Episode Summary In this episode of the Free to Grow CFO podcast, Jon Blair and Chris Pearson discuss the principles of profitable growth marketing for DTC brands. They explore the philosophy of Chris’s company, Three Beacon Marketing, emphasizing the importance of questioning traditional marketing practices and focusing on alignment through the North Star Strategy. The conversation delves into key metrics for growth, the interconnection of acquisition and retention, and the challenges brands face when scaling without repeat purchases. Chris shares insights on common mistakes in paid media strategies and the necessity of continuous testing in marketing efforts, ultimately highlighting the significance of retention marketing best practices. Key Takeaways -Acquisition and retention must work together for sustainable growth. -A strong testing process should never stop—it’s the key to long-term success. -The difference between growing and scaling? Profitable repeatable systems. -Don’t just listen to what customers say—watch what they actually do. Episode Links Jon Blair - https://www.linkedin.com/in/jonathon-albert-blair/ Chris Pearson - https://www.linkedin.com/in/pearson-chris/ Free to Grow CFO - https://freetogrowcfo.com/ Three Beacon Marketing - https://threebeaconmarketing.com/ Meet Chris Pearson Chris Pearson is an email marketing strategist, retention nerd, and co-founder of Three Beacon Marketing. For years, he watched brands treat email like an awkward first date–too pushy, too desperate, or just completely ghosting their list. The result? Wasted potential, burned-out subscribers, and millions in lost revenue. Then, he discovered a way to turn email and SMS into a predictable, scalable sales machine–without sounding like a sleazy used-car salesman or blasting discounts until customers develop banner blindness. He calls it the Waypoint Email & SMS Strategy®, a system designed to make email & SMS feel less like spam and more like money in the bank. Now, Chris helps 8- and 9-figure brands stop treating their email list like an ex they only text when they need something and start turning it into their most valuable asset. His system has generated millions in additional revenue for businesses that finally want email & SMS to pull its weight. Chris lives in Windsor, CO, with his wife and their dog, Sylvie, who has no idea what email is but still gets more engagement than most brands. When he’s not optimizing retention strategies, he’s probably outside, lifting something heavy, or overanalyzing why people do the things they do. Transcript ~~~ 00:00 Introduction to Profit-Focused Growth Marketing 02:02 The Rebel Agency Philosophy 05:50 Understanding the North Star Strategy 09:36 Key Metrics for Profitable Scaling 15:10 The Importance of Repeat Purchases 20:29 Building Sustainable Brands and Relationships 24:31 Common Misconceptions in Paid Media 27:07 The Importance of Testing in Scaling 30:40 Understanding Customer Value and Retention 35:20 The Role of Product in Retention Marketing 38:42 Bridging Brand and Data in Retention Marketing 40:22 Final Thoughts