On today's episode of Gathering the Kings. At the time we had, I don't know, 40 employees. And when you really want to I have a limited amount of time I'm at work. So there's gotta be some strategy to focus my efforts, right, where I can allocate 4 hours a day and really compartmentalize that time, and here's the exact activities. There's freedom and routine. Right? If I know I'm walking in and I've got these 3 hours dedicated to these four items, then I just go bust it out.
I don't have to I'm not stressed out. Like, oh, what are we gonna do today? Then then you cloud your life with busy work. Go in. You execute the strategy and you move on. You are listening to Gathering the Kings with Chaz Wolfe featuring fellow 78 and even 9 figure business owners who have real battle scars from business and life, but have prevailed as the king that they are designed to be. We welcome high performing entrepreneurs to the stage in order to reveal the reel of the reel.
On what it takes to build a successful business today. Your picture of the journey of success and how you too can get there. Through this dialogue, you will learn the value of growing your network and surrounding yourself with power players and kings like today's guest. Grab your pen and notebook because we're about to dive in. What's up everybody? Chaz Wolfe. I'm your host, gathering the king's podcasting. I've got Matt Walker on the king stage. My brother, how are you?
I'm doing excellent, man. How are you? You know, I'm good. In fact, I was just thinking, how much better I could be if I was in your neck of the woods in San Diego. Beautiful there, I assume. Well, a little jitter today, but, you know, 70 degrees. So we, we we take our licks you know, every every a cold winter here is, like, you know, 45. Yeah. Well, you know We're pretty lucky. Yeah. Those are 45 will bring bring a jacket out or 2, I bet, in your neck of the woods.
But in all seriousness, appreciate you being here. You know, regardless of the sunshine, we can still be friends. Yeah. Yeah. Thanks for having me. I really appreciate it. Great. What kind of business do you have, Matt, or or what what business is? Yeah. I have 3 companies that I own, and I just assumed a COO role for a new company. So I've got 4 things going on. All very different. All pretty interesting. Yeah. And I'm I'm happy to to dive into each one of them.
Yeah. Give us give us high level on all 4. Tell us what industries you're in, Okay. First one is a real estate company. We we are land wholesalers, buy and sell land, mainly in Washington and Florida. Second one is a, hair transplant company, which is hilarious because I'm a bald guy. I legitimately own a hair transplant company. I love it. You're clearly not a client. We won't get too deep into that, but it's not a fit for everybody. You know? Got it. Okay. Makes sense.
And then a company I just acquired this year is a specialty paper manufacturing company, so high end eco friendly sustainable paper. Love it. And then I just started as a COO. I'll work myself into an active position, for a, a sports couterman company, if you will. It's a skins for helmets. So to change the look of a football baseball softball helmets quickly. Wow. Yeah. I mean, I don't think those 4 industries could be, more different. They made no sense together. Right?
Well, to to the person listening, I bet. But I bet you there's some there's some rhymes and reasons to your skill sets of of why they they make sense for you. I feel the same way. I've had a lot of people over the years you know, for, like, right now, they peer in. They go, okay. Well, you've had some edible arrangements franchises. You've got several real estate companies, and you you have a mastermind group and you have a podcast. I'd help help me understand, you know, what are you doing?
And, and I think want you to talk about this a little bit because most entrepreneurs have won. Right? And I think that that's actually probably phenomenal advice for most. There's a little different mindset when you're in different industries, maybe not necessarily building, but but higher level thinking. So I wanna get into all of that. But before we do, what's what is that peak for you? Like, what why why these businesses, why are they together? What's the bigger picture for you?
What's your why? What's your motivation? Why are you doing all this? Sure. Why these businesses? Well, they fit a criteria. The the businesses, I I acquired them. So and we can talk about the decision matrix later, but I I have a specific criteria I'm looking for in a business when I acquire it. Retiring owner, dropping x amount to the bottom line, x number of years in service. And then I my model is I install an operator. So I go recruit an operator who has experience in the space.
I install them as the operator of that business, show them a path to equity and salary, and then I just step back more of a board strategic role and manage the operator. So once they get running, like, the hair business, I I spend I don't know, 2 or 3 hours a week on that. Right. So it frees up a lot of extra time to do other stuff, and it's it's just kicking off cash flow at this point. Yeah. So that's the goal. That's why those businesses get it because they fit a model.
They fit that, that criteria that I set out. My why? Man, I wish I had some fantastic answer for you. It's mostly, I I want happiness in my life. I want time and happiness. Yeah. I'm in EO. We talk a lot about, you know, time is our primary commodity. Right. We we use the reference a lot that you when you're on your deathbed, you're not gonna look back and be like, man, I wanna wish I woulda worked harder. I wish I woulda spent more time at work. I wish I woulda gotten that contract.
That's not gonna be what you're saying at that at this time. So whatever I can do to generate enough income for me to have a good life and to free up my time to spend time doing what I wanna do. Playing golf, hang out with my kids, traveling. That's what that's my purpose. Yeah. I think that, I I think it's a phenomenal I think that we we all have something similar. I think that most entrepreneurs have something similar because freedom is what you've basically described.
Freedom of choice, freedom of time, you know, freedom, in in your finance. And so I think that, the the route that you've chosen is to fill up your pool with mo multiple hoses. At least that's what I've said about myself. Yeah. You know, I think I can fill up the pool a whole lot faster, with multiple hoses. And, and I like your model. It's something similar to what I've done.
I think back, one of my questions inside of, gathering the Kings is if you only had 1 hour each week to work on your business, How would you do it? And, and so I think for you to be able to put yourself in the position where you've only got a couple of hours each week to work on the business, there's other ways for the business to grow, run, and operate. And and, you've figured that one out.
So I definitely wanna get into some of that because, to replicate Chaz, to not only just do it once, to do it, you know, multiple times and then to, you know, show other people how to do it is, it's pretty incredible. Yeah. Thank you. Tell me, me your entrepreneurial journey. Like, how how did business and Matt meet? Yeah. It's, I I really shouldn't even be sitting here with you, to be honest. I spent the better part of my life, pursuing flying jets. I was in the air force for 12 years.
Thank you for your service. Yeah. Appreciate that. I I enlisted in the air force out of high school, and I I knew I wanted to fly Jets. I just didn't have the grades to get into college. So I joined, took some classes end up getting a scholarship to a school called Inbury Riddle. It's an aeronautical university. It's the 2nd highest producer of Air Force pilots to the Air Force Academy. Wow. So went there, did really well, accelerated, got a fighter slot out of college, top 2% nationwide.
Went to pilot training, I played softball. I'm a I'm a sports guy. I got hit in the head with a softball running the first base, overthrow, hit me in the head. So not that big of the other time, you know. Right. Right. My brain was a little swollen, but what happened was I started transposing numbers and words, kinda like injury induced dyslexia, if you will. Yeah. So it's kind of a long backstory, but I was ultimately medically disqualified from flying, which was devastating.
I mean, you spend, you know, a decade or more pursuing something at the highest level it gets taken away from you. Yeah. So what do you do next? I'm like, man, I'm I'm lost. Yeah. So I just I kinda took stock of myself. I the air force sent me to grad school down here in San Diego. I got my MBA down here. And I right out of grad school, I was like, I'm gonna start a company. I'm just gonna I'm gonna build a business. Yeah. And, I mean, that was that was it.
That that I I couldn't I'm I'm a terrible employee. I'm not I'm not I I'm damn near unemployable. So I was like, I've gotta start my own business. And I did that out of grad school. And we grew it to be one of the largest digital market agencies here in San Diego. Wow. And we sold that in 2016. I exited that position 2016. That was my only thing going for 10 years. Yeah. So that's kind of the backstory. I I wasn't, you know, I wasn't slinging gumballs and other stuff in in elementary school.
I sir. Yeah. And a dream to fly Jets. You know, that was my dream. I mean, I mean, what a what a what a definiteness of purpose. Right? Like, you thought that this is the I'm doing this, you know, and and Wolfe focus and hours upon hours in mastery, to get there and to have that switched up. Like, was it just because you you thought yourself unemployable, or was it just the back end of your mind? I'm just kinda entrepreneurial and creative. Like, why why I'm gonna start a business?
Like, how did that come to you? Yeah. Frankly, it's it was about the money and freedom, you know, and and that sounds shallow. I know that, it's in a certain way. But at I'll start there. I took a job out of grad school, and I couldn't stand it. I hated it. I hated everything I was doing. I didn't like the people I was working around. I didn't like my boss. And I've, like, I've gotta carve my own path. And I felt fully capable of going to starting a business.
Yeah. And I had a fortunate, investment payoff that allowed me kind of bought 3 or 4 years of runway. So quit my job and, I had a friend selling SEO services. He's like, dude, you gotta get into this this digital marketing game. And so I went and contacted the only guy I knew from grad school who was a computer geek, if you will. And I said, hey. Do you wanna start a company together? And he's like, done. So within 2 days, we had 10,000 bucks in a bank account. We picked out a domain.
We built a website, and we were off and running. And then, you know, phones didn't ring. Right. So, it it was it was tough couple of years getting that started, but, it it was more out of, you know, just me not wanting to be under a boss and have some set cap on on my income. I wanted I wanted to set my own limits. Yeah. Exactly. I think every every listener can can relate to that.
It's just a matter of kinda whatever that grows into Chaz eventually we have to get to that place of what does that actually mean? Right? Like you said, even if it's just golf, spending time with your kids, choosing to do whatever you wanna do. Like, you gotta define Chaz. Because otherwise, it's just money and and that that you can you can make a lot of that pretty quickly and then that that doesn't suffice any longer. Got it.
Okay. So along the way, what I wanna know and use any of these businesses Chaz an example or maybe even multiple, but I wanna know of a of a of a good decision that you could share early on in a business that would be applicable for the listener to say, okay. That's really good. I'm gonna write that down. I'm gonna go implement I I think the most trends so I'll I'll go back to my digital marketing company because we had a we had a lot of non success early on.
And then there was a point where it turned. I brought on a consultant and he he, a random guy sent me a letter in the mail and said, hey. I'm a consultant. I do this. I wanna meet with you. And so I brought him in. I was like, oh, sure. I'll get this guy a chance. Super impressed with them. Very, EQ, if you will.
Very understanding and I'm more of the on the IQ side, more logical, and I have a hard time empathizing certain situations, brought him in and what he broke down for me in that hour I blew my mind. He was like, he said, tell me what your daily tasks are. He and I I told him my daily task were. And a lot of them were back office stuff. I was Yeah. You know, accounting and answering emails, stuff like that. He goes, he said, dude, these are $15 an hour activities.
He's like, where you need to be is is doing these strategic things, channel partner development, other growth activities, these 2, 3, $10,000 an hour activities. Yep. So when I really shed those small tasks off my plate, we hired a we hired our office office manager, office admin, if you will, to come in and take all this stuff off my plate. I then was focused solely on, call it, 90% of my time, strategic activity. Mostly channel partner development.
Yep. And our business boomed for over, like, a 2 year period. Wow. So that was probably just me answering this I normally throw cold letters and emails and phone calls away, but you need answering that guy's cold letter and inviting my office. That conversation really change the trajectory of our business. Yeah. The of your future, right, because you being able to exit that has given you, a runway. Right, attachments, everything else.
Okay. So what I'm hearing you say Chaz a summary that the listener right now is probably busy being busy Alright. And, what they really need to focus 90% of their effort on if they're not a million bucks in revenue, which they're not. That's why they're listening. Is on revenue generating activities.
I mean, I my my 2 CEOs have run my companies, I I I want at least 56 percent of their time focused on revenue generating activities, sales, channel partner development, partner development, And when I say channel partner development, what I'm talking about is, for example, in the digital marketing space, we would go after, call it, web design sees or PR marketing firms.
So people who had different skill sets in us that were not competitive to us, but had the same client So you go make one sale one time to the owner of that company, build a relationship with them, and then you start cross referring. Right. And so all of a sudden, we were getting, you know, without any SEO, pay per click, social media, we were getting, you know, 5, 10, 15 clients a month referred into us through solid channel partners, and our revenue just exploded. Is incredible.
Yeah. The there's a there's 3 leverage points that we talk about inside Gathering the Kings, Mastermind, and one of them is leveraging key relationships. And, that's in essence what what this breaks down to. It obviously has multiple offshoots. Specifically, you're talking about revenue generating relationships. They're all revenue generating relationships, but those are pretty specific.
Like, I'm going after this specific company because I know their part their clients and my clients align, I can help their clients, if they refer over, it's benefit to both of us. It Chaz value to them. It adds value to us. Very strategic and, often gets missed. Because we're busy. Yeah. It's like the relationships get kinda like, oh, Kumba, I'll I'll catch up with those guys later. But relationships are everything. Yeah. Well, even furthermore, like, it's not just, you know, hey.
I'm gonna reach out to this guy over here. We built an entire playbook. We script it out every single email, linkedin connection, phone call. We headed off their their objections. We script it out, how how the first meeting is gonna go, how the second meeting is gonna go, and then we just go execute the playbook. And then we have metrics to back up okay, I reached out to twenty people this week, and I got 5 phone calls, and these phone calls turn into these meetings.
And we reported on those internally. So it was there was a whole thought process that went behind. It was very strategic just even getting to that strategic relationship. Yeah. Which is super important. Which is. It is. And I'm I'm just thinking of, you know, you mentioned IQ and EQ earlier, and and the reality is that most business owners are jump first. Think later, which is fine. Like, that's why they're in business.
And so thank goodness they were willing to take the risk and and not calculate all of the you know, negative issues, but there does come a a point where strategy, what you're talking about, is is the catapult or it's the next lever that you pull can't just jump. Being willing to jump one thing. Fantastic. But at some point, the strategy before you jump, it becomes equally as important. And and that's what I'm hearing you say. Do you wanna add anything to that?
Well, in, you know, I I appreciate what said. And I'm certainly, even today, I'm guilty of just going out and pushing stuff out there before a real strategy. And, you know, sometimes it's necessary. Just get stuff out there. Right? Right. Yep. So nothing really else to add, but, you know, when you when you really want to, you know, at the time we had, I don't know, 40 employees and when you really want to I have a limited amount of time I'm at work.
So there's gotta be some strategy to focus my efforts, right, where I can allocate 4 hours a day and really compartmentalize that time. And here's the exact activities. There's there's freedom and routine. Right? If I know I'm walking in and I've got these 3 hours dedicated to these four items, then I just go and bust it out. I don't have to I'm not stressed out. Like, oh, what are we gonna do today? Then then you cloud your life with busy work. Go in, you execute the strategy and you move on.
Yeah. Dwindled all the way down, you know, simplifying all of Chaz. This is just so good. This this un it unwinds just the confused mind, the gray, the, like, the, you know, that we go through in business, or before we realized this this, this understanding that you're trying to give to us, for me, step 1 was even, like, my calendar.
Like, you're talking not only putting the things on the calendar, like, you're, like, you're blocking out this 4 hours for these three things, but then looking at my calendar, That sounds so basic and simple, but looking at your calendar, not like right this second Chaz it starts to happen, but, like, maybe yes or maybe on Sunday, you you brief the week. You're not only did you do it, but then you're you're just thinking ahead.
And, that sounds so simple, but I it was I've seen that be a game changer in business owners, especially guys that are out in a field, like literally outside working or building a business where they're not in front of a computer or on their phone all day long, and where it's just much more difficult to follow, a structure, but it's an absolute, you know, technician hat versus an owner hat at all day long. No. Okay. Let's flip the coin. What about what about a bad choice.
What what have you done that just has not worked out that we can that we can learn from? My my single my my pricing, a Wolfe choice in business was, towards the end of my digital marketing company I organized a buyout of my business partner. I brought a private equity group in to buy my business partner out. I was 51% owner. He was 49. What preceded Chaz, though, was we were gonna sell our company to a decent sized company up in San Francisco. We had a a we were at the altar.
We had our purchase agreement, my employment agreement signed. And ready to execute. I seriously left them the day before money was going into escrow to go this other path. Wow. Subsequently, that company got gobbled up by a much larger company, and that would have been a $15,000,000, $20,000,000 payout for me. Chaz second bite of the apple. The choice I made to bring this private equity group in, personal friend of mine was a personal friend of mine.
It was great for a year, and then it went south. And, I ended up getting a lot less money than than I would have gotten And, you know, money comes and goes, but I I look back at that decision, and I felt I was kind of pressured into it through the personal relationship and I didn't wanna disappoint him. And, I should have gone with my gut and executed the other deal like I had been doing for the past 8 months. Working on this deal. And so we're looking back on that.
It's kinda heartbreaking to be honest with you because there is that that cash and that that decision would have been extremely lucrative for myself and my family. Oh, yeah. Yeah. It's it's really easy to play the what if game. It's, and, you know, it's not not that you don't wanna play it because you wanna feel that, like, ugh, and and so that way we learn from it. But what what are your thoughts on on, obviously, that was a while ago.
Do you kick yourself for that still, or have you have you kicked that feeling to the curb of, like, okay. It is what it is, and it's done. And I can't I can't reminisce in that any longer. I'll tell you what, Chaz. When I look back on that, like, all these things are kind of fortuitous, right, getting hit hit in the head of the softball, not flying jets, not selling that company. And my mind set now. I was all I cared about was an exit back then. That's all I cared about.
I'm gonna go get my 10 or 20000000 bucks and I'm gonna be done. I, you know, I can have a few money. I don't need to I don't need to worry about anybody anymore. What what would I sacrifice for that? Well, my health, my family life. You see pictures of me back then. I was £240. Wow. And just working all the time, you know, 60, 80 hour weeks. It was brutal. And I didn't like my business. It was super stressful. So now I'm I'm pursuing what we talked about earlier time. Happiness, cash flow.
I'm no longer I don't really care about an exit. I wanna make x amount per month that frees up my time to do what I really enjoy. Yeah. So that that kind of epiphany that came out of that, you know, what would they say? You never, you never lose. You only learn. So I've learned a lot through that process. Yeah. Of course. So I'm I feel fortunate, you know, get you kicked around a little bit, but what do we do? You you you come back and and you build something else. Yeah. You're right.
I I love the word fortunate there because there's one thing to, look at a scenario, recognize that it was a maybe a bad choice or that you could have done something differently. And then there's another thing to learn from it, but then there's another level to be thankful for it to have fact actually believe that even though it may be may if you had to do it again, you wouldn't make the same choice, but what you've learned has actually given you something greater.
Which that's the fortunate part. And so I was like, man, that is all mindset. Yep. How did how have you gotten that piece? Was it just the fed upness of the health and the time, or was there was there a a moment in time that you can share on the mindset piece? Well, the mindset, I mentioned earlier I'm an EO, and these are some of my closest friends. I mostly hang around with other entrepreneurs. These are all high level guys. High level people.
Yeah. We talk a lot about mindset and, thankfulness and positivity when I left that company, I was devastated, you know, when I when I got kinda kicked out of my own company, my company kinda got stolen from me, to be honest with you, I was pretty devastated for a while, and it caused you to reflect. So I I was like, I took a step back, say, okay. I've got some cash. What can I control? Wolfe, I can control my time and my health right now.
So I just really focused on getting back in shape, eating healthy, you know, and and feeling more positive about myself. Yeah. And then but it took a couple years to kinda get through this cycle where I then started, okay. Well, I'm gonna focus on these activities now. I'm gonna start this company, you know, whole selling land, and I'm gonna go acquire companies because I know how to do that.
So there's not, like, one day I woke up and big epiphany, but it was more of like a process and support from people who've been through similar situations before. And, you know, controlling what I could control I can't control that stuff that happened yesterday. It's gone. Right? So I can control right now and move it forward. Yeah. Such good thick, ripe, mindset. Love it. What what's your process or what are the steps that you follow making decisions now? With the new mindset.
And, I wish I had a really good answer for you. A lot of it's based on gut feel. You know, there's I have a decision matrix for, you know, how I hire an operator to come into my company. Sure. I have a I have a very strict process, which I teach people. I've been invited to to conferences, and I I I outlined my process for recruiting a high level a player. And there's a whole decision making process through Chaz. And there's kind of tests and and and and trip ups and and other stuff.
They kinda you got a funnel. At the end, 1 or 2 people get spit out. Right. So there's a lot of decisions in Chaz, and I'm more of a process guy. I write this stuff down and go execute these these little, like, you know, minute steps, if you will. That's just how my brain works. Right. For, a lot of decisions I make, I'll I'll set a criteria and then anything that doesn't fit that criteria is immediately out. You've heard that term. It's either if it's out of hell, yes, it's a no. Right?
So same thing with, you know, the the t shirts that I put on every day. I almost all my t shirts are plain blue shirts. I don't wanna spend 5 minutes in there, figure out my outfit. I go in there, grab a shirt, throw it on him out the door. I don't waste any time on little minutiae like that. Right. So I I don't have a great answer for like, oh, you know, I've got this this, you know, incredible, you know, decision making process.
I have many decision making process depending on the subject at hand, if that makes any sense. Oh, it does. It does. I mean, I guess the reality of the question is that I'm a process guy, and so that natural that question comes natural to me. I would say that most entrepreneurs aren't necessarily processed guys. Most entrepreneurs are, jump first, figure out the rest later, which is which is great.
There's a level to both you and I that are like like that, but we're obviously a little bit more process driven. And so, that benefit, even though in this moment, you're saying it's gut, it's it it comes from frameworks that you've created Yes. That give you confidence Chaz well as you've done it multiple times over now. You being a process guy, what you've done in Chaz, you've just created frameworks for each one of these types of decisions. And so maybe it's not one overarching process.
Maybe your overarching process is to refer to the framework that you are with. Exactly. You know, so, I think that's probably just as encouraging as as anything else, the listener listening right now is and then they're all over the place. Maybe not necessarily unorganized, but they're just doing a lot. They're busy being busy like we talked about.
And wearing a lot of hats, probably working a bunch like you were, probably even on the on the edge of burnout like you were, and all these things that you just described, And, a lot of decisions are coming at them, and they don't know how to handle it because they haven't they haven't created frameworks. They haven't thought ahead and go, okay. So when this comes to my table, this is how I act. So I think all this has just been incredible. You've been been, phenomenal so far.
I wanna switch to the speed round. The first question in the speed round, this is gonna be interesting because you've got so many different, so many different businesses. If you could only track 1 metric, this is the question. What would that one metric fee. Forever and ever, you can only pick 1. Man, it depends on the type of business, but, I I've gotta go with a a cost per acquisition number. Yeah. You know, if you're not acquiring customers at something that is quantifiably profitable. Right.
Then it's a losing proposition. It's good. Cost per acquisition. Cost per acquisition How does a guy who hasn't hit his first million who's probably working off a word-of-mouth and just, you know, making it happen? How does he dial in? Just real quick since you've done this and you also ran an agency, just give us a 62nd on that. Gotta understand where your marketing dollars are going. You gotta understand where, your leads are coming from and how you convert those leads.
So you know, you've got you pay for traffic to hit your website, how many of those convert, what channels are they coming from, how much these those channels cost, And when I get one conversion, what is my average value of a customer? And then you back into a cost per acquisition. And, you know, if you're spending 400 bucks to acquire a client, your average average, you know, client revenue is 1500 or 2000 bucks. That could be a good model.
Yep. I see a lot of ecommerce companies that you know, they they're upside down, and then they're building that, they want that lifetime value to that customer. Right? So the cost per acquisition is more than the 1st year. They're gonna they're gonna make them that customer, but they know they're gonna have that customer for 5 years. Right. So you you've gotta really understand what each customer's worth to you.
Yeah. On average, it's hard to it's harder to steal it down to every single customer. If you got one easy. But if you got a service based business and the price points are all over the board, you gotta you gotta work on averages, but you gotta you gotta know your traffic sources and and what you're paying. And that's really difficult. To to do in in digital marketing. Yeah. 100%. Especially to nail it down to to specifically where it's coming from.
Like you said, quick question on this, because I heard podcast maybe this week or last. I can't remember. But the guy that was talking, was talking about, you know, the cost per acquisition, and then comparing it to the LTV. But in the LTV, he he he broke down the gross, not the not or sorry, the net, not the gross. Because, for example, it cost me $200 to get a new client. That client's worth a $1000 to me.
But, really, after all my expenses, he's only worth a $100 to me net profit so that it's costing me $200 to acquire a $100. That's actually a losing it's actually a losing math equation. Most business owners who are even tracking are using the full LTV as opposed to the net. What what are your thoughts there? Down. I mean, what would it say? You know, a top line is is vanity, bottom line is sanity, something like Chaz. Right. You know, a lot of people get caught up in that top line number.
And I I know guys who have $10,000,000 companies, and they're, you know, they're making good and making $200,000,000 themselves. Right. So, absolutely, bottom line is is the most important number you could track, but you can't get there unless you know the the previous numbers. You've gotta control your expenses. You gotta you gotta get your gross margin to to where it needs to be and manage that. Right? You gotta major cost of goods.
Get you that gross margin and then manage your operating expenses. You know, that stuff the operating expense is just stuff we can control. So it all plays into that. I guess my my my point behind the cost per acquisition is that if you can figure all that out and it makes sense to the bottom line, then all you gotta do is throw more money at it. Right?
If you've got a profitable funnel or multiple funnels, whatever that is, whether whether it's online or offline, And you know your cost per acquisition where it has to be, you can go strike deals. And you know you can give them 10% of whatever to get that cost per acquisition to 400 bucks. So, you know, but then again, you just you just throw money on it. Right? You you just, you know, That's how you that's how you scale. Right? Yeah. If you don't know that stuff, it's hard to scale. Yeah. 100%.
Yeah. You gotta you gotta have the viable lead source, track the numbers, and pour the gasoline on. K. K. I've got a question for you about book, books. What would you recommend as far as a book recommendation for 6 figure business owner? I gotta be honest with you. I don't read a lot of business books anymore. I I find a lot of them boring. Probably the most impactful book I've ever read that I I refer back to on a regular basis.
I read it 15 years ago, and it may sound kinda cliche, but it's it's how to how to win friends and influence people. You know, when I read it at the time, some of the stuff was like, oh, yeah. Of course. But there's some tricks in there and some other stuff that when you walk into a room, someone who's kinda called you, who who you don't know, but you're trying to enroll them into your program, you can you can really kick down some very with some of these things.
And business is about relationships. If you want to build some of these relationships I've been talking about, people have to like you. They have to trust you. So that's that's one of those books I just I constantly would kind of refer back to in my head that, okay. You know, do this. Mhmm. Yeah. Phenomenal book. Last question here for you, Matt. I wanna know If you could whisper in the younger Matt's ear. What would you tell him? Oh, man. You're making a try.
I guess I would say that, you know, everything's gonna be alright. You know? Yeah. You're a good person. You're gonna be happy. You have a fulfilled life. Yeah, because, you know, there's a lot of stress that comes, you know, as a kid and, a lot of uncertainty in certain situations. So, you know, just just reassuring that person that things are gonna be good. Yeah. Do you think that that would have given you confidence through a couple of tough times? Absolutely. Absolutely.
You know, there's there's this there's times in, you know, in a younger life when you kinda you're walking a path alone and you you feel alone. So, yeah, certainly. Yeah. I not to, you know, like you said, not to you know, make it too cliche, but, we don't get those moments, unfortunately. Yeah. But the mindset of sharing those things, it should bring that perspective forward for the listener even right now. Right? Like, they're maybe younger, quote, unquote, than us in their business journey.
And so maybe you just gifted that same confidence to to someone here today. But I still think that you and I can take that same confidence going forward because there's a lot yet to have for you and I. And so, just I just love the perspective, love the mindset.
Like I told you, our stories are are somewhat similar seeing this investor mindset more so of a rather than a business builder, maybe more of a of a high level investor mindset, which I just I just so appreciate because you can you can still get things done by pulling certain levers without actually having to do it.
And, I've just been that guy I just did for so long, when you learn the lever of winning friends and influence with people, you can build teams and you can and you can build structure and you can build frameworks and all the things that you've discussed with us here today. So thank you. Thank you. Thank you. How can the listener connect with you, man? Maybe they wanna learn some of these frameworks. Maybe they wanna see you at a conference. Maybe they wanna just chat with How can they find you?
Well, I have I have a very common name, Matt Walker. So you go search Matt Walker on LinkedIn. You're gonna be you'll probably pull up, you know, 5000 people, but I have, my companies. You can always submit a contact through my company. So greenfieldpaper.com. Greenfield paper is my paper company. My hair transplant MD is my hair transplant company. I've got a company called Seaport Assets. You can contact me there. Or you can send me an email, matt@seaportassets.com. Love it.
Well, I know the right ones will reach out and, you've just been in credible. We'll put all that in the show notes as well so they can easily connect with you and, dude, we wish you nothing but blessing whether from the golf course or hanging out with your children like you said or buying another business, we we just not wish you nothing but the best. Thank you for being here, man. Thanks, Chaz. I appreciate it, man. Thanks for listening to Gathering the Kings.
We hope you got a ton of value today and learned a thing or 2 about taking your business to 7 figures and beyond. If you desire more and want a community around you to help you get there, but want you to go to gathering the king's dot com. That's gathering the king's dot com and I want you to apply for our next becoming a king 90 day intensive. We are extremely exclusive by nature as a group.
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