Journey to $100 Million
1,008 episodes - English - Latest episode: over 2 years ago - ★★★★★ - 16 ratingsAccelerate your entrepreneurial journey by learning from our mistakes instead of making them yourself.
Join Erik J. Olson and Kevin Daisey, the founders of Array Digital, through their ups and downs and lessons learned as they grow their digital marketing agency to $100 million in revenue. In each daily episode they'll discuss what's working now, and what's not. They'll share entrepreneurial and marketing tips and tricks picked up while becoming a dominant player in the ever changing digital marketing industry.
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Episodes
Progress On My Running Goal For The Year
August 11, 2019 07:00 - 3 minutes - 5.04 MBErik set a goal during the holidays of 2017 to run 1,000 miles. At the time he was running a little bit, about 3 miles a day 4 days in a row. It sounded like a great idea and like it would be a piece of cake but frankly, it ended up being very painful. For the first 6 months of running, his calves constantly ached and were always tight to the point where most days he could barely walk normally. He would roll out his calves, wear a compression sock under his pants, stretch constantly but not...
When The Going Gets Tough, The Tough Keep Going
August 10, 2019 07:00 - 3 minutes - 4.16 MBWhen you first start a business, you are not going to get rich overnight. In episode 207 of Journey to $100 Million, Kevin talks about how he lost money during his first year in business, but never gave up. When he left his day job, all odds were against him as he was leaving behind a secured salary, benefits, and retirement plan. However, he was determined to recover his losses and pursue his new career path. Kevin was making money from the services he was providing but ended up taking a lo...
Why You Must Monitor and Evaluate Your Finances
August 09, 2019 07:00 - 4 minutes - 6.5 MBWhen running a business, one of the most important things you must focus on is finances. In episode 206 of Journey to $100 Million, Erik discusses how we handle our finances here at Array Digital. It sounds easy to get an accounting package like QuickBooks and just put all the numbers in - right? It is easy but you must pay attention to this information and dedicate time to it as well. In the beginning, Erik would put in all of the numbers himself, but found it hard to find time to pay the ...
Minimizing Expenses When Starting a Business
August 08, 2019 07:00 - 3 minutes - 4.16 MBWhen Kevin first started his business, he did not have any capital, debt or investors and he didn’t have access to any money, bank loans, or credit cards. In episode 205 of Journey to $100 Million, Kevin shares how he was able to create his first business without utilizing any of these factors. Fast forward to today at Array Digital, Erik and Kevin have built their company without the financial help from outside sources. We do have lines of credit, but we have not had to rely on this credit ...
The Difficult Task of Making Changes within Your Company
August 07, 2019 07:00 - 4 minutes - 5.58 MBIt is very easy for you to implement change within your company once you realize the need for it. But the challenge comes in when you must train your staff to successfully do the same. In episode 204 of Journey to $100 Million, Erik explains how he learned this valuable lesson and what he continues to do moving forward because of this experience. Ten years ago, Erik learned this lesson the hard way when he and his wife owned a bakery. Erik was trying to make a change in the bakery to improve...
Finding Internal Motivation from External Sources
August 06, 2019 07:00 - 3 minutes - 4.56 MBIn episode 203 of Journey to $100 Million, Kevin talks about one of the individuals that really motivated him to expedite his decision to become an entrepreneur and start his own business. This individual was a close friend of Kevin’s and one that he has not seen in a while: Ilya Pozin. Ilya is a founder of Coplex as well as Pluto TV. At the time when Kevin was toying with the idea of starting his own business, Ilya had his own company in Virginia Beach that he started in college. Kevin was...
The Consequences Behind a Lack of Communication
August 05, 2019 07:00 - 4 minutes - 6.09 MBRecently, we had to suspend a client due to nonpayment. In episode 202 of Journey to $100 Million, Erik explains this painful situation that left the Array Digital team perplexed. This was a priority 1 client, meaning that they were top tier. Erik recently had a long face-to-face meeting, as he does every quarter, with this client and felt that he and the owner really connected. Three weeks after this meeting and this client had not paid their invoice. They were 35 days late and the next in...
The Story Behind Kevin’s First Business Venture
August 04, 2019 07:00 - 3 minutes - 4.53 MBIn episode 201 of Journey to $100 Million, Kevin dives into the experiences of starting his first business. Kevin was only 23 when he founded this company. He had no money saved, no capital investments, no loans - nothing at all to start-up his website design company. For Kevin, this experience was very challenging and scary, and he speaks on how if it was not for his wife, he probably could not have made this happen. When he first started this company, all he had was an apartment on a stre...
The Significance of Avoiding Losses in Monthly Recurring Revenue
August 03, 2019 07:00 - 4 minutes - 6.43 MBHere at Array Digital, we keep very detailed, meaningful KPIs (key performance indicators). In episode 200 of Journey to $100 Million, Erik explains a specific KPI that he was unhappy with after the second quarter of the 2019 business year. Starting in the first quarter of 2019, we created a “change in MRR” (monthly recurring revenue) KPI. This KPI measures how much our MRR increased and decreased over the quarter. At the end of quarter one, we ended the quarter at about +$8,000 - which we w...
The Moment Kevin Knew He Was Meant to Be An Entrepreneur
August 02, 2019 07:00 - 3 minutes - 4.73 MBThe year was 2005 and Kevin was working for a large engineering firm. On the side, Kevin had been developing websites as a hobby, just like he had been doing since 6th grade. He had yet to consider the fact that he could continue this hobby as a career and make a profit. In episode 199 of Journey to $100 Million, Kevin shares the instance when he realized he was ready for something bigger than just sitting in a cubicle. Although Kevin loved the engineering firm at which he was currently empl...
Happy Birthday to Entrepreneur Larry Olson!
August 01, 2019 07:00 - 4 minutes - 6.57 MBToday’s episode is a special one! In episode 198 of Journey to $100 Million, Erik talks about a VERY special entrepreneur: his father, Larry Olson - and today is his birthday! Erik’s father, Larry, was an entrepreneur for years after his service in the Air Force. Once he retired from the Air Force, Larry found a franchise that he bought into and then opened a video store by the name of West Coast Video that Erik worked at while in high school. Larry eventually opened up a second store and ...
The Need for Relationships with Larger Sales
July 31, 2019 07:00 - 4 minutes - 5.79 MBAs you may have heard in a previous episode, Kevin is currently reading multiple books to increase his knowledge in sales and to grow Array Digital. One of these books, which he has been reading with our Sales Manager Glen, is called SPIN Selling. In episode 197 of Journey to $100 Million, Kevin shares a big tip that he came across while reading the book thus far. In SPIN Selling, the author, Neil Rackham, gives a lot of advice on a sales method proven to work through research studies. Withi...
Reading Is Necessary for Managing a Successful Business
July 30, 2019 07:00 - 4 minutes - 6.54 MBIn episode 196 of Journey to $100 Million, Kevin has a special treat for you all! He shares the books he has been reading as of late that have continued to teach him useful ideas/lessons that we have implemented here at Array Digital. Kevin switches off between listening and reading the actual copy of these books. Sometimes it is hard to find time during the day to read so it's easier to listen to the audio version of these books during Kevin’s 30-minute commute to and from work. Some read,...
Determining What Is Critical to Your Company’s Success
July 29, 2019 07:00 - 4 minutes - 5.62 MBHere at Array Digital, we have a weekly management meeting every Monday morning. During these meetings, Erik’s first agenda topic is to review the to-do list from the previous week’s meeting to see what progress has been made. In episode 195 of Journey to $100 Million, Erik explains how a recent management meeting has helped him understand what tasks are most important to the Array Digital team. In this meeting, when Erik asked what work had been done since the last meeting, he was frustrate...
Setting Onboarding Expectations Before the Client Even Signs
July 28, 2019 07:00 - 4 minutes - 6.6 MBIn previous episodes, Erik has talked a lot about our onboarding process here at Array Digital. We are proud of this process because we understand how critical it is to being successful for our clients, and know how much communication and configurations are needed during this 2 to 3-week period. In episode 194 of Journey to $100 Million, Erik talks about setting expectations for this onboarding process we have created. The onboarding process allows us to complete the work needed before we c...
Understanding When It Is Time to End a Project
July 27, 2019 07:00 - 4 minutes - 5.58 MBBack in Erik’s project management days, he received an amazing opportunity to oversee 5 new projects. Being assigned to this many projects showed the progress he was making in his career, the respect he had gained from his superiors, and his enthusiasm towards this opportunity. In episode 193 of Journey to $100 Million, listen in as Erik shares a huge lesson he learned from one of those projects. When Erik was reviewing each of these projects, he quickly determined one of them was in deep tr...
Buffer: Save Your Social Media Engagement Strategy
July 26, 2019 07:00 - 4 minutes - 6.23 MBIn episode 192 of Journey to $100 Million, listen in to Erik as he speaks on a very useful marketing tool: Buffer. Buffer is a tool for social media management that allows you to create a buffer (aka queue) of future posts and schedule them out. Posting on your own is a good technique, but the problem when running a company like Erik is that you forget about posting on social media until late at night or when you are waking up early, which are not ideal times to post and engage with your ta...
The Importance of Time Management and Setting Priorities
July 25, 2019 07:00 - 3 minutes - 4.77 MBKevin has previously been talking about guarding time, blocking time, and many different ways he plans to be more efficient on a day-to-day basis. In episode 191 of Journey to $100 Million, Kevin talks about the importance of time management and setting priorities in order to be more efficient and get the important work completed! This tip was given to Kevin from, friend and colleague, Zack Miller. What Zack suggested for Kevin was to prioritize the tasks he has to do throughout the day as p...
Why Advertising is Essential in Growing Your Company
July 24, 2019 07:00 - 4 minutes - 6.09 MBIf you do not have a set advertising budget, what are you doing to acquire new clients? In episode 190 of Journey to $100 Million, listen in to Erik as he explains the importance of advertising when trying to grow your business. It has been shown that most legit businesses (businesses that have actual operations) need to advertise in order to get a steady stream of new clients coming in. If you “advertise” through word of mouth, you are not exactly marketing for your company unless you are p...
Increasing Work Efficiency Through Time Blocking
July 23, 2019 07:00 - 4 minutes - 5.96 MBKevin has recently been talking about how he plans to guard his time in order to better prioritize his tasking. In episode 189 of Journey to $100 Million, Kevin talks about how he plans to increase his work efficiency through a useful time management method called time blocking. Kevin does not have this strategy fully incorporated into his everyday schedule yet, but he knows what it is, how to use it, and plans to implement this strategy ASAP! Time blocking is a type of scheduling method th...
The Need for Contracts with Any Business Activity
July 22, 2019 07:00 - 4 minutes - 5.79 MBAs Erik continues to do more speaking engagements, he realized the need for some sort of contract for these extra business ventures. In episode 188, listen in as Erik explains the contractual process he has created for these engagements, and his reasoning behind it. Erik felt the need for a speaking engagement contract because he wanted to set expectations for the customers he plans on speaking for. Erik wants zero ambiguity between him and the customer, and aims to make it clear what the c...
Why It Is Important to Guard Your Time
July 21, 2019 07:00 - 3 minutes - 4.6 MBIn episode 187 of Journey to $100 million, listen in to Kevin as he shares why it is important for him to guard and protect his time. Kevin’s time is very precious as the founder and CMO of Array Digital, where there is so much to do, with only so many hours in the day. There is not any particular reason Kevin plans on figuring out how he can guard his time, but instead because he is tired of working full days (as well as nights and mornings), and still not being able to get to his importan...
The Complexity of Switching Task Trackers
July 20, 2019 07:00 - 4 minutes - 6.23 MBHow do you manage all of the things that your team needs to get done? In episode 186 of Journey to $100 Million, listen in to Erik as he explains how we track our tasking here at Array Digital, and how we previously transitioned to a new software. A task tracker is a piece of software that tracks all of the tasks that need to be done within a company, and is essential to any business. Going back to when Array Digital was a software development only company, we used a software called GitHub -...
The Effects of Brand Buzz on Recruitment
July 19, 2019 07:00 - 3 minutes - 5.45 MBIn a previous episode, Kevin talked about how the buzz we have created at Array Digital had a positive effect on our sales, but that is not the only aspect of our business that our brand awareness has helped! In episode 185, Kevin talks about the impacts on recruiting as a result of our brand buzz. Recently, we posted a video that Erik recorded to our social media platforms stating that Array Digital is looking to hire a sales professional. The video explained the position while also stating...
Ensure Your Personal Brand is Authentic
July 18, 2019 07:00 - 4 minutes - 6.03 MBEveryone once and awhile, Erik will have our team here at Array Digital post to social media on his behalf. In episode 184 of Journey to $100 Million, Erik explains some issues we’ve had dealing with Erik’s social media postings. In the beginning, Erik would have our team post every once in a while. The team would post things like if he had a video created, they would post that on his behalf. But, over time, Erik started to ramp up the quantity of social media content he pushed out on his per...
Gaining Sales from the Buzz You Create Within Your Community
July 17, 2019 07:00 - 3 minutes - 4.29 MBIn a previous episode, Kevin talked about all we have done to create buzz for Array Digital within our operating area. In episode 183 of Journey to $100 Million, Kevin talks about how this buzz has impacted our sales! Creating awareness for your company is no easy feat, but the rewards you gain are well worth the hard work and dedication. As we follow along our sales process, we are starting to see that prospects are recognizing our company from our podcast, social media, meetups, and all of...
Have You Ever Been Pleased to Be Disappointed?
July 16, 2019 07:00 - 3 minutes - 4.56 MBHave you ever been pleased to be disappointed? This is kind of an odd question, but in episode 182 of Journey to $100 Million, Erik talks about a situation where he was disappointed, but came to the realization that this specific feeling of disappointment was actually a good thing! We previously had gotten a deal for a relatively small amount of money: $1,200/month. This was a good deal, but it just wasn’t that big compared to the deals we had recently been getting. We had recently been gett...
How to Create Buzz for Your Company within Your Industry
July 15, 2019 07:00 - 4 minutes - 6.64 MBAre you creating buzz for your company within your community? In episode 181 of Journey to $100 Million, listen in as Kevin explains how we have done absolutely everything we can to create a name for Array Digital in our operating area. The region we mainly service is made up of 7 cities, and is referred to as the Hampton Roads area. We have done everything we can to hammer away and create a buzz about our company within our community in order to get the word out about who we are, and what we...
Defining Success Through KPI Dashboards
July 14, 2019 07:00 - 4 minutes - 6.5 MBHere at Array Digital, we have what’s called a KPI dashboard. KPI stands for key performance indicators, and this dashboard is a collection of those KPIs. In episode 180 of Journey to $100 Million, Erik shares with you all the benefits that come along with measuring and tracking your performance through KPIs. Every Wednesday morning we look at and review our company’s KPIs after spending Tuesday afternoon gathering the data. We have a spreadsheet that is shown for the whole company at once,...
Be Cautious When Automating Aspects of Your Business
July 13, 2019 07:00 - 4 minutes - 5.89 MBHave you ever added automation in your business where automation was not needed? We have here at Array Digital. In episode 179, listen in to Kevin as he shares a couple examples of how we realized that you must be careful with what you automate within your organization. One aspect of our business we tried to automate was the marketing for ourselves. We are a digital marketing agency, but when marketing for ourselves, Kevin came to the realization that we went a little overboard with automat...
The Perks of Having a Line of Credit for Your Business
July 12, 2019 07:00 - 4 minutes - 5.79 MBWe recently got a loan from the bank, and Erik is pretty excited about it. In episode 178 of The Journey to $100 Million Podcast, listen in as Erik explains our reasoning behind extending the line of credit for our business. We already had a line of credit for $25k, and rarely used it. We would borrow a thousand here and there, and pay it back very quickly - but did not necessarily need the line of credit. But, the point is that it’s always there if we need it, and every time we use this mone...
The Need for Constant Communication with Your Clients
July 11, 2019 07:00 - 3 minutes - 5.31 MBIn episode 177 of Journey to $100 Million, Kevin brings attention to an issue that he has seen with some of our top clients, our highest paying clients, and clients that we have built a very strong relationship with. These clients are very comfortable with us, they like us, they trust us, and have full confidence in us. So you may be thinking, what’s the issue here? Every other week we send out a digital marketing report to each of our clients sharing the clients’ data, along with a video ou...
The Best Strategy to Acquire New Clients
July 10, 2019 07:00 - 4 minutes - 5.52 MBWhen we are talking to a new prospect, one of the things we actively try to do is put ourselves in their shoes. In episode 176 of The Journey to $100 Million Podcast, Erik talks about the strategy we use when trying to acquire new clients. When we are selling to these prospects, we want to understand exactly what their challenges are when it comes to running their business, while also focusing on getting this prospect leads. Here at Array Digital, we work with a lot of different businesses, ...
Defining the Type of Company You Strive to Be
July 09, 2019 07:00 - 3 minutes - 5.04 MBIn episode 175 of Journey to $100 Million, listen in to Kevin as he talks about a very exciting comment that a prospect shared with us. Kevin recently met with a prospect for a second time, that happened to be a franchise business with a couple partners involved. Over the course of these meetings, Kevin and our sales team had been spending about an hour per meeting talking business & marketing, sharing how Array Digital could help their organization. What happened that was so exciting, was t...
The Importance of Recognizing Your Mistakes
July 08, 2019 07:00 - 4 minutes - 5.72 MBOn this podcast, you may notice that Erik talks a lot about mistakes we make. It is essential to discuss these mistakes in order to understand the things you could’ve done beforehand to avoid them. In episode 174 of Journey to $100 Million, listen in to Erik has he explains the importance of recognizing the mistakes you make within your company. Once we make a mistake here at Array Digital we like to rewind and figure out what happened through a root cause analysis. A root cause analysis is ...
Seeking Opportunities by Discontinuing Services Within Your Organization
July 07, 2019 07:00 - 2 minutes - 4.09 MBAs you may of heard in a previous episode, we have recently discontinued one of our services here at Array Digital. In episode 173 of Journey to $100 Million, listen in to Kevin as he shares with you the outcome of discontinuing this service. We had 30 clients that had previously used this, and from these 30 clients, the total revenue per month was $891 combined. Unfortunately, we had to reach out to each client and let them know that we were discontinuing this service. We let them know there...
Do You Use Social Media or Does It Use You?
July 06, 2019 07:00 - 4 minutes - 6.13 MBDo you use social media to express your personal thoughts and views on the world? Or do you use it for personal satisfaction? Maybe you use it to try to get business value out of it? In episode 172 of Journey to $100 Million, listen in to Erik as he shares some tips on how to use social media in the business world. There is no right answer to these questions, and a lot of people use platforms like Facebook or Instagram for purely personal reasons. Some use it to share pictures of their kids &...
Implementing Sales Policies Within Your Company
July 05, 2019 07:00 - 3 minutes - 5.21 MBIn episode 171 of Journey to $100 Million, Kevin talks about our sales policies we have recently put together here at Array Digital. We have never created sales policies before - it used to just be Erik and Kevin hitting the streets and closing deals. But, now that we have Glen (our new sales manager), and plan to hire more sales team members, we realized a need for structured sales policies within our organization. If we hope to hire new sales team members in the future, it is crucial to hav...
Why We Got Rid of Our Hosting Only Clients
July 04, 2019 07:00 - 3 minutes - 5.21 MBHappy 4th of July everyone! As you may recall, Erik spoke on a previous episode about how we analyzed all of our clients and grouped them by how much revenue they produce on a monthly basis. In episode 170 of Journey to $100 Million, listen in as Erik explains why we got rid of our hosting only clients here at Array Digital. After grouping our clients, we found that we have a rather large bottom-tier group of clients. These clients pay us less than $100 per month, and all have one service in ...
Using CRM Platforms to Organize and Plan Sales Campaigns
July 03, 2019 07:00 - 3 minutes - 5.45 MBIn episode 169 of Journey to $100 Million, Kevin talks about how we are now using our CRM platform to stay organized and track performance within our sales process. We currently use HubSpot as our CRM platform here at Array Digital, but have not really been using it for all of its worth. Recently, we have just been using HubSpot loosely to store contacts and deals, but it is not something that we fully live in. Only recently, has HubSpot become something that is really important for us to ful...
The Benefits of Interacting with Mastermind Groups
July 02, 2019 07:00 - 3 minutes - 5.18 MBHave you ever heard the concept of a mastermind group? In episode 168 of Journey to $100 Million, listen in as Erik shares with you what a mastermind group is, as well as how it has benefited him throughout his career. When in a mastermind group, you are surrounded by minded individuals, and get together on a regular basis to talk about your business, how you can grow your business, and discuss different techniques you can try in order to get ahead. Erik goes to a couple different mastermind...
Exploring Common Fears Before and After a Sale
July 01, 2019 07:00 - 3 minutes - 5.18 MBOn episode 167 of The Journey to $100 Million Podcast, listen in to Kevin as he shares with you the common fears a client may have before and after a sale. These fears arise with any business, and we have dealt with them at Array Digital on multiple occasions. These fears that clients may have, are both real and imagined. Your client may be imagining some of these fears, but at the end of the day, these fears are still in their head. In the first 90-days of signing, a client is on edge, and ...
Defining Who Your Top Clients Are
June 30, 2019 07:00 - 3 minutes - 5.21 MBRecently, we have been spending a lot of time trying to figure out who our “best” clients are. In episode 166 of Journey to $100 Million, listen in as Erik explains how and why we are categorizing our clients here at Array Digital. Believe it or not, Erik had been in business for 9 years, with Array Digital the past 2 years, and still did not know who our top clients were. Erik had an idea about who the top 1 or 2 clients were based on revenue. But, after the top 2, he really did not know. E...
Creating a Unique Personal Brand Name
June 29, 2019 07:00 - 3 minutes - 5.14 MBIf you are an observant individual, you may have picked up on the fact that Erik is now referring to himself as Erik J. Olson. On episode 165 of Journey to $100 Million, listen in as Erik explains why it is important to differentiate yourself from others for the sake of personal branding. Erik’s name has actually deviated quite a bit over the years. Sometimes he would just say Erik, sometimes Erik Olson, and he has always signed his name as Erik J. Olson - but he rarely referred to himself th...
The Need for Building a Sales Team
June 28, 2019 07:00 - 3 minutes - 5.41 MBOn episode 164 of Journey to $100 Million, listen in as Kevin talks about everything new dealing with sales going on here at Array Digital. As you may already know, Kevin’s main focus of the company is to bring in new revenue. Recently, we hired a sales manager to bring on to the Array Digital team. Glen, our new sales manager, has had a lot of experience in the sales world, while also building large sales teams Glen has surprised Kevin over the past couple of months. This is because Kevin d...
How Important Is Workplace Attire?
June 27, 2019 07:00 - 3 minutes - 5.35 MBErik recently had a discussion with one of his buddies at the gym that had to do with how people dress at work. On episode 163 of Journey to $100 Million, listen in as Erik discusses his opinion on dressing up in the workplace. This individual Erik had a conversation with comes into the Array Digital office every once in a while, and sees that our employees are dressed casually. He was confused, because in his day job, he works at a corporation where everyone dresses up in nice slacks, a butt...
Our Process of Acquiring Dream Clients
June 26, 2019 07:00 - 3 minutes - 5.11 MBIn a recent episode, Kevin had talked about how we are starting to pursue our dream clients here at Array Digital, and have put together a top 100 prospect list. This is something we put together as a team, and these are the top prospects in our region that we wish to go after. On episode 162 of Journey to $100 Million, listen in as Kevin talks about the process we have put into place on how we are going to go after these prospects! In the first step, we identify the best contact for the pro...
The Importance of Recognizing "Wins" Throughout Your Business Journey
June 25, 2019 07:00 - 4 minutes - 5.55 MBDo you celebrate wins like you discuss losses? On episode 161 of Journey to $100 Million, listen in as Erik explains the importance of celebrating wins with your team, and not focusing solely on your losses. It is okay if you don’t celebrate your wins the same as losses, because Erik occasionally does the same. Losses are actually something Erik digs into deeply, and likes the opportunity to figure out why/how we lost, how to get better, and how we can ensure we do not make the same mistake a...
Bringing Value to Meetings with Potential Clients
June 24, 2019 07:00 - 2 minutes - 3.88 MBOn episode 160 of Journey to $100 Million, listen in as Kevin explains the importance of trading value while meeting with prospects. As you are trying to grow your business, it is essential to be prepared to trade value for the time you spend talking to prospects. For us at Array Digital, we either set up an initial 15-minute phone call, or an hour long meeting that includes a full digital marketing review in order to start a relationship with potential clients. Even in this 15-minute call, ...
Be Different and Go the Extra Mile
June 23, 2019 07:00 - 3 minutes - 5.48 MBWhenever we get a new client Erik likes to do something a little bit different, and a little bit special. On episode 159 of Journey to $100 Million, listen in as Erik shares how a handwritten letter, and being different, can go a long way with clients. You may be asking, why a handwritten letter when you can just send an email? And the reason behind it is that a handwritten letter is different, and not expected. When was the last time you got a handwritten letter from anybody? Whenever we ar...