Using data to create amazing customer experiences with Ned Moore, CEO of Clutch

In today’s show, we’re talking to the founder and CEO of Clutch, Ned Moore. Clutch is a customer relationship management platform that allows B2C companies, like e-commerce stores, banks, etc. to connect at a deeper level with their customers using data.

We cover a range of topics including big data, segmentation, data analysis, etc. Most importantly, we cover how to create a “WOW” experience for your customers. Ned shares a really great story in the podcast, on how a company used weather data to sell more vipers during the rainy season.

Ned’s software has the ability to take 80,000 data points and give a complete profile of an individual person. They’ve internally tested the software and it’s 96 percent accurate in the way it judges people’s hobbies, interests, and likes.

Another great topic we discussed was how to scale a business. Ned was able to grow his company from zero to 70 employees and 1000 clients in just 5 years. He talks about the importance of having core values and keeping the culture intact.

Lastly, we cover his personal habits and mindset for success. Interestingly, Ned attributes his success to playing golf. By playing golf, he has honed his ability to keep focused on a singular goal. With golf, you need to keep yourself focused for four hours. This persistence has been rewarded in business and personal life.

Listen to this episode and let me know in the comments if you liked it or not.

Show notes:

2:55 What does Clutch do?

3:58 Five components of Clutch

7:25 Do they get a customized software?

11:32 How do they handle the “creep” factor?

13:57 How accurate the data is?

16:43 Creating a more meaningful experience

19:08 What types of companies are the best for Clutch?

21:06 How did Ned scale from zero to 1000 clients in 5 years

27:38 What were the biggest roadblocks?

31:25 Personal habits behind the success

35:09 What do you do for culture?

39:53 Rejecting clients that don’t fit the culture

41:47 One skill set everyone needs

Resources mentioned:

Carrie Kish episode

Dave Logan episode

Sam Bennett on Luminary Business

How to get unstuck and become more productive with Samantha Bennett

If you ever felt stuck as an entrepreneur, or just feeling a little unproductive lately, then today’s episode is for you. It will not only help you get unstuck but will also help you recognize new levels of productivity.

My guest in this episode is Samantha Bennett, who has the uncanny ability to help people recognize and capitalize on their own brilliance.

She is a writer, speaker, actor (Modern Family, Drew Carey Show, Strong Medicine), teacher, and creativity/productivity specialist.

Her bestselling book, Get It Done: From Procrastination to Creative Genius in 15 Minutes a Day has received rave reviews, including from than the great Seth Godin, who called it, “An instant classic.”

Her latest book is the critically- acclaimed, Start Right Where You Are: How Little Changes Can Make a Big Difference for Overwhelmed Procrastinators, Frustrated Overachievers and Recovering Perfectionists – which is what we discuss in this episode.

We get into tons of stuff in this interview on how to be creative, how to get over our emotional demons and how to create time for yourself.

This episode is packed with value-bombs and small exercises that personally helped me a lot.

Also, Sam is so great that she is giving away her free personal branding training for free to our listeners. No need to opt-in or put your email anywhere. Just click on the training below in the resources section.

If you enjoy this episode, please let me know by leaving a review on itunes, or emailing me at


Show notes

06:10 There’s no one way to be organized

06:51 Notice the system around you that work for you and that don’t work for you.

8:10 Who is a creative genius?

9:16 Focusing on things that are important not urgent

10:58 Moving the attention from the future to the present

13:21 Dealing for depression by getting busy

14:15 How to focus on self-care?

15:40 How to give yourself a break?

17:10 Giving yourself the waking up in the morning

18:13 Set the tone of your day

20:43 How to use time boulders?

23:12 Get things outside of your head

23:30 Humans are bad at affective prediction

26:45 Stop living in the past by making a 5 min art about it

33:00 How to identify your personal brand and identify your ideal customer

39:00 Set up time for yourself

43:41 Number one thing for effectiveness

Resources mentioned in the show:

Ode to the entrepreneur

Getting it done first

Start right where you are

Personal Branding workshop


Achieving your Dreams with Michael Lyons

Do you want more from your life and career? Do you feel stuck and daydream about your ideal life?

Then this episode is for you!

I’m interviewing my friend Michael Lyons, a professional speaker, author and actor (House of cards, etc). He’s also been running a company for 40 years in the hospitality industry.

He recently published a book, Set Yourself Free, which shows you how to reach your potential.

This book is an actionable guide for people who feel unfulfilled in their life and are unsure what to do about it.

Using his own life experiences and stories from other well-known people, like Oprah Winfrey, Richard Branson, etc, Mike’s book outlines tangible and achievable steps to position you to pursue goals seemingly outside your grasp.

One of the major takeaways for me in this episode was to figure out your passion. This book came out of his speeches – Dream it, Believe it, Achieve it, and the core message is that if we want to do something, we should create a plan and start taking action on it.

By taking action on that little idea, you’ll automatically gonna get new opportunities to grow it. I found his book and this podcast episode really inspirational, and hope you find it to.

Let me know in the comments on whether you liked the show or not.

Show notes:

4:24 Fear of change

6:10 What’s unique about the mindset of successful people?

9:20 Putting a stake in the ground

11:03 Take that germ of an idea and take action on it

12:40 Feeding your passion

14:40 Staying focused on the prize

16:55 Dealing with failures

18:48 Timeline of success

24:02 Transformation of people

30:57 Everything happens at the right time

Resources mentioned in the episode:

Set Yourself Free Book


Having “An Offer that Converts” with James Schramko

“Having an offer that converts” is not just for sales people—it’ can dramatically impact anyone’s life who see’s it’s importance.

James Schramko is one of the most successful Australian entrepreneurs I know of. He started in late 2005, and made his first six figures with just one product as an affiliate.

James is the real deal. He makes a few million $ per year. And even though I’ve read tons of books and followed loads of ‘gurus’, nobody has helped me advance my thinking and my earning capability like James.

Even if you are not ‘in sales’ (which we ALL are, by the way), this episode will show you an important lesson about having an offer that converts.

Currently, he runs two successful paid mastermind groups – Super Fast Business and Silver Circle.

I’m a part of Super Fast Business, and it’s a awesome community. Not only have I access to a ton of relevant content but I’ve also met a ton of great people in the forums. Around 79% of the community members earn more than $100,000 per year.

Through this forum, James has helped over 2000 students discover how to make six, seven and eight figures through online businesses.

His second mastermind group, Silver Circle, is a high-end group designed to take your million dollar business to the next level.

James is a friend and mentor of mine, so I had a lot of fun doing this episode. We covered a range of different topics from what is the difference between the best and average students, what’s the most important thing for online success and how to think about marketing.

One of my favorite things he discussed was having an ‘offer that converts’. A lot of people play around in the online business and don’t see any success because they don’t have an offer that converts. Once a business discovers an offer that its’ target audience wants, it’s then just a matter of scaling things from there.

Listen to this episode below, or download it from iTunes and let me know what you learned from this episode.

Show notes:

3:04 What does James do?

4:23 Difference between his two masterminds

7:15 Explosive growth of entrepreneurs

11:10 Focusing on results; not activity

21:21 Ownership thinking

25:45 Ownership thinking for larger companies

29:56 Role of discipline in success

34:55 Getting stuck with an offer that doesn’t convert

37:55 What to do if you aren’t getting results

40:45 How to prioritize projects?

42:37 New projects he’s working on



James: If you have the right mindset, then I think you can achieve whatever it is that you need to do. If hyper-growth is your target, then surely you need the mindset to come before that to recognize that hyper-growth is your target. And then for you to identify the right strategy to get the result you want and then to break that down into the tactical components. In terms of that thing that you really need to have if you wanna scale, I would say that it comes back to an offer that converts. If there’s one thing in common with people who have had explosive growth, it’s that they’ve got something for sale that people want to buy a lot of. And so they’ve figured out that component. I think that really is the Holy Grail, online especially, is figuring out what people actually wanna buy and being able to supply it to them. So I call that the offer that converts.

Todd: You are listening to the “Luminary Business Podcast,” the podcast where passionate entrepreneurs and executives just like you discover how to become more prominent, and influential, and build up profitable business that truly matters. Join me, Todd Staples, as I unlock the foundational skills, habits, and mindset needed to produce optimal personal and business results.

Hello, and welcome to the show. I’m your host, Todd Staples. My mission here is to help you develop the skills, habits, and mindset needed to build a profitable, enjoyable, and wildly successful business. Today, I am super excited. I have my friend, James Schramko, who’s been a friend and a mentor to me from across the world for the past, I would say year and a half or so. James runs a number of different companies. His two primary businesses are SuperFast Business and Silver Circle. The first one is a membership community that we’ll talk about today where he supports and coaches I believe it’s close to 1,000 students in there, adventure to start businesses and become more successful in the businesses that they have. And Silver Circle is a very high-end mastermind where he coaches businesses and entrepreneurs at a higher level. So James, thanks so much for joining the show. It’s great to have you here.

James: Well, thanks for inviting me, Todd.

Todd: Absolutely my pleasure. And it was funny. Right before the show, James and I were just kinda laughing at the fact that we’ve had a lot of discussions back and forth via the forum and via message, but this is really the first time we’ve had a lengthy conversation. And that’s the funny thing about digital media, video, audio. I really feel like I know James because he’s got so much content out there. And I believe…do you still have four podcasts, James, five?

James: Yeah, it’s somewhere in that range. I have some absentee podcasts hosts, but one of them actually, we’re finishing and that’s a strategic situation where our audience has changed. And that’s something that may come up in our conversation today as well.

Todd: Very interesting, yeah. I think it might. It absolutely might. Well, great. Well, I’m super happy to have you here. I’ve already changed around my format, speaking of changing, because I’m changing the format a little bit because I already know you pretty well. And I’ve already learned a lot from, like I said, your content and our conversations and your coaching. I’m gonna start just by asking you what you do for your company, your clients. And then I’m gonna dive into these four specific questions that I have. So what is it you do, James, just in your words, so people listening can understand?

James: I help people with their business when they come across challenges and they’re trying to grow because I know that it can be difficult, having been there myself in the firing line working for large corporates and also tiny little businesses as small as a one-person business, my grandfather in the back yard of his house, who was a timber broker. So I’ve seen quite a good spread between one and 100 employees and $1 all the way through to $100 million a year revenue. And for some people, you know, when they’re going through and their business starts to change or grow, they don’t have experience. It can be quite frightening and difficult. So I help people by shining a light on the things that they might wanna look out for, the direction they might wanna take. Sometimes it’s handy to have somebody making those decisions with you who’s been there before. So that’s my primary business in the business coaching side of things.

Todd: And there’s a pretty big difference between the SuperFast Business and Silver Circle. Can you explain what that is and the different type of people that are in each group?

James: Well, I think if you look at them in terms of product line, then this high-level product is Silver Circle. And the regular product is SuperFast Business. And it’s kinda like a triangle. The base of the triangle is quite broad. And there’s a fairly big market of people who may be not just starting out because that’s not my ideal target audience, but it’s people who are already in motion, but it’s somewhere in that say $10,000 to $200,000 per year profit. And SuperFast Business is ideal for them. Once you reach $200,000 a year profit, then your business is gonna change substantially. So I’ve a different group for those people. It’s more of a high-level group. We have different discussions than we would have in the SuperFast Business. And, of course, part of the appeal is that the other people in that group are also high level. And you start to get a collaboration effect. And you cross-pollinate very good ideas in a pretty small group. So they all get an advantage over the rest of the market.

Todd: Yeah, that’s really neat. And I’m not in Silver Circle, but like I mentioned before, I’ve been in the SuperFast Business for over a year. And the value in there comes partially from the content that you have and the direct access, but also in the relationships and the feedback and the mastermind effect from the other people. So it’s great. How many people are in the SuperFast Business right now?

James: We have over 500 members at any one time and continually growing, actually. It’s in a growth phase right now. So it’s reasonably busy. If you think about Dunbar’s number, where, you know, most people know about 150 people, you know, accessing a community like SuperFast Business, it’s like having a race horse on tap. And that’s really the accelerator effect you’re talking about. You can cover a lot of ground in one central place.

Todd: Yeah, absolutely. All right. Very cool. Well, good. Thanks for the overview. So I think because of those two groups that you’re in and your past, and, you know, we could go on for ages about all the different things that you’ve done, but I’m not really gonna dive into that now because I know that you have a ton of experience running your own businesses. And especially in these two communities, you have access to these two very distinct and valuable groups that you have learned from. So you’re in a really unique position not only because you’ve learned it doing it yourself, and building these groups, and growing companies, but because you’re coaching these people and learning from them, you’re really the hub of activity there. So I’d love for you to explain a little bit about what do you believe leads to the most explosive growth for entrepreneurs and business owners? And specifically, do you think it is tactical? Do you think it is more of a mindset that leads to explosive growth?

James: Well, I think mindset’s very important. I’m sure that’s the bulk of our life is mindset-driven. That’s why I’ve been fascinated with success coaches and mindset experts. And I’ve read a lot about it and interviewed quite a few people because that’s a huge differentiator. If you have the right mindset, then I think you can achieve whatever it is that you need to do. If hyper-growth is your target, then surely you need the mindset to come before that to recognize that hyper-growth is your target. And then for you to identify the right strategy to get the result you want and then to break that down into the tactical components. In terms of that thing that you really need to have if you wanna scale, I would say that it comes back to an offer that converts.

If there’s one thing in common with people who have had explosive growth, it’s that they’ve got something for sale that people want to buy a lot of. And so they’ve figured out that component. I think that really is the Holy Grail, online especially, is figuring out what people actually wanna buy and being able to supply it to them. So I call that the offer that converts. Once you’ve got that, then scale is really a matter of implementing proven tactics, you know. It’s easy to buy traffic. You’ve got unlimited traffic, as long as you can get the right traffic and you can put in place measurements to make sure that it’s actually converting. And then you can optimize that offer with multiple variations of it, which I’m sure you’re more than familiar with. And your growth will come. Where people get stuck next is usually capacity to supply.

So I’d almost say it’s easy to come up with an offer that converts, until you put in a caveat that you must be able to deliver on it. So, you know, we can promise the world. Lotteries are a good example of this. You know, there’s a huge chance of massive riches, but only one or two people are gonna experience that, everyone else is a loser. And that’s how the system works. So they sell a lot of it. The offer does convert. Only one or two people actually get the payoff. So it’s not a great deal for the consumer. And that’s why a lot of people, you know, especially gambling addicts, have financial ruin and destroy their relationships in their lives because there’s no delivery on that offer.

So what you’re really looking for…and I call this the marketing capacity seesaw. Maybe you’ve heard it as supply and demand, but I think of it like the seesaw. If you get your marketing right and you’re making a lot of sales, you really need to balance that out now with a lot of capacity to deliver. And capacity to deliver, you could think of it in a few terms. The regular term we think of is perhaps an e-commerce store where there’s physical goods, but these days there’s also things like service businesses. You might be an agency. And if you take on work, then you have to have the manpower to be able to deliver that work. And I had quite a lot of experience in both of these realms to know what the constraints are for either of those business models.

Todd: Yeah. I kinda wanna dive into that a little bit because you have had a few shifts in just actually in the past 10 full years, right? What your focus has been, or what your offer is, or what you’re selling, right? What you’re supplying. So let’s talk a little bit about the agency model. And one of the things that I learned, you know, repeatedly from a number of your trainings and a lot of the discussions in your forum that I really latch onto because it resonates with my way of thinking is results, not activity, right? Results, not activity. It’s funny though because I see a lot of companies not doing it, right? I’ve worked at a number of agencies. I’ve worked with a lot of clients who are agencies who work for other companies. And where I totally agree to that as being the number one thing, results, not activity, because I put on that ownership-thinking hat for my client. I think, “If this was my dollar, what is the result I want to get from spending it?” But I’ve seen a lot of people who will put together a $5,000 or $10,000 a month marketing package. And they just do a lot of stuff. And they’re not so focused or concerned about the results. They’re just concerned about doing a big list of to-do items. So maybe you can talk a little bit on that and why your approach has worked so well and just maybe give some insight into that.

James: Yeah, I think that’s a good observation. Certainly, in the industry that I was in, which was CSEO industry, a lot of customers are looking for the wrong results. And, for example, some of them mistakenly believe that SEO equals backlinks. So they’re looking for a quantity of backlinks. And an SEO company will be more than happy to sell a customer X number of backlinks. But what the customer probably should be looking for is can they acquire a customer, a lifetime value for less than, you know, what they’re going to make from that customer? And if they were to focus on that metric, then what they’d be looking at is which phrases from our paycheck-it campaigns actually convert well because we’d like to rank well for those in the organic listings. And we know that if we get traffic on those phrases that they will convert into buyers. So if they were to take all those sales they could make from having the right phrases ranked, then they would make more money than they spend. The thing is we haven’t even talked about backlinks in that equation there. That’s nothing to do with it. It might be a small component of how you get ranked, but SEO does not equal backlinks. And that should almost be attainable. So that’s the entire industry where the customers have the wrong goals. And the sellers generally weren’t pointed out to them because it’s not gonna serve them well, if they have to do the hard work.

And the other thing is not everybody knows how to do a good job. Especially in agency world, there’s plenty of guys who are sitting around in black skivvies, in high-level agencies with, you know, nice, charming phrases for multi-national companies to go out with these splendid campaigns with zero measurement accountability. And they’re driving around in their Porsches and, you know, no way to measure. And it’s true to say that with social media, it’s still difficult to get a direct measurement. I mean, I know there’s a lot of Direct Response lovers out there, as well. So there’s like two camps. There’s the branding camp. And there’s the Direct Response camp. I reckon I have a foot in both camps because with things like AdWords and SEO, to some extent, you can measure specifically a return on investment and fairly immediately. But for other things, it’s harder to get a direct measurement. It’s harder to measure your social value, if you’re building up likes on a fan page. And then you sell something in two years from now. It’s hard to pin it back to that person who liked you two years ago and was continuing to stay a fan of your page.

So it is hard to measure a direct response from your social media in some ways. So I think what it really comes down to is having a lifetime customer philosophy. And that’s what it was for me. I quickly figured out when I was selling that if I just look after the customer, then I wouldn’t give them a reason to go somewhere else. And they’d continue to buy and continue to make referrals. So if you really…you need two things here. You need to have integrity because you really care about the customer. And you have a definition of selling that is customer-centric. And for me, that is a sale is the process of change from one situation to a better alternative situation. What that really means is you’re helping people be better off. So if I sell something, I would like my customer to be better off. And that’s a good way to look at it. It has integrity.

The second component, of course, implies that you must know what you’re actually doing. You would only take on a results-based focus if you can’t actually deliver results. And that’s the other sad thing about a lot of businesses out there. They can’t actually deliver a result. I know there was, particularly popular, a challenge in our industry years ago where the guy who ran it eventually came out and said, “Hey, look. We had like single-digit percentage success rates.” And then I was aware of another program that cost several thousand dollars that was teaching people to go from a start-up to come up with an idea and to validate it and make money. And they were so unhappy with their success rate, they ended up stop selling their program because it was single-digit percentage, whereas I look at to my own community. And I was just researching this during the week. If you go back about 7 years ago when I was running my live event, 25% of the room then were not yet making $10,000 a year online. So I had quite a big portion of people starting out. My most recent event last week, only 10% of the room were yet to make $10,000 a year, which meant 90% of them were over that. And a huge chunk of them are past $100,000, 76% or so, a massive proportion of them. And it’s really encouraging to see that they’re getting results.

So if you can get results and if you care about your customer, take a results focus. And you will stand out. And it’s for that reason that now, my highest-level program, which is even above Silver Circle, is a straight-up revenue-share deal. And that is where I take a small percentage of a customer’s revenue. So whatever it is when they come and start with me, we start that as the start line. And then I take a percentage of revenue as my little finder’s fee for growing their business over and above that. And for the right business, they’re very happy with it. They’re gonna make 90% or more on the amount over that. You know, I’m just taking it, you know, maybe up to 10% as my little fee for helping them out, but you can only do that if your stuff works. And that’s really important.

So, I mean, I don’t recommend anybody sell a product or a service that’s not good. And if you are, you should stop, or change, or make improvements. And one thing that set our agency apart from most other agencies is we had an entire team devoted to research and development. And I think this is probably something I brought across from the automotive industry, having worked with Mercedes Benz and BMW. There was a lot of discussion around new products, and innovation, and leadership in design and having that up-front investment. I think Mercedes Benz used to spend 30% of all the money in the world on R&D and to safety, for example. And that’s why they were able to pioneer things like airbags and anti-lock braking systems. And that trickle down of technology that came down to regular vehicles years and years later. It just gave them an authoritative position in the market. And the product’s good. It’s actually a good product. So having a good product is really a keystone to being successful in business because we serve…for me, the other sting in the tail these days is that people are pretty quickly gonna find out about you, whether you’re good or bad.

Todd: Yeah, absolutely. A lot of what you said resonates with me. And, you know, I don’t think it is typically that some companies are doing something that doesn’t work at all. It just might not be the best for the customer. It might not be getting the best results that they could, but, you know, it’s put in a little box. And they get their, you know, 500 backlinks a month or whatever they put together in their packages, you know. And it may not be getting the best results, but it looks good on paper. And it’s okay. It gets okay results.

James: Not only that, it can actually be super harmful for customers. Probably a good example would be if they’d take a Fiverr gig and they end up with 10,000 spare-me-form links, that can penalize their website. You know, it can drop it out of the search results. Big companies are being caught doing things like that where they’ve made a foolish choice. And, you know, the offer seems too good to be true, but there’s plenty of people out there who will happily sell something that is not good for the customer.

Todd: Yeah, it’s a shame.

James: And that’s why we should be diligent as a buyer to check our resources. And I’ve watched most of our competitors collapse over the last seven or eight years. Most of them are not in business anymore because they didn’t have research and development.

Todd: Wow. Well, I think back to your mindset. I wanna touch on this. I mentioned the word at the beginning, and we actually talked about it before the show started, but I’ve always been really, really into the ownership thinking. You know I had an e-commerce store that I started and ran for a number of years and sold about four years ago. And I think going through that process, I mean, it was not easy. I had really, really challenging times where, you know, to get my employees fed, I starved. And it was really, really hard. And I think that builds this mindset of being very cautious with what I do, both with the dollars, the budget, and then also my time and my employee’s time. But I see so often employees at companies don’t have that. And so I’m actually really fortunate the agency I’m at right now, Muhlenhaupt & Company, that is sponsoring this show now, is phenomenal. All the key executives here have owned and run their own businesses. So they really understand that type of thinking. What do you think you can do to…I guess that’s two questions. One, do you have any specific strategies to coach people on having that type of ownership thinking, like your staff? Do you do anything to train them to think that way? And then two, since I am at an agency, we have that here. I guess how would we attract customers that value that type of thinking in the company that they’re hiring?

James: Well, I think the magic word there is responsibility. You foster an environment of responsibility where people are accountable to themselves, first and foremost. And so one thing you can do as a business is to come up with a code of values for the business. It’s not the business owner dictating the values to the team. It’s everyone in the business sitting down together either physically or virtually these days, and thinking about a few words that summarize what it means to work at that business. And together, they work on a Codec. It’s like the DNA for the business. In our business, that’s what we did with our team. And we only have a small team now that we sold the agencies last year. We sold our SEO business. And we sold our website development business. And now that we’re a coaching business and a publisher in another completely unrelated market, we’ve got our values that have been driving us like a locomotive for the last seven years now. And it’s just a few little short statements that define what it means to work in our business.

And one of them, for example, is that we’re ninja-good. It has implications. If you’re a ninja-good and you’re doing a transcription, or an illustration, or coding a website, it implies that you’re not going to just be mediocre. You’re not resting on your laurels of whatever work you did at university, for example. It means you’re continuing to learn about what it is that you do. If you’re doing illustrations, you’ll be looking at other artists’ work, you’ll be reading about new techniques, you’ll be trying, experimenting with new tools and refining your craft. If you’re a web developer, you’ll be getting onto Amazon and buying all the new coding books and learning about the new technologies as they come out, whether it’s Bootstrap or whatever. And you’ll be, you know, experimenting.

And so that comes to the second idea there. And that is that your team members can actually think. And a lot of businesses I’ve worked with initially when I get in there, I’ve realized that they really just have a dictator at the top and an army of soldiers who are following instructions. And soldiers in just the general grunt soldiers are generally not encouraged to think too much. They definitely do what they’re told to do. And they can march in line, but, you know, if the leader goes away, which happens a lot in actual business, they need to be able to think for themselves. And they need to be able to self-organize and grow without constant instructions. So if we wanna look to some places to learn about this stuff, you could read up on someone like Ricardo Semler, who published a book called “The Seven-Day Weekend.” And it’s more of an open way of having an organization where people are encouraged to be responsible and to grow. And we take down a lot of the bureaucracy and red tape and rules that pull back high performers. And I say that with purpose because most regulations in a company are designed for the average plodder to keep them in line, but if you don’t have average plodders, if you have above-average team members, you could take down a lot of the restrictions. You can give them a lot more freedom. You can’t pen in an eagle into a cage like you would with a hen who’s laying eggs. So you know, do you have egg layers or do you have a hunting eagle? And I like to work with eagles more than I prefer to work with turkeys, you know. And so you’ll find this is characteristic. You can look at a few team members and get a pretty good feel for what type of leadership’s happening in a business.

Todd: Yeah, that’s great. And the visual there is fantastic. And do you think you can sustain that at a really big company because, you know, I’ve seen that that’s pretty challenging in a larger company most times. I’ve also seen…I had the pleasure of meeting Tony Hsieh at Zappos after I read his book. And a lot of that book is on core values and building a culture. Really nice of him. I had been in communication with him about a potential investment. And he invited me up to one of their all-hands meetings. And it was just phenomenal to see that, but I don’t think that’s the norm because from what I see, you can have that in a small organization. It’s at least a lot easier than you can in a large one. What are your thoughts on that?

James: Well, I think it’s really easy to run a team up to five or six people. And then it starts to change shape when you start to add a little bit of layering. But with that being said, you know, Ricardo Hsieh had 3,000 employees.

Todd: Oh, did he? Wow.

James: And he went from $4 million to $212 million over a few decades with very little Draconian management style. Now, the other example you mentioned, Tony, you know, they’ve gone through this thing called holacracy. And there was this huge furor about that, but it’s along the same lines or I guess what I’m saying is challenge the conventional way that things are done. I’m not like a 100% advocate of giving team members shareholdings in the business and opening up the structure to that extent. I quite like to own my business 100%.

Todd: Yep, I know you do.

James: Again, I’m probably somewhere in the middle. But we can take ideas from this like an artist with different paint colors and different brushes. If business is a blank canvas, you know, there’s more than a few ways to paint. And, you know, what we come out with is gonna be different every time we approach it. So it is something to think about and to question, why do we do the things we do? And I got a lot of the important tools that I’ve gleaned for running a business from the automotive industry and, in particular, from that era where Japan became strong after the World War II and with the guidance of American experts on efficiency and engineering. They really were able to dominate the U.S. market decades later because W. Edwards Deming came and brought fantastic ideas for eliminating bad work, you know, at the end of the production line.

And they had process optimization. You look at Toyota, which I think is the richest car company in the world. And it’s got the five Ys. Look at the way that Carlos Ghosn turned around Nissan by combining people from different departments in the same room so they could communicate properly and shorten the time it takes to make a new vehicle and reduce errors. And, you know, he finally had designers who could design something that the engineers thought they could actually build that the marketing people figured they could actually sell. And, you know, that was a revolutionary concept. And even if you were to go back before that even to Henry Ford, he made huge changes in the industry and had massive market share domination in the early days by constantly researching and developing. He had cheaper, lighter materials. He kept lowering the price of the vehicle. He had a production line, assembly line. He had one-color option at one point, black. So there’s so many lessons for us in history, we’d be crazy not to just have a look at it and see how that impacts your current business.

Todd: Yeah, James you are a wealth of information. You are like an encyclopedia every time I hear you on a podcast. And on this one, you are not letting me down here, buddy. That’s great. You mentioned something about in the Japanese automakers, Toyota, that was W. Edwards Deming went there. And then decades later was when they really started to show that the results and the dominance. And that’s making me think of another question that I’m really excited to hear your answer on, which is sort of the short play versus the long play and how discipline plays a part in the success of your most successful students.

James: Well, that’s a really instructive example, the Japanese domination of the U.S. market, because they started by going to Australia first and testing because per head of capita, Australia is the second most competitive market in the world for motor vehicle sales, only after New Zealand, who has just a lot less people. So they win the brands available per population wager, but in terms of actual markets, Australia is super competitive because we have a lot of different brands and not too many people. And we have an extremely multi-cultural society. We have every type of race and nationality here in business. So Toyota came here to learn. And then also, other companies like Nissan sent students to America to live with American families and find out their preferences. And they discovered that America likes cars with soft suspension. And they like quiet cars. So Toyota came out with an entire brand aimed at the American market. Do you know what that brand was?

Todd: Lexus.

James: Yes. And Lexus actually stands for luxury export U.S.

Todd: No kidding. I didn’t not know that.

James: Yep. It’s like, “Let’s take a Toyota or dress it up and make it all luxurious for the…and we’ll make it really quiet and soft suspension. And the Americans are gonna love this.” And true to form, Lexus dominated the market there. And it started eating into the market share of established players like Cadillac and so forth. And then the other thing that they did is they had a much lower cost of production. The cost of production was something like $1,200 per employee, whereas the American car companies were somewhere like $4,500 per employee. And then the other thing is, you know, by going to different countries, they really got a global feel for it, whereas three-quarters of the Board of Directors of the American car companies did not even hold a passport. They never left the country. So they were flying in this like blind market of this like one place. And they got complacent.

So basically, a light, a strong competitor came and just annihilated them. And, as you know, most of the American car companies actually went broke and suffered bankruptcy. And this is a great lesson in business. So it wasn’t an overnight success for Toyota. They actually started out of a crisis. I think that’s even the title of Deming’s book, “Out of Crisis,” but they started in, you know, a destroyed city. After the war, they had to start from scratch, which was their frustration, but also their benefit. Being able to wipe the slate clean, it sort of eliminated the problem that I think holds most businesses back, which is sunk costs. They didn’t have any sunk costs. They had nothing. So they had to start again. And I think what a big burden for businesses is they’re so invested in where they’re at that it’s hard for them to change direction or the mindset required to do that is so strong that it won’t get done. And most people just hang around with the old because it’s convenient. And that sort of level of comfort means they’re gonna persist with all their sunk costs. Like if you were building the Titanic and you just got the last few bolts to stick on it, but you knew it’s gonna sink, you know, someone’s probably gonna say, “Hey, listen. Just keep quiet, friend.”

Todd: Yeah.

James: I mean, it’s scary, but it’s true. Like that’s just how it is. If you really wanna be successful, it is a long game. It is a marathon, not a sprint. And try and think about the market that you’re in three to five years from now. What does it look like in three to five years from now? For me, I guess that was one of the decisions why I wanted to sell my SEO business. And I wanted to double down on coaching because I still think there’s actually gonna be more and more people coming into an online business. It’s the number one export for some countries like the Philippines, for example, labor is a huge export for them. So American and Australian companies looking for labor. And I think it’s a thing, and it’s growing, and it will continue to grow. And people will continue to have frustrations and challenges. So think about what is the objective? And don’t look for a win today or tomorrow or next week. If you can extend the timeline a little bit and lay solid foundations, then you’ll be okay. And if that means having to let go of an old plan because it’s not gonna get you where you need to be in a few years from now, it’s better to just take the pain up front and then move quickly. And it’s the smaller a business you are, the more of an advantage you have because you’re more nimble.

Todd: Yeah, it’s a great insight. Tying this all together, going back to your first point of having an offer that converts, do you think some people get stuck? They have the sunk costs of an offer that doesn’t convert or a product line that doesn’t convert. And then they get stuck on that, rather than moving forward and creating something new?

James: I do, yes. I see some people, by the time they come to me for coaching, they may have spent one year building a product that they have yet to validate or do any research in the market. They just decided to build something. And nothing will convince these people to stop, down tools, go and validate their market, because they’re scared if the market doesn’t validate it that it’s not gonna fly. And they’ve wasted a year of their life on this thing, but it’s actually really common. The other one is where they’ve spent a lot of money on software that no one wants to use there’s no need for. And it’s something to watch for certainly. That’s why I like to see, what are people really hungry for? What are they already asking for? And what do they already buy? That information is fairly easy to get. And start there, no matter, you know, at least follow the rules before you break them.

Todd: Yeah, I see exactly what you’re talking about too. Like people who have those projects that they’ve been doing for a year, and it’s not only that they don’t want to validate it. Even if it’s validated as not being something they’re gonna be able to sell, they still refuse to believe it. Their idea is good. And people will buy it. And they will take that to the grave.

James: Well, I think where this is important for a customer of an agency like yours is they might think they know what the result they want is or what success means for them. It might be that their Board of Directors needs to achieve a certain market share or it might be they need to put money in the bottom line. We shouldn’t presuppose it, I suppose. We’ve got to find out what does success mean for them? What would they deem a successful result from the campaign? And then they should be pretty open-minded when they’re listening to a brief because people in the agency have other clients, and they see the landscape. And they spend money out there getting results for other customers and they can learn from that. And that’s part of the power of dealing with people who are already in the market. And maybe they’ve already run 1,000 tests before. So they can get pretty close to the mark out of the gates compared to a customer trying to do it in isolation or even worse, when they have an in-house intern who’s on a junior wage, maybe doing some study at a university. And I’d hate to think what they’re teaching about online marketing at an actual university these days because I’m sure it’s not super current, versus an in-the-trenches agency that wouldn’t even be a comparison.

Todd: Yeah, I like what you said a lot about helping the client, like if it’s our agency client, really get clarity on the results they want at the beginning. We actually just had a meeting yesterday with a new client where that’s the first thing we focused on, but here’s just a follow-up question to that. If you have given them an outline of a three-month project say with a bunch of deliverables, and you get really clear on the result they want at the beginning, you’re trying to do two things, right? You’re trying to fulfill on the actual result they want, but the deliverables that they bought and your big fancy proposal at times. If things shift and you realize that a lot of those deliverables are really not gonna move the needle, do you have strategies for presenting that to the client and basically changing the scope of the project in a way that they’d be very open to?

James: Well, I’ve always found direct communication is the simplest. And I’d probably look for a metaphor to explain it because metaphors can be quite instructive to help people grasp difficult concepts.

Todd: Like an eagle in a pen?

James: Yeah, it’s like if you drive along the freeway and you notice that your wheel’s starting to fall off the car, it would be a good idea to pull over fairly quickly, you know. “Hey, we have to indicate and pull over and tighten the nuts on this thing because if we continue and the wheel falls off, we could roll the vehicle and die.” So I just come up with a way to explain what needs to happen. And, of course, you should be fairly clear about why it would have to change. And you know that the things that will stop someone telling a customer about a change in plan is the customer’s gonna start pointing fingers and say that you gave them bad advice, that you should have known better, and there might be a big blame game and all this sort of stuff. So these are sensitivities that you’d have to be aware of and saying, “Look. Here are the facts. This is where we are now. This is what’s changed. This is the next course of action we would prescribe, based on this new information.”

Todd: Yeah, and I think what’s worked for me in the past, I mean, I just wanted kind of wanted to see your take on that. What has worked for me is framing the conversation and repeatedly, like the beginning of every single call, every single session, focusing on the results, and then explaining that that is our number one goal. And here was our plan, but we’ve actually got a few recommendations of a few things to drop off and a few changes in course of action to get those results in there.

James: So in that kind of phrase, I would just change “but” to “and” or “however.”

Todd: And, yes. Remove the “but.”

James: “And” is a softer segue into the next piece of information than a “but.”

Todd: I’m good. Okay. Thank you. Well, this has been great, James. I think I covered the key questions I really wanted to ask you. You know, maybe one more that really touches on your mindset. And, again, it’s a little bit related to the results and not activity, but just the idea of discernment, right? So this could be when putting together a proposal for a client. It could be just in your every-day life. What is your approach to choosing what to focus on when you have limited bandwidth for yourself and in your business?

James: Well, I focus pretty carefully on things that I think will excite me, that interest me. For me, that’s one of the filters that’s important these days. And I have a checklist. Like it’s probably more of an unconscious behavior now, but I used to have an actual checklist of, you know, will this have a compound effect later on? Is there a by-product from this activity? Does this get me a high-impact return for the amount of effort involved, you know? Is this super enjoyable to…do I want to be doing this? I guess part of the inspiration for that would have been a checklist I saw from Dane Jackson many, many years ago, which I stuck to the side of my filing cabinet. And it was something along the lines of, “I know I’m being successful when…” And it had things on it like, you know, I wear a watch merely for curiosity. And I only work on projects that I want. I can stop at any time, if I don’t enjoy it anymore. I only deal with people who energize me and those sort of things. It was great. I’m thinking, “You know, why can’t we craft our lifestyle around the things that we want to?” And that’s where I started exploring lifestyle design. And that’s been one of the more popular topics that I talk about and cover off with students because we really can craft or chisel out the life that we want, no matter where we’re at. It might take time, but just knowing that you have a choice is the first step.

Todd: Yeah, that’s fantastic. And I’m gonna go back. For anyone listening, you went through your list really quickly. You had some really good stuff about what this create compound effect. What would be a by-product of this activity? So in the show notes, I’m gonna put all those things. James, this has been great. Maybe just to wrap up, you can tell me anything new you’re working on. I mean, you did mention briefly your highest-level coaching or I guess kind of a joint venture partnership program. Is there anything else that you haven’t chatted about on the podcast airwaves that you wanna touch on?

James: Not really. I think it’s just important to always be working on a project that really excites and energizes you. So for us, the team and I are working on a brand new project in a completely unrelated market that’s more of a passion interest for us, but we’re still…that one’s a five-year timeline. We don’t have any expectations up front. And it’s just important to do something that you enjoy. And, you know, it’s not all work, grind, and hustle. So that’s really more my sort of tip there is don’t lose sight of what you’re doing. You don’t have to tip yourself entirely into boring work stuff.

Todd: Yeah. And I’m gonna just add something here. For anyone listening who does not know James’ stuff, I highly recommend you listen to some of his podcasts and go to SuperFast Business. I cannot over-emphasize the value in that community. And I do really resonate with what you’re saying. James, I’m looking at your picture on Skype right here with the waves in the background. James has become an avid surfer over the past, what, five years I guess, James. And, you know, the lifestyle that you have built for yourself, you know, it shows through in what you teach in your coaching and, just like you said, your lifestyle design…your emphasis on lifestyle design has really changed a lot of people’s lives. And I’ve seen that in the SuperFast Business community. And I know a bunch of people who have gone through Silver Circle. I don’t wanna call them out on the air. I don’t know if they’re public with that, but you’ve worked with a ton of some of the most successful entrepreneurs that are getting a lot of attention and writing books these days. And, you know, I’ve learned a lot from you. So thank you so much for all of that. And, again, anyone listening, definitely go to Sign up, get some info watching videos, and if you’re in there, you’ll be in the group with me and James and the rest of the community. So James, thanks so much for coming on the show. Really great to talk to you.

James: Thank you, Todd. Great to catch up.

Todd: All right. Have a great one.

Woman: If your business generates over $1 million per year, you are eligible for a free strategy session from our sponsor, Muhlenhaupt & Company. Want rapid revenue growth? The professional problem-solvers at Muhlenhaupt can help. They’ve provided significant gains to the Inc 5,000 and the Fortune 500. And their results are incredible. For example, they recently helped a $20 million company rocket to $300 million, becoming the number one privately held company in their entire industry in just 3 years. Do you want more customers and increased revenue for your business? Just visit for your free strategy session today.

Todd: Thank you for listening today. Before you go, I wanna leave you with three important questions designed to get you results from what you just heard. Number one, what one lesson did you just learn that you can take action on? Two, what single action can you commit to doing in the next 24 hours to integrate the skill, habit or mindset into your daily life? And three, what can you do to ensure you will actually take this action? Speed of implementation is the key to success. And you’ve got to take action on what you just learned.

Perhaps you need to put a reminder in your calendar, put a Post-it on your computer screen, or talk to an accountability partner to check in to make sure you did this. Whatever you do, make sure you take action on the one key thing you learned from this episode to make sure you start seeing results. You deserve the success and peace of mind that comes from building a profitable and influential business that truly matters. You deserve it, your family deserves it, the world deserves the best business products and services you have to offer.

Thanks for listening and make it a great one.

How to grow an agency to $400K ARR in just 30 days (with Alex Berman)

Alex Berman is the founder and CEO of Experiment27, a highly sought after lead generation company. He has done $6.5 million in B2B sales and generated $35 million in leads for his clients. He also has a Youtube channel where he regularly posts marketing tips for agency owners.

Listen in today as Alex shares his secrets that helped a mobile dev shop earn a million dollars in just six months, and grow his own personal agency from zero to $400,000 ARR in just 30 days.

To date, he has sent a million cold emails, and this is what we explore in the podcast.

Alex goes into great details on how to improve your cold emails by asking simple questions, what tools he uses to get the best results, and why most people fail at cold email outreach.

We also discuss his personal habits and mindset that have allowed him to be so successful at a young age. He discusses the concept of growth mindset and reflection, and how both of these concepts have been instrumental in achieving success.

Listen to this episode, and let me know what you learned from the show.


5:40 How he decided his target audience
6:37 What’s the number one lead generation channel?
8:50 How was his approach different from other people?
10:13 Why did his previous company fail?
11:28 “Who’s your Noah” concept
12:48 How do you develop the culture
13:00 How he structures meetings
14:01 Why do most people fail at cold email outreach?
15:25 Questions to improve your cold emails
19:01 What tools does he use for cold emails
20:21 What type of people are responding to the emails
22:16 How to structure the qualification call?
23:48 Why Hubspot fails at cold emails
25:22 How can someone new to this get started
26:54 Other resources by Alex
28:26 How he structures his day
30:07 How he uses a growth mindset to accomplish goals
31:47 Spend more time reflecting
33:37 How to determine when to hire
38:55 Commit to a long term plan



Alex Rosemblat’s Technical Approach to Explosive Growth

Today my guest is Alex Rosemblat. Alex is the VP of marketing of Datadog, which is high tech monitoring service for large scale applications.

In this interview, we discuss how he was able to quickly grow from a team of just a couple people to 30 people.

I had a blast doing this interview, and Alex had loads of practical lessons to teach, I really enjoyed it and think you will too.

One of the amazing things Alex discusses is his technique of using trade shows to validate the market. Most of us use trade shows to market and sell our services. But Alex used them differently. There is GOLD in this advice, and if you ever attend trade shows, this is worth listening to twice.

Another great topic we touched on was his insight on “the 4 steps to the epiphany”. This is a book by Steve Blank, and Alex and I discuss some of his favorite insights such as “how not to ask leading questions when validating your product and service.”

I was also blown away when Alex discusses his philosophy of how everything can be broken down into a system. Once you understand the system, you can optimize the system.

The show is packed with value-bombs!

Listen to the show and let me know what you learned from this episode.

Want more great content like this? Be sure to check out the Luminary Business Community and apply to become a member.

3:00 What is Datadog all about?
6:30 What kind of errors does Datadog identify?
7:50 What has contributed to their explosive growth?
10:10 The first key steps Alex took when joining the company
11.15 How they tested their assumptions?
14:30 How to use to validate your product or service.
17:02 4 steps to the epiphany
19:15 Why people say “yes I’d buy that”” but then won’t (hint: It’s just to be nice)
22:46 Local and vocal customer base
24:26 Conjoint analysis approach
26:18 What activities produced the biggest growth?
32:29 What’s the main benefit of the Datadog?
33:53 Im going to wrap up this part here.
34:07 New service at Datadog
36:05 What do you do differently that allows you to be successful?
40:07 How to develop relentless persistence?
43:45 Persisting through difficult tasks
47:05 One recommendation that would have the biggest impact


Secret to “Reading” 150 Books in 6 Months + The Story of ReadItFor.Me

In today’s podcast, we are talking to Steve Cunningham. Steve is the founder of, a company that can change your life, one audio and video book summary at a time.

On top of being a great interview and story, Steve has given all Luminary Business listeners a 14 day window to get a LIFETIME subscription at 83% off the normal rate.

I jumped on this myself and I suggest you grab your own subscription here before this offer ends.

SPECIAL OFFER FOR LUMINARY BUSINESS LISTENERS: Get a lifetime membership at 83% off is an e-learning service that turns bestselling business and personal development books into 10-15 minute animated videos, audio and text summary. His customers include well-respected entrepreneurs and brands like Zappos and personal development gurus around the world.

What his service allows you to do is make sure that you utilize the “in-between” moments –the time when you’re waiting in line for coffee, or when you’re waiting for the kids to get out of school – now you can get the gist of an entire business or personal development book in those 10-15 minutes.

So what it actually does is unlock a lot of personal development for people, and they get to get a lot more done, generate a lot more ideas and ultimately grow their business

I can’t say enough good things about this service.

Steve is the real deal. He reads a book every single day and I’m really excited to have him on. I had a blast interviewing him, and really liked the part of how he got started with the business, and what he has done to make it a success. We also talk about his favorite books, and how they have impacted him.

As stated above, Steve was kind enough to offer a special offer to the listeners. For a limited time, you can get LIFETIME access to his service for just $250 (down from $1499). That’s a really great deal for the value Steve offers, and I’ve already availed it, and would suggest that you do too.

Head on to to subscribe to his service

What you’ll learn in this episode of Luminary Business:

  • 5:51 How he started this business
  • 9:15 How he validated the idea
  • 11:04 How he reads 1 book a day?
  • 12:30 Creating summaries after reading the book
  • 13:30 How different people are using his service
  • 16:10 What to do to get the most out of his service
  • 17:45 Impact of reading 1 book a day
  • 19:35 Books that have impacted him the most
  • 29:31 Figuring out the business model
  • 35:51 Special 83% off special offer for the audience

Resources mentioned in the podcast:

Operating a $100M+ E-commerce Store from Home with Rex McClanahan

Rex McClanahan is the president of Buds Gun Shop, an online gun shop doing over a $100m per year in revenue.


I came across their site while doing some research, and they are not your average gun shop around the corner. Their traffic is through the roof (88k unique visits per DAY) and they are in the millions.

They started back in 2007 and currently employ around 300 employees.

What got me excited about this ecommerce business was the incredible feedback they have online: A+ BBB ratings, 28 thousand reviews on reseller ratings, and 99.8% positive feedback on ebay.

I learned a lot of things during this interview that I could immediately apply to my business and personal life. For example, I loved the part where Rex talks about setting up an algorithm to price the product based on user searches and behavior on the website. I think that was really intelligent.

On a personal level, I really admire Rex’s way of running the business, how he invests in his people, gives them responsibility so that they lead themselves, and also gives them the opportunity to work from home.

Lastly, I loved his idea of making fitness and health an appointment in you calendar.

There are a ton more insights in the interview.

Listen to it, and let me know in the comments what you learned from it.

What you’ll learn from this episode of Luminary Business:

  • 02:40 Introduction to the company
  • 04:18 Why did Bud hire Rex
  • 09:50 Process of buying a gun
  • 13:35 Upselling in a gun business
  • 15:00 Growth of the business – 209%, 388%, 144% respectively during the first 3 years
  • 20:30 Customer support is the biggest challenge
  • 23:30 What was the thing that stood out while growing?
  • 22:15 Algorithm to smartly price products
  • 23:54 Does it look at the competitor’s pricing?
  • 29:20 What he learned as the company grew?
  • 31:40 Philosophy on being in the office and encouraging employees to learn on their own
  • 34:54 Making sure people understand his philosophy and his decisions
  • 38:45 Working from home, and how it has impacted productivity
  • 42:18 Daily habits that have impacted success
  • 45:48 Rex’s best advice – define your success
  • 47:55 What he would have done differently? What mistakes did he make?
  • 49:45 How to deal with internet trolls? – kill them with kindness


How to Build a $3M/Year Social Media Automation Tool with Laura Roeder

Laura Roeder (social media guru) decided to build software, and a $3.3 million dollar per year business was born! Laura quit her job at a young age of 22 years old, and started working as a designer. Since then she has moved one from info-products to creating a software in the social media space called, MeetEdgar. In just 2 years, she has been able to grow the company to $3.3 million. Wow!

She has been awarded Top 100 Entrepreneur under 30 multiple times, and has even been recognized by the White House. She regularly speaks at popular industry events like South by Southwest, and has been featured multiple times in top publications like Fast Company, Bloomberg, etc.

In this episode, we cover how she was able to grow MeetEdgar this fast, how she validated the idea, and what channels did she promote to. Later in the interview, we discuss the habits that are responsible for her success.

Enjoy this episode, and let me know what you think about it.

What you’ll learn in this episode of Luminary Business:

  • 2:18 How she quit her job and got started
  • 6:03 How MeetEdgar came about June 2014
  • 7:10 Do you need an audience to be successful?

    Continue reading

Carrie Kish on Leadership

Finding Your “Great Gift” and Developing Company Culture with Carrie Kish

In today’s episode, I have a friend of mine from my Los Angeles days, Carrie Kish. Carrie is the partner and CEO at Culture Sync, which is a management consulting firm that specializes in leadership development, and cultural change. She’s got over 20 years experience of consulting and leadership trainer and coach.

In this episode, we talk about how Carrie is able to handle multiple businesses, what her “great gift” is, and how can a person find their own.

She gives us great insight on how she develops rapport with people using language, what her research shows on why some companies outperform others, and how to think about money.

What you’ll learn in this episode of Luminary Business:

  • 2:10 How to find your passion and outrage (and use this to be a strong leader)
  • 3:04 What CultureSync does: Leadership training and culture development
  • 5:45 What is a “Great Gift”

Continue reading