Lead Nurturing At Scale (S7E5)


By this episode, you’re probably used to how a Bloxer goes through their day, and what you’ll see here won’t be any different – a mind-blowing entrepreneurial lesson, followed by a grueling challenge and an even more intense Blox-Off. You’ll see some new contestants sliding into the top 7 – how do they fare against one strong, repeat winner in the Blox-Off? As the final two days approach, everyone is putting forth their best efforts in the quest to claim the title of the ultimate startup on the Blox. The question remains: will it be enough?


It’s the morning of Day 3, and last night’s pod winners are treated to breakfast with the judges where they discuss their thoughts on the previous night’s Blox-Off. They meet up at The Grid with the rest of the Bloxers for their next lesson: Lead Nurturing, or essentially the backend of your marketing, and it occurs both before and after the sale. After class, we see the contestants truly taking their lessons to heart as one Bloxer is already implementing new practices in his business.

Day 3’s exercise has the contestants crafting a 3-minute pitch that explains the 3 main things they’d like to get across to their customer during the lead nurturing phase, as well as how they will distribute that info. The judges seem to have mixed opinions on how their pods went – while some thought it was the best day yet, other judges thought the contestants completely missed the logistics portion of the assignment. Luckily, they all have the day’s consults to really dive in and get it right and get mind-blowing advice from their judges.

And just like that, the third Blox-Off arrives and the day’s pod winners are announced. They’re immediately put on the spot with 3 questions about how they’ll scale their lead generation and lead nurturing. After some stellar performances, the night’s rankings are announced. Just like watching a football game, the race is tight, resulting in four teams who will don red jerseys the following day – and one contestant, who checks all the boxes, seems to be a clear judge’s favorite.

The episode closes with some of the Bloxers chatting about their emotional reasons for being here as well as what they learned from the day’s lesson. Meet us over at episode six to see what happens on Day 4!


The analogy of treating leads like stray dogs highlights the importance of nurturing leads systematically. Just as you’d care for a stray dog by providing emergency care, welcoming it into your home, and conditioning good habits, leads need to be nurtured through specific steps.

Lead nurturing involves developing relationships with potential buyers at every stage of the sales funnel. While lead generation focuses on capturing customer information, lead nurturing centers on educating and informing them through the buyer’s journey. Effective lead nurturing has significant benefits: it improves conversion rates, reduces customer acquisition costs, and leads to larger purchases. It’s important to educate leads about your product’s features and benefits, and how to integrate those into their lives. To successfully nurture leads, prioritize clean and concise communication on key points: what your product does, its unique differentiator, and its safety and reliability. Utilize various assets such as videos, emails, and texts, and ensure they match the overall brand look and feel.

Email marketing is a powerful nurturing tool, with most people preferring to receive commercial messages via email. Proper email practices include trust, relevance, community engagement, integration, value, and effectiveness. Text message marketing is equally valuable, boasting higher open rates and being underutilized in nurturing strategies. Once you’ve proven your nurturing funnel’s efficacy, you can scale and automate it to reach a broader audience.


  1. Lead nurturing is the process of developing relationships with buyers at every stage of the sales funnel, and through every step of the buyer’s journey. It focuses marketing and communication efforts on listening to the needs of prospects and providing the information and answers they need.
  2. Lead Generation is the process of creating attention for your venture to strangers and then converting that attention into customer information such as email addresses and cell phone numbers. This is all typically done through marketing.
  3. Treat every lead like they’re flight risks. Drip them these educational assets as opposed to one giant document or video. We can’t expect them to drop everything they’re doing and invest hours or more into their indoctrination.
  4. 74% of people prefer to get commercial messages from businesses via email. It’s the cheapest, easiest, fastest, most scalable way of staying top-of-mind.
  5. Text message marketing is just as scalable and automated as email marketing and with exponentially higher open rates.

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Meet The Judges

Brittany Garth-Freeman
Brittany Garth-Freeman
CEO of Pinq Inc - Atlanta, GA

Brittany Garth is an award-winning business coach & international social media consultant, coworking space owner, and owner of a business development agency for women-centric brands. Brittany has worked with brands including Disney, Microsoft, Harvard University, Bank of America, and Hyatt Hotels. Brittany has provided coaching and consulting to small and mid-sized businesses nationally and internationally within the US, U.K, South Africa, India, Dubai, and more. Brittany was selected by Forbes Magazine as a top professional Coach for the Forbes Coaches Council and was selected by Cosmopolitan Magazine as one of their top 50 social influencers for 2017. Brittany is an experienced TEDx speaker, has provided corporate training to Microsoft, and has spoken on “Global Entrepreneurship for Female Minorities” at Columbia University. She is a former contributor for the Huffington Post and Forbes.com and has been featured nationally and internationally as a leading life coach for women in Essence Magazine, MTV, CBS, and other major media outlets. Brittany is a 2x best-selling author of her books “Dear Pinq” and “The Plan C”. In 2018, Coach Brittany was honored with a proclamation from the Governor of Virginia for “National Life Coaches Week”, to honor her work in the industry of life coaching. She is the first person to receive this honor within the industry of Life Coaching nationally. Presently, Brittany is the owner of Pinq Inc. a global brand that provides business development services for women-centric brands and corporations where she is the CEO and lead corporate consultant.

Courtney Carini
Courtney Carini
Creator & CMO, Crazy Go Nuts - Fresno, CA

Courtney Carini is the creator, co-founder, and chief marketing officer of Fresno, CA-based Crazy Go Nuts, where she and her team manufacture a variety of walnut snacks and walnut butters. Coming from a musical theater and comedy background, Carini is self-taught in the food manufacturing industry. She now wears many hats at Crazy Go Nuts—from graphic design, and photography, to R&D and sales. Raised among walnut and pear orchards as a native of Lake County in California, nestled in the mountains just above Napa Valley, Carini is a life-long advocate for the environment and healthful practices, and she is proud to incorporate these values into Crazy Go Nuts. When not cooking delicious treats, Carini enjoys performing in many television shows, writing sketches, and telling inappropriate jokes on stage, along with educating and advocating for ADHD.

Farhan Abbasi
Farhan Abbasi
CEO, StayNue.com & Angel Investor - Boston, MA

Farhan is the Founder and CEO of Nue Holdings, a leading real estate private equity and management firm specializing in multifamily, single-family, coliving, and vacation rental real estate. With a focus on providing investors capital-protected growth and income opportunities, Nue Holdings also operates StayNue.com, a management brand that offers flexible accommodations for guests and enhanced income for property owners and developers. Farhan holds an Advanced Management in Real Estate Development degree from Harvard University’s AMDP program and serves as an Entrepreneur-In-Residence with Harvard Alumni Entrepreneurs. Prior to his current role, Farhan excelled as a Manager and CPA at Ernst & Young LLP, overseeing global teams and serving Fortune 100 clients such as State Street Bank, Charles Schwab, and hedge/private equity fund complexes. He also contributed as a MassChallenge Judge and Mentor and served on the MIT Enterprise Forum Board, enhancing innovation across industries.

John Allen
John Allen
Managing Partner Calibrate Network - Media, PA

John Allen started his first company, Attingo, as a junior at Temple University. Attingo is a social media marketing agency that helps companies build brand awareness. Following Attingo, John and his partners launched Boho Outfitters, an online jewelry retailer that quickly grossed up to $40k monthly. John and his partners leveraged Boho into the creation and launch of Ivory Ella, a $30M online brand that has donated over $2M to saving elephants and other charitable causes. As the company’s CEO, John managed operations, including 150 employees. John then served as an investor and the interim COO of Proof Ice Cream, a company revolutionizing both the food and alcohol industry before he moved on to become the CEO of Alta Gracia, the only independently certified Living Wage apparel company in the developing world. Alta Gracia’s products are sold in over 500 University bookstores. After successfully exiting two companies John and fellow entrepreneurs launched Calibrate Network a funding and operations group looking to help other online businesses get through the hardships brought on by the pandemic and vastly changing digital marketing landscape. John has been recognized for his entrepreneurship, employment, and charitable efforts by Apparel Magazine winning the Top Innovator award and sits on the Forbes Advisory Council.

Kaitlyn Lemus Portillo
Kaitlyn Lemus Portillo
Owner, Money Mindset & Magic Mastermind, Freedom Automations

Kaitlyn has been leveraging her expertise to help companies create structure around their ideas and scale their businesses for over a decade. In her signature program Money Mindset & Magic, she and her team coach entrepreneurs on how to create systems that support growth at their unique starting point. She is known for her raw, authentic coaching style and encouraging her clients to connect to their authentic selves so they can elevate at exponential rates. After signing her first major publishing deal with Universal Music Publishing, Kaitlyn’s work was featured on Disney’s “A Cinderella Story”, Rebecca Black (It’s Friday!), as well as HGTV shows.

Luke Wade
Luke Wade
Owner, KC Crew and MediaAlly - Kansas City, MO

Luke, an energetic and adventurous individual who’s always on the lookout for exciting new experiences in his city, started his business when he was frustrated by the lack of engaging activities and quality events. What began as a small initiative has blossomed into an incredible success story, with over 51,000 participants engaged in diverse activities like Sand Volleyball, Basketball, Pickleball, Cornhole, kickball, softball, and more, spanning the entire city. He also orchestrated one-of-a-kind events such as a Grilled Cheese Festival, an Underachiever’s Run, and a Zombie Crawl, attracting a staggering 16,000 attendees. These endeavors not only allowed Luke to leave his conventional job five years ago but also enabled him to foster a thriving, interconnected community. His once-small initiative now boasts four full-time employees, 40 part-time officials, and an office that has transformed into a bustling arena. Driven by his desire to make a positive impact, Luke is committed to helping others cultivate vibrant in-person and virtual communities. His dedication has earned him numerous accolades, including the 2018 25 under 25 Award from Thinking Bigger Business Media, the 2017 Innovation Partnership Program award, the 2017 Social Sports Industry Association Product Innovation Award, the 2016 Social Media Club Trailblazer of the Year Award, the 2014 Mayor Sly James’ Challenge Cabinet recognition, the 2014 Rising Star Award from NonProfit Connect, and the 2013 Urban Hero Award from the Downtown Council.

Peter Busch
Peter Busch
Chief Strategic Officer, Flawless - Austin, TX

Peter Busch brings over 20 years of industry experience in film production, technology growth stage and go-to-market. He started his career in traditional 2D and 3D animation with Warner Bros. and Paramount respectively. He previously worked with computer vision company Image Metrics in 2007, where he was instrumental in the initial adoption of its facial animation technology, used in the Academy Award winner The Curious Case of Benjamin Button. Nominated in 2015, for a Scientific and Technical Academy award, Busch’s other notable accolades include Kong vs Godzilla, Horizon, Call of Duty, Madden, FIFA, Halo, and Destiny. Peter helped co-found facial animation B2B Faceware Technologies in 2012, helping expand its reach to nearly 4,000 studios in 90 countries around the world. The company’s technology was used on numerous projects in Film, TV, AAA Games, VR, AR, and MR before its acquisition by Facebank, Inc. in 2021. Known for his adeptness in crafting brand strategies, shaping corporate vision, orchestrating product releases, and implementing effective growth plans, Peter has also mastered press and marketing strategies. With a history of managing teams ranging from 5 to 45, he has achieved remarkable results, boasting over 170% revenue growth since 2019. Armed with a unique blend of artistic appreciation and technical prowess, he successfully marketed tech products, tools, and services to the realms of AAA Gaming, CG Animation, VFX, and Academia, fostering relationships with over 250 key industry accounts. Renowned as a speaker, Peter has delivered keynote presentations at international conferences and earned two SciTech Academy Award nominations, along with securing adoption by major entertainment franchises. Peter’s influence has extended globally, orchestrating B2B growth across 3,500 studios and academic institutions in 85 countries, culminating in an 8-figure exit collaboration with Facebank, Inc. in April 2021.

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