 So I got Brett with me today and we tried not to do too much pre Talking about what we're gonna talk about because we wanted to It still occurs and we but don't worry. We got way off track and we didn't even talk about the thing We thought we're gonna talk about we're talking about your banana shake I think we were talking about the banana shake and that was the distraction This banana shakes are good So we first got to make the distinction of I've used I and I may screw up at least once or Twice and use the term marketing. We are still marketing but going to make the decision Well, we're gonna argue the decision Do I need a salesperson and that's what this video is really about So the the question is do I need for my IT company and actively engaged salesperson? Now if you're thinking do you need it for your IT company or whatever service-based company you're offering if you Don't have the methods or the arguments I have why I shouldn't have one then maybe you do need one So this is not like the end all answer that you just do what I do. You will find success. This is a Active engagement of reasoning. I'm having for not doing it. I might be wrong He's gonna be on part of the other side of the argument And but part of our pre-talk because we were talking about banana shakes was you know I think we were both looking at things and and I was see I was hearing some things because because Thomas said marketing guy or sales guy and and They're they're very they're different. They're different in those aspects So I think we were I was gonna try to talk you out of not getting them not having them are having a marketing guy It's gonna try to talk you into it, but then we talked about sales and You're right. I think I you know go ahead. Yeah Just so we can have a distinction Marketing is when I see commercials and ads and a sign on the building that says we have shakes There's lots of marketing out there. There's lots of Advertisements that are just actively going we're gonna talk specifically and this is something that is just outstandingly difficult especially in the tech business having a Dedicated IT sales person even in a lot of larger companies. You still almost is very frequent You're gonna see the CEO of a tech company now. I'm not talking like a the size of Google I'm talking like, you know smaller 10 15 person or five person even IT services based company where the owner of the company frequently is that sales person who goes out actively lands the clients and engages the clients And things like that. Now. I'm still doing that. I Also have my guys trained to be able to close a sale be able to adjust a bid on the fly So there's still aspects that aren't going away at all but do I need a Dedicated person a person whose job it is to go knock on doors Smiling and dialing and calling and things like that and I've always just done that myself That's how this company got to all the businesses we have which I know we have in it I don't have an exact count Because they're not all contract therefore they kind of are floating But there's a little 300 businesses that we're doing IT for on the managed services side So our recurring revenue like contract services Probably 30 companies that we do managed services for Right around there. And so those are like actively engaged contracts So they're just kind of creating referring revenue recurring revenue. That's all wonderful But do how do you get more of those? So I really been digging into how did I acquire all these people? Where do they all come from and I've done a whole video about this almost two years ago of All the referrals like you can kind of draw this and you can map it out And it's kind of a fun exercise if you haven't ever done this Pick out your clients and start drawing all the relationships between all of them And you can kind of learn where your favorite clients Of course, you'll find these couple outliers like they found me because they walked in the door one day, right? And those are cool My retail store generated a lot of those my retail store still generates those guy walks and we just sold a website They seen our retail store. They stop in for a computer repair. They want us to take care of all this web development work They go, hey, we notice you do all those things. So we landed a web client completely randomly by them having a basic computer problem And stopping in our store. So that's another way we generate leads, but do I need a person to do it now? This is why I say following me may not be always exactly You're pretty successful. I mean you be in your own right. You're you've built a pretty strong business and I Was thinking I wanted to do an exercise sure first off Let's talk about your marketing for what what you're doing and and and if we we talk about what you're wouldn't your number one marketing is And I'm gonna write these down for sure What's your referrals are still probably our best like where do the customers come from? referrals from our clients that the spider web is big when you start mapping it out and by the way This is my 15th year in business Longevity in a single industry and being in the same area in the same services for a long time Helps a lot people kind of get to know your name It's kind of like hey I met them like eight years ago and they finally switched over to me a lot of places haven't been in eight years But they see you eight years later going well I didn't switch then but you're still around eight years later So I guess I can switch now because you you've got the staying power Well because in a lot of IT companies come and go. Oh a lot. Yeah, we see this all the time I have watched we're both members of the Sutherland County Regional Chamber and I will tell you as I've been a member for 13 years And I couldn't even get begin to count how many IT companies We wanted to make a wall of all the business cards that collected from the chamber for all the IT companies that are left Or just going out of business more than anything else Yeah, but there's a lot of them because unfortunately in IT and this is what makes my industry unique I was gonna do is pop the hat on says I fixed computers I'm an IT guy and that's how a lot of these guys start there are one-man bands without a lot of Thought towards growth Therefore they hit a lot of walls really quick and we're gonna do a growth video too I think me and you I guess there's a it comes down to how you price and things like that So I won't digress too much off that but that's a different topic But that's an important topic and why a lot of these guys fail and I know why they failed I'm gonna do a whole video of why they fail. We'll talk about I We kind of had our conversation that was another distraction conversation We had today about that is why your price points Well, so it's a referral is still like just number one. That's your number one. Okay. What's your number two? This is where it gets fuzzy. Now I say fuzzy We still get leads from some of the retail store and walk-ins because people are googling You know, I need a computer repair and things like that. I've been finding and maybe it's the area We're in I'm in southern Detroit. We do not get a ton of leads despite having a very high SEO position All the things that you We're going to ask yourself of what are not how are you not getting all your leads and bound from the website I think it's the nature of the area people aren't googling as much for an IT person They google for computer repair and we get landings from that So we do get some from the web, but youtube on the other hand In the last just in the last year. So we built the studio in april of 2017 And you can you can look up like on social blade if you're curious how long I've been doing youtube And you'll notice there's a big spike around april when we really started cranking out videos and doing it We've registered this youtube account in 2016. I think or maybe 2015 didn't do a lot with it You look at my earlier videos. You're embarrassing just sort sort by date and uh, don't look at those You could tell I had no idea what I was doing. I was like it was spaghetti method Let's just throw things out there. Uh, we took apart some laptops. We showed you how to repair things I don't know. We were just spitball on ideas And we figured out what got views and what didn't and uh, it brought us to where we're at today And the thought process on that is with youtube being a really big lead generation Is hey, I'm going to show that my expertise in a product. I'm going to teach you guys how to use it I'm going to show you how to set this firewall up and by the way Hire me if you aren't sure how to do this and uh Great if my video solved the problem for you and great for us. We've gotten a lot of jobs. We're getting Uh Some weeks. I think I've gotten as much as five or six inbound leads It doesn't sound like a lot maybe to some people But the close rate is about probably 70 percent We were I was looking at all the leads that came in we started putting all the spreadsheet The close rate is way way higher than any close rate. I've had for Anywhere else and that's that is the big thing Is the problem with a lot of the smiling and dialing as you know about what's your close rating on just random calls like It's it's not very high in in the industry a close rate of of over 17 percent is usually Fantastic when it comes to sales. Yeah, and I've seen that's huge. I see that and I'm Wow, and I've seen the close rate on uh from other IT people from forums telling me they're they're getting like You know five and ten percent because they when they're just calling raw numbers They just don't see these really high close rates and people are very Particularly about switching from IT. It's not it's not easy and it's scaled the problem scales upwards more I've got a friend who does like very large like million dollar Sales on closing large scale msp's They don't have a super high close rate because they have this long six month journey Of hand holding with the client trying to land it of taking them out to dinners and hanging out with this guys in the C suites and it's a very and it's a very cut-throat environment because you're you're bitten on contracts That might be worth millions of dollars for one client So yeah, you don't get these it's hard to find In the business i'm in because we're not we're also selling custom solutions It's not like a commoditized thing where i'm just selling phones at this margin I'm selling widgets at this margin I'm selling a service and the service isn't generic the service is custom because not any two businesses are exactly the same It's IT support. It's project management. It's it's a lot of customers. Will you contact me about firewalls? It's not like every firewall is the same How do we customize the firewall to suit your needs or a bit i'm doing that was referred to me from another youtuber I'm doing a large storage server for a place. It's a custom solution They have a bunch of designers that need a really high level of access of storage It's it's not like I can just say generically insert this one flat fee. We'll do it. Here's the box Here's the box do it. It's done. Yeah, it doesn't happen in your business. Yeah ever Yeah, there's like two paragraphs of the customization. They want the box before I can get to the bid So this is and so when we're seeing is closure of youtube because we're putting together the projects and Closing them. We just uh, we did a wi-fi install that we're finishing up in sandio right now You know once again youtube league. Yeah, and it's it those are nice sized projects We customize it and that has now led that person turns out they don't just manage one apartment complex They manage seven so now they want us to do the other six So that's the next proposal We did one apartment complex and we're just doing the configuring They're doing the wiring and everything else because I were not flying out to san diego But what's the beauty of your of your of your business? Yeah, you can do that You can remote configure anything nowadays. I would imagine. Yeah the majority of it So we're really looking at I don't think I need a person to do that but So that's kind of that's kind of where my business is at but you know, this would mean Him and kind of conversations about it. I actually said I wouldn't before we we started I I wanted I said I wanted to argue with them about having a marketing salesperson But looking over just these three things referrals walk-in retail store shop people coming in and youtube youtube Probably getting up to where the referrals are at that you have coming in as well You also do chamber. You're you're very you're very you're very um Involved in the southern we can reach the chamber. I still show up myself. It is partly uh, To I can leave my office And they're they're fun. We agree. We're trying at this guy. That's right at this guy So there's there's still the the active engagement I I plan to keep on doing where I go and engage with community events I still the the technical term is always that corporate citizenship I know I I come and participate in projects. I celebrate openings of other random businesses that open around here You know with the ribbon cuttings and all the other stuff and that sometimes brings in a lead Mostly it's kind of like to go hang out with a bunch of other business owners and have fun with them Because those can generate leads just because you're there Uh, I have a group of podcast friends that I hang out with and we got a big lead coming in from that We got a calls on hopefully soon Yeah, so It's a bunch of friends They do a podcast to hang out with them and be asked with them And I was over beers are like man the company that they have a back-end company And we're going to be taking over it for their back-end company now Because they're not happy with the company they were but that just kind of and it's hard because it's not like I was actively I went there to have beer with them not to even solicit business. They know what I do and You know, but that isn't what why I was there. It was not like a business meeting This was let's go have some beers and talk about podcast stuff There's there's nothing wrong with that, you know, but me I was still before I came here I was working on for some of my first recordings for the podcast I'm starting to do as well about business builders and building your business Um, and and I I'll tell you, um I hope I hope you guys realize out there 15 years the toms been doing this 15 years and and I look at the different things because we all and If you own your own business you you love it that when when somebody refers someone to you the close ratio on those is Dramatically high. It's usually within 70 to 80 percent You're going to close that person because that person said they didn't say oh call so-and-so They might be they said you need to call tom because tom got my thing taken care of and he's going to get you taken care of and that's How referrals are supposed to work and I'll throw this out here because a lot of people ask and there's um What was that book? I think there's a book called the referral engine that I read not that long ago But there's a few books on the topic But one of the things that I don't do in case you're wondering I don't have any major Commissions paid out for these referrals or anything like that because then you become this kind of pushy guy I will tell you why my clients refer. They are so happy with the service We do everything to go above and beyond and then we may ask them Hey, would do you know another business that you refer and because they're not referring with any financial incentive They're doing it because they have another friend in the business And let's I'll use the transportation market where you've got a ton of referrals The referrals we get from some of them are because one of the suppliers to our transportation company We service They've seen them struggling and they go. I don't struggle with these it problems We've been using tom's company for the last five years And so they know there's no because this question may come up between two business So are you paid if you refer them to me and how do you think that make well How where's their confidence level going if you're paying them for referrals? I know people get excited about paid referrals and things like that and a lot of people preach it But i'm also like what's the confidence level if brett refers my company But then the person he refer and find out that brett gets a commission check for selling it It's different than the if brett says look you just use tom he'll take care of you Is it that you can see from the perspective of your potential new client where that becomes an issue? Oh, absolutely absolutely I am I I've I I've been in both camps um in businesses where some people do that give a coffee card or a gift card or something for a referral Some people do give a percentage of that sale for the referral and I think a true referral a true Person that's not going to get anything out of it except for the satisfaction that they were able they were able to help By sending someone tom's way because because I know that you know tom has done some work for me And he's he's built a beautiful with his company has built a beautiful website for for my business I'm my sister-in-law will call you back someday because she needs a website done for two different businesses Plus she's having some it problems with her email and I've referred Tom's way because I know tom's going to take care of it. I get nothing out of it. Um If I didn't refer them, I would still be in this video. I'm not getting anything out of this But but but the satisfaction of that I help somebody and when you and so referrals have has always been Where every business needs to strive to be that their main Their main marketing outlet is a referral based kind of outlet um your youtube channel then what you do in youtube is fantastic because I you get tom gives away How to do something for free? But yet people still call Why because tom's the expert and I'm not And I mean yeah, and it's funny because youtube it almost breaks some of the rules that you may have heard previously If you give a lot of way that no one will use your service. I'm seeing exactly opposite I'm not um my my tutorials aren't three quarters of the way in the last quarter 29 95 And you know, I'm not trying to do it that way. We're doing it. Um as a whole and for some people That is complete. I've had I get a lot of messages and we've actually had some people I have a patreon. I have a paypal. I have ways you can just send money at me And I have gotten some people and thank you very much to some of them that says you helped because of your video Let me throw you 20 dollars. Uh, we've had people just mail us hot sauces as a thank you We actually had another it company They went and uh because we have a list on amazon of the hot sauces we like and they purchased All the hot sauces right from amazon and just changed it and shipped them right to here as a gift in a gift box That's incredible and those are really cool things. I like that. That is that is awesome when uh, when you do that I know some people uh, there's a guy I talked to in Africa He simply where he's at is not a area that is a sub fluent is we are here and So he does he even said that I he goes a few us dollars is a whole lot. He messaged me a nice email But he just wanted to thank me because I helped him with some of the Projects he's working on there because with the opens for software it made it more affordable He was able to help this project those things mean something. I'm thrilled that it was able to help me and the thank you note is enough for me So I'm not It's great when we do when we do get hired by companies, but I'm also just happy myself for to thank you Is it the same reason that people refer? You know, yeah, I the referrals I could never stress enough how you build that But it's been 15 years and and you had staying power Where other companies haven't so you even said it earlier in this in this That you had people that eight years ago you're talking to and only eight years you're still around so okay. I'll use you now Now when you talk about your youtube, that's kind of referral based too. Yeah, you're you're talking with people They're just referring through your own referral right as yourself contact us for our website They follow the links below and click and you hire us for a project and start messing with us and messing with us and Messaging messing sometimes messing messing, but you never know. You never know But yeah, that's all that's a lot of our inbound leads. So it's kind of an interesting I'm actually sharing here on youtube how we are shifting my company a little bit different too Because I have not been I'm letting people Is the question has come up in the chamber. Well, tom, are you still going to do local business? I'm like, absolutely Yeah, I got no reason to stop doing it I'm just not spending the Dollars of dedicating and hiring another person to or even taking the time myself to just Call numbers, you know and just randomly stop out literally Solicit business right and I've done that in the past if people ask how you get started in IT I'm like, hey knock on a lot of doors get used to people saying no Uh, I just someone told me that the best training is being a vacuum cleaner salesman because that's like that's like the worst Yeah, Kirby a lot of people used to do door to door. That's a thing They did door to door or vacuum the door dirt on your carpet. Yeah, and then they vacuumed it up to prove the curvy work That's like an awful. I'm sorry. That's an awful if you had to do that art here They used to be before wikipedia. There was door to door in psychopedia sales CEO of a company I used to work for I think he did the psychopedia sales. Yes, but he was your older guy Oh, man So if you can if you can survive the level of nose you get there You'll at least survive the nose you'll get going to is it's unprompted. I need to go knock on doors It's hard, but I tell you you can end up landing clients like that it's it is a It's not as effective referrals, but if you're day one getting started that is kind of where you have to start Join the chamber and start just networking. Yeah networking and things like that But uh, it takes a long time and yeah, I guess it kind of it does get easier as you've been in business Because like I said, we've been in business so long Um, but it's also here. I am 15 years. You think oh tom like you breasted. I got some success However, you want to measure that um, I'm happy is how I measure success My bills are paid and all right right, but what it comes down to is I'm still thinking about these things is Business isn't just status quo to me. It's uh, this is what I'm doing now But how are we going to reshape it forward and that's what these videos are about is what am I actually doing? This is the behind the scenes active discussion so to speak of what the company's doing next It's uh, the ultimate transparency here that I'm trying to do and and that's always important to do it's We I was talking with a a colleague of mine today and we talked about Vision statements and mission, you know your mission statement and your vision statement and it used to be a vision statement was You know, you would say what you're going to do in the next five to ten years It's not like that anymore with technology and what's changed. It's a What are you going to do in the next 12 months? What are you going to do in the next two years to three years? And and you can't Stay stagnant you have to be doing different things a year and a half ago You started really boosting up on the youtube stuff and that's changed your dynamics when I say successful I do mean happy. Yeah, I really do that's probably important to stay. I mean happy because I don't know any well Besides me just kidding, but he's he's a happy guy. He's always in the good mood always there I see him at events and he's he's The down-to-earth tom that you all see on the videos. He really is in real life I kid you not you are and I know people who may measure happiness as the lamborghini collection And I don't have one so if you want to pay the big bill to get it repaired every time it breaks down So now back to I guess what we what you want, you know about hiring a salesperson It's all it all boils down to return on investment Yes, when you look at your roi and and I and you talk about Okay A salesperson and we'll I'll get to that close ratio in a minute But when you talk about your referrals and your youtube stuff your youtube business marketing wise 70% close rate for you guys out there that that are thinking while I'd love to get there you can But you have to build up to that You're going to have to have a salesperson I'm going to tell you you don't have referrals starting from the get-go Your friends and family that are that said they're going to support you They don't need it work all the time right They don't need they need their computer fixed once in a while and they're going to expect it for free Um, I'd be true. Yeah, and there's also in you know, if you're lucky enough to be born Into a family that has a lot of business connections. Awesome. That's an easy way to take advantage of those Um, you know, I I have friends like that that were It's not just being born into if you want to call it like a wealthy family They actually were able to leverage Those connections and actually produce something with them We were talking about a friend who does very well working in a legal field Because he has a family that came from a legal background. It was less about money more about connections So but if you have those connections, don't be afraid to ask if you can provide value as a service It's it's really weird because I do not come at all from I am like the breakaway from my family That was a fun discussion like I grew up like hunting fishing at a farm And I come from a lineage of uh factory workers video on that We got to do a video on how we raised. Yeah, how we were raised and how our kids are raised now That would be a good video But you know in my in my parents moved away when I was young they did not like have hey Here's son here's some money. No, they moved away and didn't leave me money I just decided I've been living on my own since I was 18 They moved further into the woods. They left they they got away from tom. No, no, that wasn't the case. Yeah, so So because of that it's not and I'm not the most person see just because I can you can too pull your roots up But there's a lot of thinking and strategies so you can get from where you are and where you are a lot of people Watches, I know maybe we want to start an it services company Um, or if you want to start a company in general And if you get to that point if you have to kind of start and we're going to we'll we'll do this video Soon on that whole starting and planning for growth for your company But a part of it too is when you get to the point where you could I need a salesperson It does free you up a lot to do the part that you want to do you it is an effective way Because even though you don't see that close rate that person becomes very focused on that task So it is a position you may want to have at your company getting them to sell And there's a lot of different training courses They can go through to become a better salesperson because it's weird in it because you have to have a lot more Tactical knowledge it's not like selling a commoditized easily commoditized product for example We deal with a lot of sales up for Comcast or wide open west or 18 they're selling internet and it's very commoditized It's this much bandwidth for this much price figuring out the build out date It does not take a a ton of technical training. I know from dealing with a lot of those guys I'm not trying to pick on any of them. They're often not very technical At all I think they they sell it they turn it on they plug it in and hope it works Yeah, and they it's also the weird thing about and this is something with sales people Sales people are also able to focus on all that follow-up that's required Which is the part that kills me sometimes is the level of follow-up Sometimes people need is hard for me because that's not I'm very To the point and technical so it's also a skill set that I I know you guys see me as someone who's being social enough But I'm also someone who just wants to get a project done and not have seven emails in on something because That becomes more burdened for me. I don't like to do the project I don't know a business owner that isn't like that. Yeah, Tom when you think about all The aspects that you have to do every day as an owner of this This business there's more than just the sales. There's more than just the follow-up In what you talked about and you Tom doesn't need a salesperson. I'm going to be honest with you right now I I came into this thinking he might he's not been able to talk me out of it I haven't been able to talk him out of it But but but Tom the 15 years that he's been In business. He's needed sales people. He's had sales people But he's that is what helped build the referrals. Oh, yeah So when you think back to the return on investment If you're out there thinking about things you need to do in your marketing and in your sales because they are distinct marketing is Is is go they travel different paths that meet at a common ground But when you think about that you got to think of the return on investment So if Tom were to say He's making I don't I don't know what he makes and I don't even want to know on that respect because And but no, yeah, but but when you so you you spend a hundred dollars And you get 70 percent return on that Or you know actually more you're getting a 70 percent close ratio spending a hundred dollars And so you're making more than a hundred dollars You hire somebody in and and we I talked about that 10 15 17 percent close ratio That's what you're going to get when you get a salesperson because what are they going to be doing? They are going to be knocking on doors They are going to be going to events and networking networking meetings and stuff like that And they are going to be having to make phone calls and and that your return on investment Although it is a necessary thing to have there are layers when it comes to marketing and sales that you have to have When you're starting a business you get you when you get to a point where you're a referral-based business like tom has done You're you it's it's more about the continued efforts in those things So youtube is drawing in a lot of people that you are helping out. Yeah immensely out there and so focus more on that Um, you don't like dealing with the minutia of having to follow up. Well, that's what part of your staff does You do have an IT staff. Um, but if I were to say anything I write down this and This is what Mr. Tom needs Project manager. Yeah I'm in slowly morphing My more of my staff Into that as we just said we've added more people And so that's that's an important part of some of that project management. That's what some of this is is That the other side too is come back to if you're an IT company Probably came here looking at this and you do need to hire a salesperson You also have to make sure before you and this is just like my before you hire your first employee video because I did I love that video. I love that video The other side of that that you also have to think about is do you have a process in place for your salesperson? Are you going to go like all right? Here you are sell They may not know how to sell your services. So until you have your marketing down until you have packages to sell Until you have A service offering a good marketing kit for them to put in their hands a brochure or whatever that is Until you once you have all that then you can hire your salesperson That's the that's one important aspect of it is making sure that you have to it's that same just like the video You have to have those in place. Yeah, those are all things you have to in there And uh, this is stuff that I have truly over the years and years I've been in business I've made some horrible mistakes that cost me money Cost me a lot of money. I cannot get back. It is just sunken costs You I put people in places and I did not have process and this is not like this happened Uh, when I first started this even happened 10 years ago. I made a mistake And then I made another one a few years ago like these are this is unfortunately recurring think there's business mistakes are made um Also side note um as I've seen some business owners really cut up in this never really sitting add up some of your mistakes No risk no reward smile goes right off my face if I really think about how much money went into Whatever something Not returning like I could have made x more dollars that particular year if I didn't see this Um, so sometimes it's it's best not to well, maybe maybe for you it's good to think about it So you don't do it again But somehow I managed to do it again But no risk no reward because but times change you may it's when it don't cost Constantly make the same mistakes. No and it's there's market shifts. You you see like he said there's sometimes planning When I had my computer repair slash TV repair, I was making money fixing vcrs in 2004. Wow And uh, I can't imagine that anymore. Yeah, no one you in the people are probably going making money It's it's one of the things I always stayed ahead of the curve. I sold off pieces of the business I closed some of them, you know what somebody out there asked. What's a vcr? Yeah, someone's asking about the vcr So and it's just it's those things Especially if you work in any of the tech businesses There's a lot of market shifts that you kind of be aware of you got to know when let go of them There's a lot to think about and a lot of mistakes to be made but um, so this is kind of The overall like where I'm going with the company. Um, and a lot of it is I'm not going to be putting in a dedicated sales position No, we have more marketing stuff coming because we're going to be doing uh more Things we sell our t-shirt shop is so close to being done not that it's it's coming up with funny t-shirts It's not like we're designing a new t-shirt shop. We're going to use the same thing It's structurally a lot of people use, you know for order for full months and things like that. We're not printing shirts. I'm not If somebody else doing the work, yeah, yeah, we're just trying to come up with some fun shirts and some swag and things like that So that's all goes back to marketing and maybe even some branding. Um, I've actually had a couple product ideas We thought about uh working with for developers So there's there was more of those things that we may come out with and being open source A lot of this will all be free. So it's not exactly it's more branding Marketing, but it's a lot of free stuff because we like things being open source So, um, but it's they like I said, this is like overall like where I'm going with the company where it's at today And this is kind of fun too because I mean I can look back But boy be cool if I could have been a fly on the wall and watch a video of my thought processes Five years ago. Wouldn't that be neat like a time machine? scary And need at the same time because we think about where you were five years ago I mean, some of you may have been in your teens But that's okay. Think about where you were at and and imagine The the the growth you've had and imagine your growth you've had in 15 years Where you've gone from just working on tv's and computers and vcr's and then dvds to You you're doing on your you're building websites your network integration um technical things I'll never understand I mean just a number of but but but but when I so when I say success and I got to get back to that because Success is not always about money success is about how you do it Um, and and where you end up at the end of it all can you look back and say I helped people I did the right things And I was able to provide. Yeah, it's it's all those little things of how you look at it If uh, maybe suggest for you is that you know collection of exotic cars Um, hey, I think g. Leno did an amazing job at g. Lo's garage. I still like watching I don't mind that g. Leno has all those cars and he shares them back. Have you ever watched his youtube videos? I have yeah, I've watched a lot of g. Leno's garage. I'm not the I'm kind of one of my favorite people By the way, so he's an awesome person. Yes, nothing. I have nothing but nice things to say about g. Leno Everything I've ever read about the guy is he's got a little yes Yes, um, but a lot of my success like I did the things I wanted to do so we'll leave that at the success part You know last year I got to interview a couple people from microsoft like jeffrey snowver And a few others like I've been on the stage of some of these big events I've got to meet pierce at the highest levels of my entry. Those are fun things to me that How I managed so I got to do these things that to me is successful. So For those wondering what like bars for success. It's not just like he said really not about money But we're gonna get way off top and we keep ebbling on so we're gonna wrap it up here. Yes But we will do the growth video soon I think that's going to be a fun one because the it's growth and pricing of your products Is I'll talk about how we price my products It's helped me both struggle. I've struggled with yeah, he struggled too. So we actually shared a little bit together Because it is really out there and prices are all over the place But there's at least some rules that I can help give for pricing that'll help Give understanding so with that. Thank you and I'll look for the next video like subscribe and I'll leave a little trailer at the end It says things in a proper order. All right. All right. 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