The Biggest Do’s and Not-To-Dos For Quickly Building A High-Margin Business

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Okay kids, putting together an oily smooth, high-margin agency is not spaceship-science, but…

…WAY too many people make it a hell of a lot tougher than it needs to be – while ultimately failing FAST and HARD.

So today I’m killing the guesswork and giving you a bunch of quick, clear overviews so you can stop burning time wondering what to do next… and start taking ACTION.

That’s how money is made – and how you keep your sanity:)

All right, ready?

In this video you’re gonna learn:

  • How I built my start-from-scratch business into the lowest cost, highest margin service available
  • The things you MUST be doing to market your business (if you’re NOT you’re kissin’ thousands/month goodbye)
  • The mighty formula followed by businesses who consistently WIN (and the old-school mistake the losers keep making…)
  • My flash-of-an-eye blueprint for building & selling your biz at 2-3x annual revenue
  • The super-simple secret of how mega-monsters like Amazon, Apple, Elon Musk and… even your’s truly, decide whether or not to sell something
  • How I divide up my day-to-day business time and what my ultimate goal is
  • The ‘show & tell’ psychological tactic for selling your services to someone who has no idea how it works (hint, it all about the ‘show’ and NOT the ‘tell’
  • What to do if you get zapped by the ‘but you don’t have any reviews or testimonials!’ objection (it will get you all the reviews or testimonials YOU’ll EVER NEED in less than a week)
Joining the Inner Circle

Gets you access to a consistent and repeatable process so you can land and keep clients who pay $1k, $2K, even $5K+ a month without any hidden upsells. (yeah… upsells suck)

Transcription

[00:00:00] So if you have any questions, comments, concerns, thoughts or ideas on how I landed this two thousand dollar client, ask away if you have any questions on how I’m not losing time on my clock calls. Ask away any questions about the upcoming power partner master class. Ask away or we just do a general Q&A. Whatever you think is best. If you guys would like, what I can do is take your questions, put them on the Google slides and then see what happens. Otherwise, I’ll just kind of rant and rave about what effectively is my now brand new but mug right here.

[00:00:32] This bit is getting taken down now.

[00:00:36] I’ll say high five and hand how you get James Donovan. Ben Gower, Nathaniel Chapman, who I know in real life, Alex Schoolyard. Pedram, what’s going on? Pedram, how you doing? Tommy, Parasd. George Mirali.

[00:00:46] Christina McMaster’s Hunter Brummer, Ben Roman, Jacob Louis, Ray Bentley, Howard Siano, Ryan Perez, Thomas Penn, I said Penn Checo. But that is incorrect. Wayne Terra’s Drew ReMail NAB says finalized a 10 came on client after a month of stringent compliance. Very cool. Not. I’m super happy for you. 10K a month is a solid number that allows you to hire staff to fill orders faster and get you back on prospecting. So you’re not stuck on fulfillment 10 K contracts. I think I’ve become very, very common. If you are ahead of what’s called the offer treadmill, so not just leads and not just booked appointments, but we’re talking about clients showing up, clients walking in, buying what they have to sell, things like that. We have a sign that says, Yo, Jeff, what’s going on? Lease’s greetings from Seattle and Howard Janis’s Hey, Thomas says just logged on what Natuzzi Clinton just signed. Thomas, I’m not making that mistake again. And someone said her big seven figure payday by sharing my niche. I’m not doing that this time. There’s people inside the I see that know that, but they’re not talking about it. That’s just they don’t want me to miss out on a seven figure payday. Once again, my plan with this new niche, which I am not disclosing, is to build it to between 30 and 50 client accounts. Get on autopilot, remove myself, and then sell it just like you would an apartment building or just like you would a home or just like you would any actual asset. And sell it anywhere between three and five times what I’m getting. Or two or three times what I’m getting paid for it as an example. I charge two thousand dollars a month of that. Five hundred his ads. Five hundred is management fee. So I get a thousand dollars gross profit per account. If I get, let’s just say 50 counts, that is fifty thousand dollars every single month coming in. That’s let’s just round down and say five hundred thousand dollars per year. Most agencies with that type of model get two to three times annual revenue. So I could get paid anywhere between a million and one point five million dollars on the low end if I get 50 accounts. That’s pretty darn cool. And there are businesses that just do that consistently. Again, think about like apartment buildings are people that build apartment buildings, build up by apartment buildings, people that fill apartment buildings. Each person has a specific business that makes money along the way. And any person can buy or sell that every single time. It’s massively powerful.

[00:02:53] Thomas says his name is pot chic. Oh, you got it, dude. Super happy for you. So those kind of sending I didn’t mean as such. I apologize. Pedram says, I’d love to hear more about how you pivot into your niche. What does it look like? Yeah, that’s a great question. So pivoting in your niche is is easier than you think. If you let go of the brain trash and your self identity and realizing that your goal is not to be.

[00:03:17] To have allegiance to your products and services, but allegiance to your future clients and customers. Amazon switches niches all the time, switches industries all time, they don’t care. Hey, you want to buy it or going to sell it? Apple says, hey, we should do headphones. They didn’t have this, like, hilariously cultural conversation about. But are we a phone company or are we a headphone, they didn’t care like our our allegiance is to our future clients and customers and the people that want to buy what we have to sell and the quality of that products and services. Once I made that switch. I’m not a car wash guy. I’m not a bike shop guy. I’m not even a Facebook ads guy. I’m a guy that gets you paying clients. All I had to do was apply some level of thought processes behind picking my niche and the extent of it was literally just reading competitive strategy by Michael Porter and understanding that there’s five or six factors of every single industry, like the ability of entrants to go in, the ability of the competition to lower prices, the ability of suppliers coming in for integration, things like that, which is really a MBA concept that everybody talks about with the end result, is all I do from that.

[00:04:15] That was it, Pedram. All I do is run an at. Here’s my thing. Did you want to buy it? That’s it. That’s how Amazon decides they’re going to sell a thing.

[00:04:25] That’s how Apple decides if they’re going to sell a thing. Elon Musk went on stage and did an ad for 90 minutes saying, hey, I’ve got this hybrid truck. Would you like to buy what I have to sell? That’s it. I live. We just ran an ad, brand new business page. No clout, no influence, nothing like that. No marketer support, no referral programs, nothing.

[00:04:41] I just ran an ad.

[00:04:42] All he does is pull a list from my lead source company. Put that into Facebook and say Facebook. Show this ad to everybody that matches listless. If I got people signing up, then I’m in business. My prospect, the engine works. I didn’t worry about sales until the prospecting engine works. I didn’t worry about fulfillment until my prospect the engine work. Once I’d run an ad and people started signing up saying, hey, let’s talk about me buying what I have to sell. I then found a white label fulfillment guy who just posted this group home looking for some. It does this. Does this do not white label Facebook ads you want to able to intend results? For example, if I was running ads for H fact, I would say, hey, who’s the best H fact white label? So I’m looking for five to 10 installations. Great. That’s it. Now I’ve got my white label guy taking care of my fulfillments has done my prospekt engine is done. I just had to have a sales conversation. That’s it. All I did was run an ad. I didn’t go to all this huff and puff of changing my self identity or trying to figure out Michael Porter stuff or like doing all the speeches and trying to be an expert. No, I didn’t do that at all. I just ran on that. I wish it was harder.

[00:05:43] NAB says, I’m using a media buyer in this one to make most value my time. Awesome. Jesse says, What is your typical day look like for you? How do you spend your time? Jesse, when everything is lined up correctly, I always spend all my time on prospecting. I’m not there yet. Right now, I’m splitting my time between prospecting and sales.

[00:05:59] Once I found a job, I totally forgot the name that I gave her.

[00:06:06] John, what was the name that I gave the lady?

[00:06:09] Oh, yeah. I’m looking for a Deborah. There we go. So once I figure out a Deborah, then I won’t have to worry about qualification calls anymore to do all my qualification calls and then I’ll be focused solely on sales. And then all of a sales guy or Galica Brett, who’s a real person, to sit in that sales bucket and just do demos all day long. It’s free money when I’m on point. I’m only doing prospecting. I’m just not there yet because I have to worry about my qualification calls. And I do worry about. My sales demos and I probably spend maybe 15 minutes a day on fulfillment because I fullfillment guy. That’s where you are in the beginning. As the CEO of your agency, you don’t have the revenues and margins to spend on account managers or prospecting people or full time white label people. So you’re a little bit spread. But once I’m on my 10th or 15th account, I’m just going to pay less to, say, an account manager whose only job is talk to the client and make sure that the guy’s doing his job. Now, I don’t have to do account management anymore. None. I only have to do qualification calls and sales calls. And they’ll hire Deborah for 20 bucks an hour every day between nine and noon. She goes turns up the list, has conversations, schedules, demos done. And the last thing that we’ll be outsourcing is or finding a slot to fill is the sales process guy Mike Brett. Then we’re done.

[00:07:19] Then I just put money into the system. Have a good time, just like a factory or restaurant. You need a wait staff. You need a chef and you need a dishwasher. I’m making this up. You know what I mean? Same exact thing. And I estimate between now and the next lunch, I learn I’ll have hired a Deborah. I’ll be documenting everything inside of the I.S. programs. Other people can do it, too. So not now. All I have to do is do the demos. And when you’re doing one thing, you’re really, really good at it. So just doing demos two, three times a day. That’s it. And then once that becomes consistent, I’m gonna hire Brett. Route. We’re done. Get up to 50 counts. Solidary thing and have a good time.

[00:07:53] And there are businesses that buy money and there are businesses that buy accounts. And there are other agencies that grow through an acquisition strategy, which is, guess what? Buying accounts and buying other agencies. And as long as I have that conversation probably this month. And now the numbers have to meet or beat to get a big f ing paycheck. Well, I think everybody should be doing that, too. It’s a damn good strategy. Let me scroll back up and see what’s going on here.

[00:08:22] Thomas says, Are you doing Facebook Ads? Some company, Google Apps you just doing Facebook has for right now. But the end result is I don’t have to worry about that. That’s on my white label guy. To do it, for whatever reason, isn’t actually fulfill the orders during which ever way he decides is best. Well, I will find somebody else to fulfill the orders. That’s how the market works. Like if Amazon didn’t ship our packages, we just go to somebody else. If Google didn’t give us a search engine results go to somebody else.

[00:08:47] And because I’m white labeling fulfillment, I don’t have to tell that person what to do. I said, hey, you’ve got money. You’ve got a budget. This is what I need. Have a good time. End result. End of discussion. I don’t have to tell him what to do. It’s up to him to do it within a range of acceptability.

[00:09:00] If my white label guy wants to get ahead of the curve, get a premium rate and ultimately put himself positioned, our clients are coming to him, people like me that I could bring up next 10 to 15, 20 thousand month to him.

[00:09:10] He has to keep as his skills up to par. And if that means incorporating Google, that’s on him. That’s literally on him to do. Not me. Nobody else. It’s on him. And if he can’t handle the accounts, I just go to somebody else more. So there are other supplemental deals that I could do. There’s a company that will charge per phone call. Great. I’m short two three phone calls from giving 200 bucks. I’ve got three or four phone calls. Those phone calls convert. Everybody’s happy. So I’m pretty sure that company uses Google ads as well. But for 90 percent of the narrative. Thomas, with my clients, my customers myself. That’s on that guy to do. Not me. I don’t have to think about it. And I end up putting minus myself in position. I just focus on the sales and prospecting and I get to yell at him. So, I mean, that’s my guess environment, right? Anyhow, are you Megan Kyl tofor. Tom, Chris, Jenna pool. How are you? Past fine. What’s going on? Ali says, Hey, Jeff, how do you sell your service? So Noah has no idea how it all works. Yeah, that’s very easy. You have a demo deck where you lead.

[00:10:12] Sure. He’s going to. And there’s a part of my demo deck where it says here’s a stupid sampling system and how it works. That’s it. It’s how it works. And if you cannot communicate simply and easily how it works, you have an inherent expert problem, which is you are an expert in an industry that nobody understands and nobody cares about. We’re not really an expert. You’re just somebody that’s using academia or an advanced skill set to feel better than somebody else. The real experts come down to their clients or their audiences level every single time. Think of all the best scientists. They bring their level of expertize in education area down to level. It makes sense for everybody. If they’re in a grad school, they talk up here.

[00:10:49] If they’re in Congress, they talk down here if a normal, really assuming they talk here. So if your questions like how do you sell services, somebody has no idea how it works. There’s literally four slides in my demo of how this works. That’s it. No big deal. Not challenging. It’s not complicated. I’ve changed my selling process from in person charging 10 came up accounts, which no longer happens to a very simple, easy to understand system over Zoom where I’m charging consisting two thousand dollars a month. I don’t have to convince them. I just show them. And I start off preshow saying, would you like to know how engaged 20 30 customers guaranteed or whatever the direct offers. Yes, great. Here’s how the system works. It’s four slides, maybe six, and I probably send a grand total of sediments on on that part of the demo. More so most people don’t care how it works. You just want a cursory knowledge of it. So like when you go to a plastic surgeon, he doesn’t use plastic surgeon expertize, talk to talk to you and communicate how it works. He literally pulls out the little knee thing and says, this is the patella and we’re going to fix that by stitching it together. OK, I understand how it works. He doesn’t go to the intricacies and details. He’s not using his expertize to uncomfortably speak down to me. He’s just matching my language and how I talk about problems. So all you need to be doing something similar. I do want to say beyond a shadow of a doubt and why this is how it works thing. It’s one slide that’s technical. And the most technical part of that is it’s a picture of a face. Forget that’s it. Everything else is like here’s the e-mails that we sent. Here’s the text messages that we follow up. Here’s our perfect blank followup system. Here’s how we do blah, blah, blah. That’s it. It’s not technical. It’s not advanced. And believe me, a plastic surgeon that shows you a YouTube surgery is not getting your business, but a plastic surgeon that shows you on the model is getting your business. So you need to have something that’s much more simpler, much more easy to understand because people only buy if you do three things, if they trust you, if they trust themselves. And if they trust the thing. And there’s only three reasons why somebody doesn’t buy it. They don’t trust you. They don’t trust the thing. And they don’t trust themselves. If you have something that they cannot understand, you are missing that middle piece and nobody will buy something that they do not think or feel that they understand. Cars are sold all the time. I understand how cars work. I don’t. But I think that I do. I hope that makes a lot of sense. And I’m really like overemphasizing and overexplaining because either somebody who’s just tuning in can realize, oh, I’m having this problem or I’m trying to answer any false questions that you may have always. I hope that that solves the problem quickly. Felix says, I love the sales. Could be just as dry. You’ve got to do. I’ve used it a lot of times. I probably made a million dollars to the sales group. It’s not particularly challenging. All he says. Excellent. Thanks so much. Better. Very good explanation. Simply better you got. Pascal says, does your white label handle the fall of your clients? Go high level audio. Great question, Pascal. As it like six, eight months ago, most white labelers that wanted to earn the business said we’re not doing any of the automatic fall to go high levels. Not going to happen. You have to do that by yourself or not make it. We’re not changing our processes. And then about six months ago, they started to realize that they were losing business because of it. And people like me or people in my tribe or my inner circle, the Facebook group itself, the asked him saying, look at this white label guy ain’t gonna do it. I’m going to go to another white label guy who’s gonna do it. And now this and all the white labels are starting to incorporate goll high level automatic calls with scripts at work, scripts that convert text message, fall sequences, bookings, all that fun stuff. And then that industry change is really headed by Christine Seele and David Morelo to make sure that white label agencies are now incorporating that normally and not just doing the Legion. But more importantly, booked appointments. And that’s becoming an industry standard. So if you’re a white label person, it doesn’t offer book departments, you’re behind the curve. If you’re an agency that doesn’t offer book deployments, you’re behind the curve. If you want to get ahead the curve, you offer customers, paying customers, guaranteed customers, things like that. But for most people, you need to be on. Might my white label guy automatically includes go high level and my estimate and my hypothesis is that if you are a white labeler that does not include an automatic KLOP sequence, like go high level or whatever your poison happens to be. You’ll probably lose all of your accounts for 90 days as this economy kicks back in, as the officer general kicks in and other people are beating those white labelers. This just a function of the market and the industry. I never expected any white labeler to be so far ahead of curve. They’re willing to risk their business, but the vast majority white labelers now are waking up and realizing that somebody like you or something like me that that controls ten to twenty thousand dollars a month. Business is saying, look, if you’re not going to do it and go to somebody else and either they lost that business or they’re starting to do it themselves. So the short answer to question is, yeah, I white guy does God help me?

[00:15:30] Pedram says people don’t care about the process as much as they care about the end result. Exactly. That’s why plastic surgeons make a lot more money. Because like, look, I don’t care how it works, but I want this fat out of me. Have a good time.

[00:15:40] Nobody really knows. Nobody really cares. And nobody really wants to know the level of human carpentry that happens during bariatric surgery or fat loss surgery. They want to say they understand, but they really don’t. They just want a cursory knowledge and that’s it. And a plastic surgeon can help you understand that will always close the account faster than everybody else. Pascal says, do you land or so do you go High-Low personally for an acquisition process? Yes, Pa.. Building not the perfect agency vault. I hope it becomes an industry standard soon. We’re you all the details and all that, but effectively I’m using my new agency, a new niche with no clout, no influence as a standard way of working to build out the automatic follow up. The next steps to follow the follow through, the conversations that thank you page with the qualifying calls, the demo, the DSL is all that and then make that incorporate that part of the inner circle and charge 10 grand for it. That’s just how it’s going to work in the future. I mean, it’s money on demand. Right. But to answer your question. Yeah. I personally, as if my client acquisition process, once you have your pipeline set up correctly and the triggers fire as such, you can have like we just scheduled a demo earlier today. I sent out an e-mail and text message home confirming our time. He replied, Yes, we looked at the thank you page and replied, Yes, great. So now I know he’s ready to go. He’s having a conversation with himself. He’s watched the video. He knows what to do and how to do is going to be in a quiet room, blah, blah, blah. That type of stuff, by the way, that’s credit to Nick Robins for having that type of call or demo. Thank you, Paige. That’s how it’s supposed to be. See, I use high level for me all the time and I focus on the agency fault. And while my white label focuses on the customer, follow, Boos says so. A lot of white labelers were outsourcing cheap in the Philippines? Not necessarily. You really want to get yourself a position where you’re not necessarily just white labeling the cheapest person, but your white labeling to the best person in the industry that can give the best results possible. I’m not excited when somebody says he’ll do for three dollars. I don’t care. I’m excited when somebody says, hey, I can get you better results every time and I’m willing to pay more for that better result. My clients are willing to pay more for a better result. So I really want to pull apart your sentence boos. As far as you’re saying white labels are cheap, given the Philippines, that’s incorrect. There are white labelers and in Philadelphia, in California and Texas and Florida and New York across United States. And what can happen is you now have a white labor in the US that speaks your language and do something called knowledge transfer. Where is in your target industry? You can say like, hey, can we spend 50 minutes on the phone? No, it’s going on. And the client accounts, client industry, what’s going on across the country so I can go to my own clients and tell them what’s happening. That knowledge transfer is hard to do when you’re doing stereotypically cheap people in the Philippines, and I mean that as a negative content. I’m just trying to use the language in your sentence. But that does happen. Knowledge transfer does happen when you’re white, labeling people that that can get you a better result and are chasing after the money and the value curve instead of focusing on lower cost more. So I don’t think I could be comfortable paying somebody three dollars for a full white label experience because I lean on my white label or a lot. And I expect, like I mentioned, knowledge transfer, which is the highest bang for the buck out there. If you can go to a new business and say your margins are half what they should be. And I know this because where you worked in a company in Tennessee that’s going blank, blank and blank, you need to do this, too, and you’ll double your margins. That’s where you end up making consulting bank. I’m talking like million dollar month contracts like McKinsey and booze and like top tier consulting companies. Like that’s how Bain and Company makes all the money they like. Hey, this is what’s going on with your competitors. You need be doing this, too. And all of a sudden your margins doubles something like that. That knowledge transfer is highly valued and highly paid for, which is not Sarah typically Happyland low cost white labelers, but instead when you work with white label is chasing money trying to get you better bang for your buck and charge fairly for it.

[00:19:26] Then it works nine times out of 10. Let’s see what else is going on.

[00:19:31] Who says I was thinking it was you or someone else who mentioned being burned by a white label. SVO partner of outsource it to another party. You have never done SVO because it takes too long and you can SVO for three, six, nine months. Your client saying, hey, where’s my phone calls when you can just pay Facebook X number of dollars and get an F ton of phone calls. I’d much rather do paid advertising our way to ensure consistently, reliably reliability and predictability, predictability with my clients results. I do not want to do MCO. I don’t care about MCO. I’m sure somebody out there is like loving MCO. But, you know, what’s going to happen is going to change yourself, which I did like two weeks ago, or they’ll release pand a seven point show or destroy your SVO rankings or a company like truly is going to say, hey, you know, it’s so funny as this company is putting like five to 10 hours a day and a CEO, we’ll just get 50 people doing five to 10 hours a day and wheel out. We’ll beat them out nine times out of ten. And unless you’re like Neil Patel and having a good time, you’re probably not going to out FCL anybody in the marketing space. And it’s gonna happen more. So if you do, somebody like me can just spend like, I don’t know, five hundred bucks a month on Facebook ads or Google ads and just be that at the top. I’d just much rather do that. It’s a shortcut that works. My clients love it a lot more. And I think SVO is a very low risk, low reward, saying that correctly, low risk, low maraud. That takes way too long. And I really do not recommend anybody build their business on Nescio. I really recommend people build their business on the predictability of reliability and consistency that comes of paid advertising. Facebook is a business. Google is a business. Just give them money. You’re going to get what you want. That’s just how this works. Vlad says, Hey, Jeff, what’s going on from Russia? How you doing, sir? Question. Do you have any projects where you can’t deliver it even though you try? How do you deal with it? Yeah. There’s a couple options that happen. So let’s just say you sign an eight track company for two thousand dollars a month and you go to your white label guy charges you five hundred dollars.

[00:21:24] Right. So you got five hundred dollars to the white label. Five hundred dollars for ads, you got a thousand dollars leftover. Technically that margin is used just in case. So if your white label sucks and it’s no good and he’s trying everything has no idea what’s happening.

[00:21:37] Got a couple options, number one, as you can just switch white labelers and you shouldn’t have a bunch of experts that you can bring on at any time, just like a general construction company, like, hey, we’re picking him for plumbing. But if he doesn’t show up or dropping him going to somebody else. Could you show up in the 48 hours notice? Yes. So you’ve got a backup. Very, very quickly. The second thing is you can always just refund your money, refund their money and keep your reputation, which is really darn easy. And the third thing is you can have consistent and concurrent programs. So if for whatever reason, let’s let’s just promise 30 phone calls. You can go to a company that does paper phone call and use that extra thousand dollars to get 20 or 30 phone calls, which is easy to do. If you have the right connect, you can also run a reactivation campaign, a customer reactivation campaign, an email sequence. Basic stuff, right. I think what happens, Vladimír, is that you’re coming in from the fulfillments aspect, saying you only do one thing when you really should be saying, how do I go ahead and make sure that we get them 30 customer opportunities a month? One of the ways of doing it is Facebook, guys. We could also do like pay per call. Agencies were literally giving 30 bucks. You get a phone call. Great. Give that to your client. Had a good time. You can also do like an email sequence or text message sequence or reactivation sequence, and then you can just get them a 30 and then leave correctly. I’ll bet dollars don’t lie to me. They are coming up with an e commerce question or an SVO question. I don’t know e-commerce. I don’t know if that’s like what your question is. I have no idea. But if it’s a lead gen company, I’m just giving you a thought process and backup plans. So in case shit hits the fan, you’re a good. But above all else, you’ve got margin to employ other people to do what you expect or at the very least just say, hey, Mr. Johnson tried everything on to give you your money back. And if you’re an actual business, people refund all the time, whether it’s Tesla or iPhone or Amazon, people going to refund. That’s just what it happens. And you have to have margin and money in the bank as expected. That’s really no big deal. We had somebody refund the ICEE yesterday and then like, that’s the stupidest thing ever. Like you could be doing. Five thousand dollars days. Yeah, I know about blah. Like, look, dude, fine, but you know it as a business owner, I know I’ve got margin in the bank in case that shit happens. That’s just how it works. All he says. Second question, what do you think of revenue share space for e-commerce, potential for higher numbers? Would you say it’s great for me to suggest a revenue share with, say, a roofer? What I discover with revenue shares for Legian agencies is that your company is specifically so your your client is specifically incentivized to lie to you without even likely share, without even revenue share like they’re incentivized. Why do you sell like this market isn’t working. We don’t like it, blah, blah, blah. Their fear is they can charge you more money even though you never will or won’t or blah, blah, blah. But they’re just going to light you right out the gate. And then the revenue share incentivizes that again. So now you’ve got two structural factors saying, hey, my Marken guys, when the market is working, if we tell em it’s working, who’s gonna charge us more money? So I don’t want to tell me that’s working more so to drive to be a driver of that. If I tell them that it is working or it’s not working, then then I’ll look into Suffern, realized we didn’t pick up the phone. No. And have that conversation. And number three, we close at 200000 a month deal. Am I white label guy or my agency? He really wants 20 came on, so I’m just gonna tell him it didn’t come from him and save ten thousand dollars. So there’s like layers of disincentive ization to go ahead and and make revenue share. Never really work for you the way you expect and you could fight that. You could go to roof and be like, yo, shower.

[00:25:01] Let’s go and take on that risk, which is OK if you’re in the financial position or the destruction position to do so, you probably could. But every single time I tried to enter a revenue share agreement, so it backfired in my face. I’ve always lost money or lost excitement or lost respect for myself, or that end declined because of that three tiered reasoning of lying to me. And so I knew that. Never really recommend revenue share such for people who starting out. They should just try to get a thousand dollars a month customers, keep them for six to 10 months and then use that to build a reputation testimony that is, and things like that. If you’ve got, let’s just say, nine customers already that are paying you month after month and you want to try it out on time, one of like, hey, maybe like revenue share could work for this group or go for it.

[00:25:46] But here’s the big.

[00:25:48] But keep in mind, they’re going to lie, cheat and steal their whole way through. They’re going to say, yeah, you know, this didn’t come from you. We had to work it more. We did all the work, blah, blah, blah. You know, you said they’re going to try to weasel their way out of it. That’s going to happen 99 percent of time. And maybe there’s one person in this group that’s like, you know, I did pay per lead or I did a revenue share, not paper lead revenue share. And it worked. And I was a big fat check on my game. And it’s awesome for you. Except that’s like Tom Cruise saying, like movie being a movie star is awesome. It is for him and not for the million other people that failed at it. And I don’t want to come in as a person on this live and in this seat saying like, hey, everybody should do a revenue share. In fact, I disagree with it. I think most people should not do revenue share. But also, if you’ve got, like, the infrastructure in the set of the dollars and you’re willing to try it, go for it. I just never really recommend it. I mean, like even for like real estate, like, it just it’s hard. There’s a 90 day turnaround with roofers, like it’s gonna be at 30, 60, 90 days turnaround to even like there’s a guy me I see that’s trying or is doing a rev share for his car dealers. He’s finding even them are trying to screw them over. So it’s just really, really hard for me to endorse the idea. Sure. Hope answered your question correctly. Says, do you use like I do against this knowledge transfer, plus not to mention the whole. No timezone difference. Yeah. Megan. I’m really a big proponent of having smart people working for you. And whether that is like offshore or onshore, it’s never a dollar costing. Like, smart people aren’t going in saying, like, hey, I will have a lower dollar cost. Smart Bühler saying no. My program works. It’s effing amazing. It costs this amount of money. And you’re gonna have a good time for the most part. By the way, most technical skills are a commodity. Either you know them or you don’t. And once you know them, that’s the end of it. The the advantage becomes a knowledge transfer. The culture, the fit getting ahead of the curve. Having critical thinking analysis like the smart people stuff. Right. I’m more than happy to pay my white little guy, which is running my business for a great rate.

[00:27:44] Why would I go anywhere else?

[00:27:47] Booze says.

[00:27:50] So I don’t know if a mispronounce your name, I think Booz Hamilton or Booz Allen Hamilton, he says, right, makes a lot of sense. Transfer knowledge. I like it. I should look out for people who can educate me on what they’re doing when I get clients. Exactly. That’s exactly want to be like McKinsey or a Bain or booze or any big four company or big four accounting company has a consulting aim and arm. They have million dollar in one client whose only job and only relationship with that agency.

[00:28:14] And that consulting is like, hey, what’s going on over here? And how can you apply that to a business? That’s it. Michael says IBM selected a specific niche. What are your thoughts?

[00:28:21] I’m running a client getting Facebook as free agency page. You think should still go through the process of creating this specific page? I would create niche specific page ninety nine times out of 10, like I’ve got my business pages as Jeff Miller Marketing and Clubbiness Digital and no dang client that’s ever done. I’ve done for you service has ever said, Oh my God, I’m so happy.

[00:28:40] My car wash ads are going run by a cubie individual company that doesn’t come up, but a brand new car wash might be like, hey, I saw this Facebook page. This is car wash customers. Now, maybe it’s where the conversation and I saw an ad from Karez customer is now guaranteed that 15 walk ins, people that want to spend fornia dollars a month.

[00:29:03] Maybe you should have that conversation.

[00:29:06] Have a very specific niche specific Facebook page and a niche specific Facebook ad.

[00:29:10] You don’t have to niche internally can do business with as many people as you want. Like all the huge agencies have multiple industries and multiple verticals. That’s totally fine. But they don’t like. They’re not advertising to dentists using a H fact. Business at 19. So you’ve got to make sure that language works. Alex says, Jeff, I got a prospect that just hired someone to do their I.T. or DenTek SVO. How would you counter that organic? SCA would be super slow to get results versus 20 points from Facebook ads in a month. Alex, I would really say like, hey, how long do you expect SVO to producers that you’re looking for? By the way, Alex, the same reason why people buy billboards and bus benches is the same reason why they buy MCO for long term play, for branding, for PR marketing, stuff like that. Just so like, hey, I’ve seen your stuff before. And it’s totally fine if that’s coming from different dollars and different budgets. You can just go into like a ham super psyched that you’re doing MCO. Let me know if the average she’s there tender’s all. By the way, when you’re spending four thousand dollars a month of them. What results are you intending? And if they just say more people looking at my stuff. Or an increase in ranking or whatever initiatives coming from top down.

[00:30:16] Hey, that sounds great. By the way, one could probably get you more appointments with dollars when you’re ready. Let me know. No harm, no foul. And if you go in with that narrative, they’re gonna say, like, OK, he’s respecting and understanding that this is outside of his realm and he wants to focus on the thing and they’re not trying to claw and grab or whatever dollars.

[00:30:32] And that type of experience for you and your clients is always pretty bad. Clawing and grabbing. What you do want to do is like have a conversation like, hey, super second, be spending four thousand dollars a month on organic and FCL. What’s the result that you’re intending from those dollars? If they tell you anything other than more appointments, then you can’t touch it because your offer is more appointments.

[00:30:51] And Alex, I don’t know your dollars and things like that, but if your offer is more appointments from Facebook ads or more people calling their business and it works, your best bet is not to try. Right now, I’m making assumptions about your business to try to get the entire wallet of your client.

[00:31:06] But it says simply get more clients and let your client spend the money the way that they want. Amazon doesn’t say like, hey, did you go to Coles because you going to buy us if they don’t do that? Right. Like Apple doesn’t say. Hold on a second. Why did you buy that note? What do you think you’re doing? Like they don’t have that narrative with you. They just said, look, we’re gonna have the best man in the world or sell a lot of them. We’re just going to have the best delivery time. This is Amazon and sell you a lot of stuff. So, like, ideally, what you want to do, Alex, is you want to go, you’re kinda like, hey, I’m super site that you’re spending the money. You could be a great play for you. What are you intending with this four thousand dollar budget from SVO? They’ll tell you if it’s anything other than paid ads. You say, great, I’m super sites for you. Let me know how I can help you with this initiative. In the meantime, don’t keep getting a 20 phone calls every single month. And if they do not achieve that initiative, the money will then she come back to you. But there’s no advantage and no winning in fighting that fight and said, hey, I’m super happy for you. By the way, Dina, you can always say, by the way, do you know anybody else that wants 20, 30 points for your I.T. company or whatever it is? And we’ll tell you. And now you’ve got two or three more clients. Pascal says, What are your thoughts on paper lead? Never done it, I think is really darn cool. I know that people who are doing it making fifteen twenty thousand dollars a month on autopilot, but I’ve never done it and I can’t recommend it because I don’t know anything about it.

[00:32:21] Megan says a lot of roofing siding window companies aren’t even honest in telemarketing teams when it comes to clothes. Deal conversations. Exactly. Megan, you’re gonna find that a lot of small businesses have trouble simply telling you the truth, especially when they’re incentivized to not tell you the truth, that they don’t have to pay you reallife money. So I tried to get just a flat rate and take it from there. I’m pretty sure everyone in my target niche be super psyched.

[00:32:43] If I said, hey, you’re only going to pay us when you land a deal.

[00:32:45] But. I wouldn’t be.

[00:32:49] Let’s see what else Jerome says, what’s the best way to recommend prospecting for dental clients? Yeah, Jim, I think you’re in the eye, see? So if you just join up, you can Ludy see, like, the ads that were running for my intended niche. But if you’re trying to get dental clients, there’s a couple of things. First off. The first is that dental clients and dentists are still kind of like not sure with Corona. They’re kind of half close. They’re at twenty five percent capacity and they’re probably not excited about spending money on marketing. They just want more people coming in and they’re looking at their dollars and looking at their database and saying like a you know what if we just called everybody back and scheduled one person every hour for eight hours, that doesn’t really leave a lot of margin for any other marketing dollars. They’re effectively running at 10, 20 percent. So I really do not recommend people getting into the dentists face simply because they’re running at half mast or.

[00:33:38] And there’s a lot of other options like like the best clients for Facebook ad agencies or the businesses that are like 50 to 75 percent capped out. And these businesses already capped out like they can’t take on 100 customers a week because they can only take on 20 customers a week. And they probably already have that problem solved. They’re not looking at four new patients, just old patients that want to come and spend a lot of money. But let’s just pretend that it was brand new, not Korona. Great economic environment. I’d to just run from the brand new business page and a brand new ad with a direct offer from my white label to saying, hey, did you want this? Let’s talk. That’s it. Not hard. End of discussion. We’ve got people in the icy that did that got like 90 construction leads and less than 36 hours.

[00:34:22] Come on. We’ve had people do one call closes for 50 hundred dollars. We’ve had people like me sign two thousand dollar a month deals every week for like five weeks in a row.

[00:34:31] So four weeks in a row with like three to five day turnarounds on proposals. It’s not hard, right?

[00:34:38] Just not doing the doing part. And you’re part of the ICD. So just join the discussion. You know, I mean.

[00:34:44] Goodwin says, how do you sign on new clients? Even the lockdown? I just do. Korona friendly businesses and businesses that are not negatively impacted from Corona.

[00:34:51] So I’m not doing Dentists’. I’m not doing aside Spoors. I’m not doing carwashes. I’m not doing bike shops, even though bike shops are selling when I say bike shop. I mean like a high end bike shop that is margin to pay a marketer. So I’m not doing those. I’m not doing restaurants. I’m not doing hairdressers. I’m not doing gyms. No, I have a list of Korona friendly businesses and I’m just literally targeting those businesses.

[00:35:12] So there’s no advantage in me going to like a small business owner and saying, hey, I know you really want to grow your business.

[00:35:18] And I know that you can only be operating Tuesdays and Thursdays, and even then you can only be at twenty five percent. How do you pay me money for marketing? Not going to happen. They’re not trying to grow. They’re not trying to get new customers. They’re just trying to pay their bills. And unless I’ve got a pay your bills offer or lower costs offer or keep your business running, offer it going to work. But I have a get more customers offer. So the way of thinking about this is if like if what you’re doing isn’t working, you change your offer, you change your message, change your market. One of those three. And I talked about that on the previous show. But let’s just say, like, change your offer. So if you’re if you’re saying, hey, I’m going to get you more roofing leads and nobody’s signing up, we’re going to get you more roofing booked appointments, you go army, get more roofing clients, changing your offer. Change your message is a whole thing that we don’t have to go about this really actionable right now. You can also change your market. So instead of going to roofers and saying, hey, and get your roofing leads, you go to dental companies are like, hey, dentist, I got more dental needs if you’re in the dentist space, which you can do by just running ads and nobody’s funding, change your offer. And there’s only a certain number of combinations before you finally find a winning scenario. And then this happens like these are revenues and then this happens, which is what is happening to me. Like I just changed my market. I went to a brand new industry change. My offer from Leeds to book appointments are guaranteed customers. That’s it. Not as hard as you think. I really wish it was challenging, and I don’t mean that condescendingly. Sometimes my sentences come off like that. I don’t mean it as such.

[00:36:40] But it’s it’s literally like, hey, this isn’t working. What did you do? Something different. That’s it.

[00:36:48] Jesse says, what, the Guinness World Record plaque on your shelf as a great question. It is right here next to my Intel Lean Six Sigma thingy. That is when I was part of the largest Secret Santa on Reddit.

[00:37:01] When I was in St. Louis. And I think a million of us just switched gifts. And I got a rebar knife, which was pretty and cool. And I gave somebody a Bill Gates book. I think that’s correct. I think I was by Bill Gates. It’s it was me being part of the largest Secret Santa in the world at the time. It’s been beaten every year. But I thought it is pretty cool to put on my show.

[00:37:24] He’s also got other stuff like butts. Right. There you go.

[00:37:29] And then there’s another but right here. And then there’s another but right here, that’s university cargo right here, that’s Sheryl Sandberg that’s painting my grandmother made that looks like boobs. There’s me and the fam, then a bunch of books and all that fun stuff.

[00:37:48] We’ve got about 15 minutes less. Ask whatever questions, comments, concerns, thoughts or ideas. We’ve gone over like getting new clients, getting in customers, changing, market changing, often changing your message. I close another two thousand dollar deal, actually. Fifteen hundred plus five hundred. But whatever. From running an ad with a brand new business page of Brand in Nature, a brand new offering using my stupid, simple demo deck that’s available inside the. I see if you’d like me to personally teach you and how to land two thousand dollar deals and get them concisely and easily, just hashtag Isy Lewis or Brett will reach out and have a conversation with them to make sure that you’re a good fit for the ICEE. But if you’ve been following my story, you can see that we’re getting people landing two thousand dollar deals pretty darn fast and predawn consistently. I’m using our prospect, the engine sales engine and simmons’ engine process. It’s the same process I’m using now. I’m documenting the entire journey to the ads. I don’t want to go the evidence, but literally, like everything you get to see the inside of my agency. There’s a great support. It’s really darn cool. You got access, all the masterclasses, D.M., that we’re taking down. June says, how do you determine a new market to try, Jeff? Yeah. So it’s not as hard as you think. Let me just start like, hey, what businesses are working in Corona? That’s it. I wish it was hard. The thought process behind is you don’t want to be on the cutting edge. You don’t want to be razor edge. You don’t want to be the most advanced guy in the market. No, you don’t want to do that. You don’t want be part of like the new you want to be part of the growth curve. So, like, if you look up like the product lifecycle, there’s always people that are new. Don’t do that. It’s like we’re VR is right now. It’s right here. There’s no money to be made. Not going to be good. Not going have a good time. But in like six months when Apple Glasses gets released or whatever, VR is going to be huge. Just what a marketing agent is going to take in. So they want to be like that middle 80 percent. It looks like a standard deviation curve. So I’m not kidding. Just go ahead and Google like what businesses are working. Korona. Great. So we’ve got a list of like five or 10 pick five or 10 that makes sense for you. Ah, sorry. Pick two or three. That makes sense for you. And go to a company that generates leads for you on demand. I’ve got five or six people, five or six businesses that I work with that can give you a big list of every single business that matches that description in the United States. And then you can directly show them an ad using Facebook. That’s not hard. I don’t mean that condescendingly, but the path is easy. You don’t have to go through the whole MBA big business background. I’m trying to do like market research and and figure out competitive strategy. And for size forces and whether or not the margins are good or blah, blah, blah, you got to go through niche, fear, niche or good not being an expert. Don’t do that. Just use our framework of can you prospect for it. Cool. Can you sell it. Great. Is there a white label that you can use. Awesome job is done. This is a machine that just works. It’s a machine. It just works. So to determine a new market, Google what businesses are working cronut, find tours, do that work, go to a lead gen providing company. They can do four really darn cheap and they’ll give you about like every single business in United States that matches those leads. Make sure that they see an ad either using LinkedIn as an ad or a way to communicate. Your ad called e-mail as a way to communicate your ad or paid face because it communicate your app. And if this person if this business says, I like your offer, let’s talk, you’ll know that pretty darn quickly because they’ll start messaging you or texting you or having and calling your phone. You know that it works. If it doesn’t work, you have to change your offer or change your message or change your market. Let’s just say you’ve done your research and make sense. You’re pretty sure that this is a business that you want to go into entity with you. It makes sense. You can change your offer and use you want to move up the offer treadmill. Most people start with like leads and then booked appointments and then and customers or walk ins or something like that. Easy, Morsi can connect to some white label is probably shortcut your learning curve. Like I’ve got white labels in the eye. They’re constant bringing knowledge into me so that I know what to talk about before my clients do. But yeah. That’s the three ways of doing it. Prospecting, sales fulfillment. If you can prospects what you can sell. It can sell. You can fulfill it. Not the other way around. The other way around is your grandfather’s economy used to be like, hey, we have to build the thing and then we can sell it and then we can do marketing for it. No, 100 percent incorrect. Bill Gates prospected and then he sold everything. Elon Musk prospected, sold everything. Mark Zuckerberg prospect and sold everything. Jeff Bezos prospected and sold everything. Every single agency owner in the ICEE. It’s having massive success. Prospecting first, sale second, third. I hope that makes sense, Korin says. Do you work? Is back. And I don’t understand your question. Michael says, Jeff, are you ready to go? High level sequences between call calls. You know McCalls increased attendance. Yes. Or building that up. Now, after I did about 30 demo calls, I realized that there was a big drop rate between my qualification call and might show up rate for my demos. And I didn’t like that. And then there’s a big drop from my scheduled qual calls to actually show up. Other calls, very odd bottleneck type of approach. So I put on a big chart and I wish I I’d written it down, but I ended up just erasing it off the chart, like my all board or whatever it’s called. I realized I should’ve just kept that Vanderveldt is kind of like this. And I was like, I don’t want that. I want to look like this. Right. And so I’m introducing shub sequences. Thank you pages. I’m introducing reminders. I’m introducing before and after as text messages, emails and even like testimonial real’s. So that will increase the throughput. And so having like a pinched off, it’ll be like it’ll be more like a like a hose or a pipe. So answer question is yes. And it’s going to be working pretty darn well with the first person today, actually schedule a qualification called look at the page, read it and respond back that they did. So we know that’s what my says. Sorry. Tyler says, Do you mind sharing the white locomotives that use. Not do it yet. I know what happens is like the second I share a white label guy or gal, everybody floods with this person in business and he’s like, I didn’t expect like 50 people to PMA. He can’t keep up. So what’s going to happen is inside of the ice, you can never preapprove list of white labels that have like standard way working and know what to do, how to do it so that people in the see can have a white label experience better than my white labeling guy are using that to introduce a new standard way of working between an agency and on the retail side, which like me or you and an agency on the back inside the white label are like the person you’re imagining. And we’re going to introduce like a standard operating agreement that the white label in the agency like you use and understand that will help do that. And we’re gonna have a pre vetted list of white labels that know what to do. I’ve already got a short list, about 20 people, but I’m not introducing that into the public group that will be in the ICU. Only buybacks, says Jeff. I’m starting out with it. Should I go for it? Yeah. It’s on as hard as you think. Do not spend a lot of time on this is just like going to the gym or asking girl out. Just go to the gym. Don’t try to figure out whether it’s like weightlifting is right for you or calisthenics or running. Just just don’t go to the gym and you’re gonna pick like two or three things. Just go. Right. Asking a girl out, just asking a girl out and take it from there like that’s it. It’s not hard. Like you don’t say like this girl won’t marry me. I’m not can ask. That’s not how this works. You don’t go to a gym saying I’m not can be a forever, so I’m not going to go gym. Don’t do that. Just go on Google and type the best current the the best Croner friendly businesses or derivative of that. And pick two or three and start running ads. I’m not kidding. People that take too long for this fail out hard. People that do this fast become massively successful. Let me just put your direct offer, which is probably from a white label guy or gal in the face of your future clients and customers and let them say, yes, the niches in particular are not going to tell, like I’m not in the business of like sharing that out to forty four thousand people anymore. I know some people I get hit hard because of it. So all I can do is enable you and I like.

[00:44:56] You can you can figure it out. Don’t look to me, just be like, hey, do this niche. No, you can do it. You can figure it out. Have a good time. David says.

[00:45:06] What’s your personal goal in business, to have the health, wealth and happiness that I want and expect? But to be more specific, there is a penthouse in a French chateau that has my name on it.

[00:45:15] And ultimately, what I want to do is just like you can buy a townhouse or an apartment building, fill it with tenants, and then sell it for many multiples more. I think that’s very rich. William, do the same thing in my agency and just make it a recurring thing. Like I want to be the guy or gal that every two or three years sells a 10 million dollar company. And I think I can generally do that. And that’s my personal goal. Business continues on and says, I know we do now, but is there another personal venture you’re creating cash flow for? Always curious what drives and people. I want to be the guy or gal that sells a business every two years. Like 10 million plus. That’s what I want to do. Just like you would be like buying an apartment building seven with tenants and selling it. Same idea. Um, I really enjoy the idea of a journey coming to an end. The book of the chapter closing and the agency getting sold. Eric says and the backup plan you mentioned earlier for White Label. What would you normally eat? The entire 2K is a refund for your client or portion of it based on partial Rosell partially deliver results. Yeah, for the most part. If your client is happy, they’re not going to bitch and moan and complain, like if you delivered twenty nine paying customers, you promised 30 vast majority of clients customer like now. And it’s fine. No big deal. Just let me one morning. Good. So you just have to, like, cough up an extra hundred bucks. You can either relationship happily. Some white liberals have a refund or we’ll make you a whole policy. Some white label is not position to refund your fee, but I’ll give you credit the next account. So you want to pay the five hundred dollars or the winter going rate for next account. But for the most part, Eric, when you do have to refund, you have to be willing to say Legatum and take a hit like it’s rare and it maybe happens 10 five percent of the time at the most. But you do have to guarantee your stuff like that’s just an industry standard. That’s a human standard. And it’s required by the government. Like like Best Buy can’t sell you a TV and have it should break three days later and then say, tough, you’re screwed. Like, you will call your credit card company and say, like, hey, just refund the charge. Five insulated. Yeah. If you buy a car that doesn’t work, there’s lemon laws. If you buy from an agency, they don’t deliver. You can just charge back and say, tough. See you later. Goodbye. Good luck fighting the strike. Or or I’m not paying and I’m not renewing. And it’s much better to get ahead of that payment curve ahead of that pain curve and just say, look, I’ve got a guarantee it’s out in front. You gotta fucking love it. And I’ll tell you what, I’ve had maybe one or two clients in this whole realm ever initiate a refund on performance. I’ve been doing this shit for three and a half years, too, right? So I wouldn’t spend a lot of time worrying about the 2K refund and said I’d be more worried about, am I prospecting correctly? Am I selling correctly? Most people have this, like, adverse fear of like, oh, my God, a person might refund. Yeah. So what you know, you may just enervating eating cake the whole day, but go back to the gym. Right. And like abs are not made by avoiding cake. They’re made by eating. I was going to say in the gemba there. The analogy goes to ship. They are at the point of trying to make is that a yeah, you do eat some of the refund, if not all of it. But it’s very, very rare. And as long as you get close, most clients aren’t going to initiate that refund. Or you can say, hey, could you please not ask for that refund? I’m just going to give you another two, like two phone calls, going to call it clean. That’s totally fine. Most times have a refund is going to happen. You’re gonna know like immediately because you’re trying on your Azzedine out from work. You can also lean on your white labeler so you don’t actually lose all your money. You get like credit from the next deal. But as such, Eric is the business of risk. Not that big of a deal. June says when the eyes are going to start, it’s going start. Now, Julio says, how do you sign it? I see you’re gonna message Brett or Lewis, Ray Bentley. I’d probably PMing you right now. He’s going to take care of it from there. They can says, oh, French chateau. Yeah, it is amazing. It’s like it’s way too expensive. It’s way too big and. Oh, looks good. Big, big says I don’t the cash spent on ads. What should I do. I could do called e-mailing which doesn’t cost me any money. It just takes a lot longer and you have to do it correctly. We do have a cold e-mailing masterclass. If you message Lewis-Hall sieging get you set up with it. If you don’t the cash to spend on ads just do other stuff right. Like LinkedIn, prospecting value videos. I think half of the prospect, the engine I see is low to no cost. David says, same build, sell, build, sell, you got it. David says the client is there most is the romantic part. That’s correct. I think most people I think don’t love to climb. They just want the end result. Know, that’s one thing I like about the see. Yeah. Ah it’s I, I’m reading two lines at once. Yeah. David says most people don’t love the climb. I do. I genuinely do. I don’t give a shit about the top Mt. Everest. I want that medal 90 percent where everything gets shitty and bad and like it resets your priorities kind of thing. Same thing with my with my agency. That’s ultimately why I’m keeping this on the DL, because I want to be able to sell it to a bigger agency like the IWC. Is that correct? I don’t know. Something like that. Like there are agencies whose only growth strategy is buying other agencies. A man like tell me what I need to build it. Build it’s a spec and sell it to you. Awesome. Douglass’s Pemi about the ACA. Douglas Brett or lose or reach out to you. Ryan says you mentioned recently, I believe clients suck at sales and calling leads and closing them. I agree.

[00:50:21] How do you avoid this totally. For example, they call ones don’t pick up and then they suck. What’s the best practice for this? Yeah. Right. There’s two things. Maybe three things I can do. The first, you need a client academy that tells them what to do and how to do it. Everyone who I know a massively successful I’m talking like doing two hundred three injured forms, a thousand dollars a month. They have a client academy and that Kline Academy guides that client on the sales steps in the sales process. That’s number one. Number two, if you don’t have the Bransford secret client academy enough to pay for it one way or another, either through time or money, and you can pay a call callback company.

[00:50:54] I think like a dollar or two or three per callback, then they call and they schedule the appointment, or finally, number three, you can do a appointment setting sequence so that these leads will schedule employment appointment. Those are three things that you can do. But for the most part, your client sex is sales. You either have to solve that problem for them or put them in a position that solves that problem, either by train their front desk, decline academy, hiring someone to call back and schedule appointments or ultimately building an automation sequence that does exactly that.

[00:51:25] Most business owners are technicians that happen to be in business and they’re really, really good ones. That client is in the office, or at least they believe themselves to be true. So all you have to do is get the client to shop and then all of a sudden it’s good and the leader’s good and blah, blah, blah. If your client is bitching to blame the people showing up or super poor, you can play with the zip codes.

[00:51:45] Or you can charge your client for sales training and then white label somebody who’s much better than you, who’s really, really good at it.

[00:51:55] And then have a good time. Something I learned from Alex Becker, Nick Robins is having a monk on a hill approach. Nick Robins is doing an F ton of money with an interview with him like two, three months ago. Him and Joel Kaplan actually have a Facebook group for their clients, which I will have.

[00:52:10] And then they’ve got once every day. So once every other day, Monday, Wednesday, Friday, coaching calls we talked about like converting clients faster, upselling better and cross-selling whatever. They bring in coaches that teach their clients how to do stuff. So if you phrase it correctly and say this is a 90 day business intensive or 90 day or a wide program. And part of it is I’m bringing in coaches and experts, I can teach you how to do blank and blank. You saw that problem over time. And I hope I’ve given you a really good answer. But if if if you’re asking this question on the correct journey, you’re going from lead generation to buck deployment and ultimately selling things like that. You could employ the pandemic system, strategy and process, which is like you sell your client, you sell your end customers a thing like your clients, customers a thing. Sell them another thing and get them to book an appointment. So it’s hard for your client to counteract. These are Bradlees because you’ve been like, look, this person bought three things, right? How can they be bad? I mean. But Tancer question. Yeah, it’s all there.

[00:53:10] Pascal says, Can you elaborate on value, that is as prospecting method? Ravi Abu Valot taught me this. You shoot a 30-60 second value video saying like, hey, here’s a problem that I found. Go have a good time. You’re not trying to sell it. Not trying to plug anything. You’re not like, complimenting them. Which never comes out the way you expect you as a 30 second, 60 second video like he has on your Web site site. Enough pixel from insolvency can automatically find customers and get them to pay you money. See you later. Bye. That’s it. You five to 10 those you probably things. Your first client and.

[00:53:40] A week or two. And so we’ve got like 30 examples inside the VIC. Ben Collins says when using white label businesses, are you better off using their processes, trying to get them to use your own use their processes, use their way of working?

[00:53:54] It’s so much better and so much easier. I’m going to have to hang up in three minutes. Just use their own way of working. You don’t care. They can emulate their stuff. You just care about the end result. Don’t be don’t love it. The details like, no, I’m a I love my clients. I love getting numbers to let my future clients, whatever it is like. You figure it out. Take it from there. Last question says, hey, how should I handle the objection? No reviews or testimonials from my service. So I’m just starting out. Find a white label guy or gal or do something for in the beginning. Have like a small like, hey, I’m just gonna fix this if you’re okay with, like, leave me a testimonial exchange. It’s gonna take me two hours. Take it 30 seconds. Are you okay with that. Think about that. Five to ten testimony. There is a lesson we can never have to deal with that ever again. You’re probably going in too hard without proof or testimony as a case study with with an ass that’s too big. You will always get this. You need proof testimonies in case cases, either from your white label guy or from people in their industry. And if you don’t have a white label guy that can give you proof testimonies and case studies, you can go and ask for testimonials from people who worked in the past, produce small, quick jobs that are like 30, 60, 90 seconds, like, hey, I want to let you know I’d be happy to do this job for you. It’s going to take me two hours. All I ask is a man testimonial video. If you’re OK with that, let me know. Thanks so much. Bye. Do the job column on face on record at your job is done. Everyone got a call call. I got boogie. See you later. Bye.

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