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[00:00:06] Yep.

[00:00:08] Okay, cool.

[00:00:09] Find out.

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

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

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

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

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

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

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

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

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

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

[00:07:39] That’s what I’m doing.

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

[00:08:54] Yeah. Okay.

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

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

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

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

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

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

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

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

[00:13:52] Sullivan.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

[00:29:40] Yeah.

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

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

[00:30:05] It’s, it’s.

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

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

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

[00:33:26] I’m here.

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

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

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

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

[00:35:34] So what.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

[00:43:34] Correct. Yeah.

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

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

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

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

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

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

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

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

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

[00:47:17] To the GMB?

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

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

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

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

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

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

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

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

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

[00:52:46] Nope.

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

[00:52:49] Yes.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

[01:12:39] I don’t think so.

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

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

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

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

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

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

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

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

[01:15:08] Yeah.

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

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

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

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

[01:15:46] I feel.

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

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

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

[01:16:17] I’ll do done.

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

[01:16:38] Hi, guys.