#20 Mark Evans DM, DN – Virtual Real Estate Pioneer

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BIOGRAPHY:

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Mark Evans DM, DN, the DM stands for dealmaker while the DN stands forDigital Nomad. He is a full time real estate investor that is able to generate massive passive income on a monthly basis with real estate and has been virtually active since December 31st, 2005. He is a World-traveling Real Estate Investor, Entrepreneur & 7-Time Best Selling Author. The DM created a unique & effective system to run his Investing Biz Virtually.

TOPICS OF CONVERSATION:

[00:34] Introductions
[02:31] To focus on work
[03:51] The benefit of patience
[04:07] Work plans
[05:18] On working and traveling at the same time
[07:25] The way it was
[08:58] Work on what you’re good at
[10:13] On making a profit
[13:08] Speed bumps on the way
[13:56] The ultimate goal
[14:47] On the kind of business to do
[15:28] Clientele
[16:58] Average age for business taking
[17:45] The most exciting deal made
[19:07] To start off
[21:21] The range of those that can do it too
[23:20] It’s all the same stuff
[25:27] Numbers game
[29:04] Getting leads
[30:10] In conclusion

REACH OUT TO MARK EVANS DM:

TWEETABLES:

 

TRANSCRIPT:

Stephen: Hey guys, Stephen Esketzis here with marketing on the move and I’ve got Mark Evans DM,

how are you going Mark?

Mark: Great Stephen, how are you bud?

Stephen: Good. So tell us a little bit about what you do and your base in America. Tell our audience a little bit about yourself.

[00:34] Mark: Yeah, you know, I appreciate it. First off, thanks for having me. My name is Mark Evans DM, DN, the DM stands for deal maker.

The DN stands for Digital Nomad. I’m a full time real estate investor, 7 time best selling author read a bunch of books in regards to, how to become a real estate investor, how to generate massive passive income on a monthly basis with real estate, virtually since December 31st, 2005. I’ve been 100% remote virtually in my real estate business.

Meaning I live in Palm Beach Florida, or whatever. I’m travelling across the world and I’m putting deals together in local markets such as Columbus, Ohio, Orlando Georgia, Kansas City, Missouri or Pittsburg Pennsylvania area.

So, I’ve created, processes and procedures through direct marketing, which you know, direct most amazing. And I have a great team which is CLO sales manager sales team.

And really what I’ve created is Stephen, a business if I see a lot of people that are entrepreneurs, and me included. I was just hustling. I used to dig, just a employee for myself and had a lot of things going on but never really had the freedom to be able to do what I am able to do now.

And that’s actually to build a real business that will produce income and work if I’m in the business or not in the business. So, as a proclaim to you, I just got back from Costa Rico and that’s it man, just enjoying life.

I’ve been married since August and I’m just having a blast.

Stephen: That’s fantastic. Yeah, I think we’ve been friends on Facebook for a little while but I reached out hoping to get you on the show because I know, I’m willing to know what you’re going to say. Having an automated, on the go real estate company generating leads, putting buy and sell together is what it’s all about.

So, I think you’re really building a lot of business and mixing it with your real estate and all. Which is probably one of the ultimate business models I’ve heard of?

[02:31] Mark: Yeah, absolutely, I think you know, any business can duplicate it, or replicate it I should say. You know the key is what’s marketing all about. I found myself, every time I started getting too complicated, you know, you can track everything and do a million different things. Honestly what I’ve done, I’ve just become really good at a couple of things and that’s it.

No more, no less, and I just focus on them and I work them every single day and from my experience, the more focused I get I could get more better results long term for sure.

Stephen: Yeah, of course. So tell us, how did you get into the property and the real estate business?

Were you brought up with it or, what made you sort of get into that sort of industry?

[03:15] Mark: Finger’s old, small town Ohio, barely graduated high school, no college, I was never going to go to college one of them to make money but never wanted to work for anybody because I never liked taking orders from anybody.

Stephen: Well, yeah.

Mark: Never exactly what I wanted. Never paid me what I wanted to make. So, I bought a company one month after high school and just owner, financing, creative financing, is how everyone is saying it and I started doing work and I said, wow I’m working for all these investors I could probably do this because they don’t seem that smart.

And, I went through a course and I just you know, once you’re in an event, and you hear guys speak and say I can do that and just starting messing up as quickly as possible to get results.

Stephen: Yeah.

Mark: And, 19 years later, I’m sitting here. I’ve been in the same business for 19 years now.

Stephen: That’s fantastic. Have you ever gotten bored with it? Or sort of a changing. Or of yours, had a passion and loved it?

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[04:07] Mark: Yeah, you know, I’ve always had a passion and loved it but I think we all had, as entrepreneurs, the grass is greener on the other side effect or some people call it shiny object effect.

Stephen: Yeah.

Mark: So, I’ve always had real estate. Always been a copious amount of it, I used to do a lot of real estate coaching mentoring and things of that nature, but the thing is, I’m not passionate about teaching and coaching beginners. I’m more passionate about taking someone’s long six fields a year and really showing them strict ten deals a month.

So that’s my passion today and that’s what I focus on, so yeah. It’s a great quotient.

Stephen: Yeah, that’s fantastic, because I’ve seen, you’ve been mentoring a lot of people as well and giving a lot of people opportunities to become involved and teach what you’re doing. But obviously, when you’re in the business, you just want to grow the business and scale it as much as possible.

That’s really exciting as well, especially when it’s all in your capital, your own business, and your own business systems. Yeah, it’s phenomenal.

So, why don’t you give our listeners a little bit about your making, actually, because is it something that can be applied worldwide but here’s in Australia, it can be used as well or is it deal making specific to America. Give us some of the details.

[05:18] Mark: Well, I mean, deal making to me is just deal making. It doesn’t matter what the product is, it just so happens my product is real estate.

So, if you’re so on coaching, if you’re so on products, you’re so on anything, doesn’t matter. Hamburgers, tennis shoes, whatever, just place something together. Really to me, what deal making means, is what’s into your prospects and delivering what they want.

Not trying to oversell them or undersell them but consult and sell them. When you do that you really change the game because everyone else out here are so worried about their circumstances that they don’t really focus on the needs and wants of their prospects.

They’re too busy thinking they know what they need to do or what they have to do instead of sometimes saying what about it. This is real easy they’re telling you what to do and they’re telling me how to sell and they’re telling me what to sell them.

So just presenting an opportunity that scratches their eggshells so to speak, that’s really deal making, that’s well, and that comes with consultant selling at just a high level. But yes, you can do it anywhere in the world. Again, Stephen, I’ve travelled the world.

I could be in India, close and indoors in Ohio, I could be in Santorini, Greece, I could be in London, you know, anywhere, literally, anywhere in the world whatever and deal making happens all the time. And, deal making to me is multi-sautéed as well because you have to be putting deals together such as lead generation, sources, you have to be putting key deals such as hiring COL’s, hiring deal coordinators for me this is, hiring copywriters, let’s say for online only.

Stephen: Yeah.

Mark: There’s a lot of different pieces and you know, this really honestly, this is great to be in because you’re living your dream and you know, sometimes it stinks and sometimes it’s amazing but I would say even if you haven’t tried once in a while, you’re probably not pushing yourself hard enough.

Stephen: A hundred percent agree with you about that. I mean, I guess, any business, and that’s why I’ve spoken, we’ve interviewed a few different entrepreneurs on the show last week, or a couple of weeks ago. We had Neil Patel on Kissmetrics on here and Crazy Egg.

And we see plenty different sort of business types and business models but at the end of the day everyone is doing what they love and doing their passion. They’re making deals; they’re making things happen which is phenomenal.

[07:25] Mark: Yeah, see if you don’t mind I’d like to interject something. I think the biggest thing, what you just said, is a very important point to grow.

A lot of people listen to my voice or way younger, now I’m 36. I remember when I was 18, I was just kind of information existed. But, the key thing that I see a lot of people still lack at, and it’s not because they want to of course, but it’s listening to too many different types of people and then going down a black hole like, what should I do, how do I do that?

What if I do that, well so on and so on?

I go this way and I go this way. Really find out what your passion is about, what you love, and hire everything else out or find someone else to do it for you.

Stephen: Yeah.

Mark: Because if you do that, then now, every single day is just awesome. I mean, again, some days stink but that’s part of life. But I hate people work, that’s the first thing I outsource when I started realizing –

Stephen: And, I agree, with you on that, a 110%, and I think like that automation. Having things automated, and what I learned from one of the guys here in Australia, he coaches, a life coaches Evan Takimore and hopefully I’ll have him on the show soon but he says, working your geniuses what your absolute passion about, love it, working that 24/7 because that’s when you get the results.

Is this someone can do?

I mean, 70% as good as you can do it outsource it. Then work in your genius to the very highest quality, in your highest potential and I think you’ve taken that to the max as well.

Like, being able to travel and automate everything, so you’re working in your genius, you’re creating the deal but at the same time you’re doing it in your own lifestyle. So, you’re – you’ve built that around you and I think that’s the best way to do it.

[08:58] Mark: Yeah, I think again, you said it again, like it all comes down to mentoring and masterminding, like you know, it’s so amazing to me. We’re taught our entire life, it is better for things we don’t enjoy, you know, sitting there, studying stuff that I’ll never be good at.

Even if I’m good at it, I don’t enjoy it, so why do I become better at it?

Stephen: Exactly.

Mark: So, you know, really having an introspect or an outerspect from other group of high level people and they’re like, don’t do that and again, I’m not smart so I don’t question things. I say, okay great, if someone’s making a whole lot more money than me and doing the exactly what I want to do and they say that, well there’s probably something to that and you know, as you grow up into the business-wise world.

Everyone says that, anybody who is doing high level stuff realize this, we can’t be everywhere, we can’t do everything so like you said, focus on your genius you know, live in there, 24/7.

Stephen: Love it, absolutely love it. So, let’s get back to the real estate topic, tell us, how does the system work?

Obviously they don’t give away the gold nugget, or too many gold nuggets but tell us how you’ve built the system and what the process is because I’ve heard you from other interviews as well you’ve got the product, the people in the process, give us the guts of what you do.

[10:13] Mark: Yeah, keep everything away, I mean at the end of the day I know the system and the process and the people and procedures and it’s still crazy. But, you know, really what I do is, my business motto, is buying properties putting a little bit of money into them, finding great tenants, finding a great property manager in place and then packaging that property and then selling them off to an individual or an investor buyer that wants to be a hundred percent passive.

So, I’m considering an active investor to that buy and sell every single day lots of properties every single month, well we do that to our model. So we buy them, clean them up, put tenants in them and then we sell that at ROI’s so our average investor buyer, from all over the world by the way, we have people from Australia, we have people all over the world.

That buy properties from me and what happens is we simply have a team of people that talk with our buyers that again, consult with them, what’s into them. See what they’re searching for the financial freedom and really my goal is to help people get that residual catch flow every single month.

Every single month, for every property they buy they’re going to get paid you know, 2-3-4-500 dollars a month and that’s for every single property that they buy from us. So, they buy ten properties they can be making 3 to 5,000 dollars a month extra, every single month.

And, now Stephen, in your hair, you might be thinking, that’s a lot of property, because you know, on Australia they put 500 grand for a job.

Stephen: I better say, over here in Australia the air profit, in Melbourne I know specifically, sky high, I think we’re paying about 5-6-700 grand now.

Mark: Yeah, so like, on average houses like $35,000 these are just middle mid-west American houses. $35,000 for a 3-bedroom, 1-bath house you know about a thousand square feet there’s a lot of them in these markets and you know very standard living, very simple and there’s a lot of people wanting to rent themselves.

Very easy entry, very great residue income usually sees about 12 to 15 percent consistently. Net relay set to go to your bank and put it in your bank and can get you know, 0.03% you know people can buy a hard-ass real estate and generate, 10%, 12%, 13%, 14%, 15% that are alike.

So again, we have a team that manages all that once say I like property A you know it gets pushed up to deal coordination. Rose Anne is amazing over there, Rose Anne will coordinate the deal from start to finish give you a contract, you pay for it, get your pictures, get any and anything you need then walk you all the way the process of closing the deal to home ownership of the property and investment and that’s it.

Stephen: And it’s such a smooth process that you’ve got as well.

Have you run into any hiccups during the process of you building it?

What was the sort of, any sort of speed bump on the way?

[13:08] Mark: Might be a little subjective because I was like things go easier there, I think it’s amazing but I’m also looking for more efficient process, more effective to make client-customer experience much better, like sending a better gift. You know we always sent a gift to everyone that buys a property as soon as like they’re buying clothes.

In the intro, we always want to make sure all your questions are answered so that we have more like of an education PowerPoint process that educate you in what you’re getting into. Again, we want you to have a great experience from start to finish, it only takes about 20 minutes but it definitely lightens up the process that allows you buy more property much quicker, much smoother and again, were not looking just make one deal with you.

My ultimate goal is you buy a lot of property over the years with us and you know build your financial legacy, your financial wealth through our process, so—

Stephen: Yeah.

[13:56] Mark: So, our goal really is not just a one and done model, really most people are buying three properties in their first year with us. So, we’re very conscious of how many properties are they going to buy, and how quickly they’re going to buy and how we can elevate that so they can buy quicker smoother and you know, it’s better for them.

They bought one make them buy five why not buy five now instead of wait 6 to 12 months because then they can get back that money quicker.

Stephen: Well, that’s it. I was just sort of thinking that the model you’re looking at is a constant to a membership slot where you’ve got the lifetime customer value, you’ve got the lifetime investor value and they’re probably going to buy the highly average of probably the belt purchase of you.

But then that’ll still be to you and overall you keep growing your own business and I guess that’s something you’ve got measuring against as one of your pasty art.

[14:47] Mark: Yes, Stephen, average business has to measure that, I mean, it’s I don’t care again, I don’t care if you’re selling hotdogs you’re measuring it. I kind of had this guy walking into your grocery store or how many times have someone stopped by your gas station so, how many times have people buying in upsells in your $7 product for $2.97?

Stephen: Exactly.

Mark: $5,000 coaching. I mean, it’s all the same thing, it’s just a different product.

Stephen: Yeah, a hundred percent, and what roughly if you could give us an idea so to the investors that come to you, what level do they spend a lot of money with you?

Do they sort of millionaire people we’re looking at these investor families that are looking to invest some property?

[15:28] Mark: Yeah, no, it’s both. I mean, again, so you’re going to have both sides of that on any business. You’re going to have that person that really knows real estate and the way they go.

They don’t have the time, that maybe a doctor, dentist, lawyer, or whatever. Has a decent network 3-5 million dollars looking to put their money at play in a different environment.

We call it alternative investing and you’re going to have that mom and dad or father or you know whatever that has 2, 3, 4 thousand sitting in a 41k or array that’s a big part of our businesses. 41k, salt directed arrays and all those.

Stephen: Yeah.

Mark: It’s not just cash; these are people that have money in their retirement accounts. And again, if you’re retired you’re biggest fear is how do I keep this money alive.

Like, your principal but if you’re putting it in residual assets, and you’re getting paid every single month you’re so much closer to retirement because we have a retired police officer. He gets paid like 3 to 4 thousand a month extra.

On top of his benefits, on top of his everything else, it’s really like imminent; he’s been with us for over 5 years that’s a lot of him in his life to do amazing stuff that they never even thought was possible. But again, he’s leveraged his 41k and array to buy real estate to be able to pull out 3 to 4 grand a month.

But that was on his principal balance. Just keep replenishing every single month for him.

Stephen: That’s fantastic, and what’s the average age of these guys that come to you and can afford to invest in your services?

Have you had some sort of young entrepreneurial sort of people come in?

Or are they a lot sort of a–?

[16:58] Mark: Yeah, I mean, I get a lot of internet guys that come to us, they’re 18 to 25 years old and you know, those guys are buying, 5 or 10 properties a year, and then we have the total opposite guys in their 70s and 80s, that just want to retire and put their money into an account. They have cashed themselves they’re just looking to divert assets or divert cash for the legacy when they pass on.

But I’d say on consistent averages, if you balance everything else, about 52 years old. And, we have guys in their 50s buying, you know, 50 properties a month, excuse me, a year.

So, it balances out and you know our goal is to just listen to the customer become a very service and keep supplying what they want.

Stephen: Yeah, hundred percent, and what’s the most exciting deal you ever made?

[17:45] Mark: What did the question say?

Stephen: The most exciting deal you have ever made?

Mark: The next one.

Stephen: The next one? Oh, I’m loving it.

Mark: The next one is the most exciting deal.

Stephen: Well what’s—

Mark: Yeah, I mean I’m a deal maker, and the truth is all deals are exciting and the reason they’re exciting is because, just because they might not be you know, like ‘oh my God, I wanna pee my pants if this goes on’ but what’s exciting to me is allowing someone else to be able to take charge of their financial future and stop listening to these bozos that are saying, put your money in the bank and get 1%. You know, allowing someone to step up to the plate.

I get excited about that stuff or I wouldn’t be here in the morning. I mean, this is what I wake up for,

Stephen: Yeah.

Mark: Because, we can change people’s financial future in a major way just by simple implementation. So, I’m excited on every deal.

Stephen: Oh, I can imagine. I can imagine you waking up in the morning, opening your email or whatever software you use and just get right into it. Get in the adrenaline rush.

Mark: Mm-hm.

Stephen: So, with people, if they’re interested in doing something like this, what’s the best way that people can learn more or find out about how well this works?

If they’re looking to invest or buy or sell, do you have a program do you offer that you teach as well or do they contact the company? How does it work?

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[19:07] Mark: So, two things, I have a thing called a hot seat in Dilisan, that’s where people that are spending money on marketing every month. These are investors that are out there trying to build their business, probably build 6 deals a year they’re still, they might even have a job and would be making just enough to quit their job and figure out how to get full time.

I take those guys under my wing. It’s a lot easier for me in truthfully to help them grow to another level. In regards, so there’s a way to contacting to that, I’ll show that hear in a second. Then, if you want to buy properties that are totally separate, I actually do the hot seat in Dilisan more of a passion driven piece.

I do it randomly whenever convenient for me, not necessarily about the business at all. It’s more of a, just a true driving passion for me to help people. In regards to the real estate side, every single day we have people ready to, you know, we have deals that we buy and sell every day so if someone has $35,000 give or take a couple of bucks here or there, more or less reach out to me and I can get you the right guy on the team or gal that can direct you and listen to you and see if it’s even the right fit.

And corporate structures, LLC structures and all that, you know, the team is up to beat on all that stuff, like I said, we do a lot of international investors, we’d love to figure out a way to help you guys. The best way to reach me is on my website, marevansdm.com and that’s www.markevansdm.com and just click on the contact button if that’s what you want to do and just tell me what’s up.

Let me know you know Stephen and then I’ll take good care of you and put you in the right direction.

Stephen: Sounds good, and we’ll make sure that goes on the show as well so that people can easily reach out and get connected. And, something like, so back to like the deal and the way you use.

You give people an opportunity to learn, sort of affix them in give them an opportunity to learn how to market business and something like that. Can something like what you set up be set up in any country in the world or does it really have to be based on suburbs and the profit of the houses and the actual process.

Is there really a sort of a quiet location dependent or can someone else do what you’re doing on the Philippines or Australia, or in Africa or whatever it is?

[21:21] Mark: Yeah, I mean, real estate is real estate so there’s always a buyer and seller for a product the key is you may have to change the Language, I know, in London, you know, I have a client out there, it’s a different Language. It’s not rental, it’s sub-what. It’s just different. So you have to come that knowledge, I don’t know, your local market.

But, again, you could be sitting in Australia where you’re at right now Stephen putting deals together in Kansas City, Missouri. But there’s really no, you know, the key is the biggest problem that you would have is not even a problem, it’s a structure.

It’s setting up a United States entity that allows you to do that so you don’t get double taxation. That’s the biggest problem we see.

There are a lot of foreign investors and some are having a problem again and it’s like all these things that people exist to help you, you just hire a lawyer and it’s done for 5 grand or whatever. Just let you up an entity a structure to allow you to run a United States Business and conduct this kind of stuff.

I personally have not been in any of my house since 2006. I don’t go to them. I don’t think I’ll go to them. I’ll never go to them because of people. People process my systems.

So you’re sitting anywhere in the world doing these bills and you’re wearing on nay market it doesn’t matter it’s all relative, the only thing that would change maybe, no not maybe, but definitely the numbers. In my marketing, to direct mail, you might have to hit a thousand people to get the one deal.

I might have to hit a hundred people to get one deal, for example, in Columbus Ohio’s way different marketing and Los Angeles California, products different, the house’s price points are way different there’s a lot more competition. It’s just a total different market.

Yeah, but it works everywhere. It’s business.

Stephen: Yeah, and I think I’d be surprised if it hadn’t already happened in places like Australia and you know that is probably much bigger but over here, I’m guessing that people are going to start working on models and I’m sure you’ve said that you probably have worked with people teaching the model as well. So, I’ve been looking forward to see if other companies, similar to yours and can work these things and grow and try to do the same thing.

[23:20] Mark: Absolutely, and again, at the end of the day it’s all the same stuff. Business is business, product is product, you just might have to change your strategy and do a plan, but yeah it will always work anywhere.

Stephen: Yeah.

Mark: Just matter how hard you will work it.

Stephen: That’s it. What are the most properties have you ever had under your belt at one time?

So obviously you buy and sold a lot and you do the marketing but what—

Mark: Well I hold a lot too, I mean, I didn’t kind of there could be thousands, flocks, I mean, there’s a lot of properties out there. And, yeah I mean, dude, there’s—I’ve been doing this 19 years so that your opportunities are massive to collect properties and properties for a very long time and continue to build my own personal portfolio. We’re in the process we just bought some watch, we’re in the process of building some new business.

Yeah, I mean, there’s a lot of opportunities in. As a business owner though, you have to be focused on cash flow and cash management that’s really the business I’m in now. Real Estate is a by-product of what I really have to be good at and I have to be really good at that one, in cash and cash flow.

Stephen: Yeah.

Mark: If you’re buying, 20, 30, 40, 50 properties at a cliff, right now I think today I would be closing on like a 46 houses and when you’re buying 46 houses, like that. 30, 40, were in a pop, some are more than that.

Some are tab less, but let’s say on average you know, 40 grand, 1.7 to 2 million dollars rolling it out of the account. Not counting you know, a $180,000 rehab plus your holding costs, plus you have all these other things going on put taxes, insurances, you know things go astray.

You may have to allocate 2.324 million dollars just in personal cash, or business cash that is. That’s one of the guidelines.

So everything we do is personal cash or business cash. We don’t use; we don’t go to banks or anything, everything’s internal. So, that’s really what we are now today, I guess. I’ve really seen a lot of timeline you know, cash flow management and making sure my team understands that they’re both very important at the level we’re at.

Stephen: Yeah.

Mark: No more fiddling at bow ties.

Stephen: Yeah, definitely and I guess is it all a numbers game?

Is that I guess, what it all comes down to especially in this sort of industry?

[25:27] Mark: What do you mean it’s all a numbers game?

Can you explain?

Stephen: I guess, is it all a sort of what you buy, what you sell the money in between, like you’re saying, and its cash flow at bay?

It all depends on, I guess, what the price is. There’s no sort of real dependency. There’s no emotional attachment with the house.

There’s none of that really?

Mark: Oh yeah, everything has to pass or check anyways, so every product that we purchase, every house. I call it products but the like, every house I get; I am not emotionally attached to any of them.

I’m attached to the numbers more than anything so every house that we bought. I was actually purchasing based off a certain criteria that we had of the house.

We know where our numbers need to be, we know where we need to be, a hundred percent and we purchase. So, by purchasing I’m purchasing for my—I’m buying myself which I am upfront and then knowing that I can sell it because of the way we sell our products.

But, at the end of the day everything’s numbers and if it’s not, you’re not in business because you can’t run a business on a motion.

Stephen: Yeah, a hundred percent agree, and I think for me as well, that’s something I’ve learned the last 12 months and been a lot more bit that the numbers don’t lie either. So, whether your back account, whether it’s visited on a website where’s that’s the conversion they’re the numbers that are going to make a difference at the end of the day.

Mark: Yeah, that’s a great point. I mean, there’s a lot of people, I don’t know, what’s side myself so when people come to me and they say, or in the real estate business anyways, and say, “Mark, I want to do more deals.” I say, great, how many leads are you getting a week, how is that being handled.

What are you going more of? Xyz?

And typically they don’t know these answers. So there’s a saying, after you set it but what you don’t—you can’t measure what you don’t track.

You’re not tracking and measuring growth so when someone says they’re doing five deals a month and they want to do ten, all they’ve got to do is double the marketing in absence right if you’re tracking and you don’t know how to double that.

Stephen: That’s it.

Mark: Because they’re not tracking it. So, if you tell me, they didn’t have my site stopped right now,

‘Okay great how many people are visiting your site?’

And if your site traffic is down by 50% of course they’re number is just going to be different. But if you’re not emailing as much as he should be, of course you’re going to be different.

There’s a lot of like simple numbers as a person, as a business owner you should be tracking, I don’t know if you’ve heard about Wendy’s the restaurant.

Have you ever heard of that?

Stephen: Yeah.

Mark: So, Dave Thomas actually had the pleasure of it me, him a couple of times but you know the thing is, he tracks how many buns did I sell today in that store?

Because if he sold a bunch of buns, that means he sold a lot of patties, that means he sold fries, he sold frosty’s. XYZ right?

So, know your driving numbers it only has 3 to 7 numbers max and if you know those 3 to 7 numbers in your business you can set the world on fire.
When everyone else focus on everything because most businesses, I think 97% of businesses are just randomly running around like crazy and they could be making money but the roof doesn’t sound on taking your business to another level.

No core numbers to grow.

Stephen: Nothing.

Mark: No set the world on fire.

Stephen: And myself, I’ve come from Internet marketing background myself.
I work with websites, working with software working with all that it’s just you sees the trends and you see the trends of success as well and follow the numbers.

People would know their numbers people who know what they’re custom related, they know what the custom conversion is, you know how much you’re going to spend to acquire a customer.
You know how much money you’re going to make on the back end, you know how much obstacles, everything like that and it works across any industry, it’s not just like you said.

Not just real estate, not just Internet, it could be anything. It’s brick and water, it’s absolutely everything so, I think once you sort of get that base understanding like you would have been mentioning and you know that if you could just kept this, it’s going to work and you know how much you’re going to spend at the end of the day you’ll make your money.

[29:04] Mark: No, its great Stephen, I want to share that I’ve always had people, I always fell in line you know get leads for free, get leads for super cheap. XYZ, and don’t get me wrong, at the beginning, that’s okay.

But the growth of real business the question you should be asking yourself how can I outspend every single person in my industry so that I acquire that lead?

Stephen: I’m sorry?

Mark: The only way that you can do that confidently and with guts and you know that you can sleep at night is by knowing what your real number is. I think often that I spend hundreds of dollars for a lead.

Just for a lead, naming a phone for. But we make thousands of dollars from that and we know our numbers internally at such a high level while everyone else is trying to get a free lead, and I’m trying to figure out how to spend more on a lead.

Because I know my competition doesn’t have the guts to do it.

Stephen: Hundred percent and that’s the ultimate goal eventually. If you can outpitch the competitors to acquire a lead or acquire a customer then you’ve got no competition because you can spend much more in advertising that they will ever be able to.

That’s it. You pretty much won and once you work out the numbers the master’s right in front of you.

Mark: Right absolutely man.

FEATURED DOWNLOAD: Read and download the full transcription of Episode 20. Mark Evans speaks about the benefits of telecommuting and managing his business on-the-go.
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[30:10] Stephen: A hundred percent. So, I’ll round it off, but where do you see the company now going in 2015? What’s the trend in 2015?

Mark: Well, again, we’re just trending up more deals so you know, we’ll talk a lot more sales people, actually 2 just started yesterday with 2 more starting next week, so just building up the team and you know, just keeping the core as you build the team. You know something to awe, I don’t go to the office so I have sales manages my COL’s in there and I have the sales people in there but you know, just keeping the group tight and keeping everyone on the same page and keeping that integrity of the product very intact that’s another thing we’re really focused on.

So, again, typically we’re sales because we’re not just selling an e-course or whatever, we’re selling like a real product a house if you will. So, making sure that we have a real solid product to present to a prospect or client and again, because sales want to make sales and you know my business is to finish people’s expectations long term and we provide long term value to that so we really want to make sure we keep the product tight and we’re always being proactive on how to get more ramp for the properties get them more hype for the properties when they buy and sell and just really overall just keep going over dawn.

I’m very happy of where we’re at, of where we’re going and you know, every year is going to be a better year.

Stephen: I love it; I love it and Mark I don’t know if you’ve read the book, “Rework”, I’m actually in the middle of reading it.

Mark: Yeah, it’s a great book.

Stephen: A friend recommended it to me.

Mark: Yeah.

Stephen: The way you said that sounded like you may have read it or, what the book pretty much demonstrates unless listeners don’t know what it is, it builds about how Base camp, the guys from 37Signals have built a company but they’ve done it in a much more different way.

They built it based on a very small team, and I think they said at the beginning they have over 3 million over software’s, which is absolutely incredible.

From such a small team, and how did they go around and not do it the conventional way of getting funding and growing and growing and getting more employees. Rather just keep adding value, and keep adding integrity to the product like you’ve been mentioning.

Mark: Yeah, I know, I’ve read that book many times I read it every day. I hate reading, but I love the outcome kind of like a gem right?

Stephen: A hundred percent. I have the exact say. After I finished school, I couldn’t touch a book but then I’ve picked up the first book I ever picked up and the money was, “Rich dad, Poor dad” as soon as I finished that I think I’ve read a book every week ongoing.

Mark: That’s awesome. Yeah, I know, I think the main thing is just keep the blinders on, don’t listen to a lot of noise, I think a lot of people just talk, they don’t know what they’re talking about and the only thing I would say in our company was mind your own business meaning the only people that know our numbers is us and that’s all we can control so we’re going to control our destiny and no one else.

We’re not worried about what the guys next to us are on or what the guy rights in front of us are going. We’re just going to do what we’re good at and just keep providing great products and I feel like it talked to us for 19 years and I think it’s going to take another 19 years plus in the future.

Stephen: Absolutely love it. Well, Mark I’ll leave it there so our business can reach you at your website, do you want to mention that again?

Mark: Yeah, www.markevansdm.com, you want to contact me in any way, I mean, always check that out the podcast shows there and everything so I’d love to touch face with you, to help you.

Stephen: Fantastic, well thanks for jumping on Mark; I know it’s a mill day over there for you.

You’ve got a full day ahead while we’re winding down here in Melbourne Australia, but yes, it’s been a great chat and I know that our listeners are going to get a ton of value from this so, I guess we’ll leave it there and I’ll speak to you soon. 

Mark: Awesome man, I appreciate you having me.

Stephen: Fantastic. Thanks Mark.

 

FEATURED DOWNLOAD: Read and download the full transcription of Episode 20. Mark Evans speaks about the benefits of telecommuting and managing his business on-the-go.
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