RPF0342-Brad_DeGraw_Interview
00:00:00.000 | Welcome to Radical Personal Finance, the show dedicated to providing you with the knowledge,
00:00:06.040 | skills, insight and encouragement you need to live a rich and meaningful life now while
00:00:11.480 | building a plan for financial freedom in 10 years or less.
00:00:15.040 | One of the obvious aspects of financial freedom is interesting ways to earn your income, ideally
00:00:20.760 | in the best way possible that suits your lifestyle.
00:00:24.200 | My guest today is Brad DeGraw.
00:00:26.160 | Brad is here to teach us a little bit about what he's doing.
00:00:28.320 | Brad, introduce yourself and share with us a little bit about your story.
00:00:31.360 | Thanks.
00:00:32.360 | I'm Brad DeGraw.
00:00:33.720 | I am a big fan of Amazon.
00:00:35.520 | In fact, I'm an Amazon nerd.
00:00:37.600 | I started with $100 and a Wi-Fi connection four years ago.
00:00:42.600 | Through that time, I've been able to build a brand that sells seven figures a year.
00:00:48.080 | You're going to have to expand that because most of us think of Amazon as the corporate
00:00:53.320 | company that we're just actually buying from, but Amazon is much more than that.
00:00:56.840 | It's a trading platform, right?
00:00:58.400 | Yeah, exactly.
00:00:59.400 | It's a third-party platform where people like you, me, even your audience members can go
00:01:04.440 | there and sell products.
00:01:06.360 | So third-party products, you can create your own brand.
00:01:09.380 | You can even resell existing products that you could find laying around the house or
00:01:14.720 | in the stores.
00:01:15.720 | What got you turned on to the idea?
00:01:18.000 | You know, I got fired too many times.
00:01:20.080 | All good things come out of a firing, right?
00:01:22.640 | Yeah.
00:01:23.640 | I got fired way too many times and my brain was fried.
00:01:28.640 | I picked up a book that put out the idea that you could buy arbitrage.
00:01:33.720 | Basically, you could buy clearance inventory from retail stores and sell it for retail
00:01:39.120 | or sometimes even beyond retail.
00:01:41.720 | That's how I was able to start with $100.
00:01:44.640 | I went to the stores and I bought the clearance merchandise right off the shelf, right through
00:01:49.440 | the front door, and I made six figures my first year.
00:01:54.140 | So you were physically packaging things up and shipping it out yourself, trundling boxes
00:01:58.240 | down to the post office, that type of thing?
00:02:00.280 | Yes.
00:02:01.280 | In the beginning, I lived in a second-floor apartment, no garage, so I had to carry up
00:02:05.040 | 1,000 pounds of inventory every week and back down the stairs and into the car to the UPS
00:02:11.280 | store.
00:02:12.280 | It was rough in the beginning, but that's what hustled us.
00:02:16.840 | Is that opportunity still available today?
00:02:18.720 | Oh, yeah.
00:02:19.720 | Yeah.
00:02:20.720 | That's a great place to start.
00:02:22.080 | If someone wanted to get started with very little risk, you could buy known brands of
00:02:26.100 | products from Walgreens or Sam's Club, Costco, Walmart.
00:02:33.360 | You could start buying very low and selling high, ship it into Amazon's inventory, and
00:02:39.920 | then they ship it to the customers.
00:02:45.360 | Many people perceive Amazon as a low-price leader, a good place to find deals.
00:02:54.040 | Why is this possible?
00:02:55.040 | If Amazon itself, shouldn't they be providing the products for cheaper?
00:02:59.640 | If Walmart can sell them out their front door for a discounted price, why can't Amazon?
00:03:06.240 | Amazon's really all about give it to me now.
00:03:08.640 | It's instant gratification, quick delivery.
00:03:11.960 | They're not promoting themselves as the absolute best price.
00:03:14.880 | In many cases, people will pay a premium to not have just the product, but have the product
00:03:20.080 | delivered right to their door.
00:03:22.200 | There are people who don't go outside for health reasons, or maybe they're students.
00:03:26.720 | They don't have a car.
00:03:27.720 | They don't have access to a Costco or a Sam's Club.
00:03:31.440 | There's tons of people.
00:03:32.840 | Maybe they live in Alaska or Hawaii, and the stores just aren't available.
00:03:36.240 | There's tons of people who will pay for products and the additional service and the warranty
00:03:41.520 | and the guarantees that Amazon provides.
00:03:43.760 | I heard a friend of mine was down from New York City recently and was telling me that
00:03:49.120 | in the office building in New York City where he works, you basically just don't even want
00:03:52.680 | to try to leave the office in the mid-morning to mid-day simply because you're not going
00:03:59.920 | to get back in or out because the elevators are so full with all the Amazon delivery people
00:04:04.740 | doing same-day delivery service.
00:04:08.400 | I just realized that this Amazon even the same-day delivery thing culture has completely
00:04:14.200 | passed me by.
00:04:15.440 | That was something that snuck up on me.
00:04:16.720 | I had no clue about that.
00:04:19.120 | It's an amazing game changer.
00:04:22.800 | Tell me what were the products that you started with?
00:04:27.440 | In the beginning, I did health and beauty products.
00:04:31.000 | Even though I didn't wear lipstick and cosmetics, it was an interesting place to start because
00:04:36.360 | they're seasonal.
00:04:38.000 | The seasons change and the colors and the variations.
00:04:42.000 | I was able to jump in at the end of one season and the beginning of the next.
00:04:46.800 | Just because the seasons change doesn't mean that everyone wants to change with it.
00:04:51.500 | People wanted those colors and styles that were now out of season.
00:04:56.720 | That's one easy place to start.
00:04:59.100 | Now we manufacture our products.
00:05:00.920 | I'm in love with pet products, parenting products, privacy products, sports and outdoor things.
00:05:08.400 | Those are great places to be because they're emotional.
00:05:12.480 | Anytime you can charge and connect with someone's emotions with a product, it's the best because
00:05:18.760 | you can charge a premium at that point.
00:05:22.760 | Tell me about the arc of your business.
00:05:27.000 | What year was this that you started and what have been the changes and developments that
00:05:32.200 | you've made as time has gone by?
00:05:35.640 | We started in 2012.
00:05:36.640 | Like I said, I was fired too many times.
00:05:39.080 | I didn't have a lot of money or options.
00:05:41.840 | I started with a Kindle Fire and a little personal MiFi connection.
00:05:48.220 | As I found that you can make money on buying low and selling high, I noticed other people
00:05:52.560 | were doing the same.
00:05:54.080 | When we're all selling the exact same product, there will be someone who wants to drop their
00:05:59.160 | price a little bit.
00:06:00.400 | We call this price erosion.
00:06:01.960 | It's seeing who can make the least amount of money the fastest.
00:06:06.040 | So I wanted to do something different.
00:06:07.400 | I created bundles.
00:06:09.040 | So instead of selling a single product, I now sold a three-pack, which made me the only
00:06:15.120 | one selling the three-pack so I could keep my price steady and drive it higher.
00:06:20.680 | Next up, once I learned how to create Amazon listings, I learned how to create traffic,
00:06:27.040 | drive traffic to the listing, make great images and copies so that we had better conversion.
00:06:31.640 | That means the people who see it are more interested in buying it.
00:06:37.120 | And then that evolved into actually designing our own products.
00:06:41.680 | In the beginning, we did a Me Too product.
00:06:43.760 | It was a skinny pill called Garcinia Cambogia.
00:06:46.760 | Dr. Oz promoted this as a magic weight loss pill, and so we produced that.
00:06:54.640 | Eventually we learned that you had to do something that was unique in Me Too.
00:06:58.320 | I'm sorry, unique rather than a Me Too product.
00:07:01.400 | It needed just a little bit of innovation rather than duplication.
00:07:05.520 | And that's how now we have a designer who will help us make products better.
00:07:10.680 | You can just simply look at any best-selling product on Amazon and read the one, two and
00:07:15.440 | three-star reviews.
00:07:17.320 | Those will tell you people's missed expectations.
00:07:21.120 | And from there, you can fix it.
00:07:23.320 | Sometimes it's something simple you don't even need a designer for.
00:07:26.040 | Sometimes it's just packaging.
00:07:27.800 | You just change the packaging and the product gets to the people unbroken or in a better
00:07:33.040 | condition.
00:07:34.040 | Ted: And then you just hope that people start buying your product and then you get better
00:07:38.320 | reviews and so then Amazon suggests it as an alternative item?
00:07:43.080 | Tell me about the actual buying process once you introduce a product.
00:07:47.160 | Dr. Oz: Absolutely.
00:07:48.400 | So once you have a product made, and you can make them here in the US or overseas, it doesn't
00:07:54.040 | matter where you make them, but once a product is made, we want to get reviews because the
00:07:58.680 | Internet's a scary place.
00:08:00.200 | No one wants to be first.
00:08:02.160 | So we get reviews from bloggers.
00:08:05.360 | So we'll send our product for free out to people who have blogs.
00:08:09.840 | And then they'll take a look at the product.
00:08:11.560 | They'll do a video of how they open it and they'll share their experience.
00:08:15.760 | Since we make great products, it's easy to assume that we're going to get great reviews.
00:08:21.720 | So we have bloggers not just put Amazon reviews up there, but they also blog about it all
00:08:26.320 | over the Internet, places we don't have time for.
00:08:30.160 | So this makes the product more appealing.
00:08:33.080 | Next up, we have great images, great copywriting.
00:08:36.200 | People do judge the book by its cover, so we have a great first image.
00:08:40.620 | We run some paid traffic.
00:08:42.740 | So without making it super technical, Amazon has their own paid traffic platform.
00:08:47.120 | And you're talking nickels and dimes.
00:08:49.400 | It's the cheapest traffic you'll ever buy and it has a really great conversion rate.
00:08:55.400 | And from there, the momentum of a great product carries itself.
00:08:59.920 | How do you go – so you have an idea for a product.
00:09:06.720 | How do you go through the process of actually getting it designed and built and manufactured?
00:09:11.520 | Sure.
00:09:13.320 | So once you've picked your market – a market is a group of people who are passionate about
00:09:17.480 | spending money on a specific problem, fantasy, and desire.
00:09:21.400 | Then you look at the products that they're already buying, what brands are already there.
00:09:26.140 | We read the one, two, and three-star reviews and we find the flaw or the missed expectation.
00:09:32.360 | And many times, that's fixable.
00:09:34.700 | So it could be a dog collar that has cheap plastic buckles.
00:09:38.800 | Well, we could make it with higher quality plastic.
00:09:43.920 | Then we reach out to the manufacturers.
00:09:46.320 | There are great manufacturers here in the U.S. as well as overseas.
00:09:50.760 | Alibaba is a good place to start if you've never done anything.
00:09:53.680 | Alibaba is an option, but you want to qualify the people.
00:09:58.000 | You don't want to just send money.
00:10:00.240 | If you send money without great communication, that money is gone.
00:10:04.040 | So communication is key.
00:10:05.760 | We have a quick, easy script for talking to manufacturers.
00:10:09.280 | There's three things that you need to ask.
00:10:12.160 | Tell me if I'm being long-winded.
00:10:13.160 | Can I dive into those three things?
00:10:14.160 | That's all right.
00:10:15.160 | In a podcast, my audience loves it.
00:10:16.960 | Okay.
00:10:17.960 | I'll dive into the three things.
00:10:19.800 | So on your first conversation with your manufacturer, whether it's domestic or overseas, you need
00:10:24.480 | to ask three things.
00:10:26.880 | And those three things are, "What's the best way to get you paid?"
00:10:33.080 | Because different places have different options.
00:10:35.640 | PayPal is not necessarily the easiest thing overseas.
00:10:39.400 | Even domestically, you don't normally pay people with PayPal.
00:10:43.080 | So it would be credit cards, wire transfer, things like that.
00:10:46.360 | The person you're talking to loves this because they make money when you give them money.
00:10:51.440 | Otherwise, you're kind of wasting their time.
00:10:54.680 | So they'll give you better service when they understand you're a real customer.
00:10:59.080 | Number two is, "What is the turnaround time from the time I get you paid to the time you're
00:11:03.600 | ready to ship?
00:11:04.600 | How long does it take you to manufacture this type of product?"
00:11:08.360 | And the third thing is, "What's a realistic first order?"
00:11:12.920 | They may also call it the minimum order, a sample order, or an MOQ.
00:11:18.480 | That's minimum order quantity.
00:11:21.760 | Now from there, you want to make sure they understand your design change.
00:11:27.640 | So what we do is we'll create a document.
00:11:29.800 | I'm from Missouri originally, so pictures do a lot for me.
00:11:33.760 | Especially if you're working with someone overseas, English probably isn't their first
00:11:37.200 | language.
00:11:38.200 | So I'll have a picture of the product with a little call-out saying, "Instead of lower
00:11:43.500 | quality plastic, make it a higher grade plastic or food grade silicone," or so on and so on.
00:11:48.720 | And I'll make it impossible for them to misunderstand.
00:11:52.240 | And then we communicate back and forth so that they make their clear on what the design
00:11:56.720 | changes are.
00:11:57.880 | Does that make sense?
00:11:59.640 | Yeah.
00:12:00.640 | So are you just simply sending them the physical product that you bought on Amazon and said,
00:12:05.680 | "Hey, or in some cases you're not even sending them the product.
00:12:09.360 | You're saying, 'I'm copying this.'"
00:12:11.480 | Yep.
00:12:12.480 | Sometimes we send the product and sometimes we just send the image.
00:12:16.800 | We'll almost always buy the product.
00:12:18.840 | It's nice to buy.
00:12:20.140 | If you're basing your product off another one, it's important to buy it.
00:12:24.320 | Not only do you have the product so you can feel it and test it, but you get the full
00:12:28.860 | customer experience.
00:12:30.080 | So if they have product inserts with coupons that say, "Go to the retail store," that's
00:12:34.800 | important to know.
00:12:36.320 | Their packaging, everything you can learn, you can learn through a customer experience.
00:12:42.080 | Wow.
00:12:43.640 | How do you handle, what are the minimum orders?
00:12:47.720 | Because that's one of the challenges.
00:12:49.360 | You have a nice hook to open up.
00:12:50.800 | "Hey, I started with $100 and a Wi-Fi connection."
00:12:54.480 | That's a nice hook to get the conversation started.
00:12:56.840 | But at the end of the day, you're not buying products from China through Alibaba for $100.
00:13:02.920 | You're going to be out some money to get these things manufactured.
00:13:05.800 | Yeah.
00:13:06.800 | So a realistic startup budget is anywhere from $1,000 to $5,000 is realistic.
00:13:14.400 | Half the products I've ever started have been for less than $1,000, soup to nuts.
00:13:20.560 | But yeah, your minimums can vary all over the place depending on what the product is
00:13:24.520 | and how complex it is.
00:13:26.120 | Sometimes you can get a minimum order of one unit over in China.
00:13:29.920 | They really want to hook you and do business with you.
00:13:33.560 | But most of the time, a few hundred to maybe 500 is a realistic first order.
00:13:40.320 | So okay, so I've developed, I've seen a product and I've had an idea for how to improve it.
00:13:46.720 | I've read the reviews.
00:13:47.720 | I've done my research.
00:13:48.720 | I know we're glossing over a whole lot of work here.
00:13:53.280 | Now I order my units.
00:13:56.640 | How many units of a product are you ordering with some of these things that you're doing
00:14:00.560 | and what are the next steps?
00:14:04.720 | The fewest I've ever ordered I think was a dozen.
00:14:08.760 | And the most I've ever ordered the first time was 6,000 pieces.
00:14:13.200 | So for me, there's a range.
00:14:14.640 | A few hundred pieces is realistic up to maybe 500.
00:14:19.200 | Now they arrive.
00:14:20.520 | The first order I always have shipped to my house.
00:14:23.600 | So my neighbors hate it.
00:14:25.840 | Someone comes with a drop gate and a pallet shows up and it's a little awkward.
00:14:31.600 | But you cut open the box and you see, is this what we wanted?
00:14:35.520 | Now ideally, you would have already had it inspected, especially if it's overseas.
00:14:39.720 | You can pay 100, 200 bucks and you have a third-party inspector go to the factory just
00:14:45.280 | to make sure the products are correct.
00:14:46.880 | They'll take pictures.
00:14:48.480 | They'll make sure the product's correct.
00:14:51.920 | So we get it in our house.
00:14:53.600 | We double check it.
00:14:54.600 | We make sure the measurements are right, the thickness.
00:14:57.200 | Any change that we decided was important, we make sure that's complete.
00:15:03.200 | Make sure it's labeled properly.
00:15:05.080 | And then we ship it into Amazon.
00:15:06.920 | Amazon has great rates with UPS.
00:15:10.240 | It's like 75% discount.
00:15:11.880 | It's ridiculous.
00:15:13.320 | And so UPS will take all the boxes and pallets and ship them into Amazon's warehouse.
00:15:19.360 | Amazon has warehouses all over the United States.
00:15:22.400 | So you ship it in there in bulk and then one by one, as the orders come in, they ship it
00:15:27.360 | to the customers in a little smiley face box.
00:15:31.680 | - And does Amazon charge you fees to hold it in the warehouse?
00:15:34.880 | What if your product doesn't sell?
00:15:36.600 | - Well, yeah, there are fees in the warehouse.
00:15:39.560 | They're very, very low.
00:15:40.920 | They're lower than anywhere else I could find.
00:15:43.360 | So it's abnormally cheap to put the inventory in Amazon's warehouse.
00:15:48.160 | Plus, you don't want to turn your house into a warehouse.
00:15:51.960 | Next up, you do have to pay UPS to truck it from here to there.
00:15:56.960 | There are transaction fees.
00:15:59.220 | When it's all said and done, you're about 25, 30% in overhead.
00:16:04.300 | By the time you do a transaction.
00:16:05.840 | So if you're selling a product for $30, 10 bucks of that went into overhead between Amazon's
00:16:10.840 | fees and shipping and storage, all the little nickels and dimes that add up.
00:16:18.360 | So if you're doing a $30 product, you want to make sure you're profitable.
00:16:22.080 | You need to make that product somewhere between $5 and $10.
00:16:26.120 | Your landed cost.
00:16:27.280 | When you say landed cost, that's the cost of the product, the packaging, any sort of
00:16:31.720 | inserts and shipping into Amazon's warehouse needs to be between $5 and $10.
00:16:39.120 | You've been doing this for four years now.
00:16:42.240 | Do you have any guess on how many products you've done this process with?
00:16:46.760 | It's been probably three, four dozen.
00:16:51.720 | And are all of them still for sale or have any of them passed through the life cycle
00:16:55.520 | where you've pulled them from the Amazon store page now?
00:17:00.080 | You're a great interviewer.
00:17:01.880 | This is what nobody talks about is there's a bell curve.
00:17:05.320 | Everyone loves to talk about the top 20%, the 80/20, but the reality is it's 80/20 on
00:17:10.720 | both sides.
00:17:12.200 | So there's a bell curve.
00:17:13.640 | And if you hold your hand up in front of you, that's what your product mix looks like.
00:17:17.880 | One out of five is a rock star.
00:17:20.640 | One out of five is a total dud.
00:17:23.880 | Every nickel you put into it is gone and you just wish you never thought of the idea.
00:17:28.320 | You wish you never touched it.
00:17:29.960 | That's okay.
00:17:31.160 | And then about three out of five times, it's a base hit or a double.
00:17:34.760 | You make money, but maybe you had to trim the price so that you can move volume or you
00:17:40.240 | make money, but you had to hold your margins up and you're just not moving a lot of volume.
00:17:46.040 | And so it makes money, but you're not bragging about it.
00:17:49.240 | It's not going to get you retired, but you keep them around until you have something
00:17:53.200 | better to do with the money.
00:17:55.000 | Right.
00:17:56.000 | So I'm glad you brought out just the distribution because as I was thinking about the marketplace,
00:18:01.640 | my next question was going to be – and I'll just go ahead and ask it.
00:18:04.520 | If you'd be willing, pick a product that was kind of the middle of the road, not one
00:18:09.220 | that you brag about or not one that was a total failure, but pick a product that was
00:18:13.120 | middle of the road, it was profitable, and describe what the product was, how you came
00:18:17.340 | up with the idea and how long the lifecycle went and frankly how much money you made on
00:18:22.400 | it.
00:18:23.400 | And then kind of the actual story of it.
00:18:25.960 | Sure.
00:18:26.960 | Well, I already mentioned earlier Garcinia Cambogia.
00:18:29.320 | That's a great one to use as a case study.
00:18:32.960 | So what we did is we listened to Dr. Oz.
00:18:37.480 | If you haven't heard of him, he's a market maker.
00:18:40.280 | The writers of the show are fantastic.
00:18:42.880 | So he goes out and recommends a specific product that can – health-related product that can
00:18:48.320 | change your life.
00:18:49.320 | So Garcinia Cambogia was the latest and greatest thing back in 2012.
00:18:56.080 | So what I did is I called suppliers.
00:18:58.720 | There are supplement suppliers all over.
00:19:01.720 | You can get supplements made in the U.S.
00:19:03.720 | I highly recommend.
00:19:04.720 | If you're going to do supplements, you start in the U.S.
00:19:08.240 | And so our cost, our landed cost on the product was about $5 a bottle.
00:19:13.160 | So they had us order 96 units was our minimum order.
00:19:18.320 | So call it 100 for easy math.
00:19:20.480 | We were in this product for $500 product cost.
00:19:24.240 | And I still had to pay a little bit of money for a label design, a little bit of money
00:19:29.080 | for shipping, and boom, I had a product for less than $1,000.
00:19:34.760 | Now my product cost was $5 a unit.
00:19:37.560 | We were selling this thing between $25 and $40 a unit.
00:19:44.080 | So it was great markup, great margins, easy to replenish, and in a perfect world, people
00:19:50.200 | would take the product.
00:19:51.200 | They'd take a month's supply and order in three or four weeks.
00:19:55.080 | Now the unfortunate reality is a lot of people who are into weight loss products, they're
00:20:00.600 | into buying weight loss products rather than using weight loss products.
00:20:05.440 | I had no idea going into this that that was a reality.
00:20:10.040 | So we would actually call the people up.
00:20:12.560 | "Hey, how are you enjoying the product?
00:20:13.960 | What is your customer experience like?
00:20:15.680 | Are you getting everything you expected and more?"
00:20:19.120 | And the reality is people weren't actually opening the bottles and taking the pills.
00:20:23.440 | A third of the time, they never even opened the bottle.
00:20:27.080 | Now it's crazy for you and I that like to think we're logical people, but I was hoping
00:20:32.680 | to get reorders.
00:20:33.760 | And some of the people who even reordered, it's like, "Hey, this is your eighth purchase.
00:20:37.840 | You're telling me you still never opened the first bottle?"
00:20:40.880 | "No, I've been traveling and busy and excuse and excuse and excuse."
00:20:44.200 | "Well, do you want your money back?
00:20:47.200 | We don't want to take your money until you're getting some value here."
00:20:51.160 | "No, no, no.
00:20:52.160 | Don't worry about it.
00:20:53.160 | I've just seen another commercial and I bought some more."
00:20:58.840 | So that's one of the experiences.
00:21:02.360 | You asked how much money we made.
00:21:04.120 | Over $100,000 in profit.
00:21:05.440 | At the time, I had a partner on that one who covered things like insurance and some of
00:21:10.920 | the other headaches that can be challenging.
00:21:14.480 | And so my split on that was low six figures.
00:21:18.520 | And partnerships can be tough.
00:21:20.200 | That's not what the episode is about.
00:21:21.880 | But if you can avoid it, maybe you should avoid it because I end up giving him the entire
00:21:26.080 | business for nothing.
00:21:28.040 | So, obviously, if you guys collectively as a partnership entity, if collectively you
00:21:36.400 | profited $100,000 or in excess of that, then you reordered many times.
00:21:41.360 | So once you had the first 100 – was 100 units – you're using a bottle as a unit
00:21:48.040 | or were you counting a box of bottles as a unit?
00:21:51.600 | "No.
00:21:52.600 | One unit would be like 60.
00:21:55.440 | Was it 60?
00:21:56.440 | I think it was 60 pills in a bottle."
00:21:58.840 | So you ordered once.
00:22:00.760 | You sold out of the 100 and then after that, you gained some confidence with the market.
00:22:06.160 | More people were buying it and you made additional orders and started making larger orders.
00:22:10.920 | How did you get from – because 100 units at just say $40 a unit at the top end, that's
00:22:18.400 | $4,000 of gross revenue.
00:22:20.180 | So tell me about the process through where you figured out how to order more and then
00:22:24.240 | when the market started dying off.
00:22:26.400 | So reordering is the easiest thing.
00:22:29.000 | Once you have a product made, your life gets so easy because reordering can simply be an
00:22:34.280 | email or a phone call and now you have more inventory.
00:22:39.040 | So for me, I was fortunate.
00:22:40.760 | We had multiple suppliers and that's another tip for you.
00:22:44.920 | You don't need one supplier.
00:22:46.080 | You need like three because when your product takes off and everyone's buying it and your
00:22:51.320 | supplier is backordered, you'll pull out your hair.
00:22:53.900 | So make sure that you have multiple avenues for supply.
00:22:59.940 | So you could just simply – what I did is I just called them.
00:23:02.860 | I had a local supplier here in Denver who made fantastic products.
00:23:07.860 | They always tested very high.
00:23:11.240 | And so I just called them, picked them up and dropped them right off at UPS same day.
00:23:17.300 | So if you're having to deal with a supplier that's not in the town that you live in, it'll
00:23:21.780 | be the same.
00:23:22.780 | You'll make a phone call, an email and they'll ship them either right to your house or right
00:23:26.900 | into Amazon's fulfillment center.
00:23:29.380 | And you want to reorder about the time you sell through half of your inventory.
00:23:33.340 | So if you buy 500 units, you want to sell through about 250 and then reach your supplier
00:23:40.420 | and say, "Hey, let's do some more."
00:23:43.300 | And the supplier's job is to upsell you.
00:23:45.820 | "Hey, can we bump it to 1,000 units this time?
00:23:48.980 | I'll give you a little better price break or 2,000."
00:23:52.260 | Whatever you ordered before, assume that they're going to talk you into buying more.
00:23:56.680 | And that's okay.
00:23:57.680 | As long as you're on an upward trend, you're fine.
00:23:59.940 | Once your business kind of plateaus and it's steady – let's say you're doing 30 units
00:24:03.860 | a day and it's held that way for a month, two months, three months – that's probably
00:24:09.220 | your ceiling.
00:24:10.220 | That's probably where it's going to plateau out.
00:24:14.980 | I like to hold between six weeks and three months' worth of inventory, more towards
00:24:19.700 | the fourth quarter and less in spring and summer.
00:24:23.980 | At this point in time, tell me about your operation.
00:24:29.540 | Do you have employees?
00:24:31.700 | Do you have staff?
00:24:32.700 | Do you have virtual staff?
00:24:33.700 | How are you managing your business, your Amazon business presently?
00:24:38.660 | So we have workers overseas in the Philippines.
00:24:42.900 | They are fantastic.
00:24:43.900 | They're not technically speaking employees because there's a legal definition of what
00:24:48.500 | that is and they don't meet that – they don't check the box.
00:24:53.040 | So most of our team is in the Philippines.
00:24:56.060 | They are fantastic.
00:24:57.060 | They log in and they work virtually.
00:25:00.100 | So they can buy traffic, write copy, fix listings.
00:25:03.920 | They can do all the technical online things that need done – reach out to suppliers,
00:25:09.140 | research inventory discrepancies.
00:25:10.780 | There's a fair amount of little things that add up to a small pile.
00:25:17.440 | And then locally here in the United States, we have what we call associates and alliances.
00:25:24.860 | So the person who helps us with design, he's an engineer.
00:25:29.700 | We give him a split of the revenue.
00:25:32.820 | I have someone who helps us with paid traffic.
00:25:36.640 | And again, they get paid on performance.
00:25:38.840 | So as we're profitable, it's profitable for them.
00:25:42.400 | As we're not profitable, then nobody's happy.
00:25:45.780 | Nobody's eating well.
00:25:48.600 | So they're not really employees either.
00:25:50.320 | They're more like revenue partners.
00:25:55.120 | Do you market your products outside of Amazon?
00:25:58.880 | You know, the next place to go beyond Amazon – Amazon's the easiest place.
00:26:03.920 | Start with Amazon.
00:26:04.920 | But next up, you want to do your own website, probably a Shopify or BigCommerce.
00:26:09.960 | They're virtually the same.
00:26:11.560 | Shopify is the one we use.
00:26:14.000 | You can buy templates.
00:26:15.880 | And within an hour or at least one day, you can have your own website going.
00:26:21.080 | The challenge with that is just because you have the website doesn't mean anyone knows
00:26:25.140 | it's there.
00:26:26.140 | You'll want to go ahead and start getting traffic to it.
00:26:29.780 | So yeah, you'll want to have – each brand you create, you'll want to have your own
00:26:33.040 | site for.
00:26:34.160 | And Shopify is the easiest way to do it.
00:26:38.440 | Have you successfully marketed any of your products outside of the Amazon channel to
00:26:42.120 | where a significant – where you've built a significant following of people searching
00:26:48.220 | you out because of that brand?
00:26:50.240 | Or has everything been these similar products but slightly improved, marketed through Amazon?
00:26:56.540 | Most of it's coming through Amazon.
00:26:58.520 | And we're working on getting into brick-and-mortar stores now.
00:27:02.000 | So it'd be a huge accomplishment this year if we get into Target, Sam's Club, Costco.
00:27:10.240 | Those would be huge wins for us because those distribution channels can be even bigger than
00:27:16.480 | Amazon.
00:27:17.480 | So the reason I'm kind of probing is I'm fascinated by the marketing end.
00:27:24.240 | And I'm also fascinated by ways to get into it simply and easily.
00:27:28.400 | Let me give a little bit of backstory.
00:27:32.280 | I've always been interested to watch how brands create their market where they just
00:27:41.880 | go and starting from nothing, they build this following.
00:27:47.040 | The most striking example to me was I remember very clearly I was in high school when Under
00:27:52.000 | Armor came out and Under Armor came out and they launched with this big idea of – it
00:27:58.600 | was some kind of like Sunday night series on football.
00:28:02.120 | And somehow I wound up seeing a few of the episodes and it was – you saw these little
00:28:06.640 | Under Armor logos, UA logos everywhere.
00:28:09.680 | And it was just incredible placement.
00:28:12.640 | But they were targeting it and they had kind of built this whole TV show basically as far
00:28:16.400 | as I could tell around the Under Armor brand.
00:28:19.600 | And that was essentially where it was launched.
00:28:21.600 | And today it's ubiquitous.
00:28:23.480 | And they took their idea and they completely developed it.
00:28:26.560 | And I see people do this again and again and again where there is no brand and they create
00:28:32.320 | a brand out – they just create a brand from nothing.
00:28:36.520 | And that brand has certain attributes, has certain things whether it's the – what's
00:28:40.960 | the latest one?
00:28:41.960 | The Yeti coolers is one I've watched over the last couple of years.
00:28:44.000 | You got these $300, $400 coolers that yes, they are a little bit better but they're
00:28:49.360 | also 20 times more expensive than many other coolers.
00:28:53.800 | But they built a whole brand out of them.
00:28:55.720 | There's – people want to be associated with it.
00:28:58.600 | And the challenge of that is I've always been daunted by the prospect of figuring out
00:29:03.400 | how to do that.
00:29:05.520 | It requires a budget.
00:29:06.520 | It requires people who – integrated messaging, integrated marketing, et cetera.
00:29:12.200 | But what you're describing is the modern way to test products, get products out there,
00:29:16.720 | see what sells.
00:29:17.920 | And then on the back end, you can go ahead and transition from the single channel sales
00:29:22.040 | through Amazon to the larger brand where you can create more of that following where people
00:29:26.540 | are buying not just because this product fits the attributes but they're buying the brand
00:29:31.040 | which seems to be the way that many large consumer goods are sold.
00:29:36.200 | So that's why I'm so interested to think about how you could start easy, start cheap,
00:29:41.600 | see if your product has traction and then transition it to a much larger thing that
00:29:46.880 | can ultimately be either have a higher sales or ultimately be sold.
00:29:51.840 | Absolutely.
00:29:52.840 | In fact, if the listeners are taking notes, this is the one thing you must write down.
00:29:58.840 | A market is a group of people who are passionate about spending money on a specific problem,
00:30:05.680 | fantasy, desire and then underline problem, fantasy, desire.
00:30:09.440 | That's what we build our business on.
00:30:12.240 | It has nothing to do with what's in the box.
00:30:14.880 | Yeah, our products are great.
00:30:16.760 | They're the best.
00:30:18.600 | But that's not why people buy them.
00:30:20.900 | They buy them because they're scratching an itch.
00:30:23.760 | Remember the people who bought the weight loss pills?
00:30:26.200 | They bought the pills multiple times and never opened the bottle because we were selling
00:30:31.080 | them into that fantasy that they could eat whatever they wanted and their body would
00:30:36.180 | stay the same.
00:30:37.640 | When we did the testing, it's odd that no one really wanted to wear a bikini.
00:30:41.920 | They just wanted the same body in a year from now while eating seven desserts.
00:30:46.560 | It wasn't actually about losing weight.
00:30:48.160 | It was about maintaining a fantasy that we can eat anything and there's no consequences.
00:30:54.460 | That was the fantasy.
00:30:56.480 | Amazing.
00:30:58.320 | I mean, use this to do good in the world.
00:31:04.700 | This is powerful, powerful stuff.
00:31:08.560 | I'm laughing and I'm not going to join in on the critical bandwagon of being critical
00:31:14.440 | of people who buy weight loss supplements and don't use them because I've done it.
00:31:19.000 | It makes me feel guilty about having wasted the money when I think back and recognize
00:31:23.920 | the times that I did it.
00:31:25.600 | But what often happens is in that situation, you buy the product because of the emotional
00:31:31.560 | appeal to the fact, "Well, I'm going to be this type of person.
00:31:35.080 | I'm going to be the kind of person that does it."
00:31:37.560 | In buying it, you satisfy that often.
00:31:39.680 | You satisfy that emotional idea that I'm the type of person who takes healthy green stuff
00:31:45.480 | or who takes these supplements and things like that.
00:31:48.160 | But then when it actually comes in, the actual discipline of using them, well, that's hard
00:31:51.440 | work and you already got the feeling that you were looking for, the feeling of being
00:31:54.960 | that type of person.
00:31:56.240 | So you put the pills in the bottle.
00:31:58.520 | You put them in the cabinet or whatever and then guiltily over the next few years, after
00:32:02.040 | a few months, you finally cancel the auto order that they suckered you into and then
00:32:05.800 | guiltily you go ahead and use them up.
00:32:08.280 | But because you feel guilty about it and you don't really like it and finally you just
00:32:11.520 | throw away the last bottle.
00:32:13.140 | It's a very sad thing and I can't be critical of other people because I've done it myself.
00:32:17.720 | Well, and this is something maybe a little closer to home for other folks who haven't
00:32:22.680 | is I'm a dad.
00:32:24.240 | If you're a parent, you definitely have done this.
00:32:27.400 | I live in a fantasy that I'm the best dad in the world, that my kid has a better childhood
00:32:31.640 | than I've had, that I'm a better dad than my dad was.
00:32:36.000 | And every mom has the same fantasy and will spend unreasonable amounts of money to prove
00:32:40.960 | it.
00:32:41.960 | So when my kid was an infant, I bought Your Baby Can Read and I paid $180 for these flash
00:32:48.520 | cards.
00:32:49.520 | I was happy and proud and nobody cared, but I spent it and I was happier at spending $180
00:32:57.640 | rather than like $10.
00:32:59.960 | It wouldn't have filled that void, that feeling of I gotta do something.
00:33:05.640 | I don't know what I'm doing as a parent.
00:33:08.760 | I think a lot of folks can relate to that.
00:33:11.200 | - Absolutely.
00:33:12.200 | So that's a really good example because I am very interested in infant and early childhood
00:33:18.800 | education.
00:33:20.960 | The founder of Your Baby Can Read, I really respect and admire him and I admire what they
00:33:26.200 | did with their product.
00:33:27.800 | And I've read some of the other scientific work and also some of the other reviews, the
00:33:31.920 | people bashing the idea of early childhood education, et cetera.
00:33:36.600 | It's an interesting controversy.
00:33:38.960 | But I've always been interested in that and I've noticed that I think there's an opportunity
00:33:43.520 | there.
00:33:44.520 | I didn't buy Your Baby Can Read, but my wife and I, we made flashcards.
00:33:48.560 | We followed the, loosely followed, followed as it needs to be understood very loosely,
00:33:53.960 | but the Doman method, there's one of the, a guy named Glenn Doman was one of the leaders
00:33:58.680 | in that area.
00:33:59.680 | And it's been a fascinating thing for me to watch with children.
00:34:02.880 | But the Your Baby Can Read story is interesting because he got into trouble, as I understand
00:34:07.320 | it, I guess with the FTC.
00:34:08.880 | I'm not sure if you're familiar with the case, but he got into trouble with people saying,
00:34:17.080 | "Hey, this is a ripoff.
00:34:18.960 | It doesn't work.
00:34:19.960 | You can't teach your baby to read."
00:34:22.300 | Are you familiar with any of the, as a consumer of that product and also as a product maker,
00:34:27.720 | have you followed any of that legal journey or that battle that went on with the Your
00:34:31.680 | Baby Can Read brand?
00:34:34.000 | Very high level.
00:34:36.680 | And just so the audience knows, neither one of us are lawyers, so this shouldn't be considered
00:34:41.840 | legal advice, but it's a general best practice.
00:34:45.180 | You do want to watch what you say.
00:34:46.880 | You want to give people the emotion that they're looking for without being deceptive.
00:34:52.620 | We want to keep their expectations realistic, but their emotions high.
00:34:58.980 | And that's where things kind of spun out of control.
00:35:01.660 | Right.
00:35:02.660 | And that was, so where I was going with it was just to talk about legal liability and
00:35:07.860 | if you've faced any problems with that so far and then ideas for protecting yourself.
00:35:12.700 | Because in that, now again, I'm not an attorney nor did I review in depth any of the materials,
00:35:18.440 | but in looking at it and studying the founder, at the time I looked into it very briefly,
00:35:23.060 | I could be wrong.
00:35:24.200 | But I never saw anything that I felt was based upon reading some of the books and some of
00:35:28.280 | the stuff behind the scenes.
00:35:29.760 | I never saw anything that I felt was actually – he wasn't – I didn't see any fraud
00:35:38.160 | that was committed.
00:35:39.160 | I didn't see any unreasonable stuff that was done.
00:35:42.400 | I saw that I think people misunderstood what your baby reading actually meant.
00:35:48.720 | Your one-year-old reading does not mean that you can hand them the constitution and expect
00:35:54.440 | them to articulate the importance of the Tenth Amendment and how we should be employing and
00:35:59.520 | applying the Tenth Amendment in today's world to curb the growth of government federal
00:36:03.600 | power.
00:36:04.760 | That is not what you can expect.
00:36:06.460 | But your baby can read and the curriculum was effective.
00:36:10.520 | So I was interested to see how there was such a distinction between what people were expecting
00:36:16.280 | and then the legal liabilities that came from it versus what the founder actually knew.
00:36:19.920 | The founder seemed to be doing a good job creating a product that if properly used and
00:36:24.900 | properly understood was effective.
00:36:26.440 | Go ahead.
00:36:27.440 | Michael Munger (00:36:30): I agree with you totally.
00:36:30.080 | My son is now nine and he's reading Moby Dick for fun.
00:36:35.380 | The program did a great job.
00:36:36.960 | But yes, it's possible to oversell things.
00:36:39.480 | It's possible for people to point their finger at you and say, "My life is ruined and it's
00:36:45.560 | all your fault," especially if you're going to do something that goes in or on the body
00:36:50.280 | with the intent of making changes.
00:36:53.160 | That's where liability can come from.
00:36:55.200 | And so now we stay away from products that are ingestibles because you do want to have
00:37:01.720 | yourself covered.
00:37:03.600 | That's why there's liability insurance.
00:37:05.240 | You can get product liability insurance.
00:37:06.800 | You can get business liability insurance.
00:37:09.760 | And again, I'm not an insurance agent, but you should probably talk to an insurance agent
00:37:13.920 | and have them upsell you into an umbrella policy.
00:37:17.640 | Umbrella policy means anything we forgot to buy insurance on, you're covered.
00:37:23.280 | So insurance is great, especially if you have to use it knock on wood.
00:37:28.360 | We haven't had to use anything in our business associated with the product side.
00:37:33.520 | Real estate-wise, that's a different story.
00:37:36.880 | - All right, Brad, let's talk lifestyle.
00:37:40.880 | When you started saying find a product and copy it, it made me think of the famous excerpt
00:37:46.720 | from Tim Ferriss' Four-Hour Workweek.
00:37:51.240 | I remember I was an early finder of that book.
00:37:54.680 | So I've watched the whole phenomenon develop.
00:37:58.360 | I found it one day just bumbling around in a bookstore and then it was about a month
00:38:01.600 | or two later it started showing up, or about a month later, it started showing up on every
00:38:05.720 | blog, every mention, et cetera, and I've seen so many people go through it.
00:38:09.280 | Well, in that book, he, the author Tim Ferriss, famously uses the idea of a four-hour workweek
00:38:18.160 | and he talks about how that can be created with, using his terminology, the creation
00:38:23.040 | of a muse, an income muse, M-U-S-E.
00:38:26.160 | The idea is you can have this business that runs itself.
00:38:32.440 | In the book, which has since been updated, he discussed doing it with custom shirts,
00:38:39.000 | like French sailor shirts, if my memory is correct, and he identified that you find the
00:38:43.040 | market, you create the supplier, you buy the ads.
00:38:44.680 | At that time, he wasn't focusing on Amazon.
00:38:46.680 | He was focusing on Google AdWords, but same thing.
00:38:49.160 | Then you get a drop shipper, et cetera, and then you sit back and you collect the profits
00:38:54.880 | while you sip Mai Tais on the beach in Columbia and basically get rich.
00:39:01.440 | I would assume you're familiar with that concept.
00:39:04.000 | The challenge is I want to hear what your workweek is actually like and I don't want
00:39:09.120 | the fluffy sales letter approach.
00:39:11.440 | I want to know what your actual workweek is like with building these businesses and what
00:39:18.280 | you actually do and how much time was required in the beginning of getting them, finding
00:39:24.280 | the virtual staff members in the Philippines and people.
00:39:26.880 | I want to hear about the actual business.
00:39:28.880 | Yeah, absolutely.
00:39:31.360 | I live a fairly simple life.
00:39:33.880 | I'm walking distance to my kid's school.
00:39:36.060 | That starts the day, five days a week.
00:39:39.040 | I walk my kid to school.
00:39:40.400 | I walk back and I think.
00:39:42.120 | I take a half-hour shower because that's where my great ideas come from, is just a steaming
00:39:47.400 | shower.
00:39:48.400 | Do you have that product?
00:39:49.400 | I have it on my Amazon wish list to take notes in the shower.
00:39:54.000 | Do you have one of those?
00:39:55.000 | I actually have one of those.
00:39:56.000 | Okay.
00:39:57.000 | Yeah.
00:39:58.000 | I even made one that's huge because I ran out of room so I just bought some Plexiglas
00:40:03.360 | and put it in the shower.
00:40:06.560 | It's amazing at the creativity that happens there because the phone's not ringing, you're
00:40:10.960 | not checking email.
00:40:11.960 | The whole world leaves you alone when you're in the restroom.
00:40:16.680 | I spend time there and just get started with the day.
00:40:20.560 | I have a great breakfast.
00:40:21.760 | My wife makes steak and French toast and I'm feeling it.
00:40:27.040 | Actually, most of the time, five days a week, I try to go sugar-free.
00:40:30.280 | No carbs, nothing that turns into sugar.
00:40:32.400 | I have steak and eggs.
00:40:34.080 | The weekend, we go crazy.
00:40:37.560 | Then I talk to the team.
00:40:39.840 | About 10 a.m., we have a team meeting.
00:40:42.320 | It's super late in the Philippines but that's good because their kids are asleep.
00:40:46.640 | We have team meetings five days a week.
00:40:48.760 | I just talk about what's going on in the business because I don't actually do the day-to-day
00:40:52.520 | operations.
00:40:53.520 | I want to talk to the people who do and that's the Filipinos.
00:40:57.480 | They tell me what's going on, what's working, what's not working.
00:41:00.120 | We brainstorm.
00:41:01.280 | We sing karaoke.
00:41:02.440 | We laugh.
00:41:03.440 | We joke.
00:41:04.440 | They're more than just workers.
00:41:06.240 | We're in charge of helping them get a better lifestyle.
00:41:09.360 | It's a different cultural experience than you may find with most U.S. workers.
00:41:15.740 | That normally goes for about an hour.
00:41:17.480 | I'll do a call like this or some mentoring.
00:41:20.360 | I have some people I'm helping with their brands.
00:41:23.960 | I'm also part of some small groups where we launch products together.
00:41:28.800 | We split the equity and the brand and the cash flow.
00:41:32.640 | One of them I call the band.
00:41:34.760 | It's an engineer and a traffic person.
00:41:38.040 | We're able to just merge our talents into just an unbeatable stack.
00:41:43.720 | Then in the afternoon, I pick up my kid from school.
00:41:46.280 | Again, I just walk up the hill, grab him, come home.
00:41:50.400 | We hang out.
00:41:51.640 | We do kid stuff, dinner, jump back online, goof off, research more product opportunities
00:41:58.220 | or brands.
00:41:59.220 | I'm a dork.
00:42:00.220 | I can't turn it off.
00:42:01.220 | I'm addicted.
00:42:02.220 | Then call it a day, watch a movie or something.
00:42:06.280 | It's simple, kind of boring.
00:42:09.040 | We travel a bit.
00:42:10.040 | I just got back from Arizona.
00:42:11.560 | I took my wife to the Grand Canyon.
00:42:13.640 | She's never seen that.
00:42:14.640 | We went to Sedona and it was fantastic.
00:42:17.800 | We go to Thailand in October for a couple of weeks every year.
00:42:21.560 | Just simple things but rewarding things.
00:42:24.560 | >> So when you were building the staff, tell me about how you actually found and developed
00:42:36.040 | your Filipino team.
00:42:37.960 | >> Well, yeah.
00:42:39.560 | I'll tell you the real story.
00:42:42.280 | It's nice to have a glamorous thing.
00:42:44.600 | It wasn't glamour.
00:42:45.600 | It was actually a little bit stressful.
00:42:47.880 | I bought a few pallets of inventory and it was supposed to be retail condition.
00:42:53.640 | It was supposed to be just new.
00:42:55.320 | It's called shelf pulls.
00:42:57.320 | Maybe the manufacturer changed the color of the box and so they have a new model.
00:43:02.040 | So I bought a few pallets of inventory that was supposed to be retail ready.
00:43:05.640 | When I got it, there were no boxes or everything was crushed.
00:43:09.040 | It wasn't fit for Amazon but it was something we could do on eBay.
00:43:14.240 | The problem is I don't know anything about eBay other than people have lower standards
00:43:19.560 | of product presentation.
00:43:22.160 | So I hired someone in the Philippines.
00:43:23.960 | I said, "If you can do eBay listings, I'll keep you busy."
00:43:28.560 | And what would take me like three, four hours to do a listing, he was able to jam out 100
00:43:34.560 | listings a day.
00:43:36.480 | And I said, "This is great.
00:43:37.840 | If you can keep learning more things, I'd love you to do more things."
00:43:41.920 | And so we do screen sharing and I'd show him more tips and more tricks and more day-to-day
00:43:46.640 | tasks.
00:43:48.400 | And now we call that the fire watcher document.
00:43:51.000 | So every day there are things that you have to do to make sure if there is a fire, we
00:43:54.800 | put it out when it's small.
00:43:57.680 | And the team just grew.
00:43:59.680 | My needs grew.
00:44:00.960 | The team's developed.
00:44:03.200 | And we have training five days a week.
00:44:06.520 | I'm the godfather of their kids.
00:44:09.200 | When they need something, they come to me and say, "Hey, I want to go get my MBA."
00:44:13.160 | Great.
00:44:14.160 | Go have fun.
00:44:15.160 | Let's try to keep the work going.
00:44:16.760 | If you need anything, let's rely on the other team members to kind of pick up slack.
00:44:21.800 | And it's just kind of one big harmonious unit.
00:44:29.080 | Do you feel like this is the type of business that somebody could do part-time?
00:44:32.920 | Yeah.
00:44:33.920 | That's the best way to start is part-time.
00:44:37.400 | So if you have a job or if you have tons of other obligations, I'd recommend starting
00:44:42.920 | part-time.
00:44:45.000 | Take it as though you'd take a college class.
00:44:48.400 | Put a few hours a week into it, a couple nights a week.
00:44:51.960 | And before you know it, you have something that's financially rewarding enough, emotionally
00:44:56.680 | rewarding enough to pour more into it.
00:44:59.600 | It's an amazing world we live in.
00:45:05.200 | Amazing world we live in.
00:45:06.200 | Anything that I haven't asked you about that you think would be of interest to my audience
00:45:09.280 | before we get to kind of your websites and contact info and all that?
00:45:12.720 | Sure.
00:45:13.720 | I'm going to pretend you asked the question, "What's the most important decision you've
00:45:18.280 | ever made?"
00:45:19.280 | Brad, what's the most important decision that you've ever made?
00:45:22.480 | Picking an amazing spouse.
00:45:24.880 | I think if you do that one thing right, everything else in life becomes easier and more rewarding.
00:45:32.280 | And if that's not working out for you, find a way to make that relationship work.
00:45:38.640 | That's the thing, because this is someone that you spend all your time with, awake and
00:45:42.520 | asleep.
00:45:43.760 | Make sure that you pour your consciousness into having an amazing spouse.
00:45:48.780 | Invest in that person more than you invest in anything else.
00:45:52.080 | Invest in your spouse.
00:45:53.080 | Amen.
00:45:54.080 | That's the word of my gospel.
00:45:55.080 | Brad, tell us about your websites, your services, offerings, courses, etc.
00:46:00.120 | Anything that you'd like to plug here?
00:46:02.440 | So yeah, our site is called amazonsherpa.com.
00:46:08.440 | Reach out to us if you need some help, if you want to get some help getting started,
00:46:13.840 | or if you feel like you're started and maybe on the wrong track.
00:46:17.560 | Just sign up for our newsletter.
00:46:18.720 | We have weekly tips, strategies, updates, stories.
00:46:22.600 | And if you need something, we can jump on a call for like 20 minutes and just get you
00:46:26.600 | on the right track.
00:46:27.600 | Thanks for coming on, man.
00:46:29.600 | Absolutely.
00:46:30.600 | Thanks for having me.
00:46:31.600 | Thank you for listening to this episode of Radical Personal Finance.
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