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00:02:22>> Let's get ready to rumble.
00:02:25What's up, everybody?
00:02:26Happy Wednesday.
00:02:29>> Recording in progress.
00:02:30>> Happy Wednesday.
00:02:31I don't own a sign company, big sign Vivo.
00:02:35I'm technically in tech development services, so I guess you could say that.
00:02:40How do you get more responses from cold DMs, better offers, and better hooks?
00:02:46Sometimes I'm angry that things don't work.
00:02:48Then I want to blame Alex, but I can't find other way than blaming myself.
00:02:52Redirect that blame, baby.
00:02:55I want to start an AI automation service.
00:02:56Claude said that make it a lead loss leader.
00:03:00I don't know what that said.
00:03:01For lead loss, I don't know what that means.
00:03:05Classifying engagement in book.
00:03:06I'm meeting automation for HVAC Business America, should I do it?
00:03:09Sure, there's lots of business you could have.
00:03:11Juggernaut user, question, I run an auto detailing business.
00:03:16How do I scale and find the right detailing technician?
00:03:20I mean, you could just go recruit from other technicians' places, or a fun one.
00:03:25You can train people to do it yourself.
00:03:27And this is not a slight.
00:03:29I don't think it's going to take a huge amount of time to teach people how to do
00:03:32auto detailing.
00:03:33So you could probably train someone how to do like an okay job in like a weekend.
00:03:36So I think that is wildly underestimated in terms of value,
00:03:42is maybe just train people better.
00:03:43All right, then you want to start life coaching.
00:03:48Well, as long as your life is put together, that's a good start.
00:03:51What you don't want is to have a life that's in shambles that's a life coach.
00:03:55Right, it's kind of like a dentist with bad teeth.
00:03:57But if everybody's like, man, you've got your life together,
00:04:00then life coaching could probably make a lot of sense.
00:04:02What is my net worth?
00:04:03Excellent question.
00:04:04This much.
00:04:07Real talk.
00:04:09Are you getting the full stretch on camera?
00:04:14Are we getting both sides?
00:04:15Because I want to make sure they can see it.
00:04:16Yeah, it's this much.
00:04:18Okay, cool.
00:04:18Hopefully that puts that to rest.
00:04:21You think I should do lead gen agencies, lead gen for electrician?
00:04:27I'm an electrician myself.
00:04:27I mean, they would trust you, but at the end of the day,
00:04:32like are you good at getting leads?
00:04:33And do you have a scalable way of doing it?
00:04:35If so, then yeah, that makes a lot of sense.
00:04:38Construction service businesses, low overhead, three months in, need leads.
00:04:41How do I get the hottest leads with the least time spent?
00:04:44I think you need to flip your perspective and just say, how do I just get leads?
00:04:50Forget about optimizing right now, you need to be violent.
00:04:53The idea there is I think we want to look at,
00:04:58whenever a customer's in a journey, there's different points that they make decisions.
00:05:01I like looking at the decision points that are immediately proceeding or
00:05:05two steps proceeding, doing business with me.
00:05:08And so I want to, like the shortest way to get the fastest amount of customers
00:05:12is to go to somebody who already has those customers and make a deal with them.
00:05:15That allows them to make more money by referring business to you.
00:05:18Simply stated, that is the fastest way to grow a business.
00:05:23That there's a reason that people will try and
00:05:24partner with people who already have the existing audiences.
00:05:27Cuz they have built a distribution day one and
00:05:29the likelihood that they can sell customers with the influence that they have is high.
00:05:33Also, if you re-copy paste the same message over and over again,
00:05:36I will literally never respond to your question.
00:05:38With that, do we have our first caller?
00:05:41Jamie, pull them up.
00:05:43>> Coming up right now.
00:05:46>> All right, let's rock.
00:05:46Let's slay the day.
00:05:48I might take a closer look for Legion Agency helping daycares.
00:05:53What business should I start?
00:05:54>> Hey, Alex, can you hear me?
00:05:56>> I can't hear you.
00:05:57What's up, dude?
00:05:57>> Hey, yeah, so this is Sebastian.
00:06:01I sell rental relocation services to people who want to move to Netherlands or
00:06:05want to move within the Netherlands itself.
00:06:07>> Okay. >> We make zero dollars at this point.
00:06:10What is stopping me is that I am getting free users for
00:06:14a free tool I build to kind of host all the listings.
00:06:16>> So it's a software thing that you build?
00:06:18Okay.
00:06:18>> That's it, yeah, but barely any conversions to the paid offer.
00:06:22So if I can't get paid customers, I'll basically have to get back to having a job
00:06:26in about a year, but I've got some safety to work on this.
00:06:29>> Okay.
00:06:29>> So really my focus is on how to define my avatar so
00:06:32I can specifically target higher paying clients.
00:06:35>> Yeah.
00:06:35>> The free service is doing well.
00:06:37I'm getting about 330 free users there.
00:06:39So it's growing by itself.
00:06:41>> Per what?
00:06:42>> Which is not leading to, just in the last three months by word of mouth.
00:06:45>> So 100 users a month?
00:06:47>> Yes. >> Is it accelerating?
00:06:49>> Yeah, so for example, today I got five free users without doing any marketing.
00:06:55>> Correct. >> Yesterday I got like six.
00:06:57>> Okay.
00:06:57>> I've had cases where I get like 80 in a day if a group shares it.
00:07:01>> Okay.
00:07:01>> It's just like that's more so students and
00:07:04young people that feel like they can do the tech.
00:07:06My ideal was let me share it that way and then some of the users will be willing to
00:07:10pay for it.
00:07:11That position has been hard for me.
00:07:14>> How many of them have you gotten the phone with?
00:07:17>> So in total just three.
00:07:19A lot of them are just students where like they're
00:07:21[BLANK_AUDIO]
00:07:25A month, I'm not able to sell them a 15 euro service or more.
00:07:30For the ones that got on the phone,
00:07:32I got one person as someone who will be a client essentially.
00:07:36The thing is he's only starting to look for an apartment in September.
00:07:39So it's just too long of a timeline for me to wait for
00:07:41that to get a referral and get that as a result.
00:07:45>> So I have two considerations.
00:07:48So the first one is the volume that you have for
00:07:51a free tool is actually still pretty low.
00:07:53And so I would normally say maybe we need to constrain down
00:08:01the amount of free stuff that you're giving so
00:08:02that the paid tier is more attractive, right?
00:08:05So it's like if Spotify had no ads ever,
00:08:07then you would just never upgrade, right?
00:08:09If they make the ads annoying enough, you make the upgrade, right?
00:08:11And so there's always a sweet spot with freemium.
00:08:13Freemium's one of the toughest models out there.
00:08:14But if done well, you basically have zero cost of acquisition.
00:08:18And all of your marketing efforts, so
00:08:20just so you can recharacterize how you think about the business.
00:08:23Your marketing spend, if freemium is done well, is on ascension.
00:08:27So think about all of the free users, they should be zero.
00:08:30That the cost of that should be zero.
00:08:32And then where you deploy capital or effort should be on the ascension.
00:08:36And so right now, if you've only gotten on the phone with three out of 300 users,
00:08:41I see that as silly because right now, if you're getting five a day,
00:08:44if you told me I have five sales calls a day,
00:08:46the likely that you're not gonna make money is really low.
00:08:48So I would say, can you add in an onboarding component that you manually do it?
00:08:53Because I think those conversations, if you told me six months from now,
00:08:56cuz at the rate that you're currently growing, cuz it's accelerating,
00:09:00you probably have another 500 users, conservatively.
00:09:03If you take 500 calls over the next three months, one, you will make money.
00:09:07Two, you will learn very quickly, rather than me telling you what your users want
00:09:11from them, what they will want more, and you might end up pivoting the business.
00:09:16I don't know, because it's obviously super new, but that is what I would do.
00:09:21Cuz right now you're super early, so it's like, we just need to make dollars.
00:09:25You have free lead gen, which is the hardest part to crack, so kudos to you for
00:09:27doing that, but that's what I would focus on.
00:09:30>> Okay, yeah, so that's one thing, like I said,
00:09:33I have one client that's willing to pay in September.
00:09:36But one caveat I've had so far is just cuz I can see the type of home they're looking
00:09:41for, is 80% of the free users basically have a budget of $1,000 or less.
00:09:46And it's mostly being shared under students.
00:09:49So that's where I feel like maybe just, even if I could get them on the phone,
00:09:53they're still students who literally have no money.
00:09:55>> Well, then you just, you wanna ask them, cuz the thing is you're thinking about
00:09:59only one, let me say it differently, we want to channel demand.
00:10:05We do not want to create demand.
00:10:07So demand already exists, and it's like, think about these rivers of desire.
00:10:12And when we market or sell,
00:10:13we just wanna carve out a tiny little piece of that river and direct it towards us.
00:10:17And so right now you've got a flow that's coming towards you.
00:10:19You've got these students that want your thing, right?
00:10:24And so there might be a rivulet that exists there that's like,
00:10:26maybe there is an automated thing that's $50 or $100 that you can sell them.
00:10:30And there's a ton of volume there too.
00:10:34So there might be a play there, but either way, right now,
00:10:36I think you tinkering on the computer is not gonna be the solution.
00:10:39>> Yeah.
00:10:40>> So getting on the phone, and also you'll find out quickly,
00:10:42are there messaging that they're responding to that the people who have money aren't?
00:10:48Cuz obviously getting all these students, now maybe you got shared in these groups,
00:10:52that's fine, and we don't wanna shift the whole product roadmap.
00:10:55Because if you had some early traction with a specific demo, that wasn't your goal.
00:10:59But we also have the financial reality of, in order for
00:11:04this to succeed and increase its chances, we need to make money.
00:11:07And so I'm okay with it, yeah, right, with it being bootstrapped and
00:11:09you making a couple hundred bucks a day just from having those conversations.
00:11:13And what'll probably happen too is that when you serve a cheaper demographic first,
00:11:16you end up finding ways to automate almost everything.
00:11:19Which if you can do that, you might end up finding out that you automating everything
00:11:23for them allows you to be a low cost leader.
00:11:25Which then allows you to serve a huge base at a really affordable price, but
00:11:28still have a high gross margin.
00:11:29>> Got it.
00:11:31That's basically what the free tool does,
00:11:33is I looked at what our software are currently charging for, like 40 bucks a month.
00:11:36And I basically just copied that for free.
00:11:39Now I just have to, yeah, figure out how to get people through that.
00:11:42>> Just ask them what they're struggling with.
00:11:44You might find out that you actually are lead gen for moving services, dude.
00:11:49Just think the next problem.
00:11:51Whenever you solve a problem for a customer, if you do it well,
00:11:54it always creates another problem.
00:11:55If I solve leads, you'll have sales.
00:11:57If I solve sales, you'll have delivery.
00:11:58If you have delivery issues, you're gonna have revenue retention, expansion issues.
00:12:01If all of those things are right, then you're gonna have leadership and
00:12:03scaling issues.
00:12:04If all of that's right too, we go back to the beginning, create more demand.
00:12:08So there's always problems.
00:12:09So as long as you're doing it well, just ask them the next thing they're doing.
00:12:13You could sell the student leads, probably.
00:12:18There's a version of this business that doesn't sell anything,
00:12:20just sells the leads themselves.
00:12:21>> Just to pull itself, yeah.
00:12:24>> Yeah, and just sell the leads.
00:12:25Cuz the moving company will happily sell, pay you 200 bucks or 300 bucks for
00:12:30a warm handoff, and then you have no work.
00:12:31So there's plays here, but
00:12:35I think it all is gonna start with you getting on the phone with these customers.
00:12:37>> Okay, so just make within the onboarding flow,
00:12:40whenever they give their email name,
00:12:42basically make one step before finalizing, just get on a call.
00:12:46>> Yeah, and you're gonna have no shows, to be clear, you're going to.
00:12:48But you can also, the moment you get it, I would outbound call.
00:12:51>> Okay, got it.
00:12:55Sounds good.
00:12:55>> That's what I would do, man.
00:12:56>> Like I'm working on that.
00:12:58>> [LAUGH] You bet, dude.
00:13:00I appreciate you, man.
00:13:00>> All right, see you.
00:13:03>> Bye, brother.
00:13:03That was fun.
00:13:06Create flow, monetize flow, add friction.
00:13:11That's always the play.
00:13:12All right, Google Sheets tutorials.
00:13:15No, bad, bad anime six, bad.
00:13:19How do I create a better offer?
00:13:24Well, if only I could write an entire book on it and
00:13:28give a whole course away for free on my site.
00:13:30You can go grab it.
00:13:32Also, if you want, you can get all three of these puppies,
00:13:35all three hardbacks for 16 bucks right now.
00:13:40That means $5 a book for hard copies, not even paperbacks.
00:13:43Just go to school.com/backpack, and you can grab them there.
00:13:48So that's only for US, FYI.
00:13:51Okay, we go in florist.
00:13:52Doing it?
00:13:54We doing it?
00:13:55We in it?
00:13:56In it to win it?
00:13:57In the meantime, Daniel, if you're a solo creator,
00:14:04how much time you should put towards OpenClaw?
00:14:06A lot.
00:14:07I would probably put the vast majority of my time towards that,
00:14:09cuz you can start building AI first.
00:14:11Yes, sir.
00:14:13Alex, hi.
00:14:14What's up, stud?
00:14:16Big fan, big fan.
00:14:16I've been watching you for like five years now.
00:14:18I'm really excited to work with you.
00:14:20Pleasure.
00:14:21Yeah, so I'm gonna come out to L3 really, really soon.
00:14:24I'm really, really excited.
00:14:25But until then, I want to hop on the hotline with you.
00:14:27So I mentored TikTok Shop affiliates into getting high
00:14:30ticket brand retainers, brand deals.
00:14:33We're on track to do 2 million this year, and
00:14:35I want to get to 20 million.
00:14:37I'm turning away clients because I only have one coach besides me,
00:14:42and it's my only expense.
00:14:43Okay.
00:14:44I spoke to Ned, he told me get a coach, I'm okay, got it.
00:14:47We're getting it.
00:14:48Okay.
00:14:49So my best coach was a successful client first.
00:14:54So I know the talent is in my pipeline,
00:14:56cuz I'm training them to get these deals.
00:14:58Yeah.
00:14:59I'm doing too many things at once.
00:15:02What should I do?
00:15:02Well, what are the too many things?
00:15:05Right now it says you can't take on more customers, right?
00:15:08Because you still have a supply constraint.
00:15:11So how are you getting leads right now?
00:15:13Right now it's all, I do free content, but 90% is referral.
00:15:19Okay, great. Word of mouth and they love it.
00:15:21That's awesome.
00:15:21I mean, to be fair, when you help influencers,
00:15:23they are by nature vocal people.
00:15:26And so even without social media,
00:15:28that type of person tends to tell people about their stuff.
00:15:30So that's good.
00:15:31But I mean, it sounds like you're just supply constraint.
00:15:34So functionally, what stops you from hiring a second coach?
00:15:39Well, I will, but it's like, that's one coach.
00:15:43And then how do I get to like, way more?
00:15:47What stops you from hiring 10 coaches?
00:15:48I feel like it's the delivery.
00:15:52As in, so what part of delivery
00:15:54is the thing that's holding you back?
00:15:56Delivering the brand deals on a consistent basis
00:16:00where I'm like, okay, I got it.
00:16:02So you're getting them deals or are they doing stuff?
00:16:05No, I get them deals and I have them pitch.
00:16:08I basically teach them how to sail
00:16:10and they sell themselves to get the brand deals.
00:16:12And you get intros?
00:16:14Yeah, yeah.
00:16:15Okay, so intros is the constraint, not the coaches.
00:16:18Yeah.
00:16:19Got it.
00:16:20Okay, so you just need someone in-house
00:16:23who's doing kind of outbound for you, correct?
00:16:27Is that true?
00:16:30Yeah.
00:16:31Okay, so a couple of things.
00:16:35There are already platforms that exist
00:16:39that have aggregated a bunch of brand deals together,
00:16:42which I'm sure you're aware of those.
00:16:44I would see if I could, one, do some deal with them.
00:16:49That'd be my first course of action.
00:16:50Second course of action, if I can't do that,
00:16:52would be to recruit one of their top kind of brand acquirers,
00:16:56whatever you want to call it,
00:16:58and see if they would work for me.
00:16:59That'd probably be my second course of action.
00:17:01Third down the list would be,
00:17:03I would spin up an OpenClaw instance
00:17:06and do outbound two brands over ex-followers
00:17:11or ex-sales on TikTok.
00:17:13And I would just generate it that way.
00:17:15That would probably be my third setup.
00:17:19And so in either of those things,
00:17:21if you have more brand deals,
00:17:23like whenever you, 'cause functionally,
00:17:24you're starting a mini marketplace, right?
00:17:26So you have supply and demand.
00:17:28And so whenever you start a marketplace,
00:17:29you always want to start with the hard side.
00:17:31And the hard side is the product.
00:17:34Like demand will come.
00:17:35So like if you're starting, the first thing you need to do,
00:17:38if you were to Airbnb, is you need to have a place to rent.
00:17:41- Okay, yeah.
00:17:42- So you got to get a seller who's willing to rent space.
00:17:45Right, and so to the same degree,
00:17:47you need to go get deals,
00:17:51like brands who want to give money,
00:17:53and then finding influencers who want money is not hard.
00:17:56- Yeah, that's why they have so many, yeah.
00:18:00- Right, and so the constraint of the business,
00:18:01so like what you're offering fundamentally is just money.
00:18:04Like that's what you're basically selling to these people.
00:18:06And so if you want to make more money,
00:18:08you got to go get them more money.
00:18:10And so if I'm thinking about the strategy of the business,
00:18:12I want to reorient my entire business,
00:18:15because what you're going to see is
00:18:17every brand deal signed up,
00:18:19you're going to have some math around it.
00:18:20Do you get any percentage of the revenue
00:18:22that they do with the brand deal?
00:18:24- I tried at the beginning,
00:18:26but it was a little too complicated.
00:18:28They didn't want to do my help then.
00:18:29So what I did is I have them on retainer,
00:18:32so they pay me a flat rate to be with me and my access.
00:18:36And once they're ready, they get access
00:18:37to all my ideas that I've done
00:18:39as me being an influencer myself.
00:18:41- Yeah.
00:18:42You'll be able to do some math on that.
00:18:47And the more grownup version of your model
00:18:50is you're just a talent agency.
00:18:52So if you look at like WME or CAA as a model for that,
00:18:57just look at their digital practices,
00:18:58that's going to be kind of like a baseline
00:19:00of like what am I going to look at in order to model?
00:19:02Because you'll find very quickly,
00:19:04because the thing is you have a flat rate,
00:19:05so you're incentivized by volume.
00:19:07But if you can get somebody to close a $5 million deal
00:19:11and you get 10 or 15%, those add up pretty quick, right?
00:19:15And so that model already exists.
00:19:17And since the industry is very relational driven,
00:19:20like the single point of greatest leverage for you
00:19:23is the acquisition.
00:19:25So what you need to, when I say acquisition,
00:19:27I mean acquisition of brands.
00:19:28And so you need to figure out LTV to CAC on a brand.
00:19:31Does that make sense?
00:19:34- Yes.
00:19:35- So how much marketing effort does it take me
00:19:36to close a brand on entering my network?
00:19:39And it might cost nothing,
00:19:40as long as they're willing to take the call.
00:19:42And they'll probably give you some sort of requirements
00:19:43of like, we only want to talk to influencer above X
00:19:46or whatever.
00:19:47There's also probably a version of the business
00:19:51that for the low tier allows you to pool the influencers.
00:19:56So like, how many customers do you have right now?
00:19:59- Now I'm at 25, 27 and it's like, it's a lot.
00:20:03- Yeah, yeah, yeah.
00:20:04So in time, there's probably a low touch version of this
00:20:07that you say, hey, you're like, you're not big enough
00:20:11to like really score deals on your own.
00:20:14You've got 20,000 followers or 80,000,
00:20:15I don't know, whatever your minimum requirement is
00:20:17below that, right?
00:20:18And so you can say, yeah,
00:20:20but they'll do a deal with a hundred of you.
00:20:26And so that allows you to also you can bake in your premium
00:20:29because you're hurting the cats yourself.
00:20:31And so there's probably a bunch of opportunity there
00:20:33that I'm thinking about.
00:20:34But if I had to focus all of your effort on one thing
00:20:36for right now, today, it's just LTV to CAC
00:20:39on brand acquisition, that's it.
00:20:42And from a tactical perspective,
00:20:44it's I would probably spin up OpenClaw,
00:20:46well, the three that I just outlined.
00:20:47First, I go to the platform, see if I can do a deal.
00:20:49Second, I would go recruit somebody from that platform.
00:20:50Third, I would go OpenClaw instance and starts doing DMS
00:20:53for accounts over X and do that on a regular basis.
00:20:56That would be my one, two, three approach.
00:20:58- Okay.
00:20:59And that part makes sense.
00:21:01Like just look for more brands.
00:21:02It's usually free.
00:21:03But one question I didn't want to ask before.
00:21:06- There's still be cost associated with getting them
00:21:08to sign up and go through the process.
00:21:09Even if they say yes, there's still cost of the outreach,
00:21:13the call, like there's still costs the business will incur.
00:21:16- Okay. - You know what I'm saying?
00:21:18- Yeah.
00:21:19- 'Cause also your ROI isn't even necessarily clear either.
00:21:21Because you have a flat rate for everybody,
00:21:23you adding more brands indirectly allows you
00:21:26to bring more people on, but not directly.
00:21:28- Okay.
00:21:30- If you had a percentage, then you could very clearly see
00:21:33each brand doesn't average six deals.
00:21:34I get this percentage, average deal size is this.
00:21:36And then you have some math around it.
00:21:37But for right now, you're on a flat fee thing
00:21:39and that's fine.
00:21:40I'm not offended by it.
00:21:43But like you will find that like of the 25,
00:21:46you probably have one guy who's really good or two guys.
00:21:48- Yeah. - Right?
00:21:49- Yeah, yeah.
00:21:50- That guy on his own probably has half the revenue
00:21:53of the business if you were to have
00:21:54a percentage-based approach.
00:21:56And so the game that you're in is you'll have to decide
00:22:00strategically whether you wanna be a volume player
00:22:03or you wanna be a high-end player.
00:22:05Both are fine, it's just that we need to decide day one
00:22:08which business you wanna build.
00:22:10- What do you think is best?
00:22:16- It's not a which is best, it's not a which is best thing.
00:22:19They both work.
00:22:20CAA is a high-end, you know what I mean?
00:22:22Like, and those are, it's a massive company.
00:22:24To the same degree, many people have tried
00:22:27to build these platforms.
00:22:28I have yet to see, I don't even know the names
00:22:30of any of them.
00:22:31So I haven't seen, like there probably are some big ones.
00:22:32I just haven't seen any of the names.
00:22:34So I would say it's probably difficult
00:22:37to do the herding cats one.
00:22:38But it's the nature of almost every service business
00:22:44that you go up in price.
00:22:45You develop reputation, more people want you,
00:22:49better people want you, those people willing to pay more
00:22:51and up and up you go.
00:22:52Otherwise you build it for scale first,
00:22:54which means the entire process of marketing sales,
00:22:57onboarding is almost all automated.
00:22:59The brand deals are almost all automated
00:23:00and you're just clipping coupons on either direction.
00:23:03Both businesses are valuable.
00:23:07The high volume one is more valuable
00:23:09if you can demonstrate retention
00:23:11of both brands and customers.
00:23:12- So charging them a flat rate to be in the network of--
00:23:18- I would encourage you to, I have to look more at the numbers
00:23:22but the thing that makes a company valuable
00:23:25is revenue retention, period.
00:23:27And so if you can demonstrate that these influencers
00:23:31never stop wanting to pay you,
00:23:32that becomes a very valuable business
00:23:34provided you have good gross margins.
00:23:36- It's amazing, it's like 94%.
00:23:39- Per what?
00:23:41No, no, yeah, it's profits, that's good.
00:23:42But what about, but it's also, it's you and starting out.
00:23:45So like, but what about retention though?
00:23:49What's the churn on them?
00:23:50- Before it was like,
00:23:53they would say for two months to then leave.
00:23:55I got better, came to the event.
00:23:57I went to L1 again and the whole thing, been here.
00:24:00And now it's 90% retention, but I'm really over delivering.
00:24:05And because I'm like one-on-one and it's like,
00:24:09I'm sweating, I'm like, I'm out of time.
00:24:11I do the one-on-one calls, like it's too much.
00:24:14I can't, that's why I'm turning people away
00:24:16'cause it's like over delivering so much.
00:24:18- So again, no matter what path you do,
00:24:22whether you go up or you go down,
00:24:24what you're going to have to automate
00:24:28and really get into building out with AI is,
00:24:32normally I would say you could hire people,
00:24:33but the world has changed.
00:24:34And so like now you just build this out with AI workflows.
00:24:37You can build a billion dollar company with this.
00:24:44No question.
00:24:45And it's because the game has changed.
00:24:47So like, if I were to start a marketing agency five years ago,
00:24:50it's not the best opportunity, but you can make some money,
00:24:52but it's a very hard business to make a lot of money in.
00:24:55Fast forward to today.
00:24:57I think it was A16Z, one of the guys said this,
00:25:00and I liked the quote, but he said,
00:25:01"The next trillion dollar company is a technology business
00:25:05"disguised as a services company."
00:25:11And so you think you're signing up for an agency,
00:25:14but the whole thing on the backend is all Claude, AI,
00:25:18whatever workflows that have been built.
00:25:20And so all the stuff that you're doing manually,
00:25:22you have to think about it from a workflow's perspective
00:25:24of what are all the actions that I do on a daily basis?
00:25:26You probably do a shitload of them, right?
00:25:27And you have to be able to one by one bucket those actions
00:25:30into workflows that create the outcome for the customer.
00:25:33When you document each of those workflows,
00:25:35and you might have 67, it might be a lot, right?
00:25:38That actually create the outcome for the customer,
00:25:39one by one, you will automate each of those.
00:25:43And so when you do that, you can actually scale this thing
00:25:46to the moon the way you want to.
00:25:48And the thing is, is that no matter what direction
00:25:50you're gonna go in, whether it's high-end or low-end,
00:25:52you having all of these workflows dialed in,
00:25:54I'd see as important and probably a worthwhile thing
00:25:56to do now before you get too overwhelmed
00:25:59in actually running the business.
00:26:00And so a lot of people who start businesses
00:26:02in this now-ish time have a tremendous advantage
00:26:06over existing businesses, because I've got 200 plus people
00:26:09that I've got to deal with,
00:26:10plus our portfolio company employees.
00:26:12And so I've got a lot of dead weight that I have to deal with
00:26:16to move the Titanic, whereas you,
00:26:17it's like you can be more nimble.
00:26:18And so you want to play to your advantage
00:26:20and not just purposely take on weight when you don't have to.
00:26:23- And you're going to clients?
00:26:27- Yes, no, no, not clients.
00:26:29The employees that you're gonna have in order to...
00:26:31Basically, don't grow faster for some arbitrary reason.
00:26:37Fix the ops of the business so that you can get your time
00:26:40down to almost zero, then scale zero.
00:26:44And you can do it now 'cause you got the cashflow
00:26:45and you got the time.
00:26:46So it's like, this is it, you got to go slow to go fast.
00:26:50You dig?
00:26:53- Perfect, thank you so much, Alex.
00:26:54- Appreciate you, man.
00:26:56Congrats on the...
00:26:56How much did you grow?
00:26:57How much did you grow since you've been doing our stuff?
00:27:01- The whole businesses and Alex are mostly like,
00:27:03I have their...
00:27:04I read your books all the time, every day.
00:27:07I mean, number one, the whole thing.
00:27:10When I came out to L1 in September,
00:27:14I was doing about...
00:27:15I had about five clients and now I came back.
00:27:18I'm at 27, signed up one today.
00:27:20We're doing 10K days.
00:27:21It's been eight days hitting it, 10K a day.
00:27:23- That's awesome, dude.
00:27:24I love it.
00:27:25- But it's going too fast, so that's why I want to ask.
00:27:26Thank you so much.
00:27:27- Don't grow too fast, yeah.
00:27:28Rock and roll, man.
00:27:29Appreciate you.
00:27:30All right, what does scale zero mean?
00:27:33Nicola, I will explain that.
00:27:36So scale zero is something that Layla and I say a lot
00:27:39in terms of how do we communicate to our team
00:27:44that we want to get our time to zero
00:27:47or this leader's time down to zero
00:27:48so that we can do a hundred times more?
00:27:51Because let's say you're at 20% time.
00:27:53Well, as soon as we 5X the business,
00:27:54you'll be at 100% again and then we'll be capped.
00:27:56And so it's like, I want to get down to zero
00:27:59so that I can then scale the shit out of it.
00:28:01And so this is a go slow to go fast situation,
00:28:04like I just said with him.
00:28:06Look at what you're spending your time on.
00:28:09Is there a version of this delivery
00:28:10that I can either automate or delegate
00:28:13to get my time to zero so that I can scale?
00:28:16Very common with brick and mortar, right?
00:28:18They're like, I've got one location
00:28:19I want to scale to a second,
00:28:20but they're still spending half their time
00:28:22running the location.
00:28:22It's like, well, you can't scale to a second.
00:28:24You got to get down to zero, have it continue to run,
00:28:26and then you can do the next one.
00:28:27Now the entrepreneur will typically say something like,
00:28:29well, what am I going to do all day?
00:28:31It's like, well, then we need to look at this business units.
00:28:33Well, one, you can just take off if you want to,
00:28:35just to see it, just to pressure test it.
00:28:37Or you look at the business unit itself,
00:28:39and if you're trying to take your time
00:28:40to build the foundation for the next one,
00:28:42I'm fine with that,
00:28:43as long as the first one still builds,
00:28:44or still continues to grow and make money.
00:28:47If you're curious what Vantage was,
00:28:51I think he referenced it.
00:28:52That's the community you have
00:28:54for million dollar plus business owners, I think.
00:29:03I priced it as cheap as the people in the community said.
00:29:06I said, how cheap can I make this
00:29:07without you believing that it's legit?
00:29:09And they said a thousand bucks a month.
00:29:10So that's what it's priced at.
00:29:11All right.
00:29:12I just wanted to have a community
00:29:13for million dollar plus businesses.
00:29:14'Cause usually until you get to about a million,
00:29:16it's like you're just barely figuring things out.
00:29:19And so a million plus is like the problem
00:29:22starts becoming more repeatable,
00:29:26rather than like, you know, make sure you do the basics.
00:29:29All right, let's rock.
00:29:33Or it's in the pin description, whatever.
00:29:34Okay, let's rock.
00:29:35Let's do it.
00:29:36- Alex, what's up?
00:29:40- What'd it do?
00:29:41All right, man.
00:29:44- I'm Kyle.
00:29:45I set outdoor lighting to homeowners.
00:29:46We designed and install it.
00:29:48Right now we're doing 1.8 million.
00:29:49I'm gonna get to six in this location.
00:29:51A lot about what you just talked about,
00:29:53not wanting to go too fast into the next.
00:29:56So I think what's currently stopping me
00:29:58is just an inefficient sales motion.
00:30:01Right now I have one sales guy.
00:30:02He just turned in his two weeks.
00:30:04So I'm starting from scratch on the sales motion, basically.
00:30:06And I want to find out when should I hire the next guy?
00:30:10Do I get somebody now and keep trying to fix it?
00:30:12Or do I fix it and then...
00:30:14- Yeah, what do you do?
00:30:16- Then find the guy, yeah.
00:30:18- So to me, this is like a red alerts thing.
00:30:21Now, how much of your business is recurring?
00:30:24- Almost zero, except for holiday lighting.
00:30:26- Got it.
00:30:27Okay, so you need to solve this like now.
00:30:30Do you know how to solve it?
00:30:31- Yeah, yeah.
00:30:32- Okay, so you know how to...
00:30:33You started selling yourself and then you got the sales guy.
00:30:35- Yeah, yeah, yeah.
00:30:35I have all the numbers right here if you want that.
00:30:37I can run through it too.
00:30:39- Not yet.
00:30:40So at first I was worried
00:30:42'cause I thought he was like the only person
00:30:44who could get you business.
00:30:45And I was like, that would be--
00:30:46- No, no, no, I'm doing about 20% myself now.
00:30:47- Okay, and he's doing 80?
00:30:49- Yeah.
00:30:50- Got it, okay.
00:30:51So then what stops you from--
00:30:52- Because I moved time, like I could do.
00:30:54It's not 'cause I don't know how to do it.
00:30:55- Yeah, okay, no, that's good.
00:30:56So what stops you from getting another guy like him
00:30:59'cause you need it?
00:31:02- I think there's too many problems in the sales motion now.
00:31:06It's not efficient enough.
00:31:07- Okay.
00:31:08- So I'm wondering, should I fix that myself
00:31:09before I try to train somebody
00:31:10on something that's not even working right?
00:31:12- All right, walk me through it
00:31:17and then we'll go from there.
00:31:21What I don't want you to do is kill your cashflow, right?
00:31:23- Yeah.
00:31:24- So I'd rather have some inefficiency
00:31:25and still have cashflow and then we can fix it.
00:31:28But let me hear what it is
00:31:29if there's any easy things we can pull.
00:31:31- Yeah, cool.
00:31:32So right now CAC is like $1,800 with ad spend and commission.
00:31:35They're all coming, everybody's going through meta.
00:31:38The big problem I think is we're closing 3.3% of leads
00:31:41on the year.
00:31:42- Okay.
00:31:43- And the front end offer is just you're our featured property
00:31:47and we give you a big discount
00:31:48for being the featured home of the month.
00:31:50So we added a DSLM because there was some like,
00:31:56it just wasn't fitting.
00:31:57Like people were like, oh, I want this free thing
00:31:59and it wasn't working.
00:32:01So since the VSL, which is basically like last month,
00:32:05we had our last two weeks, 168 leads of those,
00:32:1025% were unqualified just off of home value.
00:32:1350 shows off the 120 and only close five of those
00:32:18with expect like three to five more to close just.
00:32:22- You talked to 50 out of 120.
00:32:24You actually talked to 50 out of 120?
00:32:26- Mm-hmm.
00:32:27- That's great, dude.
00:32:29Was it in person or was this a phone?
00:32:30- In person.
00:32:33- That's great, man.
00:32:34Okay, so you talked to, so I don't think up to that part,
00:32:38I'm actually not that worried about.
00:32:40- It's crazy, I thought that was bad, cool.
00:32:41- No, it's meta leads, man.
00:32:43These aren't, yeah.
00:32:44'Cause if it was searched, then it'd be a different thing.
00:32:45But like, dude, meta leads are, they're just,
00:32:47it's not the highest quality platform.
00:32:49But you're talking to, you're talking to 50 out of 168,
00:32:53even if you have the unqualified, 50 out of 120.
00:32:56I mean, that's not where I think the issue is.
00:32:59Okay, what's the cost per lead, by the way?
00:33:02- 36 bucks.
00:33:04- Okay, $36 per lead.
00:33:06Okay, got it.
00:33:06- The cost per appointment is like 140.
00:33:08- Okay, got it.
00:33:09What's the, what's your lifetime gross profit per deal?
00:33:14- $5,500.
00:33:17- Great, this is awesome.
00:33:19Okay, yeah, dude, $140 an appointment closing a 5K thing,
00:33:25we can, I mean, we can make that,
00:33:26we can make those numbers work.
00:33:27Okay, so, I mean, fundamentally,
00:33:30you should be closing a third of these appointments
00:33:33and you're closing what percentage right now?
00:33:36- At 10%.
00:33:37- Okay, got it.
00:33:38So we have like, we need to do a triple.
00:33:39Okay, so walk me now through in more detail.
00:33:44So the person comes in for the feature of the month.
00:33:46So they, is this a lead ad?
00:33:48- Yes.
00:33:50- Okay, so lead ad, okay.
00:33:51And then there's, they submit, right?
00:33:54And then is there a thank you page that they get routed to?
00:33:57- Yes.
00:33:58- Okay, so the thank you page has a VSL on it?
00:34:02- Yes.
00:34:03- Okay.
00:34:03- VSL on the landing page and like a short one loan.
00:34:07- Got it, and then there's a schedule
00:34:08underneath of the VSL, correct?
00:34:10Okay, got it.
00:34:11And then after they book, what happens?
00:34:14- They get like automated first text and email stuff.
00:34:22It's pretty low book rate off of that, off the page.
00:34:24Most of those are manual reach outs to get them used.
00:34:26- Yeah, that's fine, that's fine.
00:34:28Okay, so the vast majority are not self scheduling.
00:34:30That's fine.
00:34:31Let's just run that flow real quick.
00:34:32So I wanted to say the other one.
00:34:34Lead form, thank you page VSL, they schedule.
00:34:37After they schedule, is there another VSL that you said?
00:34:40A mini video afterwards?
00:34:40- The same VSL that's on the thank you page
00:34:43is the one I'm using.
00:34:44- In case you missed it or something like that.
00:34:46Okay, got it.
00:34:47Okay, and then either way you're reaching out
00:34:50to all these people even if they self scheduled, right?
00:34:51I'm assuming.
00:34:52- Yes.
00:34:53- Okay, got it.
00:34:54So of the people, so now let's go the other path
00:34:56since the majority of people are manual reach outs.
00:34:58You're, you know, I'm sure speed to lead, double dialing,
00:35:01all that stuff.
00:35:01Okay, so we're getting them on the phone.
00:35:04Okay, now what happens?
00:35:05- So we try to get the appointment as soon as possible.
00:35:08And then here's like the one fix I'm trying to fix.
00:35:11The one thing I'm trying to fix right now is
00:35:13we were not requiring the spouse to be there.
00:35:16So like that was the one thing is all of them were like,
00:35:18this all sounds great.
00:35:19I've talked to my spouse, never hear from him again.
00:35:22- Yeah.
00:35:23- Was like the main thing.
00:35:24So now in the VSL, I like zoom in,
00:35:27need your spouse to be there.
00:35:28- Yeah, yeah.
00:35:29- I'm trying to fix that.
00:35:30So we don't have data on that yet.
00:35:31- Okay, but just walk me through process real quick.
00:35:36You reach out, you get them on the phone.
00:35:38What do you say?
00:35:39- So the first, we're just trying to schedule an appointment.
00:35:44We get like, we, the way I word it is
00:35:47we just need to do a quick walkthrough
00:35:48to see if this is even a good fit.
00:35:50- Okay.
00:35:51- And then we go to like appointment reminders, all that.
00:35:55At the walkthrough, it's just like,
00:35:58let's see if this is either an awesome fit
00:36:00and you're going to get 20 lights for free
00:36:02and we're going to do a hundred lights.
00:36:03So it's still going to be 30K.
00:36:05And you just get a, basically a 15, 20% discount.
00:36:08Or the second option is,
00:36:11well, like this isn't a great fit for that,
00:36:13but good news is they spend 30K.
00:36:15You only have to spend whatever, 10K, 5K,
00:36:19and we'll give you a few lights for free.
00:36:21- Okay.
00:36:24So before you get to the house,
00:36:27are these people watching the VSO?
00:36:29- Yes.
00:36:32- How are they, so this is why I'm upset.
00:36:33So you get on the phone, you say,
00:36:36we just want to check it out real quick.
00:36:37We send them reminders.
00:36:39When do they watch the VSO?
00:36:40- Gotcha, gotcha, yeah, yeah.
00:36:41When the appointment is scheduled,
00:36:42like, hey, we're going to meet you tomorrow at three.
00:36:44Okay, watch this video before we come out.
00:36:45Yeah, sorry.
00:36:46- Okay, and when you show up,
00:36:47do you make sure that they watch the video?
00:36:49- No, we say yes, but no.
00:36:54- Right.
00:36:55So, but I'll just make sure that we do this.
00:36:57So I would also have
00:37:01one that they're going to watch beforehand.
00:37:05And then I'm guessing you do some sort of moment
00:37:07where you like go out to the truck
00:37:08and like do some little calculation, whatever.
00:37:11When you go out to the truck,
00:37:13hand them an iPad and say,
00:37:14hey, you can watch this while I go, you know,
00:37:16call the boss and figure out what the numbers are.
00:37:18- Yeah.
00:37:19- And so then it just really pre-frames them
00:37:21right before you make the offer to close.
00:37:24Now, what I want to do is I need to understand more about that
00:37:27because I think part of that is we need to have the,
00:37:30like we need to confirm that.
00:37:34And then in the reminder sequence,
00:37:36are we getting confirmation the spouse is going to be there?
00:37:39- Apparently, like up until now, no.
00:37:42- Okay, so get confirmation.
00:37:43- No.
00:37:45- They say, it'd be like, hey,
00:37:46just to be clear, your spouse is going to be there too.
00:37:48If they say no, then we say, hey, awesome.
00:37:50Like let's just get it booked for a time that,
00:37:52because if you know that your close rate on those people
00:37:54is almost nothing, then let's just,
00:37:56let's kill the zombie upfront.
00:37:57So just add it to the reminder sequence.
00:38:00And so you can say, hey, just confirm, you know,
00:38:02two things for me.
00:38:03One, that you watched the video.
00:38:04Second, that your spouse is going to be there.
00:38:05If you confirm both, I'll see you tomorrow or whatever.
00:38:07And then morning of, I do the same thing.
00:38:09- Yeah.
00:38:10- Right?
00:38:11That way they know that it's actually important.
00:38:13All right, so that's on the nurture sequence part.
00:38:16We added in the VSL right as you walk in.
00:38:20And then as you do the calculation, great.
00:38:23So that's thing two.
00:38:24Thing three is we got to work on offer.
00:38:27All right, so one is spouse plus VSL nurture.
00:38:32- Yeah, and that second VSL,
00:38:35is that just another one of the same thing,
00:38:36but different words?
00:38:37- Yeah, more proof.
00:38:41(mouse clicking)
00:38:44- All right, third one.
00:38:46All right, tell me about the offer a little bit more.
00:38:48'Cause it kind of went over it.
00:38:49So you're saying be one of our featured homes, right?
00:38:53- Yeah.
00:38:54- Okay.
00:38:55- So if you're the featured house of the month,
00:38:57you get 20 lights completely for free
00:38:58and like a full media package.
00:39:00If you ever want to sell,
00:39:00like you can use all these photos and videos,
00:39:03then prioritize the install date.
00:39:06You'll get it sooner than everybody else.
00:39:07- Okay.
00:39:09- And then, yeah, 20 lights free,
00:39:13but then it's still,
00:39:14typically those homes need 80 to 100 lights.
00:39:16Like we picked the best one of the month.
00:39:18So there's still going to be 25 grand.
00:39:20Our close rate on those is crazy high.
00:39:22They almost all say yes
00:39:23when we actually select the one person.
00:39:25But the problem is obviously like everybody
00:39:27besides the one per month,
00:39:29which for them, we say like the way we're.
00:39:31- Oh dude, have you,
00:39:33you've gone through money models, right?
00:39:35- Mm-hmm.
00:39:36- You need to run this as a giveaway.
00:39:38- Mm-hmm.
00:39:39- So you're not selling the second place prize.
00:39:42- Mm-hmm.
00:39:43- You need to sell the second place prize.
00:39:44That's what's missing.
00:39:45- Yeah.
00:39:47- So you say,
00:39:48if everybody says they want to get the first place,
00:39:51then you say, "Hey, you got second place."
00:39:54The asterisk is you can give more
00:39:57than one second place prize away.
00:39:59- Mm-hmm.
00:40:00- That's how you do it.
00:40:01- Yeah, okay.
00:40:03- I want to make sure you get it,
00:40:04'cause it's super important.
00:40:05- Yeah, yeah, yeah.
00:40:05Actually, like I messed with this idea,
00:40:06but I haven't done it,
00:40:07but it's basically like you're not in a featured property,
00:40:08but you are the highlighted home.
00:40:10- Yeah.
00:40:11- I could use that.
00:40:12- Yeah.
00:40:13- Sweet.
00:40:14- Just make it second place.
00:40:15And the best thing is,
00:40:16the highlighted home gets all the stuff
00:40:18that the featured home does at 20% discount.
00:40:22- Mm-hmm.
00:40:23Which is basically what they get anyway,
00:40:24because their house is so big.
00:40:26Sweet.
00:40:29(laughing)
00:40:30Yeah, that makes sense.
00:40:31- Think you can sell that?
00:40:32Think you can sell that?
00:40:33- Yeah, yeah.
00:40:34- That was it.
00:40:35That was what you were missing.
00:40:36- Cool, so bring another guy in right now.
00:40:38- Yeah.
00:40:39I think we just need to fix those two things in the process,
00:40:41but I think the offer was off, dude.
00:40:42You sold them on this big thing,
00:40:43and then you were like, nah.
00:40:45(laughing)
00:40:46- Yeah, that's how it feels every time.
00:40:47- Yeah, you're not gonna be that person.
00:40:49No, it's like, hey, so full disclosure,
00:40:53like featured home, we did have selected,
00:40:55but your house is great and would be a highlighted home.
00:40:59- Yeah.
00:41:00Yeah, and then do you frame that in the BSL at all,
00:41:03or only talk about the featured home?
00:41:05- So the way that I prefer to do giveaways
00:41:08is that you have your first and second place prize public,
00:41:12and the second place prize is just a discount
00:41:15applied to the first place thing.
00:41:17And so when everyone opts into the first place thing,
00:41:19they all say, I want this big thing.
00:41:22And so it's a very seamless transition to say,
00:41:24oh, you didn't win the thing.
00:41:25Like if I said, hey, I'm gonna work with you.
00:41:27Like, let's say hypothetically, I was gonna do,
00:41:30and you wanna sell the price of it, too.
00:41:31That's what's important.
00:41:32So let's say that it's like,
00:41:34you're gonna work with Alex for a year.
00:41:35It's a million dollars.
00:41:35I'm just making this up.
00:41:36All right.
00:41:37You work with Alex for a year, it's a million dollars.
00:41:38You're gonna get 12 calls a month,
00:41:40and he's gonna talk to you about your business
00:41:41like he's the board of directors.
00:41:42Okay.
00:41:43Second place prize gets the same thing from Alex,
00:41:48the million dollar value, but you get it for 500 grand.
00:41:52And so when we call people up and say,
00:41:55hey, I've got good news, I've got bad news.
00:41:57The bad news is you didn't win first place,
00:41:59so you're not getting the million dollars free.
00:42:01The good news is you get that thing you wanted for half off.
00:42:04That's how it works.
00:42:05So it's the same prize.
00:42:08You just apply some discount to the thing.
00:42:10So one person gets it free.
00:42:12Everyone else gets a discount on the main thing.
00:42:14- Yeah.
00:42:15- Six inches, dude.
00:42:17You're six inches away.
00:42:18Yeah, keep going.
00:42:19- Yeah, yeah, yeah, love it.
00:42:20So what happens with a lot of people
00:42:22that end up not booking or not buying
00:42:23is they see the featured houses of the month in the VSL,
00:42:27and they're like, my house is nowhere near like this,
00:42:29so I don't win, I'm out.
00:42:31How do you frame it to that person before the appointment
00:42:34to get them to still get second place?
00:42:36- Well, you wanna say,
00:42:38state the facts and tell the truth.
00:42:39I'd say we have a first place and second place prize,
00:42:43third prize is a set of steak knives.
00:42:44I'm just kidding.
00:42:45(laughing)
00:42:46And I'm gonna show you some of our first place prize winners,
00:42:49and I'm gonna show you some of our second place prize winners
00:42:50'cause I wanna be upfront with you guys.
00:42:52- Yeah, yeah, yeah, yeah.
00:42:53- I wanna be upfront with you guys.
00:42:54We deal with houses in a whole spectrum,
00:42:56and of course, everybody wants to be
00:42:58cover of Forbes magazine,
00:42:59but the thing is you can still,
00:43:01this is something you can use for your real estate
00:43:03when you sell the house.
00:43:04Like if you just get these pictures and this lighting,
00:43:05that alone will add more to the home value
00:43:08than the price was.
00:43:08Lighting's one of the cheapest, highest return things
00:43:10that you can do.
00:43:11So this is not even a,
00:43:12we're not even, you're not even buying anything here, right?
00:43:14Like you're just getting home value at a discount.
00:43:16- Yeah, yeah, yeah.
00:43:18- Dig it?
00:43:20- Yeah, a lot.
00:43:21- And I would also say the good news is that
00:43:22if you're actually not one of these feature houses,
00:43:24for the, and to be clear,
00:43:25if you're one of the feature houses, love you,
00:43:26that's gonna be, we're gonna have an awesome time,
00:43:28but by percentage, you get a higher percentage value lift
00:43:32with lower value homes.
00:43:33So you actually get a better deal,
00:43:38even though you had to pay for it.
00:43:40Does that make sense?
00:43:40- Yeah, yeah, yeah, yeah, that makes a lot of sense.
00:43:42- So that would be my pitch.
00:43:44- Sweet.
00:43:45Awesome.
00:43:48- Feel good? - Thank you.
00:43:48- Rock and roll?
00:43:49- Yeah, yeah, yeah, I love it, love it.
00:43:50- All right, dude.
00:43:51Well, let me know how it goes.
00:43:52(laughs)
00:43:53- Will do.
00:43:53- Appreciate you, man.
00:43:54- Yeah, thank you.
00:43:55- All right.
00:43:56I love offer shit.
00:43:58Offer shit's always fun.
00:44:01Thank you for your books.
00:44:02I am reading your sales book.
00:44:03I sell browser extension where you learn from second book.
00:44:07I don't know what that says.
00:44:08Okay.
00:44:08Plan to learn database reactivation
00:44:11for restaurants and bars.
00:44:12They are known to have thin margins.
00:44:14Good idea.
00:44:14How to charge?
00:44:16Who do I, you know, what kind?
00:44:17So what's interesting with restaurants,
00:44:18a lot of times they don't have big lists.
00:44:21That's what's tough with restaurants
00:44:22is they don't do a lot of lead capture.
00:44:24That's the only reason.
00:44:26I do agree they have thin margins.
00:44:28Honestly though, man, like go towards,
00:44:30go to the people who've got the money, right?
00:44:32Who doesn't have thin margins and has a list?
00:44:34Like go do reactivations for med spots, dude.
00:44:36Go to reactivations for,
00:44:38I'm just, I mean, dude, I would drive down the road
00:44:41and be like, okay, which of these businesses?
00:44:43Like there's so many businesses.
00:44:44Just find one that has better margins.
00:44:46Find one that has better margins
00:44:47and typically does more lead capture.
00:44:49They'll usually have a bigger list.
00:44:51And then all you gotta do to make that whole model work
00:44:53is just figure out the offer that generates cash up front
00:44:57that has high gross margins.
00:44:59And then you literally just rinse and repeat that playbook.
00:45:01And then if you get smart about it,
00:45:02which I mean, YOLO, why not?
00:45:04I want you to add in the next services
00:45:08that someone would want after you generate the cash
00:45:10that you can sell them into.
00:45:11All right.
00:45:12Let's roll.
00:45:15Let's roll play.
00:45:18Calm down.
00:45:19Calm down.
00:45:21What's up, what's up?
00:45:27I'm gonna see if I can expand my time.
00:45:28If I can stay on a little bit longer.
00:45:30When do you need us to leave to see the location?
00:45:37Who we got?
00:45:42We good?
00:45:44We rolling?
00:45:45What do you think about e-commerce dropshipping?
00:45:49I think it's a great way to start making money,
00:45:50not a good way to keep making money.
00:45:52Oh, I had him.
00:45:55He was there.
00:45:57He was there.
00:45:58He's not there no more.
00:45:59All right, role playing.
00:46:07You guys are killing me.
00:46:08Okay, just started a growth business system program
00:46:11for sign companies.
00:46:12Two paths, either video or in person.
00:46:15How do I make this model work?
00:46:17I don't even understand how you do it via video
00:46:26for sign companies.
00:46:27Oh, got it.
00:46:30You want to help them grow for sign companies.
00:46:32That's unique.
00:46:33I mean, just do it online.
00:46:35I mean, if it's just digital ads and stuff,
00:46:36I would just do it online.
00:46:37There's no point in having brick and mortar presence
00:46:38unless you just don't know how
00:46:39to acquire customers in person.
00:46:41Okay, all right, Tony.
00:46:45Let's rock, dude.
00:46:47- All right, sounds good, man.
00:46:48What's up?
00:46:48- Let's do it.
00:46:50- All right, so I sell tax strategy and tax filings
00:46:53to people overpaying in taxes.
00:46:55I currently make four million now, would maybe like to exit
00:46:58for a hundred mil.
00:46:59And what stopped me is not having like a massive brand.
00:47:02So people don't really know us when they think tax.
00:47:04We want to be first in mind.
00:47:06Make videos, but barely get any views,
00:47:09but brand will unlock us, hit that premium
00:47:11and have demand gen.
00:47:13And if we can't build brand, business over.
00:47:16AI will start taking our lunches
00:47:18and people won't be willing to pay for a premium relationship.
00:47:21But ultimately no one will know, care about our business
00:47:24and we will not be able to hit our revenue goals.
00:47:26So just, you know, how do we build a brand?
00:47:27Been making videos for four years on all social platforms
00:47:30for, you know, posting five times a week
00:47:32and still can't get views.
00:47:33- Okay, so I'm going to rewind a second.
00:47:36How are you getting customers right now?
00:47:38- Word of mouth, referrals from our existing clients.
00:47:43That's our biggest one.
00:47:44And then some trickle in from Facebook groups.
00:47:46And then we also have, we run some paid ads,
00:47:49but not really, haven't done really well in that space.
00:47:52- Are you supply constrained right now?
00:47:53Like, can you handle more customers?
00:47:55- Yeah, we can handle more customers.
00:47:57- Okay, got it.
00:47:58What's the pricing model and who's the avatar?
00:48:00- Pricing model is 3000 bucks.
00:48:03Come in, get the tax savings strategy.
00:48:05So it's a full money back guarantee
00:48:07if we don't find 3K for you.
00:48:08And then after that, you get enrolled into the membership.
00:48:11You can apply that 3K as a credit over the next 12 months.
00:48:14And then the membership, it's where you do your filing,
00:48:16the accounting, the bookkeeping, couple calls,
00:48:19the whole enchilada.
00:48:21It ranges from complexity anywhere from 300 to 3000 bucks
00:48:25every four weeks.
00:48:26On average though, it's like 500 bucks every four weeks.
00:48:28And then we sell to a triangle of people.
00:48:31It's business owners, real estate investors and high W2.
00:48:34I'm in San Francisco, so a lot high W2 folks.
00:48:37So anyone that just has that feeling
00:48:38where usually we're their next stop after their TurboTax
00:48:42or they're down the street or a mom and dad's accountant
00:48:44that doesn't do any tax strategy,
00:48:46we're usually their first stop for tax strategy.
00:48:48- Got it, got it.
00:48:50Okay.
00:48:51All right.
00:48:53Why do you think the content doesn't work?
00:49:05- Not that interesting of a guy.
00:49:10Maybe the value isn't there.
00:49:11So we've gone from the education side of like,
00:49:15hey, here's all the tax strategies you can do.
00:49:16Come talk about the strategy itself.
00:49:19My personal belief talking to my wife and stuff is like,
00:49:21I think taxes is a very dry industry.
00:49:23Maybe no one cares 'cause people barely file their taxes now.
00:49:26Like we run the people who don't file their taxes even.
00:49:28So yeah, it might be just a dry ass industry.
00:49:32- I would reject that.
00:49:35- Yeah.
00:49:36- So I think if you look at Erica taught me,
00:49:41she has a, do you know who she is?
00:49:43She's got like, she's a lawyer.
00:49:44She does.
00:49:45- Oh yeah, yeah, yeah, yeah, yeah.
00:49:46- I mean, I think legal is more boring than taxes
00:49:50and she's got like five and a half million followers
00:49:52on just like Instagram.
00:49:54So I don't think tax is boring.
00:49:57I think you might make tax boring.
00:49:59And I say that not in a harsh way.
00:50:01- Oh yeah, I probably do.
00:50:03- Yeah, I'd also look at Vivian too.
00:50:06She does some financial stuff that I think
00:50:10is more like tactical-y, personal finance-y.
00:50:14I think there's also, like you look at Dave Ramsey,
00:50:17obviously he's personal finance as well,
00:50:19but in a different kind of flavor, more on the saving side.
00:50:22But I think absolutely if you did like live,
00:50:24like, yeah, well, I got two things you can do right now,
00:50:26like you demonstrating the expertise.
00:50:29I mean, look at what I'm doing, right?
00:50:32Business advice could be perceived as boring.
00:50:35So it's like, I mean, at the end of the day,
00:50:37people like making money and people like saving money.
00:50:39And so I don't, in some ways, if you think it's tax,
00:50:41then it's boring.
00:50:42If it's like, let me show you how I save this guy
00:50:45$100,000 in his pocket in 20 minutes,
00:50:49that is far more interesting.
00:50:51And so I think demonstration of expertise in a world of AI
00:50:56is super, super important.
00:50:57And it will be something that AI will not be able to fake.
00:51:00So I would say do that as a content strategy,
00:51:03demonstrating the expertise.
00:51:05In terms of your, where are you posting right now?
00:51:12Instagram, TikTok, Facebook.
00:51:13Facebook's been getting some traction lately actually.
00:51:16- Facebook has the most users
00:51:17out of any social media platform.
00:51:19Yeah, totally.
00:51:20Also, buyers on Facebook, dude.
00:51:22Like the older demographics there
00:51:25and guess what they have?
00:51:26The money.
00:51:27So I think you should totally double down on Facebook.
00:51:31It's actually like people are not using it enough.
00:51:32Like we grow disproportionately quickly on Facebook as well.
00:51:35Okay, so the content you're making,
00:51:39you were making tax stuff.
00:51:40You shifted to making something else.
00:51:42What is that?
00:51:43- Oh no, it's all tax stuff too.
00:51:45We've just been making more tax content.
00:51:46- Then what's the process?
00:51:48You just say like, here's a tax code
00:51:50you didn't know about?
00:51:51- Usually like, yeah, here's a tax like strategy,
00:51:56paying your kids, Augusta rule, rent their home.
00:51:58- Go real stories, man.
00:52:00You have how many clients you got?
00:52:03- You're 800.
00:52:05- Okay, so imagine as part of the value add that you have,
00:52:09you also do a personal call with them,
00:52:11like what I'm doing right now.
00:52:12And then you do the fastest diagnosis of their business
00:52:16and you cut it down and you start clipping it.
00:52:18So now it's a value add and it's marketing.
00:52:20It's not interesting 'cause it's a hypothetical.
00:52:25So what makes content interesting is stakes, right?
00:52:28You have to have stakes, yes.
00:52:31And so there's ways of making stakes,
00:52:33which is the artificial way,
00:52:34which is like you just create a hook.
00:52:35A hook creates artificial stakes, which is curiosity.
00:52:38What if I basically,
00:52:39I wasted my time if I don't hear the rest of this,
00:52:41that's the stake with a good hook, right?
00:52:43Now, if we want to create real stakes,
00:52:45it's like if someone starts a call and says,
00:52:48I'm on the edge of a cliff, I'm about to jump off.
00:52:50And if people actually believe that,
00:52:53the stakes in the call are life or death, right?
00:52:55And so you will get watch time.
00:52:57Now, of course you want to do this ethically and whatnot,
00:52:58but I use it as an example.
00:53:00And so for you, you need to,
00:53:02are you studying anyone in the space that you admire
00:53:05that you think is doing a good job?
00:53:08- Hmm, not studying game tape, yeah.
00:53:12- Yeah, dude, like look at where the people who are in,
00:53:15like I just gave you two,
00:53:16but like you should have like a list of 10
00:53:18who are doing better than you.
00:53:21Look at the hooks that they're using and then say,
00:53:23okay, can I use this hook and then solve it a different way?
00:53:26So my, I don't,
00:53:26I'm not a big believer in copying people's content.
00:53:28I think it's a bad idea, but if you want to use a hook,
00:53:30I think that's whatever.
00:53:31If you had, you know, you want to reuse five or 10 words,
00:53:33and then you have a very different delivery on that hook,
00:53:36I'm all for that.
00:53:37And so I think a combination of studying the people
00:53:39who are in the space, modeling the structure,
00:53:41because you have to hook, retain reward
00:53:42is literally how content works, right?
00:53:45I'm going to bet that your hooks aren't that good
00:53:47and that the content itself is generic rather than specific.
00:53:51And so people like, think about how silly,
00:53:54I use this example a lot, but I think it drives it home.
00:53:56Like Dave Ramsey literally tells people three hours a day,
00:54:00five days a week for 40 years, spend less than you make.
00:54:04That's the content.
00:54:05I could make an argument that that is drier than tax, right?
00:54:09But when you get into the story of it and it's like,
00:54:12oh, my husband's cheating on me and he did this thing.
00:54:14Now it's like, you know, it's, there's drama there, right?
00:54:17So you can use the stories because at the end of the day,
00:54:19you're just going to give them a couple of pieces of advice.
00:54:21And you're like, well, shoot, there's only so many tax codes.
00:54:23It's like, dude, he literally tells people to spend less.
00:54:26Like it could, the advice couldn't be simpler,
00:54:29but it's the situation.
00:54:31It's the context that makes it interesting.
00:54:33And the stakes is what did you spend last year?
00:54:35And imagine the one where it's like,
00:54:37I have a $500,000 tax bill and I don't have the cash.
00:54:39Stakes.
00:54:42And I bet you, have you had that situation come happen?
00:54:45- Oh yeah, uh-huh.
00:54:46- Right.
00:54:47You have amazingly high stakes in this business
00:54:49and you're just not using it.
00:54:51- Oh, okay.
00:54:53So using clients,
00:54:56confirm it's cool with them, chop it up, mix it up.
00:54:58In terms of demonstration of expertise,
00:55:00is that just like a, like a, like a show?
00:55:03- No, no, no, like I'm saying, demonstrate your expertise.
00:55:06I'm demonstrating my expertise right now, right?
00:55:09You do what I'm doing.
00:55:11Show you helping someone save money on taxes.
00:55:14- Oh, okay.
00:55:16And then use a medium through a client.
00:55:19- Yeah.
00:55:20Are you, do you have any, you have,
00:55:21'cause you're a local, right?
00:55:23- I wouldn't buy me that.
00:55:26- As in like you have in-person business.
00:55:27If you said San Francisco, so a lot of people,
00:55:28you're in the Bay Area.
00:55:29- Oh, it's fully remote actually, yeah.
00:55:31- Okay, well, worst case if they're all,
00:55:33if they're all geographically located,
00:55:34you can invite them in to do some stuff.
00:55:36- Oh, okay, okay.
00:55:38So do it IRL, don't do a Zoom call.
00:55:40- Yeah, I think IRL will work a lot better.
00:55:42- Oh, okay.
00:55:43- If you have that ability, which you do, do it.
00:55:45You know what I mean?
00:55:46- Got, oh, okay.
00:55:47That's a key part.
00:55:49- Yeah, I'm saying like Dave Ramsey's remote.
00:55:51So I don't want you to get this belief
00:55:53that it doesn't work the other way.
00:55:54But I'm saying, if it's your first shot,
00:55:55you'll have better, you'll have,
00:55:56it'll be easier to get it to work in person
00:55:59than it will be remote.
00:56:01- Oh, okay, yeah.
00:56:02- So let me give you the TLDR on this.
00:56:05You need to build in to your delivery model,
00:56:09a mechanism that on a monthly basis,
00:56:11you are going to talk to 20 to 50 clients.
00:56:14And you're gonna talk to them in person or remote,
00:56:18and you're gonna record that so you can add them,
00:56:20give them more value.
00:56:22And you're gonna structure the call in a way
00:56:24so that you can start with the stakes
00:56:25that they're going through,
00:56:26their last year's bill versus this year's bill,
00:56:29or maybe how they started and what they're,
00:56:31the bill that's upcoming
00:56:32and how we're gonna try and pay it down, whatever it is.
00:56:34And then you're gonna go through one to three tactics.
00:56:36They're gonna help them.
00:56:37That's it.
00:56:38You just do that over and over and over again.
00:56:40- Gold.
00:56:42Okay, nice.
00:56:44Oh, I saw there.
00:56:45And then go down.
00:56:46And then are they in that clip or no?
00:56:49- Yeah, of course they're in the clip.
00:56:50- Get their consent.
00:56:51Okay, just get consent.
00:56:52- Yeah, and you can also just blur out the,
00:56:54like this is where a phone works well,
00:56:57because you don't see the faces.
00:56:58It's John from whatever, like no one knows, right?
00:57:01So you could just do face
00:57:02and they could do all the financials.
00:57:03But if you have no face and it's just John, who knows, right?
00:57:06So you can do it that way.
00:57:08Or if they're in person, you can blur out the face.
00:57:10Either way works, man.
00:57:12- Okay, and then generally our meetings right now
00:57:14are about an hour.
00:57:15Like would it be that long or no?
00:57:16- No, I mean, our meeting right now is 10 minutes
00:57:18and we're about 10.
00:57:19- All right.
00:57:20So just, okay, quick things.
00:57:22- Yeah, dude.
00:57:22It's just like, you're good at this stuff.
00:57:24You're doing 4 million bucks a year, right?
00:57:25So you don't suck at it.
00:57:27So just give them one or two things that they can take away.
00:57:31And also you can just consider calling,
00:57:33like you have followers, right?
00:57:35Even though you've been posting for a while,
00:57:36DM some of your followers.
00:57:38Just say, hey, want to do a free Jack salt, no pitch.
00:57:41I'm just doing it for content.
00:57:43Your lucky day.
00:57:44- Nice, uh-huh.
00:57:47- Cool?
00:57:48- Dude, so solid, man.
00:57:50Thank you so much. - All right, good.
00:57:50Appreciate you, dude.
00:57:52- All right, take care.
00:57:53- Rock and roll.
00:57:55- All right, Vantage is the group
00:58:00that I'm taking the calls from.
00:58:01It's our million dollar plus community for business owners.
00:58:03If you're a million dollar plus community,
00:58:05if you are a million dollar plus community
00:58:06for business owners, you'd like to join, you can go there.
00:58:08I priced it as cheap as they would let me.
00:58:10I just asked them how cheaply can I put this?
00:58:13And they said, make it a thousand dollars a month.
00:58:15Even though the revenue maximization point, by the way,
00:58:18was $5,000 a month, the cheapest amount,
00:58:21the point of marginal cheapness, which is beyond that point,
00:58:23people would not believe that it would be possible,
00:58:25was 1,000, which is why it is priced that way.
00:58:26So if that's you, love to have you.
00:58:29Inside, we do lots of AI stuff,
00:58:32which is what we're focused on.
00:58:34All right.
00:58:34Rock, roll?
00:58:39Let's see, I'm gonna do one from the chat real quick.
00:58:41Alex, what is your advice for people at rock bottom?
00:58:44I live in a thermal country.
00:58:45I tried to offer B2B AI agentic services starting in the US,
00:58:48but there are compliance and trust issues.
00:58:52I don't know what the compliance issues would be.
00:58:54I mean, it sounds like you just couldn't sell people.
00:58:57There's no issue with,
00:58:59like you could sell agentic setup services
00:59:02to businesses all day long until the cows come home.
00:59:05So I don't think that's a problem.
00:59:06I will say that I'm gonna bet,
00:59:10just off of the name that I saw,
00:59:13that you probably need to do a cleanse of your social media
00:59:18to make it look like you're a legit business.
00:59:21You need to make sure that your content looks
00:59:23like it's AI'd out and looks clean and good
00:59:26so that they're like, man,
00:59:27I want my stuff to look like this and look dialed.
00:59:29And then your outreach tips and things like that,
00:59:31those calls will go better.
00:59:32Also, if you have a very, very, very strong accent
00:59:35speaking English, it will for sure affect your sales.
00:59:38With that, let's rock.
00:59:40Hello, hello.
00:59:43Hello, hello.
00:59:44Alex Ramozi, I love you.
00:59:47I love you too, man.
00:59:49Let's rock.
00:59:51So I'm Abram.
00:59:52I have an easy natural weight loss program for women online.
00:59:57We do $4.1 million a year right now.
01:00:01And we'd like to be at $12 million a year.
01:00:05What is stopping me is consistently filling
01:00:10the sales calendars with qualified leads.
01:00:13And if I don't solve this problem,
01:00:15then my team can't support their families
01:00:17and not hitting my goals bothers me to no end.
01:00:21So how can I get more qualified leads
01:00:24on my sales reps calendars consistently?
01:00:27- Yeah, so they can feed their kids and not be homeless.
01:00:29What are we doing here?
01:00:30- Right.
01:00:31- All right, so primary way of getting customers right now?
01:00:34- It's basically 50/50 between meta ads and organic.
01:00:39- Okay, and is it IG?
01:00:41Is your organic?
01:00:44- Mostly, it's Facebook and Instagram for the organic.
01:00:49- Got it, so it's meta.
01:00:49All right, so meta, organic, and then meta ads for-
01:00:52- Correct.
01:00:54- Yeah, on paid.
01:00:55Okay, got it.
01:00:56What's price point and what's CAC?
01:00:59- My price point is $10,000 for a year
01:01:05or $5,000 for a downsell for a year.
01:01:09I'll pull up our cost to acquire a customer right now.
01:01:13It is $1,193 cost to acquire a customer.
01:01:18- Is that paid or blended?
01:01:22- Blended.
01:01:24I don't know how to separate them anymore
01:01:26ever since I've been doing paid and organic.
01:01:28It's really hard because they'll go through one path
01:01:32and then they end up out the other end.
01:01:35- I got you.
01:01:35So 1,100 is blended?
01:01:37- 1,100 is blended, correct.
01:01:39- Okay, that's not bad.
01:01:41Okay, all right.
01:01:43And then you said five and 10K, what's average ticket?
01:01:46- The average ticket is...
01:01:49Is 5,087.
01:01:54- Oh, so most people go for the five.
01:01:55So you anchor at 10
01:01:56and then most people drop down to the five?
01:01:58- Correct, yeah.
01:01:59- Okay, got it.
01:02:00All right, 57.
01:02:02Okay, got it.
01:02:03So you need to scale your demand gen side.
01:02:07All right, so dude, weight loss is tough, man.
01:02:11It's tough, man.
01:02:16The reason it's tough is there's no revenue retention
01:02:18in the business, right?
01:02:21Like after you sell this thing,
01:02:22I'm guessing they don't buy something else, do they?
01:02:25- Yeah, we sell them into our backend, the community for it.
01:02:28They typically stay on for two to three more years.
01:02:31- Okay, what's the price point of that?
01:02:34- That one is like a fourth the price.
01:02:36We basically, we took the money models approach where we...
01:02:40Yeah, exactly.
01:02:41So after the first one,
01:02:42we sell them for basically half the price.
01:02:44So like 2,500 upfront.
01:02:46And then they do a monthly recurring
01:02:48and then they get to keep that monthly recurring
01:02:49for as long as they stay in the program.
01:02:51- And what's the price point of the monthly recurring?
01:02:54- It's anywhere from 50 to $150 a month.
01:02:57- Got it.
01:02:59And so that's where the churn is super low 'cause they pay.
01:03:00So what percentage of people go into the 2,500?
01:03:04- 70% go into the 2,500.
01:03:07- That's astonishing, dude.
01:03:09- Yeah, and they're actually thanking us
01:03:11on the sales calls now because they're like,
01:03:13"Oh my gosh, I cannot believe you're letting me do it."
01:03:15'Cause we increase the price for our program
01:03:17by $1,000 every six months.
01:03:18We're very public with it.
01:03:20So everyone that's in the program already, they're like,
01:03:22we have people that joined for $3,000 before.
01:03:25And now they're like,
01:03:26"I get to pay $1,500 plus $100 a month."
01:03:31And they're like, "Oh my gosh, this is the best thing ever."
01:03:32- Dude, I love it.
01:03:33I almost wrote a whole chapter on it, I love it.
01:03:36Okay, cool.
01:03:37So we have to increase demand.
01:03:38I mean, if these numbers are true,
01:03:41which I'm assuming they are, right?
01:03:44If you had a three-year stick on 100 bucks a month,
01:03:47you've got 10K on the back, right?
01:03:51Plus the 2,500, you got 12,500 plus the 57, right?
01:03:55So you're at almost 18,000 in LTV, right?
01:03:59And a lot of that's margin.
01:04:01- Yep, yeah, a huge part of it is margin, yeah.
01:04:04- What's margin right now on four?
01:04:06- Oh, like what do we take home?
01:04:12- Yeah, what's your net?
01:04:13- My net for, oh crap, I'd have to pull up the other ones.
01:04:16But anywhere about 120,000 a month,
01:04:20I take home for what I take home.
01:04:24- Oh, a month.
01:04:25Okay, I was like, what the hell?
01:04:26Okay, got it.
01:04:27So you're doing 1.4 on four.
01:04:30- Yeah, so that's like the net net.
01:04:32Like if we're just talking about the net operating costs
01:04:36or things like that, or you just being like net
01:04:37that I take home. - No, that's fine.
01:04:38That's fine.
01:04:39So you got, so yeah, so you're at like 30-ish percent
01:04:42net margins somewhere in there.
01:04:44- Yeah. - Okay, got it.
01:04:45Okay, so what happens when you scale your paid?
01:04:51- So ever since Andromeda hit,
01:04:54it's been way easier to have profitable ads.
01:04:57Like it's so crazy because as soon as you put something up,
01:05:00you spend like $30 and we get a 5K painful like the next day.
01:05:04- Yeah.
01:05:05- And then a week later, it is just hammer gene money.
01:05:09Like, or the lead quality just goes to shit like right away
01:05:13and we have to shut it off.
01:05:14So I'm basically just cranking through a ton of
01:05:18like things for Tafithian Andromeda engine.
01:05:22- Yeah.
01:05:23- And that works to a point,
01:05:24but I can never seem to scale it up
01:05:26to wherever I want to get.
01:05:27I've never found, I've not found a true winner
01:05:30in like, I feel like a year now.
01:05:32They've all just been really short cycles.
01:05:34- It's 'cause the game has changed.
01:05:36And so what you need to build,
01:05:38so this will be really good for a lot of people,
01:05:40not just you.
01:05:40So you obviously have like,
01:05:43when you have weight loss in the business like yours,
01:05:44it's all demand, right?
01:05:46And so rather than me say,
01:05:48"Hey, let's make more better content."
01:05:50I think that that one seems obvious.
01:05:52I think what you need to build
01:05:54is kind of what I was talking about from the tax side,
01:05:56but you need to build this.
01:05:58You need to build a self-looking ice cream cone
01:05:59within the business
01:06:01that can basically make you an affiliate army.
01:06:03So for example, like we put out, gosh,
01:06:06I would say collectively probably 500 pieces
01:06:08of creative a day.
01:06:09And so you just aren't putting nearly enough creative out,
01:06:13which means like, if that is the true limitation
01:06:16of the business, which it is right now,
01:06:17like right now, the thing that's limiting your business
01:06:19is you're creative.
01:06:20You need more creative.
01:06:21And so that means we need to have a processor,
01:06:23a system that creates creative.
01:06:25And so my curiosity would be,
01:06:30is there a way that we can create a cycle
01:06:33for your customers to make reels and shorts
01:06:38about your stuff and basically keep their,
01:06:43instead of paying $100 a month,
01:06:45it's like you can pay $100 a month,
01:06:46or you can make me two pieces of content a week
01:06:49or five pieces of content a week.
01:06:50- What does that content look like?
01:06:54- Then you would look at all the strongest hooks
01:06:59in weight loss, tell them what those hooks are,
01:07:03let them use those hooks and also make their own
01:07:05because that's how you discover new ones.
01:07:07So what you need to do,
01:07:08so are you familiar with TikTok Shop?
01:07:10- Yeah.
01:07:11- Okay.
01:07:12You want to create your own TikTok Shop affiliate system
01:07:17fundamentally for people to create creative
01:07:21to promote your thing.
01:07:22Like this is what will take you from four to not 12.
01:07:25Like this will take you to 50.
01:07:26Like this is the highest point of leverage
01:07:29in the business for you.
01:07:30And so answering the question,
01:07:32like how can I get a hundred people
01:07:34to make me five pieces of content a week?
01:07:37So you get 500 pieces of creative and with Andromeda,
01:07:41the algorithm will read number one, what they're saying,
01:07:45number two, what they look like in the room.
01:07:47And so it will match because all Andromeda did,
01:07:50which is why the ROI is so high is they just took the,
01:07:53the idea of national ad campaigns is like gone.
01:07:56It's all sub-segments because they want the,
01:07:59they want the process,
01:08:01rather they want the experience for a consumer to be,
01:08:05feel like the algorithm is so catered to them,
01:08:07which means that advertisers can no longer just be like,
01:08:10hey, buy my shit, right?
01:08:12It's like, you have to be like, oh, you're just like me,
01:08:14who looked like you need to talk like me.
01:08:16And you're making those recommendation now more likely.
01:08:18So marketers love it and hate it
01:08:19because it's your experience is 100% what Andromeda does.
01:08:23You get better ROAS and it burns out in two days.
01:08:26And so I just happened to come,
01:08:28like the biggest gift I ever got
01:08:29was I started as a local business owner.
01:08:31And so I had the same a hundred thousand people
01:08:34I could advertise to.
01:08:35So I had to make fuckloads of creative before it was cool.
01:08:38So that's why I've flexed this muscle a lot.
01:08:40And so it, but your needs at your spend is beyond,
01:08:47like you're gonna need, make your target 500 pieces a week.
01:08:52- 500 pieces a week from the,
01:08:55my clients just talking about whatever these hooks are.
01:08:58So if I noticed with Andromeda too.
01:09:00- And you can probably go 50/50 static and video.
01:09:05- Yeah, that was gonna be my question
01:09:06because the, when I have Andromeda,
01:09:09I have, that's exactly what my split is right now.
01:09:11It's like 50/50 text and images and video,
01:09:15but the messaging has to be 100% unique
01:09:19between every single creative for it to crank like that.
01:09:22And I mean like literally nothing is the same.
01:09:24Like the entire thing is, all of them are like 100% different.
01:09:28That's why they crank so much.
01:09:30But so if I have my clients doing this
01:09:32and they're putting out this five piece of content,
01:09:34am I telling them, hey, these are all the best hooks.
01:09:36Everyone record these best five hooks?
01:09:38- They can make the same hooks.
01:09:39- With my brand messaging?
01:09:39- They'll be fine.
01:09:40Yeah, they get, like, they can,
01:09:41like if you have different people saying the same thing,
01:09:43that's totally fine.
01:09:45- Okay, that would still be okay.
01:09:47What about, do I need to worry about like brand messaging
01:09:49inside of like what they're saying?
01:09:51- Well, you can approve it.
01:09:52I mean, you can watch them.
01:09:54- Oh, no, I mean like I want to sell easy weight loss
01:09:57for women.
01:09:58Do I have to make sure that they say that specific thing?
01:09:59You know, like, or do I have to say like,
01:10:01hey, I lowered my cortisol.
01:10:03- Dude, if you can get that past the ad scraper,
01:10:06if you get easy weight loss for women working, amazing.
01:10:09A lot of, I mean, you're skating on thin ice on that one.
01:10:13- Yeah.
01:10:13- Easy, fast weight loss.
01:10:15- Yeah.
01:10:16(laughing)
01:10:17Yeah.
01:10:18- The only thing else you need is free and you'll hit
01:10:20the trifecta, dude.
01:10:21(laughing)
01:10:22Yeah.
01:10:23- Free guaranteed.
01:10:23- Yeah.
01:10:24Fast, easy, free weight loss.
01:10:27No, man, that's what you need to do.
01:10:28You need to build out the machine.
01:10:30And do you already have AI automation set up
01:10:33so that you can get 100 or 200 statics a week
01:10:35just cranking to you without you doing anything?
01:10:37- No, I write out all the copy.
01:10:41- No, I meant that.
01:10:42- Every day.
01:10:43- Not it, not it.
01:10:44- Yeah.
01:10:45- That's done.
01:10:46- 'Cause I've tried, yeah,
01:10:47'cause I've done the AI ones that I've done,
01:10:50or I guess it's all testing, 'cause I don't know,
01:10:52like some of the ads I think suck ass
01:10:54and all of a sudden I put them out and they rock.
01:10:56So like, I don't know what's gonna be good.
01:10:58So if I'm putting out the different like text
01:11:01and imaging things, do you have like best practices
01:11:03that you guys have seen work right now?
01:11:05Where if you guys are doing like five different image
01:11:09or one image in like five different copies
01:11:11and then you're doing advantage creative
01:11:13or anything specific that you guys are seeing?
01:11:16- Dude, we were just cranking so much variety
01:11:17and then whenever we do have winners,
01:11:18we add it to the winner, the winner sheet
01:11:20and then that feeds the AI.
01:11:22- Gotcha, oh my gosh, why am I not doing that?
01:11:28All right, I took my winning emails.
01:11:30You know what I should, why am I not taking my winning ads?
01:11:33Like, all right, so it makes a lot of sense.
01:11:36- Good talk.
01:11:37- Awesome, all right.
01:11:38- Appreciate you, Ben.
01:11:40- I will definitely do this, yeah.
01:11:41Thank you so much.
01:11:42- Yeah, you bet dude.
01:11:43- Rock and roll.
01:11:44- All right, what do we got?
01:11:48We got, is Oz here?
01:11:50He's here?
01:11:51All right, my peeps, I appreciate you.
01:11:55Hopefully you enjoyed this.
01:11:57If you wanna hop on one of these calls,
01:11:59you can hit the link there at the bottom.
01:12:02So there it is at the bottom.
01:12:04And otherwise, I love you all.
01:12:06I hope you guys are crushing your goals
01:12:09like beer cans that you just drank onto your forehead.
01:12:12And yeah, with that, be fruitful and multiply your bud lines.
01:12:16Ow!