on every sale that goes through and very soon made the money. So that was my first side hustle, David Ralph 9:37 Tosa I'm gonna jump into, I'm gonna jump in there. So why do you think that he because he obviously done the bulk of the work with young lad. Why do you think that he been sold it for such a small amount. $300 is nothing Romesh Dontha 9:49 is nothing actually that it was, is that the only thing that I could get to is that is high school K, the college kid around that age, like around 1718 years, he needed that problem $300 for whatever reason, and then he was about to go to college as well. And he didn't want to manage. So he probably had multiple personal reasons, you know, for him to sell for in a very less money at the time. And then I got into this gold mine gold mine not just from a money perspective, gold mine from learning perspective. David Ralph 10:21 I think what you did was really wise that you literally bought something that you knew was working, and quite effectively, you could rip it apart, but then learn what's happening there. And I see that as a great way of doing it. You're buying an engine that's operating. And then you're actually going, Oh, I can see why that's doing that. And back and forth. Romesh Dontha 10:45 Yeah, exactly. So the other option is I could have learned to build and all that stuff. But I was lucky enough I wanted to know by and then that's probably the I think the best learning that I got is you just want to buy something, you rip it apart, you reverse engineer it. Then I went back and been learned about this content management systems like a WordPress and Juma this all those things, right. So it gave me an opportunity to break it apart and learn the underpinnings of the website. David Ralph 11:17 I have actually spent thousands on things like sales funnels and stuff. And when they started operating, and the guy said to me, I will get it going, you will get a tonne of traffic. And this this was in the early days of Join Up Dots. And I paid him at about $2,000, whatever. And it did, it started working. And I hated it because I didn't understand why it was working. And I literally pulled it apart and killed it to find out what you know what was actually going on behind the scenes. And I think that was the best two grand I've ever spent. Romesh Dontha 11:51 I agree with you 100%. So your original question was what other side hustlers have done. So I've done that. And then then I went into this domain flipping domain names like a at one point, I had 800 domains, in my name, right? Just trying to figure out which of those will become gold mines like a, somebody would buy kind of stuff, right. So that did not pan out too well. Because come one year around, you have to renew all those 800 domains. So I was not willing to renew them for whatever the fee, so I let majority of them go. But that during that one year, it was another learning experience. Just studying that industry of the domain flipping as an example. Now with domains, David Ralph 12:35 I'm always buying domains, I bought one yesterday and I do exactly the same, I got a great idea. I'm going to buy a domain name. And then more often than not, it sits there for a year. And then I just sort of roll off and disappear into the domain graveyard. Now. Is it something now when you look back on all those things that you wouldn't have been able to write about the Agile entrepreneur without those? Or is it the case where literally they have pulled you away from being Alberto? Right, the Agile entrepreneur maybe couple of years earlier? Romesh Dontha 13:09 No, David, I mean, all those experiences of the successes and failures are key ingredients of this agile entrepreneur business, right? Each one of those experiences taught me so much. I think without those experiences, I would not be here talking about building businesses and agile entrepreneurship kind of concept. David Ralph 13:33 Now, so let's get on to your book, we're going to talk about your book because I know our audience will jump out and get it now. I read a lot of business books rubbish, I probably read three a week. And after I'd read the first four chapters, I realised that they're just banging on about the same subject, I get one key idea. And they sprayed maybe 30 pages into 300 pages, and then I struggle to get through them, I think Yeah. All right, donate. Now I understand what you're talking about. Just leave it. Now is yours one that is very much like that, or is it a blueprint for people to follow? Tell us tell us what's in the Agile entrepreneur? Romesh Dontha 14:12 Yeah, if you could, let me just set the context for the book first. Okay. So when I looked at the research, primarily, let me talk it from the US perspective. And then probably global also will apply. So many research studies say that about 70% of the people want to have a business, start a business, it could be a side business, it may not be that that's the main business. But when you look at the actual number of people who go about starting a business, it's less than 15%. Right? So there's a huge gap, you know, 70% want to start, but only 50, less than 15% actually end up doing something about it. So then we looked into why, right, the reasons again, the research says it's primarily about the fear, the fear of uncertainty, fear of unknown risks, and things like that, right. So then I said, Okay, I broke it down. Those were the fears that I was going through myself, right, the uncertainty fear, you cannot take it up. But the unknown fear, you can do something about it. So when I was going through my own experiences, and by the way, in parallel, I was I also had a podcast. So I was talking to lots of entrepreneurs who have gone through the journey, I was learning tonnes and tonnes of information. So it breaks down to a few things, right. So first thing is people are afraid they don't know where to start, right? So there are certain elements to actually launching the business, the launching of businesses, you have to have an idea, you want to know which customers you want to target, what are their pain points. And then what is the approximate range of price your product or service that you want to offer? So there are certain set things, about 15 of them, I broke them down that any person has to do to start a business, right. And then the second piece is, is actually selling and finding a customer. Right. So I mean, I am a huge, huge fan of Peter Drucker who is a management guru, he broke down the business into only two things. He said, a business should have only, you know, innovative mark, innovative product, or service. Innovation is key. That's the number one thing. The second thing is you need to have a customer. Everything else is noise. That's what he said, right? So as long as you you figured out the product and service, and you figured out, you know, innovative way of marketing the product and service to find a customer and you got the business. So this book breaks down these elements of launching a business into 15 steps. So the first 15 days of the 30 days, in every day, you spend about 60 minutes. Doing that piece, like one day could be just building the website, you're not building the perfect website, you're probably building a website. And another day, you're just incorporating the business. That's it for 60 minutes, you know, just go through the motions of incorporating the business. Another day could be just brand your business, you know, what are the colours? What are the things that you want to pick? Just 60 minutes, right? So first 15 days is all about every day you do something to launch your business. And the next 15 days is all about different sales strategies that you could implement to find the fast paying customers. So this book lays out in a workbook like fashion every day, 60 minutes, hey, know, do this for 15 minutes. Do this for 15 minutes, do this for 30 minutes like that, right? It depending on the task, right? And then it just doesn't leave the reader just to say do this do this. It first goes over a successful entrepreneur storey. So it features 30 entrepreneurs, a successful entrepreneur storey how they have done it, right. And it actually gives the reader their templates where applicable. What are the templates that they use, for example, email, that they might have sent out a cold email they might have sent out to get the first customer, and then it gives the templates to the reader so they can use. David Ralph 18:20 Now AO sounds great VIA all sounds great. But I'm going to play some words. And I'm going to come back to this. This is a good question. This is a good one. He's Jim Carrey, Jim Carrey 18:30 my father could have been a great comedian. But he didn't believe that that was possible for him. And so he made a conservative choice. Instead, he got a safe job as an accountant. And when I was 12 years old, he was let go from that safe job. And our family had to do whatever we could to survive. I learned many great lessons from my father, not the least of which was that you can fail at what you don't want. So you might as well take a chance on doing what you love. David Ralph 18:57 Now, the content of your book sounds great, absolutely. But the key thing that I can't understand why people can't grasp this. And actually, I've been training a guy over the last few weeks, and he's been building this business. And when he came to me this morning, he said, Do you know what I'm going to do? And I went penny dropped, penny dropped. And he said, I'm going to start looking at my competitors to see where their traffic's coming from, and start nicking some of it. Now, with people out there, why don't you feel a struggle so much to get a customer? Where we already know where the customers are? The customers are going to the competition? You're not going to start a new business Really? That is anything too unique. Are you is your first one not not many people do they're all going to be similar themes. Mine was a similar theme. Yours is a similar theme, everybody. So why did I struggle so much to find a customer? When we already know where the customers are? The customers are where people are advertising, that where they're going on Facebook? Over data is out there what you reckon. Romesh Dontha 19:58 Okay, so it costs is identifying the right customer, I'll give an example. You know, the the my recent turnaround. So I wanted to start a data strategy consulting company, right? That is what I did. And then I went about the wrong way. So I said, Okay, my customers are this, no small medium, kind of I want to go after a smaller medium, because I don't have a large set of sales people. And I don't want to go through that stuff, right. But those were the wrong set of customers, they were not thinking about the problem. I mean, it's not a big enough problem for them to think because they have other problems to solve. And by the time I figured that out, I said mice, the people, the companies that are actually trying to solve the problem of the large companies, and then I don't have a set up to go after them. I want to go partner with other companies who are actually getting this business from them. So my issue there is not that I could not find the customer in the first get go is I was looking in the wrong place. So it David Ralph 21:01 isn't the same, though. Romesh Dontha 21:04 It's the same as for me to figure out that where I should look itself took me some time. I mean, if I didn't have the sustainability, I could have given up by the time I found my customer. Right. Okay. Okay. So for example, it Yeah, if I didn't, couldn't survive for the three months where I could not get the customer, I would have given up and then gone back to a safe job. David Ralph 21:27 Now with it. And the other thing that you said that was quite interesting was the fact of looking at your branding, and you were mentioning sort of getting your colours right and stop. Branding is so much more than that. And certainly I look at my my business every day now. And I think to myself, yeah, my branding is is is bang on its bang on because it's just bringing clients to me easily. And as soon as I land on my website, and we're still improving it all the time. But you can understand we've been about three seconds what it's all about. How do people in the early stages get that? Because it's very difficult, isn't it? People think branding is colours and logos and stuff, but it's not. It's the promise. It's the it's the lifestyle of that business. It's the belief, it's it's everything into one package. Romesh Dontha 22:17 You got it actually. So I was giving colours as an example for that particular days of the work. Because the other things that what is your minimum, you know, what is your value proposition? Those things I would have gone through the prior days anyway, your hundred percent right, David, because the branding is about the promise of your offer that is consistent with, you know, your value proposition, right. So that is what the brand brand is about to me, right? So I mean, it's a brand incorporates number one in a service or a product, and then what is the value proposition that you want to give to the customer? And then what is your promise, it could be that you're low cost, or you're, you know, high value, it's a combination of all those things, but all of them lead into the brand. And then the mechanics of what colours and all is a last step that you only want to make it consistent with the rest of the stuff that you already decided upon. I'm with you. 100%. David Ralph 23:20 Well, I'm glad I'm glad because I didn't want to fall out with you. So I didn't want to fall out with you. Because I feel there's a friendship to be made here. And you live in California, and it's nice place to go on holiday. Now, if we if we look at it again, the Agile entrepreneur, it's a great name. But entrepreneurs agile, are they just making it up as they go along? I often wonder because because we see this all the time where people say yes, I was a born entrepreneur, and I always been. No, you weren't? No, you weren't you, you you just had the ability to overcome the crap and keep going. Romesh Dontha 23:55 David accurate, the Agile term in this one has a very specific meaning and let may go over that here. So in the technology world, especially in the software development side, there is something called an agile methodology. Right? So in 2001, or so what happened was a bunch of developers got together and said, the the traditional way of developing a software where somebody gives the requirements, and then the developers go and take the requirements, spend a few months or six months developing something. And going back to the person who gave the requirements, this is what you, you told us, and then the guy by the time the market is evolved, and then all the requirements want misunderstood by the developers. And the guy says, No, this is not what I wanted. So again, we go back to the method. So that's called a waterfall methodology of developing software. And that was not working out. So the Agile methodology is a very iterative, right? It's an incremental approach. So the way it works, and right now, this Uber's and Airbnb is another way they they develop the software, a very fast is using agile methodology, what they call a sprint. So they break it down into like a one week or two weeks prints, where you give me certain requirements. Within two weeks, I will come back to the proof of concept. Is this what you told me? And the customer says, No, this is exactly not but 50%, you're right, tweak it here. So I go back and then iterate on that one. So with a full realisation, the requirements will change, right? They're not set in stone. So this print approach of developing software revolutionised the software. So this whole thing called agile methodology, it's a collaborative with the person who's giving the requirements. It's incremental with the tweaking. So I have experienced with this agile methodology, and I said, Why can't I take this approach to building a business? So in this agile methodology, we, David, if you talk to any entrepreneur, successful entrepreneurs, they never ended, where they started, the always pivoted, they adjusted the pricing model, they kind of adjusted the persona of the customer, they thought they adjusted the business model, they improved it iterated, changed, pivoted, whatever word you call it. So the Agile methodology of building a business, you know, that whatever business plan that you have, now, it's going to change, but I'm willing to change. So that is what the Agile entrepreneur methodology is that, that you're willing to, you know, iterate, but you know, you got to do it fast, you know, you pivoted so that's why the Agile has a very specific meaning, not just Agilent a very general sense. David Ralph 26:42 Yeah, you explain that perfectly. So basically, what we're saying to the listeners is, instead of getting hung up on perfection, and trying to make everything look perfect, just get it out here, get it out there and then see what happens. Romesh Dontha 26:56 Exactly, David, that's why I'm saying that 30 days, and then 60 minutes concept, I am a strong believer, because let's say you wanted to start a business, right? Instead of wasting six months or X number of months, you know, crunch it down to one month, right? So I mean, can you give one month of your lifetime to start, you know, just experiment with something for 60 minutes a day that you strongly believe in? Can you David Ralph 27:21 know, release this, there's a lot of stuff on Netflix, there's Netflix and Amazon, they're churning it out, it's going to take up time. Romesh Dontha 27:28 Yeah, so it'

Direct download: Ramesh_Dontha.mp3
Category:Entrepreneurs -- posted at: 12:00am UTC

Today's podcast comes to your ears a bit later than usual. This is because I have been away on a five week vacation travelling around America with my family. During that time I learnt so much in regards to peoples desire to "Not have" a business, but how to live a life with no hassle or restrictions. It's not about having the business that excites people, but its about spending time with the family, watching Netflix on a Monday morning and still have the bills paid. So in this episode we talk about the early steps you can take to make this dream come true. We talk about making the bridge to cross to financial freedom as small as possible. Enjoy!!

Direct download: THANK_YOU_AMERICA.mp3
Category:Entrepreneurs -- posted at: 10:25am UTC

Today's guest joining us on the Join Up Dots business coaching podcast is a Husband, Father of 3, Entrepreneurial Businessman, Coach, Consultant and constantly learning how to evolve into the Greatest Man I can be… As he says "I am passionate about helping Men release their Past Limiting Beliefs, Influences and Emotions so they can lift the weight of the World from their Mind and Step into the Man they want to be Mentally, Physically and Spiritually... After 20 years trying to “Have it All” in life,  I found myself feeling unfulfilled, unhappy and thinking their was something was wrong with me...  I hit rock bottom abusing Alcohol to numb the pain.... End of 2015, Greg and his wife were packing up our lives to move back to Australia. They had just spent two years living in Singapore – where he was stationed to setup a US company in South-East Asia. They made the decision to move to an area where they had never lived before and they had big plans to start my own business after 20+ years in Corporate. How The Dots Joined Up For Greg He says "I decided to go all in and launch my own Consulting and Digital Marketing Agency I had all the skills and knowledge to set up the Business as I had done it before for other companies Although it took a bit of work to set up, it was exciting and fun, and I started getting great clients early on, yet I was not quite ready for the emotional roller-coaster that was about to follow. The business and revenue were growing, and so was my stress, worry, fear and anxiety. I started to see how comfortable I had it in Corporate and starting my own business started exposing years of ignoring and suppressing my emotions. Like most businessmen I wasn’t good at dealing with negative emotions and feelings so I used Alcohol to numb the pain and find some happiness on those shitty days! Emotionally things went from bad to worse… Anxiety, Stress and Self Sabotage with Alcohol were taking over my life and I didn’t have the comfy corporate gig to hide behind … I still had to keep building, running and maintaining my new business to pay the bills and support my wife and 3 kids. And that is the perfect place to start today's show. So why do people, men in particular feel the need to shoulder such a burden on their own, without saying "Hey, having a wobble here, need a bit of help"? And looking back was there anything that could have made a big difference, or did he need the "heroes journey" to find the real place he should be? Well let's find out as we bring onto the show to start joining up dots with the one and only Greg Gillies Show Highlights During the show we discussed such big subjects with Greg Gillies such as: Greg shares the dawning realisation that he didn't have the emotional intelligence to build success in his own life, much to his surprise. Why you should have lived the pain point of your ideal avatar to truly bring strength of your business. Greg shares why he now feels that he needed the approval of others throughout his life, and never focused on what he truly wants. and lastly...... Why people across the world make up stories that keep themselves in place from achieving amazing success. Time to rewrite those stories.

Direct download: Greg_Gillies.mp3
Category:Entrepreneurs -- posted at: 12:00am UTC

Introducing Kathleen Ann Today's guest joining us on the Join Up Dots podcast is a lady who for many years worked in the corporate environment. Building someone else's dream wasn't hers and she had to do something about it. So heading into the world of "doing it herself" she became an entrepreneur and well and truly smashed down those corporate walls forever. Kathleen Ann is known as the “Money & Marketing Champion” for heart-centred women entrepreneurs (and enlightened men!). She is the Founder of ‘Power Up Your Marketing’ and holds multiple Money and Marketing Coach certifications. Niching down tightly she now works with service based women business owners to help them create and grow financially successful businesses based around their passion and unique brilliance. Her marketing expertise and insight have helped women around the world to stand out and position themselves as the expert in their field. But this is just part of her business building strategy as she also helps her clients to move away from charging by the hour and instead package and price their services so they can charge what they’re worth and get it. She teaches people to power through to a life they want by using online skills, clear strategies and of course powerful marketing techniques.  She has grown to understand that marketing is not just about having a great marketing concept and a good promotional strategy. So does she remember the gradual build up of disenchantment in the corporate world, and potential fear of going for it like she has. And where does she see most people get stuck when first starting? Trying to be too perfect or trying to attract everyone across the world? Well let's find out as we bring onto the show to start joining up dots with the one and only Kathleen Ann. Show Highlights During the show we discussed such dreamy subjects with Kathleen Ann such as: We discuss why people fail to understand the true preparation required to make a success of marketing. It all starts with understanding yourself and your offering. Why it is so important to focus on the lifestyle you want more than simply getting the cash through the door at the beginning. Why most of the time we don't get what we want because we don't truly decide on what we truly want and hold firm to that vision. and lastly...... Kathleen talks passionately about the strange ways that the inverse operates if you only relax and allow it to happen.

Direct download: Kathleen_Ann.mp3
Category:Entrepreneurs -- posted at: 12:00am UTC

How To Sleep Better With Christine Hansen If you google "How To Sleep Better" you will see so many search results it is astonishing. People are literally tapping away for solutions to their sleeping problems every second of the day. Now you won't need to struggle or google anymore as today's guest is an expert at teaching you how to sleep better. She first joined me on the show back in 2016 where we discussed her personal journey to building literally her "dream" business. Starting her journey as an English teacher in Luxembourg, she had a pretty standard career for a few years until she got to the point when her interest in corporate coaching and sleep patterns became too much to ignore. And she took the leap of faith, leaving her career in education in 2015 to start something new and inspiring. How The Dots Joined Up For Christine As she says “I understand that sleeping, while on sleep medication isn’t really sleeping. I understand that falling asleep, but then having to lie awake for hours in the middle of the night isn’t really sleeping, and I understand that waking up just as tired as when you went to bed isn’t really sleeping either” Which I think is where most of us find ourselves on a daily basis. Our busy lifestyles needing more and more energy and focus. Our workloads taking us long into the night just to keep up. So how do we know how to sleep better for ourselves? Instead of trying every solution that seems to work for everyone else across the world. Well lets find out as we bring onto the show to start sleeping like a baby with Christine Hansen. How To Sleep Better Highlights During the show we discussed such dreamy subjects with Christine Hansen such as: How to sleep better during the summer when it's really hot at night. That is a big problem. Why Christine think that the sleep trackers are such a bad and pointless idea. Christine reveals how she is getting her team together so that she can pivot moving forward. and lastly...... Why social norms around sleeping patterns should be ignored. Do what you have to do to get a good nights sleep.

Direct download: Christine_Hanse.mp3
Category:Entrepreneurs -- posted at: 12:00am UTC

Introducing Phillip Stutts Today's guest joining us on the Join Up Dots business coaching podcast is the author of FIRE THEM NOW. He is one of the masterminds behind the curtain of political marketing. With more than 20 years of political and marketing experience, Stutts has worked with multiple Fortune 200 companies and has over two decades of experience working on campaigns with billions of dollars in political ad spend and contributed to over 1,000 election victories, including hundreds of U.S. House campaigns, dozens of U.S. Senate campaigns and even three Presidential victories. He founded Go BIG Media in 2015 and has won more than 30 prestigious awards for their work with US Senators, Governors, and Presidential Candidates, including a Pollie Award for Best Digital/Internet Independent Expenditure Presidential Campaign and the Goldie Award for Digital Video Excellence in a Presidential Campaign. Now if that doesn't sound like he has a lot on his plate, then lets tell you he is fighting a rare, incurable disease.  Diagnosed in 2012 with the esophageal disease, Achalasia, he spent five years ignoring it. Frankly, he put his head in the sand, taking medications that did more harm than good, and waiting for the inevitable. Then he woke up and said no more. His mission today is to find a cure and pursue a life of constant growth and giving. And he’s making progress. Stutts has been featured in Inc. and has made more than 200 national TV appearances including Fox News, MSNBC, and CNN. He has been lauded as a “marketing genius” by Fox Business and “the political guru” by ESPN. So what makes a man with so much going on, seemingly crank out even more work, when most people would take a breather and focus on themselves? And where does he see people go wrong in the business world, when it comes to marketing. Speaking the wrong message, or simply directing it at the wrong people. Well lets find out as we bring onto the show to start joining up dots with the one and only Phillip Stutts Show Highlights During the show we discussed such deep weighty subjects with Phillip Stutts such as: We discuss why there is a point that so many businesses go for scale for the sake of it. Is this an ego metric, or pure business requirement? Whether there is a firm reason to only choose to work with people that you personally share the same beliefs with. Phillip shares his personal belief that social media will be crashing in the next five years. and the reasons behind that belief. and lastly...... The reason that marketing should be based around one key concept, and why most businesses fail to see this themselves. How To Connect With Phillip Stutts Website Twitter LinkedIn Return To The Top Of Phillip Stutts If you enjoyed this episode with Phillip Stutts, why not check out other inspirational chat with Clayton Morris, Dorie Clark, and the amazing Niall Doherty You can also check our extensive podcast archive by clicking here – enjoy Audio Transcription Of Phillip Stutts Interview Intro 0:00 When we're young, we have an amazing positive outlook about how great life is going to be. But somewhere along the line we forget to dream and end up settling in Join Up Dots features amazing people who refuse to give up and chose to go after their dreams. This is your blueprint for greatness. So here's your host, live from the back of his garden in the UK, David Ralph. David Ralph 0:25 Yes. Good morning to you. Good morning to you and welcome to Join Up Dots. Thank you so much for being here. It's great to have you because I don't like to be on my own. I really don't. But unfortunately, we've got we've got a guy at the other end. And what we've been trying to do in Join Up Dots recently is to vary the kind of content that you really don't know what you're going to get. And so it might be a deep dive on one of the movers and shakers, the billionaires have come and gone in this world. Or it might be somebody doing things that quite frankly, just interest me. And today's guest certainly falls into the latter camp. He's joining us on and Join Up Dots is the author of fire them now. And he's one of the masterminds behind the curtain. Yes, the curtain or political marketing. With more than 20 years of political marketing experience. He's worked with multiple fortune 200 companies and has over two decades of experience working on campaigns with billions of dollars in political ad spend and contributed to over 1000 election and victories. Yes, he's to blame, including hundreds of US House campaigns, dozens of US Senate campaigns and even pre presidential victories. Now he founded go big media in 2015. And as one more than 30 prestigious awards for their work with US senators, governors and presidential candidates. Now it doesn't sound like he's got a lot on his plate. But let's tell you he's also fighting a rare NQ incurable disease diagnosed in 2012 with a software called FZ. Accolades Yeah, he spent five years ignoring it. Now for Petty's head in the sand, taking medications that did more harm than good, and waiting for the inevitable when he woke up and said no more. And his mission today is to find a cure and pursue a life of constant growth and giving and he's making progress. He's been featured on 200 national TV appearances you get the drill is good. Now what makes this man we have so much going on seemingly crank out even more work. But most people would take a breather and focus on themselves perhaps and where does he see people go wrong in the business world when it comes to marketing, speaking the wrong message, or simply directing that message at the wrong people? I think that's pretty good. But let's find out as we bring on to the show to start Join Up Dots with the one and only Phillip Stutts. Good morning. How are you sir? Phillip Stutts 2:48 I am great ever had a crushed it this morning. But studying and reading and I'm ready to go? David Ralph 2:56 Well, as soon as I connected with you, you sounded like a guy that was really ready to go I get some guests, but sort of roll up. And I imagine that they via just rolled up because they're so chilled. Or they're wearing their pyjamas or their you know, you seem like somebody that really wakes up each morning, puts these feet on the floor and goes, let's make this day a day worth living. Phillip Stutts 3:19 I'm Thank you, I appreciate that, I would tell you that I do feel that way I listen. In my business this in the last two weeks, we've had massive challenges. I get super pumped and excited. But roadblocks and challenges. And my what I get excited about is I get to deep dive and solve those problems. So this is kind of your you're catching me in one of these. I'm really excited moments because I'm getting to solve problems. So I know I'm David Ralph 3:48 writing that way. But I use somebody because what I see also on the show is when people are really, really pumped, it's because they're on that wave. And they might have been paddling in the deep for a while sort of biding their time and then suddenly that wave gets him and the momentum builds and bear they are sort of flying towards me. Are you sort of on the top at the moment surfing the cube? I think they say the kids, I think Phillip Stutts 4:13 it's a little bit more complicated. I love you know, people that are listening to this. You hear a lot of guests and they come in and they tell their their victory storeys. Right. Mine is a different storey mine is. In my business, I have pretty much eaten doo doo for the last year and a half. And in trying to build and grow a corporate marketing division, we have a political marketing company that's completely separate from my corporate marketing division. In the last six months, we've it is exploded, we've grown by about 10 times from what we did last year. The problems that I'm seeking to solve are when you scale at that number, when you know how do you scale it that number, I have a model. I've done it before with my political marketing agency where we went from one employee in 2015, we have 27. Now we burned 22,000%. And then I I left the data and running the day to day operations of the political marketing from the open a corporate marketing agency. And we're sort of in the similar path. I like solving the problems of building the team it to me, David, it's all about the team, I if I build a great team, we will serve our clients, we will grow businesses, all those types of things. And so I like I'm in this moment where we're in a transition and we went from startup to you know, we have to optimise and grow with our clients. And so that's the challenge. It took a lot of dirt in my face over the last few months of eating dirt. But it's really going well right now. And now the challenge is how do you grow it and sustain it and sure the clients have had incredible success, and that there's no drop off. David Ralph 6:05 Now I'm going to put a different opposing view towards you only because I'm it's something that I'm interested in at the moment. Vat non the scale, the scale sake, everybody's looking for bigger metrics, and more downloads and more and more fat. And I'm going through a process where I'm thinking to myself, do I need that. And that process is a book that I've been reading called a company of one by Paul Jarvis, where he says one issue, you have pressured once you need to have a lovely life, but also pay all the bills, and vain. Do you need more than that? Would that be a view that you could understand? Or is that a view that is so contrary to the way you operate? You think No, I just want more and more and more. Phillip Stutts 6:52 So I was that person for 10 years, from 2005 to 2015. I was a one man, police consultant didn't own any marketing agencies, advised political candidates, nonprofit, some corporate clients. And what I realised there was a point is great by a great question, because I've never been asked this and I think it's just outstanding. So I i've you know basic was a one man shop at one point I had seven clients, I was making close to seven figures a year, I was I was just incredibly happy and excited and loving life. And then one day for or two of my political clients decided that they didn't want to actually run anymore, or raise money to pay the bills. Two of my nonprofit clients lost their funding. And, and within like, literally one week, I'd gone from seven clients and seven figures, to basically three clients and barely making six figures. And I went that that is a scary situation when it's all on you. And I did a soul searching I mean, I went through years and years of soul searching. And ultimately I found that deep down what's in the fibre of my body is two very important things is that it actually ends up being the values of the of our company. And it is given grow, give more than you take and always be growing. I don't have long vision statements. And I need you know, something mounted on the wall that people see and forget. And three seconds Nope, it's given growth. And for me, that's not I wasn't, I would never in my life, I wasn't always that I'm striving to be that I'm trying to give more than I take, I'm striving to always be growing. But once I understood that that was what drove every fibre in my body, then I put I put all my chips in and said it growth like I've got to be growing I've got it doesn't mean like the company has to 10 x every year and all that stuff. I don't necessarily mean that. But I have to be growing, I have to get smarter, I have to be getting adapting and in taking change. You know, I know you. You love to ask like a great quote, I think Tony Robbins has this great quote, and I would tell you is the quote that sort of defines my life. And it's the quality of your life is in direct proportion to the amount of uncertainty you can comfortably tolerate. And man Does that ring for me because I when when I was a one man shop, I always put myself in comfortable situations trying to maintain my certainty. And when I put myself out there when I took chances, and when I decided I needed to be living more uncertain life and not live as comfortably. That's when massive growth happened in my life. By the way, I fail all the time. Like literally every day, there's a some kind of failure some way. It is not like failure is feedback to me. So like, I'm excited right now because I I'm learning from all of my failures all the time. And when you see yourself, take yourself from a failing position, to growth, to success to overcoming that grit side of things, is like you get so much confidence out of it, you know, you can do anything. So for me personally go back to your question is just not ultimately I was I did that it wasn't a fit. For me. It's a fit for other people. And I love that. But that for me is not not how I think about things. David Ralph 10:24 I've only spoken to you for about the last five or 10 minutes, but you seem to be a man who knows his stuff, you know who you are, and you know what you bring to the table. Now one of the things that interests me with you feel it is the fact being in the political arena, and being a political marketing genius, as they say, there must be an awful lot of business that you don't agree with you can't believe go along with all their political agendas. How do you balance that in your own mind that you're bringing messages to the world that actually go against what your personal beliefs? So Phillip Stutts 11:00 So do you let me ask you this? Do you represent clients? You do consulting things like that? Right? David Ralph 11:05 Yeah, a bit bit here very I try not to. Phillip Stutts 11:08 So with that, in particular, do you? The the companies or the business owners that you've consulted in the past? Do you believe everything they believe? David Ralph 11:18 I don't buy believe it? They're a good person or not? Phillip Stutts 11:22 Man, you just nailed it. And we go from me. So for me, it's easy to have a stereotype and stereotypes are called stereotypes, because they're mostly true. But for me, I've I've been lucky enough to work with people that I truly believe in and want to fight for. Are there people that may not meet everything that I believe in? or want? Absolutely 100%? But do they represent the kind of change that I want to be seen? I don't want to seem to be made. Absolutely. And so I have no friends problem whatsoever. And I'll never apologise for it. David Ralph 12:03 Because if you see these kind of political courtroom dramas, when somebody's standing up defending someone, and I always think to myself, I couldn't do that if I if I knew he was guilty, even if it was my job. I couldn't do that there's no Phillip Stutts 12:18 one could do that formation of America's democracy is that, you know, people have the right, both sides of every argument had the right be made. Who are those people that are going to do that? Listen, I don't think I've ever gone out and defended something I truly thought was immoral or unethical. But at the same time, look, their defence attorneys are people are accused of crimes. If they didn't have defence attorneys, then a lot of innocent people would be in jail right now. So sometimes, the way a scandal in politics is portrayed in the media is is maybe half right, maybe 25%. Right? I believe that politician has every right to defend themselves and get their side of the storey out? Well, David Ralph 13:01 well, let's take away from that into your political journey and your personal political journey. Because I'm always interested in that bit. When the intro is being read. It sounds like all the dots have joined up perfectly. And from the moment that you sort of you came out of the womb, you had a little suit on and a little briefcase, and and off you went a big part of the storey where most people are making it up as they go along. I remember reading Barack Obama's biography and he spent my whole summer getting stoned and drinking beer because he just didn't know what he wanted to be. And you think it's quite obvious, you're gonna be Barack Obama. Have you had those moments in your life when you've been going through college, whatever, and you're really doubting that you're on the right path. Phillip Stutts 13:51 Now? Well, first of all, I didn't even know what my path was until I was 23. I'm sitting here right now, in a T shirt and flip flops. You know, again, still tights, David, you're putting stereotypes on I wear a hat a hat every day, I live on the beach in Florida. And, you know, the last thing I am is probably the stereotype of what you would think of somebody that works in politics is when I was 20, sorry, when I was 22 years old, I had the opportunity to go work on a presidential campaign. And literally as a gopher, and found it to be, always say, working on political campaigns. It's like smoking crack. So stick with me, Okay, I'm ready. Okay. All right, good. Because here's the deal. You go in to a political campaign, and you work 24, seven, there was a three year window in my career where I had 22, total days off, I was, you know, you there is no balance in your life, you are going 1000 miles an hour, 16 hours a day, seven days a week. And All you think about is, I've got to, I've got to get off of this, that I cannot do this, the rest of my life is going to kill me if I continue down this path of working in politics or political campaigns. And then Election Day happens. And then the day after election day, you it's like, you go off the pipe, you fall asleep, you go, Oh, my God, it's over. I'm never doing this again. Thank God Almighty. And then about a week later, you start twitching. And you go, man, I gotta get back on a political campaign because you realise that you'll never feel as passionate about anything in your entire life, as you do in a job where you're fighting to change the way the country they out, you know, outcome or out the direction of the country that you live in. And so for me, you know, it is, you know, every time I always say every time I try to try to get out, they pulled me back in. Because ultimately, I think you need to be in the fight. I think there are a lot of people out there in the world today, that all they do is bitch and moan. And all they do is say how horrible this person is, and that person does. And then you ask, Well, what are you doing to change the system? And you know, the answer is I'm tweeting. Yeah, that is total BS to me. So if you're going to complain to do something about it, well, I'm going to do something about it. I've been doing something about it for 23 plus years now. And I believe that you got to be in the fight if you're going to have if you're gonna have strong opinions. Otherwise, you're a poser. David Ralph 16:27 Yeah, but what you're battling with all the time, and I will reference I don't really use Facebook at all, but I put a post on it the other day, just because something was niggling away. And this is exactly why. Why is it on social media that someone says something offensive, political, racial, and the world sits up and takes notice and thousands of comments and likes come forth. But when someone is doing something great for someone, the community charity the world and need help by gaining shares, likes, it's barely a whisper by get, I hope that we aren't creating a world where the sensational outscores the positive every single time. But I bet we are. Now with you being so passionate, you're obviously thinking that you are doing great stuff. But we all know in the political arena, a lot of that great stuff never comes to fruition. It just kind of gets caught up in red tape. How do you balance Vatican right, your efforts are going into a black hole, but actually are going to get suppressed further down the line. Phillip Stutts 17:27 But let me answer the the Facebook post that you had. I just wrote a piece. I have a subscriber list. And I wrote a piece two weeks ago about the looming social media market crash, I believe that the exact post that you had is the reason social media is going to have a market crash sometime in the next five years. I believe that when everybody is trying to beat their chests and show how important they are, you know, people will say like, literally I know people that live early post I'm against rate, because they want people to clap and bet pat him on the back. And like, Who's for rate? David? Like, I don't understand these things like, yeah, no one's for that. The only reason people posted something like that is that they want people to like them more. And I think it's a, it's the Doom of society, one of the reasons I admire you is that you've kind of sworn off some of that stuff. I'm the same way I post on social, but by the way, I never get on it. I mean, I rarely get on it, because it's so toxic. And when it's so toxic, and I know this these companies, because they've tried to bow to all the censorship calls, that ultimately there is going to be a massive market correction for social and it's coming. The second part is how do you tap into that emotion in a positive way? You know, so one of the ways that we've done it, one of the ways I do it in marketing, and look at me, I'm transitioning. I, one of the ways we've done this is you've seen maybe it's on the American side, maybe it's over on your side of the pond, but you've seen political ads that are negative ads, correct? Yeah, absolutely. Great. Here's what we've done to sort of reverse engineer those. So I've done negative political ads, I've made them I've won awards for them. I've personally, I kind of like them. But when we're working with corporate clients, if you take that principle, and apply it to a company that runs and add a comparison ad, right, we can call it going negative, but it's a comparison at but the comparison at a thins no one and builds stronger and deeper Connexions to the company that is producing the ad by the customer, that is a win all the way around. So it's taking a negative and turning it positive. I'll give you an example. We work for a dietary country dietary food company, they are an eight figure company, this is on the corporate side. Ever, we are I fancy our corporate marketing agency is actually a marketing intelligence and data company because we use data to make all the decisions. And so we went into this, this dietary food company, and we we overlaid their customer base on with, you know, to overlaid all their decisions. And we follow those people for a month. And you can say you did and I'm like, Yeah, everybody does in the data world. But we followed everything I did. And we came back after 30 days, and we had a complete and psychological understanding of their entire customer base. their customer base was 50% vegetarian or vegan, the customer base hated and we found this in the data, they did not like they hated soda. seems obvious. But until you look at the data, and you follow them around, you'd never know. And so we ended up creating ads. And the ads said, you know, don't you know what it was like a crush soda can and it said something to the effect of, you know, don't succumb to the soda industry by these clean unhealthy foods, right? That's a comparison ad. What did that ad do? Well, we also tested it against some positive ads against the top rank positive ad that we tested against it had it at a two x click through rate, and it 20% conversion rate where the customer bought a product based on the comparative ad. Now, no one in that customer base is offended that we went after soda, because everybody in this company's customer base hates soda. So what we did was we use the negative turned it into a positive built a deeper connexion. And we see this over and over and over again, comparative ads on the corporate side, or if done effectively, are the most successful ads, you can absolutely run in this day and age. And that's because you were tapping into the very thing you wrote about in that Facebook ad, but in a different way. And you reorganise it in a different way, and you use it for a positive effect. David Ralph 22:12 Well, okay, we're gonna play some words now, then we're gonna come back to back because I think this is a nice segue into the business element of Join Up Dots is Oprah. Oprah Winfrey 22:22 The way through the challenge is to get still and ask yourself, what is the next right move? not think about, Oh, I got all of this. What is the next right move? And then from that space, make the next right move, and the next right move, and not to be overwhelmed by it. Because you know, your life is bigger than that one moment, you know, you're not defined by what somebody says, is a failure for you. Because failure is just there to point you in a different direction. David Ralph 22:53 Why? So taking those words and what you said about the data and the marketing, somebody listening service, they run a small pet shop in Nebraska, we say, and we're thinking I need to know more about my customers, I need to appeal to the right customers. I've tried Facebook ads never got anywhere, is this is something that you know, vape can jump on and take your learnings and transition into their own business, or is this something that literally, you've got to have not the one person shop, but a whole business to have? Phillip Stutts 23:30 So, listen, I think, pursuant to what Oprah was just saying, it is one step at a time, and 90% of times that business owners that comes in, and then talk to me and say we need you to do your marketing, they try to go for the get rich, quick pill. It never works. David, I've heard you say this before you hate marketers, or you hate marketing 95% of business owners hate marketers, or marketing. They look at it as a cost. They look at it as an expense, not an investment. Done, right 90% of your business should be marketing. But because there are so many nefarious characters out there. And there's so many people that see, oh, my God, this guy ran a Facebook page ad I should run a Facebook ad. And I wrote my book called fire them now because I wanted to point out the unethical behaviour of marketers in the industry. What the step by step approach that Oprah talks about in there. For me, it's very simple. Anybody that works with us, any company, they have to undertake this, this, this, we call it the undefeated marketing system, we're going to trade marketing it right now. And it will probably be my next book. But the reason it is because it works, every client that has come in and done this particular step by step process has grown their bottom line, every single one. Now I've had plenty of clients that start the process, and then go, I don't want this, I just want to get rich quick pill, I don't have that they fall off. But the way you do it is you and you must have deep understanding of customer data or your ideal target market, you must get that you must understand what the data says about the way they think they feel, what the top values in life are, how they're motivated, what platforms are on the chronological order of the platforms they visit. And from that, and so you know, whether it be politics with voters, or whether it be you know, corporate marketing with customers, or clients, I've done over 3000 campaigns. And all I've ever done is looked at data and been able to read between the lines to say this is what this means. This is what that means in your data. From that you've got to build a strategic plan, not on a bunch of guesses, but on what the data tells you. So that's step two, then you have to rebrand your company in the way that the customer wants to listen and hear from you. Not in what you just want to say. But what the customer wants to hear. Does that make sense? Not? Yeah, yes. And we know that from the data. Then step four is you go out and you test all the data, all the messages that the data gave us, like the the case study I just told you about, about going negative with the supplement and dietary company. Once we figure out the after we test all these concepts and these messages that the data tell us will work. We've always found what works, what we find in the testing processes, the 10 concepts we test, they all work, but two or three, go crush, I mean, they go through the roof, then you go to the business owner and you go, let's make a real investment in your marketing. Now. The point is, is that marketers have should absolutely should take the risk off the table for the business owner, the business owner should win before the marketer wins. And unfortunately, the way the rule the unwritten rule is now as the marketer gets paid, whether the business owner grows their business or not. And what I'm trying to tell you is the process I just laid out is to how you win back, that game of marketing. In addition, one of the lies I taught so the I talked about the seven lies Digital Marketer selling my book, I'll give you one. And it's counter counterintuitive to what you're probably thinking. But it is this if you are a business owner, and you hire a marketing agency, and that marketing agency says you have to sign a six month, three month 12 month contract. That is unethical behaviour, in my opinion. And 23 plus years of marketing, every contract I've ever signed in the history of my career has been month to month. Why? Because that mark that business, that politician can fire me anytime, if I'm not producing for them. Now, the reason that's important is every month My ass is on the line. And either I'm producing results, or I'm gone. How much faster do I move? And how quickly do I innovate every single day for my clients that that's my mindset. And unfortunately, that is not the mindset of the majority of marketers out there in the world today. David Ralph 28:22 What you're saying makes so much sense to me. But there's also a fear, there's a fear that most peo

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