Are you leaving half your leads on the table? In this episode, we are using Alex Hormozi’s $100M Money Models to explore how to turn cold traffic into high-ticket clients. From mapping the customer journey to implementing conditional downsells, we break down exactly what works in marketing to maximize revenue without cutting prices.
We explore how membership and continuity models are making a comeback, why speed-to-lead is critical, and how to structure Typeform knockouts to qualify leads efficiently. Plus, we dissect the art of downselling—how to offer a slice of your core program at a lower price while still setting up your prospects for the full high-ticket offer.
We also share a real-world example from a client session where we redesigned their sales funnel, increased show rates, and built a structured upsell path that turns prospects into long-term customers. These insights should help you capture more leads, increase conversions, and maximize lifetime value in your business.
In this episode:
01:26 Mapping the customer journey from cold ad to five-figure upsells
04:28 Speed-to-lead: why contacting prospects immediately is critical
07:44 The art of downselling
11:03 Understanding objections and reasons prospects don’t buy
14:30 Guaranteeing results as a first downsell
21:24 Using check-in calls to upsell and demonstrate value
Resources mentioned in the episode:
Alex Hormozi’s Book, $100M Money Models: How To Make Money: https://www.goodreads.com/book/show/240367486-100m-money-models
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READ THE TRANSCRIPT:
$100M Money Model Case Study: How to Squeeze Money Out of Your Non-Ideal Customers – Part 2
00:00:00:00 – 00:00:02:22
Ralph
this is an area where most businesses,
00:00:02:22 – 00:00:03:10
Ralph
fall off.
00:00:03:10 – 00:00:03:12
Ralph
It’s
00:00:03:19 – 00:00:06:14
Lauren
here’s the application of what works foundationally in marketing.
00:00:06:14 – 00:00:08:13
Lauren
How do we connect to the customer
00:00:08:13 – 00:00:08:23
Lauren
from
00:00:08:23 – 00:00:10:01
Lauren
cold? Add
00:00:10:01 – 00:00:11:06
Lauren
upsells
00:00:11:06 – 00:00:11:19
Lauren
five figure
00:00:11:19 – 00:00:12:06
Lauren
product.
00:00:12:06 – 00:00:14:03
Lauren
you’ve just visually mapped out what is
00:00:14:03 – 00:00:15:10
Lauren
at the core of
00:00:15:10 – 00:00:17:01
Lauren
many of the things in Alex’s book
00:00:17:01 – 00:00:18:02
Ralph
If somebody can’t buy
00:00:18:02 – 00:00:20:09
Ralph
doesn’t qualify, what do you do with them next?
00:00:20:09 – 00:00:21:02
Ralph
number one.
00:00:23:09 – 00:00:27:10
Ralph
continuity is a great model. Obviously we’ve talked about continuity models here quite a bit.
00:00:27:10 – 00:00:40:22
Ralph
We did a show on memberships. The membership site case study, which is a tremendous, you know, subject matter expertise in an area where there’s an irrational passion, like membership models are amazing and.
00:00:41:01 – 00:00:49:15
Lauren
I think they’re coming back. I think membership balls are making a comeback because we’ve had this like, people just crave connectivity and I think they crave authenticity
00:00:49:15 – 00:00:55:09
Lauren
in a world I swap, where people are just used to being tricked, being fooled,
00:00:55:09 – 00:01:00:05
Lauren
being told stuff like, again, for me, while I’m not progressing this book until I implement because and I’ll say did the
00:01:00:05 – 00:01:02:10
Lauren
when your money back add any value?
00:01:02:12 – 00:01:04:13
Lauren
I see so many people that will talk but not
00:01:04:13 – 00:01:06:06
Lauren
walk their talk. And I think
00:01:06:06 – 00:01:07:10
Lauren
people are just over it.
00:01:07:10 – 00:01:20:02
Lauren
They’re over like, I can trick them. You can have deep fakes, all that type of stuff. So they’re craving real authenticity for authenticity from the creators and community from the other people that are doing it alongside them.
00:01:20:04 – 00:01:22:10
Lauren
I think memberships are making a big comeback.
00:01:22:12 – 00:01:45:12
Ralph
Yeah, I think they are two, super, super good here. Well, let’s let’s shift gears here a bit to this, this meeting that I had where the client on site and I actually going to share my screen, but, so, yeah, definitely check this out over on our YouTube channel over at perpetual traffic.com/youtube. But you knew that already.
00:01:45:14 – 00:02:09:06
Ralph
So some of this is going to be blurred out. Can’t show everything here for obvious reasons. But this is in essence the sales funnel for this particular client. And you can see here, in the upper left hand corner, we’re actually running the ads. So there’s an ad, if I reinforce trust here, it’s like, how can we so many different parts of this, but I’ll go through the I was like.
00:02:09:06 – 00:02:23:20
Lauren
This looks like if you’re not looking at my. I’m sorry. Just like this is a mind map of like try color. No for color mind map that takes you from the customer journey. So we’re not talking about full funnel. Forget that. It’s the customer journey from ad
00:02:23:20 – 00:02:30:21
Lauren
to purchase with the upsell. So you’ve just visually mapped out what is at the core of many of the things in Alex’s book
00:02:30:21 – 00:02:31:21
Lauren
which aren’t new.
00:02:31:21 – 00:02:36:06
Lauren
Like no one’s reading this book in me, like, oh, I’ve never thought, I mean, when your money back
00:02:36:06 – 00:02:45:06
Lauren
is not very commonly held, but a lot of the other pieces here is foundational, and it’s just a reminder of a lot of foundations, with some peppering of new. And you’re saying, okay, now
00:02:45:06 – 00:02:48:01
Lauren
here’s the application of what works foundationally in marketing.
00:02:48:01 – 00:02:55:14
Lauren
How do we connect to the customer from cold? Add into upsells five figure product.
00:02:55:19 – 00:03:25:01
Ralph
All right. So if you’re watching over on YouTube this is actually the entire sort of customer journey. Like Lawrence said, first thing is upper left hand corner. They see an ad and then they go to a VSL, basically right from the ad VSL, sort of explaining part of the offer, and about 2 to 3 minute VSL, which is video sales letter about their service, about their coaching program, about the they have a lead magnet as well for one specific part of the entire program.
00:03:25:03 – 00:03:44:10
Ralph
And then after that they’re sent to a Typeform which is has about ten different questions. And some of those questions are what they refer to as knock out questions. And if you’re familiar with this type of model, these questions are really important to be able to determine. What’s the likelihood of this person coming in from cold traffic watching your VSL?
00:03:44:12 – 00:04:05:15
Ralph
Are they your ICP? Are they your ideal customer? If they answer, I think eight out of the ten questions correctly. So we’re sent to a HubSpot schedule, which is not my favorite. We used schedule once, but they’re using HubSpot here, and then after that scheduler where they actually pick a time to talk with a salesperson or with a consultant.
00:04:05:17 – 00:04:29:19
Ralph
They have to actually wait 48 hours, which is interesting. So they get a text and an email, what we suggested and what they were just about to start implementing. As I said, this is your zero moment of truth. As soon as somebody fills out this scheduler here, it’s not actually over on this side. After they fill in the Typeform, you should insert a phone call and get somebody on the phone literally within five minutes, like speed to lead.
00:04:29:19 – 00:04:51:03
Ralph
And this is something that our mosey talks about in all of his books. It’s just so absolutely essential. The chart of of how a lead decays over time is past five minutes. It basically goes basically down to zero. Whether or not you’re actually going to get anyone on the phone, whether or not they’re going to be able to show up for the call.
00:04:51:05 – 00:04:56:10
Ralph
So speed to lead right here in this particular part of the funnel was absolutely essential. So we have a little thing that.
00:04:56:10 – 00:05:21:02
Lauren
If you do not have speed to lead, you better. Sure, you should have a lot of credentials, a lot of trust and a lot of marketing, because in an advertising standpoint, if you’re not focusing on speed to lead from a stranger, your competition that’s going to do it more efficient will eat your lunch all day long. But if you’re not doing that, if you’re not getting in contact with them right away, you just are going to have to pay for and more marketing investment.
00:05:21:04 – 00:05:24:09
Ralph
Absolutely. So right there,
00:05:24:09 – 00:05:31:10
Ralph
so about 50% of people that go from the HubSpot skills earlier to the actual sales call, 50% show rates,
00:05:31:10 – 00:05:43:01
Ralph
which I felt if you look at this like, that’s an area where you can at least increase by 50% with the addition of a phone call. This is what we’ve seen with a lot of our clients.
00:05:43:03 – 00:06:02:15
Ralph
If you insert a phone call, yes, a text message, an email is obviously is great here. You’ve got that information. But the actual phone, somebody’s picking up the phone and calling because we’re talking about a $10,000 sale here. If you can’t get something, you know from, you know, there’s plenty of outsourced companies that can do this for you at very cheap.
00:06:02:17 – 00:06:06:22
Lauren
Hey, I already enabled you to be able to do that. Worst case scenario.
00:06:07:00 – 00:06:28:05
Ralph
Yep. Absolutely. There’s so many different tools that you can use there, but at the very least do that. So one of the big areas was this 50% show rate, which I felt was really kind of low. You have a 48 hour, you know, window, which I think can actually be severed in half. That was another area. 48 hours seemed way long to me.
00:06:28:05 – 00:06:49:20
Ralph
We used to do a 72 hour delay on our schedule, or to the actual date in which they could sit down and talk to a salesperson. And since taking off that 72 hour hour show, rates have tripled. They’ve gone from you know, up nearly 100%. So we really.
00:06:50:00 – 00:06:52:18
Lauren
You know, you said no more three days. You said.
00:06:52:18 – 00:06:53:09
Ralph
No more three.
00:06:53:09 – 00:06:55:00
Lauren
Days when you want to.
00:06:55:02 – 00:07:13:23
Ralph
Book, when you want to book and you know, sometimes, I mean, if there’s scheduling on a Friday, that means it’s on a Monday. But the point is, is like, we did not put this in here, and you can do this with any schedule or software schedule once. Does it. Calendly does it as well. HubSpot. This, like I said, not great on HubSpot for this kind of thing.
00:07:14:04 – 00:07:20:02
Ralph
I would insert your own scheduler at this step. So speed to lead with phone call
00:07:20:02 – 00:07:20:19
Ralph
number one.
00:07:20:19 – 00:07:36:05
Ralph
Don’t wait 48 hours. There were reasons why they wanted to wait 48 hours to get a little bit more information, but you’re already asking ten questions on your Typeform, so if you want to get that information, put it in the tight form over here and disqualify people earlier.
00:07:36:07 – 00:07:42:20
Ralph
So that was sort of the two big things just on that part of the sales funnel. Makes sense so far.
00:07:42:22 – 00:07:44:14
Lauren
Makes total sense.
00:07:44:16 – 00:08:15:04
Ralph
So the other part to this we’ll get to the sales call in just a second. Is that on this type form, if they answered two of the questions, that would disqualify them as being an ideal customer profile. They really didn’t have anything to send them to. They didn’t have a down cell here. What they did do is they are now on an email list, and they were in a nurture sequence instead of, let’s say you answer, you know, seven out of the ten and you missed the eighth question.
00:08:15:04 – 00:08:37:19
Ralph
You would then be sent to a secondary offer, which may or may not offer the same thing. They were thinking, all right, why don’t we just offer this same product at a discount? I said, no, what you should really do is you should peel off parts of, or individual components of your main offer and sell that as a discount.
00:08:37:19 – 00:08:51:22
Ralph
And that’s another chapter in her Moses book, which is down selling and which you haven’t gotten to yet. But it’s it’s probably one of the best chapters because he’s got live training and he’s he’s got a couple of, podcasts that he references to.
00:08:51:22 – 00:08:55:06
Ralph
I think this is an area where most businesses,
00:08:55:06 – 00:08:56:23
Ralph
my opinion, this is where they fall off.
00:08:56:23 – 00:09:20:23
Ralph
It’s like you’ve already got the lead, you’ve paid for the lead up here. Okay. They’ve come in, they filled in the type form. And then if you don’t down sell them or try to sell them, maybe not your core offer. You’ve already paid for that lead anyway. Why not monitor. Yeah. So what we brainstormed is this right here is a group coaching product that is not doesn’t offer their one on one okay.
00:09:20:23 – 00:09:40:00
Ralph
Which is part of the sort of their main product and offer it for it. Incredible. Like they wanted to sell at I believe at $2,000. I said no, that should be either for 97 or 997 to this down sell here. So they’re actually doing this this weekend. This is like real time. They’re actually taking this and doing this.
00:09:40:00 – 00:09:58:10
Ralph
So they’re implementing like immediately they started promoting. And I think on Tuesday I left there on Monday start brewing on the Tuesday. Here it is on Friday. And then we’ll check in with them over the weekend. See how this thing that. So anyway, so there’s your first opportunity for your money model exactly like Hermosa set. And just I’m like I’m reading this book.
00:09:58:10 – 00:10:10:07
Ralph
I’m like, oh my god. Like this is the exact same stuff I’m going to be talking to these guys about on Monday, which is just crazy. And he gave me a whole lot of other great ideas that we’ll talk about here in just a second. So that’s sort of the first thing.
00:10:10:07 – 00:10:14:04
Ralph
If somebody can’t buy or doesn’t qualify, what do you do with them next?
00:10:14:10 – 00:10:33:23
Ralph
A lot of people will just say, hey, you know, look at these resources. You know, listen to our podcast. Here’s our blog. Do you know, on our Facebook group, all of that? That’s good too. But why not try to monetize it? So that was the first opportunity to increase the effectiveness of this money model. Makes sense so far.
00:10:34:01 – 00:10:54:13
Lauren
It makes total sense. It’s just like the way that Hermosa book empowered you is just organizing it into a way that you’re collecting. You’re collating 15 years of funnel building and growth and scale and all the components of your offer suite of how you can connect a customer for being a stranger to being an evangelist because you’ve helped them grow and scale their businesses.
00:10:54:15 – 00:11:12:14
Ralph
Right, exactly. So, they were sort of sorting out what this is going to be as far as deliverables, but we’ll get to that in just a second. So anyway, so let’s get back to the sales call okay. So just we start with the ad. We go to a VSL landing page. They fill out a type form. There’s ten questions and they fill eight out of the ten right.
00:11:12:14 – 00:11:37:10
Ralph
They go to the scheduler which is a HubSpot scheduler. As soon as they schedule a time, we immediately insert a phone call to try and increase their show rates from 50%, hopefully to 75%. I was like, your goal should be 75%, which will immediately impact everything that you’re doing downstream. Now, close rates on this, close rates on the 50% that show are about 15%.
00:11:37:12 – 00:12:02:16
Ralph
And the question that you asked me when we were going through this is what is the biggest reason why people say no? And they couldn’t really give me a great answer on that. So the point is, is that that’s the operative question. If people don’t buy or going back to interview your salespeople, interview like your customer service people, what is the reason that they don’t buy?
00:12:02:18 – 00:12:24:12
Ralph
Is it because of the price? Is it because of the value that they think that they’re getting with regard to the price? Like what is the issue? That’s sort of the operative question. That’s what we sort of hammered on a while, because they have what Hermosa refers to as down sell financial options, and they really have this dialed in.
00:12:24:12 – 00:12:57:07
Ralph
So they, they, they do. One of the other parts of the book obviously is is down sales as well as valuing the full priced offer and giving a discount on the full priced offer if you pay in full. So this is a $10,000 program. You get 20% off if you pay in full. Now you can pay in full either by writing a check for a K or if you go through financing, they actually use a third party company to do a 36 month financing, which averages out to be about 384 per month, or if they put it on their card.
00:12:57:09 – 00:13:16:23
Ralph
And one of the, one of the owners actually mentioned, they said, hey, you know, a lot of these guys, we we advise them to get a brand new American Express blue card, which has, I believe, no annual fee, but you can pay it off over 36 months, or you can pay it off over like three payments on your own.
00:13:17:01 – 00:13:37:18
Ralph
The point is, you would still get the full pay discount of eight K even if you put it on the card. And then they also had a three pay option, which they did not discount, which was three pay for over three months, which is $3,333. So you are giving the discount only in the event that they pay, pay.
00:13:37:18 – 00:13:37:21
Lauren
An.
00:13:37:21 – 00:13:54:02
Ralph
Entire pay and it’s in entirety. So don’t discount just a discount. And and and her mosey says that she’s like I don’t discount just a discount. Those people are what did you say? It was like discount terrorists. Like you’ll read about it later on. The book is like, don’t just lower the price just to lower the price.
00:13:54:02 – 00:14:07:06
Lauren
That’s aggressive. I mean, there’s people that will always ask. I mean, if you don’t ask, you never know. So like, I’ll ask, like, my dad is a Vietnam that my mom has a military card, but like, hey, do you offer a military discount? My mom’s like, I don’t want that money. If you don’t ask, you don’t know, right?
00:14:07:08 – 00:14:24:13
Lauren
And so in that capacity. But if you discount just a discount, then people will take advantage of it. And they were going to pay you full price anyways, and you just lost money that you would have collected. And people that are just like Discount Tire kickers, pitas, you’re not naming people you want in your community.
00:14:24:15 – 00:14:54:00
Ralph
It’s true. Yeah, like give me a discount just because I am who I am. Like that doesn’t really matter. So on this area and hopefully you’re watching this over on perpetual traffic.com/youtube, I asked them about the guarantee and this is going back to sort of our initial part of our conversation here is like, can you give a guarantee if they do set criteria and they’ll guarantee results, like in this particular case, I’m not going to say what the business says.
00:14:54:01 – 00:15:21:19
Ralph
You will get X and Y amount of time if you do these seven things and if you get a successful outcome. So the outcome is getting something career wise, getting, you know, a particular position in your career. If you can get that within a set period of time. And you also do all of our eight steps, which is in the lower left hand corner of the graphic here, which is eight steps, eight parts to the program.
00:15:21:19 – 00:15:40:04
Ralph
If they complete all of those things, plus they comment in the group, just like what you were talking about. They post on social. All these things can you offer a guarantee to get their money back if they, you know, if they don’t get the result that they want, even if they’ve done all of the 8 to 10 steps?
00:15:40:06 – 00:16:08:01
Ralph
And this is where we really sort of stalled because they really didn’t. This is where a lot of businesses probably start to because this is a large this is a large scale problem. It’s a ten K product. And they didn’t feel comfortable with the guarantee. So one of the parts to it is like in Horowitz’s book he says, well, if you have a guarantee and let’s say it’s a ten K product, and if they opt to not take the guarantee, then you can discount.
00:16:08:02 – 00:16:41:17
Ralph
And that’s one of your first and best down selves. So think about that for a second. You have a guarantee with your product. You have to figure out what that is. They didn’t want to do that. That’s fine. However, if you do have a guarantee, you can give them the same $10,000 product for $8,000. And so now you’re putting a money, you’re putting a money model or a a monetary quantity on a feature of the product that otherwise would not be explained or would not be magnified, he said.
00:16:41:17 – 00:16:59:10
Ralph
That is, think this is the part. The book kind of blew my mind. I was like, I’d never thought of using guarantee, taking it away as your first down sell. So that was one of the first things that I actually mentioned. So that’s definitely Alex or Rosie. When I was doing this, there was no doubt about it. We just couldn’t agree on the actual guarantee.
00:16:59:10 – 00:17:00:23
Ralph
Does that make sense?
00:17:01:01 – 00:17:17:05
Lauren
It does. And it’s going to be the guarantee. Usually when I find that someone doesn’t agree on the guarantees because they don’t have enough confidence in delivering on the product where they’re like, oh, I know I can make this happen. So once you go through 4 or 5 more customers is going to be like, yes, I can 100% feel more confident the guarantee.
00:17:17:09 – 00:17:40:04
Lauren
You just know him and his business from an outside blend where he’s like, I, how do I increase my 15% close rates? He’s he’s more narrow minded and scared where you’re coming from a marketing growth perspective. So it makes sense why that’s not aligned yet, but that’s something you can always add to it. It’s not saying that like you have to figure out and figure out everything in software world piece right away.
00:17:40:10 – 00:17:44:09
Lauren
It’s incrementality that matters and progression, not perfection.
00:17:44:11 – 00:18:20:14
Ralph
Right, right. Absolutely. So I think with the the idea of a down sell is that first off, you want to sell your main offer as much as you possibly can. The funny part of this was that only about 15% of calls close, on the actual call itself, which is about their closing ratio. So they were reluctant to have a down sell because they still wanted to be able to sell the main product because there were some buyers that happened two, three, four weeks later, but a very small portion.
00:18:20:14 – 00:18:40:04
Ralph
So the idea of having any kind of down sell or any kind of like option, and I sort of think about it this way. When I, my first sales job after college was selling memberships at the Bally’s Fitness, and we had the gold, silver in the bronze, well, nobody knew about the silver and the bronze, we would only sell the gold.
00:18:40:06 – 00:18:56:11
Ralph
It was only until the closer like one of like my manager would come in, that he would actually offer the silver as the down sell, and it was actually a sort of a better offer. And then we would never even get like to the bronze or to the thrift. That company, I don’t think operates the same way, but it’s the same principle.
00:18:56:11 – 00:19:20:19
Ralph
It’s like on the call, really sell your main offer as hard as you can, but if they’re not going to buy or they have to think about it, that’s where I said, okay, if you don’t want to do the guarantee, let’s offer maybe a section of or components of the core offer that you know will get them a good result, but you can offer it at a, at a at a lower price.
00:19:20:21 – 00:19:46:09
Ralph
And so what we agreed on is that there were there’s eight components in their product. We agreed that they would offer two of them. Plus they would give them the group calls. So the down sell on the you know, the disqualifier on the type form was just group calls. But the down sell when they actually get on a call is group calls plus 2 or 3.
00:19:46:09 – 00:19:53:08
Ralph
I don’t think we decided on the third component. They’re going to they’re going to figure that out. Two components of the core offer for.
00:19:53:08 – 00:20:02:21
Lauren
So they get a sample. They don’t get the full list. So they have two, but they still get to see is this going to be something I want to invest in further. So I’m getting a piece of the pie but not the whole enchilada.
00:20:02:23 – 00:20:22:17
Ralph
Correct, correct. And a key component to this is that at 30 days it said if you’re going to sell, let’s have a 30 day follow up already set with an advisor. And that could either be and in this particular case, it was probably going to be the owner, because he’s he’s the one who does most of the coaching as a team of coaches.
00:20:22:19 – 00:20:43:05
Ralph
So I said set that reminder for you and him, for you and the prospect at 30 days as a check in. And then that’s when you can actually upsell back to the main offer. It’s a check in. It’s a, you know, I need to have my ducks in a row. We’re going to make sure that you’ve done all of these components, these 2 or 3 components, but also you’re going to be attending the group calls.
00:20:43:05 – 00:21:00:16
Ralph
We’ll know exactly how many group calls you’ve been on. And plus you’ve got a 30 30 minute or a 30 day, 30 minute check in with our top coach to make sure that you’re on the right track. And then that’s how you, that’s another opportunity for you to upsell back to the main product. Does that make sense?
00:21:00:18 – 00:21:17:08
Lauren
It does because it’s again, it’s this whole cycle. It’s all this like product suite elevation. The end of the day is you have a lot of offers and you’re just going to keep making offers. It’s just sometimes we make offers when someone’s not ready for it because they’re not ready financially because they know or they don’t have the time, the resource available for them to implement it.
00:21:17:08 – 00:21:22:12
Lauren
But they can eat an elephant one step at a time. It’s just you’re going to charge your credit card. It’s time.
00:21:22:13 – 00:21:47:12
Ralph
Yeah. And so as a part of this down sale sequence here, I asked them the question repeatedly, what is the number one thing that will predict success for any of these students? And without hesitation said one on one career advising. So if you get the main offer, you get a one on one career advisor, like every single week during the entirety of the program.
00:21:47:14 – 00:22:18:09
Ralph
And so I said, what can you sort of position that call 30 days later as a one on one career advisor? Call and deliver a tremendous amount of value and then say, hey, you know, you’ve gotten this far so far, you’ve done, you know, the course. Number two, you’ve done course number five, you know, obviously. And our main product we have, of course, 1346, seven eight plus you’ll get a one on one coaching call with me or one of my career advisors moving forward.
00:22:18:11 – 00:22:43:11
Ralph
So on that call is an opportunity for check in, but also to show at the same time what the highest value part of the program is. It’s an opportunity to upsell. So I mean, you’re you’re really doing two things together here. So we didn’t quite settle on the down sell pricing. But what we did think is that because it’s about half of the value that you’d normally get for the full price product.
00:22:43:11 – 00:23:09:23
Ralph
So the offer is $5,000. But if you pay in full you get $4,000. So that is basically the entire thing. I recommend you all to, to head on over to perpetual traffic.com/youtube. Take a look at that graph. Read this book. I mean, it’s tremendous. Like, it was just so fortuitous that I was reading at the same time, going to this business meeting, understanding, like getting even more insight through a lot of the stuff that he’s done.
00:23:10:01 – 00:23:27:23
Ralph
It’s one of the best books I’ve read this year, that’s for damn sure. So money models, we’ll leave it in the show notes over at Perpetual traffic.com. And of course, where you listen to, podcast, please leave us a rating and review helps us get out to a larger audience and teach people how to do this stuff the right way.
00:23:28:01 – 00:23:42:23
Ralph
So on behalf of my amazing co-host Arnie Petrou. So until next show, see you.
