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Top Tips for Setting Up Agency Finances

When you first set up an LLC and start working as a business owner, it’s easy to get caught up in the day-to-day tasks of running your company. However, one important thing that you can’t forget is setting up your agency finances.

Tips for setting up your agency finances

Your agency finances are important for two main reasons: they help you track your expenses and income, and they give you the information you need to make smart financial decisions for your business.

This guide will cover what you need to know about setting up your agency finances so you don’t have to deal with any stressful surprises down the line.

1. Choose the right business structure

The first step in setting up your agency finances is choosing the right business structure for your company. There are four main types of business structures: sole proprietorships, partnerships, limited liability companies (LLCs), and corporations.

Each type of business structure has its own set of financial rules and regulations. For example, sole proprietorships and partnerships are not separate legal entities from their owners, which means that the owners are personally responsible for all debts and liabilities incurred by the business. On the other hand, LLCs and corporations are separate legal entities from their owners, which protects the owners from being held personally responsible for business debts and liabilities.

2. Open a business bank account

Once you’ve chosen the right business structure, the next step is to open a business bank account. This will help you keep your personal and business finances separate, which is important for both legal and tax purposes.

When you’re shopping around for a business bank account, look for one that offers features that are important to your business, such as online banking and mobile check deposit. You should also compare fees so you can find an account that fits your budget.

3. Get a business credit card

Another good way to keep your personal and business finances separate is to get a business credit card. This will help you build up your business credit history, which can be helpful if you ever need to apply for a loan or line of credit.

When you’re choosing a business credit card, look for one with features that are important to your business, such as rewards programs and low-interest rates. You should also make sure the card issuer reports to business credit bureaus so you can build up your credit history.

4. Set up a bookkeeping system

Once you have a business bank account and credit card, the next step is to set up a bookkeeping system. This will help you track your income and expenses so you can see how your business is performing.

There are many different bookkeeping systems you can use, so choose one that’s easy for you to use and that fits your budget. Many first-time business owners choose to use Quickbooks or Xero because they’re easy to use and have a lot of features.

5. Utilize spreadsheets to stay organized

In addition to using a bookkeeping system, you should also utilize spreadsheets to stay organized. Spreadsheets can be helpful for tracking things like your income and expenses, as well as your invoices and payments.

It’s not uncommon for businesses to use both a bookkeeping system and spreadsheets. This way, you can get the benefits of both worlds: the ease of use of a bookkeeping system and the flexibility of a spreadsheet.

6. Hire an accountant

While you can handle your own finances, it’s often helpful to hire an accountant who can help you with things like bookkeeping, taxes, and financial planning. An accountant can also help you save money on taxes by taking advantage of deductions and tax credits.

There are numerous benefits to setting up your agency finances correctly from the start. By following these tips, you can save yourself time, money, and stress down the road. Don’t wait until tax time to get your finances in order – start now and thank yourself later!

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Learn How Anyone Can Win at Lead Generation

While many believe that lead generation is something that needs to be left to the experts, the truth is that with a little know-how, anyone can win in the lead generation business! This subject is not as difficult as it may initially seem – all it takes is having the right information and taking some time to master a few key strategies.

How to Win at Lead Generation

This article will cover some essential tips for becoming an expert in your niche’s lead generation business. We’ll cover why learning the fundamentals is important for success and how to get started.

Lead Generation isn’t Rocket Science

The first thing you need to understand is that lead generation really isn’t rocket science. Sure, a lot goes into it, but if you take the time to learn the basics and master a few key strategies, you’ll be well on your way to becoming a pro.

Once you understand the general idea and processes of it all, you can move forward to reaching your goals. For example, once you find a city and niche lacking in backlinks and content, you can start filling that void. There is no need for a college degree, you don’t need to be a genius. You just need to have the will and determination to succeed in your lead generation business.

The first step is always the hardest, but if you can get over that hump, the rest will come easy. So let’s dive in and get started!

Why Learning the Fundamentals is Important for Success

There are a lot of people who think they can just wing it when it comes to lead generation. But if you really want to be successful in this business, you need to take the time to learn the fundamentals.

Here’s why: The lead generation business is constantly changing and evolving. What worked last year might not work this year. That’s why staying up-to-date on the latest trends and strategies is so important. If you don’t, you’ll quickly fall behind and won’t be able to generate the leads you need to succeed.

Network With Other Professionals for Inspiration and Support

One of the best ways to learn more about lead generation is to network with other professionals in your niche. Attend industry events, join online forums and groups, and connect with others on social media. It’s easy to doubt yourself when you are surrounded by people who have been in the business for years and seem to have it all figured out. But networking will give you access to a wealth of knowledge and experience that you can tap into whenever you need some inspiration or support.

Take Time to Complete The “Boring” Work

A lot of work goes into lead generation, and not all of it is glamorous. In fact, a lot of it is quite boring. Building websites and securing leads doesn’t take years of schooling, but the income can surpass that of doctors and surgeons with the proper time and dedication. One of the most important things you can do is to take the time to complete the “boring” work. Your time investment today will pay off tenfold down the road.

Don’t Make Simple Tasks Complex

One of the biggest mistakes you can make in lead generation is to make simple tasks complex. A lot of people try to overcomplicate things in an effort to complete work faster, but this usually backfires. Taking shortcuts and making simple tasks complex will create more work for yourself in the long run. Not to mention, you’ll likely make more mistakes, which will cost you time and money.

Master the Fundamentals

Much like Michael Jordan didn’t become the greatest basketball player overnight, you won’t become a master of lead generation overnight, either. It takes time, patience, and practice to master the fundamentals. But if you take the time to learn and implement the strategies we’ve covered in this article, you’ll be well on your way to becoming a success.

There are abundant opportunities to boost your income in the lead generation business. You just need to have the willingness to learn and put in the work. Anyone can master the lead generation business with the right mindset and approach.

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How To Value Your Time When Running A Lead Gen Business!

When you’re running a lead generation business, it’s important to value your time. After all, time is money. If you’re not careful, you can easily find yourself spending too much time on tasks that don’t generate enough leads or revenue.

Determining your hourly rate for different tasks can be tricky if you’re just starting the lead generation business. This guide will help you total up the value of your time and understand how to optimize your workflow to make the most of your time.

Break Down Your Time By Task

With lead generation, there is a constant flow of work that can be difficult to keep track of. To get started, break down your time by task. Whether creating backlinks, citations, niche research, or sales calls, understanding where your time goes is the first step to valuing it.

To do this, dedicate a specific column on your weekly spreadsheet to time tracking. Then, for each task that you complete, note how long it took you to complete. This will give you valuable data points to work with when valuing your time.

Consider All Aspects of Your Time

When valuing your time, it’s important to consider all aspects of your time investment. This includes the time spent on the task itself as well as the time spent on preparation and follow-up.

For example, if you’re making sales calls, you need to account for the time spent researching each lead, preparing your pitch, and following up after the call. The same is true for tasks like creating content or building backlinks. If you only consider the time spent on the task itself, you’re likely underestimating the value of your time.

Create a Weekly Schedule

In the world of lead generation, there is a never-ending amount of work. You can always work on optimization, hitting more keywords, or generating more leads. However, this can quickly lead to burnout if you’re not careful. Many individuals new to lead generation need to dedicate time to learning the business, but you can spend too much time on this if you’re not careful.

To combat this, create a weekly schedule that includes dedicated time for learning, working on lead generation tasks, and taking breaks. This will help you stay focused and prevent burnout. It will also give you a better understanding of your time on each task, which will be valuable when valuing your time.

Understand the Value of Outsourcing

With site-building tasks like citations and backlinks, outsourcing them is often worth it. This is because they can be time-consuming and difficult to do yourself. If you spend hours trying to build backlinks, you could spend that time on sales calls or other activities that generate revenue.

While hiring someone to do these tasks is common, don’t overlook the importance of a basic or fundamental understanding of these concepts. It’s difficult to truly digest the value of backlinks or citations if you don’t understand them yourself. Take an appropriate amount of time to learn about these topics so that you can make informed decisions when outsourcing.

Spend Less Time Doing Things That Aren’t Worth the Money

When you’re running a lead generation business, there are many moving parts. It can be easy to get caught up in the details and spend too much time on tasks that don’t generate enough revenue.

To combat this, take a step back and analyze your workflow. Create efficient processes for tasks so that anyone you hire can follow them. This is an excellent use of your time as it will free you up to focus on other tasks.
Create Network Connections

When generating leads, it’s important to have a network of connections you can rely on. These could be other lead generators, salespeople, or business owners in your niche. These connections can provide valuable insights and help you generate more leads.

To build these connections, dedicate time each week to networking. This could be attending events, joining relevant online communities, or reaching out to individuals in your network. The more connections you have, the easier it will be to generate leads.

Pay Attention to Your Time for Success

Valuing your time is essential for any lead generation business. By understanding the value of your time, you can make sure you’re spending it in the most efficient way possible. This will help you scale your business and achieve long-term success.

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A Guide to Organizing Your SEO & Lead Generation Agency

When working with a lead generation agency and striving to get your website to rank higher in the search engines, it is important to have a system for organizing your content. This guide will show you how to keep your SEO and lead generation agency content organized to get the most out of your efforts.

Don’t Be Afraid to Make Mistakes

The first step to organizing your content is not being afraid to make mistakes. Experimenting with different strategies and tactics is okay to see what works best for you and your agency. The important thing is to learn from your mistakes and to keep moving forward. You don’t want to tolerate marginal performance or results; you want to strive for excellence.

You Get What You Tolerate

To achieve excellence, you need to be willing to tolerate only the best from your team. This means setting high standards and not compromising on quality. It is important to remember that you are ultimately responsible for the success or failure of your agency. As such, you need to surround yourself with people who share your vision and are committed to seeing it through.

Attitude is Everything

The right attitude is crucial for success in any endeavor, but it is especially important in the field of SEO and lead generation. There is no room for complacency or half-measures when it comes to ranking highly in search engines. You need to be laser-focused and driven to achieve your goals. Be consistent in what you tolerate from yourself and your team to maintain the right attitude.

Evaluate Clients Regularly

You should also be willing to regularly evaluate your clients to see if they are still a good fit for your agency. Just as you need to surround yourself with the right people, you must also ensure that you work with the right clients. If a client is not contributing to your success, it might be time to step back and reassess the relationship.

Brainstorm Ideas Regularly

Additionally, it is important to brainstorm ideas regularly. This will help you come up with new and innovative ideas to help your agency grow and succeed. Brainstorming sessions should be conducted regularly, both as a team and individually. You will ensure that your agency is always moving forward by continually generating new ideas.

Resources for Success

When striving to organize your SEO and lead generation agency for success, there are numerous resources you can utilize. Use the tips and advice in this guide to get started, but don’t be afraid to seek out additional help if needed. Many books, articles, and websites are dedicated to helping businesses succeed. Find the best resources for you and your agency and put them to good use.

One recommended book is Zero to One: Notes on Startups or How to Build the Future by Peter Theil and Blake Masters. This book is full of helpful advice for businesses of all sizes, but it is especially relevant for startups. Theil, a co-founder of Paypal, provides an insight into what it takes to build a successful business from scratch.

Consider attending a conference or seminar if you want more advice on organizing your SEO and lead generation agency. These events can provide valuable information and networking opportunities. Check with local business groups or search online to find upcoming events in your area.

By changing the way you look at things, you can change the way you do things. When it comes to organizing your SEO and lead generation agency, this statement could not be more true. By following the tips in this guide, you will be well on your way to achieving success. Remember, it is okay to make mistakes; the important thing is to learn from them and to keep moving forward. You don’t want to tolerate marginal performance or results; you want to strive for excellence.

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Boost Your Growth Potential With an Accountability Group

Whether you’re new to accountability groups or have been a part of one for years, there’s no doubt that these groups can be extremely beneficial in helping you achieve your goals. One of the main reasons why accountability groups are so successful is because they provide a support system that holds you accountable for your actions.

This informative article will explore what accountability groups are, how they can help you boost your growth potential, and important factors to consider when creating or joining one.

What Is an Accountability Group?

An accountability group is a close-knit group of individuals who support and encourage each other to reach their goals. These groups typically meet regularly, such as weekly or monthly, and members are responsible for sharing their progress, challenges, and successes with the group. Some groups are focused on a common goal, such as losing weight or quitting smoking, while others may be geared towards professional development.

Why Join an Accountability Group?

Some of the additional benefits include:

  • Increased motivation
  • A sense of community and support
  • Accountability
  • Increased likelihood of achieving goals
  • Improved performance
  • Boosting your growth potential

When you’re part of an accountability group, you’re not only accountable to yourself but also to the other members of the group. This added level of accountability can be extremely motivating and help you push yourself to achieve things you never thought possible.

Additionally, these groups provide a supportive community that can help you navigate challenges and celebrate successes. When you know there are people in your corner cheering you on, it’s easier to stay focused and reach your goals.

Important Factors to Consider

If you’re thinking about joining or creating an accountability group, there are a few important factors to consider:

Avoidance and Distraction

Breaking negative patterns and developing positive ones can be difficult, especially if you’re trying to go it alone. Avoidance and distraction are common roadblocks that can prevent you from reaching your goals. These practices are often subconscious and can be hard to catch on your own. However, accountability partners can help you identify these patterns and work together to find solutions.

Keep Your Personal Promises

Another roadblock for many individuals is the tendency to make excuses or give up when things get tough. For example, if you set a personal goal to wake up early and go for a run every day, it can affect your confidence if you miss a day (or two, or three). You may start to find yourself unreliable or feel empty inside if you can’t even keep your own promises.

Eliminate Negotiations

When you set a goal, it’s important to be clear about what you want to achieve and why it’s important to you. This way, there’s no room for negotiation to avoid the goal. For example, if your goal is to quit smoking, telling yourself that you’ll only smoke on weekends is negotiating and will likely lead to failure.

Inspiration in Real-Life

If you’re looking for an easy way to slip some motivation and encouragement into your daily life, consider looking into David Goggins’s book Can’t Hurt Me. The book is about Goggins’s journey from a childhood of poverty and abuse to becoming a decorated Navy SEAL and one of the world’s top ultramarathon runners.

Goggins discusses the importance of accountability and never making excuses in his book. These are two important concepts that can help you boost your growth potential. Motivation and encouragement are great, but if you’re not accountable to yourself, it’s easy to make excuses and give up on your goals.

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A Simple Guide to Planning Sheets for Accountability

Are you looking for a way to increase productivity and accountability in your life? Does the thought of keeping track of what you need to do each day overwhelm you? An accountability group may be the answer you’re looking for. However, you’ll need to have a system in place to ensure everyone is on the same page and knows what’s expected of them. Planning sheets are the perfect way to do this.

This guide will cover everything you need to know about planning sheets for accountability, including how to fill them out and what to include. By the end of this guide, you’ll have all the tools you need to get started on your own accountability journey.

What are Planning Sheets?

Planning sheets are simply a way to track tasks and goals. They can be used for any area of life, but they’re especially helpful regarding accountability. Planning sheets help to hold you accountable by providing a visual representation of what needs to be done and when it needs to be done. While they may seem daunting at first, they’re actually quite simple to fill out.

The Benefits of Using Planning Sheets for Accountability

There are several benefits to using planning sheets for accountability. Though each person’s experience will be different, some of the most common benefits include:

Improved productivity: Having a plan and seeing it all laid out in front of you can help you better focus on what needs to be done. This can lead to increased productivity and a sense of accomplishment.

Increased accountability: The American Society of Training and Development (ASTD) studied accountability and found that you have a 65% chance of completing a goal if you commit to someone.  Planning sheets help to increase accountability by providing a way to track progress and ensure regular check-ins.

Reduced stress: Trying to keep everything straight in your head can be stressful. Having a plan and seeing what needs to be done can help reduce these negative feelings.

How to Fill Out a Planning Sheet for Accountability

Start With 3 to 5 Goals

When you’re ready to start filling out your planning sheet, you’ll first need to choose 3 to 5 goals. These can be anything from personal (like working out three times a week) to professional (like writing 500 words daily). Once you have your goals, it’s time to start filling in the details.

Consider What You’ll Have to Give Up

One of the most important aspects of accountability is knowing what you’re willing to give up to achieve your goals. This could be anything from watching television to going out with friends.

Understand and Plan Linear Goals

Not all goals are created equal. In order to create an effective accountability plan, you need to understand the difference between linear and non-linear goals. Linear goals are those that have a specific end date, like losing 10 pounds in two months. Non-linear goals, like becoming more productive, don’t have a set end date.

For example, if you want to read two books and a total of 200 pages, that’s a linear goal. You should create a schedule and commit to reading a certain number of pages daily. However, if you want to read one book monthly, that’s a non-linear goal. You don’t need to set a schedule for yourself because there’s no specific end date.

Planning Non-Linear Goals

There are some goals you can start on before setting an end date. For example, if your goal is to save money, you can start by creating a budget and sticking to it. Other goals, like becoming more productive, may require trial and error to determine what works best for you. The important thing is to get started and experiment until you find a system that works. Building websites, gaining reviews, and closing gaps are crucial for achieving goals and success.

Consider Upfront Costs

Some of your goals may require an upfront investment. If you are working with an accountability group, getting everyone in your circle on board with any fees is crucial. That way, there are no surprises, and everyone is clear about their commitment.

Connecting the Emotional Elements

When setting goals, building a schedule, and facing uncertainty, it’s common for lack of clarity to result in procrastination. This is when the emotional element comes into play. In order to stay on track, it’s important to connect with your why. Why are you pursuing this goal? What will achieving it do for you? When you can connect with the emotion behind your goal, it becomes much easier to stay motivated and committed.

For example, how will you achieve your goal if you have ten websites to build, each with ten pages? By going overboard with details and planning steps to ensure there is no lack of clarity. Confusion and procrastination are natural responses to uncertainty, so it’s important to be as clear as possible about what needs to be done.

Set a Plan and Stick to It

Use your planning sheet to set specific deadlines for each of your goals. Once you have a plan, it’s important to stick to it. That means setting aside time each day or week to work on your goals and holding yourself accountable. Gain confidence and understanding of your niche, and ask yourself questions to help you move forward.

Where are you going to work? What type of environment do you need? What tools will you use? How will you know if you’re making progress? By answering these questions, you can start to create a plan that works for you. Once you have a plan, all that’s left is to execute it. Putting the emotion, time, and dedication towards your goals can be the difference between financial freedom and years of wondering “what if.”

Face Internal Demons

We all have internal demons that hold us back. It could be fear of failure, impostor syndrome, or self-doubt. Whatever it is, it’s important to face your demons and understand why they’re holding you back. Once you know your triggers, you can start working on overcoming them.

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Everything You Need to Know About Accountability Groups

Are you struggling to stick to your goals? Looking for a way to stay accountable and motivated? There are many ways to do this, but one popular method is via accountability groups. This route can be especially helpful if you have a hard time sticking to your goals on your own.

In this article, we’ll explore everything you need to know about accountability groups, how they work, and how choosing to go this route could help you finally achieve your objectives.

What Are Accountability Groups?

An accountability group is a small group of people who come together to achieve similar goals. Members of the group are responsible for supporting and motivating each other to stay on track.

There are many different types of accountability groups, but they all share one common goal: to help members reach their objectives. These can be both personal and professional goals.

For example, you may join an accountability group for business owners in your area who are working to grow their companies. Or, you may start one with friends who are all trying to lose weight. No matter the goals, the key is that members of the group are committed to helping each other achieve them.

How Do Accountability Groups Work?

The concept of accountability groups is based on the idea that we are more likely to achieve our goals when we are accountable to someone else. When you know that someone is counting on you, you’re more likely to stay focused and motivated.

In an accountability group, members meet regularly to check in with each other and to provide support and encouragement. This could be done in person, via video chat, or even through a private Facebook group or forum.

During these check-ins, members will share their progress, setbacks, and any challenges they’re facing. They will also offer suggestions and advice to help each other stay on track. These meetings provide a much-needed sense of accountability and motivation.

Why Join an Accountability Group?

There are many reasons why you may want to join an accountability group. Maybe you’ve tried to achieve your goals on your own but always seem to fall short. Or, perhaps you find it difficult to stay motivated without the support of others. Some of the main advantages of joining an accountability group include:

A boost in motivation: When you know that someone is counting on you, you’re more likely to stay focused and motivated.

A sense of accountability: Knowing that you have to report your progress (or lack thereof) to others can be a powerful way to stay accountable.

Support and encouragement: Members of an accountability group can offer support, advice, and encouragement when you need it most.

A sense of community: Being a part of an accountability group can help you feel less alone in your journey. It’s nice to know that there are others out there who understand what you’re going through.

Important Factors to Consider

While there are many benefits to joining an accountability group, there are also a few things to keep in mind.

Integrity

One of the most important factors to consider when making big changes in your life is integrity. It can be difficult to stay committed to your goals if you don’t have a strong sense of integrity. This is why it’s important only to join an accountability group if you’re really serious about making a change.

Communication

Another important factor to consider is communication. In order for an accountability group to be effective, members need to be able to communicate openly and honestly with each other. If you’re not comfortable sharing your thoughts and feelings with others, then this type of group may not be right for you.

Scheduling

It’s also important to consider your schedule when joining an accountability group. You’ll need to be able to commit to attending the regular check-ins, which could be weekly, bi-weekly, or monthly. If you’re not sure you can commit to a regular meeting time, then it may be better to find another way to hold yourself accountable.

Ask Yourself the Tough Questions

If you’re considering joining an accountability group, you must ask yourself some tough questions first. This will help you determine if this type of group is right for you.

  • What are my goals?
  • Am I really committed to achieving these goals?
  • Do I need the support of others to stay motivated?
  • Can I trust myself to be honest with other members?
  • Can I commit to attending regular check-ins?

For example, if you are in an accountability group for weight loss, some of the questions might be:

  • What is my goal weight?
  • How much weight do I want to lose each week?
  • What are some healthy foods that I can eat?
  • What are some unhealthy foods that I need to avoid?
  • What exercises can I do to help me reach my goals?

If you are already in an accountability group, you may ask your accountability partner(s):

  • Have you been to the gym today?
  • What did you have for dinner?
  • How many servings of fruits and vegetables did you eat today?
  • Are you feeling confident in your choices?

Create Positive Habits to Encourage Change

If you’re serious about making a change, then it’s important to create some positive habits that will encourage that change. Even if things seem uncomfortable at first, that is where you tend to see the most growth. Throughout time, the things that once caused you anxiety will slowly become your new normal.

Don’t limit your accountability group to just one area of your life. You can have different groups for different areas, such as work, school, and personal goals. Whatever you do, make sure that you find an accountability group that works for you.

The bottom line is that making a change in your life is not always easy. However, with the help of an accountability group, you can increase your chances of success. If you’re serious about making a change, it’s time to sign up for one of our accountability groups today.

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90 Day Plan and Niche Selection

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[00:00:01] So we’re going into a new quarter and my team, we just finished our well, we didn’t actually finish it. We’re on day two of what I think is three days for our quarterly planning. A little bit delayed because I was out of the country, but I want to use somebody as an example and kind of come up with an action plan of what to do. Craig Is that something you’d be willing to volunteer for on this call?

[00:00:30] I’m a little I’m joining you as I’m shopping in the grocery store at the moment. If it’s when I clear here and can get back to my desk, if it’s still we still have time for that, I guess that would be. Yeah.

[00:00:41] It’ll be probably like 30 minutes from now.

[00:00:44] Yeah. Okay. Well we’ll, we’ll see if that, if I’m back where I can actually.

[00:00:49] I’ll circle back to you and I’ll, I’m going to just ask for a volunteer if it’s not a good fit for you now that we could do on the call.

[00:00:56] What’s that? You’re still working on going library.

[00:00:59] It’s live now. We should be getting. We got. We got some wins. Who’s got wins?

[00:01:07] Yeah.

[00:01:10] Are we a bunch of I don’t want to say losers, are we a bunch of non winners? Ron Jones You got to win, brother.

[00:01:21] Uh, yeah. I got three wins this week at a commercial property owner leasing. A coddled GMB deal. I got excavation company. I messaged you but that niche sceptic. I’m not sure if that’s a good niche. I have to do some research and.

[00:01:44] I do like that niche. I haven’t played in there before, but I think it’s I think it’s a good niche. I like the ticket price and the kind of obscurity of it.

[00:01:55] Right. I’m trying to do my research. I’m just I’m not really happy with Sam. Rush, it’s got to be some other tools out there that gives you, I mean, trust, but I don’t really. Feel like paying for a dress just for that. But, I don’t know. I got to find some a better way to do my due diligence on this stuff. Use Google search console at all. Yeah. I mean, I’m not good at it because I don’t run PPC at all. But it tells you like you were. Yeah. So. Well, sir, I don’t see us live in the groups better. Really? Yeah, sure. What’s going on here? I never heard it say going live in the group. I heard it say it’s going. It’s going to record.

[00:02:43] And what is up with this thing? Can anyone confirm if it does anyone see it in the group?

[00:02:48] It says recording on my screen, recording, but not live in the Facebook groups is what we’re trying to do. Yeah, I didn’t see it in the Facebook, you know, in the Facebook groups where it usually if you say you’re going or not, there’s usually a link. That link was missing a message you. The link was missing. To even click the link to get to the zoom page. But then somehow I found it somehow. Somewhere else. But.

[00:03:12] Oh, yeah. I’ve got to find another streaming. So. So the issue we have often is we try to stream to multiple groups at once. And for some reason, every once in a while, it’s just like. Gets confused and doesn’t do it. And then the next week it works. And I don’t really understand what’s happening there.

[00:03:33] Through the Facebook groups in its life. I’m sorry. I came through the Facebook group and it’s live.

[00:03:39] Oh, it’s live in the Facebook group.

[00:03:41] Yep. Awesome. Okay. Thank you, Lenny. Appreciate you. Thanks.

[00:03:45] Thanks, man. I appreciate it.

[00:03:46] Thanks for the information.

[00:03:49] Cool. All right. That’s good. Brian, two wins. Did you have a third one or did I miss it?

[00:03:56] The third room was an RV park. I don’t know if I mentioned that before, but they finally closed on it. So go ahead this week. So that’s good.

[00:04:04] Yeah. Yeah, that’s awesome. Who else? Who else has some wins?

[00:04:12] So I’ve got a couple here. Patrick?

[00:04:16] Yeah. What do you got, Alex? It’s good to see you, man.

[00:04:18] Yeah, you too. Well, I’ve just been having a little bit more momentum over the past couple of months here. And I brought in a new concrete guy in Cologne and a tree service guy in British Columbia, also. So it’s just it’s just exciting to kind of refine my sales process and and be able to get out there and talk to people a little bit more and realize that getting on the phone isn’t as scary as you thought. And I’m actually kind of getting a lot of confidence and talking to people on the phone and and from the encouragement of you guys and some other groups, I mean, I’ve really been learning a lot about sales, so I really am encouraged by the momentum and want to keep learning and refining it.

[00:05:04] That’s awesome.

[00:05:05] And that’s I did I did want to kind of ask a little bit and maybe we can get into it later, but just different like prospecting methods that that that work well for you guys. You know, I’ve been I’ve been running some like Google ads and things like that, but I was I was hoping to hear some advice on on other ways of prospecting rather than running ads, which can can kind of get expensive and get into your profit margins, you know. So, yeah, absolutely.

[00:05:38] I’ll jump on I’ll jump into that in a little bit. Like prospecting is obviously it’s a big topic. I don’t recommend running ads for it. We’ve got a lot of strategies. I think.

[00:05:51] I want to.

[00:05:51] Put together a call with like maybe like, hey, here’s my seven favorite prospecting methods because I’ve got a bunch of them that that I’ve had success with in the past, and I can share those. One of the ones we definitely have a couple of videos on on one of my favorites which is the using the heat map to create screencast in and share that I’m a big proponent of like trying to rank things first and then and then doing the prospecting. I think that makes it way easier. And really that’s where the money comes from when, when you have leads coming in because otherwise you’re.

[00:06:23] Like.

[00:06:24] Paying for leads and through ads or something like that, and that really eats into your profit. And it’s a lot to manage. But you know, I’ve heard of a lot of people having success with that. It’s just never worked really well for me.

[00:06:37] Yeah, it’s a good way to get momentum, I think, but it’s definitely not. Not a long term strategy.

[00:06:45] Yeah. Yeah, for sure. Cool, man. Well, it’s it’s great to it’s great to hear that you’re you’re moving forward. I know like once you get comfortable, like where you are now and you kind of get comfortable with the sales, it’s it really opens up a lot of opportunities and a lot of possibilities. So it’s it’s it’s a big it’s a big step to go up. Once you got that, you kind of like, you know, the world is yours with sales. Yeah. It’s one that’s it’s one of the reasons why I’m hesitant to say, like, find a sales person if you’re not going to sales because maybe you should do that in the interim. But I think long term, it’s really important to learn those those sales skills. So and like you’re saying, it’s a lot of it’s just reps, man. Like after you’ve done it, you get more comfortable, you get more confident. I wasn’t a good you know, I didn’t I wasn’t comfortable when I first started trying to sell sites and stuff. And then, you know, that’s certainly something that’s changed. So it’s definitely something you can learn. So congrats.

[00:07:50] Man. Yeah. Excellent.

[00:07:53] Cool. Who else has some wins?

[00:07:56] I’ve got a bit of a win.

[00:07:58] Is that Jackie? What’s up, brother?

[00:07:59] What’s up, guys? Can you hear me? All right. It’s not too loud in the background.

[00:08:02] You sound wonderful.

[00:08:04] Awesome. Yeah. So I’ve been working with an auto glass company for a couple of months now, and I’ve built out their site, start to rank a little bit better. And we’re discussing right now. So I’ve got I’ve got a telling client. I’m down in Southern California and I brought up this auto glass company to him and he actually wants to invest and help us buy a couple of trucks. And I’m potentially looking at an equity in an auto glass company, so that’s pretty exciting for me. Maybe it’s not the deal everybody else wants to see. It’s a little different, more hybrid and arbitrage, but I’m pretty excited about that and it’s got a pretty great profit margins, so that’s a win for me right now. Got to got an investor pretty much dialed in and yeah.

[00:08:46] That’s super cool. Yeah. The second I think Jan had one a few weeks ago where she’s working on an equity deal too. It’s it’s crazy to the skill set that we have here and where it can take you and you know that’s that’s super cool man that’s that’s big money. When you start getting some of those equity deals, just make sure you get everything clearly written out in everything is everything everything is well documented.

[00:09:14] Yep. Yeah, we got a great legal team. The investor is going to take care of a lot of that with us. We’re going to sit down and make sure it sounds right and get the operating agreement up.

[00:09:22] Cool. Make sure you’re using like the investors attorney, then make sure you have somebody on that’s like in your corner. Evaluate it separately.

[00:09:34] Sure. I love deals like that. Jackson, congratulations. I think it just kind of speaks to how the skill set can evolve and where it can take you into places that you never could have imagined, I guess. Yeah. I’m excited for it. Sorry. I’m sorry if I’m, like, gone for a little bit. I got to run to the store here real quick. All right.

[00:09:58] Good man. Congrats on the deal.

[00:10:00] You do? You, Jackson.

[00:10:03] All right. Any other wins?

[00:10:07] Want to jump in here. Awesome. Sorry, sir. Yes, I just a really, really quick one. I’ve got a tree a tree guy. And look, because I’m just starting out, I’ve been taking the course. So there was an opportunity that came out, came up that was a property manager, and she wanted him to service sort of all the, you know, all all his or the properties. So I suppose the question is with equity deals and he was open to this, he’s just sort of said, you know, I’m not going to pay, you know, per lead for this. You know what, I suppose? What’s the number that you guys have been, you know, with equity deals? Hmm.

[00:10:48] I think it really is going to be situation dependent even even by the niche because. Let’s say that you had like a carpet cleaning company. And this the business owner is into the business for like 2000 for equipment. Or you’ve got like a guy who builds swimming pools and the business owners into the to the business for like 100,000. So that’s a very different situation to give up equity of part of your company. One thing that I would caution you with is like, don’t rush into the equity deals. I would be working with the person I know that January for the equity deal that she did, she had been working with this guy for over a year and they’ve kind of built up this mutual respect and appreciation for each other. So, like, you like, imagine that you’re going to get married to someone, right? But you think about it like this. You’re not going to ask someone to marry you on the first date. So you really should take your time. And then it’s like, what? What’s the value that you’re providing to the business? Right. And I think Jan got a pretty big piece, but she was basically driving all the business that was coming in or something, something similar to that. So I don’t have a great answer for you other than that. Those are just like the cautions that I would look out for and make sure that you write everything down like that is something that I learned is, you know, I had a deal with someone one time and then later they tried to change the deal, but the things were so like stacked in my favor of like how, how things were set up that it didn’t really bite me on the. It was it was a very cheap learning experience. But I’ll never be in that situation again because everything is going to be written down from the beginning and just laid out, spend that extra time, hire an attorney. Those are my advice. I know that wasn’t your question, but I just want to caution you before you go into that to to that arena.

[00:12:49] Okay. And look, the other win that I had is I’m in the process of trying to do legal stuff as we get the legal written up. So and I know that you guys don’t do legals, but I just don’t want the responsibility if a tree was to fall on someone’s house to come back on me. So yeah, the lawyers sort of provided me with some really good tips and tricks. Look, it’s it’s cost me a bit, but in the long run, I think that, you know, I can go to bed at night and sleep safe.

[00:13:19] Yeah. That’s awesome. Yeah. I don’t know if. Jeff, do you have any do you have any advice on that legal stuff?

[00:13:28] My non-legal advice would be to do whatever is good for you and your location. I don’t know anything that you’re in Australia, right? That’s great. Yeah, I don’t know anything about Australian law, so I don’t know how it goes over there. But you know, over here I don’t think we’re at any risk of anybody. I mean, you can get sued for anything, right? So if the tree falls on somebody’s house or whatever. A good attorney, in my opinion, would name everybody and that would be anybody they could find. Right, because you want to find whoever has the money. So that being said, I don’t think they would get far with it, but. Yeah. I mean, protect yourself. If you sleep better at night, then more to. So.

[00:14:13] All right. Yeah. Yeah. So. But that does sound like a win. It’s just, you know, it is what it is, what you’re going to make of it. It’s like comes in. It comes in one way. Where is it going to go? And a lot of times we don’t know. We learn as we go. And you start combining some of these skills and, you know, even creating these relationships is it’s awesome. It looks like Alfredo landed another website. Congrats to you on that one, brother. All right. Do we have any final wins before we move on.

[00:14:46] On this account if we don’t close the deal yet?

[00:14:48] Oh, well, let’s hear let’s hear your pitch.

[00:14:52] Well, first of all, I want to apologize to the group because, yeah, I sometimes talk too much and go too far. So if that happens, just say, stop Sarah and just say sorry. But anyway, so, Patrick, you gave me advice two weeks ago on how to talk the talk with the homebuilders and listen to that a few times. And it came up impromptu, but one of the owners came to my new house to give me an estimate after a home inspection, and we ended up talking about it. And I mentioned the 1500 dollars per niche, six or furniture’s 6000. But what, just two of those are really tough. So let’s start with the softer ones, the windows and siding, and it’s like, good. So I’m coming by into the office tomorrow. So with that and I have they want to do promotional products, too. And the other part of that I wanted to ask you with when you are first bringing people on, if we’re not doing contract month to month, are you what kind of write up are you doing when you first close a deal?

[00:16:02] When you say write up, you mean like a contract?

[00:16:05] Yeah. I mean, so, like, I know you were talking about contracts. I was writing my question out while you were talking about it. So you might have already answered it.

[00:16:10] I didn’t. I don’t do contracts and I actually make that a part of my pitch. So that’s something. Yeah. So I’ll take I’ll take the the startup fee and I’ll say, look, we’re not going to charge you anything until we and so we have business coming in for you. So our goal now is to kind of get you that startup feedback. So we’re going to be building, we’re going to take this money and we’re going to spend it on building out the assets that are necessary. A lot of times we’re going to go into the red because this 1500 dollars isn’t going to cover all the expenses. We have to build out this site and to do all the positioning that we’re going to do so. But we’re not going to charge you until until we have leads coming in. Like I said, we don’t do contracts. You can cancel any time when the lead start to come in. We hardly ever lose clients because what we do is our lead quality is high. And if we set this thing up in a way where I put five, six, $7 in your pocket and I take one, then like, how long do you want to run that that ratio for? So that’s kind of part of my pitch or actually I don’t do the sales anymore, but that used to be my pitch, right. Jeff is handling all these conversations now.

[00:17:21] Yeah, that’s definitely my pitch. And it takes a lot of the pressure off, I think, especially with the shenanigans with whoever it is now home advisor Angie’s Angie, whatever they call themselves, you know, they’ve got people under contract along with a lot of other SEO companies. So I think through the evolution of the market, if you will, my sense and intuition is that people have been put under contract before, not had great experiences. So part of my pitch is, hey, we’re not asking you, you pay us, we’ll send you leads. If we’re sending you leads, you pay us. And if that goes any other direction than that, then you’re free to leave. I’m not going to ding your credit or come after you or whatever, like, you know. But to start up, right?

[00:18:05] The start up, yeah. We just had somebody who today it came up in one of our calls that this guy took a startup fee and then he wanted to go into some new markets. And then we hit him with another startup fee for the new markets. And then he’s like.

[00:18:23] Hey.

[00:18:24] I’m worried that that other market is too far. And like, I guess he wasn’t asking for his money back. He want to know if we if we, if we sell to somewhere else, if, like, if he can be bought out. But like I thought they were asking for their money back for that second area that we’re still in the process of building. And my response is like, no, like we that you made a deposit, we’ve already put all this money and effort into it. That’s what that’s for, is to kind of like start that. So we’ve spent that money and he’s made like a business logic change. But I think it’s, it’s important to like as a part of the pitch to just say, look, we don’t charge, we don’t have a contract, so you can leave. We just rely on our value that we send over to be. To move forward. And I’ve said this probably two dozen time, like it’s going to be pretty expensive for you to leave us if we’re sending you a lot of value, like it’s going to be like. So we’re we’re the bill that’s going to help pay your other bills, right? So that’s why we that’s why our company has grown, because we don’t lose a lot of clients, because we provide value. And even though we we have all these clients, we’re not losing them. We don’t have contracts to keep them in there just based on value. They can leave anytime. Right?

[00:19:41] So like with Alex was saying with confidence. Alex, that boosts my confidence immensely because if I can go in there with that level of confidence and be like, Yeah, I know I’m going to deliver, I don’t need you to sign a piece of paper to hold you accountable to me like I’m going to deliver. And I know that it’s going to be so valuable. You’re going to want to handle your money. And if you’re not, that’s cool, too, because you know what? There’s people standing in line so they could. Yeah.

[00:20:09] Yeah, absolutely. Cool. Any other wins, Jeff? I think you got a couple of wins, don’t you?

[00:20:17] You, I, I, I’ve had a couple of trial clients and they are on deck to pay for April. I have the invoices out. They’re just kind of lagging because they’re not used to the system, I think. But yeah, I closed a couple of deals this month, which was great.

[00:20:34] Awesome. Yeah, very cool. I’ve got my own wins, you know, like I said, I spent two weeks really off the grid with my wife. We went we went to the US Mexico soccer game in Mexico City. We were able to it looked a little crazy in the general population, so we were able to enjoy Xbox Suite there, which was awesome. If you guys haven’t had a chance to do that, I recommend it. It’s just like super cool to have everything right there. And then, you know, growing up from the time I was five until I was 18, I have 13 exchange students from all over the world. I’ve kept in touch with a lot of these. One of them was from Mexico and I went and stayed at his home and got to spend some time. It was 30 years ago that he lived with us, so it was super cool to go and spend time with his. He’s a grown man with his own kids now. We were I was 13 years old when he came. And then we spent six days at an all inclusive resort in Cabo, which is awesome. So I came back feeling refreshed, ready to start the new quarter. It’s crazy how hard it is to realize when you’re in the thick of the weeds, how that’s affecting your your every day, your productivity, your attitude, your creativity, all this stuff. So just like coming back and feeling refreshed is awesome. You know, it was really hard last Wednesday to not, like, jump on the call and, you know, but I want to I wanted to have some serious separation, so that’s a win.

[00:22:01] My team did an awesome job of taking care of everything. And it’s really it’s a big win to have built a team that you can trust and feel confident and to go and do like a two week vacation like that. So a huge win for us. A couple of things I wanted to share with you guys while I was there. You know, I started this like Will Smith book prior to this like smack heard around the world and I was in the middle of it when that happened and it really gave me some concern. I’m not going to like pick sides or any of that, that stuff, but give me some context as to what happened. That being said, like Will Smith is incredibly successful. I thought the book is phenomenal. I did the audio book. There is a lot of just important life lessons and there’s there’s an obvious reason for multiple reasons why Will Smith is successful and those play out and how he has like strategically attack different things. And I just thought it was an awesome book and then I couldn’t not watch the movie that he got the best actor. So King Richard is another book that is like an autobiography of success, essentially. It’s like these ultra performers. What are the steps that they’ve taken? What are what are their daily habits and their attitudes towards towards this? So if you guys can separate from any of the drama, whether you like them or not, like it’s they’re both in my mind, they were great learning experiences for me and kind of like the pursuit.

[00:23:31] Of.

[00:23:33] What, what I want to do and what I want to create. And like he goes through, he’s he’s a phenomenal storyteller and he just like, it’s entertaining and very, very educational. So if that resonates with you, then that I recommend it. I would recommend the audiobook because he reads it himself. So you kind of get to like hear him go through it. The second thing I’m going to share my screen real quick and I’ll share this with you guys. So I know it was Brian you were thinking about you’re thinking about the draft. So they’re running a special right now. And my House counsel has said not to go too deep on opinions of this like Ukraine situation. So that being said, if you make a donation to the Ukraine, I think they’re they’re like matching it. So you have the ability to donate and then get like a big discount on a dress. So I don’t know if they offer like a yearly plan, but also donations are tax deductible, right? So if you think about that as like it’s almost like, well, I mean, I guess the subscription would be tax deductible anyway, so maybe that’s a wash, but potentially going to a good cause depending on your viewpoint.

[00:24:51] So if you look at a ref’s, they have that special writing right now. So maybe that makes sense for you, Brian, and for other people. All right, cool. So what I want to get in today and I want to find a volunteer. I don’t know if it is going to make sense to. Be Craig or somebody else, but I’d love to find a volunteer for somebody who has less than 5000 coming in, and your goal is to quit your job. So I’m just going to ask you a couple of questions. I want to I want to work with this person to come up with a little bit of an action plan, because I think there’s a lot of people who are in this situation. So over the last two days, it looks like it’s going to be potentially a three day process for us and our team we’ve gone through and we have we’ve gone through and we’ve built out our our goals for the quarter. So like it is unbelievable how many successful people prioritize planning. It’s just everywhere that I look and everywhere I go, it’s like they’re operating on a plan. Going back to that movie, King Richard about the Will Smith one.

[00:26:05] So King Richard is the father of Venus and Serena Williams, two of the most successful professional women’s tennis players in history. So, Richard, the father, had a 76 page plan that he had written out before. These girls were were born. And every day they were executing parts of this plan. And it’s just like no coincidence they said that like almost every single thing on on his plan came true. Like, he had it all planned out. He had it all dialed. That wasn’t just, like, some magical coincidence. It’s what person after person is constantly planning. On what they’re going to do. So if you guys have it set up a plan for the next 90 days, this is quarter two that we’re in now, right? It’s the end of this quarter. We’re going to be halfway through the year. Are you going to be able to look back at 2022, the first six months and say. I’m making awesome progress. I am. I can tell I’m going where I want want to go. If you’re not, let’s start with the plan. Even if you are, you’ve got to have a plan. And in my opinion, pilots, they don’t take.

[00:27:12] Off.

[00:27:13] Without a plan. We’re not just like, let’s go and we’re going to have to lay. And hopefully we know they know exactly where they’re going. They’re paying attention to things along the way and they’re course correcting. The more times that you can course correct, the better your chance is at getting to the destination that you want to get. They say that that pilots are off course 99% of the time, but they’re course correcting constantly to get back on course. So if you guys don’t have a plan, how do you know how to course? Correct. Right. So so here’s what we did in our agency. And I know that we’re in a different spot than than a lot of you guys, but we’ve got hundreds of sites that we’ve built and we’ve got hundreds of sites that are kind of not where we want them to be right there. They’re they’re ranking better in the past or they’ve been built and worked on. But then we had other stuff and it kind of pulled our attention off of those. And, you know, in a meeting we do a weekly meeting with my team. I think it was two weeks ago we kind of agreed that we’re trying to do too many things at once. So we decided to really narrow our focus. So. We came through and of these like three or 400 sites that we have in our agency, we narrowed it down to 20 and we said, hey, we think these are the most important 20 for the next 90 days.

[00:28:32] So we got those. And then we said, okay, this is the manager that is responsible for these. So I ended up moving one of our managers into being the the support for our team. So now we have one less manager, but we’ve narrowed it down. We’re going to be like putting a new manager in there at some point, but we’ve narrowed it down to what two managers can can handle. So we say each of you guys get ten sites, so they’ve got 90 days, they have ten sites. A lot of these sites are related. For instance, there’s only like I think four markets that we’re in because sometimes like if you go into let’s say you go into like Los Angeles or let’s say Orange County, you’ve got like Huntington Beach, Anaheim. So we’ll split it up and we’ll build sites in each one to attack that whole market. So when they have ten sites, it might it’s only a few markets that they’re working in and they’re all kind of like going to the same client. So we we took the time, we built out a spreadsheet that was actually I’ll share this with you guys just to kind of give you a give me 1/2 here to remove our personal stuff here. So. All right. Stand by. Appreciate your patience. Need to cleanse this of.

[00:30:01] Personals.

[00:30:03] Cool.

[00:30:07] Share my screen.

[00:30:10] So this is what we did. So we spent the last couple of days going through this. We arrived. This is. There are 20. These were the markets and the niches that we were that we were interested in. We classified it by the potential revenue, the upside potential of the revenue. We had a difficulty rating in here for the for the niche. We had the client satisfaction.

[00:30:35] Can you expand the view on that just to blow it up or.

[00:30:38] Is it really.

[00:30:39] Small goods on screen? How’s that? Perfect.

[00:30:49] Put on 150. How’s that? There we go. So we had a client satisfaction ranking for this. So some of these. Like you see this, we think that we’re potentially going to lose this client here. So we rank this one as high and our current position is.

[00:31:07] Like.

[00:31:09] That is really the positioning that we have within the market. So some of the things that we were taking into account when we considered this, we’re like, what is how many websites do we have? How many gaps do we have?

[00:31:20] Like what?

[00:31:21] How many reviews we were kind of looking at the assets that we had in place in this market to understand like how well positioned we were to really take over the take over the area. So we are rating these things from 1 to 10, right? With ten.

[00:31:36] Being.

[00:31:37] The like. So ten would be the most difficult. Ten would be the highest revenue. Right. And this ten would be the happiest client. And in our current position, like ten would mean that we’re like dominating. Right. But like we have a lot of sites that aren’t on this list because they’re in a very good place. These are ones that we thought, hey, if we put some work into this, we can really get some good return on it. So this is what we did is we came through, we looked at all the sites that we had and all the different areas, and then we said, These are the ones that we think are the most important. And then we took this and we we broke down into the actual websites. These were kind of like the markets, and then we broke it down into actual websites. And then from here we have things like OC, now we know the websites. How many GBS do we have for this site? How what are the backlinks look like? How much content is on this site? What’s the heat map? Average. That’s a big one for us. I don’t think things really pop unless the heat map averages is going to be good. So like, for instance, you’re going to run the heat map and you’re going to get the average score for that heat map from all the different points on the grid.

[00:32:45] And you’re going to do this for maybe like five, seven, eight, ten, ten, ten terms. What does that average score look like when that average score gets to be around like five or less, that’s when a lot of leads really start to flow in, right? So we pay really close attention to that. So now that we’ve kind of like reduced, we’ve got 20 sites, I’ve got two managers, we have a big team, right? We have people that are writing content. We have people that are responsible for getting tabs. We have people that are responsible for getting getting the backlinks building. We have developers that can add in the new content to the pages. So we know that we’re going to go through we’re going to look at these going to say like, how many live pages does each one of these sites, what’s our target for the next 90 days? So then we can basically make pacing metrics for each one of those things for what we’re trying to go. We need to reverse engineer it. And you guys need to let me just pause this for a second and I’ll duplicate our next sheet as well here. So. Do you guys have any questions? Why do.

[00:33:51] This?

[00:33:53] Is this seem like is this good value to you guys?

[00:33:59] Yes. Thank you. Yes, super helpful. Is there a way to get right out in one of those columns like what you’re using to get to the total of ten? Like what goes in? What factors go into the ten that you named? I guess we can go listen to the replay of it.

[00:34:16] I’ll go back to it. I went through it pretty quick. You can see my screen.

[00:34:21] Yep.

[00:34:23] So potential revenue. Like we are looking at the market and we’re looking at the population of the city. We’re looking at.

[00:34:31] The.

[00:34:33] Like, what can this really max out at? So we like these numbers are my team is experienced, right? They’re comfortable with like not having like this. This isn’t like, hey, 500,000 equals this. This is there’s a lot of feel stuff because we’ve been doing this for a long time, so we just kind of looked at it. So, for instance, like carpet cleaning. The potential revenue for that I think would be lower because the average ticket costs as well. But maybe if we’re considering like home remodeling in Chicago, then that is an expensive niche and that’s a huge city. So the potential revenue could be like a ten, and that’s relative to other revenue that we have coming in in our agency. Right. But the difficulty might be really high and that’s really about the competitors. So like, how tough is this market? So if the if the revenue is really high and the competition is low, like this one, for instance, look at this one. This is an eight, right? This is at eight in revenue, which is high for this scale. But the the difficulty we have it as a as a five and we’re kind of in a decent position already with a 6.5. So maybe in this scenario we have like three or four different gabs in place. We’ve got two websites, we’ve got somebody on a trial right now for whatever this was. And then you can see that this ranking, this last column here is where we said this is a high ranking means that we’re going to go after that. So these were like the ten markets that we chose.

[00:36:10] And from page one or like the top three or something like that for high. Like you’re already there. Like, your.

[00:36:18] High ranking is like.

[00:36:21] Our desire to.

[00:36:22] Priority of, like, our internal priority of, like, should we go into this or.

[00:36:26] Not? Okay.

[00:36:28] So if you look at one of these, you can see this one we marked as low. Right? So we said the potential revenue is a 5.5 with the difficulty is an 8.5. So that ended up like let’s not mess around with that one. So until you go through and you kind of like stack these up next to each other, this was these were all ones that we were really in quarter one. We were trying to go after all of this stuff at the same time. All these came from like priorities. And we saw that the client is really satisfied to right now. So like we could add in a bunch of extra stuff for him, but it’s like he’s, he’s, it’s not going to make a huge difference.

[00:37:06] Similar to Line 14. Patrick That’s an interesting one because it’s high potential revenue, not too much difficulty, but we still have it as a low priority. Right?

[00:37:15] Right. This client is like over the moon with us, right? We have him as an admin.

[00:37:20] Yeah. You’re coaching with them. Kind of. They don’t they may not have room to grow like we know if we give them more leads, we may not be able to get more money from them for whatever reason they’re they’ve reached their limit or whatever. Like there’s some other factor there. That’s why it’s rated that way. Even though it could be super lucrative. Yeah, that makes sense on that potential revenue. Would you put like a five? Would that be like an average client value of 10,000? Like. Like.

[00:37:50] Yeah. So so I would say that like a seven is probably around like 2000 a month for us. Yeah. So it’s and it’s also kind of like taking into a fact a few different things. We, you know, you could really geek out on this. And I think it’s important to when you feel yourself starting to go down that path to like pull yourself back and say, look, let’s keep it simple and let’s just get like the meat and potatoes because this is enough for us to make a good decision. You can see if you look at all the high ones that they have, like good revenue potential and like the difficulty is, is lower than than a lot of the other ones that are on this list. This was enough for us to make the decision without going crazy and saying, okay, like one unit equals $500. We’re just like kind of kind of feeling our way through it.

[00:38:37] So I’m a super helpful and a really interesting way to look at all of it because then you could have it right in front of you, right as a like, Yeah, you know what? This makes more sense. We should go do this with this person. That’s right. That one lower. Yeah.

[00:38:50] This came and I encourage you guys. I didn’t want to I had an idea of of how I wanted this to go with my with my leadership team when we started this meeting. But if you want your team to be enrolled on this, these decisions need to be made together. So like these numbers were mostly, you know, I put in my share and my kind of influence on it, but these were something that we came up with as a team. So now we have everybody is on on the same boats. We’re all we’re all like understand why this is important. And we’ve set this as a company together, which I think is huge, to have everyone contributing to this. Right? They’re not just getting assigned things. We’re working as a team to come up with this stuff. We’re all learning and growing together. And through that, I think there’s a lot of like enrollment that they have towards their dedication towards this. They they as a team we chose this stuff, right?

[00:39:53] So I have a sign off for now and I just want to make one comment that it’s so good for like seeing you do this because it’s giving the people who work for you and with you more of like, like a, like a vision, right? And a mission for where you’re going. Like, people love to follow somebody who knows where they’re going. They want to jump on board. And especially if they know the direction that the company is going and you have a unified vision, then you’ll have longevity. You’ll take off and even more than you have. Right. And and the people that are with you are going to more likely want to stay with you because they know kind of what overall is happening.

[00:40:30] That’s right. Yeah, absolutely. It’s it’s you know, I’ve made a lot of mistakes while I was building this company. And the way that that that I’ve managed people and it’s important to learn I’ve continued and this like Will Smith book that I was mentioning, I’ve continued to constantly try to educate myself and then adjust. And this is a very common management principle is to get your team, you know, this is a leadership team. You guys are going to make better decisions if you have this group, group thoughts and your goal should be to hire and get your team to a spot where they can like they can make better decisions in some areas than you or, you know, they have very valid viewpoints. And that’s what we have. We have that within our team. We have a great team full of people that are really considering things that and the group together were so much better than it would be, just like, Hey, do this right?

[00:41:28] You put them through the CVI.

[00:41:31] I’m sorry.

[00:41:31] Would you put them through the CVI? The Core Values Index?

[00:41:36] I did. We did the risk profile thing.

[00:41:40] The CBI is they tested it from 30 years ago to last year. It was a 30 year mark for the program and they had a 97.7% accuracy of the people who took it year one. And you think of how much life you live in 30 years and they’ve got the same values.

[00:42:01] Yeah, that’s that’s something I’m really getting more into in I’m trying to I’m trying to be a better manager for my team, be a better CEO and have them be better managers for the people that they manage. So we’re really I’m pushing them hard to level up on their own and learn some of these things. So we’re kind of adopting it as a company. But I do want to I’ve got about I’m running short on time, so I want to make sure that we stay on topic for this. So Sarah, did you have more questions related to.

[00:42:38] No, no, no. That’s enough for now, because I’ll go think about it. Okay, cool. Next up goes into real quick. Patrick. The other Patrick with a K is asking if you have time to go into how you do the research to gauge potential revenue and difficulty. And I would say that most of that came from the experience and intuition of the team rather than some specific thing that you look at. Mean there’s like on the five people who have been on those calls, there are like, I don’t even know how many reps between the five of us. We’ve added that these different assets and niches and all of that, I mean, it’s countless.

[00:43:14] Yeah, there’s there’s a lot of field that goes into it. We also kind of have the idea that. We’re not really I don’t want to I don’t want to like pick a fight with somebody that is established and they’ve done like a really good job. But I also believe that we’re going to win eventually, no matter where we go into. So it’s you know, we’ve got kind of a feel for it. There’s a lot of videos that are in the in the group that we’ve done the due diligence stuff for. Jeff We just brought someone into the group earlier this week. I’m not sure if they’re on the call or maybe they’re watching the replay, but we talked a lot on that call about the due diligence stuff. So maybe you could tag Patrick in some of those same videos that you tagged, whoever that person was we were talking to a few days ago about the jury choosing the niche.

[00:44:06] Yeah, it’s a fresh post in the OC.

[00:44:10] Awesome. So yeah. So this category here, we’ve got the market, so the market could be multiple cities. That’s kind of how we do it in our agency. So for instance, like Minneapolis could be the market, but that could include like Saint Paul and some of the surrounding cities. So we’ve just done it that way to simplify it because of our strategy of like going after these like subsidies, we choose a market, say, okay, this is like all a part of the same market, right? So the live gabs is like how many Google businesses do we have in place? So you can see for this one, we have five we have five in place. Right. And we know that you are. So these are a rough stuff is a 48 and a 32. So this one would probably fall into that category of being like well positioned, right, because we’ve got good backlinks. It looks like we have three sites and we’ve got looks like nine GMB that are covering this, this same area. So the traffic value is in a rough thing and this is the number of reviews per GMB. As I was mentioning, we pay a lot of attention to the Heatmap average. I think that is a critical piece. If you guys are not watching that, that is like you should put that into your what you’re monitoring. Those averages really correlate with the lead flow. So the problem is this is a lagging indicator. So what we’re going to do on our next planning call, this is like phase two of three, hopefully could be four depending on how long that third call goes.

[00:45:39] But we’re we’re paying attention to this stuff. But you need to reverse engineer this stuff. These are all lagging indicators, right? So an example is like how many live gabs do we have? So if I know that when I make a post, I’m going to get like 20 addresses and three of those are going to go live. And if I have a target that I need to get like. You know, nine Google my businesses. Then I need to make three posts and I need to send out 20 or like I need to get 60 addresses. So you need to be tracking that stuff. Those are leading indicators that are going to result in the like this lagging spot here. Right. So our next call is to break this stuff down, come up with our targets, where do we need to be? So I actually told our our managers like, hey, you guys need to go and like do some local market research on these areas and find out what we need to do to get the position that we need to be in. And then we’re going to reverse engineer those and we’re going to have a pacing metric for each one because I want to be able to look at it and say, okay, week one of 12, where are we? Are we 1/12 of the way through? What do we need to do? That’s where that course correct comes in place. So if you don’t have a pacing metric that’s saying like we’re off pace after week one, then like how are you going to course? Correct. So you need to be able to take this stuff and turn it into something that’s qualitative, quantitative, so that you can say, okay, this is where we should be, this is where we are, we’re off pace.

[00:47:14] What are the adjustments that you’re going to do this week so that we get back on pace? Right. You have to do this stuff. Otherwise this planning is just like whatever. It’s just floating around. You’ve got to turn this into an action plan that can be adjusted every week. So you slow down, decide what your quarterly goals are going to be, and then work backwards. Reverse engineer those and make sure that you’re on pace just like those of you guys that have been through the accountability groups just like that, where it’s like, Hey, I want to read 90 pages over the next 90 days on day 14, you should be 14 pages through, right? So you’ve got to have that that pacing every step of the way. This is we I’ve mentioned this a few times, Jeff and I, we went to a a big an intensive like live events and they brought in the chief the chief marketing officer of Salesforce. And she talked about how she had the pacing metric. They were off pace. She said, we’re basically going to have meetings every single day until we get back on pace with with her leadership team. They did. She was proactive. If you are the CMO for Salesforce, it’s not like they get to the end of the quarter and they’re like, hey, this is the goal where, oh, I’m 50% of the way there. Oh, it’s okay.

[00:48:30] Her name is Katie Foote. They’re not like, Oh, it’s okay, Katy, just try better next quarter. No, they’re like, You’re going to get fired and we’re going to bring in somebody else that’s going to get us the results that we need. You guys need to hold yourselves accountable to the same thing, and you’re going to have some some you got to reverse engineer and come up with the numbers so that you can accurately have the accountability that’s leading you toward the goal that you need. Right. This should if you do this correctly, you want to try to choose the numbers and the metrics that you’re paying attention to. So if you do these things, then you’re like guaranteeing that you’re going to have this result. So that’s kind of like how, how you do this live pages is just the, the amount of pages that are live on the website, right? And then completion percentage. So we have a checklist with, I don’t know, a couple of hundred things that we think we need to do for every site. So this could be like, hey, we need the GMB to have like these like 40 things done, right? We’ve got to have like this many reviews. We have to have the citations, all these different things, the website, how many pages like all these different parts and pieces that make it up. So that’s the completion percentage. So that’s what that is for. This obviously our priority sites, we’re going to have those all be 100% like all those steps need to be completed if we’re going to try to hit our target.

[00:49:47] So here’s one about you.

[00:49:51] Rdr Yeah. So this is across.

[00:49:54] The.

[00:49:55] The you are and the these are two numbers that basically are really about the strength of the backlinks that are pointing to the domain. So if you don’t have it, we use a in our in our business. This is why we have this here. There’s a number of other systems, I think that you should have a backlink component. You don’t have to use refs. I’ve shared a number of times. There’s a free, majestic plug in where you can get like they use trust flow and citation flow. So you can get those numbers without, without, without having this like more expensive address account. But again, you have that opportunity for donations. I think there’s also some group size. So group buys are where you can like pay for a collection of tools. You know, usually you pay like 20, 25 bucks a month. If you’re paying more than that, find a different one. But you pay for a collection of tools and it will include like Rush and refs and like refs seems like it never really works in those. So we just kind of got tired of that and we just got our own subscription. But the point is, you should be paying attention to backlinks. I think it was two weeks ago or three weeks ago we had a whole training on how to get some good backlinks. A lot of times we just end up paying for them, like we just go in, like we’ll pay. So you didn’t see that video? Check out that video. It’s it’s what what’s worked for us for a lot of the stuff. Okay, cool. So that is the main thing that I wanted to share.

[00:51:23] Are there any questions around that? All right, next, accountability groups. So, yeah, we’re probably going to roll those out on the next call. So we had a lot of people join in the middle of last quarter who wanted to join in the middle. And it’s like it kind of puts us in an awkward situation where it’s like these people have formed a bond, they’ve already started working, they have accountability. They’ve in the coming in the middle is is a little just it’s hard to put someone into that group and have everyone feel good about it. So you guys, if you want to be in a if you want to be an accountability group, then like get ready for it. Bye bye next week because I’m going to roll out the form. It will be a little bit shorter this time. It’s normally 12 weeks, this time it will be ten just because we’re like part of the way through the quarter. I was like, obviously I was out of the country the last two weeks, so but accountability groups, I think they’ve been awesome for the people that have been in there. I’ve heard a lot of good stuff about it. I’ve seen a lot of like positive growth within it. So it’s basically you’re going to meet once a week, you’re going to you’re going to you’re going to just like I was saying earlier, you’re going to come up with your list of goals. So you’re going to need like 3 to 5 goals that can be a mix of personal and professional. You could be like, I would encourage that. They’re a mix of personal and professional, right? And you’re going to build out a schedule.

[00:52:55] You’re going to have really clear defined goals. I’ll get into this more next week. We’ll go through the training. You guys didn’t see the training? I dove deep into this and like the end of December, as when we launched the current set of accountability groups. So watch that if you’re interested to get prepped on like what the expectations will be. It is a commitment. Don’t do this half hearted. If you’re if you’re not sure you want to do it, then then don’t do it. Because the people this is supposed to be people that are serious. It’s supposed to be people that are that are going to be really willing to hold each other accountable. That means that if I don’t know Jeff very well and Jeff said he wants to do like X, Y and Z, but Jeff isn’t doing it. I have to have enough like love and like integrity to be like, Jeff, what is going on here, man? You are off pace. You had said you’re going to do this. You didn’t do it. You need to like, really what what’s your plan to course correct here? You have to be able to to do that and stand up for your team just as you would want them to call you out if you’re not doing it on your end. So where is the DEC video to prep for accountability? So it’s in the group. So we have this. Awesome. Let me just I’ll share my screen again if you guys haven’t seen this, our buddy Jeff here has created this awesome document. Am I sharing?

[00:54:23] Oh, no.

[00:54:25] All right. There we go. All right. So if you’re inside the lead snap group here, right, you’ll see that there is this featured section and then there’s this document here. And if you click on this document, it will take you to all the different calls that have happened. So if you were to kind of scroll down here and say December 29th, we can see what happened on that call, right? So we did intros and wins. We did mindset and reflection. Maybe it wasn’t that call. Maybe it was a week before. Wrong direction. December 20 seconds. Here we go. Accountability group start at minute 15. Right. So this is an awesome resource. Jeff has also gone and added in some like some highlights, some common questions up at the top. So if you kind of go up here, you can see there’s like GMB shortcut prospecting in sales calls so you can go through and click on what it is and jump right to the minute within the call. So he’s also got the link to the call. So if I click on this, this is Heatmap Prospecting Watch. There we go. So this will take me right to where they’re like we go through heatmap prospecting. And I had said. Alex, I think it was you that we’re looking for prospecting methods. So this is what I wanted to circle back to is like, Oops. This document here has like a lot of different prospecting. Here is heat map prospecting. How to pitch pitch legion, more heat map stuff. So a lot of different prospecting methods are hiding within these videos here. So if you click on these, you can you can load those up. But that’s where super valuable resource really appreciative for for Jeff for doing that. So any other questions we hear.

[00:56:15] The ones that say solid gold or Patrick would use like totally in flow, just killing it and sometimes like a role play like prospecting role play type of situation. So those are really, really good have. Jeff, thanks. Yeah. Thanks, Patrick. I’ll have to review those again.

[00:56:35] You’re welcome. I didn’t label these as solid gold, Jeff. Just just for the record. I appreciate the compliment there, buddy. I didn’t even know that was there until just now. But what I want to do is I want to like I said, I know that we are an hour right now and I like to keep these calls in an hour, but I also like to keep my promises. So I’d love to have a volunteer. If there’s somebody that is looking for an action plan, I would say like I’d really like to find someone who is less than than 5000 because I think that is a big.

[00:57:08] I.

[00:57:08] Think that’s a big percentage of the people that that either tune in to these calls or watch the replay. So do we have any volunteers?

[00:57:15] Yeah, Jeff or Patrick, I would definitely vie. I’m definitely in that category where I’m under 5000. I’m looking to retire from my job. I’ve been like a paramedic for 28 years and and I’m just at a point where I really want to kind of like, make this business work and retire from my job. And, and I’m making some progress, but it’s kind of slow going, you know what I mean?

[00:57:37] Yeah, absolutely. Somebody else can save those lives, right? You said you’re a medic. So, Alex, talk to me. Where are you with your business? How many clients do you have?

[00:57:53] I have four or I have.

[00:57:56] They’re paying clients. They’re paying right now, right?

[00:57:58] Yeah.

[00:57:59] How many websites do you have built?

[00:58:02] I have about ten, ten websites or so.

[00:58:05] And where are they in their ranking process?

[00:58:10] You know, some of them are ranking fairly well, but I just don’t think they’re great niches, like some of them are like in the drywall niche. Like, I don’t know, for some reason I jumped into the drywall niche and.

[00:58:22] I don’t like that.

[00:58:23] It hasn’t hasn’t been a great niche to go into. You know, I have a couple drywall niches, rent it out which and then I have a tree service and a concrete one rented out. But I want to kind of get away from the drywall because I’ve been having a hard time with that niche. And, and so I’m trying to explore different niches and building out more sites. And I don’t know, like I’m in Canada and a lot of my, my markets have been in Canada and I don’t know if it’s like a Canadian thing, but I really want to try to build out more legions. You know, in the US it just seems like it’s a more lucrative market down there. And, and so yeah, that’s kind of like the direction I want to go.

[00:59:04] Yeah, absolutely. I mean, there’s no reason why you can’t have like American websites being built while you’re in Canada. I was in Spain for a while and we were kind of growing our business. It’s always easier if you do local, but I get it. Like Canada. Here’s here’s the thing is like your everything in Canada is going to be like not everything. A lot of things if you go into the contractor space, you’re going to have a lot more seasonal stuff to deal with because like all of Canada is going to be cold in the winter. Right? So yeah.

[00:59:39] Yeah.

[00:59:40] So if you’re in like landscaping in Canada, then it’s like, well, the entire winter is going to be gone. Whereas if you chose Georgia or something like that, like it’ll probably slow down, but maybe concrete is a better example. Like it’s going to be hard to do concrete in the middle of a Canadian winter, but people can still get driveways or something installed in in Georgia or Texas or someplace like that. Right.

[01:00:05] So yeah. And that’s the problem I’ve been running into too is like if it’s a very seasonal market up here. So.

[01:00:13] Yeah, absolutely. And there are certain niches. I don’t like drywall. I don’t know what it is with drywall. And, you know, there’s like stereotypes that exist within niches. And it’s like those are stereotypes, but they also exist for a reason on some level. I’ve heard this a number of times and I’m not sure why. Like, maybe this is just my own small sample size that people I’ve interacted with. But it seems like there’s a lot of drug addiction that follows along with drywall, and it’s really hard for people to find good clients.

[01:00:48] And yeah, I would have to agree with that. Yeah.

[01:00:51] So what I would look for in the niches, something that has at least an average ticket cost of 1000. I would probably prefer like $2,000 though. So when you talk about like landscaping and concrete that I think that both of those would be there. Just make sure if you go into concrete, you stay away from repair, right? If you’re going into like repair stuff and that’s probably not going to work out so well. Long term, I like it when it’s obscure. You’ve chosen themes that are kind of mainstream, the landscaping and concrete. So earlier Brian talked about septic. I think that’s a little bit more obscure and I tend to like those better. I think you’re going to have less competition. So if you can kind of like put your thinking cap on, you know, if you go to let me share my screen real quick, if you go to like Thumbtack, I don’t know if you guys you guys might not have this up up north, but here we have this site called Thumbtack. It’s really good for it’s really good for finding niches. So if you can kind of like go here and then click on more, then you have this like huge list of niches to consider. So this is where they’re selling leads, right? So if I’m going through this and I’m just going to rattle through some of these above ground pool installers, that seems like that might be expensive appliance installation? Probably not so much.

[01:02:17] I don’t like this one. That’s too like. Kind of like professional where you’re going to like, I don’t know, I feel like you’re going to they’re going to lend themselves to be more towards like SEO deals, asbestos removal. That seems like it could be good. I like these ones that, like I said, that are obscure and also they keep the riffraff out. Like there’s not like a lot of people like, hey, I’m going to go start a asbestos removal company. There’s like equipment and, you know, that’s a that’s I mean, there’s there’s a lot of risk that needs to be mitigated when you do something like this. And that weeds a lot of people out remodeling that looks good. I don’t know much about this. Like I stay away from things that say repair. I think that’s not going to be I think that’s just going to be lower lower quality leads and it’s going to be harder to close people. This looks like it. I mean, maybe it’s expensive, but it kind of feels like it could be cheap carpet installation to cheap. Repair to cheap. This one is is a little bit dangerous. I think air conditioning can be really competitive. There’s also like some hidden monsters hiding in the air conditioning stuff. So one of the first ones that that I built was an HVAC site for Las Vegas. And I thought, well, great, this is because like Las Vegas is really hot and we’ll get a lot of leads, but it’s also moderate in the winter and a lot of people, they’re not going to replace their furnace.

[01:03:46] They’re going to go and get a bunch of space heaters and just deal with it for a couple of months rather than like they’re going to wait until their air conditioner goes out to replace their system. So, you know, I would go through this list. I’m obviously I’m not going through all this, but look at all the things that are on here. And then a second thing that you can do is just when you’re driving around, be looking at all the trucks and stuff in the stores and constantly be thinking about niches and why they could be good, why they try to shoot a hole in it. Like, why is this? Why is this a bad niche and don’t spend too much? I don’t I say that with a little bit of hesitation because I don’t want you to like like have like analysis or analysis paralysis where you’re like, okay, this isn’t good enough. This isn’t good enough. You can ask around, too. You could shoot me a message and I’ll give you my, my thought process. But so you’ve got these, these four sites and it sounds like how many sites of these ten sites that you have built, how many of them are in drywall?

[01:04:52] One, two, three, four, four, four out of the ten.

[01:04:57] So you’ve got six that are not drywall.

[01:05:00] Yeah.

[01:05:01] Yeah. So it sounds like of those six, are those all a mix of concrete and landscaping?

[01:05:09] Concrete and tree removal. And yeah, and so and I think, I think I have like a landscaping one. That landscape design landscape is not really ranking yet. Yeah.

[01:05:23] Yeah. So here’s what I would do is I would like those for just put those, the drywall logs, I would just put those on the shelf for right now and say, hey, maybe we’ll come back to these. Maybe spend like 10% of your work time. Focused on those and 90% focused on the ones that that we’re going to go through. And what I would do is I would look at the due diligence videos that that Jeff. Is going or already tagged you in and go through those and choose the right cities and the right niches. And then you have your 90 days is like, let’s come up with you’ve got six sites that are maybe in good niches from what it sounds like, but they’re they’re in the process of ranking. So the four clients are the four clients a part of those six sites.

[01:06:17] Yeah.

[01:06:18] So for the four clients that you have, I would put I would kind of look at the opportunities to expand those because if you had four good clients that are paying you, let’s say your clients are paying you $2,500 a month, that would be 10,000 a month. You need to understand it. You don’t have to answer this question, Alex, but if you’re comfortable, then answer it. But what is the number that you need to quit your job per month?

[01:06:51] Yeah, I’ve thought about this a lot. I would say if I could get to 20,000 a month, you know, like gross revenue and then, you know, there’s going to be expenses in there, obviously. But if I could get to 20,000 a month, then I could definitely retire from my job.

[01:07:08] Yeah, so do you. I think. Are you married with two kids?

[01:07:15] Yeah.

[01:07:16] Yeah, that’s what I thought. So. Like depending on where you are, this is maybe not for you because. But this advice maybe be good for somebody else. Like, depending on where you are, Alex has kids in a life that he needs to take care of or like, I don’t know if your wife’s working and we don’t need to get into that, but but the point is, you want to, like, work backwards and choose a number that is going to support your situation. When I was working as a software engineer, I was making more money than I needed and I wasn’t married and I didn’t have kids. And I thought that I had to match my existing income before I could quit my job, which in retrospect, that was a big mistake because I stayed doing the job way longer than I needed to do. And once I finally was out of the job, my revenue in my income exploded because then I can put my good time into it, my full time, right? So I don’t want anyone to go into a situation where they’re are putting their family at risk. So you need.

[01:08:15] To.

[01:08:16] Come up with that number and make it be the number that you need, not the number that maybe your current job is after you’ve proven the business model, right? So if you don’t have money coming in, then like don’t quit your job, right? You need to prove the business model, right?

[01:08:31] Yeah, exactly.

[01:08:33] So you’ve got your your four clients. So and my understanding is those four clients are at least four of the six sites that you have built that are not drywall sites. Is that accurate?

[01:08:46] Yeah, that’s right. Yeah. And so and so they’re each paid me about 1000 bucks a month. So I’m at 4000 monthly revenue. Right.

[01:08:56] So so here’s what I would be doing is I want to take those people that are paying you $1,000 a month, like 90 day goal. How do we get them to 2000 a month? So that will get you 40% of the way there to your 20,000 goal, you’ll still have $12,000 remaining. Make sure that that 20,000 is done with math and not just like a guess. Be very systematic with that, right? Tie it emotionally, picture the life that you want, what you need. And then it should be it should be a calculation. The fact that it’s like 20,000 instead of like 19,376, like it sounds more like maybe it was a little bit of a guess. I would encourage you.

[01:09:41] To.

[01:09:42] Do the math and actually justify it the exact number for what it needs to be. And then it will be very like tied to your tied to your brain on like, okay, this is the number and this is why and this is like getting this number means this because I’ve already worked the math, right? So if I want to travel around the world and do all this and it’s going to cost me 24,000 a month, then I’m like, I need like 12 sites at 2000 a month. Maybe I need to be build 30 sites to get to 12. So. I think it is. I don’t want to, like, put the like I don’t want to like dampen your dream or anything like that. But I think, yeah, maybe unrealistic that you go from 4000 to 20000 over the next 90 days. But what we can do is we can position things. So maybe the following 90 days we can get there. So it’s really we’ve got to build the structure first, right?

[01:10:37] So yeah, yeah. So yeah, like I’m, I’m not like in a huge rush. Like, I know everyone says, you know, money loves speed, but it’s not like I need to get there in 90 days, but I’d like to be on that path, you know? And I think that’s why I was asking you earlier about prospecting, because I’m getting more confidence in my sales, but I just need to get in front of more people. All right.

[01:11:02] Maybe yes. Maybe no. Like, if you if you have I know, like I said, it’s a split I and I don’t like I respect people who think differently about this. But my belief is that building and getting the assets to generate leads and then selling them is is a better way to go. But I know a lot of people will go and pre-sell and that’s awesome if that works for you. Just been my experience. That’s where I really start to put more money in my bank is when when I have something that’s producing and I can sell that because if I pre-sell it, then I have to run ads or I have this person that’s like breathing down my neck and I’m spending most of the money that they’ve paid me to build and and get the stuff coming in anyway. So it’s like what’s left and you’re in.

[01:11:52] A.

[01:11:53] Higher pressure situation. So if you want to pre-sell things then then prospecting would be the right thing to do. If you want to build things, then prospecting will come after you’ve got the stuff coming in and sales like Alex, you’ve expressed that, Hey, I’m getting more comfortable with sales and I’ll tell you, this is always the example I go back to is like, Hey, Alex, I’ve got this Ferrari I want to sell you. It’s, it’s red. It’s really fast. It’s like it’s in great shape. It’s awesome. It’s $100,000. Do you want to buy this? Like, I’ll show you the keys. You can’t see the Ferrari, but it’s an awesome car, trust me. Or Hey, Alex, here’s my Ferrari. Go drive it around for a week and tell me if you like it. And then if you do, we can come up with a deal where you can buy it, right? So that’s kind of like my opinion of like pre-sell versus like the difficulty to sell the car without the car being there, which like we had a lot of success with this. We had a hard time delivering in time to keep the client happy. That’s where we struggle. But when you already have the stuff coming in, the leads are high quality. The clothes becomes so much easier, right? So I’m.

[01:13:02] A.

[01:13:02] Big proponent.

[01:13:03] Of.

[01:13:04] Having the Ferrari before I try to sell it. So so this is what I want you to do is you need to lay the groundwork and I don’t want, like we don’t want to build off. Like, I could probably tell you that if you had 60 sites then you could in all these sites, our ranking, you’re going to have a pretty easy time if you chose in the right niche to get 20,000. But like when you’re starting to build houses, you don’t want to build 60 houses and then say, okay, let me go rent all these 60 houses. What you want to do is you want to build like build like ten houses and get those rented and then build ten more because the next the second set of ten is going to be better than the first set of ten. You might get to build all 60 of those houses and you discovered you didn’t put any toilets in these houses. And you’re like, Oh my God, I’ve got to go back and do all this again. Right? So run around the bases one time. I know you’re Canadian, but baseball, right? Run around the bases, right?

[01:14:02] Get all the way back. I get it.

[01:14:04] Get all the way back to home. So we understand we’re going to learn a lot from those those first ten. And I know you’ve already got your first ten, right? With the six and the four, you’ve already learned that, hey, maybe drywall. Imagine you had built 60 drywall sites, right? And now you’re like, I really like drywall. All right. So what I would recommend is choose a few niches for this first round. Ultimately, where I want you to go is I want you to choose one or two niches that is just going to be your niche and you’re not going to really build in these other niches. There’s so many different benefits associated to niching down, but don’t niche down until you have it’s a buffet right now. Like try a little bit of this and a little bit of that and say, okay, I like this one, I’m just going to go with this one for now. Some of the benefits that we’ve seen from niching down is like a lot of these niches are like tight communities. So we get a ton of referrals because people are friends with other people, but they’re not in the same city. They’re not competing against each other. We understand exactly the types of pain points that people have. We understand the leads. Our content writers know the content. We know where to get backlinks. We can give ourselves backlinks because we have so many sites and similar niches, right? So there is a lot of benefits, but don’t do that too soon. You’ve got to like understand things first. So I would say you need to get I would say get to 14 sites. Four. So you pick pick ten sites, ten new sites.

[01:15:35] So you and I’m basically saying the four that you have. No, I’m sorry. You’ve got you’ve got six that are in good niches. So get to 16 sites. So you’ve got ten sites. And I would say some of these sites should be and maybe choose like three or four different niches. Right, and spend a good amount of your time working on these ones that are in good niches, especially the ones that you have clients for. So set yourself a goal of like, how do I justify 2000 a month from these four clients that are paying me 1000? Like, what do I need to do? Like if, if, if I’m in concrete and the lead is worth $40 a lead and I’m sending like 25 leads to them. So that justifies the 1000 I need to get to 50 if they’re going to pay me 2000. How do I get to 50? So in this city, they said to also service this other city. Or maybe I need to improve the heat map average of the city from 7 to 3. If I can get to three, then I know that’s I’m going to be getting a lot more leads. The way that I’m going to get to three is I need to get more reviews. I maybe need a second GMB here, I need more citations like all these different things. So kind of work backwards from that, but strategically choose this and kind of plan it out, right? You sound like you’re a really smart guy, so I think you could come up with this. So you’re going to choose some some new niches, new sites, and then you’re going to mix that with focusing on these.

[01:17:06] So for your four year ten new sites, I would be looking at like populations maybe between 250 and 500,000 around there. I’d be setting up like probably if you’re in that population range, I’d be probably setting up between three and five G and BS. I would be getting reviews on all those all those sites, start them off with like ten pages and then add content onto those, right? You want your backlinks, you got to make sure that you have a solid backlink. Maybe you want to have if you’re using age refs, maybe you want to have like at least like a 20 you RDR. If you’ve done your due diligence, well then the other people that are in that market shouldn’t have really strong backlinks, right? They shouldn’t have a ton of reviews because you’ve essentially lowered the bar because you’ve done your due diligence well. Right. So as I use this analogy a lot, if I’m playing basketball, I’m I’m six, six foot two. So if I’m playing against other people that are six foot two, I’m going to probably win some, lose some. But if I can go and find like people that are three feet tall, like on a third grade playground, and I’m like, Hey, you can’t tell me I can’t play here because I can build a website anywhere. Well, it’s going to be really hard for these guys to beat me because I’m taller, a lot taller than them. Right. So that’s what it’s like choosing the right market to choose the weaker markets, but have the high ticket cost, make sure that the population is there, get those ten.

[01:18:32] Sites.

[01:18:33] And I think if you do those things, if you get multiple GMB, you get enough reviews and citations, you get your heat map average, you’re going to start to get a lot of leads coming in. And that’s going to make it easy to sell this stuff to whatever whoever you find. Also, when you’re in that 250 to 500000, it’s kind of like a population. It’s kind of like a it’s kind of a sweet spot where there’s there’s a lot of demand. There’s a lot of clients, but there’s not so much that you’re going to run into like some big sharks. Right. So is this giving you some direction?

[01:19:05] Yeah, definitely a little bit more specific. I do have some niche ideas. I kind of wanted to bounce off you a little later maybe, but. But yeah, like just being specific about the market size and I mean, there are issues that I, that I run into like, like finding GMB, like, like everybody, I guess like, like getting those GMB verified and things like that seems to be a challenge. I’ve been trying to do the Craigslist and the Facebook posts, but maybe I need to tweak that a little bit to try and get those postcards out and get those GMB verified. I mean, it seems like the GMB are are quite critical in this business, but would you say it’s hard to make this work if you don’t have a GMB or or would you think differently?

[01:19:53] Definitely you need a GMB. I would say it’s hard to make it work without one. Here’s the problem that I think people run into when they think about GMB is is there like. Hey, these are the methods that that people have come up with, like Craigslist and stuff like that and the Facebook groups. And those are the methods that I have to use to get a job. Jmp But that’s not it. Your goal? Alex How can you find someone who’s local in a city? That’s the real question. And then if you can solve that and there’s there’s a million ways to do it right? And like, if you put all your entrepreneurial power towards like, I’m going to solve this problem, how can I locate local people in any city? Because if you can do that, then it’s like that’s the that’s the real challenge. If you can get these people on a phone, on a call and just say, hey, you know, I just I have to have a post card mail. It’s not illegal. This is what it is. I’ll pay you $50. Do you think you can do this? If not, no worries. Like, there’s so many different ways that you can you can do do this. It’s just like, how can you connect with someone locally? Right. You could. There’s I mean, you could you could reach out to people that are that are looking for work on Craigslist. You could make a post on Craigslist. But there’s also people there’s a resume section where these people are desperate that are like, hey, I’ve got to feed my kid this week. Like, Oh, do you want $50 for this post card? Can I mail? Like, just like.

[01:21:22] Yeah, actually, I never thought of that. Yeah, I just thought of all these job boards to say job boards. Yeah. Particular because they’re renters most of the time.

[01:21:34] What if you what if you made a post on Craigslist that said, hey, I’m willing to pay someone $100 to pass out flyers? Or maybe it’s like pass out these flyers. I’ll share this recorded phone number with you. For everyone that calls, I’ll give you $5. Right. And like, you could have like they could pass out flyers in an apartment complex out of college. Maybe you could find someone out of college to post something on a job board that says, hey, looking for local people for a quick money or whatever it is. It’s like I’m just kind of shooting from the hip here, right? These like if you just sat and thought about this for like 4 hours, you could probably come up with like 25 ideas. And most of these places you need like three grabs if you like, or five, right? So sometimes when you get one, you’d be like, Hey, do you like we always do this whenever we get one? It’s like, Do you have some friends? We’d be willing to like pay if you can go get I’ll give you $50 for each one of your friends that you get and like, maybe they’re just not even going to pay their friend something, or maybe they’re going to cut their friend down in the auction. I don’t really care. What I want is the postcard. So, like, you could have them solve the problem you could post on. Indeed, right? Like it’s just once you start thinking about it, there’s a million ways you’ve got to get the GMB. It’s critical. Just spend the time thinking about it. And you know, like this thing about this, there’s there’s 20,000 in your your freedom from your job at the other side of this. Yeah. That’s what that’s what that’s what’s holding you back essentially is like, can I, like, solve these, like, series of problems that have been solved a bunch of times, right? It’s certainly something you can do.

[01:23:20] Yeah, yeah, yeah. No, that’s, that’s a good way of looking at it yet. No, those are some good ideas.

[01:23:27] Also, here’s another idea for you. You can buy an RV and go and stay in RV parks and then have them mailed there. That’s what we’ve been doing. It’s working out really well.

[01:23:37] But that more expensive one.

[01:23:40] Okay, cool. Alex, here’s what I want to do. I’m going to challenge you. Alex, are you are you on or are you on month to month on on SNAP or did you pay for a yearly thing?

[01:23:55] I think I’m on month to month right now.

[01:23:57] Okay. I’ll make you a deal. So I will give you the next month free if you can give me a satisfactory plan on, let’s say before next week’s call on what you’re going to do. You don’t have to share it with the group. Just share it with me and I’ll waive. I’ll waive next. I’ll give you the next month free.

[01:24:22] Okay.

[01:24:22] But you’ve got to come up with a plan of like, here’s the niches, here’s the sites and here’s what, here’s what I’m going to get them to write. So have the qualifiers of like how many pages? What’s the backlink profile like? Choose one of those things that’s going to measure it. How many? Gmb So how many reviews per GMB? Give me a breakdown of all the different sites that you’re going to build the cities, the niches. Maybe even have the like. Don’t. Don’t buy the domain. Just get the cities and the niches. Because, like, I may have some feedback that could alter this, and I don’t want you to buy the domain and then waste your money if we go a different direction and come up with that game plan. Also, give me the game plan on how you’re going to get the GM’s come up with some ideas of what you’re going to do. Right. And yeah, so do that by next call. We will go through it on the call. But Cindy sent me a message in Facebook Messenger and.

[01:25:19] Yeah, so I’m good. Yeah, no. Yeah, great. Yeah. No, I’m totally motivated to do that. I’ll definitely do that.

[01:25:28] Awesome. Awesome. All right. Hopefully you guys like if you guys here’s something I want to do on these calls is throw into the chats, whether you’re on Facebook watching this later, whether you’re watching it Facebook Live or in Zoom, throw into the chat. The biggest takeaways you got from this call, I really want to try to understand. It seems sometimes I’m like talking and I’m thinking like, oh, this, this will be like really, really useful. And I don’t like it seems like people don’t get much from it. And then later like, oh, that obscure thing you said was like so valuable. So I just want to train myself and train our team. On What are the biggest takeaways that you guys get so we can spend more time expanding on those subjects and we can kind of maybe start to recognize some of the patterns that exist from from where you guys have any type of deficiencies on information. All right. So I hope you guys got some good stuff out of this call. If you’re interested in joining the accountability groups, be ready. Check out the call. I think it was December 22nd. We dove into the accountability groups and we’ll be launching those next week. They will be just under three months long. Oc Cool. All right. So Jeff, do we have any questions? Anything I missed?

[01:26:45] Does it look like? It looks like we’re all clear.

[01:26:47] You want to say goodbye to these people, Jeff?

[01:26:50] He’s.

[01:26:51] Well spoken. All right. All right, guys. So seven days. Alex has a plan for the next week. You guys can do the same. Come up with your plans. Do the stuff that you guys got to do to. To move your business forward. Right. We’re entering into a new quarter. I know that myself and my team, we are really, like, motivated and amped up to try to crush it over the next 90 days. If you are not in that mental space, do what you need to hack your brain to get there, because without that, you’re not going to be moving forward. And when I say hack your brain, whatever it is that you’re motivated, think back to other times where you were like super motivated and like what spark that hack your brain. And to get into that space, let’s create some wins next week. You guys have an awesome week. Everybody stay safe and we’ll talk with you guys soon.

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Phone Permissions, SEO vs Lead Gen, Due Diligence

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[00:00:06] Yep.

[00:00:08] Okay, cool.

[00:00:09] Find out.

[00:00:13] All right. Good to go. Cool. Chad, congrats on that. Who else has a win?

[00:00:18] I’ve got some wins. I’m usually quiet on these calls because I’m from the SEO world and I just joined in December, so I haven’t really had any wins in Legion. I’m working on some niches and some cities, doing a little research, trying to fine tune some stuff before I launch that. But in the past week, my wife and I, we work from Florida for the month of February every year, and it seems to be our best month every year. So that tells me something I need to do what Patrick does and travel more and the work vacations they seem to. I don’t know. We’re just in a better state of mind or something. So concrete, grinding company, commercial company that does epoxy as well. That was these are all from referrals in my networks. That’s probably a three 3000 Web build and then monthly retainer, a manufacturer, distributor of water meter flow equipment. That’s that’s another another referral. They do. That’ll probably be a 4000 upfront project with retained monthly retainer and finally an RV park, which was kind of weird just out of the blue. I think those are pretty good moneymakers, but I’m not sure if it’s good for a legion, but but that’s going to be about a $7,000 up front and then monthly retainer. So it’s awesome. I don’t know if any of those are Legion prospects. Not in my mind, really.

[00:01:43] But I’ll tell you a concrete. There’s a big piece in there that it took me a little while to realize. I’ve got, like, a. Maybe three things, three comments on this, Brian. First of all, congrats, man. I know that you’ve been kind of plugging away at this in December. Where in Florida are you?

[00:02:02] I just came home and it’s snowing out. So I’m in Massachusetts. But Fort Myers is where we go.

[00:02:06] You came home too soon, man. I know it was 90 degrees here today. So here’s here’s my thoughts. As you mentioned, the distributor, right? The water flow distributor. So one of the biggest deals that I’ve ever made was I went to a manufacturer and I said, hey, I think that’s when your clients get more business than they purchase more stuff from you. So if there was a way that your clients could get more business, that would be really beneficial, beneficial for you. And on our end, it’s always challenging for us to find like a good contractor in this niche. And it sounds like if you could match us up with someone that’s really good and we can provide them more business, they would succeed. You would succeed because they’re buying your materials and products and stuff. And I’d be willing to try this out like for free, you know, I’m going to maintain our business model is we own we maintain ownership of of this stuff. So I would try it out and we’ll send it. And if it works, maybe you can introduce me to your best your best people in your market. So it turned into a massive deal, I think on a monthly basis we probably get. 30,000 a month from those from the people that came out of that deal. So they gave us like three to try and we crushed it for like all three of them.

[00:03:34] And then then they put us in a room. They referred us a few people over time, but then they put it put me in a room with like 20 something people. And I had the opportunity to do like an hour speech. So I did that and I think I closed 12 out of the 20, but it just came from that like initial like creating that. So like thinking outside the box, this skill set isn’t meant to just be like, Hey, only do this, right? It’s like, okay, now you know how to do this. How can you apply it on scale so that you can take this so much further? So the third the third thing is no one is going to come to you and say, hey, I want you to build this stuff out for me and I want you to maintain ownership of it so that I have to pay you forever. Can I, can I, can I talk you into doing this? That’s never how it’s going to happen, right? The way it’s going to happen. Is it going to come to you for SEO, which is most of the people have come to us. They don’t some of them, when they come as a referral, they’ll understand our business model before we speak to them.

[00:04:40] But a lot of them, they’ll come as SEO and I’ll let them know like like if you can, if you can kind of like demonstrate your expertise and position and then let them know the business model and let them know that it’s actually in their best interest for you to own it. So like that might look something like this. Hey, Brian, look, you know, we’ve done this for a while, and how most SEO companies are going to do this is they’re going to say, hey, it’s going to be like $1,500 a month. And I’m going to give you a promise that at some point you’re going to be ranking at the top of Google and you just keep on paying, right? So they’re making their money whether you win or not. So we didn’t like that and we flipped the script on it and we said, Hey, we’re going to take a startup fee. We’re going to go into the red for building this stuff out, but we’re going to build this stuff out. And you just like, I’m sorry, I can’t I’ve already, Chad, with saying you’re not going to pay anything else until and so we and so we get leads coming in. Right. And it’s going to let you focus on your concrete grinding or whatever it is you’re doing. And it’s going to let us focus on this.

[00:05:49] And we’re going to have this partnership long term, where, as we provide you more business than you know, we will charge more, but it’s going to go hand in hand when we do it this way. Our goals are aligned and it really lets you focus on what you’re good at. So that’s kind of the pitch that I use to move people from SEO into Legion. And you’ve come from this SEO background and I just you go with a model that makes the most sense to you, but if you’re trying to move people, there’s a ton of benefits in my opinion, and I think that’s a really good opportunity. Whenever these people come in for these builds, you can say, Hey, we’ll build out your site, we’re going to build out our own. Or I’ve even told people we well, what are you really after here? You’re after like having a website that produces business for you. We’ll that’s kind of what we do, right? So we’ll throw in their own website stuff sometimes and it’s great to collect that fast cash. I know you’re kind of like with one foot on each side of the fence between SEO and Legion, but I just wanted to kind of share some of that with you and let you know how it’s how it’s changed for us over time.

[00:06:56] Okay. Thanks a lot. Yeah, I would make SEO your default position if your fallback position in other words, I would I would be pitching legion and then they just don’t it just doesn’t make sense to them or it’s not right for their business model or whatever. And you still want that money. Then be like, okay, I’ll do it for this price or whatever. Right? Yeah. I totally see how to scale this way. Lead Gen Y. I can’t see how we can scale. Even if we niche down to a niche, it’s still like you said, you know, you’re I have to trust you to take your time and but I totally get what you’re saying. It’s just I have a partner here that doesn’t want to pay attention to us here.

[00:07:36] Yeah, I mean, you can always do something on the side and.

[00:07:39] That’s what I’m doing.

[00:07:40] Yeah. So as far as like the RV park thing, I think that is obviously traveling in an RV. I’ve started to pay a ton of attention. I think it is a it’s a it’s a for certain businesses that I would want to own. In certain ones, I wouldn’t I’m really interested in RV parks because I want to own one. So I’ve been kind of like looking at land and stuff, but from a legion perspective, I don’t love it because they’re people are going to run out of spaces. There’s a huge lack of space for RV parks right now, so there was like a 600% increase since 2019. We’ve tried a lot of times to try to find different like storage places and like outside Nashville, they said it was going to be $600 a month for like a parking spot. With a carport, which is like it’s a parking lot. I know that Harry Gilliam had a guy that this is the first time he’s been full. I think he’s been running this business for like 25 years. This is the first time he’s ever been, like, completely full. And essentially, Harry lost the client because he’s like, I like, I appreciate you, but we don’t have any more spots and I’m not really interested in buying another one. Like, it’s like an older guy that’s just like crushing it with the cash. And so just kind of be wary of that.

[00:08:54] Yeah. Okay.

[00:08:56] All right. Who else has got some wins, man? Congrats on those, man. That seems like a nice big chunk of change.

[00:09:03] Hey, Patrick, before we move on, there was that distributor, by the way. Was that distributor National? Yeah. Or Regional? Yeah.

[00:09:13] It was national. Yeah. They ended up it ended up not working out long term with them at some point. I think they got a little greedy and they’re like, hey, we want we want to have you exclusive. So everyone in your everyone that you that you work with in this niche needs to buy our product. And I was like, No, that’s not what we’re doing. And so they ended up like. Trying to you know, they stopped referring people to us. But all we really like, we only lost we lost one client out of from the people that they had referred when they made that transition. And all the other ones were like, our whole business is dependent on this. So. But I think it’s a phenomenal strategy to like think about the supply chain and see how you can use that as a prospecting method. Right? If you can kind of like insert yourself there, it’s going to work really well for material based businesses like this could work for like roofing or, you know, like gutters or so many of these where there’s like people buying materials that they have to use in this. Right. It wouldn’t work as much for something like pressure washing or like where it’s just reliant on a service only. But when someone’s like actually constructing something, I think there’s also something to be said if there is like a obviously if it’s more expensive product, but if it’s like, if there’s like limited number of manufacturers or suppliers, I think there’s an advantage there where these people are like they have and buy limited, I mean like 100 rather than like you wouldn’t want to do this with someone that’s selling lumber because you can just like go to Home Depot, to Lowe’s, just something like this. But to have to have one that’s like plugged in with like thousands and thousands of contractors and it’s such a great way to get a warm entrance in there. And, you know, it’s it’s a phenomenal prospecting strategy, in my opinion.

[00:11:05] Yeah. I think that would work for. I got some ideas already. And just to keep the winds rolling. Couple new jobs live kick in. All now on the assembly line with the VA. So I’ll talk about all the leads they’re producing in like 60 or 90 days.

[00:11:24] Awesome. And how are you doing? Are you on pace for your quarterly goals?

[00:11:29] Ahead of quarterly and started thinking about what you said about stretch goals for Q two. So I’m thinking about what what I’m going to throw out there for Q2.

[00:11:38] Yeah, we’ve got some cool changes I’m working with. I had my own win. Jeff connected me with this with this lady who’s been a mentor for him and we had a meeting and I’m really thinking about how we can get even more precise with our goals and kind of have some pacing metrics that are, that are built in, which is more complicated than I thought. But we’re I feel like every week we’re making progress on this, and I’ve spent a lot of time trying to work through this stuff. One of the I think I mentioned this, one of my wins from a couple of weeks ago when I was out there, traffic and funnels, they the way they do it is they like divide. They have like some presentations and then they have booths where you can get kind of get divided up into these different booths. And I always choose to go to operations. The marketing and sales stuff is something that doesn’t seem as valuable to me at this point, but the operations really trying to get it. So in the operations booth there was only like three or four people there. So I basically was able to grill the chief operating officer for this. He’s running like $100 million company or something. And I’m asking him all these questions for for how to apply it to my company.

[00:12:48] And one of like reporting like they’re big on reporting. They get reports, they’re like the top level. As your company scales, you have to control your numbers and understand where you are with things. And that’s something that we’ve struggled with and we’ve paid the price for that within our agency. So it seems so simple. But he was like, I was like, how do how do you guys manage all these numbers? And they’re like, well, we have Vas. We just like hire Vas and they go and gather all this data for us all week long and then they just present it to us on every Monday. And like, I was like, Man, that’s so simple and so obvious. And then what I did, I went and I hired I have two Vas now that are gathering stuff and I’m like figuring out how can I get them to get my like access to our financial stuff, what’s our accounts, what clients owe us right now? Right. And like all this information from all these different areas, why not just have some pay someone whose job it is to go and gather that and present it to you? Jeff So the guy that I can’t remember who it is, but the guy that he says like the five, the five numbers for your dashboard, who was that? Was that.

[00:13:52] Sullivan.

[00:13:52] And Sullivan. So give us like 30 seconds on that that whole thought.

[00:13:57] Yeah. It’s basically like when you’re in a more leadership position, you’re only really needing the information like the big picture macro. So you kind of compartmentalize what those data points are that are important to you. They can change over time, but it’s generally three, five, six, seven of them, whatever makes sense to you. And I think another guy we met at track conversions does the same thing. Rudy does that where his team compiles this data on a daily basis for him and sends him an email first thing in the morning. So he wakes up, he’s got the email, he knows exactly where his numbers are. Whatever those, whatever those are, whether it be the most important thing. Thing is how many new closed deals we have or what’s our what our revenue goals for the day or the week of the month or whatever. Are we on track? Whatever those things are could be different things for different people. But it’s a concept that just keeps you out of the weeds as a leader and gives you the opportunity to focus on the big picture and the direction of the company. And then if one of those things is off track, like the other thing that happened at in Orlando was we saw that one woman, Katie Foote, I think, and they were off track on some of their goals like this. And and she just dug in and had daily meetings until everything got back on track. So you can really, you know, load up whatever’s needed to get everything and keep everything, get everything on track. Keep everything on track. Re correct, course, correct if needed and all of that. So it’s really, I think, an important metric because or those, it’s an important concept because if you’re just trying to fumble around with the numbers and you’re not clear on what numbers are important to you, then you’re just going to be stuck in the weeds all the time. You’re never going to really sort of liberate your your bandwidth so that you can go and and really execute on bigger deals and all of that.

[00:16:02] Yeah. So one of the big parts of this is you guys, when you guys are, regardless of what agency size you have, this is stuff that you guys should be keeping track of, right? So come up with the things you need to think about in terms of like leading and lagging indicators, right? So like what are the leading indicators? So leading indicators are things that are happening like now, right? A lagging indicator is something that is a result of something you’ve done in the past. Right. So your revenue is a lagging indicator. A leading indicator might be like, how many websites did you build this week? Because that’s going to affect us. So you kind of want to reverse engineer the result that you’re trying to create, but you want to pay attention to those leading indicators. So for instance, if you’re trying to like close someone, let’s say you’re trying to close three clients a month and you you’re you’re paying attention to like for every like 100 calls that I make, then I’m going to get like 20 appointments and that’s going to lead to five pitches and one deal or whatever. So you kind of want to understand like what are my leading indicator how many calls were made this week? Because that’s going to lead to this. And when that’s off track, then you know that you’re going to be off track on these other areas.

[00:17:20] And course correcting without having the data to do so is like. That that’s not going to be successful. It’s like and I think when we try to look at this and we set our goals of like, Hey, I’m going to try to make ten K more per month in the next like three months. Then like you can’t just look at the revenue halfway through, that’s probably not going to be linear. What’s going to lead to that revenue? What are those leading indicators? How can you break this down to something that you can monitor like monthly, then break that down to weekly and then daily and understand if you’re doing the right actions that are going to lead you to what your goal is. Right? So we’re digging into that pretty deep. And I think it’s it’s going to be amazing to be able to kind of take this and have it modeled for this business model and then come back to you guys with it and say, hey, here is what here’s the way. And kind of give you this example. It’s been a crazy learning experience for us. We’re getting closer and closer. I don’t have it completely dialed in. This is the first time really setting up pieces this way. But, you know, I mentioned this a couple of weeks ago, the guy from Operations, he came from corporate America and he’s working for like a Fortune 100 company.

[00:18:28] He’d bounced around between similar companies, and he said he hated working for those because those people all had it figured out already. And he was just kind of like in maintenance mode. So to me that was like a light bulb where it’s like, Oh, the reason that it’s not like a coincidence that they haven’t figured out the reason that they are where they are is they have it figured out, right? So we have to figure these things out if we want to get to that spot. Right. So they’ve turned it almost in like this corporate America stuff. They have it almost like a franchise model where it’s like, okay, this is exactly how it needs to run. And if you want to go do this, you can just copy this. Right? So super cool for that. I see. Patrick, you got a question from a few minutes back. Why will it work so well for not work so well for services versus physical products? Because you want to get plugged into like the supply line where somebody is selling the stuff. So if you can be the source of what’s creating more sales for the manufacturer, then they’re motivated to plug you into that supply line.

[00:19:27] And like, that’s that’s the kind of connection there, the missing piece where if like, if this guy, like, say it’s like a painter and or let’s let’s go with gutters because that’s like you could buy paint at Home Depot. So like, let’s say it’s like this special like rain guard gutter, right? And you go to the person that is that has this like specialty product and say, hey, I can get your gutter people more sales. And if they get more sales, they’re going to buy more of this. So that’s where that motivation comes from. Whereas if it was a service, then it’s like, what’s there? What’s the manufacturer’s motivation for? Like, what are they even manufacturing? And if like that’s the key part is the motivation for them to connect you with their contractors because you’re going to get their contractors more sales and then they’re going to make more purchases. This is actually our biggest client right now is a very similar situation. He buys the leads from us. He doesn’t even do the service. He sells the product. He gives away the leads for free and then they buy the product and then he gets a margin on the product. So it’s I think it’s a killer prospecting method. Who else has got some wins?

[00:20:39] They’ve got some. Yeah, I’ll go. Devon. Okay. Sorry, man. I can barely hear you. So sorry. I will. Speak up. Yeah, now I just. It’s a small one, but it was just. It was a quick, effortless win on my end, where I have a client that’s been on retainer for a while for SEO. He’s in Portland. And it turns out I didn’t realize this for the first few months working with the guy, but the variation of his keyword for the niche and the metro city, it’s literally the most difficult variation in regards to that niche. And the city, any city in the entire United States. So like be it that niche plus New York City, it’s more difficult to rank for this than even for a market like that in L.A., according to Rex, anyway. And we got him there. We got his GMB up there over the last week. And just when he saw it, he was just there was so much gratitude that he just he just been with me 500 bucks. He’s like, it’s like I just want to thank you for your effort and everything you do. Just 500 bucks. And I was like, Thanks, that was great. I guess just to just appreciate the.

[00:21:56] $500 we’re raising your bill.

[00:21:58] Yeah, thanks. How did you know that the rent was going up? It’s crazy. And then literally, maybe a half hour later, I just from a legion that was in a higher ticket, low volume niche, one of my guys that I work with, he just closed the deal and then he just sent me 100 bucks just from that one. So it sucks. And now we’re doing nothing now.

[00:22:21] But I know that you were messing around and, like, junk removal for a while, and I know you still have some clients there. And then we had that conversation and I think you’ve kind of transitioned into try to going after bigger ticket items. And I’m curious to understand how things have changed or if they’ve changed. What what’s different, if anything?

[00:22:39] Um. Well, I mean, it’s like I got to cut my teeth real well doing it. So everything at this point really helps with creating a mindset shift more than anything, because it’s like I very hardly at this point do due diligence because like, it’s just a matter of time. For the most part, the due diligence is when I’m actually going to be having a sales conversation and I have to kind of allay what I think might be a timeline. But otherwise it’s like it’s not so much in regards to like, well, what metrics are we going to go after? Like, what is the competition doing? Very subtly, over time, I’ve just kind of come to the realization that I actually don’t care about what the competition is doing just because it’s always been a matter of time before we’ve gotten past them anyway. So.

[00:23:26] Yeah, I agree. I personally like the idea of getting there faster, so I prefer to like go to the ones where it’s going to be an easier game.

[00:23:34] But yeah, yeah. But I mean, like if I’m having a conversation because what I’ve been doing lately is I’ve been, I’ve taken the approach of using SEO as a way to get into lead generation. It’s been a lot harder to get GB apps or Google business profiles, jobs, whatever you want to call them, set up, established, verified. Spencer and I are going back and forth all the time about figuring stuff like that out, and I’ve realized that it’s just so much more beneficial to where I can have a client to like before anything is built to get me the addresses. And I do that as part of the SEO I offer them. So it’s like they start as an SEO client and will transition into a legitimate client.

[00:24:13] Right? Right. Yeah. It’s definitely a good way to get your foot in the door. Cool, man. Well, congrats on that. That’s good to hear. Mr. Spencer. What you got, man?

[00:24:23] What’s up, Patrick? It’s awesome to see some of the same familiar faces in here and also some new ones. I got the opportunity to connect with Brian Jones in the last week, beginning part of this week. I like like I said, last call is just make sure you’re reaching out to people. I think every I think Patrick is growing this group into an atmosphere, a culture of people that want to help each other. Like I said, last call. Devin I’ve been on calls. Graham Gosh, Alfredo, like a lot of us get on calls outside this group and just brainstorm and help each other. Hey, what are you struggling with? How can I help you? So I encourage you guys to jump on on calls with each other. But on the financial side of things, we added another 3000 a month to our portfolio. Three different clients. I’m unlike Jeff and Patrick, I’m using this kind of CEO website strategy to prospect for Legion clients just because I want I want the best clients to work with. And and honestly, a lot of these people, people like I’m not saying there’s a right way or a wrong way. If I would have done Legion with majority of my current clients, I would probably be happy. Everybody would be happy. Everybody is like we’re seeing eye to eye with things, so there’s definitely not a right or wrong way to do this business. But the great thing is, after you’ve done some SEO and built a website or excuse me built a website, maybe a GMB optimization, which I feel like is the foundation for a lot of companies out there these days, it’s super easy to transition if you take care of those people and to a monthly SEO client, maybe, maybe start doing some GMB posting type of stuff.

[00:26:07] So that’s that’s what we did. We essentially sold to clients that were already clients of ours for for websites and optimization of GMB up sold them to SEO and one of them to an SEO plus GMB posting stuff and then landed a new client. So for me, I’m consistently doing my best to land new money on a weekly basis. If you guys can land new money on a weekly basis, this thing just keeps snowballing. And those those those 25,000 months that I’m consistently having now are going to be 30, are going to be 40 and 50 and 60. And it’s just one of those things, man. The hardest thing for me currently is I’m still doing a little bit of the fulfillment side of things that I don’t expect my team to do or trust them to do, because some of it is a little bit on the I’ll just say the gray side of things. And I don’t want tricks to be let out because my client, my my current team isn’t exclusive to me. And unfortunately, they’re going to take some of my strategies and they’re going to run and go make money with other people.

[00:27:12] And I don’t want to let that out of the bag yet. Other than that, it’s this kind of I’m sure Patrick experienced this or anybody else that has grown an agency. It’s it’s I really want to be the face of this company still. I still want to be the people, the person that’s taking the sales calls. I still want to be able to do a little bit of this fulfillment. But what happens a lot of times is my foot on the gas. Sell, sell, sell, sell, sell. Then I got to let off the gas. Go do fulfillment, go do some of this other stuff, then foot on the gas. And so it’s this constant back and forth. Eventually, once I get this off, what you guys are going to see is another huge growth on a monthly basis to where I can continually just keep growing and putting the pieces into place in order to start having those 100 K months. So that’s that’s my goal, obviously. I mean, that’s, that’s probably super heavy, heavy handed goal. But I feel like mindset wise now you guys, since I’ve been surround myself with, with, with people that have strong mindsets, having conversations with people like Patrick that is constantly trying to improve themselves. And Jeff, I know there’s a lot of people in this group. If you just continue to keep working on your mindset, honestly, that’s the only thing.

[00:28:29] And I grew up listening to that. I heard that before. I thought it was stupid. I thought it was cheesy. If your head is in that place of where it’s kind of stupid, then it’s definitely in the wrong place. I learned here recently, if you can keep this positive mindset, man, it’s like like I told you last call. Like money is just it just is coming like it feel I feel like I don’t even have to work hard for it anymore. And it’s not like I hope that doesn’t sound cocky, but it’s, it’s, it’s almost like I just wake up every day and I make money and there is trust me, I’ve had periods of time where I was struggling. My bank account was basically nothing and going, Oh my God, how am I going to make this business work? Because I saw the power in it. It was just everybody kind. It needs to go down their own path and learn this business. So I just want to encourage everybody to. If you’re if you’re only doing $500 a month in your agency, keep. Just keep pushing forward. I know it’s difficult, but those 25, 30,000 months are right around the corner and you don’t know what corner that is. You know, every time we talked about this on the last call, I think it was with the guy with that chisel, that’s almost the diamond. And then the other guy’s gold.

[00:29:40] Yeah.

[00:29:41] Yeah. And honestly, like, if you would have told me here right before the holidays in November using Patrick’s prospecting method that we’d go from ten to consistent 25 k months, I would probably told you you’re a liar, but it’s about mindset and it’s about just continually persevering and pushing through the growing pains. So I just want to encourage everybody. It’s awesome.

[00:30:03] Spencer Yeah. Thanks for sharing that.

[00:30:05] It’s, it’s.

[00:30:06] You guys I’ve said this it’s great to hear from other people is you’re a lot closer than you think you are sometimes you’ve got to grow underground for a little while, right? The bamboo tree grows for like three years underground, and then it shoots up like 80 feet feet in one year. Right. So you got to work. The mindset is a part of this. You if you are, it’s probably like one or two things going on here. It was like one, you haven’t learned enough or two, you, you you’re kind of like on the cusp and you’ve got some you’ve got you’ve got some unrealized gains that just need to be kind of like time needs to run its course. Mindset is such a big part of this. It’s crazy when when you’re around, when you’re around the good mindset and you kind of get a taste of so we’re in this like entrepreneurial bubble, right? Where it’s like everyone kind of has the same. We want to, we want to improve. We’ve got kind of like a lot of things in common philosophically. That’s why when Jeff and I, we go to these masterminds and we meet these people and it’s kind of like, you know, right away, hey, these are like my people. Just because, like, we’re we’ve read the same books.

[00:31:12] Like, that’s what I’m saying. Everyone’s, like, in shape. Everyone reads, everyone’s like, positive, everyone’s like welcoming in, like trying to help each other. There’s all these things that you have in common and you kind of get mixed in, like, go, go sit at the DMV for half hour and see if those people are having the same conversations. And like, it’s like, holy cow, this is what the rest of the world is like. And it’s crazy. If you can kind of get used to this, how you start to realize how toxic some of this other stuff can be, right? So I think it’s super important. And like Spencer, you kind of have to make this this decision of at some point you kind of make this decision where you’re tired of this just kind of eking by and the pain of what, you know, you have to do. A lot of you guys already know what you have to do, like in your heart, you know, like, hey, I’ve got to do this. But you don’t really want it. You don’t you don’t really want it bad enough. And then at some point the pain of what you’re dealing with on a daily basis. It gets to be more than the pain of whatever it is that’s stopping you.

[00:32:23] And you’re just like, okay, now I’m going to do this. I’ve had this conversation with Jeff this week is like we’re our agency is moving forward, the software is growing, and we’re not doing it the best way possible. And that’s why we’re hiring these coaches and we’re constantly talking about it. But I already have decided that this is going to be successful, like no matter what. It’s just like. Well, like, how is it going to happen and how are we going to make things happen? Like in a way where it doesn’t kill me to get there. I’m going to this has already been said. I’m going to like make this like super successful, just like what’s the quickest pathway to do it? So let’s bring in the experts. There’s no real doubt about it. Just like Devin was saying, it’s just a question of when. When is this going to be where I want it to be. Right. Cool. So I asked Jan to join us. She recently I know there’s like this big bad monster called the video verification out there. She had a post in the group. I reached out to her chat area. I think I saw you on here. Are you? There she is.

[00:33:26] I’m here.

[00:33:27] What’s up? You know, that’s how you told me you were driving that. That’s one hell of a car there. That looks cool. Well.

[00:33:35] Chad Direct messaged me. He said, Are you in a scary movie or something? Because I was in the dark in the car. But no, I made it to my home office. So I’m home now.

[00:33:46] That’s cool. So I know that a lot of people are like, really the the the world is ending because of these video verifications. I’ll tell you, like a few things first before and then I want to hear I want to I would love for you to share your experience about what it was like. So here’s what I’ve noticed is there’s a lot of people that are doing things like maybe more shady than we are to get the jabs. And I think that has a strong correlation with when you have to video verify. I think there’s a correlation with the niches that you’re in. So we’ve had. Very few video verification requests like we’re probably verifying. I mean, I don’t I don’t know exactly the exact details, but I know I’m spending a few hundred dollars a week at $50 per GMB. I don’t know exactly what percentage of those off the top of my head are getting verified, but we’ve only had a few. Like. And this has been like the video verification thing’s been out for like two or three months. So I would say probably less than probably less than 5% have asked us to do video verification. So I just want to put that out there with the way we’re doing it, the way I teach, that’s been our response. A lot of ours are in the same niche, which I think that could be part of it. So if you’re in a niche and you keep running into this like one of two things, like figure out how to get around it, which like based on what Jerry has said, it doesn’t seem like it’s impossible to get around. And the second thing is like you could always switch niches. If you’re in like some spammy niche, then that might not be the best niche to be in anyways. So without further ado, Mr. Neri, what happened here with your video verification thing?

[00:35:31] Sounds like I’m on the news or something.

[00:35:34] So what.

[00:35:35] Happened? So? So this wasn’t for a legion. This is for my agency. So I don’t even know how it happened. But the number was incorrect, so I tried various times to update the phone number that I had listed there. It just never change. It kept on saying, No, we couldn’t verify it. Then I was like, Oh, my website doesn’t have the correct phone number that I’m trying to update to. So I went and did that, and then I just got like a soft suspension and it just asked me to send the postcard again. So I contacted it was like me that went to them and said, Hey, I’m not sure why. I just can’t update my number. Now I got this off suspension. I don’t say the word soft, but and then they reached out to me and said, Hey, congratulations. It looks like you qualify for a different kind of verification. We could do video and then that was the email, and then I had to schedule it.

[00:36:33] After give you the option to do video or they said.

[00:36:36] You have to do this.

[00:36:39] The email was pretty much saying like, this is the other way you can verify. So I could have still gone through the whole post card because I had to go in there and schedule the video verification. And I think I waited like four or five days before I did it. Once I got I scheduled it. The email just says, you use your phone. I also had my address under public visible. So the email probably by default said, Hey, show a sign with the name of your business. So they kind of tell you and ask you what they are looking for. I can I can upload the email to I don’t know if that’s beneficial to everybody. So you guys can kind of see what they ask for.

[00:37:21] But yeah, do because it would be interesting to see and for you other guys that have dealt with this, I would want to know is there different versions of this or is just like, hey, this is blanketed what they’re going to ask for every time, you know?

[00:37:36] Yeah. And it was interesting. So I was like, so they were like, you pick the time, pretty much. I emailed them back, tell them, hey, when I want the meeting and I give him two dates two times and they’re like, okay, boom, you’re scheduled. Make sure you have Google meet, download it on your phone because you are going to use your phone. Once I hopped on, they didn’t show their face and I had to show my face. And then she immediately asked me about the sign and I said, Well, I don’t you know, my I don’t go my customers don’t come to me. I go to my cousin. Okay, then do you have an invoice? Right. So I’m like, true. And then I just started my partnership with my boyfriend, so I haven’t transitioned to that yet. So I still have from my old name of my business. So I’m like, Shoot. So then I was like, Wait, I have a contract. Does that work? And then she’s like, Yeah, okay. So I send her a contract. Now this contract, granted, remember what we do, I do GMB ranking services like I don’t do the SEO stuff, but I kind of do a little bit what Spencer does where I try to lead them through the GMB ranking and and whatnot, and then I can do the lead gen for them if it qualifies, right. So I have a percentage, so you have to email it to them.

[00:38:51] They don’t want to see you. You don’t show them your screen, nothing like that. They want you to respond to the email where you scheduled the call. Right. And you email them a document. And then she says to me, Hey, okay, it’s going to take about 24 to 48 hours for it to go live a few hours. I got notification, an email saying, hey, congratulations, your listeners back up. That was it. And it was so like direct. It was like, Nope, I just need to see your name of your business and a legal document. So it was either an invoice or if you have a DBA or a license, anything like that. As soon as she saw that, she was okay, because I think you’re right. I think there’s so much so many other people out there that are doing way scammy stuff when it comes to listing. Now they just want to make sure you’re a real business, right? So when it comes to the Legion, that’s why I was like, you know, maybe get in the habit of creating contracts for that legion and put in the name of your business and getting a DBA if you can, so you don’t have to do the video verification, but at least you have documentation to back it up and secure your legion because it is a business, right? It is a real business and they’re.

[00:40:02] Doing it right. So theoretically, for our for our legions, one could potentially print off an invoice that has the name of their legion on there and mail that over as a part of this video verification. So you said that you had to sign into an application to have the call that was like Google. What was it?

[00:40:23] Yeah, the Google meet like G suite has that typically already comes with it. That’s how I kind of do my meetings instead of like Zoom and you just download it on your phone and that’s it.

[00:40:34] I just wonder if they’re using any type of or do you have an iPhone?

[00:40:38] I do not. But I will say that I know what you’re talking about. Are you going to talk about location? If they’re probably trying to match the location, that’s the only thing. So with the Legion, I was thinking, I’m like, do you have somebody in that area to do it? If that calls for it, the same person that verifies it. But then, I don’t know.

[00:40:56] You could I mean, you could. I’ve heard that there are applications you can put on your phone that will like change your location. And I’m just wondering, like how that works with this. You know, like with VPNs, it’s pretty easy for people to detect that a VPN is being used. They can’t tell where you are. So I always kind of use that analogy. It’s like, Hey, this person has a mask on. I don’t know who they are, but I can tell they have a mask. All right. So that’s kind of like how VPNs are when Google is looking at this stuff. I don’t know how that applies to this application and the like, the phone stuff, but I imagine that you could pretty easily get around that location thing. If that were the case. It would be interesting to test it, be in the wrong location and just say like try it out and see if they reject it and say, okay, sure. Yeah, that’d be.

[00:41:43] Really want to know. I’m sorry, Pat. I also want to know they she she kept on saying the name of my business like she didn’t ask. Like the documents I sent had no address on it. Actually, I don’t think so. I don’t think I had an address on it. Okay. So that’s interesting, too, because don’t you want to verify not only the name of my business, but, hey, that the name of my business is the actual location of that license. This is.

[00:42:11] Local. Almost like they were just trying to see if the business was real. Not really where it was located, right?

[00:42:17] I think so, yeah.

[00:42:18] Did they require in the body the email, did they say make sure you’re at the location of the business or anything of that nature?

[00:42:27] You know what? Let me go ahead and no.

[00:42:28] I’m kind of curious if I mean, like, if they don’t state that in the email, like your service based business, let’s just say a HVAC company or whatever it is, like how would a person know they needed to be there? Like if they just get an email, oh, I’m sorry. I’m, I’m, I’m heading to an appointment right now, too. I didn’t I didn’t realize I needed to be at my place. And because I think that’s kind of a silly requirement. But I mean, unless they state that I mean, Patrick is right, they could be pulling some GPS location.

[00:42:56] Well, remember too, that initially my listing has had the address of my home office. So not. That’s the reason I think that email came out. Hey, show me a sign. Show me something that shows the name of your business outside of the building. Like I’m pulling up the email now, but I’m assuming if it’s service based and you don’t have your address out there, maybe it’s a different email and the require, hey, just show me documents, whatnot. It seems like a defaulted. Like it was like immediate automatic. I’m kind of.

[00:43:27] Like all the communication happened through the Gmail account that’s associated with the GMB, right?

[00:43:34] Correct. Yeah.

[00:43:35] So am I going back and forth through like some like agency branded email account either?

[00:43:41] No, it was it was my agency. It’s my agency.

[00:43:45] But it was like so it was like generic, generic agency. Is that the email you were using or was it like.

[00:43:52] No, I use my actual info at my agency.

[00:43:58] So you weren’t using the email address that’s associated with the GMP, where it’s like we create this like whatever generic agency at gmail.com, right. To set up our GMB for your agency. Like that’s the typical that’s not where the communication took place. It took place on the branded agency email address. Right. That might be another sign of proof, which you guys some of you guys I know that you’re paying for like you’re paying G Suite to get this branded email address. You don’t need to do that right. Like every host will allow you to set up like unlimited email accounts branded for free. So what we do in our agency is we always make the info at whatever the domain is and then we forward all those to one account and then we have somebody that goes through and checks those and make sure and this is important too, because with your GMB is we’ve had we’ve lost a few we didn’t have this process in place at one point where if you don’t log into the account for a while because we have it in the CRM, right? So we can kind of like monitor the changes, but we’re not actually logging into Gmail account. So they’ll send an email out that says, hey, this email is going to get shut down if you don’t log into it and you need to make sure that you get that. So so we’re like. Forwarding this stuff all to one account. And then we have somebody go through and check. And then when that when we get that, I think they give you like a week or two weeks or something to log in. After they send that to you. Then we know, hey, we’re going to go log into this and make sure that everything’s cool.

[00:45:33] So can I ask a follow up questionnaire? Yeah. So with so let’s just say you’re using site crowd or whoever you are for hosting, you can create the domain based email there. Do you then invite that email to be a like a co owner or manager of the GMB? Plus you have some generic or age Gmail as the primary owner or what’s that relationship? Does that make sense?

[00:45:59] So so generally we are putting that domain email address on our actual website as like because you’ll get these quotes like if you guys don’t have an email address on your website, you should add it because what’s going to happen is like these big quotes where requests for bids, they’re not going to be able to put this stuff into a form submission and a lot of them will just like pass you over. So a lot of times bigger job opportunities will go through that. So we put that on every account and then we forward that 1 to 1 separately. We’ll set up tabs on each different Gmail account like you should have all your GMB should be on a separate Gmail account, right? So we take and we forward all of those. I don’t know if it’s the same email address and we just have someone on our team is going through and checking and looking for issues, right? So we’re looking for I would actually recommend to separate those out and say like these are like the leads that could come through here and this is the forwarding of all the Gmail so that you need to monitor that and make sure that you logging into these accounts. Does that explain it? Well.

[00:47:06] Mostly the I guess the only question I had was that domain email that you create. Is that at all.

[00:47:15] Is that ever invited.

[00:47:17] To the GMB?

[00:47:17] We don’t do it that way. There may be some benefits to that. We haven’t done it that way. I can see where Google could maybe like. Imply some additional trust if you’ve got this branded email account that’s associated with the GMB. But we haven’t done it that way. And you could potentially. Create a footprint. Let’s say you’ve got like six jobs and then this one like info at your domain is associated with all six of those. Now there’s a bridge, so.

[00:47:45] Yeah, good point. Cool. Thanks for clarifying this real quick. Patrick Will mentioned earlier in the chat that you could say that you’re in the back office or whatever, but I think that’s a good point that so many people are working remotely now due to everything that’s happened the last couple of years, it’s normal. And if we just normalize that when we’re on the phone with them and be like, Oh, yeah, of course we’re not in the office, why would I be in the office?

[00:48:12] Maybe you could you could simply be like, Look, I’ve grown this company. I’ve got I’ve got a crew of people. I’m in Mexico right now. I’m hanging out with my friends, you know, like, like, why would I be there? Like the way I’ve set this company up, I can work anywhere, you know, and then see, I think it would be really good to test the waters and say, like, do I if they say, Well, I’m sorry you can’t do this, but you need to make them say that before you assume that that’s the case, because everything gets way easier if that’s not the case. And I think from the beginning, people are assuming that we have to be in this location and then you’ve got to really understand the rules here on what this is before we try to build the strategy to deal with those rules. Right.

[00:48:59] I wanted to add, actually, now I’m looking at the email and this is I forgot she also had me show her my workstation pretty much. And because I said it’s an agency obviously, and I said I work from home. She said, Can I just see your desktop? And I just did this before. Then I put my logo behind my desktop as a screensaver just in case, and then I just kind of quickly showed her. It was really quick. She just wanted to see it and that’s it. And this was like done. Secondly, I’m reading this and I guess I missed it, but it says to join the video call on your computer or mobile device that you plan to use for the video call and it says install Google Meet. So if you don’t have Google meet on your laptop or your phone, then you install it. I must have skipped the computer so it looks like you can do either or and it says you’ve got to register your Google account with me. So you would use that email of your lead gen or whatever it is right to register that Google meet. So you’ve got to be very careful with that, that you’re not signed into all these other Gmail accounts and you’re only signed into the actual account where the GMB needs to get verified, right? Yeah. And then. It does talk about if you use a vehicle to get to customers, you can show us the license plate of your registered motor vehicle and your business logo on the vehicle. So that’s another way in the contract is based, right? If you quickly put a sign up, I guess, and show that. And then another thing they asked for was. Yeah. So if you service your customers at your site, you can show us the tools and instruments that you use to work with customers. So in my case, that’s why she asked probably from my computers, like my workstation, because she said, Can I see your desktop? And I just showed her that. So.

[00:50:59] So this could get more complicated. If it wasn’t for an agency, then essentially it could. Like it’s also good to know that you have the opportunity to do this on a computer. So the way that you may get around it is like if you’re doing it on a computer, don’t be signed into a VPN, but be signed into like a proxy. Proxies are completely different than VPNs and that that would be a way that you could potentially change the perception of where you are.

[00:51:29] Yeah. And then at the bottom lastly and I’ll let this be is for other verification options you can learn more about and it has a link to other ways to verify. So you can still get the post card. I assume you don’t have to go through the video verification, but I don’t know if you missed lose the the mail you use or I don’t know how that would work for people.

[00:51:54] I mean, what’s the expectation on the technology level of these? Like let’s say it’s a plumber who’s just like running his own company. Is he going to have a webcam and like all this other stuff like, hey, I’ve got a flip phone, right? I can’t have a plumbing company. There has to be a way that could be. I think my point is that it seems like it’s not nearly as scary as as it originally seemed to be with like this information combined with the fact that you can just click that button and choose another one between all these different variables, it seems like there’s always going to be a way to get verified in the current version that they have.

[00:52:30] Yeah, 100%. I think they just trying to scare the scammy people out, to be honest, because they’re not going to get on a call, they’re not going to do the video. So just it’s going to scare them.

[00:52:40] Right. Right. That’s that’s good. Let me ask you this. This person that you’re talking to. Were they in the United States?

[00:52:46] Nope.

[00:52:47] Nope. Were they Indian?

[00:52:49] Yes.

[00:52:50] Okay. So, like from a. Poker positioning standpoint. Here you are. You need to trick somebody from a different culture who is not super familiar with this, who is you need to trick like a minimum of like my experience when having these conversations with these people is I’m talking to like the lowest rung on the ladder. That doesn’t really care. They’re just like trying to check boxes somewhere. And that’s who we need to get past to make this work, right? It’s not we’re not trying to like trick Mark Zuckerberg or Bill Gates or somebody that’s like some brainiac you’re dealing with, like a customer service person in India a lot of the times, which like there’s nothing against India, there’s brilliant people there, but they just don’t know all the cultural norms. And I think I think that gives you a little bit more leeway to I think when you put all this stuff in a blender, I think it comes out pretty good for people that are running this business model still, in my opinion.

[00:53:52] I agree with you, Pat, and it sounded like she was going through a checklist anyways, because when I said first the sign, then this and she would choose wanted to get on with it and show her something.

[00:54:02] She’s got to she’s got 1000 of these to do today. Like how can I get it on to the next one? Like, I’ve got to check. She may even get paid like per per one that she completes or something, you know.

[00:54:12] But I also want to chime in. Generally, it seems like that she no matter kind of what you gave her, she was just like, okay, whatever. Like, like you’re stating, like if you were in a legitimate business, you wouldn’t get on this call, but you didn’t have the most ideal answers. You’re like, Look, my partner, we just we’re just combining this bit like your your answers to me. We’re like super red flag, like, nope, nope, nope, nope. And she was like, okay, next, you’re done. Like, you’re verifying. So, like, I think Patrick’s right. Like, a lot of this is kind of the scare tactics to scare some of the people that aren’t veterans. They’re. They’re going to go away.

[00:54:48] Yeah. Yeah. And actually, the whole contract thing, I asked her, can I can I provide that? She didn’t say that to me because she kept on saying legal documents and I said, okay, does a contract count? She said, sure. I said, okay in mind if the contract talks about, you know, all the stuff we would do to a client to rank them on Google. So they didn’t even look at that and they might have the document. But I mean, I didn’t say anything crazy on the contract, but hey.

[00:55:15] Don’t mention Leeds on this contract.

[00:55:17] What happened? Oh, no, no. They had nothing in their stuff, I promise.

[00:55:22] I also want to add something to this too, because we have been going back and forth with figuring all this out over the last couple of weeks and the email that I got that I’m submitting to leads for you guys to see to, I just lied to them like I don’t have something that can record a video for you guys like you were just saying. Patrick When it comes to like if you have an unsophisticated plumber, like what they just can’t be on Google now. So an email they sent back to me, I found it. It said, not excited about video verification. If you’d prefer not to verify by video, call, please let us know. We’ll wait to hear back from you before taking any further action. And we’ll share other ways in which you can provide us the required information. So. Yeah. I cut the video verification once because I was up to some very, very nefarious activities as being a very naughty boy on Google. And I was pushing the envelope with instant verifications and I was jumping from location to location with a Google domain and finally caught up with me and it was like, you’re going to video verify now, dude, and there’s no other option. So then I just burnt the domain. That was the end of it. But yeah, yeah.

[00:56:29] That’s, that’s what I think part of the trigger is for this is when you’re doing like when you’re doing stuff like that. And we basically in our agency, we came up with a way that works and then I’m just going to repeat it until it doesn’t work. Right. And I think that’s that’s how you guys should run your businesses a lot in a lot of different ways. If you have got to $500 in your agency, do the same thing to get to 1000, then do the same thing to get to 2000. We don’t need to like if we’re over there and we’re like shooting from the foul line and we’re scoring points, we don’t need to kind of start throwing in crazy hook shots from behind the backboard. Right. That’s not don’t do that. Just do the same. Be boring. Like be boring as shit with this and just constantly repeat it until it doesn’t work. Like when you can start to add on some other pieces. But I think a lot of you guys get sucked down this, this whole or this other one with things. You’ve already you’ve already got a working formula, right? And it’s it’s it’s frustrating to see. Right. You don’t, you don’t see like. Like any of you guys watch the NFL and like when the run game is working and they’re just like, there. So I go, Graham, you’re in Australia, the NFL, it’s football in America. So so when the run game is working and they’re running it and it’s working, they’re not like, okay, let’s start throwing the ball now.

[00:57:58] No, they just keep doing. They’re going to make the person stop them and they’re just going to beat it into their head all day long. And we need to take that same methodology in our business. Right. So not that I’m saying like, hey, Graham, don’t do the nefarious stuff. It’s good to play around and engineer it. But like, I think it’s good to get to get to 10,000 a month, 20,000 a month, have everything like get to the spot where you want to be and everything is cool. Then you can start to tweak it and maybe that can help you go faster. But if you’re stuck and you’ve got to 500 or 1000, now is not the time to try to like, play with things. Now’s the time to repeat and master. And then once you’ve got that mastery, you can start to introduce some adjustments. I’ve seen so many and I did the same thing. This is coming from personal experience. It took me, like I said, two years to get to 4000 a month. And I’m like, I went to an event and I saw these people doing 25, 50,000 a month. I’m like, What am I doing? Why are these people ahead of me? They’re not like, I’m talking to them and I’ve played poker for ten years and then I was a software engineer and I’m like, Honestly, this person doesn’t seem like they’re smarter than me.

[00:59:04] I don’t think they’re more personable. Like I know more about tech. Like, like why? Why are they making so much more? Like, they just, like, focused into the same thing again and again and again. A light bulb went off in my head. Right. That was that was like one of the biggest aha moments is I had built up these people and maybe some of you guys that are stuck are doing the same thing with me and Spencer and these other people that you see have success where you’ve built us up to be super smart or somehow more capable of accomplishing this stuff. I’ll tell you, the basic of what this is is so simple. Going from playing poker for a living that was the most like cutthroat, hard thing to do. Then being a software engineer was easier. And then this is the easiest. The hardest part of this, though, is to really narrow your focus and kind of get those horse blinders on and just like repeat, repeat, repeat the same stuff that works. If it’s worked for you once, it’ll work again. You’ve got if you’ve got a dollar coming in, you can get to $2, right? And just keep on multiplying that don’t like I don’t know if you guys are resonating with that, but for me that was like one of the biggest moments in, in this journey was just that realization. Cool. All right. Jerry, do you have anything else to add about this video verification? Any final tips?

[01:00:29] No. I mean, we’ve pretty much covered like don’t overthink it and don’t don’t do it. I will say this. When you do your legions and you’re doing these jobs, just do it right. So you don’t have to keep playing around. Because the only reason this happened to me was because I went to go change the phone number. If not, this wouldn’t have happened to me probably. And I know it depends on the niche as well, so make sure you have the right number and all that good stuff. The name. Do your due diligence correctly before you go on there and put that up there. Because if not, you know, this might happen. But either way, if it does, just make sure you have everything in place. But this suggestions of any DBS or any documents or anything that is going to help you get verified and not have this problem. But what you just said, though, I will say this, I want to remind everybody the power that we do have with these scales, because we started doing actual trials now with the Legion, but with the GMB ranking and because it’s so powerful that GMB heatmap to kind of show that. And when people see that we already know, Spencer knows and a lot of us know how the business owner looks at it and it’s like, wow, it’s like out of this world, like, what is this? And I can’t believe this happened. We have a new client local because I’ve been trying to kind of work more with local instead of just trying to go everywhere and helping the local businesses.

[01:01:57] And they’re massage therapist and it’s an easy niche, you know, so it’s really like underutilized. And she, it’s two women and they got scammed before I guess, and didn’t do anything, paid an SEO company or something like that. 1500 dollars a month. And in two weeks she texts and says, I don’t know what you’re doing, but keep doing what you’re doing. We’re halfway booked in March already, and that’s the power of what we do. And we was just getting started. All we really did was optimize the GMB and it was just we haven’t even complete a citation like that. So just getting started and what we’re doing is at the end we have a call with the client, you know, see how we can show them what we did. And we do a very small piece of what the actual campaign would be for GMB ranking. And the ladies signed on doing a six month contract and they do a mobile massage. So we’re doing legions for that. And just want to remind you guys about what we do is is different than most marketers I would say to. And what we have with SNAP is powerful. They’re not showing this, you know, they’re not showing this to their clients. So just want to remind everybody about that. And that was my win, too. I guess I’ll show you that.

[01:03:15] Yeah, that’s super cool. That’s that’s one of those ones that would be I’ve kind of like thought about it for the arbitrage model is like getting the mobile massage stuff coming in. I know that you’ve got that set up through SEO, but theoretically if you had mobile massage coming in all over an area and you had a receptionist that was answering the calls, you could basically be taking a payment and sending somebody out there and like taking a cut. And that would be a pretty easy business to scale, right? To say.

[01:03:46] Yeah, that’s our plan. We’re trying to own mobile side. When I even, you know, the lead gen has shifted for us is more like owning the business and then kind of the arbitrage model and then working with them, they actually trying to franchise and all that stuff. So yeah, and it’s very low hanging fruit, so yeah.

[01:04:06] Yeah. That’s cool. I like it. Gerri, always a pleasure. Thank you for sharing.

[01:04:12] Oh, yeah. Thank you.

[01:04:12] Anything else? Anything else? Any other words of wisdom?

[01:04:18] Just get shit done. Just wake up and get shit done. Don’t let your mind get in the way. Don’t let the person should get in the way. Just five, four, three, two, one, if you want. Mel Robbins it at me. Like, just just get it done and keep working on yourself. Because, like you said earlier and Spencer was talking about this mindset is everything. You know, I there’s no entrepreneurs in my family like that. You know, I come from a very poor family. So, like, I’m the one like me that I made it, you know what I mean? And I still have a way to go, you know, but I use that to fuel me. Right. And, and keep going. And I have a lot of work to do. I’m reading traction, by the way, as well, because I think I told you when I was reading it before, I didn’t finish it. But I’m setting everything up because I have things set up, but just not as organized as I would like it to be. I mean, so the traction book is, is great. So, but yeah, that’s it. Just get shit done, don’t overanalyze it and keep rocking.

[01:05:18] I’ll tell you, the real value of a book is, is so dependent on like the time of when you hear it right. I think you and I were talking earlier this week and we were talking about this where the first time you go through traction, it may not be what it may not be the medicine that you need at the time. And then you go through it again and you’re like, Holy cow, this is amazing. It’s really dependent on where you are. That’s been so true with so many books. I don’t know if you’ve you’ve read this one. I find that it’s like I’m so focused on trying to move forward and be productive all the time. And I don’t have downtime and I’m like, so I get some audio books that are like, you know, it’s kind of stupid. I listen to the Harry Potter one. I was I was telling you about lunch a couple of months ago, right, where I was like really into like Harry Potter. So I started listening to this like Kevin Hart book. You can’t you can’t make this stuff up or something like that. Yeah, it’s and it turns out that it is like that dude is his mindset is so. I mean, I’ve learned so much from this book about mindset and what he went through. He came from like a really rough childhood and like to be a standup comedian.

[01:06:32] He had obviously some natural gifts, but his mindset, like I was in the gym listening to it last night and like I didn’t get my workout early. I like to get it early. I didn’t get it. So it was like 10:00 at night and I’m in the gym and it was one of the hardest workouts I’ve had in months because he was talking about how he was like driving five times and he was taking the bus like five times a week from Philadelphia to New York City to like record and watch and study these other comedians. And I was like, man, like the dedication that he has. It’s the reason for the success. And that’s not something that’s like that’s not the first time you’ve heard that story. There’s a lot of lessons that he went through, and he does it in such a he delivers the message in such an unsophisticated way that it’s, like, super easy to relate to. Yeah. So if you guys like there’s a written book and then there’s audio, he actually reads the audio book, so I would recommend it. I thought it was I’m only like halfway through, but it’s been awesome. There’s just been a lot of realizations, you know? My mom, she always there’s always this like doubt, you know? I told her that, hey, you know, I joined this like coaching program for SAS founders and eight of the coaches have had like nine figure exits that I have access to.

[01:07:56] And her response is like, well, that doesn’t mean that will happen to you. And I’m like. Like, I know she loves me and I know she’s got my best interest at heart. But like he said in his book, he’s like sometimes the people, like the people that are closest to you, they’re going to fall into two categories. They’re either going to be the first people to support you or the last people to support you because they don’t want you to get hurt. And they’ve got this vision of you. And this doesn’t line up with that vision and they’re worried that you’re going to get hurt from it. Right? He’s like, sometimes people don’t understand your idea until they see it in action, and that doesn’t mean that they don’t care about you. And that was like big for me. That was like that, that realization. I think maybe a lot of people are on this call, have doubters in their life that are that are fighting with that mental struggle. So if this if this kind of resonates with you, I would recommend checking that book out. I think it’s been phenomenal. So Kevin Hart’s I can’t make this stuff up.

[01:08:51] Yeah, I was laughing, dying, laughing, listening to that because I learned so much about Kevin and, you know, and how his mom, you know, and his upbringing played such a role. He had no idea, you know, his success. It is because his mindset and his hard work. But like if it wasn’t for his mom, how she was with him, I think that played a role. I don’t want to spoil it. Spoil it, but you guys should definitely get to that book. It’s hilarious. It’s a good it’s a great book.

[01:09:19] It’s entertaining. I bought it. I bought it because I thought that like, hey, I want this, like, entertainment, and I just want my mind to float away and not be focused on work all the time. But then it turns out that it’s very it’s very much a like success book of like, hey, this is the story of how I became successful. He, he I’m not worried about giving it away because I think everyone’s going to find it entertaining. But he basically attributes his mom had him on this, like, super regimented schedule to keep him off the streets in this rough area. And then when he transitioned into adulthood that like regimented and disciplined life of like doing this stuff and like it was a habit and he was used to it, he was comfortable with it. So it was like an easy transition for him to continue that. Right. So super cool. Yeah. So someone was asking about traction. Yeah, that’s Wickman. He’s got a few books out. I think you just released another new book. I haven’t got it yet, but I’m going to get into it. It looks like there are certain authors that you’re just going to be like when they write a book, I’m going to buy that and I’m going to consume it, you know? Cool. So. All right, well, let’s let’s. We’ve got a hand up. We were getting ready to check out. Who is it? It’s Sarah Bailey. What up, miss? Ms.. Bailey, how are you?

[01:10:40] Hey. Yeah, actually, no, this is really so happy for that. All right, so here’s traction if anybody wanted to see it. Did you show Gina Wickman? Yeah. And here are a couple of other ones. Extreme ownership.

[01:10:55] That’s an awesome book. I recommend getting the audio version of that because that one is actually read by. Who is it? Who’s the author there? Leif Babbitt. Leif Tako. Jocko Willink. One of those. Yeah. They there. So those Navy SEALs actually read that book and you get to hear the stories that they some of the like battles and stuff that they went through. The Navy SEALs and their own words and their emotion kind of pours through in the audiobook.

[01:11:21] So and there’s a big interview with Jocko and Tom Bill you on YouTube it’s the why he does impact theory. So many good interviews on impact theory and so that is basically just own your own crap you like stop coming up with excuses, which I’ve done for a long time. Like you could have had 18 things happen to you today and you didn’t get to do your work. And you know what somebody did? Somebody else had 18 and they got their stuff done, so that’s for sure. And then this book, Gap selling.

[01:11:54] Gap selling. Yeah, it’s another good one.

[01:11:56] It’s really good. I don’t know what he sounds like. He’s from the Bronx or Jersey or like somewhere up there, and he talks like he’s like throwing pizzas in the oven and and doing a song. But it’s it’s good. It’s about how to close the gap between somebodys need and what you have to offer and finding out where their pain is and stuff that we’ve been trained on in this group and groups before this and around us. But it’s good to hear it a little bit from another perspective. And so I’m listening to they say the fastest way to absorb and get through a book is to listen to it on fast audio speed and read alongside with it. Was that you, Patrick, who mentioned it?

[01:12:39] I don’t think so.

[01:12:40] Yeah. Somebody said have the book in front of you, listen to somebody do the audiobook at like 2.0 speed and you’ll get through it really fast and you’ll absorb it a lot better.

[01:12:50] Yeah, I’ll tell you, for me, I’m a huge believer in writing things down and taking notes I have. I’ll share this with you if I can get this in front of the screen here for a second.

[01:12:59] I do too. While you’re doing that, I’m taking notes and notes and notes. I make our mark up, my books when I read them so I can just pick them up. You know, like when you from the mind, through your fingertips, when you handwrite, it’s like it uses 12,000 different reactions in your body to get just from your mind to your fingertip. When you write and the impression of pen on paper sears it into your brain more than if you’re typing or just listening.

[01:13:27] Yeah, like triggers other parts of your brain. So I’m like, one of the things I struggled with before is I would take notes in notebooks, and then when I wanted to review it, I would have to like, we’re traveling and I don’t always have the notebook. So I bought this. I’m trying to get generic to get one of these this remarkable. So you can kind of.

[01:13:45] See, oh, is that for the Mac?

[01:13:48] No, it’s own separate device. It feels like paper when you write on it. So kind of, but it stores everything in the cloud. So this is actually traction. I was like rereading a part of traction that I’m trying to get down. So you get this like little pen and then you can actually erase on it and you can like cut and move things around, which is really cool, but it all syncs. So it sinks to my phone, syncs to my computer. So like every time I take a note, I’ve got it on all my devices, right? So if I’m just want, like if I want to get that, yeah, it’s expensive. It’s like.

[01:14:18] Yeah, well you know what, iPad Pro has that too. So they’re pencil and then they have it will upload to whatever. Is it for note or one of them.

[01:14:29] Yeah. The thing I didn’t like about the iPad is that like I really like that it feels like you’re writing on paper. And then with the iPad, it’s like bright where this is kind of like the Kindle where you don’t have the blue light in your face because it’s not it’s not backlit. You need a light with this. So the blue light, I don’t know if you like. You guys were all working on this computer stuff. We’re getting a little off topic on this, but like the glasses I wear these these are like they block the the blue light, which is like if you guys are having trouble sleeping. I know that. Gennaro, you were saying that Joe is like or Joe is saying he was having issues sleeping. Right. And he put some filters on his computer and he was trying the different glasses.

[01:15:08] Yeah.

[01:15:08] That can definitely play a factor in it. So for me, I was like, I don’t want to be writing on the iPad and just having like another way to have more blue light. So when I’m reading, a lot of times I’m reading on the Kindle or I’m actually reading the book and then I’m taking this. So like the end of the day, it’s great to kind of cool off and not have that blue light in your face for a couple of hours before you go to sleep.

[01:15:29] But I would for your suggest for a recommendation, don’t wear those while you’re doing a video training. Yeah. If you’re looking at the camera, you have a big screen right on your.

[01:15:41] Yeah. Because we’re reading what’s on my screen over here.

[01:15:44] Yeah, we see everything.

[01:15:46] I feel.

[01:15:49] All right, guys, it’s. It’s late. Sarah, thanks for sharing those books. We’re past the time. I hope you got. I know this was a little maybe a little bit more personable of a call. I hope you guys enjoy the style and got something from it. So again, you guys do the stuff this week. Let’s create some wins every week, wins from the same people, share it, and then we got to run.

[01:16:12] Okay, wait, no, I’m going to wait till it’s official, but I’m working out the details.

[01:16:14] But sure, the beginning of next call.

[01:16:17] I’ll do done.

[01:16:17] The next could happen. The rest of you guys stop letting Spencer and these other guys hog all the wins. Create some of those for yourselves because those, as we’ve seen, they stack up, they stack up, and then they turn it into bigger wins. They turn it into 25,000 months. So you guys have an awesome week and we’ll see you guys in the group. Thank you. Here.

[01:16:38] Hi, guys.

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[00:00:00] The new.

[00:00:00] Golf.

[00:00:03] What’s up, everybody?

[00:00:07] What up? What up?

[00:00:10] There we go. I like the energy.

[00:00:13] Neal’s back.

[00:00:14] Alfredo got Neil Devon the house.

[00:00:21] How’s everybody doing? Good.

[00:00:25] Yeah. I like Jeff’s new look, man. Is that the new look, dude? Just not going to grow beard, bro.

[00:00:32] Yeah.

[00:00:35] It’s just. It’s just a day late on the shave, that’s all.

[00:00:42] Oh.

[00:00:43] We got a pretty, like, loose work environment with. With our.

[00:00:46] Agency here. No, I don’t mind. I’m just saying, man, if that’s one day of not shaving, bro, we’re proud. More props to you, bro. You put Patrick and I to shame with our beards.

[00:01:00] Cool, cool. All right, who has we also got. We got Mr. Jackson’s daughter. What’s up, brother? Your icon.

[00:01:07] Hello?

[00:01:09] We got Craig. Devin. Alfredo. Greg Chester. What’s up, man?

[00:01:16] How’s it going, my man?

[00:01:18] Good, good.

[00:01:19] Yeah. Good to see you. And we got Graham over from Australia. What time is it there? Like six in the morning.

[00:01:27] Nominees. 1030 1039.

[00:01:30] Okay.

[00:01:31] Cool. All right, who’s got wins?

[00:01:38] I got to lose weight.

[00:01:42] I’ll take it. What do you.

[00:01:43] Got? All right. A new client just got one lead.

[00:01:49] So I was calling around. I called this guy. We hit it off. I was like, wow, this could be a great fit, because he could do another niche that I had. And I was like, This is perfect. So I get the lead. The lady calls me the next day, says, Hey, I haven’t heard from anybody. And I text him and he says, Yeah, I don’t think this is going to work. And I’m like, I went from high, you know, this is great to what you know. So I called him and I said, What’s going on? He goes, and it just doesn’t feel right. I’m like, It doesn’t feel right. I was like, was something I said, I just talked to them and now I’m seeing stuff with being investigated. What do you call it? Not Angie’s, but I think the FCC advisor. Yeah, home advisor. And he goes, just. It doesn’t. I’m like, whatever. I couldn’t battle that. So I was a little dejected, you know? And you can either whatever. I just. I just hit the ground running again. And ten calls later, I found a guy that was better than him. You know, so we’ve been going back and forth. This is just yesterday. And, yeah, this guy wants to take it all and he’s gone. So it’s just there’s highs and lows. I mean, so when you lose something like that, you just got to say screw it and just hit the ground running again.

[00:03:11] Right? Right. You guys remember that? That don’t treat him this way, but. But they are the commodity, not us, right? Like we’re the ones that have the leads coming in, and you shouldn’t at some point, you shouldn’t have to convince these people to try to grow their business. If like because like if he’s saying it doesn’t feel right because of like this other companies like I mean, come on, man, you’re just looking for excuses not to grow your business if you don’t want to. If you don’t trust in the trust in us or whatever, that’s that’s a completely different situation. But if you’re kind of making those kind of weak excuses, just like that’s that’s a red flag, that there’s going to be a lot more problems to follow, you know?

[00:03:56] Yeah. Totally different guy.

[00:03:57] From the day before. You know, it just this way. It kind of blew my mind. I was like, Wow, this is going to be a long term relationship. But above. And it was like, what happened, you know?

[00:04:05] Yeah, it sounds like he did some research and got spooked, but onto the next one.

[00:04:11] Man Colt.

[00:04:13] Who else has got some wins?

[00:04:16] I got one.

[00:04:18] Oh, yeah.

[00:04:20] Who’s first?

[00:04:22] Who was that? Was that.

[00:04:24] Greg? Yeah, this is Greg. Hey, Graham. I see you and William Jones groups. You’re one person I recognize, but two big wins, one getting on the phone with you, Patrick. That was a huge deal. I really appreciate that. Fast forwarded what I’m working on. So appreciate that. And then finding this group, that’s a win. And then I found another piece of software you guys might be interested in. My business partner turned me on a Typeform and I’ve always hated it. He loves it. I hate it. Well, they have a video platform. I don’t know if you’ve ever heard of it. Video ask. You’ve got to check it out. It’s pretty legit. But anyway, finding and learning new things. That’s the win. Thank you.

[00:04:59] Awesome. Yeah, I’m going to go in. So I’ve been paying for Typeform for a few months. It’s actually when you guys sign up for an account that survey that ranks the modules based on what’s important to you. That’s Typeform. So I’m paying like I think 50 bucks a month for it. And my buddy Graham has turned me on to app Simo and through that there’s a software called Form Value, which I think I ended up paying like 100 bucks or 150 bucks. There’s different tiers, but it’s, it’s essentially the same thing as Typeform, except I paid for a lifetime membership of it. So I just paid once a hundred bucks one time and it has the same functionality as Typeform. So haven’t really dove into it. But those, those lifetime deals on app sumo look, I mean I’m kind of addicted to that site, so you might want to check that one out. Craig It’s they actually reached out and said like, hey, let’s put snap on on app sumo. And I said, I don’t think that’s right for for us. But it kind of like I started to understand their business model a little bit more. And I’ve been I’ve got to stay away from that site, man. I’m spending too much money on that. I’m just like, Oh, I can use that. I’ll get my money back on this. It’s just like it’s like Black Friday on there.

[00:06:18] Well, the weird thing is, like, Typeform didn’t contact me or I had no idea Typeform had this. I found it through a Facebook ad, but basically it’s a platform. What they want to do is replace going back and forth with texts. They want to send videos back and forth. So that’s the intent of it. But at its root, it’s a video, a very engaging video type form.

[00:06:38] Okay, cool. I’m going to check that out. Hey, Greg, will you throw that in the chat for us? Sure. It’s called video. You say video ask.

[00:06:46] Yeah, video ask. I just started just started using it this week. I’m in love with it.

[00:06:52] Awesome. Awesome. All right. Was it Graham or you? The other one with the win?

[00:06:56] Yeah, man. I think I might have cracked the Amiga code for this GMB getting GMB postcards, man. I’m not going to tell anyone how we do it, but it looks like we’re going to hit the gravy train. Man with ease. Gmb finally after spending fucking ten grand. Oops, sorry for the language after spent about ten grand on courses and going down rabbit holes and shit, we might have found something that’s going to work.

[00:07:23] That’s cool.

[00:07:25] That is cool. I know there is another guy from Australia that was reaching out to me yesterday that was really struggling to get jobs in the United States. Excuse me, this puberty thing going on here still in the United States. What’s worked really well for us is Craigslist like we’ve lost a couple of Craigslist accounts here and there. One of the strategies that we’ve really started to implement is like seasoning the Craigslist account. So basically the idea is you’re posting for some service that’s not going to get you suspended. That requires something local that maybe would be related to like. So if you’re posting for you want the GMB, maybe you post like a social media manager or you post some kind of job and you could even have them do that to do some tasks for you and then kind of weave this in there. So that’s worked really well for us. Another idea that I want to mention to you guys for for these posts, we pay people and sometimes it can seem like suspicious to people to get cash for a credit card. And you could give a gift card for something like a Starbucks gift card for $25 might make it seem more legitimate to them. It’s weird psychology. We messed around with it and we’ve had some success with that. At one point we’re actually doing because we’re finding that the people that were responding, a lot of them were like high school young teenage guys or like like in the early twenties. And a lot of these people are playing video games. So we were there’s like, I’m not like a video game master, but I think it was called like rally points or something like that where we would like give them these points that they could use somehow for like video games. And that did really well for a while. So just kind of like thinking outside the box indeed is another really good one. The Facebook groups, for those of you guys that are struggling to get get those things, I think, Jackson, you’ve been struggling to get some some jabs live, right?

[00:09:18] Yeah. I use an old method and just haven’t really been focusing there.

[00:09:25] It sounds like you don’t really want to expand too much on that, which is fine.

[00:09:29] Not really. I’m good right now.

[00:09:31] All right. How are you doing, man?

[00:09:32] I’m good. I’m good. Just on slides and stuff.

[00:09:36] What’d you say? Working on, like, a slideshow?

[00:09:38] I’m trying.

[00:09:39] To.

[00:09:40] Build out my offer.

[00:09:42] Cool, man. Do you have any. Any, anything to celebrate over the last week or two weeks?

[00:09:46] I got a couple appointments, but they’re no showing and just kind of, like, frustrated, to be honest, with a few of my sales that I’m dealing with keep reaching out to landscaping companies. I’m doing a lot of my prospecting on Facebook, and I tend to be getting guys that look calls and don’t show up. So the last ten I’ve talked to, like nine of them don’t answer. And then they go, go. Oh, I’ll.

[00:10:07] Tell you what, man, I kind of understand your strategy and what you’re doing there. And it’s always easier. It’s always easier to sell to sell the Ferrari when you have it in front of you. So, you know, if I, if I this is the example I’ve given for like pre selling versus like building and then like selling the stuff. So I’m like, Jackson, I’ve got this car. It’s really fast, man. It’s, it’s, it’s really nice inside. It’s so sporty. You’re going to love it. You know, the chicks are going to dig this thing. Do you want to buy this car for 100,000 or. Jackson Here’s the keys. Why don’t you take it around the block a couple of times and tell me what you think? Right. So having those leads in your hand where you can just kind of like give them to people, especially when you are when you’re in this phase right now where you kind of like you could be doing them both at the same time, right? Like you could be building out and ranking some things while you’re doing this so you have it in your back pocket. I believe that if you build it, they will come and then that’s where they become the commodity where it’s like, Oh, you want to go like make an excuse why this business model won’t work. I’ll just go on to the next person and the next person until I find somebody that really wants to grow their business, you know, and the whole mindset, you’ve actually created an asset too. You’ve got something that has value, right? And that is certainly not a waste of time. You know, there’s a lot of times where I’ve worked all day long and I’m like, What did I actually accomplish? Like, what did I do? Like, what did I actually move the business forward? And then there’s, there’s certain activities that I can do.

[00:11:46] Like if I read and I learned something new, then I’m like, okay, there’s like that certainly is beneficial. But having this where like you’ve actually done something, it’s, it’s, you know, it’s all virtual, but it almost feels like it’s tangible when you have this and you’re like moving it towards something. I don’t know of anyone that has a bunch of sites that are ranking, that are bringing in leads and they’re like, Hey, I’ve got I’ve never heard. And all the people I’ve talked to, I’ve never heard someone say, Man, I’ve got 100 sites that are bringing in like 50 leads a month and I can’t get anyone to pay me. I’ve heard that zero times, right? I’ve heard a lot of people that are like, we’re struggling like close people, but I don’t I don’t have the ranking sites in the leads coming in. So to me, it’s like I never really start to make a lot of money from a site until until it’s like ranking. Like that’s like so doing it first doesn’t seem like the wrong way to do it for me. But I know you’ve got you’ve got some, you’ve got all kinds of like processes and stuff you’re putting in place. Those would pay a really nice if you could get these guys on a trial. And I know you’re like trying to run it through through ads, I think. Right. Is that how you’re doing it? You’re like getting the people and then you run. Yeah.

[00:12:59] Like the go fast look sexy method is what I’m. What I’m.

[00:13:04] Yeah. I mean, you could absolutely do that. You could pair that with like having some stuff being built while you’re doing this to if you land one. Yeah.

[00:13:12] Yeah. So we actually we did change.

[00:13:14] Our strategy a little bit from the last time we talked. I was going like the agency SEO model method. I think we chatted like two weeks ago about this.

[00:13:21] And you sent me some cool.

[00:13:23] Voice messages on it. But, you know, approaching these guys and telling them about the asset and that we’re going to be building something out in the area anyways and trying to get them to commit to a flat fee with us and then run ads and deliver on like a guaranteed minimum amount of leads, something like that. That’s what we’re thinking about. And then back up on the on the back end, have that lead gen being built. 90 days, 180 days after working with the client, hopefully getting them enough business to afford the marketing and the flat fee and then move on to lead gen and cover our overhead and kind of throttle back the ads a little bit so we can make more profit six months down the road.

[00:14:04] Yeah.

[00:14:05] I mean, I tried that strategy a lot and it was painful for me. Like I did a few things where I invested in a lot of my time and money on courses and ran the ads. And then once someone came in, I would I would have them paying. But the, the the biggest thing was to just really build the sites and get them to rank. And that’s like. It seems like it’s like. It can be boring because you’re putting in this time and you’re not like, if you need money fast, you can think like, Hey, this is going to take forever. But if you start today, then that’s like one day sooner than it will be ready tomorrow. And like, we’re just constantly building sites. There’s never a time where we’re not building sites. A lot of them are like for referrals that we’re trying to rank, but we’re always kind of like trying to move this forward. And and that’s that thing where at the end of the day, I know my business is moving forward if we’re like. Buying a new domain. If we’re adding new pages to the site, we’re getting new backlinks like I don’t know when, but I know that that’s worth something, you know, in what happens if like, if you go through and you’re trying to like close these people on these deals and you don’t actually close them, like you’re probably learning and adjusting.

[00:15:25] And that’s something that you can say, Hey, I moved forward because of that, but it doesn’t seem tangible like when you’re like actually doing this, it’s like you’re essentially building a house and then it’s like finding a renter. Right? So where is if you could talk to 300 people and nobody wants to buy the house before it’s built, then it’s like you’re still in the same spot that you were before you talk to anyone, right? So I’d be interested, man. Jackson I would say like. I’ll challenge you to track your time on, like, building a site or anyone for that matter. Like spin like a few months, track your time on like the time putting in to this versus the time like trying to pre-sell and look at it, look at it a little down the road and see which one’s a better hourly rate. Because I have very strong suspicions that your hourly rate is going to be better for just like building this stuff out and then like it’s going to be an easy sell, especially for you. Jackson You’ve got great sales skills. It’s just a question of like making it easier on yourself.

[00:16:32] Cool.

[00:16:33] That’s good advice. I’ll try that out.

[00:16:36] Our brother. It’s good to see you, man. Who else? Any other wins?

[00:16:40] I guess wins. Collected another seven K this week and new money six of that’s from a website build we built we built some seasonal type legions that are starting to actually take off. And so this week’s been quite challenging, just trying to juggle with ads out in multiple markets with trying to get some, some people to test out the product as Patrick. Patrick Patrick’s method with the drug dealer method, as I refer to, we’re going to sample out the little drugs and they’re going to bite and we’re going to rent these sites. And then we’re one step closer to that 12% revenue of that roofing company in Atlanta. I reviewed the contract with the attorney that drafted it up, and now it’s in the hands of the other guy’s attorney reviewing that. So I’m hoping by next week I’ll be 12% owner of a roofing company in Atlanta.

[00:17:44] So cool, man. Are you are you like is this become normalized? The the the tone of your winds used to be man I closed a 5000 job and now it’s like know I collect another seven K I’ve been working on this this 12% this seems like.

[00:18:02] A Patrick he said another coffee. I said another seven K. Yeah.

[00:18:08] So like it’s the one thing that I’ve shared before in Patrick I think you’re used to this as well is I struggled for for many years just in general of making money. And it’s the one thing I don’t know if it’s about the vibration and the energy and the people that you have surrounding you that you just kind of feed off of. But it seems to be the the more money you make, the easier it becomes. Or as it starts to make, it just becomes easier. And honestly, like, I’m not trying to gloat or brag. That is definitely not it. I, I’m. I just celebrate every day I’m able to get up and do something that is really, really fun. It’s never monotonous. And when I’m able to help people out and actually be able to see the one thing for me, man, is honestly, the heat map, the software is really been just from a psychological standpoint. Obviously, you guys know I’m using it and like the audits when we’re prospecting, but being able to see because the guy the guy that taught me this, some of you guys know who it is. I won’t mention the name, but they’re they’re big believers and not purchasing tools and driving your car blind. And so for the longest period of time, I didn’t know any better until I met up with Patrick here, I don’t know, a year or so ago and saw the heatmap software. What that allows for me is to know that all these things that Patrick and all these other gurus tell you you guys should be doing when you can actually see it almost in real time, develop in front of your face and go, Holy shit, this stuff actually works. It’s not just like this. Oh, Bill Backlinks. So citations, all this other crap and you’re like, Oh, I mean, it’s getting some phone calls. But when I can actually see that, what we do will actually translate to the heat map, lighting up, turn and green. Like it’s that that’s just motivating as hell for me every day.

[00:20:06] Yeah.

[00:20:07] Yeah, it’s awesome. And it’s. It’s certainly been a game changer for us. And it’s it’s great for understanding where you are, for testing, for prospecting. There’s there’s so many different uses, uses for it. And I think this this thing of.

[00:20:25] Like.

[00:20:26] It’s easier to have to like get money when you have it coming in. It’s, it’s not like a magic thing. Here’s what I think goes on and I’m a big believer in this is like for you to kind of like get into the position where you’re able to like start making this money. A lot of things has to align. And once you’ve kind of like made that shift and you put yourself in that position, you just kind of like hang out there. And what worked to get you the first money continues to work because you’re staying in that same space, right? So it’s like you are doing the same things and if you stop doing those, then you’re going to notice that it’s probably going to go away. And sometimes that’s not necessarily a bad thing. Like if you have a lot of fulfillment to catch up on, right, because you’ve, you’ve sold a lot, then it’s good to like take your foot off the brake. But you always, you kind of got it in the bag. Well, now I know how I can do this, right? And it makes it a lot easier when you when you when you take that attitude into a sale. There’s no desperation. You just know that it’s just it’s like a numbers game. It’s just a matter of time. I’m going to talk to the right person. I’ve got the confidence they can feel that I’ve got the results stacking up. So it’s cool, man.

[00:21:37] It’s I, I know exactly how you feel. There was, there is times where, you know, the first two years in this, it, it was hard to get to 4000. And then after a while, you know, there’s people that are reaching out on almost a daily basis offering to pay me. And I’m just like money showing up, like there’s checks that we will find. We’re like, Oh, we didn’t, we didn’t I didn’t catch that. I didn’t even yeah. So like it is, it’s a weird adjustment in what, you know, what seemed like it was so challenging becomes much easier. And I want you guys to be inspired by this because everybody goes through this mindset and when you’re stuck there, like just some of these small shifts that we talk and a lot of it is mindset can unlock this door that can open this up just like it has for Spencer and so many other people. So I’m a big believer that a lot of you guys are so much closer to success than you think. It’s just some some small adjustments and you know, what’s going to work for Spencer might not work for you. You’ve got to kind of find your own way. Everyone’s got their own, like strengths and weaknesses and being self aware enough to be able to address those I think is a is a is a big key. So congrats Spencer on another boring seven k deal and the 12% ownership.

[00:22:58] Yeah I noticed gram gram in the chat called you spend so we allowed to call you Spencer. Is that only for a man? Yeah, I. I grew up. I grew up. Friends call me Spence. Nice. Yeah, basically, as long as it’s not something. I mean. Hey, you. As long as it’s kind of a nice tone. Hey, what’s your name? Right, I’ll answer. All right, cool. So it’s hard for all these not to, like, change everyone’s name. Like, Patrick should be Pat out. Jeff should be Jeff. Oh, yeah. All right, Spence, my staff. You know, it’s just how we roll. I get called Mr. G-man and all sorts of shit. No one gets called by the real names down here. It sounds like Brazil. Brazil’s like that a lot.

[00:23:45] Cool. All right.

[00:23:46] We have another win on Facebook. Yousef is saying he’s got more leads to sell than he did last week. So I say that’s a win. He’s got current clients that want him to create new jobs and manage more jobs. So he’s expanding. I haven’t heard a lot of detail out of him lately, but apparently he’s doing doing his thing. And then we have a client wanting to expand on one of our markets. So we kind of talked about what that might look like with a start up fee. Patrick and I and reached out to him and he seems to be agreeable to that. So we’re going to get him on a startup fee and blast him off into a new market. We’ve had him for, what, a couple of years at least since I’ve been around. Patrick Maybe like right before I came on board.

[00:24:24] Trying to remember who. Oh, I know who it is now. Yeah. Yeah. He’s been. I think he came on right before you, so. Yeah, he’s been around for a little while, kind of like mid-level. He’s a younger guy and just wanted to, I think, kind of get his business organized a little bit. And now he’s he’s kind of like ready, it sounds like, to take it to the next level and really expand things, which is awesome to to watch that transition. You know, it’s I was talking to someone earlier this week and I was talking about the butterfly effect of how we don’t always understand the actions of this, of like what we do. And this is like a case of that where, you know, we’re just over here like sending him leads and not really paying a ton of attention to him, checking in with them every now and then. And look, he’s like, Hey, I want to open up this a whole nother section of my business. I doubt that would have been possible without a consistent flow of leads for the last two years. Like, he had to level up a lot of different ways. And and through this consistent business that we’ve helped him get, he’s able to expand into whole new markets and like expand on the existing. So he’s not only wants to expand into a new market, right? He wants to add on some additional services that are kind of like shoulder services. It’s different. Different, completely different niche almost. But, you know, so that’s awesome that to be a part of that. We’ve seen a few clients do that where some of our clients have gone and bought like an entire new company and asked us, Hey, can you do the same thing for this, this new company? And they’re like, We feel confident doing that because of our experience with you. We know that you can bring the business and not just like takes away a big question mark for them, you know?

[00:26:07] Yeah, I’ve been checking in with them. I kind of was wanting him to expand last season, but he had a kid on the way and now the kid is like round one or whatever. So it’s kind of gotten his feet on the ground, got set with all of that. Now he’s ready to roll. So I always saw him as a good expansion potential client and now that’s coming true. So I’m happy to see.

[00:26:28] Yeah, that’s cool. It’s cool. I think we found a couple a couple good people this week to join our team. I’m trying to look for new you know, you guys like a lot of you guys when when you you’re looking for people to join your team. I think a lot of people are going to Upwork and like online jobs and those are great and those have like helped us a lot along the way. But there’s also like Central and South America and we found a girl in Belize that I think is going to be a really nice fit for us. And it’s great because they’re on the same time zone in Belize. They like English as their first language. So that is is awesome. And and I’m trying to figure out ways that we can really tap into some of these these other markets to have the same time zone. There’s just a lot of advantages to that and kind of like having a little more cohesion within our whole team. So I think that’s a win for us, kind of feeling pretty good about that stuff. I saw it in the Facebook group. Our our our buddy Jimmy White has another lead where he said he got a generous startup fee current client. I think that’s a second one in three or four weeks for him where he’s kind of like closed a deal on like a startup fee deal. I saw that other couple people it’s I think it’s super cool that you guys are that’s what we’ve been doing now for over it’s probably been a year and a half and I like this strategy a lot more. And it’s it’s cool to see that you guys are closing more deals with this strategy. What you said, Jeff, was that, oh.

[00:28:03] That was a ram had to bounce.

[00:28:05] So. Oh.

[00:28:07] On him. Okay, cool.

[00:28:10] So yeah. And go back to the beliefs thing real quick is that came from me just being out there and kind of working my way through some different demos and different things that I’m doing and finding a way to tap into that Belizean talent pool. So always have your eyes open. And just because everybody goes to the Philippines or everybody goes here or there to get one thing or the other, like I always try to see like, where is the market going? How can you take advantage of something that maybe people aren’t tuned into yet?

[00:28:43] Yeah.

[00:28:43] Yeah, absolutely. And, you know, I think one of the mistakes that I made when I was building my team is I was just like trying to hire like the the cheapest people that I felt were competent. And I don’t know if you guys ever listen to the podcast by Guy RAZ. It was recommended by by Gabe to me, really good podcast. But the guy who started Kayak.com, he started it when like Expedia was this, I don’t know, like $100 million company. And and obviously, Kayak turned into a monster and I think he sold it for like over $2 Billion. But they’re interviewing him and they’re like, like, why did you go into this when there’s, like, obviously this big competitor? And he’s like, well, what I was thinking about is I wanted my ten people in my company to be better than the ten best people in their company. And it just to me, it really showed the importance of having strong people on your team and what that meant for him. And it was kind of like we’ve been having a lot of internal struggles with things getting passed off, not getting done correctly, this type of thing. And like maybe we need to go to like focus on people that are unwilling to work for cheaper money because they know they’re there, they’ve achieved more value through their experience. And, you know, that will translate and that will come back to you every hour that they work when you find someone like that. So we’re kind of like upgrading some of our talent throughout our, our team to, to, to kind of like take advantage of these higher level people. And I don’t know what the penalty we paid for it over the years, but I, I think there’s definitely been one. If I had it to do over again, I think I would have hired higher level people from the beginning and maybe hired, hired slower. Right. And then let the business demand these new hires rather than trying to find the cheapest person I can to do like X, Y and Z. Cool. Do we have any more wins? I got some.

[00:30:43] We do. We have a.

[00:30:44] Big one.

[00:30:44] In the Facebook group. Ariel is saying she has closed the first three flat fee lead gen deals. Her first three flat fee deals in the past month. That’s amazing. Three is a great number. Congratulations.

[00:31:00] That’s awesome.

[00:31:01] That’s cool. I think that there was a long time that went by where she was kind of just like grinding it out and not really. She hadn’t closed any deals. And it’s it’s kind of cool to turn that corner and start to get that money to come in and like, now all your hard work is paying off, you know? Right. Okay, cool. I want to share like I know we’ve gone through the we put the poll in there, we’ve kind of gone through and try to strategically choose some of the topics that you guys say you’re struggling with. I think one of the topics that a lot of you guys struggle with is with back linking.

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