Beyond A Million

Roland Frasier is an investor and business mentor who reports buying and selling more than 1,000 companies up to $4B in sales. His company, Scalable.co, helps founders through the "seven levels of business," including potential growth through acquisitions.

Today, Roland shares insights around the blueprints of business and real estate acquisition, including an in-depth breakdown of a potential 9-figure deal and strategies for adding 3x in valuation for acquisition targets.

Roland also offers advice for founders considering an acquisition, highlights the industries he likes and dislikes for acquisitions, and shares his varying criteria for evaluating deals and solving potential problems.

Key Takeaways with Roland Frasier

• A breakdown of a potential 9-figure real estate deal.
• Acquisition opportunities that may be robust despite a faltering economy.
• Find out where Roland is directing his investments.
• Hear how Roland looks at acquisitions, including the question he would ask any business owner who is considering the acquisition process.
• The mistake Roland often sees business owners make when they start focusing on acquisitions.
• Specifics behind how Roland's acquisition criteria varies depending on what he's trying to solve for.
• The math behind the acquisition potential of private-equity-based companies.
• The industries Roland likes and doesn't like for acquisitions.
• How can companies turn a recession into an opportunity?
• The business opportunity Roland uncovered as an attorney that led to making $1.8M in profit in 9 months.
• The "IRAC" puzzle Roland was able to transfer from his career in law to SEO and marketing.
• Where Roland pivots his focus after a deal goes public.

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Julian Reyes is a direct response copywriter who has built multiple 8-figure businesses. With a team of more than 50 people, Julian's $50M direct response business currently operates in the survival, men's health and Christian health niches.

In today's episode, Julian shares stories from his career, from a musical theater actor to working in a male strip club, to building multiple 8-figure direct response copywriting offers.

We also talk about why top-line revenue metrics can be misleading, the marketing skills Julian believes translate to almost any niche, and his views on vulnerability, honesty with yourself, and the importance of self-preservation for entrepreneurs experiencing 8-figure growth.

• The specific marketing skills Julian built that he believes lend themselves to any vertical.
• How to construct a marketing message around a product.
• What Julian believes the biggest profit lever you can pull is.
• The importance of self-preservation as entrepreneurs scale past 8 and 9-figures.
• Why top-line revenue is a "vanity metric" – and the number to focus on instead.
• Why an entrepreneur's success can be partially attributed to accumulating "battle scars."
• How his role changed as he scaled his company from 7 to 8-figures.
• The defensive infrastructure Julian has in place to protect his direct response offers.
• Julian's biggest catalyst to triggering an existential crisis.
• Reasons Q4 tends to be the worst quarter for Julian for media costs and email deliverability.
• What Julian believes is his biggest vulnerability as a business owner.
• The ins and out of payment processing and merchant accounts — and how entrepreneurs who understand them can increase their revenues.

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Dan Martell is the founder of SaaS Academy, a coach to more than 1,000 SaaS founders, and the author of "Buy Back Your Time," which aims to help entrepreneurs enjoy more freedom while continuing to level up in business. Dan is also an active angel investor who invested early on in companies such as Udemy, Hootsuite, Intercom, Unbounce, Getaround, and many other B2B SaaS startups.

In this episode, Dan shares his story, from being locked up in prison to becoming a 5x SaaS founder with three successful exits, including companies such as Clarity.fm, Spheric, and Flowtown. He's also the CEO of two 8-figure businesses.

You'll also learn how to calculate your own buyback rate to earn more freedom, Dan's "4 C's" to business leverage, and psychology and mindset advice for facing adversity.

Key Takeaways with Dan Martell

• How Dan went from spending time in prison to becoming a 5x SaaS Founder, angel investor, coach to 1000+ Founders, and CEO of two 8-figure companies.
• The step-by-step calculation for determining your "value creation per hour" and "buyback rate" to earn more freedom.
• Dan's 4-part framework for creating leverage in your business.
• Why Dan's first two companies failed to take off—and how he scaled/exited 3 companies in 10 years.
• How to determine when to sell a growing or profitable business.
• The profit level at which founders should consider investing in ventures other than their own business.
• The insight Dan had during a 12-hour walk that completely changed his life.
• Using endurance athletics to spark new mindsets for dealing with personal and professional adversity.
• A detailed look at no-code software vs. creating your own.

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Mike Buontempo is the CEO of Client Accelerators, an agency that reports managing more than $40M in annual ad spend across platforms like YouTube, TikTok, Google, and more.

In today's episode, Mike shares his path from starting his first company at 16 to scaling Client Accelerators up to what he claims is the #1 agency for high-ticket funnels on YouTube.

Mike walks you through his blueprint for creating a successful ad and how he structures his monetization model to earn more than $150K/month from a single client.

You'll also hear Mike talk about which platforms he prefers to advertise on, how his role as CEO has changed as his company scaled to more than 40 employees, and why he values having his team in the office over remote work.

Key Takeaways with Mike Buontempo

• Mike's step-by-step breakdown of the elements of a great ad.
• Mike's monetization model for Client Accelerators and why he targets clients with high-ticket offers.
• How Mike's role as founder and CEO of Client Accelerators has changed as his team grew from 0 to 40+ employees.
• The biggest thing Mike looks for when picking clients.
• Why Mike believes agencies often get a bad name.
• How Mike started making $150K - 200K per month from one client.
• Mike's preferences between running ads on YouTube, Facebook, and TikTok (and his biggest issue with TikTok).
• Why clients might find value in working with more expensive agencies.
• How Mike went from posting on Facebook to $30,000 MRR — even though he didn't want to start an agency.
• Understanding the relationship between media buyers and creatives — and why it matters for an agency.
• How Mike would manage his team differently if he could do it over again.
• Why Mike prefers his team in-house as opposed to remote.
• CTR, ROAS, CRMs, and more — A masterclass in agency acronyms.

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Mike Brown is an investor, entrepreneur and the founder of Unbreakable Wealth, a coaching program that aims to help entrepreneurs break through key challenges to hit their next levels of business and financial success.

After flying more than 70 combat missions for the U.S. Navy, Mike pivoted into the world of oil and gas in Texas, eventually founding and scaling a business to $34M in revenue with five employees before making an 8-figure exit.

In today's episode, Mike shares his views on discipline and risk and how they play into a founder's journey to scale and sell a business. You'll also hear Mike talk about key changes he made to his mindset for different milestones in his entrepreneurial journey, how he balances the value between money and lifestyle, and what he'd do differently if he could do it all again.

Key Takeaways with Mike Brown

• What Mike believes is the most powerful wealth-building strategy.
• Why Mike believes it takes a different level of discipline to scale past 7-figures — and what that discipline entails.
• Mike's biggest mistake and what he would've done differently in his business ventures.
• Mike's 3-step action plan for reestablishing his relationship with money after becoming a multi-millionaire.
• The two big questions Mike had to answer after exiting his oil and gas company.
• Mike's answer for entrepreneurs who ask, "What if I lose my edge?"
• Weighing the effect of gradual progress vs. daily intensity.
• Why Mike doesn't believe in goal-setting — and what he does instead.
• Balancing maximizing revenue with lifestyle priorities and why Mike chose not to attempt to scale to 9-figures.
• The mindset shift from being an accumulator of wealth to being a defender of wealth.
• Why Mike doesn't believe hard work is the leading factor in success.
• Mike's experience with balancing internal happiness with external validation.
• The importance of accountability partners for financial decision-making.
• The overlap of mentalities between combat, endurance sports and business.

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We hope you enjoy this episode and that you find some golden nuggets within this interview. Trust us, it's there!

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Walker Deibel is an acquisition entrepreneur, M&A advisor, and the founder of Acquisition Lab, an accelerator that teaches entrepreneurs how to purchase and scale sustainable, profitable companies. He has acquired 7 companies over ten years and co-founded several startups.

In this episode, Walker shares in-depth tips on how entrepreneurs can look at acquisitions as a part of their growth strategy. We discuss the value of "boring" brick-and-mortar businesses vs. "zero-to-one" innovative companies, how Walker sources deals, and ideas for evaluating and vetting potential businesses for sale.

You'll also hear the number one risk Walker sees buyers make, the first thing he believes entrepreneurs should do when considering an acquisition, and the best place to start for entrepreneurs who already know what they want to buy.

Key Takeaways from Walker Deibel

• How 7-figure entrepreneurs can quickly work their way into 8 or 9-figure acquisitions.
• How does Walker find companies to acquire?
• The primary metrics Walker believes entrepreneurs should look at when assessing acquisition targets.
• The number one mistake Walker sees buyers make when it comes to acquisitions.
• The first thing Walker recommends entrepreneurs do when considering an acquisition.
• Why entrepreneurs with viable companies are "in the catbird seat" when it comes to potential acquisitions.
• How do the nuances of terms in an acquisition deal affect buyers and sellers?
• Two approaches to sourcing potential deals and two different acquisition strategies.
• Key differentiators between the private and public markets when it comes to getting financial information on companies.
• Should you keep the existing management team after buying a company?

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Nick Bradley, known as 'The Exit Guy,' helps entrepreneurs and investors scale via M&A to create high-value exits.

Over the last decade, he has built, bought, and sold 26 businesses with a combined valuation of $5.2 billion. He's been the CEO of 7 different companies, ranging in size from 15 to 400+ employees.

Today, Nick shares what he's learned in managing over 100 acquisitions, including the ins and outs of private equity, negotiating exits, and navigating powder-keg boardrooms.

We talk about Nick's journey from an 18-year-old fitness trainer to leading a $2.3 billion deal to his eventual decision to quit the world of private equity entirely.

You'll also hear about how Nick used ultramarathons to train his mind for the boardroom, how he prepares companies for a sale, and how to sell a business without going through investment banking.

Key Takeaways with Nick Bradley

• The evaluation steps Nick takes when helping founders position and negotiate exits.
• Nick's 2 requirements for business owners who want to grow and scale quickly.
• How Nick sells businesses without going through investment banking.
• Why Nick believes PE firms place too much emphasis on financials when evaluating a company (and the areas they don't consider enough).
• Strategically tweaking your emotional state to align yourself with the outcome you want.
• The potential risks PE firms take when replacing the original founder with a scale-up CEO.
• Nick's equation for driving exponential growth for any business.
• The 2 types of entrepreneurs Nick sees and where each type excels.
• The internal dynamics of private equity that led to Nick leaving the industry.
• The interplay between endurance training and winning in business.
• How attending all of Tony Robbins' events for a year transformed Nick's way of thinking and gave him the tools to achieve new levels of success.

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Mike Filsaime is the CEO of Groove Digital, one of the fastest-growing software platforms for digital and e-commerce marketers. As an online marketing expert, educator, and consultant, Mike claims to have done more $1M launches than any other marketer in history.

In this episode, Mike shares his journey from college dropout to launching, managing, and scaling SaaS companies that have done over $175M in sales. He talks about the pros and cons of different pricing strategies, his process for increasing the lifetime value of a customer, and how his approach to running companies has changed after multiple successful exits.

You'll also hear Mike's "best tip" regarding products and offers, what he views as "the 2 most powerful things in marketing," and his main focus when it comes to scaling.

Key Takeaways with Mike Filsaime

• Lifetime access vs. ongoing subscription pricing and how each can affect the lifetime value of a customer.
• How does a consumer's mindset change when buying a product vs. buying an offer?
• The value Mike sees in the freemium model and how to optimize it.
• The metric Mike is currently focused on for scaling.
• How Mike leverages and evaluates open-source platforms to make SaaS development easier.
• How marrying multiple pricing models can increase the lifetime value of a company.
• The equation Mike calculates when running paid ads.
• Mike's early entry into the SaaS space and how he believes consumer preferences have changed as the space evolves.
• Weighing work against retirement and finding purpose after achieving financial goals.

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We hope you enjoy this episode and that you find some golden nuggets within this interview. Trust us, it's there!

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Keala Kanae is the founder and CEO of Fullstaq Marketer and went from working in a coffee shop to making millions as an affiliate marketer. He launched his own courses and coaching program and scaled to 60 employees and $20 million in revenue in his first year—the majority of which came from a single YouTube funnel.

In this episode, Keala joins me to talk about navigating the challenges that come with scaling your business, how he builds his sales funnels and closes high-ticket offers, and his step-by-step email marketing blueprint that has helped him hit a 59.1% open rate.

You'll hear about what Keala believes is the best leverage an affiliate offer can have, how to pick KPI data that can help your business, and how to adapt business models for increasingly intelligent consumers.

Key Takeaways with Keala Kanae

• How Keala scaled to $20M in revenue and 60 employees in his first year
• The step-by-step guide Keala used to get his email open rates to 59.1%
• An inside look at the challenges that come with scaling rapidly
• Best hiring practices for scaling beyond $1M
• Email marketing mistakes that will negatively impact your open rates—and how to avoid them
• A key metric that can help guide your hiring decisions as you scale
• How Keala builds his sales funnel from low to high-ticket offers
• How to efficiently monetize leads by segmenting your audience to align them with the offer that suits them best
• Why raising prices on front-end offers can be a big mistake and how you can use the Amazon model to drive long-term value
• Prioritizing KPIs without getting lost in the weeds (and the crucial KPI segment to keep your eye on)
• What are the four core concepts of affiliate marketing?

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We hope you enjoy this episode and that you find some golden nuggets within this interview. Trust us, it's there!

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Perry Belcher is an investor, direct response marketer, and serial entrepreneur who has built multiple startups throughout his career.

Most notably, he Co-Founded Digital Marketer with Ryan Deiss, a digital marketing training company that coaches over 300,000 students and hosts the largest marketing event in North America, Traffic & Conversion Summit.

In this episode, Perry shares audience-monetization tactics from his rollercoaster entrepreneurship journey. At age 20, he owned 42 retail stores before going bankrupt at age 22. Soon after, he rebounded to doing $3-4 million a month before having his assets seized by the State of Tennessee. Finally, Perry used the "Randolph Hearst" model to build and scale his digital marketing business.

You'll learn multiple strategies for creating income streams from your existing audience, how creating a specific customer avatar can lead to unexpected revenue opportunities, and how you can use "dead" traffic to create beneficial business relationships.

Key Takeaways with Perry Belcher

• Maximizing LTV of your audience by building a specific customer avatar.
• How to cross-sell your existing audience by using the "Randolph Hearst" model.
• Evaluating and pursuing other ventures when your main business is doing well.
• How Perry changed his sales strategy to win more customers amidst a recession.
• Why is the U.S. tax structure favorable for entrepreneurs?
• Determining when it's time to add additional offers outside of your core product.
• Multiple ways to monetize your audience lists.
• Using referrals to provide value and foster mutually beneficial business relationships.
• How one of Perry's Funnel Hacking students became a millionaire from a one-location pooper scooper business.
• The evolution of the digital payment space and how different generations prefer different payment methods.

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BAM! 💥