TikTok Live Saved My Business... | Jared Mortensen

Lunch With Norm - The eCommerce & Amazon FBA Podcast

Norman Farrar

Marketing, Entrepreneurship, Business, Business:entrepreneurship

5 • 1.4K Ratings

🗓️ 25 August 2025

⏱️ 55 minutes

🔗️ Recording | iTunes | RSS

🧾️ Download transcript

Summary

In this episode of Lunch with Norm, we sit down with Jared Mortensen, the founder and CEO of Real Man Apparel, who went from aerospace exec to eCommerce powerhouse, building a men’s underwear brand that’s already hit $6 million+ in annual sales. The secret? TikTok Live. We explore how Jared turned a cash-flow crisis into viral success with authentic livestreaming, community-building, and algorithm mastery. You'll hear the raw truth behind his startup journey, how he manages fulfillment from Amazon MCF to Shopify, and why engagement-first livestreams are the future of eCommerce. ✅ Learn the secret to TikTok Live selling ✅ Why your first 30 seconds can make or break your stream ✅ How to deal with trolls, engage customers, and build real loyalty ✅ Behind-the-scenes of a multi-studio livestream setup ✅ Why Real Man Apparel offers 36 size combinations — and why that matters ✅ The "halo effect" of TikTok on Amazon SEO and branded search If you're an eCommerce seller, DTC brand, Amazon seller, or just want to learn how to go viral while staying authentic, this is the masterclass you didn’t know you needed. 🛒 Visit Real Man Apparel: rmac.store 💡 Want more expert tips? Subscribe to Lunch with Norm and never miss a beat. Chapters 00:00 TikTok Live Business 02:46 Amazon Influencer Struggles 05:37 Why Mods Matter 08:25 Compression vs. Sweat Sales 11:24 Handling TikTok Trolls 14:57 Cash Crisis to Comeback 18:01 TikTok Live Gear Setup 21:06 Affiliate Setup Checklist 24:36 Order Tracking Tools 27:51 TikTok Sales Secret 31:07 How Long to Stream? 34:19 Shopify + Branded Search 37:30 Stand Out With Quality 41:00 Real Customer Loyalty Tips 44:15 TikTok Live Teasers 47:36 Biggest Live Mistakes 51:06 Sub-Brands for Growth 54:06 Give Back + Learn More ______________________________________ This episode is brought to you by Flat World Network: Hey Amazon sellers, Norm here! I’ve just launched my new agency, Flat World Network. If your listings aren’t converting or your sales have hit a ceiling, you’re not alone. We help sellers unlock 30% more Amazon sales in just 90 days, using real strategies that work across listings, ads, and backend setup. 💥 Get your FREE Amazon Audit - https://flatworldnetwork.com/ ______________________________________ Sponsors: Sellerboard - https://sellerboard.com/?p=02091 AZ Rank - https://azrank.com/#get-quote ConnectCash - https://connectcash.io/ Sophie Society - Free PPC audit → https://calendly.com/sophiesociety/noa Levanta - Affiliate Shift Calculator → https://hubs.ly/Q03jnb3B0 Flat World Network - https://flatworldnetwork.com/ HONU Worldwide - https://honuworldwide.com/ Marketing Misfits - https://marketingmisfits.co/ Start. Scale. Exit. Repeat - https://www.amazon.com/Start-Scale-Exit-Repeat-Entrepreneurs/dp/B0CYWGZ6YL Join the Beard Nation at https://www.facebook.com/groups/lunchwithnorm

Transcript

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0:00.0	I have a friend in China. I'm in China every couple of months.
0:02.8	He has a couple different live stream studios where he's going live on Doyen, which is the Chinese TikTok, right? And I went there and watched some of his live streams and it was like, holy cow. He was doing $70,000 to $90,000 an hour. USD. It was just absolutely crazy. And so I spent a week or two like setting up the studio. I finally went live and it just
0:21.6	absolutely blew up from day one when we started going. Can you kind of go through that process?
0:26.4	You go live. Somebody wants it makes a sale. What happens? Where does it go? How does it get fulfilled?
0:36.1	Lunch with New. Luncheon. Our guest is the founder and CEO of Real Men Apparel Company.
0:42.6	And after nearly 20 years in the aerospace operations and finance, he launched his business right out of his garage.
0:49.8	Now, this is back in 2021.
0:51.8	So he sold his first million in 11 months. And since then, he's expanded
0:57.6	to TikTok Live and Shopify. And now he surpassed over six million in annual sales. We really want
1:04.6	to thank Sellerboard, Sophie Society, the Titan Network, and Connect Cash. We appreciate everything you're doing and we couldn't do
1:13.9	this podcast without you. And sit back, relax, and welcome Jared. You know, I don't know how you can do
1:22.5	that because like this is a hour long podcast. I've talked to somebody on the marketing misfits that they spend pretty much their whole day on it.
1:33.3	And by the way, that lady sells over $20 million, $20 million a year now on TikTok.
1:43.1	It was, it's crazy. And so now with your story,
1:47.0	here's another just crazy story. So I'd love to first, we'll dig into it, but how the
1:53.1	hell do you do it? How do you constantly just go in and talk to is there a formula to it?
1:58.3	Well, I mean, first is just to get started.
2:04.7	And so a lot of people, when they're going live and doing the live streaming, they think,
2:08.2	oh, I've got to, if I'm going to go live, I've got to have like all this content, like this whole,
2:09.7	you know, 60 minute script.
2:12.9	But, you know, live streaming, it's like ground talks day every 30 seconds, right?
2:35.2	So you have anybody that has their talking points from like their Amazon listing, you can go live and you're just hitting on that. Because, you know, the average of viewer is, you know, 20 to 30 seconds. And so just on there and off, you think TikTok just like the content, you know, a lot of those, you know, those TikToks are, you know, 10, 15 seconds. And so there's a lot of people that are just on pretty quick and off. In some cases, like impulse buys in 30 seconds.
	...

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