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Sales Role Play, Lower Priced Niches & Due Diligence

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[00:00:03] Is being live streamed, and let’s get some recording going. All right. Let’s get some energy in here. How’s everybody doing? Excellent. Good. That was the overwhelming energy I was looking for. Thank you. Well, back a little bit. All right. How’s everybody doing? What’s up, Devin? How are you?

[00:00:32] Oh, yeah, I literally just hopped off the phone two minutes before the call started, got some finally connected with a new business owner after reaching out to over 30 different people to take some leads for us in the wonderful city of Newark, New Jersey. Yeah.

[00:00:49] Oh, beautiful, beautiful place.

[00:00:52] We all got different opinions about a lot of things, so I will respect yours.

[00:00:58] That’s it’s very diplomatic.

[00:01:02] Yeah, it’s been great, man. It seems like everyone got a haircut this week. I got just about wins. I know you got one. Neil got one. I’m missing out. I’ve got this thing here. I’ve got to figure out about it, but

[00:01:13] I learned a lesson. Don’t take the six dollar coupon for a haircut. And it doesn’t always work out well, you go to school, what’s that that an old school barber? I need I need one of those, but it’s it’s hard when you’re traveling, right? So that’s all right. It always goes back. Well, so far, what about Mr Laurent Belgore? How are you?

[00:01:40] Hey, I’m good. I’m good. Grinding, you know that’s done. Keeping busy.

[00:01:48] Keeping busy. Yeah. Very cool. All right. Who’s got some wins?

[00:01:56] Yeah. I posted about it, it was last Thursday I got someone a

[00:02:02] Day late and dollar short or something

[00:02:04] Daily, but not a dollar short because I onboarded him today. Twelve thousand

[00:02:10] Twelve thousand. Not short, right?

[00:02:12] Correct. Yeah. And he’s a tremendous human being, so I’m incredibly excited to work with him.

[00:02:17] Give us give us a little rundown on what happened there.

[00:02:21] Yes, so a couple of months ago, it just almost to the day, two months ago, I had a junk removal owner out in North Carolina. Follow up with me. And he was asking about my services. He was just shopping around. And so I made him a screen cast and just told him about where his GMB is at and things like that. And he specifically mentioned that the reason why he followed up with me two months later so last week was that he took some advice that I had actually given him. I had once heard this advice from someone who’s now a defunct poker player that comes around in his RV around the country, and that was about there. And that was about GMB antennas and and using that analogy. And so I told him, you need to move your GMB to get business. And he said I was the only person that mentioned that to him. And he did it, and he’s just from that. His calls more than doubled. So he got a lot of value, and so he came back and he wants to grow more.

[00:03:21] That’s cool. Super cool. I think there’s analogies and stories, I use us a lot on these calls and I use those a lot in when I was doing sales, it’s. I think it’s always best to tell a story, and that’s something people can follow, right, if you’re in sales and you can kind of like, make an analogy or something. You got to take something that’s kind of complicated to understand, especially for business owners of like lead gen in this and put it into something that makes sense to them. So that’s where the antenna analogy came for us, and it just makes a lot of sense to people because everybody understands what an antenna is, but they don’t understand. Like if I put a Google, my business here, it’s going to rank like that, just like starts sounding like Chinese to them. So that’s good. And that’s the type of stuff people remember as Devon saw salt right there, right? Like this guy who was thinking about this analogy months later, and it ends up being a monthly client for you. So congrats, man. That’s awesome. Super cool to hear that. I think there’s somebody else on the call with a win. I know what’s Sherritt, Mr. Mr. Liu.

[00:04:33] Yeah, definitely, maybe I was so excited I had to send you that voice mail man, but yeah, so first call first four digit like flat fee that I’ve had this concrete site that is just killed me like six months of tons of Leeds trials. No, no, no, no, no. And finally found a guy on Craigslist and just worked. So Acenta bleeds for about three weeks. We met up today and he basically closed himself, man. But like, like I said that that line you you mentioned about, like, you know, your competitors are now my competitors and you know, we’re going to the goal is to double your business in the next three years. You know, he was like fired up, man. So. And and I think another thing like Neil’s been mentioning, you know, this is another younger guy, you know, like kind of just three years into the business on his own. So, you know, I think it’s good to have that FBI profile of like who you want to talk to, you know?

[00:05:35] Yeah, yeah, absolutely, and I think you guys will notice that a lot of a lot of the business owners are going to their competitive people. Not all of them, but a lot of them are. And if you kind of pick up on that vibe, then that’s the language that you want to speak. And if for whatever reason you think like. Maybe it’s like a little old lady who’s running her concrete company, right, so maybe don’t use that analogy with her, but you need to read the situation and adjust. And I’ve noticed that more times than not, the business owners are going to they’re going to have a competitive nature about them. They’ve stepped away from their job. They said, Look, I don’t feel like I’m getting paid enough. I’m going to turn this into something big right in the mouth. They say the entrepreneurial seizure takes them where they’re like, tired of dealing with the nonsense and they want to go after it, right? So that competitive speak is really going to elicit an emotion. And you know, if you guys watch their live from last week, some of the language that we’re using and the heatmap prospecting is really designed to to kind of like key in on that like point out the fact that their competitors are beating them. And, you know, for a lot of people, like a lot of people are motivated by one or two things, either like a fear of missing out or like a fear motivation or they’re driven towards pleasure. So if you can kind of mix both of those in a little bit, so here’s here’s an example with the heat map, right? I was kind of thinking about this after the call last week, and I didn’t really illustrate it as well as I wanted to.

[00:07:15] So you’re talking about like, Hey, this is this is what the person in the top of the market is doing here. And this is what like a really good example is like, let’s say you’ve got two cities and one of them, you own a site and it’s working really well. And you say, like, here’s all the calls that are being that are coming in for this city. It’s about like it’s about like this city that you’re in. And here is someone who’s ranking equally to you. Here’s a competitor that’s in your city. These are the calls that they’re probably getting. How much is that costing you on a monthly basis to miss out on these calls? How long can that go on for? What does this look like six months, nine months, two years from now? If they continue to get all this business and you don’t like kind of turning the screws on them a little bit? It’s psychology, right? So we need to show them what they’re missing. And the opposite of that example is like, Well, what does it look like to drive them towards pleasure? Right? So, hey, what do you want to do with your business like Jeff? Maybe we could do like a quick little role play here, Jeff. What? What, why? Why is it important for you to grow your business?

[00:08:29] Well, I need to make more money so I can go on vacation and buy more equipment and expand a little bit.

[00:08:37] Ok, so your idea of buying this more equipment and expanding? Why is that necessary? Why is it necessary for you to expand?

[00:08:47] Well, I just want to have a bigger business and a better, better lifestyle.

[00:08:52] So with this bigger business that’s going to change the way that you can live and the things that you do, so that’s so that’s kind of the driving force of why you want to grow this business.

[00:09:02] Yeah, that’s right. I think I can be a lot more. I can make a lot more income because, you know, as I learned to run the business better, I can be more profitable and then I can have more take home income.

[00:09:13] Right, so once I call income and you said that you want to go on vacations, right? Is that how you picture this of like you build this, there’s going to be a lot more business is your idea that you’re going to be spending the same amount of time, more time? Or are you planning with this extra business to try to kind of put somebody in that place so that you could spend more of this time on these vacations? Like, what does this look like for you a couple of years from now?

[00:09:38] Yeah, ideally I’d like to train up one of my foremen to be more of an overarching manager, project manager so that you can manage a lot of the projects for me. And then I could just run the day to day business from what seems not necessarily behind the scenes, but more at that higher level instead of running around doing estimates and all of that. Whereas right now we’re kind of doing. Both of us are doing that same role, right?

[00:10:07] Right. So how long was the last time you had a second? I. So when was the last time you went on on one of these vacations?

[00:10:19] Oh man. Well, I started my business three years ago. I haven’t been on vacation since. I mean, this is kind of like a goal of mine to get. All my ducks will be making enough money to where I can and have the right people in place, where I can step back a little bit and do that. I have two kids and I want them to be able to go on vacation with me and kind of see what the world is like a little bit.

[00:10:42] Yeah, absolutely. So so we’re at this part of the conversation. And now I’ve kind of got a picture for of where Jeff wants to go with his business. So my next step is I want Jeff to really paint that picture. Let’s connect emotionally to what that looks like. So just going on vacation, that’s not enough, right? Just just saying that for those of you guys that are that are this is this is some like real stuff that we use that’s been very successful for us to say, I’m going to try to get Jeff to paint the picture a little bit of what. The pleasure looks like so he talks about what the pain looks like. Let’s talk about what the pleasure looks like. I think getting some some guys are going to be like some of these rough contractors. You might not be able to dig as deep as easily with these guys. You’re going to kind of have this really hard outer shell, but. If you can kind of approach it casually and kind of cool where you’re not formal about it, then your ability to break down their defenses, it’s just so much easier. So you guys have heard maybe you guys have probably heard some of our like sales type role plays in the past, and you can see that I usually keep it pretty casual.

[00:11:59] It’s like I’m talking to the guy in the bar, right? Or it’s not like I’m on my end. Like, I’m not really worried if I don’t make the sale because there’s always there’s always the next boss, right? And that helps it kind of take some of the edge off where I don’t have to be so formal and just be like, cool with the person to try and understand them. Ok, so let’s let’s go back into it, Jeff. Jeff. So it’s been three years since you’ve taken a vacation and you said you’ve kind of built this business for the sake of vacation. I understand, like when you’re in startup mode, it can be really tough to find the time. But let’s say we get things dialed in and the the business gets to where you want to be. Where where are these vacations going to happen? What’s the plan? You’ve got a couple of kids or are you guys headed to Disneyland? What’s the plan?

[00:12:45] Oh no, man. Disneyland for the birds. We’re going fly fishing up in Montana. On Instagram, they’re running around on four wheelers and fly fishing and all of that. I want my kids to kind of drop into nature and get a sense of what that’s all about.

[00:13:02] Yeah, that sounds super cool, man. I’ll tell you some of those experiences I had with with my dad when I was growing up. You know, those are irreplaceable. There was a time period for the first part of my life where my dad was gone a lot and then he kind of made the decision to spend a lot of time with us. And, you know, I still remember him taking me to baseball games when I was 10, 12 years old. So, you know, it’s it’s always great to grow a business and gets the ability. But you know, what’s what’s the point of it if you can’t use it to create these type of memories with your kids, right?

[00:13:40] That’s right, man. So you’re saying you went fly fishing with your dad?

[00:13:44] I didn’t do the fly fishing, but we had our own thing, you know, so like baseball games and you know, we like the Disney thing, Disneyland thing. So, yeah, yeah.

[00:13:56] But Disney, but fly fishing, the baseball games aren’t cool, too.

[00:14:00] Yeah, yeah. Right on. So now we’ve we’ve actually got we’ve actually got him talking about what he wants to do. Right. So we can circle back to this later on. We don’t want to get too far away, but we just want to understand this and have kind of like an image we don’t want to like, go like, Hey, what type of bait are you getting all this nonsense and stuff that’s not related to to to where we’re trying to go, right? We want to stay focused, but we want to have understand where the vision is. Ok, so so Jeff, let me ask you to be able to have this time fly fishing with your kids and going on this vacation. What do you think you have to have in place for your business?

[00:14:40] Well, like I was saying, I have to have that four men trained up and doing enough of the the work for me that I can step away and maybe just handle some of the bigger issues over the phone and not have to be right here in my business all the time like that and make and make more income. You know, I’m not making enough profit. I think I’m paying way too much for materials and I’m paying my guys too much. I have people who are paying and they’re not producing stuff like that, so I got to get my ducks in a row first.

[00:15:12] Yeah, yeah, I think, you know, as we go through this business, that’s something that we all have to go through is and it’s a learning process, no matter how much we try to like, ask questions from other people who are ahead of us. It’s like some. Sometimes you just got to take some of those, those those knocks on your own butt. But Jeff, like, do you already have a foreman or you? Yeah, I have him.

[00:15:36] I have him in place already. He’s running around. He’s learning the business. I mean, he knows a lot, but he doesn’t know enough to for me to feel comfortable, just kind of like handing him the keys to the to the business and walking away for a few weeks.

[00:15:53] So, so a lot of this is just about him kind of getting some reps in and getting some training at the point where you’re going to feel confident with him

[00:16:00] To do right. And the only way I’m going to feel confident, I think, is if I’m forced to. So if I have so much business that I can afford to make some mistakes right now, I can’t really afford to make any mistakes because I only get a certain amount of opportunities. So I have to make sure that I close as high at a high of a ratio as I can. If I had more opportunities, I could kind of shuffle some of those off to this form. And then if he loses a few of them, OK, he’s got to lose a few of them along the way. But at least we’re trying to get getting somewhere, you know?

[00:16:29] Right, right? Absolutely. And are you guys are guys at capacity now or do you have you guys like what percentage of work?

[00:16:40] It was like 70 percent. We could definitely handle some more work. But as he gets better, he gets more skilled than that capacity. The capacity could grow along with him also. And then we have other people who train up under him so you can push off some of some of his responsibilities along the way and just continue to grow like that. That’s my plan. That’s what I always the vision that I always had for the company when I started it.

[00:17:05] Right? Ok, guys, at this point, I want to just do like a slight takeaway with Jeff. He says he’s at 70 percent and it’s I just want to kind of do a little bit of positioning when I get to this time in the conversation, a lot where I’m going to try to make Jeff sell to me a little bit on on why he’s the right person. So I want you guys to kind of like just pay attention to this part and think about this when you get in the situation. Ok, so you guys are at 70 percent. We have companies, you know, all over the United States and we’ve been doing this for a long time. And Jeff, I’ll tell you, when we get into these conversations, it’s always kind of like this two way thing where we’re feeling stuff out and on our end. You know, I already know there’s not a lot of people who who can do what we can do. There’s certainly a lot of people that say they can do what we can do, but we’ve delivered business. And when you get high quality leads coming in, a lot of times people can get buried and we try to avoid going into business with people that were concerned about that. You guys are at 70 percent. That’s right. Do you guys think you’d be able to handle this if we were able to bring a lot more business in because it’s it can sound great to get numbers coming in, but if you can’t handle this, then it’s it’s it’s not going to be, it’s not going to be profitable for you. And it could be pretty frustrating.

[00:18:34] Right, man, well, I don’t know, I mean, the leads you guys have been sending me the last week or two have been really good compared to what I usually get. So taking on some more of those jobs again, I think as long as I can get this foreman trained up and get him to take more take on more responsibility for me, then it’s a no brainer. I mean, this, like I say, I’ve got it set up in a way where everybody’s kind of being trained up from the bottom. And I know it never works out the way you think it’s going to, but I think we definitely can handle more business and hopefully that capacity is going to grow over time. So that’s that’s my goal.

[00:19:10] Do you do you have a good way to to hire people if like, let’s say, we get the foreman trained up and we’ve got what if you have twice as much work coming in right in the foreman can’t handle? Do you do you have a game plan in place of where you’re going to find additional people to work for you?

[00:19:29] I mean, that’s a good question. It’s really hard to find good people, you know? I mean, usually it just comes from the network of beer drinking buddies. You know, all these guys that work for me, they’re all out drinking beer every night and they find friends that want to come on board. And you know, a lot of them don’t work out honestly. But every once in a while, you find that one that really wants to work and we train them up and get them in the system. And I have like twelve guys right now, so that’s what I have to work with. And we just that’s how I get. That’s how I’ve gotten the guys that I have right now.

[00:20:01] Yeah, well, well, Jeff, the good news is this doesn’t this isn’t a light switch that we flip over overnight. This is something that kind of ramps up over time. But we’ve seen it. We’ve seen it time and time again where people have been in business for a while and then it can get really stressful. And I just want to make sure that that we set the expectations on both sides. You’re going to have certain expectations on us to deliver and we’re going to have expectations on you to make sure that you’re able to handle the business. And it is a requirement on our end that you take care of these customers. And you know, we just we don’t work with people where where the customers are unsatisfied, just like, you’re not going to want to have somebody on your crew who doesn’t show up on time or does poor work. So we’re we, you know, we positioned ourselves as a leader in this industry and we look for the other leaders in town to to partner up with. So, you know, from what I’ve heard, it sounds like we’re on the same page, but I just wanted to make sure that that and you know, sometimes it’s better to to get it out there and say it rather than expecting it and then finding out a few months later that, Hey, this isn’t what I thought it was going to be.

[00:21:12] Right. Yeah, well, you know, I like I say, I’m definitely motivated, I think it’s been stressful to get the company to where it is right now and we have the capacity to grow. So we’re definitely looking for more business. And, you know, I’m not perfect. I’m definitely I see these other guys around town, some of the the bigger names and those are the people I aspire to be. That’s how I aspire to grow my company, not the top guy in town, but I have integrity. I take care of my clients and I’m motivated to grow and I have a vision for what I want to create.

[00:21:45] Yeah, well, I’ll tell you, Jeff. Times have changed in the last like 20 or 30 years. The person who’s the top guy in town is is often the person that has like the most visibility or the best marketing. We’re not necessarily the people that do the best work, and maybe the top guy in town got to where he is by doing great work. But you know what we’ve seen and there’s been a top guy in all the towns that we move around and I’ll tell you what, it’s these top guys. When we do what we do, these guys, we’re just more than they can handle. And it’s it’s it’s unfair when we kind of put our resources towards this and we just keep on pounding on it and pounding on it until we get what we want. So the guy who’s the top guy in town, that’s temporary. We start working together. We’re coming up after that guy. We’re going to be the top guy in town. That’s what we do. So we’re we’re more expensive than other people. Just like Honda Civics are not as expensive as Ferraris or the Ferrari. So we come in there and we’re going to be we’re going to be moving towards that top position.

[00:22:48] And we’ve even seen it in other towns where, you know, the company that we’re working with, we have. So here’s here’s a point for a story. This is a true story that I like to put in here. So, you know, we’re working with a company out in Las Vegas. They were in business for twenty two years and they had two two groups. And over the last year and a half, they’ve gone from two crews to 11 crews, and a lot of the crews that they’ve absorbed are the crews of the former top guy in town. Right. So, you know, this is this is why we demand the prices that that we do. And like I said, it’s it’s it’s not for everybody. We’re designed for companies that want to grow big. We want to come in and take over, take over the town. So if that sounds like something you’re interested in, then I would love to find a way to work together. And if not, I totally understand it. It’s no hard feelings. What we do is certainly not for everyone.

[00:23:41] Right, well, you like I say, I appreciate what you’ve sent over so far, and I think it’s it’s good stuff, so I don’t know what kind of dollar you’re talking about. I don’t know much about Harare’s, but I like those twin cab Duale. But you give me up in that category. I’d be happy to work with you.

[00:23:59] Yeah, absolutely. Ok, so you guys want to make sure as we as we move in for the clothes, you guys want to make sure that you don’t don’t want to come like, I don’t know, like, obviously, this isn’t a real niche. You don’t know what the value of what we said over is, but let’s pretend it’s two thousand a month, OK? So when I go in for the clothes, I want to lay out my case, right? So. I’m going to know how much my leads are worth. I want to know like the average cost of the job. I want to have like a decent idea of what the conversion rate can be. So let’s say that the leads are worth like a hundred dollars each and there’s 20 of them that come in in the last month. So I would say something like, Hey, Jeff, you know, we’ve done this, we’ve done this all over the country. I know that these leads are worth about one hundred dollars apiece, and it looks like we’re averaging 20 a month. So what I want to do is I want to start at two thousand a month since today is like, so if today is the tenth then or let’s say today’s the 15th.

[00:25:04] So we always prorated everything. So everything starts on the 1st of the month. So it’s going to be a thousand from today, the 15th until the end of the month, and then you’ll be built on the first month each month. Ok, we don’t do contracts so you can quit any time. We just rely on our value of delivering to. You can cancel anytime. So I kind of personally believe when they hear that it really disarms them a lot, there’s a lot of benefits to having contracts in place. But I think if honestly, like push comes to shove, Jeff, you’re an attorney. Maybe you’ve got an opinion on this. Push comes to shove. If, like, if the person doesn’t have the money or they don’t want to pay, they probably not going to just pay because of the contract. They’re probably going to like, stop paying. Right. So I don’t know that it even matter so much, but maybe there are some, like intrinsic value to your company. Jeff, what are your thoughts on that? I know this isn’t legal advice, but like just from my life,

[00:25:56] It’s not legal advice. But yeah, I mean, if you’re talking about a couple of thousand bucks a month contract, I mean, what are you going to do? Take them to small claims court. Do you have time for that? Probably not. Do they? Who cares? You get a judgment. You got chasing down. Not worth it, in my opinion.

[00:26:12] My personal note from a closing perspective, just letting them know that your value just depends on delivering it. And if you’re kind of in the situation that we’ve described here, where Jeff has already been getting the leads, the the the property is already delivering. And the risk of it stopping to deliver is pretty low. And if you’ve gotten to that point.

[00:26:32] So in my experience, I’ve closed dozens of people now off of this, this model and saying that exact line like I harp on the fact that we don’t do contracts because I think a lot of them, especially the ones that have been burned by Home Advisor or some other whatever company, lead generation company that they’ve gotten stuck in a contract. They really appreciate that. It’s like they that’s a huge value to them. It’s like, No, I’m not going to come after you and your credit or whatever take you to a small plane. Like, I’m not doing that. It’s like you want to. You want the leads you pay me. If you don’t, then let me.

[00:27:11] Yeah, yeah, absolutely. It’s really important when you deliver the price that it’s going to be that you’re not like having this like. Pre puberty moment where you trip over that word and it’s like, do it’s going to be too like two thousand, like you don’t don’t like, you don’t want to come across like that, right? Like this should just be an alignment in your expectation. Like if you’re selling your car and you know that your car is worth ten thousand dollars, you shouldn’t be hiccuping over the money if it’s like I’m not willing to sell this car for less than ten thousand dollars. When you say that in that situation, you say it with a lot of confidence, but because this is like kind of this abstract number where who knows what the real value is, I think we have this thought in our head that like, maybe this is or maybe you’re not used to playing with bigger numbers like maybe Lou, for instance, here you closed this first person that a thousand or more. That was probably a hard number for him to say the first time you said it. Is that the case, Lou? Or like, I don’t know where you were, but I know that’s how it was for me, and then I got more comfortable.

[00:28:23] I I still get cranky about we’re about to close that one up in the Midwest, Patrick, that we’ve been sending leads to for a few weeks. I have a call with them and and it’s still like because I don’t know where they are, they’re at. You know, if I know I’m just bombarding them, they’re closing out the wazoo. I can hear that on the calls. Then I have a lot more confidence going in with a bigger number. But if it’s something like this, or I have no clue because of the way their system runs, it’s more of a distributor deal. I don’t know what they’re closing. I don’t know what the value is because it could be like a product or they could be the full installation of that product. So I have no idea. I’m just going to say a number and I’m going to try to feel them out a little bit first and see what that number might be. But I’m walking into it and thinking through it in my mind. Before I get on that call, it’s still just a little bit like, wow, like even if I say a thousand like, they might laugh at me because of just the way this deal is set up. And it is what it is, you know, I mean, I’m going to try to get as much money out of it as I can, but I have to be thinking about the full bigger picture of the way the deal is structured, who these people are. If we get them, it could be a good long term deal. So I don’t want to cut myself out by overpricing or sticking to a number that doesn’t make sense. And then I’ve got nothing, you know? So, yeah, there’s a whole lot of different variables that intuitively when into crisis, the name, the number, you know?

[00:29:52] Yeah. To some extent, though, there’s a number. There’s a number that’s going to work for us and there’s a number that’s not going to work for us, right? So you’re only really whatever, whatever the difference is there. So let’s say we’re trying to get this person to sign up for a thousand dollars, but we’re like. At $400 a month, we’re we’re not going to do the deal, so really we’re like talking about like a six hundred dollars a month difference, and if you kind of think of it in that terms rather than it just being a thousand because like we could probably sell it to four hundred for four hundred dollars a month to a bunch of other people. That’s right. Like that takes a little bit of the pressure off. My point is, though, when you go to deliver the price, I want you guys to deliver it like with confidence, with confidence and truth and conviction. And don’t you know? And don’t you don’t have to be the next person to talk? If, if I mean, like if I’m saying, Hey, the price is going to be a thousand dollars a month.

[00:30:52] Like, yeah, yeah, definitely bite your tongue

[00:30:56] After you say, yeah, you don’t want to be like. Well, what do you think of that? Does that sound good? Qualifying it, but but but but but

[00:31:04] It’s a thousand bucks a month. But, you know, like just just it’s best just to be quiet.

[00:31:10] You see what I mean? You could you could leave it like, look like, I said, We’ve done this all over and I know what it’s worth, and I’m really not willing to take less than $1000 a month. Does that sound like something that would work for you? So you’ve put it on them, and you’ve also let them know that you’ve kind of drawn a hard line. And if they have a problem with it, then like I closed a guy yesterday, I didn’t even tell you this, Jeff. I closed the guy yesterday that has been kind of giving us problems with the whole dust free situation thing. So, OK, good. Yeah. So that thing was over for like, we’ve got him locked in now. But he was he hiccup that our price and then I was like, OK, well, let’s do this. We’re heading into the slow time of year, so I’ll tell you what. Until February, we’ll lock it in at this price, and at that point, we’ll re-evaluate it with the idea that we’re moving it to this, this price here because I can look at what came in the spring and I know that it’s worth that and that will give you some time to prep and get adjusted for it. Right. So you’re kind of like meeting them in the middle to some extent, right? Ok. All right. Anybody have any questions on this stuff? Comments? Yeah, I just I

[00:32:31] Just wanted to say, like, for me, I think your approach obviously is great. Like what helped me a little bit and feeling confident throwing that number out? Was I use that that lead calculator thing and and like this guy was cool because he told me, you know what his average job is? I had a lot of info. You know what, how, how often he what’s his closing rate? You know, just like a few pieces of info, so I could throw it in that calculator, so I knew, you know, it was between a thousand and fifteen hundred. And for me, you know, something, the guy hadn’t closed any business yet. So I was like, I actually don’t want you to pay me. And he was like, No, do I want to pay you? So I was like, All right, let’s start with the thousand, because I don’t know, kind of, like you said, like concrete could die off in two months. And, you know, I don’t want to be like, Hey, man, you know, so I felt good about it, and I think he did, too. So it was a win.

[00:33:28] Yeah, that’s a good point. Like, find a sweet spot where you both feel good about it, and that’s not always going to happen. But if you can do it, then everybody sleeps easier for sure. You know?

[00:33:40] And to me, I can always go up, if you know, three months from now, he’s crushing it and you know, he he seems like the type of person where he’s like, All right, the win win. Like, that’s the thing is, I try to attract people that buy into win win so that he understands, like, Hey, man, you do well, I do well, that’s that’s pretty.

[00:33:59] That’s right. Yeah, we talked about that before like anchoring them to the fact that as we grow together. Right. Good job.

[00:34:10] All right. Yeah, Lou, that’s awesome, and I know that you’ve kind of been. In their kind of grinding for a while, and it’s that first one. That first one you get. It’s such a big deal, and it’s not it’s like the first one is off, like just like anything, money has the law of diminishing returns, right? Like when you’re when you when you go from zero to a thousand in income, it’s a lot different than when you go from like sixty to sixty one thousand dollars in income. Right. And but that first one, it proves that this works. And I know, you know, I was in I started this business model and it took me like two years. Before I got to like around like 4000 a month. And it wasn’t because I couldn’t have done it faster, but I was like going down this rabbit hole and then this other one and then all this other stuff and I had to I had to make a lot of mistakes. And then it’s just kind of clicked in my head, you know, and I was at an event and I I’ve gone from it took me two years to get to 4000. It took me another two months to get to 8000. And then I was at this event and I was looking around at these people that were doing big numbers, you know, twenty five, forty fifty thousand.

[00:35:29] And I was like. What did these guys have that I don’t have, and it’s just like they just kind of narrowed their focus and and really zoned in on it. And I’ve told the story before, I couldn’t wait. I was having a great time. I was having drinks by the pool and enjoying people with some really cool people, but I could not wait to get out of there because I was like, I want to go and change my life yesterday. So over the next 12 months, we went from 8000 to 40000 and it was it took two years and a couple of months before I made the decision that I was going to stop getting distracted with this other stuff and just focus. So now, Lou, you’re in that spot. You’ve gotten a one 1000, which means you can get to two thousand. That’s how my math worked, right? I was like, I got to four thousand. There’s no reason I can’t get to 8000. If I can get to eight, I can get to 16, right? And like, I could just keep on redoing the same stuff that works and stop trying to look for, like the sexy stuff that is unnecessary, right? Like, you don’t see like Tiger Woods. Go make the putt, and then he does like a triple backflip. He just makes the putt. Right. But we spend this time trying to do the stuff that wasn’t necessary for us to get it to work right.

[00:36:48] Like, we can learn all these tactics to try to rank better and all this other stuff. But if we just chose like easier niches, then we probably wouldn’t need any of that, right? Like if we it’s great to be able to rank faster, but if I would be willing to bet that. You know, like if you were to take the time of trying to like level up and like get from like 90 to ninety one percent amazing at this stuff, instead, it was like just spending that extra time finding like the weakest niche, the weakest city and stuff. You know, I’m training this, this guy, Paul, every week. And he went and he found some niches on our weekly call this every Sunday, meet with him. So he went and found some niches and there were decent niches. They were good. I would feel confident that I could go in and really crush it in those niches. But I’m also like, there’s easier ones out here. And for your first run, let’s just go find the easier ones. Right? So spending that extra time on due diligence means that we don’t have to be as good, right? Like, you know, if I’m playing like if if I’m like a basketball player and I’m six two so I can go and I find somebody that’s like five nine.

[00:38:04] Like, I’ve got a pretty good advantage, but I can also probably find someone that’s five foot two if I just spend a little bit more time right? Or I could find a third grader who like, it’s going to be hard to find a third grader who can beat me a basketball, I think, right? So go and find that person and spend less time like putting like all these like amazing touches on the stuff, especially when you’re getting started right at the beginning. This is all about getting yourself to a number. And if you guys don’t have defined what that number is, then there’s a really good chance you’re not going to get there if you don’t have a date when you’re going to get there. Then, like, it’s probably going to take a lot longer than if you did, right? So today is what, September 1st? So we have three months left in the year, three months and then it’s twenty twenty two. There’s a lot that can be done in three months. And if you guys I’m sorry, four months, Devon, right? We got September, November. Well, October, November, December, right? We got four months. So you got yeah, so you got to get more right. There’s a lot that can be done. You could go. You may not be able to go from zero to ten thousand where you have kind of like ten thousand dollars in passive income because you’ve got all these sites ranking.

[00:39:18] Maybe you can’t. I’m not sure. I don’t know what your experience is up to this point, I would say I started over. I can create ten thousand dollars of recurring income in the next four months, but that’s with an awesome skill set that I’ve learned over, like the past, like five or six years, right? So. For those of you guys that are newer in this, you can get yourself into the position four months from now where you’ve built enough and you’ve got enough things in place for that ten thousand a month to start coming in, right? You’re going to have to do the work and it’s going to have to mean like, don’t go down this bunny trail for a little while in this bunny trail. Just stick with the basics, right? Get your find your your niches. Build some sites. If you don’t have 10 sites, how do we get ten sites in easy niches? How do we get the jobs you go through and look at what Jeff has set up? Let’s just like for those of you guys, we get a lot of questions in their group where a lot of the answers are in the the sheet, right? So if you guys haven’t seen this, I want to share my screen real quick. And let me go here.

[00:40:25] Yeah, just real quick. I’ll definitely second what Patrick just said about making mistakes early. Like I, you know, and going for easier niches like I went for. Really, it was a different situation because I was a partner in a in a contracting company where I started all my my lead gen stuff. But I went for a really hyper competitive niches and didn’t know any better. And you know, everything happens for a reason, and I went into sales and all of this other stuff. But had I gone into like easier niches, I would have made a lot more money in the earlier in the early days, you know, I learned a lot along the way. So that’s great. Dave Stowers put in a chat that sometimes it’s hard to ask people for a big number when you don’t have that same number in your own bank account. And I agree. I think that’s a really good way to frame it. But at some point we have to push the boundaries of our comfort zone and start saying those bigger numbers. And for me, that was reps. You know, just get it on the phone and just just knowing, like Patrick said, there’s another bus right behind them. If it’s not you, it’ll be the next one or the next one or the next one and just keep going out like that.

[00:41:33] Yeah, yeah, absolutely. I can I can really empathize with what you’re saying there. Dave, in what is in your bank account, like if you were to kind of zoom out a little bit and say what is going on here, we have this which is like worth this much money to the person assuming that they have this skill set, right? And if that’s the case, then like what’s in my bank account or what type of shoes I have on or whatever. It doesn’t matter. And it’s hard for you to kind of get into that mindset. But sometimes it’s best to try to like, be an actor with this right? If you if this doesn’t have to be who you are permanently where you’re like, I’m Dave Souers, I’m always asking for these big numbers. But what if you were just like playing a role for a little while, right? What if you’re just like, Hey, I’m playing the role of this person who has this? This is just like an experiment. I’m playing this role of this person has this site that’s worth a lot of money. I know how much it’s worth to this person. Let me just like play this role. And Dave Souers is a confident person who is certain of the value he’s bringing. Like, describe the character of the person that you’re going to play for this conversation. And just like, maybe that can play a game with it. Like, I’m always saying, hack your brain, right? I love the I’ve mentioned this and I know some of you guys this is a repeat, but like, I think it is exceptional mindset.

[00:43:11] We just share the screen for a second here. So Michael Jordan, The Last Dance, I think it’s still on Netflix. There was a a series where he had a bad game against a rookie. I think it was like in the playoffs or something. And, you know. He’s walking off the court and. The rookie, like says something to him, and then the next day, he comes back and like he just like annihilates the guy, the guy can’t even touch the ball. He, like, stole the ball from him like four times blocked his shots. The guy had in the first game, the rookie had beat Michael Jordan and all these different categories rebounds, points, like whatever assists. And in the second game, the rookie was like zero zero zero zero. He had nothing, and they asked him. They asked Jordan, How could the game? What, what? Like, what happened here? Like the first game? Like, you just got had a really good game? Well, I was walking off the court with them and he said, Nice game, Mike. And he kind of shoved it in my face and I felt like he was calling me out. And then they go, they interview the rookie, and the rookie is like, I didn’t say that. I didn’t say anything to it. And then, you know, 20, 20 years later, there’s just like this little controversy there for a little while.

[00:44:28] Twenty years later, they asked Jordan, and they’re like, Did that rookie really say that? And he’s like, No, he never said anything. But Jordan put that in his head of what it needed to be, and he he became that character, right? He knew what his trigger was, and he just pretended that that it happened. And then he went and he just played lights out versus guy. This is the mindset tricks that champions do, and you have to look inside and understand where your triggers are and you have to be able to, like, press those for yourself. If it means that, look, I wake up and I’m like, I’m pissed off or I’m upset, but I know when I go and exercise that it kind of like levels me out and I’m happy and then I can focus. Then, like as much as I don’t want to go exercise, I’m going to exercise because I know that that’s going to get me to where I need to be. You guys, this is going to be harder than others, but you. This is part what we said earlier. You’re going to have to change who you are. A lot of if you want to become just like successful person, you want to become a millionaire and you’re not and you’re broke right now, you’re going to have to make changes and who you are to become that person.

[00:45:40] And that means that you’re going to have to find ways to be more productive. Any situations where you’re not right, when you just be self-aware and say, Hey, this is where I’m at mentally, what I need to do to get to the spot, I know that it’s not going to be fun, you know, like, like funny story in college. I went out and I met this girl and, you know, she. She. We agreed to go out on a date the next night, and I ended up having too many drinks that night and I was hung over and I and I went and I used to get really bad hangovers and I was like, OK, it looks like exercise is what is necessary to really boost your metabolism and get through this. I went out and jog at like two in the morning, and I felt better. The next day. I did what I had to do to be ready for that date because that was somewhat and that is a mindset that I’ve always operated on. Right. So you guys have to do the same thing. You have to make that decision to get to this next place when it’s necessary and be self-aware enough to to make that decision. So back to where we were. Let me share my screen real quick, Jeff. Just give me a thumbs up. If you or say the video just disappeared when I shared that, can you see my screen, Jeff? You see Facebook?

[00:46:54] Yeah, I can see it now. Ok. So you guys look, I see a whole bunch of different stuff.

[00:47:00] I don’t know why it does that. All right. Yeah, there we go. Ok, so all right. So those of you guys that don’t know the our Facebook group here, right in the announcement section there is just post Jeff. It would be really cool if you could edit this post and just make this link be above that. We’re like, put it, maybe up the top so that it’s you don’t always have to click on Seymour to be able to to get it. But this post right here, guys, is going to give you a lot of direction. So what Jeff is kind enough to do every week is he goes through and he kind of details the minutes on the call and what the topics are. So you’ve got all sorts of different stuff. And if you guys are on a PC and you press control f, or if you’re on a Mac and you press command and you can do a search on this, and if I wanted to search for like GMB, then I could go through and I can see that it’s mentioned ninety seven times on here.

[00:48:00] And then I can just kind of like hop to the different ones to find out what I’m looking for. So a lot of your guys questions can be found in here. I don’t mind going back over the stuff, but obviously we can only cover so much on a call. And you know, like we’ve gone through nine months of calls now where a lot of the stuff has been mentioned in some regard, just like you were, you were mentioning like frequencies of like. Review posting and like, I’m sorry, GMP posting and reviews, so that stuff is in here. We had a video best practices, so I know that was a question that came up. So if that’s something you’re there, it is right there and best practices, right? So starting at minute, thirty eight. And that was on August 11th. So if you kind of scroll through the group, you’ll see that right. So. Ok, cool. So we’ve covered a lot of stuff here, and I haven’t paid attention to the questions at all. Jeff, do we have questions that are that are lurking?

[00:48:59] We don’t have any specific questions other than one person was asking about like a lower a lower price niche like, say, home home cleaning or how would you explain that they kind of answered their own question? I think we’re it’s a recurring customer. What how would you explain the value? I would explain it exactly like they said in the question. Right. It’s like the value is it’s a recurring client. So that’s going to give you a lot of income over time. So I don’t know how to really price a lead like that because I haven’t dealt with home cleaning. But you know, that was kind of the question that I saw. And then there were a couple of other people who shared wins like Lisa shared as small wins. A couple of GMP’s verified got around to ordering a desktop monitor. Well, OK, that’s that’s a win. And then getting on Upwork interview, Skype call and have a trial run. Legion client was great. So that was Rafael that asked the questions about the home cleaning.

[00:50:01] Yeah, so I mean, that’s it’s tough and. Like, it’s it’s really hard for me to answer this question without telling you what I really think and the first thing, whenever someone says a niche like home cleaning is like, OK, let’s sell the leads for this niche, but don’t pick that niche again because those leads are just not going to be worth this. Like, it’s going to be more competitive because it’s easier to start a home cleaning business. The leads are not going to be worth as much because the value of the ticket is like, I don’t know, two hundred dollars, one hundred and fifty dollars for a cleaning. Right. So how does that compare to, like, you know, installing a pool where it’s sixty thousand dollars right that the person is going to be able to pay a lot more? The business owner is going to be a lot more sophisticated, usually if they’re running like a pool building company versus like a home cleaning because of what they had to go through to be able to own that company versus what they’ve had to go through to be able to own a house cleaning company. Right. So there’s there’s equipment, there’s licenses, there’s you know, there’s there’s all kinds of stuff. So that being said, I always look at the Home Advisor pricing sheet. You know, one thing you can do is you could call the cleaning companies up. I understand what the ticket price is. Understand where their margin is. What are they paying these people? So like, I know that we’ve paid people to come to our house for years to clean, and it’s like one hundred and fifty dollars for these two ladies that will spend like, I don’t know, like three or four hours over there cleaning.

[00:51:39] So and they run it themselves, right? It’s not like a part of like some big cleaning company, so you could easily calculate the man hours and like. So when you’re going to price this stuff, if it’s for a bigger company, you understand that, hey, they probably need to pay these people like twenty dollars an hour. This is the margin you can kind of work at that way if there’s not a price for home cleaning on the Home Advisor sheet. Let me share my screen again just to kind of like, show you this sheet because that is also in the file section of the group. See here. Yeah. So if you were to go up here and you would go to more and then files, you’ll see that there is the Home Advisor pricing sheet. So this will give you a base price. Give me one second here and let me. I know that I was just looking at this for our own, for our own stuff the other day pulls up, so it’s going to be a. Go. All right, cool, so this is the Home Advisor pricing sheet. So, Rafael, what you could do is just do a search for like clean maybe or something like that where you’re going to. Central, OK, so that’s not what you want, and I would just kind of go through this air cleaning, they might not have home cleaning. I don’t know if Home Advisor does that. There’s carpet cleaning.

[00:53:02] So great. Great place to look for niches, too. Yeah, yeah. Karim was asking about niches. He dropped a few in the chat. I’ve never heard of any of them, but pool water delivery, OK? Accessibility, remodeling. I could see that coming off of a normal remodeling site. But if you had a yeah, that could be, that could be OK. I don’t know how much demand there would be. It might be more commercial. I don’t know. Metal stair service and then crawl space repair. Crawl space repair.

[00:53:32] I love the I love the obscurity of the niche choices. I think that what he’s hitting on there is like he’s certainly on the right track. Personally, I know a lot about those niches. I haven’t been in them. But where is that, Jeff? Is that in this?

[00:53:49] Yeah, it’s in a Skype chat or Zoom chat? Rather sorry.

[00:53:53] Yeah, OK. We just see. So that was Karim. I feel like I have some good ideas for some obscure niches, and it’s not that I’m choosing them.

[00:54:03] I just want to drop there. That that message.

[00:54:06] Yeah, right? Oh, man, how are you doing?

[00:54:08] Good. Not too bad. How are you?

[00:54:10] Good. Yeah, I’m just looking. I’m looking through it. Oh, there it is. Ok. Pool water delivery.

[00:54:18] So I the only reason I came up with that one was I saw like some random tick talks and there was this guy just delivering pool water to these houses in California. And I was like, Okay, that’s actually pretty interesting. I didn’t know that. Apparently, it’s cheaper to do that rather than filling it yourself.

[00:54:34] Yeah, he may be able to, like, have it also be treated as well because I know someone that I’ve known swimming pools, and every time we have to refill it, we had to like, do this just like this whole nurturing process that had to happen with the water. That could be a good one. I would just be calling them before I go into a niche. What’s the average ticket price like? How do you know how much this cost the pool water delivery? Because I know that, like filling up swimming pools in in Vegas would cost me like two hundred bucks to get the water. And then maybe like a hundred dollars of dealing with like the pool guy to do extra stuff to get it set up. So I can’t imagine.

[00:55:15] Yeah, I just came up with these, these weights. Yeah, okay. I need to do more research on them.

[00:55:23] Yeah. No. But like, I think this is a this is a good model for the rest of you guys to look at is look at the obscurity of the niches that he chose. This is that’s I love that. So yeah, I think crawlspace repair is probably not high ticket enough. I don’t know what that entails. Metal stairs. So that’s like the installation of metal stairs, right?

[00:55:47] Yeah, I don’t know what the exact key word for that is. I just kind of kind of came up with that metal. I’d actually have to look on offer. I can look at the search volume and all that at least.

[00:55:57] Yeah, I would say if their search volume for it, that might be one that could be an expensive one. As long as you’re doing installation right? And what like, let’s share a little bit, Jeff. So we’re kind of going through this right now and I have a site. It was one of the first sites that I built and it is in it was like a concrete repair site was like one of the first things I ever did. And I just looked at the volume and I saw that there was a lot of volume and I thought this would be good. And the site produces a ton. I think it ranks really well, brings in a lot of leads. I don’t know that we’ve ever had it rented before because the people are the contractors don’t want it. They don’t want repair work, right? And it’s made it really like if I were to go and find somebody that was unlicensed, I could probably sell it to them. And then that opens up like a whole nother ball of wax where it’s like, now I’m like advertising for an unlicensed contractor and that’s illegal. And the site is like ranking really well, so my exposure is higher. But what we’ve talked about now is like, what are we going to do to reposition this thing? And it’s it’s always been in the back burner. We haven’t really put a ton of resources and effort towards it. And what are we going to do? So now we’re like talking about, well, we talked about changing the name on the GMB. The site is tied to repair says like concrete repair and the domain name.

[00:57:38] So we we got just for a little kind of frame of reference. We get a lot of like Karen crack the sidewalk kind of thing or whatever. There’s really small issues that contractors want to waste their time. They were like, Hey, can you come in like for a 10 by 10? No, nobody wants for a 10 by 10.

[00:57:57] No, they don’t got a hundred square feet, can you? Like, that’s not really what we want. We want what they want is a driveway. They want to install a driveway, replace the driveway, right? Or, you know, like maybe build a retaining wall. So we need to reposition this if it’s going to be worth something because it’s just remained untreated all this time, and it probably produces one hundred calls a month, right in concrete. And I tried

[00:58:25] To sell it a dozen times. I probably had had a dozen drought clients. I think I got five hundred bucks a month for it for like three months and the guy blew out after that. Yeah.

[00:58:38] Integrity, just put it that way. You, you have to take this stuff as feedback. We built in the wrong niche and we like we we didn’t position it within that metric correctly. Right. So now we’re going to change things and we’re going to we’re going to set up to you and be for like. Retaining wall and driveway replacement or driveway installation, this type of stuff. We may change the name on the GMB that says concrete repair. Right. So now we’re going to reposition this domain is aged right. It was one of the first ones I ever built, and it’s been getting traffic all this time and it’s like it’s has all the stuff. Index has GMES, it has reviews and like all these different things, but it’s just not worth anything until it ranks for the right things. So we’ve got some we’ve got some repair work to do on our concrete repair site, right, so that we can reposition it so that it can actually pay pay money towards us. The fact that it says Repair, I don’t own the domain. I don’t think it’s going to matter. I think what’s going to matter is like if we get the GNP and we rank organically for the right terms, then it’s going to be found right and we’ll try to like, we’ll probably always get repair jobs coming through there. But the contractor is not going to be upset if it’s like three driveways come in and then like a cracked sidewalk comes in right? Or maybe it’s a beach. But as long as those big ticket items are coming in, then they’re going to be fine. So you guys know if you’ve gone down the wrong path with some of these sites, they’re not completely dead. They can’t be repositioned. Cool. All right. So do we have any other questions, comments, concerns?

[01:00:24] Neil was commenting about the welders and fabricators do metal stairs and a lot of concrete bathroom guys do the ADA accessibility. Yeah, that’s that’s true. I was thinking with the metal stairs, like not knowing anything about it. I think in a really dense urban area where you have a lot of apartments with walk ups and, you know, security stairs for emergency escape and whatever. I think in New York and San Francisco, maybe like places like that, maybe even L.A. like that could maybe do pretty well. But I don’t know, maybe any city. I just don’t know enough about it.

[01:01:00] Is there a live where you guys kind of went or have gone over like what you take into account when you take taking condition, managed to like build a website like the city like population, like whenever I see for a certain keyword or if I even see a little bit, sometimes I I’ve been told not to factor that in as much because RF can be very off with that. So I get confused kind of sometimes about that.

[01:01:36] Jeff, was he cutting out for you?

[01:01:38] Why I was talking. He was, I think I think I got the gist of it, like what kind of population size, et cetera, would get you motivated enough to go after a niche?

[01:01:51] Right. Was that your question, Karim? Yes. Sorry, can

[01:01:54] You repeat that my phone connects to my Bluetooth on my car and I did not hear anything?

[01:01:59] So was your question just like, is there a line where we go over? Uh, population size, yeah, OK. Yeah, there definitely is. And I’ll just go over it again now, I’ll kind of give you my two cents on it. First of all, like I was just like a general rule of thumb, I’m not really building in a niche where there’s like less than seventy thousand people in the city. So like, if there’s less than that, I’m not really excited to go into it. Jeff, are we good? Can you see my screen here?

[01:02:35] It’s popping up now. Yeah, I see Google. Just Google.

[01:02:39] Yeah, OK. All right. So let’s say I go for City’s population. So this right here. Ok, so this will work. It’s usually Wikipedia, I don’t know. Apparently, they got overtaken. Let me just go back because I’m familiar with the Wikipedia on it. Ok. So if you find this Wikipedia article, then you’ll get this list of cities and they’re going to be listed by population. And what I like to do a lot of times I’ll come down here. I think there’s kind of a sweet spot, especially when you’re getting started between like one hundred and fifty and four hundred k. So all these cities? Let’s see, we’re four hundred starts out. So anything below, like I would say, I would say including and below Bakersfield, California, there’s like four hundred and three thousand people here. And then so that is no what number is that? So that’s number forty eight. And then I’m going to go down and look at like where is like one fifty? So I would include Charleston. I know Charleston is like a nice city. So right around here. So from 180 until what did I say that top one was? Bakersfield for 50. Yeah, so there’s like one hundred and forty cities there that are kind of in that sweet spot and and obviously you don’t have to stick with these long term, but I think it’s like when you’re trying to get in there and you get started and you’re trying to like, get some money coming in.

[01:04:13] I think you’ll find that these cities are going to be equal easier to rank in now the areas that we get our most money from. Are generally a little bit bigger than these. Right, so but the competition goes up. But like, you could build ten sites and and choose 10 of these cities between number forty eight and one hundred and eighty or whatever it was. Ten sites you choose the right niches. You could get ten thousand a month. That is like one hundred percent possible, right? That’s how simple it can be. Choose 10 eighty cities with ten niches and get the ten sites to rank. If the average ticket price is at least a thousand and there’s enough volume for it. You’re like it’s a no brainer for the person to pay you like if you can, if you can produce 30 DVDs a month where the average ticket cost is a thousand. Then you can probably get a thousand dollars a month for that. Right. So they should be closing 10 of those if they’re closing a third so that you send in 30. That’s $10000. You’re getting 10 percent. That’s one thousand. Right. If you get, you know, if you kind of stick between the ones that are, you know, maybe over three hundred to four fifty, the Kansas City, you rank a site in Kansas City that’s five hundred.

[01:05:33] Right? So you rank a site in one of these cities that has a higher population. I mean, you can get their sites that we have that we’re getting four hundred leads a month where the average ticket price is like four thousand. Right. So it wasn’t harder to rank in those like ranking for home cleaning. And like any of these cities, I think, would be harder than ranking for what we did. Ours is worth so much more for it. Right. So I would look at those populations and, you know, we had to call with Shiv two weeks ago and then I’ve gone over it. I went over it a little bit more last week and we’ve covered a number of times is the due diligence process that we look at. I would go through and I would be looking at the Google my business. I would put it into the heat map and find out who the top dog in town is. So look at that average. So let’s just run through it real quick. And then I got one more thing to talk about. So somebody, somebody throw a niche in there that that they’re interested in. And Jeff, if you can relay that to me, I’ll just kind of dive into this real quick.

[01:06:39] All right, you guys throw it in.

[01:06:42] Who’s got something I want us to look at, let’s see here. Ok, let’s get this opened up here.

[01:06:50] Anyone. Anyone.

[01:06:52] No one, really. Is that how we’re doing it, guys?

[01:06:55] How do it handicap accessibility, concrete foundation, concrete foundation?

[01:07:01] All right.

[01:07:02] Of course. Devon with the dumpster rental.

[01:07:05] Where is the stumps? Dumpster rental, Devin

[01:07:09] And Kareem, of course, metal stairs for free.

[01:07:12] Ok, let’s let’s like let’s just do metal stairs because I’ve never

[01:07:17] Even been to a crime scene cleanup. I know somebody who’s in that niche and that is a nasty business. There’s special licensing and hazmat and stuff like that. It’s a pretty interesting niche. It can be very lucrative from what I understand.

[01:07:32] Ok, let’s let’s stick with the what was it, handicap accessibility? Is that what that was,

[01:07:41] The concrete foundation, handicapped accessibility, dumpster rental, metal stairs?

[01:07:46] I’ll just kind of do a couple of them at the same time, real quick. So one of the things I really like is this tool bright, local, not really necessary, and it’s completely free to use if you go to bright light Qualcomm and then see local search result checker with dashes in between the words. This will give you kind of a local search result for any area, so let’s do concrete. One of one of the things I want to know is I want to know what the search volume is for this, so I type in like foundation. So your foundation, repair, concrete foundation, contractors, so a lot of times what I’m going to do is I’m going to use my trust account, but like I mentioned before, there is keywords everywhere. If you want to, if you don’t want to pay for a trust, then check out keywords everywhere. Look in the look in the guide there and you’ll see all the different. We covered it on a call. Ok, so I’m going to do concrete foundation. I’ll type in that and it will give me. So Concrete Foundation has two thousand seven hundred searches a month. Maybe I’m going to do. Let’s see what what foundation repair looks like. Thirty two thousand searches a month, so that is quite a bit more so I think that is an expensive ticket item. It’s very exciting.

[01:09:10] I would just say be careful about special licensing. I don’t think that it’s true in every state, but I think that some states do have special licensing for foundation.

[01:09:20] So you may not just be able to be like a run of the mill concrete contractor and then be able to do this, is that what you’re saying, Jeff?

[01:09:27] Yeah, that’s right. Ok.

[01:09:29] All right. So I’m going to change this to be foundation repair and just I’m going to proceed knowing that I’m going to have to probably find some sort of specialist. So in this area, I can put in the city, I’m going to look at first. So it’s Charleston, South Carolina. So this will Google. This will check the Maps. I’ll click on this. It’s going to come back. And if I click on this page, it’s going to show me what the first page would look like if I’m there instantly. I don’t like what I see these all these people and the name this guy has 93 reviews. This guy has two hundred and twenty. Ok, so I’m on to the next city. I’m just like stopping right there when I do that.

[01:10:08] Prospect solutions, right? Third in the map pack was crawlspace. I never even heard of that edge.

[01:10:14] Crawlspace, that’s that maybe that’s like related to that other one that Kareem had like crazy repair. Ok, so I’ve got Charleston, South Carolina, in there now. I’m just going to go into like Joliet, Illinois. I’m going to go in here and I’m going to do the same thing. I’m going to start off. Was that spelled like? All right, so I love it when I see the other ads here, too. You can see that this is. This one doesn’t have foundation repair in the name. So I think this is maybe a little bit lower than the previous one. If this were me, I might like dive into it a little bit more. There’s also less reviews, but I really think that if I go through a lot of these cities, I’m going to find one where there’s like no website or there’s no there’s like barely interviews. Some of this is just like there’s no rhyme or reason as to why. One city is tougher than another. Like what led to the fact that several companies have done the work necessary, this like anything that’s in California. Just be a little bit careful because you might end up having you get more regulation, but you get that three hundred reviews. This guy’s 12 reviews. Let’s pretend that I found the one that I’m looking for and I’m kind of moving. I guess I’ll try a couple more. We’ll try Pomona. So I can roll out ones really quickly, just by kind of looking at the map for a few seconds and deciding. So you can kind of see this guy’s got 300, that’s a construction company, we’ve got foundations repairing the name here, foundation repair here as well.

[01:12:08] Ok. It’d be really cool if somebody built a school that could do this for you guys. All right. There’s Bellevue, Washington Heights in Washington. Unless you repair your car, you guys get the gist of this. Let’s pretend that I’ve gone through and I’ve found one where there’s like barely any stuff going on here, right, where maybe the guy’s got like seven reviews. Maybe he doesn’t have a website. Maybe these other two guys don’t have any foundation or repair in the name. Then I like to look at the website and I’m going to plug it in. I’m going to kind of give it a smell test, two of like, what does this feel like to me? This feels like a pretty well design company. There’s almost no content on the site. That’s something I pay attention to that apparently she doesn’t pay a lot of attention to. One of the things that I’m also going to do every time I want to know who the best person in the maps is. So if we look at this company, if we go back and get the name of the GMB, which was Seattle Foundation Repair. Right. So if I go over here and I type in Seattle Foundation Repair, I think it’s this company. Ok, so that’s it. Thirty one reviews. Just kind of go back here. Thirty one reviews. Seattle Foundation. So that’s my company. I’m going to take this and I’m going to put this in here and I want the I want I want to run a heat map on this company every time.

[01:13:50] That’s just me. Like, I want to know if this is truly the best company because we know how much local rankings can change as we move around the city. And who knows where this tool? They chose one spot on the map. So maybe that company’s ranking really well, but maybe, maybe there’s somebody else that is a lot better, and I don’t even I didn’t even know because I just looked at this one that happened to come up first, right? So foundation. That’s what we were looking at. Ok, so. To choose one mile apart, I’m going to set this to be 13. And. Ok, so if we were looking and where were we at, where were we in Bellevue or what was that place called Bellevue? Ok, so this is going to center probably on where the actual GMB is. So I would find out, Oh, there’s Bellevue right there? Ok. So I’m going to redraw this because this is a city I’m actually evaluating, and I I myself really like it when there’s a situation like this where there’s a big city next to another big city, because then I’m just kind of like seeing the future of I’m going to dominate the city and then I’m going to go after this other city and I’m going to have one client who’s going to like, take over this whole. You know, Joint Area here this this like twin city metropolitan area here between these two different cities, I don’t know. Bellevue is obviously a subset of Seattle, but I would imagine that a lot of these companies are going to do both, especially if you’re in a high ticket niche.

[01:15:25] They’re going to be willing to travel over here, you know, unless there’s some weird like traffic situation like we found out, is the case apparently in Cape Cod, where you can’t really go to different parts because it’s like three or four hours, even though it’s only like 20 miles. So we can kind of see that this company is doing pretty well. So once this comes back, this might be the number one company in town. And then I want to make sure that I do my due diligence on them when I make the decision of how, like, how difficult the niche is. I want to make sure that I’m evaluating the right, the right, the right company, because it could be really misleading if I imagine that that like this tool decided that it would do the search from this spot in the upper right corner. And they were right. No one here, but all over the rest of the city, they were all 20s. And then I go into this niche because I have evaluated them thinking that they were number one and they weren’t. And then I can’t figure out why it’s so hard for me to rank where, like all of the rest of the city, there is a bunch of a bunch of much tougher people. So does that make sense? Does that? I know, Kareem, you ask the question and I kind of dove deep into it, but I think this was probably the better answer to your question. Does this make sense, Kareem and anyone else?

[01:16:45] That makes more sense. Thank you.

[01:16:48] Yeah, cool. So once I have that, I’m going to start looking at, I’m going to look at the I’m going to look at their back links. So this this tool right here, I mentioned this a few times in the past. This is a free tool. Let me show you. Let’s bring these guys back up. We’ll look at this company here. So if you have a trust account that that’s great and that can make life easier, this is the No. This is this is the one that we were evaluating. This tool right here is this majestic like backlink. Tool, so it’s a free it’s a free tool, you don’t have to have a majestic account. You do have to play their capture game. I am the worst person ever on these these things. Right. Well, that was a record for me. So now I can go in here, I can look at this and I can see what their trespassing citation flow is. Those are the numbers I don’t like to see. 19 30. Like, I’ll find somebody that has a zero here, right? I’ll find someone that’s a zero eight or zero 30 or something like that. But this is starting to paint the picture of somebody that I don’t really want to play with. Right. This is like this might be like, this might be the basketball player that’s like five, nine or five 10. But I know that there’s people out there that are five one.

[01:18:05] So I’m going to find one of those people to play basketball against, right? So they’ve got some decent content on their site. Um, this looks like a legit company to me. Right? It looks like they’ve paid somebody. It looks like they probably have a lot of pages on their site, too. I pay attention to how many pages they have on their site because I think content really matters as far as when Google decides to rank someone. So this kind of paints the picture of I’m not super excited to do it, and what I would also be doing is like, I would take this stuff and I would go into this research here and use this due diligence tool, and I would build out the spreadsheet for the things that are important to me. So if you guys aren’t taking advantage of this, you can essentially build out whatever it is that you want. You can see a couple of fields. I’ve got it here, like the heat map Shirley, so I can have a link in my sheet to like the ranking of them. And I can just like pop up that that link of the heat map, this is the heat map average. I would probably include reviews. I would include like maybe content rating, so I can add all these things in here and then when I go to evaluate this. So this could just be like Patrick Patrick sheet, right? But so when I go to evaluate this and I choose to do a new niche, I could go back here and I evaluate this and I could choose Patrick Sheet and then it will have whatever questions I’ve added, right? So I could build this out.

[01:19:40] And at the end of this, so if we say, like, what was it like Bellevue? And it wants to know if it’s a new niche or an existing I’ll choose new and I’ll make this like foundation repair. Ok, and then I’ll put in my heat map average, maybe they had an average of three point two. Ok. So it’s going to ask me now how I want to rate this. So this is kind of my subjective opinion of how tough this niche is, right? So let’s say I make this or how good of an opportunity is. I don’t think based on what I saw, I don’t think it’s a great opportunity. So maybe I’ll mark this as a three. And now I’ve kind of got this in here and when I want to go back and I want to like, look at my niche, so maybe I’ll look at Bellevue. I can look at all the ones that I’ve evaluated in Bellevue and that one will be there, right? And it’s rated as a three. So this tool, I don’t think, gets a lot of talk. But as I was saying at the beginning of the call, I think if we spent more time diving into these niches in less time, like trying to sharpen our ax as far as like learning all the like top level super secret ranking strategies like we probably don’t need those if we just choose better niches, right? If like that seems like an easier, like a path with less resistance.

[01:21:05] Ok, cool. So I’m just going to revisit that heat map real quick, and let’s just take a look and see what that thing looks like. One second here, so it’s like it’s still in progress one. I mean, that that company is really dominant, so I know that I’m probably looking at the right company when I’m trying to evaluate things like that’s the company I want to evaluate. This tool is not like the fact that this says all one’s doesn’t mean that they’re great. It means that they’re the best in the market. So now, you know, to evaluate the right market, these numbers are all relative to how everyone, how they’re ranking compared to everyone else. Right. So this lets you know that this is the company that you should be evaluating. And if you go over here and you look at these averages here, you can see that their average is at one point to one. So their average score on here is one point to one, right? So I know that this is the company that I need to evaluate, and I can just click here and pop out there and and dive into this further and get to their website right wherever it is.

[01:22:15] Seattle Foundation repairs. Another clue is they’ve got foundation repairs in their domain name. That’s another red flag for me. So these are the things that I would look at when I’m trying to decide if I want to go into a niche. But we are at almost an hour and a half, so I know some of you guys have seen that before. Hopefully you guys got some value from that. We don’t have any final questions. Do we have any final questions? I don’t see anything, Patrick. We got right on, guys. Ok, so like Devin pointed out, we have four months left in the year, right, so we’ve used up seventy five percent of twenty twenty one. If your goal in twenty twenty one was to like, Hey, I’m going to build this business and do this thing and this this, this hasn’t happened yet, then like, what are you going to do about it? Right? So I really believe if you could get your ten sites in place, a thousand average ticket costs with high enough volume, you could easily position yourself where like 10 K a month is is maybe it doesn’t happen by January 1st, but do the work now that maybe like one foundation repair really starts to or whatever the niche is, starts to hit in the early spring? That could easily be worth a thousand if you’re bringing in 30, 40, 50 of those like, I think, foundation repair right there.

[01:23:33] That’s I would. I’d be willing to bet that the average cost is well over $1000. So you have to play with the numbers, right? So maybe it’s five thousand and twenty of those is worth a lot more about one hundred thousand dollars in business. So maybe that’s worth eight to ten thousand dollars a month. If you’re I don’t know. I don’t know that niche, but I’m just saying like as that ticket price goes up, the volume can come down, right? So just kind of be thinking about that stuff. So let’s do the work that’s necessary so that we can have some wins, just like Lulu celebrated. So what can we what can we give for Lou? We do a little giveaway for Mr. Lou. I know you’ve been in there. You’ve been kind of in the trenches grinding, working hard. I’ll tell you what, Lou, if you want it, I’ll give you 30 minutes of like one on one coaching as a little. I was a little thank you and prize. And for all the hard work you did to get us to the spot, we’ll jump on a call, we’ll dive into your business and we’ll we’ll see. We’ll see what we can do to create more of those. Sounds good.

[01:24:38] Yeah, man. Let’s just for this. Let’s just use business in quotes at this point, but I really appreciate it, man.

[01:24:43] That’s got a business now, man. You’ve got a thousand dollars a month coming in. That’s right, man. I got to go spend it. Go, spend it right. I’ll let you know and address where you can ship stuff to. Hmm. All right. All right, guys, so using this time the next week to create create your wins. I’ll tell you to two weeks from now, we will not have a call on Wednesday. I’ve got obligations that I have to be at. So we’ll have this call this week, next week and then we won’t have one the week after. We’re going to be looking for one last thing I want to talk to you guys about. We’re going to be looking for about like 10 to 15 volunteers for. We think we have our solution figured out for the Google My Business API issue. So we need like 10 to 15 volunteers, a couple of the rules that we’re going to need. We’re going to need somebody that has like a a GMB for for their agency. Ok, that won’t be probably the long term requirement, but like for this first beta stuff, we want someone that has a GMB that has like an agency domain. Right? I think that’s all that we’re going to need. And we’re just going to like I know that a lot of you guys out there that are anxious to get this back.

[01:25:59] We’re anxious for everyone to have it back. We’re going to put a form out there that you guys can sign up for and fill that out and then we will reach out to you and kind of walk you through that process. But I think we I think we’re right on the cusp of having this thing solved of how we’re going to handle this and really hoping to have that module back in place. I appreciate you guys being patient with this for so long. It’s something we’ve been working on what feels like nonstop for us, but I think I think we’re about to crack this thing. Also, what should be coming out very soon is our text messaging. So and our kind of like we’ve had the campaign builder automation system in place and our agency for a while. My hesitation with being able to put it inside the generated is the text messaging stuff. So that’s the hold up. I think we’re about to have it in place now for you guys. So I’m hoping to roll that out in the next week or two. So all right, guys, you guys have a great week. Let’s create some wins and chairman of the group, let’s encourage each other. Congrats, Lou. Nice work, man. I will connect with you.

[01:27:08] Thanks, Rob. Thanks, brother. Shout out to Nick for joining.

[01:27:12] Oh, right on.

[01:27:14] Haven’t seen a change, so I’m able to come on now. Nice.

[01:27:19] What did he do? So I asked for a new work schedule. I asked to be able to have different hours at work.

[01:27:25] I said no. So I got to figure it out

[01:27:27] To where I can have a bit more flexibility with work. So. Awesome. Thanks a lot for doing it. This is our last. This is our last call on a Wednesday night, though we’re moving on. Thanks. Good seeing you guys. All right. Ok, guys. All right. You guys have a great week.

[01:27:45] Thanks, man. Great stuff tonight. Thanks, Patrick. Thanks, Jeff.

[01:27:49] Yeah, you’re welcome. Absolutely.

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