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Welcome to Virtual Assistance, the Agency Growth Machine podcast. Take your digital marketing agency to the next level as we share secrets, strategies, and client success stories. Step back from the DayToday of your your agency and activate massive growth using Virtual Assistance. And now your host, Azar Sadiki. All right, another episode of our amazing podcast. And my amazing guest today is Andrew J. Cass and lifelong sales professional. I'm going to count the things that Andrew has done. I may not be able to do justice to Andrew over here, but best selling author of Sales Velocity is an Amazon best seller. He's built up multiple seven figure businesses, and he's currently the co founder of Pipeline Pro, which is CRM system for small businesses, which is I know we have a ton of fines that we're using Pipeline Pro, and it's an amazing tool for small businesses. And Besides all of these things, Andrews also played an instrumental part in the start of and launch of Rep. Stack as well. We consulted with Andrew on streamlining our services, and he's been a friend and a mentor throughout our journey. And I want to give you a very warm welcome. Andrew, thanks for coming onto our show today. Thanks for having me. Good to be here. Awesome. Thanks a lot. Andrew. I think I gave you a brief on how we're going to do this, but where I want to start out is you're a lifelong sales professional. I know of so many different businesses who are using your sales philosophies and your sales structures inside their agencies, and they're crushing it on the sales side. But before we get there, I want to kind of find out, how did you get started early on, maybe from College or University? Were you always the entrepreneur type? How did these businesses came about? How did you get into the salespeople? Maybe walk us through some of that in a little bit, please. Yeah, happy to. It actually did start in College, and I was a lifelong athlete, played football in College at a University in New York called Hofstra University. And when I got injured in my senior year, as I was about to go into my final season, I was like, oh, I actually have to start getting serious about life and business and jobs and careers at this point. Like, you sort of get in that bubble of sports in College and you think you're never going to leave it. So I had to get serious. I was studying business management. I finished, got my degree and just took an interest in sales. I don't really know why or how, but I took an interest in hey, I was a decent communicator, and I knew sales. You can make good money. So I applied for sales outside sales jobs on Long Island when I was graduating from College. This is, by the way, so this is Azar. This is pre Internet. This is like the cassette tape error right, apply for job, got a job, company car, the big ass cell phones in the car, they give you the calling card. It was like a really nice stack package for a young 21 year old coming out of College to have an outside sales role. Territory was Long Island. It was an electronic hardware company. And that was how I first cut my teeth in sales was I had a sales job at 21 years old right out of College. Nice salary, company car, phone card, the whole nine yards, client base already in place. And they hired me to be like the PR sales guy on Long Island. And I did that for a couple of years. And then right from there I started taking an interest in investment banking and brokerage business and financial planning and became a stockbroker in New York and then got into investment banking. And that was like about a ten to twelve year run for me. And let me tell you, that's where you really learn sales. You condense the learning of sales when you get into a brokerage environment because it's all telephone and it's hundreds and hundreds of dollarsis a day early on to get the decision makers to get to business owners who you want to sell stock or create portfolios for. So that's really where the big time sales training came, which was in that ten year window when I was living in New York, working in the investment banking business. So that's the way back story. I don't know if you want me to keep going or where you want to go from there. Yeah, that's the origination story, I guess you could call it. That's amazing. And I recently learned that sales from Brad Leo on one of his podcasts that sales are the highest paying career out of all the careers. And it's great that you had the intuition to take that particular career for yourself, because I had to kind of forcefully teach myself because my personality is different and I'm not very outgoing. But I had to go into sales because I knew I wanted to run a business and I had to go take a job at Best Buy and put seven years in there to learn the nittygritty of sales and how to talk and communicate to people properly because my life depended on it. I couldn't close the deal. But that sales experience was instrumental for me. So it was great that you are a natural communicator. You went into something that was coming natural to you. And then in New York, working at stock brokerages that's like on the Hollywood movies and things like that, we all see that. Obviously, it's a little sensationalized when you see the big screen, but there's elements of that, right. When you look at some of those crazy movies, like The Wolf of Wall Street, it was the one that Ben Affleck did Boiler Room. That was a real so there were pockets of that fraud that went on in those movies. I was fortunately, thank God I came into the business. Thank God after that. But there was a little period of time, by the way, in the Long Island region, in the Manhattan region, probably early 90s, late 80s. This is like the Jordan Bellforte Ben Affleck portrayed that in that movie. There were those little small, what they called chop shop, Penny stock firms that did exist. And I know a lot of people that went to jail for being a part of it. I thankfully was in College then, and I came into that business after. But we all knew the stories. Like, we all heard the stories and we all knew of people that got in trouble for getting into the kind of the stock manipulation business. So there are those routes that you see on the movies, which is, I guess one day to look back at with Andrew's personality. I'm sure it's coming across really well right now. Andrew is an amazing coach and a mentor and a public speaker. So all of these things, I think, help you out, and I'm sure these things having the sales experience. Now, you spent 1012 years of your life selling. So walk me through what happened and how you started out with your first few businesses and what got you into launching a business for yourself. Yeah. So at one point, I got burnt out with the investment banking, mortgage banking brokerage business in New York. I got burnt out with the whole New York scene at this point. Right. So at this time, I sort of flip what I want to do. I don't know what age I am at this point, but let's call it early 30s. Right. And I'm like, the Internet is starting to take shape now, right? So now you have an Internet. You used to get those CDs in the mail. I know how old you are, so I won't ask. Right. But you remember the AOL email accounts that changed. Email started coming onto the scene, and now there's like an Internet. And I was just coming out of the brokers businesses. All these.com tech companies were coming up. We made a lot of money as brokers and investment bankers when the Nasdaq really became the Nasdaq and all these tech stocks became these tech stocks, and Microsoft took off and Apple took off. And then you had the big names, the Combustion. But all that was the shaping of the Internet. And at that point in time, as I was getting burnt out on the business, I was starting to take an interest in the Internet. And I realized that while the Internet gives you freedom, flexibility to create a business, create a brand, creative product for yourself and be able to sell it worldwide. This is like a novel concept at this point. This is like now 20 04, 20 05 ish and I'm now out of that business and I'm now figuring out how can I make the Internet work? What is Internet marketing about? How can you market online? There's no Google, there's no Facebook, there's no YouTube, there's no social media. There's one search engine. It's Yahoo, it's Overture. You may have heard of it, and that's it. So what I did was I immersed myself in a twelve week coaching program with a company called the Internet Marketing Center, which was the number one training platform at the time for people who wanted to learn how to utilize the Internet for business. It was at the time a $12,000.12 week training. This is 30 years ago, 20 years ago or so. So pretty expensive training at the time, but it gave me literally in twelve weeks, everything from creating a product to doing research to creating a niche to selling online, creating shopping carts, running ads, copywriting websites, landing pages, sales funnels. I was doing all this before there was even an Internet. I'm doing all this before Google's, even a search engine, before Facebook's, even an idea. So I'm cutting my teeth here. I built a product in the health and wellness space. We sold it online. And I was at that point really hooked on selling from the Internet, aka Internet marketing, creating brands and products online. So got into that game early, made really good money online, partnered with different companies in that space over the course of about ten years, was a top producer in a financial education based company for seven or eight years. It was all online and event driven. So we would use the Internet to then get people to events and we would put on these big wealth conferences around the world. I was a top producer there. And then from there I started Segwaying and say, okay, consulting, running my own business, started a couple of companies over the years, wrote a book, Sales Velocity, you mentioned, became a best seller in 2017. So went from Internet marketing and selling online to then consulting how to sell online to then linking up with companies where I would drive sales and built the Internet marketing systems for those companies. And then in the last Jeez, I don't even know the last five to ten years, I've really just been all about having my own companies and had my own speaking business here in Florida for probably nine years old. That recently you mentioned Pipeline Pro in the beginning. This is our software sales and marketing CRM that's been around for almost two and a half, three years now, relatively new, had a mobile marketing company before that. So selling sort of gets you down the entrepreneurial path because it's a very flexible lifestyle. So when you're in sales, you're sort of like an entrepreneur within a business. And that's what I always liked about selling early on. And that, I think, kept my eyes on entrepreneurship and business ownership throughout the whole time. Wow, man, that's some journey. It's about a 30 year journey if I do the math at this point. Right. If I go back to that first job out of College, that was 1995, where are we now? 2022 at the time of this recording? Do the math there. That's 25, four years. Very impressive. And one of the value bombs that I got from this conversation, Andrew, is that a lot of us and including myself, a lot of us are reluctant in spending money on coaches or classes and things like that. And again, you had that intuition of investing early on learning and then just rocking and rolling right after that. And I waited way too long to invest in a coaching service, invest in your sales services. And I wish that I had done this ten years ago and my journey would have been skyrocketing a lot sooner. So that's a great value that investing in the right people who've been there, done that. It just shortens the hell out of a learning curve that you're going to have to otherwise you're going to get bumped down. You're going to get knocked down. Trial and error. That's not the way to go. If you can put aside money for University, you can, I'm sure, invest some money in something that you really want to build in terms of a business. And I highly recommend going to a coach like Andrew or inside digital marketing agencies. There's amazing people like Josh Nelson and so many other people who are doing great things. It just shortens the growth of your company. And that's a great tip that we just learned from Andrew. Listen, coaching and consulting and training programs that you just mentioned, you're essentially buying speed. You're buying someone else's experience, and you're condensing time. A lot of people don't equate it that way. They just think about, oh, I just need to learn. No, you need to buy speed. Right. You can have it take a year on your own or you can have it maybe take four months because you bought speed, you bought someone else's experience. You leverage somebody else's mistakes. Right. You mentioned Josh, friend of mine, client of mine. Josh was a client of mine almost ten years ago. Josh, I helped Josh and his former partner create seven figure agency, which I know you're a part of. Right. So, yeah. And he gets it. Right. So the people that are successful in life and in business, they get that you invest in consultants who come before you because you want to condense the time it takes you to get to where you want to go. Yeah. And then you've been there and done that. You have this 30 year journey. 27. I just did the math a second ago while we're talking 27, 27 years, almost three decades of experience in sales and building out businesses. And when you come to a guy like Andrew or Josh, what you get is you obviously get access to these people as coach and mentors, but you also get blueprints on how to just take those things that these guys have done and implement it inside your agencies and companies and just buy time and by speed, like Andrew said. So an amazing insight there, Andrew. So my next question for you, just before we move into the meat and potato of our podcast is Pipeline Pro. What got you the idea of I know several of our clients are using Pipeline Pro right now and they're having an amazing success. It's a client relationship management software on the sales side, which is obviously your speciality. So what looks like a guy like you would do? Naturally. But did you have this idea? How did this come about and what happened when you launched this? Yeah. So over the last ten years, naturally, to run a successful business or work with clients successfully, you're going to need to have the right tech in place, aka CRM funnel builders. I've used Click Funnels over the years Infusionsoft HubSpot, entrepreneur Salesforce, all the big names that are out there. And you can't really drive or scale a business without the right piece of what I call Nucleus or infrastructure. Tech in place. Right. So as we were using all these platforms for clients and for businesses over the years, we realized that there was always something missing. There was always something that was off. We always had to bring in an outside piece of tech and then to scale, cost became astronomical when lists got bigger, when team members got larger, when you needed to add on different communication tools, it just became like we were always patching things together. So when we came across the technology that drives Pipeline Pro, we said, this is the answer to what I call Kryptonite, meaning business owners always get stuck with tech. They get bogged down. They have four or five, six different things going on and they have a hard time making them all work and communicate together. So we've created an all in one platform that brings in the funnel and website builder, brings in the calendar booking system, brings in the sales tracking, adds the email, text, voice broadcast outbound, phone calling, all in one place, which makes you extremely efficient because it's all in one place. So all in one ecosystem. So we've solved that problem of too much tech, too much kryptonite, too much getting stuck in slowing down. And then because it's all in one place economically, we've been able to drive the cost down by about a quarter of what it would cost to have all those other systems doing what we do in one with one subscription, in one platform. So this was an answer to what we were looking for personally. And when we realized how well it worked for us, we use the platform for a full year before we even marketed it and made it available to business owners across the world. We're now in 20 countries. We have 20,000 plus members, users in 20 different countries, huge team, huge staff, and we basically filled our needs first and then said, hey, what we just did would be an incredible solution for the small to medium sized business owners, which again, is an all in one solution, all your tech in one place, and the ability to do multimedia communication to close more deals. Yeah, what a great idea, man. And I know it works because we're using same system and same tax system. Our entire marketing is dependent on this system, and it's working like a charm right now, especially if you're a digital marketing agency owner. Invest in a system like Pipeline Pro and you cannot go and especially the cost, man. You go to a system like HubSpot. And these guys are like crazy costly, and they're heavy tech. The biggest gripe, too, on top of that is they're really complicated. In most cases, you need to bring someone in from the outside just to run the tech because the tech is so heavy. We've eliminated that heavy tech element, too, and made it really simple. Plug and play great, man. Let's get into because what we're trying to do over here on our show, Andrew, is that somebody who's trying to start or is running their agency right now. We also try to give them ideas on how guys like you are running their marketing, sales, and their retention departments. So just quickly walk us through how you're pulling in clients using marketing, and then we'll move on to the sales part. Yeah, sure. We don't really do anything too sophisticated. Right. Sales funnels. We market online. We're very aggressive marketers on Facebook, Instagram and YouTube would drive people to a sales page. We give them the ability to buy a scale now what we call lifetime licensed version of our software. Then they can get access to all the different product services and other things that we provide within Pipeline Pro. So not really a sophisticated approach. However, marketing online today is as brutal as it's ever been again because of the track record that we have. My partner and I have been doing this collectively for 50 years online. Remember my backstory I gave you about being online before there really was even an online we're so far ahead when it comes to Internet marketing and media buying and traffic. That for us to take a software company and market it online. I don't want to arrogantly say we don't have any competition, but we have very little competition because we're able to acquire buyers and users at probably a quarter to a fifth of what normal traditional software companies do because of the experience we have the team, we have the ability to media buy like we do, the ability to build sales funnels, the ability to do copywriting and content, et cetera. So that's what we do. I mean, it's not a big secret. We just are very visible, very multimedia, very aggressive. We have a podcast TV show called Sales Wallace TV, which is powered by Pipeline for us, we actually have a show where we talk strategy, and then we happen to have a solution called Software that can implement the strategy. So we do a lot to be visible, to be out in front. And we spend a lot of money on ads because you have to today, right. You're not going to build a business or an agency tiptoeing around and spending a little bit of money here and there. You're going to need to invest in traffic and media to get the customer acquisition level to where you want it. Yeah. Those are all amazing tips. And one of the things that I've noticed and I'm not sure what part this place in your overall marketing strategy is your vibrant Facebook community. I know you guys have like over 4000 members now. You mean like the actual members community of Pipeline Pro? Yeah, the Facebook group. So I think it's one of your feeder groups or the Pipeline community, but I know one of your groups has over 4000 members. You guys are actively really involved in those groups and you guys are actually helping these people. They may or may not be your clients, but you're actively helping them out solve problems if anybody is asking questions and things like that. So does that have an effect in overall marketing and bringing people over to the platform as well? It doesn't for us because that group is for members only. But I understand your question is there is also a great strategy nowadays to have a public, wide open Facebook group around a concept that brings a large pool of people in that you can build some trust and get in front of. But ours is private and closed for only users. I know we have you guys in because we have a joint relationship, Pipeline Pro and Rep Stack. So you're in there. But just so you know, that's what we do to build community support and give our members. We have three tech support people in there because there's questions all the time. And we want to be able to provide sort of an instantaneous social media option for people in addition to support tickets and live chat and all the different ways that we help our people. But that one is closed. Nice, man. That's even better. Then I guess that would come to play. When it comes down to retaining clients and making retention, I think that's a great play on that side. So let's walk into your sales. I know this is going to be really close to your heart. What's the process like there when it comes down to closing deals? When it comes to Pipeline, are you closing all the deals or do you have a sales team in place? You have appointment setters and things like that? What's going on there? What's the process like well, there's no real big closing scenario going on. Software is available for people to buy worldwide and test and come in. And we have a really good process where we let people self select if they want to add on services. But within Pipeline Pro, we have an agency, right? And I know you guys are in the agency space, so we've done things a little bit differently than most. What happens in your world, let's say, is you build an agency, you have a bunch of clients, you do fulfill them, and then you're like, hey, it would be pretty cool to add some tech, right? Like maybe a CRM or funnel builder. We did it the reverse way. We built the software platform and built a community, built a huge customer base, built users in multiple countries. Then we said, okay, now there's a need here that we see for services done for your services. We have a huge coaching program within that's run by myself and Aaron, my partner. So within the platform, we have done for you, services done for you, funnel services done for you, set up services done for you, traffic and a coaching program. So we have a sales team. We call them advisors. There's about four of them or five of them at this time that if any of our members want to meet with an adviser and talk about different services that we can perform for them, they will. I don't get involved in that side of the business anymore. I oversee it, I structure it, I architect it. I work closely with the sales team, but I don't make sales all that much one on one anymore. Although if I'm ever on a Zoom session with somebody and there's something that they want to buy, I'll certainly sell it to them. But there's no big elaborate pitch at my point anymore. It's more just me overseeing teams and processes. Nice. So you've spent your time on the sales side and with your consulting business and everything. That's a natural fit for you. You've implemented those things inside Pipeline Pro. Now you have a team in place who consult with people who want to buy and they close deals. What great feeling, Andrew, as an entrepreneur that you're going through your day and you see these sales orders pop up inside your communication platforms and you don't have to do the sales. And I think a lot of agency owners that we work with, they're either on that path or they want to get there. So I think this insight is going to be incredible. And again, investing in a sales professional like Andrew, I know you do private consultations as well, investing some time and some energy and money in talking to a guy like Andrew. I think it just by speed, because you can now get these tried and tested sales methods, bring them in, customize them for your agency, and you're rocking and rolling on the sales side. So great insight, Andrew. So talk to me about retention. I know we talked about the Facebook group. You guys have close to 4000 people there who are your clients. How does retention work? How do clients stay with you? Do you guys have a team of people, like account managers, who are responsible for taking care of clients? How's that working out? Well, thankfully for an outfit like Rep Stack, we have stacked a whole bunch of good people in place that help us with that. But good question, because I like to think and I would actually challenge anybody on this. I challenge our members quite a bit that we put more support and retention measures in place than just about any SaaS platform on the planet. And I would even challenge the big players on that, such as infusions off and click funnels. And the reason I say that is because we have six tiers of support and retention, and I'll give them to you. It's on our website. It isn't a real secret sauce or anything like that. There's no real big secrets out there, by the way, everybody always asks, right? The secrets are right in front of you, right? The secret is there's no secrets. Right? But here's what we do. We have a customer service team that's like frontline email support, ticket system, tech, anything around the clock, day and night, six days a week, and they're able to respond to customers within a day. That's our goal, right? That's like tier one. Tier two. I do two live trainings per week. Still to this day, I do two live trainings per week for our members on Monday and Wednesday. One is on inbound marketing, one is on outbound marketing. So you got me live for 30 to 45 minutes twice a week. We have a members area where all of those trainings are then stored and archived. So there's a lot of people watching the replays. We have a help library inside of the dashboard with over 200 tutorial, videos and articles on how to use the platform. We have a live chat team, American based technicians for 10 hours a day, every single day at the click of a mouse inside the dashboard. So you're in pipeline, pro. You're using the platform, and you're like, I'm stuck on the calendar. I'm stuck on building a trigger or a piece of automation. Live chat, boom. Right there two clicks of the mouse, you're in live chat. We have a Facebook group, which you just mentioned. So there's that social media line of support as well. And we have what is that? That's live chat that's help library, that's members area. That's my trainings. I even lose count at times. Right? There's help desk, ticketing system. And we even have a coaching group, which is obviously a different tier of what I don't really want to call it support. It's coaching. But we do have a high level coaching group available as well, where we'll take our members through a six week program led by myself and my partner Aaron, where we'll get their funnel built in Pipeline Pro. We'll get Pipelines and campaigns in the CRM piece built, and we'll get all that in place so that they can be in a position to go get traffic from the Internet by media. We bring in a Google team, a Facebook team, an Instagram team. So funnel, Pipeline Pro traffic. We do it all in six weeks. We give them a formula that we've been using for about 30 years. So that's a lot of support. That's a lot of hands on. And on top of that, every new member that comes in can schedule a complimentary 20 minutes fast start session with a team of advisors to get to know them, get a walkthrough of the tech, learn about their business, make suggestions. Maybe a recommendation to buy one of our master classes, maybe a recommendation to have one of our services done for them. So there's a ton of hands on here. And the last piece is everybody gets a good old fashioned piece of direct mail in the mail. Big jumbo postcard. I have it around here somewhere that is a welcome postcard and invites them to explore some of the services we can do for them. So nobody, to my knowledge, and I'm going to go from Salesforce to Fusion to HubSpot to ensure all the platforms I've used Click Funnels, all of it. No one's doing any of that. I shouldn't say no one's doing any of that. No one's doing all of that. Many are doing some of that, but no one's coming even close to doing all that. So from a support and a retention standpoint, there isn't anybody doing what we do. Yeah, man, that's an incredible list. I think that's a mouthful. Right. You went over six there. But one of the things that I've noticed is your weekly coaching calls, man. I think as a business owner, you coming on those coaching calls and answering questions of your clients, and you guys have several thousand clients right now, and anybody can drop in on those calls and get direct access to you. That's a very different level of value that you're providing. There obviously, users members. Right. Not open to the public, naturally, but users members of Pipeline Pro have access to that twice a week. Yeah. And I think that's a great strategy. We've seen that at play very closely because we work with you on a regular basis. But I think just that one piece alone is such a great value. If you're struggling, you come on that call. And I've seen those calls live quite a few times, and there hasn't been a question that Andrew hasn't been able to answer. And so sometimes there's some curve walls on those ones. Right. But as business owner, with the experience you bring to the table, it just becomes so easy to guide them in the right direction from examples of so many different customers that you guys have already had and move them in the right direction with the right solution. It just shortens the curve for that particular client. And I think retention, it plays a huge role in your retention. I'm sure just that one aspect alone, let alone the six other things that you mentioned just now. Yes, huge help. All right, man. I think my last question, Andrew, thanks for walking through how your business is set up on the marketing, sales and retention side. Some amazing values there for anyone who's listening, just like the world class customer service that you're providing, man. That's amazing. Like for agency owners who are listening. If you guys can just get close to something like that, I think your attention would be through the roof. But my last question for you, Andrew, is you're doing these amazing things. You have this fulfilling life. I know you have an amazing family, two amazing kids. And what's the why behind starting out your businesses or doing what you're doing on a day to day basis and so passionately, what drives you every single day to do what you do right now? Yeah, it's always a good question. It's always a question that comes up a lot. I mean, for me, I haven't had a W two employee position in a job for probably over two decades. So for me, the driver was always freedom. Freedom of time. Money is always a driver to a degree. I've always tried to put myself in a position where I pick a business or business model where I have no ceilings on my income. I think that's important. But the real takeaway in the why is this gives me the freedom to do what I want. So if I want to take a full day off, I can do it. And I do this every Tuesday, by the way. So I'm done every Tuesday.

By 01: 32:18

00 and Tuesday afternoon, I pick my kids up at school. They take a kid's CrossFit class every Tuesday afternoon. I'm there with them, I watch it. It's my Tuesday thing, right. And it's dead smack in the middle of the week, the whole afternoon gone. I could never do that if I had a traditional W two job, right. I want to work out in the morning, the afternoon, the night. I can do that. Exercise is a huge piece of my life. Right. So I always wanted to be in a business or a business model that allowed me to have a life and not be working 1012 hours a day when I was in the investment banking business in New York, Fortunately, I was young and single at that point. But that was five, six in the morning calling

the UK till 09: 32:55

00 at night calling Australia. And that's common in that business. It's also common in the legal field. I have friends and clients that are attorneys. And when they're in big cases, they're like done for 12 hours, two, three weeks at a time. It's almost like they age three years in three weeks. When I see them, it's horrible up and down. Right? Money's good, but it's like at some point their lifestyle sucks. They look like shit. They're not healthy, they're burnt, they're stressed. So I wanted to be in an environment where, yeah, of course, stress is good, and I encourage that. And you want to be in an environment where stress drives you, but you also want to be in an environment where you can pretty much make your own schedule, spend time with your family, take days off when you want to, and still make a ton of money. So if you can find that combination of time, freedom and unlimited income, that's the driver for me. But the real driver is at the end of the day, is my kids, right? If you have kids, if anybody watching you have children, you know that you sort of put things into a different gear when you have kids. And now you have more people in your life than just yourself that you're providing for. So your wife gets a little bit bigger, you get a little bit more serious. When I had my son's eleven now when he was born, a lot of things I was doing in my life, I stopped doing no more late nights, pretty much didn't drink much anymore. Periodically, you just start to really zone in more on business and future and planning. Right. So the Y is freedom and money, but really it's tied to family and kids also. So it's really all of that wrapped together, if you will. And that's probably the driver for many entrepreneurs. Right? You get it. I mean, time freedom is a big deal. It's a huge deal to not be tied down and so limited. Jeez, God, just if you look at all the stuff going around the world right now, some of the things that are being done to employees forced to do things they don't want to do. I mean, I have worked my ass off to not be in a position to be forced to do a damn thing that takes work, that takes a deliberate, lawful and then be in a position Andrew, where I know that I think majority of your workforce, they get to work from home and they have the Liberty of being in an environment which is safe for them. Not only I think you're kind of leading by example here where you're doing these things for yourself, but I know the majority of your team, which is pretty big now, also has the same opportunities where they're not forced to do any of these things. And they're working majority of them are working from home and things like that. And you're still running this amazing business. So kudos to you. And one thing that I've always been extremely impressed by is how you're staying so fit. Andrew, does that play a part in managing your businesses? Is that a recommendation for you, for all the entrepreneurs of taking care of yourself and being physically fit? I get that question a lot, and that's probably a compliment that I do. And the answer is yes and always. My whole life I've always realized that if there isn't a regular workout regimen in place, it's going to spill into business at some point, right? You can only let yourself go for so long before it starts affecting your brain number one. So from an overall mental acuity and sharpness standpoint, the unfit person who is a Yoyo with their weight and they don't really build strength and they're kind of a mess and they have all kinds of pain and they eat like shit. I don't know how anybody can think that that's not going to spill into how you perform in business at some point. You can get away with your 20s, you can get away with a little bit more in your 30s, but you get into your 40s with those habits, you're dead. You're done. You're not going to go the distance. And business is all about going the distance and being as sharp as you can so that you don't have to work as long as some people to get the same results. So when you stay fit, you stay mentally sharp. And when you stay mentally sharp, you're a better performer in business. So there's a huge link. And it surprises me how delinquent that often is. I mean, we're in pretty bad shape today. If you look I always just say in North America, but mainly America. I mean, we're in an obesity crisis, we're in a diabetes crisis. We're in a food crisis. We're in a pre existing condition. I've always said we're not in a COVID crisis. We're in a super unhealthy crisis. That covet is just exasperated. Right? It's just ravaged the obese and it's ravaged the diabetics and those that have had pre existing conditions. And that's all a function of lifestyle decisions, food, exercise. Right? So there's the health play, there's the keeping yourself in shape so you keep yourself in business and mental shape play. So without it, I just become less and less effective in the running of the business, in the communication, in the podcast, in the speaking. I just don't have the endurance. I don't have the legs. I don't have the energy to perform when I'm not fit. So there's a complete link and it's amazing to me. Again, the secret is there's no secret. But the big secret is if you let yourself fall apart physically HealthWise, wellness wise, it will spill into business. It's just a matter of time. It's not even a matter of if. It's just a matter of when. So there is a link. There's always been a link. And fortunately, I was an athlete growing up. So that lifestyle of training hard, not just going through the motions has stayed with me and spilled over to every aspect of my life even now at 48, right. Still going at it as hard as most 28 year olds, frankly. Yeah. It's not like you don't enjoy life. Andrew and my brothers. This past August, Andrew took us out to this amazing actually, you guys took me out. You picked the spot. Yeah. And that was an amazing and we got to break bread together and have this amazing wine, but I saw how fit Andrew is. But also you get to enjoy life as well, man. You eat these amazing foods and it's not like we didn't go out for nachos or anything like that. We went out for this amazing Italian restaurant, actually. And we had such a great time right on the Bay side in Miami and that was such a great dinner, Andrew. I was still reminisce about that and we'll do one of those real soon, as soon as I head down to Florida. Sounds good. Andrew, thanks for doing this, man. I really appreciate it. I know so many agency owners listening to this are going to get so much value out of this. And Pipeline Pro is open to even digital market. I know there's some of our clients who are digital marketing agency owners who are using Pipeline pro. So it's a really simple tool. You can sign up. It's extremely affordable and I highly recommend that if you're in a digital marketing agency and you're looking for a CRM system, look at Pipeline Pro. Andrew, thanks for doing this, man. I really appreciate it. Yeah, you got it. And the link is www.gopiplinepro.com. There's another Pipeline Pro software for I think like the real estate or appraisal industry out there, that is not us. So again, it's going to be www.gopipelinepro.com. That's going to give you a demo and an overview of the service, but I appreciate you having me on. Thanks for letting me talk a little bit about Pipeline Pro and the journey. It's always fun to reminisce and sometimes I even learn a few new things about the stuff I went through over the years. So thanks again. I appreciate it. Glad to be here. Thanks, Andrew. We'll talk soon then. See you. This has been the virtual Assistant the Agency Growth Machine podcast by Azar Sadiqi, Co founder at Reps. If you like today's episode, you can find more and subscribe at Rep stack.com. Thank you for listening.