Do you ever feel like there is just not enough time in the day to get everything done?

Do you feel like you have a crystal clear picture of exactly what success looks like for your business?

Would you like to hear from another small business owner who is successfully making the transition from owner/operator to just owner?

If you are looking for actionable tactics and strategies that you can use to spend more time working “on” your business, as opposed to “in” it, you are going to love listening in on the discussion that we have in this interview.

My guest on the show today is Brad Martineau, founder of Sixth Division – a leading source of coaching, training, and done for you services for Infusionsoft users.

When you listen to this interview, you are going to hear Brad and I talk about:

• (9:35) Brad’s biggest challenge
• (12:52) How to transition from Solopreneur to Entrepreneur
• (18:05) The story of Pardot & what anyone building a business can learn from their strategies
• (20:05) How to define what success means to you
• (23:35) How plusthis helps capture more leads, target them more effectively, and sell more products
• (27:15) How Iron Tribe (a past brightideas guest) uses plusthis with great success
• (30:05) How to customize thank you pages
• (30:10) How Laura Roeder (another past BrightIdeas guest) uses plusthis
• (35:05) What transactional text messaging is and how you can use it to offer a speedy response to your customers
• (40:05) How to use expiring promotions to offer time-limited discounts
• (48:05) How to use a Cycler Tool to determine the order in which you deliver content
• (55:00) Lightning Round

I learned a great deal in this interview, and strongly encourage that you go check it out now.

Links Mentioned

• Sixth Division
• Plus This
• Elite Forum
• (book) Ready Fire Aim by Michael Masterson
• Interview with Forrest Walden
• Interview with Laura Roeder
• Interview with Casey Graham
• (book) Mastering Rockefeller Habits by Verne Harnish
• (book) No B.S. Pricing Strategy by Dan Kennedy

More About This Episode

The Bright Ideas podcast is the podcast for business owners and marketers who want to discover how to use online marketing and sales automation tactics to massively grow their business.

It’s designed to help marketing agencies and small business owners discover which online marketing strategies are working most effectively today – all from the mouths of expert entrepreneurs who are already making it big.

Listen Now

Transcript

Trent

Dyrsmid: Hey there, Bright Idea hunters. Welcome to the Bright Ideas

podcast. I’m your host, Trent Dyrsmid and this is the podcast for marketing

agencies and entrepreneurs who want to discover how to use content

marketing and marketing automation to massively boost their business. My

guest on the show today is Brad Martineau, founder of Sixth Division, a

leading source of coaching, training and done-for-you services for

Infusionsoft users. They’re also the founder of a company called PlusThis

which we’re going to talk about in some detail in the interview.I met Brad while attending Infusion Con 13 and I learned of his new

venture which I just mentioned, PlusThis. They were a battle of the apps

finalist. They do some really cool stuff that integrates with Infusionsoft

and that’s why I wanted to give Brad an opportunity and talk about it.Before we get to that we’re going to talk about my technology tool

tip of the week. That is something called ‘Buffer App’. I use Buffer App to

very easily schedule up a bunch of social sharing. whether I want to put it

on LinkedIn, Facebook or Twitter. When I’m reading my RSS feed each morning

and I see stuff that I want to share with my particular audience if you

just hit the tweet button it’s all going to go out automatically right away

and I don’t necessarily want stuff to go that quickly. I like to stagger it

out. Buffer App, which is a free tool to use, you can get it at

BufferApp.com is a super easy way to stagger your distribution and choose

which of your social networks you want to share that traffic on.Lastly I want to make mention of an upcoming webinar that I have.

It’s called the Seven Secrets of Success for Small Businesses. If you want

to attend that webinar you’re going to learn all about something called

‘life cycle marketing’ which is a seven step process that I absolutely

promise you will have a massive impact on your business once you understand

and then embrace these seven steps in the business. If you are not yet a

subscriber and you want to get notified of that webinar just go to

BrightIdeas dot C-O, enter your details and you’ll definitely get emails

from me making you aware of the next webinar date.With all of that said please join me in welcoming Brad to the show.Hey, Brad. Welcome to the show.Brad

Martineau: Thanks. Glad to be here.

Trent: You recently have come out with this new tool, I’ve just

started to use it really early on and that’s why I wanted to have you on

the episode to have you talk a little bit about the tool and how you’re

using it to build your business and how your clients are using it to build

their business. It’s called PlusThis, it was a battle of the apps finalist

at Infusion Con 2013. That’s how I learned about it and I want to talk

about that but before we dive into that for people who don’t know who Brad

Martineau is or what you’re doing maybe just take a quick moment and

introduce yourself.

Brad: Yeah sure. Obviously, my name is Brad Martineau. Funny how I feel

compelled to say that even though you’ve said that several times. But

that’s my name in case anyone missed it the first time around. I’m a co-

founder at Sixth Division which is a company that provides marketing

services and coaching primarily right now our target market is people who

use Infusionsoft but we see ourselves at some point expanding to work with

the small business population at large.

My background very quickly. I was the sixth employee at Infusionsoft.

I believe it was back in 2004 was when I started so I was the entire

support team and then we hired a support team and I moved into

implementation. I was specifically just helping people implement the

software and I ended up in product management which is a fancy way of

saying that for about five and a half to six years I got to work on the

front lines with customers to figure out how they were using Infusionsoft

and quite frankly other tools in their business to run their business,

being able to see what worked, what doesn’t work. My job was to work with

our developers and our executive team to create a product development

pipeline and build features that were powerful and also made sense to

people.

I believe I had the best job that you can possibly have. Being able

to work with end users and customers and then being able to work hand in

hand with the developers. I had my fingerprints over pretty much every

feature that was developed the time that I was there. It was really fun to

see what technology could do and understand, at a level deeper than

probably any business owner ever cares to know and I don’t know that I

really care to still know that, but it was really good to get that deep

dive of, ‘This is what’s possible with technology,’ and have that blended

with, ‘Here’s what people are doing in the real world to build their

businesses.’

I did that for five and half to six years and I got to a point where

the stars aligned, planets aligned got to a point where it made sense for

me to branch off. I was going to solve all the problems in the world and

then reality hit, there was a learning curve like I think everybody goes

through of building and running and growing a business is a little bit

different in theory than it is in practice so there’s a little bit of a

learning curve but after a while I connected with Dave Lee who’s my

business partner. He also worked at Infusionsoft. We worked together for

about six years. He had subsequently left as well. We decided there’s a

need for a practical, down-to-earth yet elite team and service provider to

really help people grasp this concept of marketing automation and really,

as opposed to the tail wagging the dog, put the business owner and make

them be the dog that actually wags the tail. A lot of people get in and

jump on this train ride that is Infusionsoft and they’re holding on for

dear life. We want to put them back in control and really help them

leverage the power that Infusionsoft can bring their business.

That’s the short summary. I was at Infusionsoft and now we’ve got a

company over here where we help people unleash the full power of

Infusionsoft on their business. We’re having a blast, having a good time.

PlusThis was spun off…I don’t know if you follow 37 Signals but they

wrote a book early on and talked about by product and how some of their

products were created because it was just something they needed when they

were initially being a consulting company or building and designing

websites. PlusThis is the exact same thing. It was a, we were working with

clients… and maybe you’re going to ask where PlusThis came from so it’s

going to dovetail into that but we worked with a lot of clients and we

realised very, very quickly that there were almost zero implementations

that we could do, and do the way that we wanted to to really unlock

Infusionsoft without requiring a little bit of custom development. That’s

not to say you can’t make it work. It’s just to say that the way we wanted

to build it we needed some additional tools that weren’t available. We

started contracting a developer to build these little scripts that we

wrote, and we would install it on our customer’s web server and they could

do really cool things. We realized we were building the same things over

and over again.

I had had this idea when I left Infusionsoft to build a library of

scripts so we could put everything in one spot and once we realized we were

actually building the same scripts over and over again and the fact that

business owners don’t want to think about FTP or API or web servers or any

of that, most of them, so we wanted to build something so easy… we like

to joke around the office it had to be so easy that even Clate Mask could

use it, who’s the CEO of Infusionsoft. We set out to build this library of

features, that’s what PlusThis is and we ended up becoming a finalist in

Battle of the Apps. It’s debatable as to who should have won that contest

but we’ll let it go. That’s where we are now. We provide services and then

we have this software tool that we’re continuing to develop and add on to

and again, everything we focus on right now is helping the small business

get more out of Infusionsoft and really leverage the power that’s there

whether it be through services or through software.

Drysmid: For some of the folks who haven’t heard of Sixth Division where

are you located and how many people are coming to work there every day?

Brad: We’re in Chandler, Arizona so we’re ten minutes door to door from

Infusionsoft. Straight down the freeway from Infusionsoft. We have some

employees who are remote and who travel in to do services. We’ve got one in

Ohio, one in San Diego and then there are seven of us that work in the

office. So nine total plus a couple of contractors that do some pretty

regular work for us.

Drysmid: You’ve built a very nice small business. The reason I ask that

question is there are a lot of people listening to this who are a

solopreneur or maybe even a two person or a three person shop. I remember

when I was a solopreneur and I got to two and then I got to three. When I

was at three I was thinking, ‘Man, how do I get to six?’ When I was at six

I was thinking, ‘How do I get to ten? How do I get to twelve?’ I want to

make sure people understand that you’re a small business owner just like

they are and you have the same challenges in attracting new clients and

making sure profits arrive and systematizing and so forth to grow your

business just like they do.

Brad: Just one point on that. Our biggest challenge…and I don’t say

challenge like ‘we don’t know what to do’. It’s the next obstacle. But our

obstacle right now is creating systems and getting everything in place to

where my business partner and I can spend our time building the business

and not doing the work. There’s an interesting gap that you have to get

across, if you had asked me even nine months ago I don’t know that I would

have told you that within the next six to nine months that I would

literally be in a position where I would be building the business and not

doing the work. And quite frankly I don’t know that I would have told you

that I wanted to. I think that probably six months or so ago I wanted to

build a team because we needed more people to provide services but I was

excited about being involved in the work because it was my baby.

The thought process of how we go about doing what we do, a lot of

that was coming from me. My business partner’s more the marketing and the

sales side. The only reason I bring this up is because for the person who’s

sitting at three or even at six, depending on the type of business and

there’s variations, and all different types of business, but there’s a very

strong pull to want to hold tightly to the thing that you do, whether it be

providing a service or you’re building something. Whatever the case may be

there’s a very tight pull, almost magnetic, that you want to keep a grasp

on what it is that your company does. Really for the company to grow I’ve

had to come to realize and to learn that I have to get people that can do

that and empower them to do that because there is so much work that needs

to be done to establish a systematized business and then to create a

marketing plan to continue to bring in the leads. There’s a full time job,

if not multiple full time jobs, just to build a business and it’s what the

business owner should be doing. If there’s anybody listening that’s

struggling with that that’s something I definitely struggled with. There’s

definitely a mental shift that has to take place to go from ‘I’m going to

be doing this work, I’m going to be doing it,’ to get to the point where,

‘I could actually go hire people. If I could find the right people, I could

put the right people in place to be able to get myself to where I’m

building the business and not doing the work.’ But it takes a bit of a

shift of a mind set.

Drysmid: I’m glad you brought that up and I’m going to go down that

rabbit hole for a little bit before we shift and talk about PlusThis

because I think it’s a really importantly rabbit hole. The first thing is,

you talked about something and as you were saying I thought about this. You

can have growth or you can have control. I think that’s part of that big

mind shift. I’m interested in your opinion. Did you feel you had to give up

control to get to growth?

Brad: Absolutely. Infusionsoft offers this thing called ‘Elite Forum’. It’s

Clate and Scott teaching their methodology. Dave, my business partner, and

I were involved in that when we were at Infusionsoft. He made a really

interesting comment the last time I was there which was just a different

way – I’d never thought about it this way. He said, ‘Entrepreneurship is an

exercise in learning to let go.’ If that’s not the truest statement in the

world I’m not sure what is.

I believe 100% that in order for you to be able to grow, and not just

grow revenues, but to grow the business however it needs to grow you’ve got

to have the mentality of finding good people that you can empower to go do

the job. I’ll frame that and this is a critical point. You have to know

what you want out of your business first. There are a lot of people that

want a solopreneur shop and that’s what they want. They want the lifestyle,

they want to run everything and that’s great. What I would say is, know

what you want and then create a plan to get there. If you want the

solopreneur bit then don’t let other people convince you that you should be

hiring to grow. Because if you just want the solopreneur gig then make that

work and completely control your schedule.

What you do is, this is my formula. You start by saying, ‘What do I

want out of my business?’ Whether it’s solopreneur or build the business,

whatever it is create a plan that says, ‘This is what my life will look

like as a result of me building this business.’ For some people it’s going

to be solopreneur. For us, we know how big we want to get. We don’t want

100 coaches in our services business. That’s not what we’re trying to do.

That’s not what we want to build. Infusionsoft on the other hand, they want

the whole built-to-last approach.

I’m not going to sit here and even pretend to try and judge and say

which one is right because it depends on the business owner but the key is

to know what you’re trying to build and then once you know that, then the

next step is to create a business plan that allows you to get there. Once

you define your ideal lifestyle you should end up with a dollar amount and

‘This is what the profit needs to be so I can live this way and this is

what my schedule’s going to be.’ Once you have that defined now you can

create a business plan that says, ‘These are the products and or services

I’m going to offer and this is their price point and I need to be able to

sell X number of each one.’

I don’t want to take this too far down the rabbit hole but for anyone

that is chewing on that create-the-menu business plan I would read a book

by Michael Masterson called ‘Ready, Fire, Aim’ where he talks about your

first job is to sell your first product profitably. If you’re not at the

point where you’re into profitability and cranking with the product and

you’ve got five I’d cut four of them out and I’d focus on one. And I would

focus on your most expensive one because it gives you the most profit.

There’s a whole conversation there but first, identify your ideal lifestyle

and how many hours you want to be working and how much money do you want to

be making. Then you want to create a business plan. A business plan is

literally as simple as ‘These are my products and services. This is what I

charge for them. This is my margin. Here are my fixed expenses.’ You just

come up with an equation that will tell you exactly how many units you need

to sell. Once you decide on that you move to the next step which is go

create your marketing plan of how you’re going to get those clients.

I see a lot of people that every time they run into a roadblock they

go back and assume they have to change their business plan, their products,

their services or their pricing. I say, ‘No. Decide on that and move onto

your marketing and get better at marketing. Don’t blow up your business

every month because you don’t hit the numbers you want. Figure out how to

market the right product.’ That’s the formula that works for me. And that’s

what I’ve learned. Identify what you want your ideal lifestyle to look

like, come up with a business plan. What are you going to sell, how many

and at what price point and then go create a marketing plan to make that

happen. Then your energies and effort should be in the marketing plan and

making sure you’re driving that forward.

That forces you to have to let go of everything else because your job

is to then get those units to build the business to match whatever it is

you want your lifestyle to look like but you’ve got to let go of everything

else. You can’t be answering the phone when somebody calls in. You’re never

going to build the business to where you want it to be. Somebody else needs

to do that and you need to find someone you trust to do that. You may not

be able to take all the sales calls. I don’t do any sales calls and I

hardly do any implementation anymore on the services side and it’s a little

bit difficult for me at times. It’s hard to let go of that. But yes, I

agree 100% with your statement. we can either grow or I can have complete

control over everything. I’d rather grow and get to the point where we want

to build our business to because it makes everybody’s life better.

Drysmid: It does. Plus if you’re the solopreneur there’s never anything

that you can sell, you’re never building any equity. Nobody wants to buy a

business that is 100% dependent upon you. If you’re trying to build some

lasting value for yourself and your family and have the opportunity to

transition to retirement or real estate investments or whatever it is you

want to do when you don’t want to do this anymore you cannot be a

soloprenuer and make that happen.

Brad: Yeah, I’ll take thirty seconds. A really quick story to illustrate

that. I met a guy about six or seven years ago at a [inaudible 00:18:01]

Association conference named David Cummings. He’s the guy that founded

ParDot, the email marketing solution for bigger businesses. I don’t know

how many businesses he has but, very interesting, his model as the business

owner is he starts a business and the first thing he does is go out and

finds a president or a CEO to run the business. He builds everything around

systems so literally, he just sold ParDot to, I don’t remember who it was.

Exact Target or Vertical Response or somebody. He sold it. Because none of

the businesses depended on him…normally when you sell it’s going to be

cash less stock and then you’ve got to stay around for a year. He signed,

it was a 95% cash deal, he signed and and then he walked out, literally,

walked out the door the next day, in fact it was that day, and never went

back. Never had to do anything with it. There’s a lot of power and leverage

in having a business that can just run and crank and just go, all by itself

and you’re driving the business so that if somebody else wanted to buy it

they could just drive the business but the systems are already in place.

Trent: Just for my show notes, what was his name again?

Brad: David Cummings. For anyone who wants to follow he’s got an excellent

blog. He blogs everyday and it literally takes you two minutes to read it

and they’re amazing insights, short, bullet pointed stuff, but really,

really good insights. He’s a really good entrepreneur, great mind to

follow.

Trent: What’s his blog?

Brad: That’s a great question. I think it’s 10,000 Hours of

Entrepreneurship. If you just search for David Cummings it’ll come up.

Trent: I’ll make sure I include it the show notes. At the end of the

episode I’ll announce the link for how to get to show notes. Before we move

off this topic I wanted to offer up a book as well that I just finished

reading. In Canada there’s a company called 1-800-GOT-JUNK. They’re not in

Canada, they’re worldwide now. They’re one of the more phenomenal growth

stories of at least my hometown. Their COO for years, who has left them

now, I don’t remember his name, but his book is called Double Double.

Especially being a COO, he’s a real numbers guy and he talked a lot in

Double Double about pretty much, Brad, what you said.

Figure out what the outcome is that you want and then reverse engineer. His

name is Cameron Herold. Reverse everything you need to do to get there and

then figure out what your key performance indicators are and your job is to

watch those very closely on a weekly, daily, monthly basis to make sure

you’re hitting them. In his book he chapter by chapter breaks down how to

do all this. If it’s growth you want this is probably a book you’re going

to enjoy.

Brad: I don’t think it can be overstated, the importance of ‘decide what

you want and reverse engineer how to get there’. I think there are way too

many people who wake up every day and they go into an office and they feel

comfortable they spent eight, nine, ten, eleven, twelve hours in an office

and they go home but they have absolutely zero bearing on whether or not

they are closer or further away from their goal. Usually I see the problem

is people haven’t started by defining what their goal is. They have no idea

what success looks like. And if I can throw out one last little bit on this

and then we can be done with it. It’s not easy to figure that out. I think

some people get into it and they try and write it down and they feel dumb

because they feel it should be easy to figure out. It’s not. It is a pain

in the freaking butt to figure out and really identify what you want.

It takes a lot of thought because you have to balance everything in

your life. If you’ve got kids you’ve got to balance out how it’s going to

work with your family, how much time do you want to spend versus how much

time do you want to spend in the business? I Ultimately it just comes down

to making a decision. It’s not easy. It’s a simple process but it does take

time and it is hard because you’ve got a lot of stuff to balance and

because you’ve never thought about it before.

If you’re an entrepreneur or a business owner and you don’t have a

clear number, meaning dollar amount/time amount, that you’re working

towards, then there’s a certain part of you that is just wasting time every

day when you wake up and go to work. You’ve got to know. If you’re trying

to lose weight it’s easy. You know exactly how much weight you’re trying to

lose and then you work towards that every single day. Same thing in

business. what are you trying to make happen in the business and what are

you working towards? You’ve got to decide that. It pains my soul every time

I talk to someone that doesn’t know. ‘What are you doing then? How do you

know if you’re being successful or not if you have no idea what your goal

is?’

Trent: It’s like going for a drive and not knowing where you

destination is. Or just driving around. At the beginning of Cameron’s book,

that’s what he devotes his first three chapters to. In fact, chapter one is

called Vision/Painted Picture and it’s preparing for fast growth. Very

good. I’m sure you would love it.

That was a cool rabbit hole, I’m glad we went down it and I’m quite

sure we served the audience by doing so.

Now I want to talk about PlusThis. Infusionsoft as you know and I

know and anyone who’s listening to this already knows is an amazingly

powerful tool so much so that people who don’t use it really don’t even

get. They don’t comprehend. I get emails from people every week saying,

‘Could you spend a little bit of time with me showing me why you’re so

excited about Infusionsoft?’ I do a little Skype and screen share and show

them how much of my stuff I’ve automated and usually their jaw is just

hanging open. ‘I had no idea. I thought it was an email program.’ Which

couldn’t be further from the truth.

You build this thing called ‘PlusThis’ which integrates very smoothly

with Infusionsoft because there are all these little problems that you want

to solve that are not necessarily super easy to solve with Infusionsoft.

We’re going to give some specific examples of that in about ten seconds and

how solutions to those problems can benefit the business. Let’s talk about

a couple of the features that you guys have developed early on in PlusThis.

Let’s start off with Stealth Video Tracking. What is it and why should

someone use it?

Brad: Perfect, let me just start. All of these we go through, our approach

to PlusThis. Let me just give the backdrop for that, all those will make

more sense. The end result of using Infusionsoft in our business is we want

to make more money. We can make more money by converting more people. We

can convert more people by getting the right message to the right person.

That requires us to know a couple of things. One, we need to know a heck of

a lot of information about the prospects and customers in our database so

we know if they’re the right person to send a particular message to.

We want to provide tools in PlusThis that allow us to capture and

store more information about our prospects and customers. What are they

doing, who are they? Then we want to build tools that allow us to send more

relevant and more targeted messaging that will lead to increased

conversion. The big picture backdrop is, capture more information so we

can be more targeting and convert more sales and make more money. That’s

the idea.

Stealth Video Tracking. The generic use of this is if you’re using

YouTube, Wistia is a video provider, or Vimeo, anyone of those three, we

can help you track how long people watch any of the videos you use in your

marketing. Probably the two most famous examples of this are Jermaine

Griggs. I’ve got a whole interview with him but but Jermaine Griggs. His

entire model is set up, he’s got four videos that he gives to his new leads

to start his opt in piece. And what he does is, he uses his videos to build

relationships with his customers. Also, on each video, next to each video

he’s got a little mini survey that allows him to capture additional

information. So what he does is, he sends people to go watch his videos. If

they don’t watch them I believe he sends them up to three or four

reminders to try and get them to go back and watch the video. If they watch

the video a couple of things happen. One, he knows they’re engaged in the

content so he knows they’re better likely to get an offer and actually buy

something. Two, he’s able to make jokes in his videos and start to build a

relationship with these people and three, he’s got a higher likelihood that

people will fill out the survey and give him even more information about

who they are and what they’re interested in.

So with the video tracking feature what you are able to do is track

of whether people have watched your videos or not and then you can adjust

your marketing based on that. So, for him, if somebody watches his first

video right away then the next video gets ‘unlocked’ the next day. If they

don’t watch it, then what happens is they get a reminder the next day to

watch video one and they’ll continue to get reminders up to three

reminders. At the end of three he’s like, ‘Fine, if you don’t watch video

one I’m going to try to get you to watch video two’. But because he knows

whether they’ve watched the video or not he’s able to then adjust his

marketing to make sure he’s preparing all his prospects the right way. On

the front end marketing side that’s one way you can use it. If he had a

sales team that was picking up the phone and calling, he doesn’t, but if he

did then they would be able to, when they opened up a contact record, would

be able to look at the contact record and as they’re talking to someone

they would know what that person has watched and what they haven’t watched.

Another example is Iron Track Fitness, they were the Ultimate

Marketer winners in 2012. Jermaine won in 2011. They’re selling franchises

now. They’re a gym out in Alabama but they’ve started franchising and

they’re at like 40 locations or something. Now what they do is, on the

franchise side of it, when they’re selling new franchises, they have their

entire education and basically franchise, onboarding process built into a

membership center and that’s all video based. They have a ton of training

that’s all video based and they take people through classes. What they do

is they use the video tracking feature to track whether or not somebody has

completed a course or not, whether they’re watching the videos. The people

that manage how their new franchisees are moving through the process can go

in and they have a simple little dashboard that tells them whether the

person is watching the videos or not. If they’re not they can pick up the

phone and be like, ‘Hey, look. You really need to watch this video because

it’s going to affect your franchise in this way, this way, and this way.’

It allows them to have better customer service for their franchises.

Whether it’s on the marketing side or whether you have an info

product and you want to be aware of whether people are watching or not. If

you’ve got an info product or a course and somebody’s not watching, that

person is going to be at risk to cancel or request a refund so it’ll let

you highlight who those people are. You can pick up the phone and call

them. On the flip side if it’s any of your marketing content, people that

are watching all your videos are at a higher likelihood that they are going

to be willing to buy. They are more interested. Those are the people you

want to call first or engage with first.

Again, it’s about giving you more information so you can either

change your conversation you’re having in person or automatically adjust

the conversation you’re having through emails or whatever other follow up

you’re doing.

Trent: For the folks who are maybe are not yet using Infusionsoft I

want to make sure there’s no details that are missed here. All of this

stuff happens on auto-pilot. When someone watches a video to a certain

point, which you define, you can then apply a tag within Infusionsoft and

when a tag gets applied you can trigger in the campaign builder all sorts

of actions whether they be phone calls or additional emails or what have

you. When Brad says ‘Germaine adjusts what he does’ it’s not as though he’s

sitting at his desk doing different stuff.

Brad: Quite the opposite actually. I think he literally works an hour a

week on that business that’s cranking out. Because he has it dialled in.

It’s totally 100% automated. All you do is build it once and then it runs

every time like clockwork.

Trent: If you’re interested in hearing more about Forrest Walden I did

interview him. You can get to that interview by going to BrightIdeas dot C-

O slash 3. It was a fascinating interview. Jermaine is actually going to be

on the show soon so if you want to catch that interview make sure you

become a subscriber and you’ll get a notification.

Let’s talk about customized thank-you pages. What’s the big deal

about those?

Brad: Stealth Video Tracking is more about capturing more data so that we

can start to tailor our message. customized thank-you Pages is a tool that

allows you to actually display customized messaging. When you get into

Infusionsoft it’s relatively easy, like you just described, to have

Infusionsoft automatically branch your messaging where if they watch the

video send them this series of emails and if they haven’t continue to send

them this series of emails. You can do all that inside Infusionsoft with

your emails or your voice broadcast or letters. You can have it branch in

terms of what you send out of Infusionsoft to your prospects or customers.

What Infusionsoft doesn’t have the capability to do is let you control the

message that you display immediately after somebody buys a product or fills

out a web form and opts into your website. Or fills out a survey that you

sent them if they opted in previously.

A really good example of this is: Laura Roder is a client of ours.

She teaches people about social media, she talks about Facebook and she

talks about Twitter and she talks about LinkedIn and Google Plus and

there’s a whole bunch of different social media tools. When somebody comes

to her website and they opt in, she’s going to want to ask them ‘What are

you most interested in?’ or ‘What are you having the most problems with?’

It only makes sense that if somebody checks off the box and says, ‘Hey,

Facebook is my biggest challenge right now,’ then it only makes sense that

the next page that shows up would be a page that talks about Facebook as

opposed to having one page. Imagine 100 people filling out this form and

let’s just say they were spread evenly across Facebook, Twitter, LinkedIn

and Google Plus. You have two options. option number one is on the thank

you page you give a generic message that talks about all four of those. Or

you get tailored and based on their biggest problem you take Facebook

people to Facebook, you take Twitter people to Twitter, you take LinkedIn

people to LinkedIn and then you take Google Plus people to Google Plus. The

more you can keep your message 100% on target the higher your conversions

will be.

She’s excited because she’s able to use it increase her profit per

lead because as people are coming in, based on what she knows about them,

she’s able to deliver a very targeted thank you page after somebody fills

out the form. Now, the email messages will most definitely be targeted

because that’s handled inside Infusionsoft but the follow up marketing

starts on the thank you page of a web form. Most people don’t think of

that. I’ll see a lot of people that put up a web form to capture a lead and

all they’ll put on the thank you page is ‘thank you’. Really? They’re at

the peak of their interest. They’re most interested right when they opt in

or right when they fill out the form and the very first message they see is

the thank you page and a lot of people just throw up a generic ‘thank you’.

It’s like ‘No.’ That’s where you either continue to conversation or that’s

where you start selling something.

Another thing Laura will do and several of our other clients is let’s

just say somebody fills out a form to request a new report Seven, whatever.

Seven Secrets of whatever it is. On the thank you page they want to up sell

a particular product, say Product A. If somebody’s already bought Product A

you don’t want to offer them an up sell at a discounted price especially if

they bought at full price. customized thank-you pages also let you

comfortably and confidently put pages out there and allows you to take

anyone that’s already bought that particular product you basically branch

them to a page that is about something else. Maybe it’s an additional piece

of content or Product B. Try to sell them that product. So, customized

thank-you pages let you start creating a completely tailored message not in

your first email but actually on the thank you page when they’re looking

at it right there. You have 100% open rate on that page. Everybody sees it.

Trent: For anyone who would like to hear the interview with Laura

Roder I’ve done that, it’s at BrightIdeas.co/44. She has done a phenomenal

job of transitioning from what used to be just a web design, solopreneur

business, so this kind of dovetails into what Brad and I were talking about

earlier, into a team and a seven figure business with a very healthy profit

margin that she runs from her laptop on the road. Again, BrightIdeas.co/44

if you’d like to hear more about Laura’s story.

Brad: So much so that when we worked with her, which was last year she was

about ten minutes late. She was like, ‘Sorry I’m late. On Monday we decided

to move.’ She was engaged and they are moving to London in the span of a

week and a half. This was inspiring to me that she had her business set up

this way. In the span of a week and a half she decided to move to London,

sold everything in her house, moved to London and it didn’t disrupt

anything in her business. It was really impressive. Anyway, really

interesting story.

Trent: That’s one of the reasons why so many of us are enamoured with

online businesses because it does give you that flexibility. Where are we

time wise? Okay, we’re still good.

Let’s talk about transactional text messaging. Again, what’s the big

deal? Why should I care about this stuff?

Brad: Text messaging. We have a ton of clients that use it for reminders

for webinars, to get people onto webinars. We have a lot of clients that

set up appointments. The way that they sell and the way that we sell set up

appointments to meet with someone and it’s a consultation and then we sell

out of the consultation.

We’ve got a guy, I forget where he is, anyway, Clint Barr. He runs a

fitness business and his whole model is people opt in for free information

and then he drives them to come into the office, sit down and have a

consultation. When you get into the gym world and into the MMA world and

all those they have insanely high close rates, 85% to 90% of the people who

get to an appointment will close. And it’s because, before you walk into a

gym you usually have a pretty good idea whether you’re going to buy or not

so their thing is getting people to come in for the appointments. We set up

a follow up sequence where we would do some email remainders and also a

text message reminder to get the person to come in because text message has

a much higher read rate than email. He was saying that before we

implemented that he would usually have six or seven no shows a month and he

got it down to one no show a month.

If you look at that and it’s like, ‘Well, those numbers aren’t

massive,’ but when you consider he’s setting maybe 20 to 25 appointments a

month. That’s 20% to 25% of the people that are coming in, that are

scheduling appointments don’t show up, and then he gets five more people

to show up, well five more people to show up at an 80% close rate means

he’s adding four new clients. You factor that over the life of the client

because they’re signing up for a three, six or twelve month contract then

all of a sudden it’s a little bit bigger deal. When you multiply those

numbers across any other business with larger margins or higher ticket

items it’s definitely worth it. Small hinges swing big doors. This is a

small hinge that could potentially swing a very large door.

The other potentially slightly different and, I think, maybe more

interesting use of text messaging that he has just recently implemented, in

his business, and I think this is true in a lot of businesses, he’s found

that speed of response is huge. When somebody opts in or somebody requests

an appointment the amount of time that passes between the time they’ve

filled out a form and he gets them on the phone to have a conversation has

a lot to do with whether or not that person’s going to convert. What he did

was he set up his system to where the transactional text message, he gets

one sent to him every time somebody opts in or requests an appointment.

There are some points where the clock starts ticking and whenever that

happens he has a text message go to him. I think he actually has changed it

to go to the assistant that actually makes the calls so the text message

comes in, ‘Heads up. Brad Martineau just filled out the form requesting an

appointment. Here’s the phone number.’ He clicks on the phone number and

can call it right then and literally be connected to the person within a

minute if they pick up. It allows him to cut down on his time of response.

Another interesting idea or use case for text messaging is not to

send it to prospects or customers but to send it to myself as the business

owner or a key employee or potentially even partners. There are a lot of

different ways you can use that once you start to realize, ‘Wait a minute.

I don’t have to send this to the prospect. I can send it to anybody I want

if I have their information.’

Trent: Excuse me, I have a frog in my throat today. I actually built

that feature into my…I have a plug in that generates leads for marketing

consultants and marketing agencies. If you want to check it out go to Mobi,

M-O-B-I, LeadMagnet dot com. I have that feature that built into the plug

in where when someone fills out the form on the landing page if I’m the

vendor, the guy who wants to get the customer, it lights up my phone and

says, ‘Bob just filled out the form two seconds ago.’ On my Smartphone I

just tap the phone number that came in and you can instantly be on the

phone with Bob and say, ‘Bob, I notice you just filled out my form.’ That’s

the moment you want to talk to somebody because they emotionally have made

a purchase decision and you don’t want to lose out on that opportunity.

Brad: Exactly, exactly.

Trent: All right. I’ll try my best to keep the frog out of my throat.

I guess I talked too much over the Memorial Day weekend so apologies to

everybody for me coughing. In Robert Cialdini’s book, I think I pronounced

that properly, on… gosh now I’ve forgotten the title. But it was,

scarcely, where I’m going with this, feebly I might add…

Brad: ‘Influence’ right?

Trent: Yes, ‘Influence’ is the importance of scarcity in marketing.

It’s hardwired into us to be more inclined to act when there’s the

possibility of losing out on something. That transitions us into this thing

called ‘expiring promotions’. What are they, why should I care about them

and how does PlusThis help me make them go?

Brad: Yeah, absolutely. Anytime you’re creating an offer of any kind, one,

your offer needs to be irresistible and amazing in and of itself. In

addition to that, any time I’m creating an offer, and this is whether it’s

an offer on a landing page, an offer for somebody to buy something or

whether I’m presenting something from stage, it doesn’t even matter in

which medium I’m delivering the offer, I’m always considering how do I…

the way s that I make the offer really great are, one, you’ve got to have a

good offer to start. Two, some type of a discount that’s available for a

limited amount of time. I’ll usually throw in bonuses for the first certain

number of people, because the idea of scarcity is so real you’ve got to

make sure you include some element of ‘I need to act now so I can get

this, this, this and this.’ The idea of creating an environment where when

somebody comes into buy…when I was at Infusionsoft the VP of Sales used a

term I’d never heard before and I really liked it. He called it a ‘forcing

function’. He said, ‘You’ve got to have a forcing function. You have to

have something that pushes the person to buy. They can’t just sit around

and say ‘Oh, that’s a cool offer but I know it’ll be there forever. I’ll

buy later.’ It needs to be something that causes the person to sit up in

their chair and say, ‘Wait a minute. I need to consider this right now

because if I don’t right now I’m going to miss out on something.’ That’s

the idea behind expiring promotions. With PlusThis it’s not a single

feature, you use a couple of features together to pull off expiring

promotions but the idea is that when somebody comes and they opt in, they

get you some free piece of information and at some point in the cycle

what’s going to happen is, you need to say, ‘By the way, I have this

product you can buy, product A and I’m going to give you a discount if you

buy it within the next seven days or within the next fourteen days.’ You

get to choose what your cycle is.

One of our clients, Sean Greely runs Net Profit Explosion, he helps

fitness businesses build their businesses up. He uses this concept where

when people opt in he’s trying to get them onto a consultation. Normally

they charge for their consultations. So his offer is that within the first

30 days you can get a free consultation instead of having to pay for it if

you jump. The key elements of creating an expiring promotion are you have

to know when the promotion ends and with it expiring you want it to be

evergreen which means it can work for anybody. We’ll take Sean’s example.

You’re doing a 30 day promotional window. If Jim comes and opts in today

then in 30 days from now his offer needs to expire and I need to be able to

talk to him about his offer expiring in 30 days from today. What’s today?

May, whatever. Anyway, today.

If John comes and opts in next week I need his promotion to expire in

a week and 30 days. It’s got to be built where no matter when somebody

comes into my system I can create this promotion that expires based on when

they’re coming in and on their timetable. What you do is, we have a feature

that allows you to calculate a date, it’s called What’s the Date, but

calculate a date in the future.

So what you would do is you would say, ‘The first thing I want to do

when somebody comes into my system is I need to calculate when does their

promotion expire.’ If it’s a 30 days window we have a feature where you

say, take today’s date, add 30 days and it will create that date and store

it for you inside Infusionsoft. Then we use another feature that’s called

Humanize the Dates, because they’re storing it as a funky computer date. We

want to convert it so it’s readable like a human would read it so that we

can merge it into emails. As soon as somebody opts in PlusThis says, ‘I

know today is May 1 and this guy’s offer needs to expire on June 1.’ So

what it will do is, it will calculate June 1 and then convert it into a

human date so I can put it in an email and say, ‘Thanks for coming and

opting in. I’ve got an offer for you. You can buy this product at half off

plus I’ll throw in this bonus, this bonus and this bonus and you’ve got to

buy before June 1.’

Then I can schedule all of my follow up emails leading up to that

expiration date but it’s specific to each contact so, again, if somebody

comes in on May 1 their expiration date is June 1. If somebody comes in on

May 15 their expiration date is June 15. For every single person that comes

in there is an automatic built in sense of urgency and scarcity because

they’ve only got a certain amount of time to take advantage of that

particular offer. So what it does is, it allows you to create that scarcity

and increase sales and you don’t have to do anything with it. Just like we

talked about with Jermaine’s system before, it’s autopilot. The thing just

runs. Every time they come in you’re cranking out your expiring promotion.

That’s the idea. We have a lot of clients that have used that all over the

board with a lot of great success.

Trent: I want to jump into that one a little deeper because I’m

thinking how I could implement that with my own. I have my info products

which are products within Infusionsoft and then I use an order form. I’m

very familiar with promotional codes and so forth that you could give a

discount. How does your expiring promotions tie into that? How does it

actually work? Would I have to create more than one order form? Do I have

more than one promotional code? Within that 30 day window let’s say, I

wanted, just hypothetically speaking, If you buy in the first week I’m

going to give you 50% off, if you buy before week two the discount goes

down to 25% off and if you wait till the very end it’s only 10% off.

Brad: The most sure-fire way to do this is with either the new order form

or the shopping cart where you can pass promo codes through the link into

the order form or into the shopping cart. And then what you do, here’s the

deal. This is where it gets tricky, right? You’re going to send an email

in week one that says, ‘If you buy within the first week you’re going to

get 50% off,’ they still have that email even when they get into week two.

They can click on the link from that email so it can’t be embedded in that

link that they get a 50% discount because they can go back to it and click

later. The third feature that you use is actually the customized thank-you

page feature. So what you do is you go in and you create a customized thank-

you page that will route to, let’s say you have three different offers.

50%, 25% and full price. You’ll create a customized thank-you page that

says if they have a tag that says I should give them 50% off I’m going to

send them to the 50% off link which adds the same product into the cart but

it includes a 50% off promo code.

If they have a tag that says they should get 25% off we’ll forward

them on to a link that says add the same product but give them a 25% off.

If they have a tag that says no discount then just add to product to the

cart like normal. And then what happens out of PlusThis, is PlusThis gives

you a URL and you plug that into all of your links across any one of the

emails. It doesn’t matter which email it goes in and then throughout your

sequence you’re going to apply and remove tags that control which promotion

they get.

As soon as they opt in this person gets a 50% off promo. That runs

for a week and at the end of that week we take that tag off and we put on

the ‘this person gets a 25% promo’. End of the next week we take off 25%

and put they don’t get any discount. What happens is no matter what email

they get throughout that calendar time frame, those emails will all point

to the PlusThis customized thank-you page URL so when they click on it,

whether they click on it during the first, second or third week, they’ll go

to PlusThis. PlusThis is going to check which promotion or discount they

should get and it will then pass them along to the appropriate URL and

because you’re passing the promo code through the URL when they get to the

shopping cart all they’ll see is your generic shopping cart URL at the top

and they’ll have no idea that a promo code was entered so they have no way

to spoof it unless somehow they figure out what that promo code is.

Trent: Slick. Excuse me, the frogs are back. That is a fantastic tool.

The last one is the ‘Cycler Tool’. I don’t even know what that is

because I haven’t used it yet. Why do I care about that?

Brad: You can do this without PlusThis if you’re really bored and like to

build a bunch of stuff out of Infusionsoft, which I’ve found most people

would rather make money. I think the first time I built this was for Laura

Roder, again she talks about social media concepts. When I opt in I might

say, ‘Facebook is my biggest problem but I’m also interested in learning

about Twitter and LinkedIn. I don’t care about Google Plus.’ Any time you

are marketing to prospects that have a wide variety of interests across

different topics you immediately come across this dilemma of ‘Okay, how am

I going to keep track of what people want and then how am I going to choose

what to send them and in what order?’ So you can get into Infusionsoft.

With her we built something called a ‘Cycler’. Think of it as a wheel

basically. When somebody opts in the first thing we want to try and pitch

them on is Facebook. If I know they’re interested in Facebook and Twitter I

want to try to pitch them on Facebook first.

If I know they’re interested in Twitter and LinkedIn I’m going to try

Twitter first. She’s got four kinds of messages in her library of content.

Facebook, Twitter, LinkedIn and Google Plus. When she goes to decide what

she needs to send to somebody first she needs to know what the person is

interested and then second, know if she’s already sent something. Once she

knows those two things, then she needs to have a priority of how she would

normally send things, if somebody was interested in everything what order

would she send all of her content in. So what this tool does, is it allows

you to go into PlusThis and say, ‘My library of content is broken up across

these four topics.’ And I’ll stick with Laura as a specific example.

Facebook, Twitter, LinkedIn and Google Plus. ‘If somebody’s interested in

all four I want to market to them, first I want to talk to them about

Facebook. If that doesn’t work I’ll talk about Twitter, if that doesn’t

work or even if it does, then I’ll talk about LinkedIn and then I’ll talk

about Google Plus.’ You go into PlusThis and you set those four up as

pieces of content that you have that you want to send out. You create a tag

for whether the person is interested in each one of those and then you have

a tag that says ‘start this content’, meaning either send this email or

start this entire sequence.

We also set this up for Casey Graham and the Rocket Company. They

were the 2013 Ultimate Marketers. They just came out and we built a similar

thing for them. Where, when somebody opts in, lets say somebody comes in

and says, ‘I’m interested in Facebook and I’m interested in LinkedIn,’

instead of choosing a sequence to start we just run an ACTP post to

PlusThis. PlusThis, say Okay, let me go check and see what this person,

it’ll basically say ‘Number one is Facebook. Let me go see if this person

has a Facebook tag that says they’re interested. If they do then I’m going

to go check and see if I’ve already sent them the Facebook content. If I

haven’t I’m going to start the Facebook content and I’m going to stop.

PlusThis doesn’t do anything else, it starts the Facebook sequence. Once

the Facebook sequence is done, then what I can do is I can run that same

ACTP post again and it will come back to PlusThis. Are they interested in

Facebook? Yes. Have I already sent the content to them? Yes. Okay, let me

move to the next one. Are they interested in Twitter? No, I don’t have a

tag for that. Okay I’m going to move to the next one. Are they interested

in LinkedIn? Yes. Have I sent it before? No. Okay, let me send the LinkedIn

content. It allows you to take this library of content and it allows you to

organize it any way that you want and you plug it into PlusThis and you can

prioritize.

For example, this may be a more specific example. you have a whole

bunch of interviews to talk about whole bunch of different stuff. Let’s say

you went through all your interviews, you’ve got at least 44. Because I’m

counting your numbers as you go up. As you look at all the interviews you

could categorize them and say, ‘This is a marketing interview. This is a

business building interview. This is a leadership interview. This is a

technology interview.’ You could label them all that way. Then what you do

is you say, I’m going to have people opt in and I want to know what they’re

interested in. I’m going to give them options. ‘I’m interested in marketing

and I’m interested in technology. I don’t really care about leadership and

business building.’

Instead of you building out this really intricate fancy campaign

inside Infusionsoft you go into PlusThis and you say, ‘Hey look. I’ve got

interviews for every interview you create a new entry in this cycler tool.

For all the interviews that are marked ‘marketing’ you’ll set it and say,

‘Hey if they’ve got the marketing tag I want to send this interview. Then

you have a tag that will kick off that interview and actually send it. Then

when you’re building out your ongoing [inaudible 00:52:44] you’re deciding

what email or what interview you want to release this week, instead of

putting an email in you put in an ACTP post that goes to PlusThis and says,

‘Hey, go grab the next interview that this person’s interested in that I

haven’t yet sent.’ It will automatically kick if off. It allows you to, you

basically put this library of content up and let PlusThis decide, based on

how you build it, PlusThis decides what to send and who it should be sent

to based on what they’e told you they’re interested in.

So as you add new interviews you might have a really hot interview on

marketing and you want to be sure that’s the next interview anybody gets

who’s interested in marketing. You go into PlusThis and add it to the top

of the Cycler and next time that ACTP post runs to PlusThis, no matter how

far down the list of interviews somebody is the next time it comes back

it’ll take that one first and say ‘Hey, are they interested? Yes, because

they said they were interested in marketing’. Second, ‘have I sent it? No.

It’s a brand new interview.’ And that will go out next to everybody who’s

interested in marketing.

Trent: That is very cool.

Brad: So anyway, what you get to do is, you build the logic of what kind of

content you’re going to produce and then all you have to do is just fill

the library. PlusThis will keep track of who should get what based on what

they’re already received and based on what they’re interested in. It

greatly reduces the complexity of, have I already sent this to somebody? It

allows you to leverage your content better too because you can just create

a library and you don’t have to think through who I should send what to.

PlusThis does it automatically.

Trent: Yeah that’s very cool.

Brad: That one’s a little harder to visualize so I apologize to everybody

on the call, once you see it it’s a little bit easier. It’s extremely

powerful in being able to cycle through different offers and promotions and

stuff like that.

Trent: Okay. Regarding the number of interviews it’s actually much

more than 44. If you want to listen to Casey Graham you can go to

BrightIdeas.co/63. I think we’re up around 70 or so, they’re not all up.

Two a week. I’m cranking them out. All right, so that pretty much sums up

all I wanted to cover.

We just dumped a ton of marketing automation madness on the audience

and I took feverish notes and I will mention like I say at the very end of

this episode what the URL will be to get to these show notes. Actually I

can tell you now. It’s going to be BrightIdeas.co/65. So there you go Brad

you’re number 65.

Brad: Sweet.

Trent: We’ll wrap up with the lightning round. Brad, what are you most

excited about for 2013.

Brad: I am most excited because 2013 is the year I’m going to go from being

an owner-operator to an owner and it will be two businesses. We’re starting

to treat PlusThis as a totally separate business from our services. We’ve

got some other software ideas that are bubbling but I’m excited because

this will be the year where we get our systems in place, we’ve got a killer

team in place that’s cranking and it will allow me to leverage my strengths

in way better ways than I ever could realize before. I’m stoked because I’m

starting to feel the freedom. It’s not the I went through the ‘Oh I’m

excited because I’ve freedom I can go do whatever I want. And then I

realized you know what, it’s not like-, I’m 33, I’m not at the point where

I’m trying to not work for a year. What I want to do is I want to have is a

manageable schedule and make cool stuff happen and starting to get to the

point of tasting the way that we’re going to be able to make really cool

stuff happen is by me not being involved in delivering all of the work, but

actually having the freedom to be able to apply a strategic vision to our

business. And we’ve got two really good product offerings that I think

we’re just scratching the surface of what we can do on both sides. I’m

excited because I’m right at that threshold of being able to get over the

humps, so to speak. And I feel like over the next couple of years we’re

going to be able to explode both PlusThis and the services side and I’ve

got a couple of other software things that that will hopefully be coming

out relatively soon.

Trent: Very cool. Make sure you let me know and if they fit with the

audience that I’ve got, which I’m sure they will, I’ll be happy to have you

back.

Brad: Perfect.

Trent: What is your favorite business book?

Brad: That is a tough question. I saw this when you sent the question over

before when you at least you were nice enough to warn me that you were

going to ask that. It depends, is my answer. It depends on what area of

business, like, business is not like simple things. So there’s a bunch of

different aspects to it.

Trent: Absolutely.

Brad: So I’ll just rattle off a couple that I really, really, really like.

One of them is ‘Ready, Fire Aim’ by Michael Masterson. I jokingly refer to

that as one of my bibles for building my business. It is such a practical

down to earth and logical approach to growing a business and so, there’s a

quick summary and he gives four phases that every business goes through. I

have read the overview of all four and I actually have only read the first

section and a half because that’s all that applies to my business and I had

enough stuff to go run and work with. So, love that one.

I love Verne Harnish, ‘Mastering The Rockefeller Habits’ it’s a great

read. Pretty simple read too but a great read to start to wrap your brain

around metrics and how to track them. The only caution that I would throw

out is depending on where your business is that book may… read it as a

student, not as a follower. Meaning read it to take ideas and then realize

that all the stuff he talks about may not be critical depending on where

your business is, but it’s a great frame of reference. Like, ‘Yes, I need

to be doing metrics. I need to be having reporting in place.’ So that’s a

great book.

Let me think what other like.

Trent: Well lets stop with two.

Brad: Okay, we’ll stop with two.

Trent: Two is good.

Brad: Oh, I got one more. Sorry, one more. This one I think is

awesome. For pricing and sales. It’s ‘No BS Pricing Strategy’ by Dan

Kennedy. Amazing, amazing book to help you understand how to price and how

to sell. Great book. So those three, money.

Trent: Okay. And for people that want to get hold of you, what is the

one easiest way for them to do that?

Brad: Go to sixthdivision.com We do a similar interview approach. We’ve

done a bunch of video interviews with marketers, Jermaine Griggs is one of

them. You can go there, and opt in for the interviews and get access to a

bunch of content there and then.

If you are an Infusionsoft user and are interested in anything else

we have to offer you’ll be prompted to schedule a consultation but as you

go through that process… so sixthdivision.com on the services side,

that’s the best place to find out anything about what we’re doing and then

PlusThis.com on the software side. But that’s pretty much where we are.

That’s where all of our stuff is at.

Trent: All right my friend. Thank you so much for making some time to

come on the show. I really enjoyed this interview and I’m sure the audience

did as well.

Brad: Thanks for having me.

Trent: You’re welcome to come back any time you like.

Brad: All right. Awesome.

Trent: All right. To get to the show notes from today’s episode go to

BrightIdeas.co/65. When you’re there you’ll see all the links that we’ve

talked about today plus some other valuable information you can use to

ignite more growth in your business.

If you’re listening to this on you mobile phone while you’re driving

or doing whatever, just send a text – rather, just text TRENT to 585858 and

I’m going to give you access to the massive traffic toolbox, which is a

compilation of all the very best traffic generation strategies that have

been shared with me by my many proven experts that have been guests here on

the show.

As well, you’ll also be able to get a list of all my favorite

episodes that I’ve published thus far on the blog.

And finally, if you really enjoyed this episode, please head over to

BrightIdeas.co/love where you’ll be able to give or rather find the link to

leave us a rating in the iTunes store and I would really appreciate it if

you would take a moment to do that, because it helps the show to build its

audience and the more audience members we have, of course the more people

we can help to massively boost their business.

So that’s it for this episode. I’m your host, Trent Dyrsmid and I

look forward to seeing you in the next episode.

Take care and have a wonderful day.

Recording: Thanks very much for listening to the Bright Ideas podcast.

Check us out on the web at BrightIdeas.co.

About Brad Martineau

Brad Martineau, Co-Founder of Sixth Division, serves the small business community as the leading provider of coaching and software tools that help entrepreneurs tap into the power of marketing automation.  He’s consulted thousands of successful entrepreneurs, business owners, and top marketers around the world.  He loves teaching and helping people understand difficult concepts.  Nothing drives him nuts more than seeing someone NOT do something because they don’t know how.

Back in the day, he was the sixth employee at Infusionsoft, and spent over six years leading the product development efforts as a key member of the Infusionsoft leadership team.  He had a blast and learned a ton doing this, all while getting to rub shoulders with many very highly successful entrepreneurs.

Brad is married with five kids, loves playing basketball, is addicted to fitted hats, and is pretty into the whole entrepreneur thing.