[00:00:00] I’ve got a pretty cool agenda, and I do want to say beyond a shadow of a doubt. If you have not read through when the most impactful threads in this group, you are 100 percent missing out. There was an amazing thread. Somebody asked like who makes over 20 K a month, which is usually like like a bait or a value post or some type of like negative connotation taught by some people in the space of, like, how to source clients and customers. And ultimately, that’s why I’m not trying to build inside of the Buck group. I’m not trying to be the next click or anything like that. What I really want is a like a real honest conversation. And then knowing that everybody does have something to sell.
[00:00:39] That’s OK, too. But but in the group, just have a real honest conversation and let the thread build whatever value you feel is OK for someone who wants to pay you money. That’s really been like the stance or so I really don’t like PMA and and all that stuff. And because of that, a really cool thread popped out. Somebody said, who’s making over 20 K a month bunch? People sort of raising their hand. And I mean, it’s like I tell our bounty, if you get any unsolicited PMS, like I’m gonna give you 20 bucks and I’ll ban the person. But was really, really cool is the conversation that came out of it. Absolutely fantastic. Three eighty four comments, people ranging from just starting out to people that are doing five hundred thousand dollars a month. A huge breadth and depth of reallife, conversations and real life Q and A’s, and what do you suggest and what you’d be doing and and all that stuff?
[00:01:34] It was so darn awesome. If you haven’t seen it, you really, really should. To put a comment in there. I really just after this lunch and learn that, you know, give it a thorough read, because there are some people in this group and in this thread that have asked those questions. Six months ago. Twelve months ago, 18 months ago, and they’ve done what people in the thread said and have grown to a point where they are now giving the same advice, saying, yes, you should do this. Now you should do that. This is good. This is bad. It was really, really cool having a real honest conversation. People are doing, like I mentioned, a half million a month in the butt group. And they are talking about margins and pros and cons, and it was absolutely fantastic. And people have sold an agency and then they’re said to rebuild it or do something different, some people who take equity in other agencies. It was really, really cool. So I really just said, if you’re challenged with your agency.
[00:02:33] Go ahead and read that thread. It is pretty darn awesome. It’s really, really darn cool. And like I mentioned before, I think today’s lunch, you learn is going to be pretty good. I keep saying darn cool all over again. Whatever, guys. I’m doing this on the fly. Today’s lunch and learn we have an option. I’ll just bring this up on my screen right now. And I really want to know what would best fit you and would solve your problems faster so we could. Right here, we could go over the three structural pillars to selling. And this is something that I’ve been mulling around in my head when I drove up to my sales manager’s retreat in Orlando. Mike, Mark. And really just trying to synthesize what I’m learning from other books. What I’m learning from Facebook groups and what I’m learning from real life small business is I’m having a conversation with I try to spend two hours a day learning whether that’s by reading or doing or thinking or something like that.
[00:03:26] And so we can talk about the three structural pillars of selling like the experts styles. So like Russell Brunson, I’m the best. I’m the world dead. Henry, I like I’m amazing. You listen me. I’m the best pros and cons in that. And then move into the Amazon, our Wal-Mart style, which is like just have more stuff to sell without you doing it. So like white labeling somebody else or Frole Partners or something like Bell’s something else. And finally, number theory, which is the 3P process, which is how doctors, lawyers and accountants sellick like no doctor in the world is bang in his chest saying I’m the best in the world. They don’t do that. Right. Doctors that sell, we’ll sit down with you, understand your problem, outline a process or a plan to solve that and then promise something at the end of the three P’s. I think having an understanding of which sales type or structural pillar to selling fits you and your target market makes a lot of sense. But I also know that there is an F ton of people that have very specific questions in another thread of like 30 or so comments. So let me know in the chat if no one you want to go over the three structure pillars, the selling, or number two, you want me to handle the the big Q&A thread by Pat and Ryan and know and read and Francis and Carlos and Maria and Marilyn and Cameron Lange. Give me a number one in the chat. Or number two, whichever one is totally fine by me. I do. This is like as a way to pay it forward to the same way somebody paid it forward to me and I’ll sponsored by my grandmother’s amazing art. This is fruit and it’s a fruit bowl, and you can’t tell me any different. And as soon as somebody says it’s not a fruit bowl, they’re a liar. And there’s no way my 92 year old grandmother, who is hilarious and perverted, would ever paid anything other than a fruit bowl. So, yeah. Take a look at that. So, number one, if you only do the structural pillars of selling or number two, the top 10 Q&A, I have my own preference for number two. But we’ll see what happens. Let me go ahead, bring up the chat and all that stuff. In the meantime, though, Brett Factories has gone on. How you doing? Daniel Shiek got that wrong. And Tom Gray, thank you for having an aim. I can easily pronounce. Pat, how you doing? Jesse? Crystal James Donovan. Wayne Gilchrest met him in Nashville, Tennessee, flew all the way from Alaska. Howard Taiana, how you doing? James Pond. What’s going on? James Ponsoldt customary search for a thousand bucks to three separate people, which is really darn cool. And most of the people actually in this chat right now are part of the inner circle. So if you’re interested in taking a next step of the ICEE, just hashtag ICL, but reach out to you and they’ll take it from there. Christine says like a grandma, like Rantzen. That’s about right. Yeah. So number one or number two, it looks like we’re like split even halfway down. So I’m going to move to Q&A. We’re going to make sure we can solve your problems, Levett, your pain moving forward, all that fun stuff. I’ve got a thread over on off screen that you can’t see. Let me just rearrange all this stuff this way. I’ve got a thread and I think it’s gonna be purposeful and make a lot of sense reviewal who have these challenges. If you have any questions that you wanna add to it, just put them a chat for now and we’ll take it from there.
[00:06:26] But the first question is from Pat, who says, Pat, what’s your experience with the white labeling? Good and bad. So here’s the big mistake. Labeling, here’s the big mistake. Most people make with their white labeling.
[00:06:47] And before I go into that, I want to say white labeling is a real awesome way of entering in the niche that you have no direct experience in. It’s a real awesome way of making sure you get your client Real-Life results. It’s a really awesome way of getting stuff off your plate to an expert and you can usually enjoy 30 to 50 percent margins. So if you, for example, want to spin up an eight track prospect, the engine, you don’t have to be an eight track expert. You can employ one of the HBC experts and they just want to make like 50 came on and live on a beach and only work two hours a week. And so they can do that if they just do one thing, which is eight tracks, and then they’ll probably do a specific type of H back, and then they have their own process. So, like, white labeling is totally legitimate. Most of the way you’ve bought in the past has been white labeling or something along those afact along those lines.
[00:07:31] But the big mistake that people make at the white labeling is they will white label the tool instead of white labeling. Result. This is a big mistake, people make a white label, a tool instead of white labeling a result. Here’s what I mean.
[00:07:50] Someone or someone will go get a client that wants Facebook ads. The agency. Doesn’t have the capacity. Or the knowledge base to do Facebook ads.
[00:08:07] So they hire someone else to do Facebook ads normal. No big deal. I’m using Facebook, I’d say, because you can be like, I don’t know if that’s OK. It’s right on the edge, but it’s finally no big deal. Like, I don’t care if it was like newspaper or page bill that eighty five landing pages, you just find someone else. And swap contracts or make your margin or something like that. But this is usually what happens. Somebody go will get a client once Facebook ads. The agency doesn’t have the capacity. So they find someone else to do Facebook. Guys, it’s normal, complete, total sense. So the agency.
[00:08:39] We’ll take the clients money, hire the white labeler. And everything will go to hell. Like, right out of the gate, like immediately everything is bad. And ultimately it’s because the white labeler. Is white labeling Facebook ads?
[00:09:00] The client wants results, and so the agency, which is the person in the middle, is stuck between a client that wants results and a provider that is used to the tool. And that’s that’s an inherent structural failure. And that is literally what will cause your agency to relapse and shrink instead of growing. So instead of finding a white labeler. Or let’s just say Facebook ads or landing pages or automations or whatever you want to find, I’ve seen.
[00:09:35] There you go. That’s what I get for typing back at the same time. I want to find someone. Hugh White labels. He intended result. What is the intended result? Let’s just say 30 customer opportunities. Month as an example. Fifteen phone calls a day. High ticket. High quality, long form appointments. Poor sales inquiries for insurance. Services, something like that.
[00:10:14] Right. Like you want a white label, the result, not the tool. So if a client comes to me and they’re selling insurance and they like Jeff, I really, really want Facebook ads. My brand, I’ll say, great. I’ve got a guy that does Facebook ads. Here’s money. Make the difference that clients, they don’t really want Facebook ads. That’s like going to a surgeon saying, hey, can you chop me up and give me a scalpel like that? That’s not going to happen. And so the agency’s job in this case is not simply to collect money, but to dig deeper and find a purpose behind the inquiry. So why are you reaching out? What’s like the deeper reason? Like do your onboarding docs? Like, what do you try to get from your Facebook ads? What’s the intent result? Well, you know, I just I really want to grow my business. I need more sales. OK. But what type of sales? Like, what’s your dream client? What are you looking for? You know, I just really want people calling my business. OK. How many phone calls are you talking when they’re calling? What are they calling about? Spend your words 15 or 30 minutes instead of just saying, yeah, we can do that. Just have a stronger conversation. Your client will stick around longer and they can find a better white labeler. And you’ll see me in the public room say like, hey, does anybody white label appointments for insurance? Because somebody asked me, hey, can you get me more appointments for insurance company?
[00:11:25] So now I can just.
[00:11:28] Do the difference. I can only just say, like, hey, I’ve got somebody who does high ticket, high quality, long for appointments for insurance services. I know it costs me 500 bucks. I charge fifteen hundred. There you go. So, like, the biggest mistake that people make with white labelers is they white label that tool. Facebook ads or FCL or blah, blah, blah, when they should be white, labeling the result. And the reason why an agency gets paid isn’t because they’re simply brokering the deal. The reason why an agency gets paid is because they’re spending Nasha 30, 40 minutes trying to figure out the reason why they want Facebook ads and then finding someone who can get that result. And so that’s the biggest mistake that people make when it comes to white labeling. Once you start changing how you find weightlift white labelers, it’s it’s much easier. Like like I’ve got an eight track guys like Jeff. Any Facebook ads. So I could of I know, like if I said, okay, it’s going to charge you on charge you two thousand hours a month for Facebook ads. He could have gone anywhere else but Facebook as a service like two hundred bucks a month. But if I said, hey, what are you really looking to get? You want sales, you want appointments, you want book deals. You want people calling your business. It’s much harder to costs. Compare that. So I have a higher propensity of in the deal in the first place. So I hope that provides context to your question. And as it turns out, I totally lost the thread just now. Where to go? OK, here we go. So that’s my expenses. White label and good and bad. What sometimes happens?
[00:12:51] Is the white labeler?
[00:12:54] Will totally bomb the campaign. It happened like there’s structural reasons behind it. Either this person leg was Whoopsie Daisy ad or you didn’t prompt them correctly or you just think all you have to do is, is pass the business and make your margin. Half the time.
[00:13:12] And paint bombs. Is because. Of the agency’s choice. In the let’s just say subcontractor. I’ve said time they campaign bombs. Because the business.
[00:13:32] Just isn’t, let’s just say Facebook ads friendly. That’s like a place holder term.
[00:13:39] Like, is an open to new business or doesn’t have a good offer, something like that. I can’t give you like what happens or the core reasons why it always bombs were for the most part, it’s when these two camps. And so what you really need to do is as preplan.
[00:13:53] For this campaign. To bomb. And the easiest way for your campaign to actually bomb is to make the implication. Or accidental.
[00:14:08] Offices to your client. This is the biggest reason why your campaign bombed. Not because of like the campaign actually bombing, but because the intended result of the bombing just sounds great. I should probably stop saying that. So this is what I mean. Let’s say a plastic surgeon. Mean to me and says Jeff. I need Facebook ads. Again, this is my job as an agency to dove deeper. Find out what they really want. And get it done. So the plastic surgeon then says, OK.
[00:14:43] I need more surgeries. Cool. Now that we’re talking something more specific, it’s harder to Google and harder for him to find another person or or just structurally, it’s much easier for me to keep my client. If we’re having a conversation about surgeries instead of conversation on Facebook, guys. Right. So now that I know that.
[00:15:02] I can pre deal. Or pre conquer. Any problems with the campaign bombing? Here’s what I mean. If the campaign bombs. Thirty days, and the client expects it to go well in 30 days. Airplane bomb. If the client expects this to take 60 or 90 days and they campaign secretly bombs. In the first 30 days. Well, now I’ve got time to find a new white labeler. Label person think structurally at the core. The reason why campaign bombs.
[00:16:00] Is because your ex, your client expects it to be amazing. Instead of saying it’s going to take 30 days, get everything up and running. And this is a 90 day engagement and it’s going to be six thousand dollars over 90 days and half that’s going to your white labeler. And you have two different narratives.
[00:16:17] For your client.
[00:16:23] So this is like the client right here. You tell your client it will take. It’s just a 60 to 90 days. To build everything. And it working. You’ve got you four to five surgeries a month. Let’s just say that. Going on with your client right here, you have 60 to 90 day timeline to your white labeler. You’re saying I need this campaign up and running within three weeks.
[00:17:00] Now, you literally have to say 90 divided by 21.
[00:17:07] You have four different timeframes for white labelers. And so, Pat, answer your question, like when your campaign bombs. It’s usually not because it actually bombed.
[00:17:15] It’s because your campaign didn’t spin up according to your clients expectations. So you actually have two separate levels of expectations. You’d tell your white labor, look, I need this thing up and running in three weeks as I fit within your SLA is great. Here’s money gets started. You tell your client it’s gonna take between 60 and 90 days to get up and running, working and steady. So getting five, four to five surgeries a month is acceptable. Great. Here’s how it’s going to work. Gonna pay me five thousand dollars for a 90 day engagement. Let’s get started. That’s the easiest way of doing it. And the coolest part is if you’re a white labeler bombs.
[00:17:49] Like hardcore. Most white labelers.
[00:17:56] Have some kind of guarantee.
[00:18:02] Or warrantee, like if they don’t get the campaign up and running a short amount of time, they’ll refund your money if your campaign does actually performance in three weeks. They’ll refund your money. Something like that. And so you really only pick white labelers that have some type of guarantee or warranty.
[00:18:17] This comes with. Them white labeling. Or results. So must we have a guarantee warranty or a timeline? This type of stuff, so ultimately, at the core, the reason why campaign bombs is there’s I’m just kind of summarizing right here in case something is watching the replay. Number one, your campaign bombs because your client expected something different. The campaign bombs, because you found. A white labeler. It focuses on. A tool and not the result of your campaign bombs because you didn’t. Stack timeline’s. Because you didn’t find a white or. With an SLA service level agreement, timeline or guarantee.
[00:19:13] And at the core, this is mostly because you’re fighting white liberals that focus on a tool. So once you start focusing on white leaders that focus on a result, they will automatically do this and you won’t have that much of a problem anymore. More so if it does bomb, you’re stacking timelines in a way where you can find another white labeler. And still with B B within your clients like challenges or something like that.
[00:19:33] So I hope that answers your questions. And let’s see if Pat has a follow up.
[00:19:39] Pats follow up is. Says what happens when a white label doesn’t get results? They promise are company name is on the line, not theirs. Chances are, again, I guess you ask this. When I was halfway through, I just saw it. When white laborers don’t get the results because you’re white labeling for a tool and not a result, they don’t get the result. They have like warrantees, they have timeline’s they’ve days. Most people who are white label have a higher level of expectation when they’re doing for results rather than just a tool or something like that. So I think I answer this like in the replay or something like that.
[00:20:17] Let’s see what else. But no nowy, no. Something like that.
[00:20:26] No, it says how to train and hire appointment setter for a specific niche as a newbie. Here’s something interesting. I was just chatting with someone in the group named JSC about this earlier today. Most people.
[00:20:38] Accidentally. Hamstring and totally f over their appointment centers. I don’t know what happened. This is like come up in the past like six months or so.
[00:20:50] Like, for some reason everyone is like, oh, I just got employment set and everything’s gonna be fine. I just, you know, pay fifteen dollars for appointment. Everything going to be OK. And so it ends up happening.
[00:21:00] An agency will have a need to get appointments. So they say, of course, all I have to do.
[00:21:11] Is higher, an important center like that? And this is a this is a big fat. Do not do this. This is going to bomb you and it’s going to ruin everything. This is not how you should be thinking about what you’re doing and how you’re doing it. You’re going to have a bad time. This is an incorrect line of thinking. If you need appointments, that does not mean you actually just hired appointment that it is fundamentally incorrect.
[00:21:35] The reason why appointments centers work. This is how appointment setters work or work well or something like that. That’s what happens. You get a list of, let’s just say, future clients that have said yes. They want to buy what you have to sell. They heard your call. E-mail pitch. They’ve signed up. They’ve raised their hands, said, here’s my name, number two, email. Call me back. Right. And then you hire and appointments that are. And pay them. Let’s just say about fifteen dollars per hour, about 15 hours for a scheduled appointment. And a I think it’s like a percentage. I remember what forclose deal. That’s how you do it.
[00:22:31] This is how it’s supposed to work. Most agencies that that mess up their appointed setters. They’ll just simply say, oh, I need appointments, I’m a higher appointment that are and not give that appointment that are a list, not make sure that list is somewhat quality, not make sure that that that the list has, like, yeses on it. And they just they’ll totally bomb it and then they’ll hate them. And it’s like I can just hire stay at home mom to make calls for me and she’ll call random businesses. Now you’re gonna burn them out and they’re gonna develop a bad reputation. And then even then, like like you’re not really doing appointments or just appointments, say you’re doing important is like a presale so that your salesperson is lined up for success.
[00:23:05] Which can’t do with, like, cold appointments, saying it’s just not good for you. So you have to literally just do some type of prospecting engine.
[00:23:16] And then your appointment centers will go through that prospecting list and then schedule appointments from there. That’s the easiest way to do. I’m not having any success of this stupid arrow right here.
[00:23:27] Come on. There we go.
[00:23:29] So let’s just say you build a list of five hundred eight track companies that have said, yes, I want to get more appointments.
[00:23:41] For my age fax services.
[00:23:44] And then you get that list.
[00:23:48] And then you have your appointment set or go through something like that, so like your prospect, the engine needs to spin up and your appointment setter will help turn prospecting yeses into sales appointments. You can’t just hired appointments head and say, oh, good luck. Right. That’s not going to work. You can develop a bad rep and have a bad idea and said you literally have to create a list of like eight track companies that have said yes. And then your appointments set are. Goes through that list and calls everyone back. And schedules those calls. And then you pay them ten dollars for a scheduled appointment. And then I don’t know the percentage you can ask the group. But this is how appointments centers work. And so nosy questions like how do I train in high appointments that are specific niche? This is 90 percent of it. Like right here. If you’re not doing this, it doesn’t matter what type of other answers I give you, because this is a structural core reason why your opponent said it will work or not. Once you have this, then you can create a script which is like along the lines of, hey, Mr. Johnson, I saw you signed up for a track ATP program where I can get you two, three more track appointments every single month. Is that still something you’re interested in? Great. Well, if you’d like, I can schedule time between you and Brett for this Thursday at two p.m. he’s going to show you how the program works, how much it costs when it gets started. Is that something you’re just in? Great. What’s your best phone number? What’s your best e-mail? I’ll go ahead and send you stuff. And then between this signing up of the appointment and the appointments self, they’re getting text messages with proof. So, Barbara, sequins that like the retargeting arts kick in. So, like they’re prompted for that sales conversation. So, no, I think. Ah, no. No. I’m not sure. But like this this is appointment setting that works. If all you’re doing is this, it’s going to bomb. And so you need to be doing something like this. So I hope that makes a lot of sense.
[00:25:38] Maria says this right here.
[00:25:46] Reha says if you’re just starting out and you don’t have case studies, what can you do? Summary. This is something that we specifically cover in the I see. If you’re interested in taking an next up the icy and ask Imagist hashtag ISY. We do stuff like this all the time. And specifically those people who don’t have case studies because we we literally give you like 15 case studies that you can white label. But I’m just assuming that for your answer, going to say zero case studies. And so the end result is like you really don’t need.
[00:26:16] Case studies, previous results. Experience to land a client like that’s just it’s incorrect.
[00:26:24] Your brain freaks out because you don’t think you’re good enough. You know, I have a plan. So you’re saying, oh, got it into the case study. Like, all of a sudden you’ve had another case studies in the world, like you’d be rich as shit. And it’s not true. It’s fundamental. It’s core incorrect. You don’t need previously expensive cases. Lanta client.
[00:26:39] What you need. Come on, hurry up. You need to show them a plan. And this is part of.
[00:26:52] The 3P process, this is like one of the ways of selling when the expert driven, which relies on expertize and Puzo’s expensive case studies, another one is like, just have more stuff to sell. And white label everything. But last is the 3P process is sell like accountants, like sell stuff in a way that makes a lot of sense is that everybody gets their start of your sub 20 came on. You’re probably not going to get winds by magically getting a case study like it’s not how it works. That’s a lie in the industry. And everybody that’s like over 20, 30, 50 came on like they’re relying on case studies, but they didn’t have them when they were starting out. Summary, I’m assuming like your sub 20 came on. You need to be doing this. The first is you need to have make sure that you have got a problem.
[00:27:33] Process in a province. This is the three P’s, we just write this out.
[00:27:40] Creepy’s to selling. When? You don’t have.
[00:27:47] A study again. Maria, we give everybody I see a bunch case studies, so we show at their learning curve. This is something you’re interested in exploring. We’ve got two more slots and then we close up the cohort. You can just hashtag icey and Brett will reach out. But this is where has to go. Here you go. So the three PS to selling when you don’t have case studies. And this is how you break into new niches is how you get new business. Most times, like leaning on a case study, will ultimately make your client disappointed because it’s like, oh my God, I didn’t get the result this guy got everything is bad, stuff like that.
[00:28:17] So let me just go ahead and. Here we go. So the problem inside the EIC. You something called onboarding docs where we ask. And the 15 questions. So our client knows that. We understand. Their problem?
[00:28:40] This is how accountants get business, is how doctors get business. It’s how lawyers get business. They lose. Sit down to you for five, 10 minutes as they are. I ask you a series of questions. Just answer them truthfully and we’ll know if if there’s a problem that I can solve. If there is, I’ll show you how I would do it and tell you how much it costs. Great. So like your lawyer is going to say. So what happened? Doctors are gonna say, what hurts? Your count is gonna say how much you owe the IRS. Something like that. And secretly, inside of those 10 or 15 questions, you’re quantifying the problem, making clear that they don’t have a solution or seeing how much it hurts. And if this is like a million dollar problem that they should be solving and spending money with you. So we ask onboarding docs ten to fifteen questions to your client knows that we, the agency, understand a problem. Again, if you have cases or previous experience, you don’t have to do this as much. But usually when you do, somebody is like more open to the idea of hearing your pitch and you can develop a USP very quickly or something like that. So, Mr. Johnson, you know, after looking these onboarding docs, I definitely think I thoroughly understand your problem. If you’d like, I can show you behind the scenes of how high perform marketing campaign works, how much it costs and when he gets started, called a wallet out ready by button seat customer campaign. Are you interested in learning about that? Yes. Cool. So now you’ve got somebody saying, let’s talk. I want to do some business online. Just go ahead and check and make sure the stream is up and running. Something flickered. I don’t know where it went.
[00:30:04] Whereas at. Where did belive go? Oh, here we go.
[00:30:08] All right. Well, service up and running. So then we show them the process. I have the wallet out campaign. The named campaign, the brand name, whatever is just just don’t call it Facebook ads or Google FCL. Like, don’t use the tool. It’s not going to work. Don’t use the tool instead. Have a cool name. So I’ve got the wallet out.
[00:30:27] Need by. But in the seat. A smear campaign.
[00:30:33] The seven steps behind the high performing marketing campaign. Mrs. Johnson. This is kind of like go into the gym. You go once, everything is OK. You go twice. Everything gets better. Do all seven all of a sudden your wrist with a six pack. Right. So you wanted to the clubs for your business. And then we show them the seven steps. You can look at the Alex Hilinski interview I did last week. Give Alex Lewinsky’s masterclass, join the ICN, see me actually pitch with the whiteboard behind my screen. Now, I can’t show you that that’s some, like, ASCAN stuff, but the wallet out ready by button CETP customer came in. Here’s the seven steps I would take you through. This is our process. This is what works. Mr. Johnson, now that you’ve seen how we run our high performing marketing campaigns, is this something you’re interested? Can you see out Rose’s business? Would you like to know how much it costs? Blah, blah, blah, blah, blah? And Mr. Johnson, a mainly personal industry with a promise and a guarantee, I promise.
[00:31:26] You’ll get 30 customer opportunities a month. Every month from the day your campaign goes live, if you do not get 30 customer opportunity a month every month and the campaign goes live, I will pay your next month’s bill.
[00:31:41] I’ll take money out of my pocket and pay my team during your campaign for another 30 days. And if you don’t get 30 customers to use that month, I will pay your next month’s bill again. And that will continue until you get 30 customer teams. You fire us or we fire you. What are you what are you thinking or when do you want your results? What would you like to have started? Blah, blah, blah. If you have this, you do not need proposals, extrinsic studies. But if you don’t have this, your brain for expenses. Oh my God. I need a case study summary. I hope this answers your question or that’s like repeatable and very clear. If you don’t have case studies, Crusoe’s experience, you have to sell the 3P process. This is this is how it’ll work. By the way, is a side effect of having a 3P process. Your confidence in your program will shoot through the roof.
[00:32:25] Like, massively so. Yeah. There you go. Marilyn then says.
[00:32:38] A process you go through for the setup only client. Cool. So this is something I’ve been experiencing and messing around just to see if it would work. When I look at other people that are much more massively successful, they present their client with options. Something like this. Again, this is like a little bit more advanced. I really do not suggest you do this until you have like you have it down pat and like you can predict a self is going to happen, like, halfway through. And it’s just a problem with money. It’s not an offer problem.
[00:33:04] It’s not a pitch problem. It’s a payment problem.
[00:33:10] Only use this if it’s a payment problem you got someone wants to buy what you have to sell. You know, auction off fear about fulfillment. Now it’s just like getting money out of them type thing. So I’d call it.
[00:33:21] Pick your poison. What I discovered is that very often I’d be pitching to small business owners that, like, they just consume information differently than me.
[00:33:32] Like if you’re a martial arts business owner, like you want to do it yourself, everything. If you’re a plastic surgeon, I would never stoop to doing Facebook. Guys, I’m a plastic surgeon. Oh, my God. If I’m a pest control, I love the idea of learning. And I want someone to help me figure it out. Like, depending upon the industry and the dollars of that industry, they consume the deliverable in a different way. And I’ll bet what you didn’t know. There’s actually three ways to load to deliver your test result, which is 30 customer opportunities guaranteed. Again, this is more advanced. I can do it for you.
[00:34:09] I can. Oh, you threw it or. I can install everything.
[00:34:19] And these are just different ways of communicating. Done for you. Group coaching and digital product. I think once, like once you have your your industry figured out, once you have your offer figured out and it’s not a a problem with price, but instead it’s like they don’t have the money, but they want to buy what you have to sell your pitches. Your film is good. Once your boat.
[00:34:38] Floats, then you can do this until then, try not to do this, just focus on one thing. So at the end of the pitch, I say, Mr. Johnson, would you like to know how much this darn thing costs? They say, yes, I sell. I usually charge X, Y, Z, one, two, three, four, five, six. But I’m going to present you three options today. I want you to pick the one that’s best fit for you. Are you ready?
[00:34:59] Well, Mr. Johnson, I can liturgist since I can do it all for you. You sit back, you take credit. I shoulder responsibility. I run this whole program for you and I guarantee it works. I can do that. I can just do it for you. And that’s yours. Fifteen hundred dollars a month.
[00:35:15] The month, no long term agreement.
[00:35:18] Next up is I actually have a eight week program. Where I walk you through it. Provide structured support. During our office hours. And if you access to all the documents I would have used to make your campaign work. This is gonna cost you one thousand dollars for eight week program. And then finally, I can just install it for you. Or seven hundred and forty nine dollars. It can install. He adds the funnels campaigns that everything. And you run as far as you can.
[00:36:08] Which one is a good fit for you? So this is how I this the process I go to to do the setup. Only this is just a setup right here. Again, only use this. So like, if your boat floats, you know, it’s going to work. And the only reason somebody is not going to pay you money is because they just don’t have the fifteen hundred. But they might have some nine or a thousand, something like that. Once I start presenting this option.
[00:36:30] I had like a med spa and like in Grand Rapids, Michigan, was like others. No, I could pay fifteen dollars month a month. I was like, great. I understand. I’ve got three packages I can do X, Y and Z. I can pick your poison, whatever you want. He’s like, I want the middle one.
[00:36:45] Was like, you got it. It’s going to cost you this amount.
[00:36:49] It’s a thousand bucks. I’m gonna send you an invoice. I’ll send the line until you pay. She’s like, I can’t do that. I’ll call you later. Said I was sure about what she paid them like an hour. Great. So she gave me a thousand bucks. I installed everything. And now I’m waiting for her to, like, show up to her apartment. And she’s way past the eight week program. But whatever guys like, it’s still money. And I would not have gotten fifteen enjoyment out of her, but I got a thousand dollars. And now, by the way, she’s saying, can we just upgrade to the fifteen hundred dollars a month? I said, yes, of course we can. So this is ultimately how sorry is ultimately how I do pick your poison cell. I hope that makes sense.
[00:37:24] Cameron Leong’s says.
[00:37:29] I’ve heard you talk about the size of the PowerPoint, you take someone to run a call. Yes, but I cannot show you that that is inner circle only. We’ve got demo decks you get to see me sell. We’ve got slide decks, Pujols experience cases, all that stuff. So, Cameron, if you’re up for an icy conversation, just hashtag icey, Brett will reach out to you. I can’t show you my slides, you know what I mean?
[00:37:49] That would just that wouldn’t be cool.
[00:37:52] And so I can’t do that. But yeah, I have slides and I sell the same way I do my lunch and learns. It’s very whiteboard driven. Sometimes I like I have premade slides, but it’s not like I don’t do like this boring shit.
[00:38:05] Right. I write it out and it feels much more fun. That’s a really, really good time. So, Cameron, I’m sorry, I can’t answer your question more in depth, but that’s the basic idea. Let’s see what else we got going on here. That’s all the questions from last are the thread from Monday or something like that. So if you got any questions, now’s the time to ask. Let’s just open questions.
[00:38:31] And answers, drop them in the chat and then I’ll give my best darndest answer to go ahead and answer them. I can’t answer everything by Pamela D.M.. I got a hundred PMS a day. I’m actually having someone else, like, respond to this stuff and filter accordingly because, like, there’s no way I can deal with Agora p.m. today, like, and make sure my students are acceptable and get my book up and running, which is good because it’s it’s it’s going to change an industry for the better. It can be really f ing cool and get my agency back up and running after I’m done. My books sprint. So like I’ll probably have somebody like answer my PMS, but even then, like, it’s not going to be great. See, I so answer your questions and we’ll take it from there.
[00:39:09] Let’s see what’s going on.
[00:39:12] Andre says, I’ve never seen a white label guarantees when can these people found you can actually just ask people in this group. It’s a really good opportunity. I think the last time I asked about appointments for insurance, there were like three high quality people that are trained by really high quality people.
[00:39:29] And most white labels have some level of guarantee. And it just it works. So I think, Andre, like you just haven’t asked the right question. Every white label I’ve talked to has some kind of guarantee. So maybe like you have not been white labeling for result bands that are white, labeling the tool if you’re white, labeling for a tool, there’s no guarantees.
[00:39:50] But if you are labeling for result, they guarantee it. So there you go.
[00:39:55] Shehab says, what a good price point for a white labeler or percentage. I expect about 20 percent to be kept for me. So let’s just say a Sadiel two thousand dollars a month. I should be able to do no work and make 400 bucks a month like no work. What’s interesting, by the way, is that, like, that’s probably comparable to the margins I would have made anyway if I had taken on the client or found veejays or S.O.P. I could probably push that to 30 percent. But I’ll tell you what, like, you can read that big route and you like even the massive agencies. I do make a half million. They still make 20, 30 percent anyway. So it’s like, why not just keep those margins and have a good time? And like, there’s big advantages like Ezo paying and being able to team and all that. But like like I’m not good with that type of stuff and I usually have to build the team first and the business come second. So like, there’s no disadvantage in white labeling the beginning. Everybody that has a big agency, white labeled in the beginning and it helps just focus on the prospecting and the sales and not worry about fulfillment and instead employ an expert. They just want to make a half million dollars a year live in a beach. So making 20 percent and have a good time. I’ve seen some agencies that have like really strong S.O.P and VEIS make 30 percent. But you know what? I’m not going to wait a year and a half to make an extra 10 percent. I’ll just start flipping and take it from there.
[00:41:16] Chris Sayer. Sergeant, I cannot pronounce your name correctly. Chris says, very true, Dotan in cases. I had the best case that he could ask for my first run. I hit up more businesses flaunting my case that he had no plan set, said Iolaus. Wait for a flock to me for my golden case, said he. Yeah. Dude, like. Like we are well beyond the. If you build it, they will come. Economy is very much like. Go find them. Show them a plan and then build it after. Like you saw Elon Musk make a billion dollars and he wasn’t like showing previously experience a case that he just said, hey, guys, I’m building out this thing that was going to look like, do you want to give me money? It just worked. And for some reason, our brains say, if only I had the tool, if only I had this spirit, if I only had the car or the house, I’d get whatever I want. And we all know it’s not true. Like just because you Everleigh Lamborghinis, I make you more attractive.
[00:42:04] So you have to fight your brain on that. That’s a very old way of thinking. Like like back to a tribe of like when we lived in like huts and stuff like that. Like if only I had food. We’re not in that economy anymore. So instead of focus on getting a case study, focus on building a prospect, the engine sales jet fulfillment engine. That’s how we talk. When I see it’s a really, really good time. Let’s see. Ben says that’s the name of my fantasy football league. Pick your poison. Beautiful day. That’s so awesome. Christine says, tell us about your book. Oh, Christine, it’s gonna be so awesome, like I am so genuinely excited about this. Like, this is not my second book. This is like the first real book. Up until then, this has been like me, like dicking around, trying to see if it’s gonna work. I’m not really sure. Like, I never threw myself in to a book process like I did with this book right here.
[00:43:00] Be this right here. This is the book coming out. Hard copies will be available later on. They’ll look like this. But for the most part, everybody’s just gonna want to get the e-book anyway and not have to deal with shipping. Problems are like where’s my book? And blah, blah, blah. Or until that stuff later. But this is the book coming out. And I’ve been very fortunate to have really smart people guiding me through this process. It’s gonna be about about three hundred pages or so. One hundred and fifty if it’s single spaced size. Twelve font. But nobody’s gonna read it like that. They’re gonna need like size 18 font and double space. So it ends up being like 350, 400 pages. It’s every interview we’ve ever done. Up until December. So I wrote seventeen thousand words. It goes over the 3P process, how to respect how people buy what you have to sell the campaign. All the good stuff. I think it’s going to end up being like like five dollars and 60 cents, something that’s going to just mess up Travkin, Goodfellows or something bad. Right. And then if you buy the book, you end up getting two or three more mini modules and then there’s an option to buy the whole store. And then we were experimenting with a paid monthly mastermind’s so I can just pay experts to go live and see what happens. And then there’s a done for you prospect the engine offer at the end of it, which is cool. The end result is like this book is going to change an industry for the better. And it highlights like winners in the industry, like McKinsey and Christianity and that plan and John Williams and Real Pei’s and Robert Alex and Josh Rhodes. It’s gonna be really, really cool. So, yeah, it’s gonna be awesome. And it should be going live Friday. Maybe if we figure out why Thrive Card and Click US are fighting. Yeah, it’s going to be really, really darn awesome.
[00:44:38] So, yeah. Let’s see what happens.
[00:44:42] We’ve got Gregory that says, is this being recorded, just joining? Of course, are always recorded there inside of the group. And then I put this on YouTube and then we chop it up and make like little tiny videos to make you realize that I still exist and I have to pay Facebook for rent like that. Yeah. And Vanessa. Taros flexing. I mean, and she says last month we did one sixty seven. I kept about 30 k of it. So let’s do this real fast. One sixty seven divided by thirty. Thirty by one sixty seven. About 20 percent margins. So, like. That’s exactly right. So Anthony, who my C.O. as a service. He’s really, really good. His job is awesome. Big names. I’m happy to have him. And it looks like his business right there does about 30 percent margin. So there’s no reason for me to try to fight, like getting up a new eight. A new agency and pushing down costs and building out. Escapee’s to have the same margin. I would by just simply hiring the best in the business. You know what I mean? So just white label the damn thing. Get your business up and running fast and have a good time. And what’s funny is anteing continues on and says, and we have 40 employees after lawyers. All that stuff. So you guys I mean, Anthony is like top tier. If he’s doing 20, 30 percent just white label to have a much better time and build out your recipes later on.
[00:46:01] John Carmichael says, Do you still recommend writing a page a day and make an e-book to use a trip wire offer for industry? I think you mentioned this a year ago. If not, I’m mistaken. Actually, John Carmichael. I’ve changed my line of thinking because of the results I’ve been having. I, Jane, believe that the easiest way to write your book, to write your book is two ways.
[00:46:22] Let me bring this up. The first.
[00:46:27] Interview people in the industry, and you’ve been seeing me do this like I’ve always wanted to write a real awesome book and highlight real awesome people. And the easiest way to do this interview people in your industry, just like I’ve been doing. You’ve been seeing me do it. No big deal. Right. Interview people in the industry.
[00:46:44] And dictate. Your thoughts and feelings while driving, and this is the weirdest part about my brain.
[00:46:53] By the way, like when I’m driving, I feel like I’m a genius. Everything is figured out. It’s smart. It makes total sense. I have my genius moments and then I sit down to write the book. My brain goes, Oh, your big box of dumb and stupid. Happens all the time. Like, there’s no reason that my brain all of a sudden switches. I don’t know why. I’m sure there’s something about like hunting or or being on a journey. I don’t know.
[00:47:20] But every time I’m driving, like, it just flows out of me. So what I started doing. Is this right here? Every time I start driving. I use some dictation software on my phone. And that can be ordered, not a I just put that order dot I.
[00:47:42] And it doesn’t matter what it is, it’s effectively like a white labeled version of red dot com. But they’re using like IBM’s Watson or some like that to to transcribe. It’s like ninety eight percent. Great. Right. And so I dictate my thoughts and feelings while driving. And then I put in to order dot A.I. and I get an export.
[00:48:03] Let me just.
[00:48:04] Do this right here and then order dot A.I. gets me an export. Then from there, I started to edit and change and I edit and change. Not before, not during, not after.
[00:48:20] I effectively I’ve put a wall between the flow and the edits. And this is not something that I’ve experienced. I can do like she’s sitting now the blank page. You’re running a book. You have like blank plate disease or something like that. So I do this. I dictate my thoughts while I’m feeling and driving, dictate my thoughts and feelings while driving. Order dot a I gets me next. And then I edited and changed and I remember there was like three weeks where I was doing this. I would literally go on a commute to the office. I would sit down in a coffee shop the next day and turn like what was a 15 minute talk, which ends up being about like seven pages and just solid, good, good, readable four pages.
[00:48:56] Great. So as it’s going on. I’m also still interviewing people in my industry.
[00:49:03] And then I send it off to a copywriter I use. I’m not gonna say your name. I got too much work. Like, every time I highlight her, obviously, imagine it. He’s like three days longer to get my experts out. So I’m not going to say her name anymore. She’s getting too famous.
[00:49:15] But I find a copywriter or an editor. They listen and write from the interview.
[00:49:27] That’s it. So something it’s not show notes. It’s magazine quality articles that are good enough to be in a book. So it’s not a transcription. It’s not a flight Line-by-line. No, it’s like a magazine quality article. So these two processes is allow me to meet copyrighter.
[00:49:46] Has allowed allowed me to write my 300 page book without having to feel like I’m writing my book. You know, I mean, it’s just like I did an interview. And so we got five pages out of it. And then I dictated for like 15, 20 minutes on my commute. And then I sat down and added my own words.
[00:50:03] And I was doing like eight pages a day. It was amazing. Like, every every Friday I was doing eight pages a day was nuts. And I didn’t actually employ this person, do my lunch and learns, even though I should have. Looking back, I could have done 15 pages a week and 15 pages a week times, 10 weeks. So that’s one hundred and fifty pages. That’s a mini book. Every two months, really fast. And I’m sure I could have done a little bit more effort and done more writings.
[00:50:31] This is how I’m writing my book, John Carmichael, so shower thoughts, car thoughts, driving thoughts, whatever it is, this how he’s doing it. And I’m not being this honest with this like you guys are seem to do it all the time, like the book that’s coming out. This is just my interviews and thoughts. Right. Just like Russell Brunson’s book. Or if Sam Evans had a book, but he likes webinars and said, you know what I mean. Right.
[00:50:52] Or his blog posts the same idea. That’s it.
[00:50:56] Just the same idea. And I think that the content leverage plan or program that I highlighted to lunch Olin’s ago is how you build tribe and make people realize that you’re not going to screw them over. That’s OK to spend money. And it’s not a fly by night organizations like as long as you saw all those years, people are comfortable paying you money and then you can make sure get the result.
[00:51:18] Will Boyd, who’s in the I.S., is going on this same journey for personal trainers, which is really cool. And there’s two or three other people that like I should do that. I should definitely do that because you can interview people. And then half the time, like if you’re a face we ad agency owner interviewing a plastic surgeon for whatever reason.
[00:51:38] It’s an hour long interview both ways with a plastic surgeon. Ask about marketing, about plastic surgery. So you get smart in their industry. They are smart in your industry at the end. You always say like, hey, is there anything else you want to go there like? So how does Facebook God’s work? I’ve got this program, blah, blah, blah. And we employ the best film industry and except our etc.. And now you’ve got a client paying you not fifteen hundred dollars a month and fighting you on it, but paying you three thousand dollars a month and happy with it because you’ve spent an hour understating their industry and you’re not a fly by night organization. So I think this is also like a good client getting strategy. It’s actually it’s the opposite for me. Like, every time I do an interview, I end up paying them money. Either way, though, it’s pretty funny how that works. But but I hope that provides some type of context and understanding for John Michaels questions like do you still recommend writing a page a day? I’ve changed my tone and tune since I gave that speech in L.A. at Jerry’s Mastermind. Now, I’m a big proponent of having these two channels just pump out 10 to 15 pages a week or 30 to 40 pages a week, and then you’re good. I think this is how Russell Brunson writes a book every like six months or something like that.
[00:52:45] So, yeah, it’s been a good lunch and learn.
[00:52:49] We’ve got a bunch of interesting things. We didn’t even go over the structural pillars of selling, which would’ve been cool to go over, but we just didn’t get there. We went over how to white label.
[00:52:58] And you want a white label for results and make sure your white label or four results has escalated, guarantees prove Testament’s case. There’s lots of just rely on their expertize and just be the general contractor like they’re the happiest people in business. They make the most money. It’s it’s it’s just so much better to be a general contractor. That’s how I’m rebuilding my agency, to just be a general contractor, to do a prospect, danger for whoever I want and find a white labeler and just make my 20 percent and and grow to 100k a month and get my eight hundred dollar a day check on automatic recurring. And I don’t have to deal with anything like like Target isn’t like, oh my God, this coffee machine broke. Let me go ahead and fix it. Darknesses, call Mr. Coffee. I’m not doing that shit. I’m going to do the same exact thing. It’s going to be great.
[00:53:40] And then we talked about how appointment centers work. So this is the mistake that most people make. They say, I need appointments, so I’ll hire appointments better. That’s incorrect. You need to have a list of people that I’ve said yes, that have had their appointments had or go through that list and then pay them fifteen dollars per scheduled appointment and then a percentage or the closed deal. I don’t know the percentage. We talked about the three PS to selling, we don’t have case studies, which is massively powerful, impactful. Christine says, Tell us about your book, More than happy talk about it’s coming out. I think if the backend works like we’re still trying to fight between active campaign click funnels, Thrive Cart and Zappia, assuming it works Friday. So my two days. I don’t know. Off yell at Alex, sir. See, it happens. And then this is pick your poison cell. So I hope this all makes sense. Windu last call. I’ve got six months left before I got to boogie off and make sure that one of the guys I bought, I forget what he got but I’ve got a one o’clock I had to take care of this can be pretty darn cool. Oh also.
[00:54:41] Here’s a question for you.
[00:54:43] I want to do a structured six week S.O.P program for agency owners who. And I pay to teach. Dang thing.
[00:54:58] So I want to have like a structured six week S.O.P program for agency owners. But I don’t want to pretend that I’m the S.O.P absolute expert. Like I can do S.O.P, please. But I want like a structured program like. So I need a coach, if you know of anybody that that wants to take my money and be a coach for my structured six week agency program. I think on Barone, like our tenth better student and like I’ve got a feeling of it, but I want to pay someone to do this and be smarter than me, tag them in the comments, I guess, because I’d be super psyched to pay them.
[00:55:33] And we’ll take it from there.
[00:55:37] We’ve got somebody says, I don’t know who, but this is a layer’s, somebody says great info, thank you. What’s with the picture of the breast? It’s not breasts, OK? That’s my grandmother. And she definitely did not make a perverted painting and said, Jeffrey, I want to create something that matches your logo of a butt. Except we can’t do butts. And this is definitely not my grandmother’s fruit from her art class where they all posed for it. Yes. That’s there’s no way in hell that is it.
[00:56:09] Because my grandmother’s. She’s funny or gross.
[00:56:15] I’m not really sure. But no, that is definitely a picture of old women, fruit and melons and all that stuff because.
[00:56:24] Because yea, ladies and gents, we’re ending it on that we had a pretty good time today.
[00:56:29] I hope I solved your problems and move you forward, alleviated your pain. Got you. Move in the right direction again. If you’re a white labeling white label for results, you don’t have three P’s use case study. If you don’t have case studies, use the three P’s and this is what you don’t want to do.
[00:56:45] The appointment setters, everybody. See you later. Bye.