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Hey what's up Robin? Hey! How you doing man? Oh I kind of got mad at my people a few minutes

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ago. We'll let you stay on mute and just drink some coffee. Good to see you Jennifer. How

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is the campaign going? Any wins yet? Yeah I've gotten a bunch of, I mean I've significantly

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increased following on all my social media platforms which is great. Encouraging lots

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of positive feedback there and I did my first launch last night. My workshop, it was great.

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Had about three people I didn't know you know show up. Sally was on there so that was super

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encouraging. Her just positivity and support and all of them were excited to you know want to join

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my four-week challenge next week. So I've just finished and exported my Descript video. Shrunk

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down a lot of filler words. It's very humbling for someone who spends a lot of time you know

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presenting and doing you know calls to see how many words that you use that are unnecessary.

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So I'm excited for you know the video that I now have with a lot less of those.

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And then yeah I'm excited to launch next week as well. So it was encouraging. I feel like

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you know again it was great practice you know on the tech side and the flow side of it all.

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So a lot of confidence and appreciate your support. That's awesome. Yeah super exciting. Yeah so you've

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got some new followers. So you had a stranger show up on Zoom for your some strangers.

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Yeah I didn't. That's kind of cool. Are you? And also terrifying. This could go one of two ways.

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That's awesome. Yeah any other wins? I mean Marcella's here. I see Janine.

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Any other wins you guys have? Holly. Holly has disappeared. You guys can just unmute and we'll

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do it real quick. Yeah I got I'm having major major traffic follower increase with TikTok.

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Yeah. So I've been doing this weekly thing that that really God just had me to do. It was not

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even on my agenda. And I've been reading the Psalms as a declaration. And I posted one yesterday

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and my follower count has gone up. I think I was it went up over a hundred a hundred followers.

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So and it's going it's almost at 10,000 views. And I mean it's awesome. Yeah I'm like wow.

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That's really cool. Yeah just organic views. Just organic. Wow super cool. None of my videos have

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10,000 views. Yeah you can talk. Yeah don't say that Bruce. Don't say that because you know you

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got to be out there. I'm just joking. No that's super cool. Very very exciting. And so are you

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seeing like any traffic from like to your profile from that? Yeah I am. Yeah I am seeing I did I

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can't remember the numbers now but a lot of people are checking out the profile. What I also like

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that so this is really the blessing guys. Most of you that started you know started with Bruce and

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Lindsay with Kingdom Messengers. I felt like I was the turtle of the group. I felt like I was in last

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place all the time. Not not not in comparison. It's just where life had me and healing and all that and

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and actually today is my YouTube launch anniversary. I just realized that I started at 21.

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So to just see organically all the things that are happening and so what I love is you know not

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only am I've gotten the views but for people to respond. You know I'm saying you know say amen or

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say you know say yes. It's like 300 people are like responding and some of them are requesting

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prayers. So I've been responding and so that's really been amazing. So it really is a victory

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and it kind of also speaks to the grace that God will you know give you at the right time.

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You know so anyway yeah celebrating. So good yeah sometimes you're just you're building. You're just

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posting. You don't know if it's working and sometimes it's like the season it's either the

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right season or the wrong. But a lot of it is just building those reps like you were doing like you've

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got used to doing the videos and all the stuff you know a while back and then all of a sudden

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it just sort of takes off. It's like oh there's momentum. There's life on this. There's grace on

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it. This is that's exciting. So very cool. Sally I know we gave a shout out to you in the live

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yesterday but just tell us super quick some wins. I know you did your launch.

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Yeah it was amazing. I was just adding up the numbers.

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bit more cash over there, just to give you, because I think

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sometimes it's good to see the numbers as well. But very

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briefly, launched the book, did five launches, because I did one

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live first thing in the morning for you guys, for those that are

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US based, did one last thing at night for the UK and for us,

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actually UK was in the morning. So Australia, New Zealand

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nationals, and then did physical events. We made newcomer

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bestseller within half an hour of the first launch, like at 630

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AM. So we'd already made that. And we're done, I'll put it in

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the chat. But ultimately the day, thanks to everybody's

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support, we made I think I put it in our chat anyway, number

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one new release in women's inspirational spirituality,

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number one new release in Christian leadership. So they

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were the new releases, but then number one in the US for health

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and spirituality. That's amazing. That's just nuts. And

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then two in Christian leadership for Kindle, which is all in the

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States, two in religious leadership for Kindle, and

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number three, overall for women's inspirational

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spirituality. And we made the top 100 books in Christian

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leadership on the day. That's amazing. So thank you. Thank you

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for everyone's support. And then I was like, okay, so what is

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what fruit not only have so we are over 100 books, either

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preordered, ordered in Amazon on the day, went out. So I think

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we've got 82 so far that have gone out through Amazon, and

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then probably about a 50 through us at the moment. But then what

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came out of it was I've got two quick stories because they're

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flipping funny. One is went to go and do the 8am two people sat

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in the cafe, nothing to do with us at all. Oh, is this a

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wedding? No, they're flowers. Just for that, you know, the

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launch, whatever. Oh, can I buy your book? Brilliant. So both of

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them bought the book had a word from God sent them on the way

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job done, do the launch. One of the ladies started to read the

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book, message to make three hours from here and said, you

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need to buy this book. She bought the book and then came

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on at the 7pm thing that we did. Never met her in my life. And

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she goes, I've read three chapters. It's absolutely

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brilliant. It's just what I need to change my life. Like what

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big and the other amazing areas. So good. From way back as I was

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a kid doesn't want anything about God. Don't talk to me

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about God. We tried to coach him had to stop trying to work out

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what the difference between religion and relationship

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wouldn't have a bar of it. At 3am. I'm messaging because it

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started at 6am finished at 6am. So I had a 24 hour period to

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send as many books as I could. I woke up at 3am and I messaged

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every person I knew in the UK in the States in Canada, who was

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awake to then do it. He was one of them. Any chance you could

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Hey, I've launched my book today, any chance you could buy

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it would really help me and feel free to share. He then

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shared non Christian doesn't believe in God with his LinkedIn

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profile went out to 29,000 people. What the heck? I ride

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with laughter at God's face. That was nuts. So yeah, on the

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day $740 in sales for the courses that I was offering that

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came out of it. And $415 from the direct sales into Amazon,

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plus there's some cash on there. So probably about 1500 bucks,

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which wasn't really what we were going for. But that's the add on

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plus the exposure. So anyone looking to write and launch a

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book, I just share that with you to encourage you because it is

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so doable. And look at this group of people who are all

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here to cheer each other on to support each other. And I just

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want to do a quick shout out to Jennifer, who did the most

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amazing workshop. And actually, many of you guys went there, you

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so missed out, can I just say, but I'm sure she'll give you an

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opportunity to join her again. So she was absolutely amazing

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and so needed and so heartfelt and so Jesus driven. She

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definitely has a mission out there. Anyway, that's my game.

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So good. Awesome. That's so exciting. I think it's so

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helpful to start with testimonies, right? Because

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we're all in various stages. And it's just cool to see people

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just take that one last step. And then it's kind of live,

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then it's public, then you know, they take that little step. So

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yes, it's much easier to do it together, then separate. That's

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really cool. So we're gonna jump into it. Today, we've got a

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guest here, one of my friends, Bo Garrett, has been, you've

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probably heard me talk about him a little bit. And some of the

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challenges and the workshops, we talked about the little the

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watch here story. And I talked about pilots, but Bo has some

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really unique perspectives and has been doing this as well. He

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launched, I think two and a half, three years ago, I'll let

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him tell the story. But he's now like a few years into it. And

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I'd love to kind of hear from him.

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as far as kind of what all has happened in that time.

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So Bo is a commercial pilot and he has got his MBA,

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turned entrepreneur,

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he's done a number of different things.

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I have met Bo actually before I met Lindsay,

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as we can imagine that.

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So I realized that was over 16 years ago,

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known Bo and his wife, Courtney.

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And just the way that the Lord works is crazy

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because they are now our neighbors somehow,

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16 years later.

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And so we're so excited,

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but thanks Bo for jumping on

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and everyone's happy here.

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Oh, it's an absolute honor, Bruce.

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Very glad to be here.

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And yeah, man, it's hard to believe it's been 16 years.

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It's just, it's, I think a testimony

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to how God weaves our stories together.

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And it's just really cool to be with you on the journey, man.

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So thanks for having me.

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That's awesome.

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Well, I'm just gonna,

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we'll go through some questions,

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let you kind of interview.

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And then if you guys have questions for Bo as well,

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just drop them in the chat

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and we'll do some Q&A at the end.

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We're still gonna do,

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we'll do 15, 20 minutes of hot seats as well at the end.

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So if you came with a question,

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we'll jump into that, save that,

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we will get to you.

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But yeah, so Bo,

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maybe just kind of giving some backstory,

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like what inspired you to start Bravo Golf

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and then kind of how'd you get the idea?

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And then you actually had to launch,

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like maybe talk to that process.

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100%.

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So that's a very open-ended question.

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So if I go too long or if I go off the rails,

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just stop me.

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So I'll just-

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I'll fade the music in.

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Yeah, okay.

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That sounds good.

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Just a real quick,

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I think Bruce was very generous in his intro of me,

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but as he said,

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I was a commercial pilot for a number of years.

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Did that primarily in Atlanta where I met Bruce

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and then ultimately decided,

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halfway through that career,

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I basically survived two market cycles.

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In aviation, you're very subject to economic cycles.

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And at the,

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I basically just gotten enough hours

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to go fly for the airlines

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when the 08 financial crisis happened

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and aviation opportunities just dried up for years.

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And so I decided to go back and get my MBA.

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And that launched me

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into a whole other ecosystem of opportunity.

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But that kind of segues

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into how I got the idea for Bravo Golf.

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Aviation has always been my first love,

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love flying.

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Bruce is working on his private right now.

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So we get to,

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go up every now and then.

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If you don't know,

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in aviation,

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there are so many milestones that you hit.

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The first time you go on a discovery flight,

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your first solo,

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your first cross country.

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And there's very few ways

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to help pilots celebrate their journey.

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And so,

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it really started out as an inspiration

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to help commemorate the moments

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that a person experiences

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as they travel through their aviation journey.

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And so,

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I love watches as well.

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And most pilots do.

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So I thought that was a very obvious starting point,

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to create something for the aviation community

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that would help them to commemorate certain milestones.

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That's awesome.

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And I think,

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you had that transition point

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where I think the first time I heard about it,

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you're like,

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hey, I have this idea.

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I've got this idea for this thing.

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One day,

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either raise money or do something.

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And then I'm gonna like,

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when I have all this extra money or whatever,

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I'm gonna go and launch this thing.

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But just that moment of like,

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what got you from like,

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hey, this is just an idea,

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to like,

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it started.

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It's a company now.

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That's a great question.

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Let me,

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I just wanna share one quick qualifier

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with everybody here.

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00:13:50.780 --> 00:13:54.540
I just wanna say that getting an MBA was great

239
00:13:54.540 --> 00:13:57.500
and it helped provide a foundation for me

240
00:13:57.500 --> 00:13:59.660
professionally in another way.

241
00:13:59.660 --> 00:14:04.380
But it has probably done very little

242
00:14:04.380 --> 00:14:06.020
in helping me build the muscles

243
00:14:06.020 --> 00:14:08.200
that I needed to build to start Bravo Golf.

244
00:14:08.200 --> 00:14:10.740
So I just wanna say to everybody on the call,

245
00:14:10.740 --> 00:14:12.260
like,

246
00:14:12.260 --> 00:14:13.220
if you're just starting,

247
00:14:13.220 --> 00:14:15.700
don't feel like that was an advantage

248
00:14:15.700 --> 00:14:16.820
that I had or anything else.

249
00:14:16.820 --> 00:14:19.500
It literally is just very little.

250
00:14:20.140 --> 00:14:22.460
An MBA essentially makes you a very good observer

251
00:14:22.460 --> 00:14:24.460
of business and you understand,

252
00:14:24.460 --> 00:14:25.300
like a doctor,

253
00:14:25.300 --> 00:14:26.740
what a business looks like.

254
00:14:26.740 --> 00:14:29.500
But it doesn't teach you how to be a participant

255
00:14:29.500 --> 00:14:30.340
in business,

256
00:14:30.340 --> 00:14:31.160
so to speak.

257
00:14:31.160 --> 00:14:35.100
And this has certainly taught me

258
00:14:35.100 --> 00:14:37.180
the latter part of that skillset.

259
00:14:38.100 --> 00:14:38.940
So Bruce,

260
00:14:38.940 --> 00:14:39.760
back to your question.

261
00:14:39.760 --> 00:14:42.020
How do I go from an idea to getting started?

262
00:14:42.020 --> 00:14:42.860
Well,

263
00:14:42.860 --> 00:14:44.300
you and I were on my patio

264
00:14:44.300 --> 00:14:46.780
and I was sharing the idea with you.

265
00:14:46.780 --> 00:14:47.620
And

266
00:14:50.500 --> 00:14:54.240
I think you have to take it one step at a time

267
00:14:54.240 --> 00:14:58.340
and give yourself an initial target

268
00:14:58.340 --> 00:14:59.820
and then just take action.

269
00:15:00.000 --> 00:15:02.560
And I shared it with Bruce, what I would love to do,

270
00:15:02.560 --> 00:15:04.360
what was in my heart to do, the vision for it

271
00:15:04.360 --> 00:15:05.840
and everything else.

272
00:15:05.840 --> 00:15:08.080
And Bruce really just said to me, he's like,

273
00:15:08.080 --> 00:15:11.880
look, just send a survey out to pilots on social media

274
00:15:11.880 --> 00:15:14.640
and see if people respond.

275
00:15:14.640 --> 00:15:18.200
And so instead of spending a lot of time

276
00:15:18.200 --> 00:15:20.200
going to watch events and watch fairs

277
00:15:20.200 --> 00:15:22.920
and understanding manufacturing and everything else,

278
00:15:22.920 --> 00:15:26.420
just share your idea out there and solicit feedback

279
00:15:26.420 --> 00:15:28.520
from the people who are gonna be in your market,

280
00:15:28.520 --> 00:15:30.140
which happen to be pilots.

281
00:15:30.140 --> 00:15:31.600
So that was my first goal.

282
00:15:31.600 --> 00:15:32.500
It was very simple.

283
00:15:32.500 --> 00:15:35.780
It was just like, okay, I know what I would like in a watch.

284
00:15:35.780 --> 00:15:37.640
I know there's probably six or seven features

285
00:15:37.640 --> 00:15:40.580
in a pilot watch that other pilots may like.

286
00:15:42.100 --> 00:15:45.400
Let me build a survey, do a video

287
00:15:45.400 --> 00:15:47.040
and ask people to fill out the survey

288
00:15:47.040 --> 00:15:50.580
on what they would like to see in a time piece.

289
00:15:50.580 --> 00:15:53.480
So that's what got us started.

290
00:15:53.480 --> 00:15:54.360
That's awesome.

291
00:15:54.360 --> 00:15:56.520
Yeah, and you took that step,

292
00:15:56.640 --> 00:16:00.080
you basically went from here's an idea

293
00:16:00.080 --> 00:16:01.360
and then you actually had to,

294
00:16:01.360 --> 00:16:03.480
there's a few things that it's like practical things.

295
00:16:03.480 --> 00:16:05.160
Like you had to record a video,

296
00:16:05.160 --> 00:16:07.280
you had to like push some ads out.

297
00:16:07.280 --> 00:16:09.640
And what was the thing?

298
00:16:09.640 --> 00:16:13.040
Cause there's probably a lot of like fear at scale.

299
00:16:13.040 --> 00:16:14.220
You're like, I'm gonna try this,

300
00:16:14.220 --> 00:16:15.360
but it's probably not gonna work.

301
00:16:15.360 --> 00:16:17.640
Like, where's your mindset?

302
00:16:17.640 --> 00:16:21.360
So a hundred percent, I mean, there,

303
00:16:21.360 --> 00:16:22.840
and let me just say this,

304
00:16:22.840 --> 00:16:25.400
that feeling of taking that next step

305
00:16:25.400 --> 00:16:28.520
and not knowing what that's gonna feel like

306
00:16:28.520 --> 00:16:30.360
or what's gonna happen,

307
00:16:30.360 --> 00:16:35.200
that stays the case as long as you're growing.

308
00:16:35.200 --> 00:16:39.280
And it's just, you don't, you always have to face that.

309
00:16:39.280 --> 00:16:42.040
You get more used to taking that step as you go,

310
00:16:42.040 --> 00:16:43.200
but you're always faced with,

311
00:16:43.200 --> 00:16:45.240
oh, should I go to this show now?

312
00:16:45.240 --> 00:16:46.520
Should I do this thing?

313
00:16:46.520 --> 00:16:48.160
Should I launch this new series?

314
00:16:48.160 --> 00:16:50.360
So it's kind of this muscle you build over time.

315
00:16:50.360 --> 00:16:54.360
But the hardest thing for me,

316
00:16:54.360 --> 00:16:56.680
so after I spoke with Bruce,

317
00:16:56.680 --> 00:16:59.200
I realized I need to record a video.

318
00:16:59.200 --> 00:17:01.480
I need to learn how to market that video

319
00:17:01.480 --> 00:17:02.640
and find an audience.

320
00:17:02.640 --> 00:17:05.319
And I need to build a type form survey,

321
00:17:05.319 --> 00:17:07.520
all things I had no idea how to do.

322
00:17:07.520 --> 00:17:10.520
And so Bruce was instrumental.

323
00:17:10.520 --> 00:17:12.520
He said, look, it only needs to be 15 seconds.

324
00:17:12.520 --> 00:17:14.619
Say, you know, two or three things,

325
00:17:15.800 --> 00:17:18.720
get people into your story

326
00:17:18.720 --> 00:17:21.240
and then give them a link to your survey.

327
00:17:21.240 --> 00:17:24.000
And so literally I went to an airport

328
00:17:24.640 --> 00:17:27.720
with my iPhone and I walked out onto,

329
00:17:27.720 --> 00:17:30.840
it was a private, like in aviation,

330
00:17:30.840 --> 00:17:32.320
there's general aviation airports

331
00:17:32.320 --> 00:17:34.000
and there's usually just airplanes

332
00:17:34.000 --> 00:17:35.640
right out there on the tarmac.

333
00:17:35.640 --> 00:17:37.920
So I just walked out to one of those

334
00:17:37.920 --> 00:17:41.480
and put an airplane in the background

335
00:17:41.480 --> 00:17:43.520
and walking away from the airplane,

336
00:17:43.520 --> 00:17:46.800
shot the Facebook ad.

337
00:17:46.800 --> 00:17:50.720
Took me like, it took me like 10 takes to get anything.

338
00:17:50.720 --> 00:17:51.920
And I would send them to Bruce and say,

339
00:17:51.920 --> 00:17:52.760
what do you think of this one?

340
00:17:53.280 --> 00:17:55.240
That's okay, try it again.

341
00:17:55.240 --> 00:18:00.240
And so I learned that your ads get better

342
00:18:01.600 --> 00:18:03.840
the more takes you have and, you know,

343
00:18:03.840 --> 00:18:06.440
around take 20 or so, it's perfect.

344
00:18:06.440 --> 00:18:09.200
And so anyway, we found something that worked

345
00:18:09.200 --> 00:18:12.240
and then I was like, okay, I've got a video that might work

346
00:18:12.240 --> 00:18:15.320
and I've figured out how to do a type form survey,

347
00:18:15.320 --> 00:18:17.000
no idea what to do next.

348
00:18:17.000 --> 00:18:20.840
And so then Bruce really just helped me

349
00:18:20.840 --> 00:18:25.840
define an ad campaign on Facebook

350
00:18:26.520 --> 00:18:29.960
and with his help, got it launched.

351
00:18:31.000 --> 00:18:32.520
Yeah, I think one of the things that was,

352
00:18:32.520 --> 00:18:35.080
I remember back, like you never really know,

353
00:18:35.080 --> 00:18:36.880
we're setting up all these targeting,

354
00:18:36.880 --> 00:18:38.000
you know, niches and stuff,

355
00:18:38.000 --> 00:18:41.240
but we were targeting, you know,

356
00:18:41.240 --> 00:18:43.560
Christian people launching their podcasts.

357
00:18:43.560 --> 00:18:44.640
It's a totally different thing.

358
00:18:44.640 --> 00:18:47.000
So there's a lot of unknowns there,

359
00:18:47.000 --> 00:18:48.960
even as I was like giving you advice

360
00:18:48.960 --> 00:18:52.240
and this was years ago, but we didn't, we had no,

361
00:18:52.240 --> 00:18:54.760
I don't think any either of us knew that

362
00:18:54.760 --> 00:18:56.560
when you kind of got super specific,

363
00:18:56.560 --> 00:18:58.440
like you targeted the pilots,

364
00:18:59.360 --> 00:19:01.920
that it just was so targeted that it just,

365
00:19:01.920 --> 00:19:04.360
somehow we just found pilots instantly.

366
00:19:05.320 --> 00:19:08.320
So what are some of the like metrics

367
00:19:08.320 --> 00:19:10.200
on that first campaign?

368
00:19:10.200 --> 00:19:11.240
This is like, what is this?

369
00:19:11.240 --> 00:19:13.880
Like the first few weeks, maybe a month or two into it?

370
00:19:13.880 --> 00:19:18.280
Yeah, so this was three years ago that we did this

371
00:19:18.280 --> 00:19:20.960
and we found some audiences.

372
00:19:20.960 --> 00:19:23.320
I think we found like people who are interested

373
00:19:23.320 --> 00:19:27.440
in flight instruction or student pilots

374
00:19:27.440 --> 00:19:28.800
or commercial pilots.

375
00:19:28.800 --> 00:19:29.640
It wasn't a huge,

376
00:19:29.640 --> 00:19:31.320
it wasn't like millions and millions of people.

377
00:19:31.320 --> 00:19:34.200
I think it was probably a million folks, maybe,

378
00:19:34.200 --> 00:19:35.680
maybe not even.

379
00:19:35.680 --> 00:19:40.680
And so I was planning to use the results

380
00:19:41.120 --> 00:19:42.560
of that survey to do two things.

381
00:19:42.560 --> 00:19:45.600
I was like, okay, if I can get this out there,

382
00:19:45.600 --> 00:19:50.600
I think I had maybe five or 600 bucks to spend on ads

383
00:19:51.080 --> 00:19:52.720
to get it out there to everybody.

384
00:19:54.000 --> 00:19:55.720
If people respond, number one,

385
00:19:55.720 --> 00:19:57.160
I wanted to see if anybody would respond.

386
00:19:57.160 --> 00:19:59.960
Number two, I was hoping that there would be a very.

387
00:20:00.000 --> 00:20:04.500
clear indication of what pilots would want to watch.

388
00:20:04.500 --> 00:20:08.680
And it was actually about seven weeks we ran it.

389
00:20:08.680 --> 00:20:13.200
And in seven weeks, we got over 1,800 responses

390
00:20:13.200 --> 00:20:15.000
to that survey.

391
00:20:15.000 --> 00:20:18.280
Yeah, and so like statistically speaking,

392
00:20:18.280 --> 00:20:24.000
2,000 people tends to represent an entire population pretty

393
00:20:24.000 --> 00:20:25.280
well, statistically.

394
00:20:25.280 --> 00:20:28.240
So at 1,800, we got 1,810.

395
00:20:28.240 --> 00:20:32.640
And 98% of them we validated were actual pilots.

396
00:20:32.640 --> 00:20:36.960
And so I had data.

397
00:20:36.960 --> 00:20:38.160
I had data at that point.

398
00:20:38.160 --> 00:20:39.520
I was like, holy cow.

399
00:20:39.520 --> 00:20:41.520
I couldn't even believe it.

400
00:20:41.520 --> 00:20:44.040
I thought Bruce and I were talking really, OK,

401
00:20:44.040 --> 00:20:47.320
we might get 100 or 200 if we're lucky.

402
00:20:47.320 --> 00:20:51.480
We had over 1,800 responses in that time frame.

403
00:20:51.480 --> 00:20:57.840
And that survey became my product development

404
00:20:57.840 --> 00:20:58.920
roadmap.

405
00:20:58.920 --> 00:21:05.680
And ultimately, that survey became the primary marketing

406
00:21:05.680 --> 00:21:09.200
message when I made the product.

407
00:21:09.200 --> 00:21:14.440
It wasn't that I just, I'm making this for you,

408
00:21:14.440 --> 00:21:16.440
and here's why you'll like it.

409
00:21:16.440 --> 00:21:20.120
It's, hey, I talked to 1,800 pilots,

410
00:21:20.120 --> 00:21:21.680
and this is what they said.

411
00:21:21.680 --> 00:21:22.920
So it's not me selling it.

412
00:21:22.920 --> 00:21:24.720
It's the survey that's selling it.

413
00:21:24.760 --> 00:21:28.760
And so that became a huge advantage for us

414
00:21:28.760 --> 00:21:30.120
as we went to market.

415
00:21:30.120 --> 00:21:30.840
That's awesome.

416
00:21:30.840 --> 00:21:34.000
Yeah, so you were talking about as you're really

417
00:21:34.000 --> 00:21:35.400
building a brand, right?

418
00:21:35.400 --> 00:21:38.840
So watches, timepieces, they're crazy competitive.

419
00:21:38.840 --> 00:21:42.120
The people are super picky about it.

420
00:21:42.120 --> 00:21:44.440
Brands have been around for 100 years.

421
00:21:44.440 --> 00:21:47.560
What are some of the things that you did to kind of differentiate

422
00:21:47.560 --> 00:21:51.640
Bravo Golf in those early days?

423
00:21:51.640 --> 00:21:53.080
That's such a good question, man.

424
00:21:53.080 --> 00:21:55.760
And it's so hard.

425
00:21:55.760 --> 00:21:59.760
So I'll just share with you, it took me a year

426
00:21:59.760 --> 00:22:03.680
from that point, from the time that I got the survey,

427
00:22:03.680 --> 00:22:07.480
it literally took me a year to figure out how to make a watch.

428
00:22:07.480 --> 00:22:11.800
So I did all this research, and I actually

429
00:22:11.800 --> 00:22:14.160
put myself through watchmaking school

430
00:22:14.160 --> 00:22:18.400
online just to find how to do these different things.

431
00:22:18.400 --> 00:22:25.480
And in the design process, I kept coming back

432
00:22:25.480 --> 00:22:28.960
to those survey results because I really

433
00:22:28.960 --> 00:22:32.880
wanted to say with integrity and conviction and confidence

434
00:22:32.880 --> 00:22:35.760
that this was designed with pilot feedback.

435
00:22:35.760 --> 00:22:41.920
And so that's the best answer, I think, to your question,

436
00:22:41.920 --> 00:22:47.680
Bruce, is that I literally spoke to the market extensively

437
00:22:47.680 --> 00:22:49.960
as I was creating this product.

438
00:22:49.960 --> 00:22:52.160
And I could say that to people with a straight face.

439
00:22:52.160 --> 00:22:54.680
Hey, look, we made this with you in mind.

440
00:22:54.680 --> 00:22:55.960
Here are the results.

441
00:22:55.960 --> 00:22:57.720
Here's what we heard.

442
00:22:57.720 --> 00:22:59.600
And there's specific features.

443
00:22:59.600 --> 00:23:01.240
It's a very simple watch, but there's

444
00:23:01.240 --> 00:23:07.000
one specific feature on it that is uniquely made for a pilot.

445
00:23:07.000 --> 00:23:11.720
And when I shared that we sent the survey out,

446
00:23:11.720 --> 00:23:13.840
we had that response rate.

447
00:23:13.840 --> 00:23:16.160
And this is what we built as a result.

448
00:23:16.160 --> 00:23:17.920
Usually, when I'm speaking to a pilot,

449
00:23:17.920 --> 00:23:19.240
that's when their eyes light up.

450
00:23:19.240 --> 00:23:20.880
They're like, oh, that's what it does.

451
00:23:20.880 --> 00:23:21.840
And they're like, yeah.

452
00:23:21.840 --> 00:23:27.120
And then that prompts them to want to purchase the timepiece.

453
00:23:27.120 --> 00:23:27.800
That's great.

454
00:23:27.800 --> 00:23:30.920
And I mean, in this process, you did the survey.

455
00:23:30.920 --> 00:23:32.840
And now you have all these email addresses.

456
00:23:32.840 --> 00:23:36.160
But they have not given you any money yet.

457
00:23:36.160 --> 00:23:37.240
You kind of need money.

458
00:23:37.240 --> 00:23:39.640
If you're doing anything with a product,

459
00:23:39.640 --> 00:23:42.840
you have to go make a product at some point.

460
00:23:42.840 --> 00:23:44.760
And manufacturers don't just do it

461
00:23:44.800 --> 00:23:46.400
and then you pay them at the end.

462
00:23:46.400 --> 00:23:48.040
They want you to put down deposits.

463
00:23:48.040 --> 00:23:49.680
And so how did you do that?

464
00:23:49.680 --> 00:23:51.360
I know you just tried to preorder stuff.

465
00:23:51.360 --> 00:23:54.640
Like, what was the process there just to get cash?

466
00:23:54.640 --> 00:23:55.920
That's such a good question, man.

467
00:23:55.920 --> 00:23:59.440
So it was so iterative.

468
00:23:59.440 --> 00:24:04.920
I later found out that I would need tens of thousands

469
00:24:04.920 --> 00:24:08.240
of dollars to make the watch.

470
00:24:08.240 --> 00:24:11.040
And I didn't have that laying around in savings

471
00:24:11.040 --> 00:24:16.480
that I could use as discretionary savings

472
00:24:16.480 --> 00:24:17.400
or whatever.

473
00:24:17.400 --> 00:24:19.080
I had to find it.

474
00:24:19.080 --> 00:24:22.800
And so what I learned through the process of designing

475
00:24:22.800 --> 00:24:27.440
the watch is that when you go through engineering

476
00:24:27.440 --> 00:24:31.560
and everything, you end up with these really high-quality,

477
00:24:31.560 --> 00:24:34.560
high-res renders that you cannot tell

478
00:24:34.560 --> 00:24:38.840
the difference between the render and the actual product.

479
00:24:38.840 --> 00:24:42.440
And so this was another inflection point, Bruce,

480
00:24:42.440 --> 00:24:44.160
I remember.

481
00:24:44.160 --> 00:24:45.600
It was in December.

482
00:24:45.600 --> 00:24:47.320
And I was like, hey, man, check this out.

483
00:24:47.320 --> 00:24:48.600
We finished the designs.

484
00:24:48.600 --> 00:24:49.520
They're all done.

485
00:24:49.520 --> 00:24:51.200
It's been engineered, the whole thing.

486
00:24:51.200 --> 00:24:51.880
Look at this.

487
00:24:51.880 --> 00:24:53.400
And he's like, wait, that's not a real watch.

488
00:24:53.400 --> 00:24:54.400
I was like, no.

489
00:24:54.400 --> 00:24:57.280
He's like, you should sell that as a preorder.

490
00:24:57.280 --> 00:24:59.160
I was like, what do you mean?

491
00:24:59.160 --> 00:25:00.720
So.

492
00:25:00.000 --> 00:25:06.240
Um, basically what I've learned since launching is that, and watch companies

493
00:25:06.240 --> 00:25:09.960
do this all the time, they do it through Kickstarter or otherwise, but they'll

494
00:25:09.960 --> 00:25:16.160
do a pre-order campaign and you ask your customers, your potential customers to

495
00:25:16.160 --> 00:25:21.540
pay a fraction of what the total cost is with the deposit due on delivery.

496
00:25:21.540 --> 00:25:27.060
And, um, that's what we ended up doing with a digital file.

497
00:25:27.180 --> 00:25:33.620
And, um, we ended up getting about 80 or 90% of the way there for our manufacturing

498
00:25:33.620 --> 00:25:39.020
deposit, just on pre-orders for the watch using a digital file.

499
00:25:39.380 --> 00:25:46.380
And so it was very scrappy and very, um, you know, just iterative one step after

500
00:25:46.380 --> 00:25:51.180
another, and then I was able to put the deposit down and then the interesting

501
00:25:51.180 --> 00:25:56.060
thing is, um, as Bruce mentioned, I didn't just have 1800 responses.

502
00:25:56.060 --> 00:26:00.940
I had 1800 email addresses from people who were now vested in the story

503
00:26:01.020 --> 00:26:02.980
and have provided their feedback.

504
00:26:03.340 --> 00:26:08.500
So my first marketing with that digital render was, um, an email campaign.

505
00:26:08.700 --> 00:26:13.940
And I'll never forget, we launched December 21st of 2022.

506
00:26:13.940 --> 00:26:14.940
So it wasn't that long ago.

507
00:26:14.940 --> 00:26:21.580
Um, I sent the email out and about 45 minutes later, I saw the

508
00:26:21.580 --> 00:26:29.300
first pre-order come through and I, yeah, so, and then I, um, Sally, I saw your

509
00:26:29.300 --> 00:26:34.620
response, that's exactly what I did in my, I was like, oh my God, I was so, I was so

510
00:26:34.620 --> 00:26:41.180
blown away that was my first experience ever of conceptualizing something and

511
00:26:41.180 --> 00:26:46.380
conceptualizing something and creating something and getting money in exchange

512
00:26:46.380 --> 00:26:50.980
for an idea that you, that there is no other feeling like that.

513
00:26:51.540 --> 00:26:55.940
Um, and so immediately I called Bruce and they had just him and Lindsay had just

514
00:26:55.940 --> 00:26:59.860
sat and sat down to dinner and I was like, man, what, guess what just happened?

515
00:27:00.580 --> 00:27:05.060
And so, um, that sort of kicked off a really cool spring.

516
00:27:05.060 --> 00:27:10.300
Like we had before we even got the watches in, in stock, we probably had

517
00:27:10.300 --> 00:27:15.180
like 80 pre-orders of the watch, but that was over the course of a seven or eight

518
00:27:15.180 --> 00:27:16.580
month, eight month period.

519
00:27:16.700 --> 00:27:20.780
And, um, and, and that was another step.

520
00:27:20.820 --> 00:27:22.020
So maybe I'll pause there.

521
00:27:22.220 --> 00:27:23.020
Let you guide the,

522
00:27:23.420 --> 00:27:24.300
No, that's, that's great.

523
00:27:24.300 --> 00:27:29.340
I mean, you're talking already about like the, the community, like having this

524
00:27:29.340 --> 00:27:33.140
community of people, it's not just that me, just, we think like we're just gonna

525
00:27:33.140 --> 00:27:36.540
stay on the street corner and just like yell at people by my thing, by my thing.

526
00:27:36.540 --> 00:27:40.740
But you actually kind of brought them into a community and made it about them.

527
00:27:40.740 --> 00:27:41.820
Like, Hey, this is your watch.

528
00:27:41.820 --> 00:27:43.020
This is, we're building this.

529
00:27:43.020 --> 00:27:44.180
Like you gave input.

530
00:27:44.180 --> 00:27:45.060
We heard you.

531
00:27:45.140 --> 00:27:50.900
Um, so yeah, that maybe just talking through like, um, obviously they helped

532
00:27:50.900 --> 00:27:53.060
shape the brand right early on.

533
00:27:53.180 --> 00:27:56.940
Um, but just that idea, like you, you were able to do some pre-orders.

534
00:27:56.940 --> 00:28:02.060
We were able to do, uh, the, um, that initial, those initial sales, but, um,

535
00:28:02.100 --> 00:28:03.340
how has that like helped as well?

536
00:28:03.340 --> 00:28:07.780
And I think you've, and you've also involved other, uh, uh, influencers,

537
00:28:07.780 --> 00:28:10.420
pilots out there, maybe just talking about it because it's built quite a bit.

538
00:28:10.420 --> 00:28:10.660
Yeah.

539
00:28:11.060 --> 00:28:11.340
Yep.

540
00:28:11.860 --> 00:28:18.940
So, so, um, we started, um, and again, Bruce guided me through this process of

541
00:28:20.060 --> 00:28:23.580
marketing the pre-order campaign and it worked really well.

542
00:28:23.580 --> 00:28:27.820
Like during that pre-order campaign, we had a row as of like 4.2.

543
00:28:27.860 --> 00:28:29.260
Does anybody not know?

544
00:28:29.580 --> 00:28:31.140
I'll tell us what a row as is.

545
00:28:31.380 --> 00:28:31.740
Okay.

546
00:28:31.740 --> 00:28:34.940
So row as is return on ad spend.

547
00:28:34.980 --> 00:28:40.100
So for every dollar you put in your row as is the amount of

548
00:28:40.100 --> 00:28:41.620
dollars that you get back.

549
00:28:42.220 --> 00:28:48.500
So a 4.2 row as means that for every marketing dollar that I spent, I got $4

550
00:28:48.500 --> 00:28:50.620
and 20 cents back in product sales.

551
00:28:51.340 --> 00:28:55.380
And so that's a very important metric in an e-commerce business.

552
00:28:55.460 --> 00:28:57.980
Um, you kind of live and die by that number.

553
00:28:57.980 --> 00:29:02.420
If your primary sales channel is online marketing.

554
00:29:03.220 --> 00:29:07.020
And so, um, it was just, it was incredible.

555
00:29:07.140 --> 00:29:07.820
It was phenomenal.

556
00:29:07.820 --> 00:29:12.220
We had, it was, yeah, like a 4.2 row as for the first five or six months.

557
00:29:12.220 --> 00:29:20.700
And then as that happened, um, I started getting, um, solicited from influencers,

558
00:29:20.700 --> 00:29:25.500
like, excuse me, people reached out out of nowhere and said, can I rep your brand?

559
00:29:26.220 --> 00:29:27.980
And it was just so encouraging.

560
00:29:27.980 --> 00:29:33.660
And so I, I, um, I started learning, I didn't know, I didn't know anything

561
00:29:33.660 --> 00:29:38.460
about brand ambassadors or what that even meant or how to set it up or do anything.

562
00:29:39.140 --> 00:29:41.300
And so I have a Shopify store.

563
00:29:41.300 --> 00:29:44.700
And so I got on Shopify apps and I'm just typed in brand ambassador,

564
00:29:45.260 --> 00:29:46.700
like all these things showed up.

565
00:29:47.340 --> 00:29:51.820
And so, and then what I've learned is that with, with every app, with every

566
00:29:51.820 --> 00:29:57.020
capability that you bolt onto your e-com business, whatever that app is, they,

567
00:29:57.140 --> 00:29:59.340
they usually have a really good.

568
00:30:00.000 --> 00:30:03.520
resource deck of, here's how our app works.

569
00:30:03.520 --> 00:30:05.120
Here's what affiliate marketing is.

570
00:30:05.120 --> 00:30:07.400
Here's what a brand ambassador can do.

571
00:30:07.400 --> 00:30:11.520
So I just learned and I just bolted on, you know,

572
00:30:11.520 --> 00:30:14.440
affiliate marketing to the Shopify store.

573
00:30:14.440 --> 00:30:16.200
Never had done that before.

574
00:30:16.200 --> 00:30:21.200
And then just created links and just navigated that process.

575
00:30:22.640 --> 00:30:26.160
And then, you know, we, go ahead, Bruce.

576
00:30:26.160 --> 00:30:28.360
No, I was saying, these are sizable brands as well.

577
00:30:28.520 --> 00:30:29.960
Maybe some examples.

578
00:30:29.960 --> 00:30:30.800
Oh yeah.

579
00:30:31.800 --> 00:30:32.640
Yeah.

580
00:30:32.640 --> 00:30:33.460
Oh, okay.

581
00:30:33.460 --> 00:30:35.000
Well, yeah, so.

582
00:30:35.000 --> 00:30:38.440
You're being super humble and I need to share some numbers.

583
00:30:38.440 --> 00:30:41.280
Well, we had, so we had,

584
00:30:41.280 --> 00:30:43.760
initially we had people reaching out

585
00:30:43.760 --> 00:30:47.320
that had like seven to 10,000 followers.

586
00:30:47.320 --> 00:30:50.280
And then when I learned about brand ambassadors

587
00:30:50.280 --> 00:30:53.320
and what that meant, I started looking for people

588
00:30:53.320 --> 00:30:57.360
that I would like to work with.

589
00:30:57.360 --> 00:30:59.040
And I just started reaching out to them.

590
00:30:59.040 --> 00:31:02.400
And it's interesting, one step leads to the next.

591
00:31:02.400 --> 00:31:07.400
And so the fact that I had onboarded somebody

592
00:31:08.200 --> 00:31:11.000
who reached out to me that had seven or 8,000 followers,

593
00:31:11.000 --> 00:31:13.720
I used that in my next conversation

594
00:31:13.720 --> 00:31:17.120
with the person that had over 120,000 followers.

595
00:31:17.120 --> 00:31:19.600
And I reached out to them and I messaged them and I said,

596
00:31:19.600 --> 00:31:22.040
hey, we're brand new, this is our new brand.

597
00:31:22.040 --> 00:31:24.360
We just signed on this person.

598
00:31:24.360 --> 00:31:26.280
And like, oh, I know that person, let's meet.

599
00:31:26.280 --> 00:31:30.200
And so we signed on a guy named Bruno, Fly With Bruno.

600
00:31:30.200 --> 00:31:33.080
He's 120,000 followers.

601
00:31:33.080 --> 00:31:35.160
And then when he signed on, all these other people,

602
00:31:35.160 --> 00:31:37.760
I think we have like five or six influencers

603
00:31:37.760 --> 00:31:39.920
with over 100,000 followers

604
00:31:39.920 --> 00:31:42.460
that are just repping our brands.

605
00:31:42.460 --> 00:31:43.300
And so.

606
00:31:44.160 --> 00:31:46.460
Yeah, and just, so how did you do that?

607
00:31:46.460 --> 00:31:49.060
Because like, we didn't have money.

608
00:31:50.000 --> 00:31:51.720
You didn't even have a product.

609
00:31:51.720 --> 00:31:54.420
And yet, like, how did you get someone to do that?

610
00:31:55.420 --> 00:31:57.300
You know, was it expensive?

611
00:31:57.300 --> 00:31:58.140
What was the cost?

612
00:31:58.140 --> 00:32:00.780
You know, what you can do is

613
00:32:01.740 --> 00:32:04.380
you just be honest about your journey

614
00:32:04.380 --> 00:32:05.980
and be like, this is who I am.

615
00:32:05.980 --> 00:32:07.580
This is what we're trying to do.

616
00:32:09.420 --> 00:32:13.860
I can't pay you, but I can absolutely give you a commission

617
00:32:13.860 --> 00:32:15.980
on every sale that comes through your link.

618
00:32:15.980 --> 00:32:17.500
And that's what they all decided to do.

619
00:32:17.500 --> 00:32:20.780
And so, you know, some of these folks

620
00:32:20.780 --> 00:32:24.020
will charge you $3,000 to $5,000 a post.

621
00:32:24.620 --> 00:32:26.500
And I was like, there's just no way I can do that right now.

622
00:32:26.500 --> 00:32:30.860
But if you would rep, and as I mentioned,

623
00:32:30.860 --> 00:32:32.560
it's like one step leads to another.

624
00:32:32.560 --> 00:32:35.700
And if you involve your community early on

625
00:32:35.700 --> 00:32:40.000
and you can continue to reference that involvement,

626
00:32:40.000 --> 00:32:42.180
it goes a long way.

627
00:32:42.180 --> 00:32:44.140
Because I was able to say in those conversations,

628
00:32:44.140 --> 00:32:47.020
you know, I reached out to pilots in the community.

629
00:32:47.020 --> 00:32:49.180
This is what we heard back.

630
00:32:49.180 --> 00:32:51.700
These are the influencers we've already got.

631
00:32:51.700 --> 00:32:54.780
So it's kind of this, I want to be part of that.

632
00:32:54.780 --> 00:32:55.700
I want to be part of that.

633
00:32:55.700 --> 00:32:56.860
I want to be part of that.

634
00:32:56.860 --> 00:32:58.700
Instead of me going to them and saying,

635
00:32:58.700 --> 00:33:00.020
would you please rep us?

636
00:33:00.020 --> 00:33:03.340
This, you know, it's more of we're already moving

637
00:33:03.340 --> 00:33:06.000
and we'd love to have you join us

638
00:33:06.000 --> 00:33:09.260
versus can you please rep our brand?

639
00:33:09.260 --> 00:33:14.260
And so it's, I think positioning is a big part of it.

640
00:33:14.260 --> 00:33:16.320
And just having all of those steps

641
00:33:16.320 --> 00:33:18.820
that preceded those conversations was a big help.

642
00:33:18.820 --> 00:33:20.580
Donovan, does that answer your question, Bruce?

643
00:33:20.580 --> 00:33:21.500
That's great, yeah.

644
00:33:21.500 --> 00:33:23.740
So they said $3,000 to $5,000 a post

645
00:33:23.740 --> 00:33:25.660
and you said, how about you do the post

646
00:33:25.660 --> 00:33:27.460
and I give you no money?

647
00:33:27.460 --> 00:33:28.380
They said, yes.

648
00:33:29.660 --> 00:33:30.480
We'll appreciate it.

649
00:33:30.480 --> 00:33:31.320
That's great.

650
00:33:31.320 --> 00:33:32.160
But not everybody.

651
00:33:32.160 --> 00:33:32.980
There were people that said no.

652
00:33:32.980 --> 00:33:33.820
Oh, sure.

653
00:33:33.820 --> 00:33:34.660
They were like, yeah.

654
00:33:34.660 --> 00:33:37.820
And just to be, just so everybody's aware,

655
00:33:39.740 --> 00:33:44.420
brand ambassadors, I think it varies from,

656
00:33:45.500 --> 00:33:47.380
you know, niche to niche.

657
00:33:47.380 --> 00:33:49.720
We've had some success with our brand ambassadors,

658
00:33:49.720 --> 00:33:52.460
but it hasn't really been huge.

659
00:33:53.520 --> 00:33:54.600
It's an experiment.

660
00:33:54.600 --> 00:33:57.740
Like all of these things that will start to happen

661
00:33:57.740 --> 00:34:02.320
when you get moving, you're gonna wanna do all of them.

662
00:34:02.320 --> 00:34:04.520
Or you have to pick kind of one at a time to do.

663
00:34:04.520 --> 00:34:07.880
And then you figure out what works and it just takes time.

664
00:34:07.880 --> 00:34:09.719
Brand ambassadors are really good.

665
00:34:09.719 --> 00:34:13.920
I have discovered for one thing, and it's not for sales.

666
00:34:13.920 --> 00:34:15.800
It's to educate your market.

667
00:34:15.800 --> 00:34:19.080
And so one of the things that's really challenging to do

668
00:34:19.440 --> 00:34:24.080
if you are a brand new brand is educating your market.

669
00:34:24.080 --> 00:34:27.560
Because think about the last time you bought

670
00:34:27.560 --> 00:34:30.260
something online that you saw.

671
00:34:31.360 --> 00:34:34.800
If you go back and you consider it,

672
00:34:34.800 --> 00:34:37.440
you may have seen it five or 20 times

673
00:34:37.440 --> 00:34:39.239
before you purchased it.

674
00:34:39.239 --> 00:34:42.600
And so, but if you've never even heard about it,

675
00:34:42.600 --> 00:34:44.320
then it takes even more time,

676
00:34:44.320 --> 00:34:46.760
more impressions, more awareness.

677
00:34:46.760 --> 00:34:49.280
So the fact that I had brand ambassadors out there

678
00:34:49.280 --> 00:34:53.560
talking about it, showing the watch in the airplane,

679
00:34:53.560 --> 00:34:58.040
even though we couldn't tie sales directly back to them

680
00:34:58.040 --> 00:34:59.640
that were like, and there were.

681
00:35:00.000 --> 00:35:05.200
there were sales, but it wasn't like this hockey stick moment.

682
00:35:05.200 --> 00:35:08.880
What tends to happen is I heard it from this person

683
00:35:08.880 --> 00:35:10.960
and that person, and I saw it at your show,

684
00:35:10.960 --> 00:35:13.600
and then I saw the ad, and then this,

685
00:35:13.600 --> 00:35:15.000
and then I signed up for an email,

686
00:35:15.000 --> 00:35:16.560
and I got these three emails, and then I

687
00:35:16.560 --> 00:35:17.600
decided to purchase.

688
00:35:17.600 --> 00:35:22.760
And so you're building this story sharing ecosystem

689
00:35:22.760 --> 00:35:24.600
with all of these different channels.

690
00:35:24.600 --> 00:35:29.480
And the goal is to get sales, but when you're just

691
00:35:29.480 --> 00:35:32.920
starting out, you really have to educate your market.

692
00:35:32.920 --> 00:35:35.080
And that's a great way to do it.

693
00:35:35.080 --> 00:35:35.960
That's great.

694
00:35:35.960 --> 00:35:38.120
That's awesome.

695
00:35:38.120 --> 00:35:40.640
Super cool.

696
00:35:40.640 --> 00:35:43.160
So we kind of talked about the early stage,

697
00:35:43.160 --> 00:35:45.560
and then a bunch of stuff happened.

698
00:35:45.560 --> 00:35:50.520
But then I'd love to hear, where is that now?

699
00:35:50.520 --> 00:35:53.680
You can share the newest product as well.

700
00:35:53.680 --> 00:35:55.720
And if you want to share your screen or show it,

701
00:35:55.720 --> 00:35:58.480
it's very visual, so I know it'd be

702
00:35:58.480 --> 00:36:01.320
hard to explain, but you're welcome to.

703
00:36:01.320 --> 00:36:03.640
Do you want me to skip ahead to where we are now?

704
00:36:03.640 --> 00:36:05.480
I don't know if I'm taking too much time.

705
00:36:05.480 --> 00:36:06.000
Sure, yeah.

706
00:36:06.000 --> 00:36:09.160
We can go to the latest thing you've launched.

707
00:36:09.160 --> 00:36:11.320
I'm not going to say what it is or who it is.

708
00:36:11.320 --> 00:36:16.080
I will fill in the gaps for you guys as you have questions.

709
00:36:16.080 --> 00:36:23.400
But I think maybe I've illustrated the fact

710
00:36:23.400 --> 00:36:27.280
that when we started this, it was iterative,

711
00:36:27.600 --> 00:36:30.000
and it continues to be an iterative process.

712
00:36:30.000 --> 00:36:34.880
And that's OK, because I really love the journey.

713
00:36:34.880 --> 00:36:36.240
I really love the journey.

714
00:36:36.240 --> 00:36:38.560
I love learning.

715
00:36:38.560 --> 00:36:44.040
It's great to, it stinks to fail when you think something's

716
00:36:44.040 --> 00:36:45.320
for sure going to work.

717
00:36:45.320 --> 00:36:48.160
But what you learn from that is just so invaluable.

718
00:36:48.160 --> 00:36:51.480
And then just getting up and trying again and again

719
00:36:51.480 --> 00:36:54.320
and again until you find those things that work.

720
00:36:54.320 --> 00:36:57.920
And it's just an incredibly rewarding experience

721
00:36:57.920 --> 00:37:00.800
when you start to see the things that are paying off.

722
00:37:00.800 --> 00:37:03.480
And it just takes time.

723
00:37:03.480 --> 00:37:05.920
So all that said, Bruce, I'm just

724
00:37:05.920 --> 00:37:07.320
going to jump to where we are now.

725
00:37:07.320 --> 00:37:13.880
OK, so we are beginning our fourth year.

726
00:37:13.880 --> 00:37:15.240
Yeah, it's at 22, 23.

727
00:37:15.240 --> 00:37:17.760
Yeah, we're beginning our fourth year.

728
00:37:17.760 --> 00:37:23.960
And since we launched, we have sold watches

729
00:37:23.960 --> 00:37:28.000
all over the US and different countries,

730
00:37:28.000 --> 00:37:32.480
sold some down in Australia, sold some over in Finland,

731
00:37:32.480 --> 00:37:33.680
Canada.

732
00:37:33.680 --> 00:37:36.560
It's starting to grow.

733
00:37:36.560 --> 00:37:40.520
We have been featured in AOPA magazine, which

734
00:37:40.520 --> 00:37:43.360
is the largest pilot organization in the world.

735
00:37:43.360 --> 00:37:46.280
And I didn't have to pay for that either, by the way.

736
00:37:46.280 --> 00:37:50.240
They came to me, and they said, can we do an editorial on you?

737
00:37:50.240 --> 00:37:51.040
And I said, sure.

738
00:37:51.040 --> 00:37:52.960
And they said, just send us a couple watches.

739
00:37:52.960 --> 00:37:55.200
I sent the watches, and I thought they'd send them back,

740
00:37:55.200 --> 00:37:56.320
and they never did.

741
00:37:56.320 --> 00:37:59.280
That's OK, because we got a lot of sales from that editorial.

742
00:37:59.280 --> 00:38:03.040
And we've been featured in AOPA magazine.

743
00:38:03.040 --> 00:38:05.280
Bruce, I haven't told you this.

744
00:38:05.280 --> 00:38:10.840
NPR reached out from How I Built This and interviewed me.

745
00:38:10.840 --> 00:38:12.680
And they're like, we'd love to consider.

746
00:38:12.680 --> 00:38:14.440
It wasn't for the show.

747
00:38:14.440 --> 00:38:15.400
It was a pre-interview.

748
00:38:15.400 --> 00:38:18.000
So they're considering putting Bravo Golf on the How

749
00:38:18.000 --> 00:38:20.960
I Built This podcast.

750
00:38:20.960 --> 00:38:24.400
We've been approached by three different aircraft

751
00:38:24.400 --> 00:38:29.680
manufacturers to create custom timepieces for their aircraft

752
00:38:29.680 --> 00:38:31.080
owners.

753
00:38:31.080 --> 00:38:34.440
We've been approached by another aviation brand

754
00:38:34.440 --> 00:38:37.880
that wants a custom timepiece for their customers.

755
00:38:37.880 --> 00:38:42.520
And this particular brand, they are the people.

756
00:38:42.520 --> 00:38:44.400
They have three companies.

757
00:38:44.400 --> 00:38:46.880
And one of their companies, they create all of the pilot,

758
00:38:46.880 --> 00:38:49.600
all of the helmets for every single pilot in the Air Force.

759
00:38:49.600 --> 00:38:52.200
So they're a massive business.

760
00:38:52.200 --> 00:38:54.360
So all these things are kind of sitting right there.

761
00:38:54.360 --> 00:38:57.840
They haven't landed yet, but they're these invitations

762
00:38:57.840 --> 00:38:59.960
that keep happening.

763
00:38:59.960 --> 00:39:05.000
And then last spring, we got approached by,

764
00:39:05.000 --> 00:39:07.120
this is where I'll share my screen,

765
00:39:07.120 --> 00:39:13.000
we got approached by a family in aviation, which some of you

766
00:39:13.000 --> 00:39:19.960
may have heard of, to do a limited edition watch run

767
00:39:19.960 --> 00:39:24.480
celebrating the family and their history.

768
00:39:24.480 --> 00:39:27.920
Let me just share my screen real quick.

769
00:39:35.920 --> 00:39:36.960
You guys see my screen?

770
00:39:40.360 --> 00:39:41.560
Not yet, no.

771
00:39:42.080 --> 00:39:43.680
All right, hold on.

772
00:39:43.680 --> 00:39:45.920
Let me try again.

773
00:39:45.920 --> 00:39:47.360
No, it's OK.

774
00:39:47.360 --> 00:39:48.960
I think I got it.

775
00:39:48.960 --> 00:39:53.920
This is where my tech skills falter.

776
00:39:53.920 --> 00:39:56.760
OK, let me get it back.

777
00:40:00.000 --> 00:40:04.560
I gave you the cliffhanger and I didn't give you the payoff here. Okay, here we go. Can you see this?

778
00:40:05.440 --> 00:40:14.160
Yep. Okay. So the Wright brothers family came up to us and they were like, this happened at

779
00:40:16.640 --> 00:40:27.200
a show called Son and Fun in Florida. And once again, it was the president of the licensing

780
00:40:27.200 --> 00:40:32.000
arm that represents the family's interests and his name's Ken Botts. And when he came up to our

781
00:40:32.000 --> 00:40:38.400
booth, I had no idea who he was or what he wanted to talk to me about. But we started talking and

782
00:40:38.400 --> 00:40:43.040
he said, have you ever considered doing a licensing deal? And I said, well, what do you mean

783
00:40:43.040 --> 00:40:48.880
by that? So I had no, I don't know what that means. And he said, well, would you consider

784
00:40:48.880 --> 00:40:55.680
licensing somebody's name to do a limited edition run? And I said, I might, it depends on who it is.

785
00:40:55.680 --> 00:41:00.640
And he said, would you consider doing it for the Wright family? I was like, are you serious? And

786
00:41:02.080 --> 00:41:07.120
he said, yeah. And he introduced himself and told, told me what they do. And so the Wright

787
00:41:07.120 --> 00:41:15.360
brothers USA is a, an organization that has contracted with Steven and Amanda Wright, who

788
00:41:15.360 --> 00:41:21.760
are the closest living relatives to the brothers to license their name and their likeness for

789
00:41:22.480 --> 00:41:29.120
products that they want to, the family wants to be associated with. And they use a portion

790
00:41:29.120 --> 00:41:34.480
of the proceeds from the sale of these goes back to the family foundation, which, which then

791
00:41:35.680 --> 00:41:42.560
is the money is used to help support aviation education for, for youth. And so

792
00:41:44.160 --> 00:41:50.480
we signed a deal with them in July. Again, I had not done any licensing deal ever before.

793
00:41:50.480 --> 00:41:55.920
And I had to go through that whole process and learn about it. And each step I'm just,

794
00:41:55.920 --> 00:42:00.320
you know, I tried not to sound like I didn't know what I was doing or what I was talking about,

795
00:42:01.040 --> 00:42:06.560
but it certainly made some mistakes. And, but we navigated through it. And just to give you

796
00:42:06.560 --> 00:42:12.880
guys an idea, and this is where these are just these winks from the Lord to keep going.

797
00:42:13.360 --> 00:42:19.120
This is completely outside of myself. Like I, Sally, like you were sharing earlier about these

798
00:42:19.120 --> 00:42:24.000
people that are buying the book, and there's I calling and I show up to the thing. You know,

799
00:42:24.000 --> 00:42:29.280
when you, when you step out in faith on these things, it doesn't always go like you think it

800
00:42:29.280 --> 00:42:36.320
will. It doesn't. And sometimes it goes badly, it goes bad, and you just keep going. But I do,

801
00:42:36.320 --> 00:42:43.680
I am convinced that the Lord's hand was in this and just trying to be faithful, you know,

802
00:42:43.680 --> 00:42:49.840
through the process. And so we created this series. I did a tremendous amount of research on

803
00:42:49.840 --> 00:42:55.840
it. And I got to spend three days in Dayton with Stephen Wright and go see all of the original

804
00:42:56.400 --> 00:43:03.360
flyers and watch the original fabric and, and hear all of the stories that are out there. And

805
00:43:04.000 --> 00:43:12.720
and just to do research on the Wrights. And what I found is that the success they had

806
00:43:14.640 --> 00:43:21.680
certainly is attributed, I feel, after doing all this research, as much to their family as it is

807
00:43:21.680 --> 00:43:26.400
to them. They certainly were the ones to have the breakthrough. But just to give you some context,

808
00:43:26.400 --> 00:43:33.280
their dad, his name is Bishop Milton Wright. He was a pastor in Dayton. And he was a pastor

809
00:43:34.240 --> 00:43:40.880
in the United Brethren Church. And he was, he was a contrarian. Like, he would encourage his

810
00:43:41.440 --> 00:43:46.800
family to stay at home and out of school if they had projects they were working on that he thought

811
00:43:46.800 --> 00:43:52.320
could be useful or were useful intellectual pursuits. And he got in trouble many times

812
00:43:52.320 --> 00:43:55.840
from teachers about that. But that's the environment the brothers grew up in.

813
00:43:55.840 --> 00:43:59.280
They were allowed to pursue their intellectual curiosities. Their sister,

814
00:43:59.280 --> 00:44:05.520
Catherine, her dream was to teach Latin and French. And she did that for a time. But when

815
00:44:05.520 --> 00:44:10.480
her brothers discovered flight, she became their spokesperson throughout all of Europe.

816
00:44:10.480 --> 00:44:17.760
And because they, they were terrible at public speaking. And so she was so integral in their

817
00:44:17.760 --> 00:44:23.440
success in Europe and the world at large that France gave her the French Legion of Honor

818
00:44:23.440 --> 00:44:31.120
alongside of her brothers for her contributions to the Wright Flyer. So these watches are really

819
00:44:31.120 --> 00:44:35.920
in honor of the family. So that the one on the right here is the brothers after, you know,

820
00:44:35.920 --> 00:44:42.800
what they discovered for aviation. The one in the center is the bishop for the father's influence.

821
00:44:42.800 --> 00:44:48.640
And the one on the left is the influence from their sister, Catherine. So we launched that

822
00:44:48.640 --> 00:44:55.360
back in October. And we launched this as a pre-order campaign, again, to try to generate

823
00:44:55.360 --> 00:44:59.920
revenue to have them built. And they should be available this...

824
00:45:00.000 --> 00:45:05.520
This summer so that's very cool. It's a mouthful. Yeah, super cool, man. That's great

825
00:45:06.080 --> 00:45:07.040
uh

826
00:45:07.040 --> 00:45:09.040
That's awesome. And i'll um, i'll

827
00:45:10.160 --> 00:45:15.520
See here. I'll drop the link just to your site in case if you guys want to check it out or instagram for sure

828
00:45:16.080 --> 00:45:17.040
um

829
00:45:17.040 --> 00:45:21.840
Anything else like we'll do some quick and anything you'd like advice if you're starting again

830
00:45:22.400 --> 00:45:27.440
Today and you're like you would know everything, you know now but like we took your took you started again from scratch

831
00:45:27.440 --> 00:45:28.960
Like what would be your advice?

832
00:45:28.960 --> 00:45:31.760
Uh, or how would you do it differently or advice for new people?

833
00:45:32.960 --> 00:45:33.920
uh

834
00:45:33.920 --> 00:45:35.920
It's a great question. Am I still sharing or no?

835
00:45:36.880 --> 00:45:40.080
No, I stopped it. You're good. Okay. Okay. Good. Okay, cool. Um

836
00:45:41.040 --> 00:45:44.080
That is a great question. I would say involve

837
00:45:45.040 --> 00:45:46.960
your community

838
00:45:46.960 --> 00:45:48.160
early on

839
00:45:48.160 --> 00:45:53.620
And communicate with them early and often about what you're doing. I would say probably to summarize

840
00:45:54.400 --> 00:45:57.520
is invite them into your story because um

841
00:45:58.480 --> 00:46:02.880
People don't nowadays we're all inundated with

842
00:46:04.320 --> 00:46:06.320
ads and um

843
00:46:06.320 --> 00:46:08.880
Just options and opportunities. Um

844
00:46:09.520 --> 00:46:14.800
when somebody catches your story and they see themselves in it, it goes a long way and so

845
00:46:16.000 --> 00:46:18.000
You know if you if you have an idea

846
00:46:18.720 --> 00:46:22.880
And you are the person that you're trying to sell to then, you know who that person is

847
00:46:23.520 --> 00:46:25.920
and you know how to speak to them and um

848
00:46:26.880 --> 00:46:31.040
I would just solicit their feedback and just be honest about what you're doing like

849
00:46:31.920 --> 00:46:34.160
open up your journey to them and um

850
00:46:35.280 --> 00:46:36.320
it's

851
00:46:36.320 --> 00:46:40.400
honestly, that's my biggest challenge because my tendency is to get into a

852
00:46:41.440 --> 00:46:44.160
a rhythm and I don't communicate and I

853
00:46:45.120 --> 00:46:49.040
I just go from one task to the next and so that's frankly very hard for me

854
00:46:50.080 --> 00:46:53.360
Um, but it does go a long way if you can do that

855
00:46:53.680 --> 00:46:55.680
Awesome

856
00:46:55.680 --> 00:46:57.600
Well, that's super cool

857
00:46:57.600 --> 00:47:02.720
If I know there's a bunch of chat going super cool to see uh, all the things that you guys are doing

858
00:47:03.040 --> 00:47:04.960
Um, and we'll take some questions as well

859
00:47:04.960 --> 00:47:07.440
If you guys have uh for bow, you can raise your hand

860
00:47:07.760 --> 00:47:11.440
We'll also open it up if you guys have um hot seat questions that you want to just ask

861
00:47:12.000 --> 00:47:16.160
Me or bow or anyone on the group? Um, and uh, that's great

862
00:47:16.160 --> 00:47:22.720
But thank you both for sharing that you guys show some love in the chat as always really appreciate that. It's it's cool to see

863
00:47:23.360 --> 00:47:30.480
You know, we always kind of talk about like here's the launch and now it's amazing and wow isn't business easy and fantastic

864
00:47:30.560 --> 00:47:32.560
But it's like there's four years

865
00:47:32.880 --> 00:47:36.160
Of messy middle in there of you know, all kinds of things. So

866
00:47:36.720 --> 00:47:39.920
um appreciate you sharing that and uh jumping on here, so

867
00:47:40.720 --> 00:47:44.160
Yeah, if you guys have any questions, we can raise a hand or we'll we'll keep chatting

868
00:47:44.720 --> 00:47:45.680
um

869
00:47:45.680 --> 00:47:49.920
And if you guys I did drop the uh, your instagram links if you guys want to go see that

870
00:47:50.320 --> 00:47:52.800
Uh bow's instagram for fly bravo golf

871
00:47:53.280 --> 00:47:57.360
you can check that out and uh, just see some of the creative and some of the stuff they I feel like

872
00:47:58.000 --> 00:47:58.640
It's really cool

873
00:47:58.640 --> 00:48:03.360
If you scroll to the beginning like watch some of the very early posts and then you can see like all the right brother stuff

874
00:48:03.440 --> 00:48:07.520
It's like the evolution of it is is pretty inspiring to see kind of where it's come

875
00:48:08.080 --> 00:48:11.680
Um, and it's it's awesome to see some of these other influencers repping

876
00:48:12.240 --> 00:48:15.120
Uh, you know the the product from all over

877
00:48:15.920 --> 00:48:17.520
so

878
00:48:17.520 --> 00:48:18.480
awesome

879
00:48:18.480 --> 00:48:19.440
sweet

880
00:48:19.440 --> 00:48:23.280
You guys have any questions or hot seats robin? I see what's up

881
00:48:24.000 --> 00:48:28.640
Yeah, I don't know. I can't figure out how to raise my hand on this thing. So sorry. Sorry about that

882
00:48:30.480 --> 00:48:34.080
One of the challenges we live in a world where people um

883
00:48:34.880 --> 00:48:40.400
some people will steal your ideas and and and do it, you know, and so

884
00:48:40.960 --> 00:48:42.480
were you

885
00:48:42.480 --> 00:48:45.440
You had god behind you and you know, the lord's gonna

886
00:48:46.160 --> 00:48:49.140
Whatever you have going that's that's one big advantage

887
00:48:50.240 --> 00:48:55.360
But did you have any fear or concerns or did you do anything to protect?

888
00:48:56.240 --> 00:48:58.240
Uh when you were first starting out

889
00:48:58.800 --> 00:49:02.000
That's such a great question robin. And so, um

890
00:49:06.080 --> 00:49:08.320
The answer is yes and um

891
00:49:09.840 --> 00:49:14.800
I had this I had a similar angst that you're talking about when I created this because

892
00:49:15.600 --> 00:49:17.920
Look, there are so many watch businesses out there

893
00:49:18.560 --> 00:49:19.760
that have

894
00:49:19.760 --> 00:49:23.440
far greater manufacturing than I do and um

895
00:49:24.460 --> 00:49:31.040
Capability and their time to market is months shorter than mine and and everything and if they wanted to take my idea

896
00:49:31.040 --> 00:49:32.880
They certainly could

897
00:49:32.880 --> 00:49:34.560
um

898
00:49:34.560 --> 00:49:36.160
That said

899
00:49:36.160 --> 00:49:38.160
uh

900
00:49:38.480 --> 00:49:40.480
There is

901
00:49:41.520 --> 00:49:44.720
I'd never let that keep me from taking the next step

902
00:49:45.440 --> 00:49:46.400
You know

903
00:49:46.400 --> 00:49:50.480
There's certain amount of vulnerability. You have to assume when you're starting something

904
00:49:51.360 --> 00:49:54.720
And just just going for it and being true to yourself

905
00:49:54.800 --> 00:49:58.640
I think if if they could take your product they can't take your story

906
00:49:59.440 --> 00:50:01.440
and so

907
00:50:00.000 --> 00:50:03.500
Well, that's, and when you talk about business moats,

908
00:50:04.300 --> 00:50:05.260
like what is that thing?

909
00:50:05.260 --> 00:50:06.740
What's that competitive advantage?

910
00:50:06.740 --> 00:50:10.500
Honestly, it's so much about you and who you are

911
00:50:10.500 --> 00:50:12.960
and why you're doing it and your story

912
00:50:12.960 --> 00:50:14.540
that led you to this point.

913
00:50:14.540 --> 00:50:17.580
And that can't, you can't duplicate that.

914
00:50:17.580 --> 00:50:19.980
Like there's, you just can't.

915
00:50:19.980 --> 00:50:24.980
And so that's such a big piece of the early part

916
00:50:25.620 --> 00:50:29.120
of the journey is just sharing your story

917
00:50:29.140 --> 00:50:30.420
again and again and again.

918
00:50:30.420 --> 00:50:34.460
Now that said, I'm also not naive

919
00:50:34.460 --> 00:50:37.140
and I was able to generate enough revenue at one point

920
00:50:37.140 --> 00:50:38.300
and Bruce actually introduced me

921
00:50:38.300 --> 00:50:40.100
to a great trademark lawyer.

922
00:50:40.100 --> 00:50:44.980
So I did get, so our original dial was,

923
00:50:44.980 --> 00:50:47.060
is unique enough that we could get a,

924
00:50:47.060 --> 00:50:49.260
at least apply for a patent on the design.

925
00:50:49.260 --> 00:50:52.980
So I have done that, but I only did that for the U.S.

926
00:50:52.980 --> 00:50:54.260
I haven't done it internationally.

927
00:50:54.260 --> 00:50:57.180
So who's to say that some manufacturer

928
00:50:57.180 --> 00:50:59.440
won't take our design?

929
00:50:59.440 --> 00:51:00.960
It could happen.

930
00:51:00.960 --> 00:51:05.000
But at the end of the day, they're not taking me.

931
00:51:05.000 --> 00:51:06.100
They're not taking my story.

932
00:51:06.100 --> 00:51:08.080
They're not taking the history and the evolution

933
00:51:08.080 --> 00:51:10.160
that we've experienced so far.

934
00:51:10.160 --> 00:51:13.520
And the thing is, even if that happens,

935
00:51:13.520 --> 00:51:16.960
let's say I've got three other competitors out there,

936
00:51:16.960 --> 00:51:19.000
it's just a big world.

937
00:51:19.000 --> 00:51:21.520
It's just a big, and there are so many customers.

938
00:51:21.520 --> 00:51:25.560
And so there's just no substitute

939
00:51:25.580 --> 00:51:27.500
for getting in front of your customers too.

940
00:51:27.500 --> 00:51:30.020
Like if there are trade shows you can go to,

941
00:51:30.020 --> 00:51:32.020
if there are in-person events,

942
00:51:32.020 --> 00:51:35.620
like that personal connection cannot be substituted.

943
00:51:35.620 --> 00:51:38.740
So while that exists and it's out there,

944
00:51:38.740 --> 00:51:41.780
I think, especially if you're stepping out in faith

945
00:51:41.780 --> 00:51:43.780
in something and you know there's a,

946
00:51:43.780 --> 00:51:45.140
you've got a strong conviction

947
00:51:45.140 --> 00:51:48.900
that God's given you some breadcrumbs, just go with it.

948
00:51:48.900 --> 00:51:50.380
And then, but also be wise.

949
00:51:50.380 --> 00:51:54.300
Don't turn a blind eye to common sense.

950
00:51:54.320 --> 00:51:56.960
When you've got enough money to trademark or patent

951
00:51:56.960 --> 00:51:59.040
or copyright something, do it,

952
00:51:59.040 --> 00:52:01.720
but don't let that stop you from getting started.

953
00:52:01.720 --> 00:52:02.560
I hope that helps.

954
00:52:02.560 --> 00:52:04.400
Does that answer your question?

955
00:52:04.400 --> 00:52:05.360
Awesome.

956
00:52:05.360 --> 00:52:06.360
That's great.

957
00:52:06.360 --> 00:52:07.480
Super good.

958
00:52:07.480 --> 00:52:08.600
Sally, go for it.

959
00:52:09.800 --> 00:52:11.800
It's just a quick one, really.

960
00:52:11.800 --> 00:52:14.720
How did you find your influencers

961
00:52:14.720 --> 00:52:16.720
or your brand ambassadors?

962
00:52:16.720 --> 00:52:18.480
Because I'm sure for many of us, it's like,

963
00:52:18.480 --> 00:52:22.480
oh, that might be a step that's coming up in the near future.

964
00:52:22.940 --> 00:52:25.340
What would your tips for us be?

965
00:52:25.340 --> 00:52:26.660
That's a great question.

966
00:52:26.660 --> 00:52:30.180
So for me, the first one I found approached me

967
00:52:30.180 --> 00:52:33.260
just from ads I was running on Facebook and Instagram.

968
00:52:34.700 --> 00:52:38.980
And the other part of it is, like, I love aviation.

969
00:52:38.980 --> 00:52:41.300
I'm a pilot, so I follow certain people.

970
00:52:41.300 --> 00:52:42.780
I just know who they are.

971
00:52:42.780 --> 00:52:45.580
And so I'm like, oh, it always starts with,

972
00:52:45.580 --> 00:52:47.820
oh, it'd be so incredible if we could get that person.

973
00:52:47.820 --> 00:52:48.660
He's so famous.

974
00:52:48.660 --> 00:52:51.500
He's got 100,000 followers, dah, dah, dah, dah, dah.

975
00:52:51.520 --> 00:52:53.920
And you're like, there's no way that'll ever happen.

976
00:52:53.920 --> 00:52:55.600
And then you reach out to him, and they say yes.

977
00:52:55.600 --> 00:52:56.960
And you're like, what?

978
00:52:56.960 --> 00:53:00.480
And so I don't know what the content of your book is,

979
00:53:00.480 --> 00:53:05.480
or spiritual wellness in that type of a niche.

980
00:53:07.840 --> 00:53:12.840
There's probably people who are voices of influence,

981
00:53:13.120 --> 00:53:16.360
very specifically for what it is you're communicating.

982
00:53:16.360 --> 00:53:18.360
And you probably already know who those people are.

983
00:53:18.380 --> 00:53:21.100
And so I think the, you know,

984
00:53:21.100 --> 00:53:24.580
and I found them on Instagram and Facebook, essentially.

985
00:53:24.580 --> 00:53:26.760
Sorry, to be more direct.

986
00:53:27.940 --> 00:53:32.380
But whoever, I don't know, Lisa Bevere, maybe you wanna,

987
00:53:32.380 --> 00:53:33.220
who knows?

988
00:53:33.220 --> 00:53:34.900
So like, whoever these people,

989
00:53:34.900 --> 00:53:37.240
just reach out to them and see, you know?

990
00:53:38.700 --> 00:53:40.860
I don't know if that's, does that help?

991
00:53:40.860 --> 00:53:42.220
No, that's super helpful.

992
00:53:42.220 --> 00:53:44.300
And actually, I had to put my big girl's pants on

993
00:53:44.300 --> 00:53:47.260
and ask Bruce's dad to write the foreword for my book.

994
00:53:47.280 --> 00:53:48.520
There we go.

995
00:53:48.520 --> 00:53:49.760
I just, cause that was the thing.

996
00:53:49.760 --> 00:53:52.560
It was like, okay, who would be, oh my goodness,

997
00:53:52.560 --> 00:53:54.920
if Dionne would do that, that would be incredible.

998
00:53:54.920 --> 00:53:55.760
Right.

999
00:53:55.760 --> 00:53:57.880
And he said, yes, look!

1000
00:53:57.880 --> 00:53:59.000
Right, exactly.

1001
00:53:59.000 --> 00:53:59.920
Thank you.

1002
00:53:59.920 --> 00:54:02.080
So that's it, but Sally, that's a great point.

1003
00:54:02.080 --> 00:54:04.560
Like, I think there's a,

1004
00:54:04.560 --> 00:54:06.720
it's really important to listen to your heart

1005
00:54:06.720 --> 00:54:07.900
and to your excitement.

1006
00:54:07.900 --> 00:54:11.320
And when you guys are thinking about reaching out

1007
00:54:11.320 --> 00:54:15.040
to brand ambassadors, reach out to somebody that excites you

1008
00:54:15.060 --> 00:54:18.260
because, you know, if they excite you,

1009
00:54:18.260 --> 00:54:20.020
they're gonna, they're exciting a hundred thousand

1010
00:54:20.020 --> 00:54:21.520
other people that follow them.

1011
00:54:22.820 --> 00:54:25.460
And I also just add that you are,

1012
00:54:25.460 --> 00:54:27.780
you're always solving someone's problem, right?

1013
00:54:27.780 --> 00:54:30.860
Like Bruno's got a hundred thousand followers.

1014
00:54:30.860 --> 00:54:32.140
That's great.

1015
00:54:32.140 --> 00:54:34.740
You can't actually, like that doesn't mean

1016
00:54:34.740 --> 00:54:36.120
you have making money, right?

1017
00:54:36.120 --> 00:54:38.160
Like you can promote stuff and you have influence,

1018
00:54:38.160 --> 00:54:39.260
but you need something to sell.

1019
00:54:39.260 --> 00:54:41.700
So they, they're constantly looking for two things.

1020
00:54:41.700 --> 00:54:43.260
One is more content.

1021
00:54:43.280 --> 00:54:45.520
Because once they start that content engine,

1022
00:54:45.520 --> 00:54:47.900
they just need more things to, you know,

1023
00:54:47.900 --> 00:54:49.280
they kind of run out of ideas.

1024
00:54:49.280 --> 00:54:50.280
So content's huge.

1025
00:54:50.280 --> 00:54:51.880
And then also just giving them a way to make money.

1026
00:54:51.880 --> 00:54:53.000
Like, hey, you've, how,

1027
00:54:53.000 --> 00:54:55.360
how do we help you monetize all this influence?

1028
00:54:55.360 --> 00:54:56.800
And of course, a lot of people are doing that,

1029
00:54:56.800 --> 00:54:59.960
but in that kind of range of like, I know.

1030
00:55:00.000 --> 00:55:04.680
I have some friends, we have Stephen Diaz coming next month, who's done a ton of

1031
00:55:05.000 --> 00:55:06.400
influencer marketing as well.

1032
00:55:06.600 --> 00:55:10.960
And they actually found the sweet spot of actually, you know, the five to 10, up to

1033
00:55:10.960 --> 00:55:14.360
50,000 followers because they were like very eager to jump in.

1034
00:55:14.520 --> 00:55:18.440
The first guy that Bo was talking about had 8,000 and they're actually like

1035
00:55:18.720 --> 00:55:20.560
reaching out to him, which is, which is great.

1036
00:55:21.000 --> 00:55:25.200
And again, you started this with, you know, zero followers on Fly Bravo Golf.

1037
00:55:25.200 --> 00:55:28.160
So like anyone who had like a thousand, you're like, this is amazing.

1038
00:55:28.160 --> 00:55:29.800
The person with 1,000 followers is amazing.

1039
00:55:29.800 --> 00:55:30.120
Right.

1040
00:55:30.560 --> 00:55:34.320
So let me, let me just give you guys a pro tip real quick too.

1041
00:55:34.400 --> 00:55:45.440
Um, uh, we have got more sales from our brand ambassadors with eight to 10,000

1042
00:55:45.440 --> 00:55:50.880
followers than we have any of the a hundred thousand plus, which is

1043
00:55:50.880 --> 00:55:56.520
counterintuitive, but here's, here's why, um, for whatever reason, and look, I'm

1044
00:55:56.520 --> 00:55:58.960
not an expert, I'm just sharing my experience.

1045
00:55:59.840 --> 00:56:08.480
It seems as if the followers are more engaged on those lower, um, uh, follower

1046
00:56:08.480 --> 00:56:12.000
influencers for whatever reason, they're just more, they're just more engaged.

1047
00:56:12.040 --> 00:56:18.320
What, um, he sold Danny Casanovas, who it is one of the guys that's his real last

1048
00:56:18.320 --> 00:56:20.320
name, by the way, and he's a pilots.

1049
00:56:20.320 --> 00:56:24.960
Um, he, uh, uh, he's just sold a lot of watches.

1050
00:56:24.960 --> 00:56:30.320
He only had like 8,500 followers and, um, and that was the case for a couple of

1051
00:56:30.320 --> 00:56:32.880
other people as well, but they just seem to be more engaged.

1052
00:56:32.880 --> 00:56:39.960
And I don't know if that means that some of these folks maybe have used, um, some

1053
00:56:40.000 --> 00:56:44.560
technological capability to grow their followership versus organic growth.

1054
00:56:44.560 --> 00:56:47.920
Anyway, I still reach out to the people with a hundred thousand.

1055
00:56:47.920 --> 00:56:52.200
Don't let that, you know, keep him doing that, but that's just been our experience.

1056
00:56:53.320 --> 00:56:54.000
That's awesome.

1057
00:56:55.200 --> 00:56:55.800
Very good.

1058
00:56:55.800 --> 00:56:59.720
Well, I know we're coming up on time, um, but thank you Bo again for, for hanging

1059
00:56:59.720 --> 00:57:00.320
out with us.

1060
00:57:00.400 --> 00:57:01.240
I'm happy to do it.

1061
00:57:01.520 --> 00:57:02.320
Absolutely.

1062
00:57:02.400 --> 00:57:06.520
Um, a couple of things, if you guys want to make sure we end on time, but, uh, I

1063
00:57:06.520 --> 00:57:11.000
know some of you guys are waiting for the, some different, uh, uh, uh, uh,

1064
00:57:11.000 --> 00:57:11.720
course as well.

1065
00:57:11.720 --> 00:57:13.600
So we're putting up a few more videos this week.

1066
00:57:13.600 --> 00:57:14.880
You'll, you'll get that as well.

1067
00:57:14.880 --> 00:57:19.360
We'll announce it in the group, but, um, yeah, we'll, we'll be back and I, Bo

1068
00:57:19.360 --> 00:57:20.800
will be in the, in the community.

1069
00:57:20.800 --> 00:57:23.160
I'm going to throw him into the, the pioneers group as well.

1070
00:57:23.160 --> 00:57:26.040
So yeah, if you have questions, you can drop them there if you think of them

1071
00:57:26.040 --> 00:57:29.840
later and, uh, yeah, but thanks man for showing up and thank you guys all for

1072
00:57:29.840 --> 00:57:30.240
jumping on.

1073
00:57:30.240 --> 00:57:33.480
Hopefully it was encouraging and exciting just to kind of see someone who's doing

1074
00:57:33.480 --> 00:57:37.080
the thing maybe you're trying to do or, um, just taking the time to do it.

1075
00:57:37.080 --> 00:57:37.440
Yeah.

1076
00:57:37.440 --> 00:57:38.360
Happy to be here, Bruce.

1077
00:57:38.360 --> 00:57:39.000
Thanks for having me.

1078
00:57:39.320 --> 00:57:40.120
See you guys.

1079
00:57:40.360 --> 00:57:41.040
Have a great week.

1080
00:57:41.720 --> 00:57:41.960
Alrighty.

1081
00:57:41.960 --> 00:57:42.240
Bye-bye.