Welcome to episode #188 of Explode Your Expert Biz Show, brought to you by http://gtex.org.uk/,
I am your host, Simone Vincenzi, The Experts Strategist, and this is the podcast for experts who want to become the ultimate authority in their niche while making an impact in the world.
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In this episode, we talk about
- The 2 most important things in business
- The one word that will bring you unlimited success
- What kept me stuck the first 3 years in business
- What you need to do to guarantee clients in 2019
- How to stand out from the crowd consistently
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Today I want to share with you five business lessons worth over one million pound. Now 2018 has been the year where we market lifetime sales of one million pound in GTex, so real excited about this achievement.
And of course, it took a lot of hard work and sleepless night, but throughout this process I’ve learned very key lessons. In particular, five, that I will love to share with you today, in this episode of Explode, Your Expert Business Show.
So if you’re watching a replay on Facebook, thank you very much for much for watching. Stay until the end because you are on to something incredible that is going to transform your business if you implement what I’m going to share with you.
If you are following, watching, or listening on the podcast, or watching on YouTube, again, thank you very much wherever you are consuming this piece of content.
So I want to get started, just get straight into the juice, straight into the meat of this process.
The reason why I wanted to share with you this five lesson, it is because I didn’t grow up having business owners in my family or studying business at all.
Actually, I came from a very traditional background with two working-class parents, there was not even much money in the house.
We’re not poor, we’re not rich. But there wasn’t that much disposable income after one holiday in the summer, if you can understand what I mean.
And so I had to figure out business literally by trial and error. And it has been a roller coaster. It has been a very intense journey.
It has been a very emotional journey, but at the same time incredible fulfilling.
And that’s why I wanted to share this with you, because it allows me the opportunity to reflect on what really matters in business because they’re are so many things happening at the same time that it’s difficult sometimes to filter for lessons, but I believe that that’s why we live.
That’s why we experience our reality. Because we are here on this planet to grow and to expand as human beings and we go through our journey experiencing different challenges or different episodes.
And they’re all there to help us learn and that’s why I wanted to take this step back.
I could assess what made us make one million in sales over the period of that GTex has been alive.
Having this exponential growth that we had over the years, and then so you can make the most of this. So let’s get started straight away.
The first lesson that I want to share you is all about focus on selling and marketing.
Now when you’re running a business there are a lot of different opportunities that are coming your way and it’s very difficult to really realise where to spend your time, that’s very difficult.
However, when you’re starting out in any situation, in any period of your business, you need always to keep a constant focus on two things.
Sales and marketing. Now let’s expand on those. Marketing is what allows you to get known. Marketing is what allows you to become visible.
Marketing is what allows you to get other people to find out about you.
And while sales is the process of converting those new eyeballs that you have in your business into paying customers. Sales is what actually brings the money in the banks.
Sales is the life blood of the business. And that’s why it’s crucial to focus consistently on sales and marketing.
Now a lot of people will tell you, oh you need to focus on creating incredible content and having a great brand, on building a team, on doing this and doing that, but first of all, you got to get yourself out there and get clients.
All the rest comes later. At any stage. In fact, even if you are running a business because you wanna sell it out one day, or you want to scale it.
You still have to prove that your concept works, you know how to market your business, and you know how to make sales.
Because no one, no other investors is going to be willing to invest in you if you haven’t figured this out.
Okay, you need to make this happen, and in particular need to start driving consistent cash flow in your business, now I remember when we started GTex, at the first year we turned over actually, I got the figures here.
The first year we turned over in sales 2400 pounds. That’s in one year.
That’s crazy, the second year we went in 41200 pounds. The third year 103,564 pound. The fourth year 190,234 pound. The fifth year 317,883 pounds. Now today we have 360,000 in sales, okay, which we now are in our fifth year.
So it’s really important to see that what we’ve been focusing on has been consistently growing our sales and getting in front of more people. That would allowed us to get our message out there.
That’s what allowed us to get in front of consistent clients. That what allowed us to make sure that our business was consistently profitable, so sales and marketing.
If you’re not making money, if you’re not consistent in getting in front of new people, your business is destined to die.
That’s the sad truth, so what are you going to do about that? Are you going to do something, I hope so. So that’s lesson number one, always focus on sales and marketing.
Always have sales and marketing as a priority, in your business.
It doesn’t matter how you set your goals in your business, everyone will set them in a different way. I use one specific way which I’m going to share in the next few episodes, but sales and marketing is what will make you money, and without money, without clients, you don’t have a businesses capisce?
Capisce, so that’s the lesson number one. Lesson number two is about focus, and probably I’m the worst person to talk about focus but I want to talk about focus anyway.
Now, why do I say I’m the worst person to talk about focus?
But the reason why I saying this it is because my brain is the type of very creative brain, where every day I wake up with a brilliant idea that can change the world and one of my biggest challenges has been actually to not to consistently listen to those ideas that were jumping in my brain.
One of the biggest challenges being actually the ability to say no, and that has been reflected actually in our growth in our business, because at the beginning I would just go out and say yes to every single opportunity, and I got to say that if you’re starting out, I think it’s a great thing to say yes, every single opportunity. Because you still might not know, like myself, what you’re doing.
And I didn’t have a clue about what I was doing. So I had to experience it and I learned from experience, that’s how I learn best. I learned from experience so I went out there and I said yes to every single opportunity.
Now that got me to have a very wealth, great wealth of knowledge, connect with incredible people, but I got to say that 80% of the projects I was getting involved in, they weren’t making any money. Or they weren’t the right platforms for me.
So I got this incredibly learnings or this incredible pictures for social media, or getting this buzz about a project that actually wasn’t making anything really in the back end. I wasn’t helping any one and I wasn’t making any money, which what’s the point. So one of the thing I had to learn is to say no.
The dreaded word no. I think it’s more difficult to say no than to receive a no. If you’re someone like me that wants generally to help other people, that’s why I go into business.
Say no to opportunities that can put me in front of people to help them or to grow the business is very tough, but I arrived to the point where I was burnt out.
Because I couldn’t, I didn’t have enough time in my day to do everything I wanted to do, and particular to do everything I could meet in myself to do. I said yes to everyone without really understanding how long and how much time it was gonna take to fulfill my promises.
And therefore ended up doing or a poor job. Or a great job but I was feeling crap about it, or I ended up actually not delivering at all on those promises.
So for me, in 2018, something that I said to myself, I’m going to change this, is to say no more often, and I did. And guess what, the business kept growing, and I had more time.
More time for myself, more time for the business. More time for my team. More time for my wife, more time for my holidays. More time for my basketball, I never had so much time.
Why, because I was focused on what was creating revenues.
Now in 2019, I’m going to be even more ruthless. I’m going to say no to even more opportunities. Why, because I’m only going to focus the majority of my time on the ones that I know that are going to generate revenues. We’ve done enough testing.
We are done enough, we got enough results, so we know in our business now what works, and what doesn’t.
What brings money, what doesn’t bring any money. What brings clients, what doesn’t bring any clients.
Organise to make an impact and change lives and change businesses and what doesn’t.
So, why spending time on what doesn’t?
Yeah, it’s cool at the beginning but after awhile you got to be smart about it.
That’s what I say to myself. So this is why focus is the second biggest learning that I got during this period of growth this year, but also it’s been a result of all the other years that we been with, the past five years that we been running GTex.
Now we have the third so let’s recap. The first is sales and marketing.
Focus on sales and marketing. The second is learn to focus and to say no, and focus only on, once you find it, on what works.
First of all you got to find what works. Or you got hire someone who can help you out, then focus on that, 100%.
And the other thing, the other biggest learning that helped us to reach this milestone of the one million in sales that it generated, was the ability of having a great team around us, and growing the team.
And that was another challenge that I had to overcome.
The reason why it was a challenge is because I am okay with say, a control freak, yes, that’s the word. I’m a control freak.
I love doing everything under control and to know what every, what’s happening any part of the business. I actually feel kind of sense of missing out if I don’t know what a team member is doing.
And that’s was a huge bottle neck in GTex, because I was committing to do everything myself, from the website to the land campaigns, the land marketing, to the sales, to the delivery to the clients, to we were writing for publications and writing content, and creating videos and editing videos, and creating the podcast and editing the podcast, I was doing everything myself. And that was the biggest problem that I had, because I didn’t have enough time.
I didn’t have enough time to focus on what matters, and therefore the business was stuck and I was a burn out.
But the moment I embraced that actually it was better to have other people that could do things with me, then it, the business completely changed.
Because finally I was able to work with incredible people, and I’m a team player.
That’s why I play basketball. ‘Cause I am a team player, I love playing in a high performing, competitive team.
That where I perform best, so I was, by doing, by acting solo, I wasn’t even giving myself the environment in which I can perform best.
But on top of that everything was taking 10 times longer. No we have in total almost four team members between full time, part time, contractors, that work in GTex, and I couldn’t do what I do right now without them.
But the business wouldn’t keep growing and be scalable without them as well.
And this was one of the biggest thing that I had to let go of for my ego, of having everything under control and having everything that it needed to be done perfect.
Which actually they are doing it even better than what I thought it was perfect, by the way.
But it was just an illusion that I had in my mind.
And the moment I let go of it and started hiring people, started growing the team, that was the moment in which things started clicking.
But again, we already proved that we had a business, because we focused at the beginning on sales and marketing, we’re able to generate sales and market our ideas, we knew what was a rough focus on our business, and then we narrow it down and narrow it down and narrow it down.
So at this point we could expand with the team. I think other entrepreneurs, they are, they want a team too early just because they don’t want to do what’s necessary for them to grow their business.
As a way to avoid what’s uncomfortable, as a way to avoid those sales conversation of putting themselves out there, which is crucial for an entrepreneur.
You can not have a business if you don’t put yourself out there, you can’t.
Or you have a partner that does and you have a partnership in your business, but if you don’t have at least one figure in your business that it keeps getting out there and gets sales, you can not hide hiring a team, because now what happens is that your business will only function if you have other people selling and marketing for you.
So that’s why the biggest learning lesson that got us over a million in sales was to focus on sales and marketing.
Then we focus on refining just looking on what works, and then we expanded the team, so that we can instruct them only on to do the things that worked so they didn’t waste any time.
I wanna say a big shout out to right now, to Dugan Mata, thank you for joining. Hello Scott, thank you very much for joining as well.
Any questions that you have or any comment, feel free to comment below and welcome to everyone else as well that’s joining the live right now.
So we talked about sales and marketing. We talked about getting super and ultra focused.
We talked about having the right team in place, and now we are going to the fourth, the fourth lesson that helped us to get over a million in sales over the past five years, which was being everywhere.
Now I got people saying to me, this morning I open your feed, you are everywhere, you are on Facebook.
You’re on LinkedIn, you’re on Instagram, you’re on Twitter, I open the emails. I receive your emails, I open my Messenger bot and you send me the chat box, Simone, you are everywhere, GTex is everywhere, you are speaking at 200 events a year. How do you do that?
Now, this is not easy. That’s probably the toughest part of the business, which is being everywhere and creating so much content that is distributed multiple times in multiple platforms and that’s more difficult at the beginning.
The larger your team, the easier it becomes, ’cause they will take the pressure off you.
But right now, in 2018, 2019, and now were going 2019, the social media feeds and Google Fi and Google pages are so saturated with content, that you need to be everywhere to stand out.
Because otherwise people will not follow you, you will follow someone who’s everywhere. And that’s the sad news.
Because while before you could just be on one platform and be happy with that, now if you are not in all the different platforms that exists people will not take you seriously, and they will buy from the people that are on multiple platforms.
Why, because as human beings we don’t use only one platform. You might be on Facebook, you might be on LinkedIn, you might be on Twitter, you might be on Instagram, you might be on Google.
And as well as human beings, we like to consume content in different ways.
We like to consume marketing material in different ways.
That’s why it’s my duty, it’s my role to create all the different ways and be on all the different platforms the way you are so then I can actually align in the way you like to buy.
Some people say well, but this is a bit too much. Looks who wins, look at wins in the game of business.
The businesses that are investing the most in their brand and getting their brand everywhere, they’re just taking a step back from the expert industry, personal development industry, just looking at business, normal businesses.
The businesses that are everywhere are the businesses making the most money. Why, because it’s advertisement.
People will buy a brand that they trust. And how do you build trust? By being in their faces every single day with the right message.
Every single day, every single time, in multiple different ways, with the right message.
And I know it’s hard work, and I know there’s a lot of content creation to put out and being a bit smart in the way you are purposing that content, there is an episode on the podcast that I did on how you can create 13 different pieces of content doing one thing, so check it out, I don’t remember the name, number of key episodes, I’ll do it again, but the reason, there are ways which you can create content in smart way and repurpose it accordingly.
But you need to start embracing the fact that you can not be on your one platform and some people don’t want to be even getting out there, and then they wonder, well, why I don’t make any money. Why don’t make any sales?
Well, because people don’t trust you. It’s simple, if people don’t trust you they don’t buy from you. And now the sales cycle is getting longer and longer and longer and longer.
Why, because there are so many people that are getting out there that make this great claims and promises that can change your life, that can change your business, that if they have the best product, that they are the best, that people don’t know anymore who to trust.
So who they will trust, the person who’s in front of them with the right message most often.
And the people that are willing to become vulnerable, to share their mistake, to share what works and what doesn’t.
Not just to share oh, look how great my life is.
Actually that smells like BS. So be willing to show your life, be willing to show yourself, the ups and downs, the good and the bad.
And the smart way remember, is always marketing, but the more you will do it and in the more platform you will be, the more sales you will make, the more clients you will have, the more impact you’ll make as well.
So be everywhere. Be everywhere is my fourth learning, and if you don’t, I don’t have time, I’m not great, I’m not great at creating content, these are just excises.
You learn how to do it. If you want to make it in this game of business, you got to learn how to do it or you hire someone, two different things. Or you hire someone or you learn yourself.
I recommend to learn this skill because other than having someone else to implement it I’ll learn it first, because they’re are few skill in business that doesn’t matter what will happen to your business. you need, you want always to be in the position to be able to generate clients and make money.
As long as you’re able to do these two things, doesn’t matter what happened to your business, you have yourself sorted and your family sorted.
A lot of entrepreneurs, they lose their family, their houses, their businesses, just because they don’t have the necessary skill to keep them going, where something goes wrong.
Because we don’t have a magic wand, we don’t know what’s gonna happen in business.
What you know is that if you know how to generate leads and convert those leads in a consistent way, you are sort, you are fine.
So we talked about, these are the fourth learning, okay. So let me recap them for them and if you have any questions, guys, let me know here. One is sales, the first one is focus on sales and marketing.
Then focus on what works and learn how to say no more often. So only do what works in your business.
Build your team and scale your team so you can have more time to do what you do best, and outsource what you’re not able to do.
And build your business in a way where actually you are becoming almost redundant.
Where actually you don’t need to be there.
And also be everywhere. Be absolutely everywhere.
Any social media platform you can be on, be on that social media platform with a relevant message.
If it’s too much everywhere and just completely starting out start with two at least.
Then you build from there. If you are a bit more advanced, you’re now are usually posting on two different platforms, explore all the others, ’cause your clients are in all these other platforms, so you need to be where your client are.
We have one question, which I’m going to answer just at the end, so I’m gonna to share the fifth one, and then, Scott, I’m going to answer your questions, and absolutely I’m going to break down the sources of the sale.
And then we have the last one, which is innovate, innovate. Innovate a product ties, this is the very last one.
Something that we did this year which made a massive difference to our brand was to keep growing, to keep launching new products, keep launching new services, keep refining the existing product and existing services, and also register our intellectual properties and trademark our intellectual properties.
Now had we had many clients coming to us saying that they come back to buy from GTex and they always come back to us because we’re are constantly innovating. Every year we are becoming better.
Every year we offer better resources, every year we are growing and we are not consistently repurposing the same old stuff.
What there are other companies or other expert or gurus that for the past 25 years have been saying the same bloody things.
No the work goes on. Life changes, there are things and principles that remain the same, but there are other are constantly evolving, consistently changing, and I want to be consistently evolving and consistently changing.
And I want to be using the latest trends. I want to be ahead of everyone else.
We’re some of the first one to use Messenger bots, where they come out.
It’s a huge thing alongside our email strategies.
We’re some of the first ones using gamification sometimes in membership sites and so on.
So there are a few things that we were doing and that we are doing that I look at where is the market going? What are the trends? What are the latest technologies? Where are people buying? What is the future of the industry and I want to start early.
Why, because I want to be an early adopter to a platform so then there’s less competition than actually starting using it where everyone else is already on board.
By the time they get on board, it means that I can use and master the platform a 100 times better, and we have also captured the early users of the platform that are more excited and are using it because now they are exploring it, too.
Waiting for all the other people to come in already with something substantial to offer, ’cause they want to be leaders, not followers.
And that’s why always innovating, always innovating is core to us.
The name of GTex stands for growing together exponentially. You hear me saying together we grow exponentially all the time.
Why, because growth is core to us. It’s core to me, it’s core to Ben.
To every other member of the team. That’s why we all work together.
We all believe that life business is a constant process of growth and innovation.
That’s why we click so well. Now the other thing that I mention is product ties.
Now you can, the message can be the same but the way you deliver this message, it will change all the time.
And this is what you want to be focused on. In what different ways can you share your message? In what different ways can you get other people to consume what you have in your brain?
So for example, we are finalising our book which is going to published next year, in 2019, Explode Your Expert Business.
We have launched our content planner, our expert journal, which is a journal that allows you to plan your three months, your year, three months at a time, and measure goals.
We have created our business, expert business canvas, which is a canvas that gets you to have your business all in one snapshot in one place. So you can always be focused.
And we have refined out of the content on our membership sites.
We didn’t, we had a massive push with this podcast.
We created long form posts and short form posts and articles for Entrepreneur magazine, for Forbes, for the Huffington Post.
I been interviewed in hundreds of other different podcasts as well done more than 200 events this year.
Very aggressive, but this has been all the different ways in which I can share my message, and now my message is out there in different formats which means that more people will have access to it, depending on their preferred way of experiencing that content.
The worst thing you can do is to just deliver your message in the was that you like to receive it, because it means that you are missing out on a large portion of potential clients that you can have, and that’s what it takes to scale and to get the generated one million in sales.
That’s what it, the big difference is for us has been product ties, product ties, product ties, product ties.
And in 2019, guess what? We’re going to create even more products and it’s going to be easier now that you have a bigger team.
The bigger the team, the easier, the faster-creating products will be ’cause someone will create the content, and someone will create the design, someone will create marketing material, someone will create a marketing campaign, boom.
In a couple of weeks, a product can be created, done, and dusted and all out. Now it is exciting for me because I can see the speed of implementation literally shooting up, it’s like gonna be a rocket, and I love speeder implementation.
There is something you got to know about me, is that I don’t spend much time learning, I spend more of my time doing.
I learn something, I spend my time implementing it. Because when something is here, it’s of little use, and it doesn’t matter what you learn, it will always take a learning curve to become a master at it, or if not a master, at least to become good at it.
You can get the best courses that they’re are in the world of public speaking but if you don’t get on stage and speak, you’ll not be better.
Simple as that, all right. So these are my five business lessons from this year that got us to over a million in sales in the lifetime of GTex.
Let me repeat them and then I’m going to answer a few questions.
So first of all, the first one is sales and marketing.
The second one is focus and learn how to say no.
Third one is build your team and scale up so you can have more time for yourself, and do what you love best, what you do best.
Be everywhere, every single platform you can be, be there.
It will make an all difference because people will trust you, will buy more easier.
And then innovate, innovate, innovate, and product ties. Is that a five business lesson that are worth over one million, got us over one million pound in sales, and if you adopt them, if you apply them, so you can see these are principles, these are timeless principle.
These are not tactics. Tactics change all the time. But if you apply these timeless principles, your business will skyrocket.
Now we have a few questions in the meanwhile, so make sure you join our Facebook group and if you want to become a private client, join one of our courses next year, make sure you send me a message right now.
We can have a chat and see which one of the different options is best for you, depending on where you are.
So I’m rarely selling a specific programme because we work with people, and everyone has a different way of learning.
Everyone has a different way of experiencing their content. Some people prefer more one to one, be spoke support.
Other people prefer to work in groups, other people prefer both. People have different budgets. Some people can not afford spending 20 grand up front to work with me, and they will work with my team.
Other people will say okay, here 20 grand, and let’s go and get started. So we have something for everyone.
Make sure that you send us a message if you want to become an authority in your field, ’cause that’s what we do.
We turn experts into authorities. So let me answer some questions. Scott, can you break down the sources of the sales?
Events, event’s membership site versus coaching, et cetera. So I don’t have the exact figures in front of me but I can give you a rough estimate of the ones that I remember from our last meeting.
So we have the majority, they are coming from one to one clients and events.
It’s almost a 50/50. They’re coming from events and one to one clients, are the one that are making us the most money, and then we have a smaller percentage of online sales.
Much smaller, because we are not focusing massively online, where everyone is focusing online, I’m focusing mainly offline, ’cause that’s also where my skill set and my strength are.
Going to ramp up the online sales in 2019, but what I was really good at is to speak and sell from the stage, so what I been focusing on for the past five years, speak and sell from the stage.
I did more than 1000 events the past five years. And next year I’m going to reduce the number of events, increase the quality of the events I’m speaking at to make sure that I’m only speaking in front of the right people and ideally, mainly in front of larger audiences.
But that’s what made us the most of the sales. So events that generated sales of one to one clients or buying our event packages, which is our lifetime memberships.
They’re almost 50/50, and then we have our online sales, much smaller percentage, probably about 10% of the total sales that we have on recovering revenues, and recurring online programmes, we’re even one of sells of online programmes.
The other question is events and one to one. And no, events and one to one, they are about 80, 90, 80%, okay, let’s put it this way. We have 50% of revenues between events and one to one, another 40% of revenues of our corporate clients, which is Ben’s side of the business, and then 10% of online sales. That’s a good breakdown.
Then we have, the other question, is what did you sell in order to make one million?
This where the different products that we sold were tickets of events of trainings. Tickets going from 300 pounds up to 2000 pounds for the trainings.
Our lifetime membership which is a seasonal event training for the entire lifetime plus business mentoring for the entire lifetime, we get our clients on a stage once a year and that is one of our best selling products, which now is 15,000 pound and is growing to 20,000 next year and that was our, definitely one of our best sellers.
Our corporate consulting that Ben does was another programme that we offered, in particular during sales training for recruiting agencies which is one of our businesses, which Ben takes care of, and also we sold online membership and we sold one to one coaching and we sold single online programmes.
So those are all the range of products that we have. And the reason why I decided to create every single product because I wanted to make sure that our business was bulletproof.
There might be moments or seasons where the event industry is going down, means that I can ramp and I have the infrastructure to run ramp up the online sales.
There might be a moment where the one to one clients are going down, means that I can push more in events.
There may more moment where the online sales are going down, I can push up more the one to one clients.
So just wanted to have all the infrastructure in place.
And to keep it longer. But I feel that the business is way more stable for the long term, instead of just focusing on one product and one service, like a lot of people do, and then the moment that doesn’t sell anymore, they’re screwed, it doesn’t matter at any given time now, I have about 15 different products that I can sale, so I’m gonna make some money.
‘Cause I, doesn’t matter even if no one buys one, someone will buy the other. So that’s the way we’ve been able to grow the business and making it sustainable in the long run.
So these are, thank you for asking the question, Scott, I really appreciate it. Now it’s time to ramp up because I got to go.
Remember if you want to become a private clients or you want to join one of our paid training, our intensive, explodive expert business, where we help you launch it, create, plan, and launch your signature high end programme in three days, one of, some people made 12k within 14 days.
Some people made 30k in 14 days. Make sure you let me know. It’s called Explode Your Expert Bus, Intensive.
Next one is going to be in February. If you want to become a private client, again, let me know.
Of if you prefer having a one to more one to one support or you want to join our library of online training, then you can join that, too. So we have different options for you.
Let me know, let’s have a chat. You’ll love a chat with my team.
They will explore what kind of help you need and we’re going to give you what is more relevant for you.
That’s the way we work, because we’ don’t believe that one size fits all.
We believe that everyone has a different way of learning, everyone has different way of getting results.
Want to understand you as a person, understand you as a business owner, as an expert and give you the best thing that we can do for you to help you become an authority in your field.
Thank you very much for everyone who has been watching, if you’re watching live, if you have been listening to the show, you may be watching the replay on YouTube or you’re watching the replay on Facebook or listening on the podcast on iTunes, or your favourite podcasting platform, don’t forget to subscribe.
Make sure you do it now, it goes a long way. The more subscribers and reviews we have the more people will see this content and so, I really appreciate.
If you like what we do for you, what I do for you. Every single day I really appreciate it, just subscribe and like the page, follow us on different social media, and if you are ready to have a conversation about becoming a client because you like the way we work, you like our philosophy, our ethos, and what we can offer, absolutely, let’s have a chat, as I’m looking forward to working together.
Now this is the last episode of the year, this is the last episode of 2018, so next episode is gong to be the first episode of 2019.
I wish you a fantastic end of the year.
Have fun, drink a lot, make love, celebrate, and let’s get started with another fantastic year.
From me, Simone Vincenzi, is everything, looking forward to seeing you next episode.
Until then remember that together we grow exponentially, ciao.