I Created A System To Get 100 Clients In 30 days - My Exact Playbook

0:00The way that I get clients for my agency

0:01is completely opposite to what everybody

0:03else I have seen teach. And so I have

0:06the system that I have been using to get

0:07100 clients per month with an AI agency.

0:10I've implemented it into other

0:11businesses and it's worked really well

0:12for them. I went from zero to 40K in

0:15about 2 months using the strategy. And

0:18so I wanted to show you exactly what I

0:20do. Now I wish I had this when I started

0:22because when I did start people were

0:24telling me to use these terribly bad

0:26scripts like I'll send you 10 clients in

0:28the next 30 days. would you be

0:29interested? Those were the scripts that

0:31people were telling me to push and they

0:32were telling me to do LinkedIn messages

0:34and uh using cold email or do a lot more

0:37cold calling and do it in this specific

0:38way and nothing was really working. And

0:41so I just went off and did my own thing.

0:43I I did things that I've never seen

0:44anybody else do, but it just made more

0:46logical sense. Like nobody was talking

0:48about doing text messages. And I was

0:49like, well, if I'm going to call them or

0:51if I'm going to email them and I have

0:52their phone number already, why wouldn't

0:54I just text them? and I went from two to

0:56three sales calls per week to 10 sales

0:58calls per day in one day by just uh

1:01utilizing some of these strategies. So,

1:02I'm going to show you everything that

1:03I've learned in my exact playbook on how

1:05to get 100red clients per month. So,

1:08we're going to start right at the top. I

1:09created this really long presentation.

1:11Hopefully, you just get some value out

1:12of it. And I'm going to mainly talk

1:15about AI agency stuff. This can also

1:17work for any B2B businesses or other

1:19BTOC businesses as well. But if you

1:22don't have anything to sell, like you

1:24don't have a model or you really don't

1:26know what to sell, I'll show you some

1:27things that I am selling or what I would

1:29do if I were you. And so you can use

1:31those if you wanted to. And uh the most

1:33important ingredient of this that I I

1:35don't see anybody talking about this.

1:37I've I've seen one person talk about

1:39this. Uh but this is the only thing that

1:42gets you to the 100 clients and it is

1:43the Rubicon, which is if you see this,

1:47this is a whole bunch of people jumping

1:48off of boats. The they're burning the

1:50boats. And you might have heard of a

1:51story of we're going to burn the boats

1:53and we're not going to turn back, right?

1:54And so that is just a Rubicon just

1:57passing the point of no return. And

1:59there was an example of this people that

2:01jump off the Golden Gate Bridge, you

2:03know, once they jump off like they do

2:05that to commit suicide and it's very sad

2:07obviously, but uh some people have

2:09survived jumping off because they hit

2:11the water and a lot of times they die.

2:13But some people survive and the people

2:14that did survive, they said as soon as

2:16they jumped, they regretted it. Uh but

2:19you've passed the point of no return.

2:20You jumped. There is no going back now.

2:21You know, and the reason that we want to

2:25know about this or to actually use this

2:26to our advantage is because we want to

2:28use this to get people to buy from us.

2:31And so I've never heard anybody talk

2:33about this. And once I actually started

2:36utilizing it, I see that it is way

2:38easier to get somebody to buy if I start

2:40using this strategy, which is how do I

2:42get them the point to the point of no

2:44return? How do I get them to the point

2:46where they want to buy? And I'm not

2:48talking about like, oh, let me take your

2:49money and then now I can't you can't get

2:51it back, right? I'm not talking about

2:52that or scamming anybody. But at at what

2:55point do they jump off and at what point

2:56they're 10 times more likely to buy.

2:59That's what we're looking for. And so it

3:02is very subtle and almost whenever

3:05you've bought something, you've never

3:06even like I never even realized this

3:07when I was buying something. And yet I

3:11now that I look back, I'm like, "Holy

3:12cow, like that that actually makes

3:14complete sense." And so 99% of the time

3:16you don't realize it but is the key to

3:17most of sales and we need to identify

3:20the points in which they are convinced

3:22or they are way more likely to buy or

3:24the likelihood of buying it goes up by

3:2610x right so for an example I went to I

3:30broke up with my girlfriend and uh this

3:32was a while ago so I broke up with my ex

3:35and afterwards I'm like you know what I

3:37want to look good and so I went to go

3:39buy some suits and so I went to a men's

3:42warehouse or something like that And

3:44while I was there, uh, you know, they

3:46were like, "What are you looking for?" I

3:48was like, "Maybe this, that, that,

3:49whatever." And they're like, "Okay,

3:50here's a suit." You know, put this on,

3:52right? And then they put the jacket on

3:54you. Before they even measure you out or

3:55look at any shirts, they just said,

3:56"Just put this jacket on." Right? What I

3:59didn't realize at the time is that is

4:01the point of no return. As soon as you

4:02put the jacket on, you're 10 times more

4:04likely to buy that suit. Like, you're

4:05not the the chances of you walking out

4:08of there without buying something uh go

4:10down dramatically, and you're way more

4:12likely to buy, right? And I didn't even

4:14know that. I'm just like, "Oh, yeah. Let

4:15me put on the jacket." Right? And and to

4:16them as a salesperson, they know that,

4:18oh, if I just get him in the jacket, he

4:20is going to buy, right? Which I had no

4:22clue. And so, dealerships, you can walk

4:24in and you can look at a car, but you

4:26are four times more likely to buy the

4:28car if you just test drived it. And

4:30doing a free trial on a software makes

4:32you five times more likely to buy it.

4:33Getting a free sample of food makes you

4:35five to 20 times more likely to buy,

4:37obviously, depending on how good the

4:38food is. looking at a home online versus

4:41a house tour. And which is crazy to me

4:43is that if you just walk in the house

4:45now, you are five times more likely to

4:47buy the house. So,

4:50it's finding the point of often four to

4:52five times likely that someone's going

4:54to buy when they experience the thing.

4:57And that's what all these examples

4:58include is

5:00they didn't just look at the car, they

5:02experienced the car, they experienced

5:03the house, they experienced the

5:04software, and once they experienced it,

5:06they were 10 times more likely to buy,

5:08right? And so, how do we get to that

5:10point where uh what do we need to do to

5:12make them 10 times more likely to buy?

5:13And what I have found is just giving

5:15them free trials. A lot of times, people

5:16don't understand if you're selling AI,

5:19they don't understand why the AI works.

5:20And a lot of times when we're reaching

5:21out saying, "Hey, I can help you

5:22implement AI." They don't care. They

5:24don't want it. But when they experience

5:26it, and if you've ever done a demo of AI

5:28voice or something like that, you have

5:30seen where they talk to it and they're

5:32like, "Oh, wow. This is actually a lot

5:33better than I thought." And if we can

5:34just get them to the demo, then it's way

5:36easier to get them to close. Right? So,

5:39uh, we just got to find that first. And

5:41so, for me, I have seen it to be a lot

5:43of my offers are just helping them

5:45actually get clients. And once they

5:47close that first deal, they're like,

5:49"Wow, this actually works." And they're

5:51way more likely to buy. They're way more

5:52likely to pay me tens of thousands of

5:54dollars over the next year if they just

5:56close that first deal. And so, that's

5:58what I found.

6:00And also, yeah, we got to find something

6:01that's easy for them to pass the

6:03Rubicon. So, if it's like, hey, you have

6:06to demo this software. For example, if

6:07we're helping a plumbing company, a

6:08plumbing company doesn't just doesn't

6:10sit at their computer all day and do

6:12plumbing. They're out and about and

6:13doing plumbing, right? And so if they

6:15are out and about, then it's hard to

6:17demo a software if they're out and

6:19about, right? And so

6:22if the software is doing something

6:24specific, then we want to help them

6:26realize the end result by saying, "Here,

6:28let me implement the software for you.

6:30I'll get you the end result." Let's just

6:32say it's more customers. I'll help you

6:33get more customers, and you don't have

6:34to do anything. You don't have to lift a

6:36finger. more customers are just going to

6:37start rolling in. And so at that point,

6:39it's really easy to sell because instead

6:41of them having to go in and actually use

6:42all the software, you're just doing all

6:43the work for them. They're getting new

6:44customers are like, "Oh, wow. This

6:45actually works. They pass the rubric."

6:47Right? Cool. All right. So, uh, one of

6:51the main things I have found with

6:53selling anything is that you want to do

6:55whatever is easiest. And what I mean by

6:57that is uh and I have not again heard

7:00anybody talk about this either but I

7:02have done hundreds of tests and everyone

7:04talks about you want to test all these

7:06different things and keep trying

7:07different marketing strategies create

7:09100 different ads and blah blah blah

7:10right what I have found after doing

7:13hundreds and hundreds of tests is that

7:15literally the easiest thing that I have

7:16found to make the most amount of money

7:18or to get the most amount of clients get

7:19the most amount of appointments coming

7:20in whatever it is is to simply just copy

7:23what somebody else did. And so the first

7:26million dollars that I made was

7:27literally just copying somebody else's

7:29offer. So I saw someone post on a

7:30Facebook group. And it was uh does

7:33anyone need help getting appointments?

7:34And I didn't even think that this was an

7:36offer at the time. So at the time I had

7:38figured out that system of going from

7:39two to three sales calls per week to 10

7:41sales calls per day. And so I was really

7:42good at getting sales calls, but I was

7:44really bad at doing Facebook ads. I was

7:46trying to sell Facebook ads to roofing

7:47companies. And because I was so bad at

7:50this, I just didn't want to sell to

7:51anybody because I didn't want so I was

7:53so good at the sales but not good at

7:55fulfillment and I didn't want to take

7:56somebody's money and then feel bad

7:58because I didn't get them any results.

7:59And so then I basically just completely

8:00stopped my agency. But then I saw this

8:02post on Facebook and it wasn't that I

8:05just saw the post, but I saw that under

8:07the post there were hundreds of comments

8:09of people saying, "I'm interested in

8:11getting more appointments. Can you

8:12please help me get more appointments?"

8:13And all I did was I literally copied

8:17that post and I pasted it and I pasted

8:20it into the same group and several other

8:22groups. And that first week of me doing

8:24that or first week I made 5,000. Within

8:26three weeks I made $8,900 of just

8:29copying somebody else's offer. And so

8:32again, I've tested all these crazy

8:33strategies. I have a whole sheet here I

8:36can show you of a whole bunch of

8:38strategies I've tried, all the different

8:40tests I have ran. And I I've talked

8:42about this in other videos of different

8:44tests I've run trying to offer somebody

8:46lunch, offering somebody free

8:47consulting, offering somebody telling

8:49them I already have clients, u offering

8:52somebody a quote, all this stuff, right?

8:53And I can go into some of these tests

8:54later. But within all these tests, I

8:57have realized the only ones that have

8:58worked really well are the ones that I

9:00didn't even come up with myself.

9:01Somebody else came up with it and I just

9:03copied them. So I would implore you the

9:07hard thing and there's also two sides to

9:10this coin because there's and I'll talk

9:13about this later but some people will

9:14try to sell you that there is this new

9:16thing that's easy to sell and you go

9:18sell here's how to make AI websites go

9:20do it and then you start going and doing

9:22it but then you realize it's actually

9:24hard to sell and so I'm going to get

9:25into like how to find something that's

9:27actually easy to sell as well but the

9:29best thing to do is just copy someone

9:30that already something that already

9:32works. So my easy rules, easy rule

9:34number one, rather than testing a ton of

9:36stuff, just copy other people and take

9:38from other industries, too. So you don't

9:40have to just copy within your industry.

9:41I copy within other industries that are

9:44very competitive. So, for example, when

9:46I'm trying to make YouTube videos, I'll

9:47try to look at the gaming industry or

9:49I'll try to look at say the beauty

9:51industry sometimes where there's a lot

9:53of competition uh within these videos

9:55and a lot of people make a lot of videos

9:57about that subject or a lot of people

9:58make videos about Minecraft. And so, I

10:01don't watch any Minecraft videos, but I

10:03know that there is so much competition

10:04that they have to be doing something

10:06right. And so, I'll take thumbnail ideas

10:07from those people because I see that

10:09this Minecraft video did 10 times better

10:11than all their other Minecraft videos.

10:12And if that is the case and all there's

10:16competition is happening within the

10:17Minecraft sphere then obviously this has

10:21to perform well in this industry. So it

10:23probably would perform well in my

10:24industry as well. So I try to take it

10:26from other industries and copy from

10:28there too. Uh but I also when testing

10:30something I do it for as cheap as

10:32possible. So I have done trust me I have

10:34done tests that cost me $20,000 and it

10:38did not work. And I Oh my gosh, dude. I

10:39feel bad for I have some friends who

10:41they did they're like trying to figure

10:44out how to do this thing, right? And

10:47it's hard to explain, but they're trying

10:48to figure this thing out and they spent

10:51to like $8,000 hiring this team uh of

10:54developers to figure out this thing for

10:56them, right? Eight grand. They got

10:58scammed out of eight grand. They never

11:00delivered the promise, whatever. And now

11:02they're out eight grand. And I solved

11:06the problem in about 30 minutes using

11:09chat GBT using claw AI. Right? So

11:12they're like, "Hey, can you help me

11:13figure out this thing?" I was like,

11:14"Dude, I already figured it out." And

11:16you could have asked me before. You

11:17spent eight grand because uh it would

11:20literally took 30 minutes for you to do

11:21it. And why don't you just ask AI first?

11:23Like so just do the cheap thing first as

11:25cheap as possible. So when I test

11:27something, I'm like, "How do I I'm going

11:29to pass out flyers. I'm going to test it

11:30out. What's the cheapest way of actually

11:32passing out these flyers?" Um, and it's

11:34not always the cheapest is the best. But

11:36if it works, if it's easy to start with,

11:39then it's only going to get easier. Or

11:41it's

11:43if it's hard to start with, it's not

11:44going to get any easier. That's what I'm

11:45trying to say. So, if it's really hard

11:48to pass out flyers, then it's only going

11:49to get harder. But if it's really easy

11:50to send out text messages, it's it might

11:52get a little harder, but it's still

11:54going to be easy, right? Compared to

11:55passing out flyers. So, I try to do

11:58small tests and if it's really hard in

12:00the beginning or it's not worth it, it

12:01it costs a lot of money up front, it's

12:02probably not worth it overall. Cool. So,

12:06also lean towards automation, not

12:07manual. Lean towards online, not

12:09offline. I've tested all the and this

12:11might not apply to you at all, but I've

12:13tested sending out direct mail. Some

12:14people are like, "Oh, what if I did

12:15this?" There are literally uh companies

12:17that will send out pigeons for you.

12:19Like, they'll they'll send out a package

12:21with a pigeon in it. You ship it to

12:23somebody and then they open it up and

12:25the pigeons fly out, right? Or the

12:27doves, whatever. They fly out and then

12:29they fly back to where they're supposed

12:30to go. I don't know. They find their way

12:31back home and and then you have your

12:34marketing offer within that package and

12:37it says, "Oh, I hope you were surprised.

12:40Here's my offer. Would you be

12:42interested?" Right? I have tried some of

12:44the crazy strategies as I just showed

12:45you some all the strategies I have

12:46tested and here and anything that was

12:50manual really wasn't worth it. Anything

12:52that took like a lot of time for each

12:54individual contact wasn't worth it.

12:56Anything that I had to go doortodoor or

12:59uh step by step, I had to do it

13:01manually. It just cost a lot more than

13:03it was worth. And so a a flyer costs

13:07like 10 cents. A text cost 1 cent. Uh

13:11the flyer costs another 10 cents to have

13:13somebody go pass it out for you. And so

13:15it's 20 cents and you get about the same

13:17result as you would get with SMS. And so

13:20if if I were to do SMS, I save 20x, you

13:24know, and you're and you're going to get

13:26the same result either way. So

13:29what is easy to sell? Okay, this is what

13:31I was talking about. A lot of people

13:32talk about here's okay, I've because I

13:34was on Instagram doing some research. I

13:36try to do a research every day of just

13:38what the competition is doing or what

13:40other influencers are doing. And one

13:42thing I see consistently is here's how

13:45to make $1,000 a day. All you got to do

13:47is get the new MacBook Neo. get a get a

13:49laptop. Uh make a website with AI and

13:52then sell it for 500 bucks. You know,

13:53I'll see these podcast clips of Gary Vee

13:57saying it, you know, it's so easy. If

13:59you're 17, if you're 19 years old, all

14:00you got to do is reach out to businesses

14:02and just offer a website for 500 bucks

14:04because they're used to paying $4,000

14:06for a website and you're offering it for

14:08way cheaper and AI can do it in five

14:09minutes. And then you might read that

14:11and when I first started I bought into

14:14all the Gary Vee stuff and it's so

14:15frustrating watching someone now like

14:18looking back uh seven years later like

14:20when I first started watching like Gary

14:22Vee stuff or when I first started

14:23getting into business stuff it's so

14:25frustrating looking back and looking at

14:27somebody who has never done it and just

14:30saying with full confidence this works

14:33really well go do this. And I've seen

14:35other podcast clips that are like all

14:37you got to do is sell AI automations.

14:39There's a new thing called Open Claw.

14:40You implement that into a business,

14:42people are willing to pay you giant

14:43money for you to do that. That is not

14:45the case and that never was the case and

14:48they wouldn't know that cuz they they

14:49never actually did it. But if you've

14:50ever actually tried to sell an AI voice

14:52agent, you know how hard it is just to

14:53get somebody on a demo. And so here I

14:56see that a lot, which is here's how to

14:58make 1K a day. All you got to do is get

15:00a laptop, make a website with AI, sell

15:02it for 500 bucks. If you want to buy my

15:03course, it's blah blah blah blah, right?

15:05They go in depth and also their courses,

15:07whatever they're selling, they go really

15:09in-depth on how to create the website,

15:12how to make the best website you can or

15:14I remember when I was really young or

15:16let's say 16, 17 years old, six, seven,

15:19I'm I'm bro, okay, when I was 17 years

15:22old, I would watch videos on how to do

15:24really good videos. I would watch every

15:26video about the new cameras that were

15:28coming out, the different lenses, and

15:29all that jazz, right? And there were

15:31courses coming out at that time, like

15:32the first courses on how to make really

15:34good videos or how to be a full-time

15:37filmmaker. There was a specific course

15:39called full-time filmmaker at the time.

15:41And this full-time filmmaker course,

15:43people I knew, I didn't buy it, but I

15:45knew people that did buy it. And they

15:47said the whole course is just how to buy

15:50a better camera, how to set up the

15:51lighting, how to edit the videos, right?

15:53All the technical doing of the thing.

15:55Nothing is about how to actually get the

15:58client. the the one thing I want to

16:00become a full-time filmmaker. The one

16:02thing that's really important, how to

16:03actually get the client. Anybody can

16:05make a video on their iPhone even back

16:07then and uh anybody could sell it. But

16:09how do we actually get the clients

16:10coming in? Which is what they would

16:12never talk about. And so all these

16:14courses are like here's how to here's a

16:16simple easy uh new business that you can

16:18start you. It takes two minutes to make

16:20this AI website. Now just go sell it.

16:23And they never teach you how to actually

16:24go sell it. And so I talk about we want

16:27to do what's easy but what is easy to

16:29sell. And usually what's easy to sell is

16:31a little more complicated to fulfill.

16:34And so a lot of people focus on easy

16:36fulfillment. Make this AI agent. Make

16:38this AI voice agent, right? Make this AI

16:42website. They talk about easy

16:44fulfillment. It takes two minutes to do

16:45that. But they don't talk about what's

16:47easy to sell, you know? And so I would

16:49lean towards the easy to sell rather

16:51than easy to fulfill. Cool.

16:54My secret offer. I have actually no clue

16:56what I'm about to get into. I always

16:58told people to never work on commission.

17:00Oh yeah. Okay. U never offer free trial.

17:02Always get paid upfront. This is this is

17:04what I said for a long time. And I it

17:06was I didn't really have a hard time

17:07getting clients upfront. I didn't have a

17:09hard time selling people upfront. And

17:11other people would say, "Well, I'm going

17:12to try to offer this free thing." And I

17:14to them I would never see it work. Like

17:16I had one client of mine who was like,

17:17"I'm trying to offer this free thing to

17:19dentists, but nobody's converting. No

17:20one's paying me." And and I I I really

17:23didn't understand as much as I do now.

17:24You know, I didn't really know anything

17:26about the Rubicon, right? And so I was

17:28like, uh, you should never offer a free

17:29trial because if you do a free trial,

17:31then, you know, they're just not going

17:32to pay you. And then even if you get

17:34them results, they could just screw you

17:35over, right? That's what I thought at

17:37the time. But everything kind of changed

17:38for me when I had this one sales call.

17:40So there was a this was late, right?

17:42This was like I was already doing

17:43business for like four years. I already

17:45made maybe $800,000 total. And I I had

17:49the sales call with this guy and I knew

17:51he had money and I knew he was a really

17:54good he would have been a really good

17:55client. He was an agency. He was

17:57targeting this very specific niche and

17:59he had this really good offer. And so

18:02with those three elements, it's a unique

18:03niche. It's a really good offer. It's

18:04going to be really easy to get clients

18:06with this. But he was very hesitant

18:08because maybe he didn't watch enough of

18:10my videos or maybe he just didn't really

18:12know who I was and but he did want a

18:14system to consistently get clients and

18:15that's what I was selling. I was selling

18:16up the $3,000 system. I will set it up

18:18for you. I'll make sure you have clients

18:19coming in the door within one week and

18:22uh you take it on from there, right? And

18:24he just wanted to he's like, I just

18:27don't know that that I really want to

18:28move forward. So I he was on the hook

18:31but didn't want to bite. And I guess

18:34that doesn't make sense. If if you're on

18:35the hook, then you bit. Um but he he was

18:39right there, right? And so I was trying

18:40to figure out how do I get this guy to

18:42close? So on the call, I was like, you

18:43know what? What if I just did this? What

18:45if I just set it up for you and I I'll

18:48test it for you for completely free.

18:49I'll just try to get you some leads

18:51coming in. Now, I'm not going to send

18:52you the leads. I'm not going to give you

18:54clients. I'm just going to try to get

18:55leads coming in and I'm going to take

18:57some screenshots if I get any leads

18:59coming in. If I don't get any leads

19:00coming in, you don't have to pay me a

19:01dime. If I do get some leads coming in,

19:03would you pay? Because I'm not going to

19:04do all this work unless you know you're

19:05going to pay. He's like, "Yes, I would

19:07definitely pay. If you get some leads

19:08coming in, send me the link and I will

19:10pay." Right? So, like, okay, let me test

19:13it. It took me about five to 15 minutes,

19:16more like five minutes because I'm

19:18pretty fast at doing this now because

19:19I've done it a thousand times. But I

19:21just set up a simple system to send out

19:23some messages uh with his offer, with

19:25his audience to get some clients coming

19:27in. And then I I went to dinner with my

19:30uh fiance. And so we're at dinner and

19:34then I start getting notifications. This

19:36person's interested. This person's

19:37interested. This person's interested. So

19:38I start taking screenshots. Here's

19:40somebody. Here's a lead. Here's a lead.

19:41Here's a lead. They want it. they're

19:42ready to buy and you just have to take

19:44them on. And so I took those

19:46screenshots. I sent it over to him while

19:48we're at dinner. And he said, "Yeah,

19:50send over the link." And so then I just

19:52I pulled out my laptop cuz I didn't have

19:54a link ready. So I'm pulling up my

19:55laptop at dinner. My fiance actually

19:57took a photo of this. I don't know if

19:58she still has it. And I'm just like

20:00sending out this invoice to him. And

20:02then within 5 minutes, he pays the

20:04invoice. And I was like, "Well, that was

20:07way easier than trying to sit on a sales

20:09call for another half an hour trying to

20:11convince them that I really know what

20:12I'm doing." And so, a lot of people talk

20:14about this thing. Uh, there's a myth

20:17that I see, which is, well, it's not

20:18really a myth, but no, like, and trust.

20:20They talk about that they have to know

20:22you, they have to like you, and they

20:23have to trust you. And people say this

20:25all the time, but all I have seen really

20:27matters. They don't even have to like

20:28you. They don't even have to know who

20:29you are. If they just trust that you can

20:32do it, then it's way easier to sell. And

20:35if you're going to try to get them to

20:38pay upfront, then you have all these

20:39hurdles that you have to get them to

20:41cross before they actually pay you. So,

20:43they ask questions like, "Are there any

20:45other people that you've had success

20:46with? Do you have proof? Do you have a

20:48refund guarantee? How fast is this going

20:49to work? Uh, is there any other costs

20:51that are associated with this?" So,

20:52they're going to ask you hundreds of

20:54questions and they want to watch

20:55hundreds of hours of your content before

20:56they actually pay you. Versus if I just

20:58say, "Hey, I will get you clients coming

21:00in tomorrow. You don't have to pay me a

21:01dime. Would you be open to chat?" That's

21:03way easier to say yes to and if I

21:06actually deliver on the end result and I

21:07actually get them results. Uh and it

21:09doesn't even have to be the full thing.

21:11You don't have to actually get them

21:11clients if I or even let's say create

21:14the AI receptionist. If I just say,

21:15"Hey, here's the result I got for

21:17somebody else. Could I write you an

21:18email for you? could I edit a video for

21:20you just to show you that I can work

21:22really well? And you think about it, the

21:24work that it takes, let's say I'm just

21:26trying to sell video editing, right? The

21:27work that it takes to sell one person

21:29without any upfront work, right? Let's

21:32just say I need to create videos showing

21:34that I'm an expert at the thing. I need

21:36to uh have a refund guarantee. I have to

21:39have results already, ready,

21:40testimonials ready to go. I have to do

21:42all of that and it's going to cost more

21:45to get a client because people don't

21:47want to pay upfront. So, I have to do

21:48more sales calls and close less people.

21:50I have to take more time trying to

21:51convince them. I have to take more time

21:53on more sales calls because maybe only

21:55one out of 10 close versus two out of

21:57four close, right? And I have to do all

22:00that because I want to charge upfront

22:02versus what I have found personally is

22:05that if I just offered something for

22:07free and I actually delivered something

22:08for free, my cost to close a deal, that

22:11free thing that I I delivered cost me

22:13about $25 to deliver that thing. And it

22:15only took me 15 minutes of my time. cost

22:17me 25 bucks. In this example, I made

22:18$3,000 and it cost me maybe $4, right?

22:22$4 and 15 minutes of work and I made

22:25$3,000. And so I realized it's way

22:28cheaper. So you get the leads for

22:30cheaper. People come in the door cheaper

22:32and you convert more clients cheaper,

22:34but you have to do some work on the back

22:35end. So you just have to pay. Let's say

22:38if you're just selling food, you have to

22:40give them part of a cookie first so they

22:42really like it and then they buy a whole

22:43dozen cookies, right? So that's why I

22:46found it's way easier to get them in the

22:47door if you're just offering something

22:48for free and then they actually have to

22:50taste it. So you have to actually make

22:51that cookie. You have to spend money on

22:52that cookie. I had to actually set up

22:54the free trial. I had to actually spend

22:55money on that free trial. But it

22:57actually converted way higher if I just

22:58did that thing. So that's what I have

23:00found. Again, I was a proponent of never

23:02do anything for free. Always get them to

23:04pay up front, but my mind was changed

23:06when I made $3,000 in 15 minutes. And

23:09then after that, it maybe only took

23:11another hour to actually set him up and

23:12actually get him results coming in the

23:14door. and then he took it from there.

23:15He's asked me maybe a few questions here

23:16and there afterwards. Uh maybe a total

23:19of an hour and a half of my life for

23:21that $3,000 which was a huge return on

23:24investment for me. So at the time I I've

23:26heard this from what's his name? Not Dan

23:28Kennedy, not Gary Halbert. His name is

23:30Jay Abraham. And I actually saw J this

23:33is a stupid story but I saw this guy J

23:36Abraham and uh I'm gonna make sure I'm

23:38still recording. I was at a uh a coffee

23:42shop in Indianapolis, Indiana, right? At

23:44this coffee shop and this guy J.

23:45Abraham, he probably don't even know who

23:47he is, but he's just like a marketing

23:48guru from a while ago. And he's still

23:51around today, but just doesn't do as

23:53much, but he uh has been has produced

23:56billions of dollars of revenue for

23:58different companies by doing not just

23:59marketing, but business strategy, right?

24:02And so I've watched a lot of his

24:03content, read a lot of his books. And uh

24:06one time I was at this coffee shop that

24:08had this really comfortable couch and I

24:10was really tired. I'm on my laptop

24:12sitting with my fianceé and I look up

24:15and there's like two levels on the

24:17second floor. I see J. Abraham and I

24:19know it's J. Abraham cuz I was so deep

24:21in the weeds that I know that he was

24:24from Indianapolis and his father uh

24:27lived in Indianapolis. And I he was and

24:29this was during Christmas time. So I'm

24:30like, "Oh, it's J. Abraham, he's

24:32probably back just to see his family and

24:35blah blah blah, whatever. And uh I'm

24:38just sitting at this coffee shop and I'm

24:39like, maybe I should go up and talk to

24:41him, right? But then I fall asleep. I

24:43just like fall asleep on that couch and

24:45I woke up like a half an hour later. I

24:47look back up to where he was on that

24:48second level and he's gone. I'm like,

24:50man, I could have gotten a photo of Jay

24:51Abraham and nobody would have known who

24:53it was. But anyways, all right. So, I

24:56learned this from him. Okay, so he gives

24:57us two options. Two ponies, right? Pony

25:00number one is $5,500, but you have to

25:01pay upfront. You can't ride it. You

25:03can't even touch it, right? Pony number

25:05two is $7,500, but you get to take it

25:08home for a week. You can see if you

25:09really like it, see if it fits in with

25:10your family. Make sure that you inspect

25:12it. We'll even pay for you to go to the

25:14veterinarian and do all the tests that

25:16you need to do to make sure that it's a

25:17good quality, healthy pony. Which one

25:19are you taking? And so, I personally

25:22would prefer to pay a little more, but

25:23if I could try it first, and that's the

25:26whole Rubicon, right? where all I need

25:28to do is just get let me just test drive

25:29it please just so I know that it works

25:31versus trying to get me to pay upfront

25:33and I can't even I can't even like if I

25:36pay up front are you going to have a

25:37refund guarantee because I I really

25:38don't know that this is going to work

25:39you know so that's the hard part uh two

25:43different messages that you can try I've

25:45got a system that I can bring in 10 jobs

25:46a month this was like again one of the

25:48first scripts that I used and this is

25:50what everybody was telling me to do and

25:51this is what didn't work at all I can

25:53get you 10 new jobs a month 10 uh new

25:56clients a month and roof replacements a

25:58month, whatever. You know, just pay for

25:59the ad spend and then give me $2,000 and

26:01I'll run the ads for you. Right? That's

26:03basically what you're trying to sell.

26:04Pay for the ads. Give me $2,000 a month

26:06and maybe I'll get you 10 jobs based on

26:08the little experience that I have. And

26:09that's that's really what I was selling

26:11back then is I had no experience. Well,

26:12I had some experience running ads

26:14successfully, but not for roofing

26:15companies. And I was just trying to

26:16pitch this offer, right? And it was

26:17really hard to sell versus this. Hey,

26:20I've got two referrals that I can send

26:22your way. They're both wanting an

26:23exterior paints work. Uh, for example,

26:26for exterior painting, I've got a system

26:27to bring 10 jobs a month. I can send you

26:30some leads tomorrow for free, and if it

26:32works, maybe we can work together long

26:33term. Would you be open to testing that?

26:35Right now, again, you could sell this

26:37thing, right? We can it's still you're

26:40still able to sell it, right? But it is

26:43way cheaper to sell this because this

26:45we're going to have to do more uh sales

26:48calls. We're going to get way less

26:49responses. So, that means we have to

26:50send out more messages in general. We

26:52have to spend more money on ads just to

26:53get more people interested and then

26:55maybe they'll pay us, right? And we'll

26:57have to do more sales calls with those

26:58people, spend more time with them so

26:59that they are more convinced. All right?

27:01So, we have to do all this stuff versus

27:04let me just spend $100 on some Facebook

27:06ads for you so you get some leads coming

27:07in the door or let me just spend 25

27:08bucks on some Facebook ads so you have

27:10some leads coming in and then uh you're

27:12going to close a deal and then you're

27:14going to realize it works. You pass the

27:16Rubicon a lot faster than doing this.

27:18Cool.

27:19Uh so the two options are you pay up

27:21front or take it home for a week and the

27:23second one works better because the

27:24power is now in their hands. We gave

27:25them the control and they have they get

27:28to experience the service before making

27:30any commitment. So all we're really

27:31really trying to do is get them to

27:33experience it. All right. Again back to

27:35finding the Rubicon. Those three

27:36screenshots that I sent that guy was a

27:38much easier Rubicon to pass than

27:41spending more time on that call as I

27:42mentioned. And then offering a few days

27:44for free has to me been way cheaper than

27:46paying for more ads or spending more

27:48time on sales calls trying to get them

27:50to close. Okay, start with unrealistic.

27:53So this is where we get a little weird

27:56where uh what I try to do when testing

27:59something is we again we want to copy

28:02somebody else and we want to try to do

28:05those easy tests first. But when I am

28:08testing something, I try to make it as

28:10easy as possible for whoever I'm sending

28:12that message to to say yes. So for or if

28:15you're running Facebook ads, if I'm So

28:17the other day I actually I try to do

28:19something like free junk removal, right?

28:21And because I have been testing all this

28:22junk removal stuff and like almost

28:23nothing has been working. So I just did

28:25free junk removal and it still rarely

28:27worked. It was still the high cost per

28:29lead and all this stuff, right? And so

28:32if it is again hard to start with, it's

28:34not going to get any easier. So, what I

28:36try to do is go with the easiest offer

28:38to say yes to. So, for example, the

28:40unrealistic offer was like, I'll wash

28:42your windows for completely free in

28:43exchange for a Google review. Now, if

28:45you try to get a window washing company

28:47as a client and you try to get them to

28:49do this, we're like, hey, I'll get you a

28:50whole bunch of Google reviews. Just go

28:51do a whole bunch of free work. They're

28:53not they're not going to pay you and

28:55they're not going to go do that free

28:56work. They don't want to do that, right?

28:57And so, but I just start with this

28:58unrealistic thing just to see if people

29:00are actually interested in the offer.

29:02So, I was just trying to see if at all

29:03people are interested. So, when I did

29:05the free window washing offer, I sent

29:07out 300 messages, 34 replies, and nine

29:10positive replies. So, it's a 3%. That's

29:12actually extremely good uh for this

29:13offer, just reaching out to random

29:15people saying, I'll offer you free

29:16window washing. 3%. I then tested, can I

29:19give you quote? So, the most realistic

29:21thing, which is I just want to give you

29:22a quote and then you pay from there. Can

29:24I give you a quote? 410 messages, 54

29:26responses. So, higher response rate, but

29:27a way lower positive response rate of

29:29049. So, 0.5. This is 1 2 3 4 five times

29:35more positive replies with the free

29:38versus just giving a quote, right? Which

29:41is pretty crazy. Now, the only thing is

29:42that we're like, "Oh, well, let's just

29:44keep offering the free thing because

29:45we're going to get more replies." But we

29:46can't really do that cuz if we offer the

29:48free thing, then we're not going to get

29:49paid at all, right? And so, how do we

29:51want to find the balance in the middle?

29:53So, I start with the unrealistic, then I

29:54go with the most realistic, and then how

29:56do I find the balance? So, the balance

29:57could be, "Can I wash your front windows

29:59for free in exchange for a Google

30:01review?" And maybe I can give you a

30:02quote on the rest of the home. Another

30:03example, I have a friend who does this

30:06where he'll say, "Uh, we'll do it with

30:08HVAC." And he'll say, "Am I cutting this

30:10off? It's my big head cutting this off

30:12on this side. I don't think so." All

30:14right. So, what he'll say is, "Hey, I

30:17will come replace your filter for free

30:19or I'll come replace your bl or give you

30:21a checkup." I think I don't know what

30:23it's called. Like a tuneup, right? And

30:24so I'll give you a free tuneup for your

30:26HBAC C system. Would you be interested?

30:30And then if they say yes, he doesn't

30:32actually I know this is a little like

30:34maybe unethical, I don't know, but he

30:36doesn't actually go and do the tuneup.

30:38What he does is he tries to see if

30:40they're actually interested in buying

30:41something first. So what he'll say is,

30:44"Hey, I want to see if I can come do a

30:45tuneup for completely free and would you

30:48be open? I can come by sometime this

30:49week." And if they say yes, just give me

30:52the tuneup. then he'll just kind of push

30:54it down the road like, "Oh, we'll do it

30:55in 3 months." Whatever. But if he said,

30:58if they say, "Yes, I need a tuneup, but

30:59also this thing is wrong. Also, my

31:02refrigerator isn't running or also my I

31:05have a problem with the furnace. Could

31:06you help me with that?" And then he uses

31:08that as the opportunity to upsell

31:10something else. So, he starts with the

31:11free, completely free, blah blah blah,

31:13and then he says, "Oh, I can come check

31:15that out as I'm doing that thing. So,

31:17I'll come give you that tuneup, but I'll

31:19also check out your thing." So, he goes

31:20and then he does the tuneup, but then he

31:21also checks on the blah blah blah, the

31:24refrigerator, whatever, and he says,

31:25"Oh, the refrigerator has this problem.

31:27It's going to cost this much uh for that

31:28part, and then it's this many hours of

31:30labor, right?" And so, he's able to

31:32upsell uh by offering that free thing

31:34initially. Now, trying to convince a

31:36company to do that is probably pretty

31:37hard, but that's that's a way of where

31:39you can go out with the best possible

31:41offer, but make it more realistic. Cool.

31:43So, start with the unrealistic. All

31:44right? And then pure numbers

31:47before you get into any what I don't see

31:49people do like I've never I don't know

31:51why I've never seen anybody do this

31:52honestly uh before you get into it will

31:55this actually help you accomplish your

31:56the goal that you have and so let's just

31:58say the goal is 20k a month profit and

32:00that's important because a lot of people

32:02want the 10k a month a lot of times 10k

32:03a month I've seen so many uh what's it

32:06called drop shipping videos where it's

32:08like oh we're making $1,000 a day but

32:09it's $150 per day profit and it took us

32:11a week before it was profitable and this

32:13product is not going to be profitable

32:15profitable for more than 3 weeks, right?

32:16And so you spent like $5,000 to get $150

32:19a day just for it to die in 3 weeks, you

32:21know? I don't know. So, let's just say

32:24it's $20,000 per month profit and you

32:26want to work completely on your laptop.

32:27Like, just think about because a lot of

32:29people will say, "Oh, I want $20,000 a

32:30month profit." And I'm like, "Okay,

32:32well, I can help you dig ditches and

32:33it's $20,000 a month. Would you want to

32:35do that?" Like, "I don't want to dig

32:36ditches." Okay. Well, then you have to

32:37be a little more specific. If it's

32:3820,000 from your laptop and you don't

32:40want to call anybody, right? You have to

32:41think about that stuff. So 20k profit

32:44from my laptop. Let's just go through

32:47what it takes to get there with the

32:48model that you're trying to go with. So

32:50if you're trying to sell voice agents or

32:51I see a lot of people try to do like uh

32:54SAS, right? Or I'm trying to sell SAS,

32:56but it's like $150 a month for each

32:58client. Well, how many clients do I need

32:59to get before you're making that $20,000

33:01a month profit? And churn happens. I as

33:03much as the YouTubers or the gurus will

33:04tell you like, "Oh, this is so easy.

33:05It's so easy to sell the website." So

33:07you can sell at $5,000 a piece. All I

33:08got to sell is one website a week at

33:11five grand a piece and it takes 10

33:12minutes to fulfill. Good luck trying to

33:13sell that. All right. People try to sell

33:15SAS at low ticket, but you don't realize

33:16how many clients it'll take you to reach

33:18that goal. So, I'm going to run through

33:20a few different options. Uh what I

33:22literally what I do whenever before I

33:23start getting into something, here's the

33:25exact math that I run. Okay, I

33:27specifically want to get to $20,000

33:29profit. Uh example one is a lead genen

33:31agency targeting pressure washing

33:33companies. So, let's say I charge $50

33:35per closed deal. It cost me $15 to get

33:38them a closed job. Uh it doesn't take me

33:39any time because AI does most of the

33:41stuff and they go actually do the quote

33:43and they actually do the job. And so

33:45they maybe close three to five jobs per

33:47week. On the low end, let's say they pay

33:49me 150 a week and it cost me 50 bucks.

33:52So I make $100 profit per week per

33:54client. So that's $400 a month per

33:56client. So how many do I need to get to

33:5920K a month? Well, that's 50 paying

34:01clients, which to you might not sound

34:02like a lot, but it actually it's pretty

34:04like once you get to 30 clients, it's

34:05pretty hard to scale past 30 clients

34:06sometimes with an agency. So, you have

34:08to keep that in mind. All right. So, if

34:11it takes three to four free trials to

34:13get one paying client usually, right?

34:16And so, we do those free trials because

34:18they're way more likely to close versus

34:19not doing a free trial. Now, you're at a

34:211 in 10 uh close rate. And it's a lot we

34:24have to send out a lot more emails to

34:25get people interested because we're not

34:27offering that free thing, you know? So,

34:29three or four free trials to get one

34:30paying client. So, I need about 200

34:32total free trials to get to that 50

34:34paying clients. 200 free trials, which

34:36sounds like a lot, but I've done

34:37hundreds and hundreds. I usually get a

34:401% trial rate. Sometimes two or 3%, but

34:42let's just say 1% trial rate. So, that

34:44means if I send out a 100 messages, I

34:45get one person interested in a trial.

34:47So, I need to send out uh 20. Well, it's

34:5025,000. It's really 20,000 outreach

34:52messages. And that might sound like a

34:54lot, especially when you're starting

34:55out. Like when I started, when I first

34:57first started, I I bought this course

35:00called uh IG Agent from what's his name?

35:03His name was Jason Capital. And Jason

35:06Capital sold this IG agent system, which

35:08is just all you have to do is you have

35:10to run somebody else's Instagram page,

35:12which is actually a pretty decent

35:13business model at the time. And but it

35:16was like again, it talked about all

35:18everything other than actually getting

35:19clients. And the very last chapter of

35:22this course was here's how to get

35:23clients. And all it is is just uh DM

35:25some people. They didn't really give you

35:26a DM script. Just try to DM some people

35:29and hopefully you get some clients

35:30coming in the door. That's basically it.

35:31No cadence, no, uh here's a script on

35:34what to use. Here's how many need to

35:35send per day. Nothing like that. So, uh

35:37I start doing it and I would send like

35:39five messages one day, 10 messages the

35:41next day, and then stop for three weeks

35:42and then try to send five more messages.

35:43And I was like, man, this is really hard

35:44to get clients.

35:46And uh I also had somebody that like I

35:49was I was in a restaurant and someone

35:50walked up to me and they recognized me

35:51from YouTube and they're like, "Hey, uh

35:53do you are you the Carson Fox?" I'm

35:55like, "Yeah, yeah." And he's like he's

35:56telling me what he does. He just does

35:57video editing and he mostly does it for

35:59bowling YouTubers, which is very random.

36:01But he was like, "Uh, yeah, I'm just

36:03trying to get more clients." I was like,

36:03"Okay, what are you doing?" I am sending

36:06out about uh 50 messages a week. I'm

36:09like, "Okay, cool. Well, my first piece

36:11of advice is send 200 messages per day,

36:14which that's not even a lot right there,

36:16but if you want to get to anywhere, uh

36:1950 messages a week isn't going to get

36:20you anywhere. And I was doing maybe 50

36:22messages a month, and I was like, I'm

36:24not getting any clients. And you don't

36:25realize how much it actually takes. Now,

36:27you can automate all this. You can

36:29automate it. So, it's it is easier to

36:32send out those 300 messages automated

36:34versus doing 10 messages manually on

36:36Instagram. Like, I guarantee that. Like,

36:38it's easier to automate. It takes me

36:40less time to set up an automation to set

36:42send out 300 emails or 300 text

36:44messages, right? And again, nobody runs

36:46through this. Like when I first started,

36:47I didn't really have a goal. I was just

36:49like, "Okay, I need to get clients for

36:50this IG agent system." And I remember he

36:52had testimonials of like, "Oh, people

36:54are getting clients for $6,000 a month

36:55and blah blah blah." I was like, he

36:57didn't teach any of this crap, which was

36:59like if you just offered it for free

37:00first and if you did a little bit of

37:02work for free and then you try to offer

37:04a um a retainer or you just did a pay

37:06perlo deal with the company that you're

37:09working with and you ran their Instagram

37:10page for them and even though it's a

37:11little more work, but you're going to

37:12get paid more long term. I that would

37:15have made way more sense to me. Uh but

37:16instead, I only sent out 20 messages and

37:18I didn't or maybe 50 messages a month

37:20and got zero clients and I thought, "Oh,

37:22this system doesn't work for me. I want

37:23a refund." Right? So, uh, but the

37:26reality is here, right? We broke down

37:28the numbers where if I want to get to

37:2920K a month, that's my goal. I have to

37:30do all these things, 200 free trials,

37:33uh, 300 to 400 messages per day, uh, for

37:36if we want to do within a month, that's

37:38300 400 messages a day for the next

37:39month, and then we would get that 200

37:41free trials. And I need to make sure I

37:42follow up with all free trials every

37:44day. And then hopefully one out of three

37:46of those will close. Is this doable?

37:49Yes, getting five free trials a day is

37:50very doable. It's very easy. Uh, now I

37:53think it would make maybe take maybe two

37:56or three months. Now I say 100 clients

37:59in 30 days, but realistically it's it's

38:01hard to keep up with that many honestly.

38:03So if to get to 50 clients, I would say

38:06it takes two or three months unless

38:07you're like really dialed in and you're

38:08just sitting there at the computer all

38:10day because I've had days where I will

38:12get 10 free trials in one day and then

38:14it's just hard to keep up with them.

38:15like I have to, you know, if I get 10

38:17free trials a day for three days in a

38:18row, I have 30 free trials, but I might

38:20only close one out of 10 of them because

38:21I'm just not keeping up with them as

38:22much as I could have if I just did three

38:24free trials a day and just was really

38:26focused on that three, you know? So,

38:28keep that in mind. All right, example

38:30number two is that let's just say you

38:31had a wanted to start a pressure washing

38:33company. And I know this some people

38:34want to start an actual local business

38:36and maybe uh you're less likely to get

38:38globbered by AI or AI is not going to

38:40take your job, right? And so, I want to

38:42start a local company. So, I thought

38:44about doing this because I I sell to uh

38:47home service companies. I sell to a lot

38:49of pressure washing companies and

38:51they're terrible at actually closing

38:52deals. And I was like, well, if I could

38:53just do it myself, I could just close

38:55$300 to $500 jobs. I could just pay

38:56somebody else to go do the job. And it

38:58cost me maybe $15 to actually get that

39:00job in. So, $15 in getting that job in,

39:04say $100 in labor, $25 in gas and

39:06chemicals, and I'm at $175 profit if I'm

39:09charging 300 bucks, for example. Right?

39:11which I could be more profitable if

39:12we're just doing a slightly bigger job

39:13at 500 bucks, right? So, I need about

39:16114 jobs a month to get to 20K a month

39:18profit. Okay, that's seems like a lot,

39:21114 jobs. Now, my honest opinion is that

39:23it is actually easier to sell uh to

39:26homeowners or just to random people like

39:28home service stuff like this than

39:29selling B2B. But 114 jobs is still a lot

39:33for one month just to get to that 20k a

39:35month profit. If there's 22 working days

39:38per month, then I would need about five

39:40jobs per day, which doesn't really sound

39:41like a lot. Five jobs per day isn't that

39:42hard, but that's five jobs that you have

39:44to I have to roll up to the house. I

39:47have to get out. I have to set up all my

39:48equipment. I have to start spraying,

39:50right? And so, let's say it takes an

39:51hour and a half, two hours per job,

39:53maybe sometimes three hours depending on

39:55how big the house is. And so, I'm going

39:57to need more than one truck, one

39:58trailer, one crew. I'm going to need two

40:00crews. And each crew does two to three

40:03jobs a day. And hopefully they, you

40:05know, they can actually do that if just

40:06hopefully nothing breaks down in the

40:08meantime, right? And I also have to hire

40:10and train that team. I have to buy all

40:11the equipment for that's at least

40:13$15,000 per truck, right, that you have

40:16to buy. So one truck is, let's say,

40:18$8,000 for a decent truck. And then you

40:20have to put all the equipment on there,

40:22which is a minimum of $5,000 for a

40:23really decent system setup. So we're

40:25paying $15,000. So it's let's say

40:27$30,000 total altogether. And we also

40:30have to make sure that we're getting

40:31those five jobs a day. We also have to

40:32hire four people, so two people on each

40:34truck. And we have to make sure that

40:36they're not sick any day of the week.

40:38And that they all go do the jobs. And we

40:43have to also make sure that the jobs are

40:44coming in consistently, right? And

40:46hopefully you don't live somewhere where

40:47there's a dead winter, right? Where

40:49there's a it's snowing on the ground

40:51because if that's the case, then they're

40:53only going to be able to work for 6

40:54months out of the year, you know? So

40:56that's the reality of 20K a month with a

40:59actual pressure washing company. Is it

41:00doable? Yes, it is doable. And uh but

41:04which one's easier? If I just want and

41:05again, if the goal was 20K on the

41:07laptop, then this can be you can work

41:09from the laptop, but you still also have

41:11to worry about all this equipment. You

41:12have to get all the stuff up and

41:13running. And I I read this book that was

41:15about like leveraging um a company

41:18that's way easier to 10x overnight is a

41:22company that leverages other people's

41:23assets rather than buying your own. So,

41:25by that I mean Airbnb, they didn't have

41:27to create any hotels and they grow 10

41:29times faster than any hotel chain just

41:31because you leverage your own home and

41:34you just use the Airbnb network or I get

41:38you pressure washing jobs. You leverage

41:40your own truck, your own equipment, the

41:42stuff that you already had. I don't have

41:43to go spend $30,000 and I can still get

41:46to $20,000 a month by just giving you

41:48the jobs. Look at the pure numbers

41:49before you get into any endeavor. Before

41:51you start selling SAS or this new AI

41:52thing or or AI websites and someone's

41:55just convincing you that it's all all I

41:56have to do is sell one website a week,

41:59go try to sell that website first. Just

42:00do a test on a small scale. See if it

42:02works. If it's hard to start with, it's

42:04not going to get any easier. Remember

42:05that. Another thing is that all systems

42:07break down eventually. So, we we did

42:09that simple math. This is just napkin

42:10math that you should do before you start

42:12anything. But the reality is is that uh

42:14you'll get three or four pay or like

42:17I've had plenty of clients you don't I

42:19think literally every client has told me

42:20I'm in the hospital right for a week and

42:22so then now they're not paying me for

42:23that week and so therefore the numbers

42:25are kind of skewed where it's like I

42:26thought I was going to make 57,000 this

42:28month but now it's only 49 because of

42:29whatever right so we want to make sure

42:32it's really easy on the napkin math

42:34because I've I've literally tried to

42:36start the pressure washing company I

42:38spent $20,000 on equipment and I

42:39realized it took us a half an hour to

42:41take one hose off of one machine and

42:43we're like what do I really want to do

42:45this and I was like I'm just going to

42:46sell this and cut my losses cuz it's

42:47just not worth it right and that that's

42:50the reality of all systems and there's

42:51this thing called the double blind

42:53double slit experiment which is uh this

42:57is a quantum physics but when there is

42:59an observer of something things act in

43:01accordance of what it should be but when

43:03there is no observer then usually things

43:05start to break down and so every system

43:07has to have a observing participant

43:11there has to be someone there to observe

43:12it and oversee it. And that's why AI is

43:14not going to take all the jobs or people

43:16will still always have to work because

43:18even if there is a robot that can do

43:20everything that you do, the robot will

43:21eventually break down. They always do.

43:23People break down, you know, it's like

43:25everything breaks down. And so, uh, if

43:27you're not observing it consistently,

43:29then here's what happens. So, there was

43:31an experiment done where if there's

43:33someone observing it, then this is what

43:34happens. Uh, this particles split

43:36through this thing. That's the double

43:38slit experiment. And then it makes this

43:40pattern right here, right on the screen.

43:42But when nobody is observing, when you

43:43look away, it does this inference

43:46pattern here consistently and no one

43:48knows why. Like uh it just behaves out

43:50of the ordinary when someone's not

43:52watching it. Or if you ever don't turn

43:54on a car for 3 months and then there's a

43:55check engine light, you're like, "Well,

43:56it's been sitting here. Why would there

43:57be a check engine light? It should be

43:58perfectly normal, right?" And so it's

44:01this is a there's now that you know

44:03this, if you've never seen this, you

44:05probably will start seeing memes about

44:06this. And so I'll see memes sometimes on

44:08my page which is like this guy looking

44:09away and then obviously it does the out

44:12of the ordinary but when there is an

44:13observer it's ordinary right and so all

44:16systems eventually break down so things

44:18are going to get in the way. So even

44:20though we look at this as pure numbers,

44:22right, it's or napkin math, it still

44:25will have problems, right? And so that's

44:27just how every system behaves. And so it

44:30might be a little harder to get to that

44:3120k a month and you might be able to do

44:32it in two months, but again, things

44:33might break down in the meantime. So I

44:35think of this as like uh I talked about

44:37client turn, whatever. But there's uh

44:38two books in the Bible. There's called

44:40one called Proverbs and there's one

44:42called Ecclesiastes. And supposedly

44:44there's some debate on whether or not

44:45Ecclesiastes was written by the same

44:47guy, same guy that wrote Proverbs.

44:49Proverbs was written by Solomon who is

44:52the son of David. And Solomon was the

44:54wisest man that ever lived according to

44:56the Bible. And uh he had this book was

44:59just all wisdom. If you've ever read any

45:01self-help book, just read like four

45:04self-help books in a row and then go

45:05read Proverbs and you'll realize that

45:07literally Proverbs is just like a a very

45:10clear-cut version of any self-help book.

45:12It's like this whole book is about this

45:14thing and then Proverbs just says it in

45:16one line. You're like, "Oh, okay. I

45:17guess that makes sense." So, it's like

45:19don't hang out with fools because you'll

45:20just become a fool, right? And then

45:21there's a whole bunch of books on like

45:23how how to create influence and how to

45:24stay away from the wrong people, what

45:26you know, all that jazz. So, anyways,

45:28Proverbs and Ecclesiastes. So, Proverbs,

45:30Ecclesiastes are written by the same

45:31guy. And Proverbs says, "Here is how

45:33life works. Here is how things are

45:35supposed to be. Uh, trust in the Lord

45:36with all your heart and lean not onto

45:37your own understanding. Uh, better is it

45:39to dwell in the wilderness than with an

45:40angry and contentuous woman, which is if

45:43a woman's angry or even a man, if a

45:45man's angry, you don't want to be around

45:46them. Uh, if you hang around with fools,

45:48you'll become a fool. Uh, and the

45:51wealthy or the wise are wealthy and the

45:53fools will just spend whatever they

45:55have, right? And so there's all these

45:56verses about here's how things work. And

45:58then Ecclesiastes is the exact opposite.

45:59And so you're like, "Oh, the" and so

46:01people will talk about a debate of the

46:03Bible, how it's contradicting itself and

46:04blah blah blah. But they are meant to be

46:06a contradiction because Ecclesiastes is

46:08like Proverbs is here's how the world

46:10works, but Ecclesiastes is the rain

46:13falls on the just and the unjust, which

46:15means bad things happen to good and bad

46:18people, right? And so sometimes there's

46:20bad things happen, right? Or everyone

46:22everyone's life ends in death. And so

46:24Proverbs is like, "Live your life the

46:25right way." Ecclesiastes is party and

46:27have a good time because you're going to

46:28die anyways, right? That's literally

46:30their exact opposite of each other. Um,

46:33and it's kind of just to show you here's

46:34how life works. But sometimes bad things

46:36happen. And so think about that when

46:37you're thinking about the pure numbers

46:38where sometimes things don't act

46:41according to the way you you would

46:42think. Sometimes wise people are broke.

46:44Sometimes you have all the good

46:45intentions in the world, but you know,

46:46someone still screws you over. But

46:47again, just do the simple math because

46:48it's worth it. All right? Cuz if you

46:50didn't do that simple math and you went

46:51into something that you had no clue,

46:53like I started this IG agent system. I

46:55had no clue what I was doing and

46:56eventually I was like, "Okay, well, this

46:57is a waste of time." Okay, but what

46:59offer should I sell? If you don't have

47:02something that you know what to sell or

47:03you're trying to figure out what you

47:05want to sell, I'll give you a few

47:06options to choose from. These are things

47:07that I have tried. Again, these are

47:09things that are easy to sell, not easy

47:12to fulfill. Now, there are actually

47:13pretty easy to fulfill, but no one

47:15really thinks about them. And but

47:17everybody else is telling you, hey, use

47:18this thing to generate AI websites

47:20because it's that's easy to fulfill. uh

47:22and you don't have to learn any skills

47:23and blah blah blah. This is like kind of

47:25the opposite where it is still pretty

47:27easy to fulfill. There is a little skill

47:28involved and I'll show you what I mean,

47:30but they're way easier to sell. It's way

47:32easier to get somebody interested,

47:33right? And I'd rather have something

47:34that's easy to sell. Cool. All right. I

47:37want to give you everything that you

47:38need to make sure that you pick a model

47:40that will work for you. So, I'm going to

47:41try to give you the pros and cons of the

47:42models I'm about to talk about so you

47:45can start using the systems and

47:46hopefully get to your goals, right? So,

47:48uh here's a model. So, the first one we

47:49have is a B2B agency. If you don't know

47:51what this is, I talk about this all the

47:52time on my channel. So, if you're a

47:54consistent viewer, then you know what

47:55this is. But this is basically just

47:57you're helping a another B2B business

47:59get clients. For example, let's say

48:01you're I've helped a farmer in Canada

48:04who has these random berries. He's a

48:07super cool dude and he has these berries

48:10and he was trying to sell berries to

48:12different what are they called? Uh not

48:14fast food chains, grocery stores in

48:17Canada. I was like, "Oh, that's really

48:19interesting." So, we set up a system to

48:20where all I did is I just texted and

48:23emailed and had calling systems to reach

48:26out to grocery stores in Canada, right?

48:28Or to restaurants or to gyms, right?

48:32Just like any health food type place,

48:34whatever. So, we reached out to all

48:36these people in Canada and he got a ton

48:37of sales and it worked out really well

48:38for him, right? So, that's just a random

48:40example, but we would help these. Now,

48:43again, that is a random example and that

48:44I would have never thought of that as a

48:46thing honestly at all. But there's also,

48:48let's say, logistics brokers, which is

48:50like people that sell truck driving. So,

48:52a lot of logistics or truck driving is

48:54just a truck, someone that owns a truck

48:56and they operate the truck or whatever,

48:57but they don't know how to get jobs. And

48:59so, there's a logistics broker and what

49:01they do is they reach out to companies

49:02like Avocado Farms or they reach out to

49:05distribution centers like Walmart or

49:06whatever, right? And they say, "Hey, uh,

49:09do you have anything you're trying to

49:10ship?" They're like, "Yeah, we're trying

49:11to ship all these avocados from

49:12Jacksonville, Florida to uh New York

49:15City, right?" and they're like, "Okay,

49:16let me find a truck." And then they go

49:18reach out to trucks and try to uh get

49:20the broker the deal where they're

49:22willing to pay $2,000. I'm going to pay

49:24the truck driver 1,500 bucks and then I

49:26make $500 in the middle. Right? That's

49:28B2B. So, it's a business helping another

49:30business. I am a uh freight broker. I'm

49:33helping this guy who owns a truck and

49:35this guy who has a farm and I'm broking

49:36them together B2B. And my examples I

49:38most of the time I work with a marketing

49:40agency or a staffing agency or a PR firm

49:42or a video production company, a video

49:44editing agency, right? So, if you're

49:46trying to sell video editing, then I

49:47could help you. And what I would do is

49:49you say, "I'm going to try to target

49:50YouTubers who make YouTube videos about

49:52business content." And so, I'll reach

49:54out to the business YouTubers and I'll

49:56say, "Hey, I'll edit a video for you for

49:57free. Would you be interested?" Right?

49:59And so, I'm getting you those leads,

50:01those clients by doing the outreach for

50:02you. So, that's a BB agency. This one I

50:04have seen consistently scale at about 50

50:06100k a month. Uh, and I've seen a lot of

50:08people have really good success with

50:09this.

50:10It did get pretty saturated, but I think

50:12it's pretty easy to stand out because it

50:15gets saturated where a lot of people do

50:16this thing or a lot of people do

50:18copyrightiting, a lot of people do drop

50:19shipping, but the easy way to stand out

50:20is just by offering uh the pitching in a

50:24different way. A lot of people try to

50:25sell as a retainer, which is pay me

50:27$2,000 a month and maybe I'll get you

50:28some clients. If you do something

50:30different where you say, "I'll start

50:31getting some appointments for you for

50:32free. I'll send you some screenshots

50:33showing you that I can get you results."

50:35And then from there, uh, we just do a

50:38pay per qualified appointment. So if I

50:40send you three appointments, but only

50:41one person actually shows up to the

50:42appointment, you only pay for the one

50:43that shows up. And the way that why this

50:45works really well is because it only

50:46cost you maybe $5 to $7 to get an

50:48appointment coming in. You can charge

50:50$100 per appointment. A lot of times, a

50:52lot these bigger companies, it's 200,

50:54300 bucks per appointment. Sometimes

50:55$500 per booked appointment that you get

50:58for them. And they're willing to pay

50:59that because they know how much that

51:01customer is worth to them. Especially

51:03for like a B2B software company where

51:04they're charging I've paid $30,000 a

51:07year for B2B software. And so if someone

51:08set up a meeting with me, right? And

51:10they made $30,000 in the back end. Yeah,

51:12that's worth $500 a meeting, right? So

51:14you have to keep that in mind. All

51:15right. So, and you might not not know

51:17how to do the the actual emailing or the

51:20texting, whatever. I've got plenty of

51:22videos. I have a whole course on YouTube

51:23for completely free. It's like eight

51:24hours long on how to actually do all

51:26that stuff. How to do the emails, how to

51:28do the texting, all that stuff. Cool.

51:29All right. How to do cold calling. So,

51:32and I'll talk about that in this video

51:33as well. The only downside I have seen

51:35to this is that every single client is

51:37usually different. No two clients are

51:39the same with a B2B agency. And that's

51:40why I don't really like it. And I again,

51:42I made a million dollars just doing the

51:44B2B agency. But I don't like it that if

51:47I get this new client, they're a farmer

51:49and they're targeting this thing and

51:50whatever. Now I have to figure out how

51:52do I get contacts in Canada? how do I

51:53reach out to a health food company and

51:54kind of you know and so it's like having

51:57to solve a new problem every new client

51:59that you get versus this other client

52:01they are targeting uh cleaning companies

52:03and they're trying to sell marketing

52:04services now there are some like it's

52:06pretty simple cut and dry it's about the

52:08same thing every time but it's always

52:10going to be slightly different so keep

52:12that in mind B toC agency this one has

52:14been the easiest for me to run honest to

52:16god this has been by far the easiest

52:18business I've ever run in my life and

52:20it's kind of made me so lazy because of

52:22how easy this is. Now, I'm not I'm not

52:24trying to oversell this, uh, but let's

52:27say, uh, what I really love about this

52:29is that every single client is almost

52:31the exact same, and the only difference

52:33is where they're located. And so, this

52:36is a really a hard thing that I've been

52:38really struggling with. I have I'm very

52:40double-minded. I'm very like, should I

52:42do this or this or this or this? I

52:43always get stuck in between a decision.

52:46And this is one where I'm like, I really

52:48want to go all in on this. And I have

52:50gone really uh hard on this. and that

52:52this is what's making me my 50k a month

52:54right now is just doing this strategy.

52:56But I could make way more if I just put

52:58more time into it. But it's just so easy

53:00that I just like I play basketball for

53:02like 3 hours a day and just chill out

53:04because of how easy this is. Okay, again

53:06I'm not trying to oversell this but the

53:09reason it's so easy is because again

53:10every single client is the same. Because

53:12if I work with a painting company and I

53:14work with a painting company in

53:15Jacksonville, Florida and I help them

53:18get clients in this specific way. Well,

53:20then if I work with another painting

53:21company in Austin, Texas, it's the exact

53:24same thing. If I work with another

53:25painting company in Dayton, Ohio, and

53:27Indianapolis, Indiana, and Los Angeles,

53:29California, they are all the exact same.

53:31The only thing that changes is where

53:32they're located. And so, if I find

53:34Facebook ads that work extremely well in

53:36Jacksonville, Florida, well, it's

53:38probably also going to work really well

53:38in those other cities as well. Now,

53:40there are some slight nuances.

53:41Obviously, some cities, they're going to

53:43get better results because they're just

53:45less targeted. So, I've noticed that

53:46smaller cities, they just work way

53:48better. and I get way more leads because

53:51uh I didn't even explain what I'm doing

53:52here. Sorry. A BDCH what I'm doing is I

53:55just reach out to companies, a lot of

53:56home service companies and I just offer

53:58them clients. Hey, I will send you

53:59clients. Do you want clients? AI

54:01basically does most of it for me and I

54:04just set up a system to where it sends

54:06out messages like I call them digital

54:07flyers to homeowners and it's a lot of

54:09email. It's a lot of texting and I just

54:12uh send out these flyers to people and I

54:13just say hey would you be interested in

54:15painting services? They say, "Yes, I'm

54:17interested in painting services." The AI

54:18has a conversation with them and the AI

54:20sends a lead off to the client, and then

54:23all they have to do is just call those

54:24leads or close the deal. Now, usually I

54:26do like a $50 per qualified quote or a

54:29pay perlo deal. If you close the deal

54:31for $2,000, you owe me 200 bucks and you

54:33just pay me at the end of the week. And

54:35that's why it's so easy because it takes

54:3610 if I every new client I get, every

54:38new free trial, takes 10 minutes to set

54:40it up. And then I just run it for a

54:42whole week and I I don't even have to

54:43touch it. It just goes out for the whole

54:44week. I have an assistant that takes

54:45care of all that for me. But even for

54:47him, it's he's like, "This is like the

54:48easiest job I've ever had." And uh and

54:51if he wasn't doing it, I'd be doing it.

54:52And again, it would take me maybe an

54:53extra two hours a week to set up all the

54:55clients and everything. But uh

54:57realistically, I have spent maybe 30

54:59minutes this morning on this. I spent

55:01about maybe an hour a day on this. Um

55:04and again, it makes me about 50K a month

55:07just with this model. Uh because people

55:08are usually just paying. I'm just

55:10sending out these uh leads to people. AI

55:13does all the conversations. They close

55:14the deals and I just ask at the end of

55:16the week, do you owe me any money? How

55:18many clients did you close? Whatever. If

55:19they're not closing anything, then I

55:21just stop sending them leads. If they

55:22are closing things, then I keep sending

55:23them more. Um, and so I believe this is

55:25probably the easiest way to get to 10 to

55:2720k a month. One, I think B2B, honestly,

55:29is a little easier because people are

55:31just willing to pay more. With the BTOC,

55:33you're dealing with a lot of, let's say,

55:35a roofing company or a painting company

55:37who's just not very business savvy. And

55:39so, they're not really good at closing

55:40sales or whatever. And so if they're not

55:42that great at closing sales, it's kind

55:43of harder to, you know, I'm wasting my

55:45money sending you leads, you're not

55:47closing any deals. And again, a lot of

55:50times it's I'm going on vacation, my

55:51tire blew out. I can't take I can't take

55:54on any more leads right now because it's

55:55raining. Stuff like that happens all the

55:57time. And so that is an issue. But for

56:00the most part, it's I think it's a a

56:03little less profitable because I can get

56:05a lead for about the same amount with

56:07B2B and I can sell that for $100 versus

56:10here, uh, I can only sell it for 50

56:12bucks and maybe half of them are as

56:14qualified, right? So, I can get like

56:17paid four times more if I'm doing B2B.

56:20But again, every client is different

56:21with B2B. So, keep that in mind. Cool.

56:24Copywriting. This one is the almost the

56:26most simple, the least complexity. If

56:28you just want to get a paid the most and

56:30just have to deal with way less clients

56:31and like you would ride out a client for

56:35the next three years, right? This would

56:37probably be my model where I can get

56:39five clients for three years. I really

56:41don't have to change much of anything

56:42and you get paid uh per email that you

56:45write or just a monthly retainer. I had

56:47a copywriter and he just made about

56:491,500 to 2500 bucks a month. He would

56:51write maybe two to three emails per week

56:53and he would just I would just pay him

56:54like a 10% commission on whatever I

56:56close through the emails that he wrote

56:57for me. And this is something I could

56:59have easily done myself, but I just

57:00didn't want to. I didn't really want to

57:01sit there and write emails all day. And

57:03so he would do it for me. And uh on

57:06average, so like say out of that would

57:07say if he's writing two to three emails

57:08a day, one to two hours to write the

57:10emails, it would he would be making $125

57:12an hour on average. Now that was before

57:14AI was doing everything and AI can write

57:17these emails a lot faster now. And it's

57:18pretty easy to keep it within your style

57:20that you want. And so you can just if

57:22someone makes YouTube, it'll say, "I

57:23make Please do not I get all these

57:25emails all the time. Every time I talk

57:27about this, people email me, hey, I

57:28could write your email copy for you."

57:29Don't. All right. There's other people

57:31you can reach out to. And what you can

57:34do is you can just take their YouTube

57:35video and you put it into chat and say,

57:38"Transcribe this and then turn it into

57:40an email that it's in the style of Gary

57:42Halbert, in the style of Dan Kennedy, in

57:44the style of Jay Abraham." These are

57:46just copywriters in the style of Gary

57:48Benzvinga. Uh, so those are just famous

57:50copywriters and you don't want to just

57:52say use copywriting techniques because

57:54if you use the basic AI functions, then

57:57you're going to get basic results. So

57:59you want to kind of go a little deeper,

58:00ask it about Gary Halbert, right? And so

58:02it gets a little more in depth into

58:03there and actually has good results. So

58:06that's what I would do. And that would

58:07take you maybe 15 to 20 minutes before

58:09an email is ready to send rather than

58:10two hours. And um the cons are kind of

58:14the same with B2B is that every client

58:15is slightly different, but the process

58:17will be about the same, right? So if I

58:18have only fi you don't need that many

58:20clients to get to 20K, five to seven,

58:23right? And if you have five to seven

58:24clients and uh you're making basically

58:27it's all pure profit because you don't

58:28have to pay for really anything other

58:29than because they're paying for the like

58:31for me I pay for the email sending which

58:32is pennies on the dollar and that I

58:35already have an email list. I'm already

58:36making the content. So all you got to do

58:38is just make that content into an email.

58:39AI does it for you and then you're good

58:41to go, right? So, it's pretty easy if

58:44you just want laptop life and almost no

58:46overhead. The last one, AI

58:48implementation and SAS. Now, I do see

58:50some people having good success with

58:51this, but anytime I have tested it, I

58:53have found it extremely hard to actually

58:55get people interested in buying it

58:57because you're leading the conversation

58:59with this new AI thing and almost nobody

59:01responds to that. I I honestly have no

59:03clue why. I thought people would be more

59:04responsive, but it just doesn't work at

59:06all. So, I have found that I I I even

59:09tested yesterday I tested sending out

59:11messages for AI receptionist and if I

59:13say, "Hey, I have this new AR

59:14receptionist. I want to see if I can

59:15test it for you for free." Zero positive

59:17responses. Zero. And I've seen that

59:19consistently. Nobody's interested. And

59:21so, what you have to do is you have to

59:23make it again, we just make it about

59:25getting the clients, not about the AI at

59:26all. So, I have, for example, my uh

59:29sister has a massage spa and or she runs

59:33this massage, right? and the mass she

59:36will get massages coming in, right? But

59:38then she won't be able to take on the

59:39calls. And I'm getting her a lot of

59:40calls because we're doing Google local

59:41service ads and that's working really

59:43well for her. She gets maybe 10, 11

59:45calls a day, but when she's in a

59:46massage, she can't go do the call,

59:48right? And so massage is a very good

59:50industry to target because a lot of

59:51times if they don't have a receptionist,

59:54then they're in a massage and which

59:56takes an hour and they can't take on

59:57calls while they're doing that. So, the

1:00:00problem is is that I've reached out to

1:00:02massage balls and nobody's interested in

1:00:03AI receptionist. But if I turn it into,

1:00:05hey, I'll get you seven more massages

1:00:07per day. I want to see if I can give

1:00:09them to you. Would you be open to

1:00:10testing out this new system? Then that's

1:00:12a lot easier, right? I never mentioned

1:00:13AI at all. I never mentioned to AI

1:00:15receptionist. We here just just end

1:00:17result. Not even the path to get to the

1:00:19end result, just the end result. A lot

1:00:21of times like talking about the path to

1:00:22get to the end result is important, the

1:00:24vehicle to get there. But in this

1:00:25example, we don't even want to mention

1:00:26it. And uh once they're convinced that

1:00:29they really want the same result and we

1:00:30can do it for them and that we can get

1:00:32them past that Rubicon and then we say,

1:00:34"Hey, the way we did this is using this

1:00:36AI system." And then we go from there.

1:00:37Cool.

1:00:39So, uh the test results. So, I'm going

1:00:42to talk about the best script that I

1:00:44have found. Only some of these have

1:00:46photos and this is one of the and I had

1:00:47AI make this photo for me and it's

1:00:50pretty interesting. It's pretty cool.

1:00:52All right. Automation.

1:00:55I've tested all the major strategies

1:00:57that require heavy lifting. Like Gary

1:00:59Halbert, like and I've talked about this

1:01:00before, but Gary Halbert talks about

1:01:02creating theater or creating drama and

1:01:04trying to get the prospect's attention

1:01:05by doing all these crazy things. I, you

1:01:07know, I've talked about the package of

1:01:08doves that can fly out and once you open

1:01:11it or sending a custom gift to somebody

1:01:13based on what they like. I will tell

1:01:14you, I've done most of these strategies

1:01:16and none of them have performed. I've

1:01:17tried sending out direct mail. I've

1:01:19tried making automate or uh not

1:01:21automated videos, but personalized

1:01:22videos for each individual person. all

1:01:25that stuff and rarely is it worth it

1:01:27because okay what I have found is this

1:01:30is that I get into it right here. So

1:01:33just let's say mass text would get you

1:01:35let's say a 7% response rate and 3%

1:01:37interest rate. If we did a voicemail

1:01:39text we might get a 20% response rate

1:01:41and a 4% interest rate. Right? So, we

1:01:44put in 10 times more work because now we

1:01:46have to sit there and send a voice note

1:01:47one by one by one or we have to sit

1:01:48there and make a video one by one by

1:01:50one. And each time we make a video,

1:01:52right, we we're going to get an increase

1:01:54in response, but we only increase barely

1:01:58increasing the positive response rate,

1:02:00but we're mostly just increasing the

1:02:01response rate overall. So, we're getting

1:02:03a lot more no thank you. Thank you for

1:02:05the, you know, putting in all this

1:02:07effort, but no thank you. Right? I get a

1:02:08lot more of that, but I'm not getting

1:02:10any more positive replies. maybe

1:02:12slightly more positive replies if I do

1:02:14the manual thing and it takes 10 times

1:02:17more effort, right? If I pass out

1:02:18flyers, cost 20 times more and takes 10

1:02:21times more effort, 10 times more time,

1:02:24and I'm not getting any more positive

1:02:26responses. So, why not just do the easy

1:02:27thing that's easy to scale? And I

1:02:30remember I watched this video of this

1:02:32lady that bought a business with like a

1:02:34multi-million dollar business with zero

1:02:35money down. and she was doing, she said,

1:02:38you know, in the beginning we were doing

1:02:39just like trying to find one business

1:02:41and then trying to really hone them down

1:02:43and get their attention and then offer

1:02:45to buy their business and blah blah

1:02:46blah. We tried to do that and we got uh

1:02:49almost nobody. It was really hard. And

1:02:51then we just started emailing everybody.

1:02:52We just sent an email and we made the

1:02:54email very blanket, but it was also very

1:02:57specific. So the email would say

1:02:59something like, "I know you're a hard

1:03:00business owner or a hardworking business

1:03:02owner. I know you've been working in

1:03:03your business for 10 plus years. I know

1:03:06you love what you do. Uh, and I wanted

1:03:07to see if you're open to selling your

1:03:09business. Right now, for someone that

1:03:10didn't resonate with that message, they

1:03:12would be like, I, you know, I've only

1:03:14been working my business for three years

1:03:15and you have no clue what you're talking

1:03:16about and blah blah blah. But for the

1:03:19people that I actually resonated with

1:03:20and after sending millions of emails,

1:03:22they had a few people that were actually

1:03:23really really interested and they were

1:03:24actually finally able to buy a business

1:03:26with zero money down by doing the mass

1:03:28strategy versus doing the one by one.

1:03:30And so a lot of people talk about doing

1:03:32the unique thing or you want to get

1:03:34their attention. You want to be a

1:03:36personalized it's really bad if you just

1:03:37do automated. I've what they have not

1:03:39done is all the tests that I have done

1:03:41and I have done all the tests hundreds

1:03:43of them and this is what I have found.

1:03:44Okay. So do the automated thing

1:03:47online versus offline. I have done a

1:03:49whole bunch of offline strategies. I've

1:03:51tried uh selling junk. This is my

1:03:53brother here. and he's got this horse

1:03:55head on I bought and uh it says junk

1:03:58removal on the on the front there and

1:04:01they're trying to sell it. Now, we did

1:04:02get one call in an hour and a half, but

1:04:04it wasn't really worth it, right? And

1:04:06so, it takes a lot more effort putting

1:04:08this guy out here having to pay per hour

1:04:10for something like this, blah blah blah,

1:04:12and we get a lot less responses. So,

1:04:14stick to online versus offline stuff

1:04:16because offline I've rarely seen work.

1:04:18And it's here's the reason, right? And

1:04:22we see this in the computer industry all

1:04:24the time where they're like, "We were

1:04:25able to use this uh new computer chip

1:04:29and it's 10 times more powerful and

1:04:31takes 10 times less energy.

1:04:34It's a lot easier to reproduce bits,

1:04:37right, than to reproduce atoms. So an

1:04:40atom is the physical, right, which is

1:04:43everything is made up of atoms, right?

1:04:44It's a lot harder to reproduce this

1:04:46microphone here or a bed. takes a lot

1:04:49more effort to reproduce that bed than a

1:04:50picture of a bed. How easy is it to copy

1:04:53and paste a picture of a bed, right? And

1:04:55so it's way easier to reproduce the bit.

1:04:58And if that bit gets to the customer and

1:05:01just gets their attention a lot easier

1:05:03than actual physical atoms, then let's

1:05:06just reproduce the bits, right?

1:05:07Reproducing a bit cost 20 times less

1:05:10than reproducing an atom. Which what I

1:05:12mean by that is reproducing a flyer or a

1:05:15piece of paper a 100 times is a lot

1:05:17harder or takes a lot more effort than

1:05:20reproducing a message 100 times and

1:05:22copying and pasting it. Right? So keep

1:05:24that in mind.

1:05:26The best script I have tested uh overall

1:05:29I the best thing you can do and I've

1:05:32actually tested a few new things

1:05:33recently and one new thing that I have

1:05:35tried is could you do me a favor? that

1:05:37works extremely well. So, could you do

1:05:39me a favor and putting it together with

1:05:41this best script right here, which is I

1:05:43already made you a video. Could you do

1:05:45me a favor and check it out? Or could

1:05:47you do me a favor? I wrote an email for

1:05:49you. I just want to see if you're open

1:05:50to checking it out and uh I thought I

1:05:52did really good and I just want to see

1:05:53if you're maybe I can work with you long

1:05:55term. Uh or could you do me a favor? I

1:05:57have this lady who's interested in

1:05:58painting work in in your area and I want

1:06:00to see if I could send you her

1:06:01information and maybe you can go give

1:06:03her a quote. I also have the system that

1:06:04works really well to get consistent

1:06:06painting jobs. Would you be open to

1:06:08taking them on? So, you can get away

1:06:10with this by here's what I do. So, I use

1:06:13the B TOC model or the B2B model. Hey, I

1:06:15already have a lead for you. And then if

1:06:17they say, yes, I'm interested. Or a lot

1:06:18of times I'll be like, okay, send me her

1:06:20information. Right? And I just how I get

1:06:22around that is I say, yeah, that's cool.

1:06:24I'll send you uh the information, but um

1:06:26what area do you want more leads in? I

1:06:28can send you some fresh leads tomorrow.

1:06:30Or what industry do you want to target?

1:06:32I can send you some fresh leads

1:06:33tomorrow, some appointments tomorrow.

1:06:35And then if they ask, uh, where's the

1:06:38one that you already have? Then I just

1:06:39say, um, I'll try to make sure I'm

1:06:40getting some good ones. I just want to

1:06:42make sure that, you know, this is a good

1:06:43lead. Now, okay, I try not to lie about

1:06:45anything. But I do stress the truth. So,

1:06:48what I mean by that is I might say,

1:06:50"Hey, I have a lady who's interested in

1:06:51painting work." Well, I am working with

1:06:53another client and that I am getting

1:06:55ladies interested in painting work, but

1:06:57uh, this guy is in Austin, Texas, and

1:06:59I'm reaching out to somebody in

1:07:00Nebraska, right? or let's say somebody

1:07:02in Columbus, Ohio. Well, that's

1:07:04thousands of miles away. And so, I

1:07:06technically do have a lady interested,

1:07:07but they're not in Columbus, Ohio. So, I

1:07:09say, "What area do you want to target

1:07:10because I just want to make sure I get

1:07:11some people close to you?" Right? And if

1:07:13it's copyrightiting or video editing,

1:07:15then you could easily just say, "Hey, I

1:07:17I want to see if I could write an email

1:07:19for you or I already wrote an email for

1:07:20you. I want to see if you could do me a

1:07:22favor and just check it out." And then

1:07:23if they say, "Yes, yeah, sure. I'll

1:07:24check it out." Then you just take

1:07:25whatever their current content is and

1:07:27then just make it into an email and then

1:07:28you can send it to them, right? So, it's

1:07:30pretty easy. It takes like 5 10 minutes

1:07:32to produce that end result that you

1:07:34already promised to them that you have.

1:07:35So for my B2B script, it's something

1:07:37along the lines of this. Hey, first

1:07:39name, this is Emma. I have two people

1:07:40who wanted a video made. Let's this is

1:07:42let's say reaching out to a video

1:07:43production company. I actually tried

1:07:44this and it worked really well. One guy,

1:07:46David Jones, who owns a Blazing Onion

1:07:48restaurant. Another lady named I don't

1:07:49even know what that is. Who owns Portage

1:07:52Bay Cafe. You don't know me personally,

1:07:54but I want to see if I could work with

1:07:55you. I'm testing out something with a

1:07:57few other video production companies.

1:07:58Basically, I wanted to see if I could

1:08:00test your services with some of my

1:08:02outreach strategies, get you five to

1:08:03seven leads for free. I already got

1:08:05these two and probably a few more by the

1:08:08end of the day. Would you be open to

1:08:09chat? Okay, so that's my B2B script. As

1:08:13you see, this is very personalized, but

1:08:14it doesn't have to be. And here's my

1:08:16BTOC script. I wanted to see if you

1:08:18could take on any referrals. I've got a

1:08:19guy who wanted an estimate for a roof

1:08:21replacement. I want to see if I can work

1:08:23with you. I'll send you some leads that

1:08:24I'm getting if you can just call them.

1:08:27I'm just looking for like a pay per lead

1:08:29uh fee or something like that. I can

1:08:32send some leads for free for a couple

1:08:33days and we'll just see how it goes.

1:08:35This is Carson, by the way. I found you

1:08:36on Google. Now, uh like I said, the

1:08:39first one was very personalized and very

1:08:41specific, but it doesn't have to be that

1:08:42way. You can get away with 90% of it by

1:08:44just making it kind of specific to them.

1:08:46So, and the second example, we're just

1:08:48saying, I have a guy interested in a

1:08:49roof replacement, which is just enough

1:08:51to make it sound like this is targeted

1:08:54towards them. Right now, if I say I have

1:08:56people interested in work, that's a

1:08:58little different, right? It might not

1:08:59get not might not pull as well. But if I

1:09:02wanted to make this more personalized,

1:09:04then I would just add personalization

1:09:06that seems legit and is very easy to

1:09:09automate. So, easy automation is uh

1:09:12name, city, company name, and putting it

1:09:14in there that way. So, what I would do

1:09:15is say, hey, is this Mike with ABC

1:09:17roofing? So, now we have two variables

1:09:19in here that are easy to use up like any

1:09:22email tool will let you use those

1:09:23variables. I want to see if I if you

1:09:25would take on any referrals. I've got

1:09:26this guy who wanted an estimate for a

1:09:27roof replacement. He's in the Tampa

1:09:29area. The times to send Monday through

1:09:31Thursday work best. Really Tuesday

1:09:32through Thursday because sometimes

1:09:34Monday is a little hectic for a lot of

1:09:36people. Uh Friday and Saturday people

1:09:38are thinking more about the weekend.

1:09:40Sunday also I have seen work really

1:09:41well. So later in the day on Sunday,

1:09:43I've gotten good responses. I've also

1:09:45noticed around 4 pm is usually when

1:09:47they're like mostly done with work and

1:09:49they're pretty responsive after 4 p.m.

1:09:51So, if you're going to like cold call, I

1:09:52would start cold calling around 4 p.m.

1:09:54or just texting or emailing. I usually

1:09:55try to start around that time. You can

1:09:57send every day at any working hour

1:09:59really, but these are just for the best

1:10:01results. Now, I'll tell like with

1:10:02volume, no one is ever calling enough or

1:10:04emailing enough. Like I don't send

1:10:05enough calls. I don't send enough texts.

1:10:06I don't send enough cold emails.

1:10:08Whatever the number one business is

1:10:10doing, trust me, they are not doing

1:10:11enough. So, uh, you can always do more,

1:10:14but you also don't want to do so many

1:10:15that you can't take it on. So, you could

1:10:17take on 10 free trials a day, but if you

1:10:19do that for five days in a row and you

1:10:20have 50 free trials, like trying to keep

1:10:22up with 50 new free trials in a week is

1:10:24very difficult. So, I try to stick to

1:10:26like three to five new clients a week,

1:10:28which is maybe um, again, I know this

1:10:31video is about 100 new clients, right?

1:10:32But, uh, this is what I would do

1:10:34personally. And I I might get three or

1:10:36four free trials a day for like three

1:10:37days a week, right? So, I'm getting the

1:10:39three or four or five clients coming in

1:10:41the door. Now, starting your outreach,

1:10:42SMS. Buy today, you'll have clients

1:10:45coming in the door. So, here's I would

1:10:46start with SMS because it's just the

1:10:48easiest. Okay? And it's the easiest to

1:10:49get started. If you don't have an ATP

1:10:51verified number, I can get you one. SMS

1:10:53is very easy. Then cold calling. Let's

1:10:55say if you just can't do SMS. Cold

1:10:56calling is actually extremely easy and

1:10:59uh you can get really good results,

1:11:00especially if you're selling. If it's

1:11:01easy to sell, it's going to be easy, but

1:11:03if you're trying to sell websites, it's

1:11:04going to be extremely hard. Okay. Then,

1:11:06email. So, email can take up to two

1:11:09weeks to warm up. It costs money to

1:11:11actually get the leads and you're going

1:11:13to get less responses. SMS and cold

1:11:14calling, you can get the lead list for

1:11:15completely free because you can just

1:11:16scrape Google Maps. With email, we have

1:11:18to scrape emails, which is going to cost

1:11:19money. Facebook is a great strategy if

1:11:22everything else is already running. So,

1:11:23I would only run Facebook. Honest to

1:11:26God, you're never going to get past the

1:11:27first two, right? If you're doing SMS

1:11:30and cold calling, you're already getting

1:11:32so many clients. You're not going to be

1:11:34able to do anything else. Honest to God,

1:11:35um I rarely run cold email for myself

1:11:37because the SMS and cold calling just

1:11:39work so well and I barely do cold

1:11:40calling because the SMS works so well.

1:11:42So, uh I only do cold calling when I run

1:11:44out of list within like let's say I

1:11:46reach out to every client or every

1:11:47single company within this industry

1:11:49within the painting industry, which is a

1:11:50lot. And then I'll do cold calling for a

1:11:53little bit and then I'll just run

1:11:54through that whole list again. So, I'll

1:11:55send out messages to those painting

1:11:58companies again, but from a different

1:11:59number with a different name, something

1:12:00like that. Cool. and the LinkedIn also

1:12:02you get high quality leads but you're

1:12:04going to get very few of them and the

1:12:05cost to automate that is pretty high.

1:12:06Okay, here's the exact script that I'm

1:12:08using to actually get free trials coming

1:12:10in the door. So the first thing I do is

1:12:12I just explain the offer. Here's a

1:12:14script that I was telling you. Hey, I

1:12:15just want to see if I can work with you.

1:12:16I'm getting u estimates coming in for

1:12:18people that are interested in pressure

1:12:19washing. I'll work with you on

1:12:20commission. This is Carson by the way.

1:12:22Just found you on Google. Right offer.

1:12:24Then we get a positive reply from them.

1:12:26Yes, I'd be interested in that. A 10%

1:12:27kickback blah blah blah. Whatever. and

1:12:29then a qualifying question. So, this is

1:12:32where I ask I try to make sure that

1:12:34there is something someone that I would

1:12:35be interested in working with. And

1:12:37there's a lot of different ways of doing

1:12:38this, but for me, if I'm doing B2B, I'm

1:12:41just asking what industry do you target?

1:12:43Now, my qualifications are I want to

1:12:44make sure that industry has at least

1:12:4610,000 people and isn't a hard industry.

1:12:48And hard industries are like e-commerce

1:12:50is hard or if they're trying to sell

1:12:52websites, I'm like, I really don't want

1:12:53to work with somebody that sells

1:12:53websites because it's kind of hard to

1:12:54sell websites. So, I try to ask them,

1:12:56"What is your offer currently?" And then

1:12:58also, what industry do you target? So,

1:13:00I'll ask them those two questions. If

1:13:01I'm doing B2B, in this example, I'm just

1:13:04doing what zip code do you want to

1:13:05target? If it's a zip code that's like

1:13:07saturated, like California or let's say

1:13:09uh Hollywood, California, a lot of

1:13:11people want to target Hollywood,

1:13:11California. Everybody does, right? And

1:13:13that's pretty hard to get clients there.

1:13:15So, I just I just stop working with

1:13:16people like that. Uh but and I also try

1:13:18to make sure that I'm not working with a

1:13:20client there currently. So, they give me

1:13:21a zip code, which is 33904.

1:13:24Cool. The next thing is I give an

1:13:27explanation of my offer plus the

1:13:29pricing. Now, I'm not going to show you

1:13:30that here just because it's just a uh

1:13:33it's just a little confidential of how I

1:13:34do things. I don't want to show

1:13:35everybody how I do things, but I explain

1:13:37to them here's how I do it. I do blah

1:13:39blah blah blah blah blah. Would that

1:13:40work for you? Right? And it's just a

1:13:42again, if you're making YouTube videos

1:13:43or just uh editing videos, how I edit

1:13:45videos is I use Premiere and we set it

1:13:47up in a way to blah blah blah. We use

1:13:49AI, whatever you want to explain. Uh is

1:13:51that okay? Do you want me to set it up

1:13:52tomorrow? Now for B2B sometimes what

1:13:54I'll do is I'll I'll try to give some

1:13:56value in some way. Sometimes I'll say

1:13:57like they'll say I'm trying to sell

1:14:01marketing services to pressure washing

1:14:03companies, right? Let's just say they're

1:14:04a marketing agency. I'm trying to sell

1:14:06marketing services and uh and and we

1:14:08target pressure washing. Then what I

1:14:10will say is, okay, great. Here's how it

1:14:12works. What I would do if I were you is

1:14:13I would send out SMS messages. SMS works

1:14:15really well for pressure washing because

1:14:16it's really easy to get their mobile

1:14:17phone numbers. I scrape from Google Maps

1:14:19and I just do SMS campaigns. I usually

1:14:20send about 500 a day and I'll get five

1:14:22clients in the door usually every day

1:14:24using that strategy. Would you be open

1:14:25to me testing that out for you? So, I

1:14:27gave a little value to them. Here's what

1:14:28I would do if I were you. Would you be

1:14:30interested? And then they say, "Yeah,

1:14:31that sounds good to me." Now, I make

1:14:32sure that they agree to the yet like to

1:14:34that explanation because I'm I'm telling

1:14:36them the price. Here's how it works.

1:14:37Everything. And then I try to get them

1:14:40to agree to that right before I actually

1:14:41start the free trial because I don't

1:14:43want to do I don't want to get them just

1:14:44to say one thing. If like if they're not

1:14:46very responsive, then they're you start

1:14:47the free trial and then they're not

1:14:48going to respond after. Like I've done

1:14:50that several times where we just started

1:14:51a free trial for somebody who was just

1:14:53kind of uh not responding that well and

1:14:56then we sent them a whole bunch of leads

1:14:57and then they just didn't respond after

1:14:59we sent them a whole bunch of leads. So

1:15:00we just kind of wasted our time. SMS the

1:15:02start and the cost. You need high level

1:15:04which 100 bucks a month. ATB

1:15:05verifications 30 bucks and then 2 cents

1:15:08per text. And so if you're sending

1:15:1010,000 a month that's about 200 bucks. I

1:15:12set up a simple highle automation to

1:15:14send out the SMS. I also have an AI

1:15:16workflow. So AI did this whole thing for

1:15:17me. So once they were ready to see this

1:15:19is like an AI AI right here and it did

1:15:22the whole conversation. At the end of

1:15:23the conversation, once they agreed to

1:15:25it, then the AI will just send me a text

1:15:27message saying, "Hey, this person's

1:15:28interested in a free trial." And I can

1:15:29just set it up for them, right? Or I

1:15:31just send it to my uh assistant and they

1:15:34set it up. So I set up a simple

1:15:36automation to do that and an AI bot to

1:15:38do that. I have a whole video that

1:15:39should already be out on how I do that.

1:15:41Okay, you can expect to pay maybe $10 to

1:15:43$15 a day and get one new one or two new

1:15:46paying clients per day from that 10 to

1:15:4815 bucks of, you know, paying for that

1:15:50SMS cost. Now, email it. I have a very

1:15:52similar system where I have an AI that

1:15:53does all that for me, right? I'm getting

1:15:55leads currently right now. I just got a

1:15:56lead 2 minutes ago. I have it text me.

1:15:58So, instantly sends me a notification

1:16:00and then it texts me all their

1:16:02information and it says, "Yeah, call to

1:16:04discuss." Right? So, this guy wants me

1:16:05to call him and has them send me a text

1:16:08whenever somebody's interested. So, I

1:16:10have the same thing set up for email as

1:16:12well. Obviously, you can't really see

1:16:13this, but the instant lead is cost about

1:16:15100 bucks a month. The email accounts

1:16:17themselves is about $160. It depends on

1:16:18what you need. Like, if you want a lot

1:16:20more accounts, $160 is 20 accounts on

1:16:22four domains, and that gets you to about

1:16:24500 emails a day. Uh, you can sp send

1:16:26about 25 emails per account. And then

1:16:27scraping, you're have to spend 100 bucks

1:16:29a month on some scraping tool like

1:16:30Apollo or whatever because with the

1:16:32phones, we can get the phone numbers for

1:16:33free through Google Maps, but we can't

1:16:35really get phone numbers for free or

1:16:36emails for free. us. I mean, you can

1:16:38kind of, but um if you want high quality

1:16:40emails, then you're going to pay for

1:16:41that. So, pre-warmed accounts are going

1:16:42to cost you more money. So, instead of

1:16:44$160, you're paying maybe 200 or maybe

1:16:46300 bucks total for pre-warmed accounts

1:16:48if you just want to send right now. If

1:16:50you don't want to send right now and you

1:16:51have to wait two weeks for it to warm

1:16:52up, uh now you're sending 500 emails a

1:16:54day. And let's just say you have a two

1:16:55email sequence. So, that means you're

1:16:56sending 250 new contacts per day. And

1:16:59then you can start to get about two to

1:17:01three leads a day on a good day. So

1:17:03again, SMS is easier, it's faster, uh

1:17:05you can get clients quicker, cost less,

1:17:08all that jazz, right? So the next one is

1:17:11cold calling. Completely free. I do

1:17:13actually recommend I I I usually don't

1:17:15recommend cold calling, but if you're

1:17:16doing this yourself, I do recommend it

1:17:17because uh all you have to do is do the

1:17:19exact same thing as you would do on SMS

1:17:22or email, that same script. Here's the

1:17:23offer. Would you be interested? Uh okay.

1:17:25Well, here's how it works. What I'm

1:17:26going to do is blah blah blah blah. Is

1:17:27there a good uh is there a good zip code

1:17:29you want to target or is there a good

1:17:31industry you want to target? Right? I

1:17:32call from around 4:00 to 7:00 p.m. if I

1:17:35I want to and I get a lot of people

1:17:37picking up. And to get the most amount

1:17:39of people picking up, you try to find

1:17:40someone that's running uh Google ads,

1:17:42Facebook ads, thumbtack, or home advisor

1:17:43ads because they're already paying for

1:17:45leads. Now, I try not don't call

1:17:47directly from Home Adviser because if

1:17:48you do, it's going to cost them money.

1:17:49Or don't call directly from the Google

1:17:50ad because it usually cost them money.

1:17:52What you try to do if you're

1:17:52telemarketing them, then just look up

1:17:54their company. So, I see that they're

1:17:55running a Google ad. I copy their

1:17:57company name on Google and then I paste

1:17:59it into Google again. And so it'll give

1:18:01me a different phone number which is

1:18:03their actual phone number. If you call

1:18:04directly from the Google ad or the LSA

1:18:06ad, local service ad, then it's Google's

1:18:09number, not their number. So call from

1:18:11their number and uh and then you can

1:18:13talk to them directly. Cool. And usually

1:18:16they're a very high pickup rate. They're

1:18:17already paying for ads. They're willing

1:18:18to do it. Blah blah blah. Cool. Getting

1:18:20paid. How do we actually price this? Now

1:18:23based on the models I have talked about

1:18:25I I have showed you it's mostly pay per

1:18:27qualified lead or pay on results or pay

1:18:30per closed deal right and then we can

1:18:32easily do that as long as they are

1:18:34actually not completely brain dead and

1:18:36they can close deals. Uh now obviously

1:18:38with copyrightiting you can do per email

1:18:41as well with video editing you can do

1:18:42per video whatever but usually it's just

1:18:45payon results and what I try to do is I

1:18:48try to get them results within 3 days

1:18:49and then you can start collecting money

1:18:51so that you're cash flowing quicker. So

1:18:52you're not like now what I do is I just

1:18:54do it at the end of the week so it's

1:18:56easier for me. But when I first started

1:18:57it was just let me do two days worth of

1:18:59work and then get paid on the third day

1:19:01and so I can cash flow and I can

1:19:02actually start collecting money and use

1:19:04that money to make the more money.

1:19:05Right. Cool. So here's kind of how I get

1:19:09them to pay. This is the first model I

1:19:10chose which is the paper qualified lead.

1:19:13This is probably what I would do if

1:19:14you're just trying to make the most

1:19:15amount of money the quickest. I would do

1:19:18paper qualified lead. So for B2B, it's

1:19:22going to be $100 to $150 per qualified

1:19:24lead. For B TOC, it's $50 to $75 per

1:19:27qualified lead. If you're writing copy

1:19:28for them, you probably maybe charge a

1:19:30little less, honestly. So they might do

1:19:31the $50 per qualified lead because it's

1:19:34their email list and whatever. But um

1:19:37$57 for qualified leads and then I let

1:19:41them decide which ones are qualified by

1:19:42letting them just do their process. So,

1:19:44I'll send them a lead, they take it

1:19:46over, they go do the quote, they go do

1:19:47the job, they do the sales call,

1:19:49whatever it is. If they say, "Oh, this

1:19:51person didn't show up or this person

1:19:52wasn't interested." Whatever it happens,

1:19:54then I just don't charge them for it.

1:19:56And again, the cash flow in one day, I

1:19:58do one day free trial and then they

1:20:00either prepay. So, one day free trial,

1:20:02so they get, let's say, three good

1:20:03quality leads. Hey, I got three good

1:20:04quality leads today. Awesome. Great.

1:20:06Well, you can either prepay for the next

1:20:0810 if you want to keep going. Uh, or

1:20:11what I do is I just get them to pay at

1:20:12the end of the next day. So, it's a

1:20:14little easier where I get three of them

1:20:16the first day and then the next day I

1:20:17get them another two, right, that are

1:20:18qualified. And I say, "Okay, great. How

1:20:19many did you get today?" We got two

1:20:21qualified. Great. Cool. Here's a link to

1:20:23pay for the two. It's a $100 link. And

1:20:24then we can send you more tomorrow. I

1:20:26can't send you any more tomorrow until

1:20:27you pay for the ones today. And then

1:20:29that way you can cash flow quick. And

1:20:30then if they don't pay you, you know

1:20:32that they're probably not going to pay

1:20:33you long term anyways. And we can just

1:20:35stop for them. Now, sometimes they say,

1:20:36"Okay, I got three qualified the first

1:20:38day." And then the second day, I didn't

1:20:39get anything qualified. Right? Most of

1:20:41the time they're not. I have rarely had

1:20:43people lie to me or people like trying

1:20:45to cheat me out of money at all. Mostly

1:20:47they're just dumb, right? They're

1:20:48they're just not actually working the

1:20:50leads or sometimes you just have a bad

1:20:52day. Like sometimes I try to send them

1:20:54like 10 leads a day and maybe three of

1:20:55those are qualified, but today you only

1:20:57got three leads and none of them were

1:20:58qualified. So I can understand that, you

1:21:00know, and so I might send for another

1:21:01day or another two days before I stop

1:21:03for them. Now, if I sent them like 30

1:21:05leads and like, "Oh, I wasn't able to

1:21:06get anything." Either you're lying to me

1:21:08or you're brain dead. You have no clue

1:21:09what you're doing. And so if you're not

1:21:10able to close anything at a 30, then

1:21:12that's your fault, you know. And uh most

1:21:14other clients are able to close usually

1:21:16one out of five are qualified for them

1:21:17and they usually close at one out of

1:21:18five. So just make sure you do the math

1:21:20beforehand to figure out the profit. So

1:21:22on average, if they get 10 leads and

1:21:24three or four qualified, one or two

1:21:25close, but lean towards the low end. So

1:21:27let's just say one or two are qualified

1:21:29out of 10 and they close one out of 20,

1:21:30right? And so if you're doing Facebook

1:21:32ads, I'm not going to go into this, but

1:21:34let's say it's a $150 or let's say $60

1:21:37per qualified lead, but you're selling

1:21:38it for 50 bucks. So it's costing you 60,

1:21:41you're selling it for 50. Obviously not

1:21:43worth it. You're just losing money long

1:21:44term. So we don't want to do that. Uh we

1:21:46want to try to get the cost per lead

1:21:48lower or we just have to charge more. So

1:21:50that's why I like the B2B because you

1:21:52can charge way more and it's there's

1:21:53it's easier to have mistakes, right?

1:21:56With the B TOC, it's a little harder to

1:21:57have mistakes because if I charge 50 to

1:22:0075 bucks per lead and it might cost me

1:22:0330 bucks to get a lead, then, you know,

1:22:05we're kind of cutting it close there.

1:22:07And if I screw up on a day, you know,

1:22:09then I lost money that day on that

1:22:11client, you know. So, it's there's it's

1:22:14really easy to go unprofitable if you

1:22:15don't track things properly, you know.

1:22:16Email has different math. SMS has

1:22:18different math. Uh SMS is the cheapest

1:22:20as for now. Well, actually, I'm testing

1:22:22some email strategies. I'm getting

1:22:23really good results and uh it's very

1:22:25cheap per lead right now. Uh it just

1:22:28depends on the model for like B TOC or

1:22:30B2B whatever. But uh yeah, so if we can

1:22:32get it to where it's like $5 to $10 per

1:22:34lead and we're selling it 50 bucks for

1:22:36$50, then it's pretty easy to keep it

1:22:38rolling, right? So just keep that in

1:22:40mind. All right, percentage of closed

1:22:41deals. So I do a lot of times just a 10%

1:22:43per closed deal that they close. And

1:22:45this is almost the same strategy except

1:22:47I just don't do a free trial. So instead

1:22:49of saying I'm going to do a free trial

1:22:50for one day for free blah blah blah blah

1:22:51blah blah blah blah blah blah blah blah

1:22:51blah I just say hey we're just going to

1:22:54do 10% for closed deal and we're going

1:22:55to start tomorrow. Is that okay with

1:22:56you? If you close anything you just pay

1:22:57me. If you don't close anything you

1:22:58don't have to pay me. Right? And then

1:23:00now sometimes it takes about 2 to 3 days

1:23:02to run it before they actually close

1:23:03anything or and actually go do the job.

1:23:05And so with this again that's why I

1:23:07prefer the pay per lead if I were you.

1:23:09So, the percentage per closed deal,

1:23:10you'll get more people to close. Like,

1:23:12you'll get more clients in the door. But

1:23:14the pay per lead deal, it's like you're

1:23:18going to make a little more money