Alex Saidani, founder and CEO of Indemand. Alex is a developer who started coding at the age of 11.  He started his first business at the age of 13 and was the youngest founder of a team to participate in the DotForge accelerator program with Hashtrack.  Indemand supports businesses with providing online ordering software and an hourly delivery network.  On top of this, Alex also finds time to mentor people in their start-ups and provide them with the necessary support.  Famous Five: Favorite Book? – Steve Jobs Biography What CEO do you follow? –  Elon Musk Favorite online tool? — N/A Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – “Don’t waste time pursuing people who are not going to help you or create value”   Time Stamped Show Notes: 01:25 – Nathan introduces Alex to the show 01:52 – Alex went to the 500 startups program 02:12 – Indemand sells software to groceries and other retail stores 02:25 – Indemand charges the stores directly 02:36 – Indemand is a SaaS business 02:52 – Indemand started in 2015 03:14 – First year revenue 03:38 – Indemand’s usual customers 04:15 – Indemand has worked with 150 companies and there are 25 active customers 04:28 – Most of the inactive customers are startups 05:04 – Indemand had to increase their fees to make money 05:10 – ARPU per month is around $250 05:22 – MRR 05:55 – October 2016 revenue was $25,000 06:45 – What do people get when they pay $400 a month? 06:51 – help with start-up, customize branding, end up with a customer facing application 07:14 – Users get to monitor all the orders in real-time 07:40 – Total transaction volume in October 2016, is around 200 orders 08:20 – Indemand had a capital raising 10:30 – Indemand’s other expenses 10:46 – Indemand sources people from Fiverr to find information 12:00 – Alex and his team are based in California 12:18 – Connect with Alex through his LinkedIn and email 13:51 – The Famous Five   3 Key Points: An entrepreneur can start as early as 13 years old—you’re never too young or old for that matter! Raising fees is often necessary to meet your clients’ demands and update your services. Don’t waste your time on “non-value creating” people.   Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. The Top Inbox  – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens and follow-up with email sequences LinkedIn – Alex’s LinkedIn account [email protected] – Alex’s email address Show Notes provided by Mallard Creatives

Andrew Keene, president and CEO of AlphaShark Trading which is originally founded as KeeneOnTheMarket.com in 2011. Prior to that, he grew up working as a proprietary trader at Chicago Board Options Exchange. He began his career on a trade program and would eventually co-found the KATL group. He currently actively trades future equity options, currency options present in commodities, and was a regular guest/market commentator on such networks as Bloomberg, CNBC and Fox Business. His first love will always be trading but he’s arguably even more well-known for building a trading room. He is especially proud of having taught his personal strategies trading for over 50,000 guests for years. Famous Five: Favorite Book? – Automatic Customer What CEO do you follow? –  Elon Musk Favorite online tool? — N/A Do you get 8 hours of sleep? — No If you could let your 20-year old self, know one thing, what would it be? – “Not to date a girl for 8 years and be engaged”   Time Stamped Show Notes: 01:38 – Nathan introduces Andrew to the show 02:32 – Andrew is based in Austin and San Diego 03:17 – Andrew is part of Entrepreneur Organization 03:55 – Andrew purchased a place in San Diego and put it on Airbnb 05:18 – “This year I expect to make $20,000 from that $70,000 investment” 06:24 – Andrew wants to get the “Super Host” status on Airbnb 06:33 – Airbnb advertises Super Host’s properties more 06:53 – Andrew looks at Airbnb hosting as an investment 07:25 – The risk of having your properties in Airbnb 07:31 – Stand-alone is not covered by HOA 07:48 – HOA wants to ban short-term rentals in San Diego 08:10 – Hosts can take advantage of their cash-flow situation 08:50 – Andrew has made $5M from trading 09:30 – Andrew shares how he got into trading 10:32 – Andrew has a place in Chicago, too 10:38 – Andrew is making around $8,000 a year for his place in Chicago 11:16 – Andrew is starting his second deal 11:41 – People ask Andrew how he makes money through the investment 12:04 – Andrew is working on a book with Airbnb 12:11 – AirBNBopen in LA 12:25 – There are around 7,000 people who paid Andrew for trading information 12:35 – Andrew has more than 50,0000 people in his email list 13:09 – Andrew shares how his cash flow works with his property in San Diego 13:45 – Andrew names software that he uses other than Revestor 13:50 – AirDNA is where you can buy reports of any city 14:23 – Mashvisor use to search for rental properties 14:45 – You can use analytics and research by  Revestor to get into the market 15:50 – Standard percentage for payment fees 16:30 – Nathan makes an offer to Andrew 17:55 – Email Andrew to connect with him 20:05 – The Famous Five   3 Key Points: Find the right investment and STUDY it as best as you can. Go to someone who is an expert in a market that you want to be in. Stay independent as long as you can.   Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. The Top Inbox  – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens and follow-up with email sequences [email protected] – Andrew’s email address Show Notes provided by Mallard Creatives

Pritesh Vora. He has over 10 years of experience specializing in building and growing innovative technology products. He was a formerly a partner at 1000Lookz and the business head at NotiPhi. He has also worked at TCS, one of India’s biggest IT service companies across US, Europe and India. He has a Bachelor in Technology from MSIT. Famous Five: Favorite Book? – Zero to One What CEO do you follow? –  Elon Musk Favorite online tool? — Buffer Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – “Definitely, knew more about how to see the business”   Time Stamped Show Notes: 01:22 – Nathan introduces Pritesh to the show 02:10 – Uninstall.io is Pritesh’s current company 02:14 – Uninstall.io is a niche analytics company 02:40 – Uninstall.io provides analytics to popular mobile apps 02:50 – Uninstall.io is a SaaS business with monthly subscription and fees depending on the number of users and modules 03:02 – Average pay per customer is $100,000 a month 03:11 – Uninstall.io was launched in 2015 03:22 – Uninstall.io was bootstrapped for the first 6-8 months and raised $365K 03:50 – Uninstall.io is currently serving more than 150 apps 04:36 – ARR is currently $100K 04:48 – MRR is around $10K 05:00 – Uninstall.io currently has 15-17 customers 05:23 – Pritesh shares why companies leave after just a few months 06:37 – Pritesh and his team are still working on how to make customers stay 08:30 – Pritesh and his team are learning more about their customers’ needs and data so that Uninstall.io can become indispensable to them 09:00 – People have a typical analytic scheme in their company 09:25 – Uninstall.io has 10 people on their team 09:44 – Uninstall.io is using shared resources to take the data from each account 10:00 – Average CAC 10:38 – Average monthly salary 11:12 – Pritesh and his team are based in India 12:00 – Lifetime value 12:47 – Pritesh still has around $150K in the bank 13:02 – Pritesh is currently spending $20,000 for the expenses 13:40 – 2015 revenue is around $45,000 14:12 – Connect with Pritesh through his Twitter, website and blog 15:55 – The Famous Five   3 Key Points: Work to know your niche and target market on a deeper level. Having a business is a continuous experiment—it’s how one learns and adapts. Focus on your team first and look after them well.   Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. The Top Inbox  – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens and follow-up with email sequences @PriteshVora – Pritesh’s Twitter handle Uninstall.io – Pritesh’s business website Blog.Uninstall.io- Pritesh’s blog site Show Notes provided by Mallard Creatives

Matthieu Jost, who founded his first company when he was 17 and exited it when he was 21. Most recently, he started Misterb&b in 2015 and has become the world’s largest gay hotel brand in the world. Listen as Matthieu shares how he managed his first business at an early age and how Misterb&b grew exponentially in less than 4 years. Famous Five: Favorite Book? – N/A What CEO do you follow? – Brian Chesky Favorite online tool? — RJ Metrics Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – “Being less naïve maybe”   Time Stamped Show Notes: 01:31 – Nathan introduces Matthieu to the show 02:00 – Matthieu’s first company that posted TV series was sold to PlanetSeries (French equivalent of IMDB) for about $1 million 02:33 – The team composed of 4 people 02:53 – The company sold series’ merchandise 03:18 – Matthieu built the company 03:38 – Matthieu studied Computer Science for two years to work in a radio station 04:38 – Matthieu shares how Misterb&b is different from Airbnb 05:00 – Misterb&b is a marketplace 05:25 – The sellers are the homeowners 05:36 – “It’s not only for gay men, we are open to everyone in the LGBT community” 05:45 – There are straight women using Misterb&b because they find it cool and much safer 06:10 – Misterb&b is taking 4% from the host and 12% from the traveler 06:27 – Average booking for 3 nights is $300 06:40 – Misterb&b was founded at the last quarter of 2014 06:50 – Misterb&b was bootstrapped for 6 months and went on raising capital 07:02 – Total funds raised was $5 million 07:10 – Team size is 22 07:44 – Currently, there are 80,000 hosts in Misterb&b in over 135 countries 08:00 – Misterb&b has an average of 80,000 bookings per month 08:22 – Most of the travelers are solo travelers 09:16 – First year total transaction volume is 300K 09:35 – Total transaction volume for 2015 is $3M and 2016 total transaction volume goal is $7M 09:58 – Misterb&b is seasonal 11:00 – Misterb&b’s 2015 average revenue is $480,000 11:12 – Misterb&b’s 2016 revenue aim is $1.3 million 11:24 – Misterb&b is working on different types of ads 12:05 – There are around 300K people on Misterb&b’s email list 12:12 – Average opening click-thru rate is 14% 12:50 – People are paying Misterb&b a flat-rate and they are getting 15,000 clicks 13:00 – Misterb&b also works with non-media companies 13:46 – 40% of Misterb&b’s travelers are repeaters 14:28 – Follow Matthieu’s company on Facebook and visit the website 16:33 – The Famous Five 17:16 – RJ Metrics was at The Top Episode 233   3 Key Points: It is always advantageous to start your business as EARLY as possible. Life is about making a choice; don’t be afraid to step out and make that decision.    Misterb&b is about building a worldwide community that promotes safe travel without discrimination.    Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. The Top Inbox  – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens and follow-up with email sequences Facebook – Matthieu’s business Facebook account Misterbandb.com – Matthieu’s business website Show Notes provided by Mallard Creatives

Sunil Patro, founder of SignEasy, a technologist, product thinker and entrepreneur. He has a decade of experience as a member of multiple early stage product team at Microsoft, Juniper Networks and Tokbox. Putting enterprise communication apps to carrier great routing system to consumer focused video conferencing software. After facing many problems to sign an important job offer while traveling in Mexico, he was inspired to build a product that could solve this hindrance. Since bootstrapping SignEasy in 2010, he led SignEasy to a growing and profitable company that putting 3M downloads with a 5-star rating in over 150 countries, ranked 1 of the top 15 apps and in top 100 downloaded apps for business including Apple’s Best New Apps and Editor Choice Picks. Famous Five: Favorite Book? – Crucial Conversations What CEO do you follow? –  Jason Fried Favorite online tool? — Slack Do you get 8 hours of sleep?— Not everyday If you could let your 20-year old self, know one thing, what would it be? – “Just focus on being part of a great team and focus on learning things rapidly and just have an experience. Find the things you enjoy the most at work”   Time Stamped Show Notes: 01:32 – Nathan introduces Sunil to the show 02:33 – SignEasy is a cloud-based easy to use app 02:50 – SignEasy allows users to be completely paperless 03:00 – SignEasy is a SaaS model and has a free trial for 14 days 03:12 – Pay-as-you-go is also available 03:17 – Businesses can subscribe to pro and premium plans 03:34 – Sunil started coding SignEasy in early 2010 and launched around July 2010 03:35 – First year revenue 04:02 – Current number of customers in 2016 04:20 – 40-45% are on subscriptions and the rest are on one-time payment 04:33 – Average monthly RPU is $ 4 – 5 for pro and 80-90% are pro subscriptions 05:09 – Average monthly recurring revenue for SignEasy 05:58 – The difference of their payment plans before and now and how it affects their MRR 06:41 – SignEasy has grown high double digit over the last few years 07:07 – SignEasy is totally bootstrapped 07:25 – Team size 08:00 – Sunil is based in the bay area 08:52 – Gross monthly customer churn 09:02 – SignEasy is focused on SMB 09:45 – Customers can only pay SignEasy annually 10:35 – Lifetime value 10:46 – SignEasy hasn’t done paid user acquisition yet 10:55 – Almost 100% of SignEasy users are inbound based or app store driven 11:57 – Sunil shares how they are reaching high number of downloads in app store 12:10 – SignEasy has been in the app store for 6 years 12:30 – There are many factors that  app store considers 12:43 – SignEasy has been using keywords for app store 14:10 – SignEasy gets 60K downloads a month from app store 14:35 – In iOS, the conversion from free to paid users is 5-6% 14:44 – In Android, the conversion from free to paid users is half of the iOS 14:50 – The free trial is either 14 days or limited to 3 documents 15:15 – SignEasy’s paid features 15:39 – SignEasy just launched a new feature wherein a user can send a document to sign to multiple people remotely and they can establish a work flow 16:00 – Sunil’s philosophy 17:10 – Nathan made a mock offer of $ 15M and Sunil is open to it 17:47 – Find Sunil on Twitter and send him an email 19:27 – The Famous Five   3 Key Points: Build something that people want. Follow your passion and do what you drives your passion. Focus on being part of a great team and focus on learning things rapidly.   Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. Show Notes provided by Mallard Creatives

Andy Rachleff, president and CEO of Wealthfront. He served as a member of the board of trustees and vice chairman of the Endowment Investment Committee for the University of Pennsylvania and as a member of the faculty for Stanford Graduate School of Business where he teaches course on Technology Entrepreneurship. Prior to Wealthfront, Andy co-founded and was general partner of Benchmark Capital, where he was responsible for investing number of successful companies. He has also spent 10 years as a general partner for Merrill, Pickard, Anderson & Eyre - MPAE. Andy earned his S from University of Pennsylvania and his MBA from Stanford Graduate School of Business. Famous Five: Favorite Book? – The Innovator’s Dilemma What CEO do you follow? –  N/A Favorite online tool? — N/A Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – “Associating myself with great people”   Time Stamped Show Notes: 01:41 – Nathan introduces Andy to the show 03:03 – Andy is retired for his Venture Capital business so he wants to give back 04:07 – David Swensen has been an investor on Andy’s 2 venture capital firms 04:37 – The way Wealthfront generates investment mix is the same method David Swensen uses 05:09 - Wealthfront manages a diversified of portfolio of low-cost index funds in behalf of their client 05:20 – Minimum is $ 500 to open an account 05:55 – “If you like Vanguard, you’re going to love Wealthfront” 06:00 – Wealthfront can minimize taxes using a software that Vanguard can’t do 07:59 – Software works 24/7 so you can monitor your losses daily 08:36 – Wealthfront has been managing around $ 4.4B assets 08:53 – Wealthfront’s asset management worth is much smaller than Vanguard 09:25 – “With every new technology that succeeds, it gets adopted at a faster rate” 09:47 – Automated Investment Services has been adapted at a faster rate than ETF 10:09 – Automated Investment Services are actually managing more assets than ETF 10:21 – Volume of individual metrics 10:54 – Wealthfront manages the first $ 10,000 for free and charges a quarter of a percent on a amount managed excessing $ 10,000 11:10 – Sample model is Dropbox 12:00 – “It is more of the client’s satisfaction of our service” 12:25 – Percentage of sent invites by users 13:01 – The number of people actually invested in Wealthfront 13:51 – Average MRR 14:04 – Overtime, Wealthfront will introduce new services 14:51 – Wealthfront is a hybrid of old model and also new channels in the software 15:28 – “We want to build services that benefit our clients 16:03 – Wealthfront  was launched in Dec 2011 16:12 – Team size is about 140 16:15 – Total capital raised is $ 130M 17:15 – “I’m willing to sacrifice some growth for a far more sustainable model” 17:55 – Connect with Andy through his email and Twitter 16:10 – The Famous Five   3 Key Points: With every new technology that succeeds, it gets adopted at a faster rate. Sacrifice some growth for a far more sustainable model. Associate yourself with great people.   Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books The Top Inbox  – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens and follow-up with email sequences [email protected] – Andy’s email address @Arachleff – Andy’s Twitter handle Show Notes provided by Mallard Creatives

Elie Khoury, co-founder and CEO of Woopra – a customer intelligence platform that helps businesses essentialize customer engagement across all channels. He studied Computer Science in Lebanese American University where he booked the first generation of Woopra in 2007. In addition to Woopra, he co-founded YallaStartup, a non-government organization establish to proper entrepreneurship in the Middle East and North Africa. Famous Five: Favorite Book? – The Hard Thing About Hard Things What CEO do you follow? –  Steve Jobs Favorite online tool? — Google Calendar Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – “I won’t change a thing”   Time Stamped Show Notes: 01:32 – Nathan introduces to Elie the show 02:09 – Woopra is designed for businesses to help them consolidate their customer activities across channels 02:22 – Woopra is a SaaS model and has monthly subscription 02:34 – Woopra is self-funded but they raised an Angel round few years ago 02:43 – Raised about a million dollars in the Angel round 02:48 – It was an equity round 02:58 – There are 12 people in the team 03:08 – All are based in SF 03:18 – Woopra mainly focused on SaaS businesses but they cater to wide-range of businesses 03:39 – Woopra has around 1000 customers at the moment 03:50 – Woopra has 100,000 active projects and 1000 of that are paying customers 04:10 – Average RPU is around $30,000 a year for enterprise and $ 3000 a year for SMB 04:30 – Woopra introduced their enterprise edition a couple of years ago 05:05 – Average MRR 05:27 – Gross customers monthly churn is lower on enterprise than SMB 06:15 – CAC is $ 1-2,000 on enterprise 06:35 – Lifetime value 07:39 – Average monthly lifetime value 07:53 – Woopra has a sales team that engages with enterprise customers 08:08 – Woopra was launched in 2008 08:25 – Woopra has 15,000 active projects that are running for free 09:25 – 2015 total revenue around $ 1.5 million 09:50 – Woopra is in a good place at the moment 10:02 – “Raising funding is always an option. We are just waiting for the right fit and the right time” 10:13 – Woopra has to scale in a faster pace and identify the perfect marketing tool 10:44 – Connect with Elie through their blog and his email 12:20 – The Famous Five   3 Key Points: Raising fund is always an option. Just wait for the right fit and the right time. There is time to polish things out. Take things slowly. Embrace your ignorance.   Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. [email protected] – Elie’s email address Woopra.com/Blog – Elie’s business blog Show Notes provided by Mallard Creatives

Camilo Acosta, CEO of Pay By Group, which is based out of San Francisco. Their team is working with global brands to make it easier for people to minimize the cost of any purchase at the online checkout.  One of their customers expresses their gratitude for the company by saying that their “family reunion [wouldn’t] happen without Pay By Group.” Listen as Camilo shares how Pay By Group’s revenue grew from zero in 2011 to nearly $30 million in 2016. Famous Five: Favorite Book? – High Output Management What CEO do you follow? –  N/A Favorite online tool? —Hubspot Sales Do you get 8 hours of sleep?— “Now, I do” If you could let your 20-year old self, know one thing, what would it be? – “I wish I moved to San Francisco earlier”   Time Stamped Show Notes: 01:36 – Nathan introduces Camilo to the show 02:05 – Pay By Group is a worldwide payment solution that allows families and friends to split the cost of their online purchases 02:20 – Pay By Group is plugged-in directly to online merchants 02:33 – Pay By Group is a checkout option 02:47 – Pay By Group charges the business and consumers 03:07 – Camilo gives an example on how to use Pay By Group using Walmart’s website 03:44 – Pay By Group makes more money on the consumer charges 03:50 – Pay By Group is active on vacation rental sites like CaboVillas 04:19 – The organizer is free but every invite will be charged 2.9% 05:17 – Pay By Group is a pay-as-you-go model 05:34 – Pay By Group was founded in 2011 05:38 – Team size is 20 05:41 – Pay By Group raised $3.4 million in the second round 05:56 – The first round of raised capital 06:28 – Average order value: 06:46 – There’s no one number because it depends on the merchants 06:56 – Vacation rentals is Pay By Group’s current “bread and butter” 07:08 – Number of merchants currently using Pay By Group is over 300 07:20 – Pay By Group tracks the number of groups/families that have used their system 07:52 – Pay By Group had tens of millions of transactions 08:11 – 2011 total transaction volume number is zero 08:25 – Pay By Group was in 500 startups in 2012 08:58 – Pay By Group’s first merchant was Rent Like A Champion 10:04 – 2012 total transaction volume number is less than a hundred thousand 10:30 – 2013 total transaction volume number is around $3 million 10:45 – Goal transaction volume number in 2016 is $30 million 10:57 – Pay By Group is seasonal 11:33 – The Top: Ep. 489 is the episode where Rent Like A Champion’s CEO was featured 12:38 – Pay By Group’s team is based in San Francisco 12:56 – Camilo’s goal for Pay By Group 13:40 – Connect with Camilo through LinkedIn and his website 16:20 – The Famous Five   3 Key Points: Enjoy WHAT you do and WHO you work with—learn from them. The secret is simplicity; less is always more.  Dream it and do your best to achieve it.   Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel. LinkedIn – Camilo’s LinkedIn account PayByGroup.com – Camilo’s business website CaboVillas – One of Pay By Group’s vacation rental merchant Rent Like A Champion – Pay By Group’s first merchant Show Notes provided by Mallard Creatives

Gary Guseinov, an investor, operator, and advisor in various technology companies including Business Hangouts, InCast, Playsino and Revenue.com. During his career, he has over $100 million in growth capital and structured complex financial transactions. He’s also acquired over 300 million users for global technology product and services. Famous Five: Favorite Book? – Power the Mind What CEO do you follow? –  Mark Zuckerberg Favorite online tool? — Calendly Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – “I knew how to start a business with very little capital”   Time Stamped Show Notes: 01:26 – Nathan introduces Gary to the show 02:08 – Business Hangouts is a web-conferencing and webinar platform 02:17 – It is specifically designed for Google apps 02:47 – Gary has raised capital for USTechSupport in 2003 03:07 – Private from 2003 to 2007 03:15 – From September 2007 to 2012, it became public in Nasdaq 03:22 – It was bought out by a big marketing company in LA 03:29 – Gary was the co-founder and left the company because he needed a break 04:24 – “It takes a lot of processes when it comes to legal and accounting when you shift from private to public” 05:05 – SDC reviews the applications and processes 05:20 – Gary was in his mid-thirties when he started USTechSupport and didn’t have any experience running a company 05:29 – Gary is now 46 05:40 – Gary acquired Business Hangouts from the previous owner 05:51 – Business Hangouts had 1.7 million enterprise users when it was acquired 06:02 – Over 700,000 registered users and 70,000 enterprise users 06:40 – Number of paying users 07:10 – Business Hangouts’ competitors usually separate web conferencing and webinar leading to 2 different subscriptions 07:48 – Consumers wouldn’t know what their monthly expenses were going to be 07:54 – Business Hangouts is not as complicated as their competitors 08:10 – “Our pricing model is very simple” 09:07 – Average monthly RPU is $70 10:40 – Business Hangouts is currently getting offers from investors 11:45 – “We try to build a business based on purely economics” 12:06 – “We think that we are a strong contender to multi-million dollar entities” 12:54 – Gary does not wish to disclose their MRR because they are not looking for capital at the moment as they are still a small company 13:57 – Gary’s goal is to stay “at the radar” 14:18 – “You want to be good at what you’re doing and you want the market to recognize that” 14:55 – Churn is less than 10% yearly 15:32 – Gary acquired the company for less than $10 million 17:00 – Gary can afford to put inside sales representatives in the demo 17:36 – Business Hangouts is completely bootstrapped 18:15 – Current CAC is zero 18:55 – Team size is less than 10 19:16 – Connect with Gray through LinkedIn 20:42 – The Famous Five   3 Key Points: Choose a business that is viable in the marketplace.  Staying “at the radar” while doing an excellent job at what you do will help you become recognized by the marketplace.  You CAN start a business without raising capital.   Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel. LinkedIn – Gary’s LinkedIn account Show Notes provided by Mallard Creatives

Boris Shakhnovich, president of PDF Filler. He manages the daily operation and marketing campaigns but he is also responsible for the mission and vision of the company. Prior to his work at PDF Filler, Boris earned a PhD in Bioinformatics and he’s a Bioinformatics Professor at Boston University. He later moved to Harvard University to work with Systems Biology. Famous Five: Favorite Book? – Guerilla Marketing What CEO do you follow? –  Marc Benioff Favorite online tool? — Google Analytics Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – “That doing is more important than knowing”   Time Stamped Show Notes: 01:40 – Nathan introduces Boris to the show 02:30 – Boris is the president and co-founder 02:47 – PDF Filler is a document management platform 02:51 – It allows people to do end-to-end document generation 03:40 – PDF Filler is a SaaS business model and they charge per month 03:46 – 3 tiers: professional, non-professional, and business 03:50 – Business is the most expensive at $15 a month 03:58 – Average customer pays per month 04:10 – In 2008, the founder started the business and ran it by himself until the end of 2011 04:25 – Boris joined the company 5 years ago and applied marketing technology to it 04:39 – PDF Filler has now close to 200,000 customers 04:58 – Monthly RPU 05:16 – PDF Filler was needed when it launched so it grew organically 05:30 – Gross customer churn per month is low 06:28 – PDF Filler works with the government institutions 06:58 – PDF Filler’s digital marketing platform 07:08 - PDF Filler runs 60 million keywords on top of SEO and other SEM platforms 07:19 – Brings 4 million website views monthly 07:30 – Internal CRM with A/B Testing 08:22 – “We have a marketing technology that allows us to find sites that would be interested in collaborating with us and we have that as a partnership program” 09:00 – It is part-human and part-code 09:36 – Semantic search technology 10:06 – They write every code in house 10:50 – They have one of the largest SEM platforms and account in Google 11:44 – PDF Filler makes money on the first payment of their customers 12:20 – There are 160 team members divided across Boston 12:52 – PDF Filler is completely bootstrapped 13:14 – First year revenue was about $20,000 13:36 – 2015 total revenue is double digit millions 13:55 – Future plans with the business: 14:17 – Doing a lot of partnerships with private and government companies 14:43 – PDF Filler is a zero salespeople company 15:45 – Do you have an appetite for acquisition? Have you done it before? 15:50 – Absolutely, but we haven’t done it before and are in the process of doing that now 16:05 – “Looking for companies that are complimentary to us and we can add value” 16:40 – “We would buy a competitor of a part of the business, not the whole business” 17:28 – They are currently looking into mail merge space, CRM space, and signature space 17:56 – Connect with Boris through his LinkedIn and website 20:28 – The Famous Five   3 Key Points: If you can, strive to have a partnership with BOTH private and government agencies. A GREAT marketing technology will create TONS of organic website visits. DOING is extremely more important than knowing.   Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel. PDFfiller.com – Boris’ business website LinkedIn – Boris’ LinkedIn account Show Notes provided by Mallard Creatives

Chris Devor, founder of DocHub and other extensions. DocHub allows you to view, edit, and sign PDFs online for free to streamline the exchange of documents.  Listen as Chris shares how DocHub is different from their competitors and why he won’t easily jump into offers for a share of his company. Famous Five: Favorite Book? – N/A What CEO do you follow? –  Elon Musk Favorite online tool? — New Relic Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – “I would have taken Computer Science and it would probably make my life easier”   Time Stamped Show Notes: 01:40 – Nathan introduces Chris to the show 02:16 – Chris started DocHub 3 years ago 02:57 – DocHub integrates with different providers 03:17 – DocHub can be opened directly from Gmail 03:30 – The signature looks real 03:48 – Number of users is 15.4 million and 52.2 documents 04:18 – What does 15 million users mean? 04:29 – For every one document opened up equates to one user 05:08 – The monthly recurring expense led Chris to having a paywall 06:57 – Chris runs several of the operations 07:16 – Number of paying users in October is around 5,000 08:00 – MRR in October is about $95,000 09:30 – Chris owns 100% of DocHub 09:43 – Team size 11:00 – In the last 30 days, DocHub had 1600 new subscriptions and 650 new cancellations 11:21 – DocHub has 30-day free trial 11:40 – DocHub’s revenue churn is 75% 12:23 – When can an investor invest or buy DocHub? 12:40 – It is still too early and Chris hasn’t tried new features 13:38 – Chris is finding a good valuation for their company 15:40 – Nathan shows Chris a $200,000 check asking how much equity Chris is willing to give 16:25 – “It’s too complex” 17:10 – Would you consider an offer for $5 million? 17:13 – “I will think about it” 18:50 – Connect with Chris through his website 20:19 – The Famous Five   Key Points: A free trial is an EXCELLENT way to attract new customers—including a paywall helps, too. Always continue to BUILD and EXPAND your company. Choose a type of degree or diploma that will give you MORE opportunities in the future.   Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel. DocHub.com – Chris’s business website Show Notes provided by Mallard Creatives

Randall Nachman of DocuFirst, who has over 15 years of experience in mortgage lending and software development with a strong focus on business processes, work-flow, operation, sales and marketing. He founded a mortgage brokerage company in 2003 which grew from 2 loan officers to 135 loan officers and ranked 2nd in the region for total loan closings and volume. He then founded ATLOS, a document management in 2008 which is used by lenders and borrowers. Famous Five: Favorite Book? – Trump: The Art of the Deal What CEO do you follow? –  Elon Musk Favorite online tool? — Trello Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – “Pay attention in class”   Time Stamped Show Notes: 01:34 – Nathan introduces to the show 02:31 – DocuFirst focuses on 3 core functions within software 03:12 – DocuFirst also focuses on document storage and management 03:39 – The files are stored securely that they can access anytime 03:44 – ATLOS and DocuFirst was launched in 2015 04:13 – First year for DocuFirst was close to $100,000 04:21 – DocuFirst’s is a SaaS model and is subscription-based 04:58 – Average monthly RPU is $150 05:35 – ATLOS is for mortgage space but DocuFirst handles any type of forms 06:40 – DocuFirst is currently serving 80 unique companies 06:54 – Each company has an average of 6-7 users 07:06 – ATLOS has 4 companies they’re serving 07:18 – ATLOS markets directly to the mortgage lending space 07:38 – DocuFirst’s monthly revenue is $12,000 08:07 – Randall started in the document space because he wanted to automate his own business 08:43 – Why create a new brand if they are both running on the same software? 08:45 – ATLOS stands for Automated Tracking Loan Origination Software which is dedicated in the real estate space 09:18 – Team size for DocuFirst is 16 10:11 – DocuFirst’s churn rate is low 10:33 – Average CAC is less than $100 11:00 – Randall has raised capital for both brands 11:31 – Randall raised capital because he wants to speed up the way they develop 12:08 – Randall and his team are based in Louisiana 12:51 – Randall considered spinning out DocuFirst as a separate entity 13:46 – DocuFirst’s valuation 15:03 – Randall will not sell the business or get an offer 15:28 – Randall has been focus on developing DocuFirst 16:03 – DocuFirst is adding at least 10 customers a month 16:19 – Connect with Randall through DocuFirst and ATLOS 19:02 – The Famous Five   3 Key Points: You can create a business with SIMILAR software, but DIFFERENT target market. Always work to develop and improve your business MORE. Education can lead you somewhere, so pay attention in class!   Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel. DocuFirst.com – Randall’s second business website ATLOS.com – Randall’s first business website Show Notes provided by Mallard Creatives

Rob Nelson, founder and CEO of Grow – a business intelligence platform. Nathan came across Rob when he was doing research in the intelligence space and Grow provided a lot of good feedback. Rob is a listener of The Top and happily accepted Nathan’s invitation to be a guest on The Top. Famous Five: Favorite Book? – The ONE Thing What CEO do you follow? –  Aaron Skonnard Favorite online tool? — Calendly Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – “Don’t ever quit”   Time Stamped Show Notes: 01:25 – Nathan introduces Rob to the show 02:00 – Grow is a powerful business intelligence platform and made specifically for SMBs 02:13 – Rob founded Grow in 2014 02:25 – Rob had a software company which was bootstrapped 02:34 – Rob struggled pulling up data from different platforms 03:29 – Rob sold the company and had a great exit 04:10 – Grow is a SaaS model and has subscription based pricing 04:20 – Grow doesn’t charge based on the number of users 05:10 – Grow charges based on the number of metrics used 05:20 – Grow’s RPU is $600 a month 05:30 – Users pay monthly but there’s a 12-month commitment 06:06 – “If we can’t get them hooked with the product in the first 3 days, they can walk away” 06:18 – 75% of the people continue after the 30-day trial period 07:05 – Rob doesn’t know their exact churn 07:29 – Grow’s usage stats 07:44 – Half of their customers log-in everyday 07:50 – 92% of the customers are logging in at least twice a month 08:00 – Grow is currently serving 600 customers 08:08 – Rob started with the concept in January 2014 08:30 – Rob hired a technical co-founder and gave him 20% of the business 09:00 – Rob and his team are based in Utah 09:45 – Team size is 70 09:58 – Grow raised a series A round and seed round 10:12 – Total amount raised was $13 million 10:14 – Total of $9 million was raised in series A 10:25 – Both are priced equity round 10:44 – Rob is a huge fan of bootstrapping during his first venture 11:28 – Rob decided to raise for Grow because bootstrapping just wouldn’t work 11:50 – Total 2014 revenue is about $80 12:20 – 2015 revenue is $150,000 13:00 – Goal for 2016 revenue  13:33 – Rob closed the series A in July 14:03 – Fully-weighted CAC is about $3,500 15:00 – Why do you think Dasher didn’t work out? 15:20 – “It’s hard to build a company on $20 or $30 a month” 16:35 – Connect with Rob through his website 18:05 – The Famous Five   3 Key Points: USE your experience to IMPROVE your business. Explore other options—if bootstrapped worked first, that doesn’t mean it will work again. Don’t EVER quit.   Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel. Grow.com – Rob’s business website Show Notes provided by Mallard Creatives

Tommy Sowers, who worked for McKinsey & Company and was the youngest senate confirmed assistant secretary in the Obama administration. On top of this, he is the founder of GoldenKey. Famous Five: Favorite Book? – Getting Things Done What CEO do you follow? –  Yvon Chouinard Favorite online tool? — Evernote Do you get 8 hours of sleep?— I try to If you could let your 20-year old self, know one thing, what would it be? – “There is no risk and don’t wait for it to be easy”   Time Stamped Show Notes: 01:40 – Nathan introduces Tommy to the show 02:01 – GoldenKey is a no-commission real estate network 02:30 – Tommy didn’t want to commission a real estate agent 2 years ago 02:50 – “People hack real estate agents in a lot of different ways” 03:49 – GoldenKey’s revenue model is a marketplace 03:55 – Consumers pay on the services that they need 04:22 – “When you buy or sell your home, the commission rebate will go to you” 04:44 – In GoldenKey’s platform, the supply are agents 04:50 – Agents offer unbundled services 04:56 – From zero, GoldenKey managed to have 1798 agents in 47 states, much higher than Red Fin 05:25 – The consumers are the home buyers or sellers 05:30 – GoldenKey currently has 1/3 buyers and 2/3 sellers 05:39 – Average of 1900 buyers and sellers 05:44 – GoldenKey has currently executed over 900 service transactions 06:11 – GoldenKey has saved consumers over $100,000 of commission 06:25 – GoldenKey doesn’t share the number of monthly transactions publicly 07:30 – They get different fees for different types of services 07:45 – “This is not a do-it-yourself real estate and you actually have an agent with you” 08:25 – If I buy a property for $500,000, how much would go to GoldenKey? 08:30 – For search services, it is $50 which goes to the agent 08:50 – On average the consumers pay $2000 to have agents represent them through the transactions 09:07 – “The entire agent commission will be rebated back to you, which is usually 3% of the total transaction” 09:30 – Agents choose GoldenKey because they get something rather than nothing at all 09:40 – Agents can still do the traditional real estate commissioning 09:58 – “There are a lot of consumers in the USA who don’t want to pay commission but need an agent’s help” 10:31 – There are millions of real estate agents but they won’t always have a client 11:51 – GoldenKey was founded in April 2015 11:58 – 18 full-time employees 12:00 – GoldenKey raised $3.4 million in venture capital 13:13 – GoldenKey is not a brokerage and CAC is zero 13:59 – GoldenKey is not a big technology company so they need money for the appropriate platform 14:33 – The product design team is based in San Francisco 14:54 – Others are distributed to other states 15:13 – “Rule of thumb is when you don’t need to ask for money when you need money” 15:35 – GoldenKey spends around $100,000 a month 16:14 – GoldenKey joined NFX guild which is for companies building network and network effects 17:01 – Connect with Tommy on Twitter and his website 19:25 – The Famous Five   3 Key Points: Rule of thumb is you don’t need to ask for money when you need money. A LOT of consumers in the USA want an agent’s help, but DO NOT want to pay commision. There is NO risk. Don’t wait for it to be easy—just jump right in!   Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel. @Sowers – Tommy’s Twitter handle GoldenKey.com – Tommy’s business website Show Notes provided by Mallard Creatives

Mike Doyle, CEO of Rent Like A Champion, a vacation rental platform for sporting events. He has hosted 50 thousand travelers and made over $12 million in sales. Mike is a Shark Tank survivor who received an investment from Mark Cuban and Chris Sacca and both Mark and Chris are still very involved in the business. Famous Five: Favorite Book? – The Hard Thing About Hard Things What CEO do you follow? –  Elon Musk Favorite online tool? — Trello Do you get 8 hours of sleep?— Not now If you could let your 20-year old self, know one thing, what would it be? – “Start earlier and take advantages of those resources”   Time Stamped Show Notes: 01:30 – Nathan introduces Mike to the show 02:00 – Mike took a total of $200,000 from Mike and Chris for 10% of the company’s equity 02:10 – Shark Tank was their first round of funding 02:27 – Mike wanted to get the deal and the exposure 02:38 – Rent Like A Champion’s valuation during Shark Tank 02:52 – Rent Like A Champion is currently in the market for raising 02:59 – Rent Like A Champion’s episode was filmed in June 2013 03:18 – In Rent Like A Champion’s platform, the sellers are the homeowners who own properties around stadiums 03:29 – Buyers are the sports fans who are travelling to watch the games 03:33 – Rent Like A Champion is focused on non-urban destinations 03:33 – The focus is smaller towns where there are not enough hotels for fans to stay 03:46 – Rent Like A Champion was founded in 2012 04:07 – Since 2012, Rent Like A Champion has hosted under 60,000 fans 04:18 – Total booked destinations: 7500 different places to rent 04:24 – An average of 8 fans per rental 04:28 – Rent Like A Champion’s market is families and groups 04:46 – Rent Like A Champion has over 3000 homes 04:51 – Rent Like A Champion has properties in over 100 towns in the USA 04:56 – About 25 towns are considered their core market 05:16 – 2012 total bookings equated to $630,000 and Rent Like A Champion kept 22% 05:29 – Rent Like A Champion is about to reach $4.5 million this year 05:58 – In 2015, Rent Like A Champion made under $3.3 million and kept $720,000 06:15 – Rent Like A Champion is getting a fee both from the seller and buyer 06:25 – 15% from the seller and 9% from the  buyer 06:47 – Rent Like A Champion is seasonal 06:54 – Most of the bookings come from college football 07:05 – Rent Like A Champion is now partnering with 6 PGA tournament events 07:15 – Rent Like A Champion is also partnering with NASCAR races 07:55 – Most bookings come 68 weeks in advance 08:23 – In September, total of 750 groups booked 08:39 – Gross sales for September is about $1.35 million 09:05 – Average order value: 09:08 – $1600-2000 for a 2-night rental 09:36 – Team size is 5 full-timers and 5 part-timers 09:57 – Total transaction volume since 2012 is a little over $12 million 10:13 – How do you beat Airbnb? 10:17 – Rent Like A Champion considers non-hotel destinations 10:52 – “On the demand side, we’re able to be so targeted with our advertising towards sports fans” 11:13 – If Sacca didn’t miss out on the Airbnb deal, do you think you are going to be as aggressive as you are on Shark Tank? 11:28 – The night before Mike is going to film the episode, they still didn’t think that Sacca was going to be one of the sharks 12:00 – Did we accurately see everything that went down on Shark Tank? 12:05 – “It’s super condensed on what you see on TV” 13:03 – Schedule suddenly changes 13:14 – Average reorder rate is 50% 13:53 – Buyers book once a year 15:10 – How do you expand market shares after the sporting events? 15:14 – There’s a ton of green space around college football 15:20 – Graduation is already big for Rent Like A Champion but they’re still pushing it more 15:30 - Rent Like A Champion is starting to working with wedding planners for reunion weekends 16:08 – Rent Like A Champion is doing instant booking where list houses can put the availability of their houses depending on a scheduled game 16:53 – The pricing depends on the homeowners 17:08 – Rent Like A Champion can give homeowners guidelines in pricing 17:20 – Depending on the game, the amount of buyers vary 18:00 – What is it like working with Chris Sacca? 18:30 – “Chris and Mark have been incredibly involved and been receiving weekly updates” 18:45 – Chris and Mark are very responsive and prompt in replies 19:00 – Mike threw a big marketing event and Chris and Mark came to talk about an update segment in Shark Tank 19:39 – Connect with Mike through his business’ website, Twitter and Facebook 21:15 – The Famous Five   3 Key Points: Your business will being to DEFINE itself as you keep moving forward. EXPAND your niche. Don’t stay seasonal—continue to think bigger.  Start as EARLY as you can and take advantage of those resources.   Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel. @RentLikeAChamp – Mike’s business Twitter handle RentLikeAChampion.com – Mike’s business website Facebook – Mike’s business Facebook account Show Notes provided by Mallard Creatives

Adam Robinson, CEO and co-founder of Hireology where’s he’s on a mission to help business owners make better hiring decisions using data and processes. He’s known in the recruiting industry, an expert speaker, and author with over 20 years of experience in the field of hiring and selection management. Famous Five: Favorite Book? – Crossing the Chasm What CEO do you follow? –  Phil Knight Favorite online tool? — Evernote Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – “Take more risks”   Time Stamped Show Notes: 01:35 – Nathan introduces Adam to the show 02:03 – Hireology is a talent technology platform built specifically for owner/operators 02:14 – Hireology helps the owner with the technology they need in their hiring and employment process 02:30 – Hireology has a monthly subscription plan 02:36 – Hireology is a SaaS business model 02:46 – Hireology is different from Toptal and Upwork 03:03 – Hireology was founded mid 2010 and the product was launched in January 2012 03:13 – Adam had a recruitment and outsource business before Hireology 03:28 – Adam learned from this business that their clients had terrible interviewing skills 03:32 – Adam created an interviewing system and clients started asking to buy it 03:44 – Adam sold the business 04:13 – Hireology first customers were from Adam’s personal and professional network 04:40 – Hireology is currently working with under 4000 individually owned businesses in USA 04:50 – Around 100 brands 06:20 – How Adam sees Hireology’s future 07:15 – Adam had a client who was responsible for 40% of their revenue for 3 years 07:35 – Hireology ended up doing 4000 hires for the company 08:00 – Average RPU per month is $300 per location 08:14 – Kickers Hireology is using to increase RPU 08:18 – Based on employee count per location 08:39 – Hireology doesn’t increase the price of modules but increases its numbers 08:50 – Most of Hireology’s system is proprietary technology 09:15 – Hireology has 7 close partners that they white-label and sell through their platform 09:30 – Average MRR is $1.2 million 09:47 – Gross monthly customer churn 10:35 – Hireology is an all-inside sales operation for up-selling 11:05 – Team size is about 100 11:11 – Based in Chicago 11:27 – CAC 11:40 – Between $7-10 depending on the client’s industry 12:22 – Lifetime value 12:45 – Adam wants a business whose name is on a sign and whose personal balance sheets are invested in the business 13:15 – “There are 7 million employers in the USA that nobody is talking to and that’s the market we want to be in” 13:27 – Find Adam in Twitter, LinkedIn and his website. Shoot him an email at [email protected] 16:00 – Hireology was bootstrapped for the first 2 years and did an institutional raise in 2014 16:12 – Raised $26 million in 2 round from 2014-16 16:45 – The Famous Five   3 Key Points: Find your target market and tap into that market. Don’t rely on a client to stay with you forever—the sooner you accept that it’s part of the business, the better.  You need to TAKE more risks!   Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel. @Adrobins – Adam’s Twitter handle Hireology.com – Adam’s business website LinkedIn – Adam’s LinkedIn account [email protected] – Adam’s email address Show Notes provided by Mallard Creatives

Dan Golden, a veteran digital marketing executive and speaker who still spends time diving into analytics and making strategic recommendations for his clients. He has spent a lot of time on the client side with large agencies. Dan co-founded the digital agency “Be Found Online (BFO)” and has led the BFO team from his roots as a paid search agency to a full service performance digital marketing agency. Listen as Dan talks about how he turned his side project, BFO, to a now, successful agency, making a 6-figure revenue. Famous Five: Favorite Book? – The Great Game of Business What CEO do you follow? –  N/A Favorite online tool? — Nudge Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – “Enjoy the journey”   Time Stamped Show Notes: 01:28 – Nathan introduces Dan to the show 02:30 – Be Found Online is a digital marketing agency 02:36 – BFO’s focus is to drive traffic and help their clients make money through that traffic 02:45 – BFO’s processes have evolved over time 03:15 – BFO was a side project for Dan and was called Be Found Local 03:26 – Dan and his co-founder merged their businesses and started in January 2009 03:40 – First year revenue for BFO was $200,000 03:51 – 2015 revenue: $7 million 04:15 – Dan shifted their goal from profitability to finding the right clients that fit BFO 04:50 – Dan aims for 12% net revenue 05:35 – Team size: 05:37 – 50 full-timers in the USA 05:43 – Total of 70 employees 06:02 – The BFO army has grown considerably 06:40 – BFO spends $50,000 a month on their software 07:10 – “A lot of technology we do is client-specific” 07:45 – “Many of the largest SaaS companies came from an agency model because an agency sees all the client-specific tools being used in the agency” – Nathan 08:43 – “I don’t want to build something that is slightly a better version of something out there” – Dan 09:50 – BFO has 60-80 active clients 10:00 – BFO has served over 100 clients since they started 10:14 – BFO has a big project yearly called “Perfect Client” 10:20 – BFO is doing research and client analysis for every client they’ve worked on to figure out where they can do their best work, which client is the best to work with, and where to add value 10:29 – BFO has turned down a lot of clients 10:45 – “I don’t want to double our client base, I want to find the right types of clients.” 11:02 – BFO wants to focus on enterprise clients 11:10 – Average that the customer is paying BFO 11:15 - $10,000 – $15,000 a month in fees 11:50 – How do you calculate lifetime value? 12:13 – Clients stay with BFO for a minimum of 12 months 12:48 – BFO is making a minimum of $600,000 a month 13:11 – Get in touch with Dan through Twitter, LinkedIn and BFO blog 15:50 – The Famous Five   3 Key Points: GREAT things can turn out unexpectedly. Business goals can change from time to time—be OPEN and FLEXIBLE for these changes. Make sure to ENJOY the journey.   Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel. @TheGoldenDan – Dan’s Twitter handle LinkedIn – Dan’s LinkedIn account BFO blog – Dan’s business blog Show Notes provided by Mallard Creatives

Ali Salman who heads Rapid Boost Marketing where they exclusively work with professional service providers. Rapid Boost has grown to over $2 million in annual sales over the last 2 years with a goal of $25 million by 2020. They have generated over 120,000 ideal client inquiries for service firms and practices in the last 12 months. Famous Five: Favorite Book? – Nonsense: The Power of Not Knowing What CEO do you follow? –  Elon Musk and Nathan Latka Favorite online tool? — Ninja Outreach Do you get 8 hours of sleep?— Sometimes more than that If you could let your 20-year old self, know one thing, what would it be? – “Get out of school faster”   Time Stamped Show Notes: 01:38 – Nathan introduces the show 02:09 – Rapid Boost Marketing is an agency 02:17 – Average contract size is anywhere between from $1500 to $6000 and majority of the contracts are from $2000 - $3000 02:28 – Rapid Boost Marketing has a big lead generation 02:53 – The revenue for 2015 is $800,000 and end of 2016 is more than $2 million 03:10 – Average monthly retainer is $2000 - $3000 and the average contract is from 18-24 months 03:30 – Average RPU 03:53 – Currently, Rapid Boost Marketing is working with 72 customers 04:45 – Rapid Boost Marketing can help a lawyer increase his revenue but it will also depend on the area and how salable the lawyer is 06:09 – Rapid Boost Marketing has 4 packages and it includes the paid media 06:15 – 30% of the packages goes to paid media 06:36 – They are focused on content and search engine optimization 06:50 – Team size 07:13 – Monthly headcount expenses equate to about 50% of their revenue 07:36 – Revenue in September 2016 is $857,000 08:22 – January, February, and March are their down months 08:29 – Average revenue for 3 months is $80,000 - $90,000 09:05 – Rapid Boost Marketing’s clients are described 10:17 – How Ali priced his own salary 10:50 – Connect with Ali through his Twitter and LinkedIn 13:16 – Ali founded the company in 2012 13:33 – First year revenue in 2013 is a little over $130,000 13:46 – The Famous Five   3 Key Points: Start AS EARLY as possible in business. Know your niche client and market WELL so you can grow quickly. Your people--both your employees and your clients--contribute to your company’s success, without them, there is no success.   Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel. @CanadianLMPro – Ali’s Twitter handle LinkedIn – Ali’s LinkedIn account Show Notes provided by Mallard Creatives

Dr. Dan Margolin, a practicing Podiatrist with over 27 years of experience and a practice that ranks from the top 3% in the country. Dan’s second and current practice is widely successful compared to his first. Listen as Dan talks about podiatry and his new business which he co-founded, Effective Management. Famous Five: Favorite Book? – The 10x Rule What CEO do you follow? –  Tony Hsieh Favorite online tool? — Testing Academy Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – “I wish I knew to look for mentors a little bit more”   Time Stamped Show Notes: 01:35 – Nathan introduces Dan to the show 02:15 – A podiatrist deals with health issues concerning the feet including sprains 02:32 – Dan generates revenue from his patients and sometimes, from insurance companies 02:39 – Dan’s ultimate goal is for the patients to be well 02:51 – In the long-term, Effective Management will be the bigger stream of revenue 03:10 – A podiatrist earns $ 300,000 to $ 500,000 a year 03:26 – The Podiatry Survival Blueprint –  a video of Dan’s job description 03:47 – Dan generated $2.4 million in podiatry in 2015 03:55 – Effective Management earned $300,000 in its first year 04:14 – Dan loves helping people so he launched the Effective Management program 04:50 – Expenses hindered Dan to just give away the program 05:25 – Team size 05:43 – Go to BasicStaffTraining.com to find Dan’s info product 06:41 – He provides 4 different products 07:27 – There is an initial fee and monthly recurring fee 08:04 – 2016 revenue is a bit over $400,000 08:12 – There are 300 different companies in their system 08:30 – The Podiatry Survival Blueprint is sold at $6500 09:15 – Dan uses Schoox to run the membership page 09:44 – Current MRR 09:58 – Dan contacted his own patients as prospective clients 10:35 – Connect with Dan through his website and get a free copy of his book Fast Tracking Your Prosperity 12:15 – The Famous Five   3 Key Points: There are TONS of ways to help people, be it in your field or not. Find people who will help you run the business, ESPECIALLY in the areas where you struggle. Have a mentor and be involved. Be a sponge and absorb everything.   Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel. DrDanSpeaks.com – Dan’s website Show Notes provided by Mallard Creatives

Ron Miller, CEO of StartEngine,who was in Episode 40 of The Top and Chad Newell, CEO and founder of Snapwire. Listen as Ron and Chad explain how the new rule of SEC in equity crowdfunding helped their companies.  Famous Five: Favorite Book? – Ron: The E-Myth  What CEO do you follow? –  Chad: Sean Malarkey Favorite online tool? — Ron:  Internal Email / Chad: Google Sheet Do you get 8 hours of sleep?— Ron: No If you could let your 20-year old self know one thing, what would it be? – “It’s all about confidence.” – Ron Miller   Time Stamped Show Notes: 01:40 – Nathan introduces Ron and Chad to the show 02:30 – StartEngine is the nation’s leading platform that allows entrepreneurs to directly connect with potential investors to raise capital 02:45 – The new law opened up the possibility for everyone to become an investor 03:11 – It allows companies to advertise broadly 03:24 – StartEngine was launched in June 2015 03:30 – Total amount invested is $20 million 03:42 – 60,000 unique users have joined their community 04:00 – StartEngine charged 5% of the total capital from the proceeds raised 04:20 – Entrepreneur can raise up to $50 million a year in the online public offering and StartEngine charges $50 per investor 05:10 – “We are currently focusing on the US market and there’s no SaaS in there” 05:30 – What made Chad decide to use StartEngine 06:40 – Why StartEngine is ground-breaking 07:00 – The congress’ limitation on investing in a company 07:31 – “Real wealth is made by being an early investor” 07:54 – The new law is a radical shift 08:51 – Nathan believes that the best investors are customers 09:10 – Snapwire has 300,000 photographers in the platform 09:22 – Buyer ratio is much smaller than the photographers 09:45 – Snapwire has pay-as-you-go and a SaaS model 10:08 – Snapwire’s revenue is 50% from pay-as-you-go and 50% from SaaS 10:20 – 9,000 images have been bought in Snapwire since their launch 10:30 – Snapwire was founded in 2014 10:34 – Snapwire has raised $2.8 million 11:15 – Snapwire raising in StartEngine opened up a lot of opportunities 11:45 – Can you use StartEngine after a price round? 11:52 – The main advantage is that companies can set their terms 12:03 – Some companies have to essentially create a second priced or non-priced round 12:58 – The good thing about equity crowdfunding is you have to disclose everything 13:08 – Disclosure statement is clear 13:41 – Lawsuits and CAP table 14:10 – There’s a disclosure and subscription agreement that investors sign 14:30 – “I think there’s an immersion of risk” 16:14 – There are limits to investments and to returns 16:28 – During crowdfunding, there’s also a limit on the amount of investment that a company will accept 17:00 – “As far as information rights, you can be very clear in the disclosure” 18:00 – It is not allowed to give out public information even if it is unintentional 18:15 – Upon investing, you will get a shareholder report that is in compliance with security exchange commission requirements 18:40 – “Competition can’t reverse engineer your strategy in execution” 19:06 – StartEngine has 12,000 – 14,000 investors 19:20 – Total of 15-18 companies have raised in StartEngine 19:30 – 14 team size in StartEngine 19:36 – StartEngine raised capital through seed round and Series A 19:47 – Total of $7.7 million raised 19:54  - Ron didn’t use their platform to raise 20:25 – Average value of an investment is $1400 20:40 – StartEngine’s biggest competitors are Seed Invest, Next Seed, WeFunder and Flash Funder 21:11 – What should people look for in the marketplace? 21:23 – If certain companies are establishing themselves in a specific niche area 21:43 – Success rate of the companies 21:57 – Support the companies can provide to entrepreneurs 22:13 – Connect with Ron through his email 22:34 – Contact Chad at [email protected] 24:53 – The Famous Five   3 Key Points: Real wealth is made by being an early investor. The good thing about equity crowdfunding is the disclosure. Be confident in yourself.   Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel. [email protected] – Ron’s email address [email protected] – Chad’s email address Show Notes provided by Mallard Creatives

Timo Rein, CEO and co-founder of Pipedrive, a provider of sales CRM software that gives sales teams control over their selling processes. After spending $15,000 on a CRM for his own business that ended up being a total waste of money, Timo brought together a few engineering friends to create a better CRM solution for his own needs. This was the genesis of Pipe Tribe, which now has over 30,000 small business users worldwide and has reached $13.4 million in VC funding. Famous Five: Favorite Book? – Turning Pro What CEO do you follow? –  Stephen Curry and Gregg Popovich Favorite online tool? — Slack and Viber Do you get 8 hours of sleep?— “No, still trying.” If you could let your 20-year old self know one thing, what would it be? – “Take action. It is important to work hard first. Discover who I am and know where my energy flows.”   Time Stamped Show Notes: 01:47 – Nathan introduces Timo to the show 02:31 – It was in 2002 when Timo spent $15,000 on a business 02:41 – It turned out that the business wouldn’t have much return 02:56 – Pipe Tribe helps small businesses around the world control their complex processes 03:23 – Pipe Tribe was founded in June 2010 and the product came out March 2011 03:30 – Current team size 03:48 – They have an office in Estonia and Manhattan 04:28 – Timo is based in California 04:50 – In 2010, revenue is zero 05:30 – 2015: total revenue 06:16 – Current ARR 06:30 – They are doing about a million dollars per month 06:48 – They have 30,000 paying customers 07:00 – Pipe Tribe’s pricing 07:07 – They have 3 plans at the moment 07:25 – Average customers’ pay per month 08:21 – They are doing cohort tracking 08:30 – Monthly customer churn 08:37 – Churn tends to be quite high 09:32 – The churn depends on the tool and business size 10:45 – CAC will depend on the company’s growth 12:00 – 25% of new sign-ups are paying annually 12:28 – How do you drive the company? 12:45 – Timo and his co-founders built the company from the ground up 13:22 – They have an internal goal 13:33 – They raised $9 million from Series A 13:53 – Some of the money they raised was from seed investors 14:13 – Timo won’t sell his business for $90 million or even $150 million 14:49 – Timo sees the company as a work undone 15:11 – “When you build a startup, it seems like you’re building an airplane while you are on air” 16:22 – They have a revenue goal and customer goal 16:45 – Connect with Timo through his LinkedIn 18:25 – The Famous Five   3 Key Points: The world around us changes—the economy goes up and down. When you build a startup, it seems like you’re building an airplane while you are on air. Take action. It is important to work hard first. Discover who you are and know where your energy flows.   Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel. LinkedIn – Timo’s LinkedIn account Show Notes provided by Mallard Creatives

Michael Cheng, co-founder of Sniply, an innovative new marketing tool that helps companies caption the value of content sharing in social media. Sniply links has generated over 150 million clicks and is used by notable brands such as IBM, Salesforce and Greenpeace. Famous Five: Favorite Book? – Steve Jobs Biography What CEO do you follow? –  Steve Jobs Favorite online tool? — Google Translate Do you get 8 hours of sleep?— Yes If you could let your 20-year old self know one thing, what would it be? – “Don’t rush it”   Time Stamped Show Notes: 01:39 – Nathan introduces Michael to the show 02:09 – Sniply is a content marketing platform 02:11 – It allows people to generate ROI from the links they share 02:30 – It is a SaaS subscription model 02:32 – Premium has a customized ability on call to action and other features 02:49 – Sniply was launched in 2014 02:59 – Sniply generates money from the subscription 03:20 – Price range is $39 per month to $3000 per month 03:29 – Monthly RPU is $70-80 03:45 – Most of the users are the social media team of a company 03:51 – Dropbox, Outbrain and Autodesk use Sniply 04:42 – The “Name your Price” option on Sniply’s website 05:03 – The “Name your Price” option allows Sniply to gauge the customers’ needs and price range 05:20 – It also allows Sniply to make an exception for non-profit groups that can’t afford the price 05:33 – It gives them a better idea of how to fill in the gaps when they release a new feature 05:48 – “People are very reasonable when naming their own price” 06:25 – Sniply can still reject customized requests 06:50 – It’s difficult to measure the downside 07:06 – There’s a dedicated page for Enterprise 08:33 – Sniply is currently hitting 12,000 to 30,000 registered users 08:44 – Revenue is $600,000 and about $50,000 a month 09:00 – One thousand paying customers 09:12 – Sniply is bootstrapped 09:50 – Team size 10:48 – A small team helps Michael to prioritize and be more flexible 11:10 – Some startups invest in wrong features and wrong people 11:30 – They are based in Vancouver, Canada 11:37 – Gross customer churn per month is 5% 11:45 – Customer acquisition cost on average 11:53 – Michael doesn’t do ads 12:00 – Cultivate relationships with bloggers 12:26 – Most of the bloggers are also marketers 12:40 – Total customer growth per month is 5% 13:46 – Connect with Michael on Twitter or email 16:08 – Total 2015 revenue is $400,000 and aiming for $600,000 this year 16:23 – Michael is now investing on a new platform that automatically converts blog posts to videos 17:07 – Not currently looking at acquisition 17:20 – Michael owns 33% of the business; there are two other founders 17:40 – The Famous Five   3 Key Points: A small team size has a lot of advantages. Business takes time—don’t rush it. Having a “Name your Price” option gives a company a better idea of the needs and desires of customers together with their preferred price.   Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel. @Michaelhsc – Michael’s Twitter handle [email protected] – Michael’s email address Show Notes provided by Mallard Creatives

Nathan interviews Tanner Larsson, co-founder of 80/20 Media, CEO of e-commerce brand incubator BuildGrowsSale.com. He’s also the founder and facilitator of an exclusive e-commerce syndicate called Black Label – composed of the best and brightest marketers, CEOs, and entrepreneurs in the e-commerce space. He recently published his first book called Ecommerce Evolved which offers readers a box view of how successful e-commerce brands build, grow, and scale. Famous Five: Favorite Book? – Rocket Fuel What CEO do you follow? –  Ed O’Keefe Favorite online tool? —FastStone Capture Do you get 8 hours of sleep?— Not even close If you could let your 20-year old self, know one thing, what would it be? – “You don’t have to fund everything out of your own pocket, there are other options available”   Time Stamped Show Notes: 01:27 – Nathan introduces Tanner to the show 02:15 – Tanner’s ecommerce world started in 2001 02:20 – Started in eBay and Tanner became a powerseller 02:31 – Tanner was doing $ 50,000 - $ 100,000 a month in eBay 03:00 – “There’s no reason not to sell a physical product” 03:25 – Tanner and his team have a number of e-commerce brands 03:36 – 2 main brands have done $6.5 million in a year 03:48 – They had a problem in production 04:06 – “We’ve had different bottlenecks that prevented us from growing at the rate we could have grown” 04:30 – The flashlight market 04:38 – Tanner doesn’t want to sell what everybody is selling 04:47 – The gap they saw is between the lower price entry level flashlight and high-end flashlight 05:03 – Tanner and his team develop their own flashlight and a kit 05:17 – Truegunner.com 05:25 – The flashlight is in a sales funnel 05:34 – The funnel path 06:02 – The bestseller flashlight is the M600 tactical utility flashlight 06:07 - $22 manufactured price from China 06:32 – They had a much higher per unit cost and much lower profit margin on the first order 06:43  - First order was at a minimum which is a thousand 07:03 – Total is $30,000 tied up which equals to $3 per unit price 07:52 – It took 7 months before the first order started production 07:58 – The back and forth from the manufacturing county took time 08:05 – Shipping takes a week which includes the revises that needed on the product 08:30 – “If you’re building your product from the ground, there’s a whole back and forth with the manufacturer” 09:00 – Started selling on November 2015 09:05 – Sold about 4400 units for 12 months 09:21 – Total money in from this product is around $ 150,000 - $ 160, 000 09:50 – 99% of the funds came from Tanner 10:12 – The downside is some raw materials are specialized 10:27 – They have to buy raw materials in advance to prevent going out of stock 11:28 – Most of their sales are funnel driven 11:43 – They were using ultracart but shifted back to infusionsoft 12:09 – They are also using Hotjar records visitor interaction. Like heat mapping 12:43 – They spend $13 per user acquisition on the front end 13:03 – They breakeven in the funnel 13:30 – They also have subscription plans 14:01 – They have 7000 paying user 14:36 – They also have drop-off rates 16:00 – Connect with Tanner through his website 18:30 – The Famous Five   3 Key Points: Look for alternative funding. Don’t shoulder everything. If you don’t know something, that doesn’t mean you can’t explore. Sourcing from manufacturers abroad takes patience and a lot of research.   Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel. BuildGrowScale.com – Tanner’s website Show Notes provided by Mallard Creatives

Rey Grainger, founder and CEO of Mavenlink, where he’s leading a mission to re-invent the way businesses do work. Ray brings over 25 years of experience in software and technology consulting to Mavenlink. He also invests in several technology companies through Accenture technology ventures including enterprise knowledge manager vendor InQuira. Famous Five: Favorite Book? – Good to Great What CEO do you follow? –  Marc Benioff Favorite online tool? — Evernote Do you get 8 hours of sleep?—  I don’t If you could let your 20-year old self, know one thing, what would it be? – “That I would actually end up achieving what I have setup to do”   Time Stamped Show Notes: 01:24 – Nathan introduces Ray to the show 02:28 – Ray likes corporate world more 03:00 – How Accenture invested in AI Technology 03:20 – Ray left Accenture in 2005 when InQuira started to get into the market 03:48 – Ray already had an idea for Mavenlink 04:45 – Mavenlink is SaaS business management solution 05:09 – Mavenlink is a subscription based business model 05:50 – First year revenue is zero 06:08 – Product development was in February 2009 06:25 – Began monetizing at the beginning of 2010 06:40 – Mavenlink was bootstrapped 07:05 – Before starting Mavenlink, Ray sold some of his stocks of Accenture 07:40 – Before they were able to monetize, Ray and his team already spent almost a million dollar 08:03 – Mavenlink has a broad customer base in over a 100 countries 08:13 – From SMB to large public companies 08:55 – Mavenlink has an inside sales team for each deal 09:30 – Mavenlink partnered with Google 09:38 – Google promoted Mavenlink in their marketplace 10:45 – “The amount of money you have in your bank account influences you” 11:16 – Ray had to look for creative ways to acquire customers 11:41 – Mavenlink sponsored 2 technology conferences 12:35 – It is difficult to say  how much one is willing to spend to acquire a business 13:30 – “You have to manage it by channel and see what you’re going to get for the payback” 13:48 – Gross monthly customer churn 13:52 – “We offer a solution that directly impacts the profitability of the company” 14:18 – Clients who stay with Mavenlink continues to grow 15:41 – The upsell part of Mavenlink 16:06 – Mavenlink target seat price 16:29 – Mavenlink has taken a substantial amount of venture capital starting in 2011 16:52 – Team size 17:18 – Follow Ray on Twitter and LinkedIn 18:56 – The Famous Five   3 Key Points: The amount of money you have in your bank account influences you. Corporate life can hone great entrepreneurs. Achieve what you have set up to do and aim for the big one.   Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel. @mavenlink – Ray’s Twitter handle LinkedIn – Ray’s business LinkedIn account Show Notes provided by Mallard Creatives

Brandon Foo, co-founder and CEO of Polymail (YC S16) – an email platform making businesses and companies more productive. Previously, he co-founded CTRL LA Collective, a co-working space in LA. He graduated from UCLA where he co-founded Bruin Entrepreneurs which is now the biggest entrepreneurship organization at UCLA. Listens as Brandon shares how he built Polymail and why entrepreneurs prefer it over Gmail. Famous Five: Favorite Book? – N/A What CEO do you follow? –  Aaron Levie Favorite online tool? — Asana Do you get 8 hours of sleep?— 7-8 If you could let your 20-year old self, know one thing, what would it be? – “Spend more time with side projects and less on school work”   Time Stamped Show Notes: 01:35 – Nathan introduces Brandon to the show 02:08 – Polymail is a super-powerful email platform designed for business users 02:18 – With just 1 app, you can do a lot with your email 02:37 – It is a complete stand-alone email client 03:15 – How are you convincing people to make the switch? 03:20 – Polymail supports multiple accounts 03:52 – People are looking for a complete product experience and Polymail has that 04:31 – A lot of features of Polymail are not in the regular Gmail 04:54 – Polymail started in 2015 05:02 – Launched a Mac prototype in December 2015 05:12 – There’s a tremendous traction 05:38 – Brandon built a small community of people who were invited to try the app 05:48 – They have a Slack group so Brandon can get feedback on a daily basis 06:10 – When they officially launched Polymail, these people downloaded the app and left reviews 07:12 – Polymail is a free app at the moment 07:20 – Polymail pro is in the works but you can sign-up for it now 07:41 – Polymail pro has much more advanced features 08:00 – Over 20,000 daily active users of Polymail 08:12 – 150,000 total downloads and people who signed up 08:27 – Every time Polymail will release a new feature, they will email the whole list of people who signed up to get them engaged in using Polymail 08:52 – Brandon had raised around a million dollars 09:12 – Brandon used a convertible equity 09:24 – Team size of 5 09:48 – The goal for Polymail is to build the platform for external communication on top of email 10:08 – “Email is a critical product for business people so we saw the opportunity there” 11:23 – Polymail is not for a short-term outcome 12:00 – They just wrapped up their seed round 12:30 – They wrapped it up in September 2016 12:48 – Target people 12:56 – A lot of the users are solo entrepreneurs 13:45 – There’s no significant changes with Gmail for the past 10 years 14:09 – Maybe because they make money from ad revenue and let Gmail be a generic email platform 14:40 – Find Brandon on Twiter 16:44 – The Famous Five   3 Key Points: An update on a product can make non-active users use the product again. Consistent feedback from a group of customers can significantly improve the product. Spend more time with side projects and less on school work. Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel. @Foolywk – Brandon’s Twitter handles Show Notes provided by Mallard Creatives

Ben Dobyns, CEO and founder of Zombie Orpheus Entertainment. He’s started giving the company’s films away for free ever when he started the company—a tradition he’s proud to continue today. Famous Five: Favorite Book? – The Art of Game Design What CEO do you follow? –  Jamie Wilkinson Favorite online tool? — Slack Do you get 8 hours of sleep?— Yes If you could let your 20-year old self, know one thing, what would it be? – “Take the time to pursue the dream. Shortcuts will disempower you and empower other people”    Time Stamped Show Notes: 01:33 – Nathan introduces Ben to the show 01:57 – Ben had a terrible experience with Hollywood distribution in 2008 02:10 – Ben didn’t get paid for the film they made 02:18 – The company owed Ben $ 30,000 03:23 – “Independent films will lose your money if you invest in them” 03:34 – Ben launched his new company in 2010 and paid their investors back after a year 03:47 – Zombie Orpheus Entertainment was launched in 2010 03:59 – “We’re going to give people free films and share them” 04:10 – Ben had a realization that each film will be a form of advertising 04:33 – At the end of every episode, there’s a message that will lead viewers to give Zombie Orpheus Entertainment money 05:08 – Journey Quest series on Youtube 05:45 – Ben will let the viewers choose if they want to continue watching or not 06:04 – Based purely on fan contribution, Ben and his team are able to continue the show 06:16 – They made $ 30,000 for season 1 and from Kickstarter is $ 112,000 which funded season 2 06:28 – Zombie Orpheus Entertainment is now out of the investment cycle 07:07 – Zombie Orpheus Entertainment built a fan base on Facebook and Youtube 07:36 – Zombie Orpheus Entertainment had 1,117 unique backers for Journey Quest  07:57 – On Kickstarter, average contribution is $ 97 per backer 08:33 – The fan base is big for Zombie Orpheus Entertainment 09:01 – Ben done 3 Kickstarters this year 09:18 – Attack in the Darkness – raised $ 25,000 09:28 – The Gamers – raised $ 174,000 09:49 – Raised $575,000 for the 3 seasons of Journey Quest 10:04 – Ben setup a pre-funding page with public metrics for journey Quest 10:14 – 4,200 people added their names in the email list 10:29 – They launched with 4,600 names in their list on day 1 10:45 – Kickstarter attracted more people 11:06 – RenewJourneyQuest.com is the pre-funding page 12:00 – Ben has one of the best Kickstarter planning sheet 12:20 – The sheet is not currently for public use 12:36 – With Journey quest, the needed budget was $ 325,000 for the production 12:55 – Ben didn’t aim for profit for this Kickstarter 13:10 – Season 3 of Journey Quest will be moved to BackerKit for pledge management 13:55 – Ben isn’t looking for an exit or an IPO 15:00 – What Ben is doing is similar to a SaaS business model 15:50 – Ben has been offered venture capital but he won’t accept it 16:55 – Ben is going to release their world bible and their intellectual property to allow their commercial derivatives 17:45 – Ben uses Kickstarter to have a merchandise fusion with a reward program 17:55 – Ben is really picky with merchandise quality 18:25 – Keep Zombie Orpheus Entertainment’s shows alive by dropping a dollar or $ 5 at Patreon 21:07 – The Famous Five   3 Key Points: Use bad experiences as education and motivation. Venture capital is not always an option. Take the time to pursue the dream. Shortcuts will disempower you and empower other people.   Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel. Patreon – Ben’s pledge page Show Notes provided by Mallard Creatives

Debbie Johnston, recognized as Entrepreneur of Richmond and the founder of Care Advantage – a dynamic and compassionate care company that is devoted in giving back to the community. She’s the author of The School of Heart Knocks. Listen as Debbie shares her inspiration in starting Care Advantage and her experience in Secret Millionaire. Famous Five: Favorite Book? – Think and Grow Rich What CEO do you follow? –  Steve Jobs Favorite online tool? — Facebook Do you get 8 hours of sleep?— Never If you could let your 20-year old self know one thing, what would it be? – “Start your business earlier, you know more than you think.”   Time Stamped Show Notes: 01:54 – Nathan introduces Debbie to the show 03:10 – Adoption is close to Debbie’s heart 03:28 – Care Advantage is a full service care company 03:54 – Care Advantage has a special care division 04:30 – Care Advantage is all over the country 04:50 – Payment for the services is by the hour 05:12 – Care Advantage reimbursed in the state they’re in 05:44 – Care Advantage doesn’t do a lot of Obamacare 06:40 – Debbie started years ago 06:47 – Debbie was running out-patients in a hospital 07:34 – Debbie first used Care Advantage to his brother-in-law and parents 09:05 – “We can’t put a price on a peace of mind” 09:50 – Care Advantage has different price for each service 10:30 – Each office has 3-5 people 11:40 – Number of people Care Advantage has served is over 10,000 12:30 – The need of an RN will depend on the patient 12:49 – Some people want 24 hours of an RN a day 13:38 – Secret Millionaire picked Debbie 13:56 – Debbie likes the producer so she said yes 14:14 – “It was one of the hardest things I have done in my life” 14:40 – Debbie was proud after it was aired 14:51 – Debbie has worked with charities like Reach International 16:28 – “It’s what we do that makes me happy, giving someone peace of mind makes me happy” 16:55 – Connect with Debbie through her Facebook and website 18:55 – The Famous Five   3 Key Points: Giving someone peace of mind can be a source of happiness. You can’t put a price tag on perfect health care. Starting your business earlier could make more differences in the future.   Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel. DebbieJohnston.com – Debbie’s website Facebook – Debbie’s Facebook account Show Notes provided by Mallard Creatives

Matt Kepnes of NomadicMatt.com, the man who went from everyday worker to travel writer. Matt grew up in Boston and he didn’t take his first trip until he was 23—a cruise to Montreal. After he started a life as a young professional, he decided to travel the world, so he headed to Costa Rica in 2004, Taiwan in 2005, and never looked back. Listen as Matt talks about the success of his blog and how he grew it from a simple online journal. Famous Five: Favorite Book? – Influence What CEO do you follow? –  N/A Favorite online tool? — N/A Do you get 8 hours of sleep?— No If you could let your 20-year old self know one thing, what would it be? – “Value eating healthy”   Time Stamped Show Notes: 01:40 – Nathan introduces Matt to the show 02:53 – Matt was working in administration 03:16 – Number of unique website users on average per month is 1.2 million 03:27 – Matt started the blog in 2008 after 14 months of traveling 03:50 – Matt built the blog as an online resume 04:17 – Matt is getting more visitors in 2010 04:29 – Matt wanted to write guidebooks so he made his blog a guidebook 04:56 – 2/3 of Matt’s income comes from affiliates 05:30 – Matt’s book is The Ultimate Guide to Travel Hacking 05:40 – Matt self-published the book 05:46 – Matt’s book with a publisher is How to Travel the World on $ 50 a Day 05:53 – Matt is only getting royalties from the book 06:18 – Matt met the publisher in 2012 06:40 – How Matt negotiated with the publisher 07:51 – Sold around 50,000 to 60,000 copies 08:30 – Royalty percentage per book 09:50 – Matt shifted the blog from an online journal to a website generating money 10:44 – The affiliate offer page in the website are in the home page 11:35 – Average percentage people spend on travel insurance 12:10 – Matt sells 400-500 plan policies per month 12:45 – Other affiliates of Matt 13:21 – Matt is already with the affiliate for years 14:18 – Matt spent some of his time guest blogging 14:38 – Matt does 2-3 guest blogs per month 15:03 – Matt is always traveling 15:11 – Matt’s email list size 15:54 – Matt has a team in different places 17:00 – Connect with Matt through his website, Twitter and Instagram 19:30 – The Famous Five   3 Key Points: Travel not only de-stresses you, it opens your eyes to global opportunities. Having affiliates is a good way to increase revenue. Eat healthy. You are what you eat.   Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel. @NomadicMatt – Matt’s Instagram account @NomadicMatt – Matt’s Twitter handle NomadicMatt.com – Matt’s website Show Notes provided by Mallard Creatives

Chris Bruznicki, CEO of Vaystays, which is a vacation rental marketplace tool used by propriety manager like Wyndam. He has been featured in Entrepreneur and was awarded the bronze star. Listen as Chris tells us how Vaystays is earning and what made him decide to raise capital.  Famous Five: Favorite Book? – Good to Great What CEO do you follow? –  Steve Jobs Favorite online tool? — DocuSign Do you get 8 hours of sleep?— No If you could let your 20-year old self know one thing, what would it be? – “Networking is super important and consider raising capital”     Time Stamped Show Notes: 01:40 – Nathan introduces Chris to the show 02:20 – Vaystays is used by professionals managing a vacation companies 02:27 – People who have houses in Tahoe and the like will have the vacation companies manage their properties 03:44 – Vaystays gives them a marketplace for distribution 03:55 – Vaystays provides open cable like service 04:17 – Team size and location 04:26 – Vaystays is making 5 million transactions and Chris is earning 13% of every transaction 04:51 – Vaystays was founded in 2010 06:10 – Average order value is $ 2000 07:10 – Vaystays’ software automates all the check in procedure 08:15 – Vaystays takes percentage both from the traveler and seller 09:15 – Vaystays is transparent in their website about the pricing 09:30 – Pricing varies depending on the season 10:30 – Vaystays is connecting specific needs to specific supplies 10:40 – Total transaction volume 11:55 – Vaystays business model 12:20 – Vaystays is in the process of creating subscription fees 13:50 – The marketplace still has lifetime value 15:09 – Vaystays currently has 2000 propriety management companies 15:15 – Average is 10 units per company 16:10 - 25,000 stayed in their properties in September 16:30 – Now is a slow period for Vaystays 18:03 – 312 bookings in September 18:48 – Vaystays has been self-funded for a long time 19:05 – Did a price round for fundraising 19:33 – $ 650,000 revenue in the last 12 months 19:47 – Valuation 20:56 – Chris has 2 co-founders 22:30 – Chris and his co-founders thought about a high valuation 22:53 – They came up with something between $ 3-6 million 24:24 – Connect with Chris through his LinkedIn and his email 16:10 – The Famous Five   3 Key Points: Look for quality partners who can support you. Networking is important – it can lead to tons of opportunities. Consider raising capital if you see a reason to do so.   Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel. Vaystays.com – Chris’ website [email protected] – Chris’ email address Show Notes provided by Mallard Creatives

Patrick Ambron, co-founder and CEO of BrandYourself.com, which helps people look better online. He’s an instructor at General Assembly and was included INC’s 30 under 30 list. Listen as Patrick talks about his experience on SharkTank and how it boosted his company’s revenue. Famous Five: Favorite Book? – Made to Stick What CEO do you follow? –  Reed Hastings Favorite online tool? — X.AI Do you get 8 hours of sleep?— No If you could let your 20-year old self know one thing, what would it be? – “I wish that when I was building my business, I knew how important it was to have people who don’t have your strengths”   Time Stamped Show Notes: 01:40 – Nathan introduces Patrick to the show 02:00 – Patrick got a $ 2 million deal on SharkTank but didn’t take it 02:11 – Patrick didn’t take the deal because they wanted 25% 02:30 – Patrick’s episode was aired 2 years ago and it was a good exposure 02:40 – Patrick did over $ 1 million in revenue while they were on SharkTank 03:10 – Patrick said No on-air 04:07 – BrandYourself provides software and services that helps someone look good online 04:28 – Users buy BrandYourself’s subscription 04:40 – User base is from college students to high level professional 04:55 – BrandYourself is a SaaS business 05:03 – Half of the revenue comes from professional customized services 05:10 – BrandYourself handles issues online that is affecting the customers’ livelihood 05:30 – 10,000 paying customers for software 05:35 – A few thousand paying customers for professional services 06:12 – $ 10,000 annual RPU for professional services 06:40 – MOR is $ 7,000 on the software 07:19 – $ 533,000 per month in revenue 07:35 – BrandYourself has advisors 08:30 – The professional services customers problems that BrandYourself is getting 09:10 – One example is an employee who was fired and ranting online 09:20 – One of the usual problem is what they call “You Shot Yourself in the Foot” 10:36 – BrandYourself was founded in 2009 10:40 – 2015 revenue 10:50 – Target for 2016 10:52 – BrandYourself has raised about $ 6 million recently 11:19 – Team size 11:28 – Team location 12:30 – Gross monthly customer churn 13:30 – Lifetime value 13:40 – Customer acquisition cost 13:45 – All of their leads are organic 15:30 – BrandYourself won’t theoretically spend for a customer 15:40 – BrandYourself do retargeting 15:56 – Paid acquisition is not a necessary channel for BrandYourself 16:31 – What if Reputation.com buys BrandYourself for $ 40 million, will you say yes? 16:40 – “That’s not the goal right now” 16:55 – “What we really want to do is help people prevent issues and be pro-active” 18:26 – Current valuation 18:58 – Connect with Patrick through his website and Twitter 21:20 – The Famous Five   3 Key Points: Find someone who can fill your gaps. Help people prevent issues and make them pro-active. Saying “No” on national TV can also be beneficial and increase your revenue.   Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel. BrandYourself.com– Patrick’s website @PatrickAmbron  – Patrick’s Twitter handle Show Notes provided by Mallard Creatives

Renee Zau, co-founder and CEO of DonationMatch, a product donation network for school and charity events that works similarly to match.com. She’s obsessed with increasing a win-win partnership between brands and non-profit that don’t cost money but can generate more for everyone involved.  Famous Five: Favorite Book? – E-myth Revisited What CEO do you follow? –  Craig Newmark Favorite online tool? — Streak and Asana Do you get 8 hours of sleep?— Almost If you could let your 20-year old self know one thing, what would it be? – “Believe in yourself and talent even if it is different from someone else’s’ idea on what you should do”   Time Stamped Show Notes: 01:40 – Nathan introduces Renee to the show 02:08 – It takes 300 hours to secure in-kind and other donations from a benefit event 02:31 – DonationMatch streamlines the product for companies and reduces the work for school and charities 02:50 – Sahara Sam’s receives 100s to 1000s requests of tickets a year to raffle off at charity events 03:26 – Doing a research and checking legitimacy takes time for companies 03:55 – DonationMatch has matched $ 16,000,000 worth of donation goods 04:14 – DonationMatch offers premium model 04:22 – DonationMatch can be used for free 04:35 – Companies can upgrade to premium which is $ 49 a month 04:48 – DonationMatch is a SaaS business 04:54 – DonationMatch has around 100 active companies at the moment 05:02 – DonationMatch has a low customer churn 05:40 – DonationMatch still get a value from their non-paying customers 06:09 – DonationMatch started in 2010 but officially launched in 2013 06:37 – DonationMatch is bootstrapped 06:49 – DonationMatch had $ 100,000 credit card debt 07:10 – Renee and her co-founder are also doing stuff outside of the company 07:33 – 2015 revenue is $ 19,000 07:37 – Goal for 2016 07:49 – As of October 2016, they have around $ 40,000 revenue 08:00 – DonationMatch is usually getting an annual payment from non-profit organizations 08:25 – Holiday season is when companies usually hire DonationMatch 08:40 – September 2016 revenue 09:10 –Total number of paying customer 09:44 – DonationMatch has 100 customers 10:12 – DonationMatch is currently raising $ 500,000 10:40 – Renee feels their valuation is $ 1.5 to 2 million 10:47 – Based on their traction 11:05 – Customer acquisition cost is about $ 1 11:55 – DonationMatch has 13,000 non-profit users 12:30 – DonationMatch has about 10% of non-profits in San Diego 13:25 – They also have national brands in their system 14:05 – DonationMatch is open to offers and already talking to people and investors 14:30 –  Connect with Renee through her email, website and Twitter 16:10 – The Famous Five   3 Key Points: You can create a win-win partnership if you know the right ingredients. Believe in yourself and your talent even if it is different from someone else’s idea on what you should do. Take the risk – even if it means having a $ 100k debt.   Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel. [email protected] – Renee’s email address DonationMatch.com – Renee’s website @ReneeZau – Renee’s Twitter handle Show Notes provided by Mallard Creatives

Ash Kumra, an award-winning entrepreneur, author, public speaker, and talk show host recognized twice by the White House as an entrepreneur making an impact. Listen as Ash shares how he runs Youngry, a media company he co-founded that informs, inspires, and elevates young and hungry minded entrepreneurs to thrive. Famous Five: Favorite Book? – Inside Steve’s Brain What CEO do you follow? –  Mark Benioff Favorite online tool? — Lead.com Do you get 8 hours of sleep?— Yes If you could let your 20-year old self know one thing, what would it be? – “To not be worried about other people’s things”   Time Stamped Show Notes: 01:44 – Nathan introduces Ash to the show 02:10 – Youngry is an entrepreneur media company 02:27 – Youngry provides helpful information from successful entrepreneurs 02:38 – Youngry’s business model provides e-commerce product 03:40 – Youngry provides a community for early stage entrepreneurs to get the best content to help them thrive 05:04 – Ash and his team decided to launch Youngry with an equity crowd funding 05:12 – The new law stating that both credited and uncredited can invest in a deal 05:27 – Difference of credited and uncredited 05:48 – Worked with AngelList 05:53 – AngelList launched an equity crowd funding called Republic 06:15 – Republic.co 06:40 – Minimum amount to invest is $ 10 06:50 – Minimum goal to hit is $ 50,000 06:55 – Youngry hits $ 65,920 07:00 – Crowd safe is a form of a safe note 08:25 – What if people want to donate but think that valuation is crap? 08:30 – “It is not a donation but an actual investment” 08:45 – Questions about crowd funding should go to the crowd forum 09:08 – Youngry made a $ 2 million value 10:00 – Ash and his partner had $ 50,000 as a side money 10:30 – Youngry already made $ 65,000 revenue 11:00 – Youngry is various focus 11:23 – Influence remarking as an e-commerce marking 11:28 – Bigger brands see the value of audience that Youngry is generating 11:32 – In 60 days, Youngry generated 50,000-75,000 audience 12:05 – The crowd funding campaign helped Youngry get fraction from the larger brands 12:28 – Youngry’s event sponsorship 13:15 – Launch date of Youngry is December 1 2016 13:30 – Connect with Ash through [email protected] 15:38 – The Famous Five   3 Key Points: Equity crowdfunding can be beneficial to both startups and investors. Study and learn the process before investing – even the legal matters. Mind your own business. Don’t worry too much about other people’s problems.   Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel. [email protected] – Ash’s email address Show Notes provided by Mallard Creatives

Karan Chaudhry, a serial entrepreneur and co-founder and CPO of Comnplus, a company building advanced machine learning based personalization and recommendation engine focused on online digital content industry. He received his MS from Stanford University and is an active mentor and advisor at StartX, advising entrepreneurs on topics like fundraising, team building, data product management and product marketing. Prior to Comnplus, Karan was the co-founder and CEO of DropThought, a machine learning based instant feedback and text platform for voice over applications. Listen as Karan explains how DropThought was acquired last year and how he started Comnplus. Famous Five: Favorite Book? – Steve Jobs What CEO do you follow? – Elon Musk  Favorite online tool? — Asana Do you get 8 hours of sleep?— No If you could let your 20-year old self know one thing, what would it be? – “Take risk. Failures are highly over-rated. It just makes us stronger”   Time Stamped Show Notes: 01:44 – Nathan introduces Karan to the show 02:35 – DropThought was acquired last year 02:43 – DropThought is doing feedback-based analytics 02:58 – Karan raised a couple of rounds for DropThought 03:10 – DropThought was acquired by Bahwan CyberTek 03:22 – Karan was in the process of fundraising for DropThought when Bahwan CyberTek approached him 03:50 – There were other companies who want to acquire DropThought 04:33 – Valuation of DropThought 05:24 – Team size for DropThought is 15-20 05:35 – Comnplus is taking the machine analytic context to the content industry 05:50 – Companies find it difficult to recommend similar content to their customers 06:30 – Comnplus is only 3-4 months old 06:42 – TVF funded Karan $ 500,000 to start Comnplus 07:09 – Comnplus is creating clusters of users with similar habits for TVF 07:28 – Comnplus handles marketing and contact targeted users 07:48 – Comnplus reaches out to users with customize recommendations 08:35 – Comnplus market is the large content providers 08:58 – Comnplus price point 09:15 – Comnplus is currently bootstrapped 09:50 – Comnplus has a small but qualified team 10:35 – Karan is willing to spend 50-70% of revenue for customer acquisition 11:35 – Target RPU is $ 500,000 12:15 – Comnplus is currently not fundraising and TVF as their only client 12:43 – Biggest competitors are Rich Relevance and Gravity R&D 13:48 – Get in touch with Karan through his email 15:28 – The Famous Five   3 Key Points: Find the right people and they will acquire your business. It’s about quality and not quantity. You can never “lose”. Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments. Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel. [email protected] – Karan’s email address Show Notes provided by Mallard Creatives

Shawn Porat, founder of Scorely, Judgment Marketplace and Fortune Cookie Advertising. He’s a VP at Mark Echo Enterprise and a contributor to Forbes, Time, and Money Magazine among others. Famous Five: Favorite Book? – N/A What CEO do you follow? –  Elon Musk Favorite online tool? — N/A Do you get 8 hours of sleep?— Never If you could let your 20-year old self know one thing, what would it be? – “Work with others and meet as many entrepreneurs as you can”   Time Stamped Show Notes: 01:53 – Nathan introduces Shawn to the show 02:17 – Scorely is a business credit bureau 02:23 – Started 6 months ago 02:35 – Shawn is trying to get more small businesses in the platform for free 02:53 – Subscription plans 03:15 – Scorely is currently on pre-revenue and will launch in 3 weeks 03:25 – 10,300 people in their launch list 03:48 – The idea of Scorely started 3 months ago 03:54 – They’ve partnered with different government agencies and businesses 04:25 – The chamber of commerce 04:30 – The members have been informed they can get access to business reports through email blast 05:11 – Scorely is the first in the industry 05:25 – Scorely charges between $ 120 to $ 200 per report 06:04 – Scorely focuses on small businesses 06:10 – Recovery of Judgement’s credit report 07:25 – Some companies charges small businesses too much for credit reports 07:45 – They are now free as they want more small businesses to learn about Scorely 08:06 – Small businesses want credit reports because of a lot of reasons 08:08 – Small businesses need loans 09:00 – Scorely can recommend small businesses to banks 09:15 – Goal is to get a loan with the smallest interest 09:30 – Shawn telling Nathan how Scorely works in Nathan’s business scenario 10:28 – Shawn gets 1% - 5% from the loans 10:52 – Number of business loans made yearly in the USA 11:45 – Shawn is still learning a lot 12:20 – Judgment Marketplace 13:48 – Scorely raised $ 250,000 14:05 – Team size 14:30 – Toptal as a freelancing site for developers 15:48 – Connect with Shawn through his website 18:00 – The Famous Five   3 Key Points: You can’t do everything alone. Bring your ideas to life. Make a good action plan in starting a business. Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments. Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel. ShawnPorat.com – Shawn’s website Show Notes provided by Mallard Creatives

Bill Lyons, a successful real estate entrepreneur. He is the founder and CEO of Revestor.com. Revestor is in the business of helping real estate investors find profitable properties to rent out as short and long term rentals. He also helps identify properties for quick profits. Famous Five: Favorite Book? – Slash What CEO do you follow? –  Tony Robbins Favorite online tool? — Rapportive Do you get 8 hours of sleep?— Yes If you could let your 20-year old self know one thing, what would it be? – “That when you get to your 30’s, a week is like a day, a month is like a week and year is like a month and slow down. Do what you can today”   Time Stamped Show Notes: 01:48 – Nathan introduces Bill to the show 02:27 – Revestor started in 2012 02:37 – Revestor is now focused short-term Airbnb properties 03:08 – Bill is asking $ 250,000 for 10% in short-term properties 04:10 – Bill was in Shark Tank in November 2012 04:25 – Bill got 15,000 users but never got over 1,000 paid users 04:38 – Bill can’t raise money after the show 05:02 – In 2013, Bill started a mortgage company 05:06 – In 2014, Bill did $ 500,000 in revenue 05:10 – In 2015, Bill did $ 1.7 million in revenue 05:14 – 2016, Bill is about to hit $ 5.5 million in revenue 05:34 – Bill has been investing for the past few months in Revestor 05:58 – Revestor did 0 revenue in 2016 06:10 – The subscription plans were not working so they refunded them 06:24 – Bill built a better platform to invest in Airbnb 06:33 – Revestor re-launches on November 1st of 2016 07:10 – Customers can see daily rent data in the website of Revestor 07:20 – Revestor’s main data source 07:34 – Revestor is paying $ 6,000 a month for the API 08:25 – The properties in Revestor are for sale 08:35 – The website will show you how you will earn when you purchase a property 09:22 – Users can enter their own interest rate in the website 10:00 – Revestor is pulling data from resources to come up with average daily rent 10:40 – “You’re not going to get a good cash flow in San Diego on a long term basis” 11:18 – They are working with a PR company 11:38 – Mortgage is Bill’s passion 12:13 – Email list is 30,000 13:40 – Connect with Bill through his Instagram and website 15:20 – The Famous Five   3 Key Points: Learn from your experiences. Don’t let other people predict your business. Start from where you’re good at. Things are far easier when you already know what to do. Do what you can today. Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments. Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel. @bill_lyons – Bill’s Instagram account Revestor.com– Bill’s website Show Notes provided by Mallard Creatives

Craig Ballantyne, a productivity and a success transformation coach and the author of The Perfect Day Formula: How to Own the Day and Control Your Life. He’s been a contributor to men’s health magazines since 2000 and in 2001, he created a home popular work out program, Turbulence Training. Listen as Craig tells us how he overcome his anxieties using the 5 pillars of transformation and how he managed to make his users stay. Famous Five: Favorite Book? – Rockefellar Habits What CEO do you follow? –  Matt Smith Favorite online tool? — N/A Do you get 8 hours of sleep?— No If you could let your 20-year old self know one thing, what would it be? – “I should stop drinking before I’m 30 years old”   Time Stamped Show Notes: 01:54 – Nathan introduces Craig to the show 02:43 – Craig uses the 5 pillars of success 03:06 – Craig started in the fitness industry in 1999 and he started selling Turbulence Training online 03:19 – In 2011, Craig bought the business, Early to Rise, a success wealth building newsletter 03:31 – They have 100,000 email list for Early to Rise and 120,000 for fitness 03:38 – Early to Rise did $ 6 million in 2015 04:27 – The Perfect Day Formula is their best-seller 04:45 – They have Early to rise University where online courses are 05:00 – PerfectDayFormula.com 05:05 – It was launched in January 2016 05:18 – 35,000 purchases at the moment 05:21 – They have their email list, affiliate email and Facebook ads for marketing 05:30 – Price point is $ 200 05:46 – Only a small portion of customers came from the affiliate email 06:00 – Customers receive a box full of materials when they purchase 06:31 – The cost of produce is $ 21 07:02 – They are not making a lot from paid advertising 07:43 – Craig is finding a way to send traffic on Facebook to an offer that works to prevent crashed after the launch 08:30 – $ 100,000 MRR mostly from the fitness stuff 08:35 - $ 7 price point on monthly fee 09:12 – People stick with them for at least 3 months 10:44 – People want results 11:26 – The usage pay wall 12:20 – What the user will get from the course 12:23 – There’s a template to change your bad habits 12:40 – They will help the user create a vision 12:50 – One of the pillars is plan and prepare 13:25 – Craig has a video of walkthrough on what they can get in the kit 13:56 – Goal in 2016 14:11 – Tools that Craig uses for his website 14:30 – Tools that Craig uses to run his business 14:43 – Team size 14:59 – Follow Craig on Twitter and LinkedIn 17:00 – The Famous Five   3 Key Points: Show people results. Show them how to consume a product to get the results. Having an email list of the target market can boost your revenue tremendously. Be healthy. Cliché as it sounds, health is wealth.   Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments. Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel. @Craigballantyne – Craig’s Twitter handle LinkedIn – Craig’s LinkedIn account Show Notes provided by Mallard Creatives

Ben Nye. Ben joined Bain Capital Ventures in 2004 and leads their infrastructure software team. Listen as Ben talks about how he became Turbonomic’s CEO and how they got to Series D. Famous Five: Favorite Book? – Steve Jobs Book What CEO do you follow? –  Jeff Bezos Favorite online tool? — LinkedIn Do you get 8 hours of sleep?— No If you could let your 20-year old self know one thing, what would it be? – “I wish I knew about the power of equity”   Time Stamped Show Notes: 01:34 – Nathan introduces Ben to the show 02:00 – Ben joined Bain Capital Ventures in 2004 02:15 – Capitalized Turbonomic as an investor in 2009 and first delivery of product in GA in 2010 02:30 – Joined the company full-time in 2013 02:40 – Bain Capital Ventures is a sector focus 02:55 – They want something with a prepared mind 03:17 – They cover multiple sectors 03:38 – Total capital raised 03:59 – Ben is the lead investor at Bain Capital Ventures for Turbonomic 04:17 – There was 3 CEO in Turbonomic 04:46 – There was an issue between the founder and the CEO that was hired 04:58 – The board made a decision, making Ben the CEO 06:15 – Passive equity in the company 06:22 – They kept the best people 06:42 – The company has to retire passive shares and it is covered by investors right agreement 07:00 – They have bought people’s equity, who left the company 07:15 – Turbonomic is a soft managing self-organizing control system 07:40 – They have the capability to provide enhance performance for high workloads 08:15 – They have on-premises and off- premises sectors 08:30 – In on-premises, there is per socket and per core based pricing 08:35 – In off-premises, there are no sockets so you work virtually in public cloud 08:55 – They are not SaaS, but users can purchase on term basis 09:20 – Some users request how to acquire the software 09:35  - They measure the environment based on sockets and core count 09:52 – 91% of the customers have a 3-month full payback 10:19 – Ben offers a scenario how the model works 11:34 – At Bain Capital Ventures, they research the companies and pick which they think will win 12:53 – The startups competing in the market 13:15 – In Turbonomic, there are 16,000 CIO who invested in them 13:28 – They have 400 employees 14:00 – Revenue growth in 2016 14:36 – In November of 2014, they did a $ 50 million series-d 15:35 – Going to series-d will depend on the nature of the company 15:41 – Ben’s company is an intellectual property strategy company 16:30 – Connect with Ben through his website and join Green Circle Community 18:30 – The Famous Five   3 Key Points: People can voluntarily sell their equity when the leave a company. Getting to series-d will depend on the nature of the company. Know your market.   Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel. Turbonomic.com – Ben’s website Green Circle Community – Ben’s online community Show Notes provided by Mallard Creatives

Amit Shanbhag, co-founder of RocketReach.co, a company that allows users to lookup email addresses, phones, social links, etc. for over 250 million professionals worldwide. Amit bootstrapped to RocketReach from zero to over a hundred thousand customers including Apple, Google, and Morgan Stanley to name a few. He has more than a dozen patents and started his professional life writing code for geo-stationary satellites. He loves open water swimming, watching cricket, and spending time with his 4-year old son. Famous Five: Favorite Book? – N/A What CEO do you follow? –  Marissa Mayer Favorite online tool? — Google Drive Do you get 8 hours of sleep?— No If you could let your 20-year old self know one thing, what would it be? – “Live the moment and enjoy what you have”   Time Stamped Show Notes: 01:53 – Nathan introduces Amit  to the show 02:33 – RocketReach is a sales management tool 02:54 – RocketReach was founded in 2015 03:03 – Amit and his co-founder used to work for a SaaS business 03:15 – They tried to get information from www.data.com for user acquisition 03:25 – They realized that the data is 85% inaccurate 03:31 – They tried different tools 04:25 – Team size 04:40 – Completely bootstrapped 04:51 – They tried to raise a small round 05:18 – Went to institution investors 05:27 – The terms were not profitable 05:40 – Amit stopped fund-raising after 6 months 05:58 – They had 10,000 customers in March 06:40 – Companies that are the competition 07:35 – RocketReach is SaaS and has monthly subscription 07:40 – Plans are $ 49, $ 99 and $ 299 07:46 – Salespeople and recruiters are the biggest user base 08:30 – Most of the users are from the $ 99 plan 09:10 – MRR 09:40 – They were doing a lot of outbound in January 10:04 – Most of their users now are from SEO 11:18 – Customers who buy access to RocketReach API 11:38 – They are considered as competition 12:29 – First year revenue 12:45 – Total of $ 15 from October 2015 to December 2015 13:02 – March 2016 is when the growth started 13:40 – Did a deal with 500 startups companies 14:40 – Gross monthly churn 16:40 – Lifetime value 17:17 – Company expenses 18:09 – The quality of data that RocketReach has sets them apart from their competitors 18:30 – Comparison of RocketReach and Email Hunter 19:50 – Goal for 2016 20:53 – Decent offer in the SaaS space 21:15 – 2-digit percentage average monthly customer growth 22:15 – Connect with Amit through his website and Twitter 24:00 – The Famous Five   3 Key Points: First year revenue is not always what you’re expecting. Improve your product to the point it makes your competitors, your customers. Live for the moment and enjoy what you have. Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel. RocketReach.co – Amit’s website @RocketReachco – Amit’s Twitter handle Show Notes provided by Mallard Creatives

Hal Elrod, a husband, father ,and the best-selling author of 8 books including one of the best self-published book of all time, The Miracle Morning, which sold over 200,000 copies and has been translated into 21 languages. He is an entrepreneur and international keynote speaker, podcaster, and co-creator of best blueprint ever life experience. Listen as Hal talks about his life after a car crash and how it paved his future.  Famous Five: Favorite Book? – Love is the Killer App What CEO do you follow? –  Jeff Hoffman Favorite online tool? — Five Minute Journal iOS App Do you get 8 hours of sleep?— No If you could let your 20-year old self know one thing, what would it be? – “Have patience”   Time Stamped Show Notes: 01:53 – Nathan introduces Hal to the show 02:30 – The Miracle Morning now has 240,00 copies sold 02:40 – It was published in 2012 03:00 – When Hal was 20, he was the top sales agent for a kitchen knife company 03:25 – Hal was in car accident on his way home and broke 11 bones 03:36 – Hal was pronounced dead for 6 minutes and in a coma for 6 days 04:00 – Three months after the crash, Hal was told by the doctor the unexplainable – that he can walk again 04:45 – Some people go through traumatic experiences to learn a lesson and share it to other people 05:11 – “Don’t make the same mistakes. Learn from other people’s action and learn from it” 05:28 – “Accept all things that you can’t change while you focus on what you can” 06:26 – Hal’s sister died when he was 8 years old 06:46 – After a few months, Hal’s mother created a support group to help parents cope with a child loss 06:55 – You can use adversity. Turn it into an advantage by finding a way to make it benefit other people 07:30 – Hal conditions himself for the 5-minute rule 07:58 – Why is The Miracle Morning, the best self-published book 08:02 – It changes behavior 08:40 – It adds value to your life and changes your daily life 09:43 – Ask yourself “how can I take this and turn into a daily ritual” 10:47 – Give the readers a quick win 11:30 – The 30-day challenge in the book 12:15 – Hal is coaching people to get an accountability partner 13:30 – Hal thought he could go to a traditional publisher 13:43 – The Miracle Morning is not a title. It is the practice that Hal made in his life since 2008 14:32 – Hal learned that self-publishing  for authors is (99% of the time) the way to go 15:09 – Hal had an email list for publishing 15:54 – Hal sold 7000 copies in the first month 16:53 – Hal is averaging 10,000 copies every month 17:12 – Hal is charging $ 25,000 (+ travel) for speaking events 17:36 – Hal did an audiobook and it was worth-it 17:45 – Hal had no ghost writers and co-author 17:51 – Hal didn’t spend on advertising for the first 3 months 17:59 – Hal got his first 100 sales through pre-selling to his personal network with additional offers 19:45 – The sales of the other books of Hal is only a fraction of his original 20:15 – Get in touch with Hal through his website and Twitter 22:25 – The Famous Five   3 Key Points: Don’t make the same mistakes. Learn from other people’s actions. Self-publishing is the way to go. You can turn adversity into advantage.   Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. @halelrod – Hal’s Twitter handle MiracleMorning.com – Hal’s website Show Notes provided by Mallard Creatives

Steli Efti, CEO and founder of Close.io. Listen as Steli talks about how he uses sales and communication to his company’s advantage and why he won’t disclose their churn rate—his answer WILL surprise you. Famous Five: Favorite Book? – The Paypal Wars What CEO do you follow? – N/A Favorite online tool? — Evernote Do you get 8 hours of sleep?— Yes If you could let your 20-year old self know one thing, what would it be? – “I wish I knew how to manage my own emotions and focus on consistency”   Time Stamped Show Notes: 01:23 – Nathan introduces Steli to the show 01:52 – Steli’s entrepreneurial power is in sales and communication 02:02 – Close.io is Steli’s biggest success 02:15 – There are less than 20 people in the team 02:21 – Steli is competing with massive organizations 02:40 – They launched their first product in 2013 02:56 – First year revenue is $ 200,000 03:10 – They started as a services business 04:08 – There’s a common pattern with SaaS companies building product 04:45 – Close.io is a CRM 04:55 – Focused on inside sales team 05:12 – Paid monthly 05:26 – RPU 05:58 – The average per month is $ 400 to $ 500 07:01 – Total number of customers is between 500 and 5000 07:54 – They are self-funded but they did raised for the business 08:45 – CAP table 09:29 – Raised a little after graduating 10.08 – They raised $ 1 million 10:32 – They are not currently in any acquisition talks and not raising capital 11:09 – They have all the funds they need 11:35 – There are 2 co-founders 12:00 – Monthly gross churn is horrible 12:26 – “Every customer we are losing is a tragedy” 12:50 – They don’t share churn numbers 13:11 – Their sales tactics 13:41 – When they launched Close.io, it doesn’t have any record in it 14:15 – People will buy the product even if it’s not sufficient 14:54 – They are now doing a ton of blog posts, public speaking, etc 16:20 – Consistently improve your product 17:22 – Fully-weighted CAC 17:55 – “The most important thing in trying new channels is to determine what a success and failure look like” 19:30 – Steli won’t accept sample acquisition offer 21:00 – Connect with Steli through his blog and Twitter 22:30 – Steli’s podcast has thousands of followers 23:30 – The Famous Five   3 Key Points: If you have the solution to your customer’s problem, they will stay longer. Plan your failure scenarios. Know what to do when you succeed AND fail. Every business is different. The value of your business is determined by what the market is willing to pay for it, and what you’re able to create in terms of market demand. Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Blog.close.io – Steli’s blog site @Steli – Steli’s Twitter handle Show Notes provided by Mallard Creatives

Chris Koerner, founder and CEO of LCDcycle – a company that recycles broken iPhone screens and supplies wireless repair shop with wholesale electronic parts. Aside from being a motivational speaker and winner of the Entrepreneur of the Year award, Chris is a guy who appreciates the haters. Famous Five: Favorite Book? – Delivering Happiness What CEO do you follow? – Elon Musk Favorite online tool? — Flipboard Do you get 8 hours of sleep?— I try but I don’t If you could let your 20 year old self know one thing, what would it be? – “Tell myself to appreciate the haters”   Time Stamped Show Notes: 01:46 – Nathan introduces Chris to the show 02:31 – LCDcycle was founded in 2013 02:43 – Chris opened a smartphone repair shop in college in 2010 02:51 – Sold it for $ 30,000 03:50 – They started in Alabama 04:10 – They got more customers in the Texas market 04:45 – The supply parts to repair shop 04:58 – First year revenue 05:08 – Did $ 2.1 million for the first full year 05:13 – For 2014, they did $ 4.8 million and $ 8.8 million in 2015 05:36 – They are doing cold-calling to get customers 05:57 – Uses a lead generation tool to scrape the repair shops details 06:25 – Gross margin average is 31% 06:55 – Team size is 12 07:08 – They are self-funded 07:31 – Started with $ 30,000 07:41 – Chris asked his family and friends for a loan 08:16 – Total volume of parts shipped 08:27 – About million parts 08:45 – Most of their shipments are iPhone screens 08:53 – Average price point for the shops 09:17 – Spending $ 23 for raw material 10:15 – 8% net margin 10:30 – Supplies are coming from China 10:49 – LCDcycle sells new screens and buying the broken screens from the repair shops 11:05- Broken screens are being sent to China 11:27 – Their revenue is shrinking this year to $ 6.5 million 11:41 – There’s a shortage in supplies last year so there was a spike in sales 12:25 – They’re supplying to 700-800 unique shops 12:36 – Reorder rate 13:45 – Chris raised money last year 14:21 – Chris would sell to a bigger company 15:20 – Connect with Chris through his Facebook 17:30 – The Famous Five   3 Key Points: You have a good chance of developing a great company—you just need to be willing to navigate through the failures. Believe in yourself. Expansion—even in the face of risk—is worth it. Always appreciate the haters. Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Facebook – Chris’ personal Facebook account. Show Notes provided by Mallard Creatives

Will Mayo, founder of SpokenLayer. Being dyslexic led Will to find an alternative to written text and he thought of an audio solution. Listen ad Will talks about how SpokenLayer changes mainstream reading and how it helped him personally. Famous Five: Favorite Book? – The E-Myth What CEO do you follow? – Elon Musk Favorite online tool? — Streak Do you get 8 hours of sleep?— Yes If you could let your 20 year old self know one thing, what would it be? – “Just keep trying and you’ll figure it out”   Time Stamped Show Notes: 01:13 – Nathan introduces Will to the show 02:05 – How is a podcast different from SpokenLayer 02:28 – “Spoken edition is a different interpretation of what audio can be” 02:44 – It caters to listeners first then letting them choose the experience 02:53 – Working for about 30 properties 03:13 – SpokenLayer distributes articles for Playboy 04:10 – Different publishers work in different ways 04:15 – Some publishers would pay to have a spoken edition 04:27 – SpokenLayer help publishers sell advertising and sponsorship 04:50 – “In the long term, the growth of ad revenue will be the largest component of a business but it takes a while” 05:05 – They make more revenue from the SaaS side 05:15 – The other side of the business works with non-media clients 05:50 – The pay depends on volume of content 07:05 – SpokenLayer started as an iPhone app in 2012 07:17 – They didn’t pursue the app idea 07:35 – They did Angel finance and tapped family 07:50 – Price rounds and notes 08:08 – Raised over a bit of $ 2 million for the past 6 years 08:20 – Expenses for the team and the studio 08:37 – Technology and infrastructure fund the SpokenLayer 08:52 – Handling 40 or 50 clients at the moment 09:16 – Getting customers through inbound 09:25 – They’re getting more requests than they can handle 09:55 – Focused on English and other local languages 10:27 – Focused on clients that has over 10 million audiences 11:25 – Content analyzing 11:35 – Not all content is worth voicing 12:00 – “There are great content and great stories that people want to consume” 12:06 – Example of phenomenal contents and stories 12:19 – “Anything that is written as a first person is a personal story destined to be an editorial or an opinion” 13:05 – There are different types of distribution 13:30 – Some people use different platform to consume the audio 13:50 – They’ve been working with Time, Reuters,  and ZY to name a few 14:24 – Some of the team members are based in Manhattan 14:40 – 10 full time 14:50 – Raised capital 15:03 – The core team is interested in raising capital 15:20 – Their another product Audio 16:06 – How much do you want to raise? 16:25 – “Somewhere between third or half of the round” 17:05 – Connect with Will through his website and Facebook 18:17 – The Famous Five   3 Key Points: Disabilities can turn your life around—it all depends on your attitude and ingenuity. Not all content is destined to be vocalized. Keep trying until you figure it out…whatever that it may be. Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. SpokenLayer.com  -Will’s business website Facebook – Will’s business Facebook account Show Notes provided by Mallard Creatives

Mike Chapman, an author, speaker and subject-matter expert for both healthcare and insurance matters. Listen as Mike talks about helping self-employed and small business owners take control of their health. Famous Five: Favorite Book? – Approach What CEO do you follow? – N/A Favorite online tool? — Acuity Do you get 8 hours of sleep?— No If you could let your 20-year old self know one thing, what would it be? – “Make the leap—start a business earlier.”   Time Stamped Show Notes: 01:40 – Nathan introduces Mike  to the show 02:10 – Why people should listen to Mike? 02:25 – “There are so many basic things that people can do that will save money and provide better options for healthcare” 02:37 – Mike is a consultant for small businesses and individuals. He’s also a broker 03:13 – Total revenue in 2015 is under $ 1 million 03:38 – Sometimes, Mike will hire people, depending on the season 04:04 – Average annual net profit 04:45 – Mike has been in the business for 15 years 04:54 – First year revenue 05:20 – Mike is a marketing guy 05:34 – Mike used to do SEO for insurance 06:13 – Goal for 2016 revenue 06:36 – How Mike gets paid 07:01 – Mike gets paid directly from his recommendation 07:43 – Mike recommends Nathan alternatives for healthcare providers 07:54 – Consider a small group plan or business plan 08:24 – A short term plan can get coverage for you 08:50 – Why do you get penalize for not having health plan? 08:53 – Part of Obamacare 10:02 – Mike would get 3% - 6% per plan 10:47 – September expenses 11:00 – Marketing expenses 11:30 – Mike had signed-up hundreds to thousands of people 11:40 – Mike is based in Texas 11:58 – Mike does speaking to increase his network 12:03 – Email and web marketing 12:20 – Mike has about 6,000 subscribers 12:40 – Connect with Mike through his Facebook and website 14:50 – The Famous Five   3 Key Points: You can save money and have better healthcare—it just takes planning and discipline. Entrepreneurship is the avenue to fulfilment. You can hit two birds with one stone – maximize your resources and network.   Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Facebook – Mike’s Facebook account TheMedicalInsuranceExchange.com – Mike’s website Show Notes provided by Mallard Creatives

George Bandarian II, CEO and President of AMI – The Paperless Company. He has a mission of eliminating paper and a vision for simplifying work for companies such as SpaceX, Walt Disney, MBC Universal, schools and colleges. Listen as George explains their unique culture and what he and his team are working on to disrupt the document management industry. Famous Five: Favorite Book? – Bold What CEO do you follow? – Elon Musk Favorite online tool? — Headspace and Calm Do you get 8 hours of sleep?— Yes If you could let your 20 year old self know one thing, what would it be? – “Fail fast, fail often, and fail forward”   Time Stamped Show Notes: 01:10 – Nathan introduces George to the show 01:58 – “In this day and age, there shouldn’t be any paper documents” 02:20 – It is senseless to route documents from desk to desk 02:43 – They automate business processes and digitize the paperwork 03:28 – The price will depend on what the client wants them to do 03:40 – Provide full-service solution 04:22 – “It feels like we’re handing them a new car key” 04:38 – They’re an agency 04:50 – Product range is from $ 10,000 to $ 400,000 05:35 – Number of unique customers 05:50 – Team size is 25 05:59 – It should be 40 by the end of 2016 06:05 – The breakdown of work 06:20 – They have BPO service who does organic services 06:47 – Are you trying to build robots? 07:10 – George’s father founded the company in 1968 07:28 – When George’s father passes, his mother took the business over 07:36 – George went to ULC and finished early 08:10 – They started as micro-fund company but have gone through iterations 08:23 – First year revenue in ‘68 08:33 – 2015 revenue 08:42 – They might end at $ 2.5 million this year 09:08 – George’s passion is in software and SaaS companies 09:21 – Some companies got bloated and expensive 09:43 – “We think that it is always a good time to think what customers really care about” 09:54 – They have a 45-day implementation guarantee 09:58 – Their number one core value is “follow the light” 10:50 – Working life as a bootstrapped business 11:08 – They’ve been profitable for decades and never had to raise funds 11:25 – Help people achieve breakthroughs 11:46 – Connect  with George through his email at [email protected] 12:47 – George’s focus on the business 13:25 – The Famous Five   3 Key Points: Go with your passion. Fail fast, fail often, and fail forward Technology is always changing—adapt to the change and stay ahead of the curve.   Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. [email protected] – George’s email address Show Notes provided by Mallard Creatives

Kim Garst, CEO of Boomsocial. She’s also best Selling author of Will the Real You Please Stand Up, Show Up, Be Authentic and Prosper in Social Media. She’s internationally recognized and regularly contributes to www.Entrepreneur.com Famous Five: Favorite Book? – Lean In What CEO do you follow? – Sheryl Sandberg Favorite online tool? — Slack, Canva and Buzzsomo Do you get 8 hours of sleep?— No If you could let your 20 year old self know one thing, what would it be? – “I would tell myself to become an entrepreneur”   Time Stamped Show Notes: 01:40 – Nathan introduces Kim to the show 02:57 – Kim was earning $ 3,000 per month 03:32 – As of the moment, they are generating $ 56,494 a month 03:50 – Kim asked her staff about the numbers before the interview 04:17 – www.KimGarst.com – where her new product is 04:43 – Focus on how you can truly make money from social media 05:20 – Kim runs a 3-lane, 3-stage sales funnel 05:28 – 3 different premiums 06:10 – Starts with a free offer then a mini course 06:50 – In just an hour, they can learn something and implement it in their business 07:24 – “We try to over deliver and give great content” 07:58 – About 11.2% of the people who take the  free offer took the $ 9 upsell 08:07 – 70% take the free trial directly and the 30% will eventually take the 3-stage series 08:45 – Three landing pages and their conversions 09:57 – Kim explaining the process of landing pages conversion 10:03 – People don’t immediately go to the $ 1 trial, they download the premium first 10:09 – First upsell is the mini-course 12:44 – The landing page that converts 40% 13:50 – 10% take the membership trial 15:00 – 30% monthly churn 15:15 – Customer value is $ 263 15:22 – Customer acquisition cost 15:25 – ROI 15:30 – Spent on Facebook ads 15:55 – 18% of profit is organic 16:16 – You can get traffic for free from social media 16:38 – Been using Facebook ads for quite a few months 17:00 – Average opening cut-through rate 17:12 – Open rate used to be 18-20% but right now it is  15-17% 17:25 – “I’m always wanting more” 18:20 – 2015 Boomsocial’s total revenue 19:30 – Connect with Kim through her website and Boomsocial.com 21:40 – The Famous Five   3 Key Points: People will come back to you if you have good content. Increasing traffic through organic campaigns is free and effective. Don’t be content—always find ways to improve.   Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Boomsocial.com – Kim’s business website KimGarst.com – Kim’s personal website Show Notes provided by Mallard Creatives

Tommy Gibbons, a former employee of both Goldman Sachs and Fundera. Listen to learn how Tommy met his Princeton bosses, and how he used those connections to get into Piper. Famous Five: Favorite Book? – N/A What CEO do you follow? – Mark Pavlyukovskyy – his boss Favorite online tool? — Zapier Do you get 8 hours of sleep?— Yes If you could let your 20-year-old self, know one thing, what would it be? – “I wish I knew how I could”   Time Stamped Show Notes: 01:10 – Nathan introduces Tommy to the show 01:41 – Piper is a guide for kids ages 8 – 12 to build their first computer 02:02 – Apple’s co-founder review on Piper 02:16 – Piper has more than 4,000 customers since launching last year 02:28 – Looking into subscription plans in the future 02:45 – Piper was launched in Kickstarter in June 2015 03:10 – Sold their first product in December 2015 03:20 – They had craigslist posters 03:40 – Title of craigslist poster was “Workers needed for packing of children’s toys in Long Beach” 04:23 – Total funding raised is $ 2.3 million 04:47 – Tommy does customer service, retail partnership and ran all school app design 05:10 – Tommy has an equity In Piper 05:40 – Piper has 3 founders 06:20 – Tommy’s approach to Mark regarding his interest in Piper 06:55 – Tommy told Mark about how he can be an advantage to the company 07:30 – Tommy was working for free for a couple of months 09:00 – The Piper question 09:30 – Cost of goods sold 09:45 – Gross margin 10:00 – Reselling 10:23 – Reseller’s price and markup  10:36 – Facebook Ad 11:00 – Reorder rate 11:30 – They are now focusing on the development of Piper computers 11:52 – Revenue goal for 2016 12:00 – Big expectations for Christmas 12:15 – Order baseline 12:55 – Baseline now per month 13:32 – They will be very happy with 8,000 units sold 13:54 – Connect with Tommy through Playpiper.com 14:55 – They do retargeting 15:45 – The Famous Five   3 Key Points: Don’t just tell your future boss how you can be an asset to the company – show them what you can really do. Because businesses start small, there’s always room to grow. Your degree doesn’t define your future.   Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Playpiper.com – Tommy’s company website Show Notes provided by Mallard Creatives

Ali Mirza, used to sell personal insurance door to door in Canada before getting fired and electing to venture out on his own. Listen to learn how he transformed his floundering sales career into a winner that he now sells to other companies. Famous Five: Favorite Book? – How to Win Friends and Influence People What CEO do you follow? – Henry Ford Favorite online tool? — Mixmax Do you get 8 hours of sleep?— No If you could let your 20 year old self know one thing, what would it be? – “Stop being so afraid and just go do it. Work hard and smart.”   Time Stamped Show Notes: 01:40 – Nathan introduces Ali to the show 02:06 – Ali build sales processes for mid-market companies 02:22 – Ali charged based on the work that he has to do 02:40 – His program ranges starts at $ 20-25,000 to $ 130,000 03:00 – Typical retainers 03:43 – HH Land Developments as a client 03:53 – Didn’t pay retainers 04:20 – Ali has 4 employees 04:33 – Ali’s business was founded in 2011 04:42 – First year revenue 05:25 – Total 2015 revenue 05:35 – 2016 target revenue 05:58 – They are back on startup level now 06:20 – Number of customers at the moment is 5 – 6 06:45 – Ali wants to be a consulting space 07:17 – Why would people choose Ali? 08:20 – “It doesn’t matter what you’re selling. What matters is what your client is buying” 08:41 – Need to figure out what the client exactly need 09:24 – Ali is launching a new business 10:30 – Building an online platform where we can do Monday morning meetings 11:27 – Is a webinar based hosting a sales meeting 12:45 – People will pay Ali a subscription fee to meet him in Monday morning meetings 12:50 – Will be launched in Canada in January 13:00 – First year goal 13:33 – Net margin in consulting business 14:17 – “In the long term, I may have thousands of people in Monday morning meeting” 14:45 – Reach Ali through RoseGardenConsulting.com 16:50 – The Famous Five   3 Key Points: Take your failures and turn them into inspiration. Be your own self. Adjust to your client’s needs and don’t just stick with what you can offer.   Resources Mentioned: Toptal – Nathan found his development team using Toptal  for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. RoseGardenConsulting.com – Ali’s website Show Notes provided by Mallard Creatives