FIR 110: Interview Blake Nubar - Get A GRIP on Your Business Numbers

Financial Investing Radio

One simple hack to increase your revenue. In this episode we discuss how to increase your revenue through your business numbers.

Grant Hi everybody this is Grant Welcome to another episode of ClickAI Radio. In this episode, I have the opportunity to discuss with the infamous Blake nubar on how to get a grip on your business numbers.

Everybody, welcome to another episode of click AI radio. This is Grant Larsen, I cannot tell you how excited I am today to have a visitor here with me someone that I've been dying to interview for a long time. I have really admired this man and what he's done. Blake nubar.

Blake I appreciate you having me here, man. It's a pleasure. I'm ready to have some fun and and thanks for having me on the podcast.

Grant Thanks for taking the time to do this. You know, I've chased you for some time, right? Just keep trying to track you down wherever you are on the planet, right? Trying to get a moment of your time. But thanks so much for doing that. In fact, I was remembering the first time that I met you. I happen to actually be sitting right next to you, right. And it was at a funnel hacking live. And I think it might have been the first one that I ever went to. And I'm sitting next to you. And we're just chatting for a minute. And then you were so humble all sudden, they're like, Blake nubar, please come up to the front. They call yell, I'm like what the heck, you had won this award for everything you've done to the business. How cool is that?

Blake Yeah, it was wild, I would award the growth on that thing was insane. Actually, that was on the product. And that was really cool. And yeah, I remember sitting next to you specifically. And I was like, Wait, are you Steve's Dad?

And you're like, yeah, I'm Steve's dad. I'm like, man, he talks about you all the time. Like in such an awesome way. It's fine. Nice to meet you. So, ya know, collecting the first is my first time walking across stage getting the the two comma club award. And that was done with an online business that it was called the b2b formula. I was working with a guy named Brian page on that. We kind of started that thing from ground zero type thing. Brian had a he had a course out really. But you know, wasn't making sales didn't know what a funnel was. All that good stuff. And we kind of like teamed up, you know, and we found each other through this thing. We started building this thing out. And you know, next thing you know, by implementing funnels and getting the right traffic sources in place. We did a million dollars in 43 days with that offer. And we were there at that funnel hacking live collecting that award that was actually here in Orlando, Florida, I believe, which is funny enough, because it's back here again, this year in 2021. Which should be exciting. So yeah, that that was a it was an exhilarating experience. A lot of crazy stuff happened. But on all Yeah, crazy to like help grow a business like that.

Grant I think about how you got started, I've heard a little bit of your origin story. But could you just take a moment to talk about how did you get started into this? Yeah, so

Blake Um, that my whole online journey and my funnel journey is different. My funnel journey is probably more applicable for this. So I was working in the nine to five, I was working in a fitness company. And we were working on building out this certification program for people that want to become personal trainers. If you want to become a personal trainer, you had to pass this exam. It's just like a standardized thing that you have to do. I don't know if it varies from state to state, maybe it does, maybe it doesn't. But we're building out the certification. And we want to like really go all in on this thing. So we spent we like really transformed how a training program should be. And we like we finished this thing. Like, it was crazy worth like nine months on this thing. It was a ton of time, but it was it was awesome. I had like a mobile app. It was this book. It was an online program and like all 360 views and amazing product. And we go and I hand it over to the marketing department and I'm like, Hey guys, like we're ready to rock and roll and start selling this thing and I almost like hand over the torch and they just couldn't sell it. Like nothing was moving and I just remember getting frustrated cuz I'm like, hey, like, Why is this not working? Like I thought that's your job. You're supposed to like market this stuff now and they're like driving traffic to like a website just like nothing was working. And I remember go I went home one night. And I was like frustrated Of course and I'm sitting there it's like three in the morning. I'm staring at my ceiling fan. And on my laptop on my on my bed. So I just remember pulling it open and looking through it. And I see this ad Come up. And I just remember the ad it just said weird marketing experiments to increase traffic conversions and sales online. I'll never forget the saint of it. And it's this crazy guy on it. His name is Russell Brunson. I had no idea who he was. And he was just like, full of energy. So I clicked on this ad. And next thing I know, I went in in a sales funnel. I didn't know I was in a phone, I thought I was on a website. But lo and behold, I was in a sales funnel.

And it's basically Russell just being like, you want to grow a business online, you want to start a business, you need a funnel, you need a funnel, and he's like, going through all these different types of funnels. And I remember I was like, so intrigued by it. I was like, a 90 minute presentation, and I was so captivated. I remember, I watched it. Again, I watched it twice. So I watched this thing twice. It's like six in the morning, I go straight into the office, I started sketching out a funnel on the board, and the marketing department like, what are you doing, man? I'm like, I know how we're gonna sell this. We're gonna use a sales funnel, like, what's the sales funnel? And I'm like, I don't really know yet. But this guy Russell talks about it. And I think I think this is how we can sell this thing. So I start sketching this thing out. I call up one of our celebrity trainers, who is like the poster child of this brand new certification. I'm like, hey, so and so we need a webinar. Like I bought the perfect webinar stuff. I sent it over to him, he like records this webinar, he sends it back like a week later, I build my first funnel out ever inside of clickfunnels. I put this thing in, and I go to the marketing department say, Hey, guys, instead of like what you were doing, just drive traffic, I do what you do, but just send them to this thing here. And they're like, Alright, so they send people there. And people start often. And people start watching this thing, right? When we go deliver the offer. No one buys like not a single person purchase this thing. webinar ends, we're done. I go outside. I'm like, I'm like Kirsten to myself. I'm like, Oh, another fail What idea. And I remember how like one more last, like lackluster hope of trying to get this thing to work. And I walked back inside. And I just went to my computer and I clicked on the refresh button. And we made our first sale for like, it was like 797 bucks like $800. And I went nuts. And it's like I this Russell stuff works right funnels work. And I walked in the next day and I quit. And I set out on this journey for the for the next year of trying to understand how you know, basically the science of selling stuff online, like funnels and offers and messaging and all that good stuff. And the rest is history.

Grant One sale. That's amazing. That's it.

Blake There's no I think that's one thing I think a lot of us will relate to. And if you if you haven't relate to yet, you know, some people are watching and listening, they have it. The one thing I think a lot of people will tell you is that when you make your first ever sale online, whether it's $5 or 500, there's this feeling that happens where you just like there's no turning back, I want more of this experience again and again and again. Yeah,

Grant Yeah. I love that, that so so your secret sauce as a business owner, it sounds like it's a combination of things. One, you stuck with this clearly right? And it took lots of tries to do. But I've watched you build from that, because I've seen some of the things you've created since then, which is just incredible. I think you've really been perfecting the art of the launch the product launch. He talked about that for a moment. Yeah.

Blake So anytime you have a really creative idea, right? I'm never an advocate anymore. I used to be right of building it out first and then launch it. And I've kind of flipped that on its head. Now it's more like launch it first and then build it out. Because a lot of things that prohibit entrepreneurs from moving forward that stopped them in their tracks as they think they have to go build out these products and services first. And it's really difficult, right? There's a lot of friction in that. And almost it's like a recipe to fail and quit and give up and not want to do it again. So I'm more of a fan of See if you can go sell the idea that you have first and then go spend the time building it out. So anytime we have an idea, what we like to do is really go really hard in the paint, when it comes to launching because launching is definitely it's the way to prove your concept. It's the way that it gives you the short term capital to inject into building the process and fulfilling on it. And even putting more even gives you the capital you need to put into evergreen strategies like paid media and things like that. So we're just like what we do really well here my business partner and I is that we when it comes to a new idea, we really like to watch hard and aggressively like we like, we don't just like to send an email. We don't like to just make a Facebook post or a couple ads. Let's say we like to be the loudest people in the room where by the end of it, I'm hoping people look at me and like man, that Blake nubar dude, he's super annoying, because then I knew we did a good enough job because you couldn't escape us during that launch. So launching is one of those things where it's like, it's you got to become a master of it. Like you have to know how to do it. But you never want to stay in it. It's like learn how to launch and then learn how to move that stuff to the Evergreen model where it just keeps producing for your business day in and day out. So watching is it's it's something you have wasted you have to learn it you have to become really good at it and There's so many different types of launches you could do honestly, it's like, fall one of the frameworks and put your idea into that framework and then just see how it does and see if the markets willing to judge and pull out their credit cards to pay for it.

Grant Are there certain social media platforms that you tend to focus on for your launches? Yes, so we, I'm a fan of Facebook.

Blake I like have this love/hate relationship with Facebook, because it's like, as much as as great of a place it is, it's like you have very little control as an advertiser. So Facebook's a really good spot we enjoy. I think the all our biggest launch we've ever done was only by utilizing Facebook, which is crazy, right? It's just because Facebook to me is the hub. Like if you're on social media, you're on you have Facebook, on your phone, or you use Facebook, you might have the other ones too, you might have like tik tok and Instagram and all the other ones. But Facebook is definitely the core. So I'm like, Okay, let's focus on Facebook, which a reason behind that was a we didn't want to get overwhelmed. I didn't want to like every additional platform, you have to like fake have to. It's just more stuff you have to create. It's different type of content you have to create because the platforms have different ways of posting and stuff. So we're just like, let's do Facebook. That's our favorite. But now as we've expanded the business, and we've grown, we really focus on Facebook and Instagram, those are kind of the the two big honey holes, I would say when it comes to it. We do email marketing and things like that. But it's really Facebook and Instagram, because like I said, that's where every I mean, everyone's on Facebook, I mean, and you take it literal ticket, figuratively, the world's on Facebook. So what better platform to use, and the one where everyone's kind of congregating.

Grant Okay, that's awesome. So you know where you're going to find your people. So you grew this business and you become expert at launches and launches. And you got to a certain point in your business, there was some time or place or condition you got into Lake where it led you to reach out and try to track down someone like myself, what were those conditions?

Blake Yeah, so I remember, you know, the business was growing, we were doing really big revenue numbers. And I remember when I was working with Brian, right, previously, I remember, he had a consultant that was really advocate about understanding your data. And I didn't get it at first, I'm just like, What does any of this stuff mean? And as you really start to see, when your business grows, if you don't have a grip on the numbers, you're kind of in trouble. And I remember we were getting to a point where our revenues were, you know, high six figures every month. And I'm just over here. And I remember I think I reached out to I don't know, if I reached out to Steve, or Steve reached out to me. But I remember one instance happened in regards to conversations like, you need to talk to my dad. And I'm like, he knows this stuff. And he's, it seems like it's what he does. And I'm like, Okay, done deal. And the reason I reached out to you is because I realized that in order for your business to have a grip on it to have a pulse on what it's doing to scale it right with predictability. You're you have to understand these numbers, and especially having understanding numbers in a way where you can make really educated decisions based on that data. See, most entrepreneurs, when you're first getting started, you let your intuition guide your decisions. That's great. Like you have a gut reaction. Oh, this is a cool idea. Let's go watch it. But as that thing works, you need to use less intuition and more data to kind of guide where you want to go. Now, if you want to develop new products sure where your intuition run wild, right. But when you want to make really educated decisions on growing your company and what different verticals to go after what different traffic sources, it should no longer be this game of guessing right, which a lot of entrepreneurs start making the mistake of it's like I touched one thing it turned to gold, we think we can touch some more turns to gold. And it usually always backfires. It has to be the data. So I started thinking, Okay, I don't want to make that same mistake where it's like you think you're the end all be all, and everything you're gonna do is going to be magical. It's not, who can I contact that knows data because I'm staring at this stuff. And I it's like a foreign language. I'm like, looking at like, I don't even know, but I'm just staring at these. And I'm like, this is this way too much data here. And like, no one had a really easy way of organizing it so led me to contacting you. And that's kind of where things began.

Grant That freaked me out at first and I'm like, Oh, yeah, we're gonna do some AI on this. That just sound weird to you.

Blake Yeah, I was just like, you know, I've heard of AI before. And like my geeky brain can like understand it to an extent. But I'm like, I have no idea what you're talking about. Grant, just do your magic because this sounds crazy to me still.

Grant Alright, so it's important to you to understand your business numbers, like you said, so that you can figure out some predictability. It helps you what influenced some of your planning or your next like, if you don't know your numbers in your business, right?

Blake You can skate, you can look you can get to you can just run a start a successful business and grow it to an extent flying blind. Like you can do that. You could you know, you can get a little lucky. You can have something that's pretty stable. But if you really want to grow your business and you're wondering why you're capping out and everything, your tribes not working, there's a good chance you have no idea what your numbers are, right? So if you really there's I don't know another Way to scale a company then by really understanding your data, because when you understand your data, you know, what's converting what's working, what's not. And you can focus more energy on the things that are working and put more money behind those, hence, scaling those. And like kind of divesting out of things that aren't working so well. And the only way to do that is to really have a grip over the data inside of your business, which honestly, is probably the last thing entrepreneurs do, right? Because it's just so overwhelming. You just like the one thing you want to avoid. But I can't express at least in the last few months, how much I like realized how important it really is, to having a grip on it and what it can do for your business. It's the difference maker in your business.

Grant Okay, that's, that's awesome. So when you got started working with us, how much did you have to know about AI? That, were we shoving it down your throat? We're like, hey, learn logistic regression. Come on Blake.

Blake Great, I had no idea of anything you you you had, like, I knew nothing going into it. And I still didn't have to know that much. Because working with you, you're able to articulate the data in a way my brain my, you know, kindergarten brain could understand with pictures and awesome things like that. So going into it. No, I knew absolutely nothing. I didn't have to know anything, which was great. Because you knew exactly how that data worked. You knew how to show me and you basically just were withdrawal. You're like, this is what this means. I'm like, I understand that instead of me trying to figure out what to do. Or the guess is it literally taught you told me what, on this day or this time or after a holiday or before holiday or during this season? Or during this quarter? This is what you should do? and not do. I was like, I can understand that. So it was simple.

Grant So let me ask you about that in terms of ways to make something like this easier for a business owner. Now that you've gone through this experience, what would be some some tips that you would share with others to help them in their journey going through this?

Blake Yeah, just look, data is one of those things. Again, I can't stress it enough anymore. And I don't think many people geek out on it. Like, the thing is, always have a grip on your business when it comes to the numbers, because then you can have the ability to have someone like grant come in and help and help you and show you on what to do with those numbers. Right. Having those numbers is great. You might tell me all day, I know my conversions in my business. And I know, I know my opt in rate. And I know this grants the person that can tell you what that really means and what to do with it. And that's the difference. Because it's one thing, knowing about the numbers, the next is being able to take action on what that data means. And if you look at most things, right? There's every software on this planet will tell you numbers, right, here's your conversion rate, here's your OPT in rate, here's what won the split test. But there's another layer after that. And that was like that was what I was really impressed working with you is that you were the second layer, you were the the team that came in, I was like, Hey, this is what this means. That's great. But this is what it means to do with it. So I would advise anyone, that's whether you're just getting going or you're looking to grow your business, start to get a little grip on your numbers, because then you're able to, you know, work with someone as amazing as grant to help you really scale those numbers by making those decisions.

Grant Blake, you've been more than generous with your time with us today. I really appreciate that. Thank you so much for doing this. Any final tips or comments to people who are starting to grow their business? Yeah, so starting to grow your business, always make sure a I'll start from the beginning, you're gonna solve a big problem, right?

Blake Find a big problem, if you find out that you're capping a lot, right? There could be a lot of reasons, like I said, data could be one of them. But just remember, like, solve really big problems, right? Because then it's gonna give you room to grow. And as you start growing, get a real grip on those numbers. Because seriously, there's no other way to scale. You can't scale a business without that predictability. And having that predictability is going to give you the chance to grow your business on a whole new level. Again, understanding what those is and work yourself like grant or some this AI technology. That's absolutely amazing, right? It tells you exactly what to do in order to make those decisions. So no longer do you have to guess anymore. I mean, we've been guessing our whole lives as marketers with split testing and things like that. It's amazing to know that you can go into situations right where the data is, this is kind of how this is how it works. And these are the these are the ways you need to react based on that on on all that information. So that's my final words. I know it's more like this is the geek mind going but solve big problems, get a grip on your numbers and then find a way to take that those numbers and use them to make those decisions to grow your business on a whole new level.

Grant Hey, thanks again, Blake for joining us. And thanks everyone for listening in. Until next time, get a grip on your numbers.

Thank you for joining grant on ClickAI Radio. Don't forget to subscribe and leave feedback. And remember to download your FREE eBook visit ClickAIRadio.com now.