Due Diligence Walkthrough , Solid Prospecting Sequence & Lead Gen Mistakes

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[00:00:18] All right. I think I got this figured out. Zoom just had Zoom, Facebook

[00:00:24] Seemed like they had some kind

[00:00:25] Of update, which caused a lot of confusion. But I think we are live now. Let me just. Having some people here, right? Cool. I think it’s working now. What’s going on? How is everybody doing?

[00:00:47] Like Spotlight tonight? How are you

[00:00:49] Doing? Are you ready? I’m about as ready as I’ll ever be, man.

[00:00:53] Ok, cool. Can somebody let me know? There’s some weird stuff going on with with Facebook and Zoom? Is this is this live on Facebook in the group? Are you guys? Can someone kind of give me a yes on that one? If so. Yeah, it is. Ok. Awesome. Yeah, Facebook and Zoom just changed a bunch of things, so luckily I have a good friend named Caleb who was able to figure it out and explain

[00:01:21] To me what happened. All right,

[00:01:24] Cool. So how is everybody doing? We have a good week. Jeff, what’s up, brother? He’s in his own world.

[00:01:37] You’re on mute. I’m I feel like a fool when you get it. So yeah, going good man. Nice. Beautiful day here and sunny Austin, Texas.

[00:01:49] Yeah, yeah, it is. Is there anybody that’s got some winds to share this week to start this meeting off? Started off on a positive note.

[00:02:01] Yes, I do. I had of goats here, a baby. Please go ahead. I had a pretty cool one. Just a unique approach I took end of last week. So I’ll throw it into this week, though, because it was after the call, so where I sold just a simple, simple website off the Snap’s platform. But one of the contingencies that I had with it was that I told them that they have to agree to accept leads from me as one of the agreements to buying the website at a reduced price. And I realized that it was actually a nice prospecting technique moving forward, where instead of selling people up front on region where I can be selling them a website and then having legion be this kind of back door approach where they feel that they’re buying a website and getting region. But really, for me, it’s like the approach is that I’m giving away a site for them. But then the amount they’re paying me is the upfront cost to then.

[00:02:59] So in this in this situation, are you the owner of the site or is that them?

[00:03:04] So they’re owning their own website that I’m building for them, but I’m hosting it. So they’re paying me for hosting every month and then I’m owning the Legion property.

[00:03:13] You’re building out other properties and you’re selling

[00:03:15] One to them. I’m selling them a regular basic website. Ok, and they own that, but they pay me for hosting on a monthly basis, and then I own the Legion site.

[00:03:25] I like it. I like it. Yeah, that’s that’s super cool. Well, congrats on that man. That’s a creative way to do it. And then I think I’m not sure I’m sorry. I don’t know your name. One sixty forty seven.

[00:03:38] Maybe that is your name. Then my name is Cody. No, no. I don’t know how that came up, but my name is Cody. Hi, everyone.

[00:03:46] Hey, Cody. Were you the were you the same Cody that I was going back and forth with last night? That’s right. Oh, cool, man. Nice to put a face with the messages.

[00:03:56] Yeah, thank you. Thank you for having me. I really like being here.

[00:04:00] Awesome. Awesome. So you have a win to share?

[00:04:03] Yeah, absolutely. So I’m pretty fresh to Jake seven weeks in and I’ve been doing some normal prospecting or whatever, and I actually today. Somehow managed to land a national client doing SEO in multiple cities simultaneously, and there was professional media companies that he was also interviewing, and he chose me based on like my rhetoric and my confidence comparatively to the others. And like a couple of months ago, I was just a tradesman with basically zero knowledge in this realm. And as of today, I’m like a digital marketer for a national company. So that is super cool.

[00:04:51] That is that’s awesome to hear. And hopefully, you know, there’s a lot of people that that come in here, Kodi that don’t have that start, right? Some people that have been in here for a while that have been in and out of meetings and for one reason or another. It hasn’t worked out. And, you know, part of this, guys, and this isn’t to take anything away from Kodi because he created this opportunity. And part of it’s luck. And if you put your name in the hat enough times and you get in the room and you get enough of these conversations, then this type of thing can happen, right? If you’re somebody like Kodi who seems like you’re probably good with speaking to people, right? And kind of this call and relaxing attitude disarms a lot of people, right? And it lets their guard down and opens up the conversation more for an exchange of value rather than like this like salesman like purchaser type attitude. So if if Kodi can do it like you guys, get your name in the get get in the ring enough times you’re going to you’re going to end up with a situation like this.

[00:06:04] Just do it quickly, add that. Obviously, it’s not just because of some amazing marketing ability, he’s quite right. Like I, I put my name out there, I went on Craigslist and I seen some strange ad that wasn’t very detailed. Someone looking for a marketing specialist and it was very vague. And I responded, and it turned out to be the president of a company like I. I didn’t just prospect it naturally, although I did find it, it was very lucky. Like and I, I’m just blown away. Like, I’m not trying to sound like, Oh, I did that in seven weeks like it was. I’m just so thankful to be here.

[00:06:45] Yeah, absolutely. But I mean, part of that look, though, is you had to be reaching out to these people. So the people that aren’t getting lucky. If you’re not constantly looking for these opportunities, you’re going to have to get a lot luckier than than if you just like if you’re the one approaching, right? So I think that that luck is personally. You know, you don’t play poker for a living for 10 years without having a lot of people call you lucky, but you put yourself in a good enough situation enough times and then it starts to stack up. And you know, this is he’s doing the daily actions like this, reaching out to some random person on Craigslist, right? This person saying, Hey, I need business. And he didn’t know what it was. And this guy, this guy was like kind of flying below the radar a little bit. But you know, I’ll tell you, I was when I first started, we had a few different houses and real estate, right? And I was selling it. I was living in Vegas or selling a couch on Craigslist. No, I think I went to buy a I went to buy a couch at some place and I ended up it was a weight and ended up being a waiting room at a real estate place. It was like this black leather couch, really nice and started talking to the guy and we ate it up, went in there to buy the couch and ended up like selling him a five thousand website and like lead generation and all this stuff.

[00:08:12] And then you refer to other clients to me. And it was just like Craigslist Couch. What had to happen? I had to like, let him know what I did, right? It wasn’t just a question of being lucky, it was a question of like, I was talking to everyone about my business. Everywhere I went, you know, I was friendly. I was confident these different things. Put yourself in the situation enough time. It’s you’re going to get lucky, right? So on some level, you got you got to start asking yourself, well, like if, is this is this luck or is this like, I’m just like, I have enough reps and I’m like rolling the dice enough times that it’s going to land on the land of my number sometimes, right? So really, really cool to hear that man. Congrats. That’s awesome. I know that it can be a little intimidating that the first, like seven weeks is that we said seven weeks. Yep, yep. Seven weeks. So, you know, there’s there’s a lot of people in this group, there’s a lot of successful people in this group. So I would definitely lean on them, you know, and any other. Go ahead.

[00:09:10] Sorry for interrupting. I got the first call just for the reference to I absolutely bombed like I. I tried to follow the the scripts and whatever, and I tried to remain the authority in it. But he is a president of a company that dealt with countless people like me and I. I really did bomb the call, but then I followed up with a super like humble email saying, Hey, look, my skill set doesn’t stand in phone sales or I’d be like a phone salesman. My skill set stands and getting people to the top like, I’m sorry, I couldn’t close an executive on the phone, but I guarantee I can do what I’m saying I can do. So if you could look past that and give me another chance and blah blah blah, and he said that that email actually is what sold him on it because even he even said he was like, Yeah, the first call, it was a little sketchy on it. He’s like, He didn’t sound like you were a, you know, 20 year veteran. Like, I’m just like flying by the seat of my pants to you, but you’ve got to kill your Facebook behind you. I’m hearing so much, so much, even background Dave, can you tell him it’s coming from somebody echoing really bad?

[00:10:19] Jeff, do you see where it’s coming from?

[00:10:21] I can’t. I don’t. I don’t have Facebook open at all. I don’t really hear it. I don’t really see it out there.

[00:10:29] Everybody is muted, except, oh OK. We’ve got a few people here. Yeah, it looks like just me. Cody and Dave are the only ones that aren’t muted. I personally don’t hear it either on my end.

[00:10:43] Part of that,

[00:10:45] I haven’t been hearing it either. Ok. Sorry, guys, it might be me. I’ll see if I can. Maybe that would be background noise going on over there, Cody. Nothing at all. No, it’s dead silent here and I have headphones on on this, so it’s not playing out loud. Ok? Yeah. Maybe the. Owns are doing it here.

[00:11:07] Dave, do you possibly have two Windows open like the Facebook and I know you’re a pretty sharp guy, but.

[00:11:13] It’s probably true we’ll see after voices are repeating, I do have Facebook open, but it’s completely muted out, so

[00:11:24] Ok after it

[00:11:26] Better, that’s good. That’s good. So I don’t know what happened, but OK, it’s good now.

[00:11:31] Ok. I must admit

[00:11:33] I did it. Sorry to cut you off. No, it’s OK. That’s a that’s about all I spoke with at the end of it.

[00:11:39] Cody, I want to point out maybe what just kind of like read between the lines of what happened here and why. You know, let’s take a step back, I post it, and I’m going to start doing this every week when I post the event, I’m going to ask you guys what you want me to go over and a lot of you guys had mentioned stuff related to sales. Sales is. All about connecting with people, forming a connection, forming that trust, right? When you humbled yourself with that email, you for whatever reason, it sounds like you struck a chord with with this with this guy. Right. And that’s that connection that was established right for me. I think maybe I have a similar sales approach where I’m I’m like, I’m really making about the person and about trying to build the connection. And it’s worked out really, really well for me over the years. And it’s like, just naturally, I think I come with that unassuming type attitude towards the people I talk to and that resonates with a lot of people. And I think that’s part of what I want to point that out as part of probably what he picked up on in your email where you just like, Hey, let me just get down to what’s important. I acknowledge I’m not good at this part of it. There’s this other part of it that actually matters. That’s where that’s where I’m good at. So that’s that’s super cool. Congrats on that man. And let us know within this group what kind of what we can do to try to assist you in this because I know you’ve got a you’ve you’ve bitten off a big, big chunk here, right?

[00:13:12] But it’s tough to provide. Exactly. Yeah.

[00:13:16] Well, it’s you need to come up with an attack plan, right? Mm hmm. Don’t don’t pretend that this is just like your business. What if you had a boss and your boss is like, Hey, I need you to manage this national campaign, get organized, find the resources that you need, come up with an attack plan, right? Start at the end and work backwards. What do we need to have in place for this to be successful, right? And like, OK, I’m going to need one website more more than one site. I need jobs all over the country. What cities do they want to focus on? You know, a lot of these. Things are a lot more challenging when you don’t have a plan, you come up with a plan, it won’t seem so daunting, right? And won’t seem like this overwhelming thing, right? This maybe when you first started seven weeks ago and you saw like these classes and you’re just like all these people in the group and everybody’s saying these words, you don’t know what you mean. That was probably overwhelming, right? And they have a structure laid out for you, so you just can kind of go at a good pace. Now you have to build that structure a little bit for yourself with this project and and work backwards, but it certainly certainly nothing that that can’t be done right. So congrats on that. Let’s let’s keep this meeting moving. Any other wins to share?

[00:14:26] Anybody else got people in the Facebook group? Patrick Lisa is sharing that she did a discovery call and turn the client down because there were multiple flags. So considering that a win, I agree. You know, you don’t want to take on the wrong client or that can definitely suck your time and resources. So people do that. And then Sean is sharing, they’ve got a couple of new CEO clients and prospects that need to site’s ranked. Not sure why Sean is so gung ho on SEO, but you know, hey, you know,

[00:14:56] It’s it’s a part of the it’s part of the learning process, right? I know that wanted to have this open here. Ari had mentioned that he wanted to help closing deals for SEO. So my first thought process is is is the same as Jeff’s. And part of that is Jeff and I have had a lot of strategy conversations, but there’s people like Caleb who do seven figures on a yearly basis and they focus on SEO. And, you know, it seems like it works really well for him so personally. My viewpoint on SEO is like. If you were to compare your hourly rate of what you get for SEO versus what you get for region SEO and the reason the biggest reason for this hourly difference is the longevity comparison between SEO and Legion. Right. When you build a legion and you own it and you’re the sole provider like we have a client in Dallas who runs a multimillion dollar company. I ask them how many, what percentage of his leads come from us, he said. Ninety nine percent. What are the chances of him getting rid of us ever like he’s going to hang on to that, that that last one percent for his business, he’s built multiple crews, right? So that’s part of the legion we’ve had. We’ve had situations where we’ve got rid of clients. When I started, we did really well in SEO. We we we knocked it out of the park and we earned ourselves. We earned ourselves a no longer having a job with that company because they were too busy and they couldn’t handle it and they didn’t want to grow. You couldn’t. They couldn’t grow it.

[00:16:27] So let’s put it on pause for six months. Let’s put it on pause for eight months. During that time period, we were also managed a lot more by them. Was like, Change the color here, do this. It was just like, for me, I want this to be passive, right? I love the passive nature of of the business, and I think there’s there’s multiple reasons that I favor when you. So let’s go back to the hourly rate, though. So when you’re doing SEO, if you’re going to assume and this is just based off of like. You know, a lot of reps on our end and seeing this within multiple groups for years, hundreds and hundreds of times, the longevity for Legion is just so much more than CEO. And I think I heard that at the beginning didn’t listen. Learned it and then circled back. And then I really learned it right. So. But so let’s say I build a site, OK, and I did this, I built a telling site. One of my first sites is the tow truck site. I built that. It’s been five years since since I built this site. I think I worked on it for probably like 60 hours. I did everything myself, you know, except I paid for the citations. I wrote all the contents. I built the pages. I found all the back links. I added more pages. I just like got GMP’s found people to leave reviews, just like every piece of it was done by me, and it was probably 60 or 80 hours five years ago. Every month that goes by, my hourly rate gets better right because I really haven’t touched it in who knows how long? Right.

[00:18:07] So that continues to climb. They don’t think that exists really with SEO. So if you start doing the math on it, I like we have a limited amount of time that we have to use. Right. So so I’m going to come back to this, but I just finished a really good book that that was like highlighted this for me. We have a limited amount of time that we have on Earth. For me, this business is let me do this so that I can. And it’s not that I don’t enjoy this stuff. And like like, I love having these, these calls with you guys and these conversations and coaching and my clients. And, you know, I love it when our site moves. But I also like. Sitting on the beach having a cocktail, and they’re not always like there’s one that I would favor over the other, maybe the cocktail and it’s nothing against you guys, but I want to create that opportunity as much as possible, and that means I need to use my my hourly rate. As as best I can, right, I want to I want to like that’s what this that’s what this is for, and it doesn’t come from a lack of love of trying to help our clients. It’s just like I’m using this to create a better life and we’ve got a limited amount of time. So the hourly rate needs to be as high as possible if that’s going to be the case. So you need to think about this. And when you turn down work like, I think, Jeff, you said it was Lisa. That’s it.

[00:19:26] That’s that’s down to the job. We’re got to win from red flags on it.

[00:19:32] Yeah, that’s what I turned down a job this last week, too. Yeah, it was. Actually, there’s actually a referral from somebody in the group in the lady had like a a sewing. She got like a sewing. She sews quilts and it’s just like, that is not going to work for for us. Like if I go in there and I’m like, Hey, our minimum is ten thousand five hundred a month. Are you going to be how many quilts she she was selling some like? Throw covers for pillows for 40 dollars apiece and like, how are you going to ever pay my bill?

[00:20:02] Right? But I still look sexy on that, on that quilt business, right?

[00:20:08] Well, I mean, I gave her some advice. I spent like over an hour trying to help her and put her in that direction, but turning that like, imagine if I didn’t turn that down and I spent my time and that’s going to take away from this other stuff and we have to make those decisions. And it’s not easy when we need to put money on the table, right? But if you think about like, OK, I can do this and it’s going to be like ten dollars an hour now. And yes, that might mean that I get like an extra like four hundred dollars this month. But saying no to that could mean that in three months you get fifteen hundred dollars, right? That’s what it’s not. It’s not always. It’s not always obvious, right? There’s that. I’ve mentioned this before. It’s something I think about all the time. One of the biggest correlates to success is delayed gratification, right? So there’s that cookie test they did with the little kids where they said, Hey, little kid, you can have this cookie now. Or if you wait like 10 minutes, I’m going to give you a second one. They leave the room. I think it was like eight or nine out of 10 kids ate the cookie. They went back and looked at them like 15 or 20 years later.

[00:21:08] So the ones that waited. Are the ones that were way more successful in life and a lot of different parts in their relationship. Physical fitness, professional success. So we need to realize that and that’s the situation that we’re in here and it’s not always obvious, it’s not always in our face. But saying no, is that delayed gratification? Because what we’re doing is we’re going to we’re going to we’re going to wait for something better. We’re going to we’re going to create something better. We’re not necessarily waiting. I don’t like that terminology. We’re going to make something better with that time that we would use doing this right. If somebody said, Hey, like if you knew your hourly rate for some of this stuff and someone presented to you and said, Hey, I’ll give you 12 dollars an hour to go work on this, like if you saw it that way, it would be a lot easier to say no. But this this is like unknown thing. And you know, it’s hard to keep those people happy, right? And we don’t have all the control when it’s SEO. And I don’t mean that from like a financial standpoint. As much as like, we may not have the ability to change the website in the way that it needs to be changed or to set up multiple GS and create jobs and create the leads that we need.

[00:22:11] So before we get started, I’d like to share I just a small win for me. I finished four. For those of you guys who who like reading or listening to audiobooks, I just finished a phenomenal one. Matthew McConaughey’s book, which like, you know, Audible just keeps on recommending these different things. And for me, it’s always a balance with like life in business because I’ve been so focused on business. Yep, exactly. It seems like every time I my man, Spencer, every time I put a book, Spencer has it over there, which is Let’s start shutting my blinds at night because I don’t know. I don’t know how you’re doing that. Excellent book. This guy is way more than an actor. The actor is just kind of like a a byproduct this this man has. And actually, Spencer, after you finished that, I would recommend listening to audio version because he actually reads it himself. Like, which is like, you know, if you watch those Lincoln Car commercials where he’s got that cool voice, it’s just throughout the whole book. It’s it’s awesome hearing him read his own stories, but throughout history, like, what’s that?

[00:23:17] I actually listen to like when I read a book, I always buy the book and then also listen to it on audio version while reading it. Because there’s a the neuro doctors say it absorbs a lot better, so it does listen to it and read it. So it’s amazing.

[00:23:33] Yeah, he and maybe you agree with me, Spencer. He’s somebody who just like he goes after his life, like the acting is not the most important thing to him in his life for most of his life. It was cool, but he, you know, he had a dream. And then because of that dream, he decided that he needed to go to Africa. And then he winds up in some village in, rustles the village champion, like he’s a famous actor. No one in Africa knows who he is, and he’s in the dirt wrestling because like of an inner, like an inner desire to grow as a person and accept challenges, it was just like mind blowing listening to the way this man has has lived his life. And it was a check for me. Like, like, there’s I have this bucket list of all these things that aren’t getting done and there’s just a time glass that’s ticking out, right? So for me, it’s like, you know, it’s not a book about business, but it’s a book about life and life is a part of business. And I think that just listening to it has it was it moved, it moved something for me, and I would just recommend it to you guys if that’s something that seems interesting, you check it out. Let’s focus on this stuff now, though I think it’s important to have this balance between life and business. And when you work for yourself and you work from home, it’s easy to lose that balance. And I think things like this can help kind of put that marker back for you and kind of, you know, get you recalibrated a little bit.

[00:25:01] Ok, so we’ve got the spotlight with Mike. I’m going to answer a couple of these, these questions and some of the stuff that what I said, you know, people that are struggling with. Ok, so I know that Penny Anderson, you had a question that says I would love to hear how to set up the new screen cast in the lead generated heat map and follow it and follow a client in the class rivals, please. Ok. And then, you know more more more requests for heat map stuff. So I’m going to share my screen and let’s get into this and let’s talk about this. And then I had the idea of how can I help you guys with this? And I think it’s nice for me to, you know, shoot from the hip and answer these questions in real time. But I think what would be more valuable from what I’ve learned is if, if there was like. Let me make a template that I would do on my own on a company, and I’ll put that into the group and I’ll present it as if I’m talking to an actual client and this is the steps that I would go through. Ok, so here’s what I would do. I’m going to give you a rough version of this now so that we can answer questions on it, and then I will also make one.

[00:26:16] I’ll give myself the deadline between before next week’s call to get that in the group and have a template that you guys can use. One thing that I would caution you about is everybody’s got a different style, right? You need to be true to yourself if you’re going to have success with this. You can copy mine and you can fake it till you make it. But I think you need to add in your own tweaks and you know it needs to be a consistent like. It’s the delivery is not going to be the same if this is something that is like. Outside of here you are, right, so I just something to consider. Ok. All right, so let’s. Can somebody type into the chat? Maybe, and let me know. Let’s pick a niche. I’m just going to shoot from the cuff on this and and but give me give me a niche in a city and I will find somebody to go through. Or maybe, maybe a company, if you guys have a company that you want to be reviewed. And Jeff, if those if those are going into, OK, I see wildlife removal in Charlotte, OK? That’s the one I’m going to go with. So all right, let’s see here. So I’m going to share my screen now. We’ll jump into this. Somebody give me a thumbs up or something if you can see my screen. Ok, right on. Ok. Just get set up here. All right, so the first thing that I’m going to do is

[00:27:42] I need

[00:27:43] A way into the map, right? So I’m going to use this tool bright local. I’ve put this on there several times, but I need to find a company that is going to be in the map packs, right? Because I don’t know if that’s North Carolina, right, Charlotte? Ok, so Charlotte, North Carolina. And so this tool, it’s going to allow me to as if I had done the search there. So right away, it’s one thing I love to see. I love to see Google ads running because I know then people are paying for stuff. This looks OK. We got three people in here. Ok, so. What I’m going to do is I’m probably not going to prospect the first person in the map all the light, but I’m also not going to just see this map and assume that this is the first person. This is the first person in the map and whatever random location this tool chose, this doesn’t mean that they’re dominating the whole city. So but I’m going to go start with this one. So I’ve got Charlotte Pest and Wildlife Control, so I’m going to go to Google.com slash maps and I’m going to do a search for Charlotte’s. I believe it’s going to be that one, yep. Ok.

[00:28:57] All right, so the reason that I did this is I need a way into the map and now I found this company and I’m going to get their map URL. I’m going to put it in here and then I’m going to go like this. And now I’ve got their map URL, right? So. Ok, I’m going to return back to one of my good buddies, namely generated, and I’m going to go over to this heat map tool here, and I’m going to use the map your route and I’m going to use the same search that I used. Actually, I want to take a step back. Here’s what I want to do. If this was me, I’m going to do this just like I would do it. Just give me one second. I want to know what the best word is, and I don’t know that that is the best word. I don’t doubt it. I just I want confirmation, and I’m going to make this a part of my video too, right? So. Once I have this set up, I’m going to I’m going to I’m going to be rolling as if I’m talking to the to the client. Ok? Did I search that right? Was that? Wildlife removal, I’m sorry. Ok.

[00:30:06] Back control to be some

[00:30:08] Other weird thing, OK? Wildlife removal company looks like probably the best term that’s coming up for this. I’m also going to cross-reference this with this right here where I’m going to search Google for wildlife removal, and I want to see what terms are recommending. Wildlife removal, Austin dead animal removal. That could be one. Um, who was that that? Sarah, can you confirm is that is that the same niche or is that like? Is that a cleanup type thing or?

[00:30:46] Oh, there we go. I’m sorry. No, I got I got a new client who is starting a wildlife removal business in Charlotte area. So he’s they clean up and skunks and squirrels and all that yucky stuff. And so he does roofing and siding to seal a person’s home so that the wildlife can’t get in, and then he traps it and then gets rid of it. So it’s wildlife removal and prevention.

[00:31:14] Ok? Does that include like the removing the dead animals?

[00:31:19] I’m sorry,

[00:31:19] I can’t hear you. Hold on a second.

[00:31:21] Dave and I are at the same house, so we’re on to computers. See? Can you repeat that, Patrick?

[00:31:27] Yeah. Does this include the removal of that animals as well?

[00:31:31] Shoot. Hold on a second. I’m so sorry to see it one more time now. I put the volume up you get.

[00:31:37] Does this include removing the the? I hate saying this phrase is this include removing dead animals? You’re muted now. Ok, so I’m just going to I’m going to I’m going to we’re having some technical difficulties here.

[00:31:56] Go ahead. I would say yes.

[00:31:58] Ok, let’s just pretend that it does, the reason that it matters is I want to find the best terms right and I’m going to show them this on the video that I record. And this is going to be a demonstration of my authority and me, me knowing what I’m talking about, the way I’m going to set this up, right? So we can see that wildlife removal has three thousand eight hundred searches per month, right? So I’m going to duplicate this, duplicate this tab, and I’m just going to do because I want to know if this one has more. This is why it’s important. So it isn’t really. It’s a two thousand four hundred. Ok, so this is going to be their best term wildlife removal right from the short research that we’ve done and we found so far right. So I want to show them this and then this will increase the value of how they’re ranking, right? If I can say, Hey, here’s the number, here’s how you’re ranking. This is why it’s important for you to be ranking for this term. This is the best term. This is how many searches per month, right? So we need to make that connection between the two. Right. So now I’ve got them in here and I’m going to do it’s one word wildlife removal. Ok, and then I’m going to set this up for one mile and I’m going to do a 13 by 13, but then I’m going to change this.

[00:33:14] I’m going to cover all of Charlotte. You’ll find that bigger. You make this the worse people are going to rank usually, OK? Because now it’s we’re spreading it out over a good area and not just the area that they’re in. Ok, so we’re going to start that heat map and once that runs, hopefully we start it right away. Ok, so we can see that that right away, that company was ranking first when we did the search. But down here, they’re like 10th and 12th, right? So maybe they’re not the best one time. That’s why it’s important to take this and put it inside the heat map because we want to get a true story. Let’s not just believe it. It could be that they rank terribly all over this whole map, and they’ve just got that one spot and not happened to be where that search was done right. And we skip them because we think they’re the top dog, but they’re not right. So that’s that’s part of why we’re doing this right. So when we go through, I’m just going to let this cook for a second. I really want to have the actual results in here. Does anybody have any questions about this, why we’re waiting on this thing? Ok, cool. I’m going to circle back to this, I think I want to answer one of the other questions there. Jeff, do we have any questions on anything else why we’re waiting on that?

[00:34:32] Yeah, we have a couple. Eugene is asking, is it possible to customize the status on leads? I want to track the leads. The deals the business owner closes after we send the leads over. Yeah, absolutely. Yeah, yeah.

[00:34:47] So the way that you’re going to do that is through the website forms. So they are right here. Ok, so there is the getting started section here. And if you go to this, we have website forms right here. This is a really good video. And then there’s the accompanying documentation on how that works. I would highly recommend going through that, but let me show you how it works and then you can use that as kind of like a backup resource. So this is probably the most confusing part the entire system, but this also allows a ton of flexibility and a lot of power. So this is an important part. So that’s why I separated that one out as a video. All right. So our website forms they have they’re not just the forms that are pure on our actual website. This is like what connects. It’s the bridge that stands between your website and lead generated, right? So this is a translator that can speak your website’s language, so it takes them in and puts them in the right spots within our system. So every company has a website form that’s a requirement, even if you’re not using like our embed or it’s not related to that. This is our form builder over here. You can build whatever forms you want. Ok, so I could go over here and add a new field. So for instance, if I wanted to have like a dropdown box that was like, like closed status or something, right? And I could have one that says, like, estimate, maybe that’s the first step.

[00:36:17] And then we’ve got like, you know, bid sense a lot of contractors would use like close lost. Goes well, I don’t know whatever steps they want. So we create that as a field, we can add that to our form by clicking on this button. Now it’s on there, and this little person right here will allow you to control what happens. You can you can use this a few different ways, right? You can have the client log in like this could be a CRM that they use so they could log in. And when they log in, you can decide whether they can see this field or not so they can see it. This can decide whether they can edit it. This will decide whether it’s included in the email that lead email. So as the lead comes in and it gets sent out to the client list, decides whether that field is is is included in that email. This will decide if it’s if you’re using the form option. These next three ones are related to the embed form. So this will decide whether this is on the website or not. So if that’s off, even though it’s on this form, it won’t show up on the form that’s on your website, right? And this will allow you to change the name of it.

[00:37:24] So if I choose, like, maybe I’m in France and I want to have that instead of name, write to me the same thing. So that way you can show up on the site with that, but it can still be mapped to the same spot within here. And then this will allow you to change the placeholder text, which is usually like. It looks like this right on a foreign field, we have the label and then we have the little text inside of it and we start typing, it removes it. So if you do this, this is one way you can add in whatever fields you want. And the great part about this is this is where all the flexibility and awesomeness comes from is on this screen. Every one of these columns is a field, right? So you kind of let this process what this means. Every time you create a field, you add a column, you can add whatever columns you want and you can search by whatever columns you want and save these filters. Which means now you have this incredibly dynamic system, which can track anything you have in their filter, be added to it like it’s almost like you’re building your own spreadsheet, but it’s got all this other functionality that’s attached to it where stuff’s automated and it’s flowing into it automatically, right? So, Jeff, I’m sorry, who was that that asked that?

[00:38:36] Was Eugene Song asked that question? Great question.

[00:38:39] Let me know if that clears that up, and I’m happy to answer any additional questions on that. Jeff, if you could just get like a thumbs up from him or something, or if he’s got any follow up questions.

[00:38:49] Yeah, he said awesome. And then Javier was saying something related to this, maybe you could add a comment to the lead detail section for every lead. Well, I think you’ve kind of gone past that. Maybe. Yeah, it’s certainly

[00:39:03] Better if you if you want to be able to search it and you want to be able to add it to the view. Been doing it. The way that, I said, is better than putting it in the comments because with with this structure, you get the power of the database where you can go and search by any of these fields, right? If I wanted to search for a name, right, so if I wanted to search for Mary and I put it up here, this is searchable now, right? So anyone that that has that in their name is going to come back, right? So even things that are close to it, right? We recently added that in because I think it was causing problems where we don’t have the exact spelling, so we’ll tweak that went in there. Ok, so let’s circle back, clarify

[00:39:40] Real quick what is closed status mean? Asked.

[00:39:45] So I mean, that was just like I was making a field for the contractor. So for them to track the status of their jobs, they could have a job status of closed. So they’ve like they’ve closed the deal, right? So I’ve seen a lot of contractors set things up that way. So that’s I mean, it was just a hypothetical, but that was just going off of like how I’ve seen those guys operate in the past. Ok, so I do want to circle back to this. I think this should be done now. I know that it takes a couple of minutes, but all right, so this is what we have. We see that this person is actually ranking really well. This is a huge area. Ok, so this this may be a this may be Sara. This may be your client or maybe the number one competitor of your client. We can quickly find out by going to this averages top here, right? And let’s sort by average. So this company right here is the number one, and that is who we chose. It is the one that showed up first on our thing, but that is just like, kind of irrelevant. This is where really what matters. It’s like, what’s their average? So just to be clear on this, what the average is, we’re taking all these points. There’s one hundred and sixty nine points on this grid, which you can see right here.

[00:40:59] We’re adding all these values up from the ranking and their total divided by the points. They have a four point six average. That is the best average in this area that we defined for the term that we defined. So when you’re doing due diligence, this should be one of your first steps so that you could find out this and then you’re going to want to go and dive into this. So now we know who is not one, right? We know all these other people. This could be your prospect list. One of the things I might do is try to cross-reference this if any of these people are running ads. If we go back here and we look and see this is this Acme Pest Control Company, we know that they’re willing to pay for ads. Let’s go and see if Acme if they are on this list, right? So I’m just going to search this page. Acme is not showing up and this top 20, so that could be for me. I’m going to go and I’m going to find out more information about Acme. I just want to know like, what’s their deal, right? So here, Acme, I don’t want to cost them money. Acme Pest Control Company. That almost sounds like it’s a national company. I didn’t click on their ad just because I don’t want to charge them that per click.

[00:42:12] So this is their site. Ok. And we can go through. And now I’m going to OK, this is what I’m going to do for this. I’m going to I’m going to I’m going to prospect as if I’m approaching Acme. Ok, so Acme is my target. So like, hey, let’s say that this guy’s name is Roger. Ok, so hey, Roger, I saw your company online. And, you know, I don’t know if you guys are looking to grow, but I figured I’d give you some advice. I mean, will it talk more if you’re interested in it? But either way, I can tell that you guys have some really good reviews on Yelp. It looks like you guys have put some time and effort into your to your site and trying to make things good. And it’s obvious to me, I saw that you’re paying for ads and I know how expensive that can get. And I know how frustrating it can be to have to rely on Google for our leads, right? And they can change things on us at any time. And I’ve run I’ve run ads in the past and I just want to give you some alternatives and that could be to improve your your your local rankings. So I’m not sure if you’re aware of this, Roger, but the ads get about 10 percent to 15 percent of the clicks, right? This is debatable, but a lot of people say that this area down here is the Google my business, and this is going to get 50 to 70 percent of the clicks and then the remaining is down here.

[00:43:31] So even though this area is down here further, it doesn’t get as much as up here. I mean, it gets more than up here, right? So this is the number one person. We’ve got this really cool tool in our agency that will allow us to see the ranking across an entire city. Ok, so this what? This means is that when I search for wildlife removal, if I were in this spot and I was, this company would be showing up first. If I click on this, check this out. I can see the ranking from one to 20. Right. And I can see that. Unfortunately for this spot, Acme is not showing up. Ok, so so what I’d like to do is give you some strategies that can help you with that. So this area only applies to this. This is the top area to be in, right? As I said, 50 to 70 percent of the clicks are coming here. If this was a real one, I would probably try to find a third party site that is going to show some stats. You’ve got to think about we don’t know what type of person Roger is.

[00:44:28] We don’t know if he’s like someone that’s like more emotional or more analytical. So I’m going to kind of like hit on a couple of those. So I would say, you know, hey, you can see it like, here’s a breakdown of the percentages from this other site. So, you know, maybe I’ll pull up something that shows rising Google ad costs, right? Ok, so back to this. Ok, so what our map does, is it showing you the rankings in that area? The most important part of the search results and we can see that this company right here, maybe you’ve heard of them, right? The good news is they only have eight reviews, right? And so Charlotte passed in wildlife control. They are the best ranking company. This average is calculated by their average score on this map and of everyone in Charlotte for this term, their first. Now you might ask why I chose this term to go after, so I’ve got a few tools that I pay for, and this is what I found right now. Wildlife removal, which you guys do, seems to be the one that has the most volume. So there’s three thousand eight hundred searches on a monthly basis. Ok, now that doesn’t mean they’re happening in Charlotte, but you can kind of like Charlotte’s, one of the bigger cities in the country.

[00:45:40] So we know a large they have a lot of wildlife there, so we know a large portion of these is coming there. So for this term? This is their ranking, and I don’t know, Roger, if you’ve ever experienced ranking on the first page, but it can have a phenomenal effect. Let me show you one of the other businesses that we work with. Ok, so this is Bob’s bear removal, similar niche. But he focuses on bears and this is what we’ve done in their city, right? I don’t know why we’re having issue with our heat map right now. Guys, this 20, I think we’ve got a little glitch here. We’re working to fix that, but you can see the domination that we’ve had in the city. So the next thing I’m going to do, I’m not going to do this now, but if because I don’t want to expose my call account, but I would make a big deal to open up your phone system and show if you have this success with something else, show it. Actually, you can do it from here, right? We can go in here and click on this all week. So I want to show you what we’ve done right over the last 30 days, you know? And and Roger, we’ve done this all over the United States. We’ve had this same success. And the reason that we do, it’s not just the tools that we have that other people have, but I’ve spent the last several years of my life studying this, mastering this, going to, you know, different different mentorships and stuff like this.

[00:47:03] And you can see, like, if this were my real account, I would have more to show here. But even though that’s like over the last 30 days, we’ve created three hundred opportunities for for our clients, right? And that’s trying to do a lot of business. And the way that we’ve done it is with this right here, right? This correlates to those calls. So I want you to think like, what is your business look like as you move forward? If you’re getting three hundred leads a month on a monthly basis, what does it look like six months from now? I’ll tell you, who knows? Charlotte’s pest control knows because they’re dominating this heat map, right? So they’re not doing an amazing job. They’re doing an OK job. Let’s talk about it. Let’s bring them up, and let’s analyze our competition. So you have a much better looking site. It’s obvious to me that you’ve spent more time on this, but unfortunately, Google isn’t choosing based on who has the best looking site, right? Some of the things that are going to affect your ranking are the content on the page. So you can see one of the reasons that this company is doing really well is they have a tremendous amount of content on their page, right? That’s probably a thousand to fifteen hundred words.

[00:48:11] Maybe, maybe more. It’s kind of hard because they’ve done a poor job of organizing the information. It’s hard for me to tell how how much this is, but it looks like a lot of information. What you need to do on your site, which we have open here, which looks beautiful, is we need to find a way to get more content on here. Because what Google is doing when they look and they decide who they’re going to rank is they’re going to find out who is the most relevant. So when I say relevance, I’m not just speaking about the terms and the relationship. They’re looking at the quality. Who’s the best at this? One of the ways that we can? Sorry, we got some sirens going on over here. Seven. One of the ways that we can determine who the best Google can determine who who is the authority on the subject is who covers the subject the best. And it looks like you’ve built out a lot of pages, but your home page is the most important page, so we absolutely need you to get more content on here. I don’t like the fact. So so when somebody comes here for this service, we need to think about what they’re looking for emotionally.

[00:49:14] Ok, so when they come here, it’s great that we know right away that you guys deal with beats. But really, what they want is they want a safe home, right or safe business. So let’s show a family that’s happy in here. It’s going to increase your conversion rate. It’s going to improve that. Ok, so it’s good that you have a forum on here and this button that says, submit we can do that better. Let’s let’s create this connection. Maybe it’s like, get my get my free estimate or like, let’s do something that’s going to connect and this button. It’s great that you match your colors, but this is this is a spot we want to stick out. This is going to improve your conversion rate. We’ve done this all over the country and putting it putting something in here that sticks out is going to draw the attention to the most important part of your page. You want to get your phone number up here. Like, when I scroll down here, your phone number disappears. We need that to be visible all the time and it should also stand out. So these two buttons have those stand out. I think you should maybe make this color a little bit change, change the color of the form just a little bit, so it doesn’t blend in so much.

[00:50:14] Right. So if we go back here and we look at this, this is what can be for you. I’m going to bring this one back up and we’ll look at this Charlotte pest control here. Ok, I’m going to send you this link and you’re going to be able to open this up on your own. Ok, so when you get this in your in your email or whatever your Facebook message, then you can open this up and play with this. So I’ll just kind of show you how this works. If I click on any spot on this grid, like right here, it’s going to give me the ranking at that spot, right? So we can see in this spot AA wildlife, if I want to see how they’re ranking, I can click on this and it will flip the map. So that’s how that company’s ranking, right? So I can go through this and I can kind of get a real good feel for the entire market using this tool, right? So this gives us a lot of information now some of the strategies that we would use if I were in your shoes, you know, and I would actually run a second heat map that shows them right and get them on here because they’re not they’re not even on this one. But if I were in your shoes. Let’s pretend for a minute that that I am this company.

[00:51:21] How am I going to, how am I going to improve their maps so they’ve taken over the entire northwest part of Charlotte? This one company has dominating this northwest part of Charlotte. And if I was working for them, what would I do to try to help them out? Well, here’s what I would do is I would apply some hyper local strategies to these parts of town. So what we can do is I can zoom in on this and I can see where they where we can improve that. So some of the things that I want to do is I want to build some pages on my site that are going to talk about mental health and these other these other Mathew’s and these other parts of Southeast Charlotte. Ok. Sometimes you can even set up another one of these locations these these kind of work like like antenna’s right. When we put in an antenna in the ground, wherever we’re closest to that signal, the stronger it will be. So what we do is we help build the bigger antennas so that will cover the whole town better, right? So we can put more of these antennas, right? So that way, we’re always close to somebody searching, but this tool lets us know where those antennas need to be. There’s a whole strategy that goes into that, but some of the other things we want to do getting some reviews as a part of our service and our tool, we have a reputation management service, so I would find Rogers Acme.

[00:52:39] Maybe he doesn’t even have a GMB, and that’s why he’s not showing up. And I’m going to know that information when I go and do this pitch. But I’m going to go through and say, Hey, like, it looks like you guys only have three reviews. We’ve got a reputation management service that’s built in that comes with everybody that signs up because the way we look at this is our success. Is your success, right? So what do I need to do? How can I make us as as important to you as possible? And like we need to build systems and get this in place, right? And one of the ways that we’re going to get reviews and in those reviews, we want we want people to mention wildlife removal. We want them to mention the part of town that they’re in, right? Maybe we can take some pictures and we can name some of these pictures on the southeast part of town. So it’s almost like when you start, when you start stacking these things, it’s almost like you’re throwing darts at these spots on the map and we’re going to turn these yellows into greens, right? So. That’s kind of would be my pitch. Something like that.

[00:53:38] I know that. Yeah, that’s awesome, man. So you can get that fluent and your knowledge of this stuff, that’s when everything comes together. I mean, that’s that’s really what Patrick just did. That’s what all those reps that I talk about that I did last year and just banging the phone a couple of dozen times a day, like that’s where it got me to be able to talk like that. I mean, it was close to that. Like, I can’t get that far, but that’s what it is when you’re that fluent and you know where to go with each topic and you just you can just talk so smooth like that, boom. It’s it’s done. I would like

[00:54:17] That. I appreciate that, Jeff. Thank you. That was from the cuff. I would I would probably know a lot more of those data points along the way. I would have all these tabs opened up.

[00:54:27] I like to work from left to right, so I’ll have a plan.

[00:54:31] And you know, I might have like

[00:54:33] W’s at the bottom is needed. But he just popped in and didn’t mute. Sorry, guys,

[00:54:42] I don’t know where the controls. They always OK. I got

[00:54:44] Hold on. Coming soon,

[00:54:49] As if you have questions, feel free to unmute yourself. But for now you’ve been muted. So like I would have, I would set things up with my tabs. I might have a little text that that they can’t see. If I have a second monitor, I’ll put it on that second monitor and I would just kind of like go through and I would work from left to right across the tabs, show proof, demonstrate the knowledge that you have, and then give them a plan of how you would take it right. The proof?

[00:55:16] Yep. Hi, I’m Sarah and Dave. We’re at the same house. Ok. So I was the one who put it in the wells. And so you’re taking this guy through all this, you know, you’re showing them all the stuff, but there’s there’s something there, something missing. So you call them up and you say, Hey, business owner. And where is it that at what point are you actually screen sharing with him?

[00:55:43] Right, right. Great question. So I wouldn’t do that from the beginning, like if I were like, I’ve mentioned this in the past, I would do this from the beginning in a different situation if I’m in a Facebook group. I’ve mentioned the strategy. I don’t know if you guys. I think Jared Miller tried it and he got like 16 appointments in a week and a half, and I’ve never heard of anyone else trying it. This is what I would do if I was in if I was going for a Facebook group. Let’s say that I’m like, I’m in a wildlife group that would be what I would do. I would join like some wildlife group if that was my niche, right? And I was trying to land the client in wildlife wildlife removal. So join this Facebook group. And I would look back through the previous post and I want to find out who is like, who are the who are the givers who are who are the vocal people within the group? And then I’m going to find their company and I’m going to do this and I’m going to throw this into the group. I’m going to tag them and I’m going to say, Hey, Sarah, look, I’ve been in this group for a little while and it’s obvious that you’re constantly giving value and I appreciate it. You’ve made this group a lot better. I want to give you a little gift. So I put this together on some ideas. My specialty is in ex and I’m not looking for anything from you, but I think this could help you improve your business and get more customers. And it’s just the thank you from me, from the other people in the group, right? So Sarah, this person that I chose is going to be. People, other people know this person within the group, so like it’s going to attract more attention. And now I’ve got a video out there.

[00:57:13] Yeah, you sent a video to him like in a personal message or, you know,

[00:57:16] I’m putting it in the group. I want everyone in the group to see it. Right, right. So, you know, so. So now I’ve got a video that’s displaying that I know what I’m talking about and I’ve got a strategy and it looks like it’s a gift, but it’s really a prospecting method. Now I’m just kind of like, establish myself as the expert in the group because I’ll go through and and have this. So that would be if I was. But that’s not your question. So that would be the time that I would. I would do that.

[00:57:47] If you like when you do that search and you see like the top 10, like how do you pick which one out of those 10 that you would reach out to you?

[00:57:57] So I mentioned this briefly when I when I chose Acme. Right. So so what I did is I looked here and they were running ads, right? And then I also saw that they had a nice website and I didn’t see them. So it was like a combination of a few different pieces, right? They weren’t showing up in the top spots here. So I know that they’re running ads for something that they’re not ranking organically for at all. So. I am on a mission to help people that are good at what they do and are great people. I don’t care if Acme wants to be my customer, and he’s like, if I go and see he has bad reviews or like Jeff, for instance, we put someone on a trial yesterday and then we saw that they had bad reviews on the BBB and we pulled them off. We pulled them off the trial like we’re not going to work with them, right? So that’s a part of our criteria. That’s an integrity thing for me where, you know, this is a zero sum game, right? Like if we rank a site, we’re taking leads and we’re giving them to a client, we’re taking them away from somebody else. When I do that, I want to make sure that somebody who is good at what, I want to take them away from people that are jerks and like, I want to give them to the right to the business owner. So I put that as a part. That’s who I don’t. I don’t want to have a client that I’m going to have to deal with that I don’t like either.

[00:59:20] Right. So so in this situation, I have somebody who came to me. He found me in the local chamber of Commerce, just in marketing, and he came from Atlanta. He had a successful business with his mother, who passed away suddenly. He moved to Charlotte. He’s starting over. I bought a domain name for him. What his domain that he wanted. I got it for him. And now he’s starting new in this new area, so he’s going to have all of these competitors that you’re showing. So how do I help him the best?

[00:59:52] Ok, so as far as like the prospecting part of it for a wildlife, I think you’re like, it sounds like you’ve already close to him. Right? Ok. So. Ok. I don’t mean to like avoid your question, but I want to just answer your first question that that you had asked before, because I think other people are going to have

[01:00:13] To say top 10, which is more relevant to most people. Right? Go ahead.

[01:00:17] That and also you would ask like, when do I send them this video So during that closing, after you’ve established some sort of contact? So and maybe the first phone call like first phone call happens, we’ve got a little bit of a relationship. They don’t know me. I don’t know them. After I get off that call sometime within the next twenty four hours, I’m going to have this video made and sent over to them because prior to closing right, this is going to be my vehicle to help me close. I like talking. A good game on the phone is one thing, but when you can get on here and just like demonstrate the knowledge like I tried to do here where it’s like, Hey, this is this, this is a strategy. Here’s like why I chose this here. Like, just like like they’re just going to be like. This is my guy, right?

[01:01:04] I think because you can’t show them anything on the phone.

[01:01:07] Show the screen. It’s the power of the screencast, right? Yeah. So so that’s what I would do that. Now how are we going to help the guy? That’s your that’s your next question. Did that answer correctly or like?

[01:01:20] Yes. But OK, so let’s say you’re doing a search in a new niche. So I’m in my I’m doing that one hundred due diligence and I see all the different niches. So how would you pick which one that you might reach out to you first? And I totally understand what you’re saying, like somebody who you can see they’re making an effort, they’re there to advertise. They’re they’re doing something to try to gain more customers. So you want to go with somebody who has a little bit of like desire in them or ambition to try to make it work. Right?

[01:01:53] Yeah, yeah, for sure. And you won’t know that completely until you speak to some of these people. Like, I think within the first five to 10 minutes of the phone call, you should have an idea if this is your person like,

[01:02:05] You would tell them, right? Like, Look, I’m going to work with. Sorry, I just ordered food in my big giant lovable 110 pound lab who will only give them kitchen. So, OK, right now I lost my train of thought, so I would tell them, Look, I’m not going to work with anybody. I don’t want to work with one niche within this geographic area. I need to know that you close sales. I want to. We’re looking to partner up with a company that is in your line of work that. Can close the and is have stores about growing in business or scaling.

[01:02:43] Yeah, I would say. You need to rephrase that, and you need to say it with more certainty. I want to say it and it just as an exercise I’d like you to to reach. Try it again.

[01:02:54] I thought I was doing it with more authority.

[01:02:56] No, no, no. You’re good. You’re good. I’m give you feedback on my opinion on it. Ok? So this is how I would do it, and I want you to kind of listen to it. See if you get any emotion associated with my little pitch here. Look, we’ve done this all over and we’ve grown our business to the point now where, you know, adding one more client is not going to change a lot for us financially. But adding somebody that we have an impact on the right type of person. This is why I do this now. When we come into a town, we take over the town and that is not right for everyone. That’s not the type of business that everybody wants to run, and there’s no no problem with that. But I come from a competitive background, and when I come into something, my goal is to absolutely demolish the competition. I’m going to take over that town, and I work with companies that want to grow a million multimillion dollar businesses, if that’s not you. No hard feelings. Like I said, what we do is not for everyone.

[01:03:52] I feel like it’s like, you’re sitting back, you’re smoking a cigar. You’re like, Hey, you know, I’m going to take over a town like, that’s. That’s awesome. Like, you say it with confidence. You say it with engaged detachment, which I’ve learned before. You’re engaged. You want them to succeed, but you’re detached from the outcome and you’re like, Hey, if you’re the right person, great. Great company. Awesome. If you’re not,

[01:04:16] Find somebody else. To me, that’s the belief in the product. You know, Patrick got there because he he went through and took all the hard knocks along the way. I think what he and all of us are trying to do on the call is try to get you guys there faster, right? You don’t have to take all of the hard knocks that we have along the way, and it’s just once you get to that point. That’s why I always refer back to those reps. That’s where I got my cut, my teeth right on all those reps that I did a couple of years ago, and I’m just banging the phone over and over and over again really quickly. You have to dial in your languaging and you have to get really, really a lot of confidence in what is coming out of your mouth or you’re wasting your time and you’re like, I don’t want to pick up the phone twenty four times a day, I only want to have to pick it up 20 tomorrow, 15 in the next time. Once you know, if I can pick up one call flows, right? So it’s like you just it’s your time. So there’s money on the table. It’s like how many? How many reps is it going to take? You take you to pick it up. So for me, that’s what it’s all about. And I think that Patrick is, you know, just just taking the hard knocks along the way to get to that point where now it is like smoking a cigar. And he knows that he has a team of people behind him that can back him up on anything that he says. It.

[01:05:31] So this is what you can do, Sarah. Maybe get in front of the mirror first, ten times you say it’s not going to be smooth, smooth next 10, it will be better. Just get those reps in pretend.

[01:05:44] Remember, like when I was in network marketing and I was going to prospect realtors, I had a list of 50 realtors in front of me and I looked down at that list and I said, Boy, do I feel sorry for you, people? Because I knew, like at the beginning of the 50, I was going to suck and people I would stumble and I would fumble. Some people would challenge me and I wouldn’t know what to say, but I knew that on the other side of the 50, I’d be good, you know, at least better than where I was at the one. So I know. Yeah, so this is a new territory for me, but I’m looking forward to it.

[01:06:16] Yeah, that’s awesome

[01:06:17] To have its amazing skill to build for yourself and do those reps and then be able to lean back like I do and say, I did it right. Not that I didn’t have help, but I didn’t have people in my ear telling me and guiding me and coaching me and all of that. But I took the action, right? And so now I can jump on the phone with confidence and take the conversation wherever it goes. And if I if I fail and I don’t get the client, so be it. You know, there’s plenty of others out there. Yeah.

[01:06:43] I know that that determination that you had when you were going through the rotors is like, I think probably the most important part, right? That just like this, I kind of have this internal saying in my head that that focused persistence just leads to the same success every time. That’s just like been my my experience.

[01:07:05] And sometimes as you go until you just go until until you get there, right? Keep going until your number is different than anybody else’s.

[01:07:13] So that’s exactly right. And I think people give up or they’re tired and or whatever, but I’m just like. You know, when I try to evaluate like myself versus other people in the group and the differences that I’ve seen from people that are struggling with and the things that I think I have in common with the people that are viewed as being successful is a relentless attitude. Just like it’s not that I’m like smarter or any of these other things, but I I’m I’m relentless with this. I’m just going to I’m just going to work until I get the result that I want or I’m going to die trying. But that’s just been my attitude towards a lot of different things in life. And it’s and it’s worked out for me. So like, I know what is on the other end of this. I didn’t know when I started Jake, but when I started building regenerated, it was just like I didn’t even know how to write software like I taught I. I watch videos online. I didn’t go to school for that. It was frustrating. It was tough, but I knew that I was learning and I knew that I was going to get somewhere with it, right? And it was.

[01:08:19] It was. It took a lot of effort and it’s that delayed gratification. It was just like all this. The thing I left you guys with on the last call, the steps I’ve had that idea in my head, like getting punched in the mouth is a step like getting frustrated. I’m glad that I’m getting frustrated because I know that’s a step and it’s going to be out of the way. Now I don’t have to like that’s done. I’m done for us being pressured now. I learn from it, right? It’s just like when when you can turn these like terrible moments where it sucks and you don’t want to do it into something that’s good because you’re like moving towards something like you’ve passed the bad part of it now. And like, we’re through that. We’re out of the woods now. We’re going into the sunny field all of a sudden, right? But you’re in there. It can feel like you’re never going to get them out because, you know, there’s no staircase that you can see the top of it and know that you’re just like, OK, once I this, I’m good, I’m there. This is not how it works. So without that visualization, sometimes it can be tough.

[01:09:13] But also, I think I don’t know how other people are, but for me, when I focus on money, it doesn’t. It doesn’t go well for me. But when I focus on a purpose or a vision for how not just, I mean, just to say to help people too generic, but like, how do you want to help people and why do you want to help them? And why? Like why? So I don’t know, because I do coaching myself. It’s like, Yeah, the deeper you get into the Y, then the easier it is to convert sales. Because you’re passionate about what you’re doing and you have purpose, it’s about how you’re helping those businesses. So yeah, it’s just practice. So I want to monopolize the time.

[01:09:49] So I’m sure, though, I think like it’s good because I think a lot of other people are struggling with with some of this same thing and you hit on something that is a core belief for me. They’re making about the people. Like when you take on a client and you hear their story and you make their story a part of your story. Like, so I’ve got a new client here and like, you know, he’s struggling. He’s been through this like he had COVID. He like he’s gone. He lost his house in a divorce. This is his story. And I have the ability with what I do to try to help him. So this is what makes it at, like Friday night at 1:00 a.m. where I’m like looking at landscaping companies in Denver because of this guy’s story. This is where you go from being good to great. You know, I did. I did a charity thing. When I was in Vegas, it was called street teams. So there’s like Las Vegas has the most homeless. One of the largest homeless populations for teenagers because of their parents are addicted to abuse and they get kicked out of the house. And I was doing this challenge with seven days long to raise as much money as possible for these kids and the first, like three or four days, I had raised almost no money. And the reason was because it was I was making it about me. I was like, I don’t want to ask people for money that’s just like, it felt gross for me to ask other people for money. People don’t like charities and all this stuff, and I I started thinking about. I drove around and I found like some of these kids and like, they’re they’re over there sitting there and I’m looking at them like, what is it like to be these kids to be like under a bridge at night? Not knowing where your next meal is coming, you hear a noise like getting in tune with them.

[01:11:31] There’s like seventy five people that were in this group. First three days, I had almost nothing. By the fourth or by the seventh day, we raised like thirty five thousand from me. And I was just, I’m like, I’m not making this about me. I’m going to make this about them. Something switched inside of me and that’s stayed with me all this time. So when I go to do sales and I’m looking at these people and I’m trying to get them to sign up for our site, it’s not about me and the money that they’re going to pay me. I have the ability to actually impact these people, the money they’re going to pay me at this point. I’m not going to like if it was pulled out of my bank account, I might not even know, right? But when I hear them and they call me up and they’re like, Hey, man, you like, they can’t even get the words out like you’ve. You’ve changed things. My like, I have a better relationship with my wife now because we’re not like, just like that story. Hearing that? And then going back to the that’s where it starts in that sales conversation, right? That’s why it’s so important because we can actually help. We’re not we’re not selling these people snake oil. We’re selling them an opportunity to make a big difference for them and their business and something that they’re working really hard at. Right.

[01:12:36] So you’re having an impact.

[01:12:38] Exactly. All right. So I get excited about this stuff. So I’m sorry we’re going down the tangent, but it’s important and I think it’s why we should. It’s this is how you go from being good at this. You graded it when you start focusing on the person. And like, what if this was your business? What would you do for for it? If you treat your clients that way, your clients are going to be paying you more? The byproduct is your business is going to be more successful. Right, so. All right. We’re already over an hour and we haven’t gotten to our spotlight yet. Mr. Mike, I know you’ve been waiting there patiently. You ready? You ready for the hot seat.

[01:13:15] Ok, I am ready. Here he goes, I need to unmute you, sure. All right. All right. What’s going on? I’m thinking,

[01:13:23] What where are you in your business? How long have you been in this business model?

[01:13:27] Oh, man. So I started September 12th, Sep 18, somewhere around there last fall. Ok.

[01:13:36] Ok, so you are about seven months and a week or something, right? So how many? How has it been for you? What are you dealing with?

[01:13:46] Good. So when I first came into the program, I kind of made some assumptions in my own. Everybody that I was seen in a group had been really successful or a lot of people have been, but they had all been in it for like two or three years, five years, stuff like that. So I came up with the conclusion myself, OK, well, the name of the game is put up as many sites as you can because that’s what Dan says as well, right? So I didn’t do any SEO, I didn’t do anything. All I did was put my head down and worry about sites. So as of today, right now I’m at one hundred and four, and by Monday I’ll be at around one, oh, eight. So then I’m going to stop building based on your advice. But I already had content built up for a bunch of sites. So OK, so

[01:14:31] So my advice of like the rental home analogy right

[01:14:35] Of life? Exactly. Yeah, that’s

[01:14:37] Building houses until you got the twenty, the twenty to twenty five site, 60 percent rule. Right? I don’t know if you were on last week’s call or maybe you rewatched it.

[01:14:48] I know I was, but okay, so

[01:14:51] I just kind of like made a rule to try to help people have some guidance. If you have twenty five sites and 15 of them are rented, then my advice is to build more sites. If you have less than 15, which would be the 60 percent, then you should focus on renting your sites. So Mike, you’ve got one hundred and four sites soon to be one hundred and eight. How many clients do you have?

[01:15:18] Zero zero.

[01:15:20] Ok. Yeah. So as I said, this is not about shaming anyone. You’ve got you’ve built a big asset network now you’ve like maybe you didn’t do it the way that that I would have done it from the beginning, but you’ve done something that is it’s it’s going to have a lot of value. You’ve got you’ve got a lot of shoes on the shelf that we can get tied in there now. Right. So one hundred and four sites.

[01:15:50] Are those phones ringing at all might? Yeah, so. Well, I didn’t have any phone numbers up, so I just I’ve got websites and then when me and Patrick talked a couple of weeks ago, I start putting phone numbers up. Yeah, I got 13 out of the hundred and four, which I’m part of the problem. I’m going to ask you guys for help. Tonight is 13 of the one hundred and four on either page, one or two. So I put phone numbers on all of them. Ok, think you’re in a great position regardless of how you got there or if it was the most efficient? I mean, you’re you’re ready to roll. So yeah.

[01:16:27] Yeah, so my with your with your sights. I imagine they’re in a bunch of different niches, right?

[01:16:35] I started with 10.

[01:16:37] Ok, so does that mean that you have one hundred and four sites that are spread out over 10 niches?

[01:16:42] Yes, that is correct. Ok.

[01:16:45] Um, these ten niches. You don’t have to say what they are, but they are niches that have a. How do I phrase this? So, like, what’s the average ticket cost, are they? Is kind of like all over the board or like some of them are worth a thousand dollars per job and some of them are worth one hundred like. What does that look like for you?

[01:17:11] Yeah. So a couple of them and after that, I made a mistake. They’re all like pissant dollars or whatever you want to call, so I’m wiping them off, but the rest of them while not deleting them, but I’m just setting them on the side. But the rest of them are anywhere between a grant, a couple of million per job.

[01:17:31] Yeah, I mean, that’s excellent then. Ok, so I imagine the ones that are a grand new, a couple of million. And as we go towards the million, the volume I’m sure is going to go to the search volume is going to go down, right? Yeah, unless there’s some place that has millionaires everywhere. So. The what the other ones? Here’s a here’s another thing that I would consider when I’m trying to come up with my game plan for this is like I’m going to look at what’s the value of the leads when they’re coming in for these sites, right? What’s the competition look like when you built these sites out? Were you doing your due diligence on all these?

[01:18:07] Absolutely.

[01:18:08] Ok, so you’ve chosen one hundred and four sites that in your mind are in good markets?

[01:18:15] Yeah, the first the first 20. So my very first 20 coming in to Jake, I think I pushed a little bit too fast. Now I’m in tougher markets, but the other 80 80 plus are all solid.

[01:18:28] Ok. Have you taken these and put them into that spreadsheet that I shared with the group last week?

[01:18:34] No, because I also have I had a spreadsheet similar to that. The phases. So I’m going to add phases. Ok. That’s an important one. I do have a spreadsheet that I’ve been keeping track everything.

[01:18:46] Ok. All right. So I mean, it sounds like that would be one of my first steps is I want to know what phase they’re in, where they are, and then I’m going to. I’m going to assign a value to them and that’s going to be a combination of the competition and then the search volume, how close they are to the finish line. And, you know, like what is the average ticket cost? I think that there’s a sweet spot around the seven hundred and fifty to like two three four thousand range where you can get a lot of volume. And if you get a lot of volume with that level of ticket price, that’s where you can get five thousand a month from a client. Right. So that’s like like we have a client in Vegas and the average ticket price is like two thousand five hundred dollars and they pay us five thousand dollars every month for like it’s been years of this, right? So just one client, right? So that is in that that sweet spot. And that’s like, you start going up too much, then the search volume goes down, which can still be just as much value. And it’s just something that you should be considering when you’re evaluating your game plan. So you’ve got 13 numbers on these. That means that I think you have a bunch that are going to be in phase one because they probably did. They have GBS? Where are you with GBS?

[01:20:01] I haven’t done anything.

[01:20:03] Ok, we got to get the GBS started as soon as possible. That’s a process, right? And the GMB is like the website. They benefit from aging, right? When we first pop off a GMB. We can’t do all the things that we need to do to it or it’s not. We can’t add four hundred reviews on day one. It’s like Google is going to like this company is crushing it or they’re manipulating it, right? So. So you want to get that in there? And then the aging process, I think, is viewed incorrectly within these groups a lot of the times. It’s not like a bottle of wine that you just put on the wall, and now it’s good. It’s aging. That’s not what should be happening. We should be like doing little tasks along the way, right? So we should be. Let’s get some reviews. Maybe add a new page. Let’s add more backlinks that should be a part of the aging process, right? Because yes, it’s sitting there, it’s going to improve. But. Take advantage of that time by doing some little things to it each month, right, so that we can make sure that that’s happening and those things need to be done to the GMB. Right. And I know that seems like maybe because you didn’t have money coming in, you didn’t pay for the phone numbers. And now, like the expenses are going to go up, which like maybe start off what I would do honestly, if I were in your shoes, I would choose a twenty five best sites and I would put my focus on those and I would move those down the track. And I would maybe like if you’re working five days a week, maybe four days a week, you focus on those twenty five and then the last day of the week, you are focusing on the other ones and making sure that those are moving, maybe like an 80 20 ratio, whatever the days are that you do. Are you trying to get out of a job, Mike? Yes, absolutely. Remember, we had a conversation a few weeks ago, right? You and me, right?

[01:22:01] Yeah, yeah. So I’m actually blessed. I have a pretty decent job that gives me some extra income to do all this right and push this forward without stressing the hell out of everybody. So I’ve been blessed on that way. But yeah, I need to. I need to get rid of it. The whole purpose of joining J.K., you know. Hey, my quick question back to the sites like how many pages if I missed, how many pages are on the sites and how did you get your content created? Adam was curious of how you’re creating content. Yeah, great question. So I would say about sixty five seventy percent of them are all five plus pages. So a full on website. Awesome. The other 30 percent are all one pagers. Towards the end, I was just like, Nope, we need to move faster. Let’s go. And then as far as content I have for writers out of the Philippines and I pay them anywhere between ten dollars to sixteen dollars per thousand words.

[01:23:01] And you found that the writers in the Philippines, there hasn’t been any issues with them, like using weird language that that doesn’t sound natural.

[01:23:10] Yeah, no, they do. They weren’t. They use like the word avail instead of hire and write a bunch of other stuff, but literally to have them do that for me and then I can just go in and correct a couple of things. It doesn’t seem that how you do it, you kind of look over what their work product is and then correct it yourself or you have somebody else in place that like that. I’m doing it.

[01:23:34] Yeah, that’s good. Mike, what? What’s the plan for you? What do you have a goal here? A dollar a month goal?

[01:23:44] I do. Can you share that with us? 10, 10, 10, 12, 10, 10 grand to kill my job. So why that number? That puts me where I don’t have to stress about, in other words, I can enjoy the job. I don’t know about you, but have you ever worked with a broke guy? No, I’m fine, I guess.

[01:24:05] Let me rephrase this question. The ten thousand a month is the number that. A lot of people choose it’s just sounds like a big, sexy number, right, it’s putting us into that five digit per month. You know, that’s that’s great. If that’s your number, then then that’s your number. But I think it’s important when you make this number to have it be based on things adding up to that number and not just like picking it right. So if you choose if you start at the end and say, what life do I want to live? What is that going to cost me? How many regions do I need to pay that cost? Now you start creating this connection between like what you want and how you’re going to get it, and you’ve got a kind of straight line for what you’re going to get there. So it’s ten thousand dollars a month. Like, I made the mistake. I was working as a software engineer and I thought that I wanted to match my current income before I quit, which was more income than I needed to live on. And it ended up costing me a lot more money, right? Because I stayed a lot longer than I had to, and I know it like.

[01:25:16] I think I I think I was, yeah, so anyways, once I got out of that, I think it was at like eight K and then I went over the next 12 months where I had my full attention on the business. I was able to go from eight to 40 in 12 months. It took me two years to get from zero to eight. Ok? I could have probably quit when I was at like four thousand a month or something. Yeah, but I wanted to match it and like, had I done that, like I probably would’ve been at 40 K a year earlier, right? Or a year and a half, but I don’t know, like a long time earlier. Right. So. I just want to make sure the number is based on on like. Math and not like what sounds sexy and make that math based on what you want for your life and what that what that needs to be. So if that means like, hey, I’ve got to have like Mike, I think you have kids, don’t you?

[01:26:15] I do.

[01:26:16] You have a couple of daughters.

[01:26:18] I got five kids, three daughters, two boys.

[01:26:21] Are these kids still? You’re still paying for them?

[01:26:25] Only one left man that I’m forty one.

[01:26:27] Ok, you want me to do the math on? Like, how much does it cost for for this kid? How much does it cost for like my insurance and my like car payment, my house payment, all this different stuff. I want to have a little bit extra to make sure that like, I don’t want to be like, you know, like on the on the with my back against the wall, leaving a job with my back against the wall. So but come up with that. And if that number turns out to be 10K, then that’s your number. Ok, and then the next step of what you do is I want you to look at these twenty five sites. And what do we need from these twenty five sites to get to that number? Picture that OK, if I land. Kennedy’s thousand a month I’ve got that’s that’s my 10 gram, right, so I’ve got to choose 10 of these 20, I got 40 percent of these to rank and then I don’t have to do this and then I have this life, OK? Where are you going to go? What are you going to do? What is that vision look like? How long are you willing to wait to get that? And that needs to be like, Hey, you’re working a full time job and you’ve got five kids with one that is still kind of like a dependent here, right? So obviously some time has like, what’s your schedule look like? When is this going to happen? Give yourself a deadline. You’re I’m sure you’re your boss gives you deadlines, right? You got to have stuff done, but give yourself a deadline and then work backwards. How far away is that deadline? So I think. You know, I don’t like I don’t know exactly where you are in the ranking process for these. But I would think that that deadline with the sites bill needs to be no more than six months away.

[01:28:05] All right. Long before that bill.

[01:28:10] Come up with the day and then you have checkpoints along the way. Right, so if let’s just say, OK, so long before that, let’s say three months. So today is. April 20, 1st, right, so July 20, 1st. Can you get out of your job by July 20 first? Where do you need to be on like? May 30th, if you’re going to be out of your job by July 20, you need to check point. Ok, I’m off pace. Let me course correct. I thought I was going to have five clients. I only have three. So if I’m going to have seven over this, this like, what do I need to do? I need to double everything that I’ve done because I’m off pace and I’m not going to hit this goal. And this little birdie that says it’s OK. Hey, three is good, like, well, OK, but it just means that you have less time to live life the way you want to. You’re not getting these days back where you have to go and answer to somebody else. You know, so like, I’ll tell you. It’s it’s we think we have so much more time than we do, and this is what I try to keep in my head all the time.

[01:29:15] It’s a message for myself, right? I’ve given this analogy a few times in the past, but if you imagine like a football field, right? And halfway through the like, the beginning is where we’re born. The end is when, when it’s all over for us, right? So where we don’t know how long that football field is for us, but we know when we look back, we’re not getting any of those days back and you need to live life on your own terms. So you’ve got to get on the other side of this as soon as possible, right? So you’ve got to get hungry, you’ve got to find ways. And I don’t know your story. Maybe you’re already doing it. I mean, it sounds like you had a tremendous amount of output here with one hundred and four sites in seven months like. Awesome, man. I think changing that energy to this other other other direction and pointing the fire hose the other way is like, I just want to make sure that you’re hungry to it and realize like what is at stake here. And I don’t know that you’re not, but I just for the rest of the people out there, that’s something that needs to be in your head all the time, right? Because people are like, I, a developer, die a year ago.

[01:30:24] Like I talked to him in the morning. We had talked every day for like five years. I talked to him the morning he was gone and he had no plans of dying. He was like, twenty seven. He’s gone, right? So we don’t know. So it’s important that we try to maximize this and get those get on the other side of it as quickly as possible. You know, I spent all this time doing all this work. You know, I worked my butt off playing poker and then software engineer and then this stuff and I spent most of twenty eighteen and half a twenty nineteen traveling around the world. Ok. One of the best, best times and life has been infinitely better. Once we got to that spot where it’s just like, you don’t have to be so stressed about it, and I want that for you and everybody else. And you know, hopefully you can kind of like. Let’s get this urgency if you don’t already have it for the rest of you guys to to to like get on the other side of this.

[01:31:11] Yeah, no, I I got it. Trust me, I have I have every inclination to walk out the door on the job, right? That was the whole purpose of this. So I’ll do everything in my power to do it. Just I’ll be honest with you, a couple of things and a couple of questions that for you, I feel like I’m kind of stuck in the mud because now I’m changing directions. So you’re right now I have these hundred empty houses out there, so I figured, okay, 13 of them are on page one or two, but I still haven’t gotten to the rest of them. Is there an easy system you have or can you add this the lead generator, maybe where it would tell you the ranking of the sites? I mean, do you have an easy solution for that instead of looking looking them up one by one?

[01:31:54] So it’s such a subjective question. Like the ranking for what and what area, for what term?

[01:32:01] Right, right. The keyword here.

[01:32:04] So one of the things that that we’re going to be adding in the lead generated is the ability to make up your own fields for companies, much like we’ve done for the leads where you can make those fields whatever you want. And then put those in there. Additionally, what what I’m really want to focus on is expanding like the dashboard and a lot of the like leads by company, the reporting in there and then blending in parts from other parts of the application. So for instance, we’ve introduced the heat map averaging and now we’ve got the group by averaging. So what if? We have like a list of all the companies, and it had your heat map average for each company next to it. And we’re going to be adding in Google Analytics. So Google Analytics has your traffic right next to it. So that way we can kind of look through this stuff. So I think that’s ultimately what you’re looking for. But as a part of that update, what I want to do is add in that field. It’s hard for me. Like, how would I? No, how like when I say what, like how is your site ranking? Like, we can say, yeah, it’s on the first page, but like, what does that really mean if you’re going to turn that into something that you develop? You’ve got to have like concise rules. How’s it ranking for one word, a bunch of words and what area? Right? Like so that’s the challenge from our standpoint.

[01:33:24] But like, I’m. I’ve been thinking about this a lot, it’s like, how do we do this and part of it is like giving scores like we’re going to have what’s called an LJI score where you can your company can have a score based on certain criteria, right? Like, Hey, this is your Google Analytics. So you get points for that because you’ve got like so many, so much traffic, it’s going to give you points, right? So we’re going to create a lot of algorithms for different parts of the system. So like having your GMB completed? Ok, we know that’s one hundred percent complete. That’s an indicator that we think is going to improve the amount of reviews. Maybe for the first, like 10 reviews, you get three points and then the next 10 you get two and a half. And then we come up with a score based on what we’ve seen the trends in other areas. So I think this is some of the AI that you’re kind of looking for in this. It’s just like, how can we make it easier to know how we’re ranking? And it’s just a it’s a hard thing to take some of the stuff we can go when we do these searches and then turn that back into something that’s an actual system that happens automated, right?

[01:34:30] So there’s no program out there that will like I can dump in my keyword that I’m trying to rank for and it’ll tell me my position on one hundred sites or there’s no shortcut that, you know, because I’m sure you probably have more good bye bye. Things like mangles will do it or

[01:34:50] You could buy a rep so you just put all your

[01:34:53] Keywords in your site. You look at it every day and it tells you where you rank. He’s asking, Yeah, but you can’t put one hundred sites in that you.

[01:35:00] You want that to happen on multiple sites at the same time, essentially, rather than like what what these tools that Shannon mentioned here, right? It’s like we put in one keyword and one site, and it gives us the ranking for that site and then we know, right? So. What if we did this, what if there was what if we generated tied in to some of the three D’s API like connected to some of these other sites? And you put in like a list of keywords and then you set a schedule and then it just like runs a sync on that schedule and kind of like updates that list and gives you an average from those with a breakdown for each one. So that was kind of like the way I viewed it, which is you’ve seen we’ve started structuring it that way with the heat

[01:35:43] Map where it’s like, say, like the heat map. Yeah.

[01:35:46] So that’s that to me. That’s where the value is. It’s like it’s great to rank for one thing. But like, I’ve got sites that are ranking awesome for one keyword and they’re not ranking for anything else. And we barely get even though it’s the best keyword. We don’t get a ton of leads for it. I know that that keyword, what’s going to happen is it’s going to kind of like spread and like that keyword is going to rank for things that are close to it and then more and more. Right, OK. But yeah, so that’s kind of I do have that on the agenda, Mike, but it’s not. It’s not the simplest thing to do, and like the APIs for these sites are really expensive. So we’re kind of waiting.

[01:36:24] Mangold’s mingles does do that. It does have a performance index where you can plug in multiple words and it has a CIRP watcher and it’ll give you the history of it over time for multiple sites. So you’re good. It’s I think it was like five hundred bucks for the year or something for it. Yeah, and I have I have like 30 sites on it and I have maybe 20 word keywords in each one. Oh, OK. I have a riffs, but I think they limited me like seven projects or something like that. Or, yeah, every time you want more, they charge you more. Yeah. People are dropping in the Facebook chat as well. Was it a Harry drop? Sheer SEO sends a report every day with all sites which have a score for each site. That sounds pretty cool. Never seen it, but.

[01:37:08] Ok. Yeah, so there you go, so check those out, Mike, and I’d love to hear what you think of them too. You said you had questions. That was one. Do you have additional?

[01:37:19] Yeah. So I think I’m going to need some help with these sites. I obviously already have a couple of Vas, so now I’m trying to figure out in my head, OK, how do I split up that SEO process? So for a guy like you who’s probably got more than one guy working for him, do you split it up? Just like in my mind at JC Method? One person does the back linking one person? Do you have like a project manager? Do you have like a plugin guy? Like, how do you run it to where you can actually hold everybody accountable and still move forward?

[01:37:51] That’s that’s great. Great question. And it kind of like one of the things I think people struggle with most is scaling. I think I actually have a video that I shared in the group a couple of months ago where I’ll send you a link to it, but I go through this. But basically, I’ll give you the short answer and then you can kind of see it in action in the video. So it’s a really good book called Traction. Yep, and I read about a year ago and, you know, I know that. I gave my last speech in Vegas about that book and what it meant to me and the takeaways. Of the system, and there was my own twist and stuff on it. So that’s part of this recommendation. The way that I had structured my company at the beginning, I made several like pivot points. I used to. Kind of like be the person that was talking to everyone and then like as the company grew, we have 30 people that work in my agency. Now part of them are with like focused on regenerated part of them are focused on the marketing side. Right. So the mistake that I made originally, or maybe it wasn’t a mistake. Maybe it was like part of the growth. Well, here’s the process that I had. I had people that that I was teaching the processes to and the methods too.

[01:39:09] And I chose some of the people that I thought were very good at what they do. I saw a lot of potential in them and I moved them to a management position. Now they had been doing the other stuff, they had been doing the backlinks and managing parts of the process. And then I moved them. So at that point we had like a tiered management structure, which allowed us to scale a lot faster and it actually allowed me to focus more. A lot of my time today is focused on regenerated, generated and like all like, that’s you guys might not notice this, but there’s updates almost every day that go in there and like whether it be Typekit fixes or new features like I’m constantly working on that thing. So it’s taken a tremendous amount of my time right now. And if I didn’t have marketing set up the way I did the marketing, I wouldn’t have been able to even build this product and manage it. But so I put managers in place and the managers, they know the whole process and then they delegate to the people, the rest of the people on our team to delegate the content, the backlinks citations, GMV, all this different stuff. So I built a training site for my agency. It’s a WordPress website with like a lot of different categories, it looks very similar to the generated support. I copied my training site over to the lead generated support, and that’s where that came from.

[01:40:33] So there’s videos and step by step checklist and guides and stuff like this that that, hey, this is your role. Here’s what you need to do. Here’s the steps for you. Ok, we came up with a point system, and to be honest, a lot of like haven’t. I heard that out as much as I’d like because I’ve been getting pulled over into the CRM, regenerated generated side of the stuff, but. You need to have a daily, weekly scorecard for your people where they come up with the metrics that matter to that kind of like if they’re if they’re going to be successful, they should have these things, right? So. And then they have a scorecard and then you can create competitions within your team between the different people and your team, and you have an accurate way. The points will tell you their performance. That’s how that’s how like bonuses and raises and decisions to let someone go, it needs to happen based on metrics not just like it can happen based on Hey, like this person is like disrespectful or they’re not showing up. Like, that’s one thing, but to be able to have like math and numbers that are making the decisions for you is very important. I don’t want to have Caleb get bamboozled, but this is like his expertise, like like, maybe we can get him to join us.

[01:41:50] I know he was on this call for the beginning of the call. Maybe we could get. I could interview him on one of these calls, but this guy is like, OK, a GMB should take like seven minutes to set up and like this part of it takes 70 seconds. I mean, the guy is like a machine with the way he has this stuff figured out. And then based on that, he knows how long it should take. And so putting all these pieces in place like matter and, you know, about a month ago or six weeks ago after having a conversation with Caleb, I started studying like managerial accounting, just like really trying to understand my numbers better and like, where’s my money going? How am I spending it? And that all relates to this. You’ve got to have like performance indicators based on like what your agency is doing and that will allow you to scale and that will allow you to have these like kind of weaknesses identified right as to like, OK, where where? Where do I have problems in my efforts to scale, right? So I got the point system so I’ll I can post a link to that. Or maybe, Jeff, if you don’t mind if you can find that that video that I posted on traction and maybe it’s called scaling your business, right?

[01:43:05] It was in this group.

[01:43:06] Yep, I shared it in this group like maybe a month ago. So I would definitely recommend checking that book out, too, because I think you’re going to run into some of those problems. I’m using like time doctor to track my my people, those I recently found out that that is, they say it’s like twelve dollars a month per person. I like to play games with these people where I threatened to cancel if they don’t give me a discount and then like, we get a discount. So now I pay eight dollars, I think per person per month.

[01:43:43] So tomorrow, thank you.

[01:43:45] Yeah, let’s just let them know, OK? I’ve sold this other solution. I’ve like time doctor, but it’s just like, it doesn’t make sense. Is there anything you guys can do on this price and see what they say? You know. What else do we use? We use Pioneer. That’s our payment system. I find it to be a lot cheaper than some of these other ones. Paypal, it’s cheaper. It’s faster for especially the people in the Philippines. Online job stuff is great for hiring. I find that I just seemed like I connect better with the Filipinos. Their accents better. They have a great work ethic. Just been really, really good experience. I was on Upwork for a long time. I was on Upwork to the point I had spent so much money on Upwork, where they put me in some like special VIP class and then like. Moved over to online jobs, and I’ve been just personally I’ve been a lot more satisfied with with people that I found on some of my best people came from Upwork, but especially for the marketing side of things. It’s a different type of people than your heart when you’re hiring the software engineers. And I’ve found that Upwork has been really good for the the marketing side of things. Hmm. No. It looks like Lawrence has posted inside the comments, thank you for doing that, Lawrence. The good man. So that video right there, I think, would be really valuable to you, Mike.

[01:45:15] Perfect. I’ll watch that. Thank you very much.

[01:45:18] Did you have further questions?

[01:45:21] I don’t even know if you can answer this one. I’m just going to say it out loud.

[01:45:24] Related to the business, not like life or relationship, I’m

[01:45:28] Not doing that right now. Hey, sexy, what’s going on? But no, that I’m having a hell of a time with time management. I’m actually usually pretty good at it. I pride myself on it. But working a full time job is obviously a full time. And then I have an agency as well, which is helping me pay for the lead gen stuff, right? So I have clients there, so I feel like every single day I really, truly don’t know which direction I’m going because I’m going three different directions and at any given time, something seems to go off the rail. You know what I mean? So, yeah, absolutely. Fires require my attention, so that’s been a struggle.

[01:46:07] It’s something that I struggle with. I’ve come up with some strategies that have really helped it for me over time. So I’ll make a list of what I want to get done before I start working and I’ll put it in priority order, and then I will close the distraction stuff like, oh, like Facebook chat all this stuff. Skype turn my phone down and I use the Pomodoro technique a lot. So twenty five minute time blocks where this is what I’m going to do, this is what I’m going to accomplish in this twenty five minutes and I almost look at it like, have you seen have you seen the social network, that movie? Yes. Do you know that scene where they’re like doing shots and they’ve got a code and do something and everyone’s like, like working like crazy to try to get the thing done as quickly as they can. That’s what my Pomodoro. That’s like my internal vision when I set this up and it’s like, OK, I’ve got twenty five minutes, I’ve got to get this done, go. And it’s just like, OK. And then you just chip away at it. It’s just, you just need to systematize this right? You need. Sometimes we get in this business because it’s little things all over the place. It’s easy for us to like, just go. And we’re not really making progress. You know, it’s almost like you’re running around this track. And if you would just stop for a second and realize I can run across the track, right? And that’s a quicker route.

[01:47:32] Like so zoom out, get organized with it and then come up with a game plan. This is what’s most important, right? There’s a lot of books that I’ve read along the way. I think the one thing that I think Gary Keller, he’s like the guy that owns Keller Williams, that was a good one. Just like what’s most important focus on that deep, deep work. Well, will I think deep work is a really good book. A lot of super successful people have read that one. It’s it’s it talks about how. The amount of focus that we put towards things has been decreasing for like the last like 60 years because there’s so many distractions. And it’s become more important because of the types of things we’re doing have moved from like, you know, more like manual stuff to like more intellectual things and the like. The combination of those two things moving in the wrong ways where it’s like less focused, more intellectual endeavors has resulted in the people that are able to focus and do this stuff have a significant advantage over those that can’t or don’t have the discipline to set that up. So it’s just like never been more valuable to be able to separate yourself from, you know, from from the distractions which are everywhere now.

[01:48:53] You said deep work.

[01:48:54] Yeah, I think that’s what it’s called. Is that Dave, I saw you shaking your head. Is that is that what’s going to work? I think, Paul, you my good buddy. Paul Myers has been sticking on this call quietly. Paul, I think you read that book too, didn’t you?

[01:49:07] Yeah, I did. Yeah, it’s an excellent book. You’ll want to get that for sure. If the starting point, you know,

[01:49:14] Do you remember the author on that one or have any more information?

[01:49:18] I just dropped it into the chat.

[01:49:20] Ok, cool. Thank you for doing that.

[01:49:22] I’ll I’ll slip it over onto the Facebook group as well in just a moment. Ok.

[01:49:28] Awesome. So apparently, you asked Paul a question, he runs away. Oh, he’s going to get the book. Look at this. There you go. That’s the book right there, Mike.

[01:49:36] Perfect, thank you.

[01:49:40] Um, for those of you guys who don’t know Paul Myers, he’s been around in this group for a long time, he’s definitely someone you should get to know. I had the pleasure of having a little, what do we have dinner or just a drink? And I think we had dinner in a drink.

[01:49:54] Yeah, we we had we had dinner in San Diego last year.

[01:49:57] It was awesome, man. Yeah, Paul is a good guy. He’s been around. This business, knows a lot of stuff

[01:50:04] Since Christ parted the waters. Paul is a damn legend. I love working with him. I enjoy every time we have a chance to get together as well. So Paul, I’m glad you’re here tonight. Thanks, Dave. You’re too kind, buddy. You’re too kind.

[01:50:19] Yeah, I think Paul said that everybody that everybody in this group, he’ll he’s willing to take them on a ride on his jet ski. Is that right?

[01:50:28] Dude, it’s it’s three hundred horsepower. This thing does one hundred and ten across the water. Unreal. Wow. You get snow today. Are we had snow, but nothing stayed. But yeah, it gets cold like minus one when I

[01:50:42] Woke up this morning, I’m like, What’s up with this? Like, you might not need that jet ski for a couple of months.

[01:50:48] It’s in the driveway. It’s ready to go. I got my slip

[01:50:51] At the marina. It’s all paid for. I’m good to go. If you want somebody to warm it up for you, it’s nice and it’s nice and warm down here, buddy. Yeah, no doubt. I know that the Canadians aren’t currently accepting Americans, but Americans. I think we’re accepting the Canadians.

[01:51:08] Just in Ontario, we had forty two hundred cases today of COVID, like we are just locked down tighter than a drum. And going back a year ago, we were locked down and we’re no further ahead today.

[01:51:21] So sorry to hear that. All right, guys. It’s been a long one. We’re almost out two hours, so I’m going to call it quits. I know that there’s some, some stuff remaining. I’d love to hear from you guys on. I’ve got I’ve got some, some stuff that I just like want to finish up with. I appreciate that you guys love the software and all the compliments that you guys give to me on this, but I also would love to hear what you would like to see, what’s missing, what you hate. What’s frustrating this type of thing is I think it’s the pathway to improvement. I had a conversation this morning with somebody who stopped using it, and then one thing led to another and we we we connected and I was able to hear some criticism on it and it was awesome to hear it. So also what like this, what you guys are struggling with that was. It was really cool to see that, because now we can kind of shape, shape some of these lessons towards it, so any ideas that you guys have that you want me to cover on this, you can throw them in the group and maybe we could even create a poll or have some sort of voting system and go through this because, you know, for me, the just like we were talking earlier on this, you know, the reason I do this is is the impact trying to have an impact on you guys.

[01:52:38] And I want to make sure that we do that in the most efficient way that we can. So by focusing on the things that you guys are struggling with, rather than just me guessing at what you need, I think is a better way to do it. So. But let’s let’s with that, let’s let’s wrap this one up. I appreciate you guys all you guys jumping on here. Definitely feels like this thing’s picking up momentum every week. So good. Good luck. Let’s. I would love to see who can have some like we got seven days before the next call. My first question of the call is going to be who’s got some wins? So let’s create those wins this week. And if there’s any help you guys need for me, then we’ll see you guys in the group. I’m happy to

[01:53:19] Help. I hope we jump off here. I’d like to say thank you for your time, Jeff. Thank you for helping on the moderation and Mike Castle. You guys have shared a lot of great stuff tonight, so this is thanks a way.

[01:53:32] Thanks for giving me all that time. I appreciate

[01:53:34] It. Yeah, so thanks. Thanks, Dave. Thanks, Patrick. Appreciate that.

[01:53:38] You’re welcome, Mike. Hopefully you got some, some good insight from from that.

[01:53:44] And one last thought Patrick on the spotlight. Do you want somebody to volunteer? How do you want to?

[01:53:50] Yeah, that was my next question is, you know, like if someone wants to volunteer for that, you know, obviously we’re getting started started with the spotlight thing. I don’t really have it. Like ironed out on the system of how to do it, I can see my dog is making an appearance in the background there. He’s tired of this. He’s tired of this meeting now too. But for the for the spotlight session, let’s start off with some volunteers. If we start getting more like we have a bunch of volunteers, then maybe let’s give a reason of why, of why it used to be the spotlight person. And then we’ll choose and we’ll put you guys in and I’ll keep rotating as long as as long as we have it, I’ll keep on kind of going through people. I know for me, when I was going through it, I struggled to find. Somebody that I felt like was successful that would give me like a little bit of one on one time. And I said, like if I get to the point where I can help people, I would love to be able to not have their experience be the same. So obviously I can’t do like one on one coaching calls with everyone, with all the other responsibilities I have. But the spotlight like, I think it can be a part of that or a piece of that.

[01:55:04] And maybe, you know, just sometimes a little tweak can can make all the difference in the world. So I’d love to hear volunteers, though, and if not, then like, we don’t have to we don’t have to do the spotlight. If if nobody, you know, nobody, nobody wants to do it. And you guys the hot seat, like if you’re scared of being on there, like you guys, when you when you’re afraid of things that a lot of times that’s what you need to attack, right? If you’re afraid to be on the camera, you’re afraid to be in front of all these people, then that’s not an internal message. Like, you know, Matthew McConaughey wrestling that guy, the village champion, like you have to like, decide if you’re going to do what’s necessary and be uncomfortable in these situations and take the steps necessary to get you to that, to the spot that you want to be. So I would encourage you if that’s the reason. Don’t let that be the reason. All right, guys. So with that, let’s jump off here. You guys have a great week. Thanks you to all you guys. And let’s let’s hear some wins next week of what we do in the next seven days. All right.

[01:56:04] Eugene, some just volunteer for next week. So bring it on, Eugene. We’d love to have you. Yes. All right. Next week. All right. All right, my friends. We’ll see you soon, buddy. All right. Thank you.