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[00:00:00] Get some stable ground under me, I’m going to. That seems like a good good thing to have, Barbara. That’s that’s like, that’s when you’re really like an adult. You’ve got your own barber, right?

[00:00:10] I got a great barber. Yeah, she doesn’t need one. Yeah, it’s too too on the side. No one on the side, too on the top or whatever it is.

[00:00:23] Yeah, it looks like they give you a haircut that’s going to last a lifetime.

[00:00:30] All right. It’s not easy.

[00:00:33] What’s that? A little more than eight dollars. Yeah, I can imagine. I want to find out about it when we get our place down near you. Let me see, are we live in the group? Can anyone confirm? Don’t know if it worked. Don’t. Can you see it for? Yes. Yes, your life. And the actual Facebook group. Yep. Ok, cool. Yep. All right. Cool, cool. How are you doing, Jordan?

[00:01:11] And good long, long week, and it’s a long week, it’s only halfway there, so I’m exhausted.

[00:01:19] Yeah, yeah. Is it been a. You’re doing some good stuff, you’re making some moves over there.

[00:01:25] Yeah, it’s going it’s going good. Just building a new service company right now.

[00:01:31] That sounds like a big undertaking.

[00:01:33] Jimmy was getting a lot of feedback one second. When you leave Facebook, at least a little window up there. I got a couple of new clients, new service company, new lead gen project. Things are rocking.

[00:01:57] Awesome. Very cool. What about you guys? Spencer and Neil, you’ve got new wins. Emmanuel.

[00:02:09] I missed last week because people in town and Thanksgiving and all that, but yeah, I’ve had some really good existing clients that are really stepping up with a out of the way niche that I’ve been meeting with them on job sites and learning more about stuff and sold a couple guy through me, three grand for one, two grand for another and this one we’re meeting on Tuesday. If it goes through, we’ll be able to throw me like 40. Wow.

[00:02:40] So do you want to do you want to share the niche so the group can make it collectively a lot more competitive for, you

[00:02:47] Know, believe me, they don’t want any of this niche. It’s taken me a year just to get to this guy. Yeah, I think it’s accepted, but they’re all good old boys that don’t want advertise. Believe me, it’s it’s a tough niche, but it’s yeah and worth the wait with this guy. It seems like it’s going to work out.

[00:03:06] So awesome. Awesome. Spencer, you got to win.

[00:03:10] Yeah, man. I mean, we just continually keep winning. I don’t know. It’s just something about the lead snap group that just makes us win. But like, honestly? I don’t know if this is crazy, Patrick’s, by not going to think it’s crazy, but I am really leaning on the software as being kind of my my my heavy, heavy weight lifter with the heat map software. It it is getting a lot of people’s attention. I’m getting in conversations. A buddy of mine locally, he had started a pressure washing company. Some of you guys that are in the industry, I guess the contracting industry might know who he is, but he he he took on this kind of undercover billionaire type of challenge and wanted to build a million dollar company service company within a year. And because he’d sold his pressure washing company a few years back. So he popped open a poxy garage floor company. And him and I have been in some conversations and. We’re going to be getting together on Monday and just chatting about how he can grow this huge, boxy company. He’s he’s already doing really, really well, but I’m putting together a audit rate now just as a friendly thing to say, Hey, here’s where you’re where you’re at. They’ve already admitted they don’t do SEO and they don’t do organic type stuff. Good. But they’re doing a lot of Facebook ads. They’ve set up the go high level CRM and yada yada yada. So it’s amazing to be able to have this skill set because for me, I always I always want to get my clients out of paying for ads.

[00:05:01] And so for us, what we’re doing is is implementing all these organic strategies. So also brought on my buddy, that’s a mobile car detailer. He thought he was doing a lot better. He did one hundred thousand by himself this year with basically toes across the heat map. And within two weeks I have. I showed an update here on my Facebook feed the other day about what we’ve been able to do with just optimizing the GMB and how amazing it is just to know exactly how to optimize the GMB because there’s so many things that are people are missing when it comes to it. I mean, like when you look at some of these GMB using GMB crush and you see like nothing’s filled out, it makes it you’re not helping yourself. So it’s an easier sale to if you’re selling optimizing of the GMB and things of that nature. So yeah, there’s an example the other heat map, if you click on the other pick because there’s one more picture, but the other one’s a little bit more green. I guess I should have done it the opposite way, but the two were two keywords mobile auto detailing. And then the other one was, I think, just auto detailing or car detailing. And that’s what a difference looks like in two weeks of using this and being able to show that to clients. That’s that basically gains a ton of trust immediately. So I just love and lead Snap Patrick. So awesome. Yeah, for sure. It’s obviously the heat map has has been something that

[00:06:40] Has gotten a lot of attention, you know, and it’s been some attempts out there, I guess, to to copy it. We’ve seen, which is entertaining because sometimes they actually show our software which like, Hey, what’s the saying?

[00:06:56] They’re like copying is the best of flattery.

[00:07:02] That’s wonderful. Yeah, that thing, right? So appreciate those those people out there trying to recreate this. That’s awesome, man. Congrats. Yeah, that’s exactly why we built it. It’s been a huge part in our business and it’s, you know, it’s it’s helped push things forward. We’ve got into a spot now where we don’t do a lot of prospecting, just we’re getting so many referrals and we, you know, growth in your agency should never. It’s not like this. That’s not going to that’s not going to like, be sustainable. That’s going like that, right? It’s going to you’re going to go up and you’re going to hit a spot where your business breaks and you’re going to have to kind of like regroup and then you’re going to go up again. So that’s kind of how it is. It steps and in our business, we’ve kind of been in one of those steps there for a little while, right? We’ve we’ve broken the thing several times, but now we’ve we’re taking a step back kind of getting our systems better dialed in. When you have 10 or 15 sites, 20 sites, maybe even 50 sites, you can you can really keep your eye on these. But what happens when you have like four hundred and you’ve got like, you know, eight hundred a thousand games like the system starts to break down unless you have things in place and checks and the software can carry a lot of that load. But you know, where we’ve run into is like fulfillment issues, where in, you know, we’ve got a lot of the parts and pieces dialed in and we’ve this is not the first time this has happened to us.

[00:08:30] This has happened several times where I think the first threshold is going to be somewhere around that, like 10 to 15 K spot and then you’re going to probably hit another one somewhere between 30 and 50. And then, you know, maybe another one as you approach one hundred two hundred. So it’s just a question of solving these problems. I’ve mentioned this to you guys several times. It’s like we start this business and we’re good at like the Google, my business and the ranking and the like landing clients and all this stuff. But really like when you start the business, you’re a problem solver, right? And that’s what your job is. One of those problems you need to solve is like, how do I get myself out of this business, right? But how do I do it in a way where the business can continue to grow? So how do you do it when you’re building a software company at the same time? That’s a fun problem to introduce there as well. So, yeah, Spencer, I’m. So excited that you’re crushing it with this. I wish I could push more people into taking the actions that you’ve taken and this this contest that we’re really going to start pushing is that’s what that’s designed to do. Spencer is like taking that. He’s a competitive guy. So when he when that got dropped on him, I think it kind of flipped the switch and I’ve seen that in other people.

[00:09:42] So it would be great to to have that flip that switch be flipped at everyone. But but it seems like it only affects a percentage of the people. And it’s really when you kind of it happened to me to at one point, right? Like I went to an event and I was looking around at the people that were successful and I’m like, What do these guys have? Are these guys like smarter than me? Are these are these guys like better with people and sales are like, What is it like? What is it? And like coming from a background of playing professional poker for 10 years? That is a very cutthroat industry, and I was looking at what we were doing and I was looking at these. There’s times when I was playing poker for a living. We’re like, I’m sitting next to someone like, What? What do you do for a living? Oh, I dropped out of Harvard Law, and now I’m like playing poker for a living. That’s like a very different scenario than like, I’m just learning this business or I’ve been in this business for two years and I was working in an auto parts store. Like, that’s like I knew that I had what it took to get me, and it flipped a switch to see that that these people who I didn’t think had all this extra stuff ahead of me were able to do it right. So I don’t know if you guys can get some inspiration from this, but ultimately looking back on it for the people that have flipped to the other side and you look back, you realize that the biggest challenge wasn’t the actual work in repeating the skill set that you know how to do it was.

[00:11:01] This mental switch is kind of like confidence and it’s like, Go this, go and get it. And just like, realize that there’s really only one outcome if you just kind of like, stay with us. And the speed at which that outcome happens is based on like how quickly, how hard you do the work. And I’m not advocating working like seven days a week, 80 hours. You need some, you need some downtime, but it’s really up to you, right? How fast? How fast. Just like on some ways, it can almost be linear, like you’ve got to walk a mile and whatever speed you go at, that’s when you’re going to get to the end of the mile walk, right? So it’s kind of a little visualization I have in my head with this stuff. Ok, so will it’s good to see you, man. I think I still I still owe you a call, don’t I? We’ll get to that. Yeah, yeah, it’s on my radar. This week is not the week, but if we could do maybe like the second week of December, I would love to. I I feel like I have a debt there, so I want to make sure that I will relieve you of that debt sometime in December. Okay, awesome. You got any wins?

[00:12:07] Yeah, I actually just it’s the first month I just sent out some invoices on square

[00:12:13] For one of my guys. I had like, this was an early one. So I’m like locked into at least a year of per like price per lead. So I just had another high

[00:12:26] Watermark with him in terms of leads we generated from this month, beating last month’s record. So everybody out there, it’s like, good man, you do this stuff and it just sometimes it takes time and it’s stuff that I did a couple of months ago, but it’s showing up now. So it’s, you know,

[00:12:44] When you can believe that, but when you actually

[00:12:46] See it happen, it’s a nice reinforcement.

[00:12:48] Yeah, for sure, I mean, it’s one thing when the same people keep telling you like, this is what happens when it actually is like yours. And also last month, I mean, I don’t know the net, just not the same for for every niche, but last month is generally one of the slowest niche, like the slowest months for home services with with like Thanksgiving and everything. Most people aren’t going to want to tear the house apart or, you know, certain things are like if you’re if you’re. Rufus leaking, then they’re probably going to call anyways, right? But so that’s cool, man, so it’s probably depending on the niche. I would bet your kind of you’re going to see another record breaking month and maybe not this month, but in January. And then, you know, as time goes on, it’ll probably grow more.

[00:13:29] Yeah, we’re pretty well poised for a good spring. I think that’s awesome.

[00:13:35] All right. Cool. I’d love for you guys, whether you guys are watching on the I’m going to kind of make this a habit, even though it’s going to be repetitive for some of you guys. I want to try to build more connections within the group between each other. So just throw in the chat. I got two requests for you guys this time. Maybe do it on Facebook so everyone can see it because it’s only a portion of the people jump on the zoom. If you want to do it in here, that’s fine too. Where you guys are from, where you’re tuning in from, maybe we can make some local connections and then I’d love to hear. And Jeff, you can keep your eye on this. What’s the biggest thing you guys are struggling with in your businesses? Let’s throw that in there. I’m going to ask this question. I think every week moving forward because I want to try to build this content based on what you guys need. Ok, so tell me what you guys are struggling with. We’ll see. We’ll see what kind of problems are repetitive for people. And we’ll go through those. And if you don’t chime in and mention anything, then I’ll just cover the people that are that are being active and that are telling us how we can help them better. Right. So we’ve got Spencer from Portland. Ok, cool. Awesome. All right.

[00:14:37] So we’ve got a couple of wins in the Facebook group. Joseph? Yeah, he’s saying he’s trying to replace himself with on some minor tasks I’m assuming with the VA so he can get to the big stuff. And then also he verified his 14th GMB this month today. Well, I guess he meant last month and he got a referral from an SEO client, and his mechanic is now on board for seven hundred and fifty bucks a month. Congratulations for those wins. I know this guy has been taking action and jamming along the way for a long time, so I hope he’s stacking the stacking the money every month. That’s awesome.

[00:15:16] Yeah, he’s definitely been. He’s definitely, definitely been getting in after it for a long time, right? So congrats, Mr. Graham. It’s always good to see you doing well, man. All right, we got he’s in Fort Worth, Texas. We got Harry near DC, Bellingham, Washington. Right on. I know we got Napier, Naperville, Illinois for for Mr. J.P. and from Denver. Jeff is in Nashville with me right now and we got Sarasota, Florida. What are the biggest problems you guys are dealing with? Like, let’s let’s hear about that too. Whether it be prospecting, ranking games, finding jobs, building your websites, whatever it is. But let’s hear about that. So we can kind of shift our content. I’ve got some I didn’t want to start off with this, but this is something that needs to be shared. And a lot of you guys know Dave Souers, who he’s been kind of a regular fixture on these call. These calls really, really super nice guy. So bad news. So Dave actually passed away today. Unexpectedly, he had been diagnosed with COVID on Saturday, and his business partner and best friend, Sarah had reached out to me and she had asked me to read a message for her. So I’m going to read that. But before I do that, I just want to, you know, we we kind of take our time for granted and it’s stuff like this.

[00:16:37] It’s going to cause you to reflect. There’s I mentioned this last week on our call like we were right before Thanksgiving, and we got to be thankful for what we have and because we never we never know when it’s going to be gone. And Dave is somebody that was on a call, I think, either last week or the week before, and we were kind of cutting it up. Awesome guy. Somebody that I met him in person a few times and I would consider him a friend. So it’s, you know, it’s heartbreaking and shocking to to hear a message like this. And you know, there’s nothing that we can say to change things. But you know, Dave is somebody that’s going to be missed if you’re out there somehow watching us, man, I always appreciated you. So this is the message that that Sarah requested that I read on here. She says, Hey, Patrick, I’m super sad to tell you that Dave Stowers, my business partner and best friend, died quite unexpectedly at my home. I performed CPR on him until paramedics came. They worked on him for an hour to no avail. I’m beyond the understated in words, cannot describe my 19 year old son and I grew very close to him over the past three years.

[00:17:41] He was amazing at tech, a little quirky socially, but one of the deepest, most insightful people I’ve ever met. He’ll be missed beyond words, so I can certainly, you know, my experience with with him 100 percent lines up with what you shared there. So I’m really sorry to hear that Sarah and pass on from us to Dave’s family, our love and prayers and support for them. I would love to find out if there’s something I could do to to help with things. I don’t want to. It’s it’s it’s kind of like tough to to move on from from this. But there’s nothing we can say that is going to change things with Mr. Dave here. But hey, man, I really loved I love knowing you and it was great interacting with you. I learned a lot from you. Ok, guys. So I’m going to jump into a piece that I think a lot of you guys are not. Taking full advantage of I know that some of you guys are, but just based on some of the questions we get. For those of you guys who haven’t connected your connected to the software platform to to your sites, I think this is an important thing that gives you all sorts of benefits. And that’s a tough Segway right there, shit.

[00:19:06] So I want to go through this and I want to help you guys understand the benefits of this and what that process looks like. Ok, so I’m going to share my screen. We’re going to dive into this. All right. Somebody give me a thumbs up if you can see my screen. All right, right on. Ok, guys, so we’ve got two different platforms here, I think most of you guys know that at this point, they are equal in functionality currently. Pretty soon, you’ll be able to log in either one. Ok, so some of the benefits for connecting your website look, you’ve got to know where your leads are, whether you’re on a pay per lead, whether you’re on a flat fee or you’re on a commission deal or some sort of hybrid thing. Getting this stuff connected is huge. So that is like one of the big things you are not going to be able to accurately. Well, it’s going to be harder to accurately charge your clients if you don’t know what the lead flow is. And that’s kind of where this this whole platform started was with just tracking our leads, right? So seeing them come through whether their phone calls or form submissions, we’ve got ways to connect it right. I know that some of you guys are on call saying some of you guys are on call rail.

[00:20:20] We have that integration and lead Snap. We’re about to drop it and we generated. We just have to work out some technical stuff before we get that in there. And then we have our own platform, which you know in my mind is is obviously we built it, but I’ve built it as as a solution to a lot of the problems I was facing with these other platforms. It’s not perfect yet, but we’re going to just continue to kind of throw gasoline on the fire until it’s a no brainer. So all three of those systems can connect in here. Another huge benefit for this is the spam filters. If you guys aren’t haven’t taken advantage of these, these are killer, right? I know there’s no there’s no showing here. I use this in my agency and we actually in our agency. We use a different version of this same software where it’s kind of like a testing ground. And there was two times and about the last month where we broke things as we were kind of testing. The spam filters broke as a result, and we must have gotten calls from like. Jeff, how many calls do we get like six or seven clients reached out to us? Do you remember

[00:21:29] Quite a few who were just like going berserk over it? And it’s like, this is the reality of the way it usually is if you don’t have a spam filter? You know, there were just so many. One client just forwarded me every single one that he got, and it was it was painful. You know, it was painful just to have that.

[00:21:46] If you guys are not taking advantage of this and you’re kind of like in that spot where the spam filters were broken. Our client saw a huge difference and they were like, What is going on here? Why am I getting these like messages that aren’t real leads? Because that was foreign to them where I think, like Jeff said, that’s the reality for people that are not taking advantage of this. And what it’s going to do is it’s going to cause some other problems in your business. So like one thing it’s going to do is it’s going to prevent you from having accurate read accounts because all these scams are are mixed in there, right? The second thing is it’s going to deteriorate the quality of the automations, right? If you’re using automations for like, hey, when a formal submission comes in, then sends a text message. But now, like the stuff’s coming in from like, who knows who? Well, that’s that’s going to cause problems because you’re going to be like sending out these messages and follow ups to people that aren’t real. They’re not real leads, right? So the way that you can set this up right here is if you go in and you click, I expand CRM and then I will go to weeds and then spam. Ok, so that will take me here. This will turn it on and off. We are kind of adding a few more spam filters based on.

[00:23:03] So in our agency, it blocks about a thousand messages a day, about thirty thousand messages a month get blocked. So that being said, there’s probably like, I don’t know, ten, maybe 15 messages on a daily basis that will escape our spam filters. And we’re kind of like always dialing it in. One of the things that we picked up on is that sometimes like a phone number, that’s not a valid phone number with too many digits will come through. So like we’re blocking ones with this, we’re blocking ones that have zero or start with +9. We’re going to be making a lot more rules in here on this phone number because I think that’s an area where we can get this tightened down even more right now. We did the math. It’s blocking greater than ninety nine point eight percent of spam messages from former ninety nine point eight, which is like, That’s great. But I think we can continue to improve this, and I think it’s really important for you guys to take advantage of this. If you’re not, the keyword spotting will allow you to put in words and phrases in here. So if these are in the comment box, it will block those the domain filtering and the email address filtering. These both work on the email field within the form. So these are going to this will block the entire domain.

[00:24:13] So if Spencer at Tesco and will let Tesco send a message, then they will be blocked because I have Chess.com in here. You wouldn’t want to do that with Gmail, though, because that’s going to block real leads, right? So. The last one is probably the most important one. I know that my buddy Lou, who uses this software, I think he didn’t know about this one. He was dealing with spam. So basically what you can do is you can click on here to select all. You’ll get this little error message that will say, you can’t block everyone that’s going to block the entire world. But then what you can do is kind of uncheck this. So if it’s checked, that means that you can’t get it. So this what this does is it will pull the IP address of the person submitting the form. And it will. Kind of geo locate that IP address and block if it’s coming from the country that is checked. So in this case, I’ve unchecked the United States where my business is. So that means that everything outside the United States is going to be blocked or you’re probably not going to get like, let’s say, like someone’s not going to reach out to my plumbing client and say, Hey, I’m from Tanzania, come fix my my toilet, right? It’s not.

[00:25:17] That’s not going to happen. And this one up here is going to block the the euro, right? So it’s going to look for that. When you combine all these things, it gets really powerful. None of this is going to work, though, unless you connect your websites. So that’s why I think it’s really important that there’s a lot of reasons to connect them. This is a big one right here, right? It’s to like, get this stuff connected so that you don’t have to deal with this. You’re going to get a higher quality of leads for your clients. They’re going to know you can. You’re essentially like, we’ve trained our clients to like that. When it comes from us, it’s a week, right? So if you try to, our clients are probably getting approached all the time by other marketers, and it’s these little things we like. Just keep stacking them up like we’ve got a system o reputation management. We’ve got that for you. As a part of this, we’ve got this band felt like let’s train our clients to accept this kind of like higher, higher quality product. And this is a part of that, right? So when our when we broke our spam filters for our version, our clients were like, What is going on here? This is like, this is unacceptable because that’s deviated a long way from from what they’re used to.

[00:26:25] Ok, so there’s two different things to consider when you go to connect your websites. There’s two different well, there’s actually three ways you could connect, right? So the first way if you’re running a WordPress site, which we’ve moved our things, all of our stuff, as in WordPress, right? There’s there’s pros and cons to each one of these as you scale. I really enjoyed the pros of the fact that I’ve got four hundred sites hosted, and that’s one hundred and thirty dollars where I’ve heard of people charging like fourteen bucks a month for different websites. That doesn’t scale. So but if you’re using WordPress, we have a plug in, right? So if you go in to our help area here, you’ll see instructions that will take you through step by step exactly how to set this up, right? So this will be inside of since it’s in the CRM, it will be inside the CRM, not working for some reason. Let’s do it this way. Ok, so. I’m a little confused about how our health system is working right now, I know we recently made a change and I don’t see the. It’s still under lead. Oh, it’s under lead management, still. Ok, so inside lead management, you will see that there is a lot of different instructions in here. We’ve got them on automations where you guys, this is how to connect WordPress. So if I were to click on this, there’s actually one more on here that we haven’t added.

[00:27:53] We just recently added support for Gutenberg. I know that if you’re part of William Jones, that’s one of the ones that’s recommended. So we do support Gutenberg. It’s just not it’s not on this list yet. So this is step by step instructions. You’re basically going to go and install this plugin and it supports all these different builders, right? So if you have one of these, you install the plugin, you basically come in and get the API key from within our system. And that’s what these instructions are going to teach you how to do, right? You’re going to paste that in and then that’s going to make the connection. And then all the weeds that come in will instantly be available. And they’re just great for auditing what you’re doing and it’s going to be really be building as we start to release some of these things, like the the reporting functionality, right? So the reporting, we’re going to ask you guys eventually, we’re going to have a connection to some different payment processors, but we’ll give you guys the option. If you want to put in the amount that your client is paying you and then get like, you can get your average cost per read. This is something that I want in my agency because most of my people are on flat fees.

[00:28:54] So as their leads go up, I want to get notified that, hey, it’s time to charge these people more rather than it being a manual audit process, right? So that’s kind of what we’re building this end towards, which is going to be another benefit, is trying to get these alerts and having like branded reports, especially as we release our white label version of the software. Having branded reports that can go out to your clients, maybe it’s once a month right with your it won’t have anything about our software on it. You can put your logo all your information. Let me just bring up our our latest version of that because it’s it’s pretty cool. We’re still a second. He paused to share here. We’re still kind of like finalizing the design on what this is going to look like, but I think it’s I think it’s kind of a I think it’s going to be a very valuable piece for people running this business model here. To be able to have these these reports and to be able to schedule them and kind of have them go out whenever you decide, so maybe you want to use some of them internally where it’s like, I want to get notified every Friday of my leads by company and have that be sent out? Or maybe I want to send this out at the first of each month.

[00:30:12] Right. So this is kind of the reports. I talked about this a few weeks ago. We’re still fine tuning this. I like to go through and get everything all planned out and solve all the problems before we start the development. So that’s where we are. But it’s not like a big development, heavy task. We’ve already got all this information. So basically, this would be a list of my reports, right, if I were to click on an individual report. It will take me inside here. From within here. You can kind of see, I’ve got a logo here. I’ve got different time frames that I can compare things that are happening. I could say like, Hey, this is the lead for Patrick Chan and co. from the 11th to 16th, and this is what it was from. Well, I guess they chose the same date for this mockup, but you get the point, right? So we’d have two different dates here and then you get like a percentage increase, right? You can come through here and you can brand this report and you can add in all sorts of information. So if I want to add in my logo, I could upload that there. I could put in some of the company information. Write my name. Maybe I want to put in different, like all sorts of different information I can add in here and build this right if I want to include the date.

[00:31:19] So you can essentially build this report not only with this like top part, but with all these different columns. So we’re giving you columns that stretch across this entire platform. Right. So the leads are going to be a part of this and having your leads connected in here, that’s going to become more and more important. So I encourage you guys, if you haven’t connected your websites, we have onboarding calls you can jump on, we can walk you through how to make that connection and make sure everything is set up straight. So if you’re using WordPress, you’ve got the plug in. If you’re using something other than WordPress, such as like Weebly or Duda, then what you can do is you can basically build your. Form inside here with the website forms and then embed it. Ok, so I know that there has been a little bit of. Struggle with the user interface that we currently have in here, so if I were to go in here, this is my form builder, I could build this. You get a little piece of code right here where you can embed this onto your website, and this form will show up exactly like it’ll show up wherever you put it on your site, right? Just like. This one there is the website forms area and the form builder, so if I go to website forms.

[00:32:32] There’s a lot of information on how to embed a form, how to set this up, right? Ok, so one thing is like this will cause issues with Google ads. We haven’t worked through that problem completely. I’ve tried hiring some specialists. But for whatever reason, Google Ad thinks that this is like because the form is like submitting to a third party site, Google. It like triggers something with Google and says, OK, what’s up with this? It’s no problem. Aside from Google ads, OK, it’s not going to hurt your rankings. We’ve got this on our sites. They’re ranking really well. Lots of other people do, too. We’ve got a video. We’ve got step by step instructions on how these forms work and how to embed them. Ok, so one of the things that we are about to release is an update because I know that some of you guys have struggled with, Hey, I’m not like a I’m not a I’m not a master with like CSS, so I don’t know how to customize this form to look like I want it to on my site. Well, our new update that we have been working on. Way longer than I would have liked to. Is about ready, and I will give you guys a little demo of this too, so just give me one second here.

[00:33:45] All right, cool.

[00:33:48] He resumed the share. All right, cool, so this is our new version of the form builder, so this will probably look a lot more like what you guys are used to. You have a lot of different things that you can add in here. You can use different color schemes, so you could use different themes if I want to switch this around. Right. So it looks like. See, this is why we haven’t released it yet, we’re still having issues with these themes, but we’ll still have the custom CSS option. But you can switch colors and widths so you can go through here and change like the color and the font color, all sorts of different stuff. You can change the buttons, so it’s going to be much more building in here. You can come over and get a preview of the form. So this is this is where we’re going with this. I think this is going to give you all the functionality that you’ll have when you’re building another another form and make it really easy where you don’t have to like no code or anything like that to be able to change the styling of that. So that’s what’s coming with this. All right, Jeff, do we have any questions on any of this stuff if you guys have a question on it? Just throw it, throw it into one of the several chat areas there, and we will get to it. Are we clear, Jeff?

[00:35:00] I’m not seeing any questions about these things, specifically that you’re going over with the software, but there are other questions.

[00:35:07] Ok. All right, let’s move on to those if we don’t have any on this, I just wanted to I wanted to kind of push this a little bit for you guys because I think if you’re not taking advantage of this and you’re using the software, then you’re probably leaving leaving some money on the table and you’re probably doing a lot of extra work and your clients are are I don’t think they’re going to be getting the same quality of leads. So I just wanted to make you guys aware of this if you’re not already taking advantage of it. Spencer, I think you’ve been using it for a while, right?

[00:35:37] Yeah. Yeah.

[00:35:38] What’s what have you? What’s your opinion of this? Has it come to be an important part of how you run your business or like, where are you with that

[00:35:47] With having like how specific you talked about with having

[00:35:51] The the the your website’s connected to the platform and the management associated with that?

[00:35:58] Yeah, it’s it’s huge. It saves a lot of time because it’s automatically sending forward and leads to my clients. I have to agree, man. When the spam filter went down here like a week ago or whatever it was, holy crap, you guys don’t realize what that is doing for your clients and saving the headache, as well as making you guys not look like you’re having a cheap brand out there. So we we use it, every one of our sites is connected with Snap and just getting that current information. And I can’t wait until I get my phone system fully converted over so that I have call the call tracking. I guess it would be of the metrics not to use use that verbiage, but the the data from the calls to the leads that are coming in. Because then what you can do is like Patrick’s talking about being able to know where you started with a client and then where they’re at so that you can do the rate, the rate increase. But no, I love this software, you guys. Honestly, I can’t wait to be able to to fire the rest of these companies that we have pieced together out there that are that we have to in order to have have it all come together for our agency.

[00:37:13] I like for me because of what I already have tons of tabs open. For all these things, it’d be nice to be able to close. Tabs have lead Snap as your main source of information coming in because it is specifically designed. And that’s the other thing that I love about it. Patrick is currently we use Go High Level, which takes a frickin degree to know what’s going on over there. But it’s not. It’s not totally designed for the rank and rep model what we do. And so excuse me, in order to be able to know exactly what’s happening within our day to day routines. And once that API gets connected from Google, I remember when I when I had that knowing that a GMB suspended in real time because I’m not in the GMB sack, I should be on a daily basis. So I don’t know if it could be down for a week and sometimes you don’t find out. So all in all, man, I love the product and as you know, I’m a big fan.

[00:38:15] Awesome. Yeah, yeah, definitely appreciate that. Hopefully, we can get your API pushed through here as quickly as possible. It’s been really. It’s been really nice to get that piece back. You know, I think we’ve kind of got it structured now in a way where we’re not going to have to deal with those problems again.

[00:38:33] But there are a couple of questions about the API, Patrick and specifically about the emails. One question was Are we supposed to create an email from G Suite for the API? And the other question was how is it coming along? I tried to add in a contact email and it did not work, so I’m not sure if you have any answers to those questions.

[00:38:58] Um, yeah, so, you know, obviously we have someone else on our team that’s kind of like we’ve got somebody that I’ve I’ve dedicated towards this, so I don’t know all the complete like every little piece of like that process. I know that we’ve had a number of issues with people that were we’ve had a lot of people move over from local biking and they set up their API a little bit differently. And and we have to like make some adjustments to the way that’s set up to get it to work correctly with our system. So that’s cause some of the crashes we’ve had, you know, just there’s so many different ways that you can set up a Google my business and sometimes we build things where we’re expecting something to be true and someone sets it up different and that’s not true and it causes a crash. So we’ve gone through and I think we fixed those. If if you have tried to connect one and it crashed, I would say try again because we’ve released an update. I think every day this week to like, fix more and more little, little small issues that we found. So. And if it’s still an issue, I know a lot of you guys reach out to me on on Messenger, which is great because I can kind of keep a pulse on on feedback on how things are going.

[00:40:10] But it’s also really good to create a ticket watch because sometimes what happens if you guys messaged me on Facebook and I will communicate with our development team, but sometimes like, I’ll forget to circle back to you and we’ve fixed the issue. So when you create that ticket, what it does is it. We make sure that we go through and answer every ticket and go through and get those resolved. So and it creates a lot of automation on our end. So if you’re still having that issue, try it one more time and then create a ticket for it. And if there’s any hesitation in response or anything like that, let me know and we’ll definitely get this push push through. But I’m not aware of any crashes that haven’t been fixed related to the Google my business with like I think we fixed all of those, to my knowledge. As far as like the email part of it, I would say it’s best to post in the group and then someone from our support team can respond to that because I don’t know. Jeff, can you repeat that email part of the question again? Maybe I do know it.

[00:41:11] Yeah, they’re just having trouble. Or they’re just asking, is it just a Gmail that you use for the API? And then the other question was that they had tried to get a contact email in the system and it didn’t work. So I think you answered that one on your last round there.

[00:41:26] Ok, so I think that it’s more than just a normal Gmail. I think it’s a like you need like a Google can’t remember the word that it’s like a Google domain email or something.

[00:41:37] Uh-huh. Yeah. They want you to be coming from an agency domain. So if you have your domain website and a domain GMB, that’s what is necessary for that. And so you want to have a specific email for that domain because then it looks so much more legit when they’re approving it.

[00:41:57] Yeah, the request in a developer developer email within the Google, what they call it Google business console, but it’s like a business account.

[00:42:09] Yeah, I wish that. I don’t know if, Kyle Kyle, if you’re tuned in

[00:42:13] Kyle’s our support base Google Workspace, there you go.

[00:42:17] That’s the terminology. Yeah. Yeah, and look, if you don’t have it already, all you need to do is is go through and fill out the request. It’s a done for you service on our and we’ll walk you through every step of that and we’ll make sure that you guys get get get this thing pushed through, right? So like, we have a new kind of branch within our company that that we’re really focused on right now. That’s our that’s our client success branch. And there’s support which comes with all the different software, but it’s big for us to have this client success. And so we’re kind of like invested in making sure that you guys move forward and having this Google my business API falls under that category where we need to make sure that we provide. What’s necessary for you guys to be able to get to this next level and being able to manage your GM’s schedule, post all this stuff, getting notified when a review comes in, all these pieces that come with it is a part of that success. So. And that’s why we’re doing the done for you stuff. So if you if you don’t have the API go, there’s no charge for it, right? Go in and apply for it and we’ll take we’ll there’ll be some interaction, but we’ll take it to the finish line for you guys and make sure. But there’s a couple of pieces that we need on your end and we’ll work with you to get that done. So it’s not you’re not doing a lot of heavy lifting here. You just got to like, trigger the process, right and maybe respond to a few messages. So cool. Yeah, we got more questions.

[00:43:50] Yeah. Patrick was asking about the heat maps and specifically if Spencer could do a walkthrough. But I know we have done those walk throughs and prospecting, so I will find one and put it, put it in the call notes. And so that’ll be more accessible. But also, he’s asking if somebody has specific metrics about getting the heat map to rank better and then having an increase in calls so that he can use those numbers for prospecting and have some real, real numbers to work off of? I think that’s where he’s struggling.

[00:44:28] Yeah, yeah, absolutely.

[00:44:32] And maybe I mean, he keeps mentioning Spencer and Spencer, you’ve had a lot of success with this. Maybe you guys could maybe work together a little bit and have Patrick learn a couple of things from you and then maybe get some good advice on how to do that prospecting.

[00:44:53] Maybe not. Yeah, yeah, yeah. Like, Patrick, hit me up with a message and we can connect. I mean, obviously I’m not doing anything like outside the box, I think. I mean, I’m willing to share it with people. You know, it’s just you’re kind of your your basic audit. But there is some tricks if you’ve watched the last few weeks calls where making sure that when you start that loom video or whatever video recording software that you’re starting it, so it freezes on that heat map. I think that’s huge because it catches people’s attention, especially if you’re going into groups. But outside that, yeah, it’s nothing crazy. It’s just going through. I usually analyze the GMB analyze with some of the heat maps, look at their website, give a little analyzation of that and just kind of just give them some tips and pointers and consistently talk about their marketing team and their web developer services.

[00:45:59] Spencer, I know that Patrick has done a couple of walk throughs on the heat map prospecting model, and so I have the GMB walkthroughs linked at the top of our outline sheet. But I’ll make a separate section for prospecting so that it’s easy to find those those instances where we’re walking through that because I know Patrick’s done that a couple of times, but I think that will be very helpful for you, Patrick, with a K to see that in real time and see the language that Patrick uses. It’s just it’s, you know, is going out of that and he’s having success.

[00:46:32] So I highly recommend it. Yeah, yeah. One of the one of the things that that Jeff and I are working on right now is we’re basically taking the videos that we have and we’re we’re turning them into. We’re like basically loading these and pulling down all the transcripts and then we’re going to put those onto the site, right? And I think that will help you guys when like you’ll essentially have a script that you don’t need to memorize it, but you can look over so like for this section, you can say, Hey, it’s like 10 minute presentation. This is basically what the spot I need to do. And the key is really reps, right? I know you’ll see when Jeff tags you and the ones that I’ve done is like. It like I was shooting from the hip, but it came across smooth, and it wasn’t that way when I started, it was that way because I did it a bunch of times, right? I did that pitch again and again. And there’s some psychological tricks that you want to put in there. You know, they say, like, I think it was how to make friends and influence people that look right. Person’s name is their favorite word. And by personalizing this and mentioning their name and like, you don’t want to get buried in the weeds, right? Don’t go diving into a bunch of different tools. Your goal with the heat map is a few things like one is to establish that you are you know what you’re talking about, right? And by going through and be like, Hey, explain what the heat map is.

[00:48:05] It’s great because it’s like very visual in nature and it’s easy for people to understand. And then the second thing you’re going to do is you’re going to elicit an emotional response from them when they see how poorly they’re ranking and how well their competitors are ranking. And when you kind of do those two things like. A lot of stuff just kind of falls into place if you if they know that you know how to fix this and you’ve identified the problem, then like, that’s your your you’re already kind of rounding third base, right? So it’s great to be able to show those calls and make that correlation and be like, Hey, this is how we rank this Google, my business in this area. And these are the calls that resulted from this ranking, right? This is how your Google my business is ranking. This is probably similar to what your competitors are experiencing here. So I think we could probably find some samples or something like that. I would love it if maybe some people can throw some some stuff into the group. Whatever group you guys are in help some people out, right? Let’s let’s help each other level out. Level up, right?

[00:49:12] Oh, sorry, I thought it kind of goes to like what Patrick’s saying about reps, you know, and Patrick with a K as asking specifically, do you ever go into numbers and like what the numbers are before? I don’t do any of that. Like, it’s all kind of a personal approach. I do more of a consultative selling approach where I’m kind of like digging into where they’re at in their business for the most part and then trying to figure out where the crossover is. So my style is I’m like, I’m not going to make you any promises I can show you the thirty five examples and case studies that I’ve already done of clients that are crushing it. But I’m not going to make you any promises because, you know, that psychological approach for me because I know everybody else is over promising, promising and under-delivering. So I make it a point not to promise them anything, you know, and they trust me more because of that doesn’t mean you shouldn’t do it if that’s your style. If you’re like, Hey, I, I know that I can get you up based on the heat map. I know that I can produce more calls for you. If you want to have that approach. Great, everybody’s different.

[00:50:18] Everybody’s pitch is going to be a little bit different. My intuition tells me to not promise them anything and that gains trust faster. I’m trying to gain their trust as fast as I can and get on to the next, the next deal that I got a prospect, right? So for me, that just doesn’t work. I mean, it works better if I don’t promise. So again, I just kind of go in and as more of a consultant mindset and try to get as much information about their business as I possibly can as quickly as I can and then make the connection to what I do and have done and have seen results in and then try to make it as easy as possible for them to do business with me. So whatever that looks like and that those sort of three point trajectory, that’s what it looks like. And it’s not always the same. It’s just once you get enough of those reps, you just get on the phone and you just start banging it. And I don’t hit the hit it out of the park every single time, right? You don’t spike the ball every time, but you do it enough times and then you start to win.

[00:51:21] Yeah, absolutely, I mean, it’s just like anything, guys, if you haven’t done it, don’t beat yourself up for not being great at it, like you’re not expected to be like, I went from being pretty terrible at it where I was like stuttering on the phone almost and not really sure what to do, not being confident, like all these different things. And then the more times you do it, the better you get in and you kind of look back. And now all of a sudden you’re a pro at this and you start to get to a spot where maybe, maybe the issue isn’t trying to sell. It’s like, how do we handle all the customers we have because we’ve brought in so many, right? So I know that is a foreign idea for a lot of you guys, but it’s right around the corner. You just got to get some some stuff in place. Like it wasn’t very long ago where Spencer was trying to land clients and now he’s like, got all these appointments and all these different things going on. And I’ve seen this happen a number of times. You’ve got to turn that corner. All right. So cool, Jeff. Are we caught up on questions or not? Really?

[00:52:23] Patrick’s asking a little bit more in depth about mentioning actual dollar amounts in playing into the greed. A little bit. You know, it’s like for me when I talk about those case studies, I’m like, Look, I’ve done this. Some of our clients, they’re running seven figure businesses, and most of the leads are coming from us. I can’t make you any problem that’s kind of like my line. So that kind of taps into their greed. And I think on the last call is telling you there’s one client that I just brought on that we haven’t even produced a single lead for. He’s already expanding into other markets. He’s given us a couple of startup fees. I talked to him about his airplane that he wants to buy. He’s, you know, he sends me a picture of the sexy airplane that he wants. I’m like, All right, let’s get your airplane. Let’s do it. Like, why not? So definitely playing the greed. It’s just, I think, Patrick, just don’t overthink it. It’s like, just get those reps. I mean, it wasn’t that long ago. It was maybe a year and a half ago I hadn’t sold a single thing in my life. Couldn’t say sell anything to save my life. Didn’t think I could. And next thing I know, I’m banging the phone twenty four times a day for multiple months, and then I got the reps. And now it’s it’s simple. I mean, I’m not saying that everything about it is simple, but it’s simple to get the phone and get in the flow and get stuff to happen. So, yeah,

[00:53:39] So let’s run through it. We’re not getting a lot of other questions that I’m seeing in the chat. So we’ve got about like six minutes before the hour mark. Jeff, are there any other questions or I can just kind of run through a sample of of what I would

[00:53:54] Do if we’d be running or willing to run through a script? I mean, you and I did a role play a couple of calls back. Yeah, there were some other questions about or just challenges when you ask people to put into the chat. So some of them are getting these creating a systems based business. I’m getting the addresses but not getting the postcards. I want to learn about pipeline and call flow. What do you use for funnel building? Finding reliable clients, like all these are issues that I don’t think we’re going to be able to address.

[00:54:27] Let’s make sure that we take these down because I don’t think we’re going to get to all of these this week, but we can start to build our future content based on the questions that people are struggling with here. So I’m sure. Yeah, so building a substance based business, let’s let’s address that one. There’s there’s not a simple answer for how to do that. One of the things that you need to start with is you need to. There’s a few things that I’ve learned and I’ve had a systems based business for a long time now, but it’s it’s not perfect, right? And some of the things that I wish I would have done differently, looking back is like first, like start with goals like where are you trying to go? And then you need numbers that are going to get you there. So I mentioned this last week, the North Star metric idea. I don’t know if you guys put thought into it. One of the things that that we’re going to keep track of is like the amount of leads for paying client. Ok, so as that number goes up, then everything starts to go in a good direction. I’ve recommended a few books in the past. Traction is really good. One by Gino Wickman and then the myth revisited by Michael Gerber, right? So the email talks about building an organizational chart. So you need to think about all the different parts that exist in your business. So, for instance, you have like your CEO, right? That’s maybe you. Maybe you are all of these positions. But just taking the time to create a little chart on a piece of paper with all the different positions and then assign responsibility to each of those roles.

[00:56:03] So like the CEO, is responsible for what a lot of you guys, I assume almost all of you guys probably don’t have a CFO in your business, but that’s still a role that exists. It’s OK for you to have all these spots, but let’s label it. Let’s list the responsibilities. And then once you have the responsibilities, you can start to put people in there and you can start to address all the things that need to be done right. This stuff just kind of like all floating around building a system to work towards it seems impossible, right? I really like to. I have a notebook here that I put everything in. I can’t really see it here. There we go. Well, it’s not going to work with us, but I’ve got a notebook that I put everything into, and I like to ask myself questions like when I’m stuck and I don’t understand something what like, OK, what is the system look like? Like, how would that work? Like, what should that look like? What are the different parts and pieces? I don’t know the answers to those, but getting them down kind of closing that loop in my head and then starting like the problem solving and going through it. I think that’s key, right? You need to give yourself like, don’t beat yourself up if like this isn’t going to be right your first ten times, it’s something that you just keep polishing and you keep tweaking and tweaking. Right. So I would start with the areas like, I think for a lot of us that are building this like building a website.

[00:57:22] That’s a job that that you could hire somebody to do a great job for a few dollars an hour. So to me, that’s one of the first things I’m going to put in place, right? And you’re going to need like some sort of project management software to help manage these these systems. But I would say I went too fast in my business and I wish that I would have been like more organized in my approach and kind of like. Spent more time building the system. But like there’s a downside, there’s there’s a guy that that I know that has like all the systems in the world and doesn’t have a huge amount of revenue. So you want these systems to come in in place, but it’s never too soon to start thinking about them. Just like, don’t let that be a shiny object that you’re starting building systems for, like, Hey, you know, we’re in this place here and. I don’t have a fire evacuation plan, right? I can just go out the door so I don’t need to like build things that don’t that aren’t necessary, and I’ve seen a lot of people who try to go down these rabbit holes. Right. But it’s good to like get a get a structure, get some business understanding for this stuff. I know that was kind of broad, but like it’s hard to and maybe we can build some more training on that. Jeff, what was another one of the requests that you had there getting jobs right?

[00:58:43] Yeah, getting jobs. I know we’re seeing a lot of postcards that are not being sent out. I had to request one recently myself, but then I got it. I know Patrick’s gotten a few recently and the team as well.

[00:58:58] Yeah, absolutely, guys with the postcards, it’s this is a numbers game like your GMB is, if you’re going to get like 20 percent of the ones that you request, then like adjust accordingly and send those out. What we do is we pay people when they send us the code, so we’re not like. Spending money to not get them just like, OK, we didn’t get the code, so I’m sorry. You know, like we’ll try it again. Right, we’re going to pay for the code, so you need to adjust accordingly, right? You need to if you need like five jobs in a city and you know that you’re getting them like 20 percent of the time, then you’re going to have to. I don’t can’t do the math quick enough while talking, but you’re going to have to send out the appropriate amount for that percentage, right? So thoughts on instant verification. You know, we tried that a few times and every time it backfired. I don’t. I know that maybe there’s some things have changed, but I know that we at one point when we tried it, we had like four hundred jobs. And I think that’s over like a three month time period. We lost like twenty five games and we went back and looked at it and like twenty four of them were instant verifications and one was like a postcard.

[01:00:19] So we had invested in like. Um, trying to build things up with reviews and getting citations and all this other stuff, and then it was gone. And we had to start over again, so I kind of decided I’m not messing around with that anymore. And we built a process around the postcards and it’s worked really well. It’s a little bit more laborious, but now I’ve got people in place. I would recommend setting up the I wouldn’t use like a VPN when you log into your your jobs. And for that, like Google can detect that stuff. If any of you guys have tried to watch Netflix and in another country and Google’s like, Hey, or Netflix is like, Hey, you’re using a VPN, this is Google knows. So you’ve got something that’s based on trust and it’s like you’re showing up with a mask on and they’re like, they don’t know who’s under there, but they know there’s a mask, right? So but if you use a virtual private server like as a free one, it’s essentially like you’re logging into a desktop, right? So it’s like you’re remotely logging in and you’re you’re driving and controlling. So that’s something that’s, to my knowledge, is much harder to detect if it is detectable. I don’t think Google has anything in place to detect that. So you could have that setup.

[01:01:31] It doesn’t cost anything with Amazon. If you want a higher level one than you can spend a few bucks a month and get that. But essentially you could have people from all over the world that log into this. And this is kind of what we’ve set up in our agency is we have people from we have a team member from the Philippines that logs in, logs in and handles all of like the requests they post on Craig’s List. They post in Facebook groups. I think we have a like my manager is handle a lot of the all the strategies that we’re using for this. But we’ve got it down now, right when we want one, we usually get like five or six and it’s all handled through this other person. Right. And yes, we’re paying we pay through like Venmo and Zelle and Cash App. I think there might be one more PayPal, right? And we pay you fifty dollars. I’ve heard of people doing it for less, but I’m trying to motivate people on how we do it. You know, I’m getting these things. Ok, cool. Spencer says most of all of mine that a company did for me that were instant were all suspended. I’ve heard that so many times and that’s been my experience and the postcards seem to work great. Yeah, so there’s another question

[01:02:44] About fulfillment, somebody out there has some people in a foreign country where there’s some kind of an outbreak and their team isn’t being able to fulfill. This is probably the best person to ask about. This is Patrick Shannon. What’s your answer?

[01:03:02] So they’re dealing with like a temporary fulfillment issue because of. It sounds like

[01:03:09] It’s actually it’s actually a a mosquito that’s passing the virus in Pakistan. And my team members have been sick with like one hundred and five degree temperatures. My my team lead. He’s been a lot better at a hundred and two degree temperature and still working. And so we’ve had to bring in two more developers this week to the team because the fulfillment has just been dead. Stop. I mean, it’s taken six weeks and we only have one website out.

[01:03:45] Yeah, I mean, it’s it’s a tough, tough spot to be in, right, because we create these relationships with these people on our team and we see them go through something like this. And you know, I’ve had people that have worked for me for a long time and they’ve got COGAT and they can’t work for like 10 days or something or two weeks. And I’ve continued to pay them, even though previously they were hourly to try to support them. And I’m not necessarily recommending that for you, but just I want you to understand that’s my mindset before I say the second part. Your job is to solve problems, right? And this time it may be like, Hey, I’m going to go to the Philippines and I’m going to get I’ve got to get this stuff going for it because you’re going to have to answer if you’ve collected money, you’re going to have to answer to your client on. Like what? Like, why is this not ready? Where am I leads? That’s a question that’s coming as soon as you take the swipe, that credit card, that beautiful moment where like, Hey, we’ve collected money, there are real client. Ok, the clock started. It’s time, it’s time to get to work. And you cannot let this Pakistani mosquito derail your company, right? So you’ve got to, like, hire somebody else. And I would say even diversifying right, like if you have too many people in one country a lot of times on these sites, when you go to try to hire these, these, these, these foreign workers, there’s this option to do it like where they’re a part of an agency or they’re like an individual freelancer.

[01:05:20] For me, I always go with the freelancer. I messed around with that agency. It seems like. It’s just I don’t know, I just didn’t like the whole dynamics of that situation where I’m not I don’t know who’s working for me. I don’t know, like it’s like I’m talking to this project manager and he’s like passing me off and. One day this person next day is this other person, and now we’ve kind of got we’ve got developers and people working for us all over the world, which is great because like, let’s say with with the software that we have here, right? So we have some people in India that are developers for us and Diwali rolls around and part of our team is gone, but not our entire team is gone. You guys have issues. I still have people that are able to fix these. I’ve got people in the Philippines, I’ve got people in the United States, Romania. I’ve got all this kind of like diversity. You need to just like you don’t want to put all your money into one stock, right? It may be a good idea to get some of these backups. And here’s what I would do. Spencer, I would actually say, Look, this is the situation you guys are. This is this is going to be a very short lived situation, is what we anticipate.

[01:06:28] I would explain to them in the interview that our full team is dealing with some health crisis. We would love to have somebody step in, but this is not this is not full time. This is a fill in. I love my team. I’m sticking with them. That doesn’t have to be the way it plays out, right? If you bring these guys on. They’re better at. You’ve got to make a business decision, even if you like people. I’ve fired like five people in the last few months. We’re like people that I always I like this person, but that’s not the determining factor for working for my company. What’s working for my company is who is the best that I can find. It’s going to make the most sense. It’s going to fit in with my company culture the best right? So you know what you have to do and it sucks, but it’s like. Part of like I fired somebody who is a great, great developer because their internet connection wasn’t stable, like there’s no value to me if I can’t even have a conversation with you, regardless of how good you are, right? And now you’ve got some local stuff that’s influencing this, that’s that’s derailing this thing. So yeah, man. That’s exactly what I would do. I would I would do it right away. I’m like, You can’t like when you’re back full time. Hey, I want to plug you back in, but until then, this has to move forward. Right?

[01:07:43] Yeah. And the other thing I know you’ve mentioned the past, especially considering you’ve had some of the theft inside your company, is on a project paid per basis. And so these guys are on a project basis. So if they’re not completing these projects, they’re not getting paid, which is super motivational. They’re not an hourly thing sitting here milking this clock. So I hope that helps somewhat.

[01:08:06] Yeah, absolutely. You just want to. I would. Still, here’s what I would do is I would still track their time. I use time doctor to track their time, find out how long it takes them to do whatever it is. Break that into like units and say, Hey, OK, like it takes. It takes like four hours for them to build this home page with like load all the content, get all the pictures, all the whatever the stuff is, and then make sure that you are basing that project costing based on like expected times. Right. So if you are saying like, Hey, I’m paying this person five dollars an hour, it takes four four hours. So I’m going to give you twenty dollars for this, this home page, right? And so that’s kind of how I would do it. I would because otherwise, I think it’s going to deviate too far from that. And you should you got this is what I’ve been talking about for the last few months. It’s like tracking things. We’ve got to be tracking stuff. We have to know our numbers in this stuff, and that’s one of the things that you need to know. I just built out this like spreadsheet with like 15 or 20 different things that I want to track on both my businesses, right? So I’m starting with my software company. What’s our average response? Time for tickets? What’s the average time for to a resolution, right? All these different things are going to if you if you don’t measure it, how do you know if you’re performing well or not, right? So you need to track this and track it with, like on a project level two? How long does it take? How much does it cost? Get get a hold of these numbers. So when you take something up, you can make sure you’re pricing things in a way that is going to be profitable for you long term. And if there’s a deviation from whether it’s taking too long or whatever, you have some, you have some data for that, right?

[01:09:45] Cool. I’m going to go back to the software. Patrick, there, Rafael is asking. He poured it all of his numbers over where can he find a list of the call logs? Can you show him?

[01:10:00] So one one frustration that we have right now in I don’t know if it’ll make any difference to you guys, but I can explain why it’s happening is we’ve got these different phone systems that are all plugged in here in your system. So if I was going to dive into some heat map stuff, we’ll come back to that. So if I go to the phone system down here, we’ve got our norm like the the original phone system and call rail. Or cosplaying, if you’re using Lee generated, we’ll show up inside this area here. If I had one connected, there would be a section here that says all calls without having that connected. It’s not there with our phone system. It’s down here. Hiding under phone system in the cost area, so this is where the call logs are right through here, right? So. With all this different types of data, it’s caused issues when we’ve tried to merge it all into one screen, and that’s how it’s going to be very soon, but we’re just kind of working through that stuff. So we’ve got it separate and I know a number of you guys have reached out and asked about that. It’s coming soon. It’s just been a little complicated to kind of blend all this stuff into one one area. So we’re actively working on that, as always, prioritizing the bugs ahead of the kind of like the updates, right? Um, Rafael, just type into the chat for Jeff, if that if I accurately answered your question or if there’s any follow up questions. Well. All right, Jeff, we got anything else. Where are we? I see. Patrick, what do you use to collect payments for customers, PayPal or Stripe?

[01:11:37] I use Stripe. Right?

[01:11:40] Actually, we use a few different payment methods. There’s a couple of people that send us checks. Most of our people, I would say, like 80, 85 percent are people are on Stripe. I had used Chase Merchant Services in the past. I hated the way their stuff worked, and it wasn’t easy to for a developer to be able to tie into that stripe is great for that.

[01:12:03] We get some Venmo, we get some Venmo. Sometimes we get we get

[01:12:09] Checks about before who? Zelle, baby. I have to go up to

[01:12:15] Walmart and get a MoneyGram once a month.

[01:12:18] It’s like, Yeah.

[01:12:20] It is what it is. Yeah, it’s still cash.

[01:12:25] That’s right. It’s cash.

[01:12:27] It’s less reported.

[01:12:29] Yeah, we use Zelle when possible, just because it’s like we end up with all the people we have on Stripe. We end up paying a lot. I think we’re spending. I did the math. It was several thousand dollars a month on the fees like Stripe like call real has a lot of hidden fees. They charge you half a percent for recurring charge you two point nine for credit card. I have I kind of have some plans to build a payment processor in here and get better rates for everyone. I talked to some people at this. The. So we were at the Traffic and Conversion Summit in San Diego when I talked to some of the people that are behind some of these big payment processors. And I think we’re going to be able to offer that service through our platform at some point. It’s not like it’s not going to be the soonest it could be would be like quarter two of twenty twenty two and don’t like, I don’t know, like we’re not actively working on that piece right now, just a heads up. Cool. So. One of the tips that I would give you is like, if you’re using Stripe and you can get your clients, there’s two different ways to use Stripe, right? There’s credit card and there is a.c.h. So they have a maximum fee of five dollars.

[01:13:47] So I know that our minimum used to be fifteen hundred. So at fifteen hundred, we would end up paying forty six dollars per transaction, right? So with a maximum of five dollars. So I try to get people to do a.c.h when possible. Some people want the points on their credit card, so then they’re not willing to do that. But you can look at that. It’s it’s pretty easy to set up. They just do like a little micro deposit and then you go and tell like they tell you what it is and then and then it can pull from their bank account, which is the preferred way you could pitch it. In a way, it’s like, Hey, we do a.c.h. And then like, make them be the ones that push for credit cards. And then maybe you wouldn’t. I didn’t do that at the beginning, and maybe you wouldn’t have to pay as many fees as as we are, sometimes with Zelle. It seems like certain banks will not allow like transactions if it’s from a business account and others. Well, that’s what we’ve run into. So we have some people that send us money on Venmo, so we don’t have to worry about that. We actually have a client that’s sending us money on Cash App, too, but Stripe is always kind of been our go to.

[01:14:56] So Patrick, is there going to be something like a form to call in the software where when the form is submitted, it will generate a call with the information to the business owner?

[01:15:09] We’re really hoping to get that out before the end of the year. That one’s high up on our development roadmap. The two, the the two, two of the biggest things that we’re going to be doing is that one for the phone system, as well as like allowing the tracking number to be the number that’s displayed. So we just have to make sure that we take care of these bugs and then those two things are going to be moving, moving along pretty quick. Neither one of them is like a big development thing for us. It’s just kind of finding that development time to make those happen. But yeah, that’s coming really, really soon. I would almost hesitate to say buy guaranteed by the end of the year, but it could be as early as next week. It’s not a big it’s not a big thing for us.

[01:15:49] Another question was, I want to learn more about pipelines and call flows, and we have that automations video on the YouTube channel. So I posted that as a response. I don’t know if you want to walk through that, and then a separate question is what do you use for funnel building? And if you can merge the two of those together somehow, I guess it would be good. Yeah.

[01:16:10] So I’ve got plans to do integrations with Clickfunnels and what’s the name of that one? On balance, I think it is. So we’re going to be doing those. We don’t particularly do funnels. I’m not running. I’m not running ads in my agency. We just build build sites out. I know that JP actually doesn’t even build the site’s long term. I think we’ll be building our own directly into the platform. I talked to the guys at Clickfunnels when we were at that conference a little bit. It seems like there’s a potential to kind of have a like multiple ways you can do integrations. I would love to be able to have their Clickfunnels and all their stuff kind of be like internal to the the platform, right? So that’s kind of where I want to take it. The first integration type will probably be, hey, when someone submits a form and have it be pulled inside of the platform, and the second one would be build your funnel directly in here and having a subscription will give you access to that. But I haven’t worked out any of those details. I only think that’s possible, but I’m not 100 percent certain. So it’s kind of like, take that for what is worst case scenario is we would just build our own. We’ve already kind of built out the form builder. That is a that’s a lot, lots of manage. But I think it would be a valuable piece for you guys to have all your stuff in one area, right? And it would take care of the Google ads issue that we’ve been battling with where they like, think our software’s? Not they think it’s whatever they call it, malicious software. Right? Cool. Jeff, any other questions on there?

[01:17:49] Well, the big question that is outstanding and we just ran through a whole bunch of different things, but rapid fire faster than I thought we were going to be able to. But finding reliable clients, what a can of worms that is.

[01:18:04] Yeah. You know, part of this is going to. You know, after you’ve done this a few times, you’re going to realize that there’s like there’s red flags that go off pretty quickly for you when this person is not reliable. Right? One of the things that you’re going to want to pay attention to. Like, first of all, you’re going to have to get through this phase, which seems like everyone goes through where you like, have this like stink of desperation when you’re trying to land a client. Because if you have that, you’re going to end up landing the clients that you don’t want, right? Once you kind of get through that and you start making demands on the clients during your initial conversation, you can kind of weed through some of this stuff. Part of its positioning, but part of it needs to be real and you need to walk away from things. And it’s hard to do that if you don’t have a lot of business coming in. It’s hard to walk if you have zero dollars coming in and someone’s like, Yeah, yeah, yeah, I’ll pay you like two thousand dollars a month. That sounds awesome. Like just that whole like. That right there, if someone said that to me, like alarms are going off in my head just the way that, like I’ve heard, people say that some of this is going to be like we talked about it’s reps, right? You’re going to want to look for somebody that’s established right? You’re going to want to look for someone that has great reviews, that’s going to answer their phone.

[01:19:32] All this stuff is like how we can identify whether they’re reliable client. But you know, if you start playing around and niches that require a license, then those people by default are going to be more serious business owners if you if someone has a staff. They’re going to be more serious business owners, I think as you when you start off this game, I think it’s important for you guys to try out a bunch of different niches. With the intent of locating a niche that’s going to kind of be your go to and maybe over time that can be like one or two or three. We have one that we’re really heavy in. Ok. And over over time, we’ve added on like we have some extra pieces that like we have a few remodeling sites now too, right? I think that JP has one that he’s really heavy in, right? So. Once you kind of have established yourself in a niche, so this conversation happened, it’s been over a year now, but this this lady calls me up and says I was referred to you by. She did. I don’t think she told me. She said I was referred to you. I heard you guys are really good at my niche and I’m interested in hearing what you guys do.

[01:20:49] And I said, OK, you know, our minimum is like. What did we start? I think we started her out at fifteen hundred a month and that was a lot more than what she was used to. And I’m like, Well, that’s our minimum. You know, we can work you up to that. We can scale you up to that. But like this is this is how we play. This is this is this is how we do it. And I use this line. You have to be careful the way that you phrase this, but it will be something like this. Look, they don’t sell Honda Civics for the same price as Ferraris. Work awesome at what we do. And because of that, we charge more right and we deliver the results and we don’t have contracts so you can cancel any time. What we do is just based on value. We find that we lose very few clients because we deliver. So it might seem like an expensive price, but not paying it is a lot more expensive and that’s why the people stay with us. And I’ll tell you right now, that’s our entry level and it goes higher. But if I’m putting like ten dollars in your pocket for every dollar that that you pay me, how long do you want to do this? You want to pay twenty dollars and get and you pay us two dollars like.

[01:22:00] So that’s the kind of scenario that you want that we put you in. So if this doesn’t make sense for you, I totally get it. You know, like so that’s a take away when people are expressing doubt on things. This is like there’s an art to kind of like phrase things in a way that is not going to damage the relationship. But it’s going to let you know that, let them know that you’re not desperate and that you need to establish yourself as a leader. How do the leaders talk about how do they close sales? They’re not over, like, please, please buy my leads. That’s that’s not. No one does that. That is like crushing it, right? So you can also say something like, look, you know, you probably have a lot of people that are willing to sell you this for five hundred dollars a month. One hundred dollars a month. So the people that are great at this. They don’t sell stuff for that price because they’re great at this. They have people lined up and that’s the category that we fall into. So if you want to take some time and think about this, that’s totally cool. And she did. She wanted to take some time, right? And then she came back about a month later, and this is the this is the benefit of like niching down, right? So I said she she called back and she said so I basically asked nine different people who the best was or for a referral, and you guys were referred six times out of nine.

[01:23:23] This is like essentially across the United States. So this is like the other people weren’t referred. No one else was referred twice and you guys were referred six times. So when that’s because we niche down, right? This is a tight community and we actually chose a niche and then we chose a sub niche within that niche, right? So we went even smaller and that, like the tight knit community. Basically creates a steady flow of referrals for us, right, where these people, they know each other right, and we know exactly how their business works, we know their pain points, all this stuff. You can’t start off with like, Hey, I’m going to look around and now I’ve chosen my niche. This is the one I’m going into. I’m going to build. Don’t do that. That’s the wrong way to do it right. What you want to do is you want to try some, try some out. You want to run all the way around the basis. Do a full cycle, right? So. So that way, you know, every part of this. And then you can like maybe. Ok, now I’ve tried out like these, like five or six niches. This the first like all these, except for one, I didn’t really like snow.

[01:24:30] I’m going to take that one and maybe I’ll build like five sites. And let me see if I like dealing with these clients. Let me see if I like this niche. You’re going to run into things. I’ve told the story before, but like H-back, I started. I built a site. A guy came out to my house in Las Vegas and he fixed our air conditioner and I was like, This, this dude’s awesome like he was. He showed up on time. He was cheaper than the other people. He explained things. I was just like, I love this guy. I’m just like, knew right away I was like, this, I want to build a site. It was right when I was getting started. I want to build a site for this guy. I told him what we did. He was like, Yeah. That’s cool. Let’s see. He. He was an old school guy. He wasn’t like a big believer in this. So we built on the site back in Las Vegas, probably one of the like, building an air conditioning site and the hot one of the hottest place on Earth that has two million people is going to be ultra competitive. It took us a year before we really got this thing to rank. We got to rank really busy in the summer. But Vegas has a moderate winter, so like, you can’t hire full time people, so it’s really hard for him to scale his business.

[01:25:37] It’s like, Come work for me, I’ll pay you, but only for part of the year. Like, you’re not going to attract the best people with that kind of. I didn’t know that. Like, it would have been hard to determine that just by doing due diligence. And this is what I mean. You need to go through the entire cycle with these niches, land the client. What are the problems that you don’t know about right now because they’re out there? And then after you’ve kind of like, got this like, you’re in a groove and you understand it now you can start to like scale across the country and then you can start to reap some of these benefits, but don’t like rush so quick that start off with some pick five or six. Try them out. See what works. See what doesn’t get to know it. It’s really important to know the niche I’ve actually been asked to speak in front of like people at a conference at this niche, right? So like, that’s where you really can start to take advantage of the niching down strategy. Know that was a long winded answer, but I think there’s there wasn’t a short answer to like landing quality clients, but that’s kind of like my my. That would be my advice to my past self.

[01:26:43] Yeah, it’s tough. And when you think you’ve got them, there’s always one popped up on the radar that proves you wrong, you know, and that’s the thing is, I don’t see this business as passive at all. I see it as a very active business. It’s a very lucrative business because the margins are so large, but it takes a lot of work. And as soon as you think you got all your ducks in a row, then they start spinning out and go in different directions. So clients or the ducks. In that case, I did share the outline that is on a Google doc that we’ve outlined most of the calls and targeting tagged different calls and subjects and topics and all of that. So Patrick, with a K, I think that would be a good idea for you to check that out and just go and go through that. I mean, we’ve been doing this for 10 months or so and we’ve gone through a lot of these questions like you’re asking one question you asked. I’d love to hear your opening for an outbound call or voice message. I don’t do outbound calls, really. I’ll text and I’ll say, Hey, do you do if I have a lead? Because usually I have a lead in my hand, I’ll say, Do you do business in X? Whatever the city is, that’s my outbound prospecting, you know? And generally they’ll write back and they’ll be like, Yeah, what do you got? Know, I’ll be like, Well, I have this referral job. You know, it’s this that or the other. Are you open to a referral opportunities? And if you’re doing outbound and you’re saying, can I speak to the business owner? I mean, I don’t know. That just doesn’t seem like a good strategy to me because that’s what Home Advisor and Angie’s and everybody else is doing. So I would whatever everybody else is doing, I do the opposite.

[01:28:27] That’s what you know.

[01:28:29] There’s a lot of different ways. Like, Jeff has a certain style that he does, which was like different than than mine. When I started right prior to Jeff, I was the one doing these calls, and I had no problem. I’m like. I want results right now. It’s kind of like how it is with everything, with me is like I’m impatient with like waiting for results and I’m going to like, do whatever I can to get it as quickly as possible. And I have no problem cold calling people or give you my pitch that I used to use. I’ve heard other people that have kind of I’m not sure if they heard it from someone else or to be honest, I’m not sure where I got it. But here’s what I would do is I would call up and I would be like, Hey, Jeff, I’ve got these, I’ve got these, these calls coming in. You know, I built this, this site. I’m a web designer. I built this site and these calls are coming in and I don’t have anything to do with it. I created this business with a partner, and he’s going through some like tough times and it folded before we even got started. And now these people are calling me. I don’t know what to do with this. Can you just take this for a couple of weeks until I figure out what to do? So that’s what I would do because I my goal is to get them onto a trial, right? I don’t want like I’m not mentioning like, Hey, it’s going to cost this or any of that stuff.

[01:29:47] Just try it out. So like, Spencer likes to call it our drug dealer method where you give them a little bit. Get them hooked. Anyone that’s been had issues with drugs, I don’t mean to be crass with this analogy, but it makes sense to people. Get them hooked, right? And then we can have another conversation after they’ve closed a couple of jobs and the amount of trial period, I think really needs to be dependent on the sales cycle. I like to have things that are going to have a faster sales cycle because if you try to work with like a realtor and it’s going to take like 30 or 90 days for them to close deals and now like the renewal on a monthly or whatever, it’s coming up, then like those conversations are not as much fun. But if they can get in there and they can close it, and like I said on a lot of calls, I don’t want to be in a niche where the average ticket price is less than a thousand. Like, that’s kind of like a rule for us. Every time we try to do that, it’s just like it doesn’t go well.

[01:30:43] The business owners aren’t as serious. There’s a lot of competition because it’s an easy business to start and the like. They can’t pay us as much because their margins are too little. So, you know, so those are some of the things that I kind of look at it. I see that that someone asked a question here, do you start them off with commission? I don’t. I don’t like doing commission at all. I don’t. You’ve got to like train these people and let them know what is acceptable. So when we have these conversations like. You guys might not know this, but like when I’m not on these calls, I’m like joking around a lot. I’m very like, like, happy when I’m on these calls with this or when I’m on like the client calls. That’s not the same, Patrick. And like, I see Jeff the way he is too. Like, you have to like, not lay down the law, but almost lay down the law in a way like you need to let them know how your business runs. And you know, it’s like they’re judging you based on how you act all the time, right? And once you really understand that and you understand like how the stuff is showing up for them, you can kind of craft this persona that’s necessary for you to.

[01:31:57] And I’m not talking about being out of integrity, but you’re running a business here and you don’t want people taking advantage of you and you’re like, you’ve got to kind of be kind of a hard line on this stuff and say, Look, hey, how about this? I’m going to give you like 10 percent of any of these closed deals like, Hey, Jeff, I appreciate that. We tried that in the past. It hasn’t worked for us and we’ve made a we made a rule. We don’t do that anymore. We’re not. We’re not ever doing. It’s nothing against you. You seem like a great guy. You seem really trustworthy. But we don’t. We don’t operate that way in our business. This is how we do it. I would much rather do the price per lead because you’re relying on somebody who may be this dishonest. Is probably disorganized, like especially if you’re working with like contractors and stuff like this, like these guys are showing up with like. Catch up on their shirt and like, who knows what else is going on in their life and you’re going to count on them to keep track of the books for this, like, I don’t like that at all. Like we got like just I’m being honest, we got burned with this, these situations in the past and we drew a hard line. So if you do price for lead, that’s great.

[01:33:08] But it’s now you’re not going to get burned by like close deals or whatever, but it’s not going to be scalable and you need to like, Hey, we can start off with price per lead, but I’m not going to do this long term. I know that you don’t know me and I don’t know you. So let’s we can do this. And you’re also like, when you do it that way, you’re relying on them to pay you after. Right? And you might want to start them if you know, if they’re not showing up at somebody that’s going to be reliable and trustworthy. And that’s probably not the right person, regardless of how much money they pretend that they’re going to pay you. But it could be a good idea, like, Hey, we’re going to we’re going to settle up every Sunday. So that way, you’re not like a month in the hole before you kind of like, find out that this person is full of it, right? But I would be really pushing them towards a flat fee. And what I would do is like, Hey, this is how many leads we produce. Last month we did 10, right? I know that, hey, we’re just getting started. These leads are worth fifty dollars apiece, so let’s set the flat fee at five hundred. Or probably better yet, we produce 15 leads.

[01:34:11] These leads are valued at fifty dollars. I can’t like we’re still at the beginning, so it’s a little unpredictable. Here’s what I’m going to do is I’m going to give you a little break. It’ll be five hundred dollars. So that way we have a little cushion of let’s come in. And this next month we’re moving in the holidays. I think it’s going to be a little bit slower, but we’re going to keep a close eye on this. My goal is to kind of scale with you, right? And as you pay me more, then you get more business and we grow together. That’s why this is more like a partnership than some kind of like SEO deal where I’m getting paid before you get business right. I view this as a partnership. This is a long term relationship. The only way that this is going to work, this is the key right here is if this is fair for both of us. There is a a trigger word for a lot of people. People want to be fair, unless you’re like a sociopath or psychopath and you don’t really care what other people think. But for those of us that are on the other side of the line. Fair matters and they they have this kind of like sense of justice that they want and you need them. When you infuse that into the conversation, then it kind of like puts them in your shoes a little bit.

[01:35:14] So I think it’s an important thing to do. And like you guys pay attention to to vocal tones with this stuff as well, like you need to pair your message that you’re delivering with the right tone, right? So like if you’re going to be saying like, I want things to be fair, like that might be a time to warm it up a little bit. Look, look, Jeff, I know that you’re trying to run a business and I’m trying to run a business here, too. All I want to do is try to set something up. That’s fair. It’s got to be fair for both of us for this to work long term. Right. So that’s kind of like the tone that I would use, right? So when you’re laying down the line, we’re like, Hey, we don’t do commissions. I’m going to be a little bit more kind of like aggressive with it while still like you’re not going to be a jerk and like in their face, like alpha alpha male in your face. But like just kind of like pair that pay attention to that messaging that you’re sending across that tone matters so much it allows you to deliver messages that would. Maybe not be received the same way. Right, so. All right, cool.

[01:36:21] Yeah, it’s definitely I would consider him to be a master of positioning. I mean, clearly the hours and years he spent at the poker table payoff in that sense. And what I do, I think intuition is I try to drive people into a corner. So if I have to start with a commission deal, depending on how many leads are coming in or whatever, I’ll do it. I’ll just keep boxing them into the corner and keep educating them about how much more it is in their favor to be paying me a monthly. And eventually they turn the corner and they get it. It doesn’t take very long, if you know I’m getting better at that positioning, but I definitely say the word fair a lot because I hang out with Patrick. So that does help a lot. And yeah, Emmanuel was asking, I overdeliver and people I don’t understand, he says. And people seem not to like money. Do you guys find better success and straight? I think it’s like, Patrick said, it’s it’s positioning, you know, it’s like if they’re not valuing the leads that you’re providing, then I think you need to look yourself in the mirror and remind yourself that the leads are the most valuable part of the business, right? It’s like if anybody could go get like a set up, a concrete pour thing or a go buy a bucket of paint and a brush. But how many people can actually generate a customer that’s willing to pay big money for that service? They can’t do it, you know, so you can so so trust that you have so much value that you can go in with this type of positioning that Patrick set out and and hold the line and hold that, hold them accountable for paying you or working under your terms. And not you just spinning out and taking their terms because you’re afraid that you’re not going to get somebody else right. So I think that’s that’s the way I approach it

[01:38:19] In, guys. They’re not going to don’t anticipate them to from the bat realize the value that you have because you’re right now when you show up the first time you’re in this bucket of all the other people that have called them all the other, like SEO people, once you’ve got into their system, then it’s like they’ll realize the value that you have and they’ve never seen it before, or they wouldn’t be looking for with you. They wouldn’t be interested if they had seen it. So this is like, put yourself in their shoes, you’re getting ready to drop. Like if someone if I came in, I told you guys, like, I know that you guys are getting a ton of value from these calls. It’s going to be fifteen hundred dollars a month. Now it’s like a new bill that’s showing up that you weren’t anticipating, right? And that’s the mindset that they’re in to. So over time, you can show them this value. The key is to get them into into this trial at the beginning, right? And there is a lot with this positioning stuff, right? It’s you’re not going to be great at it from the beginning and after you’ve after you’ve hit it out of the park a few times with clients can really start to believe in yourself, right? Like you saw Spencer on there showing some of the heat maps that he’s improved, right? So after you’ve started to really create the results and then you go and have the conversation again, it has a little bit different tone. And after you’ve had the conversation a bunch of times. So what I’m saying is like, don’t it’s all a learning process, and none of us were good at this when we started right? We’ve all just kind of like, figured it out and built pieces, and we we all still make mistakes too, right? So what you need to compare yourself?

[01:39:53] Yeah, I would say also the market’s changing, too. I mean, recently, angie’s or whatever they call themselves now, they just rebranded into Angie’s. Now you get fourteen hundred calls a day. Hey, this is Angie’s. I mean, I take all that a consideration, you know, in this kind of intuition approach where I know that if I’m getting all these calls on my lines, all the other contractors I’m calling are getting them to. So there’s more of that sort of defensive gatekeeper mentality as time goes by, because Home Advisor turns into Angie’s leads, turns into Angie, whatever, they just keep rebranding and it’s the same BS, right? So all the contractors are having to deal with this. So that’s why I do the approach that I usually do because it’s it’s super smooth, it’s super noncommittal. I can get in the door and at least open a conversation and then I can start hammering them into that corner that I want them to be in. So everybody’s approach is going to be a little bit different, you know, whatever your comfort level is, I like to go fast too. And you know, we just we have stuff that needs to be sold. So it’s like, I don’t, you know, I just got to be rocking on all of it at all times.

[01:41:05] So I posted a photo of an example that I did and a couple of locksmith groups and I got like eight meetings this week. I mean, do you guys literally have every tool of. Online and Facebook groups or just being social in general, I mean, join a local BNA group like Go Network. I mean, most of my clients come to me just by being out in the open and showing, Hey, here’s a couple of things you can do your website. You’d be surprised how much. Free information you’re giving out to people how much people want to actually pay you after, so just you need to get yourself out there.

[01:41:42] That’s that’s exactly the strategy that is working for Spencer that I shared is go into these groups and just help people lead with value. And you do it from a like a non telemarketer creepy way and you’re just like, Hey, I’m trying to help. Then people line up to try to pay you like there is a strong relationship to the value that you deliver in the world and the amount of money that people have. If you stop focusing on the money and focus on the value, what happens is the money just shows up, right? And and this is where I’ve mentioned that this is where you go from being good at something to great, at something like think about the person their story legitimately try to help them teach them you’ll build a genuine relationship with them. And that trust is what makes it easy to close deals, right? And that trust is what makes them want to pay you more when they know that, hey, you’re not in this alone. I’m looking out for your best interests, too. I want to help you. We’re going to we’re going to grow this to get that whole like mindset. If you guys aren’t taking that as a part of your sales and you’re trying to close a deal rather than like, look at this person, like forget all this like sales and pitch like, this is another human being. This is the path that they’ve chosen to try to advance their life, their family, get what they want and like, take that into account and think about them as that person and how what you do and what you know can help that. Like, it makes a sales process so much easier. We get caught up in this like this weeds and all this stuff, and it’s like that building that relationship is is kind of where the trust comes from, right? That’s what I did.

[01:43:19] That’s what I mean by consultative selling. When you take that approach, you’re just kind of asking the questions to learn more about their business. And oftentimes what I find out because we deal with so many different niches, I’m I’m also almost always in a conversation learning something new. So I put that back on there. I come across super knowledgeable about what I do, but when they tell me something that I don’t know, I’m like, Wow, I never thought of that. Really, that’s what happens. And then they’re the expert in their niche. To me, I’m the expert in the marketing and leads niche, right? So we can build this mutual respect between each other. And then the more that I learn about their business, then I start, maybe ask a personal question here and there and keep spinning it back into the circle of relating it back to you. Oh, yeah, well, your kids and plays hockey. Oh, he likes to travel around and do the hockey events or whatever. Yeah, that must be expensive. Ok, well, let’s get you some more or whatever, you know, it’s like, I’m just making it up. But that’s that’s what I mean is just continuing to learn more about what their whole setup is personally and professionally so that you can tie everything back to what you have to offer and build that relationship.

[01:44:34] That’s going to last a long time. And just more recently, I think just having it in my mindset that I want to work with bigger players that can really build and manage, you know, seven figure or multiple multi seven figure businesses are and are not these smaller guys. The last five deals I’ve done or 10 deals I’ve done have all been people that have sort of been in that category or at least have the potential to be in that category, whereas before I didn’t find those people. So it’s just being more intentional about who I’m trying to prospect in so many different ways, just having the mindset around it and believing that that’s the kind of service that I can provide and that I can really support these people because I know that I have a team behind me and Patrick behind me to do it. I mean, that’s a little things like that, or just the confidence level goes through the roof. That’s the game changer.

[01:45:28] Awesome, Jeff, we got we’re running, we’re running a little bit late, we’re out of an hour and forty five minutes now, so I’m going to answer two more quick questions that I see here. The first one was our buddy, Joseph Graham. What qualifications do you look for when hiring site builders or do you take anyone and train them from scratch? I do not train on that position that that’s a position where you can go and you can find I like online job jobs, FX. You’re going to find people that have 10 years of experience that are willing to work for between like four and maybe eight dollars an hour somewhere around in there. And they’re going to be better than I care to be at that skill set. If someone willing to do that work with that experience at that rate, I don’t want to know how to do that very well because I’ll just find those people right. So I’m looking for someone that’s got a lot of these experiences, like if it’s going to be a site builder, I want someone with experience in WordPress, maybe somebody that has experience with like creating plug ins. Not that I want them to build a plugin, but that shows a command of the platform that I’m looking for somebody that can build a team from scratch.

[01:46:34] I would maybe start off people with maybe like, don’t hire the first person that you talk to put four of them on a trial and let each of them know that you’re only going to hire one. I would put them into time tracking software, and I would let them know you need to come up with criteria of how they are going to be judged. So you’re going to be judged for like, Hey, here is here’s what I would do is like give them a a blueprint for the site you want. Maybe. And then what’s one of them doesn’t the best. Let them know that they’re going to be judged on speed like both the speed at which they can build it and the speed that the site runs once it’s built mobile responsiveness. All this different stuff have a little contest like we’re only hired in one person. We’ve got a number of people on trial. It’s hard to determine who’s the best with, with just an interview. So we’re going to do this. I’ll pay you for this trial. That’s important. It’s always important, guys. Look, just because these guys are in a country where they get four dollars an hour is like the going rate for that skill set. Don’t treat them like they’re less than you, right? Treat them like they’re humans and like, take pay them for their time right, and be courteous to them.

[01:47:43] And like you will build a team that’s loyal to you. Like these just like you, just like with the contractor that we’re just talking about, these are other humans. This is the life that they’re in. Let’s treat these people like they’re like they’re equals and you’re going to get the best out of them, right? And it’s just a more fulfilling way to be. Ok, so the other question I saw here is how do you rank and rent a city when you need a license? If you use a customer’s LLC, then what do you do when you stop working with them? You’ve got to change your name, your website and GMB? No. Ok, so when you set up the site, you’re going to set it up as something generic. So, for instance, you need to like be careful with this because Google has come a long way and they’re like, they’re they’ve gotten a lot more before. You could name something like Phoenix limo services and Google would be like, Oh, that sounds like a legit business. Come on in. We’ll give you a GMB for that. It’s not how it is anymore. You need to put like some. What I recommend is putting some kind of like artificial branding in there.

[01:48:45] So, for instance, limo is probably not the best one, but maybe like window, maybe like windshield. So we go like Phoenix windshield replacement would be the generic one, but now you change it to like Phoenix. Like windshield replacement of Phoenix or Phoenix Windshield Elite Elite Premier Supreme Phoenix windshield replacement. Something like this where you have that’s kind of like branded word in there and then you need to coach the business owner or whoever is taking these calls. You’re going to have that whisper message through, hopefully through our phone system that says where it’s coming from. The business owner knows that this is coming from you because you’ve had this conversation and they answer the phone accordingly. Ok. So if somebody like when they show up and maybe they’ve got something different on their truck or their letterhead like, Yeah, you know, we’ve got we’ve got a few different businesses that we run. They’re all kind of related. That’s our sister company. That’s a part of our brand. Some of these customers are going to get like weird, like these clients are going to get weirdly protective over their business name being a part of how they answered the phone, which like, like if I was in their shoes, my goal would be to try to make a sale and not like, have this like ego trip where I’ve got to like, answer it with my branding.

[01:50:04] So then they create a new problem for themselves, and then you can just coach and we’d be like, Yep. So you have that conversation a little bit earlier and say, Yeah, that’s that’s one of our that’s one of our sites. It’s our it’s the same company. If they bounce, then you’ve got. Like the domain is the domain. Either way, you don’t want that domain to be tied to the business owner because that’s kind of the beauty of this business model is you have the assets positioned. And there could be any company that like there, the removable and replaceable part, right? You’ve got the part that’s like static. If they act up, they retire. Whatever happens, you’ve got to pull them out of there. You can put in another player in there, right? So that’s kind of the beauty of how you set this up. We’ve gone so far with some of our clients to put their logo on the site and on the GMP. And then if they those are the ones that are kind of like our premier clients where we’re trying to make it easier for them, we know we’ve had a long relationship. I kind of avoid that. But we do have that situation and a few locations. So Jeff, I think we are.

[01:51:10] Yeah, they were doing pretty good here, I think it’s a good spot to stop. I did put the link to the outlines. If people are not aware that it exists and it has a wealth of information of past calls, you can search it and go to the appropriate video and hear Patrick laying down all kinds of sales, role plays and in different scenarios, and GMB heat map strategies and prospecting and all kinds of good stuff. That’s a really, really great resource. I highly recommend that you all take advantage of it.

[01:51:44] Yeah, yeah, absolutely. All right, guys, I hope you guys enjoy this, I know that we were kind of like bouncing to different parts with this call. You guys look, we’ve got about 30 days in the year left. We’re about to be in twenty twenty two. There’s probably going to be some lost time there for the last week with the holidays. So you’ve got to. My recommendation is push it for these next like three weeks because you basically have like. Three solid weeks, maybe three and a half, depending on like you’ve got New Year’s and Christmas, right for most of us have those holidays, so. You don’t have a lot of time left this this last month or this last few weeks are what’s going to determine the number that you put on twenty twenty one. So this next week, this next seven days is going to represent about a third of those. I think the next call we will do, I will actually be in New York. And if you’re in the New York City area, reach out to me. Maybe we can grab ourselves a drink or something or some dinner. But until then, guys go out there and do the things that are necessary to move your business forward. Create some wins. Push it this week, and let’s make the most out of what we have left for. Twenty twenty one. You guys, everybody stay. Stay safe. Stay healthy. And I look forward to seeing you guys soon. Any questions posted in the group take care of friends.

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