Dan and Ian love hearing from listeners of this show.

So many times, people reach out to us with thoughtful questions, and one of our favorite things to do is to answer them on this podcast.

On today's episode, we are reaching into the mailbag to answer a variety of questions that you submitted to us via email or voicemail.

We'll be discussing a broad range of topics including how long it really takes to get your business off the ground, leveraging locations at the various stages of your entrepreneurial journey, the dilemmas of sustainability, and a whole lot more.

TMBA504: Mailbag: From the Hamster Wheel to the Flywheel

With 10M+ downloads and thousands of listener meetups worldwide, the TMBA Podcast is the hub for 7 & 8-figure founders who’ve built life-changing businesses while attaining personal freedom. New episodes every Thursday morning.

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Management

Entrepreneurship

Crafting your value proposition into an irresistible offer is not an easy task. Andrew Jacoby, entrepreneur and visionary behind Growth Era, a thriving outbound sales company, knows this all too well. 

Andrew shares his journey, highlighting the pivotal role of Sales Development Representatives (SDRs) in driving business success.

Discover the power of focusing on what you know best and building a business around recurring services as Andrew unveils the concept of risk reversal and its impact on skyrocketing conversion rates. 

From navigating the challenges of educating a market to the transition from CEO to operator, Andrew offers practical strategies for building a robust team and fostering deep community connections amidst a nomadic lifestyle.

Tune in as Andrew delves into the core values of moral fiber and virtue in business, underscoring the true essence of freedom and happiness. 

Whether you're an aspiring entrepreneur or seasoned business leader, this episode promises a wealth of wisdom to elevate your sales game.

Dan & Ian’s Stuff:

Our book: Before the Exit

The Newsletter

“The DC”

DC Black

Global events

Hire remote talent

Find a remote job

Listen on YouTube

Follow on Instagram

@TropicalMBA

@AnythingIan

Chapters 

● (00:00:47) Introduction and Background

● (00:04:19) Growth Era: Company Overview

● (00:04:47) Andrew's Sales Background

● (00:07:29) Challenges and Successes in Outbound Sales

● (00:10:29) Understanding SDRs and Their Role

● (00:12:14) Types of Businesses that Benefit from SDRs

● (00:16:59) Developing an Attractive Offer

● (00:18:15) Growth Era's Business Model

● (00:19:37) Finding Success in Familiar Territory

● (00:23:55) The Importance of Serving People

● (00:25:04) Pricing and Confidence

● (00:25:44) Choosing Between Being an Operator and a CEO

● (00:26:43) Knowing When a Company is Ready for Adults

● (00:29:45) Deep Work and Problem Solving

● (00:32:49) The Nomad Lifestyle

● (00:35:34) The Importance of Community

● (00:38:18) The Pursuit of Virtue and Love

● (00:39:42) The True Meaning of Freedom and Happiness

Links:


  Andrew Jacoby - Linkedin 
  Nick Huber Twitter
  firstfishermenmedia.com/


Past guests on TMBA include Cal Newport, David Heinemeier Hannson, Seth Godin, Ricardo Semler, Noah Kagan, Rob Walling, Jay Clouse, Einar Vollset, Sam Dogan, Gino Wickam, James Clear, Jodie Cook, Mark Webster, Steph Smith, Taylor Pearson, Tommy Griffith, Justin Tan, Matt Gartland, Travis Jamison, Ayman Al-Abdullah, Tynan, Lucy Bella Simkins, Brian Balfour, Nick Huber, Mike Michalowicz, Greg Crabtree, Jordan Gal

Additional episodes you might enjoy:

“The Death of the follower” + Make 250k in 3 Days a Week

What is the Most Simple OS for <$5M? 

Do Things That Don’t Scale

#752 The 1 Million Dollar Question

Is it possible to bootstrap a high-level business if you’re broke? Listen to Dan & Ian’s take on what kinds of businesses are best to start when you’re starting with basically nothing. 

Also, what the hell does a visionary do? Dan suggests that the best visionaries have integrator tendencies. 

They’ll consider how Kevin Kelly’s “100 True Fans” can lead to sustainable revenue through a concept called “The Death of the Follower”.

Lastly, Dan pitches a business idea that requires zero startup cost, 3 days a week of effort, and could easily net you $250K.

Dan & Ian’s Stuff:

Our book: Before the Exit

The Newsletter

“The DC”

DC Black

Global events

Hire remote talent

Find a remote job

Listen on YouTube

Follow on Instagram

@TropicalMBA

@AnythingIan

Chapters 

● (00:00:39) Introduction and companies over title’ing

● (00:04:00) Starting a Bootstrap Business When You're Broke

● (00:08:29) The Role of Visionaries in Company Success

● (00:14:55) The Death of the Follower & Engaging with Social Media Algorithms

● (00:19:54) The Future of Search: AI and Personalization

Links:


  Nick Huber Twitter
  Kevin Kelley - Article - A Thousand True Fans
  The Death of the Follower


Past guests on TMBA include Cal Newport, David Heinemeier Hannson, Seth Godin, Ricardo Semler, Noah Kagan, Rob Walling, Jay Clouse, Einar Vollset, Sam Dogan, Gino Wickam, James Clear, Jodie Cook, Mark Webster, Steph Smith, Taylor Pearson, Tommy Griffith, Justin Tan, Matt Gartland, Travis Jamison, Ayman Al-Abdullah, Tynan, Lucy Bella Simkins, Brian Balfour, Nick Huber, Mike Michalowicz, Greg Crabtree, Jordan Gal

Additional episodes you might enjoy:

What is the Most Simple OS for <$5M? 

Do Things That Don’t Scale

Three Phases to 1 Million in Revenue

#751 “The Death of the Follower” + How I’d Make $250K in 3 Days a Week

The hard part shouldn’t be how to implement an OS in your organization. The hard part is answering the question: Are the right people in the right roles at your company? 

In this episode, Dan and Ian share their own OS that’s extremely simple. It’s called GPS. They’ll explain how GPS helps you put a plan in place to meet your goals, and deliver on that plan. That’s it. 

Also, hiring for specific tasks, the impact of remote work on hiring, and more. 

Dan & Ian’s Stuff:

Our book: Before the Exit

The Newsletter

“The DC”

DC Black

Global events

Hire remote talent

Find a remote job

Listen on YouTube

Follow on Instagram

@TropicalMBA

@AnythingIan

Chapters 

● (00:00:41) Introduction and 'Meaty Shorts' Format

● (00:06:48) Hiring for Specific Tasks in a Business

● (00:15:55) Minimum Viable EOS (GPS) Implementation

● (00:16:27) Implementing the EOS System: The GPS Framework

● (00:18:54) Using Scorecards for Clarity and Accountability

● (00:25:06) The Importance of Regular Check-ins and Standing Meetings

Links:


  Dan Martell - Who to Hire Next
  The EOS Business Model 
  Scorecard template (G doc)


Past guests on TMBA include Cal Newport, David Heinemeier Hannson, Seth Godin, Ricardo Semler, Noah Kagan, Rob Walling, Jay Clouse, Einar Vollset, Sam Dogan, Gino Wickam, James Clear, Jodie Cook, Mark Webster, Steph Smith, Taylor Pearson, Tommy Griffith, Justin Tan, Matt Gartland, Travis Jamison, Ayman Al-Abdullah, Tynan, Lucy Bella Simkins, Brian Balfour, Nick Huber, Mike Michalowicz, Greg Crabtree, Jordan Gal

Additional episodes you might enjoy:

Do Things That Don’t Scale

Three Phases to 1 Million in Revenue

Quiet Crypto, The Demand Question, and Difficult Decisions ft. Jordan Gal

#750 What is the Most Simple OS for <$5M?

In this episode, Ian and Dan discuss the concept of doing things that don't scale, inspired by Paul Graham's influential article 'Do Things That Don't Scale.' They explore the idea of taking risks and gambling in entrepreneurship, and how it relates to increasing one's locus of control. The conversation covers various strategies for founders, including recruiting users manually, building something fragile, delighting users, focusing on experience, and niche marketing. In this conversation, Ian and Dan discuss Paul Graham's article 'Do Things That Don't Scale' and explore the principal themes and takeaways. They cover topics such as the idea of scaling, fabricating products yourself, consulting and acting as an anchor client, going manual and doing unscalable laborious tasks, the illusion of big launches and partnerships, vectors vs. scalars (ideas and execution), and the temptation to gamble and the importance of locus of control.

Our book: Before the Exit

The Newsletter

“The DC”

DC Black

Global events

Hire remote talent

Find a remote job

Listen on YouTube

Follow on Instagram

@TropicalMBA

@AnythingIan

Chapters 

● (00:00:47) Introduction and Waking Up Early

● (00:01:58) The Concept of Taking Risks and Gambling

● (00:03:52) Introduction to Paul Graham and Y Combinator

● (00:05:37) The Importance of Doing Things That Don't Scale

● (00:10:00) Recruiting Users Manually

● (00:12:48) Building Something Fragile

● (00:20:48) Niche Marketing

● (00:23:02) The Facebook and the Idea of Scaling

● (00:24:53) Consulting and Acting as an Anchor Client

● (00:27:17) Going Manual and Doing Unscalable Laborious Tasks

● (00:30:08) The Illusion of Big Launches and Partnerships

● (00:34:54) Vectors vs. Scalars: Ideas and Execution

● (00:38:36) The Temptation to Gamble and the Importance of Locus of Control

Links:


  Paul Graham’s Article “Do Things That Don’t Scale”
  Lao Tzu - Philosophy


Past guests on TMBA include Cal Newport, David Heinemeier Hannson, Seth Godin, Ricardo Semler, Noah Kagan, Rob Walling, Jay Clouse, Einar Vollset, Sam Dogan, Gino Wickam, James Clear, Jodie Cook, Mark Webster, Steph Smith, Taylor Pearson, Tommy Griffith, Justin Tan, Matt Gartland, Travis Jamison, Ayman Al-Abdullah, Tynan, Lucy Bella Simkins, Brian Balfour, Nick Huber, Mike Michalowicz, Greg Crabtree, Jordan Gal

Additional episodes you might enjoy:

Three Phases to 1 Million in Revenue

Quiet Crypto, The Demand Question, and Difficult Decisions ft. Jordan Gal

“3 Million in Revenue is a Death Zone" - Financial Strategy with Greg Crabtree

#749 Do Things That Don’t Scale

Dan and Ian discuss the different phases of bootstrapping a business and the common challenges that arise at each stage. They walk through three phases: Zero to $250k “Mindset”; $250k to 1 million "We're seeking a reliable/repeatable source of new customers"; and $1 million + "We need to hire, fire, improve/change team members more effectively”. They explore everything from adjusting the offer to the marketplace and developing a strong customer base to making a rule that the founder should be responsible for growth up to $5M. 

They also explore the crucial role that team composition plays in the professionalization of the company. Finally, they discuss the decision between maximizing profitability and scaling the business.

Dan & Ian’s Stuff:

Our book: Before the Exit

The Newsletter

“The DC”

DC Black

Global events

Hire remote talent

Find a remote job

Listen on YouTube

Follow on Instagram

@TropicalMBA

@AnythingIan

Chapters 

● (00:00:43) Introduction and Era Change

● (00:04:28) Mindset for Early Stage Bootstrapping

● (00:08:35) Running a Shit Ton of Experiments

● (00:19:34) Customer Development and Adjusting the Offer

● (00:23:37) Founder's Responsibility for Growth

● (00:24:28) Founder's Role in Growth Until $5 Million

● (00:25:29) Following Strategies That Work for the Majority

● (00:26:41) Celebrating the Achievement of $1 Million in Revenue

● (00:29:18) Transitioning from $1 Million to $5 Million

● (00:34:07) The Importance of Team Composition

● (00:34:22) Shifting Focus to Managing a Team

● (00:39:19) Maximizing Profitability vs. Scaling

Links:


  Simple Numbers by Greg Crabtree
  Exploitative Play in Live Poker


Past guests on TMBA include Cal Newport, David Heinemeier Hannson, Seth Godin, Ricardo Semler, Noah Kagan, Rob Walling, Jay Clouse, Einar Vollset, Sam Dogan, Gino Wickam, James Clear, Jodie Cook, Mark Webster, Steph Smith, Taylor Pearson, Tommy Griffith, Justin Tan, Matt Gartland, Travis Jamison, Ayman Al-Abdullah, Tynan, Lucy Bella Simkins, Brian Balfour, Nick Huber, Mike Michalowicz, Greg Crabtree, Jordan Gal

Additional episodes you might enjoy:

Quiet Crypto, The Demand Question, and Difficult Decisions ft. Jordan Gal

“3 Million in Revenue is a Death Zone" - Financial Strategy with Greg Crabtree

A Podcast About Shiny Object Syndrome

TMBA504: Mailbag: From the Hamster Wheel to the Flywheel

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