Beyond A Million

Ricky Joshi is the co-founder and chief strategy officer of Saatva, a direct-to-consumer luxury mattress and bedroom company that earns more than $400M in revenue and has been named to the Forbes Top 100 Most Promising Companies list. While going mattress shopping for himself one day, Ricky noticed a few shortcomings from mattress retailers. Confusing messaging. Bad customer service. No core values. Ricky thought he could do better, and in 2011, Saatva became one of the world's first DTC brands. In this episode, Ricky shares Saatva's success secrets, including effective marketing strategies, key metrics to focus on, and brand awareness tips for entrepreneurs in the DTC space. You'll also hear about how Saatva created an in-store experience that leads to greater than 50% conversions, how competition helped Saatva 3x its sales in one year, and how companies can decide when it's time to branch out and launch new product offerings. Key Takeaways with Ricky Joshi How increased competition helped Saatva grow from sales of $9.5M to $28.7M in one year. What are the best and worst things Saatva has done in marketing? How Saatva's brick-and-mortar retail stores have a conversion rate higher than 50%. How selling a product with a high AOV can lead to a better customer experience. Two core components to building growth and success. How Saatva has branched out to having more than 42% of its buyers coming from a non-mattress product. The major advantage small companies have over big companies when it comes to marketing. How is AI impacting marketing right now? Why established brands and large companies often struggle in the DTC space. How to weigh investing in brand awareness with the growth trajectory of your company. When do you know if it's time to branch out and start selling new items alongside your flagship product? Balancing your consumer's awareness level when choosing which platform —like TikTok, Facebook or Google Ad Words — to market on. How entrepreneurs can analyze SEO traffic to determine alternative revenue streams. Subscribe to the Podcast We hope you enjoy this episode and that you find some golden nuggets within this interview. Trust us, it's there! If you want episodes delivered straight to your inbox, consider subscribing to the show and we'll email you each time a new episode is released! Thanks for tuning it & keep being awesome. BAM! 💥

Aaron Amuchastegui is a real estate investor, fund manager and software CEO who has bought and sold more than 1,000 foreclosed homes and owns 850 single-family rental properties. Aaron made his way into the real estate market in 2005. As he watched the Great Recession gut the industry from 2008-2009, Aaron discovered an opportunity to purchase and flip foreclosed homes, pioneering a business venture that quickly led to delivering millions of dollars for investors. Today, Aaron sits down with me to discuss the ins and outs of his decades-long real estate success story, including nitty-gritty details on the art of buying and flipping foreclosures, how new investors can enter the market, and how he bounced back from going to zero — twice. You'll also hear how Aaron went toe-to-toe with investment management behemoth Blackstone, how he successfully added a software venture to his revenue mix, and which asset class investors with cash on the sidelines should be eyeing right now. Key Takeaways with Aaron Amuchastegui The story behind Aaron's journey beginning in the 2005 housing boom to the depths of the Great Recession to owning 850+ single-family homes in 2023 — and the lessons investors can learn from it. The process of buying and flipping foreclosed homes — and how to enter that market today. The applicable lesson that large-scale real estate investors can learn from Blackstone's model. The secret to quick growth in real estate — and how to do it at scale. How Aaron positioned himself as a "picks and shovels" provider to run a software company that brings in 6-figure months. What asset class should investors with extra cash be looking at in the current environment? How can you determine who's worth learning from in real estate development? The bank-imposed parameters that can hamstring entrepreneurs trying to get a portfolio loan for real estate investing. How do the criteria for buying a single property vary when considered in the context of a total portfolio? How should investors set up the financial structure of a new rental fund? Tips for entrepreneurs who fall victim to shiny object syndrome. How AI is impacting real estate investing. The life event that pushed Aaron from being an employee to an entrepreneur. Subscribe to the Podcast We hope you enjoy this episode and that you find some golden nuggets within this interview. Trust us, it's there! If you want episodes delivered straight to your inbox, consider subscribing to the show and we'll email you each time a new episode is released! Thanks for tuning it & keep being awesome. BAM! 💥

Tim Swindle is an entrepreneur and the co-founder of PaddleSmash, a Pickleball and roundnet hybrid that's making waves in the backyard game world. After starting in commercial real estate, Tim pivoted to software where he built and sold a company for 8-figures in 2016. Soon after, Tim moved into the toy and game industry with his card game Utter Nonsense, which he sold to U.S-based PlayMonster for 8x EBITDA. As Pickleball became the fastest-growing sport in North America, Tim rode the momentum, launching PaddleSmash in 2018. In today's episode, you'll hear Tim share lessons from his success with retailers, including tips for negotiating deals, getting your product noticed by decision-makers, and how to stand out on the shelves for shoppers. You'll also get an inside look at the creation of PaddleSmash, the reason Tim chose to license the product, and ideas on how to effectively iterate your product during the design phase. Key Takeaways with Tim Swindle How PaddleSmash went from $0 in sales to getting picked up by large retailers like Dick's Sporting Goods and Scheels. What are the biggest potential pitfalls to look out for when entering into contracts with retailers? Tips, tricks and nuances for designing packaging to both optimize profits and attract customers. How should entrepreneurs who want to break into the retail space structure their pitches to buyers? One of Tim's biggest business takeaways — and how he used it to land the first clients for his software product. How Tim went from commercial real estate to his first 8-figure software exit. How can you build an effective focus group to improve your early-stage product? The practical considerations behind deciding whether or not to license a product. An experienced look at negotiating deals with big box retailers. Why deciding what not to build is just as important as deciding what to build. Tim's first exit in the retail space — an 8x EBITDA sale of his card game Utter Nonsense. The tailwinds and chance connections that led to PaddleSmash's creation. Why most of the innovation in the toy and game space comes from individuals as opposed to corporations. Subscribe to the Podcast We hope you enjoy this episode and that you find some golden nuggets within this interview. Trust us, it's there! If you want episodes delivered straight to your inbox, consider subscribing to the show and we'll email you each time a new episode is released! Thanks for tuning it & keep being awesome. BAM! 💥

This week, we're shaking things up! After 70+ interviews with 8, 9 and even 10-figure entrepreneurs, I wanted to round up the best marketing advice shared on the pod, and deliver it straight to your ear drums. My team went back through the archives and pulled the biggest takeaways from 5 entrepreneurs who are absolutely crushing it in the marketing world. You'll hear SUPER actionable tactics from Ryan Pineda, Keala Kanae, Perry Belcher, Jason Fladlien, and George Bryant. In this episode, you'll learn how to automate your lead generation using instagram reels, strategies for increasing email open rates, what the best marketers do to improve customer LTV, the power of strategic positioning, and much more! Key Takeaways The story behind Jason Fladlien's $57M product launch. Understanding the customer journey and what prevents so many companies from scaling beyond 8 and 9-figures. The content creation playbook Ryan Pineda uses to warm up his audience, generate leads, and make more sales. The process Keala Kanae uses to achieve a 59% email open rate How to cross-sell your existing audience by using the "Randolph Hearst" model. The role that 'belief' plays when it comes to achieving greatness. How to map a better customer journey so you can scale beyond 8 and 9-figures. Subscribe to the Podcast We hope you enjoy this episode and that you find some golden nuggets within this interview. Trust us, it's there! If you want episodes delivered straight to your inbox, consider subscribing to the show and we'll email you each time a new episode is released! Thanks for tuning it & keep being awesome. BAM! 💥

Wes Watson is an entrepreneur, author and business coach who founded Watson Fit and created a sales funnel leading to 8-figures in monthly revenue. During his 10 years in a California prison, Wes began building an Instagram presence while behind bars. Once he gained freedom, Wes leveraged his online presence in the fitness community into low, mid, and high-ticket sales, becoming a millionaire within 18 months of being released. Today, Wes joins me to share his success story, including a look into the prison-hardened mindset that he applies to his business to earn 5 and 6-figure paydays. You'll also hear about the five books that changed Wes's life, the importance of tapping into the correct mental frequency states, and how taking too long to take action can cost you money in the long run. Key Takeaways with Wes Watson How Wes went from a decade in prison to making $60,000 in sales a day. The expectation-to-work ratio that creates the highest quality of life. What should entrepreneurs avoid doing during their growth phase? The 5 books that changed Wes's life — and the exercise he used to hone his copywriting skills. How the frequency of your emotional state can manifest success or failure. The 2 key tenets of what a great leader should be. Is it possible for entrepreneurs to succeed if they don't have skin in the game? The link between stress management and reaching your ceiling of potential. How focusing on the right timeline can help your business produce the best results — and got Wes to 8-figure months. Should entrepreneurs prioritize speed or perfection in their day-to-day operations? The necessity of preparation and constant vigilance to seize the opportunities life puts in your path. Building strength for life's challenges through resistance to your weaknesses. Transforming your perception from seeking growth to removing the negatives. Subscribe to the Podcast We hope you enjoy this episode and that you find some golden nuggets within this interview. Trust us, it's there! If you want episodes delivered straight to your inbox, consider subscribing to the show and we'll email you each time a new episode is released! Thanks for tuning it & keep being awesome. BAM! 💥

Ryan Niddel is an entrepreneur and the CEO of MIT45, a $70M/year Kratom company on pace to exceed $100M in sales in 2023. In addition to his first exit at age 29 for $12M, Ryan has been involved with the acquisition or exit of nearly a dozen companies whose collective revenues exceed $237M. He has successfully tripled the revenue of more than 5 companies in under 2 1/2 years, adding an extra $950M in valuation to these businesses. Subscribe to the Podcast We hope you enjoy this episode and that you find some golden nuggets within this interview. Trust us, it's there! If you want episodes delivered straight to your inbox, consider subscribing to the show and we'll email you each time a new episode is released! Thanks for tuning it & keep being awesome. BAM! 💥

Ron Lynch is an infomercial and direct response marketing expert who has helped 70 brands and 300+ products launch, with a track record of generating over $4 billion in sales for his clients. He's helped brands like GoPro, Johnson & Johnson, OxiClean, Samsung, George Foreman Grill, and hundreds of other household names and products. In this episode, Ron shares the story of taking GoPro from a 3-person startup to a worldwide phenomenon and multi-billion dollar brand. Through his agency's leadership, the company scaled from $600k to $600M in sales before its eventual IPO. You'll hear about the risky strategy Ron's team used to get GoPro into major retailers like BestBuy and Target, the inner workings of the infomercial industry and how it's used to sell products, and how to serve multiple customer avatars with a single product so you can broaden your audience and scale your business. Key Takeaways with Ron Lynch The story of scaling GoPro into a multi-billion dollar brand. The risky play that Ron's agency implemented to get GoPro into big box stores like BestBuy and Target. The Super Bowl media buying strategy that landed GoPro $3M worth of advertising slots for the price of $360k The science and structure behind traditional infomercials—and how they are designed to get people to buy. How to broaden the audience you serve by solving different problems for different customers—and how to leverage that strategy to double your revenue, again and again, with a single product. A unique celebrity growth tactic for building brand awareness. This strategy led to Ron visiting Bono's Ireland home in person to deliver a product. Why the gatekeeper is the most valuable relationship you can have. How the infomercial industry has changed over the years. Accelerated AI adoption and Ron's prediction for the future. Subscribe to the Podcast We hope you enjoy this episode and that you find some golden nuggets within this interview. Trust us, it's there! If you want episodes delivered straight to your inbox, consider subscribing to the show and we'll email you each time a new episode is released! Thanks for tuning it & keep being awesome. BAM! 💥

Grant Cardone is a sales expert, author, producer, and CEO of Cardone Capital, overseeing a $4B+ real estate portfolio he built from scratch. At 16 years old, Grant stumbled down a path of drug issues, eventually entering a treatment center at age 25. After completing his treatment, Grant channeled his addictive personality into business and sales, making his first $1M at 31. Today, Grant discusses his life story and career paths with me while sharing his high-volume approach to selling online, his philosophy around investing money, and how he creates a high-performing sales culture in his companies. You'll also hear the number one skill Grant suggests that young entrepreneurs should develop, how AI will mesh with sales careers, and the 80/20 principle he used to build a 16M person online following. Key Takeaways with Grant Cardone How Grant's turned his addictive personality into a $4 billion real estate portfolio. The danger of complacency after hitting a 7-figure net worth for the first time. Taking a brute-force, volume-heavy approach to Internet sales and marketing. The one thing Grant needs to build a business. Why it's dangerous to take advice from millionaires. How will AI impact the careers of sales professionals? How do you cultivate a high-performing sales culture in your company? What to look for when evaluating potential partners. How Grant looks at control vs. delegation when overseeing 650+ employees. What can entrepreneurs learn from the recent banking collapses? How Grant built an audience of 16 million people with free content and the 80/20 principle. Why Grant doesn't invest in the stock or bond market — and what he does instead. What is one of the most essential skills for a 20-year-old today? Subscribe to the Podcast We hope you enjoy this episode and that you find some golden nuggets within this interview. Trust us, it's there! If you want episodes delivered straight to your inbox, consider subscribing to the show and we'll email you each time a new episode is released! Thanks for tuning it & keep being awesome. BAM! 💥

Todd Herman is a coach and mentor to pro athletes, business leaders, and public figures on the topics of performance, strategy, mindset, and execution. His training programs have been delivered to over 2,000,000 people and through his 90 Day Year company, his system for entrepreneurial performance has been implemented by more than 250,000 small businesses since 2014. Todd is also the author of the Wall Street bestseller, The Alter Ego Effect, a playbook for overcoming self-doubt, negativity, and insecurity that hold many people back from becoming the best version of themselves. Today, Todd joins me to talk about how entrepreneurs can build their own alter egos in order to achieve peak performance and take their business to a whole new level of success. You'll also hear Todd discuss the business insights he's shared with companies like Goldman Sachs, Shell Energy and T-Mobile, including the five stages of business framework, the three milestones to nail before scaling, and using the 90-day science to help avoid procrastination. Free Give: Join thousands of satisfied customers that use UpCoach to build and distribute their content. Use code BEYONDUPCOACH20 to save 20%! Key Takeaways with Todd Herman The 90-day science behind procrastination and avoided behavior — and how to clear those hurdles. What's the difference between peak performers and above-average performers? How can creating alter egos allow entrepreneurs to realize more of their potential? The O.P.P. method framework Todd uses to guide peak performance for both athletes and entrepreneurs. Breaking down the five stages of business framework. How constraints can spark creativity instead of strangling it. The three milestones to nail before scaling a business. The primary role of being an entrepreneur that building an alter ego can help with. Balancing overload and recovery to create business flow states for entrepreneurs. The big mistake businesses make with goal-setting. How niching down can actually create a larger audience for your services. The elite mindset of discipline that athletes and entrepreneurs share. How Todd got his start in performance coaching for athletes and entrepreneurs. Subscribe to the Podcast We hope you enjoy this episode and that you find some golden nuggets within this interview. Trust us, it's there! If you want episodes delivered straight to your inbox, consider subscribing to the show and we'll email you each time a new episode is released! Thanks for tuning it & keep being awesome. BAM! 💥

Lindsay Shearer is a traffic generation specialist who has helped more than 390 brands scale to 7, 8 and 9 figures in sales per month. While Lindsay uses many digital marketing platforms, her expertise in driving traffic through Pinterest has helped her generate over $50M/year in profitable client ad spend. In addition to building two 8-figure marketing agencies, Lindsay invests in long-term, short-term, multi-family and farmland real estate, while also launching and operating her own real estate fund. Today, Lindsay sits down with me to share strategies for driving traffic on Pinterest, how to find profitable niches as a marketing agency, and tips for targeting "blue ocean space" to avoid oversaturation in the agency world. You'll also hear Lindsay break down her real estate investing strategy, including why she sees farmland as a favorable asset class, and how she structures the holdings and partnership layout of her real estate fund. Key Takeaways with Lindsay Shearer Building 8-figure marketing agencies through a personal brand vs. a company brand. The roadmap to driving eCommerce business on Pinterest. Finding an unsaturated "blue ocean space" to get a competitive edge as a marketing agency. Targeting a 10% multiplier gross income figure with real estate investments. The hardest part of Lindsay's entrepreneurial journey, and what she'd do differently if she could start again. 3 YouTube tips to drive traffic. The multi-pronged benefits of owning farmland as an asset class. The unexpected challenges that come with operating short-term rentals. Why Lindsay is structuring her fund to hold 80% real estate and 20% commodities. The benefits of opening yourself up to a partnership when it's time to scale. The growth mechanism Lindsay is currently doubling down on. Using ChatGPT as an idea-generator for writing copy. The criteria Lindsay looks at when hiring. Subscribe to the Podcast We hope you enjoy this episode and that you find some golden nuggets within this interview. Trust us, it's there! If you want episodes delivered straight to your inbox, consider subscribing to the show and we'll email you each time a new episode is released! Thanks for tuning it & keep being awesome. BAM! 💥