How I Scaled My Agency (Top 3 Podcast - Josh Forti’s Think Different Theory)

two years ago I quit my nine-to-five job, to become an entrepreneur and create the, life I always dreamed of by age 26 I, made my first million online and now I, run a seven-figure marketing agency with, clients all over the world the real, question is how did I go from being, stuck in a nine-to-five job to making, millions online traveling the world and, designing the freedom lifestyle I always, dreamed up I'm here to give you the, answer join me and follow along as I, share the exact strategies that helped, me scale my marketing agency to seven, figures and gave me the freedom to live, life on my terms, my name is Joel and welcome to, seven-figure agency what's up guys, welcome back to another episode of think, different theory my name is Josh 40 and, it is I think today's I think today's, Friday, it is Friday but I'm not sure what day's, gonna be coming out but regardless it's, an interview day it is a day we have, interviews and as you guys know we're in, the middle of kind of this, entrepreneurial focused week we've got, Damon I think was our last interview, where we talked all about SEO and, everything that he's doing which was, absolutely fantastic and we're gonna be, continuing that trend here today just, because entrepreneurship is I don't know, it's the thing that runs the world man, if you're an entrepreneur you can do, anything I believe that and it's not for, everyone but when you find really cool, people in the Entrepreneurship game, especially young people that are killing, it I like to talk to those people for, two reasons one because most people are, really fake especially in the online, entrepreneurship space they actually, don't know what they're doing and you, know they'll have a $10,000 month and be, like I run a six-figure business and, you're like no you had a $10,000 month, and so when you find people that, actually really crush it actually really, know what they're doing I always like to, pick their brain and my next guest that, we're gonna be bringing on here he is 27, years old he has an agency that does 200, over $200,000 a month their best month, was 270 thousand dollars that's kind of, hard to fake you know and when you do it, month over month over month clearly, you know that that person has something, right and so he's thought different, right he thinks different than most, people does he goes out he takes massive, action so what are we talking to him, today I want to welcome to the program, though Joel Kaplan Joel Kaplan welcome, man I appreciate you coming on dude I'm, so freaking excited to be here and you, know what's crazy is that I want to be, known as the guy that is literally, willing to open up their bank account on, a Facebook live and show everyone the, numbers because I am sick and tired of, people literally hitting 83 km unthe of, once have an 83 thousand dollar month, they're like oh I run a seven-figure, business yeah I want to be the guy, that's literally willing to show people, that I processed over a million dollars, in my agency so dude everything you said, totally resonates with me I believe, entrepreneurs are the key to changing, the world my philosophy is make money, and make a difference because the more, money you make the more problems you, solve the more impact you have and I'm, also just sick and tired of the online, marketing space you know filled with, people that are fake I think which by, the way it kind of brings me into like, one of the things that I really care, about is like right now I'm on a mission, to be the guy that is willing to, actually back up everything they say, with actual results and actual money in, their bank account which like you said, man it's like not something that's, totally normal in our industry yeah and, it's interesting too because like we, went through this phase where like three, years ago four years ago and I got into, the online space, you didn't need results you didn't need, testimonials you didn't need screenshots, you literally just needed to know what, to say right and then it went from there, to like hey you need some results and, then it went from there to like hey you, maybe should show some screenshots here, or there or you should so some student, results but once again it was just kind, of like as long as you kind of pieced it, together and figured out a way and made, it sound sexy like people would like, take interest to it but now we've gotten, to this point now where literally, everyone's an influencer everyone has, testimonials and results and even, testimonials now dude like they're so, fake, like you'll get these people that are, like this person helped me so much in my, business and they I sat on like one, clarity call and they'll they'll market, that as for like a five thousand dollar, it'll be like yo send me a video, testimonial and your your gonna unlock, the secret module in my course and then, the video testimonial was baited and I'm, okay with asking for video testimonials, but doing it as a way to just bait it, just a little off right and it's just, wrong yeah I mean dude I'm all about, like using your unfair advantage but I'm, also about doing business with integrity, and I'm not gonna lie to people like, yeah I wanna I saw a post by you the, other day that resonated with me so much, it said integrity was expensive like, dude that's so real dude that was a good, one I got that one uh I got that one, from Scott Alford I got to give credit, where credit is due, again doing business with integrity I'm, not gonna lie and take ownership over, that quote which is why I literally put, it in quotation marks yeah, and dude that one that one was powerful, just be gas I mean what did you take out, of it I think so I grew up pretty, religious right and I grew up pretty, conservative and like my family I'm, gonna grow up on a farm and one of the, things that like I was maybe shelter, from was media when I was growing up so, even like pre social media like even, just like the TV the radio like stuff, like that and one of the things that my, parents always told me was like doing, the right thing is always the right, thing to do right and there's gonna be, people that are gonna tell you like oh, it's fine you can get away with this you, can get away with this you can away with, this and they then told me that you know, what and you're gonna be able to get, away with it right like you're gonna, think that you can you don't have to pay, that rest you know your tax money that, your own you know are some right get, away with and some people right and so, it's like yes some people get away with, with you know doing things that are not, with integrity but it will always catch, up with you and so where I grew up dude, like everybody was true on their word I, grew up on a farm dude like if you gave, someone your word you gave someone a, handshake, that was it like you didn't run into, them right the next day all right and, now though like I got into this world, and I'm like, whoa nobody cares dude like we have, contracts I mean we have tons of, contracts in place now just you know for, our clients and non-disclosures and all, the stuff and people still try to wiggle, around it and they're like what wasn't, on paper and I'm like where are the days, of you know just your word is your word, and so I mean it really resonated with, me it's like listen most people are not, actually like they don't actually, operate with integrity and I think from, like my understanding and like what I, found in my life is that like it causes, a lot of stress when you don't you know, what I mean it causes like unnecessary, just drama 100% man and it's funny, because a lot of people commented on, that post where I said integrity is, expensive and they're like no integrity, is actually priceless and they didn't, really understand what I was what I was, trying to say you know people could take, the quote and figure out what it means, to them and run with it but for me it, meant that by having true integrity it, forces you to play the long-term game, and not cash out in the short term hmm, so if I act out of integrity I can make, I can fly right and I can make a crap, ton of money right and that's, technically cheap because it's not it, doesn't cost me it's just right I can, win very fast or I can play the, long-term game and it costs me in that, I'm not making as much money yeah at the, beginning although I do think at some, point in time uh you know like a, compound effect happens and if you do, act out of integrity later on in the, future and by planning all those, positive seeds yeah, that's when you can really cash out big, time so it's truly expensive until that, moment happens for you and you can, actually cash out, no I I 100% agree with that you know the, compound interest effect or there's a, reason they say stay eighth wonder of, the world right I mean that's, cotton when you understand concepts that, said some that's some crazy stuff what, do you what do you think is the main, problem right now in the influencer, agency world space shiny object syndrome, hundred percent or at least the biggest, promise to why people are not getting, results that's how I interpreted your, question did you mean like biggest, problem in terms of just general I'm, gonna I, meant people in general but let's go, down the shiny object syndrome route, because that is something I think is, gonna hit a nerve with everyone so, clearly I mean you're doing which hold, on let's just right here congratulations, dude two hundred thousand north of two, hundred thousand two hundred thirty, thousand a month that's amazing, congratulations thanks hun but you, destroyed shiny objects yeah that's, exactly right you would have had to so, how how is that done and why do you, think so many people struggle with it, dude, the reason I said it was such it is like, the plane of our space right now is, because literally I was in everyone, shoes I used to want to go after all, these different niches I used to want to, have backup plan businesses like I was, literally running my agency and like I, would take my time on the weekends, instead of resting I would literally, work on like an e-commerce shop or an, info product and I would start to map, out all these other businesses and it, would a hundred percent distract me from, the number one goal which was to grow, the agency and even worse within the, agency I had shiny object syndrome I was, like why don't we offer Google Ads, Facebook ads SEO all this [ __ ] on top of, that I was like why don't we go after, oral surgeons dentists mechanics we even, went after artists at one point we went, after rock climbing gyms all at the same, time and there's a there's a story that, I love to tell everyone and I want to, share it here that truly changed the, game for us so me and Marcos my business, partner were stuck at around 20 to 30 km, month and we couldn't crack code we, couldn't crack code we couldn't crack, code and the goal was always 100k month, and Marcus and I decided to create a, contract with ourselves that said that, if we deviated niches at any point in, time in the next six months so it made, us for it forced us to focus for the, next six months if any of us deviated, the game plan we would lose our, ownership in the business whoa and we, literally printed it we signed the, contract that was on the wall whoa, and then guess what happened within, those six months we cracked 100k of, course and then from there it was, just you know talking about the compound, effect if you have shiny object syndrome, you don't focus then you'll never be, able to capitalize on the eighth wonder, of the world yeah it's just compound, effect yeah so from there it was like, 30k 80k 100k 160k 220k 270k they just, started literally having a hockey stick, growth effect that's amazing what's one, of the things that I'm big on is looking, at the source of things and looking how, everything kind of fits together right, and what's interesting is I in my, background is social media right back, when I was even back working with Josue, several years ago and then after that, managing you know followers and whatnot, on Instagram and Facebook I mean I've, managed I think with Josue it was a, couple million but even after that it's, been several millions so Brown 5 5, million or so 5 million plus followers, on social and so my life was consumed on, social media I was spending at one point, like 14 to 16 hours per day on social, media like just stupid unhealthy amounts, of time and what's interesting is is, that like social media I feel like is, literally a different reality than real, reality but we've made it so much a part, of who we are it like we don't actually, know life without our phone right like, we don't know life without Facebook, right you're getting me so amped right, now cuz literally people are like oh my, god in a few years we're literally gonna, be like robots, merged with humans I'm like we're, already there like literally if you let, go of your phone for a day you feel like, you've lost your [ __ ] arm brettelmer, up a lot cuz but like I watched I, watched the OP I was watching the office, the other day today like when I unwind, at night like I'll just turn on you know, something in the background or whatever, just kind of like unwind and they have, do you ever watch the office yeah so you, Ryan, the the intern right he's got his phone, in there at there at the bar and they'd, like hey you have to put turn your phone, off for trivia and he's like okay okay, and then they literally take it from him, and he literally last like five seconds, he's like I can't from sorry I gotta go, I need my phone and he just gets up, grabs his phone and leaves because he, can't not have his phone and I'm like, that's most, people now it's like we literally can't, disconnect ourselves from this device, and I look at that and I go okay so, let's look at reality reality real, reality is you know nature and around us, not separate from our phone but we've, made our phone so much a part of our, lives Facebook you know addicting, notifications and everything like that, we know that this is addicted we love, the dopamine we love it it's awesome, right like raising feels awesome it, really does but you look at that and you, go whoa that like that's the source so, much of so many people shiny object, syndrome right dude that is yeah yeah I, don't know what that to that it's so, like how do you here's here's the big, promise tiny object syndrome this is the, last piece I wanted to touch on the, reason why people have shiny object, syndrome not only is it because we lived, it live in this like multi reality world, where things are extremely accessible, where things are extremely fast where, you can literally get distracted in a, second, like literally pull up totally and now, you're gone like all your focus is, absolutely gone so not only a shiny, object syndrome happening at that sort, of immediate level but it's also, happening at a much more subconscious, level which is that people are afraid, entrepreneurs when they venture out, they're afraid and it's totally normal, like it's totally normal to have doubt, and to have some fear and to feel, uncertain but the problem is that we, what's it called we cope with that, uncertainty by creating more options for, ourselves, hmm so you will we will literally mask, our insecurities by creating fake, security and trying to launch businesses, at once and your brain is telling you oh, now you have five backup plans so even, if the main one the agency doesn't work, out well guess what Joel you've got, three different niches which are really, three different businesses like if, you're on an agency you're in five, different niches my friend you have five, business so literally your brain is, telling you oh my god I feel secure now, because I have all these backup plans, and in fact and if the main plan a does, not work, then Plan B C DME will be there to save, me yeah but what happens is that it's, fake uncertainty and it's actually, robbing you from the focus that's, required to actually scale the seven, figures that's what's happening or even, like multi six figures for a lot of, people yeah or multi six figures yeah, and the worst part of this whole thing, is that it's robbing you from being able, to capitalize on the momentum that you, achieve when you focus and go all-in on, one thing yeah that's super true too and, what's interesting and I'm gonna use, myself as like this guinea pig example, this I'm all about being vulnerable and, transparent though so you have a, Facebook group yeah so what's the name, of the Facebook group marketing agency, secrets marketing agency secrets guys, will link it at the end to and I'm sure, we'll talk about it later but if you, want to join this Facebook group do that, I have a Facebook group social media for, entrepreneurs and what's interesting is, when I first got started in this whole, game right I knew nothing about business, right I I stumbled into social media I, lucked out you know right time right, place with Instagram when it was at an, upward projectory of you know what I was, doing and so my first experience in, business was oh my gosh I have a lot of, followers so when I started making money, I had no idea what I was doing I just, wanted to make money right and so I, started selling things to this audience, and I started making money with it it, was ten thousand and twenty and fifty, one hundred I'm like this is awesome, right you know I mean like it's amazing, for me but like all the sudden now I, mean I didn't have a business right I, didn't know what I was doing and so I, got to this point where when I wanted to, start a business and stuff got a rough I, was like alright well guess what I've, got his Facebook group at any time and, an Arnie jiske and I know you know Arnie, like he and I were talking about at one, time he's like dude it's a bank account, on demand in a Facebook group right like, you just go in there you make an offer, you got twenty thousand people ten, thousand people in front of you boom, when you got this following you've got, this blanket security net right and so, for me one of the hardest things that I, had to do and I mean it took me a while, to get to this point right was I had to, realize that whoa if I want to if I want, to go and build my, business which for me is think different, theory right not an agency I mean like, this is my long-term player what not I, not only have to cut out that those, businesses like you were talking about, but I have to cut out for me as an, influencer I have one other safety net, and that is monetizing my audience right, and so anytime anything would go bad I, would just give up because I would just, go back and be like I can still make ten, which is terrible through your mindset, too you know it's so bad and you I have, a theory that the only way to actually, reach seven figures is by evolving from, a five or six figure individual into a, seven figure individual percent so it's, like if you're not willing to actually, go all-in like a seven figure individual, would then you're never gonna be able to, reap the rewards of running a seven, figure business yeah so I wanna I'm, sorry good no no you go for it you go, well I want to dive into that a little, bit further okay um I'm gonna finish my, thought, finish my thought here really quick with, the Facebook group first with that my, point in saying that is I think a lot of, people associate a business with a, following on social media and a, following on social media is not a, business in fact I would argue that like, ninety percent probably more like ninety, eight percent plus of businesses social, media should come second to the business, unless you're a true content creator, unless your business is literally, producing content your business needs to, come before you focus on social media, now we'll talk about that later I want, to talk specifically though about what, you just said there about evolving into, this person that is capable of getting, to seven figures right I did a, presentation at go tooth on right before, frontal hacking live last year about and, talk about quantum and quantum theory, and all that type of stuff but one of, the things I talked about wasn't the, identity shift and being able to design, the person that you need to become in, order to achieve your goals because you, right now are physically not capable of, getting to your goals you have to evolve, and become that person and you haven't, earned it so you haven't earned the, right to even run a seven-figure, business right but so my question to you, is where does one start on that and if, we've got no backup plan what happens if, I fail I want to start with question one, there which is how do I start to become, a seven-figure person like where does, those are, choose really amazing questions which, can take us in two very different paths, right so let's start with number one, which is what do I need to do to become, a seven-figure the listener right now is, stuck between 5,000 and 20,000 a month, right good month bad month sporadic, income and they may have a good service, right it needs to be tweaked and honed a, little bit but they're stuck there what, does that person need to do to go hit, seven figures just you asked me to be, vulnerable before coming on the show so, I'm gonna literally hit you with the, truth let's do it and actually tell you, a good story which most people probably, don't have the balls to tell but anyways, let's dive in so when I was doing about, twenty to thirty K and the business was, stuck a lot of the issues came from my, like mental health and just my inability, to actually perform at the highest level, and literally it was affecting not only, my relationship with myself as, reflecting my team it was affecting the, people not reflect him and affecting was, affecting the people around me and it, was causing her just a lot of damage in, my life and it just wasn't creating the, space to allow me to perform at a higher, level and actually evolve into seven, figures so what did I do I want to see a, therapist like I literally for the first, time in my life I was like well if the, mind is the thing that's getting in the, way and it's all from some trauma that I, had when I was a child what do you do, you hire a coach right and you hire a, coach for mind-stuff so it's not, necessarily a mindset coach that allows, you to perform or if you know, effectively is more like let's actually, clear this stuff so that it can be less, stressed out my day and I can just act, and take at like literally take actions, and make decisions at a much higher, level, so I committed to going to therapy for, like three to six months I think I did, like six months and dear like literally, as I did that the business grew I told, my therapist all the time like you the, ROI and your invest on this is insane, it's out of this world and it's not even, the ROI on the business cuz not only did, the business grow like mile also my, happiness and just my self-awareness of, like why I act the way I act and where, it comes from absolutely took me to the, next level, the reason I share that story is because, the answer although it's going to be, very kind of high level the answer is to, work on yourself like and I know that's, kind of a vague answer that doesn't give, you a lot of practicality but that's, also the right answer right and there's, really no other way to put it if you, want to evolve into a seven figure, person it's by working on yourself how, do you do that you can hire coaches you, can continue learning, you can practice like taking a lot of, action the failing failing failing, action action action failing failing, failing like practicing really helps, yeah um you could do introspection like, journaling you can meditate there's no, like one specific path yeah but I think, the the high level answer is how do you, start evolving to a 7-figure person is, by being patient with the process and, continually working on yourself 100% and, you know I love what you said there, about you know you ask yourself the, question of like okay if mindset is the, thing that's gonna work or if mine in my, mind is what's getting in the way right, then how do I fix that and I had that, exact same experience and for those, people that listen to the show they know, this I mean I wrote a whole book on it, right mines your playbook talking about, when I hit rock bottom I was like hey is, mindset the key to success if that is, the key how do I go and fix that and, ironically it wasn't at that time was a, year later but earlier this year I went, and saw a therapist and was after the, death of my brother and you know things, like that like so that is so key, figuring out and investing in yourself, and one of the things that I actually, talked to Rachel Peterson you know, Rachel Peterson of course right yeah I, talked to her about is like you can, hustle your way to say figures some, people can hustle their way to seven, figures but very very few very few can, hustle your way to seven figures I don't, believe it I don't think so okay so you, could hustle your way less there are, outliers and of course or some cases, where if you have a massive audience or, some rank unfair advantage it can work, but if you're truly just if you don't, have this crazy unfair advantage it's, like you got to work on yourself yes and, so you can hustle your way to six, figures some people can hit the, seven-figure mark but you cannot sustain, a seven-figure business at all until you, become the person capable of that, it's sorry I'm gonna jump in there yeah, go go so excited right now your synergy, is insane and it gets even crazier at, eight figures like trying to go from, 250k month to figuring out how to hit a, million a month is much less about, strategies and technical stuff and, proven systems it's much more about how, do I need to evolve as a person so he, can actually manage a ten million a year, company right well and so what's, interesting too is is that the person, that you have to become to manage a, seven or eight for your company let's, talk about this because I don't think, enough people do not everybody's cut out, for that now I think I think anybody can, do it Ryan I think anybody can become, the person capable of doing that when I, think that a lot of people would not be, happy at eight figures or even like you, know five million a year and I'm curious, to know do you think that some people, like truly wouldn't be happy with more, money managing the teams like doing it, as what they do and they would much be, much happier making six figures or maybe, multi six figures a year or do you think, that if you do it right everybody should, try to get to five pick you know five, million or ten million dollars dude I, think that believe it or not I studied, philosophy in college because I was, angry at my parents for not letting me, draw balance I was like I'm on a Rebelle, pick a pick a degree that's pretty, useless but the one thing you did teach, me is that there's literally no right, answer and that everything is kind of, just very open-ended so I would say it, really just depends on the individual, and what they want like I've known since, I was little like I want it to go and go, the big company for me and me like a, million a month has been in my mind like, a million a month by 2021, that is going to happen watch me do it, like I really that for sure what put it, we're putting in the work like that's, been in my mind and that's what I've, wanted just because you know I love the, game of entrepreneurship I love the game, of building things but that's not, necessarily what everyone wants right, it's like my business partner Marcos, believe it or not he travels the world, in a band and like a conversion bin it's, a nice band but he literally lives in, like a 8x8 band right it's incredible, and I, the seven-figure hobo by the way that's, cuz he's got like he's got millions, living in his late tiny benefit that on, there is maybe he wouldn't be as happy, like at a million so we literally have, had to have a lot of come at a million a, month, so we've literally had to have a lot of, conversations around like what do you, want if we did hit a million a month, what would that look like for you and, for some people they answer might be you, know what I don't even need to hit a, million a month I just want to be with, my family and you know do multiple six, figures and know that I can go on two to, three vacations every year yep yep for, sure and I think that's important I, think his a lot of people hate on Gary, Vaynerchuk for a lot of things but one, of the things that I think that he has, right is like you've got to know it, makes you happy, right like you've got to know what you, want out of life and you know to go and, do that and I do think that there's, truth to that, I'm curious to know though so you've got, a business partner how's that how's that, work meaning like what what's the, relationship in your business him do you, is it like one responsible for one, department one's responsible for another, important department you know traveling, the world and or traveling the country, or wherever he's doing in a van is, pretty unstructured compared to maybe, your life right so like how does that, relationship dynamic look dude I'm gonna, give you a pretty unconventional answer, I think you're gonna really like so I, was talking to Scott Alford actually and, we were talking about how there's two, types of entrepreneurs there's type of, entrepreneur that's driven by the, lifestyle and there's the type of, entrepreneur that's driven by the, identity of it so a really good way to, be able to tell who's who if you say oh, my passion is entrepreneurship your, identity is probably attached to, business and you derive yourself Worth, and your value and your sense of meaning, from business right the biggest positive, the biggest Pro of having someone that, derives their sense of meaning and their, self-worth from businesses that they, have an insane drive an insane, motivation they're an unstoppable the, biggest downfall is that they're very, emotional very impulsive when the, business goes down or they lose clients, or their clients are not happy then, they're not happy with themselves then, their self-worth goes down then they say, oh I, like I'm not doing well as an individual, right and that that stops you from being, able to make decisions and act at your, highest level possible to drive the, business forward on the flip side and, it's all gonna come together by the way, with your initial insurance yeah and, then uh on the flip side you have the, lifestyle entrepreneur who like, literally they just want to have their, like I want to be able to do this this, this and that for Marco's he wants to be, able to travel the world he's a, professional paraglider pilot so he, wants to fly whenever he wants and he, wants to travel in a bit that's pretty, much it right and he wants to have, passive income the problem with the the, best part about those entrepreneurs is, that their identity is removed they, don't care if they're literally running, a toilet company like they're like I, don't care I just needs to be making me, money I'm happy right right whereas for, me I'm like oh I don't want to be known, as the toilet guy right which is it's, also a flaw right but for the lifestyle, entrepreneur the biggest positive like I, said is that they can really move the, business forward without being attached, emotionally attached to the business the, biggest downside is they lose motivation, very quickly as soon as they reach their, goals they don't have that unstoppable, Drive like Gary me like you mentioned it, was like I need to do this all the time, I can't stop so to answer your question, how do me and Marcos actually balance, each other out I would say it's much, less specifically at this point about, the tasks and about the specific actions, that we take within the business and, it's much more about the personalities, we have I make sure as that identity, entrepreneur that I'm always pushing him, always driving him forward always you, know lighting a fire under his ass on, the flip side he's helping me, emotionally detached from the business, and not have my identity be so wrapped, up in it so that we can make the best, decisions and take the biggest actions, possible to move the business forward so, I'd say that was kind of a very long, tangent but that at this point in our, business we balance each other out in, just who we are as individuals and the, sort, of energy that we bring to the business, that makes sense huh I mean and I think, that's super important, I was out is you know it sounds like you, know or have been mentor by Scott, Beaufort I did one day with him okay so, you did a with him so I I went out there, for I guess it would be two days I can't, remember it was two or three days we, were out there for a mastermind out in, Santa Monica or wherever they were out, there and this was back when he was with, Zion and like they owned I forget what, it was together but we sat down with, Zion who I think is also very smart I, have a lot of respect for Scott a lot of, respect for both but Andrew cruzi and I, were actually gonna do you know business, together and we were gonna go in and you, know start something and we sat down and, we got you know how did this big long, conversation about personalities and, driving factors and balancing others out, and yada yada and through that, conversation we actually decided against, working together simply because of the, fact that our personalities we're gonna, clash and we knew that right from the, get-go and so we avoided that question, catastrophe like from the beginning, because we understood that our, personalities did not go and work well, together you know two dominant figures, two very very similar in a lot of ways, so I think it's interesting that you say, that like you've got to know yourself, and you've got to know your business, partner and they have to know themself, they've got to know you and you've got, to find that balance of not just in, roles of the business but specifically, in if I heard you right at least not, just in roles of business but, specifically in the type of person and, drive that that person has dude 100% and, I think like I could tell you Oh at the, beginning he did sales I did fulfillment, but then answer is like not gonna be, helpful to anyone that's in your, audience the people in your audience, it's all about like mindset and evolving, and really understanding, entrepreneurship on that deeper level, which is why I kind of wanted to share, that deep answer that being said with, Marcus and I I feel like I had a thought, and I just lost it well, all I want to dive into the actual, business now if if we can go that, direction because I think that this is, one of the things that a lot of people, are gonna have questions about so I want, to kind of dive into maybe business, structure and how you have the business, structure and what you actually did to, get to seven figures I think people have, a little bit of context around what, you've done now and how you like you, know where you're at so let's let's talk, about the actual way that you grew from, the $20,000 a month or $10,000 a month, mark to seven figures so for those, people that don't know what is your, business specifically like what are you, doing who do you serve great question, and by the way I remembered what I was, gonna say if you're gonna stop it be, honest right there let's say I drop it, super quickly another thing that I see, with people that are having partnerships, doing correctly is they don't actually, have a trial period so a lot of people, don't know this about me and Marcos but, for the first 90 days we actually didn't, sign one paper, we didn't commit to anything it was all, just verbal agreement and we were just, gonna feel it out and see how our, energies either collided or you know, came together so I just wanted to throw, that in as a little golden nugget like, even thinking of bringing on a partner, like you have to absolutely be willing, to try it out before you just sign the, papers and get married to that person, that's a good point I think that's super, before I mean and Andrea and I did the, same thing I mean it was a week not you, know 90 days but we knew within a week, it wasn't gonna you know work out you go, and so yeah that's that's actually super, good point and I would say for those of, you that are thinking about getting a, business partner that's a really good, piece of advice that you should follow, so okay cool so transition transition, alright transitioning back to the, business okay so who do you serve what, do you do so I run a digital marketing, agency called Atlas digital and we help, doctors so chiropractors grow their, practices with Facebook Ads so okay, first thing that I noticed is they hear, very specific like you know your market, really really well why that market how, did you get to that point great question, so we were as I mentioned earlier trying, out a bunch of different niches and at, this point we had like five, actors on board we also had a lot of uh, a lot of other types of niches, hold on once again Marcos is just, jumping, you, sorry guys Marco is my business partner, literally jumped into the booth and, don't worry I was like what do I tell, muted myself I was like get out of here, dude he just jumped to the office no, worries so we're in a bunch of different, niches and he was getting crazy and I, was literally losing my mind trying to, figure out how to fulfill on all these, different types of clients and then we, realized you know we had five, chiropractors and we were getting them, very good results so we honestly didn't, think about it too much and then Marco's, and I were just like let's just, completely go all-in on chiropractors, and that's when we made that commitment, and that's when it really started taking, off so for those that person that's out, there though that's getting started in, an agency right they're like hey like, you know I don't know what's working, right now I don't know if I want to, serve chiropractors or if I want to, serve restaurants or online agencies or, like e-commerce stores like I'm just, gonna try a bunch of different things, because I don't know which one I'm good, at what would you tell them is it and I, don't actually don't know the answer of, what you would say because I have an, agency but I never went through that, phase with my agency because I knew what, I wanted to do like I knew what I was, good at like going into it but for that, person that's just starting out is the, answer okay try a bunch of different, things until you find the one that you'd, like or can get results for and then, double down on that or you just like, pick one and bigger it out great, question, first things first don't think the one, you like like unless you're unless you, have five million dollar city in your, bank count like build a business that, makes you money like agencies are meant, to be cash cows and I know a lot of us, are like again identity driven, entrepreneurs you want to drive meaning, out of it but that is a fatal flaw right, because then it stops us from maybe, going into the niche that would actually, help us succeed and build the, seven-figure business so I would pick, the one what I would do if I were, starting all over again is I would just, show up to a BNI and for those of you, that don't know what BNI is it's a, referral networking group of local, businesses now would literally say hey, guys I'm brand new to the area and if, you're not brand new I'd say hey my name, is Joel I just launched a marketing, agency, and I'm looking to bring on five clients, for absolutely for free to run their, marketing if you're interested talk to, me at the end that's it then you're, gonna have a bunch of businesses coming, to you you're going to schedule calls, with more than five because more than, five are going to be interested and, you're going to do five free trials and, select the five that you want to work, with the most not based on how much you, like the niche but based on how, confident you are that you can get them, results right and what you're gonna do, is you're gonna say hey let me cover the, ad spend so the the traditional curious, student approach but you're just gonna, do it in person and that way you don't, have to like literally post on Facebook, you can find the five businesses get, them scheduled and test it out with five, different businesses then I would go and, find the bit after trying it out I would, figure out which business can I get the, most results for and then I would run in, that direction hmm that's what I would, do so you you know what good I would I, would not start by going all in until, you have that sort of base level of, experience I think a huge flaw in our, space is that we want to again cash in, so quickly we want to make all the money, right now instead of actually building a, long term business and if you are, thinking oh how can I get clients, without case studies without, testimonials without even knowing how to, run Facebook ads how can I get someone, to pay me if I don't even know how to, run a Facebook ad that's you're asking, the wrong question the right question is, how can I get a few businesses on board, so I can learn these skills and get good, enough at it so that I can start, charging money yeah one of the things I, think is interesting that you said there, as well is and I want to talk like I, want you to touch on this you're, literally getting local business owners, right I think a big misconception in the, agency space with a lot of the people, that I talk to is they're like how do I, get clients online right like how do I, get clients without leaving my living, room and it's interesting because like, there's this thing that's like oh if I, can make money on the internet, I shouldn't have to leave my house, right and it's like you're basically, saying hey look the Internet's a tool, that you can use to get more clients but, that doesn't mean the traditional, business practices of networking with, local businesses and going out there and, getting their information like you know, meeting them sitting down with them, talking with them in person like those, are traditional business practices those, still work and they're still gonna get, you clients when you're just starting, out and guess what no one else is doing, it because everyone's sitting at home so, then you're gonna be the only marketing, agency that shows up and you do the, curious student approach and you get as, many free trials as you want literally, as many as you want, yeah and this is BNI meetings guys where, would someone go to find a be an i, meeting in their local town Oh literally, Google I can give you guys a website, hold on it's BNI calm B and I calm I, like this this is I mean it's very very, practical it gives people exactly where, they need to be right so if I'm wanting, let's let's go to this entrepreneur, that's out there that Dave they've gone, and I'm trying to speak really to who I, believe my target market is on this, because this is really good information, okay, this is the entrepreneur out there that, they have some skill sets maybe they do, some website design maybe they do some, coaching or consulting or whatever but, they've they've got real no real, business online right they're just kind, of doing stuff and now they're gonna go, start this agency right are when it, comes to actually learning the skill set, because you you don't do the actual, fulfillment you personally I mean you, have a team that does it now right I, used to right so at the beginning you, used to do that so how important is it, to learn the actual skill itself and, when do you bring in someone else to, start doing the Facebook Ads like, there's like I feel like there's two, trains of thought right it's like one of, them says hey sell and get someone else, to fulfill don't worry about selling get, someone in their zone of Jeremy don't, worry about fulfilling get someone in, their zone of genius don't learn, Facebook Ads like you someone else and, there's a flip side of it that's like no, learn the Facebook has learned, everything about it know your business, inside and out and then bring someone, else in, so for that person that's starting which, what's the right, for you again guys it comes to like I'm, here to build a long-term legacy so it, would do me no service to literally, outsource it to a white label agency, where I don't own any of the, intellectual property I'd rather suffer, at the beginning figure out how to do it, myself and own the process so that not, only am I not tied to a whole nother, company which is a huge vulnerability, but also I own it so if I ever wanted to, sell the business I can sell it if I, ever needed to make some infrastructure, changes I can make them I own the, process so again that's more of a, long-term thinking approach where's a, lot of people are thinking short term, and thinking oh how can I just make, money today and I'll just hire someone, to do the work and then keep growing, that way but as we talked about earlier, what's the difference between a six, seven six figure person or a five figure, person and then a seven figure person, one of the key differences is that six, figure people think short term seven, figure people think long term it's, amazing that's super super that's super, super true and what's interesting here, as well guys is like guess how many, followers you need on social media to go, do this, zero-zero right and so many people can, so caught up and follower is this, ridiculous man dude I actually highly, highly recommend everyone to go and do, in person like promotional things like, going to a BNI group because even if you, land zero clients you're practicing the, act of putting yourself out there which, if you're trying to run an agency which, is a service and people based business, you have to get good at that skill even, if you're doing it through resume call, you know even if you're building a, rapport through a zoom call you need to, get used you're just putting yourself, out there and building relationships so, even if worst case in there you go to, the BNI and no one wants to do a free, trial which is never going to even, happen right let's assume worst case, scenario the beautiful part about it is, you still get to practice putting, yourself out there and practicing the, art of a people and service based, business and and just having the, experience of doing that like one time, or two times even if you don't get any, clients like, I mean I look at like the guy Howard, what assaults or whatever his name is I, started for Starbucks he got turned down, by how many dozen bangs was like 80, something banks turned him down for a, loan like yeah take you start if he, would have given up after the 85th one, instead of the 86th one like there be no, Starbucks right and like you look at, that you go he over and over and over, again people ask me they're like Josh, how are you get it you know giving, interviews how are you able to go and, get people you know on the podcast yeah, I'm like because literally for the last, three and a half years of my life I've, done interview I've done over a thousand, live streams right a thousand like why, am i good at it now because I've done it, so many times and they're like oh you're, naturally talented no I didn't know what, to say I didn't know what to do on my, first one I just went out there and did, it and like three people watch but who, cares it's that constant act of just, going out there and taking action in the, right direction and if you fail like who, cares like I just don't get and that's, one of the things I'm very passionate, about is that if you fail fail right, like quote-on-quote who cares if your, identity is where it should be which is, inside yourself and not tied directly to, results and not you know to the amount, of money in your bank if you're okay, with who you are as a human and you fail, you go oh dang I failed, what could I do to make it better this, time oh man that didn't work what can I, do this time and that's why I like I, look at every single day I wake up and, if I have a bad day on my business I go, what wrong how could I learn and so many, people are just so gosh darn afraid of, what everybody else is gonna think about, it but they don't even want to go to a, BNI meeting like I had and Tiger Woods I, guarantee you the first hundred golf, swings he sucked I guarantee it I would, put my money down yeah what a bet right, now first hundred he was not oh my god, the best golfer in the world you, literally or even good what's what's, fascinating is that you literally need, to actually fail in order to even see if, you're good at it yeah and people, already ride themselves off if they're, not naturally good at it on the first, attempt like guys I used to have panic, attacks before going into sales meetings, panic attacks I would literally have, major anxiety and I've closed deals now, at this point that are over six figures, it's amazing I've closed $150,000 deals, worth literally $150,000 check in one, shop one, tomato how did I know that I was good at, it because I literally kept stepping, into the fear kept stepping into the, fear kept stepping into the fear and I, knew that the only way for me to, actually see if I was even good at it, was to go through that amount of, practice and failure yep like mice my, sales guy omere he literally did not, close one deal in four months he failed, and he failed and he failed and he, failed, I literally and I love telling this, story because it's such a he's my one of, my biggest motivations I literally, almost fired him, I remember after dinner we were eating, at Southern Sun it's a restaurant here, in Boulder Colorado we went out to the, parking lot and I said Oh me are you, don't sit close five lines in the next, month we're gonna have to let you go in, the next 90 days he closed over 100, people oh my gosh you gotta set hard, deadlines for yourself I look I know jr., Revis is out there with you right now I, mean that dude yeah dude wrote a check, to the KKK like what that guy stayed up, till 3:00 in the morning because he said, he was gonna work out twice but like the, reason I share that story is because, well Muir would have never actually, realized his potential as a Salesman if, you did fail if you didn't say you know, what I want to go through four months of, not closing one deal yeah now everyone, is like oh you're you're such an amazing, salesman, oh I'm sure people are gonna start, saying you were born it with this talent, you were naturally gifted I guarantee, you he was not yeah well it took me 37, 37 calls to make my first sale in in, social media I've done great actually, but it's fantastic here's the thing I, did five hundred doors door-to-door, sales for businesses selling, business-to-business and made one sale, the summer that's the whole summer and, then I switch to my own business and did, 37 sales calls before I made my first, sale in my own business so I just keep, picking up the phone okay running on, time so I want to continue moving on, because all right so I've started a, business I'm going I'm getting clients, in I'm at the $20,000 a month mark right, and I want to get to the seven-figure, mark from a structural standpoint like I, get you got to work on yourself I get, you know you got to invest you got it, you know do the personal thing and that, and guys I want to be very clear and, Joel said it early on the podcast like, no tactic no strategy none of us gonna, work unless you first work on yourself, and become the person that's worthy of, getting to seven figures but let's, assume that I'm working on myself I have, a mentor I'm working out I mean the, mindset from a structural standpoint if, I'm at twenty to thirty thousand dollars, a month I probably have some excess, income now at this point right where I, can invest back into my business what, structural changes or strategic things, did you do to set your business up to, get to seven figures I would say even if, you're less than 20k like let's say, you're at five to ten K at this point, you need you absolutely need to niche, down and go all in in the business that, you're starting trying to build and, earlier you asked like you know what, happens if we go down the other path and, no no you asked me what happens if we go, all-in and fail yeah well the, alternative is you go after a bunch of, niches and then you're guaranteed to, fail and it's like I will literally bet, all my money down that you're going to, fail no doubt about it, right so really the only option to get, to success is by going all-in so the, first thing that I would do is have, insane focus the second thing that I, would do is start working on my systems, so you don't know what SOPs are I would, literally start looking up standard, operating procedures and for those of, you that don't want to do that you can, literally start by recording yourself, doing a specific process yeah so for, example I'm at we work right now the, co-working space and the first time I, came here I had to literally book out, the space for five days and instead of, me just doing it and then having to do, it again next Sunday because you have to, do it once a week I recorded myself, actually sharing my screen on loom video, and walking myself through recording I, recorded myself booking the actual space, and then I sent it to my virtual, assistant I said hey every Monday, please go and reserve for the following, week and I sent her that video so you, don't have to build all these crazy, systems but you have to start building, systems just like that do you use any, software specifically for that outside, of like gloom and, making standard operating procedures you, slack asana loom google drive that's how, we build all of our systems asana is it, sounded like a Trello yeah it's more, advanced more advanced than trial ok, because we use Trello but I'll have to, look into asana, okay yeah and then so again number one, going all that number two starting to, build systems number three I would start, hiring that's key like part of reaching, seven figures is accepting the fact that, you can't do it alone which again for, entrepreneurs that have their identity, type of their business it's very hard to, let go because you're literal [ __ ] your, self-worth is coming from the success of, the business so you're like oh I don't, want to let it go and fail right because, I failed and I feel bad about myself, yeah the next step is to hire start, hiring a team you've been literally if, you don't have much money you start by, hiring part-time da's if you have more, money hire full-time bees it's like five, hundred six hundred dollars for a whole, month forty hours a week do you do you, have like a a specific like head, assistant person or head person that you, work with that kind of manages everybody, else or do you I mean I know that's not, where you would start but like let's say, I've got four or five of EA's I do you, have a manager of those vias are you, that manager and at this point like, their tasks are so systemized and they, know exactly what they need to be doing, that they don't really need a manager we, also track every single data point in, our agency using something called simple, KPI so we can literally see if, something's not getting done in a, heartbeat and just and then we can just, you know recalibrate talk to them and, make sure everything's getting done so, what I would do if I were to 20k going, all in huge number two I would start, building systems number three or start, hiring if you don't have much money, start with a part-time BA if you have, more money for hire full-time BA if you, have even more money hire a part-time US, employee if you have a lot of money, you're feeling like this is it let's go, for it, hire a us-based employee yeah here's why, that is so key you have literally just, but if you hire us based employee you, have doubled your time yep, instantly boom you literally double your, time you go from being able to put in 40, to 50 hours a week to being able to put, 80 to 100 hours a week, yep yeah I just hired my first I hired, my first full-time employee a year ago, yesterday us-based full time employee, and how has that changed things for you, absolutely fundamentally changed my life, and many other people no on her name's, Carrie and like I don't like you you get, into the state where you're like I don't, know how I functioned without that, person you know what I mean it's just, like such a radical change and for the, you know several thousand dollars a, month that you pay out like yeah, obviously there's expenses there but the, reward or return on investment from, spending even if it was five thousand, dollars a month, right like that that's a chunk of change, don't get me wrong it's 60 grand a year, but their reward that you get from that, is just unreal again six three-year, people think short term seven-figure, people think long term so a seven-figure, person would say oh well I'm at 20k a, month if I pay another five grand I'm, left with 15k and now I have someone, else to be able to take me to 50k a, month yep long term whereas six you know, people that are not at seven figures, would be like well I can't I can't, invest 5k yeah, scarcity short term so what happens here, is you double your time and then you, start transitioning from a business, employee like an employee of your own, business into a business owner and again, this is all about the evil loot the, evolution of becoming a seven-figure, person part of it is transitioning into, a business owner right so by hiring you, again start to take those steps forward, outside of before you go for it I was, gonna have I have one more question, specifically on that that I've gotten a, lot when it comes to systems that I'd, like to touch on before we wrap up here, and that is if you are and and if you, don't know the answer this cuz maybe, maybe it is different for you but like, if you are the business or if you are, part of the product that you're selling, meaning like someone's paying for, coaching specifically from you or, consulting for the business specifically, from you how do you or even like with, the Facebook ads like you know how to do, the Facebook Ads right you're writing, the good copy you figure the whole thing, out how do you remove yourself or create, a system around a task that requires, thinking and not just a step-by-step, formula like it changes every time is, done those types of businesses like if I, was trying to build the vaynermedia type, of marketing agency like the Gary, Vaynerchuk type of marketing agency, they're infinitely harder to scale, because they're only scalable in, relation to how fast you can train, someone to literally just do exactly, think like you act like you all that, good stuff but for those of you guys, that are in this situation what I would, recommend to you is to try to 8020 it, maybe you can't automate everything, maybe you can't systemize everything, maybe there will be a part that still, depends on you which is a vulnerability, by the way but I'm sure you can automate, 60 80 percent of it and knock out any, other part of the process that doesn't, require your original thinking um that, being said like I just I wouldn't want, to build a business that 100% depended, on me yeah so because then that's not, really a business it's more of like a, consultancy and if that's what you're, after like hell yeah but in a way you, know you have a job right um which is, okay I'm not saying that that's wrong, it's more about what you want as an, individual so that makes sense yeah and, I think I think people do need to you, know understand that one of the things, that I think for me personally which you, know very different than maybe the, average person doing you know a billion, agency is that I was you know when I, hired Sam ovens and gotten to haul his, stuff and whenever it was build a, business remove yourself in the process, remove yourself in the process remove, yourself in the process and I remove, myself from a large majority of the, process but when it comes to you know, from the podcast like for scheduling, whatever but I woke up one day and I, realized I was like I love podcast like, I love talking into a microphone I love, the camera on me I love you know what, would I do for the rest of my life uh if, I got paid any meta money like I would, still be, from the camera I would still be talking, so I'm gonna automate all the crap that, the scheduling the content I mean I, don't do any of the processing when I, get done with this interview I hit and, record I upload a file and then I forget, about it and it's published right, everything gets sent out the whole thing, is done I'm automating 80% of my process, but I'm still doing what I love, nobody can replace me on the podcast but, I'm okay with that because that's the, type of business that I want to build, boom I don't even know what that - that, was perfect man it's like the magic of, not having to do it when there's so much, into that and like empowering roles and, things like that like just hire somebody, guys like just do it just like figure, like you'll figure it out along the way, um hiring like that first person is I, feel like it's super scary right, but at the same time like it's just the, best thing that you can do and there's, also let me throw in one last variable, and then you can further scaling the, seven figures so again it's systems, hiring a team going all in on one focus, instead of having multiple businesses, and then finally I'd say it's having, having a proven an automated prospecting, system whether it's paid ads whether, it's called email whether it's LinkedIn, you need to be able to tell me hey Joel, I'm gonna be getting ten appointments, this week pretty much consistently, across the board for the next few months, if you can't say that it's gonna be very, hard for you to scale to seven figures I, mean um I would say that there's a lot, of people out there that don't run, seven-figure businesses so they haven't, been able to crack the code on that but, there are people out there that can help, you build those systems yeah you, literally don't have to worry about, appointments again like I know for a, fact my agency is going to close between, 20 to 30 clients every month I can say, that with confidence because we have, those prospecting systems in place as, amazing this is amazing Joel I want to, thank you for your time I want to go to, rapid-fire questions but before we go to, rapid-fire where can people find more, about you and if they wanted to, potentially think about I don't know how, I don't know even know if you offer, coaching or consulting or anything on, the back end there but like where would, people find out more about you if they, wanted to learn more about what you do, and learn from you everyone watching, this has to absolutely go and follow me, at, official Joel Kaplan on Instagram post a, lot of valuable golden nuggets there and, then also check out my free facebook, group marketing agency secrets them and, this is top secret stuff I literally, have not shared this publicly so uh yeah, something different very exclusive so, Josh forty exclusive if you're looking, to scale your agency to seven figures I, just launched what I'm calling the most, hands-on coaching program for agency, owners on planet earth Wow, you're looking at scale to seven figures, so if you want more info on that it's, still pretty new the results for the, students have been absolutely insane a, bunch of people have already crushed, across 50k a month when I talk about, having an automated prospecting system, literally everyone is getting, appointments left and right there's not, one person in there that's not so if you, want to learn more about that just DM me, it's still again a little top secret so, yeah shoot amadee i'm on instagram or, facebook will link both the Instagram, account and the Facebook group in the, description of this podcast episode so, make sure to check those out and follow, Joel over there he guys he's he's smart, dude if you couldn't tell like he knows, what he's doing and I really appreciate, you taking the time to come on here okay, let's go to rapid-fire questions real, quick and then when we wrap it up uh, rapid-fire has basically asked like five, or six questions you're super fast and, trim fast and I end with the same, question with everybody so rapid by our, question number one what is your, favorite airline to fly United United, okay you're not afraid to get me beat up, sorry it's cuz comfort I like girl, flying United then that's just like it's, like you like what you know yep yeah I'm, a delta person so like I totally get, that you just pick airline you go with, it, are you are you a sports car fan and if, so what's your favorite sports car do, you know I'm actually like people, probably hate this answer I like my Jeep, Cherokee I live in Colorado I do drive a, Jeep Grand Cherokee dude I love my Jeep, oh it's a the next car I'm gonna get is, Tesla 100% so Tesla's are awesome, awesome, okay I'm a coolest place you've ever, traveled to in the world meta-gene it's, my favorite place okay alright cool, biggest lesson that you've learned in, growing your seven-figure agency, building a seven-figure agency is like, putting a mirror in front of yourself, that highlights both the good and bad, about you and if you don't deal with the, bad and learn how to leverage the good, you're never gonna scale the seven, figures I love that I love that alright, last question let's put that on the, let's put on an Instagram voice and we, should we should I need to start like an, Instagram wall awesome from people on, the podcast that's actually a really, good idea okay last question though I, asked this question to every invoice, leader okay last question is is, everybody if you're fat fast forward, your life you're on your deathbed right, now okay you're at the end of the life, and all of your success all of your, money all of everything is gone right, everybody that you've touched nobody, knows who you are, it's just you on your deathbed however, every single person that you've touched, and influenced either directly or, indirectly you get to leave them with, one final message what is that message, wow that is an amazing question I would, say right now this message will probably, change if you ask me in 10 years because, you know nothing is permanent but right, now the message that I'm trying to, preach to the world especially in our, game in our online marketing game is, focus on making money but also focus on, making a difference just because it goes, round and around and you know the more, people that you help the more impact, that you have the more problems that you, solved the more money you'll make and, the more money that you have and you can, go out and do amazing things for the, world so you know I went through a, period of time where I was like just, money money money money money money, money and I just lost a more genuine and, compassionate compassionate side of, myself and I've really tried to step, into this idea of yes anding and, integration and being like yes I can, make a lot of money and I can do good, for the world yeah so right now for, everyone watching I'd say go out and, make money make a difference make money, make a difference I like that there's a, lot of people that focus on one or the, other but I think a combination of both, is good Joel thank you so much for a, time man I appreciate you coming on the, podcast guys seriously go make sure to, follow him, like I said we'll link it down below if, you are interested in the agency space, Joel is one of the people that you know, I really do recommend there's a reason, we have him on the show like he knows, what he's doing I not only know him but, I have several friends that are in his, programs and have followed what he does, and our friends with him closely, I think Justin Saunders actually is one, of those right I mean shadow Justin he's, in there as well I was like three deals, yesterday there you go shout out Justin, shout out then follow him seriously like, he will like what he teaches actually, works and it will make you money clearly, you can't fake a 1/4 million dollar, happy to show you guys my bank account, yeah I want to be that guy, so he'll be that guy well thank you, about so much again guys as always, hustle hustle, god bless do not be afraid to think, different because those of us that think, different are going to be the ones that, change the world I firmly believe that, thing different is not just a way of, thinking it is a way of life I mean it, will change radically change everything, about you become the person that you, need to become I love you all and I will, see you on the next episode take it easy, fam peace