Efficiency = Scale, Prospecting: 3 Way Call & Client Questionnaires

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[00:00:14] All right. I think we are live now. Cool. All right, guys, sorry. A couple of minutes late trying to set up here in a new environment. A couple of unexpected delays. How’s everybody doing?

[00:00:31] Good. Good, good.

[00:00:34] Right, Lawrence, how are you? I’m very good in you. Good, good. Yeah, doing well. It was an interesting week, as many of you know, we put all our stuff in storage and we took our RV halfway across the country from Texas to Ohio. So I spent a little time with my family. You know, how I had a pretty disappointing, sad event happened this week for me personally. Just so what do you see for all? We get a mute all situation here. Right. Yeah, I just had a friend who he just turned 70. We were close friends for a long time and then as I moved across the country, we didn’t stay as close, but he went from being healthy to have them like a stroke. And now he’s on life support, it doesn’t look like he’s going to make it another twenty four hours, so it’s a reminder how fragile things are and how quickly things can change. You know, and how important it is for us to get to where we want to get as quickly as possible and enjoy, enjoy the journey. And you know, one of the biggest correlations with happiness is gratitude. And if you guys don’t practice this on a daily basis, I certainly recommend it because you don’t need a lot of money to be happy. You don’t need to have, like much clients, all these sites. Right? Obviously, it’s nice long term to not have the financial stress and, you know, be able to live life on your own terms. That’s like why we’re focused on this. That’s that’s the ultimate goal for this right and being able to help people.

[00:02:15] But you know, if you’re kind of like just going through life and not. Make it any any way, really, you’re like doing anything, then you know, it could be over and, you know, we’re always like making plans for our future selves. But like for my friend here, he had a lot of future plans. He always wanted to move the Pacific Northwest, seven years old. Never, never did it. And then he’s now he’s, you know, it’s not going to be an option for him. So, you know, it’s a sad, sad way to start off the call, but I think it’s important for us to keep it in our mind often. We’re not going to live forever. Let’s make sure that we’re making the right decision. So with that being said, I’m going to go into a win now, you know, for us. With that in mind, we’ve been thinking about living this RV life for years, right? We’ve been talking about it, talking about it. We finally made the decision. I end up getting sick, we’re moving, so everything just kept getting further and further delayed, and we ended up having like three days to go from Texas to Ohio and in our RV and be in time for this wedding that we were going to. And for our first couple of nights, it was it was pretty awesome to have our RV. We started storing and I were driving and we pulled over. We ended up sleeping like in a Wal-Mart, but we basically shut the blinds, turned on the air conditioner, turned on like some music in the RV, and it was just like completely comfortable and relaxing.

[00:03:40] And it took like five minutes from the time we were on the highway. So we were like, set up. So pretty awesome experience. I’m starting to now like, really get the excitement for the freedom that we’re going to have. We’re doing some modifications here in Ohio for the next week or so. And then I think we’re going to be headed towards the East Coast. We talked about Maine. I know that Cape Cod is on our list. If any of you guys are in these areas, like I said last week, I would love to connect with as many of you guys as possible. I love meeting people. For me, that’s what life is all about us is is relationships and people. So to meet like minded people and a lot of a lot of you guys, we’ve spoken a bunch of times over the years and I’ve never had the opportunity. So if you guys are up for it and we’re coming in your area, just like send me a message I love to grab some lunch, grab a drink, something like that. Just say hello. Ok, cool. So with that, let’s let’s move on to our wedding. So who has done something awesome in the last week that is worth celebrating doesn’t have to be huge, but what do we have? What have we created this week? Lou, what’s up, brother? Let me unmute you. Hello. How are you doing, man? Hey, man, how are you doing?

[00:04:55] Welcome back or welcome to Ohio or you’re living the life, man?

[00:05:00] Yes. So I just wanted to share a small one, but I think it’s

[00:05:04] It has a lot to do with you and Patrick and Jeff’s coaching the. So I have one of my first sites. A towing client doubled his calls since, like February or so. So I just made a really quick two minute video. I was like, Look, here’s your calls February. Here you are for March. You know da da, I said, taking you from twenty two to fifty five calls. I’m moving the rent up to three hundred bucks. I said, you know, and he had no, there’s like he didn’t bash an eyelash. And but then he followed up with a call and he was like, Dude, you’re doing better than Google ads for me, better than Yelp. And I was like, You know, and he’s like, Let me know if I can give you any referrals. And then I planted that seed of like, look, you know, because he was like, I’ll sign that for the next year if you want. I was like, Well, look, three hundred bucks is like, you know, you help me get another GMB and you’re one of my first clients. So I just want to kind of build the relationship because I felt like you didn’t have that trust yet, as if. But ultimately, I want to get you to ten dollars a call and get this to a thousand. So and he’s like, I’m on board. So I just think that was a great win of like instead of worrying about building more sites or even optimizing kind of like looking in your couch cushions about what money you’ve already got there and can extract more.

[00:06:23] Yeah, yeah, absolutely. I mean, it’s really good, and this is something that I harp on is kind of like this anchoring and positioning that we that we should be thinking about all the time. Right. We don’t want to get ourselves locked in where it’s going to be a complete shock to the client when we move them to a thousand dollars. So we need to mention this. And we and I always like to do it with the phrasing of, look, the only way this works long term is this is if it’s beneficial for us, right? So if if if you’re paying me one dollar for every five dollars I put in your pocket and I turn that one dollar into ten dollars, then it makes sense that we grow together, right? So so using some of this phrasing and really letting them feel like we’re on the same team kind of sets up the path and the framework for the future. Congrats on that, Lou. I know that. I know that three hundred dollars may not feel like a lot right now, but I’ll tell you, I had a guy that was five hundred dollars a month for like four or five years now, you know, and it’s like, what is that fifty thousand dollars plus, right? It adds up and it’s mailbox money and a lot of renters would kill to or a lot of people that own houses as rentals would kill to have, you know, like three hundred dollars for them, that could be a house.

[00:07:41] If you buy a $200000 house, you got a mortgage, you set it up as a long term rental like you’re going to be in that probably like three to seven eight hundred dollars a month range after you pay all, all your stuff. So certainly nothing to shake a stick at. I mean, that’s that’s awesome, man. And as you continue to to to like, build this tow truck site, I mean, it seems like a thousand dollars a month. I mean, I don’t know what city it’s in, but like, that’s certainly a cost that can be justified if there’s enough phone calls, right? Yeah. I mean, if I if I charge him ten bucks a call, I’d

[00:08:14] Be like seven fifty right now. So I don’t think that thousands even I think I can easily get that in the next year. I’ve got two go to it. I think I can put a third one, you know, and like I said, he helped me get number two and I’m sure he’d be on board to help me get number three. So, you know, thank you. And the other thing I want to mention for everyone, you know, a word you mention a lot in positioning is the word fair, which really does great. The other thing I use a lot is win win. I think those that those two phrases really resonate with people that, like you said, if I win for you, I need to win as well. And that’s right. Right. And no one’s going to disagree with that.

[00:08:52] That’s right. Yeah, it’s it’s really using the kind of magic words to get them to stop looking at you as an internet marketer and look at it, you as a business owner who’s trying to get something where it’s like successful for both of us, right? And and not just like, dislike combatives type nature where you’re trying to pull money from them, right? So letting them and, you know, having a little bit of warmth and explaining what you’ve done. Look, man, I’ve worked on this a lot. I spent a lot of time. It took me a long time to learn how to do this stuff. I’m just trying to like, get this. So it’s beneficial for both of us, right? Because then like, we can grow our businesses together, right? Using that tone and not being so formal can really change the mindset of this and let them know that you’re a fellow human being, right? So it sounds simple, but I think, you know, after hearing a lot of calls from other people and being in this industry for a while. I’ve just seen people act so formal in these situations, and I think that was some of the feedback that we got when Jeff and I did that kind of impromptu role play right is that like it was very casual, like the nature of it. And that’s exactly how I do it on the calls, right? So congrats on that, Lou. That’s really cool, man. What? We got some more wins. Other people.

[00:10:13] So congrats on that, Lou. I, I agree as well. And to tack onto what Patrick just said. It’s a conversation, and that’s all you’re doing is having that conversation with other people. So it should be easy. And even though Jeff and Patrick did the role play and it seemed casual. Well, that’s what it’s supposed to be. Just like, it’s business that you do every day, just like it’s business that you’ve done every time.

[00:10:43] Yeah. Absolutely, and again, like whether it’s business or we’re sitting there at a bar having a beer with somebody, it’s like it’s it’s people talking to people and and this kind of like casual nature when it’s done with a professional kind of attitude towards it, doesn’t it kind of disarms the person, right? It takes them down to like a level where we’re on a level playing field and and you know, they start to understand that you’re a person here as well. So cool. Thank you for that, Dave. It’s good to see you, man. As always, do we have some more wins? Eugene, what’s up, brother?

[00:11:24] Hey, nothing much, right? Yeah, I just wanted to share this one because we got a couple people signed up for the for the monthly. Definitely. You and Jeff giving us advice on putting them on the trial, then kind of getting them prep for the monthly instead of trying to do it like by percentage and have to chase down every lead and everything. That definitely helped speed up the process here. And so, yeah, so we’ve got a couple, a couple of them sold. So excellent, man. Very cool. Yeah, thanks. Yeah. Sorry to hear about your situation with your friend, too. That’s yeah, it’s terrible.

[00:12:01] Sad. It’s thank you. It’s it’s, you know, we go on not thinking enough. This can even happen. And then it does. And it’s just like a wake up call, you know, and I try to like instead of, you know, I have this mindset of like, let me embrace the pain. Let me like, let me let me process this and kind of like just latch onto it almost and like, think about what it means and think about how it’s always a possibility, rather than just like putting it on the back shelf and not thinking about it, which makes it harder, you know, in the short term, but I think it’s just a healthy habit long term. Eugene, how are you liking Phoenix, man? Are you liking your new town?

[00:12:40] You know it could. I could be literally anywhere. I mean, I’m just so focused right now. Yeah, just, you know, I mean, I kind of left my other job maybe before I should have, you know? Yeah. But like, so, you know, it was kind of sink or swim kind of thing. So I’m good.

[00:12:56] Sounds like it sounds like it might be time for you to get an RV and travel around the country.

[00:13:01] You know, that’s one of my goals eventually is once stuff is kind of running, you know, I just want to have my laptop and just kind of be kind of be everywhere, you know?

[00:13:10] So yeah, we need a car. We need a caravan.

[00:13:14] Yeah, that’d be awesome. It’s awesome for sure. It’s one of my one of my wives right now, so.

[00:13:20] Very cool, man. Well, congrats on the trial clients, Eugene. All right. Well, what else we got? Any other wins from anyone else?

[00:13:29] I’ve had a few wins. It’s been a couple of weeks since I’ve gotten. What’s up, brother? So I moved actually right near Rhodes Ranch now, so I used to live in Rhodes Ranch. That’s what I’m saying. I’m right in your neck of the woods. Me and I probably threw a stone and hit maybe the house you lived in. Who knows? Yeah, but yeah, but I haven’t been on the last couple of weeks. It’s just been weird timing. We just moved out of our old place to when was that? We had roommates, no longer have roommates because we now have skills that pay bills and we’re on our own. So that’s a great one, and

[00:14:00] That’s the result of a long time coming to be able to. That’s a life change based on this.

[00:14:07] Yeah. And over the last three weeks, we’ve gone two new CEO clients to pre-sold legions. And then actually, right after this call, we’ve got two sales meetings for one CEO when we

[00:14:20] So what’s working for you right now, Devin?

[00:14:24] A lot of things just kind of lined up all at once. Referrals started to come in where like, for instance, one guy I was chasing down for eight months on Facebook, just trying to provide value side messages. Just check on him, you know, not be overbearing, but just always know. I know he had a really big pain point with his site, so I actually went out and I just took the risk of building him a site before realizing if he wanted it or not. And that was the thing that finally got me through. And he’s a pretty active member in a Facebook group for the niche, which it’s junk removal. You know, I don’t have any issue sharing. It’s down and dirty and but he’s very active with posting, so he’s referred me to at least 10 plus people. Some other results just started to come in with lead getting produced and. It’s just spreading some

[00:15:11] Very cool, man, I love it, it really, you know, whether we’re giving people free leads or whether we’re building them a site, part of this hurdle that we have to overcome with a new client is trust. And when you kind of like, do this step first, it’s like if you guys haven’t read, I think it’s Dale Carnegie how to win friends and influence people. There’s the theory of reciprocity is very strong, right? And when you go out of your way and you do something for someone like this, it really like has a big impact on people. And you can kind of see the results like you showed that you were willing to take a risk. And it’s very hard. You put this guy in a corner where it’s like it’s hard for him not to commit at that point where it’s just like, man, like who? Who else would do this? So that’s that’s awesome, man. I love that move. And it’s actually not a huge risk because like if if this doesn’t work out, you could just like spend the site in a legion or something else, right?

[00:16:08] Yeah, exactly, and that’s what we’ve done, we built out there was three other people over the last couple of weeks I had attempted it with, and once it got to things like price, you’re just different parts of the conversation. It fell through, but it’s like I’ve already built out the site anyway, so I can just change it. Just a few more pictures and and just put them up. It’s not that big of a deal. It’s not a lot of costs. And it’s just, I think, getting the reps under, you know, like, that’s really been the thing. I’ve made more offers and had more conversations with people in the last three weeks and probably the first half of twenty twenty one. So wow, it’s crazy.

[00:16:43] It’s crazy when we start to realize like how what we are really capable of, right like and how far from that we can. We can, like, trick ourselves into thinking that that we’re like doing everything we can because we’re busy, right? And maybe we’re just not doing the right actions. So let me ask you this what’s to stop you from taking some of your existing sites and like copying those and putting different branding on it for some of these people that you just want to pitch something to real quickly? Right. Like, it doesn’t have to be like your long term site, but it can be like, Hey, here’s something that I’ve thrown together. Let me know if you think right and then you could go back and edit the text and pictures and stuff like that. And that way you could you could potentially have several of these a day where you’re not having to build a site each time, right? Have you thought about that?

[00:17:32] Yeah. And I even attempted to do some something somewhat of that method. And so it’s really now just kind of taking that Henry Ford fine tuned approach of the assembly line and realizing like, OK, every time I get to this point, I realize it’s slowing me down. How can I train someone, hire someone? It’s really just been the reps of it because like. I’ve realized pretty quickly, I don’t like building too many sites all at once for people because it’s like I might have a vision and idea of what I think their site might like. And then once they say yes, then they go, Oh, can we change this? Can we change that? They want it to be their site, which is fine. But then it’s on me to realize, OK, how can I actually get a responsive team together to to do that and scale it? So that’s pretty much where we’re at right now. It’s just figuring out how to expedite and speed up the process.

[00:18:20] Very cool, man. I like where your mind that I can tell that. And this happened while you were moving.

[00:18:26] Right? Oh yeah, it’s been awful. So it’s like, it’s a great problem, but it’s been awful.

[00:18:31] But it goes to show you that, like obviously moving. I just went through it myself and takes up a tremendous amount of time. And you were able to kind of have one of your highest levels of production while you had this like big life drain going on at the same time. Right. So it’s just I think it’s important to note that and to like latch onto this as you move forward and you don’t have the stress of new make sure that you continue to play at this level, right? And you kind of know maybe you’re maybe you’ve gone from you were at 30 percent and now you’re at 80 percent, and maybe there’s still even more in the tank, right? So you only you know that.

[00:19:12] But yeah, well, that’s the thing. I really I don’t even I feel like maybe now in that 30 percent, you know, it’s like once you start to realize because once I had all of these people come to me all at once, it was like, Oh crap, no, it’s it’s a new problem to solve. And it’s it’s like, Well, I’ve already I’m already paying online jobs each month. I better started getting out some job posts. You know, I better start interviewing people and then starting to set the precedent of like, Yeah, this is an opportunity to where you can when they start to oversee people. So that’s already seated with them. That like, I want growth minded people to, right?

[00:19:47] How many people do you have in your agency now?

[00:19:49] Not many. I have a content writer, a back linker, and then we just got a site builder. So OK.

[00:19:56] Ok, cool. I think it’s, you know, as this agency grows for you and you start to get more of these people coming in, you want to be keeping your eyes open for a potential manager that can manage some of these things for you. You know, we’ve got three of them on our team, and I took the time and I took the investment. It was a long time period before I kind of selected the people and I was very like, I was very choosy. I was very selective with that decision, but it made a big difference to kind of not have this such a flat structure where we’re managing everyone. And to have the managers be able to delegate and manage. And then they funnel up some of the problems and we do a weekly meeting where we talk with them. So that’s allowed me to spend my time building out the software, right? So it’s just something you want to keep your eye on as you’re starting to bring these people on. And like, does this person have the potential to be a manager? And you should be thinking about that in the hiring process because it’s going to be. I’ll tell you, it’s a lot easier to spend more time trying to hire the right person than it is to go back and get rid of people, especially when there’s training that’s involved before they’re going to be productive, right? So I was talking to Caleb, and I think it was I think it’s like month three that he decided was like the break even point for an employee with him.

[00:21:20] Or I can’t remember if it was in his agency or when he was working at Exxon, where he said that, you know, the first month is a lost. The second month is kind of like break. Even in the third month was where it started to become positive because you’re spending so much time training and it’s taking your time away, so you can’t be as effective because you’re spending it with this person. So just this hiring, I think it’s more and more important, you know, over the weekend, I’m home. This is where I grew up and I have a friend who he’s he’s the same age as me. He’s been a manager of like these big plants and these different. He’s a mechanical engineer and he’s been a manager of these different plants. And this one was a pipe fitting plant or this piping plant like Arizona. And it had been in business for over 100 years. And he after like six months, he had made the plant more efficient. It was the most efficient plant. It wasn’t like the worst part of the country like it was in. I can’t remember, like some like city, some city that had a lot of problems in Arizona. And one of the things that he does and has done is he he reads a lot of management books and a lot of like efficiency type manager books. And there’s no reason that we can’t apply some of these processes to our businesses. So I’ve actually talked to him about hiring him to come into my company and try to make things more efficient.

[00:22:42] But from an educational standpoint, if you guys aren’t in that spot, then. What can we do? How can we learn some of this stuff, and I would encourage you guys reading and studying this stuff, it’s it’s it’s not going to be an overnight success, but you know, if you are planning long term for this to be your career, these are the things that are going to matter is getting these efficiencies in place. And this is stuff that can 100 percent be learn. A lot of us, we came into this and we’ve been taught how to do how to rank the sites and stuff. But that doesn’t mean that we’ve been taught how to like, manage a business and understand all the different like metrics and all this stuff that we should be thinking about. And I think it’s after having a long conversation with him over the weekend. It’s where my mind has been for the last year, but it just like even though I’ve been studying it, I just see so much opportunity for, you know, for improvement. And some of you guys, you know, depending on your background, maybe this you’ve come from managing businesses into this. Maybe this is second nature for you. But I think a lot of us don’t have that skill set built in, right? So. All right. Do we have any more wins? Congrats on that stuff, Devin. I love where your mind sets at me and it seems like you’re your head in an awesome direction, man. So it’s very cool to see.

[00:23:57] Yeah, thanks. One of the books that you were just talking about that really, I think started to help that with me was The E-Myth Revisited. Yeah, technology manager, entrepreneur. And it’s like literally the other day I was working on an infographic and it took me like, definitely at least two hours and after like one moment, I’m just changing a picture. I’m just I just had this moment like, what the hell am I doing here? This is what fiber.

[00:24:18] It’s like, That’s right. That’s that’s a less than ten dollar an hour activity, right? So, yeah, OK, cool. Before we move on, do we have any final wins, Jeff? Help me out if I missed any.

[00:24:32] I don’t see any Patrick in the Facebook chat or anything, but I appreciate that. Jeff, do you

[00:24:36] Have any ones from our business?

[00:24:39] Do I have any wind from our business? You know, it’s the first of the month, it’s always a little wonky trying to feel like we have a

[00:24:46] New person in northern Maryland on a trial, right?

[00:24:51] We do have a new trial client in northern Maryland that got kind of wonky because we had a good client in Virginia and then gave them Maryland, and he was only in the lower half of the state. So now we have a really unique situation in the agency where we’re trying to split the calls between northern and southern Maryland because we have multiple groups across the state and they’re crossing over overlapping, in other words. So it’s not like an even split with the JGBs and it’s kind of wonky. So we had a long chat in our in our manager chat yesterday about how to maybe approach that. So, you know, there’s always challenges, right? And so we’re just trying to figure out the best way to split those up and serve the existing client, the best that we can and then also make more money by getting this new client enough business in the right areas to make it valuable enough for him to pay, too. So we’ll be turning those states, those two states, into a pretty significant income for the company. I would say that would probably be after we’re all said and done if we can get them to where we want, like six or seven grand just for those two states. I think we can get that too. So that’s pretty significant.

[00:26:04] Yeah. Yeah, that one’s kind of been a roller coaster, right? Like so I just I like to share this stuff with you. It’s not all about sharing the wins, right? Some of it’s the journey, because if you can identify yourself as on a part of this journey, then then maybe it can be encouraging. So this is how it went down. We had a client that was a referral in Maryland, and we had another one in Virginia and the guy in Virginia when it was time to pay started ghosting us. So then, just like I tell you guys, we went out and we tried to find someone else. Ok, we’re having a hard time finding someone else. Meanwhile, we’re building out for this guy in Maryland, and it took a little while we tried to prep him. He had some personal things that he was going through, too, but he started ghosting us as well. So those were like side by side. And then Jeff had found a person in Virginia, and that person was

[00:27:03] Happy for months. Right. Something like four or five months to process and find the right guy, and that’s the guy we talked about on a previous call, he’s like, we talked about him as a guest.

[00:27:15] Yeah, yeah. And then we started giving him Marilyn. So it went from like zero in both markets to three thousand between the two markets, right? And now, like the northern is probably going to make it forty five hundred. This thing is less. I think we started this in like August or something, something like that. So it’s less than a year old. Yeah, it’s it’s going to be out probably four thousand five hundred in the next couple of weeks. I would think we’re going to like we usually do our billing on the first. I think we’re probably going to do some sort of preparation for June or on July 1st. It’s going to be up to four thousand five hundred. So we’ve gone from like zero to four thousand five hundred over the last couple of months. And then what’s going to happen next because these sites are low? There’s no reason why Jeff said that we can’t get this like six, seven, eight thousand a month once. Like this guy, he really wants to grow. He’s aggressive. He’s trying to move his dad over into this area so that he can help out with the business. But we’re still kind of in the infancy of this site. I don’t I never think that we’re completely dialed in within the first 12 months, right? I think things continue to grow. So I really, I think look at this, you know, it may be the spring before we hit this number, but I think we’re going to get to that like seven thousand a month.

[00:28:36] No. So that would be about a year and a half into it. Seven thousand, it’s almost, you know, that’s almost a hundred thousand a year, right? That’s like, what is that eighty four thousand or something? So it’s. And this is just what’s happened over the course of at that point will be a year and a half and we were four or five minutes. We were at zero zero dollars a month. So if you’re in that spot where there’s calls coming in, you can’t seem to find the right client like we don’t know. But there’s like as long as we continue to prospect, as long as we continue to focus on this like this is this is like I’m not surprised at all that it went this way. This is kind of become an expectation. And when you don’t have the reps, that expectation might not be there, but maybe hearing our story of how it works in us telling you our strategies every week, then you can start to believe in this expectation. And when you feel it and it happens a few times, then I think it will start to be an expectation for you as well. So I like to share those bumpy roads and then what it turns into just so you guys can kind of like, See this picture. I know that my one of my one of my favorite people, Mr Palmer’s, has his hand up. What’s up, brother?

[00:29:51] Hey, guys, how are you? Not a win a question. Ok, so my big win a couple of months back, nine grand for a couple of Legion’s works down to five grand works down to three grand, then they they ditch my GMB, so they must report it three of my jobs. They’re all gone. Work in a new contractor. Now what is? And I and I know this, but it doesn’t seem to be working. What is your how do you get these guys? So I’m working a few contractors now. How do you get these guys to? So the lead comes in from ABC motors, right? But this guy is John’s. Car repair. How were you making him understand that the lead came through from ABC motors without giving up your assets for ABC motors, so he doesn’t report the GMB? But you know what I’m saying, like I’m finding this major disconnect with people. This one couple I had last month. They’re idiots, but whatever they had, like 25 leads, I go in as a motors, right? That’s where the lead came from. And they’re going in as EFG. And there’s a disconnect. So the the customer is like, Well, I thought you were. And in this space, any sort of skepticism, it’s like, OK, customers out. So it was their fault for not bridging it. I always say, look. Abc Motors is a division of EFG transportation, so you’re going to see a quote coming in from how do you guys handle that? Because I’m running into it more often than not with people that can’t deal with this on the phone, right?

[00:31:37] You know, I think it’s good to have like a blended strategy. So that could be like. So what was it? Was ABC motors and what was the other one?

[00:31:48] Well, just call it IFG car.

[00:31:50] So like answering the phone with like. This. Well, I mean, that’s that’s a tough example, but like let’s say that it’s like Paul’s fencing company is my client and I’ve got it in, let’s say, Toronto, right? So right, my GMB says like Toronto fencing company, right? What if I answered the phone and I was like, Hey, this is Paul’s fencing company in Toronto, right? Or like kind of blending it in there. We’ve put their logos on it. I personally have never had anyone like I’ve heard this, this thought process that when we lose a GMB shortly after the client, like like maybe bad blood or whatever that we assume that it was then that reported it, which may or may not be the case like my thought process is. I don’t think that’s what happened, because most business owners like even like us CEOs like. It’s hard like like you can’t just like shut down someone’s GMB, like if you went to my GMB and said, Hey, this isn’t a real business like it’s probably not going to shut it down. Right. So now let’s dumb it down and say, I’m some business owner that doesn’t know anything about Google. Like, it would be surprising to me if they had that capability. It’s just like, somehow get it revoked. So I don’t 100 percent like worry that they’re going to do that. I never try to have bad blood. So maybe that’s like helps prevent it. Right? Yeah.

[00:33:32] But but Patrick, so elite came through for one of my sites. I’ve got it sitting in my hand and I’ve got a contractor I’m talking to in this case on Messenger right now. How am I telling him? Hey, listen, it’s a lead from Hamilton Kitchen renovations, and he’s Joe’s renovations. How do I bridge that with them in a messenger conversation or even on the phone? So this because he doesn’t know me.

[00:33:59] So how do you bridge it with the lead or how do you bridge it with the client?

[00:34:03] No, with the contractor, the guy that’s going to that’s going to call these people and say, Hey, it’s John from. He’s not he may not say it’s coming from my site, even though I tell them that, you know what I’m saying, like,

[00:34:18] Yeah, I got you, I got very messy. This is one of the first questions I asked when I came into this business model and part of it. There’s a, you know, it’s convincing the contractor to be a little bit of a salesman on some level, right? Because like, I’m giving you this remodeling lead. Right. And like, this is somebody who’s searching for the service that you do, right? This is someone who’s raised their hand and said, I need this service. So yes, they think that this has this name. Can you? Can you successfully? If I were to give you an SEO client that came for Patrick’s SEO, if I gave that to Paul? Paul, can you turn that or you’re like, Look, I call it Paul, or I call it Patrick’s, right? So there’s a part that they’re going to have to be a little bit of a salesman and part of that ability for them to be a good salesman with this particular problem, I think revolves around your ability to phrase this and show them how this can work and not answer the phone with like the wrong name, when they can get the whisper message and know who it’s coming from. Right? This is like, look, I would I would even say, maybe up front, you could just say, Look, you know, we’ve done this all over the country and we’ve had clients that that I’ve tried to explain to them that you should answer the phone and consistent with what the whisper message is, because that’s going to that’s going to result in you being able to go and do more appointments if this comes up in the appointment.

[00:35:52] Now your face to face with them like this is a lot easier conversation that you can say, Look, you know, we’ve got a couple of companies that we’re working with here. We own these different sites. We’ve merged whatever it is, bridge the gap. If, if, if you get me on the phone with somebody who’s looking for SEO, but they came from Paul’s, I think I have a really good chance that that’s going to turn into something for me. Like, I’m going to bridge that gap almost every time, right? I know there’s going to be some people are squirrely, so it’s it’s hard because we’re we’re we’re trying to get contractors who are not always like good people, poor people right to have this conversation. But we’ve gone so far as to put their logo on our site, too. So that way they can see it. And like, we just pull it off because like again, I’m not really worried about them destroying my GMB or anything like that. It’s just, I don’t know. I mean, we’ve got tons of clients. We’ve been in this for more than five years and it’s happened zero times for me.

[00:36:57] So yeah, okay. Ok, so that’s the dance I do with them when I can get them on the phone and explain it. But when I’m prospecting a brand new contractor and I want to throw him some value in advance, some leads for no charge. Very difficult to go down that road. The guy doesn’t know you like you or trust you. There’s no relationship. I feel like I’m the one that’s being kind of scammy to him. And it’s not, you know what I’m saying? Like, like, I don’t know this guy. He’s just texting me now on Messenger coming, coming back from my message to him saying, I’m looking for a contractor in this specific area. So. How do you frame it? I don’t know if my internet’s working here, but I’m jammed up. I apologize for my. The thing that I was chatting about in the group earlier this week is kind of like the same deal where I prospected them and they came back to me and he called the first lead that I gave him. And then he was like, Oh, what’s going on here? I don’t really understand this is exactly the same situation. How do I bridge the gap? So you came back to me smartly because he’s the sales guy. He was smart enough to say, what’s like, what’s all the information? Give me all the details around the situation. So when I call these other four leads, then I know what’s right, what’s going on. So. So that was a really good thing for him to do, and I was able to walk him through that. You know, sometimes it’s a little bit of an issue with people, but most of the time, if I just explain to them there, if they if they’re hungry enough for the business like they get it and they’re willing to drop into the situation in a way that’s going to be able that they’re going to be able to convert, in other words.

[00:38:34] So yeah, it’s an issue, but it’s never been a problem, you know what I mean? Yeah. Can you drop maybe a just drop me a message on what that opening line looks like, like I would normally. I would normally say to a guy, you know, you know, these are some opportunities I have, you know, let’s try a few of them and I’ll send them a few of them, you know, name, email, phone number. And I’ll tell them, Look, these these opportunities came from, you know, Hamilton kitchen renovations. So let’s go down that road or whatever the renovation thing is, make sure you’re identifying. There are a couple of threads in the chat. All all all. Ok. So you can. I mean, opening line is, do you work in this city? I mean, like, let’s keep it stupid. All right. Yeah, I’m not going to. I’m like, They’re like, Yeah, we work up there. I’m like, OK, boom, boom, boom, boom, boom. Like, can you handle this? And then he calls me the next day and said, Well, I called the first one back and I realized I didn’t know what was going on. So then I called you to figure it out. Gotcha. Yeah, that’s my that’s my kayak, right? That’s what I want. Yeah, yeah. Right. Thanks, guys.

[00:39:40] So, yeah, you’re welcome, Paul. Does that? Does that clear it up? I know that wasn’t like a really clean answer, but there’s.

[00:39:47] Yep, that’s all good. I appreciate that. Ok, cool.

[00:39:51] All right, so I know that there’s a few of you guys that are waiting for our releases and we keep kind of pushing things back like a reputation management I know is a big one. I don’t want to put a date on it. I’ll let you know that we’re working on it. Most of the people on my team are working more than 40 hours a week to try to get this stuff out. We have a collection of big, big updates, as you guys have seen on the various demos over the last two months. It’s just it’s we’re struggling a little bit. There’s so many different dependencies with these things. They’re going to come out in one big batch. So it’s probably going to start off with the contacts module where I’ve demoed this. It’s going to be a way for you guys to import contacts all at once, and this is very related to the reputation management. The next one is going to be the pipeline. So I’m hoping and don’t hold me to this, but I’m hoping to get two of these out this week, and it’s just kind of like depending on air. So and like what tickets come up and how long they’re going to take for us to solve them. So I appreciate your guys patience. It’s certainly not something that we’re neglecting or trying to drag our feet on.

[00:41:03] We’re working very hard to get this stuff out. It’s just some of the stuff is gets unpredictable. I know that the user role is one of the ones that you guys have been waiting for a long time. I’m going to demo that real quick what we have, and I’m excited for this one. And then after this, after this batch and after the user role, the next one is the campaign builder. So can someone give me a thumbs up if you can see my screen? Devin? Yeah, OK, cool. All right. So this is what is going to become of the user when we set up users or when you guys edit user, you’re going to have this kind of functionality in here. You can see up here in the top right, we have the name of the role. And if you were to click on new role, it’s going to ask you to enter the name of the role and then you’re going to come over here. And basically what you’re going to be able to do is create your own user roles and then you’re going to be able to assign a long list of permissions to them. So like the ability to see and edit subscriptions and can make purchases, you can view and edit or create users company integrations notifications so you can if these are off as you see they are.

[00:42:18] For all this, the system one will be on for every user and then you can decide what modules you want people to be able to see here. So if I turn on the lead management module now, it’s going to open up all these permissions so I can decide within this what they can see. And you can see since we have pipeline coming out really soon, can they see spam filters? Can they send leads? Can they see the calls? Can they activate a company? All these different things, right? So this is kind of how we’re going to do it. So the same with reputation management, what functionality they have here, and we’re just going to apply this all the way down the line to all the different modules. And then from here, we’ll fine tune it more and more and just kind of build on this. This is a huge update for us. It’s very time consuming. So I’m hoping to have this user roll one out within the next two weeks or so. But again, you know, development is always unpredictable where especially when we’re shifting things around. But I know that a lot of you guys have been patiently waiting for this.

[00:43:22] So this is kind of what we’ve been working on. And when I say we’re working on it, it’s not some tactic to buy time. We’re actually like building it and working on it. And what I’ve learned is as the system grows, some of these integrations, like user roles and the campaign builder, they become more and more complex because you’re balancing a lot of different relationships at the same time. So just this is what’s coming. I think it’s going to give you guys a ton of flexibility. You can make as many user roles as you want. You can assign them and change them at any time so you won’t be locked into anything that we have pre-set up. So coming real soon, OK, so hopefully that will give you guys some of the flexibility that you’re looking for. I know that a lot of you guys have been asking for this stuff. Ok. All right. Any questions or comments on that before we move on? All good. All right, cool. So we have our spotlight tonight, and I. Don’t 100 percent know how to pronounce your name, so I believe it’s pretty pretty. Ok. All right. Tell us a little bit about yourself. Where are you located? I think you’re are you in Vegas?

[00:44:37] Yeah, I’m based out of Vegas, and I’m about eight months into JFK. And just recently, like my wind was basically that I just got my first call first, like interaction with a business owner. So it’s kind of related to that. But yeah, it’s pretty much where I’m at. Like, I’m finally at a place where I feel like I took the time to like, observe and study everything and understand it. And now I’m like really implementing like a lot more and also on the sales side.

[00:45:03] Awesome. Awesome. So you got your first call, so you obviously have at least one site, and now it sounds like your site is starting to rank.

[00:45:11] Yeah. So and also part of the squad. So that kind of helped like be a catalyst for me to scale more because then I built 10 more sites on that first sprint. So I have 15 sites in total right now. But I did realize some of them are like, not the best niches. So I would say I have like 10 or 11 sites that like, have potential. But yeah, so basically what happened was I followed this prospecting technique that Dan talked about in live once and it just worked so well for me. So that’s why I’d love to share a little bit about it, because it might be a good thing for some other people to try. But yeah, I didn’t expect my the site to get a lead as soon as it did. So it’s exciting. But then it’s like, like you said, this business never stopped. So then what’s your one milestone and one threshold that you have to think about the next five 10 things like billing and invoicing or how to set all that stuff up or whatever. But yeah, the prospecting technique was this like three way call method. I don’t know if you guys ever seen that livestream gambit a few months ago where he pretty much like, kind of like, went over it a little bit.

[00:46:11] And to me, it made so much sense. So I was like, when I get my first sleep, I’m doing that because like that just sounds like it would work. And so basically what you do is like right now, I have the call sling numbers routing to my phone, which may or may not be a good idea because now it’s like I’m starting to get my HomeAdvisor calls and all that stuff. But I took the calls, so I got this call in and it was it was a real lead and I was like, OK, cool. And then in following dance thing, it’s when I cold called a bunch of businesses in the town. My sites and half of them didn’t answer their phone. One of them wasn’t interested in growing his business. And then I finally got a hold of the guy who I just pitched this thing like, Hey, I have a lead. His name is Tony. He’s looking for X, Y and Z things. This is his budget, but I’m not a contractor and a marketer. Do you want to hop on a quick three way call? That way, we can both kind of see like the quality control of this lead. You can see that I’m giving you a big lead and then we can kind of talk from there.

[00:47:10] And he was down for it. So then I just called both of them up, and we’re in this three way call, and I just kind of introduced them and I said, I’m just going to be on the fly on the wall, just take some notes and what do you guys do your thing and you guys hash it out. So they talked about it that way. I also this is an on. Like, it’s not on his number, on the costs, and yet, so I also wanted to hear to know what was going on in terms of like what they were talking about with the deal was and it was pretty high ticket. That’s why I got into this niche. So it was like a pretty big job that I passed off. And then after that, like the call went well and he was like, Cool. Yeah, this is like probably what it would cost. I’ll email you an estimate and I’m the business owner sounded pretty good on the phone. Like he was kind of hungry to close it. Or so I thought so far. And then I called him back. And again, like everything we were talking about in the beginning of this call kind of resonated with me, like just being casual and disarming. And I was just like, OK, cool.

[00:48:08] Well, I could definitely am definitely open to putting your phone number on my tracking number. But I just said in a nice way, like where it’s like it’s a win win win and all that stuff. And I pointed out that home advisors cost per lead for that particular term is one hundred dollars. And I would just ask if, like going forward, we can start to do like pay per lead like a thirty dollars per lead thing, and he actually agreed to that. So by the end of the call, we had a verbal agreement of thirty dollars a lead and moving to flat rate. So that was cool. Like for me, I like that because one thing I’m trying to figure out since I’m new is I’m maybe my thinking is flawed, so let me know. But like, I kind of feel like, why should I give them more than one free week? Because I feel like that’s already so much initial value and initial work up front. So I feel like by doing the three way call, it’s like, Yeah, that’s all yours. I helped set it up for you. But after that, you know, if we’re doing this like it could be paid per litre, then then we could talk down the road about a flat

[00:49:05] Rate or commission or that kind of stuff. Right? You might know like.

[00:49:11] You’ve kind of further qualified the lead, and I think it has. I think this is a great strategy. I love it. I have a couple of questions about it. First, like the first thing when you said it’s one hundred for Home Advisor and you took 30 like that to me is like I would be looking for a hundred. And then if I wasn’t taking one hundred, I would want like fifty or seventy five, right? I think that’s a I don’t want you to undersell yourself, but it’s it’s easier at 30 to kind of close the deal for this paper. My one of the questions I have for you is how do you introduce yourself? Like, who does the caller think you are in this equation if they’re like calling you and then you’re passing it off to someone else? I’m just like wondering how you like, how did you orchestrate that part of that?

[00:50:02] How did I orchestrate the the part where the lead came in or when I spoke, it comes in.

[00:50:06] Yeah, the baby comes in and then you said like, Hey, let me get you to like our. Let me get you to like one of our crew leaders or something like that. How did you what did you tell the caller when they called?

[00:50:18] Oh, yeah, so when I called, I actually missed their call, but then I called them back and I was just like, Yeah, I run a couple of lines because I wanted to clarify that I was calling back from my area code phone number. So it wasn’t confusing, but I was just like, Yeah, run a couple of lines. I have a guy who does like such and such. So. And he was like, OK, cool. So it wasn’t like for me, that was like in passing. Like, it wasn’t a big event of that introduction, I guess. I guess it worked out with him. He wasn’t like wondering who I was, if not the contractor.

[00:50:48] Right. So this is kind of what Paul was just asking about a few minutes ago, right? This is like a potential way that he could handle this until he gets someone in place and then has the call is going directly to them. So then you called them back and you said, Hey, you know, it’s me again. I have like so-and-so on the line here. Now I’m going to let you guys kind of work it from here.

[00:51:09] Right? Yeah, yeah, exactly. I mean, the all the play by play was that first little dude called me. I talked to him. I gathered like a few basic details and a quote called The business owners got someone named branded who was OK with taking it. Then I texted the lead because I didn’t want too much hours to pass. I just wanted to make sure he knew I was like, still there. So I texted him and it was like my guy, Brandon, and I will call you in an hour. And yeah, that’s how it went down. Then I just called them and it was fine. Then I followed up with a business owner.

[00:51:38] Yeah, I really like the strategy. I think it’s great to be able to. Just you have right in front of you evidence of this, and the business owner is aware that you’re like. That that he booked an appointment, that it’s a hot lake. All this stuff is on the table instead of them thinking they can like hide and like this wasn’t really a lead. All that, all that nonsense, like, you’re on the call with them. So I feel like that part of it makes it easier for you to have this next conversation where like, Hey, moving forward, I want it. It’s got to be this right. And then long term, I want to have it. So I love it. I think this is a great strategy. And, you know, I think the strategy may not be for everyone, just I think there’s some like there’s like a social aspect to this where you said you kind of like Breeze by that, where that might not be easy for everyone to

[00:52:32] Do, but exactly that’s definitely kind of niche based. I mean, some of these contractors are more casual, and I also learned that they’re really about like talking on the phone as opposed to texting or anything. So I kind of got that vibe from the business owner, Brandon. So if I ever hit him up again like to do a follow up, I just give him a call and say, Hey, can you hop on Zoom? Because we’re having a really follow up Zoom call where I actually have the discovery call to ask him questions about his business and stuff. So I think it works like you have to just mirror the customer a little bit or like fill out the niches of it’s super buttoned up or if it’s not more casual as well?

[00:53:06] Absolutely. I think another I think another positive part of the strategy is because this was I don’t think this strategy is going to work very well in lower ticket niches. But when it’s higher and if this is like a tow truck and you’re like, Hey, like that’s I just feel like that’s not going to build the same type of relationship because I can have the same impact on the potential client than it would when it’s a high ticket right for yeah, that makes sense. Yeah. So but I think this is an awesome strategy. So it’s kind of like, go back to you now. So thank you for sharing that. I think this will be really helpful. Maybe, Jeff, I would love to like it seems like something where we have some situations like this, where we have calls that we don’t have a client for yet and we have someone taking them. So it could be a good way for like we maybe we’ll try this in our agency too, but let’s shift the focus back to towards you. So you’ve got 15 sites built. You realize that some of these are not in the best niches. So there’s like it sounded like you had 10 sites and then you recently added on five more to that pick up that right?

[00:54:11] No. So initially I had like five. And then once I did like the challenge of the sprint, it was like another 10. So I just recently in the last couple of months, have another time.

[00:54:21] So you’ve got 10 that are pretty new that are less than three months old.

[00:54:24] Right? Yeah.

[00:54:25] And then you’ve got five, and I bet the ones that were not the best niches are are like more in those original five.

[00:54:32] Yeah, yeah, the bulk of them are then there’s one or two I’m skeptical about, but then again, I’m still feeling it out like there’s some things I I just don’t understand, like what works yet in certain marketplaces or like which ones need more branding. For example, like one of the niches is custom furniture. And then I realized like, that might be too like, I need someone’s face on it or someone branding on that. So they have because a lot of the other websites, it’s like whoever’s name like this is the designer and this is what they do, and it’s like more personal. And I could be wrong about that.

[00:55:06] So OK, I could work. I don’t know. I would say. I would look at the branding after I have the site ranking, and it’s not producing like if I have the site ranking and it has a lot of reviews, then I’m going to start jumping to these assumptions and maybe try to get more of the branding in there. But you know, we’ve we’ve hired people to come work on our furniture and stuff like that in the past and. I never even thought about the branding. I was just like, who can get here and who sounds legit, right? So but like, maybe I’m not the typical or maybe like I’m not hiring them for the service that the sites built for. So, OK, so what? Let’s let’s talk more. It sounds like you’ve got some struggling points with. You’re not sure if these are good niches. Can we explore that a little bit? What does that look like? What like? Why are they not good niches? What are you worried about as something that you can share on this?

[00:56:04] Yeah, we can explore that. I mean, I also have a couple of questions just related to this situation with with the contractor and like how how to play the follow up call tomorrow and like stuff like that. But yeah, with the niches, I’m not too worried about it because it’s my first 15 sites like I have to do some trial and error, and I accept that, like some of them might not hit. But for the most part, I think I think, like most of them, should be doable. Some might take longer this niche. The one that I got the lead for, I thought would be my hardest website. So sometimes it’s just weird that, like it just kind of works out with some of them, especially if the GMB if after I got the GMB verified, it just started to climb up really fast. And one difference on this website is that I did all the content writing and I actually think I’m like a decent writer. So I think that helped, but I don’t usually want to spend the time doing the writing. So for my other sites, I did outsource it. But maybe now I’m realizing that, hey, maybe I like doing I don’t mind doing the writing so much, it just takes some time, so maybe I can outsource start to outsource the back looking and that stuff so I can focus on the writing, because that could be a factor in why it started to climb up a little faster than my other websites.

[00:57:15] Yeah. You know, honestly, I think there’s like a thousand factors that are going to influence how in writing is one of them, but I think there’s nine hundred and ninety nine other ones. And it’s important for us to not just, like, make that assumption like and that’s obviously look like I’m not denigrating your writing ability. I think long term, for you to scale this thing, you don’t need to be doing the writing and you shouldn’t be writing even if you enjoy it, like long term scalability is not you doing an hourly rate that you can pay someone for. And what I’ve gone out and I’ve done is I found good writers, right? Like there’s other people who can write as well as you or potentially better really.

[00:57:58] So pay a premium

[00:58:00] Write and maybe not even that much of a premium like you get enough like lines in the water. You just have to get lucky and find like a good content writer. Right. So we’ve got several and I encourage people to try. Indeed. That’s a good way to find writers. There’s a lot of people that have gone to like writing school and, you know, they’ve they’ve written for news. We hired somebody that was writing for a newspaper like he was a professional writer, and his writing was substantially better than than many of the other writers that we had. So those people are out there and you know, if you go from paying like three cents a word to five cents a word, but like the five cents word means that it doesn’t have to be edited and it’s just like it’s going to be good every time. And it can potentially help the site rank better than it seems like. It’s certainly worth it, but you know, yeah, for sure. Yeah. So let’s talk about your follow up call. What are the questions you have tomorrow for tomorrow?

[00:58:58] Well, I just want to be able to have an offer by the end and like, be confident in speaking on it because we did verbally agreed a paper lead. But I don’t have any of those systems in place. I don’t have an LLC. I don’t have any like invoicing or automatic billing. And so it’s kind of like looking in the group and seeing what other people are doing. Some people use things like stripe or wave accounting, so I just want to have that system in place. So if if we do decide to do PayPal like, I’ll make an account to whatever I need to tonight so I can just like take his card tomorrow and like, set it up because I don’t want to be wishy washy on like the onboarding after he did agree to something. And I also originally was wondering if I should just do the discovery call tomorrow, just ask him questions about his business and then follow up and talk about pricing. But I feel like at this point we’ve built enough rapport that and we already kind of have a sort of agreement that I could probably bring it up tomorrow by the end.

[00:59:54] Yeah, yeah, absolutely. So a couple of systems that I would recommend, I think that there’s a lot of what we have used is Stripe. I like Stripe. It integrates really well with a lot of things. It connects to an invoicing program called Panda Dock, which is, I think. I think I searched for like a discount code, and it’s twenty three dollars a month for Panda Doc, which connects to Stripe. So what I like about Panda Doc and I’ll tell you, we are going to be implementing the functionality from Panda Doc into regenerated generated at some point. Like that’s one hundred percent on our list is every time I’m paying for software. If if there’s a way to not pay for it by building something, then I like to do that. So but until then, I’m still using Panda Doc because we haven’t even started the invoicing piece. I think it’s going to be really good when we get it in, but here’s the process. Let me share my screen and let’s talk about how we can. Do this, so we’ve got this thing out of the way here. All right, cool. You can see my screen right? Yep. Ok, cool. All right, so if we go to all weeds, so let’s say it’s the end of the month and you’ve sent him like x amount of wheat. A few of you guys were asking about the ability to have the invoice or the list of leads as a PDF.

[01:01:15] I believe that will be available tomorrow. We’ve completed that functionality. We just have a little bit of testing. So let’s say that you’ve completed it or it’s the end of the month and you’re ready to send an invoice. So what? Here’s our process. First, let me OK, let me switch this to all time and then try to find. Ok, so. Obviously, you’re going to keep this at 30 days, but this is an account with dummy data, so I don’t have anything from this month, maybe so I’m going to do a search for like the month. So now I’ve got all these leads and I can come up here and I can export this since you’re on paper lead. This will make a lot of sense so you can add in all the columns that you want to be available here that can help this person identify this lead. So we’re trying to make it really easy through transparency for them to connect the dots like this is a lead we sent you. This is the lead I receive, so I like to put all the columns in here and you can save this however you want it to, to be like if you want to have this filter set up for next month and you can save this up here, then you export this. So now you’ve got a list of the leads that you’re charging him for for the month.

[01:02:30] Then you go into Panda doc, like I said, twenty three dollars a month and they have like templates that you can use. And what’s great about Panda doc is it incorporates directly with Stripe, so they can actually there’s a payment block you can add in to Panda Doc, and they can pay right through that so they can click on it and they can put their credit card information in there, and then Stripe will collect it and automatically added into your bank account. Stripe will take like three percent or something like that, so that works really well. It looks professional and it’s like you have the systems in place. So this like exporting is important for paper lead situations. I know that like you’re going to be switching to hopefully to like a flat fee long term. So in that situation, Stripe has like you can set up a subscription essentially and put in the person’s credit card information and then you set up the frequency and when it happens. So for us, we set them all up on the first. So on the first, it’s just like bills, all these different people and then I can look through and I can see if anyone’s payment failed, right? And then I can follow up with them. And sometimes they just failed for that day because they’ve like, maxed it out for that day, especially on the first. But does that make sense?

[01:03:45] Yeah, that’s helpful. Just to backtrack real quick for when you go to Leeds and then all Leeds, does that connect with costing because I still haven’t even like set that up?

[01:03:55] Yeah. So it’s wholesaling, it will connect. And you know, one thing to keep in mind is especially when you do this paper leap and we’ve had issues with this. I know that Harry and I have had a few conversations. We have something called qualified calls. Let’s just talk about that real quick. This can be really helpful when you’re trying to find out what it lead is. So as your agency grows, there’s this phone tap here. So once you connect your cost link accounts, this qualified calls. You can turn this on for a company, and I could say, Hey, count this as a lead if it’s 90 seconds. So what’s going to happen is your calls are going to flow in to the system, and we intentionally do not add them as leads right away because there’s a lot of telemarketers, so they go into this separate area. This was like, I know after having a few conversations with Harry, this was a confusing part for for him. And I just want to make this clear for everyone. Is this all calls area is not meant to be the spot that you guys determine or like. You guys take all the notes and all that stuff. This is like a holding area. All calls it lets you see, just like the name sounds, lets you see all the calls, right? Once you have, once you know that the call is like a legit lead, then you’re going to want to move it into this all leads area.

[01:05:14] And what this qualified call filters does is it automates that process. So the idea is that the telemarketers are going to get left behind here, and only the calls that are real leads are going to get moved over into this all weeds area, which is where you can kind of do the export and stuff so you can set these rules. I’ll tell you, the rule that we use in our agency is I just leave it at 90 seconds because and I don’t turn on this. It’s basically what it’s what it’s saying is like if a call comes in and it’s at least 90 seconds long, then move it from all calls to all leads, right? And you can stack these up where I can say, OK, if it’s from this area, these area codes and it’s 90 seconds long, then move it or like. So these worked as ants, so it has to be all of these simultaneously for it to move, right? So this in this situation would be an answer, a call that has the status of answered.

[01:06:04] That’s at least 90 seconds long. That’s from one of these area codes. If it meets all this criteria, then it’s automatically going to move it. So as you this, this is good for paper. It’s good for for any regardless of what the payment structure is. But maybe it’s more valuable for paper lead because then we can really start to understand automatically which calls are actually leads. This is going to filter out a lot of the telemarketers because I’m hoping that my client is going to hang up or get off the phone with a telemarketer within 90 seconds. And also especially like the niche that you mentioned where it’s like a high dollar and. I can almost guarantee you that it’s going to take more than 90 seconds for them to have that phone call. Right. So that’s kind of like the break off point, but you can make this time period whatever you want, right? So you can do that through here. That’s seventy five seconds. So your process is going to be you’re going to connect your costly account and then this is a company level setting, right? So I’m in the edit company area and I can go in here and set this up under the phone tab. Does that make sense?

[01:07:08] Yeah, yeah, that was super helpful. So I will do exactly that.

[01:07:12] Ok.

[01:07:13] Yeah, I did notice already because he actually did get another call. Now that I connected this number. There was another call today and it took over 90 seconds, but I don’t know if it was like a real lead. I kind of have an inkling it was Home Advisor just because I can tell based on the other times they called me. But right? But yeah, it makes sense that it would be like at least 90 seconds for them to hash out the details of a bigger job.

[01:07:34] Right? Yeah, absolutely. We have kind of like more long term plans to. Try to get some transcription on the phone calls and start looking for words like Home Advisor and then like automatically marked out as spam and then, you know, stuff like that. Like I said, that’s more long term trying to get some of these other pieces that we’ve been working on. But we’re we’re I’m actively searching for ways to help us identify our leads more accurately by using those type of thing. So I know that’s something that we all struggle with. So, OK, cool. So does that kind of get you set up from a system standpoint?

[01:08:20] Yeah, yeah, that’s pretty much exactly what I was looking to tackle tonight before I have that meeting, so that was super helpful.

[01:08:26] Let’s do one more thing before we go, I’m going to show you this. I don’t know if you guys, this is one of the areas that we use a lot in our agency, but it’s not something I get a lot of questions on. So I’m suspicious as whether this is being used like it should be or like we found it very useful. So once you go and you bring this client on, this is what I would recommend is creating a questionnaire. So this question here is module. You can create this. And I think what we’re going to do is we’re going to add in a default questionnaire, the one that we use in our agency and then you guys can can change it. But some of the stuff that we put in here is let me just see if I can bring over my default questionnaire, actually. So you can build these questionnaires to be whatever you want, and it looks super professional when you have a system like this, when you bring someone on, like just as you’re talking about, like, Hey, how am I going to build this person? Like, there’s probably a lot of questions that you’re going to want to know about this guy’s business. If this guy turns out to be a good client or even if like, if not, we have an information gathering process where all this stuff is just like perfectly in here. So like, I know everything about these, everything I want to know about these people, this business, and it’s saved and it’s a part of their kind of account profile there for the entire time that they’re a client for us.

[01:09:52] So I’m going to pull over from. Ok, cool. So this is our development. That we use, and this is so basically the process is you build out the questionnaire, right, so I can add in whatever questions I want. There’s some predefined ones here, but if I click on Add New, I have all these options the text field, the checkbox, radio buttons, dropdown box text area files files can be good for like logos or pamphlets or any of their sales material that would help me tailor a strategy towards their business. So once you build this out, you can see up here at the top, there’s a question your name. There’s the subject. So this question of your name is just kind of used internally for you to identify what it’s for. Maybe you’ve got different questionnaires for different niches. Ok, and then it’s going to be sent to them by email. So this is the subject of the email. And then you can add in a message, OK? You can add in. I know that there was somebody that had mentioned they were having problems with the email addresses. We’ll go over that in just a minute, but this allows you to choose what email address it comes from, so you can add in as many of your own email addresses and send from there. So if you have one for your agency, then you can send from that here.

[01:11:07] And this is where you would make that selection, and this is where you would put the name and then the button text. So there’s going to be a message that comes to this person and then there’s going to be a button. When they click on that button, it’s going to take them to the questionnaire that you built, and this will allow you to decide what that test text is. So if you’re Laurent, who is in French Canada, like, maybe that button needs to be in in French, right? So you have the option to do that there. Ok, so once they get it, it’s going to look something like this, right? This is my questionnaire that we use in our agency. So you can see we’ve got the basic contact information. So up here, this is your details you can see. There is an option in here for like a header or something, right? So we’re using the header. That’s what that is, where it says your details, that’s the header. So then we’ve got all these different fields that we’re asking, so we’re just getting basic information. Now I start to get company details. So this is really useful for conversion type stuff. So if I know that they’ve been in business for 20 years, I can start to put that on my region and start to like, help close and build trust if they’ve won any type of awards or anything like this, how many crews do they have? So now I’m starting to understand where their business is, right? There’s some important ones.

[01:12:28] The hours that you’re open, maybe you want to change your GMP, so that accommodates the client, right? Any notable clients that you can use? This is great for credibility. A lot of our legions, because it’s going to this client, they’ve got some big clients and I’ll put the logos of their clients on our legions. And now the people that are visiting will start to trust us more. So this can improve our conversions. If you guys think about this conversion rate, right? So a good conversion rate might be like seven percent, which means ninety three percent of people are just leaving your site when they come to it, and seven percent are either calling or filling out the form. Let’s imagine that your conversion rate is at three and a half percent and then you make some changes. You go some credibility and it goes from three and a half percent to seven percent. It’s almost like you have twice as many people visiting your sites, like your ranking for twice as many things. So I’ve always pushed that you guys take into account this stuff. So this is why this is important. It’s like huge bang for your buck, right? So any other credibility items so you can see like a million square feet installed insurance coverage like this type of thing, I’m pulling that out through this questionnaire. Promotional offers that’s going to help us convert to why should they pick you over the competition? This is an area where they can use their logos, as I was saying earlier to Paul, like we’ll put their logos on it sometimes and then licensing.

[01:13:54] I’ve got their license number here, the types of clients that they’re working for. Now, these ones are, I think, are really important. You guys should all be asking in my mind, you guys should all be asking these questions when you onboard a new client, what cities area do you provide? List them in priority order? How many miles are you willing to travel? List the services you provide in priority order? So if you guys want to have more value for your clients, then ranking better for the services that they provide in the areas that they want to target. Like, it may be that you’ve let’s say like you’re in Vegas, right? So that’s an area I’m really familiar with. So maybe you found somebody that services like Vegas and Henderson and your site is in Vegas, but they really prefer the jobs and Henderson, but they also do Vegas. So this can expose that to you and let you know that like, hey, like, I should really be targeting this other area because that’s going to make this client more happy. And if they’re more happy, then I have more value to that right, which means I can charge more. Right. So this is how we can build better clients by understanding this information and this onboarding thing. It looks professional. It takes once you build out this questionnaire and you send it out, it’s like the first thing we do when we bring someone on.

[01:15:08] It’s like when we’re taking their credit card, I let them know, Hey, I’m going to send you a questionnaire. No one ever has a problem with it. And what’s great is like, as they type, this stuff is saved. So if they get busy and they come back to it, then their information is still saved in here the next time they load the page. So keyword ideas, this is not proved to be really useful for us, but sometimes they will drop something in here that we hadn’t thought of. Like, maybe there’s a different way to phrase the service that we’re not familiar with, so we leave it on their minimum job size. We’ve been kind of toying around with the idea of saying what putting a checkbox on the forms that say, I understand that you guys have a minimum of like a thousand or something like this, just because it will weed out some of the garbage that is going to water like our clients aren’t going to want to deal with it. And it’s it’s just it’s not going to work out. It’s usually the person isn’t like, Hey, I’ve got like a 90 dollar budget, and then they get flipped over into like spending two thousand five hundred dollars. This is like it’s not going to happen very often, and it’s it’s probably just worth it to give it up. Warranty is I think that’s a great thing to add. That’s another trust factor if you can be mentioning that, you know, on your sites and it can help with conversion and let these people know that they’re going to stand by their work, any warranty details and then lead delivery.

[01:16:33] What email address and phone number should stuff go to and any additional things that we can use to help sell. So I think this is a really great way to kind of like onboard our new clients and this is all saved. So if we go back in. Here we go and look. Let me go back. Uh, right. Oops, so we go to questionnaires and then all questionnaires, what’s this goes in here? You invite them like if they’re any in here already, you invite them. If they’re not in here, you can always assign this to a user. But if I go and I look at the submissions, so it’s saved in here forever. And you can see that this Sandra Rodriguez is the assigned user. So if you’re in the client area, then there’s a questionnaire is tab. So it’s just kind of like lumped right in here. Another one that we do. Hold on one second. Let me just back out of this so I don’t expose any of my client’s personal information from our Test one Google Postcards cards. So we use this one whenever we bring on a new client as well because we tell them, OK, I need you to get postcards. For us, that’s a part of working with us. It helps us. The stuff’s going to be for you.

[01:17:47] So we try to leverage our client’s addresses, so we give them a little bit of I explain it to them on the phone and then we send them to us with the person’s name and the different locations. So this way, when they go through, like we’re getting like, we’ve got it all organized, all the addresses. And then when when someone fills out these questionnaires, we get notified. So we know that a new ones come in and then my whole team. So I know that you’re just getting started right. But as you build your team, like my whole team has access to this and they can go in there actively looking at the client questionnaires to check stuff and looking if there’s like, is there some service that we can go after that we’re not targeting that. Maybe we can use it to get more leads. So I’m not going to remember that conversation seven months from now. But if I’ve got it written down in here and I’m trying to like turn them into like a two thousand five hundred until I got five thousand a month client stacking on those extra services can or there’s extra service areas can be really useful. So I encourage you guys, if you aren’t using these questionnaires to to start to do it, it’s certainly made things a lot more organized and scalable, and I think it’s resulted in higher client satisfaction. So as you bring this client on, I think that might be useful for you as well.

[01:19:02] Yeah, definitely that was all super helpful now I feel so much more equipped to deal with the onboarding and invoicing stuff that I’ll be dealing with tomorrow. So thank you.

[01:19:12] Awesome. You are very welcome. Ok, so is there other areas in your business that you’re struggling with? I know that you kind of came with some specific questions. Is there more stuff you want to jump into here right now?

[01:19:24] Really, for me, it’s just outsourcing more, putting more skin in the game and the outsourcing game and back looking because that’s what’s taken me the longest. And now I’ve kind of like figured out a system. But for 15 sites, if I want to make some traction on them in three to six months, I need to like, I do need some more help with those efforts. So I’m just looking to make some screencasts like, I know you have another live where you talked about the way you can, like, make five minute videos and kind of chunk it out and give it to your VA. So that’s something I’m just like looking to do and see if there’s other things I should outsource right now. What I outsource primarily is just like really small tasks like I have a VA who makes these YouTube videos to put on my sites because I don’t think it’s like a make or break thing, but it potentially could help with the ranking of since Google owns YouTube or whatever, and I just like having that visual to add to my sites. And then I’m also trying to do like some fast money deals. So I’m doing this like LinkedIn, called LinkedIn and Email Strategy, where I bought this automation software the other day, and I’m just going to have my VA like help set up the campaign. So I don’t have to worry about it as much after I do the scripts. And then from there, yeah, I think back looking is like my biggest thing in the lead gen game that I definitely need to outsource a lot.

[01:20:43] Yeah, absolutely. And I encourage you guys. Look, Greg’s got a great back line from training. One of the things that’s been really good for us is finding these these different sites where we can pay them to put a link like a link insertion. So it’s not like a blog comments or some of that stuff.

[01:20:59] I know I just got it today. What’s that? Yeah, I actually just bought that today because I was like on this back looking like part of my mind. So yeah, I’m really excited to dive into that.

[01:21:08] Yeah, some of the stuff doesn’t work as like great training. Now, I think there’s a couple of years old, and I think it’s super worth buying it in an understanding of the blog comedy and some of the things that were in the training. I think the last I don’t I don’t know if they’ve updated the training, but the last I heard the training was like four or five years old. Some of those strategies don’t seem to work as well as they used to. And going out and finding these opportunities to pay for a spot in a blog and get like a link inserted, those things are the JC league circles. I think those are really good. They’re going to be specific. You could be reaching out to someone that’s not even offering a week like you could. If you have like X Y Z in Vegas, you could potentially reach out to someone who’s got x y z in Detroit and be like, Hey, I’m in the same niche. Can I pay you like a hundred dollars to put your link on my my week on your site, right? Something like this. So yeah, thinking outside the box is, I think that’s an important part of it, for sure.

[01:22:08] I like something you pay mentioned to. He does a lot of like guest posting. So like outsourcing, some writing for those articles. And he also mentioned this strategy where he outsources making infographics in exchange for backlinks because that’s something that could add a lot of value to someone else’s site. So all of those things, I’m just going to I need a systematize so I can have someone else help with that.

[01:22:32] I really think one of the the two two things before we go like, I think one of the best Fast Money strategies is the one that I’ve mentioned it a few months ago. And then I mentioned it on last week’s call where you could basically pay a VA to buy a WordPress theme and load it and like almost be up and running in less than an hour and have a very professional site. That’s a great fast money strategy. Second thing is, I think one of the first things to outsource is website building. Just there’s like, yeah, it’s it’s there’s just a dime a dozen of professionals for these people for only a few dollars an hour. Right. So learning spending your time to learn, to build a site when that is what you’re replacing is like, you know, four dollars an hour or three dollar, three fifty an hour to have a professional person build the site for you. It just doesn’t seem like the most the best use of your time. Like, I’m not going to go learn to be a car mechanic. Like, I would rather just like pay that person. I don’t need to know how all that stuff works, right? It’s the same mentality, right? There’s like, that’s a whole nother world, the website building. You know, I know that there’s the snap snaps, right? Is like, supposedly makes it easier or whatever. But you know, I just think there’s a better use of our time. Right is like. WordPress has been around for a long time, and it like if there’s people that have 10 years of experience that you can pay only a few dollars an hour and load theme like it’s it’s it’s seems like a great way in my mind

[01:24:10] To look great. I actually did that after you did that live. I had a VA because I didn’t have an agency site or any of that stuff, so I had a do my agency site on WordPress and then install the like different theme for supportive themes on the tab. So I can do that. But then I didn’t end up having a good system to prospect up scale, so I didn’t end up. I kind of did like here and there and tried to pitch it, but now now I think I can go harder on that as well.

[01:24:35] I love how you’re trying all these different things and you’re kind of really going after it. I like that attitude. You’re not like, it just seems like for you. It’s just a matter of time before you’re going to figure one thing out, like, Hey, I know that back leaking is weak. So I bought this course, and now I’m going to, like, go after it and understand it. And like, that’s the mindset that leads to success is like this. Like problem solving. I understand I have a problem. How do I solve it? I’m not going to like, complain or, you know, it’s just it’s just a matter of time before I find a solution. That’s kind of what I feel from your vibe, and I think this is going to be long term. I think that’s just going to lead to success for you. So congrats on your your first. Sounds like you’re going to have some money coming in finally for your first one, which is great.

[01:25:21] Yeah, it’s exciting. And like you were talking about before, too. Or maybe some people in the chat, I don’t know. Like in the beginning, sometimes when you’re so excited that you’re about to have a client you want to like pitch some more upfront costs or like an onboarding fee. So I was almost like thinking if I should do that. But I think because it’s my very first client and I’ve already like, you know, spent the time and money on the site, I’ll just stick to PayPal to try to build that trust. But I mean, I think it’s a good idea that people do all that and I’m kind of navigating that as well. Or for the next prospect, maybe I’ll do. I’ll give the different options. Like you said last time, this is a go slow package. This is the go fast package and try pitching different things and see what works.

[01:26:03] Yeah. Excellent, I argue I would definitely be spending a lot of my time as well on trying to rank these sites that you’ve built, right? You know that it’s going to be three to six months. So let’s make sure that that three to six months starts now and not like three to six months from now, right?

[01:26:20] Yeah, absolutely.

[01:26:23] All right. Anything else?

[01:26:26] That is all for me. Ok. Yeah, thank you. And these lives have been super helpful.

[01:26:30] Oh, it’s

[01:26:31] Great to hear different ideas and mindset building.

[01:26:34] So very cool. What part of vegas are you in?

[01:26:37] I live in Henderson now. I actually used to live like right around the corner where Devon lives now. So when I first moved here about two and a half years ago, I lived in Rhodes Ranch for a while.

[01:26:45] Oh, excellent. Yeah. Very cool. All right. Well, it was a pleasure talking to you and getting to know you a little bit. I know that we’ve kind of messaged back and forth a few times in the past, so it’s always nice to be able to put like a real face with it. So let me know if you have any other questions with this. Anybody else have any questions before we jump off here for the night? Just to have I missed any.

[01:27:12] Not seeing anything concrete.

[01:27:13] Ok, all right, guys, well, let’s let’s end this the way we end it. What’s is going to be our habit? Let’s take the actions that we need to do over the next seven days so that we have some wins to celebrate next week. Guys, these weeks, it might seem like, seem like a repetitive message, but they stack up. And if you are not creating wins this week and you’re not creating them next week, then like you’re not going to have wins in your business, right? You’ve got to be taking these actions that create this stuff. It’s up to you, each one of you guys, to be the person that is going to create this business for yourself, like if you know that you have a weakness or a blind spot that you’re just kind of like ignoring because you don’t want to go after it, like, that’s an issue, right? And you need to. You need to be like doing whatever you need to do. No one is going to come to save you from this. So let’s take the actions between now and so today is the second. So you have until the ninth who’s going to create wins before the ninth, right? So it could be something small, it could be putting stuff in motion. But I encourage you guys to get in the game, right? There’s a lot of people that are on here each week that aren’t sharing wins and you guys need to like check yourself and make sure that you’re doing what you need to do to move this forward, right? Like, we don’t know.

[01:28:28] We don’t know how long we have. So we’ve got to be aggressive with getting the results that we want, right? If we want to change our life, if we want to have more freedom, whatever it is like, we need to be aggressive. And you know, I’m doing my best to try to push you guys in that direction. But ultimately, it’s up to each one of you guys to make that decision. So let’s make a big deal of it this week. Let’s create some wins. Let’s have an awesome week. And if you guys have any other questions, then just hit me up in the group or post in the group. And it seems like we’re getting a lot of steam in here, a lot of people helping each other. So I appreciate all the stuff that you guys do to help each other. It’s really it’s awesome to see what we’ve kind of created here. So, all right, you guys have a great week and we will talk soon.

[01:29:10] Great call. Thanks, Patrick. Thanks, Jeff. Thank you. Thank you. Good night.