Why Sales and Marketing Need to Work Together w/ Sales & Marketing Built Freedom & Ryan Staley

Welcome to success story the most useful podcasts in the world today. You're going to hear me on these sales and marketing built freedom podcast I know it's another sales and marketing podcasts. It's it's it's what I do So I'm sorry if you're getting in and doing with sales and marketing stuff, but I hope it helps We're going to speak about sales and marketing alignment what that means for you as an entrepreneur as a business owner We're going to speak about content strategy so social media strategy how to create content at scale how to become a media company We're going to speak about how to find content that not only sells to your audience But also content that answers the most pressing questions of the person you're trying to sell to and develops demand Drives traffic and obviously that's what we all are trying to do. So I hope you enjoy What's up everybody? This is Ryan Staley and you are listening to the sales and marketing built freedom podcast Where we share with you the underground ninja skills and tactics the top sales and marketing leaders are using Create financial and lifestyle freedom and the question that everybody is asking is how do I create financial lifestyle freedom for me? That is the question and this show is the answer Welcome everybody to these sales and marketing build freedom show I have a very special guest on with me today. I have Scott D. Clary Scott is a career sales and marketing executive He's rewriting the book on sales marketing brand to take up market strategy from startups to enterprise Scots work with exacts and entrepreneurs to 10 extra business He's also sold a marketed at the most or I should say to the most fortune 500 fortune 1,000 Been featured in over a hundred new sites. Wow, it's cool, man It was that big speaks globally at industry conferences has articles written in Forbes Wall Street Journal Hacker Moon start up and others right now He is currently running a global SaaS sales and marketing organization and is the host of the success story podcasts Where he interviews some pretty cool people. I was just on it myself And mentors and leaders as well. So Scott welcome man happy to have you on. Thank you Ryan. I appreciate it. Thank you for happening Yeah, yeah, I had a live during the intro a little bit. I you know, I got a little excited Now you know that you nailed it. I told you that I told you the toner down So I know I gave a very very high level snapshot, but can you give folks your superhero origin story and how you got to Become this this media mogul that you are today. Yeah, sure. So um, so you know, we were we were speaking a little bit before But my background my family is is not in private industry. They're not in tech. They're very traditional safe Um, safe job. So most of my family's in law enforcement You know through to my grandfather my dad my uncle my mom worked for university From majority of her career which wasn't taking care of me and my brother um, so you know the path for me was Police Potentially lawyer that was the undergrad The only reason why I went into tech is because I started working for bell canada when I was still Just finishing high school going to university and I was making more money in sales Then anybody else except for the people that were maybe working at bars and nightclubs because they were they were making a ton of cash too And they weren't they weren't getting tax but still I was doing pretty good for You know an entry level job And I guess I just I saw the money. I was I enjoyed it. It was fun. I was good at it I was always very technical. I I really nerd out hard at a lot of stuff And it just it came naturally to me because at that point, you know, you don't know any sales strategy It's just the person that's the most charismatic and and knows the stuff the the best and can explain it to people They end up selling the most so That was kind of me and then as I went through university I eventually moved into a call center for bell In sales in small business and then moved to larger larger markets also for bell So I worked for bell for about About eight nine years all in sales All moving through larger markets after university as well Make good money there, you know hit hit presidents club a couple years when Travel Mexico went to nicer Monaco like some some great presidents club trips to And I guess, you know, it was my thought was okay. Let me see. Let me see what I can do Let's see what kind of damage I can do in tech sales and if I can do well Then I want to worry about the pension. I want to worry about you know potentially going back to school for another four years for law and After after you know my my tenure at Bell. I went into another company So another smaller telco another smaller telecom and I tell in telco you sell a variety of services You sell hardware software, you know recurring services From the consumer and all the way through to the more complex like business setups and systems Moving to another telco originally brought on as an enterprise rep The guy who hired me left almost immediately so I moved into a basically my first ever Leadership role in my career at that company because I was the most senior person there and that and I was selling to Porsche Berkshire Hathaway all telco stuff Brinks like big big large enterprise companies with a lot of fun a lot of complex products a lot of complex implementations longer sales cycles Maybe between you know, we had smaller customers, but all the some sales like was really you know like six months nine months Um after after working there that company was actually bought by private equity I left when they were bought by private equity Went out because I thought that I was you know gods gift to sales intact I thought I could do my own thing Decided to go into consulting for some my own trying to Like figure out a could consult with companies and sort of teach them what I've learned in enterprise sales and sales leadership up to this point Didn't do so well in my own Partnered with two people we built a fairly good Good, you know, annual recurring revenue We were almost hitting a million and we're one in terms of consulting revenue fractional CXO work We were we got a really good contract At the University of Toronto and Canada there's a startup incubator there called creative destruction labs. We were working with um basically the the cream of the crop You know startups that were going through this incubator working with them on their on their tate to market strategy all very technical founders So um acting as like a fractional CMO almost for a lot of these companies Landed some good consulting deals with you know somewhere shorter somewhere longer It was a lot of great experience A lot of great entrepreneurial lessons. I learned really quickly that I didn't love Well, you know, I didn't really love that the spot I was in just because We had set it up so that all of our stuff was transactions all project-based So you you know, you sell your soul for 40 hours a week to accompany for six months And when you're done fulfilling those 40 hours a week and executing on whatever they need help They need your help executing on then you have to after hours find more clients build your brand post on social You know write a blog. It was like not easy. So um You know, we we closed that up everybody funny enough me and the two other people is working with we all went back to work for somebody After trying to do our own thing at consulting and it was also there first their foray and to consulting as well Um, so anyway, so I I went back to work uh, I actually Went back to work with the company that eventually led to where I'm at now So I worked with a company called Excitem They sold software products to broadcast I was brought on to basically bring their products To to market through a company called grassfalley. They had an exclusivity agreement So I was responsible for taking all software products through grassfalley's 100 person sales force We were a dev shop grassfalley was a hardware manufacturer We didn't have a sales force. They didn't have software experience. So it was a good match And about a month and a half we were officially acquired after growing Pretty we grew quite aggressively for the past two years And right now where I'm sitting outside of the side hustle podcast that you mentioned um, I'm a director at grassfalley basically Running most of the sass Development sass sale sass marketing and just sort of advising on some other stuff as they try and modernize their business But that's from now right now. So the best thing about it is like leading an innovation unit within a much larger company We're a small fraction of them, but the you know, we're trying to sort of Revolutionize the way they do business and change the way they've been not changed the way they do business But change some of the products they've sold traditionally for the past 60 years So that's that's what I'm doing now. So I have a very small dedicated sales team very heavy developer team And then um, we have you know grassfalley's global workforce, which is about 100 sales reps for our new channel partners And grassfalley does about 600 million in revenue per year So that's my career story And then all the other side hustling stuff, which is the podcast that I write a newsletter um, and that's all a lot of fun too That's great man. I mean really really interesting story Just kind of how you you went through from like like when we we talked about this a little bit similar upbringings right from a A police family, you know very Safe safe thing to go and then you you've done a lot I mean in school man You've done entrepreneur things intrapreneur. Yeah sounds like you're an intrapreneur slash entrepreneur now And then on top of it you've been a sales leader. So really really diverse background. I love it, man So what would you say like for you like all those diverse that I mean that diversity of experiences Like what's what would you say is kind of like your ninja skill because you've had a lot of different Yeah, what was your I would say I would say my my ninja skill uh First is understanding the importance of sale and marketing alignment and congruence and that's something that Okay at a surface level it seems obvious But then you really dive you dive in deep and you realize that a lot of companies have disjointed sales and marketing business units and then uh layered on top of that is I think my ninja skill at understanding how to create massive amounts of content and turning any organization into a media company in it of its own Building a community around the content that a person or a brand puts out and then building you know the The marketing engine of of tomorrow which is in my opinion content education It's it's just being helpful and and showing up and getting attention 24-7 365 whether or not your brand or a person and Then aligning that with your sale strategy with your outreach strategy, but You know if you think about what I think about like the person I sort of like look I looked to as the leader in in Content marketing and demand generation is marker bearish from HubSpot the guy who brought HubSpot to IPO He was a CRO one of their first employees and he he was Basically the one who engineered this content strategy between the blog post and the content and the social and all this stuff that developed enough To scale HubSpot to to where it is today and I think that that demand-gen coupled with a really strong smart Outbound playbook is really how companies win but most companies is your sales guy most companies They focus on the outbound. They don't get the the demand-gen. They don't get the marketing piece of it And I have a whole bunch of thoughts on that But that's sort of like my my ninja skill that I've you know used with my company I've used with myself for my for my brand, you know the podcast. That's how you that's how we ran into each other Um, so that's sort of my thing Love it man so much fire there. So we are going to dig the I'm gonna hit you on both of those man I'm gonna hit you on both of ninja skills So let's hit they hit the first one on the sales and marketing alignment because that is An often discussed topic at the surface level. Yeah, but I haven't seen it discussed in depth substantially in a lot of places, you know So so what do you mean by that define that and then let's talk about you know How you would kind of implement a strategy in execution process to make better reality So first I think it has to do with your first 50 customers So I think that when somebody's selling a new product you start a new business you sell a new product You have to find your first 50 customers Uh, I think the person the product owner of the entrepreneur should find those first 50 customers Find that product market fit And then after they found that product market fit build out a customer profile build out a buyer persona And then give that to a marketer or somebody that can develop the man against that customer profile or buyer persona And then that's when you have your leads coming in Now that's the first step. So you have marketing define your ICP and your buyer persona It's not coming from the sales side yet So now you have your man gen coming you your leads coming in you have your profiles Now you have a sales leader that's going to understand those profiles They're going to understand they have leads coming in they're going to build an outbound sequence That matches the ICP and the BP that your marketing is already bought into and is already is already marketing too So now that you have Your marketing collateral that being targeted against this ICP and this buyer persona Then you have your outbound sales messaging your emails that are going out your LinkedIn messages Obviously you're targeting the same ICP buyer persona The marketing collateral that you're putting out You have your ICP or buyer persona. Let's I don't want to go into a huge thing about what those are But you know your customer profiles say you're selling to ad tech companies and you're selling to a CMO and an ad tech company Okay, so you have your ICP or buyer persona And I know that CMOs are usually struggling with you know XYZ business pain points So now those XYZ business pain points should drive The majority of the marketing collateral that you're putting out you're answering the questions That that that that persona is asking that persona is searching for and that's where that's what's going to go into your social That's what's going to go that's what your webinars are going to be about that's what you're That's what the content on your blogs are going to be about they're going to be you know Literally titled the blogs on your website will be how to solve problem XYZ And you know where that problem's coming from because that's that's what your customers inquiring about is trying to solve for So that's your marketing tied to your personas and then your sales is doing the same thing So your sales is using a personalized outbound But at the end of the day, they still understand that they should be targeting those same profiles and solving for the pain that marketing is advertising for So when they get into the discussions because now you have that alignment Are people talking so the pain that marketing is advertising to is the same pain that sales reps are discussing On the phone on their discovery on those demo calls So you don't have this is just one way of course There's multiple things that marketing and sales do all the time that they have to have alignment on But just having similar discussions in both business units so that when That's let's use that example at tech CMO does research on a company and they they find My company's website because I wrote a great blog post and the keywords are right and they stumbled upon my company's website They do a little bit of research and they like what they're seeing They see the products who the features now they want to book a demo They should be having the exact same discussion with that SDR with that inside sales rep that mimics the information that they've seen on the company website that mimics the information They've seen on the company social media. So you have if you if you create the personas If both departments are congruent on the creation of the personas Then the messaging going out in the marketing and the sales Units will be grown will be aligned and that's when you have the best possible customer experience So that's one really easy way and then it's not a con it's not like a set it and forget it So after you have that initial alignment you have your Marketing exec and your sales exec constantly feeding information To each other. So you're constantly updating that persona. You're constantly bringing feedback your VP marketing is listening to your ISR or your SDR's calls Like they're they're getting that feedback Directly from the other business units. So they're never operating in a silo ever And also they have to like there should be outside of just the small little actions they should take There should be some sort of scheduled One-on-one between the VP marketing VP sales Well weekly or biweekly one-on-one where they're having convert and they block an hour To discuss the lessons they've learned even if there's even if they don't think there's anything new If they just talk about the you know, they all will have one-on-one with their own respective reps If they just speak about those one-on-ones There's things that are going to be uncovered There's things that have come up on a customer conversation There was a comment on the Facebook page that came up about this particular feature about what this rep said And just blocking off that time enforcing the conversation is At a bare minimum how you're going to have at least some level of congruence And I think that that's really really important and and it doesn't diminish an importance If your organization grows Because that that is also an issue you see that you lose that congruence as the organization goes as the organization grows But I think that's something that you really have to maintain So that's my hopefully that's a few little the tactical insights for sales and marketing alignment Hello, and I appreciate you listening to the show today I love my listeners and I love helping my customers one of the things that I've been able to do with some of the customers That I've been working with is for example six million dollar sales company help them implement a seven-figure sales system In which they got a one and a half month ROI on the entire Engagement fee that I offer them by one person spending 25% of their time and this person wasn't even in sales So these are core principles that help me scale from zero to 30 million dollars And you'll recurring revenue with only four people In addition another client that I'm working with was able to 10x their licensing fee their SaaS licensing fee And they are really really just on the early side of starting So if you're interested in learning more Apply through www.scalerevenue.io forward slash apply www.scalerevenue.io forward slash apply look forward to senior application If you are interested in qualify will receive a follow-up note and we can jump on the phone and identify what the opportunities exactly for you and your organization I think you crushed it. I mean it's it's simplistic in nature, but Critical and a lot of people don't do it. You know, I mean, it's yeah part of its communication um consistency with that communication and then You know what I love is it's it's problem solution and then consistent messaging Yeah, no inbound and outbound and and all the way down to the script level what people are saying when they say it and how they say it right so Uh, I think that's great. You know, it seems simple and you know for some people that live in an organization where it's a priority it would be simple but I see I'll So I worked for Bell so whatever it is what it is I just saw an article the other day where uh a guy Got three door-to-door sales reps trying to sell him on telco services offering him one deal That he recorded it he recorded all three reps pitching him the same deal. He calls in he can't get the deal Like that's the stuff that kills a trust with it with a company with a with a customer. Excuse me That kills any sort of credibility the organization has so if a company the size of Bell it's fortune You know fortune 500 if I'm not mistaken uh bare minimum fortune 1000 Uh, they're not doing it Then I can guarantee a lot of other large and small organizations are not doing it So yeah, yeah, no, I I think you you hit it on the head. I mean Um Yeah, I think that's awesome. So let's let's move on because I want to hit the second one too. Yeah, let's do it So the uh the the mean green content machine so talk us through that a little bit on what you meant by that in terms of creating content at scale Uh, consistently and effectively So the reason why I think every company should be a media company um is because When I first spoke about how to set up your the marketing side of your business I spoke about finding your persona your profile and developing content the ties to that um, I think that To be an effective marketer You have to take advantage of Every single channel that your company could possibly show up on Because if we even look at how people buy we know that you know depending on the stats 67 80 90 percent of the information gathered before somebody even gets in touch with the rep So I do think that for a company to be effective you have to be showing up across all social channels all non-social channels All the time and to do that you need an effective content strategy that is Educational helping your buyer not promotional all educational. So you need a reliable educational content strategy So the most simple thing that I Preach about when it comes to reliable educational content strategy is you want to be answering questions that your buyer has And you want to be taking and capturing that content and you want to be disseminating it across all all your social channels How do you do that? Well the easiest way Is it's been you know championed by a few different people But the strategy where you have a long form piece of content that's educational in nature you break that up into blog post youtube video podcast That's your 60-minute piece then you break it up even further into a four you know two to four-minute piece that goes on Facebook linked in uh, you know you break it even further down into like a 60-second piece that can go on to Twitter it can go on to tiktok if you want to try that you get some short little clips You can you know break it down to 30 seconds you go on to youtube shorts reels You go to linkedin stories um, you know snapchat spotlights You have a content creation machine As long as all the content that you just created that you just chopped up from that one main first piece If that one main first piece is educational in nature if that one main first piece is for example Say an interview between you know, one executive on the company and a CMO That fits the profile that you're trying to sell to and you're asking questions that other CMOs would care about Then all the derivatives of that of that content will be useful for that CMO for that CMO profile And it's just across all your social channels now and you just keep doing that So you need you need to show up all the time. You need to win the war of attention on social and And I think that it just comes down to finding that content strategy that is is scalable is is replicable and doesn't Exhaust all your resources and then the one I just mentioned is I think the easiest way to do it Yeah, I love that um I And that's something that I'm working on out to you know, because I see you do a great job of this you're you're all over the place and yeah And you recycle I don't recycle maybe sounds like a bad word reuse repurpose content repurposed. Yeah, that's yeah And um, so I guess what I would say is Conceptually the pillar piece of content and then repurpose it. Let's take a one step further. So Yeah, how do you mechanically implement that? Let's say you're founder and Don't have a lot of resources and you're like, hey, I want to create my one, you know, pillar piece of content Let's say one a week, right? Let's give us info for an hour Um, how would you go about repurposing that across the platforms to to get that exposure for them Sure, so I'll walk through the strategy that I have because that's that's the obviously I use it You know, eat my own dog food. I use it on myself and my own brand. So I think that's something that works really well So First if I was a founder, you know, again, it all comes down to targeting so you got to figure out Who are you selling to and then once you figure who you're selling to what questions does that group of people that you're selling to have And then that's the questions and that's a content you're going to create. So now I figured out who I'm selling to I have my questions that I need to answer now. I'm going to start a podcast. I'm going to start a podcast. It's going to interview people that is Emblematic of the person that I'm selling to so you know, again that ad tech CMO that we first spoke about I'm going to interview a hundred different ad tech CMOs and on those podcasts those 30 to 40 minute podcasts I'm asking them these questions these these keyword optimized questions that I know are going to drive traffic But there are also questions that other ad tech CMOs want to know the answer to Obviously that you know, it depends on what industry you're going to be looking for the ever of the content is going to change the questions are going to change Once you have that pillar piece of content Like I said that that pillar piece of content will go into a podcast rss feed I use podcast.co as a podcast aggregating tool you can use any you can use lip sin My god, there's like a million and one podcast aggregating tools. There's sounder.fam. There's Castos or something Google podcast aggregating tool. There's free ones. There's paid ones pick whatever you want as long as you get something up there That's what matters first. So you have YouTube video and you have podcast now if you want to take it a step further You maybe want to turn that You want to turn that video into a blog post So you can do that a few ways you can create show notes for the podcast or you can actually write a blog post if you want to summarize the ideas You can use a tool called descript or otter.ai that transcribes the whole Podcast with timestamps and then you can use that to write a blog post on on the topic you discuss You can obviously frame it as an interview Which would be great because you'll probably get reshared By the person who you interviewed or you can just write a thought leader piece on whatever main topics you discuss and you can sort of you know do like Not an interview piece. So to speak. So now you have a blog post You can also another outlet I didn't even discuss You're asking all these questions in this show Take the answers to those questions and now those are answers to cora questions that people are asking and drive drive traffic from cora By answering those questions on cora with the content that you literally just got from this podcast So now you have YouTube podcast blog cora. Okay, so let's keep going So you want to take that podcast? You want to break it down into say like a say a two-minute clip because that goes across most social channels without being cut off I take that I take it into premiere There there are free video editing software as you can use. I use premiere I clip it and I find a sound bite and I clip it if I don't want to watch the whole thing I usually go back to the transcript and scan quickly for what I want find that timestamp and then easily go and clip it I have a now two-minute clip I want to optimize that for social media and to do that I need to have some sort of design. I need to have subtitles because those things work well They're they're attention grabbing on social media. So I use an iPhone app I've used a lot of different ones, but the one I use is veme.ly that creates automatic subtitles It lets you put the video into like the nice social clip you see in the Gary Vaynerchuk social media style clip That's what it does for that And then I also create a header in canva because you can actually create a header in in veme.ly But I like the I like the ability to create a little bit more of a I don't know an artistic header in canva Download that bring it into veme.ly and then you go to my social Any of my posts you on my instagram. That's the process that I've used to create them And then you can create you know the the square social post you can create the 1080 by 1920 like instagram tv social post if they're over 60 seconds I export that it takes me You know between After you down after you record the 40 minute show I would say it takes me about 30 minutes to create I don't know five to ten different social pieces from that podcast because I have I've done it like a lot Because I get that but it's like now. It's you know, it's like muscle memory at this point But like it really you have your process you have your tools. You're just like download cut export upload You know automatic subtitles go into canva. I have my template in canva. I download the the title And bring it in like it's really not that long to do it and then I have You know that that two-minute piece would be linked in Facebook Instagram You could upload it to youtube as a podcast clip And then you do you would do the same thing Sub 60 seconds or sub 30 seconds if you want to hit instagram reels if you want to hit kick talk if you want to hit youtube shorts LinkedIn stories And then snapchat Spotlight so it's just about breaking it down and once you really once you're comfortable quickly breaking it down And you have your your workflow in place in your process in place You can easily create this incredible content again That stems from that 140-minute piece that is answering questions that your buyer absolutely cares about And you just you that's your social content. It's not a stupid quote. It's not like You know, it's not it's it's not like you're Posting about your product which Whenever I market anything. It's like 90% 95% of your marketing should be educational like maybe 5% Can be promotional or product oriented because it really cares about your product If they cared about your product that already be your customer Marketing is not about converting people that are already your customer Maybe you want to sell them a little bit more and maybe you want to You know reaffirmed the people that have already bought from you But realistically for marketing you want to bring in new people that haven't ever heard about you Have never heard about your product especially if you don't have brand recognition So be educational be helpful and that's how you do it Love that man So write that down if you didn't or look at the show notes because in the show notes we got that with We'll have all the links of the yeah of what Scott mentioned different tools. So Write that down, you know, the sales and market alignment the content machine This got cleary Content machine strategy Which is priceless. So I think that's beautiful man and you absolutely crushed it one of the things that You said that that I was thinking as you it jumped down at me is the optimized keyword questions And I think you said words that your customers are looking for do you use a tool like ask the public or something like that? I do use ask the public. I do use ask the public. Yeah, yeah, I actually do it away. Okay. Yeah. Yeah That's something I've heard about but I haven't dug into a lot So you like that tool to kind of get the questions that your customers are looking for Yeah, so it's a super simple tool. So go to ask the public calm You just type in a keyword and it'll show you the top searched queries for that keyword and Those can be the questions you ask on your box like obviously you have to like massage them a little bit But I mean like you know what people are looking for so it's the same It's like anybody who's a marketer who's listening to this it'll resonate because that's how you write blog posts Like that's how you title a blog post you want to title the blog post in line with a query that somebody's looking for a high search volume query Because that's how you're going to drive traffic Google will look for keywords in your post of course As other elements to SEO, but if you have a title that isn't searched Google's not going to point people towards your article So that's that's half of SEO, but that's the thing like There's SEO across your social media. There's SEO Google is YouTube is the second largest search engine So if you notice it even when I upload my podcast clips I break down So I have now I have a video editor I used to do it on myself, but now the video editor and he breaks down my podcast into every single question That I ask the guest and I upload every single clip Titled with the question literally the question that I'm asking so every single Every single little small clip that I upload to YouTube is you know, how do you do this or how do you do or how do you build this or how did you or or what's a good piece of advice for entrepreneurs or how did you grow, you know This business or just very question oriented titles because not all of them are going to hit But if you phrase it as a question, that's how Google usually directs people to content So that's always a good idea Really a man. I love it Which so which which platform Let's say for Well, I guess I'll just ask generally. I mean what platform do you see the most success with in deploying that strategy in terms of the most feedback Growth business operative. Let's start with business operatives. Let's go straight to revenue man What do you think are the best for for creating revenue from from that strategy? I think LinkedIn I think LinkedIn because all your buyers are there targeting is there um If you can build a good brand on LinkedIn, you have first degree access to every decision maker Like right now I have first to react to every decision maker in North America Doesn't matter what job I work or what what product I want to sell. I can quite literally just Message anybody and that's not even an in-mail That's just because I built out a LinkedIn network, right? So I would say LinkedIn for B2B for the majority of B2B people that are listening That's one thing each really focused on now If you're just going to talk about most effective social media for non B2B just for general social media The only channel that I see Effectively flow into other channels meaning if you have a large presence on this channel every other channel Sort of gets a little bump is YouTube. I don't know why that is But I do not see LinkedIn audiences carrying the Twitter. I don't see Facebook audiences Carrying to YouTube. I don't see Instagram and vice, you know, and so on and so forth But I do see people that build out YouTube followings because I think it's also because you're putting yourself out there There's video it's personal people feel like they know you They'll go and find your other social channels You can find somebody that has a million Twitter followers and nothing on any other social But if you do find somebody that has a million YouTube followers, you will see a significant following on all their other social channels So something to be said for putting out a video Yeah, no that I mean, that's that's strong man Very very strong. So I love all the actual advice that you gave Tons. I hope I got enough You're then you crushed it absolutely absolutely fire like the blue background light all the kind that you do Man, it was awesome. So good. So um, so we're getting close on time and about to wrap this up So where can people find you how can they learn more about you and um, let's take it from there Yeah, so um, I have I have a site so scottdclary.com All my social is at scottdclary and the podcast is success story podcast.com Which is a great great podcast and keep doing it man You're doing a lot of a lot of amazing work. You do awesome job of of creating content And I got some notes down as the things that we're going to implement. So cool. Appreciate you having you really really appreciate having yon It was awesome to get to know you better after seeing you online and look forward to seeing you on the next episode Cheers brother. Thank you Thank you for spending the time with me today I know that time is one of the most valuable resources. So I truly honor and appreciate you coming along this journey with me One of the things that I want to ask you is if you really truly enjoy this and know someone that this can make an impact on Please share this episode with them if you're on a journey for financial and lifestyle freedom It is always exponentially better if we're building a tribe with like-minded people who are on the same journey In addition, I have an amazing PDF for you that could be career changing in terms of the content Essentially what it is are the top 10 questions that every big customer is asking behind closed doors that no one is telling you about I'll put a link for it in the show notes So check it out. It's my free gift for you for being a part of this launch and being a part of this journey with me And I hope to see you soon You