Marketing Secrets with Tim Fitzpatrick

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This transcript was auto-generated from the original video recording using Otter Voice Meeting Notes. While the transcript has not been human edited, we hope it will still help you to quickly find or reference useful information from the interview

0:05 

Deliberate Leaders welcome back. I’m Allison Dunn, your Host and Founder of the Deliberate Leaders podcast where we are dedicated to helping leaders build strong thriving businesses. Each episode, we feature inspiring interviews to help you on your leadership journey. Today, we have with us Tim Fitzpatrick. He is an entrepreneur, a business owner with expertise in marketing and business growth, his 20 years of entrepreneurial experience with a passion for developing and growing businesses. That passion has served him well in operating and managing a wholesale distribution company he co-owned for nine years. That particular company’s story is it grew an average of 60% a year before being acquired in 2005. Since then, you said you had failures and successes, he’s had valuable lessons learned and experiences. He started Rialto Marketing in 2013, and has been helping small business owners and entrepreneurs eliminate the confusion of marketing, using an amazingly simple plan so that they can grow. And doesn’t everyone want a simple plan. Tim, thank you so much for joining us here on Deliberate Leaders.

1:19 

Thanks for having me. Oh, I am excited to dig into this.

1:23 

Outstanding I love to kick these off. I love people’s insights as to their number one leadership tip that they’d like to give our listeners today.

1:32 

Oh, man, that’s a great question. Um, I would say, surround yourself with people that are better than you.

1:40 

That’s a solid. And you and I just to make sure they understand how does that show up in your life? So surround yourself with people that understand staff? Personal life?

1:47 

You know, look, nobody has all the answers. There are people, we all have skills. We all have weaknesses. If you can surround yourself with people that are great at what you are week at, I think you will succeed.

2:07 

I completely agree. I love my team. And thank goodness, I have them, right. And so we’re diving into the topic of marketing today. So tell us a little bit about your background so that we can understand and drive the conversation from there.

2:25 

Yeah, so you had touched on my early entrepreneurial journey. I when I graduated from college, I was not, you know, an entrepreneur, you know, as a kid. I had no idea what I wanted to do. I ended up working with my dad, my dad had been in business for a long time. I said, Hey, I’m gonna help you out for three months if you’ll have me. And that’ll give me time to figure out what the heck I want to do with my life. Well, after three months, I was I was hooked. I loved it. And I said, Look, if you’ll have me, I would love to continue doing this. And so I managed the distribution company, my dad had a related business that was a manufacturer’s representative company. And I manage the distribution company on a day-to-day basis. And we grew 60% the year when I started, I was the first full time employee when we sold we had three locations and about 25 employees. It was an amazing experience. I learned so much doing that. And it was all real-world stuff, right? It wasn’t hypothetical in the classroom stuff. It was day in, day out, hitting the streets kind of knowledge that I picked up. When I got out of that. I got into real estate, I totally shifted gears. And this was in 2010. And most people go dude, Tim, what were you thinking? But I’ve always felt like, every market has opportunities. And in that one, it was foreclosures and short sales. And so I started knocking on people’s doors who were in foreclosure. And I started doing short sale business selling houses for less than what they were worth working with the bank. Man, I learned a ton I put myself outside my comfort zone, but I did not like it. And two and a half, three years in. I was like dreading every day and I said I have to do something different. What’s the point in owning a business if you don’t love it? And so that’s when I looked at, you know, what I love doing, where my skill sets were what I loved about distribution, and that’s when I got into marketing, and that’s what we’re doing today, you know, and so we focus primarily on helping people get the fundamentals in place that so many people skip. Yeah. And from there, then you can start to manage your plan and start to get tactical, but man, it’s so easy to skip the fundamentals.

4:46 

It certainly is super curious, just so I can get the background on what was the industry of the distribution company that you were in, we sold consumer electronics so we sold Okay, so we were working with we were selling to contractors who were then doing installations in people’s homes, working with custom home builders, production, home builders, those types of guys.

5:10 

Okay, fantastic. Thank you for that foundation background. Let’s talk about fundamentals. Everyone cutting to everyone wants to say they don’t do any marketing. I think that’s like the wish for everything. But you and I know, we’re all marketing companies just no selling things, or selling services. So let’s talk through what are the basic fundamentals that you feel every company must establish in order to be able to amplify on that platform.

5:38 

So I want to touch off your point here, first, we are all marketers, whether we think we are or not, I’m biased. But if you do not have marketing, bringing in leads, and then converting those leads to new customers, you can have the best product or service in the world, and it doesn’t matter. So we have to always be thinking about marketing, it is super important to see it as an investment, not an expense. If you viewed as an expense, you will, you can cut it. And it is not something that you can write, it’s not a switch, you can turn on or off, you have to invest in it. The fundamentals, in my opinion of marketing, I call them the marketing strategy Shoji, one, your target market? Who are you going to serve? How are you going to serve those people within that market? Who are your ideal clients? Okay, because not everyone in a given market is going to be an ideal client for you, you have to understand who those people are. Everything from a marketing standpoint starts with your target market. Because the second fundamental is your messaging, how you communicate what you do, clearly, succinctly and grab people’s attention and interest, you cannot create a message that is going to grab people’s interest until you first understand those people as good if not better than they understand themselves as a relates to what you do. And then the third is, is you have to have a plan of how you’re going to get that message in front of those people. Everything from marketing, everything else from a marketing standpoint, channels, tactics, all pay is based around that those are the fundamentals that lay the foundation for you to build the rest of your house from.

7:26 

I think one of the biggest challenges is really how helping people identify simply who their ideal client or are. That’s right. What, what are some of the guidance that you would give someone when they really aren’t sure who their ideal client? Isn’t? That might sound like a crazy question. But when you’re getting a lot of leads that maybe aren’t ideal, it’s hard to identify it.

7:53 

Yes. So I like to focus on three questions. And this works really well. If you’ve been in business for a while you’ve got current past customers that you can look at and pull information from. Okay, but ask yourself three questions. Who do you enjoy working with? Why do we want to be in business if we’re going to, like work with people that make us want to bang our head against the wall? Okay, there’s no point to Who are your most profitable clients. A lot of times people will default and go, Oh, well, you go, gosh, my, I’m talking profit, not revenue. Some of our largest clients may drive top line revenue. Sometimes, they are not very profitable at all. Because they take a ton of time, they may squeeze us on on price. So don’t assume that your largest clients are your most profitable. But if we’re going to stay in business, we need to, we need to make money. There’s nothing wrong with making money. And we need to work with people that are profitable day in, day out. The third question I want you to ask is, who do you do your best work for? Okay, if we can work with people that we get great results for each and every day, they are going to want to do more business with us. They are going to want to keep doing business with us. And they are going to want to refer us to other people. So if you ask yourself those three questions, you know, have a subgroup of current and past customers that you answer positively to all three of those things. You know, everybody in that group you loved working with, they’re profitable, and you got great results for that group is where you start to look and dig deeper, to find commonalities and cut those commonalities. Typically, one to three groups subgroups from there come to the surface. Those are your ideal clients. Okay. So you take that subgroup and then you can start to dig into what are the demographics, right, what are the numbers behind those people to help you start to identify what their Like, the psychographics? What are their thoughts, their feelings? The problems that they have the results they’re looking for, as it relates to what you do? What are what what’s their behavior? Like, you know, like, what are they? How do they buy? You know, what types of people are they? When you understand all of those things, and you start to dig into that subgroup, those common commonalities will come up and you go, Oh, well, here’s a group that’s got these commonalities. Cool, okay, then there’s another, there’s another, you shouldn’t have more than three, you need to keep this narrow, right. But when you do that, you know, have 123 ideal client types for people that you’ve already worked with. And you know that you do great work, they’re profitable, and you love working with them? Why would you not want to start working with more of those people?

10:57 

So now that we hopefully have identified a couple of up to three, you know, I’d say some, I can’t think of a lot of industries that would have more than three, but I can’t either don’t companies, at least if they only have one, then maybe they should consider developing a new one. Right? Because there’s not as long as there’s, as long as there are enough of those people. It’s totally okay, to focus on one. Frankly, I think it’s easier to focus on one and get that going. And then start to expand out from there. Right, so one of our clients right now serves, that’s an dentists. She chose to focus on vets first. And she’s gaining traction there, right, if she had split them, and tried to focus on on them both at the same time, she might not be getting quite as much traction with the one as she is right now. So, you know, part of that, I think depends on where you’re at, and the resources that you have.

12:03 

Okay. So we’ve identified who our target is, what would be your next, like mandatory step that all businesses need, whether they’re business to business or business to consumer, or consumer to consumer?

12:17 

Yeah. So with target market, once you’ve identified who your one to three ideal client types are, now you are empowered to start to create a list of where the heck those people are. Right? Where do they congregate online and offline, you can’t create that list until you first understand who the heck these people are, right? Once you understand who they are, now you can start to create a list of where they are. And when you have a list of where they are now you know, where you can not necessarily where you are going to be. Sometimes you have to pick and choose. But now you know where you can be to get in front of your ideal clients. This look, we’re talking about this. It’s like, Oh my god, this is so simple. Hardly anybody does this, right. But I’ll give you an example. I I have a target market workshop that I do. And just for giggles, I said look, I’m going to pretend that I serve chiropractor’s Okay, so when I was preparing the slide deck for it said, I’m serving chiropractors, I jumped online. And what did I start looking for I started looking for associations, chiropractic associations, I started looking for chiropractic forums, blogs, email lists, influencers in the space podcasts, trade shows, manufacturers that produce chiropractic equipment. I had a list of 15 different places in about 10 to 15 minutes. So you know, if I’ve spent an hour I easily would have had two or three pages probably 40 to 50 different places that I could be if I wanted to get in front of chiropractors.

14:06 

I like I’m kind of drill down because my next question is now that we know there’s all these opportunities How can I make when I ask people if they have a smartwatch when I ask them if they have a business plan they say you mean written down?

14:21 

Yes, yeah, I feel like I often get more of Yeah, I kind of have a marketing plan and have a marketing budget. So let’s talk through how to create a simple marketing plan that you can track whether it’s effective or not. And some of the ways to do that and things that they should think about going into that is I think you just pulled some ideas but like let’s kind of pull it.

14:37 

So I look at marketing plans in 90 days Sprint’s love that for a number of reasons. One, it’s so easy to overcomplicate marketing, if you try to put together a year long plan. It’s there’s too many pages there’s too many moving pieces. And frankly, our businesses are evolving and changing so rapidly. You’re never gonna get to the end of that year long marketing plan without making all kinds of changes. So why not keep it simple, 90 day sprints, 90 days is long enough to start seeing whether you’re gaining traction. It’s short enough, where you can start to make course corrections and wash, rinse and repeat. So we use a six step marketing plan. Okay, this is like, you can do this on one page, right? So first step, target market, I want you to at least put down on paper, a paragraph or two for each ideal client type you have, who the heck are they? Okay. If you have a paragraph of each of your one to three ideal client types, you’re you’re like, ahead of 90% of businesses, because most people don’t even write this down. But it’s on the plan, because I want it to be top of mind who you intend to work with. Second is, what’s my goal? What is my marketing goal for the next 90 days, it needs to be specific, measurable, it’s going to be time bound, because this is a 90 day plan. So this might be, you know, I intend to bring on five new clients in the next 90 days. The thing that I always tell people about a goal like this is outcome based, are there things beyond my control, that can impact my ability to hit that? Absolutely all kinds of things. So I don’t like people to get too attached to that I like them to focus more on what they’re going to implement in the plan and what they can control. But I do think we need to keep top of mind where we intend to go. Three, what’s my budget, and my resources, my budget, and my resources are going to determine what I can bite off in my plan right now. Five, $500 a month and four hours of my time a week, well, I can only do so much. But if I have $20,000 a month, and a staff of three people that have eight hours a week, right? Well, man, I got a lot, I have a lot more at my disposal. So we need to have an understanding of what we have to work with. The other thing we also have to consider when we’re looking at staff time is capabilities. You know, if if, if you’re on my team, Allie, and I say to you, Hey, you know, you’ve got eight hours a week, I want you to start managing LinkedIn and you’re like, what, LinkedIn? What’s that? Well, I either need to level up those skills, or I need to find something else for you to do. Right. So we do need to make sure that we put people in the right seats in the right roles from a marketing standpoint, as well.

17:41 

As important to ask us to do it, right. Yeah, absolutely. So our four step is what’s our current marketing plan, and you already touched on this, he said, Gosh, most people don’t really have a plan. That’s totally okay. All I want you to do is just put down on paper, what you have put in place. And what you continue to do from a marketing standpoint, all this is doing is giving us a baseline, and a reference point of where we’re starting from, we cannot outline what we need to do, to reach our goals and get to where we want to be until we know where we’re starting from. It’s like my GPS, if I say hey, I want to go to Denver International Airport, and I don’t put in where I’m starting from, it’s just gonna sit there. This is the exact same concept. Okay, we need to know where we’re starting from. When I look at marketing, I look at each channels strategy or the fundamentals right, your target market in your messaging, you have your website, you have content marketing, so podcasts, videos, blog posts, whatever that may be search engine optimization. I’ve got social media, email marketing, paid ads, so Facebook, Google ads, and then offline marketing. That could be networking, referral partners, you know, speaking, direct mail, you know, print, advertising, all that kind of stuff. Every tactic can fall into one of those channels. All I want you to do in this four step, just write down what you’ve done. And don’t fall into the trap that you feel like oh my gosh, he just did just mention eight channels. I’m like doing two of those. That’s totally okay. I’ve talked to people that are in one or two channels, and they have wildly successful businesses. So don’t feel like you have to be everywhere you do not. I think the more channels you’re in, and the more diverse your lead sources, the more predictable and stable your business is going to be. But we all have to start somewhere, right? So put down on paper, what you’re doing. That’s it. Step five, is what my what my priorities are for the next 90 days. So this is what outlining What you’re going to do the actions that you’re going to take for the next 90 days, this is what helps eliminate distraction. So that when next week somebody says, you know, oh my gosh, Allah you need to be on Tick Tock or clubhouse. You can have the discipline to go You know what, yes or no.

20:18 

Yes or no? And if you do say, yes, you, you have a firm understanding of what you may be saying no to in your plan, you know, or you can at least say, you know what, that might not be a bad idea, I’m going to put that on my list, but I’m not going to implement, I’m not going to leave and look at that until I finished what I said I was currently going to implement. It keeps you focused, right? And it when we know what our priorities are, we have clarity. And I think one of the biggest drivers of stress for most business owners, we don’t have, we lack clarity. So when we have clarity and what our priorities, our stress goes down. And when our stress is down, it’s just been so much easier running a business, right? So that’s why planning not just planning from marketing standpoint, just planning period is so important. One of the common questions I get when I talk about priorities is people say, Well, this is great. But how do I know what the hell to focus on. Part of that is determined by where you’re at that baseline, and what you have to work with. One of the tools and I’ll give you a landing page, at the end here that has some free resources. One of the resources that is in there is a tool I call the marketing evolution index checklist, which looks at these different channels. And it just highlights some of the basic elements that you need to have at Phase One, two, and three. So they can use that as kind of a guidepost. And go, gosh, you know, I’ve got my website, yep, I’ve got these elements, cool, I can move to phase two. But you really shouldn’t be moving to phase two elements in your website, if you’re missing phase one. Okay, so that, that is a super valuable tool. But the other thing that I’ll also tell people, there’s some low hanging fruit here, one, if you do not understand your target market, and you’re in have good messaging, you have to start there. Otherwise, you’re gonna waste time and you’re going to waste money. Second, your website, everything you do from marketing standpoint, drives people back to your website. So you have to get that right. But third place that makes a ton of sense for most businesses to start is looking at what is already working. We’re if we’ve been in business, for a while we’re doing something that is working, look at what is working, and work your way back, look at the end of that process and work your way back, to figure out, do we have gaps that we need to fill so that we can get better results with that? And or are there things that we could do to do more of this to maximize and scale that? I don’t think you really have much business jumping into a bunch of other channels until you fully optimized what’s already working. That’s the easiest way to get immediate results with your marketing.

23:10 

There’s on so you’ve that process six step process is fantastic. The I think you said seven or eight channels to be in what to focus on. That’s also super helpful. One of the things that I mean, even me who coaches and trains on these things, it’s sometimes hard to track what is successful. So what are some of the simple ways to figure if you’re getting into conversion if you’re drawing the correct type of ideal client? And to figure out when you’re not?

23:44 

Yes. So that’s the metrics or the sixth step in that plan. mode. A lot of people that I talked to you don’t know whether their marketing is working, and it’s because they don’t have metrics that they’re actually tracking. And without metrics, we can’t make knowledgeable decisions about what course we need to take. So metrics are really important. The challenge with marketing metrics is there are so many vanity metrics out there that don’t mean a damn thing. So you know, mine.

24:18 

Yeah, yes, yeah. When you give me an example, because I’ll give you some perfect metric vanity metrics. How many people visit my website? Yep. How many followers I have on Facebook or Instagram, or pick the social media channel? How many people are on my email list? Those are all vanity metrics. There are influencers on social media that have 10s of 1000s hundreds of million plus followers that are doing next to no business. So who the hell cares? Okay, if your marketing is not generating leads that are then converting to customers, then none of that stuff matters. So I think the easiest place there are, there are a lot of metrics you can track. And you can start to get like I was a math major, okay, I can dig into the weeds on this stuff. But I think we need to start off slow. And then we can expand. There are three metrics that I think make the most sense to start one leads, how many leads are you generating each and every month? Now the one thing you need to think about here is, okay, what’s a lead? Right for? For some businesses, they define it differently than others. So I’ll give you an example from my business, okay? If somebody signs up for our email list, that is not a lead, somebody only becomes a lead for my business, when they raise their hand and say, Yes, I want to have a free consultation. Okay, before that, they are not a lead. They’re we’re nurturing them in some way, shape, or form. But they are not a lead until they raise their hand and say, I’m interested in talking to you. That’s the point when they become a lead. So whatever that threshold is, you need to define that threshold so that you can clearly identify who’s a lead and who’s not. But there’s a lot of people we talked to, they don’t know how many leads are generating each month. That’s one, two, lead source, where are the leads that are coming in coming from? This could be as simple as just asking, right, when?

26:25 

That is one thing that I do? We how are we in front of each other right now?

26:29 

Right? Exactly. Hey, thanks so much for taking the time to chat with me today. How did you hear about? Yeah, right. Um, it can be as simple as that. But that tells you where people are finding out about you and where they’re coming from, which is gonna tell you, what channels, what tactic you’re using, that are actually working. Right? Now, we can dig a lot deeper on metrics there. But let’s just keep it high level at this point. leads, where do they come from? And then the third one is, how many leads? Are you converting to customers? Do I need to talk to 10 people to get one customer? Do I need to talk to five or three? Right? whatever that number is, right now it’s okay. You just need to know it. Because knowing it is super, super powerful. Because then we can start to look at additional metrics. And if you have the right, additional metrics, you can actually start to go, Hey, we want to do a million dollars worth of business. How many leads Do we need to generate to do that amount of business. But you can get to that place until you first start with those three metrics. So start there, and then you can start to expand.

27:45 

Okay, fantastic, Tim. Thank you. Um, I think I would love your insight as to things that today, people need to be just baseline, what are they looking on for their online website presence? And what are some things that people should be thinking about to make sure that it’s improved, and it’s optimized, and it’s doing what it’s supposed to do?

28:07 

Yeah. So if they, if your audience only takes away one thing, your website should not be focused on talking about you. Too many websites, you go to talk about the company, and our customers don’t care. Our customers only care about one thing, which is, can we solve the problem that they have, or meet the need that they have, and help them get from where they currently are to where they want to be, we only want to talk about ourselves enough to position ourselves so that they like us, and trust us. That’s it. But most people talk way too much about themselves. So the omens that I’m going to talk about, and mentioned here are going to help people avoid that. Okay? First is that above the fold section on our website, that section of the website that I see immediately on my screen, without having to scroll down the page, super important. We have very short attention spans, like five to eight seconds, some something like that, if I can’t understand what you do, how I’m going to benefit and like what that next step is. And nobody is going to scroll down the rest of the page, they’re going to go back to the search results and find somebody else, okay. Which is not what we want. So the job of that above the fold section is to capture enough attention and interest that they want to go down the rest of the page. So we need to very clearly and quickly hit on what I just said. What do you like, what do you do? How am I gonna benefit and what’s the next step? The next step is called action. Right? So for my business, it’s a free console. If you are ready to take that next step. That is that’s the step Okay, for other businesses, you know, if it’s an e commerce business, it’s probably shop now, right or buy now, or it might be scheduling appointment, something like that. That’s the above the fold content. Second, we need to talk about at some in some content block on your homepage. Like what do your prospects have at risk? If they don’t work with you? What pains? Are they going to continue to experience? What problems or failures are they going to encounter? If they choose not to work with you, we need to let people know what they have at risk. That’s two, three. What do they have to gain? Right? What’s the value proposition? What are the benefits? Then I can expect? What are the results that I’m going to see we need to, we can’t assume that they know what it’s gonna look like, when they work with us, we need to paint the picture of what that looks like in their head. So we need to talk about that. Next, we need to we need to let them know what the plan is, from going to work with you. What are the three, maybe four steps that I’m going to take in that process? So you know, I’m sure if it’s the same with you alley as it is with me, when somebody works with us, we do a ton of stuff, do I, I don’t want to put that laundry list on my homepage. They’re gonna just get overwhelmed and be like, Oh, my God, no, no, I’m not. I’m not signing up for that. So when you just focus on step 123, right, so for us, that’s, you know, talk with us get a plan to grow your business with less stress, right? That’s it, we’re focusing on those first couple steps. And then we’re focusing on a benefit. painting that picture of what it’s going to look like. And then from there, you can expand upon each step if you want to, but just give people an idea of what it’s going to look like. We need to have credibility and authority elements. So testimonials, associations, that you belong to certifications, you have awards, you’ve won. Do you work with high profile clients, if you work with high profile clients, and they’re willing to let you use their logos? That can be a great way to establish credibility. It’s like, hey, maybe I’ve never heard of you. But you know, you worked with, with Apple or Facebook or whatever. Which, by the way, I don’t think they let you use their logo. But as an example, right, if I know or I’ve heard of some of the people you work with that knowledge, and that credibility of that other business starts to transfer over to you. We don’t need a ton of these sections. Couple. You don’t need 10 testimonials, just put two to three up there. It’s just enough to get people going, Okay, yeah, they’re legit. They know what they’re doing. Right. So we’ve got to have that transitional call to action. When people come to our website, if they’re not ready, in my case, to get a free console, if I don’t have something to offer them, that is a value. They’re leaving, I didn’t capture their contact information, and I’m relying on them to come back, well, they probably visited 10 or 15 websites, they’re never going to remember. But if I offer them, you know, a cheat sheet, some you don’t want a five day email challenge, or a masterclass of some time, something like that. They give me their name, their email, now I’m continuing to help them I’m doing my best to serve them. But now I can continue them to nurture them and build that relationship. So that when they are ready, hopefully they think of me first and reach out. That’s another super, super important element. Those are the main ones. There’s a lot of other elements that you could certainly have. But, man, if your audience puts those elements on their homepage, their website is going to be better than most of their competitors. I guarantee it.

34:22 

Yeah. Thank you for kind of walking through kind of the critical things that all businesses that have websites needs to be thinking. Yeah, I think a common question that I get is, what is the correct level of investment for marketing? So if you could give me just a general sense of what your thinking is on that that would be super helpful.

34:44 

Yeah, yeah. I’ll give you I’ll give you my answer on it. It depends. You’re like, oh God, Tim, why can’t you just give me a number?

34:54 

That’s my answer. I say.

34:56 

Do you want to first of all, tell her audience Why it depends that as a general rule of thumb, the numbers that I see thrown out there are five to 10, between five to 10% of revenue. Now, the reason it depends is one, what are your goals? Right? If you want a 10x your business? Well, you’re gonna have to invest a hell of a lot more money than somebody that is at the same place that wants to x their business. Okay? The other thing is, what’s your what’s your net profit. companies that have significantly higher net profits, can afford to invest more in marketing than people that have very low margins. So they’re, it’s, it’s not just you can’t get prescriptive and go, you need to do 10%. I think you can use that as maybe a general guideline. But until you really look at your specific situation, and what you want to accomplish, how profitable you are your situation, you can’t really identify exactly what you need to do. Does that? Does that make sense?

36:08 

And it brings true to things I typically say so different than that very helpful. I know that people, it’s a common question of how much is the right amount? And it depends on your goals?

36:20 

It does. Like in our plans, we put plans together for clients, a lot of clients say, Well, how much do I need to spend? And I always flip it back, I’m not going to put that number in your mouth. Because, look, if you if I tell you, you have to spend 10 grand a month and you were thinking five, and you’re like No way, you’re never gonna buy into that. So you have to be bought into it, I can help guide you through that. And if you think you need to spend five, but I really believe you need to spend 10 I’ll tell you why. But at the end of the day, it’s your business. You got to make that decision. I’m just here as a consult to help guide you through that.

37:00 

Yeah. Fantastic. Tim, you mentioned some time during the interview that you would provide a URL to some tools and tips in I don’t know if that’s easy enough to say or I can include it in the show notes I will do.

37:15 

Yeah, okay. I’ll get you the link but it is easy enough. So if people go to rialtomarketing.com which is rialtomarketing.com. forward slash deliberateleaders Yes, there are free resources there on some of the fundamentals that we dug into today. If people are looking at they’re like, Oh my God, my head spinning, click the Get a free consultation button that is on that page. And I’ll be happy to talk to you and give you some clarity on what your next step should be based on where you are.

37:50 

Okay, fantastic. So Rialto marketing is also your comm for your website as well or any other places that folks who would choose to follow you. Where would that be?

38:02 

in the footer of our website, links to all our social channels. We produce a ton of content, we’ve got a podcast, people can access that all from our site. If you want to connect with me personally, the best place is LinkedIn. Go to linkedin.com forward slash in forward slash Tim P is in Paul Fitzpatrick. Okay,

38:23 

fantastic. Tim, super appreciate you sharing all of your expertise with us here today and deliberate leaders. I just can’t thank you enough for your time.

38:33 

It’s been a pleasure.

Transcribed by https://otter.ai