Ken blew me away with the sports professional comparison to reselling: They spend their whole life, their every waking day honing there skill just to get a chance at bat. While many resellers give up because they are not million dollar sellers in one year. hmm.. pause and see if that is you. Be honest, if so gain perspective. Set goals and actually attain them.
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Transcript: (note- this is a new tool I am trying out so it is not perfect- it does seem to be getting better)
Ken: 00:00:00 So I was researching a browsing through youtube, how to sell on Ebay, again, another health to video, and then I saw hustler hacks and I saw one of the link to the article. I’m saying, man, this guy paid off his student loans. That’s real legit money, you know, and the biggest thing that I advise everybody, vet everybody, at least, you know, just don’t believe what everybody say. I look at the results and then I look at his journey, I look at his, you know, from thrifting to swap meets to garage sales, now he’s going to retail arbitrage, then merge came up and then he, you know, growing on youtube as like, man, this guy’s got a track record, you know, so. So I, I always commented on him with like, Hey, this is a really cool video. So I’ve, you know, I’ve made myself notice.
Cool voice guy: 00:00:53 Welcome to the ECOMMERCE mobile jazz. Well, we focus on the people, the products, and the process of ecommerce selling today. Here’s your host, Steven Peterson.
Stephen: 00:01:07 He wanted to talk a few moments about some sponsors scope from seller labs. Um, when’s the last time you created a listing? Right? And when you create that listing, you’ve got to come up with the keywords, right? It’s all key word dependent. I don’t care if it’s a private label or wholesale. You’ve got to get it right. Well, what’s the best way to get it right? And if you’re selling a similar product that’s really successful, you go and you take and use their keywords and that’s what scope does for you. So phenomenal tool brought to you again by seller labs. The leaders in technology when it comes to Amazon, right now, they are just crushing it with all their products, but scope allows you to get that listing right. Get ranked for those key words as fast as possible. Therefore you get the sales. So go to sellerlabs.com, forward slash scope.
Stephen: 00:01:56 Use the code word momentum, save a little bit of money, get some free key words to test, try it out and see if you see an improvement. If you don’t adjust, what’s cool about what I love about a seller labs is that you then message and say, Hey, I didn’t get this right tyler, hey jeff, this isn’t working right. What am I doing wrong? And Boom, you’re going to get the help you need and that’s what you’re going to get from sellerlabs. And, and it’s a very special group that had been very. I’ve been very fortunate to be connected with them. And again, I look over time they’ve delivered every single time, you know, same thing I can say for Karen from solutions for ecommerce. I mean, she’s been carrying my account for a couple of years now and our account, my wife and I, and she really does handle things for us.
Stephen: 00:02:37 Um, I mentioned, uh, just last week we created a new listing with, I forget how many variations, but again, all the flat files uploaded done as I needed. I pop in, so she’ll send me a template, I pop in some information and then boom, it’s handled, await. These pictures weren’t done right, blah, blah, blah. This upc, native poom modified, adjusted and again, communication. It’s phenomenal too. I get an email back saying, hey, this was done or this, you’re missing this, Steve. Hey, you gotta do this. So, you know, we have those challenges too and that’s why I like working with somebody who’s been doing it. I’ve been doing it for a long time. Did you know Karen also does listings for Ebay? Yup. Lots of them. So if you want to build out that channel, which of course you should, it’s q four. You should be selling everywhere.
Stephen: 00:03:21 You can. Um, Karen can help you with that too. So you gotTa tell her I’ve sent you. So you’re going to go to solutions four ecommerce forward slash momentum. You’re going to save 50 bucks every single month. You’ve got to save that $50. But more importantly you’re going to get an inventory health report. Um, did you just get hit with monthly longterm storage fees? Well guess what? If you haven’t, they’re coming. You want them to get that inventory right and she can help you with that. You got to tell her I sent you again, solutions. The number for ecommerce forward slash momentum will get you into that. Saved the 50 bucks, get that inventory health report though, that’s really, really important. Get that going right away and I don’t want to miss my coach when it comes to retail arb or online or when I have a question and I do not that we don’t, we don’t really do much of it anymore, but when I do have a question, I go to Gaye Lisby because why?
Stephen: 00:04:06 Because she’s really. She is a coach. I mean, she’s really phenomenal, but she also puts out a daily list and you’re going to get that list five days a week. You’re going to get tons of leads, the number of, uh, agreed to amount that you’re supposed to get at least usually gets to those in the four days. And then the fifth day seems to be a bonus most of the time. Phenomenal Group, small amount of buyers where this list is going to. And the best thing is the nuggets that you learn. Hey, why is the red one better than the blue? One? Gaye can help you with those questions. I saw, hey, I got, um, I got to the dreaded letter about a brand. Here’s the, here’s the way you approach it. Hey, receipts. Um, how do you, what’s the best practice? I saw her leaving instructions, teaching me the accountant how to do a better job with it and it’s phenomenal.
Stephen: 00:04:52 So it’s Gaye Lisby’s made a million dollars selling. Um, I’ll have the link in here. You’ve got to use, um, the, my, my link and it does help me. I don’t want to say it that way, but um, it’s part of amazing freedom with Andy Slamming Leroy, Iran, hers, corn, and Nate’s layman’s. So you know, you can trust. Okay, so come back to the website, take a look at it and you will get a savings and you can get two weeks free right now. Only through my link. You get two weeks free. Try it. You don’t like it? I get it back off. But right now is the time to make money. Get cashflow going right now. And so join you. Get two weeks free. The only way you’re gonna get the two weeks for these. If you use my link, it’s on this episode. Come on out and give it a try. You will not be disappointed again. You’re going to see me in there. So reach out if I can help you too. Let’s get into the podcast. Welcome back to the ECOMMERCE momentum podcast. This is episode 352. Ken Guy Taito. Uh, you’ll know that name, if you think of Hustler hacks. I’m Ken and Glenn, uh, worked together on a Youtube Hustler hacks and the outhustled series, which we get into, which is a very, very
Stephen: 00:05:58 cool, um, absolutely wanted to listen to that part. And again, they’re not selling anything. And I think when you get to that place of gratefulness for yourself and realize how lucky you are that you found this world at least if this is for you, that you found this world and you’re having some success with it, therefore you want to help others find this world. If it’s right for them to, and then you take that approach, magically, amazing things start to happen for you. That is a formula that I’ve seen so many times. They might not be the biggest sellers, but they loved what they do. When changes happen, they just roll with them because they still consider how grateful they are. One of the coolest things that came up in this conversation, um, that Ken said there were two things he said. One is when you come from not having a lot, you know everything you have and when you know everything you have about you skillsets, mannerisms or things you like, and when you know everything and you have that inventory man, then you just got to find a way to apply it.
Stephen: 00:07:03 That is so powerful. Such a great interview. Such a great guy. Let’s get into the podcast. Okay. Welcome back to the ECOMMERCE momentum podcast. We’re excited about today’s guest. It’s a little bit of a different style interview because we’re getting to see a student. I’m somebody who was doing okay but wanted to do more. Reached Out, took some initiative, um, didn’t sit and complain, put some efforts and energy in and connected with somebody. And it’s a fascinating story because you’re going to hear what it takes to make these connections. One of the biggest questions I get, Steve, how do you get around these successful people? And I think Ken is going to give you an example of what he was able to do with it. So welcome Ken Gaetano. Welcome Ken.
Ken: 00:07:47 Hi. Uh, thank you. Appreciate it. A lot. Uh, you know, I met you in Chicago and you invited me and I was there eager to hop on this thing with you.
Stephen: 00:07:57 Well, I’m very eager because I’m excited about your story. Again, I’m always looking for a story because you know, you, you, you guys talked to a lot of sellers, you England, Zubiate, right? You guys talked to a lot of people. You’re out meeting a lot of people and my opinion, this is Steve’s opinion and I’m with you. I think you and I and a whole bunch of people out there are in alignment, struggling just because we’re not sure. Maybe that’s the right word. Unsure, right? Know. Not Certain where it appears like Glen, who was an outlier I think is so certain, or at least it comes across as that. And I know he’s not. I know he’s such a regular guy, but it just, you know, we’re Andy Her, these outliers that you get this vibe that they just have it all figured out and they don’t. But there’s a whole group of us that, and myself included that sit back and say, hmm, am I doing the right thing? I need some reinforcement. Maybe I need some other ideas. So I’m very interested in this story and I think it’s a great of what’s possible, especially this time of year. So let’s talk about you. How did you come into reselling?
Ken: 00:09:03 Well, a lot of it is a, well, so my short story, um, I, I moved here from the Philippines have five years ago, so I’m an immigrant. Uh, when me and my wife decided to get married, um, we wanted to take our relationship to the next level or maybe call it, go on an adventure together. Uh, in the Philippines I’ve always had businesses. Um, I had to always, brick and mortar, had a coffee shop. I, I was a sponsored race, a racecar driver for two years. And then eventually I opened my car shop. So I could really say life was good, but in the back of my head it was, it was too comfortable and I kind of have that chip on my shoulders like a, you know, maybe I only am successful because of my parents’ connection. I’ve lived here my whole life because, you know, my friends, um, you know, help me build the business, uh, you know, so that was always in the back of my head and I’ve always wondered like, how do people make it when they just start from nothing.
Ken: 00:10:15 So, so I, me and my wife decided it was either Australia or here and it was a little bit more comforting here. I’m in based in Cincinnati, Ohio now because my dad had had a few, a longtime friends, um, they work in proctor and gamble and they offered me to stay with them and me and my wife until we get our stuff together, uh, you know, get a job and get, you know, get an apartment or something like that. So I work in a call center industry. That was my first job ever in my life. I was 25 years old.
Stephen: 00:10:55 So wait, so everything else was just entrepreneur at this point. You never had to answer to anybody but yourself and maybe you know, family or friends or whatever, but, but you didn’t have a, a boss where you had to show up and. Okay. All right.
Ken: 00:11:07 So I, you know, so this was the first time I struggled so much, uh, waking up at 7:30, get ready, be at the office by 8:30. Um, that was, that was a huge struggle for me. It was changed, you know, for 25 years, like you said, I really didn’t have to answer to anybody. Uh, and you know, this time I was just a follower, but it wasn’t really a bad thing too because at this point I didn’t have any responsibility besides taking care of my duty.
Stephen: 00:11:40 Well wait, let’s stop there a second because this is important. Did it give you, I mean, were you missing men? Be Honest, look back. What were you missing discipline at all? Or what was it that you. Because you said it was a good. What were specific? Some of the things that you gained from working for somebody else,
Ken: 00:11:58 really that was it, you know, did discipline and building a habit I love that was key for me because like I said, you know, I went to the business whenever I wanted to or whenever I needed to. So, you know, there were times I can work late. They were like in, you know, a work early, clock off late, off early and you know, pretty much, you know, and also had a secretary. So it was, it wasn’t really, you don’t is filled if it could be like someone could say like, I got it figured out. Right? But, but going into this job and this was the entry level job I was, I was on the phones on this was, you know, the lowest entry point. And I had to learn, I had to learn a whole industry that, that was foreign to me. Um, this was actually the first time I googled how to, and I went to youtube and type how to,
Stephen: 00:13:05 how, how hard, difficult was that for you? Because it sounds like you’re like, you know, you’re pretty entrepreneurial. It sounds like you’ve been able to figure all that stuff out. How, especially as a guy, it’s like you had to ask for help. Nobody asked for help or guidance, right? Yeah. It’s the truth.
Ken: 00:13:21 Me. No, it was, it was humbling. That’s, you know, that’s a good word to describe it. And you know, we had two weeks training and it was very, uh, hard training because you had to have a sales goal. It was, it’s one of the, one of the hardest campaigns to work in. Um, hence that’s why it is in the US base. Uh, you know, as we know, a lot of the call centers are outsourced outside. This was a sales job.
Stephen: 00:13:55 Do you know? You do. So you do understand that it does sound a little ironic. A Filipino coming to the US to get a va job at. So, you know, it sounds a little funny.
Ken: 00:14:07 Okay. So, you know, and I asked, I mean everybody was asking me like, what do you do there now? Like I’m a call center agent and then they just kind of like, well, you could have stayed here and worked at the call center seat. That’s funny. That’s so funny. It was funny. And then um, and you know, you get the stereotypical and they would always assume that our out of state or that uh, I was out of the country 300 percent to sell them. So kind of, you know, prove them that I’m, I’m local somewhat, you know, I’m in the US. So I had to learn that. But the biggest thing there was really a, uh, going back to learning, uh, you know, um, I graduated with a bachelor’s degree, but this time none of that applied to what I was doing and you know, times are changing technology or changing.
Ken: 00:15:02 And I had, that was the first time I actually had to youtube and said how to sell over the phone. Oh my gosh. So balance the most humbling way really. And then I started, you know, I’m learning about how to mirror the person that you’re talking to, how to relate to the customer, how to empathize, how to feel their pain, how to, you know, find a solution together. Uh, it was really getting to know your customers really a lot because, um, our, our sales go was one sale every 10 hours. See our campaign was that hard. So you could be in the phone for one full day and not have a sale.
Stephen: 00:15:49 Oh, that’s gotta be painful.
Ken: 00:15:51 Yes, very painful. Uh, I think our, our answer rate was very few. I think our answer it was like 20 percent. So like, you know, more than half of your days just trying to dial in, getting hang up one. So yeah. But, but you know, I, I continued to research the youtube.
Stephen: 00:16:13 Well let me ask you this because I think this is a place where most people would give up. So like you said, you’re getting 44 sales a week in essence is what the quote is, 40 hours for sales a week as you said, that means I’m in a sale. Might take 10 minutes. That means that in theory, you know, 39 hours and 20 minutes is no, no or nothing or just never contact. How do you push past that to all those things you described about learning all those skills and traits? I think most people would just do a youtube video. Alright and I’m guilty. This is Steve talking about himself. So I’m not putting anybody else at Steve and be like, okay, how do I do this? How do I get that printer toner, reloaded? So I look up that. Exactly. Just tell me exactly. And then I do it and then I forget it and I move on. That’s what most people do with almost every single skillset. What you’re describing though is investing time and I think you named eight different things about customer service and customer management and sales had. How do you keep that up? How do you focus? How do you stay at, how do you pay attention? Maybe that’s the best way to say it, right?
Ken: 00:17:14 Well, the biggest thing, um, I just, my personality is I just want to win and I want to set a goal and I want to achieve it. So we end up two week time I, I graduated kind of top on a training. We were required to get seven sales during the two week period and I got 18 sales so just, you know, just I was just motivated after that. And so our sales per hour was pointin and then my, my performance at its highest was 33, so more than tripled the required sales. And, and I got, I got really good at it and they moved me up to a sales coach and then moved me up to a supervisor because they didn’t want to pay me commissions. Condition was up to 50 bucks a sale and then I would, I would get so much in commission and you know, there was like, I guess we need to use this guy for skill transfer, but I didn’t really did it. Not because of the money, because of the really hard challenging to ask those in front of me everyday. It really kept me going.
Stephen: 00:18:39 Let me ask you a question about this because I think that’s important. When you, when before you were moved up to sales trainer, what was it that you would say would be the one thing that you were doing right? That the others weren’t? I mean, you can, you isolate it to. Because then I guess when you made it to a sales trainer, you were trying to bring out the best in others, right? What was it that you were bringing out?
Ken: 00:19:01 It was really overcoming obstacles that the customers were throwing, throwing at us. So it could be very situational. It could be just a no, you know, like I don’t like it. And then I would really just go the extra mile and I would address that. No. Why? No. Oh, what is it that you have right now that you didn’t have with us before? So I would really discover what the pain was. So part of that, yes. It could be like a very tactical thing. Uh, overcoming an obstacle, but personally it was just overcoming laziness and giving up easily a lot of, you know, call center agents that I trained just gave up
Speaker 5: 00:19:46 and, and,
Ken: 00:19:48 and just like, okay, you know, just like, oh, this customer won’t buy, you know, like they just. Yeah.
Stephen: 00:19:52 That forward to ecommerce. I mean, would you say, because you guys talked to a lot of sellers, you and glen on your show, I mean, when is that? Is that the way it is? And ecommerce to interesting.
Ken: 00:20:06 Yeah, they’re very, very relevant. I think a ecommerce is hard too, so lets you know that job that I had, um, I say me and Glenn, uh, kind of like have found this formula that every three months we’ll get a new wave of resellers because that’s just like the turnaround is like if it was a job every three months people will quit. Uh, so in the business, every three months people would either quit the, the niche or quit the platform or quit the industry at all and go back to what they were doing before
Stephen: 00:20:44 it, it, it frustrates me. See that because I, you know, I used that example of acres of diamonds where people are so close to figuring it out, right? Because we all have, I mean, I don’t care who they are, even the outliers have something clicked and p and it clicks for different people in different ways. Um, and they get so close to it, they can almost taste it and then it goes and then they’re like, oh, this is just way too hard. No, I mean, when you think about, you know, you’re having a really great year, you know, you’re doubling your business and doesn’t sound like you’re putting a lot more effort into it. Things get easier. Right? Like anything else, right? Hmm. Yeah, that’s frustrating the. See. Okay. So, so for you, you, you started to excel, they recognize talent, you, they bring you up and they say, Hey, help us develop more talent and then they make you the dreaded manager supervisor. Yeah. I’m sorry, I’m sorry.
Ken: 00:21:39 Um, so, so this was actually a cop. I wanted this because I was the youngest out of the managerial position or you know, I was the youngest and I was the fastest will come up this. This company’s probably 30 years old writing and a lot worse, a lot more senior than me and everything like that. So this was the first time I experienced a corporate politics. Oh, he’s too young. Who does he think he is coming in here and moving up too fast for me. I was like, wow, that’s how low you guys go. I thought this was the performance base,
Speaker 5: 00:22:19 a company and, and
Ken: 00:22:23 started getting hate, you know,
Stephen: 00:22:25 we are. Let’s talk about that for a second because I think that also transfers over to ecommerce. Yeah. What is it that causes it? Is that a self esteem issue for others because you’re making them look bad just because you’re successful and you’re not singling them out saying, Steve, I’m a much better seller. You’re just having success.
Ken: 00:22:41 Yeah. I think a lot of it is insecurity. You know, like, man, this guy doing this and I’m not, but the bottom line is this guys, you know, putting in the effort and trying to learn something and you’re not in a lot of people is like ended up complacency level already or complacency season. Right? Like you said, the more you get better and the easier it gets and the easier it gets, the less change you want. So
Stephen: 00:23:09 do you think some of that is. Some people, and I say this all the time, we only put out the good things that happened. We don’t tell you when I drop things off of my warehouse shelving and I drop and I lose half the stuff. I never show that stuff. Nobody does. Right. And so people will start to, we think we’re the instagrammers or people start to see they’re the only this, you know, everything. The lighting’s just right. Highlights the highlights. Yeah, yeah, there you go. That’s a good way. Do you think that’s missing in our world?
Speaker 5: 00:23:40 I really think so. Um, uh, I, I think,
Ken: 00:23:45 you know, just the social media itself, uh, a lot of people are drawn to the highlight, right? The positive, the good, the success, that’s good. But I think what we’re missing a lot is highlighting the, the, the grind to get there. Uh, you know, and I think this is such a really good way for people to learn and get to know people, you know, listening to podcasts.
Stephen: 00:24:10 Let me ask you a question because I think you have another good example. You were in business, a whole bunch of businesses in the Philippines. Now it, did they, were they instant successes was anything that you’ve ever done instantly successful?
Ken: 00:24:25 No, not at all. My first ever business was in a street corner selling fruits, you know, just the typical selling fruits
Speaker 5: 00:24:36 and, and
Ken: 00:24:38 I, before I became a sponsor driver, it was one year of hard labor, of practicing, of the learning and my wife can attest to this now, but she saw me, you know, pretty much close to just eating tires. I was just that dedicated. So out of his was just hard labor. I mean we have businesses, but I’ve had a lot of businesses that fail to last a lot of money, you know, I’m myself before 21, before I become 21, I want to have, I want to make $20,000. So in the Philippine money that was big and then I get to 21, I was 20, $20,000 in debt. You hit your goal unfortunately. Was that all of them? Yeah. Yeah, they probably make it. He has it went through my head, but a lost it all.
Stephen: 00:25:35 When you, when you think about that and then you apply it to this ecommerce world. I mean, I, I think, and I think there’s a good point and I think maybe it’s me who has a little bit of a following to September remind people that, you know, this is a, this is the long game. I always hear Gary v say that all the time. It’s the long game. You gotta play, you know, imagine if I said to you Ken and three, let’s say five years, you’re going to have a million dollar business and you can, if you run it right, and then you probably can get to a 20 percent margin, okay, a million dollars, 20 percent is 200 k and you get all the perks of owning a business and I’m not going to get into that but, but let’s just say that, but it’s going to take your five years and you’re going to have to put up, you know, $30,000 of investment and you’re going to have to work 100 hours a week for five years, but you’re now a million dollar business earning 200 k and it’s a lifestyle business. At that point, how many of us would sit back and say, okay, I’m ready. I’ll do it in five years. I can, but it’s going to absolutely take you five years. It’s not going to do it into, you know, what, what would your friends say? What would you say if you, if went to your pool of friends that are not in ecommerce, and if you said that to them, how many of them you think would take the plunge?
Ken: 00:26:51 Not a lot. Not a lot. Probably nobody that I know right now because everybody that that’s saw my move have seen my move. Said you’re crazy. They’re not willing to
Stephen: 00:27:04 to do what you do. Yeah. Yeah. I think that that is this such a big statement right there that we’re not willing to five years now in the Philippines, if you, and I don’t know what a million dollar equivalent in the Philippines says, but, but realistically if I would’ve said to you in the Philippines, hey, how many of your, how many of those businesses that you saw around you were doing the equivalent of a million dollars in us money and Filipino money. How many? Not a lot. Not much. None. Just about. Yeah, you had to be very up top one percent and the top, top, top one percent. Right? And then how many of them are getting 20 percent margins on that? I’m in retail. Good luck. Right? So why, why do we expect, why is it so unreasonable to expect that somebody comes into this world and they’re there, they feel like a failure because they’re not doing a million dollars when they see, you know, uh, you do in a million dollars and they’re sitting there saying, oh Geez, I just don’t know. I mean, I can only do, I only did, you know, you know, $20,000 this month. I mean, I only did $240,000. Man, I suck.
Ken: 00:28:09 I tell everybody, the people that get paid the most are the people that are specialists and people that become a specialist. Take time. Let’s talk about in the medical field, who becomes a doctor? Take what, seven years, eight years to get there. And what about New York neurosurgeons? What about lawyers? Uh, what about more specific? Um, let’s say, you know, the higher level data analysts and the it field took them a while. I’d say at least you have four years of a bachelor’s degree in some, two or four, two to four years of specialization. So that’s just saying, let’s just say fuck six years, right? Of giving up your time and learning it.
Stephen: 00:28:58 Oh, so there’s a good example. So our example of the million dollars in five years, you’re saying that it’s the same. Oh yeah. That’s good.
Ken: 00:29:05 Yeah. And then why is it okay for us for a person to go six years and give up his life for six years to go to college, learn a degree, become a special specialist, and then you get a good job, right? It’s the norm. So you spend more time in school. The higher degree you get, the more money you get paid, translate that to their reselling or any business. Why is everybody so patient wants something done in two years?
Stephen: 00:29:39 I think they think it’s going to go away. I think part of it, you know what I mean? I think there’s a fear that it’s going to be, this can’t be real, this can’t be real. It’s kind to take away. But you know, that’s, that’s the game, that’s the business. Uh, next thing you know, I could get kicked out on the platforms I’m selling from Ebay and poshmark and then what now maybe then I learned Amazon maybe then are start sharing or other platforms, there’s other opportunities, a lot of a lot of people’s perspective or to focus on the obstacles instead of focusing on opportunity. I think what you just said, I hopefully gave some clarity. What you just described is becoming a specialist now, are you becoming a specialist selling sneakers are selling toothbrushes or selling toothpaste, so know you’re becoming a specialist and how, uh, learning how to buy correctly and then market or sell that product, right? That’s the specialization. I mean, would you go even deeper than that? Yeah, I mean, last year I focused on sporting goods category, hundred percent supporting who’s got a good alert, all kinds of sports, soccer, football,
Ken: 00:30:52 even rowing, even a, discuss all the sports, um, that, that people need equipment for. I’ve gone deep to it. And as a result, Steve, our stopped 10 percent seller on Ebay for sporting goods category last year. My first year
Stephen: 00:31:13 by focusing, by niching down, I mean the specialist. Yeah. But putting in the time though, right? It took you a year. Yeah, a year. But it felt like two years because it was 24 slash seven. I mean, I’m, I’m sleeping good. No, before I would never sleep. It was four hours of youtube channel, Youtube University. Every night we talk about that because I think this is where this is, this is very helpful to people what you’re describing. If somebody’s struggling, you know, because somebody will ask you to Steve, what do you sell? And I’m like, I’m like, everybody, we sell everything. And it’s like, okay, now if you said, Steve, do you sell everything? Well the answer is heck no. We sell a few things. Well, so guess what, why aren’t we niching down? What? We’re doing. That 80, 20 rule, right? Why aren’t we looking at that and saying to be honest with you, right? So when you describe what you, what you described about learning the, um, the sporting goods, walk us through how you approached that because I think it’s very, very helpful.
Ken: 00:32:11 [inaudible]. So a lot of it was identifying really the stores that were available in my area. Um, so I, I’m, I have three Nike outlets around my area. You know, Nike is very big. A is a brand that’s already marketed itself, so I really didn’t have to worry about marketing. People will look for Nike stuff. So then I just went on during the first, first I think three to six months. I was spending at least an hour per store. I was just researching each product per student.
Stephen: 00:32:53 Is this while you guys are such sneaker nerds? I’m telling you when I sit there and watch you guys, I’m always like, how the hell do they know all this stuff? I’m, yeah, I’m double your age. And I’m like, I don’t know that stuff. I’m like, ah, I get it.
Ken: 00:33:06 So really putting in the work. I mean, I knew sneakers, you know, the Jordans, the basketball sneakers, but I didn’t know anything about football cleats, baseball cleats, soccer cleats, track lists. I didn’t know anything about that. So those are the things that they were in the same category, but it doesn’t say. It doesn’t mean that I knew sneakers, I knew other shoes, so I still had to learn that. A lot of people say like, Oh, you’re a sneaker guy. That’s why, you know, this, know that I had to learn all of that.
Stephen: 00:33:44 When you think about the amount of time to put in to learn football cleats, because it’s, it’s a big deal. I mean the football cleats are great. You’re good example, right? It, it could be the difference between a good and great player, right? That small percentage, any, any little edge that they can get, but not all full football cleat. And I think this is good example. They’re not created equal. Nope. And so learning that because when you go in, what do we have by? What’s the name of that sporting goods? Short shot. Oh, I cannot think of the name. It’s not dicks. We have that, but it’s a, it’s a, um, it’s a, it’s a, it’s a, it’s a pretty good size store. It’s regional. I think they’re based out of Pittsburgh, but they do a lot of liquidation and stuff now. I’m whatever it is.
Stephen: 00:34:29 Anyway, you’ll go in there and sometimes they’ll have cleats for two box. Yeah. And it’s like, oh, we should buy them because $2. Yep. If they never sell. I mean if there’s a reason that they’re at $2 in a store that sells sporting goods that lots of athletes are going in and they’re still not buying them, that might be the clue that that might not be the right item. Right. And so knowing now that also means that when you go in there and if you know what you’re doing, you could clean up because you’re saying I’ll take the old cherry pick I guess is the right way to say that. I mean,
Ken: 00:34:59 that’s, that’s how if you guys watch out hustled, me and Glenn hardly just pick up the phone and research that goes, you know, we’ve, we’ve, you know, we’ve kind of like have an eye for it already
Stephen: 00:35:13 and in, in two years or a year, I guess was your example one year you can hone your skills if you niche down in that example, you can hone your skills to be able to not have to do a lot of research. That’s a big deal. So that’s a really big deal.
Ken: 00:35:32 I mean I, you became a specialist and once you become a specialist you have the confidence in you. And of course I made mistakes. It wasn’t all good bice. I mean I still have cleats that I bought way back and it’s just a reminder for me that it’s humbling. I still see it in my ebay store.
Stephen: 00:35:52 Oh, you get hockey at it. Yeah, yeah, yeah.
Ken: 00:35:54 And I messed up on this big time, you know, and then, and then just the research was very important. And, and then, you know, I’ve learned that lesson once and now you know, I’m not going to make that mistake again.
Stephen: 00:36:09 Why? Now let me ask you this about you because you’re having consistent growth. I mean, you’re having a, you’re going to double your sales, but why aren’t you tripling 10 x saying, why aren’t you going and doing, you know, instead of working eight hours a day can, why don’t you work 23 hours? Why aren’t you willing to do that? I think it’s important.
Ken: 00:36:27 Yeah, a lot of it this year actually me and the for the last 13 months, me and glen have dedicated quite some time, uh, to be on youtube and to be on, to be with other people in their conferences and speaking. Um, I think at that point, after that small success that I had last year, I wanted to help more people, more than making more money.
Stephen: 00:37:01 What does that do for you? Because I think that’s a really important. Not like you’re selling anything. I mean, what, what does it do for you?
Ken: 00:37:07 I mean, honestly, I, I don’t sell anything. I, I share a dream, a goal, a passion that I have within me with whoever’s willing to take part of it because the end of the day, Steve Istar really about the money that you make is about the impact that you’ve made. So that’s very important to me. I really considered myself. I consider myself if there’s one thing that, that I want to be known for. I want to be the most helpful person. So I’ve, we’ve dedicated a lot of time out. Hustled series, takes a lot of time, about five, five days a month. We’re out, end up. Could be a good time sourcing or just doubling down and we just wanted to show the people within their area which city we’re going that yes, you may not find whatever and finding, but you do have this in your area. So we’ve dedicated that full year time. Uh, and we can talk more about that.
Stephen: 00:38:16 Yeah, no, I definitely want to dig deeper in this because I think this, I don’t think people know about this. So the basic premise is there. So you guys have been talking about this and training people and I’m sure the feedback is like, yeah, but you guys live in great areas. Can we don’t pay you that? Write down, how many times have you heard that day date is, don’t give us those store managers, don’t give us better pricing. This doesn’t exist. And so your premises, you guys travel at your own expense out to an area and you come to Carlisle, Pennsylvania, be like, all right Steve, let’s go. And there’s a, is there an amount of time and amount of money? How does it work?
Ken: 00:38:48 So, so we just honestly, we go in there blind, we just gps our way around and just fine as much as we can. So we, we usually spend three days of sourcing hard sourcing or days we visited 28 to 35 stores. Um, and it’s just like the kind of like the,
Speaker 6: 00:39:11 the,
Ken: 00:39:12 that story is like if I go hard, what will I find? So it’s called out hustled because it’s either we outhustled the city or the city out hustle us. So, so far we’ve never lost money.
Speaker 6: 00:39:28 We’ve,
Ken: 00:39:29 I think two trips we broke even, so it was still a lesson learned there, so, um, that, that was
Stephen: 00:39:37 so breaking. Even while that might be humbling, right? A, but the cool news is you’re building up the people in that town. All of a sudden they realize they are something because they measure themselves against you and they didn’t lose. Now maybe they might not have one, but it doesn’t matter if they didn’t lose, they weren’t losers. Right? Oh, that’s very cool. That’s building people up. Can, do you realize what a life that you could be changing for people. I mean, have you guys thought about that?
Ken: 00:40:05 That, that’s, that’s really the bottom line of this, Steve. I mean, that’s our heart and that’s why me and Glenn just worked together. I mean, we don’t sell courses. We don’t sell anything. We sell. We sell yourself. You sell you that. You believe in yourself. We sell you the hard work matters. We sell you that. Consistency matters. We sell you that. It’s possible.
Stephen: 00:40:29 Oh Jesus. He gave me the chills. Do. You gave me the chills because it’s who’s who’s willing to invest in and I kind of consider myself that way. You’re willing to invest in others with no expectation. To me that’s the calling of life, right, is whether you’re religious or not. That’s loving everyone where they are and helping them. You’re back to hence being the supervisor, being net sales trainer. You’re bringing the best out of people that more than likely they can’t see, but it’s so obvious for you. Oh Dude, that is so cool. How about your relationship with Glen? How does that. Has that helped? Not that that was a challenge. I mean how deeper when you see the light go on in other people’s eyes and you and him both were part of it. How deeper does your relationship get out?
Ken: 00:41:16 It’s, it’s amazing. I mean meet me and I just thought like man, like this would ever be possible without the opportunity that we have now with social media, with the Internet age and stuff like that. I mean, I was just a regular fan of his youtube channel that contacted. I mean,
Stephen: 00:41:34 contact him straight. Talk about that. Let’s talk about that because I think that’s. People ask me all the time can, how do I, you know, you’re, you, you and Andy, you’re such good friends. How do you get an andy around in my life?
Ken: 00:41:45 Yeah. So, so what I did was just. So I was researching a browsing through youtube, how to sell on Ebay. Again, another how to video and then I saw hustler hacks and I saw one of the link to the article something man, this guy paid off his student loans. That’s real legit money, you know. And the biggest thing that I advice everybody that everybody I’ve used just don’t believe what everybody’s saying. Look at the results. And then I looked at his journey, I look at his, you know, from thrifting to swap meets to garage sales, now he’s going to retail arbitrage and you know, merge came up and then he, you a growing on youtube was like, man, this guy’s got a track record, you know, so. So I always commented on him with like, Hey, this is a really cool video. So I’ve, you know, I’ve made myself notice and that’s what everybody should do, comment, support.
Ken: 00:42:43 Like I mean for four people, we, I mean just because a person has over 10,000, 20,000 followers doesn’t mean they don’t notice. You eventually deal notice you and he’s like, you know, and then I had the cool hustle b logo, a yellow logo and he sees that on the live chat you use it and stuff. And he’s like, oh, like hustle obese always here watching. So he noticed that and I asked him this, said, dude, was there anything that stood out for me? He said, really under start nothing until I saw results because I was just another guy that was asking him for tips, but, but I wasn’t the guy asking him, should I buy this, you know, I, I learned how to research and then when they.
Stephen: 00:43:29 Can I stop for a second and I just want to look at this point because I think that’s important. You were asking him, was there a way you were asking him? I think if that’s the case, that would be helpful I think for people. Yeah,
Ken: 00:43:39 I, I think it was to get better answers. You have to get better, you’d have to ask better questions. So my questions were a lot, you know, a lot more detail in depth. So instead of saying should I buy this, I asked him, uh, based on your experience, what have been the best days or the best sales that you’ve been to? A lot more specific, a lot more based on his experience because he definitely can answer that, you know, I’m, I’m not asking him like, what store do you go to, you know, like,
Stephen: 00:44:19 yeah, yeah, because that’s, that’s like asking somebody. I mean that’s way too personal for a relationship at that point. I think that’s great. Stranger,
Ken: 00:44:28 you know. So at that point I was just to find out his habits. Anybody could share his habits and any anybody’s willing to share his habits. And so I did that. And also too, I’ve watched all his youtube videos that was related to resell it. So I did that in a pretty much liked all of them. After I watch him and then, you know, I went out of my way, I went to Chicago to meet him, you know, um, and, and you know, we talk and then we said we’ll go to a nike outlet and they observed him. I see how he worked and at this time I was, I was coming up already and that next month I hit 24,000 in sales, something like that. And he’s like, then you’ve grown a lot. Um, I want to interview any of my channel. And I was actually the first one he interviewed in his youtube channel and after that we just hit it off the next month he said, hey, can I got this crazy idea? We should do this thing that we go to different city and you know, basically the who hustled me. And I was like, man, I had, I literally had the exact same idea, but I didn’t know how to tell him, you know, I’m just a nobody.
Stephen: 00:45:46 Yeah. You don’t feel good enough. Right. There’s that self esteem. Yeah.
Ken: 00:45:50 Right, right. I was like, I was very hesitant at this one. It was just, you know, they checked the beach check, bootstrapping it, you know, just reinvesting profits. It’s like, let’s go to use the next month, am I going to come up with this money, you know, buying airfare and everything like that, and I just said, yes, let’s do it. And then I’ll figure out the money later. I’ll make away. So actually our first light, I don’t think he knows this. My first flight was actually a reach out to my parents. I said, Hey mom, dad, you guys have extra mileage points, your lanes and you’re on Delta because they have the delta thing. I said, I really have this project going on with Glen. Like so I said, oh that’s awesome. So then here you go. So they bought me that ticket. So that helped me a lot. So I really just didn’t give up. They’ll my current situation and try to overcome that obstacle and saw more opportunity out of it. And after that I mean we just hit it off and we just started working more together.
Stephen: 00:46:56 You invested a lot in that relationship. What if everybody just listened to that and go back and listen to it again? Do you hear all along, you sent you, were you taking anything from Glen, like, you know, you were, you were putting into the relationship is that, you know what I mean? And to me that’s just so important. That’s one of the things that I think when, you know, if you just come in to suck all the life out of somebody, um, without putting anything in, you know, I always tell my boys to have friends. You got to be a friend right, to, to have love, you have to love. Right. Um, so that’s a very cool story. And so again, this is how, when people ask me all the time, how do you get a group, how do you get trusted people? I think Ken just described a great way to get to two people who you didn’t consider yourself
Ken: 00:47:43 worthy of, right? For sure. That’s for sure. When they started. I mean, nobody knew me. He didn’t know. I didn’t have any track record, but you know, I, I built a track record so
Stephen: 00:47:55 well, and now, now it’s so far, you know, you’re so far down the rabbit hole now you’re out there in public and it’s very cool when you think about, you know, I’m thinking about other sellers again and I think you’re a great example of just pushing past that point again, niching down. I mean, you gave some amazing advice and niching down, but learning it, putting in the realtime, putting down the effort, as you say, scan everything in a store. Even if you’re not buying anything, just go and look and look and look and look, I, you know, it’s funny, I use this example when I, um, when I was selling again antique things and I remember going and buying things because they were old and they never sold and I couldn’t understand why until I go to an antique mall. And I think this is a great example.
Stephen: 00:48:35 Anybody should do this. If you have an antique mall in your town, which I’m sure you do, just walk through and start to notice things. And if you notice the same thing at more than one booth, you realize it’s not scarce, therefore it probably doesn’t have value. Right. And that took me a long time to understand. I’d be like, oh, these Red Ryder Cup’s a stupid little coffee cups or mugs or whatever. Hot Chocolate milks probably. And I’m like, oh, this is so cool. And it never sell because I’d start noticing. I’m like, wait, that’s the ninth one I’ve seen. Huh? So your description about going and learning and learning and learning those, those football cleats or the soccer cleats and all those differences. And then having them ready to sell as the seasons come along in the right sizes. Because that’s another piece of the art, right? Is what sizes sell. Well, you know, but you should by all the outlying size, a size 15 cells when that does it.
Ken: 00:49:30 Yeah, it does size Glen Glen, always the king of big sizes. He sold a size 21 in mint from bike. Go ahead and by. He didn’t buy 20th. I guess that’s where I was going. Oh no, he didn’t bite. Yeah, the size was hard enough to find, right. It was the first time he saw it, so he took the gamble. Is that. Well, if the last year I’ve only found one of these, let me see. It was rare and uh, so he, he’s the king of big size of some of the king of small sizes and I’ve never known this, but there was a sys for men’s soccer cleats really that I bought in bulk snacks. Yes. Yep. Because kids will have a four and five white, right? It will have the youth in it. This was mince and I bought it for 20 bucks and we sold it for 120 bucks because it was rare.
Stephen: 00:50:22 I love it, but that’s again knowing that it’s rare because you put in the time and you’ve and looked and looked and said, huh, this is, this is not something I’ve seen before. This is unusual. There is scarcity there. Love it. When you look at your skill sets that you bring to the business that you’ve seen others that, that didn’t recognize, they have it. Can you give us some examples of things that you’ve been able to build others up with? Uh, you know what I mean, where they, they thought they were nothing and then it’s like, wait a second, you have this, you have this. You know what I mean?
Ken: 00:50:55 Yeah. I mean, I think a lot of people are to focus on what they don’t have. Um, you know, growing up from a third world country, you had to find out what you had, you know, you were a lot of people.
Stephen: 00:51:08 Wait, you were aware of every single thing. You are so silly. I mean, when you said that statement, I mean it’s so like I lose stuff in my work. I mean, I found a pallet of Lego’s. Everybody laughs at me when I say this is the God’s honest truth. I found a pallet of Legos that I bought like year or two years ago. I mean, that’s how much stuff I have. I have no clue what I had. And you were describing, you knew every. Oh, that’s interesting.
Ken: 00:51:30 So mean. It was, it was a matter of growing up. It was like survival. I knew every clothes I had, I knew what, what was the most expensive one I knew I was, you know, I’m the least expensive. And also I did, you know, I, I protected the most expensive one and that goes to you. Me Personally, what do I have the most in me that, that will help me push through any obstacle. Whoa, Whoa, whoa.
Stephen: 00:52:02 You mean you have personal, you know, your personal stock in addition. Oh man, can you just went deep dude.
Ken: 00:52:11 And I think that was more important and early, early I discovered I’m a competitor. I, I joined any competition that, that I, that was presented to me growing up. I mean from, from track to do math to spelling bee due to whatever. I mean even cooking, cooking competition. I tried. So I discovered that in me that man, I’m a competitor so, but here’s the thing. A lot of people, our competitor, but grow as you grow up less and less competition, you’re going to be willing to risk on.
Stephen: 00:52:56 You’re not willing to pay the price. Exactly. There’s a cost. Exactly.
Ken: 00:53:01 But, but a lot of when I, when you talk about competition, a lot of people say is like, Oh, this is, you know, the running competition sports, right? But we’re actually like the famous, uh, you know, quotes would say you’re only competing against yourself, right? But when Andrea on a competition who decided where to finish line is ask yourself who decides? Nobody but you. So unless you put a mark on where the finish line is, I don’t think you’re gonna beat us. Excited to compete against yourself.
Stephen: 00:53:43 These barriers that we put up, that’s a lot of it comes from where, what we’re worried about, what other people think. Would you agree?
Ken: 00:53:53 One hundred percent. I mean that was the biggest thing that freed me up when I moved to a different country where nobody knew me.
Stephen: 00:54:00 No kidding. You could be. I mean, did you have a vision of who you, who you were and what the world saw you as? And then you got to come here. What, what, what a persona did you take on
Ken: 00:54:12 for here? Nobody knew who I was. Nobody. Even in my job, nobody knew I had a bachelor’s degree. I hid it. I said I don’t want them to see me as what I have accomplished. I want them to see me as me and what I do daily. A lot. A lot of people, you know, because what, when you put that on yourself or when others see that in you, that’s pressure. That’s peer pressure. Um, uh, growing up, uh, I’m not gonna, you know, we were in a well off family. Um, my family had a last name, you know, my family. We’re a little known so I had to act on that pressure and I had performed on a certain level that I wouldn’t disappoint anybody. And I think that’s something that we allow. Right.
Stephen: 00:55:05 When you came here, like you said you’d, nobody knew who you were, did that allow you to take more chances and risks?
Ken: 00:55:13 One hundred percent. I mean, when I came here I said I kinda had to. The mentality is like, I really don’t have anything to lose but everything to gain, but that’s why I encourage people, you know, I mean, back then when they started, I had that mentality, but slowly, you know, within the reselling community, the social media, as you slowly start to feel pressure because now people know who you are, people know what you do and then you put that pressure on yourself. Then you feel, you know, the pressure to do something, to make a post, to share a story, great content. But really the last say six months of took a step back and only did something that was important to me, me and my wife and nothing else.
Stephen: 00:56:08 Hmm. That’s a maturity, isn’t it? To be disciplined because you know, you get keyboard muscles, they call them. Right? Everybody has an opinion, right? I mean, I’m like, I’m guilty of that. I have an opinion about everything and I don’t do negativity. I mean, I wouldn’t, I want to build up, but still by trying to build somebody up and, you know, pointing out. I’m pointing out my, the way I say my ells or something. I think is one, you know, it’s like, all right, I mean, okay, sorry, that’s me. That doesn’t help me. You know, somebody said once in a while, send me a note and I’m like, Hey, I’m sorry, but that’s the way I talk. I apologize. You know, I get it. I get it, you know. All right. It’s a very cool story. Again, I think there’s a whole bunch of lessons here.
Stephen: 00:56:52 Again, you have to put yourself out there. You have to be vulnerable. You have to be willing to say you don’t know everything. Here you are a college graduate. You, uh, you considered yourself not that big of a deal, not that big of a seller, even though I would sit back and argue that you have some amazing traits that you brought to this world and they’re learned, right? You earned them. Um, but you sell yourself short because you’re a guy and that’s what we do. Right? But now you get to invest in others. And I just think that that’s the lesson right there. And you, you’ve kind of found your, your lane almost, right? I mean, and I’m sure you drift out of it like everybody else, but that’s a, that’s a cool place to get to. All right, so the goal of this podcast is to help people. Oh wait, before I do that, let’s pitch the show because it’s such a cool place to watch. And again, when you guys go to another city and then it’s a competition because again, you’re competitive, but it’s a friendly competition. You guys go to a town and buy and sell so you can pay for your trip. But then just to say who won, right? There is no winner of prize other than. Yeah,
Ken: 00:58:02 it’s like whoever makes the most money. Which city we’ve outhustled the most.
Stephen: 00:58:07 And so this, uh, this, uh, what, what’s the name of the show? Because I want to go there
Ken: 00:58:12 outhustled. Um, it’s, you know, the thing is, uh, a kind of slogan if we can out hustle the city or if the city, I’d hustled sauce and this is on Youtube, right? Is this on Youtube? A Hustler hacks youtube channel? Um, uh, uh, uh, a mentor of mine, a friend and a has become a partner with this journey. And a lens would be a junior.
Stephen: 00:58:37 Yeah. I’ve had Glenn on before and I just love his story. I mean, I just, I love his, his figuring himself out and just why is he excelling because he’s figured himself out. Dude, that was deep. If somebody has a followup question for you, I know they can reach you at Hustler hacks were on the outhustled youtube. Is there anywhere else? So put your mic.
Ken: 00:58:59 Yeah, I am mainly in Instagram, social media, uh, with reselling. So it’s at the hustle be a, so you can a dme. Uh, I proud myself that I answer all the amps then don’t even if I’m sending you a google link that you can google yourself, I still want to help you. So yeah, uh, contact me there and my email is there too as well. So you can email me for more detailed questions and stuff like that.
Stephen: 00:59:31 All right, so it’s at, at the hustle be on instagram and I’ll have all these links and then hustler hacks is the youtube channel you share with Glen and then outhustled is the series you guys are doing where you travel. Let me think how cool that is coming in. They could come to your town, you can invite them, but you might not like what they do because that might be humbling. And you know what? It’s okay to be humbled. That’s another takeaway I’m taking away from this episode is it’s okay to be humbled. Um, sometimes that’s what motivates you. If that’s the kicker, the Sud and you could figure it out and you move forward and Ken doesn’t want anything for doing that. That’s very cool to me, right?
Ken: 01:00:07 Yeah. One of the quotes that I live by, if you’re the smartest person in the room, you’re in the wrong room.
Stephen: 01:00:13 Yeah, no doubt. Yeah, no doubt, no doubt, but is so smart. All right, so the goal of the podcast is to help people get past the point of stuck. And I think you guys have seen quite a bit of the same thing that I see is people just don’t realize what they have in them. What’s your best advice for somebody who was at that place right now?
Ken: 01:00:33 You know, I always thought everybody, everybody’s trying to look to find the better business, the better category to better whatever. I always saw myself get yourself better first. So instead of looking outward, look inward, and you know, one of the questions here that you send me, Steve, was, were the books that I read helped me the most. One of the biggest recommendation that I give to everybody is dust. It’s a small, it’s a small orange book by Peter Drucker is one of the greatest management guru. Um, you know, in, in, in history, it’s called managing oneself.
Ken: 01:01:17 If you don’t know your strengths, your weaknesses, and sometimes we might know, sometimes we, we don’t know what we’re good at and what we don’t like on what we’re. So identifying that within yourself and pursuing something that makes you truly happy. Once you go inward and ask yourself what really truly makes me happy? And then align it with discovering what am I good at, what am I skillful at? Like for me, I discovered I’m competitive, so I’m good at making finish lines. Ah, no, that’s great. Yeah. So, so I keep thinking, finish line and I compete to get to that finish line. So, you know, one of the greatest marks throw my journey is um, I was uh, I was competing with myself to the 50,000 in inventory. I reached that. My next goal was to get to $100,000 in inventory. I reached that. My other goal is one seller actually challenged me to do $30,000 a month. Who, who’s the first to get there? I got that. So those actually helped me propel in my mind, he was competing against something. But in the bigger picture, my business grew,
Stephen: 01:02:47 you know, the title, I always pick a title and it usually comes to me as we’re talking and I’ve already written it. It’s setting goals and actually achieving them. And that came to me way earlier in this conversation. I caught that earlier and now to close with that just gives me the tingles. That means it was meant to be. Ken, I really appreciate you taking the time. I’m, I’m. It’s a very cool place that you’ve gotten to, but again, this was by design. This was by effort. You know, remember, this is a several year journey, so break it down then into segments. Set a goal and make sure you can actually achieve it. That’s awesome. Thank you so much. I wish you nothing but success.
Ken: 01:03:24 Appreciate it. Thank you. It’s a great opportunity to be a new show. Steve,
Stephen: 01:03:29 how cool was that guy? How cool is that show? You got to go check it out. I’m out. Outhustled on Youtube Hustler hacks. I’m. Yes, I’m have a cough. So you’re hearing my voice. I’m setting goals and actually achieving them. When’s the last time you’ve done that? When’s the last time you set a goal for your business? We have a 2019 plan. I’m nobody special, but we did a budget and we have a plan and now everything we do is get measured against that plant. Why? Because we want to achieve it, man, if we hit that goal, and so when, right? Um, if we can 10 x the goal, that’d be awesome, but that’s not our plan. Our plan is to hit the goal and then that way we can build out the next year. Right? And when you look at this in a multi year, a facet, it makes it much more manageable and when the lows hit and they will hit, you can get past it because you’re on plant, you know, Eh, didn’t work out. But man, I’m on plan. Okay. So very powerful. I hope you listen to this. I’m going to go back and listen to it again. I think there’s so much information at Ken drops and again, just learn the lesson. If there’s somebody you want to go hang out with, follow his model, right? He said, copied them, but remember at, listened to what he says about what he has, how he asked. That stuff’s important to ecommerce momentum.com, ecommerce momentum.com. Take care.
Cool voice guy: 01:04:40 Thanks for listening to the ECOMMERCE momentum podcast. All the links mentioned today can be found at incomers. Momentum. Doug, come under this episode number, please remember to subscribe and the like us on itunes.