Just The Tips, with James P. Friel and Dean Holland

Robert Kanaat built a multi-million dollar business with one paid traffic source. Business was booming--so much so that Robert got complacent, as he puts it, "went off the deep end." His customers started to complain, and that led to ALL of his ads getting shut down.

With employees and commissions to pay, Robert scrambled to figure out what he could do to not only bring in customers, but do so without relying solely on paid traffic.

His search sent him down the SEO rabbit hole, where he discovered the best ways to catapult your SEO rank fast. Robert's since gone on to become one of the top SEO masters in the world, earning praise from Ryan Deiss, Roland Frasier, and many others.

Whether you're brand new to SEO or experienced and looking to further improve your SEO rank, tune in to hear Robert's top three world-class strategies to catapult your SEO rank fast.

Beware The One-Legged Stool

Sooner or later, most entrepreneurs learn the hard way that relying on one traffic source, whether free or paid, is like sitting on a one-legged stool. Sooner or later you're going down. When you've got one traffic source consistently pulling in qualified leads and sales, get to work on another. You don't need every traffic source on the planet, but having only one puts your entire business in jeopardy. Tune into the episode to hear Robert's tips for adding organic SEO to your rolodex of traffic sources.

Reduce The Bounce

Most people don't have the patience to wait on slow websites, which means the faster your pages load, the less visitors bounce, and the better your organic traffic. Tune in for Roberts tips on setting up organic SEO without bogging your site down in mountains of links, banner ads, and other elements that drain your website visitors' patience.

Robert's Top 3 Organic SEO Strategies

As far as search engines are concerned, putting a new website onto the Internet is a lot like being a brand new business owner who wants a business loan from the bank. This is especially true if they don't know you or have a relationship with you. If you don't have a history of growing successful businesses, they're going to be a lot more leary of lending you money. It's the same with Google and other search engines. When your site first goes up, they're waiting to see if you stick around, follow their rules, and prove yourself with quality content, and for most new sites it takes two years to hit that status. But Robert's top three organic SEO traffic strategies can help you speed that process up. If your site's already established, Robert's strategies will improve your organic SEO even more.

How To Use Videos For Organic SEO

According to Robert, well-crafted, valuable written content is superior for organic SEO. That means a video with a blurb under it is unlikely to perform as well as a 2,000-plus word blog post. It doesn't mean videos are useless for organic SEO. You just need to include one extra step (that you can affordably outsource if you don't want to do it yourself) to ensure your videos pull their own SEO weight. Tune in to hear exactly what to do.

Where Never To Put Your Blog

A lot of free software, like WordPress, gives you a free subdomain to host your blog. The problem is, website subdomain URLs like blog.thebeardedwonder.com don't perform well in search results. If you're just starting out, spend a little extra cash for a real domain, so you can put your blog at, for example, the beardedwonder.com/blog. Otherwise, when you get around to buying a real domain to host your blog, you're starting from scratch with your SEO ranking for that page. Do it correctly straight out of the gate and save yourself that frustration.

Outline of This Episode

• All about paid traffic, UNTIL… [5:15]
• Instead of gaming Google, get better results with this [12:24]
• Don't buy domains, buy established websites [20:01]
• SEO content dos and don'ts [26:10]
• Get more SEO from your videos by doing this [33:03]
• Never rely on one traffic source [38:05]
• To mask or not to mask the domain [46:52]

Resources & People Mentioned

• http://outrankfast.com/ to get a free website audit from Robert. Mention you heard Robert on Just The Tips and he'll send you a book.
• Robert Kanaat on LinkedIn
• Robert Kanaat on Twitter
• Robert Kanaat on YouTube

Music for "Just The Tips" is titled, "Happy Happy Game Show" by Kevin MacLeod (http://incompetech.com) Licensed under Creative Commons: By Attribution 3.0 License

Connect With James and Dean

James P. Friel:

• CEO Quickstart: https://jamespfriel.com/ceo-quickstart/
• Facebook Group: https://www.facebook.com/groups/hustledetox/
• Facebook Group (BulletProof Business): https://www.facebook.com/groups/1107362546297055/
• Site: www.jamespfriel.com
• Interested in being a guest on the show?

Dean Holland:

• Blog: www.DeanHolland.com
• FB Page: https://www.facebook.com/DeanHollandHQ
• Billion Dollar Project: https://www.facebook.com/groups/BillionDollarProject/

JTT Facebook Page - https://www.facebook.com/justthetipsshow/

Every year when January winds to a close, one of two things begins to happen: You dig in and surge forward on the goals you made at the start of the year, or your commitment to those goals starts slipping away.

Simply having a goal and trying to attain it is not a recipe for success, which is why even the most committed action takers often struggle to reach their goals.

Without clarity on what you want and a plan to get there, it's inevitable you'll spin your wheels at best, and give up at worst.

Whether your new year goals have fallen by the wayside, or you're still pushing toward them, tune into this episode to hear James' and Dean's personal strategies for setting up your year for success. They'll also reveal the most common mistakes people make when striving for business goals, and tell you exactly what to do instead.

Stop Making The Same Mistakes

There are two ways to avoid mistakes. The first is to learn from other people's. The second is, if you do make a mistake, learn from it and don't repeat it. Not repeating your own mistakes requires being honest with yourself, and this is something that trips a lot of people up. Being honest with yourself is uncomfortable, especially if you confuse it with beating yourself up. If that's how you see it, don't beat yourself up. Just take an honest assessment at what happened, and use that information to avoid that mistake moving forward.

Know Where You're Going FIRST

A lot of people plan their present without considering where they want to go. That's like trying to use a GPS without putting in a destination. Step one is to look at where you want to be a year from now, three years from now, even a decade from now. Once you're clear on that, reverse engineer the actions and outcomes it'll take to get there. Map out the destination, then your milestones, which will help you plan effective immediate actions.

WHO Do You Need To Be?

Who you need to be to reach your goals is a step most people save until last (if they think about it all). Getting clear on your lifestyle, your business goals, who your customers are--all of that's important. But who you need to be is most important of all, because it makes or breaks the creation of the life and business you map out. You can create a meticulous, step by step plan for getting your business and life exactly where you want them, but if you don't believe you're capable of following that path and having those outcomes, you'll be right. If your business is stalled out especially, take a closer look at who you are now vs. who you need to be to hit and sustain that next level.

Focus On What Makes The Biggest Difference

One thing a lot of entrepreneurs struggle with is thinking THEY have to be the one to do everything in their business. But there's only so much YOU can personally do, which is why it's critical to focus your time on the things that'll make the most difference in growing your business. The rest can be outsourced. Always remember that the answer to more business growth may be to do LESS, not more. There comes a point when adding more splits your focus so much that you're doing 50 things poorly, instead of five things impactfully.

Beware Aimless Execution

Yes, you've got to take action on your plans, but it has to be the right action. Some entrepreneurs get hyper focused on just "taking action," but they're acting on the wrong things. That's like trying to drive your car from here to the store by randomly turning the steering wheel instead of following a clear path. Clarity on where you get the biggest bang for your buck when it comes to taking action is an absolute must. Put your effort into the 20% that moves the needle, not the 80% that keeps you spinning your wheels.

Outline of This Episode

• When goals start to slip away [4:20]
• How to stop making the same mistakes [7:15]
• Using the future to plan the present [12:50]
• The entrepreneur's two paths [16:10]
• Identifying what's holding things up [21:00]
• Stop stacking chairs [26:30]
• Check yourself before you wreck yourself [33:01]

Music for "Just The Tips" is titled, "Happy Happy Game Show" by Kevin MacLeod (http://incompetech.com) Licensed under Creative Commons: By Attribution 3.0 License

Connect With James and Dean

James P. Friel:

• CEO Quickstart: https://jamespfriel.com/ceo-quickstart/
• Facebook Group: https://www.facebook.com/groups/hustledetox/
• Facebook Group (BulletProof Business): https://www.facebook.com/groups/1107362546297055/
• Site: www.jamespfriel.com
• Interested in being a guest on the show?

Dean Holland:

• Blog: www.DeanHolland.com
• FB Page: https://www.facebook.com/DeanHollandHQ
• Billion Dollar Project: https://www.facebook.com/groups/BillionDollarProject/

JTT Facebook Page - https://www.facebook.com/justthetipsshow

Standing apart from your competition is something we hear a lot about as entrepreneurs, but it can be easier said than done. This is especially true when you're in a market with heaps of competition from industry giants.

Even so, there are people making it happen, including this week's guest, Tyler Ornstein, founder of Tylers Coffees®. Coffee is the second largest industry in the world, second only to petroleum, so there's no shortage of "giants" to compete against. Yet Tylers Coffees® has been around for sixteen years, is available in 500 retail locations as well as online, and now ships 40,000 units of coffee a month. Clearly, being the David in an industry packed with Goliaths didn't prevent Tylers Coffees® from becoming a mass success.

Tune into this episode to hear Tyler's tips, lessons, and strategies that any entrepreneur in any industry can use to successfully wage war on a business battlefield full of "giants."

It's Not The Coffee, It's The Acid

Tylers Coffees® were conceived when Tyler was just 14 years old. He and his father often bonded over coffee, until his dad was told, by his doctors, that he couldn't drink coffee anymore. It was due to his stomach issues. The acid in the coffee was exacerbating those issues. Instead of simply rolling over, however, Tyler's dad, a chemist, figured out a way to brew organic, acid-free coffee that he could drink.

Validate Your Idea First

Even at age 14, Tyler recognized that other people with stomach and digestive issues who had to avoid acidic foods might be interested in his dad's acid-free coffee. So, he rode around the neighborhood on his bike, knocking on doors and offering free samples to neighbors. Tyler remembers following up with a particular little old lady, who told Tyler the coffee did not hurt her stomach. She asked how she could obtain more, and what it cost. Tyler continued to hear from people with similar experiences, which gave him proof of concept and inspired him to start selling Tylers Coffees®. What Tyler did--testing his offer's viability--is a step new entrepreneurs often skip, to their detriment. In this episode, Tyler describes a simple, affordable way to test your product's viability.

How Do You Compete With Starbucks And Folgers? You Don't!

Attempting to directly compete with the "giants" usually leads to price wars, since there's really nothing differentiating you from the competition. Instead of competing directly with the major coffee brands, Tylers Coffees® caters to health conscientious coffee drinkers--specifically, people with digestive issues who can't tolerate the acid in normal coffee. As a result, Tyler can charge more for Tylers Coffees®, help people enjoy a beverage they may not otherwise be able to, and provide a superior product.

You Don't Need Money, You Need Customers

When an aspiring entrepreneur tells Tyler they "need money,: his next question is usually, "Do you have customers?" These days there are lots of ways to acquire money for product creation, but what good is any product if there aren't people willing to buy it? It may sound counterintuitive, but the more you focus on a market you can serve, the better your odds of creating a product people want to buy.

Retail Is Dead...Or Is It?

Because lockdowns and COVID restrictions make shopping at a retail location challenging, many retail sectors are suffering. Online shopping as a whole contributes to this dynamic as well. But that still doesn't mean retail, as a whole, is dead. In this episode Tyler offers tips on getting your products into retail stores, including whether it's currently worth the effort to do so with your particular product. He also shares what it took to get Tylers Coffees® into Natural Grocers.

Outline of This Episode

• How to tell whether you're "entrepreneuring" correctly [4:01]
• Why growing a business is like raising a child [7:24]
• Shipping coffee from a bedroom [14:21]
• The one question Tyler asks aspiring entrepreneurs [19:05]
• An easy way to test your product's viability [27:17]
• The retail side of selling [37:17]
• From sixty employees to two [49:18]

Resources & People Mentioned

• https://tylerscoffees.com/
• Tylers Coffees on Instagram: https://www.instagram.com/tylersacidfreecoffee/
• Tylers Coffees on Facebook: https://www.facebook.com/TylersCoffee/
• Tylers Coffees on Twitter: https://twitter.com/tylerscoffees
• Email Tylers Coffees at [email protected]

Music for "Just The Tips" is titled, "Happy Happy Game Show" by Kevin MacLeod (http://incompetech.com) Licensed under Creative Commons: By Attribution 3.0 License

Connect With James and Dean

James P. Friel:

• CEO Quickstart: https://jamespfriel.com/ceo-quickstart/
• Facebook Group: https://www.facebook.com/groups/hustledetox/
• Facebook Group (BulletProof Business): https://www.facebook.com/groups/1107362546297055/
• Site: www.jamespfriel.com
• Interested in being a guest on the show?

Dean Holland:

• Blog: www.DeanHolland.com
• FB Page: https://www.facebook.com/DeanHollandHQ
• Billion Dollar Project: https://www.facebook.com/groups/BillionDollarProject/

JTT Facebook Page - https://www.facebook.com/justthetipsshow/

Though a wild year, 2020 brought dozens of inspiring experts and entrepreneurs onto Just The Tips. In this week's episode, James and Dean pack the show with gold from some of their favorite 2020 episodes. Tune in for actionable tips you can implement in your business right now. You'll hear about marketing, sales, Facebook ads, leadership, scaling your business, sales calls, and so much more.

Your Funnel Is Not A Business

There's a weird belief in the online marketing world that the magic is in having funnels and opt-in pages. As in, if I just have a funnel, I'll have a business and get rich. Or, if I want opt-ins, I'll just throw up an opt-in page and get opt-ins. What people who believe that always find, however, is that it's never that simple.

Does your business have a mission? Does your team believe in it? Do you know exactly who you're trying to serve? Do you have an offer people want AND are willing to spend money on? There's more to business than funnels and opt-in pages. If you don't have an offer or a market that wants it, no amount of funnels will help you.

People Don't Want Your Mechanism, They Want The Result

It's really easy to get so obsessed with your mechanism - the way you help people get results - that you lose sight of one simple fact: People are buying the result, not the mechanism. This isn't to say the mechanism doesn't matter. It absolutely does. For example, if it's clunky or hard to understand, then that'll turn people off. But even with an excellent mechanism for helping your clients achieve results, always remember that the results matter most. Talk about the mechanism when it makes sense, but talk more about the results.

$30 Won't Make You A Facebook Millionaire

If you spend $30 one time on Facebook ads, then no, they don't work. If you're advertising a broken offer, they won't help with that, either. Successfully advertising on Facebook is like successfully advertising anywhere else. You need the right offer in front of the right audience, and enough money to get some data so you can tweak, refine, and scale your advertising. Get all those elements in place, and yes, Facebook ads do work.

How To Connect Without Being Spammy

The right person may grow your business faster than the right offer. But how do you connect with total strangers online and not be creepy, lame, or spammy - especially if the person's an influencer with a huge following, and is bombarded with private messages every day? One of James and Dean's guests last year shared several simple tips on how to do exactly that. This guest also shared what to do once you've succeeded in connecting with the person you reached out to. Tune into the episode to hear his exact methodology!

You Are Not There To Sell

When you get on the phone with someone to have a sales conversation, the worst thing you can do is see it as "selling." Not because it's wrong or bad to sell - it's NOT - but because it'll set you up to be needy, desperate, and not listen to your prospect. The point of a sales call is to facilitate a powerful decision for the person you're talking to. That decision is this: Whether or not to work with you. When you approach a sales call with the intent of listening and helping the other person facilitate a powerful decision, it eliminates cringe-worthy "selling" mistakes you're going to make if you get on the phone with the intent to sell. Get on the phone with the intention of facilitating a powerful decision. It'll change everything for you.

Outline of This Episode

• How to make selling unnecessary [1:19]
• A funnel is not a business [6:19]
• Don't be an expert, be this instead [11:47]
• When Facebook ads don't work [17:21]
• Rule number one for online networking [22:25]
• What would happen to your business if you took a month off? [29:07]
• The best mindset for sales calls [34:42]

Resources & People Mentioned

Music for "Just The Tips" is titled, "Happy Happy Game Show" by Kevin MacLeod (http://incompetech.com) Licensed under Creative Commons: By Attribution 3.0 License

Connect With James and Dean

James P. Friel:

• CEO Quickstart: https://jamespfriel.com/ceo-quickstart/
• Facebook Group: https://www.facebook.com/groups/hustledetox/
• Facebook Group (BulletProof Business): https://www.facebook.com/groups/1107362546297055/
• Site: www.jamespfriel.com
• Interested in being a guest on the show?

Dean Holland:

• Blog: www.DeanHolland.com
• FB Page: https://www.facebook.com/DeanHollandHQ
• Billion Dollar Project: https://www.facebook.com/groups/BillionDollarProject/

JTT Facebook Page - https://www.facebook.com/justthetipsshow/

Even at the end of a year as dramatic as 2020, James and Dean make a point to review their year, and the many power lessons learned.

The year 2020 isn't one most people will soon forget, which means it was packed with lessons you can use to move forward in both business and life.

Tune into this episode to hear the biggest and best lessons James and Dean picked up during 2020. You'll hear about better ways to accomplish goals, a product idea you may never have thought of, improving productivity, why James thinks Dean should self-isolate for life, and much more.

The Journal Exercise For People Who Don't Like Journaling

Journaling is one of those things we've all heard is good for you, but not everyone sees the value in jotting their feelings down for half an hour. If this is a camp you fall into, tune into this episode to hear the two-sentence daily journal entry you can make every day, and the surprising results you get from doing it (including a product idea you may not have thought of).

How To Accomplish Big Goals Without Freezing

With all the talk of massive action, it's easy to overlook the fact progress happens one small step at a time, too. Think of it like crossing a raging river. Yes, you can dive in and thrash your way across, but you'd get there a lot more smoothly with stepping stones.

Even a stepping stone that seems too small to bother with is still a step in the right direction. For example, if you want to work up to 100 pushups a day, start with one a day. It may sound stupid, as though it's not even worth the effort, but remember that effort compounds.

Stepping stones also prevent you from freezing up when it comes time to take action on your goal, because they show you the path, and exactly how to get there.

Your Car's Going The Wrong Way

You've set a goal, and you've put down your stepping stones. Your next step seems obvious, right? Follow those stones. Yet a crazy number of people don't follow their own stepping stones, then turn around and complain that their goal is "unattainable." It'd be like getting in the best, fastest car in the world, driving in the wrong direction, and complaining that the car's a piece of junk. Focusing on the right things is how you get where you want to go. Tune in for tips on doing exactly that (including how James' three-part productivity framework ensures you get where you're going).

Choosing The Right Partnerships

Partnerships are a powerful and proven way to grow your business, but only when they're the right ones for your business. When they're not, then worst case scenario, your reputation and bank account take a serious hit. Best case scenario, you're disappointed and waste your time.

Before entering into your next joint venture, tune in to hear what to look for when considering who you'll work with. You can't fix crazy, but you can prevent yourself from doing business with it.

When Your Expectations Aren't Met

Entrepreneurs see possibilities where others don't. We don't believe in glass ceilings, and we set big expectations for ourselves, our businesses, and even other people. When those expectations aren't met, disappointment is a natural result. If you don't properly manage disappointment, it can send you into an unnecessary spiral. Instead of going down that path, tune in for tips on evaluating and identifying why your big expectations aren't always met.

Outline of This Episode

• A simpler, better way to journal [3:39]
• Why to do the things that feel stupid [9:39]
• What to do when big goals are overwhelming [15:00]
• The three levels of productivity [20:31]
• Picking the right people to partner with [30:55]
• Identifying and managing unrealistic expectations [40:15]
• Remember your backend sales [47:01]

Resources & People Mentioned

Music for "Just The Tips" is titled, "Happy Happy Game Show" by Kevin MacLeod (http://incompetech.com) Licensed under Creative Commons: By Attribution 3.0 License

Connect With James and Dean

James P. Friel:

• CEO Quickstart: https://jamespfriel.com/ceo-quickstart/
• Facebook Group: https://www.facebook.com/groups/hustledetox/
• Facebook Group (BulletProof Business): https://www.facebook.com/groups/1107362546297055/
• Site: www.jamespfriel.com
• Interested in being a guest on the show?

Dean Holland:

• Blog: www.DeanHolland.com
• FB Page: https://www.facebook.com/DeanHollandHQ
• Billion Dollar Project: https://www.facebook.com/groups/BillionDollarProject/

JTT Facebook Page - https://www.facebook.com/justthetipsshow/

Hitting your first $10,000 a month is a huge milestone. Even once you've surpassed it, who wouldn't want an extra $10K a month every month?

In this episode James and Dean welcome Gina DeVee, entrepreneur and creator of Divine Living, to share her best tips for hitting your first $10K. She'll also dispel the mindsets and myths getting in the way of that first $10K.

Growing up, Gina was raised to believe you go to college and get a job, so that's exactly what she did. She got her master's degree, but also walked away with $75,000 in debt and hating what she was doing. To add insult to injury, she was 30 years old and living with her parents.

Knowing there was more out there for her, Gina moved to Los Angeles to pursue her own dreams. Things weren't going all that well until Gina accepted a friend's invitation to attend an event where Bob Proctor took the stage and told everyone in the audience: There's no shortage of money and there's no shortage of clients.

That statement, along with everything else Gina heard at the event, blew up everything Gina thought she knew about money and how to make it...so much so that days after the event ended, she sold SIX of her first $10K packages.

Tune into this episode to hear how she did it, how you can do it, too, and MUCH more.

Good And Broke Or The Devil's Puppet

The life-changing event Gina attended with her friend was called "The Science of Getting Rich." Gina's money beliefs at the time amounted to this: Be good and broke, or rich and sell your soul to the devil. What she learned at "The Science of Getting Rich," however, profoundly transformed her mindset around money, to the degree that days after the event ended, she landed a $60,000 coaching gig. It really drove home that your mindset around money will limit you if you let it. Tune in to hear what Gina did to end her money mindset limitations.

I'm Not Worth That Much

Almost everyone who wants to grow their business battles imposter syndrome over and over. The same thoughts pop up each time, such as: "What I know isn't worth that much. I don't have enough experience. I'll close clients. I won't get clients. No one will pay that much." If you've had thoughts like these about your prices, tune in to hear exactly why you ARE worth "that much," and why there are people who'll pay it.

Why You Never "Over" Overdeliver

Early-on, Gina felt she had to REALLY overdeliver when people paid her thousands of dollars at a time. This was especially true when she put together her first six-figure package. Even in this $100K package, where you'd expect the sun, the moon, and the stars, Gina stuffed so much into it that her clients felt overwhelmed. Tune into this episode to hear how to overdeliver to your clients without overwhelming them into inaction.

How To Set And Raise Your Prices

Most people have a comfort set point when it comes to their pricing, and the thought of charging more than that causes you to curl into the fetal position and procrastinate raising your prices. Gina's got a simple tool to help you find your "financial frequency" and raise it. In this episode you'll hear exactly what this tool is, how Gina used this tool to raise her own financial frequency, and the massive difference it made in her ability to reach her financial goals.

Where Are The Clients?

James and Dean get this question all the time, and in this episode you'll learn Gina's not-shocking answer, along with the one next step you need to take to bring in as many clients as you need. Gina will also reveal a huge social media marketing mistake to avoid, and dismantle the myth that more clients is always the answer to more money. (You'll especially want to hear how many clients it took for Gina to make $1.2 million dollars from one offer.)

Outline of This Episode

• Did everything right, still got it wrong [5:30]
• There's no lack of money or clients [11:10]
• Making money is easy, struggling is what's hard [19:45]
• $1.2 million from a 5,000-person list [26:45]
• How overdelivering can backfire [29:13]
• Where to find clients [36:35]
• Why you don't need hundreds of people [40:40]

Resources & People Mentioned

• The Audacity to be Queen: The Unapologetic Art of Dreaming Big and Manifesting Your Most Fabulous Life (https://www.divineliving.com/book/)
• www.DivineLiving.com/Audacity
• Instagram: @ginadevee
• Facebook: https://www.facebook.com/ginadevee/
• YouTube: https://www.youtube.com/user/ginadevee
• Divine Living Podcast (https://www.divineliving.com/podcast/)

Music for "Just The Tips" is titled, "Happy Happy Game Show" by Kevin MacLeod (http://incompetech.com) Licensed under Creative Commons: By Attribution 3.0 License

Connect With James and Dean

James P. Friel:

• CEO Quickstart: https://jamespfriel.com/ceo-quickstart/
• Facebook Group: https://www.facebook.com/groups/hustledetox/
• Facebook Group (BulletProof Business): https://www.facebook.com/groups/1107362546297055/
• Site: www.jamespfriel.com
• Interested in being a guest on the show?

Dean Holland:

• Blog: www.DeanHolland.com
• FB Page: https://www.facebook.com/DeanHollandHQ
• Billion Dollar Project: https://www.facebook.com/groups/BillionDollarProject/

JTT Facebook Page - https://www.facebook.com/justthetipsshow/

"How do I get new customers??" That's what most people new to business focus on. It's what a lot of business training focuses on, and what a lot of established businesses show to the world.

What most people don't tell you is that there's a huge problem with focusing only on new customers: It's not only expensive, it's not sustainable. New customers are just the tip of the iceberg. Without a backend to your business, you'll hit a wall and you won't be able to get around it.

In this episode, James and Dean dive into what has to happen below the surface of your business in order for you to grow it. Tune in to hear exactly why focusing only on new customers is a business death sentence, and what to put in place so you aren't dependent only on new customers for every dime you earn. This episode will be especially helpful if you're interested in affiliate marketing, but it applies to all business models.

You Need The Whole Iceberg

New customers are an important part of business; however, new customers are not enough to grow and sustain a profitable business. They can get you off the ground, but in order for you to stay off the ground AND go even higher, you need the rest of the iceberg. Tune into this episode to hear what to do once you've acquired a customer.

Why The Tip Of The Iceberg's Not Enough

The cost to acquire a customer is going up all the time. James used to pay 30 cents when someone clicked on one of his Facebook ads. Now he pays $3.50. Costs in other marketing mediums are up, too. New customers are the most expensive to acquire. They don't know you and they don't yet trust you. When ALL your time and money are devoted to new customers--aka the tip of the iceberg--it's only a matter of time before you end up spinning your wheels.

The Break Even Point

People new to business are often under the impression that if you're not profiting from new customers, you're failing. That's simply not true. The tip of the iceberg--the front end of your business--is not about profit. It's about getting customers in the door so you can offer them more solutions. If your front-end is profitable, it means you have room to scale your customer acquisition efforts.

Keep Solving Problems

Profit happens on the backend of your business. That's why the worst thing you can do is abandon people after they buy from you one time. You've spent all this time and money to acquire a customer. Instead of dropping off the face of the earth in pursuit of new customers, create and offer more solutions to your buyers.

When You Run Out Of Offers

If you reach a point where you can't solve any more problems for your customers--or they just need help with something you don't know how to do and don't care to learn--consider affiliate marketing and referral partnerships. Send your customers to people and products you use and believe in. Become your customers' trusted guide, show you care about their success by doing what it takes to help them (including sending them to other people), and still make money.

Outline of This Episode

• Never focus on just the tip of the iceberg [5:45]
• Who will fold up and who will grow their business [15:05]
• Get to the break even point [21:30]
• He who can pay the most, wins [26:25]
• Money is made beneath the surface [30:05]
• Keep solving your customers' problems [37:40]
• How to use affiliate marketing on the backend [45:03]

Resources & People Mentioned

• The Iceberg Effect book: http://icebergeffectbook.com/

Music for "Just The Tips" is titled, "Happy Happy Game Show" by Kevin MacLeod (http://incompetech.com) Licensed under Creative Commons: By Attribution 3.0 License

Connect With James and Dean

James P. Friel:

• CEO Quickstart: https://jamespfriel.com/ceo-quickstart/
• Facebook Group: https://www.facebook.com/groups/hustledetox/
• Facebook Group (BulletProof Business): https://www.facebook.com/groups/1107362546297055/
• Site: www.jamespfriel.com
• Interested in being a guest on the show?

Dean Holland:

• Blog: www.DeanHolland.com
• FB Page: https://www.facebook.com/DeanHollandHQ
• Billion Dollar Project: https://www.facebook.com/groups/BillionDollarProject/

JTT Facebook Page - https://www.facebook.com/justthetipsshow/

Jeff "Griff" Griffin calls himself the best unknown speaker you've never heard of. After a 40-foot fall from scaffolding crushed his spine, and his college football dreams along with it, Griff was faced with a decision: Stay down and wallow in self-pity, or dream new dreams.

Griff chose to dream new dreams, and has since gone on to become a Paralympic silver medalist and world-renowned inspirational speaker who helps people achieve impossible goals.

You don't have to be paralyzed physically to be paralyzed by things like doubt, fear, and complacency.

If achieving impossible goals still feels impossible to you, tune into this episode for Griff's tips for taking what seems impossible and making it reality.

Where Achieving The Impossible Starts

Griff's dream was to play college football. But after falling off a ladder while painting a barn, Griff lost the use of his legs, and found himself at a crossroads with two clear choices: Let his new reality stop him, or find a new way forward. Griff's gone on to do things people told him were impossible for a man in a wheelchair to do, because he chose to believe there was another way. Making the "impossible" your reality starts with what you believe.

The Problem Isn't A Problem

When challenges pop up, most people focus on the problem and the excuses about why they can't solve it. For Griff, it would have been to focus on the problem of being in a wheelchair. Instead, he focused on finding solutions. If your goal seems impossible, it's because you're focusing your time and energy on the problem. Shift to focusing on the solution. And tune into this episode to hear about Griff's simple solution framework to solving any problem.

When Others Say You Can't

James' grandfather once told him, "When someone tells you they can't, what they're really saying is that THEY can't." Griff not only agrees, he's proven over and over again that other people's limitations about him aren't really about him. Listen to this episode and you'll hear incredible examples of where other people--even Navy SEALS--put limits on Griff that he went on to bust.

What You Don't Want

Because it's often easier to get clear on what you don't want than what you DO want, what you don't want is where your focus goes. But when you put all your energy into focusing on what you don't want, that's exactly what you get more of. That's why Griff developed a technique to use what you don't want to identify what you DO want, so you can focus on that instead. Tune into this episode to hear how it works and start getting what you want instead of what you don't.

Holy Habits And A Righteous Routine

Entrepreneurs and peak performers eager for results come to Griff asking for the tips, tools, and skills they think it takes to get where they want to be. But Griff says there are two critically important areas you've got to address before you can even begin to go after your results. Listen to this episode for Griff's tips on what these two areas are, and why achieving that "impossible" goal without them may very well prove impossible.

Outline of This Episode

• The best unknown speaker you've never heard of [5:30]
• When the moment to perform has arrived [13:05]
• The P-Squared Mindset [16:30]
• Don't accept other people's limitations about you [23:00]
• The problem with not knowing what you want [28:31]
• The Law of Harvest [37:40]
• Freed by a prisoner [50:05]

Resources & People Mentioned

• Possibility Principle: Text POSSIBLE to 1+801-316-8689
• GriffinMotivation.com (coupon code LOVE for 50% off "I'mPossible" and "Endless Possibilities" books)
• Griff on Instagram: https://www.instagram.com/jeffgriffin10/
• Griff on Facebook: https://www.facebook.com/griffinmotivation/
• Griff on YouTube: https://www.youtube.com/channel/UCmIzd5hYflS_1mzSlTl1J_A

Music for "Just The Tips" is titled, "Happy Happy Game Show" by Kevin MacLeod (http://incompetech.com) Licensed under Creative Commons: By Attribution 3.0 License

Connect With James and Dean

James P. Friel:

• CEO Quickstart: https://jamespfriel.com/ceo-quickstart/
• Facebook Group: https://www.facebook.com/groups/hustledetox/
• Facebook Group (BulletProof Business): https://www.facebook.com/groups/1107362546297055/
• Site: www.jamespfriel.com
• Interested in being a guest on the show?

Dean Holland:

• Blog: www.DeanHolland.com
• FB Page: https://www.facebook.com/DeanHollandHQ
• Billion Dollar Project: https://www.facebook.com/groups/BillionDollarProject/

JTT Facebook Page - https://www.facebook.com/justthetipsshow/

You have a dream: To serve people with your idea, make a lot of money doing it, and create the freedom to enjoy your family and favorite activities.

You get your business up and running, and even get some traction. Next thing you know, you dread getting up in the morning to face the overwhelming nightmare that your business has become.

Where's the joy you expected to have? Where's the freedom? How did you end up in this mess?

This is exactly where Dean found himself three years ago. He was overwhelmed, overworked, and living on the edge of burnout.

But after working with his secret weapon, Dean now enjoys the true freedom entrepreneurs expect to create when they start their business.

Tune into this week's episode to discover how Dean's secret weapon, aka James P. Friel, helped him move out of overwhelm and into freedom; AND how you can do the same in your business.

Your first mistake?

You'd never build your dream house by dumping a bunch of lumber into your yard, grabbing a hammer and some nails, and randomly nailing everything together. You'd get a blueprint drawn up first. It just makes sense to do that. Yet when it comes to bringing our business ideas to life, too many entrepreneurs skip the blueprint step. Without a blueprint to help you grow, strategically, it's only a matter of time before the aimlessness sends you into a sea of overwhelm. Excitement and implementation are great. So is having a plan.

Going from solo-preneuer to CEO

When you're first getting your business off the ground, hiring a team, or even outsourcing one or two tasks, may not seem like an option. So, you learn to do a lot of stuff yourself that's not a great use of your time, until you finally reach a place where you cannot possibly do everything yourself. Yet you resist outsourcing, because all you can think about is what it'll cost you to do so. This episode is packed with James' premium tips to help you move beyond your hiring resistance so you can get out of the weeds and actually grow your business.

What should you focus on?

James teaches a business strategy called The Big Five. It's where you identify the five things in your business that are the highest and best use of your time. As in, if you spent 80% of your time doing these things, your business would grow faster and things would be moving along with less friction. Not everyone's big five will be the same, so tune into this episode for James' tips on identifying your Big Five.

Don't mistake activity for productivity

If you want to drive from your house to the golf course, but you point your car in the wrong direction, it doesn't matter how fast you drive your car, or how many hours you drive it--you won't get there. It's the same with the time and effort you devote to your business. How hard you work, and how much time you spend, won't help your business grow if you're not working on the right things. Check out this episode for help identifying where and on what you should spend your time and effort.

Where to start eliminating overwhelm

Until you know where you are with your business, you can't know where you're going, or how to get there. Think of it like getting lost in the woods. You could wander aimlessly for an indefinite amount of time. But if, on the other hand, you got to high ground and could see both where you are, and the destination you want to reach, you'd know exactly how to get where you want to go. Tune into this episode to hear how James' Five Pillars of Business framework can give you that 30,000-foot view of your business (including a free resource to get you started).

Outline of This Episode

• From overwhelm to freedom [7:01]
• The #1 biggest cause of business overwhelm [13:31]
• When you don't have the money to hire [16:55]
• How to tell what to outsource [22:00]
• The difference between activity and productivity [31:05]
• Start with The Five Pillars [34:32]
• You must pivot as you grow [46:40]

Resources & People Mentioned

• https://audit.jamespfriel.com/free
• Hiring Like A Boss: https://jamespfriel.com/hiring

Music for "Just The Tips" is titled, "Happy Happy Game Show" by Kevin MacLeod (http://incompetech.com) Licensed under Creative Commons: By Attribution 3.0 License

Connect With James and Dean

James P. Friel:

• CEO Quickstart: https://jamespfriel.com/ceo-quickstart/
• Facebook Group: https://www.facebook.com/groups/hustledetox/
• Facebook Group (BulletProof Business): https://www.facebook.com/groups/1107362546297055/
• Site: www.jamespfriel.com
• Interested in being a guest on the show?

Dean Holland:

• Blog: www.DeanHolland.com
• FB Page: https://www.facebook.com/DeanHollandHQ
• Billion Dollar Project: https://www.facebook.com/groups/BillionDollarProject/

JTT Facebook Page - https://www.facebook.com/justthetipsshow/

"Facebook ads don't work!" is an opinion Jessica Walman, founder of the 5C Grow & Scale Method for digital marketing, knows is simply not true.

Jessica's done $20 million in ad spend for everyone from entrepreneurs and product companies to local businesses and software companies. She's seen it all, including what it takes to correctly and profitably grow and scale your business with Facebook ads. Yes, they do work, when you go about them the right way.

Tune into this week's episode for Jessica's tips on how to create a profitable Facebook ad. She'll reveal how to tell you've got a winner, the variables that can make or break your ad's success (it's not just about the ad), and how to scale profitably when you do identify a winner.

Jessica will also shine a light on the mental challenges that come with advertising on Facebook, so you don't dive for the cancel button before your ad even has a chance to get traction.

And, of course, discover the #1 thing that will make or break your Facebook campaign profitability.

If you're convinced Facebook ads don't work, or have had some success and want tips on how to get even more, you've got to hear this episode.

$30 Does Not A Millionaire Make

When someone tells Jessica that Facebook ads don't work, one of the first things she asks is how much they've spent. Very often it's something like $30, and the person believed that was enough to make them a millionaire. If it were that easy, we'd all be multi-millionaires, right? It takes more than $30 to create and scale a profitable Facebook ad, but ad spend is only one piece of the pie. The messaging, the page your ad takes people to, the offer you're sending people to, and many other factors play a role. Unless these other factors are all dialed in (and you've got more than $30 to spend on ads), your ad won't work. Tune in to hear what does work.

Be Willing To Experiment

Because there are a lot of factors that go into a successful Facebook ad, you have to be willing to experiment. For example, maybe no one clicks on your ad to begin with. Or maybe you're getting a lot of click-throughs, but those leads aren't buying. It could be that your messaging isn't dialed in. Jessica will walk you through each of these factors and reveal what could be wrong. She'll also explain not only when to start experimenting, but how to experiment in a way that will actually help you identify the bottlenecks, vs. waste your time and money with random changes.

It Has To Be The Right Audience

Your ad and offer could be brilliant, but if your ad's going to the wrong people, it won't convert. Period. Tune in for Jessica's tips to help you ensure you're targeting the right people (including where to start if you're brand new to Facebook advertising). Once you identify the right audience, the next step is to ensure your messaging is spot-on. Remember, it may not be one magic message that you need. People who profit from Facebook ads often have multiple messages to appeal to different needs and wants of their ideal audience.

Why "Just Get The Click" Is Wrong

If someone tells you the ad's only goal is to get the click, run. The click is important, yes. But when you make ads only about getting the click, you're much more likely to get clicks from people who don't actually want your offer. They're curious enough to click, but not sure what it is they're clicking through to. Getting the click has to be balanced by a pre-frame in your messaging that draws in people who'll actually buy your offer. Listen to this episode for tips on how to ensure you're getting clicks from buyers instead of looky-loos.

Scaling The Winners

Once you've identified a winner, it's time to scale. A lot of people make the mistake of trying to scale too quickly, which leads to financial stress and ads that stop working. That's why Jessica recommends scaling realistically. Meaning, if you made $5,000, make your next goal $15,000 or $20,000, vs. $100K. Realistic scaling allows you to stay on top of ad spend, as well as any "leaks" that may spring up due to unexpected fluctuations in conversion rates (and other variables, like exactly who is clicking through). Once your ad's proven it can handle this realistic level of scaling, and if you have the budget for it, then you can start scaling faster. But when you first start scaling, take it slowly.

Outline of This Episode

• What NOT to do with Facebook ads [4:45]
• Who Facebook ads are good for [11:30]
• Have the proper expectations [17:00]
• The right (and profitable) way to set ad goals [24:50]
• When to nurture your audience with content [30:10]
• Why the pre-frame makes or breaks sales [34:30]
• Once it's working, here's how to scale [37:10]

Resources & People Mentioned

• www.JessicaWalman.com/adkit
• www.JessicaWalman.com/agency
• www.JessicaWalman.com/Podcast
• Reset the Norm Facebook tribe: https://www.facebook.com/groups/1305397442969563/

Music for "Just The Tips" is titled, "Happy Happy Game Show" by Kevin MacLeod (http://incompetech.com) Licensed under Creative Commons: By Attribution 3.0 License

Connect With James and Dean

James P. Friel:

• CEO Quickstart: https://jamespfriel.com/ceo-quickstart/
• Facebook Group: https://www.facebook.com/groups/hustledetox/
• Facebook Group (BulletProof Business): https://www.facebook.com/groups/1107362546297055/
• Site: www.jamespfriel.com
• Interested in being a guest on the show?

Dean Holland:

• Blog: www.DeanHolland.com
• FB Page: https://www.facebook.com/DeanHollandHQ
• Billion Dollar Project: https://www.facebook.com/groups/BillionDollarProject/

JTT Facebook Page - https://www.facebook.com/justthetipsshow/