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[Music]thanks for having me halfway across theworld so he said it was the log flighttoday yeah I left Atlanta Monday eveninggot here Wednesday ordered so I think Iwas technically traveling travelingabout 26 hoursyeah well that's incredible well thankyou so much for taking the time to behereso just for some background for anyonewho's watching this video pretty muchfour stars go course you know we ranthis competition when we first launchedit and you know come on vest in thecourse and absolutely killed it in thecompetition grew his business and arapid pace and part of that so we weinvited him then they do like a littlelittle mastermind list with the topthree winners and yeah it's just beenabsolutely incredible it's a reallyreally impressive growth hacker businessperson found up and yeah I'm reallyexcited to connect like a 5-man onlineof a fresh heritage I love what you'vegot going on I just want to saycongratulations on will you success thusfar appreciate that man appreciate thatwell can you give everyone like a littlebit of a background around freshheritage how you got started becausewhen you when you when you start at thestands ago course you had alreadylaunched but you just kind of just kindof getting excited to get things goingmm-hmm yeah so my background for the forthe past four or five years I've been adigital marketer more so solopreneur onaffiliate marketing launching a bunch ofpaid social media type of businesses andI always had a beard a lower beard andhad problems with it and so I realizedthat a few years ago ethnic ethnicpeople in general have unique hair careneeds our hair as the type of hair wehave it dries out a lot yes and so a lotof the products on the market have a lotof alcohol and things like that on theharmful force it helps our here breakand we get a lot of dandruff and sothere's not a lot of options for us andso how was a result of that I had ahorrible looking beard I now it's notthat poor a little but at the time waspretty bad and we took a trip to SouthNorth Africa my brother and I did and wejust learned about some of our groomingtraditions and some of the oils thatthey use all over back in the day and soI started using that stuff and realizedthat my whole bathroom pantry was filledwith female products and so like 10years agoethnic women had an epiphany where theystarted making natural and organicproducts specifically for female hairand I realized that I was using a lot oftheir products to grow myself and a lotof my friends were also and so the ideato make something with those samebenefits but marketed specifically formen kind of grew during that trip toAfrica and just like that awakening thatI had a lot of products in my ownbathroom that weren't for men so yeahman that's an amazing story dude onething that comes to mind is you do youhave the bevel product yeah man thattrician walker guy I even I think thoserazors like they look amazing dude andsame kind of concept right yeah so he'slike a pioneer in this he's raised a tonof money on in Silicon Valley and hefocuses on just once again we haveunique hair caring grooming issues hefocuses on men who shave and my focushas been on men who have a beard whohave hair on their head and have thoseproblems so yeah it's been well receivedboth products he's a phenomenal productand when I launched I did a an up viralcampaign and we actually gave away abevel care package yes I like them a lottheir packages on point their message inzone point Arabiayeah yeah they've got some good sitedesign similar position and yeahpremiere product together yeah awesomeso I wanted to touch on you know you inthat three month period you grew yourbusiness you blew it up from you know tocare month to 60 cameras so rapid growththat's really impressive man so what I'mcurious around is you know we spoke afew months back and I'm gonna say acouple months back what's happening nowwhen's the business act you know whatwhat's biggest challenges I have what alot of people have said good challengesa good problems to have so we'vecontinued growing over the holidays thatkind of November to December rush weblew up even more we did around like 90K yeah those and that kind of 30 to 40days over the holidays but then thatcreated a whole bunch and she swore mebecause like returns were sending outthe wrong stuff and just customersupport and I was kind of a bottleneckup a lot of that so yes just followingup with email campaigns and making surethings are in process so we've actuallyhad to tone down a bit with our ads justto give us time to like really focus onsystems and operations and procedures sothat you know we're not having to stepon again I stepped on the brake step onthe gas step on the brakesyes so hopefully once we wrap this upwe'll be able to continue to growsmoothly and probably grow in a hundredtwo hundred percent a month sounds goodon paper but there's a whole lot of realissues with that in real life cash flowmanagement ordering inventory in timesjust a lot yeah andI using a fulfillment said – no yeah yepso we knock that out right in Novemberright around the time we started scalingup like literally the week ourfulfillment center started we just likeour daily revenue double and triple thenthey got up to like four or five timesthat we're seeing and that's becausepeople look at you're like this issomething I'm known as people look atthe site and they look at how fast theycan get it and if the faster they canget it the higher increasing conversionsthat's correctabsolutely absolutely and we were havingI come that was a lot of our complaintsbefore that his hand ordered the stuffand it's been a week what's up and itwas just a lot for us to do when we'redoing fulfillment internally so we justhad to you know cough it up and pay upfront for the long-term perceivedbenefit so are you sending up do youhave a fulfillment center in East Coastand West Coast or was it playin and I'mcurious yeah so the first priority wasjust to pick a stop these fulfillmentcenter that could get to the majority ofthe country and judaize and then we wantto tap something on the west coast andpossibly look at a base in Canada or theUK as well gotcha yes because we've hada couple of orders starting to come ineven though we're not advertisingthey're just like word of mouth hasspread it we've gotten a lot of ordersfrom both those countries andfulfillment they're such like anightmare clearing customs and all thatstuff yeah so you're saying that there'sa market in Europe and Canadaabsolutely and surprisingly we've gottena ton of military orders so that'sinteresting too but they normallyshipped to an address in Europe toodon't youso when it comes to manufacturing theproduct when you produce it that's themain of the US yes yeah for a lot ofreasons I think like the components ofour product like maybe the box on theirpackage and I could go from like a Chinaor something yes but we're really big onmy customer experience and like providedhigher-qualitylike experience with using our productsand so for that reasonour manufacturing costs are a littlehigher yes but we think that's muchbetter for life just customer experienceand long-term value so it's stillmanufactured or assembled in the US gotyou and when it comes to SKUs how manydo you have right now and what's theplans there because I started with mygirlfriend like a little fun business onthe side and that's time to take off nowand dice we're talking about the SKUsand you know you talk about cash flowit's very expensive to start playingaround with all the SKU samples breakingbowls doing this doing that and thenhaving develop making sure you validatecorrectly for sure using like a starscale framework or social pressure sotell us about the skewed spacesurprisingly man we've done all thiswith like 95% just one SKU one productour classic beard oil donor and we getquestions like daily from people who arelike hey you know I need that what abouta watch right about a bomb what aboutthis and so we're getting to that it'sbeen like just juggling what's the snakethat's gonna kill us first right yesdealing with that and making sure weknow that in the head first thing whilethat's important they're just like likeactual management of like justoperationally customer support withfellow it's better we didn't win justthrowing other products on the market ifwe didn't have each person buying ourproduct having a good experience from itbut we're starting to develop additionalproducts yes and what's cool is we had afeedback loop with our customers justabout hey how are you using our productand they're using it in like reallyunique ways we didn't even think aboutit so it gives gives us some good ideason how we should start positioning ourproducts or what other types of productswe should start considered don't you andI think when you do have more SKUs thatshould increase your average order thatsort for sure which would in turn helpyou grow the business for sure for sureyeah because we're looking at the dataat the end of the air we've had you knowa couplecustomers purchased our products likeseven times and you know we startedtechnically in April but like June wehave like 2k in sales I had generallycount so just in the last six months ofthe year you know we've moved thousandsof thousands of units and some peoplehave even brought our one product likeseven times so yeah yeah further we'vegot a real cool customer base they'rebuying into the community we're tryingto be as thoughtful about beingauthentic as possible and just makingsure that once again we're not selling aproduct what we're focusing on theperson behind the product and makingsure they're happy and I think it'sstarting to show ya know 100% I thinkyou've got a really good friend I likewhat you do with your branding I alsolike what you're doing the videos tooand I mention the station and the spokeon the on the podcast so you know wetalked about on the podcast as wellwhether you're you're not oneacquisition channel is PPC that's donethe case yeah yes and because I thinkyou know even for found and we don'twant a lot of paper say yeah we have theother channels organic they're gettingto beat for us for sure what your plansthere do you have other plans well asliterally just talking to David aboutthatI'm gonna be bothering you about all ofthat over the next few days yeah I justsome on some idea it's like literally aswe were talking with David that's mynumber one priority just other customeracquisition models outside of paidacquisition yes what general are youthinking so we've been looking atpartnering with a lot of ambassadors todo like part of our community like a biggap and where we get a lot of questionson it men just aren't new to groomingespecially like ethnic men it's like nota lot of content and information outthere so just literally videos about youknow how to line up your beard or whatto do if you get razor books or what youdo with your patches or if your hair isbreaking off or a dandruff or whateveryeah there's so much topics on justgeneral health and wellness and hownutrition plays a part in the like hairloss or receiving the hairline so reallyfocus on likepartner with thought leaders who couldprovide high-quality subject matterexpertise and content yes and pushingthat out properly through YouTube orsome sort of like some regular type oftype of distribution that's why apartnering with high-end Barbara's towho they're they're marketing theirbrand partners and aligns with ours aswholesale partners yesI'm and educate our consumer alright sothose are some of the the two main waysand just like really just happening towe pretended nothing with like SEO inGoogle or even Amazon yes which from ourfeedback we people go to Amazon to lookfor our products and are surprised it'snot there and come back to where Istarted by so mmm yeah people like tobuy from Amazon we've found that even wedon't even try and we got this book andpeople like to buy from Amazon versusyour site because Amazon has so muchtrust I know that's a big thing becausewe do need new brands do why but thereis so much skepticism oh yeah so if youown Amazon they trust that it's just nogoodthey give their money back yeah andAmazon have this incredible reputationwith customer support and I believe frommy experience that builds very kind ofbratty kind of customer base from whatwe've experienced yeah that one at fastare there yeah it's crazy yeah yeah it'sit's really crazy but at the same timewe recognize that that's where a lot ofour customers are and so yeah that's agood opportunity for us so there's youknow it's kind of a few channels reallypowerful yeah for sure for sure yes I'msorry to cut you off what we going tosay so go after worked was wrapping upour curious around your experiences withthe start of scale course you know a lotof people I think when they get startedthey are worried about creating theperfect business and they're worriedabout you know if they're going to failyou've had incredible success you youship fast and what would you say toanyone that's on the fence watch thisvideo or doing the course and you knowjust kind of you know your takeawaysfrom doing the core sales it reallyhelps you so two main takeawaysone is do not underestimate theimportance of validating your productand then making that productdifferentiated to what's in themarketplace and I'll go deeper on thatand the second thing is starting scaleis a really cool mentor that can helpyou bypass potential problems deal withissues once they arrive and that's justlike worth its weight in gold so thefirst one is product validation so a lotof people are gonna come at you withideas and like feedback on your productbut it's very important for you not toget distracted and to do you know theunique value prop and then go throughwhat your customers problems are ithelps like in my case that I was like umI'm one of the customers and I know forsure that outside looking into may notseem like a big deal but something Istruggled with so if you'recontemplating an idea it would be veryhelpful if it's something that you'repersonally interested in something thatyou're personally struggling with orjust something you spent money on soyou're not asking someone to tell youabout a customer you're maybe like livein it um so that's one and they'remaking sure once you have a problemidentified you position it differentlyto make sure you stand out from the restbecause that's definitely gonna help youdon't really need to sell people on ifyou understand their problems so startstill under gonna did a really good jobof like explaining that and I thinkpeople cross over there that's extremelyimportant and the second piece is man alot of the problems you touched intouched on in starting scale like yourfirst tirescustomer support for filming it'salready there and so I think it's coolbut then when you actually go out andbuild a brand and you actually need thatadvice it's right there and so if youdon't if you're not experiencing youdon't have a lot of access to mentorsit's just like a really good place whereyou could skip through the differentmodules and just play a video help youget your answer is faster and so forthose two things I think it's just likeworth its weight in gold and what wouldyou say to anyone that's on the fencecuz usually pretty fast men like likewhy why do I sit fast yeah what youdon't seem like you afraid to fail so alot of problems with my personalexperience in entrepreneurship for myhair a lot of people it's like a lot toomuch theory like everyone has a planuntil you get knocked out or you getpunched in the face and so that's usfrom failing you're gonna learn a lotmore most things you can recover fromyou know don't go taking out your 401kand like risking it in some uneducatedmove but like if you have thismentorship relationship where you have awindow which you can operate in just goout on trial it's gonna be the bestfailure it's gonna be the bestexperience and I also think people whodon't have much to lose you don't reallylike it doesn't challenge you enough forlike really get creative my best ideashave come where like I had no optionsleft and I was just forced to work withthe pennies I had to come up with anidea and I think if things were like toonice or there was no fair feeling itwouldn't challenge me to like thinkcreatively and outside the box and sothat's when a lot of innovation happensand so I don't think people who have anexperience failure or a hardship reallyget that value a net benefit of justhaving to force yourself to be creativethe founder mission is to help youcreate an ass-kickin business and helpyou learn straight from the mouths ofworld-class founders get your freeprinted edition of founder magazinefeaturing Sir Richard Branson just covershipping and handling at founder comforward slash Branson

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[Music][Music]hey welcome to ask the program car downhere today I have with me Fred Lam fromVancouver beautiful I mean it got to beone of the most beautiful cities in theworld Vancouver when you live inVancouver I was just writing Richmondwe're not live up in Whistler on youknow I wish I would you go to ski I usedto but been hustling haven't be reallyhow do you call them I guess come on 8.5haha29:20 nothing in this dude right hereokay is it ecommerce specialist he'sgoing to show you what you need to dowith your website today right how toconduct your business at that which Imade a huge mistake with four years notusing it correctly nominated forentrepreneur the year which means whatbasically I mean it when I didn't knownominated and you're an owner yeah and Iguess for CEO and found I'd never beennominated for Entrepreneur of the Yearso good for you Fred Thank You CEO andFounder ipro academy okay God doesonline marketing get eight milliondollars last year 29 years old bro youway ahead of a brother okay I mean ifyou stay on the same trajectory I'm onI'm on you're going to be a billionairethank you thank you because I didn't seeeight million dollars until I was 40years old did you keep any of it wellobviously I invest a lot back into thebusiness I'm investing into a newbusiness right now as we're speakingright now and hopefully hitting 210million dollar mark by next year intwelve months period beautiful so alldone through e-commerce yeah and ifanybody understands the eight point fivecomment earlier I bet you I'll bet you850 dollars just post them comments okayall right now I got to ask about thedishwasher dude okay Wow I mean what'swhat's the big deal about a dishwasher Iwash dishes to I didn't put in my resumewell one of the most biggest thing is alot of people think that they can'tbecome an entrepreneur they have to goto school they want to get college yougot to do all the crap but honestly atthe end of the day right now we'reliving in a worldwe're living in the digital world whereevery single human being on earth rightnow will have the ability to become anentrepreneur regardless of their firstdog win a few words if even if yourdishwasher didn't go to college I didn'tgo to college I almost lose one highschool uh-huh yeah I barely pass Englishyou can see my English sucks so I barelypassing English primary passing whichand I grew up here yeah no big dealright don't worry about itwhere are you from originally ah HongKong okay so your parents came in HongKong to Vancouver yes and because youcouldn't get into the state's I don'tknow why and I maybe I wanted to be theythey wanted me I never asked actuallyyou should ask them I said man I get -oh they in Banco yes they are and whatare you one of your parents – ah they'reall retired now okay they did thetraditional thing yes your dad was ahard worker yes really hard worker andwhat did he do is on he was aconstruction electrician okay I reallymanaged projects that like Astrakhansites so so how did how does spread Lamokay discover ecommerce which is areally interesting question I kind ofstumbled upon on it actually so washingdishes I thought that was the end of mylife right I'm just going to work up theranks at a dishwasher become a waiter orwhatsoever so no matter and I was likeI'm just so young I'm only 17 years oldI should be doing something better soback then Internet was huge GoogleAdWords for basically just launched alot of people making millions of dollarson Google AdWords and you're inVancouver and you're in your parentshome yeah and you're like what are youdoing you're seeing people make moneyyou're seeing these stories yeah I'd seeall the stories inspired me so I startlooking on money be rich well I can'tsay rich were why intention was releasedI want to care back my family that'sright my dad was always in Hong Kong mymom's always growing up with three kidswe don't really grow up with a lot ofmoney so we're a length really I can'tsay we're broke but we're like belowaverage so I'll say I need to dosomething to take care of my mom madamyes that's really where myentrepreneurship really started say Iwant to make more money and then fromthere yeah so back then and obviouslyGoogle AdWords was big and people wereactually paying like Pandey's a clickand I was actually in that realm but Iwas such a young kid back then I didn'tknow a lot about businesses then what Ireally discovered and what I'm reallystarting togood at is become traffic acquisition soI know how to buy ads on YouTube GoogleFacebook like all those large platformsthat's where I've been and I spendmillions of dollars just to Googlebefore Facebook even take off so that'swhere I start growing the businesses andone of my ex business party came up tome and say hey we have this gasperformer later and fabulous you're 1/8an X this is partner I'm not and this isnot new anymore but what was the productit was a gas reform earlier but sothat's yeah gas so like gasoline forcars yeah so back in 2008 the the gasprices skyrocket Alegre right and we sawlike this is the perfect time let's getthe product and we don't actually haveto own the product the manufacturer onthe product so we're basically dropshipwhich I peach exactly out so wedon't have the paper inventory all we dois just set it up sell and basically runads to our site so and you can do thison a lot of different products oh yeahgasolineoh yeah he's gonna gasoline it was a gasreformer later so any gas free formulayeah so basically enhancer gasolinewhich you can actually write a long alot but were those the pills it was aliquid it was liquid to $1,000 and thenin four months based on just reallybeing able to use traffic you actuallyselling e-commerce product online andwas back then was really hard so aphysical product online yeah but we didfour point six million dollars and fourmonths well yeah all with traffic andproduct so go back to the Google Adwordsokay you said hey Google ads were we'rea big deal I don't really even know whatthat meanslike like well right now to be honestwith you before Facebook reallydominated space uh-huhGoogle what's the one that's dominatingthe online space you know they're searchengine traffic so if someone actuallysearch for grant cardoneyou haven't control exactly what your adphase and really dominate that space soif someone were to look into real estateinvesting you can dominate say I'm gonnabe the first I'm gonna carry all thetraffic those are going to be the mostresponsive traffic that you'll ever getthe highest quality because people arealready in the search query verysearches they're interested in realestate investing or they're interestedin a book on sales or yeah and tomb andyou basically just pitch them orbasically offer them go through aintroduction transition story and allthose other suburbs right right right onthe smart right there's also DisplayNetwork a lot of people actuallyoverlook thatoh boy display the network so when yougo on cnn.com right you always feel likea banner ad in all those others so wecall it Display Network Google owns 98percent of the display network in theentire world and it's hardly ever tappedand right now there's an opportunitybecause everyone that's pushing intoFacebook right now Facebook but Googleactually has a lot more inventory forads than on Google Wallet so the DisplayNetwork yes it is why do we put ask thepro together so I can learn you don'tlearn shame on you I'm taking notesevery ask the pro I'm sitting theretaking notes leg leg leg I know somepeople like I don't need to writeanything down well good for you I needto write it down because I might notlook at it today but I'll be reminded ofit later so educate and educate me brobecause I want to make some money sohere's the most important thing right alot of people's are online they may belooking at stock watch calm like that isgoing to be one of your most prominentprospects well while they're ininvesting already right there I just sawdoc watch calm yeah so there there's alot of spikes out there like I can tellyou but just investing alone there arethousands and tens of thousands ofwebsite up therethat really has to be also what happenedright there ok so right here I'm CNN soright here you see demon markets rightnow yeah yeah that is a banner adimagine you can actually dominate aboner that's call a better ad and here'sthe beauty and what's that ad cost youthink you wanted to really know yeah Ihave a Pacific strategy which I usecalled retargeting non-google yeah um soI was on CNN for calm although largemajor websites spent 300 bucks and Imake $20,000 back yeah yeah so I make anry I don't even look at this assomething that how much I'm going tobasically pay because I know I'm gonnamake an ROI back yeah so why do I haveto worry about how much I pay but thetrip is the pain is based on we call CPMcost per thousand views so every 1000contracts are being show and Googlecharge you X amount of beat but you'regoing to be alright were you were yousuggesting earlier that because Facebookhas now is now dominating Google didthis cost less to use right now it costsway less because people are peoplearen't and here's what here's anotherbeautyfor example we have their own sales teamto sell the inventory but they cannotsell all their inventory on their sitetheir sales team can't sell at all whatdid they do they're not gonna put ablank spot up right to Google and Googleand with the Celtic guru said well Ineed a cheap I mean a dirt cheap run bythrough Google so we're getting what wecall remnant traffic so a minuteyeah because these are basically unsoldinventory but hey you're still oncnn.comthese are basically people that workinglet me I'm gonna pull up CNBC that wouldbe a good place for me right yes the NBCthere's a lot of site there been aroundevery single media web sites half a turnass look like they're Adobe right nowimagine if you're right they're terriblean extra guy's terrible add obviously noI mean I would do my real-estate thinghere oh there you know there you go yeahthat's awesome dudeyes so there's a lot of ways to actuallydrive traffic YouTube's a huge one notjust the organic side but the ads sideYouTube is dominating right now you'veseen a lot of people we call what theycall in-stream ads right what's the nameof your company again I four Academyipro academy yeah so when people come toyou um how's it as a motorman ah anymoredude getting kicking it and she's isgood guys he has once one drop oftequila so I'm not feeling it all rightyeah all over the place man okay so sowhen you say YouTube well when you playa video on YouTube you always see likean ad that's running right like a TVspot how like a TV plus you justbecoming the next TV yeah that's what itisso do you Bob do Google Ringo – notthrough YouTube no usual Google ownsYouTube and here's the beauty if youknow how to gain system the first fivesecond if a person actually skipped thead you don't have to pay a penny thenyou get five second free exposure justlike that good they skip the ad so whenyou're running the app when you're whenyou're watching a video basically seethe ad and yeah they count down and sayskip the ad right I got five four threetwo one yeah when it's when it hits fiveI'm sorry which starts first flirtingsecond I mean so when they actually skipthe ad in 2015 yeah you don't getchargedso in in 25 seconds you can get yourmessage acrossyeah so so I think we did a bunch ofsix-second head and we didn't weigh morethan six you want a says you in it yougoogle is out here last week in this andthen the six second ad I love Google butI'm not going to talk behind their backrings yeah yeah they're not really builtfor direct response like we care aboutare a lot we care we do for ads and whatwe teach about at its investment likeit's an effect me that you're gonna makean ROI back it's not an expenseyeah yeah it's great yeah ii ask you canactually get a lot of big reach a lot toactually watch it but it's going to bean expense how are you are you gonna getan ROI from six seconds but but wellyeah I amoh that's great I would imagine eveningI mean I'm gonna raise awareness yeahI'm gonna get out of obscurity and stayout of it and to me to meet peopleshould be calling you every day sayingdude how do I get known what is the ROIall not be a no I don't know you youknow what do I sayI can't flow you yeah you know and so Imean I know all you guys get into thiswhole space and you're doing oral eyesreturn on investment of the cost of thead add the clicks and all that I'm likethis what is the freaking cost of notbeing enough but what if my frienddishwasher Exodus or so what if that adcan get you knowing and scaring ROI notjust of having just a known aspect ofthings get an ROI at the same time soit's more like saying right now yesyou're running a six second ad thatyou're getting awareness out in thesixty second or a two minute video thingyou'll still get you the awareness yeahyeah but you can get a much bettermessage across because you can nowbasically have ginger saying Googledoesn't know what they're talking aboutI'm not gonna say that hey when theywere here the other day telling me dudesat six second ad run the six second adis that what you're sayingjust look that's it test fit okay that'sit split test means what this puts SP isbasically a testing a six-second adversefor 60-minute up Joe second at friendLam said it I have ithe says googy don't know what this Igotta say that I didn't say thatI didn't say that 20 but look look thisdude ain't 29 anymore this dude like hestarts dropping into his freakin prohe's like you don't care about his ageanymore you know I'm saying yeah when Iwas I actually was one of the marketingyoungest marketing manager at BMW when Ihad an agency everyone didn't listen tome like now you're such a young ageespecially like I was stupid yeah andthen I just blew them away yeah that'sso stupid people shouldn't you shouldnever like Alexander the Great when heinvaded a freaking city a village amountain he was 16 years oldokay he's taken he pillages everythingtakes the whole debt takes all the goldnobody says oh he's only 16 he took overthe place he only 2/3 of the planet soage has nothing to do with it if you'reprofessional age doesn't matterI have students that's going through mye-commerce system at an age of 22 yeahdoing a million dollars here yeah yeahsewing you can hear stuff keep braggingright now no he's not he's not he can'tbe bribed I don't know you live on amillion dollars here so so check thisout now so you're not really aboutwebsite I thought you a website expertyour commerce becoming is what ecommercemeans selling physical products onlineyeah physical product is my servicewhich would not be a physical product ornot not so much I would not go so muchon the service side of things I focusmore on like physical products first andthen you can actually go when you'vebuilt the relation of the customers thatyou can actually offer services Edwardso the key things of this ecommercespace we're going to get one running anad well the first there's five stepsokay please number one you've got tohave an e-commerce site up and right nowthanks to our basic or revolutionary ofInternet you know having this website upis actually pretty cheap like right nowwe were in Cordova calm yeahand our sofa yeah I fell put yourself infive Robert yeah we tell people youShopify we were actually fullyintegrated with Shopifyokay so number one get a Shopify storestaff to cost you a lot of money yeahI'm on it cause you're like what's thatcost twenty seven bucks a month yeahthat's it once you have that you got anutshell but I know what they're doingoh yeah they do good absolutely Googledoesn't do you guys know what they'redoing I'm not gonna see you know youcouldI didn't say that I didn't say that asmuch as the paper way it relies when hecrosses the border Google will be righttherehello I don't want that to happen I'munique coming back I have one key sourceof customer support not gonna happen notgonna happena commission dishes for EM okay okay sofirst I got to have a side cost 27 bucksso if somebody's got a website right nowthe only reason they would have aShopify though is because they have somehard tangible product rice whichsupposed to step to unique productsitselfoh now a lot of people are like wellFred I don't want to invest tens ofthousand dollars one hundred thousanddollars on inventory yeah so what we dois we do drop shipping so through thelast 13 years of my life I think youdrop shipping I don't carry product Ibasically number one gopannamanufacturer I say hey you got productsright now I'll sell it I'm not going tobuy it you ship it directly to mycustomer yeah yeah so we give you anexamplegive me an example so right now youheard about Aliexpress or Alibaba yeahso Alibaba is one of the largest BBBcustomer where they manufacture productso they create an Aliexpress wherethey're selling to end consumers butultimately all defenders on Aliexpressare actually manufacturers from Alibabathat's how they were able to speed upthe platform so now you can actuallysell individual pieces directly from themanufacturer and basically just dropship to your customer so let's saythat's all right what about some wiffleballs yeah they're gonna come from Chinayes okay so I'm about similar footballsyou're gonna be the guy in between yesyou grab the traffic yes I'm the wiffleball guy I want to buy the wiffle ballsI'm buying from you Alibaba ships andfrom then you get paid to do thatexactly you never had any woofle ballsyou know you know to work with all inall though I married an invalid oh yeahit is yeah and you get paid a sliver todeliver yeah because you're collectingthe money and here's the beauty you'recollecting the money firstyeah so let's say that you're sellingthe 10x last look is it tickets rightnow like I select the money and I giveyou basically say hey I collect themoney yeah I marked it up here'sbasically where your share is and I'd becalled money more or we could have anaffiliate program where you don't needto mark it up and you get a piece thereyou go okay now up now so yesterday welldelivered some Amazon sent out to alltheir merchants okay I think a letterthis week you do business with Amazon nothey don't know what they're doing nothey know what they're doingthe absolutely no wonder you guys don'tknow anything man okay so no it's justthat so when does this happen Amazonsent an email out to all their merchantsand said hey you have to take returnsokay so I mean how does that affect youit done well at the end of the datethere are going to be returns butbecause there's a fiscal product uh-huhthere nothing really going to get amassive return to be really honest and alot of people online they basically buybased on impulseyeah and what you want to do is alsosell products that are not like superexpensive right out of the gate you wantto work on those new customers you wantto basically sell them or basically givethem a free cup charge some shipping youstill make your money still basicallypretty even but now they actually startto come into your brand right you'regoing to start selling them other stuffand that's when you make all your moneyback now when it comes to physicalproduct again the refund rate is notgoing to be a huge issuedelenn– what the refund rate the refundrate yeah unless if you are basicallyselling a bottle crap that's a differentstorythen people will really reap it but ifyou here's a bit of a physical productsbecause Amazon really changed the waythat people buy online right they lookat the image you look at the descriptionyou pull their credit card they cannever see touch smell the product sothat's what also dropship works becausehey you're offering the same thing yourbut they offer a refund dude so how doyou come in we offer a refund to youwant to offer reason we're going to goback to let's say about the wiffle ballsfrom Alibabayeah you got paid on it oh yeah okay youtook the money you got paid and then Iget the Whipple balls and I'm like Idon't want these ruffle loves since therefund rate is so lowwhat I usually why do you say it's alittle man it is going to be low why whydo you say this because you're gettingat an idiot rata and people you knowpeople bought something on impulseparticularly people to build things onimpulse oh yeah they're like I bought itbut I don't really want it because I'mso now that they can put ecommerce likewith physical products you're not goingto see like drastic increase of refundrate you're going to hover around lessthan 5% uh-huh listen if you can'tbasically run a business that you canafford the 5% in yourgonna be out of business right but atthe end of the day you're also buildinga customer relationship let's say thatyou come to my store bought a productfor me yeah and say hey I don't like youfor X amount of reason I'll say you knowwhat that's fine I'll keep it I'llrefund your money keep it as a gift nowyou build a relationship and you're likeno I like that oh that's what we tellpeople to do is I hate just do thatbecause you're building a relationshipwe're comin right they will feel thatyou're legit you're not basically justmaking money or you're not damminguh-huh and that basically now you willcome back and buy our refund policyRobert if I'm not right I mean this iswhat I want it to be yeah we'll give youyour money back and then we put you on ablack list and never do business withyou again you say you say I should justsay hey keep it and and you know yeahand also depends on what kind of myLords are me again yeah well italso depends on where it is knows itright any no no no look man my brothersin a business okay call it's calledchargeback 9-1-1 yeah and basically he'slike the fraud online is so severe it'slike one of the biggest problems on theinternet today is that people are buyingthings it comes to the house three dayslater they're looking at their billssent now you know what I really didn'twant this this is a huge problem andwhen those when those refunds get highenough when when the chargebacks not therefunds when the chargeback claims getto 1%yeah the merchant cuts you off okay thishappened some really become verysuccessful online companies cut off allthe proceeds sitting over thereMasterCard or Visa and say hey we'refreezing your account because a 1%charge back and 99% of my liquidity issitting in a bank I can't it's frozen sohold on let me actually go ahead even ifthat okay it really also depends on thetraffic that you're getting we'regetting that traffic the quality of thattraffic this happening to MicrosoftStarbucks it does happen to your ownbusinessyeah it does but at the end of the dayyou can control it too because right nowespecially Shopify you have fraudmonitoring system X at the same time youcan see if these people are basicallyknown to be fraudulent and all thoseother stuff so there are marks okay okayright and again like I said the trafficquality is also very very very importantand that's true the bigger your brand isthe more people would try to game thesystem because Microsoft they can go andbuy an xbox or a fake credit card rightcall a credit card charge bags onyeah exactly and that's the point andlook you're going to have some lossright I mean what you you would tellpeople you're going to have chargebacksI like what you said about hey man keepit through with buddies okay no problembut but I don't want to keep conductedbusiness where the God is gaming me yeahyou know I'm saying yeah but I like whatyou said but don't don't even send itback just keep it bro we lovers man welove you you love us okay so what numberone ecommerce site number two productsnumber three products traffic trafficright you want to get traffic to yourstore I guess having just a website adyou're not going to get yeah peopleare gonna go you want to get traffic soyou want to use Facebook you want to useYouTube you want to use Google you wantus Bing you want to use all thesedifferent mediums to drive qualitytraffic to people that will most likelybe interests on mine so how do I make adecision how much money to spend onFacebook YouTube Bing or Googlewell I always help you with start a fivedollar budget because we get instantdata right away from these platforms weknow how many people click on the ad howmany people went to Add to Cart how manypeople purchase what are why am I makingyou go fast would you know thatin 24 hours okay so after spending fivedollars you'll know and there'sindicators that we use run an ad rightnow for the millionaire booklet spendfive dollars I want to see what happensand then we'll report tomorrow whathappens and if it didn't work we'll addhim to the list of people you don't knowokay well you got to also keep in mindone thing you've got to set up the asscorrectly – okay you got to know exactlywhat the setup structure is that's whatwe teach yeah because let's say theywere running on Facebook right now youcan't be selling a 10x product tobasically a person in Africa thatdoesn't have any heard of the or you acustomer right so targeting is not areally really key thing and when you'regoing we're talking about Facebook rightnow yeah the set up structure is veryvery very important and I've seen a lotof agency a lot of other businesses thatset it up the wrong way uh-huh so let'ssay for an example if you guys want toactually sell a 10x book right now rightaway here's where I will tell you to doit right away number one create an adthat's based on website will do fivedollars on the millionaire booklet let'sdo five dollars and we'll give it awayall right we're going back to evenbetter okay we're going to give it awayso good website conversion based on thepeople that's going to buy your productyeah okaybecause you want to tell Facebookpacifically that I only want people thatactually buy stuff on a third-party siteto look at my ad uh-huh and you tellFacebook the reason why my advertisingon your pop-up on that is that adrop-down is that up yeah so waithearing people that buy yeah so whenyou're choosing your objective and athird-party site yeah but I say athird-party site they're going to buy itfrom my site well because at the end ofthe day you want to find a pool ofpeople that will most likely buy off ofFacebook because Facebook tracks everysingle behavior every single activityfrom click and pressure what you likewhat you share and all this other stuffthey also have some with all the pixelsnow fixed pixels in a lot of websitesright now so Facebook knows exactly whatyou bought and when you said that I wantto go after people that will buyproducts from Facebook ads they willmost likely deliver those people becausethey want you in are they want you tohave an ROI that's why you tell facespecifically my objective is tobasically get purchases yes that's thatone right then you want to choose thetargeting all right now while you'rechoosing the target in my past trafficwell we're talking about topic no yeahwe're so how about Facebook trafficright now and then number day what youwant to do is you want to basically findyour ideal customers now this will besmart enough to help you basically finda demographic after you start spendingbut you know we're demographic let's sayyou know your demographics got to belike 35 plus men majority of them oh noI'll give a book to anybody but optimisttrue all right I mean you can read idealif you want to be a millionaire it'scalled a millionaire booklet idealcustomer let's say we can reach 18 plusfemale yeah we have to look look I don'tI don't I don't you know my internetdepartment told me that snapchat wasn'ta place for me to be we have you don'tthink so eitherAlan you don't think scratch that noteswith video neither so let me just tellnobody back to later doing I'm wrong onthat you're rolling that because becauseI got people spending five grand everyweek I get somebody off at snapchatgiving me $5,000 so so you young dudesjust i'ma throw you age back at you yeahokay because everybody in the internetoffice is your traffic's not theirquality out there it's not there man Ilove snapchat okay they have beenquality people that have bought stufffrom me had a guy yesterday hit me mymom wants to invest 200 grand in yourWow you know so why would you think it'sa person that might aim it Mike I guessmy game is I want to help people right Iwant to help people so if he's 18 or 88yesI know where you're going in and you'rebasically working two wars and helpingthem through the journey in the process- I'm not saying snapchat is not yourideal customers good sirI didn't today I didn't think I didn'tsay one thing I did say I didn't theywould get wounded by Robert make surethat we got chatting right now rightthere and that chat right now and yousay – I don't know what I'm going tobasically someone that you need to workwith to be really on a lot becauseyou've got to feel the relationship withthe younger demographic and slowly movetowards basically games and you don'tit's not yet I don't subscribe here Igot that – I don't hate snapchat it'sgreat again I don't use Instagram I'mjust a Facebook guy straight up Facebookguy why oh man I don't get that man lookI just want you to consider this whenyou leave for a lamp yeah I don't cashit you or a your expertise is ecommerceand what does ecommerce need ecommerceelectronic commerce right what does thee stand for yeah electronic electroniccommerce so what do I care whether it'sInstagramyep it's the spam Facebook YouTube beinglike I don't use Bing you know orAlibaba what is the Chinese YouTube aChinese YouTube is yuku yeah dude I'lluse yuku I should be on Youku yeah youknow right yeah there's a lot ofactually people starting to use you alot and not a wash thing what would youtell me to be on Youku should I be onYouku you can give the try you candefinitely give it a try I'm not gonnasay yes or no why wouldn't I be on youCUDA you see I should be on it I wouldjust require that I trained I trained atranscript transcribe my like drivingand I'm in Mandarin so so all I'm sayingto you is like people use what they'recomfortable with rather than saying heyman there's people there now do younotice ared lamp that that people change whenthey go to these different places yeahyeah I know your personality I do needto know that right yeah okay you seethat but you don't go to snapchat orInstagram I don't I don't you don'tfollow me on Instagramwell I don't use this to Graham thisthing yeah I love the Leone's I justcan't have enough that time to do theall the social media stuff and really beout there and whatever I want out thereis social media e-commerce social mediayou can say this e-commerce you can sayit's not so big right you can use socialmedia to actually try to really immerseyour identity the Facebook I asked nowFacebook respond enough to go byInstagram but you know yeah I know thatway to use you know what I'm sayingI don't what you're saying this placebooked know what they're doing theyabsolutely know what they're doing goodokayI'm done with the shake equipment Idon't make it ever no this is good thisis good because everybody just watchingyou guys need to understand man thisspace is so fluid yeah doing is changingso fast it is so disruptive yeah likeyou can't think that you're an experttoday because tomorrow you're historyman like like this thing is shifting sofantastic rate on bleep unbelievableopportunities for you whether you're 29how do you think I am40 59 dude okay so you don't guys youdon't know what people are doing rightnow you don't know he would say hey I'mnot his target audience I am so freakinginterested in the space because I'msitting here saying in when I'm 79 yearsold I could be I can make more moneyfrom 79 to 100 dude I can make moneytoday I can make more money when I'mdead because of what's about to happenthan I ever made when I was a lot yeahyou agree with that I agree I actuallyvalue going back to washing dishes no Iabsolutely lost dishes again it'sbecause I wanted to you know I'm sayingyeah step 4 step 4 is the profitmultiplier which is the more importantpart muhammad multiplier okay because alot of people when they actually run adsand all those other stuff they go likewell I'm breaking even I'm not going tobasically continue what business orthey're losing a little bit of moneyyeah and they're like this is notworkingyeah but at the end of it you got tolook at it for a long-term game planyeah yeah a lot of people that aretrying like individuals that is tryingto become an entrepreneur they want likequick quick quick quick quick but in thereality in what Brady actually succeedand in order for you to actually startreally generatingit you're going to look at down the roadof what is happeningso what we do is we use something calledthe proper multiply there are severalthings number one we actually build afunnel so obviously if a person actuallywent to your website by the Denix cupright now yeah before any checkout yousay hey do you want to buy that big niceinsult bottle right now yeah by themsaying yes hey guess what you justincrease your average order value rightright and right away there's your profitthat comes in yeah now the next thing iswhat we call the so this is where thefree thing would work yeah but peoplebail on it because they're like I'm notdoing anything because they don't havethe inventory to move a guy the secondproduct that would make the freebieworth something yeah so you want tobasically turn freebie that's calledwhat funnels funnels yeah you want tobuilt the funnels right and here's thebeauty part what we also do not just bybuilding funnels and asking them hey doyou want to take on this product we alsobasically have a coupon giveaway rightat the Thank You page that a lot ofpeople missed out on so it's like whenyou walk into a retail store and you'rebasically checking out and all excitedachieves you something in hand and youlook at it it's like we coupon to thetennis court on next purchase forexactly that's exactly I like that weneed to get the coupon working dudepeople order be dying to use that couponbecause they don't want them to stop onthe deal yeah ain't going to be specificthat this will expire yeah because a lotof people in retail like they willbasically go like well I either go backin the store and I finish it off or Ibasically put it in my pocket andbasically use it a lot of people wouldactually use the round spot if you don'twant the jobokay step 5 so now step 5 is going to berinse and repeat rinse rinse and repeatback to washing dishes dough not back towashing dishes xmax is that one which iscreating another ecommerce store becauseyou can either build an e-commerceEmpire having got multiple niches orjust sell it out Fred lamb dudeecommerce ok Fred I want you toreconsider a couple things though whatare you going to reconsider after thisinterview what am I going to reconsiderafter this n3k on the I got shot that'sright ok and quit talking bad aboutgoogyok so look look set up an e-commercesite have product how many productsshould I have my side start with 25 butyou can havesurprise most people don't have they gottwo or three products man your buddythat you brought down here I'm like doyou have any products man how can you bein business 25 years and have threeproductsI got another guy's super supersuccessful dude right now he there's noproducts like like I like I mean yougotta have some products right have youbeen to my website you like I like itfinding lies it's really great yeah yeahwhat would you do different what would Iget different build funnels yeah morefunnels yeah and then the funnel shouldI have as many as possible that goes andreally sells you're saying every the cupwould have a funnel I would I was justlike consider hey I was just because itare you doing try and try this out likegiving it away for free and just rippingyes on your cup yeah yeah yeah I wouldsay you need like an opt-in somewherelong do you have an often somewhere dowe have an opt-inalright thanks to the website thereanyway right throughout there I see itcan opt-in to get updates in my strategynow you have to pop up there you go yeahit's just like you've seen popping righthere you can actually have that in yourThank You page when someone actuallybought from you that is not from the 10x10x con you can actually probably sayhey get X about a percentage now there'sso much to learn man I'm so excited manI'm sitting here yeah I love you a longtime and that's all I know Fred man Ineed I love you a long time cup you knowright don't you I would love that youknow that's another song man I love thatman okay Fred Lam the company thecompany is ipro academy where can peoplefind is that zero like calm yes you'reup like calm actually have a ten-partfree video training series with thatterm zero Club part yeah it's a ten partvideo training series where it's goingto have enough more than enoughinformation for you to get your firststore up and start generating a sales soI talked about everything okay go therego there get your 10 part video seriesget your ecommerce site up he's going toshow you how to get twenty-five productsof show you how to start making banginto our oh I show you how you don'thave to go back to washing dishes and ifyou do it's just because you want to youwant to rub it out rub it out the dishesrobot the dishes late at night I do I goin there I go into the sink you ever gointo the sink at you and you're like manI seditions anything I just want afreaking yeah I'm a manit reminds me of back when I was washingthis yeah okay yes Fredgreat to have anybody okay thank youfollow this dude not on Instagrambecause he won't be there I'm going tobe there now I'm going to be there nowHey look look if there's some expertthing you do some unbelievable thing youdo something you know that nobody elseknows contact Roberts is slow at GrantCardone tv.com Grant Cardone TV comm setthat up today Robert and we'll have yousit in the hot chair okaywe'll both learn something everybody'sgoing to learn something you're going toget exposure i'ma learn something we'llall get better so we don't have to goback to washing dishes unless we want tookay if you're on iTunes or stitcher manplease comment let me know what you likewhat you don't like is Fred's rule amthe real deal or not okay drink thatwater dudedrinking Gatorade and and and if you'reon YouTube man please please come on outif you're going to hate on me throw itdown in the comments man okay did youthink I was too hard on the laughterokay just post it down in the commentsokay come out don't be a coward and ahater thanks for watching

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[Music]hi guys Greta here and today I'm goingto be covering how to create ane-commerce brand over the last six yearsI founded for multi-million dollarecommerce brands including skinny meatyv and drop bottle what I've learned isthat there's a fundamental difference ine-commerce the difference betweencreating an e-commerce store andcreating an e-commerce brand a lot ofaspiring entrepreneurs I talk with don'tunderstand why brand is important oreven what the concept of brand is abrand isn't just your branding it's notjust a name a logo or even a product abrand only exists in someone's mind abrand is a perception created both viaexperience and Association this can beboth factual for example the productcomes in a yellow box or emotional forexample it makes me happy I'm luckyenough to work in the same space as oneof the world's top digital brandingagencies love and money in Melbournethey've worked with top brands likePolaroid and Frank body and won awardsfrom the likes of Shopify love and moneyand my go-to for all things branding andthey've worked across all of my brandsto date so when I was thinking aboutwhat I chat with you guys about todayI turned to Toby their creative directorand asked that annoyingly broad questionwhy is it important to have a brand andoff the top of his head he answered abrand is something that you can selleven if you no longer have any productsor services to sell if you have noequity in your name something peoplebelieve in buy into and see valuing thenyou have no brand his answer was perfectexactly what I was looking for as ithighlights the importance of building abrand think of an ecommerce store youneed products on that store for it to beworth anything if you just want to makesome money in the short term go for itrun a store make some sales sellsomebody else's products I get that it'smore than fine but it's just not whatexcites me I want to build somethinglonger-term and more sustainable thenone day if I- I want to be able to sell it not justfor a sales multiple I want to be ableto create the brand equity and goodwillthat will skyrocket the valuation of mycompany so if you like me and you wantthat – you'll need to consider brand sonow that we understand why building ane-commerce brand is important we canmove on to how to create an e-commercebrand so I had a chapter shell thefounder and director of love and moneyabout what a good starting point theecommerce startups is when they'rethinking about brand and Showell saidnot all businesses need a full brandstrategy what our businesses do need isa clear idea of what why and how they'redoing any great business is defined byideas and action plans and these need tobe as succinct and distinct as possiblewhat love and money offer most startupsis what they call a brand 101 which isdesigned to be short enough to beunderstood easily sharp enough toclearly differentiate your business fromthe market and fluid enough to includewhatever might be pertinent for yourbusiness so what elements exactly shouldyou be considering in your brand 101personally when I think about creating abrand I always start with the four V'syour brand vision values voice andvisuals and the way there's need to becommunicated needs to be consistent andcreate a connection with your targetaudience the end goal is to build amemorable and long lasting relationshipwith your customer so in terms of it forthese let's quickly cover how we can goabout determining means for your brandso again according to love and moneyyour brand vision is what your businessaspires to achieve beyond your bottomlineyou should be proud enough to share thiswith everyone shareholders employees andconsumers alikeremember that your product should be thesolution to a problem so think back tothe problem that your product wassolving in the first place for exampleyour brand might be a Bri usable coffeecup or keep Cup and the problem yourbrand is solving could be the wastecaused by everyday disposable items andthe damage that causes to our sharedenvironment so your brand vision couldbe to encourage the use of reusableitems to reduce the waste caused byeveryday disposable items and protectour shared environment for futuregenerations when it comes to determiningyour brand valueshave a think about what's trulyimportant to you as a founder your brandand your audience your brand values likethe core of your culture staying ontheme with our reusable copy cup examplethese values could revolve around theenvironment transparency and thecustomer for example I particularly loveWarby Parker's core values which includetreating others the way that you'd liketo be treatedcreating a working environment whereemployees can think big have fun and dogood serving the community and thatgreen is good so do your research aroundother brands you love and see whatresonates with you most strongly when itcomes to establishing your brand's toneof voice I'd start with your brand'spersonality again here love and moneylike to say that every brand has apersonality if it doesn't have apersonality it's not a brand it's just alogo they use what's called the MillwoodBraun index that breaks down humancharacteristics into 20 different traitswhich can be characterized by certainbrand archetypes so there are 10 brandarchetypes from the Joker to the dreamerto the friend to the seductress do yourresearch around these archetypes andpick one to truthy a brand should embodyamong other things this will help guideand direct the tone of voice for yourbrand so moving on to the fourth andfinal V which is visuals which refersdirectly to your branding this is whereyour logo typography or fonts colorspackaging and visual branded contentcome into play a couple of great placesto start when creating a brand a 99designs or canva so do some researcharound these tools otherwise you canalways work one-on-one with a graphicdesigner or a branding agency like loveand money so that's the four beerscovered one last thing I'd like to touchon before we finish up is your brandpositioning and creating a unique valuepropositionthese are a really important way todifferentiate your brand from a sea ofothers on the market your brandpositioning can be seen as the way inwhich you design your company's offeringto occupy a distinctive place in themind of your target audience one greatway to think about this is throughcreating a unique value proposition oruvp this is a single clear compellingmessage that states why you're differentworth buying for example at my brand vour brand was different because we onlysold our watches on the fifth of eachmonth for five days so you want to findyour point of difference within themarket and articulate exactly what thatis to your target audience again herewhat you want to think about is theproblem that your brand is solving andhow you can solve it in a different waysome areas where you can highlight yourpoint a difference are your productsdesign function price and time that it'savailable so when it comes to designsome trends to look at could bepersonalization or customization trendslike adding your customers initials toyour design when it comes to changingthe functionality of their product youwant to solve an existing customer painpoint with that product so for exampleif you drop your iPhone a lot aprotective phone case or if you take alot of selfies a case that creates theperfect lighting when it comes to priceyou want to consider whether you'regoing for a lower direct to consumerprice point which is more accessible tothe masses or a more exclusive higherprice point so consider how your brandis different and how to communicate thiswith your target audience so that's aquick intro in how to create ane-commerce brand if you need moreguidance I'd consider checking out mycourse with founder called start andScalia online store which takes youstep-by-step through finding a trendingproduct idea branding manufacturingbuilding an audience launching andscaling your e-commerce brand so thanksfor watching guys and if you want morecontent from myself and the founder teambe sure to hit subscribe below thefounder mission is to help you create anass-kickin business and help you learnstraight from the mouths of world-classfounders get your free printed editionof founder magazine featuring SirRichard Branson just covered shippingand handling at founder com forwardslash Bransonyou

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