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Welcome to the More Cheese, Less Whiskers podcast where we spend a full hour hatching evil schemes and applying the eight profit activators to one specific business. It could be your business. Today I have a guest, Joel Johnson, who I've known for a few years now. Joel has been to a Breakthrough Blueprint Event. We've done some work together and we got a great opportunity to catch up looking at his before unit that's already really working well. We were able to hatch some evil schemes to increase the retention, the value of the asset that he has of all of the leads that he's generated. All of the prospects that he has that have not yet converted into clients. That's one of the greatest assets that any business has. We had a really great discussion about that. We also talked about the after unit and measuring return on relationship. Neither of these concepts were new to Joel but you'll see in our conversation that this deepening process, even with what he is applying, there's lots of room to apply the deeper principals that we talk about and improve the numbers. It all comes down to knowing what your numbers are. Knowing the metrics and dividing things into a before unit, a during unit and an after unit. I think you're going to get a lot out of this episode and if you'd like to be on the show so we can hatch evil schemes for you, go to morecheeselesswhiskers.com and click on the link that says be a guest. Enjoy this episode.