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Our next guest is Craig Handley. He is hard to describe but let me try. He is an author of a best selling book called “Hired To Quit”, he is musician writing music for artists all over the world, he is a bit of a comedian who has done Stand Up on broadway in NYC he also moonlights as CEO of his company ListenTrust which was named #1 in Business Products and Service (#27 overall) on Inc. Magazine’s 500/5000 list where they do about 150M in sales for their clients, and answer 100’s of thousands of CS calls and Lead generation calls and employs close to 1000 awesome people and he now runs a social media company called SocialClose that’s gone from 0 to 600K in revenue in the last 60 days.

What Expert Authority World™ is saying about the show:

  • 0285: Sales Driven Agency: Helping Founders Become Predictable, Sustainable and Scalable
    June 28, 2021 by Mary2577 from Philippines

    Thank you so much and keep on doing more great show.

  • Easily One of My Favorites
    May 7, 2021 by ScottDGray from United States

    I recently discovered Expert Authority Effect. It’s quickly worked it’s way onto my list of must listen podcasts. The episodes are less than an hour and packed with great information from top-level entrepreneurs.

  • Priceless Content!
    May 7, 2021 by megan@podcastingyou from United States

    Mario does such a good job covering a variety of topics. His guests offer awesome advice as well. I would recommend this show to anyone looking to learn more about entrepreneurship!

  • Very helpful
    May 7, 2021 by Luke and Susie from Australia

    As a business owner I love being challenged to see things a different way and be reminded of how to do thing better. This podcast has been so helpful to do that.

  • Great Show
    May 6, 2021 by emj-js from United States

    Mario does an excellent job being fun an entertaining while asking insightful questions to draw out the experise of his guests. Thoughtful, helpful conversations to make work and life better. Thanks!

  • Smart Ways to Gift
    April 26, 2021 by Michelle Kaplan from United States

    I learned some key things during Mario's interview with Chelsea Martin on gifting. What stands out is how impactful direct mail really is and how important a customized presentation of your products not only creates happy customers, but also a great referral source. Thank you!

  • Heart Centered Success
    April 18, 2021 by Macnjacs from United States

    Your interview with Brandon Fong was great. I appreciated the fact you started with the 3 steps, it was so valuable it really made me want to hear more. Thanks!

  • Love this show!
    March 12, 2021 by Gisele_Oliveira from United States

    This is so far my favorite podcast. It’s been my weekly dose of motivation and inspiration. Keep up the great work, Mario !

  • So much value!
    March 7, 2021 by Loose Seeds from United States

    The conversation with James, Sana and John Lee Dumas was awesome. Unique questions were asked by the hosts and JLD responded with gems that I stick right into my pocket. Thanks for this valuable info on how to up my podcasting game guys!

  • Always Enjoy Mario's Interviews!
    March 5, 2021 by HarloB from United States

    I really enjoy Mario and his shows. The Stress and Anger in the Workplace episode was great because it cut to the chase of all the issues around this topic. Great interview!

  • Great Podcast
    March 5, 2021 by 11Dreamer11 from United States

    Really interesting interviews that are really well done! Great listen and great for inspiration.

  • Innovative
    February 22, 2021 by Michelle Kaplan from United States

    I love Mario's energy! It captures my attention throughout his podcasts. Listenng to him and his guests, their ideas, actions, and accomplishments makes me brainstorm what's next for my business. Relevant and fresh!

  • Inspiriation 7 Days A Week!
    February 19, 2021 by ST Rappaport | LifePix from United States

    Mario doesn't miss a day. No matter what is going on, there's an episode relase. Mario is on a mission and nothing is going to stop him. He's a real model to be doing these interviews!

  • An Expert on Experts!
    February 12, 2021 by Powerful Eric from United States

    Love this show! Mario's show is a asset to podcasting. Thanks for helping others Mario!

  • Now I know
    January 22, 2021 by Margo Lovett from United States

    Mario, I see how active and generous you are in Podcast Paradise. Today, I listened to a few of your shows - episodes 1 & 59. Episode 1 brought me into the moment of prayer. You produced a show according to the Spirit. Now I know why you are so generous, able to operate from your seat of genius. Margo Lovett

  • Keeping the Books
    January 15, 2021 by E-World from United States

    Great interview with Judith keeping Net Profits as key thing to look at. Interesting point she made some owners make 30 millions but not enough Net to take a paycheck.

  • Excellent podcast
    January 12, 2021 by Atomickitten99 from United States

    I’m enjoying the guest interviews. They are packed full of great nuggets! Thank you.

  • Unique - Engaging - Bold
    January 2, 2021 by Paul D Johnson from United States

    As host of interveiw based The God Zone Show podcast I fournd Mario's show uniquely valuable in providing inpriation and engouragment for my work.

  • Fun, insightful, and quality production
    December 23, 2020 by koltrass from United States

    Mario brings in top-notch guests for engaging conversations on a variety of topics. Moreover, his attention to technical (e.g. audio, editing) quality is obvious and makes a difference. Listen to be entertained and enlightened!

  • Inspiring interviews to take the next step!
    December 12, 2020 by BillableWithBaby from United States

    Inspiring interviews with interesting entrepreneurs inform and motivate you to take things to the next level. Always good things to learn and implement. Thank you Mario!

  • Pure value, I love it
    December 4, 2020 by Jdoggg222 from United States

    Mario has a way of asking the questions I am wondering as the guest is speaking. He seems to intentionally ask the questions that most benefit you as a listener. Great podcast!

  • Loved the Craig Handley Episode
    November 13, 2020 by MHillfan from United States

    Mario’s energy is infectious and Craig Handley is a character and some. But really every episode brings out the uniqueness of each guest. This pod has become one of my must listens›

  • Inspiring. Informative.
    November 6, 2020 by SunDevil from United States

    Mario is incredibly inspiring and does something few other podcast hosts can manage to do… allow his guests to actuall talk at length and answer his questions. He offers great information and I really appreciate that he is invested in what his guests have to offer as well. Other podcasts come across as an ego stroke for the host, but this podcast is truly here to help guests share their stories as well to the benefit of the listener. Worth subscribing.

  • Game changer
    October 30, 2020 by Player's Handbook from United States

    This podcast is informative and inspiring. I love it!

  • If you are a wanna be entrepreneur look no further!
    October 23, 2020 by Elisa Di Napoli from United Kingdom

    Great podcast full of interesting insights. The host is engaging and thoughtful and I can say I have enjoyed listening to each episode!

  • Amazing Interviews not to miss!!!
    October 16, 2020 by Jbower1282 from United States

    Consistantly uniques interviews or amazing people really making it happen.

  • Mario is a great host with great questions!
    October 16, 2020 by alexdesigns from United States

    Take a few minutes out of your day to listen to Mario. He is a super smart guy and I love the questions he asks his guests.

  • A great podcast for dreamers and do-ers!
    October 16, 2020 by Chiquita2727 from United States

    Lots of great information and inspiration for anyone who wants to turn dreams into reality. Mario brings a lot of spot-on information to this podcast.

  • Great Show
    October 9, 2020 by Palminchen from London from United Kingdom

    Love the broad selection of topics for inner

  • Amazing inspirational stories
    October 9, 2020 by Nicholas Lee 18 from United Kingdom

    This podcast is so good. The stories from the people sharing their stories about their struggles in life and how they overcame these struggles is just inspirational and helped me push harder when things get tough. Keep up the good work with these amazing interviews Mario.

  • Fantastic
    October 9, 2020 by sttoggyigctdrvy from United States

    Mario goes above & beyond on his show. Lots of great information for his listeners!

  • Top Learning
    October 2, 2020 by BLNT PPTT from Hungary

    Love hearing these great interviews with a great host. Keep up the good work!

  • Mario inspires!
    September 18, 2020 by CHRISTOPH - HABITFREAK from United States

    These interviews are fantastic. Mario inspires with great questions that draw out great answers from his guests!

  • Expert authority!
    September 18, 2020 by Tara Williams Phone from United States

    Mario shares some amazing people on this podcast and they have some gold to share!

  • Great show!
    September 10, 2020 by Karen @ Interview Valet from United States

    Mario is an awesome podcast host! I love the FB Live interviews and the opportunity for listeners to engage in real time. The audio and video quality is spot on every time. Be sure to subscribe so you don't miss anything! You won't be sorry.

  • A Podcasters Inspiration!
    August 14, 2020 by JamieKullman from United States

    Mario has so much insight and delivers such incredible value through his show. I just started listening, but I've already learned so much from him and his wonderful interviews. Keep up the awesome work!!

  • Quality professionalism
    August 6, 2020 by VirtForce from United States

    I can’t say enough about how pristine and professional Mario is in his interviews. He truly wants his guests to have the best experience and recording possible. And not to mention he is fun and knows how to put people at ease in front of the camera.

  • How to conquer your limiting beliefs
    July 31, 2020 by Dave4syth from United States

    Listen to episode 103 an dlearn how to overcome your limiting beliefs. Great advice.

  • I can’t believe how much I learned in just one episode
    July 29, 2020 by AwesomeMontana from United States

    Mario is knowledgeable, curious and able to bring great guests that deliver value that every business needs to understand! Outstanding podcast!

  • Great content!
    July 15, 2020 by Cory Lee Leadership from United States

    Mario does a great job of providing relevant information and bringing on guests to share their expertise in a variety of fields. Highly recommend his podcast!

  • Fascinating interviews
    July 10, 2020 by Bill Ringle from United States

    Mario brings on accomplished guests and draws out their expertise and stories in a way that leaves me on the edge of my seat. Keep up the great work, Mario!

  • Love It!
    June 26, 2020 by Laura Moreno Cabanillas from India

    Loving this podcasts, an entrepreneur I really appreciate the energy and passion being shared to help us grow our business. Keep up the great work.

  • Boost my Amazon sales!
    June 19, 2020 by SurvivalDad from United States

    I tap Amazon as one of my sales channels and your interview with John Ghiorso was an eye-opener. Ignore at your own peril!

  • Love It!
    June 16, 2020 by LauraMore from United States

    I loved the Memorial Day episode, Mario! Thanks so much for creating this awesome podcast!

  • Flawless interview style
    May 29, 2020 by GninraeL14 from United States

    Mario makes everyone appear even more interesting to me. Great format and style!

  • Come here for value
    May 29, 2020 by Joshua User 202! from Canada

    Really appreciated this podcast for the raw, genuine interviews. Love it!

  • Crisp and interesting interviews
    May 22, 2020 by Joel Goobich from United States

    As someone who created one of the first podcasts dedicated to video marketing, I was very impressed by your recent episode about using video. Your interview style is crisp and interesting

  • If you are in business, this podcast needs to be on your playlist.
    May 22, 2020 by Macstephen1 from United States

    Mario has a great conversational style that helps his guests shine. This show is a must if you have an entrepreneurial spirit. It provides thought provoking content that will help any businessperson in their quest for success.

  • New Subscriber here and on your YouTube Channel
    May 15, 2020 by Angela Brown Oberer from United States

    Wow Mario you have a real knack for interviewing. You ask great questions and have a fun way of keeping the conversations lively and interesting. After listening to your episode with Owen Video I subscribed to your podcast and then I hunted you down on YouTube. High Five and great job!

  • Very Professional & Engaging Show!
    May 15, 2020 by Mitche Graf from United States

    Mario is extremely engaging and can hold your attention, and is a great interviewer! He has some great guests that really get into the details of running a successful business. Keep up the great work Mario!

  • Great Content
    May 10, 2020 by Pilar S. from United States

    Excellent! LOTS of advice from experts. The most recent episode talks about speaking–a must-listen for anyone who presents or is thinking about presenting.

  • Great content!
    May 1, 2020 by @Mentally_Strong from United States

    I really enjoy your podcast each time I listen. The content helps any entreprenur level up with they do. Keep it up and thanks for each episode.

  • Professional and Informative
    May 1, 2020 by Bruce at Mindfulness Mode from Canada

    Mario Fachini is an excellent interviewer and has terrific guests on the show. I highly recommend this podcast.

  • Great Podcast
    May 1, 2020 by Amber Fuhriman from United States

    I love the topic of this podcast. The episode with Tod Lindsay is super super helpful!!

  • Great find!
    May 1, 2020 by Reed Stiles from United States

    Great message and content. Stumbled upon this due to the cool logo, stayed for the content.

  • Great show and great host!
    May 1, 2020 by Laurapowers44 from United States

    Love what Mario offers! So glad he is doing his show and providing all this helpful info! Keep them coming!

  • Walks the walk
    May 1, 2020 by Me15463 from United States

    Mario encapsulates everything he talks about on the show. Be sure to tune in to this!

  • Honest and authentic
    April 17, 2020 by Deano3622 from United Kingdom

    Wow, just come across this podcast. Mario is such an awesome guy. He comes across so honest and genuine. Loved the content. I honestly don’t know where you find the time?! Keep it up Mario, love how honest and real you are!

  • Great and insightful!
    March 7, 2020 by Karty12345 from Australia

    I really enjoyed this podcast, so much relevant content. Thank you!

  • So much Value..!
    February 28, 2020 by Alex Dali Rizo from United States

    Great content, I really recommend this to any Entrepreneur looking to excel in their path, Mario brings topic experts to teach and inspire your day

  • Inspirational Intentional Information
    February 28, 2020 by 10Kforte from United States

    This podcast shares the stories from people that are doing whatever it takes to rise up and help others along the way. “What Are You Made Of” is one of the many messages shared on the podcast. There are so many takeaways that are applicable to anyone. I really enjoyed listening.

  • Wow!
    February 25, 2020 by Tyscoaching from Australia

    Just listened to the 'rescue site AED Program' episode! If you love epic stories and inspirational people, this is the podcast for you!

  • Motivation on Tap
    February 7, 2020 by AnthonyPGarcia from United States

    Mario brings on some of the most impactful entrepreneurs to hear from. He dives into the key performance factors of their business. He extracts information very well and keeps the show flowing very smoothly. Definitely a show to subscribe to!

  • Starting a Movement
    February 7, 2020 by JustMe2say from United States

    There are many areas of business and entrepreneurs have an opporunity to gain some insight with this podcast. Excellent interviews!

  • Great Podcast For Entrepreneurs!
    February 7, 2020 by The Big Game Hunter from United States

    Full of knowledgeable guests and useful information that will help you accomplish your goals in business and in life!

  • Mario Truly Care About His Guests
    February 7, 2020 by Podcast Junkies from United States

    Having met Mario and spent time with him at Podfest I can truly say that he is passionate about his show. He’s genuine and that clearly comes through in his own story and what he brings to every interview.

  • Put your thinking cap on!
    January 27, 2020 by Cliff Duvernois from United States

    This is probably one of the most information dense podcasts I’ve listened to in many moons. Each episode could easily be expanded out into 2 or 3 hours. Mario does a great job of asking the right questions to get his guests to reveal great tips, tricks and advice. Sure a lot of information can be applied to an entrepreneur but I found a lot of advice applicable to my personal life. This podcast is definitely worth my time to listen to and I’m looking forward to more episodes to come. Great job!

  • Relavant for anyone!
    January 17, 2020 by HarloB from United States

    I really enjoy Mario and his shows. The Stress and Anger in the Workplace episode was great because it cut to the chase of all the issues around this topic. Great interview!

  • Mario nails it!
    January 17, 2020 by Mickiezada from United States

    I've listened to Mario for a long time...his podcast is well produced, his guests are influencers and authentic authority, and chock full of insights and inspiration for entrepreneurs. Love it!

  • Mario is the real deal
    January 9, 2020 by jamesnewcomb.io from United States

    I’ve known Mario personally and professionally for over a year now. He is genuinely interested in helping people succeed, and consistently over delivers in his interactions and valuable advice with fellow entrepreneurs, podcasters, what have you. In this era of showmen who “give value” only if they think they’ll get something in return, Mario stands out as a man among men. Listen to his show and learn what true leadership and value in the marketplace mean.

  • Listening On My Entrepreneurial Journey
    January 3, 2020 by FromLisa2 from United States

    I was surprised when I stumbled over the servant leadership that shows up in these episodes. It's collaborative. It's focused on relationships with clients versus transactions. I especially enjoyed the episode on getting clients without "selling" because it's more about genuine relationship building.

  • A Gift
    December 25, 2019 by Lisa Vogt from United States

    Mario uses all his talents, gifts and abilities to produce this life affirming show. It's incredible that we are able to grow our abilities and develop our talents and gifts just through subscribing and listening. Thank you Mario!

  • This show is ON FIRE!
    December 14, 2019 by tibor.mindsethorizon from United States

    Love your show Mario! Your niche is close to mine but I focus more on mindset and manifestation in a business setting. I tuned into episode #103 with Karen Brown which is dope! Keep up the great work!

  • Entrepreneur Must Listen
    November 30, 2019 by HWoodwriter from United States

    If you’re an entrepreneur this is a must listen show. So many inside tips and thought processes behind moving your business forward. Mario does a great job with the guests by asking the right questions at the right time. He and his guests give the information you need to grow your business and leadership skills.

  • What a show!!
    October 26, 2019 by CWLuecke from United States

    Man, do I love interviews with world-changers! Mario does an excellent job gathering the cream of the crop for his show and giving insightful interviews. Check it out!

  • Loved it!
    October 25, 2019 by Seodrigo from United States

    This interview was very enjoyable. Mario brought on a wise guest by the name of Michael Lauria. I loved the interview and Michael's perspective on the topic. He had wonderful insights and around min 31, he hit something very profound. Excited to share what I learned today with others. Way to go!

  • Great listen
    October 25, 2019 by trinity3712 from United States

    Good listen. Great range of guests and topics. Something here is you keep listening will help you in many areas of life and leadership b

  • Great Knowledge!
    October 18, 2019 by Jon Vroman FRD from United States

    Great show Mario! So much valuable information in one episode!

  • Excellent show, very imformative!
    October 5, 2019 by Shaolin Soprano from United States

    Mario loving the podcast bro, great content, immense value. Enjoying these interviews!!!

  • Helpful Information!
    October 4, 2019 by The Medicare Nation from United States

    Love the valuable information on these episodes! Lots of tips & tricks for every Entrepreneur to use. Kudos Mario! Diane Daniels Host of Medicare Nation

  • Love Mario’s Attitude
    September 12, 2019 by marisaimon from United States

    Mario’s heart shines through his interviews, making these fun and positive, and the people he brings on offer such a wealth of knowledge.

  • Lots of Great Info!
    September 6, 2019 by DarlajPowell from United States

    Mario provides lots of great info and advice in this 7 day a week show.

  • Great Content!
    August 31, 2019 by LanceJohnson_ from United States

    Mario does a great job of share valuable information that every entrepreneur could use and apply to their journey. Great work! 🙂

  • Important information!
    August 31, 2019 by Allmenow from United States

    Very engaging information. Mario draws out experiences and knowledge from his guests. Loved the show!

  • Difference-Maker
    August 21, 2019 by Unlimited Beliefs from United States

    Mario is a master at bringing out, shining a light on, and internalizing the difference-making mindset. His knowledge and experience and mission enable him to synthesize information into diamonds for all of us! What you want is accessible by taking in this show!

  • Excellent Information
    August 21, 2019 by Stallion golf from United States

    Great advice and information with a wonderful blend of topics! Loved the episode with the british healthcare professional and the ideas shared on how to make the industry better.

  • Motivating and valuable information
    August 16, 2019 by Calvin Javier from United States

    Great insight on mindset from business leaders and entrepreneurs making things happen. Definitely worth your attention. Will be listening and learning more!

  • Good information
    August 2, 2019 by FIRE NATION! from United States

    Engaging interview with a british health pro, I was surprised to hear the similarties and the application she has for making healthcare better

  • Greatness
    August 2, 2019 by MiaSportFanatic from United States

    Have had the chance to listen to one show so far but man, we should be paying for this information. Lots of greatness. Thanks for the heart to serve.

  • Listen to the experts - and thrive!
    July 28, 2019 by The Marketing Book Podcast from United States

    There's a lot of advice out there these days but, sadly, a lot (and I mean a LOT) of is from people with little to no expertise. That's not the case with this gem of a show. Listen to what the experts say and profit from the experience!

  • Show is amazing!
    July 26, 2019 by BestMorningRoutineEver from United States

    I love learning about mindset and how to master my thoughts. This show provide the tools!

  • Great show!
    July 19, 2019 by Jefferson_79 from United States

    Great information for all businesses.

  • Good value!
    July 12, 2019 by Audrey purplele from United States

    Great information that applies to any business! I really felt he provided value for my time.

  • Interesting Topic
    July 6, 2019 by Real Estate Journeys Podcast from United States

    Interesting topic. Great interviews. Keep up the hard work!

  • Helpful Advice from Experts
    June 14, 2019 by ichuck2 from United States

    Mario talks to experts in a wide range of subject matters and asks good questions to pull out helpful advice.

  • What a great show!
    June 14, 2019 by Christopher List from United States

    Mario really brings out the best in his guests. The police dog trainer had such a great story. Can’t wait to hear more!

  • Great!!!
    June 11, 2019 by tommye w-c from United States

    Great podcast, awesome guests, incredible host!!!

  • Fun & informative
    June 11, 2019 by Saoirse Sky from United States

    Some people want something fun, others want something informative. This podcast gives you both!

  • Great show!
    June 10, 2019 by CJThomas6 from United States

    Very inspirational show! Appreciate the advice and thoughts shared by the host and his guests!

  • Great podcast
    June 10, 2019 by Rosie81200 from United States

    Great podcast! Love hearing about the guests’ journeys and what they learned from them.

  • Never Stop Learning!
    June 10, 2019 by Terri in Fairhope from United States

    Tune in to this great podcast and host! You're probably really good at what you do (top of your game...an Expert Authority), but there is always more to learn...streamline processes and gain more freedom in your life. It's not always about the bottom line. This one is worth a listen!

  • Amazing!
    June 10, 2019 by KatieHBrooks from United States

    If you're looking for inspiration, tune in to listen to Mario and his top notch guests. I find that I am always much more motivated after listening to an episode of Expert Authority Effect!

  • Wonderful show!
    June 10, 2019 by @IV-Heather Tieben from United States

    Mario is a great host & puts on a wonderful show. The quality of his interview guests and entire production is impeccable, I couldn't recommend Expert Authority Effect more!

  • You Will Not Be Disappointed!
    June 10, 2019 by Composer 1853 from United States

    Mario does such a great job of engaging his guests from several different disciplines.

  • The hardest working man in Podcasting
    June 7, 2019 by EOFire.com from United States

    Mario brings the HEAT with real energy and FIRE...don't miss the meteoric rise of this show! ~ John Lee Dumas

  • Great interviews and guests!
    May 31, 2019 by Mel Good Karma from United States

    Thanks for hosting such great interview guests. Look forward to hearing more and kudos on so many a week and also videos!

  • Fantastic
    May 31, 2019 by Jason A. Duprat from United States

    Awesome podcast, going to be adding this one to my list. Interesting topics with great interviews, good sound quality.

  • Enjoying!
    May 31, 2019 by Slordan from United Kingdom

    Enjoy listening to Mario and how he opens up the conversations to ensure it’s as relevant to us as listeners!

  • Nice variety and interesting topics
    May 31, 2019 by emjgreen from United States

    Love the variety of topics presented here on this show. Looking forward to listening to more of Mario's show.

  • Great Content! Great Interviews!
    May 24, 2019 by No BS Mompreneur from United States

    Wow! Really enjoy listening to all these fabulous expert authorities!! Lots of valuable take aways that I can implement into my life. I will continue to listen and share with others!! A+++

  • A great addition to build authority and create an impact
    May 24, 2019 by Cloris Kylie from United States

    A great addition to build authority and create an impact. Also, a different twist on the topic. Engaging. 5 stars!

  • Filled with motivation and ideas
    May 20, 2019 by Thomas O'Grady, PhD from United States

    Mario does a great job interviewing and pulling the stories behind people's stories or success. Good pleasant listen. If you are in a journey of your own, these episodes will give some things to bring into your on life.

  • spartancv
    May 17, 2019 by spartancv from United States

    Great job following your passion, your purpose and creating this podcast to help serve others! Keep up the excellent work.

  • This podcast is the bomb
    May 10, 2019 by Posturedoc from United States

    Mario always crushed it, and this podcast is another example of his amazing insights and knowledge!! Great work.

  • Wow - love the video show.
    May 4, 2019 by Thehighenergygirl from United States

    Thank you for the encouragement and tips on how to succeed on video and the repurposing idea.

  • Motivating and Inspiring!
    May 4, 2019 by KatyJoyWells from United States

    Mario brings such enthusiasm to his shows and his content is fantastic. I’m always learning new things to implement or new ways to grow, thanks Mario!

  • What a great show!
    April 29, 2019 by Gene_HPLN from United States

    Awesome podcast! Mario brings great topic, great guests, and it is very easy to listen to. I definitely recommend for anybody interested in business success!

  • It's great
    April 10, 2019 by Ian Ryan from United States

    Just had a chance to check out your most recent episode appreciate the great insight! Great delivery from the host & can’t wait to dig into future content.

  • Love it!
    April 6, 2019 by Brendan @ Entrepreneurs&Coffee from United States

    I love that this interview podcast doesn't feature the same old folks that everybody has on their show. Keep it up, Mario!

  • Amazing!!!!
    March 15, 2019 by Lindsey Russo from United States

    This show is so impactful! Hearing from the experts and how they take authority in their space is so amazing. Looking forward to more episodes!

  • Learned what I didin't even know I needed
    March 15, 2019 by Camilla-Jean from United States

    Great info. I love the Q episode because I get just quic interst snippets that may get me thinking about where my business might go.

  • Fabulous Interviews!
    March 1, 2019 by Life&RelationshipCoach from United States

    Mario does a fantastic job interviewing really interesting and successful business people who explain how they got to where they are - tips you won't want to miss when your trying to grow your business! Keep up the great work Mario! Coach Riana Milne

  • A+ Show
    March 1, 2019 by Gisele_Oliveira from United States

    I love this show. It's so entertaining and I learn a lot from the interviews. I highly recommend this show if you want to level up his game as an authority.

  • Inspiration, transformation, success stories!
    February 23, 2019 by Chabo101 from United States

    The title of this review should just be enough but it is just more than that. Its life lessons, its listening to personal struggles and how they over came those struggles. Love to hear from people that change the world through their struggle and the lessons that i learn from them are just more than amazing. I love this.

  • Great interviews!
    February 22, 2019 by AlyciaDarby.com PodcastManager from United States

    These interviews are well done and his guests are prepared to give really specific insights and stratagies... great podcast, Mario!!

  • Inspiring story of courage
    February 16, 2019 by StrongHeart<3 from United States

    I love that she found gratitude in her circumstances. lorie is an inspiration

  • Powerful!
    February 15, 2019 by The Food Heals Podcast from United States

    Mario's interviews cover a variety of topics and provide great value in all areas of your life! Episode 15 discusses how change is temporary and transformation is permanent which was really powerful for me. I love this message! Thank you!

  • Great content!
    February 15, 2019 by Blakeob85 from United States

    Great answers to common questions many entrepreneurs have! Thanks Mario for sharing your and your guests' insight!

  • Real Actionable Tactics!
    February 9, 2019 by MattBMaverick from United States

    What I like about Mario's podcast is that he pulls out actionable tactics from his guests that we, the listeners, can actually use. Great show!

  • Great Listen!
    February 8, 2019 by Real Estate Investor from United States

    Mario and his guests provide useful techniques to succeed in any business venture. The interview style promotes learning through real life examples of his guests. Great listen!

  • Great interviews!
    February 8, 2019 by Matt B 1818 from United States

    Love hearing these interviews and learning from people who are top in their industry. Mario is a great host and is not afraid to share his emotion!

  • Love it
    February 1, 2019 by Duffash from United States

    I love hearing interviews of successful business women and taking away what I can learn from their journey. Mario is a great host! I have enjoyed what I have learned so far. Congrats on the launch of your new podcast!

  • Strong, professional, enthusiastic!
    February 1, 2019 by pm legs from Canada

    If you're looking for an interviewer who's going to take you to investigative places to help you be your best you, through your professional life, you'll love listening to Mario!

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Resources Mentioned

FREE Business Book Publishing Course
FREE Gift [ From VIP Guest ] please make sure Strong tags are used for any and all links (As you can see to the left)

Books Mentioned

Giftology | John Ruhlin

The Success System That Never Fails | W. Clement Stone

The Buddha And The Badass | Vishen Lakhiani

Selling to VITO | Anthony Parinello

People Mentioned

Alex & Drew of The Chainsmokers

Justin Bieber

Ariana Grande

John Legend

Jae Cash

Charlie Puth

Maroon 5

Evan Bogart

Beyonce

Black Eyed Peas

Pitbull

Eminem

J. Cole

3+ Expert Authority Insights™ To Apply Now

  • I’m built to celebrate victories but I’m also driven like nobody else.
  • You have a responsibility to try to help the world and to help other people.
  • Life shouldn’t be more about work, it should be how to be happy.

Sponsors

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Wheel of Whatever™

[32:02] Who’s a musician you’d like to work with that you haven’t yet?

What You’ll Learn In This Episode

Click the time stamp to jump directly to that point in the episode.

[0:43] We thank our sponsor, Free Business Book Publishing Course

[1:14] Why Craig built his company

  • Reading call center scripts in phone centers
  • Traveling around the country helping them build call centers
  • Over the years just consulting for other people made sense to try to do it himself

[2:39] How did Craig’s business grow

  • Built the business based on sales principles
  • Beating other companies by double digit close rates
  • Competitors decided to white label our call center and make us their Hispanic solution
  • every call center that we started to compete with, started to refer all that business to us

[6:08] How Craig runs his business

  • More heart centric and care about employees more that it creates more revenue
  • Creates better energy around the business and lower turnover for employees

[6:57] Why culture and core values are important

  • Attracting better people
  • Hire not based on experience, but based on your values
  • Treat every employee like our own child
  • What we wanted our company to stand for and what are the values that support that

[6:57] Why Craig trains employees how to quit

  • So employees could learn how to live their own dream

[6:57] How Craig inspires employees to stay

  • Giving the majority of the people what they really want to have in life
  • Employees put a lot of effort into being trained, learning training tools, going through training programs
  • Be dedicated to learning their craft of communicating with somebody on the phone and Providing exceptional service

[12:37] Craig’s training programs

The Dream Trust

  • Six Pillars of Happiness

[14:42] Craig’s biggest success story

  • Craig took a lot of seats out of the Philippines for Bosley or HairClub for Men
  • They were doing 12 appointments per day with attendance rate of 30 percent
  • Craig generated 27 appointments a day with attendance rate of 70 percent
  • On a value basis, the client learned that Craig’s company were less expensive than working with another center that was cheaper

[22:45] Social Close

  • The basis for almost every great marketing campaign is having daily content and good social media
  • Create a base for low cost
  • Give people the ability to have additional revenue that they can spend on programmatic media
  • Consult with them for free, because most of the services that they need could be pushed through Social Close
  • Direct messaging

[28:28] Craig as a musician

  • Records with Alex and Drew of The Chainsmokers
  • Records Justin Bieber, Ariana Grande, and John Legend
  • Songs like Maine and Paperbag Day

[32:02] Wheel of Whatever

  • Who’s a musician you’d like to work with that you haven’t yet?
  • Jae Cash

[34:14] Videos in DM

  • First message is always a picture
  • Second and onwards are all videos

[36:42]] Time out to thank sponsor, Free Business Book Publishing Course

[38:13] Imperfect Action Round

  • The fastest path to the profits is networking
  • The biggest problem prospects are making is people tend to try to be perfect in what they’re doing in marketing as opposed to testing and allowing the results to create the conclusion that allows them to see the path to success
  • The best way to maximize customer lifetime value is to take care of you customers

[44:31] Thanks to our sponsor, Free Business Book Publishing Course

[45:05] www.EAInterviews.com

Episode Transcript

Read Full Transcript


Intro [0:00]
EA Interviews Episode 195. Inspiration, transformation, success stories, and the Imperfect Action Round seven days a week. Join Mario Fachini for today’s Expert Authority Effect Interview.

Mario Fachini [0:13]
Have you ever wanted to build a culture in your business that is top notch? Have you ever wanted to build a multimillion dollar company? How about multiple? How would you like to pursue your dreams on your terms? Well, I’m excited to have none other than CEO, musician, artist, entrepreneur, and veteran Craig Handley, in today’s episode. We’re going to be talking about being hired to quit but inspired to stay. We’re going to bring them back right after we thank our sponsor.

SPONSOR Free Business Book Publishing Course [0:43]
Every business needs a book, including yours. Visit FreeBusinessBookPublishingCourse.com today to learn the seven steps to publish and promote your nonfiction lead and profit generating business book in eight weeks. Once again, that’s FreeBusinessBookPublishingCourse.com.

Mario Fachini [0:58]
Here he is, ladies and gentlemen, Mr. Craig Handley. Craig, how are you feeling today?

Craig Handley [1:03]
Great. Great. I’m doing well.

Mario Fachini [1:05]
I’m glad to hear that. I want to ask you, what gave you the inspiration to build your first company?

Craig Handley [1:14]
I kept getting fired. Tough going. I don’t know, I guess, early on, I was first reading call center scripts in phone centers for a lot of different companies. And I was traveling around the country helping them build call centers. And at some point, you know, they take a lot of money advice, but not all of it, so I was like, “Why don’t I just build my own company?” And somebody along the way mentioned that U.S.-Hispanic market was growing good crazy and no call center servicing it. And so, ListenTrust used to be called Listen Up Espanol. We originally built the call center to service the U.S.-Hispanic market. And when we built it, within three years, we made it climb 500 fastest growing private companies in America. We were number one on business products and services and number 27 overall on the list with an 7,996 percent growth year over year for those first three years in servicing the U.S.-Hispanic market. So I don’t know I think just over the years just consulting for other people, at some point, it just made sense to try to do it myself.

Mario Fachini [2:32]
Was it easy to get going off the ground? Or would you say there was a level of difficulty?

Craig Handley [2:39]
I remember the first six months, I mean, I was building it with my consulting revenues. And we didn’t have a lot of money. We started with 20 seats inside another call center. And we were leasing basically 20 seats. And a lot of people said to get going, you needed to have money orders in a way for them to pay, because Hispanics don’t have credit cards. So the first six months, we had a lot of campaigns start, but the delivery rate for someone with a money order is less than 30 percent. And so something would start to build and look like there was revenue, the reality was there wasn’t any revenue in the restocking fees and the fact that most people who said they buy, didn’t buy. a campaign would go like this, and then like this, and then like this. And I made a decision, you know, six months in I said, “We’re not doing money orders anymore. This is stupid. And this is either going to sink us or it’s going to allow us to swim.” And as soon as we made that decision, close rates went up from a low 12 percent closure, it was another 25 percent money orders. We were actually closing 25 to 30 percent of all calls with a credit card. And I think it was just because we gave people the option that they took it. And then as soon as we said we’re going to make sure people have credit cards, that’s when it started to really take off. We built the business based on sales principles, you know, being able to sell. There are other companies that also did Spanish, but they couldn’t compete. We were beating them by double digit close rates. And so a lot of our early competitors decided to white label our call center and make us their Hispanic solution. And that’s where we saw that tremendous growth is every call center that we started to compete with, started to refer all that business to us. And so we went from 20 seats to 550 seats within three years.

Mario Fachini [4:39]
How satisfying was that when that happened?

Craig Handley [4:43]
It’s funny. As an entrepreneur, I’m built to celebrate victories but I’m also driven like nobody else. So I think on one level it was good. On the other level, I was like, “Okay. Let’s keep going. What are we going to do next?” You know, what else do we have to do to make our business bigger, stronger? How do we create a give back and help the world? You know, a lot of businesses have that mindset today, that donating 1 percent of their profit back to charity or finding some way to make the world a better place is important. We thought of that 14 years ago, we really wanted to do something with the success we were having. So it felt good, but it felt a little bit like Spider Man, you have a responsibility now to try to help the world and to help other people. So I don’t think we celebrated for long. We want to know how we’re going to continue to make this thing up.

Mario Fachini [5:45]
How important would you say contribution is for a business? Are you drawn to companies who are more – I don’t want to say ethical, because you can be ethical in business, but not care about contribution. But when people are heart centric and contribution focused, does that draw you into a more or is it like a nice thing you just think they’re doing?

Craig Handley [6:08]
I know for a fact that we’re more heart centric and care about their employees more that it creates more revenue. It creates better energy around the business and lower turnover for employees. There’s a lot of positive things that come from being that type of business that aren’t just measured, you know, on a P&L. And so I know for a fact that that makes a huge difference in how you run and build a business.

Mario Fachini [6:39]
And I know you’re sharing that in your book and you talked about inspired to stay, what are the top three things any business can do to, let’s say, attract better teams and staff and also keep them?

Craig Handley [6:57]
So ironing and attracting better people is a function of your culture and your core values. It doesn’t mean you can’t hire a lot of people, if you don’t have great culture and great core values. You can but a lot of those people are going to leave because you’re not hiring people that kind of fit into the right box. So we created a list of core values. And we actually hire not based on experience, but based on your values. You can be a great salesperson, but you’re not going to get a job at ListenTrust if you don’t fit into our values and our core values. So that’s where we start. That’s how you hire the right people. But the other thing that we learned to do is treat every employee like our own child. If you have children – I don’t know if you do – but you probably don’t want to force them to work in your business. And so I look at every employee as an individual who has their own dreams and their own goals. And so we spend three days training our employees on how to quit. And in our business, in their free time, we have a masterclass on how to buy Facebook media, or masterclass on how to do a podcast, or a master class, on SEO, or building a website. And so we put all these tools in place, so our employees could, in their spare time, learn how to live their own dream. And so we actually hire them, and teach them how they can quit working for us. Now, what we inevitably found is that people were inspired to stay because of the type of company that we were. And we also found that the majority of people have three dreams, one, they want to buy a car; two, they want a house; and the third one, they want a vacation with their family. Because most people are poor at managing their money and so they don’t get to take a vacation no matter how much they make. But they always want that time with their family. And so what we do is, we put a plan in place. In our business, the banks offer credit in a different way than maybe we do in the States, because we’re in Mexico and a lot of our employees have lived in the U.S. and speak perfect English. But the way Mexico works is that, the longer you’re with a company, the better your credit. And so because we pay our employees an above average income in Mexico and because we’ve been there for 14 plus years, we went to the banks and said these are our average paychecks and what we’d like to do is we want you to guarantee our employees a car loan once they’re an employee for six months. And we found two banks that would do that. So at six months, you’re an employee at ListenTrust, go get a car. At a year, they’ll give our employees a house loan, so they go buy a house. And then recently, we’re now talking with a travel company and we’ve set up seven levels of vacation property, so that if you’re an employee, at the end of year one, we’re going to just give you a vacation. You’re going to have to go on vacation because we’re not going to give you money for it. So you’re going to go on vacation with your family. And when you’re there two years, it’s a better property. Three years, it’s even better. And so we’re going to up the ante on what you can get from vacation based on tenure and based on performance. And so what we’ve done is we’ve built a program that inspires the people that should leave to leave. Ggo build a restaurant, go build a gym, go live your dream, right? Don’t stick around, if this isn’t what you really dreamed of when you were a kid. But we also inspire people to stay by giving the majority of the people what they really want to have in life, to own and enjoy it. And I think when you do those things, that ties into performance in a big way. All of our employees, they don’t want to lose their job. They want to provide the best service they can so they can keep their job. Well, guess what? If you don’t perform for our clients, we can’t keep you. We have to ask you to leave. And so as a result, our employees put a lot more effort into being trained, into learning our training tools, into going through our training programs, and to be dedicated to learning their craft of communicating with somebody on the phone and providing exceptional service. Does that make sense?

Mario Fachini [11:02]
Oh, it absolutely does. And it’s inspiring and very innovative. Because growing up the company culture for the few places I did work and just across the board, it seemed like, “Don’t ask too many questions. You’re kind of here, do your job. Shut up. And just don’t rock the boat.” And as time has gone on, the last decade, especially, I’ve noticed that companies are changing to be more contribution focused. And they’re going, “What can we do for the employees?” And I don’t want to say it started with the whole Google culture with, we got good meals, we got beanbags do what you want kind of thing. Because I’ve heard from people that present cases on both sides of the story, it lowers productivity and it highers it. I don’t know what the real answer is. But clearly, it works both ways for both the different companies. And I’ve never heard of a company, though, come up with, not only such a great incentive program within the company, but you’re literally hiring. I’ve heard of the concept, you know, you want to train someone that you do want them to leave you because you’ve equipped them so much. But I don’t know too many companies that practice it. So it’s inspiring to hear that that’s what you’re doing and it’s working. You said for 14 years, what have you found – how long did it take to get going? You know, did it take three, four years to get to that point? And what have you found the last three to five years as a result of that? Did you see a giant drop off in turnover?

Craig Handley [12:37]
It’s always been evolving. We didn’t start with this program, The Dream Trust, they call it. I call it The Dream Trust Program. We also train people on Six Pillars of Happiness. So we talk about relationships, health, wealth, important things time off, we talk about those important things in somebody’s life too. And train them on pillars of happiness, because life shouldn’t be more about work, it should be how to be happy. And relationships are a big deal. If you don’t know how to manage your spouse, your children, that can create a lot of unhappiness. Men and women are different in how they are in relationships. Men has to learn how to be in a relationship with a woman. Women has to learn how to be in a relationship with a man. And those things help lower stress and create more happiness. So we do a lot of those things. A lot of that stuff didn’t happen, you know, it started out by coming up with our core values. Coming up with what we wanted our company to stand for. And then what are the values that support that. And the way that we did it, is we got into a room and we said if you could be a company that puts in 100 percent effort, 100 percent of heart. Or, you’re a company that plays hard, you know, believes in happiness. But if you were this company, you couldn’t be that. Where does it fall? We went to 30 values that our employees that thought our company was about, we had to winnow it down to five. So it was definitely an interesting process of going through that. And then you have to set out markers that show you’re living your values. One of the markers that are going to indicate that those values are actually being executed within your company, that takes a few years for those things to automatically start to be put into play. It takes a couple of years. And then from there, we just always wanted things to evolve at ListenTrust. And so The Dream Trust Program was built maybe three years ago. Like I said, it’s been processed though.

Mario Fachini [14:42]
Well, it sounds like a great program and I know Expert Authority World is listening in probably thinking of ways they can implement this in their business. And it just sounds phenomenal. I wish you the best with it and I know it’s only going to continue to grow. I want to ask you about your biggest transformation from one of your clients. Who would you say is your biggest success story?

Craig Handley [15:09]
We’ve had a lot.

Mario Fachini [15:12]
I love that. That’s the biggest problem all my VIP guests have. I asked for one and they’re like, “Man, I got to narrow it down.”

Craig Handley [15:21]
Well, if you go early days, like the one that spurred us the most was a hair straightener. And I forget the name of it. But they were doing better in Spanish than they were in English. And they would, by themselves, driving 40,000 calls a week. And so that in itself was a huge success story. And, again, this is going back to 12 years ago. I can’t remember the name of the product. But more recently, we’ve had clients come in – you know, a lot of people think the Philippines is less expensive. Now, the Philippines is cheaper, but it’s not less expensive. We recently took a lot of seats out of the Philippines for Bosley or HairClub for Men, they’re both two different brands that kind of work together. And they were doing like 12 appointments per day out of the Philippines. But the attendance rate for those calls was around 30 percent. Because — just not a personalizing disarm and build relationships, we were generating around 27 appointments a day. More importantly, our attendance rate for the appointments was around 70 percent. So we, actually, on a cost basis, we may have cost double. But on a value basis, the client certainly learned that we were less expensive than working with another center that was cheaper. And so that was certainly a tremendous success story that we’ve had.

Mario Fachini [16:50]
That sounds huge. I mean, you’re talking for confirmed appointments at 40 percent compared to the 19-and-a-half at 70 percent.

Craig Handley [17:00]
If your math is right, I’m going to agree with you. I didn’t do the math in my head. But, yeah, we did really well. And that’s why they took all of their seats. You know, we now have almost 200 seats with Bosley and HairClub for Men and we started with ten. They were going to test us and now they’ve moved everything over.

Mario Fachini [17:16]
So you’re saying it was double, but you’re also talking four-and-a-half-ish times – it’s nearly five. It’s nearly four-and-a-half to five times more the output.

Craig Handley [17:33]
Yeah. The deal is that no matter what our output, if our attendance rate on the 27 appointments was 20 percent, then we weren’t doing our jobs. So we had to cover two things, we had to get more appointments, go ahead to ensure we created relationships with the consumer that allowed them to feel like they could trust us and show up to the appointment.

Mario Fachini [17:51]
See, that’s what I like hearing. It’s why I incorporated the, you know, tell us your biggest transformation and success story is because, you know, business is up and down. I mean, I’ve gone through it too. But when you get it right, it can be really, really right. And, you know, six months or one year doing it right, can smoke the previous decade at a job, or even doing it wrong, or trying to figure it out.

Craig Handley [18:15]
Yeah. I mean, we’ve had clients that are difficult. We’ve had a flower client come in and they ramped up their staffing. And then they decided to negotiate their contract and only wanted to pay for talk time with an agent. But, of course, the reason they wanted to do that is because they had 300 agents that they needed in the center to get ready for Valentine’s Day. But, of course, they didn’t have any phone calls for them until the week of Valentine’s Day. So basically, they wanted us to support their high growth season. And so they were trying to give us 100,000 when their bill was 280. So we had clients like that and they ended up not staying with us, so we help them transition out. And that was, to me, I feel like it was a rough one. We ended up having a lot of negative energy go back and forth in that. But we tried to just end it on a positive note and move forward. So there hasn’t always been successes. There have been lots of challenges.

Mario Fachini [19:16]
But that’s why you get the successes. And it’s not fun to do something like that, but you can’t kill yourself in the company in the process. I tell my clients all the time or audiences, I go, “You got to have a healthy enough profit that when you quote someone, the biggest disservice you can be is out of business in two to three years. Because they’re going to fall in love with you. You’re, obviously, better. But if you’re not around three, four or five years from now, you can’t be killing yourself or suffocating along the way.” That’s quite a gap also. I mean, that’s not even 10 or 20 percent. That’s pretty significant. Out of curiosity, had they just said, “Hey, thanks for your help and all of this.” How much do you think they would have made if they would have not been, you know, nickel and diamond, the whole thing?

Craig Handley [20:06]
I think it would have been a lot better. They were so caught up in how to avoid paying. They actually created a software product where they were hiding the real numbers. Because we had built an incentive for closes and things like that. We had built an incentive for each of our agents, if there were errors made on the addresses and things like that, we would actually lose money on the hourly. But we found out after that we had agreed to these things that they weren’t recording the calls. And we even have one of their customer service managers tell us that they didn’t listen to the calls. They just said everybody was doing something wrong, so they could avoid paying that part of the fee. And I’m like, “So you guys don’t even listen to the calls?” She goes, “We spend all of our time writing up complaints on agents that may or may not exist. But because we don’t record the calls, there’s no way to prove otherwise. So we just don’t have to pay you for that.” So they were just an unscrupulous company. But I know from a performance standpoint, we know how to sell. We would have been able to incorporate upsells and cross sells and create additional revenue for them. And I just think, if you’re a flower company, you know that you have to invest in December to be ready to take calls for February. You have to build that into your model. You can’t expect somebody else to build your business for you. And that was what they did in the Philippines and Honduras. And every year, they would go into a different call center and do that and, basically, take advantage of a company to take their calls throughout Mother’s Day and Valentine’s Day, and then they leave and move to a different center. That was their model to build their business up.

Mario Fachini [21:41]
That’s a horrible model. It’s like the Traveling Carnival. I mean, I would be going, “Hey, this might take two or three years, but let’s get started here so we can increase it next year and the next year.” But if they had a 280 grand bill, I’m sure it would have been 500 or 600 on the low end of revenue, if not a million dollars. And then you take that and – you know, I have no doubt you’d go back the next year and go, “What can we improve to take it to 1.2, 1.3, 1.5 and keep increasing it?

Craig Handley [22:14]
Yeah. It was too bad. That didn’t work out. But we’ve had our wins and we’ve had our losses. And that’s just how life is.

Mario Fachini [22:24]
But you keep getting back up and moving forward.

Craig Handley [22:28]
Business is doing great now. Since the COVID, hit with 30 percent up from where we were before and things are going great. We’re actually looking at some other opportunities to partner or sell the business. And I’ve built three other businesses during the whole COVID thing that are all doing really well.

Mario Fachini [22:45]
Yeah. I actually wanted to ask you about one of those. Because with the success stories, I know you have one of your own with Social Close. Tell me about that.

Craig Handley [22:54]
I stumbled into it. I wrote a book, the bestseller list in five categories. And I wrote down all the things I did well. And then I made a list of all the things I wish I did different. And kind of created a book launch, you know, in my own way. But what I realized is that for someone to do all the things they need to do on social media, you need to hire a company to go through all your old content and to create micro-content, so they can put it out on a — basis. That alone, depending on how much content you have, can cost – for me, the quote was $20,000 to go through my content. And then they wanted 7,000 a month on an ongoing basis to continue to grab my content, go through it, and create micro-content, thumbnails, turn my podcasts into streams for other streaming services. And so they were going to do all those things for me for 7,000. But then I needed someone to post and manage my communities. And someone else will do that for five grand a month. And someone else will run my LinkedIn and create leads, delete them for five grand a month. And then someone else is going to put me on podcasts for five grand a month. And then someone else was going to – and by the time I was done, it was $30,000. And I’m like, how does anybody? I haven’t even bought media yet. I haven’t even started to buy programmatic or Facebook media to try to improve my presence. So I built it myself for me. No idea that it was going to turn into a business. And so I’ve had a friend post on Facebook, he was looking for something similar to what I built. And I was like, “Huh.” And then as I saw other people posting, the only thing we said was following, following, following. I’m like, “Maybe I built a business here.” So I put a package together and threw a note up on Facebook. And within 24 hours, 12 people have reached out. And within 48 hours, six people have given me money to do it. And I’m like, “All right. Let’s try it.” And then while that was going, I was consulting. Because I’m no longer really involved in the call center on an operations level. And I would charge some $10,000 for marketing ideas. And as I looked into what they were doing, I realized that a lot of companies I met with didn’t have the execution team behind them. And so I kind of looked at how Social Close with working with the six clients we had and I went, “You know what? I bet the basis for almost every great marketing campaign is having daily content and good social media. People look you up on Instagram. They look up on Facebook. They look you up on LinkedIn. Or they look at your YouTube. That’s where the basis of good marketing is.” So if I can create a base for low cost, and in my business, I’m basically providing 30,000 for value for about five grand. And I’ve got cheaper packages and more expensive packages. But it’s really a low cost to kind of build that base. And then I give people the ability to have additional revenue that they can spend on programmatic media, or Facebook media, or SEO, or whatever else. I’ll look at them and I’ll say, “These are some of the things I think you need to do.” But what I did was, instead of consulting with people and charging them 10 grand, I’m going to consult with them for free, because most of the services that they need could be pushed through this new agency I built. And so I started pushing small businesses, and other entrepreneurial ventures, other needs, like I got my agents now doing – the big secret has been direct messaging. So a friend of mine had a book, he wanted to sell 2,000 copies. And he only had two days to do it, to make the New York Times bestseller list. And so we basically created a series of videos to direct messaging through all his social platforms with the videos. And we ended up selling 3,000 books in two days. He made number seven on the list. Another woman, we had it for three weeks. We sold thousands of books through our process. She also had several podcast requests. And she got several people offering to write about her book. And she got picked up by Good Morning America to go online and do a Good Morning America spot. And a friend of mine, he’s got a documentary he did, we’re booking seats to see his premiere for $20 donation to a charity. And we’re now filling up the seats to watch this with him. And then he’s going to do a Zoom call after, a one hour Zoom call the answer questions after. And so we’re using our direct messaging service to create an audience for his movie. And we’re working with a restaurant, we use our direct messaging to let people know that they’re a fan of the entertainer. The entertainer is going to be there Friday, can we book a reservation? And we’re selling out restaurants weeks in advance when, through this COVID, a lot of these restaurants lost a lot of revenue. So for five grand a month, I’ve got restaurants doing an extra 50,000 in revenue through my processes. And as a result, over 60 days, I think we’ve grown a business from zero to over 20 people and from zero in revenue to almost 600,000 in revenue annually. And it doesn’t show any signs of slowing down. A lot of people are very interested in what we’re doing, and how we’re doing it, and how we can help them. And so that’s exciting.

Mario Fachini [28:14]
That is very exciting. And congratulations on that. Because what I’m hearing in your voice, I know you have background in musician, you’re an artist, and it sounds like you’re having a lot of fun with it, which is important also.

Craig Handley [28:28]
I’m a marketer, right? I’m a musician and a marketer. Like, if I had passions, those are two things I love to do. I love to help people. And so I love to get on a phone call and then just put them in the hot seat and find out what their problems are and then give them solutions. And, now, I’ve built a team that can solve almost all of those problems by giving them the solution at a low cost. And then from a music standpoint, I mean, I do have records right now. One with Alex and Drew of The Chainsmokers. And I’ve got some producers that have worked with Justin Bieber and Ariana Grande and John Legend. They’re helping me with some songs I’ve written. And I’ve got a whole comedy selection of songs where I’ve kind of put comedy [unintelligible [00:29:10]. So I’m doing some live stand up with some music as the base of comedy, which is kind of nice. If people Google me, they’ll see Craig Handley, the businessman, the entrepreneur. And then I’ve got a song that’s up there that’s completely off the wall. And people are like, “I don’t know how those two personalities coexist?” You’re serious, and you’re a marketer, and you’re businessman, and then you’ve got a song up there called – God, what’s one of my songs? – I got one called Maine, that’s all about the State of Maine. That one’s pretty clean and pretty funny. But for COVID, people asked me to write and I wrote a song called Paperbag Day. And I call it the new Hallmark Holiday, the $1 Roleplay. And the idea is if you’re stuck inside with the same partner, one of the best ways that you can make this COVID experience fun and exciting is to put a bag on your partner’s head, male or female. Now, you’ve got multiple partners. So silly, stupid, but it’s funny. And I’ve created all these little music videos that are all comedy based. But I love being creative. And my brain, it’s beautifully broken in ways where it thinks completely different thoughts than most people. And the path to success is so clear in my head as I’m talking to people. And now I’ve got a team that I can kind of try to leave that path out. It usually a 90 day to a six month plan. And when I’m talking about it, I think the one thing I got to work on is making sure people know that my 90 day plan isn’t going to happen all next week. You know, some people, the expectations are a little high. Because in my head, I’m like, “Okay. We can do this. We can do this. We can do this. We can do this.” And then I’ll just put it all out. But the timing has to be laid out a little bit better, but everything’s going well. Knock on wood.

Mario Fachini [31:00]
Well, I’m happy to hear that. And congrats again. And I have no doubt that’s why we connected and why we connect so well. Because I know, you know, growing up playing piano, and alto sax, and marching in band, and doing all the creative stuff, there’s certain things I look at and it’s just like common sense to me as far as marketing and promotion and business and certain things. And it’s like, how do people not get this? And on the other hand, it’s just like, where the heck is that coming from? It doesn’t make sense. It doesn’t fit business. And it’s is a perfect segue into more proof as to why I created this. I mean, it really has no rhyme or reason with business. I call it the Wheel of Whatever. And it always ends up on the question I need to ask you at exactly the right spot . It goes into that fun aspect of it. And your question is – do you see that, Craig? It’s right there? Who’s a musician you’d like to work with that you haven’t yet?

Craig Handley [32:02]
I’ve been trying to get Jae Cash up on a call. Well, people don’t know who Jae Cash is but he’s a writer for Charlie Puth and he writes for Maroon 5. And I’ve done a few Instagram Live for them. And he says, “I love your music, send me a DM.” But then he never replies to the DM. So I keep trying to get him on. But I’m working with a lot of people in his circle. And so I’m hoping I can kind of – I love to write with him. I mean, it’s funny, a lot of the most successful music on the planet, people don’t really know who wrote it. Like, Evan Bogart, I spent a couple hours on a call with him and he wrote Halo with Beyonce. I mean, a lot of people don’t know the name, Evan Bogart, but he’s written a ton of other hits. And I had a two hour call with him and he’s got four of my records now. And he thought one will be great for Black Eyed Peas. One would be amazing with Eminem. Another would be great with Pitbull. And then another record with J.Cole. And so he requested those records and potentially he’s going to help write a little bit on them and get them to the right people. So I think I’ve written good songs. But I’ve learned one of my shortcuts is letting other writers who already have won Grammys change up 20 to 30 percent of my lyrics and get some writing credits, and then it becomes their record. My record becomes our record. Evan Bogart called me Jingles. At the end of the call, he goes, I’m going to call you Craig “Jingles” Handley because of your hooks. He goes nobody’s ever written – because every song you play me has an amazing hook. He goes, “It just needs a little work on the lyrics leading into the hook.” And part of the reason for that is I write four-and-a-half minute songs and everything has to be two-and-a-half to three-and-a-half minutes today. So I never really thought about how I need to keep my songs to two-and-a-half to three-and-a-half minutes because I come from the ’80s where every song was four-and-a-half minutes.

Mario Fachini [34:00]
Well, it sounds like more great opportunities. And I want to ask you as far as the DM go, have you ever shot a video message? Like, we’re on video now, have you ever shot a video message instead of just the text in there?

Craig Handley [34:14]
Yes. And the methodology that we’re using is the first message is always a picture. And this is less intrusive than a video. And then the second, and third, and fourth, all those other videos, typically, all those other messages are typically videos. That’s only — and part of the reason so — I’ve had so much success in what we’ve done so far that there are videos I need to shoot to talk about some of these other things. And so right now, I know that we’re using just a regular message and some of the Instagram stuff we’re doing. But actually we should be using video, I’m a little bit afraid of the success we’re having. Like, I know that I don’t want to blow it up, right? So I’m like, if I start doing things better right now, we’re going to have more clients. And if I put too many clients in this funnel, it could be a problem.

Mario Fachini [35:15]
You want to make sure it’s balanced and you can keep the quality high for the ones you do have.

Craig Handley [35:19]
Yeah. But I shouldn’t be wasting my time either in just sending direct messages when I shouldn’t be sending videos. I certainly agree with what you said.

Mario Fachini [35:29]
I was actually asking a little bit for when you were talking about connecting with the people on Instagram for the recording. The other thing I was going to say is, if you got a copy of your book and just straight mailed it to them with a note inside?

Craig Handley [35:44]
Yeah. That might be good, too.

Mario Fachini [35:46]
I’ve done that a few times. And I’ve connected with people because of my book. I mean, when you’re dealing with certain people, they just get so many messages. Now, it’s cool that you already did the Instagram Live. But it’s a real issue. I believe you can connect with anyone on the planet, but how do you get their attention, and that’s step one. So, you know, kicking it back to – I don’t even want to say old school because direct mail is still extremely relevant – but it’s one of my favorite things to do is drop some of my books in the mail. And all you got to do is find a mailing address and you can write anything you want inside of it. Ideally, a great headline with some benefits and a call to action at the end like your phone number, just throwing that out there for anyone listening.

Craig Handley [36:34]
For everyone listening, that’s great advice.

Mario Fachini [36:37]
Well, we are going to thank our sponsor and come back for the Imperfect Action Round.

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Mario Fachini [38:13]
And we are back with the Imperfect Action Round. Craig, are you ready to take imperfect action?

Craig Handley [38:19]
I’m ready.

Mario Fachini [38:20]
These are very quick 60-second answers. I got three of them for you. The first one is, what is the fastest path to the profits?

Craig Handley [38:30]
Networking. I think the more you can connect with people, the quicker you can shortcut business success by learning who you should be talking to who’s already done it and already can give you advice.

Mario Fachini [38:44]
Excellent. Love that. Number two, what is the biggest problem you see your prospects making and the fastest way for them to fix it?

Craig Handley [38:56]
While we talked about marketing, I think for a lot of people, marketing is like chemistry. If I sit in the chem lab and look at chem formulas up on a screen, I’m probably not going to know how to create – I’m not going to know how to solve the whole COVID problem and create a immunization for COVID. However, these chemists know that stuff backwards and forwards. For me, marketing is what I know. And I think a lot of people tend to try to be perfect in what they’re doing in marketing as opposed to testing and allowing the results to create the conclusion that allows them to see the path to success.

Mario Fachini [39:33]
That is a great Expert Authority Insight because marketing is a test. And I agree 100 percent, too many people just do it perfect and go too slow with it. You need some data, for sure. Number three, what is the best way to maximize customer lifetime value?

Craig Handley [39:50]
Take care of you customers. I mean, the best way to maximize that value is to make sure that you know their happiness score on a month-to-month basis. We always want to make sure our customers are at 9.7 or above on a month-to-month basis. I mean, I know John Ruhlin’s book, Giftology is kind of cool on how to make sure you keeping your relationships strong. Our clients have been with us for years and years and years and we do it by making sure that we care about them more than we care about ourselves.

Mario Fachini [40:26]
That’s great advice.

Craig Handley [40:29]
Give value all the time. Give value all the time.

Mario Fachini [40:31]
Excellent. Speaking of books, what are a couple books you’d recommend that have made a big impact on you?

Craig Handley [40:40]
W. Clement Stone, The Success System That Never Fails. I worked and sold insurance door-to-door for years. And that was one of the first self-help books I’ve ever read when – wow – it kind of blew my mind with all the different cool things that were in there. God, I read so many. My friend, Vishen Lakhiani, he’s got a great book, The Buddha and the Badass, just came out. He’s got another book from a few years ago that’s really well. He’s the president of a big company called Mindvalley. And I met him and traveled to 13 countries with him before he was Vishen Lakhiani. He was a young kid with a business of about 10 million in revenue and wasn’t really sure what he was going to do. And, now, if you look at his empire, now, he’s like Darth Vader on the Death Star, only he’s focused on doing good. His business is huge. And I mentioned John Ruhlin’s Giftology. And one of my favorite books, if you’re trying to do selling is a book called Selling to VITO. A lot of people might not know that book. But I thought it was invaluable in how to reach the decision maker in a business and get through the gatekeepers. And so I really enjoyed that book. There’s a lot of books out there. I think when reading books, one of the things a lot of people mistake is they start to read a book and they try to fight their way through it. For me, I think you should read a book and if it catches your attention, keep reading it. And if it doesn’t, put it down and move on. And I think that’s the way that I get through a lot of books. Because if you don’t do that – I mean, I read a lot on my phone, right? If I don’t do that, that book title is just stuck there in my phone. And I don’t even open it up anymore. And so it slows you down in reading. So rather than an individual book, I think advice from an entrepreneur to other entrepreneurs is find books that you can jive with and that kind of flow with you. And then that way you read through them quickly. Because a book should only take a couple of hours to get through. If it’s on your phone for three weeks, shut it down, go to a different book.

Mario Fachini [42:45]
That’s great advice because you’re absolutely right. You shouldn’t be hanging on to it forever. You have given some great Expert Authority Insights. I thank you for sharing them with us. And I want to know where would you like people to learn more?

Craig Handley [43:01]
Well, Craig Handley. I mean, I’m Craig Handley on Facebook. I’m Craig Handley on Instagram. I kind of bought all those domains before people were buying domains because I was thinking it was important to have them. The only other Craig Handley I have seen is an artist, an actor from the Ukraine or from the UK. And sometimes my face comes up with his IMDb bio. But I’m pretty easy to find. And then I got ListenTrust.com, SocialClose.com. And, of course, I have my cell phone and my book. I’m not afraid for people to text me or call me. But if they direct message me on any of those things, then I’m happy to set up calls to help people. I’m not going to charge people for a hello. I’m more than happy to spend time helping somebody.

Mario Fachini [43:50]
Well, you are giving and definitely personable. And one fun question, do you prefer that they shoot you in image, a text, or video messages that first message?

Craig Handley [44:03]
A video, an image, or a text. But I think, a video is great because that way I can kind of see who they are and what they’re up to. So a video message would be nice.

Mario Fachini [44:12]
Excellent. Well, Craig, I appreciate this so much. Thank you for sharing with Expert Authority World. It’s a pleasure having you.

Craig Handley [44:20]
Yeah. Thank you for having me on. It was good, fun time.

Mario Fachini [44:24]
All right. Expert Authority World, we have another great episode here today. I’ll see you tomorrow. Have a great day. And God bless.

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Mario Fachini [45:05]
Hey, thanks for listening to today’s episode. I hope you got a lot out of it. I know I sure did. If you haven’t done so already, I invite you to subscribe to the show. And also be sure to check out EAInterviews.com for complete show notes, the full interview video experience, links to the resources we mentioned, and more. Have a blessed day and I’ll see you tomorrow.

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