value proposition

You will never make it by taking shortcuts. Today, Alex (@AlexHormozi) highlights the success in improving existing business models rather than pursuing new ones, cautioning against diving into unfamiliar niches. The episode underscores the significance of perseverance, hard work, and mastering various skills for long-term success in entrepreneurship.

Welcome to The Game w/Alex Hormozi, hosted by entrepreneur, founder, investor, author, public speaker, and content creator Alex Hormozi. On this podcast you’ll hear how to get more customers, make more profit per customer, how to keep them longer, and the many failures and lessons Alex has learned on his path from $100M to $1B in net worth.

Timestamps:

(1:20) - The value of doing better, not necessarily new

(4:17) - Reality of building a successful business

(6:45) - Dangers of rushing success

(8:33) - Misconceptions of quick entrepreneurial success

(10:55) - The importance of practical experience over theory

Follow Alex Hormozi’s Socials:

LinkedIn  | Instagram | Facebook | YouTube  | Twitter | Acquisition 

(This episode is a re-run. Original airdate was on March 15, 2022)

I've been saying this for 20 years: try different shit. It's important to challenge yourself, whether that means experimenting with new content pillars or stepping outside of your comfort zone in your personal life. It is easy to fall into a rut when you have something that works, but if you try enough new things, you'll find paydirt.
On today's episode of the podcast, I'm sharing a 4Ds session that I recently held. I sat down with business owners and entrepreneurs to help take their businesses to the next level. I hope you enjoy it!

April Dunford is a speaker, mentor, podcaster, best-selling author, and beloved returning guest to the show. Last year, she joined me on the pod to discuss product positioning and differentiated value. Today, April offers invaluable insights from her latest book, Sales Pitch: How to Craft a Story to Stand Out and Win. We go deep on the art of effective pitching and selling, and April shares the specific framework she’s used to successfully pitch products at companies like Google, IBM, Postman, and Epic Games. Together we discuss:

• Tactical advice on pitch creation and testing

• Real-life examples of companies transforming their narratives into successful sales strategies

• How to combat customer inaction

• How to become your prospect’s guide in their buying journey

• The importance of differentiated value

• Marketing’s role in the process

• Why you should avoid FOMO as a sales strategy

• Tips for handling objections

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Brought to you by Composer—the AI-powered trading platform | Eppo—Run reliable, impactful experiments | LinkedIn Ads—Reach professionals and drive results for your business

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Find the full transcript at: ⁠https://www.lennyspodcast.com/a-step-by-step-guide-to-crafting-a-sales-pitch-that-wins-april-dunford-author-of-obviously-awesom/⁠

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Where to find April Dunford:

• Website: https://www.aprildunford.com/

• LinkedIn: https://www.linkedin.com/in/aprildunford/

• Newsletter: https://aprildunford.substack.com/

—

Where to find Lenny:

• Newsletter: https://www.lennysnewsletter.com

• X: https://twitter.com/lennysan

• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/

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In this episode, we cover:

(00:00) April’s background

(03:46) Fixing poor positioning with storytelling at Help Scout

(12:22) Pitch components: setup and differentiated value

(14:13) Wrapping up the sales pitch

(15:56) Handling objections effectively

(19:13) Understanding buyer’s mindset and market perception

(25:46) Avoiding FOMO as a sales strategy

(29:28) Lenny’s stressful experience buying community forum software for Airbnb

(31:04) Empowering champions within client businesses

(34:36) Who this framework is useful for

(36:38) Advice on working cross-functionally

(38:59) Differentiated value defined with examples

(44:16) Selling with calm confidence

(46:19) Qualifying leads

(48:31) April’s thoughts on category creation

(53:05) Geoffrey Moore’s “bowling pin strategy”

(55:21) Conclusion of the setup phase: sharing the perfect world

(57:11) The follow-through: differentiated value with proof and objection refutation

(1:00:21) Why sales pitches fail

(1:01:30) Best practices for pitch testing

(1:05:32) General timeline for positioning and pitch creation

(1:06:50) Marketing’s role in the process

(1:08:38) The impact of developing a killer sales pitch

(1:10:39) Andy Raskin’s positioning framework

(1:15:50) Lightning round

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Referenced:

•April Dunford on product positioning, segmentation, and optimizing your sales process: https://www.lennyspodcast.com/april-dunford-on-product-positioning-segmentation-and-optimizing-your-sales-process/

• A Quickstart Guide to Positioning: https://www.lennysnewsletter.com/p/positioning

• Obviously Awesome: How to Nail Product Positioning So Customers Get It, Buy It, Love It: https://www.amazon.com/Obviously-Awesome-Product-Positioning-Customers/dp/1999023005

• Sales Pitch: How to Craft a Story to Stand Out and Win: https://www.amazon.com/Sales-Pitch-Craft-Story-Stand-ebook/dp/B0CHY6BNDN

• Help Scout: https://www.helpscout.com/

• Mastering Jobs Theory with Bob Moesta: https://www.positioning.show/mastering-jobs-theory-with-bob-moesta/

• The ultimate guide to JTBD | Bob Moesta (co-creator of the framework): https://www.lennyspodcast.com/the-ultimate-guide-to-jtbd-bob-moesta-co-creator-of-the-framework/

• Salesforce: https://www.salesforce.com/

• Salesforce Completes Acquisition of Sales-Enablement Company LevelJump: https://www.salesforce.com/news/stories/leveljump-and-salesforce/

• How to become a category pirate | Christopher Lochhead (author of Play Bigger, Niche Down, Category Pirates, more): https://www.lennyspodcast.com/how-to-become-a-category-pirate-christopher-lochhead-author-of-play-bigger-niche-down-category/

• Siebel: https://docs.oracle.com/en/applications/siebel/index.html

• Qualtrics: https://www.qualtrics.com/

• Bowling Pin in Product Development: https://www.linkedin.com/pulse/bowling-pin-product-development-ashok-das/

• Inside the Tornado: Strategies for Developing, Leveraging, and Surviving Hypergrowth Markets: https://www.amazon.com/Inside-Tornado-Strategies-Developing-Hypergrowth/dp/B000AAN4VM

• The power of strategic narrative | Andy Raskin: https://www.lennyspodcast.com/the-power-of-strategic-narrative-andy-raskin/

• La Product Conf: https://www.laproductconf.com/

• Thiga: https://www.thiga.co/

• The JOLT Effect: How High Performers Overcome Customer Indecision: https://www.amazon.com/JOLT-Effect-Performers-Overcome-Indecision/dp/0593538102

• The Challenger Sale: Taking Control of the Customer Conversation: https://www.amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/1591844355

• The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results: https://www.amazon.com/Challenger-Customer-Selling-Influencer-Multiply/dp/1591848156

• Positioning: The Battle for Your Mind: https://www.amazon.com/Positioning-Battle-Your-Mind-Anniversary/dp/0071359168

• Parasite on Amazon Prime: https://www.amazon.com/Parasite-English-Subtitled-Kang-Song/dp/B07YM14FRG

• Snowpiercer on Netflix: https://www.netflix.com/title/70270364

• Lamy AL-star fountain pen: https://www.amazon.com/Lamy-Al-Star-Fountain-Graphite-L26F/dp/B000R309UQ

• Muji gel pens: https://www.amazon.com/Muji-Point-Black-0-38mm-Japan/dp/B01N8QNC59

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Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com.

—

Lenny may be an investor in the companies discussed.

Brought to you by Jira Product Discovery—Atlassian’s new prioritization and roadmapping tool built for product teams

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Oji Udezue is Chief Product Officer at Typeform and has held leadership roles at Twitter (Head of Product for Creation and Conversation), Calendly (CPO), and Atlassian (Head of Product for communication tools). He is well-known for bringing a product-led-growth (PLG) mindset to the companies he joins. Additionally, Oji mentors startups, is a Managing Partner at the Kernel Fund, and writes online about product management. In this episode, we discuss:

• Oji’s “Where to Fish to Land a Unicorn” and “Zone of Benefit” frameworks

• Why you need to find the “sharpest” problem

• How to operationalize continuous customer discovery

• Tips on optimizing onboarding flows

• Freemium vs. gated offerings in PLG

• Tactical strategies for making your product more viral

• The concept of “forest time” and how it can provide clarity in your work

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Find the transcript for this episode and all past episodes at: https://www.lennyspodcast.com/episodes/. Today’s transcript will be live by 8 a.m. PT.

—

Where to find Oji Udezue:

• Twitter/X: https://twitter.com/ojiudezue

• LinkedIn: https://www.linkedin.com/in/ojiudezue/

• Substack: https://substack.com/@ojiudezue

—

Where to find Lenny:

• Newsletter: https://www.lennysnewsletter.com

• Twitter/X: https://twitter.com/lennysan

• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/

—

In this episode, we cover:

(00:00) Oji’s background

(03:38) Oji’s “Where to Fish to Land a Unicorn” framework

(05:26) Workflow quadrants

(09:30) How product people can push frequency 

(12:28) Oji’s “Zone of Benefit” framework

(14:49) How to find your ICPs

(15:33) ICPs at Twitter

(20:20) Oji’s philosophy on frameworks

(22:31) Oji’s upcoming book

(24:34) An explanation of “sharp problems”

(28:31) Signs your problem is “sharp enough”

(31:17) Discovery vs. continuous conversations

(35:08) Customer listening

(38:31) Onboarding fundamentals

(43:49) Activated user milestones

(45:47) The power of network effects

(50:15) An explanation of virality and how to increase it

(56:32) How to use “forest time” to zoom out and see problems in a new way

(1:00:53) Lessons from Oji’s time at Bridgewater Associates

(1:05:07) Why R&D teams need a larger system beyond Agile and design

(1:06:57) Lightning round

—

Referenced:

• Where to fish to land a unicorn: https://ojiudezue.medium.com/where-to-fish-to-land-a-unicorn-in-b2b-saas-9bc93c96152c

• Coda: https://coda.io/

• Atlassian: https://www.atlassian.com/

• Finding high-frequency customers (use cases): https://ojiudezue.medium.com/finding-high-frequency-customers-use-cases-53773a753bb5

• Evernote: https://evernote.com/

• Industry PM conference: https://www.industryconference.com/

• Typeform: https://www.typeform.com/

• Build better products with continuous product discovery | Teresa Torres: https://www.lennyspodcast.com/videos/build-better-products-with-continuous-product-discovery-teresa-torres/

• Pendo: https://www.pendo.io/

• Amplitude: https://amplitude.com/

• Dan Hockenmaier on Twitter: https://twitter.com/danhockenmaier

• Seth Godin’s blog: https://seths.blog/

• A key ritual: Forest time: https://ojiudezue.substack.com/p/a-key-ritual-forest-time

• Principles: https://www.principles.com/

• Dot Collector: https://principlesus.com/dot-collector-real-time-feedback/

• The Halo Effect: . . . and the Eight Other Business Delusions That Deceive Managers: https://www.amazon.com/Halo-Effect-Business-Delusions-Managers/dp/1476784035/

• Dune: https://www.amazon.com/Dune-Penguin-Galaxy-Frank-Herbert/dp/0143111582

• Foundation: https://www.amazon.com/Foundation-3-Book-Boxed-Set-Empire/dp/0593499573

• Foundation on AppleTV+: https://tv.apple.com/us/show/foundation/umc.cmc.5983fipzqbicvrve6jdfep4x3

• Unlox: https://unlox.it/

—

Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com.

—

Lenny may be an investor in the companies discussed.

“You can either be right or you can be rich.” In this episode, Alex (@AlexHormozi) discusses the Value Equation, a concept that can help businesses charge heinous amounts of money for their products or services. The episode includes tips on increasing the perceived likelihood of achievement, decreasing time delay, and decreasing effort and sacrifice to create more value for the customer.

Welcome to The Game w/Alex Hormozi, hosted by entrepreneur, founder, investor, author, public speaker, and content creator Alex Hormozi. On this podcast you’ll hear how to get more customers, make more profit per customer, how to keep them longer, and the many failures and lessons Alex has learned on his path from $100M to $1B in net worth.

Get your own copy of the book at acquisition.com/books

Timestamps:

(0:40) - Value Equation & Free Goodies

(9:59) - Dream Outcome

(13:20) - Perceived Likelihood of Achievement

(14:47) - Time Delay

(18:13) - Effort and Sacrifice

(20:18) - How the Value Equation is Used

Follow Alex Hormozi’s Socials:

LinkedIn  | Instagram | Facebook | YouTube  | Twitter | Acquisition

"Don't think short, think long, and you'll make long money." Today, Alex (@AlexHormozi) shares 10 steps to get your first five customers for your business, without spending any money. He emphasizes the importance of personalization and building relationships with potential customers, and provides a framework for reaching out to leads.

Welcome to The Game w/Alex Hormozi, hosted by entrepreneur, founder, investor, author, public speaker, and content creator Alex Hormozi. On this podcast you’ll hear how to get more customers, make more profit per customer, how to keep them longer, and the many failures and lessons Alex has learned on his path from $100M to $1B in net worth.

Timestamps:

(1:00) - #1-2: Gather list from contacts; Choose messaging platform,

(3:09) - #3-4: Personalize your message; Reach out to 100 people daily

(5:06) - #5-6: Ask for referrals; Offer free service

(7:06) - #7-8: Charge after feedback, referrals; Stay engaged with outreach.

(13:34) - #9-10: Provide value, keep warm relationships; let customers solicit you.

Follow Alex Hormozi’s Socials:

LinkedIn  | Instagram | Facebook | YouTube  | Twitter | Acquisition 

Selling products, ideas or even yourself is a task that can feel daunting, or maybe even a little uncouth for some people. But Colin Coggins, author and adjunct professor at USC’s Marshall School of Business, believes that anyone can learn the skills needed to sell anything – and that you already have more “sales” experience than you think. Colin shares why he believes that the best salespeople defy the expectations of what society thinks of as a successful salesperson, how self-awareness can help you achieve your goals and why learning the art of selling could teach you a lot about life in general. For the full text transcript, visit go.ted.com/BHTranscripts

“Figure out the person you can provide the absolute most value to.” Today, Alex (@AlexHormozi) shares with us the seven things that entrepreneurs can sell, both in physical and digital formats. He also shares his framework for choosing a product or service to sell, as well as his approach to scaling and making it profitable.

Welcome to The Game w/Alex Hormozi, hosted by entrepreneur, founder, investor, author, public speaker, and content creator Alex Hormozi. On this podcast you’ll hear how to get more customers, make more profit per customer, how to keep them longer, and the many failures and lessons Alex has learned on his path from $100M to $1B in net worth.

Timestamps:

(0:56) - Types of services and products in physical and digital worlds

(4:24) - Choosing which one to sell

(7:28) - Transferable skills and experiences for career development

(12:19) - The Delivery Cube Framework

(15:35) - Maximizing value in product sales

Follow Alex Hormozi’s Socials:

LinkedIn | Instagram | Facebook | YouTube | Twitter | Acquisition

Today's episode of the GaryVee Audio Experience is a throwback 4Ds episode from last year! We discuss branding, customer support, technology, and business growth. We explore why brand development is crucial, how Web 3.0 impacts customer support, and the challenges of growing certain businesses. We also highlight the common mistake people make with new technology and emphasize the importance of simplicity.

Enjoy! Drop me some feedback here on Spotify or Apple Reviews!

How to Buy VeeCon 2023 Tickets: www.garyvee.com/VeeConTickets2023

My website: www.garyvaynerchuk.com

Check out my new NFT project: veefriends.com

Join the VeeFriends Discord: https://discord.gg/veefriends

Tweet Me! @garyvee

Text Me! 212-931-5731

My Newsletter: garyvee.com/newsletter

The difference between good and great is 10 times the effort. Today, join Alex (@AlexHormozi) as he guests on Lewis Howes’ Show to discuss the importance of obsessing over product quality instead of just focusing on promotion. He also touches on the value equation, the root of his ambitions, and more. This is part 1 of the interview.

Welcome to The Game w/Alex Hormozi, hosted by entrepreneur, founder, investor, author, public speaker, and content creator Alex Hormozi. On this podcast you’ll hear how to get more customers, make more profit per customer, how to keep them longer, and the many failures and lessons Alex has learned on his path from $100M to $1B in net worth.

Check out the episode on Lewis Howes’ YouTube Channel!

Timestamps:

(2:37) - Understanding money & improving product

(13:31) - Increasing rates, beating down ego & dad

(33:26) - Winning the financial game

(40:54) - Money, power, and glory

(56:24) - Billionaire wealth distribution

(59:59) - Appreciating work from abundance

Follow Alex Hormozi’s Socials:

LinkedIn | Instagram | Facebook | YouTube | Twitter | Acquisition

“Intelligence is actually a speed, it's rate of learning.” Today, Alex (@AlexHormozi) breaks down the steps needed to start a business and make money, including setting up an entity, obtaining a bank account and payment processor, and identifying what to sell and to whom. He also emphasizes the importance of solving problems and providing value to customers, and advises starting with providing services for free to gain experience and build a customer base.

Welcome to The Game w/Alex Hormozi, hosted by entrepreneur, founder, investor, author, public speaker, and content creator Alex Hormozi. On this podcast you’ll hear how to get more customers, make more profit per customer, how to keep them longer, and the many failures and lessons Alex has learned on his path from $100M to $1B in net worth.

Timestamps:

(1:06) - How to start a business & 6 types of products to sell

(2:56) - Identify what to sell & solve other’s problems

(7:26) - The problem is you’re afraid to start a business

(8:47) - Change behavior to learn and become smarter

(11:10) - Decide if you focus on the technical or business aspect.

Follow Alex Hormozi’s Socials:

LinkedIn | Instagram | Facebook | YouTube | Twitter | Acquisition

If you're looking to maximize your startup's potential, start by setting the right goals. Michael Seibel and Dalton Caldwell provide tips and strategies for setting goals that will help keep you and your new business focused on success—plus provide examples of bad goals to avoid.  
Apply to Y Combinator: https://yc.link/DandM-apply Work at a Startup: https://yc.link/DandM-jobs

One of the most common topics that founders ask us about is pricing and monetization.  In this talk, YC Group Partner Aaron Epstein outlines 9 different business models, and highlights lessons from top YC companies on how to best monetize and price your product.
Business Model Guide: https://www.ycombinator.com/library/Gh-business-model-guide
Apply to Y Combinator: ⁠⁠https://yc.link/SUS-apply⁠⁠

Work at a Startup: ⁠⁠https://yc.link/SUS-jobs

(Disclaimer: This interview was recorded over a livestream. We apologize in advance for the quality of the audio.)

It's more about embracing change and about being flexible in terms of the goals that we set. Today, join Alex (@AlexHormozi) as he guests on Emmanuel Abolo’s YouTube to talk about convincing people to say yes to your high-ticket offers, how the grand slam formula can be applied to any kind of business, and trying to solve every perceived problem of your market. This is part 1 of the interview.

Welcome to The Game w/Alex Hormozi, hosted by entrepreneur, founder, investor, author, public speaker, and content creator Alex Hormozi. On this podcast you’ll hear how to get more customers, make more profit per customer, how to keep them longer, and the many failures and lessons Alex has learned on his path from $100M to $1B in net worth.

Check out the episode on Emmanuel Abolo’s YouTube Channel!

Timestamps:

(1:11) - Niche switching doesn't solve client acquisition; focus is key.

(5:17) - Overcoming challenges convincing clients to pay substantial fees.

(9:31) - Guaranteeing results in relationship marketing; transferring to other markets.

(11:58) - Qualifying avatars for grand slam offers; adaptable strategy.

(18:27) - Market efficiency and offer planning to avoid regression.

(21:28) - Addressing multiple problems; impact on overall market strategy.

Follow Alex Hormozi’s Socials:

LinkedIn | Instagram | Facebook | YouTube | Twitter | Acquisition

All it takes is an offer they can't say NO to! Today, join Alex (@AlexHormozi) as he guests on Greg Rickman's YouTube to talk about his book $100M Offers, share some insightful advice about guarantees within sales and marketing, creating high-ticket sales, and strategies that bring your business on the path to longevity. Grab your pen & notebooks, and list down all these golden nuggets! This is part 2 of the interview.

Welcome to The Game w/Alex Hormozi, hosted by entrepreneur, founder, investor, author, public speaker, and content creator Alex Hormozi. On this podcast you’ll hear how to get more customers, make more profit per customer, how to keep them longer, and the many failures and lessons Alex has learned on his path from $100M to $1B in net worth.

Check out the episode on Greg Hickman's YouTube Channel!

Timestamps:

(0:58) - Apply quick win strategy for effective implementation.

(3:37) - Can high-cost clients coexist with low-cost ones?

(7:34) - Decide front-end services/products and recognize consumables for coaching agencies.

(14:03) - Impact of guarantees on sales and marketing strategies.

(19:55) - Surprising actions of agency owners; timing for introducing continuity.

(25:47) - Current trends in business owner practices.

Follow Alex Hormozi’s Socials:

LinkedIn | Instagram | Facebook | YouTube | Twitter | Acquisition

It’s all about the mindset! Today, join Alex (@AlexHormozi) as he guests on the Charlie & Ben Podcast to share his advice on money mindset, using money as a measuring stick, how to turn insecurity into motivation as fuel for the pursuits that you have, and more! This is part 1 of the interview.

Welcome to The Game w/Alex Hormozi, hosted by entrepreneur, founder, investor, author, public speaker, and content creator Alex Hormozi. On this podcast you’ll hear how to get more customers, make more profit per customer, how to keep them longer, and the many failures and lessons Alex has learned on his path from $100M to $1B in net worth.

Check out the episode on Charlie & Ben's Podcast on YouTube!

Timestamps:

(1:13) - The Diminishing Returns of Money

(7:31) - Millionaire vs. Billionaire Mindset

(11:40) - Why anyone can be top 1%

(16:19) - Turning insecurity into motivation

(22:55) - Alex’s business equation

Follow Alex Hormozi’s Socials:

LinkedIn | Instagram | Facebook | YouTube | Twitter | Acquisition

Rob shares a session with his rob.team subscribers all about entrepreneurship and how it has changed. He discusses what has changed in the world of entrepreneurship, how it can be navigated and why you need to have a love affair with money.

KEY TAKEAWAYS

• ‘Back in the day’ there was no such thing as a digital asset or a digital creator. This has changed completely. Anyone who puts content online is a creator and it’s one of the best ways to make a living.
• The opportunity to do what you love, make a life and turn your passion into a profession was a fantasy a decade or so ago. Now it can be a reality for almost anyone if they do the work to get there. The opportunities are out there to be taken.
• Rob’s personal mission, is to change the way people think about money. It holds too much guilt, shame and judgement. Rob believes this needs to change and it starts with altering your attitude and mindset towards money.
• Learn to love making money, face the judgement that comes along with that and link it to your values.
• Your highest values are what matters to you most in life. If you can turn those into a product or service that are valuable to people then you will be rich. Anyone can covert anything into money.
• You can learn from those doing well in your industry, but make sure you look with a discerning eye and that you get the full picture.

BEST MOMENTS

“I’m fascinated by this creator economy”

"It's a great place in the world where you can rise to the top and make a living by sharing what you're passionate about and inspiring other people"

“Why shouldn’t you talk about how much money you make?”

“what would you do if no-one would judge you?”

"When you don't know who you are, you copy everyone else"

VALUABLE RESOURCES

https://robmoore.com/

bit.ly/Robsupporter  

https://robmoore.com/podbooks

 rob.team 

ABOUT THE HOST

Rob Moore is an author of 9 business books, 5 UK bestsellers, holds 3 world records for public speaking, entrepreneur, property investor, and property educator. Author of the global bestseller “Life Leverage” Host of UK’s No.1 business podcast “Disruptors”

“If you don't risk anything, you risk everything”

CONTACT METHOD

Rob’s official website: https://robmoore.com/

Facebook: https://www.facebook.com/robmooreprogressive/?ref=br_rs

LinkedIn: https://uk.linkedin.com/in/robmoore1979

disruptive, disruptors, entreprenuer, business, social media, marketing, money, growth, scale, scale up, risk, property: http://www.robmoore.com