How to Get Your First Real Customer

“Give someone $100 million dollars and all they can do is think of themselves as a one-day billionaire.” That’s a quote from the movie Disclosure that Jim Beach flung at me in a rowdy episode of School for Startups. There’s a hard nugget of truth in there - there’s never enough money. I felt that myself - I kept setting higher and higher income goals until I realized that my lifestyle wasn’t getting any better with the extra income. I had achieved everything I set out to achieve. There had to be more to my purpose in life - which is why I started my training program Agency 2.0.

We also talked more in-depth about my brief stint as the biggest publisher of Amish romance novels on Kindle, and the surprising lesson that taught me. That Kindle-publishing business model actually worked … but the margins were too low. You had to be the best Kindle publisher in the world in order to make six figures at it. What I needed - and found in my digital agency - was a business where I could meet my financial goals, even if I was just okay at the business.

Jim also subjected me to his “Quick 10” rapid-fire lightning round of questions, wherein I almost won a car, and we touched upon:

• My favorite entrepreneur and my favorite superhero.
• The best advice and worst mistakes for entrepreneurs.
• My favorite creativity hack and bootstrapping trick.
• How to get your first real customer.

About the Show: Jim Beach is the host of the School for Startups Radio.

Full Transcript

_{Jim Beach: Hello, everyone. Welcome to another exciting edition of “School for Startups” radio. Today is Tuesday, the 22nd of December. Only three days left. I hope your shopping is done. I hope your plans and all of your festivities will be exciting but safe. My family last year we had 25 at my house or Christmas. I think this year we’re going to have six. So the four of us, the four that live here, and then parents, my parents will come in, and my wife’s mother will come in, and not probably at the same time. It’s just not going to be the same thing.}

_{The other thing I do want to say this about the pandemic, and all of the things we’re living through. I want to point this out, I said this to someone the other day, and they looked at me like I was crazy. This could have been so much worse. I almost want to call it pandemic lite. It’s not as bad as the movie. And I’m referring to all of the pandemic movies. There was “Contagion,” and “Outbreak,” and quite a few. There was a Dustin Hoffman one I think.}

_{In those movies, if you get the disease, you die horribly and painfully within 24 hours. And everyone who gets the disease dies. We are so far from that. It is a horrible death the COVID-19 but still, not everyone gets it dies. And not everyone dies an excruciating death. And I mean like in the movies you have your eyeballs popping out and stuff like that, right? If we have to be thankful for anything, let’s at least be thankful that our medicine is good enough that they can save a good huge chunk of us.}

_{All right, we got a great show for you today, and I am excited. I also want to get one more thing off my chest. We have a week or so now until the new year. During that time, please go find some quiet time to sit down and write down your goals for 2021, your best guesses in all of the categories. Your spiritual goals, your personal goals, your development goals, your business goals, your family goals, your health goals. Those are some of the buckets you may think about. Please go sit down and actually do that. And maybe give it to your spouse, or a bartender or something like that. And tell them that they get to hold yourself accountable and see if your year, 2021, is better.}

_{Also, I think that this is the best time ever to go and go do something new, and to start a new business, and to be excited about a new business. It’s sort of like a redo, a reset, for the entire country, the entire world, the entire economy. Now is the time.}

_{We do have a great show for you today, and I appreciate you being with us. We’re going to start off with Dylan Ogline and building an agency. We’re going to learn how he did it. How he went out and built an agency-- digital of course-- but this will work for so many different “agency” models.}

_{We’re then going to have Bank of America’s The Academy. I don’t know if you know this, but Bank of America has an organization called The Academy. I think its for internal trading. Their John Jordan will be with us to talk about how Bank of America does the training for 80,000 of its team members. And then from Facebook, Sarah Schiff will be with us and is going to help us learn how to avoid scams as we get into the new year and have a great, safe time. Anyway, great stuff, I appreciate you being with us. We’ll be right back.}

_{We are back, and again, thank you so much for being with us. We appreciate you spending some time with us today. Got a cool story to share with you now. This is one that we’re going to be inspired by and learn from. Please welcome Dylan Ogline to the show. He started off a million dollars in debt with ten businesses that were going sideways, none of them were doing anything, and decided to focus. And he went out and picked one of the businesses and got so good at it that he’s now a teacher helping other people go out and build digital marketing agencies that do seven figures a year. Dylan, welcome to the show, how you doing today?}

_{Dylan Ogline: I’m doing great, Jim, thanks for having me, and thanks for putting the pressure on. Everybody’s going to get inspired by this chat we’re going to have. So I got a lot of pressure on my shoulders right now. I’m feeling it, man.}

_{Jim Beach: You’ve got like light glowing off of your head right now.}

_{Dylan Ogline: Yeah. I’m feeling it, man, I’m pumped. I’m pumped.}

_{Jim Beach: That’s right. We’ll even give you some halo music here maybe. How about that?}

_{Dylan Ogline: Oh, that’s beautiful, I love it. Yes.}

_{Jim Beach: All right, how’d you get yourself a million bucks in debt? That’s pretty impressive effort.}

_{Dylan Ogline: It took a lot of time, a lot of stupidity. What it was is some of that was definitely some real estate investments, but I think close to $200,000 of that was credit card debt. I have no idea how I kept it going and I never failed on paying all that stuff. But it was just bouncing around from business idea to business idea not really focusing on one single thing. A lot of people would ask me like, “Tell us about your failures and everything.” It’s not that everything or anything really failed, it’s that things never got off the ground. So that’s it was just 12 to 13 years of just grinding away, spending money on all kinds of unnecessary stuff. Investing in dumb stuff that absolutely nowhere because I wasn’t focused, man. That’s really what it became.}

_{Jim Beach: So are you a shiny ball syndrome guy with no one acting as guard rails? Because I’m that guy but I have my wife and she beats the hell out of me. I have a new idea she goes ka-pa! And then I don’t have an idea now.}

_{Dylan Ogline: Yeah, shiny object syndrome is definitely something I’ve had for the absolutely longest time. It was always like the new big idea and it was…}

_{Jim Beach: What were some of those? What were some of these brilliant ideas along the way?}

_{Dylan Ogline: I would like to comment though it was, for me, it was desperation. Because I was so desperate to get something to work. It was like, “Oh, this will be easy.” So the one I always talk about because it’s almost silly is Kindle publishing. So I took this program where, long story short, I would pay like writers like $50 to write these short ebooks, and then you get somebody to make a cover.}

_{Jim Beach: I saw that guy! You get rich. I’ve seen this!}

_{Dylan Ogline: Yeah.}

_{Jim Beach: It doesn’t work? I was just about to buy that methodology.}

_{Dylan Ogline: Well, let me comment, let me comment. It does work but this was a lesson I learned that you need to focus on things where there’s high margins. Where if you just end up being okay or good at it, you still end up making your financial goal. So like the guy I was following he was making like say $10,000 a month, but he was like the best in the world at it. And for a short period of time, and this is like funny and stupid, was I was the world’s…}

_{Jim Beach: Wasn’t he writing sex books and denying it too?}

_{Dylan Ogline: I don’t know. I don’t know. For me, what you’re supposed to do, you’re supposed to target certain key words. For a while, I was the biggest Amish love novel kindle publisher in the world.}

_{Jim Beach: In the world, wow.}

_{Dylan Ogline: I was number one, baby, and I was making like $300 to $500 a month.}

_{Jim Beach: Wow. We’re going to have to redo your intro now to include that. The world’s number one Amish love author novella writer.}

_{Dylan Ogline: I wasn’t the writer but I was the publisher.}

_{Jim Beach: Oh that’s right. The publisher.}

_{Dylan Ogline: I was the publisher. Absolutely, baby.}

_{Jim Beach: And who did you find to write these jewels?}

_{Dylan Ogline: So this was now it’s Upwork, it used to be I think Elance? Elance was what it was called? Yeah I just like posted a listing and I think there were like 2,000 word books, and it was just I found a couple authors, and that was it.}

_{Jim Beach: Well, Dylan, I have to tell you this little story. Are you at your computer?}

_{Dylan Ogline: Yes, I am.}

_{Jim Beach: Would you go to a website for me?}

_{Dylan Ogline: Sure thing. Where do you want me to go to?}

_{Jim Beach: War, W-A-R, 19.com. war19.com.}

_{Dylan Ogline: Oh yeah. Yeah. I think I saw that. I think I saw you’re on LinkedIn.}

_{Jim Beach: Two books, 250-pages each, both 100% outsourced, and they just this last day or two made the BuzzFeed ten most items you have to have for Christmas.}

_{Dylan Ogline: If I recall, I think I saw one in your LinkedIn. This is satire, right?}

_{Jim Beach: Pure, yeah, it’s all comedy.}

_{Dylan Ogline: Pure satire. Yes. I need to buy, my brother one of these.}

_{Jim Beach: Yes.}

_{Dylan Ogline: Oh, you can get a paper book. Paperback, excuse me. Yes, that’s what I’m buying. Thank you, now I know what to get everybody for Christmas.}

_{Jim Beach: There you go. We appreciate the sale. So and you can brag that this was on the BuzzFeed ten most necessary items you have to have list. And then they’ll be really impressed that you’re like BuzzFeed savvy.}

_{Dylan Ogline: Absolutely.}

_{Jim Beach: So anyway, I didn’t write those, but it’s got my name on the cover.}

_{Dylan Ogline: You outsourced it, right?}

_{Jim Beach: I outsourced the whole damn thing. In under two months I had 500 pages written for me.}

_{Dylan Ogline: Yeah, half the stuff that I’ve had written out under my name, I didn’t write it, it’s ghost writers.}

_{Jim Beach: Yes.}

_{Dylan Ogline: That’s the way to do it.}

_{Jim Beach: That’s why you’re so prodigious. One time I had a professional outsourcer on the show and I made a joke that he was so good at outsourcing that he was outsourcing his sex with his wife now. And it turned out his wife had just been, he used a surrogate or something, it turned out it was true.}

_{Dylan Ogline: It was true. He actually was outsourcing.}

_{Jim Beach: Yes. He really was outsourcing the sex with his wife.}

_{Dylan Ogline: Well, come to think of it, I actually am. Is that how it went?}

_{Jim Beach: Okay. So all we’ve done so far is established that you’re a million dollars in debt. We haven’t gotten anywhere else yet. So we’re still on 1A. Okay. Now let’s go to 1B. What happened? How did you wake up and realize ten idea bad, one idea good?}

_{Dylan Ogline: Well what happened was I’d had a conversation with a mentor, long term mentor of mine, and the real short version…}

_{Jim Beach: Is he also your bartender? Just out of curiosity.}

_{Dylan Ogline: No, no.}

_{Jim Beach: Your tattoo artist? Is it your tattoo artist?}

_{Dylan Ogline: Yeah, he’s my tattoo artist. Yeah, I got all that. You spend a lot of time in that chair, so he provides great business advice. But no, so long story short, had a catch-up conversation with this guy, and I lied to him. I told him, “Yeah, things are going great. Things are going good.” But then he gets it out of me that I’m like I feel like I’m dying, I’m working too many hours, my life is terrible, I don’t know what a vacation is, I’m barely making any money. And basically his advice was to scrap everything. His specific words were stop trying to build an airline and instead drill for oil.}

_{Which to quickly explain that lesson it was focus on high margin businesses where if you’re just okay them, if you end up not being great but you end up being okay or just good, you still end up meeting your financial goal. Which, for me at the time, I just wanted to hit six figures. Like just wanted that was the goal, six figures.}

_{So literally that night, this was like end of 2016, November, December 2016. I went down in my freezing basement office, my chair was a bucket. No joke, it was like a five-gallon bucket of dry wall compound, and I sat there, and I scrapped everything and just focused on one single business, which was the digital agency, and then took it even further and just focused on one single service, which was digital ad management. That was it.}

_{Jim Beach: Okay. Why that as opposed to your basket-weaving business, and your massage therapy business, and…}

_{Dylan Ogline: And the Kindle Amish…}

_{Jim Beach: I made the others up, by the way, I’m not really implying that you were running a massage business, but anyway.}

_{Dylan Ogline: No, the basket-weaving, yeah, I did have a basket-weaving business.}

_{Jim Beach: You did have basket-weaving, I see that on…}

_{Dylan Ogline: Of course. Yeah. Yeah. So why that? So his advice was essentially focus on high margin businesses. I just looked at everything.}

_{Jim Beach: And I wouldn’t say marketing is necessarily a high margin business.}

_{Dylan Ogline: Well, the service that I had offered to like one client at the time was it’s ad management. So essentially what we’re doing is we’re just managing their Facebook, or Google ads, or sometimes YouTube ads, but Facebook and Google for the most part. And we charge a commission so it’s 10% of their ad spend. So because of that particular part right there, there’s a huge scale up. So if the client’s getting results, they’re going to want to spend more and more and more each month. So that’s just it was that and it was if I just end up being okay at this, I stand a high probability of still hitting six figures, $100,000 a year in revenue, and it took me three or four months.}

_{Jim Beach: Wow. Okay, so how’d you go out and get the customers?}

_{Dylan Ogline: So I did already at the time I already had one client where I was doing some of that service. But this is a great question, and what I recommend to people is aim for your low hanging fruit, and not everybody has this.}

_{Jim Beach: This is a great answer. I didn’t ask a great question. You were saying that the answer I’m about to say is a great one, so pay attention, everybody.}

_{Dylan Ogline: That is what I meant. Yeah, this is a great answer. Aim for the low hanging fruit. So in my particular case, I had been doing agency style of work, so I had been building websites, and logos, and just you needed a banner ad, I was your guy. You needed a PowerPoint built, I was your guy. So I had previous customers. So I just went to them and said, basically, “Hey, I’m also offering this digital marketing management service. Blah blah blah we can help you grow your online presence blah blah blah. Here’s the details.” That was it. And I think I got two previous clients to sign on. That started getting things rolling, and then I started doing Google ads, and the rest is history. Like that’s it, you don’t want to overthink it, that’s a great answer right there.}

_{Jim Beach: What is the secret to your great Google ads? Why are your Google ads so much better than Lord Bastion’s Google ads?}

_{Dylan Ogline: Isn’t that the guy from “Game of Thrones”? I don’t think he was doing…}

_{Jim Beach: I thought it was one of the Real Housewives’ husbands.}

_{Dylan Ogline: I have absolutely no idea just because I’m watching “Game of Thrones.” All right, so what makes my ads better. I don’t think they’re necessarily incredible. People think that Google ads and Facebooks ads are so difficult. They’re not. Two like cheat codes that I use are make sure that your ads are very targeted. You don’t want to be targeting everybody, you want to be targeting potential clients or potential customers.}

_{And the second thing is to write ads designed to not get people to click on them. So let’s say you offer a premium service. Let’s say you’re Mercedes and you sell $100,000 car. You don’t want to just put an ad up for new cars. You want your ad to say like, “New cars starting at $90,000.” Because then people who are looking to buy $15,000 cars aren’t going to be clicking on your ad. That’s just a cheat code there that I use.}

_{Jim Beach: All right. So I like that, and I’ve often thought about that, that the last thing I want is people not qualified customers not. And so I’ve tried to make videos, you can post videos on the ads, that are very clear this is a blank, right? Is that good? I mean do you like that?}

_{Dylan Ogline: Well give me a little bit more there. This is a blank, what is…}

_{Jim Beach: This is a book you’re buying, so don’t click here if you’re not, what’s called a reader.}

_{Dylan Ogline: Okay, so are you saying that you’ve made YouTube ads for your book, is that what you’re getting at?}

_{Jim Beach: Yeah. Or I’ve put them on Facebook. So let’s go back to War 19. I would run ads or just posts whatever in Facebook groups, get in front of Facebook customers with a video that made it hyperbolically clear that this is a book for high intellectual people. This is not “Caddy Shack.” I tried to make it clear what it was.}

_{Dylan Ogline: That is absolutely what you want to do. However, I would mention that it’s going to be extremely difficult on low margin products like that. Like I’m looking on Amazon. It’s saying it’s $15 for the paperback. I presume your profit margin’s not $15, it might be five dollars or eight dollars.}

_{Jim Beach: Yeah, but also with books, my goal is different. My goal is not necessarily to sell a lot of books, but more importantly to drive attention to the right people.}

_{Dylan Ogline: Understandable.}

_{Jim Beach: Like the people who design and choose the ten items that you must have for Christmas at Buzzfeed.com.}

_{Dylan Ogline: Yeah, so you need to take a different approach there. With us, like when we were working with clients, or somebody contacted us and they were like, “Hey, we would like you to manage our ads or whatever,” we specifically only work with businesses that have like typically high ticket items. Like if you’re selling a $15 book it’s going to be extremely difficult to get Google ads or Facebooks ads, which is our area of expertise. It’s going to be difficult to get that stuff to work there. I’m not saying that it can’t, but I’m saying that’s not my area of expertise. So if you came to us looking for us to manage your ad, I would say, “Listen, I’m not going to be able to help you. Here’s maybe some ideas for you.”}

_{Jim Beach: Yeah, but again, I’m realistic. I’m not here trying to make money off of a book. In a billion years you’re not going to make money off a book. So that’s what I’m playing. I’m playing something different.}

_{Dylan Ogline: Yeah, and I don’t know how to help you, man. That’s the truth.}

_{Jim Beach: Well, valium and lithium mixed three to five in that ratio seems to help.}

_{Dylan Ogline: It does.}

_{Jim Beach: Yeah, but, you know.}

_{Dylan Ogline: Not always?}

_{Jim Beach: You sleep for like 19 hours though so. All right, back to you. Why stop doing that and start teaching others? Why not just continue to run that and make $300,000, $400,000 a year, and have a lot of free time, and…}

_{Dylan Ogline: Well, that’s where I’m at. What happened was is the goal was six figures, like I want to get to six figures. I don’t want to be poor anymore. And so got to six figures, and then it became I don’t remember, it was probably like $250,000 a year. Like, “Oh, I want to hit $250,000,” so then I hit $250,000. And then it was $500,000, and then it was seven figures. And really, when I got to seven figures is when I was like, “Yo, like your number’s just going to keep increasing. Your quality of life isn’t really increasing. Like you have all the freedom, you’ve built the lifestyle that you want, now it’s what’s the next challenge and whatnot?}

_{So I’ve had a lot of mentors and coaches who have had a massive impact on my life. So coaching and teaching is always been something I’ve kind of been passionate about. Before starting my education company I did it for free. And it was like what can I do? And so then I have all this free time essentially, and so now I’m 95%, 98% of my time goes into my education company.}

_{Jim Beach: Donald Sutherland was in a movie called “Disclosure,” with Demi Moore and Michael Douglas, it was about sexual harassment.}

_{Dylan Ogline: Well this took a turn.}

_{Jim Beach: Well, always back to sexual harassment. And anyway, Donald Sutherland, I don’t know if he’s the one who becomes a billionaire or something. But anyway, someone gets really rich, maybe it’s their client, and Donald Sutherland is the one who says, “Is you give someone $100 million and all they can do is think of themselves as a one-day billionaire.” In other words, no matter how much money in this trap that you were describing, Dylan, no matter how much you make it’s still just not enough.}

_{Dylan Ogline: Absolutely. And by all means, that is a very privileged and lucky situation to be in, and I recognize that. And it was just like kind of the purpose of life, in my opinion, is you give back. And whatever version that might. It might be you giving your kids college education, it might be donating, it might be whatever. And again, for me, I had coaches and mentors who were just a massive impact on my life. And it was like this is something I would love to do more of and that’s how it came, that’s all it was.}

_{Jim Beach: All right, so how is this a teachable skill? Seems to me that it’s mostly just about how good you are.}

_{Dylan Ogline: What the agency?}

_{Jim Beach: Yes.}

_{Dylan Ogline: I don’t consider myself particularly good at anything. I’m a high school dropout. I have no degrees. I have no particular area of just “wow, I’m damn good at that.” By all means, it’s just starting an agency is about focus, it’s about narrowing your niche down. Like we were talking about Google ads as an example. Like that’s a common question, I get that stuff all the time. It’s like, “What’s your secret to Google ads and Facebook ads?”}

_{And it’s like there isn’t any. There isn’t some secret, it’s just about like putting it out there, testing in the marketplace, and continuing to test and test and test until it’s profitable. And realizing that there’s some industries and some niches that Facebook ads or Google ads are not going to work for. But really that’s it, it’s not that I’m like the greatest copywriter in the world, or like I can write damn good Facebook ads. It has nothing to do with that at all. Guarantee.}

_{Jim Beach: You just work harder.}

_{Dylan Ogline: I think a lot of people work hard though. I think a lot of people work hard they’re just not focused. When a student comes in and they’ve been trying. When I have students that come in that most of them have not started an agency at all and have no experience in the field, but typically when somebody does come in and they have been trying to build an agency, most of the time what it was is they were trying to do everything for everybody. They were trying to manage ads for all sorts of industries, and then also build websites, and then also do logos, and then also do email marketing design or copywriting or whatever.}

_{And like that’s the problem is that you’re doing everything for everybody so you never get good at anything. You’ll never be the best marketer in the world, that’s never going to happen. But you could probably be the best person at Facebook ads for plastic surgeons in Florida within like two months you could probably be the best at the world at that. Just like I was probably the world’s largest publishing company for Amish…}

_{Jim Beach: Amish books. Yeah.}

_{Dylan Ogline: No, not just Amish, Amish romance novels.}

_{Jim Beach: Yes.}

_{Dylan Ogline: On Kindle. I was the number one in the world at that. Was I the world’s largest publishing company? Hell no. But I was probably the number one Amish romance publishing company.}

_{Jim Beach: Dylan, are you wanting to play the quick ten?}

_{Dylan Ogline: I’m up for it, man.}

_{Jim Beach: Are you willing?}

_{Dylan Ogline: I’m willing.}

_{Jim Beach: By law, I have to ask, are you currently sober?}

_{Dylan Ogline: What do you define as sober?}

_{Jim Beach: Sober.}

_{Dylan Ogline: Have I not had any alcohol today?}

_{Jim Beach: Sure, let’s go with that.}

_{Dylan Ogline: No, I’m good. I don’t drink.}

_{Jim Beach: Aw… Would you like to pause and take a something before we play?}

_{Dylan Ogline: I’m going to have a dramatic pause for a sip of my La Croix.}

_{Jim Beach: La Croix, that’s right, yes. I know you love your La Croix. That was in your bio. It’s important to you.}

_{Dylan Ogline: It’s delicious. It’s the love of my life}

_{Jim Beach: Would you like to wager on the outcome of today’s quick ten?}

_{Dylan Ogline: Well, what’s the win what’s the loss? What are the odds here?}

_{Jim Beach: It’s a Tesla. We always play standard Tesla.}

_{Dylan Ogline: Okay, yeah, sure. Let’s do it.}

_{Jim Beach: All right, number one, your favorite creativity hack.}

_{Dylan Ogline: How long do I have to answer each of these? I wasn’t given the rules.}

_{Jim Beach: Two or three sentences.}

_{Dylan Ogline: Two or three sentences.}

_{Jim Beach: You’ve already used up your time in other words. Number two…}

_{Dylan Ogline: My favorite creativity hack is batching.}

_{Jim Beach: What do you mean?}

_{Dylan Ogline: Batching is instead of checking…}

_{Jim Beach: A whole bunch of the same thing at the same time?}

_{Dylan Ogline: Exactly. Instead of checking your email ten times a day, you check your email every other day, and just answer all your emails at once, it’s a perfect example.}

_{Jim Beach: Number two: favorite bootstrapping trick.}

_{Dylan Ogline: Bootstrapping trick. Sell before you build. So don’t build your product or your service out until you actually have a paying customer, somebody’s given you money, so that you prove product market fit.}

_{Jim Beach: Number three: name your top five passions.}

_{Dylan Ogline: Yes, no pressure, no pressure. Hockey, traveling, politics, education, and reading. Is that Five? That’s five.}

_{Jim Beach: Yes. And none of them included any people.}

_{Dylan Ogline: No. Of course not.}

_{Jim Beach: Number four: the first three steps of starting a business are…?}

_{Dylan Ogline: Don’t tell my girlfriend. First three steps. Step one would be sell before you build, we just talked about. Step two is two repeat step one until you’ve sold it, until you’ve got a paying customer. And step three would be forget that there are any other steps other than step one. Do not do anything unless you’ve completed step one. There you go, there’s all three steps.}

_{Jim Beach: Number five: the best way to get your first real customer is…?}

_{Dylan Ogline: First real customer. This can vary widely from industry to industry, but I would say like we talked about earlier, aim for the low hanging fruit.}

_{Jim Beach: Number six: your dreamiest technology is?}

_{Dylan Ogline: I think it’s called Neuralink, the Elon Musk brain implant company thing.}

_{Jim Beach: Number seven: best entrepreneurial advice.}

_{Dylan Ogline: I already said sell before you build. Let’s go with the thing that my mentor told me, don’t build an airline, drill for oil. Aim for high profit margin businesses.}

_{Jim Beach: Number eight: worst entrepreneurial mistake.}

_{Dylan Ogline: Chasing the shiniest object. Focus. Focus, focus, focus on one single high margin and scalable product or service.}

_{Jim Beach: Number nine: favorite entrepreneur and why.}

_{Dylan Ogline: Bill Gates. Not because of the money but because he seems like a relatively humble guy who is tirelessly working to make the world a better place.}

_{Jim Beach: Number ten: favorite super hero.}

_{Dylan Ogline: I only get one? Batman and Ironman. I can’t name one. Batman. Batman. Batman and Ironman.}

_{Jim Beach: All right. Fantastic. Dylan, thank you for playing, excellent score. I have your score here from the judges. Aw, oh Dylan, I am so disappointed for you.}

_{Dylan Ogline: I did not good? Aw no!}

_{Jim Beach: I’m so disappointed for you. You got a 94. One point away from winning the car.}

_{Dylan Ogline: Aw man. That’s unfortunate.}

_{Jim Beach: Yes, and the goods news is, I’m coming to your town within two months and probably sooner than that, month and a half. I’ll be able to pick up the car then.}

_{Dylan Ogline: Okay. All right. We will do that. Yup. Stop by and I’ll deliver it I promise.}

_{Jim Beach: I’d like it red, please.}

_{Dylan Ogline: I don’t know about that. No promises.}

_{Jim Beach: Okay. Well, that’s fair, I didn’t say…}

_{Dylan Ogline: No promises on color. Yes, of course.}

_{Jim Beach: Dylan, how do we find out more about you, follow you online, get us a copy of some educational how to build a marketing agency education stuff?}

_{Dylan Ogline: Sure. My website dylanogline.com. You probably have it in the show notes and whatnot. No, you’re not going to have any show notes. What am I talking about? Dylan Ogline is O-G-L-I-N-E. But if you just search Dylan Ogline you’re going to be able to find me. I do have a free ebook that I just put out. What is it? “Six Steps to a Six Figure Agency.” Totally free, just got to put in your email to get it. That’s dylanogline.com/six. I’ll spell it out, S-I-X.}

_{Jim Beach: Awesome. Dylan, great stuff. And by the way, just so you satisfied all of my claims in the beginning. You were inspirational and educational. And you even threw in a little entertaining for free.}

_{Dylan Ogline: Really? Did I inspire people?}

_{Jim Beach: You did.}

_{Dylan Ogline: I hope so.}

_{Jim Beach: You inspired, educated, and entertained. It was the trifecta.}

_{Dylan Ogline: I like to set the expectations really low and then overdeliver. That’s my goal.}

_{Jim Beach: Well that is much better than my policy of setting the expectation really high and then underperforming on purpose. Dylan, thank you so much for being with us. Great stuff. You were a great guest.}

_{Dylan Ogline: Absolutely, Jim. Thank you so much.}

_{Jim Beach: And we’ll be right back.}