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Journey to $100 Million

Author: Erik J. Olson & Kevin Daisey

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Accelerate your entrepreneurial journey by learning from our mistakes instead of making them yourself.

Join Erik J. Olson and Kevin Daisey, the founders of Array Digital, through their ups and downs and lessons learned as they grow their digital marketing agency to $100 million in revenue. In each daily episode they'll discuss what's working now, and what's not. They'll share entrepreneurial and marketing tips and tricks picked up while becoming a dominant player in the ever changing digital marketing industry.
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Like many companies, we track everything we do around here. We use a task tracker called Asana. It’s important to keep a pulse on all of the work that needs to be done and whether it’s late or not. Even if something’s not going to be done on time, it’s important to manage the due dates. If there are no rules holding the individuals accountable, then they’re just going to keep building up until they’re no longer manageable. So, we put in a rule that there are no late tasks, everything is up to date or in the future. But then we ran into a problem that certain tasks should not be moved. We have a very defined onboarding schedule and there are tasks associated with it that we set due dates on. Then there are other tasks when the due date isn’t necessarily important; things that the client isn’t waiting for. We realized that we have 2 different kinds of tasks: deliverables (things we told the client we’d have to them by a certain date) and nice-to-have tasks. Take a look at all the work you and your staff have on your plates, determine what is essential, make those deliverables, and make sure they aren’t late. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
Many years ago when Erik worked for his last employer, he was given a project out of Boise, Idaho which was in real trouble. By the time he was assigned to the project, the customer was furious. Erik decided he was going to save this project. Everyone involved, the client and everyone at the agency said he’d have to fire the team in Boise and hire one in Norfolk, VA where the company was. So Erik went out and met the Boise team and it turns out, there was nothing wrong with them besides the fact that they were located pretty far out. The team was pretty good from a technical perspective. So Erik decided he was going to save them and not fire them. For the next 6 months of the project, there were constant problems, most of which were personality conflicts. He realized as more time went on was that so much damage had been done between the client and the development team that it was just a lost cause. Both sides were unwilling to work with each other further. Eventually, the client fired the entire company from the project, him included. Since Erik had put so much time into the project, he had accepted ownership of the project and its outcome. When it went down in flames, so did his career at that company and he was branded as someone who cannot deliver. He realized that he should have fired the Boise team from the project - not the company. He should have realized that the project could not be saved. When you are put into a new situation, you have the opportunity to remold the reality of that situation, but only if you act quickly.  — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
Running a business is very hard and nothing stays the same. You have to continually plan and be ready for change; the market could change, the economy could change, employees could leave, you try a marketing or sales effort and it fails. Never get complacent and think things won’t change. But change is a good thing, it means you’re growing, opening up new opportunities. With change, you’ll be met with new problems. You and your management team should be ready with processes for situations that could happen and you can find the hole in the process where problems need to be fixed. Make sure you have an emergency fund in preparation for potentially bad days but, more importantly, prepared for the amazing opportunities that will come too. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
In this episode Erik talks about a big event Array Digital has coming up soon. It's called the State of Digital Marketing Address and it's taking place February 20, 2020. We're pretty good at putting together a Meetup that takes place once a month in Norfolk, Virginia. It's called Marketers Anonymous and we’ve been putting it on for about a year and a half now. We usually have at least 40 local marketers attend these learning events where we talk about all things marketing. It’s a free event that features one or two speakers talking about things that have worked for them and trends they see for the future. This year we’re going to ramp it up and host a bigger event. We're looking to get 150 to 200 business owners and marketers to attend the event we’re calling the State of Digital Marketing Address. The name resembles the State of the Union Address and that is on purpose. We're going to have a presentation for roughly 45 minutes and the rest of the evening will be networking, drinks, and hors d'oeuvres. We're going to focus on digital marketing trends for the coming year and how they will impact business. This will be a paid event but tickets are cheap. So if you're interested, and you're in the area, come on down for some food, drinks, learning, and networking. Tickets are on sale now at www.stateofdigital2020.com. We’ll see you at the Slover Library on February 20th! — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
Kevin starts this episode by quoting Bill Gates, “Your most unhappy customers are your greatest source of learning.” Kevin wholeheartedly agrees. Kevin recounts how for years he steered clear of unhappy customers. Whenever someone became unhappy he tried to move away from them as fast as possible. Kevin likes everybody to be happy. Unhappy customers cause tension and problems and Kevin's just not a fan. Now when we have unhappy customers we have a full-on Lessons Learned meeting with the team. We dig into all of the issues, we write up our findings, and we share it with the client. We go through this process every time something goes wrong. As the business continues to grow we will always have new problems, and bigger problems. It’s inevitable. We always have to improve and learn from our mistakes. We also have to thank our unhappy customers who help us improve our processes and become a better company. This came up for us recently when a long-term client who used to rate us a three or four on our Net Promoter Score (NPS) changed their rating to a 10. This is proof that you can make an unhappy customer happy and when that happens it's a wonderful thing. So thank your unhappy clients because they help you grow. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
In this episode Erik talks about whether you should have a formal contract if you do freelance work. Erik admits that in the beginning of his freelance career he did not have a proper contract. He would email clients a proposal, they would agree are the terms, he would do the work, and then he would invoice them. Later, he became a little more sophisticated. He started printing out the proposals and he would have the client sign them before beginning the work. The simple process worked for him at the time and he never got burned. As time went on and Erik got more clients and bigger projects, he hired a lawyer to write up a formal contract. Now we have clients sign a proposal, which includes a couple of short paragraphs written by the lawyers to refer to the terms on our company website. It's a good way to have all the bases covered while speeding up the signing process. But, the real question is whether you need a contract for your first gigs. As sophisticated as our contract process is now you might be surprised to hear Erik doesn't think you do. At least not in the beginning. It might cost you thousands of dollars to have a contract written up by a lawyer for a gig that might only make you a few hundred dollars. You might decide you don't want to continue doing that kind of work, or that you don't like the terms that were written. It's a lot of money to spend when you're just starting out. The main thing to focus on in the beginning is validating your offering. Get others to hire you, approve of your work, and then get paid for it. The rest will come later. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
Erik was recently asked what the biggest lesson learned was in getting to $2M a year in recurring revenue. Erik is not a big fan of questions like these because it forces you to generalize years of experiences and mistakes into one simple statement. It's almost impossible to do. However, he decided he would give it a shot. After thinking about it he decided that the common theme was to question everything. Question everything you do and question everything your industry does. We started questioning the way we did things and it led to some pretty radical changes in the company. One of the first big changes was we stopped tracking time. We used to track our hours so we would know what to bill our clients. A lot went into calculating how much to charge to cover labor, overhead and everything else. It was time consuming but that was the way we had always done it and we didn’t know another way. But we decided to try billing per project instead and that worked better. Even better than that was when we decided to move to recurring revenue. That changed everything. Even though we were no longer billing by the hour we were still keeping timesheets. It didn't really make sense to continue doing that since we weren't billing by the hour so we got rid of that too. We very rarely used the information from timesheets so it made sense to move on. Similarly, we stopped call tracking for ourselves and our clients. We found most of the calls were spam calls and it didn't make sense to keep investing time in that. The moral of the story is question everything. Question what you're doing and if it's not working change it. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
Hiring employees is a very important job that you have to do as the leader of your company in order to keep improving your company. If you’ve ever had a bad employee, coworker, or peer makes you realize you don’t want to take shortcuts on this process. We have a very well-defined hiring process here at Array Digital starting off with a phone call that essentially makes sure that every candidate has the basic skills required by that position. If that works out well, they come in for a face-to-face interview with a couple members of the team where we’ll narrow it down to a much smaller list of candidates. After that, we know what skills they have but we want to ensure they are a company-cultural fit, making sure their core values align with ours. The first thing we do is invite that person to one of our company lunches. This may be a little intimidating; they’ll be going to lunch with 5-8 people that already work at the company. If that goes well, then we’ll move onto the final phase which is the founders’ call which is a call with Erik and Kevin. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
Stockholm Clients

Stockholm Clients

2020-01-1100:03:23

We have a special guest for today's episode. Kevin Griffin is the owner of Swift Kick - a software training and consulting company in Southeast Virginia. Have you ever heard of Stockholm Syndrome? It's an interesting phenomenon that sometimes occurs to kidnapping victims. After weeks and months in captivity a victim may begin to form psychological alliances with the person who's holding them hostage. They will sometimes start to sympathize and become protective of their kidnapper, even if they’re causing them harm. If you're a freelancer or running a small agency it can be easy to fall into the trap of the “Stockholm Client”. What Kevin means by this is it can be easy in the beginning to want to jump on every opportunity. You may find yourself bending over backwards for clients, responding to issues within minutes, or trying to get as many clients as possible, whether they're a good fit or not. You do this because in your mind the worst possible scenario is losing that client. Kevin recently went through something like this with an old client. They had been a dream client for over six years but they were slowly becoming a very needy client. Kevin found himself working 10 to 12 hour days just to keep up with them. Nothing he did was good enough for them. Everyone he told about this asked him why he hadn't fired this client. He didn't have a good answer. Then one day he realized he needed to cut ties. It was no longer working out. He was afraid of the fallback but he did it anyway and it’s been a huge weight off his shoulders ever since. Kevin’s advice if you're dealing with Stockholm Clients is it’s okay to part ways. There will always be other clients. Drop the bad ones and seek out the good ones. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
The Power Of Goals

The Power Of Goals

2020-01-1000:04:50

Early in 2019 Erik made a resolution to run a thousand miles that year. He wasn't sure how he would do it but he calculated he would have to run two and 3/4 miles everyday. He decided he would run three miles a day to give himself a little bit of a buffer. That would put him about ahead about 80 miles which meant he would be done about a month before the year was over. It was really hard in the beginning. He had shin splints every day and his calves were really tight for about the first six months of the year. He doesn't really consider himself a big runner so it was definitely a challenge for him. Finally around July the pain and tightness started to decrease. He started running four and five miles a day, and sometimes up to eight miles a day on the weekends. About two months before Halloween he realized that if he kept up his current pace he could finish the thousand miles by Halloween. He kept at it and that's exactly what he did. He met his goal at the end of October. This was the first year that Erik set a resolution that could be measured and would take him most of the year to complete. Many people say they don't believe in making New Year's resolutions because they set goals all the time, and others because they know they won't stick with them. The timing of when you make a resolution doesn't matter. What matters is if you make a promise to yourself that you keep it. You have to take your goals seriously if you want others to take you seriously. If you're not regularly setting goals you're just getting by in life. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
Today, we have a guest host, Scott Baxter, the CEO of PlayYourCourt.com. For those unfamiliar with Scott’s website, it connects tennis players with other tennis players and tennis coaches. His advice is quick and super actionable. One of the things that helped in scaling his business was blocking out the excess noise and focusing on the things that matter to his business. It’s hard to take a step back and look at what really matters but it must be done. For every business, there are usually between 2-5 levers that you can pull that are going to greatly change your business. Take a step back and ask yourself what are the things I could change? If I could do these few things, how would my business change and grow? Do this every couple of months by taking a day off and deciding what those 2-5 growth levers are and then carve out time in your week to make sure you are focusing on those things. Learn to say no to everything else and you’ll find that your business scales at a much more rapid rate. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
In this episode, Erik talks about a recent mistake that he made in deciding to send out over 300 mailers himself. His mail list was made up of numerous past and present business and personal contacts. First, he obtained a quote for a third party company to print and mail the letters. It was going to cost about $700 for them to print and send the letters, and about another $200 for postage. That seemed high to Erik so he decided to do it himself. He had done these types of mailings before but never for this quantity. It took Erik an entire day just to do the mail merge online and print out the 300+ letters. Then it took him roughly another day to print out the envelopes. The envelopes kept getting jammed, they would print out crooked, some would smear and he would have to print them again, and he could only fit about 10 envelopes into the printer at once so he had to keep refeeding the printer. It was a nightmare. That wasn't even the worst part. About three-quarters of the way into printing the envelopes he realized he was stacking the envelopes in the reverse order that he had printed the letters, which meant he had to manually re-stack the envelopes one by one. To add insult to injury, he ran out of stamps and had to go buy more at the post office. The whole ordeal took about three days to complete. That's three days he could have used to focus on building up the business. Erik considers himself a frugal guy and he loves to save money wherever he can. He saved hundreds of dollars by doing this himself but he feels he could have made better use of those three days. He doesn’t regret doing it as he did get a few leads out of it, but he vows never to do another large mailing like this himself. Next time he will definitely hire out, and he will likely order postcards instead of letters since they are cheaper to mail. It's really important to save money wherever you can but it's equally as important to know when to hire out. Some jobs are better left to others. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
Today, Daniel Hill, Instagram Stories flash briefing host, talks about something he’s been doing for a long time that is starting to pay off. He has recently been spending time on Twitter looking speaking opportunities. He has a formula that you can adapt whether you’re looking for speaking opportunities as well or if you’re looking to find a new way to grow your business. In the Twitter search box, he puts “call for speakers” and eliminates the words ‘Trump’ and ‘Pelosi’ because he doesn’t want any political stuff. Once you type that in, you can save your search on Twitter.com and then when you go to search things again in the future, Twitter will show searches you’ve made in the past and saved. He checks in for conferences looking for speakers once or twice a week. You can try some variations to narrow down exactly what criteria you’re looking to find. Be sure to find Daniel online: @DanielHillMedia on Instagram and Twitter or at DanielHillMedia.com — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
LLC vs S Corp

LLC vs S Corp

2020-01-0600:05:53

There are two main types of legal entities one can become when opening a business. One is an LLC, which stands for limited liability company. The other is S Corp which stands for S Corporation. There are other variations but these are the two main types. There is also a Sole Proprietor, which is when a business is owned by one person and that business and the person are seen as one in the same. Erik typically doesn't recommend someone become a Sole Proprietor because if the business is ever sued the business owner can also personally be sued. Erik has typically always formed his businesses as an LLC. There are many advantages to being an LLC. The biggest advantage is that it separates the business owner from the business itself so if the business is ever sued it doesn’t mean the business owner will personally be sued. They can take every last dime of the company’s but it doesn't mean they will be able to go after the business owner’s personal home, car, or assets. The other advantage is that with an LLC the business owner files personal taxes and the LLC is part of those. There is no need to file separate taxes. The S Corp is also a popular option. One of the advantages of the S Corp is that you can have shares of the company. This is good if there are multiple business partners. The other advantage is that you can have partner distributions in addition to payroll. Distributions are taxed at a lower rate than payroll so you can work that to your advantage. Keep in mind the IRS requires you to also pay yourself a reasonable payroll amount so it can’t all be distributions. There are several other entity types but these are the two main ones and the two Erik recommends. If you have questions about the different entity types or special circumstances, Erik recommends you talk to an accountant about which type is best for you. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
Erik is pretty active on Twitter. He often gets questions about entrepreneurialism there. One of the questions he gets asked often by new business owners, or people who are thinking about starting their own business, is whether they need an accountant in the beginning. The short answer is no, not in the beginning. When Erik first started as a freelancer years ago he was a one-man show. He was working from his dining room table for just a couple of clients. His expenses were minimal and he was only getting paid about once a month from those few clients. It was pretty easy for him to keep the books himself at that point. Those jobs got rolled into his personal taxes so it was fairly simple for him to file his taxes himself in the beginning too. It wasn't until he hired his first employee that he decided to hire an accountant. He wanted to make sure he did things right with payroll and taxes. These days at Array Digital we use a CPA. a CPA is a highly trained accountant who specializes in handling complex tax situations. With 11 employees (some in different states), and yearly revenue at $1.7 million, we're at the point where working with a CPA is the right thing for us. If you're just getting started though, Erik says you don’t need an accountant right now. He recommends you focus on validating your offering so that people will want to buy from you. There will come a time when hiring an accountant becomes necessary but the early days is not it. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
When Erik and Kevin first decided to add gym membership as an employee benefit they realized there were a couple of ways of handling it. One way was they could let their employees choose the gym they wanted to join and submit for reimbursement every month. Another way was employees could use the company's credit card number to sign up at the gym of their choosing. They figured out it would be too much administrative work and they wanted something simpler. In the end they decided to choose one gym - the OneLife gym near the office. It's the gym that Erik was a member of. He worked something out with the sales manager to let him know that employees could sign up at that gym and Array Digital would pay for it. They decided they would pay the signing fee for each employee who wanted to join and the monthly membership fee for each employee, which is about $30 a month. While the company pays for two-thirds of the monthly membership Erik still has the employee contribute $5 per paycheck towards their membership. The reason for this is that he wants them to have some skin in the game. He finds that employees value their membership more if they contribute part of their paycheck to the monthly dues and they are more likely to use it. It's also more likely that they will cancel the membership themselves if they’re not using it, cutting down on unnecessary spending for the company. Erik recommends handling most employee benefits this way. When an employee is contributing part of their pay toward their benefits, especially something like a gym membership, they are more likely to value it and use it. We value employees’ health and fitness at Array Digital; that's why a gym membership is one of the benefits we provide. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
Take Care of Your Health

Take Care of Your Health

2020-01-0300:02:34

If you’re an entrepreneur, you’re not going to be able to change the world if you’re not healthy because it’ll derail your progress. It’s easy to say I’ll do it later, things naturally get pushed to the side when you’re working on stuff. This year, Kevin has been good and consistent about going to the gym every week, his wife has been cooking healthy meals, most of the food they have in the house are healthy foods. Little changes like this can truly make a big difference. He and his wife just ran a 5K and plan to do a race at least once a quarter. If you can’t work and show up because of your health, things are going to change in your absence. So, take care of yourself! — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
The Benefit Of The Benefit

The Benefit Of The Benefit

2020-01-0200:04:54

In this episode Erik talks about a book that he is currently reading by Joe Sugarman. It's about ad copy writing. Erik considers himself a pretty good writer when it comes to storytelling but ad copy writing is different. We do a lot of writing here at Array Digital. We write articles and educational pieces on behalf of our clients and for ourselves. We have a talented team of great writers, but Erik is interested in learning about ad copy writing for himself. He wants to be great at it too. With ad copy writing you are trying to get the buyer to take a specific action. Erik says there is an art and science behind this and that's part of what he wants to learn. One of the points that really sticks out from the book for Erik is the benefit of the benefit. He uses the example of advertising for one of our photography clients who mentions using museum quality photo paper. Erik asked the team what is the benefit of using museum quality paper. The benefit is that picture will not discolor over time. Beyond that, one could say that the benefit of the benefit of the benefit would be the perfect preservation of that exact moment in time. That's really important. That's what matters to buyers. It isn’t much different with digital marketing. In the end you have to think about what really matters to the buyer. Is it the quality of the photo paper or capturing that fleeting moment in time forever? Finding the answer can determine whether someone buys from you or not. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
Crushing Sales Goals

Crushing Sales Goals

2020-01-0100:03:13

Today, Kevin is sharing an update on Array’s revenue. We had a sales slump between the 2nd and 3rd quarters but we’ve come out of that strong. We exceeded our annual goal of $1.8 million in annual revenue; at the time of this recording, we are at about $2.1 million in annual revenue with over a month left. Now, we’re looking at setting goals for next year. Why share this information? To show you what we’re doing and if the steps we’re taking are working. We celebrated reaching and surpassing our goal but then we’re back at it and back to work. Our sales manager, Glen, has brought a ton of those sales and revenue during the time he’s been here. We will continue to share our goals with you going into the new year. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
In this episode, Erik talks about his first project as a freelancer. Years ago when Erik's work on DoD projects was coming to an end, he knew he had to start building up his commercial portfolio.He went on a site called elance.com (which has since rebranded to become upwork.com). Upwork is a site where people can post different kinds of jobs they need done and freelancers can bid on those jobs or negotiate a price. Erik found his first client on this website. It sounded like a simple project until he got on the phone with the client for the first time. That's when he found out it was a legacy project, meaning it was work on an outdated website that used outdated technology. There was nothing really appealing to him about this project but he decided to take it on anyway. He finished that project and then the client called him for another small project, and another, and another. It was a great learning experience and it really helped Erik get his foot in the door. That original small project eventually turned into a pretty big one. The more Erik worked on the outdated technology the more he realized it needed to be updated completely. The system was at least 15 years old and it wasn't keeping up with the current technology. He convinced his client to let him rebuild it and it worked out great. The big lesson learned here is that sometimes you have to do the boring work you don't want to. Most people want to go after the shiny, new, exciting, project, and a lot of these older legacy projects get overlooked. But, there is a lot to learn from boring work, and many times it can turn into better work in the future. You just have to be willing to do what others won't. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
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