August 9, 2025 • 21 mins
What if you could bring in new customers without breaking the bank on ads or burning time on funnels that don’t convert? In this episode, Jennifer R Glass, award-winning business growth architect and CEO of Business Growth Strategies International, shares how entrepreneurs and small business owners can generate leads and boost profits without wasting money on ineffective marketing. From leveraging hidden revenue streams to simple, scalable strategies, Jennifer gives you the tools to grow your business—without the ad budget.
📚 Grab Jennifer’s free business growth resource:
👉 https://www.bgsi.us/jv-small-business
🔗 Connect with Jennifer Glass:
LinkedIn: https://bgsi.me/li
Facebook: https://bgsi.me/jg-fb
Instagram: https://bgsi.me/jg-ig
🎧 Want to meet guests like this or be featured on great podcasts?
Register for the next Podapalooza:
👉 https://guywhoknowsaguy--checkingout.thrivecart.com/podapalooza/
🎙️ Connect with Michael Whitehouse:
Website: https://www.guywhoknowsaguy.com
Events: https://www.summits.fun
Get the 9 Foundational Questions of Business: https://www.guywhoknowsaguy.com/9qbook
Mentioned in this episode:
JV Connect, December 12-13, 2023
Join us for JV Connect, the dedicated networking event December 12th and 13th, 2023 https://www.jv-connect.com
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:01):
Welcome once again to the guy who knowsA Guy Podcast, pota Palooza edition.
My name is Michael Whitehouse, theguy who knows a guy and our guest.
Today, this episode is JenniferGlass who's gonna be talking to us
about how to ditch the expensiveads and generate customers on
demand without expensive marketing.
So if you like spending a lotof money on ads and marketing,
(00:24):
this is not the episode for you.
If you do not like spendinga lot of ads on ad, a lot of
money on ads and marketing, thismight be the episode for you.
So welcome, Jennifer.
Thank you so much, Michael.
And yes, I don't know manypeople that enjoy just spending
a ton of money, but yes.
That is true.
Well, yeah, there's copiousconsumption, but that's usually for
like Lamborghinis and fancy Yeah,
(00:45):
exactly.
Designs with
bags and whatnot.
Not like, look how muchmoney I spent on Facebook.
Exactly.
Yeah.
So, so tell me a little about how you gotinto this and then, uh, what, what are
some of the ways that we can not spenda lot of money on customer acquisition?
Absolutely.
So, uh, simple answer how I gotinto this was, uh, back in the
(01:06):
age of the dinosaurs, right?
I mean, 20 years ago.
Ooh.
Um, yeah.
So long ago, you know, as peoplewould say, were you afraid?
Were you sad when the dinosaurs died?
Now, but in all seriousness now, 20years ago, I started my business in
the credit card processing space.
And I was going out there.
I was helping businesses justget set up to accept credit and
(01:27):
debit cards as a form of payment.
And over the course of time,my clients kept on coming
back and saying, I need help.
I need help.
I need help.
So I kept on coming up withdifferent solutions for I need help.
People said, I need helpgetting set up online.
I need help over here.
I need help over there.
What can you do?
And we kept on creating new solutionsfor them and eventually people were
(01:50):
saying we still needed more help.
So I started coaching them and what I wasdoing then was I was working with them and
I started working with my coaches in 2017.
I.
Who made me realize I can have a muchgreater impact on the businesses that
I wanna work with, as well as my own,uh, situation by focusing on the,
uh, business coaching or the businessmentorship and letting the other
(02:14):
services be the ancillary offeringsinstead of the coaching being an
ancillary offering to the payment side.
And so by doing that, I startedcreating even more opportunities
and getting out there.
I wrote a couple of books forthose of you that are seeing
this, um, uh, podcast episode.
I see a couple of the,uh, books behind me.
(02:35):
There's even more on my Amazonpage where you can get even
more, um, information there.
But the whole thing is though,is that it's really designed
to help businesses grow.
We all hate spending money on things andjust throwing money against the wall and
hoping that something is going to stick.
We know way too manyof us have tried that.
(02:57):
Right.
I mean, I don't know any smallbusiness owner who hasn't said at
least one time, I'm just gonna try it.
Yeah.
And you know what happens?
Quickest way to lose afortune is to do it wrong.
Mm-hmm.
So how do you ditch the expensiveas generate customers on demand
without expensive marketing?
You start focusing in on the basics.
(03:18):
You really go back to what works.
Here's two really quick examples.
Find the people that are alreadytalking to the exact same
client that you want to talk to.
Mm-hmm.
If you know, as an example, if you are inthe bridal market, so you're a florist,
(03:38):
you're a jeweler, you're the afic, you'rethe catering hall, you're the dj, the
photographer, the baker, the candlestickmaker, everyone that's involved there.
You have a built-in audience.
Mm-hmm.
You also have a built-innetwork of everyone you can
possibly be partnering with.
A joint venture or strategicpartnership is an incredible
(04:00):
way at growing your business.
It can be formalized or it may beloose depending on how everybody
in that event chain wants to do it.
But if you can make it work whereeverybody benefits, think about
the lowering of the bridezillas.
They're not gonna be going crazy becauseyou are working with all of those vendors.
(04:22):
Mm-hmm.
To make sure that the solutions aregoing to be there instead of the problems
as opposed to the other way around.
Here's another tip.
Look at the people that you've beenspeaking with in the last 30 to 60 days.
How many of them have you spokenwith in the last five days?
If you haven't, go back and findthose people and reach out to them.
(04:45):
Too many folks give up after thefirst two or three attempts at
reaching someone and saying, eh,they're probably not interested.
If you simply give up because people arenot responding to you, you're losing out.
We are all busy.
You are busy.
Mm-hmm.
Think about that.
All of the sales messaging,all the sales calls, the text
(05:08):
messages, the Facebook messages,and everything that you're getting,
you're probably not responding too.
You think though, that your client,your prospects are just waiting
for you to reach out and say, Hey,Jimmy, I finally heard from you.
Let me connect with you.
Yeah, no, we are all busy.
You need to be following up with them,but do me a favor and do yourself a favor.
(05:32):
Send them something that is not from you.
In other words, a news piece, a thoughtfularticle that you saw on LinkedIn,
in the media, whatever it may be.
You can say, Hey, Jimmy,here is a piece that I saw.
It made me think of you and yourparticular situation in the business.
(05:54):
Put your little spin on it.
As an example, the Federal Reserve raisedthe rates, or they didn't raise the rates.
I have no idea what happened, um, asof the day of this recording, when
that actually, you know, what happened.
But you can still say, willthat impact your business?
And have an open conversation.
(06:16):
That is another point of contact.
You can really be having these pointsof contact without it being salesy.
And by doing that, youcreate additional value.
Think about your competition.
They're not doing that.
Yeah.
You immediately get in an instantaneousleg up over your competition by
(06:36):
doing that, so go ahead and do that.
Those are two amazing tipsthat you can use right now to
start growing your business.
Yeah, and I, I, I love that,that last concept about
provide information of value.
I've over the last few years been doingthat through an email list, which is
a, you know, a little more technical.
(06:57):
Technical and a littlebit more work to do it.
But the email list was always builtaround the concept of how do I
provide content that people willwant to receive something that they
might almost be willing to pay for.
Not that I structured it to charge forit, but you know, the kind of thing
where it is not just like, uh, more ofthese emails, but like, oh, an email.
(07:18):
I would like to read this and.
It's, you know, you'd think that'd bekind of obvious, like send people content
they want to get, but yet most people areusing email or social media or anything.
It hasn't occurred to them to sharevaluable content people will want.
And so whether it's on the phone,calling back the client, be like,
(07:39):
Hey Jennifer, I'm just callingto checking in to follow up.
Or it's sending out those emails andbe like, here's my latest special it.
People unsubscribe from thoseor, or hit the spam button or
shove 'em in the promotions tab.
But if you do something valuable, thenthey wanna get that and then since
they want to get it, then you have thatnatural, yeah, the number of people
(08:01):
who replied to an email completelyoff topic to what the email's about
and be like, Hey, since you're here,we talked about that other thing.
So yeah, it is about providing thatvalue in the content so that they
want, you know, they want to receiveit and keep that conversation open.
Absolutely.
That's one of the major valueswhen you keep that line open.
(08:24):
Yeah.
Yeah.
And I'm, I'm, and I wasglad I talked about the, the
joint venture collaboration.
I like the example you used 'cause weoften talk about it in terms of, you
know, coaches, author, speakers, trainers.
But it works in the real world too, notjust in our, in our weird virtual world.
That
Exactly.
Um,
thank you.
Yep.
(08:44):
Yeah, it actually is also great'cause it keeps, it means.
I loved your point about avoiding theBridezillas because you can eliminate
their headaches by making surethey're working with trusted partners.
'cause other, you know, if you're theDJ and the florist screws up, well
you might still get yelled at whilethey're upset about the florist.
Right?
Yeah.
(09:04):
Uh, um,
you know, we actually, with one of myclients who's a florist, we created
a trusted, trusted vendor list.
Mm-hmm.
And what we did was we tookthat entire event chain.
And we put in all of those providers andthen we even gave backups and we knew the
ones that play nicely with each other.
(09:24):
Mm-hmm.
Because it reduced all of the anxiety.
Yeah.
So the bride just had to say, I'mengaging one of them, and then the
rest are just gonna work right there.
Um, and you had the backups just incase the primary was unavailable,
so you immediately had the backups.
Everything helps to go smooth and it'samazing how that makes a huge difference.
(09:49):
Yep.
And that's a huge differentiatortoo, because you said,
you said a florist, right?
Yes.
So no.
Usually it's like, ohyeah, my florist was great.
The flowers are beautiful, but ifit's, oh, my florist was great.
They introduced me to every othervendor we needed for the event.
You absolutely need to talk to this Flo.
Well, I already have a florist.
Yeah.
I don't care.
You need to talk to this floristbecause they'll solve every
(10:11):
other problem you have as well.
Exactly.
And I don't if they're 10% more, you needto work with them, they're going to solve
every other problem you have as well.
Yes.
And that's the whole thing,you know, reduce the headaches.
Nobody likes getting 'em.
Mm-hmm.
Yep.
And, and I, I think a, akey point there too is.
Because the, the, the beam counterwould look at that and say, well,
(10:33):
we're maintaining this whole list.
We're sending all these business,all these other people that there
aren't sending us any money for it.
And we're, and we can't chargemore than you know, anyone else.
So why are we wasting this time, money forit, not realizing there will be customers
who will come because of this program.
And they may not say they came becauseof it, but that's still why they came.
(10:57):
And so to realize that.
That things don't always show up, youknow, right there on the top line.
But that doesn't mean they don't matter.
Exactly.
Yeah.
Um, so I noticed you have a,a series of books called, it's
the Bottom Line That Matters.
Tell me about that.
Yeah, so the first book for those ofyou again, that are seeing this, um,
(11:18):
video, the first book is all about,um, the traditional marketing world.
So the joint venture strategy.
And the, uh, drip campaign or nurturesequence that I mentioned is mentioned
in that book, because those are two outof the, um, eight strategies that we
talk about in the book to really helpyou continue growing your business.
(11:42):
And then over here you see thedigital marketing book, and that
is all focused all on differentonline strategies you can be taking
to really be growing your business.
So things like.
Looking for affiliates, right?
Too many of us think, I don't needaffiliates or I don't know how to
even start an affiliate program.
(12:04):
There's a conversation aboutaffiliates right there.
There's a conversation about SEO searchengine optimization and why it is so
key, uh, for our websites to be found.
There's a conversation or an.
Topic in there about reviews.
Online reviews are sokey in today's world.
(12:24):
Do you know, by the way, thatonline reviews make a huge
impact on your SEO score?
Too many folks have absolutely no ideaabout that, and it is incredible when
you have good reviews and recent reviews,the amount of juice that the search
engines give you as opposed to take away.
On the flip side.
(12:46):
Mm-hmm.
So you want to be doing that.
There's a lot of those kindsof things that are out there.
And then I have another bookall about, um, having a, um,
mindset, right?
Mm-hmm.
Having a winning mindsetbecause we know how key it is.
The difference between themillionaire mindset and the
(13:06):
pawper mindset has a huge impact.
On business.
And there's a lot of different waysthat you can look at where that is.
And then there's anotherbook that we put out.
Um, we actually did three ofthem in the last several weeks.
Um, one is on overcoming,um, imposter syndrome.
Mm-hmm.
Where we all face it at different times.
(13:27):
Sometimes it's greater thanothers, but how do you actually
slay imposter syndrome?
Another one is on theimportance of accountability.
If you don't have anaccountability partner.
Or you're not actually voicing your goals,you're not going to be getting as far.
And then another one ison cashflow hacks, right?
All of us can use a little bitmore cashflow coming in and
(13:51):
understanding how we can do that.
So those are just some of thebooks that are out there as an
example from what we've got.
Great.
That's, uh, that isquite a, quite a series.
Yeah.
And, and that mindset stuffis, is definitely really key.
'cause I definitely encountered businesspeople and I've watched them step over
opportunities because either their owninsecurity or just this negativity, you
(14:17):
know, once they adopt this, this attitudeof, you know, ah, system is rigged and
they're out to get us and none of thisstuff works and I'm not gonna do anything.
And you know, sure enough, if you don'ttry anything, it's never gonna work.
Exactly.
So yeah, there's definitely a, apowerful mindset component there.
(14:38):
Um, so yeah, so we talked about ditchingthe expensive ads and, and, uh, working
with partners and re-engaging the audienceWe have, um, which think is kind of one
of the, one of the key points you addis once you've brought someone into your
universe is to keep working with themand not just keep acquiring new ones.
(14:58):
Uh, and then.
So those are powerful points.
And, uh, is there anything elsethat you'd like to touch on that
I haven't asked you about yet?
So there's a couple of thingsthat I would just throw out there
in addition to what I mentioned.
Um, if I can, and I'm gonna go completelyout of the business side of things
and just really stressing, I wonderthe left field words of kindness.
(15:22):
Kindness is so important.
Um, if you think about thequote unquote invisibles mm-hmm.
In our society, the guy who collectsthe shopping carts in the store, you
know, supermarket parking lot, thecashiers, the housekeepers, and hotels,
all of those folks may be consideredinvisible because of the job they have.
(15:47):
However, they're not invisible.
They're still people.
And the way that we can really showthem that they are people is by
going over and saying, thank you.
Have a nice day.
Mm-hmm.
We can say good morning.
We can say Good afternoon, good evening.
And if I'm quoting the TrumanShow, then goodnight too.
Yeah.
The whole point is what are youdoing that is going to be making a
(16:10):
difference in other people's lives?
Think about simple, small things youcan do that do not cost you a dime.
Mm-hmm.
The impact that that has.
If you want to be growing yourbusiness, if you want to be growing
your following, if you want to begrowing the things that you are
doing, it starts with small actions.
(16:31):
Start going out there and getting morecomfortable saying Please, and thank you.
Getting more comfortable saying,have a nice day to all of those
people that you think it reallydoesn't matter to because it does.
The more that you can be putting goodinto the universe, the more good is
going to be coming right back at you.
There's so much power in that idea.
(16:55):
I want you to think about thattomorrow morning when you wake up,
who can you say good morning to?
Do you still get the newspaper delivered?
And do you see the paperboy bringing it over?
You can say thank you.
You see the mailmandropping off your mail?
Thank you.
Whatever it is, there's tonsof opportunity that you can do
(17:16):
and, uh, you know, go for it.
Yeah.
That, that's, that's such a powerful pointthat it's, um, 'cause sometimes I think
people fall into the, the scarcity trap ofthey, they're only gonna pay attention to
the people who can do something for them.
Not realizing that whenyou do something for.
(17:38):
Humanity, then it will come back
again.
That's part of the millionaire mindset.
Yeah.
Yeah.
Doing things for, for especiallypeople who can't seem like
they can't do anything for you.
'cause you never know how that'sgonna come back in the right way.
And so, yeah.
And in my, in my networking, I mean.
(17:59):
For me, it's kind of a hobby,making good connections with people,
and I do it, um, not to show off,but you know, for fun feels good.
Um, but it, you know, it's a habitI gotten into and when I was first
getting into business, I had nothing,didn't have much to offer other
than I would meet a lot of peopleand I'd make those connections.
And, you know, sometime later I'dmeet someone who I'm like, oh, I'm
(18:19):
surprised they're taking my call.
I'm so excited to meet them.
We'd get on the call, they'dsay, yeah, a bunch of people
have told me I need to meet you.
And I'm like.
Is there someone else in this call?
Me me.
But it's because I helped abunch and not in big ways.
I'd introduced 'em to, you know, someoneI met at the last networking call.
Um, not, not life changing, but I madesome effort to help everyone I met.
(18:42):
And you know, since most people make noeffort to meet anyone that, to help anyone
they meet, unless they can get somethingout of it, it means they remembered me
outta the 10 people they met that week.
'cause I was the only onewho did anything for them.
And again.
It shouldn't have been a lot.
It was, I sent an email makingone introduction or something.
Maybe I made two.
Yeah.
Um, but to them that was like thenicest anyone was to them all week.
(19:04):
So, um, it really stands out asthose small acts will really,
will really set you apart.
Uh, and even if nobody elsesees them, you know, the divine,
whatever divine you, you.
Account two, um, knows,the universe knows so.
Exactly.
Yeah.
(19:24):
You know, unlike you with the sameintroductions and everything out there,
let's just make those connections,get that value, and whether or not
somebody returns the favor, that'snot what I'm interested in's how can
I really be making that connection?
Yep.
No, that's great.
Uh, so you have connections.
How can people connect with you ifthey wanna learn more about what
(19:44):
you're doing and get your book?
Absolutely.
So, um.
Best thing I would say is, um,Michael, in the show notes for the
episode, we'll give you all of thelinks and everything so that everyone
can click and, um, connect with us.
That would be the best way.
I can give you a whole bunch of links,but nobody's gonna remember them.
So it'll all be in the descriptionand the best way to reach out and
(20:09):
all of that, so you too can, um, geteven more value outta what we do.
Sounds good.
All right, so it's down there inthe show notes and or description,
depending on where you arewatching slash listening to this.
Well, Jennifer, it's been great to, uh,great to talk to you and learn from you.
Thank you for being on the show andjoining us here in the auditorium, and
(20:32):
uh, I'm sure I'll see possibly on oneof my summits or who knows where else.
I appreciate you.
Thank you so much.
All right, thank you.
Welcome once again to the guy who knowsA Guy Podcast, pota Palooza edition.
My name is Michael Whitehouse, theguy who knows a guy and our guest.
Today, this episode is JenniferGlass who's gonna be talking to us
about how to ditch the expensiveads and generate customers on
demand without expensive marketing.
So if you like spending a lotof money on ads and marketing,
(00:24):
this is not the episode for you.
If you do not like spendinga lot of ads on ad, a lot of
money on ads and marketing, thismight be the episode for you.
So welcome, Jennifer.
Thank you so much, Michael.
And yes, I don't know manypeople that enjoy just spending
a ton of money, but yes.
That is true.
Well, yeah, there's copiousconsumption, but that's usually for
like Lamborghinis and fancy Yeah,
(00:45):
exactly.
Designs with
bags and whatnot.
Not like, look how muchmoney I spent on Facebook.
Exactly.
Yeah.
So, so tell me a little about how you gotinto this and then, uh, what, what are
some of the ways that we can not spenda lot of money on customer acquisition?
Absolutely.
So, uh, simple answer how I gotinto this was, uh, back in the
(01:06):
age of the dinosaurs, right?
I mean, 20 years ago.
Ooh.
Um, yeah.
So long ago, you know, as peoplewould say, were you afraid?
Were you sad when the dinosaurs died?
Now, but in all seriousness now, 20years ago, I started my business in
the credit card processing space.
And I was going out there.
I was helping businesses justget set up to accept credit and
(01:27):
debit cards as a form of payment.
And over the course of time,my clients kept on coming
back and saying, I need help.
I need help.
I need help.
So I kept on coming up withdifferent solutions for I need help.
People said, I need helpgetting set up online.
I need help over here.
I need help over there.
What can you do?
And we kept on creating new solutionsfor them and eventually people were
(01:50):
saying we still needed more help.
So I started coaching them and what I wasdoing then was I was working with them and
I started working with my coaches in 2017.
I.
Who made me realize I can have a muchgreater impact on the businesses that
I wanna work with, as well as my own,uh, situation by focusing on the,
uh, business coaching or the businessmentorship and letting the other
(02:14):
services be the ancillary offeringsinstead of the coaching being an
ancillary offering to the payment side.
And so by doing that, I startedcreating even more opportunities
and getting out there.
I wrote a couple of books forthose of you that are seeing
this, um, uh, podcast episode.
I see a couple of the,uh, books behind me.
(02:35):
There's even more on my Amazonpage where you can get even
more, um, information there.
But the whole thing is though,is that it's really designed
to help businesses grow.
We all hate spending money on things andjust throwing money against the wall and
hoping that something is going to stick.
We know way too manyof us have tried that.
(02:57):
Right.
I mean, I don't know any smallbusiness owner who hasn't said at
least one time, I'm just gonna try it.
Yeah.
And you know what happens?
Quickest way to lose afortune is to do it wrong.
Mm-hmm.
So how do you ditch the expensiveas generate customers on demand
without expensive marketing?
You start focusing in on the basics.
(03:18):
You really go back to what works.
Here's two really quick examples.
Find the people that are alreadytalking to the exact same
client that you want to talk to.
Mm-hmm.
If you know, as an example, if you are inthe bridal market, so you're a florist,
(03:38):
you're a jeweler, you're the afic, you'rethe catering hall, you're the dj, the
photographer, the baker, the candlestickmaker, everyone that's involved there.
You have a built-in audience.
Mm-hmm.
You also have a built-innetwork of everyone you can
possibly be partnering with.
A joint venture or strategicpartnership is an incredible
(04:00):
way at growing your business.
It can be formalized or it may beloose depending on how everybody
in that event chain wants to do it.
But if you can make it work whereeverybody benefits, think about
the lowering of the bridezillas.
They're not gonna be going crazy becauseyou are working with all of those vendors.
(04:22):
Mm-hmm.
To make sure that the solutions aregoing to be there instead of the problems
as opposed to the other way around.
Here's another tip.
Look at the people that you've beenspeaking with in the last 30 to 60 days.
How many of them have you spokenwith in the last five days?
If you haven't, go back and findthose people and reach out to them.
(04:45):
Too many folks give up after thefirst two or three attempts at
reaching someone and saying, eh,they're probably not interested.
If you simply give up because people arenot responding to you, you're losing out.
We are all busy.
You are busy.
Mm-hmm.
Think about that.
All of the sales messaging,all the sales calls, the text
(05:08):
messages, the Facebook messages,and everything that you're getting,
you're probably not responding too.
You think though, that your client,your prospects are just waiting
for you to reach out and say, Hey,Jimmy, I finally heard from you.
Let me connect with you.
Yeah, no, we are all busy.
You need to be following up with them,but do me a favor and do yourself a favor.
(05:32):
Send them something that is not from you.
In other words, a news piece, a thoughtfularticle that you saw on LinkedIn,
in the media, whatever it may be.
You can say, Hey, Jimmy,here is a piece that I saw.
It made me think of you and yourparticular situation in the business.
(05:54):
Put your little spin on it.
As an example, the Federal Reserve raisedthe rates, or they didn't raise the rates.
I have no idea what happened, um, asof the day of this recording, when
that actually, you know, what happened.
But you can still say, willthat impact your business?
And have an open conversation.
(06:16):
That is another point of contact.
You can really be having these pointsof contact without it being salesy.
And by doing that, youcreate additional value.
Think about your competition.
They're not doing that.
Yeah.
You immediately get in an instantaneousleg up over your competition by
(06:36):
doing that, so go ahead and do that.
Those are two amazing tipsthat you can use right now to
start growing your business.
Yeah, and I, I, I love that,that last concept about
provide information of value.
I've over the last few years been doingthat through an email list, which is
a, you know, a little more technical.
(06:57):
Technical and a littlebit more work to do it.
But the email list was always builtaround the concept of how do I
provide content that people willwant to receive something that they
might almost be willing to pay for.
Not that I structured it to charge forit, but you know, the kind of thing
where it is not just like, uh, more ofthese emails, but like, oh, an email.
(07:18):
I would like to read this and.
It's, you know, you'd think that'd bekind of obvious, like send people content
they want to get, but yet most people areusing email or social media or anything.
It hasn't occurred to them to sharevaluable content people will want.
And so whether it's on the phone,calling back the client, be like,
(07:39):
Hey Jennifer, I'm just callingto checking in to follow up.
Or it's sending out those emails andbe like, here's my latest special it.
People unsubscribe from thoseor, or hit the spam button or
shove 'em in the promotions tab.
But if you do something valuable, thenthey wanna get that and then since
they want to get it, then you have thatnatural, yeah, the number of people
(08:01):
who replied to an email completelyoff topic to what the email's about
and be like, Hey, since you're here,we talked about that other thing.
So yeah, it is about providing thatvalue in the content so that they
want, you know, they want to receiveit and keep that conversation open.
Absolutely.
That's one of the major valueswhen you keep that line open.
(08:24):
Yeah.
Yeah.
And I'm, I'm, and I wasglad I talked about the, the
joint venture collaboration.
I like the example you used 'cause weoften talk about it in terms of, you
know, coaches, author, speakers, trainers.
But it works in the real world too, notjust in our, in our weird virtual world.
That
Exactly.
Um,
thank you.
Yep.
(08:44):
Yeah, it actually is also great'cause it keeps, it means.
I loved your point about avoiding theBridezillas because you can eliminate
their headaches by making surethey're working with trusted partners.
'cause other, you know, if you're theDJ and the florist screws up, well
you might still get yelled at whilethey're upset about the florist.
Right?
Yeah.
(09:04):
Uh, um,
you know, we actually, with one of myclients who's a florist, we created
a trusted, trusted vendor list.
Mm-hmm.
And what we did was we tookthat entire event chain.
And we put in all of those providers andthen we even gave backups and we knew the
ones that play nicely with each other.
(09:24):
Mm-hmm.
Because it reduced all of the anxiety.
Yeah.
So the bride just had to say, I'mengaging one of them, and then the
rest are just gonna work right there.
Um, and you had the backups just incase the primary was unavailable,
so you immediately had the backups.
Everything helps to go smooth and it'samazing how that makes a huge difference.
(09:49):
Yep.
And that's a huge differentiatortoo, because you said,
you said a florist, right?
Yes.
So no.
Usually it's like, ohyeah, my florist was great.
The flowers are beautiful, but ifit's, oh, my florist was great.
They introduced me to every othervendor we needed for the event.
You absolutely need to talk to this Flo.
Well, I already have a florist.
Yeah.
I don't care.
You need to talk to this floristbecause they'll solve every
(10:11):
other problem you have as well.
Exactly.
And I don't if they're 10% more, you needto work with them, they're going to solve
every other problem you have as well.
Yes.
And that's the whole thing,you know, reduce the headaches.
Nobody likes getting 'em.
Mm-hmm.
Yep.
And, and I, I think a, akey point there too is.
Because the, the, the beam counterwould look at that and say, well,
(10:33):
we're maintaining this whole list.
We're sending all these business,all these other people that there
aren't sending us any money for it.
And we're, and we can't chargemore than you know, anyone else.
So why are we wasting this time, money forit, not realizing there will be customers
who will come because of this program.
And they may not say they came becauseof it, but that's still why they came.
(10:57):
And so to realize that.
That things don't always show up, youknow, right there on the top line.
But that doesn't mean they don't matter.
Exactly.
Yeah.
Um, so I noticed you have a,a series of books called, it's
the Bottom Line That Matters.
Tell me about that.
Yeah, so the first book for those ofyou again, that are seeing this, um,
(11:18):
video, the first book is all about,um, the traditional marketing world.
So the joint venture strategy.
And the, uh, drip campaign or nurturesequence that I mentioned is mentioned
in that book, because those are two outof the, um, eight strategies that we
talk about in the book to really helpyou continue growing your business.
(11:42):
And then over here you see thedigital marketing book, and that
is all focused all on differentonline strategies you can be taking
to really be growing your business.
So things like.
Looking for affiliates, right?
Too many of us think, I don't needaffiliates or I don't know how to
even start an affiliate program.
(12:04):
There's a conversation aboutaffiliates right there.
There's a conversation about SEO searchengine optimization and why it is so
key, uh, for our websites to be found.
There's a conversation or an.
Topic in there about reviews.
Online reviews are sokey in today's world.
(12:24):
Do you know, by the way, thatonline reviews make a huge
impact on your SEO score?
Too many folks have absolutely no ideaabout that, and it is incredible when
you have good reviews and recent reviews,the amount of juice that the search
engines give you as opposed to take away.
On the flip side.
(12:46):
Mm-hmm.
So you want to be doing that.
There's a lot of those kindsof things that are out there.
And then I have another bookall about, um, having a, um,
mindset, right?
Mm-hmm.
Having a winning mindsetbecause we know how key it is.
The difference between themillionaire mindset and the
(13:06):
pawper mindset has a huge impact.
On business.
And there's a lot of different waysthat you can look at where that is.
And then there's anotherbook that we put out.
Um, we actually did three ofthem in the last several weeks.
Um, one is on overcoming,um, imposter syndrome.
Mm-hmm.
Where we all face it at different times.
(13:27):
Sometimes it's greater thanothers, but how do you actually
slay imposter syndrome?
Another one is on theimportance of accountability.
If you don't have anaccountability partner.
Or you're not actually voicing your goals,you're not going to be getting as far.
And then another one ison cashflow hacks, right?
All of us can use a little bitmore cashflow coming in and
(13:51):
understanding how we can do that.
So those are just some of thebooks that are out there as an
example from what we've got.
Great.
That's, uh, that isquite a, quite a series.
Yeah.
And, and that mindset stuffis, is definitely really key.
'cause I definitely encountered businesspeople and I've watched them step over
opportunities because either their owninsecurity or just this negativity, you
(14:17):
know, once they adopt this, this attitudeof, you know, ah, system is rigged and
they're out to get us and none of thisstuff works and I'm not gonna do anything.
And you know, sure enough, if you don'ttry anything, it's never gonna work.
Exactly.
So yeah, there's definitely a, apowerful mindset component there.
(14:38):
Um, so yeah, so we talked about ditchingthe expensive ads and, and, uh, working
with partners and re-engaging the audienceWe have, um, which think is kind of one
of the, one of the key points you addis once you've brought someone into your
universe is to keep working with themand not just keep acquiring new ones.
(14:58):
Uh, and then.
So those are powerful points.
And, uh, is there anything elsethat you'd like to touch on that
I haven't asked you about yet?
So there's a couple of thingsthat I would just throw out there
in addition to what I mentioned.
Um, if I can, and I'm gonna go completelyout of the business side of things
and just really stressing, I wonderthe left field words of kindness.
(15:22):
Kindness is so important.
Um, if you think about thequote unquote invisibles mm-hmm.
In our society, the guy who collectsthe shopping carts in the store, you
know, supermarket parking lot, thecashiers, the housekeepers, and hotels,
all of those folks may be consideredinvisible because of the job they have.
(15:47):
However, they're not invisible.
They're still people.
And the way that we can really showthem that they are people is by
going over and saying, thank you.
Have a nice day.
Mm-hmm.
We can say good morning.
We can say Good afternoon, good evening.
And if I'm quoting the TrumanShow, then goodnight too.
Yeah.
The whole point is what are youdoing that is going to be making a
(16:10):
difference in other people's lives?
Think about simple, small things youcan do that do not cost you a dime.
Mm-hmm.
The impact that that has.
If you want to be growing yourbusiness, if you want to be growing
your following, if you want to begrowing the things that you are
doing, it starts with small actions.
(16:31):
Start going out there and getting morecomfortable saying Please, and thank you.
Getting more comfortable saying,have a nice day to all of those
people that you think it reallydoesn't matter to because it does.
The more that you can be putting goodinto the universe, the more good is
going to be coming right back at you.
There's so much power in that idea.
(16:55):
I want you to think about thattomorrow morning when you wake up,
who can you say good morning to?
Do you still get the newspaper delivered?
And do you see the paperboy bringing it over?
You can say thank you.
You see the mailmandropping off your mail?
Thank you.
Whatever it is, there's tonsof opportunity that you can do
(17:16):
and, uh, you know, go for it.
Yeah.
That, that's, that's such a powerful pointthat it's, um, 'cause sometimes I think
people fall into the, the scarcity trap ofthey, they're only gonna pay attention to
the people who can do something for them.
Not realizing that whenyou do something for.
(17:38):
Humanity, then it will come back
again.
That's part of the millionaire mindset.
Yeah.
Yeah.
Doing things for, for especiallypeople who can't seem like
they can't do anything for you.
'cause you never know how that'sgonna come back in the right way.
And so, yeah.
And in my, in my networking, I mean.
(17:59):
For me, it's kind of a hobby,making good connections with people,
and I do it, um, not to show off,but you know, for fun feels good.
Um, but it, you know, it's a habitI gotten into and when I was first
getting into business, I had nothing,didn't have much to offer other
than I would meet a lot of peopleand I'd make those connections.
And, you know, sometime later I'dmeet someone who I'm like, oh, I'm
(18:19):
surprised they're taking my call.
I'm so excited to meet them.
We'd get on the call, they'dsay, yeah, a bunch of people
have told me I need to meet you.
And I'm like.
Is there someone else in this call?
Me me.
But it's because I helped abunch and not in big ways.
I'd introduced 'em to, you know, someoneI met at the last networking call.
Um, not, not life changing, but I madesome effort to help everyone I met.
(18:42):
And you know, since most people make noeffort to meet anyone that, to help anyone
they meet, unless they can get somethingout of it, it means they remembered me
outta the 10 people they met that week.
'cause I was the only onewho did anything for them.
And again.
It shouldn't have been a lot.
It was, I sent an email makingone introduction or something.
Maybe I made two.
Yeah.
Um, but to them that was like thenicest anyone was to them all week.
(19:04):
So, um, it really stands out asthose small acts will really,
will really set you apart.
Uh, and even if nobody elsesees them, you know, the divine,
whatever divine you, you.
Account two, um, knows,the universe knows so.
Exactly.
Yeah.
(19:24):
You know, unlike you with the sameintroductions and everything out there,
let's just make those connections,get that value, and whether or not
somebody returns the favor, that'snot what I'm interested in's how can
I really be making that connection?
Yep.
No, that's great.
Uh, so you have connections.
How can people connect with you ifthey wanna learn more about what
(19:44):
you're doing and get your book?
Absolutely.
So, um.
Best thing I would say is, um,Michael, in the show notes for the
episode, we'll give you all of thelinks and everything so that everyone
can click and, um, connect with us.
That would be the best way.
I can give you a whole bunch of links,but nobody's gonna remember them.
So it'll all be in the descriptionand the best way to reach out and
(20:09):
all of that, so you too can, um, geteven more value outta what we do.
Sounds good.
All right, so it's down there inthe show notes and or description,
depending on where you arewatching slash listening to this.
Well, Jennifer, it's been great to, uh,great to talk to you and learn from you.
Thank you for being on the show andjoining us here in the auditorium, and
(20:32):
uh, I'm sure I'll see possibly on oneof my summits or who knows where else.
I appreciate you.
Thank you so much.
All right, thank you.
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