00:01 - 00:06
one cold email $4,000 and there was no
00:03 - 00:08
customer support whatsoever we need one
00:06 - 00:10
cold that's it and that's the first
00:10 - 00:13
money other the
00:14 - 00:20
balls meet Mark Lou a millionaire who
00:17 - 00:22
owns exactly zero pairs of shoes and way
00:20 - 00:24
more startups than You' think is
00:22 - 00:27
reasonable he sits here in this
00:24 - 00:30
disgustingly beautiful Tropical Paradise
00:27 - 00:33
to show you how to turn ideas into trans
00:30 - 00:35
strangers into clients and your boring
00:33 - 00:44
job into a distant
00:46 - 00:50
memory we finally made it yeah we
00:48 - 00:53
freaking made it with maybe 6 hours
00:50 - 00:55
delay but we made it yeah we got the
00:53 - 00:58
Visa we have a fly ticket we're freaking
00:55 - 01:00
ready to go to Australia to meet that
00:58 - 01:20
person meet some
01:20 - 01:25
we finally arrived Australia it was
01:23 - 01:27
supposed to be our healing trip but the
01:25 - 01:30
first day is totally brutal yeah it was
01:27 - 01:33
crazy hopefully we can get a car rent
01:38 - 01:42
Australia what's
01:40 - 01:49
up that pretty
01:49 - 01:55
good now it's 400 p.m. we tried to eat
01:53 - 01:57
dinner before five Mark is actually
01:55 - 02:00
having a little struggle to disconnect
01:57 - 02:03
we can talk about it during this dinner
02:00 - 02:06
yeah e you yeah yeah okay let's do this
02:07 - 02:11
good so actually this morning we had a
02:11 - 02:17
no yeah I'm kind of made a mistake today
02:15 - 02:19
by opening the computer mhm cuz once I
02:17 - 02:20
start working I kind of stop thinking I
02:19 - 02:22
have to write about thinking about the
02:20 - 02:24
tweets I'm going to write build features
02:22 - 02:26
I have to fix bugs so many things and
02:24 - 02:27
once I see something then it kind of
02:26 - 02:30
never stops and it's like infinite
02:27 - 02:34
treadmill you need to find the SA way to
02:30 - 02:36
work well but also have a good rest to
02:34 - 02:39
disconnect from work to have better
02:36 - 02:41
ideas to do up or and out yeah I think
02:39 - 02:43
you need to work whatever if you want to
02:41 - 02:46
make something good mhm but honestly I
02:43 - 02:47
think you can start with a couple hours
02:46 - 02:49
like an hour a day I think it's a
02:47 - 02:51
miraculous amount of time and when you
02:49 - 02:53
have a constraint and your brain knows
02:51 - 02:56
it has a limited amount of things those
02:53 - 02:57
constraints create creativity MH because
02:56 - 02:59
you know you only have one hour because
02:57 - 03:01
after you have kids or you have a job
02:59 - 03:02
now my weakness is that I have so much
03:01 - 03:04
time because that's my work that I'm
03:02 - 03:07
getting drawn into it and I'm not
03:04 - 03:09
creative I'm less happy I burn out it's
03:07 - 03:12
interesting because when you are Indie
03:09 - 03:16
hacker people recommend to start side
03:12 - 03:19
hustle along with your main work to like
03:16 - 03:22
um risk management of you know yeah and
03:19 - 03:25
also for that mindset your constraint
03:22 - 03:27
actually make you like success faster
03:25 - 03:30
because you don't have a pressure to
03:27 - 03:33
succeed fast so if you just start
03:30 - 03:37
don't quit your main job keep it and
03:33 - 03:41
also use that rest of time wisely to
03:37 - 03:43
work like a 100% yeah you go full time
03:41 - 03:45
and your brain starts to have
03:43 - 03:48
expectation imagine you spend you work
03:45 - 03:50
66 hours a day for like a month without
03:48 - 03:52
taking time off at the end of the month
03:50 - 03:54
unless you've been doing this for years
03:52 - 03:56
your brain will expect results it's It's
03:54 - 03:58
Perfectly Normal yeah so e it's so easy
03:56 - 04:00
to burn yeah discourage burnout there's
03:58 - 04:02
my brain that is like how much views are
04:00 - 04:04
we going to get how much like is this we
04:02 - 04:06
going to make how much money are we and
04:04 - 04:07
man this is so stupid because I have not
04:06 - 04:09
started the journey for that it's
04:07 - 04:12
addictive I get drwn into that and I
04:09 - 04:14
don't want to I need to write a plan of
04:12 - 04:16
all the metrics I want to track making
04:14 - 04:18
one video per week is something I really
04:16 - 04:20
care making thoughtful tweets to help
04:18 - 04:22
people get started building apps I want
04:20 - 04:24
to keep making apps like I used to I
04:22 - 04:26
think I'll take a day off a week now mhm
04:24 - 04:28
I think that's important cuz human
04:26 - 04:30
beings are not made to sit down and look
04:28 - 04:32
at the computer for 24/7 I think
04:30 - 04:34
relationships in this larning journey is
04:32 - 04:38
very important at the beginning it's
04:34 - 04:40
pure Faith like you you see sh for month
04:38 - 04:41
nothing happens and you even start
04:40 - 04:43
doubting about yourself are you good
04:41 - 04:46
enough am I good enough mhm when you
04:43 - 04:47
have someone that you can trust that
04:46 - 04:50
tells you I trust you you're going to
04:47 - 04:51
make it this is like a it's a superpower
04:50 - 04:55
sometimes it's hard to see your value by
04:51 - 04:57
yourself and you can be the worst enemy
04:55 - 05:01
telling negative selft talk so that's
04:57 - 05:04
why outside objective you is important
05:01 - 05:06
and that emotional support really means
05:04 - 05:09
a lot yeah should we turn off the camera
05:06 - 05:12
and enjoy the yeah this is freaking good
05:09 - 05:20
yeah everybody's
05:20 - 05:27
good it never gets easier I 30° outside
05:24 - 05:30
it wasn't easy that was a mistake but it
05:27 - 05:34
was very important for the mental health
05:30 - 05:34
we talked about all to be
05:42 - 05:47
continued 8:00
05:44 - 05:51
a.m. camera is rolling yeah what's your
05:47 - 05:54
plan bro what's the plan bro um hike in
05:51 - 05:56
the morning mhm then uh try to find some
05:54 - 06:00
good food then we are going to see
05:56 - 06:03
kangaroos because we're in godamn
06:00 - 06:05
Australia and then we're going to meet
06:03 - 06:07
that person that special person that
06:05 - 06:08
special person Chang your life yep 7
06:26 - 06:32
big oh hey it's beautiful wow imagine
06:30 - 06:34
going all the way down to Australia to
06:41 - 06:48
ital so cute yeah so beautiful we just
06:45 - 06:50
have a lunch like it was so amazing with
06:48 - 06:55
the homemade olives and it's always
06:50 - 06:57
about no it was about having a time off
06:55 - 07:02
to refresh our mind and then ready to go
06:57 - 07:06
back to work just ship it to ship
07:02 - 07:06
it what day have a life in a Solo
07:06 - 07:11
preneur I don't I don't know if people
07:09 - 07:13
actually have a clue of what we're
07:11 - 07:15
talking about but we're going to meet
07:13 - 07:18
the my first ever customer and I person
07:15 - 07:20
changed my life and and your life too we
07:18 - 07:21
went from like doing zero on the
07:20 - 07:23
internet to making the first dollar with
07:21 - 07:25
that customers we're going to meet back
07:23 - 07:27
then I also meet my good you know him
07:25 - 07:28
too my good friend Andre and he told me
07:27 - 07:30
like sell it before you make it and I
07:28 - 07:32
started to color collect emails of escap
07:30 - 07:34
room businesses across the world that
07:32 - 07:35
person said yes to the email so we jump
07:34 - 07:38
on a call and I Tred to sell her like I
07:35 - 07:40
was in my head I was completely thinking
07:38 - 07:43
like an engineer so the call is super
07:40 - 07:46
awkward I recorded the call and I'm like
07:43 - 07:51
uh you uh I I I I I I built this this
07:46 - 07:54
tool so um I um um I sent you um a demo
07:51 - 07:56
of the of and she's so kind and she's
07:54 - 07:57
like oh okay yeah that's that's sound
07:56 - 08:01
interesting and she said yes and she
07:57 - 08:05
spent around in toal I think around3 or
08:01 - 08:09
$4,000 for the software one call emails
08:05 - 08:10
one call $4,000 M crazy one of the
08:09 - 08:12
reason most entrepreneurs never make
08:10 - 08:14
money is because they build things
08:12 - 08:16
people don't want and so if you don't
08:14 - 08:18
ask customers before you're just going
08:16 - 08:19
to end up spending 3 months building a
08:18 - 08:21
product that nobody will want cuz we
08:19 - 08:22
convince oursel oh this is a good idea
08:21 - 08:25
this is going to work the truth the
08:22 - 08:28
numbers shows that most of the time
08:25 - 08:31
nobody wants the product what made you
08:28 - 08:34
convince persuaded the customers to buy
08:31 - 08:36
your product I make it sound like a
08:34 - 08:39
no-brainer I told her this cost this
08:36 - 08:40
amount of money and if you use it well
08:39 - 08:43
you're going to get 3x the same amount
08:40 - 08:45
of money I was I'm really sure of this
08:43 - 08:47
was ever going to work in the worst case
08:45 - 08:49
I can refound her if I messed up in my
08:47 - 08:51
calculation so there's no big deal
08:49 - 08:53
there's no string attach it's not about
08:51 - 08:54
the product it's not about your product
08:53 - 08:56
it's about the outcome for the business
08:54 - 08:58
when you invest in the marketing tool
08:56 - 08:59
it's like you expect a return on
08:58 - 09:02
investment on the call I would use that
08:59 - 09:04
to explain more how this would work see
09:02 - 09:07
their objections see where they tell you
09:04 - 09:09
like ah I'm not sure M so ask questions
09:07 - 09:11
because you might realize that your
09:09 - 09:12
product is not a good fit and instead
09:11 - 09:15
another product could be a good fit and
09:12 - 09:18
you will be surprised how
09:15 - 09:20
much people are willing to let you know
09:18 - 09:21
their struggles what else can I help you
09:20 - 09:24
with you know is there anything you
09:21 - 09:26
struggle with that I can make easier for
09:24 - 09:29
you that is the right mindset I think to
09:26 - 09:30
have and it's it feels much more genuine
09:29 - 09:31
to sell something to someone that way
09:35 - 09:39
cute I don't know who is the animal
09:42 - 09:50
here oh the balls he has massive balls
09:46 - 09:52
are you blind oh sorry are you okay
09:50 - 09:54
they're all blind look at their eyes
09:52 - 09:56
they all sleepy what is this kind of
10:05 - 10:12
so uh bummer the Escapo business was
10:09 - 10:14
closed today today's Wednesday so we
10:12 - 10:16
didn't get to see danela the owner of
10:14 - 10:17
the Escapo business and I didn't get to
10:16 - 10:19
show you my first customer but uh
10:17 - 10:22
instead let me show you how I made
10:19 - 10:26
$4,000 with one Cod email okay so we are
10:22 - 10:28
early 2018 I have Zer I am doing some
10:26 - 10:30
gigs for movies to make a couple hundred
10:28 - 10:33
dollars a month so I can survive I need
10:30 - 10:34
to make money so what if I help some
10:33 - 10:37
kind of business I care about get more
10:34 - 10:39
customers in using a product that I
10:37 - 10:41
create what if I make puzzles for escape
10:39 - 10:43
rooms that they can use those puzzles
10:41 - 10:46
for them to get more customers so I go
10:43 - 10:47
on yel I type escape room in whatever
10:46 - 10:49
City I don't care because I'll never go
10:47 - 10:51
there I'll use the internet to reach
10:49 - 10:54
them out I pick any escape room then I
10:51 - 10:56
open their website and here manually I
10:54 - 10:58
go to the contact page and then I sell
10:56 - 11:02
them an email this is a real email that
10:58 - 11:04
would sent um 2018 I personalize every
11:02 - 11:06
email so for that I use the name of the
11:04 - 11:09
business owner to do that I go on the
11:06 - 11:11
yel page and usually in the reviews um
11:09 - 11:12
sometimes the the business owner would
11:11 - 11:14
reply to a customer or a customer would
11:12 - 11:17
mention a staff member that was really
11:14 - 11:18
helpful I would use that email I explain
11:17 - 11:20
why I'm reaching out I go straight to
11:18 - 11:22
the point I'm trying to help escape room
11:20 - 11:24
businesses increase their booking rate I
11:22 - 11:27
personalize even more I say I know how
11:24 - 11:29
much reviews you have on y but I noticed
11:27 - 11:31
there is something you could do better I
11:29 - 11:34
put myself as the bridge to get more
11:31 - 11:36
customers and the C to action is you can
11:34 - 11:39
pick any slot on my calendar I'm an
11:36 - 11:41
engineer I feel super uncomfortable and
11:39 - 11:43
it's somewhere in the middle of 2018 I
11:41 - 11:45
flew to Japan cheapest flight cheapest
11:43 - 11:48
guest house I have $0 I have to do a
11:45 - 11:50
Visa Run and one of those leads decided
11:48 - 11:52
to jump on a CO with me I wrote a few
11:50 - 11:54
things back then where why having this
11:52 - 11:57
marketing tool it would help them uh
11:54 - 11:59
what they're missing out um I have a
11:57 - 12:01
little plan on what I'm going to tell
11:59 - 12:03
them but it's mostly me just awkward
12:01 - 12:06
trying to to tell them something but
12:03 - 12:08
surprisingly that person danela from the
12:06 - 12:10
escape from business we were supposed to
12:08 - 12:13
visit today uh decide to move forward
12:10 - 12:14
and says yes I'm happy to get this going
12:13 - 12:16
and here we go the ball was running I
12:14 - 12:18
ended up making building the software
12:16 - 12:20
for her it looks like this so it's on
12:18 - 12:22
Facebook Messenger it's like a bot where
12:20 - 12:24
it's automated messages so people
12:22 - 12:26
customer their customers could go here
12:24 - 12:29
uh start a little challenge they say oh
12:26 - 12:30
I want to play the parking spots game
12:29 - 12:33
and then the messenger bot would
12:30 - 12:35
challenge them like here um there's was
12:33 - 12:37
there was a murder in bangalo uh here
12:35 - 12:40
are three potential suspects which one
12:37 - 12:42
killed Rose there would be buttons for
12:40 - 12:43
people to type there are like 10 20
12:42 - 12:45
games like this that are built and in
12:43 - 12:47
the end the customer can get an escape
12:45 - 12:49
room this is just 5% but you earn a 5%
12:47 - 12:50
coupon for the escape room this would
12:49 - 12:52
increase escape room business's
12:50 - 12:54
conversion rate and just that one call
12:52 - 12:58
with danela was enough to get one
12:54 - 13:00
customer she spent I think around $4,000
12:58 - 13:03
on the business because she keeps paying
13:00 - 13:04
for on and off four to 5 years just one
13:03 - 13:06
cold email this is pretty crazy I would
13:04 - 13:08
structure my days based on that so in
13:06 - 13:10
the morning I would do marketing and
13:08 - 13:13
sales so I would go back to yel Trip
13:10 - 13:14
Advisor uh find five or 10 escape room
13:13 - 13:16
businesses basically I would have
13:14 - 13:18
different stages of pipeline the first
13:16 - 13:20
one would be uh just the lead itself I
13:18 - 13:21
haven't sent any email then would be
13:20 - 13:23
stage number two I sent one email two
13:21 - 13:24
email three emails and then at the
13:23 - 13:26
fourth email I would just move on and
13:24 - 13:29
close it I would automate the email
13:26 - 13:31
sending so every time an email has been
13:29 - 13:33
sent on stage two if it wasn't uh
13:31 - 13:35
replied from the customer it would move
13:33 - 13:36
on to stage three I would have four
13:35 - 13:39
templates one per stage to make sure
13:36 - 13:40
that I'm not missing out any leads and
13:39 - 13:43
this was 6 years ago and now the
13:40 - 13:45
business is closed Co basically killed
13:43 - 13:47
the business here uh 2020 espr business
13:45 - 13:49
is closed but as you can see it went up
13:47 - 13:51
to I think four a little bit over 4,000
13:49 - 13:53
mother must recurring Revenue which is
13:51 - 13:54
just excellent for me I was so happy
13:53 - 13:56
because it was my first dollar on the
13:54 - 13:59
internet uh the entire business was
13:56 - 14:01
built on top of cold emails that said
13:59 - 14:03
that's the only thing I did that worked
14:01 - 14:06
he made around $770,000 plus I think
14:03 - 14:08
around $1 to $15,000 on PayPal and this
14:06 - 14:09
is just me doing cold email for like one
14:08 - 14:11
year or something and what's even more
14:09 - 14:15
crazy they have the customers who ended
14:11 - 14:17
up loving the product so much they spent
14:15 - 14:20
13,000 us on this product and there was
14:17 - 14:22
no customer support whatsoever we did
14:20 - 14:24
one call that's it that's why I think
14:22 - 14:26
Cod emails for any B2B businesses are
14:24 - 14:28
really really underrated and should
14:26 - 14:30
definitely dig somewhere here I also
14:28 - 14:32
learned how marketing because I am a
14:30 - 14:34
developer and it felt so awkward to sell
14:32 - 14:35
something and some people say like sorry
14:34 - 14:38
I cannot afford it right now and I
14:35 - 14:40
realize this means that she does not see
14:38 - 14:42
the value in the product but of course
14:40 - 14:43
she can afford it if there is the value
14:42 - 14:46
all those learnings from C emails and
14:43 - 14:47
calls which are very hard to do are very
14:46 - 14:50
Foundation of marketing that's why I
14:47 - 14:52
really recommend start with a random
14:50 - 14:53
business idea just pick something that
14:52 - 14:55
exists already where you see money is
14:53 - 14:57
already flowing find a way to make it
14:55 - 14:59
yours add your signature me it was
14:57 - 15:00
adding little games make turning the
14:59 - 15:02
like marketing things into a
15:00 - 15:04
gamification tool you might not build
15:02 - 15:05
the exact business you have in mind
15:04 - 15:08
right now but you're going to end up
15:05 - 15:09
making something people actually want
15:08 - 15:12
and that's the first step into making
15:09 - 15:12
money on the
15:27 - 15:30
internet how was the workout
15:32 - 15:36
holy you scared the of
15:36 - 15:42
me I just came back from kangaroo lens
15:40 - 15:45
and I have so much work to done so now
15:42 - 15:47
it's time to look
15:47 - 15:54
in this is happening um YouTube sent me
15:51 - 15:55
a little message the say it's time to
15:54 - 15:57
celebrate I'm going to redeem this
15:55 - 15:59
little thing right here it's so fun
15:57 - 16:00
because I still watch a lot of YouTube
15:59 - 16:02
videos and whenever I see a Creator
16:00 - 16:04
showing these in the background I'm like
16:02 - 16:07
a that would be amazing to have this in
16:04 - 16:08
my room but it's impossible and it isn't
16:07 - 16:10
it's it's real uh I'm going to show you
16:08 - 16:12
the process how that goes okay so they
16:10 - 16:15
gave me this little uh code here and I
16:12 - 16:17
can redeem the award I have no idea
16:15 - 16:18
what's next there we go this is the
16:17 - 16:20
thing that's going to be in the room in
16:18 - 16:22
the background oh I can input any name
16:20 - 16:25
here okay that's going to be displayed
16:22 - 16:27
right here approve and check out and
16:25 - 16:30
there we go it's shipping to friends
16:27 - 16:33
it's taking about to 3 weeks and I think
16:30 - 16:35
we should be around friends in a month
16:33 - 16:36
so uh yeah prepare the unboxing in the
16:36 - 16:42
videos I am trying to grow this software
16:39 - 16:44
data fast to $1 million uh now what I
16:42 - 16:47
mean $1 million it's the valuation so if
16:44 - 16:49
we uh take a four multiple which is a
16:47 - 16:51
generous multiple for software uh we
16:49 - 16:54
take the monthly recording Revenue so
16:51 - 16:56
21,000 in monthly recing Revenue uh
16:54 - 16:59
annualized on 12 month that's about a
16:56 - 17:02
quar a million dollar times 4 that a
16:59 - 17:04
million dollar valuation uh now I'm far
17:02 - 17:07
from there this is the actual monthly
17:04 - 17:09
recing Revenue 642 in Mr um which is not
17:07 - 17:11
bad for a software that is about a month
17:09 - 17:14
or two old but we're far from the 1
17:11 - 17:17
million in valuation so what I did
17:14 - 17:18
recently is I asked on Twitter Hey if
17:17 - 17:21
you visited the site but you didn't sign
17:18 - 17:23
up why and surprisingly I get so much
17:21 - 17:25
good valuable information uh there was
17:23 - 17:28
this one from Kites that says I'm not
17:25 - 17:29
sure if it's worth the hustle to migrate
17:28 - 17:31
all my data to your software and so what
17:29 - 17:33
I'm doing now is I really want to focus
17:31 - 17:36
on building features that help people
17:33 - 17:38
grow their startup with data actionable
17:36 - 17:40
data that tells you exactly how to grow
17:38 - 17:42
your startup data FAS knows what your
17:40 - 17:44
site is all about and it also knows
17:42 - 17:46
analytics my goal now is to build the
17:44 - 17:47
right features to help customers grow
17:46 - 17:49
their business so the new feature I
17:47 - 17:52
built recently and I'm super excited
17:49 - 17:54
about is the customer Journey it
17:52 - 17:55
basically gets all the customers and
17:54 - 17:58
check everything they've done before
17:55 - 18:00
signing up uh for this person uh tomaya
17:58 - 18:03
I can can see that this person found uh
18:00 - 18:06
fast on X I can see what the person
18:03 - 18:08
did so they visited the site two time
18:06 - 18:10
and then they purchased and I can look
18:08 - 18:12
at for different customers for instance
18:10 - 18:14
um this one I can see what they did on
18:12 - 18:17
on November 1st I can see what they did
18:14 - 18:19
after they even uh sent me an email and
18:17 - 18:20
then finally they ended up paying this
18:19 - 18:22
is just the beginning it's a very early
18:20 - 18:25
version but basically is going to track
18:22 - 18:27
any goal that the user has in mind until
18:25 - 18:29
the entire Journey from the moment the
18:27 - 18:31
person visited the site to the moment
18:29 - 18:33
they completed the goal and as a little
18:31 - 18:36
hint I'm going to use that later to give
18:33 - 18:38
some actionable insight another things I
18:36 - 18:40
did which is also really useful is when
18:38 - 18:42
I get events from stripe called the web
18:40 - 18:45
hook events um stripe tells me for
18:42 - 18:47
instance a customer check out but fail
18:45 - 18:49
or or customer just cancel their
18:47 - 18:51
subscription and so I built lots of
18:49 - 18:53
little robots on my site that listens
18:51 - 18:55
for those events and send emails to try
18:53 - 18:57
to understand why the customer performed
18:55 - 19:00
this action for instance I set up this
18:57 - 19:02
email here that says um I noticed you
19:00 - 19:03
just cancel your data fast subscription
19:02 - 19:05
so right after they cancel your feedback
19:03 - 19:07
could help me improve data fast if you
19:05 - 19:09
tell me just why you cancel I'm just
19:07 - 19:11
curious and now I'm getting pretty
19:09 - 19:13
decent replies um I think what the
19:11 - 19:15
person means here is that he doesn't see
19:13 - 19:17
the value in the software yet so back to
19:15 - 19:20
the initial problem but uh it's good to
19:17 - 19:22
collect feedback and know exactly why
19:20 - 19:26
people take the time to visit my landing
19:22 - 19:28
page and not sign up look at this big
19:26 - 19:31
musle what kind of YouTube channel is
19:28 - 19:32
not Fant shoe it's a fitness channel oh
19:31 - 19:34
man it feels so good to be back
19:32 - 19:35
Australia was so good but the routine we
19:34 - 19:37
have at home nothing better than that
19:35 - 19:39
and you know what what logo fast the
19:37 - 19:41
free logo M maker I built one year ago
19:39 - 19:45
guess how much revenue you made
19:41 - 19:47
1,000 it's a free tool it's a free tool
19:47 - 20:00
3,000 in total you made
20:00 - 20:07
I need a to take me home I can't see is
20:04 - 20:09
where my house gone think about you all
20:07 - 20:11
the time and I just can't see to make
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