Agent of Wealth Episode 93 – The Power of Leverage in Your Business With Brad Sugars

The government spends billions of dollars each year on goods and services, and by tapping into this vast marketplace, small businesses can secure lucrative deals, gain steady income and heightened visibility. In this episode of The Agent of Wealth Podcast, host Marc Bautis and guest Richard C. Howard dive deep into the world of government contracts.

As a career military acquisitions officer, Howard oversaw $82B+ in DoD contracts, and has advised and trained over 400 companies as a consultant. He’s the CEO of DoD Contract – which guides, trains, and mentors small business owners and sales executives through the government sales process – and the host of DoD Contract Academy Podcast.

In this episode, you will learn:

The benefits of selling to the US government as a small business.
How small businesses can find opportunities to sell their products or services to the government.
How small businesses can stand out in the government procurement process.
How small businesses and startups can utilize the Small Business Innovation Research Program.
And more!

Resources:

Disclosure: The transcript below has been lightly edited for clarity and content. It is not a direct transcription of the full conversation, which can be listened to above.

Welcome back to The Agent of Wealth. This is your host, Marc Bautis. I’m joined by a guest for today’s episode, Richard C. Howard. Richard is a leading authority on US federal government contracts. As a career military acquisitions officer, he oversaw $82B+ in DoD contracts, and has advised and trained over 400 companies as a consultant. Richard is the CEO of DoD Contract, which guides, trains, and mentors small business owners and sales executives through the government sales process.

Richard is the host of the DoD Contract Academy Podcast, and speaks extensively on the nuance of federal contracting strategy. Richard, welcome to the show.

Thanks for having me on, Marc.

I don’t think people even realize that government contracts are out there. Can you start off by explaining this market size, and some of the benefits of selling to the government as a small business?

The Benefits of Selling to The US Government as a Small Business

The US government is the single biggest purchaser of goods and services in the world. When people think about government spending, most immediately think of big defense contractors. But in reality, the government buys just about anything you could think of – from defense and weapon-related spending, to tai chi instruction, to commodities, to food. Think about it like this: Every military base is basically a small town, or city in some cases. All of the infrastructure that goes into that town or city is paid for by the government. And they have a mandate to buy from small businesses.

So whether you’re in – cybersecurity, accounting, legal, you’re selling food, you have a franchise, you have a training business – the government is most likely buying in your area. It is very rare that I find an area where the government isn’t spending money, so the spending is vast.

The government has to buy from small businesses, yet less than half of 1% of US small businesses are actually participating in the government contracting process, despite the high spending levels.

Alright, so there’s a lot of opportunity here. How does a small business find the contracts?

How Small Businesses Can Find Opportunities to Sell to The Government

Because we’re talking about the government, there is a lot of regulation that exists to ensure there’s fairness and that the public can see what the government’s doing. So everything the government spends money on – with the exception of a couple classified contracting avenues – is public knowledge.

So, as a small business owner, you should ask, “Does the government buy what I sell?” To find your answer, go to a website like usaspending.gov and begin searching public records to find out what the government spends on.

Whatever you sell, it probably falls under something called a North American Industry Classification Code, or NAICS code. When you go into usaspending.gov, type in what you sell under NAICS – for example, accounting. The website will suggest different codes that you would fall under. You can click on that, and sort it by small business spending.

You can quickly see how much the government spends on small business contracts in your industry and area of focus.

Are these contracts location specific? Does it help if a business is located near a military base, for example, or does it not matter?

It depends on what you’re selling. By the way, government contracts certainly extend past the Department of Defense and military bases. There’s lots of different federal agencies that spend money.

Okay so once a business owner discovers how much the government is spending in their niche, what’s the next step?

Once you know that the government buys what you sell – if it’s local, they buy it in your state, or if not, you can work anywhere – the next step is to register your company. You can do that at sam.gov. That’s where all registering and most of the solicitations take place.

So when you go to sam.gov, you’ll find instructions on the screen for registering. Of course, you need to have a legal business in the United States, and come ready to register with your EIN number.

All in all, the process takes a couple weeks sometimes, but at the end of it you’ll get what they call a CAGE code and UEI number – these are federal identification numbers for your business. Once you have those, you can start bidding on contracts.

By bidding, do you mean writing proposals?

Yes.

How Small Businesses Can Stand Out in the Government Procurement Process

What can a small business do to separate themselves from the others trying to do the same thing?

Good question. This is really where most companies fail in selling to the government…

Once your business is registered through sam.gov, you will begin to see what’s called a request for proposal, or RFP. At that point, a business can begin writing a proposal. But, the government is very regulated in how they buy products and services.

For instance, if I saw an RFP come out that the government is looking to buy a $3 million landscaping contract for base X, I can’t just pick up the phone and talk to someone to get my questions about the contract answered. Now, if it’s a big contract, the government will answer most questions publicly through sam.gov. In those cases, you might get some answers that can inform your proposal.

But otherwise, you won’t be able to set up a meeting with a government worker. You won’t be able to develop a relationship…

So, before the RFP comes out, there’s something called the market research phase. Let’s say you’re a software developer, and the government is putting a command and control platform together, and you have a great user interface for that. Well, it’s during the market research phase that you can engage with the government if you really want to have a shot at landing the contract later on. Meaning, before the RFP comes out, we want to know who is doing the purchase, and we want to know the details of the opportunity ahead of time.

If you want to differentiate yourself from the rest of the herd, you want to look for things like a request for information or sources sought. When those come out, they’re squarely in the market research phase. At that point, you can set up a meeting with the government.

I recommend small businesses to respond to requests for information. They’ll answer questions like:

How long have you been in business?
Do you have past performance?
What do you think of the approach the government wants to take?

And, you’ll be able to suggest things. For instance, when you register your business, there are different certifications. Examples include:

Small business certification
Woman-owned small business certification
Disabled Veteran-owned small business certification

If you happen to have one of those certifications, you do have a leg up, because the government needs to set aside a specific percentage of contracts to those certified businesses.

But, back to the market research phase, you can actually recommend that the government lists the contract for a specific certified group. So, you’re helping the government write the solicitation, and you can give yourself a leg-up if you suggest a certification you have.

Okay, so you’re trying to influence the decision a little bit. Have you ever seen a case where a small business had a product or service that the government isn’t spending on, but they propose it to them?

Yeah, there are a couple of ways to do that. I would say if you take away one tip on selling to the government, it’s to get meetings and build relationships with the people that actually buy what you sell. There’s a lot of ways to do that, but mainly through research.

If your business sells a product or service that the government is not actively looking for, but you want to sell to the government, the government needs two things: A requirement, and funding.

The Small Business Innovation Research Program

If it’s an innovative solution of some kind, for example a patent, you can go after something called the Small Business Innovative Research Program, or SBIR. Any government agency that spends a certain amount of money in research and development has got to contribute to this program. So, the SBIR program spends about $4 billion a year on innovative research and development contracts with small businesses.

This is a way to basically propose your product or service to the government, because they have funding in the SBIR program. If the review panel thinks that what you have is innovative, and that it would achieve a government need, you can win one of those contracts.

Phase one of SBIR is kind of low dollar. Let’s say, for example, you’re creating a VR training system. In that case, phase one might just be a feasibility study. You might propose that the government uses a VR or augmented reality training system to help maintain or fix aircrafts, for instance. Well, that might resonate with the board. That first phase one event is probably going to be somewhere around $100,000-$150,000, which is small for government contracts.

But, what you’re really doing is:

You’re establishing past performance with the government, because now you have a contract.
They’re now going to help you find people in the government that would potentially sponsor you.

Now you can’t totally rely on the government SBIR office, you also need to put yourself out there to find a sponsor. If you find somebody willing to sponsor, but they don’t necessarily have to have money, they just sign a memorandum of understanding for you to go to phase two.

Phase two is to develop a prototype, or set up a demonstration. There could be a lot of different things that you’re recommending, but that’s the phase two piece.

The Small Business Innovative Research Program is really great for getting your feet wet. Even if you have a developed product but you’re modifying it for government use, that would also qualify for the program.

Going back to finding these opportunities, my father actually had a government contract through a larger corporation. He created a pellet that went into 50 caliber ammunition. He wouldn’t get the government contract himself, but General Dynamics or Olin would go through him to create this component of their contracts with the government. Are there opportunities like that out there?

Yes. That’s a really good point. There is a variety of ways the government can buy things from a small or large business owner. For example:

Contracts.
Subcontracting.
Sole source contracts.

As a business owner, you need to understand how the government is buying what you’re selling. That’s something that you can do pretty easily with the research tools the government offers.

Let’s say you own a company that is licensed to do HVAC. Over time, you’ve built a relationship with the government office that purchases contracts in construction. From that relationship, you learn that next year, Hanscom Air Force Base is going to be building an office building, and you have interest in installing the HVAC system. But, you aren’t able to take the full construction contract.

What I recommend you do is look through a website like usaspending.gov to see which construction companies have done that type of work with the government – illustrating past performance – and reach out to them about this upcoming opportunity. The fact that you’re bringing them this opportunity sweetened the pot for them to work with you, involving you in the project.

If you reach out to three companies like that, you’ll get at least one or two bites to form an agreement and go after a large contract together. That’s very helpful for a small business, because the big company can handle the proposal writing, and so on.

Artificial intelligence is all the rage right now. Do you see AI being used to uncover some of these opportunities, or to help small businesses in this process?

It’s interesting that you bring that up. Two of my recent episodes on the DoD Contract Academy Podcast were about AI in the government space.

One of them is called Govly, which uses artificial intelligence and machine learning to enable government contractors, OEMs, and distributors to accurately plan for government purchases years in advance

The other is called Rogue, which is an AI tool specifically designed to help businesses write proposals for government contracts. It kind of works like ChatGPT.

Business Financing and Government Contracts

What happens if a business needs financing to fulfill an order from the government?

First, it depends on the contract. If it’s a SBIR contract, where the business is developing something for the first time, then you can win the contract before you have to start development. But those are research and development contracts.

So let’s say you win a small services contract that involves employing 20 people. The small business will have to pay those individual employees before the government pays the small business. That’s because there’s about a 90 day turnaround time on invoicing to the government.

Now, there are certain financing houses set up specifically for government contractors. One thing to know is once you win that government contract, it’s one of the most secure contracts you’re going to have. So a lot of banks know they can count on the government paying the business.

That’s also one of the reasons companies go after government contracts – because it increases the value of your company.

Are Government Contracts Recession-Proof?

In addition to AI, the other thing that we’re constantly hearing about is this looming recession. At a high level, how is government spending compared to other industries?

Government spending is more stable. I always recommend that business owners – small or large – have one stream of income from commercial sales and another stream of income from government sector sales. The government is spending year over year, whether there’s a recession or not.

But I would say that the government experiences difficulties in different ways, and typically at different times.

Usually, if you have a three-year government contract, for example, you’ll receive that funding month over month. Now, there are times when the government shuts down, or when there is sequestration. The government can terminate a contract for convenience. But if they do, there are regulations to protect the companies that held the government contract.

That’s good. Well, we’re just about out of time. Richard, thank you for joining me today. You did a great job explaining how businesses can leverage government contracts as well as how to navigate the government procurement process. What’s the best way for our listeners to contact you or learn more about your advisory coaching services?

Your listeners can go to dodcontract.com to schedule a consultation. On the website, we also have courses available. And of course your listeners can check out my podcast, DoD Contract Academy, on whatever platform they like to listen on.

Great, we’ll link to those resources in the show notes. Thanks again, Richard. And thank you to everyone who tuned into today’s episode. Don’t forget to follow The Agent of Wealth on the platform you listen from and leave us a review on the show.

Schedule an Introductory Call

You don’t need to have any formal education to become an entrepreneur, but it’s imperative to gather knowledge and learn from other experts in the business of business to ensure future success. In this episode of The Agent of Wealth Podcast, host Marc Bautis is joined by Brad Sugars, a bestselling author, keynote speaker, and the #1 business coach in the world. Over the course of his 30-year career as an entrepreneur, Brad has become the CEO of 9+ companies and is the owner of the multi-million dollar franchise ActionCOACH®. Together, they discuss a variety of business tips and strategies for entrepreneurs big and small.

In this episode, you will learn:

The advantages to creating repeat business.
How business owners can create functional management and employee structure so they don’t have to work in the day-to-day of their business.
The pros and cons of scaling your business using franchising.
How and when to teach children about entrepreneurship.
And more!

Resources:

Disclosure: The transcript below has been lightly edited for clarity and content. It is not a direct transcription of the full conversation, which can be listened to above.

Welcome back to The Agent of Wealth Podcast. This is your host, Marc Bautis. On today’s show I brought on a special guest, Brad Sugars. Brad is the owner of the multi-million dollar franchise ActionCOACH®, as well as a bestselling author and a keynote speaker. Brad, welcome to the show.

Hey, Marc. Great to be with you today.

As we’re entering the new year, many people embark on a journey of improving their life, their business, their wealth, and so on. I know you created the program “90 Days to Revolutionize Your Life”. Can you start off by providing a little bit of background about the program and how you came to create it?

Brad Sugar’s “90 Days To Revolutionize Your Life” Online Course

Look, I’d been teaching business for 20+ years. Then, I started teaching wealth. When I hit 50-years-old, I said, “You know what I want to do? I’m going to record everything that I can possibly teach someone.” So I sat down and started teaching business. I thought, ‘If I do 30 minutes a day, for 30 days on business, I think I can get through 30 years of business knowledge.’

Then I sat down and said, “Well, what about all of those life success principles?” Because there are core principles and formulas of life success that have helped me. When I sit back and I look at ActionCOACH® as a company… We have more than a thousand offices now in 83 countries – building an organization like that, there are certain success principles you have to learn. So I wanted to teach them.

Then I sat down and said, “What about wealth?” Because I’ve written books on wealth. I even wrote a book for kids on wealth. I said, “I can teach that.” It resulted in 30 minutes a day for 30 days on business, life and wealth. If you combine those three, it’s 90 days of this Australian accent coming to you live for 30 minutes a day.

If people want to change their life, they have to change their thinking. You can’t change your life with your old thinking. Your old thinking got you to where you’re at, it can’t get you to where you want to go. It’s the old theory of what got you here won’t get you there.

I remember being 16-years-old when I won the Rotary Youth Leadership Award in my area. They sent me away for a training program on how to be successful and a leader at 16. It gave me this yearn to learn – a desire to read, study and understand. So I just started reading everything. What I realized is that if I want to achieve something, I can learn it. As long as I’m willing to learn it, then I can do it.

The learning work is the hardest work, Marc. I think that’s why very few people make changes. They’re not willing to learn new stuff. So that’s my focus: Getting people into learning.

How does someone participate in the 90-day program? Do they listen or watch?

Learners watch online lessons for 30 minutes a day, then go to the next phase. 30 minutes of learning a day is a lot compared to what most people do.

At the start of the COVID-19 pandemic, business owners weren’t sure what to do. I’ve run my business through four economic downturns, so I started teaching them how to survive an economic downturn in business.

Is there something that learners are encouraged to implement at the end of each lesson?

Yes, there’s homework every day. I don’t include homework because I expect people to do homework. But if you’re going to succeed financially, you need to build a plan for your family’s wealth. If you’re going to succeed in business, you need to build that plan for business. If you’re going to succeed at life, what do you want your life to look like? What does a successful life look like to you?

As a father of five, it’s important for me to teach my kids the formulas of success. When I sit down with my children, I say to them, “B times do equals have.” They look at me funny and ask, “What do you mean, dad?” Well, when you know what you want to have, what you have to work out is what you need to do in order to achieve it. Until you’re very clear on what you want to have, it’s hard to work out what you need to do. Therefore, it’s hard to work out who you need to become.

If you set a goal for your life, your business or your wealth, you have to grow into that goal. You’re not going to achieve the goal on your current knowledge, because if you could you would’ve already.

How to Create Leverage in Your Business

When I teach people leverage – the principle of doing the work once and getting paid forever – they look at me confused. What do you mean do the once and get paid forever? Because what did we learn in school, Marc? We learned to do the work once and get paid once. If you show up, you get paid. If you don’t show up, you don’t get paid.

Of all my 17 books, the ones I’ve written on wealth have always been about leverage. How do you build something that pays you forever? How do you build a business that works so you don’t have to? My definition of a business is to build a commercial profitable enterprise that works without you. If you have to show up, that’s not a business – that’s a job.

I own 11 companies, but I only work two days a week. Two days a week to run 11 companies – Tuesdays and Thursdays. People ask me, “How do you do that?” Well, I build businesses and I build business people. If I build my team and mentor/teach them, they can run the business so I don’t have to. I have great CEOs who run all my companies.

Even Steve Jobs had to learn that. Steve Jobs got fired from Apple in the beginning. Their business model was very different to Microsoft, whose model was to build a piece of software once and sell it a billion times. Apple was making a computer once and selling it once… They were a manufacturing company.

If you want to look at a genius of leverage, look to the Disney corporation. How many ways do they sell you the mouse? If you have any kids, how many Frozen items do you have laying around the house? From Frozen dolls, to soundtracks, to books. Then Frozen 2 came out and you had to buy those items all over again. Disney is a genius at leverage, because they get the customer once and keep them coming back for life.

I invest in real estate. Why? Because I buy the house once and it pays me back for the rest of time.

Leverage is definitely an interesting topic from the business owner’s perspective. Let’s say someone is starting a company… Should they create the company, then they figure out how to leverage it? Or should they be thinking about leverage from the beginning?

I’d hope that they’re thinking about leverage before they start. Let me give you an example. If you were to go into business, would you prefer to make a cleaning product and sell it for the rest of time? Or would you prefer to go into business building air conditioning plants? I would prefer to go into a business where I create one product and sell it for the rest of time.

Leveraging business needs to be looked at in two ways.

The product or service. Is it something that is repeatable? Profit in business comes from repeat business. If you don’t have repeat customers, you will have very little profit in most cases.

Functional management. You need to look at the work of the owner, versus manager, versus employees. The employee’s work is the work that gets done once, and they get paid once. The manager’s work is the work that gets done over a long-term, and they get paid long-term. A manager does things like planning, systemization, training of staff, hiring staff, and marketing. The owner’s work is the work that is done once, and it pays forever.

The owner works on building a business, the manager works on running a business and the employees work in the business. When you start out, most business owners do all three. But if business owners are doing employee work, guess what level of money they’ll make? Employee-level money.

How to Prevent Your Business From Running You

How easy is it for business owners to transition from that? Let’s say they’d love to have that owner, manager, employee model, but it’s tough when they’re just starting out. How do they get there?

Firstly, they need to learn the skills of management – how to recruit people, how to train people, etc. Once you know what you’re doing, once you’ve studied it and understand what that looks like, it’ll take three to seven years. You could get there in three years, but a lot of us have built a business where we’ve trained our customers to deal with us. We say, “Hey, I’m the owner… I’m always here, you can call me.”

That is the dumbest thing you could ever say to a customer. I want to train my customers to deal with my staff, not to deal with me.

Also, they need to grow emotionally. A lot of us start a business because we like to be the boss and because we’re a bit of a control freak. So we need to grow to trust our people, learn to let go, learn to train them, and build systems to delegate rather than abdicate.

In general, people get into business because they’re good at something. They’re a good hairdresser, or a good accountant, for example. So they open a salon or an accounting practice. No one taught these people how to be a business owner.

There’s a distinct difference between being a technician in your business, being a manager in your business and being an owner in your business. That is the ladder of growth. I wrote about that in my book, Billionaire in Training.

So is one of the first things in creating that ladder putting systems in place?

Yeah. So, at ActionCOACH®, we have approximately 280,000 clients around the world that we coach as business owners. I’m very proud to say that we do that in three communist countries as well – China, Vietnam and Russia. I love the fact that we’re teaching people how to be entrepreneurs, it’s a lot of fun.

But when I sit down with clients, I walk people through that book. It’s our systematic methodology of how to grow a business. Like baking a cake, there’s a recipe. If you follow the recipe of how to grow a business, anyone can do it.

We start with the following four areas:

Direction: Determining where the business is going.
Finances: Understanding the financials.
Operation: Knowing the operational aspects.
Productivity: Understanding the business’ productivity.

Those are the first four areas in most companies because typically, business owners want control back.

Then we generally move them into marketing, because to fund growth you need repeat business and a better conversion rate. I teach my five ways formula, which is possibly the most important formula any business owner should learn. That is:

Leads x Conversion = Customers

Customers x Number of Transactions x Average Sale = Revenues

Revenues x Margins = Profits

Leads, conversion, transactions, average sale and margin are the five most important areas of any business owner’s marketing plan. Marketing is the process of profitably – buying lifetime customers. If a business doesn’t have a marketing budget, it’s not likely to make any money.

Once that’s taught, we then move into systemization. We don’t want to systematize until we’ve got volume of marketing, because if you have a small business and you build the systems for that business, they’ll only work for a small business. As you start to add volume, you’ll break those systems.

Then we move to team building, then synergy. Have you ever seen that movie? What was the Ray Kroc movie called?

The Founder.

The Founder, like that. We challenge people at the synergy level to say, “We’re no longer looking at 30% growth. We’re looking at 30 times growth.” That’s why I wrote my latest book, Pulling Profits Out of a Hat. In that book, I discuss the traits of a business that has exponential growth.

That’s a lot of what I do today. It’s a lot of what I teach.

The Pros and Cons of Franchising

Makes sense. On the topic of expanding, what are the pros and cons of expanding under a franchise or doing it as a business owner yourself?

Franchising is a great methodology to bring in capital and people, but I’ll give you a story of two guys I know that both built restaurant chains to explain the difference. Business owner #1 created the restaurant chain as a corporation, where he raised capital before building. Business owner #2 created the restaurant chain on a franchise model. Now, both of the business owners built about 120 restaurants, with approximately the same revenues and profits. Business owner #2 sold for $120 million, while business owner #1 other sold for $750 million. Because the franchisees bring the capital, they retain a lot of the asset base.

Now, I love franchising. Currently four of my companies are franchises, including ActionCOACH®. But a lot of my companies are not franchises because I would rather build the business with my own capital. I’d rather build with a team than build with franchise partners.

But both of them have benefits. If you’re not willing to build more than a hundred locations, I wouldn’t go the franchising route. Because once you move to franchising, you are no longer in the business of your business. You’re in the franchising business.

How does the mindset of the owner come into play? Let’s say a business owner likes being an employee, manager or owner. But there’s a lot of potential for growth. How should that business owner change their mindset? Should they?

It really comes back to your goals – that’s where everything starts. My success formula is dreams x goals x learning x plans x action = success.

What are your dreams? A lot of people don’t dream that big because they’ve been taught not to, but turn your dreams into goals. From your goals, define what you need to learn. As I said before, you’ve got to grow into your goals.

I remember when ActionCOACH® was 10 years old. The Chief Sales Officer at the time came to me at a conference and said, “I think it’s time for you to go.”

I said, “Yeah, I’m not enjoying this conference. You’re right.”

He said, “No. I think it’s time for you to fire yourself as CEO.”

I looked at him and said, “What do you mean?”

He said, “You don’t like this business anymore and I think I like it more, so I could run it better than you.”

I’d just had a baby – my first child – and I thought, ‘You know what? He’s right. I don’t need to run this anymore. I don’t need to be at home.’

So I fired myself as CEO. I left, spent four years as a full-time dad, and eventually fell back in love with my business again. The thing was I had a business that ran without me, so I was able to make that decision

Another reason you want your business to run without you is because something can happen that will disrupt your ability to work. It could be your health, someone else in the family’s health, or another issue where you physically can’t do it anymore. Your business better run without you, or it’s going to die.

And the third reason it should run without you is so that it’s at full value. This way you’re actually building an asset, rather than building cash flow that’s dependent upon you showing up every day.

How to Teach Children About Entrepreneurship

What’s the right age to start thinking about creating a business, versus being an employee? I know you were 16-years-old when it was introduced to you. Is that the right age?

I think that the teenage years are the right years to introduce a child to desiring a level of success. Desiring a level of achievement. It doesn’t matter what success or achievement means, but desiring it at some level, whether it’s sporting, scholastic or otherwise.

I want my seven-year-old twins to succeed, but at seven, if they don’t love tennis they don’t need to be the best tennis player. I just want them to enjoy it. Now, if at 13 they want to get serious about tennis, then yes, they need to be serious.

Anyone teenager or student, 12-22, can go to the ActionCOACH® Foundation at actioncoachfoundation.org. That foundation teaches young people the principles of entrepreneurship.

The earlier someone desires being successful – whatever that means to them – the better.

I’m stunned at the number of people that have kids that have never read a book on parenting. When my wife told me we were having twins, I sat there for a few minutes… I’m not at a loss for words often, but I was definitely at a loss for words that day. One of my first thoughts was to head to Amazon and look for books on how to raise twins. I knew I had to read and study it.

Yeah, I’m a lifelong learner too. And I don’t just learn, I also implement and execute on what I learn.

That’s what I want to say to everyone listening to this podcast. If this is your first time with Marc, subscribe. The topics he’s covered and the people he’s interviewed… you sit there and you realize this is amazing knowledge.

Thanks. We’re really seeing entrepreneurship explode now. People are not happy in their W-r jobs, so this conversation has really come at a great time. Having a resource like you can give people the knowledge they need before they take the leap into business. Just like what I do in finance – it’s not rocket science, but you have to learn it, make a plan and implement it.

So, I want to thank you for being on the show. How best can someone reach out to you?

Two things. First of all, I’m going to send you a link, Marc, that gives everyone the Black Friday. I’ll extend the Black Friday deal on that 90 Day Course to all of your listeners.

Awesome.

You can find me on Bradsugars.com or any social media, even Pinterest.

Great, we’ll link to that in the show notes. Thanks again for being on, and thank you to everyone who tuned into today’s episode. Don’t forget to follow The Agent of Wealth on the platform you listen from and leave us a review of the show. We are currently accepting new clients, if you’d like to schedule a 1-on-1 consultation with our advisors, please do so below.