Selling with Trashcan Assets

Podcast: Play in new window | Download (Duration: 55:37 — 38.5MB)

Subscribe: Apple Podcasts | Spotify | Amazon Music | iHeartRadio | Email | RSS | More

Lukas Selman – Using Trashcan Assets for Sales

Podcast Overview:

00:03:59 Anxiety surrounds unknown phone calls; chat-based sales preferred.
00:05:48 Chat sales changed dynamic, written word influential in conversations.
00:12:43 Expensive phone calls, cheaper chat support.
00:18:06 Increase revenue by investing in subscription-based businesses.
00:22:25 Companies with unused assets are leaving money.
00:34:47 Low ticket offers, high ticket campaign investment.
00:40:07 Don’t fear targeting SaaS companies internationally.
00:54:11 Access, Google domain, CTA, email, funding, profit.

Podcast Transcription:

James [00:00:01]:

You have found Authentic Business Adventures, the business program that brings you the struggle stories and triumphant successes of business owners across the land. We are locally underwritten by the Bank of Saint Prairie. If you’d like some downloadable audio episodes, which you probably do, you can go to draw in customers.com, Click on that big old podcast link, and lo and behold, hundreds of episodes all for your listening enjoyment. Today, we’re welcoming slash preparing to learn from Lucas Selman. I love this. A young driven guy who found love and will be moving to Lebanon. So, Lucas, How are you doing today?

Lukas Selman [00:00:36]:

I’m doing very well. As you can see, I don’t know if you can see the sweat here, but it’s about 35 degrees here in Spain.

James [00:00:43]:

Alright. Celsius, of course. Yeah.

Lukas Selman [00:00:46]:

Yeah. Celsius, I have, like, 3 fans on me right now, but, man, it’s the it’s hard. So Alright. I’m I’m apart from that. I’m I’m I’m happy. I’m I’ve had my dinner and, ready to rock.

James [00:00:57]:

Nice. So you are currently in Spain now. Is that right?

Lukas Selman [00:01:02]:

That’s right. I’m in south of Spain in, a town called Marbella. That’s, in In a place in Spain called Andalucia, which is very near to Morocco, to Portugal. So I know I I know there’s a lot of expats right now in Moving to Portugal. Yeah. You know, just across the side is Marbella, which is south of Spain. So I I’ve been here for a couple of years now, and, I love it, man. I’ve yeah.

Lukas Selman [00:01:27]:

I’ve built a life here, for the past few years, and, For any for anyone thinking of, moving or doing some expats, looking to Spain, is really, really the Welcome to, foreigners, and everyone speaks English. It’s an amazing place.

James [00:01:45]:

Alright. Very cool. Very cool. So Lucas for the listeners at home. Right? Lucas reached out to me because he said he had 2 breakthroughs in the last 3 years. One is he’s learned how to run 100% chat based sales with 0 zoom calls or strategy calls, such as funny. And I love this. I’m very interested in this curious because I just, I have come from a trade show, working with, veterinarians, veterinarians, vet techs, all that kind of stuff.

James [00:02:19]:

And it’s interesting because that is very nice crowd, But a very you broadly speaking, pretty introverted crowd. So it was tough. We were working a booth her. I was working a booth that we had for the call answering service. And it was interesting because I was thinking I’m gonna talk to this guy tomorrow, today across not having to deal with this, which I mean, it was good times. It was fun, all that jazz for me, but I’m more of an extroverted guy. But I was thinking it would be nice to have employees do something like that. And in the end, if it’s easier to make sales, broadly speaking, you can make more sales.

James [00:02:54]:

So that’s always good. So we’ll be talking about that as well as you mentioned that every 7 figure business has what you call trash can assets, which piqued my curiosity. Absolutely. And he said, there’s list of leads that never converted the email list that’s gathering dust. We all have those past low ticket customers that haven’t ascended to a higher tier. We got those too. So I’m excited to learn about both of these. So let’s start with the chat based sales because that’s, that’s exciting.

James [00:03:25]:

Nothing happens until sales made.

Lukas Selman [00:03:28]:

Okay. Alright. Well yeah. Okay. Let’s start with let’s start with, So I I you know, I’m I’m I’m 28 years old, and, I don’t know if you noticed, but the the the The more we get into the future, the more anxiety, is linked to phone calls. I don’t know if they it it’s it’s like this in the US. It’s like this in Europe. It’s everywhere.

Lukas Selman [00:03:59]:

People right now, when they receive a phone call From someone they don’t know, just anxiety builds up, and they they automatically get their guards up. It doesn’t matter if it’s in sales or They they’re expecting a call from from their bank. If you if you notice, more and more resources from the big institutions, banks, car dealerships, governmental institutes are driving much more into chat based consultancy, you know, sales and, and customer service. People are responding better to chat, right, overall. And that’s been my experience. And from the people I’ve talk to, that’s been their experience too. And the cool thing about chat based sales I mean, when I say chat based, it’s literally text. So So what what do I mean by that? Everything that has to do with, you know, Telegram, Messenger on Facebook, LinkedIn, you know, SMS, whatever.

Lukas Selman [00:05:02]:

The the the good thing about the good thing about chat based sales, especially 2 components. Number 1 is that one of the one of the key figures, keystones of sales is is hiding the sales process. Right? So what I mean by this, it’s, a workshop is not a workshop. It is actually a sales training. It’s a sales environment. Discovery call is not a discovery call. It’s a sales meeting, and we can go on and on and on. Right? And the thing is, as markets mature, you already know that booking a demo, booking a discovery call, booking a breakthrough session, Booking a a call, it’s linked to sales.

Lukas Selman [00:05:48]:

It’s linked to okay. I’m gonna get I’m gonna get, you know, sold on, which is not bad in in and of itself, but human nature, we do get our guards up. Okay? So in my experience, when I started to incorporate chat based sales entirely and and solely, It kind of flipped the dynamic between myself as a salesperson or myself as a business owner and the per and the person on the other side Because and I’m gonna go into the psychology of how I do sales, but I just wanted I just wanted to bring some nuances on, you know, the overall, like, theme that encompasses chat right now. And that is if you think about the written word, when I when when you read something, even if I write it, You are reading it with your own voice inside your head. So the conversations that are happening in chat are literally happening in your own voice, And your own voice is literally the one you trust the most. So when you hear a solution, when you hear a good sentence, when you hear a good message, When you read it in your own voice, it’s subconsciously, more welcoming, if that makes sense. Okay? Apart from that, you know, having, you know, your tab open, you can literally have 15 conversations at once. The record I have for 1 whole day is 48 conversations because I run a campaign.

Lukas Selman [00:07:18]:

At the same time, I run a camp I’m gonna explain to you how How I do what I do and and, you know, the 3 step process. But I bay I basically blasted out an email, very short email. I call it the handraiser email. Basically say, hey. You know, I got this. We’ve had this result. Would you like to look into it? Let’s have a conversation, and, just reply with a yes if you want more info, and we we get a conversation started. So a bunch of people do their hand raisers.

Lukas Selman [00:07:48]:

Right? And they they slid into my DM, so we we start a conversation. And then I have, like, 6 hour window where I’m just focusing on 48 people at at the time. And I do have a VA. I do have a t pay people in my team that are helping me, But that just allows me to compress time frames and not book 1 hour, sales calls with 1 person each and every time. It allows me to expand my bandwidth in in in such a good way. What else with chat? Also, good thing with chat is that apart from it not being very intrusive, people respond to it when they when they have some time. People respond. It’s not like you are putting them in the spot.

Lukas Selman [00:08:34]:

It’s very although it’s personal, they They don’t see me in the other end as a human, so to speak. It’s it’s more like They’re speaking with with someone on the other line, but they don’t know who it is in terms of I’m not looking directly at them and waiting for them to make a decision. So that’s like the over overarching, you know, psychology behind chat and why I love it so much. Am I saying, you know, a video call is nonexisting and you don’t need it. I’m not saying that. Absolutely. Time and place for everything. Right? I’m just saying that if you use chat based sales Correctly, it can absolutely transform a lot of the sales, experience for For both for both business and customer.

Lukas Selman [00:09:25]:

In my experience, people just the the My my last things I would like to say on this is that the dynamics changed absolutely and completely. The the dynamics change Because now it’s more like a conversation instead of a sales call or a discovery call. Now I’m later on in the in in this Episode, I’m gonna go into the actual how and the nitty gritty of the how I structure my campaigns and why why I do what I do, and it’s gonna become very clear. That’s my aim of this. Right? To make this very clear for for everyone who wants to start 1 tomorrow. And I’ll share with you how to approach these businesses, How to how to run these campaigns. So that’s my goal.

James [00:10:09]:

Alright. You know, it’s interesting. I’ve had this conversation with a few more, more than a few people, for one of the reasons I have a call answering service. And I was, the personnel or the people that I’ve chatted with depending upon their age. You mentioned anxiety with phone calls, and I have met quite a few people that were just anxious about talking to anyone, whether that was in person, over the phone, anything where they’re actually using their own voice, video chat, anyone during the pandemic. When my wife’s a teacher, she had, teach over Zoom or whatever it is, whatever platform they were using, and kids were afraid to talk. So it’s interesting. Oh, they’re afraid even in a classroom, room, which is the same 25, 30 people you’re seeing every day for a year.

James [00:11:00]:

You think you’d get get some level of comfort out of that, but some of them don’t. Anyways, people, my age, I find less likely to feel anxious over that because we didn’t have another option. I mean, the internet, when I was a kid, it wasn’t a thing. At least not on the scale that it is now chat. Wasn’t a thing text. Wasn’t a thing. Video calls are definitely not a thing. So you either talked in person or you talked on the phone.

James [00:11:27]:

We always joke like when you’re gonna meet your buddies, when you’re a kid, what did you do? You went to the park and you waited. Like, you didn’t you didn’t have to chat with anyone. You went out. Or

Lukas Selman [00:11:37]:

Yeah. I I think it was the yeah. I think I I was the last, generation who actually we had a meeting point. Everyone was in the park, and we just waited for someone to show up, and we played football.

James [00:11:47]:

Yeah. You played with whoever showed up. There wasn’t, there’s no digital communication of any kind of any kind. And then I think about the ways that I’ve experienced chat from a consumer standpoint, And I would not say that it has been a great experience because, when I go to chat online, let’s say if I want help with whatever website I’m going to, My expectation is if I call that phone number, I’m going to be waiting on hold for a half hour. I’ll be wasting my time. So I get on chat and I’m like, Hey, I got this problem, or they’ll have some. Some bot that tries to lead you to try to solve your problem. You can’t solve your problem.

James [00:12:26]:

You just want a human. You You try to talk to a human and you’re like, Hey, this is my problem. And it’ll say agent is typing for the next 10 minutes. And so you’re just waiting or you get something else going on and maybe the chat times out before you come back to it. It seems extremely from a consumer’s

Lukas Selman [00:12:43]:

point of

James [00:12:43]:

view, Extremely time wasting would have been a 32nd phone call, but from the chat point of view, because that chat, the operator, the agent, whatever probably has more than 1 chat going on. It’s just, it seems annoying from a consumer standpoint, But on the flip side, much less expensive from the company side, from the business side. And in the end, everybody wants something cheaper. So companies have to figure out how to cut. And that’s one of the ways that they cut, especially if you’re a large enough company. You don’t have to care. I think of Google with their tech support doesn’t exist. They don’t have any, You got a problem with the search engine? Who do you reach out to? Like no one true.

James [00:13:28]:

But could you imagine if they actually did have a tech support team? They’d be crazy busy

Lukas Selman [00:13:32]:

all the time, but Yeah. I know. I have some horrible experiences, but some really, really good ones, and I’m like, wow. For example, like, Revolut, the the banking app. It’s like, it’s like, mercury in the US, Mercury. Mhmm. Is an amazing I I send a message. In 10 seconds, I have a personalized person who just is with me.

Lukas Selman [00:13:55]:

You know, it’s Amazing. Wow.

James [00:13:58]:

And That’s impressive.

Lukas Selman [00:13:59]:

Rare. Yeah. And it is I’m I’m telling you, man. I’m I’m I’m seeing more and more Companies incorporating, like, chats in a real way where it’s not automated. By the way, AI. We we don’t even have to talk about AI. It has its place, but I really believe in in the next 10 years, 15, 20 years, personalized, None, like, blasting out emails are the key. Like, personal touch is the key.

Lukas Selman [00:14:28]:

The I don’t I don’t I look yeah. I don’t incorporate any chat to PTAI, chat. I literally just sit down. I have If I have a day that I I blocked off 6 hours and to respond to all the emails that have come in from a campaign, I sit for, like, you know, 2, 3, 4 hours, 5 hours, and just reply to every single one. Is it TV’s work? It may be, but the payoff is freaking amazing.

James [00:14:53]:

The Sure.

Lukas Selman [00:14:55]:

Alright. So we’ll go I’ll I’ll go go through so here’s the thing. To to best explain it, I’m gonna go over the trash can assets. Okay? Because it’s in it’s in the trash can assets that I believe, Yeah. The listeners can get the most out of out of this. Oh. Yeah. We can literally we can literally start tomorrow.

Lukas Selman [00:15:16]:

I promise you. Alida, I here’s here’s a promise to your audience. I’m ready. This call, I’m I’m gonna send you a a bunch of emails That proved what I say. Where I I I reached out with a with a rinky dinky Gmail from Spain. I I I I gave them my message, and within 1 or 2 days, I had a meeting, and in 1 week, I had a deal. Okay? Wow. Okay.

Lukas Selman [00:15:41]:

3 weeks later, I got I got paid handsomely. So I’ll share this with you, and you can, like, say, yeah. This guy, you know, he knows what he’s talking about.

James [00:15:49]:

I’m

Lukas Selman [00:15:49]:

ready. Do I do I have the do I have the answers to everything? Absolutely not. By the way, by nature, I’m very lazy. Nice. So I’m not gonna take I’m not I’m not gonna I I don’t like the hustle. I don’t like you know, I’m not gonna take to a nonfigure business. But, hopefully, someone in your audience can take this, put their own little magic to it, and and maybe they have some, a a big beautiful business. Okay? Yeah.

Lukas Selman [00:16:13]:

I don’t I don’t

James [00:16:14]:

know if anyone has all the answers. If they ever say that they do, they’re probably lying, or they really don’t know.

Lukas Selman [00:16:23]:

Yeah. Okay. So trash can assets. What is it, and how can we capitalize? Alright. It’s always easier to join something that is already in the movement than it is starting something from scratch. Right? It’s all it’s always easier to to follow the momentum to ride the wave than it is to create the wave. Right? So what what do I mean by this? What I mean by this is leverage. Right? It’s much easier to generate a substantial Impact income from a established business that is already proven, that already has a market fit, that already has an established name.

Lukas Selman [00:17:06]:

They don’t have to be 8, 7, 9 figures. But at least, like, they have every they have systems in place. They have a management team. They have, like, They have a a a proven offer. Right? So it’s much easier to come in and provide tangible value than it is, for example, Starting from scratch, a company from scratch, or joining a start up, or, you know, Working with a with an offer that is just maybe working. The founder promised me that they would hire me. Okay? So what what do I mean by this? I literally mean that you can go out there today to establish businesses, and I’m talking every kind of business. I’m talking retail.

Lukas Selman [00:17:49]:

I’m talking SaaS. I’m talking, ecom. I’m talking coaching and consulting. That’s a big one. I’m talking subscription based business. That’s a big one. And you can literally just take a pen and paper, just analyze for yourself. Okay.

Lukas Selman [00:18:06]:

This business has these many customers. Right? They are in these many they they have these products. How could how can I come in and generate more revenue for them? Okay. And I’m not I’m not talking about email marketing. I’m not talking about, you know, SEO. I’m not talking about marketing per se. I’m just talking Instead of doing a service provider mindset, ask yourself, how can I, as an investor, if I if I had a $200 Or $500 to invest in a company, which one would it be? Right? So I’ll give you a I’ll I’ll give you an example on how I started I reached I was looking into subscription based business. Right? And I found a cool company in Alaska That was doing they they sold fish subscriptions.

Lukas Selman [00:18:57]:

So they they went out in yeah. They went out in the in the in the beginning of the week. They fished a bunch of fish, and at the end of the week, they shipped out to to thousands of their customers. Right? And they have 3 plans. They had, like, the low plan, middle plan, high plan. The highest one is, like, $300 or $400 a month. Right? So I ask myself, okay. What does a what does a business that has a a, subscription, what problems do they face? They’re they face 2 problems most number 1, churn.

Lukas Selman [00:19:32]:

People just cancel their subscription. Okay. That’s one possibility. Number 2, some people just bought for 1 month and never bought again. That’s a problem. Right? That that that’s model leading on the table. Okay? Put that in. Okay? So we have churn, and we have someone that just bought one time.

Lukas Selman [00:19:50]:

Then we have, then they have probably an email list that they may be, emailing once every once a month, and they’re not really, capitalizing on it. Okay. Just with those 2, 3 things, How about this? I I go to this business, and I say, hey. I really like your business. I see that you have 6,000 customers. I bet you you have hundreds, if not thousands, of of people who canceled the subscription. Is that right? They’re like, yeah. That’s right.

Lukas Selman [00:20:23]:

Hey, man. I’m just you know, we just brainstorming, but what would you say if I were to fund the campaign to bring some of those customers back to you? Would that be interesting? And they’re like, yeah. What do you mean? Well, tell me more. And I’m like, yeah, man. I mean, I’m I’m pretty good with chat. I’m pretty good with email. Do you have their email address, or do you have their physical address? Because they were they were they were shipping fish. Right? So they had their physical address.

Lukas Selman [00:20:50]:

They’re like, yeah. We do. Okay. Fine. Now I ask you. If you have a list of 2,500 people who are spending at least $1150 a month would be. 2,500 times 150. I’m not good at math, but we’re talking 250 Thousand, 300,000.

Lukas Selman [00:21:09]:

There’s there’s a there’s about there’s about 2 1,000,000 or $800,000 in that list. Right? So and they are accustomed to the pro they they’re familiar with the product. They like the product, you know, enough to at least buy from them. They’re familiar with the brand, and we have their contact details, so I don’t have to start from scratch. Now I ask you. If if you have a list of untapped asset, trash can asset, but they’re not doing anything with it. They they just lost a customer, and they they don’t think much of it. If they give you access to that, obviously, there was some negotiating in in in part.

Lukas Selman [00:21:47]:

I got we agreed on a on a on a fee. But here’s the here’s the thing. Either I run an email campaign to this list or I run a direct mail campaign to this list With a beautiful saying, hey. We’re sorry to let you, we’re sorry to see you go. I’m wondering, why why did you cancel the subscription? Can we do anything to help? Here’s a QR code. We embedded on the on the direct mail, and you can you can chat with us and see if we can do anything. You send that to 2,500 people. You’re gonna get some who, you know, who who who snap up on their subscription.

Lukas Selman [00:22:25]:

And and this is just 1 company. Right? So now imagine you’re doing this with 3, 4, 5 companies that you’re utilizing their assets That they’ve poured 100 of 1,000 or tens of 1,000 to build, and they’re just not doing anything with it because and here’s a very important thing That is not logical or you don’t you don’t think about it. But in my experience, and I’m sure in your experience too, When you have a 6 to 7 figure business, you are so occupied with doing what’s working and to to to keep growing Like, you you you are, by definition, leaving money on the table because you’re just going. You you you’re doing what’s working, and, you’re happy with it because it’s making money and you’re But you do have some trash can assets that you just let go, and you said, oh, I’m gonna hire someone to fix this. I’m gonna I’m gonna look I’m gonna You should go back to this and just times you know, that’s been my so we utilize this to my to our advantage. So the whole concept is and this is the big the big idea, the big enchilada. Instead of looking at yourself as a Service provider, as a marketer, or as a car provider. Look at yourself as an investor and say, if I have $500 or $200, Which company would I like to invest in? Because we had make no mistake.

Lukas Selman [00:23:48]:

When I approach these businesses, and I have I have I have emails I’ll show you. The dynamics change. Instead of a service provider offering email marketing or a marketing campaign, I am an investor waiting to put my resources and time into building their business, and together we can grow. Mhmm.

James [00:24:10]:

That’s

Lukas Selman [00:24:10]:

true. Yeah, man. So so so the so the whole concept is find businesses in my area, in, like, in my experience, SaaS, Subscription based, consulting based are the the the the easiest to to to work with because you’re accustomed with working, You know, with email, we are accustomed with working with sales campaigns, etcetera. And they always I’m telling you. They always have trash can assets. Some might be better than others, of course, and some might just not work out, and that’s part of the game. Right? But Approaching it this way to to say, let’s work on your trash can assets first, and let’s turn that around, and then let’s move into other ventures. And I’ve had I’ve had partnerships where I started with a trash can asset.

Lukas Selman [00:24:59]:

I, I I did the 1st campaign with email. That brought enough revenue for us to put into Facebook ads, to put into YouTube ads. So I’m literally Creating a profit center for Glenn and for me. Just starting out from the trash can asset. Does this make sense so far?

James [00:25:17]:

It does. Yeah. I’m very curious to know How did it turn out with the fish? The subscription for the fish.

Lukas Selman [00:25:25]:

It, it went well the 1st 3 months, But then they wanted to do it for themselves. And this was, mind you, my first partnership, like, my first deal doing this. So I made a ton of mistakes, which now in hindsight, I could have handled much better, you know, but you live and you learn. We we we did, amazingly, for 3 months, And then, then they they they took it over because I didn’t understand how to How to position this in in in my favor. Now we’re talking IP. Now we’re talk when when you see that something is working really well, I’ll show you also how to negotiate better deals, negotiate future future plans because At the 3rd at the 3rd, at the 3rd month, the list has already been sold, and that trash can assets had already been mined. So there wasn’t really much to do left for me. Now in hindsight, I could have done so much more with that, but, you know, You live and you learn.

Lukas Selman [00:26:26]:

Alright. But I’ve had my knowledge partnership running for now 14 months, a coaching coaching offer. Okay. And there we do, like, you know, everything from direct mail, email, SMS, now Facebook ads, And, yeah. So 14 months. Alright. But the the the whole point of this is it allows you to get deals super fast. And instead of being a service provider, you’re kind of a partner slash, you know, investor slash trusted adviser.

Lukas Selman [00:26:58]:

Right? Alright? So now now having said this, here here’s what I wish I knew wish I knew before. When you do these these outreaches and I’m I’m gonna I’m gonna after this call, I’m gonna give you the some templates that I’ve created so that you can get these deals quite fast. But always, always, always start with email. Don’t put a ton of money into direct mail directly. Just start with email, or if they have an SMS list, do SMS. The reason for it is it’s fast and cheap. Right. Alright.

Lukas Selman [00:27:32]:

Yep. We can we can see quite fast if it’s working or not. And then once you’re comfortable enough and you see, okay. We’ve got some traction, then you can divert and say, okay. We got we’re gonna do some direct mail campaigns. We’re gonna do some Facebook ads, but that’s further down the line. Always start with email and SMS. All of these trash can let’s, by the way, if you it they don’t have to be like a super big SaaS company.

Lukas Selman [00:28:00]:

They can just be a one man operation. You know? You reach out to the owner of a of a Google Chrome extension. And I’m telling you and I know I know you you would agree with agree with me on this. Every Internet entrepreneur always has, like, 4 or 5 businesses Robin. At least 3, like, you know, or they they have a list. They they 15,000 people, they may not be emailing you anymore from 1 year back, 2 years back, or they have a business that you know, they always have something going for them, and you can actually come in and and and partner with with them on this. So nice. Always keep Yeah.

James [00:28:40]:

So how did you get into this realm or this world of business here? Did you have a business of your own? You joined Buzzer. How did you get into

Lukas Selman [00:28:50]:

all this? You mean the business in general or this this concept?

James [00:28:55]:

This service, this targeting the trash can assets, essentially.

Lukas Selman [00:29:00]:

Cool. Cool. Yeah. So so when I moved to Spain when I moved to Spain, I, I was walking in the streets, and there was this antique shop, by my neighborhood, a beautiful antique shop. And I I was seeing a statue that I really, really wanted. It was like I had I had it here. I’ll show it to you. It’s like an Achilles statue, a Greek, the Greek warrior.

Lukas Selman [00:29:20]:

He has his beard, And he’s a yeah. And I saw it, and I was just walking past it, walking past it until one day I decide to buy it. So I walk in, And it’s this, older gentleman that happens to be from Sweden and and half Swedish. So we start talking in Swedish. I buy the the statue. He’s he gets very happy. And, we start talking, and this this guy is about 72, 73. We start talking, and it’s it it turns out that he never had a he never had a vacation in, like, 40 years, and his family, his wife and kids Oh, in Sweden, he’s in Spain running the shop, working there 9:9 hours a day or, you know, 10, 12 hours a day being being old.

Lukas Selman [00:30:04]:

Just tired, man. Like, literally tired. And then I was like, that’s too bad. Like, I I hope things turn out well for you. And, I go about my day. I take my statue with me home. And in the evening, I get an idea. I’m like, hey.

Lukas Selman [00:30:19]:

He’s got a beautiful office. I I I love history. I love antiques, and he has a he has really good Wi Fi. I could just plug my computer and Do do do some calls, do some work. At the time I was doing, I was selling Google My Business to Swedish businesses in Sweden your town. 1018, 2019. Went went really well, but that you know, that then I moved on because of this. Anyways, I I I that evening, I I was so excited because here I have this older gentleman who wanted to go to Sweden, But never had like, he didn’t have an employee.

Lukas Selman [00:30:58]:

He couldn’t just leave the shop. Right? So the very next day, I I buy 2 coffees, 1 for him, 1 for me. I go into the tea shop, and I’m like, hey, man. Here’s a coffee. I have a proposal for you. How about you go to Sweden for 2 months And you leave me with the office. I’ll keep the doors open for you. I’ll take 20% of everything that comes in, And you just let me put my computer here, and I let me work.

Lukas Selman [00:31:27]:

The the in 3 days, he was in Sweden, And I ended up working in that antique shop from that antique shop from July to to September. It was a beautiful experience. Beautiful experience. So I I go, you know, I I go to be in a in a beautiful office in in the in the central town. Have my coffees, have, you know, 10 to 1 or 2 customers a day, and that’s it. And that’s when it occurred to me, You know, be a solution and find ways to utilize Underutilized assets or motivated buyers or or business owners. And in this case, it was literally The the guy who really wanted to take a vacation, but couldn’t because he did he couldn’t find someone to to take care of the business. And on the other hand, here I was offering, saying, you know what? Just give me 20 20% of everything that comes in, and just let me work from here.

Lukas Selman [00:32:30]:

So that’s that in in my experience, business has nothing to do with contracts and legal stuff. It has mostly to do with mutual benefits. Right? And that’s when I got the idea. You know what? I bet you there are every single business has this problem in one’s one way or the there. They want to do so many things, but they just don’t have the bandwidth, and they’re getting money on the table. How could I come in and And and become an investor slash partner instead of just a service provider. Because at the time, I was I was learning about call providing. I was learning on email marketing, but just learning about it.

Lukas Selman [00:33:09]:

Never had never even never had experience with it. I’m not a corporate. I’m not a marketer per se, But, that’s where that’s where I started. And I started to reach out to people in my network, my Facebook friends, my, Some some people I did business with in the past, and they really liked the idea. And I started to just, you know, play with the idea. And, That’s when I just take took my Gmail account, and I found a bunch of businesses online. I put them on a spreadsheet and just started contacting. By the 7th email, I got one response, and that was from a coaching business, a fish business, and so on.

Lukas Selman [00:33:47]:

By by the way, a real a a really good a really, really good, so software that I use is called Snov. Io Small Dot IO. It’s a Chrome extension that allows you to go into any website and click on the extension and grab the email address Of the owner of that webs business. So if you wanna if you if you wanna get in contact with anyone, Just put on their website and, extract their email. Really good one.

James [00:34:18]:

Oh, that’s clever. How do

Lukas Selman [00:34:19]:

you spell that? Snov, s n o v, dot iosnov. Io. Alright. I’m I’m not affiliated with with them in any way. I just I’ve used them for, like, 4 or 5 years. I I love them. They’re really, really good. But, yeah, that that’s and I I promise you, if you If you so I’ll give you a perfect example of how I approach coaching consulting based businesses in this manner.

Lukas Selman [00:34:47]:

And and, for those of you that that are not in the coaching slash, you know, education business, Most of the education business has a low ticket offer, then a high ticket offer. Right? So or either low ticket offer being from 0 to a100 or $1 to $100, or a a free free resource. Right? And all these, coaching businesses and education businesses have thousands of low ticket buyers, but most of them Are not ascending to the high ticket offers. So my approach to these coaching cons coaching businesses is, hey. I I was looking into your coaching business. I really like it. I’m interested in investing. I would be willing to potentially Invest a 100% into a a sales campaign to bring more people from your low ticket offer Into your higher back end offer.

Lukas Selman [00:35:49]:

Are you fully kept out, or do you have capacity to bring in more students? That’s a conversation starter. Mhmm. And once the conversation starts, it’s not about a sale. It’s just about a conversation starter. So once the conversation starts, they always say, hey. That’s very interesting. Tell me more. Now we have a conversation.

Lukas Selman [00:36:09]:

So that’s that’s that’s how easy it is because I’m not there pitching and saying, Hey. I do email marketing. Hey. I do direct mail. Give me $10,000, and maybe you’ll get something in return. You know? So I’m putting my my my money where my mouth is. I’m not saying how much money I’m gonna spend. I’m not saying how many hours I’m gonna I’m just saying I’m willing to invest and put, you know, I’m willing to invest a 100% in a sales campaign and Ascend your low ticket buyers to your, to your high ticket back end offers.

Lukas Selman [00:36:44]:

If this was a SaaS, for example, I’d say, Hey. I’m, I really like your SaaS. I’m interested in in a 100% funding a sales campaign To take your low tiered customers and ascend them to the high ones or run a campaign To bring some of that churn back to you, would you be willing to discuss this? And mind you, you’re not working from from 0. You’re literally working with their assets. So it it’s a perfect trade off in which They’re giving you access to their audience, trash can audience, or past buyers, or low ticket buyers. And there’s a lot of money in that. There’s a lot of invested money and energy in that. And you are meeting them halfway and saying, I’m gonna put my energy, my time into this.

Lukas Selman [00:37:35]:

And 7 times out of 10, it works out. Three times out of 10, it just doesn’t. There’s no explanation to it, but it just doesn’t. That’s the name of the game. So

James [00:37:46]:

yeah. That’s all right. That sounds very cool. So you do this, you spend the time and resources, whatever, putting out this thing. How do you get paid then? Do you get a percentage of the results?

Lukas Selman [00:38:00]:

I do. I do. In my case, I love recurring based businesses because I get a a recurring commission every time they buy Or high ticket coaching. And I’ve gotten deals as much as 50% from this. Like, 50% commission. Yeah. Right. Yeah.

Lukas Selman [00:38:18]:

50 yeah. 50% commission. The it happens to me once. Normally, it’s between 30%. The higher the tickets, if we’re talking, like, 8 k above, it’s between 15 and 25%. Alright. If we’re talking 5 k’s and 3 k, I’m getting 50% or 40%. Okay.

James [00:38:39]:

Yeah. Gotcha.

Lukas Selman [00:38:41]:

Very good. Yes. Yeah. That and And and here’s the and here’s the thing, man. There there’s no secret to it, except the dynamics have changed. Now I’m not a service provider. Dude, I’m an investor, so we’re going into into this 5050. We’re I’m putting my time, my energy into making this work.

Lukas Selman [00:39:01]:

So they understand this. So they were willing to to bump it up. Right? Because you I’m again, it’s a trash can asset, so they weren’t doing anything with it to begin with. Right.

James [00:39:12]:

Yeah. Anything is better than 0, and right now they’re at 0. Exactly.

Lukas Selman [00:39:17]:

Very cool.

James [00:39:17]:

It’s impressive. I imagine that works really well with something that can scale easily such as software or something of that nature?

Lukas Selman [00:39:24]:

To do with yeah. Absolutely. And and and here’s another thing that’s Pretty interesting. I’m playing with this idea now. I’m not there yet, but I’m just playing with this idea, and that is And that is the the the world is bigger than the US markets. I love the US markets. I have I have 90% of my my my partners or clients in the US, but I’m telling you, many of the softwares and many of the, you know, many of the tech you’re using today is coming from Europe, from Asia, from South America. And, you in the US, you guys are 20 years, 30 years ahead in everyone in regards to sales and marketing.

Lukas Selman [00:40:07]:

So don’t be afraid. What I’m trying to say is don’t be afraid To target a SaaS company in Sweden or Norway or Germany or UK because there’s a ton of them. And the beautiful thing about SaaS and technology based business is that the common language is English every time. So you will have no problem talking to anyone, Any of the owners or any of the managers in English. So I’m just putting it out there because that’s something that I’m playing with right now because I was blown away. I I talked this A friend of mine in Finland, and he’s only targeting Finnish companies. You know what I mean? Finland is, like, you know, 4,000,000 people. Yeah.

Lukas Selman [00:40:45]:

It’s SaaS company. It’s exciting, man, but there’s a SaaS company out there. I forget their name, but they have 65,000 customers. And it’s a SaaS company that does, like, tracking for Google Ad spend. Who would have known, man? Like, who would have known? You know? So So my point is many of the SaaS companies located in the country have 80% of their customers around the world, in the US, in the UK, Australia, Germany. So it’s a global market is what I’m saying. So Yeah. You know? The, but we are free to, to check out new

James [00:41:23]:

markets. That’s cool. That is really cool. Now you alluded to something or as I introduced you, you’re moving. I don’t know. I guess I wanna say across the globe, but I guess it’s not across the globe. You’re you’re moving a distance for the love of your life. So tell us about that.

Lukas Selman [00:41:49]:

It’s a it’s in a state of war with Israel. But when I went to Lebanon 2 weeks ago, I was complete team. Not only with the country, but I met a beautiful woman there. And, you know, as a man, you know. You know? You you may have a 100 women, but when you find, You know, your future wife, you just know. And that’s what

James [00:42:09]:

happened. So you went to Lebanon for fun, for just touristy stuff. Is that right?

Lukas Selman [00:42:14]:

Yeah. I went well, actually, a Middle Eastern tour, like a Mediterranean tour. I went to Greece, Cyprus, Armenia, Lebanon and Georgia. And out of all these places, I lived in Greece before. I love Greece, but Lebanon, If any of you guys have the chance to go to Lebanon, it’s the most amazing place. Everyone speaks English. It’s a huge American, colony, and one of the biggest US based military bases in the Middle East It’s in Lebanon. They have American universities, and, yeah, America and Lebanon have beautiful relationships.

Lukas Selman [00:42:54]:

So everyone speaks English. Everyone is super educated. There’s a lot of luxury. Obviously, a lot of struggle there as well. But, you know, beautiful seas, beautiful, food, culture, anyone that is conservative, you know, Like, traditional values, Lebanon is freaking amazing. It’s a Christian country, and, they have churches everywhere. Like, every every corner, there’s a beautiful Stone Church. And, Yeah.

Lukas Selman [00:43:23]:

Apart from the the woman that I met there, Lebanon is a beautiful place to explore. Spirituality, get closer to God, you know, family orientated, very family orientated. So It’s it’s it’s a whole chapter, but, it’s it’s happening, and I’m very excited.

James [00:43:42]:

So you just Just so I understand this. You met this woman a couple weeks ago while you’re on vacation, touring the world, whatever, and you’re deciding to move to a different

Lukas Selman [00:43:51]:

countries. Yes.

James [00:43:52]:

That’s It’s pretty cool. It’s bold. That’s bold.

Lukas Selman [00:43:55]:

It is bold, man. It is bold that it’s there’s no logic. I understand. There’s no logic. The state.

James [00:44:01]:

I’m not trying to argue either way. I think

Lukas Selman [00:44:03]:

You know?

James [00:44:04]:

I mean, kudos to you. It’s one of those those times when you see people jump off a cliff into the ocean kind of thing. You’re like, you

Lukas Selman [00:44:10]:

know what? Yeah. Yeah. No. I

James [00:44:11]:

I can’t say you’re wrong. It looks awesome. I can’t

Lukas Selman [00:44:14]:

say that. Yeah. Yeah. And, yeah, I’m I’m happy, and, It’s That’s the name of the game. That’s the name of the game, man. You know, the the unknown the unknown, it’s it’s beaut Yeah. It’s beautiful. And, to To be fair, I I was there.

Lukas Selman [00:44:30]:

I felt like a special connection to the land and, you you know so that that’s the next chapter, in in, you know, my Very cool. In my but but I I wanna touch on I promised how the chat based sales. Yeah. Yeah. Yeah. I wanted to touch on, you know, how that works and the the the frameworks you gotta overcome To may basically make any sale, but that translates to chat based. Right? And let me turn on the 4th fan here because I’m dripping.

James [00:45:02]:

Sure. No. You’re good. You’re

Lukas Selman [00:45:06]:

the Let’s see here. You tell me if it’s too loud, and I’ll just, you know, I’ll just shut it off. Okay. Awesome. Alright. So it’s never about your product. It’s never about we have this tendency when when people ask us about a solution, you know, or they’re interested. We always, always, always, always, like, Instinct, go to our offer about us.

Lukas Selman [00:45:33]:

You know? How long we’ve been in business? How long how this product is amazing? But we never actually we never we never, realized that it’s always, always, always about the customer, the prospect. So I’ll give you a perfect perfect example. If someone reaches out in one of my hand razor emails and saying, You know, I’m interested in in what you have to offer, and I wanna hear more. The the tendency is to just write a a paragraph and say, this is the cause. This is what we do. This is amazing. Just buy. Okay? Instead, what you should do is just saying, I’m so happy you’re you’re reaching out.

Lukas Selman [00:46:16]:

Tell me, what’s going on your in your life that has you looking for possibilities? Just open up a conversation and just always turn the attention to them to them to them. You know? It’s like I I always look at it as a as a island. There’s 2 islands. It’s hell island and heaven island. Right? Right now, the prospect is in hell island. They have a problem. It’s not getting any better. They’re in pain, And they want to get to heaven islands, but they don’t know how to cross.

Lukas Selman [00:46:49]:

Right? And there’s a bunch of charts in the water. Your job across It’s not to take them and just push them into the water because you don’t know if they’ve tried to swim and the sharks tried to get them. You don’t know if they tried to build the boat And the ball didn’t work. So you can’t offer resolution before you’ve understood where they are, What they’ve tried before, why it didn’t work, and why now is a good time for it to work. So if you go if you go through the those process, Like, I can’t offer you a boat, or I can’t offer you a helicopter if you’re afraid of flying. Mhmm. Right? So if if my solution off the cuff is, You know what? Let’s get on a head helicopter. You know? No.

Lukas Selman [00:47:33]:

No. No. No. No. No. No. I’m afraid of heights. No deal.

Lukas Selman [00:47:36]:

I’ll I’ll stay here. You know? I’ll I’ll wait I’ll wait my turn. The statehouse. Here’s the yeah. You know? Here’s the framework. Like, what have they tried before? Why didn’t it work, and why is this now a good time for them to make a change? Those 3 questions open up, a floodgate of opportunity for you to make business. Because now you know, what have they tried before? Oh, I’ve tried email marketing. It didn’t work.

Lukas Selman [00:48:06]:

I’ve tried personal coaching. Just didn’t work. So you can’t offer email marketing or personal coaching. You have to figure out What they’ve done before, and then you gotta figure out why didn’t it work. What was it about that that you didn’t like? And what would you like to see instead? If if if there was a solution, how would that solution be like? So you’re you’re constantly putting the attention on them and let them, You know, bring forth the solution, and then you pair your solution with with what with with what they want. Right? So that’s, that’s the framework of any sales, basically, but also chats. I’ll show you tons and tons of of of conversations Where the first thing I say is, I’m so happy you reached out. Tell me more about your situation.

Lukas Selman [00:48:55]:

You know? Instead of talking about my product and what What we’re offering, just tell them more about your situation. Then they will say, oh, I’ve been in this for 5 years. We would hit a plateau. We don’t know what We don’t know what we’re gonna do next, how we’re gonna do it. Then my next question is, oh, that’s cool. You’re you’re you’re done A couple of 6 figures, but you hit a plateau. What have you tried before? You see? And then they say, oh, we tried the We try them, Facebook ads. We we put, like, $20 in Facebook ads.

Lukas Selman [00:49:25]:

It just didn’t work. And why did why why do why do you think it didn’t work? And what, you know, what what would the solution be like? And then just have a conversation that some of these high ticket chats, and I’ll show it to you. Some of these high ticket chats Go on for 48 conversations back and forth until the sale is made. Wow. But those 48 conversate those 48 back and forths It’s in a span of 3 to 4 days. But but but now we’ve got in such close bond, and now they they know and I know I have a clear picture of where they are at, and it’s it’s the guard is down, and they feel like They’ve made the right decision. Now now now I’m gonna show you the big secret, the the the secret sauce. And this is a beautiful concept, that you can apply to almost anything on how to run sales campaigns.

Lukas Selman [00:50:21]:

Okay? So remember I said I have a 3 step process. So the first the first step is I got the list. I got access to the list. Now what happens? Okay. I write a head raise for campaign. What that means is I’m just gauging the mark the the the audience. I’m gauging the the the list. And I’m basically just saying, hey.

Lukas Selman [00:50:44]:

I got this. It’s supposed to solve this. It’s for these and these people. Would you be interested in in joining me, you know, or or learning more about this? You know? Give me a yes or back with a yes or reply back with more info, and I’ll get back to you. That’s a hand raiser campaign. Not a hand raiser email. That’s the first one. The second one is what I call the The qualifier.

Lukas Selman [00:51:09]:

That’s basically when they reach out. They give you the handwritten say, yes. I’m interested. Then I say, okay. Tell me more about your situation. We go back and forth. It may take 5 back and forth or 48 back and forth. Okay? But by that time, I know what they’ve tried before, What they didn’t like about what they’ve tried before, their situation, what they’re hoping to to gain in the future, what they’re hoping the solution will be, And here comes the, the big the big, like, the big enchilada.

Lukas Selman [00:51:41]:

I never showed them the offer Before I’ve had the qualifier, because I tailor each offer document or each sales page To each and every, prospect that I’m that I’m sending this to. Oh, wow. If yeah. So and by the way, the offer document, I always do a Google Docs. I don’t do landing pages so often. I just do it Google Docs. I do a Google Doc, and in the Google Doc, I specify the the the the details of the offer, What it’s about, how much it costs, and everything on a Google Doc. But based on our conversation prior to showing them the Google Doc, I infuse the Google Doc with their situation and our conversation.

Lukas Selman [00:52:24]:

So when they read the Google Doc, it’s personalized to them. So when they repeat it, it’s like, oh, this is per this is just like I you know, this is my this is me. So that’s that’s a 3 step process. You tailor the offer. You you don’t manipulate or lie. You just tailor it. You just Put an emphasis on what they feel important. And if your offer matches that, then you can word it that way.

Lukas Selman [00:52:49]:

You know? And So so that’s the that’s the big enchilada that I’ve, dabbled with the past 9 months, and the conversions have skyrocketed.

James [00:52:58]:

Oh, that’s

Lukas Selman [00:52:59]:

awesome. Yeah. I showed the offer. I I showed the offer document to each and everyone specific to their needs. I infuse it in in in, you know, in each and every every

James [00:53:12]:

prospect. Very cool. That is impressive.

Lukas Selman [00:53:16]:

So so that’s the, you know, that’s the that’s the system or the way of working. Fly the company, Get them to give you their underutilized assets. Caveat. A list of buyers is much were much more worth Then a list of freebies. I’ll tell you. A list of 500 a a list of 500 buyers is more more worth than 10,000, people who never bought. I’ll much rather work with 500 that hooked up their credit card and bought at Even if it was $1. So always go for, past buyers, trash can.

Lukas Selman [00:53:57]:

If not, It’s not the end of the world, but always try to go for that. Then start with email, and it’s very simple. You can literally You you send the email from their internal, like, KVO, ActiveCampaign,

James [00:54:11]:

like

Lukas Selman [00:54:11]:

and and then you just get access to that, or You just set up a Google, a free Google domain, like a free Gmail, and have the CTA say, if you’re interested in in in doing more, Just reply to this email with this subject line, and then you continue the conversation on the email from that you control. And once you’ve gathered funds, now you have opposition and and, you know, war chest To go into direct mail, to go into SMS, to go into Facebook ads, and literally create a profit center for both of you. And then, when you actually do the sales, just follow that 3 step process. Tell me more about your situation. What did you like it? What didn’t you like about the solutions you tried? Why didn’t they work? What are you expecting to work? Like, If this didn’t work, what will work? Do you have any idea? Just and have a conversation.

James [00:55:06]:

Gotcha. Tell me why would you use a Gmail address versus, one of their domains? So at ABC company.com or whatever their their

Lukas Selman [00:55:16]:

You know? Yeah. No. It’s a it’s a very good, like, yeah, it’s very good, like, clarifying this. So good question, and let me clarify. The hand razor campaign always, always, always goes through their internal active campaign. So they do the best. Right? But many many many, companies, don’t want to give out their whole active campaign, and that’s that’s understandable. So what would the the the solution I found to work equally well is that they send out the first email.

Lukas Selman [00:55:48]:

Right? And inside the email, I say, hey. If if you wanna raise your hand, if you’re interested, reply back to this email. This email is like, vip, vip, company name@gmail.com, which I control, which I have logins to, and all the responses, all the hand lasers will go to this email. That’s what I mean. Did did that clarify?

James [00:56:10]:

Yeah. Yeah. Yeah. Definitely. No. I see a lot of companies reach out to me with, I mean, as podcast guests, as whatever vendors of some kind. And I see Gmail accounts way more than I see an atlegitimatebusiness.com or something like that.

Lukas Selman [00:56:28]:

Yeah. I use I use a Gmail account. I love it. I’ve I’ve sent out probably tens of thousands of emails from my personal Gmail. And So I guess what I

James [00:56:39]:

was what I was wondering is Is that a way to avoid ending up in the spam or black flag in your own?

Lukas Selman [00:56:46]:

No, man. Listen. Yeah. Listen. If, in in my experience, as As soon as I start to personalize each email a little bit, at least in the first sentences, I can send out a 100 emails a day without a dead spam. I’m cold outreach. Cold outreach. So that’s my experience.

Lukas Selman [00:57:05]:

And so I I don’t have, like, a particular Data or, you know, statistics, but I use Gmail, and I love

James [00:57:11]:

it. Gotcha. Okay. Super cool. Super cool. Lucas, we are pretty much out of time here. And you’ve covered a lot of ground when it comes to sales and all that kind of stuff, which is impressive. This is funny you say that because I don’t know of any business that doesn’t have that list of people that either did business in the past or people that reached out and they just, I don’t know when you’re you leave money on the table.

James [00:57:35]:

Yep. I always think of

Lukas Selman [00:57:37]:

poker game. You sweep your arm. There’s still a stupid side. I’ll leave you I’ll leave you with this, Yeah. The I mean, the deal is not done yet, but I’m talking to one of the biggest insurance companies in Australia that that does mining and oil and gas insurance. So 1 customer can be worth a $100 a $100. So I literally reached reached out to them only and said, How many of your clients, have either, you know, bought something from you in the past that are not you know? Or Or you have a discovery call and never convert. That’s a big one too.

Lukas Selman [00:58:12]:

Do you have a list of people who did a discovery call but never convert it? That’s a trash can asset because they spent ads to get that person on that discovery call. So there’s there’s built up momentum. There’s built up energy in that asset. So I’m in I’m in talks now to do a campaign, to do an email campaign. And if that goes well, a direct mail campaign to their List of 800, big, big, corporate clients that never bought from them. They were on a discovery call. They were on, like, 1 on 1 Zoom, but they never converted. So and that that’s amazing because if if we if we get 1 or 2, We’re talking 2, 300,000 a year.

Lukas Selman [00:58:53]:

So this is the potential of this. Like, that that’s the whole thing. Approach businesses and say, hey. How many of your your your leads just didn’t convert from a from a discovery call? 90%? Cool. Do you have your email addresses? Yeah. We do. Would you mind if I 100% funded a sales campaign where I bring some some of that money back to you? Who would say no? At least the conversation Right? Okay. Agree? That’s my point.

Lukas Selman [00:59:22]:

That’s why I in the leverage and the dynamics go from service provider to

James [00:59:29]:

investor. Very cool. That’s impressive. I love it. I love it. Lucas, thank you so much for being on the show.

Lukas Selman [00:59:37]:

Thank you, man. Thank you. And, if you’re ever in Libya, Lebanon, or Stockholm, reach out to me, and we’ll have some dinner in coffee.

James [00:59:45]:

You know, it sounds like a interesting place to visit, so I gotta check it out. They have Internet. Right?

Lukas Selman [00:59:50]:

Yes. They had into Yeah. By the way, I’m I’m buying one of these Google, Google Internet modules. You can buy them from Amazon. You you put in a chip, and it it gets, like, a 100 gigabytes of Internet. You put it in your pocket. You put it in your bag, and you have Internet wherever you go. Oh, I liked it.

Lukas Selman [01:00:11]:

Yeah. Just yeah. Yeah. Just go just go go on Amazon and and and type in, like, portable Wi Fi. Yeah. The point of the Wi Fi and and it will come up.

James [01:00:21]:

Alright. I’ll have to check that on. That’s pretty cool. I love it.

Lukas Selman [01:00:26]:

This is

James [01:00:27]:

This has been authentic business adventures, the business program that brings you the struggle stories and triumph and successes of business owners across the land. We are locally underwritten by the Bank of Sun Prairie. If you’re listening or watching this on the web, if you could do us a huge favor, Give us a big old thumbs up, subscribe, and, of course, share this with your entrepreneurial friends. I guarantee that if they have a business, they have a list the trash can assets that loose Lucas was talking about. Guarantee it. My name is James Kidman, and Authentic Business Adventures is brought to you by Calls on Call, offering call answering and receptionist services for service businesses across the country on the web at calls on call.com as well as the bold business book, a book for the entrepreneur in all of us, available wherever fine books are sold. We’d like to thank you, our wonderful listeners, as well as our guest, Lucas Selman. Lucas, I forgot to ask.

James [01:01:19]:

How can people find you?

Lukas Selman [01:01:23]:

Oh, I’ll I’ll put in my personal email Yeah. Yeah. Personal email works best.

James [01:01:29]:

Alright. Easy enough. Lucas Selman’s the young driven guy you fall in love and who’s gonna be moving to Lebanon and can help businesses grow by taking care of those trash can assets. That is incredible. Past episodes can be found morning, noon, and night. The podcast Think Fund at draw in customers.com. Thanks for listening. We’ll see you next week.

James [01:01:47]:

I want you to stay awesome. And if you do nothing else, enjoy your business.