WHY YOU NEED TO DEFINE A PROFITABLE TARGET MARKET AND OFFER TO SOLVE THEIR KEY PROBLEM

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Building a profitable business whilst working less requires a few key strategies to be implemented. These strategies will form the heart of your marketing to position you as an expert in your chosen field and bring you the kind of client who will make you more money.

The first of these is to build a scalable business model. By this, we mean one in which you don’t trade time for money (there are only so many hours in a day!) on a one to one basis but where you can share your expertise more widely.

The second of these is to identify a high-value target market who are in need of what you offer. Figure out what their key problem is and how you can solve it. If you focus ALL of your marketing on offering to solve that problem, you will be perceived as the expert rather than a generalist. What’s more, your target market will tune into your marketing messages and come to you for help.

In today’s show, we discuss these points with Steve, a Qigong expert who is looking to scale up his business. With real-life examples, you will learn:

• That many people have problems because they haven’t followed their calling - and if you offer to help them when they reach crisis point, you can make a huge difference
• That you need to build a scalable business model - one where people aren’t wholly reliant on your personal service
• That you need to identify your high-value target market - your ‘A’ clients who will make you money, and focus purely on these people
• That even if you have lots of product offerings, you should focus your marketing messaging on the one that helps solve a particular problem for your target market
• That if your marketing is too general or contains too many messages, people just won’t see it

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Perry Mardon

Hi and welcome to this week's show. I'm really excited. I'm going to do something very different this week. I'm going to be working with a gentleman who I know reasonably well, who has been in business and been working part-time and is now looking at growing their business, and one of the things I wanted to do was reverse engineer what I know about building businesses so that they run independently from you so that you work less and earn more.

This particular gentleman, his name's Steve, he doesn't make the mistakes that most business owners make, which is building themselves into their business. So if that's of interest to you. Watch on.

Perry

Welcome, Steve. How are you going?

Steve

Good. Thanks, I’m very glad to be here and looking forward to our chat today, very excited.

Perry 

I'm looking forward to helping you as much as I can. And I've got my head Business Coach on here, Brian Goodeve, Brian welcome.

Brian

Thank you, Perry. Hi, Steve. 

Steve

Hey, Brian How are you going?

Brian

I'm going really really good. Thank you.

Perry

What is it that you're looking at attempting Steve? What is it you want to do? What's the vision for your business or the next developmental phase for your business?

Steve

Well, the ultimate vision of the business is.. my mantra is health, wealth and location freedom. So essentially what I want from my business is not to be tied up on a day to day level, but having to be seeing people one on one. But initially, the overview of it is coaching, life and leaders, so basically self-leadership. So life and leadership coaching.

Perry

Great, we're going to have some fun with this. So the first thing... we won't go to ‘avatar’ yet because I can really bring some insight here that will really help you. I believe. Just share a little bit about your background and your skillset.

Steve

Sure. So I've been a Qigong practitioner, Qigong in case for those of you that don't know is Qi means energy and Gong means work. So think of something like Tai Chi.

I've been doing that for the last sort of almost 20 years as a practitioner and also as an instructor. I had my own you.. know I used to run classes, regular classes, which just lead to burn out really a few years back. 

Since then I got involved with coaching, life coaching and had my own business doing that and sort of doing one on one coaching. Again, very much time poor in that space. 

Then the last four years, I've kind of switched my coaching focus into the mental health field and I’ve been a mental health coach in that space, kind of working in, again, hourly rate type stuff, but really gleaned some skills, working with groups of people going through some very severe and persistent mental illnesses. 

It’s been a beautiful time of growth and learning. And essentially, you know, alongside that, I've been a musician for many years. And one of my key joys, it gives me energy, is presenting and being out in front of people. And I've naturally been a teacher all of my life. So they're kind of my core skills. 

And I'm looking to combine all of that, to see if I can play my part in changing the world for a better place.

Perry

Why do you like coaching? What is it about coaching and teaching that you love?

Steve

I love seeing... I can see people's potential and I love the exploration that coaching gives to sort of uncover or allow the person to uncover their potential and move forward and basically live their dreams, in the mental health sphere, especially I've recognised that a fair amount of the participants I've worked with, a lot of their problems have come from unrealised callings. 

And that is, you know, that’s a tragedy, really. So I want to do as much as possible, live my calling, helping other people live their calling. One thing that would make the world a much nicer place as well.

Perry

OK, so what do you like the Qigong? Obviously, you know, I have a background with some of the Daoist martial arts and Qigong. I had many years training in that stuff. Why do you love that?

Steve

Again, it's multifaceted. But essentially, the power is in your own hands, literally. But, you know, it's something that I can do that gives me peace, tranquillity. It allows me to have a certain level of power. I mean, when I do it in a martial sense, there's an inner power that I can use in that space. 

It's an awesome tool for growing a physical, mental, emotional awareness. And it's but it just gives me.. .I haven't been hadn't haven't had to go to a doctor in 20 years. In fact I don’t even have a Medicare card. I've been in Australia for about that time. I didn't bother getting a Medicare card yet. So, yeah, self-empowerment really.

Perry

Great great. Okay. So, again, you know, you can see your skillset, as you quite rightly pointed out, your skillset, it's certainly the coaching work is very interpersonal and one on one is where you're going to get your clients the biggest breakthroughs. But in many ways, as you know, one on one isn't a good business model.

I call it time-poor and you’ve already identified getting people into their calling, so that's a really important thing. A really really important thing and just so those that are listening.. I'm just going to clarify that a little bit.

Everybody has a calling. And if they follow that calling, it leads to fulfilment. So as an example, right now I'm completely fulfilled and most of my day I'm completely fulfilled, meaning I have a joy in what I do. 

And that didn't just happen by accident. I'm not doing all these things that I enjoy doing by accident. I worked out at a young age what I loved to do, what my mission was, and therefore I only did that and I didn't do anything else. 

So once we can find out what's in us, that needs to be fulfilled and we do that more. Obviously, that just leads to a far superior and happier life. And. I'll just bring this to me and just say that if I died tomorrow, I'd feel so satisfied with pretty much everything that I have done because I've lived my life based on my callings. Now, for the most part, I'd say a fair percentage of the people don't live that way.

They grow up in fear. They grow up with parents that are also fearful. And the whole concept is to get security, get a job. I've nothing against that by the way. But if you are driven by security, safety and to get a job as a young person, you're not going to ask yourself things like what matters to me? What gives me juice? What gives me excitement? What do I love to do? What am I? 

So what we live in is a world now where people are deeply unhappy doing work that is meaningless to them that they hate, that they're not suited for. And that leads to health issues, that leads to relationship issues, that just leads to all sorts of challenges and issues for people. 

Just before I come back to you Steve, when we're working with our business owner clients, our job is to get them into their purpose and passion and into alignment, doing what they're here to do. And we delegate everything out to those that are more suited to the tasks that aren't in alignment with that business owner. And so we start to create happy high-performing cultures when we think that way. 

Brian, you see us doing that all the time. You are part and parcel of that here.

Brian

That’s our duty And that's why people come to us. 

Perry

Yeah, absolutely. What difference does it make quickly, Brian, when teams are in their sweet spot, doing what they love, where the person who loves working on spreadsheets, which I would want to kill myself if I had to work on spreadsheets day in day out. But when you've got people working on spreadsheets that love on spreadsheets. You got people making sales and communicating and love making sales. What difference does it make to a team culture Brian?

Brian

It's joyful, Perry and productive. And people in their happy place are going to strive and they're going to contribute to that team culture every single hour of the day.

Perry

That's right. That's right. You’ve got everyone in their happy place doing what they were designed to do. Performance just goes through the roof and you've got happy cultures. 

So Steve, I'm going to ask you a question. I've sort of already arrived at an answer where it's funny, Brian & I were working with a client today in a different space but very much a people helping space. 

We worked with him around his ideal client. We gave him a real breakthrough in understanding about how to build his business. 

I think we're going to go there with you. But before just going into them, let me just ask you a couple of questions.

If you are running a business, getting people into their calling. The first challenge with that is how do you do it en mass so it doesn't rely on you. Or. And Steve just park that, you stay, thinking about that because I'm going to address the audience that's listening or watching at the moment.

All business models and different, but some business models can only trap you; when you trade time for money as your only source of income, as a business owner, you are trapped, meaning you've only got 30 hours a week that you can work with clients, probably less than that, because to run your business also takes about 15 to 20 hours. So, you know, and the moment you might get thirty-five hours with a client, your marketing stops, your business slows down and suddenly you finish with those clients and you're marketing hasn't happened.

And so you’re rushing back out, trying to get more clients then when you get clients, you take them on and you suddenly become a roadblock to your business growth and oftentimes in one to one models there's not enough scope of profit in that type of business model to employ other people to do things. 

When you've on an unlimited scale. And what's unlimited scale? OK. So if I sold an e-book for ten dollars, two million people could download that in the next five minutes, or 10 million people could download that in the next five minutes or thirty million people could download that in the next five minutes. 

So that means there’s unlimited scale in that business model. Now, not only does that business model of a $10 ebook have unlimited scale, it has total passivity. 

That means that I could write that ebook, sell it for $10 a million times over and never have to do any other work than what I did to write the book and set it up and have the marketing working. 

And we would always go to automate our marketing. So this is just conceptual. You get that Steve don't you? There's unlimited scale and passivity, that's a good business model. 

I'll just add one other thing here. If you have unlimited scale and passivity and continuity, it means that you get paid for something many times over. So think about services like the Xero accounting package or Dropbox where there are subscription fees and the software is built out. There's always got to be a team tweaking and improving the software but once that's built out, most software has unlimited scale, scalability and then it's mostly passive apart from the techie team and then you're paying monthly subscription, it's almost the ideal money-making model that allows you to go and go and live a good life. 

So, yes, the question, so how do you bring it back to your mission? Because you want to empower people to be in their calling. How do you do that in a way that you're not tying yourself up?

Steve

Yes, so I've obviously been giving this some thought and everything you just mentioned has been something, I've been with these strategies and with your learnings for quite some time as well. 

So I'm thinking about obviously at this stage I'm going to have to do some legwork. So what's the best bang for the buck in terms of like reaching more people? And so my current thinking is to develop speeches and speaking gigs, which is basically to hook people in with inspirational talks and then lead that on to my website and then creating a funnel from the website to my online program, which is again, the idea of that passivity space. So that's the kind of the thing. 

My first phase is to get into the speaking market again, because that works on one of my strengths of enjoying being a performer. At this stage, though, I'm still building the back end. So there's not a lot of point me going out and doing that until there's somewhere to point everybody to go to.

Perry 

I agree with you. I like your thinking. I can feel a little bit of your reservation because it's new to you. I'm gonna help you refine a couple of things and give you some things to think about. So I don't disagree with your approach in the slightest bit.

So, you know, that makes sense. I'll probably go sideways for a little bit because the biggest challenge, as I said, everything you said makes sense. And just for the audience, just to simplify things, when Steve goes out and teaches there's scalability in that. What does that mean?

It means that Steve can fill a room full of 100 people, 20 people,80 people, a 1000 people, and he is able to do that talk.

That means that for his two hours or his hour and a half or his hour talk, he's able to reach 80 people or 100 people, 1000 people, it's what we call one to the many.

That's better than one on one, isn't it? When you start to look from a scalability perspective. Not only that, when he speaks in public, everyone sees that he is an expert because he is he's very good at what he does. And so that helps him with the ‘know, like and trust me’ aspect. 

The other thing that Steve can do is he can record those talks or some of them, and he can sell them as physical products or secondly he can turn them into online masterclasses or webinars. They're just masterclasses, webinars are now called masterclasses because webinars are passe now, so that's a new way of calling it but you can see that you're able to, again, duplicate speaking in public and then use it in your online conversion funnel as well.

That's a smart use of leveraging of time. I'm going to just take you sideways for a second and I'll ask you a question. Who can most use what you have to offer?

Steve

So I have been thinking about my target market and that does swing depending on the slant that I put on my offering, but currently I think my best market is forty to fifty five-year-olds that essentially have you know, life, you know how life, you see a lot people, put their car into gear and off they go and they find themselves kind of like the midlife crisis sort of space. 

Around that sort of point, you're starting to think slightly about the fact that you're gonna die one day. And did you really end up doing what you wanted to do or did you just do what your parents told you, or what you thought to do? 

So essentially, I'm looking.. (and hopefully, they got a bit of money to spend as well) that's the kind of market I'm looking for, a mature person that is looking forward to live out their calling in their life while they still can. And also looking for the health benefits that I can offer them with Qigong.

Perry 

Steve, I'm really pleased that you're thinking along those lines. I'm really pleased. 

So I'm quickly going to tell you that the success of your business only relates to the conversation that we're actually having now. It's easy enough to build out products, it's easy enough to build out courses, it's easy enough to build out your business model. 

But if you don't concentrate and get this part right, nothing else will work. So well done in understanding that. I think that's a decent target market. I'm going to extend on that a little bit. 

There's another target market that I would like you to look at. And I'm going to go sideways and engage Brian for a second because we worked with a client today. 

So Brian, we'll just kind of share that because this is vitally important for Steve to hear. Today, we worked with actually an old friend of mine, someone that I really like. They turned out for a strategy session. 

They're very gifted; a highly trained naturopath who has spent 30, 40 years developing their own healing protocols and I've seen them work miracles with people. 

But they're generalists, so generalists, people come to them for getting candida dealt with, bad backs dealt with, and you know, some heart problems dealt with. And so their website represents this real generalist appeal, does that make sense? 

 Now he wants to, well the couple wants to lift their game and they've come to us smartly because they want to make good money and they're sick of working with clients that they perceive, or not that they perceive, they know can't give them what they want. 

An example. Just watch this. Brian, how dedicated are you to being fit and really healthy and well?

Brian

A hundred percent Perry. 

Perry

Yeah. And what are you willing to spend to achieve that?

Brian

Whatever it takes. Because I had an event probably a little bit over a year ago that scared the living daylights out of me.

Perry

Great, Great. Not great that you had that!  

Brian

No. Look, honestly, that was great. 

Perry

Yeah. You're right, you're right.

Brian

A lot of people will ignore the symptoms, to their peril.

Perry

Correct. Did you just hear what Brian said, Steve? He's willing to pay the money. So we would consider him an 'A' client. He's an 'A' client because he wants the outcome. And he will get the money to back that value of having what we call ‘high-level wellness’. 

The gentleman I was talking to today or the couple that we were talking to today, the wellness practitioners. Their clients turn up when they're sick and the moment they're well, they disappear and they won't follow the protocols. Not long term. 

Now, these people lack a lot of self-love, so they don't care about themselves. They don't look out for themselves or they are in such a precarious financial situation that they can't look after themselves and they can't do what they want and they're not willing to turn their monetary life around, to get the money, to look after their health, make sense? They're 'D' clients. So, Brian is what we call a high need, high-value client.

Now, Brian's a businessman. So as a businessman, Brian, why is high-level wealth important to you? Sorry, I said high-level wealth and I hope that's important, why is high-level health important to you?

Brian

I expect that of the people that we're working with, Perry that they're functional, they're motivated, they're fit and energetic for the sessions that we need to have with them. So if I'm going to give my best to everybody who comes into my life, I owe myself that and to my family as well. 

Perry

Do you hear that, Steve?

Steve

Absolutely. 

Perry

Yeah great. So what we explained to this wellness practitioner, we asked the same question we asked you, who really needs you and who will really need and value what you have to offer? 

And the guy's smart enough, he said a businessperson. And I said, yes, because business people from a health perspective... first of all if you're in business and you haven't learned to manage your emotions and you haven't learnt to meditate and you haven't dealt with your traumas or undermining belief systems, you will be in emotional states that impact your body, adrenal burnout is big for business owners and all that affects their ability to run their businesses effectively and make good policy decisions. 

So we've got him pivoting and taking what he's got and purely bringing it to business owners, his entire website is all about being a specialist health practitioner to business owners so they can perform better. 

Now, he's in his early days with us. But if he follows that through, I know for a fact that he will do extremely well as a result of that, because to be quite honest, it's a fairly untapped space because most wellness practitioners aren't smart business people. Really good at what they do. Yeah. You get me?

Steve

I just wanna say something at this stage. I've just come out of doing some kind of mediation work with an organisation and I’m dealing directly with the CEO and a couple of staff members. And what came out of that, apart from the fact that I was able to create magic and make everything disappear thanks to... just a little plug to Ignite Coaching. Just using the four main personality types was just an ‘aha moment’ for the whole team that's made everything go away. 

So if anybody doesn't know about that, they should definitely check out this guy called Perry Mardon's stuff. Anyway, a little bit of a plug, but it is fantastic work. But the thing that's relevant here is that the CEO is exactly the character you're talking about, heading to burnout, making rash decisions because they're working too hard. 

When I was starting to talk about meditation, he piped up and said exactly that. That's exactly what he needs to learn. 

So what I've got written down here in terms my target market, if I was to read the whole thing, is forty to sort of fifty-five-year-old mainly male because, you know, I'm a man myself. But CEOs or business owners are really who I'm looking to target I'm after people who are already in a leadership position because this is about self-leadership and leading, you know, your daily routine and your daily activities to move forward.

Perry

Great. Well, that makes sense. And by the way, thank you for the plug. And for those that want to do a personality profile, so you can work out your strengths and weaknesses and also help you understand your alignment, just go to www.businessdnaindicator.com. I was smiling when you shared that Steve because Brian will tell you the same thing. He loves it. He uses it as well.

Steve

It's magic. 

Perry

Yeah. We use it to build our teams out. But I'm not supposed to do this on the show. But Brian, by the way, you're gonna be working with that tomorrow with them starting to work with that with Emma and co. 

So I'm gonna give you another target market so I'm not off what you've said, but I think it needs some refining and I'll come back to why. 

Steve

Yep. 

Perry

So if we come back to the calling, you know getting in your calling and getting in your purpose and getting your mission and finding out what you really love to do. 

There is a female ...let's talk about a lot of women when they're in their 40's late 40's into early 50's. 

That's a transitional stage. At that stage the children are leaving home. And when children leave home, those of us that have had been married for a long time, what's it like when children leave home for the ladies? For a lot of ladies? Brian, what's your experience when the children go? How's your wife with that? 

Brian

Look, it was one of the worst experiences in our family. I've got two daughters. My oldest is 25. My youngest is 22. You know, and for me, I missed her every day. Every day she wasn't there. The separation from her and her mum and the family unit, it is actually quite traumatic from a parent's point of view. Have we done enough? Is she okay? You know, we know these things are okay. But there is a natural anxiety there that is explainable but hard to comprehend.

Perry

And, did Rob experience a loss of identity? So what happens?

Brian

Yes, we had to look at our relationships. When Katie finally left and she's not far away from us by the way. There's a whole new chapter in our lives where we're sitting here by ourselves.

Perry

Yeah. So for this female target market, what happens is children leaving home, they've lived in the mother role, they've often been doing work they don't really like part-time often or they're running businesses and being mums and the children leaving home...another thing happens at that point in time, unlike a mid-life crisis for the male.

There's a menopause and in the menopause there’s another loss of identity. So in a similar way that you are targeting males that are going through a midlife crisis, this female marketplace is a really good quality marketplace because they need your services at that point of time. 

Now I've just got to go somewhere because I can tell and we'll probably close off with this, and we're gonna get back together in another couple of days, and we'll record another show because there"s more I want to go through with you if you're okay with that Steve, because as I said, I want to be able to do this and help you not make mistakes. You should use our expertise and experience to not make mistakes and be able to build a business that gives you time, freedom. 

That's what we do with our clients. Right? That's what I want. You'll be able to go and have lots of fun and live a passionate life and do some of the things that I like to do. Spend a lot of time outside doing sports and all that sort of stuff. We don't want you working all the time. You need time off and money to do that. 

That's why we want you to build a business model right. I could tell from what you said when you started to talk about the business person, you talked about the midlife crisis, you talked about the leadership space. You need greater clarity about the person's problem. And at this point, you are sort of looking at quite a few problems they may be having. Now you'll get where I'm going with this in a second.

For the leadership person, you know, they're not on their purpose. The business owner is not in their purpose, they're stressed and run down and they don't know how to meditate. Right? They're having a bit of a midlife crisis. There's too many things there. I'll explain this. When you're a teenager, did you ever have pimples?

Steve

I was pretty lucky. But, yeah a few.

Perry

So when a teenager has pimples, Brian did any of your kids have pimples?

Brian

No, they're genetically blessed. Perry. 

Perry

Yeah. Yeah. No wonder you Adonis! So when a teenager, a young man or a young girl, they'll be the same, when a teenager has pimples, say at 14, 15, 16. How do they feel?

Steve

Terrible. Terrible, embarrassed.

Perry

Embarrassed. And it coincides with them having an upshot of what in their bodies?

Steve

Sexual energy and testosterone.

Perry

Yes, sexual energy, looking at the opposite sex... I want to go play. I want to go have some fun. But I've got all these things over my face! 

So that's one big problem they have. 

Now we live in a world now where everyone's advertising everything. And in the old days, my dad, he would read the newspaper, Brian because you’re from there he was reading ‘the press’! When my dad read the press, he could tell me what ads were on those pages because there weren't a lot of ads. He could tell me the ads. He would see the ads. 

By the time my dad died, he wouldn't see the ads because there were so many ads on the page that his brain started to block out ads. And have you gentlemen noticed that you can look at a website and you know, there are banner ads there, you don't even see them you're excluding them.

There's a thing called the reticular activating system. And the reticular activating system, if you've got pimples and you're a kid and you're reading the cartoons, it will notice the ad that talks about healing your pimple problems. And you'll be drawn to it. It'll be an unconscious mechanism. Does that make sense to you, Steve?

Steve

Yes. Yes.

Perry

So this simplicity of problem to advert and promising to deal with that one problem is also one that takes out all confusion. There's nothing confusing about the message. If you've got pimples, we have the formula that can guarantee to solve them.

Can you see that's a simple match? 

Steve

Yep. Yep. I can see that. 

Perry

So you can already tell you were not looking at simple matches. So one of the things I want you to work on before we get together next time is to define one core problem, if we go with a business person, the one core problem that you will solve for them.

Now what this will do is bring in simplicity. So I'm just going to share this before we go. Let's just say it's stress. Let's just imagine you solve a business owner’s, an executive’s stress. And through solving stress, you help improve their performance. Does that make sense? 

Steve

Yep, yep.

Perry

And then underneath that, you can also say that it will have a knock-on a positive impact on your family relationships, on your health. You get this? 

Steve

Yep.

Perry

Focusing on the one problem and being the expert that solves that problem creates a simplicity in messaging and it cuts through any confusion and a person reading that ad is not getting confused. They start to perceive you as an expert in this one thing. Does that make sense? 

Steve

Yep, yep.

Perry

Now, when are you doing that if you've got a high need, high-value avatar, meaning they really want that outcome because there's too much pain. If they don't, for a business owner ‘I can't live in this stress anymore. It's ruining my health through my decision making. I have to do something. Oh, here's this expert that only does that’. Get me? Nothing else confusing to them. That's when you start to position yourself as an expert to one core problem.

And then all marketing messages can move around that one core problem. 

Now you have other things that you want to do with your clients. You've got other product offerings. You don't mention those things upfront. 

You don't mention those things in your marketing, because if you do, suddenly you are not an expert that solves this one problem. You now start to become a generalist. Your marketing messages start to mix. They don't hit your target market in the way that you need those messages to hit your target market. Am I being clear? You're diluting your offer.

So as an example, we only go out into the marketplace with this one direction, this problem we solve. But once people join and work with us and they're on our database, we run relationship workshops, we have done all sorts of things, you've seen us do that, we all sorts of things behind the scenes. But at that point, we have solved people's core problems. We know we are an expert and we can start to stack the other stuff in behind. Does that make sense?

Steve

Yes. Yes.

Perry

If you don't do that, you'll be in trouble. I promise you because your marketing will lack clarity. 

Steve

You've just done my homework for me which is great.

Perry

Brian anything you wanna say before we go? I get in trouble when I run these shows. Too much for my team.

Brian

All of this business stuff, people need to know that it will overflow into their general life. There is a dual benefit in this that I don't think people are even aware of.

Perry

What Brian said is correct, when you just say I'm dealing with a business owner's stress and helping them de-stress, the impacts on every other area of their life is insane, but that comes off the one selling point, the one problem that they are identifying and then you're able to extrapolate the benefits of solving that problem. 

So you're able to make a really compelling sales argument for why they need to come and see you speak. 

I hope that helped you. I hope everyone got a lot from today's show. We love doing this work. Brian, you are a very passionate person who likes to help people in business solve their problems. You enjoy it, don't you, Brian? 

Brian

I love it. 

Perry

You're in your happy place, too. So for those of you that are watching, if you want a little bit of a breakthrough, come to a strategy session with me and Brian, we'll work together with you and you're guaranteed insight and breakthroughs. 

You’ll get to see how we work but we'll solve some immense business problems for you and quite good with the two of us working with you. 

Go to the website perrymardon.com and come to a strategy session and Steve we will get back to you and let's keep this rolling so we can all learn from it. 

Steve

Love it. Thank you very much. And I hope everyone's learned heaps from this because I have. 

Perry

Yeah! Thanks, everyone.

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