Using Patience & Long-Term Vision To Drive Growth
Tim Fitzpatrick
MSP & B2B Professional Service Firm Marketing Consultant/Advisor | Fractional CMO | Build and manage your marketing engine to get where you want to go faster. | Remove Your Revenue Roadblocks
Welcome to the Rialto Marketing podcast. Today's episode is a revenue acceleration series interview where we talk to seven figure B2B professional service firm owners that are actively trying to grow their business and get to the next level. We talk about the good, the bad and the ugly so that you can learn from their experience.
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Using Patience & Long-Term Vision To Drive Growth
Tim Fitzpatrick
Welcome to the Rialto Marketing podcast. Today's episode is a Revenue Acceleration Series interview where we talk to seven-figure B2B professional service firm owners and executives who are actively trying to grow their business and get to the next level. We're going to talk about the good, the bad, and the ugly so that you can learn from their experience. Hi, I am Tim Fitzpatrick with Rialto Marketing, where we believe you must to remove your revenue roadblocks if you want to accelerate growth, and marketing shouldn't be difficult. Thank you so much for taking the time to tune in. I am really excited to have Kelly Paletta from EXP Technical with me today, and Kelly is the Director of Sales and Marketing at EXP. Kelly, thank you so much for taking the time and welcome.
Kelly Paletta
Oh, thank you so much for having me. I'm looking forward to an interesting conversation here.
Tim Fitzpatrick
Yeah, so am I, man. I know we'll have a great conversation about your experiences as a Director of Sales and Marketing. Can't wait to pull out some gems from you there. Before we get started, I just want to jump in, ask you a few rapid fire questions if you're ready to rock.
Kelly Paletta
Sure.
Tim Fitzpatrick
Okay. So very quickly, what do you do and how long have you been doing it?
Kelly Paletta
So I'm currently Director of Sales and Marketing in EXP Technical. I've been here for a little over three years, I think. And prior to that, I've got a total of about 20 years of experience in the IT services and support industry. I work for another firm. And at that firm, I contributed either as an individual contributor or as a sales manager, as that firm grew from around 18 or 20 employees to about 85 or so when I left, and then left there to work at EXP with some people that I really had a lot of respect for and excited now because I get the opportunity to try a lot of things that I'd always wanted to put into practice.
Tim Fitzpatrick
In your professional experience, what's the most important lesson you've learned?
Kelly Paletta
Well, one is persistence. For me, one thing that has helped is following up on lost opportunities down the road, realizing that if things don't go your way today, they still might in the end. And I've captured a lot of great clients just by being politely persistent, not the, I'm not taking no for an answer, damn it, approach I'm still here. I'm part of the same community that you are, and I'm going to be for decades. So I'm here when you need me. That persistence has worked well for me.
Tim Fitzpatrick
I like that. Somebody that I used to connect with every once in a while referred to that as being comfortably tenacious, which I always thought was a really good way to put it. But it also reminds me just persistence in everything that we do. As you were sharing that, it reminded me of the story, and I'm going to totally botch this story. But have you ever heard the story about the guy that had bought land? There was gold. He dug and dug and dug. Nothing happened. Gave up, sold the land. And the guy that bought it after him, a foot or two deeper, he struck gold, right?
Kelly Paletta
Yeah, I hear you. There's this cost fallacy, too. But yeah, that's a great story. There is. There is a certain point where it helps to... I mean, I should be more yes, and that's a great story. I agree completely.
Tim Fitzpatrick
No, I totally get it because the flip side to that is, yes, you can go too far down the path because of the bias that I've got to keep going down this path. Look, we know working in a business, trying to grow a business is hard. Is there anything that you say to yourself or you share with the folks that you work with, mantra, a motivational saying to help you push through those challenging times?
Kelly Paletta
I love this. So I'm going to give a shout out to one of my mentors, and he passed away, and I've not been in touch for a long time, and I regret that. But Hal Thorpevig was a sales trainer here in the Pacific Northwest. And one of the things that he would start when people started his program, and I think he co-opted this from Zig Ziglar, but he would say, Anything worth doing is worth doing poorly. And the thinking is, and it's the only adage I share with my kids, but it's more thinking about the things you do as a learning lesson, detach from the outcome and just try to get better at the skill and the mastery. And if you think in those terms, the outcomes that aren't to your liking, they don't sting as much. It's just, Okay, well, I'm working on my skills. This is just a game. I'm just trying to get better at this skill. And so I'm going to suck at it for a long time, maybe even decades, until I get better. But that's what's fun is that learning process of trying, failing, trying things a little bit differently, and again, detaching from the outcome as much as you can, even though it's hard, and then being persistent, trying to get incrementally better, but being willing to suck at something for a long time. You might see I've got drums behind me. I don't know if they're... Oh, yeah, I can see this. I'm a musician, and I'm more of a drumset guy than a hand drummer, but that's how musicians learn. You suck at playing an instrument for a long time, and it sounds horrible. But you just keep doing and get incrementally better as you go, and eventually you can do it.
Tim Fitzpatrick
I love detaching from the outcome. Somebody else that I follow has been talking a lot about that recently, and man, I don't think enough people talk about that. We are so invested in the outcome sometimes. It can really get in the way, and it can cloud our judgment.
Kelly Paletta
Yeah. In another shout out, I follow Josh Braun on LinkedIn, and that's one of the things that he says consistently is, Detach from the outcome. Just be curious. Follow the path where it leads. But you can't reach into somebody else's pocket and pull out their checkbook.
Tim Fitzpatrick
No. And that's the thing that I love about having that philosophy of detachment from the outcome is it forces you to focus on what you can control and let the rest go, which is so, so important.
Kelly Paletta
It's liberating.
Tim Fitzpatrick
Yeah, it is. It's very liberating, right? Because if we really think about it, there are so many things in business that are beyond our control, right? You can do everything that you possibly can to try and help a potential client, right? But they have their own situation, and if it's not a fit for them or they don't get it, nothing you do is going to change that.
Kelly Paletta
Yeah. And this is what bugs me about some culture in sales, especially, but for business leaders as well, that there is that sport culture. I'm just going to dominate, and I'm going to crush, and I'm going to... You can dominate by being tenacious and politely persistent, but you can't overpower. There are just times where it's just not the right choice for somebody else. If you're thinking, well, it's a failure on my part if I didn't succeed with that one particular goal, it's just not realistic.
Pricing Services Differently
Tim Fitzpatrick
No, not at all. Let's jump in. We talked about a lot of stuff in the pre-interview that I really want to share. And one of the things that I found really interesting about EXP is, you guys do not price services like a traditional MSP.
Kelly Paletta
Yes.
Tim Fitzpatrick
Can you describe what you do, how it's different, what you do, and why you guys went down that path?
Kelly Paletta
Yeah. Well, so it's not really revolutionary. I think there are a lot of other companies that do this, but business leaders in our industry tend to think of things only as black and white in the extreme. And either you're break, fix, and you're just chasing all these reactive clients, or you're an MSP, and you've got a fixed price, structured service. And what we do is our clients pay for what they use of our time. At the simplest case, it's hourly billing. But that doesn't mean that it's break, fix, and purely reactive. We have building blocks like James Cleary, Systems for Success. We have structured to the services that we provide, so our clients get predictable pricing. They know what to expect in the months to come, but they're not paying a fixed price. They're not paying for the platinum, gold, or silver plan, per se. And I guess if you don't mind me diving into it a little bit deeper.
Tim Fitzpatrick
Yeah, please.
Kelly Paletta
The reason why we're committed to that or the reason why that has worked well is that I have, at times, sold the platinum, gold, and silver plan, and it's rarely a perfect fit for everyone. My CEO Tony Lassert, says, At the end of the month, somebody loses under that plan. Either you pay for more than you get or you get more than you pay for if you're on the buyer's side. I guess the thinking is over time, it evens out. But I think the way buyers see it is, Oh, I'm going to get more than I'm going to get more than I pay for because it's those other losers that are going to subsidize my service. It never works that way. But the advantage is that, for one, it feels equitable And also there's very little friction in bringing clients on board. They don't have to sign an eight-page contract with punitive termination clauses and lots of things that are in scope and out of scope. It's a lot less rigid that sense.
Tim Fitzpatrick
Do you guys use long term contracts or are they month to month?
Kelly Paletta
So it's neither. I mean, our clients, we believe that it's our good service that should keep our clients with us. So they sign terms and conditions which have a few basic terms like payment terms. They can't offer employment to our staff, but they can leave us at any time. We feel like it's our great service that should keep them with us. And because there's some flexibility in the way we deliver our service, we can deliver a high touch level of service for the clients that need it. And for the clients that have more of a DIY culture that want to do a little bit of it themselves or shoulder that burden, they can do that as well. And again, in all of this context, there's still building blocks and a framework. It's not, hey, we're everything to all people. It's not purely reactive. There's still structure. It's just that they're not locked into it. So that's one of the reasons why there's very little It's a pretty easy decision for businesses on the other side to make.
Tim Fitzpatrick
The reason I wanted to dig into this, I think there's a lot that not just MSPs, but other B2B companies can learn from this is just, traditionally in the MSP space, it's longer term contracts, two, three years, and monthly recurring, which there is absolutely nothing wrong with that. I understand why a lot of MSPs go down that path, but it does leave opportunity for businesses like yours to take advantage of that because not everybody likes to pay a set monthly retainer or fee. Not everybody likes to sign a longer term contract.
Kelly Paletta
Especially that. Yeah. Yeah. I'm sorry.
Tim Fitzpatrick
No, it's okay.
Kelly Paletta
Well, I'm talking over you a little bit, but I do think just about everybody wants predictable pricing. So that is one thing I think the MSPs get right is that they're selling, whether they actually deliver, but they're selling predictable pricing. And business leaders definitely want that. I have never spoken to someone that says, I want to be locked into a three year contract or a two year contract contract or even a one year contract. Nobody wants that. And that's where I could go on for an hour about the differences here, but that's where it gets to philosophical differences. At one level, I think the differences are huge, and at At another level, I think they're insignificant, because what I mean by that is that at one level that they're insignificant is that I firmly believe that markets work. And IT support services are what they are. I mean, every business today, practically, is a technology business. So they need IT support. It's roughly, I mean, there's different flavors and different ways of doing it, but it's roughly the same services that we're providing. So if markets work, then whether it's an MSP model or a TNM model, it's It's still going to be roughly the same pay for the same services. So in that way, it's just the insignificant part is it's just a billing model. The way that it's significant, though, is that, again, there are maybe cultural or philosophical approaches locking clients into a long term contract benefits the MSP owner because they have predictable recurring revenue. And that's great. But it also introduces friction on the upfront side. People might be less likely to to engage that. It also benefits in our industry, a lot of business leaders get into this because they want to build a business to sell it. And I confess, I'm a sales leader. I'm not the owner of the business. And Having a lot of clients under three year contracts does increase your exit value. But it may be at the expense of revenue today that you might not be capturing businesses that you could capture today and delight and get great revenue from right now. I Those are some of the things. And then my bias is then it sometimes gets into the lie, too, of present company excluded. But there is a marketing cottage industry of people that feed on MSPs and say, hey, without signing any new clients, I can teach you how to bring them all onto a MSP program and charge up to $300 per seat per month without doing any more work. And I think that's snake oil. I don't know.
Tim Fitzpatrick
Hey, if it sounds too good to be true. How are you guys... Because you're billing hourly, if a lot of clients like to know what that fixed price is, how do you guys overcome that? Or how do you address that?
Kelly Paletta
Ultimately, well, for one, there's a framework. So if a client, and these days, many clients don't have servers, but if there are, maybe I should step back, at a high level, there are certain buckets that services fall into. There's proactive preventive maintenance. There is reactive, that either things break or the organization grows. We need to provision new users. There's all things that come up. And then there's also this other strategic components that might include regulatory compliance and aligning the technology with the organization's goals. And so we have services that are predictable that fall into each of those buckets. So for example, if you have servers, we should be doing a server maintenance check. We should be reviewing event logs, doing test restores from backups, making sure that systems that are in place for security are pushed out to all the workstate stations and up to date and all of those things. So that's the preventive maintenance bucket that we can estimate. We can say this is our framework for dealing with that. We can estimate what reactive services might be, and that may vary depending on how much my client wants to participate in that effort. They might have somebody on staff that shoulders some of the burden. And then the other thing is that strategic component. That's where a lot of people, sometimes they neglect that. But that's the discussion we can have, too, is putting a stake in the ground for at least annual budgeting and technology reviews. But also let's talk about how business is aligned with or how technology is aligned with your business and maybe give you some tools to help you do that on your own a little bit, too.
Tim Fitzpatrick
领英推荐
Yeah. So you guys, you can give them a pretty decent estimate of what or arrange that they're going to be looking at each month that they can at least budget for.
Kelly Paletta
Yeah. And the reality, if they're under a managed services contract, it's probably the case that if they overconsume by a large margin, either there are guardrails in the contract that say you only get X number of hours per month, or the MSP is going to talk to them and say, You know our effective rate or our realized rate for our with you is just we're down to $40 an hour and some ridiculously low rate. We can't continue. We need to renegotiate the agreement. So the reality is, in my opinion, and this goes back to the differences are insignificant, oftentimes that MSP model that promises predictable pricing doesn't always deliver because there are variables built in the contract anyway.
Tim Fitzpatrick
It's just you guys have... One of the things I see in the MSP space is they struggle to differentiate and the two things that we've just talked about, no long term contracts and basically pay for what you use, are two really strong ways you can differentiate because of how you approach it.
Kelly Paletta
Yeah. Can I interrupt? I would be with us to say the bigger differentiator is that we still believe in having a relationship, a dedicated consultant site visits. We don't want to disrupt our clients workflow by showing up. But we do want to be a familiar on site presence. And the industry really is moving more towards, especially in the post-pandemic era, doing everything remote. And I can tell you this is another thing. Business leaders, they do want predictable pricing. They don't want long term contracts. And I've never heard anyone say to me, I want support from somebody that's 6000 miles away. That's really what I'm looking for. They don't want that. Nobody wants that. I mean, there's nothing remote support that's 2,000 or 4,000 or 6,000 miles away. It's just people, they're trusting their IT support provider with the keys to the kingdom. They want to be able to look that person in the eye and know who they are and have confidence and faith in that team that's supporting them.
Challenges in Running Sales and Marketing
Tim Fitzpatrick
Yeah. So you are the one person responsible for sales and marketing. What roadblocks or challenges do you run into that folks might be be able to take some learning lessons from?
Kelly Paletta
Yeah. Well, I don't know if it's a lesson. I'm one person. And so there's only so much I can do. There's only so much that I can learn about. There's only so much that I can implement. The challenges are I can be distracted and follow sometimes pursuits that are not as fruitful as they should be, or it's just time is a constraint when you're one person. And again, systems for success help having a framework, even in my mind, in my day and goals and objectives. And I'm a one person sales and marketing team, but I'm not alone. Our consulting staff is great, and our executive team is fantastic. And so they work with me on the sales side, and also they work with me on the planning, and we have goals. I can see into the future where things are headed. So time is probably my biggest constraint and making the best use of it.
Tim Fitzpatrick
Do you outsource any of the marketing or sales efforts at all or no?
Kelly Paletta
We have dabbled with that at time. And I confess, with varying success, for a while, we subscribed to a service that provided intent data, and that is a silver bullet when it works. When you find somebody that's really in market because the intent data identified them, that's great. It's a one call and, oh, yeah, let's book a meeting. The problem that we found with that was that there's a lot of noise, and we'd spend as much time sifting through the noise as we would just making relationships with people in our community. So eventually, we distance ourselves. We stopped doing that. And at times, we have outsourced some of the tactical outbound approach, and again, with varying degrees of success. The challenge is when you do that, especially because we are not the traditional MSPs selling the platinum, gold, and silver plans. Sometimes the messaging is hard to control because outsourced marketing efforts, sometimes they're used to selling these services a certain way, and we might be a square peg for that. And I appreciate what you do. And maybe for a disclaimer, for people that are watching, we do not, at least as of yet, work together. But I really appreciate what you do because I don't put you in the category of those folks that are selling snake oil or that are missing the branding and messaging components of it.
EXP Academy
Tim Fitzpatrick
No, I appreciate that. One of the things, Kelly, that we talked about in the pre-interview was EXP Academy, which I think is really interesting. I'm just curious to hear more about how it's going and what you guys have learned. So tell us more about what it is and what you've learned.
Kelly Paletta
Yeah. Thank you so much for asking. So EXP Academy, it's something that I wanted to do for a long time, and it had been rejected in other places for a while. But when I got here, and actually the time was just right to do it when I started at eXp, and it's somewhat modeled after HubSpot Academy. And I don't know if you're familiar with HubSpot Academy. But when I first was exposed to HubSpot Academy, I thought, great, I'm going to learn about how to use HubSpot. And that is a tiny percentage of what HubSpot Academy is. Hubspot Academy is a lot of great resources for sales and marketing professionals. And you learn a lot about good sales and marketing practices. And I've spoken to people at HubSpot, and they say, yeah, because the people that do that are the people that make decisions about CRM. And so we want to get... We want those people to know, like and trust HubSpot so that when they're ready to make a decision about a CRM, they think of us. Well, EXP Academy is a similar philosophy. We've created a site for technology, training, and resources. And what is different is We give away real value there. So it's different. A lot of IT companies have blog posts that are just listicles, and they say, oh, yeah, we're teaching you how to do things. At EXP Academy, we have cornerstone content that are courses that take a while to complete. The most popular one of those is a security awareness training course. And it has, I think, 25, 26 lessons or so. They're short video lessons. There are quizzes to reinforce training. We put some effort. Some of it was accidental, but we try to make the training entertaining. There's a little bit of humor. There's a lot of quick camera edits, and we did it for practically no dollars. Most of it was shot on a cell phone, I confess. But the idea is that, and We give it away to everyone for free. And it has since been adopted by there are other organizations that promote it for us, and they say, Hey, healthcare providers, you can train everybody in your clinic for free on the fundamentals of cyber security awareness by enrolling in a course at eXp Academy, or the Washington State Bar Association, for example, has approved it for continuing legal education. So a small law firm can... Their attorneys get CLE credit and they're protecting their business. So we feel like it speaks to our values, which are contribute to the community and share knowledge, share success. It helps people come to know, like and trust us. And it does good for the community. We're contributing to the community because these folks are, hopefully it raises their cybersecurity maturity and they get some CLE credit or other side benefits as a result. We've currently got about, we just actually yesterday crossed the threshold of 3,000 students at EXP Academy.
Tim Fitzpatrick
That's Awesome. So I'm curious because you have a separate site for EXP Academy, correct?
Kelly Paletta
Yes.
Tim Fitzpatrick
How do you... Are you guys collectively communicating with those students through EXP as a whole by email? Or what does that look like?
Kelly Paletta
I'm not sure if I understand. You mean after they completed a course.
Tim Fitzpatrick
Or just once they sign up, you have contact info, right? So you have 3,000 students that can be used on an email list. Are you guys leveraging that?
Kelly Paletta
We do in a limited extent. People should go into this with an open mind. One of the lessons that I've learned is that this is broadcasting to a huge audience, and a very small sliver of that audience fits our ideal customer profile. Yeah. And so that's one thing is that there's 3,000 students, but an attorney who is just a member of a firm is not really my prospect. We give people the option, especially at the end of the security awareness training course, to opt in. So we ask them, do you want to learn about... Do you want to be notified when we have upcoming webinars? Do you want to be notified when new content is released?
Tim Fitzpatrick
Got it.
Kelly Paletta
Do you want us to contact you directly to talk about IT support for your business? And so they can opt in on each of those levels. And again, they might opt in on... They want to be notified about existing contact webinars. And even if they're not a prospect for me, it's a big community. We want to invite them to those events. What we don't do, and it's because it's a long game and it's a community, what we don't do is not everybody that signs up for eXp Academy ends up on a marketing list. We don't do that at all. And because we think it would crater the long term prospects for that resource, people just wouldn't trust it and wouldn't trust us if we did that.
Tim Fitzpatrick
The thing I love, what I'm gathering from this is you are leveraging that list to cross promote EXP, but it's more in a very gentle way. And you're gathering information about the specific types of information those students want to receive, and you're catering to that.
Kelly Paletta
We are. And what we don't do is there's not paid premium content. You don't have to pay extra to get to the good stuff. I mean, there is a limited gate. I mean, you have to fill out your name and your email address because you're going to get a certificate at the end. We don't have advertising for eXp Technical in the course. We mentioned eXp Technical, but we don't say, Hey, sign up for our services. So we're It's a really long game, and again, it's influenced by HubSpot and that philosophy of helping not selling.
Tim Fitzpatrick
How long have you been doing it?
Kelly Paletta
EXP Academy was released about two... Really in earnest, I think it was April or May of 2022, so a little over two years. The stats are that I mentioned we just crossed 3,000 students yesterday. Right around the first of the year, we crossed 1500. It took us a while to get to the first 1,500, and then it didn't take us that much longer to double that.
Tim Fitzpatrick
No. Well, did a lot of those... Are you guys actively promoting it, or are you starting to get referrals from students?
Kelly Paletta
It's almost all referrals. We don't do any advertising for it. We do promote it in the sense of, if you follow us on LinkedIn, we post a lot of posts and excerpts from eXp Academy. We've invested practically zero dollars in advertising it. And then the other thing that I would mention is that our clients love it, too, because we give away security awareness training to all of our clients. And so the side benefit, this is really one of the real lessons that we've learned, is that it contributes to retention for our clients. We have practically zero churn. And I don't think eXp... The reason why is we deliver great service, but eXp Academy contributes to that.
Tim Fitzpatrick
Yeah. Kudos to you guys because most people do not... Most people don't have the patience to think this long term for something like this. But ehe reality is most of the things we do from a marketing standpoint are long term, and we need to invest in it and do it like you touched on in the beginning. You need to be persistent, right? You need to do it over and over.
Kelly Paletta
Yeah. Our focus, we're trying to build a community. One of the things I want to do is I want to be the number two sales rep at EXP. I want our clients to be number one. Right now, frankly, on our journey, we have an audience, and we're trying to build community where our clients can speak to each other, where they can invite others into the group. We're not there yet, but these are long term goals, and you're right. And you said kudos. It's really kudos to our executive team. I have a lot of leeway to try some crazy ideas.
Tim Fitzpatrick
Yeah, cool. I love it.
Kelly Paletta
These are things that people before said, Nobody wants to watch an effing video. But apparently, 3,000 people do. And one other stat is, of those 3,000 students, they consume an average of about 45 minutes of video content. So it's extremely high engagement. They spend a lot of time with me because oftentimes it's mandated. Oftentimes it's mandatory security awareness training for them. It's high engagement, but it is a long term. It's a long term play for sure.
Tim Fitzpatrick
Yeah. It'll come back to you. I'm sure of that. So a couple more questions just to wrap things up. As the director of sales and marketing, you're living it every day. What's working? What are you liking right now?
Kelly Paletta
You know what? Like right now, one of the things that I've been... There are a few things that delight me when they work. One is video messaging. Video messaging is a secret weapon that I think in the SaaS world, it gets used a lot, but in the MSP world, it doesn't. And one thing that I do right now that I've just started doing is LinkedIn allows you to create a video message on your cell phone. And so when I get a new connection on LinkedIn, it's not a sales pitch, but it's, Hey, Tim, I'm so glad we're connected. I look forward to the content that you share on LinkedIn. I'll do everything that I can to promote that in my social network. If there's anything else I can do for you, let me know. But I'm just glad we're connected. And it's a 20-second video message that is native to LinkedIn, so people don't have to go. Sometimes people are suspicious about going to another site. So that's That's one thing. And just like cold calls, people don't always watch the videos, but when they do, they're like, Oh, my God, thank you so much. That was so nice. We're so clever or whatever. So video messaging is one thing. The things that work day to day are the traditional marketing, having systems and cold outreach through email and cold calls. And we've mentioned EXP Academy. We also do webinars regularly, and those perform very well for us. So there aren't a lot of magic bullets, but there are some things that are fun when they work because of the novelty.
Tim Fitzpatrick
Thank you for saying that. There are no magic bullets. What I talk about is there is no marketing easy button, right? So many businesses are just looking for that next thing. What's that one thing that's going to transform my business? And it's just you're going to be disappointed because it doesn't exist.
Kelly Paletta
To your credit, your peers elsewhere are often selling the easy button because they're talking to an MSP owner that has 80 clients that are all break fix, and they've been supporting everyone from a food truck to a dog walker. And then somebody comes in and says, Hey, I've got a marketing system that you can deploy to get them all signed up on a contract. Again, at up to $300 a month. And I don't think it works that way. I'm sure there are outliers, but again, it gets back to that thing of, I'm I'm a capitalist, and I think markets work. And there are some people that have exceptional results, but they are the exceptions.
Conclusion
Tim Fitzpatrick
Yeah. It's more the you got to have all the pieces to the puzzle, right? Or the way I think about it as an engine, right? You're building a marketing engine. An engine isn't just one part, right? There's all kinds of parts to go into that engine, and you need those things working together if you want to build a consistent repeatable system. Last question. Knowing what you know now, anything that you would do differently, and you can choose to answer that however you want.
Kelly Paletta
Yeah. Well, in my career, Well, I will say I'm having more fun right now than I've ever had, and it's because I'm doing a lot of the things that I always wanted to do. And so what I would do differently is in my career, I think I had longevity sometimes because I just keep my head down and do my job and deliver good results. But I also would just keep my head down and treat it more like a job. And it's become a lot more fun right now to be able to try things and experiment in ways that some of them... And I guess going back, if they were rejected before, I'd be like, Okay, well, I guess I'm not doing that. Whereas now to EXP's credit or maybe their detriment, I have a lot of leeway to try things, but it's so much more fun. And a lot of the things that I'm doing now, I wish I had done. I wish I had been a more vocal advocate for in years past. But I don't have any regrets. I am extremely fortunate. A lot of things have worked out very, very well for me when maybe I didn't deserve it. So there's not much that I would do differently because I've been very, very fortunate.
Tim Fitzpatrick
Where can people connect with you?
Kelly Paletta
There's a number of places. If you're watching, you want to connect and follow me on LinkedIn, please do. I'll try to remember to send you a video from my cell phone if you do. You can view EXP or you can visit EXPTechnical at exptechnical.com . You can also take, there's a couple dozen courses at eXp Academy. They are entertaining and some of them are humorous and we try to put out great content, but that is at academy.exptechnical.com . All of the content there is free. So even if you're just a worker, if you're curious, and I've already admitted, it's not going to put you on a marketing list, I'm not going to hound you. Those are three great sources. You can connect with me. Actually, I'll give a fourth. You can connect with me on LinkedIn. You can follow EXP Technical on LinkedIn. You can visit our site or you can visit EXP Academy.
Tim Fitzpatrick
Awesome. Kelly, thank you so much, man. I really appreciate the time. This was a great conversation. I know people, there's some gems in there. So thank you for sharing that.
Kelly Paletta
Well, thanks for indulging me. I enjoyed our conversation, sincerely.
Tim Fitzpatrick
Yes. Anytime. And those of you watching, listening, we appreciate you as well. If you want to connect with us, you can do that at rialtomarketing.com . You can also over at RevenueRoadblockScorecard.com . If you want to know which of the nine revenue roadblocks are slowing down your growth, you can do that there. Takes less than five minutes. So take advantage of that. And until next time, take care.