"Something that doesn't slice the pie differently or steal someone else's breakfast, but something with a potential to grow the overall pie," is Omri Yacubovich's description of Lama.ai, of which he is co-founder and CEO. Lama.ai provides business lending to banks, credit unions, SaaS companies, fintech and B2B brands. Through his research, Omri found that 80 percent of businesses that applied for a loan through their primary banking relationship were declined. Alternative methods included exorbitant APRs that could reach as much as 400%, as well as a very high cost of acquisition and capital. Lama. ai offers to lower these expenses to nearly zero while also offering a more specialized strategy to fit varying needs of businesses versus a cookie cutter plan.

Omri offers insights into the number of entrepreneurs who have emerged from Israel. He speculates that it has something to do with having to perform mandatory service at 18, having major responsibilities and decisions to make. He and Brendan discuss the myth of the young Ivy league-educated entrepreneur success story–the vast majority of majorly successful business people had years of experience–even whole careers under their belts before founding their first big business. There is a balance between the bravery of youth where you have very little to lose and the experience and wisdom that come with being older.

Omri shares his unpopular opinion on the concept of work/life balance. He talks about what he might have done differently if he had the process to do all over again.

Quotes:

• "There are 1000s, or tens of 1000s, or hundreds of 1000s of startups that fail.. the validation was an important piece." (15:13-15:27 | Omri)

• "What we've done, which I think is also important for the first time founders that are listening to this episode, is we left some room for strategic investors...including my previous CEO." (24:32-25:26 | Omri)

• "The Northern Lights or where you want to go and what you want to sell is way more important than the actual technology and features that you're building and you're probably very proud and excited about. So, my recommendation is to talk about the problem and why you and your team are the right ones to solve that problem." (27:31-27:52 | Omri)

• "If you're not running fast enough, if you're in the right or wrong direction, you're never going to get to the finish line. So I think it's crucial for startups to have the ability to move fast. And unfortunately, moving fast requires a lot of dedication and working hours. So, it's not popular, but that's my opinion." (35:47-36:13 | Omri)

Connect with Brendan Dell: LinkedIn: https://www.linkedin.com/in/brendandell/ YouTube: https://www.youtube.com/c/BrendanDell Instagram: @thebrendandell TikTok: @brendandell39 Buy a copy of Brendan's Book, The 12 Immutable Laws of High-Impact Messaging: https://www.indiebound.org/book/9780578210926

Connect with Omri: [email protected]

lama.ai

Check out Omri's recommended books:

Start-Up Nation: The Story of Israel's Economic Miracle by Dan Senor and Saul Singer

https://bookshop.org/p/books/start-up-nation-the-story-of-israel-s-economic-miracle-dan-senor/16646834?ean=9780446541473

The Hard Thing About Hard Things: Building a Business When There Are No Easy Answers by Ben Horowitz

https://bookshop.org/p/books/the-hard-thing-about-hard-things-building-a-business-when-there-are-no-easy-answers-ben-horowitz/6432758?ean=9780062273208

Zero to One: Notes on Startups or How to Build the Future by Peter Thiel and Blake Masters

https://bookshop.org/p/books/zero-to-one-notes-on-startups-or-how-to-build-the-future-peter-thiel/9402001?ean=9780804139298

The Lean Startup: How Today's Entrepreneurs Use Continuous Innovation to Create Radically Successful Businesses by Eric Ries

https://bookshop.org/p/books/the-lean-startup-how-today-s-entrepreneurs-use-continuous-innovation-to-create-radically-successful-businesses-eric-ries/9422262?ean=9780307887894

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"You probably can't overemphasize the importance of your co-founder relationship," says Noah Abelson-Gertler, founder coach and former public company CEO, explaining that 50% of startups and scaleups that fail do so due to co-founder relationships. Co-founders have an intimacy that is like marriage without the romance—you experience highs and lows, make major decisions together, you're dependent on each other, and can often spend more time together than you do with your actual spouse. That is why it is so important to be as thorough as possible in getting to know your potential co-founder, asking them every possible question, their strengths and weaknesses, references, how they would respond to every possible scenario, and if you can really see yourself working side-by-side with this person for the next ten years. It is just as important to be honest with yourself, about your motivations, shortcomings, etc.

This is something that Noah wishes he had done more of with his own co-founder before entering into business with each other. But, as he mentions, the only other difference between marriage and co-founder partnerships is that co-founders aren't given the tools and resources couples are given. That's why he encourages all founders to find a coach because you really can't know what it's like until you're in it, and as you scale and succeed, your role constantly changes.

Noah and Brendan also touch upon feelings of imposter syndrome, spurred in part by what Brendan calls "success porn." Founders feel like they are the only ones who feel the increasing pressure that builds commensurate with success. No one has it all figured out, they agree. And if they think they do, they're likely a sociopath.

Quotes

• "You probably can't overemphasize the importance of your co-founder relationship. So from the moment that you start looking into becoming a co-founder with somebody, you want to focus as much resource on it as, as you logistically can, you're not going to be able to spend 100% of your time on it, never will. But it's wildly important to the success of your business." (27:43-28:06 | Noah)

• "The most similar relationship that you're going to have in your life to a co-founder relationship is a romantic relationship, bar none. It is wildly intimate, you are dependent upon each other, you spend an immense amount of time with each other, and you're making hard decisions constantly. Now, the difference between these two relationships is, and I talk about this a lot in co-founder coaching, a romantic relationship has a bunch of tools to it, the co-founder relationship does not." (31:26-31:59 | Noah)

• "A common thing that comes up is founders who enter into a co-founder relationship is thinking that they don't need to both better get to know themselves, and constantly work on themselves. So that's an understanding you have to have from the jump. If we're going into this together, we both have to have the humility to look at our shortcomings and look at ways that we can improve." (35:00-35:21 | Noah)

• "If you think about what really moves the needle as… it's the inner person, the soft skills that really often make the difference. Can you organize people well, and you're not going to organize and direct a team. It's like when the parents are fighting at home:..If you're not getting along, and you guys are constantly at odds, and there's tension there, the team's going to sense that in there, as you're creating a divide in your business." (36:26-Brendan | 37:12 | Brendan)

Connect with Brendan Dell: LinkedIn: https://www.linkedin.com/in/brendandell/ YouTube: https://www.youtube.com/c/BrendanDell Instagram: @thebrendandell TikTok: @brendandell39 Buy a copy of Brendan's Book, The 12 Immutable Laws of High-Impact Messaging: https://www.indiebound.org/book/9780578210926

Connect with Noah:

Foundersjourney.io Check out Noah's recommended books:

Radical Candor: How to be a Kick-ass Boss without Losing Your Humanity by Kim Scott

https://bookshop.org/p/books/radical-candor-be-a-kick-ass-boss-without-losing-your-humanity-kim-scott/8486942?ean=9781250235374

Multipliers: How the Best Leaders Make Everyone Smarter by Liz Wiseman

https://bookshop.org/p/books/multipliers-how-the-best-leaders-make-everyone-smarter-liz-wiseman/7213241?ean=9780062663078

The Trillion Dollar Coach: The Leadership Playbook of Silicon Valley's Bill Campbell by Eric Schmidt, Jonathan Rosenberg and Alan Eagle

https://bookshop.org/p/books/el-coach-de-sillicon-valley-lecciones-de-liderazgo-del-legendario-coach-de-negocios-bill-campbell-trillion-dollar-coach-eric-schmidt/7976170?ean=9780062839268

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"We're emotional beings that think, not thinking beings that feel," says Scott Walker, leadership coach, former Scotland Yard detective and one of the world's most experienced kidnap for ransom negotiators. Scott joins the podcast today to share what engaging in covert counterterrorism and kidnapping operations has taught him about communicating in life and in the corporate world. The process, Scott explains, is a matter of taking your emotions—as well as your ego—out of the equation. At the same time, you must be very aware of the other person's emotions, what they want and need including what Scott calls "the bunch of fives." Force, subjugation and domineering approaches rarely work if at all. Negotiation is very much about collaboration. It is far less about a set script of things to say and more about showing up and being curious about another person.

For most people, talking about money is the most uncomfortable thing they do at work. When asking for a raise, focus on what you can do to provide value to your employer, on your long-term commitment. Negotiations should have a single clear message. Don't lose sight of the outcome. Hear Scott talk about the "three Ms" that are invaluable to his daily practice.

Scott and Brendan discuss the success of Chris Voss—also a former hostage negotiator, and his ability to, in the TikTok era where most people can only stay present for a thirty second video, hold people's attention for three hours. Scott credits JP Sears for infusing discourse with humor and nuance in a world where people hardly listen to or empathize with each other. They also discuss Diego Perez and Andrew Huberman.

Quotes:

• "I'd say that emotional self mastery, which is ultimately what having a right mindset is about, is probably one of the number one skills of an effective negotiating communicator…So you don't become swayed from pillar to post by people's challenges, really." (20:04-20:45 | Scott)

• "People make decisions based on emotion…if I can uncover what your real needs are, then I'm a step closer to helping you meet them." (28:02-28:35 | Scott)

• "Sometimes people ask me, 'Are you just trying to manipulate people?...I just want you to walk away happy thinking, 'Hey, I've got a good deal here.'" (33:41-34:19 | Scott)

Connect with Brendan Dell: LinkedIn: https://www.linkedin.com/in/brendandell/ YouTube: https://www.youtube.com/c/BrendanDell Instagram: @thebrendandell TikTok: @brendandell39 Buy a copy of Brendan's Book, The 12 Immutable Laws of High-Impact Messaging: https://www.indiebound.org/book/9780578210926

Connect with Scott Walker:

scottwalkerbooks.co.uk Buy a copy of Scott Walker's book, Order Out of Chaos: https://www.scottwalkerbooks.co.uk/ Check out Scott Walker recommended books:

Tools of TItans: The Tactics, Routines, and Habits of Billionaires, Icons, and World-Class Performers by Tim Ferris

https://www.indiebound.org/book/9781328683786

Unlimited Power: The New Science of Personal Achievement by Tony Robbins

https://www.indiebound.org/book/9780684845777

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"We started to feel like there was something bigger here, that this could be transformational," says Jason Radisson, co-founder and CEO of Sh1ft, which brings push button technology to blue collar and middle class work, and is transforming HR in the B2B spaces by implementing gig economy-style automation and efficiency. Sh1ft promises to eliminate 80 to 90 percent of a traditional HR employee's role by resolving issues such as schedule inefficiencies and time fraud. Sh1ft is currently making great strides in the professions of engineering, construction, and nursing.

Born to a young, single mother, Jason learned early on from the people around him both the value of hard work and the value of education to upskill and land better jobs. He and Brendan discuss good and bad reasons for attending school and in what instances attending top schools, like his alma mater Harvard, is a worthwhile pursuit. He explains how certain companies become like mafias and why that's a good thing.

Later, he explains why the white collar job sector will be saturated in the future, the transformation of local markets into national ones, and what's in store for blockchain and crypto. Brendan describes the two classes of skills which will guarantee success in the modern economy.

Connect with Brendan Dell: LinkedIn: https://www.linkedin.com/in/brendandell/ YouTube: https://www.youtube.com/c/BrendanDell Instagram: @thebrendandell TikTok: @brendandell39 Buy a copy of Brendan's Book, The 12 Immutable Laws of High-Impact Messaging: https://www.indiebound.org/book/9780578210926

Check out Jason's recommended books:

Decision Making Under Uncertainty by David E. Bell

https://www.amazon.com/Decision-Making-Under-Uncertainty-David/dp/1565272757

Decision Making Under Certainty by David E. Bell

https://www.amazon.com/Decision-Making-Under-Certainty-Schleifer/dp/9812435069/ref=sr_1_1?crid=1R9IXZQZ3YZ36&keywords=David+E.+Bell+Decision+Making+Under+Certainty&qid=1678834076&s=books&sprefix=david+e.+bell+decision+making+under+certainty%2Cstripbooks%2C96&sr=1-1

Valuation: Measuring and Managing the Value of Companies by McKinsey & Company, Inc., Tim Koller, Marc Goedhart, and David Wessels

https://www.amazon.com/Valuation-Measuring-Managing-Companies-Finance/dp/1119610885/ref=sr_1_1?crid=1E4W4ESJYI7S5&keywords=Valuation&qid=1678834336&s=books&sprefix=valuation%2Cstripbooks%2C98&sr=1-1

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"What if we could do it better than anyone else in the ecosystem?" Nathan McCauley asked himself while co-founding Anchorage Digital, a unicorn assets platform that provides instantly settled key storage and custody—holding investments on behalf of investors—for digital assets like Bitcoin and Ethereum. Before starting this venture, he worked at financial services platform Square, where he performed what he called "financial security" for four years with his future Anchorage Digital co-founder Diogo Monica. There the two helped to design the digital card reader with Jack Dorsey. Wanting to learn more about the sales, marketing and development aspects of B2B business before starting their own company, he and Diogo joined Docker, a software platform that helps developers to build, run and share applications.

Nathan talks about working at Square with Jack Dorsey and Keith Rabois, their unique approaches to leadership, and what the experience at Docker was versus what he thought it was going to be. Brendan explains the problem with overindexing on opportunities to make what turn out to be largely unneeded products. Early on in his career, Nathan's managers constantly evaluated him as having "irrational optimism." He later learned about the power of being paranoid.

Nathan started Anchorage because he wanted to build a culture, one in which his employees could find a purpose and enrich their lives. With this motivation still at the forefront, he spends a lot of time interviewing potential employees. He explains the key to finding the right people who align with the company's mission.

Quotes:

• "This idea of sitting around and waiting for good opportunities and then when you find them, putting everything into them. One of the things that would've happened if I decided to start a company just after Square is I would've probably gone after a smaller opportunity that wasn't as high leverage as Anchorage. And so I'm extremely grateful for the patience aspect of it. In terms of waiting for the right opportunity, that was a good fit for mine and my co-founders' skillset. That's not to say that I didn't learn a ton from Docker. I actually did learn a ton from Docker too. But it's kind of a dual purpose of learning a lot, learning about enterprise sales, learning about marketing, but also not jumping into something that was not as big of an opportunity as it possibly could have been." (24:29-25:18 | Nathan)

• "We had this idea of a very secure system without a problem that actually needed solving that way, the custody problem coming along was almost this conceptual model of an idea of a very secure system that finally had a use case that we could build towards. So the answer to that ends up being that we had a very clear product vision very early on what needed to get built, but we did not want to build an mvp. because we knew the very nature of the product was likely to hold non-trivial amounts of funds very early on. We didn't want to do anything less than good enough in the first version." (29:44-30:27 | Nathan)

• "The most useful outlet for fear is to keep innovating." (35:46-35:50 | Nathan)

Connect with Brendan Dell: LinkedIn: https://www.linkedin.com/in/brendandell/ YouTube: https://www.youtube.com/c/BrendanDell Instagram: @thebrendandell TikTok: @brendandell39 Buy a copy of Brendan's Book, The 12 Immutable Laws of High-Impact Messaging: https://www.indiebound.org/book/9780578210926

Connect with Nathan McCauley: Anchorage.com

[email protected]

Check out Nathan's recommended books:

Only the Paranoid Survive: How to Exploit the Crisis Points that Challenge Every Company by Andrew S. Grove

https://www.indiebound.org/book/9780385483827

Titan: The Life of John D. Rockefeller, Sr. by Ron Chernow

https://www.indiebound.org/book/9781400077304

A History of the World in Ten and a Half Chapters by Julian Barnes

https://www.indiebound.org/book/9780679731375

Raids on the Unspeakable by Thomas Merton

https://www.indiebound.org/book/9780811201018

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New York Times bestselling author Jonah Berger's cutting-edge research reveals how six types of words can increase your impact in every area of life: from persuading others and building stronger relationships, to boosting creativity and motivating teams. He labels them SPEACC ("speak," phonetically), and they are crucial to understanding if one wants to be a more effective and charismatic speaker. Meanwhile, Jonah explains–using words like seems, think, should–-lessens the effectiveness of speech overall. More specifically, though, there are certain hedging phrases which yield more results than do others, and he discusses them here. He also describes "the copier experiment," wherein one simple word will persuade people to accommodate a request, even if inconvenient.

A simple two-letter word modification will convince everyone from children in the classroom to community members during election time to take the desired action. Delegating action versus assigning someone an identity based on that action is a very powerful shift, as Jonah explains. There are six categories under which persuasive language falls, a framework.

There is a surprising difference between the effectiveness of abstract language and concrete language when it comes to raising money. Brendan shares an example of using hedging language versus direct language, and the difference it made to his clients.

Quotes:

• "While we pay a lot of attention to what we want to communicate…we think a lot less about how we say those things, the particular words we use. And that's a mistake because the words we use can have a big impact on our effectiveness." (3:52-4:15 | Jonah)

• "I know that some people hate Donald Trump, and I know that some people love Donald Trump. Whether you love him or hate him, you can't deny that he's been a great salesperson for his ideas. Even if you hate him and hate everything he stands for, he's had an amazing ability to get a whole bunch of people to do what he wants and follow his suggestions. So, one question is: why?" (6:57-7:18 | Jonah)

• "Think about it this way: If you understand the science of hitting, you get on base more in baseball. If you understand the science of shooting a basketball, more of your three free throws go in. Same is true of language. Language is something we do all the time, just like you can become a better basketball shooter, a baseball hitter, a better swimmer, whatever you do in your life. By understanding how language works, you can use it more effectively." (17:55-18:19 | Jonah)

Connect with Brendan Dell: LinkedIn: https://www.linkedin.com/in/brendandell/ YouTube: https://www.youtube.com/c/BrendanDell Instagram: @thebrendandell TikTok: @brendandell39 Buy a copy of Brendan's Book, The 12 Immutable Laws of High-Impact Messaging: https://www.indiebound.org/book/9780578210926

Pre-Order Jonah's Book: Magic Words

Hardcover & Kindled: https://amzn.to/3IwX21l

Audio: https://amzn.to/3ZbRe4c Check out Jonah's recommended books:

The Tipping Point: How Little Things Can Make a Big Difference by Malcolm Gladwell

https://www.indiebound.org/book/9780316346627

Made to Stick: Why Some Ideas Survive and Others Die by Chip Heath and Dan Heath

https://www.indiebound.org/book/9781400064281

Diffusion of Innovations by Everett M Rodgers

https://www.indiebound.org/book/9780743222099

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"What drives me is the mission," says Tony Jamous, founder and CEO of Oyster HR, a business that, as Brendan puts it, is "stewarding the remote work revolution." Oyster, Tony's second unicorn company, works to allow businesses to hire anyone from around the world without restriction. With their needs fulfilled, companies can then focus on their growth. This starts with everyone establishing their mission, collectively and individually. As Brendan points out, being mission driven ensures that your business is solving an actual problem. Yet, so many workers don't know why they are working in the first place. Tony regularly takes stock of how his employees feel working at Oyster and working for him specifically. What's more, he encourages all leaders to check in with how they feel about themselves, to practice self-leadership before they attempt to lead others.

Another important element of leadership, he says, is demonstrating full trust in that employees can and will do their jobs, meet their goals and provide value to the company. No one likes to be questioned, and while checking in with employees about performance is necessary and reasonable, the only way to attempt to micromanage is not to attempt it at all. Micromanagement leads workers to further question what they are doing in their jobs, which not only leads to burnout, but to the kind of disengagement that up to 75 percent of knowledge workers admit to feeling. Pay attention to the red flags of avoidance and procrastination around a task,Tony advises.

Another major contributor to workplace burnout is the continued adherence by many companies to arbitrary and archaic work models. Oyster has a series of breaks and flexibility built into the culture to allow for quality of life while still achieving a high level of productivity. This notably includes eliminating unnecessary meetings–and their resulting emotional drain–and using Loom instead.

Quotes:

• "Today, it seems like we have an unlimited amount of opportunities because…we're digitalizing the whole economy through all industries. So how do you choose to focus on and that's the strategy process that you need to conduct." ( 6:36-6:53 | Tony)

• "Being mission-driven increases your chances of success. You attract better people to your business, you create a better culture with the highest level of engagement, and you attract better investors and better customers." (16:32-16:46 | Tony)

• "Trust, in my opinion, has to be absolute and infinite because you gain nothing by questioning people. Nobody gains anything from adding doubt into the relationship." (27:58-28:14 | Tony)

• "Many people aren't clear about why they're working." (43:00-43:05 | Tony)

Connect with Brendan Dell: LinkedIn: https://www.linkedin.com/in/brendandell/ YouTube: https://www.youtube.com/c/BrendanDell Instagram: @thebrendandell TikTok: @brendandell39 Buy a copy of Brendan's Book, The 12 Immutable Laws of High-Impact Messaging: https://www.indiebound.org/book/9780578210926

Connect with Tony Jamous: LinkedIn: @ Tony Jamous Check out Tony Jamous' recommended book:

The Infinite Game by Simon Sinek

https://www.indiebound.org/book/9780735213500

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"I had one job, which was to get the data right. Why was that so freaking hard?" asked Barr Moses, co-founder and CEO of Monte Carlo, the world's first data observability platform, discussing what motivated her to create the product. Having worked with data for 15 years, she realized so many people across the industry couldn't seem to get it right, nor did they have a systematic, scalable way to make sure data was accurate. In the world we're living in, where so many people have access to data, just a few minutes of inaccurate data can lead to poor customer experience and millions of dollars in lost revenue. It's a problem Barr says will only get worse over time, as data becomes more important to infrastructure.

Barr explains what it was like to create a whole new category, something from nothing, even when some people were telling her it would never work and that she was throwing her career away. She knew there was a company to be built there, and she wanted to be the one to do it and be proud of the journey along the way—which she admits is a lot of hard work. Category creation is really solving customer problems, and in so doing, the customer becomes co-creator of the category because they have the answers. Customer happiness is at the heart of the whole operation. Barr expands upon this and other codified values that make up the foundation of Monte Carlo.

Barr reveals what the two main rules any business should have, from the beginning and forever. Find out why it's important that people around you pass "The Mom Test," what the odds are that data will ever be 100% accurate, and what it's like to be married to your co-founder.

Quotes:

• "The idea of data being wrong would get a really strong reaction. It resonated. I think that was the first 'aha' moment. People that I didn't even know would say, 'Hell, yes, I have that problem, please help me solve it now. So that was the very first lightbulb moment." (9:52-10:17 | Barr)

• "We're not looking for someone to say, 'Hey we have 100 percent confidence.' We're looking for someone to say, 'Hey, this data is important enough for us to invest something in making sure that it's accurate.' It's about treating the issue with the diligence it deserves." (15:53-16:07 | Barr)

• "Think about application reliability: A couple of decades ago, nobody cared if your app was up or down. But then Netflix is down for 45 minutes in 2016 because of duplicate data. Netflix being down is a hell of a problem." (16:07-16:26 | Barr)

• "Customers don't give a shit about you creating a new category or not. They literally don't care. They care about, 'Are you solving a real problem for me?' Helping people and solving their problem is way more important." (32:58-33:20 | Barr)

• "Our measure of success isn't years or weeks, it's literally minutes. Every minute that you're spending on something should be high-value." (39:50-40:00 | Barr)

Connect with Brendan Dell: LinkedIn: https://www.linkedin.com/in/brendandell/ YouTube: https://www.youtube.com/c/BrendanDell Instagram: @thebrendandell TikTok: @brendandell39 Buy a copy of Brendan's Book, The 12 Immutable Laws of High-Impact Messaging: https://www.indiebound.org/book/9780578210926

Connect with Barr Moses: LinkedIn: @barrmoses [email protected] Check out Barr Moses recommended books:

The Mom Test by Rob Fitzpatrick

https://www.indiebound.org/search/book?keys=The+Mom+Test

Daring Greatly: How the Courage to Be Vulnerable Transforms the Way We Live, Love, Parent, and Lead by Brene Brown

https://www.indiebound.org/book/9781592408412

The Score Takes Care of Itself by Bill Walsh, Steve Jamison and Craig Walsh

https://www.indiebound.org/book/9781591843474

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"Harness builds software for teams that build software," says Scott Sanchez, CMO of Harness. Scott and his team recognize that software developers at larger companies spend an increasing amount of time doing everything but coding. Harness provides a series of end to end products which ensure that that coding is high quality and delivered quickly and securely. He explains the importance of positioning and individuating in an industry in which an increasing number of people are selling a similar product. A large part of setting your business apart is providing thoughtful, valuable content.

Scott explains what such content looks like across all aspects of the business, some of which might be surprising. He particularly focuses on organic social content, what this looks like and why many marketers get it wrong. Letting the audience see the human face of your company is a great way to connect, he explains.This is good news for those just starting out who can't afford to pay for glossy marketing productions. It is also the best way to engage with software developers who are inherently marketing averse and skeptical of anything too polished.

Scott also considers the difference between sales and marketing, and how models like ChatGPT will affect his and other industries. He warns against the short-term thinking that many marketers (often inevitably) fall into. Learn why he declares Justin Welsh and Daniel Vassallo are two entrepreneurs to watch.

Quotes:

• "Marketing's job, if done well, is to not be marketing. We are trying to help our customers get from point A to point B, whatever that is for them. And the more you can express that in terms of outcomes and value, the better job you're doing." (3:36-3:56 | Scott)

• "A year from now, 18 months from now, what do you want your ideal customer to say this company, this product is the best in the world at?" (16:18-16:29 | Scott)

• "I think authentic, valuable content, not marketing content, the way a lot of people would think about it, but truly authentic and valuable content is worth 100x its weight." (27:35-27:48 | Scott)

• "I do think too many marketers, not by choice…are forced into short term thinking…I think you get into that hamster wheel of catch up, on on goals. And you end up making poor choices as a result of not having options." (40:40-41:29 | Scott)

Connect with Brendan Dell: LinkedIn: https://www.linkedin.com/in/brendandell/ YouTube: https://www.youtube.com/c/BrendanDell Instagram: @thebrendandell TikTok: @brendandell39 Buy a copy of Brendan's Book, The 12 Immutable Laws of High-Impact Messaging: https://www.indiebound.org/book/9780578210926

Connect with Scott Sanchez: LinkedIn: @scottsanchez Twitter:@scottsanchez Facebook:@scottsanchez Instagram:@scottsanchez TikTok: @:scottsanchez Harness.io

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Podcast production and show notes provided by HiveCast.fm

"We knew we wanted to address the pain of remote work," said Marcelo Lebre of the goal he and Job van der Voort shared when the two founded Remote.com in 2019. As it turns out, it was a worldwide pain. There were countless freelancers who were waiting to be matched with opportunities and vice versa. Remote.com scaled the problem on a global level so that the right talent could be pooled from anywhere. Currently, the majority of the site's business is inbound and via word of mouth. As Marcelo points out, this is due to the power of the brand, but also of the pain itself.

A major feature of Remote.com's success and one that it shares freely with the rest of the world is its handbook. What started as a way to keep all of its asynchronous workers organized became a guide for similar businesses to follow while learning to run their businesses remotely during the pandemic. Marcelo discusses how this handbook keeps employees accountable to themselves and each other and other surprising ways it builds and maintains brand culture.

Marcelo explains the benefits of anxiety and the major problem with today's entrepreneurs.

Quotes:

"And the more we talked about the things that moved us, the more it was clear that we're both suffering from the same issue of talent, the bridge that doesn't exist and the gap between talent and opportunity across the world." (4:57-5:11 | Marcelo)

"The solutions out there are not good. They're broken because people don't understand the problem they're solving. They're just local solutions. They just don't scale the work. They're complex. They're expensive. They serve no one. But the solution is massive. Let's go for it." (6:35- 6:56 | Marcelo)

"I believe that discipline always outweighs motivation. If you relentlessly pursue the market, the odds of you getting somewhere are much higher than if you just follow your own passion. But ultimately, they go hand in hand." (8:57-9:16 | Marcelo)

"The market is as big as the world itself. Literally any company in the world can be our customer." (30:14-30:25 | Marcelo)

"There's a massive problem with entrepreneurs. These days, they tend to follow others much more than they should follow themselves. And that's a big problem. Because you tend to copy templates. It's much more important to be inspired by the right people, than to copy the ones you deem perfect." (57:38-58:03 | Marcelo)

Connect with Brendan Dell: LinkedIn: https://www.linkedin.com/in/brendandell/ YouTube: https://www.youtube.com/c/BrendanDell Instagram: @thebrendandellTikTok: @brendandell39 Buy a copy of Brendan's Book, The 12 Immutable Laws of High-Impact Messaging: https://www.indiebound.org/book/9780578210926

Connect with Marcelo:LinkedIn: @MarceloLebreTwitter: @marcelo_lebre

Please don't forget to rate, comment, and subscribe to Billion Dollar Tech on Apple, Spotify, or wherever you listen to podcasts!

Use code Brendan30 for 30% off your annual membership with RiverSide.fm

Podcast production and show notes provided by HiveCast.fm