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THE ENTREPRENEUR’S RADIO SHOW Conversations with Self-made Millionaires and High-level Entrepreneurs that Grow Your Business

EPISODE #29: JUSTIN BROOKE In this episode, Travis had informative talk with accomplished entrepreneur, internet marketing specialist, and trusted speaker Justin Brooke. As a successful Website Traffic and Conversion Specialist, Justin practice what he preaches through various public speaking events and forums, sharing his knowledge about the SEO marketing and paid web traffic. Justin shares valuable information on the value of paid web traffic and utilize paid search retargeting in getting customers back to your website. Entrepreneurs are sure to gain valuable information and insights from the wisdom Justin has established through the years of building up his company, and help grow your meagre website to a steady source of income for the hardworking and enthusiastic entrepreneur.

Justin Brooke -Getting Traffic To Your Website Travis: Hey, it's Travis Lane Jenkins, welcome to a new episode of Diamonds in Your Own Backyard, the entrepreneur's radio show. Sandramy co-host, is in the center of Daytona International Raceway for a few weeks, and so Sandra can't be with us. Sandra, I know you're listening; we miss you, and get back to us as soon as possible. Today we're talking about getting more out of your website, which is really kind of a broad statement that could go a variety of directions. We'll talk about those directions that it goes in whenever we get down to the meat of talking to the guest today. I just want to tell you to be sure and stick around because this will apply to growing your business, as each and every episode does. Now before I introduce you to our incredible guest today, I want to ask you, if you've enjoyed this free podcast that we create for you, to help us reach more entrepreneurs like yourself by going to iTunes and posting a comment and rating the show. This will let us know that, of course, what we're doing matters to you. And then also, this would be a big help for us, reaching and helping as many entrepreneurs as possible with the great guests that come on the show each time. So with each and every show, our objective is to give you a seat right next to us, as if it was just the four of us at a table talking, me, Sandra, when she's here, you, and our guest. So that you're part of a conversation with some of the brightest entrepreneurs and thought leaders in the world. People that

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THE ENTREPRENEUR’S RADIO SHOW Conversations with Self-made Millionaires and High-level Entrepreneurs that Grow Your Business

have found success themselves, and want to help you by sharing what they know. Everyone that we talked to has found success doing what they teach, which is important to me. So, now, it's taken me years and lots of money to get access at this level and now you're right here with us. These people that we talk to are either personal connections of mine or recommendations of other people that know, like, and trust our guest, and that's how I reach out and connect with these people and ask them to come onto the show. So let me tell you a little bit about our guest today, Justin Brooke. Justin has pioneered SEO strategies that became the standard in the industry and when I say SEO, search engine optimization, just in case you're not familiar with that acronym. He has consulted for millionaire entrepreneurs around the world including Trop University, and has spoken on stages from California to London, teaching what we're going to be talking about today. Justin has a wide range of impressive skills that will help make businesses like yours and mine more profitable. So without further ado, welcome to the show Justin. Justin: Thanks for having me on. Travis: You bet. Hey listen, before we talk about what you teach in your business, would you mind, I feel like, it's been my experience, and most people don't care what you know until they know that you care. And you got an interesting story, kind of similar to mine. I've come from a very rough neighborhood and found success. And I know you have a story of struggle and tough times. Do you mind sharing that with us? Justin: Sure, how far back do you want me to go? To get grind me just to get along. Travis: Well, you can just get us kind of a feel for a bird's eye view of where you come from and what it took to transition into the success that you're having today. Justin: Alright, the fast forward and merging of the story, when my senior year of high school, I had a 3.8 GPA, all hours classes going into my senior year. When I came out of my senior year I had a .8 GPA and decided to drop-out about two weeks before graduation. I was angry, I was confused, certain decisions were made I felt were out of my control, and I was like in "Screw you" mode, and that decision brought--the decision I made. Go forward a little bit more years, I kind of got lost, I didn't have a great direction that I was going to be to my grandfather taught web design when I was 14, and I was supposed to go work with him. He was web and D before there was a web and D, on the web. And he had this great company where he created like research packets for people who had different diseases and stuff like that and they wanted to learn as much as they could. There was where I was supposed to go. I went and did the young and dumb thing instead and gotten some trouble, found the wrong friends, partied too much. Then kind of a stumble, I was working went east jobs and construction jobs, and somehow I found myself at a sales job. I think it was because they had some ad in the paper that said I Copyright © 2012, 2013 The Entrepreneur‟s Radio Show

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THE ENTREPRENEUR’S RADIO SHOW Conversations with Self-made Millionaires and High-level Entrepreneurs that Grow Your Business

could make like a million dollars, who's a salesman, and I was like, "Let me go try this." Apparently I had a gift for sales, and I really loved the idea, I mean they started to let me out where I just had to dial for dollars. You just dial and try and get an appointment, and one day for lunch, I went and they sat out in the room with all the closers, and I just remember feeling like they were making money out of thin air. Like there was no money before the picked up the phone, and by the time they hung up the phone there was money, and I thought that was the coolest thing in world. And so I sat out there and I had my lunch with these closers every single day. This was a bit of a boiler room application, or not an application but a job. And so, it was like the greatest salesman in the world but you were really, really good at persuasion and knowing how to say what the person on the phone wanted to hear. So I learned a lot, and then I read books by more reputable guys like Zig Ziglar and Chet Holmes, so that's where my sales background came from, I translated that into what my grandfather taught me about web design, and it's kind of what you can see like how I got into internet marketing from there. Now, the story about my internet marketing was, like I said, I was pretty broke back then. My first campaign, I only had $60 left, and what I did with that $60 is I started up a little Google Adword campaign, and it was a $2 a day budget, and I turned it into $150 in my first month. So I doubled my money, and then I just doubled it again, doubled it again, like 11 months later I had a 6-figure business. And so like traffic and sales changed my life and that's kind of why I do what I do today. Travis: Interesting. So now, how long ago was that when you got started with the $60 seed money and grew it into a 6-figure business in that year? Justin: That was early 2007. I got started online in 2005, but I didn't make it. I made like maybe $30 from 2005 to 2007. Travis: Right. And so, you did that through AdSense, so let me go a little deeper on that. Did you basically... Justin: Adword Travis: Oh Adword, okay Adword. Alright, so basically we're taking a product, was it like an affiliate product or something? Justin: It was a product--I bought the rights to--so my grandfather taught me web design, and so I was using this software that helped people with their web design, it was like templates, and it gave--like WordPress. A lot of us may know WordPress, and so it was a video course, 19 videos on how to use this software to build your website better. Travis: Okay, and so basically you had advertised that online and then you had, if you bought the rights to it then you had pretty high margins in that product when you sold it?

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THE ENTREPRENEUR’S RADIO SHOW Conversations with Self-made Millionaires and High-level Entrepreneurs that Grow Your Business

Justin: Yeah, and it was only $97 to buy the rights to it. I don't know if the guy just didn't know what he had on his hand or--when he told me the price I was so happy. But yeah, I bought the rights to it, shined it up a little bit, or a little bit better, with sales letters, started advertising it and margins were, it was the digital product. So I sold it for $35, I had great margin. Travis: Yeah. And so, now that's 2007 and business models all flying and online have changed quite a bit. Is that a model that still works today? Justin: It still works today, it wouldn't work exactly how I had it back then, I was using Google Adword from sending to what a lot of people would refer to as a squeeze page, a lead gen page. So you take and just adapt it a little bit for today but essentially, yes, that could work. Travis: Right. And so, growing a business from $60 seed money to a 6-figure business in one year is pretty impressive. What did you do from there, how did you grow the business from there and what did you do it with? Justin: I actually, that was probably the most successful thing I did for several years after that. I went through this period where I kind of knew how to do a lot of things, and I just tried a lot of things, and so, I remember for years, I was always wishing that I still had that original business because no business I started at that I ended up selling it, and I sold it off to some Australian investor, and I was going to do something different, I felt like I'd tapped out that market, it was kind of a small market back then. But I struggled for a lot of years after that, I still made what you'd say here but I never could've really breakthrough that 6-figure hump, and it wasn't until, just probably late 2012 and now that I'm really starting to double and triple what I used to be making. Travis: I know that you're working with some pretty high level people and so--I guess one of the things that I like about your story is kind of the reason why this show is created is I just feel like entrepreneurship is not presented in the proper light to most people, there's so many biz opportunity people out there that are selling „get rich quick type‟ schemes, and then there's a whole host of successful business owners or business people that, I think, present a successful entrepreneurship in an untrue light, and really, I find that frustrating because I think it disenchants a lot of people when they don't get things right fast enough. Sometimes I have to learn a lesson four or five times before I really start dialling it in, and so--and just like with your first business, at times you don't what you have until it's gone. It sounds to me like you didn't realize how good you had it with this first business, because that business model is a very low touch. Justin: Yeah. I worked maybe two hours a day, and when I say worked, really all I had to do was forward people's passwords back to them because, or their download link, and then we constantly made the--forget it through their link--250 or it was a couple a hundred dollars a day and I remember

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THE ENTREPRENEUR’S RADIO SHOW Conversations with Self-made Millionaires and High-level Entrepreneurs that Grow Your Business

we bought a dinner and the cost of our dinner would, it would be made by the time we were done again. So the money's just kept coming in and as long as I didn't spend it too much in a day, like I kept making more. It was a beautiful business model, I barely had to work. One thing I learned to fix a little bit, what I said earlier, about the other businesses not being successful. It was my perception that they were not successful because, but they were, like I've built up three more 6-figure businesses from the ground up and I kept selling them off because I couldn't get past this $150,000, that was the mark, I could not get past that mark for so many times. I've built it up sold 3 or 4 businesses that have gone to that point. Travis: Right. And so, it sounds to me like you've figured out what it was that was preventing you from crossing that threshold, what was it? Justin: I was always in the business. And now it's really big revelation for me to realize, one, that I'm not a superhero, superhuman, I can't do everything that I needed to have, employees and systems. My other businesses, I was always either the star of the show, I was either I wasn't the star of the show or something I did was the star of the show, and then I never really understood systems and hiring, and I never did any of that, I just wouldn't run out of time. I just didn't have the manpower and the time to get past that $150,000 mark. And now that I've realized that, it has just blessed every shattering goal. It‟s been incredible. Travis: Right. Well, you know, that's a great topic. So most people, let's go deeper on this because this is valuable. Most people, and I was a victim of this in my early years of business, is the way to increase revenue is to paddle faster. If you're paddling 20 miles an hour and you want to double the revenue, well, paddle 40. And that's the common sense way that you think. "That's what I need to do to grow my business." But it's a crazy way and it's a formula for disaster because it's not sustainable. And that's what I hear you saying here. And so, let's go deeper, what system did you finally have to put into place to where you could take this kind of, I guess the chains off yourself, and allow your business to grow and get out of the way of your business growing. Justin: Well, I had learned a lot and studying with some great mentors and everything. But the way that I ran my business is kind of woke up in the morning, and we knew what product you're selling and who we were selling it too, and we knew how to sell it. But I would wake up in the morning, and it would kind of be shooting from the hip for the rest of the day. So I got, "Alright, well let's do this, and this, and that." And then tomorrow I'd wake up, and go, "Let's do this, this, and that." So there was never really any system to it, there was just me and whatever ideas I had and any kind of projects that I would think of, and then now today it's more like we know who we're selling it to, what we're selling to them, how we're selling it to them, and we have these systems in place that we know like, our email marketing is all bound to a checklist and these tools, and so like, I can handle that. That documentwent off to somebody else, and they can do email marketing or paid for click, and or everything. It's just written

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THE ENTREPRENEUR’S RADIO SHOW Conversations with Self-made Millionaires and High-level Entrepreneurs that Grow Your Business

down and systemized and then if it's not working well, then we just make a couple of tweaks and we make it better and then we keep rolling forward. So it's a very predictable business now. Travis: Right. And so the benefits of having a system, and I deal with this a lot when I go into businesses. When a person physically, or tells a new person how to do things, or teaches them, what happens is. It's kind of like making a copy of a copy of a copy, they have their own ways of doing things, either you taught them to do something a certain way. When they start doing it, they put their own twist, and then when they teach someone that happens again. And so what happens is you start having very poor execution, very poor--it causes problems across the board in a lot of areas. Whereas when you write systems, you systemize everything you do. We systemize the way the office is ramped up in the morning, we systemize how we communicate with customers, everything. In that way you have a consistent, predictable result, all your clients get the same treatment, and you can benchmark what's happening and figure out where your weak points are, improve those. And so, it helps with ramping up your business, it helps with a consistent customer experience, and all those other things. Is that a fair example from your side of things? Justin: Absolutely. One thing that I was just thinking about is there's a mistake in our Facebook ads. We can know, like when we look at what the mistake was, we can then think, "Oh, that's because of line 5 in our checklist." And then we fix line 5 and now that mistake doesn't happen anymore. Travis: Right. And you have a revised formula now. And so, most people don't realize--it's kind of like making a cake. If you don't keep track of what you put in there, when it gets off you can't say, "Hmm.. What did we go wrong here, and then what do we need to do to make it better?" And this is the key to progressively, if you don't do this, I have found and I did it for years, I made this mistake for years before I realized it and that's why I think it's so important to drive this point home. I made and my team made the same mistakes over and over and over and over. And finally I said, "Number one, I'm tired of telling everybody how to do this, I would rather put it down for once and for all, and then train them on it. And then consistently get better at it." And until we did that, we were stuck in this reactive mode, same thing for you? Justin: Absolutely. I just--every year we stayed at the same level, we did the same things, we kept making the same mistakes, and now we're breaking through those things that it's so much faster and more powerful than ever before. Travis: Right. You know, another point that I think is relevant to this is--now, obviously mind-set is important and when I say mind-set I'm talking about from the standpoint of who you surround yourself with and how you think of yourself. But more importantly is, I don't want to say more importantly, but a very important element is taking action. You can't just want to do good. It's kind of like doing push-ups, you can't think of doing 10 push-ups and get the benefits from it, you literally need to do the 10 push-

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THE ENTREPRENEUR’S RADIO SHOW Conversations with Self-made Millionaires and High-level Entrepreneurs that Grow Your Business

ups, and so that may be a silly example, but what I'm trying to draw a parallel to is for me, that begets schedule gets done. And so you put it on my schedule, I'm going to do it, I know that, because I've trained myself to look at my schedule every single day. And so, sometimes when you're stuck, just start putting all the things that you need to get done on your schedule, in that way all of this other life and "Oh, can you do this and can you do that" stuff doesn't get in your way and take you off task. Have you used that into your business did that resonate with you also? Justin: Absolutely, and what some people may be thinking and what happened to me when I first started doing that was there was a lot on my schedule. I know when we were planning for this year, we require, okay, what every project that we're thinking on it online, they're very--from emails we had to send to pages that we wanted to add to our website, like everything that we had to do, we've wrote it up on our big 6 foot white board, and there was 89 different things that we had to do, and some of them were pretty big, some of them were real small like firing off an email. So what we had to do and what I kind of equated to, is when you put things on your schedule, put it all down there and don't be intimidated by everything that's on there, but then, step back and look at it, and what are the things that are little steps forward, and what are the things that are great big steps forward, because if you want to be able to move fast and move forward in big legs, you got to remove all those little step things and there‟s some that are important but, we'll say that you got to prioritize, and you really got to look at what's on your schedule and some of them it‟s going to be painful to remove and you don't want to take those down but you really got to be choose those things that are going to be the big steps forward. Travis: Yeah. So ask yourself, I've got a thousand things I need to get done this year, which of these are not relevant to, really, my goals. And let's quell to those, let's dial those down, or let's move those into my personal time so that you can stay targeted. And you mentioned it earlier, as an entrepreneur it's easy to get up and start talking with a buddy, and then do this, and then--a whole lot of things getting in your way of getting your actual accomplishments done, and so that's very dangerous on many many fronts. Justin: Right. Travis: So yeah, great point there. Would you mind, walk me into what you teach now, and yet I want to stress--I'm not going to reveal through some of the people that you provide services to because, of course, I know that that's probably, and maybe you have an agreement with them. But you're really connected and you're providing services to some pretty high level people. So I want to make it clear that while you're being candid about some of these stuttering steps that you had in the very beginning of building your business, you've really become recognized by some heavy hitters in the industry, and so, can you segue us into what it is you teach and how it would help business owners listening?

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THE ENTREPRENEUR’S RADIO SHOW Conversations with Self-made Millionaires and High-level Entrepreneurs that Grow Your Business

Justin: Yes, I teach traffic. In fact I just, literally yesterday, I got on a red eye flight. I was out in San Francisco, I spoke at the biggest event in history, I was on stage in front of 1,800 people, it is a marketing event and that's what I teach people how to do their online marketing, how to get more out of their website, and when I say more out of your website, I mean more lead, more sales, out of your website. Can we drill further on that, where do you want me to go from there? Travis: Well yeah, when you say traffic, now I understand... Justin: No we're not driving cars in your website. Travis: Yeah. Good thing. I understand that there is an incredible broad spectrum of traffic. What specific traffic do you deal with, CPAs, or what? Justin: I used to teach a lot of SEO, Search Engine Optimization. I had to be number one on Google, and somebody searches for you. That gives you worth, that has changed a lot over time and if you imagine today, there are just millions of new pages per day being added to Google. It's just become a lot harder and is not as easy to teach anymore. So today, what I teach is paid traffic, and that's kind of where I start. I invested that $60 and doubled my money until I had a six-figured business and I feel that paid traffic is much more stable. It's more scary because it involves an investment and you're moving money around but if you do it correctly, you're not spending money, your making money. And if you do it correctly, you can really bet on it because it's all math, it's all numbers. If I--it all comes down to--if I pay 50 cents on average per click, and on average per click my website earns 75 cents, then I'm making money. Travis: Right. Justin: And it comes down those numbers, it keeps a spreadsheet, and you could look at it, you can manage it, and you can know every day that like--not some crazy thing in the world is going to happen that all of a sudden your whole business is floundered, like you can wake up and know that this is the money I'm spending, this is the money I'm making. Travis: Right. Well you know also I like with paid traffic, it's scalable and it's kind of like a light switch, turn it on, turn it off, turn it on, turn it off. There was a time when my construction company, which I still own, dominated in SEO, and the problem with that is we couldn't handle all the volume. And it's kind of like a fire hose, and now this is a good problem to have. But it was like a fire hose that we couldn‟t turn off, and then the problem with that, if you base your business off that one pillar of traffic, is as you ramp your business up to accommodate that volume and then that volume drops off or disappears, I've seen a lot of people go out of business over that, where paid traffic is very predictable. Justin: Right.

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THE ENTREPRENEUR’S RADIO SHOW Conversations with Self-made Millionaires and High-level Entrepreneurs that Grow Your Business

Travis: Right. Which forms of paid traffic do you teach? Justin: My favorite right now is Facebook, and everything that Facebook can do, from their free side of having different profiles, to fan page, to buying ads, different types of that. It's really just become a big Swiss Army Knife for me, I believe it's one of the most powerful marketing tool that's ever been created. Now I‟m only 31 so I've around for a little while. A little bit of a bold statement for me to make. So Facebook, I really liked that, and there's one called retargeting, and it's kind of newer, and I really love that. Travis: Yeah, I love retargeting also. Explain to us what retargeting is. Justin: Alright. So, people come to your website and then leave your website, and for years, forever, except for the last couple of years. When somebody left your website they were gone, and there was nothing you could do about it, you always had to just focus on, "Okay, I need to keep as many people here, and the people that do get here in here, I need to try and get them to capture a lead and get that person. Well, retargeting, you can put code on your website that kind of tags that person. And then as they're browsing other websites out on the web, the advertising networks recognize that tag and they show them ads for your website. So for instance, maybe someone has a wisdom tooth that's hurting them, and they search online in the morning for a wisdom tooth removal. And then their morning routine, they got to take kids to school, the coffee's done, and they drive to work. And they kind of forget who it was that they were just searching, maybe they found somebody they liked actually, but they forgot because life happens. And then later on they go browsing the internet for--maybe they're watching YouTube videos, or maybe their buddy sent them a link or whatever, and "poop", here comes an ad for a wisdom tooth removal from a company they were looking at, and now they're, "Oh yeah, I was there earlier today." They click on, they go, and they buy. That's the power of retargeting. Travis: Oh, and it's really powerful because it's relevant. Obviously they were just searching on that, and then they think, "Wow, this guy is everywhere." So, even if they searched you, and so, I want to learn more about this guy Justin, and then for the next few days or however long, Justin's popping up anywhere, and they're thinking, "Wow, this guy's everywhere, and I'm interested in this. Heck, let me go back." And they're back to visiting the site. And now you can be retargeting through Google and several different platforms, right? Justin: Yeah, it's become massively popular today. Almost any advertising network has a retargeting program. Travis: Yeah. And so, beyond those two, are there any others that you'd teach as far as paid traffic?

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THE ENTREPRENEUR’S RADIO SHOW Conversations with Self-made Millionaires and High-level Entrepreneurs that Grow Your Business

Justin: I'm a traffic nerd, another self-thing is traffic geek, nerd, whatever. I live and breathe it. My brother, he plays video games, he loves gaming and everything. Me, I believe that traffic is my video game. Not only points, I get money out of my video games. So I do it all, I teach it all, but Facebook and retargeting are kind of my personal favorites right now, so those are the ones I talk about more. I got a really successful dentist client using Google Adwords, I talked about that that was where I talked about on stage this weekend. So that's the... Travis: Those were your main things. Justin: Yeah, those are my main things and there's a lot of different methods out there. Travis: Right. Hey, let me ask you, so the name of the show is Diamonds in Your Own Backyard, and really is, it's kind of, it's based off of the story of Acres and Acres of Diamonds, where a lot of times, I found the hundreds and hundreds of other business owners that I spoke with. A long time was we thought was our absolute lowest point in our life and our business turned out to be really the turning point in our business. What was it for you, out of your whole story, looking back now, what do you think the turning point was? Justin: The turning point for me... Travis: Where that light just comes on and you realized this is what I'm meant to do, this is what I'm missing. Justin: I have two. The first one was that day that I sat and I ate lunch in the room with the closers, and I realized the power of selling and sales. And that was just a complete mind-blowing thing for me. I've always been raised like Daddy's a digital hard workers and mechanics, I grew up around his buddies, there's always about turning wrenches, waking up early, working hard, never did I ever think that you can use your mind to make as much money as you wanted. So that was big for me. And then another one was in 2010. I had sold a business of mine that was doing well. And we're making like 8,000 a month, I was teaching people how to buy and sell websites because apparently I was pretty good at building up a website to a certain degree and then selling it off to somebody else that could take over. Travis: Right. Justin: What I told the website, and I just didn't make the right decisions fast enough with the money that I've gotten from that. And I landed at employing where I had no income, no sources that were bringing me in an income. I was living in my parents‟ house and they had moved on to like a trailer. So it wasn't even my own house. And I just kind of have this, like--and then I went and I tried to get a job doing SEO. Now, keep in mind, I am an author on SEO, I had a book in Amazon, I just recently put it down because you got to keep changing the book. I'm tired of rewriting it every year because Google

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THE ENTREPRENEUR’S RADIO SHOW Conversations with Self-made Millionaires and High-level Entrepreneurs that Grow Your Business

changes all the rules. But I had a very successful book in SEO and I couldn't even get a job as search engine optimizer for another company. One, I realized, after I got turned down for that job I had really realized that I was kind of unhirable now. And that I become an entrepreneur to such a degree that I think that he just smelled it on me and he was like this guy, he's going to come up with an idea one day and he's going to be leaving my company or you'll try and take-over my company or whatever. But I realized I was unhirable and I was meant to be business owner. And I also realized that it was never really that bad. I was in the worst possible situation; I didn't have my own home or anything like that. I had a roof over my head but it wasn't mine. I didn't have any income sources and I couldn't get a job. And for most people that's like the worst you could possibly get to other than---you're second, you're actually don't have a roof over your head. I was in the worst case possible situation and I knew it because I was a business owner and I was just wasn't scared, and I've never been scared ever again since then, and that feeling of knowing that I could get to the most scary point and still be okay and still be able to put a foot in front of the other. I could say like I had a fire inside that I've never had before in my life. Travis: Well I think once you get to a point where you have nothing to lose, what's there to fear? Justin: Right. Travis: What's there to fear but fear itself? And it also allows you to dig deep and drop the BS because I think that until you have your rear handed to you, a lot of times we maintain a certain mistruths about ourselves, our goals, our beliefs, and when you're at the very bottom, there's not a whole room for BS and alibis. Justin: Right. Travis: You got to get out of your way and start putting one foot in front of the other and move it forward. Justin: That was a big thing that I've learned in that dark time in 2010, get out of my own way. I realized it was a lot of those faults, misconceptions, and these fancy ideas I had in my head. Mental garbage, me and my wife call it and once we have learned that I was the one in my own way, that was a big point for me. Travis: Are you familiar with the circle of five, do you surround yourself with people that empower you and that are on the track that you want to be, and maybe even further down that trail of where you want to be so that you're inspired and constantly moving in that right direction.

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THE ENTREPRENEUR’S RADIO SHOW Conversations with Self-made Millionaires and High-level Entrepreneurs that Grow Your Business

Justin: Yeah. I always--I don't know if the circle of five thing is but I've always checked myself around people who are doing better than I am, and who challenge me. I'm almost embarrassed by some of my own little things when I talk with them. I keep those kind of guys around me. Travis: Yeah. Well, the circle of five is the five people that are around you the most often, or the ones that tend to have the biggest influence on you, whether it's positive or negative. And so a lot of people are victims of not only their terrible negative, perpetual thinking, but the people that are around them. And so, one of the things you have to do, and unfortunately, sometimes it's people that you love, and you've got to say, "Okay, is this acceptable for me to continue down this path, or do I want to get on the path of a new future and start accomplishing my goals.", and that normally requires that you get around people that have been down that road before you and don't mind sharing and giving you some of that wisdom to help you get there. Justin: Right. Travis: Yeah, so tell me about, if I went to your website, tell me about your business and--I know what you teach. How can people connect with you and what is it that they would find going to your website? Justin: Well, you can search me out on Facebook, Facebook.com/JustinBrooke. But what I do, my main business is I handle online advertising for other people. I've taught it for years and I like teaching it, I prefer building it, that's where--for me fulfil out of doing the marketing and running the campaign. I just love seeing the campaign go from an idea to a successful, it's like I created that thing and it made money. So I like doing it, that's what I do, I handle people's Facebook advertising, Google Adword, and retargeting, I do all of that stuff for them. Travis: Yeah. So do you do just Google Adwords and retargeting or do you offer kind of a whole variety of online marketing services... Justin: Yeah. We normally start them now on Facebook ads, that's one of our most successful general, I mean, it depends on people's situations, which ones work better and whatever, but for most people we start them out on Facebook ads. They can handle that, it has such in-depth and broad targeting that we can handle almost any situation. But we do anything paid apps, anywhere else, buying, advertising online, we handle that for the client. Travis: Okay, let's move to the lightning round, I've got a couple of tough questions for you. I like our conversation with each of our guests to be really organic to where it's just kind of a natural flow. But there's three questions that I found, gives us a little more insight on you, the guest, and also add some additional value to our friends and fellow entrepreneurs. And so, let me ask you, what book or training program had the biggest impact on you related to business?

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THE ENTREPRENEUR’S RADIO SHOW Conversations with Self-made Millionaires and High-level Entrepreneurs that Grow Your Business

Justin: Do I have to stick with one? Travis: No, you can give me a couple, two or three. Justin: Alright, there's three, that I feel I really informed to who I am and what I do today. The first one I love to talk about is The Go-Giver by Bob Burg, and this one's all about how to give first, if you give to other people and if you do it, not necessarily in the right way, or if you say the right words, or whatever. But if you spread your value out to the world, the world will value you. It's the message of the book, if the world values you then you can make your money and then you can get the relationships and the deals and everything that you want out of life. So that was really big for me. And then the other one is The Ultimate Sales Machine by Chet Holmes, and this one showed me how to build my own sales force, how to crack my marketing, my message. How to create a 3 in 100 list of the 3 in 100 customers that you want to have and how to go after them. So that was a big thing in my life. Anybody who reads that and looks at my business, they can see where those things get implemented. And then the 3rd one is Marketing Warfare by Jack Trout and Al Ries, and that one is all about positioning, how to position yourself and your company, your product, and like you're facing a big, giant competitor. You never try to go head-to-head with that competitor, you would flank them, go around them, go above them. So those pretty books really kind of make me, I feel. Travis: Oh cool. We're going to have Bob on the show here soon. Justin: Oh, he's great, he's amazing. Travis: I just listened to one of his audio books and that guy's got an incredibly, velvety speaking voice also. He's such a wonderful guy, and I've had him refer to me by tons of people, so that speaks tons about who he is and obviously he's living what he writes about in the book. I've read his Endless Referrals, I believe, which was a great book. For me, with that and, I'm familiar with Chet also, another great book. And I'm not familiar with the third one, tell me that one again. Justin: It's Marketing Warfare by Jack Trout and Al Ries, R-I-E-S. Travis: Okay. Sounds like kind of the artisans who typed tactics of going after your competition. Justin: Yeah, it's a little bit of that. Imagine branding and positioning with. Like kind of a strategy of the art of war. That's what that book's about. Travis: Yeah. What is one of your favorite tools, or pieces of technology that you've recently discovered, if any, that you would recommend to other business owners and why?

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THE ENTREPRENEUR’S RADIO SHOW Conversations with Self-made Millionaires and High-level Entrepreneurs that Grow Your Business

Justin: It would be, what used to be called Easy Video Player, but it just recently relaunched, I guess you could say. It's called Easy Video Suite Now, and every year it's gotten better and better. If I had to use only one tool I'd probably could run my business on just this one tool. If you're going to use video on your website or anywhere in your marketing--it just allows you to give your videos so much more functionality of being able to share the video or post it on Amazon, so you're not paying thousands of dollars in video hosting fees. Creating common, sending your videos, it just does so many things for your video marketing. That's my favorite tool by far, I love that tool. Travis: Does it allow you to bring in Facebook comments and things below it, stuff like that? Justin: Yes, it allows you to bring Facebook comments; you can bring up buttons on top of your video, key points, or even an opt-in form. When the video does playing you can redirect them to a website. It just really lets you do lots of stuff with your video. It takes video and makes it like internet functional. Travis: Oh, by buttons appearing by buttons at certain times and all that other stuff? Super, super cool. Wow. And I've never heard of that. Justin: And it also helps you make your videos compatible with all the different iPads, and Androids, and iPhones, and--you just make sure that you're compatible with all these other stuff too. Now with their new features, I just can‟t go into their other feature. But it's just, I absolutely love the tool. I would pay probably ten times more than what they're charging. Travis: How much is that? Justin: When I bought it it was 200. Travis: Okay. Well you know what's impressive because what you're talking about normally, I know that if you would watch your video on an iPad, a lot of videos will not operate on an iPad. I don't understand that. Justin: Right. They have to be on a special format. Travis: Yeah. Wow, that's impressive. Great recommendation. Thank you for that. Let me ask you, what famous quote would best summarize your belief or your attitude in business where you are today? Justin: We've got one around the office that “an eagle uses the negative energy to fly even higher.” I'm not sure I have the quote exactly perfectly written down right here. I still haven't memorized better but I heard back in 2010 when I was kind of struggling, a little bit lost. And that kind of really helped me power out of it. I got the visual growl, with an eagle, he flies over a storm and he uses that storms energy to fly even higher than any other bird can go. I realized that I'm just going to take all of this.

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THE ENTREPRENEUR’S RADIO SHOW Conversations with Self-made Millionaires and High-level Entrepreneurs that Grow Your Business

Anything bad that happens to me now just makes me stronger now. I just take that energy and go higher. Travis: Yeah. I've never heard that, great quote. I was, I'm 47, and I was raised in a household were-my father was a very tough guy and not physically tough, he's just the tough guy. And so I learned to excel through negativity and it serve me well as a young man but as I got older I had to try and find ways to propel myself beyond that. But it is a great tool when negativity enters your life to allow it to propel you to that next level rather than clipping your wings or bringing you down, right? Justin: Because let's be honest, as much as we would love the world to be the great place like Charlie Willy Wonka said it's going to be. There's no shortage of negativity out there. If you could learn how to take that in and ride higher with it, you can conquer anything; I say something that just really empowers you. Travis: Yeah, I agree with you 1,000%. Now as far as people connecting with you, you want them to connect with you through Facebook or is there any links that I can put on the site that will help them come straight to you. Justin: You know, if you wake them up to BrightEagleProject.com, that's kind of my company name, its Bright Eagle Project LLC, and that encompasses a lot of kind of things but on BrightEagleProject.com it tells them a short summary of--here's one of our websites and what we do. Here's another one of what we do so they can figure out which one's best for them there. And then if they want to just talk and chitchat and get to know each other, meet me up on Facebook, find out what I had for breakfast, and you can find out what article that I'm writing and what I'm doing, you know. Travis: Yeah, you're in Twitter also? Justin: Not too much, I have an account out there on Twitter but it's not my thing, my Facebook's my home. Travis: Right, Okay, cool. Let me go ahead and do the housekeeping and wrap some of these things up. Number one, I want to tell you personally, thank you from me and Sandra for taking your time and coming on the show and sharing your personal story. And then also, your specialty, I know that you're super busy and in high demand, so I appreciate you taking time out to do that, I'd like to stay connected with you long term, you cool with that? Justin: Yes, definitely, sounds great.

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THE ENTREPRENEUR’S RADIO SHOW Conversations with Self-made Millionaires and High-level Entrepreneurs that Grow Your Business

End of Interview Travis: Yeah, we've had a great connection. I want to remind you, our guest, remember to go to Diamonds in Your Own Backyard, or actually go to DIYOB.com, so that's short for Diamonds in Your Own Backyard, and enter your name and we'll send you the 2013 Business Owner's Guide, From Frustration to $70 million. It's a behind the scenes look at what you need to know to grow your business to incredible levels of success. And it's personally, it's a chronicle, if you will, of what I found to be the truth about growing a business and all small businesses, a little $100,000 start-up business, in order to grow to the $70 million, you have to figure these things out. And so rather than taking 22 years to get there like I did, I'd rather you take the shortcut and figure out what those items are that would get you there. Everything that we do in the show is dedicated to furthering the entrepreneurial cause and helping you find success sooner rather than later. So when you opt-in, you'll become part of our Authentic Entrepreneur Community, where we're setting up a network of people, and tools, and resources that you can refer to to grow your business. Now this is my personal roll-a-decks and Sandra's personal roll-a-decks of people we used, we recommend, we know I can trust. And so again, everything that we do is dedicated to giving you that shortest path. Now I've personally spent an absolute fortune in getting to know many of these people through mastermind events that I've travelled to, and now you'll be able to just connect with them direct through this network. Today I want to close the show with reminding you how important you are as an entrepreneur to your community. You're an inspiration to others as a model of what it looks like to go after your dreams and take action no matter what. This stands in the way of a lot of people, they're, just like we were talking with Justin. The fear stands in your way of going after your dreams and so it's our dream to give you the tools and the wisdom through great people like Justin to find new levels of success in your business. So even if you're struggling right now, incredible levels of success in business are not reserved for the chosen few, it's a formula, a series of skills and tactics, combined with tenacity. So the only thing that I ask from you is that you pay forward as you find that next level of success, you look for a cause or something that you're passionate about, something that in your journey of life was important to you, then adapt to that cause and find a way that you can contribute to them each month. There's no sweeter success than when you share it with others, and that's my point with you here. So to your success, may you inspire those around you to go after their dreams too. Talk to you soon my friend.

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THE ENTREPRENEUR’S RADIO SHOW Conversations with Self-made Millionaires and High-level Entrepreneurs that Grow Your Business

How We Can Help You We know that finding someone that you can trust online today is hard and that so many “so called gurus” are self-‐appointed and have never really even done what they teach you to do. That‟s exactly why we created the Double Your Profits Business Accelerator. This is an exclusive offer for our fans at a fraction of its normal cost. Here's what to expect. We'll Schedule a 'One on One' private session, where we'll take the time to dive deep into your business and tell you what is missing, so that you can have your best year ever! We'll do this by performing a S.W.O.T. Analysis. This tells us your Strengths, Weaknesses, Opportunities and Threats within your business. This will be an eye opener for YOU, for several reasons, however some of the most common reasons are. As the 'Business Owner' it‟s difficult to see the big picture of your own business because you‟re in the middle of a daily management. And you are too emotionally involved to completely impartial. This is a common problem for EVERY business owner. It doesn‟t matter if you are a one-man army, or an army of 150, the problem is still the same.

Travis Lane Jenkins Business Mentor-Turn Around Specialist Radio Host of The Entrepreneurs Radio Show “Conversations with Self-made Millionaires and High-level Entrepreneurs That Grow Your Business"

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