Achieving Unicorn Growth From Traffic & Conversion Summit 2019
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This is my presentation on "Achieving Unicorn Growth: 5 Rapid Customer Acquisition Strategies Guaranteed To Drive Massive Results" from our Traffic & Conversion Summit 2019. This presentation covers integration marketing and co-branded marketing/co-branding, using strategic partnerships, verticalization of markets, business acquisitions, how to buy companies and accounts for no money down, the concept of Butterfly Leverage, how to use the Value Quadrant Filter to determine which business profit centers to keep, sell, ascend or exit and much more.
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Achieving Unicorn Growth From Traffic & Conversion Summit 2019
- 1. © 2019 Roland Frasier “Achieving Unicorn Growth: 5 Rapid Customer Acquisition Strategies Guaranteed To Drive Massive Results” TCSWest2019
- 2. © 2019 Roland Frasier Medical Billing ** eLearning * Commercial Real Estate * Residential Real Estate * Trade Shows/Events Motorcycle Equipment * Direct Response * Digital Marketing Agency Machine Manufacturing ** Sporting Goods * Legal Services Mastermind Groups * Supplements * Real Estate Training * Online Casinos * eCommerce * CPG ** Corporate Training Document Preparation Medical Equipment * Telecom Infrastructure * Beauty + Cosmetics * Tax Services Software As A Service * A Proven System For Growth * $10MM+ ** $100MM+
- 3. © Roland Frasier 1: Co-brand With Product Integration Partnerships #TCSWest2019
- 4. © Roland Frasier #TCSWest2019
- 5. © Roland Frasier #TCSWest2019
- 7. © Roland Frasier #TCSWest2019
- 8. © Roland Frasier #TCSWest2019
- 9. © Roland Frasier #TCSWest2019
- 10. © Roland Frasier #TCSWest2019
- 11. © Roland Frasier #TCSWest2019
- 14. © Roland Frasier 2: Tap The Curiously Powerful Effect Of Butterfly Leverage #TCSWest2019
- 15. © Roland Frasier Turn One Event Into Many #TCSWest2019 Hire Branson for T&C: Reception pays fee Reception generates 20 WR prospects BL “Win A Seat” Contest… 1,522 pixels Business Lunch Live: 2,372 podcast subs Sold 619 T&C tickets via “SRB” coupon code Sold 728 more via speaker announcements
- 16. © Roland Frasier 3: Structure To “Sell The Eggs” And Keep The Geese #TCSWest2019
- 17. ShareCo Media Props Fin-Team Sales Team You Trust, FLP, FLLC or Corp Holding Co Ops #2 New Liability Product Line Partners Investor Group Ops #1 Primary Business Ops #3 New Geo Territory Ops #4 Profit Maximizer Company Cap Table #3 Cap Table #4 Goose + Eggs Structure Template Copyright 2019 Roland Frasier Holding Co Can Spin Off Multiple Ops Cos IP-Co TM © ® .com Cap Table #2
- 18. © Roland Frasier 4: Scale MIAs, Eliminate LIAs + Verticalize #TCSWest2019
- 19. Income © 2019 Roland Frasier Opportunity To Exit SANDBOX LI-LO Low Income Low Exit Opportunity DANCING BEAR HI-LO High Income Low Exit Opportunity GRAIL HI-HO High Income High Exit Opportunity RUNWAY LI-HO Low Income High Exit Opportunity
- 20. “Quadrants Create Decision Points To Reposition Profit Centers For Value” © 2019 Roland Frasier
- 21. Income © 2019 Roland Frasier Opportunity To Exit SANDBOX LI-LO Low Income Low Exit Opportunity DANCING BEAR HI-LO High Income Low Exit Opportunity GRAIL HI-HO High Income High Exit Opportunity ASCEND RUNWAY LI-HO Low Income High Exit Opportunity EXIT ASCEND ASCEND STOP ASCEND STOP STOP
- 22. “Chart Each Profit Center Into A Value/Performance Quadrant” © 2019 Roland Frasier
- 23. $ © 2019 Roland Frasier O SANDBOX DANCING BEAR GRAILRUNWAY ? ? ? ? ? ? ? 1. __________________ H E B 2. __________________ H E B 3. __________________ H E B 4. __________________ H E B 5. __________________ H E B 1. __________________ A X E 2. __________________ A X E 3. __________________ A X E 4. __________________ A X E 5. __________________ A X E 1. __________________ A X E 2. __________________ A X E 3. __________________ A X E 4. __________________ A X E 5. __________________ A X E 1. __________________ H E A 2. __________________ H E A 3. __________________ H E A 4. __________________ H E A 5. __________________ H E A ?
- 24. $ © 2019 Roland Frasier O SANDBOX DANCING BEAR GRAILRUNWAY ? ? ? ? ? ? ? 1. __________________ H E B 2. __________________ H E B 3. __________________ H E B 4. __________________ H E B 5. __________________ H E B 1. __________________ A X E 2. __________________ A X E 3. __________________ A X E 4. __________________ A X E 5. __________________ A X E 1. __________________ A X E 2. __________________ A X E 3. __________________ A X E 4. __________________ A X E 5. __________________ A X E 1. __________________ H E A 2. __________________ H E A 3. __________________ H E A 4. __________________ H E A 5. __________________ H E A ? LMS Project New Event or Ecom Lending Company R.E.I.T New Media Property Seasoned Mar-Tech Dominant Event Leading Media Prop Fully Funded Fund High Unit Franchise Healthcare Support Food Wholesaler Auto Parts Seller Survival Retailer Publishing Company Podcast or Influencer Consulting or Agecny Mastermind/Coaching Affiliate /Promos Speaking-To-Sell
- 25. © Roland Frasier SCALE MIAS ELIMINATE LIAS #TCSWest2019 BROWN BOX > 6% REV + 8% PROFIT WAR ROOM > 6% REV + 42% PROFIT #1 BOOK SYSTEM > 8% REV + 10% PROFIT AUTHORITY BP > 6% REV + 9% PROFIT ECOMMERCE > 63% REV + 8% PROFIT EVENTS > 11% REV + 23% PROFIT
- 26. © Roland Frasier SCALE CUSTOMERS + PRICING #TCSWest2019 WAR ROOM 2013 > 35 Members WAR ROOM 2018 > 150 Members = 429% BY FOCUSING ON MEMBER GROWTH + CUSTOMER EXPERIENCE = 1,125% REVENUE GROWTH (PRICE + MG)
- 27. © Roland Frasier VERTICALIZE PROFIT CENTERS #TCSWest2019 WAR ROOM > 150 Members BOARD ROOM > 162 Members CLOSING TABLE > 49 Members FOUNDERS BOARD > 20 Members LEGENDS > 15 Members 396 Members = 1,131% MEMBER GROWTH
- 28. © Roland Frasier VERTICALIZE PROFIT CENTER #TCSWest2019 WAR ROOM > 150 Members BOARD ROOM > 162 Members CLOSING TABLE > 49 Members FOUNDERS BOARD > 20 Members LEGENDS > 15 Members = 2,970% REVENUE GROWTH
- 29. © Roland Frasier VERTICALIZE PROFIT CENTER #TCSWest2019 $65,225 Per Day Collected
- 30. © Roland Frasier EXERCISE: FEED YOUR MIAs STARVE YOUR LIAs #TCSWest2019 WHAT ARE YOUR MOST IMPACTFUL ACTIVITIES YOU ENJOY MOST RIGHT NOW? ELIMINATE LIAs FULLY SCALE MIAs WHAT ADDITIONAL VERTICALS CAN YOU EXPAND YOUR MIAs INTO?
- 31. © 2019 Roland Frasier 5: GROW THROUGH ACQUISITIONS
- 32. © 2019 Roland Frasier The Fastest Way To Grow Your Business + Build Wealth #TCSWest2019
- 33. Structure For A Bigger Exit © 2019 Roland Frasier Revenue Profit Multiple Cash To Seller X-EBITDA $5,000,000 $1,000,000 7 $7,000,000 X-Revenue $5,000,000 $1,000,000 7 $35,000,000 X-SDC/SDE $5,000,000 $1,000,000 1 $1,000,000 Same #s… Very Different Results
- 34. © 2019 Roland Frasier 4 Steps To Acquire For Growth
- 35. © 2019 Roland Frasier Step 1: Decide Which Types Of Businesses To Acquire
- 36. © 2019 Roland Frasier CORE BUSINESS MEDIA IP SERVICE VENDORS PRODUCT VENDORS TEAM + RESOURCES SUPPLY + DISTRIBUTION
- 37. © 2019 Roland Frasier IDEA INCUBATOR MEDIA IP SERVICE VENDORS PRODUCT VENDORS TEAM SUPPLY + DISTRIBUTION
- 38. RolandFrasier.com WAR ROOM 10/18 CORE BUSINESS MEDIA __________ __________ __________ __________ __________ IP ______________ ______________ ______________ ______________ ______________ RESOURCES _________________ _________________ SUPPLY + DIST. _________________ _________________ SERVICES __________ __________ __________ __________ __________ PRODUCT __________ __________ __________ __________ __________ M = ___ M = ___ M = ___ M = ___ M = ___ M = ___ M = ___
- 39. RolandFrasier.com WAR ROOM 10/18 CORE BUSINESS MEDIA __________ __________ __________ __________ __________ IP ______________ ______________ ______________ ______________ ______________ RESOURCES _________________ _________________ SUPPLY + DIST. _________________ _________________ SERVICES __________ __________ __________ __________ __________ PRODUCT __________ __________ __________ __________ __________ M = ___ M = ___ M = ___ M = ___ M = ___ M = ___ Affiliates, Customers, SOPs, Ops/Dev Team Manufacturer, Supplier Distributor, Retail Site Website Blog Facebook Group Instagram Page YouTube Acct. Financial Business Publishing Advertising Brokerage Patent Customer List Trademark Software Copyright Related Upsell/Downsell Cross-Sell Substitute Complementary M = ___
- 40. © 2019 Roland Frasier Step 2: Buy Businesses For Nothing Down Owner Carry Earn-Out Swaps ABL Split Equity SLiP Base-Line Pipe Wrench
- 41. Buy A $25M Company For $0 $25M Ask For Established Major Media Brand $10M For 75% Instead Of $25M For All $2M Down + $8M Financed From Cash Flow $2M Sell 15% To Non-Competing Partner Own 60% For $0 Out Of Pocket © 2019 Roland Frasier
- 42. © 2019 Roland Frasier Step 3: Find The Exit Multiple For Each Profit Center
- 43. Revenue Multiples By Industry 2018 Source: Stern.NYU.edu Industry Determines Valuation What Business Are You In? What Valuation?
- 44. RolandFrasier.com WAR ROOM 10/18 CORE BUSINESS MEDIA __________ __________ __________ __________ __________ IP ______________ ______________ ______________ ______________ ______________ RESOURCES _________________ _________________ SUPPLY + DIST. _________________ _________________ SERVICES __________ __________ __________ __________ __________ PRODUCT __________ __________ __________ __________ __________ M = 2-5x M = 1-2x M = 31x M = .9x M = 1-3x M = 2-8x M = 1-3x Affiliates, Customers, SOPs, Ops/Dev Team Manufacturer, Supplier Distributor, Retail Site Website Blog Facebook Group Instagram Page YouTube Acct. Financial Business Publishing Advertising Brokerage Patent Customer List Trademark Software Copyright Related Upsell/Downsell Cross-Sell Substitute Complementary
- 45. © 2019 Roland Frasier Step 4: Reposition Towards The Highest Exit Multiple
- 46. © 2019 Roland Frasier Which Exit Multiple Creates The Greatest Exit Value? Industry Edu. Services Publishing Business Services Software/Internet Multiple 1.45 .91 1.83 6.76 Industry R.E.I.T Diversified Finance Services Retail Internet Multiple 11.43 2.64 31.81 2.99 Up To 30.9X Higher Valuation! Total Market = 2.89
- 47. RolandFrasier.com WAR ROOM 10/18 CORE BUSINESS MEDIA __________ __________ __________ __________ __________ IP ______________ ______________ ______________ ______________ ______________ RESOURCES _________________ _________________ SUPPLY + DIST. _________________ _________________ SERVICES __________ __________ __________ __________ __________ PRODUCT __________ __________ __________ __________ __________ M = 2-5x M = 1-2x M = 31x M = .9x M = 1-3x M = 2-8x M = 1-3x Affiliates, Customers, SOPs, Ops/Dev Team Manufacturer, Supplier Distributor, Retail Site Website Blog Facebook Group Instagram Page YouTube Acct. Financial Business Publishing Advertising Brokerage Patent Customer List Trademark Software Copyright Related Upsell/Downsell Cross-Sell Substitute Complementary
- 48. © 2019 Roland Frasier Increased Valuation From Repositioning The Business 2014 Publishing Multiple = .91 2019 REIT + Software Multiple = 7.73
- 49. © 2019 Roland Frasier© 2019 Roland Frasier 684%
- 50. © 2019 Roland Frasier Buy + Sell For Wealth Step 1: Decide What To Buy Step 2: Buy For Nothing Down Step 3: Choose An Exit Multiple Step 4: Reposition For Exit
- 51. © 2019 Roland Frasier THANK YOU! Message Me For Slides @ Facebook.com/RolandFrasierPage