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90 Day Plan and Niche Selection

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[00:00:01] So we’re going into a new quarter and my team, we just finished our well, we didn’t actually finish it. We’re on day two of what I think is three days for our quarterly planning. A little bit delayed because I was out of the country, but I want to use somebody as an example and kind of come up with an action plan of what to do. Craig Is that something you’d be willing to volunteer for on this call?

[00:00:30] I’m a little I’m joining you as I’m shopping in the grocery store at the moment. If it’s when I clear here and can get back to my desk, if it’s still we still have time for that, I guess that would be. Yeah.

[00:00:41] It’ll be probably like 30 minutes from now.

[00:00:44] Yeah. Okay. Well we’ll, we’ll see if that, if I’m back where I can actually.

[00:00:49] I’ll circle back to you and I’ll, I’m going to just ask for a volunteer if it’s not a good fit for you now that we could do on the call.

[00:00:56] What’s that? You’re still working on going library.

[00:00:59] It’s live now. We should be getting. We got. We got some wins. Who’s got wins?

[00:01:07] Yeah.

[00:01:10] Are we a bunch of I don’t want to say losers, are we a bunch of non winners? Ron Jones You got to win, brother.

[00:01:21] Uh, yeah. I got three wins this week at a commercial property owner leasing. A coddled GMB deal. I got excavation company. I messaged you but that niche sceptic. I’m not sure if that’s a good niche. I have to do some research and.

[00:01:44] I do like that niche. I haven’t played in there before, but I think it’s I think it’s a good niche. I like the ticket price and the kind of obscurity of it.

[00:01:55] Right. I’m trying to do my research. I’m just I’m not really happy with Sam. Rush, it’s got to be some other tools out there that gives you, I mean, trust, but I don’t really. Feel like paying for a dress just for that. But, I don’t know. I got to find some a better way to do my due diligence on this stuff. Use Google search console at all. Yeah. I mean, I’m not good at it because I don’t run PPC at all. But it tells you like you were. Yeah. So. Well, sir, I don’t see us live in the groups better. Really? Yeah, sure. What’s going on here? I never heard it say going live in the group. I heard it say it’s going. It’s going to record.

[00:02:43] And what is up with this thing? Can anyone confirm if it does anyone see it in the group?

[00:02:48] It says recording on my screen, recording, but not live in the Facebook groups is what we’re trying to do. Yeah, I didn’t see it in the Facebook, you know, in the Facebook groups where it usually if you say you’re going or not, there’s usually a link. That link was missing a message you. The link was missing. To even click the link to get to the zoom page. But then somehow I found it somehow. Somewhere else. But.

[00:03:12] Oh, yeah. I’ve got to find another streaming. So. So the issue we have often is we try to stream to multiple groups at once. And for some reason, every once in a while, it’s just like. Gets confused and doesn’t do it. And then the next week it works. And I don’t really understand what’s happening there.

[00:03:33] Through the Facebook groups in its life. I’m sorry. I came through the Facebook group and it’s live.

[00:03:39] Oh, it’s live in the Facebook group.

[00:03:41] Yep. Awesome. Okay. Thank you, Lenny. Appreciate you. Thanks.

[00:03:45] Thanks, man. I appreciate it.

[00:03:46] Thanks for the information.

[00:03:49] Cool. All right. That’s good. Brian, two wins. Did you have a third one or did I miss it?

[00:03:56] The third room was an RV park. I don’t know if I mentioned that before, but they finally closed on it. So go ahead this week. So that’s good.

[00:04:04] Yeah. Yeah, that’s awesome. Who else? Who else has some wins?

[00:04:12] So I’ve got a couple here. Patrick?

[00:04:16] Yeah. What do you got, Alex? It’s good to see you, man.

[00:04:18] Yeah, you too. Well, I’ve just been having a little bit more momentum over the past couple of months here. And I brought in a new concrete guy in Cologne and a tree service guy in British Columbia, also. So it’s just it’s just exciting to kind of refine my sales process and and be able to get out there and talk to people a little bit more and realize that getting on the phone isn’t as scary as you thought. And I’m actually kind of getting a lot of confidence and talking to people on the phone and and from the encouragement of you guys and some other groups, I mean, I’ve really been learning a lot about sales, so I really am encouraged by the momentum and want to keep learning and refining it.

[00:05:04] That’s awesome.

[00:05:05] And that’s I did I did want to kind of ask a little bit and maybe we can get into it later, but just different like prospecting methods that that that work well for you guys. You know, I’ve been I’ve been running some like Google ads and things like that, but I was I was hoping to hear some advice on on other ways of prospecting rather than running ads, which can can kind of get expensive and get into your profit margins, you know. So, yeah, absolutely.

[00:05:38] I’ll jump on I’ll jump into that in a little bit. Like prospecting is obviously it’s a big topic. I don’t recommend running ads for it. We’ve got a lot of strategies. I think.

[00:05:51] I want to.

[00:05:51] Put together a call with like maybe like, hey, here’s my seven favorite prospecting methods because I’ve got a bunch of them that that I’ve had success with in the past, and I can share those. One of the ones we definitely have a couple of videos on on one of my favorites which is the using the heat map to create screencast in and share that I’m a big proponent of like trying to rank things first and then and then doing the prospecting. I think that makes it way easier. And really that’s where the money comes from when, when you have leads coming in because otherwise you’re.

[00:06:23] Like.

[00:06:24] Paying for leads and through ads or something like that, and that really eats into your profit. And it’s a lot to manage. But you know, I’ve heard of a lot of people having success with that. It’s just never worked really well for me.

[00:06:37] Yeah, it’s a good way to get momentum, I think, but it’s definitely not. Not a long term strategy.

[00:06:45] Yeah. Yeah, for sure. Cool, man. Well, it’s it’s great to it’s great to hear that you’re you’re moving forward. I know like once you get comfortable, like where you are now and you kind of get comfortable with the sales, it’s it really opens up a lot of opportunities and a lot of possibilities. So it’s it’s it’s a big it’s a big step to go up. Once you got that, you kind of like, you know, the world is yours with sales. Yeah. It’s one that’s it’s one of the reasons why I’m hesitant to say, like, find a sales person if you’re not going to sales because maybe you should do that in the interim. But I think long term, it’s really important to learn those those sales skills. So and like you’re saying, it’s a lot of it’s just reps, man. Like after you’ve done it, you get more comfortable, you get more confident. I wasn’t a good you know, I didn’t I wasn’t comfortable when I first started trying to sell sites and stuff. And then, you know, that’s certainly something that’s changed. So it’s definitely something you can learn. So congrats.

[00:07:50] Man. Yeah. Excellent.

[00:07:53] Cool. Who else has some wins?

[00:07:56] I’ve got a bit of a win.

[00:07:58] Is that Jackie? What’s up, brother?

[00:07:59] What’s up, guys? Can you hear me? All right. It’s not too loud in the background.

[00:08:02] You sound wonderful.

[00:08:04] Awesome. Yeah. So I’ve been working with an auto glass company for a couple of months now, and I’ve built out their site, start to rank a little bit better. And we’re discussing right now. So I’ve got I’ve got a telling client. I’m down in Southern California and I brought up this auto glass company to him and he actually wants to invest and help us buy a couple of trucks. And I’m potentially looking at an equity in an auto glass company, so that’s pretty exciting for me. Maybe it’s not the deal everybody else wants to see. It’s a little different, more hybrid and arbitrage, but I’m pretty excited about that and it’s got a pretty great profit margins, so that’s a win for me right now. Got to got an investor pretty much dialed in and yeah.

[00:08:46] That’s super cool. Yeah. The second I think Jan had one a few weeks ago where she’s working on an equity deal too. It’s it’s crazy to the skill set that we have here and where it can take you and you know that’s that’s super cool man that’s that’s big money. When you start getting some of those equity deals, just make sure you get everything clearly written out in everything is everything everything is well documented.

[00:09:14] Yep. Yeah, we got a great legal team. The investor is going to take care of a lot of that with us. We’re going to sit down and make sure it sounds right and get the operating agreement up.

[00:09:22] Cool. Make sure you’re using like the investors attorney, then make sure you have somebody on that’s like in your corner. Evaluate it separately.

[00:09:34] Sure. I love deals like that. Jackson, congratulations. I think it just kind of speaks to how the skill set can evolve and where it can take you into places that you never could have imagined, I guess. Yeah. I’m excited for it. Sorry. I’m sorry if I’m, like, gone for a little bit. I got to run to the store here real quick. All right.

[00:09:58] Good man. Congrats on the deal.

[00:10:00] You do? You, Jackson.

[00:10:03] All right. Any other wins?

[00:10:07] Want to jump in here. Awesome. Sorry, sir. Yes, I just a really, really quick one. I’ve got a tree a tree guy. And look, because I’m just starting out, I’ve been taking the course. So there was an opportunity that came out, came up that was a property manager, and she wanted him to service sort of all the, you know, all all his or the properties. So I suppose the question is with equity deals and he was open to this, he’s just sort of said, you know, I’m not going to pay, you know, per lead for this. You know what, I suppose? What’s the number that you guys have been, you know, with equity deals? Hmm.

[00:10:48] I think it really is going to be situation dependent even even by the niche because. Let’s say that you had like a carpet cleaning company. And this the business owner is into the business for like 2000 for equipment. Or you’ve got like a guy who builds swimming pools and the business owners into the to the business for like 100,000. So that’s a very different situation to give up equity of part of your company. One thing that I would caution you with is like, don’t rush into the equity deals. I would be working with the person I know that January for the equity deal that she did, she had been working with this guy for over a year and they’ve kind of built up this mutual respect and appreciation for each other. So, like, you like, imagine that you’re going to get married to someone, right? But you think about it like this. You’re not going to ask someone to marry you on the first date. So you really should take your time. And then it’s like, what? What’s the value that you’re providing to the business? Right. And I think Jan got a pretty big piece, but she was basically driving all the business that was coming in or something, something similar to that. So I don’t have a great answer for you other than that. Those are just like the cautions that I would look out for and make sure that you write everything down like that is something that I learned is, you know, I had a deal with someone one time and then later they tried to change the deal, but the things were so like stacked in my favor of like how, how things were set up that it didn’t really bite me on the. It was it was a very cheap learning experience. But I’ll never be in that situation again because everything is going to be written down from the beginning and just laid out, spend that extra time, hire an attorney. Those are my advice. I know that wasn’t your question, but I just want to caution you before you go into that to to that arena.

[00:12:49] Okay. And look, the other win that I had is I’m in the process of trying to do legal stuff as we get the legal written up. So and I know that you guys don’t do legals, but I just don’t want the responsibility if a tree was to fall on someone’s house to come back on me. So yeah, the lawyers sort of provided me with some really good tips and tricks. Look, it’s it’s cost me a bit, but in the long run, I think that, you know, I can go to bed at night and sleep safe.

[00:13:19] Yeah. That’s awesome. Yeah. I don’t know if. Jeff, do you have any do you have any advice on that legal stuff?

[00:13:28] My non-legal advice would be to do whatever is good for you and your location. I don’t know anything that you’re in Australia, right? That’s great. Yeah, I don’t know anything about Australian law, so I don’t know how it goes over there. But you know, over here I don’t think we’re at any risk of anybody. I mean, you can get sued for anything, right? So if the tree falls on somebody’s house or whatever. A good attorney, in my opinion, would name everybody and that would be anybody they could find. Right, because you want to find whoever has the money. So that being said, I don’t think they would get far with it, but. Yeah. I mean, protect yourself. If you sleep better at night, then more to. So.

[00:14:13] All right. Yeah. Yeah. So. But that does sound like a win. It’s just, you know, it is what it is, what you’re going to make of it. It’s like comes in. It comes in one way. Where is it going to go? And a lot of times we don’t know. We learn as we go. And you start combining some of these skills and, you know, even creating these relationships is it’s awesome. It looks like Alfredo landed another website. Congrats to you on that one, brother. All right. Do we have any final wins before we move on.

[00:14:46] On this account if we don’t close the deal yet?

[00:14:48] Oh, well, let’s hear let’s hear your pitch.

[00:14:52] Well, first of all, I want to apologize to the group because, yeah, I sometimes talk too much and go too far. So if that happens, just say, stop Sarah and just say sorry. But anyway, so, Patrick, you gave me advice two weeks ago on how to talk the talk with the homebuilders and listen to that a few times. And it came up impromptu, but one of the owners came to my new house to give me an estimate after a home inspection, and we ended up talking about it. And I mentioned the 1500 dollars per niche, six or furniture’s 6000. But what, just two of those are really tough. So let’s start with the softer ones, the windows and siding, and it’s like, good. So I’m coming by into the office tomorrow. So with that and I have they want to do promotional products, too. And the other part of that I wanted to ask you with when you are first bringing people on, if we’re not doing contract month to month, are you what kind of write up are you doing when you first close a deal?

[00:16:02] When you say write up, you mean like a contract?

[00:16:05] Yeah. I mean, so, like, I know you were talking about contracts. I was writing my question out while you were talking about it. So you might have already answered it.

[00:16:10] I didn’t. I don’t do contracts and I actually make that a part of my pitch. So that’s something. Yeah. So I’ll take I’ll take the the startup fee and I’ll say, look, we’re not going to charge you anything until we and so we have business coming in for you. So our goal now is to kind of get you that startup feedback. So we’re going to be building, we’re going to take this money and we’re going to spend it on building out the assets that are necessary. A lot of times we’re going to go into the red because this 1500 dollars isn’t going to cover all the expenses. We have to build out this site and to do all the positioning that we’re going to do so. But we’re not going to charge you until until we have leads coming in. Like I said, we don’t do contracts. You can cancel any time when the lead start to come in. We hardly ever lose clients because what we do is our lead quality is high. And if we set this thing up in a way where I put five, six, $7 in your pocket and I take one, then like, how long do you want to run that that ratio for? So that’s kind of part of my pitch or actually I don’t do the sales anymore, but that used to be my pitch, right. Jeff is handling all these conversations now.

[00:17:21] Yeah, that’s definitely my pitch. And it takes a lot of the pressure off, I think, especially with the shenanigans with whoever it is now home advisor Angie’s Angie, whatever they call themselves, you know, they’ve got people under contract along with a lot of other SEO companies. So I think through the evolution of the market, if you will, my sense and intuition is that people have been put under contract before, not had great experiences. So part of my pitch is, hey, we’re not asking you, you pay us, we’ll send you leads. If we’re sending you leads, you pay us. And if that goes any other direction than that, then you’re free to leave. I’m not going to ding your credit or come after you or whatever, like, you know. But to start up, right?

[00:18:05] The start up, yeah. We just had somebody who today it came up in one of our calls that this guy took a startup fee and then he wanted to go into some new markets. And then we hit him with another startup fee for the new markets. And then he’s like.

[00:18:23] Hey.

[00:18:24] I’m worried that that other market is too far. And like, I guess he wasn’t asking for his money back. He want to know if we if we, if we sell to somewhere else, if, like, if he can be bought out. But like I thought they were asking for their money back for that second area that we’re still in the process of building. And my response is like, no, like we that you made a deposit, we’ve already put all this money and effort into it. That’s what that’s for, is to kind of like start that. So we’ve spent that money and he’s made like a business logic change. But I think it’s, it’s important to like as a part of the pitch to just say, look, we don’t charge, we don’t have a contract, so you can leave. We just rely on our value that we send over to be. To move forward. And I’ve said this probably two dozen time, like it’s going to be pretty expensive for you to leave us if we’re sending you a lot of value, like it’s going to be like. So we’re we’re the bill that’s going to help pay your other bills, right? So that’s why we that’s why our company has grown, because we don’t lose a lot of clients, because we provide value. And even though we we have all these clients, we’re not losing them. We don’t have contracts to keep them in there just based on value. They can leave anytime. Right?

[00:19:41] So like with Alex was saying with confidence. Alex, that boosts my confidence immensely because if I can go in there with that level of confidence and be like, Yeah, I know I’m going to deliver, I don’t need you to sign a piece of paper to hold you accountable to me like I’m going to deliver. And I know that it’s going to be so valuable. You’re going to want to handle your money. And if you’re not, that’s cool, too, because you know what? There’s people standing in line so they could. Yeah.

[00:20:09] Yeah, absolutely. Cool. Any other wins, Jeff? I think you got a couple of wins, don’t you?

[00:20:17] You, I, I, I’ve had a couple of trial clients and they are on deck to pay for April. I have the invoices out. They’re just kind of lagging because they’re not used to the system, I think. But yeah, I closed a couple of deals this month, which was great.

[00:20:34] Awesome. Yeah, very cool. I’ve got my own wins, you know, like I said, I spent two weeks really off the grid with my wife. We went we went to the US Mexico soccer game in Mexico City. We were able to it looked a little crazy in the general population, so we were able to enjoy Xbox Suite there, which was awesome. If you guys haven’t had a chance to do that, I recommend it. It’s just like super cool to have everything right there. And then, you know, growing up from the time I was five until I was 18, I have 13 exchange students from all over the world. I’ve kept in touch with a lot of these. One of them was from Mexico and I went and stayed at his home and got to spend some time. It was 30 years ago that he lived with us, so it was super cool to go and spend time with his. He’s a grown man with his own kids now. We were I was 13 years old when he came. And then we spent six days at an all inclusive resort in Cabo, which is awesome. So I came back feeling refreshed, ready to start the new quarter. It’s crazy how hard it is to realize when you’re in the thick of the weeds, how that’s affecting your your every day, your productivity, your attitude, your creativity, all this stuff. So just like coming back and feeling refreshed is awesome. You know, it was really hard last Wednesday to not, like, jump on the call and, you know, but I want to I wanted to have some serious separation, so that’s a win.

[00:22:01] My team did an awesome job of taking care of everything. And it’s really it’s a big win to have built a team that you can trust and feel confident and to go and do like a two week vacation like that. So a huge win for us. A couple of things I wanted to share with you guys while I was there. You know, I started this like Will Smith book prior to this like smack heard around the world and I was in the middle of it when that happened and it really gave me some concern. I’m not going to like pick sides or any of that, that stuff, but give me some context as to what happened. That being said, like Will Smith is incredibly successful. I thought the book is phenomenal. I did the audio book. There is a lot of just important life lessons and there’s there’s an obvious reason for multiple reasons why Will Smith is successful and those play out and how he has like strategically attack different things. And I just thought it was an awesome book and then I couldn’t not watch the movie that he got the best actor. So King Richard is another book that is like an autobiography of success, essentially. It’s like these ultra performers. What are the steps that they’ve taken? What are what are their daily habits and their attitudes towards towards this? So if you guys can separate from any of the drama, whether you like them or not, like it’s they’re both in my mind, they were great learning experiences for me and kind of like the pursuit.

[00:23:31] Of.

[00:23:33] What, what I want to do and what I want to create. And like he goes through, he’s he’s a phenomenal storyteller and he just like, it’s entertaining and very, very educational. So if that resonates with you, then that I recommend it. I would recommend the audiobook because he reads it himself. So you kind of get to like hear him go through it. The second thing I’m going to share my screen real quick and I’ll share this with you guys. So I know it was Brian you were thinking about you’re thinking about the draft. So they’re running a special right now. And my House counsel has said not to go too deep on opinions of this like Ukraine situation. So that being said, if you make a donation to the Ukraine, I think they’re they’re like matching it. So you have the ability to donate and then get like a big discount on a dress. So I don’t know if they offer like a yearly plan, but also donations are tax deductible, right? So if you think about that as like it’s almost like, well, I mean, I guess the subscription would be tax deductible anyway, so maybe that’s a wash, but potentially going to a good cause depending on your viewpoint.

[00:24:51] So if you look at a ref’s, they have that special writing right now. So maybe that makes sense for you, Brian, and for other people. All right, cool. So what I want to get in today and I want to find a volunteer. I don’t know if it is going to make sense to. Be Craig or somebody else, but I’d love to find a volunteer for somebody who has less than 5000 coming in, and your goal is to quit your job. So I’m just going to ask you a couple of questions. I want to I want to work with this person to come up with a little bit of an action plan, because I think there’s a lot of people who are in this situation. So over the last two days, it looks like it’s going to be potentially a three day process for us and our team we’ve gone through and we have we’ve gone through and we’ve built out our our goals for the quarter. So like it is unbelievable how many successful people prioritize planning. It’s just everywhere that I look and everywhere I go, it’s like they’re operating on a plan. Going back to that movie, King Richard about the Will Smith one.

[00:26:05] So King Richard is the father of Venus and Serena Williams, two of the most successful professional women’s tennis players in history. So, Richard, the father, had a 76 page plan that he had written out before. These girls were were born. And every day they were executing parts of this plan. And it’s just like no coincidence they said that like almost every single thing on on his plan came true. Like, he had it all planned out. He had it all dialed. That wasn’t just, like, some magical coincidence. It’s what person after person is constantly planning. On what they’re going to do. So if you guys have it set up a plan for the next 90 days, this is quarter two that we’re in now, right? It’s the end of this quarter. We’re going to be halfway through the year. Are you going to be able to look back at 2022, the first six months and say. I’m making awesome progress. I am. I can tell I’m going where I want want to go. If you’re not, let’s start with the plan. Even if you are, you’ve got to have a plan. And in my opinion, pilots, they don’t take.

[00:27:12] Off.

[00:27:13] Without a plan. We’re not just like, let’s go and we’re going to have to lay. And hopefully we know they know exactly where they’re going. They’re paying attention to things along the way and they’re course correcting. The more times that you can course correct, the better your chance is at getting to the destination that you want to get. They say that that pilots are off course 99% of the time, but they’re course correcting constantly to get back on course. So if you guys don’t have a plan, how do you know how to course? Correct. Right. So so here’s what we did in our agency. And I know that we’re in a different spot than than a lot of you guys, but we’ve got hundreds of sites that we’ve built and we’ve got hundreds of sites that are kind of not where we want them to be right there. They’re they’re ranking better in the past or they’ve been built and worked on. But then we had other stuff and it kind of pulled our attention off of those. And, you know, in a meeting we do a weekly meeting with my team. I think it was two weeks ago we kind of agreed that we’re trying to do too many things at once. So we decided to really narrow our focus. So. We came through and of these like three or 400 sites that we have in our agency, we narrowed it down to 20 and we said, hey, we think these are the most important 20 for the next 90 days.

[00:28:32] So we got those. And then we said, okay, this is the manager that is responsible for these. So I ended up moving one of our managers into being the the support for our team. So now we have one less manager, but we’ve narrowed it down. We’re going to be like putting a new manager in there at some point, but we’ve narrowed it down to what two managers can can handle. So we say each of you guys get ten sites, so they’ve got 90 days, they have ten sites. A lot of these sites are related. For instance, there’s only like I think four markets that we’re in because sometimes like if you go into let’s say you go into like Los Angeles or let’s say Orange County, you’ve got like Huntington Beach, Anaheim. So we’ll split it up and we’ll build sites in each one to attack that whole market. So when they have ten sites, it might it’s only a few markets that they’re working in and they’re all kind of like going to the same client. So we we took the time, we built out a spreadsheet that was actually I’ll share this with you guys just to kind of give you a give me 1/2 here to remove our personal stuff here. So. All right. Stand by. Appreciate your patience. Need to cleanse this of.

[00:30:01] Personals.

[00:30:03] Cool.

[00:30:07] Share my screen.

[00:30:10] So this is what we did. So we spent the last couple of days going through this. We arrived. This is. There are 20. These were the markets and the niches that we were that we were interested in. We classified it by the potential revenue, the upside potential of the revenue. We had a difficulty rating in here for the for the niche. We had the client satisfaction.

[00:30:35] Can you expand the view on that just to blow it up or.

[00:30:38] Is it really.

[00:30:39] Small goods on screen? How’s that? Perfect.

[00:30:49] Put on 150. How’s that? There we go. So we had a client satisfaction ranking for this. So some of these. Like you see this, we think that we’re potentially going to lose this client here. So we rank this one as high and our current position is.

[00:31:07] Like.

[00:31:09] That is really the positioning that we have within the market. So some of the things that we were taking into account when we considered this, we’re like, what is how many websites do we have? How many gaps do we have?

[00:31:20] Like what?

[00:31:21] How many reviews we were kind of looking at the assets that we had in place in this market to understand like how well positioned we were to really take over the take over the area. So we are rating these things from 1 to 10, right? With ten.

[00:31:36] Being.

[00:31:37] The like. So ten would be the most difficult. Ten would be the highest revenue. Right. And this ten would be the happiest client. And in our current position, like ten would mean that we’re like dominating. Right. But like we have a lot of sites that aren’t on this list because they’re in a very good place. These are ones that we thought, hey, if we put some work into this, we can really get some good return on it. So this is what we did is we came through, we looked at all the sites that we had and all the different areas, and then we said, These are the ones that we think are the most important. And then we took this and we we broke down into the actual websites. These were kind of like the markets, and then we broke it down into actual websites. And then from here we have things like OC, now we know the websites. How many GBS do we have for this site? How what are the backlinks look like? How much content is on this site? What’s the heat map? Average. That’s a big one for us. I don’t think things really pop unless the heat map averages is going to be good. So like, for instance, you’re going to run the heat map and you’re going to get the average score for that heat map from all the different points on the grid.

[00:32:45] And you’re going to do this for maybe like five, seven, eight, ten, ten, ten terms. What does that average score look like when that average score gets to be around like five or less, that’s when a lot of leads really start to flow in, right? So we pay really close attention to that. So now that we’ve kind of like reduced, we’ve got 20 sites, I’ve got two managers, we have a big team, right? We have people that are writing content. We have people that are responsible for getting tabs. We have people that are responsible for getting getting the backlinks building. We have developers that can add in the new content to the pages. So we know that we’re going to go through we’re going to look at these going to say like, how many live pages does each one of these sites, what’s our target for the next 90 days? So then we can basically make pacing metrics for each one of those things for what we’re trying to go. We need to reverse engineer it. And you guys need to let me just pause this for a second and I’ll duplicate our next sheet as well here. So. Do you guys have any questions? Why do.

[00:33:51] This?

[00:33:53] Is this seem like is this good value to you guys?

[00:33:59] Yes. Thank you. Yes, super helpful. Is there a way to get right out in one of those columns like what you’re using to get to the total of ten? Like what goes in? What factors go into the ten that you named? I guess we can go listen to the replay of it.

[00:34:16] I’ll go back to it. I went through it pretty quick. You can see my screen.

[00:34:21] Yep.

[00:34:23] So potential revenue. Like we are looking at the market and we’re looking at the population of the city. We’re looking at.

[00:34:31] The.

[00:34:33] Like, what can this really max out at? So we like these numbers are my team is experienced, right? They’re comfortable with like not having like this. This isn’t like, hey, 500,000 equals this. This is there’s a lot of feel stuff because we’ve been doing this for a long time, so we just kind of looked at it. So, for instance, like carpet cleaning. The potential revenue for that I think would be lower because the average ticket costs as well. But maybe if we’re considering like home remodeling in Chicago, then that is an expensive niche and that’s a huge city. So the potential revenue could be like a ten, and that’s relative to other revenue that we have coming in in our agency. Right. But the difficulty might be really high and that’s really about the competitors. So like, how tough is this market? So if the if the revenue is really high and the competition is low, like this one, for instance, look at this one. This is an eight, right? This is at eight in revenue, which is high for this scale. But the the difficulty we have it as a as a five and we’re kind of in a decent position already with a 6.5. So maybe in this scenario we have like three or four different gabs in place. We’ve got two websites, we’ve got somebody on a trial right now for whatever this was. And then you can see that this ranking, this last column here is where we said this is a high ranking means that we’re going to go after that. So these were like the ten markets that we chose.

[00:36:10] And from page one or like the top three or something like that for high. Like you’re already there. Like, your.

[00:36:18] High ranking is like.

[00:36:21] Our desire to.

[00:36:22] Priority of, like, our internal priority of, like, should we go into this or.

[00:36:26] Not? Okay.

[00:36:28] So if you look at one of these, you can see this one we marked as low. Right? So we said the potential revenue is a 5.5 with the difficulty is an 8.5. So that ended up like let’s not mess around with that one. So until you go through and you kind of like stack these up next to each other, this was these were all ones that we were really in quarter one. We were trying to go after all of this stuff at the same time. All these came from like priorities. And we saw that the client is really satisfied to right now. So like we could add in a bunch of extra stuff for him, but it’s like he’s, he’s, it’s not going to make a huge difference.

[00:37:06] Similar to Line 14. Patrick That’s an interesting one because it’s high potential revenue, not too much difficulty, but we still have it as a low priority. Right?

[00:37:15] Right. This client is like over the moon with us, right? We have him as an admin.

[00:37:20] Yeah. You’re coaching with them. Kind of. They don’t they may not have room to grow like we know if we give them more leads, we may not be able to get more money from them for whatever reason they’re they’ve reached their limit or whatever. Like there’s some other factor there. That’s why it’s rated that way. Even though it could be super lucrative. Yeah, that makes sense on that potential revenue. Would you put like a five? Would that be like an average client value of 10,000? Like. Like.

[00:37:50] Yeah. So so I would say that like a seven is probably around like 2000 a month for us. Yeah. So it’s and it’s also kind of like taking into a fact a few different things. We, you know, you could really geek out on this. And I think it’s important to when you feel yourself starting to go down that path to like pull yourself back and say, look, let’s keep it simple and let’s just get like the meat and potatoes because this is enough for us to make a good decision. You can see if you look at all the high ones that they have, like good revenue potential and like the difficulty is, is lower than than a lot of the other ones that are on this list. This was enough for us to make the decision without going crazy and saying, okay, like one unit equals $500. We’re just like kind of kind of feeling our way through it.

[00:38:37] So I’m a super helpful and a really interesting way to look at all of it because then you could have it right in front of you, right as a like, Yeah, you know what? This makes more sense. We should go do this with this person. That’s right. That one lower. Yeah.

[00:38:50] This came and I encourage you guys. I didn’t want to I had an idea of of how I wanted this to go with my with my leadership team when we started this meeting. But if you want your team to be enrolled on this, these decisions need to be made together. So like these numbers were mostly, you know, I put in my share and my kind of influence on it, but these were something that we came up with as a team. So now we have everybody is on on the same boats. We’re all we’re all like understand why this is important. And we’ve set this as a company together, which I think is huge, to have everyone contributing to this. Right? They’re not just getting assigned things. We’re working as a team to come up with this stuff. We’re all learning and growing together. And through that, I think there’s a lot of like enrollment that they have towards their dedication towards this. They they as a team we chose this stuff, right?

[00:39:53] So I have a sign off for now and I just want to make one comment that it’s so good for like seeing you do this because it’s giving the people who work for you and with you more of like, like a, like a vision, right? And a mission for where you’re going. Like, people love to follow somebody who knows where they’re going. They want to jump on board. And especially if they know the direction that the company is going and you have a unified vision, then you’ll have longevity. You’ll take off and even more than you have. Right. And and the people that are with you are going to more likely want to stay with you because they know kind of what overall is happening.

[00:40:30] That’s right. Yeah, absolutely. It’s it’s you know, I’ve made a lot of mistakes while I was building this company. And the way that that that I’ve managed people and it’s important to learn I’ve continued and this like Will Smith book that I was mentioning, I’ve continued to constantly try to educate myself and then adjust. And this is a very common management principle is to get your team, you know, this is a leadership team. You guys are going to make better decisions if you have this group, group thoughts and your goal should be to hire and get your team to a spot where they can like they can make better decisions in some areas than you or, you know, they have very valid viewpoints. And that’s what we have. We have that within our team. We have a great team full of people that are really considering things that and the group together were so much better than it would be, just like, Hey, do this right?

[00:41:28] You put them through the CVI.

[00:41:31] I’m sorry.

[00:41:31] Would you put them through the CVI? The Core Values Index?

[00:41:36] I did. We did the risk profile thing.

[00:41:40] The CBI is they tested it from 30 years ago to last year. It was a 30 year mark for the program and they had a 97.7% accuracy of the people who took it year one. And you think of how much life you live in 30 years and they’ve got the same values.

[00:42:01] Yeah, that’s that’s something I’m really getting more into in I’m trying to I’m trying to be a better manager for my team, be a better CEO and have them be better managers for the people that they manage. So we’re really I’m pushing them hard to level up on their own and learn some of these things. So we’re kind of adopting it as a company. But I do want to I’ve got about I’m running short on time, so I want to make sure that we stay on topic for this. So Sarah, did you have more questions related to.

[00:42:38] No, no, no. That’s enough for now, because I’ll go think about it. Okay, cool. Next up goes into real quick. Patrick. The other Patrick with a K is asking if you have time to go into how you do the research to gauge potential revenue and difficulty. And I would say that most of that came from the experience and intuition of the team rather than some specific thing that you look at. Mean there’s like on the five people who have been on those calls, there are like, I don’t even know how many reps between the five of us. We’ve added that these different assets and niches and all of that, I mean, it’s countless.

[00:43:14] Yeah, there’s there’s a lot of field that goes into it. We also kind of have the idea that. We’re not really I don’t want to I don’t want to like pick a fight with somebody that is established and they’ve done like a really good job. But I also believe that we’re going to win eventually, no matter where we go into. So it’s you know, we’ve got kind of a feel for it. There’s a lot of videos that are in the in the group that we’ve done the due diligence stuff for. Jeff We just brought someone into the group earlier this week. I’m not sure if they’re on the call or maybe they’re watching the replay, but we talked a lot on that call about the due diligence stuff. So maybe you could tag Patrick in some of those same videos that you tagged, whoever that person was we were talking to a few days ago about the jury choosing the niche.

[00:44:06] Yeah, it’s a fresh post in the OC.

[00:44:10] Awesome. So yeah. So this category here, we’ve got the market, so the market could be multiple cities. That’s kind of how we do it in our agency. So for instance, like Minneapolis could be the market, but that could include like Saint Paul and some of the surrounding cities. So we’ve just done it that way to simplify it because of our strategy of like going after these like subsidies, we choose a market, say, okay, this is like all a part of the same market, right? So the live gabs is like how many Google businesses do we have in place? So you can see for this one, we have five we have five in place. Right. And we know that you are. So these are a rough stuff is a 48 and a 32. So this one would probably fall into that category of being like well positioned, right, because we’ve got good backlinks. It looks like we have three sites and we’ve got looks like nine GMB that are covering this, this same area. So the traffic value is in a rough thing and this is the number of reviews per GMB. As I was mentioning, we pay a lot of attention to the Heatmap average. I think that is a critical piece. If you guys are not watching that, that is like you should put that into your what you’re monitoring. Those averages really correlate with the lead flow. So the problem is this is a lagging indicator. So what we’re going to do on our next planning call, this is like phase two of three, hopefully could be four depending on how long that third call goes.

[00:45:39] But we’re we’re paying attention to this stuff. But you need to reverse engineer this stuff. These are all lagging indicators, right? So an example is like how many live gabs do we have? So if I know that when I make a post, I’m going to get like 20 addresses and three of those are going to go live. And if I have a target that I need to get like. You know, nine Google my businesses. Then I need to make three posts and I need to send out 20 or like I need to get 60 addresses. So you need to be tracking that stuff. Those are leading indicators that are going to result in the like this lagging spot here. Right. So our next call is to break this stuff down, come up with our targets, where do we need to be? So I actually told our our managers like, hey, you guys need to go and like do some local market research on these areas and find out what we need to do to get the position that we need to be in. And then we’re going to reverse engineer those and we’re going to have a pacing metric for each one because I want to be able to look at it and say, okay, week one of 12, where are we? Are we 1/12 of the way through? What do we need to do? That’s where that course correct comes in place. So if you don’t have a pacing metric that’s saying like we’re off pace after week one, then like how are you going to course? Correct. So you need to be able to take this stuff and turn it into something that’s qualitative, quantitative, so that you can say, okay, this is where we should be, this is where we are, we’re off pace.

[00:47:14] What are the adjustments that you’re going to do this week so that we get back on pace? Right. You have to do this stuff. Otherwise this planning is just like whatever. It’s just floating around. You’ve got to turn this into an action plan that can be adjusted every week. So you slow down, decide what your quarterly goals are going to be, and then work backwards. Reverse engineer those and make sure that you’re on pace just like those of you guys that have been through the accountability groups just like that, where it’s like, Hey, I want to read 90 pages over the next 90 days on day 14, you should be 14 pages through, right? So you’ve got to have that that pacing every step of the way. This is we I’ve mentioned this a few times, Jeff and I, we went to a a big an intensive like live events and they brought in the chief the chief marketing officer of Salesforce. And she talked about how she had the pacing metric. They were off pace. She said, we’re basically going to have meetings every single day until we get back on pace with with her leadership team. They did. She was proactive. If you are the CMO for Salesforce, it’s not like they get to the end of the quarter and they’re like, hey, this is the goal where, oh, I’m 50% of the way there. Oh, it’s okay.

[00:48:30] Her name is Katie Foote. They’re not like, Oh, it’s okay, Katy, just try better next quarter. No, they’re like, You’re going to get fired and we’re going to bring in somebody else that’s going to get us the results that we need. You guys need to hold yourselves accountable to the same thing, and you’re going to have some some you got to reverse engineer and come up with the numbers so that you can accurately have the accountability that’s leading you toward the goal that you need. Right. This should if you do this correctly, you want to try to choose the numbers and the metrics that you’re paying attention to. So if you do these things, then you’re like guaranteeing that you’re going to have this result. So that’s kind of like how, how you do this live pages is just the, the amount of pages that are live on the website, right? And then completion percentage. So we have a checklist with, I don’t know, a couple of hundred things that we think we need to do for every site. So this could be like, hey, we need the GMB to have like these like 40 things done, right? We’ve got to have like this many reviews. We have to have the citations, all these different things, the website, how many pages like all these different parts and pieces that make it up. So that’s the completion percentage. So that’s what that is for. This obviously our priority sites, we’re going to have those all be 100% like all those steps need to be completed if we’re going to try to hit our target.

[00:49:47] So here’s one about you.

[00:49:51] Rdr Yeah. So this is across.

[00:49:54] The.

[00:49:55] The you are and the these are two numbers that basically are really about the strength of the backlinks that are pointing to the domain. So if you don’t have it, we use a in our in our business. This is why we have this here. There’s a number of other systems, I think that you should have a backlink component. You don’t have to use refs. I’ve shared a number of times. There’s a free, majestic plug in where you can get like they use trust flow and citation flow. So you can get those numbers without, without, without having this like more expensive address account. But again, you have that opportunity for donations. I think there’s also some group size. So group buys are where you can like pay for a collection of tools. You know, usually you pay like 20, 25 bucks a month. If you’re paying more than that, find a different one. But you pay for a collection of tools and it will include like Rush and refs and like refs seems like it never really works in those. So we just kind of got tired of that and we just got our own subscription. But the point is, you should be paying attention to backlinks. I think it was two weeks ago or three weeks ago we had a whole training on how to get some good backlinks. A lot of times we just end up paying for them, like we just go in, like we’ll pay. So you didn’t see that video? Check out that video. It’s it’s what what’s worked for us for a lot of the stuff. Okay, cool. So that is the main thing that I wanted to share.

[00:51:23] Are there any questions around that? All right, next, accountability groups. So, yeah, we’re probably going to roll those out on the next call. So we had a lot of people join in the middle of last quarter who wanted to join in the middle. And it’s like it kind of puts us in an awkward situation where it’s like these people have formed a bond, they’ve already started working, they have accountability. They’ve in the coming in the middle is is a little just it’s hard to put someone into that group and have everyone feel good about it. So you guys, if you want to be in a if you want to be an accountability group, then like get ready for it. Bye bye next week because I’m going to roll out the form. It will be a little bit shorter this time. It’s normally 12 weeks, this time it will be ten just because we’re like part of the way through the quarter. I was like, obviously I was out of the country the last two weeks, so but accountability groups, I think they’ve been awesome for the people that have been in there. I’ve heard a lot of good stuff about it. I’ve seen a lot of like positive growth within it. So it’s basically you’re going to meet once a week, you’re going to you’re going to you’re going to just like I was saying earlier, you’re going to come up with your list of goals. So you’re going to need like 3 to 5 goals that can be a mix of personal and professional. You could be like, I would encourage that. They’re a mix of personal and professional, right? And you’re going to build out a schedule.

[00:52:55] You’re going to have really clear defined goals. I’ll get into this more next week. We’ll go through the training. You guys didn’t see the training? I dove deep into this and like the end of December, as when we launched the current set of accountability groups. So watch that if you’re interested to get prepped on like what the expectations will be. It is a commitment. Don’t do this half hearted. If you’re if you’re not sure you want to do it, then then don’t do it. Because the people this is supposed to be people that are serious. It’s supposed to be people that are that are going to be really willing to hold each other accountable. That means that if I don’t know Jeff very well and Jeff said he wants to do like X, Y and Z, but Jeff isn’t doing it. I have to have enough like love and like integrity to be like, Jeff, what is going on here, man? You are off pace. You had said you’re going to do this. You didn’t do it. You need to like, really what what’s your plan to course correct here? You have to be able to to do that and stand up for your team just as you would want them to call you out if you’re not doing it on your end. So where is the DEC video to prep for accountability? So it’s in the group. So we have this. Awesome. Let me just I’ll share my screen again if you guys haven’t seen this, our buddy Jeff here has created this awesome document. Am I sharing?

[00:54:23] Oh, no.

[00:54:25] All right. There we go. All right. So if you’re inside the lead snap group here, right, you’ll see that there is this featured section and then there’s this document here. And if you click on this document, it will take you to all the different calls that have happened. So if you were to kind of scroll down here and say December 29th, we can see what happened on that call, right? So we did intros and wins. We did mindset and reflection. Maybe it wasn’t that call. Maybe it was a week before. Wrong direction. December 20 seconds. Here we go. Accountability group start at minute 15. Right. So this is an awesome resource. Jeff has also gone and added in some like some highlights, some common questions up at the top. So if you kind of go up here, you can see there’s like GMB shortcut prospecting in sales calls so you can go through and click on what it is and jump right to the minute within the call. So he’s also got the link to the call. So if I click on this, this is Heatmap Prospecting Watch. There we go. So this will take me right to where they’re like we go through heatmap prospecting. And I had said. Alex, I think it was you that we’re looking for prospecting methods. So this is what I wanted to circle back to is like, Oops. This document here has like a lot of different prospecting. Here is heat map prospecting. How to pitch pitch legion, more heat map stuff. So a lot of different prospecting methods are hiding within these videos here. So if you click on these, you can you can load those up. But that’s where super valuable resource really appreciative for for Jeff for doing that. So any other questions we hear.

[00:56:15] The ones that say solid gold or Patrick would use like totally in flow, just killing it and sometimes like a role play like prospecting role play type of situation. So those are really, really good have. Jeff, thanks. Yeah. Thanks, Patrick. I’ll have to review those again.

[00:56:35] You’re welcome. I didn’t label these as solid gold, Jeff. Just just for the record. I appreciate the compliment there, buddy. I didn’t even know that was there until just now. But what I want to do is I want to like I said, I know that we are an hour right now and I like to keep these calls in an hour, but I also like to keep my promises. So I’d love to have a volunteer. If there’s somebody that is looking for an action plan, I would say like I’d really like to find someone who is less than than 5000 because I think that is a big.

[00:57:08] I.

[00:57:08] Think that’s a big percentage of the people that that either tune in to these calls or watch the replay. So do we have any volunteers?

[00:57:15] Yeah, Jeff or Patrick, I would definitely vie. I’m definitely in that category where I’m under 5000. I’m looking to retire from my job. I’ve been like a paramedic for 28 years and and I’m just at a point where I really want to kind of like, make this business work and retire from my job. And, and I’m making some progress, but it’s kind of slow going, you know what I mean?

[00:57:37] Yeah, absolutely. Somebody else can save those lives, right? You said you’re a medic. So, Alex, talk to me. Where are you with your business? How many clients do you have?

[00:57:53] I have four or I have.

[00:57:56] They’re paying clients. They’re paying right now, right?

[00:57:58] Yeah.

[00:57:59] How many websites do you have built?

[00:58:02] I have about ten, ten websites or so.

[00:58:05] And where are they in their ranking process?

[00:58:10] You know, some of them are ranking fairly well, but I just don’t think they’re great niches, like some of them are like in the drywall niche. Like, I don’t know, for some reason I jumped into the drywall niche and.

[00:58:22] I don’t like that.

[00:58:23] It hasn’t hasn’t been a great niche to go into. You know, I have a couple drywall niches, rent it out which and then I have a tree service and a concrete one rented out. But I want to kind of get away from the drywall because I’ve been having a hard time with that niche. And, and so I’m trying to explore different niches and building out more sites. And I don’t know, like I’m in Canada and a lot of my, my markets have been in Canada and I don’t know if it’s like a Canadian thing, but I really want to try to build out more legions. You know, in the US it just seems like it’s a more lucrative market down there. And, and so yeah, that’s kind of like the direction I want to go.

[00:59:04] Yeah, absolutely. I mean, there’s no reason why you can’t have like American websites being built while you’re in Canada. I was in Spain for a while and we were kind of growing our business. It’s always easier if you do local, but I get it. Like Canada. Here’s here’s the thing is like your everything in Canada is going to be like not everything. A lot of things if you go into the contractor space, you’re going to have a lot more seasonal stuff to deal with because like all of Canada is going to be cold in the winter. Right? So yeah.

[00:59:39] Yeah.

[00:59:40] So if you’re in like landscaping in Canada, then it’s like, well, the entire winter is going to be gone. Whereas if you chose Georgia or something like that, like it’ll probably slow down, but maybe concrete is a better example. Like it’s going to be hard to do concrete in the middle of a Canadian winter, but people can still get driveways or something installed in in Georgia or Texas or someplace like that. Right.

[01:00:05] So yeah. And that’s the problem I’ve been running into too is like if it’s a very seasonal market up here. So.

[01:00:13] Yeah, absolutely. And there are certain niches. I don’t like drywall. I don’t know what it is with drywall. And, you know, there’s like stereotypes that exist within niches. And it’s like those are stereotypes, but they also exist for a reason on some level. I’ve heard this a number of times and I’m not sure why. Like, maybe this is just my own small sample size that people I’ve interacted with. But it seems like there’s a lot of drug addiction that follows along with drywall, and it’s really hard for people to find good clients.

[01:00:48] And yeah, I would have to agree with that. Yeah.

[01:00:51] So what I would look for in the niches, something that has at least an average ticket cost of 1000. I would probably prefer like $2,000 though. So when you talk about like landscaping and concrete that I think that both of those would be there. Just make sure if you go into concrete, you stay away from repair, right? If you’re going into like repair stuff and that’s probably not going to work out so well. Long term, I like it when it’s obscure. You’ve chosen themes that are kind of mainstream, the landscaping and concrete. So earlier Brian talked about septic. I think that’s a little bit more obscure and I tend to like those better. I think you’re going to have less competition. So if you can kind of like put your thinking cap on, you know, if you go to let me share my screen real quick, if you go to like Thumbtack, I don’t know if you guys you guys might not have this up up north, but here we have this site called Thumbtack. It’s really good for it’s really good for finding niches. So if you can kind of like go here and then click on more, then you have this like huge list of niches to consider. So this is where they’re selling leads, right? So if I’m going through this and I’m just going to rattle through some of these above ground pool installers, that seems like that might be expensive appliance installation? Probably not so much.

[01:02:17] I don’t like this one. That’s too like. Kind of like professional where you’re going to like, I don’t know, I feel like you’re going to they’re going to lend themselves to be more towards like SEO deals, asbestos removal. That seems like it could be good. I like these ones that, like I said, that are obscure and also they keep the riffraff out. Like there’s not like a lot of people like, hey, I’m going to go start a asbestos removal company. There’s like equipment and, you know, that’s a that’s I mean, there’s there’s a lot of risk that needs to be mitigated when you do something like this. And that weeds a lot of people out remodeling that looks good. I don’t know much about this. Like I stay away from things that say repair. I think that’s not going to be I think that’s just going to be lower lower quality leads and it’s going to be harder to close people. This looks like it. I mean, maybe it’s expensive, but it kind of feels like it could be cheap carpet installation to cheap. Repair to cheap. This one is is a little bit dangerous. I think air conditioning can be really competitive. There’s also like some hidden monsters hiding in the air conditioning stuff. So one of the first ones that that I built was an HVAC site for Las Vegas. And I thought, well, great, this is because like Las Vegas is really hot and we’ll get a lot of leads, but it’s also moderate in the winter and a lot of people, they’re not going to replace their furnace.

[01:03:46] They’re going to go and get a bunch of space heaters and just deal with it for a couple of months rather than like they’re going to wait until their air conditioner goes out to replace their system. So, you know, I would go through this list. I’m obviously I’m not going through all this, but look at all the things that are on here. And then a second thing that you can do is just when you’re driving around, be looking at all the trucks and stuff in the stores and constantly be thinking about niches and why they could be good, why they try to shoot a hole in it. Like, why is this? Why is this a bad niche and don’t spend too much? I don’t I say that with a little bit of hesitation because I don’t want you to like like have like analysis or analysis paralysis where you’re like, okay, this isn’t good enough. This isn’t good enough. You can ask around, too. You could shoot me a message and I’ll give you my, my thought process. But so you’ve got these, these four sites and it sounds like how many sites of these ten sites that you have built, how many of them are in drywall?

[01:04:52] One, two, three, four, four, four out of the ten.

[01:04:57] So you’ve got six that are not drywall.

[01:05:00] Yeah.

[01:05:01] Yeah. So it sounds like of those six, are those all a mix of concrete and landscaping?

[01:05:09] Concrete and tree removal. And yeah, and so and I think, I think I have like a landscaping one. That landscape design landscape is not really ranking yet. Yeah.

[01:05:23] Yeah. So here’s what I would do is I would like those for just put those, the drywall logs, I would just put those on the shelf for right now and say, hey, maybe we’ll come back to these. Maybe spend like 10% of your work time. Focused on those and 90% focused on the ones that that we’re going to go through. And what I would do is I would look at the due diligence videos that that Jeff. Is going or already tagged you in and go through those and choose the right cities and the right niches. And then you have your 90 days is like, let’s come up with you’ve got six sites that are maybe in good niches from what it sounds like, but they’re they’re in the process of ranking. So the four clients are the four clients a part of those six sites.

[01:06:17] Yeah.

[01:06:18] So for the four clients that you have, I would put I would kind of look at the opportunities to expand those because if you had four good clients that are paying you, let’s say your clients are paying you $2,500 a month, that would be 10,000 a month. You need to understand it. You don’t have to answer this question, Alex, but if you’re comfortable, then answer it. But what is the number that you need to quit your job per month?

[01:06:51] Yeah, I’ve thought about this a lot. I would say if I could get to 20,000 a month, you know, like gross revenue and then, you know, there’s going to be expenses in there, obviously. But if I could get to 20,000 a month, then I could definitely retire from my job.

[01:07:08] Yeah, so do you. I think. Are you married with two kids?

[01:07:15] Yeah.

[01:07:16] Yeah, that’s what I thought. So. Like depending on where you are, this is maybe not for you because. But this advice maybe be good for somebody else. Like, depending on where you are, Alex has kids in a life that he needs to take care of or like, I don’t know if your wife’s working and we don’t need to get into that, but but the point is, you want to, like, work backwards and choose a number that is going to support your situation. When I was working as a software engineer, I was making more money than I needed and I wasn’t married and I didn’t have kids. And I thought that I had to match my existing income before I could quit my job, which in retrospect, that was a big mistake because I stayed doing the job way longer than I needed to do. And once I finally was out of the job, my revenue in my income exploded because then I can put my good time into it, my full time, right? So I don’t want anyone to go into a situation where they’re are putting their family at risk. So you need.

[01:08:15] To.

[01:08:16] Come up with that number and make it be the number that you need, not the number that maybe your current job is after you’ve proven the business model, right? So if you don’t have money coming in, then like don’t quit your job, right? You need to prove the business model, right?

[01:08:31] Yeah, exactly.

[01:08:33] So you’ve got your your four clients. So and my understanding is those four clients are at least four of the six sites that you have built that are not drywall sites. Is that accurate?

[01:08:46] Yeah, that’s right. Yeah. And so and so they’re each paid me about 1000 bucks a month. So I’m at 4000 monthly revenue. Right.

[01:08:56] So so here’s what I would be doing is I want to take those people that are paying you $1,000 a month, like 90 day goal. How do we get them to 2000 a month? So that will get you 40% of the way there to your 20,000 goal, you’ll still have $12,000 remaining. Make sure that that 20,000 is done with math and not just like a guess. Be very systematic with that, right? Tie it emotionally, picture the life that you want, what you need. And then it should be it should be a calculation. The fact that it’s like 20,000 instead of like 19,376, like it sounds more like maybe it was a little bit of a guess. I would encourage you.

[01:09:41] To.

[01:09:42] Do the math and actually justify it the exact number for what it needs to be. And then it will be very like tied to your tied to your brain on like, okay, this is the number and this is why and this is like getting this number means this because I’ve already worked the math, right? So if I want to travel around the world and do all this and it’s going to cost me 24,000 a month, then I’m like, I need like 12 sites at 2000 a month. Maybe I need to be build 30 sites to get to 12. So. I think it is. I don’t want to, like, put the like I don’t want to like dampen your dream or anything like that. But I think, yeah, maybe unrealistic that you go from 4000 to 20000 over the next 90 days. But what we can do is we can position things. So maybe the following 90 days we can get there. So it’s really we’ve got to build the structure first, right?

[01:10:37] So yeah, yeah. So yeah, like I’m, I’m not like in a huge rush. Like, I know everyone says, you know, money loves speed, but it’s not like I need to get there in 90 days, but I’d like to be on that path, you know? And I think that’s why I was asking you earlier about prospecting, because I’m getting more confidence in my sales, but I just need to get in front of more people. All right.

[01:11:02] Maybe yes. Maybe no. Like, if you if you have I know, like I said, it’s a split I and I don’t like I respect people who think differently about this. But my belief is that building and getting the assets to generate leads and then selling them is is a better way to go. But I know a lot of people will go and pre-sell and that’s awesome if that works for you. Just been my experience. That’s where I really start to put more money in my bank is when when I have something that’s producing and I can sell that because if I pre-sell it, then I have to run ads or I have this person that’s like breathing down my neck and I’m spending most of the money that they’ve paid me to build and and get the stuff coming in anyway. So it’s like what’s left and you’re in.

[01:11:52] A.

[01:11:53] Higher pressure situation. So if you want to pre-sell things then then prospecting would be the right thing to do. If you want to build things, then prospecting will come after you’ve got the stuff coming in and sales like Alex, you’ve expressed that, Hey, I’m getting more comfortable with sales and I’ll tell you, this is always the example I go back to is like, Hey, Alex, I’ve got this Ferrari I want to sell you. It’s, it’s red. It’s really fast. It’s like it’s in great shape. It’s awesome. It’s $100,000. Do you want to buy this? Like, I’ll show you the keys. You can’t see the Ferrari, but it’s an awesome car, trust me. Or Hey, Alex, here’s my Ferrari. Go drive it around for a week and tell me if you like it. And then if you do, we can come up with a deal where you can buy it, right? So that’s kind of like my opinion of like pre-sell versus like the difficulty to sell the car without the car being there, which like we had a lot of success with this. We had a hard time delivering in time to keep the client happy. That’s where we struggle. But when you already have the stuff coming in, the leads are high quality. The clothes becomes so much easier, right? So I’m.

[01:13:02] A.

[01:13:02] Big proponent.

[01:13:03] Of.

[01:13:04] Having the Ferrari before I try to sell it. So so this is what I want you to do is you need to lay the groundwork and I don’t want, like we don’t want to build off. Like, I could probably tell you that if you had 60 sites then you could in all these sites, our ranking, you’re going to have a pretty easy time if you chose in the right niche to get 20,000. But like when you’re starting to build houses, you don’t want to build 60 houses and then say, okay, let me go rent all these 60 houses. What you want to do is you want to build like build like ten houses and get those rented and then build ten more because the next the second set of ten is going to be better than the first set of ten. You might get to build all 60 of those houses and you discovered you didn’t put any toilets in these houses. And you’re like, Oh my God, I’ve got to go back and do all this again. Right? So run around the bases one time. I know you’re Canadian, but baseball, right? Run around the bases, right?

[01:14:02] Get all the way back. I get it.

[01:14:04] Get all the way back to home. So we understand we’re going to learn a lot from those those first ten. And I know you’ve already got your first ten, right? With the six and the four, you’ve already learned that, hey, maybe drywall. Imagine you had built 60 drywall sites, right? And now you’re like, I really like drywall. All right. So what I would recommend is choose a few niches for this first round. Ultimately, where I want you to go is I want you to choose one or two niches that is just going to be your niche and you’re not going to really build in these other niches. There’s so many different benefits associated to niching down, but don’t niche down until you have it’s a buffet right now. Like try a little bit of this and a little bit of that and say, okay, I like this one, I’m just going to go with this one for now. Some of the benefits that we’ve seen from niching down is like a lot of these niches are like tight communities. So we get a ton of referrals because people are friends with other people, but they’re not in the same city. They’re not competing against each other. We understand exactly the types of pain points that people have. We understand the leads. Our content writers know the content. We know where to get backlinks. We can give ourselves backlinks because we have so many sites and similar niches, right? So there is a lot of benefits, but don’t do that too soon. You’ve got to like understand things first. So I would say you need to get I would say get to 14 sites. Four. So you pick pick ten sites, ten new sites.

[01:15:35] So you and I’m basically saying the four that you have. No, I’m sorry. You’ve got you’ve got six that are in good niches. So get to 16 sites. So you’ve got ten sites. And I would say some of these sites should be and maybe choose like three or four different niches. Right, and spend a good amount of your time working on these ones that are in good niches, especially the ones that you have clients for. So set yourself a goal of like, how do I justify 2000 a month from these four clients that are paying me 1000? Like, what do I need to do? Like if, if, if I’m in concrete and the lead is worth $40 a lead and I’m sending like 25 leads to them. So that justifies the 1000 I need to get to 50 if they’re going to pay me 2000. How do I get to 50? So in this city, they said to also service this other city. Or maybe I need to improve the heat map average of the city from 7 to 3. If I can get to three, then I know that’s I’m going to be getting a lot more leads. The way that I’m going to get to three is I need to get more reviews. I maybe need a second GMB here, I need more citations like all these different things. So kind of work backwards from that, but strategically choose this and kind of plan it out, right? You sound like you’re a really smart guy, so I think you could come up with this. So you’re going to choose some some new niches, new sites, and then you’re going to mix that with focusing on these.

[01:17:06] So for your four year ten new sites, I would be looking at like populations maybe between 250 and 500,000 around there. I’d be setting up like probably if you’re in that population range, I’d be probably setting up between three and five G and BS. I would be getting reviews on all those all those sites, start them off with like ten pages and then add content onto those, right? You want your backlinks, you got to make sure that you have a solid backlink. Maybe you want to have if you’re using age refs, maybe you want to have like at least like a 20 you RDR. If you’ve done your due diligence, well then the other people that are in that market shouldn’t have really strong backlinks, right? They shouldn’t have a ton of reviews because you’ve essentially lowered the bar because you’ve done your due diligence well. Right. So as I use this analogy a lot, if I’m playing basketball, I’m I’m six, six foot two. So if I’m playing against other people that are six foot two, I’m going to probably win some, lose some. But if I can go and find like people that are three feet tall, like on a third grade playground, and I’m like, Hey, you can’t tell me I can’t play here because I can build a website anywhere. Well, it’s going to be really hard for these guys to beat me because I’m taller, a lot taller than them. Right. So that’s what it’s like choosing the right market to choose the weaker markets, but have the high ticket cost, make sure that the population is there, get those ten.

[01:18:32] Sites.

[01:18:33] And I think if you do those things, if you get multiple GMB, you get enough reviews and citations, you get your heat map average, you’re going to start to get a lot of leads coming in. And that’s going to make it easy to sell this stuff to whatever whoever you find. Also, when you’re in that 250 to 500000, it’s kind of like a population. It’s kind of like a it’s kind of a sweet spot where there’s there’s a lot of demand. There’s a lot of clients, but there’s not so much that you’re going to run into like some big sharks. Right. So is this giving you some direction?

[01:19:05] Yeah, definitely a little bit more specific. I do have some niche ideas. I kind of wanted to bounce off you a little later maybe, but. But yeah, like just being specific about the market size and I mean, there are issues that I, that I run into like, like finding GMB, like, like everybody, I guess like, like getting those GMB verified and things like that seems to be a challenge. I’ve been trying to do the Craigslist and the Facebook posts, but maybe I need to tweak that a little bit to try and get those postcards out and get those GMB verified. I mean, it seems like the GMB are are quite critical in this business, but would you say it’s hard to make this work if you don’t have a GMB or or would you think differently?

[01:19:53] Definitely you need a GMB. I would say it’s hard to make it work without one. Here’s the problem that I think people run into when they think about GMB is is there like. Hey, these are the methods that that people have come up with, like Craigslist and stuff like that and the Facebook groups. And those are the methods that I have to use to get a job. Jmp But that’s not it. Your goal? Alex How can you find someone who’s local in a city? That’s the real question. And then if you can solve that and there’s there’s a million ways to do it right? And like, if you put all your entrepreneurial power towards like, I’m going to solve this problem, how can I locate local people in any city? Because if you can do that, then it’s like that’s the that’s the real challenge. If you can get these people on a phone, on a call and just say, hey, you know, I just I have to have a post card mail. It’s not illegal. This is what it is. I’ll pay you $50. Do you think you can do this? If not, no worries. Like, there’s so many different ways that you can you can do do this. It’s just like, how can you connect with someone locally? Right. You could. There’s I mean, you could you could reach out to people that are that are looking for work on Craigslist. You could make a post on Craigslist. But there’s also people there’s a resume section where these people are desperate that are like, hey, I’ve got to feed my kid this week. Like, Oh, do you want $50 for this post card? Can I mail? Like, just like.

[01:21:22] Yeah, actually, I never thought of that. Yeah, I just thought of all these job boards to say job boards. Yeah. Particular because they’re renters most of the time.

[01:21:34] What if you what if you made a post on Craigslist that said, hey, I’m willing to pay someone $100 to pass out flyers? Or maybe it’s like pass out these flyers. I’ll share this recorded phone number with you. For everyone that calls, I’ll give you $5. Right. And like, you could have like they could pass out flyers in an apartment complex out of college. Maybe you could find someone out of college to post something on a job board that says, hey, looking for local people for a quick money or whatever it is. It’s like I’m just kind of shooting from the hip here, right? These like if you just sat and thought about this for like 4 hours, you could probably come up with like 25 ideas. And most of these places you need like three grabs if you like, or five, right? So sometimes when you get one, you’d be like, Hey, do you like we always do this whenever we get one? It’s like, Do you have some friends? We’d be willing to like pay if you can go get I’ll give you $50 for each one of your friends that you get and like, maybe they’re just not even going to pay their friend something, or maybe they’re going to cut their friend down in the auction. I don’t really care. What I want is the postcard. So, like, you could have them solve the problem you could post on. Indeed, right? Like it’s just once you start thinking about it, there’s a million ways you’ve got to get the GMB. It’s critical. Just spend the time thinking about it. And you know, like this thing about this, there’s there’s 20,000 in your your freedom from your job at the other side of this. Yeah. That’s what that’s what that’s what’s holding you back essentially is like, can I, like, solve these, like, series of problems that have been solved a bunch of times, right? It’s certainly something you can do.

[01:23:20] Yeah, yeah, yeah. No, that’s, that’s a good way of looking at it yet. No, those are some good ideas.

[01:23:27] Also, here’s another idea for you. You can buy an RV and go and stay in RV parks and then have them mailed there. That’s what we’ve been doing. It’s working out really well.

[01:23:37] But that more expensive one.

[01:23:40] Okay, cool. Alex, here’s what I want to do. I’m going to challenge you. Alex, are you are you on or are you on month to month on on SNAP or did you pay for a yearly thing?

[01:23:55] I think I’m on month to month right now.

[01:23:57] Okay. I’ll make you a deal. So I will give you the next month free if you can give me a satisfactory plan on, let’s say before next week’s call on what you’re going to do. You don’t have to share it with the group. Just share it with me and I’ll waive. I’ll waive next. I’ll give you the next month free.

[01:24:22] Okay.

[01:24:22] But you’ve got to come up with a plan of like, here’s the niches, here’s the sites and here’s what, here’s what I’m going to get them to write. So have the qualifiers of like how many pages? What’s the backlink profile like? Choose one of those things that’s going to measure it. How many? Gmb So how many reviews per GMB? Give me a breakdown of all the different sites that you’re going to build the cities, the niches. Maybe even have the like. Don’t. Don’t buy the domain. Just get the cities and the niches. Because, like, I may have some feedback that could alter this, and I don’t want you to buy the domain and then waste your money if we go a different direction and come up with that game plan. Also, give me the game plan on how you’re going to get the GM’s come up with some ideas of what you’re going to do. Right. And yeah, so do that by next call. We will go through it on the call. But Cindy sent me a message in Facebook Messenger and.

[01:25:19] Yeah, so I’m good. Yeah, no. Yeah, great. Yeah. No, I’m totally motivated to do that. I’ll definitely do that.

[01:25:28] Awesome. Awesome. All right. Hopefully you guys like if you guys here’s something I want to do on these calls is throw into the chats, whether you’re on Facebook watching this later, whether you’re watching it Facebook Live or in Zoom, throw into the chat. The biggest takeaways you got from this call, I really want to try to understand. It seems sometimes I’m like talking and I’m thinking like, oh, this, this will be like really, really useful. And I don’t like it seems like people don’t get much from it. And then later like, oh, that obscure thing you said was like so valuable. So I just want to train myself and train our team. On What are the biggest takeaways that you guys get so we can spend more time expanding on those subjects and we can kind of maybe start to recognize some of the patterns that exist from from where you guys have any type of deficiencies on information. All right. So I hope you guys got some good stuff out of this call. If you’re interested in joining the accountability groups, be ready. Check out the call. I think it was December 22nd. We dove into the accountability groups and we’ll be launching those next week. They will be just under three months long. Oc Cool. All right. So Jeff, do we have any questions? Anything I missed?

[01:26:45] Does it look like? It looks like we’re all clear.

[01:26:47] You want to say goodbye to these people, Jeff?

[01:26:50] He’s.

[01:26:51] Well spoken. All right. All right, guys. So seven days. Alex has a plan for the next week. You guys can do the same. Come up with your plans. Do the stuff that you guys got to do to. To move your business forward. Right. We’re entering into a new quarter. I know that myself and my team, we are really, like, motivated and amped up to try to crush it over the next 90 days. If you are not in that mental space, do what you need to hack your brain to get there, because without that, you’re not going to be moving forward. And when I say hack your brain, whatever it is that you’re motivated, think back to other times where you were like super motivated and like what spark that hack your brain. And to get into that space, let’s create some wins next week. You guys have an awesome week. Everybody stay safe and we’ll talk with you guys soon.

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