Ditch the scarcity mindset ft Daniel Priestley #podcast #businessowners

[Music] the next layer down is campaigns so campaigns each business needs to be running campaigns um so uh I have three campaigns that I recommend so at a very Bas line sales-driven campaign is what we call the perfect repeatable week um and that is basically we every single week we do things that generate leads end up as appointments present uh value proposition and then make sales right so we call that our weekly laps leads appointments presentations and sales um and we have campaigns that are specifically designed to generate leads this week book into appointments this week have a presentation and a sale either this week or next and it's like laps laps laps laps laps Daniel you're very welcome to The scalea Insider podcast delighted and thrilled to have you on the show today so good to be on the show thank you you're very very welcome really really looking forward to the conversation you know uh and we're very aligned on this our vision is to inspire connect and enable millions of ambitious leaders of small and mediumsized Enterprises to scale with purpose so Daniel what does scaling with purpose mean to you so for me that's everything we live in a time where you know entrepreneurship is the dominant force on the planet for solving meaningful problems so for me scaling with purpose is a couple of things number one it's the Bedrock of the business so I think businesses exist to solve meaningful problems in the world that's why they exist um so there's the nature of what you do um there are businesses that by their nature are good for the world they solve meaningful problems and there are businesses that are by their nature bad for the world right so for example only fans is is a terrible business um and you know that is uh taking advantage and exploiting people um and it's lying about its numbers and it's trying to create a uh a narrative that will ultimately ruin people's lives or many people's lives right so the nature of that business is a is a terrible business that's not a business you want to be in and then there are other businesses that the nature of what they do is uh solving meaningful problems supporting people empowering people uh making um you know M making positive D in the universe so ideally what we want to do is pick a meaningful problem that needs solving not just an easy way to make money um and then the next thing that I think is important is just the way that you run the business so you know we do we need to run every single decision through the filter of short-term profit probably not um do we want to run decisions through a filter of um is this the right way to run the business uh for everyone involved um and you know it's it's not impossible and it's also not um to the detriment of the business you know you can actually the the the times that we're in right now you can run super successful businesses that are good for the world um that are run really well for for everyone involved and I'm not talking by the way I'm not talking about being like some super woke little you know nut nut head who you know gets offended by everything and all this sort of stuff and who's on a crusade to Virtue signal I'm not talking about that I'm talking about just just being a good solid business that's doing good things in the world here here I absolutely love that Daniel look there's lots of places we can go today we were chatting before we came on or your experience in starting up scaling up and and selling up is is extensive so I want for those who are not maybe as familiar as I am with your work uh and with your journey just to sure to give some context for what's happening in the present day uh to your early entrepreneurial journey and and I'm particularly curious to draw out the importance of mentorship in in in those early stages so where I am today I run a group of companies at the center of the group is an entrepreneur accelerator that runs globally um and you know we are a scaleup business ourselves we're a global global business Global team um and we've been going for 13 years and largely that business is all about developing entrepreneurs who Stand Out scale up and make a positive imp in the world so it's called Dent Global um it's an entrepreneur accelerator that I um that I set up in 2010 Great Name by the way yeah it's based on the Steve Jobs quote to make a dent in the universe um and then surrounding that business we have uh B2B service companies that um support the ecosystem so um we now have one of the biggest non-fiction Publishers in the UK um called rethink press we've got an amazing Awards accelerator or Awards business um called August recognition um we've got um a tech company tech services called so so technology um so we've got a business um that does Capital fundraising for startups early stage fundraising called robot mascot um we've got some Facebook ads um and Google ads with the growth guys we've got SEO agency called jamy digital we've got a agency in the Philippines called XU which does um support stuff so we got this group of growth services companies um in in there so there's six or seven companies um sitting around that and then there's a couple of tech startups so score app is an amazing technology company um that's grown to a a multi-million pound Revenue in a few years um it's a it's a tech business that has AI enablement built into it it's winning Awards it's um scaling at about 7 to 10% month on month wow um so this month alone we set up we signed on 3,500 new clients um so more than 100 a day on average from 29 different countries on uh around the world um and then bookmagic doai just launched um so it's AI tools for authors U to help them write better books um not writing the book for them but just supporting the whole process so essentially there's Tech there's services and there's training in terms of your early days uh we were speaking off there and and part of my research I discovered the importance of mentorship and there were there were three lessons that you'd leaned as a kind of 19-year-old 20-y old 21y old working with this guy called John who's become uh Infamous as as part of um you evangelizing about your your early career to the world uh can you share a little bit of that and then we'll kind of we we'll we'll build up to H score app which I know you're incredibly passionate about so John had a very positive influence on me I was I was a Dropout of University at 19 I went and worked for John he was 37 um and John was a very successful entrepreneur onto his next company um I was employee number three and um two years later we had 60 people on the team with multi multimillion Revenue um and I was just super fortunate to be kind of under John's Wing uh on most days so for two years I worked you know in the next office to John and spent a lot of time traveling um because we were opening offices or we were opening up in Brisbane Sydney Melbourne so we were kind of like traveling a fair bit together um and yeah he was just a great mentor you know he taught me a lot about marketing and mindset so you know one of the one of the marketing lessons was everything's Downstream from lead generation that lead generation is super important um he you know he would basically talk about how do you build a brand well you sell the product to someone and they have a good experience with it so when you're starting up the brand is just lead generation and sales like and doing the right thing um and he he made the key point to me which is if you're incredibly good at what you do but you're not very good at lead generation you're going to become very bitter and frustrated really fast um if you're not very good at what you do you haven't got a great product or service yet but you're very good at lead generation you can fix everything as you go so you can always have sales people you can always hire Consultants you can always fix things if the leads are flowing you can raise money if the leads are flowing so lead generation is where it all starts and um he gave me a lot of lead generation ideas um when when we when we launched um and mind you this is like year 2000 type thing um and then any of those still relevant today Daniel and we'll get into that whenever we come into over subscribe the principles are still relevant but the tactics have changed so the principles of hooking attention communicating a value proposition in a sentence or two those couldn't be more relevant um uh naming the frustration uh creating frustration hooks uh all of those sorts of things incredibly relevant calls to action um you know all of that and having a having a repeatable process perfect repeatable weeks um you know those those sorts of things P prws perfect repeatable weeks um and then the tactics have massively changed so we used to use newspaper ads a lot we used to use direct mail in the in the physical mail we even did fact broadcasting um you know so all of those tactics of debt are completely died off but the same philosophies and principles work on Tik Tok um so uh you know the essence is there we'll get into that I interjected so um everything is Downstream from lead generation kind of the first lesson from John what else um so perfect repeatable weeks so one of the first things we did was sit around the kitchen table with a massive sasco year planner big cardboard wall chart and we actually built the year that would get us to our Target so we spent probably all afternoon we're looking at the year ahead and just working out exactly what we would do week by week mind you most weeks we're going to be the same so we we built a perfect repeatable week and we overlaid that and we had these campaign cycles of building up to key moments and then like intensifying the sales efforts and then uh having rest periods so we built the whole year before we started and we probably took three or 4 hours to do that and then that was the year we we we executed on that and what were you selling so it was a performance marketing agency um and essentially you take a traditional old business that's taken its eye off the prize with sales and marketing and you bolt on as a front-end partner for that business so that was the business model the business model um was was essentially that so lead generation perfect repeatable weeks any other important lessons from the other lessons were mindset related so you know John did this thing where he asked me um how much I thought was a lot of money because he was going to put me into a sales performance role um in at one point and he asked me how much do you think is a lot of money and my answer was a grand a week like there's not much you can't do on a grand a week so if I I said to him if I could earn 52,000 in a year that would be mindblowing um and he said well your target has to be 100 Grand a month of sales which means you are going to be on 10% fee commission only um so you're going to earn 10,000 a month or I'm going to fire you and I was kind of like mind blown by this idea um I averaged about 12 Grand a month that year um which was pretty pretty wild um as in my commissions so I I probably earned 120 to 140,000 that year um which to me I'd never earned more than say 1,500 in a month month um so it was a massive growing year but one of the things he did to get me a climatized to money was he made me carry a couple of Grand in my pocket uh so he he basically got me to get a my hands on a couple of thousand dollar um which was pretty much my entire net worth and um in fact it was more than my net worth it was my net worth plus some debt right um so I I put this in a bulldog clip and I carried it in my pocket um and it totally was wild like I remember just I can actually mentally feel it in my hand in my pocket and I can almost remember the um clothes that I would wear because it was such a visceral high-intensity experience having that money in my pocket uh so I would I would clutch onto it and um and I'd check it hundred times a day to see that it was still there and uh anyway that was that was a massive mindset shift because what happened to me over the course of a couple of months was that a couple of grand went from all the money in the world to just pocket money um so it was an amazing experience and when I was doing sales my nonverbal communication asking people for a couple of grand was like asking them for a kidney and then a couple of months later my non-verbal communication was hey this is totally normal totally reasonable no big deal it's Pocket Change yeah Pocket Change yeah exactly so it was a it was a great shift I mean that's incredible for 37y old John to be as wise uh to take you on as a college uh a College Dropout at 19 and kind of take you under his wing and Mentor you in the way that you have been mentored I mean the wisdom in the last five minutes alone is just profound um what was John's Source you know did he hand you things to read to say look that's my Bible you know you know study that and uh John so by the way John's gone on to be worth over 100 million um and he's he's very very successful he's built a massive property portfolio and he's got you know he's a great guy we're still friends um but basically John's office was just full of books and he really encouraged me to grow grab books and and he would hand me books so while we were traveling he got me into journaling more than uh reading like yes I was reading books yes we would listen to Tony Robbins together and all those kind of CDs and cassette tapes um when John would listen to a Tony Robbins cassette tape he would listen to three minutes of it and just stop and journal and listen to another three minutes and he'd write down and he was analyzing how did Tony hook your attention so quickly so we'd listen to these sorts of things J Abrahams we listen to a fair bit and we we'd analyze other companies marketing materials together and have a look at what was working what wasn't working um and um yeah so we we really got into he he was a great one for buying um home study kits from different sources he was kind of buying stuff from the US long before that stuff was in Australia yeah brilliant you've worked with thousands of entrepreneurs and you know you've mentioned ton Robbins uh something that I recall from a Tony Robins interview or one of his books he talks about the importance of actually managing your state first uh which enables your story your own self story before you can apply an effective strategy essentially State story strategy given everything that you've done uh right across the globe Daniel what weight would you put on mindset in the context of Skilling effectively so here's what I've noticed I've noticed that the every single person every person the most brilliant people included all of us have three settings on our head um and I call it reptile reptile autopilot and Visionary um so you can take you can take a student who's totally broke and like you know sharing five people to a three-bedroom house and no money and all that sort of stuff you can take them for a walk through a really affluent neighborhood and just get walking and through the process of walking and just being around big beautiful houses you watch instantaneously what they believe is possible just suddenly just goes boom change um so you take someone who is a massive multi-millionaire right someone who's post exit get them thinking about how easy it is for to lose their wealth get them thinking about how um how many you know scams are out there get them thinking about how many children they've got and how much they have to leave per child and all this sort of stuff and taxes and suddenly they go into reptile mode and they're just like angry and aggressive and they lose their ability to think expansively so um essentially I think that there are three settings that everyone is preh hardwired with you can't turn it off you can't you can't ever move past it you can have reptile moments autopilot moments and Visionary moments um so reptile is fight flight freeze freak out um you know Etc uh very con constricted thinking shortterm and low IQ so you lose about 15 points of IQ once you're in reptile and then autopilot is just repeat the past so this is just get into a repetitive um habit uh you know we've all had the moments where we've kind of like driven for 15 minutes and like then you just think how did I even get here like I don't remember anything about the last 15-minute Drive um uh and then and that takes over as well in business the longer you've been in business the longer you are just set in your ways and you just cannot move out of you know the way you do things um and that's where you need to often Shake It Up by bringing in some new blood um and then there's Visionary and Visionary is very expansive thinking it's um I once heard a story about rert Murdoch where Rupert Murdoch was asked how do you build a global business and he actually said to someone and I know this firsthand who lived in the same building as him he said every night I get a globe an actual map of the world and I sit and I look at it and I imagine news happening in all the cities on the globe and that stories are happening and things are going on in people's lives and that in every one of those cities is a Murdoch news paper um and I just imagine that whole business happening globally and I just watch it spinning from out in space and I imagine myself out in space um so that is very much like an activity or ritual to spark um expansive Visionary thinking what do you do uh given your success to dat and your continued success and the and the way you think I've listened to a lot of your stuff in recent times and you know I've been reading your stuff you know the the way you think is so on one hand so incredibly practical and relatable but on another hand it's kind of fresh and Visionary what what are you doing uh to kind of marinate yourself in a way that actually um is conducive to Visionary thinking and when I when I think of this you know I'm fascinated with the work of Dr J benza he talks about if you're not inspired by a vision of the future then you're directed by the memories of the past so clearly what you're doing is um you know being inspired by a vision of the future so so practically just to sh with our listeners what are you what are you doing practically there's a reason that I've written so many books it's because that's how I process and that's one of my get in the Visionary mode moments when I'm writing a book and I'm imagining readers out there I'm taking my best thinking and Distilling it and putting it into books and it's that process of thinking about books um I also have a series of maxims that I use um that are like my home truths that I share with the team and I embed them into our culture and those maxims are really powerful things like you get what you pitch for and you're always pitching um so you're going to pitch into existence anything that you talk about repeatedly um and the whole team knows that you get what you pitch for you're always pitching um and then there's maxims like somebody woke up with it um so someone woke up with it means that um whatever the resource is that we would want to use someone woke up with it so if we want money someone woke up with it if we want a million person database someone woke up with it um so the that is shorthand for go talk to the person who has the thing um one of my favorite stories if someone woke up with it is when they were making the movie um Top Gun they had these models that they built of aircraft carriers and little uh f111 Fighters and they were like doing some test filming to see how realistically they could make this thing look and some Junior on the team says have we spoken to the Navy and asked if we can just use an aircraft carrier and they're like well don't be ridiculous the Navy's not going to give us an aircraft carrier and then they pick up the phone they make a phone call and the Navy just so happened to be wanting to engage people to join the Navy and they loved the idea of a Hollywood film with Tom Cruz in it and they went yeah of course we'll get what do you want do you want Jets do you want an aircraft carrier do you want it out at Sea do you want it like what do you want to do with it and someone woke up with an aircraft carrier and someone literally someone woke up and has the keys to an aircraft carrier on them so if you can have a conversation with whoever owns the aircraft carrier and you want to make a movie about aircraft carriers provided they get what they want and you get what you want everyone's happy so I love this story that someone woke up with an aircraft carrier have a have a chat with them I mean if you can talk to the Navy about an aircraft carrier you know then it's not that hard to talk to an angel investor about some cash yeah I I absolutely loved that love that and it resonates so strongly I interviewed Dan Sullivan um the founder of strategic coach a number of a number of episodes back and he wrote the the wonderful book co- wrote with Benjamin Hardy uh who not how that concept of who not how which is I've never I've never heard it couched as someone woke up with it I love that really love that that really resonates any other those maxims are great you get what you pitched for someone woke up with it anything else Daniel uh income follows assets um so income follows assets is that if we if anything's not working we have an income we don't have an income deficient we have we have an asset deficiency so asset deficiency so for example if you want premium pricing you need to win Awards or you need to be positioned alongside luxury brands or you need to have more proof of Roi um so we always have this thing of like income follows assets look for the underlying asset that produces the result don't don't chase the result chase the underlying asset of the of the thing so if you want rent first you need a house if you want dividend checks first you need the shares if you want scale you need scalable digital assets so it's like the income follows the assets uh is one of our other maxims so these are things that you affirm on a daily basis then uh yeah we train every recruit on our maxims um uh so um yeah there's there's just these these um maxims that we just kind of run with and what have you found you know that head what have you find kind of from this 19-year-old to fortuitously um come into this business with with John the mentor and you know you know over the last kind of 30 years I know I'm I'm I'm I'm I'm making you older than you are actually uh the the last kind of 20 odd years what has what has really stuck with you Daniel and you know in the in the tough times serves as an anchor that you know it kind of in the tough times and I've heard you talking about the the challenges of the global financial crisis in the past and you know but and sometimes in those in those situations of Crisis we forget what has served us in the good times you know and we and and and then it it takes a while to go back to those things or are there any things any practices any rituals uh other than writing that you practice which serves as an anchor uh always now that's fundamental as part of your day we month one thing so a lot of business is paradoxical so for example perfect repeatable weeks you know getting into doing that um but then on the other side of perfect repeatable weeks the paradoxical opposite would would be expanding the surface area of luck so um if you imagine that luck is like um a pond and someone's throwing rocks if the pond is bigger there's going to be more rocks that end up in the pond right so if you can expand the surface area of luck so for example um uh if you sit at home watching Netflix that has a very very low surface there's a very low chance of luck arising from that event you might see something in like you might watch uh the Michael Jordan documentary you know and get an idea maybe that could be a little bit of luck that could come from watching Netflix but it's very low likelihood that luck would happen if instead you went out for a networking function with a group of other entrepreneurs and you were um out and about meeting people that's a much higher surface era of luck um even just if you didn't want to leave the house if you were what deliberately watching something by an experienced entrepreneur about how to grow a business that would be a higher surface area of luck um so essentially you want to sort of move towards things that have a high luck surface area that that basically you're not guaranteed that something lucky will happen but you're you're certainly more likely to experience luck um in in those areas there's there's lucky and unlucky behaviors there's lucky and unlucky people um and there's a great joke that I love and it's kind of funny which is uh which is when I'm hiring I always take half the CVS and throw them away because I wouldn't want to hire an unlucky person right which is just a horrible image but it's such a fun it's such a funny thing but it's true there are lucky and unlucky people and um you can hang around with people who are just constantly unlucky but eventually you got to just say this person just is always unlucky um you know this is not this is this is not where luck is then there are other people who they just seem to fall on their feet yeah um you know I've got people in my life who do everything right they're just unlucky and I got people who seem to just stumble through life but they're always they're always landing on their feet um you know so I I I like to hang out with lucky people I like to go to Lucky environments I like to consume content that has a higher surface area of luck so all of those sorts of things as well but you know this is the Paradox if you just focus on going out and trying to be lucky then then that doesn't work if you just do the perfect repeatable weeks um you end up in autopilot and that doesn't work um so you got to kind of you know business is a bit of a paradox in the sense that you are almost walking on a tight rope and if you lean too far one way you fall and if you lean too far the other you fall you got to find that right balance completely agree it comes back you know to tie this together what I'm hearing is you know and it's about us changing our state such that we're actually operating more in Visionary than in certainly than in reptile there are certain autopilot things that we do that are actually that serve us there are lots of autopilot things that we need to unlearn that don't serve us but certainly as as entrepreneurs as scaling leaders we want to be operating in that Visionary expansive mindset and uh and you know happens I I feel you know when uh when opportunity meets hard work you've got to get out there you know podcast guests just don't happen I interviewed Mark Larose I you know I posed the question to Mark you know are there any good guests that you feel would would enjoy this platform he say all my friend Daniel you know and and these things uh you know I I just keep happening upon great guests for the show uh because you have to ask the question you have to actually um you know host the show on the first inance and and I've find even the last two years that surface area of luck has continued to increase every listener expands the surface area of luck every episode expands the surface area of luck um you know you talked about hard work and opportunity um there are a lot of people who do hard work uh as an Uber driver um but the opportunity is the wrong opportunity that opportunity doesn't scale it's non-scalable there is no compounding to that um whereas someone who is let's say someone's building a business where they are an affiliate for a CRM system and they use social media to build an audience of of potential clients and every time that audience doubles they double the amount of affiliate commissions they earn and then they add a second third fourth product into their audience and suddenly they double again and double again right and it's like if they were spending like if the Uber driver spends 14 hours driving Uber if if you were to spend 14 hours dedicated to this scalable opportunity you know then you are doing hard work plus opport plus the right opportunity um so those are you know those those are two very important things that you need to work hard but also on the right thing so I'm going to come to there because ultimately you have a great Knack and skill set of identifying scalable opportunities and that's not by accident that's very much by Design and and I want to kind of uh drill into that a little bit more before I come to that something that I feel um not that I feel something that is absolutely relevant to to all of our listeners you know you've written four books four wonderful books I'm uh in the middle of over subscribed at the moment I encourage those who are listening can't see that what I'm holding up I encourage everybody to go out and grab a copy I've been absolutely engrossed in this book um Le Jen is a real challenge for many businesses and I've even seen this uh in our in our own business simple scaling where you know in many respects I've spent the last 20 years you know in scale UPS I have all of this experience now alongside my co-founder and business partner Claire you know we've combined 50 years of of Skilling experience we've created our own um accelerator it's a one-year accelerator and there's a little bit of me that says well look if you don't want to come into the accelerator you know it's your it's it's your it's your issue it's not going to change my life but it's the potential to change yours so in the early stages there was a little bit of reticence to actually go out and evangelize about what we're doing and have all of these conversations to try and convince people that this is something they should do if they have ambition to scale their business um I've got over that but certainly can you speak to that does that does that make sense and then how do we then continue back to John's uh line you know everything is Downstream for lead generation can you share with our listeners how we practically increase our leads such that we become over subscribe Daniel so you need way more leads than you think um and as your business gets bigger you need exponentially more leads so in the early days you probably only need to talk to 10 to 20 people to make a sale and then later on you might need talk to 40 to 50 and then later on you might need to talk to 80 to 100 people to make a sale um so you need exponentially more leads um and if we think about why businesses are profitable in the first place it's because there is an imbalance of demand and Supply so you know as a thought experiment if um Ferrari just massively increased production to 2.5 million cars per year which is about the BMW uh sort of rate and um they they they massively massively increase Supply and uh ultimately we know that the price of a Ferrari would have to fall um you know it would have to come right down to Toyota or BMW levels um it would be the exact same product but the demand and Supply tension would have changed so the price would come right down um likewise if you take a smaller brand like Lotus and suddenly every major celebrity is driving Lotus everyone wants the latest Lotus everyone's talking about it millions of people all around the world they suddenly discover that Lotus is the leading brand we know that their prices would go up and they' be more profitable because they don't have the ability to ramp up production as fast as their their the the demand has roped up so your profitability really is just a function of demand and Supply tension um there is no fairness to it there's no there's nothing Fair there's nothing cons consistent other than demand and Supply tension sets the profit in the price um you know if I said to you I know of a terrible horrible tiny little house down the road that just sold for5 million pounds you know that obviously there must have been lots of people who wanted that property um it must be in a particular location that developers are trying to develop there's got to be a reason where demand and Supply tension pushed the price up um so ultimately you know we know that demand and supply is everything um and you know nothing else really nothing else really matters so if you want to have high prices and profitability you're going to need a lot of leads how how do how do we how do we create our own demand our own Market as was leaning on Blue Ocean strategy in in many respects in terms of um evangelizing about something that people don't even know they need yet yeah well this is the thing in order to get enough leads you have to go Upstream to people who don't know know there it's there's there something called solution aware and problem aware so solution aware is when someone knows that they want to buy a guitar and problem aware is someone feels that they don't have any good hobbies and they want to do something that's interesting but they're not sure what um you know so you need to go to problem aware people uh not solution aware people if you want more leads because there's a lot more people who are problem aware and there's a tiny number of people who are solution aware at any given time so um so you know if you imagine Center Court at Wimbledon 16,000 people you step onto Center Court you say who here is currently shopping for a new car tiny percentage of people would be currently shopping for a new car who here does not rate their current car is 100% perfect um and a lot of people would say I don't rate my car as 100% perfect so if you can start with people's slight problems or frustrations and and grow up on that and get in early then you're you're you're much more likely to make a lot of sales and scale and this comes back and it's an odd to our seventh principle which is Proposition you're either solving a problem or you're servicing a need and uh what we're saying is actually the being that that pain detective as Joe polish said in the show and well I can't take credit for it he he Joe polish mentioned this kind of phrase of being that P Detective that forensic about identifying unearthing people's struggles is so critically important how have you gone about that and how should our listeners practically go the next layer down so the top level thinking is demand and Supply sets the price the next layer down is campaigns so campaigns each business needs to be running campaigns um so uh I have three campaigns that I recommend so at a very Baseline sales-driven campaign is what we call the perfect repeatable week um and that is basically we every single week we do things that generate leads end up as appointments present uh value proposition and then make sales right so we call that our weekly laps leads appointments presentations and sales um and we have campaigns that are specifically designed to generate leads this week book into appointments this week have a presentation and a sale either this week or next and it's like laps laps laps laps laps and we just crank the handle crank the handle crank the handle crank the handle um and those are the weekly laps so those campaigns are designed to be you you might hear them called lead magnets or um you know opt-in Pages or any of those sorts of things but you're running ads and you're running campaigns and you're doing everything to just generate a perfect repeatable week that's that just can be run over and over and over again and is is this industry agnostic Daniel is it regardless of whether you're selling a product Service uh where you're selling what you're selling it's yeah give me give me industry and I'll give you an example well I came from the construction industry was my was my previous business and and we were selling large scale multi-million pound projects incredibly long lead times so let's say you did something called a developer boardroom where you get developers together or you get Project funding together or you get people in the industry together and you have a um a really nice lunch at a festar restaurant at a Michelin star restaurant and what you might do is just have twice a week that you've got private dining booked and you've got a team whose job is to get people in the room um and to have a private dining experience 8 to 12 people and then um uh you build the relationship you have a you break bread you have a have a have a lunch and then you might during the lunch explain what capability your company has and what projects you've worked on and what awards You've Won and then essentially make time to follow up to to discuss any upcoming projects um and that might be a twice a twice a month thing we get eight people in the in the private dining and we just smash it out and smash it out and smash it out we got someone whose job is to reach out and get people in that private dining room yeah makes sense and and we did a version of that and it wasn't as frequent as as twice a month but uh certainly well just pausing on that this is something hilarious that all businesses do they do something that works and then they don't repeat it every week um and it's funny because someone might say oh well you can't do it in Island every week and I say Okay jump on a plane and come to London then jump on a plane and come to Manchester and jump on or set up a local person whose job is to do it in uh you know Manchester and Bristol and bath you know and like have a little local twers team whose job is to present and sell twice a month um mexic complete sand you know so let's let's do it every week if it work if you go to a well stick a bucket down the well and up comes clean water uh stick the bucket straight back down the well keep going back to the well so this is the this is the context of kind of the perfect repeatable weeks find out what works for you and keep doing more of it really yeah so so campaigns what what else the other campaign is called a spotlight so Spotlight is quarterly um and that's where you showcase something special you do something out of the ordin something different um and you know you might get a guest speaker you might do a clo if you're a retail store you might do a Clos store sale um you're doing something you might do a product launch so for example Apple they had perfect repeatable weeks in their retail stores um so they really engineer those retail stores to just be selling selling selling selling selling but then every quarter they do an online event they just did one recently where they announced some new laptops and some new desktops um so those those special Spotlight events they do product launches um they bring in special guests uh to the product launchers they make a big fuss about it and then they get back to their perfect repeatable weeks so these are quarterly spotlights what else and the third one is the annual big messages so the annual big message is you pick a theme for the year and you just bang on about it on social media um and you're just putting out content constantly building building cloud cover building brand building relationship when someone Googles you they see all the stuff you're doing on social media and it's all coherent it's a the annual coherent message um and it's on it's on two or three of the major social media platforms if you're a small business you pick one and just dominate it right so maybe you say okay we're just a YouTube very very YouTube focused or you might say we're LinkedIn focused so we're just going to dominate and we're going to post three or four times a week really good content we're going to pick a theme we're not going to deviate we're not going to get excited by the thing of the day we're just going to be you know so you don't use your social media to comment on politics or world events or any of that sort of stuff you just come in and just do a good solid um repeatable uh big message that gets talked about in different ways you do case studies and stories and uh you know analogies and examples and you just build that kind of community cloud cover it reminds me of something I heard recently a speaker on her own program says if you don't stand for something you stand for nothing so you know it's that annual big messages it's also not about it's not about sales so you want to avoid talking about like the nitty-gritty of of hey today we've got a new laptop or this is what we do or you know it's it's the like if you're Apple your big message should be about creators and creatives and people who are changing in the world like a great example was the Steve Jobs um campaign called think different so his his big cloud cover was the idea that Apple users think different they're crazy enough to change the world they're the rebels and the Misfits right so he did that cloud cover and it didn't talk about the computers at all um yeah that resonates so strongly something that something that I picked up in in in your book is this concept of 714 I think I've got that right in terms of the the contact time with a potential customer that must happen before that that lead is actually converted into a customer can you share with our listeners what that is and the relevance in the context of of of campaign yeah so multiple uh research projects have been done around the way people Bond and the way people feel that they trust you and that they want to they feel connection to you and it tends to be that within a relatively short space of time call it three months um you clock up 7 hours 11 interactions or four locations with people so for example if you and I saw each other uh in London right so we've had a zoom call if we saw each other on in London that's location number two uh if I was to watch one of your videos on on YouTube there's location number three if we follow each other on LinkedIn there's location number four and at that point I'm knowing you liking you trusting you um if I listen to several episodes and it added up to seven hours over 3 months there we go I'm actually you know I'm really you're on my radar um if we had 11 interactions little emails social media bit of text messaging you're on my radar so you essentially think that every 90 days you'll 7-Eleven foring people um you're clocking up 7 hours 11 interactions for locations and um you know that those are the people who are likely to buy and then ultimately as well if someone becomes interested in you they go through a Content binging cycle where they want to know more about you so they need the rabbit hole to rundown so for example when I get excited about a product I go through a feverish week of looking at the product and looking at Alternatives and all this sort of stuff so you know like this guitar behind me beautiful beautiful right it's a really nice one it's an ultra I'm salivating at the most here yeah yeah so in the leadup to purchasing that I'm looking at YouTube videos about that guitar I'm looking at some alternative colors and a few designs um I'm going on to different review sites I'm looking at professional guitarists and what they say about that guitar so I go through like several quick deep dives into that and then I go ah yeah this is is definitely the one that I want and then I buy it and I feel that excitement that it's on its way um so people buy in that way so in the leadup to someone being right on the edge of saying yes I want to do your accelerator program they want to go and have a little bit of a deep dive and they want to have access to as much as 7 hours or 11 interactions with stuff so if you're not deep dive ready if you're not binge ready you're missing out on a huge number of people who that's just how they buy if you don't give them the stuff to binge on they can't buy and this is a nod back to one of your other books one of your earlier books which is becoming that key person of influence and I'm assuming you know the the the person there could be the company in terms of the the company Persona as opposed to just the person themselves okay tell me about that company personas don't work very well at all um so I'll give you an example Cristiano Ronaldo 500 600 million followers every sing single football club combined has less than 200 million followers um so these are 100y old clubs and Brands no one cares as much as they care about a particular footballer um you know the reason that we like apple was first Steve Jobs and today it's Tim Cook the reason we like Tesla is because of Elon um if you cannot build a faceless brand no one's going to Care no one's going to connect we don't connect with we don't connect with Brands um tell tell me tell me more about that Daniel you know a lot of our listeners will be uh leaders of smmes who for the large part are very uncomfortable with um you know stepping out and putting their face uh the market just doesn't care whether you're comfortable or not um you can you can sit there and say oh I'm not comfortable filing my taxes um you know I just don't really like doing spreadsheets and I don't like numbers so I'm just going to tell hmrc that I'm not going to do my taxes cuz I'm not comfortable with it and hmrc is going to say well that's not how it works sorry bucko uh you're going to have to file your taxes anyway um and the same thing as the market you go oh I'm not really comfortable putting my face out there as a Founder okay fine but whoever is comfortable is winning that business and you you are going to sit there in your vehicle that has no fuel in it sitting there I'm not comfortable putting fuel in my tank I just don't like getting out of the car and putting fuel into my car so I'm just going to drive around on empty until it crashes till it comes to a stop okay fine right no one cares whether you're comfortable or not no one cares oh that's a strong message for for the bulk of our listeners today that what would you say to people you know we were we were having a conversation before we started about the challenge certainly in the UK and globally there's 400 milliones globally there's 5.7 milliones in the UK you know they're they touch every corner of society more than 90% of people who are working are working for smes um and uh the are more than 90% of businesses by volume ormes More than 70% of people are in the workforce are working for smmes the unless yet less than 1% of those smes are achieving scale what we're saying here sorry what I'm interpreting is that in order to in order to scale this is a component that you need to actually step step out and and be the face of your business there's no question you don't have to be an influencer no one wants to see your gym routine no one wants to see your abs no one wants to see you know you in your yoga pants or no one wants to not even my cold plunges no no one wants to see your cold plunges no one wants to see your breakfast routine your breakfast meal right we want key people of influence to be shining a spotlight on something important we don't want people who chase the spotlight no one likes a narcissist so if you're running around saying look at me look at me look at me you're doing theong wrong thing you should be running around saying look at this thing right so let's say you've got a fitness brand you should say look at this person who transformed their Fitness let's say you've got a um a construction company look at the before and after of this um look at this building that we transformed uh so you're you're telling stories and you're out there but you have to be the Storyteller there is no person there is no company brand forget the idea of a company brand not let's take Nike right Nike is considered to be one of the the top brands in the world well when they first started it was co-founded by Bill Balman who wrote a book called jogging and a million people read that book or bought that book um and Phil Knight really leveraged that and he was out there selling these things face Toof face with people as well uh and he was known as the shoe dog and he went to all the things and then they started signing athletes to be the face of the brand so that they could scale into multiple um things so they they pioneered jogging with the co-founder and then they you know obviously Michael Jordan with basketball and Serena Williams with tennis and you know etc etc so they they take off with a face to the brand an espresso took off once they stuck George Clooney's face on the coffee machine so we we just don't care about Brands we don't care about them unless there's a person attached uh so if you're if you don't have a George Clooney budget you're going to have to be George cloney sorry oh no uh what I'm hearing from that though importantly is is not necessarily the spotlight on us in the context of us becoming an influencer but actually showcasing those who have experienced their product or service those who are able to articulate the problem that we've solved or this the the need that we've met by virtue of our service and what we're playing there am I am I in am I inferring this right what we're playing here is kind of we're being the star maker not the star we're showcasing and sign people sing people to what we're doing and we're narrating the story and all of those things don't think that you can get away with just sticking your happy customers on a camera and putting them out there you need someone who's genuinely narrating the like people want to know the founder it's so simple it's so so simple if if I told you that there's a Gordon Ramsey restaurant opening up down the street you would probably book in and go and you say oh you know let's go to the new Gordon Ramsey restaurant now the funny thing is you don't expect Gordon to be there you don't you don't poke your head in the kitchen to see if Gordon Ramsey's actually in there um you you'd be shocked if he was there you'd be like oh wow I didn't expect to I didn't expect to see you there um and yet that restaurant would be full why because it's a Gordon Ramsey restaurant um now the the thing is is that you know we don't even expect him to be there but we want to know that we want to know he's behind it we want to know who's the the person behind it same sort of thing you know I have gotten I have seen restaurants that take off if you ever see a restaurant that takes off on a small scale the founder the owner gets out and talks to the customers um you know they're there how was your night tonight tell me about it did you have a good good evening you know let me let me let me get you a little dessert it's on me people just love that stuff so so true before we get into the this the score up marketing and and i' I'd love you to share with our listeners because it'll be relevant for many of our listeners in terms of the application of this of of this uh product that you've developed but um anything else that you want to leave the listeners with other than me appealing to them to buy your book over subscribe but uh uh practically in terms of actually generating more leads Daniel yeah let me give you some tactics so uh tactic number one really powerful is never launch anything directly until you've launched the waiting list so you must always launch a waiting list and you can launch waiting lists multiple times what do you mean by that well for example I would never promote your accelerator unless I promoted the waiting list to get on the accelerator first um I would never promote a new book without having a waiting list first for people to buy the book and get on the waiting list before they buy the book um I would never go into a new year without having a join the waiting list to become a client in 2024 um you know next year we're going to get busy join the weit list so join the weit list is one of the most loow hanging fruit campaigns you could possibly run um any any update whatsoever to your product or service should have a join the wait list so if you're planning on having AI embedded in into anything you do join the weit list for the AI version um uh if you're planning on you know making it better faster cheaper hotter colder you know safer right join the weight list for the shorter version the longer version of this the that the other right so it's like join the wait list is one of the fastest and easiest campaigns to just Smash and win um because it just requires such a low threshold for people to Signal intent yeah it's brilliant um so that would be tactic one um tactic number two is a regular introduction Workshop an introduction to blank so if I was running your business I would Implement a weekly introduction to scaling um so every Wednesday introduction to scaling um our head of scaling development is going to go through the the core principles and we run that every single week whether it's 10 people 20 people 100 people it's an introduction to scaling um tactic three would be a discussion group so um connect with other people looking to achieve blank connect with other people looking to escale their companies we're doing a s-day discussion group or we're doing a uh December January Discussion Group um if you're interested in scaling up join our discussion group expert Le content recommendations join the discussion group um and it's on WhatsApp uh and then tactic number four is an assessment so this is one of probably the most effective for making sales so the other ones are more effective for just getting a volume of leads but probably the most effective for qualifying and converting would be the assessment and this is are you ready to blank answer 10 questions to find out are you ready to scale uh answer 10 questions to find out um are you ready to run your first marathon answer 10 questions to find out uh so it's basically a simple assessment um and in there you ask qualifying questions that help you to understand where that customer is and help you to kind of put them into segments uh and uh and then you communicate based on the segments so those would be the four tactics I'd recommend and that's a beautiful segue into uh your wonderful new app uh score app in terms of actually drilling deeply into the are enabling people to actually uh provide that assessment capability so uh can you can you share with us Daniel a little bit of the background in terms of you identifying I supp discovering this first and identifying the scalable opportunity for this for you now to actually direct your energy and resources into bring it goes right back to 2007 when we worked with this guy called Roger Hamilton who launched a book about wealth personalities and he it was called wealth Dynamics and I was in in charge of running this wealth Dynamics profile test and people were paying $100 to take a test and we were making like four 500 Grand a year worth of sales for people to find out which wealth Dynamics profile they were and what do you mean by wealth Dynamics well basically here identified there were eight ways to making money eight wealth personalities so um on the extrovert end you would be a star or or a um leader of people on the introvert end you'd be a landlord or you'd be a uh business systemizer right so he had he had a a model and you had to take a personality test to find out what wealth strategy was was best suited to your personality so we were getting four 500 Grand worth of people taking these but then on top of that we changed our marketing approach for each one of the eight strategies so for anyone who came out as a star we'd start talking about status and achievement and public recognition um and then we'd completely change that for anyone who was a laer and accumulator so so this was my first experience with it then when I wrote my book key person of influence I went oh wait a second I need to have a of course I need to have a key person of influence test so I launched the key kpi scorecard um to find out whether you're a key person of influence and how to become more of a key person of influence and what to do um but I didn't make it chargeable I just made it free and we generated like 90,000 leads 15 million PS came in um and it was basically answer 40 questions and get um get a a report and that report became the backbone of our sales process so when we' when we'd talk to people we'd just get them to pull up the report and we'd have it in front of us and they'd have it in front of them and we'd say hey look it looks like you're really weak for pitching you got a three out of 10 um what are you doing to improve your pitching skills uh I haven't got a plan okay well let's put that in um so we just talk about the things that they want to improve and it was like conversions 5x uh you know and the speed to conversion you know was so much faster so basically I launched three or four more of these I launched the 24 assets scorecard I launched the over subscribed scorecard um and we were just basically making tons of money off the back of these things and like just shocked that no one was using them and then a few friends started saying how do you build these scorecards they seem pretty good um and I said I said well it's about 10 grand and about six weeks worth of writing up all the content so I did about I don't know 10 of these for different friends and then we thought wait a second this should be a platform rather than cobbling together WordPress and this that and you know all of these things we want to build a platform so we went and built the platform and then we start getting hundreds of people signing up but obviously the complaint is it still takes hours to set these things up maybe days or even a week or so you've got to write a lot of content and do a lot of thinking so we were going along pretty well and we had I don't know a thousand clients when AI came along um and then AI came along and took it from six six days to six minutes um so you you give the AI a few a few pointers and then it writes over a thousand words and organizes it and codes the web site and codes the questions up and builds the dynamic results page and builds the report and suddenly and then it also writes email uh campaigns just for that person and it creates press releases about the data so we basically plug in the AI and then suddenly everyone goes oh wow so now I can get this thing without any hard work okay great so we've just exploded uh since the AI came along because it just does everything for you um and also we've just recently introduced capab ability to launch weight lists um we've launched capability to um get people to opt in for a discussion group and get get in the WhatsApp so all of those tactics we've stuck them into score app as templates uh as well but look it's all based upon you probably sit there a cynical list might say oh he just talked about those things because they're in score app it's like no no I've been talking about those things for years but people don't have the ability to implement them and they get stuck so we've brought those in as templates so that people can Implement those ideas but those ideas predate by 20 years those things have been working for 20 years uh and we've just made it super simple and you can do it if you don't want to use score up do it a different way um but score app is like the way to do it in five minutes and get these things set up real fast yeah because you know when you list out the four tactics there you that that makes sense but for the and anyone listening to this oh yeah of course you know but they'll stop listening to this and go back into the busyness of their day-to-day yes uh so what score up is doing is actually enabling you to to um execute on these and Implement these four tactics without you having to do a huge amount of work and effort uh yeah they're all templates and they've got AI plugged in so the smallest amount of effort and you've got yourself that campaign ready to go so what's the vision for for score app then you must be hugely excited I mean in terms of the potential for this yeah so everything that I do is developing entrepreneurs to stand out scale up and make a positive impact so like it all goes back to that theme and score app is a important and Powerful tool for allowing people to do that it's that it is a very it's a great tool for getting the intellectual property out of somebody's head and into a format that allows them to run a successful campaign and scale scale Up Stand Out scale up um so um so the vision is you know for me personally it's about building businesses and tools that help fulfill on that mission I I wrote a book called entrepreneur Revolution I really believe this is a magical moment to be an entrepreneur um I think AI is a turning point for Humanity um it's as significant as the agricultural or Industrial Age um it's as significant as probably discovering the wheel or fire um and you know here we are alive at this particular moment in time and um yeah I just want to help people to make the most of the times that we're in um so there's there's a big Vision there obviously it'll be $100 million plus business which is great um but um you know but that that's a fun way to keep score But ultimately it's it's a cool business to help a lot of people build a business before we move into the close Daniel this this the last hour has absolutely flown I I I would uh appeal to you to get you back on again there's so much uh I I I'm I I'm even careful conscious of time not to open up the whole AI discussion but I'm sensing given what You' you've said what you've articulated about how it has supported score app and the development of that you're you're hugely positive about AI I just want to to dig in a little bit um into your purpose you know the you you you you've said it a number of times now what has been the Catalyst to that you know what what why why why is this important to you well there's a number of reasons if you go back through all of human history humans are very entrepreneurial we we there there's a natural state where we love to serve others help others and we love to get rewards for that um you know we love you look at little kids they love the basics of doing something for somebody else and getting rewarded um and really a lot of that is the the fundamental building blocks of Entrepreneurship I think entrepreneurship is our is a very human State and I don't just mean the founder I mean like working together in an entrepreneurial venture I think it's very unnatural to live to to live and work in the corporate environment and some of the Industrial Revolution structures that we came up with um and I think that entrepreneurship is probably the greatest ability to make positive change in the world um you know entrepreneurs come up with scalable Solutions we come up with ways to solve a problem today tomorrow next week and then even bigger you know in a year um and we come up with ways that generate Surplus energy so if we think of money as Just Energy an entrepreneur is coming up with a way of solving a problem so that there is a surplus created that then scales that into more people's lives so for me it's about finding a tribe of people who want to use entrepreneurship as a vehicle for making positive impacts um there's a like there's a bit of a Genesis story for me which is I achiev success in business at a pretty damn young age you know we were doing 10 million before I was 25 um and um I I became I did some traveling and I became aware that there was a lot of problems in the world um you know I went into Rural ugander and I spent time with the CEO of The Hunger project and um you know I went into a charity in the slums in India and um you know environmental destructions always hit pretty hard um on my strings and basically I started realizing there's just so many problems around and um and I started thinking well what what am I going to do like what problem do I pick and solve that is a good problem for me to pick and solve I kind of really started thinking about like you know maybe getting involved in like the education system and doing stuff with you know um kids as they're going through school and I looked at all sorts of different things and I eventually rest Ed on this idea if I could develop Entre thousands of entrepreneurs who each use their business as a Force for good and if I could tilt them in that direction then the flow on impact would be massive and I also heard a quote which was that you can achieve a lot if you don't care about who gets the credit so um if I could create an entrepreneur accelerator called Dent where other people get to go out and get the credit for the amazing work their business does but if it was me that tipped them in that direction I could feel good about that as well um so so basically that's that's where it all came from I love that Daniel you're such a a wise man and such a young man uh you've you've had and I would I I would contend that a lot of this you know your Vibe attracts your tribe clearly you were sending something out as a young 19-year old which which uh was attractive to John in terms of your capability your attitude your energy all of that so I don't think you know and we can say well it was good fortune you know you met John but um you're an incredibly capable guy you know I encourage people who are listening to to to go down the rabbit hole of what what you're doing read your stuff um can you share with our audience today three Timeless takeaways we talked about them with our um with our maxims right so let me give you a few maxims that I think a Time so the first Maximum is your standing on a mountain of value um and that Maxim is all about the fact that right underneath you is this huge amount of value but when you're standing on top of a mountain you lose perspective of the mountain you can actually see everything but a mountain if ever you've stood on a mountain and you've got to the summit you can see you can see everything other than the mountain so this is something called proximity bias which is the inability to see what you're standing closely to um so one of the first things that I always talk to people about is that you probably want to chase success but what you will discover is that it's right under your feet so there's a story there's a case study there's a um there's something that's been in already unfolding for the last 10 20 years that's ready to happen um and when you tune into the thing that's under your the mountain of value that you're already standing on when you tune into that that's when the magic really happens when you chase nothing happens you get exhausted chasing so so that would be a bit of Timeless wisdom the next one would be you get what you pitch for you're always pitching so you get what you pitch for is that the Journey of successful entrepreneurship is essentially a journey of a thousand pitchers you're either going to be pitching people regularly in which case you can do it in three to five years or you're not going to be pitching people very often which means it'll take 20 or 30 years um but ultimately you're going to have to do a thousand great pitches and you're pitching things into existence so for example if I were to pitch to you I'm a financial planner I help anyone with their finances and I will happily take a look at whatever you want to take a look at that's definitely going to pitch me into being a middleof the road boring financial planner who earns a very average amount of money if I were just to say I'm a I'm a financial planner I'm incred passionate about rural families who own Farms I work with farming families to secure their farm for the next two generations um and I do things like create um code Codes of values and um like we we actually almost set up a family offest structure for farming families and we've identified all the best practices for a rural family that owns a farm to pass that on successfully that's going to put me in the case of being a globally recognized leader in that field who um who has clients all over the world who have multi hundred million dollar rural businesses so if I pitch that for 10 years I'm going to end up with a very different business than the first one so the idea is you get what you pitch for and then you're always pitching is that you can't switch it off so if you say times are tough you're going to pitch into existence times are tough um if you say there's no good employees in this industry you're going to get no good employees so you pitch into existence everything you pitch you can't switch this thing off you can't say oh when I'm in front of people that's when I do great pitches but behind the scenes I slag off about people and say bad things about my industry it's it's all a pitch everything so you you got to get you got to get comfortable with the idea that anything that comes out of your mouth added to add a little bit of inspiration and emotion to it uh you're pitching that into existence oh my goodness um so so so profound and everything that you say just resonates so so strongly I've I've thoroughly enjoyed the conversation today uh what's next for you Daniel then is the is the focus of your energy you know we've only 24 hours in in a day is the focus of your energy and and score up uh yeah so score I there's the whole group of companies and I you know I do my high value thing across all of them um and I've got an amazing team who does does their high value thing um but we're launching book magic which is author tools for um AI driven author tools so writing a book and having effectively having someone who's brainstorming the book with you while you write it um so that's bookmagic doai um and you know AI is a major Focus for me at the moment I want to have multiple AI businesses and I'm I'm noticing what ai's capabilities are and you know I'm going all in on that and and loving it um and and yeah essentially you know for me I'm in my 40s I've got a young family and it's like I'm just very aware of the fact that this is a magical moment that I need to strike the right balance between time with kids and and making the most of my Peak earning years and um and you know I've got all this Creative Energy and just basically making sure I don't spread myself too thin but you know get it right effectively well look with all of that I I want to thank you for for uh serving our audience today for your time your energy your incredible wisdom uh so look if anyone wants to to reach you Daniel to to connect with you to find out more where are best to reach you uh well there's the books so there's the four books uh ranging entrepreneur Revolution key person of influence over subscribed in 24 assets those are on Amazon and audible um there's my social media I'm very active on LinkedIn at the moment so adding me on LinkedIn um is totally cool uh and I'm posting lots of stuff on LinkedIn um I'm putting weekly videos on YouTube as well just as I learn stuff sticking it on on YouTube so um so there's there's a good amount of stuff uh there um so LinkedIn YouTube um books all of that brilliant well look I wish you every success with what you're doing um where you know our our purposes are very very much aligned I I love it and uh I'm I'm I'm excited about learning more and hopefully we'll get you back on the show another time so brilliant I'm looking forward to it brilliant look take care thanks Daniel cheers

Channel: Simple Scaling

Views: 13,957

Keywords: People lining up to do business with you, daniel priestley, daniel priestley oversubscribed, daniel priestley entrepreneur revolution, daniel priestley deep dive, daniel priestley interview, motivation, leadership development, lead generation, brendan mcgurgan, simple scaling, scalex insider, key person of influence

Id: p7J3CH2VNFs

Length: 76min 36sec (4596 seconds)

Published: Wed Dec 20 2023