In this game-changing episode, sales expert Matt Easton reveals how video business owners can transform their approach to landing clients and growing their business. Matt shares powerful strategies for having meaningful conversations that convert, including how to lead with valuable insights about your client's business rather than just pitching your services. You'll walk away with actionable techniques to confidently reach out to potential clients and close more deals without feeling sleazy.

• Learn how to shift your mindset from being a creative to a business owner who solves real problems for clients
• Discover the power of asking "Does it make sense?" instead of yes/no questions to smoothly move deals forward

• Master the art of the "power email" to summarize client needs and set clear next steps

• Gain confidence in reaching out to potential clients by using the simple yet effective "raise your hand" technique

Matt Easton is a catalyst for success in sales, business, and life. Having created sales coaching systems that have revolutionized the way people achieve business results. Through his businesses, universities, and YouTube channels, Matt helps people get better in minutes, where normally they had struggled for years.

Sales is hard. Matt Easton makes it a whole lot easier, more predictable, less stressful, and more fun. Skip the guesswork, trial-and-error, and never-ending cycle of trying to figure everything out yourself. And instead, grow your sales with a proven step-by-step system for closing the deal. (not hopes and prayers).

• [00:00] Welcome to the show!
• [08:20] Meet Matt Easton
• [08:26] Easton University Sales Coaching
• [14:30] Getting Leads Through Sales
• [15:42] Asking The Right Questions
• [20:07] Answering the ROI Question
• [28:56] Next Step Obsessed
• [30:43] Power Emails
• [35:37] Proactive Search For Clients
• [52:06] Connect with Matt
• [54:01] Outro

"Everything that is worth something, getting a new client, getting a first date, getting married, getting a promotion, getting a loan for your business, everything in life that matters has this in common: When you slow down in the beginning, you will speed up the result in the end." - Matt Easton

"You're not in the creative business. You're not in the video production business. You're in the awareness business. You're in the omnipresence business. You're in the driving businesses forward business." - Matt Easton

"If you are truly in business, your business methodology should not need you to be friends with anybody. Amateurs make friends with people. Amateurs ask their friends if they have any work. Professionals are able to have one-sided conversations, and that conversation is about the gosh darn client." - Matt Easton

"You guys are in the business of helping the world grow, okay? So that should be something you're very proud of. And that should motivate you to get out of bed." - Matt Easton

Find Matt Easton online

Follow Matt Easton on Instagram | TikTok | YouTube

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In this solo episode, Ryan Koral shares encouragement and insights for video business owners facing challenges in the current industry landscape. He emphasizes the importance of community, adaptability, and maintaining an abundance mindset. Ryan also discusses the value of investing in yourself through coaching and mastermind groups to grow your business.

• Building a community of fellow video professionals is crucial for growth and support
• Be open to experimenting with new strategies if old methods aren't working
• Focus on providing value and authenticity in your video work
• Consider investing in coaching or mastermind groups to accelerate your business growth

• [00:00] Welcome to the show!
• [05:52] Be Open To New Things
• [10:59] Having a Community
• [12:42] Handling Competition and Fear
• [17:02] 10xFILMMAKER Community
• [20:00] Mastermind
• [24:33] Outro

"Most of us get into this work because we love it so much. Uh, some of us feel called into this work."

"Living open handedly, I think has been like one of the most freeing and satisfying things that I've done."

"People who pay pay attention. So when there's money on the line, you're, you're more likely to do the thing."

"I'm a firm believer that if you feel called to this work, uh, it is your responsibility to figure out how to keep doing it and how to do it well and how to create predictability and how to be profitable."

Find out more about 10xFILMMAKER  

Find out more about the Mastermind 

Join the Grow Your Video Business Facebook Group 

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In this episode of the show, negotiation expert John Lowry reveals how mastering the art of negotiation can transform your video production business. He shares practical strategies for managing yourself in negotiations, creating win-win scenarios, and ensuring client satisfaction beyond just delivering a great product. John's insights and real-world examples demonstrate how effective negotiation skills can lead to better deals, stronger client relationships, and significant business growth.

• Negotiation is a fundamental skill used daily in video production, from client interactions to problem-solving on set

• Effective negotiation involves managing yourself, balancing competitiveness with cooperation, and being clear about your intentions

• Look beyond monetary terms in negotiations; consider how clients can help you achieve broader business goals

• Client satisfaction depends on three key factors: the product, the process, and how you manage people throughout the project

John Lowry is a recognized authority on negotiation through his experience as a lawyer, business consultant, entrepreneur, negotiation coach, and university administrator. His results-focused, systematic approach to negotiation has been successfully implemented by thousands of professionals across the United States. He is the author of Negotiation Made Simple, a top selling business book on Amazon published by HarperCollins. He is also a sought after conference and corporate event speaker having served organizations such as UPS, Pinnacle Financial Partners, HCA, LexisNexis, Colliers, American Excess Insurance Exchange, American Legal Connections, and the American Society of Civil Engineers. 

John serves as co-founder and principal of Thrivence, a management consulting firm based in Nashville, TN. In addition to guiding the firm, John counsels clients on strategy, revenue growth, leadership development, and conflict management. He also serves as president of The Lowry Group, LLC (“TLG”). At TLG, he provides negotiation training and coaching for governmental entities, major insurance companies, law firms, health care organizations, and other businesses. John is regularly engaged as settlement counsel by parties in litigation and has successfully negotiated the resolution of hundreds of lawsuits over the past decade.

• [00:00] Welcome to the show!
• [07:36] Meet John Lowry
• [08:17] Negotiation
• [14:28] Negotiation Made Simple Book
• [15:04] Manage Yourself
• [17:00] Competitive and Cooperative
• [18:10] Be Willing to Forgive
• [18:39] Be Crystal Clear
• [19:47] Negotiation In Action Examples
• [40:23] Satisfaction
• [45:14] Connect with John
• [46:31] Outro

"The most important thing that you can learn how to manage is yourself." - John Lowry

"If you manage the process really well and you treat the people really well, it's amazing to me how many times people will forgive a glitch in the product." - John Lowry

"I want the good people to win in this world and so I'm excited to come alongside them and help them figure out how to win whatever that looks like." - John Lowry

 Find John Lowry online

Negotiation Made Simple. by John Lowry

Listen to the Negotiation Made Simple podcast

Follow John Lowry on Facebook

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Check out the full show notes

In this episode of the show, Legendary Art Center professor and business coach Errol Gerson shares his wisdom from 50+ years of teaching and mentoring creatives. He reveals powerful strategies for overcoming imposter syndrome, standing out in a crowded market, and achieving success through mindset shifts and gratitude practices. Errol's inspiring stories and practical advice will motivate video business owners to embrace their role as storytellers and take their careers to new heights.

• Change your perspective: "If you change the way you look at things, the things you look at will change."
• Success is a choice, not chance: Create opportunities by putting yourself out there and standing out from the crowd.

• Embrace gratitude daily: Developing a "gratitude attitude" can transform your outlook and lead to greater success.

• Reframe your identity: You're not just a videographer, you're a storyteller - this mindset shift can open new doors and opportunities.

Errol was born and raised in South Africa and left in 1966 to study at USC majoring in Accounting undergrad and Finance and Management at the MBA level, also at USC. He worked in public accounting for 6 years before founding his own accounting and Business mgmt firm for over 20 years. Since then he has practiced as a strategic financial and management consultant and has taught entrepreneurship for 49 years at the Art Center College of Design.

He is now doing online (Zoom, etc.) financial consulting with businesses across the globe, and he counsel and coach group of 10-15 businesses to teach and answer specific questions about income tax (if in the U.S.) or strategic financial planning and decision making, break-even analysis, and setting specific sales goals that reach break-even.

• [00:00] Welcome to the show!
• [04:01] Meet Errol Gerson
• [05:19] Journey to Teaching Business
• [07:28] Understand Your Audience
• [09:44] Changing Your Perspective
• [10:43] Getting Yourself Out There
• [19:42] An Eighth of an Inch
• [30:53] Believing In Yourself
• [40:29] Seek First to Understand
• [46:40] Connect with Errol
• [47:51] Outro

 "If you change the way you look at things, the things you look at will change." - Errol Gerson

"Success is not chance, it's choice." - Errol Gerson

"Smile: Small Movement that Improves your Life Every day." - Errol Gerson

"Your clients change lives. They're storytellers and storytellers are gifted people." - Errol Gerson

"If it doesn't challenge you, it won't change you." - Errol Gerson

Find Errol Gerson online

Connect with Errol Gerson on LinkedIn

Find out more about the Mastermind

Join the Grow Your Video Business Facebook Group 

Follow Ryan Koral on Instagram

Follow Grow Your Video Business on Instagram

Check out the full show notes

In this episode of the podcast, discover how to keep more of your hard-earned money with CPA and tax strategist Amanda Han. Learn game-changing strategies for video business owners, including the benefits of S-corps, smart write-offs, and using real estate to build wealth. Amanda shares practical tips to transform your approach to taxes and finance, helping you maximize profits and minimize stress.

• Learn how transitioning to an S-corp could significantly reduce your tax bill and save you thousands
• Discover often-overlooked tax write-offs for video professionals, including strategies for travel expenses
• Explore how real estate investments can boost your wealth-building efforts and provide tax advantages
• Understand the importance of regular bookkeeping and finding the right CPA to support your business goals

Amanda Han & Matt MacFarland are CPAs and tax strategists who specialize in helping people use real estate to save massive amounts in taxes and keep their hard earned money. They help educate investors on how to maximize tax write-offs, legal entity strategies, tax-efficient ways to access profit, how to use 401K money for real estate, and much more.

They are authors of the highly rated book Tax Strategies for the Savvy Real Estate Investor and they have been featured in prominent publications including the Forbes Finance Council,  Money Magazine, Talks at Google,  CNBC’s Smart Money Talk Radio as well as the BiggerPockets podcasts.

Today, Amanda & Matt have helped thousands of investors nationwide to save on taxes with proactive tax planning.

• [00:00] Welcome to the show!
• [05:52] Meet Amanda Han
• [11:31] Write-Offs
• [21:39] S-Corp Versus LLC
• [35:08] Record-Keeping
• [38:30] Real Estate
• [47:01] Connect with Amanda
• [49:55] Outro

"It's not about how much money you make, it's about how much of it you actually get to keep." - Amanda Han, quoting Robert Kiyosaki

"Saving more money really is the same as making more money. When you save in taxes, that's the easiest money you can make because it was already your money to begin with." - Amanda Han

"We don't spend money for the write-off. The best way to do is to take a look at what we are already spending money on anyways, and say, how can I make sure this is a legitimate write-off?" - Amanda Han

"What got you here won't get you there." - Ryan Koral, discussing business growth and the need for fresh strategies

"I always look at what can we document before the trip, before that transaction, so that if it were to be questioned, I have a legitimate way to say, well, yeah, I spent $5,000 on that trip because I had these requests from these clients." - Amanda Han, on properly documenting business expenses

 Find Amanda Han online

Follow Amanda Han on Instagram

Access the free Tax Savings Toolkit

Find out more about 10xFILMMAKER  

Join the Grow Your Video Business Facebook Group 

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Follow Grow Your Video Business on Instagram

Check out the full show notes

In this episode of the podcast, John Bilski shares his journey from wedding videographer to multi-brand video entrepreneur, specializing in both wedding and education sectors. He discusses strategies for breaking into the education market, the importance of face-to-face networking, and how to build separate brands for different niches. John also offers inspiring advice on finding fulfillment in your work and taking bold steps to grow your video business.

• Diversify your video business by creating separate brands for different niches
• Break into the education market through relationship-building and face-to-face networking
• Leverage your passion and unique perspective to stand out in competitive markets
• Focus on work that truly fulfills you - success and financial rewards will follow

John started in video production as an assistant editor at $8 an hour in 2002. Now, 22 years later, he runs his own production company he started with a love for evoking emotion through film. He’s also ruggedly good looking - LOL 

• [00:00] Welcome to the show!
• [05:52] Meet John Bilski
• [07:41] Mastermind
• [10:06] John's Journey To Video
• [13:10] Education Video Clients
• [31:58] Handling Multiple Niches
• [38:32] John's Encouragement
• [44:22] Outro

"If you can get somebody to cry, that's our goal." - John Bilski, on creating emotional impact in videos

"Practice what you preach at a certain point. And so I've tried to make it a goal of mine to start a YouTube channel very soon." - John Bilski, discussing the importance of personal branding

"What got you here won't get you there." - Ryan Koral, on the need to evolve business strategies for continued growth

Follow High Tide Media on Instagram

Follow Bilski Productions on Instagram

Follow Edu Films on Instagram

Follow John Bilski on Instagram | Facebook

Find out more about 10xFILMMAKER  

Find out about the Studio Sherpas Mastermind

Join the Grow Your Video Business Facebook Group 

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Follow Grow Your Video Business on Instagram

Check out the full show notes

Bradley Hamner, Founder and CEO of BlueprintOS, shares his journey from being a workaholic entrepreneur to becoming the architect of his business. He emphasizes the importance of creating systems and processes to upgrade the operating system of a business. 

Bradley discusses the common belief that entrepreneurs must do everything themselves and highlights the need to train and delegate to a team. He also emphasizes the mindset, skillset, and toolset required to transition from being the rainmaker to the architect of a business. 

Becoming the architect of your business involves five milestones: having a business generating over a million dollars in revenue, achieving a ratio of 40 or above between year-over-year growth and profitability, taking 12 weeks off in a year, having an executive assistant to buy back your time, and installing an operating system that exists independently of you. 

Working on your business, not just in it, is crucial for growth. Standardizing processes and documents in the business is important for creating a culture of design and intentionality. Implementing ideas is key to creating real change.

• Upgrade the operating system of your business by creating systems and processes.
• Train and delegate to a team to avoid being the bottleneck in your business.
• Adopt the mindset of an architect and design the systems that will run your business.
• Acquire the necessary skills and tools to effectively manage and scale your business. 
• Working on your business, not just in it, is essential for growth and success.
• Standardizing processes and documents in the business creates a culture of design and intentionality.
• Implementing ideas and taking action is crucial for creating real change in your business.

Bradley started his first business in 2009 with no customers, no leads, and very little cash but he did have a desire to win and succeed. After working around the clock for 5 years, Bradley had a health scare in his 30s. Knowing something had to change, he focused on building his leadership first, and then he began “architecting” his business to work for him.

This led him to designing the ultimate operating system for business owners - BlueprintOS. This framework has empowered business owners to move successfully from rainmaker to architect in their business.

Now, Bradley is a Business Growth Coach, certified Value Builder, and host of the Above The Business Podcast. Each week, he shows other entrepreneurs & business owners how to install the systems, processes, and routines their business needs to grow and scale. 

The ultimate outcome? Business owners have a successful business that creates the freedom and flexibility they desired from the start.

• [00:00] Welcome to the show!
• [06:48] Meet Bradley Hamner
• [07:58] BluePrintOS
• [11:11] The Architect of Your Business
• [27:36] The Five Milestones
• [32:48] On, In, And Above
• [49:52] Connect with Bradley
• [51:03] Outro

"The business got bigger to the point to where then the business got bigger than me and started to sling me around." - Bradley Hamner

“What I was really doing is I was transitioning myself from being the rainmaker to where like it was all dependent upon me to really I started to become the architect of the business.” - Bradley

“It’s really about working on your business and not just in your business.” - Ryan Koral

“There are times that we need to get above the business. And I would even share with someone that listening to a podcast, going to a conference as an example, going to a strategic coach, those are times I wasn't working on that business. I was working above my business.” - Bradley

Learn more about the BlueprintOS Assets

Find Bradley Hamner online

Follow Bradley Hamner on Instagram | Facebook

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In this episode of the Grow Your Video Business Show, we're tackling three game-changing strategies for video professionals looking to level up their business. We dive into the power of offering strategic workshops to clients, explore effective ways to find work and promote yourself, and unpack the nitty-gritty of retainers, contracts, and partnerships. Whether you're a seasoned pro or just starting out, this episode is packed with actionable advice to help you build stronger client relationships, create consistent income streams, and position yourself as a sought-after video partner. 

•  Offering Workshops
  • The power of strategic planning sessions with clients
  • How to package and price your workshops
  • Using workshops to land bigger projects

• Finding Work and Self-Promotion
  • Tips for showcasing your best work
  • Strategies for reaching ideal clients
  • Balancing different types of projects

• Retainers, Contracts, and Partnerships
  • The importance of written agreements
  • Structuring retainer deals for consistent income
  • Navigating business partnerships

• [00:00] Welcome to the show!
• [04:40] Offering a paid workshop
• [21:05] Finding work and promoting brand
• [38:50] Retainer contracts
• [01:02:00] Outro

"The magic word is start. Go ugly early. Like don't just get out of your head. Just do the thing." - Ryan Koral

"People are more invested when they're paying money, right? So there's this feeling that they're already showing up to the table with like pen in hand and like ready for you to lead them versus somebody that's in interviewing you to figure out if they want to hire you." - Ryan Koral

Find out more about 10xFILMMAKER  

Find out more about the Onward Summit

Join the Grow Your Video Business Facebook Group 

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Follow Grow Your Video Business on Instagram

Check out the full show notes

Robert Teegarden, owner of Create Your Own Path Productions, shares his journey into running a video business and the importance of creativity in society. He discusses the role of creatives in shedding light on different perspectives and telling stories. 

Robert emphasizes the need for creatives to respond to the needs of the world and act on their ideas. He also highlights the value of consistent practice and getting the reps in to improve one's craft. Robert’s work today focuses on small business video marketing and production in the health and wellness and music niches. 

The conversation explores the importance of consistent and high-quality visual communication in building brand value and perception. It emphasizes the need for creatives to understand the business side of their work and translate their creativity into tangible ROI for clients. The concept of repurposing content and creating a suite of services is discussed as a way to maximize value for clients. 

The conversation also highlights the power of behind-the-scenes content in humanizing brands and building authentic connections with consumers. The key takeaway is to focus on the purpose and joy of being a creative and to remember the impact and value of the work being done.

• Creatives have a unique role in society to shed light on different perspectives and tell stories.
• Responding to the needs of the world and acting on creative ideas is essential.
• Consistent practice and getting the reps in are crucial for improvement.
• Small business video marketing and production can be focused on specific niches like health and wellness and music. Consistent and high-quality visual communication is crucial for building brand value and perception.
• Creatives need to understand the business side of their work and translate their creativity into tangible ROI for clients.
• Repurposing content and creating a suite of services can maximize value for clients.
• Behind-the-scenes content is powerful in humanizing brands and building authentic connections with consumers.
• Focus on the purpose and joy of being a creative and remember the impact and value of the work being done.

Robert is a life-long creative. He started as a musician and has traveled the world performing as a vocalist and bassist. He has a Masters and undergraduate in Music Business and worked in the industry for 15 years. 

In his early 30s, he left his corporate job and started making short films and the rest is history. He has been the creative alongside Ron "Boss" Everline, Kevin Hart's personal trainer and business partner, and worked with several multinational brands like Chase, Yamaha, Easton Sports Cellucor and more.

• [00:00] Welcome to the show!
• [04:19] Meet Robert Teegarden
• [07:51] A Creative's Role In Society
• [11:51] Robert's Journey Into Production
• [23:40] Maximize Value For Your Client
• [39:41] Connect With Robert
• [40:27] Outro

“We occupy a very specific role in society and we have this need and ability to be able to kind of make sense of the world around us. And having that understanding that your work matters and the stories that you're telling matter and your ability to do that is a skill set that not very many people have.” - Robert Teegarden

“We have a role and a purpose, and it’s to be able to shed light on these things, the nuance of what life, society, and culture is. And I don’t think that that’s a job set for just every person to have. It’s a very specific way that you have to view those things. It’s a gift, really. It’s a privilege to be able to do it.” - Robert

"You talk about there being a need in the world and, as creatives, some of us see that need and then respond to that need.” - Ryan Koral

“I think a huge Cardinal sin is like you have these beautiful spaces that you create as a small business and then you just don't have the communication, the outbound communication to back that up." - Robert

Get your copy of the Video Marketing Playbook

Find Robert Teegarden online

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Join the Grow Your Video Business Facebook Group 

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Check out the full show notes

In this episode, Ryan and Rory Clark discuss the importance of customer intimacy in sales and marketing. They emphasize the need to genuinely connect with customers, ask the right questions, and listen actively. Rory shares his expertise in customer development and highlights the three key phases: customer attraction, customer creation, and customer satisfaction. He also explains the power of video in creating a high-touch customer experience. The conversation provides valuable insights for entrepreneurs and creatives looking to improve their sales strategies.

• Customer intimacy is a powerful strategy that beats AI and technology-driven approaches.
• To connect with customers, genuinely listen to them and ask the right questions.
• The three key phases of customer development are customer attraction, customer creation, and customer satisfaction.
• Video is a highly effective tool for creating a high-touch customer experience.
• Focus on customer intimacy and provide a personalized and exceptional customer experience.

Rory J. Clark is the creator and innovator of FOCUS SELLING®, a breakthrough performance  system which has helped countless executives around the world to exceed performance  expectations. He inspires excellence in leadership, teamwork, and performance through the renovation of individual mindsets. 

For more than four decades, executives in over two hundred organizations, on six continents, and in over thirty countries, have learned from Rory. In addition, they have taught Rory how to turn FOCUS SELLING® into a competitive weapon.

Rory’s experience includes leadership positions in marketing, sales, recruiting, and training in organizations such as CBS and ABC Radio, Wilson Learning Corporation, and the Dale Carnegie Institute. He is an expert in selling, in instruction, and in curriculum design.

• [00:00] Welcome to the show!
• [03:50] Meet Rory Clark
• [05:28] Building a StoryBrand
• [09:28] A Sale From Start to Finish
• [11:09] Adjusting to Social Styles
• [11:29] Connecting Intentionally
• [11:57] Uncovering
• [35:54] Phases of Customer Development
• [40:39] Connect with Rory
• [41:40] Outro

“In 1984, which is 40 years ago – probably when I got my AOL address – there was a book called Megatrends. And the author of the book said… the more high tech we get, the more high touch will be required. Well, now that's on steroids, right?” – Rory Clark

“If you're great at customer intimacy, that beats AI hands down because people are sick of interacting with it. They're sick of not getting to talk to a person.” - Rory

“Be creative in your craft, but find a system that works for you when it comes to selling and marketing and all those things.” - Ryan Koral

Find Rory Clark and Focus Selling online

Email Rory Clark: [email protected]

Find out more about the Onward Summit 

FREE Workshop Available "How to Consistently Earn Over $100k Per Year in Video Production While Working Less Than 40 Hours Per Week"

Join the Grow Your Video Business Facebook Group 

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In this special 400th episode of the Grow Your Video Business show, host Ryan Koral reflects on the journey since launching the podcast in early 2016. Originally started with co-founder Matt Davis, Ryan shares memorable moments, the evolution of the show, and the importance of community and support in overcoming struggles. He expresses gratitude to listeners, team members, and supporters who have made the show possible. Tune in for a heartfelt look back at eight years of podcasting, personal growth, and the powerful impact of community. 

• The journey up to, and what it means to celebrate the 400th episode.
• Expressions of gratitude to loyal listeners.
• Reflection on the show’s origins and growth.
• Community highlights and a transformative 2016.
• Thankful to key contributors and the global audience.

• [00:00] Welcome to the show!
• [00:48] Celebrating 400 Episodes
• [01:25] How It All Started
• [03:12] The First Episode Ever
• [10:58] Community
• [22:21] Thank yous
• [31:39] Outro

“My heart is just so thankful for you for being with me.”

“We both (me and Matt Davis) were speaking at events for filmmakers and we both loved education and we both like a microphone, so we just thought it would be really fun. And we did it. And that's where Studio Sherpas was launched.”

“As I reflect on all 400 episodes, all of the ups and downs and, you know, so many highs and so many lows, the thing that still rings true today as what I think is the most important is community.”

“It’s amazing the opportunities I’ve gotten just by having a show. The people that have said yes to be on this show… these people wouldn’t have a conversation with me if I didn't have a podcast.” 

Find out more about the Onward Summit

Join the Grow Your Video Business Facebook Group 

Follow Ryan Koral on Instagram

Follow Grow Your Video Business on Instagram

Check out the full show notes