So like you wanna take some notes on this, I’m bringing aboard my good friend Tracy Beavers. And she’s a coach that helps people level up their email list, and it’s well worth it. I myself had pages and pages of notes and I have a huge list that I’m gonna use to implement on mine. So if you like it, smash the subscribe button or like button.

My sponsors affiliates [00:01:00] absolutely love that. So without further ado, here’s my really good friend email list building extraordinaire. Tracy Beavers. Let’s level up.

Hey, time to Shine today. Podcast, varsity squad. Welcome back to another powerful edition of Time to Shine. Today podcast with Coach Fergie. I’m your host, Scott Ferguson. Blessed to be your gap coach, specializing in performance mental conditioning, working with professional and amateur athletes, business leaders, entrepreneurs, entertainers.

C-suite and students to help them bridge their success gap. To live a life of options and not obligations on this platform, we are stoked to bring you high performers who are not just chasing and entertaining success, but redefining it through, providing above and beyond service and squad get ready to level all the way up.

Today’s guest is a powerhouse who’s been letting the entrepreneurial world on fire and she is just getting started. She’s the CEO and founder of Tracy Beaver’s Coaching with a 20 year track record of helping entrepreneurs turn visit. Invisibility into undeniable authority from CBS to Wall Street, even Vanity Fair lingerie.

Yes, she’s that versatile. Her insights have [00:02:00] made serious waves. She’s a speaker, published author and voiced behind the top ranked podcast, create online business success. If you’re ready to ditch the overwhelm, embrace organic growth, and finally build a business that feels aligned and unstoppable. This is your episode and we are gonna dig in.

I know a lot into email marking All you people out there know that I. I am an email marketing junkie, and I have someone that finally has my back today and we talk about it. So Tracy, thank you so much for coming on. Please introduce yourself to the Time to Shine Today, podcast Varsity Squad. But first, what’s your favorite color and why?

Oh

Tracy Beavers: turquoise blue.

L. Scott Ferguson: Okay, that’s specific turquoise. Why?

Tracy Beavers: Ocean. I love the ocean. I’m

L. Scott Ferguson: looking at it right now.

Tracy Beavers: Mm-hmm. Yeah, I saw that.

L. Scott Ferguson: Makes you like jerk. Thanks Scott. Appreciate it. No, and it’s in your color Will, if you’re watching on Vimeo or YouTube. She’s absolutely stunning. And, and thank you.

She also gets after it. So let’s get to the origins, my friend, ’cause Oh, yeah. , Let’s it sounds like there’s some corporate in there a little bit. Oh. Or, , yeah. And that maybe burnt that out or like hear it. [00:03:00] Spurt it way out. Stage is yours. Let’s hear it. Oh my gosh.

Tracy Beavers: So, so, okay, so I’m old enough.

I think you and I are around the same age. I’m old enough that gener generationally coming up. I was raised to, you go to high school, you graduate, you go to college, you graduate, you get the job. Any job, you’re thankful for the job, and you’re gonna stay in that job for 40 years, of course, because then what’s gonna happen is you’re gonna get a pension, a gold watch, a retirement cake, and a party.

L. Scott Ferguson: Absolutely perfect life.

Tracy Beavers: Right. That did not happen. So around 2005 is when in the world, I started hearing things like downsizing, right sizing, severance packages, and I was like, what is going on? Nobody told me this was going to happen. And so that was my first taste of the fact that corporate’s not as stable as it looks.

And companies were no longer being loyal to their employees. And so fast forward through a few toxic bosses some job descriptions that just didn’t feel quite right. The final straw for me, and you’re [00:04:00] gonna, you are gonna die when I tell you this story because you’re a salesperson. So I had an award win over 20 year award-winning sales career,

L. Scott Ferguson: and

Tracy Beavers: I always knew that I did not have any control over my time.

Because it’s corporate, it’s eight to five. You get so much PTO, , you just. Don’t get control over that, but I had, I thought, had control over my money as a mortgage loan officer, 100% eat witch kill as a title insurance executive doing business development and marketing for, and growing market share for a title insurance company.

I had commission structure, so I thought I can make as much money as I want. Right

L. Scott Ferguson: Uhhuh

Tracy Beavers: until about seven years ago when the CEOI was working for clearly did not know how to motivate a Salesforce. He basic, I grew his market share 86% the first year I was there. Wow. We were on track to grow it another 42% the second year I was there and he actually had a nerve to tell me he didn’t think I was gonna be that successful.

Mm. And he thought I was making too much money, and he was gonna change the commission structure in a way that was completely ambi, ambiguous in the way it was written. And he had no idea that I [00:05:00] had a background of contracts. And so I read this thing and I’m like, mm-hmm. And I thought, wow. I don’t even have control over my money.

L. Scott Ferguson: Right?

Tracy Beavers: What the hell am I doing? Right?

L. Scott Ferguson: Yep.

Tracy Beavers: But then my second thought was, okay. My dad was an entrepreneur. He is an architect, self-employed my entire life. Made it look like a total grind. Not glamorous. And so I thought, okay, well Tracy, if this isn’t the right fit for you, what the heck is

L. Scott Ferguson: right?

Tracy Beavers: The alternative is to go to work for yourself.

And I was like, oh, I don’t know about that.

L. Scott Ferguson: So

Tracy Beavers: so I did a lot of soul searching and a lot of thinking and. Just through a women’s mastermind I was in my really good friends helped me see that. And remind me, I just thought everybody was good in sales because I was good at it and it came easy to me.

And I thought, why is everybody coming to me asking me How are you gaining market share? How are you growing these portfolios? How is this happening for you so easily? And they’re like, that’s your key. You need to help people build their businesses and convert more sales. And they [00:06:00] said, and I’m in Arkansas, we’re slow on the trend.

And they said, you need to be a business coach. And I was like. That’s a thing. And they were

L. Scott Ferguson: whoa. And they were

Tracy Beavers: like, yes, that’s a thing. And so I did some research and I started building this business. I have now alongside that corporate job. Two kids that at the time were in middle school and high school, they played every sport that had a ball.

We were busy. Oh yeah. But I did it right. And about a year and a half later I was able to exit and I haven’t looked back. Nice.

L. Scott Ferguson: How long ago was that again, Tracy? So seven years ago. Okay. Yeah. Seven

Tracy Beavers: years ago was when I had the epiphany.

L. Scott Ferguson: Mm-hmm.

Tracy Beavers: And I did not start the online coaching immediately. What I did was I went with a network marketing company as an entrepreneurial exploration, but through that experience I realized the part about that was that I love the most wasn’t the, the company or the products or the whatever.

It was helping people build their businesses. Yeah. And so that’s when I started out on my own and then like a year and a half after that. So I think I’ve been out on my own now [00:07:00] going on five or six year. I can’t remember exactly. Okay. But yeah. Yeah,

L. Scott Ferguson: very good. Was what did the family think about it?

I know John’s a rock star and , he’s, he’s your corporate guy, , he loves what he does. Yeah. He loves you, he loves the family. But what do you think about you kinda stepping out into, from a, I’m saying this in quotes, a secure role, right? Into like, , having your own gig, , hanging your own single Yeah.

Tracy Beavers: Yeah. He was more in favor of the business and sales coaching me building that than he was, he was not a fan of the network marketing thing. Gotcha. Which I understand and I really wasn’t either. Mm-hmm. But I had to get my feet wet somewhere and try something. Yeah. And so he is, he is not a risk taker and I, I am a little more of a risk taker than he is, but still not like, I’m not gonna jump off a build perfectly good out, have a perfect good airplane.

You know what I mean? With this, with a parachute on my back. Sure. And I knew that I couldn’t, I, I did not want the stress of quitting the, the over six figure income. I had to go cold Turkey and make no money. Right. And I, I [00:08:00] didn’t feel good about that. And I knew he wouldn’t, he would’ve been like, have you lost your mind?

Because we’ve got these kids that are doing cars and prom and college and Right. And he, he also, we have worked very hard to get to where about seven years from now, our retirement will be fully funded.

L. Scott Ferguson: Okay. Love it.

Tracy Beavers: And so he just said, what? I don’t wanna, he said, here’s the thing.

You are totally okay building this, but I really don’t want this to consume you 24 7. And he knows me. He knows I would allow it to, so I had to commit to not letting it overtake our life. Mm-hmm. I had to commit to keeping our retirement on track, the, the money that I was putting into the retirement every month.

And I also said to him, and I will be able to pay all the bills that I’ve committed to for our family.

L. Scott Ferguson: Right.

Tracy Beavers: And so, in other words, life should not be too disrupted financially.

L. Scott Ferguson: Right.

Tracy Beavers: I, you might not get as much of my time. I might need to work on Monday night for two hours, Wednesday night, for two hours Saturday morning, ?

L. Scott Ferguson: Absolutely.

Tracy Beavers: But I wanna try it. And he said, okay, cool. Right. [00:09:00] And so that’s how we worked it out and, and it felt really good to me. , And then I immediately looked at the bills that I paid for the house, and I cut the fat. Out of everything for that, that was my stuff that was fatty. Mm-hmm. Now the kids, I didn’t want them to have to obviously sacrifice too much.

L. Scott Ferguson: Move out. Right? Yeah, sure.

Tracy Beavers: Yeah. But I, so that way I knew my enough number, okay, what, what money do I need to bring in, in this coaching thing to keep my end of the bargain, keep our retirement going, keep our of the lights on, , keep the kids in shoes, all that kind of stuff. Love that.

L. Scott Ferguson: You put that upfront where like the priority is the family.

, And then you build that harmony around it. Mm-hmm. Like a lot of people want balance. Balance is junk. Balance is a myth. Right? Like, and it is funny, I, , Tracy, I, I have my clients and they’re like, I just want balance. I’m like, what you want is balance within harmony because Yes. Like you say, jazz band like Susan, my Susan and I, we love jazz. Yeah. And we say the drums is like your God of spiritual. The horns are your personal growth. Family might [00:10:00] be the piano, community work and so on are different instruments. If one of them is outta tune, yeah, it sounds like junk, right? But right. If you just get in there and provide balance within that, then you’re back to harmony.

You don’t have to be Eddie Van Halen or Beethoven or anything. Just you worked together. I love that you guys put that together and found the harmony. Thanks. Love it. Thanks. So what, what thing kinda led like, ’cause a lot of people I know are tuning in because I’ve mm-hmm. Put this out there a lot about email marketing myths busted and stuff like that.

Yeah. What, what brought you really into. Helping people build their email list. And what is specifically the advantages of an email list? And I see you smiling ’cause you and I, we believe in this. Yeah, right.

Tracy Beavers: Oh, I could talk about this all day long. Right? Your audience is gonna be like, why did you ask her that question?

So when I started out, I just wanted to get going and so I was just a general business and sales coach. Here I am, hire me. And I started locally in my market where people knew me, they knew my track record, and so I was helping local businesses [00:11:00] grow. Then it started to evolve in the online space, global clients creating my, my group coaching program, my courses, , all that stuff that’s in the online space and over and over and over again.

I kept hearing I don’t have as many leads coming in as I need. Sure. I, I don’t have any repeat clients. I’m not getting as many referrals. And the other one in the online space was I built this awesome course and I went to sell it and had nobody to sell it to.

L. Scott Ferguson: Right, right.

Tracy Beavers: And I, and so, so the mistake that people make is they get so excited about the offer they’re gonna put out there and making the money that they forget that they need an audience of people that’s going to buy it, right?

I mean, like, yes, you created this awesome thing and that’s wonderful, but now we’ve gotta go back. You put the cart before the horse, now we got gotta go back and get the horse. Love it. Yes. Which is the email list growth and the visibility online and the DM conversations that actually convert people into buyers.

L. Scott Ferguson: [00:12:00] Right.

Tracy Beavers: All of that is foundational, and if we don’t have that in place, we’re screwed. You’re just not gonna have a sustainable business.

L. Scott Ferguson: Right. Why an email list?

Tracy Beavers: So an email list, and this ’cause you teach this, you and I are like peanut butter and jelly on this. So the email list is one of the only things we own as business owners.

Thank you. Social media. Could disappear. TikTok is a prime example. Is it here, is it not? I don’t know. I don’t care. I just pray that all the people on TikTok that might be listening, that are making a a gazillion dollars on TikTok, build yourself phone, email list, please. Mm-hmm. Like start today. Facebook, don’t own that.

Instagram, LinkedIn thread, Snapchat, whatever. Whatever it is, we don’t own it. Right? But if I can get people offline. Attracted to my content with attraction marketing, which is what I teach. I’m sure you do too. That pull marketing strategy, pulling them to me into my email list, then I can actually have [00:13:00] a relationship and a conversation with them.

Because for me, when you land in my inbox, I feel like you’re standing in my living room.

L. Scott Ferguson: Right? Yeah.

Tracy Beavers: When I land in your inbox, I want you to feel like I’m in your kitchen and we’re gonna sit down and have a cup of coffee and we’re gonna build a relationship.

L. Scott Ferguson: I have to, I have to jump in real quick. Sure.

Swan, if you’re listening I don’t teach this. She does. Okay. So she said that I would love because I’m, I push it email marketing. Yes. If what She said that all those different, , companies, social companies can turn you off if they don’t like what you’re putting out. Okay. Or if the government doesn’t like a certain TikTok, or something like that, they can shut us.

They can shut ’em down. And I’ve had some friends that were pooping their pants Yeah. When they shut down TikTok for a day. Oh my gosh. Sure. But like my friend Tracy said, squad, if you have an email list, they can’t take away from you. Obviously we can’t spam. Right. Right. Tracy? Correct. You don’t wanna do that.

Oh, correct. Right. But like, let’s, let’s again, I just wanted to set it straight. I want people to call you. Not me. Yeah. About this, about the [00:14:00] coaching. Sorry about that because I know you have an eight week awesome course that we’re gonna talk about in a little bit, right? And also do one-on-one coaching.

Yes. But let, let’s go a little bit more deeper ’cause I’m really excited. Like do you, is there a service provider that you prefer over others? I. Email. That’s a

Tracy Beavers: great question. There are some really good ones out there. Now. I personally use Kajabi and I have, yeah, since I started. Sure, sure. Because tech is not my love language.

L. Scott Ferguson: Mm-hmm.

Tracy Beavers: And I wanted an all-in-one. I did not wanna have to do a WordPress and a Zap to make it talk, to Convert Kit to make it talk to whatever. I’m just like. No, that made my head spin.

L. Scott Ferguson: That’s me. But I used Kit, so it’s like I, my team has gotta do that anyways. Go ahead. Right, right, right.

Tracy Beavers: So I was visiting with a girlfriend of mine last week who owns a, a boutique hotel here in town, and she has the emails of all the people that have bought from her.

She wasn’t doing anything with them. And I’m like, oh, we need to change this. Because you want those people remembering you and saying you want ’em, you wanna stay top of mind. You want them referring their friends. You want them to, to, to come [00:15:00] back.

L. Scott Ferguson: Sure.

Tracy Beavers: And so she’s like, well, what do you recommend? Well, mailer Light is a great one.

Mm-hmm. Convert Kit. Absolutely. Or called Kit. That’s a great one. Use Kit.

L. Scott Ferguson: That’s our

Tracy Beavers: joke. Yeah. Mm-hmm. Flow Desk is a great one. Yes. Yep. So there’s some really good ones out there. Okay. The, the, the important thing is you want something that is easy for you to use. Right. ’cause otherwise you’re not gonna use it.

Right. And you want it to be affordable for you. Absolutely. Yeah. You also want it to be have some tagging and some segmentation Yes. So that you can track who’s gotten what, when, and where, and why quality right

L. Scott Ferguson: there segment are huge.

Tracy Beavers: Yes. Because that way you’ll know how warm that lead is. If I look at your name and my Kajabi system and IK Jobby system, and I see that you’ve downloaded every free lead magnet I’ve got, and you’ve attended two of my live masterclasses.

Mm-hmm. Okay. Well, he’s a fan. I could probably more easily convert you into a buyer than I can somebody who just joined my list and doesn’t know anything.

L. Scott Ferguson: Yes, yes. And and squad, another thing with emails is people like, oh, email marketing. No one communicates with email [00:16:00] anymore, but they do. And the one thing is, name one thing that you signed up for in the past 11, 12, 15 years mm-hmm.

That you did not use your email. Right. Name one thing I challenge anybody. Right? You will use your email and that’s where people get their information. Yes. And my good friend Tracy here, puts out valid information I have to ask you, you’ve mm-hmm. Helped hundreds grow their visibility, right? Yes. Or maybe even thousands by now.

But what’s the biggest myth that you see entrepreneurs believe about organic marketing? Because I know you, you and I are big tree huggers. , We’re organic with our marketing. Right? Right. We don’t go and like we, we, we talked a little bit about buying traffic. Mm-hmm. Through reputable solar ad providers, but , like actually organic.

What do you think the biggest myth is

Tracy Beavers: out there? Yeah. I think the biggest myth is that it’s slow and it doesn’t work. Hmm. And that people are just gonna wasting their time

L. Scott Ferguson: go deeper. Please. Keep going. Please.

Tracy Beavers: Well, , we all want everything now. Yep. Instant gratification. That’s why we microwave our [00:17:00] food instead of warming it up on the stove, because nobody wants to wait for anything.

Mm-hmm. We don’t wanna wait six months to lose 20 pounds. We don’t, , we just are looking for that fast stuff.

L. Scott Ferguson: Okay.

Tracy Beavers: And one of the mistakes that I see people making is with paid ads. And , my story with paid ads, I think I’ve, I’ve run paid ads twice in my years. Mm-hmm. Hired experts to help me with them.

Of course, wasted probably about $10,000 all total.

L. Scott Ferguson: Right.

Tracy Beavers: And so that’s one of the reasons why I have the program that I have right now, because paid ads were a fail and everybody else that was teaching list growth was telling me to create another free lead magnet and put it out on social media. Mm-hmm.

And I was like, okay, I did that. Right. But I think with organic it is slow at first. Good. It is. I’m not gonna lie. It is, but it’s also free.

L. Scott Ferguson: Yes. It’s,

Tracy Beavers: so let’s exhaust all the free strategies. ‘Cause in my program I have over 10 strategies that I teach when they are layered in the proper order. Mm-hmm.

What ends up happening is all of the gaps and leaks that [00:18:00] you have in your visibility are plugged, which makes your. Business Stronger, which creates what I call a marketing machine for you. Wow. That begins to turn on its own where the list growth and the leads come in automatically every day without you having to think.

I need to go spend five hours growing my email list, right? My email list grows every day by hundreds of people, every single month, and people ask me, they’re like, well, how much time do you spend on list growth? I’m like, I don’t, right? I focus on my strategies. I focus on ex executing, being consistent, being patient.

That business growth is gonna blow wide open, but you have to give it time. And this from being in sales. What we put in right now. Is gonna come to fruition in 90 to 120 days compounds.

L. Scott Ferguson: Yeah,

Tracy Beavers: yeah,

L. Scott Ferguson: yeah.

Tracy Beavers: But we’ve gotta do, like whatever you start to do right now, whether you do nothing right, or you start to grow your business,

L. Scott Ferguson: yeah.

You’re

Tracy Beavers: gonna see the results of it 90 to 120 days. Yeah. But the problem is nobody wants to wait for that.

L. Scott Ferguson: Exactly. Yeah. We’re in that, like you said, that fast society [00:19:00] where. , We, like I, I’m, I’m a big believer in inch by inch, its a inch, right? Yes. By the yard. It’s hard, right? Yes, for sure. And everybody wants that now.

But there, the slow grow is where. The riches is Yes. ’cause you’ll have more of an, and I, I’m not using this in a bad way, but an intimate relationship with your subscribers because again, I’m blessed to have 176,000 plus subscribers that Nice. Are in different segments of stuff. So I know that if. , I, I’m blessed to have this room over here with just a bunch of swag the companies send me mm-hmm.

Right. To put out to my email list if I, like, I do the product review, blah, blah, blah. But I also, like, I have a mountain bike sitting here that’s about $5,000 they just sent me. Nice. And I, and I don’t ride, I, I ride a mountain bike on the street, but I took it to me too, a trail over here. And the guy’s like, dude, that, that bike’s not even out yet.

Like, I’m like, we wanna ride it and wear this GoPro. Nice. So I had him do that, put it out to my list. Nice. , To the, the people that are more health oriented. Segment it like what you said. Exactly. And then I did a 48 hour, they allowed me to sell the bike for $2,200. Nice. Right. [00:20:00] For 48 hours. Built the email to say, I have a countdown timer on it.

And it was like, if you didn’t do it, you didn’t get it. Yeah. And, but they ended up paying me 4 95 a bike. Nice. And I ended up selling, I think 16 or 17 bikes.

Tracy Beavers: I love it.

L. Scott Ferguson: Right. So it’s that. That’s where it’s at. But I just didn’t go get a list and instead start selling. I had to build a relationship with my list.

So let’s talk about that. Mm-hmm. Is there any techniques that, I’m sure it’s part of that, that that eight step or 10 step program that you have mm-hmm. With regards to, but like building relationship with your list. Mm-hmm. I know people do want to hear about this.

Tracy Beavers: Yeah, for sure. So there’s some really fun ways to get people to reply to us.

When we send out an email and you have, you have to be creative about it. But that’s, that’s one of the ways that I end up building a list, building a, a relationship with my subscribers is when I put out an email, I try to get a reply back in a fun way. It also helps with email deliverability to keep you out of the spam folder, prove to the email delivery guides that your stuff is in [00:21:00] spam.

So that’s a great way to build a relationship with them. But also one of the strategies that I teach, I love Facebook, love it or love it or not. It is the number one platform. Oh yeah. There is money to be made on that platform, baby. Yeah, lots of money. I have a free Facebook group. We have over 3,800 online entrepreneurs.

Love it. When somebody comes to join my group and they wanna join my group because of the, of the way the community that it is, it’s a great community. Okay. But they come to join my group. They have to answer the membership entry questions, and they want to give me their email address, by the way, I have them written.

So then they become a subscriber, right? Right. Where I can have a relationship with them replying back in my inbox. But also everybody that joins my free group, they get a welcome DM from me.

L. Scott Ferguson: Hmm.

Tracy Beavers: That helps build the relationship and the connection.

L. Scott Ferguson: Welcome, dm. Is it from you? Yes. I mean, is it like, is it individualized or is it kind of like a, so if I was to join the group like, Hey Scott, thank you for coming on board and stuff like that.

Okay. I [00:22:00] love that. Yeah, for sure. I love you. Take the time. Like John Lee Dumas, I don’t know if you know him. He’s entrepreneurs on fire. He’s got a top. 0.5% podcast. Right. He like, I joined his list when I got into podcasting in 19 Uhhuh, I joined the Podcaster’s Paradise and that dude called me on a Saturday.

Nice. Right? And he’s like, Scott, I’m sorry I missed you. If you can call me back today, great. We can wrap a little bit. , But like, I just want to call and say welcome. Yeah. I mean, that blew me the frick away. Right? Right. There’s intimacy with that. That’s people love that. There is so personal ability.

So it is, what did that, that that’s beautiful.

Tracy Beavers: Yeah. People get, people get so tickled. This one gal emailed me, it was a reply back situation. She replied back mm-hmm. To get the thing that I was offering. And I replied back to her and she replied back immediately. She goes, oh my God, is this really you emailing me?

And I was like. Yes, I’m like. Who else would it be? And then in the dms too, people are like, is this a bot? And I’m like, Nope. Is

L. Scott Ferguson: this a bot? I love that. Yeah. And so then I’ll end up, I would, I ain’t gonna lie to you. [00:23:00] No, because I’m

Tracy Beavers: gonna, I’m, I’ve got a little bit of the message that I send that’s the same for everybody.

Mm-hmm. The welcome part, and Sure. The social media guide is on its way to your inbox part. But what I’m gonna say to you is, Hey Scott, I’m so excited that you join my free group, that podcast interview today. Outstanding. Absolutely love it. Can’t wait for that episode to drop. Then I’m gonna give you the message and then you’re gonna know it’s me.

L. Scott Ferguson: Love it. Or I’ll

Tracy Beavers: send you an audio and I’ll go, Hey, really? I’m just gonna ask you really me, you’re

L. Scott Ferguson: just stealing my questions, woman. So like, I was gonna be like, do you ever do audios? Because I do audios now. Oh yeah. That stuff I picked up from JLDI was like, dude, someone joins my list. Yeah, I’ll do a, a quick, , audio and I do kind of, I.

, My team, I’m blessed to have a team and they mm-hmm. Will search out if they’re on LinkedIn, get connected and I’ll do an audio, be like, Hey Tracy, thank you so much for joining. For sure. I can’t wait to, see what I can help you solve, , a challenge for sure. I’m gonna be able to, and I do like you, I have a scripted thing that I use.

Yeah. But sometimes I go off script and people are like, dude, you’re crazy. Yeah. But

Tracy Beavers: and you can also do a short loom. Like one of my follow up strategies, what, what makes me so successful in sales is my follow [00:24:00] up strategy. ’cause I’m gonna follow up with you until you either tell me to get the hell off your lawn or one of us dies.

I love it. You’re gonna stay on my list. Yeah. And so after at launch, when somebody comes to my life masterclass. And they’ve indicated by the questions I ask in that, that they’re interested in the program or they need help.

L. Scott Ferguson: Sure.

Tracy Beavers: I’m gonna go to Loom, create a less than two minute loom. Hey Scott, so excited you were in my live masterclass today.

You mentioned needing help with X, Y, and Z. That’s exactly my jam. That’s exactly what I do. Would you like to hop on a 15 minute call and talk about it? Love this.

L. Scott Ferguson: Yeah. I’m gonna

Tracy Beavers: pop that into your dms and I’m gonna email it to you,

L. Scott Ferguson: right?

Tracy Beavers: And I did that. Now listen, the last time I did that, I did 103. Of those.

Mm-hmm. It took me eight hours, but here’s what resulted $15,000 extra in that launch.

L. Scott Ferguson: In eight hours.

Tracy Beavers: In eight hours.

L. Scott Ferguson: Oh my gosh. Twist my arm.

Tracy Beavers: Exactly

L. Scott Ferguson: right. Yeah.

Tracy Beavers: Yeah. I love that. It’s that personal touch. It’s like, it’s like when somebody sends you a handwritten card in the mail. How special that feels?

L. Scott Ferguson: Oh, my dude, [00:25:00] dude, I, you and I, I’m 53, so the way that I’m 55. Okay, so you’re 55. We, yeah, we look good. Sorry, sorry. Squad, but No, no, but so you, I remember in the late nineties, early two thousands, it was so cool to hear you’ve got mail. Yeah. Right now I’d give anything. To go to my mailbox Yes. And open it up and get a letter from somebody.

Yes. Right. I mean, is that not the fricking truth? Like it, it’s funny because part of my networking that I, I do teach networking, by the way, but , love it. Like when I meet somebody, my biggest. Compliment I can get is for me to turn around, walk away, and then go, what does that guy do? Because I know everything about you.

Like, yeah, I use Ford Family, occupation, recreation, and Dreams, right? If I know those four things, I can know everything. Get your business card. And I literally go to my car. Me too. And if are you’re ever in South Florida. I have thank you notes in there. I write ’em out, stamp it, and then me being in the real estate business, I can usually find where they live, right?

Yes, yes. You can mail it, right? Yep. So they, the people are like, dude, , [00:26:00] and, and it’d be like, Hey, Tracy, great to meet you. Yeah. , I know heard you mention a few challenges that with stuff, I think I know some people that can help. If you ever want to do a coffee or a quick call, please let me know.

Yeah. Nothing like I want to coach you or anything like that. Right, right, right. Or solve a problem. That’s what you’re doing, right? You’re solving a problem with your stuff. Right?

Tracy Beavers: Exactly. Okay. Yeah.

L. Scott Ferguson: Gotcha. Yeah. When I

Tracy Beavers: meet somebody, it is, they are a I. So take the sale outta the equation. Don’t even think about the income, the transaction, none of it,

L. Scott Ferguson: right?

You

Tracy Beavers: are meeting, you are a warm, kind, human being that is meeting another warm, kind human being for a conversation to see where it could go. That person could want to buy what you’re selling. Or they might know somebody that needs to buy what you’re selling. So they could be a referral partner, right?

They could end up wanting to sell what you’re selling and be an affiliate. Or they could end up being a collaboration partner like you and I are.

L. Scott Ferguson: Right.

Tracy Beavers: And so even though you’re not buying what I’m selling affiliate

L. Scott Ferguson: years For sure. So don’t even worry about that. I got you, girl. I love it. You know?

Yeah. I

Tracy Beavers: mean, even though you and I aren’t selling each other anything,

L. Scott Ferguson: right? [00:27:00]

Tracy Beavers: This collaboration is powerful. Huge. I’m gonna be in front of your audience. You are gonna be in front of mine because I’m gonna share the episode,

L. Scott Ferguson: right?

Tracy Beavers: And we’re both gonna grow from it, which leads to more connections, which leads to more connections and more connections.

L. Scott Ferguson: Love that. Love that. So I get to, we can move along a little bit here just for time constraints. I’m gonna go longer squad ’cause I know you’re getting some good stuff because I get hit up all the time about my email list, so I know you’re, you’re still listening, but, so Tracy, the have you seen the movie Back to the Future?

Oh,

Tracy Beavers: hasn’t everybody,

L. Scott Ferguson: it literally turned 40 years old last week. I know. Recording this in May. It turned 40 years old. Old in April 24th or something like

Tracy Beavers: that. That’s how old we are.

L. Scott Ferguson: Right, right. So let’s get in that Delo with Marty McFly. Let’s go back to the double deuce, the 22-year-old?

Tracy Beavers: Yeah.

L. Scott Ferguson: Okay. The 22-year-old.

, Tracy, I don’t know if it is Beaver Shep, but 22-year-old Tracy. Mm-hmm. And that’s mm-hmm. What kind of knowledge nuggets might you drop on her, not to change anything? ’cause you have beautiful children, awesome. Husband and John, like everything. But maybe [00:28:00] to help her shorten a learning curve a little bit, what might you drop on?

Yeah.

Tracy Beavers: Gosh, I think I would say to her, don’t worry so much. Okay. , Don’t, don’t be so hard on yourself.

L. Scott Ferguson: Yeah.

Tracy Beavers: And just because you see somebody’s highlight reel on social media doesn’t mean their life isn’t any better than yours. I

L. Scott Ferguson: love it. That’s beautiful. , How about how do you want your dash remembered?

That little line in between your incarnation date and your expiration date, your life date, and death date. Hopefully it’s way down the line. Right? But yeah. How does Tracy want her dash remembered?

Tracy Beavers: I wanna be remembered as somebody that made people feel really good when they were with me.

L. Scott Ferguson: Love it. My

Tracy Beavers: husband’s nickname for me is Sunshine.

L. Scott Ferguson: Love it. You’re genuinely good. You’re not blowing fluff up people. Right. , Like I felt good, like our rapping, like we probably talked longer than we should have before we started recording, but we have so much in common. It’s just, I felt like I’m talking to an old friend and, and not even lying. It was, it was like that from the jump when I met you.[00:29:00]

Right. That, that’s awesome. I, I’m, I’m thanks. I can see you doing that, but I also can kinda see you slide across home plate bumped and bruised, but knowing that you left. , A great message, right? Yeah. Hope. And that’s, I hope so. That’s, those are the people I want to collaborate with. Right, me too. So what is Tracy’s definition of a life well lived?

Tracy Beavers: Oh, what? I used to think it was money.

L. Scott Ferguson: Mm-hmm. Because, , gen Generation Xers, that was the thing. We were, we were around, we were kids when they were jumpy. Yeah. Right. So it was like, for sure the eighties of decade and decade. And so we saw that, we’re like, this is it. Right? It’s like, yeah, exactly.

Tracy Beavers: But as I’ve, as I’ve matured, when I first started this business, I wanted to be the next big name. I wanted to make 20 gazillion dollars a year and , all the things that you see,

L. Scott Ferguson: right?

Tracy Beavers: And a few years in, I was like, you know what? And I was talking to my husband, I said, honey, I said, I don’t think I wanna.

Be a millionaire anymore. And he goes, we don’t need to be a [00:30:00] millionaire. We’re good. Right. , And so for me it is making the income that allows us to retire at a good age where I can hopefully have some grandkids by then and take care of them.

L. Scott Ferguson: Right. Have time.

Tracy Beavers: Yeah.

L. Scott Ferguson: Get on

Tracy Beavers: it. Have time for our moms ’cause, but we lost both of our dads in the past two years.

Okay. My mom is doing great, but like yesterday I went to go vote and I was going to the library to do it and she said, oh, can I come with you? And I’m like. Okay. I thought, why does she wanna go with me to vote, but whatever. Mm-hmm. And, but she had books to return and all this other stuff.

L. Scott Ferguson: Oh, nice.

Tracy Beavers: And it’s, but that is what, that’s what it is.

I was able to step away Yeah. From the business. Yeah. I would not have been able to do that in corporate. Yep.

L. Scott Ferguson: Yep.

Tracy Beavers: And so it’s that, it’s, I wanna make enough money for us to have some fun. Travel, re do some house, re not have to, not have to really worry. Yeah. But I don’t need a big freaking house. Right. And I still drive a [00:31:00] 2011 Honda Accord and I probably, that’ll probably be my last car.

L. Scott Ferguson: Yeah, I feel you. Why buy the other one? I’m in South Florida where it’s fricking Vanity Fair, central stuff. Right. And. It’s like people laugh at me. I’m a blue collar guy from Detroit. Yeah. , I don’t need much. But when Susan and I travel, we go first class. Yeah. We eat out. We eat out. Nice. Right. And I call it, and I even said at the beginning of our interview is, , our credo and our definition of success or life we lived is living a life of options and not obligations.

Yes, yes. Right. If we can do that. Right, right. Mm-hmm. That’s a lifelong I live. Now if you have a couple million in the bank, great. Yeah. If you don’t, great. But as long as you’re able to do that. Yeah. Right. Yeah. And that’s just phenomenal.

Time to Shine today. Podcast, varsity Squad. We are back. And Tracy, we’re, because we’re email marketing, I’m sure we’re gonna be talking again and like mm-hmm. If we ever meet ever in person, we’ll probably talk about a few of these. , Questions at length, but today, okay. You have five seconds. Oh boy.

With more explanations, and I promise you they can all be answered that way. Okay. You ready to level up? Sure. Here we go. Sure. Come on. You got [00:32:00] this. All right, Tracy, what is the best leveling up advice you’ve ever received?

Tracy Beavers: Patience and consistency.

L. Scott Ferguson: Love it. Chair one of your personal habits that contributes to your success.

Patience and consistency.

Tracy Beavers: Yeah. That exercising out in the sunshine. Oh,

L. Scott Ferguson: love it. So you see me kinda maybe walking down the street or at networking event or just somebody like Fergi looks like he’s in his doldrums a little bit. He needs a book to level him up. Is there any book that you read that really did a mind shift for you?

I.

Tracy Beavers: Oh, I love Jensen. She’s books. You’re a badass. You’re a badass at making money. You’re that Jen. I love. Yeah. I love them so much. I’ve a few

L. Scott Ferguson: times. Oh my God. God. Tell her I said hi. Please tell her I said hello. I’ll make the introduction. I have no problem with that. She’s

Tracy Beavers: hilarious. And she has a way of just,

L. Scott Ferguson: yeah.

I’m not gonna go any further with some of our fun times and speaking and stuff like that. She is. She is what she is in the book. I love that you saw that, right Jen? Love you guys. Thank you. Love it. Most commonly used emoji when you text, Ooh, the Yellow Heart. Love it. Nicknames growing up.

Tracy Beavers: I had girlfriends that called [00:33:00] me blue ’cause my eyes are blue.

L. Scott Ferguson: Okay.

Tracy Beavers: Raci, RACI train was another one. Remember that? Is that pig Latin where you take the words and mix them up? I don’t know because my name was Tracy Lane. It was Tracy Lane. And so they called Mera train you,

L. Scott Ferguson: millennials and everything. You’re not gonna get it. Yes. That that’s awesome. Go Google it. Oh my gosh.

That’s beautiful. Any hidden talent and or superpower that you have that nobody knows about until now?

Tracy Beavers: I played the oboe for six years.

L. Scott Ferguson: Nice. Good deal. Chess checkers or monopoly?

Tracy Beavers: Oh wait, chess

L. Scott Ferguson: checkers or monopoly? Definitely not

Tracy Beavers: chess. Check. Checkers.

L. Scott Ferguson: Me too. Head life for your life.

Tracy Beavers: Oh wow. She made a difference and she was a blessing.

L. Scott Ferguson: I like it. Just, wow. Leave it at that. Wow. That’s awesome. Wow. Period. Go to go to ice cream flavor.

Tracy Beavers: Oh chocolate chip.

L. Scott Ferguson: Love it. So. Let’s build a sandwich and call the blue raci tray. What? What was your pig line anyways? The blue raci acy. Yeah. Yeah. Build that sandwich. What are we eating?

Tracy Beavers: Oh, okay. It’s my favorite sandwich at one of our [00:34:00] local breweries.

It’s got pastrami, Turkey, ham, mustard, lettuce, pickles, and it’s on toasted chota bread.

L. Scott Ferguson: Dude, we’re besties for the rest of you, man. That is awesome. Like you still maybe a little bit, oh and Swiss cheese, a little man candy on there. Maybe a little bacon. , Maybe that too. That would be good. So favorite charity and or organization you’d like to give your time and or money to?

Tracy Beavers: Anything that has to do with rescuing dogs and saving them. That’s awesome. I’m buying all the merch from a company called We Rate Dogs.

L. Scott Ferguson: Love it

Tracy Beavers: because some of their proceeds go to pay for shelter, animals that have need surgery.

L. Scott Ferguson: Hmm. I love, thank you for doing that. When I speak, which I told you how much my agent has me up, wheels up this year.

It’s like when I go to a city, I, I look for two things. One, a Juujitsu Academy, one I love. I’ve been, , rolling for a long time and I’d like to get a workout. ’cause we have a lot of downtime in speakers, right? Yeah. But also I find a pet rescue and I, I spoke for Tracy Beaver’s International. Let’s say I spoke for you, you called me Arkansas.

Like fur, you go rock the stage, right? Mm-hmm. So I go there. I’ll go find a pet [00:35:00] rescue and be like, I’m here on behalf of Tracy Beaver’s International. Yeah. I just wanna volunteer. Here’s my certification from furry friends in Jupiter to be able to Jupiter, Florida to walk dogs, pick up poop and stuff. Love.

And they always let me volunteer. Yeah. But when they leave, I actually leave your phone number and they call me like, Hey, this is Arkansas Pet Rescue, and I just wanted to thank Scott. You’re like, what? Yeah. He said he was here on behalf of you. You think you’ll ever hire another speaker?

Tracy Beavers: Oh no.

L. Scott Ferguson: Right? Not.

No. So if I rocked your stage. So it was an awesome thing that was talked to me by a guy named Chris. I love that. Chris Blues, but we love Pats, so it’s like our way of giving back. Mm-hmm. I just broke my own rule, but yeah. I love that you said that. That’s beautiful. So, last question, and you better answer this a certain way, but Okay.

The best decade in music, 60 seventies, eighties, or nineties. Oh.

Tracy Beavers: Eighties.

L. Scott Ferguson: There you go. Big hair. Don’t care. It’s like, yes. Did we, during our time, you probably graduate 88 ish. Yeah, I did. I had the hu

Tracy Beavers: The biggest hair you’ve ever seen. Oh my gosh.

L. Scott Ferguson: Big hair. Don’t care. I was, I was 1990s. But if you really think about that decade, disco [00:36:00] phased out in the, the pioneers of rap with Beastie Boys or run DMC.

Yeah, and then you had kind of invasions from Ireland with U2 or Men at Work and Prince and like all the one name guys, prince Michael, , Madonna. So it’s like everything happened, ? Yeah, yeah. Air bands and , glam Rock. It was awesome. So Journey Boston. Yeah. Yeah. There you go. So it was Tracy, how can we find you love?

Tracy Beavers: My podcast create online business success. Mm-hmm. I would love for people to listen to that. Write me a review if they feel so inclined or, okay. Send me an email or DM me and tell me they love it.

L. Scott Ferguson: And if you’re watching squad you look at this, she’s the top 5%. And the whole wide world. And that is out of 3000 or 3,556,000 podcasts.

So she absolutely kills us. You must tune in. I love her show. Beautiful. That blows my mind. Yeah, I

Tracy Beavers: just started it last summer. That absolutely blows my mind.

L. Scott Ferguson: Absolutely. Love it. So you find you’re at your podcast? Mm-hmm. And what kinda stuff is kinda shared on there?

Tracy Beavers: Oh gosh. I love to give. So first of all, I’m a major goofball.

I make up words, [00:37:00] so there’s no telling what I’m gonna say.

L. Scott Ferguson: Love it. Love it. But

Tracy Beavers: I also like to give actionable tactical. Honest, transparent strategies or conversations? Beautiful. One of my most downloaded episodes was, was about perfectionism. Okay. ’cause I just, I just, , pulled the bandaid off and talked about it Beautiful.

In a very honest way.

L. Scott Ferguson: Okay.

Tracy Beavers: Yeah. Thanks. And how

L. Scott Ferguson: about you also have, I believe. E I know you work one-on-one with clients mm-hmm. But you also, three or four times a year, you kind of put out a eight week business visibility made easy, correct? Yes. I believe.

Tracy Beavers: Yes, correct. Yeah. That’s my eight week group coaching program.

Okay. Business visibility made easy. And it’s where I teach my over 10 strategies for list growth. Mm-hmm. That have nothing to do with paid ads or more lead magnets. Love

L. Scott Ferguson: that.

Tracy Beavers: And getting those leads coming in automatically every day. It’s magic.

L. Scott Ferguson: Love it. Love it. And can they find that on your website?

Tracy Beavers: Yes, actually. Okay. There’s a wait list we’re gonna go into. So e either the doors are open or there’s a wait list, but yes. Gotcha, gotcha. We’ll, we’ll talk a little bit after this. I might just buy [00:38:00] a buy a tuition for somebody that’s out there, but we’ll talk after this. Okay. And if you could miss Tracy, leave us with one last knowledge nugget that we can take with us, internalize and take action on.

Yeah. I say this every week on my podcast. Being an entrepreneur’s freaking hard some days, everybody wants to buy what you’re selling, and other days nobody remembers your name.

L. Scott Ferguson: Mm-hmm.

Tracy Beavers: And the biggest thing I want people to know is they do, they are not alone if they’re feeling that way. Doesn’t matter if you’re on day one, hour one, or you’re 15 years in making a gazillion dollars.

We all have days where we feel like that.

L. Scott Ferguson: Sure. And we have certain people that are there for ’em, right? Like us and other people, which I absolutely love. In squad, I had basically, hopefully you got a little bit of a masterclass is something that I preach all the time. Build your email list if you’re in business.

I don’t care if you. Selling hotdog stand, man, get their email. You never know. You could run us, , run it. And another thing we didn’t talk about squad is you can actually upload an email list into Facebook and actually show up in front of people that have that email list that’s local to you. So if you have a local business, I’m sure [00:39:00] Tracy has all of these tips and tricks, but I’m just, I, I took this podcast long.

I don’t care. You’re, you’re still here. So it’s some good stuff. So she, , somebody that was. Downsize. She saw downsizing, right sizing, packaging, all that stuff. And she found out it was really unstable and so she took a leap. John Baxter, as long as the the i’s were dotted and the T’s were crossed, they became a team found harmony, and look where she’s at now.

She’s a huge believer in inch by inches, a inch by the yard. It’s hard. Just keep going. Yes. , Take the next step. A lot of people will say. I’ll believe it when I see it. Tracy and I are people that see it when we believe it, like we believe it can happen so much that it just shows. Right. And that’s the kind of people that you do want to, , build as a community around yourself.

She’s a big believer in following up and I say follow up, follow through, follow back. Do all of those bake connections and make them warm and organic. Mm-hmm. , Have conversations. You just see where it goes with people. She reminded us, don’t go [00:40:00] into just selling find people have you really can conversations.

She would’ve told her younger stuff and I’m sure she tells her stuff now. , If things don’t go sideways, , give yourself grace and space. Don’t beat yourself up all the time. You, there’s another day, everything is finite. Whether it’s good, bad, and different, it all ends. Mm-hmm. Just remember that.

So just stay the course. , She will be remembered as somebody that. Did things for the intention, not the attention. Like she’s not out. Like, look at me on social, look at me. No. She’s like building lists, building relationships. And she’s doing, she’s planting trees. She’s never gonna sit in the shade of, and that’s the kind of people again, that I absolutely love.

And she reminded us, you’re not alone. There’s somebody out there. I mean, she donated the suicide prevention lifeline, who I lost my little brother to, and four guys that I served in Iraq with. , She, she’s a huge heart and she likes to be around people that don’t wanna be alone, so we can all collaborate.

And Tracy, thank you so much for coming on. You inter you level up your health, you level up your wealth. You’re absolutely a, a savage, but you’re also stunning. You [00:41:00] learned your varsity letter here at time. SHINee, thank you so much for coming on. I absolutely love your guts.

Tracy Beavers: Thank you so much. I appreciate it.

It was so much fun. Yay.L. Scott Ferguson: Chat soon.