Cover image of Just The Tips, with James P. Friel and Dean Holland
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Business
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Management & Marketing

Just The Tips, with James P. Friel and Dean Holland

Updated 12 days ago

Business
Careers
Management & Marketing
Read more

Just The Tips is a business talk show for entrepreneurs and business owners who are tired of listening to the same old stodgy content. Interviewing (and sometimes roasting) top entrepreneurs from around the world, each episode is fun, witty and informative. It's a must listen for anyone wanting to transform their marketing, sales and business while having a laugh instead of falling asleep. We, not so humbly, believe it's the best business and marketing podcast in the world.

Read more

Just The Tips is a business talk show for entrepreneurs and business owners who are tired of listening to the same old stodgy content. Interviewing (and sometimes roasting) top entrepreneurs from around the world, each episode is fun, witty and informative. It's a must listen for anyone wanting to transform their marketing, sales and business while having a laugh instead of falling asleep. We, not so humbly, believe it's the best business and marketing podcast in the world.

iTunes Ratings

22 Ratings
Average Ratings
22
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0
0
0

Loved the tips podcast

By Mscint00 - Nov 28 2018
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Loved Deans tips on his email experiment! Definitely hearing your own ideas and experiments helps too! Not all episodes have to have guests, I learned a lot from that episode! Thanks for your time and podcast!

brilliant hosts

By sjlarsen - Feb 08 2018
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these are two of brightest individuals i know! learn what you can from them

iTunes Ratings

22 Ratings
Average Ratings
22
0
0
0
0

Loved the tips podcast

By Mscint00 - Nov 28 2018
Read more
Loved Deans tips on his email experiment! Definitely hearing your own ideas and experiments helps too! Not all episodes have to have guests, I learned a lot from that episode! Thanks for your time and podcast!

brilliant hosts

By sjlarsen - Feb 08 2018
Read more
these are two of brightest individuals i know! learn what you can from them
Cover image of Just The Tips, with James P. Friel and Dean Holland

Just The Tips, with James P. Friel and Dean Holland

Updated 12 days ago

Read more

Just The Tips is a business talk show for entrepreneurs and business owners who are tired of listening to the same old stodgy content. Interviewing (and sometimes roasting) top entrepreneurs from around the world, each episode is fun, witty and informative. It's a must listen for anyone wanting to transform their marketing, sales and business while having a laugh instead of falling asleep. We, not so humbly, believe it's the best business and marketing podcast in the world.

Rank #1: Forget Funnel Hacking with Shawn Lynam, Ep. 57

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On today’s episode of Just the Tips, Dean grants me a new nickname that I actually earned back in the day when I worked in London, The Loud American, but I quiet down a bit to listen to a good friend of mine, Shawn Lynam, tell his story of how he went from the corporate world, to the real estate world, to internet marketing. Shawn really knows his stuff, and in this episode we talk about how to not complicate matters, how to model your success on others, and how to position your offer to make it really sing. This is a great episode of Just the Tips that you won’t want to miss.

Jack of all trades, master of all trades

Shawn’s story of how he got into entrepreneurship generally and internet marketing specifically may be one that’s familiar to you. He took a job out of college with Lockheed Martin, working up the corporate ladder. But when his sister handed him a book (no spoilers) that also changed my perspective at a similar point in my life, Shawn started getting into real estate. He eventually became so skilled at real estate investing that he quit his job, and then after 10 years of doing that, with a family on the way, he decided to switch it up and start down the path of internet marketing. Since then, he’s killed it in yet another industry. If you’re interested in getting into internet marketing, or looking to step up your business’s online effort, you have to listen to this episode of Just the Tips.

Sell what’s already selling

Sometimes someone says something so simple, you smack your head for not coming up with it first. But when I asked Shawn how to make a great offer, he said: “Sell what’s already selling.” And what he means by that is do your research: Know the market for what you’re selling, and analyze the demand for what you’re selling. You can’t come up with a successful product out of thin air and make people suddenly want it. Now, what exactly does that mean? Sell what someone else is already selling, or sell something slightly different? You’ll have to listen to this week’s Just the Tips to find out.

Don’t use your cell

Shawn and I actually conducted a really interesting experiment a couple years ago, right before the election, where we started selling election-related hats. We built a funnel and decided to see if anyone would buy, and then suddenly there was a deluge of sales. It was such an enormous rush that we actually had our account frozen for processing too many sales. So I had to open up a new account, and I made one rookie mistake that I’ll never make again: I put my cell phone number down as the contact info. It’s a funny story, but as Shawn says, it’s a legitimate problem that a lot of people run into. Find out how he gets around it on this week’s episode of Just the Tips.

It’s funnel modeling, not funnel hacking

Shawn says something so smart about halfway through this episode, during a discussion about not reinventing the wheel. As he says, “funnel hacking” isn’t really hacking at all, it’s funnel modeling. So you take something that works, and you take those fundamentals, and you apply them to what you want to do. You don’t have to dream up a new way to do it, you just have to model your success on others. We also dive into the importance of positioning and how that communicates the value of your offer to your customers. Listen to the episode!

Outline of This Episode

  • [4:00] Shawn’s entrepreneurial origin story
  • [6:13] Sell what’s already selling
  • [10:33] Case study of what went wrong in a funnel
  • [14:45] Don’t reinvent the wheel
  • [18:00] Positioning is so important
  • [24:00] The red rose guarantee
  • [27:00] Do your homework
  • [31:30] Always be learning

Music for “Just The Tips” is titled, “Happy Happy Game Show” by Kevin MacLeod (http://incompetech.com) Licensed under Creative Commons: By Attribution 3.0 License

Resources Mentioned Connect With James and Dean

James P. Friel:

Dean Holland:

Aug 02 2018
38 mins
Play

Rank #2: The Five Pillars of Your Business, Ep. 53

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Today’s episode of Just the Tips is just Dean and me, and it starts off with two interesting premises: 1) I’m nice to Dean and 2) Dean doesn’t like podcasts. What better way to start a podcast off than that? But actually, we use the dull podcast that Dean listened to make a larger point about how brands that are connecting with their audiences and customers are the ones who show personality. Riffing on a Wendy’s Twitter takedown of Chick-Fil-A, we make the point that we’re not attracted to people who don’t exhibit personality, so why would we be attracted to brands that don’t? From there, we dive into what’s been happening with the two of us, what secrets I’ve been keeping from Dean, and something that’s been working really well for companies I work with. This is a really fun episode of Just the Tips that I think you’ll really enjoy.

An easy way to assess your company’s performance

Every business has five pillars that make it sustainable: marketing, sales, operations, delivery and finance. As a business owner, you need to take those five pillars, and rank them red, yellow or green based on how well they’re performing and how well they’re systematized. Red means you’re basically getting nothing out of your systems, yellow means it’s firing on all cylinders, and green means things are cooking. And what’s great is that you can take this framework, apply it to almost any business, and see right away where you are. If you’ve ever wanted a very simple and transparent way to immediately know where you need to improve your company, you need to listen to this episode of Just the Tips.

Simple is what gets people to use things

At the beginning of the year, both Dean and I talked about how we wanted to prioritize simplicity this year. And while the framework I talked about may simple, the fact is that simplicity is what gets people to use things, and simplicity is what gets people to understand things. Even just breaking things down and saying simply: Here are the five pillars of my business, that can help you identify the hidden structure of your company, and you won’t get lost in the weeds trying to identify what needs to be tweaked or improved. It’s something we’ve said often on Just the Tips but it bears repeating: Simplicity is king.

All of the pillars need attention

Dean actually shared a great example of what can happen when you’re not paying attention to each “pillar” of your company. When he made the transition from running his company out of his home into an office, he had built up a substantial cash reserve in the bank. But he had to spend that money to outfit the space, expand the team, etc., and that became the main focus. So the cash reserves started dwindling and as he said, all of a sudden he looked and realized they weren’t selling anything to replenish those reserves. It’s a great lesson in ensuring all of your pillars are systematized, and it’s a great story that Dean shares on this week’s Just the Tips.

Track your soldiers

Even though money is a huge part of why we all become entrepreneurs, it’s often the pillar that people avoid. I told Dean about an episode of Shark Tank, in which one of the sharks said he considers his money soldiers, and that he wouldn’t send his soldiers out unless he thought they could come back. And that is such an important lesson, you have to track your soldiers. You may be a creative entrepreneur, and that’s fine, but then you need to find someone who will handle your finances for you. As Dean says, this is a really value-filled episode of Just the Tips.

Outline of This Episode
  • [3:15] The problems with podcasts
  • [6:36] James’s framework
  • [10:50] The power of simplicity
  • [14:43] Dropping the ball on finance
  • [23:00] The money is not sexy
  • [33:56] Dean’s grab bag

Music for “Just The Tips” is titled, “Happy Happy Game Show” by Kevin MacLeod (http://incompetech.com) Licensed under Creative Commons: By Attribution 3.0 License

Connect With James and Dean

James P. Friel:

Dean Holland:

Jul 05 2018
37 mins
Play

Rank #3: Building Your Ideal Tribe with Natasha and Rich Hazlett, Ep. 42

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This episode of Just the Tips talks with two people who have boldly gone where few dare to tread: starting a business together as a married couple. Natasha and Rich Hazlett had very successful corporate careers, Natasha as an attorney, before deciding to get into the coaching business. And their careers have just soared since then, doing amazing things for their clients and for women entrepreneurs in particular. They are experts at helping clients build communities around their products or services, and creating that elusive “tribe.” This is a really great episode for anyone who’s looking for a little inspiration to make that leap into entrepreneurship, or interested in adding a little good to the world as you’re pursuing your passion.

Taking the leap

While Rich was always something of an entrepreneur, running a car wash business when he was 12, and always pursuing a side hustle while he was working in advertising, entrepreneurship was new to Natasha. She said she was working in her law firm, two years out of law school, and just had an “Oh God” moment where she realized that was going to be her life for the next 40 years and she had to get out of it. And around that time, she’d met Rich and Rich had become interested in network marketing, so Natasha grabbed the bulls by the horns and said they were going to do it together. They stayed at their jobs, but then came home and worked from 7pm to 1am every night to get the business up and running. Why did they do it? You’ll have to listen to this week’s episode of Just the Tips to find out.

The Setback

Rich and Natasha’s network and email marketing business as doing well, but then they got hit with an enormous setback, essentially being told by a compliance agency that they couldn’t do what they were doing anymore. Natasha got fed up and quit, but as she says, Rich “took it like a champ,” and soldiered on, getting the business back online and rolling again. It’s a really fascinating story and shows how many potholes there are in the road, and how deep and dangerous those potholes can be. But then they were able to turn things around, and now they’re helping clients like one in particular, whose now raking in seven times more in revenue per month than she was before working with Rich and Natasha. This may not be a rags to riches story, but it is the story of how working through adversity can really transform a business and business owners.

Build a tribe

One of the things that Natasha and Rich are so good at is helping their clients build a community or a tribe around what they’re doing. And Natasha says something so smart on this week’s Just the Tips: A lot of people want to build a tribe or a movement, but what they don’t realize is they can’t just declare that’s what they’re doing. Other people are the ones who will make what you’re doing a movement. And so what Rich and Natasha do is work with people on building relationships with large groups of people, getting your message out to those people, so you’re not just working each client one by one. You’re creating a community where everyone is helping each other out. And they provide some great tips on how to do just that.

The good kind of manifesto

Rich and Natasha provide some great advice on this week’s Just the Tips episode, particularly in terms of building a tribe or community. The first tip is actually something Dean and I have talked a lot about on this show, which is not chasing after every customer or community member, but finding the right people who are right for what you’re selling and right for contributing to the community. Another important ingredient is community guidelines so you can kick people out if they’re disruptive (so long, Dean) and a manifesto that clearly lays out why the tribe is important. And that’s just the tip of the iceberg for this episode, you’re going to have to listen to hear the rest of this awesome advice.

Outline of This Episode
  • [5:44 How they got started as entrepreneurs
  • [10:04] Why they took the plunge
  • [11:27] Big setback
  • [16:14] How to build a tribe
  • [19:11] Us vs. Them
  • [23:36] Writing a manifesto
  • [32:14] What it’s like to be married and working together
Resources & People Mentioned

Music for “Just The Tips” is titled, “Happy Happy Game Show” by Kevin MacLeod (http://incompetech.com) Licensed under Creative Commons: By Attribution 3.0 License

Connect With James and Dean

James P. Friel:

Dean Holland:

Apr 19 2018
37 mins
Play

Rank #4: How Hot Dogs Explain Content Marketing with Krista Mashore, Ep. 43

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This week on Just the Tips we have a guest who has been a client of mine, a friend of mine, and ultimately someone I greatly admire. Krista Mashore is a realtor in Northern California who has sold more than 100 house a year for nearly her entire career, placing her in the top 1% of realtors in the nation. She’s someone who has really found her own way of doing things, and obviously found enormous success in her own approach. So on this episode we talk not just about her secrets to real estate, but how her approach translates to sales in general. It’s not often you get to talk to someone who’s in the top 1% of their field, and you’re going to want to hear what she has to say.

You’re always on a job interview

Krista’s story is kind of amazing: She was a teacher for years, and she left that job to sort of casually sell real estate and be home with her family more. Well, as soon as she made that transition, she learned her husband was having an affair, and went from being a dabbler in real estate to selling 69 homes in her first year. As she says, she went into “pure survival mode” and became an expert seller. As Krista says on this episode of Just the Tips: “You’re always on a job interview.” No matter what you do, people are always going to be aware of you and how you do things. So if you do things well and you do them differently or in your own way, you have a real chance to distinguish yourself. And how do you do that? Listen to this week’s episode.

Always bring value

Aside from being an enormously successful realtor, Krista has launched a red-hot coaching business in the last year. Just in the last week, before we recorded this episode, it brought in more than $100,000. And one of the keys to that is what she calls “engagement marketing,” where you’re educating your consumer on the subject matter you’re an expert in. That means not just providing them with valuable content, but also contributing to the community. And how does she do that? Listen to this week’s Just the Tips to learn her big tip (after she spends some time questioning the title of this show).

The overnight success that took years

Krista has been incredibly forward-thinking about her use of engagement marketing and her use of video to connect with customers, and it’s really put her ahead of the curve. But as Dean says on this week’s episode, hers is really the “overnight success that took years,” because she put in the work to understand video, facebooks ads, content marketing, etc. But then once she did all of that work, now it’s up and running and the ROI is off the charts for her. And she is full of great advice for how you can translate her success to your business, though for some reason when I asked her about my business, she just used a hot dog-fart analogy. Nevertheless, she is full of energy, full of insight, and I think you guys are really going to love this episode of Just the Tips.

Outline of This Episode
  • [3:45] Krista’s origin story
  • [5:53] The secret to staying on top of your game
  • [9:18] Creating a great customer experience
  • [17:25] How she built her coaching business
  • [20:36] The overnight success that took forever
  • [27:50] Working with entrepreneurs
Resources & People Mentioned

Music for “Just The Tips” is titled, “Happy Happy Game Show” by Kevin MacLeod (http://incompetech.com) Licensed under Creative Commons: By Attribution 3.0 License

Connect With James and Dean

James P. Friel:

Dean Holland:

Apr 26 2018
38 mins
Play

Rank #5: The Three False Beliefs Holding Entrepreneurs Back, Ep. 64

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Longtime listeners of Just the Tips know that Dean and I are in an epic race to see who can finish their book first. It was a challenge set by Ken Dunn, our guest on episode 44, and as of this recording, there’s no real easy way to put this, I’m mopping the floor with Dean. I may even be able to finish my book and come back and write his. But aside from the friendly competition (which isn’t that friendly and which I am winning), putting my thoughts down in a book has been great for me to help organize my ideas around why entrepreneurs hit roadblocks. So on today’s episode of Just the Tips, I’m talking about the ideas I’m working through in my book, and hopefully this sneak peek will help all of you if you encounter a roadblock.

The three false beliefs

Some entrepreneurs feel like they need to do everything themselves. And not only can they not do everything themselves, they shouldn’t do everything themselves. And there are three false beliefs that drive entrepreneurs to take on too much. The first is a sort of hero complex, where entrepreneurs can feel like they are the reason the company exists, and everyone else exists to take tasks off of their plates. But once you build a team, you need to identify people who have superpowers that cover your weaknesses. If this sounds like you, you need to tune into this week’s episode of Just the Tips.

What to do if you can’t afford to hire

So let’s say you’ve convinced yourself that you are ready to delegate, what’s the next, inevitable roadblock? You’re not sure you can afford to hire anyone. I have a very detailed McDonald’s analogy in this episode that you just have to hear, but the short and long of it is that every hour you don’t have someone who can do something better than you can, you’re not making the money you think you’re making. You’re effectively losing money. It’s a difficult thing to wrap one’s brain around, and of course it doesn’t fix the problem of being cash-strapped, but I think this bit of advice could really help Just the Tips listeners.

Buy back your own time

When you’re thinking of hiring someone, don’t think of it as paying them for your time. Think of it as buying back your own time. Because every chance you have to buy back your time so you’re not working on low-value tasks frees you up to work on high-value tasks. And if that seems a little selfish to you, think of it this way: Anytime you are not optimizing your time and doing the highest-value work, you are restricting the flow of money to other people, too. As Dean and I discuss on this episode, payday is the best day for an entrepreneur, because you know you’re paying people who can then go on to have a good life

Trust people to work for you

So the third false belief, then, is that you can’t trust someone else to do a good job. And it’s not just that you’re a control freak and you want to do everything. It’s just that you don’t have a feedback loop set up so that you can verify that you’re spending your money well. You need to have accountability, and you need to have a way for both you and the person working for you to know they’re delivering value. If you have a system in place, then you can ease some of this anxiety. This week’s Just the Tips is all about the psychology of being an entrepreneur, and destroying Dean Holland in the book race. That too.

Outline of This Episode
  • [2:00] Currently owning Dean in our book competition
  • [3:48] Why some people get stuck
  • [6:40] The first false belief
  • [13:10] The second false belief
  • [20:25] Buy back your time
  • [30:00] Stop being a control freak
  • [36:45] Doing stuff because it’s quicker than training someone else
  • [43:45] You’re a busy fool

Music for “Just The Tips” is titled, “Happy Happy Game Show” by Kevin MacLeod (http://incompetech.com) Licensed under Creative Commons: By Attribution 3.0 License

Connect With James and Dean

James P. Friel:

Dean Holland:

Sep 20 2018
49 mins
Play

Rank #6: Geeking Out about Passive Income with Mark Podolsky, Ep. 50

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Today’s episode of Just the Tips sets a world record for Quickest Burn on a Podcast with Dean laying into me not ten seconds in, but we right the ship in time to welcome an amazing guest, Mark Podolsky, a man known across the Internet as the Land Geek. Mark has done more than 5,200 land deals since 2001, and knows about as much as anyone about generating passive income through land investing. And while “land investing” may not sound like the most cutting-edge topic, Mark actually has a fascinating system that you’re going to want to hear about.

The Land Geek System

I think I can guarantee that Mark has a system that will blow your mind, and that you might have to rewind a couple times to catch it all. In his example, he looks up a 10-acre plot that the owner owes back taxes on (in this case, he uses me as the owner). He buys it from me at a steep discount to get those back taxes off my hands, and then he turns around and sells it to my neighbor (Dean) at market value. And if that doesn’t work? Then he has a whole system for turning that piece of land into passive income, but you’re going to have to listen to him walk us through it on this week’s episode of Just the Tips.

America’s hunger for land

I had to ask Mark how many of these deals are legitimately out there, and was surprised when he said there are billions of acres ready to be bought in America. And there are more buyers than you’d expect. He said it would take about 60 days to get your first land deal under your belt, and a lot of that consists of getting the right data from county officials and then scrubbing it the right way. But from there, it’s a niche worth exploring. And I asked him how much you can realistically make doing this, and he said $100,000 a month is not out of the question. It’s a really fascinating conversation, and one you’ll want to hear on this week’s Just the Tips.

The secrets to influencing others

Mark was really open with us about what happens to a land investor when the real estate market crashes, and it was definitely not a pretty picture for him. In 2010, 50% of his income went away overnight. He ended up selling off his house and his cars, and having to scale back his lifestyle dramatically. But now he says the business is going better than ever, and he’s picking up a lot of clients. In fact, he’s made an incredible offer for our listeners that you’re going to want to take advantage of. This is a must-listen episode of Just the Tips.

Outline of This Episode
  • [3:09] What does it mean to be a land investor?
  • [8:56] How long it takes to get started
  • [13:37] How much can you make from this?
  • [14:38] How Mark got into the field
  • [20:00] What happened during the crash
  • [29:50] How to get in touch with Mark
Resources & People Mentioned

Music for “Just The Tips” is titled, “Happy Happy Game Show” by Kevin MacLeod (http://incompetech.com) Licensed under Creative Commons: By Attribution 3.0 License

Connect With James and Dean

James P. Friel:

Dean Holland:

Digital Business Entrepreneurs: https://www.facebook.com/groups/DigitalBusinessEntrepreneurs/

Jun 14 2018
35 mins
Play

Rank #7: Why You Need to Take a Break, Ep. 60

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On today’s episode of Just the Tips, Dean and I chat about the importance of taking breaks, going on vacation, leaving the grind behind and resetting. This is a really important episode for anyone who is feeling the burnout, or who is eyeing an upcoming vacation with anxiety because they feel like they just can’t step away. Dean talks about how he sometimes realizes he’s a bottleneck in his business that’s unplugged once he’s unplugged, and I tell a story about an epic vacation decision that demonstrates how important it is to surround yourself with the best people.

Take a vacation

When we recorded this episode, I was just back from a vacation, and as I told Dean, even though I know it’s true, I’m always surprised by how good vacations are for me. It can take a few days to reset, but eventually I get there. And Dean agreed, saying that for a time, he wouldn’t allow himself to take vacations because he wasn’t happy with where his business was at the time. So he’d just plow through, not recognizing a break would do him good. This is all part of something we’ve been talking about: When you own a business, the goalposts are always moving, so there’s a good chance you’re always going to feel there’s “more work to be done.” If this sounds like you, you need to tune into this week’s episode of Just the Tips.

Break out of your own system

As you know, we’re all about systems here. But Dean brought up a good point. When you have everything running on systems, theoretically it should be easier to step away. But you also become systematized, and it can be difficult to unplug yourself from your work. For me, it’s less about feeling like I have to stick with the system, and more about the guilt I feel for not working. When you’ve been pursuing some sort of work for most of your life, the guilt is real when you take time away. And as Dean says, sometimes when he steps away, things progress rapidly and he realizes he was the one holding things back. That’s more a Dean thing than mine thing, but still, it’s a salient point. It’s a less-talked-about aspect of owning a business, and an important discussion on this week’s Just the Tips.

The six-inch putt

Dean and I chatted about how you empower people on your team both in your absence and in their day-to-day jobs. I told him this story of an executive coach I had early in my career who had a philosophy of a “six-inch putt.” And what he meant was that it was his job to make the final decision that something was ready. So in golf terms, it was the team’s job to drive the ball, chip it up onto the green, get it within six inches of the cup, and then when it’s a sure thing, he can tap it in. But if it’s not at that point, then it’s not his job, and it is someone else’s. So that’s how you empower people, you get them to see their role as important to getting to that six-inch putt.

You are only as good as your peer group

I told Dean this story about my vacation, where I was hanging out with a great group of friends who are all doing amazing things and really pushing boundaries. On the last night of the trip, we were in Albuquerque, and it was the birthday of one of the guys on the trip. So we were trying to figure out what to do for it, and I suggested something kind of crazy (Sorry, you have to listen to find out). Everyone quickly got on board, and we made an amazing few days happen. As Jim Rohn says, you will become the average of the five people you hang around with the most. This is a really great episode and fun conversation with a guy I try to limit my time with, Dean Holland. Check out this week’s episode of Just the Tips.

Outline of This Episode
  • [1:15] The value of vacation
  • [7:55] The dark side of systematizing
  • [14:14] Empowering your team
  • [19:30] The six-inch putt
  • [26:05] Hero syndrome
  • [29:37] The importance of your peer group

Music for “Just The Tips” is titled, “Happy Happy Game Show” by Kevin MacLeod (http://incompetech.com) Licensed under Creative Commons: By Attribution 3.0 License

Connect With James and Dean

James P. Friel:

Dean Holland:

Aug 23 2018
40 mins
Play

Rank #8: How Storyselling is the Future of Marketing with Yara Golden, Ep. 71

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On today’s episode of Just the Tips, we “celebrate” Dean turning 34, and give a shout-out to our one true fan who bought him a Bond license plate for his birthday. And we celebrate having Yara Golden on the show. Yara is a storytelling expert who helps businesses up their communications game, build effective product launches and tell the right stories that will click with the right people. And speaking of clicking, she’s writing the entire indoctrination sequence for ClickFunnels. Yara knows stories inside and out, so today we’re talking with her about what goes into a good story, how entrepreneurs can leverage story, and what “storyselling” really means. And of course she gives Dean plenty of shit.

What is Storyselling?

Like so many of us, Yara gets offer after offer emailed to her by marketers, and as she says, so much of those offers just say “Buy my shit, buy my shit, buy my shit.” Which is not the most effective pitch. So she came up with this idea of storyselling, which wraps a story from the seller’s life around the product being sold. The audience then gets to know, like and trust the entrepreneur, and then the next obvious step is that the audience reaches out to that entrepreneur to help them with their problem. This is a foolproof method. Even if you’re as unlikable as Dean, if you have a cute puppy, you can just tell stories about the puppy. We cover all the bases here at Just the Tips.

You don’t have a list, you have people

Yara brings up a really important point on this week’s Just the Tips: You can’t treat your “list” as though it’s made up of numbers and not people. You may be tracking numbers and data, but that’s just an expression of people’s behaviors. People get into internet marketing as though you can throw out all the rules of normal human behavior, like you can just sell and market to people and they’ll opt in without you ever having to genuinely engage with them. But that’s only going to take you so far. As Dean says so many people behave as though they need to beat their list over the head with their message and get as much money out of them as possible, rather than trying to build a long-term relationship.

How storytelling translates to selling

Everyone is worried about their indoctrination sequence, but as Yara says, if you know the story you want to tell, and you tell it like your audience is comprised of people you want to hear it, then everything falls into place. You can tell that story for your indoctrination sequence, you can tell it in videos, you can tell it in emails, blog posts. Once you get that down, then you have loads of content you can use to connect with your audience. And Yara is full of amazing tips on how that all comes together, but you’ll have to listen to Just the Tips to get them.

Familiarity mixed with curiosity

Yara makes the great point in this episode of Just the Tips: The salutation that happens at the beginning of every email “Hi [YOUR FIRST NAME] is the fakest way to sound authentic, and it’s the first thing she edits out of any copy she edits. She drops the salutation and gets right into what she wants to talk about, the same way you would do if you were talking with a friend. The second thing she does is instill curiosity. Present a problem or a question to the audience that will make them want to click through. And from there, you have to make each sentence heighten the drama on the last sentence. This is a really great, meat-and-potatoes episode of Just the Tips that you have to hear.

Outline of This Episode
  • [3:30] What does “storyselling” mean
  • [6:01] You don’t own the list
  • [9:30] Why nurturing your list is so important
  • [15:20] How to repurpose your story
  • [17:36] How to talk with your audience like their people
  • [24:10] How to educate without condescending
  • [25:53] How to find the right story
  • [33:15] The biggest mistake we make in running our businesses

Music for “Just The Tips” is titled, “Happy Happy Game Show” by Kevin MacLeod (http://incompetech.com) Licensed under Creative Commons: By Attribution 3.0 License

Resources Mentioned Connect With James and Dean

James P. Friel:

Dean Holland:

Nov 08 2018
33 mins
Play

Rank #9: The Dirty Little Secret of Being an Entrepreneur, Ep. 39

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On today’s episode of Just the Tips, Dean and I chat about his talk, “The Ultimate Funnel,” and whether he’d be better off staring silently at the audience for 24 of his 27 minutes on stage, or if he should do his actual presentation. All joking aside, the talk should be dynamite, and it provides a great launchpad for our episode today, talking about what gets us up in the morning to do what we do. How do we locate the passion for our business and for our customers? If you’ve ever felt like you’re in a rut, only working for the money and not for that something else, this is the episode for you.

How to rekindle your passion for your business

While many small business owners are often focused on getting the perfect funnel, the one thing that will put their sales through the roof, Dean talks about the need for multiple funnels. You need a funnel to get to your ideal customer, and then you need a funnel to get them to your product (and for that, you need to make the perfect offer). In talking about this, Dean opens up a bit about how 18 months ago the worst thing that could happen to him as a business owner happened—worse than making a bad investment, making a bad hire, you name it. He lost his passion for what he was doing. How did that impact him, and how did he get it back? Listen to this week’s Just the Tips to find out.

Even success demands changing gears

It can be so hard to change gears when you’re successful. Dean talks about a picture of himself from a couple years ago, curled up on the couch, looking so unhappy, and about how that was taken at a time when he was more financially successful than he’d ever been. And it’s so hard to stop and say, “This isn’t what I want. It’s only bringing me money, not happiness.” And then from there rebuild. As Dean says, it’s a very strange feeling to be in a place where from the outside it looks like you have everything, but on the inside you feel like you have nothing. I asked him how long it took him to climb out of that hole, and he gave a surprising answer on this week’s episode of Just the Tips.

There are unique people, but common problems

One of the things Dean talks about in today’s episode of Just the Tips is the feeling of embarrassment, or isolation, when you’re feeling unhappy with what you’re doing, or you’ve lost the passion. As he says, he felt he couldn’t tell other people because he thought they would think he’s crazy. But once he opened up to a couple of mentors, they immediately recognized what he was going through, and were able to help him identify the issue and chart a new path. As I told him, there are no unique problems, just unique people. So you can find someone who’s been through what you’re going through, and that person will become invaluable to you on your journey.

Become okay with the absolute worst possible outcome

The title of this week’s Just the Tips episode references a “dirty little secret” entrepreneurs harbor: A feeling of vulnerability, and then the dread that arises when that vulnerability manifests itself. But as Dean says on this week’s episode, it was a friend of his who said, “Become okay with the absolute worst possible outcome.” Understand what could happen, factor that into your work and your life, and that sense of dread will begin to dissipate. This week’s episode is a lot more introspective than a lot of the business podcasts you’ll hear out there, but I think it’s an important one for people who may be reluctant to talk about the sorts of things Dean went through. If you’re an entrepreneur struggling with this sort of issue, sincerely, reach out. If we can help you, we will.

Outline of This Episode
  • [1:32] Should Dean intentionally choke
  • [3:33] Dean loses the passion
  • [12:07] The fear factor
  • [16:20] Failure to move the posts
  • [25:00] The need to share your story
  • [30:05] Become okay with the absolute worst possible outcome
  • [41:16] Why James turned down a dream job

Music for “Just The Tips” is titled, “Happy Happy Game Show” by Kevin MacLeod (http://incompetech.com) Licensed under Creative Commons: By Attribution 3.0 License

Connect With James and Dean

James P. Friel:

Dean Holland:

Digital Business Entrepreneurs: https://www.facebook.com/groups/DigitalBusinessEntrepreneurs/

Mar 29 2018
47 mins
Play

Rank #10: Make your money problems disappear with Brie Sodano, Ep 91

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On today’s episode of Just the Tips, Dean and I pull your head out of the sand and make you think about the one thing no entrepreneur likes to consider: Money. And to do that, we have Brie Sodano on the show. Brie is a financial adviser and founder of From Sheep to Shark. Her goal is to help a million women manage their money and offer real-life advice that doesn’t come from a handbook. Brie has a great story and great advice. If you’re still struggling with money even if your income is rising, you need to listen to this week’s episode.

Learning money management “on the job”

Brie and her husband had a kid young, and by 23 she found herself a mom and a homeowner, with a husband who was an EMT. So managing the household budget became a matter of necessity. She then got into work at a nonprofit and realized that while she loved the work, she wasn’t making any money. So she taught herself how to trade stock options as a side hustle. And when it came time for the next thing, she realized that financial planning was the way to go. Her story will resonate with a lot of listeners, and if you listen to this episode, you can hear Brie’s advice for how life is really lived.

How to get out of your financial comfort zone

As Brie says on this week’s episode of Just the Tips, sometimes more income doesn’t actually change how we handle our money. Whether it’s habits you learned growing up or when you were struggling, it’s sometimes difficult to break out of our mindset around money. For instance, if you’re able to balance your income with your expenses, sometimes if your income goes up, your expenses do, too, because you’re not used to having the “extra” money. Brie works with clients all the time to get them out of those old habits, and walks listeners through one of the exercises she conducts to break you out of that mindset.

Why budgets don’t work

Brie works with clients for six months to tackle their financial problems, and the first thing she does is help them wrangle their cash flow. The first thing she does is get people out of thinking about “budgets.” It’s very difficult to think about your budget written on a piece of paper at home when you’re at Target buying toilet paper. So Brie came up with something called the “invisible method” to help people manage their cash flow without having to think about it at every step. And the first step is to create five bank accounts. Five. Why? Listen to this week’s Just the Tips to find out.

Entrepreneurs: Keep it clean

Brie works with a wide variety of clients, but she specifically works with entrepreneurs, too, on straightening out their finances. And as she says on this episode of Just the Tips: You have to keep it clean. You have to keep your personal finances separate from your business finances. That can be a very difficult thing to do, but Brie has been doing this a long time, and has great ideas for how entrepreneurs can achieve financial “cleanliness.” Sound like something you could use help with? Listen to this week’s Just the Tips.

Outline of This Episode
  • [3:45] How Brie got into helping people with money
  • [5:44] What Brie learned as a financial planner
  • [6:55] Why people get into financial troubles
  • [8:46] How to break out of old habits
  • [12:12] Why budgets don’t work
  • [19:14] What about credit cards
  • [24:05] Entrepreneurs who need help with money
  • [26:08] Brie’s Sheep to Shark system

Music for “Just The Tips” is titled, “Happy Happy Game Show” by Kevin MacLeod (http://incompetech.com) Licensed under Creative Commons: By Attribution 3.0 License

Resources Mentioned Connect With James and Dean

James P. Friel:

Dean Holland:

Mar 28 2019
31 mins
Play

Rank #11: The 411 on the 80/20 rule with Perry Marshall, Ep 80

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On today’s episode of Just the Tips, we have a guest who has been a mentor to me, someone who has been very instrumental in changing my thinking in terms of not just marketing but entrepreneurship in general. Perry Marshall is an accomplished and sought-after business coach who has been featured in Forbes and Inc. He’s also the author of the essential Ultimate Guide to Google AdWords. But today we’re talking with him about the biggest impact he’s made on not just internet marketing, but even NASA: the 80/20 rule for productivity. This is a can’t-miss episode of Just the Tips.

How Perry drank the Kool-Aid but didn’t drown in it

Perry discovered his love of entrepreneurship not by becoming an entrepreneur, but by becoming an engineer. In high school he got really into repairing and installing stereos and car stereos, and so the entrepreneur side just became the way he could do the thing that he loved. From there he hopped on the Amway train, and as he says drank the Kool-Aid. It took him a while to resurface, but when he did, he realized he wanted to do something on his own. Of course, once he went off on his own he ended up becoming a massive success and a huge influence on countless entrepreneurs, but you’ll have to listen to this week’s Just the Tips to get the whole story.

Getting in early on direct-response marketing online

Perry got his first job in internet marketing in 1997, before the Internet really took off. But he was able to figure out something that nobody really had up until that point: Direct-response marketing online was not that different from direct-mail marketing and sales, which he had already done. And so he gets a job with this company and starts working on their website and starts generating a healthy number of leads, even at the dawn of the Internet age. And then one night, not too long after he was fired from another job, his boss came over to ask Perry how they could keep him at the company. So Perry figured out something early on, and then grew it from there. So on this week’s Just the Tips you’re getting the best advice from literally a primary source on online marketing.

You better understand what you bring to the table as a salesperson

Perry tells this great story on this week’s Just the Tips about how he walked into a meeting at his work, and introduced himself as an electrical engineer, and his boss corrected him and said, “No, Perry is in sales, but sometimes forgets what his job is.” And that interaction led to a light bulb going off in Perry’s head. If you don’t know what type of salesperson or marketer you are, then you are going to get shoehorned into a type of marketing by someone else. And that led Perry to create a “Marketing DNA” test, which helps salespeople understand who they are and what their unique selling proposition (UPS) is.

80/20 and gaining leverage

Perry’s 80/20 rule says simply that 20% of what you do produces 80% of results (4x leverage), whereas 80% of what you do produces 20% (1/4x), and so the difference is enormous. As Perry says, 80/20 is a very counterintuitive process. What it teaches you is how to understand where you need to put in your effort, and when you need to quit something. Perry dishes all sorts of fascinating stories that illustrate the 80/20 rule on this week’s episode of Just the Tips, even (sssshh) when to fire your customers. Don’t miss it.

Outline of This Episode
  • [2:43] Perry’s early days as an engineer
  • [8:15] Why do entrepreneurs quit?
  • [16:30] How Perry figured out how to make sales work
  • [22:13] The dawn of Internet marketing
  • [31:00] Marketing DNA
  • [36:55] How important is it to endure pain?
  • [39:39] 80/20 and leverage
  • [43:20] What people get wrong about 80/20

Music for “Just The Tips” is titled, “Happy Happy Game Show” by Kevin MacLeod (http://incompetech.com) Licensed under Creative Commons: By Attribution 3.0 License

Resources Mentioned Connect With James and Dean

James P. Friel:

Dean Holland:

Billion Dollar Project: https://www.facebook.com/groups/BillionDollarProject/

Jan 10 2019
53 mins
Play

Rank #12: Developing an Online Course That Rocks, with Megan Harrison, Ep.15

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You’ve seen them. Maybe you’ve even purchased one yourself. It’s hard to deny the prevalence and power of online courses. They’ve opened up an entirely new and effective way of learning for the digital age. But you may have the idea that only “experts” create online courses. Nothing could be further from the truth - and on this episode of Just The Tips, Megan Harrison tells us why anyone can and should create an online course. You’ll be surprised at the simple but powerful reasoning Megan uses to demonstrate why you (yes, YOU) have something inside you that others are dying to learn. Her advice is worth hearing and applying immediately because it could create a business and lifestyle you never thought possible.

Does developing an online course sound intimidating? You need just in time learning.

Lots of people who try to develop an online course on their own get bogged down in the details - and it’s understandable, there are tons of things to keep track of - from technical aspects of website building, to video creation, to curriculum development. But the amount of stuff you need to learn doesn’t have to overwhelm you. Megan Harrison says you can do it simply and powerfully through following the philosophy of “just in time learning.” Never heard of it? Megan describes it in an easy-to-understand way on this episode and I think you’ll agree, it’s the approach that makes course creation possible for anyone. Yes, anyone.

Can anyone develop an online course?

You may not think you are enough of an “expert” to create an online course. But you are. There is something you know or something you’ve experienced that others are scouring the internet to learn at this very moment. And what’s even more important is that some of those people are dying to hear that information presented through a perspective and personality just like yours. Really, it’s true. If you don’t believe me, listen to this conversation between Dean, myself, and Megan Harrison. She’s an online course creation specialist who has not only built her own successful courses but has also helped others do the same thing, in all kinds of niches and industries. Megan knows how to help you get your special knowledge out of your head and into a course. Don’t wait. This amazing woman can help you make the changes you’re wanting to make.

The biggest benefit you provide by creating an online course is short-cutting the learning curve.

Why do people buy online courses? Have you ever given the question much thought? Of course, they want to learn things, but more importantly, they want to learn things quickly. That’s why you should consider helping them do it. Your area of specialization or your experience is likely just the thing somebody out there is looking to learn, so why wouldn’t you take 6 weeks to create a course that shows them exactly how to do it in record time? Megan Harrison is our guest on this episode of Just The Tips and she explains the step by step recipe she uses to help others build successful online courses. You’ll learn a ton, so make the time to listen

If someone has already done what you want to do, seek them out and learn from them.

I hope you’re convinced that you have something to offer the world because you do. But you may not have a clue about how to make that offer effectively and profitably. What do you do if that’s the case? You learn from the people who have already accomplished what you want to accomplish. You follow their example. You do what they did to get to the place they are. Megan Harrison says that’s what she did to become an expert in the development of online courses and insists that anyone can do the same thing. The internet has a lot to offer - and much of it for free. Why not take advantage, put that big old brain of yours to work, and leverage your learning into something great?

Outline of This Episode
  • [0:40] Our expert on online courses: Megan Harrison.
  • [2:20] Megan’s journey from hospital administration into the entrepreneurial world.
  • [10:18] How Megan jumped from social media management to course creation and membership sites.
  • [14:04] Megan’s recipe for creating an online course and WHO should create a course.
  • [22:17] Tips for staying focused and getting it done once you start building your online course.
Resources & People Mentioned

Music for “Just The Tips” is titled, “Happy Happy Game Show” by Kevin MacLeod (http://incompetech.com) Licensed under Creative Commons: By Attribution 3.0 License

Connect With James and Dean

James P. Friel:

Dean Holland:

Oct 12 2017
32 mins
Play

Rank #13: Investing in Yourself as an Entrepreneur with Trey Lewellen, Ep. 20

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On this week’s episode of Just the Tips, Dean and I welcome my good friend Trey Lewellen to the show, and it’s safe to say that you are going to be blown away by the insights he shares. Trey is one of the most generous entrepreneurs out there, and also works harder on improving himself and investing in himself than almost anyone I know. Trey has made a huge name for himself as an e-commerce expert, and launched a fantastic podcast called Kommerce Kings. In our chat he talks about some of the mistakes he’s made in business, some of the crucial pivot points when he’s seen his success take off, and he shares a riddle that will have you thinking for days.

Don’t be afraid to make mistakes, even ones that result in calls from the police

Trey told us some hilarious stories on this week’s episode, two of which (two!) involved the police. One time they discovered their email was on a shared server with a local police station, and the station had to stop taking 911 calls because so many emails were coming in the servers were heating up. Another time a police officer walked into Trey’s office and declared, “You’re under arrest…nah I’m just kidding.” A customer had bought something from Trey online and called the police to make sure it was a real operation. Even if the cops aren’t knocking on your doors, you’ll be able to learn a lot from what Trey says on this episode about overcoming obstacles.

Invest in yourself, be the $30 million racehorse

Trey is such a successful entrepreneur in part because he knows that he needs to continually grow. He told us about a mastermind class he once attended, where the speaker said a fateful sentence to him: “You’re a $30 million racehorse.” In other words: If you bought a racehorse, you would feed it right, train it right, take care of it around the clock to make sure it’s performing. For Trey, the same goes for himself. In this week’s episode of Just the Tips, Trey talks about a variety of life changes that are just little tweaks to how he goes about each day, but have made a huge impact on his life.

The riddle of success

Trey shares so many of his secrets to success in our conversation, from finding motivation to wake up early every morning (hint: treat yo’self) to investing in a proper mentor. But, in the middle of this week’s episode, Trey sprung a brain teaser on us: Without using any of the resources you have now, how would start a million-dollar a year company on just one hour a week. This one stumped both Dean and I, and Trey admitted that he had to take some time to think it through. But once he did, he actually came up with an ingenious plan that is paying dividends for him now. Sorry, you’ll have to listen if you want to hear it.

Trey answers the famous three questions

On his podcast, Trey asks each of his guests three questions: What is one book that changed your life; what is one event that changed your life; and who is one mentor who changed your life. So I flipped the script and posed the questions to Trey, and his answers were surprisingly personal, giving us some great insight into not only how Trey has become so successful, but how he thinks about his own work and the world around him. We’ll tease you a bit and say that his favorite book is Think and Grow Rich, but his reasons for liking that book, along with so much of what he says in this interview, will likely surprise you.

Outline of This Episode
  • [3:45] Introduction to Trey
  • [9:47] The $30 million racehorse
  • [15:41] Trey poses a riddle
  • [20:41] How the advice he’s received on Kommerce Kings has changed his life
  • [22:02] What book changed Trey’s life?
  • [26:37] What event changed his life?
  • [35:05] And finally, what mentor changed his life
Resources & People Mentioned

Music for “Just The Tips” is titled, “Happy Happy Game Show” by Kevin MacLeod (http://incompetech.com) Licensed under Creative Commons: By Attribution 3.0 License

Connect With James and Dean

James P. Friel:

Dean Holland:

Nov 16 2017
42 mins
Play

Rank #14: Forget social media vanity metrics with Elise Darma, Ep 94

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On today’s episode of Just the Tips, Dean and I get schooled completely in how to make social media work for small businesses. That’s because we have as a guest Elise Darma, an Instagram Jedi who runs the Canupy agency that has grown numerous 250,000-follower Instagram accounts, has brokered hundreds of deals between Instagram influencers and brands, and runs an Instagram Masterclass. Dean is still in Instagram pre-k, so this episode is full of amazing advice and counterintuitive insights that will help you get your social media on the right track.

Quality over quantity on Instagram

Sometimes social media can feel like a numbers game. You just want to get the most followers or the most likes on a post, etc. But as Elise tells us, those are just vanity metrics. And really what you want is even as low as 1,000 follower who really want your content, who are engaged with what you’re posting, and who share you content with others. When people buy followers or likes, you’re really just being “fake popular,” and you’re not growing your customer base. The number becomes meaningless.

You’re not an influencer if you’re not actually influencing anyone

Elise points out that for a lot of business owners, it’s an ego thing. They want to be seen as an influencer, so they buy a million followers and they can proclaim themselves an influencer. But really, if you’re not speaking to people who care about your content, are you really influencing anyone? Instead of trying to prove to the world how awesome you are, Elise says you should be using your Instagram to connect with your audience, to offer sneak peeks, and behind-the-scenes content, things that are fun for your audience to see and are relatable.

Think of Instagram as another funnel

I have a couple thousand followers on Instagram and if I’m being honest, I don’t know how they found me and I don’t post all that often. Dean has never even downloaded the app before. So we asked Elise how she would help someone who is unfamiliar with Insta use it for their business. And she started speaking our language, showing us how we should treat Instagram like a funnel. She broke down what each line of the bio should say. You want to give people a reason to care, and a reason to click the link in your bio. So what sort of content you should post? Elias laid it all out.

What should you post on Instagram?

Elise says you should identify five themes for the type of content you publish on your Instagram that will appeal to your target audience. Now that doesn’t mean that those themes are all related exactly to what you’re selling, but they should at least attract your audience. So even though Instagram should be somewhat personal to connect with an audience, that doesn’t mean you should go off the deep end and go into your marriage trouble. Elise is a total pro about using Instagram, and she lays it all out in clear terms. If you’re looking to jumpstart your social media, this is the episode for you.

Outline of This Episode
  • [3:03] When did Elias know she was going to do something different?
  • [5:45] Elise explains what Contiki is
  • [11:04] Elise’s focus on Instagram
  • [13:25] Are you really an influencer?
  • [17:20] Sneak peeks are the way to go
  • [19:45] Instagram is a funnel
  • [22:15] What sort of content you should focus on
  • [29:15] Dean has to get over his Instagram fears
  • [35:20] Connecting with Elise

Music for “Just The Tips” is titled, “Happy Happy Game Show” by Kevin MacLeod (http://incompetech.com) Licensed under Creative Commons: By Attribution 3.0 License

Resources Mentioned Connect With James and Dean

James P. Friel:

Dean Holland:

Apr 18 2019
37 mins
Play

Rank #15: Flying Solo and Ignoring FOMO, Ep. 37

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On today’s episode of Just the Tips, Dean and I welcome…nobody. We welcome nobody. Because on today’s show, Dean and I are catching up with each other about what’s happening in each other’s businesses, where we’ve been and what we have coming up. We find that we actually have a lot in common in terms of what we’re trying to achieve this year (in fairness, Dean copied me), we talk about what’s coming up on the show, and I tell Dean about a Vegas experience to end all Vegas experiences. This is a fun one.

Optimism is a double-edged sword

We started off the show hearing from Dean about what’s been happening in his business. He’s talked about it a bit on the show before, but the last 14 months have been a time of enormous transition for Dean and his team. He’s moved his office out of his home and into a beautiful new space, expanded his team and encountered numerous challenges and roadblocks along the way. Revenue was up, but as he said, he underestimated how tough the transition would be, how much it would cost, and how much he’d have to learn on the fly. And as he learned, optimism is a double-edged sword because it can push you to make big decisions, but it can also blind you from the repercussions.

The four-minute mile of presentations

On this week’s episode of Just the Tips, I told Dean about a recent trip I made to Las Vegas with Russell Brunson from ClickFunnels. He had a massive presentation, something like 8,500 people in the audience with a $3,000 offer. I’m not going to tell you here what the results were, but watching the presentation was electrifying. As I told Dean, it was like watching someone crush a four-minute mile. If you’re interested in funnels or just how to make an offer, you’ll want to listen to this episode of Just the Tips. (And you’ll really want to listen when we have Russell on the show coming up.)

Keep it simple, simply

One lesson I learned from that presentation, however, is how hard it is for people to visualize how something relates to them or their business. I talked to so many people who loved Russell’s presentation and who ended up signing up, but the thing they always said was that they didn’t see before how what Russell was speaking about related to their business. That’s why it’s so important to keep your offer simple. The more complicated your offer or your product, the more you have to explain it, and the more you’re going to have to invest in marketing to explain it. Keep it simple, but don’t be like Dean and make a complicated plan to simplify.

A wealth of information creates a poverty of attention

I read the quote in a book recently, and I can’t stress enough how true that is. Everyone wants to pick up a new idea or a new project or is afraid of missing out on the latest trend or technology. All that does is make you lose focus, and if you don’t have a direction, you’re not going to get anywhere. Let go of the fear of missing out, the FOMO, and embrace focus and simplicity. Dean and I are both aboard the simplicity train this year, and we’re really excited to see where it takes us. Stay tuned for more fun episodes like this one, and of course, with our awesome guests.

Outline of This Episode
  • [2:30] Dean is the man of the hour
  • [5:03] How the year is going for Dean
  • [8:15] Optimism is a double-edged sword
  • [14:15] James’s trip to Vegas
  • [18:39] Visualization problems
  • [23:50] FOMO

Music for “Just The Tips” is titled, “Happy Happy Game Show” by Kevin MacLeod (http://incompetech.com) Licensed under Creative Commons: By Attribution 3.0 License

Connect With James and Dean

James P. Friel:

Dean Holland:

Mar 15 2018
34 mins
Play

Rank #16: The Subconscious Side of Marketing with William Leach, Ep 81

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On today’s episode of Just the Tips, Dean and I and Dean’s beard welcome William Leach to the show. If you want to know some Jedi mind tricks to get into the subconscious of your ideal customers or clients, Will is the guy you want on your side. Will is the founder of TriggerPoint, a leading Behavioral Research and Design consultancy specializing in System 1 marketing. TriggerPoint helps today’s largest brands understand and change consumer behavior through Behavioral Research and Design. Will has over 20 years of behavioral insights experience and is a behavioral design instructor at the Cox School of Business BLC at Southern Methodist University.

How Will discovered the subconscious side of marketing

Anyone who is interested in marketing and upping their sales game is going to have an interest in studying psychology and what gets people to buy things, but Will takes it to a different level. He took a look at the latest in neuroscience and behavioral psychology and learned how to apply those principles to marketing. As he says on this week’s Just the Tips, people make 35,000 decisions a day, and obviously not all of those are conscious decisions, a lot of them are operating below the surface. So rather than trying to change someone’s mind and convince them to buy something, Will looks at how those subconscious decisions impact sales decisions.

The four factors that contribute to decision-making

Will told us about behaviorally designed marketing on this week’s episode. He said there are four factors that get someone into the mode of “hot state decision-making,” which means they are emotionally and psychologically ready and wanting to make a decision (think about what Vegas does to you). The four factors that get someone into that hot state are goals, motivation toward those goals, what’s called regulatory fit (think approach vs. avoidance), and then finally triggers. Will clearly explains what each of those factors mean, but you’ll have to listen to this week’s Just the Tips to get the truly deep dive.

How behavioral psychology works in action

Will told a really fascinating story on this week’s Just the Tips about how he’s applied his four factors in the real world. When he was working for PepsiCo, his team had to figure out how to make a discount “bundle” of products (soda and chips, etc.), appealing to customers. So at first they discounted the whole bundle together, but that didn’t really work. And then they thought through what those customers in convenience stores are there for, what their goals are (to get through the next part of their day), and what their motivation is (to have a bit of a respite and get the fuel to get through their day). Mark walked us through all four factors, and how he came to a decision on how to re-market the products that boosted their sales by 20%. It’s fascinating stuff.

Focus on the trigger

So while you should consider how to apply all four factors to your full marketing approach, a quick tip Will told us about to quickly boost sales is to just focus on the last one: the trigger. Tell people what you want them to do and when to do it. “Buy now,” “sign up today,” etc. It may look ugly, but it will drive short-term sales. He also provides another quick-hit tip. One is to focus on promotion or prevention (i.e. talking about the benefits of a product or what the product removes negative impacts). It may be a simple technique, but it can really help change things for your marketing. All of this is in Will’s book Marketing to Mindstates, but you can hear it first in this week’s Just the Tips.

Outline of This Episode
  • [3:24] How Will got interested in behavioral science
  • [6:45] Triggerpoint’s origin story
  • [9:51] The four factors
  • [14:17] An example of Will’s approach in action
  • [18:24] The easiest thing to do
  • [23:56] How to not overthink it
  • [28:30] How this applies to sales

Music for “Just The Tips” is titled, “Happy Happy Game Show” by Kevin MacLeod (http://incompetech.com) Licensed under Creative Commons: By Attribution 3.0 License

Resources Mentioned Connect With James and Dean

James P. Friel:

Dean Holland:

Jan 17 2019
35 mins
Play

Rank #17: The Biggest Tips to Dominate 2018, Ep. 28

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Today’s episode of Just the Tips is something special for the new year. It’s just Dean and I on this episode, recounting some of the most impactful takeaways we got from the past year in our businesses and our lives. And we look ahead to 2018, with tips on how to improve focus and performance so you can make this year your year. So if you’re looking to get to that next level in the next 12 months, we have some ideas for how to get you there.

Time is the greatest currency

After a brief discussion about how important time is, and freeing up your own time as an entrepreneur, Dean opened up about what has been happening in his business over 2017 and, it turns out, one of the biggest problems was time. He talked about how he missed deadlines and had difficulty getting things launched because he was too focused on doing things himself, and not growing the team. But he and I worked together to put project management systems in place that allowed him to add people to his team, open up a brand new office and really begin to make things work more efficiently to make time less of a stress on him and his business. And in terms of what surprised Dean this year in his business, you’ll have to listen to find out.

Keep it steady

When Dean asked me for my biggest takeaway from the last year, I took a different tack. I didn’t have the wild swings of changing or scaling up my business or opening a new office. For me, it was all about keeping steady and focused. I shared some insights from my drum teacher, that while you’re drumming, you’re better off keeping steady and in the groove, then rushing even the fun parts. And that’s the sort of lesson I needed to take into my business. Even when things are going well, and when I’m excited about something, it’s important to stay in the groove, not rush it, and keep everything together. And I’d love to hear your thoughts about how I translated that to concrete activities in my business.

Set goals for 2018

Dean and I talked about what we want to do in the coming year, and for me, the number one goal is getting my book out into the world. It’s something I’ve been working on for a long time, but last year it just didn’t feel like the right time. And that book, Autopilot Entrepreneur, is all about helping entrepreneurs set up blueprints and systems so they can identify what parts of their businesses aren’t working, and get them functioning properly. I’m really excited about the prospect of this book helping a lot of people. And Dean has a book on his agenda, too, but he’s being a little more cagey about it.

Keep it simple in the new year

Dean told me the same thing he’s told his own team, that 2018 will be the year of simplicity. As entrepreneurs we, of course, love starting new things and get excited about the prospect of new projects. But, as Dean says, that can often lead to us taking our eyes off the primary goal we’re trying to achieve. This actually jibes well with something I said earlier in the episode, about how meditation practice has really helped me focus and hone in on what I really need to be doing. And so for 2018, stay focused, keep it simple, and tell everyone you know about Just the Tips. It’s a clear recipe for success.

Outline of This Episode
  • [5:45] Dean’s top takeaways from the last year
  • [16:54] James’s top takeaways from the last year
  • [10:02] What changed everything for her business
  • [15:15] The spiritual side of money
  • [23:13] Be open to lessons from other parts of your life
  • [28:25] James’s goals for 2018
  • [35:20] What’s happening on the podcast in 2018
  • [39:15] Dean’s one big tip
Resources & People Mentioned

Music for “Just The Tips” is titled, “Happy Happy Game Show” by Kevin MacLeod (http://incompetech.com) Licensed under Creative Commons: By Attribution 3.0 License

Connect With James and Dean

James P. Friel:

Dean Holland:

Digital Business Entrepreneurs: https://www.facebook.com/groups/DigitalBusinessEntrepreneurs/

Jan 11 2018
47 mins
Play

Rank #18: Write Things that Sell: Sharpen Your Email Copywriting Misty RHN, Ep. 22

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In today’s episode of Just the Tips, Dean and I talk with someone who has helped me out tremendously with my business, Misty Mozejko, aka Misty RHN. Misty is a born writer, who grew up writing 17-page letters to her friends and studying it in college. But when Misty started her first business doing personal training, she started an email newsletter for clients providing wellness and health tips. And it was then that she saw the power of writing for a business, and in particular email marketing. So she shifted her attention to helping people, as she puts it, write in a way that sells and clearly gets out “what’s in people’s heads.” As a professional copywriter who also helps others, she has more advice on this topic than you thought you needed. But trust us, you need it.

Even if you’re British, you have to get used to asking people for things

But her natural love of writing didn’t just propel Misty into the world of email marketing. About ten years ago her business coach set a 30-day email challenge for her, where she had to send an email to her clients every day. That one experiment convinced her of the power of email marketing, but it also got her over her hangups about selling, asking people to click on links, etc. As she says, that transition from writing for pleasure or writing simply to communicate with someone, to writing to provoke an action, is difficult for a lot of people to make. And if you’re interested in upping your copywriting game and learning how to apply your writing skills to help your business, you’ll want to listen to this episode of Just the Tips.

The two obstacles to effective email marketing

From that 30-day challenge, Misty immediately identified what one of the big obstacles to anyone effectively leveraging email marketing is simply discipline. Entrepreneurs and business owners are often juggling too much, running around putting out fires, and aren’t disciplined, or in the habit, of emailing clients every day. If you don’t prioritize it, you let it slip.The other obstacle is, to put it bluntly, patience. As Misty says, it takes time to build an audience and to get that audience engaged. As much as entrepreneurs don’t like to hear this, it’s a slow-and-steady-wins-the-race type of growth. But of course there are early indicators about how you’re doing, and Misty dives into those in this week’s Just the Tips.

Train your audience

We all know that email campaigns are all about getting your audience to click links, but that takes time. You need to train them to click the links you’re providing, and a big part of that is looking at the feedback. One of the things that Misty says in this episode of Just the Tips that I absolutely love is that there’s no such thing as bad feedback in the beginning. Even if it’s complaints, then you know people are reading your emails and reacting to them, and you can use that feedback to improve your messaging. After that, you ensure you’re tracking links properly. If people are clicking links, then you start seeing whether people are doing the thing you’re asking them to do. And you’ll want weeks to collect the right information, not days.

What makes a good, converting email?

Misty provides so much insight and inspiration in this week’s episode of Just the Tips, but you’re especially going to want to hear her talk about her experience crafting emails that convert. Her number one bit of advice? The ever-elusive directive to be authentic. People don’t want to feel like they’re being sold something, so if you’re sending out emails as a salesperson, it’s not going to do well. You have to be authentic, and you have to be entertaining, to make it fun for your audience to read your email. And of course, Misty dives deep into the vital call to action, and if you want to improve your email conversions, you’re going to want to hear this.

Outline of This Episode
  • [3:29] How Misty became a writer
  • [8:04] What she learned from her 30-day email challenge
  • [13:13] Obstacles to better communication
  • [15:42] How to wait for the ROI
  • [19:49] What makes a great email campaign
  • [21:34] Writing a solid call to action
  • [27:15] Should you always be selling?
Resources & People Mentioned

Music for “Just The Tips” is titled, “Happy Happy Game Show” by Kevin MacLeod (http://incompetech.com) Licensed under Creative Commons: By Attribution 3.0 License

Connect With James and Dean

James P. Friel:

Dean Holland:

Nov 30 2017
31 mins
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Rank #19: Stop trying to write great copy with Ken “Spanky” Moskowitz, Ep 90

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On today’s episode of Just the Tips, Dean and I welcome a mononymous icon in the world of advertising: Spanky. Ken “Spanky” Moskowitz has worked for some of the biggest brands in the world, including kicking off a huge campaign for Coca-Cola. On today’s episode, Spanky tells us how he got his nickname, why he embraced it, how story can transform advertising, and how you can tap into your own personal history to make your advertising connect with your audience. Spanky is such a great podcast guest, full of high energy and incredible insights.

Literally a life spent in advertising

Despite being saddled with a nickname he (initially) hated, Spanky always dreamed of carving out a spot for himself in branding. When he was 13, the very same uncle who gave him his nickname also gave him $500 in cash, and he was able to take that money and make himself a small recording studio. But instead of making music, Spanky made advertisements. He’d always been fascinated by radio ads, and so at 13 he hung out in his house while his family went to the beach and recorded high-quality ads that no one would hear. You know how they say you should do what you love and what you’re passionate about? It doesn’t get much more passionate than a 13-year-old kid making ads for fun.

The key to writing great copy

This show is called Just the Tips, so we asked Spanky to tell us exactly what the key to writing great copy is. And his answer is maybe a little counterintuitive: Stop trying to write great copy. And what he means by that is stop trying to make a pitch, or writing what you think is the greatest copy in the world. The key is to dig into your life experiences, try to tap into the pain and the joy of your intended audience, and write to that. Tell stories, because stories connect every one us. As Spanky says, if movies were written like ads, they’d bomb. But how do you convey a story in a short ad? Keep listening.

How to make your ads story-based

Spanky told us this story about a friend of his who owned a swim school. And the ad they were using was very pretty, showed happy kids swimming. But they weren’t getting any conversions. So Spanky dipped into his own childhood, when an incident in a pool almost led to him drowning because he couldn’t swim, and he crafted a 100-word ad that appealed to that fear in parents. He put together the ad and almost instantly they had six months of bookings. And that’s what Spanky has learned: Companies get caught up in what their offer is, but forget the why behind why their audience may even want that offer.

Not every ad needs a story

Even though Spanky is an evangelist for making your ads a story, he says that not every ad needs a story. An example of that may be when you’re working someone through a sales funnel. Maybe the story grabs them, but the second time they see an ad, it’s just a straight list of sales and benefits. Or maybe your first ad doesn’t have a story but the re-targeting ad does. You need to think through what works best for your company, but you should have the story in mind whenever you’re crafting your ads. Spanky is a true pro, and this is a must-listen episode of Just the Tips.

Outline of This Episode
  • [1:42] Why Spanky?
  • [4:35] How Spanky got into copywriting and branding
  • [8:32] Getting his start in radio
  • [10:00] The key to writing great copy
  • [17:35] Spanky shares an example of making a whiskey ad emotional
  • [23:23] Should every ad tell a story?
  • [25:29] Can anyone do this?
  • [31:10] Why Ken started Ad Zombies

Music for “Just The Tips” is titled, “Happy Happy Game Show” by Kevin MacLeod (http://incompetech.com) Licensed under Creative Commons: By Attribution 3.0 License

Resources Mentioned Connect With James and Dean

James P. Friel:

Dean Holland:

Mar 21 2019
35 mins
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Rank #20: Keep the Money You Make with Bradley Gibb, Ep. 61

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For all of the many skills an entrepreneur applies to their work and life, often taking care of their financial well-being isn’t one of them. Planning for retirement and making sure you are “financially healthy” can be intimidating to think about. But on today’s episode of Just the Tips, Dean and I talk with a guy who knows how to talk with entrepreneurs about money. Bradley Gibb is the co-founder of Atlas Wealth Solutions and CashFlow Tactics, and as he told us in this week’s episode, entrepreneurs often get into the field because they have a great idea or they love sales or business, but that doesn’t mean they’re great at managing their money. Bradley understands all of this, which is why you have to listen to this week’s episode.

Transition out of hustle mode

As Bradley says, he and his company step in to help entrepreneurs when they realize they’ve been hustling and grinding for five or ten years to build their business, and they’re looking around and realizing they need to be able to hang onto this money they’re making. So entrepreneurs either blindly trust whatever advisor is in front of them, or they put their heads in the sand and don’t think about it. If this sounds like you, if you think you land in one of those two camps, you need to tune into this week’s episode of Just the Tips.

Financial advice is not one-size-fits-all

One of the biggest problems with financial advice, Bradley told us, is that often we think a “cookie cutter” or “silver bullet” approach will work. But the fact is we all are in different stages of our lives and our businesses, and there’s no one piece of advice that’s going to work for everyone. The other thing we, as entrepreneurs, need to remember is that financial products are products. They have marketing budgets and customer avatars and they’re being sold to us whether or not they solve the specific problems we have. That’s not an evil thing, that’s what we all do, but that also means we have to be very selective in who we trust and what advice we take. But of course, you can trust everything I say, and about 30% of what Dean says, ons Just the Tips.

The fundamental principles of strong financial health

Because this show is called Just the Tips, we had to ask Bradley for some good, fundamental advice for entrepreneurs. His first answer was actually somewhat surprising: It’s that entrepreneurs should remember that they have a superpower that no one else has: They print money. They literally make money. And so step one is to re-invest in yourself and your business. And so if you have the mindset to do that, you have the mindset to make great decisions with your money. And as Bradley continues to roll out the advice, it’s so clear that he understands exactly the needs of entrepreneurs. This is a really great episode and one you have to listen to if you own a business.

Outline of This Episode
  • [4:00] Transition out of hustle mode
  • [7:30] Financial advice is not one-size-fits-all
  • [11:30] Bradley’s story
  • [19:25] Fundamental principles of good financial health
  • [28:00] Best tips for investment strategies
  • [33:30] The playbook

Music for “Just The Tips” is titled, “Happy Happy Game Show” by Kevin MacLeod (http://incompetech.com) Licensed under Creative Commons: By Attribution 3.0 License

Resources Mentioned Connect With James and Dean

James P. Friel:

Dean Holland:

Digital Business Entrepreneurs: https://www.facebook.com/groups/DigitalBusinessEntrepreneurs/

Aug 30 2018
40 mins
Play

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