Anand Kulkarni, co-founder of LeadGenius. Anand left his job as a researcher and teacher at Berkeley to develop a tool that uses automation technology to find effective sales leads. Listen as Nathan and Anand talk over starting an SaaS business and exactly how to run an effective fundraising round.

Famous 5
Favorite Book? – Only The Paranoid Survive
What CEO do you follow? — Elon Musk
What is your favorite online tool? — Gmail
Do you get 8 hours of sleep?— Yes
If you could let your 20 year old self know one thing, what would it be? —I wish I had known how much fun it is to start a company - I would have started sooner!
Time Stamped Show Notes:
01:22 – Nathan’s introduction
01:54 – Welcoming Anand to the show
02:10 – LeadGenius is AI for sales - ‘top of the funnel automation’
02:45 – One client is using it to map out every IT director in every Brazilian telecom company, and obtain their contact details
03:30 – Charges between $2k and $1 million a month
03:50 – Started in 2011
03:55 – Total revenue in 2015 was $8 million
04:20 – Worked with 200 customers in February 2015
04:37 – Annual revenue of $40k per user
05:00 – LTV to CAC ratio of about 10
06:00 – Spending about $15k to acquire a customer
06:30 – Some salary costs associated with accessing certain kinds of data
07:30 – Currently have net negative churn
07:40 – That means that growth from existing accounts offsets any loss of customers
08:45 – About to release a new email product
09:05 – Total MRR in February was about $700k
09:30 – 50 team members locally, plus 500 outsourced
10:00 – Raised $8 million total; the last round was a series A of $6 million
11:10 – How do you make the decision about when to raise another round?
12:50 – Pre-money valuation in the last round was in the tens of millions
13:35 – ‘A good partner pays for themselves’ - think about partners, not valuation
15:34 – Connect with Anand on twitter
18:00 – Famous Five

3 Key Points:
If you’re deciding whether to run an investment round, look hard at the milestones for your business. Is investment right now going to make significant progress toward those goals?
Don’t just look at valuations when you’re choosing partners. They should bring something significant to the business beyond investment
Whatever you’re planning to do, or dreaming you can do: start. It’ll be fun.

Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books.

Show Notes provided by Mallard Creatives

Gil Allouche, the co-founder of Metadata. Gil’s an expert in digital marketing and AI who worked as a marketing consultant for big-name companies before quitting to co-found a startup. Listen as Gil and Nathan talk digital marketing, growth hacking, and how to work with your co-founders.

Famous 5
Favorite Book? – Enders Game
What CEO do you follow? — Brian Halligan
What is your favorite online tool? — Hubspot
Do you get 8 hours of sleep?— No
If you could let your 20 year old self know one thing, what would it be? —That everything is achievable, and that I should set my goals much higher

Time Stamped Show Notes:
01:10 – Nathan’s introduction
01:35 – Welcoming Gil to the show
02:10 – Before Metadata, Gil was a marketing consultant for B2B companies
03:00 – Gil’s focus in college was on AI and robotics
03:10 – He followed this with an MBA and focused on digital marketing
03:35 – In February 2016, Metadata had MRR of $35k
04:10 – Currently raising around $2 million in equity in a seed round
04:50 – Would be happy with a $5 million pre-money valuation
05:30 – Metadata amplifies the impact of content marketing
06:30 – Takes initial audience and reverse engineers a profile
07:15 – Targets lookalike audiences on multiple platforms
08:10 – Starts at $10k for a 3-month pilot
08:50 – Takes over landing page, enrichment and targeting
09:15 – A startup: still figuring out a pricing model
10:00 – 3 founders; 8 team members
10:35 – How do you talk to co-founders about splitting equity?
11:10 – Just over 12 customers
11:42 – Churn rate: to date, only one customer has left
12:15 – Launched in May 2015
12:40 – Willing to spend $2-3k to acquire a customer
14:00 – Connect with Gil by email
15:20 – Famous Five

3 Key Points:
Aim high. Everything is achievable with the right method.
Half of content marketing is marketing. The best content in the world won’t help you if no one reads it.
If your startup has co-founders, have a serious conversation about splitting equity. It’s too important to not get right.

Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books.

Show Notes provided by Mallard Creatives

Danielle Morrill, the technology exec who left Twilio to found Mattermark, a SaaS business that’s aiming to make almost $5 million this year. Danielle’s an ambitious CEO who can’t stand to be bored. Listen in to hear why you should never split equity evenly, why focusing on churn rate will make you lose customers, and the one crucial thing you should think about before you sell your business.

Famous 5
Favorite Book? – The Pyramid Principle
What CEO do you follow? — Elon Musk
What is your favorite online tool? — Slack
Do you get 8 hours of sleep?— No
If you could let your 20 year old self know one thing, what would it be? —It was all going to be okay. She should stop angsting and just keep doing what she’s doing.

Time Stamped Show Notes:
01:08 – Nathan’s introduction
01:46 – Mattermark is a SaaS firm that lets customers research private companies
02:20 – Helps people who are looking to sell, buy, or invest in companies
02:41 – Launched in 2013
02:50 – First year revenue was around $200k
03:07 – Left Twilio to start a different startup - an affiliate marketing program
03:43 – Shut down the company completely and started again with the same investors
04:18 – Three co-founders. Danielle is the CEO, her husband codes, and her friend runs sales
05:21 – “We don’t have a 1:1:1 split - because things aren’t ever even.”
06:04 – “I think it’s the CEO’s job to offer equity portions that are fair and make sense”
07:30 – “It’s intellectually lazy to not discuss the equity portions”
08:01 – Topline revenue in 2015 was $2.4 million
08:20 – Monthly recurring revenue is around $260k
08:50 – Around 500 customers
09:07 – Annual customer revenue is around $10k
09:50 – Annual churn is less than 10%
10:11 – “Not everyone has turned over on a year yet - around 80% of customers came on board in the last 11 months”
10:34 – What other metrics measure customer engagement?
10:40 – “By the time they churn, it’s too late”
11:30 – “We think lifetime value will be in the $50k range”
12:10 – Started up an in-house marketing team 8 weeks ago
13:40 – What’s Danielle’s goal with the business?
13:55 – “My goal is to work on interesting things my entire life. If I sold the company for $100 million today, what would I do?”
16:02 – Danielle would be delighted if this year’s revenue hit $4.8 million
16:28 – Connect to Danielle on Twitter
18:08 – Famous Five

3 Key Points:
Discuss equity portions with your co-founders. All an equal split proves is that you don’t know how to have difficult conversations
By the time customers have churned, it’s too late. Look at other engagement metrics to catch them before they leave.
Think about your personal goals. Why are you running the business you are? What do you really want out of it?
Resources Mentioned:
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books.
Show Notes provided by Mallard Creatives

Aditya Singhal, an education technology entrepreneur who’s hoping to fully automate tutoring in the next five years. Aditya believes in low-cost, high-quality education for all. Tune in as he and Nathan talk automated education, subscription models, and why Silicon Valley is overrated.

Famous 5
Favorite Book? – Growth Hacker Marketing
What CEO do you follow? — Elon Musk
What is your favorite online tool? — Twitter
Do you get 8 hours of sleep?— No
If you could let your 20 year old self know one thing, what would it be? —I wish I knew how to hack growth faster

Time Stamped Show Notes:
01:25 – Nathan’s introduction
01:45 – Welcoming Aditya to the show
02:10 – There are 21 million college students in the states, looking for help
02:30 – Created TransTutors - an AI teaching assistant
02:50 – Subscription model: $20 each month, 30k customers
03:10 – Not a typical SaaS business model - uses humans assisted by code
04:05 – Revenue is $60-80k per month
04:20 – Business founded August 2014
04:30 – Revenue is 2015 around $1 million
04:50 – Initially self-funded; now raising investment from 500 Startups
05:00 – Hoping to raise $2.5 million by convertible note
05:30 – Making a trade-off: wants to learn from Silicon Valley
06:10 – Are tech hubs overrated?
06:30 – About 40% of customers (12k) are paying monthly
07:30 – In February 2016 had 3k active paying customers
08:05 – Users typically stay 4-6 months (one semester)
08:40 – Team of 10 people, including 8 in India
09:00 – A young engineer in India earns around $30k per year
10:00 – Aditya’s goal is to have a fully automated teaching system
10:20 – Would be happy to sell once he’s achieved his goal
10:50 – Equity split 50/50 between Aditya and his partner
11:30 – Connect with Aditya by email or twitter
14:50 – Famous Five

3 Key Points:
Create the solution your market are looking for - even if they don’t know it yet
Be clear about your business vision
Focus on finding social marketing methods to grow your business explosively

Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books.

Show Notes provided by Mallard Creatives

Robin Thurston, the founder of Map My Fitness and senior VP at Under Armour. Robin built a conversation with cycling buddies into a multi-million dollar app. Listen as Nathan and Robin talk about turning a website into an iPhone app, Map My Fitness’ user base, and the process of exiting a company you’ve founded.

Famous 5
Favorite Book? – Career Warfare
What CEO do you follow? — None
What is your favorite online tool? — I travel so much - it’s a car-sharing service
Do you get 8 hours of sleep?— No
If you could let your 20 year old self know one thing, what would it be? —You never actually know what’s going to happen

Time Stamped Show Notes:
01:25 – Nathan’s introduction
01:45 – Welcoming Robin to the show
02:10 – The process of founding Map My Fitness
02:40 – Came out of a dinner conversation where someone wanted to map their cycle route
03:10 – Robin wasn’t a developer but had a product background
03:30 – Worked with developers who were also cyclists
04:20 – Bought the ‘Map My Run’ website for $5k
04:50 – Moved to Denver and launched Map My Fitness
05:15 – Had 1 million web users before the iPhone launch
05:40 – 2006-2013, became one of the USA’s top 100 apps
06:00 – Made money from ads and subscriptions early on; added a SaaS business
06:45 – Around $17 million in revenue when they exited in 2013
07:30 – Under Armour was interested in the community and user base
07:40 – Revenue of about $4 per month per user in the US
08:20 – Spent almost nothing on acquisition
09:00 – Early 2013 were advised to ‘go big or go home’ by potential investors
09:40 – Had a call from Kevin Plank in the middle of the raising process - and sold
11:30 – Underarmour were keen to acquire a team experienced in e-commerce
12:40 – Time from call to public announcement was less than 3 months
13:00 – Had 103 employees at time of sale
13:30 – Contact Robin on Twitter
16:10 – Famous Five

3 Key Points:
Know when it’s the right time to sell or exit your business. Even if it’s not what you’d planned, opportunity may come knocking.
Dominate your niche. Robin and his partner bought the ‘Map My Run’ site - a potential competitor - and used it to propel their own site forward.
You don’t know where you’ll be in twenty years. Keep an eye out for opportunity and let yourself be surprised.

Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books.

Show Notes provided by Mallard Creatives

Ryan Moran, creator of the Freedom Fast Lane podcast. Ryan’s new venture is Capitalism.com, which will go live in June. He’s making millions from multiple revenue streams and about to run his second conference. Listen in to hear Ryan and Nathan talk creating authority, how to game the Amazon ranking system, and why running conferences is worth the effort.

Famous 5:
Favorite Book? – Ready, Fire, Aim
What CEO do you follow? — Glenn Beck
What is your favorite online tool? — My journal
Do you get 8 hours of sleep?— No
If you could let your 20 year old self know one thing, what would it be? —That there were going to be compounding returns on everything he did. I wish I had gone bigger.

Time Stamped Show Notes:
01:18 – Nathan’s introduction
01:46 – Ryan was interviewed in episode #140 of The Top
02:05 – Why go from Freedom Fastlane to Capitalism.com?
02:45 – “We wanted something more authoritative”
03:45 – Paid $100k for the domain name
04:40 – Ryan’s generating about $1 million in topline revenue per month through Amazon products and his coaching programme The Tribe
05:20 – Access to The Tribe costs $2000 for coaching, conference calls, and physical meetups
06:38 – Revenue breakdown is 25% coaching, 75% physical-product businesses
07:40 – Best-selling product is fish oil, which sells for $20 per unit
08:22 – Product costs $5; Amazon takes around 30% in fees - so $6.50
09:30 - Makes about $7 profit per unit
10:40 - Sells around 150 units per day
11:05 – “It’s still fairly easy to game” the Amazon system
11:30 – The Amazon ranking algorithm is based on volume of sales
12:50 – Ryan also makes money from a yoga business; real estate; and other product sales
13:45 – Why do conferences?
14:05 – “I wanted to create the conference that I wanted to attend”
15:09 – Expecting 750 attendees at the next conference; tickets cost $1497 or earlybird $997
15:16 – At the last conference, spent about $170k on speakers; $70k on AV, and $80k on catering
16:08 – Revenue was around $400k; profit around $50k
16:20 – Expect to spend around $200k on speakers this year
17:00 – “We don’t aim to make money from conferences - it’s a pure branding and networking play”
17:25 – What would Bernie Sanders say about your brand of capitalism? Is it unethical?
17:50 – Subscribe to Ryan’s podcast at Freedom Fast Lane
19:06 – Famous Five

3 Key Points:
Wealthy people have multiple revenue streams - diversify
There are compounding returns on everything you do. Risks and failures go away fast - but successes stay with you
Maybe it is unethical that people are paying $1497 to attend a conference while other people are sleeping on the street. Who knows?
Resources Mentioned:
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books.
Show Notes provided by Mallard Creatives

Drew Taylor, founder of AstroPrint - a software and app ecosystem described as “the Android of the 3D printing world”. Listen as Nathan and Drew talk 3D printing, making money, and how to dominate an emerging niche.

Famous 5
Favorite Book? – Crossing the Chasm
What CEO do you follow? — Tony Hsieh
What is your favorite online tool? — Trello
Do you get 8 hours of sleep?— Absolutely not
If you could let your 20 year old self know one thing, what would it be? —I don’t know. I’m a fan of taking life’s lessons as they come.

Time Stamped Show Notes:
01:11 – Nathan’s introduction
02:00 – Welcoming Drew to the show
02:30 – AstroPrint started because Drew saw that 3D printing software needed to improve
03:00 – Two products: software, and cloud-based app store
03:25 – Free for personal use; charge for commercial use
03:50 – 70/30 split on profits from app store
04:10 – Founded in 2015 - with a different idea
04:45 – $150k total revenue in 2015
05:00 – 9 team members
05:10 – Raised $500k in convertible note
05:50 – Fundraising with accelerators including BetaSpring and 500 Startups
06:20 – How do you get enough sales to dominate?
06:45 – Partnering with larger companies
07:30 – Can provide the entire software base for existing printers
09:00 – Adds value to machine by connecting it to an app system
11:00 – Consumer revenue is entirely from app sales
11:50 – Currently almost no revenue from app sales - expected to take off around 2017
14:00 – Would be happy with a pre-money valuation of $10 million
14:30 – Currently in the middle of a fundraising debt round
16:40 – Famous Five

3 Key Points:
Be creative about making money - what revenue models are working in other areas? How can you generate multiple revenue streams from one product?
Accept that your start-up idea will change as you sound out the market. Learn from what doesn’t work.
Don’t worry about making mistakes when you’re young - it’s all part of growing.

Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books.

Show Notes provided by Mallard Creatives

Charlie Mulligan , co-founder of BrewPublik - a business that Charlie wants to become “Amazon for beer”. Brewpublik provide a premium catering service delivering craft beer to homes and offices in cities across the States. Listen as Nathan and Charlie talk expansion, investment, and how much to sell a start-up for.

Famous 5
Favorite Book? – The Goal
What CEO do you follow? — Jeff Bezos
What is your favorite online tool? — Intercom
Do you get 8 hours of sleep?— No
If you could let your 20 year old self know one thing, what would it be? —To have more confidence. I can do anything if I set my mind to it.

Time Stamped Show Notes:
01:22 – Nathan’s introduction
01:40 – Welcoming Charlie to the show
02:00 – Match over 3,000 types of craft beer to a taste profile
02:30 – BrewPublik delivers beers to your office or home
02:50 – $75 for a case of 24 bottles
03:13 – Offers one-off orders, regular subscriptions and monthly memberships
03:40 – Founded in 2014
04:02 – $275k revenue in 2015
04:15 – Delivered around 80k bottles
04:40 – Net margin of 35%
05:00 – Reinvesting capital in expansion
05:40 – Hope for $1.5-2 million revenue in 2016
06:30 – How do you decide which markets to expand into?
07:10 – Look at baseline demographics: age, income, breweries per capita
08:30 – Then look for with B2B clients
09:10 – Bootstrapped for first 6 months then had an angel investment round of $1 million
09:45 – Looking for Series A in the next 12 months
10:03 – Sees the beer industry as ripe for disruption
11:00 – Would sell the business for $100 million
15:19 – Famous Five

3 Key Points:
Have confidence in yourself. Trust your own abilities and move forward.
When you’re thinking about expansion, consider what strategy is going to give you a positive operating balance as quickly as possible.
Find a niche to disrupt. Successful start-ups exploit a need that no one else has even considered.

Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books.

Show Notes provided by Mallard Creatives

John Bowen - the man who gives financial advice to financial advisors. John’s an expert in the financial world. After founding six multi-million dollar businesses, John moved on to coaching the world’s top financial advisers on ways to better serve their clients. Tune in to hear John’s advice for Nathan on investment, why entrepreneurship is the best way to make millions, and why you need to be playing the long game.

Famous 5:
Favorite Book? – Bold
What CEO do you follow? — David Booth
What is your favorite online tool? — SaneBox
Do you get 8 hours of sleep?— No
If you could let your 20 year old self know one thing, what would it be? —That I wasn’t as smart as I thought I was

Time Stamped Show Notes:
01:30 – Nathan’s introduction
02:00 – Welcoming John to the show
02:08 – Key firm is CEG Worldwide
02:55 – Created a firm to do research on the best practice of top financial advisers
04:12 – CEG coaches financial advisors. One product is a year-long coaching program that costs $2000 per month.
05:05 – There’s also a mastermind group that costs $18k per year
06:00 – If you have less than $100k, you can’t afford a good financial adviser
06:57 – “The surest way of creating tremendous wealth is being an entrepreneur”
07:20 – Entrepreneurs often don’t create personal wealth soon enough
08:17 – Do you invest in your own business or other options?
09:30 - We’re not in business just for business - we’re in it for quality of life
10:10 - Think about the long haul
11:15 – Your time is the most valuable asset you have. Focus on a few things.
12:35 – Some financial assets have become commercialized
13:20 – John likes to invest in a team: “Have a personal CFO”
14:45 – What’s John focused on now?
15:05 – John’s just started a site with Dan Sullivan and Joe Polish: Accelerating Entrepreneurial Success
16:00 – Get your free book on the website and learn from the world’s most successful entrepreneurs
18:15 – Famous Five

3 Key Points:
9/10 multi-millionaires are entrepreneurs
You don’t have to change the world overnight. Put a long-term plan together and be patient.
Your time is your most valuable asset. Focus on what you’re passionate about.
Resources Mentioned:
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books.
Show Notes provided by Mallard Creatives

Arry Yu, the CEO and co-founder of GiftStarter - a consumer platform for crowd-sourcing gifts. Arry’s a leader in the space where creativity and technology meet. She worked as a consultant for Microsoft, Google and L’Oreal before launching her own startup. Listen as Nathan and Arry talk fundraising, working with co-founders, and what her mom thinks of her career.

Favorite Book? – The Hard Thing About Hard Things
What CEO do you follow? — Jonathan Sposado
What is your favorite online tool? — Autopilot
Do you get 8 hours of sleep?— I just had a baby
If you could let your 20 year old self know one thing, what would it be? — Get away from your insecurities. It’s okay to mess things up - no one else knows what they’re doing either.

Time Stamped Show Notes:
01:20 – Nathan’s introduction
02:05 – Welcoming Arry to the show
02:10 – Launched GiftStarter in July 2014
02:30 – After 12 years in services industry, Arry wanted a change
03:01 – Won 1st place on Hackathon and decided to launch
04:17 – GiftStarter lets consumers break a product into affordable chunks
04:33 – Contracts range from $2k to $20k each month
05:10 – “Basically crowdsourcing gifts”
05:40 – Makes money on an 8% transaction fee
06:00 – Makes commission on products sold
06:10 – Total revenue in 2015 was $12k
06:30 – Aiming for 50k in 2016
06:40 – Team of 3 full-time, 3 part-time
06:50 – Raised $525k via convertible note
07:10 – Product changed between fundraising round and today
08:00 – Question to Arry’s mom: “What do you think about Arry starting her own business?”
10:00 – Do you ever feel stuck because of angel investors?
10:30 – People expect us to innovate and change
13:29 – Famous Five

3 Key Points:
Don’t be controlled by your insecurities - trust yourself, and let yourself make mistakes
Accept that your start-up will change as you grow. It means you’re innovating and responding to your market, and it’s a good thing
No one else knows what they’re doing either. Do what you love.

Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books.

Show Notes provided by Mallard Creatives

John Lincoln, the CEO of Ignite Visibility, California’s #1 SEO company in 2015. John’s an expert on online visibility who’s worked with hundreds of high-profile clients. Listen as Nathan and John talk about Ignite Visibility, quitting a six-figure job, and the process of writing John’s new book Digital Influencer.

Famous 5
Favorite Book? – Unleash the Power Within
What CEO do you follow? — Tony Robbins and Neil Patel
What is your favorite online tool? — Basecamp, ColorNote, SEMrush
Do you get 8 hours of sleep?— No
If you could let your 20 year old self know one thing, what would it be? — You don’t have to have it all figured out. Take your time to see what’s out there.
Time Stamped Show Notes:
01:15 – Nathan’s introduction
01:45 – Welcoming John to the show
01:51 – John started Ignite Visibility at the age of 30 while a director at SEO Inc
02:30 – Gave up a salary of over $100k and a satisfying role
03:04 – “It was literally the scariest thing I’ve done in my life”
03:40 – Invested $10k personally in Ignite Visibility
04:05 – John was well-known in the industry and gained 9 clients in his first 6 months
04:33 – Contracts range from $2k to $20k each month
04:50 – Total revenue in the first year (2013) just under $1 million
05:05 – Aiming for $3 million revenue this year
06:00 – 20-30% net margin on revenue
06:40 – What are they doing with profits?
07:40 – Digital Influencer - John’s book
08:25 – John hopes the book will provide concrete tips for young entrepreneurs
09:20 – Self-published on Amazon and used CreateSpace to make the print copy
10:20 – All proceeds from the book go to charity
10:40 – Aiming to sell 1,000 copies to raise $7k - $10k
11:30 – Sales almost entirely online
12:15 – Book launched February 2016
15:49 – Famous Five

3 Key Points:
Take the plunge and do something that you love. Even if it terrifies you, it’ll be worth it.
Building your digital influence is a process - there are concrete steps you can take to achieve it
If you’re young, don’t put too much pressure on yourself. Enjoy what’s around you and don’t push too hard.

Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books.

Show Notes provided by Mallard Creatives

Julian Martinez, marketing director at Maestro Conference, the webinar platform used by Hilary Clinton and Bernie Sanders. Julian’s spent 7 years building marketing programmes from scratch. Listen as Nathan and Julian talk webinars, and the nuts and bolts of building a marketing strategy.

Famous 5
Favorite Book? – Monkey Business
What CEO do you follow? — Eoghan McCabe
What is your favorite online tool? — Intercom
Do you get 8 hours of sleep?— Maybe
If you could let your 20 year old self know one thing, what would it be? — To start travelling more, date more girls, and pay more attention in class

Time Stamped Show Notes:
01:20 – Nathan’s introduction
01:50 – Welcoming Julian to the show
02:00 – Why Julian left Bid On Fusion to join Maestro Conference
02:40 – Choosing between family and work
03:04 – Julian joined Maestro Conference in 2016
03:20 – Hosts interactive webinars and conference calls
03:45 – Obama, Hilary, and Bernie Sanders all use the platform
04:14 – “A sexier version of GoToWebinar”
04:30 – It’s possible to generate breakout groups of 2 from a group of up to 5000
05:05 – Between 1,000 and 2,000 paying customers
06:00 – Julian’s the first marketing hire - most investment has been in the platform
06:20 – Team of 15 full-time people
07:40 – Currently around 30% churn rate
08:30 – Based in Oakland
09:05 – Marketing budget for February was around $3000
09:30 – Julian wants to implement paid social media advertising and SEM
10:00 – Currently around 10% conversion
10:40 – Raised around $2 million total
11:11 – MRR of $90k in February
12:30 – Goal is now to follow up exposure from nominees’ campaigns with paid social
15:13 – Famous Five

3 Key Points:
Take advantage of all the resources you can find. Do more with what’s around you.
Build a marketing strategy around the exposure you already have.
If you’ve just joined a company, take time to clean the slate before kicking off your own projects

Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books.

Show Notes provided by Mallard Creatives

Thomas Smale, co-founder of FE International, a company with seven-figure revenues that specialises in brokering the sale of online businesses. Listen as Nathan and Thomas talk about valuing SaaS companies, brokerage models, and the importance of focus.

Famous 5
Favorite Book? – The Tipping Point
What CEO do you follow? —Elon Musk
What is your favorite online tool? — SEMrush
Do you get 8 hours of sleep?— No
If you could let your 20 year old self know one thing, what would it be? — Focus. I used to jump from idea to idea - it’s far better to focus on one thing.
Time Stamped Show Notes:
01:06 – Nathan’s introduction
01:50 – Welcoming Thomas to the show
02:00 – FE International started at university when Thomas was 22
02:30 – Completed just over 300 deals
02:50 – Last deal was a SaaS business
03:20 – Model: FE will value a business, put together a package, and look for buyers
04:10 – How do you value a SaaS business?
The amount of time the owner spends on a business: more time = less valuable
The growth prospects of a business
A multiplier of 4-6 times on annual net revenue
06:10 – Why use net?
06:30 – When valuing smaller businesses, it makes more sense to use net revenue
07:05 – Business in last deal had around $200k net revenue
08:11 – Recent public deal was with PlanScope - around $100k
09:10 – The buyer was a developer looking for a safe investment project
11:00 – 7-12% churn rate is normal for businesses they deal with
11:30 – FE International charges 15% brokerage on each deal
12:00 – Currently have a team of 12 people
12:30 – Made $1.5 million in commissions in 2015
16:00 – Famous Five

3 Key Points:
Focus on one thing. It’s tempting to jump from plan to plan - but focus leads to success.
Small businesses need a different valuation model to large ones. Make sure you’re looking at the right numbers.
Always be looking for opportunities - a start-up can expand incredibly fast with the right input

Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books.

Show Notes provided by Mallard Creatives

The Top is FOR YOU if you are:

A STUDENT who wants to become the CEO of a $10m company in under 24 months (episode #4)

STUCK in the CORPORATE grind and looking to create a $10k/mo side business so you can quit (episode #7)

An influencer or BLOGGER who wants to make $27k/mo in monthly RECURRING revenue to have the life you want and full CONTROL (episode #1)

The Software as a Service (SaaS) entrepreneur who wants to grow to a $100m+ valuation (episode #14).

Your host, Nathan Latka is a 25 year old software entrepreneur who has driven over $4.5 million in revenue and built a 25 person team as he dropped out of school, raised $2.5million from a Forbes Billionaire, and attracted over 10,000 paying customers from 160+ different countries.

Oprah gets 60 minutes or more to make her guests comfortable to then ask tough questions. Nathan does it all in less than 15 minutes in this daily podcast that's like an audio version of Pat Flynn's monthly income report. Join the Top Tribe at http://NathanLatka.com/TheTop

Ryan Urban, the founder and CEO at Bounce Exchange, a fast-growing consultancy that increases online conversion rates. Listen as Nathan and Ryan talk about investing in your own start-up, why some analytics aren’t worth it, and the best eateries in Tribeca.

Famous 5
Favorite Book? – The Psychology of Persuasion
What CEO do you follow? — None
What is your favorite online tool? — Gmail
Do you get 8 hours of sleep?— No
If you could let your 20 year old self know one thing, what would it be? — Drop out of college! I should have dropped out instead of going to grad school.

Time Stamped Show Notes:
01:20 – Nathan’s introduction
02:20 – Welcoming Ryan to the show
02:30 – Best eateries in the Tribeca area?
02:54 – Bounce Exchange makes money for e-commerce companies
03:20 – Created a new category of marketing software to increase online conversion rates
04:00 – Why Ryan left Bonobos when he was offered $300k to stay
04:40 – It’s crucial to get the right co-founder for a start-up
06:10 – In 2013 Ryan made a little over $30k: he couldn’t get a loan for a wedding
06:50 – The co-founders of Bounce Exchange are both in business
07:30 – Their developer has equity but doesn’t work for BounceX full-time
08:30 – Ryan didn’t want to follow the model of big software companies
09:10 – Bounce Exchange currently has around 150 employees
09:40 – Bounce Exchange was initially self-funded
10:30 – In August 2015, raised $6.3 million in a VC round
11:30 – 2012 made around $105k in revenue; 2015 made $17 million.
12:00 – Aiming to make $3.3 million in December 2016
12:20 – Currently working with 250-300 clients
13:40 – It’s difficult to come up with average revenue per client
15:30 – MRR January 2016 was between $1.5 and 2 million
16:50 – Net revenue churn is roughly 0%
18:20 – What are Bounce Exchange spending to acquire new customers?
21:30 – CPA of around $2k
23:10 – Why Ryan thinks CAK/LTV isn’t a useful analytic
24:40 – What’s a better measure? Ryan likes to use CPA to acquire a qualified demo
25:10 – Acquiring a customer for 20% of what the contribution margin dollars will be
26:00 – 85% of the team is in New York
26:45 – Bounce Exchange is currently in the black
28:00 – Calculating a PNL
22:30 – Other major costs include security and server infrastructure

3 Key Points:
Put your energy into the right start-up. Lots of talented people waste their time making bad ideas work.
Everyone feels like they’re underachieving. Decide what goals matter to you.
Decide what analytics are relevant to your business. The numbers that everyone else is talking about might not be useful for you.

Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books.

Show Notes provided by Mallard Creatives

The Top is FOR YOU if you are:

A STUDENT who wants to become the CEO of a $10m company in under 24 months (episode #4)

STUCK in the CORPORATE grind and looking to create a $10k/mo side business so you can quit (episode #7)

An influencer or BLOGGER who wants to make $27k/mo in monthly RECURRING revenue to have the life you want and full CONTROL (episode #1)

The Software as a Service (SaaS) entrepreneur who wants to grow to a $100m+ valuation (episode #14).

Your host, Nathan Latka is a 25 year old software entrepreneur who has driven over $4.5 million in revenue and built a 25 person team as he dropped out of school, raised $2.5million from a Forbes Billionaire, and attracted over 10,000 paying customers from 160+ different countries.

Oprah gets 60 minutes or more to make her guests comfortable to then ask tough questions. Nathan does it all in less than 15 minutes in this daily podcast that's like an audio version of Pat Flynn's monthly income report. Join the Top Tribe at http://NathanLatka.com/TheTop

Jefferson Lilly, a millionaire who left his Silicon Valley job to become an expert in Mobile Home Park Investment. Listen as Nathan goes over the nuts and bolts of Mobile Home Park Investing with one of the industry’s leaders.

Famous 5
Favorite Book? – The Snowball
What CEO do you follow? — Sam Zell
What is your favorite online tool? — Search Tempest
Do you get 8 hours of sleep?— Yes
If you could let your 20 year old self know one thing, what would it be? — How good this niche of real estate is...I would have started raising outside capital sooner.

Time Stamped Show Notes:
01:20 – Nathan’s introduction
02:01 – Welcoming Jefferson to the show
02:15 – Why Jefferson left Silicon Valley to enter mobile home investing
02:40 – “Warren Buffett was right” - Jefferson looked for value investments
03:10 – Mobile home parks yield 300-400 basis points more than apartments
03:30 – Jefferson was 39 with a $100k salary when he got involved with property investing
04:30 – First deal was $450k, with an 80% loan from the bank - put down about $86k
05:17 – Jefferson had almost $1 million saved at this point
06:00 – First property earned about $45k each year
07:00 – 40 filled lots; lot rents $110 per month. 24 vacant lots
08:08 – Jefferson invested in buying and fixing used mobile homes to fill his vacant lots
09:10 – The $20k investment in each used home was repaid by tenants at $600 a month
10:00 – Rental income is about…
12:00 – “If I’ve got $30k, what are the first steps I should take to find a deal?”
12:30 – Get educated: resources at Park Street Partners
13:00 – For $30k, look to buy a 5-space property, say $100k
14:20 – “If you’re not earning 20% on your money, you’re doing something wrong.”
14:50 – Any state that borders the ocean is a good bet
15:30 – Look at places like LoopNet for starting deals
16:30 – How do I value a mobile home park? Jefferson’s advice.
18:00 – Going it alone vs. joining a fund
20:00 – Park Street Partners runs an investment fund
21:40 – They don’t charge management fees - they only make money if the fund does
22:40 – Last year the business made around $5 million

3 Key Points:
Do your research. If you’re moving into a new investing field, take at least 100 hours to really learn what you’re doing.
Mobile homes have some of the best returns on investment of any property type
Consider how much time you want to spend managing a property investment. If you’ve got the time and want more profits, go it alone; otherwise it’s worth looking into funds

Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books.

Show Notes provided by Mallard Creatives

The Top is FOR YOU if you are:

A STUDENT who wants to become the CEO of a $10m company in under 24 months (episode #4)

STUCK in the CORPORATE grind and looking to create a $10k/mo side business so you can quit (episode #7)

An influencer or BLOGGER who wants to make $27k/mo in monthly RECURRING revenue to have the life you want and full CONTROL (episode #1)

The Software as a Service (SaaS) entrepreneur who wants to grow to a $100m+ valuation (episode #14).

Your host, Nathan Latka is a 25 year old software entrepreneur who has driven over $4.5 million in revenue and built a 25 person team as he dropped out of school, raised $2.5million from a Forbes Billionaire, and attracted over 10,000 paying customers from 160+ different countries.

Oprah gets 60 minutes or more to make her guests comfortable to then ask tough questions. Nathan does it all in less than 15 minutes in this daily podcast that's like an audio version of Pat Flynn's monthly income report. Join the Top Tribe at http://NathanLatka.com/TheTop

Rob Walsh, the VP for Podcaster relationships for Libsyn, and recently named as the 5th most influential person in podcasting. Rob was in podcasting before iTunes was: listen as he and Nathan talk through the ins and outs of business podcasting, how to make a successful show, and what to look for when sponsoring a podcast.

Famous 5
Favorite Book? – The Art of SEO
What CEO do you follow? — Jack Welch
What is your favorite online tool?— Evernote
Do you get 8 hours of sleep?— I have never had 8 hours of sleep
If you could let your 20 year old self know one thing, what would it be?— The powerball numbers for December 1, 1989

Time Stamped Show Notes:
01:23 – Nathan’s introduction
02:15 – Welcoming Nova to the show
02:45 – What are the trends in business podcasting?
02:50 – Concentrating on ‘new and noteworthy’ is a waste of time
04:02 – The podcast Top 200 list is calculated only by new subscribers
05:10 – New subscribers doesn’t translate to downloads
05:33 – Best resource for investors is the episode list in iTunes
07:20 – Top 5 business podcasts sit at 100s of 1000s of downloads per episode
09:20 – The Top has 250 to 300k downloads per month - how does that compare?
09:58 – Don’t look at figures per month - look at per episode
10:21 – The Top averages around 3000 downloads 30 days after an episode
10:50 – The median number is about 150
11:50 – Most business podcasts don’t reach the median mark
12:20 – An adjusted average is about 2000
12:40 – A show with 5000 downloads per episode is in the top 8%
13:40 – “Everything comes down to word-of-mouth marketing”
14:30 – The best advice on podcasting is free
14:53 – Advice on sponsoring a podcast
16:40 – Starting a new show: put together your own email list and blast your links out
17:46 – Is anyone putting together something like Wistia for podcasts?
18:40 – Apple is committed to keeping podcast traffic on iTunes
19:30 – Overcast is the most promising new podcast player
20:50 – The ‘discoverability issue’ in podcasting is a myth
22:05 – Libsyn’s business model
23:01 – Libsyn has around 30,000 paying customers
21:45 – Famous Five

3 Key Points:
The absolute best way to succeed in podcasting is to create fantastic content. Don’t waste your time looking for shortcuts.
The quality of advice is usually inversely proportional to how much you pay for it.
Podcasting is down to word-of-mouth marketing: if you’re making a great product, then help people to talk about it

Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books.

Show Notes provided by Mallard Creatives

The Top is FOR YOU if you are:

A STUDENT who wants to become the CEO of a $10m company in under 24 months (episode #4)

STUCK in the CORPORATE grind and looking to create a $10k/mo side business so you can quit (episode #7)

An influencer or BLOGGER who wants to make $27k/mo in monthly RECURRING revenue to have the life you want and full CONTROL (episode #1)

The Software as a Service (SaaS) entrepreneur who wants to grow to a $100m+ valuation (episode #14).

Your host, Nathan Latka is a 25 year old software entrepreneur who has driven over $4.5 million in revenue and built a 25 person team as he dropped out of school, raised $2.5million from a Forbes Billionaire, and attracted over 10,000 paying customers from 160+ different countries.

Oprah gets 60 minutes or more to make her guests comfortable to then ask tough questions. Nathan does it all in less than 15 minutes in this daily podcast that's like an audio version of Pat Flynn's monthly income report. Join the Top Tribe at http://NathanLatka.com/TheTop

Nova Spivack, CEO of Bottlenose - a company that uses data mining to predict long-term market trends. Nova’s a notable angel investor, blogger, public speaker, and technological pioneer who’s been involved with everything from the development of Siri to the Daily Dot. Listen as Nathan and Nova talk early-stage investment, big data, and the future of AI.

Famous 5
Favorite Book? – Positioning
What CEO do you follow? — Myself
What is your favorite online tool?— Trello
Do you get 8 hours of sleep?— No
If you could let your 20 year old self know one thing, what would it be?— That the first internet bubble was actually going to burst...that would have been a great opportunity to sell up!

Time Stamped Show Notes:
01:10 – Nathan’s introduction
01:45 – Welcoming Nova to the show
03:00 – In 2007 Nova was the first investor in Klout - will net about 100x ROI
04:06 – In 2010 started the Venture studio in LA
05:05 – Venture helped incubate The Daily Dot: the internet’s local news website
06:20 – Idea behind Venture is to ‘produce’ companies: linking money to creativity
07:50 – Produced Daily Dot; Klout; Bottlenose, Live Matrix...
08:20 – Took the CEO position at Bottlenose
09:00 – Early-stage companies don’t need CEOs: they need producers
09:50 – The skill set of a producer is very different to that of a late-stage CEO
09:33 – Omelette currently has around 20 big-brand clients
11:20 – What does Nova think of Dose.com and the AI trend?
14:10 – How Bottlenose analytics works
15:00 – Real-time analytics across 100 billion data records per day
15:40 – SAS model: annual subscription with annual contracts of $10,000 - $500,000
16:48 – Discussion of Bottlenose’s current fundraising
19:09 – Tabletop entry for big data analytics is around $40 million
21:45 – Famous Five

3 Key Points:
Don't let early-stage investors take over your company. The skills they have won't necessarily help you down the track
Humans are always going to be needed for creative tasks. Creativity will become more important as automation kicks off
Focus on improving yourself and your own performance: don't fret about what anyone else is doing
Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books.

Show Notes provided by Mallard Creatives

The Top is FOR YOU if you are:

A STUDENT who wants to become the CEO of a $10m company in under 24 months (episode #4)

STUCK in the CORPORATE grind and looking to create a $10k/mo side business so you can quit (episode #7)

An influencer or BLOGGER who wants to make $27k/mo in monthly RECURRING revenue to have the life you want and full CONTROL (episode #1)

The Software as a Service (SaaS) entrepreneur who wants to grow to a $100m+ valuation (episode #14).

Your host, Nathan Latka is a 25 year old software entrepreneur who has driven over $4.5 million in revenue and built a 25 person team as he dropped out of school, raised $2.5million from a Forbes Billionaire, and attracted over 10,000 paying customers from 160+ different countries.

Oprah gets 60 minutes or more to make her guests comfortable to then ask tough questions. Nathan does it all in less than 15 minutes in this daily podcast that's like an audio version of Pat Flynn's monthly income report. Join the Top Tribe at http://NathanLatka.com/TheTop

Jeff Epstein is the founder of Ambassador, a SaaS company that helps businesses track and optimise referrals to make their affiliates really work for them. Jeff manages a team of 43 people and made over $3.5 million in revenue in 2015. Listen in as he and Nathan break down Ambassador’s numbers and talk referrals, reaching negative churn, and not sweating the small stuff.

Famous 5
Favorite Book? – The Hard Thing About Hard Things
What CEO do you follow? — Gary Vaynerchuk
What is your favorite online tool? — Slack
Do you get 8 hours of sleep?— Definitely no
If you could let your 20 year old self know one thing, what would it be? —That it would be okay. I was really worried about things that didn’t matter.

Time Stamped Show Notes:
01:20 – Nathan’s introduction
01:45 – Welcoming Jeff to the show
02:05 – Raised just under $2.5 million in 2015 to grow their team
02:36 – Ambassador helps companies track and manage referrals
03:10 – Currently serving over 300 customers
03:21 – Per-user revenue averages $1500 per month
03:50 – Company started in 2009 and launched in 2010
04:10 – Jeff started an affiliate marketing company in college. He built his own software to support an affiliate idea he had - then realised the software was a better idea
04:50 – Revenue in the first year was almost nothing
07:00 – Funded real estate investments with the revenue from selling his first business
07:28 – Revenue in 2015 was $3.5 million
08:11 – Ambassador is a SaaS business
08:40 – Churn decreased as Ambassador moved up-market
09:16 – “We now require onboarding for every customer”
09:55 – Around 10% annual customer churn
10:40 - Measure both gross churn and net churn
12:15 - Net dollar churn is currently negative
13:00 - “Customer acquisition cost isn’t our biggest concern at the moment”
13:55 - “On our own referral programme we pay $525 per customers”
14:30 - Advertising in paid channels was around $25-50k in February 2016
15:33 - On average customers are paying $15-30k per year, and acquisitions cost $2-7k
16:15 - Most of the team are based in Detroit; some are in Colorado and some are remote
17:05 – Connect with Jeff on Twitter
19:20 – Famous Five

3 Key Points:
Everything will be okay. Don’t get worked up over small things.
High-value customers are often more committed. They’ve invested more in you and so churn is likely to be lower.
Don’t worry if revenues are low when you start out. All businesses start somewhere.
Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books.

Show Notes provided by Mallard Creatives

Kim Ades, president of Frame Of Mind coaching. Kim’s a performance coaching expert who helps people to examine and shift their thinking using a unique system of journaling. Listen to Kim and Nathan talk performance coaching, the details of Kim’s business success, and how to be an entrepreneur with kids.

Famous 5
Favorite Book? – Scaling Up
What CEO do you follow? — Richard Branson
What is your favorite online tool?— Dropbox
Do you get 8 hours of sleep?— Absolutely not
If you could let your 20 year old self know one thing, what would it be?— That everything would be fine

Time Stamped Show Notes:
01:10 – Nathan’s introduction
01:40 – Welcoming Kim to the show
01:55 – Kim now licenses out journaling software developed in her company
02:15 – Licensed for $69 per month to around 400 subscribers
02:31 – Main revenue stream is from coaching at Frame of Mind
03:17 – Prices range from $3600-$10,000 for 10 weeks of coaching
04:24 – Total coaching revenue $600,000 in 2015
05:03 – Business employs 18 coaches
05:50 – Main expenses are phone lines, internet and support staff
06:29 – Overhead around $18,000 per month
07:02 – Revenues split between Kim and the coaches
08:01 – How Kim runs her business with 5 kids
08:30 – “Be where you are” - focus on home at home, and work at work
09:15 – Are you raising your kids to think like entrepreneurs?
09:40 – How Kim’s kids are running their own businesses
11:00 – Managing allowances and jobs
14:50 – Famous Five

3 Key Points:
Don’t panic. Even when times are incredibly challenging, you’ll get through them.
Changing your mindset is the most important step to improving your performance. Take time to reflect on how you’re thinking.
If you have kids, teach them that they have to work for their success.

Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books.

Show Notes provided by Mallard Creatives

The Top is FOR YOU if you are:

A STUDENT who wants to become the CEO of a $10m company in under 24 months (episode #4)

STUCK in the CORPORATE grind and looking to create a $10k/mo side business so you can quit (episode #7)

An influencer or BLOGGER who wants to make $27k/mo in monthly RECURRING revenue to have the life you want and full CONTROL (episode #1)

The Software as a Service (SaaS) entrepreneur who wants to grow to a $100m+ valuation (episode #14).

Your host, Nathan Latka is a 25 year old software entrepreneur who has driven over $4.5 million in revenue and built a 25 person team as he dropped out of school, raised $2.5million from a Forbes Billionaire, and attracted over 10,000 paying customers from 160+ different countries.

Oprah gets 60 minutes or more to make her guests comfortable to then ask tough questions. Nathan does it all in less than 15 minutes in this daily podcast that's like an audio version of Pat Flynn's monthly income report. Join the Top Tribe at http://NathanLatka.com/TheTop

Ty Stafford, a video strategist and advertising innovator who featured in this year’s Forbes 300 under 30 list. Ty’s won awards at the Webbies and Streamies, and has worked with the likes of Walmart, Red Bull and Ubisoft. Listen as Nathan and Ty drill down into content marketing, social media, and the future of brand management.

Famous 5
Favorite Book? – Orbiting the Giant Hairball
What CEO do you follow? — Stefan Kozak
What is your favorite online tool?— Youtube Analytics
Do you get 8 hours of sleep?— Not a chance
If you could let your 20 year old self know one thing, what would it be?— Nothing! I hope my 20 year old self could stay as optimistic and naive as I did - otherwise I wouldn’t have had a chance.

Time Stamped Show Notes:
01:20 – Nathan’s introduction
02:00 – Welcoming Ti to the show
02:17 – What Ti’s doing right now
02:35 – Currently helping Red Bull translate social media campaign into sales
04:00 – Red Bull is focusing on Facebook for their content marketing
05:30 – The challenge of measuring sales impact
06:20 – 100,000 views a day is the goal for a piece of content
07:20 – Aiming to keep costs of each video beneath $1,000
07:50 – Paid a yearly retainer for the project
08:30 – Pay range in the high 6 figures
09:33 – Omelette currently has around 20 big-brand clients
10:20 – Why Ti loves working for Omelette
12:30 – How social media content is breaking the traditional model for TV and film
15:50 – Famous Five

3 Key Points:
Stay optimistic. If you don’t know what you can’t do...you’ll do it.
Surround yourself with creative people.
Top-notch content marketing has to translate into sales if it’s going to pay off.
Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books.

Show Notes provided by Mallard Creatives

The Top is FOR YOU if you are:

A STUDENT who wants to become the CEO of a $10m company in under 24 months (episode #4)

STUCK in the CORPORATE grind and looking to create a $10k/mo side business so you can quit (episode #7)

An influencer or BLOGGER who wants to make $27k/mo in monthly RECURRING revenue to have the life you want and full CONTROL (episode #1)

The Software as a Service (SaaS) entrepreneur who wants to grow to a $100m+ valuation (episode #14).

Your host, Nathan Latka is a 25 year old software entrepreneur who has driven over $4.5 million in revenue and built a 25 person team as he dropped out of school, raised $2.5million from a Forbes Billionaire, and attracted over 10,000 paying customers from 160+ different countries.

Oprah gets 60 minutes or more to make her guests comfortable to then ask tough questions. Nathan does it all in less than 15 minutes in this daily podcast that's like an audio version of Pat Flynn's monthly income report. Join the Top Tribe at http://NathanLatka.com/TheTop

Tracy Hazzard, CEO of Hazz Design. Tracy is the co-designer of over 250 products, generating over $1 billion at retail. She also co-hosts the WTFFF?! Podcast, and writes for Inc magazine. Listen as Nathan and Tracy talk about her wildly successful design business, the ins and outs of starting a podcast, and just how the profits from an office chair are broken down.

Famous 5
Favorite Book? – Rembrandts in the Attic
What CEO do you follow? — Ken Courtright
What is your favorite online tool?— Get Pocket
Do you get 8 hours of sleep?— Absolutely not! I got two copies of Thrive for Christmas
If you could let your 20 year old self know one thing, what would it be?— Recognise the power of not having to do everything yourself. Team up with experts.

Time Stamped Show Notes:
01:00 – Nathan’s introduction
01:44 – Welcoming Tracy to the show
01:46 – What came first?
02:00 – Tracy worked for two of the world’s largest design companies from ‘92
02.50 – Having a great CV helped her to strike out on her own
03:20 – Won an IP battle... but lost money
03:58 – Created Hazz Design as a design consulting business
04:45 – Tracy has helped launch over 253 retail products
04:50 – Those products generated $758,457,260 of client sales
04:55 – Tracy and her team have racked up over 98,688 design hours
05.30 – ‘Platinum record’ product is the Metrex office chair at Costco
06.00 – Received a royalty of 2-3% on chair sales
06:30 – Charge a monthly retainer to a client - $10-20,000 per month
08:30 – Breaking down the Metrex chair, which retails for around $99
08:55 – Chair costs: $50 to build; $10 to transport; $2 design royalty; $8 sales royalty
09:56 – From Costco’s perspective: profit per chair around $29 gross
11:22 – Metrex sales from 2010 to date - around 1 million units; $1 million profit
12:20 – Their business model: fees cover costs; royalties on a product line generate profits
13:16 – “Ghost design” - why Tracy designs for known brands
14:00 – 86% of their designs have sold successfully in the last 10 years
14:55 – Tracy and her husband run the business together
15.15 – Total 2015 revenue: $500,000
15:30 – Currently investing in brand building: WTFFF?! is a podcast on 3D printing
16:24 – 30,000 total downloads per month
16:40 – Costs around $200 per episode to produce
17:40 – Landed first sponsor for $4,000 per month
20:40 – Just started writing for Inc in January - recent article hit 15,000 views
23:50 – Famous Five

3 Key Points:
You don’t have to do everything yourself. Team up with consultants, experts and mentors to be more effective.
Invest in brand building by educating people about your area of expertise.
Working for a recognised company gives you a pedigree and contacts to strike out on your own.

Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books.

Show Notes provided by Mallard Creatives

The Top is FOR YOU if you are:

A STUDENT who wants to become the CEO of a $10m company in under 24 months (episode #4)

STUCK in the CORPORATE grind and looking to create a $10k/mo side business so you can quit (episode #7)

An influencer or BLOGGER who wants to make $27k/mo in monthly RECURRING revenue to have the life you want and full CONTROL (episode #1)

The Software as a Service (SaaS) entrepreneur who wants to grow to a $100m+ valuation (episode #14).

Your host, Nathan Latka is a 25 year old software entrepreneur who has driven over $4.5 million in revenue and built a 25 person team as he dropped out of school, raised $2.5million from a Forbes Billionaire, and attracted over 10,000 paying customers from 160+ different countries.

Oprah gets 60 minutes or more to make her guests comfortable to then ask tough questions. Nathan does it all in less than 15 minutes in this daily podcast that's like an audio version of Pat Flynn's monthly income report. Join the Top Tribe at http://NathanLatka.com/TheTop

Jana Francis, founder and president of Steals, and a mother of three. Listen as Jana shares how she started Steals in her basement and grew the company to the point where it generates nearly $10M dollars.

Famous 5
Favorite Book? – Purple Cow
What CEO do you follow?— Marissa Mayer
What is your favorite online tool?— Slack
Do you get 8 hours of sleep?— No
If you could let your 20 year old self know one thing, what would it be?— Stop stressing so hard being so poor because one day, you won’t be

Time Stamped Show Notes:
01:00 – Nathan’s introduction
01:35 – Welcome Jana to the show
01:40 – How Steals make money
03:10 – Holding inventory
07:50 – 17% net margin
09:43 – Jana started her business in their basement
09:56 – $680,000 in 2008
10:15 – $8M revenues in 2015
11:56 – 22 employees in total
13:07 – Total emails at 375,000
16:20 – Snapchat Jana_Steals
18:05 – Famous 5

3 Key Points:
Buying products at a deep discount and reselling at a markup is easy money—IF you’re willing to be patient.
Most ecommerce businesses are splitting pennies—that’s their downfall.
Iron out a net-margin and hold onto it.

Resources Mentioned:
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books.

Show Notes provided by Mallard Creatives

The Top is FOR YOU if you are:

A STUDENT who wants to become the CEO of a $10m company in under 24 months (episode #4)

STUCK in the CORPORATE grind and looking to create a $10k/mo side business so you can quit (episode #7)

An influencer or BLOGGER who wants to make $27k/mo in monthly RECURRING revenue to have the life you want and full CONTROL (episode #1)

The Software as a Service (SaaS) entrepreneur who wants to grow to a $100m+ valuation (episode #14).

Your host, Nathan Latka is a 25 year old software entrepreneur who has driven over $4.5 million in revenue and built a 25 person team as he dropped out of school, raised $2.5million from a Forbes Billionaire, and attracted over 10,000 paying customers from 160+ different countries.

Oprah gets 60 minutes or more to make her guests comfortable to then ask tough questions. Nathan does it all in less than 15 minutes in this daily podcast that's like an audio version of Pat Flynn's monthly income report. Join the Top Tribe at http://NathanLatka.com/TheTop

Jason Hartman is a self-made millionaire, serial entrepreneur, and host of a killer podcast with more than 3,000 episodes. Listen as Nathan quizzes Jason about his real estate investments, both personal and profession, and finds out what podcasts Jason thinks are the best in the business.

Famous 5
Favorite Book? – 7 Habits of Highly Effective People
What CEO do you follow?— Seth Godin
What is your favorite online tool?— Boxer
Do you get 8 hours of sleep?— No
If you could let your 20 year old self know one thing, what would it be?— I wish I held on to some of the properties I sold
Time Stamped Show Notes:
01:02 – Nathan’s introduction
01:33 – Welcoming Jason to the show
01:47 – Real estate has always been Jason’s top revenue source
04:09 – Jason’s personal real estate investing
08:12 – Return comes from a lot more things than just cash flow
11:06 – Real estate appreciation and 2008 recession
12:27 – Jason’s Ten Commandments of Successful Investing
14:31 – Jason on podcasts
14:57 – www.jasonhartman.com
16:03 – The Creating Wealth Show
17:10 – 60,000 downloads per month
17:53 – Marketing real estate on the podcast
19:17 – www.hartmanmedia.com
20:55 – Famous 5

3 Key Points:
Look into rent value ratio vs appreciation.
Your cash-flow is largely determined by the amount of leverage you have over a property.
Income property is a multi-dimensional asset class.

Resources Mentioned:
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books.
Ten Commandments of Successful Investing – Jason’s 10 Commandments

Show Notes provided by Mallard Creatives

The Top is FOR YOU if you are:

A STUDENT who wants to become the CEO of a $10m company in under 24 months (episode #4)

STUCK in the CORPORATE grind and looking to create a $10k/mo side business so you can quit (episode #7)

An influencer or BLOGGER who wants to make $27k/mo in monthly RECURRING revenue to have the life you want and full CONTROL (episode #1)

The Software as a Service (SaaS) entrepreneur who wants to grow to a $100m+ valuation (episode #14).

Your host, Nathan Latka is a 25 year old software entrepreneur who has driven over $4.5 million in revenue and built a 25 person team as he dropped out of school, raised $2.5million from a Forbes Billionaire, and attracted over 10,000 paying customers from 160+ different countries.

Oprah gets 60 minutes or more to make her guests comfortable to then ask tough questions. Nathan does it all in less than 15 minutes in this daily podcast that's like an audio version of Pat Flynn's monthly income report. Join the Top Tribe at http://NathanLatka.com/TheTop