Have a podcast in 30 days

Without headaches or hassles

In today’s episode, I’m talking about real solutions to kick-start a struggling venture and a marketing blunder that you've got to steer clear of.

Discover the essential moves you need to make, the truths you need to hear. This isn’t just talk; it’s the wisdom you need to crush it in the business world.

Tune in now!

Show highlights include:

  • This is the way to go if your business is struggling. [04:10]
  • Do you want to turbocharge your client base? [09:30]
  • Discover how to generate revenue and succeed in your journey. [10:23]
  • How can you turn others' needs into revenue using AI? [16:13]
  • Learn how to deal with the real-life ups and downs of business. [19:51]
  • Ever wondered how to make quick decisions and manage money effectively? [21:36]
  • Unlock the secrets to securing funds through acquisitions. [23:57]
  • Are you ready to revolutionize your marketing strategy? [28:25]
  • Are you selling what people actually want? [32:49]
  • Here is your complete guide on how to solve people’s problems. [35:57]

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Read Full Transcript

Welcome to the making of a dem Ma. Is your business struggling? I'm going to share with you a fast solution, maybe one you don't want to hear, but it does work. And not only that, my big marketing f up and how to avoid it. So with that said, let's get started. I'm Mark Evans

0:27 I'm here to help and teach you what I know and discover freedom. No question Warren Gibbons when he stepped in the Dow. deal maker, a deal maker, not just the deal maker, dream maker. Hey, there drummoyne Mark,

0:48 D am sitting here in Chile, Parkland, Florida, up in the office, overlooking the golf course watching these people walk around, chasing that little white ball, you gotta love it. Anyways, as I'm sitting here talking to you today, I want to always say thank you so much. We are all in this journey together. As true entrepreneurs, dealing with 80,000 things a day. I know who you are, I know what you deal with. Some people deal with things differently. And that's what I'm here to talk to you today about about some challenges that I've had recently, and how I hope my challenges and solutions can make your life a little easier. And as you know, the podcast here is free, 100% free. I do this because this is a way of giving back. I've been an entrepreneur my entire life, never had a job as an adult. And I will never have a job, if you will, w two I should say because we have lots of jobs as entrepreneurs. But I just want to say thank you so much for being on this journey.

A lot of stuff going on a lot. Good and bad and everything in between. But as I'm sitting here talking to you today, thank you for all the five star reviews, sharing this with your friend. I know I say this all the time. But listen, this is so important to all of us, not just me, but you and who you care about sharing the show. Like I said, simply I share shows all the time with my buddies, with my wife with people I care about. If I hear something on a show, if I'm running or walking, or just you know, driving or just listening, I pause it, I share the show on the platform that it said it's like, you know, shoot them attacks. Hey, Dina, listen between minute 20 and 24, powerful message, right? And then send it, this is a great way to plant seeds of success with your friends, let them know you're thinking about them. So that's one thing as an entrepreneur, we got to be thinking about other people, because you're taking a lot of information and daily from a lot of different angles.

2:57 And when you do this, it started it starts creating an abundance effect. Because you can listen and interpret. And if you're consuming, you can also share, hey, this is my consumption, check out this show why this is important to you. It's very specific for them. And they will thank you for it. I promise I get messages all the time. From people I share shows with like, Dude, that was insane. I never even thought about that. Thank you for thinking of me stuff like that. So show the show and connect with people like it's really simple. It's free. And we're selfish. If we're not guys, I don't care who you think you are. We all every single person is dealing with stuff. And if someone just takes a nanosecond of their life to think about them, to send them something positive, insightful, impactful, it can really make a big impact in their day, week and month and year. Seriously. Take a second, if the shows makes sense.

Share it with 234 500 people, whatever you need to do. So enough about that. I want to talk to you about business struggling. If your business is struggling, I want to share this with you because a lot of people, you know lots of people listen to my voice like all of our businesses are struggling somewhere, right? Maybe we're struggling on hiring. They were struggling on marketing. Maybe we're struggling on revenue. Maybe we're struggling on the pivot. There's a lot of struggle points. But the key is we don't want to create strangle points. So let me talk to you about something. I was talking with a guy a couple pray about a week ago now. And he's in the dumps, right? We've all been there where you're like, Dude, it's so hot, so hard. Like our brains are filled like they're going to explode. You start getting overwhelmed, frustrated, short, ticked off very easy, because like you're seeking a solution to solve the problem.

4:55 Unfortunately, depending on where you're at in the journey of the game, you might be coming To solve a plumbing problem with a hammer, right, you have the wrong you have a tool, but you have the wrong tool to solve the problem, because all you need is a plunger for the toilet example. So I when I was talking to him, he's like, Man, I just got done with a lawsuit. They got 160,000. I wasn't personally ready for this financially, I'm not good at financial planning. And I get that, I get that. But I'm asking them like, what are you doing, though? What are you doing today to solve the problem? Well, you know, we got a lot going on. And it's just, you know, like, jobs just aren't paying fast enough. We didn't get enough revenue. And I'm like, What are you doing as the owner? Yes, you as the owner to solve the problem.

5:46 And he said something that I hear pretty much every single time I ask these questions to guys, or gals in this situation, because I do and I'm willing to work 16 hours a day, 18 hours, I'll do whatever I can to solve the problem. I'm like, Cool, I believe you. But what are you doing right now? Today? What's on your schedule today, tomorrow this week to solve your problem. And then this is where it starts, while I'm hooking up with someone helped me financial planning. Okay. What else? Well, I'm like, I know I have information. But I need a new CRM, and I'm the only one that can make the decision. I'm the only one that can take the information and put it in the system to do to get going. Okay, so you've been in business 13 years, you've created revenue. You just told me your last month was the worst month you've had in a while? What are you doing to create revenue? See, the thing is, there's a massive difference with being busy and being productive.

6:48 When you're in the trenches, and you need to create revenue, the last thing you should be doing, the last thing is busy work. I'm talking, you don't take a shotgun to kill an elephant. It won't work. I don't care how many times you shoot that fucking elephant, it's not going to be affected. There's nothing effective about it. You're out there in the weeds. You're out there in the bush, if you will, you found the elephant, you got you, you brought the tool, the shotgun 12 gauge, it literally is going to do nothing. It's spread spreading everywhere.

7:23 You need the 50 cow. You need the right tool. You need to be very direct and very focused on what the mission is what you're trying to accomplish. Do not confuse activity with productivity. And I see so many great people struggle here. Because you are busy. You are doing a lot of things your brains about to explode because you don't a lot of new things. Truth is mostly shit you should never even think about doing let alone you doing the work. This is stuff you'd hand off to someone that specializes in crm management, someone and not only that, when I was talking to this individual, he's talking about I need to get better financial planning. Dude, right now you have no money to financially plan for

8:10 yet, but I need to build the business bigger. I need it. So this can't happen again. Yo, homie, if you do not fix this today, make money today. The future doesn't exist. Anyways, here's how you financially to plan for 00 There's no planning needed, you have no money to plan with. So we need to get back to the basics. What got you to where you're at? What got you to revenue generation, you getting on the phone calling your top 10 clients, you getting on your phone asking for referrals, you going to events, shaking hands, kissing babies connecting the dots, you have to show up and close deals. I don't care if you've done that in the last year, last 10 years last 100 years. It doesn't matter if your company needs money, it needs you. It needs you to get in the field. It needs you to get out there and connect with people that are ready willing able to buy your products. When's the last time you called your top 100 people in your system who market and got a system motherfucker you do pull out your last 100 invoices and call these people that's paid. See what's going on? How was their service? How was their experience? Do they have any friends, neighbors, cousins, brothers, sisters, anybody with a pulse that possibly could utilize my service? You have to get serious about this.

9:33 You cannot be playing this game like who will do and overthinking again will power and oversee your realm. I can't really get good clarity. Dude when you need to make money. The clarity is pen, paper phone execute. That's the plan. I'm not saying do this forever. I'm saying when you're hunkering down and your business is suffocating. There's no money to pay people. Right this guy said I saw my kids four wheelers. I sold my truck
Hold this call. You sold all that stuff, but what are you fucking doing to make money? That ain't make your money. Let's buy that's selling shit, you probably shouldn't have bought it anyways, distractions.

10:14 What are you doing as an owner, to get on the phone to get in front of people to close deals to generate revenue. When you do these actions, you get out of that funk.
Make the 50 calls conversate with 20 people. If you do that today, my friend, I don't care where you're at in the journey, you will make more money period. I don't give a fuck what CRM you have. I don't care if you even have a CRM.

10:49 Too many people are creating complexity for execution. Complexity actually kills execution. There's no momentum, especially if you're not a complex individual like me. I'm pretty dumb. Give me a piece of paper sent me in a silent room. I don't want fucking TV, radio news. None of that bullshit on. Give me the phone. Give me pen and paper. Give me 50 Top give me the top 100 people I've worked with in the last two weeks, 12 months, whatever. And I'm gonna start calling and I'm gonna start having conversations. And I'm gonna get excited. I ain't taking lunch breaks. I'm just gonna piss as fast as possible get back to the phones. Truth is I'll probably be on the phone while I'm taking the piss because I got to close deals. It's that important guys. It's that important.

11:42 I know sometimes the best way to get out of a rut is to stop digging. In too many of you are digging deeper by lying to yourself thinking you're doing something to create revenue by all this other gadget gadget bullshit again I'm not saying a CRM is not important I'm just saying when shits hitting the fan, it doesn't matter you have to make cells want to try this new texting system? Why will do to say I stuffs amazing. I'm gonna have it. Why? I'm not saying I do it. But it's called timing. Timing.

12:22 I'm not changing the tires of my car when I'm going 55 miles per hour down the road. Am I I need new tires. Well, I don't change the tires. I'm driving you timing you got to pull over you got to go the station. You got to put it on the lift. You got to make sure they got the right Trent like timing.Don't fall for this.You're screwing yourself.You understand if you have a great service product, etc.And you're not being proactive, you being proactive.
With your people, you've served already that love you. There's someone else out there that's going to get their clients get them. They're going to take them from you. They're not even yours. Because you're too busy. Don't bullshit. Get back to the basics.

13:18 Rockefellers didn't have a CRM stop making excuses for doing the work. Whatever happened to good old fashioned work. You're not above making fucking phone calls are you? You're not above going to a meeting. Aria. I don't care how big or how smart or what size you are does not matter. When the company is suffering revenue. You must be present in that company. It's mandatory. Not only is it great for revenue, great for relationship management. But it's great morale for your company, to watch the leader lead. Get in the trenches with the soldiers. Show them what you're made of. You'll set the standard for them. You'll let them see how it's done. To many of you trying to lead from a desk to me to try to lead from your fucking hammock.

14:30 Lead from the field. Let them see how it's done. What your rhythm is, what your call volume looks like, what your conversations consist of. This is how you get out of the funk. We all are guilty of this some way more than others. I want you to experience this
I want you to get out there and do this work. It will give you more confidence than you've ever thought of. It's a good reality check for your ego, too. I'm not against doing this myself. Actually, I do it all the time. I love to have conversations with happy clients, to talk to them about referrals, to see what's working and what's not. How can we serve them better. That's what true leadership true business owners do. The truth is, depending how big you are,it's more important than ever lead by example.

15:44 Give them the tools of leadership. They're just you know, humans are like children, right? We're all children, just some are bigger kids than others. It's not what you say. It's what you do. They'll hear you. But they'll drive with you when they see you do it. inspire people. More importantly, solve your fucking problem. That's like the best gift for you as the owner. You solve your revenue problem by solving other people's problem and charging them for it. Go figure. So many people are lost. With gadgets and gadgets and systems and doing none of the work to make more money. I was at an event this weekend. Actually a big mastermind group first commercial real estate. And I'm sitting there and listen all these guys talking about ai ai ai ai ai. I'm like, Cool. How much fucking money have you made with AI? Well, it's not really that motherfucker in business. It is that? What is it solving? Who's helping? How much are you generating? What's it doing for the team?

16:54 See, a lot of people are doing a lot of things. But they're not making any money. Why? Why are you so unfocused? Why are you so unclear? Of what your objectives are? What's holding you back? Get clear with you can like systems will never outwork the owner. It will help you enhance you. But don't let it define you. Just get the work. Do the work. So being present in your business is very important. I know everyone thinks I hang out smoke cigars all day and do nothing. Well, I hate to burst your bubble. It's not what I do. No, sometimes social media looks like that. I do enjoy life. I do enjoy hanging out with family. Actually, the truth is if you looked outside in, I have a pretty boring life. If you'd like to hang out with your buddies, if you'd like to go outside with some guy recently is like Dude, what do you do? You don't have a boys night? I'm like, What the fuck? Are you talking about boys night?

18:04 You know, like when you hang out with your buddies that one day a week? I'm like, No, I hang out with my wife and my kids. And my team. See, the thing is what what are you going after? Like if you're trying to build something big, and you're worried about boys night? You're big. It's not my big. I promise you that. Listen, if that's what you want to do, cool, do it. That's the beautiful thing about this game of life. You can do whatever you want.I don't enjoy. I don't think I've had a boys night and I don't even know how many years I don't even like literally I don't even know how many years 1020 I literally because it's I've never been about boys night. A bit about life. Growth opportunities, connect with amazing people. I'm not trying to escape reality. I'm trying to build a better reality Big difference. Big difference. Recently, I've been working on building this newsletter. Thank you guys for subscribing to a by the way of how I want to my objective the agenda is to turn $1 million into $10 million in opportunity. And 12 months in 2024. And I love the idea. It's I'm sick of listening to all these people lie to people talk shit like, act like they're every deal is a win. Not every deal is a win. We've talked about that last week about you know, on Shark Tank, how seven out of 10 deals fail. That's called life and reality in real life business. It happens. Right? I don't care how great the product or how great the people or how great this there's failure in growth in business and opportunity. There's a lot of moving parts. Don't take it for granted.

19:56 But the whole newsletter I mean, and I got to only $5,000 in marketing spin backed up behind this because my objective is to get 250,000 subscribers on that email newsletter in 2024. And to acquire, and right now we're about $11.57 per opt in for name, email, phone number, that's a lot of money, just for name, email and phone number. You know, we were shooting around four or $5. That was our objective. But then we sit down with the marketing team yesterday. And we were talking and I made my problem, the ad, like behind the scenes, I'm sick and tired of hearing people lie, deceive, not tell the full truth of, you know, growth. I think most of the people that you follow online are not doing real business, their business is coaching business. That's their business. Well, I have real businesses, and I coach and share my insights of what I've learned over 27 and a half years, right. So it's a way different angle. And I'm sharing the truth. They're sharing thought theory and what they just heard. So maybe they listen to my podcast show, and then they go and spew their information, acting like they have a solution. They're just regurgitating information. Now, I'm not here to knock on them. I'm just sharing the truth. So what happens is, when I'm sharing this information with my team, that's my frustration. I'm like, I want to help people. I want to show them what real business what kind of deal flow I'm looking at, what deals I'm doing, and why through my torch method, and all these different objectives, how I'm able to say no quickly how I'm able to say yes, quickly, how I'm able to, you know, find the money if there's money needed. There's a lot of different ways to do deal making. And I don't care if it's real estate or business all the same shit. It's just a deal. Right? So

21:51 as I'm doing this, we started looking at the metrics, and $11.57 on opt in, you know, to get 250,000 leads, you know, we're going to spend a lot of money, it's quarter million, $2.5 million to generate a quarter million list that's not needed. So we started asking ourselves, you know, what's the problem? Well, the problem is, I broke marketing 101 rule. Stop trying to solve my problem, and solve the viewers problem. See, and marketing. People buy solutions. What's the benefit? There's no benefit in like, watch me turn 1 million into 10 million. That's not a benefit. That's an idea. That's a thought. That's a challenge, if you will, but a lot of people just don't even understand what it means. Like in their brain that like, Oh, should you sure you kid to a one to 2 million? Hey, I got 100,000 turn that into a million for me. Haha, lol. It's like, Dude, what are you talking about? That's the problem with marketing, by the way, especially social media marketing. Everyone's got a fucking voice that has $12 in their bank account, living in her mom and dad's basement. That's what makes me disgusted about it. That's why I want to create a real, authentic genuine newsletter to be a value to community that served me so amazingly well, i e entrepreneurs.

23:07 But the market, the world doesn't like that message. It doesn't solve their problem. So you will see, one, we gathered about 2600 opt ins like that. And we're going to turn that into revenue. I believe, like I said, we invested about 25 grand into those opt ins, and we all have more data here in the next two or three weeks. But we're going to turn those 2600 people in to at least $26,000. That's the goal, right? But also our marketing, if you follow me on social media, you'll see our ads changed drastically, I'm going to share with you how to, you know over a three day challenge period, how to find how to, you know, communicate, how to structure the deal, how to find the funds, and how to generate revenue by acquiring companies and businesses. So I'm gonna show you and there will be a fee to do that there'll be a pay to play to learn the game, it will go from $97 to 497. And you'll get in there for three days, and we're going to really do real work. That's what people want. They want information and solutions to their problem. And then by doing that, we could bring people in. And then now we have a formula of generating leads for it's called a self liquidating offer slo meaning that if I pay $10 for a lead, but yet I earn $10 back, because they either buy a $97 product or a $500 product, right? Whatever the numbers are the percentages right? A small percentage will do these things, which will pay we only need one out of 10 $100 to pay to break even to take the offer. Let's call marketing. Right if you're not learning this stuff, and it's this is more stuff you want me to teach you about. Let me know shoot me a message on Instagram at Mark

25:00 Evans DM and say podcast marketing. Again, Mark Evans DM at on Instagram at Mark Evans DM and just say podcast marketing. And I'll know what that means. And I'll go deeper into this. But you must be marketing and be thinking about this, see that everyone has a million dollars lying around to invest in their brand, I get that. But if you could literally spend 10 grand today, this month on advertising to make a $10,000, which would break even, you not only just paid zero for your leads, but you also now have buyer leads, which are way high quality compared to freebie leads, right? So say if I spend $10,000, I get 1000 leads out of those 1000 leads, you know, say 100 And no sale. Yeah, say 10 of them. Buy something 1020. So we need 50 people to buy something for approximately $200 to break even. Right so nothing too crazy. I'm just making these numbers up off the fly clearly. But the metrics, I'll share these metrics with you. I have nothing to hide. I want you guys to learn real business. There's nothing here in Parkland, Florida, as I'm sitting here, watching all these golfers golf, there's nothing here says oh, man, how do I not share real information to help my audience generate more wealth? It doesn't serve me, serves me giving you real insightful real guy, like real marketing shit. And I just want to be clear, I fucked this up. I've invested millions and millions of dollars in marketing, I have great marketing teams, we all miss the objective we've we tried to change human nature.

26:41 You can't do you can't change human nature, it is what it is. So no matter how much money you have, or how many great people you have human nature, human nature, market to what people want, solve their problem, to ultimately solve your problem. See, I was too busy trying to solve my problem, which the consumer market doesn't know that they might not even know that's a problem. Right? They just don't even know it exists. I know too much. I know how the sausage is made. Right? So the thing is, always sell the sizzle, give the steak don't sell the steak and give the sizzle. So a lot of cool things here. And the game of life of business. This is Raul talk, I'm talking to you. In my office, if you were sitting across my desk, we'd be sharing this great detailed data.

27:28 I'm spending 10,000 A month $300 a day on average. My goal is to get X amount of leads for that my goal is the SLO self liquidating offer it how do I break even daily, not every day is breakeven, you're gonna have one or 235 days, sometimes they get wonky. For whatever reason, if you're marketing on Facebook, YouTube, Google, whatever platform you're on, and you have to pay attention where your audience is, where's your audience hanging out? Who's your avatar? Who are you going after? I understand how to talk to business owners, I understand how to talk to real estate investors, I am these people, right? So the language is super simple for me. But also with that said that because it's so I'm so I understand that world so much. Sometimes I break the rules of marketing, and I lose money. But you never really lose money. If you understand how to pivot, have a real conversation with yourself. You pivot, you create an offer that solves their problem. And then you reverse engineer the offer. And you go to your audience and you make a no brainer offer to them for revenue. Like hey, guys, for $97 to 497. Here's what I'm going to do. Here's the date, here's what it's going to look like, here's what you get, here's the problem it's going to solve, and then they buy a percentage buys. That's what they do. That's what we do. It's what you and I do we all buy, right? So stay tuned, we'll see if it works. I have 2600 people on that specific newsletter, that will be very clear. Obviously, I'm gonna go to the wider market as well. And I'm gonna say cold traffic produces this warm traffic produces that typically cold traffic generates less money per opt in then warm traffic.

Why? Because relationships matter, trust, rapport relationship, if they're on your newsletter, and you're getting newsletters and emails from you consistently, and they deep dive with who you are, what you stand for, how to connect with them. Now all of a sudden, Oh, damn, I kind of liked this guy. If you're listening to my voice right now, the only reason you're here is because one I'm giving you value and to maybe I'm semi comical to you and say stupid shit and say the cuss words that I shouldn't say oftentimes, and you're like, dude, like this guy's real. He's real. I can relate to a real guy. I'm not a Polish guy in a suit sitting in a hut in Ivory Tower, you know, acting like you're below me. I'm with you. You and I are the same. Just because maybe I'm 28 years deep in the game almost. That doesn't mean anything. Should there. I know people 40 years deep in the game and still aren't doing anything big. I feel like I'm just getting started. And I'm sharing with you genuinely openly.

30:00 I just messed up, and I am that far in the game. So what makes it think that anybody's mute to this? We all mess up? The question is, what do you do when you realize it? And what's the next steps? Well, you know what I did I even give you some more. Because when I opt these guys and gals, and I get their name, email and phone number. So daily, I've had my team deploy out 100 text messages to these folks. And they reply, I'm asking them a question. Hey, Steve, thank you for subscribing to the newsletter. What kind of business are you in? What I'm trying to do is create connection and engagement. And now that anchors in MN and it's funny, you get a lot of funny messages. Some of them are fu some are unsubscribe, some are like, Dude, there's no way this is you. This has got to be a I know it's me. replying back to you. When I was at that Orlando event, this guy messaged me, he's like, Dude, I doubt this is Mark, but I'm here in Orlando, and I heard you're here, if you want to connect, shoot me a message? Well, I did connect, I did shoot him a message. And we got together for a second. See, the thing is, is and I have real companies doing big like, this is an important project to me. Because if I can get it right, I can build the team around it.

I don't hand it off too soon. And that's what I see a lot of people do they just hand off too soon. And I've been guilty of this many times. So I'm very conscious of this now. Don't have an idea and hand it off and move on. Have an idea. Get it going, get some results, get some feedback, bring on some team members, kind of get the machine rolling, and then start creating a plan. Right? You know, my saying you don't have to get it right, you just have to get it going. I'd rather see you do it now than to wait. You must be marketing your brand, you must be building your personal brand. You must be building your business brand every single day. You're doing it if you know it or not, by the way. So control the narrative. But again, I still have issues in marketing. I still have issues in hiring. I still have issues and team members. I like every issue you have I have. So I'm not better than you. We're in this together. I figured some stuff out. Maybe it could help you. But I'm genuinely open about this. Because I do daily thought auditing. Like, what am I missing? When I'm sitting here looking at these numbers, daily reports? I'm like, How are we? Because I mean, there's some days these leads are costing $35 for an email. I'm like, What am I missing? What am I missing? Why isn't this working? Like why? How do we get a $5? Lead?

32:36 The answer was right in front of me. And I know better. And my team knows better. But we were trying to change human nature. One of my mentors always used to say mark, sell people what they want. Give them what they need this worth repeating. Sell people what they want. Give them what they need. You understand when you're selling stuff when you're marketing stuff. It's very important that you you understand who you're going after. This is what makes marketing work very well. And very bad. So for example, if I'm a plumber, and I have a leak in my house, am I looking for a basic plumber? Where am I looking for a 24 hour emergency plumber. That's a different it's a different person. It's a different company that's going to capture that attention.

33:29 Right and what's cool about online marketing is you can create different ads. If someone types in 24 Hour Plumbing 24 Hour Emergency emergency plumbing, your at your company that does plumbing in general, could pop up that says 24 Hour Plumbing service emergency service, click here. Now all of a sudden, you captured that individual, you better answer that phone call. It's not like send it to voicemail and get back to it when you can when it's convenient for you. It's not about you. Your business is never about you. It's about your customers. I know it sucks hearing that but that's the truth. And I'm not saying be a slave to him. But be aware of what business you're in and why you're in it and and I'm not saying it even needs to be you answering the phone. But in an emergency service Pete put yourself in that shoes. Picture you walk in your house and there's a flood happening.

34:21 The first thing you do is you grab your phone, you type in emergency plumbing services, and you call the first person RING RING RING RING. Hi sorry this voicemail is full. You go to the next person Ring Ring Ring. Please leave a voicemail RING RING RING Hello, merci plumbing service, how can I help you? Which company do you go with? You're not shopping price by the way. You're shopping a solution to your problem. Understand what I'm sharing with you is a game changer. A big difference. So even me that's invested many millions in marketing. I fucked it up. So that doesn't mean you can do it. I hope that you look at your ads that you're running, your door flyers, your website, your email marketing, or whatever marketing channels you're using. If your marketing is not working to the level it's capable of, there could be many reasons. Start with the messaging. start understanding who your avatar is. So you can start connecting with them to solve their problem, which ultimately solves your problem, money, growth, opportunity scale, right.

35:34 So, as we're coming to an end, I want you to know this. Get back to the basics. Do the work, make the calls, connect with your audience, have quality conversations, ask for the sell, ask for the referral and solve people's problems. You will earn more money, stop being busy. Start being profitable, start getting focused, start understanding what your balance sheet says in your company. Most of you don't even know what I just said. Let me say it again. Start looking at your balance sheet. I was at a group with a billionaire mentor, and a bunch of money guys in that room. All they talked about is the balance sheet, balance sheet balance sheet balance sheet. I'm glad to have a great team members, it's helped me over the years understand what a balance sheet is, how to read it, I still get confused. But I know who to call. And they walk me through it. And they give me clarity. Clarity gives me confidence. Confidence gives me execution speed. I can go much quicker, much bigger, much faster. Because I have clarity. If you look at anything in your life and your business, when you stutter step the most is when you're the least clear.

36:55 Should I go? Should I go back? Should I spend more money? Should I pull back marketing? Should I hire? Should I fire? Should I grow? Should I scale back? gain clarity on what your numbers tell you data? Not drama, data, not drama. This should be a mantra, data not drama. Data gives you direction and confidence to execute with speed. Oftentimes, data is unclear. Because it's not just data. It's data interpretation. What does the data telling you? How do you read it? Is it moving forward? Or is it going backwards?

37:33 Are you looking at trailing data? Are you looking at real time data? These are things you should know. Data not drama. And I promise you through this journey, this is why this is why you I commend you for being here. Because you're learnin, gather this information. Like I said, if you need help with marketing, let me know like I want to help you.

37:57 Shoot me an Instagram message at Mark Evans DM say podcast dash marketing. I'm here for you. I'm asking for me to help you. Right. So stay focused, enjoy the ride. And hopefully, maybe if you're not in the DM Alliance, maybe one day you join an amazing group of individuals. I think we have about 132 folks in there, from all over the country doing amazing work. We have a badass event coming up in June, it's going to be epic my birthday bash event. I keep telling myself I'm not going to do it every year, but I have to because we raise so much money for charity. Last year was over $711,000 and it's awesome to see it's great to be a part of and I love seeing you guys stay focused, though. It is a it's an interesting time of the year. Like I shared last week, you know everyone's saying survive to 25 My goal is thrive to 25 and I want you to do the same and don't think that comes without any bumps and bruises and hiccups and challenges that definitely does. Because when the universe is pulling you in a different way. Sometimes you got to buck up and get the work and stay focused. So with that said, thinking about you guys

39:13 I'm here to help and teach you what I know and discover freedom no question Warren Gibbons when he stepped in the Dow he was a deal maker, a deal maker, not just the deal maker, dream maker. The journey where it's all about the process and the project was a while ago so I know how we come from a lot of money I remember as a kid wanting to make money pregnancy no one making more than graduated high school with a 1.8 and Naomi Oh my principals and teachers are alive this to witness this. Somehow you're running into a big businesses walk away from me And people just like everybody chasing the money but I'm not chasing the money chasing the purpose you're working my off. That's where we add isn't gonna get us where we want to go to push come to learn come to grow.

40:18 I'm here to help and teach you what I know and how to discover freedom. No question more Kevin's when he stepped into dow hewas the dean of Stanford, a deal maker, a deal maker, just a deal maker, dream maker, the journeys where it's all about the process and the project dealmaker FileMaker

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