A Step by Step Guide to Pre-selling With Carl Mattiola

by Scott

Most people who try to start a business begin building something before getting a dime from a single customer…

“Que triste” as my Brazilian friends would say!

Today I’m pumped to chat with Carl Mattiola, founder of ClinicMetrics, about pre-selling and the exact steps he used to get paying customers before he built any software.

In this interview you’ll learn:

The process he used to go from no idea to settling on building clinic metrics [3:42]
Which prospects to start with when you’re ready to pre-sell [10:03]
The logistics of his first pitch and what happened immediately after [20:39]
The power of “price anchoring” and how to utilize it in pre-sales [26:29]
Common objections he received in his pre-sales process and how to overcome them [31:58]
Tactics to de-risk …
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Cracking the Code to Behavior Change

by Scott

WARNING: This is not a post about tactical information to improve your effectiveness like many of my others…

This is a brutally honest account of the parts of my life that I was unhappy with that were the driving forces for my relocation to Rio De Janeiro.

I want to share these truths and a transparent self-reflection after living here a month to inspire others, catalyze self-awareness, and reveal the fire-seeds of a proven approach to behavior change.

This is long post. It bleeds truth and many people will likely disagree with it because it challenges conventional views. I’m fine with that.

It will likely take you 10 minutes to read, but I think there are people that will read this and see truth …
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The Most Undervalued Skill to Become More Persuasive

by Scott

In this post I want to highlight one skill that can help you become more more persuasive in life and business.

This skill has been pigeon-holed within one business discipline which has prevented throngs of people from accessing its power that could be taking advantage of it.

But first I want to ask you a simple question…

What is the difference between the two items pictured below?

If you’re having trouble seeing, the first photo is a cold email asking for a partnership I grabbed from google. The second photo is a pamphlet asking me to sign up for a credit card.

…wheels turning…pinky and the brain style…

Though these two items pictured may seem very different, their high level …
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The Most Important Document You Probably Aren’t Keeping

by Scott

Today I want to share a shockingly simply practice that has made me 10’s of thousands of dollars, allowed me to perform better at work, and created more time to do the things I love.

This practice is the secret to communicating better and how I develop online products that are allowing me to live my dream life right now.

Where We Worked Out On Friday

The practice…

Keep a document of every question people ask you.

Yep. It’s that simple.

Anytime someone asks me a question (especially over email), I file it away into a massive google docs spreadsheet that I call my “demand understanding document.”

Actually, now I forward it to my virtual assistant Josiah and he does it.

Why You Should Do This

Your ability …
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I’m Moving to Brazil (Estou me mudando para o Brasil!)

by Scott

In 5 days, I’m moving to Rio De Janeiro Brazil…and I could not be more excited about it.

Ipanema Beach – Where I’ll Be Living

This journey begins with the conclusion of a special one.

Two weeks ago was my last day at SinglePlatform. My experience there made the past 2 years the best ones of my life and I couldn’t be more fortunate to have spent everyday with such incredible people. I love you guys.

So…uh…why are you doing this?

Well, there’s a lot of reasons.

If I had 100 million dollars, here’s what I’d do consistently after an egregious vacation:

Live in a beautiful place with great friends 
Create and do things that help people lead happier, more fulfilling lives
Work on improving and better understanding myself
Consistently spend …
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Building SaaS Businesses, Enterprise Sales, and Bootstrapping with Spencer Fry

by Scott

Today I’m pumped to bring you an interview with my buddy Spencer Fry, Co-Founder of Uncover and all around awesome guy.

Over the past ten years, Spencer has built 2 profitable companies without raising a dime and is now well on his way to his 3rd. #studmuffins anyone?

In this interview we talk about:

The founding and developing of his first successful company Typefrag which is still going strong today with 30+ employees
His transition to Carbonmade and how to bootstrap a SaaS business while doing consulting work
The number one thing that all aspiring programmers should have if they truly want to learn how to code. Maybe why I failed…
Why to never give something away for free, even your a startup with no customers or …
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The Surprising Key to Getting More of Everything You Ever Wanted

by Scott

We humans are a funny bunch.

We run and lift weights to get better bodies. We study to get good grades and improve our professional acumen. Some of us even spend time in the sun browning our skin because we think it will make us more attractive!! Arrribbaaa <333

But it seems like few people intentionally work their get more of everything they ever wanted muscle.

In my experience, the most ubiquitously available key to getting more of everything you want is becoming more comfortable with the uncomfortable.

Some call this courage. Others call it a tolerance for rejection.

Whatever you want to call it, the gap between where we are today and where we want to be is often inaction rooted in fear.

The crazy …
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