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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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[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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[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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[00:00:07] What is up, everybody? How are we doing.

[00:00:10] On.

[00:00:10] People? Gavin? Patrick. Greg. Another Patrick. A lot of Patrick’s in this group.

[00:00:18] Yeah, but only one that only has a C.

[00:00:22] What’s that? Only one that.

[00:00:23] We’re using K’s in their name.

[00:00:26] That’s true. It does seem wasteful. It seems unnecessary.

[00:00:30] Extra digit.

[00:00:32] Yeah. All right. Who’s got some wins?

[00:00:40] Yes, we. Yes, we do.

[00:00:42] Yes, we do. I saw. Alfredo, what have you got, man?

[00:00:46] So it’s pretty jazz website rebuilds. Couple of those GMB verification. I got a couple of those today. And to be honest with you, along my journey I’m headed into like months two of like recurring business, you know, SEO package going on month two. And that’s a big win for my journey and process. So.

[00:01:15] That’s super cool, man. Yeah. I didn’t realize that you were only two months in. Seems like you’ve already. Kind of.

[00:01:24] Well, I’ve had some projects, but they’re like one offs, you know, nothing. Like, All right, I’m going to be with you for 96, you know, three months, six months, a year. So, yeah, so super. Just learning the I had a call with Geoff yesterday or the day before. Learning the software a lot more.

[00:01:46] Awesome. Yeah. Yeah, I’m, I’m making a big push towards getting our training into the platform here. So we have gone through and Geoff has, he’s work with someone to basically split a lot of the videos into sections and we’re going to take these videos and load them into the platform as well as build in all sorts of training. I plan to have some like SOP documents and stuff inside the software and kind of make that a a like a repository for you guys to find stuff, a library for you guys to have, resource library for you guys within the platform. So I’m excited to get that out. I know that we had a win from Jimmy White. He was saying that he sold. I don’t think he usually joins the call. I think he usually watches them later. But he did a he sold a legion up front with the startup fee. And so that’s kind of cool to see that method going into place. That’s exactly what I mean. That’s exactly how we do it. So I know that it’s tested in works. So like the problem that this solves to take the startup fee and, and then to not charge somebody a monthly until you have leads coming in. It takes a lot of the pressure off of you to deliver. Right. And it keeps a better relationship with your client because I don’t know about you, but it’s been a hard time for me to get leads coming in the first month or the second month, and especially even in the third month or like I tell people, and I think it helps build trust that we can’t guarantee when the leads will come in.

[00:03:24] Right. We we know that we’re going to win. And the reason we set this up actually will state in my pitch that a lot of other SEO companies are going to charge you a monthly fee from the beginning with with like a promise that they’re going to get you on the first page. We decided to charge a startup fee. A lot of times we’re going to go into the red, but we’re going to get there and we’re going to make it on the back end. But we need you to have some skin in the game. We need to know that people are serious. We have other people waiting for our services. So it’s important that that we’re both have a stake in this and we want to offset some of our costs because we’re putting a tremendous amount of money and effort into this. And so people have been cool with that. And I think, Jeff, you can speak to this because you’ve been on both sides of this, how we used to do it with how we do it now. What what’s your experience been with with that transition?

[00:04:20] Yeah, it’s been very good. I have definitely seen a lot of confidence, I think from the people that I pitch in that way because you can just position it a lot differently and it just doesn’t. I think it comes across like people understand and recognize that you’re not just trying to get as much money out of them as you possibly can as fast as you can, and that you really are. I mean, it’s a real confirmation to them that you’re building a long term relationship. And that’s the kind of language that I always use when I’m pitching, is like, I want to be working with you three, five, seven, ten years down the road. Like, let’s build something big together. And I don’t think they really believe that just by saying it once, you have to back that up with these different points of like, Hey, I’m, I’m only going to urge you to start up. Do you cover my costs? We’re going to get in the game together and then we’ll figure it out from there. I think that really speaks a lot to the value of what you’re saying and the truthfulness of the relationship that you’re trying to build overall. That makes sense. You try to do the right thing.

[00:05:27] I’m sorry. I’m trying to I’m trying to work on that a little bit here. So let’s hear who else has some wins. Jeff, if you can take over for a couple of minutes. We’re still having some technical difficulties getting this a stream into the group. So, Jeff, take over for a couple of minutes and let me try to solve this problem.

[00:05:41] Yeah, sure. Let’s see who we have. We have Brandon Spencer. They’re very quiet. Patrick, quiet like you guys are. You guys usually have some wins. Anybody besides those people have wins, correct? I can go. I didn’t even get to be on call last week so I can try. I wasn’t even on the call last week. It actually gave us some time to rest. I wasn’t feeling that well last week, so I hope you’re feeling better. Devin Oh yeah. I just needed some rest. That’s all it came down to. That’s what we need. Yeah, but a great couple of weeks. I know. I’m not sure. Jeff, you and I talked about it with Patrick. I know you and Patrick with just the C. You and I have just talked about it in the past of just joining traffic and funnels a few weeks back now and really the last couple of weeks, it’s been just different types of winds. You know, it’s not just like immediately closing into these immediate higher clients than crushing it, but just the taking a step back and actually even figuring out to a tee. Okay, who do ideally do I even want to work with at this point? Like that level of clarity has been huge. What exactly do I want to offer them? What kind of how do I want to sequence that offering and create a timeline to help with setting expectations for it? Like that level of clarity that I’ve gotten over the last couple of weeks, it’s been a huge win. It’s just been the the target’s never been clearer for me on my end.

[00:07:03] That’s awesome. I mean, that kind of clarity will really move you forward in a big way when you can confidently and without any kind of fear or judgment on yourself, like turn people away if they’re not the right client, or you just sense something’s wrong. It’s like, Let’s I know this is going to be a hassle. This client is not going to be the right client for me. I’m going to spend too much time, make too little money or whatever. It’s not just it’s just not what I want to be doing. So that kind of clarity can be very, very valuable to move forward. It’s been so easy to say, no, no. Yeah, right. Yeah, it’s empowering. But I mean it, you know, it’s what’s best for both of us. I’m not trying to be all things to all people, which I think it’s been like that clearing that mental hurdle and not just looking at it as like, okay, well, this adds to the bottom line of my revenue, but I can actually say no to someone and know that when I do finally want to work with someone, that I’m going to be the best person for the job for them. That’s definitely easier to say than do. So congratulations to you for identifying a little bit more who that ideal client is for you and taking action to put them in your wheelhouse because that that by, by turning down the stuff that you don’t want, you’ll just you’ll find more and more of the stuff that you do want, you know, that’s the way it works.

[00:08:22] So and to build off that too, I’m actually off boarding one of my clients currently for an SEO deal and just getting feedback from them and just hearing how to grow and just just hearing him say that he had no complaints with how our deal worked out was Yeah, I was hoping for some feedback, but obviously it’s still great to hear that he had nothing but a great experience working with me through the deal, through the site build and rebuilding out his GMB and ranking him in the area. It’s been it’s been. So you just got to kind of getting into that deal. You didn’t, like, decide you didn’t want to work with him anymore. And then we’re going to we’re going to work on a future project. He’s outside of a bigger city. And so he just hasn’t grown to handle the capabilities within that market. But so what I told him that I’ll start to do already is just get a property set up in there. So when he’s ready to start to enter into that market, we already have something going for it. So we’re going to be working again in the future. It’s just I how do I phrase this? One of the things that I used to offer in the past was like maintaining someone’s website or GMB and things like that at a much reduced cost, which has started to take up more time without really adding anything to the bottom dollar here.

[00:09:34] And I just told him like, look, we’re not that’s just something we are going to be stepping away from in the future. So we won’t be doing that, but we are going to transition more into a legion role if you’re interested in. He was already just asking about idea. I keep me up to date with what services you’re offering. We’ll let you know when we’re ready to get into that bigger market. And he’s going to be a repeat customer in the future. 100%, right. But you’re going to put in a different kind of a deal. Yeah. He’s going to be turned into a legion client like he was an SEO client. That’s going to turn into a legion client. Right? Awesome. Well, that’s great. You built that relationship and he has had good results. It’s always a good thing to plant the seed, I think in any kind of exit sort of conversations like, hey, you know, you have been a great client. If you have anybody in your wheelhouse who. You know, needs these kinds of services and who might be up for the lead gen type of a deal instead of my way. And we’ll figure something out, figure out some way to get you compensated along the way. Absolutely. Yeah. I’m going to get a video testimonial from him. And then also to with that Facebook group I got a couple of weeks ago, I’m going to set up an interview with him to talk about his experience. So. Right. Awesome. Very cool. Thank you. Anybody else?

[00:10:56] Congrats, Devon. That’s awesome to hear. I know that’s a big step. It doesn’t sound like that big a deal, but it’s actually like turning a corner. I’ve said this a lot to you guys and some lessons, myself included. You have to. People can tell you and you don’t hear it. You have to experience it. And then and then you can make the decision. And I think a lot of you guys are, in my opinion, kind of wasting time by doing some of these services for other people where you could be building out your own stuff if you were to calculate the hourly wage. You would never do some of this stuff, like creating a logo for them or something like that. Because what is that? What are you going to get for that? 100 bucks. 200 bucks. But you can if that takes you four or 5 hours of managing that back and forth, it’s approved. It’s not change this do all this different stuff. Like what if you had applied that same amount of time towards building out a site that pays you 1500 or 2000 a month? It gets pretty lopsided after the first month. You’re like losing to the logo and then you’re losing it a little bit less.

[00:12:06] And then what does that look like six months, a year from now? And if you continue to make those decisions, it’s just it becomes very expensive and it prevents you. You kind of like start spending your time doing all these things that aren’t really moving forward. I mean, it’s expensive. You just don’t know it yet. And like I had to, I heard people say that and I didn’t listen. I like I need some quick money and then, you know, looking back on it, I’m like, I wish I would have listened. And now I’m on the other side of it and I can feel people I talk to, okay, what are you struggling with? We get in a conversation, I’ll give them give them my $0.02 and then talk to them like three or six months later. And they’re in a similar spot. And it’s like, well, you know, it’s hard when you’re trying to you’re trying to help people get out of their own way. And just like just like we’re dealing with sales, right? Like when we’re trying to sell these contractors, they’re scared and we’re trying to help them get out of their own way so we can help them.

[00:13:04] And I’m trying to do the same thing with you guys. So, Devin, it might sound like a small deal, but I think it’s actually a huge deal. You can be like, we all have the same amount of time. The homeless person and the billionaire has the same amount. We both have 24 hours in a day. It’s just like, how effective are you with your time? That’s what it comes down to. What are your habits that buy habits? What are your daily actions that are contributing to your success or not? And you know, no matter what age you are, if you’re a part of this group, there are people that are. Jeff and I ran into a 24 year old kid that’s doing a couple million dollars a month. Like, I know that’s certainly where I was, but his habits are very different than most 24 year old kids. And it’s it’s it’s completely in your control to make these changes. But you guys have to have enough discipline. And I still struggle with this myself. I get sucked into things I shouldn’t be doing, and Jeff’s always in there, like, you shouldn’t be doing that. So but we have to be like.

[00:14:07] All right, what’s that? And then you’re like, Hey, here, you do it.

[00:14:10] Yeah, like, please, you do this. You’re right. All right. So I think that’s a huge win, though. Devin So congrats, man. Who else we got? Who else we got?

[00:14:22] Spencer Got something to say?

[00:14:25] Spencer What’s up, brother?

[00:14:27] Son? Man I’m back from the East Coast. I couldn’t get on last week’s call out in the Boston area. Visit my sister, but a couple of wins. Man, I want to say it’s been really cool. I’ve connected here recently with gosh, like three, three of the guys that are on the call and it’s really cool. Dev and I were on a long zoom call last night. We probably we probably both affected our businesses in somewhat of a negative manner. But you know what? I got to know Devin a lot better, and I would encourage everybody on this call to reach out to members of this group. I’ve recently connected with Gram. Him and I spent like an hour or two on a call here a few weeks back, and then Alfredo and I were on a long called day as well. So that’s Win’s because, you know, like I was speaking with Devin last night, you know? I’m a firm believer that we’re all brought together because we do similar similar type of business. But if we can find the real reason why we’re brought together. Devaney is. We have a lot of similarities with what’s going on with our partners, with with disabilities. And so it’s like it kind of refreshing, as sick as it sounds that, that we both have similar situations where we can now rely on each other or bounce stuff off each other because things are very similar.

[00:15:50] So I don’t think that sounds sick at all, man. You’ve got like you guys have found a commonality and a lot of times when you’re going through. I know. I know specifically what you’re going through, Spencer. I mean, it can feel very isolating when you’re dealing.

[00:16:06] With that.

[00:16:06] And to have somebody else and like honestly, it’s you guys need to strike a balance with the the time that you guys spend with each other. It’s important that you spend some. I don’t think it’s a waste of time in that I wouldn’t be where I am without the relationships I made along the way. Like there’s so many little adjustments that I can look back on where I’m like having a conversation with somebody. We’re both there’s, there’s a number of people that we kind of came up together right where we were both at zero, and then we both got to 10,000 and 30,050 around the same time. And there was all these little conversations that they’ve said where it’s like like you guys heard. For those of you guys that watched the call with John, he said, Hey, you know, you said this and it helped me. And I have those about him, too. Like, they don’t we don’t realize some of the little things that we take for granted that are working well in our business that someone else hasn’t figured out. That seemed obvious to us and it’s the same for them. They’ll make some like comment in passing and it’s like, Oh, that’s how you do that. That’s how you think about that. Let me rework that and you guys got to have those conversations. You got to be plugged in being a part of this community. This is awesome.

[00:17:22] Like, it is so cool to see you guys working together and helping each other because that’s that’s what we’re trying to build here, right? We’re not charging to be in this group. We’re trying to create a safe community where people can help each other. And like, let’s like we want a mindset of abundance instead of, hey, I’m not going to tell you how I do this or this, because I believe there’s so much for all of us, right? If you think about like we could probably if we were all in the same city, then it would be a problem. But with all the cities around the world and all the different niches, like it’s like it’s going to be a long time before I would be so proud if we made the world a more competitive Legion place, but we’re just like a million miles away from that. So having you guys in there sharing this is so cool, man. This is like and you guys get in the position to do what what? Like people did for me. Like I was tuned in to cause in groups and I was learning and I was like going through this stuff. And now I have the opportunity to help other people. And by helping these people, you guys get the opportunity to like this butterfly effect just just keeps going. It’s awesome. So cool to be a part of this.

[00:18:31] So yeah, it’s really, it’s really been cool to connect with people. I think it’s a little bit more important nowadays since most of us have been pretty isolated for the last few years. So just just having just somebody to interact with because I’m not obviously talking to strangers at the grocery store these days, but a couple of wins on the business side of things. We had a third 25 K plus month in a row. A lot of that has to do with is awesome man. Things that are things. Like I was having this conversation with Alfredo earlier. What I found is if I can take things that seem super overwhelming for at least for my mindset, and if I can break it down in a bite sized pieces, like, for example, my mindset is I just need to essentially four new website clients a month. That’s one a week. As I’m as I’m prospecting, it seems like it’s I don’t know if, Patrick, you found this when you were gaining your wealth, but it seems like money, the more you make, the easier kind of comes to make it. And like, you start crushing these milestones that you thought were really kind of out of the way. So it closed another 1000, $4,000 deal today to start the month off. So. When I when I’m talking about this, to me, it’s I don’t really even pay attention to the residual stuff that’s coming into the agency. Obviously that’s included in that 25 K But I just want new money consistently because I know that I’m going to consistently be able to have products for these folks. They’re more likely going to turn into Legion clients, and we’re just going to continue to grow this 25 K tour. I’m going to look at this time next year and be at 100,000 a month. Like for me now it’s mindset and just just crushing these goals, figuring out how to do it.

[00:20:32] Sure. It gets it gets like normalized, right? Where it seemed like it was crazy. And I’ll tell you, I want to prepare you for what’s coming because there’s like these there’s these thresholds that you hit. So it’s the hardest spot. And you guys that are on the other side of this, the hardest spot is getting to ten K in my opinion. Like once you get to ten K, then you’ve done enough where it’s like now it’s a question of scaling that you’ve got like the core set of skills of being able to fulfill. Hopefully if it’s, if it’s a steady ten K, you just have one and then six months go by like maybe you have some fulfillment issues, but if you’ve got that kind of like steady number locked in, then it’s a question of scaling and you got these kind of like thresholds in our business has been a little bit broken for a while in the sense of like, we have too much going on. And part of it is like the founder decided that he wanted to go start a software company and that can put a burden on his attention towards the towards the agency. And you have to what got you to ten K is not the same thing that gets you to 25 K and what got you to like so kind of happens I think around like 40 K ish, somewhere around at least that’s where it was for me.

[00:21:51] And I’ve seen that kind of with other people as you start to break things and it’s, it’s, it’s fine though. Like, like I’ve said, growth is not supposed to be like that. It’s steps, right? So you’re going to break the system, which is good because now you get to you have a new boss to be at the end of the video game level to get to the next level. That’s all it is. It’s like, Hey, I’ve got a different boss that I got to beat. And I think where a lot of people will run into issues is like, if you’re great at sales, then you can keep on selling things until like, but you have to have the operation side dialed in. Or like selling isn’t going to like it’s going to be short term sales for you. You’re going to lose those clients, right? So we’re super focused on our operations right now and we’ve kind of put the pause. We’re not trying to sell anything, but it keeps happening because like Spencer, like you just said once, you kind of got this. It’s like you’re almost like trying to hide from money sometimes where it’s like, I don’t want any more clients right now. But then there’s, like, this. This, like, inner salesman in me that, like. I was like, so we were staying in our RV park and I’m on my way to the restroom.

[00:23:05] Like if you’ve stayed in an RV, a lot of times you want to go to the you don’t want to use your own restroom. So I’m on my way to the restroom. I essentially made a sale to a guy who owns a a deck ceiling company. And like, I had to go to the bathroom. I was like trying to end the conversation and I’m trying to get away from this dude. And, like, he’s we’re we’re staying in this, this park where it was all French Canadian. So, like, no one was speaking English, which is weird because it is in the United States. And like I say hello to these two, these people. And he said hello in English, which I was like, Well, there’s another American here. And then that led to this. And it’s like, I wasn’t trying to make the sale and another, another people, they signed up, so we’d snap. There’s like lead snap marketing, which sells mortgage leads to your realtors. And I think I mentioned this a few weeks ago, this guy’s signed up for a demo. They were realtors and I’m qualifying them in the demo and like, we don’t sell. Are you looking for mortgage leads? Because that’s not what we do. And we’ve had a number like, Yeah, we are sorry. And I’m like, Well, yeah, we don’t serve you just trying to get off the call like, well, what do you do? I’m like, okay, well we have the market go well, we have a mold company here.

[00:24:20] We’d love for you to like do this. We’ll pay the startup fee. So it’s like it becomes when you’re not trying to chase these people, that’s part of it. Because like if you if you, if you interacted with a good sales person, it’s they’re never you never have this feeling like the best salespeople don’t make you feel like you’re trying to be sold. Right? It’s just like common. They’re just like telling a story and they kind of like, suck you in and then you’re engaged in it and you’re like, okay, I need this, right? So that’s a hard thing to turn off once you learn that skill, it’s, it’s it’s something that it’s it’s authentic, right? So if you’re, if you’re believing in this and you’re certain of the results that people want, that they want to be a part of it, right? So you start to get a machine to referrals. You’re putting off this energy to the world and everyone. It’s not like this mythical thing because people used to say that. It’s like you’re like vibrating at this frequency. I’m like, What does that mean? But it it’s like whenever you’re having an interaction, there is like a, a way of being that you are that’s causing this attraction, right? Where people believe in you, they trust in you.

[00:25:35] You’ve got like all this stuff and you know, the clients that you’re serving, it’s kind of like all becomes a snowball, right? So when you guys are on the other side of ten K and you’re struggling, I want you to know you’re not as far away as it as it seems. And Spencer, I think I told you that before, and I see I say it kind of like people have their own story in their head where it’s like, well, that might be true for Spencer because he’s whatever. Maybe he’s more handsome than me or he’s got more energy, or he spends his Fridays in the forest and he’s got this, like, special forest energy. That’s not what it is, right? It’s like you just have to kind of get in the groove, get a couple of these things. Some of you guys are one problem away from being able to blow this up and you don’t realize it and it can be discouraging. You know, there’s that famous story where this guy was like digging and he paid for all this equipment. It was like the California gold rush. He paid for all this equipment. He’s like digging through and he gives up and then he sells the mine and like the next guy comes in, there were three feet from gold, and this guy, like, blew this thing up, became this huge, like, billionaire off this this gold thing.

[00:26:47] And he was three feet away and he didn’t realize that that story always stuck with me. I see a lot of people that are you guys are so close and you don’t you don’t realize it. And you. Start getting a lot of progress here. And then there’s like the shiny thing and you get pulled over here and you get pulled over there and it’s like, you never, you never. You just got to, like, put the blinders on. It’s kind of be really stupid and focused on what we know works, right? Like, if you can get it’s it can be boring it maybe it’s not sexy, right? But it like the result is, is the result looks really sexy when you get to travel around and you make a bunch of money and you don’t really have to worry about finances so much. Right. But it comes from just the repetitive execution of fundamentals and not from like, I’ve got to, like, learn all these fancy things, right? Spencer, you you basically, from my perspective, it looks like there was two things that really influenced you. One is you came up with a a really rock solid prospecting method. And then two, you had a mindset shift where you went from like you started to believing yourself in your ability to do this. Do you agree with that assessment? I’m just looking from the outside.

[00:28:03] Yeah. Yeah. So so that and then honestly, you guys have heard me say the other key piece of this from that ten K mark to the 25 K mark Patrick was was getting a fulfillment team. You guys can’t do this all. And if you’re trying to do everything, you’re trying to build sites, you’re trying to do optimizing GMB like everything you can get off your plate onto a VA team to do the fulfillment so you can focus. Like, I was just talking with a mutual friend, Louis Vandervoort I think a lot of you guys know who Louis is. And I was saying he’s like, How are things going? I said, Things are going great, man. I just I can’t wait to the day when I can just sell, I can prospect, I can put together these audits and I can just sell. And then like because right now I’m still reviewing content that comes over from my content writer because they’re English as a second language. And so when that is, I want to put a gun to my head when I have to do that because it’s so time consuming and it’s so monotonous, it’s not a part of the job I enjoy. So now I’m looking to outsource that to pay somebody to basically 20 bucks an hour to read content. When my content writer send it over everything, I can get off my plate so I can focus 100% like keeping my foot on the gas. Because what I’m doing right now is I’m driving a Ferrari and I’m doing 140 and then I have to let my foot totally off the gas and use like 20 and then 140 because I’m selling sell and sell and selling and then fulfillment, fulfillment, fulfillment because I’m still doing some aspects of the business that I don’t feel comfortable quite yet with outsourcing or I don’t have a method quite yet. And so I know that I can make. 5000 a day consistently. Once I’m can fully go forward all the way. So the fulfilment peace is has been been money Patrick.

[00:29:57] Yeah, absolutely. And this is like I said, this is the area that that originally allowed us to take off. We did really well with the fulfillment and then we kind of got to the spot where we broke things. And now it’s been like I’m a big believer in and I got this from Taylor, but it just makes from Taylor Welsh. And so I’m a big believer in this like mindset of seasons and you go through it’s not like winter, fall, spring, whatever. It’s like you have these seasons of your life that this is the theme for and this is where your focus is and this is what’s going on. And I feel for the last like, I don’t know, 3 to 6 months I’ve been in this like massive season of growth where I’ve just been like studying and reading and you know, you got like this. This is how it was for for me. Is this the bamboo tree philosophy where we had two years went by, where I was trying to figure this out and I was getting distracted with the wrong thing and I had gotten to 4000 a month and but all that stuff that I had done was like underground growth. And then we were like 14 months later we were at 40,000 a month, right? It wasn’t that the ten.

[00:31:17] The ten. It wasn’t just like that 14 months that all this stuff happened. It was all that time I’d spent like learning and growing. And we’ve made a lot of mistakes, especially with, with the software, just because you know how to run a marketing company and you know how to, like, manage a software team doesn’t mean that you know how to manage a, a software platform, right? So we’re, we’ve been spending a lot of time learning in we’ve hired some of the best coaches in the world. And right now it kind of feels like we have all these unrealized gains. And I think a lot of you guys have that, too. And you may not even realize it. You may not have the confidence in yourself to realize the unrealized, to take notice of the unrealized gains that you have. You guys have learned if you’ve gone through this and you’ve been on these calls and you’ve got your foot in the water, you guys have a tremendous skill set. You don’t even you may not realize how valuable this can be, not just for like building legions, but there’s like a lot of business stuff that’s going into this. You have the ability essentially to go and build your own business. That’s not even a legion business. That’s like, Hey, I’m going to build this.

[00:32:25] Like, you know, I know that there’s a guy in here that started like a fencing company, another who was a I think it was Adam has this like windshield company that he he owns in Saint Louis. So it’s like I think Jared Miller has some stuff that he’s doing where he’s done some arbitrage and it’s it’s it’s crazy. So just I want you guys to think about that unrealized gains concept and just like, hang in there because we all go through these phases, this, this lack of confidence that, that you have when you’re stuck and you’re up against it and it’s just not working. I was there too. Spencer was there. I had conversations with Spencer about it, and I’ve heard this time and time again. I think it’s important when you’re feeling that to narrow your focus and just like do the minimum that’s necessary for you to be successful, right? So that means like, let’s build our websites, let’s get content on there, let’s get our backlinks, let’s get our Google business and let’s get reviews and our citations and get that thing to rank. If you guys are just getting started, some of this stuff might seem like it’s it’s over your head. And for you guys, I think the course that we’re putting together because the first one we’re going to roll out here into the software is going to be all about A to Z on how to like getting started.

[00:33:48] Right. And then we’re going to add on to this more and more. And if you guys stick with this stuff, I’ve seen this time and time again, Spencer, you’re not like you’re not the first one that has been, like, struggling with this stuff and then tuned in and stay tuned in and then it blown up. Right. And you’re not going to be the last one. I hope that the other ones on here that that want to have Spencer success can take take this advice narrow your focus just focus on this stuff. Solve the problems as they come. And it really is like getting your first sites like I advise you guys get your first ten, ten sites built and go run around the bases. Once get a site that’s ranking that you do all the different steps and then do another one, right? And then and then you can start to scale, but you start to build out like imagine that you’re like a home builder and you’re going to build out like 50 houses and you’ve never rented one. You’ve never sold one before, right? What if you build this out and you realize, hey, I’ve built all these houses with no toilets, and now like, what, are you going to go back and change all of them? So you want to get do a cycle, right? Get get some stuff in place, get a win.

[00:35:07] Right. Even if you can get. I’ll tell you what, man, get a site rented for $250 a month. You know what that’s going to do to your psyche? Like, you’re like, holy cow. I have 3000 a year coming in from something that I just created out of the thin air. Right. So if you can get 3000 a year coming in once, you can do that 20 times and that’s 60,000 for a lot of you guys. It’s probably going to replace your salary. And I’ll tell you, after you’ve done this a few times, you stop running these things for 250 and you start renting them for 500, 1000, 2000, 3000. Like the numbers go up once you understand how this stuff works. Right. So you guys, every week we get questions in the group about different pieces. And I want to remind you guys of the resource that Jeff created until we have the stuff built into the software. I think it would be good. The resource Jeff created, it’s inside the Jeff what’s it called? The features part of the Facebook group is that where it is that index that has.

[00:36:07] Announcements pinned to the top, but we have multiple announcements. So it kind of gets buried in the announcements. But just at the top of the feed, there’s an announcement section and then you kind of scroll through there. Sometimes it depends on when people comment on those announcements. It’ll be where that depends on where it is. And there’s only three, I think so. And then we often tag new people in it, so then it should pop up in the feed again.

[00:36:33] Yeah. You guys, I would really. If you guys want. I appreciate all the. The kind things that that you guys have. A lot of you guys have reached out to to thank me or Jeff or in the comments in a group. A great way to thank us is to try to pay it forward and help these new people that are coming into their group and encourage them, like make them feel like they’re really part of this community because these new people coming into the group, I don’t think they realize the value of the group. You see how many Facebook groups there are out there. And it’s easy. It’s easy for to get watered down. So let’s let these people feel welcomed and understand that, you know, for me, learning the skill set was was I mean, it’s changed my whole life, right? Like I went from working as a software engineer to like now we have a software company, we’ve got the marketing company. My wife and I, we’ve been traveling all over the world. We bought the RV. We traveled all over the country. So like, this is an amazing skill set in having a whole community like this behind can I mean, it can change so much. Guys, we’re going to get more tactical. I’ve been saying this for a little while. We’re going to start to get a lot more organized on these calls and really have a plan. I have this kind of vision to even create like a calendar where we’re going to know weeks in advance what the topics are going to be about.

[00:38:01] And you guys can subscribe to the calendar and find out what is going to be most relevant for you guys. But let me just share my screen real quick and show you this resource for those of you guys that haven’t seen it. I think it’s especially you guys that are getting started. So if depending on what group you’re in, I think it’s whoops, hang on 1/2. All right. So, yeah, it’s in this featured area and then there’s this document here. And if you click on this, you can see we’ve kind of got some highlights on different. There’s the calls here if you click on one of these calls, so let’s just choose this April 7th here. You’ll see that we have the tags of what happened on this call. Right? So we’re talking about wins, simplifying billing, specifying a niche. So all sorts of different topics have been we’ve gone over. So if you’re on a mac, you can do command F or on a PC, you can do control F and then you can search for like if I wanted to search for G and B, G, am b, right. So you can see it’s going to highlight there’s 119 times where we’ve covered G and B and you can go through this. So I know I was talking to Jackson. I think Jackson just popped on the call now, but there’s like our strategies on how we acquire tabs, on how we rank jammies and how we deal with suspensions on like all sorts of stuff.

[00:39:29] It’s just like thoroughly covered in here. And to make it easier on you guys, what we’re going to do is we are going to kind of pull this stuff out and make it sortable inside of the software and just build this really complex library. A lot of the stuff, like all the stuff that’s here will be in there. All the stuff that there is is obviously not going to be in here. We’re building our own videos that that are more instructional and tactical. So if you guys don’t have a subscription like it’s going to I think I think there’s going to be more and more value that we’re going to be adding from from this software here. So one of a couple of things I want to talk to you guys about today. So the the white labeling service, I think we are going to have that out. It’s either going to be Friday or Monday. I have not been able to break it and we’re releasing it in beta. So that means like. We think it’s going to work perfectly fine. We’re not charging anything for you guys to use it, but kind of proceed at your own. Like just proceed with caution and let us know we’re going to let you guys use it at no charge to start with. And for that, we’d love to get some feedback. Things that you guys if you guys find an issue, you find a problem. Or if you if you see a way we can improve it, we’re all ears.

[00:40:51] The way this company works with the software side of it is it’s very user driven. So when you guys if you guys find an issue or a feature, we pay attention to that stuff. We’re starting excuse me, we’re starting to build like a catalog of the feature request. And what we’re going to do in the near future is have a voting system where you guys can vote on what you think is most valuable for the system. And then we can use that to decide how our development is driven towards that. And kind of take your guys opinions into account because goal here is just like when you guys with with your clients, hopefully your idea is to give them as much value as possible. That’s what I’m trying to do here with you guys. So for those of you guys that are using, we generated I know there was a difference in the software where Colorado was not an option. Colorado is now an integration inside of lead generated. So you can you should be able to connect your call rail account. I’m building out the documentation on that. Additionally, we have the Google my business permissions and the phone system permissions that we’re about to release. So we’ve obviously we have all these different permissions that you can set through the user roles, but now you’ll be able to set very granular Google my business permissions, say like, hey, I want this user to be able to view the GMB but not edit it.

[00:42:06] I want them to be able to schedule posts, but I don’t want them to be able to see the photos. Whatever you want to do. There’s all these different pieces, the same with the phone system. You can decide if they can see calls, if they can see text, what numbers they can see. So it’s giving you a ton of control. The same with the automations in the pipelines. You can get more and more granular on on these pieces. So I’m looking to release all the stuff in the next few days. So it’s kind of like big batches of work get done and then we release it into the software. So this is going to be the next seven days, I think is going to be a really big a bunch of updates that are going to be hitting the system. I’m also excited to we’re going to be making some changes with a few of the like the main components inside of the platform, the way things are handled. But it’s going to give you guys a lot more flexibility. So for instance, you’ll have the ability to make like properties for companies and clients and all these different things. And you can have automations that will depend on these different parts and pieces. So it’s going to give you guys a lot more flexibility in and control on this. I want to show you another part that we have coming. I think the the user interface that that we are we’re always trying to find ways to improve this user interface.

[00:43:30] Right. So here’s a little preview of something we are about. This one is probably a couple of weeks out. Another one that’s coming is the the reporting functionality. So we’re going to be moving the calls. I think there’s a lot of confusion on the all call section where like the way it was designed with the calls is that the calls section would kind of be this quarantine area and then you could decide what you moved over into the all leads. And it’s just. I’ve seen the way people have used the accounts and the systems and and I’ve seen the questions that they’ve asked. So we’re going to be basically switching it to this. So this is going to be the new user interface for the software here, guys. So all the leads, whether they’re phone calls or form submissions, will automatically go into this all leads area, right? And then ones that are type form will go into this area, ones that are phone calls will go into this area. And instead of adding something as a lead, which is what we had previously done, we’re going to put this action here that says qualified, right? And if you click on qualified, then it will go here. So there’s no we’re going to have automations that will allow you to automatically qualify things. But I think this will clear up a lot of the confusion that we’ve had with the system. So we’ve gone through. You guys can see that we’ve kind of like been working on this user interface based on a lot of the questions.

[00:44:54] The filters will have some filters right here and we’ll be moving the advanced filters over into here where you can say, Hey, I want to add in this filter and you can stack them up on this on the side over here, and then you can make as many of these views as you want. So if you want to create a new view, you can do that and you can decide what views are for you, what views are for your clients. And then you can come over here and you can load up these different views, right, and say, Hey, I want to load this view. And so you can essentially make as many different views as you want. So these are almost like save filters, but I think it’s going to be a little bit cleaner and easier for you guys to understand. I know that some of you guys have struggled with this user interface and we’re on this constant journey to improve it. I would love to hear your guys feedback in the chat. If this seems like a good change change for you guys. We’re trying to make this easier to understand and make it work better and better. Another piece that we are working towards is adding in like like sequences and pathways. So if you’re if you’re trying to let’s say you sign up and you sign up for like, hey, I’m really focused on the heatmap. So we have a survey when you sign up and we’re going to be sending out surveys every, every few months to you guys, that feedback will allow us to kind of customize the support you need.

[00:46:17] So Jeff is kind of managing the client success on the software side of things. And based on the results we get back, we want to make sure that we’re providing you with the exact information. So if you’re like, Hey, I’m interested in the heat map that we’re going to be like putting you into a sequence that’s going to send you out a emails and like, Hey, here’s the calls that you should watch that are related to prospecting for the heat map or like improving your heat map ranking or all these different parts and pieces. So again, I’d love to hear what you guys think. Think of that. If that sounds like something that would be beneficial. We’re doing we’re having a lot of conversations on how we can improve this for you guys because ultimately this software, no matter how cool it is, it’s not valuable unless it helps you guys move forward in your business. And it can be really complicated to detect where you guys are and then how do we adjust to help you guys move forward? So we’re trying to use these different these different tactics here to make this as valuable as possible to you guys. Right. So does anybody have any questions? I know that was quite a spiel there. Any any questions on any of this stuff? I’m happy to answer them.

[00:47:29] Yeah. I got I got a couple of questions. I mean, that looks that looks sweet. I was waiting for the call to come in, which is awesome. Not that big a deal, but definitely like to have everything in one spot.

[00:47:44] You know, we got the phone system, right?

[00:47:46] Patrick Yeah, I just like I’m in a position where I got to process down super easy and I just don’t want to add any more pieces. I do.

[00:47:57] What makes the most sense, man? No pressure.

[00:47:58] I’m just trying to get to 50 K right now and then from there, you know, make different processes from there, but just got something that’s working. So all my stuff is on drag and drop sites. I have no desire to go to WordPress, you know, I know it’s saved me money, but I know just even thinking about that, it makes my head hurt. So I, I’m just focused on this one goal. Got something that’s working. I’m just going to keep it. Keep it simple.

[00:48:25] Do that, man, 100% support. Support that. Like, if you’ve got process that’s working, don’t, don’t rock the boat.

[00:48:31] Yeah. So yeah, I mean, the future I definitely want to I definitely switch because I just did I just did the reviews with the text message and wow, it’s just you get so many more reviews with with the text. So just doing the text first and then if they don’t do anything, send an email. But I’m getting a lot of reviews from my client. We just started this this week, so I like that. So I bought a I bought a phone number four for the reviews for that works great.

[00:49:00] You know, you get one, you get one number for free with the.

[00:49:02] With the email. Maybe I got it for free. I don’t know. I have no clue. But just. That’s cool. Yeah.

[00:49:11] I’ve got a question.

[00:49:11] Yeah. A question on the forms. Yeah. So I’m using like the dragon drops like weebly. Right. And there’s an issue with Google ads. I’m not running Google ads. I just. Is there a plan to ever fix that issue in the future or just 100%?

[00:49:28] Yeah. It’s definitely one of the top priority things that we have. I’ve actually unsuccessfully spent quite a bit of money trying to hire specialists to fix it, but then I just realized, like, I found another another piece of software that doesn’t have this problem that that’s pretty well known. And so we’re kind of reverse engineering what they did. And I’m really I think we’re going to have this solved here pretty soon. What long term this is. I’m unwilling for this to be a long term problem. Like, I was just like, hammer on this until we figure it out. I know it’s 100% possible. So and I’ve got about seven ideas on how we can get through it. It’s just it’s just a question of like, we’re building the reporting thing and like, where do we where do we add the developer hours towards with a lot of people running this kind of rank and rent model that are in this group, it’s it’s been a it hasn’t been the highest priority, but it is it is still a high priority, for sure.

[00:50:35] And then, I mean, is everything I don’t know if I’m getting all notifications. I don’t know if I’m missing something like GMB suspension notifications, reviews coming in. I’m not getting those notifications. Then I try to make some posts I don’t know, like a month ago now I haven’t tried since and they weren’t going through. So I just want to know if everything’s working up to speed or is there some things that some kinks right now?

[00:51:03] You know, so with the Post we had a number of issues. I think they’re resolved. A lot of them we’re dealing with like image sizes. And so it was hard for us to diagnose it because not everyone was having the issue and we would test it and it would work. So what I believe the posting thing is is resolved. Fairly confident on that. As far as the notifications, I’m going to log in right now and I’m going to share my screen and I’ll show you to make sure that you’ve got things kind of like dialed in and set up correctly.

[00:51:41] I mean, I just I haven’t looked at not just knowing the posts weren’t working and then I’ll go and test everything out after this. Yeah, well.

[00:51:53] I’ll just give you a quick, quick overrun on how to do this. You can see my screen right now, Patrick.

[00:51:58] Yeah. Yeah.

[00:52:00] So there’s a few different spots where you guys can set up notification stuff. So one of them, if you click in the top, right, and you click on settings, this will take you. So this will take you right to the notifications area here. I don’t know why this texting disregard this text thing. I’ve asked them to remove it. I think it was removed and then got put back in. I don’t think this this text part of it is working yet. This is working the app and the email stuff. So from here you can see across the top we have companies. So this is if you want to set something that’s company level. We had to do it this way because you want to be able to set like company level notifications as well as like Google my business or user level notifications. You’ll see what I mean in just a second. So this is where you can set like if a lead arrives, if your client completes a questionnaire for a new phone call, a new text message, or if there is feedback on the reputation management. So you can set this up on a company level here, right? So I’ll just check this checkbox in app means that it’s going to happen up here. Right. And then like, so email is obviously an email and this is for like I’m logged in as this. John Smith So whatever email address I have registered for.

[00:53:19] John Smith That’s where this is going. It knows who who’s doing this and it’s going to send this notification to the email of the person that is doing it. Okay, so let’s look at GMB. So there’s two spots where you can set up GMB notifications. One is is up here and another one is in the actual Google my business section over here on the left side. Right. And you can kind of see again, disregard this. This is where you can set up the GMB status change. So if your GMB goes from suspended to live or live to suspended or pending or whatever, whatever the change is, you can get that notification through here, right? If you get a new review, if you Google my business, you can get that notification through here. Suggestions, this is one you guys should all have checked or at least have somebody on your team monitoring. You should really probably have the monitoring all these things for your GMB. So the suggestions go like this because if you guys get into a competitive market that you really start to take over and you have like if your competition within that market is like has some tech savvy and they also lack integrity, a lot of times they will mark your Google my business as closed. And it’s possible that if you don’t respond that Google will take that. I don’t understand when they decide to keep that and when they don’t because it’s like we’ve had a mark closed and then we’re like, Hey, it was actually Mark Close.

[00:54:46] And the other times we’ll get the suggestion that it’s more closed, but Google won’t take their word for it. So I don’t know how they’re deciding that, but it’s something that you want to pay attention to. And then the questions, you know, you guys can you guys can get a message when somebody asks a question. And I would encourage you as a part of the Google my business ranking process. Well, let me rephrase that. It would be wise if people asked questions to your Google my business that mentioned your city and keywords. And I’ve heard of people having success with having people post those questions for them because you’re building relevance between the Google my business and that keyword in the location. So the example would be like, Hey, do you guys do roofing on? Do you guys do residential roofing in Dallas, Texas? And then you responded like, yes, we’ve done a lot of residential roofing around the Dallas, Texas area. You know, we’ve we’ve served Fort Worth, McKinney, Plano. So you’re you’re kind of like building that relevance between the cities that you want to rank for and the keywords residential roofing. You can you can kind of phrase that and get those in there. So that’s an important tactic to improve your Google buy business ranking, right? So this is where you can set the GMB notifications and then for user notifications, so you can set this here if you want to get notified when a new questionnaire is submitted or a new email is submitted right here.

[00:56:20] So I thought we had some more of these. And then again, you can set up your notifications as well over here within the GMB locations. If I log in here, skip it 1/2. So there we go. All right. So you can see our precious bear removal. Gmb was suspended. We haven’t really thought to try to get it back, but over here on the right side, we have the notifications here where I can set this for this, this here, and I can switch to other GMB right here. So these are going to be your companies here just because we thought this would be easier. So if I had more than one. Gmb for bear removal. Then it would show me a list here and I could flip between them there. And then what Patrick was alluding to here is where we can make the post. This is another important strategy that you guys should be implementing to try to rank your Google. My businesses is make these posts. This is an opportunity for you guys to have kind of a blank canvas on what we want, what we want to be talking about, right? So if let’s say, hey, I want to rank in Dallas for roofing, right? So, so let’s say like Plano is is just north of Dallas.

[00:57:37] And I’ve got this roofing site in Dallas that covers like the entire Dallas area. So we can say something like this. Right now, we are offering a 10% discount for residential roofing and. Without area, so I could schedule this post. I can add a button to it to call now and I can add a photo right here and I can schedule this post. Maybe I want to schedule this post. These posts will last about a week so I can schedule this post for next Wednesday and maybe I want this post to happen once a week. So it’s going to be like every week and then this is pretty cool if you guys have it. So. The way this works. You see, this is the summary over here. So I can’t touch this, I can’t edit this, and this is where we tie up. So the reason we have this is because we have what’s called syntax. So the format for syntax looks like this. I can put this curly bracket here and then I can put it another one over here. And so now I can put these like pipe characters in between. I’ll show you guys how this works. It’s pretty cool. So I could say, like, right now we’ve got Plano, but we’ll add in Fort Worth and we’ll add in.

[00:59:03] I think McKinney is another one that’s over there. Isn’t it weird how you like you start to know all these like suburbs of every city around the whole country when you do region for a while. So you can see right now it says McKinney over here on the right. And when I regenerate the syntax now it says Fort Worth. So you could essentially do this a bunch of times inside of this post. And that will allow you to you can make this unique, right? You can keep like running this again and again. So what if I made this? I would make this post a lot longer than this, maybe make it. I can’t remember what the advice is. Maybe it’s like 200 words or something, so maybe I’ve got like ten of these in there and every time I regenerate this, I’ve got a new one, right? So I can essentially have this a fresh post going and recurring every week. Right. And I could schedule this out for months and I could do this in just a few minutes. One of the updates we’re working on is is the ability to bulk upload a bunch of posts here. And you guys, we’ll have a template that you can download and then you can basically upload this and schedule out posts for months and months, right? And just have this thing kind of run on run automated.

[01:00:19] Like we know that Google loves their stuff. So if you’re taking advantage of this and you’re like it will show up in the Google my business area and it’s more real estate, it’s more attractive, you’re more active, you’ve got more relevance. There’s no reason not to be to be taken advantage of the stuff. I know that that some of you guys are struggling to get your Google my business API hopefully you guys have seen the effort that we’ve put forth to try to get these for you. One of the one of the pieces that we have in motion right now is I just bought like 50 domains last night, and I think we had bought 30 a few weeks ago. So we’re basically getting all we’re getting a ton of Google my business API. So for those of you guys that haven’t been able to get one, hopefully in the near future we’ll be able to just like allocate them to you and then it’ll just kind of like be assigned to your accounts. So when you sign up or if you’re struggling with it, when you’re using our software, you’ll have you have your own API. So that’s kind of what we’re working towards is to try to try to get that in place. All right, cool. Who’s got questions? What do you guys think of that? Is that is that new information, Patrick? Were you aware of that stuff?

[01:01:34] Yeah. No, that’s good. I had I had one other I had one other one with the reviews on like bulk uploading content contacts as well.

[01:01:50] Yeah. Let me show you that process here.

[01:01:53] Hey, Patrick, real quick, there is another question about scheduling posts. Do you have to schedule them on the same day all the time or can you randomize it or.

[01:02:02] I love that random idea. We don’t have that functionality yet. I’m going to put that in there because I love that. I think that’s awesome.

[01:02:12] Yeah.

[01:02:13] That’s super simple for us to like add that functionality in there.

[01:02:17] Thanks for that.

[01:02:20] You say you have another question?

[01:02:21] No, I was just thinking whoever asked Thomas asked that question. So thanks for asking, because some of that stuff, it’s like Patrick said, it’s easy to do. We just hadn’t done it yet. Yeah. Question Patrick, is your searching for that? My question is, do you guys have a plan to have the in-app notifications pop up alive without. So as I’m sitting there, I work with Lead Snap Open all day long. And I’ve noticed if I don’t if I’m within that within the site itself, I have to do a refresh in order to see what what notifications are coming in as far as leads or whatever the case is. Is there any? Any.

[01:03:05] Yeah, there is. We’re going to we’re going to do it so that and we’re going to have an audio notification if you allow it. When that comes in, you can kind of get that ding similar to Facebook. Right. And and get notified in real time. And so we’re we’ve we’ve got we’ve got. I want these questions to keep flowing non-stop. So don’t just because I say, yeah, we already have that. We just saw that. I haven’t thought of the randomizing the post, but a lot of this stuff we’ve already kind of got on our roadmap and that’s one of them. Spencer So yeah, I’m looking forward to getting that out. It’s the same on our team, right? We’re, we’re the first clients of this. So I’ve wanted that same feature myself for our agency and for my team, right? So absolutely that’s coming. Courts. Jeff, we got any more questions or I to.

[01:04:05] Think that said, we have a few people kind of asking if we can do a best practices how to get the most out of the software. And that would be maybe a good series going forward because just to start module by module and just have you walk through, set it up, give you all your insight about why the features are there, where they are and why and all of that, and just give everybody a really good rundown of best practices in getting those things set up and running in their agencies.

[01:04:33] Yeah, absolutely. We can build out that series as well. And you guys you guys have the option within the software for those of you guys that have a subscription. I’ll show this to you. We’re not charging for this right now. But if you go up here into the into the top where this question mark is and then go to video training, there’s videos that will take you through different parts of the software. Right. And so that’s a good starting spot as well as you’ve got this onboarding call option here where you can book a call and we’ll walk through this. It’ll be a small group, we’ll walk through this and I’ll help you set up the different the different features. In the near future, I’m I’m not going to be doing this forever, right? But I’m doing this now because I want to make sure that I’m in tune with the struggles that people have in our current system. I think that’s really important for the person that’s driving the shift to understand how it’s like where are people struggling? Where are we fallen off at? Right? So it’s like, I really like having these calls right now, but you guys can book those and I’ll help you dial this stuff in, right? I think once you kind of like get on one of those calls and we go through this stuff, you’ll understand there’s there’s like very specific reasons why it was set up a certain way. And once you kind of understand those, then then like, it will be easy for you to, to kind of build on to it.

[01:06:03] So. The question that you asked Patrick about contact. So here’s what you can do, is if you go over to the contacts area here where you can import all these. And Spencer, I know this was something that you were requesting a while ago, so you can download this template here and then you can import it here. So you download the template and you fill it out. So it will have like the different things that we need to import those contacts. Once you have that filled out, you save it and you click on import. So one of the features that we added that you guys may not have seen is this this this bulk action here. So if I go to put on 1/2, let’s take a look at automations real quick. So these automations, I’m just going to make a new one. I want to make a new automation because because I don’t know where these contacts came from. All right. So I am going to this automation is all all it’s going to do for it just for this task, because I’m going to send some people to it is going to wait one day and then I’m not going to do anything with it. This is just test. This will make sense why I’m doing this here in a second. So I’ve got this automation called test, right? So now if I go over to my contacts here and I’m going to refresh this to make sure that’s there, so I’m going to highlight.

[01:07:29] So let’s pretend that I’ve just imported a ton of different people. One of the one of the options that you guys have is you can tag these people. So when you download this template, you can tag them. So maybe I want to tag them as like import number 27. So they all say like import 27. So that way when they start to show up here, they’re all have that tag. And then I could go through and I could say, show me this like import 27. I don’t know what we have here. So we’ll say that it’s this this is the one, right? So I tag them all with this and I do a search. So only the ones that are on that import are going to show up. So that’s kind of like. Well. Allow you to segment off and. What is happening here that allow you to segment off the people that you just imported? And then I can do this and I can say, okay, these are all the people that I just imported here. So I’ve got them all selected and then I’m going to add them to an automation so I can click on Add to Automation and apply. So now it’s going to take me over to this screen where I can decide which one I want. So I made this test one.

[01:08:35] So these like. I don’t know, like, these are supposed to all be dummy numbers, but I just the reason I wanted to just wait because I’m going to add them to this automation. So you can see if I click on Add to automation. Now I have the option if I want to start them all now. So imagine I just imported like 500 contacts and maybe I haven’t had a review for this site in like a year. So I don’t want to send out these text message to 500 different people all at once, because that’s not going to look natural to Google. So what I want to do is I want to add them over time, right? So I’m going to say what I want to do is I’m going to send this out to 20 per day. Or I could say maybe I want to send it out to 100 per week. Right. So it’s going to add them to the automation at the pace that I set in here. Right? So when I click on Add to Automation, now these people are going to get dripped into that well, like they’re all going to get at it now because I only had like five of them and I’m saying 100 per week, but that’s how that works. So that kind of gives you that control to bring them all in, tag them and then add them into an automation and kind of drip them. Patrick Does that make sense?

[01:09:46] Yeah, that’s, that’s what I was looking for to just drip because this week I just did like I am on a computer all day, like nine through five right now anyway. So then I just add one content, add one contact and it’s like, I don’t want to do that, you know? So that’s what I was looking for. And then two, yeah, so you can because you don’t want to send text messages at midnight, right. You can set it right, you can set it to like 9 to 5. I know how to do that. Yeah. Yeah.

[01:10:18] Okay. So just so everyone else, we wanted to edit an existing one. I have issues with my texting in this account right now. I canceled my text messaging. I was actually charging myself for this and Stripe was winning because they were just taking the fee and the money was going back to me. So anyways, we’ve got, we’ve got a texting issue here, which may be why this thing is spinning, but there is a spot in here where you can go and say at the bottom of the text message, it will tell you that, hey, when do you want to send this? So just make sure that you set it during business hours for texting. Otherwise you could be sending things out like Patrick said at two in the morning. So it’s really easy once you I don’t know what we have going on here with this, but once once that windows open and then I think it will be pretty self-explanatory. All right. Cool. Spencer, had you seen that feature? Were you aware of that? I know that was something you were struggling with, like a couple of months ago.

[01:11:19] No, I actually hadn’t seen that. So thanks for showing that. Yeah, I need to actually go back in and probably set some of that up so it kind of I can use that drip feature.

[01:11:31] Cool, cool. All right. We got any more questions? Are you guys liking these features? Do you guys like this kind of more like tactical talk?

[01:11:41] Yeah. Patrick That’s kind of what I was suggesting, like once a month because I know, you know, you already do two lives and another one just for like technical stuff. I know it can be kind of demanding, but just in these 5 minutes, I learned a whole new section like I think I know I am leaving money on the table of what the software can do.

[01:12:03] So yeah.

[01:12:04] Cool. I encourage you guys to be be active in these in these calls and ask these questions. Even if you think it’s a stupid question, get your money out of the software. And and it helps us. Kind of like deliver better value. It’s it’s it can be hard for us to keep a pulse on where you guys are with things. We’re doing our best to try to figure that out. One of the I’ve had this talk with my team a few times. I’ve got young people on my team and I view them not as like employees or Vas. I view these people as like I’ve got the opportunity to coach these people and mentor them and have a positive impact on them. And one of the things that I’m big on pushing is to get the answer that you that you need. A lot of times you ask a question and you think you should have understood it or whatever, and you don’t get the answer that you need. So you just like. Okay. I ask once or twice and I didn’t get it. And like, I think as we get older, we stop caring what people think. And like, I will just like when I get stuck on something I don’t care. I will annoy the shit out of someone until I get the answer that I like. I’m going to find out what I need to know and I’m going to understand that.

[01:13:30] And this was annoying for teachers and school to where like but like I, I’m here for a reason and I want you guys to feel comfortable and just keep asking questions of us and our team. I’ve tried to build the same culture that we’re building in this group within my team, where to to really serve and to try to help people. And I want you guys to feel comfortable, too, to ask these questions. And it helps us kind of build a better product and platform for you guys to so. Alfredo, any time you have questions on this call and all of you guys, just let us hear it and give us give us your feedback. We do pay attention to it and we use it. And like when, like Jeff and I, we debrief after every call and try to talk about like, how did the call go? What could we have done better? So what do you love? What what do we tweak? What do we love about the group? These are some of the questions we go through every after every single call. Right? So we’re paying very close attention to this stuff and we really could use your guys feedback on on making this better. So yeah, I’ll definitely carve off some more time for the tactical stuff. To Greg Adams. You got a question? Sarah Bailey. Sarah, you had you had it first. Sorry, Greg. Ladies first.

[01:14:52] Okay.

[01:14:53] There she is. How are you doing?

[01:14:54] I’m Jeff. I’ve been messaging Jeff. So, Jeff, give me a thumbs up or thumbs down if I should ask this now. He knows.

[01:15:01] What. It’s up to you if you want to ask questions.

[01:15:05] Yeah.

[01:15:05] Questions right now?

[01:15:08] Well, this is on a different topic, Patrick, so it’s not right to do this now. Maybe we could talk a little bit later, but but it’s about negotiating a deal with a client.

[01:15:21] I mean that’s, that seems pretty topical like I know that we were just talking about this erm stuff but mean this is also like coaching for negotiations, closing prospecting. So you’re struggling with negotiating a deal.

[01:15:33] Yeah. Well it started out as it’s two companies merged together their exterior home remodeling and one guy is just launching his business. But he’s been in the industry for a long time. He’s most recently managed 600 sales reps and what he was doing before. So his closing ratio is like 70%. He merged with this other company. They do smaller deals like a window here or there, and the whole reason it came up was just lifestyle, lifestyle, prospecting. They came to my house, one of their people had come around, Hey, we’re doing better cleaning around the block to are you open to gutter cleaning and and I rent which means I know that I’d have that doesn’t matter. The landlord would do it, but I said yes to see what kind of work they do, to see if I might want to even think about partnering with them. And then as we were talking, there was a window right by the front door that I have that is broken, that was sat on a table. We just put together a side note and you sat and it went right through the window. So anyway, so I make you go to your windows and they said yes. And so two days later, the owner, the new owner came to my house to give me an estimate. And as he was in my office, he saw all the computer screens from from Dave and me. Like he’s like, what in the world do you do? So I told him briefly, he was like, We need help with Legion, we need more leads.

[01:17:04] And so I set up a routine review type interview for them and went in. And then as soon as I sat down to start that, I brought my camera with me and the other owner, Ben said, Wait a minute, wait a minute, I need to ask you some questions. So then it switched to an interview to interview me and I wasn’t really prepared for that. And Ben is really pretty good with Legion and our tech. Anyway, my question is we talked about doing a revenue share, and that’s something that Scott, the other owner, had offered when he was at my house. Like he said, normally like 8 to 10% revenue share. I said, what’s your average client value? And he said, 12,500. And I thought, That’s pretty good. So what Gabriel had suggested to me before I went into that meeting, because I do one on one coaching with Gabriel, was offer 7% instead of 8 to 10 and ask for 5000 upfront to like build up, get all the assets in place and do all the stuff that you’re going to set up, like redesign the website and start going with that. So when I went in and talked to them, they said, Well, we can’t do this, we’re not going to do 5000. And looking back, I really I didn’t set it up right at all, like with providing the value upfront. So that five k would sound like nothing with if they can close as many deals as they say they can, then 5000 shouldn’t be a problem.

[01:18:40] Yeah, the problem the problem is though, that you’re kind of an unknown, unknown, an unknown person to them.

[01:18:48] I really am.

[01:18:50] Asking for 5000. Like like imagine a stranger comes in and ask you for $5,000 with the promise of like, Hey, I can do X, Y and Z. That’s tough for them to get over. If they believed in you and they they knew you and trusted you and you had already produced for them.

[01:19:06] I haven’t proven myself one thing.

[01:19:08] Yeah.

[01:19:08] And I had also I was transparent with the last thing I’ll tell you is like last thing. I was probably more upfront than I needed to be, but I just wanted to put it out there. I’m like, Look, I know tech. I got the skills to do this. My I’m jumping back in the game now like my business partner died. He had 20 years of tech in him. And so they know that like my tech stronghold is no longer with us. And so since I don’t have a lot of experience in that space, they’re like, you know what? It’s super competitive in this space. And but I know that the other guy, Ben, was like, we have we’ve talked to people who will do the Google ads and Facebook ads and they’ll do all this legion. But what they wanted was like an exorbitant price. Like their cost was like way off the charts. So he’s weighing the how much time do we go, Sarah, to ramp up? Versus paying a lot of money to this other company. So the weight and then the other owner is like. I had said enough things about different skills I have in content writing and other experiences I have like insight and other things that they’re like. There’s a lot of stuff she can do. So they’re happy about that. And Ben said, What? I would hire you. And I said no because I want to be my own boss. I don’t want to be hired. And then Gabriel suggestion was, you know what? Find out what they would hire you for. Offer to take half of it for the first three months. And revenue share. So I’m going to be meeting with them tomorrow.

[01:20:49] And you’re in kind of a. I’d be careful, you know, and a few different things that you have said here. I’ve got some concern for, first of all, with the revenue share. That’s that’s something that I tried that I got I got burned a few times on. And I would make sure that you get some stuff in place that would be. I don’t do contracts usually, but maybe Jeff can speak to this a little bit. Jeff is an attorney, but maybe he can offer non-legal advice on what would you do to ensure that you’re actually getting paid. Is there some contracts that we can put in place that they could sign that maybe would make them less likely to not deliver on.

[01:21:35] How do I get verification that they’re giving me honest information, right?

[01:21:39] Yeah, I think part of it is you’re going to know, like if they’re if they’re close rate of 70% and you send them 20 leads and they said.

[01:21:47] They let me back up, hold on. 70% for Scott, the owner. But as a collective with their sales reps now they’re at 38%.

[01:21:56] Yeah. And honestly, I think everyone like.

[01:22:02] I maybe made it up. I don’t know.

[01:22:03] So yeah, that’s what I think is I’ve never talked to a contractor whose close rate is below like 60 or 70%, but I’ve never had one in our stable who closes like more than like 50%. So it’s like, like everyone is maybe thinks more of themselves unless they’re really tracking their numbers, then they probably don’t know what it is and they’re kind of guessing. But that being said, Jeff, can you give us like 30 seconds of wisdom on any like non non? Legal advice?

[01:22:39] Yeah, definitely. Non non legal advice is just you have to be careful about it. You do business with and you can put all the contracts that you want in place. It’s going to be very difficult to come to a level where it makes sense to even pursue any kind of a claim, like, let’s say they owe you $100,000 and it’s going to cost you 20, 30, 40,000 in legal fees just to pursue that and maybe get something. Are you going to take that bet, throw good money after bad when it’s already said and done? Probably not. What if they owe you 500,000? What’s what’s that look like? So you can write anything down that you want unless they’re willing to do some kind of open book deal. I think at the end of the day, you just don’t do business with people you don’t trust. And that’s really hard because there’s very few people in business that you can trust, you know? So you have to look for those people and figure it out. And if these are people that you can trust to do an open book deal or a rev share, then you’ve got to find another deal structure that makes more sense. And frankly, that’s why we do legion and we just get paid by the month. So they won’t have to worry about any of that because if you if you’re just running around worrying about whether you’re going to get paid, you know, or if your business partner in this case is not paying you, what you do if you put that energy towards is building a legion or somebody is paying you by the month, you might make more money. Right.

[01:24:10] That’s why I put out or Gabriel and I were talking about if they were to hire me. So I’ve already put that question out to them. If you guys were going to hire, if you were to hire me, what would that look like? Because when I get that information back. I can take that and say, all right, so if you’re going to pay, let’s say 40 grand a year, I don’t know. If I take half of that as a monthly so that they then they are paying me something monthly at least. Right. And then rev share on top of that.

[01:24:42] So if I try it, I don’t know how much work would be involved. I don’t know anything about the deal other than the 5 minutes you’ve been talking about it. Every deal is different. You know, I like my comfort level. What are you going to do? What?

[01:24:56] I’m not going to do Google ads. And I already tell them I’m not going to do Google ads and Facebook ads. I just don’t want to. It’s been a while since I’ve done that and I don’t want to do that. But if they also want social media management and they talked about reputation management. So for those two, like I won’t I’m not going to put my money up front for that. I’m going to charge them for that at least.

[01:25:21] Sarah, you need to you need to think about a few different things here. One is, what does your business like? Just wipe the table clean with this idea and everything. Start at the end. What do you want your business? What do you want your life to look like? How does your business support your life? Does this align with that business? And if not, then don’t do it. Don’t get like maybe you need it. Like, I don’t know your financial situation. I know that I think you said a few calls ago that you basically had to start from scratch again. So maybe this you can get lured into this to this. Like.

[01:26:01] I’m not like I’m okay, like, okay. As far as I’m starting over with my own business, I’m just. Wiping clean slate. I’m at zero, so consider me at zero right now, Patrick. But as far as my own life finances, I’m not desperate for money.

[01:26:17] Yeah. Then that makes this less attractive. You’ve got to. You’ve got to like. I’m not.

[01:26:24] Don’t take a bad deal.

[01:26:25] Yeah, I’m not here talking, you guys, because, I mean, it could be something super profitable, but, like, I don’t. I don’t know. I like these guys.

[01:26:35] It sounds to me like they’re already discounting you their value. So it’s like, if that’s the way it starts, then it’s probably not going to end much better.

[01:26:46] Sarah, where do you want to be? Let’s. Let’s get real here.

[01:26:49] As far as income.

[01:26:50] No. How do you want your business to look?

[01:26:56] Well, that’s kind of a money question, too, right?

[01:26:59] No, what I’m saying, like, what do you want? You want a business where you’re your own boss and you don’t have to answer these questions and you’re like, turning this in. You want to travel? You want to like.

[01:27:08] Oh, yeah. Well, that’s hard to answer because Dave was in all my plans. So I like to travel. I do like to travel. I want to be my own boss. I want to build a team. I don’t know that I want a team that’s going to be so big, but I’m in an office every day because I like really working from home. Yeah, I do want some kind of a team though, right?

[01:27:33] I’ve got 25 people on my team and like, they’re all remote, so I don’t know that. Just cause you have a larger team doesn’t. Doesn’t mean that. You have to have like a centralized office location. I think you’ve answered your question. I think you know this I think you know the answer to this. Like if I said like 3 to 1, do you want to work for this company or not? What’s in your gut? Yes or no?

[01:27:59] I want to partner with them not as an employee, though.

[01:28:02] Not as an employee. You don’t want it. You don’t want to be hired. So no.

[01:28:05] Well, the reason that I would put the hiring question out there was so I could get the number from them, so I could use that as leverage to negotiate a deal.

[01:28:13] Yeah, that makes sense. But just be clear on the fact that you’re not going to work for them. And like I would also like they say, like you said, probably like five or 6 minutes ago, that how long are we going to get, Sarah? Time to to ramp up. And if they’re paying you percentage and they’re not paying you a monthly, then like. What do they care how long it takes you to ramp up because they’re not paying you anything until you bring them business.

[01:28:43] Right. Other than that, they want leads coming in so they have more clients. Yeah, but we’re not hiring anybody else to do what I’m doing.

[01:28:53] I think it’s. I think it’s important to have, like, a heavy hand in some of these talks. And I know from having my past conversations that you’re like, you’re very sweet and you’re very compassionate and you’re thinking about other people, and that is very beneficial. But it also can it can make it harder for you to just be like, hey, this is this is this is how it is, right? So for me, if I’m in that conversation and I had this conversation about two days ago with this, the story I was telling earlier with the guys from from that sign up for lead snap and they got this like mold company or whatever. They’re like, how long until we get results? Like, I can’t guarantee you how long it’s going to take for you to get results. But once we have this, we have things that have been glued to the top of Google for years and years, and it is a revenue machine for the people that that that have this. If you have not had that in your past, you don’t know what you’re missing. And it’s going to redefine your business when you do have this. So is that worth waiting? Like if you can kind of deliver that message, that kind of is a conversation stopper where like I say it like I say it with a lot of confidence and a lot of certainty. And I’ve positioned myself really well throughout the conversation. And I think that I think I think sometimes we get into these situations that because of how we’ve like framed things, that we’re in this situation. And the problem isn’t with like what do we do when we get in this spot? It’s like. We shouldn’t have been in the spot. Right.

[01:30:32] So, yeah, I mean, that makes sense. I mean, right when I got there, like, it was not I thought it was going to go one way and then it and it didn’t. And so I felt a little bit behind people.

[01:30:44] Yeah, yeah, I get it. Let’s learn from it. That’s a rep that counts. Right? And when you guys, I would advise you, Sarah and everybody else, like record yourself when you have the opportunity, if you’re meeting in person, then like maybe you can’t do that, right? But if you’re doing Zoom calls, then record it, play it back, look at your like when you’re when you’re the one speaking, you can like you’re thinking about excuse me or thinking about so many different things. But when you go back and you watch and you can just focus on your way of being, now you have this like feedback that wasn’t there and you can kind of alter this. So like, I don’t know if you guys are familiar with like some of the great comedians like Steve Martin, Jerry Seinfeld. These guys would record themselves and watch it over and over again until they had mastered their craft. And you guys need to do the same thing with this because how you’re showing up, how you think you are showing up is probably not how you’re showing up. And when you rewatch yourself, you can get so much information and you could actually have somebody that you trust that can be honest with you and not just going to be like, tell you what you want to hear, what do you think of this? And then tweak that and tweak it again and tweak it again until you get it right. Because you need to not be in this situation where they’re kind of like driving this and pushing it like like we are the people. Like I look at them as the commodity, not me. Like we’re the ones that.

[01:32:11] Have the skill partner with anybody like this. And once you.

[01:32:16] Own the site, you’re the part that’s replaceable, not me. Like who else? Like, is there other people around town that have the top seven spots on Google on the first page? Or is there one person that does are there other people that are installing windows? Yes, there’s 100 of them. So when you kind of come with I don’t say that to them like I would never, because they’re just going to think you’re a jerk. Right. But like, if that’s something that that is in my head and it comes through when we’re having that conversation, right? It’s like I’m not bending over for them. Like they ask if someone asked me to hire me, like. Probably the same for Spencer at this point. Spencer. Would you be willing to have a company hire you as an employee?

[01:32:59] Absolutely not.

[01:33:00] Yeah. So, like, there’s.

[01:33:03] I will never I’ll never be an employee, ever.

[01:33:05] I want you to be clear that I was not ever going to say yes to being hired.

[01:33:11] That’s cool.

[01:33:12] Sorry if I sent you that signal. It wasn’t. It was more of like a tactic.

[01:33:16] Is a tactic to understand how you can leverage it from a legion perspective.

[01:33:20] Yeah, yeah, yeah. Because as soon as they asked me that, like, in that meeting, he’s like. Oh, I want to hire you. And I said no. Like, I’m not horrible. No.

[01:33:30] Right. Right. Yeah, you can just like I’m I’m the CEO of this company. I’m like, we run. We run this company. There’s like, I don’t have time. It’s just like, maybe, like, 15 years ago. But now we kind of like when you get to to this skill set, it just doesn’t make sense to be in like a part of somebody else’s team like this. What we do is we would love to build something that’s going to be really valuable to you. And through that, we’ll have a partnership, right? So hopefully. Sara Sorry, I didn’t mean to. I understand your positioning, so but I just want to make sure I drive that point home. So we’re over time here. And I know that Greg had a question too. So, Sara, did you get some value from this?

[01:34:14] Yeah I think it comes down to a posture to and I’m it’s been I used to do prospecting and network marketing and I hated it first and I got good at it and created a course on it. So I’m comfortable building rapport, talking to people, but they really blindsided me a little bit on this one. So and this is a new space for me. So yeah.

[01:34:34] I would replay that scenario again and again and let’s come up with like the perfect reaction to it when like when you go into this again, like it would be a big mistake.

[01:34:45] I’m going to have a conversation with them tomorrow. So.

[01:34:48] Patrick. Can I.

[01:34:49] Come in?

[01:34:50] Yeah, for sure.

[01:34:51] Spencer Sarah, please understand. I’m doing my best to be kind. I think sometimes. Sometimes. And I don’t know your personality, but if you were kind of talking at that, that that cadence, that you’re kind of talking with, trying to explain things, I don’t know if you’re just trying to rush, but like, I think sometimes when we get put into situations where we just don’t kind of know how to answer things, it knocks us out of our, I guess, our automatic response system to where it was almost like listening to you, like you went into like this defensive piece of like, oh, well, I’m good. I can do this. I can do that. Oh, I’m really good.

[01:35:28] I think I did. I think I.

[01:35:31] Think.

[01:35:31] The same thing in myself.

[01:35:32] Like I truly that is I’ve been there so, so trust me, I’ve been there. Now, like with with the confidence that I have and the results that my agency produces, it’s almost like I get to lean on that and now people are coming to seek me. And so sometimes when I think we’re in this situation of rebuilding because it sounds like after your partner passed that you’re in this kind of rebuild stage and you’re a little bit uncomfortable if you can get yourself to where you’re comfortable in whatever aspect of the of the agency that you want to be in, if it’s sales or if it’s in the fulfillment side or whatever the piece of this is, then that confidence is going to shine. You won’t have to kind of sell yourself because people are going to be automatically coming to you. They’re going to automatically feel comfortable. They know that you can help their businesses. So I don’t know if that’s just the vibe that I was kind of picking up with with when you told the story. But yeah, I would just.

[01:36:32] I would.

[01:36:33] Be very cautious to not over talk because when a person over talks, even if you are a talker because I’m guilty of this, but I know from my ten years of sales, if I over talk, it’s almost like I talk myself out of the deal and people are uncomfortable and they subconsciously leave. They’re like, Nope, don’t want anything to do with them.

[01:36:54] Yeah, I get it. And I am a talker. But I also know like to let the prospect do the talking. Like you ask the questions, let them answer and let them just go on and on and sell themselves. And the whole thing started from my house. And then when the scout, the owner, was walking out after doing the measurement on the window because walking out the door is going down the sidewalk. And he said, wait a minute, if four gutter cleaning can’t once your landlord pays for that because I’m renting and I’m renting a house, and I said, Yeah, but I’m vetting you. I want to make sure you guys are people that I would want to partner with. I’m not going to just. I’m not going to. Anyway he kind of laughed about that like you on you for because that was like testing them like I have to know that you’re going to provide value, you’re going a good service and that your return calls and anyway. But yes.

[01:37:49] The meeting I got a recommendation for you to to like as a final thought here. There’s a book that we mentioned a couple of weeks ago called Decoding Greatness. We saw the guy speak. Jeff, do you remember that guy’s name? Jeff has the book in front of him. Ron Friedman. Friedman. Yeah. So we saw this guy speak and he gave everyone a free book. Here’s what I would do. Read that book. Take notes on the different parts of that book, then I want you to go and find find like some, some videos of like sales and these conversations. Not that and I’m not doubting your sales ability, but I want you to decode what people are doing in the framing of it. There’s patterns that exist. So part of it is like he analyzed like Apple’s website and Samsung biggest competitor and Apple had like nine call to actions and Samsung had 40 something like that. Apple had like three banners and Samsung had seven. Like Samsung had 35 buttons and Apple had like four. So you can go through and systematically you can say like, how much am I talking? How much does this person talk? How much does this person talk? So I could be measuring. You could even you could even set up one of those recorders. You take take your sales call, put it into it, and it will tell you the words that you said versus them. It’s like what Spencer is talking about, go through it and systematically attack this. Because I think if you want my honest feedback, I think the the communication that you’re having with some of these clients and there’s a style that is. The current style that you communicate to us. I picked up on the same thing that Spencer did is I think you’ve got to be more like direct and direct.

[01:39:50] Direct.

[01:39:51] You’ve got to set the tone.

[01:39:53] Got it.

[01:39:53] And I think it’s a lot harder. I think it can be a lot harder as a woman. I think you know, I think especially when you’re dealing with like contractors who like there’s dynamics that you.

[01:40:03] Have to like. Yeah. I mean, I just came out of a 30 year marriage from psychological abuse. So, yeah, I’ve been on the other side. But I’m an overcomer. I’m a.

[01:40:14] Overcomer. Use this book to build systematic strategies on how how you you don’t have to overcome all the stuff that you’ve been through in this life, but you can overcome it from a sales perspective and client, and then you can overcome it in this other part and then this other part, like come up with some methodology. But I want to make sure we, we’re like, I try to keep these calls in an hour. We’re in an hour and 42 minutes. And I want to answer Greg’s question before we jump off here so you can do this. I believe in you, Sarah. You got this like.

[01:40:45] I think.

[01:40:46] I hope you got some value from this.

[01:40:48] If you know this one selling.

[01:40:50] I’ve heard of that one. I haven’t read that one.

[01:40:52] Really good. All right. But thank you for all that. And you’re.

[01:40:55] Welcome.

[01:40:56] All right. All right. I’ll do it.

[01:40:59] All right. Cool. All right, Greg, what do you got, brother?

[01:41:02] Sarah, you got this. Just don’t let him bully you into anything. Just hold your ground like Patrick saying. Figure out exactly what you want out of life and re-emerge. If these guys come along, there could be a ton of other deals. So just don’t let them push into something you don’t want to do. That’s all I got to say there.

[01:41:16] Appreciate it. Yeah.

[01:41:18] Because a year from now, it’s going to look a lot different. I’m going to pull. I’m doing it. Yeah.

[01:41:24] Yeah. So don’t let them. So I just had a quick. What Alfredo was tabs would echo what he was saying there on the training. I know you showed all the training inside of the in the group and everything and I’ve been through that. But it’s such a high overview, it would really, really help. Just like that 5 minutes you went over earlier, I mean, that was such great value. And if somebody just had to record it, maybe just play out a scenario, building out the bear removal or something and actually showing actually how to build that out to start out with screencast to do that, that would be really, really beneficial. And again, like it a little bite sized pieces, you know, if had this section here, this one right here and not just a 1000 feet overview, I know it’s a lot of work, I know it’s a lot of work, but I mean, that’s going to be a great value to me. And to as I start to sell this out, the more I can get in the detail, that’s I learn by doing. But I also got to have, you know, kind of like the detail of this, the step by step to get that in. And once I have it, I have it. So, yeah, that’s all.

[01:42:27] That’s what I mean when I say I’m building a step by step training into the platform. So it’s going to be from not knowing anything. Every step of the process with like, Hey, click here for this, do this for this. Like, here’s how you can like with scripts and all sorts of different things. So that’s kind of what we’re building in to the platform.

[01:42:50] And do that.

[01:42:52] At least, at least SNAP is a great system and it’s huge, it’s big and that’s great. And the bad thing is it’s huge. It’s big and it’s great. There’s so many moving parts there, so we just need Disney to break it down. So I just want to, you know, you want some feedback on it. I think that would be super beneficial moving forward. And then once you have it in that library, then we can refer back to it and then we can have more of the high level conversations. Anyway, that’s all I had.

[01:43:17] Yeah. Awesome. I appreciate that. That’s, that’s, that’s the kind of feedback we need and it’s definitely where we’re headed before we jump off here. I saw your hat there, Tesla. I drove. I did. I don’t know if you guys have heard of Turo. It’s kind of like Airbnb. Yeah. So we went to Nashville and I rented a Tesla for like a week or so.

[01:43:36] That was a model S or what’d you have? Or an X or.

[01:43:40] Model S, I think the Model S the car, four seater car, that was a confusing experience. The guy didn’t give me a lot of instructions, so I was YouTubing and but it was a lot of fun, but it was cool. Cool car for sure. All right, guys. All right, this one. Go ahead.

[01:43:58] No. See you guys later. Thank you.

[01:44:00] Okay, cool. Yeah. All right. I hope you guys I hope you guys got some value out of this. I know we had a lot of different we had a wide range of topics on this one. And you guys, obviously, Jeff and I were talking just before this call. And, you know, Jeff has a son and he was telling me about how like his son was like freaking out a little bit because of this like the Ukraine thing and how the like what if they nuke us? And it was really cool because his son, it seems like use that to make a transition that like life is short and we’ve got to kind of like we’ve got we’ve got to we’ve got to take the bull by the horns and go after it. And if you guys are sitting there on autopilot and you’re not taking the actions that are necessary to get where you want to be in life, then like time is just going by. It’s just running out of the clock. Right. And we don’t know how long we’re going to be here. So I want you guys to, like, put a stake in the ground and make a difference, right? You guys, we’ve got a week before our next call. It’s the same people each week that are sharing wins, and it’s the same people that are. Spencer How long did he share wins prior to him getting from two K to ten K and the same with Patrick.

[01:45:24] The people that are doing the best are the people that are sharing and having these weekly wins. I want you guys to have a sense of urgency because we’re not going to be here forever. Like, look how much the world just changed in a week or the last two years, right? We have this this opportunity, and you guys need to do something with it. You’ve got this awesome skill set stop like waiting for your future self and promising your future self. Someday I’m going to take you like the next seven days. Count. Be someone that can share a win next week because the result of sharing these constant wins is like Spencer at 25 K Patrick trying to get to 50 K. These people were at like less than ten K three months ago. Four months ago. Right. And look where they are now. They were taking the weekly actions. A lot of you guys on this call. I love you guys. Tune in. I want to hear from you. I want more results from the rest of you guys. What do you need to do? If you’ve got questions, post them in the group. Let us help you. What are you struggling with? Don’t be afraid to share it. Take advantage of this group. You’ve got my self, Jeff.

[01:46:31] There’s other people on my staff that tune in and answer your questions. You’ve got people like Spencer and Patrick, so, like, use this group and like, let’s create some wins, create some momentum here. We’re almost at the end of the first quarter of the year, right? We’ve got like essentially like a month. So what have you done with your time so far? Are you on pace for your yearly goals? I know a lot of these people are ahead of it. Other people we haven’t heard from, you guys went and you’ve you’ve kind of like signed up for this stuff and then what have you done with it? So take your time, guys. Like you don’t know where to start. Just sit back and write down where you want to go, what are the problems, and then come up with a plan to get those. I’m a big believer and if you can write down what the problem is, you’re like halfway to a solution. Just identify the problem first and then we can start to work towards it. Let’s have some wins next week from some new people. Guys. All right, you guys stay safe. You guys have a great week and let’s create some wins and we’ll see you guys in the group. We appreciate you guys and we’ll talk to you guys soon. Everybody, have a good night.

[01:47:43] Take it easy, everybody.

[01:47:46] Audio send me.

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[00:00:08] What is up, everybody

[00:00:11] Welcome, welcome. Well, Neil from Sarasota.

[00:00:17] Yeah, Jackson Stoddard from San Diego.

[00:00:20] What’s up? What’s up, guys? Hey, Jackson. Jackie, been too long. Where you been? Oh, you did. I’ve been

[00:00:31] Here foolish when you talk, when you’re muted, but

[00:00:35] Still look kind of cute, right? Yeah, just working man behind the scenes.

[00:00:43] What’s that? I see you in front of the scene.

[00:00:45] Sometimes, sometimes, sometimes. Sometimes I like to switch it up. How are you guys, Neal? Jeff, I’m going to say it. We’re good.

[00:00:56] You good. Thank you. Thank you. It says we’d snap on the other side of it. We’re traveling. I took our RV and we were we didn’t want to deal with the cold weather, so we were down in South Florida right now. Ok. Thank you, Neal.

[00:01:16] We got snow like an hour east from us up in San Diego. Cold.

[00:01:20] Yeah, it’s no fun. It was eighty five degrees here. I went, I went jogging on the beach today. That was that was pretty awesome.

[00:01:27] Nice.

[00:01:29] Yeah, we’re staying in this. Like this, this this RV resort place that has we the Americans are the minority. Here is what I’ve learned, which is why they don’t speak English. What’s that near Miami? We’re we’re about an hour north of Miami, just kind of outside Boca Raton. So there’s a lot of French Canadians here which was like, Hey, how’s it going? And they’re like. I don’t see you. But I’m going to try I’m going to start trying out some bunkers and see if and see if that changes their attitude. I’ll speak their language. Cool. So who’s got some wins? Real quick highlights crickets.

[00:02:19] Real quick. We got you got, Neal. You know, and I’ve said this to other people, the best thing about living in Sarasota in the winter. All your friends and family come to visit you. The worst thing about living here is in the winter all your friends and family come to visit. But I’ve had some friends I haven’t seen in, like over 30 years come down and that camaraderie is still there. So it’s to me that was a big win. Seeing someone you haven’t seen in so long and it just clicked like you never missed a beat, you know?

[00:02:51] Yeah, yeah. I know the feeling that’s that’s always that’s always fun. Jackson, I think you had a win, right?

[00:02:57] I got to win, guys. I got to win. Feels good to win it. So I’ve been working on building a Facebook group in a niche landscaping and positioning myself as an authority, developing them content, whatever. I actually joined a group the other day and posted, I guess I’d call it a tripwire, just saying, Hey, I got some free value on how you can actually rank your Google. My business. We got clients doing about 10k a month in like whatever leads in in training for their Google my business and I got like one hundred and fifty people to comment. I got a bunch of likes and I’ve been prospecting and now talking to a lot of these people and hopefully going to close a few deals out of it. Got some more people in my group, so just got a lot of leads, right? About an hour and a half, I got so many comments that Facebook actually shut off automatically the comment section, because I got too many people commenting, Yeah, yeah,

[00:03:59] That’s cool, man. So tell us now that’s awesome. Is there anything you can share about the post? I think you had said something just now you said like. Anyone looking for strategies on how to rank at Google, my business, is that what you said?

[00:04:16] Yes. So obviously I was using like a lead gen type approach, but I said we got our Google, my business from zero. Or let me actually pull it up. I think I have a screenshot here. So I basically just posted in a Facebook group with my target market and I said this right here. I said we bring in well over ten thousand a month in jobs from our Google my business. So I made a guide on setting one up. Who wants it? I’ve got about 50 comments and you can see at the bottom here. Facebook automatically turned off, commenting just because everything was coming in so quickly. The bad news is I got kicked from the group because they don’t want marketers in there. And it went so viral that, like everyone was just blowing it up. But I was able to pull out about one hundred and forty people just from that post. But now I’ve got them all directly message. I’ve added as a friend, I’m pushing them into a Facebook group now where I’m going to market to them with new content, other free resources and eventually get them onto discovery calls and sales calls and turn them into the clients. What group did you

[00:05:24] Did you go into that you got kicked out of? Was it just like a general contracting group,

[00:05:28] Just like I think it was deck like deck repair and installation, like deck and docks or something like that. And then I did another one of these about a month ago. Similar results also got deleted, but I was able to scrape up about 50 leads from it. I just said, Hey, I created a PDF on the PDF and how to video on five tips. Landscaping companies can use to get more appointments. Want it? Comment below. I got about thirty one comments on that. Nine likes and a bunch of people. I’m still talking to this guy, Charles Miller. He’s actually potentially going to move forward tomorrow on a six hundred a month like SEO deal.

[00:06:08] And then you make they’ll they they approve the post, but then they kick you out of the group later or something.

[00:06:14] Yeah. So usually it’s like free to post, but I don’t get it in there and then they might see him be like, Oh, this guy’s just a marketer and kick me out.

[00:06:23] That’s the marketer. You make the wheels go round.

[00:06:27] Yeah, but they don’t like me spending, I guess. But yeah, like something like this. So I find I’ve got a spreadsheet of like hundreds of groups that I’ve joined. And this one’s like lawn care pro. So operators got seventeen thousand people in here. I mean, all I do is I hop on here, I type in, you know, free PDF. And then I hit this little button here on the bottom left, so I can, like make it look kind of pretty. And then I just like, write some copy in there, something kind of click baity, maybe say like, Hey, we just brought in one hundred and thirteen leads to last month for our tree care company. Comment below if you want to see how we did it right and I’ll get a bunch of people commenting. So it’s kind of tricky because sometimes we’ll get kicked out, so you just got to be careful and try to build relationships first. Comment in the group, bring value to people, kind of get a name for yourself. You’re going to have better allies doing that that way, then just like hopping into these groups and spamming it. So, you know, that’s what I’ve been doing. I’ve been working on that for like three or four months here. Nice job.

[00:07:34] Thanks, guys. So what’s next, then? So now you’ve got all these people and what’s going to be your play to transition them just like kind of high, high level, broad strokes? How do you take them now from this like semi warm lead into being a paying client? And then once they’re paying client, what’s going to be your game plan for delivering them whatever you promised?

[00:08:02] Ok, so as far as it goes for like nurturing the lead into a close, I’m putting them all in a Facebook group that I own and I’m planning on creating content in there that has prompts them to get on a call with me. Right? That initial discovery call will tell me where they’re at with their business, if even worth following up with. I’ll put them into a CRM that I use to track them in the pipeline. I mean, you’ve got things like HubSpot Close Io Active campaign. All those different softwares lead generated obviously has one lead stat and. With that, I’m able to follow up with them later. How specific messaging that gets them onto calls gets them an email sequence and just kind of push case studies their way build trust, build value, build rapport with them and then figure out if they really have an issue that I can solve. If they do, then I’ll pitch them on my idea. If they don’t then know, obviously they can stay in the group, get the free value and hang around. And maybe six months down the road, they’ll see something posted and come back around and pay with me anyways.

[00:09:10] So as far as it goes for fulfillment, I have a fulfillment partner. He deals with all the SEO. We’ve got a white label company that we use. I think it’s invisible PPC that we do for our paid ads. We’re looking for something else, honestly, because it’s so freaking expensive. It’s like a minimum ad spend of a thousand. So it’s it’s kind of tough to do like the go fast look sexy method on like, Hey, we’re going to run ads for you guys so we can get you to those deliverables like right up front, make you enough money to cover the marketing costs that we’re going to be going to be collecting from them while they wait for the three six 12 months to get ranking on the SEO and make that money on the back end once that product’s fulfilled. So mainly just SEO pay per click. And then we’re also doing software as a service where we help them with like lead nurture campaigns, database reactivation and stuff like that. That’s super cool.

[00:10:01] So while you’re let’s say that you get one of these people in and you’re going to start running ads for them is the plan to run ads while you build out a legion and try to get things organic and then turn off the ads and rely on the Legion long term.

[00:10:15] Yeah, so I mean, I’ll shout out to Nic Wood here, I don’t know if you guys know him, but he’s got a really good sort of method on closing deals up front, collecting money up front before building out that legion, ideally. That’s why I’ve niche down. That’s why I’ve tried to brand myself more and start to become an authority in one niche. So when I’m talking to these people, they can see all the results that I’ve done in the past. For somebody that’s like them, collect that money up front, run a little bit of money into pay per click just to get them some leads right away and then put some of that money back towards a lead gen site. Get the Google my business set up and get that website and utterly genocide set up.

[00:10:57] Yeah. I mean, obviously, this method has been around for a while. I hope it goes better for you than it did for me because I invested a lot of time and money in trying to get good at Google ads. And, you know, we got our cost per click from like like our cost per conversion. I don’t know, spend it like a hundred and twenty dollars and I got it down to like eighteen dollars. And then it was still really it was a ton to manage. And that’s why we moved away from parts of that model where you could still kind of run the same model that we’re running. I would be interested to see how this plays out, but the tweak that we made, we started out doing it the way you are, where we could easily close people and get people in our world and then you’re on the clock. And it just felt like a lot of pressure where, OK, this person is probably going to pay for three months before they really get pissed off if they’re not really getting good results. And we were losing money on ads and they still weren’t happy. And then it hired like an ads company that I was spending like four or five thousand a month. I think at that point, we were spending about thirty thousand a month on ads, and then it was like an additional four to five tab. This company manage it. And I mean, we were just losing all kinds of money and the people still weren’t really thrilled with it. So then the change that we made is we pivoted to where we like, take a startup fee and then we’re like, You don’t pay anything until we bring leads in.

[00:12:21] So we take that startup fee, then start building the the Legion sites and then we would not start them out. I mean, we’d start them out at whatever it was producing, right? So if you’re doing like landscape and you say, Hey, this is worth like 40 bucks a weed and the site’s bringing in like 10 leads, then we’re going to start out at four hundred bucks. And then when it goes to like 20 weeds, it’s going to be eight hundred bucks and we paste it that way. But like, I wasn’t an ads master, but that was just my personal experience, and we kind of kind of felt like the relationship with the client was salty. A lot of the times when we were in that phase and then when when the like the the Legion stuff really started to kick in. Now they’re like my best friend, right? Yeah. So I would love to find a way if this if you can find a way to make this work. But man, I’ve spent a few hundred thousand dollars on ads trying to make it work the way you’re doing it. Yeah. Once again, I mean, there’s there’s a lot of ways to do it differently. You know, some of the groups that Jeff and I have been in, there’s some guys in there that are just like, unbelievable with the ads, and I’m sure somebody like that is going to have better results than we did. But but it is almost like a whole nother. It’s a whole nother world to get into. Right? It’s not. It’s it’s such a

[00:13:42] It’s such a best case scenario, like assuming that you can throw a thousand bucks at ads and guarantee a number of leads. I mean, you’ve got guys that pay like for me, I’m in San Diego and I work in automotive and these guys are cutthroat out here. I throw up a legion site in for months. I’ve got like 10 one star reviews from. I know the competitors. They’re not they’re not coming through my site. I know that for sure. My guy is really good at what he does. So competing with people like that, they’re going to be clicking on your ads. They’re going to be running up your cost per click stuff like that. My idea of a workaround right now is going to be using software, but creating a nurture campaign. Right? So a lot of guys already have this in my niche. They use apps like Jobber, which essentially like sends appointment notifications, helps them track leads on a calendar, will send text reminders, stuff like that, right? And then after the job, it’ll send like a reputation management type thing. So if I can build in stuff like this and have my CEO at a low of month to month price, maybe bump it up a little bit so I can afford a lead gen site just enough to make these guys happy.

[00:14:56] Help them increase their closing rate. And then also do things like a database reactivation campaign, which I’d be happy to show you guys that right now. What that is is if I if they have an existing list of contacts, say they have one hundred contacts, right, and a service like landscaping, right? Landscapers, lawn care guys. They do spring cleanups. Grass grows, obviously, if you didn’t know that, I’m sorry. It does. Like if we can reach back out to their contact list. We can get them to. Get back on the on the calendar with the landscaper and then close another deal, right? So I ran this for a landscaper the other day we sent out like a 10 percent off offer. You might get these on your texts every once in a while or in an email when it’s like, hey, 20 percent off spring clothing deal right from Kohl’s or something. Essentially, we did the same thing for a lawn care company and we just said, hey, 10 percent off yard maintenance for your first week. If you sign up for this this deal, just like respond with yes and we’ll get you in.

[00:16:04] So the strategy, I think, is what’s important here is like the nurturing part of it. If we can, if we can use our skill sets and then add in a nurturing component to to this stuff, this can be this can be really useful for our clients, right? One thing that I will caution you on with a database reactivation. I don’t know if you know, I think you know, this person is named Josh. He he’s out of Colorado and does like CBD type oil. Do you know what I’m talking about, Jackson? I don’t want to go to too deep into it.

[00:16:38] But yeah, yeah,

[00:16:40] You should reach out to him and talk to him a little bit because I think he got hit with a pretty big lawsuit for like advertising to people that that after the initial sale that having given X like explicit consent. Jeff, do you have any non legal? Obviously, Justin? Jeff, do you have any non legal advice that that you can speak to on this? I just I want to make sure that we don’t send people

[00:17:03] Down down the wrong.

[00:17:04] Yeah, down the wrong path. Yeah, definitely. Look at your CPA regulations and make sure that you’re in compliance because I do know somebody personally who got jammed up with that, and I think it can be a really a really bad place to end up if you do it.

[00:17:24] Wrong. Yeah, so Jackson, on yours, are you are you sending these out of text messages?

[00:17:32] They are SMS. Yes.

[00:17:34] Do you have that option in there to click to type and stop?

[00:17:38] Yes, yes, we do give them that option.

[00:17:41] Ok. And I would just double check that just.

[00:17:44] Yeah. So basically, you guys are saying like if they don’t opt in to agree to any sort of marketing messages that you technically are

[00:17:53] Breaking some, I’m not sure I’m not going to like, say, one. I believe that’s correct. I think that if you if they purchase something from you, that is not an opt in for like like eternal marketing, right? So like and just because they have their contact information. But you know, it’s probably a long shot that happens. But well,

[00:18:16] Just, you know, there’s a lot of people who are out there just chomping at the bit to litigate. So there’s there’s law firms who specialize in just taking these types of cases on because they can because they have a federal regulation behind them. So obviously, the law is on their side. And so it’s OK to my understanding, at least and not legal advice, is that it’s OK to reach back out to someone who’s purchased something from you and offer you ask them how it’s going, so to speak. How how’s your long, you know, but to be like, hey, 20 percent off, like, that’s that’s another matter, and they didn’t

[00:18:56] Want to rework the wording there, right?

[00:18:58] Yeah.

[00:18:59] And.

[00:19:01] Jackson, how long can you

[00:19:03] Help with it, give me a call. Something like that might be OK, I don’t know. I haven’t really dove that far, but that could be OK. We’re offering a specific deal is not.

[00:19:14] Yeah. So for me, I definitely had that idea, but I just I just sent it out. Anyways, I’ve only ran two of these, but that is something I am working on. So maybe if you guys want to check back in a couple of weeks shooting a DM and I’ll let you know if I find any workarounds for that.

[00:19:30] Jackson will throw you in a group chat with the person that had that. I know that had to deal with this situation. So like, really nice guy. I was talking to him a lot about it when we were setting up our phone system to make sure, like, what I found out is that like, let’s say that, that you were doing this with our phone system. My concern was that it would come back to me, but it’s actually like the person who initiates it, not the owner of the phone system. So it actually all the liability would be passed on to you, not the phone system provider. So that’s why I started to dig into it a little bit. I think one strategy you could do to get around this is you could send these people. Maybe you could send them like, Hey, here’s a guide. Or like if you can come up with some kind of value where they can download something and then you have a checkbox there that says, Hey, I agree to like marketing whatever, then like that might be the permission for it. You can also build it into your form submissions. We’re working towards having a checkbox that has kind of a TCP agreement, stuff that will that will be an option to add to our forms so that and you’ll have that kind of like proof that that you that this person, this person check that box for for future communications. That’s cool, though, man. I’m glad you’ve got a system here on this stuff, and it sounds like a pretty powerful pitch to get inside of these groups. It may make sense for some people have more than one Facebook account, and if you. I don’t mind getting like if you had a if if a person had a second Facebook account, they could potentially go into these groups and and get kicked out and get the leads. And maybe they maybe it’s not that big a deal because it’s on this like secondary account, right? So it could be a good strategy and you

[00:21:26] Could have your primary, your primary account could go in there and be like, Yeah, this dude is legit.

[00:21:32] Yeah, I use Jackie before and like, he killed it, right? Not that I’m advocating that. All right. Cool. So. All right. Awesome. Win, Jackson. Always good to see you, man. Who else? Any other wins? Well. All right, cool,

[00:21:54] Packer, yeah. There’s Greg Adam Scott to win. Well, I just I’ve been out for a couple of weeks, been traveling stuff. So Jeff, I’ll be living close to you. So we’ll get together here sometime next month. Yeah. Oh, wow. Where are you going to be living north of College Station over in Hearne? So I’ll be about an hour and a half from Austin. Ok, cool. Yeah. So yeah, this little town outside there. But so in my travels, I’m looking for another place back down road visiting family. I actually went and met with my, met with my customer that I just picked up kind of showed up at his place with my business coach kind of blew him away. You know, like, I actually showed up and we actually did a ride day together. So it was cool. I got to meet his whole crew and really make that bond. And of course, I was giving him all these guys doing video and marketing stuff. So we just spent, you know, a day together as a ride day. Obviously, everybody can’t do it all the time, but it really made for a good impression, and I think we got a lot of stuff that we’re going to build on from that. He really wants to scale his business out. He’s he’s young, he’s hungry. He’s telling me all these things he wants to do. And I’m I just want to turn on the fire hose. You, I don’t wanna give him too much, but I think we’re going to really start this out. It all started out with a heat map, you know, getting on there and the heat map. And I talked about the sky a while and now he’s wanting to. He’s wanted a franchise, this thing out, and there’s some other avenues that we’re working on right now to scale it. So yeah, that’s awesome. Yeah. Meeting up with

[00:23:24] Having the opportunity to meet up with a client like that and do a ride around or or whatever I think is really good for building the relationship and getting to see how they operate, what other opportunities that you have, what skills they have to create content as far as video and photos and make your life easier along the way. I’m sure the time you spent with them will probably come back to you one hundred fold over the course of their relationship.

[00:23:49] Sure. You know, and he keeps messaging. How quick can we get this? Can I fire these people out in New York? Not not anything in New York, but I’m just saying these people. He’s paying them all this money and he’s doing all the work he keeps telling me. Like, I don’t even know why I’m paying these guys until I’ve shot up, but I’m trying to do this stuff for him and I’m just giving value. I’m not. I’m nobody special. I’m just I’m just treating him like I want to be treated in a business and he’s blown away. You know, he’s just super excited about it. He’s, you know, he’s giddy like a little school kid. So yeah, you’re not special. Yeah, I know, right? Hey, that’s what that’s what the doctors told me. But hey, I don’t quite. Yeah, I’ve heard I’ve heard that

[00:24:25] Before from other other people who I’ve converted into clients that they they have somebody, they’re paying a decent chunk of money to and they’re I don’t even know why I’m paying these people. And it’s like, Whoa, why? Why are you paying? Because they don’t know what else to do, you know? So if you can get them in that conversation and you start providing value in the same guy, I’ve got him on like when I I think he was one of the first clients I got on board with with Patrick when I came into this business. But he he reached out to me the other day and just had a quick question. And he’s just go, he’s just bends over backwards. Oh, thank you so much. Thank you. Thank you. Thank you. He’s just he’s so thrilled. He just he wouldn’t do anything to jeopardize our relationship because he knows how much value we bring. Above and beyond. And he knows if he text me or calls me with some question that he’s going to get the straight answer and not some round of whatever trying to upsell him and every single time or whatever he can just call me any time.

[00:25:24] You know, Lynn Lynn, he asked the question If I own all the data, like the video content? No, not not for his. But I am building awesome verticals around him. It’s what I could say about it. He’s in home improvement, but I’ve got some other niches that that we’re going down right now. And as we’re building out his rebuilding his site, I’m also building some other related stuff, you know, niche and down in that, and I will own that those sites in that content with on those sites, and I’ll give him first right of refusal on that. And I know I could sell it off to somebody else. If he don’t want it, I’ll just go like here. Here’s here’s these leads. Here’s this vertical right here. Do you want it? He says no fine. And I’ve already told him that too. I didn’t tell him exactly what I’m doing, but I’ll give him first right at it. But answer the question. All the stuff that I’m building out. Yes, I’ll own. But for him, that’ll be his.

[00:26:18] Yeah, that’s the way to go. And, you know, I’m a big believer and like if you calculate your hourly wage for doing SEO work versus the stuff that you own, it’s it’s a it’s a massive, massive difference. And it seems like the better thing to do in the short term, to do to do this like SEO work for someone else. But I mean, it’s still like it’s still an hourly and hourly rate. You know, I built a my first site was a towing site. I didn’t know what I knew what I know now, then when I built it. So I built this towing site and I probably put like 60 hours into it. And I’ve been charging started out at like five hundred a month and it’s been a thousand a month and it’s been about six years of of this. And I’ve barely touched, barely touched the site since then, and it just collects every month. And we were also in SEO and we’ve done SEO, where we were charging a couple of thousand a month for a few clients and we lost those clients. And once we lost them, it’s like that hourly rate stopped. And, you know, we might have been getting paid like six times as much, but I’m still spending money to do the work for there. But but now I’m not doing any work on these legions and it’s like it’s still collecting. So if you’re on the fence about whether you should own it or not or like this is obviously this is a group that that that favors Legion.

[00:27:48] There’s a lot of different ways to be successful with that stuff. If that’s SEO works for you, then like, hey, by all means, go, go do it. It’s just my my personal opinion. And you know what my experience has shown me is like, try to own it as much as possible. And when you position yourself as being the best in the market and it doesn’t really matter that you own it to the client like I was, I’ve had this conversation a number of times with people where it’s like, Hey, I want you to do SEO for us. Blah blah blah. No, whatever is going to come to you and be like, Hey, can I pay you monthly? And then just be in this relationship where you own it. And like, I have to do this forever to get no one’s going to come and say that to you, right? But if you position things like, Hey, this is this is a partnership, what you’re good at, like for, like what you’re good at is artificial grass, right? Installing the artificial grass. And what I’m good at is this stuff and this stuff changes constantly. So what we’ve done is we’ve we’ve positioned things and we’ve set things up. So when you win, I win, right? Like, we don’t do contracts.

[00:28:52] So it’s just based on the value you can cancel any time. But if you want somebody that is going to be aggressively focused on this stuff and your bill goes up when we bring you more business, our goals are aligned and that’s why it’s a partnership. So that’s kind of how I positioned it, and we get very little kickback when we try to have that conversation. But if you don’t, if you’re not willing to have that conversation, you’re going to end up with a bunch of clients that are SEO. I just will tell them, no, essentially like, sorry, that’s not how we do business. So it’s kind of like they’re faced with, do you want to work with someone who is exceptional at this or do you want to like, go hire just another like every day SEO person? And like, if you say, if you kind of take it off the table and these people believe and trust in you, then they’ll kind of mold to your business model. That’s that’s what I found out. But that’s that’s a big if, right? You’ve got to be able to you’ve got to be able to position yourself and have the certainty in yourself and the confidence because that’s going to show through. If you guys are kind of like wavering and unsure, then they’re going to pick up on that and they’re not going to go with it.

[00:29:57] I definitely I definitely agree with that. I mean, I that’s how I win in those conversations. Even if they don’t get it it, they’re like, Wait a minute, you’re going to I just steamroll them with confidence. And by the end of the conversation, it’s exactly like Patrick saying, where they’re just like, I’ve established myself as somebody who is going to dominate for them and they’re willing to take a shot on that most of the time, if if they’re the right client, right?

[00:30:23] It’s also it’s also very low risk, too, right? If they’re just paying a startup fee. And then like like, I was meeting with the guy the other day and he was talking about his like, actually, in this park, I was I was on my way to the restroom and I ended up meeting a potential client. But he’s talking about how these seo people I promised him and like, they’re all the same. That was how it started. And I was like, Well, you know, we just we don’t we don’t do that. We charge a startup fee and then you don’t pay anything else until we bring you business. I was like, Hey, we don’t bring you business. I don’t even mind refunding you, but that’s never happened. That’s never happened with us. So this is how we do it. And you know, there was there was no doubt he was like, OK, what about expanding into these other markets? I want to do this niche, and I like that whole part of the conversation ended within like 15 or 20 minutes. And then it was more about like, like, Hey, what if I want to go into all these other markets? Can you help me like? Completely different tone. It was like it’s already been established, you need to hold your ground, though you need to.

[00:31:24] Don’t, don’t be like, you know, backing down. If they give you a little kickback, just like pretend, you can act as if if you guys have, there’s there’s a really good movie called Boiler Room with with Ben Affleck, where he brings in all these like junior brokers who don’t really know what they’re doing and they end up like defrauding people. That’s not that’s not what I’m saying to do, but there’s a lesson in that where it’s like you can kind of like act as if you’ve got this entire group to support you with people who have done big things in here that are willing to help you. So use the confidence from from these people like we can get on these calls on a weekly basis and we can walk you through the strategies of how to do this stuff right. You can use that as your confidence if you believe in us, if you believe in myself, you believe in Jeff. You’ve seen the success of so many other people in this group. Use that as your backbone and act as if you’re going to absolutely crush it for these people. And then we’ll figure out how we make that happen, right? We’ll give you we’ll give you the step by step instructions that that have worked for us over and over again.

[00:32:27] But the point is you act as if that you’re going to own this town like, like, you know, exactly what you’re doing, even if you’re kind of like, Hey, I don’t have all the results, but like I said, you’ve got a community of people that do. And at some point you’re going to start to you’re going to like, especially after you produce your first one and you really start to get leads coming in, you will become this person. It doesn’t mean that you’re a jerk or anything, but they’re going to test you. They don’t believe in you. They don’t know you. Just like if someone if I came to you and I said, Hey, I’ve got this, I’ve got this like special present for you in this box and you don’t really know me, and I’d like you to pay me two thousand a month for it. Like, how would you feel like you would be doubtful, right? And you’re going to want to kind of cross-examine these people, and that’s the same thing that they’re going through. So it makes perfect sense, which is kind of like this belief in yourself and like it makes all the difference in the world because I waffled all over the place when I first got started and I didn’t know, you know, I didn’t.

[00:33:27] I didn’t know how much of the difference it made. And then I got to the point where I couldn’t handle more business and I was like, Well, look, we’ll put you on a wait list. And it made these people even hungrier, and it really started to click in my head. The psychological difference that had happened, you guys have probably seen this in all different parts of your life, where maybe you’re playing basketball in a gym and somebody walks in and you’re like, You’ve never seen this person play and you’re just like, Man, that that guy’s probably going to like he just like, you just got that. He’s got he’s he’s got that, that X Factor before you even shoots the ball, you’re like, this. This person looks confident this person knows what they’re doing. I saw it all the time at the poker table. I could see people coming in and I’m like, This person is trying to act cocky or whatever this person like. This person immediately smells like they know what they’re doing, right? Everyone’s doing that. They can detect bullshit a mile away. They’ve heard this CEO pitch a dozen times, guys. So you have to differentiate yourself with something. Patrick, can you steal a I’m sorry. Go ahead, Jeff. Do you have a question or something?

[00:34:28] I think so. I was going to I was going to say something here. And that’s exactly what this this builder did the other day is that, you know, he’s been burned so many times, you know, and he was like, Greg, I’ve got to make this thing work. And I said, I said, exactly, and I have a lot of background in the building trade. I grew up as my stepfather was a building contractor, stuff like that, and I just put it back at him. I said, Look, I said, I know you’re taking a chance on me, but I’m taking a chance on you as well. I said I could be the best that could bring you as many as you want to, if I can’t. But if you can’t sell them, if you can’t close them, and if you don’t have a good reputation like you do, then it’s all for naught. So you know, we’re taking a risk. I’m taking a risk here too as well. And he said, Well, I got to have the site up and go, and I said, Look, I said I gave him a great analogy. I said, We’re going to we’re building this house over here, right? I said, we’ve got to put down a great foundation. I said, we’ve got to build the beans right. We’ve got to dig them deep enough. We’ve got to put enough rebar in them. We’ve got to make sure the psi is right on the poor. And then once we pour that concrete, we’ve got to make sure that it cures. If we don’t do all that, we can build a best house, most beautiful house on top of it, the most famous house. And what’s going to happen if you don’t? What’s going to happen? Royce, it’s going to crumble, right? Yes, Greg, I get it. And I just had to. I just had to not really put it in his face, but I just had to put it in terms that he understood, you know, and speak his language there.

[00:35:49] But that’s awesome. I feel that coming out of that confidence and passion coming out of you, that they’re going to feel that they’re going to feel that confidence that you know what you’re doing and the confidence that you’re going to want to do business with them. And that’s going to make them want to do business with you even more.

[00:36:05] Yeah. So, so, so so so I’ll finish here. So, you know, his defense kind of came down and it’s like what Patrick was saying awhile ago, you know, then his defense came down and then it’s like, OK. I won’t expand over here, and I want to I’m hiring, I’m hiring a project manager and we’ve got another guy over here and we want to expand here, here and here. So we’ve quickly shifted from I need us to work to like, how big can we expand this thing?

[00:36:31] Yeah, that’s that’s that shift where, you know, you kind of like like they’re in at that point. It goes from like a sales to negotiation. I think it’s also it’s it’s awesome if you can. If you can find a way to speak their language, then like like you did here with the construction stuff, then they start to put you in. They move you from this like marketing SEO specialist to like, Oh, this guy is like the builder SEO specialist, which is like, It’s the reason why heart surgeons get paid. Like, Hey, I’ve got a friend who is a heart surgeon and he specializes in this like, really uncommon defect for for like hearts. And he makes like. Way more money than a normal doctor would make, he makes more money than a heart surgeon would make in his schedule is always busy. It’s that specialist you can set yourself up as the specialist, just like Jackson was talking about how he’s kind of positioning himself as the authority on landscape marketing. We did the same thing. We have a niche that we’ve run all across the United States. And, you know, I told this story a few times. Niching down is really, really important. We had a lady that was in Montana, and she reached out to us and said that she was referred and I gave her our minimum startup cost. And she’s like, That’s way more expensive than I thought.

[00:37:53] And I’m like, Yeah, well, we sell Ferrari’s, not Honda Civics. Like, if you want to like, this isn’t for everyone. I’m constantly when you guys have doubt, when someone expresses doubt. I immediately kind of go to a takeaway. Like so, she said, that’s very expensive. And I said, Hey, what we do is not for everyone. Like, I’m not going to grovel with this person to try to convince her I’m going to let her know. And like, that’s not how she’s used. That’s not how most people are used. When you hear that, it’s like, OK, this person is like, immediately flips a switch. They’re not desperate. This person has a lot of value. So she went away for a month or so, and then she came back and said, You know, I asked nine people for referrals and you guys came up six times. This is across the United States. So like at that point, like it’s going to be really hard to not close this person when you’ve got that kind of reputation behind you. And we positioned ourselves as the specialists within that niche. We know their language. We can speak their language. The sites get easier to build. We know the types of leads. All all this stuff is really beneficial. I see your question here, Patrick. I’ll come back to it. Why don’t I hire for you doing so? I kind of address this a little bit.

[00:39:04] I don’t know if that came before I did my little spiel, but it’s basically like, we don’t. We don’t do that. This is how we do it. Our services are in very high demand. We’ve done that. We like a story that that I use that’s true is, you know, we started out doing SEO and we did a really good job and then we got fired. But people loved us. But they said, we’re too busy. So it’s not it’s not a good business model. When you get to a level where you can kind of when you get to a level where you have referrals coming in nonstop, you get to kind of choose the rules and these are the rules that we’ve chosen. And you know, when we do things this way, we our goals are in alignment as you like. The more business I bring you, the more that we get paid and we both want to move this forward. So it’s designed. Our system is designed for people that want to grow big businesses. And if that’s not you. I totally get it. What we do is not for everyone, right? It’s for people that want to grow big businesses. Some people like, Hey, they don’t want multiple crews. There’s, you know, everyone’s got their own business. You created this business because you wanted to set the rules.

[00:40:21] So if this doesn’t align with where you want to go and how you want to set things up, then that’s totally cool. So like, that’s kind of what I would do if someone saying, why don’t I hire for SEO? I have this kind of like sincere. It is one hundred percent sincere. I’m not going to build a site that they own. I’m just I’m not going to. I know how that’s going to play out. I’ve already done this enough times and it’s. Some lessons you can’t learn from someone else telling you you have to shoot yourself in the foot a few times, I had people tell me this, I did it and then I got sucked in multiple times and then at some point I’m like, This is just stupid. I’m not doing this again. I’m done with this like, I just refuse to do it this way. And as the sales skills improved and like the confidence and the certainty on what we’re going to deliver improved, I found that it’s it doesn’t really change anything. We don’t we don’t lose these people because of that conversation. Whereas before I think I used to and now like they, they almost get more excited by the fact that you’re rejecting their offer and saying, nope, not going to do it that way, you know? So hopefully that gives you,

[00:41:32] Yeah, maybe, maybe that’s because they know it’s not going to work too. They’ve already hired people to do that, and it hasn’t worked. They’ve gotten swindled or whatever. Waste of money. Waste of time.

[00:41:45] Yeah, yeah, so, Greg, saying when someone says, I’ve heard this line before, I like it when someone says that’s too expensive, then like you can say, like compared to what? Like eventually what? I like to paint the picture and I’m trying to do the same exact thing for you guys that are using our software is I’m going I want to make it expensive for you guys not to use our services. I want to give so much value that if you don’t use it, it’s going to cost you money. And you know, yes, it’s it’s our price is more expensive than like this other price. But it’s it’s and I always go back to, especially if it’s a guy in the contractor space like cars or something that. Like, that’s that’s an easy thing, so like, yes, a Ferrari is more expensive than a Honda Civic. We’re the best at what we do and we don’t sell. We don’t sell it for these other prices, just like. And here’s immediately go to them, right? Like, you guys, are you guys selling the cheapest stuff in town or are there people that do worse work? You guys charge a premium for being great at what you do. So, Greg, it’s the same thing. We’re doing the same thing. Like we’re we’re like, I encourage you if this doesn’t sound, if you don’t want to work with a company that’s focused on this, then choose someone else because this isn’t going to work out.

[00:43:08] It’s going to be frustrating for both of us, right? Like I said, we’re designed to to take over an entire market like I go back to. I played a lot of sports, so I always go back, especially with the guys. I go back to sports. I’m very competitive. When we come into a market, we are absolutely going to demolish the competition. The competition, like we’re putting a dartboard on the wall and we’re going to throw darts at them. They don’t know a war has started, but we are coming for them and we are not going to stop until we absolutely destroy them. They are not welcome on the first page when we’re in that market, right? I kind of view that as my yard and I don’t want these people in my yard. So that’s kind of like I try to get them like, you kind of get that emotion in there. And I mean it, like, you guys can probably feel it. I mean it. I want like, I want it. It’s not it’s not it’s not so much about the money, it’s like a game, it’s a video game or like a sport like I’m competitive, I want to win and their competition is my competition. I let them know that and like, you kind of start combining some of these things in there.

[00:44:13] And it’s like, I mean, our close rate, when all this stuff kind of got blended in together correctly, our close rate is very, very high and it almost never happens where it never happens, where the person is like qualified. And they I mean, it probably happens sometimes, but very rarely where the person is like qualified. They want to grow a big company and then they’re just like, they don’t move forward with us, right? And I don’t think there’s anything special about this. It’s just it was reps. It was just a bunch of practice on this stuff. And eventually we got us to the spot where like, we’re comfortable with with the lines and you guys got to have your own stories and stuff, right? It’s it has to be authentic to you. Coming from a sports background, I like, I think about those games and those like the competition of it, like I feel when I’m saying it. So you just you don’t have that and then you try to put it in. It’s just it’s not going to come across as true. It’s not going to ring true for the people listening to it. So I think it’s always important to be authentic with with this type of stuff. Jeff, I think we’re not live on on Facebook. So I think the questions are all limited to to Zoom today, right? Right.

[00:45:26] Yeah, we are live on YouTube, but I don’t even know how that works as far as like getting comments and whatever.

[00:45:31] We’ll have to get this thing sorted out next week, but a couple of things I wanted to talk to you guys about. So I went and I did another mastermind this last week in Nashville. And for me, the sales and marketing part is not where I struggle. It’s and like, I’ve talked about this in the past, as you grow, it shouldn’t look like this. It’s going to look like this. You’re going to hit steps and you’re going to kind of plateau for a little while. So I have noticed and it’s my belief I was actually talking to Nic Wood about this. I think that was yesterday about like building, building a big business and the common thing that I think a lot of people miss on his operations. So when I was at this mastermind this last week, I want to meet with the operations person. So they what the format is. They present you with a few different topics and they teach you some strategies that they think are going to apply to a big number of the people in the group. And then there’s the opportunity to go and talk to the head of their different departments. So they have like client success. They have sales marketing. In operations, I think that’s what it is, so I always go to operations and I talk to these people and I I think it’s a very common issue that a lot of you guys have the guy.

[00:46:50] So let’s talk about operations. So operations is not like a single department. So if you were to split up your business and say, Hey, this is like the financial and marketing and then you’ve got like fulfillment or client success, like operations kind of permeates all these different parts. Right. And for those of you guys that are struggling and you don’t seem to have things streamlined, right, then this could be an operations issue on some level. So the book that I’ve recommended time and time again, I’m actually on my third time reading it now is traction. So this is an operations book on how to streamline your business. And I think one of the things I’m going to be doing is hiring like a professional to iOS. It stands for entrepreneurial operating system. You guys haven’t been through this book. I think it’s one of the best like operations management books that that are out there. There’s just a lot of principles that you put in place. So I’m going to hire this iOS implementation specialist to come and work with us in our business, and I’ll share the things that I learned from this at this, at this mastermind. There’s a guy who is like, he he’s this person, he’s an implementation specialist, and I spent a lot of time talking with him and the operations guy. So talking to the operations guy, he was like some of the big takeaways that I had is he talked about how he had worked for.

[00:48:11] I think it was a Fortune one hundred company and he was an operations, and he had bounced around between different big corporations that he had worked for. And he didn’t really like working for corporate America, which is like a common thing. But the reason he didn’t like it is maybe different than than most people. So what he was saying is he didn’t like it because like, they already had everything figured out, right? So all of these fortune, one hundred and Fortune 500 companies, they have everything figured out. They have all their processes dialed in, and that’s a big part of why they are where they are, right? So if you yeah, that’s the one. Great. So if you’re somewhere along that way, I don’t think we have any Fortune 500 companies on this call. So if you’re on your way, like there’s a reason why these are there and operations never ends, but it it becomes like less creative. Right. So seeing that these big successful companies all have this in common is like success leaves clues, so we should model that right. So. So I started asking them, like, how do you find these operations people? And there’s kind of two types of people that that we have. There’s visionaries and there’s integrators.

[00:49:23] So we kind of like fall into those so visionaries. I’m a visionary. Jeff is a visionary. We have these ideas we can come up with, like solutions for problems. But the execution of the problems can feel monotonous to us, right? Like. I don’t like doing these like like constant, repeatable tasks like I will do them to get to where I need to go, and that’s why we’ve kind of like been able to build this, but it’s been painful for me to write out SOPs. But some types of personalities enjoy that right? So you need to find someone like this and you can have like you. Maybe your company isn’t where it needs to be to be able to hire somebody that is going to be this like full time integrator. Or it would be like a CEO chief operating officer, right? I think that’s what that stands for, but that’s essentially the type of person that you need and they have these in fractional pieces. And there’s also you can hire a consultant. This doesn’t have to be as scary as like, yes, these people are going to get paid like more than probably a hundred k a year, but maybe bringing in someone like this for a few hours to give you advice on how to streamline things in your business, could this could come back to you? 10. One hundred fold, right? Especially for things that are constantly being repeated.

[00:50:43] Right. So getting some processes in place and learning the foundation of how to put these processes in place is huge. And that’s kind of what that traction is about. So I was asking you, where do you find these people? Where do you hire? Where do you recommend hiring these people from? And he told me that all of his best hires have come from his like his own network, his own personal, not like job boards and stuff like this, like finding people that he knows that he respects, that he thinks are great at what they do. And then like recruiting them. So we probably all know people that are visionaries and integrators in our lives somewhere. So here’s a test that’s like, how do you test these people on whether they’re a visionary or an integrator? And he said this was like so simple and amazing. So how do you make a peanut butter and jelly sandwich? That was this question. So for me, I get a piece of bread. I put peanut butter on it. I get another piece of bread, I put jelly on it, I combine them and I eat them right. That’s that’s what it is for a visionary. You ask an integrator of that question, and they’re going to answer something like this. Do I have the peanut butter already? Do I have the jelly? Ok, so I’ve got both.

[00:51:54] So what I’m going to do is I’m going to open up this cabinet over here. It’s the third cabinet from the right and on a pull at the plate. I’m going to set the plate onto the table. I’m going to open up the drawer, I’m going to pull up a knife and they’re going to go through every little like detailed step for me. It’s excruciating just to describe that and go into that steps where I’m just like me, I’m like, Let’s go go faster, faster, faster, you know? But there’s people who love that in our we need people like that to help us streamline some of our stuff. Because if you’re a visionary and you’re just doing the high level stuff, the weakness of the owner is going to be the weakness of the business. A lot of times, right, so this is going to be passed on. You’re also going to kind of like Vibe more with certain personality types. So for me, I hired Jeff Jeff’s another visionary like we think in the same way. And you know, it’s it’s there’s a lot of people within my company that have that, and I’ve realized the penalty that we’re paying for that. So I think this was that was some of the big takeaways for me from this last, these last few days. So I would encourage you guys, as you scale your business to be thinking about some of this stuff, it doesn’t have to be so like big and bad, but you do need to have these kind of like SOPs in place.

[00:53:14] So SOP standard operating procedure, if you guys haven’t heard that term, you have to have playbooks. You need to have this stuff documented and you need to document it in a way that, like a child can understand. You need to document it in a way where you hire somebody that is not an expert in this field and they can see it and they can go through and they can follow it and be successful with it. And when you do this and they have questions, that’s feedback that you need to adjust your system. Just like for you guys, when you guys have questions about how these snap works, then it’s like for me, Mike, why does this person have this question? Because I kind of feel like I failed the person if they have the question and like, we have so much going on to try to fix some of the confusing parts of our system that you guys haven’t seen, but every single time one of those questions come in, I’m like, OK, let’s like let’s feedback. You need to do the same thing with your with your SOPs, right? Or like whatever you’re building out and you need to have the stuff in a spot that is going to be easily accessible and shareable.

[00:54:14] So it’s best you don’t need to build out a whole website for it. We built a website for it. I don’t recommend doing that. Let’s start simple. If that is needed later on, then you can do that. You can just start with Google Drive’s, right? And you can divide up the piece by the rolls, right? So you could say that, OK, this is like my back linker and this is my website builder and I’ve got different folders here. And here’s the different steps maybe have like a master page with links to other pages that are like, OK, this is an overview of the role. And then here’s a list of links and then each one kind of links to the soap that it’s associated with. You’ve got to have a system in place. Not only is it going to allow you to streamline things, it’s going to prevent mistakes from being made. It’s going to make your company more valuable, like if you look at companies that have SOPs in place for everything and you were to go and try to sell this company, if that’s not there, it was like, how is the new person supposed to take over that? There’s a reason why this is valuable. This is where you go from being like self-employed to owning a business. So the difference being like you have the ability to step away and do something else.

[00:55:23] If you’re self-employed and you step away, everything stops, right? So. One of the things that that we have in our agency, and I think that when I heard Jeff, that was that was kind of like where like he took a lot of work off my plate that was hard to replace, to have someone that’s like actually talking to my clients and doing the sales stuff. All of these pieces didn’t happen overnight. I just kept like adjusting, and to be honest, it’s not perfect at all. We have a lot of leaks that we’re trying to plug. But the fact that we’ve been able to get it to this point where I could go and invest my time and build a software company while traveling around the world is a testament to the fact that that we have these all these swaps like I recorded video after VIDEO. Here’s a here’s what you can do is you can record yourself and just talk through the process, right? And maybe it’s like a forty five minute explanation to explain something that takes seven minutes and you could have this video be edited in prepared by a VA like, Hey, this is what I want you to do. I want you to cut out the stuff that doesn’t matter in here, and I want you to turn everything into a checklist that I’m doing.

[00:56:35] And then I want you to have somebody else that. Doesn’t know how to do this, do this. Get the feedback and find out what we need to change, right? That’s the like you could do that you can do that tomorrow, right? You can start to have your SOPs and just put them in Google Drive. And this is the beginning of how you’re going to scale. Scale your company right is you can’t scale it if you have to teach everyone everything every time, right? So another idea that that that I’m excited for is this what we’re calling our protege method. So I’ve got three managers in my company that kind of delegate, and what I want to do is I want to have my managers, each one of them train a protege so that we can have six managers, right? And they’re going to be responsible for a project and they go and build it and they, like, interact with them, correct them. And then probably after like the third project, I think they might be able to be on their own a little bit, right? So we need to be putting these things in place, though, like if you guys want to scale. But but honestly, you can’t do any of that stuff unless you unless, you know, unless you know these methods, you can’t train someone on something you don’t understand, right? And you can’t count on them to do it right.

[00:57:46] If there’s no playbook, there’s no way to evaluate it, right? So a big part of the iOS framework and the the traction book is weekly scorecards. So this is something that we put in play for some of our team and then I never got it in place where my managers and then this last week, you know, I had this opportunity to talk to these people at this mastermind and here’s where I really struggled is like a lot of our managers, they might be managing like 20 projects. So how can I how can I have like monthly and quarterly goals that included so many projects because I don’t want their quarterly goal to be like, Hey, get this one website to rank. We’ve got 20 you have ownership for. So one of the things we recently did is I had my managers go through, had one of my managers go through and build a playbook with like every single thing that we do along the way. So we’re dividing three things into like three phases. So we have like the build phase and these are only these are things that are all they can be checkbox. It’s a yes or no, whether they’re completed, that’s different than kind of like our ranking phase where it’s like, Hey, what’s the heat map average for this GMB for like the top 10 keywords? That’s something that is not a question of just completing it.

[00:59:08] Right. So let me give you an example. Fifteen hundred pages, fifteen hundred words on the home page. Yes or no? Yes. Do we have a GMB? Yes. Do we have like five reviews for the GMB? Yes. So those are things that are a part of our build phase. Then we move into the ranking phase, right? And then finally, we have like the ongoing maintenance phase because we all agreed that. This sites will never be finished, really, but once we get into that ongoing maintenance phase, then can kind of just like almost be on autopilot, we’re just kind of like doing a few things a month, backlinks at a few pages, this type of stuff. So now we have like a percentage of completion for the build phase, and that’s how we can have. I can have that score across a list of priority sites. So that’s kind of how I set it up so that we could have like they have 20 projects. What is the percentage of completion for your 20 projects? What’s the target like? We need this percentage and then we’re kind of like each week we’re basically just like I had you guys do with your accountability groups, you want to reverse engineer your goals. So if you’ve got like 90 day goals, then like, what do you need to be doing each week to ensure that we hit that 90 day goal like we can break down the build phase each one, right? And we like the idea is that you set up the milestones and the parts of your build phase.

[01:00:31] To guarantee success on the other end. So, like the amount of leads or your heat map average, those are lagging indicators. They happen after things have been done right. The amount of phone calls, those are all a product of things being done. So so what are the leading indicators that you need to do to ensure that the lagging indicators get to what you need? So that means so like for us, we were going through this like, OK, we think that maybe we’re going to need like three to five jobs and we know that we’re going to need like five reviews for the jobs and we know that we’re going to need like D.R. And you are from a backlink analyzer of like 20, right? So if we start to like stack all these different things, then we believe that we can manufacture the leads and the good rankings, right? So we’re taking the things that we can guarantee can happen, and we’re stacking up enough of those. And if we do all these things, then we believe that it’s going to create this like amount of leads and stuff. So that’s kind of I don’t know if this is clear to you guys or like maybe you are already thinking this way, but that’s how we’ve structured it.

[01:01:44] So that like you want your milestones to kind of like guarantee success, right? I know that if I if I get this and maybe it needs to be different for each project, right? Maybe like, Hey, we’re going into this market and we for this one, for these jobs to be ahead of the competition, we know we need 20 reviews on each one. Ok, so if it’s going to be 20 reviews over 90 days, then I need to be getting like three and a half or something in order for, I don’t know whatever, four and a quarter a week right? Or do the math right figure it out and say, OK, this is what we have to do to ensure the success. Guys, this doesn’t have to be such a mystery on why things are not working right. If you just turn this into like mathematics and logic and work backwards, we can. I feel really certain that we’re going to get there with our projects, it’s just a matter of time. Sometimes we might miss the mark. It’s a great opportunity to learn. All right, cool. I see Graham, my biggest goal for the next two months is completing our soaps. I love it, man. I think that is. I think it’s a phenomenal way to to kind of ensure that your business is positioned to scale in.

[01:02:58] You know, what I found is we try to we try to expand so quickly with that visionary attitude and not the integrator attitude. We have cars going down the assembly line with no steering wheel, and we didn’t find out until we were like way down the road. We’re like, Oh, so that doesn’t have like, there’s no back lanes or like that’s missing. Like, we don’t have any live games on this one. We didn’t. We didn’t know, like we didn’t have a system in place. I have something I’m working on. It’s not ready, it’s probably a few months off. It’s not part of the software. It’s part of another software that we’re using. I’m going to give you guys at some point this rebuilding this we’re using. If you guys haven’t seen notion notions, awesome. It’s like this relational database where you can like, say, like, Hey, these are the websites. This is my it’s like a spreadsheet where it’s like, Hey, these are these are my list of websites. You have a second spreadsheet. These are my list of games, and you can say this website relates to this GMB. And then I could make a kind of a view that says, Show me the GMB for that are associated with this website that have less than like X amount of reviews.

[01:04:03] So like, it’s really cool. It’s so you have like this type of data and this type of data and there’s a relationship and you can relate those and then you can rely on those relationships to build dashboards at super cool. I have this goal to kind of build one out that could be more universal, and I think it would be a really valuable resource. We’re just we don’t have ours dialed in yet. I hired a notion experts to to kind of like consult with us. I see that we’re about over time. I see Patrick for getting GBS. Is there a 360 camera photography method? How does that work? There is. If I don’t know if that’s lost favor over time or if that’s still something that’s really valid, I know we used to do it. There’s a friend of mine who kind of specialized in that. I don’t really hear many people talk about it, like, I’m talking to the I try to form relationships with the people that I believe are like the highest level in the industry. And to be honest, I haven’t heard of anyone mentioning that at all. So I would. My personal viewpoint, I wouldn’t focus on it, I would I would just like focus on the stuff that we know works and I mean, you’re welcome to experiment with it, but I just haven’t heard anyone mention that stuff in a couple of years.

[01:05:19] It can be good for prospecting, I think, but I don’t know about forgetting GBS.

[01:05:24] Yeah, for ranking. I don’t know if it’s really going to give you a hair judge. Ok? I had one other thought, Yep, you are welcome, Mr. Patrick. Yeah, I lost my train of thought. Jeff, do you have anything to add to any of this?

[01:05:41] Have I missed any questions and you haven’t missed

[01:05:44] Any questions on? I definitely agree with all the stuff that you’re that you’re laying down right now.

[01:05:51] You know, I got a quick question on the reviews real quick, because you mentioned not sending text for the reactivation campaign. I was going to send out a review campaign for a client tomorrow and do like the text email combo. Do you think things should be good that way?

[01:06:13] I am not an attorney, but one hundred percent think that you’ll be fine. I think it’s my. Confident belief that a the problem relates to marketing and trying to add request that people will spend money. Right. But I haven’t heard I know that it is. I know that that you can get yourself in trouble for like doing fake reviews and this type of thing, but for requesting real reviews from people that have had service from the company. I haven’t heard of that being a problem with anyone in the past, but like I said, I’m not an attorney, so kind of proceed at your own. I I my personal opinion, I would feel very confident and that I wouldn’t have any worries at all.

[01:07:01] Could do we have can we take just like a maybe a little quick moment here to talk about how everybody’s dealing with GMB verifications? Are you guys having good success? I don’t want to. I don’t want this like spin off into another 30 minutes on the call. But does anybody have any like immediate feedback on how they’re doing with GMB verifications?

[01:07:23] Yeah, I’m doing good. I just got two instant verified

[01:07:30] Or that you think those are going to stick?

[01:07:32] Yeah, I mean, well, they’re sticking right now. One is just my client gave me four addresses, so as a referral that I got. So give me four addresses and then two of them got there. All I put all the GMB is on the same site with like location pages.

[01:07:48] Are you doing anything to get any kind of back linking or social?

[01:07:54] I think, yeah, just a just a couple I find niche is kind of easy. So I think that’s part of it as well. Yeah, I think I think that might be part of it, that it’s just kind of easy, but I just had to do like an email verification. You want us to make the next tougher. What’s up?

[01:08:14] Do you want us to make the niche tougher?

[01:08:16] No, it’s awesome, man. I got I got I already got five to six leads coming in and I started with I did the start up like you were talking about. I did fifteen hundred dollars up front and I already got five leads, so I’m ready to move to two thousand on Monday already.

[01:08:35] That’s cool, man. I think I saw in the accountability group chat that you are that it looked like you were crushing it.

[01:08:43] Yeah, I’ll be at twenty one k recurring. That’s awesome, man. What were you at six months ago? Well, I was at that like fluctuating between six and eight AK for a while. I mean, in December, I was at six thousand six hundred. Wow.

[01:09:02] So you’ve added like 15 K in two months,

[01:09:05] Mostly last month. Yeah. What changed? Just one charge at higher prices. I got let’s see, I got three referrals in the last. Like three weeks as well. And then I’ve gone to four clients, and I jacked their price up because they’re just they’re not paying me enough, but just getting on a Zoom call with them. That’s been the biggest thing. Before I was just doing phone calls like just showing them everything. I think I was hesitant before, like showing them my sights because I was afraid they were going to do something about it and they’re not. So I’m just showing them everything. So we’re on the same page. They know where the leads are coming from and then using lead value calculator like showing on, Hey, this is what the leads are, what’s your average profit? And then coming up with a number that makes sense because man, I was getting people that were, you know, wanted to do one hundred and fifty two hundred dollars and now the same, the same leads, I’m getting two thousand four. Yeah, I think

[01:10:14] I was a part of that conversation at one point where you said you were, I don’t know if it was on one of these calls or if it was in a Zoom chat that we were. I can’t remember, but I remember you’re like, I’m getting like three hundred dollars. And yeah, it was. I was like, that, yeah, I get rid of them.

[01:10:31] Yeah, I don’t hear

[01:10:33] If I imagining that or did

[01:10:35] That, like said, Yeah, no, that’s yeah, that’s cool, man. So, yeah, the lowest point. Sorry, go. I’ve got a cautionary tale for GMB owners and manage your accounts. A post that I came across where they had multiple GMP’s got nuked because the manager account had been doing pin drops. So all of them got wiped. So whatever you’re using for your manager, account for your GMB, make sure it’s clean as a whistle and hasn’t been up to any nefarious activities.

[01:11:09] They were all under one account, all under one manager account.

[01:11:13] Yeah, man, yeah, yeah.

[01:11:14] So like, I mean, if this isn’t clear. Let me make it clear I never put more than one GMB in one email account under any like this is I avoid that at all, cos I’ve heard of people losing like two hundred jobs in one shot. They were all in one account. Graham, you were in the coolest background board. I’m getting hypnotized by those blocks moving in and out. That’s super cool. I want to tell you, Grandma is one of the I think you got some great news about your mother, huh?

[01:11:48] Yeah, we’ve had a really bad run. My dad broke his hip. Worst break doctors ever seen my car got written off. You know, a few days ago, my mum had like a growth and she went in and had like heaps of tumour removed and she had to go back in a second time. And they weren’t sure if it was, you know, going to going to take her out. And they operated on her again and they set off the piece that they cut out to pathology and it came back negative for cancer, man. So, you know, so all this shit’s been going on, man. It’s like we got some good news, you know?

[01:12:22] That’s awesome, man. That’s that’s. I saw that and I was I was I was so excited to hear that man. I know that you’ve been kind of stressed and I’ve kind of got this like mentality. Sometimes you’ve got to take the garbage out and so you’ve got an empty trash can. All the garbage is out on the street, so you can kind of focus on the positive stuff now, man. And, you know, enjoy the rest of twenty twenty two and awesome things happen until you men.

[01:12:48] Thanks, brother. No life is what you’re making, it’s all about your attitude, you know? I mean, don’t get stressed over the things you can’t control. Just focus on things you can, and it’ll work us way out. In the end, you know, it’s like, look at this group of people, all these talented dudes, you know, all in the journey of discovery and learning and having fun. And like, you know, a lot of us are reliving life and and getting back years that we lost and like, it’s just, I don’t know, man, even just hanging out with you guys, like even my mindsets changed a lot over the past year or two. Like even the health, physical wise, things like that, it really does make sense that you’ve got to surround yourself with the right people. Like once you’re in that ecosystem with those people, you get that groove thing thing happening and you’ll notice that everyone’s on a whenever there’s a comment or someone’s stock in the group. It’s always positive stuff. It’s always positive mental attitude. I think it’s very, very important you have yourself in that right environment, surrounding yourself with the right friends.

[01:13:44] Yeah, yeah. I couldn’t agree more. Man, it’s it’s it’s. You’ve got life decisions every time something happens. How are you going to interpret this? Like, what are you going to take away from this? I had. That’s abroad and in our business, and it cost me about six thousand. I didn’t. It all happened within like a like within a few days. And my viewpoint was like. Like, man, this what an awesome thing to happen to us because it could have been one hundred times worse, and I was like in a situation where I could respond to it and then we plug the leak and we fixed it. And now that’s like, it’s an awesome learning experience. We hired somebody, they kind of look things over and they give us a lot of advice. And actually somebody tried to like it, got tested a few days ago and their test was like successful on our end, where things were shut down really quickly. And so it was awesome to have it be that way because it could have been so much worse. And I know a lot of people are going to look at that and think that you’re forcing it. But it’s all it’s all perspective, man. It’s it’s like if you guys haven’t read the book or actually, I recommend listening to this audio book by Jocko Willink.

[01:15:09] Extreme ownership. He was a navy seal. He actually narrates the book. It’s phenomenal. Like talking about like it’s all mindset. Some of the some of the most successful people they just like, have run into it time and time again. But you would never know that because the way that they view things and it’s awesome. I had a big realization about two weeks ago. I spent some time with some family and I had this habit. I always try like, I think it’s a really I’m proud to have this habit. I see I try to see the best in people, and it doesn’t always when you’re around negative people and you have that mindset that you see the best in people, you don’t always realize the negativity that they’re bringing. But after a few days of being around some people, I was like, God, I’ve got to get out of here. This is just like killing me. I didn’t just like click to y. It was happening. It was like, it’s that like, you don’t always see the people for being negative. And but when you’re around these people, I left that and I went to an event where it was just like all super positive people and I was like, so energized, I was drained.

[01:16:13] After leaving the first one and after a few days, that was Jeff when we were in Orlando for the the last mastermind being around those people, I was like energized. I was like, Man, this guy’s doing such like awesome stuff. Like, there’s so like like they, you know, you guys have been in an event where they want you to get up and like, jump around and like, kind of get the energy flowing. So a lot of times when they have those type of things, you’ll look around and it’ll be like 40 or 50 percent participation. But this event, with the mindset of these people, it was like almost every single person is like doing aerobics and like to try to like following the person up. It was just a mindset of like going after life and not like worrying about all these other, all this other like bullshit that we worry about. This group of people all kind of had the same mentality and like, like, it’s just it’s awesome when you’re around those people and sometimes you don’t realize what’s missing until you see it. Like until you’re like in another spot and then you can kind of look back and compare it.

[01:17:19] But what’s the old saying? Pat Misery enjoys its own company. Yeah, that’s right. Yeah, I remember reading a book about a guy who is really optimistic and enthusiastic kind of guy, and he had to carpool with this bloke to go to work. And this guy was really negative because honestly, after two weeks, he goes, he actually brought me down that bad. He goes, I started emulating the guy, you know, like, these people are infectious, whether it be positive or negative. So, you know, I’ve cut friends from my inner circle that I’ve known for 10 20 years. I’ve made that calculated decision to say, Hey, I really as a friend, yeah, fishing and stuff. But I’ve got to remove this person from my life because it doesn’t. It’s not aligned with my agenda. My agenda is to be successful and to be positive and, you know, to move forward. And you just got to cut those ties, guys. If anyone’s, you know, even with your family so you could pick your friends, not your family bullshit, you can pick your family to man, you just drop the number. Yeah, that’s yeah. It’s yeah, you’ve got to get rid of that stinking thinking and you surround the people with, you know, we’re all chameleons, right? And so if you hang around Graham a lot, you might get him a funny accent like him, you know, or if you hang around somebody like me, you may talk like me, so you become whoever you most associated around. So you have to be very, very careful, careful of who you hang out with. Yeah, for sure.

[01:18:43] I think Patrick and I both noticed that in that room in particular, and just kind of as you guys are talking about it again and that kind of mentality is like everybody in that room was a founder, CEO. You know, probably doing some decent numbers, at least. And it seemed like overall having, you know, two hundred people in that category in the same place, like there’s a theme there, like they just they seemed like they had their shit together in some way. You know that somewhat intangible but somewhat tangible to it’s like everybody was, you know, just that mindset that they had was showing through and all of the actions that they were taking throughout the event, I guess, is a short way to put it.

[01:19:27] Yeah, they they had as a part of that event, they had this thing called sweat every day where they had a 6:00 a.m. run for like three miles. And there’s two hundred people I heard they had, like 40 people that were on this, this run at 6:00 a.m. and Jeff and I were looking around the room and I was like. All these people are like in good shape, like it, look like almost everyone in the room could probably go run by two or three miles. And like. I don’t know how it is. And like Australia and some of these other countries around the world, but in the United States, it’s if you were in a room that was like general public, I think it would be impossible to look around a room of two hundred people and like, go to the mall or someplace and look around at two hundred people and see if you think that like ninety five percent of these people could run like two or three miles without like. And that was not. We weren’t there for fitness at all. That wasn’t a part of this. But there’s just like like healthy habits are going to like, create energy for you and longevity. And like, you know, like how you do. One thing is how you’re going to do a lot of things like most people don’t. Hey, I’m going to like put one hundred percent effort into my business and I’m going to put zero percent effort into my health. Like, most people are going to try to overachieve in all these different parts of their life and they’re going to like, make adjustments, try to fix things.

[01:20:55] They’re reading books and like, Hey, I need like I need. I need to like tweak this one part of my life. It’s not really working, so I’m going to hire to hire someone. Someone asked me this last week. I always wanted to ask these questions when when I was coming up and trying to figure out how things work and someone asked me like. What would you tell Patrick? Of like six years ago, and my response was I would have hired. Oh, Jeff, that was when we were in that. I ran into a high school buddy at that event and we were in that. We were in that hotel chatting right with George. Right. And so my advice is I would have hired experts earlier to teach me things so that I could go faster. And it seems like scary and expensive. But now that’s like, like, that’s what I’m doing with these masterminds is I’m hiring experts. I just I want someone who is awesome at what they do to be able to look at this and say, Hey, here’s the adjustment that you need to make. Because when you’re doing things at scale, that small adjustment and a lot of times it’s going to be a big adjustment gets multiplied over and over again. And it’s you need other people’s insights to look at things and point out like where you have a blind spot. So. I think, Jeff, are we ready to wrap this one? Do you have any? Yeah, we’re

[01:22:10] Bumping up on 90 minutes. Just just a final thought on that is that I think that people who are playing at that, at that level, that of that particular room that we were in with, with successful businesses and whatnot like they have to be, you know, hyper productive and it only gets more and more more and more pressure on that equation every day with everything that’s happening in the world. And so there’s no way that you can produce that level of valuable output in whatever fashion that they’re doing. If you’re not holding, you know, taking your life holistically, you get enough sleep, you got good nutrition, you’re you’re in how you get your exercise and your learning and growing and all these other ways. As far as like leadership, management, sales, all of that stuff comes together. And I think that that was a great example of a room full of people that are focusing on all of those things at once, which is impressive.

[01:23:06] Yeah, yeah, absolutely. All right, guys. I know we didn’t really have like a kind of bounced around in these call. I like to do these sometimes where we just riff. But seven days, guys, let’s make sure that we’re moving towards that. We’re moving our business forwards. You’ve got seven days before our next call. Do what you have to do to move your business forward. Guys, make the steps, have enough self-awareness to look at this and diagnose where there’s a problem. Don’t avoid it because you’re not comfortable with it, because that’s not what’s going to move the dial for you if you’re the bottleneck in your business. Consciously think about how you can not be that bottleneck. How how can you fix that piece, right? You guys have an awesome week congratulate you guys that had the wins. For those that didn’t love to, I’d love to see you guys create those. Jeff and I are working on really coming up with some gamification stuff that I’m excited to launch with you guys. We also have some lead snap swag and stuff like that that’s going to be coming out for those of you guys that are interested in the cool shirts, hoodies, stuff like this. All right. You guys have an awesome week. Everybody stay safe and healthy, and we’ll talk to you guys soon. Take everybody. There we go. A good one.

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Equity Deals, Prospecting, & Client Relationships

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[00:00:00] You guys doing. What’s up, Jeff?

[00:00:04] Hey, how are you doing, Spencer?

[00:00:06] How are you, man?

[00:00:07] I hear you got some wins, man. You’re like reaching out to me privately saying I got wins. I got wins.

[00:00:13] I did. Yeah, it’s it’s been crazy, man.

[00:00:16] Is it that good?

[00:00:17] Oh, it’s it’s it’s been. We’ve been on a roll man.

[00:00:21] Yeah, that’s awesome. Well, I see your positive post on your private Facebook page just about you loving the journey and the work that you’re doing and all of that. That just thrills me, man, to to know that somebody else is really loving the journey the way I do and seeing the challenges as really, it’s just a game, you know? And I wanted to talk a little bit about that and the mindset section here. Patrick tonight is traveling. He’s in Nashville for the traffic and funnels event. I’m not there because I have to be in Austin at another event this weekend for a graduation ceremony from a coaching program that I’ve been involved with here. So I would have been in Nashville for only not even half of the event. So he went ahead and went and then I’m able to cover the lives. So it all worked out. So it’ll be the the team here, team team Jeff tonight so we can go ahead and start off with when Spencer, what do you got?

[00:01:20] Yemen, so things have been been going quite well. I missed last week’s call or part of the winds part. So last week we negotiated a 12 percent revenue or I guess I should say, yeah, revenue share with a roofing company in Georgia. We’re working on that contract, so I’m taking 12 percent of his business. We’re not we’re not messing around with, Hey, these are the leads that I sent you. I told him, I said, I’m not going to play that game. We’re going to deploy all our assets for 12 percent of your company. He did. Only a quarter million last year because he was out storm chasing for, I think, five or six months out of the year. So we’re hoping to do five hundred thousand. We’ll double his revenue this year, which puts puts, you know, six K in my pocket a month when we’re initially going to fire up Google ads so that the money that he’s actually given me, we’re actually bringing some value until we get these legions and get his personal site and everything built out. But we both have skin in the game, so that’s that’s a huge win, 12 percent of this fella’s company. And then with the last let’s see, this week we’ve collected ten thousand in revenue for a couple of site builds and some some GMB optimization.

[00:02:50] And then over the course of the last seven days we’ve collected. About. Fifteen k total. And I’m hoping I have I have two other deals I’m hoping to close by Friday, which would make this a 20 K week from starting on Monday. So we we have negotiations for $6000 website e. Com Like Planter Landscape Planner website that has AECOM in it and then another another five thousand on the table as well. So we’re hoping to close these and have a 20 K week, which if you guys know where I’ve been like, you know, you hear me talk about twenty five K months, a twenty k week would just absolutely fucking shattered things. And you know, I know you guys there have been listening. You hear the strategy I’m using, which is Patrick’s strategy with using that audit, and I will encourage the hell, and I’m going to say it again, like, make sure you guys are using this in your prospecting method because there’s a lot of contractors. They don’t understand what we what we speak about. They don’t understand the technology. Part of this, I see Graham shaking his head because he comes from that background of things that even though Graham is a sharp dude, but you know, a lot of these contractors, they don’t understand what we’re doing or talking about.

[00:04:09] But when you show them the visual of the heat map, it’s like it clicks and closing these people. It’s literally I get on a Zoom call after sending this the audit over to them. Hey, what was it that that really sparked you to get on the call with me? These are the people these people are reaching out to me saying, Hey, can we get on a call? I need help. Obviously, there is no better place to be when you’re in sales as far as being in power like that to where you’re like, Hey, what was it? They tell you within three minutes, you know, like they they hate their marketing company, yada yada yada. And it makes closing so much easier because when you send over the proposal, they’re already like, I’m buying it from this dude, because he’s now proved to me and built my trust in a matter of a forty, you know, doing like forty five minutes to an hour of research and doing a 15 minute audit, you’ve now won them over and closing like closing nowadays, Jeff, I don’t know if you guys you personally use this when you’re lending clients, but closing nowadays is like the easiest thing ever. So I want to encourage everybody to start, including the heatmaps in the audits.

[00:05:16] Wow, that’s that’s awesome, Spencer. And man, you’re just crushing it. You’re getting so much success. I mean, you have so many numbers flying around there. I couldn’t even add it up. So I mean, that’s amazing. Like, I know we’re doing wins here and I am struggling to get everything live on Facebook. So would you expand upon what that deal looks like when you took equity? Like, how did that go step by step? Did you write a contract and is it like for long term? Like, what are the parameters of like, like how would somebody make that happen if you could expand upon that just a minute? While I try to get this live stream thing figured out, I really appreciate that I want to hear it because everybody has their own sort of approach to how they would hammer something like that out. Some people write it on a piece of paper and other people go through attorneys and whatever it is. But like, how did it? How does it look on your side? And how do you feel comfortable with the trust that you have between this company and that you’re going to get paid what you do and all of that, if you don’t mind?

[00:06:24] Yeah, yeah. So so initially, how the conversation came about was it’s a it’s a guy that he or a few years ago when I was prospecting using, you know, software that automatically befriends people and groups. There’s there’s tons of them out there, you know, pepper or I use a software called Be Louder. We we came in contact with this, this gentleman. I’ve watched his work. I’ve seen I’ve seen the struggles that him go through a divorce recently. I’ve seen like him buying this brand new house with his ex wife and like all this stuff. And so you see this real human nature, you know, this real human part of this fellow. And so I hid. I was going through my friends list because here’s the thing with that prospecting method, you got to get really creative. You can only go to the well, so many times and offer like, Hey, I want to do an audit for you, like in groups and things like that. And so I kind of used up these coaching groups that I that I’m in, where I’m the only marketer. They’re not getting hammered. Those are the groups that I would recommend you guys try to get in. Like, I’ve just kind of fallen into a couple because I was the GMB expert. And so people wanted that GMB expert to coach his own private students like, Hey, can you come talk to my private group of my coaching students now these guys are already used to paying.

[00:07:44] So anyway, I came across this guy, I sent him an audit. Just there’s tons of problems. The guy doesn’t even have a website. And he’s just kind of a good old boy working like he’s from the nineteen nineties with basically word of mouth and almost like Yellow Pages marketing. And we joked about it. So he’s like, Man, I’m not willing to. He’s like, I just don’t want to come out of pocket that type of money, you know, like to pay for a new website and this and that. And I’m like, OK, like whatever, man. He’s like, you know, I’d be interested in a partnership like I’ve talked to, like revenue share with people before about it. And the one thing that I’m not willing to do is a revenue share deal on the leads that I send over. And it’s not that I don’t trust it, it’s that I just don’t. That’s just not what my business wants to be. I don’t want to be micromanaging and saying, Hey, did you pay me for this and that? So I shot him back. I kind of. I reached out to some other colleagues that have a little bit better understanding of like what type of money there is to be made with in the roofing business, what the margins look like and started doing just some, some math.

[00:08:54] And I honestly probably would have been happy even at about a nine percent of that of that of the of the revenue with this guy. But I had just shot it out to him. I said, Hey, man, I was kind of looking about maybe about 12 percent of revenue of your company like and that allows me to deploy one hundred percent of my assets. Like, I’ll have skin in the game now, so I will go and I will will will make millions of dollars together. And he’s like, Yeah, you know, that kind of sounds good, like, let’s jump on a call. So we jumped on a Zoom call and he’s like, Man, I was talking with my friends that are are in the roofing business. Other people that are business owners and different businesses and ask them, like, Would you do this deal with this guy? And he goes, one hundred percent of them said, you’d be stupid not to. And he’s like, So I’m in man. He’s like, I’m in at 12 percent. He’s and I said, OK, well, let me tell you a little bit of what I what the expectations of me are going to be. You know what I expect us to do and kind of how it how it’s going to look? Because his main concern was he originally told me he didn’t want to be a big company.

[00:09:59] And I said, What is your concern about being a big company? I said, because if I if I come to be a business partner with you, I’m not going to be the guy that’s like, Oh, man, like, you only want to do a million. Like, like because I don’t if you’re if you’re narrow minded like that to where you only want to do a certain amount of money or you only want to be so big, like, I don’t know if I can help you because for me, I want to get us both rich. And he agreed. He wants to be wealthy. And I said, I can help you get there. His main thing was growing too quickly and sacrificing the quality of work. And and also, he’s he, you know, everybody has staffing challenges right now. And so him and I agreed with, you know, I said, here’s the thing. Initially, I’m not going to be able to control what happens because we’re going to focus on his brand first, I said. But we’re going to know, like if you’re like, Hey, dude, I’m ready in the next couple of months to go to to grow more. I said, then I will start building legions and we’ll be able a little bit, be able to control a little bit of the of the growth volume.

[00:11:07] With that, I said, but I’m going to be taking on all the all the expenses of this growth and the marketing piece of it. And so I reached out to my my local attorney here. Here’s where it kind of got a little bit weird. Was there like, well, I don’t know, Georgia law, so I can’t educate you on if it’s going to be best to do the contract in Georgia or if it’s going to be best to do the contract in Oregon. And so I didn’t know really how to research that, but my business thought was like, Well, if the business is based in Georgia and if I ever have legal issues, I would much rather fly to Georgia and deal with Georgia law than to try to have some dude appear in court in Oregon. And it just seems a lot more messy. That’s right. So I decided to refer me to an attorney in Georgia, and we’re working on paperwork right now, and hopefully we’ll close on this next month or next week because it’s going to be a simple contract. I feel it’s basically this is what’s expected of me, and you’re going to owe me 12 percent of your company. It’s it shouldn’t be any like there’s not going to be a whole lot of stuff and it’s going to be you and you’re getting

[00:12:20] 12 percent off or 12 percent off the bottom line. Like, how does that

[00:12:23] Work off the top off, the revenue? Because I don’t I don’t want to be the guy that’s like, you know, have my business partner screw up on because I don’t know anything about roofing, right? Doesn’t know anything about marketing, like he can’t put his trust in and try to know what’s going on with what we do. I don’t know how roofers work, but if he screws up on the bid, I don’t want that coming out of my out of the bottom line. So and the thing is, is that he’s hiring some door knockers, which. You know, so he’s putting some boots on the ground to start knocking doors. He wants growth. I want growth. And so he’s willing to give 12 percent of his company because he knows the power that I that I have, and he’s been following me for free few years. So, yeah, so hopefully that’s awesome.

[00:13:09] Yeah, man. Yeah, that’s yeah, that’s really cool.

[00:13:15] I see there’s some questions coming in.

[00:13:17] Yeah, those are the kinds of deals that I look forward to. We have a few of those in the pipeline. I guess it was about maybe a year ago when I really started thinking in those terms and trying to find people who could potentially do deals with me like that and who could grow and who know their business so well and understand the value that I bring to the table. And I think I’ve mentioned it on a couple of lives where with this one guy, the proposition is really just to go big with him over time and in three to five years. I think we could we could. Well, and I mean, let me back up. So in a couple of years, I think will be to the point where it’s out of his hands is out of his ability to manage it. And so my vision is that we would do some kind of a joint venture, something in the realm of what Spencer has done here. And but but take real and real equity stake like a 50 50 equity stake. Run it up a little bit more over the next few years with bringing in management to help do that and then sell it to a national brand. And then we both cash out.

[00:14:19] So that’s kind of the way we’ve hyped it up together. And who knows, you know, I mean, I’d like to have a dozen of those things in the pipeline, and maybe one of them will work out like, who knows? But I mean, that’s part of the beauty of the game, in my opinion. And, you know, just getting in with these guys who are hungry, they know their business really well, they’re going to need skills along the way, just like we are. They’re going to need to build skills along the way and we can help them do that in a lot of ways and provide support for them so that they can help so that we can help them grow their company. But then we need to get paid when you get paid at the end of the day. So and this is amazing, Spencer, I’m so glad to see that you’re kind of going down this track too, because this business is far beyond the thousand fifteen hundred and two thousand a month client. I mean, what you can do, the types of deals that you can get your your hooks into if you just stick with it and build that reputation for yourself is off the charts.

[00:15:14] Yeah, I want to answer Will Smiley’s amen. I’m not sharing in any business expenses or liability insurance or anything like that. You know, as I’ve stated this, you know, roofers are making 40 to 50 percent on these roof jobs, so he’s going to go sell a ten thousand roof pocket. Five of that pay me out the 12 percent of the of the 10. And then, you know, there’s a lot of profit there for this guy. And I know the power that I bring. So it’s a nice deal. Like, I think it’s a I think it’s an amazing deal. Like I said, I would have been happy at about nine percent. But hey, if he’s willing to give me an extra three because he sees the value and he’s talking with his business partners, I was going to talk him out of it. I shot high. He didn’t negotiate. I’m the better salesperson. I don’t know if that’s good for me, if he’s out there knocking doors, if we’re a company or not.

[00:16:05] So well, maybe that’s the way he does business. He tells them a price. And if they don’t want to pay it, he walks. You know, maybe he doesn’t negotiate his prices. He he bids, he bids where he has enough pad in there and and if they don’t like it, then go, go get somebody else who’s who’s maybe not going to do it right or is going to not do it on your timeline or it’s going to somehow, you know, jumble the deal at the end of the day.

[00:16:28] The other the other piece I want to mention about this, you guys, is that I did research. I did hours of research to make sure that the actual market can allow me to go in there with legions and actually make some serious cash because it is in the Atlanta area, but it’s in the outskirts of Atlanta. And when I looked at the actual city that he’s in, he doesn’t have like a GMB or a website. We’re going to dominate just even that one city. So I knew when I started seeing some of this stuff that it was going to be, it was going to be nice.

[00:16:59] Patrick’s asking if you are going to get in the weeds on his sales process. I would say that probably, probably not, unless he’s fumbling the ball all over the place.

[00:17:11] Here’s the thing you guys like for what I’m going to be doing. Like initially, like build out a website optimizes GMB that’s going to like he’s going to think I am a hero and a god by just that. And you know what, at the end of the day, if if I don’t grow his company one little bit, I’m pocketing three K. And I’m not saying that as an asshole, but I’m confident that we’re going to grow this thing. So I’m not going to get in the I mean, sales are sales. I can tell you, when I start making his phone rang, he’s going to have to step up and he’s going to know, like, you know, hey, we need to start doing something when you start closing these deals, right?

[00:17:48] Well, and to your point, Patrick, that’s kind of what I was saying was that you build so many skills in the lead gen model that you can come in and consult on sales. You can come in and consult on some of these other management, leadership and mindset. All these other things that we’re learning to build our own companies or a lot of those things are that are what the contractors need to know to build there as well. So you become way more valuable over time. She’s still stacking all these things. Yeah. Awesome. Well, thanks for. For running us through that exercise there, Spencer and taking over the winds category. Who else has some wins? I know, I know Spencer is a really tough act to follow, but every little win counts.

[00:18:29] Who else wants to win on the board? I’m not scared. All right, Devon. So I posted it earlier in the group to just because, I guess, impatience or was fresh at the time. And yeah, I got the keys to just twenty six hundred member,

[00:18:46] Business oriented Facebook group. Oh, that’s right. Cool.

[00:18:49] Yeah, just for asking. So I’m now the admin of a Facebook group of 2600 business owners.

[00:18:55] Now, how did you get that just for asking? I mean, so

[00:18:58] I’ll preface it a little more completely than in the post covered over the span of two weeks. That this happened with the first one is I just joined a bunch of Facebook groups for the specific niche. And I had noticed a marketer in there who is a slime ball. You know, it’s like everything in this industry we don’t want to be, you’re just lowballing everybody, so you’re destroying the price point for marketers. But then he’s also destroying these actual small business owners. Gmb is doing terrible, spammy stuff like Fiverr CEO that’s just tanking everything and then just not acknowledging any of it and just trying to take up all of these clients in the space. So I just reached out to the admin of the group with nothing originally other than just good intent of saying like, Hey,

[00:19:43] This guy’s a loser, you got to get them out of here.

[00:19:45] And they said, thanks. And from there, it was just a conversation we’re having. And they had told me, Actually, you know what? I don’t really like that this group is just given to me. I just, you know, I haven’t really done anything with. I don’t log on. And from

[00:20:00] A separate conversation I had

[00:20:01] About a week after that with someone else, I was telling him, You know what? Pricing is a big issue with this industry. What would you? How would you feel if I actually made a Facebook group that was designated just for helping people understand how to bid, how to give prices, how to get them put? So you’re not undercutting other people in the market to the entire industry benefits and helps a lot of small business owners grow. The resounding response from it, the people loved it, so I reached out to this admin owner and I said, Hey, like, have you ever thought about using this group for this purpose? And they were like, No, that sounds great. And I said, You know, if you want, since you don’t log in, I’ll do it. You just throw me the keys.

[00:20:39] So, wow, that’s amazing. That’s a that’s a huge asset. Yeah, yeah.

[00:20:45] And I did nothing.

[00:20:47] Sorry, but what’s really at the right time, right? Yeah.

[00:20:51] But what’s really cool about it is the fact that this positions me to really provide a lot of authoritative value to people who are just starting out in this industry that aren’t my ideal client, but it positions me as someone who can provide consistent value for a lot of people to differentiate myself from a lot of people who are just joining groups.

[00:21:11] And yeah, well, I mean, even, you know, twenty six hundred, it’s a lot of people. It’s like even if you got 10 percent of those people to engage and 10 percent of those people to become a client in some fashion, you’re talking twenty six clients. That’s that’s that’s pretty good. That can make an agency, you know?

[00:21:28] Yeah, yeah. No, it’s a fantastic funnel that

[00:21:31] So did he he he let you take over the admin privileges or he flat out handed you the group,

[00:21:37] The admin privileges. But so I first started out by, I was being very tentative with any change I made. I was running everything by them and shooting them messages just to say, Hey, I don’t want to bother you. How do you feel about this? What’s your opinion on that until they finally just became very laissez faire on and they’re like, Do what you want that you feel is going to be best?

[00:21:57] Fantastic. That’s awesome. Kevin, congratulations. That is a massive win because we all know that if we were kind of try to build a Facebook group from scratch, I know people who have done it successfully in a short period of time. I couldn’t figure it out. You know, it’s it’s a struggle. So to have have one handed to you like that that you can kind of repurpose and make it what you want and use it as a funnel is amazing. Yeah, that’s really cool. Anybody else have any wins? Those are a couple of big winners right there this week.

[00:22:26] Devin Kevin’s forgetting about another way, and I was I was able to help him out here. Yes. Yeah. Spencer Spencer got me a very elusive address in Portland, and if I ever have a firstborn, I’ll probably give you rights to it or something. I don’t know. I’ll make it worth your while, but don’t see how you get a GMB and a much needed market. So. Oh, is that right? Well, I have a couple of address being local here. There’s using that that photographer method I had seen Devon had actually posted in a local group with a with a different method, and I reached out to Amazon Hey man, because I loved it, actually. And he’s like, Dad, man, that method works, except in Portland. And I was like, Well, matter of fact, I happen to be here and I happen to have some GMB address sitting in my inbox. Let me reach out to him on Facebook to see if it’s still it’s still a go. And. And she said, yep, so. So we’re working on getting a GMB postcard for him to this gal.

[00:23:25] That’s awesome. Anybody else have any wins? I guess we can’t pull any off of Facebook because I’m not live in Facebook. I don’t know what’s going on with this re stream function, but I’m on other people’s accounts and who knows what, but we’ll just upload it later. No big deal.

[00:23:41] I’ll give. I’ll give a quick link, Jeff. Go for it. Let’s hear it. So I got a new two thousand five hundred a month lead gen client. Ok. And it was actually about a year, thirty thousand a year.

[00:23:59] Ok. Yeah, yeah. I’m trying to do the math here, yeah, that’s right. All right,

[00:24:03] Cool. And I had another client in there, really, client. I just had somebody who was taking a lead and they kind of they just sucked. Actually, they were bad. It was one of the early ones that I did. I was doing per lead and it was a low price and I was very happy to get rid of them. And I just did a little bit more work in searching for a kind of vetting out business owners. Got a pretty good one. So I think 2500 is the starting point. Probably should talk to Spencer before maybe sold myself a little bit low there, but I think room to grow. And it was it was nice getting rid of somebody who was kind of like pain in the neck and getting them, getting to work with somebody who’s like a good business operator

[00:24:55] Who can grow with. Yeah. And see, I’m learning from you guys because when I find those people, I tend to give them an easiest, the easiest road possible to do business with me. So I tend to low ball on the front end. I anchor them very high, but I let them kind of get get a really good deal for the first month or two because I want to solidify the relationship and let them know I’m in it to win it for the long term. Now could I? Could I ask for two thousand five hundred instead of seven, fifty or a thousand or twelve fifty or whatever the number is? Yeah, I could. But I, you know, when I find that person that I think is going to be that long term client, that’s going to rock it with me. You know, again, I it’s not, I guess maybe there is a little bit of fear that I’ll lose them if I price them too high because they are hard to find, you know, and I don’t want to around sell it, reselling my asset three different times to try to find somebody over the course of however many months, you know? But I guess maybe I should anchor high shoot for the middle and then if they if they if they start to turn on me, then maybe, maybe go lower. I don’t know. You know, it’s always it’s always a work in progress.

[00:26:07] It’s always different, right?

[00:26:08] That’s always different, right? Yeah.

[00:26:11] Yeah, yeah, I was happy, I was happy to get that old out with the old in with the new

[00:26:15] Yeah, yeah, because I just closed a deal on one of my personal assets that I had a guy last year paying me about a thousand a month. And it was up and down. You know, I hadn’t really done a lot to it over over the years. I had screwed it up. You know, it was one of the first things I ever built. And because of all the things that I do with Patrick and his agency and and lead Snap and all of that, I just kind of put that stuff on the back burner and I had a guy paying me a thousand bucks a month, which was probably he was probably underpaying me. But the lead count was like a roller coaster up and down and going in and out of the pack and all of that. So I got another company a couple of weeks ago and I brought them on at six hundred a month, but I anchored them to four thousand. I said, You know, this thing’s really going to once I really pay attention to, it’s going to be worth four or five thousand bucks a month. But I need to have some income on the short term. So that’ll give us both an operative. The companies only about a year and a half old. But there there’s three or four partners, I think, and and they have all the the system set up, you know, they have an office staff and all of that in place. So I have high hopes for them. And I was willing to take less because again, it’s like the lead volume is all over the place. I can’t guarantee anything. I don’t feel good about it if I had taken a higher amount. But you know that that little amount will give me a lot more opportunity to and breathing room to kind of like do the things that need to be done. So when we come into spring, then it’s going to be like, Hey, now it’s now it’s a thousand fifteen hundred and twenty three thousand whatever we can justify. So that’s kind of the way I’m taking that one.

[00:27:55] Yeah, I like that. It’s good approach to just put that number out there. It’s like, here’s the vision that we’ll get to. So they’re not just thinking, Well, oh, I was only fifteen hundred. You doubled it like they have that anchor and it’s really powerful.

[00:28:11] Yeah, yeah. We’re kind of hitting on some of the things I kind of had outlined here. I kind of outlined the agenda if I do the wins and then go over some prospecting stuff and then some sales. And for the sales, it’s like we’ve had some deals where, you know, we try to take care of our clients, but sometimes they kind of take advantage and that that can happen. And it’s always kind of in flow and you have to discern what is the right move in the moment and sometimes you don’t make the right one or or whatever. And so, you know, as the kind of client manager, you know, sometimes I feel like I’m being taken advantage of because I can see right through these people like they’re trying to get the best of us, you know, and not pay for it or take advantage of the situation. And so I’m more inclined to cut them off. But I don’t know the whole story of some of the relationships of these clients who have been with us for longer than I’ve even been with the agency and things like that. So I have to take all that into consideration.

[00:29:16] But some clients that are, you know, you think you’ve got them, you’ve got them at a high number, you’ve got them, you’re crushing it and paying you and all that kind of stuff. And then next thing, you know, something happens in their personal life and maybe they get thrown off track with their business or they have a family member who is ill or whatever the case is. And next thing you know, the whole thing goes south. It’s just part of the game, you know, so it goes back to the mindset of just recognizing that this is not a passive income stream, in my opinion, I don’t treat it as such. I think some people get in here and they want to build a passive income portfolio and you can make it sort of passive. But I think at the end of the day, if you’re really going to continue to build, grow and win long term that you’re going to have to get your hands dirty. That’s my opinion, and I like that. I like that because then it allows me to continue to learn and grow along the way, too. So, so that’s what I think.

[00:30:15] Jeff, to piggyback on that man, you sparked a thought, I guess another way that I had was one of my renters long term renters. He rents a landscaping site for a measly six hundred bucks a month, but he’s been sick here now for the last month. He just called me and he’d say, Dude, I’ve been sick for the last month with COVID and some other issues going on from it. But he’s like, Unfortunately, I can’t pay you. And I know it was a big stress on him and his family, and he just lost his dad here less than a month ago, and then his grandfather’s in the hospital in Iowa with COVID and having some medical problems from it. And I just like I’ve been so blessed here recently in my business, I was able to tell this guy like Ronnie, don’t worry about it, dude. Like, you focus on your family. And I know this has been a big stressor for you and your wife. But but don’t worry about the six hundred bucks. It means a lot more to you right now than it does to me. And I don’t mean that in a cocky way. But right here months ago at six hundred bucks, what a minute. 18 months ago? Yeah, now we’re kind of got this thing chugging along. I was able to bless him and he was like, Oh my God, dude, he’s like, he started crying, and this is a man that doesn’t cry. He’s like, You don’t understand what that meant to me, and I really, truly appreciate that. And I was I got off the call and I was like, Man, that felt frickin amazing to be able to say, I mean,

[00:31:38] What you’re saying, what you’re saying, Spencer, that’s the reason I love my job, you know, I mean, I wasn’t I didn’t have the skills or the time or whatever that, you know, to build an agency like Patrick did. So Patrick is in that place where he’s able to give back and you lose one client. It’s not going to second affect your bottom line. You take on a new play, it’s not really going to affect your bottom line that much. So you have the ability to sort of help people when they need it. And that solidifies a relationship. That’s exactly what I’m talking about, and it feels really good to be able to do that. So I have the benefit of piggybacking on on Patrick’s success as a sales and client success guy to be able to come in. And when people have an issue like that and be able to give them the benefit of the doubt again, you have to be careful because the tables could turn and it might start taking advantage of you eventually. But that’s really part of the beauty of this business model is to be able to make an impact like that and to have so much abundance and Leeds, Leeds or gold, in my opinion, I’ve said it before. It’s like I just treat them. They’re like the gold. They’re the magic that makes businesses happen and you control them. So you have the ability to to sometimes give these guys a break or to give them a gift like like Spencer just gave his client.

[00:32:55] And I think that makes all the difference in the world for the type of business that you’re running, the type of clients that you’re going to attract, and the type of success that you’re going to have long term. You know, you’ve had a lot of success here the last few months, and it’s great to hear that you’re giving back when when it’s appropriate. I mean, that’s part of the reason I’m in this game because I want to create enough abundance where I’m able to give back to to others who need it, not just clients and not just other people in the Legion world. But when I’m running around, I had, you know, I was blessed with multiple mentors in my life who who taught me how to give. I just never had the abundance to do it. You know, I traveled with this business guy in Mexico for about a year, and he had several businesses. And man, he would he would make up. He’d find any opportunity to give back like any opportunity you would just find like just somebody playing the guitar at a Mexican restaurant or something like that. And people are giving him like one peso or something, and he walks out and gives them one hundred pesos. It’s 10 bucks. Like, who cares, you know, whatever.

[00:34:00] Like one time we were walking down the street in Mexico City and there was an old guy down begging on the street for money and had cataracts. You barely see and whatever. And he’s like, Hey, hey, Jeff, go get that guy. Let’s take him to lunch. You know, he’s probably like 90 years old. Like, you know him taking a bath and who knows how long, whatever we walk into the restaurant with him and give him lunch kind of have a little conversation with them and and whatever. And everybody’s looking at us like, what are you doing with this guy? And as we walk out, he pays for the guy to eat there for a week like he just paid up front, like made sure that all the waiters and everybody heard him do that so that they wouldn’t just take the money and not let him in or whatever. So I was exposed to people who were who have been exposed to people who are really big on giving back, and that has always planted a seed for me. And that, you know, that way that I want to live my life and to share the abundant whatever abundance I have, you know? So it’s awesome that this business model gives you the opportunity to do that. I want to just roll off the back of that to guys, you know, a friend

[00:35:09] Of mine who was really struggling and I mean, he couldn’t pay his power bill, couldn’t pay. He’s living from paycheck to paycheck.

[00:35:17] He had a really bad experience, his wife

[00:35:19] Was had psychological problems, committed suicide, left him with the young kid. He lost his farm like everything, just went belly up and we ended up joining J-K together, right? Anyway, he was getting screwed by this guy he was contracted to, and I ended up dominating the whole area without him even asking me. I just went out and did it right, so I just dominated the whole area anyway. Fast track. Now, a year later, he rings me up. He’s now a counselor on the local municipality, right? So he actually gets to implement legislation in the city. This is how far this guy’s transformed, right? Wow. He’s now making more money than Jody Rockefeller. He has just proposed to his his girlfriend, right? So now he’s going to get married, right? Because this guy’s in his 50s and lost everything right? So he felt really inadequate. Now he’s able to say, Hey, now I can get my house back, I can buy a house so I can do all these things right. And just the other day, man, he just he just lumped 20 grand in my account. What does he have? A blue suit? He got me this money, right? That’s the sort of shit that you can do with this. Like, this is what I think, Spencer. We were having a quick chat today. Like, Man, how good is this game? Like, is there anything on Earth like this shit, right? There just isn’t. I mean, the parameters in so many different areas you could go to with this, there’s so many

[00:36:40] Things you can do

[00:36:41] Because the world runs on those phone calls, the world runs on those sales, you know, the world runs on people buying things and sharing a lot and all that sort of stuff. So yeah, I mean, that’s a pretty big win for me. Honestly, you guys, this is probably the best drugs out there. Honestly, like if you if you can get the money coming in for yourself and then be able to start blessing other people like, you know, I don’t know if you guys been following Shaquille O’Neal lately with that dude has been hanging out and blessing some some kids at Wal-Marts and stuff. He says that he wakes up on a daily and if he can’t go bless somebody, he doesn’t feel like he’s done his job. And, you know, he’s like, What am I going to do with all this money? You know, it’s like, you can’t take this crap with you. So as long as you’re living the life, traveling, doing whatever you want to do, like as well start blessings in people and and I’ve seen some stuff like that in my local community. I don’t know. It’s right now that’s a little bit uncomfortable because I feel like people kind of flex and do things in the wrong manners these days with doing that kind of like this social media type of blessing type stuff where they’re like, you know, leading the hundred tip for the waitress or whatever it is. But but honestly, man, like being able to tell people like, you know, with what I hear from Graham and then being able to tell my my client like, Hey, don’t worry about the six hundred bucks like, you know, like focus on other things and I can get healthy and really distressing your life.

[00:38:05] So it doesn’t have to be. It doesn’t always have to be money, and it doesn’t always have to be a lot of money. Like a little bit can help a lot, you know, along the way, like like my examples of the guy I was working with to like buying people food or leaving 10 bucks to a guy who’s probably making ten bucks the whole day or whatever. You know, it’s the little little things add up, and the bigger you get, the bigger impact you can make.

[00:38:31] Well, when your client tells you he has only a few hundred bucks in his bank account, you know he has a family to take care of. Right, that man. And you have to understand that this guy is a military man, which I say that because I think people that have been in the military have a harder time with showing weakness, and he sees that as a weakness. And he’s like, Dude, this fucking hurts my pride to tell you that I don’t have the money to pay you right? And I was like, Dude, I respect that, that, you know, just vulnerability of being a man to man and saying, I can’t pay you. And I know that he was probably expecting me to say, Well, you know, just hit me up when you can get it. But when I told him, Hey, don’t worry about it this month, he’ll take care of your family, go see your family and get yourself healthy. It was just, you know, like grown men crying on the other end of the phone. Like, that’s I’ve never experienced that. And you know, that’s that’s crazy to me.

[00:39:24] So well, how awesome is it? I know you have already said that. It’s awesome, Spencer to be in the seat that where you can make that kind of an impact and give somebody a break. I mean, that’s that’s amazing. So thank you guys for sharing all that. That’s awesome. Patrick is asking something about Facebook groups I was going to share in my prospecting stuff a little bit about what I’m doing in Facebook groups. So maybe Spencer can kind of chime in on that. But I wanted to start with just a little bit of prospecting, and this is maybe basic for some of the people on the call. But I wanted to lay it out there because I do get a lot of messages about prospecting and like, how do you do it? And things like that. So I just wanted to go over like three different quick and easy methods. That I would do and how I would do it. Craigslist, Facebook and the Home Advisor list. And just keep it simple. So any time I’m going into Craigslist, I would just go into the services section and just just search whatever the niche is that that I’m doing. If it’s landscaping and then I keep it simple, spelled it wrong landscaping. I keep it simple when I reach out to these people. I did a couple of texts yesterday, actually it signed me out to do that.

[00:40:48] So. And again, when I’m trying to keep it simple for them, I’m just trying to get them engaged because especially if I have something that’s producing, like I know that I can give up a certain number of leads to try to get a client, right. So if I’m not going into a big conversation with them and I just get them interested enough and open to accepting a couple of leads, then I can vet them out. After that, I’m willing to give up two three five leads to do that instead of trying to go in super big with them from from jump and turning them off because they think I’m home advisor or something like that. This is just an easy way to gain their trust right away and let them know how I’m not asking you for anything. I’m not asking you to open your wallet. Let me put some money in your pocket. So this was a message I sent literally yesterday morning. I saw your ad on Craigslist looking for someone to work with on referrals for this type of work. Are you open to something like that? He’s like, Good morning. Sure. You know, it’s like it was like that simple. And then I sent it to another guy. Same message just copied and pasted.

[00:41:58] He said, Yes, I said, cool, I’ll send you a few and see what happens. No worries either way. So after that, I’ll just send them a couple. So it’s easy to go in here and look for whatever your niche is and you can kind of vet through them really easily. You can see if they’re if they like. This guy has pictures. More than one more than two. It looks like he’s not like super professional, but you never know like a lot of times, what I’ll do is I’ll take this number and I’ll search it and see what comes up. And if it’s like some review site with a bunch of bad reviews on it, then I will contact them. So I’ll do a little bit of due diligence on them before. Sometimes you’ll put the number in and it’ll be a website and it’ll be a bunch of business listings and then you can kind of legitimize this guy looks like a one off type of a guy. But what we’re talking about landscaping here, although he does do retaining walls, and that may not be his main number. So. So that’s just a little bit of an easy way to use Craigslist if you haven’t been on the Craigslist game. I’ve pulled some really amazing clients off of Craigslist. There are a lot of like non licensed non insured types on there, and especially for bigger niches that are going to require more, or that licensing is going to be more of a factor to the the customer themselves.

[00:43:26] And if they’re going to hire them, they’re going to want to know that they have insurance and the license and whatnot. But for, you know, for the most part, you can find decent people on here, at least to start engaging. And again, I’ve found quite a few really good people. See, this was what I pulled this number. It’s on the Better Business Bureau and has some other stuff up here that you can go and kind of do some deeper due diligence and figure it out. The one that I told you about earlier on the call that I just got that I pulled on for six hundred bucks. I found them on Craigslist because there are good people on Craigslist. They don’t know Jack about marketing. They don’t know even where to start. And if they’ve talked to anybody at all, maybe they’re there. They’ve been priced out. They feel like they’re asking too much. They don’t understand what the what they’re going to do for that money. And so they just they they don’t pull in a marketing company to do that. So so that’s kind of the way I’ve done it, which.

[00:44:32] Right.

[00:44:40] Right. All right.

[00:44:42] Can you guys see my screen? Hey, Spencer, can you mute, I think you’re I think you’re you’re it’s like showing you a static or something. I think. And then on Facebook, I would come on here and like, I just looked up Cincinnati contractor, so if I were going to prospect on Facebook, I would come in and join a couple of these contracting groups. And you can see there’s there’s all kinds of I just look up specific niche and contractors in general, and they usually have a group in the local area that is specific for contractors or handyman. They usually don’t have something for very niche specific like landscaping, but that might. But usually these contractor groups are just for every everybody. So I haven’t gotten into any of these groups yet. I just went on here and requested to get on. Sometimes you can see this one. I’m not even a member of. You can search in the group without even being a member. It depends on how the group settings are. So sometimes many times actually you’re able to search the group without even joining. So I would just search

[00:45:53] In here landscaping. You could even post in that group to. Pardon me. I said you can even post in there, too, without

[00:46:01] Being a member.

[00:46:02] Yeah, I just saw that. Oh yeah, yeah. That can actually post in it.

[00:46:06] So then you can. Yeah, that’s right. So then you can start to see like these guys, that looks pretty nice. I wonder if you swipe that off of pixels or something or if that’s actually their work? Who knows, right? But this looks like a legit company, and it’s pretty recent. So that’s definitely somebody I would be doing some due diligence on and then I would just go down the list and see who else. This guy looks like more of a handyman. He’s kind of he’s cleaning up leaves and stuff like that. Like, I probably wouldn’t call him because I want somebody who’s more focused on the specific service instead of jumping all over the place. I mean, landscaping is a little bit different. This is all related, but a lot of times you’ll find people who are handyman who are like, Oh, I’ll I’ll fix your door or your window and I’ll do your your junk removal and whatever. Like, I try to stay away from those guys because that’s kind of like the Jimmy pickup model. And that usually doesn’t suit the type of company or business that I’m that I’m trying to create or do business with. So that’s kind of how I do the Facebook groups. Here’s another one I got in that one, but you kind of get the idea. So I would go through and vet that through all of the local contracting Facebook groups and any other business group that I could find. There’s some that are run by real estate agents that are also can be very helpful because real estate agents are, you know, they’re everywhere and they want to be as helpful as possible.

[00:47:36] So if you drop a message in there and say, Hey, I’m a local homeowner and I look for a landscape, we recommend like a lot of times they will actually. You’ll get a list of like 10 people right off the bat, like if you go in like Spencer said and make a post here and say, I guess it’s in this group and say, Hey, can anybody recommend a local landscaper and do it like that? Then they would just, you know, everybody in the group would just kind of start hitting up their name, tag people. So then you then you can reach out to them on messenger and say, Hey, I found you and somebody recommended you in a Facebook group. That’s a that’s more of a warm intro. You kind of get from cold to warm really quickly. And those scenarios you can say, Hey, Billy Bob recommended you in this Facebook group. And if they know who that person is, then whatever you’re going to get a little bit more attention. So that’s the way I would do it, trying to get back to my main screen to see the question Patrick had about Facebook groups. He was asking how Spencer does it when he goes in Facebook groups back to it. Spencer, what do you do in Facebook groups? Well, I’m

[00:48:55] Trying to get this thing started again. Yeah. So like I said, I. I’ve got involved with some coaches, people that are coaching one specifically guy, he coached coaches back people and then the other one is a landscaping coach. And so the methods that I’ve been using is, you know, just obviously the landscape escaping coaches, referring people over to me, which which helps with the pipeline. I’m also essentially the the marketing expert in that group because he doesn’t have marketers in it. And I go and appear in his private coaching sessions sharing tips like the last one I did was like I did a slide show presentation for eight eight things your website must have an order rank rank on Google. So I went through this kind of like a checklist and show it and explain things and immediately you’re an expert. And so these guys are like, Oh crap, they’ve already paid a coach five K to improve themselves. They’re there ready to pay a marketer to improve their business. And so going in there, what I’ve done is after we initially, I had that big push with the audits around the holiday season when Patrick was running the contest, I had to then become creative. So the one thing I would make sure that every one of you guys have done is optimized your your personal Facebook page, because what I do is I go in, I will go into the landscaping group and do like some funny landscaping means and say, you know, Hey, can you relate? And like these landscapers just start laughing, you know, because the one thing that a lot of people that are running groups struggle with is that mix, you know, of of business and mix of just like funny, like just stuff that has nothing to do with whatever they’re selling.

[00:50:58] So, you know, Gary Vee talks about, I think it’s what jab, jab, right hook or jab, jab, left hook that marketing book and he talks about, you know, basically that that method. So I’m not constantly pushing, Hey, I can help you with your marketing services. I’m posting construction teams where people are laughing and you know, for damn well, they’re going and clicking on my profile going, Who is this guy? And they’re seeing it’s optimized and like, Holy crap, this guy helps people like me. And now you have people reach out to you and you’re not pitching anything that’s been amazing here recently. So also make sure your Facebook page.

[00:51:39] Yeah, that’s awesome. I don’t optimize mine as much as I could because I’m not doing that kind of outreach, but I can definitely see the value of it. And I’ve talked about the meme selling before. There’s a guy named Drew B. I think his name’s Wilson or something. You know that guy Spencer. He worked with Ryan Stillman hardcore closer. So he has a course on it, actually, and I haven’t taken the course or anything, but I just like the idea. And so I communicate with my some of my clients via mean like when something cool happens or whatever. I’ll drop a meme in the in the text or in the chat and and it just built it to help build a relationship makes you more relatable. It makes people want to do business with people who are fun. You don’t want it to be lame and just like always. They know they can call you, and they don’t have to be afraid of what the conversation is going to look like. Like your your client, Spencer, who didn’t have the money or whatever, it’s like if he were in that position where you had all this rapport that you’ve built with him over the course of the relationship, that sucks that he had to make that call. But when he made it, I don’t know if he was in this position, but you were in that position. He would probably feel like, OK, well, I know Spencer is a good guy. He’s he’s he’s fun to be around. He’s fun to do business with. I know he’s not just going to lash out at me or whatever the irrational fear is that somebody might have when they’re in a disadvantageous position like that.

[00:53:04] And then it just kind of like builds on itself as far as, like when you call and it’s like, Hey, you know, I noticed the call volume is up from seventy five to one twenty five in the last over the last couple of months. It’s time to kind of like reassess what my value is here. You don’t have to be afraid of that conversation either, because you’ve had these sort of more personal interactions and you laugh together and you’ve shared things together. That’s kind of the way I tee it up like every conversation I have. I’m not specifically thinking about what might happen in the future, but I know that I’m building a bank of of, how do I say, good deeds within my mouth? But my flip in my mind, I’m yeah, I’m building. I’m building a bank of sort of like the ability to reach out to them and and and contact them with things that maybe aren’t so fun later on. You know what I mean? So goodwill is a good way to put it. So so that all that all checks out. I love that. And you want to check out meme. Meme selling. Drew B. Wilson, I believe, is his name. He has a website and I see he has like a podcast on a site called Sales Sniper. So if you just look up, meme meme Drew B. Wilson, D Ari WB Wilson, then you can kind of figure out what he does. You don’t need to buy his course or anything. It’s pretty simple, but it’s very effective. You know,

[00:54:36] A couple of time, but a couple other methods. Jeff, I’ll touch on that have have have helped as well is like, I think as I think everybody that looks like the whole group is full of men tonight, currently on the call. I think every one of us have a hard time telling people you’re proud of them and you’re doing a good job. And when I like so when, like the landscaping coach posts something about such and such as business and they’re like, I’m making sure that I’m engaging in those conversations like, Dude, that’s awesome. I’m proud of you like that. Those are huge accomplishments, whatever. And I’m not doing it from a from a perspective of like, maybe this will get me a sale. Doing it from a genuine place, because these business owners need to hear this from other grown ass men that they’re proud of them. The other thing too, is that when people are posting in these groups, what I try to do is I try to comment with a gift. If you know anything like most people don’t comment with gifts, and if you comment with a gift, you kind of stand out and they go, Whoa, who is this guy? Or That was funny, or it’s a it’s a more, I guess, a better way to communicate than just, hey, congratulations or cool or whatever. Right? Kind of gives a little bit more personality.

[00:55:54] Well, and and people’s attention spans continuously get shorter and shorter. So looking at a gift is easier than reading three or four words. Congratulations, dude, or whatever. It’s just the nature of the reality of the current times, right? Yeah, that’s awesome, Spencer, so thanks. Thanks a lot for sharing all of that. I don’t see any more questions on that. The other prospecting method, it’s not even a method, it’s just let me see if I can find this again is most people just don’t even know that you can just Google Home Advisor like Home Advisor St. Louis landscapers, and they’ll give you the top twenty five people. It’s not always a direct hit, like sometimes they give you like somebody from carts, gates or whatever. Maybe they do landscaping. Maybe they don’t, but it certainly gives you a solid list to go on like I’ve been, you know, continuously blown away by, especially when I was doing a lot of outbound prospecting that I thought I had tapped out everybody in the city and a specific niche or whatever. And I’m like. Next thing I know I find a list of 30 more people, more companies who do business, and it just goes to show you that there’s so much competition out there and most of these niches, and it’s just an endless stream of potential clients for us. And it’s just a matter of finding them, reaching out to them, hitting them at the right time with the right message. And and that’s the game that we keep talking about. It’s like you’re not going to win every time you don’t spike the ball every single time.

[00:57:27] But when you do and if you get the numbers up, it is a numbers game. The next thing you know, you’re you’re doing some deals like like Spencer or some of these other people and and life like becomes a lot better because then you can get back and all these other things. So, yeah, I’m shocked that HomeAdvisor has all this available, but I guess they kind of have to because they’re trying to pull people in to hire these people. But I mean, here’s your prospecting list for landscaping in St. Louis right here. So that’s a that’s an easy one. And then finally, on on sales, I just wanted to talk about, I mean, it’s kind of what we’ve already been going going over just organically in this conversation about just like taking the journey with clients and being open to what might come up and giving them the opportunity to continue to do business with you, even if they are in a disadvantageous position, because that builds that goodwill for the future and really solidifies the relationship for you in a way that’s going to get them to not only continue to do business with you, but you can get them to ask you for referrals like and like if you were, if you needed clients right now, Spencer and you gave that guy the benefit of that six hundred bucks, you can say, Hey, you know what? I’m trying to grow my business to know what you could do. For me, that would be as valuable as that 600 bucks.

[00:58:56] Maybe give me a couple of referrals of other contractors in your city who who might want to do business with me, and we’ll just call it a day on that six hundred bucks. I’ll just credit that to you, and it’ll be all good. I mean, you don’t seem desperate right now, Spencer, but that would be one way that you could you could get value from this person in return for the value that you’re giving them. It sounds like there’s some other circumstances there where maybe you don’t want to put any pressure on them based on a loss in the family and sickness and things like that. I probably wouldn’t ask. Certainly not at that moment, but, you know, maybe later on say, Hey, you know, maybe maybe in two months from now when he’s got his train back on the track and Spencer needs some new clients. Maybe that’s a good ask. Hey, I’ve given you a couple of months like, you know, one favor you could do for me, just just give me some referrals, you know, and I bet he would bend over backwards to give you referrals at that point, you know? So that’s kind of the way we do it. And and I know that any like we had, we had one client we did a similar thing with. I think Patrick has mentioned him on a line he gave us like 12 referrals like, you know, just bang off just one right after the other and we closed, I think three or four of them, it’s great, you know, so so building those relationships can really make a huge difference over time.

[01:00:16] All right, so that’s that’s all I have. Patrick has another question here. There are scraping tools to scrape DNA and new domain registrations. They can be there. They can be used for prospecting too. Yeah, they can. I just don’t think it’s necessary to do that. I think some of those domain registrations that can be way early were way late in some cases. And, you know, based on everything else that we have at our fingertips, just just Craigslist, Facebook and the Home Advisor list, I mean, I rarely have to go beyond that. You know, there’s certain niches that are really particular and are probably not the smartest niches to go into from a due diligence standpoint and just an ease of doing business and finding a client standpoint. But you don’t know what you don’t know. And next thing you know you have it, it’s an asset it’s producing. You want to monetize it. So, you know, I have had trouble finding clients for some of those and specific geographic locations where it’s just just wonky geography, like we have one in Cape Cod, you know, and it’s like the booth out there. And like, nobody wants to drive from one end the cape to the other, especially during the summer when everybody’s at their vacation homes and whatever. Like, I just it’s just like I shake my head because it’s crazy to try to find somebody to fill that. So but the lists are out there way beyond way easier, I should say, than scraping domains and jobs and whatnot.

[01:01:51] I do see the value in that, and it can certainly come in handy if you’re targeting really specific niches that are not sort of the run of the mill type of stuff where where that could come into play or if you have a very specific way that you’re you’re prospecting. But just for the general prospecting we’re talking about here, I would say it’s almost, you know, overkill at that point. Patrick is also saying so there. Here’s a hard question how do you accomplish all this prospect selling SEO services, research the market, build out the legion and rank those jobs? Do you use a team of VAS for fulfillment? Yes, you do. Spencer, we certainly do. We have. We have. Probably, I don’t know, I think between both companies. Twenty five employees ish now. And I don’t know what that looks like on your side, Spencer. Maybe you would be a better person to answer that question about how you have it. I have a VA for my personal portfolio, and he’s crushing it for me. I brought on one guy about six months ago and he was doing pretty good, but then it wasn’t going so well. So I got a new guy and he’s just killing it, and he’s really helping me reposition all of my assets so that I’m going to be able to monetize them at a much higher level going forward. And I’m really excited about that. But I only have one, so I’m not running a team. Spencer, what do you have on your fulfillment side? How do you do that?

[01:03:22] Yeah. So I think what we’ve talked about this previously on a live where, you know, I was able to personally grow my agency to a six figure agency with basically me doing almost one hundred percent of all of it. Then when the prospect?

[01:03:43] Sorry about that.

[01:03:45] It’s all good when the prospecting method, you know, when when Patrick showed us that around the holidays, I really started to sell and I was like, Man, this is not good because I couldn’t I? Yeah, the one thing is, you guys, you guys can’t be the cook and the host and the bartender and all of it, you guys have to like. The biggest thing for me was once I hired a team, I have a team of Vas in Pakistan, and as we grow, he just keeps hiring developers and hiring positions that we need. So, yeah, so he’s building out his team and popular.

[01:04:24] Well, it’s like that mass IVR spam drawer like Graham said. That’s what it is, man. How many people have gotten ten thousand calls from Ohio in the last month? I mean, my god.

[01:04:36] So yeah, I found my VA actually was a was a VA that I see Patrick was asking was from a guy that I know from another Legion group. He had worked with this guy, and so I hired him for a small project of just it was 10 10 Legion website builds. They were all clones of each other, and I did the content for them and they they cranked them out for a really inexpensive price. And so I just kind of slowly was building this team. He slowly added, People, and that’s where my 10k months went to that. Twenty five k months. And now it’s like. All like the hardest thing right now, currently for me is there’s not one hundred percent of everything that I trust the team to do because they’re not 100 percent exclusive to me. They do have some other people that they do work for. I do have like he has my own separate developers and people that work specifically just on my projects, but I also don’t want to until I can fully trust them, like I’m still optimizing the jobs and things of that nature. So it’s that much. The analogy that I can give is that I am one hundred percent foot on the gas a hundred miles an hour. Sell, sell, sell, sell, sell. Then I have to let off until like 50 miles an hour as I’m fulfilling, like the GMB optimization piece of things and kind of doing these things over here. I know once I’m able to basically just sell and be the face of the company when they’re doing one hundred percent fulfillment, we’re going to be easily doing somewhere to 60 to one hundred K months. And Jeff sees this on Patrick side of things. For me right now, it’s it’s just that balance of growth while I’m fulfilling. So it’s it’s this it’s kind of a tango. It’s this, this very unique dance that I’ve no experience in. But I can tell you, I’m excited as hell every day to wake up to do it.

[01:06:36] Yeah, yeah, that’s awesome. Yeah, that is in part of the reason that I came on board with Patrick is because Patrick spends a lot of his time with the software. If you don’t have that other project, so to speak, then you would probably continue to do sales and client management because that’s where the real rubber meets the road. That’s where I believe you’re going to have the most opportunity. That’s where I have the most fun, you know, not fulfillment, for sure. But you get to know people, you get to make an impact, you get to see where they’re at. Give them a break. Whatever it is like, all that stuff happens on the client side. So I, you know, who knows where it’ll go? Spencer but you could definitely at the numbers you’re talking about, continue to do sales and client management and then be fine with that and then just manage your remote team. That’s great that you’ve had so much great. Great luck with your your, your VAS and your fulfillment. I know that’s not always the case. I had a guy somebody was asking where I get my vas. I don’t really actively recruit. I had somebody reach out to me on LinkedIn and said, Hey, I see what you’re doing and I’d love to work with you. And I was like, Well, that’s the kind of person I want to work with.

[01:07:51] Somebody wants to work with me, you know, I don’t have to convince them. So he just was. His English wasn’t. He was from Africa. His English wasn’t as good as I would have liked. And you know, it was it was good work, but it wasn’t great work. And then after I kind of like, let him go and just decided to go out on my own. A few weeks later, another guy from Africa reached out to me on LinkedIn and saw what I was doing to do post on LinkedIn sometimes. And so, you know, he was he presented himself in a different way and and whatever. So I gave him a shot. And next thing, you know, he’s crushing it for me. And then we had somebody recently that I was I was actually hiring to do a website for a client outside of Patrick’s agency and all that client I’ve had for years before I even started working with Patrick. And she wants her website redone on a very specific platform called Web Web Flow. You guys probably know what it is, but I don’t know how to use it. So I was hiring somebody off fiber to do that. And he’s a rock star. And it’s like, Well, we might be able to use him in the agency.

[01:09:03] So it’s like you just kind of come over, you know, come across these people and get a feeling about them. We’re kind of dialing it in a little bit tighter on on who we hire. You know, Patrick is kind of said that he doesn’t want to hire anybody he wouldn’t hang out with outside of work. That’s a pretty high standard, you know what I mean? But you want to hire people. You want to you want to work with, and that’s it. So I haven’t done a lot of active recruiting. I know that we we have posted on different job boards and indeed and even LinkedIn and stuff like that along the way to try to find people. But, you know, finding the right person who’s going to kind of be in alignment with you overall, who’s going to understand the business and be able to grow and learn new skills and recognize like in like in Spencer’s case, where he’s growing very rapidly and to be able to absorb some of that fulfillment and take take all that stuff off of Spencer’s plate so he doesn’t have to worry about it. Like, that’s, you know, be thankful because that’s not the easiest hire in the world, you know, it’s not. It’s not super. Are easy to find that just looking on a job board or something.

[01:10:20] Yeah, trust me, Jeff, it hasn’t been easy. I think you guys probably remember when my team was plagued by this, this virus in Pakistan that you get from mosquitoes. Yeah, my team was very, very sick for a long period of time. You know, so and then there’s also the challenges of them just getting used to what your expectations are and what you’re not willing to accept. And so there’s times and there. So they’re kind of developing their processes while we’re developing our processes, but it’s allowing me to create SOPs as well as with the videos written out SOPs and being able to say this is the standards that we that I expect and please don’t give me anything that’s under these standards, because if you do, I’m sending it back to you and it’s costing your team more money because we pay on a per project basis, because I learned from our mentor Patrick, never to pay your team on an hourly rate because they’re going to screw you. And so the poor project base, so so I in my agency, every website that we put out, it has it has to pass. The one hundred percent like that client is stoked by it, like they want to show it off to everybody. If there’s any little thing like no matter how minor it is, we’re fixing it. We’re putting out the most, the best product that we can, right? And the team is slowly learning like, you can’t just send me something that is not going to be perfect.

[01:11:41] And if it’s not set up exactly the way client is going to, that the client wants it, that it’s coming back to you. And so it’s just this kind of, you know, I constantly am having to tell my, my, my guy and my team lead that, like, be a boss. And I think in no matter what language you speak, that you can kind of understand what that is and like, you need to be the boss and you need to be letting your team know like, don’t don’t give me crap, because if you give me crap, then and I try to pass that crap on a Spencer, he’s not going to accept it. So the expectations and and so it’s just being patient with each other. Plus, if you find somebody like, I know a lot of people in Third World countries or some of these countries that that obviously we’re getting BS from, you may not be able to believe one hundred percent of what they say. But my team lead, I’m like, you know, when we start talking about being able to give back, here’s a fellow that told me that he needs to build a house in the next six months and that I’m going to be able to keep prayed to Allah for me to come into his life and he needs to build a house.

[01:12:48] And I was like, Oh, OK, like, I like, that’s great. He then proceeds to tell me, This is this breaks my fricking heart that if he can’t build a house within the next like, like year ish or so that his girlfriend that he’s been with for like over three years, that he wants to marry and their culture, he’s not able to marry her and that his that her parents are going to marry her off to somebody else. Now you can call bullcrap, but this guy has been basically super motivated over the last four or five months that we work together, and this is part of my personal goal to help him build his house and to marry his, his his fiancee. This gal that he’s so in love with. That’s awesome. And so like, yeah, you could say like because my you know, you’ve heard these stories of people in Africa telling here or whatever. You know, it’s like these really elaborate stories. And so like my girlfriend, Jen, when she was over in Africa, she kind of saw firsthand what it was like. And so she asked me, she says, Do you really believe this stuff he’s telling you? And I truly believe it, 100 percent. I mean, shame on him if it’s not true, right? But I’ve got

[01:13:56] A goal like that, too. I trying to. I tend to believe the best about people. And you know, my my and my VA right now is from Rwanda. And he’s he’s very skilled. I know he’s had, you know, corporate jobs and things like that. And he he definitely lays it on thick about how he wants to do Legion and all of that. But at the end of the day, he’s performing, you know, at a high level and he’s giving me the kind of results that I want and that I’ve wanted for a couple of years and just haven’t had the resources to to to hire somebody and to find the right person. And so we’ll see where it goes. He has the capacity to do similar to what your guys doing. Spencer, as far as like running a team and things like that, who knows if we’ll ever get to that point. But in the meantime, I pay him and I told him from the get go. You know, it’s all based on results like, I don’t care how many hours you work, if you can deliver a super high quality product, you know, in the quantity that I’m asking you for and it only takes you an hour a week, then good on you. Figure it out. I don’t care if he’s hiring 12 other monkeys to do it for him or whatever. It doesn’t matter to me. I want the results and I’m paying for the results. I’m not paying for him to be sitting at a computer for a specific amount of time, you know, so I really take it. That way, and if he can get it done cheaper and again, it’s high quality work and a very high, high level niche that I’m working in and. But, you know, it’s all about results for me.

[01:15:28] Yeah, and the guy’s already invited me to his wedding in Pakistan and whenever this is right and I’m like, I don’t know, man, I was, I was googling, is it safe for four Americans to be in Pakistan? You know, I mean, like, he’s like, You’re fine with me.

[01:15:44] Only only when you’re personally invited, I guess.

[01:15:48] I don’t know, man, because they’re their their celebrations over there, like week long celebrations with their with their religion. So it’s like a week long wedding of like all nations and and things. And it sounds absolutely amazing if I can guarantee my safety. So. So I don’t think a guy would go that deep and say, Hey, come, come, come, and I want to invite you to my wedding when when I marry her. So that’s pretty elaborate.

[01:16:15] A last question, Patrick is asking, keeping up with GMB, is this time consuming? How do you have? How do you do it with VAS? You run it all through the software, right, Spencer, or how you do it?

[01:16:27] That’s what timekeeping?

[01:16:29] No, with logging into GMB and all that and you

[01:16:34] Don’t mess with my GMB. You don’t mess with you. Ok, so yes, they do. They they’re messing with some of my personal GMB with doing, posting and things like that. They’re logging in through through the email. I don’t actually have them added to the GMB. I probably should, but I haven’t had any problems with them going down.

[01:16:55] Yeah, that’s where the API comes in, Patrick, where you can log into all your GMB through the software and then you don’t have to. You can give VAS specific access to specific things and firewall them. And so they can have the log into the the software, but not the log into the specific GMB and still still manage in that way. Depending on what all you’re doing with them. So. So that’s that. So we’re at about almost coming up on an hour and a half. So I don’t see any other questions. Anybody else have any final thoughts here. I think there’s a great live. I really appreciate the energy Spencer and Graham and you guys have brought this evening, Devin as well. And just all of your wins and just the, you know, it makes me and I know it makes Patrick feel really good about what we’re doing when we can go and show other people, you know, certain things that allows them to build a business for themselves where they’re making a bigger impact. It’s like that wings of butterflies or whatever like Pebble in the in the in the water and the ripples in the water or whatever. So it’s awesome to hear all of these wins and all the ways that you guys are building your own businesses and benefiting and creating abundance for yourselves and sharing that with with others. It’s awesome. Thank you so much. All right. Well, we’ll call it that. All right, you guys have a great week. Go get some wins. Let’s let’s convene here again next week and share even more great insights and wins that we have in our businesses. And if you need any help along the way, just reach out and we’ll do what we can. All right. Thanks a lot. Everybody take care of.

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Special Edition: Live From Dan Martell’s SaaS Academy

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[00:00:02] Who won the. Is. You know, I go down here to speaker, click on the carrot.

[00:00:19] Let’s say. Can you guys hear me?

[00:00:21] If we can

[00:00:23] Slow everyone’s quiet, yeah, I’m not be so quiet.

[00:00:28] Hey, man, what’s up?

[00:00:33] We really have to do. And now I’m on this side.

[00:00:43] This is omnipresent, Gabe. No, I’m

[00:00:45] On the side.

[00:00:46] I thought you guys were about to start freestyling or something. Cool. We got it. We could do that.

[00:00:54] If everybody how is everyone doing? We have just

[00:01:04] You guys coming from happy hour. Patrick’s already asking a question, Patrick with a K. We were at. We were using dream. I think it’s Io.

[00:01:14] Yeah, it’s allows you to send to multiple groups as well as YouTube at the same time. So pretty good. It was pretty cheap. I think it was a month or something. Yeah. So we just finished a two day event. We’re in Orlando, Florida, and it was kind of like an event for SAS companies, but a lot of a lot of content that can be applied no matter what your business model is and a ton of really high level people, which is awesome, like it was all that. So we’re going to keep it kind of short. We’ve had a long few days of talking to people and just like Firehose trying to absorb as much information as we could. But we wanted to come in here and share some of our big takeaways. So we each have kind of got our notes of the things that that we got from the event that we want to share with you guys. But before we get into that, as always, let’s start off with some wins. Who’s got some wins? Michael Webull, it’s good to see you on the call, man, Neal. Michael, I know that your I think you were you had some like commitment that just wrapped up, right? So are you going to be a are you going to be hanging out with us on the calls? No, actually. So I usually go to church on Wednesday nights, actually, but we got a sick family, so we’re home today, so I thought I’d hop on.

[00:02:33] Thanks for joining us.

[00:02:34] Yeah, it’s good to see your face on here, man. I’m sorry about the sickness. I hope everything’s OK. Yeah, it’s all good. Thank you. Yeah, you’re welcome. Not will. What’s up, man? How are you, Lenny? Devin? What’s up, brother? Anyone got some winds for us? Patrick, I’ve got a

[00:02:52] Thing where I’ve hooked up with some people in our group, some really good guys that we’ve helped each other and a few things. And a shout out to Lou Domenica too, by the way.

[00:03:05] Love you. Yeah, yeah, he’s awesome.

[00:03:08] But me and him go back. We’re into the music together. So he I knew he was in northern Virginia. I had a client up there, filled them up. I needed someone else. He got me in this group that he’s in.

[00:03:20] I found a couple of clients. So show new clients. That’s play

[00:03:25] Group. Everybody helps one another if anybody need. I’ve helped some

[00:03:29] People know we go back and forth. Yeah, yeah. One of the things I wanted to get into is like, there’s a post that that went in here. The last I think it was yesterday, we were at the event. So it’s hard for us to kind of moderate things and kind of like on the fence because there’s like some value in the post. But there’s a lot of negative negativity and I just like some housekeeping, just not going to tolerate that in this group. I know that that’s like something that can bring down other groups, but this group is all about helping and community supporting each other. We can have disagreements on things, which is kind of like, I don’t want to stop that from happening, but they need to be done in a respectful way. And there was some things in there that that weren’t respectful. So just as a housecleaning, whether you guys are watching this live in Facebook or a replay, that’s not the vibe we’re going for, and too many of those things will get you kicked out of this group. It’s really important for me to keep a positive culture in here, so just a little housekeeping for that. There was another post a week ago where I kind of falsely attributed some things to Brian Orser camp. He has the one click influence. I don’t have a lot of experience with one influence. I think Ryan is an awesome guy. I’ve never heard anything bad about him. So any of you guys that that saw that original post maybe didn’t see my apology for that situation. I just want to clear the air on that. Is a good guy. Ok, cool. Do we have any other wins? Anybody else got any? What do you got, will? What’s up, man?

[00:04:59] Well, it’s good to see you. Yeah, yeah. I’ve got a couple of wins brewing, but one one quick one is just got another purely gen client four thousand a month.

[00:05:13] This awesome

[00:05:15] New niche. So I’m excited about the niche and digging into that one a little bit. And then I’ll just say a bit like a shout out to that rocks, boulders, pebbles

[00:05:24] And sand thing that we talked about. Oh yeah, at the

[00:05:27] End of the year. Yeah, that is that is it’s been a great system. It’s like easy to implement and it’s keeping me on track. So like we talked about quarterly goals, I’m ahead of those already, but that’s a nice win to throw in. On top of

[00:05:42] It, like one of my takeaways from this event is the lady who is the chief marketing officer for Drift. Because of use drift, it’s like a chat program. She was actually like kind of what she was was a big I think she was part of the C-suite at Salesforce for a little while. She spoke this morning and she talked a lot about this planning, right? So like, obviously like, I think Salesforce is a you probably know better fortune. One hundred. Yeah, yeah, maybe like Fortune 20, I don’t know. But she was she. So she was one of the speakers at the event that they were here and she was going into planning. And that was one of the big takeaways for me is she has a dashboard that she looks at every day, and on that dashboard are her quarterly and 30 day goals. But she still like the big piece for me that was like she has a pacing metric that she monitors on a daily basis to determine whether they are on pace or off base. And she gave an example of when they were off pace, and she basically did a daily stand up with everyone on our team for, I think was like ten days in a row. And so the course corrected it and got back to where they went. So she like it’s it’s it’s a it’s an example of, hey, we’ve got a goal in being off pace is not acceptable and I’m going to take immediate action to fix that and kind of correct the ship.

[00:07:06] And this is the obviously one of the biggest, most successful businesses in the world. The one of the one of the leaders of that company is using this. There’s no reason with a business that’s that complex why we can’t be doing that with the types of businesses that that we’re running. And you guys, this is like, this is basic. So like what you’re doing well with the rocks in the sands, if you guys didn’t see that training, I encourage you guys to go check that out. I think it was the training right before the end of the year because we were trying to set up our yearly goal, right? So that’s something that we set our goals, and I didn’t have that pacing metric in our business and this last weekly meeting that I. With my team, it was obvious to me that we need to make some adjustments and how we’re running this weekly meeting, and I’ve been kind of playing with what do we need to change to make this more this meeting more effective and more efficient? And when she said that that they have this piece in metric that tells her whether she is on pace for her 30 day goal for her 90 day goal and she looks at it every day, this is exactly what the people in my company should be paying attention to and I should be paying attention to if they’re going to meet their goals.

[00:08:18] We need to have this on. We need to have this right in front of us, right? They also talked about how Airbnb had their their goals on inside the mirrors in the bathroom to actually have a mirror in front of the urinal. And they had their goals so that as the people are trying to go to the bathroom, their goals are in front of their face. So these are the companies that’s kind of like fun and like whatever. But it’s serious to these people and they like there has to be a reason why you miss your goal for these companies. And like one of the things that one of my big takeaways. The guy who runs this, this is not for most of you guys unless you’re in the closet running a SAS company. This is probably not the course for you guys, but the guy who leads us, his name is Dan Martell. Brilliant, brilliant guy. And some of the people that are his clients are like Clickfunnels and Unbound, and like some of these like huge time doctor. Some of these huge companies are. This guy is actually forty two years old, brilliant mind connected with all these, all these, all these different people. And he was saying he has pushed this and I’ve heard him push this in the past. Is this like don’t don’t create the culture of failure for your team, right? Don’t let them.

[00:09:37] Don’t train them, that it’s OK to fail, right? And by not having your team stick to the things that we have agreed are our goals and not monitoring them. And then they miss it. Then you’re teaching them that it’s OK to fail. So that was one of the big takeaways for me is like, we’ve set our goals and like my team is like building their their weekly goals and stuff based on what they have set for the quarter, for the year. This type of thing. But we don’t have the metrics in their face. And like, I think without them, there’s a really high chance that we’re going to fail. And when when you don’t build a system or a culture where it’s not OK to fail, then your results are going to suffer. And it’s just like, you’re not going to you’re never going to get to where you were. You planned to, where you what your goals were. So that was, for me, one of the big takeaways from from from this week. But congrats. I’m so happy that you’re using this. I know where you were before. We’ve been on a few calls. We did that coaching call, right? I think we did the coaching call right before the rocks and sand. So it was kind of like a one two punch, right? So yeah,

[00:10:42] And I mean, that’s I’ve even brought that into my professional life and use that and these little like linear and nonlinear type of goals and metrics that you track. Yeah, it’s like to what you just what you just said adds on to that perfectly. But even that those those two things that we talked about were have been really helpful in the what has it been seventy five days, 60 days since we started that, right?

[00:11:09] That’s cool, man. Are you on pace ahead ahead of pace? Nice, man. Awesome. So I want you to and this goes for anyone that’s in the same situation as well after you achieve your goals early. I want you to evaluate the goals that you planned, the success that you had with this stuff and see how, whether you’re on pace or off pace or ahead of pace, how can you be more accurate with this in the future and push yourself further, right? Obviously, these goals are pushing you to get ahead, which is phenomenal. But I want, I want I really like to see it where it comes down to like, maybe like the last week where it’s like you’ve set such a stretch goal that it’s pushed you outside of your comfort zone to a kind of like a new level that maybe you didn’t think you can achieve, right? And maybe you’re already there. But when you’re ahead of the pace from the beginning, I just want to ensure that you’re choosing something that’s like stretching enough that your cue to cue, too. Awesome. Awesome. Congrats on that. Well, that’s awesome. That makes me. It’s really rewarding to hear someone that’s taking what we’re doing and run with it and be successful. So super cool, man. Congrats on that. All right. Do we have any other wins? All right. What about you guys, have you got any wins?

[00:12:33] Got wins. I’m here with you guys. I mean, that’s a that’s a big win. Whoa. Any time I get to spend time.

[00:12:38] Oh yeah, man. Congrats. But what an accomplishment.

[00:12:43] I would say so. No, I mean, we onboarded a new client on Monday before heading out here to Orlando. So any time getting in the mix with the new client, that’s always a win. A company has done 10 million over the last five years, and so we’re looking to help them do some more more of the millions. Yeah.

[00:13:01] What about what about wins from these last two days of the event?

[00:13:05] Yeah. So if we were to freeze frame up wins in terms of, I think, relationship, any time you can get in the room with other talented people, people who are ahead of you, people where your peers is incredible made a lot of really awesome connections and unless lessons that you learn too. Same thing Katie Foote, who was the CMO of Drift, one of the things she talked about and we all we hear this a lot in marketing, but is she? The way that she is, I’ll share the story and then kind of explain it later. So we hear this idea of like the hero and the villain, right? So as you’re out there prospecting and working with prospective small business owners and your prospective clients, we’re always told that, hey, we will we should be making our clients the heroes in our marketing, not ourselves. So whether you’re doing life results in advance or you are, you’re doing SEO or web design, whatever services you’re offering, really, your marketing should one hundred percent be revolving around the pains, the aspirations of your ideal client, you need to understand them better than than they do. And as with any good story, there’s always a hero and there’s always a villain, right? So there’s something that you’re up against, which I think it’s really easy. I’ll give you an example in our space in the rank and rent space or in the Legion space, in the local space, the villain might be Home Advisor. The villain might be other agencies that have given crappy service that have not gotten a return on ad spend for your clients. All of the people that said, Oh, I’ll get you to the first page of Google and never did right, it could be whatever the the system industry unphased character.

[00:14:49] That is what you are up against when you were on the phone and you’re trying to close new deals. And Katie talked about this thing. She was talking about her sales presentations when when they’re going and trying to land these big enterprise deals for the drift. Or when she was with Salesforce, she talked about the crack slide. She was like, She’s like, the crack slide was always super important, and I literally like, I drew a picture of it. See if we can see it here. So you can see there’s a crack down the middle of the slide. Like it’s like cracked. And on one side, there is the hero because I’m the hero on the on the other side, there’s the villain, and then Patrick is the crack and all. In all actuality, Jeff would be Jeff would be the hero in this situation. But this idea of as you’re talking with someone, you kind of want to put your arm around the customer, be like, Hey, I’m on your side. We are both up against this villain, right? Which a lot of times if you can. If you can paint the picture of what the small business owner is up against, you’re going to have a whole lot easier time of winning their trust. So I’m like, Hey, I’m on your side to like, go and beat this villain and you make again, you make them the hero in that story. Like, Hey, let me show you how you can beat Home Advisor. Like, here’s how you can beat the big box stores that are trying to compete that can outspend you. Here’s how. Here’s how you can do that, and I can help you do that. So that was it. That was a huge stick, right?

[00:16:13] I think this is for more information on this, this mindset. I think there’s a really good book called The

[00:16:18] Art of Storytelling. Yeah, story brand story, brand story, brand story. Donald Miller story brand.

[00:16:25] Yeah. So that was awesome. What about you, Jeff?

[00:16:28] Well, the win, I guess, would definitely be being here and breaking bread with other SAS company owners and founders. I mean, it’s just a whole different world of people who have created real companies with, you know, potentially hundreds of thousands of users, potentially multiple companies under their belts and multiple exits and things like that. It’s just a whole different category of business owners in the room and people who are just really creative thinkers, really skilled and bringing things together in very different innovative ways to create value in the market. And I think that’s amazing. And just to be around that level of people for the period of time that we have been and really hearing their stories and just understanding and recognizing the value that all of us have with the experience that we have and to put those things together. They had a speaker yesterday, Ron Friedman, who was talking about pattern recognition and know we’re kind of wired for pattern recognition. But the way the innovators are doing it is their pattern recognizing in various different industries or across different verticals of all different types or just ideas in general, and pulling them all together in a unique way to create value in the marketplace. And I was telling Patrick that a few years ago, when I was sort of transitioning careers before I even got in Legion, I was really looking. I’ve always been sort of like future minded, and I was looking at a lot of the technological advances that were coming into play. And I have a Trello board that had like different types of technology categories and then specifics under each one, and that link to different maybe things that I had experienced or my knowledge and each one of those and I could see it in a visual representation because I was literally intentionally teeing that up so I could see how these things were fitting together going forward.

[00:18:25] And that’s like, I’ve always, I think, been way ahead of my market when I’m sort of my brain, the way my brain works and the way that I creatively innovate. So Legion sort of anchors it in where I have to be present, I have to deliver today, which is amazing that I have all those skill sets that I’ve developed, but the idea is to bring these things together technologies, ideas, people, relationships. I didn’t even have that those different categories together. I was just focusing solely on the technology, the bringing them all together in a way that you can create value in the market. I think it’s amazing. It was just another sort of insight into things that I’ve done right and things that I’ve done, I guess wrong, if you will, in my past. But bringing it together in a new way and sort of reinvigorating that idea of how how to bring these different things that you know together in a new way. So that’s amazing. And the other thing that really struck out to me or struck stuck out to me was this concept of FDI. If you guys anybody FDI is

[00:19:32] Typekit, type it in the chat if you know what you stands for. So the guy here, the guy who runs that Stan Martell, it’s actually his license plate, says Jay FDI.

[00:19:42] And so it stands for just fucking do it. So the hearing somebody at Dan’s level like having that is sort of like his mantra is like, Yeah, I mean, I’ve been talking about mindset and doing my mindset Mondays and things like that. And the reason that I’m focused on that specific thing right now is because I’m recognizing that I’ve put in so much work over the last several years to change my mindset. I used to be very fear based. I used to be very scarcity mindset like money, like it’s it’s all scarcity. And I just I was programmed that way and it took a lot to overcome that. And now I’m really starting to reap the rewards of that. And so this JFT concept, which is another way that you can reprogram literally your mind so that if you say that enough times, the next thing next time something comes up, that maybe is something that you would normally procrastinate or something that you don’t really want to do. It’s not the the the the thing that you really want to be doing that day. Fdi comes in your mind. You’re like, See, I just fucking do it. That’s what that’s what winners do. That’s what people who are actually succeeding do. They just fucking do it. I’m just going to fucking do it. So that’s another way to kind of like anchor in and change your mindset.

[00:20:58] So I think that’s amazing. And then the other sort of bigger takeaway for me was that here in the SAS academy there, you know, you think, Oh, I’m going to grow a company and I’m going to exit, I’m going to sell it. I’m going to have some big exit and get a big chunk of change. I talked to several people in the room that they’ve had an exit and they sat on the beach for a year and twiddling their thumbs and then they’re like, they want to get back in the game, right? They have no purpose. They have no real impact that they’re making in the world. And so they get bored very quickly. And I think that’s I can see that’s true for any any of us standing here is that, you know, exit sounds great. Big chunk of change sounds great, but sitting around doesn’t sound fun to me like I I kind of like. Accepted the fact that I’m sort of a workaholic and I’m living with that with that and and really maximizing the the benefit of that because I love what I do and I love the things that we can create together in this, in this space. And so I’ve accepted that and recognize that even if I had an exit, I’d be bored, right? So I’m just going to start over and then, well, who do I want to find? I want to find somebody else who I who I trust like Patrick.

[00:22:13] I want to find somebody else who’s creative and who can implement who can execute Patrick. Like, you know, it’s like, why? Why would I need to exit right now? I think a lot of these people are recognizing that they would rather just continue building on the business model that they’ve set the foundation for rather than exit. So it’s like a shift of mindset because it just everybody seems to gravitate towards this idea that you’re going to create a company to sell for a bunch of money and then go buy a sailboat. But why don’t we just continue to build the company? Go buy a sailboat sailboat and have more time for ourselves, you know? So those are really the three big takeaways for me. And again, just being here in this space and this energy with a room full, I think over what two hundred people gave like a couple of hundred people who are all founders, a lot of them multiple founders, it’s a whole different category of people so really excited about what we learned here and when we got to experience and all the relationships. Like I said, just amazing.

[00:23:11] Yeah, the relationships were the most exciting. You forgot a big win in your personal life. So talk about J. Fdi, right? You want to share that?

[00:23:20] Well, yeah. I mean, I posted in the groups about if you guys saw the videos is that I actually did the skydiving last weekend, which was amazing. And it was a long time coming. I met somebody about a year ago who was who was skydiving, and when COVID hit, he had some time on his hands. So he went big into it. And now he’s doing competitive skydiving, like doing formations and all this crazy stuff. But when I met him, just I asked him a couple of questions about I didn’t have this burning desire to go. Skydiving wasn’t something I ever necessarily wanted to do. It wasn’t anything that I necessarily said I wouldn’t do. But the way he approached, it was really very much about personal development mindset, about how expansive it can be to go and test yourself in that way. And so I just tuned into that and I was like, one day I’m going to skydive with you. And it was literally over a year. I think I’ve met him in December of last year, like fourteen months later. It’s just a great example of setting an intention and seeing it realized in real time. And despite all of the things that have happened in the last, you know, time since I met him and all of the things that could have gone and set me off track, or that I could have just forgot about it or whatever.

[00:24:39] It’s like I just kept that intention going again, back to mindset. It’s like what you say and what you speak into the world, what you think and to the world. It’s like you can make it a reality. And the next thing I know, I’m flying to Florida because we had the opportunity. I knew I was going to be here at this event. The logistics made sense. The next thing I know, I’m staying at this guy’s house and going and skydiving with him. It was amazing. I really feel like it was. You know, I held I held center very well. The way I put it is that I didn’t freak out at all, and a couple of people in the skydiving space mentioned that most people who come in for their first dive, they get really amped up. And then as soon as the dive is over, they crash down. Like I was like even Steven the whole time. Emotionally, mentally, very stable because I’ve learned how to handle stress at a very high level due to a lot of personal challenges that I’ve been through. But this was a real test of doing something that most people frame is, Oh, this is scary.

[00:25:38] This is dangerous. You know, you could die all the all these different things, right? I didn’t let any of that get into my head, and I didn’t grow up playing competitive sports or anything like Patrick did did. But I didn’t get that when I was younger. And so just to be able to go through that process and do something that was very challenging for me from from some angles, but it didn’t throw me off course. It didn’t spin me out in any way. That’s a new thing that has given me a whole nother level of confidence that I’ll be able to bring into my business life, be able to bring into my personal life in new ways. And I just definitely see the value of it. If you approach these things in these ways and very mindful, very intentionally, you can definitely grow and learn from it in ways that you can’t even imagine. So I encourage you all to kind of face. I was challenged to sort of face something that’s a scary thing in your life, and I just I knew I wanted to do it anyway, and I just, I just executed, took the step. And here I am, you know, so pretty awesome. Super cool. Super cool.

[00:26:45] Yeah. Calling you, Steven from now on. Oh yeah, Steven. Even Steven, even Steven.

[00:26:49] Steven, yeah. So the JFT stuff. So Dan actually expanded on that quite a bit during the talks, and he was talking about like it was like the level of certainty he had where like just taking action, he’s like, I guarantee you if you take action, you’re going to be miles ahead of the person that sits there and analyzes things. The course corrections you can do by doing a trial run. Sorry, we’re outside of that. The or something. So I think that’s a mistake that I see that’s common with with so many of you guys, we’re we’re trying to analyze everything and try to try to get everything perfect. And I guarantee you, no matter how much time you spend trying to analyze a market, make the perfect website perfect content’s perfect backlink. Whatever it is, you’re trying to make perfect. It’s not going to be perfect. You’re going to make mistakes.

[00:27:44] So like he says, it’s OK to have a shitty first draft.

[00:27:48] I like that. I like that line. Yeah, that was super cool. So the guy who spoke Kevin Friedman, he’s a Ron Ron. Ron Friedman, best selling author, author, the book that he’s written a few books. One of them is called Decode Greatness. I took away a ton from that, so some of the stuff I got, yeah, so some of the stuff I have on here is like. First thing is to become a collector of things like start collecting the things that that you want to master. So for me, like like, I’m really focused on this software and how to make the software better for all the users.

[00:28:24] So I’m just curious, like those on the Zoom show of hands, do any of you have a swipe file? All right, Neil’s got us by down. Ok, cool, like some of you guys have a swipe. Ok, cool. Yeah. Because the collecting thing is huge.

[00:28:37] You could be collecting all the swipe files, right? So that’s the first thing is to collect the thing that you’re trying to improve. So for me right now, I’m I’m signing up for all kinds of different software like software that is in our neighborhood, right? And looking at how they’re doing things. And I didn’t know to do this when I started. I just kind of like built things based on how I thought that they should be used, and there was like complicated situations that we got ourselves into that there’s other models out there that have already been proven and better. So like collecting things. The second thing is like reverse outlines

[00:29:11] To expand on that just a little bit. When he was talking about collecting things, he gave several examples of like artists and musicians and things like that that were that are known there were known collectors of the art that they were trying to create. So the idea was that you can take other people’s ideas and they they kind of harped on like R&D is like Robin duplicate. It’s not that you’re copying word for word, piece by piece, but you’re taking ideas, different ideas like the best of the best from each different angle that you see or that you’re exposed to. And the more that you’re exposed to, the more those angles that you’re able to bring in and put together in any way. So I think like Picasso was big on that, but I can’t remember the exact examples that he gave. I got I got one. Yeah.

[00:29:55] One of the examples of really awesome to hear that. Yeah, like, I was great, you guys. That’s a book. I mean, we were here. So they gave everyone here a copy of the book. But I was like, I actually had it in my cart by the end of the speech where I’m like, I’m buying this thing. But he gave this example where it was talking about like deconstructing so like the way to greatness is to kind of like, deconstruct other successful people, other successful ventures. So he gave this example where they did this like study. The study was basically there was like two groups of people and they were going to create art for three days. So the first group of people, they’re just going to create art day one, day two and day three. And then at the end, they’re going to compare to see where there’s more creative creativity. The second group of people, they’re going to create work on day one and on day two, they’re going to take the best work that’s available and they’re going to copy it and try to reconstruct that work in on day three. They’re going to create work again. Unique like, right, they’re going to create unique art. So they compared the level of creativity on day three between the two different groups and the ones that had copied on day two blue, the other ones out of the water. And the reasoning was that when you’re going through this process and you’re copying this the greats, you’re forced to kind of like, evaluate how they did it, why they did it and the level of comprehension on something goes way up.

[00:31:21] So then when you try to take that skill, you have a higher level of mastery. And then when you go to try to apply it to your own stuff, the work was not at all in common with the stuff that they had copied. That wasn’t what it was, but they had reached by deconstructing some of the some of the best art they had reached this like way, higher level of competence and comprehension to. They had learned skills, right? So that was one of the big things. Another thing was reverse outlining. So basically, you can go through and you can look at maybe the best ranking Legion websites in your area. And maybe you go into maybe you choose the best from a bunch of different areas and you’re going to kind of outline what they’re doing. What do they have in common? Right. So he gave us a news article and there’s like a format, and he went through several different stories, right? I think he used like A. And then he used like Star Wars and Harry Potter, right? The the pattern that exists where it’s like an orphan and like all these different things. So they’re following the same pattern, right? And one of the things is like if the pattern becomes too repeated, then it’s like, it’s not going to be a successful, but we’re a long way from that, especially in this space that we’re in. So being able to go and kind of look at some of these people that are doing things really, really well and form an outline of what they’re doing well, maybe if any of you guys are running like a Facebook ad and you see like a company that spending a lot of money on Facebook, you’re seeing these ads often, then you could deconstruct that, find out what they’re doing.

[00:32:47] So it’s called a reverse outline where you’re outlining after it happens. It’s like, what are the major things? What’s the pattern that exists? And then how do we recreate something like that? That’s good for us, and this doesn’t need to be something that is has to be like so industry specific. So if you see something that’s working, like, why is it working understanding that? So that’s kind of the pathway to greatness. Another thing is to unlock the key metrics, right? So he was going through and he was comparing like apples website with Samsung’s website and apple. Apple has this like beautiful website. It’s like known as its like industry leader for its like design and style and all this stuff. So he went through and he had metrics for like, how many banners are there, how many of their banners are there here, how many of their banners. They’re on Samsung. How many buttons, how many calls to action, all these different company prices, so he came through and you just like compared those two different things. So that was a way for him to kind of like, deconstruct this stuff. So I thought that was like super cool. He made it scientific on how he did it. Do you guys have any more takeaways from from that guy?

[00:33:49] No. Yeah, I mean, I think that the reverse outlining was so huge because I think we are all. I think everybody that’s on this call right now is doing that in some format where we’re taught to go find inspiration to model what’s working. We’re already doing research on our competitors to see what we need to do in order to beat our competitors right, but really took it a step further to where you’re not just seeing like what they’re doing, like how many backlinks they have or how many words they have on their page. But going a step below to like what is what is actually the the structure beneath this strategy that is that is causing this this site to win or this page to win or this story to win the pattern thing is so interesting. I took a screenwriting class in college and we read this book called Story by Robert McKee, and he unpacks all these famous screenplays, you know, rocky like we were talking about Top Gun, one of my favorite all time cinematic masterpiece, Top Gun. But you know, you look at a lot of classics, The Godfather. Any of these movies and almost all of them followed the exact same formula in terms of if you looked at the actual script, it was like Page Fifty four was always where the hero like met like a hill he couldn’t overcome. Like, that’s when knocked Rocky gets knocked down for the first time or gets beat, right? That’s that’s when the hero hits that kind of like pit of despair. And so it again, there are these patterns where you could literally look at these different screenplays. Look at them side by side. So you’re not just looking at one you’re looking at in our space, maybe you’re looking at a bunch of different sites collectively and you’re going, Yeah, I know what I need to do to beat this one site with this one niche.

[00:35:38] But when you look at it as it more of a pool, you’ll start to notice the patterns of like, OK, here’s where these. These sites tend to focus on three to four very specific services. Their home page might include things around team. There’s all the ones that seem to be doing the best have photos of people where like you can see the whites of their eyes and they’re looking in the camera versus stock photos of like on site stuff or whatever. Who knows what the patterns are. And then sometimes you’re going to find stuff that bucks the trends and then you’re going to have to figure out, OK, well, why is this one this? This website has no content on the home page, and it’s ranking number one, and it looks like a pose. Like what? What, what is actually happening here? And that’s why I think a lot a lot of times our initial we’re going to look at a thing. We’re going to try to reverse engineer it. It doesn’t fit into our model of what we had previously said would be the thing that would work that like, Oh, it has to have so many words and it has to have so many backlinks. And because it doesn’t fit that model, but we’re like, but it’s still number one, we disregard it. And I would say that’s actually very much the thing that you should regard that you should look at and go to. This does not fit my pattern. But it is working.

[00:36:57] This is the greatest opportunity to learn, because when the pattern you’re not learning, I think beyond this, beyond this like deconstruction of greatness, this whole storytelling thing is phenomenal for sales. It’s like if you guys you guys shouldn’t be selling based solely on numbers. He mentioned this. I haven’t had the chance to watch this yet, but he mentioned that the best TED talk, the most popular TED talk that’s ever come out is this Sir Ken Robinson? So he deconstructed this on why it was so great. This was like something with the education system and how it is so. He was pitching this like education system, and he used no stats. It was all stories. So the most engaged TED talk was had more stories than a lot of the other ones and the way that he told them. So he deconstructed that. So when you guys are going to try to sell someone, if you want to really grab them, the story matters.

[00:37:52] That’s where I get story on that. Does anybody know who Perry Belcher is? Yes. No. Ok. Harry Harry knows very well. Ok, so Perry Belcher, co-founder of Digital Marketer, Insanely talented marketer, especially in like the the survival space, the e-commerce space had the pleasure of doing some deals with him and we were we were talking. And Perry is a fantastic storyteller and we’re having this conversation. He was actually talking about a what do you call it, like a study, a study, a test, whatever you want to call it, where they gathered. All these items, these like piece of crap items from a garage sale swap, meet whatever random rubber duck old doll. Just like think of like whatever you would get at a garage sale, just somebody else’s trash. They purchase it. They went ahead and put it up on Craigslist for sale, and they did a split test down the middle on one on one half of the items. They just gave the description of what the item was. This is a rubber duck. It’s in great condition. Just like new made in nineteen seventy eight, it’s vintage. Whatever has this special logo on it. The other half, they actually told a story about it. They’re like. This was my great, my great grandmother’s rubber duck. She came to Oregon on a wagon train and she brought this duck with her. And now my baby is has had this rubber document special to us.

[00:39:31] Tell me what crazy thing I need to do to get one. The the the price is that they got for these comparable because all these items were within the same price range, you know, like five to ten dollars. They got like five x the price on the items. Same exact items. The ones that have the story in them. And that’s why telling me the ability to communicate a story when you’re on the phone with the prospect, even when you’re writing the content on your site, you can phone it in. You can use A.I., you can whatever to spin up these these sites that are going to generate leads for your clients. But at the end of the day, the goal is eventually to connect with the human being who’s going to place a phone call, who’s going to buy some kind of a service. And now I’m not saying you need to go in and talk about how my grandma started this business and I’m, you know, doing concrete countertops and we’ve been in business forever. Don’t don’t fabricate something that’s not there, but you need to understand the story of what is important to that customer, which I think might be a good transition into this idea that we talked about a lot this week, which was was it the past flow, pace, pain, aspiration or pain agitate solution? So this idea of if you can understand again, most of us, we all know not to go and say, Hey, I’ll get you on the first page of Google.

[00:40:55] We know that, but a lot of us still resort to like, Hey, I can help you, I can help you get get leads. You’re only going to have to pay for performance. That’s still kind of phoning it in a little bit where you’re talking about what you’re actually going to be. Maybe the feature, the thing that you are going to be selling your customer or what’s more important is to understand, like what is the actual existing pain in their business right now? I know for a lot of you, what you’re up against is the fact that you are you are trying to close somebody who has paid two or three or four other marketers or agencies or freelancers who have not gotten them a return on their ad spend. And now you’re up again, like that is the pain that you’re up against. So to have the ability to go in and explore that, to be able to agitate it and understand it deeper than even they do is going to be incredibly important and understanding it both. Where was that that little drawing that we had, we were talking about, like above and below? Oh yeah.

[00:41:55] So there was this idea that we talked about this idea of of frustrations and fears when it comes to pain. So the business owners that we all serve, they have some very specific frustrations. The frustrations are the surface level things, the things that they might talk about with their team. They might talk about with their spouses, about maybe even the only things that they really recognize. It could be things like, you know, leads are slowing down now. Now, some big box stores, some franchise came into the neighborhood and we’re not getting as much business. That’s the that’s the frustration. So you need to be aware of what those things are, the very practical surface level, what are the frustrations of my potential client? But then below that kind of like like deeper than that are really the fears which are those are how is this actually going to affect me, the entrepreneur, the things I’m probably not going to talk to my team about the things that keep me awake at night. They’re like, shoot, if, if, if lead flow continues. At this rate, I’m not going to be able to make payroll. I’m going to have to cut my nephew who’s been working with me and I, and I’m going to have to like, lay off family or I’m going to have to shut down the business.

[00:43:10] I’m going to have to put my tail between my legs. I took this business over for my family, and now I’m going to have to be the one who it ends with. Do you guys know that? I think something like ninety six percent of businesses that go out of business? The way that they go out of business is by shutting their doors, it’s not by an exit, it’s not by a sale, it’s literally just like turning off the lights. Ninety six percent of businesses that that are business owners, that transition. That’s how they go out of business. That’s a very real fear for a lot of business owners, especially in a time such as now, especially if you’re dealing with someone who’s whether it’s brand new and it’s like they risked it, they realized they didn’t want. They wanted to be in charge of their own fate. Now COVID happened, and they’re going to go start their own business or they inherited it from family. So you have to understand again, yes, what are the very practical? I’m not getting as many calls as I used to get. I’m having a hard time finding labor to do the jobs that I want to do, whatever that is. But then beneath that, what’s actually there and the best way to do that is having conversations with clients. That’s why I love being. Make a

[00:44:15] List. Make a list.

[00:44:16] And one of the things that are top of mind.

[00:44:18] One of the things they pushed throughout this was like a common theme is the customer is the source of truth. Right? So like you guys, the part of the keys of what Gabe is explaining here is this frustration is it’s good to be aware of it because you want to understand your customer. But the way that you sell is not going to be based on the frustration. That’s that’s what their head is. The frustrations what is going to sell them is when you go after their heart and their heart is like, Hey, they may have to go get a job right or they may have to like, fire their nephew. Right. So like, this is where the sales are going to happen is people are going to kind of like mentally justify things based on like this kind of surface level thing, but they’re going to make the buying decision based on emotions. So you need to go a layer deeper and really understand the thing that scares them and like, get in touch with that. Let them know that you understand what they’re going through, what their fears are, because that’s going to set you apart from all these other people that are trying to sell the same services. If you can, like, speak to them and you know, like, you’re like, Oh, this person, really? This person really knows me. This is like exactly what I’m going through. How different is that from like, Hey, my name’s Patrick, I’m going to get you on the front page. You’re going to have, like all these leads and stuff, it’s like, you’re going to love it. It’s gonna be great. It’s completely different than, Hey, are you? Are you worried about potentially going out of business because of the quality or something like this? Do you have employees that you’re going to have to let go? What is your life going to look like six months from now if you continue to have this problem?

[00:45:44] So I love this question. One of them was Why is this still a problem for you?

[00:45:51] Yeah, that’s the Oh, it’s so good. The exposure you have.

[00:45:56] So, yeah, first, you have to identify the pain, right? And you point this out to them and then the agitation is like, it’s

[00:46:04] Why is this still a problem for you? And then they answer and they’re like, Well, we’ve tried so many things like, I’m already so busy or I. I tried paying someone to do that they’ll open up to you even more.

[00:46:14] Yeah, yeah, absolutely. And then and then you’re the solution, right? You’re offering the solution. How are you going to be different? How are you going to provide this stuff? So, yeah, those those are awesome. The customer being the source of truth was phenomenal. One of the takeaways I have is the webinar stuff. I’m going to not go too deep in that, but I want to give you guys a structure on how to build a webinar for the people that you’re trying to to pitch how to build like a winning webinar. Take these people in here and then kind of like move them into being clients.

[00:46:47] So cool. Well, one other thing that was a takeaway for me was just we kind of touched a little bit on relationships, but just seeing being in a room of two hundred other founders and people who are doing amazing things and creating things from basically scratch is that you find people who have a lot of crossover with what you do, not a lot of crossover, but a lot of potential partnership, venture type of things where when you do see the fit, it could be really beneficial for both sides of the equation. And getting in a room like this really gives you a lot of opportunity to connect with people like that where they have something amazing and it’s something that you don’t do directly. And it definitely helps both sides of the equation, I think is awesome. So that’s also a huge takeaway.

[00:47:38] Yeah. You know, this group, guys, this group there’s. Just based on the price tag to get into this group, there’s no way that you’re in this group unless you’re a high performer, so looking around with two hundred people and I would say. Probably 90 percent of these people are doing more than a million dollars a year. And I would probably say more than 50 percent are doing more than like four or five million dollars a year. There is a lot of things that they have in common. And when we go back to deconstructing success, like you look around the people in the room there, they were like all in shape. They were almost all of them fit. They’re all reading books. They’re all like, have this mindset of like self-improvement. There’s just so many things that they have in common. And that’s not just like some random coincidence that these, like two hundred people, all have these types of things in common. They’re open to help, and they’re very giving towards like helping other people and like sharing this stuff. So, you know, there’s this idea of kind of like. You’re not going to make these transitions if you don’t fit that mold, and I didn’t always either. There was like whoever you are and where you are now, you are exactly where you deserve to be. For the most part, I mean, there could be some like crazy exceptions, but you are. You are at the spot that is an average of your decisions.

[00:48:57] Right. So if you are doing really well and maybe something happened, like maybe the crash, the crash happened or whatever it was and you lost, you lost things, well, that’s part of you. That was a decision that positions you where you weren’t diversified. There’s people that survived the crash that or all these different. Whatever it is, you’re an average of your decisions and whoever you are is where you deserve to be. And the changes that you make in the self-improvement stuff that you do, the books you read, all these different things are going to change you to the person that you need to be to get to the next level. Right. So I am not getting to our first like seven figure year is not the same thing that’s going to get me to my eight figure, my first eight figure here, right? I’m not. I’m not the person that I need to be to get there, but we’re putting in the effort to try to to try to level up and have the potential to to have a year like that. And being around the people like this, this was this was phenomenal, like we were in that other group and there’s a lot of really high level people in there. But this I didn’t realize what we were getting. I kind of like assumed, but to get here and to kind of be like,

[00:50:05] It’s a different, it’s a different crowd, that’s for sure. So we’re talking about referencing traffic and funnels in Nashville. So there’s a lot of really, really smart people there, and people are doing amazing things there. But being in a place where there’s founders that are creating products and not just like coaching programs and things like this, it’s just a different categories, a different mindset, a different level of people in the room here.

[00:50:30] So it’s amazing. Yeah, I mean, some of these guys are, you know, we did our first level of funding and we raised $15 million and I took part of this money and then I created a new company in Dubai. And it’s like this this guy is younger, younger than me. You know, he’s thirty five years old and I’m just like, Holy cow, this person after person, you’re hearing these stories, and no one’s no one’s talking down to you. There was actually a couple of people that were in this group where I was like, I don’t ever want to talk to that person again, for the most part. Everyone was like, really

[00:51:03] Like people in every group.

[00:51:04] Yeah, yeah. That’s why they’re dropping me off the jack in the box after this. Exactly. Yeah. No, no logo. No logo on this one. I’m right there with you. Spencer Yeah. Spencer Yeah. And who else? Who else wanted

[00:51:21] Somebody else wanted these guys? You guys? Yeah, we’re kind of like doing an order to order two.

[00:51:25] And then just I’ll I’ll send you the check on Venmo.

[00:51:28] You you’re going to use all that. You’re going to

[00:51:30] Be grateful you waited till the last the next round. Spencer, now that we’re talking about Lululemon,

[00:51:35] The higher we had to get, we had to get some quick stuff out really level up. Maybe there could be Gucci, Gucci, Gucci jogger hoodie.

[00:51:44] Yeah. Yes, good.

[00:51:45] So one of the cool, like one of the cool ones is like we sponsored the Traffic and Conversion Summit in San Diego in September. And then one of the founders here who runs was called to safety like a YouTube

[00:52:00] Video ad vault.

[00:52:01] Yeah, really cool guy. But he actually recognized us from like, he’s like, Hey, did you guys sponsor this? Which is like for us? I mean, that was awesome because like, we had an amazing time at the conference, but to actually be getting like brand recognition from a complete stranger and the digital market, I mean, that was pretty awesome. That was kind of like a win for us for the first time. We really like run into somebody else that that that knows our brand now. Just it’s kind of a cool, cool first thing to happen. All right, guys. So we were going to keep this

[00:52:34] Short and we were talking about a ten to ten minute. Yeah, we

[00:52:37] Get excited about this stuff. I do.

[00:52:39] It’s good stuff. It’s phenomenal event. Yusuf on Facebook, says he’s down for the webinar stuff,

[00:52:45] So we’re going to make that into a trading. Yeah, we’ve learned a lot about like training. Like a lot of this stuff of how I’ve been training. You guys is like, I don’t have like decades of experience teaching people this stuff. I’ve kind of like done my best to put together an effective way. But some of the stuff we went through today for over the last couple of days has been a lot more effective model to kind of like teach people things. So I’m excited to distill some of the stuff and give you guys more effective training for the future and have it be kind of more structured and organized. We’re still like some of the free flow, but so that’s another big takeaway. There’s so much it’s hard to like. I’m still I’m still kind of like processing all the things that we’ve gone through. The relationships for me are the most exciting, the most exciting.

[00:53:34] It is exciting to be in a room with like, like kind of like light. Hundreds of companies like like Lead Snap, like a SAS company. It is exciting to be around more people with that kind of mindset, and I have one more lesson. What was the name of the hotel?

[00:53:52] The Hilton Hyatt Regency? Lake Buena Vista Hilton? There’s there’s like three Hilton Lake Buena Vista.

[00:53:59] Ok, that’s an important lesson. Do not order the nachos at the bar. Wherever this hotel is, we do not do it.

[00:54:06] Lake Hilton Buena Vista, Orlando. Do not order the nachos. Don’t order the nachos. Not worth it.

[00:54:14] Also, don’t park in Disney Springs because that’s what a nightmare that was. All right, guys. We are going to go enjoy our last night together here. I hope you guys got some value from this. We’ll get it a little bit more organized.

[00:54:26] And yeah. Spencer. Yeah, it was more like ballpark.

[00:54:32] Yeah.

[00:54:34] All right, guys. So we’re going to sign off here. I hope you guys got some value from this and one of the things like create these opportunities for yourself. I know that I would not be here without the friendships that I have made along the way. This is what happens to gain when you take them on vacation, right? It’s like I didn’t have a chance to walk in today, so I’m going to run them around the building a little bit and wear them out. And we got him his own room, though, so we don’t have to deal with this stuff at night. All right. You guys have a great week. I hope you guys got some value from this. What I was saying is like, find these opportunities wherever you guys are, whatever groups you’re in. I know that we’re going to be putting together some of our own live events so that we can bring, bring you guys and kind of like, get us all in the same room and bring in some talent from some of these, some of these people that that we’ve had the privilege of creating these relationships with through whether it be this group or some of our other groups or other other really high level performers that I had the privilege of creating friendships with. I want to give that to you guys, but until then, seek these opportunities out because it doesn’t have to cost what we paid to get into something like this or it’s local groups. You just have to be proactive about about finding these. And I mean, you can it can make a world of difference. I certainly know I would not be where I am without the friendships that help me along the way with this type of business and other other types of business model. So you guys have an awesome week, you guys create some wins. You got seven days before our next call. I’d love to see you guys crush it with with a ton of wins and everybody stay safe, stay healthy and we’ll talk to you guys soon. Take care of my friends. You’re welcome,

[00:56:19] Guys.

[00:56:21] Michael, help your family recover soon and you don’t get whatever sickness they have. All right, we’ll see you guys soon. Take care. You’re.

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Guest: John, & Using Lead Generation as a Fundamental Skill

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[00:00:00] The challenge remains

[00:00:03] That. What’s happening, everybody? What’s going on, Jeff?

[00:00:14] I was going.

[00:00:19] What’s up, everyone, Patrick? Give me one second, guys, we are at a new location today trying to get organized. All right. Neal, who do we got? We got, we got Neal. We got Brian Jones grim. Harry, my man. Harry, Kyle Spencer. How’s everybody doing? Great man. Patrick in there. Awesome. Awesome. All right. Who’s got some wins? Let’s hear some wins. Now, whoa, will take it back a notch, not everybody at once. I got one. What do you got? What do you got, Neal? It’s a pretty good collaboration with someone else in the group. We’ve had some Zoom meetings and stuff is really starting to take

[00:01:11] Hold on some things we’re going to do together. So I’m excited about that. He’s from across the pond, so there’s a big time difference,

[00:01:20] But it’s we’ve we’ve worked it out, so I’m excited about it. That’s cool. That’s super cool. Spencer can’t unmute. Let me see if I can request that you unmute from my end, Spencer. So I challenge Spencer, and I know that Spencer is one who likes to step up to the plate and go. After those challenges, I challenge him. He had his biggest month ever at 10K and then he had twenty five k a month. He was trying to match that and I said, Spencer, let’s let’s hit twenty six cat. Let’s see if we got there. Still, can’t I will go. He’s going to come back in. All right, so. That’s congrats, Neil, on setting up that that connection there. That’s awesome. Who else have some wins? Anybody else?

[00:02:10] I got one of my first jobs from the using the Craigslist method verified, I mean, that was I’ve had to go into suspension for some reason, so I finally got that it worked out, but it’s fun.

[00:02:21] Yeah, that’s that’s a whole like waterfall of. Well, yeah, that’s a whole waterfall

[00:02:34] Of

[00:02:35] Opportunities when when you can when you can find that stream of GMB to come in, you know, so congrats on that man. Really cool. So. All right. So I have a special guest here for us tonight. So I started this business about, you know, I entered this business model in twenty sixteen. And one of the first people that I connected with was my friend John. And you know, my wife and I, we don’t like the cold weather. So we pulled our RV out of storage this last week and we are on our way to Florida and we wanted we’re passing through Atlanta. So I came through my buddy John here. So we were kind of when I was trying to figure things out and we were I didn’t have the business in place. I didn’t understand how it works. And you know, John and I were kind of in the same page. We entered this business model at the same time. There’s a group of us. So we were struggling with a lot of the things that you guys are struggling with now, and we kind of figured these things out together. John built a pretty successful business, and he kind of had a background as a like. You’re doing sales for roofing. Yeah, John was doing like roofing sales, and he started building his Legion business so that he can get more sales. That was, I believe that was. You want to come over here, John. That was his original intention. So this is this is this is my buddy, John Miller, who we kind of cut our teeth together in this business. And we’ve both had a lot of success in this. But I want you guys to kind of hear it from a different angle a little bit, and John took it in a different direction. I think their original reason you were doing this well, it was kind of like a prospecting method to get more sales coming in so that you could get commission from selling the roofing jobs. Is that

[00:04:29] Correct? Yeah. So I was in the process of leaving the fire department and I wanted to make sure I had a steady source of leads for myself to be able to sell jobs. And we weren’t really getting anything guaranteed through the company that we were working for. And so I needed to figure out how to do something on my own. And, you know, I found that program that we talked about and we kind of started doing what we were doing together and growing it. And then, of course, that was around July of twenty fifteen and then around January of 2016. The owner of the company I was working for came to me and he was like, I don’t know what you’re doing, what are you doing something? And we want everybody else to have it too. And I said, OK, so we sat down and talked about it, and I kind of showed him what I was doing and. We had at the time we only had a small sales team, three or four guys and. He wanted me to basically take over the marketing side first and then start training the sales guys to sell like I did do all those things. And so I did that and kind of grew that company up. And then around 2017 or now is a summer of 16. When came out sat with you in Vegas and we you were kind of doing some of this stuff then and like kicking it off? Yeah, yeah.

[00:05:46] Actually, John was I had been building. So we met in two thousand, I think, 17, right for an event in Vegas. I think so. I didn’t go to the first. I didn’t go to the first one. Yeah. So we joined about the same time. We started kind of the business model at the same time and we connected in twenty seventeen at an event in Vegas. And that’s where we kind of started building that friendship. And I think it was in twenty eighteen or twenty nineteen. John was actually the first person I ever showed regenerated to and had been building it for about a year and a half. And I had only used it internally like my original plan was never to sell this. It was more of like, let me build a tool that’s going to give me an advantage because I, like myself was all over the place. I remember that we sat outside and one of those benches out in the like in the conference area there, and we just went through the software.

[00:06:46] I remember that. Yeah, I remember seeing that thing going, Holy cow. What? What did you feel? What is like? What is this? I’ve seen all these CRM systems that we had in the industry. And I was like, Do we need that? I need that right there and you’re like, I’m not doing you. I just got started.

[00:07:01] Yeah, yeah, it was. It was cool because it was great feedback. When you you guys look at this now and it looks like, well, a lot of you guys, I know that you guys love it and I appreciate that. But when you first release it, when we first like, show it to someone, you don’t have any feedback, it’s it’s a little scary. You put a lot of time, you put a lot of effort money into something. And that was really when I started. Like my wheels started spinning. I was like, Oh, like, why didn’t I think that I could have like other people using this right? It seems like so stupid to not make that realization. But like part of your reaction to it, I was like, Oh shit, maybe I’ve got I’ve got something here that’s like, it could be special, right? So so that was cool. That was super awesome feedback. And then obviously, you guys know where it’s gone from there. But so let’s get back to you kind of your story. So you came into this and your plan was to get more business for roofing and then you kind of realize that like, Hey, and I think you were having some issues with the company you were working with at the time, right?

[00:07:59] Yeah, it ended up going sour after I came in and took them from. So this is what’s crazy. I took this like the skill set that we built and came into a company just as a sales guy made it up to a sales and marketing director, implemented the systems that, like me and you and some of the other guys were working on. We implemented these systems and took them from $1.5 million in revenue to over $8 million in revenue in less than 12 months and literally blew them up with everything that we were doing. And then the owner comes to me in January, the following year, when it’s time for me to get paid, my commissions for everything I’ve done for the revenue side. And he owed me a whole bunch of money. We’re not going to get into the specifics here, but a whole bunch of money. Yeah, and he was like, Hey bro, I can’t pay you like, I’ll buy you in the truck and give you a hundred grand, but I can’t pay you. Yeah, it’s like,

[00:08:42] I’ll tell you one of the things that I think is is really important. I’ve got a training that I’m kind of like building, and it’s going to be about sourcing the best talent and kind of like filling up your talent pipeline. I’m doing a lot of work in other areas and there’s a lot of learning going on here, and it’s it seems so obvious to me from seeing big successful companies how important it is to have like. Amazing talent in there, and if you have somebody that helps grow your business like this, you need to do everything you can to secure them within your company for the future. Right. Because it’s it’s very it’s very costly to lose somebody like that that has is at least in large part responsible for a lot of this growth.

[00:09:25] What was crazy is so we basically started the conversation in January that he couldn’t pay me. And by February, I made the decision that it’s in my best interest to walk away from the situation, find a new clientele to work with on a new set of people to work with and or just like, do something different, right? Well, I walk away in February. That’s when we kind of terminated the whole thing and I took like a two week. I’d never taken time off before I was, you know, I grew up, it worked in construction and was a firefighter and then got run into this. I never taken time off, so I took just two weeks to myself, and that’s how I was able to start the agency to begin with working with them. And that’s what it was like, you know, learning to work with clients for the first time, like actual marketing clients. And it was very it was weird at first because, you know, you’ve got I don’t know what all you guys do and stuff like that, but you know, you can go in and you can do SEO for people and you do all these different stuff. But at the end of the day, you don’t control the asset if you don’t have a system to really keep them in your pipeline and they’re going to fall out. And so it was very frustrating. And that’s how I ended up starting a company that I own today, which I own a marketing agency. Still, I love it. And obviously, you’re some of your stuff’s in my agency. It’s being used all the time. And then I own the contracting company and your stuff being used in there all the time.

[00:10:48] So so the the marketing agency, I think you don’t like your main focus is on the contracting

[00:10:54] Now, right? Yeah.

[00:10:56] And you kind of got the the marketing thing more on autopilot now, right? So what were some of the things that were important for you to like? I’ve gone through the same thing where I could I would not have been able to build the software company, had the marketing agency not been like largely on autopilot. And I had my own systems and I know that you and I, we kind of went through a lot of back and forth trying to like figure things out through the years, right? But you did your things different than I did. And I’m just curious, what were some of the big decisions that helped you get things on autopilot? And like guys, he didn’t build like this isn’t like what a lot of our contractors that we work where it’s like one truck in one guy you were telling me on the on the way back from dinner today that you had three full time sales reps right for your contractor and then you’re hoping to get to nine. Like, I think we’re gonna get you get this is like how we talk to ourselves. Well, we were talking about a few weeks ago. That’s the attitude right there that I’ve noticed that a lot of people that are successful, they have. It’s just like it’s it’s just a foregone conclusion that we’re going to be successful with this stuff, right? So you’re going to get to nine by the end of twenty twenty two. How many people are in your contracting company now?

[00:12:11] Oh, smoke. So Cobra kind of banged us up a little bit for sure because we actually lost a couple of employees. I don’t mean like lost. Like they didn’t come back to work. We lost them. But we have my office staff is small. You know, I’ve always ran lean. That’s how I run my businesses. So I have an office manager, I have a general manager, I have two superintendents out in the field that manage our crews. And then we have. So our roofing crews are eight to 10 people and then a superintendent. So I mean, I’d say full staff, fifty five sixty people within the company, we

[00:12:49] Oh, it’s a big company. That’s that’s it. That’s a big company. And he’s so he’s got this. This company didn’t exist like two or three years ago

[00:12:56] On September twenty

[00:12:58] Eighteen to twenty nineteen. Company does not exist and now you’ve got 60 people right. And the kind of came from this combination of we’ve got the digital marketing skills, we have the sales skills from the roofing company. You have a lot of like contractor knowledge to kind of the marriage of these. Two things are in my mind what allows you to go from like zero unemployed or one employee by yourself in twenty nineteen to sixty people, right? Right. So let’s go back to it. So what were some of the things that were key for you to? Automate the marketing agency so that you’d be able to grow this thing on the side. Like what were some of the big steps?

[00:13:36] You know, I ask you when we were having dinner real quick before we did this thing, I was like, What are we going to talk about? You’re like, We’ll do it off the cuff and just like, shoot it right? One hundred percent, what helped me get my business in order? You like you, your systems, and you remember the little Google Drive thing you sit to that one day with like how to train VAS and how to get them all? Yeah, yeah, that

[00:13:57] That’s a training I should put into this next

[00:13:59] Rational basis. Like that was everything for me.

[00:14:01] Yeah. So so what he’s talking about, guys, is I basically went through and everything I was doing. I’ve made videos of it and then I put it in your Google drive and I separated it by role. You got to kind of start with like an organizational chart where you say, like, Hey, maybe when you start off, you’re going to have like the salesperson, you’re going to have the website build or you’re going to have the back linker you’re going to have like someone who’s getting your jobs and like whatever other roles there are. And it’s OK to put your name on all these spots. But let’s get organized and then what you want to do is you want to assign the roles and the responsibilities to each role. And again, this could be all to you. But what you’re setting up the framework to replace that. And then what I did is I built training on each one of those roles. So that’s and I put it all in Google Drive. And then when someone signs up or like someone comes on to our team, I don’t have to go through and take them through everything again. So we’ve kind of like expanded that. And now we have it on a WordPress site and we have all of our training. So we kind of have this like onboarding process and it’s not perfect, but something that things have changed so much in the last, like five years. But I think the idea of the system and learning that to like systematize the string, did this come into play when you were building the roofing company? Did you kind of apply some of that to or do you? Well, I’ll start coming

[00:15:19] From the beginning. So like that started my understanding. We’re having a bunch of phone calls. You go in Patrick, I know, but I need to do a know how to do this part and I know how to do this part of it. But you really were logistically like like you talked about, you broke down the roles, the responsibilities, and you made it very crystal clear how I needed to do it. And I think if you really remember back, there was about a three to four month period that I think I called you like every day, and I was so frustrated because it was like, you know, Upwork and all these freakin VA sites that I was trying and we were just getting garbage and you were like, quit paying four dollars an hour to like pay seven pay ten, pay twelve. As soon as I did that, you said it in your conversation a minute ago. As soon as I went higher level talent, it changed my agency. I went from five hundred dollars a month client to $5000 a month client. I paid more money and then all of a sudden had fifteen thousand clients and it was like shit. Like, this dude was on to something he was trying to tell me, like, listen. And so that is what automated my my, my marketing agency. And here’s the deal. Like, I got to a point in my agency where I think I had like four or five in-house employees and then we had like a really good virtual team, right? And it’s very happy with things, though, and I was still doing feedback with you all the time.

[00:16:37] You were kind of walking me through like the next step, right? Like, I knew how to run a business. I knew how to make a lot of money, but I didn’t know how to let go. And like, you were like, dude, like, I travel around the world and do all this like, Come on, man, let go. And for me, it was that let go at first. But then once I did it, I was like, shoot. And so I was just about to take a chill pill and like, relax. And I don’t want to say retire, but almost just enjoy my life because I’m not somebody that needs to make a million or $5 million a year like I’m comfortable with. Three hundred grand in my life, right? I don’t know anything crazy. So I was ready to, like, take a chill pill and then our largest client in the agency. They came to me and they were in our hometown. I had built them for a. I don’t like saying that where I didn’t build them. They put in a lot of work, but I had taken them from a two to three million dollar company and they were kind of stagnated for three or four years at nothing, and I blew them in one year to 12 million. And then the second year, we were pushing 16 million and they had all these systems implemented and then they cut me out.

[00:17:34] See, that’s that’s that’s kind of right there the difference between like the CEO model and the Ouija model. I think what happened to as part of the story, which I think is like, super cool, is like you are working for this company. And then like, they didn’t pay you what was owed to you despite like this growth and then now you’re competing against them, right? Yeah, you kind of like,

[00:17:55] Hey, you’re literally five minutes down the street from my office. Yeah. And like when the owner like when it first happened, he came to him and he kind of got a little threatening and, you know, all this stuff and I was like, Do? The thing is, is we’re so good at what we do, we can dominate a space. You can’t beat us in the marketing game, right, so quickly it affected their business within 30 days. It affected their business. This is why he comes to you, upset and like, threatens

[00:18:21] You, right? Yeah, so. Unfortunately, unfortunately, in some way, it’s like whoever is like, if you do the best work and you are like the best company, you’re taking care of your customers, it doesn’t matter as far as who’s going to rank to some extent, right? The reviews and stuff like that are going to kind of like tilt the scale. But you had this skill set and this is why it’s so valuable right now. I’m sitting in this house and we’re in this beautiful house and this beautiful neighborhood, and this would not have been possible without kind of the the marriage of these two different skill sets, right? It was like this whole thing has come from both of those, right?

[00:18:59] And one of my lead first and my operations manager for the marketing agency works inside of my office of my contract company. So I have a area inside of my office for them to be so that I can touch them several times a day just to make sure that everything’s OK. Because that, like with you, you were like, You’ve got to let go. And I was like, OK, I’m gonna do my version and let go if they want to touch it two times a day and I want to make sure it smells right and make sure everything’s working. But I got a person that runs it now. Yeah, she runs it from the top

[00:19:27] Down, right? Yeah. This idea of letting go is,

[00:19:30] Is

[00:19:31] It’s hard. It was tough for me too. And I’ll tell you, like kind of looking back on things like when it was me really like putting all my attention into the business. We have problems in in in our business now, and Jeff and I and the rest of my team are trying to work through these and get to the other side of this. Because what happens is as you grow, things break and as a part of the ability to grow is to be able to let go and let other people take care of things with you so that you can leverage their time, their efforts, their skill sets, right? But when that happens, like things are going to start to break and that’s kind of where we are, we’re in this spot where we have to re structure some of our stuff. We have to redesign things. We have cars that are going down the assembly line and maybe sometimes they don’t have a steering wheel. But we’ve grown so fast and we have all these different moving pieces. Now we have two businesses, it’s like, it’s a lot. So you have to sometimes take a break and then like, you know, regroup a little bit and then prepare to grow again, right? So it’s all a learning process, despite what it might look like where we’re traveling and doing these things. There’s a lot of work that’s happening, like if I stop growing, this business could remain on autopilot. And for me, that’s not really what I want. And it’s not so much about the like, Hey, I need. I need more money in my bank account because essentially I could fire a lot of my staff and we wouldn’t. We just wouldn’t.

[00:21:07] Jeff, can we lose them?

[00:21:09] I think we may have a technical difficulty here. Yeah, he completely froze, you completely froze. Patrick, are you really? Am I still frozen? No, just the last 15 seconds or so.

[00:21:25] Oh, was the audio still working? No. Oh, OK, well. No more secrets of the universe that you guys missed out on. Yeah, exactly.

[00:21:34] Go back a couple of sentences and you’re good.

[00:21:37] Yeah, so basically what I was saying is that, you know, we have broken the business because we have been growing and as you grow the growth, I’ve said this much times growth doesn’t look like this. It shouldn’t look like this like like that. It kind of looks like this. You’re going to. Things are going to break. You’re going to hit a threshold and then you’re going to go up again and again. And that’s how it is on each step as you’ve got to retool the business a little bit. And this is this is for me, it’s like a game, right? And I enjoy this. There’s so much learning that comes with each one of these stagnant spots, like there’s a bunch of more complex problems to solve. And when you do this, you’re not. It’s not that you’re learning like legion skills or you’re learning the business skills, which are way more important than the actual business that you’re applying these to, right? Because this is how you’re able to grow a roofing company or you guys do more of the roofing, you do all sorts of different contracting out.

[00:22:36] We do mainly exterior. So we do some interior for certain people. But man, we’re next to your contractor with your roofing siding gutters, windows, doors, stuff like that.

[00:22:46] Do you feel like running this, this contracting business? So like you kind of like, I have no experience with contract, like being a contractor or like being involved in that type of business. Do you feel like you’ve kind of got an advantage when you go to try to do the marketing because you understand the the mindset of these? I mean, I feel like it would be so valuable in sales to be able to view things.

[00:23:09] Man, I’m going to tell you, I think that, you know, and I haven’t just worked on this side. I’ve worked on interior remodels I’ve worked on. I do not have laid concrete. I mean, I’ve worked in the blue collar side of it. Like, I’m not just a white color guy, I’m a definitely a blue collar boy. Like, I’m, you know, that’s I understand these trades, understand these guys problems. I promise you the contractors that are on our books right now, they know I understand their problems. They come like we have guys here in the state of Georgia that do business with us. And like, I had a guy drive down to my office. He drove down January 4th to meet with me to bring me $5000 cash to get his marketing started. Let me tell you something funny, this man joined Hi boot. I don’t know how many names I can say on this thing. You could say whatever. Okay, so I don’t like join who he left our agency like a year ago and went and joined. But the men had to pay twelve thirteen, twelve or thirteen thousand dollars to cancel his contract with him and walked into our office with $5000. He’s like, I need to get back home for because y’all understand me and your answer. My call is going to solve my heat pump septic tank. How about I don’t know nothing about pump and septic tank? Right, right. We do. And that’s the thing is our agency, we understand it different and we understand how to solve the problems. And we’re not a one trick pony. We don’t look at SCA. We don’t look at just legion. We’re constantly do I make your phone ring all the time? That’s right, right? And that’s what the boys will tell you. And that’s all that matters too, right?

[00:24:29] So when you were like, I found that one, when I’m working with a contractor, it seems that we get somewhere around like seven percent of like whatever the business we’re sending. It’s just seems like kind of a rough number for what we’re going to get. Now, when you take the other side of it, obviously you’ve got a lot more costs, right?

[00:24:48] You get seven percent.

[00:24:49] So let’s say I sell like seven percent of the the revenue that’s generated by our leads is what we’ll get somewhere around there for a referral between five and 10 percent.

[00:25:00] Right. Let me tell you something, y’all doing good because most people, they pay their sales, guys are running around in their car, driving around eight to 12 percent my industry. So if you are getting seven, how you’re getting the sales reps, commissions, you get to work on your laptop. We do. We do. But when you’re running the business right

[00:25:14] Now, I know that you’re going to have a lot more costs, right? So what if and maybe you don’t wanna share this? But like, can you kind of give us an idea of what your profit margin is or profit percentage is from, like the your business that you’re running here for the contracting business. So let’s say you sell like one hundred thousand job. How much of that is going towards, like all the parts and labor and like whatever licenses and expenses versus how much you actually get to stick in your pocket?

[00:25:39] Oh yeah, you really are getting some download information. So most construction companies operate, believe it or not, it between 30 and 40 percent. So to answer your question, if a $100000 job, you’re going to have probably sixty thousand in job costs. So labor materials permits, dumpsters, et cetera, et cetera. And the other 40000 is going to be 40000. But that’s right. So you have massive overhead. And that’s what I that’s when you talk about seven percent. It’s like we’re moving into a brand new facility March 1st, 6400 square feet. Right. So three thousand square foot warehouse, four thousand square foot office, there are utility bills. Thirteen hundred dollars a month, right? You don’t talk about the rent, you know what I mean? Fifteen to twenty thousand dollars a month. Rent on a building. And then you’ve got these trucks, you’ve got all this equipment, stuff like that. So that $40000, you’ve got to at least equate 10 to 15 percent of that money. Of that, $100000 revenue is going into overhead to run that job. Right? Right. Because at the end of the day, you’ve got to run the. To get around the boys you got.

[00:26:38] So those are like. So just from an accounting perspective, guys, these are overhead costs. So there’s like fixed cost, variable cost, right? So variable cost are things that you’re going to be that are going to increase as as you do work. Right. So like, for instance, variable costs would be the cost of roofing like the actual like if he’s putting shingles on a roof. Those are variable costs. Those are going to be or the labor it’s going to be dependent on on the job. Right. Fixed cost might be like the cost of the building. It’s going to be the same. But really, what you should be doing is that building should be kind of like attributing to all the work that is done. So there’s like a piece of it, right?

[00:27:13] So and that’s what we’re moving into the new buildings because our current building, we actually had a lease on this building through twenty twenty three, but we have a really cool landlord. He’s awesome. I basically went to him, told him, Look, we are rolling this building. We need more space. The the place we’re moving to, we have a thousand square foot warehouse space now. Now we’re about to get three thousand square feet of warehouse space. We need to have a store of materials because I’m sure everybody else knows this is going on right now. There’s massive material shortage across the nation and it’s getting worse. And so we care about our community and we care about our customers. We’re already ordering stuff for the spring in the summer, when everybody else is going to be busy and can’t get material, we’re going to have it. And so we’re shelling out Money Capital right now, right? New material.

[00:27:52] And you’re kind of making an investment knowing that, hey, these materials might not be available or it’s likely that it’s going to be more expensive, like way more. Yeah, smart. But now you’ve kind of like after running these businesses, you’re like, I know from dealing with some of our contractors, it’s like, we’ll send them a ton of business and somehow like, we’ll hear them like closing jobs and stuff like that. And then when it when it comes time to pay, there’s some of these guys that are like, Where’s the money? Like, Hey, I need to pay like ten days late because of like X, Y and Z, right? You just you see that a lot, but you guys are kind of like on the other side of the coin where you have stockpiled or you’re stockpiling stuff and you’re kind of planning for the future. So it’s like, I think it’s a deadly combo to be able to have this. We talked about this in the past, guys. There’s still the skill stacking, right? So for me, when I learned, I learned about software first and then I learned the marketing stuff, and then we combine them to create this. And he’s kind of done the same thing where he like, learn the roofing side of things first. And then he learned the marketing. And now, I mean, I imagine you know what you’re doing running a roofing company with 60 people, there’s a lot more moving parts than like a marketing agency where you have to like think about supplies and the timing of those and like all the insurance and all sorts of stuff that we don’t really have

[00:29:13] To like, it was fun and the right people

[00:29:16] Finding the right people, how are you sourcing your people? So you’ve got a lot of great people within your company? What are what like, what kind of pipelines? And I don’t want it to be like, Hey, for roofers, I’m going to like, Do this? Like, how are you locating like from a higher level like that? We could maybe extrapolate and apply to our business. How are you locating really good talent in your business?

[00:29:38] Number one, it starts with asking the right questions. And what I mean by that is you need to figure out what you need like. You need to figure out where my strengths and where are my weaknesses and figure out what you need. And once you figure out what you need, it’s really easy to go find the right people right. Like you might have to interview three five. But if you interview three or four or five people and you knew exactly what you needed and you were up front about it, like, I don’t even let people come into my office and interview with me until I get a phone interview. So I call them up and I got a series of questions that we ask them and we talk to them and before they ever. Same thing with sales reps like it don’t matter. However, you coming into our company, we’re gonna phone interview first, then the right candidates. We’re going to bring in and sit down in a room because then we want to see you. They want to see how you carry yourself and see how you walk around and do things. And then by the time we get to the end of that interview, we’re going to know if we want you. And after that, it’s we’re going to go about our own. So we’re going, we’re going to sell you on working for us after that. We’re going home, right?

[00:30:35] That’s I think that’s a big part is like if your guys are trying to capture really good candidates, then just like just like when you’re on the other side of the coin, when you’re trying to sell a contractor on Legion, I think it’s important that you’re not desperate, right? So if you’re trying to capture a candidate, like if they’re really good at what they do, they’re probably going to have other options. And it’s almost like on some level, if you if you kind of like feel the fact that, hey, I’m going to have to like, sell this person, it’s it’s like, that’s a positive thing because it’s like, Hey, like, this guy’s got other options. He’s going to go somewhere else. Like for the people that are like desperately looking for a job. There’s probably a reason why they can’t get a job, especially if they’re not like 18 or 20, right? If they’ve been in the workforce for 10 or 12 years and they don’t have a skill set like most people that are really good at what they do, they’re like leaving their current job to go to another job. That’s a better opportunity, and they’re kind of like continuing. See, moving up there, there’s some people that you guys think about the red flag that it is, and if you start hiring overseas, like maybe this doesn’t hold to be as true. But if these people haven’t had a job in six months or a year, then like why? Maybe, maybe they were like, you know, pregnant and they had a kid. And that’s a good reason. But if it’s like, Hey, I’ve been looking for work and like, if like if you can’t get a job in a year in this economy where people are. Everyone needs like people to work. There’s a serious problem, right?

[00:32:12] I don’t know if it’s the same way across the country, but I’ll say here, it’s hard right now. It’s hard to find people. Yeah, we interviewed. So I mean, obviously, we’re growing all the time. We’re always growing just for as an example, we were looking for another cruelty in December and high. We’ve had the ad running for 35 40 days. I think we had 13 applicants. We literally brought every one of them in to give them an opportunity because we knew we needed a crew lead and we ultimately end up not hiring clearly because out of those 13 afterwards, there was not a qualified advocate.

[00:32:45] Yeah, that’s an important decision

[00:32:47] To not make too right.

[00:32:49] It’s it’s pretty like you guys. We were going through this and I’m kind of moving in the direction of my agency now where I really want our pipeline to be like fifty seventy five people for one position, right? I want to go through a lot of people I want to have. I want to get to the end and have like three or four people and be like, Man, I wish I could hire all these people, but I’m going to choose this person because it’s the best. So as as I’ve said this on a lot of other calls in the past, it’s like when you start a business, your your job is not is no longer just to like. If you start a business or a marketing business or a roofing company, you’re no longer a roofer, you’re a problem solver. That’s what the entrepreneur does, right? So if you’re not getting enough people in your pipeline, that’s not the end of it. Like, Go, go, solve that problem, right? There’s all kinds of like we’ve mentioned a lot on our calls online jobs about pH and Upwork. So I have a similar process to you where like, I’m getting people before they get to me, like right now, I’m looking for an executive assistant. So. I want I have one of my managers go through and she will like, interview them and go through and see how they qualify, and we actually have a scorecard. We have a hiring scorecard that we use where it’s like, Hey, these are the desired results, these are the skills. And then we kind of go through and rate these people.

[00:34:07] So you need a lot of people that you should never be settling. Because if you’re starting to see flags when you barely know this person, that’s going to be a huge problem later on. Like they’re not going to like miraculously recover when there, recover when they’re showing you like, Hey, this is my best. This is the best that I am in an interview because I’m doing my best to try to earn this job right? So if there’s flags, then like there’s all kinds of other stuff that you can’t see that’s hiding under the water. One of the things that we’re doing now is we’re I require a video like now our people are going to be doing like tech work, which like. Hiring someone who’s going to be like installing countertops, like asking them to do a video is like, that’s yeah, it’s probably not in their wheelhouse. But if they’re going to be working for a tech company, there should be no reason why they can’t get a video together and upload it. And that weeds out a lot of people for two reasons like one, like people just are not motivated enough. If they’re not motivated enough to be able to put together a video, then like, how are they going to be a rock star? Am I a company, right? Like. So the second thing that that you want to do is I want to have them do a test project. So this is going to be like a throwaway thing for us where it’s like I’m going to assign the same test project to everyone that comes in. And I want it to be about 10 hours long and I’m going to simulate the work that is going to be done in their role with this test project.

[00:35:26] And then I can kind of compare and see. And if there’s somebody else that exists in that role, maybe that’s in my company. Maybe I can have them do the test project to kind of set a benchmark where I know this person’s really good at it. Let’s see how they do. Now let’s compare it right. So so you could like theoretically, these people go through if we were able to like, get your pipeline full enough. And I know that like roofing and contracting, it’s like super hard to find people like trying to find people to show up, right? Right. But with what we do, we have the ability to hire people from all over the world, right? So like if you can find enough sources. So I just did a search the other day because I’m looking for this executive assistant and I want like fifty one hundred people in this pipeline, right? So I did a search for like best virtual assistant websites around the world best in the Philippines. I like the Philippines because I do too. Yeah, I mean. They work hard. They seem like good people. Their accent is like, you compare the accents from other countries. It’s really good once you’ve worked with some of the Filipino people and you like, if you try to call like your internet service provider because you’re having such an issue, you start to recognize that that Filipino accent, they’re everywhere in American companies, right?

[00:36:32] I love their schedule. Exactly 12 hours off. Right. It’s a really easy to get your normal workday like for me as I’m wrapping up my contract today. If I do need to jump down the rabbit hole to do anything is if I do it at seven p.m. eight p.m. before I go to bed. They’re up there working. Yeah, so it’s easy and it’s like, Hey, I need you to do it. Like, take care of it.

[00:36:51] It’s easy, right? Right. And I would say, guys, you can find you can find these people for two dollars an hour, three dollars an hour. But like John was saying, that’s probably not what you want. Like, what does it say about that? Are there? Are there people that are like? Brilliant people that are willing to work for that, probably, but yeah, they’re probably out there, but the other ones that are like, Hey, I’m not going below like whatever in the Philippines, if if they want, like six dollars an hour, that’s that’s like they’re a decent percentage above the minimum for people that are willing to work there. There’s a reason for that. I made the same mistake when I was hiring some developers. I thought like, Well, hey, I’ll get these guys. And then I started hiring a lot more expensive ones and better ones like the result and the result. Yeah, it actually like it actually costs you less. It’s counterintuitive because you don’t want to, like, tell them to do something and then they do it wrong. And then like, it’s just that back and forth you end up paying them for like four times the amount of work. So maybe it’s better to just pay them twice and have somebody that can figure things out, right?

[00:37:54] Right. So don’t waste your time. That was the biggest thing wasting time on. That’s why we couldn’t scale when we first started. We inside the agency because we were constantly trying to teach me or I was in my agency trying to teach VA to teach Vas. And it’s like, Why are you not getting this? I thought you five times, 10 times, like, whatever. It’s because I’ve hired the wrong people.

[00:38:13] Yeah, yeah. There’s I mean, you’ve got it. You’ve got to source great talent, right? And you have to use your problem solving skills to apply. All right. Let’s change gears a little bit. So. You understand where a lot of these people are on this call, because you and I were there in twenty seventeen twenty eighteen. I’d love to hear some of your biggest learning experiences over the years that like looking back, what would you tell yourself from where we were, where we were having those like phone calls like four or five times a week, just like trying to figure out how stuff works? Yeah. Like what are the biggest learning lessons? Like, we’ve talked about some of them already, right? What are the biggest learning lessons that you would go back and? Tell yourself from two or three years ago.

[00:39:00] Let’s see. No one, I mean, obviously, however, the relationship I have with you and having the relationship we had with Justin and some of the other people that Chris Patterson, Chris,

[00:39:12] There was a there was a lot of people who we all started at the same time, right? It was like a crop of people that we went and we all

[00:39:19] Held each other like, we kind of did that funny thing there for me. We were like accountability group. And like, we were just like, if you’re not on the call, you’re not serious about, you know, you need know.

[00:39:27] So these guys are all in accountability groups now, and I’ve told them like each

[00:39:31] Other and I’m saying this guy’s like straight up. At first it was a joke. It wasn’t. We didn’t take it seriously. We were cutting up about it and it was just like, Oh, you’re not going to call today, like. And then one day Patrick was like, Why weren’t you on a call? What do you mean, fortune like it became real, and that’s what I mean by like the process, the system and then like we started doing it. So I think number one, you’ve got to surround yourself with good people like it doesn’t matter what background they come. Here’s the thing. You see, people say stuff like this. It doesn’t matter if you know somebody for 10 years or 10 minutes, it’s all about the people that you bring into your life. That means something like me and you. First night I met you, we sat down on a table and had a conversation for five hours, four or five hours, whatever it was. I just sat there and chatted. We talked about like things we had in common hobbies, things like that. And then you show me this thing and I’m like, OK, what’s up? Like, we met each other. But outside of the business, like, we became friends. Justin and I became friends. Chris and I became friends. And Chris lives in Hawaii. Justin lives in Louisiana. You live all over the freakin world and I’m down here in Georgia, right? And but we purposely make it a point several times a year to go see and visit with each other. We talked about our other friends, you know, just in the night at dinner and like, Man, I miss that guy. Like when you sit right, you surround yourself with good people and good people, motivate you to be good and motivate you to do good. So. Number one tip I say is surround yourself with good people. That’s the first thing as far as what was what was a foundation of the question again.

[00:41:00] Some of the lessons that you’ve learned that you would go back and tell John Mueller of twenty eighteen twenty seventeen where when we were kind of coming up trying to figure these things out.

[00:41:12] I think number one, you’ve got to surround yourself with good people. Number two, like I don’t know how it’s the word this other than like trust the process, like when we kept going through stuff like I was doing my thing and you were doing your thing and Chris was doing this thing and everybody was doing their thing. And like, we were funding what was working right. Like, I would find things that worked and you found things at work. And Justin and Chris and everybody,

[00:41:31] Yeah, there was that like. So it’s kind of weird because as you go through this and when the friendship is new and you learn something cool, you’re like hesitant to kind of share it with other people. And then at some point we got over that hump and all of us started. We were all kind of like, really serious about the business, and we were exploring all these different ideas. And just like, we’re all doing it differently, we’re talking to different people or making different connections. And we were all kind of bringing value from all these different directions back to the group, and it kind of like accelerated the ability to level up, right? Yeah, yeah. Big time.

[00:42:07] And that’s what like we talked about you and like Chris and Justin, like we talked about a couple of years later, like how we almost cut off three or four or five years of learning because we all did it together, right? Like we all ripped like rip through it together. Like, I always felt like you kind of led the pack. But like, we all contributed to a certain degree of what we were doing. Like, I’m a business guy, I’m a construction guy, I’m a blue collar boy. But you had this game like you knew it and me and you like, we were doing our thing. And Justin was just as a blue collar boy, too, right? And like Madison, like, he’s a freaking rock star now doing this. We all kind of had our lanes and we all kind of help. Like, I hope you understand the contracting space. Yeah.

[00:42:44] I mean, you can’t play with a lot like you might view it as like, maybe I helped you that that’s not how I view it. I kind of view it as like, man, like when I was going through it, I was like, God, these guys are like. I kind of felt the opposite, I kind of felt like I was learning so much from you guys and I’m like,

[00:43:00] Well, we were so dumb when it came to this, though. I’m like, We still are. If it wasn’t for the thing, like the I don’t know what you. What is this like? What do you teach in here? Is just the lead generated group.

[00:43:08] This is the lead generated and the lead snap of the original, the CRM. But but a lot of it is just like coaching, for coaching, for the like, just the business model.

[00:43:19] That’s what I’m talking about. How like you kind of led the pack like you were so much smarter than us when it came to software and technology and understanding the internet. And I remember when I was like trying to learn WordPress, and you’re like, You got to do just get somebody to do this for you. Yeah, because it was just so much like, I’m not that guy. But yet you could pull that little do that out right there and just put it together, right? I couldn’t do that. That was a week ago, right?

[00:43:39] Yeah, yeah. But like, I think the key about is like, and I’ve said this, so I don’t build our stuff. Just because you can do something doesn’t mean you should do something right, right? Like I could, you know, I could mow my grass every week if I had a house in a yard that I could. But I’m not going to like unless there’s some other positive thing like as far as like my time versus like what it would, what I would pay someone that’s like, that’s not a good hour. Now, if I’m relaxing from it or I find like some other benefit being outside like that kind of, then OK, that makes sense. But like, it doesn’t make sense for us to build WordPress sites or that would be one of actually one of the first things I would hire for. It’s like, have what? They’re so relatively cheap based on the rest of the stuff we could do.

[00:44:25] What I’m trying to say when I say that Patrick led the like when you did that. So you got guys like me and Justin, right? Like, we’re blue collar boys that came from busting our backs and we’ve spent money with white people. We spent money with high boot. We spent money with all these people that took our money and didn’t do anything for us, right? And then we got pissed off and we were like, No, we’re gonna figure how to do this. And so we came in and we thought we were going to figure out how to do it. But then we really didn’t know what we were doing. That stuff was just too complicated. And then we meet you, and all of a sudden, like, we built this bond and we built this friendship. And so we’re showing you the back end of our businesses and how we do things and how we make hundreds of thousands and millions of dollars. And you’re showing us how to do all this fancy stuff and we’re like, All right, cool. And so we’re like, I built an agency, so did Royce. Like we built an agency and it’s still in existence today. Like it makes us money. We have a team of people that are way smarter than we are. Like, there’s you’re kind of smart that do that.

[00:45:20] But yet we know how to relate to the client, right? And I think that’s where

[00:45:23] The thing is, if you if you don’t understand how to relate, you can’t do business with those people because they’re never going to respect you, right?

[00:45:29] I think some of this is like, you know, like. When you hang around people that have these different skill sets, we can look back on it and say, like, Hey, I learned this piece in this piece, but it all kind of melds together. You start like the conversations and just like even the vocabulary, the mindset just kind of like starts to become. It’s just like another tool in your tool belt where where like you’re learning stuff that you don’t even realize that you’re learning because you’re surrounded by the people like you normalize things that before seem like, oh man, like ten thousand a month. Like, That’s whoa, you know, like that becomes normal in like, you know, this is what I was trying to say last week with with Spencer, where he’s kind of gone from 10 to twenty five and like 10 was like mine. It was like life changing for him. But then when you do twenty five and you look back at 10, it’s like like that would be a bad month for him now. I would think, right, right. So like a lot of that happens when you surround yourself with somebody who successful people and I encourage you guys, there’s a lot of them in this group, but there’s a lot of them that are in other walks of life and they’re in your community and just making an effort like a conscious effort to go out and seek these people.

[00:46:41] So we’re getting ready to move, and I’m not exactly sure where we’re moving. We’ve been traveling for a while, but I can guarantee you wherever we land, I’m going to. I’m one of my first order of business. I’m going to build like a community friendship. One of the trainings I want to do pretty soon is like a a founder’s dinner, and it’s going to be kind of a training around how we can, like, set up like a monthly local thing that we can just bring all sorts of different business owners, people that are serious. How do we build relationships with those people? So I’m kind of working through that right now, but I hope to have that released pretty soon. But it’s an important skill to be able to build this friendship. I know that, Jeff, you went to you moved from Orange County to outside of Austin and talk about some of the stuff that you’ve done to kind of like you’ve inserted yourself into this like really high level group in pretty short order. You’ve got some great relationships with some of these people, right?

[00:47:37] Yeah, that’s true. I mean, I tend to have network a lot in the past, so I have a little bit of insight into how to do that. And I know that people have gone into local business organizations like BMI and other Chamber of Commerce type groups and gotten a lot of success, even if it’s just a launch pad into a new sort of group of clientele or to cut your cut your teeth on some some of these deals. But there is a group in in Austin called the Internet Marketing Party that’s been around for like 15 years and has been very well attended. So I had wanted to go for multiple months, like six months, and I was always out of town doing other stuff with Patrick and whatever. So a couple of months ago, I show up and the guy who runs it, a super cool guy, and he got on stage. They have pretty high level speakers every week or every month. Sorry. And so he got on stage and he’s like, just off the cuff. He’s like, Hey, I’m going to start a mastermind, and I’m just kind of open it up to five people. I don’t really know how to run this thing, but it’s going to be x dollars to join it. Who wants to join? And I was just like me, you know, and I raised my hand and joined the next thing I know I’m at a getting invited to like dinners and then every month before the event, they have like a roundtable. And the one that was for that night that I joined they they posted something on Facebook like a a video of like the think tank kind of thing that they call it. And there were some really high level people in that room, like really high.

[00:49:14] What does that mean, high level, like, like Marissa Murgatroyd?

[00:49:18] If you know who she is, she does a thing called live your message with, you know, she coaches coaches, but she’s she’s doing very well, like probably 10 figures a year. The people who did marketing for on it that just sold out in Austin, Texas, company the guy who actually helped him build that from the marketing standpoint that just sold for, I think, you know, over a hundred million, maybe even multiple hundred millions of dollars there. Those were just two of the people in that room, and there were many others at the dinner that I got to go to before I came out of town. Still in Florida, before I came out of town was the guy John Mauro, who started smart blogger. And he’s just this amazing guy. He’s in a wheelchair, he can only move his face. And he told a whole story about how he kind of got into blogging. And now he owns this multimillion dollar copywriting sort of coaching program, and he’s kind of known as one of the top copywriting guys and all the companies come to him for the top copywriters that are certified through his programs. Just just a ton of people like that that are just living really good digital nomad lifestyle. Miles and out to win it and just doing all types of different kind of different versions of this model, like like John is kind of made it his own. Patrick has made it his own. I’ve made it my own. I’ve seen so many people just build amazing lives for themselves through the core of like digital marketing legion. And it’s just amazing to see how everybody is just, you know, prospering in this space and the way I see it. I see so much opportunity. Like I’ve heard, people say, Oh, it’s saturated, like, don’t tell.

[00:51:06] It’s like I see a million opportunities a day, right, Patrick? It’s like, we have to really.

[00:51:11] Yeah, it’s is what we do. It’s almost like we were having this conversation that we got. You know, it’s saturated. It’s filled up. Yeah.

[00:51:18] Some of the stuff from people. And you know, I so I had a major realization over the last week or so for myself personally, where I always see the best in people. It’s just like what it is, whenever there’s somebody, I see the best. So when somebody is negative, it’s not the first thing that I notice, but that like negativity kind of has a weight on my shoulders and some of the relationships that I have in my life. There’s people that are, like, really negative. And it’s just like over the last week, it’s become obvious. It’s just like, I need to get away from these people after a little while, which I thought, maybe I’m like, I’m too like close to these people for spending too much time with them. And maybe that’s what it is, but it’s not what it is because I could spend a week with you and not feel that way. It’s that positive energy. So, Jeff, let me ask you something. So these people are all like you’re mentioning like someone selling your company for one hundred million dollars and another person, I think you said it’s doing like 10 figures. I know the answer to this, but I want to phrase it this way because I think people will have this inner doubt is like, why would they let you in? Why? Like, who are you? That like, they’re going to let Jeff in there where like, you don’t have this like multimillion dollar thing, why would they let you in?

[00:52:32] Wow, I’m not sure I can give you the answer that you’re looking for, but, you know, I think that people at that level understand that they have to be open to new connections and relationships and that there’s all they’re always going to keep themselves open to be on the cutting edge of whatever’s happening. And it gives like that whole internet marketing party is set up for that exact reason. I’m not going to be back in Austin before the next party, which is, I think it’s on the 8th or the 10th or something like that. But this guy, Alaric Heck, who Patrick knows personally through the Nashville people. This guy lives in Austin. If you google his name, like, forget about it, like he’s going to be on every platform in front of your face for the next.

[00:53:18] This guy we’re going to, you’re going to get mail in your mailbox somehow. You’re never going to see

[00:53:22] The end of this guy. It’s like if you

[00:53:24] Google his name,

[00:53:25] He’s the incognito and from a VPN or like someone going to be knocking. It’s unbelievable. He was actually telling me that they could figure out, if you like, trigger his stuff, they could figure out your IP address and then they will actually run ads like so if you’re like on like a an Amazon Fire Stick or one of these other these other programs, they can actually drop an ad just to you. So it makes it appear like ALEC will make it appear that he’s like running like TV ads, but he’s not. He’s only running TV ads at your IP address, which is like, unbelievable. You go to his page, they can actually send you a postcard somehow. Like, if like, it’s like, I don’t like.

[00:54:11] So to your point, Patrick, like, that’s the level of people that you’re exposed to. But but Alec only got to where he is because he got to learn these things, and he learned from building great relationships with other people. And if I were in Austin on that day, I would be invited to that think tank because I’m in this mastermind with the guy who runs the program now. So those are the types of people that you’re kind of rubbing elbows with. And I feel like I have value to offer. I mean, it is a little bit pay to play. It wasn’t a lot of money to join it. I took a risk. It was Patrick’s money. At the end of the day, I had a client pay me that day and I was like, I know that Patrick is going to be supportive of me joining this because it’s good for all of us. And I just took the risk. And even if Patrick was like, I’ll I’ll I’ll fund it myself. It’s not that much money and it’s just worth it. It just kind of even a small amount of money can show the commitment that you have to be involved in something special and. And I really felt the energy behind what they were trying to create. And I’m like, Wow, I’m really good at that kind of stuff. I’m really good at networking and being involved in groups like that. Like I can help them build that group. I should be. I should be there. I deserve a seat at that table. I don’t care who’s sitting at it. I still deserve a seat.

[00:55:24] That’s right. So this is this is kind of what I wanted to go through is I wanted you like, I think people are going to think that they don’t have anything to offer these people because they’re not at the same financial level as they are. But these people, a lot of them, I mean, they’re going to fall into two different groups, right, like some of these people are. They don’t care about other people, and they’re, you know, there’s like there’s this stuff, there’s a higher percentage of psychopaths that are CEOs and successful people, but the ones that are are focused on having an impact like you’re welcome for a lot of these, these people and you don’t have to be like scared because these people are doing bigger numbers and think that you don’t belong. Like if you if you can just go there and kind of like be humble and open minded and like, you know, like. Don’t be, you know, just be polite and and do your best to show that you’re putting in the effort like a lot of these people, that’s their why they want to help people, right? And they’re welcoming to you. So the second thing that you really hit on there is like. There are certain skills that we learn through life, like imagine trying to run this business if you didn’t know how to read or you couldn’t speak English, right? And. Now you start to kind of like saying, well, let me run a business without any of those skills, right? So what about like digital marketing starts to become a foundational business skill? Right.

[00:56:45] And that’s kind of what John has going on here is like. He basically has this like foundational skill for marketing, and it applies to all these different businesses, right? And the way Jeff, that you do marketing is a lot different. There’s a million different ways to be a digital marketer, right? So like, I found that as I’ve gone outside this like little bubble of Legion and I start to interact with other marketers like though our business model is so different than theirs, like even Brian Jones is on here, he comes from like a CEO background and some of the strategies that we’re doing here like. I think he told me that he didn’t know, like like these, these are new like new strategies, even though he’s like, he’s been in this game for a long time. So like this becomes a foundational skill set, and it doesn’t matter whether you apply it to this business model or you apply it to another business model. It’s a great way to start training like I’m looking for opportunities to apply what we’ve done to other business models like it’s always important to diversify, right? So I don’t think I’m going to start like a remodeling or roofing. I don’t think so. Business, but whatever business I go into like this is going to be a part of it, right? It’s just like such a foundational.

[00:57:58] Well, and to your point, Patrick, you know, all the people in that room, they were like YouTube, guys, and they’ve done big sell. Like one guy was like, was he had a partner of his in the room? I don’t think he was BSM, but he’s like, We have actually done a billion dollars in product sales based on the ad run that we’ve that we’ve done over the years. Out of the past 10, 15 years, whatever was this is ridiculous. But I guarantee you and Patrick, I don’t know. Maybe you can back me up because you actually sat and broke bread with our we could teach these people something because we have a skill set that they don’t have. You know, they’re running ads. They don’t do lead gen. But you start putting these things together and then you make something even more powerful out of it. And that’s where you can kind of add your value.

[00:58:39] Hundred percent. Yeah, I totally agree. And like you guys, you guys all have like these different backgrounds and you guys have skill sets that that we don’t have, and maybe they don’t apply right to this. But when you learn this, this is the skill stacking that I always go back to is such an important thing. And learning this is opens up everything else that you’ve learned. So like, OK, if you know how to market now, you can know how to monetize other skills that because you can kind of combine those, if either one of those is missing, then it’s much less valuable, right? So the skill stacking is everything. Every skill you learn that can be related doubles your chance of success. So it’s almost it’s not quite exponential, but it’s almost like, you know, there’s a multiplication factor that’s happening faster than if it’s not like, Hey, I learn how to read now. I learned how to write. Now I learned how to break a website. Now I learn how to sell, and I learned how to do public speaking. Now I can speak at a marketing event and I can sell to a lot of different people, right? So I learned how to to do the software and I learned how to market. And then one of my biggest first days is I got put in front like I had niche down and then I kind of went into a sub niche and I created a relationship with the manufacturer and the manufacturer put me in front of a bunch of their top clients for like the contractors that were buying their materials, right? So I had some like public speaking, and I went and I spoke in front of these people.

[01:00:04] There were twenty four people in there and I think we signed up like 16 of them, right? So it wasn’t any either one of those on its own. It was the combination of all that stuff together, right? So this is a very valuable skill set. You guys don’t really realize when you’re in it, how you can apply it to so many other things. I was talking today to like somebody that has been in this group for a little while, and now he’s going into like more commercial real estate type stuff and this marketing stuff is going to play a big part of that for him. So, hey, we’re at an hour now. I want to keep it on an hour. I want to spend some time here. I don’t have a lot of time with my buddy John, but you guys give John like, show John in the chat, your appreciation for him being on there. Definitely appreciate it. Do you have any other final words of wisdom that you could give to these guys that are kind of like on the other side of it, whether they’re like, Hey, one day I want to own my own business, that’s not a marketing business and apply this to or any parting words.

[01:01:01] Yeah, man, definitely. I’ll say this about this space. You know, I’ve told my story a little bit and told you guys about me, but this space can change your life completely. You can do anything you want to with it. You can open up any type of business that you want to with it. Like I’ve helped my mom, I felt my sisters. I’ve helped some of my friends get just ideas off the ground that were just meager ideas, and I showed them how to take off with it and just do something with it. So understand that, yes, you can go to an agency model with this. And if you love the agency lifestyle, the laptop lifestyle and this is what you’re passionate about, you can do this for the rest of your life and make all the money you want to. But if you have something else that drives you some other type of passion for me, I’m going to be honest with you. I love that. I know how to do this now. I love the back end of it. I love everything about it. But what I love the most is that it allowed me to go into what I love doing, which is making people’s homes beautiful, building things.

[01:01:58] I studied architectural design for three years. Those are the things that I love, and so I wanted to work in that space. And so I decided to take the skill set that I learned here and allow it to. You know, I was telling somebody this morning in my office, I literally get to wake up every morning and I get to walk into my office and I get to have a cup of coffee with some of the coolest dudes around and we get to talk about what we’re building that morning or what we’re building that week. We’re going to build next week or whatever I get to literally do that and I get the top sports, I get to talk about my dogs every day like I get to do what I love to do every day. I still got my agency. I’m also helping other people change their life. I have that guy I was telling you about earlier came back, changed his life, made him a million dollars in two years, made of a million dollars. He went to a big, massive divorce and lost everything in two years. He literally got everything back. He restarted his whole life.

[01:02:47] That’s the part that’s so amazing to be able to like, have this these people that do this because there’s a lot of people that we can provide all this business to that don’t have that become their story. Look, I’ve seen that a lot where we’ve like rotated from my client to client to client, and then we finally find one and it’s just like that. So it’s not like we’re the reason for it, but we’re we’re increasing the the possibility for them to have these type of results and they look back on it like we were such a big part of it. And that to me, is like a big part of why I do what I do. I love that part of it. Hearing those stories and like kind of looking at it when one of these people come in and my crystal ball and be like, like, if you are who I hope you are, you have no idea like what is going to come because we’re going to blow this thing up, right? It’s like, it’s so it’s so rewarding. And and, you know, like back to what we were just talking about with Jeff, where like these people that are like doing big numbers like a lot of them, they’ll shift. We talk about the Maslow’s pyramid and needs all the time, right? Once you kind of like, got your stability and security and you kind of move into self-actualization, then your focus becomes on trying to have an impact on people. And like, I think this is part of why these people are so welcoming to people. They want to help. They want to have a purpose in life, putting more money in.

[01:04:06] If you’re in the right circles, that’s absolutely the truth.

[01:04:09] For sure, yeah. Putting more money in their bank account doesn’t do anything is like it doesn’t change anything for them, right?

[01:04:15] So I think the coolest part, too is like, like what you just said, I know Jeff, I’ve seen. Yeah, just a part of my yeah, I’ve met Jeff before Bob Beck. But exactly what he said. You like me and you and like Jeff and some of the other guys we hang out with when we go get clients right, we find clients that are similar to us and we get to help good people win, right? And so the more good people that win, the better like the whole world gets. And I know that sounds so high level, but like I’ve watched it happen in my community because now these guys like like my hometown, now all the good guys are winning. Like all the good guys, all the local guys that I grew up with, people that I know that are good people. They’re the ones pumping the septic tanks, and they’re the ones painting your house and they’re the ones doing your electrical. They have real businesses. That’s right. And so good people get to win and you get to help them be a part of such a colorful, self fulfilling.

[01:05:09] All right, guys, I appreciate you guys. Thank you guys for jumping on here. I know this call was a little bit different than our. But I want to mix it up for you guys and give you stuff from a different angle. So, Jon, thanks for joining us on here and adding value to this. So you guys have an awesome week and you guys have got seven days to do the things between now and next Wednesday that create wins in your business and move the dial for you guys. All right, you guys, stay safe. We’ll talk soon. Take care.

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Beginner’s Mind, Due Diligence, & Niche Selection

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[00:00:00] Look right now. All right. Ok, cool, cool. All right, so I want to start off with some wins. Who has some big stuff? I know that I don’t know if they’re on the call, but I’ve heard of I’ve heard of some big, big wins. I’ve kind of been paying attention to the accountability group stuff and it’s super cool. I know someone who’s on the call regularly. I’ll see him on here yet. He landed his biggest deal ever, which is awesome. I know Spencer was reaching out about matching and then hopefully beating his best month. Spencer, what do you got?

[00:00:44] What’s up, man? So since last call, I think I’ve collected somewhere a little bit over five K. Honestly, at this point, I’m not really keeping much track. I’m just got the foot on the gas and I reached out to Patrick told him, We’re going to match that twenty five K month last month that we did. And Patrick said, Why not step this up to twenty six? So I’m looking to close another two deals, at least one within the next five days. Hopefully, it’s a bigger one to push me to that twenty six k mark.

[00:01:18] That’s awesome, and yeah, isn’t isn’t that isn’t it cool when this stuff gets normalized? Like for you guys, that it’s not normalized yet. It’s a process that it just kind of happens to us all. There’s the person that that I know had a big win yesterday. Joining the call now, so it gets normalized and it doesn’t seem like such a big deal. And like Spencer, I went through the same thing. We don’t really know what your monthly revenue is anymore because it’s not so important. I mean, it’s important, right? But it’s not like there’s other things to focus on and like when you’re at one, can you go to 2K? That’s a big deal when you’re at like. 20, can you go to twenty one, Kate? It’s a lot less, it’s just like, you know, relatively it’s making a lot less difference. So do that super cool, man. Congrats. I know you worked hard to get this and you’ll notice as you start to go through this that the when you get to like 30 or 40 K and you look back at twenty five, you’ll be disappointed if you were to, like ever have a twenty five k once again. I remember when I first started playing poker for a living I was playing for like. Just a couple like it was like such low stakes looking back, and then I moved up a level and I’m like, Oh, now this is this is like real, this is legit. And then you move up and you look back and you’re like, it gets normalized.

[00:02:44] That happens in life. And some of you guys that are discouraged looking up at this, you know, you guys have to go through your own normalization process. And part of it is like it needs to get normalized for you guys. Some of you guys that you can work remotely and not have a job, you can make more money. You can have freedom like some of you guys, just like just seemed like a fantasy. But for those of you that have stuck with it for any period of time, you know that it just becomes a reality. And this distance from normalization, a lot of it is based on your background and what’s normal to you. Like, if you grew up in a really wealthy family, then this isn’t that big a deal. But you know, if you grew up where you had to like, count every penny, then this can be mind blowing. If you didn’t have, you know, a parents or friends or whatever it is, that kind of positions you and makes this stuff feel normal, then. It can feel impossible to achieve. And I just want you guys to know. Mike Spencer was one of those people. He’s one of those people where he had never even heard of somebody making this type of money during a month, right? Like, it was just like, that’s that’s not real. That’s like what astronauts make or doctors or something that I’m not right.

[00:03:57] So I’m making Patrick. I mean, put this in perspective, I’m making more in a month

[00:04:03] Than my mom used to make a year.

[00:04:04] That’s crazy. Yeah, it was the same for me at some point, you know, I was a software engineer, and when I when I had my first month where I made more in a month and I did it a year, I was like, This is like I’m making more than like a neuroscientist or something like, you know, like, I’m selling leads to a plumber and I’m getting paid more than these guys who have gone to school for, like 16 years, right? And look, it’s fun to talk about the money we’re making. But really, what this is all about is the freedom. Right? I’ll tell you, like my wife and I, we spent we spent a month in Barcelona. You know, we rented an Airbnb, probably in like the nicest part of Spain. It was a corner apartment. Would say within a few minute walk there was like two hundred restaurants and bars that we could go to because Barcelona, the streets are really close together and they’re just like stacked up every little place if you’re in the right areas. And then, you know, I didn’t know it, but she my I knew my birthday was last week. I knew that right. But my wife had planned a trip for us, so we flew down. I actually didn’t even know when we went through security. She did a really good job and I like the surprise. So we went through security and and then we flew down to Sarasota and she had booked like a place at the Hyatt Forest Resorts is really nice. We we did a lot of like it’s like for four days in a row doing different things like we did kayaking through this mangrove.

[00:05:30] It was awesome. And. Massage. We had dinner with some different friends. My friend Jan and her awesome boyfriend Joe, came down and surprised us. That was amazing. So being able to have these types of business are what allows us to to do this, you know, we’re getting ready to jump in our RV. I’m in I’m going to hire right now where the temperature is like 12 or something stupid, but we’re getting ready to jump on RV and head down to Florida and just kind of like spend time bouncing around Florida. That’s what this gives you. That’s what not everybody has like. Obviously, everyone’s got different goals, but you know, having the freedom to choose is what this is about. And you know, I want you guys to be connected with these wins and not and not just talk about the numbers like, I think that’s important. Like, we have to get our needs met in our stability and like, make sure we’re putting food on the table. So at the beginning, it’s a lot about the numbers, but how are you going to use that to make your life better? That’s really where we should focus, right? Where, where the questions are. Unfortunately, I didn’t get to see my buddy Neil while we were down there because my wife had a jam packed hour scheduled there. But you know, it was awesome. It was cool. It was super cool. So let’s hear some more wins. Who else have some wins?

[00:06:43] I’ll play off of that. My my win plays straight off of that. Patrick, as you know, like, I’ve been on the road for a few weeks now and have a few more weeks planned. And I’m here just south of West Palm Beach, and went with some friends to go skydiving this past weekend and we got rained out. Unfortunately, I was going to post a couple of things in the group about it, but I met this guy last year when I was kind of bouncing around at an event in Miami, and we connected and he’s super into skydiving. He’s done about three hundred and fifty jumps in the last 18 months after Covid’s hit. He just kind of decided that’s what he wanted to do. And so I really wanted to go skydiving with them, and so we planned this part of the trip around that experience. I still may get to go on Friday, so we’ll see how that plays out. But the more that I was talking to him about it and everything and just hearing other people talk about it, it’s really another one of those things that you kind of like get past and then all of this kind of opportunity and confidence and just opens up so many new things. And the way that you think and the way that you kind of live your life just becomes, you know, that little degree freer, if you will.

[00:07:55] And so this is, you know, I’ve been traveling quite a bit since the summer and going to Nashville and meeting Patrick and experiencing these masterminds and all of that. But this was the first time that I’ve really just kind of said, Well, you know what, I’m going to be going in that direction. Let me go to Florida and have this other skydive experience, and then I need to be back and forward. A couple of weeks later, I’m like, Why am I going to go home? Like, What’s the point of going back to Austin where it’s cold, when I can just stay here in Florida and have some, some great experiences? So it’s just the lifestyle like Patrick was saying. And the more that I tap into it, the more possibilities open up to go and have those really unique experiences that are going to make my life better and then meet new people that are doing cool, interesting things. And it’s amazing. I love this. I love this lifestyle. So keep up the good work, hang in there and get to create the life that you want.

[00:08:50] Yeah. And Jeff and I are about to go. And actually, Gabe Gabe is going to be joining us. Gabe is going to be flying down and joining us for an event in in Florida here in a few weeks. So really excited for that. Like, it continues and we get to meet some, some more like high level people. So pretty awesome. All right. Who else has some wins? It looks like Mr. Greg Adams. What’s up, brother? You got to win for us.

[00:09:15] Yes, sir. So when I told you about a few weeks ago, I’ve been working on, I did the demo, I did the heat map four, and the guy said, you know, he’s going to be ready this next month. So I pushed it. I called him this week. I said, Hey, you know, we’re coming on the end of the month. I said, we need a schedule of time to get this thing rolling. I said, I really want to help you grow your business. He’s scheduled a call with Jump a call yesterday. He sent me the money and so he’s he’s ready to go. So I’m I’m super excited. He’s he’s important, he said. I’m really super busy right now. He said. And we got a lot of projects going on. I didn’t want to turn a fire hose onto it, but I got a lot of things going. So young guys, about thirty five. He’s got a big vision to grow these different this company out. He’s got a lot of good division. He’s got a very good reputation. And he says, Look, and I want to say something to that, you know, he was like, Greg, I really got to make this work. And he kept emphasizing, He’s I love what you’re doing. I love the transparency. I said, I get it because he’s been burned so many times before, and so I just reassured him.

[00:10:09] I said, This is a partnership. I said. It works both ways you said you’ve got a very good reputation, you do a lot of video, you do a lot of follow up. They keep the site clean. This is a construction company and I said I could be the best SEO guy in the world, which I’m not, but I could be the best guy in the world. I could send you all leads, but if you don’t take care of the customer, then we don’t have a business. So he really appreciated that. But yeah, I think we’re really going to grow it really big. He’s excited about it and I’m just going to overdeliver and I think it’s going to be a long term deal. And again, I emphasize this or this is not going to be a short term unless you want it to. And I said, there’s no contract here. You know, at the end, after I made a commitment for three months and I said, we’ll look at the end, I said, But you know, if I’m not doing my job, then fire me. I said, I don’t deserve we don’t, you know, we don’t deserve work together. So it’s not fair to you. It’s not fair to me. So anyway, that’s my win.

[00:11:04] Thanks, Jeff. That’s awesome. Your music, Patrick. It’s. Patrick, you muted brother. We didn’t hear anything. Thank you.

[00:11:21] That was that was secrets of the universe right there. You guys all missed it. Sorry, I can’t repeat it. Miss it.

[00:11:27] We got a reader up.

[00:11:28] Yeah. So my my parents have this for whatever reason, they want to maintain their

[00:11:35] Keep you guys here. So what’s that? It’s good.

[00:11:42] You guys hear me. Yes. Ok. All right. So their phone, their house phone was ringing, so I muted out. Sorry about that. But hey, I had a client like this, Greg, where we they threw their last money at us and it was out of Raleigh, this guy out of Raleigh. And he had heard good things about us. He believed in us, but it was like it meant the world to him that that this money was used to bring back more business when somebody trusts than you like that man. There’s like, I was like, I don’t care what happens. I’m not letting this guy down. I’m just like, I’m going to die before I fail this guy when he’s taken that kind of trust and put it in me, like, I took that really personally. Like, What would you have to do if you switched it and you put yourself in that guy’s shoes? What does that look like for you to give your last money to some company trusting to help you get there? Like, how does that feel right now thinking about that? And like now you’re on the other side of it and you have the opportunity to help them. Like I was like, There’s there’s there’s no chance I’m not going to like, crush it for this guy. And you know, that guy called me about a year later and he’s like, Hey, man, don’t take this the wrong way, but I really believe in you now.

[00:12:58] Like, it’s like you. You guys have changed everything. And you know, I was scared and but everything’s changed now. He was he was going to get like his truck was getting like his truck was about to get repossessed. He was about to move back in with his mom. And, you know, we charged him startup fee and then I didn’t charge him for a little while and then the stuff started coming. Now he’s got like three trucks. I think he bought a house like it’s it’s crazy the impact that we can have on these people in. When you when you really connect with the story of the person and write it down, create the vision. You know, I always try to get the vision of what they want, and I put that down and that becomes like how I’m picturing them and what I’m going to do. What do I need to do to get them to their vision, right? We start thinking about that instead of like, Hey, I’m going to like this guy’s paying this. I’m going to give I’m like four hours a week. And it’s just like, that’s a terrible way, in my opinion, to to focus on things, focus on the impact, make a big difference in these people’s business. And then like, they’ll pay you top dollar for it and you know, they’ll be able to afford it because of what you’re doing for them. So super cool. Who else has got to win?

[00:14:04] I got a small one back on what you’re talking about with the freedom and stuff. I can really relate to it because my buddies over the weekend hit me up. They got got us tickets for the U.S. Open this June. And, you know, back in the day. So I’m going to be staying up in New Hampshire and I think a cabin for the month of June up there anyways in New Hampshire, but we’ll drive down for that. But at the end of the day, when I have my company, I couldn’t do that. I mean, even if I left for a week, I’d be worried. The whole time I was gone, I’d still be getting phone calls. It was just it was a night. Now I can just work from up in the mountains. And yeah, it’s to me, that’s huge.

[00:14:47] That’s awesome, Neal and I appreciate the invite. I’ll definitely make sure my schedule is open for that.

[00:14:55] I’ll squeeze, man.

[00:14:58] Cool, man. Well, that’s that’s awesome to have that freedom and to be able to like, go and do things like this. That’s super cool. Mr. Graham from Australia. What’s up, brother?

[00:15:09] Yeah, they might has a gallon.

[00:15:12] It’s going well. I can’t do it.

[00:15:14] I can’t do it in Australia. I’m going to embarrass my buddy.

[00:15:17] We’re a really good one. The other day, we’ve got this site that sort of we just built a site. There’s no GMB, but you know, it’s getting a few calls trickling in every week. And we’re kind of like wondering what we’re going to do with them. And this guy rings up. And we actually it was his wife and he’s a he’s a new migrant from Turkey, and he moved from one city into this city and he’s looking for work in his trade and you can’t get anything. No one wants to give him a go. Uh, and we said, guess what, brother, it’s your lucky day.

[00:15:47] You ring the right number, man.

[00:15:50] So yeah, we just got him a quick pitch and said, Look, we’ll start start off on fifty bucks at 50 bucks a lead and we’ll get you moving and stick with it. And so now we’re just going to dive in, man, and we’re just going to explode this guy’s life. Like we just start setting up a few more assets and get serious with it, right? So everything’s going to change for this guy. Like, we’re literally going to take this guy. We’re going to mold him and turn him into a rule, you know, a bit of a business superstar because that’s what he wants. And hopefully we’ll get somewhere and this guy will be with us for many years to come, you know? So it’s just interesting how let you get these random phone calls and there’s an opportunity on the other end. You don’t even have to do anything. It just comes to you.

[00:16:27] Yeah. Absolutely, man, the more times you get your name in the hat, the more often it’s going to get picked, right? So like sometimes the stuff falls in your lap, and I mentioned this on a few calls and go. Just like being a good person and like creating a good reputation and taking care of people, you get all sorts of different relationships come out of that. We’ve had a lot of strategic partnerships that we’re working on right now that we have cooking up that I think are going to. I mean, you know, my goal with with with the software we’d snap is really to disrupt things, disrupt the industry, and I kind of like seeing with my crystal ball down the road, these partnerships, these strategic partnerships are coming because of just like having a being good to people, like having a good reputation. Other people want to connect you because they like these two people. Right? I think Spencer connected me to one of these people, and I can’t remember who connected me to William Jones. But a lot of these partnerships just come from like being being good to people and like. You know, they say that the you know, the people that work the hardest get the luckiest. Right. So like by being out there like you just get more opportunities, man. So whatever you did to create that phone call, like how do we how do we do more of that right? So congrats, Graham. That’s awesome. Who else has a win?

[00:17:50] Brian Jones. Go ahead and meet yourself.

[00:17:55] Patrick, how’s that? Brian Jones, OK, I’m about Brian Jones, what’s up, brother?

[00:18:00] So I picked up a mortgage broker this week. It’s funny you talk about planting seeds. I went to a networking event between Christmas and New Year’s, which is probably the worst time to ever go to a networking event. And there’s about four people there, and I’m like, This is going to be the night of hell for me because it was just some weird people. But the guy hosting it was a mortgage broker from from a national company, and he has his own GMB and the branch. Gmb is terrible. It’s like four reviews and two and a half star rating, you know, so he knows, you know, they’re not going to give him any help. And so he hired us after talking to corporate about what they’re going to offer him for marketing. And what we were talking was, like, totally different. Like, we showed them the heat map and we were just talking about it. And this isn’t even his website. He doesn’t even have a website. So we’re just going to brand him and he has his own GMB, so we’re going to work on that. And so it’s just interesting, like some good things happen when even even when you’re like a bad experience overall, yeah, everybody else was such a nutcase and this one guy was a real business person

[00:19:05] And you only got to get lucky. You know, you don’t. You only get to look once right and just just putting yourself in these situations, you never know what’s going to come out of it. So that’s that’s awesome, man. Congrats on that. So I had in Florida tomorrow for the month, and maybe we can hook up with some

[00:19:21] People down there. Oh yeah. Fort Myers. Sarasota, mainly Fort Myers. Oh, OK.

[00:19:27] Well, our buddy Neil is over there in Sarasota. Okay. Yeah, we’re going to be circling Florida a lot like so I think we’re going to be hitting most of most of like the central and the south will be in it at some point. So we just kind of decided to get the we were actually going to leave probably tomorrow. But then my my dog, we had to have an extra on a stomach and I don’t know how he did this, but he actually has a bottle cap, a metal bottle cap inside of his stomach, so he has to have surgery on Friday to get that thing out. We don’t know how long it’s been there, but it actually looks was crazy. It looks just like a looks like a photograph of of a beer bottle cap inside of a I don’t even eat your beer, so I don’t know where he he got that. But a little guy, you know, he’s dealing with it. So after we’re done with that, we’re grabbing the RV and we’re heading south to enjoy, enjoy the weather. So. All right. Cool, man. Well, congrats on the mortgage broker, man. That’s awesome. See where it goes. All right, Patrick, do you have a win?

[00:20:33] Yeah, well, I closed three thirty five hundred dollars a month yesterday, and then

[00:20:38] I get excited about

[00:20:39] It

[00:20:41] And I was pumped last night and then this morning got a call and I had to have this client in Milwaukee doing a free trial and they just straight up offered to pay their pump pumped about leads and just want to grow. So was

[00:20:54] That a three thousand five hundred and a two K

[00:20:56] In the last few days so close

[00:20:59] Fifty thousand five hundred dollars in, like last? Like, what, thirty six hours or something?

[00:21:03] Yeah, last twenty four hours. That’s twenty four hours.

[00:21:06] Nice. 20 percent, killer man. Got it. So, Patrick, I think I think you said last week you were at like six or seven K. Is that right?

[00:21:15] Yeah, I mean, I just say fifteen thousand today. Wow.

[00:21:20] So that’s what the five thousand five hundred. So you basically just increase your monthly revenue by like 50 percent in the last twenty four hours.

[00:21:27] Yeah. Well, yeah. Last month I was at six thousand six hundred, so I just had 15 K and I got I got a call on Friday to I’m going to close that one for over a thousand bucks. Yeah, that’s what I’m talking about. Nice. I mean, I’m just kind of pissed off. I got I got so many fucking knees just sitting out there right now. It’s nice what’s

[00:21:49] Changing for you right now that you can like? If you look back at the Patrick from a few months ago and today with the people that are maybe where you were mentally and the things you were struggling with, what has changed that has allowed you to kind of just like shoot up like this.

[00:22:08] It’s right, it’s just like, you know, I’ve been I’ve been consistent and then some things haven’t been working out. And then, you know, just seeing other people in these bigger deals and I’m like, Wait, I got way more leads in this person’s giving these clients and they’re closing bigger deals. So seeing people close those deals on my I just got I just got to start pitching higher, higher prices like I was. Yeah, I was OK, except like I accepted like one hundred fifty bucks from this one one client, which is ridiculous, and I’m not really going to take anything under a thousand anymore. I’m just I’m just not dealing with it.

[00:22:45] I like it, man. It sounds like you’ve got a few things going on just from kind of the outside looking in. It sounds like seeing other people close bigger deals than you when you have more leads and maybe better leads as giving you certainty to like, I’m just not putting up with this shit anymore, and I’m just going to like, I refuse to accept less than X. And I know that it’s worth it. Like a higher level of confidence is what’s coming through.

[00:23:10] Yeah, I mean, I think that’s fair. The one client I close to thirty five hundred he was spending. It was just I just transferred it over to me. He spent ten thousand five hundred on its website and I look at it like his SEO guy. He hasn’t. He doesn’t even have a single backlinks or anything. I mean, he’s literally the guy is just pocketing thirty five hundred bucks and doing absolutely nothing. Yeah. And that the client was bragging about his website. So I just like I sat down with them for two hours and we just talked and he’s got all these leads to look at that I sent him, you close a shit ton of business. So it was just a simple transfer over. And yeah, and grow that to. That’s going to turn into more. So those both are going to be bigger deals.

[00:23:53] That’s awesome, man. How are you doing with your accountability group? Are you on pace or ahead of your goals or how is that going?

[00:24:00] Yeah, I was. I said I set low goals. I said I wanted to close like an extra 10k and I’m at nine. I think at least eight K right now and I I’ll be I’ll be at that 10k by Friday. So my my goal is to too low in that that aspect. But yeah, everyone’s we’re we’re all kind of focusing more on the sales aspect instead of just just instead of just building right?

[00:24:28] Not right. Do you think this accountability group is contributing to to like your growth here with this and kind of turning the corner?

[00:24:36] Yeah, because we’re focusing more on the sales side, and that’s what I that’s what I needed. You know, I’ve just been in this just keep building, you know, it’s going to get lucky with someone’s just going to want to take these. Like, that’s just not how it works. Know, so I get all these assets I need. I need to sell and we’ve all we’ve all kind of like shifted our goals, right? Yeah, you put them down. We’re not just like sticking to those, we shifted it.

[00:25:04] That’s right. Yeah, that’s that’s good.

[00:25:06] And I would encourage you to take this into account. I think this is your second accountability group and you’ve been one of the more active members in these. And kind of from the outside looking in, it seems like you’ve kind of had a leadership role within the accountability group. I would encourage you to take this into account when you plan your third one. I imagine you’re sticking around with it when you go to your next one set stuff, that’s going to be hard, that’s going to be stretchy, where you’re going to have to push yourself to really get there, right? You’re going to achieve this early. And I would even say, like, Hey, why don’t you like if you get there on Friday and you’ve got essentially like two more months left in this one, then like, what can you set over the next two months so that it’s going to be tough for you to push it and then work backwards and see how you’re going to get there? And but that’s awesome. And I want you guys like, let’s show these guys some love in the chat. And for these guys have been working hard to get this.

[00:26:06] Congrats, Patrick. I know that I know you’ve been at this for a while and it’s just like. It’s hard to like when you put that in the accountability group chat the other day, like honestly at this point, and maybe Spencer can start to appreciate this, I get more excited for your guys wins than I do when I like close someone in my own agency to see you guys working hard and struggling and I’m trying to, like, do whatever it’s like. Press the right button to help you get to the next level. And it seems like it’s just always out of grasp. And then you like, turn the corner. It’s just it’s amazing, man. I just like makes it feel like what we’re doing has some real purpose. Not that we did it, but just like kind of, you know, you guys, you guys are the ones that did this. But being a part of this and tuning into these calls and talking strategy and then see you like, take off like this, it’s just amazing. I love it.

[00:26:55] It’s so rewarding. You’ve definitely helped a lot.

[00:26:59] Well, yeah, I’m glad. And I think everyone in the group and on the calls like we all are contributing towards each other. And I think it’s important you guys like, let’s make sure that we’re building the community that that supports these people and like ask the questions in the group, not on the call necessarily about like what they’re doing, what they what they’ve changed to get there and not try to pull them out of it for you guys. But that’s awesome, brother. Super excited for you guys. You maybe, maybe you and Spencer. We can give Spencer some competition next time we run one of our competitions there. And have you guys push it? So good work. We got the other wins. Who else? We get all right, cool. One that was dropped in the chat, Patrick

[00:27:47] Karen is saying that Barcelona and skydiving are on her list. I’m assuming that’s some kind of a life list or something. It sounds like. Yeah, I don’t like to frame it as a bucket list. It sounds so morbid, but you know, working. She’s working also on systems and organization, which is a win for her, and she appreciates us being role models in that regard. So thank you for sharing, Karen, and that’s all I have for the wins, Patrick.

[00:28:17] Awesome, awesome. All right, guys, what I got planned for you guys tonight for the lesson part of this. It looks like Greg Greg you got is that hand up from earlier is that is that new?

[00:28:27] Yeah. I just want to say what, just at one point, I’ll be back on what Brian was talking about. He’s showing up places. I learned this lesson a long time ago when I was selling water filtration. We sell door to door. And so one of the first sales I ever had to made, you know, I was really nervous going out there. And so when first cause it was raining hard, don’t window shop because it was raining hard. I’m driving it out in the country. I come up to this, this house, you know, the cars are on blocks, the lights look like they’re out. And I could have very easily drove by. I walked in, I did my presentation. I had to like, blow it like they had no expression on them, but I went through the demonstration. I have my enthusiasm, enthusiasm with it, and when I sit down and ask for the order, they just gave me cash right there. So you just never know. You got all that. Ask water and go through the process because, you know, if be back, if greenbacks were buybacks, we’d all be multimillionaires. So that’s all I had to say.

[00:29:21] I like it. Yeah, yeah, man. It’s you’ll definitely be surprised by a lot of people. I learned that lesson multiple times in life. Ok, cool. So I know that we’ve had a lot of like new people join the group. And so what I have today is I have a lesson that. It’ll be useful for you no matter where you are in your game, but when you’re getting started, there’s some things that are important to kind of understand. So let’s talk just a little bit about the business model here, because I know that we have people joining in that maybe they’re not as familiar with this. I know that there’s people on this call like Spencer and Patrick that are doing like, you know, tens of thousands of dollars. But there’s other people getting started and you guys were, you know, maybe not there so long ago. So. All right, guys, so obviously when we start, like just a rundown of what this business model looks like is the idea is to build a website in a area and a niche that is going to be easy to rank it. So the idea is if we can find a city and we can find a niche where the sites that are ranking are only really ranking because Google has to rank someone and not because they’re doing something exceptional, then it’ll be easier for us to rank. And if that’s the case, then we can. We can get some money first. We can get some money sooner because what happens is we get discouraged when we get in there where we try.

[00:30:53] And I think what happens to a lot of people is you choose the wrong niche and then it takes longer and you don’t have that kind of support system. I know that’s I don’t know if he’s on the call right now, but my buddy Paul, who Paul is actually like a poker dealer when I played poker for a living and we kind of feel it formed a friendship. And, you know, Paul was driving Uber Eats when we were connected like a year or two ago, and he has been he. This is a guy who didn’t own a computer, barely knew how to check his email, and now he’s built like six sites. And, you know, he’s been kind of doing this part time. He’s got a lot of bills to pay because he’s driving at Uber Eats, he’s paying for an apartment and he’s got like a son and he’s helping support. I believe his, his ex-wife. So really awesome guy. It’s been through a lot of tough stuff. No background in tech. So he has gotten he built a site. And, you know, I think we started. I think you had his first site published like three or four months ago. Well, he’s got like three leads in the last like twenty four hours. And these leads, I think, are worth probably at least 50 dollars a week. This is someone that’s like, Hey, I need like three grand a month to pay my bills. And now he’s had essentially what I think is one hundred and fifty dollars come in while he’s like driving Uber Eats to to pay this.

[00:32:18] So like, this is awesome. And that goes to show that no matter where you are or what your background is, because this person is like one of like, he just didn’t have a lot of tech background. You know, he grew up he he was already in the workforce when the internet came out. So like for me, I was in college really when the internet or high school, when the internet started to come out. So it was just like a really great time to like, get an attack. But for those of us that, you know, maybe like 10, 20 years older, they’re in the workforce and then they don’t have that commitment to learn it, and he never had the need to. So what? He’s taken that and he’s built multiple websites, and now he has leads coming in and we’re about to try to go through the prospecting of like landing our client. And it’s just it’s just awesome. And I just want to put that out there. If you guys are considering this and you’re unsure if you can do it right, you can do it because there’s people like Paul that are going to make this happen and it’s going to. I predict it’s going to completely change his life. Once he gets there, there’s going to be no need for him to drive. You know, he’ll be ordering Uber Eats instead of driving for him, right? So super stoked for that.

[00:33:24] But all right, so I’m going to talk about due diligence. So this is the process of trying to identify the niche we want to go into. So just high level overview is we’re going to try to select a market, we’re going to select a niche and then we’re going to go through and we’re going to answer some questions about that to try to gauge whether we think this is a good niche to go into or not. And we’re going to after that, after we’ve we’ve chosen it, then we go and we build the website, we get the Google my business. So just like, let’s talk about what this is. So there are some website builders out there that that are easy to use. So Weebly is a really easy one. Ok. It’s like, I think, eight dollars a month. Maybe if somebody knows, throw it in the chat. I think it’s $8 a month. I don’t use this, but it’s an easy way to get started. Ok, I know that there is Duda out there, which is more expensive. I think it maybe has a little bit. I think it’s due to that CEO. So this is another platform out there. It doesn’t really matter which one you choose. I don’t personally see like a rankings benefit to one of the other. I know another group that I was in. At one point, everyone built it on this and there was just like thousands of people in this group and people making a ton of money on this.

[00:34:44] You don’t need to have something like super fancy. This is a good way. This is, I think, eight dollars a month or something. You can get tons of videos on YouTube on how to build this right to free YouTube videos that teach you how to build websites on Weebly. You don’t have to pay until you actually publish, I think, and I think maybe there’s a free version that can have their branding on it. Long term, I would say, get the branding off of there and pay the $8 a month or whatever. I think this one is like 10 or 12 dollars a month, and, you know, it’s a little bit smoother. Tons of stuff in here. And then somebody actually spun off like a white label version of this. But due to due to is great, but this is those would be two choices that you can start with if you have familiarity. WordPress is one that is more complicated, a little bit harder to use, but it’s free. There’s no charge, there’s no monthly charge. Regardless, if you go with WordPress, you’re going to have to pay for a host into somewhere where you can kind of store your files and have everything you have to pay like. Essentially, you’re paying for space on a computer that have access to the internet, and that stuff can be kind of published online. So the website builder, a lot of different choices that you can go with. Once you do that, you’re going to want to get your Google my business. So I am in Ohio.

[00:36:01] So actually like a plumber, a plumber. Dallas, Texas So just heads up. This is the Google my business area. This is the ad area, right? So the Google, my business area is the most important part to rank for local search, which is why the tool that we built pays a lot of attention to this. So we’re going to be putting together this training and step by step instructions on how to do all the different parts of this process, and we’re going to be putting it into the platform. I’ve got some other people that will be publishing training in there as well. So the idea is that you can kind of go from zero to hero by not only leveraging the tools that are inside of the platform, but the training. And you know, when I say zero to here, we’re going to start off with the basics, right? But we’re running a big agency and we’re doing it on one hundred percent on this like lead gen model. So the Legion model is like building the site, ranking the site, getting the leads to come in and then automating the process of sending those to a client that pays you a monthly fee. So we’re going to share everything that we do from like ranking the site, building the websites to like closing and mindset and culture hiring like all this different stuff. So we’re kind of building that and putting that together in place where you guys. So I know for some of you guys that have been around like this is not new information, but I want to share with you guys I’ve built.

[00:37:24] I put together within our platform here, whether you’re in regenerated or lead snap, it’s the same in both if you go to research on the left side and then expand due diligence and then we have this due diligence builder. So I’ve put together a kind of a worksheet that you guys can use to evaluate markets to see if this is a good niche. Ok, so a worksheet is essentially just a series of questions. Ok. So what I’d love to do is like, let’s have somebody throw in a maybe like a city and a niche that they’re interested in, and I’ll fill this out so you can see Patrick’s due diligence sheet. Also, we’ll come back to this in a little bit, but if you’re interested in if you’re interested in this, just type into the chat. Send me send me the worksheet, let’s say, type it into the Facebook chat, because that will be easier for us to go back later and make sure that if you put that there, we’ll reach out to you and we’ll load this into your account. Ok. All right. So the way this works is there’s some required fields for the due diligence sheet. Ok, so I’m going to say a new niche, right? So you need a niche and you need a city. So those two are required for everyone because that’s how this works. All right. So Jeff, do we have some niches there, city and a niche?

[00:38:47] I see a smart home. So smart home, yes, smart home.

[00:38:54] Ok, we’ll go with smart grid and then let’s have somebody else put a or if we have a city,

[00:39:00] Dallas, he says.

[00:39:02] Dallas, OK, so we’re going to dive into this. We’ve got smart home for Dallas, so you can see the first one here is average ticket cost. So the way that I would do this is I would actually call in. I would call and get some quotes from people I would just come up with, like, let’s look at some of the services that they provide. All right. So so we’ll look up smart home. So I’m just going to start with this. Here’s something called smart home. So this will maybe give me an overview of what’s included. It looks like there’s lighting, temperature cameras, security door locks. It can include some other things, like plumbing. I know this plumbing one. Maybe it’s like a sensor. If maybe that’s not plumbing, but I saw one. I saw one where it’s like there’s a leak, then it can actually like the moisture goes up and it will like text you. So we’ve got kind of a basic understanding of what this is. So now let’s just do a smart home, Dallas, and let’s see if we can look at some of these companies here. Ok, so we’ve got Mr. Electric in Dallas. We’re not actually. I’m still kind of doing my niche research here. I want to see what they’re offering lighting, bathroom and kitchen lighting. So it looks like they’ve got a bunch of different areas. Ceiling fan. Ok. All right. So now I’m just going to ask Google. Like I said, I would call for this part of things and I would get some quotes.

[00:40:20] I would call look at the services and find out what they’re actually offering. Right. So what does lighting mean? Does that mean like when I open my garage door, the lights turn on and like the kitchen or something when I’m walking in, I would understand what that is. Ask a bunch of questions and just see if you can get like a quote over the phone. And I would call five or six of these and let’s get an average. So we’ll just say how much the cost to make my home smart. I don’t know the best phrasing for this, but usually. There you go. Right, national average cost, this is exactly what I’m looking for. Fifty five hundred average range twenty seven thousand minimum cost fifteen hundred max twenty thousand. Ok, so this gives me here’s another one. Let’s compare. Maybe it pulled it from here. Five thousand five hundred. It’s got the exact same stuff that probably pulled it directly from that site. Here’s home adviser. Home adviser saying a smaller range, which may be they’re doing that because. They want to try to suck people into to try to sign up for it, and then it makes it harder for the people to close because they use like, I just don’t trust HomeAdvisor. But let’s go with what? Let’s go with what we saw the first time. Five thousand five hundred that seemed like some, but just felt more legit to me.

[00:41:44] So I’m going to go back over here and I’m going to put in the average ticket cost five thousand five hundred. That’s great. So here’s what I’m looking for. I do not want that number to be less than a thousand. Right. And actually, what you want to find is you want to find like a blend of this with the search volume associated with it. Ok, so we’re going to look at the population of the city. I’ll give you a word of advice. So for cities like Dallas, if I just do Dallas population, I know something about Dallas, right? I know that this is a sprawling city with a bunch of like other major cities that are stacked on top of it, like we open up this map. I know that like here’s Fort Worth and Arlington, and there’s like Plano and Frisco and all these other huge cities. So if you’re in Vegas, what happens? Like, like if you get outside of Vegas, then there’s like desert, right? So there’s not a lot. But with a city like Dallas, we’re just like sprawls. You want to make sure that you get the area because usually. Ok, let’s do. I don’t know why that gave me the same number. I know that this area is like eight million around here. It’s that. Ok. Seven point six million people. So you need to think about like the type of client that you’re going to have and you know, I love cities like this because basically what you can do is you can build a bunch of different websites and go after this whole area.

[00:43:44] Right. Seven point six million. It may be hard for you to find one company. If you find some guy with the truck, then he’s not going to cover the entire area. But this sets you up to the sets you up to find like a big company, or you can do a collection of small companies. That’s an easier problem to solve than like, Hey, I started in this other area that is, you know, it’s kind of like you got some like Green Bay, maybe, or some city that doesn’t have a big population that’s kind of like away from other things, then you’re going to be capped. There’s a downside to this that you should consider, OK, if you go into an area like this, you’re going to often run into, you’re going to often run into to more competition. Ok, so I think if this is your first time through this, it may be good to to go with like between like two and four hundred and fifty thousand people, right? Let’s get a win in the books. And then over time, we can start to pick on these bigger markets. So you’re going to have to have some self-awareness to know where you fit in with this. And one of the things that I like to do is I’ll go like this list of U.S.

[00:45:00] cities by population, and you can kind of see it’s in my search history from doing this in the past. So there is a wiki article right here. I believe this one where it’s going to list these cities so we can go through and this isn’t going to give you the entire metro area, it’s just going to give you like the like the actual city limits population. So New York City, obviously on top. So I want to scroll down here, right? And I’m going to go down to where it’s like two hundred thousand. So I’m paying attention to this column right here. So I would I would come down here and I’ll look at this. There’s Amarillo, Texas city number one hundred and twenty one. And what you can do. I mean, this isn’t like a hard limit. You could easily go down to one fifty. What you’re what you’re doing here with this is you’re like decreasing the population and you’re decreasing your competition. Right. So like if I went into a gym that had 10 people and I’m like, OK, maybe I’ll be the best basketball player out of these 10 people, that’s different than going into a stadium that has one hundred thousand people, right? So the competition is going to be way more when there’s more people. Right. So it’s best to start off with a smaller and then and then build into that once you have some confidence, right and go ahead. So what you can do is you can start at like that.

[00:46:12] Amarillo, Texas Where was that one twenty one or something and then work your way up. Look at this, so go through. Go through these cities and these niches. Maybe you picked out a niche like the smart home, and you can work your way up this list and find a city where this is less competitive and then attack that city. So that’s the part of the beauty of this business model is the ability to decide what game you’re going to play, right? Let’s go pick on the people like, OK, basketball again, right? So if I am like, I’m tall, I’m six two. If I go and I play against people that are my own age, my own height, I’m probably going to win some, lose some. But if I go to a playground with a bunch of second and third graders, then the chances of me being able to beat them in basketball is much higher. And that’s what we’re trying to do here. We’re trying to stack the deck in our favor. Ok, so we’re going to go with this one, though for for this example, but I just want to make sure that that’s clear. Don’t just be rushing off into Dallas with seven point six million people. And if you do go into the city, my advice is to break this into smaller cities. You can have one for Dallas. You can have one for Arlington, Fort Worth, Plano, Frisco, all the different parts.

[00:47:19] I think there’s like a McKinney or something. Is this a phone driven business that’s really important for this business model? You want this answer to be yes, because most of the time we’re not going to have like a brick and mortar shop where people are coming in. We don’t have that as a part of this business model. You do not want that to be the case where where someone needs to come in. Ok. All right. License required. I know a lot of you guys have asked this question and you’re scared about when there’s a license required. I actually prefer it. I prefer that as a license is required, it keeps out the riffraff a little bit. It keeps our clients from getting undercut a lot of times. But this will work in either one. If a license is required, then you will just simply when you start to work with someone. When the lead starts to come in, you just need to ask them for their license number and say, Hey, you know, these leads are all going to you. For me to be able to do this and be able to send you these leads, it’s required that I have a license number on my site. And what you do is you just put a little thing on the bottom of the website that says We are a third party referral service. All leads go to a license contract number, put their business name and their license number their.

[00:48:28] Ok. All right, so we’ve got this stuff here. Don’t don’t let the scare you, that it’s whether it’s licensed or not. Ok, so competitor one name. Ok, so now we’re going to kind of get into this. And what I want to do one of the first things that I’ll do. I’m going to get rid of this. We’re going to look at smart home Dallas, and I’m going to pull this by this company here. It’s important to know that in the Google my business area, this changes as we move across town. So if I do a search right here where it says like six thirty five, I don’t know if you guys can see that this is going to be different results than if I do over here in Irving. Right. As I move across town, these things are going to get shuffled all over the place and I just chose Smart Home Dallas. So this because this smart home starter is first year, that does not mean that there first anywhere else, just in this random spot that Google picked for this search, this company is first. So what we need to do is we need to find out who the top people are in town. Ok, so I’m going to start with this company, the tax home theater guys, right? So to do that, I’m going to go to Google.com. Slash maps, OK? And then I’m going to put their name in here.

[00:49:44] So the. That takes home these guys right here. So it should be twenty seven reviews that these guys OK, so some of the stuff that I look at and I should have added this into the survey is I’m going to look at their reviews. I’ve got that on the survey. So one of the other things I like to look at is their pictures. So I want to know a few things, and I’m not just looking for the number I want to know. These are like legit pictures because I believe that this this matters, and I think that if you use photo stock that it is worse and I think Google knows, I don’t think it’s like a deal breaker or anything, but I like to pay attention to the small edges so you can kind of see these look like real photos to me. This doesn’t look like photo stock. This looks like someone took these of their real work and we’re going through and it looks like they have a decent amount. They have a good amount of pictures. Ok, so when we go to build out our GMV, we build out our sites. We’re going to want to beat them in all the different categories that matter. And one of them is pictures. So like if they’ve got five hundred pictures on here, well, I need more than 500 because I want to beat them in every category. It looks like they probably have like 20. No big deal.

[00:50:58] We can easily beat them. And even if they had a bunch like it’s not like the end all, be all. But I do like to beat them in kind of like beat them in every category. And I just think that when you do that, at some point, Google is like, Hey, the dominos are going to fall. Like, we don’t know exactly what, like how many points it is for this and that, but we know the things that matter. And if we just beat them at all, then like the dominos are going to fall our way. It’s just a matter of time. Ok, cool. So now that we’ve got this, here’s what I’m going to do is I’m going to run a heat map on that. So that’s you guys have not seen that before. It has a lot of different important features. So when we set up this Google, my business, what we’re doing, Google will send a postcard to us. We get a code off that we put it into Google and that verifies that we have access to a real location in the city. Ok, so once we do that, there’s a unique identifier called a map URL. We need that to submit this. So if we go into research, I’m going to keep this open and I’m going to open this up in a new tab, and I’m just going to plug these guys in here. This is going to show me the rankings of this, these this company across the entire city.

[00:52:07] All right. So we need a keyword for this. One of the ways that we can do this is we go into Google and we type in smart home. We can look down here at the bottom and kind of see smart home devices, smart home ideas. This is it’s just so generic. Let me see here. I’ll do smart home Dallas again and. So now we put a locator on here. I’m just going I guess I’ll just stick with with smart home as my keyword, that’s pretty broad. The thing I don’t like about it, but I haven’t done the keyword research on this, so I’ll say smart home and actually I’ll do smart home Dallas. Not where we are. All right. So this is going to make more sense in one second once we have this grid. Ok. All right. So this right here is the distance between these points. So right now, the way I have said it’s one mile, if I set this here, it’s going to be half a mile, so it’s going to be smaller grid. So this will give us a pretty good understanding of this city. This is a big area in a really populated area, so this is probably going to be pretty competitive. So I’m just going to click on start the seat map. All right. Why we’re doing this. Does anyone have any questions about anything we’ve covered so far? Jeff, are we are we good? We locked in.

[00:53:23] I don’t see any questions, I was giving him a second to kind of ask, but I don’t see any that have been posted already, so I think we’re good.

[00:53:33] Ok, cool. All right, so you can see what this is doing, and I know that a lot of you guys know this that are on this call. It’s telling us the ranking of how this this particular company, how they are ranking at that exact spot on the map for this term. Ok. So it looks to me like this like you’ll you’ll start after you use this a little bit, you start to notice patterns and this is a really good start for this company here. They’ve got all greens, so when it’s less than three, it’s going to be green. So they’re ranking first or second and all these spots. And so there is 13 miles or something between here and here. And then there’s another like three miles so far. So this is probably going to be a pretty green map. Maybe this will be the top company in town we want to know. We want to know who this is, and this is a really good starting spot for us to understand how, like, who should we be evaluating when we go through this? And we kind of look at some of the other questions that I’ve prepped on here. We can look at the competitor name. We’re going to add in their website how many citations. So that is just like a address listed on another website about this, this one, we’ll look at the back links. We’ll talk more about that in a minute. How many pages they have, how many reviews they have, if there’s a keyword in the GMB name. We will talk about their heat map ranking and heat map average, and you can see I’ve pulled out three competitors, so how do we know what competitors to evaluate? What we do not want to do is we don’t want to just grab these three because of this random location that Google chose, right? So we need to find out.

[00:55:15] And that’s what this heat map is doing is it’s telling us who the top three actually are across this entire city and not just in this one random location. Some of the other things that I recommend that you guys pay attention to is this organic area down here. So even though this is the the area that’s most important, some leads will still come from this area. I know that we’ve had games where we’ve only had one GB for our website and we’ve lost that gap, but yet we continue to get leads because they’re coming from this organic area. Additionally, this area down here often affects this area, so why does that matter? So if this is affecting it? And so let’s imagine that this was this is no. One here, this is number two and this is number three. And then down here, it’s the same company is number one and the same company is number two and the same. This third company is number three. So that’s telling me that like, hey, maybe this is a little bit tougher because it’s going one, two three here and one two three here. But if we know that the ranking down here impacts their ranking up here and the people that are down here are not up here, then that tells me that there’s a weakness in this market because these people are able to rank up here without ranking down here, right? So that’s a little bit more complicated to get your arms around, but just pay attention.

[00:56:40] If it goes one two three one two three, then it’s going to be tougher if these people are ranking here, but they’re not even on the first page, then that oftentimes will be a sign of weakness, right? If you look at what we have here, you can see I’ve added in review count, so I’m paying attention to that and I’m also going to pay attention to how many pages they have on their sites and a few other things in here. So the idea is after we build this out, we’ll really start to have a have an idea of how tough these guys are. So just because this company has this, this does not mean that they are tough, OK? It could mean that everyone else is not good, right? So because they have a solid green map. Does it mean that they’re great? It means they’re better than this is all relative, their ranking is too relative to the rest of the market. So if the rest of the market is weak, then maybe they just happen to be in a soft market. So it’s like. They were able to outrank them, and we could easily outrank them still. Right? Ok, cool. So now that this is completed, I’m just going to refresh this page real quick and it shows up as completed.

[00:57:47] We’ve got it. Here’s a question for you, Patrick. Well, that’s reloading. Pack the other, Patrick is asking when you search smart home Dallas. Google shows you the three pack. What does that based on? Is it based on your IPS when you your IP address, when you search? And should you use incognito, how does that work?

[00:58:05] So this is where the heat map comes into play like you don’t like. I wouldn’t do it that way because I have no idea how Google is deciding to like, choose us within the city I’m in. I’m in Ohio and I’m searching in Dallas. How does it decide who it’s going to show me? Because like, you know, I haven’t searched with my IP in this area. But when you use the heat map, the way this works is really cool because it’s basically it’s using like proxy to do a search from this spot and then it’s adjusting it and it’s moving the longitude and latitude. And then it’s doing from this spot and it’s scraping the results and it’s loading those results into here. So it’s doing all the stuff. So each search, you get a completely clean, anonymous search that’s performed from this location. So this is part of I know that a lot of you guys have landed deals and this has been really powerful for you guys for prospecting. But this is phenomenal for research and doing your due diligence for this very reason. So if we look down here, it looked to me like this. This is the company that we did the search on. I thought that they were going to be the number one company in town. Now I know they’re not there number two, right? Number one is this company, the smart home starter, whoever they are.

[00:59:18] So I can click on this. We can look at this. We see this average of one point sixty six. So if we were to add all these spots up and divide, there’s one hundred and sixty nine spots on this grid because it’s a 13 by 13 grid. So this right here tells us that they’re appearing in one hundred and sixty nine spots out of a hundred and sixty nine spots, so they’re in the top 20 in every single spot. It’s clear for us to see that right. Otherwise, it would be red on one of the spots. So they’re appearing in every spot, and if you added up all these points, they would have an average of one point sixty six, but this other company smartphone starter with an average of one point forty four. So this is the number one company. So when we go back to our sheet here, you can see competitor one name, right? So that’s this company, right? Competitor to is the text home theater and competitor to three. Is this Vivint Smart Home? One thing I want to point out to you guys, I’m going to click on this. If I click on this, it’s going to open up their actual GMB. So that’s really nice. Notice that smart home are our key keyword is in the name. Ok, so to me, that’s a sign of a little bit more difficulty because they’ve got the like.

[01:00:27] I train you guys on putting the keyword in the name right? And this is actually a really I mean, this is a decent name. It’s a little long, but putting branding with it and then getting the name and they’ve got home theater, which is probably one of their main search terms. They have two keywords in their name, and then they’ve got this like encapsulated with the text and experts, right? So if you just peeled that off, that’s a good way to do it. That’s a good way to brand it. This might be a little bit long, as I said, but that’s one of the factors that’s on here, right? If you look down here, keyword in the GMB name, I have that on there because I believe that is that’s a smart move and you’ll find cities where nobody does that. And I like this because they don’t really know what they’re doing because you should do that. So these three guys have done this, you can see, actually. Almost all of these people look at this. The all these people up from here up, they all have smart home in their names, right? And that’s part of why they’re ranking for this term, which is what we expect. But again, you’ll find cities that don’t have that, so I would pay attention to that. Ok. All right. So we know.

[01:01:33] So now if we go back and we look, I want to put their names in here. So the first one is the smart home starter. So I’m just going to copy this. I’m going to go back over here. I’m going to put that in there and then I’m going to get the second one, which is kind of running off the screen. So I’m going to copy it from here. So this is competitor two. So I’m just filling out the sheet as I go through this, right? So competitor to. That’s their name. And then competitor three. Is this Vivint smart home? Ok. All right. So Competitor three. Down here. All right. So I’m going to go over here and I’m going to get there, I’m going to pop each one of these out because we’re going to need it. I think you’ve already got that one out there, so we’ll get rid of that one and we’ll pop out these guys and this smart home starter. So one of the things that you guys can do, like we said, hey, this is what the number two heat map looks like. If you want to see the number one, I can just click that and that’s what their heat map looks like. It’s hard to tell what’s one when you’re just looking at this. It’s hard to tell which one is like, actually better. That’s why we have to averaging in here for you.

[01:02:38] If you look at this, you can kind of see where one is ranking better than the other. So, for instance, in the northwest, which is going to be the top twenty five percent of points. They are at one point sixty seven. There are one point thirty three, so we can kind of see in the southeast this company smart home is a one point one one seven or one point one seven. So these numbers are really close. There’s not much difference between this, but let’s just get the order. This is exactly why we set this up for you guys. So there’s no doubt as to who’s ranking above the other person. So the point is, you want to do your due diligence on the top people because you’re trying to you need to beat the best people to be able to take over this market. So the first thing is identify them and then gauge how strong they are. If we were to. Look back on our results wherever those were. Right here, smart home starter is that is that that number to company for number one? Yeah, smart home starter like this gives me a little bit of confidence because these guys don’t even have any reviews, right? Reviews are a ranking factor. They don’t have them. They’re able to rank this way and kind of dominate the whole city with without reviews. So that says something.

[01:03:46] I’m going to open up their website. I want to really understand how they’re doing. One of the things I should probably add to the sheet that I don’t have on here is the amount of content these guys have almost no content. Ok, so if you guys want this, I’ll load it into your accounts. But before I do that, I’m going to put the content in here, and here’s how I’m going to do it. Here’s how I’m going to determine it. I’m going to highlight this stuff, this whole page. I mean, my guess is there’s less than like two hundred words on this page, so I’m going to go over here and then I’m just going to type into Google word count tool. Ok. So I would take this into account, that’s something that I pay attention to with when we’re going into it, you can see there’s 400 words on this page. I would be targeting like fifteen hundred to two thousand words on this page. I’ve heard some people doing two thousand five hundred words. The home page is the most important part. It’s not all that matters, right? So so far we’ve identified this this site that has like no reviews there, the number one company, and they have not a lot of words. So there’s some other reason that’s contributing to their ranking. But it’s not. It’s not those two things because those are both weak.

[01:04:58] Ok, cool. So let’s go back over here. We know that the smart home. Is that smart home starter? Ok, so I’m going to copy there. Website address right here, smart home starter. Also pay attention to the fact that they actually have smart home in their domain, that does not hurt in the rankings. That’s always a good thing to do. So this is their domain and one of the things I like to do, too. I’ll just kind of like knock these guys out real quick. Their review count? They have zero reviews, right? Let’s look at their page count. So how can we do that? This a trick right here. It’s not 100 percent accurate, as some of you probably know, but it will give you a good, a good idea. So if I do what’s called a site command, so I put site with a semicolon in here and I enter. These are the pages that Google knows about, and this is this is what we’re looking for right here. This is part of why they’re ranking. They have two thousand three hundred and fifty pages on their site. That’s a lot. So if you want to beat them in all the categories, you would need more than that. I don’t want to build ten thousand three hundred and fifty one pages when I can go find another city that has the leader has six pages and I can just build like seven pages.

[01:06:09] I would build more than that. But just, you know, one of the things that you should pay attention to is let’s look at their pages. Some of these people don’t understand how themes work or their websites, so they end up with a bunch of pages that have like garbage. Right? And these guys don’t have. I’m just going to go out on a limb and say that these guys probably have a bunch of pages with no content, but they have so many of them that are kind of adds up, right? And maybe they’re doing well in other categories, too. Google is there’s like no value to this page. Like, What is this right? There’s no value to this, but they have two thousand hundred pages. That is a ton of pages. So I guess Google has like taken all this, put it into a blender and decided that this is that this has value. Here you go. Ok, some of their pages apparently do have content, right? And they’re linking to other things. They’ve got videos on here. So maybe this is some of the value like graphs and stuff like this. Oftentimes, I believe that Google, they add more value to that. It’s like, you know, someone someone’s like demonstrating real value when they build something out like this. And it’s not just like a standard lead gen nonsense.

[01:07:21] Ok, so they’ve got ten thousand three hundred and fifty pages, and even though a lot of them appear to be garbage, I’m still going to go with what I found here because I’m going to be comparing this. There is a free tool that you guys can get that is pretty good. Ok. Let me just set this up. So it is majestic. You don’t need a majestic account, so you just have to pass their authentication here. So I’m going to authenticate for free. I’m not good at this captcha, so we could be here for about 40 minutes before I can get this thing figured out. So let me do my bridges. I can’t tell if that’s a bridge off in the distance. This is where. Ok, all right. I got it the first time. So I’m going to look at this and I’m going to see what their back links look like. So what I’m looking for, actually. So it’s going to run on the page that you’re on. I’m not on their home page. I want to run this on the home page, so I’m going to go back. This is their home page, this is where most of their links probably will be. You can see that they have twenty six referring domains. That is not many. They’ve got thirty one external backlinks so majestic, just just the heads up. For some of you guys that don’t aren’t familiar with this, a is essentially a link from another website towards this site.

[01:08:40] If you think about this as like a vote, then who has the most votes, so that’s how it would start out. But. It’s not all the votes are not equal. Like if I were to go and ask. Maybe, maybe I want to go in Best Buy and I’m going to ask someone about, like some tactical question about a computer. All right. So the person in Best Buy their votes on, it’s an educated vote. Like they’ve got experience with it. They understand the different parts. But if I were to go and ask, like, you know, maybe some homeless guy who is most likely doesn’t have like all this tech experience, like maybe his opinion doesn’t matter as much as the expert inside of Best Buy, and it’s kind of the same thing. So there’s great websites, there’s websites that suck. If you were to get a link from like Microsoft.com or Google.com, then your website would shoot up in the rankings. So the trust flow is is talking about the quality of those links and the citation flow is talking about the quantity. If you had nothing but good links, then there would be kind of a one to one ratio between these. You can see that there’s not. So this person has links from like most of these domains are probably not very strong domains.

[01:09:58] So that has driven up the quantity, but not the quality. Ok, so majestic. It’s free to install. You just got to do the CAPTCHA. So let’s see what we have here. We have backlight count. So I’m just going to go over here and look at what that number is. If I go here, I can see that we have external backlinks of thirty one. You can add in more of these to the domain. I would not. I would pay attention to the backlinks that matters. But we’ll just we’re just kind of doing a demonstration here. So this is going to be thirty one. Ok, so I’m going to put in thirty one. So citation count. How can we find that? So there’s different tools out there that will give that to you. Hopefully, these guys have a phone number on here somewhere. All right, let’s look at their Google my business real quick. These guys have no phone, no, I don’t know what is going on with this, maybe these guys are the old dog in the in the game. They look really weak to me other than the fact that they have over two thousand pages. Let’s look at Vivint Smart because this will be a normal, more normal. So what I’m going to do is I’m going to copy this, this this person’s phone number, and I’m going to put it in quotes. Like this, and I’m also going to I’m going to change it to match the format, even though Google.

[01:11:20] So you can oops. These guys, right, visit home. So I’m going to use this same format. I’m going to get rid of the one and I’m going to use that format. I’m actually going to go and visit their website. I want to see how they have it on their website. What format they used? Is this like a national company or something, it’s kind of what it feels like. All right, so. I’m going to actually use this phone number, I think, and I’m going to use it with their name. Ok, so give me one second. What we’re trying to do is we’re trying to see how often this shows up on the internet for. There’s stuff I’m just going to pull this over to another screen real quick. Two seconds. Maybe I’m not. Um. All right, cool. We’re going to do it this way. All right, so we’ve got vivid. Where do they go, these guys? All right, I’m going to try it both ways, I’m going to try it with both their phone numbers. What I want to do is I want to find out what just happened. Sorry, guys, technical difficulties. I think I did some kind of weird shortcut for full screen mode. I somehow close that. She’s. Sorry, guys, one second. Any questions why we’re going through this, Jeff, are we good? Yeah, there are a couple.

[01:12:58] Preet asked if we could touch briefly on turning the Reds into greens, especially for longer distance areas. Maybe that will come closer to the end of what you’re doing. Greg shared a chrome extension for word count. It’s called word counter. Much of my screen just change. It’s called word counter. Plus, so if you look that up Chrome extension, you probably find it in the Chrome store and then finally, do you check how they rank in a dress and how much traffic they get?

[01:13:32] Do I do do that in my agency, but I know that not everyone will have that to start out with. So I’m trying to I’m trying to do this using trying to do this the cheap way. Yeah, right. But yeah, I do check that I also would recommend looking at the backlinks that they have. So you guys, this is probably a national company. I don’t know whoever asked that. Maybe you’re familiar with this company, but this you can see that there’s fifteen thousand eight hundred results for this that have this name with this phone number. And this is a one eight hundred number, which is what I thought would be a national company. So maybe in the smart home industry, you’ve got a lot of national players that’s different than like a local plumber. Right? This is the one we’re going with. So these are going to be a lot of citations where their name and phone number are showing up. Sometimes you really would like to have the address in here, but if it’s a service area business, you might not have access to their address. But you can kind of get the name and phone number to see where they are. You can see that maybe it’s not showing up. I don’t know if I did, because some of these are there, like crossed off.

[01:14:46] It’s missing that. So I don’t know why it’s doing that. I haven’t seen that before. Why that’s crossed off like that. Usually the quotes like Enforce this. I think there are some Google language trick that you can put in here, but I can’t remember what it is right now. It’s like contains or something. Maybe, maybe somebody knows. Maybe it’s in you. I can’t remember what it is exactly. I’m going to do it again with this phone number here, and I want to look at this and see because this is really who you’re competing against locally. Ok, so we got four, six, nine six, nine four. Zero zero, nine six. Ok. All right. It looks like it didn’t really find no results found. And it could be the way that I have this. You try a couple variations here. Basically, what we’re trying to do is we’re trying to get the number of citations on here. Ok, no results found. So these guys probably don’t have a lot of citations locally. That’s that’s my opinion, and maybe I’m just not hitting the right variation of how they have this set up. But if we were to, I want to give you guys an example of this working in action. So let’s do

[01:16:07] This. I’ll do. Hey, Patrick. Yeah.

[01:16:11] The way you do it is you put quotes around each of those two data elements separately.

[01:16:16] Yes.

[01:16:16] And the spacing between. Then you’ll get your rest.

[01:16:20] So just so you guys know, I obviously I’m not the one doing due diligence in my company anymore. You guys can probably tell I know that I’ve trained people, but it’s been years since. Um, I’ve had to do this on my own, I’ve got a team of people that are going out and doing these steps, so some of the stuff gets rusty if you haven’t done it for a while. So let’s try that. Still, no results found. Right? So what what I remember now, Harry, thank you for that. This is looking for this exact word and this is looking for this phone number. So when you have them both on here, then it had both of these have to be found right or you get something that says no results found. So what I’m going to do real quick. I just want an example of this working in action. So I’m going to say Plumber Dallas, Texas, and I’m just going to grab a plumber real quick because I want something that’s more local with this. All right. So we’ll see this Tribeca plumbing here and. Let’s pull this up real quick. Are you? Is this is this good for you guys? Are you guys getting value from this? If you are, just throw something in the chat for me and let me let me know. I know that some of you guys have been doing this process for a while, and it’s kind of second nature. But I know we’ve had a lot of new people, so I want to get this out there so you can see try backup plumbing.

[01:17:33] So I am going to try it. And this one. Here we go. Tribeca warming think, and I’m going to put their phone number in here two one four four zero two five four five four with my other quote. Ok. This is exactly what I was looking for. One hundred and thirty two results right here and you can see all the different places that they’re listed. So these are citations. If I open this up, I can take a look at this manta site here. God, I hate these capture things. Sure, any other boats or. That’s. I missed one. Ok, cool, so this is what a citation can look like, right? This is their address on here. It’s got their phone number. It’s got a link to their website. It’s got like a business subscription. And these can look different, like they can have more and less of these parts. But the point is they have one hundred and thirty two of these. So when we go, we’re going to back to what we’re doing here. We’re going to want to make sure that we’re beating them in this category, right? So with this smart home, guys, it’s hard to get a clean citation count on what they actually have because it’s like they’re a national company. So they’re like fifteen thousand citations or places where their company is listed with their phone number.

[01:19:03] But then there’s like none that have their GMP number. So it’s just a little bit hard to gauge that they do have this in there in there. The keyword was in their name. It was like most of their name, right? If we go back to the heat map, we can see smart home starter, right? And this is their ranking as one. So they’re the first company, they’re the top ranking company. Their heat map average is at one point forty four. So that’s the next box, right? So we will make them a one right? And this is a one point four for. The problem here is I chose the type of field I chose for this I shouldn’t have chosen no. Now it doesn’t let me do a decimal, but imagine there’s a decimal in there. I will get that updated. For those of you guys that want us to install this in your account and then you go through it and you’re going to put these for each one of these. So let’s imagine I’m just going to make up some numbers here, because now you guys know the process, right? So let’s imagine that this was like not a national company, and they had one hundred citations or that other company that we just saw the Tribeca Plumbing, they had a hundred and thirty two. So I’m going to go through and I’m going to compare these right. I’m going to fill out the sheet for each one of these.

[01:20:16] And at the end of it, when I click on Save, it’s going to ask me to rank the difficulty of this niche, right? So click Save. And based on the information that I have here, how tough is this niche? That’s what we’re trying to look at here. So based on what I’ve seen so far, I would rate this about an eight out of 10. I’m sorry, I’m going to write this about, I’ll put it as a six because I don’t. I think this is a tougher niche to get into. I think you’re going to be competing against some national competitors that have big sites that have a lot of citations. I saw that this smart home, like some of the things that are contributing to their strength, is the amount of pages. I think that they’ve probably got like citations from all these different places around the country. They don’t have a lot of backlinks, so that’s like bringing it down. I would say this is a niche that that you can certainly beat. You know, it’s not like going into like plumbing in Las Vegas or something like that where there’s a few million or plumbing in Dallas, right? If you’re doing that, you’re just competing against like thousands of companies and you’re going to run into some, some really, really tough people. However, I would like to see, you know, there’s there’s niches that you’ll find where they don’t even have a website and they don’t have any reviews like this one didn’t have reviews.

[01:21:40] So maybe we could actually rank this as like a seven opportunity. So this is like not a great niche. This is an excellent opportunity. That’s where I would put it based on what I’ve seen so far. Obviously, I want to dive into these other companies as well. Like, maybe actually, let’s do this. Let’s just let’s be complete about this. Let’s not I know we’ve been on here for a bit, but let’s let’s just kind of run through this, and I’ll give you my honest opinion on this real quick. All right, cool. So we’ve got Vivint. They had three reviews. I’m going to grab their website. This shouldn’t take you that long. And honestly, once you have this, what I would do is I would set up. I would have my I would have someone on my team doing this like I did, right? So we did Vivint. So the backlink count, so I’m just going to go to their website. I’m going to look at the amount of links that they have. So go here. When you use my little plug in, so look at these guys twelve thousand links. So that doesn’t mean they’re strong. This is not a number I want to see here. Thirty one, I think you’re going to find a lot of companies like that first one we have that was like a six. This is a thirty one. The distance between six and seven is less than the distance between seven and eight.

[01:22:53] So it’s like logarithmic the way it grows. So as these get bigger and bigger, like the difficulty goes up, like to go from like 90 to ninety one is a much bigger deal than to go from like one to two, right? Just if that makes sense. So these guys have a ton of links. Not really what I want to. I just I don’t want to see that because I’ll find somewhere else where there’s like nine links, right? So that’s a dissuade or for me, right? So we’ll go like that. The page counts. Let’s see how many pages they have here. I’m betting they have a bunch of pages. Sixteen thousand pages in here and again, this could be that same situation that we saw with that smart or home company. I can go out to like Page Nine and just like open up and see if this is like a real page with real content. You also want to pay attention, like is this the same content on all their pages? It looks like it is so you can devalue these pages quite a bit, but there’s twelve thousand of them, right? So or sixteen thousand, I’m sorry, sixteen thousand of them? Not really what I want to see when I’m going into this again, like, it’s definitely beatable, but it’s like, how much do you want to mess around with this when you can go and like, be like 20 other companies by the time you get this to get this thing, to rank the keyword in the name, yes, it was.

[01:24:24] They’re not ranking. I think it was a three for these guys. I think their average is like a three point thirty five or something. Three point twenty five, OK? Three point three five three point two five OK. All right. So you’ll notice as you go through this that like a lot of times. It’s like I said, it’s harder when you have these national guys in there to get the real citation, but you can see a story being told of why this company is first, why this company is second and why this company is third. So let’s get these like Texas techs home guys there to kill them. All right. Tex Holmes, these guys were ranking number two and our list. Twenty seven reviews will pull up their websites. Notice that this company does not have a valid website here, so I don’t know how long this has been down there. Still kind of like maintaining those GMB rankings. There’s kind of some mixed results that are happening in here with with this search. And usually when there’s mixed results, then I kind of like tend to think that it’s a little bit weaker. I bet we can still get the. Oh, nope, it’s not giving us the. The site is down. This could actually like, hey, I mean, you could actually pitch this company and be like, you know, your website’s down and maybe this is a GMB that this company is not even in business anymore.

[01:25:47] I don’t know. In the last review, you came in. Um, a year ago, this company might not even be in business. You know, this could be like some situation where you could try to reach out to this company and just be like, Hey, can I kind of like pay for your Google my business and give you guys a few hundred dollars to get access to that and your website’s down? Can I buy that domain and maybe build a legion on that because these guys already have a good foothold in here? A lot of this other stuff is you’re not even going to be able to get it. We can’t get the backlinks right now. We can’t get the page counts. We saw that the review count, I think they had twenty seven reviews, right? There was a name in the keyword. This was, I think, were they to what it was? Yeah, tech’s home is two with the one point sixty six. Ok. Two. And I would probably do more research on these guys, like someone whoever had mentioned about the rough stuff, I would do that too. I do that as a part of mine. I can kind of show you guys what that looks like real quick. This is a long one. Let me just log into my air trust account real quick, guys. And I’ll show you what I would do. So explore.

[01:27:11] Hey, Michelle, did you have a quick question? About the rating.

[01:27:17] Yes. Hey, Jeff, is Jan. I know.

[01:27:20] Well, look at that. I saw John Kerry go incognito on us or what? Hey, Joe, what’s going on?

[01:27:27] How are you? So, yeah, so my question was when when Pat, when you were reading at the end, you know, when you submit it as assume. So how do you score this? Uh-huh. Right? And I think we talked about this before, but you know, off the top of your head, you can kind of figure it out. But do you have maybe like some, maybe like a point system or something that you would wait different factors to be OK, like after you add all your data? Pretty much it has this many reviews or this is the back of the neck for this is five or whatever.

[01:28:03] Yeah, that’s the that’s the part about this that that that’s the weakness in our current system is its feel. You know, you use this stuff. But what we’re building with our due diligence tool is we’re going to build this so it pulls information in automatically from like majestic and address for you. And then it kind of runs like a calculation for you guys can give us based on what you filled out. If you use the sheet that we build, then we can tell you whether we think this is like a good niche to go into or not. Right. But right now you’re just going to have to do it off of feel and that stuff right there. We’ll get we’ll really put you in the right direction. Right. It will. That’s this like, this is the most important thing with with a few things that are missing because they were like, not everyone has access to them, right? Yes, I think I’m paying two hundred dollars a month for it. I know that’s expensive for a lot of people. So that was kind of what I was, the sacrifice that I made. I should build a second one of these that has everything that we look at. And then depending on where you are and maybe you can look at one or more, you can get a really good idea with this information right here like this would be enough for me to decide whether I’m going into a niche or not.

[01:29:23] With this, this information, because this honestly, this would not be a niche that I go into. Just looking at this information because this is like like I’m six two. This is like playing against someone else. That’s six two and basketball. Well, let me go find someone that’s three feet tall when we play against them. And let’s see who wins, right? So like this, this is they’re just weaker ones out there. And I know that because I’ve done that a bunch of times, you start to get a feel for this right? Some of this stuff matters more than other things. I I think that reviews matter a lot because the GMB is where most of the that’s where most of the leads will come from and the reviews are a ranking factor for that. So when someone has twenty seven reviews like, I’m not as excited when I like this, I like it when there’s zero because you’ll be able to find niches where all three of the people have like. You know, 10 citations. Three backlinks. Six pages. No reviews like those are the ones I want to go after, where they’re maybe their heat map average is like a one, but they’ve got all this other stuff being true. They’re just like dominating a market that is terrible, like, like as terrible as far as like the strength of the competitors, right? They’re just they’re really weak. So this is plenty for you to make a decision.

[01:30:47] But I do like to look at this other stuff. I’m paying for these tools and I’m going to take advantage of it. Let’s look, this is what I was thinking was going to be the case. This is that smarter home. There are national company. These are numbers I don’t want to mess with at all. Like this is this is legit stuff right here. Most of my sites that are crushing it in their local market have a smaller number here. So this is the domain rating, which is like the strength. This is kind of determined by how many links are coming from legitimate sites so that backlinks is a really important part for ranking a site and the site influences the Google my business. Right. So this is a big number. I like to see it when it’s less than 10, when it’s forty three. That’s a big number. This is a big number over here. So this is a little bit hard to explain, but I’m going to explain it. I’m going to take a crack at it and hopefully we can make sense. Ok, so let’s say I do a search for like dentist. Dallas, Texas. Ok, so this area right here is the Google Ads area. Ok. And this is an auction. So basically, the more valuable the lead is, the more people will be willing to pay for that lead. That’s kind of like a. Rule of thumb. All right, so. Ok, so let’s go back here, so this this ref’s number here of one hundred and thirty two thousand.

[01:32:13] This is basically saying these people are getting based on all their organic keywords that they’re ranking for. If you were to pay for those, there’s like two hundred and seventy six thousand organic keywords that this company is ranking for. And if you wanted to get the same amount of traffic that these people are getting, it would cost you one hundred and thirty two thousand a month in Google ads. So that’s basically what that number is. So it’s trying to assess the value of the organic ranking because not all the keywords. If I wanted to rank for like, you know, Patrick Shannon is awesome, like there’s no one bidding on that. So that has no value. But if I want to rank for like dentists near me or dentist Texas, a lot of people will be bidding on that. So that will be worth a lot of money and that will contribute to this. So it’s like using that to gauge the value of their organic ranking. Ok, so when you see this, these people are getting a ton of value. That is a huge number. So this is somebody I don’t want to have to compete with when I can go and find somebody who is terrible. Like, if we look at this company, which I have no clue, we’ll put this try backup plumbing company in here. Real quick, real quick.

[01:33:24] As you’re moving to that next company, Patrick, I can see that this domain really only started getting power within the last couple of years and really in the last year, like, how would you think through that or would that? I mean, I know these numbers are super huge, so it may not even matter. But I think that time is a factor. If I’ve seen something and maybe a less competitive niche that has gained that much traction that quickly it tells me that there might be an opportunity for me to come in and do the same even better.

[01:33:53] Um, you can see that over the last few years, they’ve got like a lot of they’ve got a lot of backlinks, so that’s what we’re looking at. Those are the referring domains, right? These are the pages. This is the domain rating. So everything started to move up for them. I don’t know what their history is. It looks like I’m still somehow I’m like caught in between because we saw that they had one hundred and thirty two thousand thirty. Ok. So I don’t necessarily think that that’s a sign of weakness. Maybe they were on like a maybe this company was on like an HGTV show or something like that. We can probably go in here and look at their links. This is another thing I look at when I’m really like geeking out on this because I’m going to go in here and I’m going to look at that. So when you’re trying to get links to your site, what you want is you want niche, relevant links. So I don’t want links from like like a dog and pony show or some weird thing like that pointing to this because that’s unrelated to smart homes, right? If I have links from like politics or something like that that’s not related, then it’s like, that’s not really going to help us so much. But you can see that this is a tech. This is a smart TV and web browser thing.

[01:35:07] So that is kind of in their niche, says Ring Doorbell. Right. So these are the domains that are linking to their site, and you can kind of see that that looks like a strong domain. I like to look at the strength of the domains, and I like to see how hard is it going to be for me to get links that are equal or better to these people’s links? So these look like some of these are going to be hard to get right? This is not some random blog site. I don’t think let’s open it up. We can look at it and see. Well, maybe it’s this guy’s random blog site, but I don’t know that you’re going to have the opportunity to get a link on this site. This might be. Some of these sites, they’re going to build out entire sites and make it look like it’s not their site to drive traffic to it. I don’t know that that’s the case. Let’s go back to their actual domain. Let’s see if this looks like this doesn’t look like a super widget, like this isn’t like some mainstream thing, but still it is a site that’s dedicated to their exact niche. And when you go to get your links, you’re going to want to get niche, relevant links. So if you look on here and it’s a bunch of blog sites, then you know that that’s like easier to get links that are better then than ones that are like this that are all niche relevant so far, right? Home theater ideas looks like every site on here is like niche relevance so far, I haven’t seen one.

[01:36:37] And pay attention to the actual root domain. Like sometimes you’ll be looking through this and you’ll see a domain that you recognize like you like, if I saw one from like HGTV, that’s like, I’m not going to get a link from there. Probably that’s going to be really hard for me to get a link from there. Maybe I can wiggle my way in there somehow, but that’s who you’re competing against, right? So let’s contrast this with this Tribeca plumbing site, right? This is this is what this is, what a national competitor is going to look like sometimes, right? So this is from a roofing company, right? Watch for plumbing. I mean, that’s they’re both in like that home space. It’s another roofing company. It’s really weird that they have all these roofing companies on here home blue. This is a locally relevant one, which is good. Like when you go to get these links, there’s two different types of relevance you really want to focus on. One, you want the niche relevance and another is the local relevance. So this is actually a plumbing company here. Or maybe it’s not.

[01:37:44] This looks like kind of a trashy domain to me just by looking at this. Yep. So this is when you see this type of link. This is much easier to beat than if it were from like an HGTV or something like that. So these are the types of links that I would like to see if I’m going to go into this market and compete against these because I’ll get better links than these people have. Right? There’s Yellow Pages. Ok, so this looks much, much easier to me. Let’s go back and looking at their back links. Let’s look and see how tough they are. So that other one was a forty three. This is a 13. It’s because of those links are weaker that are driving this up. And you can kind of see these numbers are going to be much lower to guarantee it. Nineteen hundred. That’s not too bad for a local company for hours just to give you like a baseline. I mean, we have some that are like thirteen thousand for local sites. So like these guys aren’t like. That’s not that’s not a scary number for me, but it just kind of give you a baseline. The air is also something you want to pay attention to. It’s it’s it’s very similar. It’s. I’m not going to get into all the details, you can read the description about this and look up you are, but I would pay attention to both of these numbers.

[01:38:57] A lot of times I would maybe even consider the yard to be more important. I’m paying attention to their links if they have like Dot gov or Dot Edu links. Those are going to be harder to get as well. So I will go and I’ll look at their keywords and I want to see how their keywords are actually ranking as well. Like, what keywords are the ranking for? Are those ones that I’m going to want, right? Or are they ranking for a bunch of stuff that that like maybe adds value to that traffic number, but it doesn’t really matter gas line to house? Probably not. Like, I don’t really care about some of this stuff here. I don’t think people are going to Google this with buyer intent. Right. So there’s four hundred searches a month. But I mean, that’s just like such a vague term. There’s no buyer intent, right? A lot of gas line installation that one has a little bit more buyer intent. This is a do it yourself or thing, which like, I don’t really care. Commercial Plumbing Dallas that has buyer intent, that is a commercial company. Look, there’s somebody looking for a plumbing company to come help them, right? So these are the terms that you really want to rank for, although this, you know, not only has 80 searches a month.

[01:40:07] Ok, so we got here five hundred. That’s another do it yourself. Ok, so those are some of the things that I like to look at when I’m going through a trust to do my due diligence. But like us, generally, you know, this is going to give you plenty to make that decision. So based on what I’m seeing here. I’m going to stick with my original one, and I’m going to make this a six. This is not a niche that I like that I would be targeting on my own. And you could pull this off. You could you could absolutely beat these guys and you could set up satellite site