How Your Agency Can Survive AND Thrive In A Government Demand Destruction Environment!

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Hey gang, if you haven’t noticed yet, market demand does NOT always stay the same.

You see, normally we get a nice 3 to 5 year product life-cycle before things start to shift, but sometimes…

…all hell breaks loose really fast.

And in this case I’m talking about what I call, ‘government demand destruction’ (i.e. sudden societal events occur which causes the government to enact policies which severely impact the marketplace).  

Now here’s the good news for you when this happens…simply by knowing how to switch your offer to solve your market’s new problems, you’ll not only weather the economic storm, BUT can actually come out ahead in both the present and the future!

In this video you’ll learn:

  • Why you must get comfortable with the idea of an offer switch (hint…your real allegiance should NOT be to what you are selling, BUT rather who you are serving)
  • The product life-cycle model – how it usually flows and what happens when it suddenly gets rushed or disjointed
  • The BIG mistake most agencies make during a ‘government demand destruction’ period and what they SHOULD do instead
  • What obvious, yet painfully overlooked, thing agencies did in the 2000s when the magazine, newspaper and billboard demand dried up so they NEVER MISSED A BEAT.
  • The ‘government demand destruction’ offer which works for 80-90% of businesses and puts you in a position where clients are paying you money and ENJOY doing it! 
  • Plus a bunch of Q & A!
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Transcription

[00:00:00] Lunch, Learn and Live!. Let’s get this party started.

[00:00:04] This is going to be pretty darn cool. A couple of people just joined in. We have Chris Hardy and Abby Sheck, Marcha and Langdon James. I think Mark Karr march not really sure. I do want to say, by the way, as a side note, I have never gotten more flack on my own ads selling the book than ever in the history of the world ever. It is like hilarious, like like God forbid, like there’s one typo in the ad and there must have been 50 or 100 comments ripping me to shreds. And like, guys like, it’s OK. Like, you’re allowed to make mistakes.

[00:00:38] And I’ll tell you what it is mind blowing the amount of engagement that’s happening on ads simply because people are staying home. It’s mind blowing how cheap it is. Advertising cost per lead is down 25, 30 percent compared to pre Corona.

[00:00:56] Either way, it’s gonna be pretty darn cool. And Myrna Mirana, I can never pronounce your name correctly, says my travel niche is getting beat up. I’m so excited for new ideas.

[00:01:06] I’m super happy to help you. We have a couple more stragglers and get this party started. Scott, one of the twins, I met both of them at our agencies event. I wasn’t quite sure which one was which, but we originally met at Bobby Stocks fan check, McCarthy, Joyce Moran, Leo. Could just run the icy Luke Harvey’s also me. I see. And I’m kic seeing.

[00:01:24] Pretty cool. So today we’re going over the idea of creating offers in a demand destruction environment. And this is going back to my MBA background, Fortune 50 consulting and all that fun stuff. It’s never a good idea that your nose is itchy and alive. That’s always the worst angle ever. But for me to properly communicate, I guess you could say demand destruction, environment and things like that. We’re going to be going over this concept that I think everybody can kind of understand that concept. Is this right here; it’s called the product life cycle model. It’s called the product life cycle model. Every business, every program, everything that’s ever been bought or everything that’s ever been sold follows the product lifecycle model. I don’t care for Tesla selling model threes. I don’t care for the three. I’m selling masks. I don’t care if you are selling cars, planes, trains, automobiles, soda, whatever it is. Every single product or program that you will sell or you bought follows this product life cycle model in the beginning. You have the early adopters. You have to realize businesses that are saying, hey or sorry, the real human beings that are ultimately interested in buying what you have to sell. They think it’s cool. They think it’s exciting. They say, yeah, I want to try it. These are the people that bought. The Model S from Tesla. Despite it being super expensive, despite not being sure if it could work. They want to be on the real cutting edge of really, really cool things and really, really cool products and services. Other examples include the first people about the iPod or the the Apple one, not the Apple two, but the Apple one. You probably experienced this for yourself with your own personal buying journey because you’re like, this is really cool. I want to buy it. I’m not really sure what it’s about. Nobody’s ever told me about it. But, hey, I’m in the excitement, the motivation, the newness of it. Every product or your program, bought or sold or probably what you’ve experienced goes through this early adopter phase. And then what happens is you tell all of your friends and then the product or the product goes into the growth phase where you’re like, oh, my God, this is cool. I’ve been hearing about it. I’ve been talking about it. I’m gonna go see what’s up. Great example would be a business like Supreme. That’s where they’re buying and selling or say they’re selling expensive clothes meant to be sold again to new buyers like they have a unique, unique idea on the wholesale retailing model, whether they’re selling stuff specifically meant to be resold on the aftermarket. I never heard of Supreme until somebody told me about Supreme then I’m directly advertising. They are just letting word of mouth take over. Introduction to growth. Cool. Numbers are moving the right direction. Everybody’s happy. And then pretty quickly re realize, oh, my God, you know what? The market’s capped out.

[00:04:22] You can’t buy another iPod. You already have what? And short of a new release, the market is mature. I can’t buy another mattress. I’ve already bought one. Am I really going to buy a second car? I mean, how many phones can I possibly get?

[00:04:38] Over so many years, a market matures and then. It declines. This is the product life cycle model, and everybody understands this and gets it. Something along this journey moves these numbers down. We’re never really quite sure what happens and when and where. But something happens in the case of the iPod. Let’s just say everyone already bought it. Can’t buy it again. End of discussion. I cannot spend more. IPod. Dollars. I already have my iPod. OK. No big deal. Complete and total sense. Short of introducing a new iPod. Apple can’t get my money. Short of introducing a new program, product or offer. The iPod market will decline, happens. No big deal. Everybody gets it. Here’s an example. Typewriter’s. I don’t know, a typewriter company.

[00:05:37] Let’s just say it’s 3M, everyone. They got it.  A brighter.

[00:05:51] Everybody already got it, you can’t buy another typewriter. Tough shit. End of discussion. Same way with mikes, et cetera. Introduction to growth, maturity and decline. But here’s what’s interesting. Sometimes the reason why somebody doesn’t buy a thing is not because they already bought it. Something can happen.

[00:06:09] Let’s just say in terms of technology, in terms of social, in terms of culture, something could happen in the introduction growth maturity phase where for whatever reason, demand for practice or risk gets destroyed. This curve moves down really fast.

[00:06:25] You accelerate. Introduction, growth, maturity directly into decline. For whatever reason. And, you know, as human beings, we’re OK with this idea because let’s take a look at, again, typewriter’s.

[00:06:40] Typewriter’s and I think the 30s or the 40s, they were introduced. Businesses loved it. And then they told all their friends they started buying typewriters. Cool, fine. Perfect. And then they realized everybody had typewriters. OK, whatever. No big deal. We’ll introduce typewriter Djenne to. Business gets to reset this and say, hey, guys, I know you’re the first generation typewriter. But look, we’ve got a brand new product, a brand new program, a brand new lifecycle. Why would you want to be on Gen One? Would you be on Gen two? Oh, my God. Gentoos Amazing introduction. Growth, maturity and then typewriter generation three.

[00:07:23] Corporation behind typewriter’s is consistently bringing up new ways to reset this product life cycle model.

[00:07:34] OK. No big deal. They know what happened.

[00:07:38] Something came along called the personal computer, which destroyed the demand for typewriters. Why would I ever want a typewriter? One, two, three or four?

[00:07:50] When I could have. Personal computer, which would do so much more.

[00:07:58] There’s no reason for me to ever buy a typewriter again. The demand for typewriters was destroyed. And I don’t care how good that typewriter is. I don’t care how amazing that typewriter is. The personal computer destroyed the demand for the typewriters. Genuine Gentoo, Gen3. No big deal, by the way. We’re all the receiving end of this. We do not freak out when typewriters are declining.

[00:08:29] I’ll we find with typewriters declining. No big deal. By the way, you can still buy a typewriter. So you’ve got options.

[00:08:39] We don’t freak out about it. It’s fine as human beings and business owners who are actually on the receiving end of a decline of a product’s lifecycle model. It’s fine. And we are also in the beginnings of a new product lifecycle model over here.

[00:08:56] If the introduction of electric cars.

[00:09:02] We’ll just call them electric vehicles. Nobody’s buying them. Everybody’s selling them. The introduction phase of the Model S and then the growth was the model three. The electric vehicles are destroying the demand for internal combustion vehicles. And I’ll bet you dollars to donuts in 10 to 15 years. We will have internal combustion engines on the decline. Has something for the decline. Something destroyed the demand. Sometimes that demand.

[00:09:38] It’s destroyed by technology. Sometimes it’s culture like we no longer like certain musicians, like jazz has faded out. Fine, whatever. No big deal. And sometimes it’s government.

[00:09:55] I’m not passing judgment. In fact, I’m very much for the stay at home orders at Jin-Yi believed that at Coronavirus is a massive pandemic.

[00:10:02] I’m just using the term government driven demand destruction. Communicate.

[00:10:13] At the demand for airplanes, cruise lines, oil and most products and services has been destroyed and accelerated. We are seeing every single proctored service. I’m sure that’s a general statement. I’m sure you can fight about it.

[00:10:30] Moving super fast from introduction to growth, maturity decline. Not due to technology, not to the culture, but due to government driven demand destruction. Whether it’s iPods, typewriters, Tesla’s furniture, whatever.

[00:10:50] That demand destruction was driven over time by technology and culture. This time it’s driven by government. Or more accurately, people not going outside. I don’t want to go to a restaurant. I don’t want to go on a cruise. I don’t want to go in a place. And because of that, we have had massive demand destruction across incredible a number of industries. I think 30 to 40 percent across the board. Now that we have a concept of the product lifecycle model and demand destruction, I’m gonna give you another analogy, another concept that you can apply to your agency.

[00:11:24] Let’s flash back to the 1990s, back when I don’t know, Oprah was it or when he golberg was the things that would be Goldberg was a thing and Scientology was exciting. Let’s say it’s the nineteen nineties.

[00:11:39] You run an agency running around town trying to drum up demand and sell your stuff. No big deal. Totally fine. Everybody gets it. First business, so you say, hey, did you want to buy what I have to sell it say? Not really sure. They say I sell. The Yellow Pages.

[00:12:16] My God, the yellow pages are amazing. Your clients. Of course, I want to buy the Yellow Pages.

[00:12:25] There is demand for the Yellow Pages. People want to buy it. All we have to do is sell it. Mr. Johnson, do you want to buy what I have to sell it? I sell the Yellow Pages to clients as of course, I want to buy the Yellow Pages. No big deal. Everybody gets it. Now, right now, Facebook gets two thousand. You run an agency trying to drum up demand and sell your stuff. And you say, hey, Mr. Johnson, are you going to buy what I have to sell? They say, sure, what is it you sell?

[00:12:54] You say, I sell the Yellow Pages. That says, I don’t want that. I don’t want the Yellow Pages. I don’t know. What do you want? A guy says, I want Google. Let’s say, oh, oh, I also sell. Let’s right. I want to buy an easy sale.

[00:13:15] No big deal. Let’s flashback to the 2010s. You run an agency, you run out of town, kind of drum up demand and sell your stuff and say, hey, do you want to buy what fsl they say? What is it you say? I sell Google, as they say. I don’t want that.

[00:13:29] What do you want to say, Facebook? Oh, I also.

[00:13:34] Tell Facebook, at each stage of this, we are adapting our offer to what our clients want. The mistake I think most people are making.

[00:13:51] Most agencies are making is they are still. Selling. Get more customers. Offer.

[00:14:03] Whether you’re selling the landing, the Yellow Pages in the 90s or Google in the 2000s or Facebook and 2010s, that’s still a get more customers or get more clients offer. That works in the presence of technology driven demand destruction. Of culture driven demand destruction.

[00:14:25] Hey, Mr. Johnson, do you want to buy an internal combustion engine? No, man, I don’t want that. What do you want? I want electric vehicle. Great. Let’s go buy the electric vehicle. I could sell it to you. Going to love it. Mr. Johnson, don’t you want to buy this iPod? No, man. That’s weird. I don’t want an iPod. What do you want? I want an iPhone. Oh, my God. Let’s do it. But what’s different is with government driven demand destruction. They don’t want to get more customers offer.

[00:14:51] They want to cut my costs and afford. I rent offer a want, but take my offer or take my program online, offer a want to pay my bills and get me through Corona virus. They want to cut my costs and help me survive.

[00:15:28] I do not believe that an agency right now trying to sell a get more customers offer. We’ll have the results that they expect. If you are trying to sell your clients to get more customers offer, it will counter the strongest sales rebuttal ever. Mr. Johnson, do you want to get more customers? They say yes, but our office is closed.

[00:15:53] Well, just go ahead and open your office. We can’t the government.

[00:15:59] As it works shut. Well, why don’t you open your doors any way we can change government policy? No. People are afraid. Health gets sick when you’re leaving with the get more customers offer. Chances are for the most industries in a government driven demand destruction.

[00:16:19] Well, counter to this. And you cannot beat the. They get more customers offer. Is now being hit with the strongest rebuttals that you cannot beat. Imagine you are Delta. Trying to sell tickets to people that say there’s no way in hell I’m getting on a plane. Delta cannot self get to your destination. Offers. It ain’t gonna happen.

[00:16:46] LTA cannot sell more tickets. They’re offer. Is a plane ticket to get you to your destination. I’ll called you right now and said, hey, I’ve got a ticket. From Miami to London, it originally sells for one thousand dollars. It’s first class. You can leave to morrow. You want it? It’s not a cartoon in the world that will say, yes, this because. Beltram. Quarantined. And have the worst. Ever felt that consistently dealing with this scenario right here? They cannot sell first class coach or any passenger tickets. So Delta switched. Offer instead of selling passenger tickets. Delta is now selling Pargo tickets.

[00:18:01] Hey, if you’ve got some shipments you need to make from Miami to New York or Miami to land or wherever. Put them on our plane. Let’s go. We’ll save you some space. You can actually love it. Delta switched the offer instead of going to the. Enjoy your destination. Buy a plane ticket. You’re going to love being a passenger. They switch the offer to cargo tickets. We’ll get your stuff where it has to be overnight.

[00:18:28] When an agency in the 2000s was trying to sell newspaper magazine Billboard or Yellow Pages.

[00:18:44] And all they got was no. No, no. And no. It’s switch the offer. Switched it to Facebook at.

[00:18:59] Ladies and gents, here’s the kicker. For everybody watching this. I believe you need to introduce a new offer. You have to switch your offer.

[00:19:12] You have to switch your offer from. He’d get more clients.

[00:19:20] To save more money, this has been confirmed by custom research, I’m running Miami a list of over eight hundred thousand people that I emailed. David Morello’s personal Facebook posting certain groups. People are moving away from the get more clients, too. I need to save more money, save more money offers. I believe over the next 30, 60 or 90 days, we’ll provide an influx of cash. Best serve your clients and customers and put you in a position where your allegiance is to your clients, not to your offer. Just like the agencies that survived the nineteen nineties, the two thousands in the 2010s said, I don’t care if you’re buying newspaper or magazine or Billboard or Yellow Pages or Facebook ads when you need to switch the offer. Just like Delta. Who will survive this? We’ll say, hey, that’s fine, I’ll switch the offer from passenger tickets to cargo tickets. Just like when Tesla realized her Model S was approaching, matured in decline, they introduced a new offer, just like Apple, when they realized their iPod was going into mature in decline. They introduced a new offer. You need to introduce a save more money offer. Not to get clients. But to save more money, offer this again was confirmed by Christine Cele, Nick Corm independently of me, confirmed by Adam Chambers, independently of me, confirmed by reallife. People realize human beings, customer research migrate from a get more clients to a save more money offer. You can watch last week’s luncheon and live the past 50 minutes or is experimenting with this idea. I think it’s much more refined now. Now you’re saying, what does a save more of save more money offer look like? Well, lucky for me, there are people smarter than me that are experimenting with this.

[00:21:20] Take your gym online. Cut your costs and get through Corona virus. Johnson, wouldn’t you like? Dozens of people filling up your gym. Well, I guess I lost the client. That’s what an old agency who has a fulfillments mindset, who’s stuck on get more clients would be thinking. But instead of you say and Johnson, look. I know that I could fill your gym. But, you know, there’s government policy. People are freaking out and there’s a decline in your gym, people wanting to be there in person. So what if I took your gym online? Cut your cost and guide your coronavirus? Six week program. I’ll show you everything. Far as you set it up. And you’ll have cash coming up.

[00:22:21] Well, I’m interested in that. That is a save more money offer. It’s highly unlikely to continue on with the get more clients. But if you switch in and do a derivative of a save more money offer, you’re gonna have a much better time. If I can go to my chiropractor and say. Mr. Johnson, don’t you want more clients coming in and say, why would I want more clients coming in? There is a government mandated shut down. Everybody is stay at home. Even if we ran your stuff. It wouldn’t work. Government driven demand destruction.

[00:22:54] So instead of trying to get him more clients to say, Mr. Johnson, I understand it. What if we did at home console’s? It one on one adjustments only. And created a eight week stretching program for people that signed up for your three day, 90 day doc program.

[00:23:21] That’s something you’re interested in. All set up for you have to charge you. But I’ll show you everything. All of cash coming in, probably, by the way, you’ll end up saving more money. It’s not something you’re interested in. Oh, I think so. Cool. You can still use Facebook as the power of this, but you’re moving from a. I’ll get you more clients, too. I’ll save you more money. The same way Delta is still running their planes. They sell to buy gas, but they’re moving from a passenger ticket offer to a cargo ticket offer. Makes complete and total sense if I want my bike shop. And say, don’t you want more people buying your bikes? You say, yes, but there’s no way they’re going to come in and it’s going to happen. I’ve got no rebuttal to that.

[00:24:04] So if I said, hey, you know it, I know that you’ve got three front desk receptionist if you’re paying them thirty thousand dollars a year. What if I did an audit? Figured out how to automate one entire front desk position. Framed your other front desk. And. What I say here, automate your front desk, train your other front desk and created a. Online sales academy that could better train. Everyone on staff. But the conversation, it’s not a hard no.

[00:24:53] That’s a save more money offer. I think the agencies that are going to survive and thrive are next 30, 60, 90 days. Are the agencies are moving from the get more clients, which is powered and been accepted by businesses over the past seven to 10 years from 2008, 2018. But now it’s time to switch to a save more money offer. I believe that this can work for about 80 to 90 percent of your businesses. You can’t go to public. Zakhele is saving more money. They’re like, no, man. We’re making so much money. People are coming in. It’s great. But if your business is. Challenged in this coronavirus switch to save more money offer.

[00:25:32] I mean, you can even do, like, really fun stuff if you just like, think about it, go for a walk and say, well, what could I do in exchange for money? What if I negotiated down your rent your bills and save you? Twenty five percent of your business this costs. And only got paid. And I’ve saved you money. I know businesses all over the world that would say, I’ll take you up on that offer, in fact. And you argue who runs?

[00:26:07] He’s based out of Florida. He does an accounting and CPA offer. This is how he gets clients now. He tells me to get clients, he says, hey, what if we negotiated your your taxes? What if we negotiate your taxes or if you’re not? And if we save you money, just a percentage. You could take your gym clients to online memberships. You can help your chiropractor do at home consoles. You can do one on one adjustments only. You can create an eight week program designed to help your clients stretch over the next 30, 60, 90 days. Every day for 15, 20 minutes, you organize Zoome call. I have to charge you for the time. I’ll tell you what. I’ll walk you through the top 10 stretches. Hensen tips on how to keep everything limber while you’re working at home. That’s a save more money offer. If you said, hey, Mr. Johnson, I know you have to cancel. I get I understand it, but we’ve got a new thing for you. Whatever got to be save money, get through this virus. I want to audit your front desk, figure out how to use software to cut your costs by 90 percent. Chances are you won’t have to have three front desks, but instead, one can help you save sixty thousand dollars over the next twelve months. Now is probably the best time to do it. What do you say, Mr. Johnson? I get it. I understand it. You’re not interested in Facebook. Guys, I want to let you know that we actually have a cost reduction program and a save more money offer. I can employ people and get people on my team to negotiate your rent, negotiate your staff, negotiate your suppliers level and help you save anywhere between two and ten thousand dollars in the next 60 days. All I have to do is charge you a percentage of that. Are you interested in that idea? Those will get more yeses. Those are offers at work and a demand destruction environment that will get your agency through this and putting up the position where now you’re making money and your clients actually like paying you money. This is a very unique opportunity. Where you get to switch your offer. This is your business. Winter. We are experiencing accelerated product life cycle model where introduction, growth, maturity. This is where we have been over the past two, three, five years right here. It was only a matter of time before it starts declining. Usually this decline takes two, three, four or five years. But the government driven demand destruction, which is all by intents and purposes the correct reaction. Probably not strong enough as force decline. And when you’re in a down market, you have to switch from get more clients to save more money. Here are just four ideas. These are four messages and text messages you could send to your client, like, hey, what if we did this? What if I negotiated down your costs? What if I took your gym online? What if we did at three k, 90 day dock program and create an eight week stretching program that you could then just sell again and again? What if we didn’t? Autumn would if we did an audit and automate an entire position, save you between 30 and 60, 90 thousand dollars next year. I believe in my heart of hearts that agencies that now have a get more clients offer and a save or money offer will have more people signing up to save more money. And you won’t have to fight the unfindable. There’s nothing you can say to get a client to renew when this happens, ever. But you can say, well, Mr. Johnson, I could save you more money. What if we created this? What could a six week program, an eight week program to twelve week program? What do you send out now for those at home consultations? These types of ideas will get cash in. Make your client receptive to your offer and help you deal with a natural decline of a product lifecycle. So I hope this makes a lot of sense, Jane, believe that the agencies will do this, will keep their clients, make a lot of money and be better positioned when they offer switch happens again when all this passes and they’re like, great, we’re ready from our clients. Are businesses open? And the agencies that keep their clients now want to have the openness of their client to new competing agencies. And the agencies that are open to this idea will probably keep their margins and keep their programs. So just having an off switch the same way Delta or American Airlines or any airline out there, if they switch to cargo, they’ll probably survive. And when passenger tickets come back, they’re in a winning position. So I hope that makes a lot of sense. I hope that that leaving it’s your pain, solve your problems and move your moves, you forward. I believe that you need an offer switch. Especially the presence of government driven demand destruction. One mistake that I’m seeing people make is that they’re going from Carnival Cruise Lines.

[00:30:47] Into American Airlines. As in, they’re saying this niche sucks. I’m going to try another. I get it. I understand it, you’re getting near zero yeses from your Carnival Cruise Lines are saying, hey, I want to try something else. But chances are just gonna run to an American Airlines that has the same problem, which is government driven demand destruction instead of simply switching missions and trying out a new industry. With the same offer. Simply. Changed the. Short of.

[00:31:36] Being in real estate, in a real estate recession, you’ll get more results more concisely, more quickly by keeping your clients. And then changing the offer, then dropping your client and then having them go somewhere else and then trying to muscle out another agency. Highly unlikely it’s going to work more.

[00:31:53] So about 80 percent of the businesses in the United States are experiencing massive drop offs, sort of like Amazon, Publix, Wal-Mart. And you probably can’t get into those. I’m sure there are some carpet cleaners that having massive success. But imagine trying to break into the carpet clean niche while all of this is happening.

[00:32:10] Your best bet is not to switch niches, but change the offer, change the offer from clients and to save money. I hope that makes a lot of sense, that moves you forward, put you in a very winnable position. We’re gonna move into Q&A now. Can I ask any questions that you like? This is time that I devote and give to you. If you have questions on how to create a money saving offer, how to put your client on a money saving offer, what, a six or seven steps or a promise or a process or a program would look like. Now is the time.

[00:32:51] Ask whatever you’d like. The time is yours to go through the comments section and see what we’ve got going on right now. Let’s see. Austen. Here we go. Watson Bradley says, move your entire membership online. Cut your costs and become the health authority in the marketplace. This is a derivative of the not get more clients offer, but a save more money offer. I don’t think most businesses or most gyms are run around town saying, oh my God, I so desperately need online membership. I think the first thing I am thinking of is how can I afford rent? How can I. How can I pay my employees? How can I survive? And then the second thing is, what if we did an entire membership online? This is the cut costs. Offer makes complete and total sense. And this was confirmed by Alex Mosi that is now running. Run your gym online. You can go to any gym in the world, say, like, hey, I know you can’t get more clients, but would you like to save money by moving your membership online? Easy. Yes, easy prospect, the engine. Easy, cold email, it got more people saying, yes, let’s talk. Showing them five to seven steps and then getting them to pay you money. And Waldrup says, this is what I’m currently doing with the gym right now, building it out perfect. Max says restaurants are actually perfect right now. Get it up online order cost per acquired client is so cheap right now or cost per average click. I’m not sure what the CIA, Siemens, either way, the restaurants are definitely in the in-between stage of of it could be a get more clients or save more money.

[00:34:40] I put restaurants in the there, not a Publix or not a warmer than on Amazon, but maybe they’re working all but you. By the way, most restaurants are still not making a lot of money. And this is their way of keeping their doors open and saying, you know what, we’ve got to do more to goes. We’ve got to do more online. Let’s talk. And this was confirmed by Gallup. Deals like you just signed like, I think two or three, three thousand dollar online restaurant built, which is cool.

[00:35:07] Priok says. I’m at the stage where the client is getting ready start on membership’s. The problem is I need a solution. Two is how can we get him more online course membership sales? So if you’ve got a gym client that is moving online, that transition is easier than you think. It’s literally like, hey, guys, we’re moving our gym membership online. If you’re interested, click here and join our Tuesdays at three thirty or Wednesdays at four 30. It’s literally everything you’d already know how to do, which is zoom meetings, text reminders. Give them an agenda. They open up their laptop. You tell much logic tech camera to buy and you send out a zoom link to everybody who signed up. Easier than you think. If you make it manual, you can do it in ten to fifteen minutes. If you have somebody that is selling a course or membership that wants to sell more courses or more memberships, that’s an entirely different animal. And I would really not recommend you try online courses or membership sales or coaches in the beginning. But at this guy’s a local gym that’s like, hey, I want to start doing all in memberships and doing online classes. It’s as easy as you think, which is Ledoux send out an email and a text message saying, Hey, Zoome, here’s the link. Open up your laptop. Let’s get started and you’ll stand by and support him as necessary and click this. Don’t click that. Have a text setup process, all that fun stuff. Malikai says what’s the save money offer for Mets was this was reinforced by Nick Corm and Christine Cele. A Nick Corm runs a very successful agency out of Denver, Colorado, doing the exact same thing the saved more money offers. Hey, Mr. Johnson, what if you could do at home consultations, face time consultations and end up getting prepaid so that you don’t have to worry about paying your rent? You can save. I don’t know, x number of employees. You can start making more money. You can have a great time doing at home face time consultations. We’ll show you how to do the tech setup. We’ll show you how to do a blank, blank, blank leave and get people scheduling. And all you have to do is click a link. Open it up and then we’ll give you scripts so that you can actually make a sale. Now, you and I both know that you won’t be able to sell the whole thing for two thousand dollars. But what you can do is say, hey, Mrs. Johnson, I want to let you know that because you’re on this face, I’m consultation when making an offer. It’s our coronavirus offer. So instead of charging a thousand dollars like we will when we reopen, present you an opportunity to buy this for eight hundred dollars. You have to make a decision on the call or within 24 hours or we will let someone else take your spot. This voucher is good for blank, blank and blank. And when we reopen, you can come in.

[00:37:39] That’s your offer for Mets sports. Luke says. You got a good suggestion on how to save a real estate company money? Yes, actually, you can say, hey, Mr. Johnson, let me ask you this. How much time, effort, energy and money are your agents spending on confirming appointments, on making sure people show up? And how long does it take to go from offered a sale? And if I shorten that, would you save more money? Yes or no? Probably not. Miss Johnson, I get that. I understand that. All right. If we did this, what if we did this? These are with some modifications to offers that could work for a real estate company. Now, when you say real estate company, I’m assuming that like it’s a company and not a singular real estate agent, that they have real costs and things like that. You can definitely put yourself in a winning position, et cetera, et cetera.

[00:38:33] Austin Nelson says, what would it save or money program look like? And what I’m going to do is I’m gonna go back to my Facebook profile. Facebook, the Facebook group. On a separate tab off screen for a little bit. And I’m gonna show you.

[00:38:48] A program that I just kind of spitballs last week, and this is something that I had on the whiteboard on the other side of this camera right here that I think might provide enough thought processes behind what you’re doing and how you’re doing it. Go ahead and click this. Click that. And screenshot that right here. Mean copy, link, address. So I’m going to put here we go. So this is a screenshot of a Save More Money program. It’s worth having this conversation with your clients. I’m just trying get you more interest and people wanting to buy what you have to sell.

[00:39:30] Go here and go the last, like, fifteen minutes or so. I think it’s the last. It’s at one hour and four minutes. One hour and four minutes or so. But this is an audit your tools.

[00:39:45] It’s software that runs ninety nine percent of the time and automates. Ninety nine percent of your tasks and saw it maintain it. Make sure that it works. Will do competitive research to see how other chiros are getting pre-paid. We’ll get prepaid for the three to five K offer. I’ll make one with you and we’ll do online fulfillment. And I’ll even sell your program for you and provide the scripts that say Keep your business running and the recession program. You can see how those derivatives of the saved more money and also the make more money process. This idea, by the way, Austan, is still raw. I don’t have like a refined process behind it, but I’m pretty sure that if we applied some thinking, it’s very, very easy to create a save more money offer. For example, I know that I’ve got Klick funnels Zoome callously high level. There’s like five different tools. If somebody came and said, Hey, I’ll merge all the shit together and save you a thousand dollars a month, that’s a great year. Five hundred just like that.

[00:40:36] So I hope that answers your question. Let’s see.

[00:40:42] Dan says, yes, we have a restaurant that’s amazing, but losing money because of Krona say about something, the Facebook message, you can say, Hey, Mr. Johnson, I know Corona is really killing your margins right now. What if I could get you X number of sales in Thailand line to go only so that you can keep your business running? Probably save some money and get revenue coming in over the next forty five days or so. If they say we’re not interested, you say, OK. Anderson. So what’s your plan to actually make money, get cash in the bank over the next six to eight weeks. Great. I understand that’s not really sufficient. Is that going to hit your goals? No. Well, what if we moved entirely online? Would you be interested in that type of idea? Dan continues on and says, what’s a good way to approach your local restaurant to help them? I would say just like that, you can definitely run ads saying, hey, restaurants in Dallas, Texas. Would you like to go entirely online, save some money and get through this Corona virus? Maybe that’ll flag something over the next six, eight weeks. If so, click the button below and let me show you the Take Your Restaurant online program. That’s your VSL, if you’re interested. Click the link below and we can set it up for you. What to charge you money. But our clients see on average, they make an extra number of orders per week or per month, if that’s something, or just click the button below. Michael says if you offered more money program, how would you make money? Can you repeat it? Do you cut your charges? I’m not quite sure how to answer this, Michael, because I am still in the process of figure out a save money program with my chiropractor who is effectively shut his doors and is trying to figure out all that stuff. Maybe there’s a combination of a wrench relief letter. I got the idea from Katie Lynn White and Jordan Key, as well as Joel Kaplan. So Save Our Money program. How would you make it? You probably charge them for it or percentage of your savings. You could probably repeat it for other clients, not the same client. This is really just a new program to help them get through it. I’m not I don’t have a great answer for you. I’m just trying to figure this out along with you. Alec continues on and says, gotcha. That’s what we’re doing now. Just curious about your angle. Some people don’t want to pay for something they can’t have right now or don’t know when they’ll get it. I agree completely. This is something that I imagine my future client would say to me and I say, Mr. Johnson, I get it. Understand it. Is it still worth moving forward knowing you won’t have one hundred percent sales collected within 24 hours each and every call? Yes. Great. Let’s continue on. So that’s how I would phrase that correctly. Bradley says, How would you save money for a restaurant when they are shifting to take out? Only could be we’d like you to save more money, save a restaurant, save your staff by sending your own delivery service, not third party apps. There you go, buddy.

[00:43:18] That’s it. He’s probably saying, God, I hate having to pay over twenty five percent. Well, do you think he could save some that twenty five percent and have your own delivery service up and running and not relying on Uber eats and deliver ruin and blah, blah, blah, taking your margin? Do you think you would save some money that way? Great. Let’s talk. Kenneth FUs says a great idea.

[00:43:40] We don’t mind business owners that a lot of customers are going to support them because they’re backing now because of fear. I agree completely. So keep your questions coming in. I’ve got about 10 more minutes. But the big overall theme for today was every proctored program goes through a life cycle. We’ve just been fortunate past three to five years that we haven’t experienced a recession, that any demand destruction is a function of technology and culture. So we have time and space to figure it out and people adapt to it.

[00:44:06] And a new agent can agency can spring up and guide our transitions. But once government German demand destruction, that decline is so massively fast that we all freak out. And nobody knows what to do. This is a save more money style environment. And if you adopt your offer, adopt.

[00:44:24] If you change your offer, just like everybody knows, Delta and American Mayor Klein, Delta and American Airlines, well, going from car, going from passenger to cargo that gyms are going from in person online restaurants are going from take out, going to take out from dine in.

[00:44:39] Those are all save more money or at least get through it style offers.

[00:44:43] I believe that the agency that that stop trying to sell a thing and rely on their fulfillment and instead consistent try to solve their client’s problems are the ones that are best positioned to actually get a massive influx of clients. Like imagine if an agency went public and spent five hundred thousand dollars a day on ads saying, Hey, Mrs. Johnson, I get that’s coronavirus. I understand completely. My goal is that we save one, two or three thousand dollars a month every month for the next 90 days so you can afford your bills, pay your rent and keep your employees or maybe come out stronger and better, faster than ever if you’re interested in seeing how we can do that for you. Click the button below now. It’s that type of information that people say, holy shit, that’s going to work. That saved more money offer and saved more money, VSL. We’ll get much more bang for the buck. Our next 30, 60, 90 days. Hey, Mr. Johnson, I’m super happy for you that you’re watching this feel VSL. I would help you get more clients. Let’s pack your gems. That’s not going to work. Let’s get more people into your car. Breaks down. It’s not going to work. Let’s get more people in the chair. Their death office is not going to work.

[00:45:41] So you switch the offer. And honestly, it’s 90 percent the same. Like, it doesn’t have to be brand new. Like Delta isn’t running around town rebuilding their whole fleet. How did Delta go? Probably delayed it. Delta isn’t rebuilding the fleet. They’re repurposing it. They’re switching some stuff out. Probably barely even doing that. And they’re just stuffing the cargo hold with things. They’re converting their current offer into something that’s in demand. You guys should do the same. Awesome. Continues on and says, I will put cosmetic plastic surgeon there solvent because they’re getting procedures down.

[00:46:17] Because most people are getting procedures down, are sick. Should a transition save or money offer? I think you should transition to and save more money offer when you’re. Get more clients offered. Doesn’t work when you start getting nose and plastic services like, hey, like I know you want to get us more customers, but nobody’s going to come in when that starts coming up consistently. And, you know, you’re going to lose that fight. And the environment behind that question is like, hey, I’m going to cancel. No matter what. And say, hey, Mr. Johnson, I know you want to cancel. Get more clients program. I get it. I understand it. The wallet out, ready by button customer campaign can’t bring people in. And the government says people aren’t allowed to come in. Now everybody’s getting sick. I get it. So what if I could help you save one, two or three thousand dollars a month in addition to blank, blank and blank? Are you interested in seeing how I save more money? Program works and could work for plastic surgeons just like you. So that’s how you make that offer transition. I don’t recommend proactively going after a cosmetic current client that you’re already doing more for that’s happy with it, and then saying, hey, what if we had this new thing? Don’t bring in a shiny object, just keep it running. And when you get the feeling that your client’s going to cancel. Use that phrasing and transition into a new offer as opposed to constantly fighting them and saying, but add costs are down, but people are still coming in like that. Doesn’t have any weight to those words. So once they say like, hey, I want to cancel it because nobody’s coming in, save more money for. Carlos Ghosn says there are still so many people working from home and other companies moving to work from home models. Exactly. Tyler said, would you be worried about getting hit with by offering a service like auditing every day for all the classes? I would try to not get into the weeds by offering service, like auditing. You can and you do give this team access to all the information that I have immediate at your fingertips. I am confident that within about 45 to 60 minutes of Googling how to do a business audit the type, the common costs I should cut. What should I be removing from my business to survive a recession? What’s unnecessary costs, stuff like that. You can create a framework and then have it framework be a box. When I start pitching this program to my car wash, my bike shop, all the old clients, I’ll be like canceled. I’m going to say, hey, we’re going to run an audit and then you bail. So what does it look like? I say we’re gonna check for the most common things that most businesses are overpaying for. OK, I get it. And then once they sign up and once they say yes, I’m then going to do a 45 to 60 minutes Googling, create a 10 question, ten point questionnaire. Put a logo on it, make it fancy, and then spend some time with them and say, like, hey, how much are you spending on this? How much are you spending on that? Blah, blah, blah, et cetera, et cetera. That answers your question. But overall, Tyler, don’t get stuck in the weeds. You have the same amount of brainpower I have. You can figure out what an audit looks like. You can Google it. It’s totally doable. And if your clients is like, hey, but I need those specific questions. They like to do some research on the specific questions this ideas in the works. I want to present this program to you.

[00:49:09] While it’s still in beta, because otherwise it might be too late for your business and your industry. And they’re gonna say, OK, fine. Matt says it’s not a question, but a friend of mine says the website was host and faux local business doing it free, but is building great relationships. I think that makes a lot of sense. I’m seeing Bedros do free consultations, as I sort of do for consultations. Jeremy Haines is giving away course. I’m doing the same exact thing. My personal profile. I’m going to be giving everyone away, giving away to everybody who signs up the customer research masterclass so that they can start engaging with their clients and their clients lists on what those clients want to buy and then positioning offer behind that. Now is the best time for Chiba’s. How brand Chiba’s, how leaky magnets, cheap as hell, new programs. It’s a side effect of a downward recession. I mean, you look at like 2009, 2010, you could buy a penthouse for like seven hundred fifty thousand dollars in Miami. Like the top penthouse would like five bedrooms, three thousand Griffy penthouse, quarter million. Now it’s, I think, five point six. So there’s definitely opportunities.

[00:50:11] And I tried to not recommend doing anything where you take on business and it takes away time for free and you end up paying them very, very quickly. But it’s totally doable. It makes complete and total sense. I think you should wait and says I just did the same thing and I’ve taken seven more clients, taken on several more restaurant clients and doing so. Exactly. So if you can go to a restroom, be like, look, I know you’re paying twenty five percent to Uber and whatever the hell, what if we could say that. Twenty five percent. Maybe we’ll get you more sales to our interest siccing. I can build out an online ordering service and instead of paying twenty five percent you only pay five percent or near zero. Juber. Yes. So that type of idea. I don’t know how that would work, but the angle on the offer sounds cool.

[00:50:54] So ladies and gents, I got a boogie. So whether in the ICI or in the public group, I think the agencies that will make it over the next 30, 60, 90 days about freaking out and have clients that aren’t freaking out or the agencies that are have had no allegiance to fulfill it. The agencies that are not stuck on the idea of a get more clients offer, but instead are concealing talking their clients, constantly having conversation and consoli doing effectively customer research to figure out how are you. Describe your problems. And I will create a program that will solve those problems. Up until late January. So everybody’s problem was I don’t have enough clients. That’s a function of a bull market. And this provides a thought process behind it, even though it’s not entirely accurate. It’s a good looking chart for the most part. Over the past six or seven years we were here.

[00:51:44] Fine. No big deal. Everybody gets it. That’s like a phrase I’m using, I’m not. Stop doing that. This is the the the market over the past seven years. Forty five degree angle. And then one day there’s a policy that was probably correct and probably should have been done earlier. That’s just how it’s going to work. Forcing a demand destruction scenario. You can not sell oil. There’s just nobody wants to buy it. You cannot sell a plane ticket. No one wants buy. Carnival Cruise Lines, no use. So you have to change as an agency what you’re offering to solve your client’s problem. Based upon the research I’m doing now. And this may change for you. My client’s biggest problem is not getting more clients, but instead saving money and getting your Korona. Have that conversation. Present a program. Put some boxes on the board and tell them you just got to charge the money and then you’ll be in a winning position to make an F ton of money and your client will be happy for it.

[00:52:40] So that’s it. See you guys later. Bye.

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