Host: Josh Fonger
Guest: Joel Louis
Duration: 36:42
Please Note: The following is a computer auto-generated transcript and will include some inaccuracies.

Josh-0:24
Welcome to The Work The System podcast where we help entrepreneurs make more and work less using systems. And I’m your host, Josh Fonger. Today we have a special guest, Joel Louis, in 2014 Joel decided to merge his love of fatherhood and entrepreneurship into a movement called startup dad headquarters. Through this project, he interviewed over 140 successful entrepreneur dads, in order to find the secret formula to building a six figure business without losing your family in the process. Within 15 months, he had grown his agency to a six figure business with three employees. Today, integrator and CO is a premier digital marketing firm focusing primarily on designing, building and repairing funnels for established entrepreneurs. All right, so welcome to the show Joel. 

Joel-1:11
Thanks, Josh. Excited to be on the show and the conversation that we’re gonna have today. 

Josh-1:16
Good. All right. Why don’t you give us the backstory? How did you get into this line of business of entrepreneurship and starting this agency? 

Joel-1:25
All right, I’m gonna try to fast track you guys because it’s been a long journey. So in 2008, my first daughter, our first daughter, my wife, and I, first daughter, was born. And at the time, I was a corporate dude working at Intel Corporation actually loved everything about the company. But one of the reasons why I loved it is in 2008, I was able to take a sabbatical because I was seven years into the company at the time. And I had a two month paid sabbatical, my wife went back to work. After maternity leave ended, I had six weeks after we kind of overlapped a little bit. And then I had six weeks of the primary caregiver for my daughter, which when I started working at Intel, I was about 21, or something like that I had my plan for sabbatical was like traveling the world and doing, doing some amazing things. But I ended up having the fortune to take care of my daughter, which was also as amazing, probably more amazing. And after that six weeks is over, it’s like I went back to work. And I still love the company, still love being a manager, still loved everything, but it wasn’t the same. And that’s when I realized, like, I need to do something different. Because I want to be a father that’s present, I want to be available. I was working the night shift. I was a manager, Senior Manager, I was looking to get promoted and do more things. And I knew that just meant less flexibility, less time. And that’s when that took me down the path of entrepreneurship. And I started to listen to podcasts and do exploratory work trying to figure out who I am and what’s my passion, and what’s the value I could bring to the marketplace. And in 2013 and 14, as you mentioned, I couldn’t find the answer. I was listening to amazing podcasts like yours, but I couldn’t find a podcast, I was speaking specifically about being a dad, and starting a business. Leaving a corporation, leaving the security, leaving the golden handcuffs to start your own venture, which is like, you know, crazy, but could be considered crazy. So I was like, Well, I’m gonna start my own podcast, and I’m going to beat a reporter to investigate and solve it for myself. And I did 140 interviews over the course of probably a year and a half or two, I was very aggressive. Dads all over the world, successful entrepreneurs. I did, I did guys who were still starting just to get that early stage. And then like really super successful entrepreneurs, to get all in between, and even some side hustlers as well. And after I, you know, had all that knowledge, I then launched my business, which was initially called webinar production. It was a service based business where we did kind of like a done for you webinar service. And for anyone who’s listening who’s looking to start a business service base, at least in my opinion, my humble opinion, I tried digital products and all this kind of stuff in between all those 2008 to 2015. When I finally launched webinar production, there was a lot of trial and error that I fast tracked you guys path. But service was like an easy exchange. I’m going to do this for you, you’re going to pay me and webinar production literally within two months of starting it. I had my first employee contractor I started with, we had hit five figures. And then a few months after that, we pivoted to funnels because our client started asking us if we can build funnels, and we could talk about what a funnel is, if your artist doesn’t know. And so we started building funnels and I fell in love with it and it spoke to my super power, my core, my passion. And then we rebranded to integrating code because webinar production didn’t really fit anymore. 

Josh-5:10
Wow, that’s quite a story. Now. I know we’re gonna hit on the business stuff in a deep way. But before we do, what are some of the gems, some of the key insights for parents, mothers and fathers who are trying to make the shift into entrepreneurship and do it? Well, any, any things you learn along the way?

Joel-5:29  
Yeah, you know, one of the things that I think as I look back, and you know, Steve Jobs says, You can’t connect the dots looking forward, you can only connect the dots looking backwards. One thing that’s been key to my success, when I was at Intel, when I transitioned from being as a technician, and initially for the first three years, and then I became a manager, when I transitioned to a manager, I did the same thing. And I didn’t realize it when I launched the podcast. But I had interviewed, I started interviewing a whole bunch of managers, seasoned new managers, and seasoned managers to understand like, what are some of the mistakes that they made as a manager? Because we all make mistakes, right? And I wanted to make sure I didn’t, you know, hit any of those pitfalls, or prevent as many of them as possible. And then what were they doing? Well, so that would be one thing I would say is like, you know, if you’re still making the transition, or if you haven’t made the transition, yet you haven’t started the business. Take some time to explore and ask some questions, people you trust and you believe in and do that investigation to understand based on your industry, what you’re trying to do, what makes sense. You’ll be surprised how much people are willing to share their story with you. If you just ask, I mean, my podcasts, I was able to get so many amazing entrepreneur dads that I knew. I didn’t know at all, but that, you know, I told them what the podcast was about. And they were like, Yeah, absolutely. I want to be on your show. That would be one, that would be one big thing. If you do start, for me personally, when I had younger kids, I wanted a piece of advice that I got from one of the entrepreneur dads was to get an office, a separate space. And it was actually, it wasn’t from one data, I compiled a lot of data. They were dads who were working from home. But they had older kids. And then the ones that had younger kids, either they like when dad had built like a shed in the back in the shed, was his actual office. And he did podcasting as well, which was interesting from the shed. But a lot of dads are like, get a space. And that was one of the things I did even before I could afford, I did a lot of things even before I could afford it. And we probably could get into the story as to why I do that. But that was the second piece. And then the last piece, I would say and I always give this a piece of advice on podcasts. So right now in my business, I’m in a growth mode, I call it. I don’t know why I did air quotes for that. But I’m in the growth mode. And with that, what that means is basically, I defined that this quarter, I am going to be focusing on expanding the business, which means that it’s not the full quarter, it actually started like kind of mid February, which means that the next couple of weeks, I’m going to go out, go home after this, spend some time with the family, drive back to the office eight o’clock at night, nine o’clock at night, and I’ll work until three o’clock in the morning, two o’clock in the morning. I’m working on things that’s going to help me to grow and expand and take the business. Because where I’m at with the business right now, you know what person who got me here is not the same person that’s gonna get me to the next level. So I have to educate myself, I have to fill myself with more information, I have to learn more, I have to grow, I have to change my mindset. So the piece of advice is knowing when you’re going into seasons into your business. They right now I’m in a season of growth, I have conversations with my wife and my children so they understand what that is doing, and why I’m doing it. And it doesn’t seem like I’m neglecting or workaholic or all these kinds of things. And then they know that hey, the season is going to end and that is going to be around and we could go on vacation, and we went to Disney for 12 days and all this kind of good stuff. So either try to forecast when you go into season, if you accidentally trip into a season. Try to identify as quickly as possible. So then you could have that conversation. So you lost like five clients out of the blue and you need to go into hustle mode, identify it as quickly as possible, have the conversation as quickly as possible. So again, you don’t mess up your personal life because of that.

Josh-9:47
All good advice. I think this is great. Now what about boundaries? Are there any boundaries for the entrepreneur, so that they can keep the family life going, as well as the work life knowing that. There are some late nights, early mornings, odd hours, things that happen. So how do you structure that?

Joel-10:07
Yeah, great question. And that’s the number one reason for this here. And it’s boundaries for me, but actually more boundaries for my family, because my office is the home office we have. And the reason why we got the office was like, it had an office in it. And I was like, Oh, this is amazing. I’m gonna, you know, be able to do work in here and all this kind of stuff. But it has, it’s on the first level and has double, like, I think it’s called double French doors. And it’s glassed out. Right. So, they could, and we have an open concept. So they could see me from the family room, which is like, our house is like 3300, pretty good sized house, they could see me from all the way from the other side. And you know, they would pop in when my wife went to tell me something really quickly. And the boundaries were crazy. And also for me, right, like I would work never ends, right? I like to work and I love doing. Like Dan Miller likes to say this is my vocation. I love doing it. So I could be doing it and not realizing that I’m doing it because I enjoy it so much. So by having this office, it allows me to have that cut off, in terms of boundaries. The other piece we could probably get into in terms of systems and team and all this kind of stuff that allows me to know that I don’t need to be looking at my email or slack every moment of the day, because my team is going to hold me down.

Josh-11:39
Good, I think that’s great. So boundaries. And I’ve heard that advice. Many times I’ve done the opposite thing. I do work from home. But very clear rules, boundaries, time schedules like, this is when I’m working. No one’s allowed to come in unless someone’s dying in the hospital. But otherwise, there’s really no reason. Right? pretend like I’m in a different country. And then when I’m out of the room, it’s like, okay, now I’m here. I’m either here or not here, but there’s no in between that and I let them know that the podcast is going and so far that has come.

Joel-12:13
But yeah, blinking it, you have a blinking red light outside.

Josh-12:20
I put some little hooks, little hooks, I worked with a PR agency that gave me these little Thank you door hangers. So like, on air, like don’t come in. But now that my kids are older now, they know the difference. So I’m very good. Okay, so let’s get into the business. You see, you went from hyper specialized, which is webinars, and I think you may be expanded, you probably still do webinars, but now it’s the whole funnel. So tell the audience what is a funnel, and what the components are to a good funnel.

Joel-12:50
Funnel is, you know, we all have websites, we’ve all been told, last 10, 20, 30 years, you need to have a website, probably 20 years down the road for 30 years. But you know, you need to have a website, right. And yes, absolutely, still a very important asset to have if you’re blogging and all this kind of stuff to SEO. But the thing is a website, we’ve had people come to us prospects, and clients come to us who’ve spent $60,000, $100,000 on a website, and they can’t tie back the ROI from the website. And they’re doing activities, videos, podcasts, they’re doing things to drive traffic, but that traffic is going to the website, which then is like, basically you’re sending them into a brick wall. Because a website has all the distractions. I mean, if you know anyone listening right now, if you go to your website, how I look at it, if everything that they could click on, that’s going to take them to a different page or a different site, consider that a call to action, right? Every single thing in your header, just count every single one of them before you even scroll. Before you can start to scroll, just count everything that they click on. And each one of those are a call to action. The real call to action most likely that you want them to click on is probably contact, right if you’re a local business or service based business, you want to click on that to fill out a form and get a hold of you. Or maybe get onto your lead magnet, get your opt into something right? But you’re sending them to all these various different distractions, and it’s so that’s why I say it’s kind of like taking a brick wall. So with a funnel, what the funnel does is when you send them to the funnel, you’re doing those activities to your paid ads, or Facebook Lives, or podcasts. You drive them to a specific call to action, a specific page. And then some people will consider it as a landing page, but it gets more involved with the funnel. And then once they go there, there’s only really two things. There’s two things they could do. They could either take the action that you want them to take or they leave everything on that page and is speaking to them and is geared towards getting them to take the action that you want. All the call to action, all the pertinent information is above the fold, before they even have to scroll, because some people will take action right away, some people will scroll down and want to get more detail. Now, here’s where funnel really starts to get powerful, is that if you think about driving someone from Facebook, or Instagram, or Twitter or whatever. They’re going about their business, they’re enjoying life, they’re scrolling through Facebook, they’re, you know, they’re trying to catch up with their friends. You did a great job by disrupting what they were doing, and getting them to click on your thing, your Facebook Live or your ad or whatever. That’s awesome, because people are busy, and to get them to grab their attention enough to get them to click, that’s great. So at that point in time, you got them onto your page, and now they opt if it’s a funnel, and they opt in on that page, which is also great. Now you’ve done something that’s amazing. Now you’ve captured, you’re taking a prospect and turning them into a lead. You don’t want to stop the conversation there. Most sites, when you have the lead magnet, it goes right to a thank you page. And that’s a wrap. Since you already got the information, yeah, you’re gonna follow up with emails, but we all know emails that open rates and stuff have dropped, right there, and then, you already know you’ve attracted the right person, because they clicked on the ad, they went to your landing page, they opted in, you’ve figured out your avatar pretty nicely. What else do they need? What value can you give them right away, because if I met you, Josh, in for the first time at a bar, or whatever, you know, at church, like I wouldn’t just say, Hi, my name is Joel, and then walk away, right? We would continue the conversation, I would give you value, I would try to understand what you need. And then see if I could help in any way, you know, through our conversation, how can I relate to you give you some stories, all this kind of stuff, to try to move the move the relationship along, whether that’s getting someone to buy something from you, which you could do with a funnel right away, or giving you a webinar or something like that. That’s going to eventually build a relationship to know like and trust, and then eventually get you to, to sign up on, you know, schedule an appointment, or buy something from me. So that’s kind of like, in short, a funnel guide someone along a journey from prospect to a buyer.

Josh-17:33
Are there any industries where this doesn’t work? Or you think you know what it is, it’s not worth the effort, you should just have a standard billboard that says, Call us. Let’s just say okay, let’s just say you’re an attorney, and you’ve been in the same place for 10 years, and you help people, actually the client, the bankruptcy attorney. Should he just have a thing that says, Call us if you’re going through bankruptcy or whatever the funnel makes sense?

Joel-17:57
I find it will make sense for anyone who needs leads. Yeah, a funnel, if you need leads, and you need customers, prospects, you want your pipeline to be full? a funnel absolutely makes sense. You just have to think deeper, right? Like ask the why. Right in terms of like, why do they need this? Why do they need you to really understand your avatar, to know what you need to put in front of them at certain points in time. So that they will then opt in, get on your list or give them a webinar, whatever the case may be. And then eventually, you can do the whole idea, you know, in the funnel, you know, anywhere from the ad, all the way to them becoming a customer and even beyond then. Because you want them to potentially buy from you again, hopefully, someone’s not going through bankruptcy multiple times. But hopefully they refer people or refer people to you. The whole idea behind a funnel is that you get that prospect to become a lead, and you nurture that relationship. They may not need bankruptcy today, tomorrow or a year from now. But eventually, once they do need bankruptcy or they know someone who needs bankruptcy or whatever the case may be, boom, then you want to get in front of anyone who has someone who’s an attorney. I, for example, I don’t need bankruptcy right now. But I don’t know anything about bankruptcy, would I opt in for some kind of lead magnet that says hey, small business? Like you need to understand what bankruptcy is why you may need it. 80% of small businesses need to file for bankruptcy at some point, you know. Like anything like that would potentially grab my attention, even though I don’t need right now. I’ll get on your list. You provide me value and then maybe I might need bankruptcy. Hopefully not, in a few years from now.

Josh-19:42
So this especially might be a tricky one. So I work with a lot of clients in a fairly similar space to you. And I see a lot of funnels, and some of them are very, not well thought through. Right. They hear some gurus say well, you have to sell them a tripwire offer so that was a low priced offer or some of them say you got to give them a newsletter. Some of them say you got to end with a webinar, or make sure whatever you got to get them on the phone to call or go high ticket first or actually, you know, don’t go high ticket go, you know, nurture them for a few weeks. First, there’s all these different theories about how to go about working with different industries. Is there like a gold standard? Or how do you choose between sure webinar long webinar live webinar, you know, tripwire offer, you know, membership, how do you make the choice?

Joel-20:33  
Yeah, I would say two things. And, you know, there’s two, two ways to go about it. Number one, you either find an agency, and this is not speaking to me because that we don’t do this, but you need to find an agency that only focuses on your thing. And they’ve figured out, hopefully not not a complete cookie cutter, because I’ve seen that, where they basically take the funnel that they gave someone else and it’s like, boom, boom, boom, and they just like replicating it. And they’re building it on their agency, ClickFunnels account, and all those kinds of images, swap out an image. That’s not what I recommend at all. But someone who really knows like, what formula works well for your industry, that that would be one, one way to go about it. The other way is I think I’m in a unique position is that we’ve been building funnels, like I said, for about three and a half years. And because we went from webinars, which was basically every company needs to do webinars, and our clients started asking us if we could build funnels, we never niche down to one specific business vertical. And with that being said, I’ve gotten really good with a strategy side of it. And that’s what you’re talking about. Because Yeah, there are, you know, digital marketers, they use tripwires, there’s, there’s quizzes, there’s splinter offers, there’s webinars, there’s so many different options. And then there’s your, you know, quote unquote, like, known funnels, but then working with agents like us, we may take this type of funnel combining with this type of funnel in order to make the whole magic work, right. But the way I do it is we speak to our clients, everything we do is basically custom. And we speak to our clients, they need to know their avatar, we drill them into questions to really understand what we need to put on the front? What’s next? What’s next? What’s next. And that’s kind of like the approach we take in terms of building the phone. Sometimes it’s a tripwire, like you mentioned, sometimes it’s a webinar that also depends on the price point of what they’re trying to sell, those kinds of things. So I would recommend for anyone listening, those are the two approaches, either you find a funnel that’s specifically unique to your niche, and you verify that they’re not cookie cutting your stuff, or building something that they’re basically just duplicating. And then you work with an agency that’s worked with multiple business verticals, and their unique selling proposition is the strategy. Okay. Yep,

Josh-23:10  
I agree with you. That makes total sense. Yeah, I’ve just, I’ve seen a lot of bad funnels. So I guess I’ll put it that way. Which brings me to my next point, when does it make sense economically to make a funnel? So is it once you’re getting 10 leads a day, or once you’re getting 100? leads a day? Because some people try to build these massive funnels, but they don’t really spend much on advertising. So it’s like, why don’t you just call everybody, instead of even bother building the funnel? You know, you only got to make three calls a day?

Joel-23:40  
Absolutely. I agree. When I started webinar production, I had no website, I had no funnel, I literally started cold messaging people on Facebook. And I had a little visual, and maybe we could add in the show notes. It’d be fun. It’s actually on my Facebook. I just posted it on Facebook on my Facebook profile a few days ago, because I was looking through images. And I found that it was basically a little mind map of what their service looked like from beginning to end. For the web. This was for the webinar. And I would just literally ask them a simple question. I split tested a whole bunch of different questions. And I’d literally just asked him a simple question just to get the conversation going, because this was a cold message on Facebook. They would respond back and then say, the question was this, this is gonna be completely random and out of the blue. I saw that you just did a webinar or see that you do webinars. Do you plan on doing more webinars? And then I would end it by saying I told you to be completely random and out of the blue. Yeah. And they would reply back and then they were like, yeah, I’m planning on doing more webinars. Why do you have what you have? And then I would say, Oh, I run a webinar production agency, and then I would have them I drop in at some point in the conversation I would drop in that image I mind map, get on a call and my very, the second message I sent out, I got on a call with a doctor. And he became a client for three and a half years. And I did that for months before even the only reason I put together a website was because my clients wanted to refer people and those they needed to send people somewhere. Right. So yeah, I would say, to answer your question a little bit more specifically, if you are planning on building a funnel, because it is an investment, just like a website, unless you’re going to do it yourself, you wouldn’t want to start on a low ticket item like ebooks and these type of things to trip wires. There’s three types of funnels, this acquisition funnel to acquire leads. So if you need leads, you could do lead magnets and stuff like that. But then there’s activation funnel, and an activation funnel, what you’re looking to do there, you’re selling something, anywhere from like $500, 498, to 15, to 1500, to 2000. If you are going to invest in someone to build you a funnel, I would say you start somewhere there, where you most likely are going to do some kind of webinar. You’re gonna do something that’s going to convert that cold prospect into a warm prospect into a buyer within a short period of time. And the main reason for that is the ROI, right, because if I sell five of these 10 of these, I get my return on my investment on the building the funnel. But this is where it’s different from a website because we all have paid to get a website done. And like, God knows when you got the ROI on that. Versus a funnel, you know how much you’re paying, you know what you’re selling on to the funnel. And you can make the math of like, Okay, if I sell five at ease, I paid for the funnel. And then after that, it’s just, you know, continue to sell and drive traffic. And then the last type of funnel is called an ascension funnel, which is your higher ticket offers. So if you’re a coach, and you’re doing tons of one on one coaching, and you want to, you know, you feel like hour dollars, you know, you’re trading dollars for hours, and you want to kind of make your one on one more high ticket, then you would do group coaching in the middle. That would be a webinar to your group coaching. And then your one on one would be kind of like your high ticket or your live events or your these types of things would be like your higher ticket. Masterminds could also be a high ticket as well.

Josh-27:29
Yeah, so I think the general sense I’m getting here is that, don’t do it yourself. So if you are, you know, a dentist, or a hpac, or a repairman, or you are a realtor, or whatever it might be. Probably not the best use of your time to try to figure this out. I’m just guessing.

Joel-27:49
Yes. And it’s just like, you could get someone overseas or someone else to build you a funnel. Because I think the reason why you see a lot of bad funnels is because funnels have become very mainstream, and kind of like a household name, or very popular, if you will. Even though they’ve been around in different ways for a very long time, right? I mean, you go to McDonald’s, or movie theaters, they try to upsell you into something, right? Would you like to supersize, and I don’t think they can say supersize anymore. But like, you know, they try to get you to buy a bigger thing and get more money out of your pocket. That’s essentially like a funnel, if you will, in real life. But because it’s become very popular, you have everyone building funnels, and they don’t provide you the strategy. So it’s like someone building you a website, but there’s no strategy behind your website. And you’re giving, as the business owner, you’re giving all the guidance, versus someone who’s built websites, who knows what you’re trying to do, or build funnels and knows what you’re trying to do. And they’re telling you what is going to work. And that’s the difference. And it’s just whether you’re willing to invest in that strategy because of the build, you could get almost anyone to build you a funnel, or you could build it yourself. It’s just whether or not you want to have the solid strategy that’s actually going to work and convert.

Josh-29:08
Yep, totally agree. So oftentimes, you’re paying for service providers, don’t just pay them for execution, pay them for strategy. Unless you’re already an expert in that and you already are an expert strategist, then go for it just pay for an execution person. But yeah, that makes total sense. Well, time really just just flew by. I wanted to leave you with another question here. So I asked all my guests. What’s one question that I didn’t ask you, but I probably should have.

Joel-29:38  
Yeah, so I think we’re on the Work The System podcast. So, you know, in terms of systems, you know, I, you know, we’ve been talking about fatherhood and business and all this kind of stuff. And, you know, I have three girls, like I mentioned to you before we got started and they all have medical conditions. I even read a myth and I read Built to Sell, like many. Probably this is dead, there’s one thing to read. And then there’s another thing to implement it, I was forced to implement it very early on because of medical conditions like I mean, literally after I left working for Intel. You know, my, my youngest daughter was hospitalized for weeks upon weeks. And so we had to, you know, myself and my team, we had to start building systems that really work for us and for me, and, and I know, we ran out of time, so I can’t go too deep into the systems. But two things that we do really quickly that have been an absolute game changer because we’ve, I iterate very much I iterate and I focus a lot on systems. And I think that’s my Intel background, right, you can’t connect the dots looking forward to connecting dots back. And we’ve tried multiple project management tools. The two things that’s an absolute game changer for us is Slack, which is a communication tool. If you’re a service provider, or maybe even a coach, we create a Slack channel for each one of our clients. we eliminate email, unless it’s something that absolutely needs to be sent through email. But we eliminate email and my team is on slack for each channel, and that my client team is on slack as well. So all communication is in there. And that has been tremendous. And there’s a mobile version and the desktop version and the client to like, initially, they kind of bark out a little bit they fall in love with it. So don’t be afraid to make your client adapt to your system. The second is a tool application we use for project management called clickup, which is we went from Trello to Red Booth. And I thought red Booth was like the Holy Grail, and then Click Up came out of nowhere. And it was like, the most amazing thing in the world. And we use it for project management, we do the same thing. Each client has a workspace we have a company workspace as well, where we do our team meetings off of. And then the clients have their workspace where we put the checklist and everything like that, which is those two things. The backbone of my business.

Josh-32:20  
Wow, okay, well, that was really important. I think product owners that have family situations, you know, I mentioned a similar situation with my kids. It helps you think, systematic and structured, when you know that you actually can’t work those, you can’t recall, his hours actually do have to pass things off, you have to delegate. And if the business is dependent, just one you start going to work. And so like your kids’ situation kind of pushed you that direction early on. So you didn’t fall into the trap of doing it all yourself for 10 years first, and then, you know, having a heart attack first.

Joel-32:54
So yeah, exactly.

Josh-32:56
Oh, and the idea is tools.

Joel-32:59
And I know it’s scary sometimes to give your client access to your team. It’s just about setting boundaries. It’s also letting the team kind of understand how to address the client. And of course, hiring I have systems for hiring the right people. So we go through a whole process, we do the disc profile we do for tendencies, like I have a whole process for hiring, to make sure I hire the right people, So that I feel comfortable. When I go, I just went to a funnel hacking live conference in Tennessee. Actually, I had one of my team members with me. And we did very little work. And I did nothing, you know, besides networking and stuff like that, she did a little bit and the company continued to run. And in November, December, my youngest daughter was hospitalized for 22 days. And that was a complete nightmare, of course, and I barely worked. And you know, we didn’t lose any. We didn’t gain a lot of clients because I wasn’t doing marketing and these kinds of things. But we didn’t lose. We didn’t lose any clients, which I think is important. 

Josh-34:09
Well, yeah. Well, I’m sorry to hear that. I think also, a lot of people can relate to that as well. And instead of just thinking, Well, once my company is big someday, then I’ll develop systems for it. You can start when you’re small. And you can already have freedom and flexibility. If you’re willing to think about that you probably your background in Intel helped you also see the importance of having some structure and systems as well, I’m assuming. And then run with it. Well, good. Well, this has been really interesting. Joel, I want to give you one final opportunity to at least let folks know where they can find you. So what’s the name of the company again, and people are interested in a funnel, where should they go?

Joel-34:50
So we actually created a special page that they could go to right now. It’s actually live. It’s Integrator and Co. So I know the Integrators, a little tricky name. By the way. Intogratorandco.com/wts. For work the system.

Josh-35:10
Good. Is that spelled out or just the symbol? 

Joel-35:14
Yes, I’m sorry. Yeah. And spelled out a MD and CO.com.

Josh-35:18
Yeah. Okay, cool. So integratorandco.com/wts. And then you can find out all about Joel’s company. And if you need to funnel, go to an expert, spend a little extra money. It’s well worth it. Believe me, you don’t want to get something cheap that you can’t use. That is no fun. So, definitely do that. All right, well, I want to thank you all for being here. And thanks everyone, to our guests, for our audience, and for listening. Stay tuned. Next week, we’ll be going through talking with another expert like Joel, or maybe one of my previous clients or my consultants. And we’ll be talking to you about how you can improve your business so you can make more work less using systems. And if you want a copy of that book right there behind me, the one over my shoulder, Work The System, you get a copy on our website for free at work at www.wtsenterprises.com or you can get a physical copy mailed to you. Just leave us a review. And wherever you leave the review, take a screenshot of the review. Email us that to info at wtsenterprises.com, and then once a week, we will draw a name out of a hat and you could be the lucky winner. And we’ll mail a book out to your house. Otherwise, everyone have a great weekend. Thanks Joel, and we’ll talk to you next week.

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