# Build & Sell AI Agents: How i made $5.4M in one year (Beginners Guide)

https://www.youtube.com/watch?v=pzhbH-T3WEI

[00:00] Since starting my AI agency, Gyme Members Now, I have made over $20 million selling AI agents to business owners.
[00:07] And doing this has resulted in my business being valued at over $5 million.
[00:12] And in this free course, I'm going to show you exactly how I did it and currently still do it so you can learn to start an AI agency or business from scratch, and you can ultimately just skip the trial and error that I've already had to go through.
[00:29] In this guide, you will learn how to get your first customer, the best AI system to sell, and I'll also be sharing a lot of my bestkept secrets that I haven't shared with anyone else before.
[00:38] My name is JP Middleton.
[00:41] 7 years ago, I was broke.
[00:43] I actually dropped out of college and I felt like a complete failure because I didn't have any skills.
[00:48] I didn't have any money and I had no experience in anything that could make me money.
[00:54] But ultimately, I ended up making a choice that I was going to build a successful business to make all
[01:00] the pain go away so that I'd stop feeling like a failure.
[01:04] And fast forward to today, my AI agency, Gym Members Now, is a leader in the health and wellness space.
[01:12] We're preferred partners with exponential brands, which owns over 3,000 local fitness businesses across the United States.
[01:18] You've maybe heard of some of them like Yoga 6, Pure Bar, Club Pilates, Stretch Lab, and they've got four other franchises.
[01:26] We're also a preferred partner with Club Ready, which is a software CRM, and they work with over 5,000 brickandmortar businesses across the United States, Canada, and Mexico.
[01:38] And we're also preferred partners with Anytime Fitness, which is the largest gym chain on the planet.
[01:43] We've worked with over 1,800 local businesses from gyms, Pilates studios.
[01:49] We've worked with yoga studios, med spas, dentists, chiropractors, contractors.
[01:53] Believe it or not, we've even worked with batting cages to help them get more business through AI and automation services.
[01:59] And through that,
[02:01] we've been able to collect over 500 video success stories and over 150 five-star Google reviews.
[02:09] The wildest part about all of this though is the fact that I was able to build my business without a personal brand as a complete beginner with no prior experience in anything.
[02:17] And again, I did it without posting any bit of content to try and build a personal brand.
[02:25] The reason why that's important is because that is more than likely the exact same situation that you are under right now.
[02:31] Those are the exact same constraints that you are most likely under right now.
[02:35] Most people that talk about making money with AI and a lot of other things have done it through a personal brand.
[02:41] I did not do that.
[02:43] And for seven years, I've eaten [ __ ] and worked my ass off.
[02:46] The result of it is this.
[02:49] A marketing system that brings my business in 20 to 40 new clients every single month, paying my business between one to $10,000 monthly without me doing anything to get those results because I have built systems and a team who run my
[03:04] business for me.
[03:06] And in this guide, I'm going to give you these exact systems.
[03:09] This is without a doubt the most in-depth free AI agency course online.
[03:14] Here's why.
[03:16] Most guides you see out there are made by people who made their money from their personal brand, not from running a real agency.
[03:21] They sell courses.
[03:23] They don't provide real AI services to real businesses.
[03:26] My agency is the complete opposite.
[03:29] Every dollar over 20 million that we've been able to make came from real business owners paying us money for AI and automation services.
[03:38] Not from courses, not from social media attention, not from a personal brand.
[03:43] And this is my promise to you.
[03:45] If you watch this entire guide and take action on what I show you, you'll know exactly, and I mean literally, you'll know exactly how to build a successful AI agency just like I have done.
[03:57] And for me, once I finally had the opportunity to learn from someone who had actually done what I was trying to do, I actually paid people
[04:05] money that hadn't done the thing that I was trying to do, but I thought they did because they made false claims.
[04:11] But once I finally got the opportunity to learn from someone who had actually gone where I wanted to get, I was able to take my business from $3,000 a month to over $70,000 a month in just six months.
[04:23] So, think about that for a second.
[04:25] I was able to take my family on a trip that I'd always wanted to take them on but never could because I never had any money.
[04:33] In addition to that, I was able to buy a BMW M4 in cash when I was 21 years old.
[04:38] All because I got the opportunity to learn from someone who had done exactly what I was trying to do.
[04:44] The only difference between this guide and what I did then was this.
[04:46] I had to pay $10,000 to learn from an expert.
[04:48] So, make sure you remember that and make sure you take this serious because this doesn't cost you anything.
[04:51] Okay?
[04:57] Now, let me tell you why I am doing this for free.
[05:00] My AI agency, Jim Evers now, is worth over $5 million.
[05:03] I considered
[05:06] selling it, but I didn't because my broker told me this.
[05:08] He said, "If I could help other people build identical businesses to mine, whether in the same niche or in a different one, we can combine our companies into a portfolio and sell for two to three, even potentially more, a lot more than that, than we would could get if we were doing it on our own.
[05:24] So rather than me selling my business independently, I would rather help other people build the same exact business and then combine them into a portfolio so that I can make 15 to $30 million rather than $5 million.
[05:38] So there is a very big opportunity for both of us if you are actually serious about making money with AI.
[05:43] Now what I need you to do is this.
[05:46] Shut down every distraction.
[05:49] Close out your tabs.
[05:51] Silence your phone.
[05:53] Grab a notebook and get a pen.
[05:55] Make a promise to yourself that you will finish this training and take action and not mess around with other stuff.
[05:59] If you don't have the ability to watch a 10-hour long video and do what you learn in the video, if
[06:07] you can't keep yourself from bouncing around watching other YouTube videos of people who claim to actually do stuff but never have actually done it, you're not going to have success.
[06:14] You're going to continue to struggle and you're going to continue to fail.
[06:16] I used to do that, too.
[06:19] But once I finally found someone who had actually done what I was trying to do, everything changed for me like this.
[06:24] Okay?
[06:28] So tune everything out and just focus on this.
[06:31] It doesn't need to be any more complicated than that.
[06:32] We like to complicate things.
[06:35] Don't simple scales fancy fails.
[06:37] If you're ready to go, let's jump into it.
[06:45] Okay, ladies and gentlemen, welcome to the guide.
[06:47] In this module, what we will be going over is the exact offer that I have used to grow my AI agency gym members.
[06:56] now to generate over $20 million in revenue over the entirety of my business and generate over $6 million in profit over the last four years.
[07:05] Okay?
[07:05] And so this offer that I'm going
[07:08] to be breaking down and explaining to you is very unique and it's not something that people sell.
[07:14] And it's a big reason why I've been able to have the success that I've been able to have is because of this exact offer.
[07:20] And throughout this guide, I'm going to teach you literally how to sell this offer.
[07:25] I'm going to teach you how to get appointments with this offer.
[07:27] I'm going to teach you how to turn those leads into appointments that show up.
[07:31] Teach you exactly how to sell them and make lots of money.
[07:33] Show you which industry to go after that's proven to work or people aren't being sold this offer.
[07:40] Okay.
[07:40] So, in this video, I am going to be going over exactly why this offer is so powerful and I'm going to be explaining to you exactly what the offer is.
[07:49] And I can tell you this, it's not going to be uh selling a voice AI agent or doing a AI leading or something like that, which is what a lot of people on the internet seem to be promoting because it's a lot of people that don't actually do this stuff that don't actually have a business doing it.
[08:07] They're just reselling other people's
[08:08] information, it seems like.
[08:09] Because I've spoken with a lot of people that come from my content talking to me about wanting to build a business just like the business that I've built.
[08:17] And a lot of people have had bad experiences with other people.
[08:18] So, I can promise you that is not going to be what this is.
[08:20] And like I said, throughout this guide, I'm going to literally show you exactly how to take this offer from idea to a business that you're making money with literally within the next couple days if you just watch this entire video and take action on the steps that I show you.
[08:37] Because all of these steps, all of these exact processes are the processes that I'm currently using within my business now.
[08:43] And I've refined over the last seven years to get to the point that I'm at right now.
[08:47] Coming from being in a position where I had no prior experience in any of this stuff.
[08:51] I had no connections and I built this entire business without a social media.
[08:55] Okay?
[08:57] You see a lot of other people online that have built businesses.
[08:59] Majority of them have big big social media followings.
[09:03] 100% of the customers that I've acquired have come through marketing strategies that had nothing to
[09:09] do with a personal brand.
[09:12] Okay.
[09:12] So, what we're going to do is we're going to go over a little bit about who I am.
[09:15] If you don't already know, I am going to be going over the best and easiest markets to sell AI to in 2025 and why.
[09:22] And then finally, I'm going to be breaking down the system that I had used.
[09:27] And now I'm going to show you how to use and build a business around to make over $6 million in profit and to get a business valuation that is worth over $5.4 million, which is pretty cool because again, I have a business now that runs itself.
[09:41] I have a team of people that run it and I really don't do a lot in that business and because of that it's a asset asset that's extremely valuable because somebody could buy it knowing that they could expect and predict for it to continue to make money make the profit that it's been making right so that's very very important is what we're doing here is we're building a business that's not a oneperson business I'm giving you the exact process to create a situation where you can actually have a business that
[10:11] is a valuable asset.
[10:14] Okay, so now going into it, who am I?
[10:17] So obviously my name is JP Middleton.
[10:21] I just turned 29 actually about 20 days ago, September 25th.
[10:28] And in early 2017, I was very lost and I actually ended up dropping out of college.
[10:32] Okay, so I didn't really know what I was doing.
[10:34] Uh that's me right there with my brother at the Derby.
[10:36] I'm from Louisville, Kentucky.
[10:38] And I had nothing but a lot of pain at the time because I'd actually gone through a breakup and I felt like a complete loser.
[10:46] I think I was like 21 at the time and I had no money.
[10:49] I had no job.
[10:52] I was a little bit out of shape.
[10:53] You can kind of see my gut there and I sure got a little bit too tight.
[10:58] And I was just not happy at all.
[11:01] And I knew that I knew that I was meant for a lot more than where I was at.
[11:03] and I was determined to really just change my situation.
[11:06] Okay.
[11:09] 2018 came around and ultimately what I
[11:13] ended up doing is I ended up actually figuring out by looking through content on YouTube just like maybe you have now about this thing called an agency, okay?
[11:22] A marketing agency where you could run social media marketing for brick-and-mortar businesses and scale a business doing that.
[11:30] And so I was like sold on that whole idea.
[11:33] I completely believed in it.
[11:35] I went all in on it with my business partner right here, Michael.
[11:37] And that is him.
[11:39] And then my desk right there next to him in my mom's basement.
[11:42] A very grungy looking basement.
[11:43] You can see our laundry right there.
[11:46] And our nano leaf legs that I was absolutely obsessed with.
[11:47] I don't have any any of those anymore, but I used to have them all over the place.
[11:53] That was a long time ago at this point now.
[11:56] But that was us starting our business gym members now.
[11:59] Okay.
[12:03] So from there what we did is we were able to take what the market was paying for which was Facebook ads and then I was able to innovate on that offer and improve it which is all I've done throughout this entire journey of
[12:14] scaling this agency which is now an AI agency is taking what the market already pays for and then improving it and innovating on that offer and then building a whole system around it.
[12:23] Okay.
[12:25] So, at the time, businesses were just paying for Facebook ads.
[12:30] And so, what I realized was these businesses were getting a lot of leads, but their biggest complaint is the fact that none of the leads were good quality.
[12:37] And what they meant by the leads weren't being they were good quality is that the leads did not book.
[12:43] They didn't show up at the facility and they didn't sign up.
[12:45] And so, ultimately, the business was left in a situation where they weren't making money off the service that they were paying for, right?
[12:51] they weren't generating the return that they should have been able to generate because there were holes in the process.
[12:56] And so I took it upon myself to figure that problem out.
[13:00] And so what we ended up doing was nurturing 100% of the leads we generated for our customers.
[13:06] And then in addition to that, we would take our customers leads that they had already acquired in their database, their active members and then their active canceled customers,
[13:16] and we would then reach out to them via text to try and drum up business and drive appointments through the door that way.
[13:22] Okay?
[13:24] And because I was able to do this and improve on the offer that the market already had demand for, right?
[13:29] People were already paying for it.
[13:31] It's almost like what what Apple did with the iPhone, right?
[13:35] Cell phones existed before the iPhone, but the iPhone's now dominant.
[13:37] But all the iPhone did, all Steve Jobs did and the team at Apple did is they took a product that had massive product market fit, massive market demand, and they innovated on it.
[13:48] They made it better, right?
[13:50] They created the iPhone, which was revolutionary at the time in a market that had massive demand.
[13:54] And that's all I did.
[13:56] I was in a market working with gyms where they had massive demand for paid ads.
[13:59] And then I made the paid ad service perform a lot better by innovating on it.
[14:04] And because of that, my business was able to grow in literally 6 months from 3K a month to over 70k a month.
[14:12] And this was before COVID.
[14:13] Okay, so this was in 2019.
[14:17] Um, in in March of 2019, I got my first client.
[14:23] And then in June of 2019, I got my first Anytime Fitness client.
[14:28] And then from June to literally co, we signed up over 200 Jones.
[14:32] And the reason why we signed up those 200 gyms is because of this guy right here, uh, a guy named Jeff.
[14:37] And so he was actually an anytime business owner that owned 12 locations.
[14:41] And because we were able to get him such great results, but innovate on the demand, he was already working with a guy that was running Facebook ads for him.
[14:48] I actually put him out of business.
[14:51] He was working with a ton of anytime fitness fights and I knew he wasn't nurturing their leads and he was dropping the ball.
[14:52] Okay?
[14:55] And so because I did that, it got this guy such great results.
[14:59] He literally told over 200 gym owners to work with me.
[15:01] I wasn't doing any marketing.
[15:03] And you can look at me.
[15:04] I'm a young kid.
[15:08] You can see Michael.
[15:11] He looks like he's 18, right?
[15:14] We're like 21 year olds at this point.
[15:16] Maybe 22.
[15:11] He literally pushed over 200 gym owners to come work with me.
[15:16] And when I say he pushed 200 gowns to come work with me, I
[15:18] literally mean that's what he did.
[15:20] My phone was ringing off the hook day and night for nine months straight of people that own five gyms, 10 gyms, even 33 gyms.
[15:28] I my business partner right now, this guy Andy, he owns 127 gyms now.
[15:33] At the time, he owns 36, I think, and he even told him to come work with me, right?
[15:38] So, I I created that situation because I took what the market was already paying for and I improved on it.
[15:46] Okay?
[15:46] And that is exactly what this AI offer, I like to call it the AI Aristotle agency offer that I've created is really all about.
[15:53] It's just a matter of taking what the market's already paying for and doing it in a way that gets better results and takes it a step further to ensure you get better results.
[16:03] And now it's just turned into this big big system that stack stacks on itself and generates results that are atypical.
[16:11] And the service itself is atypical, which means it's easier to close people.
[16:15] It's easier to sign people up and it's easier to retain people
[16:18] because you're getting them better results.
[16:19] And then it's more likely that they tell other people about you that they know that run the same business but in different markets to work with you, right?
[16:27] And that's all that happened here is he owned 12 gyms, but he knew hundreds of gym owners and he regularly spoke with them.
[16:33] And so whenever gym owners would reach out to him, they'd say, "Hey Jeff, what are you currently doing for marketing?"
[16:38] He'd say, "I'm working with Jacob, JP."
[16:42] My My first name is Jacob.
[16:44] My initials are Jacob Price Middleton, so JPM.
[16:46] That's why I go by JP.
[16:49] But he would literally tell people just go work with Jacob.
[16:51] And he give them my number, they'd call me, and I'd sign him up.
[16:53] And they literally reach out to me and say, "Hey, I spoke with Jeff.
[16:56] You're doing some great things for him.
[16:57] I'd like to work with you.
[16:59] Can you tell me what it's what it's about, what it looks like?
[17:02] That's a pretty easy conversation, right?
[17:06] So, that's what we're talking about here.
[17:07] Because when you have an offer like that, you're able to create that situation.
[17:10] Okay.
[17:14] Now, 2021, this is me visiting a long-term client of my mine, Andy.
[17:16] He is the largest Anytime Fitness owner in the Anytime Fitness franchise,
[17:20] which is the largest gym franchise on the planet.
[17:23] There's over 5,000 locations of them.
[17:25] So, it made a lot of sense for me to bring him on as a minority partner because obviously I wanted to take this thing to the next level and that's what I've done for the last seven years, right?
[17:35] So, that's me visiting him and him becoming my business partner.
[17:39] This is me at a team event up in Wisconsin.
[17:43] This is me visiting a client that has over 70 gyms now at this point in Louisiana.
[17:47] It says 56 here, but he just bought 19 more gems.
[17:50] So, I know he has over 70.
[17:52] And this is me taking a bunch of clients out, a bunch of team members out.
[17:57] That's me right there.
[17:59] Some people on my team over here.
[18:00] and then a bunch of clients at the Anytime Fitness Conference that they had in Colorado.
[18:05] Okay.
[18:05] And then this is me at another franchise conference, my business, Michael and I up there pitching customers, trying to drum up new business with Josh, a client of ours.
[18:15] And then take it to now in 2015.
[18:19] That is me with the ClickFunnels 2, X Club,
[18:22] whatever award for doing over $10 million.
[18:27] One thing that's kind of cool about this is obviously if you're not familiar with ClickFunnels, it's a software uh company that allows you to build funnels.
[18:36] It allows you to build landing pages.
[18:38] It's really cool.
[18:42] But they do a award for entrepreneurs.
[18:43] They give entrepreneurs an award for hitting certain milestones.
[18:46] And one thing I've noticed, they do one for a million, they do one for 10 million, and then they do one for 25 million up.
[18:54] Okay?
[18:54] And one thing I've noticed with this award is that anyone I know that has it, they've all generated it.
[18:58] They all have it through a personal brand, funneling it to a high ticket info offer, selling people information on how to make money growing a specific business.
[19:10] And the majority of them don't actually run that business.
[19:13] Okay, maybe you've kind of seen that.
[19:15] Maybe you've noticed that a lot of people are talking about how to make money doing something specific, but they don't actually do it, right?
[19:22] those that can't teach.
[19:22] Right?
[19:24] So, with this, I'm
[19:26] very, very proud of this award for one reason.
[19:28] It's because I built this business not doing that.
[19:31] Okay?
[19:35] 100% of the money I'd made through this business.
[19:36] Over $20 million has come not from a personal brand.
[19:39] And it has not come from me selling information on how to do something I've never done.
[19:45] It's come from building acquisition systems within my business, cold acquisition systems within my business through running ads to people that have no idea who my business is or who I am, and then cold calling businesses that have absolutely no idea who I am or who my business is that don't really want to talk to me or my team.
[20:02] Okay?
[20:04] So, I've done it the old school dry knuckle hard as [ __ ] way.
[20:07] And the reason why I'm so proud of that is because of this.
[20:10] The circumstances that I was under and that I've been under growing this business are more than likely the exact same circumstances that you are under right now.
[20:19] Okay?
[20:21] When I got going with this and now still building this business, I
[20:26] have a YouTube channel, but it doesn't
[20:28] have that many followers. But the
[20:29] YouTube channel is trying to help people
[20:31] that were just like me when I was
[20:32] getting started. People that are just
[20:34] like me are not buying services to grow
[20:36] their gym, right? They don't own gyms.
[20:38] So, it has nothing to do with growing my
[20:39] agency. It has everything to do with
[20:41] giving back and helping people to do
[20:43] what I've already done. Okay? But the
[20:46] reason again why I'm so proud of it is
[20:47] because there is no excuse. There is no
[20:50] reason why you cannot recreate the
[20:53] success that I've created and that I've
[20:55] had because the circumstances that you
[20:58] are under are the exact same
[21:01] circumstances as me. Okay? Like I said,
[21:04] no social media, no personal brand, no
[21:07] prior experience working in gyms, owning
[21:10] gyms. I never even worked at a gym. No
[21:12] prior experience in marketing. My only
[21:14] jobs leading up to this was a lifeguard
[21:16] and a security guard. I actually managed
[21:18] to get myself fired from both of those
[21:20] jobs. And believe it or not, the
[21:21] security guard job was at a cemetery
[21:24] that my mom worked at. So, she got me
[21:25] that job. She still works there. And uh
[21:28] that was a pretty embarrassing moment
[21:30] for me. But I had to redeem myself.
[21:31] There was a lot of work that I had to
[21:33] do, right? When you go over here, you
[21:35] can see that this guy, he looks a little
[21:38] [ __ ] up because I was I was a little
[21:39] [ __ ] up right here. But I had a lot of
[21:42] work to do and I had a lot of pain at
[21:44] this point like maybe you do right now
[21:46] where you know
[21:48] things don't look good. Life feels kind
[21:50] of crappy right now and you want to make
[21:52] a big transformation. You want to make
[21:54] things happen quick. And I can tell you
[21:56] this, things can happen extremely quick.
[21:57] Within from here to here, my life did a
[22:00] complete 180. But my actions and habits
[22:02] also made a complete 180, right? I
[22:05] stopped playing Fortnite. I stopped
[22:06] playing Xbox. I stopped drinking. I
[22:07] stopped smoking weed. I stopped doing
[22:09] stupid things. And I became a completely
[22:12] different person that was capable of
[22:13] achieving the results that I achieved in
[22:15] building a legitimate business the old
[22:17] school way to generate over $6 million
[22:19] in profit over the last four years and
[22:22] be an asset that's worth multiple
[22:24] millions of dollars. Okay. So, I'm very
[22:26] proud of this award. Not because I've
[22:28] done $10 million. I'm so proud of it
[22:30] because you have no excuse. You You are
[22:34] me more than likely. And if not, if
[22:36] you're not me, you're in a better place
[22:38] than I was when I got started, right?
[22:40] You might have friends that own specific
[22:43] businesses. You might have experience
[22:44] working in specific businesses. You
[22:46] might have prior experience working in
[22:48] tech, working in marketing, working with
[22:49] AI, right? I had none of that at all.
[22:52] The only thing I had was a ton of pain
[22:54] and the grit and desire to change my
[22:57] situation, right? So, if you have that
[22:59] and nothing else, that's all you need.
[23:02] And the best part about this is it's
[23:03] never been easier than now to build a
[23:06] business like this. Okay? And that's
[23:08] what gets me super excited is because
[23:09] when I started out, when I did this, it
[23:11] was a lot more difficult because when I
[23:13] was nurturing those leads back in 2019,
[23:16] we had a team of 12 virtual assistants
[23:18] doing it.
[23:20] there was no AI vit, right? That that
[23:22] didn't exist. So, we had to have virtual
[23:24] assistants doing it. Obviously, with the
[23:26] the way things have gone now, that's not
[23:29] necessary. It was a bit of a headache
[23:31] and it was just it was a mess, right?
[23:33] Like that's not the case anymore, right?
[23:35] So, my point in saying this, and I know
[23:37] it's a little bit long-winded, but you
[23:40] have no excuse. There's absolutely no
[23:42] reason why you cannot do this,
[23:44] especially if you're a young man, okay?
[23:47] And especially if you're a young man
[23:49] that's in a lot of pain with people
[23:51] doubting you, okay? Because that's where
[23:53] I was. My family didn't believe in me.
[23:56] My friends didn't believe in me, but I
[23:58] figured it out. Okay? And you can, too.
[24:00] I promise. All right. So, right here,
[24:03] well, you can see this is the adjusted
[24:06] income statement. This is a this is a
[24:08] screenshot of my business valuation. Why
[24:10] don't I just pull it up to show just so
[24:15] that you guys can see, you know, that
[24:17] this is legitimate, that this is
[24:20] actually, you know, what I'm showing
[24:22] you. Um, so if I pull this up right
[24:26] here, this is a business valuation that
[24:28] I had done by a business called Value
[24:30] Buddy. Uh, they did it earlier this year
[24:33] in February 20th of 2025. You can see
[24:37] here if we just scroll through all of
[24:38] this, this is that from page right there
[24:40] where it shows the valuation that they
[24:42] gave us right here, which is almost $5.5
[24:46] million, but not. And then right here,
[24:48] you can see the guy, if you look up this
[24:50] company, Value Buddy. This is one of
[24:53] their guys that does business
[24:54] valuations. You can check it out from
[24:57] here. you can see uh what I'm talking
[25:01] about a little bit right now, which I
[25:03] think is the other screenshot where you
[25:05] can see the SDE, which is the sellers
[25:08] discretionary earnings, which just
[25:10] represents the profit of the business.
[25:12] Okay, so that's where I get that $6
[25:13] million in profit number. It's a little
[25:14] bit less here, but we've done well over
[25:16] $6 million in profit now with it almost
[25:18] being the end of 2025, right? So, that's
[25:21] really all I'm showing you right here.
[25:22] It's a very, very long document. All
[25:25] that I was showing you right here is
[25:27] simply a
[25:30] that's simply just a screenshot that I
[25:32] just showed you. Right? So all this is
[25:35] showing is that again total revenue of
[25:37] the business over the last four years.
[25:39] Total profit of the business over the
[25:41] last four years as well. Here's the fair
[25:43] market value. You can see my business
[25:45] right here. Gym members now. This is our
[25:47] website. This is my Google My Business
[25:48] page. If I pull it up right now, you're
[25:50] going to see we have even more reviews
[25:52] than that, right?
[25:54] We have 154 reviews. You can see people
[25:56] leaving them regularly all the time.
[25:59] Right? Th This is something that I I've
[26:02] done for seven years, right? I have the
[26:05] proof to show this. One thing that's
[26:06] very very important because again I'm
[26:09] super proud of that for a reason because
[26:11] I see a ton of people that talk about
[26:13] making money and you can tell I'm fired
[26:16] up because it it makes me mad because I
[26:18] got tricked by a lot of these people
[26:20] early on in my career and it only took
[26:23] me finding one person that had actually
[26:24] done it for me to never need another
[26:26] mentor again or never need another coach
[26:28] again. I was able to stop watching
[26:30] YouTube videos, stop watching [ __ ] and
[26:32] just go to work and make money and
[26:34] change my life, right? because you might
[26:36] be in that spot where you're just
[26:37] watching videos and you're you're in
[26:39] that situation where you don't know what
[26:42] to do because you don't know who to
[26:43] trust and who to listen to. But when you
[26:46] see somebody that has a lot of views,
[26:48] that has a lot of subscribers, and has a
[26:49] lot of social proof, your mind, your
[26:52] natural tendency is to go, that person
[26:55] is legit. That person's in authority.
[26:57] But the truth is this. Anyone can make a
[26:59] YouTube video.
[27:02] Anyone can make a YouTube video. And
[27:04] anyone can say whatever they want.
[27:06] Anyone could take their morals, throw it
[27:07] out the window, and lie about everything
[27:10] they say. But here's what everyone can't
[27:12] do.
[27:14] They can't show proof of their
[27:17] statements if they're lying, right? They
[27:20] might be able to show proof of, oh, look
[27:21] at all this revenue I made. And it's
[27:23] actually not revenue that came from
[27:24] their business that they're teaching
[27:26] people how to grow. It's revenue that
[27:28] came from selling people information on
[27:31] how to grow that business. But what you
[27:32] can see here is that this is gym members
[27:35] now. Gym members now. The entity that's
[27:38] been around for seven years. That's what
[27:39] they reviewed the bank statements from
[27:42] Gym Members now over the last four
[27:43] years, right? You can't fake that. Then
[27:46] in addition to that, you can't fake the
[27:48] fact that you have hundreds of people
[27:50] leaving you reviews on Google. And if
[27:52] you go to my Facebook profile, you'll be
[27:55] able to scroll through it. You'll
[27:56] literally see over the last seven years,
[27:58] I made my Facebook right when I started
[28:00] my business. Before that, I had no
[28:02] social media. I thought I was dumb. So,
[28:04] I literally didn't have any. And so, all
[28:06] of my posts on Facebook are literally me
[28:09] posting about my business and posting
[28:12] customers results, posting customer
[28:13] success. I think I have three posts or
[28:17] three or four posts on there that are
[28:18] like family related. Everything else on
[28:21] there is testimonials, taking clients
[28:23] out to eat, visiting clients, getting
[28:25] customers results. It's literally just a
[28:28] marketing asset for my business.
[28:30] excuse me, documenting it. Okay, so I'm
[28:34] very very proud of this because again,
[28:36] this is what's possible if you just do
[28:39] it the right way. It's possible. And now
[28:41] you can see that this is somebody that
[28:43] actually does what they're talking
[28:45] about, right? You can't fake this. You
[28:47] can't BS this. And then in addition to
[28:50] that, what you can see here is my
[28:52] business is a preferred vendor with
[28:55] massive corporations. And what a
[28:57] preferred bender is is a company that's
[28:59] been vetted to provide services to their
[29:02] customers. Right? So Exponential Brands
[29:05] is a massive company that owns some of
[29:09] the largest fitness franchises in
[29:11] America. So do you know of Purebart? Do
[29:14] you know of Club Pise? Do you know of
[29:16] Stretch Lab? Do you know of BFT? Have
[29:19] you ever heard of Yoga 6? Right.
[29:21] Exponential
[29:23] owns all of those brands. Okay. And now
[29:26] if we go to exponential brands preferred
[29:29] vendors, if I pull it up, you're you're
[29:33] going to be able to find my business on
[29:34] here, right? Gym members now. And if you
[29:37] click on it, it's going to tell you a
[29:39] little bit more about my business and
[29:40] it's going to take you to my website,
[29:42] right? The reason why we're on here is
[29:45] because we're a vetted agency that's
[29:48] been around for a very long time. You
[29:50] cannot become a preferred vendor with a
[29:52] corporation that owns over 4,000
[29:54] locations within America overnight,
[29:58] right? You have to have a ton of
[29:59] credibility. And then in addition to
[30:01] that, if you look over here, this is
[30:04] another uh a group. It's actually a
[30:07] software. It's a CRM company called Club
[30:09] Ready. And they own they don't own any
[30:12] gyms, but they are a preferred vendor
[30:15] with over 5,000 fitness locations in
[30:18] America. and they they work with
[30:19] thousands outside of America too. But as
[30:21] far as America's concerned, they work
[30:22] with over 5,000 and all they do is just
[30:25] provide them with a CRM. They use their
[30:26] CRM, right? But Club Ready recommends us
[30:31] to their customers to help them grow
[30:33] their business. Okay? And again, you
[30:35] cannot become a preferred vendor for a
[30:38] company like that if you're not
[30:40] legitimate, right? You can see this
[30:41] company right here with more than 70
[30:42] years of collective experience, right?
[30:44] You have to be very very legit to be
[30:46] able to make something like that happen.
[30:48] Okay? And again, just showing some
[30:50] reviews from customers talking about
[30:53] their experience while working with us.
[30:54] If you're listening to somebody that's
[30:56] teaching you how to make money running a
[30:58] specific business model and they cannot
[31:00] show you proof of customers talking
[31:02] about them getting results with whatever
[31:04] it is they're selling to them as far as
[31:05] a service is concerned, you should run.
[31:08] If they don't have videos and
[31:09] testimonials of them talking with
[31:10] customers about the results that they've
[31:12] been able to get them with those
[31:13] specific services, you should run
[31:15] because that's all you need to know. If
[31:17] they don't have that, they've never they
[31:18] they're not doing it actively or they've
[31:20] probably never done it at a high level,
[31:22] right? If they only have testimonials
[31:23] from people saying, I work with X and he
[31:26] was able to teach me how to grow the
[31:28] business that he grew, that's a
[31:29] different situation, right? That's the
[31:30] guy that's selling info. Very, very
[31:32] different, right? And then again, we
[31:35] just have some more reviews. Obviously,
[31:37] you can look this up. You can you can
[31:38] look at our reviews here if you want.
[31:40] Just a lot of really cool things that
[31:42] people are saying about what we've been
[31:44] able to do. And that's one of the
[31:46] coolest things is we're helping everyday
[31:49] business owners, small business owners
[31:50] in America and some medium-sized
[31:53] business owners, right? My business
[31:54] partner, he has over 130 gyms. He has
[31:57] 127 Anytime Fitnesses and then he has
[31:59] three base camps which are studio gyms.
[32:01] And we work with a private equity
[32:02] company that has over 270 gyms, right?
[32:05] So, some of these are medium-sized
[32:07] businesses, definitely not large
[32:08] businesses, but we're helping people
[32:10] that are trying to make a better life
[32:12] for themselves, help their community,
[32:13] and help their family, right? It's it's
[32:16] [ __ ] awesome. Okay, now from here, I
[32:20] know that's a little long-winded, but I
[32:22] got to go through that stuff because
[32:24] it's so important because what we're
[32:26] doing is really, really cool. We're
[32:28] helping people a lot. And the great
[32:30] thing is that the market is desperate
[32:32] for this stuff. people are not doing
[32:35] what I'm doing. Okay? And there's no
[32:38] reason again, like I said, why you
[32:40] can't. Okay? So, the best and easiest
[32:44] market to sell AI to in 2025. I'm going
[32:46] to get to the exact offer and I'm going
[32:48] to kind of get to it in a roundabout way
[32:50] right here, breaking down some specific
[32:52] data points here. Okay. So, what I'm
[32:55] going to do is I'm just going to read
[32:57] this word word for word so we can kind
[33:00] of go through it. So, the average
[33:03] follow-up time, and this is specific to
[33:06] brick-and-mortar businesses within
[33:08] America, is this. The average lead
[33:10] response time, the time between initial
[33:12] interest and a follow-up is around 42 to
[33:13] 47 hours. About 1.75 to2 days.
[33:19] Think about that. I'm just going to take
[33:21] a sip of water and let you think about
[33:22] that.
[33:27] It takes a business on average in
[33:29] America, a brick and mortar business to
[33:32] follow up with leads two days.
[33:36] Basically, a day to two days.
[33:39] Now, Harvard Business Review data showed
[33:43] an average of 42 hours with 37% of web
[33:46] leads responded to within an hour, 16%
[33:49] within a day, 24% after a day, and 23%
[33:52] never ever responded to.
[33:55] Right? That's absolutely absurd. Now,
[33:59] why why is that absurd though? Because
[34:02] if you follow up within 5 minutes, your
[34:04] chances of connecting and converting a
[34:05] lead increase by up to 100%.
[34:10] Or not 100%, sorry, 100x. I don't even
[34:14] know what that is. I mean, that's 100
[34:16] 100x, right? So, that's not 100%. That's
[34:20] like
[34:22] I mean that's like 10,000%. Right?
[34:24] That's insane, right? Within an hour
[34:26] you're seven times more likely to call
[34:28] by the lead than if you wait longer.
[34:31] And one minute response time, you can
[34:32] boost your conversion by 391%. The main
[34:35] thing here, right? It's pretty simple is
[34:37] that if you respond to a lead within one
[34:39] minute, you can boost your conversion by
[34:41] 400%.
[34:43] Yet, these businesses are following up
[34:46] within 24 hours. What does that mean? It
[34:49] means there's a massive opportunity to
[34:50] help them. Okay, moving on.
[34:55] US small businesses, a 2025 call
[34:57] management study reports that 62% of
[35:00] phone calls to small businesses go
[35:01] unanswered. Similarly,
[35:04] whatever this is, this is from Chad Gub,
[35:06] states that nearly 62% of inbound calls
[35:09] to small businesses across the US are
[35:11] left unanswered.
[35:13] Okay, so think about that.
[35:17] 62 out of a 100 calls made to small
[35:20] businesses, brick and mortar businesses
[35:22] in the United States aren't even
[35:23] answered. Right? Yet, we know that a one
[35:27] minute response time can boost
[35:29] conversion by 391%.
[35:32] So, not only are they not responding to
[35:34] leads that inquire online on on their
[35:38] website, but they're missing leads that
[35:41] are calling them directly more than 50%
[35:44] of the time, right? And then they're not
[35:47] following up with them for a day on
[35:48] average. So, what does that mean? It
[35:51] means they need a lot of help and
[35:52] there's a massive opportunity for you to
[35:54] help them. Moving on, what we do know
[35:59] based on the US small and medium
[36:00] businesses, including brick and mortar,
[36:02] a constant contact report found that 27%
[36:05] of small and medium businesses never
[36:07] follow up after a first visit or
[36:09] purchase from a customer.
[36:13] Sorry, I was getting over a sickness and
[36:15] I really wanted to get this out cuz I'm
[36:17] just excited about it. I put a lot of
[36:19] work into this and I hope you guys get a
[36:20] lot of value out of it. But despite 81%
[36:23] of those customers being open to post
[36:25] visit emails or text, this means well
[36:27] over a quarter of small businesses fail
[36:29] to re-engage past leads alltogether.
[36:32] Okay, so 27% of businesses never follow
[36:38] up after people visit or purchase for
[36:40] the first time. And in the 63% that do,
[36:43] because I've been working with small
[36:45] businesses for the last seven years, I
[36:47] work with a lot of it. Okay. I work with
[36:50] almost 2,000 small businesses over the
[36:52] last seven years. I work with a ton of
[36:54] gyms. I've worked with ballroom dance
[36:56] studios. I work with dentists. I've
[36:57] worked with med spas. I've worked with
[36:59] HVAC. I've worked with uh let me think.
[37:03] Let me think. I've worked with
[37:04] chiropractors. And I think that's it. I
[37:06] maybe work with some others, but I've
[37:08] worked with a ton of them. And here's
[37:09] the deal. 27% sure we can take that.
[37:13] They don't know what this statistic is,
[37:14] though. Um this is what I know. The 63%
[37:18] that do follow up, don't send anything
[37:21] personalized. It's very unpersonalized.
[37:24] And what I mean by that is, have you
[37:25] ever gone to a business
[37:28] and let's say you got you got dinner and
[37:32] somehow they managed to get your contact
[37:34] information, right? Or let's say you
[37:36] went to the gym because I'm very
[37:37] familiar with this one. And you were a
[37:39] customer and then you stopped being a
[37:40] customer, right? Then they send you a
[37:42] text and it says,
[37:44] "We we have this great end ofear offer.
[37:48] Feel free to join our jam for the new
[37:50] year and get $50 off, right? It's
[37:54] unpersonalized. It's super spammy. It's
[37:56] super salesy. And what do you do when
[37:58] you get that message? You you type in
[38:00] stop or you swipe to the left and delete
[38:03] it and report it as John, right? because
[38:05] it's unpersonalized and a very lazy
[38:08] attempt and way about going about doing
[38:10] this, right? So, because of this,
[38:13] there's a massive opportunity because
[38:16] all these leads were interested at some
[38:19] point and if you can figure out and nail
[38:21] the messaging on it and make it
[38:22] personalized leveraging AI,
[38:25] you can help these businesses a ton.
[38:27] Okay? Because they have no idea how to
[38:28] do this. Moving on now,
[38:32] what the data tells us, willingness
[38:34] verse asking. Around 91% of customers
[38:37] are willing to provide referrals, but
[38:40] only 11% of sales people actually ask
[38:43] for them.
[38:44] Pause. Think about that.
[38:50] 91% of customers are unwilling to
[38:53] provide referrals or 91% of customers
[38:56] are willing not unwilling are willing to
[38:58] provide referrals but only 11% of sales
[39:01] people actually ask.
[39:04] Okay. So what that means is this. When
[39:06] you do go to the gym and you have a
[39:08] great experience and you love the gym,
[39:10] that guy behind the counter, that
[39:12] 19-year-old kid that barely knows how to
[39:15] talk to people and is always on his
[39:16] phone looking down, more than likely,
[39:19] right, he is not going to ask the person
[39:22] that's having a great time, "Hey, Jacob,
[39:25] I can tell you've been having a great
[39:26] time here. I just wanted to ask, is
[39:28] there anyone else you know that you
[39:30] think would love to come in and join you
[39:31] and work out with you that you could
[39:33] bring in?" And if you do, I'd be I'd be
[39:35] more than happy to give you a discount,
[39:37] give you a free meal, give you some
[39:39] smoothies, really hook you up because I
[39:41] know you love it here. And I'd love it
[39:43] even more if you had other people you
[39:45] really love working out with you as
[39:46] well. Is there anyone else you know?
[39:49] Only 11% of people ask that,
[39:53] right? These businesses have hundreds,
[39:55] if not thousands of customers that
[39:57] absolutely love them. They've had great
[39:59] experience with them, but they're not
[40:01] asking them if there's anyone else they
[40:04] know that could benefit from what they
[40:06] do from a business standpoint. Okay. So,
[40:09] what does that mean? It means it's a
[40:12] massive opportunity if you can leverage
[40:15] AI to build a service to help them do
[40:18] that without them having to do anything
[40:20] different from what they're doing,
[40:22] right? They can still have the kid
[40:23] that's on his phone picking his nose,
[40:26] not paying attention, doing a terrible
[40:28] job, and it will still work because AI
[40:32] doesn't mess up. It works every single
[40:34] time. Okay, so 98% of customers read
[40:37] online reviews as well for local
[40:39] businesses, yet only 11% of people are
[40:41] asking for them, right? So that that's
[40:44] why this is very, very important. And
[40:46] then in addition to that, almost none
[40:48] follow up after someone leaves a review.
[40:52] I don't want to say none follow up when
[40:54] it comes to just responding to the
[40:56] review on Google. A lot of them don't.
[40:58] Okay. So, you'll see Google reviews,
[41:00] right? If I pull up right now, let's say
[41:03] I pull up gym near me. Let's see what
[41:06] comes up. I'll just click on this first
[41:08] one, the very first one that sponsor.
[41:10] Let's see if they're responding to their
[41:11] reviews.
[41:13] Um,
[41:18] okay. Okay. All right. Right. see that
[41:21] they are doing it, but they're also the
[41:24] first one up here. Now, let's uh let's
[41:26] try out another one. Let's see. Um
[41:29] because I'm telling you right now, let's
[41:31] try this one. A lot of people don't. And
[41:33] I'm telling you,
[41:37] right, you can see right here, they
[41:38] didn't respond to this one. They
[41:39] responded to this one right here, but
[41:40] they did not respond right here. They
[41:42] didn't respond right here. They they
[41:44] didn't respond right here. Right? They
[41:46] didn't say anything back to the customer
[41:48] that just told them a ton of great
[41:49] things. Not only that, what they also
[41:52] didn't do is this. They didn't follow up
[41:55] follow up with Swatty and say, "Hey,
[41:57] Swatty, I'm so happy that you feel like
[42:00] this is hands down the best gym
[42:02] experience you've ever had and that
[42:04] you're loving it here. I'm so happy that
[42:06] you're having that great experience that
[42:08] I wanted to give you four free 7-day
[42:11] passes for some of your best friends to
[42:14] come in and try it out with you so that
[42:15] you can work out together, get fit with
[42:17] them so that they can have hands down
[42:18] the best experience at our gym with you
[42:21] so that your experience can only be
[42:22] better. And you know what? If you do
[42:24] that, they become customers, I'll give
[42:26] you a thousand bucks.
[42:29] They're not doing anything like that.
[42:30] And it's not You don't even have to give
[42:32] people incentives in that situation. She
[42:34] just said she's had the best experience
[42:36] she's ever had at a gym, right? Like all
[42:40] you have to do is ask. You just have to
[42:42] have a process in place that doesn't
[42:44] miss and happens every single time
[42:47] without fail. They they currently don't.
[42:50] That's why they aren't responding to
[42:51] these reviews, right? I mean, look at
[42:53] this. This is the second gym up here. My
[42:56] brother actually works out at this gym.
[42:58] It's a nice gym. I don't want to say
[42:59] there's anything bad about this gym, but
[43:01] uh it's a nice small local gym, but you
[43:05] get my point, right? Like that's an
[43:07] issue. Okay, so moving on now.
[43:14] Here's another one. So, general state of
[43:17] sales training across brick and mortar
[43:19] businesses in the United States, small
[43:21] brick and mortar businesses, only 17% of
[43:23] companies say that they have an
[43:25] effective training program, while a
[43:28] staggering nearly 70% of salespeople
[43:31] report that they have received no formal
[43:33] training. Okay, so maybe it's not the
[43:37] dude's fault that's picking his nose,
[43:38] that's on his phone, and doesn't know
[43:40] how to talk to people. Maybe it's the
[43:42] business owner's fault. Ultimately, it
[43:43] doesn't matter whose fault it is. This
[43:45] is these are facts, right? This is just
[43:48] the state of the market. But my point in
[43:50] saying this is the dude that's on his
[43:52] phone all the time hasn't even received
[43:54] formal training. 70 70% of salespeople
[43:57] report that they've never been trained
[43:59] on how to actually do their job, right?
[44:02] That guy that is at the front desk at a
[44:04] gym greeting people, getting them signed
[44:07] up, getting them their barcode, getting
[44:08] them their whatever. If you've ever gone
[44:10] to a gym, you know how it goes.
[44:12] More than likely, he's never received
[44:14] any formal training on how to actually
[44:16] do his job at a high level to be able to
[44:18] sign up the most amount of people
[44:20] possible that are coming through that
[44:21] door. And that's his job. That's what
[44:23] he's supposed to do is show people
[44:25] around, give them a great experience,
[44:27] and then get them to commit and close
[44:30] them on a membership or close them on
[44:31] some type of package. Okay? But they're
[44:35] not receiving any training. Okay? And
[44:38] what they found is that companies that
[44:39] invest in sales training see up to a 50%
[44:42] increase in sales per rep. Okay? So
[44:46] obviously
[44:48] they should be doing it. Yet 70% are
[44:52] not. You know how many small businesses
[44:54] there are in America? There's over a
[44:55] million small brick andmortar
[44:57] businesses. There's over a million. That
[44:59] means there's over 700,000 of these
[45:01] businesses that are not doing this.
[45:04] It's a huge, huge opportunity. And with
[45:06] AI, you can do a lot of things with
[45:08] this. Okay, now this is really to just
[45:12] wrap this up. Um,
[45:15] now that we've gone through all of that,
[45:17] right? Just think think through this
[45:18] real quick.
[45:21] Most businesses take over a day to
[45:24] follow up with leads, hot leads. And
[45:27] these are leads that they're spending
[45:28] money to acquire on marketing. Okay,
[45:30] think of that. They're spending a lot of
[45:32] money on marketing because that's what
[45:33] I'm going to get to. They're spending a
[45:34] lot of money on marketing and they're
[45:35] not following up fast at all. And and
[45:38] what that does is it drops their overall
[45:42] return they're going to get from that
[45:43] money they're investing on that
[45:44] marketing because very few people are
[45:46] going to come through and actually the
[45:48] business is going to have very few
[45:49] people that they can actually try to
[45:51] even convert into customers, right?
[45:53] Because if people aren't coming in, you
[45:55] don't have an opportunity to even sign
[45:57] them up or make them become a customer
[45:58] or sell them whatever it is you're
[45:59] trying to sell it. In addition to that,
[46:03] 62% or 62 out of 100 calls that come in
[46:07] are missed,
[46:09] right? So, when people see ads, when
[46:11] people see things about a business,
[46:13] they're not always going to submit their
[46:14] information on a website. They might
[46:17] just pick the phone up and call, right?
[46:19] I know I do that sometimes still. I'm
[46:21] still in my 20s. I know for a fact my
[46:23] mom and dad, like that's all they do. My
[46:26] mom still looks at magazines, right? But
[46:28] she's definitely come around and she's
[46:30] she's now on Facebook. Okay. But in
[46:34] addition to that, most of these
[46:36] businesses do not re-engage their old
[46:38] leads. And they do it if they do do it,
[46:40] it's in a very unpersonalized way. And
[46:43] then in addition to this,
[46:47] most businesses do not have a process
[46:49] number one to get reviews from their
[46:51] happy customers. They don't have a
[46:53] process to respond to their reviews.
[46:56] And more important than that, because
[46:58] this is the most important thing, they
[47:01] don't ask their happy customers for
[47:03] referrals after they said something
[47:05] nice, right? When somebody just gave you
[47:07] a compliment about your business, about
[47:11] what you've done, it's the perfect time
[47:14] to ask them if they know anyone else
[47:16] that you can help. Right? They just gave
[47:18] you a compliment. They just said they
[47:19] had this great transformation, this
[47:21] great experience. Why would they not
[47:24] want to try and help you with other
[47:26] people that know, like, and trust them?
[47:28] They'd love to. You just have to ask.
[47:30] It's that simple, right? But no one's
[47:32] doing it. In addition to that,
[47:35] basically, none of these people that are
[47:37] involved in the conversion process to
[47:38] handle these leads are are receiving any
[47:42] training at all whatsoever on how to
[47:44] actually do their job properly. Okay.
[47:46] So, what that means is this.
[47:50] What what Chad GBT has found is that
[47:54] BTOC
[47:56] consumer focused businesses tend to
[47:58] spend between 5 to 10% of their revenue
[47:59] on marketing. Okay? While B2B businesses
[48:03] usually allocate around two to 5%.
[48:05] Right? What we're really looking at
[48:06] right here is B toC businesses. I run a
[48:09] B2B business. My agency is a businessto
[48:12] business business. Right? I'm a business
[48:14] and I sell services to other businesses.
[48:17] but my customers sell services to
[48:20] consumers. Right? So that's what we're
[48:22] doing is we're making a B2B business.
[48:24] But what we're talking about
[48:24] specifically is BTOC businesses like
[48:28] gyms, med spas, roofers, nail salons,
[48:30] hair salons, chiropractors, all of that,
[48:33] right? And so what they found is that on
[48:37] average these businesses are spending
[48:39] between5 to $15,000 per month on
[48:42] marketing, right? The 31% spend less
[48:45] than $5,000. So 31% is not it's not a
[48:50] small amount, but it's not the majority,
[48:52] right? So 69% of businesses are spending
[48:55] over five grand a month on marketing.
[48:58] And now remember what I just went
[48:59] through. They're spending over $5,000 a
[49:01] month on marketing. Yet they follow up
[49:03] with leads within less. They follow up
[49:05] with leads in a day plus. It takes them
[49:08] over 24 hours on average of followup
[49:10] leads. In addition to that, when it
[49:13] comes to those leads, when leads call
[49:15] into their business, they're missing on
[49:17] average 60 plus out of a 100 of them,
[49:21] right? That they're just not even
[49:22] answering. In addition to that, the
[49:25] leads that they are generating that
[49:27] they've been generating over the
[49:28] lifetime of their business through their
[49:29] website, through Google, through ads,
[49:32] they rarely ever follow back up with
[49:34] them to re-engage them in a personalized
[49:37] way to turn them into customers again.
[49:41] In addition to that,
[49:43] 70% of these people that work at these
[49:46] businesses had never received any formal
[49:48] training. Right? And I'm not going to
[49:50] miss the one. I know I skipped it, but
[49:52] I'm not going to miss it. In addition to
[49:53] that, basically none of these businesses
[49:55] have any process at all in place to get
[49:58] reviews from customers. Yet, 90% plus
[50:02] people prior to making a purchasing
[50:04] decision, they look at Google. They look
[50:07] at what people are saying. I do it all
[50:08] the time. I'm sure you do too. You want
[50:11] to see what people are saying. You want
[50:12] to know what people's experiences, but
[50:13] like and if you see a bunch of bad ones,
[50:15] you're not going to go there. You're
[50:17] going to avoid it like the plague. It's
[50:18] that simple, right? In addition to that,
[50:23] they do not have a process to get
[50:26] referrals off of the people that leave
[50:28] her deals. Okay? Yet,
[50:32] when we look at this, they're spending
[50:34] over $5,000 a month on marketing on
[50:36] average. 69% of them I'm spending more
[50:38] than five grand a month if they were
[50:40] able to solve those problems. All of
[50:42] those problems. I'm not talking about
[50:43] one of those problems. I'm talking about
[50:45] 100% of those problems.
[50:48] Do you think they'd bang more?
[50:55] And now knowing this that the agencies
[50:58] that exist,
[51:00] most of them
[51:02] all they're doing is this. They're
[51:05] running ads.
[51:08] That's it.
[51:10] They're not doing any of this stuff,
[51:13] okay? They're not following up with
[51:15] leads. They don't have a AI set up to be
[51:18] able to answer calls.
[51:22] They do not have a process in place to
[51:24] re-engage their old leads for them on
[51:26] their behalf, leveraging AI. They don't
[51:29] have a process in place leveraging AI
[51:30] that asks for reviews that responds to
[51:32] reviews and then follows up with people
[51:34] that love reviews, ask for referrals.
[51:37] They don't have a process in place to
[51:39] help them with their sales process
[51:41] leveraging AI.
[51:44] They're just running ads for them.
[51:47] Okay?
[51:48] And that's what we're going to get to
[51:49] here in a second. But that's all I've
[51:51] done with my business is I found all of
[51:54] these big big bottlenecks, all these big
[51:56] problems that these businesses that my
[51:57] customers that I want to help. That's
[52:00] all I care about is the result is
[52:01] getting them the best result possible
[52:03] because I want to be the best agency
[52:04] possible. I'm just fixing every problem
[52:07] I find that I know leads to them not
[52:10] getting the best result.
[52:13] And this that's inevitably what this has
[52:15] kind of come to, which is this. Okay,
[52:19] these are all different services. All
[52:21] right, AI receptionist, AI re-engagement
[52:23] campaigns, AI reviews and referrals, AI
[52:25] lead genen, paid ads, AI sales coaching,
[52:28] AI website lead nurturing.
[52:30] Now, each of these services helps in one
[52:33] of the blow steps. Addressing the
[52:36] problem all businesses face, which is
[52:38] getting consistent sales. This is the
[52:41] biggest problem that the majority of
[52:43] these businesses face is how do they get
[52:46] more sales for less money. Okay, what
[52:50] they need to be able to do to get more
[52:52] sales for less money is they need to be
[52:54] able to efficiently get leads. They need
[52:56] to be able to turn these leads into
[52:58] appointments. They need to be able to
[53:00] turn these appointments into showed
[53:03] appointments as well. They need these
[53:05] appointments to actually show up. So, it
[53:07] doesn't say that there, but you can get
[53:08] appointments, but if they don't show up,
[53:10] it doesn't matter, right? And then from
[53:12] there, you need the people that show up
[53:14] to buy. They need to become customers,
[53:17] right? And then once they become
[53:19] customers, they need to become Reagan
[53:21] fans.
[53:23] You want them to become ravaging fans
[53:25] that now leave you reviews, market your
[53:27] business for you, and bring in friends
[53:29] and family that now become customers of
[53:32] yours. Right? And that is how these are
[53:36] the steps necessary to solve that
[53:38] problem. Okay. Now, why do most agencies
[53:41] struggle? Why do most AI agencies
[53:43] struggle? Because I'll tell you this, a
[53:44] lot of them do. What it really comes
[53:46] down to is a lot of it is the offer. But
[53:50] we'll go kind of through this. They only
[53:52] provide one service that does not solve
[53:54] the entire problem. Okay? Like I was
[53:57] saying, I've seen a couple people I know
[53:59] of a couple kids, Wyatt and Carson, on
[54:01] YouTube that I've seen it where they're
[54:03] talking about sell an AI agent, a voice
[54:06] AI agent, and I know for a fact that
[54:07] these kids, bless their hearts. I mean,
[54:10] they're like 17, 18, just straight up
[54:13] lying, trying to make a lot of money,
[54:15] right? They've never actually done this.
[54:17] They maybe worked with a couple
[54:18] customers, but they've never actually
[54:20] built a business really doing it. Yet
[54:23] they're claiming that all the money
[54:24] they've made from selling people on how
[54:26] to how to build a business like that has
[54:28] come from working with brick-andmortar
[54:29] businesses doing that. The reality is
[54:31] this.
[54:33] You cannot build a business just doing
[54:36] that. There is a chance, I don't want to
[54:38] say it's impossible. There is a chance
[54:40] that you could build a business like
[54:42] that and have success. But I will tell
[54:44] you this,
[54:46] it's not very likely because of this.
[54:49] It's not because that's what I think.
[54:50] It's because if you have an AI agent
[54:52] that can answer the phone or follow up
[54:55] with old leads, all you're doing is
[54:58] helping this business get more
[55:00] appointments.
[55:02] Okay, that's it. They still have to
[55:04] close them. They still have to turn
[55:06] those deals in the customers that are
[55:08] raving fans, and they still need to get
[55:10] more leads coming into the funnel over
[55:12] and over again.
[55:14] That doesn't solve that. That's this
[55:16] solves one piece of the puzzle. You see
[55:18] what I'm saying? And that's why most
[55:20] failed not just because of that, but now
[55:22] when you turn that in, you extrapolate
[55:24] that out to actually scaling a business
[55:25] around that, it becomes much more
[55:27] difficult for a bunch of different
[55:28] reasons. Because if you're trying to
[55:31] sell just a boy AI agent,
[55:34] that's not a very compelling offer,
[55:36] especially now where that's what a lot
[55:39] of people are selling. But if you're
[55:41] selling a bunch of different services
[55:43] and you know exactly how to sell it and
[55:46] communicate it in a very logical way
[55:49] where it's something they've never heard
[55:50] before and it's something that makes
[55:52] absolute sense and because it's
[55:54] something they've never heard before, it
[55:55] means it's something they've never done
[55:57] before, it makes it very easy for them
[55:59] to say yes. Okay? And then once you
[56:02] actually put it into practice and
[56:03] actually do it, you get them
[56:06] ridiculously good results. That's why my
[56:08] business has tons of reviews, right? You
[56:11] can see what people are saying. I think
[56:12] we have like three one-star reviews and
[56:15] one of them was literally left from a
[56:17] person we never even worked with, right?
[56:19] And which is something that can kind of
[56:20] happen sometimes. I don't care. But we
[56:23] get people great results because of the
[56:25] offer we run. Right now, another reason
[56:29] why is they don't know how to
[56:30] communicate the service in a compelling
[56:32] way, which is really what I just kind of
[56:33] said, right? or when you're just selling
[56:34] a voice AI agent,
[56:38] that's kind of difficult to sell, right?
[56:39] Because if I'm selling all of these
[56:41] services and I'm talking to somebody
[56:43] that's already working with that
[56:45] customer that I'm speaking with and
[56:46] they're just doing this, do you think
[56:48] it's going to be difficult or hard for
[56:49] me to pull that customer away from them
[56:51] when I'm doing all these things? It's
[56:54] not hard. I I can tell you for a fact
[56:56] it's not hard because I've done it
[56:57] dozens of times. It's not. But what is
[57:00] hard is for them to retain that business
[57:02] when they're up against me because I'm
[57:04] doing all these things for them all in
[57:06] one. I'm a one-stop shop. They're not
[57:09] right. That's very difficult to compete
[57:12] with. In addition to that, they're a
[57:14] generalist. They're not a specialist.
[57:16] Okay. One other issue with doing that is
[57:18] this.
[57:20] What could end up happening if somebody
[57:21] did decide to do that and had some
[57:23] success? Like I said, I'm not saying
[57:24] it's impossible. I'm just saying it's
[57:25] not it's way more difficult than it
[57:27] needs to be. and you're definitely not
[57:29] gonna have the level of success that you
[57:30] would if you do what I'm doing. But what
[57:34] it will end up happening is they'll end
[57:36] up going after tons of different
[57:38] businesses, right? They would go after
[57:40] gyms, they go after med spas, they go
[57:41] after chiropractors, they go after nail
[57:43] salons. And now they're working with a
[57:46] bunch of people just like a medical
[57:48] doctor works with a ton of different
[57:51] people for general problems, right? But
[57:54] when you see that medical doctor, you go
[57:56] to a specialist and the specialist is a
[57:58] lot more expensive and they're a
[58:01] specialist on your exact problem. That's
[58:03] what you want to become because
[58:04] specialists can charge a lot more money.
[58:07] And if you're a specialist and you
[58:09] penetrate a massive market, you're able
[58:12] to get customers like crazy coming to
[58:14] you, okay? And you're charging a
[58:16] premium, right? So now it's very, very
[58:19] easy. With a generalist,
[58:21] it's a very sketchy situation to be in
[58:24] because you're not able to charge a ton
[58:25] of money and you're coming up against
[58:27] very very fierce competition where
[58:29] there's not a lot you can do because
[58:31] you're just providing this one off thing
[58:33] that that only solves one step of the
[58:37] problem. Okay. So, why did I succeed
[58:41] despite not having anything going for
[58:43] me? Because when I tell you I didn't
[58:45] have anything going for me, right? If we
[58:47] go back and look at me, my chunky self,
[58:50] right? My drunk chunky self. That was a
[58:54] wet, rainy, nasty, dirty, bad hangover
[58:57] the next day day. I was not in a good
[59:01] spot then. I'm telling you, I did not
[59:04] have anything going for me. But the
[59:07] reason why is because I developed an
[59:09] offer that people weren't providing and
[59:11] I refined it. And I have refined it over
[59:14] the last seven years. speaking with over
[59:16] 4,000 business owners over one-on-one
[59:19] Zoom calls. Kind of like what you and I
[59:21] are doing right now, right? I'm talking
[59:22] to you. I'm telling you what you should
[59:24] do and how you can avoid a lot of the
[59:27] mistakes that most people are making and
[59:28] really the mistakes I made. This is
[59:30] something that's been battle tested from
[59:33] me time and time again. And I'm going to
[59:36] show you in this full guide sales calls
[59:39] of me closing people, real customers,
[59:42] right? breaking down the recording and
[59:44] telling you exactly why I said what I
[59:45] said and why I did what I did. Selling
[59:48] the exact same offer that I'm teaching
[59:50] you to sell that I'm telling you to sell
[59:52] right now in this video. And because of
[59:54] that, it was able to make me a lot of
[59:57] money. Okay? So, that's really what
[59:59] we're doing for our customers is we're
[01:00:00] building a bridge for them that bridges
[01:00:03] the entire gap that they have. And what
[01:00:05] that gap is is getting consistent sales.
[01:00:08] Okay? We're we're we're hitting every
[01:00:10] single piece of the puzzle. Okay. Now,
[01:00:14] this is what I built. It's the AI
[01:00:16] Aristotle system, right? And the reason
[01:00:18] why I called that is because of this.
[01:00:20] What Aristotle said, which I think is
[01:00:22] genius. And obviously, if you don't
[01:00:23] know, Aristotle was a great Greek
[01:00:25] philosopher
[01:00:28] who had a lot of very
[01:00:33] ahead of his time ideas and concepts.
[01:00:36] And what he said was the whole is
[01:00:37] greater than the sum of its parts. And
[01:00:38] all that means is this is that sometimes
[01:00:41] 1 plus 1 doesn't equal two. Sometimes 1
[01:00:44] plus 1 equals 10. Right? Have you ever
[01:00:47] taken a stick, just one stick, and
[01:00:49] snapped it? It's pretty easy, right? But
[01:00:52] have you ever taken that stick that you
[01:00:54] snapped and then put it together and
[01:00:56] then snapped it again? Still pretty
[01:00:58] easy. But if you put it together now,
[01:01:01] you try and snap the four, you might not
[01:01:03] be able to, right? And if you are and
[01:01:06] you put it together with the eight, you
[01:01:08] know, hey, you're you're probably going
[01:01:10] to struggle, right? That's what this is.
[01:01:12] Okay? So, it's not linear. It's
[01:01:16] exponential. And that's what this is.
[01:01:18] The the result of all of these things
[01:01:20] working together and the correct order
[01:01:23] and then synergistically
[01:01:25] is much much greater than the singular
[01:01:28] result that this gets, right? the result
[01:01:31] it gets when it's working within this
[01:01:32] system re really produces a much greater
[01:01:36] outcome and result. The yield is much
[01:01:39] greater. Okay, that's why I call it
[01:01:42] that. Now,
[01:01:44] this offer when you convert to other
[01:01:45] ones, right? This is a new offer which
[01:01:48] is very very important. The reason why
[01:01:50] that's important is because when you're
[01:01:51] talking with these businesses,
[01:01:54] you're not selling them something
[01:01:55] they've ever been sold before. If you've
[01:01:57] ever tried to sell something that
[01:01:58] someone's already bought and they had a
[01:02:00] bad experience with it, it's very hard
[01:02:02] to sell them it, right? Even if you tell
[01:02:05] them, "I'm going to do a better job. I
[01:02:06] get better results. I can share proof of
[01:02:08] getting better results. I'll take more
[01:02:10] care of you. I'll give it more
[01:02:12] attention." It doesn't matter. In their
[01:02:14] mind, they already bought something that
[01:02:16] was similar and they had a bad
[01:02:17] experience with it. It's that's a very
[01:02:20] difficult situation. But when you're
[01:02:22] selling something that other the person,
[01:02:24] the prospect, the the market has never
[01:02:26] bought before, it becomes a lot easier,
[01:02:29] right? It's much much easier. In
[01:02:31] addition to that, like I said, the
[01:02:34] combined result of these services is
[01:02:36] exponential. It it's insane. Now, when
[01:02:40] you compare it to other AI agencies,
[01:02:43] what they're doing is it's really just a
[01:02:44] commoditized service, right? And what
[01:02:47] with a commoditized service, the very
[01:02:49] scary thing about it is this. If you do
[01:02:52] end up having success
[01:02:55] and you build a successful business with
[01:02:57] it, it can sometimes lead to a race to
[01:03:00] the bottom because it is a commodity.
[01:03:03] It's not unique. It's not novel. And so
[01:03:05] what that means is everyone else is
[01:03:06] doing it. Your your customers can get it
[01:03:09] elsewhere for probably a lot less and it
[01:03:12] to be potentially better. And so when I
[01:03:14] say it's a race to up the bottom, people
[01:03:16] typically just end up in a situation
[01:03:18] where they keep dropping price, dropping
[01:03:19] price to retain customers and then
[01:03:21] eventually the margins are too low to
[01:03:25] justify the business and now you just
[01:03:27] built a business that doesn't make money
[01:03:29] and lost the profit of it, right? And
[01:03:32] this is what most people do is they'll
[01:03:34] sell one or two of these things, right?
[01:03:37] And that's just not the best thing to
[01:03:38] do. What we're doing is we're really
[01:03:41] we're just solving the whole entire
[01:03:43] puzzle, right? The other thing is just
[01:03:45] an unfinished product. And that's why I
[01:03:48] was able to take put that guy out of
[01:03:51] business that that I referenced when I
[01:03:53] first got into this is because he was
[01:03:55] unwilling to fix it. He he was aware of
[01:03:57] me. He knew what I was doing. He was
[01:03:59] just he just didn't think it was
[01:04:01] important to do what I was doing, I
[01:04:04] guess. And because he didn't, he ended
[01:04:06] up literally going out of business.
[01:04:09] And he went he ended up going out of
[01:04:10] business. And believe it or not, he
[01:04:13] ended up going out of business. And what
[01:04:15] do you think he did? Right? He went to
[01:04:17] this guy. He said, "Hey, I can show you
[01:04:20] how to start an agency. You want to pay
[01:04:22] me a shitload of money and I'll teach
[01:04:25] you how to start an agency. I'm going to
[01:04:26] sell you information on how to do the
[01:04:28] thing I failed at." Right? That's
[01:04:31] literally what he went to do. Okay. I
[01:04:34] don't think he's doing it anymore. He
[01:04:35] probably has a full-time job now. I'm
[01:04:37] not really sure, but right, he was
[01:04:39] unwilling to do it. Now, if we just look
[01:04:41] at this, the gat, we're fixing it. We're
[01:04:44] getting them leads by running ads on
[01:04:46] Facebook and Instagram, and then we're
[01:04:48] also getting leads through re-engaging
[01:04:50] their old database of leads to reawaken
[01:04:52] them. Okay? We're getting appointments
[01:04:54] through AI lead nurturing. We're closing
[01:04:57] deals through either having our best
[01:04:59] client coach new clients for a discount.
[01:05:03] That's something that you can do, right?
[01:05:05] Heck, I brought my business partner on
[01:05:06] as minority partner
[01:05:08] because
[01:05:11] he's scaled now to over a 100 gyms.
[01:05:13] That's absurd. He's one of the most
[01:05:16] successful gym owners
[01:05:18] in America, if not on the planet, right,
[01:05:21] in terms of an actual gym owner. Um,
[01:05:24] he's extremely successful and be because
[01:05:26] he's successful means he has the
[01:05:27] processes to run a successful gym,
[01:05:31] right? And so what we did is we took
[01:05:32] those processes and we gave them to our
[01:05:34] customers and taught them how to use
[01:05:35] them. Right? So you can do that, but
[01:05:37] then you can also have AI audit their
[01:05:39] appointments. You can have customers
[01:05:41] record their conversations on their
[01:05:43] phone, put it into an AI and have it
[01:05:45] audit their their recording and compare
[01:05:48] it to their sales process, their sales
[01:05:51] script that you've uploaded into AI
[01:05:53] along with other proven examples of the
[01:05:55] process being run flawlessly. Right? 70%
[01:05:58] of these businesses aren't receiving
[01:05:59] anything like that. In addition to that,
[01:06:01] we use AI to nurture people to generate
[01:06:04] reviews and then also generate referrals
[01:06:06] and respond to the reviews that are left
[01:06:07] on Google. Okay. Now,
[01:06:12] these are some untapped niches and
[01:06:13] industries that you can recreate my
[01:06:15] success in. In the next module, I'm
[01:06:18] going to be going over in a lot more
[01:06:20] depth uh as far as what what and how to
[01:06:25] pick your niche based off your own
[01:06:27] unique situation. But I'll tell you
[01:06:29] this, just to be clear, I know I'm going
[01:06:32] to go over in this next module, but
[01:06:35] even if you don't have any of the things
[01:06:36] that I do go over in that video or in
[01:06:39] that part of this video, you do not need
[01:06:41] to worry about it, right? I ended up
[01:06:45] going after gems for one reason. Alex
[01:06:47] Ramoszi
[01:06:49] ran Gym Launch. He used to own it. He
[01:06:52] still owns a part of it, but he sold it
[01:06:54] to a private equity group. At the time
[01:06:56] when I got into this in 2019, Jim Launch
[01:06:58] was exploded. They were doing very, very
[01:07:01] well. The only reason why I got into
[01:07:03] this is because I saw Alex Ramoszi
[01:07:06] working with gems, making a lot of
[01:07:07] money. So, I said, "If he's doing it, I
[01:07:09] should be able to do it." I didn't go,
[01:07:11] "Oh, he already figured it out. He
[01:07:12] already took captured the market."
[01:07:16] No, I recognized he was having success
[01:07:19] and because of that, there's no reason
[01:07:20] why I shouldn't have been able to, too.
[01:07:22] Okay? So that's just one thing I want to
[01:07:24] leave you with which is very very
[01:07:25] important. But fitness studios, martial
[01:07:28] arts studios, chiropractors, med spas,
[01:07:30] dentists, HBAC, solar, roofing,
[01:07:32] plumbers, lawyers, accountants,
[01:07:34] bookkeepers, physical therapists,
[01:07:36] all of these are extremely
[01:07:39] good markets to go after where they're
[01:07:41] not being sold what I've gone over. And
[01:07:43] one thing I'd really really recommend if
[01:07:45] you're not sure on this, I would highly
[01:07:47] recommend going after home improvement
[01:07:50] businesses that sell very expensive
[01:07:54] things. Okay? Because if you work with a
[01:07:56] business that sells something very
[01:07:58] expensive, most of those sell very
[01:07:59] expensive things. If you're helping a
[01:08:02] business that sells something that's
[01:08:03] very expensive, you don't need to get
[01:08:04] them that many customers. I work with
[01:08:07] gems. They don't sell stuff that's that
[01:08:09] expensive. So, we have to get them a lot
[01:08:10] of customers, right, for it to work,
[01:08:12] which we do. But if you're working with
[01:08:15] a home improvement business that sells a
[01:08:17] roof, right, and they sell a roof for,
[01:08:19] let's say, $15,000 on average, and let's
[01:08:22] say they make $3,000 on average in
[01:08:24] profit.
[01:08:26] That means if you charge them $3,000 a
[01:08:29] month, you only have to get them one
[01:08:30] customer a month. Obviously, you want to
[01:08:33] get them more customers, but if you get
[01:08:35] them two customers a month, they're
[01:08:36] making a lot of money. They're making
[01:08:37] three grand a month on a service.
[01:08:40] That's pretty good, right? So, that's
[01:08:43] what I would recommend if you're kind of
[01:08:44] confused on that. But again, these are
[01:08:46] all great industries because they're not
[01:08:48] being sold the offer that you are going
[01:08:50] to sell. That's big. Okay. Now, this is
[01:08:54] very cool. Like I said earlier, there's
[01:08:56] one there's basically 1.1 million
[01:09:00] brickandmortar businesses in the United
[01:09:01] States. Okay. This is a massive massive
[01:09:05] market. Okay? And these people need a
[01:09:08] lot of help. And obviously the the data
[01:09:10] shows that they're not doing they're not
[01:09:14] doing the things that they need to be
[01:09:15] right. All right. We we already know
[01:09:17] that they are not doing what they should
[01:09:20] be doing. And for why for the reason why
[01:09:24] they're not, it doesn't matter. They're
[01:09:25] just not. All right. This is the state
[01:09:26] of the market. And we're going to help
[01:09:28] them. And we're going to help them doing
[01:09:30] exactly this right here, right? Because
[01:09:33] it's something they're not currently
[01:09:34] being sold. and it's what I'd use to
[01:09:36] build a business that's now worth a lot
[01:09:40] of money. Okay, so
[01:09:43] I hope you enjoy this part of the
[01:09:44] module. Obviously, just to recap, this
[01:09:47] is what we're going to be selling. This
[01:09:49] is exactly what I've used to grow my
[01:09:51] business to make a lot of money. And it
[01:09:55] should really, really fire you up just
[01:09:56] knowing that when I started this off, I
[01:09:59] was more than likely no different than
[01:10:00] you. I had no experience prior to that
[01:10:02] in business. And I was just a guy, a
[01:10:06] young guy that really wanted to change
[01:10:09] his life and was not happy with where I
[01:10:11] was at. Right? I just I had that desire
[01:10:14] to change. I can remember vividly
[01:10:17] memories sitting on my bed, not being
[01:10:19] able to sleep at night, staying up just
[01:10:22] thinking, I'm going to change my life,
[01:10:24] you know? And those are great memories.
[01:10:27] And maybe you have some of those right
[01:10:29] now. This is how you're going to do it.
[01:10:31] Okay? So, I hope you're fired up. I will
[01:10:33] see you in the next one and I look
[01:10:35] forward to continuing to go through some
[01:10:37] of this with you.
[01:10:43] Okay. So, in this video,
[01:10:47] this part of the course, we are going to
[01:10:49] be talking about how to pick your niche,
[01:10:52] the industry, the market that you want
[01:10:54] to penetrate based off your own
[01:10:57] competitive advantage. And if you're
[01:10:58] thinking, I don't have a competitive
[01:11:01] advantage right now. I have no
[01:11:02] experience in anything. No big deal.
[01:11:05] This video is going to be very, very
[01:11:06] important because when I got started, I
[01:11:09] had no competitive advantage. And I had
[01:11:12] nothing going for me that enabled me to
[01:11:14] have any type of
[01:11:17] catalyst or expedite my journey to
[01:11:21] getting the success. I had none of that.
[01:11:23] Okay? But this video is very very
[01:11:25] important because even if you don't have
[01:11:27] it right now throughout your journey, if
[01:11:29] you make it a point to acquire it, it
[01:11:32] will expedite your journey to success.
[01:11:34] And I was able to acquire some of this
[01:11:35] stuff in less than a year within me
[01:11:38] starting this. And it was a complete
[01:11:41] game changer. And this is this is the
[01:11:44] thing that I notice between people who,
[01:11:47] you know, people that make like 10 to 20
[01:11:49] $30,000 a month with something like this
[01:11:52] versus people that actually develop a
[01:11:54] legitimate business that has a that
[01:11:56] supports a team that supports massive
[01:11:59] cash flow, supports massive profits over
[01:12:02] 200, $300,000 a month, and it becomes an
[01:12:05] asset that's worth millions of dollars
[01:12:07] that can legitimately be sold, right? A
[01:12:09] company that's making
[01:12:11] company that's making 30, $40,000 a
[01:12:14] month, $50 a month that has one person,
[01:12:17] the owner, and then let's say two team
[01:12:18] members is not a sellable asset. You're
[01:12:21] not going to buy that business because
[01:12:22] once the owner is gone, the business is
[01:12:24] done. It's not worth anything, right? A
[01:12:26] business like the business I have that's
[01:12:28] been in business for over seven years
[01:12:29] that's done over $20 million in revenue
[01:12:31] that has multiple employees that
[01:12:32] operates in multiple states that's a
[01:12:34] preferred vendor with massive massive
[01:12:37] franchises and massive brands and
[01:12:39] corporations and has partnership deals
[01:12:40] with other strategic partners. That's a
[01:12:43] business that is a sellable asset. It's
[01:12:46] a business that is dependable, runs
[01:12:49] without its owners, and has massive
[01:12:51] upside and massive potential to grow
[01:12:53] even more than where it's at now. Okay.
[01:12:55] So, this is going to be very very
[01:12:58] important for you when it comes to
[01:13:00] deciding your industry that you should
[01:13:02] go after based off you and based off the
[01:13:05] experience that you have had throughout
[01:13:06] your life. Okay. So, let's jump into it.
[01:13:11] All right. So really
[01:13:14] the first thing that I'm going to do in
[01:13:16] this video is kind of break down for you
[01:13:20] uh the three things that are really
[01:13:22] really important which is what I kind of
[01:13:24] call the holy trinity of making money
[01:13:25] with AI and really making money with an
[01:13:28] agency. Okay, an agency that sells AI
[01:13:30] services, automations, marketing, all of
[01:13:32] it. Okay, that this is kind of the holy
[01:13:34] trinity because
[01:13:36] if you have these three things or if you
[01:13:38] can acquire these three things, you're
[01:13:41] able to have tons of competitive
[01:13:43] advantages that no one else really has.
[01:13:45] And if you have competitive advantages
[01:13:47] when it comes to something like this in
[01:13:49] any business and when you're up against
[01:13:51] anyone in any type of domain, right? If
[01:13:53] you have a competitive advantage, you're
[01:13:56] in a better spot. You have the upper
[01:13:58] hand. And that's what we want to do in
[01:13:59] business because business at the end of
[01:14:00] the day is like war. We are competing,
[01:14:04] right? We're competing against other
[01:14:05] people for the market. And if you had
[01:14:07] these things, you put yourself in a
[01:14:08] situation where you have an unfair
[01:14:09] advantage, right? If you're, you know,
[01:14:12] if you're 6'2 and you're fighting a guy
[01:14:13] that's 5 foot2, I've got a competitive
[01:14:16] advantage over that person. Right? If
[01:14:17] I'm fighting someone who's 72, they've
[01:14:19] got a massive competitive advantage over
[01:14:20] me. Right? So, that is what we're
[01:14:23] talking about here. All right? So,
[01:14:25] looking at the very first thing, it's
[01:14:27] what I've already given you. It's what
[01:14:28] I've spent seven years figuring out in
[01:14:31] the market to see what works and what
[01:14:34] works together and how to actually sell
[01:14:36] it in a very effective way. Because this
[01:14:37] is what I've had to figure out through
[01:14:39] doing this for over 7 years and doing
[01:14:41] personally over 4,000 sales calls on my
[01:14:43] own and signing on over 1500 businesses
[01:14:46] on my own, selling services and adapting
[01:14:49] and evolving this entire offer and
[01:14:51] figuring out how to actually get leads,
[01:14:52] get appointments and sell it, which is
[01:14:54] what I'm teaching you throughout this
[01:14:56] entire course and guide that will be
[01:14:58] coming on uh later on throughout this.
[01:15:00] But this is extremely important because
[01:15:03] what you need is you need something that
[01:15:06] gets people atypical results that is not
[01:15:10] that has not been getting sold. And so
[01:15:12] what I mean by that is you want
[01:15:13] something that is new. You want
[01:15:14] something that people haven't heard
[01:15:16] before, that people haven't bought
[01:15:18] before, and it needs to get people great
[01:15:20] results as well. It needs to live up to
[01:15:22] what you're saying. Okay? So that's
[01:15:24] exactly what this is, right? The offer
[01:15:26] that I'm going to be showing you how to
[01:15:28] sell in this entire guide is exactly
[01:15:30] that. So, you don't need to figure this
[01:15:32] out. You already have one of the three
[01:15:34] things. Okay? So, as far as this is
[01:15:36] concerned, you are good. I'm giving this
[01:15:39] to you. I've already done the work to
[01:15:41] figure this out and I already know
[01:15:43] because I'm in the market. People are
[01:15:45] not selling this. Okay? Other agencies
[01:15:47] are not doing this. All right? And when
[01:15:50] you talk to other businesses,
[01:15:51] brick-andmortar businesses in whatever
[01:15:53] industry, if you use the sales process
[01:15:55] that I'm going to teach you in this
[01:15:57] guide that I have multiple sales calls
[01:15:59] of me closing people on that I break
[01:16:01] down step by step and literally give you
[01:16:03] my sales process and break it down for
[01:16:04] you step by step. People will end up
[01:16:07] you'll end up having conversation with
[01:16:09] people where they go, I've never heard
[01:16:11] of anyone
[01:16:12] tell me something like that. I'd never
[01:16:14] been offered something like that. It
[01:16:15] makes complete sense, but I've never
[01:16:17] spoken with a vendor, an agency that
[01:16:20] offered that service to me, that AI
[01:16:22] system to me. That's how they're going
[01:16:24] to end up being. And and the reason why
[01:16:26] that's so important is because when
[01:16:27] you're selling something novel to a
[01:16:29] market is not saturated. They haven't
[01:16:32] experienced it yet. They have no prior
[01:16:34] conception of what that was like. If you
[01:16:37] try to go up to a brick and mortar
[01:16:38] business and sell them Facebook ads or
[01:16:40] Google SEO or a website, they've
[01:16:42] experienced that. more than likely
[01:16:43] they've worked with a handful of people
[01:16:45] for each of those three different
[01:16:46] services and had probably some good,
[01:16:49] bad, and average results, right? So, if
[01:16:51] you're trying to sell them something
[01:16:52] like that, it's going to be much more
[01:16:53] difficult because they've already been
[01:16:56] through that process multiple times.
[01:16:58] They could be jaded or they're just a
[01:17:00] little bit more knowledgeable of a buyer
[01:17:03] because they've been through it, right?
[01:17:05] Occasionally, you might get the person
[01:17:07] who's just now getting into business,
[01:17:09] just now operating, let's say, a
[01:17:11] restaurant, a gym, uh, you know, a med
[01:17:15] spa, chiropractor that just became a
[01:17:17] chiropractor, opened up his own place.
[01:17:19] But most people have been in business
[01:17:21] for a couple years and they've been
[01:17:22] through it. Okay? So, that's why this is
[01:17:24] so important. And then in addition to
[01:17:26] that, even more important than that,
[01:17:27] because this is a reoccurring based
[01:17:29] business, this is what gets people
[01:17:31] results. This is what gets people to
[01:17:33] stay and keep paying you month over
[01:17:35] month. Okay? If you look my business up,
[01:17:37] there's a reason why I've got over 154
[01:17:39] Google reviews and we have over 300
[01:17:42] video testimonials from customers
[01:17:43] talking about their experience while
[01:17:45] working with us and how we've been able
[01:17:47] to change their business for the better
[01:17:49] with this exact service and this exact
[01:17:51] offering. So, this is incredibly
[01:17:54] important again because if you are
[01:17:57] player A and you're offering this and
[01:17:59] then we have player B over here and
[01:18:00] let's say they're just offering ads and
[01:18:02] lead nurturing, you are going to crush
[01:18:04] that person because every single time
[01:18:07] you talk to a potential prospect just
[01:18:09] like player B, you should have a higher
[01:18:11] close rate because what you're offering
[01:18:13] is something different than him and that
[01:18:14] the sales pitch is significantly
[01:18:16] stronger the way that I've developed it
[01:18:18] to offer this where it makes much more
[01:18:20] sense. So you should sign people up at a
[01:18:22] much higher rate. In addition to that,
[01:18:24] you should retain people for a much
[01:18:26] longer time because it gets them better
[01:18:27] results. So your average customer value
[01:18:30] is going to be a lot higher than it
[01:18:32] would be when you compare it to player
[01:18:33] B. Okay, so this is extremely extremely
[01:18:38] important. All right, so this is just a
[01:18:40] little bit of a breakdown with it. The
[01:18:43] reason why it matters is because like I
[01:18:44] was saying earlier, this is an end
[01:18:46] to-end solution. that this isn't just
[01:18:48] getting leads and then hoping the
[01:18:51] customer could close them. This isn't
[01:18:52] just getting leads and then nurging the
[01:18:53] leads, hoping the customer could close
[01:18:54] them. We're touching their customer list
[01:18:57] to follow up with them to your reviews.
[01:19:00] We're also responding to those reviews.
[01:19:02] We're also following up those people
[01:19:03] that left reviews, asking for referrals.
[01:19:05] If we get a referral, which is a free
[01:19:07] lead for that customer, we're then
[01:19:08] nurturing that lead to get them through
[01:19:09] the door. We're taking their database of
[01:19:11] leads to re-engage them to bring those
[01:19:14] customers back through the door for the
[01:19:15] customer. And then we're also running
[01:19:17] ads and nurturing their leads for them
[01:19:19] and then helping them with closing of
[01:19:20] the leads that we bring through their
[01:19:21] door. Okay? So it's an endto-end
[01:19:23] solution which inevitably gets
[01:19:24] significantly better results. In
[01:19:26] addition to that, since we're picking
[01:19:28] one industry, it's not like we're going
[01:19:29] to be working with chiropractors and
[01:19:31] roofers. We're just picking one. Since
[01:19:33] we're picking one, it's a productized
[01:19:34] solution. Okay? So what a product type
[01:19:36] solution is, it's the same thing every
[01:19:38] single time like a conveyor belt. And
[01:19:40] what that means is simplicity. And what
[01:19:42] simplicity means in business is
[01:19:44] scalability. Right? Okay, when things
[01:19:45] are complex, it's hard to scale a
[01:19:48] business profitably and seamlessly
[01:19:50] because there's so many unique nuances
[01:19:52] and unique systems that are complicated.
[01:19:55] And when things are just complicated,
[01:19:57] they're difficult to pull off with other
[01:19:59] people. Maybe you can pull them off on
[01:20:00] your own, but if you're hiring people in
[01:20:03] the Philippines, keep even people in
[01:20:05] America to do it as employees, it makes
[01:20:07] it much more unlikely to be done
[01:20:10] effectively, which will then break the
[01:20:12] system. Okay, so that's why this is so
[01:20:14] important is because it's a productized
[01:20:16] system solution where it's the same
[01:20:19] thing every single time. It's one
[01:20:20] sizefits-all, which means it's just
[01:20:22] rinse and repeat over and over and over
[01:20:24] again. Hard to mess up. That's exactly
[01:20:27] what you want in business. Simple
[01:20:30] scales, fancy fails every single time.
[01:20:32] Don't forget that. Okay. In addition to
[01:20:34] that, it has product market fit. And
[01:20:36] what I mean by that is this. The
[01:20:39] industries that I went over in the last
[01:20:40] video, this offering has product market
[01:20:44] fit. All of those businesses already pay
[01:20:46] for a variation of this offer, but
[01:20:49] they're not they're with a certain
[01:20:50] vendor or something like that. the
[01:20:52] majority of the market, the majority of
[01:20:54] gym, the majority of diaper writers, the
[01:20:55] majority of roofers, the majority of
[01:20:57] home improvement businesses, the
[01:20:59] majority of nail salons, the majority of
[01:21:03] um med spas. They invest into agency
[01:21:06] services, but they're working with
[01:21:08] agencies that only do one or two of
[01:21:09] these things. That's it. Okay? So, the
[01:21:12] market already wants it. The great thing
[01:21:15] about this is that the market hasn't
[01:21:17] received it.
[01:21:19] Okay? That's the opportunity here.
[01:21:22] That's the massive opportunity here or
[01:21:24] with this offer right now is the fact
[01:21:26] that there are agencies that are already
[01:21:28] having success not selling this but
[01:21:30] selling a variation of it. And if you
[01:21:32] can come in and sell this, all you're
[01:21:35] doing is this. When Steve Jobs made made
[01:21:38] the iPhone, the team at Apple invented
[01:21:40] the iPhone, it's not like they were the
[01:21:41] first people to create the phone. There
[01:21:43] was already massive market share and
[01:21:47] interest for the phone, right? And it's
[01:21:49] an incredible piece of technology. It
[01:21:50] allows us to communicate from anywhere
[01:21:52] in the world. But what they did was they
[01:21:55] took the phone and they innovated on it
[01:21:58] and it revolutionized it in such a way
[01:22:00] that they basically destroyed the rest
[01:22:03] of the competition and put them out of
[01:22:05] business. Phones and cellular devices
[01:22:07] have been around for decades prior to
[01:22:09] the iPhone, but they took a product that
[01:22:12] had massive market fit and they
[01:22:14] innovated on it and improved it. That's
[01:22:16] all we're doing here. And that's all
[01:22:18] I've done with my business. And that's
[01:22:20] how I've been able to scale my business
[01:22:21] very, very effectively with not too much
[01:22:24] work in some situations. Especially when
[01:22:26] I started my business. I was able to
[01:22:27] take my business from $3,000 a month to
[01:22:30] over $70,000 a month in six months
[01:22:32] simply because I went into one market
[01:22:34] where there was a massive franchise,
[01:22:36] Anytime Fitness. I worked with some
[01:22:38] bigers that were influential and they
[01:22:40] were already paying for competing
[01:22:41] services. They were already paying a
[01:22:43] guide for Facebook advertising. All I
[01:22:45] did was took that and said, "Hey, look,
[01:22:49] I can run your ads for you, but before I
[01:22:51] do that, I want to I want to take your
[01:22:52] database of leads and reactivate them
[01:22:54] for you through a text blast and then I
[01:22:56] will handle the entire lead nurturing
[01:22:57] process on them. And then once I do
[01:22:59] that, I will run your ads and every lead
[01:23:01] I generate, I will then follow up with
[01:23:03] them as well for you. Okay? And that's
[01:23:06] what I did. So I took the core of what
[01:23:08] he was offering, what they were already
[01:23:09] paying for where there was already
[01:23:11] market fit and market demand, clear mark
[01:23:13] product market fit, and I made it
[01:23:15] better. That was it. I just innovated on
[01:23:17] it. Okay? And now that's all I've done
[01:23:19] with my business is that over and over
[01:23:21] again as new services and new technology
[01:23:23] comes out. Okay? And so what ended up
[01:23:25] happening when I did that for that that
[01:23:26] Anytime Fitness on that under a dozen
[01:23:28] gyms is he gave me all his gyms to work
[01:23:30] with. He stopped working with the other
[01:23:33] guy who had a massive bargain share
[01:23:34] within the Anytime Fitness space. And
[01:23:37] then what ended up happening in six
[01:23:39] months is he he literally told over 200
[01:23:42] Anytime Fitness owners to work with me.
[01:23:45] So what that ended up leaving me with
[01:23:46] was a situation where I didn't have to
[01:23:48] do any marketing. When I say I didn't
[01:23:50] have to do any marketing, I literally
[01:23:51] didn't have to do [ __ ] I didn't have to
[01:23:53] cold call, cold email, run ads, do
[01:23:55] anything. This guy was so impressed with
[01:23:58] the results that I was getting him. And
[01:23:59] he was so well connected, which I'm
[01:24:00] going to get into how that works in this
[01:24:03] video as well. But right now, we're just
[01:24:05] talking about the offer and the
[01:24:06] potential that having a great offer like
[01:24:08] the one I'm giving you right now can
[01:24:09] have. He literally told over 200 people
[01:24:11] to just come work with me because of how
[01:24:14] great a results I was getting him and
[01:24:16] the fact that they were already paying
[01:24:18] for a similar service, but not exactly.
[01:24:21] I didn't I'd improved it, right? Just
[01:24:24] like what what Jobs did with the ISO.
[01:24:27] Okay. So that's why this is so
[01:24:28] important. So we already know the market
[01:24:30] is paying for it. We've just made it
[01:24:32] better. That's it. Okay. And then we
[01:24:35] also know that the market's not
[01:24:36] providing. Okay. We know that they're
[01:24:38] just providing variations of it. Okay.
[01:24:40] And that's a fact, right? And if you
[01:24:42] look up right now uh med spa agency,
[01:24:45] chiropractor agencies, and you find one
[01:24:46] with a ton of reviews and you look at
[01:24:47] the reviews, you're going to see that it
[01:24:49] probably just talks about them getting
[01:24:51] people results with one thing. That's
[01:24:54] it. And what that means is you can
[01:24:56] recreate that situation that I did when
[01:24:58] I came into the Anytime Fitness market.
[01:25:00] I was able to steal a massive market
[01:25:02] share and actually put that guy out of
[01:25:03] business just like Steve Jobs put a lot
[01:25:05] of people out of business with the
[01:25:07] phones, right? I can remember when I was
[01:25:08] a kid. Oh my gosh. You know, if you're
[01:25:10] if you're in your mid to late 20s, maybe
[01:25:12] you remember this, too. But the Rumor,
[01:25:15] the Razer, the Pante Duo, the Sidekick,
[01:25:18] right? All these cell phones, they're
[01:25:20] gone. They're gone, right? Well, what do
[01:25:22] we have now? We got this thing, right?
[01:25:25] We've got the iPhone, we've got Android,
[01:25:27] right? And what would Android be without
[01:25:29] iPhone, right? iPhone was the massive
[01:25:32] disruptor. So, that's that's what we
[01:25:34] have right here. All right. So, common
[01:25:36] mistakes with the Aubber is people think
[01:25:39] uh if they build a legion system,
[01:25:41] they're done and the client doesn't have
[01:25:43] to close. The reason why this is an
[01:25:45] issue, okay, is if clients can't close
[01:25:47] or fulfill, they'll land your system. It
[01:25:50] does not matter. If you get clients a
[01:25:52] lot of appointments and they cannot
[01:25:54] close them, it does not matter. They
[01:25:56] will blame you. Okay? So, you can't just
[01:26:00] leave this here, right? You got to help
[01:26:02] them with sales. In addition to this,
[01:26:05] um, if you only have this, right, if you
[01:26:07] only have a great offer and not these
[01:26:09] other three things, right? Because you
[01:26:10] probably can't see, but there's three
[01:26:11] other things that I'm going to go over
[01:26:13] in this video, right? If you only have
[01:26:18] if you only have that, um, you're not
[01:26:21] going to get referrals or long jevity if
[01:26:23] the rest of the business is broken.
[01:26:25] Okay? So, that might not make sense
[01:26:27] right now, but I will get into that here
[01:26:29] in a second where it will make sense.
[01:26:31] Okay? So you'll also get churn and
[01:26:34] complaints and no longer uh scale. Okay?
[01:26:37] No longer no long-term scale, right? So
[01:26:40] what I mean by that is even if you have
[01:26:42] a great offer that gets people to refer
[01:26:45] you out, that doesn't mean that you're
[01:26:48] going to be able to scale long term if
[01:26:49] you're just relying on referrals, okay?
[01:26:51] Or something like that, right? Because
[01:26:52] you can't defend on them forever, okay?
[01:26:54] But the offer itself is super critical
[01:26:58] because if you have something like this,
[01:27:00] you can literally recreate the results
[01:27:01] that I've created. And that story of me
[01:27:04] doing that is not unique. This is a
[01:27:07] story as old as time in business. The
[01:27:09] iPhone, this happens all the time. I see
[01:27:12] it happen all the time where a market
[01:27:15] has massive demand for a product or a
[01:27:18] service and then what ends up happening
[01:27:20] is another business, another competitor
[01:27:24] because this is war. This is competition
[01:27:25] comes in and sees what's working and
[01:27:27] makes it better. That's business. That's
[01:27:30] how this works. And if you could do that
[01:27:31] and there's a and you do it within a
[01:27:33] market where there's massive demand
[01:27:35] where they're already paying for it and
[01:27:36] you just make something that they're
[01:27:37] already paying for better, inevitably
[01:27:39] they're going to come to you. If you can
[01:27:41] just get your foot in in the door with a
[01:27:43] couple people, especially if you can get
[01:27:44] your foot in the door with a couple
[01:27:45] right people that have a loud voice or
[01:27:47] already have massive influence over the
[01:27:49] rest of the market. Okay, that that gem
[01:27:52] that I told a bunch of other people
[01:27:53] about me had massive influence because
[01:27:57] he was a very very influential person.
[01:28:01] Okay. So, if we kind of look at this,
[01:28:04] um, if we go over here, that's what
[01:28:06] we're talking about next is having
[01:28:08] connections and strategic partnerships.
[01:28:10] Okay. So, right, this video is about
[01:28:12] picking your industry. So,
[01:28:15] the reason why this is important is
[01:28:18] because if you are someone that has
[01:28:21] connections to someone like the guy that
[01:28:24] I just referenced, somebody that has a
[01:28:26] dozen chiropractic offices, somebody
[01:28:29] that has a dozen med spots, somebody
[01:28:30] that has a dozen whatever, right? as
[01:28:34] long as it's a brickandmortar business
[01:28:36] that there's over 10,000 plus locations
[01:28:39] across the United States and especially
[01:28:40] franchises or networks where people are
[01:28:43] a part of communities where they talk
[01:28:45] about what's working, what's not, that
[01:28:47] works. Okay? So, if you have somebody
[01:28:49] like this, that could be very very big
[01:28:52] for you. The reason why is because
[01:28:57] if you have access to an influential
[01:28:59] person or a network, right, there's
[01:29:02] already trust and distribution and
[01:29:05] attention. And what I mean by that is
[01:29:07] this individual more than likely
[01:29:12] talking about a mouse drake. More than
[01:29:14] likely that person they they got that
[01:29:18] trust for a reason. And the reason is by
[01:29:22] doing probably what other people in that
[01:29:24] market are trying to do at a very high
[01:29:26] level. Right? A guy that has a dozen
[01:29:28] gems
[01:29:30] that's been doing it for over a decade
[01:29:32] is someone who knows what they're doing.
[01:29:34] And then when you couple that with the
[01:29:36] fact that he's a franchise owner and the
[01:29:38] largest franchise chain on the planet
[01:29:41] for gems with over 5,000 locations,
[01:29:43] which I'm going to kind of go through in
[01:29:45] a second,
[01:29:46] where he's been in that franchise, that
[01:29:48] network for a decade, where people have
[01:29:50] been going to him for advice and
[01:29:52] admiring them and respecting him. People
[01:29:55] trust his opinion. He he is a voice of
[01:29:58] authority within that network. Okay? So
[01:30:02] with that, you're able to tap into that
[01:30:05] decade of
[01:30:08] expertise and equity that he has built
[01:30:11] that you didn't have to build. Okay? So
[01:30:13] that's why that's so important is
[01:30:15] because if you can find someone like
[01:30:16] this or if you already have someone like
[01:30:18] this in your life, it could be your dad,
[01:30:20] it could be your mom. I know I know a
[01:30:22] guy that has a med spy agency. His
[01:30:24] father is a med spawner. He and his
[01:30:26] brother run the agency. They've been
[01:30:28] doing it for about 5 years now. and they
[01:30:30] do over 200 grand a month. Why do you
[01:30:33] think they work with meds? You think
[01:30:35] it's because they like Medsfos?
[01:30:36] Absolutely not. That is not why. It's
[01:30:38] because they knew they had a competitive
[01:30:40] advantage if they worked with daddy.
[01:30:42] That's why, right? Because daddy owned a
[01:30:45] med spa, right? And that they were smart
[01:30:48] guys. They said, "Look, there's already
[01:30:50] product market bid. There's massive
[01:30:51] demand here. Our father knows how to run
[01:30:52] a med spa. We can figure this out at his
[01:30:55] med spa and then he can help us scale
[01:30:56] this with other med spas and talk to
[01:30:58] talk to other meda owners. Brilliant,
[01:31:00] right? That's exactly what you should do
[01:31:02] because that's a competitive edge,
[01:31:04] right? In addition to that, right? If
[01:31:07] you have somebody that has industry
[01:31:09] connections and you can turn them into a
[01:31:11] strategic partner, you get distribution
[01:31:14] like what I had, right? Because if you
[01:31:16] have somebody that is in a network where
[01:31:19] people know them and he has they have
[01:31:21] relationships with other people that are
[01:31:23] running the exact same business but in
[01:31:25] different markets in different places
[01:31:26] within the United States. They don't
[01:31:28] compete with each other. And so what
[01:31:29] that means is they trade secrets because
[01:31:32] they're not competing. They're trying to
[01:31:33] help each other. And that's one of the
[01:31:35] main things about a franchise. The whole
[01:31:38] purpose of being a part of a franchise
[01:31:40] is you get to tap in to the brand that
[01:31:42] that franchise is built. Right? That's a
[01:31:44] big piece. But the other big piece and
[01:31:47] potentially the biggest piece is this
[01:31:49] that you get to get access to a
[01:31:52] community of people that are running
[01:31:55] literally the exact same business as you
[01:31:58] just in different markets. They're
[01:31:59] literally running the exact same
[01:32:01] business from a standpoint of it's the
[01:32:03] same website. It's the same services.
[01:32:05] It's the same price point. It's the same
[01:32:07] everything. It's almost to a tea the
[01:32:10] exact same. And so the nuance between
[01:32:13] how they execute on that is where the
[01:32:15] magic happens. And so what they do is
[01:32:18] they trade secrets around what they're
[01:32:20] doing that's allowing them to have the
[01:32:22] success that they're having. And that is
[01:32:24] one of the most beneficial things about
[01:32:26] being a part of a franchise is it's
[01:32:27] almost like this massive mastermind. If
[01:32:29] it's a really good franchise, what
[01:32:31] that's really really encouraged. Okay.
[01:32:33] And in Anytime Fitness, you don't get to
[01:32:35] be the second fastest growing franchise
[01:32:37] ever, second to McDonald's with over
[01:32:39] 5,000 locations across the world without
[01:32:41] having that. Okay, so that is what this
[01:32:44] opens opens up the possibility for is
[01:32:46] distribution, right? There are agencies
[01:32:48] that do hundreds of thousand dollars a
[01:32:51] month and all they did was penetrated
[01:32:53] one franchise and done the roots in deep
[01:32:56] because if you're working within a
[01:32:58] franchise that has 5,000 locations or
[01:32:59] even a thousand, would you be happy if
[01:33:02] you could work with a hundred 10% of
[01:33:04] them paying you $2,000 a month? Of
[01:33:07] course you would, right? Who wouldn't?
[01:33:09] That that's that's going to be an
[01:33:10] extremely successful business. And the
[01:33:11] best part about that is if people are
[01:33:14] referring you around, you're not paying
[01:33:17] much money for marketing. And if you're
[01:33:19] getting referrals, it's very easy to
[01:33:21] close them. So building a business like
[01:33:24] that is a lot of fun. It's very
[01:33:26] profitable and it's not that hard. Okay,
[01:33:29] so that's how you create a competitive
[01:33:30] edge. All right. In addition to this, to
[01:33:33] give you guys some examples of what this
[01:33:35] would look like, like I was just kind of
[01:33:36] saying, right, a coach or a consultant,
[01:33:39] right? So, a coach or a consultant could
[01:33:41] be somebody like this, right? So, all
[01:33:42] these gurus you see on the [ __ ]
[01:33:44] internet promoting info products and
[01:33:47] selling a bunch of [ __ ] right? These
[01:33:49] that could kind of be an example of
[01:33:51] that. Not specific to this, but just
[01:33:52] giving you an example, right? A
[01:33:54] franchise network. That's a perfect
[01:33:57] example of it. A highle operator,
[01:33:59] somebody that's a high level operator
[01:34:00] within a franchise, right? That's
[01:34:02] another example of it. Okay? And to give
[01:34:05] you a specific example of a coach, it
[01:34:07] could be somebody that is like a very
[01:34:09] successful consultant that works with
[01:34:12] gymnars, right? If you're able to work
[01:34:14] with that consultant that already has a
[01:34:15] massive book of business and then
[01:34:17] provide their customers with your
[01:34:19] services that aren't
[01:34:22] um competing, but they're complimentary.
[01:34:25] That's going to that's a huge
[01:34:26] opportunity, right? The reason why this
[01:34:28] matters is because you can get warm
[01:34:30] leads, right? When you're getting
[01:34:32] referral-based leads, it's extremely
[01:34:34] easy, right? This is how you turn things
[01:34:36] on easy mode. When I went from 3 to 70K
[01:34:39] a month, I literally just had people
[01:34:41] coming to me because they had spoken
[01:34:43] with this guy and his guy told him,
[01:34:45] "Hey, you should go work with JT." Like,
[01:34:47] here's his number. Calling you should
[01:34:49] work with him. And I had people
[01:34:50] literally calling me at all hours of the
[01:34:52] day saying, "Hey, I just spoke with X.
[01:34:54] He told me I should work with you. That
[01:34:56] he's getting great results working with
[01:34:57] you. How do I get started? Can you tell
[01:34:59] me about it?"
[01:35:00] It's like you really really have to mess
[01:35:03] that up to not turn that into a sale
[01:35:06] because they literally talked to
[01:35:08] somebody that they admire and want to be
[01:35:10] like and want to have a business just
[01:35:11] like and they just told them to work
[01:35:12] with you,
[01:35:15] right? You can't really mess that up.
[01:35:16] You have to really not care to mess that
[01:35:18] up. In addition to that, you're able to
[01:35:21] get instant credibility. Okay? I was a
[01:35:24] 21-year-old
[01:35:26] talking to multi-millionaire business
[01:35:28] guys and they were coming to me banging
[01:35:30] to work with me because I had someone
[01:35:32] that was above them telling them that
[01:35:35] they respected to work with me. You get
[01:35:38] this you're able to tap into almost
[01:35:40] their credibility and right on their
[01:35:42] coattails
[01:35:44] which is something that you would have
[01:35:45] never been able to do because they they
[01:35:47] put the the work and they built their
[01:35:49] reputation not you. But if you're able
[01:35:52] to tap into that, you're able to become
[01:35:54] a part of that, okay? You get instant
[01:35:57] massive credibility, which is huge. The
[01:35:59] word of mouth, which generates
[01:36:01] referrals, and you get viral
[01:36:02] distribution through word of mouth,
[01:36:05] which is the most powerful form of
[01:36:08] marketing. Okay? You see all of these
[01:36:10] videos on YouTube, this video right
[01:36:12] here, people that make content that this
[01:36:16] content and social media is the modern
[01:36:18] version of word of mouth. If it's good
[01:36:20] content, if it's actually credible,
[01:36:23] legitimate content based around things
[01:36:25] that work, right? When you watch this
[01:36:27] entire guide, if you implement it, it's
[01:36:29] going to work. You're going to have
[01:36:31] everything you need to make money doing
[01:36:33] what I'm showing. Okay? And if it works
[01:36:36] for you, you're probably going to tell
[01:36:38] other people, "Holy [ __ ] I found this
[01:36:40] guy and posted this free video showing
[01:36:43] how how he built a $20 million business
[01:36:45] coming from nothing. I started doing it
[01:36:48] and it's working. I'm building a
[01:36:49] business. Like, you should check this
[01:36:51] out. This guy's legit. You know, I think
[01:36:53] you might have paid people life for
[01:36:54] something that was a lot worse than
[01:36:57] this. Like, this is a lot better than
[01:37:00] most everyone's paid for stuff when it
[01:37:03] comes to talking about building an
[01:37:04] agency because most people haven't
[01:37:06] actually done it, right? But that's
[01:37:09] very, very important. But here's the
[01:37:11] deal. If you just have this, connections
[01:37:13] alone aren't going to cut it. Okay? And
[01:37:15] the downside to this is this.
[01:37:18] You can't fulfill without operations and
[01:37:21] sales knowledge. And I'll get into that
[01:37:23] in a second cuz that's this is the third
[01:37:24] thing. And if you can't give people
[01:37:26] great results because you don't have the
[01:37:28] offer dialed in, right? Like let's just
[01:37:30] say for example, you are a gym owner
[01:37:32] that has a dozen locations and you
[01:37:33] you're watching this and you're going,
[01:37:35] "Wow, I should do this." But if you
[01:37:38] don't have the offer that actually gets
[01:37:40] results, right? you haven't watched this
[01:37:41] video
[01:37:43] and you sell something that seems like
[01:37:46] you know you could sell to the this
[01:37:47] customer base not really knowing what
[01:37:49] you're doing and you don't get good
[01:37:50] results you're going to destroy all the
[01:37:53] equity that you've built right providing
[01:37:55] something that doesn't get good results
[01:37:57] okay so you need a very very valuable
[01:37:59] offer which is what I've already given
[01:38:01] you okay now if we go over here to the
[01:38:04] next thing in addition to this you need
[01:38:08] operational and sales expertise ideally
[01:38:11] within your market because if you have
[01:38:13] this, you're able to help your customers
[01:38:16] out a tremendous amount because you're
[01:38:18] able to tell them how to actually
[01:38:20] convert the the opportunities that
[01:38:22] you're generating through this system.
[01:38:26] Okay? So, that's why this is important.
[01:38:28] All right?
[01:38:30] Because you're able to make the service
[01:38:32] a lot more effective. And again, if you
[01:38:35] don't have any of this stuff, it doesn't
[01:38:36] matter. At the end of this, I'm going to
[01:38:37] explain to you how I went about getting
[01:38:40] this and showing it to you. All right?
[01:38:43] But I'm going over this for you so that
[01:38:45] if you do maybe have this, you can make
[01:38:47] a decisive decision on what industry you
[01:38:50] should actually go after. Okay? Now, you
[01:38:54] you would have the day-to-day business
[01:38:56] model knowledge. You understand this
[01:38:58] right here, and you can speak the
[01:38:59] language. When I first started working
[01:39:01] with gym owners, I had never worked at a
[01:39:03] gym before. All I had done as far as gym
[01:39:05] was concerned was work out at a gym. But
[01:39:08] I didn't know the gym owner. I worked
[01:39:10] out at a YMCA, right? It's a those are
[01:39:12] publicly traded companies. I don't even
[01:39:14] think they they don't have an owner,
[01:39:16] right? It's a publicly traded company.
[01:39:17] They have like a GM who sat in this
[01:39:19] office, but I never talked to them.
[01:39:21] Okay? I had no idea what operating gym
[01:39:24] looked like. And so once I started
[01:39:26] speaking with these gym owners, I had to
[01:39:27] figure out how to talk the talk. I had
[01:39:30] to understand and learn their language
[01:39:32] and understand their business. But
[01:39:34] obviously if you've run a dozen gems,
[01:39:37] you you know the lingo, right? And not
[01:39:39] only do you know the lingo, you know
[01:39:40] people are bsing. You can see through
[01:39:43] deceit, right? So that's incredibly
[01:39:46] important for you to be able to
[01:39:49] understand how to get these people
[01:39:50] results and just understand the market
[01:39:51] that you're working within. Okay. So
[01:39:54] some examples of this potentially you
[01:39:57] were an industry professional years
[01:40:00] not as a you know owner or something but
[01:40:03] maybe years as a operator manager head
[01:40:06] of sales top sales guy something like
[01:40:09] that right or maybe you skilled a
[01:40:10] similar business and go into why it
[01:40:13] matters is because if you can help your
[01:40:15] customers with this part with sales
[01:40:17] because you actually have experience
[01:40:19] with it you're able to help them really
[01:40:21] generate a a better return than they
[01:40:24] would otherwise. Doesn't mean they if
[01:40:26] you don't have this, they can't generate
[01:40:28] a return. It's just if you have
[01:40:30] something like this that you can help
[01:40:31] them with, especially someone that's
[01:40:32] done it, right? You can't be real
[01:40:35] experienced. If you have someone that's
[01:40:36] got that like me, somebody that's taken
[01:40:39] over 4,000 calls like this with
[01:40:41] businesses selling them agency services.
[01:40:44] If you could have someone like me break
[01:40:46] down your sales calls, watch them with
[01:40:48] you, tell you what you could wrong, tell
[01:40:50] you what you you need to do differently,
[01:40:51] you would become significantly better
[01:40:54] within a matter of a couple days, right?
[01:40:57] You could go from closing 10% to 50% in
[01:40:59] a week if I really, really, really work
[01:41:01] with you and obsessively drill in on you
[01:41:04] to get you to run my process, right? And
[01:41:06] that's the same thing here, right? So
[01:41:08] the difference between a 10% and a 50%
[01:41:10] close rate isn't 40%. Right? If you get
[01:41:13] 10 opportunities and you close 10 or you
[01:41:15] close one, that's 10%. Now, if you close
[01:41:18] five, that's 50%. You look at the math
[01:41:20] on that though as far as what that's
[01:41:22] worth over over the course of time, it's
[01:41:24] massive, right? Because now it starts
[01:41:27] compounding month over month as you keep
[01:41:29] closing more and more and more. And now
[01:41:31] that customer is able to justify paying
[01:41:33] you a lot of money, right? And you're
[01:41:36] getting customers very results. you're
[01:41:38] going to get referrals and you're going
[01:41:40] to get your your word of mouth going a
[01:41:42] lot faster than you would otherwise.
[01:41:43] Okay. Now, some downsides of just having
[01:41:46] this, right, is if you have this, that's
[01:41:50] great, but if you don't have the rest of
[01:41:52] it, it's not great, right? And if you
[01:41:55] just have experience in an industry and
[01:41:57] you don't have the offer that actually
[01:41:59] works as unique and you also don't have
[01:42:02] industry connections, well, you're just
[01:42:05] like a a a a
[01:42:07] consultant, right? You're just somebody
[01:42:08] that understands the business or
[01:42:10] understands the operations and sales,
[01:42:12] but to get distribution and to really be
[01:42:14] able to provide something that's
[01:42:15] valuable that people actually want is
[01:42:17] difficult. Okay? So that's why if you
[01:42:20] have these three things, which is very
[01:42:23] simple, it's just connections to a
[01:42:25] strategic partner, a offer that's super
[01:42:28] effective, which you already have, and
[01:42:30] then somebody or yourself that has sales
[01:42:32] or operational expertise within the
[01:42:34] industry, you are golden. Okay? Because
[01:42:37] if you have all of that and you combine
[01:42:39] all of this, you could go into a market,
[01:42:42] a massive market like a franchise or a
[01:42:44] network and provide them with this
[01:42:46] system and attach the operational and
[01:42:48] sales expertise to it, the specifics to
[01:42:51] it to help people get a better result.
[01:42:52] And you're going to be able to
[01:42:53] inevitably get customers much better
[01:42:56] results than anyone else. And if you're
[01:42:58] working within a network now, there's
[01:43:00] going to be a massive ripple effect
[01:43:01] because the word of mouth is going to
[01:43:02] start to pick up and people are going to
[01:43:04] start telling other potential customers
[01:43:07] that run the same business in different
[01:43:08] markets to start working with you.
[01:43:10] That's why this is so important. So, be
[01:43:13] thinking about now. If we look at me, um
[01:43:17] oh my gosh, I'm gonna have to scroll
[01:43:18] through this, I guess, uh with you guys
[01:43:21] here. So, if you guys go to my Facebook
[01:43:24] page, all right, what you'll see is I I
[01:43:28] have over 400 posts all relating to my
[01:43:31] business, testimonials, Google reviews
[01:43:33] that I've been posting over the last
[01:43:35] seven years. Last time I scrolled
[01:43:36] through this entire thing, it literally
[01:43:38] took me I think it took me maybe five
[01:43:40] minutes. So, if you want, feel free to
[01:43:42] scroll scroll through this. But the
[01:43:44] reason why I'm bringing this up and
[01:43:46] showing it to you is because when I
[01:43:48] started out, I had none of this. I had
[01:43:51] no connections to somebody that was
[01:43:53] influential or that owned locations. I
[01:43:56] had no one in my family. I had never had
[01:43:59] any prior experience owning or operating
[01:44:02] a gym. I never had any prior experience
[01:44:05] working at a gym. The only experience I
[01:44:07] ever had was working out at a gym, which
[01:44:10] is not at all related. That's like
[01:44:12] saying you understand how to run a
[01:44:13] restaurant because you eat food at
[01:44:15] restaurants, right? I had no no
[01:44:19] experience whatsoever. But what I did
[01:44:21] have was an offer that was novel that
[01:44:25] got people better results than the
[01:44:27] standard stuff that most people were
[01:44:28] selling. Okay? And because of that, I
[01:44:32] was able to penetrate a network and get
[01:44:35] into it, provide them the service that
[01:44:38] was not typical, that got a lot better
[01:44:40] results, and then from there, I was able
[01:44:42] to grow extremely fast. Okay. So, uh,
[01:44:46] like I was just saying, I I didn't have
[01:44:48] any of that stuff. uh up until this
[01:44:51] point really. And this is when I
[01:44:53] partnered up with my business partner
[01:44:55] back in 2022, but I started my business
[01:44:58] in 2019. Really in 2018. So this was
[01:45:01] almost four years into me doing this.
[01:45:03] Okay. But I I found a guy, his name's
[01:45:06] Andy, and he's one of the biggest
[01:45:08] Anytime Fitness owners in the entire
[01:45:10] system. Okay. So if you kind of check
[01:45:12] this out here, this is Andy, my business
[01:45:14] partner. And if you look at this, he's
[01:45:16] got 123 Anytime Fitness locations and he
[01:45:20] has private equity involved now where
[01:45:21] they are scaling very very quickly. And
[01:45:24] if you look up Anytime Fitness, they've
[01:45:25] got over 5200 locations throughout the
[01:45:28] world. And we're in the process right
[01:45:30] now of becoming a preferred bidder with
[01:45:31] the largest gym chain on the planet.
[01:45:34] Okay. So that is how I was able to
[01:45:36] acquire this is by finding Andy. He was
[01:45:39] a customer of mine getting him great
[01:45:41] results and then talking to him about
[01:45:43] becoming a minority partner with us to
[01:45:46] become a part of what what we were
[01:45:48] doing, okay, to really grow and scale
[01:45:50] this business, right? So, I was able to
[01:45:53] go out into the market and find a
[01:45:55] customer to get this right here, which
[01:45:57] has been a complete game changer. I
[01:45:59] didn't need it. I was able to grow my
[01:46:00] business to be a $100,000 a month
[01:46:02] business without that. I didn't need it,
[01:46:04] but it's helped a lot. And then with
[01:46:07] that, I've been able to get access to
[01:46:09] his team members that have been with him
[01:46:11] for decades that are in it for the lawn
[01:46:14] maul that trust him completely that have
[01:46:18] the operational and sales expertise just
[01:46:21] like he does. Right? So now they work
[01:46:24] with our customers to show them the
[01:46:26] process to fully maximize the services
[01:46:28] that we provide them. Right? So when you
[01:46:31] have that, you really have something
[01:46:33] special that's extremely difficult to
[01:46:36] compete with. In addition to that, I've
[01:46:39] got a Oh, maybe it's right here. Yeah.
[01:46:41] So, this is the very You can see right
[01:46:44] here back in this is me back in 2019
[01:46:48] right there picking my nails nervous
[01:46:50] interviewing one of my first customers,
[01:46:52] right? That was an Anytime Fitness
[01:46:54] owner, but I didn't have any connections
[01:46:56] to Anytime Fitness at that point. Right?
[01:46:57] If I scroll, look at that scroll right
[01:46:59] there. All of these posts are success
[01:47:02] stories with customers and all that. But
[01:47:04] then right there, I think we saw one.
[01:47:06] This is right around the time that I
[01:47:08] partnered up with my I don't I don't
[01:47:11] want to find it. You could scroll
[01:47:12] through it and find it, but you get the
[01:47:14] point. All right. I didn't have that
[01:47:15] when I got started. But then one thing I
[01:47:18] did do is this was a customer of mine.
[01:47:22] He owns a dozen Anytime Fitnesses and
[01:47:24] now he works for me. He's actually one
[01:47:26] of my employees and he works for me and
[01:47:27] coaches our clients and still owns gyms.
[01:47:30] He was one of our most successful
[01:47:31] clients and he wanted to work with us
[01:47:33] and be a part of it. Right? So again,
[01:47:37] going back to this here, adding all of
[01:47:39] this stuff together, people that have
[01:47:41] strategic relationships that have built
[01:47:43] equity and markets that you want to
[01:47:45] penetrate and understand the industry
[01:47:47] maybe where you don't, right? So if you
[01:47:50] don't have any of that stuff, that's how
[01:47:52] you should go about thinking about
[01:47:53] acquiring it. You should be
[01:47:55] intentionally thinking forward once you
[01:47:57] pick your market, right? If you don't
[01:47:59] have any of this right now, like I did,
[01:48:01] all you need to know is this. Pick a
[01:48:03] market where people are already having a
[01:48:04] ton of success, right? It's that's not
[01:48:06] easy to to figure out. Just look it up.
[01:48:09] Look up marketing agencies for
[01:48:11] chiropractors, med spas, and find them.
[01:48:13] You find it with hundreds of reviews,
[01:48:15] they're they're doing very very well.
[01:48:17] They're working with hundreds of
[01:48:18] businesses paying out thousands of
[01:48:19] dollars a month. Okay. From there, what
[01:48:21] you need to do is find franchises within
[01:48:23] that network, that market, and find the
[01:48:25] top dos. I can remember before I worked
[01:48:28] with any anytime fitnesses, but I found
[01:48:30] out about that guy that was working with
[01:48:31] a lot of them. I did the research within
[01:48:33] Anytime Fitness, and I found Andy. He he
[01:48:36] owned like 36 gyms up in Wisconsin at
[01:48:38] the time. He was like the big dog in
[01:48:39] Anytime Fitness. He still is, but I saw
[01:48:42] him and I said, I'm going to work with
[01:48:43] him one day. And I found about a dozen
[01:48:45] other people that own collectively over
[01:48:46] 200 gyms and I was like, I'm going to
[01:48:47] work with it one day. Right? All right,
[01:48:49] and I made it happen. Then not only did
[01:48:51] I make it happen, but I made it my
[01:48:52] business part. Right? So that's very,
[01:48:54] very important. So that's how you need
[01:48:56] to go about doing this when it comes
[01:48:58] down to locking it down. And if you are
[01:49:01] someone like that or you have a
[01:49:03] connection or a relationship to someone
[01:49:04] like that that that has these buckets,
[01:49:08] potentially partnering up or creating a
[01:49:11] referral network would be completely
[01:49:13] invaluable to you and really make sense
[01:49:15] for you to go into that market if you
[01:49:17] think you could fully capitalize on that
[01:49:19] opportunity. Okay? Because if you could
[01:49:21] do that, you're giving yourself a
[01:49:23] massive leg up and a massive competitor
[01:49:24] with the hatch. All right? So, I hope
[01:49:26] that this one helped when it comes to
[01:49:28] determining your niche. At this point
[01:49:30] now, you just need to pick it from here.
[01:49:33] We will be talking about some really,
[01:49:34] really exciting stuff. So, I hope this
[01:49:36] one helped and I will see you in the
[01:49:38] next part of the guide.
[01:49:45] Okay. So, welcome to the copy and paste
[01:49:48] ads that have made me and my business
[01:49:51] personally millions of dollars that I've
[01:49:53] also spent millions of dollars testing
[01:49:56] to figure out exactly what works. So,
[01:49:59] this is going to be one of the most
[01:50:01] beneficial parts of the entire guide
[01:50:03] because if you can't get leads, you
[01:50:06] can't sell anything. If you can't sell
[01:50:08] anything, you don't have a business,
[01:50:09] right? You could have the best idea in
[01:50:11] the world. You could have the best
[01:50:12] product or service in the world, but if
[01:50:14] nobody wants it or nobody knows about
[01:50:16] it, it's irrelevant. You don't have a
[01:50:17] business. You're not going to be able
[01:50:18] make money. Okay. So, in this training,
[01:50:21] what I'm going to do is I'm going to
[01:50:22] give you my framework along with my ads
[01:50:27] so that you can basically tap into the
[01:50:30] millions of dollars I've spent running
[01:50:32] ads to try and acquire brick-and-mortar
[01:50:35] business owners as customers for AI
[01:50:38] agency services so that you don't have
[01:50:40] to go through the trial and error or
[01:50:43] investment that I've already gone
[01:50:45] through. Okay. So, a lot of people that
[01:50:48] talk about building an AI agency on the
[01:50:50] internet and maybe you listen to a lot
[01:50:53] of those people I've noticed people talk
[01:50:55] about tactics like doing cold email,
[01:50:57] doing LinkedIn DMs, doing tons of mass
[01:51:00] cold email, right? Making content,
[01:51:03] running ads, cold calling.
[01:51:05] All of those things work, but I'll tell
[01:51:07] you this, the ads work the fastest and
[01:51:11] with the least amount of work, which is
[01:51:12] what you want. It's extremely efficient.
[01:51:14] And I have dialed these ads in to be
[01:51:17] very very effective for very little
[01:51:19] money to be spent where you can make
[01:51:20] massive returns. In addition to that, I
[01:51:23] actually do this. I have an agency where
[01:51:25] I'm doing this actively right now. And
[01:51:27] the fact that I'm even sharing with you
[01:51:28] what I'm doing, what's working with what
[01:51:31] I'm doing right now is kind of crazy,
[01:51:34] but I'm doing it because I have a big
[01:51:37] big vision and a big big goal that I
[01:51:39] want you to be able to fit into if
[01:51:41] you're serious about building a business
[01:51:43] like the business I'd built. Okay. So, I
[01:51:45] just want to set the expectation there
[01:51:47] that this is based off exactly what is
[01:51:50] working right now and by the end of this
[01:51:52] training, you will have created ads for
[01:51:55] your industry that you're trying to go
[01:51:56] after that are done and completed.
[01:51:59] They're connected to a calendar that
[01:52:00] I'll be going through as well in this
[01:52:02] module as far as how to set all of that
[01:52:04] up so that at the end of this, if you
[01:52:06] wanted to, you could literally press go
[01:52:09] on the ads and they would start
[01:52:10] generating leads within the next couple
[01:52:12] hours or day. Okay. So, that's that's
[01:52:15] what you're going to have at the end of
[01:52:17] this part of the training. And then
[01:52:19] within this guide, I'll also be showing
[01:52:21] you how to close these people as well,
[01:52:23] these leads, and how to actually convert
[01:52:25] them, breaking out sales calls and me
[01:52:27] converting them, all of it, right? The
[01:52:30] full nine yards. So, just know this is a
[01:52:32] very, very important training. And to
[01:52:34] give you guys some context around this,
[01:52:35] this is one of my very many ad accounts.
[01:52:38] You can see right here over the course
[01:52:40] of time of this ad account. And this
[01:52:42] doesn't represent all of the spend on
[01:52:44] the ad account because some campaigns
[01:52:45] have been deleted which it doesn't show
[01:52:47] it here. But you can see we've generated
[01:52:49] 5,440 leads and spent $160,000 in this
[01:52:54] ad account. Now what I have right here
[01:52:57] are a bunch of different ad accounts and
[01:52:59] then all of the uh invoices from
[01:53:02] Facebook from these ad accounts that
[01:53:04] shows you just how much money I've
[01:53:06] actually spent in total running ads.
[01:53:09] Okay. So, it's kind of crazy, but I'm
[01:53:12] not going to add all this stuff up, but
[01:53:13] you can see here that's $822,000.
[01:53:16] You can see, and this is just one ad
[01:53:18] account. That's $239,000.
[01:53:22] Um, crazy, right? $185,000,
[01:53:26] $7,000. And this is just one one ad
[01:53:28] account, right? $660,000.
[01:53:31] Here's another ad account.
[01:53:33] You can see that $291,000. A whole other
[01:53:36] ad account. $431,000. A whole other ad
[01:53:40] account.
[01:53:41] $498,000. A whole other ad account. All
[01:53:44] charges from Facebook over the time I've
[01:53:47] been in business. $385,000. Another ad
[01:53:49] account. Another ad account. $240,000.
[01:53:53] Um I mean, there's a lot more. You You
[01:53:56] kind of get the point though, right?
[01:53:57] This is a a lot of money that's been
[01:54:00] spent. Why not just go through the whole
[01:54:02] the whole thing?
[01:54:05] Just to give you context again around
[01:54:06] what I'm really giving you because the
[01:54:08] people that talk about doing this stuff,
[01:54:10] they don't do it. Okay? They just really
[01:54:13] really do not do it. And that's why this
[01:54:15] is really important to show is the proof
[01:54:18] that this is based off what not only is
[01:54:21] this based off millions and millions of
[01:54:23] dollars. This is over I think5 million
[01:54:24] or $10 million spent. But this is also
[01:54:28] over the course of seven years of me
[01:54:30] honing this skill of advertising that
[01:54:32] I'm about to give to you which and
[01:54:35] honing the skill of advertising to
[01:54:36] acquire brick and mortar business owners
[01:54:38] as customers. Okay, which is a very very
[01:54:42] specific goal that not a lot of people
[01:54:44] have this level of experience in. That's
[01:54:46] just a fact. $169,000 there. um $157,000
[01:54:51] there,
[01:54:53] $537,000 there. This is the ad account I
[01:54:56] was just showing you. And $345,000 right
[01:54:58] here. You just can't see it. Uh because
[01:55:00] like I said, some of those campaigns are
[01:55:02] deleted where it says 160,000. Now you
[01:55:04] can see you're at 345,000.
[01:55:06] Then if I just keep going 363,
[01:55:09] 289,000,
[01:55:11] not a whole lot on this one, not a whole
[01:55:13] lot on that one. Not a whole lot on that
[01:55:16] one. Um, and MS is where I think we
[01:55:18] probably started overlapping.
[01:55:19] 230,724,000,
[01:55:23] 528,
[01:55:25] 441,000, right? I think we're
[01:55:27] overlapping now, but you get the point,
[01:55:29] right? Tons and tons of money has been
[01:55:31] spent in these accounts. And the reason
[01:55:35] why I'm showing you this is so you know
[01:55:36] what I'm showing you is based off what
[01:55:38] really works. Okay? So, first and
[01:55:41] foremost, what we're going to do
[01:55:43] throughout this part of the guide is I
[01:55:45] want you to stop after I go over each
[01:55:47] step and do it actively. Okay, there's
[01:55:50] six steps here. The first step, the
[01:55:52] second step, the third step, and the
[01:55:54] fourth step are very, very easy. Okay,
[01:55:56] it's very button click, button click. No
[01:55:59] thought required. It's just a matter of
[01:56:01] setting up some things. Okay, step
[01:56:03] number five is also very, very easy, but
[01:56:05] there's a little bit that goes into it.
[01:56:07] Okay? Because what we're going to be
[01:56:08] doing here is setting up the calendar.
[01:56:10] So once leads opt in, they can actually
[01:56:12] book on your calendar. And then once
[01:56:14] they schedule an appointment, an email
[01:56:16] automatically gets sent out. And if they
[01:56:17] don't book, another email automatically
[01:56:19] gets sent out. And then if they do book,
[01:56:21] within that email that gets sent out,
[01:56:23] they also get sent your Zoom link so
[01:56:25] that everything is done for you where
[01:56:27] you don't have to do any of the tech
[01:56:29] setup, figure out how to build it, how
[01:56:31] to build a calendar page, any of that
[01:56:32] stuff. I've set all of this up so it's
[01:56:34] done in as few button clicks as possible
[01:56:36] for you so that you don't really have to
[01:56:39] know anything. You can just literally
[01:56:40] follow this step by step and by the end
[01:56:42] of it, you'll have it set up. Okay, so
[01:56:44] cool thing about this calendar is that
[01:56:46] you have a 14-day free trial and the
[01:56:49] software that I use for it is the
[01:56:51] software that I run everything off of
[01:56:53] for my business along for my with my
[01:56:55] customers businesses. Okay, so it's a
[01:56:57] CRM that I use for my business and for
[01:57:01] my customers businesses and I've been
[01:57:02] using it the entire time I've been in
[01:57:04] business. I was actually one of the
[01:57:05] first couple hundred people to use it
[01:57:07] and it's a software called Go High Level
[01:57:09] that maybe you've heard of. And then
[01:57:10] step number six is actually breaking
[01:57:12] down how to create the ads. Okay, so if
[01:57:16] we just start off with step one,
[01:57:19] the first thing we need to do is make a
[01:57:21] Meta Business Manager account. Okay. So,
[01:57:24] what this is is it's not a Facebook
[01:57:27] personal profile. It is a Facebook
[01:57:29] business manager or a meta business
[01:57:32] manager account, which is where you
[01:57:33] manage your business from.
[01:57:36] One thing, you don't need to have a
[01:57:38] business set up to make one of these.
[01:57:39] Okay? You don't need to have a business
[01:57:41] set up to do any of this. Okay? Just so
[01:57:44] that you know that. It's not like you
[01:57:45] need to register your business with a
[01:57:47] state, with a with a country. You don't
[01:57:49] need to do that to be able to make one
[01:57:50] of these. Okay? So, the first thing that
[01:57:52] you're going to want to do to make one
[01:57:54] of these is you're going to want to go
[01:57:55] to business manager Facebook.
[01:58:00] Okay. From here, you're going to want to
[01:58:02] click on this
[01:58:06] or right down there. I think it's the
[01:58:07] exact same thing. It should be um maybe
[01:58:12] it's not. Let's see. Maybe it's a little
[01:58:14] different because it should have logged
[01:58:15] me in.
[01:58:17] Okay. Right. So, see how this has logged
[01:58:19] me in now. So for you, what you want to
[01:58:21] do is you want to go back here and click
[01:58:23] on this. And now what you need to do is
[01:58:25] go through the steps of setting it up.
[01:58:26] Okay? It's not difficult at all. It's
[01:58:29] very, very easy. And what you want to do
[01:58:30] is connect your Facebook profile to it.
[01:58:33] If you don't have a Facebook profile,
[01:58:35] you need to make one and connect it to
[01:58:37] it because you have to have a personal
[01:58:38] profile to connect to your business
[01:58:40] manager. Okay? And if you don't have
[01:58:42] one, I think what you'll end up having
[01:58:44] to do is it's going to take 48 hours to
[01:58:46] authentic to get the fact that you are
[01:58:48] who you said you are when you set up
[01:58:49] your Facebook profile, then connect it
[01:58:51] to your business manager. But if you
[01:58:53] already have a Facebook profile, you
[01:58:55] should be able to connect it and be able
[01:58:56] to set it up very, very easily. Okay, so
[01:58:59] that is step number one is you want to
[01:59:01] make a Meta Business Manager. All you
[01:59:03] need to do is go here and like I said,
[01:59:06] connect it to your personal profile.
[01:59:07] Okay, so that's step number one. Very
[01:59:10] simple. If you haven't done it already,
[01:59:11] pause this and just make sure you do it
[01:59:13] so you can get it done. Step number two,
[01:59:15] you need to create a Facebook ad
[01:59:17] account. Okay? And this can be done
[01:59:19] inside the business manager. That's why
[01:59:20] you need to make the business manager
[01:59:21] first and then you can do it within
[01:59:23] accounts within the business manager and
[01:59:25] then add accounts. All right? So now, if
[01:59:27] I go over here to my business manager,
[01:59:31] what we're going to be able to see from
[01:59:33] here, what you're going to want to do is
[01:59:34] click this and then just go to settings.
[01:59:37] And then now what it's going to do is
[01:59:38] it's going to take you over here. So
[01:59:40] like I said, it's underneath accounts.
[01:59:43] From here, all you need to do is click
[01:59:44] on ad accounts. And then what you're
[01:59:46] going to want to do is click add and
[01:59:49] then create a new ad account. So you can
[01:59:51] see for me it says that I've reached the
[01:59:53] maximum number of ad accounts allowed
[01:59:55] for a new business portfolio. So
[01:59:58] obviously in your situation, this isn't
[02:00:00] going to be an issue. But what you need
[02:00:01] to do from here is now create an ad
[02:00:03] account. And then what you're going to
[02:00:05] want to do uh from there is make sure
[02:00:08] that you connect your credit card to the
[02:00:12] ad account. Okay? So all you're going to
[02:00:14] need to do to do that, this is an ad
[02:00:16] account, right? So different from the
[02:00:19] business manager. This is the business
[02:00:20] manager. This is an ad account that is
[02:00:23] within the business manager. So from
[02:00:26] here, what you're now going to want to
[02:00:27] do is come over to this and click on
[02:00:29] billing and payments. Once you click on
[02:00:31] that, you'll be able to add your credit
[02:00:33] card or debit card to the ad account.
[02:00:35] You need to do that. The reason why you
[02:00:37] need to do that is because you won't be
[02:00:39] able to make an ad if you do not have a
[02:00:41] payment method on file. It doesn't mean
[02:00:44] that you're going to get charged any
[02:00:45] money. If you turn the ads on, you will.
[02:00:48] But if you make the ads and don't turn
[02:00:49] them on, you will not get charged any
[02:00:51] money. Okay? So, just to be clear, if
[02:00:53] you put your card in there, you will not
[02:00:55] get charged money as long as you don't
[02:00:56] turn the ads on, which I'll be going
[02:00:58] over later on in this part of the guide.
[02:01:00] But you need to make sure you do that.
[02:01:02] That way, you can make ads when we get
[02:01:05] to that step. Okay? So, that is the
[02:01:08] second step. So, if you have not done
[02:01:10] that, make sure you do that and pause
[02:01:12] this and get it finished before we go
[02:01:13] into this next one. Okay? Because now
[02:01:15] from here, what we're going to do is
[02:01:16] we're going to make a Facebook business
[02:01:18] page. And the reason why we need to do
[02:01:19] that is because you need to have a
[02:01:21] Facebook business page to run ads
[02:01:24] sponsored by. So when you scroll through
[02:01:26] Facebook and you see people's ads, let's
[02:01:29] just go through some. I'm actually from
[02:01:32] Louisville, Kentucky, and this happened
[02:01:33] today, which is terrible. A plane, a UPS
[02:01:38] plane flipped and an engine broke and it
[02:01:40] crashed. Absolutely terrible. Crazy to
[02:01:43] see. But this is an ad. So you can see
[02:01:47] it's an ad because it says sponsored.
[02:01:49] And what we can tell is this is the guy
[02:01:51] that's running it along with search
[02:01:54] atlas. Okay. So what we know is if you
[02:01:57] make a Facebook business page, this is
[02:01:59] what they're going to see. All right. So
[02:02:01] that's what we're doing is you can't run
[02:02:02] an ad without a business page that you
[02:02:04] can connect the ad to. So that's
[02:02:05] sponsored and represented by whatever
[02:02:08] you want it to be represented by. In
[02:02:10] this case, we want it to be represented
[02:02:12] by our agency. Okay? Right? My agency is
[02:02:14] gym members now. So, if I go over here,
[02:02:16] this will take take me to my gym members
[02:02:19] now business page, okay? Where you can
[02:02:21] see we've got, you know, post over the
[02:02:25] last seven years of just results and
[02:02:26] testimonials. But that's what we're
[02:02:29] doing right now, okay? Is we're making a
[02:02:30] Facebook business page. So, now what I
[02:02:33] need to do is go back over to my uh
[02:02:35] personal profile. Oh, that's a great
[02:02:37] picture. That's Sean Connory. If you
[02:02:39] guys know who that is, it's James Bond.
[02:02:41] But if we go over here and we click
[02:02:43] pages, all you need to do is click type
[02:02:47] in pages. I already had that typed in,
[02:02:48] but go ahead and type in pages. That's
[02:02:50] me talking to a customer back in 2021. I
[02:02:53] look a little bit different. My beard
[02:02:55] still in a bit. But if you click on that
[02:02:58] and you click pages,
[02:03:00] what you're going to see now over here
[02:03:01] is create new page. Okay. So from here,
[02:03:04] you can now create a new page. And you
[02:03:07] can use my business page as inspiration.
[02:03:09] But when it comes to making the name of
[02:03:11] your business, don't over complicate it
[02:03:14] and keep it very very simple. I'd even
[02:03:16] recommend asking Chad GBT, one of the
[02:03:19] large language models to help you out if
[02:03:20] you want. And what you really wanted to
[02:03:23] include are these three elements. You
[02:03:25] want it to include your industry. So gym
[02:03:28] members now, that's my industry, gym
[02:03:30] owners, right? That's the main industry
[02:03:32] we serve.
[02:03:34] You also want it to include AI. So, gym
[02:03:37] members now does not incorporate AI
[02:03:38] because we've been in business since
[02:03:40] 2018, right? Uh, if I were to start over
[02:03:43] and make a new business page, which we
[02:03:45] have tested before, where we literally
[02:03:48] just make a new business page, even
[02:03:49] though we're still doing business as gym
[02:03:50] members now, just to test to see how it
[02:03:52] performs with ads, to do a split test to
[02:03:54] see if it makes an impact. U, you wanted
[02:03:56] to incorporate something with AI. Okay?
[02:03:59] So if if I were to be coming up with a
[02:04:01] new business name for let's say gyms
[02:04:05] doing the exact same thing just based
[02:04:06] off what's performing really really well
[02:04:08] right now I would probably call it
[02:04:10] something like uh gym owner AI bookings
[02:04:15] or AI gym machine AI growth machine uh
[02:04:20] gym not AI growth machine but AI gym
[02:04:22] growth machine something along the lines
[02:04:24] of that. So those are that's the first
[02:04:26] two elements you wanted to identify your
[02:04:27] industry reference AI and then something
[02:04:30] along the lines of growth appointments
[02:04:33] sales
[02:04:35] etc right so AI gym members now machine
[02:04:38] or something like that that could maybe
[02:04:40] be something but you really wanted to
[02:04:41] incorporate something along the lines of
[02:04:43] that okay but don't over complicate it I
[02:04:47] would just really really recommend that
[02:04:48] you make it be industry specific AI
[02:04:51] themed and then with growth and it
[02:04:54] doesn't really have to have that last
[02:04:55] thing, but it could, but you really want
[02:04:58] it to be industry specific with AI.
[02:05:00] Okay? So, obviously, you can get
[02:05:02] inspiration from me on cover pictures,
[02:05:04] profile pictures. You can use AI to help
[02:05:07] you build all of that. Super, super
[02:05:09] easy. You do not need to over complicate
[02:05:10] this stuff. I've made brand new Facebook
[02:05:12] business pages. And we've even been able
[02:05:14] to get lower cost per leads running from
[02:05:16] brand new pages, running the exact same
[02:05:18] ads than we get from our original page.
[02:05:21] We also run ads from my business
[02:05:22] partners page that we made for him. a
[02:05:24] personal cage because he is a gym owner
[02:05:26] and we also get very lowc cost leads
[02:05:28] doing it that way as well. But in your
[02:05:30] situation, more than likely that's not
[02:05:32] you. And so you just want to do it this
[02:05:34] way. Create a logo, create a name,
[02:05:37] create a cover photo. You don't need to
[02:05:39] over complicate it. It's really not done
[02:05:41] for. Okay? It it can be in certain
[02:05:43] situations, but for this, at least right
[02:05:45] now, just doing that is going to eat you
[02:05:48] great results. I can guarantee that.
[02:05:50] Okay? So, you need to first make your
[02:05:51] page. All right. Once you've now made
[02:05:53] that page, what we need to do is link
[02:05:57] your Facebook business page to your
[02:05:59] business manager account under accounts.
[02:06:02] Okay? So, if you haven't made your page,
[02:06:04] make sure to stop this video, come back
[02:06:06] to this once you've made it. And don't
[02:06:08] take any longer than let's say 15 to 30
[02:06:10] minutes to do that. 45 minutes tops.
[02:06:13] Just do not over complicate it, okay?
[02:06:15] Just seriously,
[02:06:17] let's get this done. Let's go through
[02:06:19] this so that you can actually get this
[02:06:21] stuff all set up so you can start making
[02:06:23] progress and start making money. Okay?
[02:06:25] Because if you really really take this
[02:06:26] seriously, there's no way you do not
[02:06:28] make money following this entire guide.
[02:06:31] I promise you that you will get
[02:06:32] customers if you follow this to a te.
[02:06:35] Okay? Now, step four. You want to link
[02:06:38] the Facebook page to your business
[02:06:39] manager account under accounts. So,
[02:06:41] we're going to go back over here to the
[02:06:42] business manager. And if we go back over
[02:06:45] here to accounts, what we're going to go
[02:06:47] to is pages.
[02:06:49] Okay. So now what we need to do is go to
[02:06:52] these pages and we need to add an
[02:06:54] existing Facebook page. Okay. So what
[02:06:58] we're going to do from here is we're
[02:07:00] going to add our page. And all you have
[02:07:01] to do is type it in here. So if I type
[02:07:05] that in, right, it's going to pull up
[02:07:07] tons of things. And I have this old
[02:07:09] thing I used to do. Um super into
[02:07:11] fitness. Always wanted to make fitness
[02:07:13] content. I did it for like a couple
[02:07:14] months. It didn't last much longer than
[02:07:16] that. But you know this is a page. You
[02:07:19] can easily do that right there. You can
[02:07:21] connect it and then you would just hit
[02:07:22] next. Okay. Because now what we've done
[02:07:25] is we've added our page, okay, to the
[02:07:29] business manager, right? Which is very
[02:07:31] very important because now what we're
[02:07:33] going to be able to do when we make ads
[02:07:36] is we're going to be able to see the
[02:07:38] page that we have added. Okay? So now
[02:07:41] that that page is added in there, you
[02:07:43] can now connect the page to your ads
[02:07:45] when you build the ad. Okay, so that's
[02:07:47] very very important. So make sure that
[02:07:49] you get that part done. Okay, so now
[02:07:53] this next step, step number five, set up
[02:07:55] calendar so people can schedule on your
[02:07:57] calendar. I am going to walk through
[02:07:59] that. So if you have not finished step
[02:08:00] number four, make sure to pause this
[02:08:02] video and finish that before you move
[02:08:06] on. Okay. So for step number five, what
[02:08:10] we are going to be doing is setting up
[02:08:12] the calendar so that people can actually
[02:08:14] schedule automatically on your calendar.
[02:08:16] And so you actually have one. In
[02:08:18] addition to that, you're going to have a
[02:08:20] CRM, which is a
[02:08:23] term for just saying you have a place to
[02:08:26] organize your pipeline of leads. Okay?
[02:08:28] So that's what a CRM is. It's going to
[02:08:30] make it so that you're not using a
[02:08:32] spreadsheet. you're not going off for
[02:08:33] email or anything like that, but you
[02:08:35] have a place to organize where your
[02:08:36] prospects are along with make sure that
[02:08:39] automations fire when things happen. And
[02:08:42] so what I've done is I've had my team
[02:08:44] put together a video showing you exactly
[02:08:46] how to set this up in less than almost
[02:08:49] 15 minutes. It takes very little time,
[02:08:52] but because I've made this snapshot that
[02:08:54] you will get for free by following this,
[02:08:57] it's only going to take you about 15
[02:08:58] minutes, even less than that. But if you
[02:09:01] were to try and do this on your own and
[02:09:03] set it up on on mine, number one, you're
[02:09:05] not going to be able to do it based off
[02:09:06] this video because what I show you right
[02:09:08] here is very very simple because I've
[02:09:10] already done all the heavy lifting. But
[02:09:13] if you were to try and do this on your
[02:09:14] own, it would take you a very, very long
[02:09:15] time, especially if you've never used
[02:09:16] GoH High Level. Okay, so with that being
[02:09:19] said, what you need to do to make this
[02:09:21] happen to get access to the free
[02:09:22] snapshot is you need to click in the
[02:09:24] description of this video the GoHighle
[02:09:27] affiliate. Okay, click the link for
[02:09:29] that. What it's going to do is it's
[02:09:30] going to take you to a landing page to a
[02:09:33] website where you need to put in your
[02:09:34] information and click submit it. Why you
[02:09:37] need to do that is so that I have your
[02:09:38] information so that I can send you the
[02:09:40] snapshot. Once you do that, it's going
[02:09:42] to take you to a GoHighle 14-day trial
[02:09:45] where you can sign up for 14 days free.
[02:09:47] Okay. The way Go High Level works is you
[02:09:49] only need the $99 a month program to get
[02:09:52] started, but you'll have 14 days for
[02:09:54] free. That's what you need to do. you'll
[02:09:56] be able to get this set up and you could
[02:09:57] potentially even get a sale before you
[02:09:58] pay any money. But for now, you don't
[02:10:00] need to get the agency plan or anything
[02:10:03] like that. But the great thing about
[02:10:04] this software go high level is that's
[02:10:06] where I run all of my customers stuff
[02:10:09] out of along with my business's stuff.
[02:10:12] So I organize all of our leads, all of
[02:10:14] our sales and go high level for my
[02:10:16] business members. And then for all my
[02:10:19] clients, I have accounts for every
[02:10:20] single one of them within go high level
[02:10:22] where we're actually providing them the
[02:10:23] AI system. Okay. and they're able to see
[02:10:26] all the results we're getting so
[02:10:27] everything is centralized in one place.
[02:10:29] Okay. So, what we're going to do right
[02:10:31] now is we're going to watch that video
[02:10:33] showing you how to set it up. So, if you
[02:10:34] have not signed up for it yet, make sure
[02:10:36] you do that. And like I said, I will
[02:10:38] send you the snapshot once you do. And
[02:10:40] once you get that, all you need to do is
[02:10:42] click it and then press play on this
[02:10:45] video because that is where we'll pick
[02:10:48] up and go over right now.
[02:10:51] >> All right. in this video. This is going
[02:10:52] to be what happens after you receive
[02:10:54] your snapshot link. After you click on
[02:10:56] the link, it's going to automatically,
[02:10:58] if you are logged into your go highle
[02:11:00] agency, take you right here. You're
[02:11:02] going to want to click on this button to
[02:11:04] import.
[02:11:07] With it being a new agency account, you
[02:11:09] don't have any sub accounts as of yet.
[02:11:11] And so once you see your snapshot that
[02:11:13] has been uploaded, you're going to go
[02:11:15] all the way to the right where you
[02:11:17] create a new account.
[02:11:20] If you don't have a business address, I
[02:11:22] would recommend just using your personal
[02:11:23] address. This is for your eyes only.
[02:11:25] It's not going to be uh sent or shared
[02:11:27] with anybody. You can also add an
[02:11:30] account manually. You will want to make
[02:11:31] sure you fill out the required fields,
[02:11:33] which are the red. Um, a lot of this
[02:11:35] stuff that's not marked. Don't feel like
[02:11:37] you need to fill it out. Make sure your
[02:11:39] time zones right. Once you click add sub
[02:11:41] account, that is going to then take you
[02:11:43] over to a new window. Um, since we've
[02:11:46] already created a test account for you
[02:11:48] all, I'll show you what that looks like.
[02:11:54] Um, so once you do finish that, you're
[02:11:56] going to end up going to a page that
[02:11:57] looks like this. Now, before we go into
[02:12:00] the sub account, you are going to want
[02:12:02] to add yourself to this specific
[02:12:03] profile. The way that you do that is by
[02:12:06] going to settings on the agency level.
[02:12:08] So, again, we're not in a sub account
[02:12:10] here. You're going to select the team
[02:12:12] section over here.
[02:12:15] You'll go to this little pencil icon,
[02:12:17] click edit, you'll go to roles and
[02:12:20] permissions, and then this is going to
[02:12:23] have nothing selected. You will want to
[02:12:25] make sure you click on that and add your
[02:12:27] test account. Once you click save, we
[02:12:31] can then click up here to switch and go
[02:12:34] into our brand new sub account. With
[02:12:36] that snapshot loaded, the very first
[02:12:38] thing we're going to want to do is go
[02:12:40] over to our calendars.
[02:12:42] You're going to go to calendar settings
[02:12:44] at the top.
[02:12:47] Once you get there, you're going to go
[02:12:48] to
[02:12:50] connections. If you have a Zoom account,
[02:12:52] you will want to make sure that you go
[02:12:54] to video conferencing. You're going to
[02:12:56] add add new. This is where you can
[02:12:58] select Zoom. Once you click on the
[02:13:00] sign-in button, it'll pull up a popup
[02:13:02] window where you can sign into your
[02:13:04] account. You can also use Google Meet if
[02:13:06] you would like. And you have a personal
[02:13:08] ID for any of these. Personal ID is
[02:13:10] really like the generic ID that you
[02:13:12] always use for
[02:13:13] >> I use Zoom. I mean Zoom is free a free
[02:13:17] account. Same with Google, but I use
[02:13:19] Zoom meeting.
[02:13:21] >> Once we have that, we'll go over to
[02:13:23] preferences. Make sure that we connect
[02:13:24] the account that we used. We'll also
[02:13:27] make sure that this doesn't need to be
[02:13:29] changed because you've already
[02:13:30] established your time zone. Once you go
[02:13:32] to the calendar section over here, this
[02:13:34] is going to be the final step. You're
[02:13:37] going to go over and click the edit
[02:13:38] button.
[02:13:40] You'll want to scroll down,
[02:13:42] make sure that we change this to a high
[02:13:44] priority, and then also select Zoom. The
[02:13:48] last step is that this will also be
[02:13:50] blank. So, the reason we added you there
[02:13:51] is so that we can put your account on.
[02:13:53] You'll select yourself.
[02:13:56] You have the section for availability
[02:13:58] where you can manipulate what times
[02:14:00] you're available. my
[02:14:05] After that, once you set your
[02:14:06] availability and everything, you'll be
[02:14:07] able to save. Once you save that,
[02:14:09] there's two more steps we're going to do
[02:14:11] in the calendar area.
[02:14:14] We're going to want to make sure we go
[02:14:15] back to this section for and obviously
[02:14:18] the better availability you have, the
[02:14:20] more appointments you're going to get,
[02:14:21] the higher show rate you're going to
[02:14:22] get. That's a very important variable in
[02:14:24] terms of getting a high book rate, high
[02:14:26] show rate. But, you know, to each their
[02:14:28] own. But I I would recommend
[02:14:31] you have as good of availability as
[02:14:33] possible and you make sure you stretch
[02:14:35] it.
[02:14:36] >> First of all, you're going to want to
[02:14:36] make sure that you activate the
[02:14:38] calendar. And you'll see this little
[02:14:39] active status. We're then going to want
[02:14:42] to click the share button, which is in
[02:14:43] the middle. Copy that permanent link.
[02:14:47] Once you copy that, we're then going to
[02:14:49] get this back button over here. Head
[02:14:52] over to marketing.
[02:14:54] You're going to go to the top again and
[02:14:56] you're going to select trigger links.
[02:15:00] Once you're on trigger links, we're
[02:15:02] going to go over to this edit button and
[02:15:04] take that permanent uh calendar link
[02:15:06] that we copied and go ahead and paste it
[02:15:08] in there and click save.
[02:15:13] >> After that, we're going to head over
[02:15:15] once that loads, it'll save. What we're
[02:15:17] going to do is head over to the settings
[02:15:20] again. And this is where you can update
[02:15:22] the custom values that we've got for
[02:15:24] you.
[02:15:26] The first one you're going to want to
[02:15:27] update is the niche that you're in. And
[02:15:29] the way you do that is click these three
[02:15:31] dots over here. You can click edit.
[02:15:33] It'll pop up and you can put in the
[02:15:35] niche that you're focusing in on these
[02:15:37] other custom values. And so this is
[02:15:38] really important because the way that
[02:15:40] I've set this up for you is so that once
[02:15:42] you enter this stuff, you don't have to
[02:15:43] manually go in and change things on your
[02:15:45] calendar page and even within the emails
[02:15:47] that I've set up for you that will
[02:15:49] automatically get sent if someone books
[02:15:50] an appointment or if someone does not
[02:15:52] book an appointment. Okay? And I'll I'll
[02:15:53] show you that a little bit. Um he might
[02:15:55] go over it, but again, this is very very
[02:15:58] important because this makes this very
[02:16:00] very easy for you.
[02:16:01] >> We'll come back to in just a moment.
[02:16:04] After you've got that in, we're going to
[02:16:06] head over to sites, which is where your
[02:16:07] funnels are. You're going to have two
[02:16:10] main ones. Again, we'll talk about the
[02:16:11] privacy policy, terms and conditions in
[02:16:13] a moment. You can click on your meta
[02:16:15] leads ad form. Once you click on this,
[02:16:18] you will not have a domain attached, and
[02:16:20] we'll get to that in just a second. This
[02:16:23] is where you'll be able to edit. If you
[02:16:26] ever want to change any small things,
[02:16:28] this is where you would go, but we have
[02:16:30] everything pre-built for you right now
[02:16:32] in the snapshot.
[02:16:35] Once you go into edit, you will want to
[02:16:37] make sure that we click on this calendar
[02:16:39] right here. Once that's selected, you
[02:16:40] can confirm that this is the correct
[02:16:42] calendar. This is just practice for you
[02:16:44] to get a a good feeling on how to
[02:16:46] navigate the system.
[02:16:49] After checking that, we want to attach a
[02:16:51] domain. The way that we do that is by
[02:16:53] going to settings. Again, this will be
[02:16:56] empty for you all. Once you see this
[02:16:58] section, you'll want to click on
[02:17:00] purchase domain.
[02:17:02] Come up with a creative domain that
[02:17:03] matches your agency, what you all are
[02:17:05] are focusing in on.
[02:17:08] See if it's available. If you can find
[02:17:09] an available one, that's great. Go ahead
[02:17:11] and purchase. After you get the domain,
[02:17:14] you will want to copy the domain right
[02:17:16] here. Once you copy that, we're going to
[02:17:20] go back again to sites. Instead of the
[02:17:23] purchase domain, you'll go to connect
[02:17:25] domain.
[02:17:27] This is where you'll paste.
[02:17:29] Continue.
[02:17:31] continue.
[02:17:33] Sometimes this can take a minute. If you
[02:17:35] ever get an error, high level can, you
[02:17:37] know, be a little funky sometimes.
[02:17:39] Refresh the browser, try to add it
[02:17:41] again, and then just bear with it. This
[02:17:43] is one of those things where it's
[02:17:45] dependent on the time. You'll click on
[02:17:48] add records.
[02:17:54] And again, this is one of those things
[02:17:56] that simply takes a little bit of time
[02:17:59] as it goes.
[02:18:05] We also do have this connected. So,
[02:18:09] there we go. Now, once that happens,
[02:18:12] since we do have this connected, we're
[02:18:13] defaulting here, but since you're
[02:18:15] connecting a new domain, it is going to
[02:18:16] ask you where you would like to connect
[02:18:18] that domain. Uh, it's going to see, you
[02:18:21] know, go highle websites, funnels. I
[02:18:23] believe there's email on there as well.
[02:18:25] You're going to want to select funnels.
[02:18:27] Once you select funnels, it is going to
[02:18:29] ask you what funnel you would like to
[02:18:31] attach it to. It'll have a nice drop-
[02:18:33] down menu and you're going to select
[02:18:35] that metal lead form ads. Once you
[02:18:38] select that, you can hit the back
[02:18:40] button, go check out your funnel, and
[02:18:42] you're going to have a nice little URL
[02:18:44] that is workable.
[02:18:47] After that, we're going to hit the back
[02:18:48] button again, go down to privacy,
[02:18:50] policy, terms and conditions. We did
[02:18:53] want to make sure that we included this.
[02:18:54] So, these are at the bottom of your
[02:18:56] landing pages that we were just on.
[02:18:59] However, you are going to have to go in
[02:19:00] here and click edit to uh include your
[02:19:04] own privacy policy and testimonial with
[02:19:06] your legal business name and so on. Um,
[02:19:08] you know, we are not attorneys, so this
[02:19:10] is not any legal advice, but you can use
[02:19:12] chat GPT to get a generic privacy policy
[02:19:14] terms and conditions, find a local
[02:19:17] competitor or somebody, and then
[02:19:19] basically take theirs and fill in what
[02:19:21] you would like just to be a placeholder.
[02:19:23] Um, once you put that in here for the
[02:19:25] privacy policy, you can click save and
[02:19:28] then publish. You do need to make sure,
[02:19:31] you know, anytime you update the funnel,
[02:19:33] just an FYI, anytime you save, it will
[02:19:36] not actually publish. So, you do need to
[02:19:38] make sure that you publish this so that
[02:19:39] it's active on the link. You will do the
[02:19:42] exact same thing for terms and
[02:19:44] conditions. Once you have that done, go
[02:19:46] ahead and copy both of these links or
[02:19:48] you can pull up another tab and keep
[02:19:50] this window up. Once you copy those
[02:19:53] links, we're going to go back to our
[02:19:55] settings.
[02:19:57] We're going to go over to custom values
[02:19:59] and then you're going to again click
[02:20:00] those three dots
[02:20:03] and edit. And then you'll paste the
[02:20:04] privacy policy link here. Same thing for
[02:20:07] the terms and conditions. If you have a
[02:20:10] Zoom account, again, you can have a free
[02:20:12] account or a paid one. Doesn't really
[02:20:13] matter. You'll always have a personal ID
[02:20:16] or meeting ID. That's going to be the
[02:20:18] one that always starts whenever you
[02:20:20] click on new meeting. You'll want to
[02:20:22] take that link and put it right here
[02:20:24] because we've got this set up as another
[02:20:27] value for when we send out our our
[02:20:29] emails to future leads.
[02:20:33] Once that's all done, we can then go
[02:20:35] over to our automations, which is really
[02:20:37] the brains of everything. This is what
[02:20:39] makes all of the actions happen. The way
[02:20:41] we have it set up for the ads is usually
[02:20:44] when someone clicks on an ad, they have
[02:20:46] the option to fill out a form, then they
[02:20:48] have an option to schedule. The two
[02:20:49] campaigns we have here for you all is
[02:20:51] that that if somebody opts in, but they
[02:20:54] don't schedule a time. We have a nice
[02:20:56] drip campaign where we send out a few
[02:20:58] emails trying to get the conversation
[02:21:00] going and then also send a link um which
[02:21:02] we did earlier on with the calendar that
[02:21:05] gives them the option to click on and
[02:21:06] then book an appointment with you all.
[02:21:09] The second one is just a confirmation
[02:21:11] flow and this is if somebody does
[02:21:13] schedule a time they're then going to
[02:21:15] get those reminders via email as well as
[02:21:18] the Zoom link. And again guys, this is
[02:21:20] all set up automatically for you. You
[02:21:22] just have to follow these steps so that
[02:21:24] these emails that he's about to go over
[02:21:26] that I'm going to go over in a second
[02:21:28] actually fire. So you don't have to set
[02:21:30] any of that up or figure out how to do
[02:21:31] it.
[02:21:33] >> Once you click on this,
[02:21:36] you will um you know once you connect
[02:21:38] your Meta account, which we'll talk
[02:21:41] about how to do that here at the very
[02:21:42] end, you will be able to add that form
[02:21:45] and map those fields. And again, we'll
[02:21:47] talk about that here in a minute. um it
[02:21:50] updates the opportunity so it'll go into
[02:21:52] a new lead stage. We have a few
[02:21:54] different wait times. Here we have some
[02:21:56] internal notifications. That way you get
[02:21:58] notified that somebody just opted in but
[02:22:00] did not schedule. And then this is where
[02:22:03] the not the reminders but the nurturing
[02:22:05] or the reachouts happen where we're
[02:22:07] contacting these these. So it's going to
[02:22:10] take their information where it says
[02:22:11] that contact first name that's a custom
[02:22:13] value and then it's going to take user
[02:22:16] first name as well. So it's going to
[02:22:17] take these custom values along with the
[02:22:19] niche so that all of these messages make
[02:22:21] sense and they're personalized. Okay. So
[02:22:24] all you have to do is update those
[02:22:25] custom values and then this is just
[02:22:27] going to work automatically
[02:22:28] >> on your behalf through this flow in the
[02:22:30] snapshot.
[02:22:32] Down here is where you can see that
[02:22:33] trigger link. So this is the booking
[02:22:35] link where if they click on that they're
[02:22:37] now being redirected to the calendar
[02:22:38] where they have the option to book a
[02:22:40] time with you.
[02:22:42] The last one again is simply a
[02:22:44] confirmation. So the trigger up here is
[02:22:46] if they book an appointment on that
[02:22:48] calendar that we just went through,
[02:22:50] they're then going to go into the
[02:22:51] scheduled appointment stage, you will be
[02:22:53] notified and then the client will also
[02:22:55] receive that notification
[02:22:58] along with the Zoom link as well right
[02:23:01] here.
[02:23:04] Now, the last thing we want to do, um,
[02:23:06] assuming you have a business page, is
[02:23:08] you're going to go down to settings.
[02:23:11] There's an integrations tab over here.
[02:23:14] Um, there's a lot of great integrations,
[02:23:16] but for this specific video, I just want
[02:23:18] you to focus on Meta. Once you click on
[02:23:21] this, it will redirect you to log in.
[02:23:24] Log into the profile that you have that
[02:23:26] it has admin privileges for the Facebook
[02:23:29] page of your agency.
[02:23:32] Once that's done and you build out your
[02:23:35] ads, which I believe is coming in the
[02:23:37] the later video, you'll create what's
[02:23:39] called a Facebook lead form. Once that's
[02:23:42] done, you'll want to come back to
[02:23:43] integrations, go up to Facebook form
[02:23:46] fields mapping, and depending on the
[02:23:48] account that you've integrated into
[02:23:50] Meta. All of those forms will populate.
[02:23:53] There's going to be an option here to
[02:23:54] map those fields. You'll want to click
[02:23:56] on that. And then with everything we
[02:23:58] went through in this call, uh, with the
[02:24:00] the workflows, it'll all automatically
[02:24:03] sync up since those are going to be the
[02:24:04] first lead forms that you all use.
[02:24:08] And that is it for this call.
[02:24:12] >> Okay. So, pretty straightforward, right?
[02:24:14] It's not that complicated. All right.
[02:24:16] So, what I am going to do now is I'm
[02:24:19] going to go back over to here where he
[02:24:21] was just at. And now what I'm going to
[02:24:23] do is I'm going to actually test it to
[02:24:25] show you what this kind of looks like in
[02:24:27] real time so you guys have an idea of
[02:24:30] what actually happens. Okay. So, since I
[02:24:33] have this set up now, what I'm going to
[02:24:34] do is I'm going to go over to the
[02:24:35] booking page and I'm going to click view
[02:24:37] page. Okay. So, from here, what I'll be
[02:24:40] able to do is actually test it out.
[02:24:42] Okay. So, since my custom values are set
[02:24:45] to be med, that's why you can see now
[02:24:48] what this looks like for MedSpa owners
[02:24:50] only. Med Spa, right? Med Spa. So, it
[02:24:53] automatically updated it. It put the
[02:24:54] name of the business right here, which
[02:24:57] obviously wouldn't be it, but that's
[02:24:58] another custom value. And then it would
[02:25:00] have your privacy and terms and
[02:25:01] conditions which you just need to put in
[02:25:04] there and then update on this page where
[02:25:06] you can actually edit it and then just
[02:25:08] link it right in there like he showed in
[02:25:10] the video. Okay. So let's say for
[02:25:12] example that I want to book an
[02:25:13] appointment for tomorrow. Okay. So, I'm
[02:25:16] sure about my information in here.
[02:25:19] And
[02:25:25] so, these are important questions that
[02:25:26] we want to ask because we want to know
[02:25:29] we want to know this stuff about the
[02:25:30] leads. So, what type of revenue are they
[02:25:32] doing, right? Let's say they're doing
[02:25:33] between 20 to 40 and then they need the
[02:25:35] most help with everything. All right.
[02:25:37] So, what I'm going to do from here is
[02:25:38] I'm going to click schedule now. And now
[02:25:40] from here, what it's going to do is just
[02:25:42] take me to this. So, uh, what it's
[02:25:45] ultimately going to say is, "We're
[02:25:46] excited to speak with you. JP, a team
[02:25:48] member, will reach out to you before
[02:25:49] your meeting. This helps us prepare and
[02:25:52] make the most of our time together."
[02:25:54] Okay? So, that's what they're going to
[02:25:56] see on here. Now, we're letting them
[02:25:59] know that a team will be reaching out
[02:26:00] before the meeting. So, in a later uh
[02:26:03] training in this guide, I think the
[02:26:06] video right after this one, I'll be
[02:26:08] going over exactly how you need to do
[02:26:10] that, what you need to do on the call
[02:26:12] prior to the actual sales call. All
[02:26:14] right. But now, if we go back over here
[02:26:19] and if we look at some stuff, what we're
[02:26:22] going to see is I just received an
[02:26:25] email. Okay, so this is the email that I
[02:26:29] just received and it has the link to my
[02:26:32] Zoom. Okay, so this would have gone to
[02:26:34] the customer. Okay, in addition to that,
[02:26:37] you will also receive an email to your
[02:26:40] email notifying you that you just
[02:26:42] received a booking. Okay, now if you had
[02:26:45] somebody that did not book, you're also
[02:26:48] going to receive an email letting you
[02:26:50] know you got a lead, but they did not
[02:26:51] book. So that you you know you received
[02:26:53] a lead and now you can then try and call
[02:26:55] them. They're gonna also get an email,
[02:26:57] right? That that campaign that we just
[02:26:59] went through if they do not book an
[02:27:02] appointment automatically. But you want
[02:27:05] to try and call them, which I said I'll
[02:27:06] go over another training after this this
[02:27:08] part of the guy. But if somebody doesn't
[02:27:11] book an appointment, right, they're
[02:27:12] going to go into this campaign. And then
[02:27:14] if someone does book an appointment,
[02:27:16] they're going to go into the booked
[02:27:17] appointment campaign, which is what I
[02:27:19] just did where I received that email.
[02:27:21] Okay. In addition to that, since this is
[02:27:24] a CRM,
[02:27:26] um you're also going to be able to house
[02:27:29] your leads and have your calendar all in
[02:27:32] your in one place. So, what that means
[02:27:34] is you'll also be able to see
[02:27:38] uh you'll be able to see all this stuff
[02:27:40] in one place and you'll be able to make
[02:27:43] sure that you're organized with regards
[02:27:45] to where your leads are at all in one
[02:27:48] place. And again, this is the same
[02:27:49] platform that your customers will be
[02:27:51] using as well, which makes it very, very
[02:27:53] nice. Um, so you can see I'm right here.
[02:27:55] This is my information obviously because
[02:27:57] I just booked. And then now if you go
[02:27:59] over here to conversations, you're also
[02:28:01] going to be able to see that I'm in
[02:28:03] here, right? Because that's where I just
[02:28:04] opted in. You can see now my information
[02:28:07] here. You can also see the email. Now,
[02:28:10] from here, what you're also going to be
[02:28:11] able to see is the opportunities, which
[02:28:13] is really the CRM side of this, right?
[02:28:16] So, if I had not booked an appointment,
[02:28:18] I would have automatically been right
[02:28:19] here just as a new lead that had not
[02:28:21] booked an appointment. Now, since I
[02:28:23] booked an appointment, I'm right here.
[02:28:26] And what I can do now is I can add
[02:28:28] notes, right? If I call this person, I
[02:28:31] have a conversation with them and I
[02:28:32] triage them and set them, like I said, I
[02:28:34] will go over in a later training in this
[02:28:36] guide, I can put those notes in here so
[02:28:38] that I have them and I'm prepared for
[02:28:41] the upcoming call. That way, I have
[02:28:43] everything in just one place and I'm
[02:28:44] organized. Right? And if you want to
[02:28:46] build a successful business, you need
[02:28:47] something like this. It's very, very
[02:28:49] important and it is the best-in-class
[02:28:52] platform and it's something that we've
[02:28:53] used the entire time I've been in
[02:28:55] business. So, that's very important
[02:28:58] because you will have that there as
[02:29:00] well. And then uh from here, you're just
[02:29:05] going to be able to manage everything in
[02:29:06] one place and that way everything
[02:29:08] automatically happens. Okay. So, just
[02:29:10] very very important that you have this
[02:29:11] in here. Obviously, you can edit things
[02:29:14] if you want. as far as uh you know the
[02:29:17] campaigns and what we have set up. But I
[02:29:21] don't recommend you edit the landing
[02:29:22] page. I don't recommend you edit any of
[02:29:23] this stuff because it works. Okay? This
[02:29:26] is 100% going to work. Uh this is based
[02:29:29] off what we do. And I know it doesn't
[02:29:31] look great, but it's going to work. I
[02:29:33] can promise you that. All right? So,
[02:29:35] don't worry too much. Obviously, for my
[02:29:37] booking page, there's a little bit more
[02:29:39] context. through some testimonials
[02:29:40] around my business because we have a ton
[02:29:42] of testimonials and we have a lot of
[02:29:44] that but you don't need to add anything
[02:29:47] here. If you want to obviously you can
[02:29:49] but it is not necessary. Okay. And then
[02:29:52] what he was talking about right over
[02:29:54] here as far as what we need to do when
[02:29:58] it comes to the Facebook page to
[02:30:01] actually connect it is we just go to the
[02:30:03] settings, we go to integrations and then
[02:30:05] from here you can actually connect it.
[02:30:07] All right. So, that's what you're going
[02:30:09] to want to do is just make sure you add
[02:30:10] it. I've added my agencies. And then
[02:30:13] from here, what you'll be able to see is
[02:30:16] the Facebook forums, which we'll get
[02:30:18] into here in a second when we're
[02:30:20] actually building the ads. Okay? So,
[02:30:22] it's important that we set this up first
[02:30:24] because we need to set this up first so
[02:30:27] that we have a calendar page because
[02:30:29] once we make the ads, we're going to
[02:30:31] make a lead form on Facebook and the
[02:30:34] ads. And once people fill out that form,
[02:30:36] they're going to be taken to a page on
[02:30:38] that form where they can click it. They
[02:30:40] can click a button which will take them
[02:30:41] to the calendar page that we have for
[02:30:44] them to book an appointment. Okay? So
[02:30:46] that's why we have to do this first
[02:30:47] prior to making the ads. Okay? So make
[02:30:50] sure that you've gotten this set up so
[02:30:53] that
[02:30:54] this is good to go. You've got your
[02:30:56] domain, you've got your calendar booking
[02:30:58] page, you've set this up. Um, it's all
[02:31:01] good to go because the next step is
[02:31:03] going to be actually setting up the ads
[02:31:05] where you're going to need this. You're
[02:31:07] going to need that link so you can put
[02:31:08] it into that Facebook lead form slot so
[02:31:12] that you can make the lead form and
[02:31:13] complete the ad. Okay, so that is what
[02:31:16] we will jump into now, which is step
[02:31:18] six. So now what we're going to do is we
[02:31:20] are going to create the ads within the
[02:31:23] ad account. And before I do that, what I
[02:31:25] want to do is break down the four most
[02:31:28] important elements of creating a
[02:31:30] successful ad when it comes to running
[02:31:32] ads to get leads for an AI agency. Okay?
[02:31:36] And so these are based around what I've
[02:31:39] noticed to really really perform well
[02:31:42] having done this for a very long time,
[02:31:45] testing things repeatedly, seeing what
[02:31:47] works, seeing what doesn't work, and
[02:31:50] coming to a couple realizations based
[02:31:52] off the data. And just to be clear, if
[02:31:54] you're new to marketing, if this is
[02:31:56] something that you're not familiar with,
[02:31:58] when it comes to marketing specifically
[02:32:00] in this situation, um, where you don't
[02:32:03] have a brand, you haven't really done,
[02:32:06] you don't really have a business, you're
[02:32:07] just getting into it, it's very, very
[02:32:10] much direct response marketing and
[02:32:11] there's not a whole lot of
[02:32:14] crazy philosophical strategy that needs
[02:32:17] to go behind it. When I first got into
[02:32:19] business and I think of marketing, I
[02:32:20] would always think, "Oh, that's not me.
[02:32:23] Doesn't really make sense to me." I just
[02:32:25] thought of it as this big confusing
[02:32:27] abstract thing, this concept that just
[02:32:30] was kind of like too too complicated for
[02:32:33] me to grasp into my head. But it's not.
[02:32:36] Okay? Really, all marketing is it's it's
[02:32:39] literally just a matter of testing
[02:32:41] things to see what works, what doesn't
[02:32:43] work to get the lowest cost return or or
[02:32:46] the lowest cost action that you want to
[02:32:49] be done to generate you the lowest cost
[02:32:52] customer so that you can generate the
[02:32:54] highest return on the money you're
[02:32:55] spending. Okay? So, that's really what
[02:32:58] marketing comes down to in this
[02:32:59] situation, right? But I'm not saying
[02:33:01] that marketing isn't something where you
[02:33:03] want to have a very uh elaborate
[02:33:06] strategy where you're mixing personal
[02:33:08] brand, you're mixing, you know, content.
[02:33:10] That's how some of the biggest brands
[02:33:11] have been built in this in the past 20
[02:33:14] years, right? You think of uh Gym Shark,
[02:33:17] you think of Alani Nutrition, you think
[02:33:18] of a lot of these brands that were
[02:33:20] literally comfort. You think a lot about
[02:33:23] a lot of these brands that have been
[02:33:24] built. But for this situation, at least
[02:33:25] right now where you're just doing
[02:33:26] certain, you don't have that, right? Cuz
[02:33:28] I didn't have a personal brand or
[02:33:29] anything like that. and I still don't in
[02:33:31] terms of growing my AI agency. My my
[02:33:33] brand has nothing to do with that. But
[02:33:34] if you're in that situation, which I'm
[02:33:36] sure you are, this is really what you
[02:33:38] need to focus on. And just understand
[02:33:40] that marketing is not complicated. It's
[02:33:42] literally just a matter of testing
[02:33:43] things. And I've already done a lot of
[02:33:45] that testing for you to distill this
[02:33:47] stuff down, these four key elements down
[02:33:50] to what works. Okay? So, that's what I'm
[02:33:53] going to be going over. And I am going
[02:33:54] to have a little bit of a surprise for
[02:33:56] you here in this video because I made
[02:33:58] something that's really really cool that
[02:34:00] is going to make this very very easy for
[02:34:02] you if you want to take advantage of it.
[02:34:04] Okay, so the first thing, all right, so
[02:34:07] the first thing really is the ad copy.
[02:34:09] And so what what I have here is this is
[02:34:11] just an ad from Gym Launch, which is
[02:34:13] actually a competitor of mine. It's
[02:34:14] actually a company that Alex Ramoszi
[02:34:16] still owns a part of, but sold the
[02:34:19] majority of. And what you can see here
[02:34:21] is the ad copy. Okay. So, when I say add
[02:34:23] copy, that's what I'm referring to.
[02:34:25] This. All right. So, just to make sure
[02:34:26] we're all on the same page, that is what
[02:34:28] I'm referring to. When I say add
[02:34:30] creative, all I'm referring to is the
[02:34:32] image, the video. Okay. When I say add
[02:34:34] headline, all I'm referring to is this
[02:34:37] right here. That is the headline. Okay.
[02:34:40] Then, when I say description, all I'm
[02:34:43] referring to right here is right there.
[02:34:45] That little piece right there. Okay.
[02:34:47] Now, another element that isn't huge,
[02:34:51] but it's the button, but a lot of the
[02:34:53] times for for this situation, for what
[02:34:55] we're going to be doing, which is
[02:34:56] generating leads, we're just going to
[02:34:58] use learn more. Okay, that's going to be
[02:35:00] the the call to action button that gets
[02:35:04] the best results. And I've tested a lot.
[02:35:07] I found that it doesn't really make a
[02:35:08] big big difference. I've even tried
[02:35:10] download to get people to book calls and
[02:35:13] I found that it sometimes has performed
[02:35:15] better than even learn more, but we
[02:35:16] found that learn more performs better
[02:35:18] across big big amounts of data. So, it's
[02:35:21] just it's minor. So, it's not it's not
[02:35:23] really a key element. The reason why I'm
[02:35:25] talking about these four things is
[02:35:26] because these four things have the
[02:35:28] biggest impact on how your ads will
[02:35:30] perform. And so, like I was saying
[02:35:32] earlier, when it comes to marketing, all
[02:35:33] you're doing is testing these four
[02:35:36] elements for the most part to see what
[02:35:38] works. Okay? And since we're going to be
[02:35:41] using a lead form, which is very, very
[02:35:44] basic, we don't need to get caught up on
[02:35:47] optimizing the landing page all that
[02:35:49] much because the lead form is very, very
[02:35:53] basic to ensure we can generate the most
[02:35:55] amount of leads possible with the least
[02:35:57] amount of friction. Okay, so that's how
[02:35:59] the lead form will work. And if that
[02:36:01] doesn't make sense right now, that's
[02:36:02] okay. I'll explain it to you when I get
[02:36:04] to the lead form and actually make it.
[02:36:06] Okay, but I want to go over these
[02:36:07] concepts, these principles first so that
[02:36:09] you can take this and you understand
[02:36:10] what you need to do to get good results
[02:36:13] with these key elements. Okay, I will
[02:36:16] say the the most impactful ones out of
[02:36:19] all of these
[02:36:21] are the creative and the headline.
[02:36:23] That's what makes the biggest impact.
[02:36:25] The copy has a big big impact, too. But
[02:36:27] you have to think about it and think
[02:36:28] back to times that you clicked on ads.
[02:36:30] What caught your attention? Was it the
[02:36:32] copy or was it what you saw visually
[02:36:35] right here and then looking directly at
[02:36:37] the headline to make it either create
[02:36:40] curiosity between what you saw or
[02:36:42] reinforce what you saw or build doubt
[02:36:45] around what you saw. Right? That got you
[02:36:46] to ultimately start scrolling which then
[02:36:48] maybe led you to read the copy. But in
[02:36:51] some situations, I know for me
[02:36:52] personally, I don't even read the copy,
[02:36:55] especially this long because the point
[02:36:57] should be able to be communicated
[02:36:58] through the image itself because most
[02:37:01] people aren't they don't care what you
[02:37:03] have to show. So, you have to be able to
[02:37:05] catch their attention, right? And you
[02:37:06] have to let them know very very quickly
[02:37:08] that it is for them. It can help them
[02:37:10] and it's something that they should
[02:37:11] learn more about. Okay? So, and again,
[02:37:14] this is outside of what I feel in my
[02:37:16] personal experience, my own anecdotal
[02:37:18] experience. This is the truth. This is
[02:37:20] based off data in terms of what makes
[02:37:22] the biggest impacts on lowering the cost
[02:37:24] per lead or increasing your uh either
[02:37:28] improving your return on investment with
[02:37:30] marketing or decreasing it. The thing
[02:37:32] that has the biggest impact is going to
[02:37:33] be the creative and the headline and the
[02:37:36] creative first and foremost. Okay? So,
[02:37:38] when I talk about marketing being
[02:37:39] something where you're just testing
[02:37:40] things to see what works better than
[02:37:41] other things, that's what it is. It's
[02:37:43] literally just trying out other
[02:37:45] creatives that seem to be working along
[02:37:47] with headlines and along with these
[02:37:49] other four elements. But these two are
[02:37:51] the ones that make the biggest impact.
[02:37:53] Okay. So now what I'm going to go over
[02:37:55] are some key elements around these four
[02:37:58] elements. So for the ad copy, you really
[02:38:01] want to start by calling out who the ad
[02:38:03] is for. This should be at the top before
[02:38:05] someone has has to tap see more. So it's
[02:38:07] what what you call before the fold.
[02:38:10] Okay? So, normally when you see an ad,
[02:38:13] you don't see all this stuff, right?
[02:38:15] Normally, you would probably just see
[02:38:16] this and then you'll click see. There'll
[02:38:19] be a button that says see more where you
[02:38:21] can see the rest of the copy, right? So,
[02:38:22] they did a good job doing exactly what I
[02:38:25] just said, which is calling out your
[02:38:26] market, right? There are only three ways
[02:38:28] to grow your gym right away. If you're a
[02:38:30] gym owner, you know who this is for.
[02:38:33] Okay? And just to be clear, I'm not
[02:38:34] saying that this is a great example of
[02:38:36] an ad. I'm just using this as an
[02:38:37] example, okay? Um because I'm sure most
[02:38:40] of you guys are familiar with Alexi, but
[02:38:42] do not by any means copy this ad because
[02:38:44] this is a very very different strategy
[02:38:46] that they're using. This is a lead
[02:38:48] magnet to generate leads and then they
[02:38:50] have a whole entire process to nurture
[02:38:52] them to eventually turn them into
[02:38:54] appointments that they can turn into
[02:38:55] customers. That's not what we're doing
[02:38:56] right here. We're going directly to get
[02:38:58] appointments, people that are interested
[02:39:00] and want to buy. Okay? So don't don't
[02:39:03] copy this. It will not be you will not
[02:39:06] be successful doing it. Um, that's more
[02:39:09] of an elaborate marketing strategy that
[02:39:11] that I was kind of talking about
[02:39:12] earlier, but do not do that. Um, so you
[02:39:15] want to start out by calling out the
[02:39:16] target market, right? So that people
[02:39:18] know who it is and you want it to be
[02:39:19] before the fold so that they can see
[02:39:21] that right away. You want to use the
[02:39:23] words new so people know that this is
[02:39:25] fresh, modern, and cutting edge. So when
[02:39:27] I say new, right, what I mean is what
[02:39:29] we're selling is new. Not only just
[02:39:31] saying that this is a Chad GPD plugin,
[02:39:33] but you want to let them know that it's
[02:39:35] a new Chad GPT plugin. It's a very
[02:39:37] powerful word. Okay? Because if
[02:39:39] something's new, that means you haven't
[02:39:41] ever received it. You haven't ever used
[02:39:43] it. And if you haven't ever used it,
[02:39:45] then you have no reference point as to
[02:39:48] how it's going to perform, meaning it's
[02:39:50] something you might be interested in
[02:39:51] checking out. Okay? You want to write
[02:39:54] the ads that it reads at a fifth grade
[02:39:56] reading level so that anyone can really
[02:39:58] understand it. the average American
[02:40:00] reads at a fifth grade reading level.
[02:40:02] Kind of hard to believe, but that's the
[02:40:04] truth based off studies. And so what you
[02:40:07] need to do is make sure that it does.
[02:40:09] And so the easiest way to do this is
[02:40:10] just go to Hemingway editor. It's free.
[02:40:12] And you can copy what you wrote and then
[02:40:14] upload it into it. And it will tell you
[02:40:18] if it doesn't read at a fifth grade
[02:40:19] reading level. It'll tell you if it
[02:40:20] reads at a 12th grade reading level. So
[02:40:22] it will literally tell you for every
[02:40:24] sentence, every line, how it reads. And
[02:40:26] then you can restructure it to make it
[02:40:29] be easy for you to read. And that's what
[02:40:32] I did with this, right? To make sure
[02:40:33] that anyone watching this can hopefully
[02:40:35] understand it and comprehend it. Okay?
[02:40:37] You want to use the words AI and chat
[02:40:39] GPT plugin often so people understand
[02:40:42] the system uses artificial intelligence.
[02:40:45] Okay? Right? New AI chat GPD plug-in for
[02:40:48] gym owners. Right? That's what you want
[02:40:51] to be doing. You want to talk about
[02:40:52] results if you have success stories or
[02:40:54] examples. Obviously, if you're just
[02:40:56] getting started out, it's not a big
[02:40:58] deal. You don't have to talk about
[02:40:59] anything like this. But if you do have
[02:41:01] results or success stories, you
[02:41:03] obviously want to use those in the ad
[02:41:05] copy. Then, in addition to this, you
[02:41:07] want to show that your system helps them
[02:41:09] book more appointments while doing less
[02:41:10] work and explain that the AI handles the
[02:41:13] follow-up so they don't have to. Okay,
[02:41:14] so that's really what people are looking
[02:41:18] for, right? Obviously, we we know
[02:41:19] there's a lot of really cool perks to
[02:41:21] what we're selling as far as a whole
[02:41:23] offer is concerned, but what the market
[02:41:26] cares about is that it's going to get
[02:41:27] them better results, better return than
[02:41:29] what they've been getting to get to
[02:41:31] their goal while making them do less
[02:41:33] work. That's really all they care about,
[02:41:36] right? They don't care if it's a
[02:41:37] lightsaber. If the lightsaber is going
[02:41:39] to get them to their destination, their
[02:41:42] goal with less work and allow them to
[02:41:44] spend less money and make more money
[02:41:47] while doing less work, that's that's all
[02:41:49] they care about, right? Give me that
[02:41:50] lightsaber. So, that's what we need to
[02:41:52] remember is that this is tying in the
[02:41:55] fact that this is going to help them get
[02:41:56] more sales, more appointments,
[02:41:59] leveraging a new AI system that requires
[02:42:02] less work from them and their team at
[02:42:04] their business. Okay. So, very very
[02:42:07] important and and if we want, we can
[02:42:09] kind of go ahead and look at this. I
[02:42:10] have another ad uh that we'll look at
[02:42:12] here in a second to kind of just go over
[02:42:14] it. But again, you know, you can see
[02:42:17] here that he's immediate they're
[02:42:18] immediately calling out gems. They're
[02:42:20] saying get more members, make them worth
[02:42:22] more, keep them longer, right? So, he's
[02:42:24] they're telling them exactly what this
[02:42:26] is going to help them do, but what
[02:42:28] they're giving them again is a lead
[02:42:29] magnet. So, this is a little bit
[02:42:30] different uh than it, but you can see
[02:42:33] here they're even doing some type of a
[02:42:34] reactivation, but very much so showing
[02:42:37] them the benefits and what they have to
[02:42:39] gain from doing it and then telling them
[02:42:42] exactly what they need to do to get
[02:42:44] access to it, right? Okay. So, pretty
[02:42:48] straightforward. Um, actually, why don't
[02:42:50] we just go over here to look at this ad?
[02:42:53] So, I found this ad because I just
[02:42:55] looked up AI agency. I found this
[02:42:57] company called AI Agency and they were
[02:43:00] running some ads. So I clicked on this
[02:43:01] and we can kind of look at this to say
[02:43:05] what I think of the ad. So first and
[02:43:08] foremost, the spacing of it is not good.
[02:43:11] This is very very hard to read. This is
[02:43:14] not how you want to do the spacing of an
[02:43:16] ad. Right? The the way Gym Launch is
[02:43:18] doing it is how you want to do it.
[02:43:20] Right? It's very broken up line by line,
[02:43:22] section by section so that you can
[02:43:23] easily read it and understand what what
[02:43:26] to read with this
[02:43:28] like confuses me immediately. I'm sure
[02:43:31] maybe does for you too. But supercharge
[02:43:34] your marketing with AI. Okay,
[02:43:37] who is this for? Right? Like is this for
[02:43:40] all businesses? This isn't the I have no
[02:43:44] idea this would be for me. Right? It's
[02:43:47] just says supercharge your marketing
[02:43:48] with AI. This is your all-in-one
[02:43:50] solution for growth. From strategy to
[02:43:52] execution, we handle it all. Boost your
[02:43:54] presence with social media, smart chat
[02:43:56] bots, and high performance websites.
[02:43:57] Every campaign is designed to deliver
[02:43:59] measurable results and take your
[02:44:01] business to the next level. Stop
[02:44:02] guessing. Let AI powered marketing make
[02:44:04] your campaigns faster, smart, and more
[02:44:05] effective. And then they have a number.
[02:44:08] So, and then they have a bunch of
[02:44:10] hashtags, which you do not want to do.
[02:44:12] So, this and then they have the get all
[02:44:15] we'll just focus on the coffee for now.
[02:44:17] So, if we just go back and look at, you
[02:44:20] know, what we were saying here. So,
[02:44:22] start by calling out who the ad is for.
[02:44:25] So, it looks like they're just trying to
[02:44:27] work with
[02:44:29] general businesses. But that is a big
[02:44:32] big mistake when it comes to running
[02:44:34] ads. Because if you're going after every
[02:44:36] business and then you're competing with
[02:44:37] people that are going after specific
[02:44:39] markets within the business, you're
[02:44:40] competing with them. Who do you think is
[02:44:41] going to perform better? Right? Right?
[02:44:42] If you saw, let's say for example,
[02:44:44] you're a guy and you're between the ages
[02:44:46] of 20 to 29 and you want to join a gym
[02:44:49] and you see an ad that says, "Hey, we're
[02:44:52] looking for a couple guys between the
[02:44:53] ages of 20 to 29 that want to get
[02:44:56] stronger, look better, and get
[02:44:57] healthier, and work out at our gym
[02:44:59] that's a premium training facility for
[02:45:01] men between the ages of 20 to 29." Do
[02:45:03] you think that ad is going to catch your
[02:45:05] attention more than an ad that just
[02:45:06] says, "Hey, we're looking for 10 people
[02:45:08] to join our gym to get better shape." of
[02:45:11] course because it speaks more directly
[02:45:13] to the target market that you are and
[02:45:16] it's the same thing with this right so
[02:45:18] you want to make sure you do this
[02:45:19] because that is very very generic and
[02:45:21] because of that if it was competing with
[02:45:23] my ads my ads are going to perform much
[02:45:25] much better for the market I'm going
[02:45:27] after than theirs because the market's
[02:45:29] going to be able to know I can help them
[02:45:30] right away right so they get a
[02:45:34] they did it decently but not good okay
[02:45:38] especially with this situation that is
[02:45:39] not what you want to do um use the word
[02:45:41] new. All right. So, let's let's kind of
[02:45:43] see if they did do that. I'm not sure.
[02:45:50] Doesn't look like it. Right. So, this is
[02:45:53] very nuance and again this is all based
[02:45:55] off data. So, they say supercharge your
[02:45:57] marketing with AI. So, the way I would
[02:45:58] have changed this or made this better is
[02:46:00] I would have said
[02:46:04] let's say for example this is going to
[02:46:06] be going to chiropractors, right? Um,
[02:46:10] you know, I would probably say
[02:46:11] chiropractors,
[02:46:13] supercharge your marketing with our new
[02:46:16] AI plugin developed for doctors by
[02:46:20] doctors,
[02:46:23] right? So, that now is completely
[02:46:25] different. Imagine if they're trying to
[02:46:27] work with chiropractors and so am I. And
[02:46:29] just changing that and then removing the
[02:46:32] emoji here and then putting a a space
[02:46:35] between this so that they could just see
[02:46:36] that because again there's going to be a
[02:46:38] see more button probably around like
[02:46:40] here. So some of this is going to get
[02:46:41] cut off where it just doesn't make
[02:46:43] sense. So you want to communicate the
[02:46:45] message very very quickly with what you
[02:46:48] put at the start, right? So supercharge
[02:46:51] your marketing with our new AI plug-in
[02:46:54] for chiropractors, built by
[02:46:55] chiropractors for chiropractors. Lets
[02:46:57] them immediately know that we're working
[02:46:59] with chiropractors. We've built
[02:47:02] something new and it was built by
[02:47:04] chiropractors and specifically made for
[02:47:07] chiropractors. Right? So now we're tying
[02:47:09] in a whole bunch of different elements.
[02:47:10] We're using new so that people know it's
[02:47:12] something they never experienced. We're
[02:47:14] calling out the market and we're also
[02:47:15] letting the market know that it's
[02:47:17] something that was developed by someone
[02:47:19] in their circle in their tribe. So
[02:47:21] there's immediate trust and social proof
[02:47:23] and report right off the rip with that.
[02:47:27] Okay. Now, if we kind of keep going up
[02:47:29] here
[02:47:31] to also look at what they did, I would
[02:47:34] almost guarantee they they're not making
[02:47:36] money on that. Maybe they're not
[02:47:37] spending a lot of money, aren't. But
[02:47:39] regardless, it it's not a good ad. uh
[02:47:42] write the ad so a fifth grade student
[02:47:43] could understand it. Keep it simple. No
[02:47:45] big or confusing words. Um okay. So now
[02:47:47] if we look at gym launch and kind of
[02:47:49] compare these, right? They literally use
[02:47:51] the word simple, right? Did if we were
[02:47:54] to kind of take this and put it into the
[02:47:55] Hemingway editor, I think it would
[02:47:57] probably get a good score in terms of
[02:48:00] the the reading level being low. Okay.
[02:48:03] Get more members, make them worth more,
[02:48:05] keep them longer. That's it. Super easy
[02:48:08] to understand. Now, let's go over here
[02:48:10] and see what we think. Supercharger
[02:48:12] marketing with AI. This is your
[02:48:14] all-in-one solution for growth. From
[02:48:15] strategy to execution, we handle it all.
[02:48:17] Boost your presence of social media,
[02:48:19] smart chatbots, and high performing
[02:48:20] websites. Every campaign is designed to
[02:48:23] deliver measurable results and take your
[02:48:25] business to the next level. So, I I
[02:48:28] don't know how this is going to read. I
[02:48:30] don't think it's super complicated, but
[02:48:32] one thing I will say is it's very much
[02:48:36] feature focused. And if you've ever
[02:48:38] heard people say in sales, and I'll be
[02:48:39] going over this in the sales section
[02:48:42] when I explain to you exactly how to
[02:48:44] sell the offer and break down live
[02:48:46] examples of me selling it and then
[02:48:47] correcting myself and telling you guys
[02:48:49] what I think I did well and what I think
[02:48:50] I could have done better is you want to
[02:48:53] not sell on features. You want to sell
[02:48:56] on the benefits and specifically the
[02:48:57] benefits around how it can help the
[02:48:59] target market you're going after. Right?
[02:49:01] So saying smart chatbot most people
[02:49:04] don't know what a chiropractor might not
[02:49:06] know what a smart chatbot is. They might
[02:49:07] know what a chatbot is but they might
[02:49:09] not know what a smart chatbot is right
[02:49:11] and boost your presence with social
[02:49:13] media. Uh from strategy to execution we
[02:49:15] enable all right and high performing
[02:49:17] websites right high performing websites
[02:49:20] that's again a feature that is the thing
[02:49:23] that you're going to sell. That's not
[02:49:24] how it's going to help them get better
[02:49:27] results, get more appointments, make
[02:49:28] more money with less money spent while
[02:49:30] doing less work, right? While making
[02:49:32] their life easier, they make more money.
[02:49:34] That's the dream come true. That's what
[02:49:35] people are trying to buy, right? They
[02:49:37] want a service that allows them to get
[02:49:39] better results than they're currently
[02:49:40] getting with regards to where they're
[02:49:42] trying to get and requires them to do
[02:49:44] less work while doing it and spending
[02:49:46] less money. Right? So, this isn't saying
[02:49:49] anything about that. Right? And if we go
[02:49:51] up to gym launches and look at it,
[02:49:54] right, what's it saying? So this is the
[02:49:56] thing, but you can see here they said
[02:49:58] the results median cash collect in 3
[02:50:00] weeks is this, right? The class card
[02:50:02] downell results, right? The fle the free
[02:50:05] internal play results, right?
[02:50:10] Little bit more about it. These are
[02:50:11] simple, fast to deploy, and they don't
[02:50:13] require ad spend, right? So it requires
[02:50:15] less money, less of your time, and it's
[02:50:18] efficient, right? So, they're they're
[02:50:20] hitting it right on the head with what
[02:50:21] we're talking about, right? Uh and then
[02:50:23] they clearly tell them exactly what they
[02:50:25] need to do and then also reinforce their
[02:50:27] offer right here, right? It makes a lot
[02:50:30] a lot of sense. But if we look at this,
[02:50:34] it it's like, how is this going to help
[02:50:36] me? Right? I'm a business owner. I don't
[02:50:37] know how this is really going to help
[02:50:38] me. It just it just seems like a
[02:50:41] somebody slap this together, right? Like
[02:50:44] that's really how it feels because all I
[02:50:45] all I know is that this looks like they
[02:50:47] do something with AI and marketing. All
[02:50:49] they could do a whole bunch of different
[02:50:50] stuff, but I'm not really sure who it's
[02:50:53] specifically built for. And I'm also not
[02:50:56] really sure what type of results they
[02:50:57] could get. And I'm also not really sure
[02:50:59] how to uh get it right. Like when you
[02:51:02] say this, it doesn't even say call. It
[02:51:04] just has a phone number and a website,
[02:51:07] which is very very confusing. I would
[02:51:08] imagine maybe maybe this is some person
[02:51:12] I got like a marketing degree and thinks
[02:51:13] that this is good. But
[02:51:17] all that matter I at the end of the day
[02:51:19] you also want to know this. I don't care
[02:51:22] how an ad looks and you shouldn't
[02:51:23] either. I just care how it performs.
[02:51:25] That's it. As long as it's not
[02:51:27] misleading and blatantly lying or doing
[02:51:30] anything like that. I don't care how it
[02:51:32] looks. Right? If it looks ugly and bad
[02:51:35] where most people are like, "Oh, that
[02:51:36] looks terrible." I don't care because
[02:51:38] you'd be surprised. A lot of the times
[02:51:40] the things that do perform well are the
[02:51:42] things that you don't expect or the
[02:51:43] things that you don't think are
[02:51:45] aesthetically optimal. Okay? So that's
[02:51:48] just the truth. Now what we also want to
[02:51:51] do is use the words AI and chatb
[02:51:53] plugins. So obviously they don't have
[02:51:55] that because this is a this is something
[02:51:57] that I figured out that performs
[02:51:58] extremely well. Um but they have no clue
[02:52:01] about it, right? So, you want to use
[02:52:03] this and that's why I was saying with
[02:52:05] the the call out for the chiropractor,
[02:52:08] let's say it could be, you know, looking
[02:52:10] for chiropractors that want to
[02:52:11] supercharge supercharge their practice
[02:52:14] leveraging our newly built Chad GBT
[02:52:18] plugin for chiropractors built by
[02:52:21] chiropractors,
[02:52:22] right? That would be a very, very strong
[02:52:24] one. Okay. What you want to do is you
[02:52:26] want to talk about results. Like I said,
[02:52:28] if you have them, they're not
[02:52:29] referencing any results and that one.
[02:52:30] And then you want to show that your
[02:52:31] system helps them book more appointments
[02:52:33] while doing less work. Right? So you
[02:52:34] want to sell them on the benefits and
[02:52:36] what it actually will do for them, not
[02:52:38] what it is where that's all they did
[02:52:40] here. They just said what it is, right?
[02:52:42] Chatbot, website, marketing, presence,
[02:52:46] it has nothing to do with how it's going
[02:52:48] to make their life easier and make them
[02:52:49] more money with less money spent.
[02:52:52] Right? So now if we kind of come over
[02:52:55] here to the key elements of winning ad
[02:52:57] creatives, which is very very important.
[02:52:59] The first thing is you want the picture.
[02:53:02] And just to be clear here for ad
[02:53:04] creatives that we're doing for this
[02:53:06] specific offer and this specific
[02:53:07] marketing, you don't need to do videos.
[02:53:10] You need to keep it very, very simple.
[02:53:12] And you just want it to reinforce what
[02:53:14] we're doing. And Gym Launch did a good
[02:53:16] job of this for this specific example,
[02:53:18] right? It says you don't need more
[02:53:20] leads. You need this playbook and with
[02:53:22] an arrow pointing to it. See how simple
[02:53:23] it is to profit with what you already
[02:53:26] have. Okay? So, our images, we want them
[02:53:30] to look somewhat similar to this. And
[02:53:33] what I mean similar is all I mean is we
[02:53:35] want them to have words on the image.
[02:53:38] Okay? We don't need to have a video. We
[02:53:41] don't want to have just a picture. We
[02:53:43] want it to be like following this
[02:53:45] framework. Okay? And I'll get into that.
[02:53:47] All right? So, you want it to you want
[02:53:49] the picture to say just like the ad copy
[02:53:51] who the ad is for. Right? So right here,
[02:53:54] I think if we look at theirs, you can
[02:53:57] see gym profit, right? But what we would
[02:54:00] really want is to have gym owners. We
[02:54:02] would want to have jib owners right
[02:54:04] there at the top of you don't need more
[02:54:05] leads
[02:54:07] because again, this is going to call out
[02:54:10] that market and let them know right away
[02:54:13] this is for me. Okay, so that's what we
[02:54:15] want. So right example, gym owners or
[02:54:18] nail salons, right? You want that to be
[02:54:20] very, very clear. You want to use the
[02:54:21] words new within there as well, right?
[02:54:25] And it should be used alongside the chat
[02:54:27] GPD plugin, right? So, if you have
[02:54:29] something along the lines of, let's say
[02:54:30] we're working with chiropractors, right?
[02:54:33] New uh or or chiropractors underneath
[02:54:36] it. We built this new Chad GPT plugin
[02:54:40] for chiropractors by chiropractors. It
[02:54:43] could be that simple. Okay? Okay. And
[02:54:45] then underneath that, it could just be
[02:54:46] click learn more to get a free demo.
[02:54:50] Right? It just needs to be that simple
[02:54:52] because that is what works. Okay? Now,
[02:54:57] you want to add symbols that match the
[02:54:59] target market. So again, the target
[02:55:02] market knows that this is for them.
[02:55:04] Okay. So, as far as gym launch is
[02:55:06] concerned in this example, I don't think
[02:55:07] they did a great job. And what I mean by
[02:55:10] that is they could have and again this
[02:55:14] could be a great performing ad but as
[02:55:16] far as what we're doing Garren for you
[02:55:18] specifically to make ads that perform
[02:55:20] really really well.
[02:55:22] What they would have done what they
[02:55:23] could have done differently is put some
[02:55:26] weights, put some kettle dolls, put some
[02:55:29] equipment or symbols that represent gym
[02:55:33] owners or a gym. Okay? So that again
[02:55:36] when the target market sees this they
[02:55:38] can understand that this is for them.
[02:55:40] Okay. So for example with a med spa a
[02:55:42] cryochamber right? If a med spa owner
[02:55:44] sees that I might I don't even really
[02:55:46] know what a cryo chamber looks like but
[02:55:48] I've been in a couple times but I know
[02:55:50] they have different ones. But if a med
[02:55:51] spa owner sees that they're going to
[02:55:54] know that that's for them more than
[02:55:55] likely. Right. And then it said med spa
[02:55:58] right meds wilders a nail salon. they
[02:56:00] see a hand with like it getting painted
[02:56:02] that or the nail getting painted,
[02:56:03] they're going to know that's for them,
[02:56:05] right? So, you want to do that. Okay.
[02:56:08] You want to include robot or tech
[02:56:10] looking symbols to show it uses new AI
[02:56:12] technology as well, right? So, you want
[02:56:14] to you want to make a hybrid of
[02:56:16] symbolism for the industry and symbolism
[02:56:19] for the fact that this is AI, okay? Cuz
[02:56:21] that is what works. Now, you want to use
[02:56:23] strong contrast with the colors so that
[02:56:26] the words stand out. Okay? Okay. And I
[02:56:28] think Gyml did a pretty good job of
[02:56:30] this, right? It's all black, right? This
[02:56:33] is an all black picture with white
[02:56:35] wording and then gold, right? So that
[02:56:38] you can see very easily what those words
[02:56:42] are. You do not want to use something
[02:56:44] like red and yellow, right? If you've
[02:56:46] ever seen red and yellow together kind
[02:56:48] of right here. But let's say for
[02:56:49] example, if this was, you know, all red
[02:56:52] and then all the words were all yellow.
[02:56:54] And I'm not talking about like this type
[02:56:55] of yellow. I'm talking about like that
[02:56:57] type of yellow right there. It almost
[02:56:59] gives you a headache. It's almost like
[02:57:01] what? It's cuz it's almost blending
[02:57:02] because the colors aren't
[02:57:05] they're not contrasting well. Okay. So,
[02:57:07] that's really what you want to do when
[02:57:10] it comes to the coloring. And and the
[02:57:13] easiest way to do this is really just
[02:57:14] focus on light and dark. And when I say
[02:57:17] light and dark, I mean white and black.
[02:57:19] That's really the easiest way to do it.
[02:57:21] The way you use some other uh color is
[02:57:24] to just use a border around the words as
[02:57:27] well. So where you can see this one
[02:57:30] right with gym launch they don't have a
[02:57:32] border around words. So what they could
[02:57:34] have done is they could have had a red
[02:57:36] border a small border just around every
[02:57:38] single word which would have further
[02:57:40] made it pop out and stand out a little
[02:57:43] bit more. Okay. Now
[02:57:47] you also want right like I said black or
[02:57:50] white very very good red does really
[02:57:53] well against white um but again the
[02:57:56] whole point here is so that it's easier
[02:57:58] to read it's more visible and it stands
[02:57:59] out right and the way you do that is by
[02:58:01] making contrast okay uh like I just said
[02:58:05] add colored borders around the words
[02:58:06] that are different from both the text
[02:58:08] and background right so that example
[02:58:10] where it's black and black background
[02:58:13] it's white font you put a red border
[02:58:15] around the white font which is different
[02:58:17] than black and white and further
[02:58:20] improving the contrast making it stand
[02:58:22] out right
[02:58:24] exactly what it does do not use right
[02:58:27] like I was just telling you just don't
[02:58:29] do it just does not perform well you can
[02:58:31] test it if you want to if you want to
[02:58:33] lose money or waste your money but I'm
[02:58:35] telling you right now this will perform
[02:58:36] better I'm sure of it you also want to
[02:58:40] keep the words on the image at a fifth
[02:58:41] grade reading level so that anyone can
[02:58:43] understand it and again put them into
[02:58:44] the Hemingway editor and make sure that
[02:58:46] they do. So, now if we go look at uh
[02:58:50] this one's
[02:58:53] Oh my gosh. First off, you can't really
[02:58:56] see like what this is. And this is blown
[02:58:58] up, right? You can't really tell
[02:59:03] client reviews, but there's no reviews.
[02:59:06] I don't know what any of this stuff is,
[02:59:09] right? It it just doesn't here's here's
[02:59:13] something where it's just saying these
[02:59:14] are brands that we work with but again
[02:59:16] it's like what is this just like what is
[02:59:20] this you know I think this is a sign of
[02:59:22] a company maybe that does really really
[02:59:24] well and therefore their marketing is
[02:59:27] not necessary at least specific to this
[02:59:30] type marketing cuz I'm telling you right
[02:59:32] now this is bad this is not good the
[02:59:35] person that put this together does not
[02:59:37] know what they're doing when it comes to
[02:59:39] at all. Uh, but again, if you just look
[02:59:42] at this, it's it's not good. Okay, I
[02:59:45] would say the contrast is decent, but
[02:59:47] you can see the AI hand here. That's
[02:59:49] good. But again, there's no it's not
[02:59:52] clear who this is for. I'm not sure what
[02:59:54] this is. You can barely read it. There's
[02:59:56] way too much on the screen here. It's
[02:59:58] very, very confusing because if you just
[03:00:00] don't know what to look at, you don't
[03:00:01] know what to read. And if the person on
[03:00:04] the other end's feeling that, they're
[03:00:06] they're not going to stop, right? if
[03:00:07] they can't get it within a split second,
[03:00:09] they're not going to stop. But with
[03:00:11] this, you don't need more leads. You
[03:00:12] need this playbook. And then you can see
[03:00:15] Jim right there a little bit, right? You
[03:00:16] can see that you go, "Oh, okay. What is
[03:00:19] this? This pertains to me. Let's see
[03:00:21] about it." Right? And then look more
[03:00:22] into it. And obviously very, very strong
[03:00:25] contrast, which is exactly what we want.
[03:00:28] Okay. Now, key elements for the uh
[03:00:32] headline, right? Oh, did I not change
[03:00:35] that? Oh, that should be the headline.
[03:00:38] All right, so let me change that real
[03:00:39] quick.
[03:00:43] Okay, so key elements for the headland.
[03:00:45] You want to use the word new. And again,
[03:00:48] just to be clear, all we're talking
[03:00:50] about right here is this. All right,
[03:00:51] that's the headline. If we go over here
[03:00:53] to look at theirs, see what theirs is.
[03:00:55] They don't even have one. Okay, not not
[03:00:58] what you want. All right. And I think
[03:01:00] it's because it's a carousel, but again,
[03:01:03] and when I say carousel, it's because
[03:01:04] you can flip through pictures. That's
[03:01:05] the type of ad it is. I'm not sure if
[03:01:07] you can even have a headline on those.
[03:01:08] But
[03:01:10] headline is extremely important variable
[03:01:11] that impacts things a lot. Okay? So, you
[03:01:14] want to use the word new because again,
[03:01:17] the theme of our ad is that it's around
[03:01:19] that. So, you want to use that. You want
[03:01:21] it to call up the target market. You
[03:01:23] don't have to have all of these. And
[03:01:25] again, you don't have to have all of
[03:01:26] these. These are just variables that I
[03:01:29] know for a fact impact the results a
[03:01:32] lot. Okay? So, it's not like you need to
[03:01:34] check the box for all of them, but I'm
[03:01:35] just saying this is what you want it to
[03:01:38] kind of follow based off the theme of
[03:01:40] this ad. Okay? The ad that we're going
[03:01:42] to make. Okay? You want it to call out
[03:01:44] the target market again so that they
[03:01:47] know it's for them. And you want to use
[03:01:50] symbols like exclamation marks and
[03:01:52] emojis to further communicate or
[03:01:54] exaggerate your point. Okay.
[03:01:58] Uh, you wanted to clarify that it is
[03:02:00] specifically built for the target
[03:02:02] market, right? So again, for
[03:02:05] chiropractors by chiropractors, new AI
[03:02:08] like that could be a headline, right?
[03:02:10] Chiropractors get more patients
[03:02:12] leveraging our new Chad GB4 plugin,
[03:02:15] right? Something like that. New clearly
[03:02:17] AI. Everyone knows what Chad GBBT is.
[03:02:21] That could work, right? So, if we kind
[03:02:22] of look at theirs, right? Just dropped
[03:02:24] the zero budget gym revenue system,
[03:02:28] right? You can see just dropped. They're
[03:02:30] basically saying this is new, right? The
[03:02:33] zero budget gym revenue system, right?
[03:02:37] That's that's pretty good because
[03:02:39] clearly this is for gym owners. And
[03:02:41] again, it follows the whole theme of
[03:02:43] their ad, which is a solution to make
[03:02:46] more money without spending money on
[03:02:47] ads, right? the zero budget gym revenue
[03:02:49] system kind of
[03:02:53] I I like it but it's kind of hard to
[03:02:54] read right I think they could have done
[03:02:56] a better job potentially with that but
[03:02:57] again maybe they've tested this and this
[03:02:59] is working for them right but that's
[03:03:01] really what we want and then again if we
[03:03:03] were to look at the other one I mean
[03:03:04] there's no headline so they just have
[03:03:06] the button and that right so that's
[03:03:09] basically the headline which is not
[03:03:11] not good okay so now the the final
[03:03:15] element is the description okay And the
[03:03:18] description is really nothing more than
[03:03:21] something that just really helps to back
[03:03:22] up the message, the theme of the ad. And
[03:03:25] it could do this by tying in proof like
[03:03:28] reviews. It could do this by saying
[03:03:31] something that could build trust. It can
[03:03:34] also do it in a way that makes the offer
[03:03:36] feel stronger. Right? So that's really
[03:03:40] all the description is is it just
[03:03:41] reinforces really the headline. That's
[03:03:44] that's the best way to use it is to
[03:03:46] reinforce the headline to make the
[03:03:47] headline more powerful or more
[03:03:51] compelling or create more curiosity and
[03:03:55] reinforce the entire theme of the ad.
[03:03:58] Okay, so that's really what you want
[03:04:00] this to do. Okay, as far as the
[03:04:03] description is concerned. So if we look
[03:04:04] at theirs, download it now, right? Just
[03:04:06] dropped the zero budget gyming system.
[03:04:08] Download it now. Right, that flows very
[03:04:10] very well, right? Um, so that's kind of
[03:04:13] what that would look like. Now, if we go
[03:04:16] over, now that we've gone through this,
[03:04:18] right, the key elements of this, now
[03:04:20] what we need to do is go through making
[03:04:23] an app. Okay, so what I'm going to do
[03:04:25] now is I'm going to do that. Okay, so
[03:04:28] what we would want to do first is do
[03:04:31] auction. This is what we want. We want
[03:04:33] to do leads. Okay, as far as what all
[03:04:36] these are, you don't need to worry about
[03:04:37] it. You really don't. All you need to
[03:04:40] know is what we're doing is direct
[03:04:41] response marketing to generate as many
[03:04:43] leads as possible that we can turn in
[03:04:44] customers. Okay? And since we're using a
[03:04:46] Facebook lead form, we're going to be
[03:04:47] using this. Okay? Instead of sending
[03:04:50] them to a website that's not on
[03:04:52] Facebook, we're just capturing their
[03:04:54] information on Facebook. Okay? And
[03:04:56] because of that, this is what we're
[03:04:58] using because it's going to be an
[03:04:59] instant forum. All right? So now we're
[03:05:01] going to click continue. Um create a
[03:05:03] lead campaign from scratch for finder
[03:05:05] control over all settings. Yes, that's
[03:05:07] what we want to do. Now, from here, what
[03:05:10] you'll see is you've got a couple
[03:05:11] different things. You've got the
[03:05:12] campaign, you've got the ad set, and
[03:05:14] you've got the ad. All you need to know
[03:05:16] with these three things is this. The
[03:05:18] campaign is what the objective is. Okay?
[03:05:21] So, all the objective is is what we just
[03:05:24] said. It's getting leads, right? So,
[03:05:25] that's already been determined. You can
[03:05:26] see here the campaign objective is
[03:05:27] getting leads. All right? Now, in
[03:05:30] addition to that, what we have is the ad
[03:05:33] set. All that is is who you're
[03:05:34] targeting. Okay? Okay, with the ads set,
[03:05:36] we're we're not going to do anything
[03:05:37] with this. We're literally going to keep
[03:05:39] it open just to the United States in
[03:05:40] Canada. And we might edit the age group
[03:05:43] a little bit, but I'll kind of go
[03:05:45] through that. Okay. And then you also
[03:05:47] have your Facebook page. You have some
[03:05:48] additional stuff in here, but for the
[03:05:49] most part, the ad set, this right here,
[03:05:52] is just who you're actually showing ads
[03:05:54] to. What's your market? What's the
[03:05:56] audience? Okay. Now, the ad, what the ad
[03:05:59] is, is what we just went over, right?
[03:06:02] those four elements that we just went
[03:06:03] through along with the button. Okay, so
[03:06:05] the copy, the creative, the headline,
[03:06:08] the description. That's exactly what
[03:06:10] that is. Okay, so what we're going to do
[03:06:13] from here is you just want to name this
[03:06:16] whatever you know it is. So you could be
[03:06:18] the name of your business. Let's say
[03:06:19] you're going up to med spas, right? Med
[03:06:21] spas campaign one, right? So as far as
[03:06:24] the nomenclature for your ads, you can
[03:06:26] kind of develop your own nomenclature as
[03:06:27] you start testing your stuff. But as far
[03:06:29] as this is concerned, right, we're going
[03:06:31] to keep it very very basic. Right? Now,
[03:06:34] from here, what you want to do is you
[03:06:37] want to do campaign budget. All right?
[03:06:39] So, you want to automatically distribute
[03:06:41] your budget to the best opportunities
[03:06:43] across your campaign, also known as
[03:06:45] advantage plus. So, what this is going
[03:06:46] to do is make it so that if you have
[03:06:49] multiple ads that you're running at the
[03:06:50] same time, Facebook will automatically
[03:06:54] allocate money towards those ads that
[03:06:56] are performing the best without you
[03:06:57] having to do any optimiz optimization of
[03:07:00] your own. So, literally Facebook's
[03:07:03] algorithm and AI is doing this because
[03:07:05] it's it's doing it through machine
[03:07:08] learning and it has all of this data to
[03:07:10] know what people respond to, what people
[03:07:12] click on. So it will distribute your ads
[03:07:14] and allocate your money to the ads that
[03:07:15] are performing the best and scale them
[03:07:17] for you based off your budget. Okay, so
[03:07:19] that's all that that means. So that's
[03:07:20] what we're going to want to do as far as
[03:07:22] your budget is concerned. You don't need
[03:07:24] to spend a ton of money. Okay, obviously
[03:07:26] the more money you spend, the more
[03:07:27] results you'll get, but I would say a
[03:07:30] healthy budget would be between $25 to
[03:07:33] $50 a day. And obviously you can turn
[03:07:36] these off if you need to. But I would
[03:07:38] recommend to at least get a customer.
[03:07:40] You should be expecting to spend at
[03:07:42] least between $200 to $500. Okay?
[03:07:45] Doesn't mean you could get a you could
[03:07:47] get a customer for a lot less. I'm just
[03:07:48] saying if this is something that you're
[03:07:50] new to, obviously never done this. You
[03:07:54] know, there's nothing wrong with
[03:07:56] spending $200 or $500 to get someone
[03:07:58] that pays you potentially 20 plus
[03:08:00] thousand over the course of a year,
[03:08:02] right? That's an incredible return. But
[03:08:05] like I said, uh you could even do $20.
[03:08:07] You could even do $10. I think the the
[03:08:09] lowest is $10. Not even sure you can do
[03:08:12] less than that. Let's see. Maybe you
[03:08:14] can. But again, the more money you
[03:08:15] spend, the more leads you'll get. You
[03:08:17] could spend five bucks a day. See what
[03:08:18] happens. I'm sure you'll get leads if
[03:08:21] you do exactly what I'm telling you to
[03:08:22] do. I know that for a fact. Okay, so
[03:08:25] we've got this dialed in. Um that's
[03:08:27] already set. That was set when we
[03:08:29] clicked leads when we made this. And
[03:08:31] then from here, you don't need to worry
[03:08:32] about any of that. We've got campaign
[03:08:33] budget optimization on you want to set
[03:08:35] your budget right here. Um don't need to
[03:08:37] worry about that. Uh you don't need to
[03:08:40] worry about that. You don't need to
[03:08:41] worry about this. And then you do not
[03:08:42] need to worry about this. Okay. Um since
[03:08:45] we're not doing anything like political
[03:08:47] ads or anything like that, you don't
[03:08:49] have to worry about any of that. Okay.
[03:08:50] Now, if we go over here to the adset,
[03:08:53] the known claims of this is very simple.
[03:08:54] You just want to name it based off who
[03:08:56] your audience is, right? And we'll get
[03:08:58] into that now. Right here you have the
[03:09:00] page, right? So, what you need to do
[03:09:03] since you added your page, which we went
[03:09:05] over earlier, since you added your page,
[03:09:07] now all you need to do is select your
[03:09:10] page because this is going to be the
[03:09:11] page that we're running sponsored ads
[03:09:13] from. Okay? So, that's why you needed to
[03:09:16] add your page to the business manager
[03:09:18] earlier so that it pops up here. So, if
[03:09:19] that if it's not popping up here, that's
[03:09:21] why. So, you need to make sure you go
[03:09:23] back and do that. All right? And you
[03:09:24] might have to uh if this is your first
[03:09:26] time, you're going to have to view the
[03:09:27] terms and accept it where I've already
[03:09:29] done this. Okay? See how it says I've
[03:09:31] accepted the terms, right? So, you would
[03:09:33] have to do that. All right. Now, uh
[03:09:36] maximize number of conversions. That is
[03:09:37] what we want. And then from here, as
[03:09:40] we're going down, you can ignore that
[03:09:41] stuff.
[03:09:43] You can ignore this stuff.
[03:09:46] Uh you can ignore this stuff as far as
[03:09:48] scheduling because I'm going to show you
[03:09:49] how to actually schedule this because
[03:09:51] what you don't want to do is this is a
[03:09:54] very very important piece right here.
[03:09:55] What you don't want to do is turn your
[03:09:56] ad on in the middle of the day. The
[03:09:58] reason why you don't want to turn your
[03:09:59] ad on in the middle of the day is
[03:10:01] because if you set a budget of $5, let's
[03:10:05] say you set a budget of $500 or $1,000,
[03:10:07] because I've done this before, okay?
[03:10:09] Let's say you set a budget of $1,000 a
[03:10:11] day and you turn it on in the middle of
[03:10:12] the day. What's going to end up
[03:10:14] happening is Facebook is going to spend
[03:10:16] your whole budget. Let's say it's nine
[03:10:18] o'clock at night and you turn the ad on
[03:10:20] because you're excited. Facebook's going
[03:10:22] to spend $1,000 in three hours between 9
[03:10:24] to midnight and it's not going to get
[03:10:27] the best results. The reason why is
[03:10:28] because Facebook, you're not giving
[03:10:30] Facebook the opportunity to allocate
[03:10:32] your money in the most optimal way.
[03:10:34] Okay? Because people are coming on and
[03:10:36] off of Facebook throughout the day, but
[03:10:37] it just shoveled it towards all these
[03:10:40] people, not at the most optimal time.
[03:10:41] And because of that, you're not going to
[03:10:42] get good results and you're going to
[03:10:43] have wasted your money. Okay? So, I'm
[03:10:45] going to show you how to actually
[03:10:46] schedule these to start at midnight,
[03:10:48] whatever your time zone is, or just
[03:10:50] midnight Eastern. That's probably what I
[03:10:51] recommend doing. That's what we do. I
[03:10:53] live in Arizona. I'm not on Eastern
[03:10:55] time, but I'm going to show you how to
[03:10:57] do that at the end of this. Uh, so that
[03:10:59] you can do that, okay? Uh, but don't
[03:11:02] make that mistake. Seriously, that it's
[03:11:05] a it's a rookie mistake. It's been a
[03:11:07] long time since I've done that. I've had
[03:11:08] some people on my team do that. Um, but
[03:11:11] don't do that. It's not fun when you
[03:11:13] spend, you know, money you were
[03:11:15] expecting to get the results you wanted
[03:11:17] and it's just wasted. Okay? Because that
[03:11:18] that is what will happen. All right? So,
[03:11:20] you can ignore this. As far as the
[03:11:22] audience controls, you don't need to
[03:11:24] worry about any of this stuff right here
[03:11:26] because all we need to make sure is that
[03:11:28] it's going to the United States. I'd
[03:11:31] recommend doing Canada as well. Um,
[03:11:35] you know, that we get a lot of customers
[03:11:37] in Canada, so I would recommend doing
[03:11:39] Canada as well. Do not if you live in
[03:11:41] America, do not do not go after England.
[03:11:45] Do not go after Australia. I have
[03:11:47] customers in both of those areas. But
[03:11:49] when you run ads in those areas, if
[03:11:51] you're in America, it's very very it's
[03:11:53] not optimal at all because of the time
[03:11:54] change, right? So getting a hold of
[03:11:56] those people and signing them up and
[03:11:57] even working with them is a pain in the
[03:12:00] ass. And all you need to know is that
[03:12:01] America and Canada has more than enough
[03:12:04] opportunity. Okay? I promise you that.
[03:12:06] Obviously, if you're in Australia or if
[03:12:08] you're in England, there's nothing wrong
[03:12:10] with you running ads to America, but I'd
[03:12:12] recommend you start off in those areas
[03:12:15] cuz I've run ads in England and in
[03:12:18] Australia, and they they crush, okay?
[03:12:20] They perform better than in America
[03:12:22] because America is the most competitive
[03:12:24] economy on the planet, right? It's super
[03:12:27] saturated. Our ads perform extremely
[03:12:29] well in America, but our cost per lead
[03:12:32] in England and Australia and we were
[03:12:34] getting leads for less than like a
[03:12:35] dollar for a while. And we just ended up
[03:12:38] saying, "Look, this is not worth it
[03:12:41] because it's a pain in the ass, right?
[03:12:44] If I had someone in England, then it
[03:12:46] would be worth it. That work for me, but
[03:12:48] a sales guy, right? But I'm I'm not
[03:12:50] trying to do that. Uh it's just it's a
[03:12:53] pain in the ass." Okay? So, just to be
[03:12:55] clear here, right? based off your
[03:12:56] situation. This is what you should do.
[03:12:59] If you're in America, recommend just
[03:13:00] doing this. You can even test running
[03:13:03] ads just to America and running ads just
[03:13:04] to Canada. We could do the same exact ad
[03:13:07] and you could compare the audiences. You
[03:13:09] could test which one performs better if
[03:13:11] you wanted. But
[03:13:14] if you do America and Canada, you're
[03:13:15] going to get the biggest audience.
[03:13:16] That's good. Okay. So now from here,
[03:13:20] what we want to do is we also want to
[03:13:22] click here, show more options, right?
[03:13:23] you couldn't see that. But we don't want
[03:13:26] to show ads to 18y olds because
[03:13:29] 18year-olds are not going to own med
[03:13:31] spas. Okay? So, we don't want to do
[03:13:33] that, right? So, I'm going to bring this
[03:13:35] up
[03:13:36] a little bit here, right? And I want to
[03:13:38] make the minimum age 25. Okay? So, that
[03:13:41] is what you want to do. All right? Is
[03:13:44] make that minimum age a little bit uh
[03:13:47] more. And what you can see happened is
[03:13:49] the audience
[03:13:51] got smaller, right? because we don't
[03:13:53] want to spend money on ads showing them
[03:13:56] to 18 year olds or 20 year olds that
[03:13:59] might not actually own a med spa, right?
[03:14:03] This is what I do. This is what performs
[03:14:04] the best. Trust me, there's not going to
[03:14:07] be very many business owners that are
[03:14:08] under the age of 25. So, we're doing the
[03:14:11] minimum age here. And what we want to do
[03:14:13] is we want to go here and then we want
[03:14:16] to turn off advantage plus. Okay. Um
[03:14:22] or my camera just died and I was kind of
[03:14:25] messing with this. So I've got a pack on
[03:14:27] but this should I I don't think before
[03:14:30] it gave us the option to do uh Okay, so
[03:14:34] it had it here where the minimum age
[03:14:36] only went up to to 25. So really what we
[03:14:39] want is we want to make sure that you
[03:14:42] know you can actually go past that,
[03:14:44] right? So like are there going to be a
[03:14:45] lot of people that own med spas that are
[03:14:47] 25? More than likely no. There might be
[03:14:50] some, but the reason why this is
[03:14:53] important is because if you can get an
[03:14:55] audience that
[03:14:57] you you pay money to put ads in front of
[03:14:58] people. If you're putting ads in front
[03:15:00] of people that are less likely to be in
[03:15:02] your target market, you're wasting more
[03:15:04] money, right? So, obviously, you know,
[03:15:07] if we're working with chiropractors,
[03:15:09] let's say, you know, if you're a
[03:15:10] chiropractor, you got to go to school,
[03:15:12] right? If you're a dentist, you got to
[03:15:13] go to school. Most people aren't going
[03:15:14] to own their own practice unless they're
[03:15:16] in their 30s more than likely, right?
[03:15:19] So, in this scenario, this is probably
[03:15:22] what I would do. Then, obviously, you
[03:15:24] could only run ads to men, only run ads
[03:15:26] to women if you wanted, but you don't
[03:15:28] need to do that. You don't need to worry
[03:15:29] anything about this. And then, as far as
[03:15:32] the uh advantage plus placement, so
[03:15:34] Facebook just did a recent update. It's
[03:15:36] called Andromeda, and really what it
[03:15:39] does is it's leaning very, very heavily
[03:15:41] into AI. But one thing that Facebook
[03:15:43] will do is this is they will tell you to
[03:15:46] you'll see things like this. You could
[03:15:47] get 3% lower cost or you could save
[03:15:49] money. Facebook's a business, right?
[03:15:51] Facebook's a massive business. Mark
[03:15:53] Zuckerberg became a billionaire when he
[03:15:54] was 23, I think, right? They're trying
[03:15:57] to make more money. And what we found is
[03:15:59] a lot of times when it does stuff like
[03:16:00] this, you know, when it tells you the
[03:16:02] recommendations,
[03:16:04] it doesn't typically work out well.
[03:16:06] Okay? And not saying it doesn't work,
[03:16:07] but
[03:16:09] a lot of the times you end up spending
[03:16:10] more money for less results. Okay? So,
[03:16:13] what we like to do is we like to do
[03:16:15] manual placements and we don't do the
[03:16:17] audience network. We literally just do
[03:16:19] the Facebook feed.
[03:16:22] Um the Instagram feed.
[03:16:25] So, yeah, Facebook profile feed. So, we
[03:16:28] just do the Facebook feed. We do the
[03:16:30] Instagram feed. Take that off. We take
[03:16:33] that off.
[03:16:36] um
[03:16:38] exclude, right? And it will tell you
[03:16:40] don't do this. This is not smart. But
[03:16:43] this is what we found to get the best
[03:16:45] results. I'd recommend doing this.
[03:16:47] Obviously, you can do advantage plus if
[03:16:49] you want to, but all that's going to do
[03:16:51] is put you on all these platforms, all
[03:16:54] these different placements, and you can
[03:16:56] see here, you know, what these specific
[03:16:58] placements are. It's just where you
[03:17:00] could be at on the app. We found that
[03:17:03] the feed is the best place to be. Okay.
[03:17:06] Um, right. So, I'm going to take these
[03:17:08] off. I'm going to take these off.
[03:17:12] And I'm going to take these off and
[03:17:15] that. Okay. So, now I'm just on Facebook
[03:17:18] and Instagram speed. Okay. And that's
[03:17:21] what we want. All right. So, like I
[03:17:23] said, you can do this if you want. Be my
[03:17:25] guest, but I would recommend not doing
[03:17:27] it. Okay. And so really the reason why I
[03:17:29] mentioned that new update that Facebook
[03:17:30] did is because what it does is it allows
[03:17:33] for you to do very open targeting and it
[03:17:37] allows Facebook to do a really good job
[03:17:39] of finding your market. Okay? And we've
[03:17:41] recently started doing this because we
[03:17:43] used to use a lot of we used a lot of
[03:17:46] interest based targeting where you can
[03:17:48] you can put an interest that people's
[03:17:50] Facebook profiles have. So let's say for
[03:17:52] example if you have your own Facebook
[03:17:54] profile and you like golf, if you like
[03:17:56] tennis, right? that will be an interest
[03:17:58] that you can now advertise to people
[03:17:59] that have shown interest in tennis or
[03:18:01] golf, right? You pay more money for
[03:18:03] those though because those are premium
[03:18:05] market segments that Facebook charges a
[03:18:07] premium for. So, if you don't advertise
[03:18:12] those, you pay less money. And with this
[03:18:13] new update, it allows Facebook to do a
[03:18:15] better job of finding your market for
[03:18:16] you. And if you're calling out your
[03:18:18] market on the ads, like we just went
[03:18:19] over over and over again, it's very,
[03:18:21] very easy to get to them. Okay? And
[03:18:24] we're seeing that this is performing a
[03:18:25] lot better. So this is super open
[03:18:27] targeting. Super easy. You don't need a
[03:18:29] custom audience. You don't need a
[03:18:30] lookike audience. A developer heard
[03:18:32] those terms. You don't need to do
[03:18:33] interest based targeting. You literally
[03:18:35] just want to leave it open like this.
[03:18:37] Okay. Just on the feeds. That's the
[03:18:40] manual placement. Obviously, pick your
[03:18:42] audience as far as the age is concerned.
[03:18:44] And then uh you know, as far as getting
[03:18:46] into stuff like this, right? This is
[03:18:50] some stuff we have, right? lookalike
[03:18:51] audiences, custom audiences, taking a
[03:18:53] list of your target market, uploading it
[03:18:55] as a custom audience, and making a
[03:18:57] lookalike audience off of it. If you
[03:18:58] ever heard of that, you don't need to do
[03:19:00] that. Okay? You really do not need to do
[03:19:02] that if you want to add an interest,
[03:19:04] right? All of these different interests
[03:19:05] that you can look up. Like I was just
[03:19:07] saying, you know, tennis, right? They've
[03:19:10] got tons of different interest for
[03:19:11] tennis. You don't need to worry about
[03:19:13] any of this. Okay. As far as the adsets
[03:19:15] concerned, we just want to leave it
[03:19:16] open. The way I like to do this is just
[03:19:19] right open. You do the age group, it' be
[03:19:21] 30 to 65 plus. And then now I like to
[03:19:23] put it as 195 m because you can see here
[03:19:26] in the bottom right the audience size to
[03:19:29] 230.
[03:19:30] Right? So that's that's really how I
[03:19:32] like to do this. Then obviously we have
[03:19:34] this right here for the page. Okay. Now
[03:19:37] if we come down here um this is
[03:19:40] obviously where you build your ads,
[03:19:42] right? So you want to make sure that
[03:19:43] you've got your Instagram and Facebook
[03:19:45] page on here so that they are populated.
[03:19:48] Okay. Okay, we're going to do single
[03:19:49] image. We're not going to be doing um
[03:19:53] carousels like that example that we went
[03:19:55] over here, right? I was saying this is a
[03:19:57] carousel. That's what a carousel is.
[03:19:58] We're not going to be doing that. So, we
[03:20:00] don't need to worry about that. And then
[03:20:03] as well, what we'll also be doing is
[03:20:06] we'll be making a lead form. Okay? So,
[03:20:09] we will end up doing that. But from
[03:20:13] here, this is where we create the ad.
[03:20:17] Okay? So, um, you know, this is where
[03:20:20] you could upload images, all sorts of
[03:20:22] stuff, right? I'm not going to do that
[03:20:24] just yet because what I want to do is
[03:20:27] show you guys something really, really
[03:20:28] cool I made um that is just really,
[03:20:32] really cool. I'll kind of get into it
[03:20:33] here in a second, but I'm not going to
[03:20:35] build out a specific ad because what I
[03:20:37] want you to do is I want you to
[03:20:40] understand this, right? I want you to go
[03:20:44] through this and write your own ad copy,
[03:20:46] come up with your own images, uh, write
[03:20:48] your own headline, write your own
[03:20:49] description for your specific situation
[03:20:51] based up what I've just given you, you
[03:20:52] should be able to do that, okay? You
[03:20:54] should definitely be able to do that.
[03:20:55] And I want you to do that on your own.
[03:20:57] But, um, if you want a big shortcut,
[03:21:01] I've actually put something together
[03:21:02] that makes this very, very easy. Okay?
[03:21:05] And this is it right here. Um, so what
[03:21:08] this is is this is a GPT that I made
[03:21:11] where I funneled it all of my ads that
[03:21:15] I've run for my agency along with ads
[03:21:17] that I've given to other people to run
[03:21:19] for theirs. Okay? And this thing's
[03:21:22] loaded with information with hundreds of
[03:21:25] thousands and over a million dollars in
[03:21:26] ad spend, which has ultimately resulted
[03:21:28] in me building an agency that's done
[03:21:30] over $20 million in revenue. Okay. So,
[03:21:33] I've made it be specific to building uh
[03:21:35] B2B ads. And so what I would recommend
[03:21:38] you do is uh get your hands on this and
[03:21:41] I am going to give it to you for free.
[03:21:42] And I will tell you at the end of this
[03:21:45] video exactly how you can get it for
[03:21:48] free. I'll break that down for you. But
[03:21:50] just know this is something that you can
[03:21:52] get for free where it will literally
[03:21:55] build out the the four elements for you.
[03:21:57] And I've I've fed it hundreds of copies
[03:22:01] that are proven to convert at a very
[03:22:02] high rate. I've fed it hundreds of
[03:22:04] images that are proven to convert at a
[03:22:05] high rate. I've fed it hundreds of
[03:22:06] headlines and descriptions that are
[03:22:08] proven to convert at a high rate based
[03:22:10] off my ads and based off other people's
[03:22:12] ads that I've given to them to run in
[03:22:15] tons of different markets. Okay, so
[03:22:18] brickandmortar markets. So that's
[03:22:20] exactly what this is designed to do. Um,
[03:22:22] like I said, it's it's pretty amazing.
[03:22:25] It's really really cool. It literally
[03:22:28] makes the images. It does everything for
[03:22:30] you where you can copy and paste it for
[03:22:32] any industry for brick and mortar. Um,
[03:22:34] and I'll tell you exactly how to get it
[03:22:36] at the end of this, like I said. So,
[03:22:37] just make sure to check that out. If
[03:22:40] not, if you want to try and come up with
[03:22:42] this on your own, I don't think there's
[03:22:44] anything wrong with that. But if you
[03:22:46] want to get that, just make sure you
[03:22:48] watch this entire guide so that you
[03:22:50] fully fully understand it. Because I'm
[03:22:52] telling you, with this, all you're going
[03:22:54] to have to do is
[03:22:56] ask it for it. Ask it for a couple
[03:22:59] pictures and you will have ads built out
[03:23:00] that can work, okay? That get you great
[03:23:03] results. And then you can just come in
[03:23:04] here and fill it out. Okay. Now, this is
[03:23:07] what we were talking about when we set
[03:23:09] this up where you need to have your
[03:23:12] form. Okay? Because right now that
[03:23:15] you're over here on your integrations
[03:23:17] for your sub account, you don't have
[03:23:19] your form yet populating here because
[03:23:22] you haven't created one. Okay? So, what
[03:23:23] we need to do is we need to create a
[03:23:26] form. All right. So, that's what we're
[03:23:28] going to do. Okay. So now uh the first
[03:23:31] thing we want to do is name it. Okay, so
[03:23:35] you want to make sure you name it
[03:23:36] something that you'll, you know,
[03:23:38] remember. So I'm just going to call this
[03:23:39] test lead form. So you know it just for
[03:23:43] the the purpose of this video. Okay, we
[03:23:45] want it to be more volume because what
[03:23:47] this means is when somebody clicks on
[03:23:49] your form, their information is going to
[03:23:51] automatically populate in the form.
[03:23:54] Okay, so right here, their information
[03:23:57] will automatically go into it. the
[03:23:58] information that we want. So, they don't
[03:24:00] have to manually put it in, which will
[03:24:02] allow us to generate a lot of leads.
[03:24:04] Okay? I don't recommend using higher
[03:24:06] intent because this is going to force
[03:24:07] people to validate their information and
[03:24:11] do stuff. All Facebook's pulling from is
[03:24:12] the information they put in for their
[03:24:13] Facebook profile, right? So, as far as
[03:24:16] their first name, last name, and phone
[03:24:17] number, email, it's going to be
[03:24:19] accurate. Okay? Uh, obviously, sometimes
[03:24:21] it's not, but this is what's going to
[03:24:23] get you the best results. Okay? Now,
[03:24:26] you want this to be open because what
[03:24:28] this means is you're allowing people
[03:24:31] that see your ads to share them. So, we
[03:24:34] have tons of people that see your ads
[03:24:35] share them. And what that means is you
[03:24:36] get free marketing. Okay? So, I
[03:24:39] recommend leaving this open because if
[03:24:41] you don't, people can't share it, which
[03:24:44] won't get you free marketing. And when I
[03:24:45] mean free marketing is there will be
[03:24:47] times where we turn ads off and we keep
[03:24:49] getting leads. And the only reason why
[03:24:50] we keep getting leads is because people
[03:24:52] shared the ad on their feet and then
[03:24:54] other people saw the ad and then opted
[03:24:56] into it. Right? So that's how that
[03:24:57] works. Now, if we go over to the intro,
[03:25:02] what you kind of see here, so I'm going
[03:25:05] to delete this um and we can kind of do
[03:25:08] this. I put this together for like an
[03:25:10] example of a chiropractor. Okay. Um so
[03:25:13] let's say we're trying to work with
[03:25:14] chiropractor, right? For chiropractors
[03:25:16] looking to get more patients, right?
[03:25:17] This is the headline right here. And
[03:25:19] obviously you can see the business page.
[03:25:21] This you want to make sure is yours. Now
[03:25:24] from here
[03:25:25] if you put this in this will do very
[03:25:28] very well. And from here what we now
[03:25:32] need to look at doing we want to keep
[03:25:34] this. Um but from here what we want to
[03:25:38] do is uh go over the questions. And on
[03:25:43] the questions you'll see we we have
[03:25:45] these things right here because this is
[03:25:47] not correct. We don't want their
[03:25:48] website. So, we want to take that off.
[03:25:50] We want to just have first name, last
[03:25:51] name, email, phone number. Um, and we
[03:25:54] don't want it to be optional. We want
[03:25:55] them to be mandatory. So, we we want
[03:25:58] those two things. And then, if we go
[03:25:59] over here to the uh interest, one thing
[03:26:04] we do want to ask is
[03:26:07] um we want to ask them I think it's over
[03:26:10] here. Yeah. We want to ask them uh if
[03:26:13] they're a chiropractor, right? We want
[03:26:15] to actually ask them like, are you a
[03:26:18] chiropractor? Okay. And so the the
[03:26:21] easiest way to do this is by just giving
[03:26:23] them a yes or no. Um, so I don't want to
[03:26:26] do a short answer. I just want to do yes
[03:26:28] or no. Yes. And we wanted to
[03:26:32] Yes. conditional. So this is what we
[03:26:34] want.
[03:26:37] It's been a while since I've made one of
[03:26:39] these. uh
[03:26:41] >> use the instruments for
[03:26:44] >> uh yes. Okay. So yeah, this is what we
[03:26:46] want. So what we want to do here is we
[03:26:48] want to ask them if are you a
[03:26:50] chiropractor? Uh that's what we want to
[03:26:53] ask like are you are you a chiropractor
[03:26:55] that owns a practice, right? Because
[03:26:58] this might be somebody that works at a
[03:27:00] chiropractic office that opted in. And
[03:27:02] not to say that that's not an
[03:27:04] opportunity, but for me personally, I
[03:27:06] only want to speak to people that I know
[03:27:08] are decision makers. And so I like
[03:27:12] asking this question because it gets you
[03:27:13] only people that are in a position to
[03:27:15] make a decision about working with you.
[03:27:17] Okay? So if it's yes, cool. Okay? If
[03:27:21] it's no, not good. Right? So that is
[03:27:25] what we want, right? We want it to be
[03:27:27] yes or no. Are you a chiropractor with
[03:27:29] your own practice? Okay. Okay, so that's
[03:27:31] ultimately what we want to know because
[03:27:33] if we know that we can now
[03:27:37] validate if a lead is a good quality
[03:27:38] lead or not, right? Because we now know
[03:27:40] are they actually the business owner.
[03:27:43] Okay, so that's very very important. And
[03:27:44] then from here, like I said, we have
[03:27:46] first name, last name, email, and phone
[03:27:48] number, which is what we want. Okay, now
[03:27:52] if we go over to next, so you're going
[03:27:55] to want to add your own privacy policy.
[03:27:58] Um, you know, that's something that you
[03:27:59] need to do. And then as far as the link
[03:28:01] text is concerned, you want to how to be
[03:28:04] this visit the name of your business
[03:28:06] privacy policy. Like I said, I'm not an
[03:28:08] attorney. I am not telling you what to
[03:28:11] do when it comes to this stuff. This is
[03:28:12] ultimately on you for the privacy policy
[03:28:14] and all of that. That's not neat. But,
[03:28:17] you know, that's very easy to get
[03:28:19] handled. So, now on the thank you page,
[03:28:23] what we want to do is we want to say up
[03:28:25] here on the headline one last step
[03:28:28] because they are not all set. Okay?
[03:28:29] Okay. And this is where the calendar
[03:28:30] page comes into BL. All right. So, what
[03:28:33] we want to say here is we want to say
[03:28:36] this, book a game plan session to see
[03:28:39] how our new AI plug-in would work at
[03:28:41] your practice. And then underneath that,
[03:28:44] we want to have this.
[03:28:48] All right. Bonus book today and test
[03:28:50] drive for 30 days. Okay. Now, in
[03:28:53] addition to this, what we now need to do
[03:28:55] is we need to get the link to the
[03:28:57] calendar page. Okay. So, that's why we
[03:28:59] did this in this order is you have to
[03:29:01] set up your calendar page for this to
[03:29:02] work because if you don't have your
[03:29:04] calendar page, you're not going to be
[03:29:06] able to have leads book appointments,
[03:29:09] right? You're just going to have leads
[03:29:10] that go onto a spreadsheet that you now
[03:29:12] have to manually organize, follow up
[03:29:14] with, and to do the whole process with,
[03:29:15] which is not the best way to do things.
[03:29:17] And so, that's why I gave you that
[03:29:18] snapshot and build that out, show that
[03:29:20] to you so that you have it all good, so
[03:29:22] that you can make the most amount of
[03:29:24] money while doing the least amount of
[03:29:25] work and you have a place where you can
[03:29:26] organize all of this. Okay. Uh and then
[03:29:29] obviously we will be using this for our
[03:29:31] customers when it comes to getting them
[03:29:32] results as well and providing us
[03:29:34] services. But now if I go back here uh
[03:29:37] to our page and then I go to sites right
[03:29:40] what I'm going to do is I'm going to
[03:29:41] find the calendar page right the booking
[03:29:44] page because this is now what I need to
[03:29:47] uh give them. Okay. So what I'm going to
[03:29:49] do from here is I am just going to copy
[03:29:52] this and I'm going to paste it into
[03:29:53] another tab.
[03:29:56] Make sure it works. Right? You can see
[03:29:58] here this is for med spawners and it's
[03:30:00] connected to our stud. So now what I
[03:30:02] would want to do from here is I would
[03:30:04] want to put this link. Okay. And now
[03:30:08] what I also want to do is I want to
[03:30:12] change this call to action, this button
[03:30:14] right here to book a call now.
[03:30:19] Okay?
[03:30:20] Right? So they know what they need to
[03:30:22] do. Okay? So when they click this
[03:30:24] button, it's going to take them to this
[03:30:25] page where they can book a call, right?
[03:30:28] So that's that's why this is so so
[03:30:31] important. Okay? Now, you do not want to
[03:30:34] have that on. You're all good there. But
[03:30:37] again, this is what you want to use for
[03:30:39] your specific copy on your specific
[03:30:43] landing page. And then one thing you
[03:30:45] also want to have as far as the
[03:30:47] questions are concerned is uh instead of
[03:30:50] putting that this is what I like to do
[03:30:53] uh because these are variables that do
[03:30:55] impact conversion rate right what what
[03:30:57] copy you put right here is going to
[03:30:58] impact that um if I were to put you know
[03:31:01] enter your info below to
[03:31:05] uh to get 30 days free with a mutual IGB
[03:31:07] plugin that's going to impact conversion
[03:31:09] rate and rather than having miss right
[03:31:12] it's going to impact it in a way we
[03:31:13] don't really want because we might get
[03:31:15] some less qualified leads. But if you're
[03:31:16] really really wanting to do it, right,
[03:31:17] that's something you could test. But
[03:31:19] this is going to work just fine. But I'm
[03:31:21] just communicating this to you so that
[03:31:23] you understand, right? If you put enter
[03:31:25] your info below to use our chatb4 plugin
[03:31:28] for free for the next 30 days, that
[03:31:31] would probably get a better result
[03:31:32] because they see this right before they
[03:31:33] enter their information. And that's a
[03:31:34] really good offer. It's a better offer
[03:31:36] than what we have right here. Okay, so
[03:31:39] just to be clear on that, right? So now,
[03:31:41] obviously, you want to double check your
[03:31:43] form to make sure it's got the right
[03:31:45] business page. Everything is the way you
[03:31:47] want it to be. You have all this set up,
[03:31:50] right? You've got the first name, last
[03:31:51] name, email, phone number, enter your
[03:31:53] info, blow to see how it works. You've
[03:31:55] got your privacy policy, and then now
[03:31:57] you've got that one last step. Book a
[03:31:59] game plan session to see how new AI plug
[03:32:01] would work for your practice. Bonus,
[03:32:02] book today and test drive it for 30
[03:32:04] days. Right? So, we're not saying it's
[03:32:05] free or anything. We're just saying test
[03:32:06] drive it. Um, and that helps people
[03:32:09] click through and ultimately book a call
[03:32:11] at a higher rate. So, we've tested this
[03:32:13] out. Um, book a call now, right? They're
[03:32:16] going to be taken over here where they
[03:32:17] can then schedule an appointment. Once
[03:32:19] they schedule an appointment, it's
[03:32:20] automatically going to come in here into
[03:32:21] your opportunities where you can see
[03:32:23] them. It will then go onto your
[03:32:24] calendar. It will then send them an
[03:32:26] email so that they have the Zoom link,
[03:32:27] your Zoom link for the call
[03:32:29] automatically. And if they don't book on
[03:32:31] the calendar, it will then start
[03:32:32] following up with them. And then you'll
[03:32:34] get their information in here so that
[03:32:35] you can also follow up with them. and
[03:32:36] then put notes on them and move them
[03:32:38] throughout this process based off where
[03:32:40] they're at in your pipeline. Okay. So
[03:32:44] now what we'll do is I am going to go
[03:32:46] ahead and click uh next. And again we
[03:32:50] want to make sure the form name is the
[03:32:51] correct name so that we can make sure we
[03:32:53] click on the right form when we do do
[03:32:55] this. I'm going to go through all this
[03:32:57] right because we know that it is
[03:32:58] correct. Now I'm going to create the
[03:33:00] form.
[03:33:02] All right. So now we have test lead
[03:33:04] form. So now if I go over here and I go
[03:33:07] over to integrations
[03:33:11] and I go up to Facebook form field
[03:33:13] mapping, you can now see that this is in
[03:33:16] here. So now all you need to do is click
[03:33:19] on edit the field. And now from here
[03:33:21] what you need to do is make sure that
[03:33:24] you map the field properly. So literally
[03:33:27] all you have to do is scroll down here.
[03:33:29] You won't have a bunch of these. Um, but
[03:33:32] all you need to do is go to are you the
[03:33:34] owner of a niche business. Okay, for
[03:33:37] this specific field here, uh, obviously
[03:33:39] cuz this is going to pick it up
[03:33:40] regardless of what you select, right? If
[03:33:42] it's med spa, it's going to be a yes or
[03:33:44] no question and this is going to work.
[03:33:45] Okay, and so obviously first name, first
[03:33:47] name, last name, last name, email,
[03:33:48] email, phone, phone. Now, you just want
[03:33:51] to confirm it. And then now what we want
[03:33:54] to do from here is we want to go back
[03:33:57] and go to the site or we actually want
[03:34:01] to go to the automation and then make
[03:34:02] sure the business page the Facebook
[03:34:04] business page is connected. So now you
[03:34:06] can see here where it says page is gym
[03:34:08] members now. So that's what you want,
[03:34:10] right? You want to make sure that you
[03:34:12] have your business page connected to
[03:34:14] this properly. And then the form is this
[03:34:17] one, but you can do it as any or if you
[03:34:19] have multiple lead forms, you need to
[03:34:20] then come in and make sure it is the
[03:34:22] correct lead form. But this is your
[03:34:24] first time setting this up, your first
[03:34:25] lead form you ever made. That's not
[03:34:27] something you're going to need to do,
[03:34:28] right? So you can just leave it as any.
[03:34:29] If you do, you need to make sure you
[03:34:30] specify it and then save, okay? And save
[03:34:33] it and make sure your page is on there.
[03:34:35] Now what we can do from here is we can
[03:34:38] actually test this out to see if it
[03:34:40] works, right? To make sure that it does
[03:34:43] work. Okay, so first what we want to do
[03:34:46] to do that is come over here to um
[03:34:50] Facebook leads ads testing tool or
[03:34:53] meta's leads ads testing tool. So if you
[03:34:54] just look that up, you'll be able to
[03:34:56] easily find this. And now what you want
[03:34:57] to do from here is find your uh client
[03:35:03] or your page. I've got a lot. Right. So,
[03:35:06] that's the first thing you want to do is
[03:35:09] go to your page, click on it, and then
[03:35:13] from there, you want to do lead
[03:35:16] retrieval, and then now you want to do
[03:35:18] test lead form. Okay? So, now what
[03:35:20] you're going to be able to do is
[03:35:21] actually preview the form and then test
[03:35:24] it and do a trial lead. Okay? So, what
[03:35:26] we want to do is we want to do both
[03:35:29] situations that could happen. And those
[03:35:31] situations are either somebody could
[03:35:33] submit their information and not book an
[03:35:35] a call on the calendar or they submit
[03:35:38] their information and then book a call.
[03:35:39] Okay. So, we want to do both to make
[03:35:41] sure that it's working properly. All
[03:35:43] right. So, uh I'm just going to go ahead
[03:35:46] and
[03:35:47] leave this as is. And obviously, I've
[03:35:50] got to answer this question. So, this is
[03:35:51] what it would look like on Facebook. And
[03:35:53] now from here, what's going to happen is
[03:35:55] I'm going to click submit. And then it's
[03:35:57] going to take me to that thank you page
[03:35:58] where it says one last step. book a game
[03:36:00] plan session to see how our new AI
[03:36:02] plug-in would work at your practice.
[03:36:04] Bonus book today and test driver for 30
[03:36:06] days. Okay, so what I'm going to do is
[03:36:07] I'm going to go to book a call now.
[03:36:10] Okay, now from here uh what I'm going to
[03:36:12] do and obviously this says med spa
[03:36:14] because within the niche in go high
[03:36:16] level we have it as med spa. Um but you
[03:36:19] just need to change that your custom
[03:36:20] values to change it to be whatever the
[03:36:22] industry is you're working in. So
[03:36:24] obviously if I change it to chiropractor
[03:36:25] it would update this automatically. You
[03:36:27] wouldn't even have to go in and edit the
[03:36:28] landing page. Would just update it
[03:36:30] automatically. And that's what's so
[03:36:31] great about this is it's very, very easy
[03:36:33] to set this up. You just follow this
[03:36:35] step by step. Okay. So, now I'm going to
[03:36:38] say, you know, 4:00. We'll do test test
[03:36:42] um
[03:36:45] in my old home phone. Who knows if
[03:36:46] that's even still in existence. Uh and
[03:36:50] then an old email that I don't have
[03:36:53] access to.
[03:36:56] All right. Okay. So, let's say it's 20
[03:36:57] to 40. What do you need the most help
[03:36:58] with? I'll do all the above. Schedule a
[03:37:01] meeting. Oh, says it's invalid.
[03:37:05] Uh,
[03:37:10] all right. Let's test that.
[03:37:15] That was one of my friends uh old home
[03:37:17] funds. Don't know if it still works. All
[03:37:19] right. So, that went through. So now
[03:37:22] what I need to do is just go back over
[03:37:23] to go high level and see what happens.
[03:37:26] So the first thing I'm going to do is
[03:37:28] I'm going to go check the calendar to
[03:37:29] make sure that I'm in there. And then
[03:37:31] from there what I'm also going to do is
[03:37:33] just make sure that everything else is
[03:37:36] working properly. Okay. So obviously we
[03:37:39] can see that my information is right
[03:37:41] here. Now, if I go to the opportunities,
[03:37:44] what we're going to be able to see is
[03:37:45] I'm going to be on the booked call right
[03:37:47] here, where you're going to be able to
[03:37:49] see my information. So, if I click on
[03:37:51] this, you're able to see everything that
[03:37:54] I just filled out, right? You're able to
[03:37:56] see uh what I said about all of that
[03:37:59] stuff, my my phone number, um right,
[03:38:03] you're able to see the information that
[03:38:05] you need to see. And then from here you
[03:38:07] can also add notes as you talk to people
[03:38:10] and as you get clear on what actually
[03:38:14] ended up happening. Okay, which is very
[03:38:17] very important, right? That you update
[03:38:19] this stuff as you go along. And then
[03:38:22] from here, what we also want to make
[03:38:24] sure on is that you actually got the
[03:38:28] notifications, okay? because I have this
[03:38:29] set up to automatically notify you when
[03:38:32] you do get a book call or you just get a
[03:38:36] lead that does not book so that you can
[03:38:37] know this via email as well just by
[03:38:39] putting your email in. That's how we'll
[03:38:41] automatically pull the one it will send
[03:38:43] these to. So if you see here, this is
[03:38:46] the email that would have been sent,
[03:38:49] right? Test test test. It's got their
[03:38:51] information. It's got their email. It's
[03:38:53] got that. It's got their monthly
[03:38:54] revenue. It's got what do you need the
[03:38:56] most help with to to hit your target
[03:38:58] revenue and it's got the time right so
[03:39:00] that you automatically know this and
[03:39:01] then obviously you also have this
[03:39:03] information in go high level as well so
[03:39:06] that you can get it right so now the
[03:39:08] other thing we want to test is we want
[03:39:11] to just test to make sure that if the
[03:39:12] lead does not book everything works the
[03:39:14] way we want it to as well. Okay. So now
[03:39:16] we just delete the lead. We come back
[03:39:18] here. We're just going to resubmit our
[03:39:21] information and not book a call. Okay.
[03:39:23] So obviously we've got this correct. Now
[03:39:26] I'm just going to preview the form. I'm
[03:39:28] going to read submit it. And then now
[03:39:31] I'll just do test one or one. All right.
[03:39:34] And then yes.
[03:39:36] Now what I will do is click submit
[03:39:41] and then I'm not going to book a call.
[03:39:43] Right. So from here now if we go back
[03:39:47] over here
[03:39:49] what I'll do is because the way it's set
[03:39:51] up is it waits it waits about 5 minutes
[03:39:54] before actually doing that sending
[03:39:57] through anything because it waits to see
[03:39:59] it there. They're going to schedule an
[03:40:00] appointment or not before sending them
[03:40:02] anything. Right? But what I'm going to
[03:40:04] do is I'm just going to go in here and
[03:40:05] force it to actually happen. Um because
[03:40:08] you can see here right here in this
[03:40:09] automation it says there's one person
[03:40:10] and that's me. That's cuz I just opted
[03:40:12] into it. And what it's doing is it's
[03:40:15] waiting for me to hit that that 4.6
[03:40:19] minute wait time. So I'm just going to
[03:40:20] force it through so that it goes ahead
[03:40:22] and happen so we can make sure
[03:40:23] everything is working properly. So now
[03:40:26] if I go over to the conversations and
[03:40:29] just look at it to see if it is there or
[03:40:33] we're going to be able to see is it
[03:40:35] should be I should have received a uh
[03:40:39] email that there was a lead that opted
[03:40:41] in but did not book. And then obviously
[03:40:43] this will also have gone to the um the
[03:40:48] customer just saying hey I saw you were
[03:40:49] interested didn't get a chance to book
[03:40:52] asking them some questions to kind of
[03:40:53] open it up and then now from here we're
[03:40:56] also going to have received that email
[03:40:58] to us just saying new med spa here's
[03:41:01] their name here's their phone number
[03:41:03] here's their email are they the business
[03:41:04] owner yes or no yes right that way you
[03:41:08] can follow up right away and be right on
[03:41:10] top of these leads without having to
[03:41:12] check this all the time so you're
[03:41:13] constantly getting notified. And the
[03:41:14] cool thing about this is you can also
[03:41:16] have this on your phone as an as the
[03:41:18] app, right? So that you have all of this
[03:41:20] in one place, easy to be on top of it
[03:41:23] and control it. That way a lot of work
[03:41:25] is being done without you having to lift
[03:41:26] a finger. Okay? So I've made this very
[03:41:30] very easy for you. Just make sure to
[03:41:31] follow those steps on this. That's
[03:41:34] really all you need to do. In addition
[03:41:36] to that, one final thing with the ads.
[03:41:39] Okay. So, one thing when it comes to the
[03:41:42] ads, you can schedule an ad, right? So,
[03:41:46] like I was telling you, one thing you
[03:41:47] don't want to do is you don't want to
[03:41:49] turn an ad on in the middle of the day
[03:41:51] because if you do that, it's going to
[03:41:52] spend your whole budget, not in the most
[03:41:55] optimal way, and waste your money. So,
[03:41:56] don't do that. What you can do and what
[03:41:59] I always recommend doing is start your
[03:42:00] ads at midnight Eastern time so they
[03:42:03] have the opportunity to spin your ads in
[03:42:06] the most optimal way throughout the
[03:42:08] entire day for the most most amount of
[03:42:12] people because over 60% of America lives
[03:42:14] on the Eastern time zone. Okay? So that
[03:42:17] means it's going to be able to allocate
[03:42:18] your budget in the most optimal way
[03:42:20] throughout the day to the most amount of
[03:42:21] people. Okay? And that's exactly what
[03:42:23] you want unless you have a very niche
[03:42:25] type of situation. But for this
[03:42:26] situation, exactly what we're doing,
[03:42:29] that doesn't apply. Okay? Unless you're
[03:42:31] trying to work with like people that run
[03:42:33] a mountain, like a ski mountain, right?
[03:42:36] That might be a different thing, just
[03:42:37] mountain time. But you get the point.
[03:42:40] Okay? So, you can do it right here where
[03:42:42] you could schedule it. So, let's say,
[03:42:43] for example, I wanted this to turn on
[03:42:45] tonight. What I would do is I would turn
[03:42:47] this to 12:00 a.m., okay? Or I would
[03:42:50] just do 12:05 actually to, you know,
[03:42:53] just make sure it's right there. Okay?
[03:42:55] So that is what I when I would want it
[03:42:56] to start and I would have no end date.
[03:42:58] Okay. So if that's how I was doing this
[03:43:00] is what I would do. Now if I didn't know
[03:43:02] when I wanted to schedule it and I just
[03:43:04] wanted to make it and just have it ready
[03:43:05] to go that's no issue either. Okay. So
[03:43:08] from here you can just uh leave this
[03:43:10] off. So you can have no start date.
[03:43:13] Okay. So that doesn't have to be a
[03:43:15] thing. Um you could have no no start
[03:43:18] date at all and that's fine as well.
[03:43:21] Okay. So, let me refresh this real quick
[03:43:24] because what I'm going to show you how
[03:43:25] to do is make it so that if you have the
[03:43:28] ads on after you publish it, you can
[03:43:30] just turn them off and then you can
[03:43:32] schedule them for whatever day you want,
[03:43:34] whenever in a very very easy uh easy to
[03:43:38] do way. So, all you really need to do
[03:43:40] with this is just set it to the time
[03:43:42] that it currently is, which is 62.
[03:43:47] And then what it's going to do is make
[03:43:49] it be automatically published when you
[03:43:51] publish it. And then all you need to do
[03:43:53] is just make sure to turn it off once
[03:43:55] you publish the ad. Okay? So all you
[03:43:57] need to do is make sure you turn it off
[03:43:59] at the ad level, which I will show you
[03:44:01] here in a second so that it does not
[03:44:03] turn on. Okay? But once you've done
[03:44:06] that, you've set your budget, you have
[03:44:08] the open targeting just like this.
[03:44:09] You've named it based off that. You've
[03:44:11] set up your lead form. You've connected
[03:44:12] it on go high level. You've tested it to
[03:44:15] make sure when you book automatically.
[03:44:18] And then if you don't book in both those
[03:44:19] scenarios, you're making sure you're
[03:44:21] receiving the emails, that your test
[03:44:22] email is receiving the emails as if it
[03:44:24] was the prospect, and that your landing
[03:44:26] page is working properly as well to
[03:44:29] allow people to book appointments on,
[03:44:31] then you are good to go. Okay. Uh at
[03:44:34] that point, you're good to go and you
[03:44:36] can publish this, right? So, I haven't
[03:44:38] actually made uh a hat, but you can see
[03:44:41] here. Here's just a little picture uh
[03:44:43] that we've been messing around with uh
[03:44:45] that we're probably going to run a test
[03:44:46] with. But, um you're pretty much good to
[03:44:49] go at this point. Okay. So, really, if
[03:44:52] we now go over here with our test
[03:44:56] campaign,
[03:44:57] all we need to do if you want to set up
[03:44:59] a rule to make it so that your ads
[03:45:02] automatically
[03:45:03] turn on at a certain time, but that's
[03:45:06] what you want to have happen. And like I
[03:45:07] said, all you need to do once you've
[03:45:08] made your ad is turn this off. Okay? So
[03:45:11] that's what I'm referring to when I say
[03:45:12] turn it off at the ad level because you
[03:45:14] can see here's the ad level, the adset
[03:45:16] level, the campaign level. All you need
[03:45:17] to do is turn it off at the ad level. If
[03:45:19] this is turned off, the ad will not run
[03:45:21] and will not spend your money. And then
[03:45:23] from here, let's say, for example, you
[03:45:25] decide, look, I want to turn this on at
[03:45:26] midnight, but I don't want to wake up at
[03:45:28] midnight or I don't want to be awake at
[03:45:30] midnight to manually click the button
[03:45:32] and turn it on. Okay? Well, if that's
[03:45:34] the case, then all you need to do is
[03:45:36] come over here and go to more. And then
[03:45:38] what you want to do from here is you
[03:45:40] want to go to create a new rule. Okay?
[03:45:42] And once you create a new rule, all you
[03:45:44] need to do is click next. Now, from
[03:45:46] here, you can just call it your ad that
[03:45:49] you want to turn on. So, it could be med
[03:45:51] spa ad turn on. Okay. So, we could just
[03:45:55] call it that. And then from here, what
[03:45:57] you want to do is apply it to the
[03:46:00] selected ad. You do not want to do this.
[03:46:02] The reason why I have it checked over
[03:46:04] here makes it so that it only applies to
[03:46:06] this ad. Okay, that's all you want it to
[03:46:09] be. You just want it to be applied to
[03:46:12] this specific ad. And then now from
[03:46:14] here, when we do go over here to turn on
[03:46:17] ad, that's what we want it to be cuz we
[03:46:20] want to turn on the ad. And then from
[03:46:22] here, we want to go down to time and
[03:46:24] then do time created and then do is
[03:46:27] between
[03:46:29] this. So now, let's say, for example, I
[03:46:31] wanted to turn this on tonight at
[03:46:33] midnight, right? But let's say I wanted
[03:46:34] to turn it on Sunday at midnight. Okay?
[03:46:36] What I would do is I would do Monday at
[03:46:40] 12:00 a.m. And then I would do Monday at
[03:46:42] 12:30. Okay? So it's going to get turned
[03:46:44] on here. And then what I do is I leave
[03:46:46] this like this. And now it's going to do
[03:46:48] continuously. So it's going to turn on
[03:46:50] for sure within this time frame, 30 to
[03:46:52] 60 minutes. Okay? And then now I would
[03:46:55] just click create. Okay? Okay. And so
[03:46:57] now what that's going to do is it's
[03:46:58] automatically going to flip this ad on
[03:47:00] for me on this date at midnight. Okay.
[03:47:04] So that's exactly what's going to
[03:47:05] happen. All right. Now, one other thing
[03:47:09] that I kind of do want to make sure that
[03:47:11] I do communicate with you is this. When
[03:47:14] it comes to the images along with the
[03:47:16] copy and the headlines for the images,
[03:47:19] what I'd recommend doing is I would
[03:47:21] recommend um I would recommend doing
[03:47:25] probably about four images uh as as a
[03:47:30] test to be able to see what four images
[03:47:33] do well. And then I would keep
[03:47:35] everything else the same. I would keep
[03:47:37] your copy the same. I would keep your
[03:47:38] headline the same. And I would just test
[03:47:40] I keep your description the same. And I
[03:47:41] would just test four different
[03:47:43] creatives. The reason why I'm telling
[03:47:45] you to do that is because when it comes
[03:47:47] to getting results with ads, especially
[03:47:51] in this situation, like I told you
[03:47:52] earlier, the creative is going to have
[03:47:54] the biggest impact. Okay? So that's the
[03:47:56] variable that we want to test the most.
[03:48:00] Okay? So that's what I would recommend
[03:48:02] doing is try out two two to four images.
[03:48:05] I'd recommend doing about four if you're
[03:48:07] spending very little money. And when I
[03:48:10] say very little money, I'm talking like
[03:48:13] if you're spending $25 a day, I probably
[03:48:15] would only test one and then just
[03:48:17] monitor the results and then see how it
[03:48:19] does because you want to be able to you
[03:48:21] want to spend enough money to get some
[03:48:22] data to actually be able to make an
[03:48:24] educated informed decision based off
[03:48:26] statistically relevant data. And to
[03:48:28] acquire that data, you have to spend
[03:48:30] relevant money, you know. So that's the
[03:48:33] only way you'd be able to do it. So, you
[03:48:35] know, that's just the truth. But the
[03:48:37] reality is, you'll be able to get leads
[03:48:38] for very, very little money if you do
[03:48:41] what I'm telling you to do. And as far
[03:48:43] as making multiple ads with different
[03:48:46] images, all you have to do if you're,
[03:48:48] let's say you're going to run $100 a
[03:48:49] day, like I told you, since you have
[03:48:51] campaign budget optimization on, it will
[03:48:54] allocate your money in the most optimal
[03:48:56] way across those four ads based off the
[03:48:59] ones that are performing the best. Okay?
[03:49:01] So, you don't need to worry about
[03:49:02] optimizing the spin or anything like
[03:49:04] that. You just leave it that way. Turn
[03:49:06] on campaign budget optimization. Um, let
[03:49:08] me go back to that just so you can see
[03:49:09] it. It should be here. Um,
[03:49:14] Facebook made a bunch of updates and
[03:49:16] they've changed their display a lot. So,
[03:49:18] things have become a lot different. Um,
[03:49:22] it should be up here right around the
[03:49:24] budget, but uh, okay. So, yeah, here it
[03:49:28] is. Campaign budget optimization, right?
[03:49:30] So, it's automatically gonna do it
[03:49:31] across the campaign. Now, from here, if
[03:49:34] we wanted to make another ad, if we were
[03:49:36] going to test another image and keep
[03:49:37] everything else the same, all you'd want
[03:49:39] to do is duplicate this
[03:49:42] um duplicate your ad into the same
[03:49:44] campaign. And what it's going to do is
[03:49:46] it's just going to duplicate the exact
[03:49:48] same ad. And now, if we wanted to do a
[03:49:49] different image, we could just say this
[03:49:51] is image two, right? And let's say we
[03:49:54] change the image and then this would be
[03:49:55] image one, right? And now we know,
[03:49:58] right? If we have the same headline, if
[03:50:01] let's say for example, my headline was
[03:50:03] primary text was Cyros, you know,
[03:50:08] new chat, right? Chad GPT plugin for
[03:50:13] Cyros. And I'm not saying to do this.
[03:50:15] I'm just doing this to be quick, right?
[03:50:17] And then keep going with the copyright
[03:50:20] and you follow the framework that I gave
[03:50:21] you. And then we had the headline which
[03:50:22] was new AI for Cyros
[03:50:28] and then the description let's say for
[03:50:29] example was uh limited to the first five
[03:50:36] right okay so for here now you can kind
[03:50:39] of see some of this stuff um and then in
[03:50:42] addition to that what we're going to be
[03:50:43] able to do is change this to learn more
[03:50:46] now now since I just made these changes
[03:50:49] it's not going to apply to this ad over
[03:50:51] here. So once you have made all of this
[03:50:54] stuff, you've made the copy, you've made
[03:50:56] the headline, you made the description,
[03:50:58] you made the creative, all you need to
[03:51:00] do at that point, I'm just going to
[03:51:01] delete this one because now all you have
[03:51:03] to do is just duplicate this. And what
[03:51:06] it's going to do is make an exact
[03:51:08] replica of that ad so that you can just
[03:51:10] come in here and then add in the new
[03:51:12] picture that you want to test. Okay? So
[03:51:14] you can just literally come over here,
[03:51:16] pick a new image, put it in there and
[03:51:18] then publish the entire campaign which
[03:51:21] will publish the ad set which is just
[03:51:24] the audience and then the ads and along
[03:51:27] with the new ad right where we would
[03:51:29] have said image too, right? Well, let's
[03:51:32] say if this if you've ever seen
[03:51:34] dodgeball, let's say that this was Peter
[03:51:36] Lafleur who is um Vince Vaughn, right?
[03:51:40] So let's say it's Vince Vaughn with his
[03:51:42] average Joe's jersey on, right? I'd
[03:51:43] maybe call this one Vince Bond and I
[03:51:45] call this one White Goodman, right?
[03:51:47] Because that's White Goodman.
[03:51:49] So, that's what I would do for this. Um,
[03:51:53] just to be clear on what that looks
[03:51:55] like. And then before we jump out of
[03:51:58] here, I'll just show you kind of how
[03:52:00] cool this is. So, you know, how can you
[03:52:03] help me? I'll give you guys a little bit
[03:52:05] of a taste of what this thing is
[03:52:07] possible of doing.
[03:52:11] All right. So you can see it ask it
[03:52:14] leaves off with asking what industry are
[03:52:16] you trying to build ads for? And this is
[03:52:18] how I built this thing. Now let's just
[03:52:20] say for example I'm wanting to work with
[03:52:24] meds boss. All right
[03:52:29] . It's literally
[03:52:31] meds boss. All right. It's literally
[03:52:31] giving me ad copy based off exactly what
[03:52:34] works.
[03:52:36] Pretty awesome. It's giving me a bunch
[03:52:38] of options for headlines.
[03:52:40] If you go back through our stuff, you're
[03:52:42] going to see that this matches up
[03:52:43] descriptions.
[03:52:45] Now, it's giving me some creatives and
[03:52:47] specifics. Would you like me to generate
[03:52:48] the ad image for you for this now or
[03:52:51] would you like a few more ad copy
[03:52:52] variations? Let's just say yes. Let's
[03:52:55] see what it spits out.
[03:52:58] This is so cool to me because again,
[03:53:00] just looking at these and reading these,
[03:53:02] it's it's crazy because I know that
[03:53:04] these are going to work. And it's it's
[03:53:06] just so cool how AI has gotten to this
[03:53:08] point that you can feed it years and
[03:53:11] years of data for different things. Um
[03:53:15] yeah, create image and it will be able
[03:53:18] to take that data
[03:53:22] and leverage the data in such an
[03:53:25] effective way to reduce the amount of
[03:53:27] work that you have to do. They use the
[03:53:30] tape so long it's absurd. And as you can
[03:53:33] see here, it's already making an image.
[03:53:35] Um, but like I said, if you just stay
[03:53:38] until the end and keep going through
[03:53:40] this and are actually serious about
[03:53:42] doing this and taking action, I will
[03:53:44] tell you exactly how you can get access
[03:53:46] to this for free and this will cut your
[03:53:48] work in half. Cuz obviously all you
[03:53:50] would now have to do over here is you
[03:53:52] would just need to come in here and take
[03:53:54] this, literally take this, right? Copy,
[03:53:58] put it into your ads, and do it for
[03:54:01] everything else, too. That's literally
[03:54:03] all you have to do, right? So, I would
[03:54:05] just come over here and go to the add
[03:54:08] copy wherever it went because Facebook
[03:54:11] is changed so much and it's super
[03:54:14] annoying. There it is. And it just went
[03:54:17] away. See, it's not just me. I saw it
[03:54:20] and it disappeared on me. Where is it?
[03:54:25] There it is. All right. So, you just
[03:54:26] come here and then put it in, right? and
[03:54:29] then edit it for whatever it is you need
[03:54:31] to have uh edited for your specific
[03:54:33] business. Right? And it already came up
[03:54:34] with a name, aesthetic growth AI, based
[03:54:36] off
[03:54:38] what I've told it to make names for. So,
[03:54:41] right, this is very, very cool. Now,
[03:54:44] we've got a picture right here that
[03:54:46] would 100% work. And now what you can
[03:54:48] say is, you know, make me another
[03:54:51] picture that looks more realistic.
[03:54:58] Okay,
[03:55:00] so you know this could be an image that
[03:55:02] you could test 100% new Chad GBD5 plugin
[03:55:04] from Edspas book 20 to 50 new
[03:55:06] appointments monthly automatically.
[03:55:08] Okay, so there's no question that you
[03:55:10] could test that, right? But obviously
[03:55:12] you could test other ones as well. And
[03:55:14] so now all I would do is literally come
[03:55:16] over here and go to the headlines. I
[03:55:19] could literally take one of these, go a
[03:55:21] headline from here. I would just go
[03:55:24] back, plug it in
[03:55:28] to the headline. We're good there. Then
[03:55:31] the description.
[03:55:34] Go back over here.
[03:55:37] Snag this.
[03:55:39] Um,
[03:55:41] got that. And then obviously over here
[03:55:45] it is making the image, as we can see,
[03:55:49] uh, looking a little bit more human, a
[03:55:52] little bit more real.
[03:55:54] And
[03:55:55] from here, you can literally just take
[03:55:58] the image and now upload it into your
[03:56:01] ad, right? Which is pretty incredible,
[03:56:05] right? So,
[03:56:07] you know, then this is following the
[03:56:09] elements. Um, right? And now I could say
[03:56:12] half it have more of an AI element to it
[03:56:18] um with less black over the words,
[03:56:24] right? And we could see what happens
[03:56:25] with it. It's it's made me some
[03:56:27] incredible pictures that
[03:56:29] I was just shocked at how how good they
[03:56:33] were just knowing what works and you
[03:56:36] know the amount of time that can go into
[03:56:38] doing this, right? Because if you don't
[03:56:39] have something like this to be able to
[03:56:41] make pictures like this, you have to go
[03:56:43] on Canva and number one, you have to
[03:56:45] know how to use Canva or a software like
[03:56:47] Canva and you have to build them or you
[03:56:50] have to pay someone to do it for you.
[03:56:52] Okay? So being able to have something
[03:56:54] like this that does it for you with you
[03:56:56] having to have literally no skill at all
[03:56:59] when it comes to this that's also been
[03:57:01] trained on data hundreds of thousands of
[03:57:03] dollars over a million dollars on ad
[03:57:05] spend spent doing exactly what you're
[03:57:07] trying to do across a bunch of different
[03:57:09] niches and industries is really really
[03:57:11] cool. Okay. So, we'll see what it does
[03:57:14] cuz this is kind of fun. And like I
[03:57:16] said, there will be some additional cool
[03:57:19] things that I've been putting together
[03:57:20] to really just help you expedite your
[03:57:23] journey to making this happen cuz I want
[03:57:25] nothing more than you to succeed and be
[03:57:27] successful. And I know something like
[03:57:29] this is a complete game changer for
[03:57:31] somebody that's trying to do it on their
[03:57:33] own, doesn't really know what they're
[03:57:34] doing. And even if it's a veteran that
[03:57:36] does know what they're doing, this is
[03:57:37] going to get them better results because
[03:57:39] more than likely they haven't done over
[03:57:41] $20 million in revenue like I have and
[03:57:43] with my business, right? So, I just have
[03:57:45] way more data than most people and now
[03:57:47] I'm allowing you to have the opportunity
[03:57:49] to take advantage of it and this is this
[03:57:52] is incredible. I I know that this would
[03:57:54] perform well and I just got it in a
[03:57:57] couple seconds, right? So, uh very very
[03:58:00] cool. So what I would recommend doing as
[03:58:02] far as this is concerned is make sure
[03:58:05] that you get everything set up. Make
[03:58:07] sure you get go high level set up. Make
[03:58:09] sure that you get my affiliate so that I
[03:58:11] can give you the snapshot and make sure
[03:58:14] that you build out your ads within your
[03:58:16] ad account that you've now just created
[03:58:18] or your existing ad account. And make
[03:58:20] sure you've tested everything to make
[03:58:22] sure that it does work properly so that
[03:58:24] you know that it does. and I will see
[03:58:27] you in the next part of the guide. This
[03:58:30] is getting really exciting. So, I'm
[03:58:32] really looking forward to seeing what
[03:58:34] you can do and I'll see you in the next
[03:58:36] one.
[03:58:42] Welcome to the fourth part of this guide
[03:58:46] that's going to be able to enable you to
[03:58:47] start having a ton of success right out
[03:58:50] the gate by the time you're finished
[03:58:51] watching this entire guide. Okay, so
[03:58:54] this part of the guide is the stepbystep
[03:58:58] lead nurturing process to ensure that
[03:59:01] leads you generate from the ads you run
[03:59:04] show up and then end up closing at a
[03:59:07] high rate. Okay, so the reason why this
[03:59:11] is very very important is because if you
[03:59:13] just assume that you're going to run ads
[03:59:15] and these leads that you generate are
[03:59:18] going to book an appointment or show up,
[03:59:21] it's very unlikely. Okay? And the reason
[03:59:22] why it's unlikely is because these
[03:59:25] people for the most part don't know what
[03:59:28] your business is, who you are, and what
[03:59:30] you do, right? They saw this ad that
[03:59:32] captured their attention that's go
[03:59:33] directly to them, but they don't have
[03:59:35] any other information than that. They've
[03:59:37] never had an experience with you. They
[03:59:38] haven't seen any other people have an
[03:59:39] experience with you. So, they just do
[03:59:41] not they do not have a lot of
[03:59:43] information to get them to the finish
[03:59:45] line of showing up and wanting to show
[03:59:48] up uh for a really great reason. Okay.
[03:59:52] And it's not to say that it won't
[03:59:54] happen, right? If you don't do this. But
[03:59:56] I will say this. If you do not do this,
[03:59:58] you are not you're not going to have
[04:00:00] success, okay? Considering the situation
[04:00:02] you're probably in, which is not having
[04:00:04] any social proof, not having any
[04:00:06] results, really nothing like that. And
[04:00:08] even for my company right now that's
[04:00:10] been around for almost seven years, we
[04:00:12] still have to do this at a very, very
[04:00:14] high level. And the reason why we do it
[04:00:16] is because it gets us the best results
[04:00:17] and it makes us the highest return on
[04:00:20] the money we spend. Okay? So, I have
[04:00:22] tons of people that I've shown this
[04:00:24] process to where before they had it,
[04:00:27] they were running some of the stuff that
[04:00:29] I show you in this guide and getting
[04:00:31] crazy amounts of leads for basically
[04:00:35] very little money, you know, like 10 to
[04:00:37] a dollar a lead and getting appointments
[04:00:40] and their show rate would be around 10
[04:00:42] to 20%. But when they incorporated this
[04:00:44] process, it would go up by 300%. Okay?
[04:00:46] So, their show rate would go from 10 to
[04:00:48] 20% to over 50%. Okay? And the cool
[04:00:51] thing about this is if you do this
[04:00:53] process really, really well, you'll get
[04:00:55] people to show up at a much higher rate
[04:00:57] and you'll be able to sign people up at
[04:00:58] a much higher rate because you're
[04:01:00] compressing the sales process and you're
[04:01:02] doing more work on the front end leading
[04:01:05] up into the sales call, okay? Which is
[04:01:07] very very important. So just remember
[04:01:10] that this is I wouldn't be going over
[04:01:12] this if it wasn't absolutely essential.
[04:01:15] And in this in this module, I will also
[04:01:17] be playing you guys uh I want to go over
[04:01:20] a couple recordings showing you all
[04:01:22] proof uh number one of my team setting
[04:01:26] leads following this process. And then
[04:01:28] these were people that ultimately became
[04:01:30] customers. Okay? So they were people
[04:01:32] that came from either a cold call or
[04:01:34] from an ad and then my team picked the
[04:01:36] phone up and followed up with them to
[04:01:39] run this exact process right here. Okay.
[04:01:41] Okay. So, the first thing I'm going to
[04:01:42] do is break down the process step by
[04:01:45] step so that you know exactly what to do
[04:01:47] from a tactical standpoint. And then I'm
[04:01:49] going to show you proof of the process
[04:01:51] in real time with live examples of
[04:01:54] people that ended up becoming customers
[04:01:56] so that you also have the specific
[04:01:58] scripting, but then you also have in
[04:02:01] real life what it actually looks like in
[04:02:03] reality, right? Because those are two
[04:02:04] different things. Okay? So, starting
[04:02:07] from the top, this is the step-by-step
[04:02:09] process. When you're going to use this,
[04:02:11] again, just to be clear. So, the
[04:02:13] situations that you'll leverage this
[04:02:15] system in are going to be when a
[04:02:16] prospect opts into marketing from an ad
[04:02:19] or your website. Okay? And obviously,
[04:02:22] considering this situation, it's more
[04:02:24] than likely going to be from a ad,
[04:02:27] right? That's more than likely going to
[04:02:29] be this as the situation. So this is
[04:02:31] just a lead form which you would have
[04:02:33] gone over already and just showing you
[04:02:35] right this is the situation in which you
[04:02:37] would want to use it in and you want to
[04:02:40] use it if somebody opts in and does not
[04:02:42] book an appointment and then you also
[04:02:44] want to use it if somebody does
[04:02:46] automatically book an appointment. Okay?
[04:02:49] Because just because somebody
[04:02:50] automatically booked an appointment does
[04:02:52] not mean they're going to show up. If
[04:02:53] you follow this process the chances of
[04:02:56] them showing up and giving you money
[04:02:58] increase significantly. Okay. And then
[04:03:01] obviously this is just my website where
[04:03:03] this situation could ring true as well.
[04:03:05] So if you have a website already that's
[04:03:07] great. If you don't it doesn't really
[04:03:09] matter, right? I'm just explaining this
[04:03:11] to you so that it's very very clear.
[04:03:13] It's black and white as far as when you
[04:03:16] actually do this process. Okay.
[04:03:20] Now like I said there's really two
[04:03:22] different situations that we have here.
[04:03:25] Okay. So scenario one
[04:03:28] is that they opted in but they did not
[04:03:30] schedule an appointment. Scenario two is
[04:03:32] that they opted in and automatically
[04:03:34] booked an appointment. Okay. So now both
[04:03:36] of these situations are not very
[04:03:38] different but they're not the same.
[04:03:41] Okay. So the main difference just to be
[04:03:42] clear as in introduction but for the
[04:03:45] first situation
[04:03:47] that's kind of what it comes down to.
[04:03:48] But I'm going to go through the first
[04:03:49] scenario to start and then I will come
[04:03:52] back to scenario two because for the
[04:03:54] most part, like I said, the call is
[04:03:56] basically the same other than the fact
[04:03:58] that the introduction is different and
[04:04:00] there's just less you kind of have to do
[04:04:02] in this one because they already booked
[04:04:04] an appointment. With this one, they
[04:04:05] submitted their information and for
[04:04:07] whatever reason, they didn't book an
[04:04:08] appointment. Okay, so it's just a little
[04:04:11] bit of a different situation. Now,
[04:04:13] things you need to do to be extremely
[04:04:15] successful. So speed to lead plus high
[04:04:18] volume cadence equals success. And so
[04:04:20] what that means is the faster that you
[04:04:23] call people within the time they opt in
[04:04:25] and the more times you call them, the
[04:04:27] higher likelihood you're going to have
[04:04:30] success. Okay? And this is this applies
[04:04:32] to both if people book and if people do
[04:04:35] not book. Okay? So this applies for both
[04:04:37] of these scenarios. Okay? So you need to
[04:04:40] be calling people very very fast. And
[04:04:42] the reason why is because Harvard did a
[04:04:44] study back in 2017 and what they found
[04:04:46] was that if you're not following up with
[04:04:48] leads within a minute, your chances of
[04:04:50] getting them to become a contact or even
[04:04:53] a customer could drop by over 400%.
[04:04:56] Okay, so this is you can just think of
[04:04:57] this as a lever. And this is the most
[04:05:00] powerful lever that you can pull to be
[04:05:02] able to get more appointments and more
[04:05:04] sales. Okay, just remember you just need
[04:05:06] to get one appointment, one chart
[04:05:07] appointment, and one sale to make
[04:05:09] thousands of dollars, potentially tens
[04:05:11] of thousands of dollars over the course
[04:05:12] of a long enough time of them being a
[04:05:14] customer, right? I'd made over $100,000
[04:05:16] off of a customer because they'd been
[04:05:18] with me for years, paying me a lot of
[04:05:20] money every single month. Okay? So, just
[04:05:22] know that's really the key to success
[04:05:25] with this. And then obviously, as far as
[04:05:26] the process is concerned, that's going
[04:05:28] to take some repetition, but it only
[04:05:31] takes one of these people to show up,
[04:05:33] one of these people to sign up. Okay?
[04:05:34] It's not that difficult. Now, pre-all
[04:05:37] preparation, right? Mindset. You want to
[04:05:40] be you want to have high energy. You
[04:05:42] want to have confidence when you enter
[04:05:43] the call. And you should have absolute
[04:05:45] confidence when you enter the call
[04:05:47] because of what you're selling. And you
[04:05:49] can see the results that I've been able
[04:05:50] to generate customers. If you don't have
[04:05:53] confidence, feel free to go to my my
[04:05:55] business, Gym Members Now's, you know,
[04:05:57] review section, and just look at what
[04:05:58] results our customers are getting.
[04:06:00] Right? It's it's phenomenal. People are
[04:06:02] saying incredible things. you're selling
[04:06:04] the exact same thing. Okay? So, you want
[04:06:07] to have high energy and confidence, but
[04:06:09] there's a caveat to that. You don't want
[04:06:11] to have over-the-top, annoying, salesy
[04:06:14] high energy, right? You want to just
[04:06:16] have good energy and be confident and
[04:06:20] concise with the words that you say.
[04:06:23] Okay? So, that's what I mean by that. I
[04:06:25] don't want you to be doing, hey, this
[04:06:27] is, you know, Johnny with the AI
[04:06:29] company. I'm trying to help you get more
[04:06:31] business. You opted in. I know I can for
[04:06:33] sure get you business. That's not what
[04:06:35] it is. I'll kind of get into it, but
[04:06:36] it's just very confident and concise.
[04:06:38] Okay? And it's all about tonality. So,
[04:06:42] it's it's not about what you say, but
[04:06:44] how you say it. And one thing I you
[04:06:47] know, as I read that, that's just a
[04:06:49] saying. We've all probably heard that
[04:06:51] saying, but one thing I think is that it
[04:06:54] is about what you say. And I'm going to
[04:06:55] give you exactly what to say, right? I'm
[04:06:57] going to give you the exact scripting
[04:06:58] that my company uses right now that
[04:07:00] works extremely well to make this
[04:07:02] process work very well. We've already
[04:07:03] gone through the trials and tribulations
[04:07:06] and the pain of testing a lot of
[04:07:08] different things to figure out exactly
[04:07:10] how you should do this. So, it is
[04:07:11] definitely about what you say, okay? But
[04:07:15] the way you say it is equally as
[04:07:17] important because if you say the right
[04:07:19] thing in a ve in a very
[04:07:22] uh not very trustworthy way, right, you
[04:07:26] don't sound confident, you don't sound
[04:07:28] like you should be trusted or you don't
[04:07:29] sound like you even believe in what
[04:07:30] you're saying. If you say it like that,
[04:07:33] even if you say the right thing,
[04:07:35] obviously the person on the other end is
[04:07:37] going to be thinking something's not
[04:07:39] right. Right? So it is very important
[04:07:41] with regards to what you say but it's
[04:07:43] equally important as to how you say and
[04:07:45] that's why I'm saying the confidence is
[04:07:47] key and the being concise is equally as
[04:07:51] key. Okay. So the cadence call them as
[04:07:54] soon as possible after opting in. Most
[04:07:56] of your appointments will come from you
[04:07:57] calling people within 5 minutes to 5
[04:07:59] days. A lot of them will come within
[04:08:01] that first day because that's when they
[04:08:03] were the most interested. And if you
[04:08:04] think about it kind of like a scale,
[04:08:07] their intro with interest being right
[04:08:08] here and then timing right here, their
[04:08:11] level of interest is at an all-time high
[04:08:13] right when they opt in. But it
[04:08:15] dramatically drops as time goes on.
[04:08:18] Okay? So, we need to make sure that
[04:08:20] we're following up with them right away,
[04:08:23] multiple times within that first day.
[04:08:25] Okay? That's what's going to lead to the
[04:08:27] most amount of success. Okay? Um, and
[04:08:31] just remember, you're really not that
[04:08:32] important. they will lose interest and
[04:08:33] forget their interest very very fast. So
[04:08:36] this is why the speed is so so critical
[04:08:38] and the volume is also so critical
[04:08:40] because the reality is people might not
[04:08:44] be available right they might have been
[04:08:45] going through their phone they might
[04:08:46] have saw the ad they might have been
[04:08:48] like this makes a lot of sense this
[04:08:49] looks very interesting and cool I'd like
[04:08:51] to talk to this company but then they
[04:08:54] got another call or then their wife
[04:08:56] asked them a question or then their kid
[04:08:59] said something to them right there's a
[04:09:01] lot of stuff that's going on when we're
[04:09:02] on our phone right so a lot can happen
[04:09:04] and that's why it's so important
[04:09:05] important that you try to hit them at a
[04:09:07] time where they are free and open for
[04:09:09] you to be able to turn it into money and
[04:09:11] a business. Okay, so now this is the
[04:09:13] specific process. All right, so what
[04:09:16] we're going to want to do is identify
[04:09:18] the decision maker, right? So once
[04:09:19] somebody submits their information about
[04:09:21] lead form, you're going to get their
[04:09:23] first name, last name, phone number, and
[04:09:24] email. Okay, so you just want to confirm
[04:09:26] that you're speaking to the correct
[04:09:28] person that submitted their information,
[04:09:30] right? So if if it is the correct
[04:09:33] person, this is what you want to do. If
[04:09:36] it is not the correct person, this is
[04:09:38] what you want to do. Okay? And now the
[04:09:41] way that the scripting goes for this is
[04:09:44] um the what you want to do specifically
[04:09:47] when you do call somebody and they
[04:09:48] answer is you just want to say, "Hey, is
[04:09:51] this John?" Right? If it if it was
[04:09:53] John's name, you just want to say, "Hey,
[04:09:55] is this John?" They say, "Yes." Right?
[04:09:58] you want to go from here and this is
[04:10:00] what you want to do. So you're going to
[04:10:01] want to introduce yourself. You're going
[04:10:02] to let them know the name of your
[04:10:04] organization and this is the specific
[04:10:06] scripting of it. Okay. So all right. Hey
[04:10:10] John, this is Jacob Middleton with Gym
[04:10:12] Members Now. I saw you opted in online
[04:10:13] to learn more about our new Chad GBD4
[04:10:15] plugin that we've developed for gym
[04:10:18] owners just like you. Does that ring a
[04:10:19] bell?
[04:10:21] Pause. Okay. And if you heard the way I
[04:10:24] said that,
[04:10:26] very casual but very concise, right? No
[04:10:29] filler words. I just literally said
[04:10:31] exactly what was right there with the
[04:10:33] addition of this is Jacob with Gym
[04:10:35] Members Now. I saw you opted in. But
[04:10:37] it's very to the point. Okay. And that
[04:10:39] is exactly what you need to say. All
[04:10:41] right. Now, from here, if they say, uh,
[04:10:45] yes, right, you just want to pause, go
[04:10:48] from there and ask for the appointment,
[04:10:50] right? Okay. So, obviously let them
[04:10:52] respond and ask for the appointment.
[04:10:53] Yeah. Um I that does ring a bell.
[04:10:55] Awesome. What time today or tomorrow
[04:10:57] works best for you to hop on a quick
[04:10:58] Zoom so I can show you exactly how this
[04:11:01] would help you out for your Jan. All
[04:11:03] right. So, from here, what you want to
[04:11:05] do is you want to schedule the Zoom call
[04:11:06] where you would obviously confirm,
[04:11:09] right, the email that they shared with
[04:11:10] you is the correct email that they would
[04:11:12] want the invite to be sent to. And then
[04:11:15] if they couldn't, you would want to
[04:11:17] follow up with some alternative times,
[04:11:19] right? that they could probably do,
[04:11:20] right? So, if somebody said, "No, I
[04:11:22] can't do it that time." You just want to
[04:11:23] ask them, "Could you do this time
[04:11:25] instead?" Okay. So, now, if it's the
[04:11:28] gatekeeper, here's what we're going to
[04:11:30] want to do. And all a gatekeeper is is
[04:11:32] someone else, right? A gatekeeper, the
[04:11:34] the traditional definition of that is
[04:11:36] somebody that's before the decision
[04:11:38] maker, right? So, it's the person that
[04:11:41] almost is the gatekeeper to the person
[04:11:43] that you actually want to talk to,
[04:11:45] right? So, here's the deal with the
[04:11:46] gatekeeper. Do not schedule a call with
[04:11:49] them. Okay? You don't want to do that.
[04:11:51] I've done it multiple times. I've tried
[04:11:54] to sell gatekeepers multiple times. This
[04:11:56] could be somebody that is a manager at a
[04:11:59] specific business. This could be
[04:12:00] somebody that's in charge of tech at a
[04:12:03] specific business, that's in charge of
[04:12:05] marketing at a specific business. There
[04:12:07] are some nuance times in which you want
[04:12:09] to do this. Okay? If you're speaking
[04:12:11] with a company that is massive,
[04:12:14] then they actually have a CTO. They have
[04:12:16] a CMO and they're actually CMOs, right?
[04:12:18] And when I say a company that's huge, I
[04:12:20] mean a company that has probably 50 plus
[04:12:23] employees, maybe like 30 plus employees,
[04:12:25] right? That's a that's a medium-sized
[04:12:28] company. That's not a small business,
[04:12:30] right? In that situation, it might make
[04:12:34] sense to do it. But if you're speaking
[04:12:35] to somebody that has one business,
[04:12:38] right, we work with a lot of gyms. If
[04:12:40] you're speaking with somebody that has
[04:12:41] one gym and they work at the gym and
[04:12:44] you're speaking to the manager, not the
[04:12:46] owner, that's going to be a waste of
[04:12:48] time. Okay? If you're speaking to some,
[04:12:51] if you're trying to get a hold of
[04:12:52] somebody that has 10 gems and you're
[04:12:56] speaking to one of their managers and
[04:12:59] you know, you can't get past that,
[04:13:01] that's a situation where maybe you do
[04:13:04] want to pitch them, right? Because
[04:13:05] there's a big big opportunity there. But
[04:13:08] the person you'd really want to pitch,
[04:13:09] if anything, would really really want to
[04:13:11] be like somebody that's in charge of
[04:13:12] their marketing, in charge of their
[04:13:14] tech. Okay? And obviously, you want the
[04:13:16] decision maker, which is ultimately the
[04:13:18] business owner. But I've done tons of
[04:13:21] calls with these people and I don't want
[04:13:24] to say I've wasted time because every
[04:13:26] single rep is there's always something
[04:13:28] that you can learn from it. But I will
[04:13:31] say this, I have not signed up very many
[04:13:34] of them. And to my knowledge, thinking
[04:13:37] back through it, I think I've only
[04:13:38] signed up two people in a situation like
[04:13:40] this. I've definitely, and when I mean
[04:13:42] signed up people, like directly signed
[04:13:44] them up on the call. I I've spoken to a
[04:13:46] lot of people like this for bigger
[04:13:48] organizations where it's led to a sale,
[04:13:49] but there's been multiple calls in
[04:13:50] between the sale actually happening. But
[04:13:53] with the smaller operations, I used to
[04:13:55] be open to doing it because I was like,
[04:13:57] I can close anyone. I'll do whatever it
[04:13:58] takes. I'll figure it out. And what I
[04:14:00] just realized is if you're speaking to
[04:14:02] somebody that,
[04:14:04] you know,
[04:14:06] is not making a ton of money, doesn't
[04:14:08] really care about the business, and you
[04:14:10] go through your whole pitch, and you
[04:14:12] give it your all, more than likely, nine
[04:14:14] times out of 10, because they don't make
[04:14:15] the decisions and they don't really care
[04:14:17] about the business, it's not going to go
[04:14:19] anywhere. And if they do end up selling
[04:14:21] the owner and they try and sell the
[04:14:22] owner on it, they're probably not going
[04:14:23] to do a great job of it, which is going
[04:14:25] to lead the owner to go, "Not for me."
[04:14:27] Okay. But one one very key tip here. If
[04:14:30] you do do this, if you do want to do
[04:14:32] this, what you do not want to do is this
[04:14:34] is you want to avoid telling them if you
[04:14:37] do go through the sales process with
[04:14:38] them, you want to avoid telling them the
[04:14:41] price. Okay? So, you can go through the
[04:14:44] entire sales process, which we will get
[04:14:45] into in another video within the guy,
[04:14:48] but you don't want to pitch them the
[04:14:51] price. And this is just a little pro
[04:14:52] tip. The only thing you want to do is
[04:14:54] leave them on the edge. You want to
[04:14:56] build a ton of tension and make them
[04:14:58] recognize this guy knows what he's
[04:15:00] talking about or this girl knows what
[04:15:01] she's talking about. Clearly, they're an
[04:15:03] expert. Clearly, we have a ton of issues
[04:15:05] within our business. We're not doing
[04:15:07] things properly and they could
[04:15:08] definitely help us and base up their
[04:15:10] specific solution that he or she
[04:15:11] outlined. It makes total sense. Okay.
[04:15:14] From there, they're going to have a ton
[04:15:16] of attention and go, I don't know what
[04:15:18] the price is, but this is this is
[04:15:19] definitely something I think we should
[04:15:21] do, right? and then now it will be
[04:15:22] enough for them to more than likely go
[04:15:24] to the owner and potentially make
[04:15:26] something happen. But if they know the
[04:15:27] price and they tell the owner, it's very
[04:15:29] easy for the owner to just go, "Okay,
[04:15:31] that's going to cost me a couple
[04:15:32] thousand a month. I'm good." Right?
[04:15:35] That's all they care about. But they
[04:15:37] don't care about it because you didn't
[04:15:38] take them through that process to get
[04:15:40] them to care about it. Right? So, that's
[04:15:42] a key pro tip right there. Now, like I
[04:15:45] said, do not schedule the call with the
[04:15:46] gatekeeper. ask to speak to the decision
[04:15:50] maker right away. Okay. So, if someone
[04:15:53] picks up and it's uh sate, right? You're
[04:15:57] gonna want to say uh Kyle requested an
[04:15:59] AI audit from our firm. It looks like it
[04:16:01] may have automatically put the business
[04:16:03] phone number instead of his cell
[04:16:06] and just say that. Okay. And what
[04:16:09] they're more than likely going to say
[04:16:10] is, "Okay, uh Kyle's right over here.
[04:16:13] Okay, great. Go ahead and put him
[04:16:15] through." And if they don't, if they
[04:16:17] say, "Uh, Kyle doesn't typically take
[04:16:18] calls like this. You know, Kyle's not
[04:16:21] here right now. Uh, all you want to do
[04:16:23] is just say,"Well, he submitted his
[04:16:25] information. He was very interested in
[04:16:27] having us do an AI audit on his
[04:16:29] business. So, do you know when he would
[04:16:31] be back so that I can call again, right?
[04:16:33] You just want to do something like that.
[04:16:34] You don't want to take it much further
[04:16:36] than that because I'm telling you right
[04:16:37] now, if you do, you're wasting your time
[04:16:39] when it comes to these people." Okay?
[04:16:41] Depending on the size of the operation,
[04:16:42] right? Okay. Moving on. So now if you
[04:16:47] receive an objection, I'm going to kind
[04:16:49] of break down what you should do. Okay?
[04:16:52] So what you what can end up happening is
[04:16:55] this. You could get an objection before
[04:16:58] you even uh go into the pitch and you
[04:17:01] could get it after. All right? So these
[04:17:04] are kind of the situations that you
[04:17:05] could have them in. And so before the
[04:17:07] pitch would be like, "Hey, is this is
[04:17:09] this John?" "Yeah, this is John." Hey
[04:17:11] John, this is Jacob with Gym Members
[04:17:13] Now. I was just calling about the Chat
[04:17:15] GBD5 plugin that you submitted your
[04:17:17] information for that you were interested
[04:17:18] in. Does that ring a bell? They say,
[04:17:20] "Yeah, but I'm not interested." Right?
[04:17:23] Or they can pick up and be like, "Yeah,
[04:17:24] I'm not interested." Right? That's
[04:17:26] before and then that's after the pitch.
[04:17:28] Okay? So, there's two things that can
[04:17:30] happen here, right? If you if you don't
[04:17:33] get an objection, you can skip this
[04:17:35] process that I'm about to go through,
[04:17:37] right? If you do get one, this is what
[04:17:39] you want to do. Okay? And so again, your
[04:17:41] objection will come either right before
[04:17:42] or after. And most of the time it will
[04:17:45] come after. And what you want to do is
[04:17:47] just really leverage the fact that they
[04:17:49] opted in to get info from you, that they
[04:17:52] wanted to get help, right? That's what
[04:17:53] you really, really want to focus on
[04:17:55] here. And it's important to understand
[04:17:56] that in both cases, we want to use the
[04:17:59] same framework to take back control over
[04:18:00] the conversation to move forward. Okay?
[04:18:03] And when I say both cases, I just mean
[04:18:05] before and after the t. All right? So
[04:18:08] really, like I said, it could happen
[04:18:10] before. It could also happen after, but
[04:18:12] this is what the formula really is. So
[04:18:15] somebody tells you they're not
[04:18:16] interested. What's the cost? Send me an
[04:18:19] email. How does it work? We're working
[04:18:21] with someone else. I'm not ready to make
[04:18:22] any changes. I'm too busy. These are the
[04:18:24] objections you will get. When somebody
[04:18:27] says that, what you want to do is
[04:18:28] acknowledge it. Oh, totally understand.
[04:18:31] Respond to it and then move on by asking
[04:18:34] a question. Okay. So if somebody says
[04:18:37] they're not interested, you want to say,
[04:18:38] "I hear you, John. We found a strong
[04:18:41] demand for your services by leveraging
[04:18:42] our new chatb4 plugin. Are you available
[04:18:45] today for a 30 minute zoom call to see
[04:18:48] how it could benefit your facility?"
[04:18:50] Okay, so that's how you want to go from
[04:18:52] there with it, right? And the reason why
[04:18:54] that is is because this is right before
[04:18:56] the pitch, right? So you didn't even
[04:18:57] tell them what you were calling about.
[04:19:00] You know, they're just like, "I'm not
[04:19:01] interested." They assume you're a like a
[04:19:03] sales guy, right? From here, if you get
[04:19:06] it after the pitch, you just want to
[04:19:08] say, "I hear you, John, but if this Jad
[04:19:10] GBD plugin could bring you in 15 new
[04:19:13] customers in the next 30 days, are you
[04:19:15] sure that it wouldn't be worth a minute
[04:19:16] of your time?"
[04:19:19] Right? Okay. So, that's how you want to
[04:19:21] handle these is just by following this
[04:19:23] formula here. Because again, just
[04:19:26] remember, they submitted their
[04:19:28] information. they saw the the ad and
[04:19:31] they for for whatever reason there was
[04:19:33] something in there that said I think
[04:19:35] that this could help me out. Right? So
[04:19:37] you want to attack that and not forget
[04:19:40] that because there was a reason for why
[04:19:42] they opt in. So now you have these to be
[04:19:45] able to use these for whenever these do
[04:19:47] come up. Okay. Now, like I said, you can
[04:19:50] kind of skip this if you didn't have
[04:19:52] that. This is important for if you do
[04:19:53] run into that. From here, what you want
[04:19:56] to do is just offer them two times to
[04:19:59] book a call. Okay? So, what what I mean
[04:20:01] by a choice close, it's very simple, is
[04:20:03] just would today or tomorrow work
[04:20:04] better, today would work better. And
[04:20:07] when it comes to booking appointments
[04:20:08] like this, you want to schedule them for
[04:20:10] as soon as possible. Again, the longer
[04:20:13] time that passes between you booking the
[04:20:16] appointment and the appointment actually
[04:20:17] occurring, the odds of them showing up
[04:20:20] drop a lot. Okay? Okay. So, the sooner
[04:20:22] you book the appointment, the better off
[04:20:24] you are, right? So, now would today or
[04:20:28] tomorrow work better? Let's say they say
[04:20:30] today, afternoon or evening, right?
[04:20:33] Perfect. Five or six. So, that's just a
[04:20:35] choice pose of saying does five or six
[04:20:37] work. Um, and one thing that I really
[04:20:40] like doing is just offering them a time
[04:20:42] in the morning and a time in the
[04:20:43] evening, right? You you can go through
[04:20:45] it like this to kind of narrow that
[04:20:46] down. But if you don't do this to keep
[04:20:48] it simple, you could literally just ask
[04:20:51] great does today at noon or 6 work.
[04:20:58] Right? So that's just kind of asking
[04:20:59] this whole entire thing all in one
[04:21:01] question rather than saying does the day
[04:21:03] or tomorrow work, afternoon or evening
[04:21:04] this time or that time. I'm just saying
[04:21:06] great does today at noon or states work.
[04:21:08] Right? All right. So, from here, what
[04:21:11] we're going to want to do is collect
[04:21:12] their contact details. And since we'll
[04:21:14] already have them, one thing you just
[04:21:16] want to make sure is that you have the
[04:21:18] correct information because you might
[04:21:20] send them an email and it might be their
[04:21:23] personal email, it might be their
[04:21:24] business email for whatever reason. It
[04:21:26] might not be the right email that they
[04:21:27] check stuff like this for or put stuff
[04:21:29] on their calendar for, right? So, you
[04:21:31] just want to make sure that you
[04:21:32] reconfirm that you have the right email
[04:21:35] that they look at that they will be
[04:21:37] going off of, right? to ensure that it
[04:21:40] doesn't get somewhere that they don't
[04:21:41] see it. Because if that does happen,
[04:21:43] they're probably not going to see it.
[04:21:44] These are busy people. They have a lot
[04:21:46] of things going on in their life just
[04:21:47] like you. People miss things, right? So,
[04:21:51] just be aware of that to make sure you
[04:21:53] know for a fact you've got the right
[04:21:55] email. Okay. Now, this is really the
[04:22:00] most important part of the process.
[04:22:03] Okay. So, the reason why this is so
[04:22:07] important is because if you run this
[04:22:10] process properly
[04:22:12] and do it well, you're going to get the
[04:22:14] person on the other end to recognize
[04:22:16] that you know what you're talking about,
[04:22:18] that you can be trusted, and they're
[04:22:20] going to realize that they do have a
[04:22:22] problem in their business that they want
[04:22:23] fixed now, and that you probably can
[04:22:26] help them fix it. Okay? And so what that
[04:22:28] will end up doing ultimately is lead
[04:22:31] them to showing up to the initial sales
[04:22:34] call to the actual call. Right? So
[04:22:36] really what you can think of this call
[04:22:38] as is we call it a triage call, a
[04:22:41] setting call. And you can really think
[04:22:43] of it as a setting call because you're
[04:22:44] setting yourself up for success. Okay?
[04:22:47] That's really what you're doing on this
[04:22:49] call. And so, as you'll see when I go
[04:22:52] into the sales process and the sales
[04:22:54] section that this is very very similar
[04:22:57] to it because what we're doing is we're
[04:22:59] almost doing a mini discovery which is a
[04:23:03] part of the sales process. Okay? It's
[04:23:05] the first part of the sales process. So,
[04:23:07] after the discovery and a sales process,
[04:23:09] we then go into we transition into
[04:23:11] pitching that our service. On this call,
[04:23:14] you're not going to pitch them that,
[04:23:15] right? You're going to do what I was
[04:23:16] telling you earlier with if you do end
[04:23:18] up in a situation where you're speaking
[04:23:19] to a gatekeeper and you do decide you
[04:23:21] want to try and sell them. You don't
[04:23:23] tell them the price, right? A little bit
[04:23:25] different because you do you want to
[04:23:26] pitch them on the process, not the
[04:23:27] price. But with this, we're just trying
[04:23:30] to make them hot bothered to recognize,
[04:23:33] oh my gosh, I definitely need to do
[04:23:35] another call this person. They know what
[04:23:37] they're talking about and I think they
[04:23:38] probably have something that can help me
[04:23:39] out a lot. I'm looking forward to this
[04:23:41] call. Right? That's where you want them
[04:23:44] to be at. You don't want them to know
[04:23:45] exactly what you're going to do because
[04:23:48] if they do, then that's not good, right?
[04:23:51] If they already know, then they might be
[04:23:53] able to come up with reasons in their
[04:23:54] head for why it's not going to work, why
[04:23:56] they've done something like that in the
[04:23:57] past, why they shouldn't show up, right?
[04:23:59] You just want to get them to be very,
[04:24:01] very full of tension, recognizing
[04:24:03] they've got a problem they won't fix.
[04:24:05] Okay? So going back to this, what we're
[04:24:09] doing is like I said, creating a reason
[04:24:12] for them to ultimately just show up to
[04:24:14] the call and build a little bit of a
[04:24:16] rapport and make a little bit of a
[04:24:17] relationship with them, right? And
[04:24:19] that's why this will increase your close
[04:24:21] rate a lot more as well, not only your
[04:24:23] sure rate is because Google what Google
[04:24:25] has found is that it takes about it
[04:24:28] takes like 9 to 11 hours of consumption
[04:24:31] before somebody will make a purchase.
[04:24:33] Okay? So, think about that. And that's
[04:24:35] why this process is so important to get
[04:24:37] people to show up and close because the
[04:24:38] amount of consumption they've done on
[04:24:40] you or me is basically nothing.
[04:24:44] Okay? So, to be able to close them, you
[04:24:47] basically have to compress that time
[04:24:49] into a call. But if you do it on two
[04:24:52] calls, you've now got more time in and
[04:24:54] you've built more of a foundation to
[04:24:57] increase the odds of you having success.
[04:24:59] Okay? So that's why this is super
[04:25:01] important is because it's going to allow
[04:25:04] you to close people at a higher rate and
[04:25:06] set yourself up for success a lot more.
[04:25:08] Okay, so here are the main objectives.
[04:25:12] All right, so the first piece of this is
[04:25:14] diagnosing our problem. So we've got the
[04:25:17] macro view and then we've got the
[04:25:18] specifics micro view. All right. So,
[04:25:21] from a macro level, right, just from a
[04:25:25] big point of view, what we're doing is
[04:25:28] we're just, let me take a sip of water
[04:25:30] out. But
[04:25:32] all we're doing here is we're chucking
[04:25:34] their problems down with numbers. And
[04:25:37] so, what I mean by that is if somebody
[04:25:39] says, if you ask them, "What's your
[04:25:41] biggest problem?" and they tell you, "My
[04:25:43] biggest problem is marketing." You don't
[04:25:45] just say, "Okay, got it. Your biggest
[04:25:46] problem is marketing." And then you move
[04:25:48] on. Right? What I mean by that is you
[04:25:50] then ask them, okay, what type of
[04:25:53] results are you getting with the
[04:25:54] marketing you're doing specifically?
[04:25:56] What are you doing when it comes to
[04:25:58] marketing? What promotion are you
[04:26:00] running? How much are you spending? How
[04:26:01] many leads are you getting? What does it
[04:26:03] cost per lead? How many appointments are
[04:26:05] you getting? How many people showed up
[04:26:06] to the appointments that you got? How
[04:26:08] many people signed up or did were you
[04:26:10] able to sell something to out of the
[04:26:12] people that did show up? Okay, that's
[04:26:15] what I'm talking about with chunking it
[04:26:16] down with numbers, right? You you need
[04:26:19] to chunk it down. So, you need to take a
[04:26:21] layers and layers deeper than just a
[04:26:23] surface level answer. Okay? You want to
[04:26:26] find out previous attempts. And so, what
[04:26:28] I mean by that is, right, if they're
[04:26:30] telling you they've got a big marketing
[04:26:32] problem and you start asking them about
[04:26:35] it with with regards to what they're
[04:26:36] doing right now, you also want to know
[04:26:39] what they've done in the past, right?
[04:26:40] Have they worked with other companies?
[04:26:42] Have they are they doing this on their
[04:26:44] own or have they ever done other ways of
[04:26:47] going about it on their own? Have they
[04:26:48] worked with other companies to help them
[04:26:50] do the same thing? Right? You want to
[04:26:51] know what that looks like so that you
[04:26:54] can create tension and really emphasize
[04:26:57] the problem things they've done and also
[04:26:59] let them know through skilled questions
[04:27:01] that I'll go over in a second that
[04:27:03] you're different, right? Because that's
[04:27:05] what we really want is you want them to
[04:27:08] know that you are different from
[04:27:10] anything they've ever done in the past.
[04:27:12] Because if they think you're the same as
[04:27:14] something they've already done, they're
[04:27:16] probably not going to show up. And if
[04:27:18] you can't communicate that on the sales
[04:27:19] call, they're definitely not going to
[04:27:21] sign up. Okay? So, it's very critical
[04:27:23] that you're able to do that and make
[04:27:25] that happen and accomplish that
[04:27:26] throughout the conversation. Okay? Then
[04:27:29] obviously very similar here is you just
[04:27:31] want to explore why past solutions
[04:27:33] didn't work. Okay. So now from a micro
[04:27:37] view really what we're doing here is
[04:27:40] we're asking them specific questions
[04:27:41] around what they do right like like I
[04:27:44] was just saying. So what you want to ask
[04:27:45] them are things like what had you been
[04:27:48] doing for marketing? How much are you
[04:27:50] spending on your marketing? What have
[04:27:51] you been promoting for your marketing?
[04:27:53] How many leads did you get? How many
[04:27:54] books? How many showed? How many closed?
[04:27:56] Right? In addition to that, you want to
[04:27:58] know if the marketing that they're doing
[04:28:01] is generating them a direct return.
[04:28:04] So, if they're spending $1,000 on
[04:28:05] marketing and they're making $500 each
[04:28:08] month, right? They spend $1,000 a month,
[04:28:10] they make $500, they're losing $500 a
[04:28:12] month on that marketing strategy, right?
[04:28:16] They their business not might not be
[04:28:17] losing money overall, right? Because I'm
[04:28:20] just talking specifically about that
[04:28:22] marketing strategy, right, that we're
[04:28:24] talking about right here. You want to
[04:28:26] know that. You want to know if that's
[04:28:28] been consistent. You want to know what
[04:28:29] that's looked like over the last 30
[04:28:30] days, right? You also want to know what
[04:28:33] it's looked like over the last three
[04:28:34] months, what it's looked like over the
[04:28:35] last year. Because now you're going to
[04:28:37] be able to create opportunities to
[04:28:39] diagnose their problem and label their
[04:28:41] problem to get them to recognize, I've
[04:28:44] got a problem, right? Not only recognize
[04:28:46] they've got a problem, because if they
[04:28:47] just tell you, yeah, I've got a merkin
[04:28:48] problem. Will you get them to tell you
[04:28:50] the numbers and then talk about stuff
[04:28:52] like this? they're going to really
[04:28:54] recognize, oh wow, it's a much bigger
[04:28:57] problem than I actually realized. Okay?
[04:29:00] And that's what we want. That's what
[04:29:01] creates the tension and reasoning for
[04:29:04] them to show up to the call. Okay? So,
[04:29:07] you want to be asking this stuff, right?
[04:29:08] Because you might have somebody that's
[04:29:10] doing great right now or they they say
[04:29:12] they're doing great right now, but if
[04:29:14] you ask them how they were doing a year
[04:29:15] earlier, they were doing even better.
[04:29:17] So, they'd actually gone down, right?
[04:29:19] Oh, I'm doing I'm doing great. I'm
[04:29:21] making six figure income. I'm making
[04:29:22] $100,000 a year. Oh, that's awesome. How
[04:29:25] were you doing in January? Well, I was
[04:29:28] actually doing better than I am right
[04:29:29] now. Okay. Well, how much better were
[04:29:32] you doing then? Well, I was I was
[04:29:34] actually making $150,000 at that point.
[04:29:37] Okay. Well, what happened?
[04:29:40] Right? That creates the opportunity for
[04:29:42] you to label the problem. Right? You're
[04:29:43] actually going downhill. What happens if
[04:29:46] you keep going in this direction, right?
[04:29:48] And the only reason you're going in this
[04:29:49] direction is because of the strategy
[04:29:52] you're currently leveraging to grow your
[04:29:54] business. Okay? So, you want to get
[04:29:57] clear on this stuff. And then not only
[04:29:58] that, you want to get clear on what
[04:29:59] their revenue looks like and what their
[04:30:02] expenses look like because that's going
[04:30:03] to tell you what their profitability
[04:30:05] looks like, right? Are they making money
[04:30:07] or are they losing money? Are they
[04:30:09] barely growing or are they stagnant or
[04:30:11] are they actually going down like in
[04:30:13] that example that I just mentioned
[04:30:14] there? Okay. So, you want to be able to
[04:30:18] ask these questions. And I'm not saying
[04:30:19] to ask all questions around these
[04:30:21] things, okay? That's not what I'm
[04:30:23] saying. But all I'm saying is these are
[04:30:27] all opportunities for you to do the
[04:30:28] first part of this piece after you've
[04:30:31] booked the appointment, right? Because
[04:30:33] that's that's where we're at in this
[04:30:34] process. You've now booked the
[04:30:36] appointment. That's what you're going to
[04:30:38] want to do. And then if, like I said, we
[04:30:40] would go into it. If they automatically
[04:30:41] booked their appointment, this is where
[04:30:43] you're going to want to jump right into
[04:30:45] this process. Right before that, you
[04:30:47] just want to confirm they've received
[04:30:48] the invite, that they got it, that
[04:30:50] they're ready to go. And then from here,
[04:30:51] now you just want to go into it asking
[04:30:53] them some questions about this, which
[04:30:55] I'll kind of go over after I go over
[04:30:57] this side, which is if they didn't
[04:30:59] schedule an appointment automatically.
[04:31:00] Okay, so that's really what we're doing
[04:31:03] here. Now, this will make a lot more
[04:31:06] sense, too, when I go over it in the
[04:31:09] sales process because, like I said, this
[04:31:10] is very much that. and also when I break
[04:31:13] down sales calls and when I break down
[04:31:16] some of these recordings that ultimately
[04:31:18] led to closed appointments that I then
[04:31:21] ended up signing up. Okay, so this is
[04:31:24] the first part of it. You want to start
[04:31:25] off by diagnosing their problem. The
[04:31:27] reason why is because we want to know
[04:31:28] what their problem is and get them to
[04:31:29] recognize that it is a problem and it's
[04:31:31] a much greater problem than they
[04:31:33] originally thought it was. And they
[04:31:34] might already be aware it's a terrible
[04:31:36] problem, right? You might talk to
[04:31:38] somebody and they might go, "Man, I need
[04:31:39] a lot of help getting more business. my
[04:31:41] marketing strategy right now is
[04:31:43] absolutely terrible. But you you want to
[04:31:45] take it a step further from there and
[04:31:47] not move on to this next part. You want
[04:31:49] to ask them some questions about it to
[04:31:50] get them to recognize, oh yeah, it is
[04:31:53] really it it's actually so bad that I
[04:31:55] need to change now. Right? That's what
[04:31:58] we want. Okay? Because that's going to
[04:32:00] make it very likely that they become a
[04:32:01] customer. Okay? The second part of this
[04:32:04] is creating doubt and really building
[04:32:07] the tension. Okay? So the macro view of
[04:32:09] this is what we're doing is we're asking
[04:32:11] pillar-based questions.
[04:32:13] And the definition of a pillar-based
[04:32:15] question is nothing more than questions
[04:32:18] around the service that we're selling.
[04:32:20] Okay? Or questions around nuance ways in
[04:32:24] which we go about providing services or
[04:32:26] doing things to get customers results.
[04:32:28] Okay? So if I'm helping a customer, if
[04:32:30] one of my pillars is getting reviews and
[04:32:33] referrals, I'm going to be asking
[04:32:35] questions around that. That's all this
[04:32:38] means to build doubt. Okay. Now, it it
[04:32:42] gets them to realize what's missing in
[04:32:44] their business and really what's why
[04:32:48] they've been doing or what they've done
[04:32:49] in the past did not work or did not get
[04:32:51] the outcome that they wanted. Okay? And
[04:32:53] it builds value for pitching. And what I
[04:32:56] mean by that is the way that this sales
[04:32:58] process works is we're doing the
[04:33:00] discovery, which is the first piece of
[04:33:01] the sales process. And like I said, when
[04:33:03] I go through the sales section, this
[04:33:05] will make a lot more sense because I
[04:33:06] will break this all down and go through
[04:33:08] it all very, very in-depth. And then
[04:33:10] I'll have sales calls of me going
[04:33:11] through it in depth as well as I'm doing
[04:33:14] the sales call and closing people. But
[04:33:18] that's what you're really doing is
[04:33:19] you're building value for the pitch
[04:33:20] because you're just going to take what
[04:33:22] they told you here and then insert it
[04:33:25] into what you're pitching them using
[04:33:27] their own words and weaving it in. Okay?
[04:33:29] So this isn't um this isn't really
[04:33:32] relevant now but this is just also
[04:33:35] something it does from a macro point of
[04:33:37] view. Okay. And it creates emotional and
[04:33:39] logical tension around not taking
[04:33:42] action. Okay. Now from a micro
[04:33:46] perspective really what this looks like
[04:33:48] is this. All right. If they've worked
[04:33:50] with an agency
[04:33:52] if they haven't worked with an agency
[04:33:54] this is how you kind of want to ask it.
[04:33:56] Okay,
[04:33:57] we've already identified their problem,
[04:33:59] right? Let's say, for example, they've
[04:34:00] told us, "Yeah, my biggest issue is
[04:34:02] marketing. I'm not making money on it.
[04:34:03] I'm losing money on it. I don't know
[04:34:05] what I'm doing. I've been handling it. I
[04:34:07] need a lot of help. I'm not following up
[04:34:08] with my leads." Well, I know I could be
[04:34:10] doing a better job there. I don't have a
[04:34:12] good process for that. Right? Let's say
[04:34:15] that's kind of their problem. Now, from
[04:34:16] here, once we've identified that, we
[04:34:18] want to move on to the Dell. And from
[04:34:20] here, what you want to be doing is
[04:34:22] asking those pillarbased questions like
[04:34:23] this. So you can say how do you get
[04:34:26] reviews or you can say what is your
[04:34:29] process for getting X or doing X. Okay.
[04:34:33] Now once you ask that they're going to
[04:34:36] tell you right oh I asked customers for
[04:34:39] reviews. Now from here you want to ask
[04:34:42] them questions chunking it down further.
[04:34:45] Okay. So what I mean by that is if
[04:34:47] somebody tells you I ask people for
[04:34:49] reviews that's my process. what type of
[04:34:51] results are you getting with that
[04:34:54] process, right? How many reviews have
[04:34:57] you gotten in the last year by asking
[04:34:59] them? Okay, so you want to chunk it down
[04:35:01] from there because more than likely they
[04:35:03] probably haven't gotten a lot of reviews
[04:35:04] if that's their process because they're
[04:35:06] probably not doing it right. So from
[04:35:08] there, if they tell you, "Oh, by the
[04:35:10] way," or if you look it up and see, "Oh,
[04:35:12] I saw that I can see they only gotten
[04:35:14] three reviews in the last year."
[04:35:16] And they say, "Oh, yeah, that's gosh, I
[04:35:19] didn't realize we haven't gotten that
[04:35:20] many. That's That's really not good.
[04:35:22] Well, yeah. I mean, do you think there's
[04:35:24] room for improvement
[04:35:26] to have a better process in place to get
[04:35:28] reduced? Oh, definitely. I definitely
[04:35:30] think there's for sure. Right. Like,
[04:35:32] like I said, I've got a lot of things
[04:35:33] going on. I kind of run the business. I
[04:35:35] work in it. I work on it. I'm very busy.
[04:35:37] I've got a wife. I've got kids. I I just
[04:35:40] don't have time sometimes. I even have
[04:35:41] to. Well, yeah, totally get it. Well,
[04:35:43] let me ask you this. Do you think it's
[04:35:44] important that you have a good process
[04:35:47] in place to get reviews consistently?
[04:35:50] to promote your business. Do you think
[04:35:52] that's important? Well, yeah, I
[04:35:54] definitely think it's important. Well,
[04:35:55] let me ask you this. Whenever you go out
[04:35:57] to eat or whenever you go out of state
[04:35:59] on vacation and you're going to look for
[04:36:01] a nice restaurant to eat, do you
[04:36:02] reference reviews prior to making a a
[04:36:04] decision on where you're going to go?
[04:36:06] Uh, obviously, he's going to say yes,
[04:36:08] cuz who doesn't do that? Basically,
[04:36:10] everyone does that. And so, from there,
[04:36:13] now you've got him to realize he doesn't
[04:36:15] have a good process. That's not getting
[04:36:17] good results. and because it's not
[04:36:19] getting good results, he knows from his
[04:36:22] own experience how important having
[04:36:24] reviews is when it comes to making
[04:36:26] purchasing decisions. Because the
[04:36:27] reality is this, when it comes to making
[04:36:30] ping purchasing decisions, like we've
[04:36:32] gone over at the start of this video,
[04:36:34] over 90% of people look at reviews
[04:36:36] before they make a decision about doing
[04:36:38] business with a certain business or a
[04:36:40] certain person.
[04:36:42] That's the data. That's not my opinion.
[04:36:44] That's just the truth, right? That's a
[04:36:46] fact. So it it is very very important
[04:36:49] and we want them to get to recognize
[04:36:51] just how important it is so that they
[04:36:54] can then say okay process is bad it's
[04:36:57] not getting good results if I did have a
[04:36:59] better process in place I'd probably be
[04:37:01] in a better spot and it sounds like this
[04:37:03] guy might be able to sell me something
[04:37:06] that would improve my process on up why
[04:37:08] would he be asking a question about this
[04:37:09] right so that's where we're getting them
[04:37:11] to recognize okay I don't have a good
[04:37:14] process I should have a better process
[04:37:16] he probably has a better process than
[04:37:18] this. Okay, so this is really what we're
[04:37:21] asking people on, right? How do you get
[04:37:23] referrals? How do you re-engage with
[04:37:24] customers? How do you run ads? How do
[04:37:25] you determine ad spend? How do you
[04:37:27] follow up with leads? Walk me through
[04:37:28] your process to improve your close rate.
[04:37:30] How do you currently leverage AI within
[04:37:31] your business right now or are you not
[04:37:33] using it at all? Right? These are all
[04:37:35] questions that are pillar-based
[04:37:37] questions that will allow us to build a
[04:37:40] lot of doubt around their process. Okay.
[04:37:43] Now, let me take another sip of water.
[04:37:47] as I'm talking about. Okay. Now, with
[04:37:51] when we are interacting with somebody
[04:37:53] that
[04:37:55] has worked with another agency or
[04:37:57] another company to solve their problems
[04:37:59] when it comes to growing your business,
[04:38:00] you want to make sure that you figure
[04:38:02] this out before you start asking these
[04:38:05] questions. Okay? So, you want to figure
[04:38:07] this out over here, right? And asking
[04:38:10] questions like this will expose that,
[04:38:12] right? We're asking, okay, what are you
[04:38:14] currently doing right now to grow your
[04:38:17] business? Right? That's going to
[04:38:18] ultimately open them up to tell you,
[04:38:20] okay, what were you doing a year ago?
[04:38:21] What were you doing 3 months ago? But
[04:38:23] you do want to almost outright ask them
[04:38:25] before you move on to this spot is, have
[04:38:26] you ever worked with another agency to
[04:38:28] help you get better results, integrate
[04:38:30] AI into your business, and ultimately
[04:38:32] grow it more efficiently, right? Because
[04:38:35] if you don't ask that, here's why it's
[04:38:37] important. If you don't ask that and you
[04:38:40] don't you're not aware of that, number
[04:38:42] one, you're not going to be able to ask
[04:38:43] questions like this, which are very,
[04:38:46] very important. But number two, they
[04:38:48] might get off the call with you and
[04:38:50] realize, oh man, I you know, I've been
[04:38:54] through this before. I've worked with a
[04:38:56] company like this. Even though you're
[04:38:57] completely different, it doesn't matter.
[04:38:59] you you because they didn't tell you,
[04:39:01] you didn't have the opportunity to to
[04:39:03] connect and let them understand and
[04:39:05] recognize that you're not the same and
[04:39:07] the way you do things won't be the same,
[04:39:08] right? But they might assume because you
[04:39:10] didn't know and you didn't go about
[04:39:12] asking these questions, they might
[04:39:14] assume that you're not very different or
[04:39:15] that they're going to get the same
[04:39:16] outcome as they did before, which was
[04:39:19] wasted time and money. Okay? And that's
[04:39:21] not what you want because if that does
[04:39:22] happen, they're not going to show up.
[04:39:24] Okay? So, if they have, what you want to
[04:39:27] be asking them is, you know, how do you
[04:39:29] get reviews? The process stays the same.
[04:39:31] How do you get reviews? Chunking it
[04:39:33] down. Okay, walk me through that process
[04:39:36] that you have your reviews. What type of
[04:39:37] results are you getting with that
[04:39:39] process that you're currently
[04:39:40] leveraging? Do you think it's important
[04:39:42] to have a better process in place for
[04:39:44] that? How important do you think reviews
[04:39:46] are? Do you think they're important in
[04:39:48] your practical life when you go about
[04:39:49] making decisions? Okay, got it. Got all
[04:39:52] that right. They now recognize their
[04:39:54] process isn't good. They recognize that
[04:39:57] getting reviews is important and that
[04:39:59] having a process that's better than
[04:40:00] their current one is important for them
[04:40:02] to ultimately fix their problem that we
[04:40:05] were talking about earlier. Okay. Now,
[04:40:07] from here, what you want to ask is
[04:40:09] because you know now know if they work
[04:40:11] with another company. Let's say they
[04:40:13] worked with Gym Launch. Okay. Because
[04:40:16] Gym Launch, that's Alex Ramos's company.
[04:40:17] If you guys know of Gym Launch, I
[04:40:19] compete with them a lot. It's a great
[04:40:21] company, but we work in the same market.
[04:40:24] I've worked with a lot of their
[04:40:25] customers. They work with a lot of mine.
[04:40:27] But from here, what you want to ask is,
[04:40:29] did Gym Launch help you with generating
[04:40:32] reviews? And I know they don't. Okay.
[04:40:35] So, by asking that, they're going to end
[04:40:37] up telling me no, they get it. They
[04:40:39] actually didn't help me with getting
[04:40:40] reviews. And then the followup question
[04:40:42] to that is, well, do you think you would
[04:40:44] have gotten better results if they had?
[04:40:47] Right? because now you're you're not
[04:40:50] pitching them, but now they can almost
[04:40:51] assume, okay, this guy's got a process
[04:40:53] to help me generate reviews and and
[04:40:55] referrals. And I currently had a
[04:40:58] terrible process for it and bad when I
[04:41:00] did work with another company, they
[04:41:02] didn't have a process for it either. And
[04:41:04] that's that's probably a factor in why I
[04:41:07] didn't get the results I thought I was
[04:41:08] going to get. Right? So again,
[04:41:11] ultimately what this does is makes them
[04:41:13] recognize
[04:41:15] this is this is going to be different
[04:41:16] from what I've done in the past, which
[04:41:18] is very very important. Okay. Now, from
[04:41:21] here, what we want to do is close the
[04:41:24] appointment out. And I spelled that
[04:41:27] wrong. Uh that should be fixed. But what
[04:41:30] we want to do from here is if you're
[04:41:33] setting it yourself, which you're
[04:41:34] probably going to be doing, this is what
[04:41:36] you want to do. If you have a rep, a
[04:41:39] setter like I do, right, like my
[04:41:41] business does, this is what you're gonna
[04:41:42] want to do. Okay, so obviously just
[04:41:45] check this out. It's very, very
[04:41:46] straightforward, but that's the specific
[04:41:48] scripting on it that you want to follow.
[04:41:50] Okay, so now what we're going to do is
[04:41:53] we're going to go into listening to some
[04:41:54] of these recordings. And let me pre
[04:41:56] preface this by just saying the people
[04:41:59] that are doing these calls are my team
[04:42:02] members and they're amazing. But a lot
[04:42:05] of the times my team members that are
[04:42:07] doing these calls are not um
[04:42:13] they're not from America. Okay. And so
[04:42:16] what that means is there is a cultural
[04:42:18] disconnect and there's a language
[04:42:20] disconnect, right? They grew up speaking
[04:42:23] a different language. Okay? So my point
[04:42:26] in saying this is this. If they can do
[04:42:28] it, so can you. Okay? if they are able
[04:42:32] to do this, there's no reason why you
[04:42:34] can't. And I've got multiple people on
[04:42:36] my team that book sometimes 10 plus
[04:42:39] appointments a day for us that lead to
[04:42:43] hundreds of thousands and millions of
[04:42:44] dollars. So, the fact that they're
[04:42:46] capable of doing this means you're very,
[04:42:49] very capable of doing this. And the
[04:42:51] reason why is because you don't more
[04:42:53] than likely have those disconnects. And
[04:42:55] if you do have those disconnects cuz
[04:42:57] you're in a different country, doesn't
[04:42:59] matter cuz they're able to do it. Okay?
[04:43:02] If you have the right process and you
[04:43:05] run it effectively and confidently,
[04:43:08] you're going to have success. You have
[04:43:09] the tools to have success at that point.
[04:43:11] Okay? But just remember, right, the
[04:43:13] people that are doing this are people
[04:43:14] that are at a massive disadvantage. So
[04:43:17] if you if you are not at that dis
[04:43:19] advantage, you have absolutely no
[04:43:20] excuse. And now that you have not have
[04:43:22] an excuse, you should get much better
[04:43:25] results. Okay, that's that's the truth.
[04:43:28] Because in some of these calls, what I'm
[04:43:30] I'm going to probably expose is that
[04:43:33] they miss the process that they're not
[04:43:35] they're not executing it flawlessly. And
[04:43:38] and in some situations, I'm sure they
[04:43:40] are, but my point is this. If you can
[04:43:43] get very very good in this process and
[04:43:45] you're not at a disadvantage like they
[04:43:46] are, you should be able to have a lot of
[04:43:48] success. All right. So, we are going to
[04:43:50] jump into this first recording and break
[04:43:53] it down.
[04:44:08] >> Hello.
[04:44:10] Hey,
[04:44:12] >> who you speaking?
[04:44:15] >> Hey there. Hi. Uh, Joseph, you're with
[04:44:18] the gym members now. How's it going?
[04:44:20] >> Hey, good.
[04:44:24] >> Yeah, I mean uh your uh name uh came
[04:44:29] across right away uh to my desk and I
[04:44:31] saw you opted in online to learn more
[04:44:33] about our new chat TV4 plugin uh that we
[04:44:35] developed at our 43 studios. Right.
[04:44:38] >> Yeah.
[04:44:39] >> Awesome. So, uh, what come tomorrow or
[04:44:43] Friday works best for you to hop on, uh,
[04:44:45] a quick Zoom call to see how this could
[04:44:48] benefit your gym business?
[04:44:50] >> Uh, yeah, I think it's scheduled for
[04:44:52] tomorrow at 11:30.
[04:44:57] >> You did schedule already or?
[04:45:00] >> Yeah, it the next prompt uh, basically
[04:45:03] asked me to schedule into a
[04:45:06] software.
[04:45:07] >> Yeah.
[04:45:07] >> Okay. And you did complete and submit
[04:45:09] it.
[04:45:11] >> Yep.
[04:45:12] >> Oh, okay. All right. Let me
[04:45:15] check on that. And sorry, what time
[04:45:18] tomorrow did you choose?
[04:45:20] >> Uh 11:30 a.m. ESD.
[04:45:23] >> 11:30. I don't think it'll work. Sorry.
[04:45:27] Uh we're all swamped in the morning. Uh
[04:45:32] tomorrow, Thursday. Um what about
[04:45:35] afternoon? What what does your afternoon
[04:45:37] look like tomorrow?
[04:45:40] >> Uh let's see.
[04:45:44] >> We do have a three open three.
[04:45:47] >> Uh no. Yeah. Three.
[04:45:50] I have a meeting of threes. I don't know
[04:45:52] how long it's going to take. Let's say
[04:45:54] um I should be done by four.
[04:45:57] >> Four.
[04:45:57] >> Yep. Four is over.
[04:45:59] >> Okay.
[04:46:00] >> Awesome. All right. Let me go ahead and
[04:46:02] uh choose that for you then. Uh, hold up
[04:46:06] one second here.
[04:46:12] And uh, what's a good email where we can
[04:46:14] set a calendar invite to?
[04:46:19] >> Uh, uh, do you have my email there? I
[04:46:22] just
[04:46:24] >> um, hold on.
[04:46:32] And this phone
[04:46:35] uh that you provided, is this your uh uh
[04:46:37] cell phone number where we can set a
[04:46:39] confirmation text to as well?
[04:46:41] >> Exactly. Yep.
[04:46:42] >> Okay.
[04:46:44] All right.
[04:46:45] Awesome. And so, hey, uh just need to
[04:46:47] actually ask uh questions just, you
[04:46:50] know, about your job just to make sure
[04:46:51] we hit the ground running for that call
[04:46:53] tomorrow.
[04:46:55] >> Okay.
[04:46:57] Okay. So just looking at this now, going
[04:47:00] back over to our maft. So what he did
[04:47:03] here was obviously he thought that this
[04:47:06] person did not automatically schedule.
[04:47:08] And the reason why is probably because
[04:47:09] he called him so fast that it didn't
[04:47:11] even register on our end to pop up as a
[04:47:15] booked appointment. So he probably just
[04:47:17] saw him come to his lead. It went into
[04:47:19] our system. He automatically called him,
[04:47:21] which is great. But obviously you didn't
[04:47:23] give it any time to see at the auto book
[04:47:24] which kind of messed it up which you
[04:47:27] know you can lose a little bit of trust
[04:47:29] but it's not really a big deal in this
[04:47:31] situation considering he ends up booking
[04:47:33] him and I ended up closing him down the
[04:47:35] line. But right what he did is he
[04:47:38] confirmed that he was speaking to the
[04:47:40] person that submitted their information.
[04:47:41] Right? He clarified that that's who it
[04:47:42] was. From here he introduced himself and
[04:47:45] then hit him with this exact script
[04:47:48] right here. Uh and then from heck here
[04:47:50] he was like yes of course by the way I
[04:47:53] actually booked an appointment already
[04:47:55] right he already uh kind of booked an
[04:47:58] appointment right so if we're going you
[04:48:00] know over here it's kind of like you
[04:48:02] know this scenario too where he already
[04:48:03] automatically booked he just he thought
[04:48:06] it was this scenario here uh but he
[04:48:09] called right away which is exactly what
[04:48:11] he and you are supposed to do. So again,
[04:48:13] not a huge huge deal. And then from
[04:48:16] here, right, he realized, oh, that time
[04:48:19] actually doesn't work. Not how he was
[04:48:21] able to book them, but he realized that
[04:48:23] time didn't actually work. And so what
[04:48:24] he did instead was found another time
[04:48:26] that he could book him for, right? And
[04:48:30] obviously there were no objections here
[04:48:32] to overcome. So, what it automatically
[04:48:34] went to was right here to finding the
[04:48:39] time, rescheduling the time to book him
[04:48:42] and then gathering his correct email,
[04:48:44] his correct phone. You heard him saying
[04:48:46] some stuff along the lines of, "Don't
[04:48:47] you already have that?" You know, I just
[04:48:49] submitted that, but he just wanted to
[04:48:50] confirm, which is what you should do to
[04:48:52] make sure that you still have that
[04:48:54] because people have multiple emails.
[04:48:56] People even have multiple numbers,
[04:48:57] especially when it comes to working with
[04:48:59] business owners, right? and they might
[04:49:01] be talking about the phone at their
[04:49:02] business and not their cell phone or
[04:49:04] that might have got put in automatically
[04:49:06] and they might not even realize it,
[04:49:08] right? And that does happen. So that's
[04:49:10] why you want to clarify it because if
[04:49:11] you don't and you end up getting the
[04:49:13] wrong one, they're they're not going to
[04:49:15] see it or they're going to miss the
[04:49:17] appointment. If you send it to an email,
[04:49:18] they don't check, right? So that's very
[04:49:22] very important. Okay. And then now from
[04:49:24] here what we're going into is some
[04:49:27] business background questions and
[04:49:28] basically doing the mini discovery to
[04:49:31] set the appointment for success. And
[04:49:33] again this is a setter call. You call it
[04:49:36] a triage call, discovery call, but it's
[04:49:38] really a set call. And the reason why
[04:49:41] it's a set call is because like I said,
[04:49:43] you really want to set yourself up for
[04:49:45] success so that you don't have to do as
[04:49:47] much work as you will need to do if you
[04:49:50] don't run through this process prior to
[04:49:53] the initial sales call. Okay. So, you
[04:49:57] know, now that's what he's going to jump
[04:49:58] into here. Couple areas I think they
[04:50:00] could have improved on. Could have done
[04:50:02] some things differently. Obviously,
[04:50:04] knowing whether or not the person
[04:50:06] scheduled automatically or didn't
[04:50:08] schedule, that's obvious. But the second
[04:50:10] is he asked right before I paused it, he
[04:50:14] asked if he could ask you a couple
[04:50:15] questions. Right? One thing you don't
[04:50:17] want to do is you don't want to ask
[04:50:19] permission to do that because the person
[04:50:23] just opted in to
[04:50:25] learn more about what you do and now you
[04:50:28] can opt. So you don't need to ask them
[04:50:29] if you can ask them more questions.
[04:50:31] That's demonstrating lower value and
[04:50:32] that's demonstrating desperation and and
[04:50:35] just not really confidence. Right? ific.
[04:50:37] Do you mind if I ask you some questions
[04:50:39] before I let you go? It's It sounds
[04:50:42] polite. It kind of feels like the right
[04:50:44] thing to do, but don't do it. That's
[04:50:46] what I used to do. Once I started very
[04:50:48] assumptively, very confidently just
[04:50:50] asking a question right away. I got a
[04:50:53] lot of people answering them and
[04:50:54] allowing me to control the conversation.
[04:50:57] Because if you ask, you're now giving
[04:50:59] them control to say, "No, I actually
[04:51:03] don't have much time. I have to go." And
[04:51:05] if you're not able to go through this
[04:51:06] process, the probability of them showing
[04:51:08] up and closing drop more than it would
[04:51:11] if you're able to run. Okay? And they
[04:51:13] drop rather significantly. So that's
[04:51:16] very important, too, is don't ask
[04:51:17] permission. It's not necessary even
[04:51:19] though it feels like the right thing to
[04:51:20] do or it feels like the polite thing to
[04:51:22] do. Don't just go right into asking the
[04:51:25] questions.
[04:51:29] All right. Perfect. Okay. So about your
[04:51:33] gym just to make sure we hit the ground
[04:51:35] running for the call tomorrow.
[04:51:38] >> Be okay.
[04:51:40] >> All right, perfect. Okay, so uh what
[04:51:43] kind of gym do you own here? Uh
[04:51:46] boxing gym.
[04:51:48] >> Boxing gym. Okay,
[04:51:52] so you specialize in uh boxing.
[04:51:57] Oh, okay. Awesome.
[04:52:03] And are you uh like the sole owner?
[04:52:07] >> Yep.
[04:52:08] >> Uh there's three directors actually.
[04:52:11] >> Three directors? What do you mean by
[04:52:13] that? Like they
[04:52:18] uh they're like your partners, business
[04:52:21] partners.
[04:52:25] Okay.
[04:52:28] All right. But in uh terms of uh adding
[04:52:32] services
[04:52:34] uh to to your gym, what what does the
[04:52:36] decision making look like? Uh
[04:52:41] uh so I mean depends like
[04:52:45] uh depends what uh specialty and what
[04:52:49] we're talking about. So
[04:52:52] >> okay,
[04:52:53] >> it's finance like you know we all have
[04:52:55] our specialty and then uh usually if
[04:52:58] it's not something that uh we specialize
[04:53:01] in then we just consult uh each other
[04:53:03] and just make sure that we get the
[04:53:06] approval for everybody.
[04:53:08] >> I see. Gotcha. Gotcha. And uh what does
[04:53:12] your team look like?
[04:53:15] Uh what do you mean
[04:53:18] >> like your staff, employees, uh trainers
[04:53:22] or instructors?
[04:53:22] >> Yeah. So our team looks like uh we have
[04:53:25] about uh 12 trainer and uh four
[04:53:30] part-time staff.
[04:53:33] >> And your trainers, are they uh in-house
[04:53:35] or contractors?
[04:53:37] >> Uh they're inhouse.
[04:53:44] >> Okay. Okay. Gotcha. And uh what are you
[04:53:49] charging per month for your services?
[04:53:53] >> Uh so depends on what we're offering,
[04:53:56] but our standard gym membership is $200
[04:53:59] a month for the unlimited, $350 for the
[04:54:02] premium,
[04:54:04] and uh our personal training sessions
[04:54:07] average around $90 per session.
[04:54:11] >> Oh, okay. All right. Awesome.
[04:54:15] And uh right now is your biggest
[04:54:18] challenge uh in the
[04:54:23] >> Okay. So really what he was doing here
[04:54:26] is he was asking some business
[04:54:27] background questions which are probably
[04:54:30] not going to be relevant for your
[04:54:31] situation. He was asking questions like
[04:54:34] what do you charge a month? What type of
[04:54:36] team members do you have? Are they
[04:54:37] contracted or are they employees that
[04:54:39] are on payroll? Those are important
[04:54:41] questions for us to know as far as
[04:54:43] qualifying and as somebody that we want
[04:54:45] to work with because we've been doing
[04:54:47] this for so long, we figure out which
[04:54:49] gyms and which specific businesses
[04:54:52] we want to work with that we actually
[04:54:54] make the most amount of money with that
[04:54:55] are worth our time versus the ones that
[04:54:57] aren't. And so what he's really doing is
[04:54:59] going through a line of questioning to
[04:55:00] qualify whether or not it's a good
[04:55:03] person to actually set up for a sales
[04:55:06] call. Right? So he was asking him what
[04:55:09] type of team members do they have? He
[04:55:11] was asking them what do they charge. He
[04:55:12] was asking them what type of gym it is.
[04:55:14] You know it's boxing gym. What type of
[04:55:16] gym is it? He was asking some other
[04:55:19] questions. So now
[04:55:21] you really just asked that magic
[04:55:22] question which is what's the biggest
[04:55:24] problem in your business right now?
[04:55:25] What's the biggest problem keeping you
[04:55:27] from hitting your goals? What's the
[04:55:28] biggest obstacle in the way from you
[04:55:30] achieving your desired goals? That is
[04:55:34] where you want to go from here as far as
[04:55:36] going into these questions so that we
[04:55:39] can do a mini uh diagnosis of what the
[04:55:43] problem is. Get clear on it, make them
[04:55:45] aware of it, go into the doubt around
[04:55:47] what we do and then identify some of
[04:55:49] their goals and then set the
[04:55:51] appointment, right? Or just really set
[04:55:55] the appointment for success because it's
[04:55:57] already been set. But this process is
[04:56:00] going to really teed up for success.
[04:56:04] Um
[04:56:11] I would say uh private training clients.
[04:56:13] Uh that's what we're focused on right
[04:56:15] now. So just uh we get always use we
[04:56:20] have a lot of trainers. Um we have a lot
[04:56:23] of they have a lot of the availability
[04:56:25] still. Some of them are booked out more
[04:56:27] than others and uh the others have
[04:56:30] availability. So, I would say that's
[04:56:32] something that we're always looking to
[04:56:34] improve. Um, and there's not really a
[04:56:37] feeling for that. So, that kind of what
[04:56:40] I was interested in is seeing if you
[04:56:42] guys would be able to help us out to
[04:56:44] generate more leads and what you guys do
[04:56:47] in terms of campaigns and all of that.
[04:56:50] >> Gotcha. Makes sense. Okay. And so just
[04:56:55] uh just so I can get a full picture of
[04:56:58] you know how your current process is
[04:56:59] going. Let's try to rever reverse
[04:57:01] engineer this real quick. Um able to
[04:57:05] generate in the last month from or what
[04:57:08] what what are you doing though? Sorry.
[04:57:09] Uh right now to
[04:57:12] try and acquire more leads.
[04:57:15] >> And that's something I really like to
[04:57:17] ask is why don't we just reverse
[04:57:18] engineer this because he kind of gave us
[04:57:20] an answer. His biggest problem he said
[04:57:23] was growing his training clients. So
[04:57:27] that's not really a specific problem.
[04:57:29] That's just a goal. He wants to grow his
[04:57:31] training clients, right? A more specific
[04:57:33] problem would be getting more leads for
[04:57:36] training clients. I'm currently not
[04:57:38] getting as many as I'd like, which is
[04:57:39] resulting in me not being able to
[04:57:41] acquire as many as I'd like. Right?
[04:57:43] acquiring more is really the goal, but
[04:57:45] the current strategy he's using to get
[04:57:47] more is the problem because clearly it's
[04:57:50] not working the level he wants it to be.
[04:57:52] Right? So rather than just saying you're
[04:57:54] wrong, that's not the problem, he just
[04:57:55] said, why don't we just reverse engineer
[04:57:58] it? Right? Why don't we just reverse
[04:58:00] engineer it from the top to the bottom?
[04:58:02] And the reason why that's such a good
[04:58:03] question is because reverse engineering
[04:58:06] it looks like asking these questions,
[04:58:08] right? Like what are you currently doing
[04:58:10] to grow your training business? Well,
[04:58:12] are you currently marketing it? What
[04:58:14] type of promotions are you running? How
[04:58:16] many leads are you getting? How many
[04:58:17] people are booking? How many people are
[04:58:18] showing? How many people are closing?
[04:58:20] Because now we know the problem. It's
[04:58:22] his strategy to grow his training, his
[04:58:26] private training. Now, we just need to
[04:58:28] diagnose and chunk down that problem
[04:58:30] with specific numbers to get him to
[04:58:33] recognize that it really is a problem.
[04:58:36] Both emotionally, but also logically
[04:58:39] based off the numbers.
[04:58:44] for private training
[04:58:47] >> for personal training.
[04:58:48] >> Um the numbers not so
[04:58:52] uh accurate. I can try to
[04:58:56] I would say we have about three times
[04:59:00] 15 10 I think we'll have about
[04:59:04] uh 10 around 50 beats potentially 40
[04:59:10] let's say let's say an average of one a
[04:59:12] day per for personal praying so let's
[04:59:15] say 30 and for classes we have like well
[04:59:18] over
[04:59:21] 200 needs. So, but
[04:59:25] >> sorry, I think I forgot to flash. Uh how
[04:59:28] do you uh
[04:59:31] like strategize in in getting these
[04:59:33] leads? What are the things that you've
[04:59:35] been doing to get more people through
[04:59:36] the door?
[04:59:38] >> Uh honestly, most of it is organic. Uh
[04:59:41] we have a pretty good uh presence on
[04:59:43] Google, so FO.
[04:59:46] Um we have a pretty good presence online
[04:59:49] on Instagram. So it's like indirect
[04:59:52] advertising.
[04:59:54] Um we don't run any ads uh at the
[04:59:57] moment. Uh well
[05:00:02] >> okay for sure. Okay. Now uh out of those
[05:00:07] uh
[05:00:08] one a day lead lower let's just say uh
[05:00:11] 50 from the last month um how many were
[05:00:14] you able to you know uh get scheduled or
[05:00:16] book?
[05:00:19] >> Uh most of them are booked. Yeah, I
[05:00:21] would say
[05:00:22] >> like one to Yeah. Yeah. Most of them are
[05:00:24] both. I would say like one day.
[05:00:27] >> How many showed up from those uh lead
[05:00:29] that you were able to book?
[05:00:31] >> Uh I would say pretty pretty about 90%.
[05:00:34] So what rate usually?
[05:00:37] >> Okay.
[05:00:37] >> And how many were you able to uh uh
[05:00:39] engage and uh sign up to?
[05:00:42] >> I would say about I would say about the
[05:00:44] same thing about 80% maybe a little bit
[05:00:46] less but around 80%. Usually the closing
[05:00:48] rate is pretty good. Oh, okay. Okay.
[05:00:52] Gotcha. Gotcha. But what's stopping you
[05:00:54] from, you know, uh, and so the issue
[05:00:58] with this is he's he doesn't know what
[05:01:01] it is. I mean, it's not like he's
[05:01:03] looking at the numbers right in front of
[05:01:04] him. He might be, but
[05:01:07] I've had a lot of these conversations. I
[05:01:09] don't think he has that information in
[05:01:11] front. I don't think he's probably
[05:01:13] looked at it either in a while. He's
[05:01:14] just kind of assuming what it is. And so
[05:01:17] in this situation, I would have just
[05:01:19] wanted to clarify like, do you have that
[05:01:22] information in front of you so we can
[05:01:23] make sure we're going off the real
[05:01:24] numbers? And if he didn't, I say, well,
[05:01:27] can you just pull up real quick to make
[05:01:28] sure we're just on the same page?
[05:01:29] Because
[05:01:31] that's very high. He's basically saying
[05:01:34] 90% of the people that book appointments
[05:01:36] show up, which is
[05:01:39] insane. That is not common at all for
[05:01:42] any businesses, okay? especially an
[05:01:45] in-person business where people
[05:01:46] physically have to show up. It it would
[05:01:49] be common for businesses like that where
[05:01:50] people are paying a reservation fee or
[05:01:54] something like that. Maybe it's common
[05:01:55] in that scenario, but this is not that
[05:01:57] scenario. So, that just sounds a little
[05:02:00] bit crazy to me just knowing that that
[05:02:04] that's more than likely not true. And
[05:02:06] then obviously it's close rate as well
[05:02:08] to say it's 90% is
[05:02:11] there's a chance it's 90%. But in my
[05:02:14] experience doing this it's more likely
[05:02:17] not. And a lot of people will say
[05:02:18] they've got really really good numbers.
[05:02:21] And it's it's typically a very if
[05:02:23] someone's saying ridiculous out there
[05:02:25] numbers, it's typically a sign that they
[05:02:29] don't really look at their numbers or
[05:02:31] they might not even track their numbers
[05:02:33] and that they're just assuming it is
[05:02:35] that and it's it's an it's a feeling.
[05:02:38] It's not based off the numbers. It's not
[05:02:39] based off looking at the data dayto day,
[05:02:42] week to week, month to month, year to
[05:02:44] year, regularly, right? It's just more
[05:02:47] than likely not getting exceptional in
[05:02:50] in uh closing those leads. As I
[05:02:54] mentioned earlier, your your challenge
[05:02:56] is your private trained clients, right?
[05:03:00] Yeah. No, nothing really stopping us.
[05:03:02] That's we I think everybody's like we've
[05:03:06] been running this for 10 years, so
[05:03:07] everything's pretty good. We have like
[05:03:09] our SOPs and is it like we could always
[05:03:11] use more. So, I'm always see like what?
[05:03:15] All right. private
[05:03:17] type boom. Yeah,
[05:03:19] >> I gotcha. That totally makes sense. And
[05:03:23] uh also if uh let me ask from from the
[05:03:25] number of years you mentioned that
[05:03:26] you've been running the gym. Um you have
[05:03:30] a pre-existing database of past
[05:03:32] customers and prospect.
[05:03:34] >> Yeah, I think we have about 15,000
[05:03:37] >> uh email list. Yeah,
[05:03:39] >> that's huge. How do you uh how do you
[05:03:41] follow up with those leads?
[05:03:44] >> How do we follow up? Uh, I have a thes
[05:03:46] uh rep. She's full-time at the gym. She
[05:03:49] follows up through email, through text,
[05:03:51] and phone. That's what she does all day.
[05:03:54] >> I see. Gotcha. Gotcha. How big is the is
[05:03:57] the database again? You said uh 15,000
[05:04:00] or 1500. Sorry.
[05:04:02] >> 15,000.
[05:04:04] >> 15,000. Okay.
[05:04:07] Great uh demographic you have there. And
[05:04:11] uh right now you said you're not using
[05:04:13] any uh company or you're not running ads
[05:04:17] means you're not using any company to to
[05:04:19] help you go right now like any marketing
[05:04:20] agency. Just want to confirm.
[05:04:23] >> No, no, you're not. Okay, cool. All
[05:04:25] right. And with your current process, uh
[05:04:29] what what does your monthly revenue look
[05:04:31] like?
[05:04:34] >> Fluctuate between
[05:04:36] 80 to 90K.
[05:04:39] 80 to 90k.
[05:04:42] Okay. And uh what's your goal? Like
[05:04:44] where would you like numbers to be at?
[05:04:47] >> Uh I'm pretty sure we could double
[05:04:50] >> double around 180. Yeah.
[05:04:53] >> And
[05:04:55] uh that would be around let's say 180.
[05:04:59] So what the number specifically?
[05:05:04] Uh cuz right now we can still accept
[05:05:06] another 100 members and then we can
[05:05:08] still accept uh probably another 200 uh
[05:05:12] private training clients. Two to 300
[05:05:15] private training clients.
[05:05:16] >> Oh, make more money
[05:05:20] to to capitalize.
[05:05:22] >> Okay. Gota gotcha. Okay. All right.
[05:05:26] Well, this is a good information that
[05:05:27] you provided to me. Uh I'm going to go
[05:05:30] ahead and uh pass this over to uh my
[05:05:32] boss, Jacob. Jacob is actually the owner
[05:05:36] and founder of Gym Members Now, right?
[05:05:37] And at the same time, he's also
[05:05:39] responsible in creating developing this
[05:05:41] system at our own 43 gyms and studios.
[05:05:44] So, he should be able to walk you
[05:05:45] through how the system would have.
[05:05:48] >> Okay, so he's just closing out the
[05:05:49] appointment, but if we kind of look at
[05:05:51] it, there is definitely a couple things
[05:05:53] he could have done better here. But
[05:05:56] mainly, this person, this type of
[05:05:59] prospect is someone that sounds like
[05:06:01] they are doing decently well and they
[05:06:04] just want to do better, right? So not
[05:06:06] everyone you talk to is going to be in a
[05:06:08] very very critical situation and they're
[05:06:11] just curious about how to integrate AI
[05:06:13] into their business to grow it, right?
[05:06:15] And so there's nothing wrong with that.
[05:06:17] But he still could have done a better
[05:06:19] job at asking some additional questions.
[05:06:22] Okay? So he asked him what his overall
[05:06:24] revenue was. He didn't ask him what his
[05:06:26] operating expenses were. He could have
[05:06:28] asked, "Okay, revenue is 90k. What do
[05:06:30] your expenses look like? Our expenses
[05:06:32] are 70k. Okay. So, you're currently at
[05:06:34] 20K a month in profit. Yeah. And is that
[05:06:37] split between the three of you, the
[05:06:38] three of those directors? Yep. Okay. So,
[05:06:40] you're making around uh right $6,600 a
[05:06:45] month or something like that, right?
[05:06:47] Yeah, that's correct. And how long has
[05:06:49] that been the case, right? Like what did
[05:06:50] that look like the month prior? What did
[05:06:52] that look like three months ago? What
[05:06:53] did that look like a year ago? Right?
[05:06:55] Are they going up? Are they going down?
[05:06:57] Are they stagnant? And now that exposes
[05:07:00] the situation a little bit more, right?
[05:07:01] because he's like, "Oh, we're doing
[05:07:02] 90k." Well, we don't even know if he's
[05:07:04] making money. We also don't know if he's
[05:07:07] been trending down or if he's been
[05:07:09] stagnant. Possibly he's brought, right?
[05:07:11] But this would have been able to give us
[05:07:12] some more ammunition to make him have
[05:07:15] more of a reason to show up to the call,
[05:07:18] which obviously, you know, there's a lot
[05:07:20] of room for improvement in this call,
[05:07:22] but this guy still showed up inside
[05:07:24] that. Okay. So that's why I'm saying if
[05:07:28] you can follow this process to a tea and
[05:07:30] really dial it in, you can get much much
[05:07:32] better results. This should get you
[05:07:33] excited because I would probably rate
[05:07:36] rank that call,
[05:07:38] you know, probably like a four out of 10
[05:07:40] if I'm being uh a tough judge. I'd
[05:07:44] probably say like a three to four out of
[05:07:46] 10. Um so yeah, that's probably what I
[05:07:49] would say. He could have also done a
[05:07:50] better job here on on down. He only
[05:07:52] asked one question about the re
[05:07:54] reactivation in his database. He didn't
[05:07:57] ask any more about, okay, well, she's
[05:08:00] currently handling that. What type of
[05:08:01] results does she get doing that? How
[05:08:02] often is she calling those people? How
[05:08:04] often is she following up? Does she
[05:08:06] regularly text these people or is she
[05:08:07] just calling that? Or does she just send
[05:08:09] out an automated email every other month
[05:08:11] or every quarter? Like, what does that
[05:08:12] process look like? And more
[05:08:14] specifically, what type of results is
[05:08:15] that process yielding? and then asking a
[05:08:18] qualifying question of do you think that
[05:08:20] there's opportunity for improvement
[05:08:22] given the fact that that's all she's
[05:08:23] doing that that's all your process is
[05:08:25] producing with 15,000 leads that's a ton
[05:08:28] right he could have built a little bit
[05:08:30] more depth there he just asked one
[05:08:32] question which is the service level
[05:08:33] question you really want to chunk this
[05:08:35] down and go deep on it right in addition
[05:08:38] to that he didn't ask me anything about
[05:08:39] reviews referrals really anything else
[05:08:42] from that standpoint
[05:08:44] um which he could have done a much much
[05:08:46] better job He did get asked a little bit
[05:08:48] about his goals, right? But, you know,
[05:08:51] the guy said he wants to get to 160K
[05:08:54] and he didn't really ask the question
[05:08:55] of, you know, look, if you want to get
[05:08:57] if you want to double your business,
[05:08:59] right, to realistically make that
[05:09:01] happen, double your business, do you
[05:09:03] think the process you're currently
[05:09:05] leveraging is the process that's going
[05:09:08] to enable you to do that without
[05:09:10] changing anything? Right? And if the
[05:09:13] answer is yes, then you know if he if he
[05:09:17] had asked him that and he had said yes,
[05:09:19] which he probably would have, it
[05:09:20] probably would have made sense because
[05:09:22] he didn't say anything that would
[05:09:23] contradict that cuz my team member just
[05:09:26] didn't ask enough questions, right? If
[05:09:28] he had asked more questions along the
[05:09:29] lines of, "How long have you been at 90K
[05:09:31] a month? What does your profit look
[05:09:32] like? How long has that been the case?"
[05:09:36] he probably would have found out that
[05:09:38] this guy has made marginal growth bid
[05:09:40] stagnant or has gone back from where he
[05:09:43] used to be, right? So, um that's
[05:09:47] probably what he would have found out
[05:09:48] was then if he had said yes, that
[05:09:50] wouldn't have made any sense, right? He
[05:09:52] would have said no in that situation and
[05:09:54] said no. You know, we basically been
[05:09:56] here for the last year and haven't
[05:09:58] showed any signs of budget. You know,
[05:10:00] we're had to with where we're at because
[05:10:02] that was kind of the vibe he was giving
[05:10:03] off. you know, we're making money, but
[05:10:06] we haven't really grown the way I'd like
[05:10:08] to. I'd like to double in business, and
[05:10:10] we've been here for a year. So,
[05:10:12] obviously, something has to change,
[05:10:14] right? Which is really what we want to
[05:10:15] ask from there. Okay. So, now we will go
[05:10:19] into another one. And this guy was a uh
[05:10:24] this guy was a character. I will just
[05:10:26] say that much when I uh did this call.
[05:10:29] He was a very fun guy to talk to. Uh but
[05:10:32] he was a very difficult prospect and
[05:10:34] you'll kind of hear this one. Um it's
[05:10:37] just a good example for you to get an
[05:10:38] idea of a difficult prospect. Okay,
[05:10:42] we'll we'll run it
[05:10:58] slow.
[05:11:02] How's it going?
[05:11:04] >> Good. What can I do for you?
[05:11:06] >> Good. Hey, I'm calling you today, sir,
[05:11:08] because we help gym owners across the US
[05:11:10] right now add on an additional 20 plus
[05:11:12] new members in the next 30 days with our
[05:11:15] new chat GP4 plugin. And I wanted to
[05:11:18] show you how we could work and benefit
[05:11:20] YouTube business. So, I was wondering if
[05:11:23] you have some time later today or
[05:11:24] tomorrow for a 30-minut chat over Zoom.
[05:11:28] A chat GPT plugin is going to get me 20
[05:11:32] members.
[05:11:33] >> Yep. So, we'll be using this one with
[05:11:36] over 400 plus clients right now and 120
[05:11:39] gyms that we own and operate.
[05:11:41] >> Man, what type of gyms are they?
[05:11:44] >> We own 120 anytime fitness and base camp
[05:11:47] gyms
[05:11:49] and we offer a lot of training
[05:11:52] >> at that base gym.
[05:11:55] >> Yeah. 247 and personal training gym,
[05:12:03] >> right? So, do you have some time open
[05:12:05] today or tomorrow for a quick chat?
[05:12:08] >> No, I don't. And
[05:12:11] you know, you know, Jeremy, I go back
[05:12:13] and forth on this stuff because I
[05:12:15] dabbled in a little bit of, you know, I
[05:12:17] do a fair amount of marketing and
[05:12:19] advertising and uh
[05:12:22] >> Okay. Not too much on a on a chat GPT or
[05:12:25] an AI. I mean, we we play with it, but
[05:12:28] in terms of actually, you know, using
[05:12:29] that to lead, not as much. Um,
[05:12:34] I haven't seen great return. I've seen
[05:12:36] some really
[05:12:38] crappy consumers come out of that.
[05:12:41] Clients that are lower value, they're
[05:12:44] not who we're looking for.
[05:12:46] And, you know, and it's a little bit
[05:12:48] too, we we're more of a lifestylebased
[05:12:50] gym. We're a premium coachled group
[05:12:53] training facility. Um,
[05:12:55] >> okay.
[05:12:57] >> But we our front-end offers we I mean
[05:13:00] the lowest we like to go is $700, but we
[05:13:04] try and sell packages in the
[05:13:08] $2 to $6,000 range. And then when we're
[05:13:10] pulling folks
[05:13:12] off of, you know, we're interrupting
[05:13:15] their news feeds on the Inst.
[05:13:19] Hey, come and lose weight, do these
[05:13:21] things. I just the clientele that's
[05:13:24] coming in is not ready to buy that type
[05:13:26] of stuff. And I'm going to tell you too,
[05:13:28] now you can argue with the sales front.
[05:13:30] I'm a hell of a salesman. Now there, can
[05:13:32] I improve? Absolutely.
[05:13:34] But at the same time, the lead the
[05:13:38] quality of the leads is not there is
[05:13:40] what I've found in the past. So what
[05:13:42] makes your product different?
[05:13:45] Yeah, the the the difference with the
[05:13:47] product that we have is we actually have
[05:13:49] done this at our own gyms that we own
[05:13:51] and operate. So it's the the system that
[05:13:56] we have the way we run leads is battle
[05:13:59] tested already. Like I know it's it's
[05:14:02] it's
[05:14:03] >> I understand and I have no issue getting
[05:14:05] leads. I get plenty of leads. It's
[05:14:07] getting more qualified leads is what I'm
[05:14:10] I'm interested in. And now my
[05:14:11] understanding with the chatb chat GPG
[05:14:14] front is you get engagement with a lead.
[05:14:16] Mattal I don't have to service that
[05:14:18] lead. Correct. We can get AI to get in
[05:14:21] front of them and talk to them and book
[05:14:22] them.
[05:14:23] >> Correct. Exactly.
[05:14:26] >> And unless you can beat somebody that I
[05:14:29] say 15 to $20 an hour, couple hours a
[05:14:32] day to respond to leads, like no thanks.
[05:14:35] What we're doing works really really
[05:14:37] well. generating
[05:14:39] 150 beats a month
[05:14:42] 20% still. So,
[05:14:45] can we handle more than that? Maybe, but
[05:14:51] I don't have interest in now
[05:14:52] interrupting my system that I know works
[05:14:55] as well.
[05:14:57] >> Well, I'm not saying to really change
[05:14:58] your entire system. Just consider this
[05:15:00] like an add-on to what you have right
[05:15:03] now. You mentioned yourself you're only
[05:15:05] getting 20% of the sales process and
[05:15:08] >> only 20%
[05:15:11] and bottom end of funnel. So leave going
[05:15:13] in the tank all the way down to
[05:15:15] completely filled 20%. Yeah.
[05:15:18] >> Yeah. Exactly. I mean our our closing
[05:15:20] percentage right now is anywhere from 55
[05:15:23] to 60%.
[05:15:24] >> You own our own
[05:15:26] 60% of all the leads that you get coming
[05:15:29] in. Now that's an advertisement thing.
[05:15:32] Now does chat DPT offer advertisement
[05:15:34] option?
[05:15:36] >> No, it's just plainly like a nurturing
[05:15:39] process,
[05:15:41] right? But how we run leads ourself is
[05:15:45] way different because we don't run
[05:15:47] generic ads. We run like a a decagon
[05:15:50] method let that actually speaks directly
[05:15:53] to the demographics that we're looking
[05:15:55] at.
[05:15:56] >> Okay. So let's talk about the ads first.
[05:15:59] Becket. So, is your company are you guys
[05:16:02] do you have the ability to run ad
[05:16:04] campaigns for me as well?
[05:16:06] >> Absolutely, 100%.
[05:16:08] >> Okay. Okay. Now you now you got my
[05:16:10] attention because I I have dabbled in
[05:16:13] some other ones. I do it myself a lot. I
[05:16:16] don't freaking like doing it anymore. I
[05:16:18] hate making content. Listen, Jeremy,
[05:16:20] this morning I shot an ad that I'm going
[05:16:22] to edit dressed up as Richard Simmon
[05:16:24] because it's Halloween and it was my
[05:16:26] costume, but I thought I'd give it a go.
[05:16:27] Why not?
[05:16:28] >> Yes. that box a little bit. We'll see
[05:16:30] how it goes. Um, yeah, man. I'll get on
[05:16:32] the calendar with you guys to talk about
[05:16:35] advertising and taking over that side of
[05:16:37] things. And cool. You got you got a bolt
[05:16:40] on the do some lead nurture on the AI
[05:16:42] front. See if that integrates in with my
[05:16:44] system that I use for scheduling and
[05:16:46] booking and all. But
[05:16:48] >> uh,
[05:16:48] >> sure. Today, Thursday,
[05:16:51] Mars, Friday with that. What are you on?
[05:16:53] East Coast, West Coast. Where you at,
[05:16:55] Jeremy?
[05:16:56] >> Where? Where the East Coast? Eastern.
[05:16:58] What city you in?
[05:17:00] >> Uh Kentucky.
[05:17:02] >> Kentucky. Cool. You know where on?
[05:17:06] >> Not I I know that you're Eastern. Your
[05:17:08] number is in the Easter. East Coast.
[05:17:10] >> You didn't You didn't even look up the
[05:17:11] gym a little bit. Get a little backstory
[05:17:13] on it.
[05:17:16] >> Yeah. Uh you have something open
[05:17:18] tomorrow if not today?
[05:17:20] >> Yeah. How How early? No, not today. I
[05:17:23] got a tax meeting and I'm taking my my
[05:17:26] man. Um,
[05:17:29] >> how early can you go? Can you do 6:00
[05:17:31] a.m. 7 a.m.?
[05:17:33] >> Not that early, man. We start our day at
[05:17:37] 10:00 a.m. But we have some
[05:17:40] >> Yeah. So it down at 10. Come on. Get up.
[05:17:43] Let's hustle. Get him done. Move. Move.
[05:17:45] 10 o'clock. 10 o'clock workout time. And
[05:17:48] I I protect that hard. I could do 9:00.
[05:17:52] >> Yeah. Unfortunately, we we're kind of
[05:17:54] start at 10:00.
[05:17:56] >> Now, am I going to be talking with you
[05:17:58] or a sale, bro?
[05:17:59] >> No, you'll be talking with my with my
[05:18:01] boss, the owner of our company.
[05:18:03] >> Okay. And what's the name of the company
[05:18:05] again?
[05:18:06] >> It's Gym Members Now.
[05:18:09] >> Oh, you guys are Get out of here. You're
[05:18:10] gym members now. Holy [ __ ] You're not
[05:18:14] affiliated with
[05:18:16] >> No. No. No. We're not.
[05:18:19] >> I'm not getting on the phone with
[05:18:20] Horoszi, right? No, Rose is gone. I
[05:18:23] mean, he doesn't own gym locks anymore.
[05:18:25] >> I Well, I know, but
[05:18:29] >> Okay, so obviously that was a unique
[05:18:33] call. And one thing that my dad always
[05:18:36] says is everybody has a plan until
[05:18:39] bullets start flying. And this guy was
[05:18:43] firing off some heavy fire on Jeremy as
[05:18:47] he was trying to book the appointment,
[05:18:49] right? Okay. And so you kind of look at
[05:18:50] this whole process and what happened. It
[05:18:52] kind of got thrown out the window. But
[05:18:55] really what ended up happening is this
[05:18:57] guy just came in super hot on the
[05:18:59] offensive. You know, basically saying
[05:19:01] like, "Look, nope. I don't have any time
[05:19:03] to talk. I don't want to talk. This
[05:19:05] sounds like a gimmick. You know, I'm not
[05:19:07] really interested." But Jeremy kept
[05:19:09] pressing it and kept going into it
[05:19:12] trying to find opportunities to make him
[05:19:14] recognize that this is something that
[05:19:16] could get him better results than what
[05:19:18] he's been doing. Right. And ultimately
[05:19:20] what ended up happening here is he was
[05:19:23] asking him, you really kind of went into
[05:19:25] these doubt-based questions and he was
[05:19:27] asking him some stuff about how he was
[05:19:29] doing his marketing
[05:19:31] and really what that looked like. And he
[05:19:33] ultimately ended up saying, "I'm doing
[05:19:35] my own marketing. I don't like doing my
[05:19:37] own marketing and I think it'd be better
[05:19:39] if someone else is doing it." And that's
[05:19:41] what ultimately got him a little bit
[05:19:43] interested, right? To end up booking an
[05:19:44] appointment and actually speaking with
[05:19:46] us. So uh just a good example of you
[05:19:49] know how conversations can go. But if
[05:19:53] you know this process then you can ask
[05:19:56] questions based around creating
[05:19:59] leverage. Leverage to get you some type
[05:20:03] of foothold to give them a reason to
[05:20:05] want to book an appointment to need your
[05:20:07] halt. Right? And that's ultimately what
[05:20:09] he ended up saying is you know this this
[05:20:11] sounds like something that I could be
[05:20:12] interested in. And I vividly remember
[05:20:14] this sales call with him and I was able
[05:20:16] to sign him up and even kind of mess
[05:20:18] around with him because he's a really
[05:20:20] good guy. He's just, you know, he's been
[05:20:22] around the block. He's worked with a
[05:20:23] couple people that didn't get him very
[05:20:25] results and, you know, he's a little bit
[05:20:27] skeptical, which is fine, right? Because
[05:20:30] if this process can close people like
[05:20:32] him that are very skeptical, it means
[05:20:34] it's going to close the majority of the
[05:20:35] people very, very easily, very
[05:20:38] effortlessly. Okay? So that's why I kind
[05:20:40] of wanted to play that one. And what
[05:20:42] we'll do from here is we will play one
[05:20:45] more call and uh that way you guys just
[05:20:48] have a good idea of kind of what this
[05:20:49] looks like. And this next call is more
[05:20:51] of a standard type of prospect that you
[05:20:54] would run into. Very half eagle lucky
[05:20:57] guy. Um it's like a big meat head, super
[05:21:00] nice guy. Um but I'll just go ahead and
[05:21:02] play this one.
[05:21:12] Good afternoon, M.
[05:21:15] Daniel with gym members now.
[05:21:17] >> What's up, Daniel? How are you?
[05:21:18] >> Good, good. How are you? How was your
[05:21:20] holiday weekend?
[05:21:23] >> Relaxing. Uh, ate entirely too much like
[05:21:26] most of the the population, I'm sure.
[05:21:29] Still recovering, but
[05:21:31] >> I take the same. I take the same. I I
[05:21:33] too much turkey for sure. For sure. So,
[05:21:36] yeah, we were going back and uh forth
[05:21:38] with the fact. I'm glad this is a good
[05:21:40] time to reach out. I just wanted to go
[05:21:43] over some information before your your
[05:21:45] call with Jacob, the owner.
[05:21:48] >> Sure.
[05:21:48] >> Is the time for you?
[05:21:50] >> Yeah.
[05:21:51] >> And so, this was just an auto booking
[05:21:53] that they were reached out to to try and
[05:21:55] set up a call to do this set setter
[05:21:57] appointment. And so, that's exactly
[05:21:59] what's happening.
[05:22:00] >> Perfect. And you already booked that
[05:22:02] meeting for tomorrow, correct?
[05:22:04] >> Yes. Awesome. Awesome. Did you get that
[05:22:06] link already
[05:22:09] >> uh to join? Yeah, I did.
[05:22:10] >> Awesome. Awesome. So, yeah, I just had
[05:22:12] to go over some information. Uh, as you
[05:22:14] know, Jacob is the owner of the company.
[05:22:18] He will be meeting with you. Just have
[05:22:20] to ask you some free questions just to
[05:22:22] get you set up uh with that for that
[05:22:24] call right tomorrow. Sound good?
[05:22:28] >> Yes.
[05:22:28] >> Perfect. So, right now in the gym, what
[05:22:30] has been your biggest challenge?
[05:22:34] Excuse me. Well, honestly, uh it's been
[05:22:38] uh me stepping outside of it. Uh
[05:22:43] um we were cruising right along, you
[05:22:46] know, averaging about 50 55k per month
[05:22:49] and I stepped away uh to pursue a few
[05:22:52] other endeavors, but it was uh pretty
[05:22:55] shitty timing on my part cuz my partner
[05:22:58] was
[05:22:59] [Music]
[05:23:01] basically just put a torch to the
[05:23:03] business. But um I I love I love our gym
[05:23:07] uh and I wanted to keep it going.
[05:23:10] Um, I've been running ads, doing things
[05:23:14] like that. In fact, I'm sure you're
[05:23:15] familiar with Gym Launch and Almozy.
[05:23:19] Uh, we were the the seventh gym when you
[05:23:22] started Gym Launch. So, we uh we got a
[05:23:25] lot of good stuff out of that. And, uh,
[05:23:28] you know, for the most part, I always
[05:23:29] ran our ads. We did good, scaled up
[05:23:31] pretty good, but then, like I said, uh,
[05:23:34] I stepped aside and, um, it it kind of
[05:23:37] all just went to [ __ ] So, right now
[05:23:38] we're kind of like we're rebuilding. Uh
[05:23:42] I think we dropped to like like lit and
[05:23:45] I'm not even joking here. I think we
[05:23:47] dropped to like 12 members at one point
[05:23:50] >> and uh over the past Oh my god. No, we
[05:23:53] did.
[05:23:54] >> Look, I uh I was come I I I was Yeah, I
[05:23:58] was coming out of my pocket every month
[05:23:59] for for about 18 months
[05:24:02] >> uh just to keep it going. Uh but we
[05:24:05] slowly built it up over the past six
[05:24:07] months. You know, we're right around uh
[05:24:11] I don't know, we're we're we're under a
[05:24:13] 100 members still, but we but we've
[05:24:15] steadily built it back up.
[05:24:16] >> Okay.
[05:24:17] >> Um
[05:24:17] >> good. So, you have a good lead base,
[05:24:19] right? You just need what? Lead
[05:24:20] nurturing mostly,
[05:24:23] >> you know? Really? Yeah. Uh that's that's
[05:24:25] kind of what it boils down to. That's
[05:24:27] just the the most time consuming part
[05:24:29] and nobody likes to do that [ __ ] if I'm
[05:24:31] >> correct. Correct. Correct. Yeah, it
[05:24:33] makes sense, right? So, we will dive
[05:24:34] into that in just a second, but just so
[05:24:36] I can get a I can get a layout of the
[05:24:39] gym. What type of gym do you own?
[05:24:41] >> So, we're got a 5,000 foot facility.
[05:24:46] >> Okay. Have you run any groups or one-on-
[05:24:48] ones or both?
[05:24:50] >> Just group. Just group right now.
[05:24:53] >> Okay. And uh how long have you been in
[05:24:56] business for?
[05:24:57] >> Uh since uh February 3rd of 2015. So
[05:25:01] going on 10 years.
[05:25:03] >> Okay. And are you the only owner right
[05:25:05] now?
[05:25:06] >> No, I have a partner.
[05:25:08] >> Okay.
[05:25:09] >> My brother is my partner.
[05:25:11] >> No.
[05:25:12] >> Okay. Good. Good. And are you do you
[05:25:14] have any trainers in house or
[05:25:16] contracted?
[05:25:18] >> Uh my brother's the head coach and we
[05:25:20] have two other trainers.
[05:25:22] >> Okay.
[05:25:24] >> Everybody's 1099. Our trainers are 1099.
[05:25:28] >> Okay.
[05:25:30] And you have a couple trainers on the
[05:25:32] 1099.
[05:25:33] >> Yes.
[05:25:34] >> Okay.
[05:25:37] >> 1099. Okay. Perfect. All right. So,
[05:25:40] getting back to that um that initial
[05:25:42] challenge um and before I get to that,
[05:25:45] what are you charging per month for your
[05:25:47] services right now?
[05:25:48] >> We've got three tiers. um who's got a
[05:25:51] 129, a 169, and a
[05:25:53] >> and remember, he's just going through
[05:25:55] some basic business info right now
[05:25:57] because he's qualifying the lead to make
[05:25:58] sure that they're a fit for us. But more
[05:26:02] likely for your situation, this is not
[05:26:03] something that you're going to need to
[05:26:04] go through at least initially up until
[05:26:07] you really find what type of customer
[05:26:10] like a very specific specifics around
[05:26:13] how they run their business, you know,
[05:26:15] what type of customer you want to work
[05:26:16] with based around be making the most
[05:26:18] money from and who you enjoy working
[05:26:20] with most that you get the best results
[05:26:21] for, right? Okay. And so that's why he's
[05:26:22] asking these questions right now is
[05:26:24] because we've figured out over the
[05:26:27] course of time what gyms we get the best
[05:26:29] results for which ultimately leads to us
[05:26:31] having more fun, making more money, and
[05:26:34] just building a much more profitable
[05:26:36] business.
[05:26:37] >> In a 219,
[05:26:39] uh the bulk of our memberships are in
[05:26:41] that 169 category.
[05:26:43] >> Okay. 169 is the most basic.
[05:26:46] >> Yes. Well, it's it it's the middle tier.
[05:26:49] We've got a a 129, but that's uh only
[05:26:52] three classes per week and no perks.
[05:26:55] >> Okay, gotcha. Perfect. All right, so
[05:26:57] going back to that initial challenge,
[05:26:59] what have you been doing to get more
[05:27:01] people in your door for the last, say, 3
[05:27:02] months?
[05:27:04] >> We run ads
[05:27:06] >> on Facebook and Instagram.
[05:27:08] >> Yep.
[05:27:09] >> Okay. And do you have a company working
[05:27:11] right now that's uh helping you market?
[05:27:14] >> No, I uh for the most part I've been
[05:27:16] doing it. Okay. And with that um so I
[05:27:21] can get a full picture with that current
[05:27:23] process if we reverse engineer it. How
[05:27:25] many people did you sign up uh this last
[05:27:27] month?
[05:27:28] >> Uh last month we actually shut it down.
[05:27:30] Um but we average when we're when we're
[05:27:34] running ads we average uh so we probably
[05:27:37] bring in
[05:27:39] about 15 on a front-end deal which is
[05:27:42] somewhere anywhere between you know 320
[05:27:44] to 800 bucks. And then we convert about
[05:27:48] 82% into memberships on the back end. So
[05:27:52] about
[05:27:54] Yeah. Yeah. We I mean and it's a steady
[05:27:56] process, but it's we're looking for
[05:27:59] something different.
[05:28:01] >> Okay. So, just to be clear, did you say
[05:28:03] last month you shut it down?
[05:28:05] >> Yeah. Yeah. We we didn't run early on
[05:28:07] last month.
[05:28:09] >> Yeah. We're we're wanting to get going
[05:28:10] again. We shut it down last month. uh we
[05:28:13] we brought some people in uh and we just
[05:28:15] really wanted to concentrate on
[05:28:17] fulfillment and like I said, we're
[05:28:18] rebuilding all our processes. So, we
[05:28:20] didn't want to be bringing in, you know,
[05:28:22] a ton of people while still doing that.
[05:28:24] So, last month we we really just focused
[05:28:27] on uh fulfillment and and developing our
[05:28:30] SOPs.
[05:28:31] >> Gotcha. Gotcha. So, no revenue this last
[05:28:33] month, correct? Because you're you're
[05:28:36] currently not not operating.
[05:28:39] No, we shut down our ads, not our gym
[05:28:42] with the ads. That's what I thought.
[05:28:43] >> Yeah. So So
[05:28:44] >> yeah. So So we didn't we didn't add any
[05:28:47] new I mean we still added like 95 people
[05:28:49] organically, but nothing off of paid
[05:28:51] traffic.
[05:28:52] >> And before that you said you were
[05:28:54] averaging around 15 per month, correct?
[05:28:56] 15 year. And where do you want to be at
[05:28:59] for for members that you want to bring
[05:29:01] in for every
[05:29:02] >> You know,
[05:29:04] we've been all the way up to 250.
[05:29:08] um- which which was nice, but it was
[05:29:10] more of a vanity metric because we ended
[05:29:13] up paying more and and we weren't our
[05:29:16] profit margin wasn't as good. But I I'd
[05:29:18] like to I'd like to be somewhere between
[05:29:20] that 150 and potentially 200 mark. Um,
[05:29:25] >> and that's where it was at the 55k a
[05:29:27] month. That's when you were revenue that
[05:29:28] amount.
[05:29:30] >> Yeah. Yeah. open. And before you shut
[05:29:32] down, how much uh were you revenueing?
[05:29:35] >> Before we shut the ads down. Yeah.
[05:29:38] Monthly
[05:29:39] >> about I think we're like 20. I mean,
[05:29:42] we're still we're still making that.
[05:29:44] Just because we're not running ads
[05:29:45] doesn't mean we're not making money,
[05:29:46] >> correct? Yeah. So, you're at 20K, but is
[05:29:49] that breaking you even or you're still
[05:29:51] making a profit?
[05:29:52] >> We're making a little bit of money at
[05:29:54] that. You know, we keep our expenses
[05:29:56] down. Our profit, we've been pretty
[05:29:57] smart with our our our spare. Good.
[05:30:00] Good. Yeah. So, definitely definitely I
[05:30:02] hear you there. How long has this been
[05:30:03] going for since uh the problem with your
[05:30:06] partner back in the day?
[05:30:08] >> [ __ ] like three years.
[05:30:09] >> Three years.
[05:30:11] >> Okay.
[05:30:11] >> Yeah.
[05:30:12] >> Yeah. For sure. For sure. Yeah. We we
[05:30:14] definitely um I'm going to notate this
[05:30:16] exactly um for Jacob, right? So he can
[05:30:19] know what to do in order to get you back
[05:30:21] to where you were and even better.
[05:30:23] Right. For sure. Okay. Perfect. So I
[05:30:26] have you set up with uh Jacob.
[05:30:30] Okay. So, if I were to rate this call, I
[05:30:34] would probably give it a three out of
[05:30:37] 10. So, like I said, based off this,
[05:30:40] this should get you very excited because
[05:30:43] this just goes to show what can happen
[05:30:44] when you don't even run the process
[05:30:46] effectively, right? There's it's not
[05:30:49] that difficult to really make this work.
[05:30:52] But again, this process right here is so
[05:30:55] that you guys know exactly what perfect
[05:30:58] looks like. Cuz if you run this to a tea
[05:31:01] and you really really go through this
[05:31:02] whole process right here, you're going
[05:31:04] to have people that show up to the calls
[05:31:06] and sign up at a very very high rate.
[05:31:08] Okay? Whenever I would do these calls,
[05:31:10] which I very very rarely did, but
[05:31:11] whenever I would,
[05:31:14] if I got a hold of the person, I would
[05:31:16] sign them up because what would end up
[05:31:18] happening is I would have about a 20 to
[05:31:20] 30 minute long conversation with them.
[05:31:22] Right? These conversations were in
[05:31:23] between like 10 to 15 minutes. I would
[05:31:26] end up having like a 20 to 30 minute
[05:31:28] long conversation with them where I
[05:31:30] really got right into it. Right? You
[05:31:32] could hear a lot of this, you know, just
[05:31:35] some back and forth, some unnecessary
[05:31:37] conversation, some business
[05:31:38] qualification, which like I said for you
[05:31:40] is going to be redundant. But I would be
[05:31:43] digging into their stuff right here. I'd
[05:31:45] be getting clear on what his profit was.
[05:31:46] I'd be getting clear on, you know, what
[05:31:48] it's been like for the past, what that
[05:31:50] what that's how that's impacted him
[05:31:52] ultimately, what he's been doing
[05:31:54] specifically around all of these things
[05:31:56] here. Um, and then again outlining these
[05:31:59] goals and then asking him the the killer
[05:32:01] question of like realistically if you
[05:32:03] don't change these things, your current
[05:32:05] strategy in place to fix the problem you
[05:32:07] have, do you think you're going to be
[05:32:08] able to get to where you want to get
[05:32:09] with business, which would have
[05:32:10] obviously been a no, right? So, there's
[05:32:14] just a ton of opportunity to improve the
[05:32:16] process. Obviously,
[05:32:20] this is it. You just need to follow this
[05:32:22] process right here, which I've gone over
[05:32:23] with you. But even if you don't do a
[05:32:25] great job of it, you can still get
[05:32:27] really, really great results, right? And
[05:32:29] so since you're more than likely gonna
[05:32:31] be handling it, there's absolutely no
[05:32:33] excuse for you to not be able to follow
[05:32:36] this process to a tea. Okay? And this is
[05:32:39] really the make or break section, right?
[05:32:41] Like it's right here. These three things
[05:32:44] right here, right? The diagnosing of the
[05:32:46] problem, building out, then identifying
[05:32:48] their goals. That is really where the
[05:32:50] magic happens in getting people to show
[05:32:53] up and sign up at a very high rate
[05:32:54] because this is where you get them to
[05:32:55] recognize they've got a really big
[05:32:57] problem. What they're doing is not going
[05:32:59] to fix the problem and then where they
[05:33:00] want to get is not going to be able to
[05:33:02] happen if they don't use a new strategy
[05:33:05] or a new solution to fix the problem
[05:33:08] that's different from what they've been
[05:33:09] doing. Right? So, I hope that this one
[05:33:12] really really helped. Like I said, this
[05:33:14] is a very very important one for making
[05:33:17] your ads convert. There's absolutely no
[05:33:19] reason why you can't get your ads on,
[05:33:21] get this running, and start signing up
[05:33:23] your first clients extremely soon. So,
[05:33:26] just remember that even if you don't run
[05:33:27] this process to a tea, you can still
[05:33:29] have a lot of success. But if you do,
[05:33:31] which you have no excuse for not doing,
[05:33:33] you should be able to really make a very
[05:33:36] big return on the money that you do
[05:33:39] invest. So, I will see you in the next
[05:33:40] module and we will go from there.
[05:33:48] Welcome to the step-by-step sales
[05:33:51] process breakdown video. In this video,
[05:33:55] I'm going to be breaking down for you
[05:33:57] some sales principles to start so that
[05:34:00] you have a good foundation and you
[05:34:02] actually understand what the goal of the
[05:34:05] sales process is throughout it. you
[05:34:07] actually understand it and not only just
[05:34:10] understand it from a point of view of
[05:34:11] knowing what to say, but you actually
[05:34:13] understand why you're doing what you're
[05:34:15] doing and why it is set up in the way
[05:34:17] that it's set up so that you can
[05:34:18] actually comprehend what I'm telling you
[05:34:20] and then put it into action. Okay. In
[05:34:22] addition to that, this is a sales
[05:34:24] process that I have personally used to
[05:34:27] close at over 51%. Okay, on hundreds and
[05:34:31] thousands of appointments. It's
[05:34:33] something that I've refined over the
[05:34:35] last seven years now of doing this,
[05:34:37] literally just doing one-on-one Zoom
[05:34:39] calls with local business owners,
[05:34:40] selling this offer and selling
[05:34:43] variations of this offer. And obviously
[05:34:46] through doing that, I've become very,
[05:34:47] very good at it. But it didn't happen,
[05:34:50] you know, by chance. It didn't happen
[05:34:51] overnight. It was something that took me
[05:34:52] a very long time to figure out and it
[05:34:55] took me a lot of money as well. So, for
[05:34:57] a little bit of context, I actually
[05:34:59] invested over $70,000 into sales
[05:35:02] training to perfect this process. And
[05:35:05] this was four years in to me being very
[05:35:08] good with having built my own process,
[05:35:10] but I just wanted to have more of a
[05:35:12] foundation and more of a system so that
[05:35:15] I could teach it to other people and
[05:35:16] really get myself out of sales. And so,
[05:35:19] that's what I was able to do. And with
[05:35:21] this process, I was able to get a team
[05:35:24] member of mine to be closing at over 40%
[05:35:26] this year alone. So you can see these
[05:35:28] numbers right here. And what this
[05:35:29] represents is 2025. This was me in 2024
[05:35:33] because I haven't done sales now in a
[05:35:35] while, over a year. But this is just
[05:35:38] proof that this process can it's not
[05:35:41] something that's special to me, right?
[05:35:42] And that's something that's very very
[05:35:44] important. It's not like this is my
[05:35:45] unique process that only I can use that
[05:35:49] only I know. It's a super simple process
[05:35:51] that anyone can learn if you learn the
[05:35:55] right way and if you decide that you're
[05:35:57] going to learn it right because whenever
[05:36:00] you're learning something new it's going
[05:36:01] to take a little bit of time. It's going
[05:36:02] to take some repetition. It's going to
[05:36:04] get take some getting used to and so
[05:36:06] this is nothing this is no different
[05:36:08] than that. Okay. But again, my point in
[05:36:11] sharing that is the fact that if someone
[05:36:13] else on my team can close at almost the
[05:36:16] same rate as me, that means that this is
[05:36:19] a process you can take and do just as
[05:36:21] good as them and potentially just as
[05:36:23] good as me if you really put enough
[05:36:25] effort and and time into learning it.
[05:36:27] Okay. So,
[05:36:29] like I said, first thing we're going to
[05:36:30] be going over are the principles. And
[05:36:33] then from there, I'm going to be
[05:36:34] breaking down for you the exact process
[05:36:37] step by step. Okay? Okay, so it's a
[05:36:39] sevenstep sales process that I go
[05:36:40] through. But really what we're looking
[05:36:42] at right now, like I said, are just some
[05:36:44] principles. And the number one thing is
[05:36:45] this. What you don't want to do is this.
[05:36:48] You don't want to go through this guide
[05:36:50] and then start running ads before you've
[05:36:53] really gone through this a couple times
[05:36:55] and you really understand what you're
[05:36:57] doing before you get on a call with
[05:36:59] someone. Okay? There's no question that
[05:37:01] getting reps and actually getting real
[05:37:03] experience is going to teach you a ton.
[05:37:06] There's no question about that. But that
[05:37:09] doesn't mean that you can't prepare
[05:37:10] yourself ahead of time before you start
[05:37:12] spending money to make sure that you
[05:37:15] increase your odds of success. Right?
[05:37:17] And what I'm giving you in this in this
[05:37:19] free guide is my process breaking it
[05:37:23] down and then in in later parts of this
[05:37:26] guide, I am literally showing you me
[05:37:29] closing people on the spot on live sales
[05:37:32] calls. And then I'm breaking down the
[05:37:35] sales process that I'm going to go
[05:37:36] through. So, I'm breaking it down live
[05:37:38] while I'm closing up, right? So, there's
[05:37:40] no reason why you can't get yourself to
[05:37:42] be at a point where you could actually
[05:37:44] follow this process once you actually
[05:37:46] hop on a call with someone so that you
[05:37:48] can close them using my sales process,
[05:37:51] which will get you a very very good
[05:37:53] result because these these numbers came
[05:37:56] the exact way that I'm teaching you to
[05:37:59] do it to this guy. All right, these
[05:38:00] people are coming from Facebook ads.
[05:38:02] Some of them are coming from cold
[05:38:03] calling, which is way more difficult to
[05:38:05] close than a Facebook ad. Because when
[05:38:07] you're cold calling someone, you're
[05:38:09] calling them. They're not coming to you.
[05:38:11] When you're running a Facebook ad,
[05:38:12] they're coming to you. You're placing an
[05:38:14] ad and they're opting into it and
[05:38:16] showing that they're interested. Right?
[05:38:18] So, this is a blend of ads and cold
[05:38:21] calls, which, you know, in this guide,
[05:38:23] I'm only showing you how to run ads
[05:38:24] because that's where we're getting a
[05:38:26] very, very good cost per acquisition,
[05:38:28] and it's just the easiest thing to do.
[05:38:30] And I won't be surprised if you follow
[05:38:32] my process and you're able to get leads
[05:38:34] for as little as $10 to five dollars.
[05:38:36] Okay, that's how effective and dialed in
[05:38:38] our process has become that I'm going to
[05:38:40] share with you in this entire guide.
[05:38:42] Okay, so really what this comes down to
[05:38:44] is this. When you don't have a sales
[05:38:46] process, if you don't do what I just
[05:38:47] told you to do and you go into sales
[05:38:50] calls and you start running ads, you
[05:38:51] incorporate what I'm telling you, you're
[05:38:52] going to get appointments. Guarantee
[05:38:54] you're going to get leads, you're going
[05:38:55] to get appointments, and you're going to
[05:38:56] speak to business owners. If you do not
[05:38:59] have this process dialed in, this is
[05:39:01] what it's going to feel like. Okay? It's
[05:39:03] gonna feel a little bit like this. It's
[05:39:05] going to feel stressful because you
[05:39:06] don't know what you're doing. It's going
[05:39:08] to feel scary because you're now on the
[05:39:10] spot where you have someone looking at
[05:39:11] you dead in the eyes going, "How you
[05:39:13] going to help me?" Right? And not only
[05:39:15] are they looking at you dead in the
[05:39:16] eyes, but they know that you're going to
[05:39:18] ask them for money. Right? So, that
[05:39:20] means that they might be a little bit
[05:39:21] skeptical. They might be a little bit
[05:39:24] unsure of you. And because of that, it
[05:39:27] might it might make it a little bit
[05:39:28] scary for you if you don't know what to
[05:39:30] say. Okay? And in addition to that, it's
[05:39:33] not fun, right? When you go into a high
[05:39:35] pressure situation like that, it's only
[05:39:38] high pressure if you don't know what
[05:39:39] you're doing, right? If you know what
[05:39:41] you're doing, it's a lot of fun. But if
[05:39:44] you don't know what you're doing and
[05:39:45] you're on the spot and you're stressed
[05:39:47] out and you're scared and you're in the
[05:39:49] corner, not sure what to do, no one's
[05:39:52] there to help me help you. It's just you
[05:39:54] and the other person, right? You've got
[05:39:55] to figure it out. That's not a fun spot
[05:39:57] to be in, right? Thinking on the spot,
[05:40:00] questioning yourself, thinking, should I
[05:40:01] say this? Should I say that? I'm not
[05:40:03] really sure. I've been there. It sucks.
[05:40:05] Okay, that's where the anxiety creeps
[05:40:07] in. And that's where, hey, you you
[05:40:09] really want to jump off the call. Okay,
[05:40:11] so it's not fun and it becomes very,
[05:40:14] very difficult. Okay, so this is really
[05:40:16] what it looks like when you don't have a
[05:40:18] process, right? It's almost like you
[05:40:20] have a blindfold on and you're just
[05:40:22] throwing darts at the wall because
[05:40:23] you're just you're saying things hoping
[05:40:25] that it's going to land, hoping that
[05:40:27] it's going to get the result that you're
[05:40:29] trying to get, but it just doesn't
[05:40:31] right. And especially if you've never
[05:40:33] done this now, you're really throwing
[05:40:35] darts at a a board with a blindfold on,
[05:40:38] potentially even not throwing it at the
[05:40:40] right wall because you've never done it.
[05:40:42] You have so few reps that you have
[05:40:44] literally no knowledge or experience for
[05:40:47] this task that you're trying to do. and
[05:40:49] become competent at doing. Okay? So, my
[05:40:53] point in saying that is just don't put
[05:40:55] yourself in the spot. I'm giving you
[05:40:57] everything you need to mitigate this and
[05:40:58] avoid this. Okay? So, just don't do that
[05:41:01] because if you do, that's what it's
[05:41:03] going to feel like. All right? Now, if
[05:41:06] you do, it's the complete opposite.
[05:41:08] Right? When you know what you're doing,
[05:41:10] you you have a very clear target and it
[05:41:13] makes it much easier to drill the target
[05:41:14] right in the center. Okay? The fact that
[05:41:17] I was able to close over 51% of people I
[05:41:20] spoke with that came from cold ads and
[05:41:22] cold calls is absolutely insane. These
[05:41:24] were people that had no prior idea of
[05:41:27] what my business was or anything like
[05:41:29] that. They didn't know what gym members
[05:41:30] now was. They came into the call going,
[05:41:32] "I saw this AI thing. I'm a little bit
[05:41:35] skeptical, but tell me what you can do."
[05:41:36] Right? And you'll see that in these
[05:41:38] calls that I sign people up on. And you
[05:41:40] you probably uh I think I've already
[05:41:42] gone through it in the guide at this
[05:41:43] point. You've probably already heard it
[05:41:45] even in the setting appointments when
[05:41:46] some of my team were setting leads for
[05:41:49] me to close, right? So, these are not
[05:41:51] people that are aware of my business.
[05:41:53] You're operating under the exact same
[05:41:55] circumstances that even my business
[05:41:57] does. Even though we've been in business
[05:41:59] for over seven years now, and we've
[05:42:01] worked with over 1,800 businesses, the
[05:42:03] people that are coming to the calls saw
[05:42:05] an ad, it caught their attention, they
[05:42:07] opted in, and that's it. They more than
[05:42:09] likely didn't look my business up. And
[05:42:11] if they did, that happens very, very
[05:42:13] rarely. Right? So, the fact that someone
[05:42:15] on my team has been able to do it almost
[05:42:18] as good as me, again, just shows that
[05:42:20] this process is very, very dialed in.
[05:42:22] And if you just take it and clone it and
[05:42:25] copy it and make it your own, there's no
[05:42:27] no reason why you can't recreate those
[05:42:29] results. And I'll tell you this, when
[05:42:31] you get good at something like this, it
[05:42:34] becomes a ton of fun. If you've ever
[05:42:36] gotten good at anything, if it was
[05:42:38] school, if it was getting good grades on
[05:42:40] tests, if it was getting good at a
[05:42:42] sport, if it was, you know, making
[05:42:45] people laugh, if you've ever got really
[05:42:47] good at intellectual, physical,
[05:42:51] emotional things, it's a ton of fun
[05:42:53] because you're making progress and
[05:42:55] you're getting better. And then when you
[05:42:56] get really good, you feel like an
[05:42:58] expert. You almost feel like you were
[05:42:59] made to do that thing. Okay, so that is
[05:43:02] what it feels like when you can take
[05:43:04] this process and run with it. And then
[05:43:06] obviously, you know, when you have a
[05:43:08] process where you can put a dollar in
[05:43:10] and make $10 out of it, which is what
[05:43:12] I'm showing you how to do in this guy,
[05:43:14] that's even more fun because now endless
[05:43:17] possibilities open up in your life. Now
[05:43:19] you can start visualizing what life
[05:43:21] truly could be like and what you
[05:43:23] probably know life should be like and
[05:43:26] feel like and what you've always wanted
[05:43:27] it to end up like, right? because now
[05:43:30] you you literally have figured out a way
[05:43:32] to build a profitable business with one
[05:43:34] of the most powerful things that
[05:43:36] mankind's ever created, which is AI.
[05:43:38] Okay, so that's very important. Taking
[05:43:41] it a step further from this, really what
[05:43:46] sales is is nothing but creating a big
[05:43:50] big gap between the person that you're
[05:43:52] speaking with and building tons and tons
[05:43:55] of tension around
[05:43:57] the way that they're currently solving
[05:43:59] their problems knowing that you're going
[05:44:00] to be able to solve them differently.
[05:44:02] Okay? So, that's really all we're doing.
[05:44:04] And because of that, what we're doing is
[05:44:06] what we what we really want to do
[05:44:08] ideally to just distill this down and
[05:44:10] boil it down into its simplest parts so
[05:44:13] that you can always remember it is this.
[05:44:15] All we're trying to do is clearly
[05:44:19] identify what the person on the other
[05:44:21] end's current situation looks like and
[05:44:23] get them to recognize that it's not a
[05:44:26] good situation. Right? If you think of
[05:44:28] heaven and hell, the dual duality of
[05:44:31] that, hell is obviously very bad. Heaven
[05:44:34] is bliss, right? It's it's incredible.
[05:44:37] So, we want them to recognize that their
[05:44:39] current situation is not good. And we
[05:44:41] want them to identify and articulate to
[05:44:44] us what their desired situation is. And
[05:44:46] then what we want to do from there,
[05:44:48] there's a big big gap in between then
[05:44:50] and there is we want to
[05:44:53] tell them that our process to take them
[05:44:56] from their current situation to their
[05:44:57] desired situation is very very seamless.
[05:45:00] And it's almost like a straight line
[05:45:02] where it's easy and fun and then we want
[05:45:05] to make it out to look like what they're
[05:45:07] currently doing to get to where they
[05:45:09] want to get because they are trying to
[05:45:11] change their situation, right? All
[05:45:13] businesses are trying to do better than
[05:45:14] they're currently doing. All people are
[05:45:16] trying to do better than they're
[05:45:17] currently doing. And that is what sales
[05:45:19] is, is to get somebody to buy something
[05:45:21] to change their state or change their
[05:45:24] current situation to get a new desired
[05:45:26] outcome. Okay? And so that's all we're
[05:45:28] really doing. And we want to make them
[05:45:30] realize that the current strategy or the
[05:45:33] current solution that they're currently
[05:45:35] leveraging to change their situation to
[05:45:37] go from here to there is bumpy. We want
[05:45:40] them to recognize that it's not the
[05:45:42] ideal path to get there. And so that's
[05:45:45] all that this is showing is that it's
[05:45:46] jagged. It goes up, it goes down, it
[05:45:48] goes backwards. It's not the most
[05:45:51] efficient path to go from where they're
[05:45:53] at now to where they want to get. But
[05:45:56] what we're going to tell them to do is,
[05:45:58] and along the way, there's going to be
[05:46:00] objections that do pop up. But what we
[05:46:03] want to do, and what I'll explain to you
[05:46:04] throughout the sales process, is we want
[05:46:06] to mitigate
[05:46:08] objections from coming up as much as
[05:46:11] possible prior to actually pitching
[05:46:14] them. Okay? So, there's a way that you
[05:46:17] can go about having a conversation with
[05:46:18] somebody when you're trying to sell them
[05:46:20] something where you can eliminate any
[05:46:22] objections from coming up because you do
[05:46:24] the work on the initial part of the call
[05:46:27] so that you don't have to handle
[05:46:28] objections at the end. Somebody who's
[05:46:31] great at getting people to take action
[05:46:34] and see their side of things, someone
[05:46:36] who's great at sales is somebody that
[05:46:38] can drop the offer on them at the end
[05:46:41] with absolutely no hesitation from the
[05:46:44] person they're talking to. So all that
[05:46:46] means is they tell them the price, they
[05:46:48] tell them the conditions, they tell them
[05:46:50] the circumstances, and they say, "I'm
[05:46:53] ready to get started." because you've
[05:46:55] already eliminated every single
[05:46:57] objection or anything they could say
[05:46:59] that would make them do anything else.
[05:47:02] Okay, so that's really what we're doing
[05:47:04] here. And like what I said is we're just
[05:47:06] creating urgency by painting a very
[05:47:09] vivid picture of what their current
[05:47:11] situation looks like by getting them to
[05:47:13] tell us specific numbers and data points
[05:47:16] around what their current situation
[05:47:19] looks like in terms of the health of
[05:47:21] their business which will then also
[05:47:24] bring up emotional pain and show the
[05:47:26] prospect that their situation is truly
[05:47:28] worse than what they thought it was
[05:47:31] coming into the call. Okay? and make
[05:47:33] them really really recognize what the
[05:47:35] reality of the situation is. So, not
[05:47:38] only are they not where they want to be,
[05:47:40] but wow, they're actually losing money.
[05:47:43] Right? So, that's what I'm talking about
[05:47:44] is just not taking somebody's word for
[05:47:46] it. If they tell you they're looking to
[05:47:47] grow their business, right? Why are you
[05:47:49] looking to grow your business? How has
[05:47:51] growing your business looked? What type
[05:47:52] of growth have you experienced in the
[05:47:54] last month, the last three months, last
[05:47:56] 12 months? Right? Are you stagnant,
[05:47:58] growing, regressing? What does that look
[05:48:00] like? Right? Right? And what this
[05:48:02] ultimately will do is just build a lot
[05:48:05] of pressure within the person you're
[05:48:07] talking to, which will then make it a
[05:48:10] lot more likely for them to take action
[05:48:13] to change their situation to get out of
[05:48:16] here because they might come into the
[05:48:18] call thinking that they're already in
[05:48:19] heaven, right? They might come into the
[05:48:21] call going, "My business is good. I just
[05:48:24] wanted to kind of see what you could do
[05:48:25] for me."
[05:48:26] But then you get them in the call and
[05:48:28] you ask them the right questions and you
[05:48:29] dig deep and then you get them to admit,
[05:48:31] you know what, my business actually
[05:48:33] isn't where I want it to be. We're doing
[05:48:35] all right, but because of where my
[05:48:37] business has been at, I haven't been
[05:48:38] able to do the things that I've really
[05:48:39] been wanting to do, and I'm sick of not
[05:48:42] being able to do the things I want to
[05:48:43] do. Right? So now we we've taken them
[05:48:46] from here and expose the fact that it's
[05:48:49] actually here and now gotten to see what
[05:48:50] their clear desired situation actually
[05:48:53] looks like. And just to be clear again,
[05:48:55] that's really all sales is. It's that
[05:48:58] simple. You're just seeing what
[05:49:00] somebody's current situation looks like
[05:49:02] and where they ultimately want to end up
[05:49:04] and then outlining for them exactly how
[05:49:07] what you're selling is going to get them
[05:49:08] there and then eliminating any potential
[05:49:10] objection they could tell you prior to
[05:49:13] you asking them for the sale. That's it.
[05:49:16] Okay.
[05:49:19] I hope that makes sense because when I
[05:49:20] heard this, this isn't something that I
[05:49:22] came up with it to be clear. I'm not
[05:49:25] that smart, but it is something that I
[05:49:28] learned from somebody when I invested
[05:49:30] into my sales training and it helped me
[05:49:33] a lot because when you can just think
[05:49:35] about this, it kind of takes the
[05:49:38] pressure off of this complex topic. I
[05:49:41] think that we tend to over complicate,
[05:49:44] right? when you when you kind of first
[05:49:45] get into sales, you're like, "Oh, sales
[05:49:47] script, specific wording, all this
[05:49:48] stuff." But when you can just remember,
[05:49:51] it's nothing more than this, it gives
[05:49:52] you a little bit of
[05:49:55] um peace of mind, I think. And then
[05:49:58] obviously when you know this and you
[05:49:59] have a dialed in process that you can
[05:50:01] wield like a lightsaber that you can
[05:50:04] wield like a weapon, now you're super
[05:50:06] dangerous, right? Because you really,
[05:50:08] really understand what you're doing.
[05:50:10] Okay. So, one thing you kind of want to
[05:50:13] do is you want to think of yourself as a
[05:50:14] consultant and detach from the outcome
[05:50:18] of the call. Okay? Because if you do
[05:50:20] that, ultimately the vibe that you're
[05:50:24] going to give off to the person on the
[05:50:26] other end is this. You're going to
[05:50:28] communicate to them indirectly without
[05:50:30] saying that you ultimately don't care if
[05:50:33] they give you their money or not. All
[05:50:35] you care about is getting to the bottom
[05:50:37] of what their situation looks like and
[05:50:39] seeing if you could truly help them.
[05:50:41] That's it. You're not trying to do
[05:50:43] anything else more than that. Okay?
[05:50:46] You're literally just communicating to
[05:50:49] the individual that you want to know
[05:50:51] what they're currently doing to fix
[05:50:53] their problems. And if you think you can
[05:50:55] do a better job, then you'll tell them
[05:50:57] about where you think you can do a
[05:50:59] better job. But if they tell you they're
[05:51:00] doing everything right,
[05:51:02] no big deal. You're not going to sell
[05:51:04] somebody something they don't need.
[05:51:05] You're not gonna trying to take
[05:51:06] someone's money if you don't think you
[05:51:08] can help them. Okay? And that's that's
[05:51:11] the vibe you do want to give off because
[05:51:13] that is ultimately what gets people to
[05:51:16] trust you and follow you. Okay? So,
[05:51:20] another little visual here is this is if
[05:51:23] you've ever experienced somebody that
[05:51:25] just kind of constantly brings up asking
[05:51:27] for the sale, you know, like if you've
[05:51:29] ever had a friend that um is trying to
[05:51:32] get something from you or is trying to
[05:51:36] uh get you to
[05:51:38] let's say sell something to to your
[05:51:40] parents for them where you know like
[05:51:42] let's say your buddy is involved in a
[05:51:44] like multi-level marketing thing, right?
[05:51:46] Like I I've personally experienced this
[05:51:48] and I a lot of my friends have too where
[05:51:50] you've got like a friend and you know
[05:51:53] they get into a multi-level marketing
[05:51:55] thing and now they're trying to sell
[05:51:56] stuff and you could just kind of tell
[05:51:58] that they're trying to rope you into it.
[05:52:01] They're trying to get you to buy some of
[05:52:03] the stuff in it too. And it just kind of
[05:52:05] ruins the whole relationship because
[05:52:07] they're it's so obvious. It's so
[05:52:09] obvious, right? if they didn't make it
[05:52:12] obvious and they they took the products
[05:52:13] they were trying to sell and actually
[05:52:15] tried to understand me and my situation
[05:52:17] and then told me look I think this
[05:52:19] specific thing based off what you just
[05:52:21] told me and based off what you're
[05:52:22] experiencing where you want to get I
[05:52:24] think this could probably help you right
[05:52:25] that'd be a different thing but when
[05:52:28] people are so focused on the outcome and
[05:52:30] just so focused on getting the sale and
[05:52:32] so focused on money it's obvious right
[05:52:35] and when it's obvious what becomes very
[05:52:37] apparent is that they don't have your
[05:52:39] best interest in mind And ultimately,
[05:52:42] you do want to have the person's best
[05:52:44] interest in mind, cuz that's what we're
[05:52:45] here to do. We're here to help people.
[05:52:47] That's what I'm doing right now. I'm
[05:52:48] trying to help you go from being a zero
[05:52:51] at being able to do something like this
[05:52:53] and be much better than 99% of people
[05:52:57] that are truly trying to do this, right?
[05:52:59] I can guarantee you what I'm sharing in
[05:53:01] this video is better than 99% of
[05:53:04] whatever you could go buy out there for
[05:53:06] 10, 20, 30, 40, $50,000 when it comes to
[05:53:08] this. because I know for a fact there's
[05:53:10] no one that's done it to this level that
[05:53:12] I've done it coming from where I've come
[05:53:13] from for as long as I've done it for
[05:53:15] there. There just isn't. And I can back
[05:53:17] it up with all the proof in the world
[05:53:18] like I've already done this video. But
[05:53:21] it's very important that you come across
[05:53:22] this way because if people don't trust
[05:53:24] that you have their best interest in
[05:53:26] mind, they're not going to listen to
[05:53:28] you. They're not going to trust you and
[05:53:30] they're not going to they're not going
[05:53:31] to buy what you're trying to sell.
[05:53:33] Right? Literally and figuratively.
[05:53:37] It's the old old expression of a
[05:53:40] bullshitter, right? You could always
[05:53:42] tell when you're dealing with a
[05:53:43] bullsher. Okay, one more tip here. When
[05:53:47] it comes to sales, you just want to
[05:53:49] focus on three things. Okay, the first
[05:53:52] is you want to just remember these these
[05:53:54] three. And this is another piece that I
[05:53:56] always take with me when I go into sales
[05:53:58] calls that makes it just takes the
[05:54:00] pressure off and it makes it make a lot
[05:54:02] more sense and takes this again for
[05:54:05] whatever reason. I think I like to
[05:54:07] complicate the idea of sales in my head
[05:54:10] even when I think about it. Um, and
[05:54:13] maybe you do too, but it again just
[05:54:15] simplifies it and gives me some peace of
[05:54:16] mind. But you want to follow the process
[05:54:19] to a tea. Okay, so almost like a
[05:54:21] precision drone strike, right? It's got
[05:54:23] AI incorporated in its tracking system
[05:54:25] and it's uh mechanisms to actually
[05:54:28] identify a target, deploy the missile,
[05:54:30] and strike it and it doesn't miss,
[05:54:32] right? It it nails its target every
[05:54:35] single time. And we want to follow the
[05:54:38] process every single time. Okay? Because
[05:54:42] if we can just focus on following the
[05:54:44] process, even if we don't get a sale,
[05:54:47] even if the person doesn't say yes, we
[05:54:49] still got to win. We still did the job
[05:54:52] right. Right? Sometimes you're going to
[05:54:54] nail the process. You're going to
[05:54:56] absolutely destroy the target. And for
[05:54:58] whatever reason, they're going to say,
[05:54:59] "No."
[05:55:01] Right? me doing this for as long as I've
[05:55:04] done it for day and night. I'm talking
[05:55:07] there's been days where I've done over
[05:55:08] 15 calls. There's been days where I've
[05:55:10] closed over five people back to back in
[05:55:12] one day
[05:55:14] after I've done this as much as I have
[05:55:16] closing at 50%. You know, some people
[05:55:19] might say that's not good. But if you
[05:55:22] know sales, especially if you know sales
[05:55:24] with cold prospects, it's not easy. It's
[05:55:27] very very difficult and inevitably
[05:55:29] you're you're not going to close
[05:55:30] everyone. There's just no way that
[05:55:32] that's going to happen. But if you can
[05:55:34] remember to just follow your process
[05:55:36] that you know is going to get you the
[05:55:38] highest probability of the outcome you
[05:55:39] want and you can follow it perfectly
[05:55:42] every single time. Even if you don't get
[05:55:44] the sale, you still did the right thing
[05:55:48] and you still got a W. Okay? which is
[05:55:50] very very important in sales to generate
[05:55:53] momentum because once you start getting
[05:55:55] momentum even though you know you didn't
[05:55:57] get the guy but you drilled the process
[05:55:59] flawlessly and you know if you had had
[05:56:01] 10 other people you probably would have
[05:56:02] closed three to five of them that's a
[05:56:05] win and when you start getting that
[05:56:06] confidence and that momentum that is
[05:56:08] what carries over to you then being able
[05:56:10] to knock five people out in one day all
[05:56:13] in a row like I've done before right
[05:56:15] because when I when I've done that where
[05:56:16] I get backtoback sales I'm literally
[05:56:18] going into the sales call going, "Hey,
[05:56:20] John, I just signed up the last guy. I'm
[05:56:22] excited to talk to you because I know
[05:56:23] I'm going to sign you up." I've got this
[05:56:25] ridiculous level of confidence and
[05:56:27] momentum that I take into it. And it's
[05:56:30] just it's almost hard to say no at that
[05:56:32] point. But what's even better than that
[05:56:34] is that's when you really start enjoying
[05:56:36] it. That's when you really start having
[05:56:37] fun. Okay. Now, the second thing that
[05:56:41] you want to remember is this is you want
[05:56:43] to expose the prospect's ultimate goals
[05:56:46] and what's keeping them from reaching
[05:56:48] that goal. And then here's the very very
[05:56:50] important piece with that, right? Is you
[05:56:52] then want to hold them accountable to
[05:56:54] make sure that what they told you aligns
[05:56:56] with ultimately what they decide to do.
[05:56:59] Okay? So if somebody tells you that
[05:57:01] their business is failing and they're
[05:57:03] losing $10,000 a month and they know
[05:57:05] it's because of this problem and then
[05:57:08] you tell them exactly how you're going
[05:57:10] to solve that problem and they tell you,
[05:57:12] "Yes, I 100% believe that that solution
[05:57:17] is going to fix high current situation
[05:57:19] would get me to where I want to get
[05:57:21] which is now losing money and that this
[05:57:22] is something I need to do now or I might
[05:57:26] have to sell my house my wife might
[05:57:27] divorce me I might not be able to see my
[05:57:30] kids I might not be able to pay for my
[05:57:32] kids school or food right if somebody
[05:57:35] tells you that you want to make sure
[05:57:37] that those words align with their
[05:57:40] actions and you want to hold them
[05:57:41] accountable to that right because
[05:57:44] they told you that they need to do
[05:57:47] something different right? They told you
[05:57:48] that they need to take action to change
[05:57:51] their situation and that it's urgent.
[05:57:53] You don't want to just let people off
[05:57:55] the hook because again, as a consultant,
[05:57:58] that's not what you want to do, right?
[05:58:00] You don't want to just allow people to
[05:58:02] walk away after they told you that they
[05:58:04] need to make a change. Okay? So, that
[05:58:07] this is very, very important, right? And
[05:58:09] again, a complex thing when it comes to
[05:58:11] sell. Oh, don't be this pushy pushy
[05:58:13] crabby crappy salesman. No, you don't
[05:58:14] want to do that. But if somebody tells
[05:58:17] you that they've got problems, you
[05:58:20] really really identify those problems
[05:58:22] and get clear with data around what
[05:58:24] those problems really really look like,
[05:58:26] right? You rub the the grease and stains
[05:58:28] off the window and make it very very
[05:58:30] apparent what their problems are and
[05:58:32] realize they are true problems. And you
[05:58:34] get them to admit that what they're
[05:58:35] doing to fix them is not the right
[05:58:36] thing. And that what you're telling
[05:58:38] them, what you're offering them, they
[05:58:40] admit to you that it is the right thing.
[05:58:41] And then they end up saying, you know, I
[05:58:44] think I'm good. You need to at least
[05:58:46] have that conversation and try to keep
[05:58:48] them accountable to what they told you,
[05:58:51] right? It's just like when you were a
[05:58:53] kid, if your mom ever said, you know,
[05:58:57] all right, it's time for bed, you know,
[05:58:59] and you said, all right, I'm going to
[05:59:00] bed. And then you stayed up a little bit
[05:59:02] longer, you know, playing on the
[05:59:03] computer, playing some video games, and
[05:59:04] she was like, you're going to bed. You
[05:59:06] said you were going to bed 30 minutes
[05:59:07] ago. What's the deal? Now you're
[05:59:08] grounded. Right. That's kind of the same
[05:59:11] thing. You said one thing, you didn't do
[05:59:13] it. I'm a little bit confused here. We
[05:59:16] got to figure this out because you told
[05:59:18] me you were going to do one thing,
[05:59:19] right? So, very very important here. And
[05:59:21] then the the the last and final thing
[05:59:24] which maybe you're kind of getting here,
[05:59:26] which a lot of this ties into, right? Is
[05:59:29] just have fun. Just try to have fun
[05:59:32] because ultimately what you're doing is
[05:59:33] you're helping someone, right? You're
[05:59:35] having a conversation with someone about
[05:59:36] their problems. You're really
[05:59:38] understanding what their problems are.
[05:59:40] And because of this guide that I'm
[05:59:41] giving you and because of this offer
[05:59:43] that I've figured out within the market
[05:59:45] of an agency when it comes to helping
[05:59:47] local brick and mortar business owners,
[05:59:49] what you're selling is something that
[05:59:51] gets people exceptional results and it's
[05:59:54] something that the market is not
[05:59:55] selling. Okay? So, it's not something
[05:59:57] that these people have been exposed to.
[05:59:59] So there's no reason why you should be
[06:00:00] able to have a ton of fun because you're
[06:00:03] helping people and you're providing them
[06:00:05] with something that no one else is
[06:00:06] providing them with, which is completely
[06:00:09] cutting edge that could completely
[06:00:11] change their business and life for the
[06:00:13] better in in ways that you could have
[06:00:15] never thought were possible. If you want
[06:00:16] to go look up, you know, some of the
[06:00:18] reviews on my business right now on
[06:00:20] Google, you'll see some of the stuff
[06:00:22] that people say, right? just completely
[06:00:25] changing their life and their business
[06:00:28] for the better through exactly what I'm
[06:00:30] showing you right now. And that is fun.
[06:00:33] But the reason why this is so important
[06:00:35] is because when you know the process
[06:00:37] like the back of your hand, you focus on
[06:00:39] it and you follow it exactly to a tea
[06:00:41] and you have fun while you're doing it.
[06:00:43] That's kind of how you can create an
[06:00:44] unstoppable flow and generate that
[06:00:46] momentum where like I was saying, you
[06:00:49] come into a sales call and you're almost
[06:00:51] unstoppable because you have that
[06:00:52] charisma, you have that confidence
[06:00:54] that's that's visceral. You can taste
[06:00:57] it. You can feel it and you can see it,
[06:00:59] right? And that's hard to say no to
[06:01:02] because it it what that really becomes
[06:01:04] is the difference between you being
[06:01:06] anxious and thinking about what to say
[06:01:08] versus just being in that flow state
[06:01:10] which is really just the state of being
[06:01:13] natural and who you are. Right? And when
[06:01:16] you're that you're not acting like
[06:01:17] anyone. You're not you're not
[06:01:20] manufacturing a fake personality or
[06:01:22] persona. You're just being who you are.
[06:01:24] And being who you are and being
[06:01:26] authentic, as corny and cheesy as it
[06:01:28] sounds, is is what works. That's what
[06:01:31] gets people to trust you. Because if
[06:01:33] you're trying to be something that
[06:01:34] you're not, most people, this is the way
[06:01:36] we've evolved, can pick up on it and
[06:01:38] snip out that [ __ ] And no one likes
[06:01:41] it. And once you smell it, you
[06:01:43] automatically assume this person is
[06:01:46] probably going to be lying to me for the
[06:01:48] rest of this conversation. Therefore, I
[06:01:51] should not trust them. Right? It's a
[06:01:54] nasty taste. It's a nasty smell that
[06:01:56] some people have a better radar for it,
[06:01:58] some people don't, but we all have a
[06:02:00] radar for it, right? But when you're in
[06:02:02] that flow state and you're not in your
[06:02:04] head, that's what works. Okay? That's
[06:02:07] what ultimately leads to close after
[06:02:10] close after close. Okay? And it's very
[06:02:13] very important with sales because again,
[06:02:16] sales is something where if you start to
[06:02:18] do bad, you can really get in your head.
[06:02:21] Okay? But if you detach from the outcome
[06:02:24] and just follow the process to a T, you
[06:02:27] could win that way. If you're just
[06:02:29] having fun with it and somebody says no
[06:02:31] to you and you drill the process
[06:02:33] flawlessly, you still got a W. So you
[06:02:36] can still stack that momentum and that
[06:02:38] chain of wins up to allow you to keep
[06:02:41] snowballing into this
[06:02:44] charisma, this confident, this honest
[06:02:47] and real individual that's just trying
[06:02:49] to help people get better results
[06:02:51] selling something that they've never
[06:02:53] actually experienced before, that
[06:02:55] they've never actually been sold before,
[06:02:58] right? Which is a a very powerful thing.
[06:03:01] Okay. So, let me take a sip and from
[06:03:04] here
[06:03:06] we will go into the actual sales
[06:03:09] process. Okay. So, the first piece to
[06:03:13] the sales pro process
[06:03:15] is the intro. Okay. So, when it comes to
[06:03:18] the intro, there's really not a whole
[06:03:20] lot that needs to be said about it other
[06:03:22] than this
[06:03:23] because I don't I don't really cover a
[06:03:25] whole lot on this. But key tips for the
[06:03:27] intro, keep it brief. Ask the other
[06:03:30] person about where they're from. Talk a
[06:03:34] little bit about that specific region.
[06:03:35] If you can ask about the weather and
[06:03:37] then move on. Okay? The whole purpose of
[06:03:40] the introduction is to let them know
[06:03:41] that you are a confident regular person
[06:03:44] that they're just going to have a
[06:03:45] conversation with. And you want them to
[06:03:47] feel that, right? You don't want to be
[06:03:49] this anxious ball of and then right when
[06:03:52] you jump on the call, you just ask them,
[06:03:54] "So, uh, what's currently going on in
[06:03:56] your business right now?" Right? This is
[06:03:58] another human being, right? If you
[06:04:00] bumped into someone on the street or saw
[06:04:02] someone in a coffee shop or met someone
[06:04:04] at a restaurant that was waving and
[06:04:05] smiling at you, you'd go up to them and
[06:04:07] say, "Hey, what's your name? My name's
[06:04:08] Jacob Middleton. Where are you from?"
[06:04:10] Right? You shake their hand. You'd greet
[06:04:12] them. You you'd ask them some questions
[06:04:14] about themselves, right? It's a normal
[06:04:16] interaction. That's kind of what you
[06:04:18] want this to feel like at the beginning.
[06:04:20] Just a normal interaction. And then you
[06:04:23] get into business and let them know
[06:04:25] you're the boss. you're running a
[06:04:27] conversation and we're about to have a
[06:04:29] conversation about their business and
[06:04:30] see if we can help them out. Okay, but
[06:04:33] that's really all we're doing with the
[06:04:34] introduction. And like I said, it could
[06:04:36] be as simple as that. You'll see it in a
[06:04:38] lot of my calls that I review exactly
[06:04:40] what I do in that situation.
[06:04:43] But I really like to keep it as simple
[06:04:44] as that is, you know, where are you
[06:04:46] from? Okay, you're from Los Angeles,
[06:04:49] California. Are you a fan of the Rams?
[06:04:52] Are you a fan of the Clippers, the
[06:04:54] Lakers? Right? just ask him some basic
[06:04:56] questions about some sports teams maybe
[06:04:59] or you know you're so spoiled you always
[06:05:02] get good weather you know I live here in
[06:05:04] Arizona in the desert right just stuff
[06:05:06] like that and then jumping right into it
[06:05:10] okay now from here what we do is we have
[06:05:13] the discovery okay and the discovery
[06:05:16] is probably the most important part of
[06:05:18] the entire call because like I said
[06:05:22] we're acting as if we're a consultant
[06:05:24] and if we do not run this process
[06:05:26] properly, we will not expose what their
[06:05:28] current situation looks like and make
[06:05:31] them very aware of the fact that it's a
[06:05:33] lot worse, aka hell, a lot worse than
[06:05:36] they thought it was prior to coming into
[06:05:37] the call. And if we don't get them to
[06:05:39] recognize that, we will not build the
[06:05:42] tensioning like a rubber band that's
[06:05:44] going to slingshot them to take action
[06:05:47] and actually do something about their
[06:05:49] situation, but change it to get to where
[06:05:52] they ultimately want to get. Okay. So,
[06:05:55] that's why this is so important is
[06:05:57] because if you don't do this and then
[06:05:59] you jump over here to the pitch, if you
[06:06:01] don't do an adequate job of this and
[06:06:03] then you just try to sell someone
[06:06:05] something, you're not going to be able
[06:06:07] to weave in what they told you in the
[06:06:10] discovery about their specific problem
[06:06:12] and how they're fixing it. You're not
[06:06:13] going to be able to weave in how what
[06:06:14] you're doing is going to fix it based
[06:06:16] off how they've been currently trying to
[06:06:18] fix their problem. And it's not going to
[06:06:20] land well. Okay? It's going to end up
[06:06:23] being a thing that you tell them. Pretty
[06:06:24] much just tell at them because you
[06:06:26] haven't even understood what their
[06:06:28] situation is and they're not going to
[06:06:29] understand or comprehend how it can even
[06:06:31] help them. Okay? And at that point,
[06:06:33] you're obviously not going to be a
[06:06:35] you're not going to sell them anything.
[06:06:36] They're not going to do it no matter how
[06:06:39] much they like you because they're not
[06:06:40] going to see the value in it. This is
[06:06:42] how you build value in whatever it is
[06:06:45] you're selling. This is the process.
[06:06:47] It's the discovery. You got to
[06:06:49] understand who you're speaking to and
[06:06:52] what their problems are before you can
[06:06:54] tell them what they should do about when
[06:06:57] it comes to spending their money to
[06:06:58] change their situation. Right? So this
[06:07:01] is very very important here. All right?
[06:07:04] It's the discovery. So if there's
[06:07:06] anything that you you take away from
[06:07:09] this, it's just remember that this is
[06:07:13] the most important piece of the entire
[06:07:15] sales process. Okay? Cuz if you get this
[06:07:18] wrong, nothing else after this really
[06:07:21] really matters. Unless you have somebody
[06:07:23] that is,
[06:07:26] you know, unless you have someone that
[06:07:28] is, let's say, like a referral where
[06:07:30] they're already sold, right? But that's
[06:07:32] not going to be the situation we're
[06:07:33] talking about here. And again, those
[06:07:35] results that I showed you did not come
[06:07:37] from from referrals. Our back-end team
[06:07:39] handles all of that. Our front-end team,
[06:07:41] which is what I was doing, which is what
[06:07:42] I showed you the sales rep was doing,
[06:07:43] all is from cold calls and ads. Okay?
[06:07:46] So, this is very, very important. If you
[06:07:49] miss this, you will fail, okay? And and
[06:07:52] if you don't fail, you're going to have
[06:07:54] to do so much more work on the close and
[06:07:58] overcome objections that it's not a lot
[06:08:01] of fun, okay? Because you're just making
[06:08:03] it a lot more difficult than it needs to
[06:08:05] be. Okay? So, first thing we're going to
[06:08:08] do from here is go through that section
[06:08:11] and break it down for you. And then I
[06:08:13] will go will go over the other ones as
[06:08:16] well. But once we do the discovery,
[06:08:20] we're going to diagnose their problem.
[06:08:22] We're going to build doubt around their
[06:08:24] strategy to fix their problem. And then
[06:08:27] from there, we're going to identify what
[06:08:29] their goals are when it comes to their
[06:08:32] business and their lag. Okay? And then
[06:08:34] ultimately we're going to get them to
[06:08:35] tell us that if they don't change what
[06:08:38] they're currently doing to fix their
[06:08:40] problem, they're not going to be able to
[06:08:42] get to their goal. Okay? And what that
[06:08:44] means is they need to take action now.
[06:08:46] They need to do something to change
[06:08:48] their situation and make getting to
[06:08:49] their goals a lot more likely. Okay? And
[06:08:52] then from there, what we'll do is
[06:08:54] transition into the pitch. We're not
[06:08:57] going to just go straight into the
[06:08:58] pitch. We're going to transition into
[06:09:00] the pitch so that it's smooth and we set
[06:09:02] ourselves up as the authority before we
[06:09:05] tell them what we could do to help them.
[06:09:07] And then after the pitch, we're going to
[06:09:09] see if they're actually sold, if they
[06:09:12] actually think what we just told them.
[06:09:14] Number one is what they should do. And
[06:09:16] number two, if they actually
[06:09:18] comprehended what we just said, right?
[06:09:20] Because a lot of times when we talk to
[06:09:23] people or we're listening to people, we
[06:09:25] have other things on our minds, right?
[06:09:28] and we're not fully listening. So
[06:09:30] sometimes you might think you're having
[06:09:32] a great conversation with someone and
[06:09:34] but then you start noticing it doesn't
[06:09:36] seem like they're
[06:09:38] really comprehending what you're saying
[06:09:39] and you you're just like did that make
[06:09:41] sense or like you know what did I just
[06:09:44] say? You might even like screw with
[06:09:45] them. My buddies my bike would do this
[06:09:47] thing all the time in school. Um yeah
[06:09:50] like what what did we just learn? I'd be
[06:09:52] like uh dude I have no clue. I I
[06:09:55] honestly don't know. I'm sorry. I was
[06:09:57] like daydreaming me like, "Yeah, I could
[06:09:59] tell." Right. Well, if someone's doing
[06:10:02] that and they don't fully comprehend
[06:10:04] what we just told them we could do to
[06:10:06] help them and they they didn't
[06:10:07] comprehend it or they weren't actually
[06:10:09] listening and then we try and sign them
[06:10:11] up or close them, they're not going to
[06:10:13] sign up, right? Even though they were
[06:10:15] nodding their head, yeah, I understand.
[06:10:17] I understand. They didn't. They don't
[06:10:19] know how it's going to actually help
[06:10:20] them, right? They didn't actually
[06:10:22] comprehend what you were just saying.
[06:10:26] Okay. And so because of that, we want to
[06:10:28] do a temperature check before we
[06:10:31] actually go into the price pitch so we
[06:10:34] can make sure that they're sold on what
[06:10:36] we just tried to sell them on. Right?
[06:10:39] Because if we do this, we can now
[06:10:41] protect ourselves from telling them the
[06:10:43] price, telling them what the next steps
[06:10:45] look like, and then them just saying no.
[06:10:47] Right? This is almost like an insurance
[06:10:49] card to make sure that we don't mess up
[06:10:52] the sale so that if we do need to do
[06:10:54] more work or they didn't hear us, we can
[06:10:55] make sure to go back over it. Okay. And
[06:10:58] now obviously from here, we just want to
[06:10:59] close the deal. All right. Now, if we
[06:11:03] kind of go into this, the first thing
[06:11:06] we're looking at is the discovery. So
[06:11:08] like I said the discovery the main
[06:11:09] objectives are to diagnose what their
[06:11:11] problem is create doubt and tension and
[06:11:15] then clarify their goals. Okay. So that
[06:11:18] is really what we're doing throughout
[06:11:21] this process. Okay. So when it comes to
[06:11:23] diagnosing their pro problem the first
[06:11:25] thing that we want to ask is once we've
[06:11:28] done the intro we want to first ask them
[06:11:30] right now what is the biggest problem
[06:11:32] that's keeping you from reaching your
[06:11:34] goals? what's the biggest problem in
[06:11:35] your business? That's basically what
[06:11:38] what we want to ask them because right
[06:11:39] away it's getting them the opportunity
[06:11:42] to tell us what their problem is. Okay.
[06:11:44] Now, from there, what we want to do is
[06:11:47] start chunking it down. Okay. So, what
[06:11:51] this really looks like is this. Here are
[06:11:53] some specific topics that you want to go
[06:11:55] over when you actually do this. Okay.
[06:11:57] So, the first thing if I ask somebody,
[06:12:01] what is the biggest problem right now
[06:12:03] keeping you from growing your business?
[06:12:06] More than likely, what they're going to
[06:12:07] tell you is,
[06:12:09] I need more leads.
[06:12:11] What I'm doing for marketing is not
[06:12:13] working and it's not growing my
[06:12:15] business. That I would probably say 70%
[06:12:18] of the time that's what they're going to
[06:12:20] tell you, right? I would probably say
[06:12:23] 10% of the time they're going to tell
[06:12:24] you nothing. I don't have a problem.
[06:12:27] Right? Because that can happen where
[06:12:28] people don't think that. But then if you
[06:12:30] run this process, right, you get them to
[06:12:32] admit they do. Which like I said, I do
[06:12:35] one of those in this sales call where I
[06:12:37] get him to admit that where he didn't
[06:12:39] want to at the beginning, but you know,
[06:12:42] through this process, I was able to get
[06:12:43] him to admit that. And then the rest of
[06:12:46] the time, I would probably say that
[06:12:49] people tell you that they tell you it's
[06:12:52] a problem that actually isn't the
[06:12:54] problem. Okay. And so what I mean by
[06:12:56] that is is they could tell you that,
[06:13:00] you know, their biggest problem right
[06:13:01] now is the fact that um they've got bad,
[06:13:05] you know, I work with a lot of gyms.
[06:13:06] They might say they've got bad
[06:13:07] equipment, right? And that's the the
[06:13:09] reason why uh they're not being success,
[06:13:12] they're not having success when I have
[06:13:15] customers who have built gyms out of
[06:13:16] their garage where they didn't even have
[06:13:18] any equipment. They were just doing body
[06:13:21] weight exercises, right? Not unless this
[06:13:24] is like average Joe's gem. If you guys
[06:13:26] know dodgeball, that reference to
[06:13:28] dodgeball. I saw that when I was a
[06:13:29] little kid in movie theaters. You know,
[06:13:31] that was a nasty gem. Maybe that could
[06:13:33] be the case. But right, that that's just
[06:13:36] not the real problem. Okay. So, the
[06:13:39] majority of the time people are going to
[06:13:40] tell you it comes down to marketing. And
[06:13:43] when they tell you that, from there, now
[06:13:45] you want to go into chunking down and
[06:13:48] identifying that specific problem and
[06:13:51] getting clear on it with numbers. Okay?
[06:13:53] Because if somebody just tells you that
[06:13:54] marketing is their biggest problem, that
[06:13:57] doesn't mean you just move on, okay?
[06:13:59] That that that doesn't mean that you
[06:14:00] just move on and now go into creating
[06:14:03] doubt, right? It doesn't mean that you
[06:14:05] just move on and now go into asking
[06:14:07] their goals. That's not how this works,
[06:14:09] right? Right? If somebody tells you
[06:14:10] they've got a marketing issue, you want
[06:14:11] to now ask them, "What are you doing
[06:14:15] to grow your business? What does your
[06:14:16] marketing strategy look like right now?"
[06:14:19] Right? How much are you spending on your
[06:14:21] marketing strategy? Are you spending
[06:14:22] money on Facebook? Are you spending
[06:14:24] money on Google? Are you spending money
[06:14:25] on SEO? Are you spending money on Yelp?
[06:14:27] Are you spending money on your website?
[06:14:29] Right? Like, what are you spending money
[06:14:30] on specific to marketing? Are you doing
[06:14:32] newspaper? Are you doing radio? Are you
[06:14:34] doing TV? Right? Believe it or not, some
[06:14:36] of these businesses still do that,
[06:14:39] right? So, you want to know what they're
[06:14:40] currently doing. You want to know what
[06:14:42] promotions they're running, right? They
[06:14:44] might be running ads on all those
[06:14:45] platforms, but they might be promoting a
[06:14:47] different offer on every single
[06:14:49] platform, right? So, you want to know
[06:14:51] what they're doing because as a
[06:14:52] consultant, we need to understand their
[06:14:54] situation. And then, as far as the sales
[06:14:56] process is concerned, we need to
[06:14:58] identify what that problem is. Okay? How
[06:15:02] many leads they generate? How many of
[06:15:04] those leads booked appointments? How
[06:15:05] many of those leads showed up? How many
[06:15:07] people signed up? Right? Because right
[06:15:09] there, what that's going to show us is
[06:15:11] how well of a job are they doing
[06:15:12] nurturing their leads? How well of a job
[06:15:15] are they doing closing the leads that
[06:15:17] actually come in, right? Because now
[06:15:19] those could be other problems within the
[06:15:23] initial problem, right? Because there
[06:15:25] might be a lot of problems that fall
[06:15:30] under the umbrella of the problem,
[06:15:32] right? Because if someone has a
[06:15:34] marketing problem and their leads,
[06:15:36] they're generating a lot of leads for a
[06:15:38] lot of money. They're also not getting
[06:15:40] their leads that show up at a very high
[06:15:42] rate and then they're also not signing
[06:15:43] them up at a higher rate for the ones
[06:15:45] that do show up. Well, they've actually
[06:15:46] got a marketing problem specifically at
[06:15:50] effectively being able to generate leads
[06:15:52] for low cost, right? Specific marketing
[06:15:54] problem. They've also got a lead
[06:15:56] follow-up problem. And they also have a
[06:15:58] sales problem, right? Those are all
[06:16:01] three problems within the problem of
[06:16:03] marketing and growing their business,
[06:16:05] right? Marketing and sales, right? Those
[06:16:08] are the two elements of a business when
[06:16:10] it comes to growing it. Okay? So, that's
[06:16:14] really what you want to get clear on. In
[06:16:15] addition to that, you want to look at
[06:16:16] what the financials look like. Okay? So,
[06:16:18] you want to know with the marketing that
[06:16:21] they're doing right now, are they making
[06:16:23] a return on it? Right? You want to know,
[06:16:25] okay, if you spent $1,000 this past
[06:16:28] month
[06:16:30] and
[06:16:31] you spent $1,000
[06:16:33] and you only made $500, you want them to
[06:16:36] tell you that, right? That doesn't mean
[06:16:38] that their business only made $1,000 or
[06:16:40] their business only made $500 and they
[06:16:42] only had $1,000 in expenses. It just
[06:16:45] means that what they did for marketing
[06:16:46] was that, right? and you want to get
[06:16:48] them to admit that so they could say,
[06:16:50] "Okay, well, if you spend $1,000 and you
[06:16:53] only made $500, that means you're not
[06:16:55] making money on the first month. You're
[06:16:57] not making a return on your first one,
[06:16:59] right? You're losing $500." Well, if
[06:17:01] you're losing $500, when are you making
[06:17:03] a return? Or are you are you making a
[06:17:06] profit on what you're doing right now?
[06:17:08] Right? And you might find out, but they
[06:17:10] say, "No, I'm not." Right? Well, clearly
[06:17:14] we've got some problems, you know, in
[06:17:16] terms of your lead nurturing process,
[06:17:17] your marketing process, and your sales
[06:17:19] process. But overall, it's now clear
[06:17:21] that you've got another problem, which
[06:17:23] is this is literally losing you money,
[06:17:26] right? Not only do the numbers look bad
[06:17:29] on what we were talking about over here,
[06:17:31] but as far as what you're doing, which
[06:17:33] is investing money to generate a return,
[06:17:35] you're actually losing money. You're
[06:17:37] spending more money than you're making,
[06:17:38] right? And then we also want to look at
[06:17:40] this over the course of time, right?
[06:17:43] What what has your business looked like
[06:17:45] specific to this strategy over the last
[06:17:47] 3 months, over the last year? Did it
[06:17:50] used to be working more effectively? Has
[06:17:52] it always been this way? Right? Because
[06:17:53] as an a consultant, we need to
[06:17:56] understand this stuff so that we can
[06:17:58] fully comprehend what their situation
[06:18:00] looks like and be able to articulately
[06:18:03] tell them exactly what they need to do
[06:18:06] to change it. Okay. So in addition to
[06:18:09] that, we want to know what their
[06:18:11] business's revenue looks like, right?
[06:18:14] How much are you doing a month in
[06:18:15] revenue? How much are you paying in
[06:18:17] expenses? Are you making money? Are you
[06:18:20] losing money? Are you breaking even? Are
[06:18:22] you taking any money home? Are you
[06:18:23] investing it all back into your
[06:18:24] business? Right? What does that look
[06:18:26] like? And then you also want to know,
[06:18:28] okay, well, that's what it's looked like
[06:18:29] for the past 30 days. Has this been a
[06:18:32] consistent thing? Has this been going on
[06:18:34] for the past 3 months? Was this going on
[06:18:36] at the start of the year? Right? Because
[06:18:38] now what you're able to see is trends.
[06:18:41] Because if somebody tells you, you know,
[06:18:43] hey, I'm making money right now. Let's
[06:18:46] say for example, you just get clear on
[06:18:47] what they did this past 30 days and they
[06:18:50] tell you they made 10 grand. They tell
[06:18:51] you they made 50 grand, 100 grand, it
[06:18:53] doesn't matter. And you don't ask them
[06:18:56] what they were doing before that because
[06:18:57] somebody just told you they made 100
[06:18:59] grand last night, you're like, "Holy
[06:19:00] crap, $100,000. That's a lot of money.
[06:19:03] You're probably good. You probably don't
[06:19:04] want any more than that." But if you now
[06:19:06] ask them, "What did things look like in
[06:19:09] January?" And then they tell you, "Well,
[06:19:11] I actually in January actually made 200
[06:19:14] grand." Oh, okay. So, you've actually
[06:19:18] now gone down $100,000 in about a year,
[06:19:22] right? What's going on? But if you
[06:19:24] hadn't asked that and you took someone's
[06:19:27] you didn't dig past that and you don't
[06:19:30] challenge it, they're going to feel like
[06:19:32] they're in a pretty good spot, right?
[06:19:34] Right? But if you get them to admit and
[06:19:36] tell you where they were actually were
[06:19:37] at prior and they've actually gone down
[06:19:39] or maybe they've just been stagnant for
[06:19:41] a whole year and haven't made made any
[06:19:43] growth, right? Have you ever gone to the
[06:19:45] gym and worked out for a year straight
[06:19:47] and feel like you didn't make much
[06:19:48] growth because your diet data was on
[06:19:51] point or you weren't going as
[06:19:52] consistently as you knew you should
[06:19:53] have? And then goes for anything else,
[06:19:55] right? You feel like you just haven't
[06:19:56] made progress or you're putting the work
[06:19:57] and time into it. That sucks. You might
[06:20:01] look great, you might feel great, but
[06:20:02] you know you could be a lot better,
[06:20:04] right? So, if you don't ask questions
[06:20:06] like that, you're not going to get
[06:20:08] people to recognize that or admit that
[06:20:10] to you, which is very, very important.
[06:20:13] Now, from here, what you're going to
[06:20:14] want to do is build doubt. Okay? And so,
[06:20:18] ultimately, what this looks like is
[06:20:21] we're asking them what I call
[06:20:22] pillarbased questions. And pillarbased
[06:20:25] questions
[06:20:26] are nothing more than what you're
[06:20:30] selling. So it could either be the
[06:20:32] specific service you're selling or a
[06:20:34] specific tactic that gets a specific
[06:20:37] desired result and what you're
[06:20:38] ultimately doing to try and help the
[06:20:40] customer. Okay. So in this situation for
[06:20:44] what we're selling is we're selling
[06:20:45] reviews, we're selling referrals, we're
[06:20:47] selling re re-engagement campaign, sold
[06:20:50] leads, we're selling marketing, which
[06:20:52] also includes ad spend, right? So that's
[06:20:54] not a specific service that we're
[06:20:57] selling, but it is a variable and how we
[06:21:00] go about getting the result. Okay? And
[06:21:03] then we're also getting clear on how
[06:21:04] they follow up with leads because we're
[06:21:08] nurturing their leads. And then we're
[06:21:10] also getting clear on how they're
[06:21:11] closing people. Okay? And then we're
[06:21:13] also getting clear on if they're
[06:21:14] currently leveraging AI within their
[06:21:16] business because we're obviously selling
[06:21:17] an AI solution. Right? So that's really
[06:21:20] what we want to ask here to create doubt
[06:21:23] because once we get clear on what
[06:21:25] they're doing to solve
[06:21:28] what what current strategy they're
[06:21:30] leveraging to ultimately change their
[06:21:32] situation, once we get clear on that and
[06:21:34] ask them about how they're going about
[06:21:36] doing it and get them to admit that it's
[06:21:38] not getting them the result they want
[06:21:39] and that the way they're going about
[06:21:40] doing it could be improved on, we're
[06:21:43] going to create doubt and tension around
[06:21:44] the fact that they need to make a change
[06:21:47] to ultimately change the direction in
[06:21:50] which they're going with their business
[06:21:52] to alter the outcome of it. Okay. So,
[06:21:56] what we have here is if they've not
[06:21:59] worked with another agency um and then
[06:22:02] if they have, yeah, this is hiding from
[06:22:04] it. And if they have right here. Okay.
[06:22:06] So, one thing you want to get clear on,
[06:22:09] okay, up here in the discovery when
[06:22:12] you're diagnosing their problem is you
[06:22:15] want to know if they've worked with
[06:22:16] another agency, right? So when you're
[06:22:19] asking them stuff like this in the
[06:22:21] example before where they might have
[06:22:22] been doing 200K and now they're doing
[06:22:24] only 100K, right? What were you doing
[06:22:27] then that left you to be doing double
[06:22:31] what you're currently doing now? Oh,
[06:22:33] well I was working with an agency. Okay,
[06:22:35] you were working with an agency. Well,
[06:22:38] you know what was that agency? What were
[06:22:40] they, you know, start asking questions
[06:22:42] around that, right? so that you can have
[06:22:44] an understanding of that and how it tied
[06:22:47] into that because that's going to be
[06:22:48] very very important here going into
[06:22:50] building doubt. And if if there's not a
[06:22:52] situation like that, you just want to
[06:22:53] make sure that you ask them, you know,
[06:22:55] have you ever worked with an agency
[06:22:56] before prior to going into this? Because
[06:22:59] now you can ask these bridge questions
[06:23:02] that make this a lot more powerful.
[06:23:04] Okay, so what this really looks like is
[06:23:07] if I ask somebody, how do you get
[06:23:09] referrals or what's your process to get
[06:23:11] uh reviews right now? let's just do it
[06:23:12] for reviews. What they're going to end
[06:23:14] up telling me is they're processing your
[06:23:16] reviews, right? They're going to say,
[06:23:17] well, we ask every customer, this might
[06:23:19] be what someone would say. It's what a
[06:23:21] lot of people say. They're going to tell
[06:23:22] you, uh, we make it a goal to ask every
[06:23:25] customer that we sign up or that we sell
[06:23:27] something to for a review or we've got a
[06:23:29] QR code up here that we ask people to
[06:23:31] scan or they give us this review. Okay.
[06:23:33] From there, what I would ask them is I
[06:23:34] want to chunk it down just like what we
[06:23:37] did up here. We don't want to just say,
[06:23:39] "Okay, cool. That's your process. Good
[06:23:41] to know, right? We want to chunk it down
[06:23:43] from here and we want to ask them what
[06:23:45] type of results is that process getting
[06:23:47] you, right? If if I look your business
[06:23:50] up right now on Google,
[06:23:52] how many reviews will we see? Right? And
[06:23:55] if they tell you, oh, well, you know,
[06:23:56] it's something we try to do, but we've
[06:23:58] only gotten like four reviews in the
[06:24:00] last year. Okay, we've gotten four
[06:24:02] reviews in the last year. You guys make
[06:24:04] it a point to try and ask everybody, how
[06:24:06] many people have you guys signed up or
[06:24:08] sold things to in the last year? Well,
[06:24:10] we've we've signed up a thousand people.
[06:24:13] Okay, so you've signed up a thousand
[06:24:14] people and you've only gotten four
[06:24:16] reviews. Do you think that your current
[06:24:19] process to get reviews is adequate or
[06:24:21] you think you're leaving some
[06:24:22] opportunity on the table? Right? Because
[06:24:25] now we're getting them to admit this is
[06:24:27] what I'm doing. This is the results I'm
[06:24:29] getting and I'm not happy with the
[06:24:31] results and I think I could be getting
[06:24:33] better results, right? And then the
[06:24:36] final piece of this is this. Okay, I
[06:24:39] totally get that you think you'll be
[06:24:40] getting better results. Obviously,
[06:24:42] people get busy, things get in the way.
[06:24:43] You can't ask everyone. That's no
[06:24:45] surprise. We're not perfect. But let me
[06:24:47] ask you this. How important do you think
[06:24:50] it is that you do have a process in
[06:24:52] place to get reviews to adequately
[06:24:55] reflect your business on the internet to
[06:24:58] eventually get you to where you want to
[06:25:00] get? Like, how important do you think
[06:25:02] that is? and how much of a variable do
[06:25:04] you think that is when it comes to
[06:25:06] impacting your results and the current
[06:25:08] state of your business,
[06:25:11] right? Because they're going to tell you
[06:25:12] it's very very important. And if they
[06:25:14] tell you, I don't think it's very
[06:25:15] important, you can let them know that
[06:25:17] according to a lot of studies,
[06:25:19] specifically from Google, which has all
[06:25:22] the data about people and buying
[06:25:25] decisions, the literal data on the
[06:25:27] clicks and the the purchases that more
[06:25:30] than 90% of people reference reviews
[06:25:32] prior to making a purchasing decision,
[06:25:35] especially when it comes to
[06:25:36] brickandmortar businesses, right? If
[06:25:38] you're going to a gym, if you're going
[06:25:39] to a restaurant, if you're going to a
[06:25:43] place to get your hair, you're going to
[06:25:45] look up, more than likely, you're going
[06:25:47] to look at those reviews and see what
[06:25:49] people are saying about their experience
[06:25:51] there and the result that they're
[06:25:53] getting for what they're buying, right?
[06:25:55] And if they if they don't see a lot of
[06:25:56] reviews or they see bad ones or they
[06:25:59] don't see consistent review flow, it's
[06:26:02] going to raise a red flag and it's going
[06:26:04] to reflect poorly on the business and
[06:26:05] it's certainly going to impact the
[06:26:07] overall growth of that business. Right?
[06:26:10] So that's the process we want to take
[06:26:11] them through when we're building doubt
[06:26:14] because if we've gotten them to admit
[06:26:17] that they're they got to tell if we've
[06:26:19] gotten them to tell us their process
[06:26:21] that they use your abuse that it's not
[06:26:24] getting them a that it's not a great
[06:26:26] process in terms of the outcome the
[06:26:29] yield it's producing that they know they
[06:26:31] could be doing a better job and then in
[06:26:33] addition to it that they know how
[06:26:35] important it is to alter the trajectory
[06:26:38] of their business, then now they know
[06:26:40] they've got to make a change and they
[06:26:42] also know based off the the conversation
[06:26:45] you're having with them that you
[06:26:46] probably have a solution for them that's
[06:26:49] going to be better than what they're
[06:26:50] currently doing. Now, from here, what we
[06:26:52] want to ask is, did X agency help you
[06:26:54] with getting generating reviews? Because
[06:26:56] if we can get them to admit
[06:26:59] that the agency that they they worked
[06:27:01] with in the past didn't even do anything
[06:27:03] when it came to that and then they just
[06:27:05] admitted that it's super important yet
[06:27:06] the agency didn't help them set up a
[06:27:08] system for it. Then we got them right
[06:27:11] there, right? Cuz now they know, okay,
[06:27:13] that's definitely probably part of why
[06:27:15] it didn't work out to the level that I
[06:27:17] wanted to work out at. And in addition
[06:27:20] to that, since you're even talking about
[06:27:23] and asking me about it, I would imagine
[06:27:25] you're different from that agency and
[06:27:27] you probably do do something with that,
[06:27:30] right? Because if you can't separate
[06:27:32] yourself from other things they've done
[06:27:34] in the past, they're not going to see it
[06:27:36] as any different and they're going to
[06:27:37] assume that they will get the same
[06:27:40] outcome that they've gotten when they've
[06:27:41] done things like this in the past.
[06:27:43] Right? Because if they work with another
[06:27:45] agency and they lost their money or they
[06:27:47] didn't get a return and you can't get
[06:27:50] them to recognize that what you were
[06:27:52] selling them is different from what
[06:27:54] they've done in the past, they're not
[06:27:56] going to sign up. Okay? It's just it's
[06:27:58] not going to happen.
[06:28:00] Okay? So that's why this is so so
[06:28:02] important when it comes to building
[06:28:04] doubt. So the next thing that we are
[06:28:07] going to cover is goals. Okay? So the
[06:28:10] goals are very very important because
[06:28:13] we're going to get the customer to tell
[06:28:15] us where they want to take their
[06:28:17] business and ultimately how that's going
[06:28:18] to impact them. But more important than
[06:28:20] that, the reason why we're asking the
[06:28:22] goals is because we want them to
[06:28:24] ultimately tell us that they want to get
[06:28:27] to their goals sooner than later and
[06:28:29] that if they don't make a change in
[06:28:30] their process that they're not going to
[06:28:32] be able to get there in the time frame
[06:28:33] they want. So, this is going to allow us
[06:28:36] to get them to admit that they need to
[06:28:39] take action. It's an urgent situation.
[06:28:41] They need to take action now. And that
[06:28:44] if they don't, they could end up in a
[06:28:46] spot where they do not fully realize
[06:28:49] their goals, which is not what we want
[06:28:51] them to have happen, right? We want to
[06:28:53] make sure that people that their actions
[06:28:56] align with their words, right? So, if
[06:28:58] they've told us, I want to get to this
[06:29:00] specific spot in my business and in my
[06:29:03] life, and I know I'm not going to be
[06:29:04] able to get there if I don't change
[06:29:06] anything, and I really want to make this
[06:29:07] happen before the end of the year,
[06:29:09] there's only a couple months left. Well,
[06:29:11] then obviously, you need to make a
[06:29:13] change, right? And getting them to admit
[06:29:14] that. Okay, so this is really what it
[06:29:17] looks like. Again, the purpose of it
[06:29:19] right here is we want them to admit that
[06:29:23] their strategy, right, the strategy that
[06:29:26] they're currently leveraging based off
[06:29:27] the conversation we've had with them in
[06:29:30] the discovery and diagnosing their
[06:29:33] problem and building down around it,
[06:29:35] that it's clear that they won't reach
[06:29:37] their goals based off the strategy that
[06:29:39] they're currently leveraging to fix the
[06:29:42] problem they have to ultimately get to
[06:29:44] the destination that they're trying to
[06:29:46] get, right? to take them from their
[06:29:47] current situation to their desired
[06:29:49] situation. Okay? In addition to that, we
[06:29:53] want them to admit that it is the right
[06:29:55] time now. Because if we can get them to
[06:29:58] admit that it's the right time and that
[06:30:00] if they don't make a change, they're not
[06:30:01] going to get there. Well, then obviously
[06:30:03] they need to take action now and make a
[06:30:05] change, right? So that is very very
[06:30:08] important. Now, the specific way that
[06:30:11] this works is really like this. So you
[06:30:14] can kind of ask business goals and then
[06:30:16] personal goals. When it comes to this
[06:30:18] one, I really like to just kind of ask
[06:30:20] the business goals because it can kind
[06:30:22] of become both business and personal.
[06:30:24] But one thing I've noticed is if you
[06:30:27] start asking in this specific sale, if
[06:30:29] you start asking business owners, you
[06:30:31] know, like how's that going to impact
[06:30:32] your life personally? How's that going
[06:30:34] to make you feel? Um it's it's sometimes
[06:30:38] just not super appropriate and it
[06:30:40] sometimes does not help the
[06:30:41] conversation, right? Okay? Cuz you're
[06:30:43] speaking with a business owner typically
[06:30:44] that's been running their business for a
[06:30:46] long time. More than likely, they've
[06:30:47] spoken with other people like you. And
[06:30:49] there's I'm not saying there's anything
[06:30:50] wrong with asking those questions.
[06:30:52] There's a right way and a wrong way to
[06:30:54] ask them. But I'm just saying I've
[06:30:56] noticed that sometimes it doesn't really
[06:30:58] help. If you can just focus in on the
[06:31:00] business questions and get them to tell
[06:31:03] you about that, it will lend into their
[06:31:06] personal life. Because most of the time,
[06:31:08] you know, these people, these small
[06:31:10] business owners in the United States,
[06:31:11] this is this is their life, right? They
[06:31:14] don't really have most of them don't
[06:31:16] have much of a life outside of their
[06:31:17] business. Obviously, they'll have
[06:31:19] families have they'll be married, but
[06:31:21] this is where they spend the majority of
[06:31:23] their time. It's in their business
[06:31:25] operating it, running it, making sure
[06:31:26] that it's making a profit or trying to
[06:31:29] get it out of a situation where it's
[06:31:31] losing money, right? So, I've just
[06:31:33] noticed that that's very very it's kind
[06:31:35] of a easier way to go about it. It's
[06:31:37] less complicated in your head. You're
[06:31:39] just asking business goals, but you can
[06:31:40] definitely do both. And the line of
[06:31:42] questioning for both is very, very
[06:31:44] similar. Okay. So, the way that it
[06:31:46] really works is you want to just discuss
[06:31:48] their business goals. And you just want
[06:31:50] to ask them, okay, so right now, where
[06:31:52] do you want to take your business in the
[06:31:54] next six months? Specifically, when it
[06:31:55] comes to revenue, right? So, they're
[06:31:57] going to tell you, "Okay, I want to take
[06:31:59] my business from $30,000 to $50,000."
[06:32:02] Okay? Why do you want to take it to
[06:32:04] $50,000 specifically, okay? Because now
[06:32:07] they're going to tell you more of their
[06:32:09] goals. Why do they want to do that?
[06:32:10] Right? Maybe for for a lot of gym
[06:32:12] owners, they'll end up saying, "Well,
[06:32:14] I'd be able to buy more equipment. I'd
[06:32:16] be able to buy more equipment. I'd be
[06:32:17] able to make my gym nicer and make me
[06:32:19] feel better about giving my my customers
[06:32:21] a better experience. before. I'd like to
[06:32:24] get there because I could pay my team
[06:32:26] more money and they're really hard
[06:32:28] workers and I know that they deserve
[06:32:29] more money and I also be able to pay
[06:32:31] myself some more money which would allow
[06:32:33] me to spend more time with my family or
[06:32:36] take my family on more vacations and da
[06:32:38] da da, right? So, it can kind of open up
[06:32:41] the opportunity for them to tell you
[06:32:43] some more personal goals that aren't so
[06:32:46] much business goals because you're
[06:32:47] asking them they own the business.
[06:32:49] You're asking them where they want to
[06:32:50] take their business and you're asking
[06:32:51] them why they want to take you to that
[06:32:53] specific spot,
[06:32:55] right? So, by asking that question, it
[06:32:58] will sometimes open it up for people to
[06:33:00] start sharing personal details without
[06:33:03] you just saying like, "How is this going
[06:33:04] to impact your personal life and your
[06:33:06] and your marriage, right? That those
[06:33:08] questions are just avoid them because it
[06:33:10] will turn people off." Uh, more than
[06:33:12] likely, okay? It just feels very salesy.
[06:33:15] I've noticed with people when you're
[06:33:17] talking to these brick-and-mortar
[06:33:18] business owners. Okay? So, you want to
[06:33:21] ask that, you know, why that number
[06:33:22] specifically, they're going to tell you
[06:33:24] a lot of stuff. And obviously from
[06:33:25] there, you can keep, you know, digging
[06:33:28] in to that. You can keep going into
[06:33:31] that, right? If somebody tells you
[06:33:33] they'd like to get to that number
[06:33:36] because they'd be able to pay their team
[06:33:38] more money, they'd be able to take home
[06:33:39] some more money and ultimately they'd be
[06:33:41] able to spend more time with their
[06:33:42] family because maybe they could hire
[06:33:44] someone to replace them a little bit
[06:33:46] more in the business, spend more time
[06:33:47] with their family, take their family on
[06:33:48] more vacations. You can just keep
[06:33:51] chunking it down just like what we do in
[06:33:53] diagnosing the problem and building
[06:33:54] doubt. It's no different here, right? If
[06:33:56] someone tells you that, you can
[06:33:58] literally just say, "Tell me more.
[06:34:00] Tell me more. That's all you have to
[06:34:02] say. Tell me more. It's that simple. You
[06:34:05] don't need to say anything more than
[06:34:06] that. Tell me tell me a little bit more
[06:34:08] about that. That's it. Right? So, you
[06:34:11] can you can take it a little step
[06:34:12] further just by asking that. And
[06:34:15] obviously, they're going to keep opening
[06:34:16] up. And then now you can ask them why
[06:34:18] that time frame specifically, right? Why
[06:34:21] do you want to be there in the next 6
[06:34:23] months? Why do you want to be there the
[06:34:24] next three months? Right? Because you
[06:34:25] can ask, you know, where do you want the
[06:34:26] business to be in terms of revenue? Um,
[06:34:29] and then you can also ask to when
[06:34:31] specifically, right? I just like to ask,
[06:34:33] you know, where do you want the business
[06:34:34] to be in the next three months or the
[06:34:36] next six months because it's a very it's
[06:34:39] a very short-term goal, which makes it a
[06:34:41] lot easier for you, say, cuz more than
[06:34:44] likely they're going to have a big goal
[06:34:45] and the likelihood based off the
[06:34:47] conversation you've had with them of
[06:34:49] them being able to get there if they
[06:34:50] don't change anything is very low. Okay?
[06:34:52] So, I like to keep it to 3 to 6 months.
[06:34:55] And now you can just ask them, why do
[06:34:56] you want to be at 50K in the next six
[06:34:58] months,
[06:35:00] right? Why that number specifically in
[06:35:03] that specific time frame? Because
[06:35:05] they're going to tell you, oh well, I
[06:35:07] actually have this loan that I've been
[06:35:08] paying off and paying off and, you know,
[06:35:12] I I had planned on getting it done by,
[06:35:15] you know, last year, the end of last
[06:35:17] year. And so I made it a goal since I
[06:35:18] didn't have it done by this year. And if
[06:35:20] I was able to get it done in six months,
[06:35:22] I'd be able to have it done this year.
[06:35:23] And if I keep having to pay for it, my
[06:35:25] wife is going to be pissed at me because
[06:35:26] I told her I was going to die. Right
[06:35:29] now, it opens up even more ammunition,
[06:35:32] giving me more ammunition around them
[06:35:34] needing to make a change right now in
[06:35:36] their process. Right? So, you want to
[06:35:39] ask that. And that's just two questions,
[06:35:41] right? So, we're literally at this point
[06:35:43] asking two questions. And now you can
[06:35:44] just take it a little bit deeper with
[06:35:46] tell me more. Right? That's literally
[06:35:48] all we've done at this point. One and
[06:35:51] two. And then from here, what would you
[06:35:54] want to make? So, this is where we kind
[06:35:56] of get into the personal. So, like I was
[06:35:58] saying, when it comes to the business
[06:36:00] line of questioning and the personal
[06:36:02] line of questioning, it's very, very
[06:36:03] similar, right? You're asking what what
[06:36:05] are your business goals in terms of
[06:36:06] revenue? Why that number specifically?
[06:36:09] Why that time frame specifically? And
[06:36:11] then the follow-up question to this,
[06:36:12] which is the the killer question, is
[06:36:14] realistically with your current
[06:36:16] strategy? And just be honest with me, do
[06:36:18] you think you're going to be able to get
[06:36:19] to where you want to get to to your
[06:36:21] goals? If you do not change your current
[06:36:23] strategy, do you think you'll be able to
[06:36:24] get there in the next six months if you
[06:36:25] don't change payment? Right? Because now
[06:36:28] what that opens them up to saying is I
[06:36:30] need to make a change now and no, I
[06:36:31] won't because I've got a goal. If I
[06:36:34] don't change it, I'm not going to get
[06:36:35] there based on the conversation we've
[06:36:36] had. Okay? But going back to the line of
[06:36:38] questioning with personal and business,
[06:36:40] it's very, very similar, right? You can
[06:36:41] ask those business goals. And if you
[06:36:43] want to, you can now ask the personal
[06:36:45] goals of, okay, well, in terms of
[06:36:47] personal income, where would you like
[06:36:48] that to be? I know we've spoken about
[06:36:50] your business specifically, but where do
[06:36:52] you want your personal income to be? And
[06:36:54] they'll tell you where they want it to
[06:36:55] be. Now, you can ask them, why? Why that
[06:36:58] specific income? You know, I'd like to
[06:37:00] be making $30,000 in take-home income a
[06:37:03] month. Okay? Why that why $30,000
[06:37:06] specifically?
[06:37:07] Why that time frame? Right? I'd like to
[06:37:09] be there in the next three months. Why
[06:37:11] in the next three months? So, it's kind
[06:37:13] of it kind of blurs, right? it can blur
[06:37:16] if you just ask them to tell you a
[06:37:18] little bit more about it and take it a
[06:37:19] little bit deeper. Okay, but these are
[06:37:22] really the only two questions along with
[06:37:24] this one that you really need to ask in
[06:37:28] identifying their goals and then just
[06:37:29] make sure you take a little bit deeper
[06:37:31] with ask them to tell you a little bit
[06:37:32] more about it. Okay? Because if they
[06:37:35] tell you this, if they say that
[06:37:39] they're not going to be able to get to
[06:37:41] their destination, if they're not going
[06:37:43] to go from current situation, which is a
[06:37:46] bad situation, to their desired
[06:37:47] situation, which is absolute bliss. And
[06:37:51] if they don't change anything, then you
[06:37:52] know you've got them, right? You know
[06:37:54] you've got them. And at that point, you
[06:37:56] can literally just say, "Well, it sounds
[06:37:58] like it's time to make a change. Is that
[06:38:00] right?" And say, "Yeah, definitely." And
[06:38:03] now you just set yourself up perfectly
[06:38:05] to transition into the pitch. Okay. Now,
[06:38:08] obviously, if somebody says yes
[06:38:13] and they don't think that, you know,
[06:38:15] they think they're going to be able to
[06:38:16] get to where they want to get if they
[06:38:17] don't change anything. If that doesn't
[06:38:20] make sense based off the conversation
[06:38:22] that you've had throughout the
[06:38:24] discovery, then you need to ask them how
[06:38:27] that makes sense. Right? Okay. I'm a
[06:38:29] little bit confused. I know you just
[06:38:31] said earlier that you guys have been
[06:38:33] losing money for the last three months.
[06:38:35] You guys were making money uh the first
[06:38:38] three months of the year, but since the
[06:38:39] last three months, you haven't been
[06:38:41] making any money and it's consistently
[06:38:43] going down little by little. And you
[06:38:46] kind of said that, you know, if you
[06:38:48] don't change anything, you're probably
[06:38:49] not going to be able to get this thing
[06:38:51] to start turning a profit, right? So,
[06:38:53] can you just explain to me from from the
[06:38:55] numbers how how that's going to happen?
[06:38:58] Can you just like walk me through that
[06:38:59] because I'm looking
[06:39:01] right? So, that's really all you want to
[06:39:02] do from here. But there's a caveat to
[06:39:05] this entire question. Okay. Does it make
[06:39:08] sense to ask somebody this question if
[06:39:13] it doesn't based off the conversation
[06:39:16] you've had with them, it doesn't make
[06:39:17] sense? Not really. But you can phrase it
[06:39:20] in a different way based off what
[06:39:22] they're kind of telling you their goals
[06:39:23] are, right? But that's why it's so
[06:39:26] important. It's so important to do this
[06:39:29] whole entire process
[06:39:31] uh right here. It's so important to run
[06:39:33] the discovery
[06:39:35] to a tea like this because what it will
[06:39:37] do is expose them to telling you
[06:39:40] information that makes it so that
[06:39:42] they're more than likely going to say
[06:39:44] no. No, I don't think I'm going to be
[06:39:46] able to reach my goals if I don't make a
[06:39:48] change now. So, that's why this is so
[06:39:51] important to run this process
[06:39:53] effectively. That's why this is the most
[06:39:56] important step of the entire sales
[06:39:58] process is because you're getting them
[06:40:00] to tell you everything that's wrong with
[06:40:02] their business. You're getting them to
[06:40:04] admit that what they're doing right now
[06:40:06] is not the optimal solution to fix it.
[06:40:09] And then you're getting them to tell you
[06:40:10] where they want their business to be and
[06:40:12] how it's going to affect the business
[06:40:15] and them. And getting them to admit that
[06:40:18] if they don't make a change, they're not
[06:40:20] going to be able to get there and that
[06:40:21] now is the right time to make a change.
[06:40:24] Right? So now you you should understand
[06:40:26] why this is such an important piece to
[06:40:29] the sales process because if you can't
[06:40:31] get them to admit that you're not
[06:40:33] working with anything. If you just go in
[06:40:35] and tell them what you do, nine times
[06:40:37] out of 10, they're not going to see the
[06:40:40] value. If you ever hear people say you
[06:40:42] got to build value in your sales
[06:40:43] process, you got to build value in your
[06:40:45] product, that's what that's what this
[06:40:47] is. That's what you're doing here is
[06:40:49] you're building value because you're
[06:40:51] getting the other person to recognize
[06:40:55] that they need what you're going to tell
[06:40:57] them here here in a couple minutes. If
[06:40:59] they don't think that they're in a spot
[06:41:01] where they need what you're going to
[06:41:02] sell them, they're not going to buy it,
[06:41:04] right? Right? So, if you can get them to
[06:41:06] recognize before you even tell them what
[06:41:07] you're going to do that they need it and
[06:41:10] they admit it and they tell you
[06:41:12] everything wrong with their current
[06:41:14] strategy to fix the problems and they
[06:41:17] admit the problems they have and that
[06:41:19] the but they admit all of the previous
[06:41:21] attempts to fix those problems working
[06:41:23] with an agency, doing it on their own,
[06:41:25] having their wife do it, having their
[06:41:26] son do it, right? You guys have to admit
[06:41:28] that in detail with the data and poke
[06:41:31] holes in it and to get them to tell you
[06:41:33] their goals and get them to tell you
[06:41:36] I'm not going to be able to reach my
[06:41:37] goals if I don't change things now.
[06:41:41] You've got them right there. Now, now
[06:41:42] it's just a matter of not messing it up,
[06:41:45] right? Because they literally just told
[06:41:46] you they need to make a change and they
[06:41:48] want to make now. Okay? So, that's
[06:41:51] that's why this is so important. But
[06:41:54] like I said, if you don't do it right,
[06:41:57] if you don't run the discovery right and
[06:41:58] go through a lot of this stuff and get
[06:42:00] them to admit it, this this question
[06:42:03] won't
[06:42:04] it won't really hit right. So, you need
[06:42:07] to set yourself up for success by asking
[06:42:10] this stuff and getting them to
[06:42:11] recognize,
[06:42:13] holy cra, holy crap, my problem is way
[06:42:15] worse than I thought. Right? We want to
[06:42:17] go all the way back up here. We want to
[06:42:19] get them to recognize that it is hell,
[06:42:23] that it's not good, and that where they
[06:42:25] want to get is heaven, and that
[06:42:28] everything they've done in the past was
[06:42:30] not effective, and that clearly based
[06:42:32] off the conversation you're having right
[06:42:33] now.
[06:42:35] Yours is going to be a lot different
[06:42:37] than what they've been doing and what
[06:42:38] they've done in the past, right? And
[06:42:40] then through this conversation, you're
[06:42:42] eliminating eliminating the objections,
[06:42:44] right? If someone says, "Now is not the
[06:42:46] right time." Well, if you just got them
[06:42:47] to tell you now is the right time and if
[06:42:50] they want to fix it right now and and if
[06:42:52] they don't, they're not going to be able
[06:42:53] to get to their goals. How can they tell
[06:42:55] you now isn't the right time? You can
[06:42:58] literally just say, I'm a little bit
[06:42:59] confused. You said earlier that now is
[06:43:01] the right time because if you don't make
[06:43:03] those change, you're not going to be
[06:43:04] able to bring on another team member or
[06:43:06] your business is going to keep going in
[06:43:08] a direction where it might start losing
[06:43:09] money, right? and you're going to be
[06:43:11] able to keep them accountable to that to
[06:43:13] make sure their actions back up what
[06:43:15] they told you. Okay? So, it's going to
[06:43:17] be able to help you make it a lot easier
[06:43:19] so that when you do ask for the close,
[06:43:23] there's not any any friction. There's
[06:43:25] not really any objections. Okay. Now, if
[06:43:30] we go back now, what we're going to go
[06:43:32] into is the transition and then the
[06:43:35] pitch. Okay. So for the transition, all
[06:43:38] we're doing is transitioning from the
[06:43:40] conversation where we're asking them
[06:43:42] questions, the discovery, into where
[06:43:44] we're going to tell them the exact
[06:43:46] solution they should do while weaving in
[06:43:49] what they told us in the discovery, so
[06:43:51] that it's a tailored solution to them.
[06:43:54] Okay? But the way you really want to do
[06:43:55] this is you want to let them know that
[06:43:57] you understand their situation, right?
[06:43:58] You don't want to just go right to the
[06:44:00] pitch and tell them this is what we'll
[06:44:01] do, right? You want to set yourself up
[06:44:04] to kind of move into that and position
[06:44:06] yourself as an authority. And someone
[06:44:08] that heard what they just told you,
[06:44:10] right? They just had you you more than
[06:44:12] likely at this point had a 20 to 30
[06:44:14] minute long conversation with them
[06:44:15] potentially even longer. I've had
[06:44:18] hourlong discoveries uh because
[06:44:20] sometimes you'll talk of people that
[06:44:22] really like to talk. I'm sure you've
[06:44:24] experienced that before. But you know,
[06:44:26] you you'll at this point have just had a
[06:44:27] really good conversation with them about
[06:44:29] their business, right? So, you want to
[06:44:30] let them know that you understand what
[06:44:32] they just told you, that you comprehend
[06:44:34] it, that you were listening. In addition
[06:44:36] to that, you want to let them know that
[06:44:37] you can help them in a non- salesy way.
[06:44:39] And all I mean by is you don't want to
[06:44:41] tell them, "Oh man, based off this, I
[06:44:43] guarantee you we're going to be able to
[06:44:44] 2X your business in the next three
[06:44:46] months. I know for a fact, right? You
[06:44:48] don't want to do that. You just want to
[06:44:49] let them know, look, based off
[06:44:51] everything we've covered here, I'm
[06:44:54] confident that we can help you out. I'm
[06:44:55] confident that we can help you get on a
[06:44:57] path to start hitting your goals to to
[06:45:00] make it a more efficient path towards
[06:45:02] hitting your goals. Right? That's all
[06:45:04] you want to do. One thing I didn't cover
[06:45:06] here real quick is before you do
[06:45:08] transition into this, the one thing you
[06:45:10] want to ask, which I don't have here,
[06:45:12] which I should, is you want to ask them,
[06:45:17] great, I feel like you've covered a lot
[06:45:18] of ground here. Is there anything else
[06:45:20] you feel like we haven't covered that
[06:45:22] would help me better understand your
[06:45:23] situation? Okay, you want to always ask
[06:45:26] that question before you transition into
[06:45:28] the pitch because it's going to do two
[06:45:29] things for you. It's going to allow you
[06:45:30] to mentally check and and think if you
[06:45:33] made sure to ask everything, if you
[06:45:34] diagnosed the problem adequately, if you
[06:45:36] build that doubt adequately, and if you
[06:45:39] identified their goals adequately and
[06:45:41] it's also going to allow them to think
[06:45:42] back to telling you some additional
[06:45:44] information. Okay, you'll see in one of
[06:45:46] these sales calls that are a review
[06:45:49] where I asked that and the guy told me
[06:45:51] some very important information which
[06:45:53] changed the entire conversation with how
[06:45:56] I ended up pitching and which ultimately
[06:45:58] led to me closing it. If I hadn't asked
[06:46:00] that, it would have it would have
[06:46:02] probably been unlikely that I closed it.
[06:46:04] Okay? So, at this point, people might
[06:46:07] not might not say anything. They'll say,
[06:46:09] "Nope, I'm all good." But they might
[06:46:11] tell you a lot of different stuff. Okay?
[06:46:13] So it's very very important that you ask
[06:46:15] that before you go into here. So now
[06:46:16] from here in addition to that you want
[06:46:19] to make sure that you just bring their
[06:46:20] problems and pain points back to the
[06:46:22] surface briefly say your expertise and
[06:46:24] highle promise of what you can do tell a
[06:46:27] little bit of a client story potentially
[06:46:28] blend it in there and then get
[06:46:30] permission to proceed and end that so
[06:46:33] that you can now move into the pitch.
[06:46:35] Okay. So, what this would look like is
[06:46:37] kind of like what I was telling you
[06:46:38] earlier is, "All right, John, you know,
[06:46:40] based off our conversation, I've got a
[06:46:42] really good understanding of where
[06:46:44] you're currently at, where you want to
[06:46:45] get, and I feel pretty confident that we
[06:46:47] can help you get to where you want to
[06:46:49] get and change things." Okay. So, John,
[06:46:52] my area of expertise is helping gym
[06:46:54] owners just like you that currently
[06:46:56] don't have control over the growth of
[06:46:58] their business to get control over it,
[06:47:01] leveraging AI. Okay? And it's the same
[06:47:04] AI system that we use across my business
[06:47:07] partner's 130 gyms that he owns and
[06:47:10] operates. Does that make sense?
[06:47:13] Okay. So now from here, what did we just
[06:47:15] do when I just said that? If you need to
[06:47:17] play that back, play it back again, but
[06:47:18] kind of look at this and see what I did.
[06:47:20] I let them know that I understood their
[06:47:22] situation. I let them know that I could
[06:47:24] help them in a non- salesy way. Um, I
[06:47:27] brought their problems back to the
[06:47:28] surface uh a little bit. See, what I
[06:47:30] what I would do after that is now kind
[06:47:32] of go into letting them know that we
[06:47:34] have a tailor made solution to them. And
[06:47:37] I would just let them know, look, you
[06:47:39] know how you told me earlier that your
[06:47:41] business is currently at X and you want
[06:47:43] to take it to X and you know you're not
[06:47:45] going to be able to if you don't make
[06:47:46] change. Well, everything we do is custom
[06:47:49] based off your situation so that it's
[06:47:52] tailor made, right? It's not a
[06:47:54] one-sizefits-all solution like what most
[06:47:56] companies do. Everything we do is
[06:47:58] customized based off where you're at
[06:47:59] right now and where you need to get
[06:48:01] because that's going to make the process
[06:48:03] that we provide to you change. Does that
[06:48:06] make sense? Right. So, at that point, I
[06:48:08] would then go into the pitch. But, right
[06:48:11] with that, I've now stated my expertise,
[06:48:15] right? We help gem owners just like you.
[06:48:17] And I've also told them a brief story
[06:48:19] about my business partner that owns 130
[06:48:22] gems, right? And it's the same system
[06:48:24] that we use at my business partner's 130
[06:48:26] gems. It's the same system that I've
[06:48:28] used to help x amount of people. It's
[06:48:31] the same system I've used that my friend
[06:48:34] has used with over 1,800 businesses.
[06:48:37] Right? So, you can say, you could say
[06:48:40] something like that. Um, and then from
[06:48:42] there, uh, one thing you can do that is
[06:48:45] is good and and I do recommend that I
[06:48:47] missed is just getting permission to
[06:48:49] proceed by just letting know, look, at
[06:48:51] this point, like I said, I've got a good
[06:48:53] understanding of your situation, but as
[06:48:55] far as where you want to go from here,
[06:48:56] you just let me know. I could walk you
[06:48:58] through top to bottom our process and
[06:49:01] exactly what I'd recommend doing to
[06:49:03] change your situation, but you just let
[06:49:04] me know how you kind of want to proceed
[06:49:06] because it's going to give them control.
[06:49:09] You're basically bitting the knee and
[06:49:11] allowing them to steer the conversation
[06:49:14] and giving them that control. Now, if
[06:49:16] they're telling you, "No, I'd love to
[06:49:17] hear I'd love to hear exactly what you
[06:49:19] think you could do to fix my my
[06:49:20] problems. Uh, it sounds like you're a
[06:49:22] knowledgeable guy." Like, okay, great.
[06:49:24] Well, I can do that. So, now we would go
[06:49:26] to the pitch, right? And really, what I
[06:49:29] have right here is this is a formula
[06:49:31] that you want to follow for pitching.
[06:49:34] Okay? So, what we're selling is is these
[06:49:36] things right here. All right? And now
[06:49:40] the way that we are uh and you know you
[06:49:43] can usually just sell these uh maybe not
[06:49:46] the sales training right because what I
[06:49:48] do sales training because we have a team
[06:49:49] and we've kind of figured out some ways
[06:49:50] to leverage AI to help with it. You
[06:49:52] definitely can too but this is a little
[06:49:54] bit more advanced right when it comes to
[06:49:58] um just getting started out because the
[06:50:00] easiest way to get really good at this
[06:50:01] is by just getting a great customer
[06:50:03] that's great at sales having them give
[06:50:05] you their sales process. taking that
[06:50:07] sales process, having the customers
[06:50:09] record their conversations and then
[06:50:10] setting it up in a GPT to compare the
[06:50:12] conversations to the sales process and
[06:50:15] proven examples of the sales process
[06:50:17] being run flawlessly and then now we can
[06:50:19] grade their sales and it can tell them
[06:50:21] what they did well, what they did wrong,
[06:50:22] what they missed, right? So that that's
[06:50:24] a little bit more advanced where you you
[06:50:26] might not be there but if you are cool,
[06:50:29] you know, you can do that and that's
[06:50:30] that's very powerful. But this is what
[06:50:33] we're selling. And the formula is very
[06:50:35] very simple where we're literally just
[06:50:37] getting them to where we're telling them
[06:50:39] look the first thing we're going to do
[06:50:40] is this. You know how you told me it's
[06:50:44] currently the way you're currently doing
[06:50:46] it to to get X result is causing this
[06:50:50] problem uh both logical so it's
[06:50:53] impacting your business negatively and
[06:50:55] it's also making you recognize that it's
[06:50:58] making you very frustrated. Right? So
[06:50:59] just logical or emotional and then we're
[06:51:01] telling them what it is and then we're
[06:51:03] going into the logical benefit, the
[06:51:05] emotional benefit and then we're tying
[06:51:07] it down to make sure that they
[06:51:09] comprehended what we just told them.
[06:51:11] Okay? And then in addition to that, we
[06:51:14] have the consequence of not having it
[06:51:16] right to just really drive the point
[06:51:19] home after they just told us. So it's
[06:51:21] almost like a double tieown um doing
[06:51:24] this because we get them to tell us,
[06:51:25] "Yes, that makes sense. I understand.
[06:51:27] Don't have any questions." And then we
[06:51:29] we hit them with another thing. Okay.
[06:51:30] So, what this would look like for the
[06:51:32] reviewers cuz what we're taking is we're
[06:51:34] taking what they told us and then we're
[06:51:37] inserting it into here. Okay. So, what
[06:51:39] this would look like if somebody told me
[06:51:42] for the first thing because you want to
[06:51:43] sell them in as okay. If they told me
[06:51:47] for the reviews that they currently
[06:51:49] don't have a good process to get them,
[06:51:50] they've only gotten four over the last
[06:51:51] year. they currently rely on their team
[06:51:53] to ask for them and that they recognize
[06:51:55] it's not the most effective way to do it
[06:51:57] and that reviews are really important
[06:51:58] and that they know it's ultimately
[06:52:00] negatively impacting their marketing
[06:52:02] money that they're spending in marketing
[06:52:04] because when people see their ads,
[06:52:05] they're looking them up on Google and
[06:52:07] seeing that they haven't got a lot of
[06:52:08] reviews. This is kind of what it would
[06:52:10] sound like. You know, I'd say, "Okay, so
[06:52:12] John, you know how you said earlier that
[06:52:14] you currently do not have a good process
[06:52:16] in place to generate reviews, and
[06:52:18] because of that, you know, it's
[06:52:19] negatively impacting your business's
[06:52:21] growth because when you're running ads,
[06:52:23] you're investing money on ads, people
[06:52:25] are going to your page and looking you
[06:52:26] up. And unfortunately, your Google
[06:52:28] storefront, your digital storefront
[06:52:30] doesn't look near as good as it could if
[06:52:33] you did have a better process in place.
[06:52:35] And unfortunately that process right now
[06:52:37] is work is is dependent on your team.
[06:52:40] And you know you also said earlier that
[06:52:41] it's super frustrating that you guys
[06:52:43] offer a great product and everyone tells
[06:52:46] you in in person how great it is but
[06:52:49] your team is just not asking and it's
[06:52:51] frustrating you. You know you said that
[06:52:53] earlier. Well what we're going to do is
[06:52:55] we're going to install an AI reviews and
[06:52:58] referrals system so that now we're going
[06:53:02] to go into logical and emotional benefit
[06:53:04] to tie it back. so that your team
[06:53:06] doesn't even have to ask anyone for
[06:53:08] reviews. This is going to work every
[06:53:10] single time on autopilot without you
[06:53:12] having to worry about your team asking
[06:53:15] for it or not. Does that make sense?
[06:53:18] Right now, from here, you want to ask
[06:53:20] them what questions you have on
[06:53:22] specifically after they tell you it
[06:53:23] makes sense because now what you're
[06:53:24] doing is you're asking them what
[06:53:26] questions they have. You're not asking
[06:53:28] them if it just makes sense. Okay? And
[06:53:30] you can sometimes skip this, right?
[06:53:32] because you just keep asking this for
[06:53:34] four different pillars over and over
[06:53:36] again. It can kind of become robotic.
[06:53:39] Um I've had people call me out on it,
[06:53:41] but uh so close up because they're like,
[06:53:43] "Damn, this guy [ __ ] has his process
[06:53:46] down." You know, they respect it. But if
[06:53:48] you want to be a little bit more subtle,
[06:53:50] right? Uh so that they a little bit more
[06:53:52] stealthlike, so they don't recognize
[06:53:54] what you're doing, you can kind of
[06:53:56] switch it up where you just go, you
[06:53:58] know, what questions do you have on
[06:53:59] that? Does that make sense now? What
[06:54:01] questions do you have on that? Right?
[06:54:03] So, you don't have to ask both of these,
[06:54:05] but you want to ask this after you
[06:54:08] explain that to make sure they
[06:54:09] comprehended what you said. And when you
[06:54:11] ask in this way what questions you have,
[06:54:13] people are going to tell you what
[06:54:14] questions they have. And they're going
[06:54:16] to tell you things that they would have
[06:54:17] never told you if you just asked, "Does
[06:54:19] that make sense?" Because think about
[06:54:22] this. Had you ever been asked, "Does
[06:54:25] that make sense?" And in your head
[06:54:28] it doesn't make any sense because you
[06:54:30] were paying attention, but you just
[06:54:31] don't want to. It's so easy to just say,
[06:54:34] "Yeah, right." It's like you don't want
[06:54:36] to disrupt the flow or for whatever
[06:54:38] reason, we just we don't want to speak
[06:54:40] up and say, "No, man. That didn't make
[06:54:42] any sense. I have no [ __ ] clue what
[06:54:44] you just said." Um, unless it's like a
[06:54:46] close friend, that's what I would say
[06:54:48] to, you know, my buddy. But I'm thinking
[06:54:50] back to when I was in high school, you
[06:54:52] know, the teacher's like, "Does that
[06:54:53] make sense?" and be like, "Yeah, yeah,
[06:54:56] it makes sense." Like, "What? What's
[06:54:59] going on?" Right? So, that's why we want
[06:55:01] to ask that because they're going to be
[06:55:02] able to tell you, "Uh, yeah, yeah, I I
[06:55:05] think that makes sense." And you say,
[06:55:06] "Well, what do you mean you think it
[06:55:07] makes sense? I'm a little bit confused
[06:55:08] here. I want to make sure you totally
[06:55:09] understand it." Right? What do you see
[06:55:11] how that would help you out? Does that
[06:55:13] make sense? You you kind of handle it
[06:55:15] from there to make sure they actually
[06:55:17] see the value in what you just said. Now
[06:55:19] the optional consequence of the pillar
[06:55:22] which like I said is kind of like the
[06:55:23] double tie down is something like this
[06:55:26] right? So now they just told you yeah
[06:55:28] that makes total sense I see how that
[06:55:29] would help me out. Now, what you could
[06:55:31] do from there is just say, and the
[06:55:33] reason why, John, this is so important
[06:55:37] is because if you don't have a process
[06:55:39] in place to be able to generate you
[06:55:41] reviews consistently, what's going to
[06:55:43] end up happening is you're going to
[06:55:44] continue to fall deeper and deeper and
[06:55:47] deeper on the listings when it comes to
[06:55:49] Google and even the listings when it
[06:55:51] comes to AI because that's really what
[06:55:52] they focus on is reviews and what people
[06:55:54] are saying, the sentiment. And if that's
[06:55:56] the case, not only will will your
[06:55:58] digital storefront not really represent
[06:56:01] your business, which obviously is
[06:56:03] impacting your business's growth, but in
[06:56:05] addition to that, it's going to impact
[06:56:07] your visibility so much that when you do
[06:56:10] run ads and people go to try and find
[06:56:12] you or they just look up gym near me,
[06:56:14] they're not even going to see you.
[06:56:16] They're going to see your competitors
[06:56:17] that do have a process in place like
[06:56:19] this. Okay? And that's why this is so
[06:56:21] important that you get it fixed, okay?
[06:56:24] because if you don't, your competition
[06:56:26] is you're going to be running ads.
[06:56:27] They're going to be looking up gyms near
[06:56:28] me and you're going to be basically
[06:56:29] marketing for your competition, right?
[06:56:31] So, that's really what that looks like.
[06:56:33] And again, you don't have to do it, but
[06:56:35] it's a little bit of a that's where it
[06:56:37] just really drives it home because it's
[06:56:39] almost like a double tie down, right?
[06:56:41] You're you're making sure that they
[06:56:42] understood what you said and they're
[06:56:43] saying, "Yes, I I get that. That makes
[06:56:45] sense. I see how that will help me out."
[06:56:47] And then you're telling them, "Look, I'm
[06:56:48] glad you understand it. That's great.
[06:56:50] We're on the same page. But in addition
[06:56:51] to that, if you really don't fix this,
[06:56:54] this is why it's really, really bad
[06:56:55] because additionally, this will happen.
[06:56:58] Okay. Now, from here, what we're kind of
[06:57:01] doing is we're going into the close. So,
[06:57:03] to keep this very, very simple, what we
[06:57:05] want to do first is a temp check. Okay.
[06:57:08] All a temp check looks like is just in
[06:57:11] terms of the process, how do you feel?
[06:57:13] Right, John? Just in terms of the
[06:57:14] process I just broke down for you, how
[06:57:16] do you feel? That's it. That's all you
[06:57:19] need to ask. Right. right here. So, from
[06:57:22] there, they're going to tell you, hey,
[06:57:25] they're going to tell you basically two
[06:57:27] types of answers. I'm not going to say
[06:57:28] they're gonna tell you two specific
[06:57:29] things, but they're either going to tell
[06:57:31] you, "Wow, that makes total sense.
[06:57:33] Totally get it. I'm on board." Like,
[06:57:36] they're going to say something along the
[06:57:37] lines of that where they're super
[06:57:38] confident based off what you just told
[06:57:40] them they should do. Or they might tell
[06:57:43] you, "Yeah, I feel pretty good. Uh, but
[06:57:46] it just seems uncertain, right? I feel
[06:57:48] pretty good. That makes sense. Yeah, I
[06:57:50] like it. Okay. Right. That doesn't seem
[06:57:53] very certain. That's not like, man, I've
[06:57:56] never had a conversation like this
[06:57:57] before. That makes so much sense. Uh
[06:58:00] why'd it take us so long to find you?
[06:58:02] Right. That's very different from
[06:58:03] someone saying, "Yeah, that's it sounds
[06:58:05] good. I I like it." Right? That's very
[06:58:07] very different. So, if someone tells you
[06:58:11] a very very competent answer in the
[06:58:14] right direction, obviously you can move
[06:58:16] on. Okay? because they're sold, right?
[06:58:20] They they just told you they're they're
[06:58:21] ready to rock. And at that point, what
[06:58:24] you want to do is let them know the next
[06:58:26] steps before you tell them the price.
[06:58:29] Okay? So, before you go over here, you
[06:58:31] want to tell them exactly what's going
[06:58:33] to happen so that they know so that
[06:58:35] they're crystal clear in their head as
[06:58:37] far as what will happen when they say
[06:58:39] yes. Okay? Because what you don't want
[06:58:41] to do is tell them the price and then
[06:58:44] have to tell them all this other stuff
[06:58:45] and start making them f and come up with
[06:58:46] reasons for why they should say no or
[06:58:48] why they should jump off the call. Okay?
[06:58:50] Because it's not like this is an inerson
[06:58:52] sale. This is a sale on Zoom. They could
[06:58:55] easily just end the call and jump out,
[06:58:57] right? It's very very the sales like
[06:59:00] this are much more difficult than
[06:59:01] inerson sales because the person can't
[06:59:03] run away when they're in person, right?
[06:59:05] So this is what we want to do if they
[06:59:07] give us that certain answer. We want to
[06:59:09] tell them, okay, great. So, the next
[06:59:11] step as far as getting started will look
[06:59:13] like this. First thing we would do is
[06:59:15] process payment right now. We'd sign the
[06:59:17] agreement, make sure that you're good
[06:59:19] with it, on the same page, get get that
[06:59:21] sign off on right now. And then from
[06:59:23] there, what we would do is we would
[06:59:25] schedule your onboarding call so that we
[06:59:27] can jump on and get everything we need
[06:59:28] to get you launched and and rocking with
[06:59:31] us. Does that make sense? Right. Now,
[06:59:33] you want to ask them, does that make
[06:59:35] sense? because now you just told them if
[06:59:37] you say yes, you're going to pay me,
[06:59:40] you're going to sign the binding
[06:59:41] agreement and we're going to book the
[06:59:42] onboarding call, right? It's not like
[06:59:44] you're going to send them the agreement.
[06:59:46] It's not like you're going to send them
[06:59:47] an invoice. That's not what you want to
[06:59:48] do. That's how you lose deals. And
[06:59:50] anyone that tells you that is has never
[06:59:53] done a sale like this. Okay? You got to
[06:59:55] do it this way. And if you don't, you're
[06:59:57] shooting yourself in the foot and you're
[06:59:58] going to lose a ton of deals. Okay? So,
[07:00:01] that's what we want to do from there.
[07:00:02] Now, once we've done that, all we want
[07:00:04] to do is have the pitch in this formula.
[07:00:08] Okay? And the investment, you don't want
[07:00:10] to say the price, this is what it costs.
[07:00:12] The investment, they're making an
[07:00:14] investment into themselves in their
[07:00:15] business, right? Investments are
[07:00:17] something that generate returns.
[07:00:19] Investments are exciting. They're fun.
[07:00:21] They're full of promise. They're full of
[07:00:23] potential, right? It cost you. You don't
[07:00:26] want to do that, right? The investment
[07:00:27] to get you from current state to desire
[07:00:30] desired state is X, right? So, it could
[07:00:32] be as simple as this. The investment to
[07:00:34] take you take your business from $30,000
[07:00:36] a month to $50,000 a month is $10,000.
[07:00:40] And at that point, you just want to stop
[07:00:42] talking and you want to let them
[07:00:43] comprehend what you just told them,
[07:00:45] right? Because you just told them the
[07:00:46] price and you just had a very, very long
[07:00:48] conversation with them. But now that
[07:00:49] you've gone over all this other stuff,
[07:00:52] they have nothing else to think about
[07:00:54] other than just saying, "Yeah." Okay. So
[07:00:56] that's how you want to handle it. Now if
[07:00:59] somebody tells you an uncertain answer,
[07:01:02] what you want to do from here is handle
[07:01:04] that. Okay? And what you can do is ask
[07:01:06] them on a scale of 1 to 10 with one
[07:01:09] being you're ready to jump off this
[07:01:11] call. You see no value in working with
[07:01:12] me and 10 being you're ready to get
[07:01:15] started right now. Where are you at?
[07:01:17] Right? And they're going to tell you um
[07:01:18] I'm at like a seven. A lot of people
[07:01:20] will say they're at a seven because a
[07:01:22] seven is that like lukewarm number,
[07:01:24] right? Eight is kind of still lukewarm.
[07:01:26] We're kind of getting hot. But nine is
[07:01:28] where it's like, yes, I'm ready to go,
[07:01:30] right? And 10 perfect. A lot of people
[07:01:32] don't ever think anything can be
[07:01:33] perfect, right? And that's probably
[07:01:35] true. So most people won't say 10. It'll
[07:01:37] be like 9.9, 9.5, nine. That's like a
[07:01:40] good to go answer. But if somebody tells
[07:01:43] you an eight or a seven, right? Anything
[07:01:44] below a nine. What you can now ask them
[07:01:47] is, "Got it. Well, why aren't you a
[07:01:49] one?" You can ask them that and they'll
[07:01:52] tell you a lot of things that they like.
[07:01:55] Okay? They'll tell you a lot of things
[07:01:57] that they like. And now you can ask
[07:01:58] them, well, why aren't you a 10?
[07:02:02] Right? And they might not even know what
[07:02:03] to say because they just said a lot of
[07:02:05] positive things. You can also do the
[07:02:06] flip side of it and just say, why aren't
[07:02:08] you attent? And they'll tell you more
[07:02:10] than likely exactly why. And and exactly
[07:02:14] why might be because they just they
[07:02:16] didn't actually hear what you said. they
[07:02:17] didn't actually comprehend what you just
[07:02:19] said during a pitch. Okay? So, the
[07:02:23] reason why that's important is because
[07:02:25] if somebody tells you they're tells you
[07:02:27] they're uncertain and if you ask this
[07:02:29] question, this is what most sales people
[07:02:31] will do. They'll just jump right to the
[07:02:33] price before even asking somebody, hey,
[07:02:35] just in terms of the process, how do you
[07:02:36] feel? Like, how do you feel about what I
[07:02:38] just said? You're not you're not getting
[07:02:40] a gauge if they're sold or not? Because
[07:02:43] if somebody's not sold, it means you
[07:02:44] have to do more work. And if you're able
[07:02:46] to gauge that before you actually pitch
[07:02:48] them, you have the opportunity to
[07:02:50] recover the fumble, right? If you don't
[07:02:52] ask that, you don't you don't know,
[07:02:54] right? You're you're being an average
[07:02:56] average sales guy, right? So that's why
[07:02:58] this is so so important is because it
[07:03:00] allows you to resell them on it before
[07:03:03] you even sell them if they're not sold.
[07:03:06] Okay? So that's how you want to handle
[07:03:08] that. And then at the same thing, right,
[07:03:10] once they tell you whatever it is, you
[07:03:12] can overcome it, right? If somebody
[07:03:14] tells you, "Well, I'm just not a I'm not
[07:03:16] really sure on how, you know, this would
[07:03:18] help me. I'm just not really sure." You
[07:03:21] can kind of go back over it, right?
[07:03:22] Okay. Well, what part specifically are
[07:03:24] you unsure on? Well, the whole thing.
[07:03:26] Okay. The whole thing. All right. Well,
[07:03:28] let's kind of restart from the top. You
[07:03:29] know, you can do that because why would
[07:03:32] you tell somebody the price and the next
[07:03:34] steps if they told you that, right? So
[07:03:37] it makes no sense to be asking somebody
[07:03:40] that if they told you they're not ready
[07:03:42] to get started, right? So this is really
[07:03:45] really this what the sales process looks
[07:03:47] like and exactly how you need to handle
[07:03:49] every single step of it. Okay? So if we
[07:03:53] just go all the way back up to the top,
[07:03:57] like I said, the most important piece
[07:03:59] here is this. Okay, this is the most
[07:04:04] important piece, right? because it's
[07:04:06] where you're getting them to tell you
[07:04:08] everything that's wrong with their
[07:04:09] business and why what they're doing
[07:04:10] right now to fix it is not working and
[07:04:13] getting them to recognize that it's not
[07:04:15] going to work and then getting them to
[07:04:16] tell you spec directly that if they
[07:04:19] don't make a change with this they're
[07:04:21] not going to be able to fix these
[07:04:22] problems and fixing these problems is is
[07:04:25] required to get them to realize their
[07:04:27] goals right it's nothing more than just
[07:04:30] having a conversation with them about
[07:04:32] what their current situation looks like
[07:04:34] and getting them to recognize that their
[07:04:37] current situation is worse
[07:04:40] potentially than what they thought and
[07:04:42] getting them to admit what their actual
[07:04:45] desired situation is and that now is the
[07:04:47] time to take action. Okay? And like I
[07:04:50] said, this is a process that I've used
[07:04:52] to make millions of dollars, right? This
[07:04:55] is this is the one thing that I've done
[07:04:57] more than anything else is taking sales
[07:05:00] calls. Because if you can't do this, no
[07:05:02] matter how great your service is, your
[07:05:04] product is, if you can't get people to
[07:05:07] speak with you about what you do and you
[07:05:10] can't effectively get them to take
[07:05:12] action to work with you, nothing else
[07:05:14] matters. You could have the best service
[07:05:16] in the entire world. But if no one knows
[07:05:19] about it and you can't get people to buy
[07:05:21] it to experience how great it is, it
[07:05:24] doesn't matter, right? So this is the
[07:05:26] make or break for most people, right?
[07:05:29] Because people are scared of talking to
[07:05:30] people. People are scared of sales. You
[07:05:32] might feel uncomfortable and it might be
[07:05:34] something that's a little bit daunting.
[07:05:35] It shouldn't be now that you have this,
[07:05:36] right? Because I've just simplified it.
[07:05:38] I've shown you what what type of results
[07:05:40] you can get if you really get good at
[07:05:42] this. I've given you my exact process,
[07:05:45] tips on how to go about doing this, what
[07:05:46] you need to remember every single sales
[07:05:48] call. And obviously, I'm going to be
[07:05:50] going over me actually running the
[07:05:52] process in real life on live sales
[07:05:55] calls, and then I'll be using this
[07:05:57] entire sheet here, breaking them down,
[07:06:00] pausing the videos, explaining why I
[07:06:02] said what I said to even further drive
[07:06:04] that point home. So, I'm excited for you
[07:06:06] to go through that if you are nervous
[07:06:08] about taking sales, if you're a little
[07:06:09] bit concerned about it, because this is
[07:06:11] going to be a complete game changer for
[07:06:13] you, especially if you've never done it
[07:06:14] before, right? Because I was in your
[07:06:16] spot at one point. I had never done
[07:06:18] sales in my entire life. And once once I
[07:06:20] started reaching out to businesses on
[07:06:22] Facebook about how I could help them
[07:06:24] back in 2019 when I started this, I
[07:06:26] remember jumping on calls just going,
[07:06:28] "Holy crap, what am I doing?" But I was
[07:06:30] so confident and I believed that what I
[07:06:32] was doing so much without any process. I
[07:06:35] was just so confident in what I was
[07:06:36] doing because I actually worked with a
[07:06:38] guy. I invested $6,000 into a mentorship
[07:06:41] program with him. Ended up paying for
[07:06:43] over 10 grand. And once I worked with
[07:06:44] him, my business went from $3,000 a
[07:06:47] month to over $70,000 a month in six
[07:06:50] months because I did what he told me to
[07:06:51] do. But I was so confident because I
[07:06:54] knew I had him and I knew I had to
[07:06:55] process out. But I had no sales process.
[07:06:58] He didn't give me anything like that.
[07:06:59] All he gave me was some tips really and
[07:07:03] the actual way to get people results.
[07:07:05] Okay? So, this should give you tons and
[07:07:08] tons of confidence around all of it. And
[07:07:10] if you're a little bit nervous, you
[07:07:12] shouldn't be. This is going to be a lot
[07:07:13] of fun. You're going to learn something
[07:07:15] new and you've got a really great person
[07:07:17] telling you exactly what to do based off
[07:07:20] exactly what I've done thousands of
[07:07:22] times. Okay? So, I'll see you in the
[07:07:24] next one and I hope this helped.
[07:07:31] Okay, so in this module it will be very
[07:07:33] quick. What we are going to be going
[07:07:35] over is how to set up Fathom so that you
[07:07:38] can record your sales calls when you do
[07:07:41] take them and then also how to set up
[07:07:44] search atlas which will allow you to
[07:07:46] pull heat maps to show you how your
[07:07:48] customers rank on Google for specific
[07:07:51] key search terms and more importantly it
[07:07:53] will show you how they rank compared to
[07:07:55] their competition so that you can use it
[07:07:57] and leverage it during a sales call to
[07:07:59] pull it up to show them how they rank to
[07:08:02] get them to recognize the fact that they
[07:08:04] need to make a change so that they're
[07:08:05] more visible on Google so they can get
[07:08:07] more organic leads to ultimately get
[07:08:09] better results which is very much
[07:08:11] impacted by how many reviews they're
[07:08:13] getting and how positive those reviews
[07:08:14] are on Google which is one of the
[07:08:16] services that we will be selling right
[07:08:18] so this these two are very very
[07:08:20] important because with Fathom you can
[07:08:22] record 100% of your calls you take along
[07:08:26] with your team calls so you can
[07:08:28] literally take sales call closing call
[07:08:31] onboarding call launch call, right? You
[07:08:33] can have all of that so that as you
[07:08:35] scale, you have everything organized in
[07:08:37] one place. And I will be doing a bonus
[07:08:41] at the end of this if you do join my
[07:08:44] community that I'll give you access to
[07:08:46] which will have something to do
[07:08:48] specifically with Fathom where you will
[07:08:50] need your transcript to upload it into
[07:08:52] it to be able to give you um some
[07:08:56] feedback, let's just say. So, it'll be
[07:08:57] specific to sales which will really
[07:08:59] really help you. that's plugged into
[07:09:02] thousands and thousands of sales calls
[07:09:04] that I've personally done, thousands of
[07:09:06] signups, and it's going to be something
[07:09:08] very, very cool. So, this is something I
[07:09:10] highly encourage you getting. Fathom
[07:09:12] does have the option for a free plan,
[07:09:14] which is great. So, I will drop the link
[07:09:17] to my Fathom in the description of this
[07:09:20] video. So, you know, feel free to use my
[07:09:23] link to sign up for it. If you do, like
[07:09:25] I said, you'll also get that bonus uh
[07:09:27] that I was just kind of referring to.
[07:09:29] And then from here, you can kind of see
[07:09:31] on my screen, you know, these are a
[07:09:33] bunch of calls that my team has done
[07:09:35] that I could click into and immediately
[07:09:37] see what those calls were about. And I
[07:09:40] can immediately get a transcript and get
[07:09:42] a summary of what was going on. So if I
[07:09:45] share this tab right here, this is a
[07:09:47] actual call, you know, kind of going
[07:09:49] into it. And what you can see here is
[07:09:50] there's the meeting purpose, there's the
[07:09:52] key takeaways, there's the topics,
[07:09:54] right? And so it has a lot of
[07:09:55] information that it automatically
[07:09:56] updates for you so that you know exactly
[07:09:59] what kind of went on. And then it also
[07:10:01] gives you the transcript of what was
[07:10:03] actually said and what actually each
[07:10:06] person said on the call, which is very
[07:10:08] very important and invaluable
[07:10:10] information. And like I said, what
[07:10:11] you'll be able to do with one of the
[07:10:12] things I'll be giving you is you'll be
[07:10:13] able to copy the transcript and then
[07:10:15] upload it in the thing I'm talking
[07:10:17] about. that will be a bonus if you join
[07:10:19] my community and you'll be able to get
[07:10:22] some really really good feedback around
[07:10:24] what you could have done differently.
[07:10:25] Okay, so that's why Fathom's important
[07:10:28] because if you're not recording your
[07:10:29] sales calls and if you're just not
[07:10:31] recording your calls in general as a
[07:10:32] business, you're you're not being very
[07:10:35] organized, you're leaving a lot of
[07:10:36] opportunity on the table, specifically
[07:10:38] when it comes to training and making
[07:10:41] sure that communication does not break
[07:10:43] down. Because if you can always redirect
[07:10:45] back to what exactly was said, then
[07:10:48] you're in the clear. Right? If a
[07:10:49] customer reaches out to you and says,
[07:10:50] "Hey, I thought you said this, but now
[07:10:53] I'm experiencing this." You can now go
[07:10:55] look back prior to responding and say,
[07:10:57] "Hey, by the way, this is actually what
[07:10:59] was discussed." You know, totally get if
[07:11:01] you forgot. Here's the recording, by the
[07:11:03] way. And then obviously for training and
[07:11:06] improvement purposes, you now have
[07:11:08] exactly what happened to go off of to
[07:11:11] see and pinpoint exactly where you
[07:11:13] messed up and where you can improve and
[07:11:15] where you did well. Right? So it's very
[07:11:17] very important. It's a very very
[07:11:19] effective tool. I've been using Fathom
[07:11:20] since I think 2022 or 2023, early 2023,
[07:11:25] right when it came out. And it's been
[07:11:27] huge cuz now I have recordings all in
[07:11:29] one place for all the calls that my team
[07:11:30] does for the past two years which is
[07:11:34] incredible to be able to go back to and
[07:11:36] reference to. Um so that's very very
[07:11:38] important. One other thing that's very
[07:11:39] beneficial with this too is have you
[07:11:42] ever run into a situation where a
[07:11:44] customer disputes a charge from you?
[07:11:47] what you can do when you submit evidence
[07:11:50] to, you know, back your claim because
[07:11:52] what what can happen sometimes is, you
[07:11:54] know, you work with somebody that is a
[07:11:56] bad actor and for whatever reason they
[07:11:58] dispute your charge and dispute it with
[07:12:01] their credit card company and then now
[07:12:03] you have to provide proof that you did
[07:12:05] what you said you were going to do and
[07:12:07] proof that, you know, the agreement they
[07:12:09] signed is what you did, right? who
[07:12:12] provided the service for the amount of
[07:12:13] money that they agreed to pay and for
[07:12:15] the time frame they agreed to do it for.
[07:12:17] And so if you have a transcript of a
[07:12:18] sales call of you closing them and them
[07:12:21] saying, "Yes, I'm good with this. I just
[07:12:23] signed the agreement. I'm good to go."
[07:12:25] That's very, very valuable because even
[07:12:26] if you just have an agreement signed and
[07:12:28] you just upload that, you can lose. You
[07:12:31] can lose the dispute. And it's happened
[07:12:32] to me. It's happened to me a lot
[07:12:34] actually. But recently, we started doing
[07:12:36] a lot of new things after we spoke with
[07:12:37] our attorney about how to combat them
[07:12:39] the most effective way possible. And it
[07:12:42] involves uploading as many transcripts
[07:12:44] as possible from the sales call, from
[07:12:45] the onboarding call, from the launch
[07:12:47] call, and any other calls to show that
[07:12:49] that individual was actually a customer
[07:12:51] consuming and following the agreement
[07:12:54] that they've, you know, that we
[07:12:56] physically provided to the credit card
[07:12:57] company that they signed as well. So,
[07:12:59] it's very, very important supporting
[07:13:00] evidence. And I mean, we recently had a
[07:13:03] $10,000 chargeback where, you know, when
[07:13:06] you get a chargeback, they take the
[07:13:07] money out of your account. And this was
[07:13:08] someone where we did the service for, we
[07:13:11] put the work in, we got him good
[07:13:12] results, and then he just decided to
[07:13:13] dispute it and ghost us. Super crazy
[07:13:16] situation, but it it can happen. We were
[07:13:19] able to submit all of these different
[07:13:21] transcripts, which is something we don't
[07:13:23] usually do. Like I said, after speaking
[07:13:24] to our attorney, they said, "This is
[07:13:25] what you need to start doing." And we
[07:13:27] won it, and we got the $10,000 back. So,
[07:13:31] I mean, that would have sucked if we had
[07:13:32] lost it and lost that $10,000. But
[07:13:34] thankfully due to doing this, that's
[07:13:36] another added benefit to just having
[07:13:38] this to really protect yourself and have
[07:13:40] that insurance policy to show the
[07:13:42] company, the credit card company, that
[07:13:44] obviously the person you signed up that
[07:13:45] did dispute agreed to doing this. And
[07:13:48] not only did they agree to it, but they
[07:13:49] you actually provided the service for
[07:13:51] them. And if you have sales calls,
[07:13:53] onboarding calls, launch calls showing
[07:13:55] that you actually did it and showing
[07:13:57] them talking about how they've received
[07:13:59] the service and and been a customer,
[07:14:01] there's you're going to win, right? if
[07:14:03] you can show them the proof of that, but
[07:14:05] showing it in a transcript like what
[07:14:07] they give you here on Fathom. So, that's
[07:14:09] very, very important. So, that's number
[07:14:10] one. Right now, I'd highly recommend you
[07:14:12] go ahead, use my link, sign up for
[07:14:13] Fathom. It's incredible. I absolutely
[07:14:15] love it. The second thing that I am
[07:14:18] going to go over now is going to be
[07:14:20] Search Atlas. Okay, so here is Search
[07:14:23] Atlas. All you need is the basic plan,
[07:14:26] which is $100 a month. The reason why
[07:14:28] this is important is because a lot of
[07:14:31] brick-and-mortar business owners and
[07:14:32] most business owners for that matter
[07:14:34] don't have any idea how they rank
[07:14:36] organically on Google. Yet, it's a very,
[07:14:39] very important variable when it comes to
[07:14:41] what type of organic lead flow they
[07:14:43] generate. And a lot of brickandmortar
[07:14:45] businesses, they depend a lot on organic
[07:14:48] traffic. People that just naturally look
[07:14:49] up Metspa near me and then click the
[07:14:52] first option they see, right? Right? It
[07:14:54] might be a sponsored ad or it might just
[07:14:56] be the first organic person that ranks
[07:14:57] number one. And so what this does is it
[07:15:00] shows you can pull a report within less
[07:15:03] than 5 minutes before a sales call and
[07:15:06] see how the person you're going to be
[07:15:07] speaking with ranks on Google for
[07:15:09] specific keywords. And then it also
[07:15:11] shows you how they rank compared to
[07:15:13] their competitors, which is very
[07:15:15] powerful because now if you show a
[07:15:17] prospect that's on a sales call, show
[07:15:19] them that they don't rank well and then
[07:15:21] show them more importantly that their
[07:15:22] competitors rank a lot better than them
[07:15:25] where more than likely they're getting
[07:15:26] all of the organic traffic because they
[07:15:28] ranked first and people are clicking on
[07:15:30] the first thing rather than scrolling or
[07:15:32] even clicking on page two, which is
[07:15:33] obviously something that people just
[07:15:35] don't do, right? People click the
[07:15:37] nearest to the top option. you're able
[07:15:39] to then communicate to them and show
[07:15:41] them from an unbiased party, right?
[07:15:43] Because this is a third party that's
[07:15:44] unbiased that generated this report and
[07:15:47] that's all they do that they do not rank
[07:15:49] well. They're leaving opportunity on the
[07:15:51] table because they do not rank well and
[07:15:53] their competitors rank higher than them.
[07:15:56] And so because I've used this tool
[07:15:57] during sales calls, I've been able to
[07:15:59] take people who were not at all
[07:16:01] interested and I was really struggling
[07:16:03] to get them to recognize the problem
[07:16:05] that they had just through having a
[07:16:07] conversation and asking them skilled
[07:16:08] questions. But when I showed them proof
[07:16:10] and evidence using this tool, it
[07:16:13] completely changed it where they
[07:16:15] immediately recognized, oh my gosh, this
[07:16:16] is a problem. This is 100% a factor in
[07:16:20] why I haven't been going in the
[07:16:21] direction I want to be going in. This is
[07:16:22] definitely a problem that I need to get
[07:16:24] fixed. Okay. So, once you get Search
[07:16:26] Atlas, I'll be able to or I'll be
[07:16:29] providing you with my affiliate link as
[07:16:31] well for Search Atlas that you can go
[07:16:32] ahead and sign up for. Like I said, you
[07:16:34] only need the $99 a month one. We have
[07:16:36] the $400 a month one, but you you do not
[07:16:38] need that for this. Search Atlas is a
[07:16:41] really cool tool that has a lot of other
[07:16:43] really uh cool features on it, but it is
[07:16:46] the best in class at pulling reports for
[07:16:49] heat maps. We've used a lot of different
[07:16:50] softwares out there, and this 100% is
[07:16:53] the best. We've tried a lot of other
[07:16:54] ones and the reason why this one is so
[07:16:56] effective is because while you're on a
[07:16:58] sales call, you can share your screen
[07:17:00] and show the the prospect, literally
[07:17:02] show them how their competitors are
[07:17:04] beating them. And that is what gets them
[07:17:06] to recognize, I need your help. I've got
[07:17:08] a problem. I'm ready to make a change
[07:17:10] because it's so it's so real. It's so
[07:17:12] visceral. They can just literally see
[07:17:14] it. Other options don't show you the
[07:17:16] comparisons like this. And that's why
[07:17:18] this is so so effective from a visual
[07:17:21] standpoint on a sales call to make you
[07:17:23] be able to close way more deals. So once
[07:17:26] you do have it, all you have to do is go
[07:17:28] over here to local SEO. And then from
[07:17:30] here, what you're going to want to do is
[07:17:33] come over here and you can go to local
[07:17:36] SEO heat maps. And then once you have
[07:17:38] clicked on that, you just go over here
[07:17:39] and type in the name of the business.
[07:17:41] Okay? So you literally just type in the
[07:17:44] name of the business here. One thing you
[07:17:45] can do is the place URL. So to do that,
[07:17:49] all you have to do is um let's say for
[07:17:52] example, you know, I pull up a gym near
[07:17:54] me and I just kind of show you, you
[07:17:57] know, what this looks like. So gym near
[07:17:59] me, right? So now what I need to do is I
[07:18:01] need to go to the maths
[07:18:03] and this would only be, you know, you
[07:18:05] would only want to do this if you can't
[07:18:07] actually find the business when you just
[07:18:09] type it in there. But let's say we
[07:18:11] wanted to do this one. All you need to
[07:18:13] do from here is now go to share. And
[07:18:15] then what you're going to want to do is
[07:18:16] copy this link. And then you're going to
[07:18:18] want to go back over here to search
[07:18:20] atlas and go to place URL instead of
[07:18:22] business name. And then you'll just
[07:18:24] paste this in there. And what it will
[07:18:26] now do is it will pull it up and it will
[07:18:28] pull up that specific business. So that
[07:18:30] specific gym is MVMT.
[07:18:33] Um,
[07:18:35] okay. That should not have happened.
[07:18:37] Let's try it with another one. Uh, let's
[07:18:40] see.
[07:18:41] So, we'll do urban garage. So, you click
[07:18:45] share, you click copy link, and again,
[07:18:46] you should be able to find this with I
[07:18:48] don't ever use this. I'm just showing it
[07:18:50] to you so that you know exactly how to
[07:18:51] use it, but you should be able to find
[07:18:53] it if you just type in the business
[07:18:54] name. This is just a last ditch resort
[07:18:56] is you can place the URL in it and then
[07:18:59] obviously scan and from there it will be
[07:19:01] able to pull it up for you and you're
[07:19:03] able to go from there with that. But
[07:19:05] let's see if it finds it this time.
[07:19:07] Okay, so you can see it pulled it up.
[07:19:09] urban garage business. And now what I
[07:19:11] would do is I would just click view. And
[07:19:12] now from here, what it does is it shows
[07:19:14] me where they're at. Okay. And so what
[07:19:17] you can do is you can do these different
[07:19:20] layers, which just all of these points
[07:19:22] right here are going to be points that
[07:19:23] they pull to show how they rank
[07:19:25] organically for the specific search term
[07:19:27] that you want to pull to run the report
[07:19:30] on. Right? So since this is a gym, a
[07:19:32] very common search term would be gym
[07:19:34] near me. Right? If you're looking to
[07:19:36] become a gym member or work out at a
[07:19:38] gym, you're probably going to look up
[07:19:39] best gym in your town or gym closest to
[07:19:42] me on Google, right? Gym near me. So,
[07:19:45] that's what it will pull in these
[07:19:46] specific geographic regions, how they
[07:19:49] rank and then how they rank compared to
[07:19:50] their competitors. Okay? So, I typically
[07:19:52] just go with three because the the more
[07:19:54] dense, the more the more of these you
[07:19:56] pull, the more credits you use. But, I
[07:19:59] would just recommend doing three. And
[07:20:01] then from here you can increase the the
[07:20:03] radius of which you're searching. Okay.
[07:20:06] So obviously for certain businesses
[07:20:10] like let's say for example a gym. If
[07:20:12] you're in a dense market for a gym like
[07:20:14] let's say Chicago like you're actually
[07:20:16] in the city of Chicago most people that
[07:20:19] go to that gym are probably not going to
[07:20:20] go more than two and a half miles to
[07:20:22] actually go there right because it's a
[07:20:24] very very dense city. So you have to
[07:20:26] pick this based off you know knowing the
[07:20:28] population in the area. But if it's a
[07:20:30] medium-sized area, right, it might be
[07:20:32] like 10 miles. It's a very rural, it
[07:20:34] might even be 15 miles. But I'm only
[07:20:36] mentioning that just to make sure you do
[07:20:38] it in a way that doesn't set yourself up
[07:20:40] to be on a sales call where you say,
[07:20:42] "Hey, I did this 10 mile radius." And
[07:20:44] then you're speaking to a gym owner.
[07:20:45] Let's say for example, that's in
[07:20:47] Chicago. Because if they see that,
[07:20:48] they're going to go, "No one that lives
[07:20:50] 10 miles away, no one that lives three
[07:20:52] miles away for that matter, is going to
[07:20:54] become a customer at my gym." Right? So
[07:20:56] it won't really make sense if you do
[07:20:57] that. But just know your customer. do a
[07:20:59] little bit of research before. But
[07:21:01] again, this is a super powerful tool.
[07:21:03] All you do is from there, you do not
[07:21:05] want to do refresh monthly. You just
[07:21:06] want to run once and then you can just
[07:21:08] leave it here. And then what you need to
[07:21:10] do is just enter in the key search term,
[07:21:13] right? So gym near me. And then you
[07:21:15] could even do other ones. Closest gym to
[07:21:18] me. And all you have to do is a comma,
[07:21:20] right? Best gym in Scottsdale because I
[07:21:24] live in Scottsdale, right? That might be
[07:21:25] what people type in. So once you do
[07:21:27] that, it will run the report and then
[07:21:29] you'll be able to find it. So what I'm
[07:21:30] going to do for time sake is I'm just
[07:21:32] going to pull a report right now to show
[07:21:33] you what this really looks like and how
[07:21:36] cool this tool seriously is. So this is
[07:21:38] a gym in my area that's in my neck of
[07:21:42] the woods that I just pulled a report
[07:21:43] for for this. And now if I click on it,
[07:21:46] the gym near me report, it will show me
[07:21:48] now how they rank. And so something very
[07:21:50] very cool is obviously right here they
[07:21:53] rank they rank well but they they're not
[07:21:55] even number one on their physical
[07:21:56] location. There's another gym right
[07:21:58] there that actually ranks higher than
[07:22:00] them. Right? So if they if I was on a
[07:22:02] sales call with them and they could see
[07:22:04] this they'd be able to recognize oh my
[07:22:05] gosh they're number they're ahead of us
[07:22:07] and they're literally um they're
[07:22:10] literally right there. Right? You can
[07:22:12] see um that's that's the gym right
[07:22:15] there. And then that's FitLab. They're
[07:22:17] literally stacked right on top of each
[07:22:18] other. And then now if I were to go over
[07:22:20] here, what this means is they rank seven
[07:22:24] just not even not even like a half a
[07:22:26] mile away. Like a quarter of a mile to
[07:22:28] the west, they they're number seven. And
[07:22:31] then a quarter of a mile to the east,
[07:22:32] they're number seven. So if I just click
[07:22:34] on this now, you can see all these other
[07:22:37] gems that are above them, right? And you
[07:22:40] can see them right there. So now what
[07:22:41] you can do is you can literally use this
[07:22:44] on a sales call and let them know how
[07:22:46] they rank and then let them know also
[07:22:49] how they rank compared to their
[07:22:50] competitors which is a very very good
[07:22:53] sales tip. I before I started doing
[07:22:56] this, I would close pretty well, but
[07:22:59] then after I started using this and got
[07:23:01] really good at using it, my my sales
[07:23:03] rate and close rate went up a lot
[07:23:05] because it's one thing to tell somebody
[07:23:07] something. Obviously, when you're in a
[07:23:10] sales setting, people have their guard
[07:23:12] up and you're you're a biased party at
[07:23:16] the end of the day. You're trying to
[07:23:17] make money. You're trying to build a
[07:23:18] business and people know that and that's
[07:23:20] okay. But that's just the truth. That
[07:23:22] that's the facts, right? But if you have
[07:23:24] a tool like this that is unbiased
[07:23:28] third party that aggregates this data at
[07:23:32] a very very large scale, they're going
[07:23:34] to trust it and they do trust it. So
[07:23:36] when you can show them this if it's bad
[07:23:38] like it is in this example, you're going
[07:23:41] to be able to really really get them to
[07:23:43] recognize they have a problem that they
[07:23:44] should solve. Okay? So, I would highly
[07:23:47] recommend you get both of these so that
[07:23:49] you can record your calls and then you
[07:23:51] can use the the the bonus tool that I
[07:23:53] will be supplying if you join my
[07:23:55] community where you'll be able to see
[07:23:57] how you do. You'll be able to get
[07:23:59] feedback on it. And then in addition,
[07:24:01] having this to be able to get people to
[07:24:04] truly recognize that they've got a
[07:24:06] problem and want to make a change, which
[07:24:08] ultimately means them buying your
[07:24:10] service. Okay. So, like I said, these
[07:24:12] are two very, very important softwares
[07:24:14] that I would say are mandatory. You
[07:24:17] really need to get them if you're
[07:24:18] serious about getting great results. And
[07:24:20] I will see you in the next part of the
[07:24:22] guide.
[07:24:28] All right, so we are going to jump into
[07:24:31] this sale of me closing a cold prospect
[07:24:34] on the full AI system selling hand AI
[07:24:37] reviews, AI referrals, AI reactivation,
[07:24:40] AI ads, AI lead nurturing on the ads
[07:24:42] that we generate to ultimately get him a
[07:24:44] lot more business. Okay. So, what we're
[07:24:47] looking at right now is the map of the
[07:24:50] sales process because as I go through
[07:24:53] this recording, what I'm going to do is
[07:24:55] break down the map so that we're on the
[07:24:58] same page because obviously when it
[07:25:00] comes to stuff like this and learning
[07:25:01] processes like this, some people are
[07:25:03] auditory learners, some people are
[07:25:05] visual learners.
[07:25:07] Personally, I'm much more of a visual
[07:25:10] learner and then a put it into practice
[07:25:13] learner and actually learn from
[07:25:14] experience. But this is to help and I
[07:25:17] know it's helped me a ton. So we'll kind
[07:25:19] of go through that but we can jump into
[07:25:22] the call. Okay. So let's do it.
[07:25:30] >> How
[07:25:33] you doing ma'am? Let me uh bring this
[07:25:35] around here.
[07:25:37] >> I'm good.
[07:25:38] >> How are you? I'm good man. Uh I uh I
[07:25:42] don't I don't know if it's a
[07:25:47] Three days later than pure torture.
[07:25:49] There we go. Can't get anything.
[07:25:52] >> Cool. Where you looking at?
[07:25:58] >> Yeah. Where you at?
[07:26:00] >> Okay. Yeah. Yeah. Yeah. Like I like
[07:26:03] South a lot actually.
[07:26:04] >> Yeah. Yeah. I like Are you from that?
[07:26:08] >> The border race.
[07:26:09] >> Okay. Very cool. Well, we can we can
[07:26:12] jump into things and start off.
[07:26:14] Okay. So, really what I was doing there
[07:26:16] is just building some trust and rapport.
[07:26:19] Uh, just really doing the intro. So, if
[07:26:21] we look at this, the sales process is
[07:26:24] broken down into really a couple steps.
[07:26:28] You have the discovery. Well, you have
[07:26:29] the intro, the discovery, the transition
[07:26:31] to the pitch. Then you have the pitch
[07:26:32] where you tell them what you're going to
[07:26:33] do. Then you have a check to see if
[07:26:35] they're sold on what you just told them
[07:26:37] as far as the pitch is concerned. And
[07:26:38] then you ultimately tell them the
[07:26:40] investment that they need to make to
[07:26:42] work with you. and then you handle any
[07:26:44] objections and ultimately close the deal
[07:26:45] up. Okay, so I just did the intro,
[07:26:48] right? The intro is very very brief. I
[07:26:50] really like to keep to two or three
[07:26:51] things by just basically asking them
[07:26:54] where you located, right? What what area
[07:26:56] are you in? Are you close to a major
[07:26:58] city from there? I might ask them, are
[07:27:01] you from there originally? Have you
[07:27:02] lived anywhere else? Do you like a
[07:27:04] sports team from that area? And just
[07:27:06] have a couple back a little bit of a
[07:27:07] back and forth. And I don't like that to
[07:27:09] last longer than, you know, one to two
[07:27:12] minutes. Typically, it just doesn't
[07:27:14] really need to um last any longer than
[07:27:16] that. But obviously, if you have someone
[07:27:18] that's kind of a talker, as I'm sure
[07:27:20] we've all met those people, it might
[07:27:21] last a little bit longer if you have
[07:27:24] someone like that, right? But all we're
[07:27:25] doing right here is building some trust
[07:27:27] and or building some rapport and we're
[07:27:29] just kind of breaking the ice to let
[07:27:31] them know like, hey, we're we're normal
[07:27:32] people here. We're just having a
[07:27:33] conversation about how I can help you
[07:27:34] out, right? So that's ultimately what I
[07:27:37] did here. And now what I'm going to go
[07:27:39] ahead and transition into is the
[07:27:40] discovery, which is broken down into
[07:27:42] three the three parts. And when it comes
[07:27:46] to making this sale happen, I've made
[07:27:48] this sale. I've done calls like this
[07:27:51] over 4,000 times, one-on-one Zoom calls
[07:27:54] over the last 7 years. I've signed up
[07:27:55] over 1,500 brick-and-mortar business
[07:27:57] owners over Zoom doing this. This is the
[07:28:00] most important part of the entire sales
[07:28:02] process. Okay? And so if you don't nail
[07:28:04] this, you more than likely will not
[07:28:06] close the deal and the rest of the
[07:28:08] process will be redundant because you
[07:28:11] haven't done the work on the front end
[07:28:13] to make it easy on the back end to
[07:28:14] actually close them. Okay? So you need
[07:28:17] to diagnose their problem and just
[07:28:19] identify what their problem is and get
[07:28:20] them to be aware of the fact that it is
[07:28:22] their problem and that it's a very big
[07:28:25] problem based off numbers and chunking
[07:28:28] down the specifics so that it's not just
[07:28:30] them saying, "Oh yeah, my business isn't
[07:28:32] growing. I I think it's a problem,
[07:28:34] right? Getting them to tell you, well,
[07:28:36] how was your business growing? How many
[07:28:38] people have you signed up over the last
[07:28:39] month? How many people did you lose over
[07:28:40] the last month? Right? Getting clear on
[07:28:42] the actual specifics around it because
[07:28:44] we need numbers so that it logically
[07:28:46] makes sense along with it emotionally
[07:28:49] making sense. Okay? And then from there,
[07:28:51] we need to build doubt around what
[07:28:53] they're doing to fix their problem
[07:28:57] because what they're probably doing to
[07:28:58] fix their problem ultimately has left
[07:28:59] them in the problem and situation that
[07:29:01] they're at, right? So, it's not the
[07:29:03] correct solution. Our solution will be
[07:29:05] the correct solution, right? So, we need
[07:29:06] to get them to be aware of the fact that
[07:29:08] their solution doesn't work and that
[07:29:10] they're very doubtful of it working to
[07:29:12] solve their problem. And then from here,
[07:29:13] we just need to identify their goals.
[07:29:15] The reason why we identify their goals
[07:29:16] is not necessarily because we want to
[07:29:18] know what their goals are. Obviously, I
[07:29:20] want them to hit their goals and be
[07:29:21] successful and everything that they want
[07:29:24] to have happen happen. But the reason
[07:29:26] why we're asking what their goals are
[07:29:27] and identifying them as far as the sale
[07:29:29] is concerned is because we want them to
[07:29:31] admit that now is the right time for
[07:29:34] them to change their process so that
[07:29:35] they can realistically hit their goals
[07:29:38] by changing their process because the
[07:29:40] process that they're currently using to
[07:29:42] get to where they want to get is not
[07:29:43] getting them where they want to get in
[07:29:44] the time they want to get there. Okay?
[07:29:46] So, that's why we want to identify their
[07:29:47] goals. So then tie it back to them and
[07:29:49] ask them like realistically, do you
[07:29:51] think you're going to be able to get to
[07:29:52] your goal if you don't change what
[07:29:54] you're doing? And if you run this
[07:29:56] process right, nine times out of 10
[07:29:57] they're going to tell you no. And if
[07:29:59] they tell you no, then what does that
[07:30:01] mean? Inevitably, they need to make a
[07:30:03] change with their process, right? So
[07:30:06] that's what we're talking to them about.
[07:30:07] Okay, so we're going to be going through
[07:30:10] the discovery now and I will jump back
[07:30:13] to the call.
[07:30:17] At what time did you recall?
[07:30:19] >> Uh really my my manager I think saw your
[07:30:22] hat uh and uh thought it was interesting
[07:30:24] so he sent him my way to take a look.
[07:30:25] Yeah, we're you know ended in an
[07:30:27] interesting uh kind of rebuilding phase.
[07:30:30] Uh just things up off the ground again.
[07:30:33] Uh you know we've we've we've had our
[07:30:35] heyday and our peak you know obviously
[07:30:36] like right before co you know doing
[07:30:38] really really well. A good swing of
[07:30:40] things great uh team after that you know
[07:30:42] we we everything just kind of fell down.
[07:30:44] U lost a lot of our tick game, a lot of
[07:30:46] our members um you know shortly there
[07:30:48] after that maintained most of them
[07:30:49] really which was kind of eight but then
[07:30:51] after uh the kind of fallout you know uh
[07:30:53] I think we got all the way down like
[07:30:55] last year I think we h was about yeah
[07:30:58] about last January you know we we be out
[07:31:00] of pocket for a long time uh I went on
[07:31:02] to other ventures things like that kind
[07:31:04] of took my eye off the ball we kind of s
[07:31:06] I think the all the way down to like 12
[07:31:08] members something like that yeah dude I
[07:31:10] know it was such nuts and then uh came
[07:31:12] back in we started cleaning up fixing
[07:31:14] cracks, validation, all these stuff. I
[07:31:16] started running some ad campaigns again.
[07:31:17] We slowly do back up. Um but but really
[07:31:20] just trying to build it back up again.
[07:31:22] Uh so that's that's kind of why why I'm
[07:31:23] here.
[07:31:24] >> Okay. All right. So I need to I got the
[07:31:26] notes that my team and so when they
[07:31:28] spoke with either you or your team
[07:31:30] member, but it looks like you were doing
[07:31:31] about 55k back in the heyday and I'd say
[07:31:34] as low as 10 I get 10 customers. They're
[07:31:36] at one point.
[07:31:38] >> Holy.
[07:31:41] >> Yeah. Well, I mean you dry out. You were
[07:31:43] doing other stuff somewhere, right?
[07:31:44] >> Yeah. Yeah. We had to pivot to something
[07:31:46] though cuz we had to close the gym down.
[07:31:47] So, I took created an online business
[07:31:49] and then I started doing some consulting
[07:31:50] that, you know, really freaking killed
[07:31:53] it. Killed it. Uh and uh yeah, just it
[07:31:56] was that timing with a bunch of other
[07:31:57] [ __ ] going on uh with partners and
[07:31:59] things like that. But no excuses. We're
[07:32:01] here. We you know, we we you have a good
[07:32:03] team. Rocket and Willing again seem to
[07:32:04] have a pretty good foundation and now
[07:32:06] we're just looking for strategic
[07:32:07] partners that they'll keep growing.
[07:32:09] >> Cool. Okay. Well, then tell me this.
[07:32:10] What would you say the biggest problem
[07:32:12] right now? Keep it growing.
[07:32:14] >> Well,
[07:32:16] >> okay. And that's one of my favorite
[07:32:18] questions to ask is what would you say
[07:32:20] is the biggest problem that's keeping
[07:32:22] you from growing, that's keeping you
[07:32:24] from hitting your goals, that's keeping
[07:32:25] you from getting to where you want to
[07:32:27] get, right? Because what we're doing
[07:32:29] right now
[07:32:31] is we're diagnosing their problem,
[07:32:33] right? Because we need to identify what
[07:32:35] the problem is. And ultimately, we we
[07:32:37] want their problem to be what we solve
[07:32:40] for. All right? And what we're solving
[07:32:42] for with this AI solution is getting
[07:32:45] them way more sales opportunities and
[07:32:47] appointments for their business with
[07:32:48] them not doing much work at all to make
[07:32:50] that happen, right? All they have to do
[07:32:52] is convert them once they come through
[07:32:54] or once they go to someone's house. If
[07:32:56] if let's say that's the the type of
[07:32:58] business you're working with, right?
[07:32:59] This is obviously a gym. Um, but if we
[07:33:03] just look right here, right, you have
[07:33:05] this right here, which really just kind
[07:33:06] of breaks down at a macro level really
[07:33:10] what we're doing as far as the sales
[07:33:11] process is concerned. And then we have
[07:33:13] right here, which is breaking down at a
[07:33:15] micro level what we're doing
[07:33:16] specifically in the uh discovery. Okay?
[07:33:21] And so what we're doing when we're
[07:33:23] diagnosing the problem, okay? So, what
[07:33:25] we're looking to do here is identify
[07:33:27] these problems and then chunk the
[07:33:29] problem down to know what are they
[07:33:31] spending on marketing, what are they
[07:33:33] specifically promoting through that
[07:33:35] marketing, what's the offer, what are
[07:33:37] they getting in terms of leads, what's
[07:33:39] their book rate, what's their show rate,
[07:33:41] what's their close rate on those leads
[07:33:42] they're generating. And then you also
[07:33:44] want to understand and get them to tell
[07:33:45] you what type of money they're making on
[07:33:48] the front end and the back end. Right?
[07:33:49] So, are you making more money than
[07:33:51] you're spending on the front end? And so
[07:33:52] what I mean by that is if they're
[07:33:55] spending a,000 bucks a month and then
[07:33:56] they're collecting $500 a month from the
[07:33:58] new customers that are coming directly
[07:34:00] from that $1,000, they're losing $500 a
[07:34:03] month on the front end. They might be
[07:34:04] making a profit on the back end over the
[07:34:06] course of 3, 6, or 12 months if those
[07:34:08] customers keep paying because this is a
[07:34:10] reoccurring based business. But we need
[07:34:13] to know that stuff and we need to get
[07:34:14] them to tell us that stuff because they
[07:34:16] might not even be aware of what that
[07:34:18] looks like. they might need to actually
[07:34:19] look at it and then realize, oh gosh,
[07:34:21] I'm not making money, which then gets
[07:34:23] them to recognize they've got a problem.
[07:34:26] And if they've got a problem, they want
[07:34:27] to change that problem. And we're the
[07:34:29] vehicle to do that, right? So that's
[07:34:31] what you really want to be going through
[07:34:32] here is you want to try and go through
[07:34:34] all of this stuff. And the reason why
[07:34:36] you want to go through this stuff is
[07:34:37] because it exposes them to recognize
[07:34:39] problems within their business. Okay,
[07:34:42] that's the very important piece here.
[07:34:44] And really what we're just looking at is
[07:34:47] what's their current strategy producing
[07:34:48] based off specific numbers. And then
[07:34:50] we're looking at their financials in
[07:34:52] terms of what their marketing is doing
[07:34:53] and what that looks like. What does it
[07:34:55] look like over the last 30 days? What
[07:34:56] are the trends look like specific to
[07:34:58] their marketing? And then what does the
[07:35:00] overall business revenue and expenses
[07:35:02] look like uh over the course of the last
[07:35:04] 30 days, over the course of the last 3
[07:35:06] months, and over the course of the last
[07:35:07] year. What I mean by that is, you know,
[07:35:09] what's the business doing in terms of
[07:35:11] total revenue and then what's the
[07:35:13] business doing in terms of total
[07:35:14] expenses? Because at that point, you're
[07:35:16] going to be able to know what the
[07:35:18] business is making a profit or if
[07:35:20] they're making a profit, right? And if
[07:35:22] they're not making a profit, that's a
[07:35:24] problem. If they are making a profit,
[07:35:27] that might not be a problem. But if you
[07:35:28] ask them, what has it looked like over
[07:35:30] the last 3 months? What did it look like
[07:35:31] over the last year? you're now going to
[07:35:33] have you're going to be able to compare
[07:35:35] that relative to those other time
[07:35:37] frames, right? And if you're able to do
[07:35:39] that, you're able to now expose another
[07:35:41] problem to get them to realize, yeah,
[07:35:43] I'm actually not going in the right
[07:35:44] direction. So that's why this step is
[07:35:45] very, very important because we're need
[07:35:47] at this point, we're diagnosing the
[07:35:49] problem, right? Right? And we want the
[07:35:51] problem to be that this process right
[07:35:53] here is ultimately flawed and not
[07:35:56] getting them to where they want to get
[07:35:58] because if that's the case, then they
[07:36:00] know they need to make a change and what
[07:36:01] we're selling does exactly that, right?
[07:36:04] Let's go back to it.
[07:36:08] >> There's a couple. One, I don't think we
[07:36:10] have a a a thorough understanding of
[07:36:12] exactly how member of numbers we're at.
[07:36:14] So, our process there, we're actually
[07:36:16] going to do an audit today. So, it's
[07:36:17] kind of like just not knowing a true
[07:36:19] number, which early pisses me off better
[07:36:21] than anything because I'm a huge JPI
[07:36:22] guy. Uh, so we're gonna get that Bruce.
[07:36:24] So, that's a big thing. But then, you
[07:36:25] know, I've been running campaigns since
[07:36:27] we were gym. We don't like gym since
[07:36:28] like seventh J, you know. So, I know I
[07:36:30] run campaigns. Our processes are good.
[07:36:32] But, dude, just so time to do this stuff
[07:36:34] anymore. Uh, and I just really want to
[07:36:35] shorten off the lead nurture side, man.
[07:36:37] Nobody wants to [ __ ] be that, you
[07:36:39] know? Um, and I'm not I'm not blowing
[07:36:41] any smoke up anybody's script. I did
[07:36:42] that for a long time. I freaking hate
[07:36:44] it. No, I don't want to. I just don't
[07:36:45] want anybody to do it because even when
[07:36:47] you you know have people dedicated to
[07:36:48] doing it, they don't really do it, you
[07:36:50] know. So, so you know I was there doing
[07:36:53] them.
[07:36:53] >> Yeah. Yeah. And and that's okay. And
[07:36:55] that's one thing but you know we track
[07:36:56] our metrics. We we we got bars but our
[07:36:59] our show rig was dismal. Was [ __ ]
[07:37:01] dismal. Our conversion rate matter. We
[07:37:03] closed. We we're closers. Uh and I'm
[07:37:05] sure you hear that a lot but no we we
[07:37:06] close
[07:37:07] >> right. And that's exactly what we want
[07:37:08] to hear. He was telling us right now
[07:37:10] that
[07:37:11] his appointment scheduling rate and his
[07:37:13] show rate is terrible, right? And
[07:37:16] ultimately, if he's not able to get
[07:37:18] right, a good book rate and show rate on
[07:37:20] the money he's investing to grow his
[07:37:23] business to generate leads, then he's
[07:37:25] wasting his money. But he said his close
[07:37:26] rate is absolutely killer, which is
[07:37:29] exactly what we want because what we're
[07:37:32] going to do is shovel people through his
[07:37:33] door with him doing less work. and he
[07:37:35] just said that he absolutely [ __ ]
[07:37:38] hates nurturing leads and then it sucks,
[07:37:40] right? So, this is exactly what we want
[07:37:42] because he's telling us we're we're
[07:37:44] diagnosing the problem right now and
[07:37:46] he's telling us it.
[07:37:50] >> We close at a super high percentage but
[07:37:52] are are showing godamn the [ __ ] my crazy
[07:37:55] mail, you know.
[07:37:56] >> Yeah. Okay. So, I mean, when was the
[07:37:58] last time you ran out information with
[07:38:00] like golf?
[07:38:01] >> Last month, month before maybe.
[07:38:03] >> Okay. Do you have your access to your
[07:38:04] right account?
[07:38:05] >> Right? So now I'm asking him what
[07:38:06] promotion he ran. I'm not just moving
[07:38:08] on, right? Oh, I know the problem. I
[07:38:11] know exactly what it is. I'm going to
[07:38:12] move on now to the doubt, right? I'm
[07:38:15] going to now move on to building doubt
[07:38:17] around uh their situation, right?
[07:38:20] Because that would be the second part of
[07:38:21] the discovery. I'm not doing that,
[07:38:23] right? I'm still diagnosing their
[07:38:24] problem. I'm not finished here. So now
[07:38:26] I'm asking what promotion are you
[07:38:27] running? Right? I'm going I'm going to
[07:38:29] go through this process cuz even though
[07:38:31] he told me it's bad, I don't care
[07:38:34] because bad doesn't mean anything to me.
[07:38:36] He might have a different definition of
[07:38:38] bad than what I have, right? My my
[07:38:41] definition of good might be different
[07:38:42] than his definition of good. And because
[07:38:44] of that, I need to get clear on what the
[07:38:46] numbers look like so that we're on the
[07:38:47] exact same page. And then it's not only
[07:38:50] just tied to his emotions of just
[07:38:52] saying, "Dude, our show rate and book
[07:38:54] rate is [ __ ] garbage, right? It's
[07:38:56] terrible. It's pissing me off. I can't
[07:38:58] sleep about it. We want it to also be,
[07:39:00] yeah, man, that really is garbage
[07:39:02] because I've had 30 leads, only two have
[07:39:05] booked, and no one showed up. Yeah, that
[07:39:07] that's even worse than I thought it was.
[07:39:08] Now, I'm really not going to be able to
[07:39:09] sleep at night. That's what we want, and
[07:39:12] that's what we need to get.
[07:39:15] >> Yeah, it's bigger than the number.
[07:39:18] >> Yeah. So,
[07:39:20] >> you know,
[07:39:21] >> right? and he doesn't want to do this
[07:39:22] because he's pro just like if you ever
[07:39:24] have a high credit card uh bill or your
[07:39:27] bank account's low and you go to buy
[07:39:28] something. I can remember when I was
[07:39:30] younger when I didn't have money and I
[07:39:32] would go get gas and I just didn't have
[07:39:34] any money when I was like 17. I was a
[07:39:36] lifeguard and like the feeling of going
[07:39:39] to the gas station. I didn't even want
[07:39:41] to look at my bank account. I kind of
[07:39:42] had an idea of how much money was ahead,
[07:39:44] but I just knew, okay, like I'm about to
[07:39:46] spend like 50% of my money, right, like
[07:39:51] on gas. And I just I didn't want to look
[07:39:53] at it. And so that's what a lot of these
[07:39:54] business owners that are in a bad spot,
[07:39:57] they don't want to look at the numbers.
[07:39:58] They kind of have an idea. Some don't
[07:40:00] have any idea, but they the some that do
[07:40:03] kind of have an idea don't want to look
[07:40:04] at it because they know it's bad,
[07:40:07] right? So you you got to get them to
[07:40:10] pull this stuff up. And luckily he's
[07:40:11] making it very very easy. But if he had
[07:40:13] told me, "Oh no, I don't have access to
[07:40:15] it right now." I would have said,
[07:40:17] "That's a problem. We we need to make
[07:40:19] sure we do get access to it so that
[07:40:20] we're on the same page here." Because
[07:40:22] I'm not in the business of selling
[07:40:23] something to somebody that they don't
[07:40:25] need. I'm in the business of helping
[07:40:27] people with a process that is exactly
[07:40:30] fit for them. And if I don't know what
[07:40:32] type of numbers you're currently getting
[07:40:33] within your business, I'm not going to
[07:40:34] be able to identify the problems and
[07:40:36] tell you exactly what we need to do to
[07:40:37] get you the best result possible.
[07:40:40] Okay. So, I need to see the data. Let's
[07:40:42] find a way to figure this out so that
[07:40:43] you pull it up. Right. But he's made it
[07:40:45] easy for me. Other people don't, right?
[07:40:47] But that's what you need to do in that
[07:40:48] situation.
[07:40:49] >> Good to hear. But you're crying to with
[07:40:51] Alex back in the day because I mean our
[07:40:52] best buy for always people that are very
[07:40:55] good at sales because we're a very good
[07:40:56] Google through the door.
[07:40:57] >> Yeah. See, I love that. You know, and
[07:40:59] what's funny is I own an agency. I own I
[07:41:01] also own an agency called Stardup.
[07:41:03] We do uh business with like um wellness
[07:41:07] clicks, cryotherapy places, uh you know,
[07:41:09] all that fun stuff. And uh
[07:41:13] we're just now setting appointment
[07:41:15] centers in house. We're working with a
[07:41:16] company called All Center Mastery. Are
[07:41:18] you familiar?
[07:41:19] >> I'm not. Isn't it AI calling or is it
[07:41:21] people?
[07:41:22] >> This is actually people.
[07:41:23] >> Okay. I'm not All center Mastery.
[07:41:26] >> Yeah. We're trying to get the the team
[07:41:28] all set up in house. Uh let me see. I
[07:41:30] got my ass down right here.
[07:41:36] this uh you know all that fun stuff and
[07:41:39] uh
[07:41:40] we're just now setting appointment
[07:41:42] centers in house. We're working at the
[07:41:44] company called
[07:41:46] >> I'm not is it an AI all basing or is it
[07:41:49] people?
[07:41:49] >> This is actually people.
[07:41:51] >> Okay. I'm not a call center manager.
[07:41:53] >> Yeah, we're trying to get the the team
[07:41:55] all settled in the house. Uh let me see
[07:41:57] here. My ads manager here.
[07:42:03] Okay. Do you want me to share my screen?
[07:42:07] >> Yes. Quick.
[07:42:09] >> All right. Let's see here. We find out
[07:42:14] zoom here. Sure.
[07:42:17] Up up up up.
[07:42:22] >> Okay.
[07:42:24] >> I mean, just do last mob because it
[07:42:26] looks like it's on this month and it
[07:42:27] that was a November campaign up in the
[07:42:29] top right. This this was for October.
[07:42:31] Okay.
[07:42:32] >> Yeah. So, we ran we ran this uh
[07:42:34] particular campaign in October for
[07:42:36] November.
[07:42:37] >> Okay. Yeah. Do in the top right like go
[07:42:39] to maximum and just make it maximum.
[07:42:41] Yeah.
[07:42:45] >> Okay. See you running big.
[07:42:46] >> Right. So, obviously I have this blurred
[07:42:48] out because it's his Facebook ad
[07:42:50] account, but this is perfect because
[07:42:52] this doesn't lag. I'm going to be able
[07:42:54] to see exactly what he's done in the
[07:42:56] past at any point in time when he's run
[07:42:58] his own ads and I'm going to be able to
[07:43:00] tear up his process and I'm also going
[07:43:01] to be able to see exactly what type of
[07:43:02] results he got for the money he spent in
[07:43:04] terms of leads, right? Which is exactly
[07:43:07] what we want, right? Anytime that you
[07:43:09] can get to a customer CRM where they
[07:43:12] have accurate data and obviously you
[07:43:13] have to clarify that it's accurate and
[07:43:15] then potentially even cross reference it
[07:43:17] to make sure it's accurate for them with
[07:43:19] any other pieces of data that they have
[07:43:21] that they can share. But this is very
[07:43:24] very key because again it's going to
[07:43:26] expose potential problems that you can
[07:43:29] now tie right back to what we're selling
[07:43:31] which is very very important. Right.
[07:43:35] >> That's why you're shying [ __ ] because
[07:43:36] you can run a lead form.
[07:43:38] >> Well yeah you know and honestly I
[07:43:39] haven't done anything with a landing
[07:43:40] page in years.
[07:43:42] >> Right. So they're running lead forms. I
[07:43:43] know with lead forms what ends up
[07:43:45] happening is you get a lot of leads.
[07:43:47] When it comes to running B TOC
[07:43:49] campaigns, especially for gems, when
[07:43:51] you're running lead forms and you're
[07:43:53] running offers like a free 7-day pass,
[07:43:55] right? like a free 3-day pass. What ends
[07:43:58] up happening is you get people and even
[07:44:00] sometimes kids that are on parents'
[07:44:02] phones and they click on stuff and since
[07:44:05] it autopop populates their information
[07:44:07] on the forum when they click on it all
[07:44:10] it just takes a couple clicks. It
[07:44:11] literally takes a couple clicks on the
[07:44:14] phone the iPhone or the Droid Android to
[07:44:17] be able to become a lead. And so a lot
[07:44:20] of the times people end up getting a ton
[07:44:22] of leads doing it this way, but they're
[07:44:24] not good quality. And so what I mean by
[07:44:27] not good quality is that they do not
[07:44:29] book at a high rate, they do not show up
[07:44:31] at a high rate, they do not close at a
[07:44:32] high rate if they do show up. And worst
[07:44:34] of all, they're very difficult to get a
[07:44:37] hold of. So, if they have a bad process
[07:44:40] to nurture leads and they know they're
[07:44:41] not on top of it and they're running
[07:44:43] lead forms, then they're almost
[07:44:44] certainly not making any money because
[07:44:46] they're not even getting the opportunity
[07:44:48] to get people through the door. With our
[07:44:50] process, if you do run lead forms, you
[07:44:52] can you can still get great results
[07:44:53] because we have a dialed in nurturing
[07:44:55] process with AI. But if it's just the
[07:44:59] staff, people that are getting paid 10
[07:45:02] to 20 bucks an hour to follow up with
[07:45:04] leads, they're not going to do a good
[07:45:05] job of it. they're not going to do it in
[07:45:07] a quick enough time and they're not
[07:45:08] going to follow the process with
[07:45:11] confidence and charisma. You know, the
[07:45:13] way they say the words they say, it's
[07:45:15] not going to sound good, which is
[07:45:16] ultimately going to lead to people just
[07:45:18] not even booking or coming in, right?
[07:45:21] But that's what we're really going
[07:45:22] through here.
[07:45:23] >> It's very hard to now because of the
[07:45:25] Apple update. You have to have software
[07:45:27] that can track. But the issue you run
[07:45:30] into, this is jukebox runs weep for all
[07:45:32] their clients now even now to this day
[07:45:34] and it causes a lot of problems because
[07:45:36] you're getting leads where you know
[07:45:38] let's just click edit on that last game
[07:45:40] I said I can see like the way you keep
[07:45:42] wondering what's bro add copy crisel
[07:45:46] >> oh I'm sorry they said edit
[07:45:47] >> no you did the right thing dang look on
[07:45:50] the ad level yeah you have the 30-day
[07:45:51] November challenge
[07:45:54] just down underneath the you know you
[07:45:56] have the campaign and the ad me Just to
[07:45:58] the left a little bit.
[07:45:59] >> Oh, here.
[07:46:00] >> Yep.
[07:46:04] >> Yeah.
[07:46:05] >> All right. Scroll down.
[07:46:08] You scroll on. Okay. So, you just have
[07:46:10] one creator.
[07:46:12] >> Yep. You just ran the one on this. Um,
[07:46:15] we I to be honest with you, I haven't I
[07:46:17] haven't even I haven't read duplicate or
[07:46:19] side by side. It's been a It's been a
[07:46:20] while. It's been a while.
[07:46:22] >> Yeah. I mean, so you you know how I know
[07:46:24] an ad, but the the reality is you're not
[07:46:25] optimizing. If you're not taking the
[07:46:27] time to really run them at the high
[07:46:28] level buckable, you're doing other
[07:46:29] stuff, right? This isn't really your
[07:46:30] area of expertise. Yourertise is
[07:46:33] dropping the hammer and blow.
[07:46:34] >> Yes. Yes.
[07:46:35] >> All right. So, I mean, is that what you
[07:46:36] say you're looking for?
[07:46:38] >> Right. So, now I'm kind of getting clear
[07:46:39] on the fact that he he doesn't really
[07:46:42] know what he's doing when he's running
[07:46:44] ads because he's doing some of his own
[07:46:46] stuff, but it's very clear that he
[07:46:49] doesn't have a dialed in process to run
[07:46:50] his ads when he's doing it on his own.
[07:46:53] and what he's doing it on his own. He's
[07:46:55] still spending money and he's just
[07:46:56] basically wasting money running a very
[07:46:58] going about doing it in a very lazy way.
[07:47:01] Right? So now I'm just tying down in the
[07:47:02] fact that yep, I'm not the expert in
[07:47:05] this. Is this what you're looking for?
[07:47:06] Are you looking for an expert that can
[07:47:08] do this for you rather than you do it?
[07:47:10] >> Do you think do level?
[07:47:12] >> Yeah, absolutely. Uh yeah, we just we
[07:47:14] need to Yeah, we need to get cranking.
[07:47:17] Uh just that's what shit's fun, man.
[07:47:20] >> Uh 100%. And and based off this right
[07:47:22] now, you guys could be doing a lot
[07:47:24] better if be you're only running ads to
[07:47:26] one audience, right? Men men and women
[07:47:28] 30 to 55. You're like, what's the
[07:47:30] >> Usually we break that up break up minute
[07:47:33] with it. This one was kind of like we
[07:47:35] kind of threw together last minute just
[07:47:36] just to see what we could do, what what
[07:47:38] would happen. Got a fairly decent
[07:47:40] turnout.
[07:47:40] >> And since we're looking at his ads right
[07:47:42] now, one thing that I am kind of, you
[07:47:44] know, blending over is I'm building a
[07:47:47] little bit of doubt, right? because he's
[07:47:50] showing me his ads and that's one thing
[07:47:52] right how do you create and run ads
[07:47:55] that's one thing that we are selling is
[07:47:57] that right so I am building some doubt
[07:48:00] in that process because he's showing it
[07:48:02] to me right now it's very visible and
[07:48:04] it's very clear that he doesn't have a
[07:48:06] good processor for for it right so it's
[07:48:08] like how do you create and run ads
[07:48:10] that's what I was just asking now and
[07:48:11] then I was taking it a couple couple
[07:48:13] layers deeper than that saying and tying
[07:48:16] him down the fact that you're not an
[07:48:17] expert at this you really don't know
[07:48:19] what you're doing and you don't even
[07:48:20] have the time to spend on it or invest
[07:48:23] into it to do it properly or adequately
[07:48:26] and ultimately it sounds like you might
[07:48:28] be looking for someone that can do it
[07:48:30] that is an expert when it comes to this
[07:48:32] right and getting them to say yeah
[07:48:34] that's exactly what I'm looking for well
[07:48:35] great because that's what we're going to
[07:48:36] go over right that's what I'm going to
[07:48:37] sell
[07:48:39] >> from it uh but yeah no to your to your
[07:48:41] boy like what what I'm doing on this
[07:48:43] side is just this is literally still
[07:48:45] base level stuff I went for knowledge
[07:48:46] way back in the day like my still hasn't
[07:48:48] really advanced in this department, but
[07:48:50] I I'm a closer.
[07:48:52] >> Cool. Okay. Yeah. Work work smarter, not
[07:48:54] harder. You know, do your brain ad and
[07:48:55] just focus on that. Get some do do the
[07:48:57] fast. Uh okay. And then when it comes to
[07:49:01] the database of lead you guys had, you
[07:49:02] been for 10 year. How large is that?
[07:49:05] >> We've got a lot. Um you know, I had I
[07:49:07] mean
[07:49:09] thousands.
[07:49:12] >> Okay. So right now really what I'm doing
[07:49:16] is I I've transitioned now into building
[07:49:18] doubt. I haven't really uh I haven't
[07:49:21] done a great job of diagnosing his
[07:49:23] problem if I'm going to you know
[07:49:25] selfanalyze myself and auto myself. But
[07:49:29] um I I think it's just because it's
[07:49:31] pulled up. I might go through it. We'll
[07:49:33] see. I can't really remember. This was a
[07:49:35] couple months ago that I did this one.
[07:49:36] But we'll see. But ultimately, right, I
[07:49:40] I would want to get this stuff if
[07:49:42] possible. He did tell me though that he
[07:49:44] doesn't have his numbers. If you
[07:49:46] remember at the start, he was basically
[07:49:48] saying, "I don't really know what our
[07:49:49] KPIs are, and I'm a huge KPI guy, so
[07:49:52] that makes me very frustrated, but we're
[07:49:53] getting it together." So, he kind of let
[07:49:54] me know that. But obviously, looking at
[07:49:57] the data on Facebook, all that can
[07:49:58] really give us is the spend, the
[07:50:00] promotion, and the leads generated,
[07:50:02] right? Because we don't know how many
[07:50:03] people booked after they go off of
[07:50:05] Facebook. We don't know how many people
[07:50:06] showed or closed and we don't know any
[07:50:08] of this stuff either. But it's it's
[07:50:10] clear that right the problem is getting
[07:50:13] people to show up and book is is lead
[07:50:15] nurturing process but then it's also his
[07:50:18] marketing process right so it's it's
[07:50:20] clear that we we've kind of like hit the
[07:50:22] nail on the head with that but to make
[07:50:24] it be so much more powerful if I can get
[07:50:26] these specific numbers and then get him
[07:50:27] to recognize the severity of it. He
[07:50:30] obviously realizes it's already severe.
[07:50:32] He's already communicated that to me.
[07:50:35] But if we can now tie it to numbers
[07:50:37] where it's it's black and white, it's
[07:50:40] not gray, it's not a feeling, it's it's
[07:50:42] just numbers, right? And numbers don't
[07:50:44] lie, people do, right? So if we can just
[07:50:47] have the numbers and there's no getting
[07:50:48] around it, it's it's black and white,
[07:50:50] right? It's very binary and that's what
[07:50:53] we want. But I've kind of transitioned
[07:50:54] now into building doubt because what
[07:50:57] we're doing when we're building doubt is
[07:50:59] we're just asking them questions around
[07:51:03] the strategies and in services and
[07:51:05] solutions that we're selling them,
[07:51:07] right? So if I'm selling him on
[07:51:10] re-engaging with customers leveraging
[07:51:12] AI, I'm going to ask him what's he what
[07:51:14] are you currently doing with your
[07:51:15] database of leads because that's
[07:51:17] something we do. And then I'm going to
[07:51:18] build doubt around his current process,
[07:51:20] right? I'm not going to sell him on our
[07:51:22] process. That's not until the pitch, but
[07:51:23] I'm building up ammunition to take with
[07:51:26] me along into the pitch so that I can
[07:51:29] weave this all together to be tailored
[07:51:32] to him and his situation.
[07:51:36] >> Thousands.
[07:51:38] >> All right, walk me through your
[07:51:39] remarketing strategy to go back to the
[07:51:41] door. We do. We do. We've meet run a
[07:51:45] couple with another agency seen years
[07:51:46] past, you know. But even I'm looking at
[07:51:48] it knew it was just the motion.
[07:51:53] It was kind of like it was a value sack
[07:51:55] of an upsell that they tried to present,
[07:51:56] but it was probably below. I mean, it
[07:51:57] was [ __ ]
[07:51:58] >> Okay. All right. So, it's not like you
[07:52:00] done a felt like you segment your list
[07:52:02] based off dinner.
[07:52:03] >> Okay. So, I asked him that that surface
[07:52:05] level question, right? Uh what what does
[07:52:08] your process look like right now to
[07:52:09] remarket old customers? and he's told
[07:52:11] me, which is great, he's told me he
[07:52:14] doesn't have a process for it. He's also
[07:52:16] told me another agency he worked with
[07:52:18] kind of did it and that their process
[07:52:19] was terrible for it, right? Because what
[07:52:21] you want to know is, have they worked
[07:52:23] with another agency, right? Because if
[07:52:25] they have, what we want to ask them is
[07:52:28] you you take it two steps further,
[07:52:30] right? Is you want to ask them if we
[07:52:32] know they work with another agency,
[07:52:33] which we know he has. He told us that he
[07:52:35] worked with Gem Launch. If he hadn't
[07:52:37] told us though that at the beginning, we
[07:52:38] would have wanted to ask, "Have you ever
[07:52:40] worked with another agency?" And because
[07:52:42] I I'm very familiar with Gym Launch's
[07:52:44] process and I know exactly how it works.
[07:52:46] I've signed up hundreds of customers
[07:52:48] that were actively or previously working
[07:52:50] with Gym Laos, I know what their process
[07:52:53] looks like, and so I understand what
[07:52:54] they did for him and I know where they
[07:52:57] went wrong and the mistakes that they
[07:52:58] typically make that leave people upset.
[07:53:00] Okay? Well, what you want to do from
[07:53:02] here is you want to ask them what that
[07:53:04] process looks like. And then you want to
[07:53:05] ask them what did the process look like
[07:53:08] for the agency you worked with before
[07:53:09] when it comes to that or did they even
[07:53:11] have a process for it at all? Because
[07:53:13] what that's going to do is allow you to
[07:53:15] separate yourself and differentiate
[07:53:16] yourself from that agency. So that they
[07:53:19] recognize that what you're selling them,
[07:53:22] although it may be similar, it's not the
[07:53:25] same. And because it's not the same,
[07:53:27] it's going to get them a different
[07:53:28] result. meaning they're going to get a
[07:53:30] better result than what they got working
[07:53:32] with the other company that they
[07:53:33] ultimately are no longer working with or
[07:53:36] might potentially be working with right
[07:53:38] now but are not happy with. Right? Cuz I
[07:53:40] I I signed up a ton of people that were
[07:53:43] actively working with Chim Launch and
[07:53:45] other agencies because I was able to do
[07:53:47] that and get clear and separate how what
[07:53:50] we do is completely different from what
[07:53:51] they do even though it might be the same
[07:53:54] thing. Okay, but we'll just stay on this
[07:53:58] and then we'll go back.
[07:54:00] >> And then reached out to them with a
[07:54:01] frame for decent offer. You know, a
[07:54:03] challenge to get them back to the door.
[07:54:05] You guys haven't done that in a while.
[07:54:06] >> No, that's okay. That's huge. There's no
[07:54:09] opportunity yet,
[07:54:10] >> right? And what I just said was very
[07:54:12] subtle, but is very powerful. And the
[07:54:14] reason why I said what I said is because
[07:54:15] I've done calls like this so many times
[07:54:17] and I know exactly what to do to get
[07:54:19] people to recognize differences because
[07:54:21] the reality is he did work with Gym
[07:54:22] Launch and they did run a reactivation
[07:54:24] for him, which is exactly what we're
[07:54:26] going to do for them, right? But what I
[07:54:29] asked him was, did they segment your
[07:54:30] list based off men and women? No. I've
[07:54:33] never done anything like that. Did they
[07:54:35] do it specific to the offer and specific
[07:54:37] to those genders? No. Well, now it's
[07:54:39] different, right? Now I'm not telling
[07:54:41] him what we do, but he can. He knows
[07:54:44] that, okay, he's probably going to talk
[07:54:45] to me about that and this guy really
[07:54:47] knows what he's talking about because
[07:54:49] that would make a lot of sense, right?
[07:54:50] If we could tailor the message to the
[07:54:52] gender, it probably would get a better
[07:54:54] result. Of course, it would, right?
[07:54:57] >> Yeah, we think so.
[07:54:59] >> Okay. And then culture getting reviews.
[07:55:01] I checked I checked that out. You guys
[07:55:03] haven't gotten any a while. What's your
[07:55:04] process to get reviews on Google?
[07:55:05] >> Don't really have one. Uh, every now and
[07:55:07] then we'll drop something in our members
[07:55:08] group on Facebook. You know, ask people
[07:55:10] to go leave a review, but there there's
[07:55:12] there's no real process or any
[07:55:13] consistency with it.
[07:55:14] >> Okay. All right. So,
[07:55:16] >> well, the thing is too,
[07:55:18] my old Facebook got hacked and shut down
[07:55:20] indefinitely. That was connected to our
[07:55:22] old page, right? We had no no longer had
[07:55:25] access to that. Everything that we do
[07:55:26] now, we had to start and build a new
[07:55:27] business page and everything like that.
[07:55:29] We could not get access to the old one.
[07:55:30] We had a ton of, you know, social media
[07:55:33] reviews, but we still didn't have a ton
[07:55:34] of Google reviews.
[07:55:36] Okay. Yeah, that sucked. I'm sorry to
[07:55:39] hear that.
[07:55:40] >> Oh, that's up. And you have like you had
[07:55:41] like seven 8,000 followers or something
[07:55:44] like that. All local. Yeah, it was a
[07:55:45] pain in the ass to lose.
[07:55:47] >> Yeah. Yeah. I mean, I'm looking at your
[07:55:48] Google reviews right now. It looks like
[07:55:49] you've had two in the last seven months.
[07:55:51] And then you also had a respondent then
[07:55:53] like
[07:55:54] >> No, we don't do that here. And you know,
[07:55:55] another big problem with that is is
[07:55:58] like,
[07:55:59] >> right, so now he's telling me all these
[07:56:01] problems. He literally just told me he
[07:56:04] doesn't even respond when people say
[07:56:07] nice things about his business on a
[07:56:08] public forum like Google, right? People
[07:56:11] are literally saying, "I love this
[07:56:14] business on the internet and he's not
[07:56:16] even responding to them saying thank
[07:56:18] you. I'm glad I'm glad you've enjoyed my
[07:56:21] business and working with me." Right?
[07:56:22] That's a terrible look. And he realizes
[07:56:24] that. So that's all we're doing right
[07:56:26] here is going through this process,
[07:56:28] right? And now chunking it down, which
[07:56:31] you can't really see here, but right,
[07:56:32] how do you get reviews? Do you respond
[07:56:34] to people when they leave you reviews?
[07:56:36] Do you have a process to get reviews?
[07:56:37] What type of results is that process
[07:56:39] getting you when it comes to getting
[07:56:40] reviews? Right? Just getting clearer on
[07:56:42] the results that their process or how
[07:56:45] they currently do it is doing so that we
[07:56:47] can then compare it to what we do and
[07:56:49] poke holes in their process to get them
[07:56:51] to realize this probably isn't the best
[07:56:53] way to go about doing this. And yes,
[07:56:54] this is a problem, right?
[07:56:58] We're having a hard time getting
[07:56:59] verified. Like we have we have our
[07:57:01] stuff, but we we're having an issue
[07:57:05] getting our Google account verified. So
[07:57:06] we like we can't really log into it to
[07:57:09] engage. So I'm I'm I'm kind of
[07:57:11] struggling to to figure out how to do
[07:57:12] that. In fact, that's something that we
[07:57:14] actually really need to do, but it's
[07:57:16] kind of been out of sight, out of mind.
[07:57:17] I thought I had it whipped uh couple
[07:57:20] months back, but it was just a rabbit
[07:57:21] hole of nowhere. So I'm I'm I'm trying
[07:57:23] to figure that out.
[07:57:24] >> Okay. All right. Well, we can definitely
[07:57:26] help you out with that. Obviously, the
[07:57:28] fact,
[07:57:29] >> right, and sometimes up, you know,
[07:57:31] brickandmortar business owners, they
[07:57:33] kind of get freaked out by
[07:57:36] digital stuff, online things, technical
[07:57:39] things that they feel like they don't
[07:57:41] understand and know how to do. And so
[07:57:43] he's just kind of saying he can't even
[07:57:45] log into his I think I don't he it
[07:57:47] sounds like he doesn't even have access
[07:57:48] to his Google business page to be able
[07:57:50] to even go in there and respond to
[07:57:52] people which is a very easy thing to get
[07:57:54] back right if it's under his email
[07:57:55] that's not hard to do so I'm just
[07:57:57] letting him know look we we can do that
[07:57:59] for you
[07:58:00] >> that you don't have a remarketing
[07:58:01] strategy in place to get the thousands
[07:58:02] of leads back to your door that's an
[07:58:05] opportunity there without spend money on
[07:58:06] app right not doing this not even those
[07:58:08] are long ways you're generating false
[07:58:10] app spending a lot of money right but
[07:58:11] then in addition to that how How many
[07:58:13] customer do you have right now?
[07:58:15] >> That's they I don't even freaking know,
[07:58:16] but somewhere under because we're under
[07:58:18] 100, right?
[07:58:19] >> Well, I'm sure you've got maybe eight
[07:58:21] people that really like what you guys
[07:58:22] do.
[07:58:23] >> Yeah. Yeah, we're about there. Yeah.
[07:58:26] >> So, I mean, if you had a process in
[07:58:27] place that was hands-ree review because
[07:58:28] you said you ate the ball up, ask the
[07:58:30] people how their experience has been,
[07:58:32] get a review, and then get referrals
[07:58:34] from them leveraging an offer to give
[07:58:36] them a chance to win a free month of
[07:58:38] training. If they share this link that
[07:58:40] we created we know proven convertible
[07:58:42] premium family you know you can get
[07:58:43] preview that you're currently not
[07:58:45] commuting with us does it okay
[07:58:47] >> all right well just so I'm fair what
[07:58:49] would you say idea what you're looking
[07:58:51] >> well my manager just said that we have
[07:58:52] tried it just doesn't work that I but I
[07:58:55] don't I don't know that the way that we
[07:58:56] try it is to the extent that you're
[07:58:58] talking about like we kind of ask our
[07:59:00] members
[07:59:05] >> so we plug it we plug it yeah we plug
[07:59:08] your old back end based off usage and
[07:59:10] new signs. So whenever you guys have a
[07:59:11] new member and you have us at different
[07:59:13] derby day, we reach out to people not
[07:59:14] asking them for a review, asking them
[07:59:16] for feedback on a scale of one to five,
[07:59:18] how has their experience been? And if
[07:59:20] they say four or five, we ask for a
[07:59:22] review. If they say anything less, we
[07:59:23] ask for feedback, which keeps your
[07:59:25] manager, all your staff at caliber.
[07:59:27] Everyone's going to be asked now how
[07:59:29] their experience has been, right? And
[07:59:31] and the people that leave a review, we
[07:59:32] can double tap them because this all
[07:59:33] automates through AI that we build the
[07:59:35] attack or a referral if they share the
[07:59:38] link that we give them a frame of
[07:59:39] bandwidth and then every person that
[07:59:41] comes through from it, we'll put their
[07:59:42] name of the raffle and we run a forly
[07:59:44] raffle. So this is an all recreate it
[07:59:45] and nos does. Does that make sense?
[07:59:48] >> Yeah.
[07:59:49] >> Cool. Uh okay. What I was asking was to
[07:59:52] be clear, what would you say you're
[07:59:53] looking for when it comes to a partner
[07:59:55] to really plug the holes here? I know we
[07:59:56] come up about marketing. We need
[07:59:57] follow-ups. Is there anything else?
[08:00:02] We we're like where we're at right now,
[08:00:04] you know, and it's like our stocking
[08:00:05] with our team, you know, like we're
[08:00:07] we're really good at fulfillment. We
[08:00:08] have a super low attrition rate. Super
[08:00:10] low. People love us. They about us.
[08:00:12] We're we're just not taking advantage of
[08:00:13] that because of that. I don't worry
[08:00:16] about shiny updates and doing more [ __ ]
[08:00:18] to add more value to the clients that we
[08:00:19] already have. I feel like we're doing
[08:00:20] really good there. Everything for me is
[08:00:21] about client acquisition. Uh you know,
[08:00:24] for the for the next, you know, three
[08:00:25] quarters minimum like that's
[08:00:27] >> keep getting more people grow. Yeah,
[08:00:28] absolutely.
[08:00:29] >> Okay, cool. Well, that's that's super
[08:00:31] easy. And then just so we're on the same
[08:00:32] day, do you know how many people you
[08:00:34] sign the blind? 30 there.
[08:00:35] >> Uh the last three,
[08:00:37] >> right, so I am jumping back there and I
[08:00:39] kind of mini pitched him, which I don't
[08:00:42] like. Right. You you want to save that
[08:00:44] till the end, but I couldn't help myself
[08:00:46] and I wasn't able to shut myself up
[08:00:49] ultimately. I just couldn't control
[08:00:51] myself because I wanted to
[08:00:54] sound smart or something, right? Like,
[08:00:56] but you don't want to do that. you you
[08:00:58] want to keep that for the pitch, right?
[08:01:00] This is all about creating tension
[08:01:02] around his current process and getting
[08:01:04] him to recognize that if he doesn't
[08:01:06] change something, the business is going
[08:01:08] to continue to go in a crit a bad
[08:01:10] direction where it could become very bad
[08:01:14] for him, right? And that he needs to
[08:01:16] make a change now to avoid that, right?
[08:01:19] But now I am kind of going back like I
[08:01:21] talked about to diagnosing the problem
[08:01:23] asking specifically
[08:01:25] um how many people have you signed up in
[08:01:28] the last the last 30 days right I'm kind
[08:01:30] of tying it back here and now I'm going
[08:01:32] into that to see right what what does
[08:01:34] that actually look like in the last 30
[08:01:36] days um because obviously the
[08:01:39] conversation you know you hear the
[08:01:42] expression of straight line think of a
[08:01:43] sales call like a train track right you
[08:01:45] got this beautiful straight track that a
[08:01:47] train rides on. Unfortunately,
[08:01:51] the the train sometimes gets derailed
[08:01:53] and it goes off on these different
[08:01:54] directions where the track can move, but
[08:01:56] it's supposed to go on a straight line.
[08:01:58] But what you ultimately need to do is
[08:01:59] make sure once it goes off track that it
[08:02:01] goes back on track. And you want it to
[08:02:04] go back on track right where you left
[08:02:05] off. So it's not like you went forward
[08:02:07] and then you just end up here and you
[08:02:09] jumped past a gap. You want to come back
[08:02:11] to right where you started, where you
[08:02:13] left your foot off so that you can keep
[08:02:15] on the same line of questioning. And so
[08:02:16] now I'm kind of going back to that,
[08:02:18] which is good, which I was hoping for.
[08:02:20] Right.
[08:02:22] >> What was it? It was all organic and I
[08:02:24] think it was like six.
[08:02:25] >> Okay. Do you know how many people we
[08:02:26] lost?
[08:02:27] >> Uh we lost five, but that's that's a
[08:02:31] [ __ ] rarity. So last month was was an
[08:02:33] absolute outbacker. Usually uh I mean
[08:02:36] we're we're sub 3% attrition. You
[08:02:38] usually less that.
[08:02:40] >> Okay.
[08:02:42] Okay. I mean has the business been
[08:02:44] stagnant? it'll be declining over the
[08:02:45] course of this year.
[08:02:46] >> I don't [ __ ] know. That's the thing
[08:02:48] that really pisses me off. Um, you think
[08:02:50] it's going one way and then you start
[08:02:51] looking at the numbers and, you know,
[08:02:53] lifting up the rug, you're not sure. If
[08:02:55] anything, I would say I mean, we grow.
[08:02:57] We we we we definitely from January
[08:02:59] until now. Like I said, we we had 12
[08:03:01] probably 12 members in January. Uh, you
[08:03:04] know, and we're up probably somewhere
[08:03:06] around 80. So, we grow. Uh, but, uh,
[08:03:09] yeah, I I today I'm looking for that
[08:03:11] solid number.
[08:03:12] >> Okay. All right. So I mean really what
[08:03:14] this all comes down to is the fact that
[08:03:16] you're running your ads. It's not your
[08:03:18] strong suit. You're following up with
[08:03:19] the leads and your team are not really
[08:03:20] your all strong suit because that you're
[08:03:21] not getting enough people to the door to
[08:03:22] really be able to grow,
[08:03:24] >> right?
[08:03:24] >> Okay. All right. And just so we're clear
[08:03:26] just in terms of the G's revenue, you
[08:03:28] know, where you want the annual revenue
[08:03:29] to be and where's it growing at?
[08:03:31] >> Well, annually.
[08:03:32] >> Okay. So, at this point here, what I'm
[08:03:36] doing is I was just tying him down on
[08:03:39] the fact that these are what his
[08:03:40] problems are and that his process is
[08:03:43] clearly not the process to get him there
[08:03:45] and that he needs to make a change if
[08:03:47] he's going to get there. But now, what
[08:03:47] I'm transitioning to is his goals.
[08:03:50] Right now, what I'm getting into is or
[08:03:52] what are his goals? And so when it comes
[08:03:54] to doing goals, really what you want to
[08:03:57] identify is their their revenue goals
[08:04:00] for their business and then their
[08:04:01] personal goals for their their
[08:04:02] take-home. And honestly, since this is a
[08:04:05] this is a B2B sale, it's not like we're
[08:04:07] selling someone
[08:04:10] a fat loss program like he is, right?
[08:04:12] Like if you're selling someone a fat
[08:04:13] loss program, the only goals you need to
[08:04:15] talk about is their their personal goals
[08:04:18] to lose weight and how that's going to
[08:04:19] impact their life, right? But with this,
[08:04:22] you have business, but you also have
[08:04:24] personal. And to be honest, if you just
[08:04:27] focus on their business goals, you will
[08:04:29] be fine. If you start asking people
[08:04:31] about, you know, how's this going to
[08:04:33] change your life for what's going to
[08:04:34] how's it going to make you feel? Uh, and
[08:04:36] how's it going to make your wife think
[08:04:38] of you and stuff like that?
[08:04:40] It can really land the wrong way. And
[08:04:42] I've made that mistake a couple times.
[08:04:44] Again, this is a B2B, a businessto
[08:04:46] business sale. We're talking about
[08:04:48] business here, right? If their business
[08:04:49] isn't doing well, obviously their life
[08:04:52] is not going to be doing great either,
[08:04:54] right? Because if that's their only
[08:04:56] source of income, that's a bad
[08:04:58] situation. That's going to impact their
[08:04:59] life in a lot of ways. I mean, they know
[08:05:01] that. Not saying it's not good to get
[08:05:03] them to say that. I'm just saying
[08:05:05] it's almost worth avoiding if you're not
[08:05:07] really really comfortable with it
[08:05:09] because based off how you say it, it can
[08:05:11] kind of come out odd and it can rupt
[08:05:12] people the wrong way. Uh based off my
[08:05:15] experience doing this so many times,
[08:05:17] right? So really what what the goal of
[08:05:19] asking the goals is is you want to get
[08:05:21] them to admit that right now is the best
[08:05:25] time because they need to make a change
[08:05:27] and if they don't it's going to get
[08:05:28] critical. You also want them to admit
[08:05:30] that their current strategy to fix their
[08:05:33] problems is not working and if they
[08:05:35] don't change their strategy they're not
[08:05:37] going to get there right? So you want
[08:05:38] them to admit that now is the right time
[08:05:40] and that what they're doing needs to
[08:05:42] change. Okay? So that's very very
[08:05:43] important. And that's the purpose of why
[08:05:46] we're asking them their goals. Okay? And
[08:05:48] from here, we want to discuss their
[08:05:50] revenue.
[08:05:51] >> We want to ask them where they want it
[08:05:53] to be and why they want it to be there.
[08:05:55] Right? You want to get to $50,000 a
[08:05:57] month. Why? What what's what's that
[08:05:59] going to do for the business for you,
[08:06:02] right? And then why in that time frame
[08:06:04] spec specifically, right? If you want to
[08:06:06] get there in the next 6 months, why?
[08:06:09] Just curious. Why do you want to get
[08:06:10] there in the next six months? Right? And
[08:06:12] then from there, you can ask the
[08:06:14] personal, right? This is where you start
[08:06:15] going over into the personal. But if you
[08:06:17] want, you really can just jump right
[08:06:21] here if you want. You know, you you
[08:06:24] really can to avoid the personal [ __ ]
[08:06:26] right? Because what we're asking here is
[08:06:28] what would you want to make? Why do you
[08:06:30] want to make that much money? And when
[08:06:32] specifically do you want to get there,
[08:06:33] right? And I'm not sure, you know, where
[08:06:36] I really go with this, but this is
[08:06:37] ultimately what we want to get because
[08:06:39] this is the million-dollar question
[08:06:40] right here. And what it is is once we
[08:06:43] get them to tell us what their goal is,
[08:06:45] once we get them to tell us why that's
[08:06:47] their goal and when they want to get
[08:06:48] there and what time frame,
[08:06:51] >> now we want to ask them, look, based off
[08:06:54] your current strategy,
[08:06:56] just be honest with me. Do you think
[08:06:57] it's realistic to think that you'll be
[08:07:00] able to actually hit your goals in that
[08:07:01] time frame if you keep doing what you're
[08:07:03] doing and don't change anything?
[08:07:06] Right? based off this guy's situation,
[08:07:08] we know if he tells us yes, if he says
[08:07:11] yes, I think I'm gonna get where I want
[08:07:13] to get if I don't change anything, that
[08:07:15] that makes absolutely no sense relative
[08:07:18] to the conversation we've just had,
[08:07:19] right? But if he he says no, which I I
[08:07:23] would imagine he's going to say, then he
[08:07:25] needs to make a change, right? It's
[08:07:26] obvious. Okay, well then it sounds like
[08:07:28] it's time to make a change right now. So
[08:07:31] that's really what we're doing here in
[08:07:33] the goals section. Okay,
[08:07:37] >> speaking, you know, I I loved, you know,
[08:07:40] right around that half a million. It was
[08:07:42] kind of a sweet spot. Um, you know, we
[08:07:45] we punched it over that on 48, but you
[08:07:47] know, it kind of just we were crowded.
[08:07:50] You know, the the money we were putting
[08:07:52] out to be able to maintain that just
[08:07:54] about half a million, 600,000 I I think
[08:07:56] for our sweet spot. Uh,
[08:08:00] give or take. I don't know.
[08:08:02] >> Yeah. And right now, you know, we're
[08:08:04] like we're we're barely been probably
[08:08:06] over 120.
[08:08:08] >> Okay. So, I mean, you're looking to
[08:08:10] really really aggressively grow this
[08:08:12] thing.
[08:08:12] >> Yeah, because we I mean, we've got the
[08:08:14] the the space and the talent and and you
[08:08:16] know, the the the ambition and
[08:08:18] opportunity to do it, but yeah, we are
[08:08:20] we are looking to aggressively grow it.
[08:08:21] Um, that being said, I mean,
[08:08:25] it's not an overnight thing. It doesn't.
[08:08:27] We have no, you know, desire to just
[08:08:29] say, "Hey, let's freely add 100 people
[08:08:31] in the next 30 days." Uh, you know what
[08:08:33] I mean?
[08:08:34] >> Well, that's not realistic. Totally.
[08:08:35] But, uh, and if you're trying to get to
[08:08:37] half a mill and you're currently at 100,
[08:08:38] you're going to have to 5x, right?
[08:08:40] You're going to have to really increase
[08:08:41] your TV per customer.
[08:08:43] >> You know what too is like we really
[08:08:44] slowed down on our front end cash, you
[08:08:46] know? So, we you really kind of pivoted
[08:08:48] really focus on MR. Uh, and and you
[08:08:52] know, that's that's like what you're
[08:08:53] getting is MR. That's that's not how
[08:08:54] charming any any heavy front end casher
[08:08:56] comes in. Uh I like to eat those
[08:08:57] separate,
[08:08:58] >> but you know, we we haven't really gone
[08:08:59] gone heavy with with big front end stuff
[08:09:00] in a while. And so that there's a lot of
[08:09:02] read on the bone for that. And our
[08:09:03] conversion rate off of intro offers is
[08:09:05] about 82 83%.
[08:09:06] >> All right. Because that's just how we've
[08:09:07] been getting everybody in.
[08:09:08] >> Yeah. Okay. What's your clue when it
[08:09:10] come to running like transformation on
[08:09:12] the pro and then on the back?
[08:09:13] >> Uh 62%.
[08:09:16] >> And what are you collecting on average?
[08:09:19] >> So we we run multiple stuff. If we're
[08:09:21] doing like a typical fat guy or
[08:09:22] something like that, it's it's on
[08:09:24] average half that up front.
[08:09:26] >> Cool. And then what's your convers
[08:09:30] right? Maybe lower a little bit on the
[08:09:31] front to just get the cable stuck on for
[08:09:32] her.
[08:09:33] >> Yeah. So so arch pressure to the center
[08:09:34] on the baters 82.
[08:09:36] >> Okay. Yeah. That's all that's the most
[08:09:39] important thing. She would have allowed
[08:09:41] the gym launch that they just collect
[08:09:42] money up front. They don't know how to
[08:09:43] retain, right? And it's was the thing
[08:09:45] that the mer doesn't kick like it did.
[08:09:47] It's saturated and now you're you're
[08:09:49] bought. Yeah.
[08:09:50] >> Great. Okay. All right. And then just
[08:09:53] for you, uh, would you
[08:09:54] >> Right. So, right there again, I mean, I
[08:09:57] was I was going back through the
[08:09:59] diagnosing the problem stuff, right? I
[08:10:01] was asking him specific questions around
[08:10:04] what his close rate is, right? What that
[08:10:06] stuff looks like on the front end and
[08:10:08] the back end because I wasn't I wasn't
[08:10:09] able to get it earlier, right? So, just
[08:10:11] going back to it, which is very, very
[08:10:14] important because I haven't transitioned
[08:10:15] to pitching him because what you want is
[08:10:18] you want to make sure that you've asked
[08:10:20] everything you need to know in the
[08:10:22] discovery so that once you go into the
[08:10:24] pitch, you're not asking any questions
[08:10:27] because when you go into the pitch, you
[08:10:29] want it to be so concise and so easy to
[08:10:32] comp comprehend that
[08:10:36] I just got a call there, Dwayne. You
[08:10:37] need to edit that part out.
[08:10:39] You want it to be so concise so that
[08:10:43] people understand it very very well. And
[08:10:45] if you start asking them questions to
[08:10:47] try and get other stuff to make things
[08:10:48] make sense, well now they can kind of
[08:10:50] get lost and off track, right? And if
[08:10:52] somebody's confused, they won't buy.
[08:10:54] Okay, that's very very important.
[08:10:56] >> You be the one paying the bill or you
[08:10:59] >> uh we brought the the two.
[08:11:01] >> Okay.
[08:11:02] >> Yes.
[08:11:02] >> Okay, cool. All right. Those are all the
[08:11:04] ones I do best. Run.
[08:11:05] >> Okay.
[08:11:06] >> All right. as well but my brother's up
[08:11:08] he's he's our head coach and he's he's
[08:11:09] kind of in charge of fulfillment but in
[08:11:10] terms of the front end still do with the
[08:11:12] >> well and if your brother's in terms of
[08:11:13] the back end that's always important to
[08:11:14] keep obvious
[08:11:17] >> okay and then for you you know ain't
[08:11:19] comp
[08:11:21] >> okay uh so I mean where do you want to
[08:11:22] do with that use your partner made from
[08:11:24] the year
[08:11:25] >> yeah you know we would like sir and
[08:11:27] here's the thing we're really smart
[08:11:28] we're really wise with our spend that's
[08:11:29] where give us a lot of credit uh we've
[08:11:31] always had a decent decent profit
[08:11:32] margines even need a m a bigger scale
[08:11:36] I don't know. We we I mean I think you
[08:11:38] know somewhere between five to eight a
[08:11:40] month you know uh especially later like
[08:11:43] closer to the day everybody kind of
[08:11:44] likes that that that six figure mark. Um
[08:11:46] and you know at 500 about five about I
[08:11:50] think it's is feasible
[08:11:52] what our profit margins are like our
[08:11:53] profit margins are pretty pretty dope.
[08:11:54] Uh you know and it I like to pay off as
[08:11:57] bill as possible some for for paying out
[08:11:59] employees.
[08:12:00] >> Okay. All right. Why why are you guys
[08:12:02] trying to do that specifically? Is there
[08:12:03] any reason you guys looking to scale
[08:12:04] multiple locations or just do it a bit?
[08:12:07] >> Early on there were ambitions of
[08:12:09] multiple locations. Uh but right now
[08:12:11] with you know I'm at I I don't I don't
[08:12:13] particularly have any drives to do that.
[08:12:15] My brother uh me I don't. Uh just
[08:12:18] because my time is pretty limited as it
[08:12:19] as it is. Uh but uh it's never out of
[08:12:22] the question I guess.
[08:12:24] >> Okay. All right. Cool. Well that makes
[08:12:25] sense. And I mean based off what you're
[08:12:27] doing right now the current you're
[08:12:28] leveraging the strategy how realistic do
[08:12:30] you think it is to get where your Trump
[08:12:32] you get? you know, to try and dump out,
[08:12:33] >> you know, that's that's
[08:12:37] monetarily speaking. Uh like LS will be
[08:12:41] in there monetarily. That being said,
[08:12:42] that was a lot of front end cash
[08:12:44] collected to have 500, you know,
[08:12:46] anywhere between three and 500 numbers.
[08:12:47] I just hit the fun of [ __ ] show that and
[08:12:50] I don't I don't think that's that's
[08:12:52] feasible. You know, we at our most
[08:12:53] recent
[08:12:57] group, right?
[08:12:58] >> Yeah. No, dude. He was so cute. It's
[08:13:00] [ __ ] crazy. Uh but Benj the funny
[08:13:02] thing we had like three back toback to
[08:13:03] back us where we were signing up like 40
[08:13:05] people each butt. Um and they were all
[08:13:06] coming in on like the $600 per but you
[08:13:09] know again back to how even having over
[08:13:10] 200 just felt kind of shade. Um we all
[08:13:13] kind of had other things that were doing
[08:13:15] it it it would be nice if our salaries
[08:13:18] were bumped but you know to get six
[08:13:19] figures at a part-time gig. I don't have
[08:13:21] any you know grandiose notions. would be
[08:13:23] great but you know feasibility probably
[08:13:25] not that feasible especially in terms of
[08:13:27] like membership you can maybe but not
[08:13:29] not membership wise not with DMR
[08:13:32] >> yeah I see so I mean really obviously
[08:13:33] something's going to change when it
[08:13:34] comes to the marketing thing and what
[08:13:35] you guys are really is you're just
[08:13:36] trying to focus on what you got to do
[08:13:37] great not only work too too hard but
[08:13:39] just get some effects marketing in place
[08:13:40] so you guys have the right people in
[08:13:41] front of you so you can start scaling
[08:13:42] this thing
[08:13:43] >> yeah it would be nice dude because like
[08:13:45] I said I'm going to be all in on this
[08:13:46] front end like I'm basically going to be
[08:13:48] [ __ ] everything because I want to
[08:13:49] rebuild all our neo keys and I want to
[08:13:50] make sure it's done right from a one
[08:13:51] person perspective instead of you the
[08:13:53] city focus on it. But you know, it would
[08:13:55] be nice when like when I am passing a
[08:13:56] lot of this stuff on to how reporter
[08:13:58] like I don't know what you guys do in
[08:13:59] terms of like yeah how you help gyms
[08:14:01] maybe scale or grow if you have an
[08:14:02] educational component if you're just put
[08:14:04] on the agency side. I don't know what
[08:14:05] you do like that but you know I really
[08:14:06] like my my my brother has to learn you
[08:14:09] know more about processes and things
[08:14:11] like that from from some component of
[08:14:12] it. know I've always been the one to do
[08:14:15] the backet and stuff uh you know the
[08:14:17] behind the scenes stuff but I want them
[08:14:18] to kind of see it see me do it maybe uh
[08:14:21] you know understand how you guys are
[08:14:22] going about it is I I did see on your
[08:14:23] deal like your partner you know he's
[08:14:24] he's got you know three figures in terms
[08:14:26] of locations you know that's [ __ ]
[08:14:28] insane right he's got like 100 locations
[08:14:30] so he's doing some right so I would
[08:14:31] assume that you guys have you a pretty
[08:14:32] decent uh a model there
[08:14:35] >> yeah yeah he's got a hard look anytime
[08:14:36] businesses and brief cam fitnesses I got
[08:14:37] a guy on my team here in Phoenix and I
[08:14:39] got a guy as well fitness bri emotion
[08:14:41] scrot us. So yeah, we always collect
[08:14:44] equally at a company and [ __ ] on a gym
[08:14:45] and street toast and we leverage the
[08:14:47] same offer they leverage. We just
[08:14:48] optimize the whole thing. We market it
[08:14:50] more back than anyone. We follow up with
[08:14:51] people anyone and then we have a proven
[08:14:53] process that built for key players, you
[08:14:55] know, people that are not that good but
[08:14:57] allowed them to be successful with it.
[08:14:58] So if you do someone like you or you're
[08:15:00] in right where they're cringel, you
[08:15:01] should really be able to zone me.
[08:15:03] >> Yeah, that's that's dope. I like to hear
[08:15:04] that.
[08:15:04] >> Cool.
[08:15:05] >> And one thing to mention, I'm obvious
[08:15:07] I'm cussing a lot. One thing you don't
[08:15:10] want to do, you want to avoid cussing to
[08:15:12] be completely honest as much as possible
[08:15:16] because when when people do hear you
[08:15:18] cuss a lot, it automatically
[08:15:22] communicates lack of intelligence and
[08:15:25] that's just the truth. But the reason
[08:15:27] why I am cussing is because he gave me
[08:15:30] the go-ahad to cuss because he was
[08:15:33] cussing a ton on the front, right? And
[08:15:36] at a certain point, it's almost like I'm
[08:15:38] just speaking his language. I'm
[08:15:40] mirroring him to create that that
[08:15:42] likability like a chameleon, right? I'm
[08:15:44] just mirroring him. I'm blending in with
[08:15:46] the environment to to make it be like
[08:15:48] we're buddies. We're boys, right? But to
[08:15:52] be real,
[08:15:54] I I think you'll be just fine if you
[08:15:56] avoid cussing. And I know I could do a
[08:15:58] lot less of it. Um, but sometimes it's
[08:16:02] fine, right, to emphasize your point and
[08:16:03] to communicate at a really high level.
[08:16:06] But again, you you don't want to do that
[08:16:08] at the expense of sounding dumb.
[08:16:10] >> Well, do you want to do anything else
[08:16:11] that you want to share that I need to
[08:16:13] know?
[08:16:13] >> Uh, that's a key question. Okay. What
[08:16:17] you want to do,
[08:16:20] and I think I probably have it in here.
[08:16:23] Uh, I don't, so I need to add that in
[08:16:25] here. But what you want to do, oh, I was
[08:16:29] wasn't sharing my screen, but what I was
[08:16:30] showing is I don't have that in here.
[08:16:31] And I don't know if you cut that or not,
[08:16:33] but what I asked was, is there anything
[08:16:35] else you feel like you haven't covered
[08:16:36] that would help me understand your
[08:16:37] situation, right? Because what I'm doing
[08:16:39] right now is I'm transitioning out of
[08:16:41] the discovery and moving into this and
[08:16:44] into the pitch, right? But before you
[08:16:46] leave this cuz this is the most critical
[08:16:48] part where you get all the information
[08:16:49] you need need to get so you can avoid
[08:16:51] asking questions here is just asking is
[08:16:55] there anything else we haven't covered
[08:16:57] that I should know right because what
[08:17:00] that does is two things it allows you to
[08:17:03] mentally check to see if you got
[08:17:05] everything you needed and asked all the
[08:17:07] questions you needed to ask and then
[08:17:08] number two it gives them the opportunity
[08:17:11] to think about anything else that they
[08:17:12] maybe didn't mention that you should No,
[08:17:15] right to avoid messing up the sale down
[08:17:17] the line. Okay, so this is very very
[08:17:20] important that you ask this every single
[08:17:22] time before you transition.
[08:17:24] >> You know, we we just recently um hired
[08:17:27] an agency, but this is for a three-week
[08:17:29] campaign. It's a three-we campaign. It's
[08:17:31] basically a pump campaign. Uh just that
[08:17:33] was before I found out about you guys.
[08:17:35] So, we're going to get we're going to do
[08:17:36] that, but you know, it's again it's up
[08:17:38] and up campaign. I know what it I know
[08:17:39] what this company does. Oh, it's kind of
[08:17:41] a not a Hail Mary, but just I don't know
[08:17:43] know exactly what it is,
[08:17:44] >> right? So, if I hadn't asked him that, I
[08:17:47] would not have known that. And if I
[08:17:49] wouldn't have known that and I went into
[08:17:50] the pitch without knowing that, I'm in a
[08:17:53] bad spot because what's he going to say?
[08:17:55] Oh, I'm working with this other agency,
[08:17:57] right? That's definitely going to be a
[08:17:59] problem. That's going to be an obstacle.
[08:18:01] But because he told me, it's now going
[08:18:04] to alter the way I will handle the rest
[08:18:06] of the conversation to try and overcome
[08:18:09] that, right? Because the way I would
[08:18:10] handle the conversation knowing that
[08:18:12] versus not knowing that is completely
[08:18:13] different and now I know right and now I
[08:18:16] can adapt and evolve my process based
[08:18:18] off that knowledge.
[08:18:20] >> That being said,
[08:18:21] >> it says what you me what they're do is
[08:18:23] they give you on Facebook.
[08:18:24] >> Yeah, it's it'll be a Facebook ad
[08:18:26] Facebook IG, you know, uh it'll be like
[08:18:28] the six speed free offer, something like
[08:18:30] that. um us. That being said, you know,
[08:18:32] we already paid them, but I don't, you
[08:18:34] know, ted, you know, what what we figure
[08:18:36] out here on this call, I don't really
[08:18:37] have any qualms with people going that
[08:18:39] back, you know,
[08:18:41] >> but I just I
[08:18:42] >> Right. So, you also already paid them,
[08:18:44] right? This is very very important
[08:18:46] information to get that we would not
[08:18:48] have gotten if I hadn't asked that.
[08:18:49] Okay. And I've done a lot of calls where
[08:18:52] I I missed asking that early on in the
[08:18:55] first couple years. And I would have
[08:18:57] signed up so many more people right than
[08:19:00] on the call because you're just telling
[08:19:03] people like what what else do you need
[08:19:04] to tell me that I need to know? And the
[08:19:06] majority of the time something's going
[08:19:08] to come to their head. And the majority
[08:19:09] of the time something's going to come to
[08:19:10] your head and you realize, oh, I need to
[08:19:12] ask some more questions.
[08:19:14] >> What a deal.
[08:19:16] >> I got the sun in my basement. I got to
[08:19:17] move my desk out all the time. Well,
[08:19:19] thank you for predicting that because
[08:19:20] that's certainly that's something worth
[08:19:22] because if you're no if you got one
[08:19:24] company wanting it, especially coming up
[08:19:25] on the new year, you don't want to be
[08:19:26] eating the best company running, you
[08:19:27] know, to get you the most of the least
[08:19:28] amount of money,
[08:19:29] >> right?
[08:19:29] >> Yeah. Awesome.
[08:19:30] >> Okay. Well, based off this I definitely
[08:19:32] think would help you out considering the
[08:19:33] team you had really the fact that is
[08:19:35] just the biggest constraint right now
[08:19:36] and follow up on lead because if you
[08:19:38] don't have that run, nothing's
[08:19:40] effective. You're not going to have a
[08:19:40] chance to sell it, right? So what we do
[08:19:42] is we help owners just like you don't
[08:19:44] really have great control over your
[08:19:44] growth strategy that you get control
[08:19:46] over it leveraging a along with
[08:19:47] marketing and consulting saying system
[08:19:49] by business partners and my employees
[08:19:51] didn't do it take down. Okay so just
[08:19:53] want to by saying that what we do is
[08:19:55] custom based off where you're at what
[08:19:56] you've been doing where you're trying to
[08:19:57] get and for you specifically for you
[08:19:58] guys before you think to start off.
[08:20:01] >> Okay so see what I just did there is I
[08:20:03] transitioned. Okay so it's not like I
[08:20:06] just jumped into telling him what we can
[08:20:09] do and how we can help them. Right? I
[08:20:10] didn't go from here to here. That's what
[08:20:12] a lot of people do. But what I did is I
[08:20:14] went from here to here where I
[08:20:17] transitioned. Okay? And so what that
[08:20:19] looks like is this, right? You let them
[08:20:22] know you understand their situation.
[08:20:24] Right? Right now you need to improve
[08:20:25] your your marketing strategy and your
[08:20:28] lead nurturing strategy. You want to let
[08:20:30] them know it in a non-salesy way. Right?
[08:20:32] I said right before I started going into
[08:20:33] this, you know, based off this, I know I
[08:20:35] could help you out, right? And it's not
[08:20:37] like I'm saying based off this, I
[08:20:38] guarantee you, ma'am, I'm going to be
[08:20:40] able to get you I'm going to be able to
[08:20:42] get you exactly where you want to get,
[08:20:44] right? I'm not saying some over the top
[08:20:46] stuff like this. I'm just saying in a
[08:20:47] very neutral way based off this. I know
[08:20:49] I can help you out. Okay? And then you
[08:20:52] want to bring their problems and pain
[08:20:54] points back to the surface. Right? So, I
[08:20:57] don't think I said it. You could rewind
[08:20:58] this to see, but one thing you want to
[08:21:00] do is you know how you said earlier
[08:21:03] right now your process to get leads to
[08:21:06] get them to show up and ultimately turn
[08:21:08] them into customers is not great. And if
[08:21:10] you don't change it, you know, you're
[08:21:11] not going to be able to get to where you
[08:21:12] get you want to get. Well, what we do is
[08:21:15] we help gym owners just like you that
[08:21:17] have a bad process when it comes to
[08:21:19] getting leads and nurturing those leads
[08:21:21] to improve that process leveraging AI
[08:21:24] without them having to do any more work.
[08:21:26] And by the way, it's actually the same
[08:21:29] system that we use at my business
[08:21:31] partners' gyms along with my employees
[08:21:34] gyms. Does that make sense? Right. So
[08:21:37] that that's really what you want to do
[08:21:38] because what we're doing is we're just
[08:21:40] letting them know what we do. We're
[08:21:43] tying it to what their situation is and
[08:21:45] then we're positioning ourselves as an
[08:21:46] authority and an expert in the space
[08:21:48] with a story, okay, about what we're
[08:21:51] doing, right? And then now from here
[08:21:54] what we'll do is we'll go into the
[08:21:55] pitch. Okay? And the way that we're
[08:21:57] going to do the pitch is by following
[08:22:00] this formula right here, which is very
[08:22:03] very straightforward. Really, what we're
[08:22:05] doing is we're just saying for each
[08:22:07] thing we're selling, right? each of the
[08:22:09] the pillars, each of the services that
[08:22:11] we're selling. What we want to do is
[08:22:13] just take their words that they told us
[08:22:15] in the discovery and then insert it in
[08:22:18] and then talk about the issues that it's
[08:22:20] creating for them and then tell them
[08:22:21] what we're going to do and how it's
[08:22:23] going to be different and get them
[08:22:24] different results because of it and then
[08:22:27] ultimately tell them the issue with not
[08:22:29] fixing what they're doing. Right? That's
[08:22:32] all we're doing here.
[08:22:35] a little bit counterintuitive because
[08:22:36] it's not not running at at least right
[08:22:38] away. Okay guys, so the first thing we
[08:22:39] do this you said earlier that you have a
[08:22:41] massive database of weeds that you
[08:22:42] currently aren't doing anything with.
[08:22:43] Right. So what we would do is this.
[08:22:44] First thing we do is plug the AI that
[08:22:46] right. So you said earlier,
[08:22:50] excuse me. You said earlier you have a
[08:22:52] massive database of leads that you're
[08:22:54] currently not doing anything with.
[08:22:56] Right. So I'm just taking his words that
[08:22:58] he said earlier and then inserting it
[08:23:00] right into there. The pillar of what
[08:23:01] we're selling the second pillar based
[08:23:03] offer. We'd reach out to that basement
[08:23:05] offer and then nu then or you pass to
[08:23:07] get them in front of you to sell them
[08:23:08] into the show. Okay. So the big benefit
[08:23:10] is they're not going to be spending
[08:23:11] money on marketing,
[08:23:13] >> right? So the big benefit here is X that
[08:23:15] cost of the labor which damage and then
[08:23:17] in addition to that these are warmly.
[08:23:19] These aren't exhibiting right with you
[08:23:20] in some way. So they should be easier to
[08:23:22] invert. Okay. Does that make sense?
[08:23:24] >> Yep.
[08:23:24] >> Okay. Do you see how that will help you
[08:23:25] guys out based the current situation?
[08:23:26] >> Sure. Yeah. Absolutely.
[08:23:28] >> Okay. Right now you want to ask does
[08:23:29] that make sense or what questions do you
[08:23:32] have on that? Right. I like to ask what
[08:23:34] questions do you have on that
[08:23:35] specifically because it assumes they
[08:23:37] have a question and you just ask does
[08:23:38] that make sense?
[08:23:40] It might not make sense, right? I've
[08:23:42] been asked a ton of times by somebody
[08:23:43] that's talking to me when I'm not really
[08:23:45] paying attention. Does that make sense?
[08:23:46] And I'm like, yep. And in my head, I'm
[08:23:49] going, "Nope, didn't make sense at all."
[08:23:51] Right? But I just I didn't want to say
[08:23:53] no. But if somebody were to ask me,
[08:23:55] "What questions do you have? You seem a
[08:23:57] little bit confused." I would start I'd
[08:24:00] start asking, right? I I would be like,
[08:24:01] "Wait, can you just reexlain that?
[08:24:03] Sorry, I was thinking of I was thinking
[08:24:04] of something else." Right? So, that's
[08:24:07] what you want to do. Tie it down. And
[08:24:09] one thing I also like to ask is, "Do you
[08:24:11] see how that would help you based off
[08:24:13] your situation, right? Because now
[08:24:15] they're going to basically sell
[08:24:16] themselves on what I just told them."
[08:24:18] And when you have dialogue like that
[08:24:19] during the pitch, they're really
[08:24:21] comprehending what you do and more
[08:24:23] importantly saying that it's what they
[08:24:26] should do, right? They're literally
[08:24:28] selling themselves on it. Okay, perfect.
[08:24:31] But then the second thing is the review.
[08:24:32] So right now you guys don't have a
[08:24:33] process to get reviews. What we would do
[08:24:35] in addition to that is we'll pick it in
[08:24:37] the usage report and do sign up and free
[08:24:39] review guys so you guys don't have to do
[08:24:40] it. But if we clean the background so
[08:24:41] that whenever somebody signs up and then
[08:24:42] all your active customer based off
[08:24:43] usage, we're following up with them
[08:24:45] asking them for feedback how to
[08:24:46] experience them. If they say we do
[08:24:49] follow up like crazy, they know we want
[08:24:50] they set up a war, right? that they got
[08:24:52] to do with people and then from there if
[08:24:53] they need to be we respond to people for
[08:24:55] you and then in addition to that Paul be
[08:24:57] a text like I said saying hey we're
[08:24:58] doing a rapple where we get the chance
[08:25:00] to win public training for free all you
[08:25:01] have to do is share this link with
[08:25:02] friends and family and every time you
[08:25:04] get their information just let us know
[08:25:05] so that we put your name in for every
[08:25:06] single lead that comes through and by
[08:25:07] doing that we're able to generate
[08:25:08] pre-sold lead for free
[08:25:10] >> and the most important thing about that
[08:25:12] again is is handsree for you and the
[08:25:13] team a lot of people say they will cause
[08:25:15] us to get reduced referral but the
[08:25:16] execution okay is not big right so
[08:25:17] there's no execution here you guys just
[08:25:18] need to service a lot of people like you
[08:25:19] said you are if you do that you're going
[08:25:21] to be getting a lot of reviews that were
[08:25:22] going to follow going like crazy and the
[08:25:23] people that aren't happy you're going to
[08:25:24] get the feedback on that and then you're
[08:25:25] going to be able to address it
[08:25:26] potentially say someone's looking to
[08:25:28] cancel right before they cancel. Does
[08:25:30] that make sense? Okay. So, those are
[08:25:32] really the first two and like I said
[08:25:33] running ads right out of the gate that's
[08:25:34] a waste of your money. You have
[08:25:35] thousands of leads you haven't done
[08:25:36] anywhere. Okay. So, running ads just
[08:25:39] doesn't make sense because what you do
[08:25:40] is generate a ton of capital. If you
[08:25:41] guys coach as well as you say you do,
[08:25:42] authors leave without spend any money on
[08:25:43] ads. Take that capital method in ads.
[08:25:45] >> Right.
[08:25:45] >> Right. So that's that's what basing
[08:25:48] on that so hard is because the companies
[08:25:50] he's worked with before just jumped
[08:25:51] right into running ads which is a very
[08:25:54] lazy approach to getting that this
[08:25:56] individual the best result possible
[08:25:58] because he told us he has thousands of
[08:25:59] leads and he has no process to get
[08:26:01] reviews. Right? So if he runs ads he's
[08:26:04] sitting on a database of leads that he
[08:26:06] doesn't have to spend any money to turn
[08:26:08] into new sales. All he has to do is have
[08:26:10] a a dialed in AI text campaign and then
[08:26:13] he has tons of customers
[08:26:15] that he can already reach out to to get
[08:26:17] reviews and then we can generate
[08:26:18] referrals off of people that leave
[08:26:20] reviews and that doesn't cost any money
[08:26:22] to be that doesn't require any money to
[08:26:24] be invested in marketing. Right? So to
[08:26:26] ultimately give them the best result we
[08:26:27] need to do those things first and so
[08:26:29] that's what I'm pushing on because it
[08:26:30] separates us from the other agency's
[08:26:33] processes and it's very logical. Right?
[08:26:35] I'm doing what's in the best interest of
[08:26:36] him and it makes complete sense. you've
[08:26:38] enjoyed one in but to wrap this all up
[08:26:40] this is what we do before we bought
[08:26:42] anything that is we I did you connect
[08:26:43] with Brandon be time businesses the
[08:26:44] three emotions lab what we want to do is
[08:26:46] dig what your sales process looks like
[08:26:48] see if you actually have a refined
[08:26:49] process that's scripted right and
[08:26:51] they've helped to support you guys to to
[08:26:52] really optimize it or if you guys are
[08:26:54] our nice sales process that we've taught
[08:26:55] hit loads of people across my business
[08:26:57] partners do you have that has allowed
[08:26:58] him the skill to work he's and okay so
[08:27:00] what what my point in saying that is we
[08:27:02] don't start running ads we don't start
[08:27:03] running recommendations yeah I get
[08:27:04] people through the door with anyone
[08:27:05] until we give them our standal approval
[08:27:07] in terms of that sales process and a
[08:27:08] backend process to convert the people
[08:27:10] long term because if one thing obviously
[08:27:12] make a lot of money up front doesn't
[08:27:13] make a great business that very free for
[08:27:14] him right so that's what we make sure is
[08:27:16] that the foundation you have is
[08:27:17] optimized and so we want to dig into
[08:27:19] that look into that make sure we help
[08:27:20] refine it and then also refine that sale
[08:27:22] process support for you on Google
[08:27:24] >> okay does that make sense
[08:27:26] >> okay just in terms of the process how
[08:27:27] you feel
[08:27:29] >> okay so
[08:27:31] because he's working with another agency
[08:27:34] already right I'm really I didn't even
[08:27:37] go into the ads, although that's what we
[08:27:40] will inevitably do. But I didn't even
[08:27:42] want to go into that because he just
[08:27:44] gave another company money to run ads
[08:27:46] for him. And he didn't say that they're
[08:27:47] going to run a reactivation for him to
[08:27:49] get people through the door without
[08:27:50] spending money on marketing or help them
[08:27:51] get reviews and referrals. Right? So,
[08:27:54] the reason why I'm not pitching that is
[08:27:55] because I know that piece of information
[08:27:57] and I want to separate myself from him
[08:28:00] and from them and me and make him
[08:28:03] realize, okay, this guy really has my
[08:28:04] best interest in mind and he's got a
[08:28:06] much better process when it comes to
[08:28:09] getting people like me results, right?
[08:28:13] >> Excuse me. Okay, I do have a couple
[08:28:14] questions. So, in terms of like
[08:28:16] >> and then that's what you want to ask
[08:28:17] there at the end of the pitch is you
[08:28:18] want to ask just in terms of the
[08:28:19] process, how do you feel? Every single
[08:28:21] time you want to ask that because what
[08:28:23] we're doing here now is we're doing a
[08:28:26] temp check, right? So, that's really
[08:28:28] what we're doing is we're seeing how
[08:28:31] they feel, right? Just just curious in
[08:28:33] terms of the process, how do you feel?
[08:28:35] And we're tying it to the process that I
[08:28:37] just outlined. Because if they say they
[08:28:40] don't feel good, then they're not sold.
[08:28:43] And if they're not sold, what good is he
[08:28:45] gonna do me to go and try and tell them
[08:28:46] what the price is? They're going to say
[08:28:48] no, right? They're not going to say yes.
[08:28:51] So, I still have some work to do. If
[08:28:53] not, and then maybe they have some
[08:28:54] questions like he does to make sure he
[08:28:56] actually gets what we're selling. He
[08:28:58] understands it.
[08:28:59] >> Like the leads that we do have, uh, you
[08:29:00] know, a lot of these go back years and
[08:29:02] years and years. you know, uh I don't
[08:29:03] know if there's a point in time where
[08:29:05] this thing goes stale, uh you know, uh
[08:29:06] anything like that. And then also, you
[08:29:08] know, what with with the kind of the for
[08:29:12] lack of demion or get getting stuff out
[08:29:14] in front of like peak leads or or you
[08:29:16] know, our people referrals, what what's
[08:29:17] the turnaround like on that? What what
[08:29:19] kind of uh what what kind of turnaround
[08:29:20] do you see with that generally?
[08:29:22] >> So, what are you asking timeline does it
[08:29:24] say to via economic people?
[08:29:25] >> Yeah, essentially from like when your
[08:29:27] stuff goes out like when when when do
[08:29:29] you start seeing conversations start to
[08:29:30] come into both and that So to be this is
[08:29:33] what we tend to see. We tend to see
[08:29:34] about 2% show on the 3,000. So if you
[08:29:36] have 2,000 in the database, which it
[08:29:38] sound like you had more because you just
[08:29:39] 10 10 year, but let's just say it's a
[08:29:41] 2,000 person database. We probably
[08:29:42] between 20 40 show without you guys
[08:29:44] having these are people coming in for a
[08:29:47] transformation, right? So that's
[08:29:49] typically what we see for context. We
[08:29:50] we've worked with
[08:29:53] a pretty dense market. You said you're
[08:29:54] close to pretty dense market. They have
[08:29:56] 40 in our database. Same situation with
[08:29:57] what you guys really hadn't done
[08:29:58] anything with it, but make challenges
[08:30:00] and we did it. They only hit over 2500
[08:30:01] got 28 shows they clin 2 they collect
[08:30:03] $7600 uppart
[08:30:04] >> y
[08:30:05] >> okay I know we're running out of now
[08:30:06] right because you just take that capital
[08:30:08] and then run it
[08:30:09] >> that's yeah yeah that that makes sense
[08:30:11] >> yes it's very very quick so even if the
[08:30:12] list is old that doesn't really matter
[08:30:14] the thing that matters is like have you
[08:30:15] been barting the bunk of [ __ ]
[08:30:17] >> right which you have not
[08:30:18] >> which is you
[08:30:20] >> right so it's kind of like you got this
[08:30:21] opportunity where we got proven process
[08:30:22] if you guys really just more focus on
[08:30:24] sales we can get people for spending any
[08:30:26] money on it
[08:30:27] >> yeah right in addition with that issue
[08:30:29] reviews issue referrals And the other
[08:30:30] piece about review because it's really
[08:30:31] important if it's on dub if I were to
[08:30:34] pull a local broom or to show how you
[08:30:36] rank or retrain near me coach near me
[08:30:38] weight loss near me it's probably good
[08:30:39] because you're not getting reviews
[08:30:40] frequently of good quality. So that's
[08:30:42] one of the happiest way variables with
[08:30:44] SEO and ranking on Google. So your
[08:30:45] discoverability organically is called
[08:30:48] ran it was a better lease someone that's
[08:30:50] for you or something that you you drew a
[08:30:52] old Facebook ad where you're just
[08:30:53] rubbing you know something
[08:30:56] right
[08:30:58] up. built.
[08:30:59] >> So that's that's really what we focus
[08:31:00] on. There's a lot of opportunity to wid
[08:31:02] you just haven't really tapped into it.
[08:31:03] Um you know and if you were trying to
[08:31:04] tap into it on your own with your
[08:31:06] followup, you know, without that
[08:31:07] process, it probably won't go as well.
[08:31:09] >> Well, I just don't see consistency with
[08:31:10] it or it be there. I think it's
[08:31:11] something you might like knock on the
[08:31:12] door for a little while. It'll fall off
[08:31:14] because we didn't get the media turnar
[08:31:15] know we're doing.
[08:31:17] >> Yeah. Yeah. And that's what we want to
[08:31:17] do with make sure that you set up for
[08:31:19] success with the foundation on the back
[08:31:21] of it also on the front because also get
[08:31:22] you guys to do. So like for context,
[08:31:24] Brandon has fulltime fitness. He bought
[08:31:26] failing anytime fitness put our
[08:31:28] marketing into it. He's very great. He
[08:31:29] gets a lot of LA fitness sales guys that
[08:31:30] pull members up. Boring hammer on the
[08:31:32] crane. So they're very good at selling
[08:31:33] crane but they know about it 80%
[08:31:35] collecting three order down on cold face
[08:31:37] for free shi
[08:31:39] and med income markets that are less
[08:31:41] than 30k a year. So that's that's how
[08:31:43] he's been able to grow is he buys
[08:31:44] bailing gems. We get a dull and they got
[08:31:46] like a 30 to 40 month training program
[08:31:48] within six months.
[08:31:49] >> Yeah. One thing I don't want to do is I
[08:31:50] don't I don't really like that they made
[08:31:52] switch. Okay. That's that's that's not
[08:31:54] an option for us.
[08:31:56] >> The way we do brief.
[08:31:58] Have you ever done that?
[08:31:59] >> Yeah, we that's how we started. Uh
[08:32:01] that's how we started actually. But the
[08:32:03] word in the copy was was not worded that
[08:32:05] way.
[08:32:06] >> It's just pre breathe. They don't say
[08:32:08] anything about bean bay. They say you
[08:32:10] come in but we put the ad in all caps
[08:32:12] right under the bowl like right before
[08:32:13] the poll. All the is where you can click
[08:32:15] see more of the rest of the app comes
[08:32:16] down. It's just beat on m
[08:32:20] >> that's that that's I don't have I don't
[08:32:22] have a problem with that. We we've run
[08:32:23] that but that's more like a it's a it's
[08:32:25] a big old f re e with no you know
[08:32:27] explanation.
[08:32:29] >> Exactly. Exactly.
[08:32:30] >> How we want it like
[08:32:32] >> yeah.
[08:32:33] >> Okay cool. Well this is this process
[08:32:35] that we got ready started process man.
[08:32:38] >> All right so now what I'm doing as I'm
[08:32:42] outlining the next steps and what they
[08:32:44] look like and what would happen if he's
[08:32:46] ready to get started. Because what you
[08:32:48] don't want to do is tell him the price
[08:32:50] and then say, "Okay, next what we'll do
[08:32:52] is this, next what we'll do is this, and
[08:32:53] next what we'll do is that." You want to
[08:32:55] make it be so he's not confused. So the
[08:32:58] individual you're speaking with has
[08:33:00] absolute clarity on what's going to
[08:33:02] happen next. And you obviously don't
[08:33:03] want to fill them in with redundant
[08:33:05] information. Kind of like I was just
[08:33:07] doing there. Honestly, like I I could
[08:33:09] have got that a lot shorter and just
[08:33:11] answered his questions. I didn't really
[08:33:13] need to go that far. But what you want
[08:33:15] to do is let them know, right?
[08:33:18] Once you're clear that they're good to
[08:33:20] go and they feel good about it and you
[08:33:21] think they're sold, uh, what you want to
[08:33:23] do is tell them, "Look, next thing we're
[08:33:25] going to do if you're ready to move
[08:33:27] forward is we'll schedule your
[08:33:28] onboarding call. We'll collect payment
[08:33:31] right now on this call and then we'll
[08:33:32] sign the agreement right now on this
[08:33:33] call as well." Okay, does that make
[08:33:36] sense? And let them tell you, yes, that
[08:33:38] makes sense. So they know, look, if I
[08:33:40] say yes, he's going to charge me right
[08:33:42] now and we're going to sign the
[08:33:44] agreement right now.
[08:33:46] So you don't have to go over that after
[08:33:48] you tell them the price. Okay.
[08:33:50] >> Get the agreement signed. Book the
[08:33:52] onboarding. It takes about two weeks to
[08:33:53] onboard to really lay a foundation to
[08:33:54] get you guys to stop for success. But
[08:33:56] then again from there is running that
[08:33:57] reactivation, getting people come
[08:33:58] through, getting you guys reduce
[08:33:58] referrals, but then getting you guys to
[08:34:00] record your sale calls once we get
[08:34:01] people coming in so we can jump on with
[08:34:02] you and break it down to see how you
[08:34:03] guys are doing and running the
[08:34:04] consultation and provide you that.
[08:34:06] >> Right. So I just threw in a curveball
[08:34:08] right there which was not necessary.
[08:34:11] Like I just said, I'm not taking my own
[08:34:13] advice. Right? You don't need to mention
[08:34:16] that. You need to keep it concise to
[08:34:18] avoid confusing them because I just
[08:34:20] opened up the opportunity for them to
[08:34:22] go, "Wait, what do you mean? What what
[08:34:23] are we going to do? How's that going to
[08:34:24] work? Tell me about that." Which is not
[08:34:26] what you want to do, right? You you
[08:34:28] don't want that to happen. I should have
[08:34:30] just kept it to Next thing we're going
[08:34:32] to do if you're ready to move forward is
[08:34:34] process payment, sign the agreement, and
[08:34:36] then schedule an onboarding call where
[08:34:37] we'll get you connected, get you set up
[08:34:39] for success, and then go from there.
[08:34:42] Does that make sense? Yes. Okay, great.
[08:34:45] So they invest, right? Then I go into
[08:34:47] that. Okay.
[08:34:48] >> Okay. So what we do have the first odd
[08:34:49] is we vote two calls we so so eight all
[08:34:51] together. Pull from the person we sl but
[08:34:53] really see if you guys are implementing
[08:34:54] the process. I know it sounds like you
[08:34:55] guys are great at telling but uh we can
[08:34:57] make it better.
[08:34:58] >> Yeah. There's always little nuggets that
[08:35:00] we can le.
[08:35:03] >> Okay cool. This is how works. It's a bub
[08:35:05] program but the first month what we do
[08:35:07] is we give you the bulb rate and and
[08:35:08] after the first 30 days you don't want
[08:35:09] to continue. You don't have to say this.
[08:35:12] >> Okay. So the investment process start
[08:35:14] running this program for you is $1,500.
[08:35:15] >> Good.
[08:35:18] And that's that's just that's monthly.
[08:35:21] >> Okay. And then later on uh down the road
[08:35:24] when you'll start running is does that
[08:35:26] change outside of ads?
[08:35:27] >> No. So the way it works with that we do
[08:35:29] per oh per
[08:35:31] >> okay.
[08:35:31] >> So it's a per show. So they use that
[08:35:35] show.
[08:35:36] >> Okay. So but but the per show is on top
[08:35:37] of 1500
[08:35:39] >> 1500 plus per shell. Okay.
[08:35:47] Oh yeah, sure. So do like if you're
[08:35:48] going to do it, we don't have to create
[08:35:50] a get all of our leads and get over to
[08:35:52] you probably via Google sheet or
[08:35:54] something like that.
[08:35:55] >> Yeah. So what we were doing on boarding
[08:35:56] is my tech isn't sharing walk you
[08:35:58] through everything we do so we
[08:35:59] >> Okay, cool.
[08:36:01] >> Right. And she was just asking about
[08:36:02] he's thinking, "Oh, this could be a
[08:36:04] problem. We're going to have to get them
[08:36:05] our leads." And I just squashed it right
[08:36:06] away and let them know, "Nope, we're
[08:36:08] going to jump on and show you exactly
[08:36:09] what to do button by button." So you
[08:36:11] don't even have to think, right? We'll
[08:36:12] tell you exactly what to do.
[08:36:14] >> Oh,
[08:36:17] it' be easy. But plus the ones in our
[08:36:18] Google doc, past ones, couples,
[08:36:20] thousands, plus her show. Okay,
[08:36:23] >> sweet. And uh typically when you when
[08:36:26] you uh see kind of the switch over to
[08:36:28] dropping into the paid traffic is that,
[08:36:29] you know, after the 30 days, 60 days,
[08:36:31] just after the the heat wears off.
[08:36:33] >> Yeah. Yeah. So I mean it really depends,
[08:36:34] you know, confusionality kind of year.
[08:36:35] That definitely plays a factor in it.
[08:36:36] But what I would say is we want to do
[08:36:38] get the best result based off the
[08:36:40] results you're getting, right? So if
[08:36:41] someone's not converting, if someone's
[08:36:42] not performing, we don't have that
[08:36:43] capital, we need to keep running
[08:36:44] reactivation, we need to keep adding
[08:36:45] referrals because a lot of people don't
[08:36:46] have a good procedure
[08:36:48] you got from either. But given the fact
[08:36:50] that the new year's around the corner
[08:36:52] and we probably create a lot of capital,
[08:36:53] but then couple that would ask. I'd
[08:36:55] probably say get get some things going.
[08:36:57] Did you guys set up with my team and
[08:36:58] then work for a role play right away?
[08:36:59] Let's see if you guys are legit. You
[08:37:00] know what I mean? They're like, "Yeah,
[08:37:01] these guys sound it. Let's rip a
[08:37:03] reactivation really quick. Let's collect
[08:37:04] a lot of capital, take that money where
[08:37:05] you guys can make some profit and we
[08:37:06] take a rest, put it in ads, rip it for
[08:37:08] the new year, and really collect a lot
[08:37:09] of money and let it sell. Let's see what
[08:37:11] we want to do." Because from there, we
[08:37:12] might not need to run a lot of ads. You
[08:37:13] know, I might have signed up a lot of
[08:37:15] customer now. We can really focus on the
[08:37:16] foundation, getting referrals, getting
[08:37:18] more reviews, and really just enhancing
[08:37:19] the the average flying dodge.
[08:37:21] >> Yeah.
[08:37:21] >> Yep.
[08:37:23] >> But skip it back to the new year around
[08:37:24] the corner, you can really get a solid
[08:37:25] cop for sale just because it's a new
[08:37:27] year.
[08:37:27] >> Yep. Okay. Okay. Um, so you said D about
[08:37:30] this or just just so I'm clearing the
[08:37:32] path here. Uh, pay it schedule.
[08:37:37] >> Yeah, exactly. So if you guys ready to
[08:37:38] get started, we jump on Zoom, cross
[08:37:40] payment, sign the agreement, make sure
[08:37:41] there's no confusion there, your code
[08:37:42] before you're signing up on me, we
[08:37:44] booked the online vault, okay, get weed
[08:37:46] the outline and next debt that you guys
[08:37:47] set up on it.
[08:37:48] >> Okay. Um, let me ask you this. Just
[08:37:50] because like I said, we we paid this
[08:37:52] other company and we paid just just to
[08:37:53] Shane over that. Uh,
[08:37:56] I'd rather I'd rather I like I like that
[08:37:58] route a little bit better. Uh, well, a
[08:38:00] lot better to be honest with you. If I
[08:38:02] can't because I'm fairly certain it was
[08:38:04] kind of a no money back deal with them.
[08:38:05] If I can't get that money back, do you
[08:38:07] see potential
[08:38:09] for me to run that 3WE campaign with
[08:38:11] them so I can still get my money's worth
[08:38:13] out of that while simultaneously setting
[08:38:14] it up with you guys or would you think
[08:38:15] that would get these the [ __ ] out of our
[08:38:16] game?
[08:38:17] >> I mean, if you just focus on
[08:38:19] reactivationist, it's not going to be an
[08:38:20] issue because they're running past.
[08:38:22] We're not running ads. But if we're
[08:38:24] wondering what reactivation then run as
[08:38:26] for the new year and they're running as
[08:38:27] for the new year that's not ideal.
[08:38:29] >> Yeah.
[08:38:29] >> You know what's the name of the company?
[08:38:33] >> Uh
[08:38:37] no hash
[08:38:45] >> Oh, are they going to come?
[08:38:47] >> No, no, no, no, no. We're they're
[08:38:48] they're not doing that. We we've used
[08:38:50] them in the past and they did that. Uh
[08:38:52] Denver because our conversions are so
[08:38:53] good on the back end. I reached out with
[08:38:55] this deal where hey, you know, we'll
[08:38:56] we'll do kind of that pub and dump thing
[08:38:57] again that you guys can sell. They'll
[08:38:58] just go ahead.
[08:38:59] >> I wouldn't do it. They will. Yeah. Yeah.
[08:39:01] I know. Yeah. They will [ __ ] off your
[08:39:03] market. Okay. Okay. I'm glad you said
[08:39:05] that. I would not recommend. All they're
[08:39:07] going to do, man, is they're going to
[08:39:08] like write it's a bumpy dub and they
[08:39:10] will [ __ ] off your not good. We want to
[08:39:12] treat the market kind of like a
[08:39:12] chandelier and be very very gentle with
[08:39:14] it. Not [ __ ] throw it on the ground
[08:39:15] and let it shatter, you know? We want to
[08:39:17] see we want to see how much we can give
[08:39:18] this little kid as bustle. Like that's
[08:39:19] the whole idea. Well, they're just cry
[08:39:22] absolutely cry your market with with the
[08:39:24] off.
[08:39:24] >> Yeah. Yeah. Okay. That's I'm glad to
[08:39:27] know that. Um Well, I did.
[08:39:29] >> So, I'm familiar with the company that
[08:39:32] he would he's planning to work with and
[08:39:34] so I'm just letting him know of some of
[08:39:36] the issues most people have.
[08:39:38] >> What I need to do is I need to I need to
[08:39:40] see that that bat uh on top of the
[08:39:42] teams. Like I said, we dropped we
[08:39:43] dropped coin there already and we're not
[08:39:45] exactly trash heavy at the moment.
[08:39:46] >> Yeah.
[08:39:48] What do you suggest? Like what? Let me
[08:39:50] ask you this. This isn't a pressure
[08:39:52] opinion. I'm just specified your opinion
[08:39:53] on it. Oh, I like to give all the
[08:39:55] information.
[08:39:56] >> Oh, if we decided not to go with them
[08:39:59] and uh couldn't get our money back, but
[08:40:01] we decided to go with you and I just
[08:40:02] kind of considered that poss. Do you
[08:40:03] think we could get that that you know,
[08:40:05] 1700 back?
[08:40:06] >> Yeah, I have no issue with that. What we
[08:40:07] could do is I own a company, so I would
[08:40:10] be fine with doing it where we were just
[08:40:12] creating you $1,700 in AS. So once we
[08:40:14] got to the point of running ass, you
[08:40:15] know, for the shows, we go up to 1,700,
[08:40:17] not charge you, and then from there, we
[08:40:19] would I don't have any that.
[08:40:20] >> I appreciate that. Okay, that's cool.
[08:40:23] >> Yeah, I do have another follow I got to
[08:40:24] jump on, but why don't we do this? Why
[08:40:25] don't we build a follow for tomorrow?
[08:40:26] That way you guys can really make sure
[08:40:28] you got a solid plan here to capitalize
[08:40:29] on, you know, obviously the mom in the
[08:40:31] new year, but the outline next step if
[08:40:33] it makes sense.
[08:40:33] >> Okay, that sounds good.
[08:40:35] >> And you're tomorrow. You're on the same
[08:40:36] time, right? You're mountain.
[08:40:37] >> Yeah.
[08:40:38] >> So I had another call coming up, so I
[08:40:40] had to jump. But even if I didn't, more
[08:40:43] than likely this would have gone to a
[08:40:45] follow-up. Uh but what I would have
[08:40:47] wanted to do is tie him down on the
[08:40:49] process and try and close him right then
[08:40:51] and there. And what I mean by time on
[08:40:53] the process is I would have just said
[08:40:54] like look that agency aside, money aside
[08:40:57] as well, just in terms of the process,
[08:40:59] is this what you feel like you need to
[08:41:01] do right now? If he was like, yeah, I
[08:41:03] think it is. I would have been like,
[08:41:04] okay, so you're 100% sure this is
[08:41:06] exactly what you need to do right now to
[08:41:07] make sure you meet your goals. do a
[08:41:09] double tie down on it. And if he's like,
[08:41:11] "Yeah, I'm going to do like, "All right,
[08:41:12] what are we waiting for you? Let's get
[08:41:13] started." Right. Uh, but obviously I had
[08:41:16] another call coming out, so it takes me
[08:41:18] maybe like 10 minutes to sign someone
[08:41:20] up. I knew I wasn't going to be able to
[08:41:21] sign him up, so I had to go to fall.
[08:41:23] >> Okay. Do you do tomorrow again?
[08:41:25] >> [ __ ] rare.
[08:41:26] >> Yep. Never shot anybody uses this. Yeah.
[08:41:28] G.
[08:41:29] >> Okay.
[08:41:36] All right. And then you want me to send
[08:41:38] email,
[08:41:38] >> please.
[08:41:44] >> All right. And then what is your cell
[08:41:45] number? I'll shoot you back.
[08:41:46] >> Okay.
[08:41:50] >> If you do it with you, Wolf M and good.
[08:41:54] All right. Later.
[08:41:54] >> Yeah.
[08:41:56] >> Do it.
[08:41:57] >> I'm good. How are you? I'm good. Good.
[08:41:58] Recovery from allergy [ __ ] But I'm a
[08:42:01] gut, so that's nice.
[08:42:02] >> Yeah. Is it brown?
[08:42:06] You're from me for some reason. Got it.
[08:42:08] Yeah. I I do think I get horrible
[08:42:10] allergies. I do a donut and I thought
[08:42:11] they weren't going to be bad, but I've
[08:42:12] had some flares too. So
[08:42:14] >> yeah, I'm like this year like once a
[08:42:15] year it'll just beat the trash out of me
[08:42:18] the rest of the year. So I just get
[08:42:19] through it.
[08:42:20] >> Yeah. Yeah. We'll be doing man. Well,
[08:42:22] the last time we spoke going back and
[08:42:23] forth, it was like I think you were
[08:42:25] going to talk and see if it made sense
[08:42:26] to be the thing rampant. You know,
[08:42:26] obvious new year,
[08:42:28] >> right? Yeah. So there was a couple
[08:42:30] questions.
[08:42:30] >> So just bringing it back up like where
[08:42:32] we at now. I have. So again, who's art
[08:42:35] suggested? Dis, you know, in terms of
[08:42:37] onboarding and things like that, how
[08:42:38] long does that generally take?
[08:42:40] >> So it usually takes about three or four
[08:42:41] weeks. If you guys are if you guys are
[08:42:44] working too much with that,
[08:42:45] >> and really what you want to do with a
[08:42:46] follow-up call is just really recap and
[08:42:49] retie them down on everything they said
[08:42:52] prior on the original call. Right? So in
[08:42:54] this situation, I said, "Hey man, it's
[08:42:56] good to see you." You know, a little
[08:42:57] small talk. Hey, well, you know, last
[08:42:59] week or last yesterday, we talked a
[08:43:01] little bit about your situation and how
[08:43:03] you don't have a great process to get
[08:43:04] leads. You don't have a great process to
[08:43:05] get them to show up. You're great at
[08:43:07] closing and you know, you just need to
[08:43:08] fix that problem to get more people
[08:43:10] coming in. And at the same time, you
[08:43:12] also know you're no expert at marketing
[08:43:13] and lead nurturing and you rather have a
[08:43:15] team do it leveraging AI, right? Isn't
[08:43:18] that correct? And just tie him down on
[08:43:20] that, right? And then from there, I'd
[08:43:22] almost just repitch him. But I just kind
[08:43:24] of open it up with like, you know, where
[08:43:26] are you guys at? because they did have
[08:43:27] some logistical things to figure out and
[08:43:29] so I'm just trying to see you know where
[08:43:31] are we at there
[08:43:32] >> if you guys have sickly playing the best
[08:43:33] you guys had time to hop on with us a
[08:43:35] lot you know you want to get this thing
[08:43:36] going we could get it going sooner than
[08:43:37] later so I'd probably say budas I
[08:43:39] wouldn't recommend getting go with this
[08:43:40] beat where you really wanted to try to
[08:43:42] but I wouldn't have but we could get it
[08:43:44] going next week but that we're launching
[08:43:45] stuff on Monday
[08:43:46] >> right all right that's good and then um
[08:43:48] what was the other one uh the offer is
[08:43:51] basically a six week uh type deal with
[08:43:53] like potential because your your your
[08:43:54] funds back beh okay good with all that
[08:43:56] like all So we say from
[08:43:58] >> Yeah. Okay. Good. Okay. No problems
[08:44:00] there. Uh uh let's see. Uh anything kind
[08:44:03] of pertinent to in terms of what you
[08:44:05] know you might need for us. Like I said
[08:44:06] like if we wanted to get it going
[08:44:07] quickly we're looking at you know put
[08:44:08] some potential sign in on the Friday.
[08:44:09] What does that look like? So I didn't
[08:44:10] have an idea.
[08:44:11] >> Yeah. So as far as onboarding yes
[08:44:13] onboarding first thing we do on boarding
[08:44:15] fall which is about 60 to 90 minutes old
[08:44:17] is do a detail things make sure we're on
[08:44:18] the same what you guys are doing right
[08:44:19] now. But then also a big on that sale
[08:44:20] process to work with you guys on that
[08:44:21] and then what we have we have a call
[08:44:22] every single day of the week which is to
[08:44:24] refine that sales process. Okay. Okay.
[08:44:25] So, what we were doing on board was a
[08:44:26] longfall where we would kick into these
[08:44:27] calls prior to that one call and then
[08:44:29] jump onto the launch to do a rule plan.
[08:44:30] This gave you guys a ready to w
[08:44:32] reactivation to be full. Give them money
[08:44:33] back.
[08:44:33] >> Okay. With the reactivations, is that
[08:44:35] all SMS and uh email is any uh you
[08:44:38] dialing? What was that about?
[08:44:39] >> It's all this week. Do you not find that
[08:44:42] people are kind of getting inundated
[08:44:42] with that [ __ ] via Black Friday or
[08:44:44] Christmas [ __ ] and kind of a thin to the
[08:44:45] backer?
[08:44:45] >> Uh you never really list
[08:44:48] your old list and what you guys do with
[08:44:50] this list.
[08:44:50] >> So, I didn't work. Yeah. Have you guys
[08:44:51] kind of done anything? Yo, you guys do
[08:44:53] you guys run a good business where
[08:44:54] people generally love going to the gym,
[08:44:55] you know, and like you guys because of
[08:44:56] duty, you end up reaching up to them.
[08:44:58] No, people get sick of businesses,
[08:44:59] specific businesses reaching up to them,
[08:45:01] right? You know what I mean? But if you
[08:45:02] guys hadn't done anything, there's a
[08:45:03] chance that it should pull really far.
[08:45:06] >> All right, that's a good me that set up
[08:45:07] really all I had. You know, we were just
[08:45:08] we were talking about it this morning
[08:45:10] just while I was talking with him, I got
[08:45:11] like three texts from other my [ __ ] are
[08:45:14] you going to be that cuz I already just
[08:45:16] beat up. Oh, okay. That's good to know.
[08:45:18] >> Yeah. The other thing I would say is as
[08:45:19] far as running advertising because you
[08:45:20] got your story and ads going in January,
[08:45:22] one support big where it comes true how
[08:45:23] this ad be successful is having a solid
[08:45:24] Google. All right. So when people look
[08:45:26] up train near you, way boss near me, you
[08:45:27] rank in the top you're at top and you
[08:45:29] get a lot of big reviews. So that will
[08:45:30] play a role in how the ad they remember
[08:45:31] you do. Yeah. We'll be able to view your
[08:45:33] guy reviews and refer.
[08:45:35] >> All right. Because I'm trying to work
[08:45:36] this situation because he already paid
[08:45:37] the company and I know the company and I
[08:45:40] know they're not going to refund him his
[08:45:41] money. So, I'm having to work this
[08:45:44] situation based off the fact that he
[08:45:45] doesn't have money and he already
[08:45:47] invested into basically the same service
[08:45:50] to start working with them, right?
[08:45:54] So, I'm just telling you, look, they're
[08:45:55] going to start running ads for you. We
[08:45:56] don't need to start with that. But what
[08:45:57] we can do is get your Google My Business
[08:46:00] page, your digital storefront, so to
[08:46:02] say, looking a lot better than it does
[08:46:04] right now. Because right now, you
[08:46:05] haven't gotten any reviews in the past
[08:46:06] year. So, if you're running ads with no
[08:46:08] reviews, people are going to certainly
[08:46:10] look you up and see what people are
[08:46:11] saying. And if they're not saying
[08:46:12] anything, it's not a good look in terms
[08:46:14] of how that is going to impact your
[08:46:16] marketing and how that's going to impact
[08:46:17] the growth of your business, right? So,
[08:46:18] we need to get that fixed right now
[08:46:20] before they even start running ads.
[08:46:22] Therefore, you need to start working
[08:46:23] with me right now.
[08:46:25] >> But that's one that that will make that
[08:46:26] will make the effectiveness of your ads
[08:46:27] that much more just because people will
[08:46:28] search you. When is your ads? And you
[08:46:30] know, it's a green flag to do that. A
[08:46:31] lot of review,
[08:46:33] >> right? See if we kind of go into this
[08:46:35] here on the sales pitch, the formula for
[08:46:38] how to pitch the pillars. That is like
[08:46:39] the consequence, right? Right. Like
[08:46:41] right now, you know, you said you don't
[08:46:43] currently have a process to get reviews
[08:46:44] and that's affecting your business
[08:46:45] because, you know, you're ultimately
[08:46:47] it's not representing how you actually
[08:46:48] do your business and you know, a lot of
[08:46:49] people look that up. So, what we do is
[08:46:51] we plug in our AI reviews process along
[08:46:54] with referrals to get you reviews and
[08:46:55] referrals consistently so that you can
[08:46:57] start getting more leads and more people
[08:46:59] saying positive things. But the reason
[08:47:01] why this is so important is because if
[08:47:02] you don't have this, the money you
[08:47:04] invest into your marketing is only going
[08:47:05] to yield a fraction of what it could if
[08:47:07] you had a solid process in place to get
[08:47:09] you reviews consistently because it's
[08:47:11] going to make your digital storefront
[08:47:12] look much better and it's going to make
[08:47:14] your visibility on search much higher,
[08:47:17] right?
[08:47:20] You don't have a lot of reviews are not
[08:47:21] high quality and they have a school down
[08:47:22] to find. That's did not go. Good.
[08:47:25] >> Yeah. Yeah. That's good enough for me. I
[08:47:27] see that's not hard to slow build,
[08:47:29] right? uh etc. It's time to debate. It
[08:47:30] takes a little bit to get into that
[08:47:31] upper tier that other three
[08:47:32] >> with the reviews. If Google reviews can
[08:47:34] it can change things a lot because if
[08:47:36] you guys are getting them right now and
[08:47:37] then you go from adding like let's say
[08:47:38] 90 reviews and you know two three months
[08:47:41] that has a significant impact,
[08:47:42] >> right? Okay.
[08:47:42] >> So yeah, there's not other business
[08:47:44] around here are not being on a good
[08:47:46] quality beer. You know what I mean? So
[08:47:48] it has a significant impact.
[08:47:49] >> All right. It's not like traditional SEO
[08:47:51] where you're back linking to the website
[08:47:52] which is kind of what say Columbus is a
[08:47:53] little bit different.
[08:47:54] >> Okay. No, sounds good. Uh what is the
[08:47:57] process going forward? So what we can do
[08:47:59] is prop the van get the completed on
[08:48:01] you.
[08:48:01] >> Okay. Uh did you just send over uh an
[08:48:03] agreement?
[08:48:04] >> Yes. So this is how it work. If you're
[08:48:05] ready I can see you the agreement right
[08:48:06] now. Once we get the line we can review
[08:48:08] it together to make sure you don't have
[08:48:08] any questions with it. You're good with
[08:48:09] it. We can completed it. Then we process
[08:48:11] the payment and then we put on with
[08:48:12] >> Okay. So subtle right there but very
[08:48:15] important. The reason why I've said this
[08:48:17] like multiple times now you from the
[08:48:19] original call to this call. I just said
[08:48:20] it twice on this call. Right. We're
[08:48:22] going to sign the agreement. We're going
[08:48:23] to pay the invoice and we're going to
[08:48:24] book the call. Because after I told him
[08:48:26] that, he then said, "Okay, so you're
[08:48:27] just going to send me the agreement." As
[08:48:29] if to say like, "Oh, you're just going
[08:48:31] to send me the agreement and then I'm
[08:48:32] going to look at it on my own and maybe
[08:48:34] I'll sign it, maybe I won't." And I'm
[08:48:35] like, "No, I'm going to send you the
[08:48:37] agreement right now and we're going to
[08:48:38] review it together and sign off on it if
[08:48:40] everything looks good and then we're
[08:48:41] going to process payment, right? Because
[08:48:43] I'm not going to give him the
[08:48:44] opportunity to
[08:48:47] dick around and waste my time reading it
[08:48:50] on his own to then potentially come and
[08:48:52] ask me questions about it and then
[08:48:54] ultimately say no." Right? Okay, we're
[08:48:55] we're doing this right now. This is
[08:48:56] already follow-up call. This is how you
[08:48:58] close deals at a very high level.
[08:48:59] >> Okay. Uh I can see Let me see. Make sure
[08:49:01] my fire card is here. Usually, hold on.
[08:49:05] >> All right. So, now he knows I mean
[08:49:06] business like we're we're paying right
[08:49:07] now.
[08:49:29] Yeah, I'm never gonna It's a It's just a
[08:49:31] different one.
[08:49:32] Okay. So, we just had that muted out
[08:49:34] because obviously I was collecting his
[08:49:36] payment information.
[08:49:52] >> Maybe you send the invoice.
[08:49:54] >> I'm going to call it right now. I'd like
[08:49:55] to be care.
[08:49:57] >> So, maybe he had some issues with
[08:49:59] actually making the payment. He might be
[08:50:00] calling his uh his card company.
[08:50:03] >> He is king. What do you send?
[08:50:07] Oh no, I I did. I think he's just out of
[08:50:09] allergy. Al
[08:50:11] just open it up.
[08:50:12] >> Okay.
[08:50:12] >> So, one thing you notice at the bottom
[08:50:13] where it goes over payment is the only
[08:50:14] additional fee outside.
[08:50:15] >> All right. So, right now he's going
[08:50:17] through the agreement with me so that we
[08:50:19] can make sure he's good to go on that
[08:50:20] >> fe. So, it cost a quarter of a ping to
[08:50:23] send a receipt of text. We gives you a
[08:50:24] So, we send a,000 back. It will cost $5
[08:50:26] just
[08:50:27] >> Yep. Good deal. That's That's the first
[08:50:30] page here.
[08:50:31] >> Nope.
[08:50:33] >> Oh, okay. No, that's that that's the
[08:50:36] what's the
[08:50:37] >> we
[08:50:38] >> Okay,
[08:50:39] >> okay. Do you guys have a high level
[08:50:41] account? We do. Okay, cool. Well, if you
[08:50:43] guys have a high level account, this
[08:50:44] should be really easy for you guys to
[08:50:45] read. Yeah, as an admin and sub account.
[08:50:47] >> Solid.
[08:50:51] Okay,
[08:50:54] should get in there.
[08:50:56] >> Okay. And then the next thing we can do
[08:50:58] is put the oning lull of my team's
[08:51:01] owner.
[08:51:01] >> Right? So at that point, he just signed
[08:51:03] the agreement. I've already collected
[08:51:04] the payment and now we're booking the
[08:51:05] Alen Morty call. Right? So that is the
[08:51:08] call and that's really what you want to
[08:51:09] do. Right? Obviously this was a two
[08:51:11] called close, but you need to make sure
[08:51:15] you process payment, get the agreement
[08:51:17] done, and schedule the necessary steps
[08:51:19] on the call. You don't want to send
[08:51:20] someone the agreement. You don't want to
[08:51:22] send someone the invoice. You don't want
[08:51:23] to do that unless they absolutely demand
[08:51:25] that you do it. And you even want to
[08:51:27] give them push back if that's what they
[08:51:28] demand and just let them know. Look, our
[08:51:30] process is that we collect payment, we
[08:51:32] do agreement right now, and then we
[08:51:33] schedule on board a call to make sure
[08:51:34] that we're on the same page and that
[08:51:36] there's no confusion around how this is
[08:51:38] going to work. And that's pretty hard to
[08:51:40] argue with, right? You might have a
[08:51:42] jackass, which I've had a couple of
[08:51:44] those. Some people are just extremely
[08:51:47] difficult, right? But most people are
[08:51:49] really cool like this guy, right? Like
[08:51:51] this guy is a very easygoing guy. He
[08:51:54] just wants to do better. or he just
[08:51:55] wants to grow his business more
[08:51:58] effectively than he is right now and he
[08:51:59] knows we can help and he's very easy to
[08:52:01] talk to, right? That's how most people
[08:52:03] are. Obviously, some people are a little
[08:52:04] bit more difficult, but uh he did put up
[08:52:07] a little bit of resistance with it,
[08:52:08] right? He was like, "Oh, you can just
[08:52:09] send me the agreement." I was like,
[08:52:11] "Well, if we're going to get started,
[08:52:12] what we're going to do next is we're
[08:52:13] going to process payment. We're going to
[08:52:15] review the agreement together, and then
[08:52:17] we're going to sign off on it if
[08:52:18] everything looks good, and then we're
[08:52:20] going to schedule the onboarding call."
[08:52:21] Okay. Oh, okay. guy. Oh, I don't even
[08:52:24] know if I have my card. Right. And he
[08:52:25] went to go get his card because he's
[08:52:26] like, "Okay, uh we're we're doing this
[08:52:29] right now." Right? That's he's just told
[08:52:31] me we're doing this right now. I'm going
[08:52:32] to follow his lead. We're doing it right
[08:52:33] now. Right? So, this is a really good
[08:52:36] call just to show you really how to deal
[08:52:38] with the situation, right? When somebody
[08:52:40] is already signed up with another
[08:52:42] agency. Nine times out of 10, uh if I
[08:52:44] didn't have my process back in the day,
[08:52:47] I would have never been able to make
[08:52:48] this work. I would have never closed
[08:52:49] this deal more than likely because I
[08:52:50] would have never asked him right before
[08:52:52] I transitioned into the pitch, is there
[08:52:53] anything else you feel like you haven't
[08:52:55] mentioned that would help me understand
[08:52:56] your situation better than I do now? And
[08:52:58] he mentioned it, right, which was huge,
[08:53:00] huge information for me to be able to
[08:53:02] close this call. H, but this is ended up
[08:53:05] being a great client that we made
[08:53:07] thousands of dollars from and we've
[08:53:09] helped him out a lot. So, hope this one
[08:53:11] helped and I will see you all in the
[08:53:13] next one.
[08:53:18] This is going to be a fun one. This is
[08:53:21] one of the calls that I actually
[08:53:23] reviewed the setter appointment and it
[08:53:25] was the the call that the guy was a
[08:53:27] little bit difficult, you know? He was
[08:53:29] kind of we'll just say difficult, right?
[08:53:32] I wanted I wanted to say a tough cookie,
[08:53:33] but that kind of sounds uh cute, but
[08:53:36] because he was not a tough he wasn't
[08:53:37] cute at all. He was pretty blunt and
[08:53:39] straight to the point, but he was
[08:53:40] difficult, right? And so this is going
[08:53:43] to be a really good call because he's
[08:53:45] he's not any different than he was on
[08:53:48] the call where he got set. If anything,
[08:53:50] he was even more difficult. Okay, but
[08:53:52] it's a fun call. It's really cool to
[08:53:54] kind of see how I was able to figure
[08:53:56] this out and navigate it. Uh because he
[08:53:58] was a difficult prospect to close. Okay,
[08:54:00] so what we're going to do is jump right
[08:54:02] into it and we will go. So make sure
[08:54:04] that you stay tuned for this one. Make
[08:54:06] sure that you take notes on this one
[08:54:08] because again, if you can close people
[08:54:10] like this, you'll be able to close most
[08:54:12] everywhere. Okay.
[08:54:14] >> Hey, Jacob.
[08:54:17] How are you, sir?
[08:54:20] >> I'm good. How are you?
[08:54:22] >> Good. Apologize. I'm laying in, you
[08:54:26] know, gym gym owner life. I had to the
[08:54:29] client thing. Anyway, I feel bad. I
[08:54:31] respect your time. And I pulled this
[08:54:33] door shut and I turned on. Okay,
[08:54:38] >> we can jump into things. Where where you
[08:54:40] located at?
[08:54:41] >> I mean,
[08:54:43] >> what part?
[08:54:44] >> Uh, little town called outside an hour
[08:54:48] outside.
[08:54:51] >> Okay. Are you from there?
[08:54:53] >> No, not
[08:54:54] straight. One state away.
[08:54:56] >> Okay.
[08:54:59] do not. Let's state that in
[08:55:07] familiar.
[08:55:08] >> I'm right there with you. I'm hearing
[08:55:10] all the beeps, too. Obviously, I've got
[08:55:12] to blur out his personal information,
[08:55:14] but that's pretty annoying. So, uh,
[08:55:17] we're both going for it. It's all good.
[08:55:20] My dad
[08:55:24] that area so I know but
[08:55:27] >> yeah I'm from Kentucky but I live in
[08:55:29] Scottsdale so good deal. First thing I'd
[08:55:32] like to jump into is what piqu your
[08:55:34] interest in
[08:55:34] >> okay so obviously at this point right
[08:55:37] here I just did the introduction. So
[08:55:40] this is what I just did with him right
[08:55:42] was the introduction. That's my circle.
[08:55:44] It lasted about a minute 30, 90 seconds.
[08:55:47] And it was just me talking about where
[08:55:50] he's from, where he lives, if he's from
[08:55:52] there. Just very basic stuff. But you
[08:55:54] can tell that my demeanor in this call
[08:55:56] is a little bit different than the other
[08:55:58] ones because I listened to the call
[08:56:00] prior to jumping on. I listened to the
[08:56:02] call prior to me jumping on a sales call
[08:56:04] with him. And I knew that he was going
[08:56:06] to be horror. I knew that he was going
[08:56:09] to be difficult. And so you can tell
[08:56:10] that my demeanor is very to the point,
[08:56:13] not really wasting time and uh really
[08:56:16] not like accepting [ __ ] You can
[08:56:18] kind of see my face is almost almost
[08:56:21] kind of like harsh. And that's just
[08:56:24] because I'm communicating to him
[08:56:27] nonverbbally that I'm not [ __ ] Rena.
[08:56:31] Okay, that's really what I'm doing. I'm
[08:56:33] communicating to him that he's not going
[08:56:36] to talk down to me. he's not going to
[08:56:38] control the conversation and steer it
[08:56:40] that I'm going to be in control. Okay.
[08:56:46] And really kind of led led us here.
[08:56:50] >> Uh you got a good sales team that's
[08:56:53] calling around calling gym owners,
[08:56:54] right? I mean and
[08:56:57] the AI the chat GPT interfacing with
[08:57:00] leads I'm not in love with nor sold on
[08:57:02] for my gym model. I don't know. Um, you
[08:57:06] guys also do lead generation and I also
[08:57:07] learned right before I got off the phone
[08:57:09] with the gentleman that this guy
[08:57:11] literally just tried to say that he
[08:57:13] wasn't interested when he was the one
[08:57:15] that opted into the ad. Obviously, our
[08:57:17] team called him because he submitted his
[08:57:19] information. And then he's also saying
[08:57:21] he's not sold on what the ad said, which
[08:57:24] is the AI plugin. Right? So again, the
[08:57:28] fact that I'm able to I was able to turn
[08:57:31] this guy into a customer, a $1,500 a
[08:57:33] month customer really goes to show if
[08:57:36] you know this process and you can really
[08:57:38] run it effectively to a teen, you can
[08:57:41] become unstoppable and close the most
[08:57:42] difficult people.
[08:57:43] >> Call for me that you're you're with gym
[08:57:46] members now. I got to tell you, I did a
[08:57:47] big grimace when I heard that. Oh [ __ ]
[08:57:49] you guys are gym members now with the
[08:57:51] cliche, give me 30 members in 30 days or
[08:57:53] whatever you guys push. But you do lead
[08:57:56] generation and you do uh paid
[08:57:58] advertising work, correct?
[08:58:00] I own this company
[08:58:01] >> a lot and
[08:58:04] >> but I know you do and I and I apparently
[08:58:07] give you that grimace look because it it
[08:58:09] has become pretty diluted and cliche
[08:58:11] looking and like hey another gym guru
[08:58:13] right it's out there saying hey I can
[08:58:14] give you 30 leads 30 days or whatever
[08:58:16] the marketing pitch is of the month um
[08:58:18] where I'm interested in quality of leads
[08:58:20] right now I mean keeping some volume
[08:58:22] high I have some lead generation systems
[08:58:24] in place and we do well
[08:58:26] >> but I'm always looking hey if there's a
[08:58:27] way to sharpen my sword and keep this
[08:58:29] thing moving Let's Let's do it. Let's
[08:58:30] see what you got.
[08:58:32] >> Yeah. So, for context, my business
[08:58:33] partner is a guy named Andy. He owns 120
[08:58:36] Anytime Fitnesses across America. He
[08:58:38] owns three base camps. And I've got
[08:58:39] another guy on my team that has about 15
[08:58:41] gyms and studios. And another guy owns
[08:58:42] Summers Theory. So, we we run and
[08:58:44] operate gyms and studios. Very familiar
[08:58:46] with the model. And the whole reason why
[08:58:48] I partnered up with my business partner
[08:58:49] because he was a client of mine 14 years
[08:58:50] ago.
[08:58:51] >> Okay.
[08:58:51] >> We were able to get him better results
[08:58:52] than any other company. So, we know a
[08:58:55] thing or two when it comes to marketing
[08:58:56] and consulting. So, first thing I'd like
[08:58:58] to do is get a good understanding of
[08:58:59] your business. What type of gym do you
[08:59:00] own?
[08:59:02] >> Okay. Right. So, see, he came out
[08:59:04] swinging. So, I just came out swinging
[08:59:07] that. Right. And obviously, if you're in
[08:59:09] a situation where you can't really do
[08:59:10] that, the easiest thing for you to do if
[08:59:13] someone's this seems like a gimmick,
[08:59:14] this seems like a scam, very few people
[08:59:16] will say that. As you can see in um
[08:59:18] these sales calls that I do, basically,
[08:59:20] no one says that. This guy is just, and
[08:59:24] not to really knock him, he's a serious
[08:59:26] business owner that cares a lot about
[08:59:28] growing his business. Unfortunately,
[08:59:30] he's been a gym owner for a long time
[08:59:32] and he's worked with a lot of bad
[08:59:34] companies. That's the truth. He's worked
[08:59:36] with a lot of really bad companies that
[08:59:38] did not get him good results. And
[08:59:40] because of that, he's jaded. And you
[08:59:42] can't really knock him for that, right?
[08:59:44] like he's he's tried to give people
[08:59:47] money multiple times and it just hasn't
[08:59:49] ended up working the way he was told it
[08:59:51] would work. So, you can't you can't
[08:59:53] knock him for have having had bad
[08:59:56] experiences with other companies, right?
[08:59:58] I just now have to deal with it, right?
[09:00:00] And so will you. This will happen
[09:00:02] rarely, but it will happen, right? It
[09:00:04] it's inevitable if you take over a 100
[09:00:07] calls that you'll run into probably
[09:00:09] someone like this.
[09:00:11] But again, I was able to match it. But a
[09:00:13] way you can handle this if somebody's
[09:00:14] like, "Look, just tell me what you do. I
[09:00:15] think this is a scam. I've been through
[09:00:17] this all the time. Just tell me what you
[09:00:18] do. I want to know what you do." Easiest
[09:00:20] thing to do is just acknowledge what
[09:00:21] they told you. Um, acknowledge it and
[09:00:24] then follow up with it with a question
[09:00:26] about their business and let them know
[09:00:29] prior to that question that you just
[09:00:31] need to get a good understanding of what
[09:00:33] their current process looks like prior
[09:00:35] to you telling them what you do. Because
[09:00:37] all that is is an attempt at someone to
[09:00:39] take over control of the conversation.
[09:00:40] And if you capitulate, if you bend the
[09:00:42] knee, if you allow them to take over the
[09:00:44] conversation, it's pretty much done.
[09:00:47] Right? If you've ever been in a
[09:00:48] relationship with someone and it ended
[09:00:51] badly and the one of the individuals,
[09:00:54] let's say either you or the other lost
[09:00:56] respect for the other, right? Because
[09:00:58] they bent the knee in a way where you
[09:01:00] just literally lost respect for them,
[09:01:02] right? They allow you to do something
[09:01:04] that was so distasteful and you got away
[09:01:06] with it that you literally lost respect
[09:01:08] for them. Right? At that point, after
[09:01:10] that point, it's hard for you to not
[09:01:14] take advantage of someone or it's hard
[09:01:16] for you to not be uh nice and genuine to
[09:01:19] that person. And when I'm talking about
[09:01:20] relationship, I'm talking specifically
[09:01:22] about romantic relationships, right?
[09:01:24] I've personally had experiences where uh
[09:01:27] you know, I allowed people to take
[09:01:28] advantage of me and disrespect me and at
[09:01:31] that point it was over because now they
[09:01:33] no longer respected me, right? And I've
[09:01:35] also been on the other side of it,
[09:01:37] right? And it's it's very difficult to
[09:01:39] come back from that. So that's why you
[09:01:41] need to really really position yourself
[09:01:44] as someone that won't be [ __ ] with.
[09:01:46] That's kind of how I like to say the
[09:01:48] easiest way to do it, right? If
[09:01:49] someone's coming in saying, "Tell me
[09:01:50] what you do. I'm skeptical. I've had
[09:01:52] awful experiences. I just want to know
[09:01:53] what you do. Tell me what you do. I'm
[09:01:54] not here to answer questions." Totally
[09:01:56] get it. I'm sorry to you've had bad
[09:01:58] experiences in the past. But the way
[09:02:00] that I do things is first I need to
[09:02:01] understand what your business looks
[09:02:03] like, what strategies you're leveraging
[09:02:04] to grow your business, and then I can
[09:02:06] tell you exactly how I could help you
[09:02:09] out because everything we do is tailored
[09:02:11] to the individual based off their
[09:02:12] situation. And if I don't understand
[09:02:14] your situation, I can't tell you exactly
[09:02:17] what to do. That wouldn't be wise of me
[09:02:19] because I'm not in the business of
[09:02:21] giving somebody or selling somebody
[09:02:23] something that they don't need.
[09:02:26] You can't argue with that logic. It's
[09:02:28] very sound logic. All you're telling
[09:02:30] them is first I need to understand your
[09:02:32] situation and then I'll tell you exactly
[09:02:34] what I do because what I do is never the
[09:02:36] same. It's it's dependent based off your
[09:02:39] situation. And before that, based off
[09:02:42] principle, I'm not someone that sells
[09:02:44] somebody something they don't need. If
[09:02:45] you end up telling me what your business
[09:02:47] looks like and the strategies you're
[09:02:48] using and you're doing everything I'd
[09:02:50] recommend doing, I'm going to tell you
[09:02:51] that and I'm going to tell you, great
[09:02:53] work. Best of luck. Cuz I'm not in the
[09:02:55] business of taking somebody's money that
[09:02:57] I can't hold. Okay. And that's how you
[09:02:59] get respect from somebody that doesn't
[09:03:00] respect you. Obviously, I threw
[09:03:02] everything in his face about my business
[09:03:05] partner, my team, me being the owner in
[09:03:07] a very almost arrogant way because I'm
[09:03:11] letting him know, look, brother, you're
[09:03:13] not [ __ ] with me. You know, I'm not
[09:03:15] going to take take your [ __ ] We're here
[09:03:17] to talk. We're here to collaborate and
[09:03:18] we're here to help each other, right?
[09:03:20] I'm here to truly see if I can help your
[09:03:23] business grow. And by the end of it,
[09:03:25] hey, I'm able to convince him that I
[09:03:27] can't help him and we start working
[09:03:29] together.
[09:03:32] >> Okay. How much you come on,
[09:03:34] >> Rose?
[09:03:35] >> Okay. So now again, if we come over
[09:03:38] here, what we've now just moved into,
[09:03:40] right, is diagnosing the problem, right?
[09:03:41] So I just jumped right into it and just
[09:03:44] went straight straight into it, right?
[09:03:46] Like what are you currently doing? I'm
[09:03:47] getting into revenue questions right
[09:03:49] now, right? So that's kind of where
[09:03:51] we're at.
[09:03:54] What are you looking for?
[09:03:56] >> Uh 80 to 100.
[09:03:58] >> Okay. What's your break even?
[09:04:00] >> Um
[09:04:04] 55 right now.
[09:04:06] >> Okay. And what are you doing to market
[09:04:07] the gym?
[09:04:08] >> Facebook ads, Google ads, organic stuff
[09:04:12] up, too. I mean, we're we're 11 years
[09:04:14] in, so we're an established gym in that
[09:04:16] sense.
[09:04:17] >> What's the name of the gym?
[09:04:21] [Music]
[09:04:26] Are you running ads on your own right
[09:04:28] now?
[09:04:28] >> Uh, currently, no. I mean, I get I
[09:04:31] dabble a little bit. I get in there and
[09:04:32] add things and turn them on and off, but
[09:04:34] no, I got I'm paying for advertisement
[09:04:35] right now.
[09:04:36] >> Who are you working with?
[09:04:40] >> And they're running your marketing.
[09:04:42] >> Just Facebook ads.
[09:04:44] >> Okay. Um, how are things going with
[09:04:47] them?
[09:04:49] >> Facebook ads are okay. It's kind of like
[09:04:51] a filler. I mean, it it works better
[09:04:53] than me agreeing to make the time to do
[09:04:55] it myself, right? I prefer to pay
[09:04:56] somebody to do it for me.
[09:04:57] >> Yeah.
[09:04:59] >> I've done some independent consulting
[09:05:00] work with folks, too. I've seen better
[09:05:03] results that when it's one person
[09:05:04] focused on my needs, what I'm looking
[09:05:07] for versus a person that's managing 30
[09:05:10] gyms,
[09:05:11] >> right?
[09:05:12] >> You know what I mean? Uh
[09:05:15] >> we I don't believe we've exhausted
[09:05:18] advertising, especially Facebook right
[09:05:19] now, but we've been doing it long enough
[09:05:21] in the area that haven't quite hit
[09:05:23] stride with what we need next to to get
[09:05:26] people to stop and pause and click the
[09:05:28] button again.
[09:05:31] >> Uhhuh. Okay. So, you're running
[09:05:33] challenges.
[09:05:34] >> Yeah. I might run off. I'll I'll promote
[09:05:37] 42 days, six week work, four week.
[09:05:40] >> Do you have access to the ad account
[09:05:41] that they're running at? Yeah.
[09:05:44] >> You So you have the metrics on it.
[09:05:46] >> I do. You want cost per click work?
[09:05:48] >> No, no. I don't I don't care about that.
[09:05:50] I just like the cost lead appointments
[09:05:52] booked, showed appointments, close
[09:05:54] appointments, ever cash down.
[09:05:56] >> I don't I don't have October done yet.
[09:05:59] We were
[09:06:01] >> we were they didn't run well in October.
[09:06:03] I mean, I was up to
[09:06:06] >> 30 a lead
[09:06:09] for October. Yeah, it it was a little
[09:06:10] higher. I mean, I pushed up down in the
[09:06:12] in the teen. And now this was also
[09:06:14] though I started to niche down my
[09:06:15] advertising. Instead of brawl, I ran
[09:06:17] some like men only stuff as an age
[09:06:19] specific stuff, right? So, and I'm fine
[09:06:21] with paying 30 bucks a lead. If my front
[09:06:23] end offers I'm between 700 and $1,000,
[09:06:26] cool. Beer. I'll pay that all day long.
[09:06:30] My want for more of a quality lead and
[09:06:32] not somebody that wants to come in and
[09:06:33] buy a $50
[09:06:36] and nothing times either. I used to work
[09:06:38] at one and managed one for a couple
[09:06:39] years.
[09:06:40] But you know what what we do all
[09:06:42] different. So
[09:06:43] >> yeah, for context, what we do anytime
[09:06:45] businesses is we're not we're not
[09:06:46] helping them grow their membership base.
[09:06:47] That's that's a side effect of what we
[09:06:49] do, but we push down this, right? We're
[09:06:51] building out highly profitable small
[09:06:52] group training programs where they're
[09:06:53] selling it for $600 down and then
[09:06:54] converting them into a 12 month small
[09:06:55] group training agreement for $320 a
[09:06:57] month, right? What's your price point
[09:06:59] on?
[09:07:00] >> This is good. Um
[09:07:02] monthly average $239 for access for
[09:07:07] classes.
[09:07:08] >> Okay. Yeah, because I'm looking at your
[09:07:10] ads right now and they look pretty
[09:07:11] generic as far as the the challenge is
[09:07:14] concerned in the ads you're running
[09:07:14] right now. How much are you spending a
[09:07:15] month?
[09:07:17] >> They are generic and that was the last
[09:07:18] template,
[09:07:20] >> right? So, what I'm doing right now, if
[09:07:21] we just go back over this is I'm I'm
[09:07:24] going through these numbers, right? I'm
[09:07:27] I'm trying to get him to tell me what
[09:07:29] these are, right? He was like, "Do you
[09:07:30] want cost per click data?" I said, "No,
[09:07:32] just, you know, cost per lead, books,
[09:07:34] shows, close. What does that look like?"
[09:07:37] I don't know if he's pulling it up or
[09:07:39] not, but that's what I'm really trying
[09:07:41] to get right now. Right. Is I'm trying
[09:07:42] to get that. It looks like he's probably
[09:07:44] going to pull up the out of camera.
[09:07:45] We're going to diamond in on now.
[09:07:48] >> Again, I want to try it. I haven't been
[09:07:50] really pleased. So, again, answering
[09:07:51] your question. Why? What brings me here?
[09:07:53] Um, I up the budget in October. I was
[09:07:55] running 70 bucks a day. So, a couple
[09:07:58] grand. Yeah. I mean, I put some money
[09:07:59] behind it because if that's where I'm
[09:08:01] right, if I'm going to do it, I'm going
[09:08:02] to go all the way in. I'm gonna do it
[09:08:03] right. I'll put some dollars behind it,
[09:08:05] manage it. And it didn't it didn't pop
[09:08:06] like it has historically in October
[09:08:08] especially.
[09:08:09] >> Yeah, that's not good. But I'm surprised
[09:08:11] because they're running lead forms and
[09:08:12] they're running really basic ads. The
[09:08:14] copy is three par three paragraphs. Not
[09:08:16] even a paragraph really.
[09:08:17] >> All right. Well, talk to me here, Jacob.
[09:08:18] Here we go.
[09:08:18] >> Yeah. Yeah. Well, let's look at the ad
[09:08:19] account to see what the actual data is.
[09:08:20] If you have the ad account, we can pick
[09:08:21] a per
[09:08:24] him saying, "Tell me what you can do for
[09:08:26] me." And what did I say? Pull up the ad
[09:08:29] account so we can look at the numbers.
[09:08:31] Right. I'm not moving on. That's not
[09:08:33] what I'm doing. I need to get the data.
[09:08:34] I need to run a proper discovery to
[09:08:37] diagnose what his problem is, build it
[09:08:39] up around the situation, identify by his
[09:08:40] goals, and then transition to the pitch.
[09:08:42] Like, he kind of knows what I'm doing,
[09:08:45] right? He he claimed to be a good sales
[09:08:47] guy. Maybe he is, but he kind of knows
[09:08:50] what I'm doing. I'm poking holes in this
[09:08:52] process right now and getting him to
[09:08:53] admit, yeah, it's hefted up. When he
[09:08:56] entered the call, he said, "I don't have
[09:08:57] any problems. I don't even remember why
[09:08:59] I'm on here. I basically on because you
[09:09:01] have a good sales guy." Right? But now
[09:09:03] he's telling me it's because his
[09:09:04] marketing didn't do well in October and
[09:09:06] he knows he needs a fix and he was
[09:09:09] managing in October and now what he's
[09:09:11] doing with another company is also not
[09:09:12] working right. He's looking for answers.
[09:09:14] He's looking for someone that can help
[09:09:16] him, right? But I'm not going to allow
[09:09:18] him to control or steer the
[09:09:20] conversation. Just went right back to
[09:09:22] it. Ask him the question. Pull up the ad
[09:09:24] account.
[09:09:33] How long has the work for marketing? I'm
[09:09:35] assuming you're also Do you know Will
[09:09:38] Hurst? Say again. Do you know that? Very
[09:09:42] very familiar with his YouTube.
[09:09:44] Uh how long have I been with Will
[09:09:48] three or four years now? You seem like a
[09:09:51] guy.
[09:09:51] >> I was an early adopter. Who's that?
[09:09:53] Will.
[09:09:53] >> Yeah.
[09:09:54] >> Oh yeah. Will's great. He's standup guy.
[09:09:56] He's he's grown something really big and
[09:09:58] great that is he does well for himself
[09:10:01] and and honestly he he has a quality
[09:10:04] product at a reasonable price and in
[09:10:06] terms of operating system and really
[09:10:08] good mentorship with the young gym owner
[09:10:09] coming into the space it just sure wants
[09:10:11] to work out and doesn't know anything
[09:10:12] you know it's like go pay the 500 or
[09:10:15] whatever he charges now and just do it.
[09:10:16] It's great. Do you want to look at my ad
[09:10:18] account? You share my screen with your
[09:10:20] >> Yeah. Yeah, that would be great. Sure.
[09:10:24] And again, metricing on this, we can go
[09:10:28] here and pick apart. Hey, here's what
[09:10:30] you've done. And I get it, right? You
[09:10:32] want to you want to reinstip my current
[09:10:35] position where we can go and then show
[09:10:36] me the difference before we do sales
[09:10:38] pitch. Understood. I'm with Dude, I get
[09:10:40] it. I've been doing this for a while as
[09:10:41] well. I get it. I'm all about trying
[09:10:44] something new and different.
[09:10:45] >> Right. I think that's why I said it is
[09:10:47] because I I I kind of forgot that he
[09:10:49] ever said that, but now I'm kind of
[09:10:51] remembering him subconscious. I think
[09:10:53] kind of called it. So, you know, we're
[09:10:56] just having a fun conversation at this
[09:10:58] point
[09:10:58] >> that has some proven results behind it.
[09:11:00] So, you don't need to sell me. You can
[09:11:01] sell me anything you'd love to do. Get
[09:11:03] after it. But, well, I don't want to
[09:11:06] sell you anything they don't need. The
[09:11:07] only reason I want to look in your ad
[09:11:08] account is because I'll be able to see
[09:11:10] what you're doing.
[09:11:11] >> I'm in the business of
[09:11:12] >> Look, man, you're going to hear me say
[09:11:14] it, right? If someone ever tells you
[09:11:17] you're a salesman, hey, you're a great
[09:11:18] salesman, by the way. You're selling me.
[09:11:21] just say, "Well, I'm not even a
[09:11:22] salesman. I don't even think I'm good at
[09:11:24] sales. I'm in the business of helping
[09:11:26] people. I'm not in the business of
[09:11:27] selling anything to anyone that I can't
[09:11:28] help." And that's the that's the real
[09:11:30] mentality you should have, right? If you
[09:11:32] truly don't think you can help someone,
[09:11:34] don't work with them. Even if you can
[09:11:35] make some quick money, if you're not
[09:11:37] able to give them good results and you
[09:11:38] take their money, they're going to tell
[09:11:40] tons of people they had a bad experience
[09:11:42] with you and that's your name on the
[09:11:43] line. That's your reputation. That's
[09:11:44] awful for business and it's awful in
[09:11:46] general because you won't feel good
[09:11:48] either. Okay? So say it, mean it,
[09:11:52] believe it, right? You're going to hear
[09:11:53] me say it right here.
[09:11:54] >> Helping people improve what they're
[09:11:55] doing. If I can't improve what you're
[09:11:56] already doing, then it's a waste of my
[09:11:57] time.
[09:11:59] So yeah, if you just click edit on the
[09:12:01] ad campaign that you got checked this
[09:12:03] one,
[09:12:03] >> see, look, if I had acknowledged what he
[09:12:05] said and said, "Ah, yeah, you're you are
[09:12:08] a good salesman. You know what you're
[09:12:09] doing. You know what I'm doing. It's not
[09:12:11] a good look, right?" But instead, I just
[09:12:13] told him, "Look, I'm just trying to see
[09:12:15] if I can help you out. That's all I'm
[09:12:16] doing here. I'm not trying to sell you
[09:12:18] anything. That's not how I do things.
[09:12:20] I'm just trying to see if I can help you
[09:12:21] out. And if I can, let me talk about
[09:12:23] >> Yes, please.
[09:12:26] And just go to the left. That first one.
[09:12:30] Yeah.
[09:12:33] And then scroll down.
[09:12:38] What's the radius? Keep going. Keep
[09:12:39] going. There should be a radius miles.
[09:12:43] >> Okay. And then I excluded I did a little
[09:12:45] bit of uh geo fencing if you will and
[09:12:48] excluded some areas.
[09:12:50] >> Sure. I saw that.
[09:12:55] >> This was ad for males only. It looks
[09:12:58] like
[09:12:59] >> Did you run this ad? It looks like this
[09:13:00] ad is active, right? This was the ad I
[09:13:01] was looking at on on Facebook.
[09:13:04] >> I think this one's still running.
[09:13:06] >> Yeah. Click on the ad. Are you running
[09:13:08] this or they're running?
[09:13:10] >> I mean it's my They're running it
[09:13:11] though.
[09:13:12] >> Okay, got it. So yeah, just click on
[09:13:13] >> thinking back to this, I think he's
[09:13:15] eating an orange. I'm pretty sure he's
[09:13:17] eating and talking to me, you know, just
[09:13:21] a fun conversation
[09:13:22] >> that one,
[09:13:23] >> but I also So I produce the content and
[09:13:25] that was a question you guys. Do you
[09:13:27] produce content?
[09:13:29] >> Yeah, good question. We do. We produce a
[09:13:31] lot of the content, but what we do is
[09:13:32] this is we'll have you recreate, we'll
[09:13:33] provide you with images and videos that
[09:13:35] we know are proven to work with
[09:13:36] different clientele that we like you to
[09:13:37] recreate, so we can throw it in with our
[09:13:39] own stuff, but
[09:13:42] Yeah, just scroll down to the ad copy
[09:13:43] and let's see if it's Yeah, that's
[09:13:45] what's being run right now. So, I mean,
[09:13:46] obviously it's it's pretty generic,
[09:13:49] right? Like it's not speaking to men
[09:13:51] that are middle-aged, midlife crisis,
[09:13:53] younger men. It's just very broad to men
[09:13:56] and then there's not much supporting
[09:13:58] information with regards to what you
[09:13:59] guys do, how you can help them out.
[09:14:03] >> Yeah.
[09:14:04] >> Right. So, right now what I'm doing
[09:14:06] because he wasn't really answering my
[09:14:08] questions here, uh, he you can tell he
[09:14:11] doesn't really want to share any of this
[09:14:12] information with me because he he knows
[09:14:16] he knows what's going on. He knows that
[09:14:17] I'm trying to figure out what the
[09:14:19] problems are so that I can tell him,
[09:14:21] "What? You got problems. You came in the
[09:14:24] call. You kind of say you didn't. It's
[09:14:25] clear you've got some problems. You want
[09:14:26] you want to talk about how I can help
[09:14:27] you fix them?" He's not really wanting
[09:14:29] to give me any ammunition, right? And
[09:14:31] it's kind of clear that he's not wanting
[09:14:33] to he's kind of guarding some
[09:14:36] information. But what we are looking at
[09:14:39] right now is his ad account, right? So
[09:14:41] what we're kind of doing right here is
[09:14:42] we're building doubt around his ad
[09:14:45] process, right? Like the way he runs his
[09:14:47] ads. How do you create and run ads? How
[09:14:49] do you target with your ads? Do you
[09:14:51] advertise the men and women independent
[09:14:53] of one another? Do you advertise the
[09:14:55] different age groups? Do you make images
[09:14:57] and videos and content specific to those
[09:15:00] different age groups where let's say
[09:15:02] guys between the age of 20 to 29 get
[09:15:04] different images, different copy,
[09:15:06] different ad than women ages 20 to 29,
[09:15:09] right? That's kind of what I'm doing
[09:15:10] right now. That's what we're going over
[09:15:12] because that's kind of where the
[09:15:13] conversation went. But I would imagine
[09:15:14] we'll steer it back over here.
[09:15:18] >> Yeah, pretty basic. Now, you can just
[09:15:20] exit out of this because this is the ad
[09:15:21] I was looking at. I'd just be curious to
[09:15:22] see an o October, you know, total spent
[09:15:25] total number leads because you're also
[09:15:27] running a lead form. If you got a $30
[09:15:28] cost per lead with a lead form, that's
[09:15:30] really bad.
[09:15:33] And I would almost I I'm sure if you
[09:15:36] don't know the data in terms of just
[09:15:37] campaigns, if you don't know the book
[09:15:38] create show rate, I would bet that you
[09:15:40] guys have been struggling to get a hold
[09:15:41] of leads and get them to come through
[09:15:42] because you've been using leadon. Have
[09:15:43] you noticed that?
[09:15:44] >> Yeah. I mean, yes.
[09:15:46] >> So, all I'm doing right now is poking
[09:15:48] holes. poking holes in his process,
[09:15:50] agitating. You know, if you were a
[09:15:52] little kid, if you were a younger
[09:15:53] sibling, I've got a big brother. I used
[09:15:55] to always just annoy him, right? Because
[09:15:58] I wanted to be cool. I wanted to hang
[09:15:59] out with my brother. But when he'd have
[09:16:01] friends over, when I was a little kid, I
[09:16:02] used to always just agitate, agitate,
[09:16:05] agitate him until he punched me, right?
[09:16:07] Beat the [ __ ] out of me. But that's kind
[09:16:09] of what I'm doing right now to his
[09:16:11] problem, right? I'm just kind of like
[09:16:14] poking holes in it. And you could hear
[09:16:16] him just say, "Yeah, that's exactly
[09:16:18] what's happening." Okay, go to last
[09:16:20] month in the top right. Click that. But
[09:16:22] I'm not doing I'm not doing it in an
[09:16:24] obvious way, right? I'm just asking
[09:16:26] questions that are agitating a problem.
[09:16:29] This month in the top right, the time
[09:16:30] frame, and then just switch last month.
[09:16:34] Yeah.
[09:16:37] Then go over. You should be able to see
[09:16:39] a mount spin if you slide that bar on
[09:16:41] the bottom there down to the right.
[09:16:44] You can't see it right now because it
[09:16:45] looks like that uh it's kind of hiding
[09:16:46] it. Yeah, there you go. Okay, so $1,530
[09:16:50] spent to get Whoa. Okay, you can scroll
[09:16:53] up. Um like so we can actually see the
[09:16:55] campaign now. Uh and and there's nothing
[09:16:58] better than going into the ad account if
[09:17:00] someone is currently working with a
[09:17:03] marketing company when you're going into
[09:17:05] this information. if they're currently
[09:17:06] working with marketing company, if
[09:17:07] they're running their own ads, because
[09:17:09] the ad account is going to tell you this
[09:17:10] initial front-end stuff to a te. It's
[09:17:13] going to tell you exactly how much money
[09:17:14] they've spent, exactly what the offer
[09:17:16] is, exactly how many leads they've
[09:17:17] gotten. More than likely, it will show
[09:17:19] you how many leads they've gotten. If
[09:17:20] they're running a conversion campaign to
[09:17:21] a landing page, it might not because
[09:17:23] it's not accurate due to Apple's update
[09:17:25] that they did back in 2022 where people
[09:17:27] have to opt in to be tracked with
[09:17:29] cookies. Um, but if it's a lead form,
[09:17:32] which we know it is a lead form, which
[09:17:33] is all on Facebook. They're not sending
[09:17:35] people to a offsite landing page, we
[09:17:37] know that we're going to see the
[09:17:39] accurate cost related to whatever
[09:17:41] bleeds. What we won't see though is this
[09:17:42] stuff, right? That would be in his CRN.
[09:17:45] So, we're not going to see that stuff,
[09:17:46] but we will see the exact data uh when
[09:17:50] it comes to the ads. And we're also
[09:17:52] going to be able to see obviously what
[09:17:54] the ads look like, how they're doing
[09:17:56] them, how often they've optimized them,
[09:17:58] how long they've been running the same
[09:17:59] campaign, right? It's going to give us
[09:18:01] the opportunity to really get them to
[09:18:03] realize and admit that they don't know
[09:18:05] what they're doing or the company
[09:18:06] they're working with doesn't know what
[09:18:07] they're doing. They're not getting
[09:18:08] adequate results.
[09:18:11] Yeah. It should show cost per lead
[09:18:12] because this is a lead form, so it's on
[09:18:14] Facebook. But I mean, 880.
[09:18:17] Okay. Wow. Yeah. $35.
[09:18:19] >> Uhhuh.
[09:18:22] Okay. Okay. And what are you paying him
[09:18:24] a month outside of AdSense?
[09:18:27] >> Uh I don't know to be honest with you. I
[09:18:30] don't even I haven't even paid him
[09:18:31] monthly.
[09:18:33] I paid something back in I don't know
[09:18:37] September or so. It was like the middle
[09:18:39] of one of their quarterly group or
[09:18:41] cohort ads. I got some pro-rated amount.
[09:18:46] I've been with him forever.
[09:18:48] >> Like I don't pay a monthly amount for
[09:18:49] that. Okay. Okay. So, you spent about
[09:18:52] $1,500 last month. You were getting
[09:18:55] leads for about a little more than $35,
[09:18:57] but we can just say 35 bucks. Do you
[09:18:59] know out of these leads, how many of
[09:19:00] them booked an appointment?
[09:19:04] >> Uh 10%.
[09:19:06] >> 10% of all these leads booked in. Are
[09:19:09] you saying showed up or just booked in a
[09:19:10] consultation?
[09:19:11] >> Oh, no. I I was speaking showed again. I
[09:19:14] usually run usually I run all the
[09:19:16] numbers at the end of the month and I'll
[09:19:17] do a lead.
[09:19:18] >> Yeah. timing.
[09:19:22] >> And if you remember on the call that my
[09:19:25] team member did with him to set the
[09:19:27] appointment, he had said that his lead
[09:19:30] to conversion rate for all the lead that
[09:19:32] he gets through Facebook, he converts
[09:19:34] 20%.
[09:19:36] Now he just told me that the leads he
[09:19:38] generated on Facebook for the previous
[09:19:40] month, only 10% of them showed up. That
[09:19:43] doesn't mean he signed up those 10% that
[09:19:46] showed up. That just means that 10%
[09:19:47] showed up, right? So that's vastly
[09:19:50] different from if you have 100 leads and
[09:19:53] he signed up 20 people versus now he's
[09:19:54] saying if he got 100 leads only 10 of
[09:19:56] them showed up. Let's say he's really
[09:19:58] great at closing and he closes seven of
[09:20:00] them. Right? So he actually closed 7%.
[09:20:03] That's right. That's a huge difference
[09:20:05] in 20 especially considering how much
[09:20:08] money he spent. Right? So my point in
[09:20:11] stopping it here and kind of mentioning
[09:20:13] that is
[09:20:15] if you take people's word for it when
[09:20:17] you're asking them about how their
[09:20:19] business is doing in terms of these very
[09:20:21] specific questions, right? These are not
[09:20:23] these are very specific black and white
[09:20:25] questions. How much money did you spend
[09:20:27] last month? It's not there's no gray.
[09:20:29] There is an exact amount of money that
[09:20:31] somebody invested into marketing if
[09:20:32] they're running marketing. How many
[09:20:33] leads they got? Same thing. How many of
[09:20:35] those leads I booked? Same thing. How
[09:20:36] many of those leads I showed? Same
[09:20:38] thing. How many of those leads I signed
[09:20:39] up? Same thing. How much money you
[09:20:40] collected on those leads upfront, same
[09:20:41] thing. How much money you're going to
[09:20:43] collect based off the contracts you sold
[09:20:44] them, same thing. It's not gray. It's
[09:20:46] black and white. The thing is this, a
[09:20:49] lot of these people don't actually know
[09:20:50] what their numbers look like. And
[09:20:52] sometimes I don't know what my numbers
[09:20:53] look like for my business, right? I
[09:20:55] you're not going to remember everything
[09:20:56] unless you're super super obsessed with
[09:20:59] that aspect of your business, right? But
[09:21:02] the reality is business isn't easy.
[09:21:06] There's a lot of things going on when
[09:21:07] you're running a business at scale and
[09:21:09] you have team members and you have a lot
[09:21:10] of customers, right? And you're charging
[09:21:12] people thousands of dollars and they're
[09:21:14] depending on you to get them the results
[09:21:15] you sold them, right? So, that's
[09:21:18] important to know is people will say an
[09:21:20] answer, but that doesn't mean it is
[09:21:23] correct. And that's why running through
[09:21:27] this process and getting people to show
[09:21:29] you their data is so important. Because
[09:21:32] if you don't, if I hadn't run through
[09:21:33] this with him and he had if I think
[09:21:36] about it, this conversation could have
[09:21:37] gone vastly different if I didn't asked
[09:21:39] him to pull up his ad account. If I had
[09:21:42] not asked him to pull up the ad account
[09:21:43] and I had just gone into it and just
[09:21:45] said, "Hey, you know, hey man, you
[09:21:47] didn't you didn't really kind of tell me
[09:21:48] what this looked like. Can you tell me
[09:21:50] again what you spent last month and what
[09:21:51] your cost of lead was?" Right? He first
[09:21:53] told me his cost of lead last month was
[09:21:54] 30 bucks. We just found out that it was
[09:21:56] a little bit higher than $35.
[09:21:59] That was incorrect. Right? So, nothing
[09:22:01] against him. I forget this crap all the
[09:22:02] time. But what this means is you need to
[09:22:05] remember that people are they're not
[09:22:08] lying to you. Sometimes they will, but
[09:22:10] they don't know. And if they're not
[09:22:12] looking at the numbers because these are
[09:22:13] black and white questions. These are
[09:22:15] specific questions. They should be able
[09:22:16] to find it. They should have it
[09:22:19] somewhere that they can find it or that
[09:22:20] they can tally it up and calculate it.
[09:22:23] And if they if they haven't calculated
[09:22:24] it yet, help them do it on the call,
[09:22:27] right? Because if you don't, you're not
[09:22:29] working with the real numbers. If you're
[09:22:30] not working with the real numbers, you
[09:22:31] can't accurately diagnose their problem
[09:22:33] and determine if you can actually help
[09:22:35] them out, which is the whole thesis,
[09:22:36] right? We only help people that we can
[09:22:38] actually help. And if you don't know
[09:22:40] what's actually going on with their
[09:22:42] business, the overall health of their
[09:22:43] business based off specific black and
[09:22:44] white questions, you can't help them,
[09:22:47] right? And that's why if somebody asks
[09:22:49] you, "Tell me what you do," without you
[09:22:50] knowing that, you can honestly tell
[09:22:52] them, "I can't help I can't tell you
[09:22:54] what I'm going to do because I don't
[09:22:55] know what I should do based off your
[09:22:57] situation because you haven't told me.
[09:23:00] Right? I'm not in the business of
[09:23:01] selling somebody something they don't
[09:23:03] need. You got to tell me what your
[09:23:05] situation looks like before I can tell
[09:23:06] you what you need to do to change it.
[09:23:09] Right. And that's what I've done with
[09:23:10] this one.
[09:23:12] >> I had done that. I don't know if I would
[09:23:13] have a hard number for you.
[09:23:15] >> Okay. But you're saying probably roughly
[09:23:17] about 10% of the leads generated are
[09:23:18] showing up.
[09:23:19] >> 10% will convert. Yes, sir.
[09:23:21] >> Okay. All right. So, if 10% will
[09:23:23] convert, that means right now you guys
[09:23:25] are, you know, 1,500 divided by 35.
[09:23:28] That's about 42 leads times 21. That's
[09:23:30] about four sales on 15 hundo, which is
[09:23:33] okay. Like you said, if you're spending
[09:23:34] 7, if you're getting $700, $600 up
[09:23:36] front, you know, you're not making a ton
[09:23:38] of money, but your least not
[09:23:40] >> I should not have said that's okay.
[09:23:42] It's not You don't ever want to put a
[09:23:47] You don't ever want to give someone the
[09:23:48] opportunity to go, "Yeah, it actually is
[09:23:50] good." I should have just said, "Okay,
[09:23:52] you're spending $1,500 to get four
[09:23:53] sales." And now I should have let him
[09:23:56] tell me how what he thinks of that. I
[09:23:57] should not have labeled it based off
[09:24:00] what I thought. I should have shut up.
[09:24:03] >> Not losing money, right?
[09:24:05] >> Sure.
[09:24:07] >> Okay. Well,
[09:24:08] >> no.
[09:24:08] >> Right. He just said, "Sure. We'll see
[09:24:10] what he says." But I know he's not happy
[09:24:11] with that. We know he's not happy with
[09:24:13] where he's at. That's why we're talking.
[09:24:15] We know he wants to change what he's
[09:24:16] doing working. Right. And I should have
[09:24:18] just left it at you spent $1,500 to get
[09:24:20] four sales
[09:24:22] and just looked him in the eye and kind
[09:24:24] of raised my eyebrow, right? because he
[09:24:26] probably would have said, "Yep, not
[09:24:29] good." That's what we're talking
[09:24:31] >> for what it's worth, too. And if you So,
[09:24:35] I had I had really good success in the
[09:24:38] summer running men's only ads. And I say
[09:24:41] good in summer, it was for summer
[09:24:43] standards in the gym world, it was
[09:24:44] pretty good success. And I don't know
[09:24:46] which thing was the best. I had somebody
[09:24:47] else running these for me, but these
[09:24:49] were very targeted. Like, I'm looking
[09:24:51] for, you know, X-Men this age, losing,
[09:24:53] like I'm talking the things. And they
[09:24:55] did well. So that's where I think I
[09:24:56] jacked up our current template. They
[09:24:58] wanted to run something more generic. I
[09:24:59] was trying to influence a little bit
[09:25:00] going what what had worked in the past,
[09:25:03] >> right?
[09:25:04] >> Anyhow, I don't need to dig into these
[09:25:05] things. I just wanted to speak to it.
[09:25:07] But yeah, I mean roughly, Jacob, that's
[09:25:09] what I've seen in the last uh since this
[09:25:11] fall, late summer, early fall. What kind
[09:25:13] of number do you guys going to produce?
[09:25:14] Can you produce?
[09:25:16] >> Well, we still don't really know. I
[09:25:18] mean, you're just saying 10% conversion.
[09:25:19] You don't actually know if that's, you
[09:25:20] know, 100% because we don't know how
[09:25:22] many of these leads are booking
[09:25:23] appointments. either the appointment we
[09:25:24] don't know how many are showing up
[09:25:26] because those are the metrics in between
[09:25:27] leads generated conversion all that
[09:25:29] matters is cost per sale those are
[09:25:30] important because that will say a lot
[09:25:31] about your current follow-up process
[09:25:33] what happens when a lead comes through
[09:25:36] I call him
[09:25:37] >> right so he just asked me again like
[09:25:40] tell me what you do and I just say well
[09:25:41] wait a minute I actually can't tell you
[09:25:44] what we do because I still don't
[09:25:45] understand your situation because he
[09:25:47] told me 10% conversion you said 10% show
[09:25:50] then you said 10% conversion and
[09:25:52] ultimately
[09:25:53] That's great if it's 10%. But again,
[09:25:56] this is a black and white question. How
[09:25:57] many people did you sign up? I just said
[09:25:59] four, but how many did you actually sign
[09:26:01] up? Like, tell me. Look it up. How many
[09:26:04] did you sign up? Right. You spent
[09:26:05] $1,500. What actually was it? Was it
[09:26:08] one? Was it none? Was it 10? What was
[09:26:10] it?
[09:26:12] >> You handle all of it
[09:26:13] >> immediately. Uh, yeah. I make I make a
[09:26:16] lot of the calls. I got
[09:26:17] >> Right. So, now we're talking about lead
[09:26:18] nurturing. So, what we're kind of doing
[09:26:20] here again is because we're bobbling
[09:26:23] back and forth, right? Like he is not
[09:26:25] wanting to tell me his stuff. He's kind
[09:26:27] of telling me it, but we're not getting
[09:26:28] the specific numbers, which is what we
[09:26:30] need to accurately diagnose the
[09:26:32] situation and the problem. But from
[09:26:34] here, we're now kind of going into this,
[09:26:38] right? How do you follow up with the
[09:26:39] leads? Right? I just erased it. He can't
[09:26:41] even see it. But that's what we're going
[09:26:43] into right now, right? Is what does your
[09:26:45] follow-up process look like on the
[09:26:47] leads? because this is another thing
[09:26:48] that we sell, right? And we want to poke
[09:26:52] holes if it's process. If he's handling
[09:26:53] it, you know for a fact I'm going to ask
[09:26:56] him, do you enjoy following up with
[09:26:57] those leads?
[09:26:58] >> I got two other on team that can man
[09:27:02] pick up the phone as well.
[09:27:03] >> And you had said a lot of these leads
[09:27:04] you're getting don't answer to get a
[09:27:05] hold of.
[09:27:06] >> Sure. Yeah.
[09:27:07] >> Okay.
[09:27:09] >> But that's what I do immediately. I call
[09:27:11] them and then they get a text fired to
[09:27:13] them within the first one one to three
[09:27:15] minutes.
[09:27:16] >> Got it. Yeah. Yeah. So manual followup.
[09:27:17] Then what about your database of leads?
[09:27:18] Do you have a remarketing strategy in
[09:27:19] place for old c prospects?
[09:27:21] >> Right. So I'm I'm walking the line here
[09:27:24] because right I don't want to I don't
[09:27:26] want to tilt the boat too much. Right.
[09:27:28] You gota you kind of got to know
[09:27:32] you kind of got to read the room, right?
[09:27:34] But I am one that likes to sometimes
[09:27:38] push the envelope. But with this one,
[09:27:41] I'm I'm reading a room and I'm
[09:27:42] recognizing, you know, take take it
[09:27:45] easy. um you know don't press into or
[09:27:48] don't don't piss him off, right? I'm
[09:27:49] ultimately here to talk to him and
[09:27:51] understand his situation. And now what
[09:27:53] we're talking about is his process for
[09:27:56] remarketing those old leads. Right.
[09:27:58] That's what we're talking about now.
[09:28:01] >> Yes. What is it?
[09:28:05] >> Right. So do you have a process to reage
[09:28:07] old leads? Yeah. Okay, cool. Great.
[09:28:10] Moving on. No. What's your process?
[09:28:14] >> That's a that's a broad question. uh
[09:28:15] they continue to get emailed and
[09:28:17] nurtured and touched um for multiple
[09:28:21] weeks or even months.
[09:28:22] >> Okay? Dep depends where they go, right?
[09:28:24] If they're they're a non if they're
[09:28:26] non-communicator out of the gate, we'll
[09:28:28] continue to to touch them for multiple
[09:28:30] months, right? Maybe they put a point
[09:28:32] and they no show, then they go into a
[09:28:34] different workflow or campaign that'll
[09:28:36] fire off rescheduling options for them
[09:28:38] and we'll stay on them for multiple
[09:28:39] months. They'll it's automated. There's
[09:28:42] some holes in it in the sense of once
[09:28:44] communication comes my automation stops.
[09:28:49] I have most of it set to stop once they
[09:28:51] communicate back. Right.
[09:28:53] >> Mhm.
[09:28:55] >> Some of the flows won't until they book
[09:28:57] another appointment and then once an
[09:28:58] appointment then our follow-up
[09:29:00] communication stop, right? Appointment
[09:29:01] confirmation automation will start uh
[09:29:05] and then once they convert then there's
[09:29:06] a new another series of automation that
[09:29:08] they go on. Okay.
[09:29:11] uh numbers in general though out of my
[09:29:13] big top of the funnel because I think
[09:29:14] you're digging for some of this
[09:29:15] information
[09:29:17] front end of all my leads uh I'll book
[09:29:21] 50% of all my leads 50% of those
[09:29:23] appointments will show up and will
[09:29:26] convert ultimately 20% of all the leads
[09:29:29] that I get in top of the funnel
[09:29:31] currently now that number has been
[09:29:33] diluting slightly the more Facebook
[09:29:35] traffic I'm buying
[09:29:36] >> right right
[09:29:37] >> okay the more Facebook that leads I get
[09:29:39] my my strong 20 25% conversion starts to
[09:29:42] dip because my funnel's getting bigger
[09:29:43] and the leads are I consider I mean
[09:29:45] there's no such thing as a bad lead but
[09:29:47] >> they're non-ear good they're the worst
[09:29:49] quality right
[09:29:50] >> absolutely
[09:29:50] >> yeah yeah that's just the truth okay so
[09:29:52] yeah when you're giving me numbers
[09:29:53] you're talking your whole business as a
[09:29:54] whole all leads
[09:29:56] >> correct
[09:29:56] >> right so that that's where I was talking
[09:29:58] specific to Facebook right like if
[09:30:00] you've got someone running your Facebook
[09:30:01] leads your Facebook
[09:30:02] >> right you want to know we're talking
[09:30:04] about his specific marketing strategy
[09:30:07] right I'm not talking about right now
[09:30:08] I'm not talking about his whole
[09:30:10] business. I'm talking about his specific
[09:30:13] marketing strategy and that alone,
[09:30:15] right? I'm not talking about his
[09:30:17] business revenue, his expenses. I'm
[09:30:20] talking about his specific marketing
[09:30:22] strategy right now. Nothing to do with
[09:30:25] leads that come in organically, leads
[09:30:27] that are referred from happy customers,
[09:30:29] family members, anything like that. I'm
[09:30:31] just talking about what you're spending
[09:30:32] on Facebook right now. What is that
[09:30:34] producing? That's it. Right? So, we're
[09:30:37] we're he he might we might not be
[09:30:40] speaking the same language, right? We
[09:30:42] might be on different pages right here.
[09:30:44] So, now that's what I'm clarifying with
[09:30:45] him is look, that's all I care about,
[09:30:47] right? Because that's what we're talking
[09:30:48] about. You had a bad month, you spent
[09:30:50] $1,500 on marketing there. I don't care
[09:30:53] about what you get organically through
[09:30:54] referrals. I only care about what you're
[09:30:56] getting on Facebook. That's what we're
[09:30:57] talking about right now, right?
[09:31:01] Facebook ads for you. afford to handle
[09:31:02] it for you. That's what I'm trying to
[09:31:04] really just understand what type of
[09:31:05] results you're getting based off the
[09:31:06] process you're running off of marketing
[09:31:08] to lead nurturing whereas you manually
[09:31:09] doing it. Have you guys run a text blast
[09:31:12] to your prospects and inactive members
[09:31:13] for the challenge or transformation?
[09:31:15] >> Yes.
[09:31:16] >> Okay. Did you split the genders? Did you
[09:31:18] segment it?
[09:31:19] >> Uh no, I've never split genders in that.
[09:31:23] >> That could be something.
[09:31:24] >> It works really good. Yeah.
[09:31:25] >> Okay. And when people come in, what do
[09:31:27] you do for reviews? You've got a lot of
[09:31:28] Google reviews.
[09:31:29] >> We do. You have system in place.
[09:31:32] >> I do. Part of the conversion. I asked
[09:31:34] for reviews relentlessly.
[09:31:36] >> Hell yeah. That's awesome. You've got a
[09:31:38] lot. You're already doing a good job.
[09:31:39] >> Thank you.
[09:31:41] >> Yeah.
[09:31:42] >> Right. I think just say a little bit
[09:31:45] more neutral, right? There's no reason
[09:31:46] why I need to be doing that. But I think
[09:31:48] part of me thinking back to this is
[09:31:50] again I'm just trying to really work the
[09:31:54] social dynamic properly, right? like I
[09:31:57] don't want to piss him off, but I also
[09:31:59] want to let him know I'm not I'm
[09:32:01] controlling this conversation, but at
[09:32:02] the same time, I want to build some
[09:32:04] likability, some camaraderie, right? And
[09:32:07] you'll see I do do it uh later on in
[09:32:10] this call. You'll see what I kind of do.
[09:32:12] I I kind of throw a joke away and um it
[09:32:14] it's good. It's a political joke and um
[09:32:17] it's funny, but uh I'm just kind of
[09:32:21] towing the line because I I've got a
[09:32:23] feeling this is how I need to run this
[09:32:26] specific situation.
[09:32:27] >> So, this is what we do with reviews.
[09:32:29] When we get people coming in, we'll just
[09:32:31] shoot them a text, ask them on a scale
[09:32:33] of one to five, how their experience
[09:32:34] was. If they say four or five, we then
[09:32:35] ask them for a Google review, make it
[09:32:36] really easy.
[09:32:37] >> I don't know what I'm doing right now. I
[09:32:40] don't know why I'm pitching. I should
[09:32:41] not be doing this. This is a huge
[09:32:43] mistake.
[09:32:45] Right? And this is not what you want to
[09:32:48] do. Right? So do not do this. This is a
[09:32:50] mistake.
[09:32:50] >> They say one or one to three. We just
[09:32:53] ask them for to leave us a review on a
[09:32:55] sheet where we give them a form that's
[09:32:57] not we don't ask for a Google review,
[09:32:58] right? And that automates it completely
[09:33:01] hands off from your team and then we
[09:33:02] just keep asking people every 30 days as
[09:33:04] they're coming in based off usage.
[09:33:07] So when you're doing the discovery, one
[09:33:09] thing that you need to remember is
[09:33:13] show not tell. And what I mean by that
[09:33:16] is you do not want to tell people
[09:33:19] things. You don't want to tell people
[09:33:21] specifically what you do, right? You
[09:33:24] want them to tell you their situation.
[09:33:27] You want them to show you what their
[09:33:29] situation is, right? Instead of me
[09:33:32] telling him how we help people get
[09:33:34] reviews, I should have just kept asking
[09:33:36] him about his process to get reviews.
[09:33:38] Right? I shouldn't have said, "You've
[09:33:39] got a ton of reviews. Good for you.
[09:33:41] You're killing it." I should have just
[09:33:44] unbiasedly asked, "Do you currently have
[09:33:47] a process to your reviews?" Oh, yeah.
[09:33:49] You looked at my reviews. I got a ton of
[09:33:50] them. Yeah. I noticed you had a lot. I
[09:33:52] was just curious if you had a process or
[09:33:54] if that was just by chance that you run
[09:33:56] that good of a business. Yeah, I've got
[09:33:58] a process. Can you walk me through it?
[09:34:00] Yeah. I ask everybody that I talk with
[09:34:02] relentlessly for review. Okay? So, you
[09:34:05] don't have a way to gauge whether or not
[09:34:07] someone's had a good experience. You're
[09:34:08] just asking 100% of the people that you
[09:34:11] see for reviews independent if you know
[09:34:14] they leave you a good one or not. Yeah.
[09:34:16] Well, do you think that's the best way
[09:34:17] to do it?
[09:34:19] Right. I didn't need to tell him what I
[09:34:21] do. I should have just got him to tell
[09:34:24] me that the way he's doing it is
[09:34:25] probably not the best way to do it, even
[09:34:27] though he's getting great results.
[09:34:29] Right? That's what I should have done. I
[09:34:31] shouldn't have went on and told him how
[09:34:33] we do it, right? But I'm almost trying
[09:34:35] to like give him I'm almost trying at
[09:34:38] this point to display
[09:34:42] expertise, niche expertise, and
[09:34:44] communicate to him that I know what I'm
[09:34:47] doing and that he's speaking to a very
[09:34:49] very reputable source. I'm almost just
[09:34:51] like, "Here, here's a gift." That's kind
[09:34:54] of what I'm doing, but I you I shouldn't
[09:34:56] be doing it. I I don't think I should be
[09:34:58] doing it. This is a unique conversation
[09:34:59] cuz like I said, I do kind of like to
[09:35:02] get a get a ahead of myself sometimes
[09:35:04] when somebody is disrespectful to me
[09:35:06] because I don't tolerate, right? And I I
[09:35:08] would I would rather kill a call than be
[09:35:12] disrespected, right? Had I have run the
[09:35:14] call to start and he kind of really
[09:35:16] decided to be rude and steer the
[09:35:18] conversation, which he hasn't done,
[09:35:20] right? Because I nipped it in the butt
[09:35:22] right away. But if that had happened, I
[09:35:23] would have said later, right? because
[09:35:26] that's not that's not what we're here
[09:35:28] for, right? We're here to help help
[09:35:29] people and being disrespected isn't
[09:35:33] isn't what that looks like, right? This
[09:35:35] needs to be a win-win. But not saying
[09:35:37] he's doing that or anything like that,
[09:35:38] but again, just kind of explaining to
[09:35:40] you that you don't want to don't tell
[09:35:43] people in the discovery. This is your
[09:35:44] opportunity for them to tell you and
[09:35:47] show you what their situation looks
[09:35:48] like. You're going to have your
[09:35:50] opportunity. I'm going to have my
[09:35:51] opportunity to tell them everything in
[09:35:54] the pitch. this isn't the right time for
[09:35:56] it.
[09:35:58] And then we follow up with other trying
[09:35:59] to get referrals by asking to bring
[09:36:01] friends and family.
[09:36:04] >> Yes.
[09:36:05] >> Yeah.
[09:36:05] >> I do this as well.
[09:36:07] >> Good. Good. Okay. Well,
[09:36:10] I mean, based off what you're doing
[09:36:11] right now, I'm confident we could
[09:36:12] definitely improve it. This is what I
[09:36:14] would say. Obviously, we're a marketing
[09:36:15] company. I work with over 400 gems
[09:36:17] actively running this exact same offer.
[09:36:19] and based off what you're doing right
[09:36:20] now. Given the fact that you're running
[09:36:21] very generic marketing and you're
[09:36:22] manually following up with your own
[09:36:23] leads, I'm confident we can improve your
[09:36:25] process, this is what we would do. Um,
[09:36:27] and everything we do do is customize
[09:36:28] based off what you're trying to get.
[09:36:30] Obviously, you're just trying to grow
[09:36:31] your business, get more for what you're
[09:36:33] spending. Ideally, spend money to get
[09:36:34] more. So, with the marketing that you're
[09:36:36] doing right now, you guys are running
[09:36:38] generic ads. You're not segmenting based
[09:36:41] out age and gender. That's what we would
[09:36:42] do. And what I call this is the decagon
[09:36:44] matrix.
[09:36:45] >> Okay. So again, this is a not ideal
[09:36:48] call. All right, because he's he's got
[09:36:51] me flustered a little bit, I think. But
[09:36:55] right right now, I've just now skipped
[09:36:59] asking him any of this stuff.
[09:37:02] I didn't ask him about his goals. I did
[09:37:05] ask a lot of stuff here, right, and
[09:37:07] build him doubt. And I tried multiple
[09:37:10] times to ask, but I just got a feeling
[09:37:12] that he's the type of guy if I keep keep
[09:37:14] asking, he's going to tell me to shut
[09:37:15] the [ __ ] up and stop asking. Like, dude,
[09:37:18] do you not get the point? Like, I'm not
[09:37:19] going to tell you, right? Feeling that I
[09:37:22] think that's kind of how I'm feeling.
[09:37:24] But I I should have asked this stuff.
[09:37:26] These are basic things that you need to
[09:37:28] ask. And in addition to that, I didn't
[09:37:30] ask, "Is there anything else you feel
[09:37:32] like you haven't covered that would help
[09:37:33] me understand your situation better than
[09:37:34] I do now?" Right? That's the question
[09:37:36] that isn't here but should be here that
[09:37:38] you need to ask every single time before
[09:37:40] you transition. But what I just did here
[09:37:42] is I transitioned, right? And it was not
[09:37:44] a pretty transition. I said the same
[09:37:46] thing three times. I said everything we
[09:37:47] do is customized three times, right? I'm
[09:37:50] not I did not execute that flawlessly,
[09:37:53] right?
[09:37:55] At all.
[09:37:56] >> So we advertise to five male audiences,
[09:37:59] five female audiences, and we split them
[09:38:00] up between
[09:38:02] make sense. It
[09:38:03] >> does. Fair.
[09:38:05] >> Okay. And then we'll have you create
[09:38:06] images and videos that fit into each one
[09:38:07] of those market segments based off what
[09:38:09] we know is proven to work. And then we
[09:38:10] ice on our own stuff with your stuff and
[09:38:12] test like hell.
[09:38:15] >> Okay.
[09:38:16] >> Okay. And based off looking on your ad
[09:38:18] account, it doesn't look like that's
[09:38:19] happening. Doesn't look like the ads
[09:38:20] have really been touched.
[09:38:23] >> No, it looks like it was just turned on
[09:38:24] and kind of set it and forget it halfway
[09:38:25] through the month. So that's not the
[09:38:27] right way to run marketing. Doesn't mean
[09:38:29] you need to be changing it at every day,
[09:38:30] but it's something that typically takes
[09:38:32] optimizations every three or four days
[09:38:34] if you're going to do it really
[09:38:35] effectively and that's not currently
[09:38:36] happen. Don't that's how we run our
[09:38:38] marketing. I've got a team of people
[09:38:39] that are checking them three times a day
[09:38:40] for every campaign then determining what
[09:38:42] optimizations to make to keep that cost
[09:38:44] as low as possible. Okay, does that make
[09:38:46] sense? That does question on your your
[09:38:50] decagon helix of success the five and
[09:38:52] five. Like the goal is to do five
[09:38:56] female, five male, and then split my men
[09:38:58] into five different age groups. Correct.
[09:39:00] >> Yeah.
[09:39:00] >> Now, are we doing that just to test the
[09:39:02] market and see what bites at?
[09:39:04] >> No, no, no. We were just doing it
[09:39:06] because that works.
[09:39:07] >> Okay.
[09:39:08] >> Uh there's obviously right to different
[09:39:10] demographics and age and figuring out
[09:39:13] >> the only reason why we do it like that
[09:39:14] is because we used to do it the way
[09:39:15] you're doing it now and it works. Then
[09:39:17] we started get really creative and it
[09:39:18] works much better. I guess you
[09:39:20] >> I'm curious. Now, talk about age
[09:39:22] brackets, but if I want to just
[09:39:24] advertise specific like I don't want a
[09:39:26] 20- year old in the jet. I don't
[09:39:28] >> Yeah. Yeah, that's fine. We don't have
[09:39:29] to do that. But we could run ads to 30
[09:39:31] to 35, 36 to 40, 41 to 45. You know
[09:39:36] what's happening?
[09:39:37] >> You don't want anyone 60 plus either,
[09:39:38] right?
[09:39:39] >> I like I like some 60-y olds. We
[09:39:41] actually have
[09:39:42] >> I'm turned off on that app.
[09:39:43] >> I have Well,
[09:39:45] >> okay. Right now, I have two different
[09:39:48] models here, too. So I run across the
[09:39:49] gym and then I'm sitting in it right
[09:39:51] now. I have a adjacent space that's a
[09:39:53] studio semi-private small group with
[09:39:56] personal training options that I'm
[09:39:57] really trying to grow higher much higher
[09:40:00] price point. Right now it's catering
[09:40:02] more toward my 60 plus age bracket which
[09:40:05] I like.
[09:40:06] >> Yeah. Right.
[09:40:06] >> They kill
[09:40:08] >> and they're neglected. People don't know
[09:40:09] how to market to them. People don't like
[09:40:10] to go for them. They've got money.
[09:40:11] They've got a big why. And they've got
[09:40:13] time.
[09:40:15] >> Yes. Yes. What you said, Jacob. I want
[09:40:18] some of those people. Okay. Currently
[09:40:20] has some room for more members. I'm
[09:40:22] trying to p I I I need I will get uh 75
[09:40:28] more by February, March is target.
[09:40:32] >> Okay. Well, if that's really what you're
[09:40:33] trying to go for, there's this program
[09:40:35] called Ageless Fitness. It's by the
[09:40:36] Ageless Institute. It's this guy that
[09:40:38] runs a gym that just caters to elderly
[09:40:40] people. 55 plus is the demographic. And
[09:40:43] he certifies a lot of these anytime
[09:40:45] fitness owners. So, we've really cracked
[09:40:46] the code on that. As far as the
[09:40:48] testimonials, the videos for them,
[09:40:50] really what works, you know, to really
[09:40:52] target those people and get them
[09:40:53] through. So, that's something that
[09:40:54] you're trying to do. I think that you're
[09:40:56] definitely thinking the right way
[09:40:57] because again, very, very few gyms go
[09:41:00] after them. And there are very few gyms
[09:41:02] that make a ton of money just going
[09:41:03] after them.
[09:41:05] >> When it's my area, too, just it's not a
[09:41:07] hustle but hustle small town, young
[09:41:09] blood town. I mean, there's busy working
[09:41:10] adults. It's crazy expensive to live
[09:41:12] here. You live in Scottsdale. talking
[09:41:13] about expensive, but we're right outside
[09:41:17] I'm sorry. Are you No, we're
[09:41:22] getting closer. We're about
[09:41:24] Okay, got it.
[09:41:27] Anyway, the specific town that we're in
[09:41:29] though, there's not any young people,
[09:41:30] but there is a lot of my average 51y old
[09:41:35] very few in their 30s, mainly 40s and
[09:41:37] 50s. And then I opened up this other
[09:41:38] program last year to try and retain some
[09:41:41] folks who got a helps in my 60 plus and
[09:41:45] that that is an area I've struggled to
[09:41:46] get to get leads in.
[09:41:48] >> Well, yeah. I mean, if you look at your
[09:41:49] ads, it's no surprise.
[09:41:49] >> Well, I got turned off.
[09:41:50] >> Yeah. Yeah. So,
[09:41:52] >> yeah.
[09:41:53] >> I've struggled to be able to advertise
[09:41:54] to them. I know how to do it. We tried
[09:41:56] to click it on before and they don't
[09:41:57] bite.
[09:41:58] >> Yeah. We've got tons of testimonials
[09:41:59] that we would share with you that you
[09:42:00] could recreate in videos.
[09:42:02] >> You're not going to give them to
[09:42:03] >> We'll give them to you if we work
[09:42:04] together.
[09:42:05] >> Well, right. Right. Yeah.
[09:42:06] >> But in the sense of that's the other
[09:42:08] thing I'd love to purchase is my time to
[09:42:09] not film a bunch of ads. But do you have
[09:42:12] team?
[09:42:12] >> No. Yeah, we have some people here.
[09:42:14] >> I'm sure we could get into it.
[09:42:15] >> Sure.
[09:42:16] >> Yeah. Yeah. What? Well, that's that's
[09:42:17] the first thing is just looking at what
[09:42:19] you're doing right now. Obviously, there
[09:42:20] are some areas for improvement with
[09:42:21] regard to the marketing just based off
[09:42:22] the results you're hanging. Knowing what
[09:42:24] I know, especially with where you're
[09:42:25] trying to get, you're obviously not
[09:42:26] running that that demographic and you
[09:42:27] haven't had success with it. So, that's
[09:42:29] number one. And then from there, when we
[09:42:30] generate leads, rather than having you
[09:42:32] manually do it, we handle the follow.
[09:42:33] Okay? So, we have built an AI that
[09:42:35] nurtures the leads for you so that you
[09:42:36] don't have to. The most important thing
[09:42:38] when it comes to getting leads through
[09:42:39] the door speak lead. I'm sure you know
[09:42:40] that. But you've been up study back in
[09:42:42] 2018 across over a thousand brick
[09:42:43] businesses in America. But what they
[09:42:44] found was that if you're not following
[09:42:45] up within five minutes, your chance of
[09:42:46] getting them through the door drop by
[09:42:47] over 4%.
[09:42:48] >> So I know you're calling them
[09:42:49] immediately, but you're human. You know,
[09:42:51] you can't you can't get to all of them
[09:42:52] within 5 minutes. And so because of
[09:42:54] that, I'm sure you're missing some
[09:42:55] opportunity of getting that show rate to
[09:42:56] be a little bit higher than it could be.
[09:42:58] So all we would do is remove you your
[09:42:59] team from doing that and handle it for
[09:43:00] you guys.
[09:43:03] I'm skeptical, but I'm listen.
[09:43:05] >> Have you ever had a company do that for
[09:43:06] you?
[09:43:06] >> No. Okay,
[09:43:08] >> there's there's some there's some AI
[09:43:09] options on my automation. I haven't
[09:43:13] dabbled in them too much. I' I've
[09:43:14] switched some on and seen it.
[09:43:16] >> So, we've got a team we've got a team
[09:43:18] 24/7 that monitors it to make sure it
[09:43:19] looks the [ __ ] up.
[09:43:20] >> That's fair.
[09:43:21] >> You know, so that's what we do because
[09:43:22] it's not there yet. So, be careful of
[09:43:23] doing AI stuff like that because it will
[09:43:24] be bad. You know what I mean? It's not
[09:43:26] there yet. So, that's that's what we do
[09:43:28] with lead nurturing. And then to go back
[09:43:29] to the marketing, one one thing that's
[09:43:30] really really bad right now is you guys
[09:43:31] are using lead forms and getting almost
[09:43:33] a $40 cost lead. Do you know what a lead
[09:43:34] form is? A Facebook lead form.
[09:43:36] >> Yes. where they complete the form on
[09:43:38] Facebook.
[09:43:38] >> No. So, here's the deal with it, though,
[09:43:39] is when you click on it, they have it so
[09:43:40] that your information automatically
[09:43:42] populates. So, if I were to click on the
[09:43:43] lead form, my information, I don't have
[09:43:44] to manually put it in, it automatically
[09:43:46] gets put in there. All I have to do is
[09:43:47] click submit. There's literally no
[09:43:48] friction. Because of that, you get a ton
[09:43:49] of lead that don't know what they sign
[09:43:50] up for. That why you get that. That's
[09:43:52] why when they're reaching out to people,
[09:43:53] they're not answering or they say, "I
[09:43:54] didn't stop calling me. I didn't spend
[09:43:55] my information because their their kid
[09:43:57] did or their pocket did, right? Their
[09:43:58] phone was moving around in their pocket
[09:43:59] something." So what I'm saying is rather
[09:44:01] than running lead forms, what we do is
[09:44:02] we run landing pages where we send
[09:44:03] people on Facebook to a customuilt
[09:44:04] landing page based off that market
[09:44:05] segment we're advertising to and then
[09:44:06] they have to they put their information
[09:44:08] in. So just changing that gets a much
[09:44:10] higher book rate and sure and it closes
[09:44:11] from those that come in
[09:44:12] >> a more quality lead too, right?
[09:44:13] >> It's a higher intent. There's way more
[09:44:14] friction. Exactly. Make sense?
[09:44:17] >> Makes a ton of sense.
[09:44:18] >> Okay. So that that's what we would do
[09:44:19] there. And then as far as your ad spin
[09:44:21] is concerned, here's the deal. You up
[09:44:22] the ad spend to like 15 a month, but
[09:44:24] because they're not managing your
[09:44:24] calendar and following up with the
[09:44:25] leads, they're just leaving the faucet
[09:44:26] on, wasting money. So what we do is this
[09:44:29] at the first week we do a market test.
[09:44:30] We take $500 doesn't mean we're going to
[09:44:31] spend it all. The purpose of that is to
[09:44:33] see number one how receptive is your
[09:44:34] market to our marketing and based off
[09:44:35] your guys availability to take
[09:44:36] appointments. What do we need to spend
[09:44:37] to get them filled up? Because if you
[09:44:38] start generating a
[09:44:39] >> right see this could have been another
[09:44:41] opportunity for me to ask because this
[09:44:42] is a pillar is the market test because
[09:44:45] no one ever does that. But I could have
[09:44:46] asked him at the other agency you work
[09:44:48] with, did they how did they tell you to
[09:44:54] or no, I would have said with the
[09:44:56] marketing agency that you're currently
[09:44:57] working with, what was their explanation
[09:45:00] for the ad spend that you're spending?
[09:45:03] Did they tell you you have to spend
[09:45:05] $1,500? What was their explanation for
[09:45:07] it? Or did they have one? Oh, that they
[09:45:09] said that's just what we should spend.
[09:45:12] Okay. So, they just told you you should
[09:45:13] just spend 1,500 because that's what
[09:45:14] they spend for everyone else they work
[09:45:15] with that are in different markets and
[09:45:17] have different gems. Yeah. Okay.
[09:45:21] Do you think that that's the best way to
[09:45:22] go about doing it? All right. Because
[09:45:25] what we do is we do a market test to see
[09:45:27] how the market responds because we know
[09:45:30] every market is different. You could run
[09:45:31] the exact same ad in the for the for one
[09:45:34] gem that's in a completely different
[09:45:36] market than another and it will perform
[09:45:38] completely different,
[09:45:40] right? And because of that, we want to
[09:45:41] run a market test to be able to then
[09:45:43] come back to the owner based off the
[09:45:44] data and say, "This is what you should
[09:45:46] spend." Realistically, this is what you
[09:45:48] should spend to be able to get you to
[09:45:50] where you're trying to get, right? Based
[09:45:51] off the data. And so, that is another
[09:45:55] mistake that I could have asked.
[09:45:57] >> And you lose counter slots and you get
[09:45:58] it too full, you're wasting money
[09:45:59] because you don't want to be booking
[09:46:00] lead more than three out. And if you've
[09:46:01] only got a couple slots left, you don't
[09:46:02] want to be running ads because people
[09:46:03] will not book appointments. You'll be
[09:46:04] generating leads that don't have slots
[09:46:05] to book for them. Even though you have
[09:46:07] got some slot open, you want to turn the
[09:46:08] ads off. that's going to be able to
[09:46:09] produce the most profit for your money.
[09:46:10] You see what I'm saying?
[09:46:12] >> Okay. So, that's what we would do as
[09:46:13] start is we run that market test to see
[09:46:14] what do we need to spend. But on top of
[09:46:15] that, since we're managing your
[09:46:16] calendar, we'll be turning the ads on
[09:46:17] and off to make sure we don't waste mine
[09:46:19] >> where with what you guys are doing right
[09:46:20] now. You have the ads are just on, you
[09:46:22] know, kind of like I don't know if you
[09:46:23] have kids, but maybe they leave their
[09:46:24] lights on. I used to do my dad used to
[09:46:25] get mad, right? It's wasting money.
[09:46:28] >> Make sense,
[09:46:29] >> right? So, that could have been another
[09:46:30] thing I could have asked is with the
[09:46:32] company you're working with right now.
[09:46:33] If your calendar gets full and people
[09:46:36] and it's full and what I mean by full is
[09:46:39] if somebody opts in, a new person opts
[09:46:40] in, do they have the opportunity to
[09:46:42] schedule appointment, right? Like cuz
[09:46:44] your calendar is full. They don't. And
[09:46:46] so to the other company, did they manage
[09:46:48] your calendar? Like if your calendar was
[09:46:51] full, did they leave your ads on? Yeah.
[09:46:53] I mean, probably. Okay. So then they
[09:46:55] wasted your money.
[09:46:58] Like do you see that that that company
[09:47:00] wasted your money then? If they left
[09:47:01] your ads on, generated you leads when no
[09:47:05] one could book appointments, they wasted
[09:47:06] your money. And not only they waste your
[09:47:07] money, they burned leads. You got leads
[09:47:10] that couldn't book appointments.
[09:47:12] That's a bad thing, right? You can't
[09:47:14] just keep regenerating the same lead.
[09:47:16] That's not how it works, right? If you
[09:47:17] opt in to a business and you you don't
[09:47:19] have a a slot to book an appointment and
[09:47:22] you're not that serious about it, you're
[09:47:24] just going to say bye and go somewhere
[09:47:26] else where you could do it. That's it.
[09:47:28] You had a bad experience. you're gone,
[09:47:30] right? So, that would have been another
[09:47:32] opportunity for me to have created more
[09:47:34] value and build more value and what
[09:47:36] we're doing in talking about now
[09:47:38] >> sense. Okay. So, those are really the
[09:47:41] main technical things that we would be
[09:47:42] able to do to enhance your overall
[09:47:43] profit with money spending. Do you see
[09:47:44] how that would help?
[09:47:46] >> Yeah, I like the uh uh actually putting
[09:47:50] more friction between it. Like I did a
[09:47:52] little bit of this with uh who I mess
[09:47:53] with
[09:47:56] >> I I haven't read anything. What's what's
[09:47:58] he do with this thing?
[09:47:59] >> Uh Jim Jim
[09:48:02] [Music]
[09:48:03] BG legend. Anyhow, he had a uh not it
[09:48:06] wasn't his direct business. It's kind of
[09:48:08] sub subset one uh where we did they did
[09:48:11] some advertising lead generation for me
[09:48:12] and then uh we we would book calls. So
[09:48:14] then they would manage the lead that
[09:48:15] came in wisdom automation and JBT. They
[09:48:18] would get on the phone for me and call
[09:48:19] them, right? They would book the lead to
[09:48:21] a discovery call with myself. So they
[09:48:24] would sort out all the front end and
[09:48:25] meet with a phone call appointment. I
[09:48:26] would book in person appointment from
[09:48:27] the phone. That's as close as I've come
[09:48:28] to adding more friction to it. And I've
[09:48:30] always tried to peel friction back and
[09:48:31] just go for a very direct offer with low
[09:48:33] pressure,
[09:48:34] >> right? So the end of the day, if it
[09:48:35] works, it works, man. I don't care. But
[09:48:36] I mean, so yes.
[09:48:38] >> Yeah. All we're doing different from
[09:48:39] what you're doing now is we're speaking
[09:48:40] to different market segments very
[09:48:42] directly. But right right now, you're
[09:48:43] not doing that. It's very service level.
[09:48:44] And then from there, rather than sending
[09:48:45] them to a form where they just have to
[09:48:47] click a button, they don't have to type
[09:48:48] their information in. And the form
[09:48:49] doesn't have any supporting information.
[09:48:51] If you look at the form, all it says is
[09:48:52] input your information below. It doesn't
[09:48:54] state anything about what they're
[09:48:55] signing up for. So the difference
[09:48:56] between what we do and that is we're
[09:48:58] sending them to a place that has way
[09:48:59] more information specific to them where
[09:49:00] they have to put their phone number,
[09:49:01] their email and their name. Then they
[09:49:03] have to go to the counter page and book
[09:49:04] an appointment. So
[09:49:05] >> So on flip side, I mean I also have the
[09:49:06] capability to do this. I could just go
[09:49:07] on back end and build myself a brand new
[09:49:09] funnel and then plug my funnel link into
[09:49:11] the Facebook click button. That's
[09:49:12] essentially what you got going. Right.
[09:49:13] >> Right. But we have an optimized landing
[09:49:14] page for those different market
[09:49:15] segments. The reason why he's not doing
[09:49:16] that because if you built a landing
[09:49:17] page, you would get no leads. He's
[09:49:18] getting you $40 leads with lead forms.
[09:49:20] That's awful
[09:49:22] because there's no friction. Because
[09:49:23] once you send a lead to a landing page
[09:49:25] with a bunch of information and you have
[09:49:26] to have it dialed in and know that it's
[09:49:27] going to convert
[09:49:29] >> at a glance, this is the concept you're
[09:49:32] going to
[09:49:34] spot. Sign up now. Whatever it get more
[09:49:36] information, we'll reroute them to a new
[09:49:38] landing page where we got some we got
[09:49:39] some bells and whistles and like, hey,
[09:49:40] here's the challenge. Here's the
[09:49:41] testimonials.
[09:49:42] >> We'll put your stuff in to reserve your
[09:49:44] intro. Whatever the ask is,
[09:49:46] >> which I can build. I don't really want
[09:49:47] to build, but you guys already have them
[09:49:48] built. You're going to build for me
[09:49:49] potentially, right?
[09:49:50] >> Right. We already have it optimized.
[09:49:52] Yeah. So, we already know. a little word
[09:49:53] as far as everything. So, what I'm
[09:49:55] saying is the fact that you have a
[09:49:56] marketing guy running advertising for he
[09:49:58] who runs marketing for hundreds of gyms
[09:49:59] probably. Yeah, he's not using a landing
[09:50:00] page. That's very lazy. Like that's what
[09:50:03] it is. I mean, it's literally an instant
[09:50:04] form. If you click on it, it just says
[09:50:06] input your information below and their
[09:50:06] information automatically populates. The
[09:50:09] easiest way to get leads and you're not
[09:50:10] seeing many leads,
[09:50:11] >> right? And I and I have seen the steady
[09:50:13] decline is
[09:50:13] >> Yeah, you said you want a better
[09:50:14] quality, right?
[09:50:15] >> Yeah.
[09:50:15] >> That's how you get better quality
[09:50:17] >> and it different. It's a different
[09:50:18] animal than it was two three years ago
[09:50:19] with running Facebook ads, too. Already
[09:50:20] it's still morphing and changing. Well,
[09:50:23] has you run any Tik Tok advertising for
[09:50:24] your
[09:50:24] >> I'm getting tra No, no, no Tik Tok yet.
[09:50:26] Uh Beats go tandem with Instagram. We've
[09:50:28] been doing a lot.
[09:50:30] >> Most of what we looked at actually I
[09:50:31] think are they might be No, they're not
[09:50:32] strictly real based. We do a lot of
[09:50:34] reals uh and then some regular posts,
[09:50:36] right? Some pics, some video, short
[09:50:38] clips.
[09:50:39] >> Okay.
[09:50:40] >> But then Tik Tok, should I be on Tik
[09:50:41] Tok, too?
[09:50:42] >> You don't need it on Tik Tok, but Tik
[09:50:43] Tok ads are converting very well. Tik
[09:50:45] Tok, the issue with Tik Tok ads is, and
[09:50:47] the reason why your guys probably not
[09:50:48] doing them is they require a lot more
[09:50:49] optimizations because they die a lot
[09:50:50] faster than Facebook and Instagram ads.
[09:50:52] So, you have to really stay on top of
[09:50:53] them where with Facebook it's like twice
[09:50:54] a week, once a week. With Tik Tok, it's
[09:50:56] like every other day,
[09:50:59] but there's a lot of opportunity.
[09:51:00] >> I'm I'm sure. And I always think about
[09:51:01] the market throwing in my head. I'm
[09:51:03] like, my 50-year-olds on TikTok. And I
[09:51:04] think they are.
[09:51:06] >> There definitely people on Tik Tok.
[09:51:07] There's over 34% of Americans on Tik
[09:51:08] Tok.
[09:51:09] >> Oh god.
[09:51:12] >> Take over.
[09:51:13] >> Yeah. They might get kicked out. See if
[09:51:15] they can't bend. But that's what we
[09:51:16] would do technically prior to doing any
[09:51:17] of that. What we would do is bomb your
[09:51:18] other client. Be clear on what your
[09:51:19] refer process looks like when people do
[09:51:20] come in. what that sales process looks
[09:51:22] like. Get clear on it and then all we
[09:51:23] would ask you and your team to do get
[09:51:24] people coming in is to record those
[09:51:26] consultations on your phone because all
[09:51:27] we like to do is hop on oneonone
[09:51:28] depending on your conversion and provide
[09:51:29] you guys with feedback, support you guys
[09:51:31] to get better at closing the people
[09:51:32] through the door.
[09:51:34] >> Okay. So, you're going to offer some
[09:51:35] some sales training as well.
[09:51:36] >> Well, that's included. It's a portable
[09:51:37] bin.
[09:51:38] >> Okay. You're adding value. Keep going.
[09:51:40] >> This is this is the deal. Everything is
[09:51:42] in a one month engagement. I know I'm
[09:51:43] going to be able to get way more people
[09:51:44] through your door for warrior spending
[09:51:45] right now. I don't know if you'll close
[09:51:46] them. So, we do a one month engagement
[09:51:47] to see if it's mutually beneficial.
[09:51:48] >> You you get them in here, man. I'll
[09:51:49] close. I think we're gonna be best
[09:51:51] friends.
[09:51:51] >> I'm I'm a shark. Just put them in front
[09:51:52] of me. That's why I was going minutes
[09:51:53] late. I was I was selling and I have
[09:51:55] honestly because the fight's been a
[09:51:57] little drier. I picked a lot of my my
[09:51:58] other folks to the side. I'm like, I'm
[09:51:59] going to close. I'm come back. Close.
[09:52:00] I'm coming to sell.
[09:52:01] >> You're having a step back in,
[09:52:02] >> right?
[09:52:04] Okay.
[09:52:04] >> Yeah. Which obviously like it enjoy it.
[09:52:06] That's like how you do.
[09:52:08] >> I owe the company. I feel
[09:52:11] >> so I should have asked him just in terms
[09:52:14] of the process how you feel ultimately
[09:52:16] this I did a decent job on the discovery
[09:52:22] right you know I did a decent job here
[09:52:25] but I didn't even ask him what his goals
[09:52:27] were right like I did these two pretty
[09:52:31] pretty good I would say based off the
[09:52:33] individual I was working with the
[09:52:35] prospect but I didn't do this and then
[09:52:37] in addition to that my pitch It is
[09:52:40] absolutely terrible. Absolutely
[09:52:42] terrible. There is no consistency with
[09:52:46] it. I also had it all over the place.
[09:52:49] And I didn't I just didn't I my
[09:52:51] transition to the pitch was bad. I also
[09:52:53] didn't do a temperature check to ask him
[09:52:57] how's he feeling. Like I didn't I'm not
[09:52:59] gauging whether or not he's sold. Right.
[09:53:02] Sometimes,
[09:53:04] you know, I'll skip that just because I
[09:53:06] can tell the person's sold. But it
[09:53:08] doesn't matter. You shouldn't skip it.
[09:53:11] It's only gonna it's only going to help
[09:53:12] you out because even if you think you
[09:53:14] assume somebody sold, they might not be,
[09:53:17] right? They might be giving you all the
[09:53:18] buying signs possible, making you feel
[09:53:20] like it's a done deal, and then you go
[09:53:22] to ask for the payment and they're like,
[09:53:24] "No, this I don't think it's gonna help
[09:53:25] me at all later."
[09:53:28] Right? Like that that can happen. Um so
[09:53:31] yeah I just reflecting as I watch this
[09:53:34] um I know there's a lot of room for
[09:53:36] improvement but again this was a very
[09:53:38] difficult prospect and I do sign up
[09:53:40] right so even though I missed a lot of
[09:53:42] stuff because I followed this process
[09:53:46] loosely I was still able to have success
[09:53:50] sales guy but I like being back toback
[09:53:52] sales especially with guys like you
[09:53:53] these are the fun ones you know give you
[09:53:55] a little friction but I also know what I
[09:53:57] eat right and I I've been drugged around
[09:53:59] to I've been in the have been doing this
[09:54:01] stuff for a while and I am all about
[09:54:03] trying to find something that I can get
[09:54:05] put in place to give me a little bit
[09:54:06] more uh seamless flow and like all right
[09:54:09] cool my ad guys have this this is done
[09:54:11] this is good now question for you and
[09:54:13] maybe this is for the other side of it
[09:54:17] your guys product come management
[09:54:20] when they I'm going to have access to
[09:54:21] that to see the lead coming in right
[09:54:24] >> can I should I have the ability to
[09:54:25] integrate with my current
[09:54:28] options we would be able to review that
[09:54:29] through the onboarding But the whole
[09:54:30] goal is to make it as hands off as
[09:54:32] possible, right?
[09:54:33] >> But I'm not opposed to keep keep these
[09:54:35] leads separate on this calendar here.
[09:54:36] I've done that the past and then once
[09:54:37] they book and I sell them, I put them in
[09:54:38] my channel that I use currently and
[09:54:42] >> options. Does your does your software
[09:54:44] whatever your CRM? It's probably is it
[09:54:46] based off of Pixel? What are you guys
[09:54:47] using?
[09:54:48] >> Is he using high level? Is it It's high
[09:54:50] level Fit Excel. Is that his software?
[09:54:52] >> Yeah, it's a it's a it's a white label
[09:54:54] Fit Excel.
[09:54:54] >> He uses high level. It's high level. He
[09:54:56] white labelled it for his Fit XL. That's
[09:54:58] got to be what it is. Yeah, that's what
[09:54:59] >> we use high level.
[09:55:00] >> Okay. Most people do. Um, okay.
[09:55:03] >> So, that's super easy. Yeah. The reason
[09:55:05] this is how it works for us is we like
[09:55:06] to keep stuff the front end stuff. Once
[09:55:08] we get people through the door, you put
[09:55:09] it in your system because you're able to
[09:55:10] really easily track exactly what we're
[09:55:12] getting you where right now with what
[09:55:13] you're doing, it's a conglomeration of
[09:55:15] and you're not able to say this.
[09:55:17] >> Yep.
[09:55:18] >> Well, or my Google and my organic and
[09:55:20] you guys manage Google ads.
[09:55:22] >> We do do Google ads, but based off based
[09:55:24] off what you're doing right now with
[09:55:25] your reviews, that might be a waste of
[09:55:26] money. So people think this game I threw
[09:55:27] 500 bucks a month at Google right now
[09:55:29] and I split it between some paid ads.
[09:55:30] >> I could run a test a heat map. It's
[09:55:31] called local falcon. I've got it's
[09:55:32] pretty expensive but I have a
[09:55:33] subscription for it and it'll show you
[09:55:34] how you rank in any type of radius for
[09:55:36] specific keywords. You probably don't
[09:55:38] need to run too fast because you're you
[09:55:40] probably getting 10 15 reviews a month.
[09:55:42] Good reviews. That's one of the
[09:55:43] heaviliest weighted variables of Google
[09:55:44] when it comes to SEO. So you're doing
[09:55:45] what you should be doing. That's why you
[09:55:46] do it for gym. They don't do it. And
[09:55:48] it's the easiest remarketing you can do.
[09:55:50] The most effective you get someone to go
[09:55:51] to your website. That's not a Facebook
[09:55:52] lead, right?
[09:55:54] >> That's a better lead on. So you might
[09:55:56] not need to be spending that, but we do
[09:55:58] do Google, but if you rank high, it's
[09:56:00] it's not necessary.
[09:56:01] >> You guys do the whole Do you guys do the
[09:56:02] whole build, too? Like website the whole
[09:56:05] >> No, we don't do website development. We
[09:56:06] build our own landing pages that we can
[09:56:07] drive traffic to, not to your website.
[09:56:09] >> No problem. I'm just curious because
[09:56:10] that's a current part of what I'm
[09:56:12] involved with.
[09:56:13] >> Okay. Wait, just through the process,
[09:56:15] you feel
[09:56:17] >> uh you entice me with the the monthly
[09:56:20] commitment, right? To see if it works.
[09:56:21] You seem super
[09:56:22] >> month engagement.
[09:56:23] >> Okay. So, I did ask them, right? Just in
[09:56:25] terms of the process, how do you feel?
[09:56:26] So, I am doing a tin chart right right
[09:56:32] now. That that's what I'm asking right
[09:56:33] here. Right. In terms of the process,
[09:56:35] how do you feel? So, thank God I asked
[09:56:37] that. It's not even a monthly thing.
[09:56:39] It's literally we'll onboard you, give
[09:56:40] you our sample approval. We'll work
[09:56:41] through what your process look like, run
[09:56:42] for 30 days, evaluate results, determine
[09:56:44] next steps. It doesn't go monthto month.
[09:56:45] We do a business advice to analyze the
[09:56:47] data. And in this situation, what we
[09:56:48] would do is compare it to what we've
[09:56:49] been doing, which is not very effective.
[09:56:52] What I don't love still is we're
[09:56:54] creating a lot of work through having to
[09:56:56] recreate more advertising. I've really
[09:56:57] been shopping for somebody that can just
[09:56:58] make my freaking ad. Make make a put
[09:57:00] find a cute fit girl that's not too fit
[09:57:02] and not too cute. Put her on there for
[09:57:03] me. I don't care if she comes to my gym
[09:57:05] or not, man.
[09:57:05] >> If you don't if you don't want to make
[09:57:06] your own if you don't want to do it, we
[09:57:07] can use our own stuff and it will crush.
[09:57:09] But it it you know it's not
[09:57:13] >> I could care less.
[09:57:14] >> Okay. If you don't care, then we can do
[09:57:15] that's easier for
[09:57:16] >> What about this? What are we going to
[09:57:17] split the field here? Because we're
[09:57:18] going to find out the the decagon,
[09:57:20] right? So you're talking about
[09:57:21] essentially running like 50 ads, 25 of
[09:57:24] them per sex,
[09:57:26] five male ads and each subset has a
[09:57:28] different age bracket, right? We got
[09:57:29] >> So we have five male ad audiences and
[09:57:32] then five female audience by Yeah,
[09:57:34] >> that got it.
[09:57:35] >> I knew that. I know the shapes and the
[09:57:36] size 10 and
[09:57:38] >> what if what if we split testing on that
[09:57:40] too without interfering with the pure
[09:57:41] standards, but I'm genuine. you guys run
[09:57:43] some of your tested stuff and then we
[09:57:45] re-record a four-year-old ad that's
[09:57:46] target a four-y old man and I film it
[09:57:48] myself and put my face against what
[09:57:49] you're running and see because then what
[09:57:50] what I'm trying to bait out is like do I
[09:57:52] have the resources to film all this
[09:57:54] stuff? I don't I struggled with this. I
[09:57:55] don't have women here to film ads. I
[09:57:57] don't I've tried to get some members.
[09:57:58] They're terrible. They ice up on camera
[09:58:00] like even review stuff. It just [ __ ] it
[09:58:03] has.
[09:58:03] >> Yeah. Here's what I'll say. We have
[09:58:05] everything we need to get you very good
[09:58:06] results. If you can get those done, it
[09:58:08] will help us improve the results. But we
[09:58:11] have our stuff dialed in. said, "You're
[09:58:12] okay with, you know, us using our
[09:58:14] stuff?"
[09:58:15] >> Yeah, I'd like to see it first before I
[09:58:17] use your
[09:58:19] >> Maybe I see it. I'm like, refilm this.
[09:58:21] I'll do it. What? But
[09:58:22] >> day, I don't really care. I want
[09:58:23] whatever is going to drive traffic.
[09:58:25] >> Uh what's
[09:58:26] >> good? Then we're on the same page here.
[09:58:28] >> What What's my monthly? Is there a
[09:58:29] startup? What's my monthly investment?
[09:58:31] >> Yeah. So, this is how it works. First
[09:58:33] thing we would do is this payment, sign
[09:58:35] the agreement, book an onboarding call
[09:58:36] for you to hop on with my team. We're
[09:58:37] then clear on what your process looks
[09:58:38] like right now, and then determine the
[09:58:39] next steps to get you guys in a position
[09:58:40] to launch it. is like I said, we want to
[09:58:41] get clear with what your sale process
[09:58:42] looks like and then get you recording
[09:58:44] these. Clearly, you're a savage, but all
[09:58:46] the best sales guys, you know, bit got a
[09:58:47] coach, they they review their stuff,
[09:58:48] they role play. So, that's all we would
[09:58:50] want to do is get through with that
[09:58:50] process to help support you to refine it
[09:58:52] and just get a second set of eyes. So,
[09:58:53] once we get you in that that position to
[09:58:55] launch it, that's when the 30 days, the
[09:58:56] one month engagement would start. Does
[09:58:57] that make sense?
[09:58:59] >> Yes. So, my 30 days is not starting
[09:59:01] until everything's saddled up and ads
[09:59:04] are made and landing pages built and all
[09:59:05] the things until
[09:59:08] you turn the ad, right? You guys already
[09:59:09] have the landing page, have all the
[09:59:10] things. You're just going to change it
[09:59:11] to my name and do stuff and plug and
[09:59:12] play.
[09:59:13] >> Yeah.
[09:59:14] Enabled you to scale this to 400. Good
[09:59:16] for you, Jacob. Good for you. When did
[09:59:18] you start this company? Seven years ago.
[09:59:20] Seven years. Like, is it growing?
[09:59:24] >> Yeah, it's growing.
[09:59:24] >> Good.
[09:59:25] >> Like to do that.
[09:59:26] >> Need it.
[09:59:28] I need it. Another gym need it.
[09:59:30] >> You just need more marketing. You're a
[09:59:31] good sales guy. You got lazy marketing.
[09:59:33] >> That's fair. I I've leaned a lot on just
[09:59:35] the the clout of being the mature gym in
[09:59:38] town with a lot of Google reviews and a
[09:59:39] great reputation and very good word of
[09:59:40] mouth. I mean, that's what we stand on.
[09:59:42] >> I got some competition. There's five or
[09:59:44] six other micro gyms in town now.
[09:59:47] >> Yeah, they accept the reviews you have.
[09:59:48] I'm sure I'm sure that helps you a lot
[09:59:49] because I bet they don't have that
[09:59:50] process in place.
[09:59:51] >> But the investment for us to take that
[09:59:53] lazy marketing and turn it to the level
[09:59:54] is $1,500.
[09:59:56] >> Okay. Is that the ongoing cost per
[09:59:57] month?
[09:59:58] >> Yeah, if we were continue doing dumpy
[09:59:59] market.
[10:00:00] >> Okay.
[10:00:02] >> Right. Right. And I just did the
[10:00:04] investment where I just said the
[10:00:05] investment to take a lazy marketing. I
[10:00:08] don't even remember what I just said
[10:00:09] there, but right just kind of bantering
[10:00:13] with him, but the investment, right? I
[10:00:14] didn't say the price is this. And I also
[10:00:16] didn't tell him the price when he asked
[10:00:17] it, right? What does it cost? I told him
[10:00:20] the way this works is if you're ready to
[10:00:22] get started, we process payment, sign
[10:00:24] the agreement, we hope you all call.
[10:00:25] Does that make sense? And I let them
[10:00:27] know what the next steps are if we move
[10:00:29] forward. And that includes the followup
[10:00:31] to until they are booked, right?
[10:00:33] >> That includes everything where we're not
[10:00:35] only booking them, but we're getting
[10:00:35] them to show off. And if they don't show
[10:00:36] up, you mark them as we work to
[10:00:37] reschedule.
[10:00:39] >> Yeah. This is what I did. Uh I had a
[10:00:41] service that did add it for me and it
[10:00:42] was Yeah. different than you guys. A
[10:00:44] little clunky. A little clunky. They
[10:00:46] were great at it. Are you Are you great
[10:00:47] at it?
[10:00:48] >> Yes. Following up, getting them in here,
[10:00:50] being relentless on the no shows, the no
[10:00:51] communication. Cancels. I don't know. I
[10:00:53] got check with my wife, see what my kids
[10:00:54] sport schedule is. I'll get back to you.
[10:00:55] You good at those?
[10:00:56] >> Super aggressive, but not too
[10:00:58] aggressive, right? We'll turn them off.
[10:01:00] >> We get much better results than the
[10:01:01] staff or the owner at time handle it.
[10:01:02] This is typically what we see is when
[10:01:03] the staff and the team would handle it.
[10:01:05] They would get about 10 to 15% of lead
[10:01:06] generated to show up. With us handling
[10:01:07] it, we get about 30 to 40.
[10:01:09] >> Yeah, I'm willing to give it a shot,
[10:01:10] man. And if it works well, I mean, with
[10:01:12] the Facebook budget, you want to run the
[10:01:13] first month just
[10:01:14] >> what we'll do first, like I said, it'll
[10:01:15] take $500 to spend for the week. Doesn't
[10:01:17] mean we're going to spend it all, but
[10:01:19] we got him. We got him, right? We got
[10:01:23] him here. So, I mean, there's really not
[10:01:24] much more to go over, but uh I think I
[10:01:26] do mention a funny joke or I kind of
[10:01:28] mess with them, a political joke. I want
[10:01:31] to run it until that. Um, and then we
[10:01:33] can kind of recap, but we got right.
[10:01:36] This was a this was a fight. If you've
[10:01:38] ever gone deep sea fishing, this was a
[10:01:41] this was a big one and this was a
[10:01:43] satisfying one. What we'll be able to
[10:01:45] come back to you with after that week is
[10:01:46] data based off how your market responds
[10:01:48] to our marketing and your team's
[10:01:49] availability of big consultations and
[10:01:51] they'll be able to tell you this is what
[10:01:52] we recommend spending because right now
[10:01:53] you're spending 1500 bucks a month if
[10:01:54] you don't really know what you're
[10:01:55] getting.
[10:01:56] >> Okay. Uh so you guys are after uh
[10:02:00] [ __ ] you want 1500 a month. Good lord.
[10:02:02] All right. You want 18 grand a year to
[10:02:05] do my nurturing?
[10:02:07] I get a discount if I pay for a quarter
[10:02:08] or year in full.
[10:02:10] >> If you pay for a year in full C, we
[10:02:11] could definitely talk about that.
[10:02:13] Although right now, here's what I'll
[10:02:14] tell you because last thing I would want
[10:02:16] to do is have you do something that's
[10:02:17] not in your best interest, but I know
[10:02:18] for a fact we're going to be able to
[10:02:19] improve your results a lot. So, here's
[10:02:21] what I'll say. If we can't beat the
[10:02:22] results you've been getting, because
[10:02:23] this is a one month engagement, I don't
[10:02:24] want to work with you for a year. We
[10:02:25] might find out we don't work well
[10:02:26] together in a month. And if that's the
[10:02:28] case, we don't want to hurt together,
[10:02:29] right? It doesn't doesn't make sense.
[10:02:30] So, this is what I'll say is if we can't
[10:02:31] beat your results, I'll give you the
[10:02:33] $1,500 back. I can't give you your ad
[10:02:34] spin back, but I'll guarantee you if we
[10:02:36] can't improve the results you got in
[10:02:37] October, in November, or at least the 30
[10:02:38] days of running it from when we do, I'll
[10:02:40] give you that money back. As long as you
[10:02:41] have that data,
[10:02:42] >> those aren't the results I want to put
[10:02:43] it up against. I want to put up against
[10:02:44] what I ran some.
[10:02:46] >> Okay, that's that.
[10:02:47] >> And I I don't recommend doing that, but
[10:02:49] the only reason why I did that is just
[10:02:51] because I'm so confident we can improve
[10:02:54] his results, right? And obviously I'm
[10:02:57] the owner of the company. I had other
[10:02:58] people on my team that handle sales. I
[10:03:00] would not allow my sales team to do
[10:03:02] that. I'm just doing it because I'm just
[10:03:04] having a good conversation with this guy
[10:03:05] and I want to kind of just give him that
[10:03:07] reassurance because I know we can. But I
[10:03:10] didn't need to do that.
[10:03:11] >> That's the other the other gentleman
[10:03:12] that I'm talking back with that used to
[10:03:14] run ads for me. I have not had another
[10:03:15] phone call with him to go back in. Um
[10:03:18] have him pick it up. Now that was a
[10:03:19] little bit more niched. It was all niche
[10:03:20] stuff and male. We did some co- We were
[10:03:22] some female stuff, too. But those were
[10:03:23] better results than what we just clamped
[10:03:25] at. We were still at 18 to 22
[10:03:28] a lead, but they were quality. They were
[10:03:31] good. My show rates were higher. My
[10:03:32] bookings were higher. My conversion was
[10:03:33] higher uh than what we're doing now.
[10:03:35] >> That's bother me. I know we can.
[10:03:38] >> What's your guys go for cost per lead?
[10:03:40] >> So, my goal is to improve the results
[10:03:41] you're getting right now. And again,
[10:03:42] looking at what you were doing in the ad
[10:03:43] account, I know for a fact we can do
[10:03:44] that.
[10:03:46] >> Okay.
[10:03:47] Oh, and I mean with you for and 1500 and
[10:03:51] then you want you're probably going to
[10:03:52] recommend what I spent two grand a month
[10:03:53] in ads.
[10:03:54] >> No, we don't know.
[10:03:56] >> Okay. Uh I mean I'm especially see and I
[10:03:59] and I go back and forth because right
[10:04:00] now, right, we got elections and I'm
[10:04:01] coming into uh I'm very excited for
[10:04:02] Tuesday by the way. Um
[10:04:05] >> are you
[10:04:07] Click. I'm going to click straight out
[10:04:08] of here. Jacob,
[10:04:10] you know how
[10:04:11] >> Oh my god. Bleeped it out. Oh, you
[10:04:14] missed it.
[10:04:15] >> I'm right with you.
[10:04:19] >> Rogan amazing. I watched it last night.
[10:04:21] >> All right. Well, you could try and
[10:04:23] decipher what that was, but um yeah,
[10:04:28] I'll leave it up to your imagination.
[10:04:30] You can decipher it. But uh I was just
[10:04:32] bantering back and forth with them a
[10:04:34] little bit, right? because obviously
[10:04:35] we're going to work together. He's a
[10:04:36] great guy, awesome guy. Um it was just a
[10:04:40] fun conversation. It was a fun
[10:04:42] conversation across the board. Even my
[10:04:44] team uh my team member Chad uh really
[10:04:47] likes this guy, you know, and he said he
[10:04:50] really appreciated the whole experience
[10:04:51] he had with us from becoming a customer,
[10:04:54] right? Just cuz we we did it we did it
[10:04:56] well, right? And he respected that. So I
[10:04:59] hope this call helped. Obviously,
[10:05:02] like I said, in terms of how I would
[10:05:05] rank myself or rate myself as far as
[10:05:08] what I did when it came to the sales
[10:05:10] process, I think that there's a lot I
[10:05:13] could have improved on. Obviously, I
[10:05:16] missed some things, right? I uh from
[10:05:19] from, you know, top top of the funnel
[10:05:21] here
[10:05:23] as far as the sales process is
[10:05:24] concerned.
[10:05:26] I meant to grab it. uh but if we just
[10:05:30] look at this right as far as the sale
[10:05:32] process is concerned I did this just
[10:05:34] fine uh did this all right right did not
[10:05:38] do this I I literally didn't even do
[10:05:40] this which was a mistake this was a
[10:05:43] complete mistake right because had I had
[10:05:45] done this for the investment
[10:05:47] right where I went to the investment
[10:05:49] right the price pitch right here I could
[10:05:50] have set the investment to take you from
[10:05:53] the lazy market you have right now to
[10:05:56] goal whatever his goal
[10:05:58] is X, right? And I would have obviously
[10:06:00] just gotten him to admit, which he would
[10:06:01] have admitted, that now was the right
[10:06:03] time for him to make a change in his
[10:06:05] marketing, right? Because he that was
[10:06:08] the whole reason why I was on this call,
[10:06:10] right? He needed to change up his
[10:06:11] marketing process. He needs help with
[10:06:13] their returning leads because he's doing
[10:06:14] it. And that's exactly where we come in
[10:06:16] to help. So, I should have asked this
[10:06:19] because it would have helped out a lot
[10:06:21] more with the conversation. The
[10:06:23] transition was like blleh 50%, right? I
[10:06:28] don't want to give myself a check. The
[10:06:29] pitch was
[10:06:32] uh I was not happy with that. That was
[10:06:36] hard to watch. I'd probably say it was
[10:06:38] like a fourth, like 25%. Not good. You
[10:06:41] You can't really mess this up, right?
[10:06:43] Just in terms of the process, how you
[10:06:45] feel. I could tell that he felt good
[10:06:47] about it, right? Um and that's why I
[10:06:49] didn't ask him on a scale of 1 to 10,
[10:06:51] you know, where would you say you're at?
[10:06:52] one being bad timing. No, I just moved
[10:06:54] on, right? So, I it's kind of hard to
[10:06:57] mess up if you just go right into it.
[10:06:59] Price pitch. I mean, I did this right
[10:07:01] and I closed the deal, right? So,
[10:07:04] obviously, I didn't hit everything, but
[10:07:07] I still close the deal, right? So, you
[10:07:10] don't have to hit everything to be
[10:07:11] successful, but I hope you enjoyed this
[10:07:13] one. Like I said, watch this one over
[10:07:16] again a couple times because these ones
[10:07:19] are the ones that matter, right? If you
[10:07:21] can close people like this, this is how
[10:07:23] you're able to get to be closing at, you
[10:07:26] know, 50%. Above 50%. Like I've been
[10:07:30] able to, right? If you can close people
[10:07:32] like this, this is how you're able to
[10:07:34] win it. Because an easy rule of thumb,
[10:07:37] this, you know, every 10 calls you have,
[10:07:40] you'll probably be able to close two
[10:07:43] people, one or two people that, you
[10:07:46] know, anyone could close. You didn't
[10:07:48] close them because you're exceptional.
[10:07:49] you closed them because they came to you
[10:07:51] for help at the right time and you would
[10:07:54] have had to have really really messed up
[10:07:56] the call to have missed it. Right? Then
[10:07:59] there's one to two people that no matter
[10:08:03] what you do, they're not going to sign
[10:08:04] up. You're not going to close them,
[10:08:06] right? It's not the right time. It's
[10:08:07] like legitimately not the right time.
[10:08:09] Whatever reason, you're not going to
[10:08:11] close, right? But the eight in between,
[10:08:15] right? Two that you'll always get, two
[10:08:17] that you'll miss, one to two, right? the
[10:08:19] six to eight in between.
[10:08:22] That is where the killers thrive. And
[10:08:26] that's where I thrive, right? Because of
[10:08:28] this process. That's how you get a 50%
[10:08:31] closer rate, right? Because I'm
[10:08:33] dominating those people that are on the
[10:08:34] fence, right? They're not selling me on
[10:08:37] why this isn't going to work for them.
[10:08:39] I'm selling them on why they need me.
[10:08:42] And this was a perfect example of that.
[10:08:44] So, I hope this helped. I hope this
[10:08:46] helped. and I look forward to uh seeing
[10:08:50] you incorporate this into your process
[10:08:52] to get get deals cuz like I said, if you
[10:08:53] could do this, you are going to crush.
[10:08:55] So, hope it helped. I'll see you soon.
[10:09:02] Okay, so welcome to this part of the
[10:09:06] guide. And so this part I am going to be
[10:09:09] sharing with you my very own closure
[10:09:12] sheet and my projection sheet for sales
[10:09:16] appointments because if you're serious
[10:09:18] about doing this and you actually go all
[10:09:21] in to make this happen which if you do
[10:09:23] you will have success. You want to be
[10:09:26] tracking the results that you're getting
[10:09:28] so that you can measure things because
[10:09:30] if you're not measuring then you're not
[10:09:31] going to know ultimately you can't
[10:09:34] remember and if you don't have it you're
[10:09:35] not going to be organized and you're not
[10:09:37] going to be able to make tweaks to get
[10:09:39] better results and you're also not going
[10:09:40] to be able to identify where your faults
[10:09:44] lie to improve things. Okay. So this is
[10:09:47] the closer sheet that I use. It's blank
[10:09:50] right now because this is something that
[10:09:52] I'm going to be giving to you. If you
[10:09:55] sign up through my Go High Level
[10:09:56] affiliate along with everything else,
[10:09:58] right? If you're serious about doing
[10:10:00] this, you're going to need all of these
[10:10:01] assets to make sure that you can have
[10:10:03] success. And I made it very, very easy
[10:10:05] for you to get them for free. And so
[10:10:08] with this sheet, the way it works is you
[10:10:12] fill it out at the end of every single
[10:10:14] day. Okay? So all you do and since it
[10:10:18] will if it's just you or you have a
[10:10:20] teen, you can name the reps accordingly.
[10:10:23] But if it's just you and you're just
[10:10:24] doing this, all you need to do is go to
[10:10:26] that rep one and you can literally just
[10:10:30] change it to be yourself. You can pull
[10:10:32] it over here and put your name on it and
[10:10:34] then you would just open up
[10:10:37] the monk by clicking that plus button
[10:10:38] and then you literally just update it
[10:10:40] according to what happened at a day,
[10:10:44] right? So, how many book calls did you
[10:10:45] have? How many people did you speak to?
[10:10:47] How many people did you pitch? Uh,
[10:10:49] deposits, you can kind of ignore that. I
[10:10:51] don't ever do deposits, but it's just
[10:10:53] something I have on here. And then
[10:10:55] closes, and then for whatever your offer
[10:10:57] is, you know, you can have product a
[10:10:59] cash collected, revenue generated, and
[10:11:02] then you could have another product. So,
[10:11:04] if let's say, for example, you only sell
[10:11:06] reviews and a reactivation, that could
[10:11:09] be a different product from selling
[10:11:10] reviews, reactivation ads, lead
[10:11:11] nurturing, the whole deal, right? So
[10:11:14] let's say for example at the end of the
[10:11:16] day you had three calls. You spoke to
[10:11:19] two people. You've pitched only one of
[10:11:22] them because let's say for example one
[10:11:24] of them had to leave early and you
[10:11:25] weren't able to pitch them. And then you
[10:11:27] closed that one purse, right? And on
[10:11:28] product A say you sold one of them. You
[10:11:33] sold them on uh a one month engagement
[10:11:37] for $2,000. So that means the revenue
[10:11:39] was 2K. He collected 2K. Okay. Now,
[10:11:43] let's say, for example, the next day you
[10:11:45] have four appointments. You spoke to two
[10:11:47] people. You offered both of them. You
[10:11:49] closed both of them. And you now sold
[10:11:52] them on uh you just put two there. And
[10:11:54] let's say you sold them on something
[10:11:56] that was 3 months long for $2,000. That
[10:11:58] would end up being $12,000. Okay? And
[10:12:02] this would end up being $4,000 because
[10:12:04] you collected four, but you sold them
[10:12:06] into a program that was worth six and
[10:12:08] you had two of them. Okay? Pretty
[10:12:10] straightforward. Now, when you come over
[10:12:12] here to team summary, it will summarize
[10:12:14] all this for you so that you know
[10:12:16] exactly how you're doing and then it
[10:12:17] will chart it on a graph, a line graph
[10:12:20] here, and you're just showing you trends
[10:12:22] over time. Okay, so this is super
[10:12:25] beneficial. This was something that I
[10:12:26] didn't do for a while in my business,
[10:12:30] unfortunately, but I've been doing it
[10:12:31] for the past couple years. And it's so
[10:12:33] important because it really shows you,
[10:12:36] you can always reference back to to the
[10:12:38] data and see what was I doing there that
[10:12:41] got me to where I'm at now or got me to
[10:12:43] that point where I was at then or what
[10:12:45] was I doing then that got me the result
[10:12:47] I didn't want to get. Right? you're able
[10:12:49] to now know what you were doing then
[10:12:51] based off the specific numbers and and
[10:12:54] make decisions based off numbers, not
[10:12:56] based off feelings, right? So, just like
[10:12:58] what we're doing with the people we're
[10:12:59] talking with where we need to get them
[10:13:00] to tell specific numbers throughout the
[10:13:02] sales process because if they don't know
[10:13:04] them, they can't make accurate
[10:13:05] decisions. It's the same thing here. You
[10:13:06] need to know exactly what the numbers
[10:13:08] say to make the correct decisions and to
[10:13:11] make the correct choices to go and move
[10:13:13] in the right direction. Okay, so that's
[10:13:15] why this thing is really cool is because
[10:13:16] it does all this for you, right? So it
[10:13:19] literally tells you scheduled
[10:13:21] appointments, live calls. So you have a
[10:13:22] 57% show rate, your offer rate, right?
[10:13:26] 75%. So that means right now three out
[10:13:28] of the four people you spoke with, you
[10:13:29] actually pitched. So that's all offer
[10:13:31] rate means. And then it will also give
[10:13:33] you your offer to close, which is just
[10:13:36] how many people you actually pitched
[10:13:37] that you signed up, right? Which is
[10:13:39] three for three. Then it also shows you
[10:13:41] your call to close, which is very
[10:13:43] important as well. It shows you your
[10:13:44] total revenue, right? So what the total
[10:13:47] revenue is. It shows you uh total
[10:13:50] collected. So total amount collected up
[10:13:52] front. Then it also shows you amount
[10:13:54] collected on average per offer made,
[10:13:56] right? Which is 2,000 goes three for
[10:13:58] three. And then it will also show you
[10:14:01] the revenue per call that you're
[10:14:04] generated, right? Just to give you some
[10:14:05] numbers to have some additional metrics,
[10:14:07] right? Which is very, very valuable
[10:14:09] information. Okay, so that's literally
[10:14:12] all you have to do with this. You just
[10:14:13] need to make sure that you fill it out
[10:14:14] at the end of each day. And if it's just
[10:14:16] you by yourself, you need to fill this
[10:14:19] out. Okay? You're serious about doing
[10:14:21] this and you're serious about building a
[10:14:22] business. This is what people that run
[10:14:23] successful businesses do. And this is
[10:14:26] what you need to do. It's going to give
[10:14:27] you a massive leg up. Don't make the
[10:14:28] mistake I made. Right? I'm I'm giving
[10:14:31] you something that I I spent a lot of
[10:14:34] money on to get this. I didn't My
[10:14:36] company didn't personally build this. I
[10:14:38] purchased a program that getting this
[10:14:40] that was extremely expensive. It costs
[10:14:42] almost six figures. Okay? So take this.
[10:14:45] It's what a lot of companies use that
[10:14:48] run very very high level sales teams to
[10:14:51] organize everything and make sure you do
[10:14:52] it and make sure you do non-m miss a day
[10:14:54] on it. Okay? If you're serious about
[10:14:56] winning, this is what you'll do it. Now
[10:14:58] in addition to that, this is a
[10:15:00] projection sheet. Okay? So what this is
[10:15:03] meant for is for you to project out
[10:15:06] where you want to be. Okay? So
[10:15:10] what projections are is really what your
[10:15:13] goal is. Okay? So the definition of a
[10:15:16] projection for me is a goal that you
[10:15:18] know is realistic but hard to hit.
[10:15:21] Right? Because you don't want to be
[10:15:22] setting ridiculous unrealistic goals,
[10:15:25] not based off reality. Because if you do
[10:15:28] that, you're setting yourself up for
[10:15:29] failure. That doesn't mean you can't
[10:15:30] push the envelope, right? That I'm all
[10:15:33] for that. But just make sure that it's
[10:15:35] realistic so that
[10:15:37] you're not letting yourself down and you
[10:15:39] feel discouraged and you start getting
[10:15:41] negative momentum, right? We want to get
[10:15:42] positive momentum and that's what we go
[10:15:44] with projections. So when you're first
[10:15:46] starting out with this, I would
[10:15:48] recommend not setting a projection
[10:15:50] because if you don't have a reference
[10:15:53] point, if you don't have anything to
[10:15:55] compare data to, you're a blank slate,
[10:15:58] then you don't really know how to set a
[10:16:00] goal like that or how to set a target
[10:16:02] like that. I would say if anything, your
[10:16:04] goal should be once you start running
[10:16:06] ads, you should be your goal should be a
[10:16:09] client in the first week, which is
[10:16:10] completely doable potentially within the
[10:16:13] first couple days. Tons of people do
[10:16:14] that. Okay? Tons of people that I'd help
[10:16:16] do this do that. Okay? So, I think
[10:16:19] that's a realistic goal. But as far as
[10:16:21] very specific numbers around scheduled
[10:16:23] appointments, show deployments, pitches
[10:16:26] made, people closed, you know, on a
[10:16:28] weekly basis across the whole entire
[10:16:30] month, adding it up, I would recommend
[10:16:33] getting some data so that you can come
[10:16:35] up with realistic projections. Okay?
[10:16:38] Now, once you're able to start doing
[10:16:40] this, the way that you're going to do it
[10:16:42] is like this.
[10:16:44] You want to do this prior to the
[10:16:45] upcoming month. Okay? So, you want to
[10:16:47] make sure that the month you're in that
[10:16:49] you have it filled out for the upcoming
[10:16:51] month prior to the upcoming month
[10:16:53] becoming a month. Okay? So, that's how
[10:16:56] you want to do it so that you have the
[10:16:57] month all set up. You have your goals
[10:16:59] outline all detailed, very, very
[10:17:01] organized on this. And then what you're
[10:17:03] going to do is come in here and project
[10:17:06] it out week by week. And what it's going
[10:17:07] to do is aggregate everything over here
[10:17:09] so that you know where you're at day by
[10:17:11] day, week by week, and for the month to
[10:17:13] hit your monthly goal. Okay? In addition
[10:17:15] to that, the way that you're going to
[10:17:17] use this is you're going to fill it out
[10:17:19] at the end of each day as well after
[10:17:21] you've filled it out for the the month
[10:17:23] for the upcoming month and then the
[10:17:25] month that you are in. But then you'll
[10:17:27] just be updating it at the end of each
[10:17:29] day just like the closer sheet. Okay? So
[10:17:31] let's say for example, right, we want to
[10:17:34] be getting per week, we want to be
[10:17:36] getting 15 appointments, right? So I
[10:17:39] would just go here 15 15 15 and then
[10:17:42] let's say for example I want our show
[10:17:44] rate to be at least above uh 50%. Right?
[10:17:48] Right around here. Um and let's say
[10:17:52] and this is a realistic show rate right
[10:17:54] your rate will probably be right around
[10:17:56] this 50% if you do a good job following
[10:17:59] up the leads to set them uh like I've
[10:18:01] taught you in this guide. So that is
[10:18:03] very very important. If you don't do
[10:18:04] that you will not get a high share rate.
[10:18:06] Okay. In addition to that, I would say
[10:18:09] offering would probably be right around
[10:18:11] here because as you're setting these
[10:18:13] people up, you're going to know if
[10:18:14] they're they're good or not. And if
[10:18:16] they're not, you should not set them. Uh
[10:18:18] but the people that are going to be
[10:18:19] coming through these ads are going to be
[10:18:20] good for the situation. And you should
[10:18:23] be offering the majority of these
[10:18:24] people. If you follow the sales process,
[10:18:27] you should be able to close at least
[10:18:30] I would probably say three. I think
[10:18:32] that's realistic. Ah, it's a pretty high
[10:18:34] 42. That's pretty high. Uh I'm not I
[10:18:37] don't want we're not trying to set up
[10:18:38] the failure, right? Uh but again, this
[10:18:40] is just an example. This is just an
[10:18:41] example, but I'm also giving you some
[10:18:43] numbers based off what is realistic.
[10:18:45] Okay? Now, let's say service A is uh
[10:18:51] 1,500, right? So that would be 3,000,
[10:18:54] right? Now, I'd put that there for all
[10:18:58] of them. Keep doing this.
[10:19:01] Or actually, I messed that up. So for
[10:19:03] service A, you would just want to put
[10:19:05] units sold. Okay? So not not that
[10:19:08] because that's at another spot. So cash
[10:19:10] collected would be 45 or 3,000, right?
[10:19:13] And then total revenue, let's say, for
[10:19:14] example, it's just a month-to-month
[10:19:16] thing. It would just be 3,000. And
[10:19:18] that's what I would recommend doing to
[10:19:20] start, right? Is is doing in
[10:19:22] month-to-month and not doing uh trying
[10:19:25] to get people to sign on for agreements.
[10:19:27] You can do that down the line, but for
[10:19:28] now, I would just do monthtomonth.
[10:19:32] Okay. So, we have this and now we've got
[10:19:37] uh our units sold. That should have been
[10:19:40] two.
[10:19:42] Okay. So, now what this is going to do
[10:19:45] is populate it all over here for the
[10:19:47] total of the month. Right? So, now you
[10:19:49] can see what we want is 60 appointments,
[10:19:50] 32 shows, 28 offers, eight closes, which
[10:19:54] will result in $12,000 collected, which
[10:19:57] will then be $12,000 a month in
[10:19:59] reoccurring revenue added, which is not
[10:20:01] difficult to do at all. Okay. So that's
[10:20:03] what this looks like as far as the
[10:20:04] projection. So you want this piece to be
[10:20:07] finished for the upcoming month prior to
[10:20:09] the love happening. Okay. Now for
[10:20:12] current, that's what actually happened.
[10:20:14] Current is what actually happened. This
[10:20:16] is the goal, right?
[10:20:18] So for current, you need to update this
[10:20:20] as at the end of every single day so
[10:20:23] that you can see it and then you do it
[10:20:24] week by week. So let's say for example,
[10:20:26] you had, you know, your first day you
[10:20:29] had four appointments.
[10:20:31] um you had three show, you had two
[10:20:33] offers, you had one close, and you did
[10:20:36] one on service A, and it was 1,500.
[10:20:39] Right? So now, what it's going to show
[10:20:40] you over here is where you're at. It's
[10:20:42] going to give you an idea if you're on
[10:20:44] track to hit your projection. Right?
[10:20:48] Now, let's say this was the first day of
[10:20:51] the month and now you have the second
[10:20:52] day of the month. So, how do you
[10:20:53] actually fill this out? So, this is how
[10:20:54] you fill it out. Let's say for the
[10:20:56] second day, you had two appointments.
[10:20:58] So, now that would go up to six, right?
[10:21:00] 4 plus 2 is six. Let's say one of them
[10:21:03] showed up, right? So that would be four.
[10:21:05] Let's say you offered them, so that' be
[10:21:07] three. You didn't close them, so that
[10:21:09] stays the same. And that stays the same,
[10:21:11] right? So that's how you use this and
[10:21:13] that's how you update this. Then once
[10:21:14] you're finished for the first week, you
[10:21:16] just go on to week two, right? And
[10:21:19] that's how this works. So you can really
[10:21:20] keep yourself accountable to hit your
[10:21:22] monthly goals. That's why this is so
[10:21:24] important because this is how goals are
[10:21:26] achieved by tracking the numbers on a
[10:21:29] daily basis, a weekly basis and a
[10:21:31] monthly basis and making sure that you
[10:21:34] do the work required to stay on track to
[10:21:36] hit those goals. Okay? And so that you
[10:21:39] have a complete
[10:21:41] you have a total idea of where you are
[10:21:44] at for the month when it comes to your
[10:21:46] goal. So that you know exactly what
[10:21:48] needs to be done, what work needs to be
[10:21:50] done to get there. Okay. So very very
[10:21:53] important to do this because again if
[10:21:54] you're not tracking your numbers you're
[10:21:56] not serious, right? It's just like if
[10:21:58] you're trying to get in shape, if you're
[10:21:59] trying to lose weight, you got to weigh
[10:22:01] yourself. It's something that you can't
[10:22:03] get around. Maybe even weigh your food,
[10:22:05] right? To make sure that you're on track
[10:22:07] to make it happen to get to your goal.
[10:22:10] This is how goals are achieved in very
[10:22:13] very efficient timelines and these are
[10:22:16] this is how businesses are built. Okay,
[10:22:18] so very very important one. Please
[10:22:20] implement it. I know that this is going
[10:22:22] to help you a ton. And I will see you in
[10:22:23] the next.
[10:22:30] That wraps up the front-end part of this
[10:22:32] guide. The part that really matters the
[10:22:34] most when you're starting an AI agency.
[10:22:37] So, right now, the only job that you
[10:22:39] have is very simple. You just need to
[10:22:41] get customers. When I first started, I
[10:22:43] wasted six months, literally six months,
[10:22:46] trying to perfect the backend, the
[10:22:49] systems, the fulfillment, the delivery,
[10:22:51] how to actually get people results
[10:22:53] without ever having had a single client.
[10:22:55] And I thought I needed everything
[10:22:56] figured out before actually talking to
[10:22:59] prospects and trying to get customers.
[10:23:00] But the truth is this, I didn't need a
[10:23:03] perfect system. I needed a customer
[10:23:05] because you don't learn fulfillment by
[10:23:07] planning. You only learn fulfillment by
[10:23:10] actually serving real customers. And
[10:23:12] once I finally started talking to
[10:23:14] prospects, everything changed. I got
[10:23:16] clients. I made money. And ultimately, I
[10:23:19] figured out the back end by working with
[10:23:21] them, not by guessing, without actually
[10:23:23] having the opportunity to get someone
[10:23:25] results. And that's why this guide is
[10:23:27] focused on the front end, marketing and
[10:23:29] sales. Because if you can't sign
[10:23:31] clients, nothing else really matters.
[10:23:33] You don't really have a business. You
[10:23:34] can have the best system in the world.
[10:23:36] You can get in insane results, but your
[10:23:39] f your fulfillment could even be
[10:23:40] perfect. But if your people or people
[10:23:42] don't really know who you are, and you
[10:23:44] can't convince them to work with your
[10:23:46] business, the world will never get to
[10:23:48] experience how good your service really
[10:23:50] is. And being great is irrelevant if no
[10:23:54] one gives you the chance to prove it.
[10:23:56] So, what happens next is this part two
[10:23:58] of this guide, the back inside of
[10:24:00] fulfillment and building systems and
[10:24:02] actually running the services that I
[10:24:04] showed you how to sell and this course
[10:24:06] is in the works and it will be coming in
[10:24:08] the future and it'll walk you through
[10:24:10] how to do all of that. But if you want
[10:24:13] help or you want to move faster or let's
[10:24:16] say you've already closed someone
[10:24:17] through watching this guide, you've got
[10:24:19] some clients or maybe you want some
[10:24:21] personal help from me or you want to
[10:24:23] work directly with me. Feel free to book
[10:24:25] a call with me. That's no issue either
[10:24:27] and we can go through that and we can
[10:24:29] talk about exactly what that would look
[10:24:31] like. Uh but without further ado, what
[10:24:34] you get when joining the school
[10:24:36] community and exactly how to get access
[10:24:38] to it is what I'm going to go over right
[10:24:41] now. Okay. So, first and foremost, let
[10:24:44] me go and show you everything that you
[10:24:46] will get uh included in it. Okay. So,
[10:24:49] the first thing you will get the go
[10:24:51] highle snapshot that I went over in the
[10:24:54] course. So, you will get that. In
[10:24:56] addition to that, you will get the seven
[10:24:58] figureure AI agency meta ad GPT that has
[10:25:01] all of the data, millions of dollars
[10:25:04] spent on ads that you will get so that
[10:25:06] you can literally generate ads that are
[10:25:09] proven to work for your AI agency.
[10:25:11] independent of the industry you're
[10:25:12] trying to go after spit out right there
[10:25:15] directly for you. Write the the copy,
[10:25:18] the headlines, the descriptions, the
[10:25:20] images. It literally creates the images.
[10:25:22] You will get that. And this is a
[10:25:23] complete game changer because when it
[10:25:26] comes to running ads, obviously if you
[10:25:28] don't know what works, you have to spend
[10:25:29] money to figure out what works. And if
[10:25:31] you have to spend money to figure out
[10:25:32] what works, that means you have to waste
[10:25:34] a lot of money learning what works. With
[10:25:36] this, I'm literally giving you the keys
[10:25:38] to the castle, right? And so this is a
[10:25:39] huge huge win if that's what you're
[10:25:41] trying to do. I'll give you the sales
[10:25:43] process mind map which will be uploaded
[10:25:44] in the school community that I went over
[10:25:46] in this video so that you have access to
[10:25:48] it so that you can look over it on your
[10:25:50] own terms and move through it. I'll be
[10:25:52] giving you the setting process mind map
[10:25:54] as well that I went over in this guide
[10:25:55] which is obviously a lot more in depth
[10:25:57] than just this screenshot but I've gone
[10:25:59] over that in this guide. I'll be giving
[10:26:00] you a cold call process mind map, which
[10:26:03] I did not go through in this guide
[10:26:04] because obviously cold calling was not a
[10:26:06] part of this, but I can tell you I've
[10:26:09] been able to sign up over 500 clients
[10:26:10] from cold calling specifically. So, that
[10:26:13] will also help you out a lot. It's a
[10:26:15] little added bonus. In addition to that,
[10:26:17] I will be giving you the mind map for
[10:26:20] the ad section of this guide that I went
[10:26:22] through. And then in addition to that, I
[10:26:24] will also be giving you this one that I
[10:26:26] went through in the guide. Along with
[10:26:28] that, I will be uploading some
[10:26:30] additional sales calls of me closing
[10:26:32] people for as much as $16,000 and as
[10:26:34] much as $10,000, which will be added,
[10:26:37] which was not included in this guide,
[10:26:38] just so that you have some more examples
[10:26:40] of how to close. I'll be giving you some
[10:26:42] additional setting call recordings that
[10:26:44] led to people I actually ended up
[10:26:46] signing up that my team set for me so
[10:26:48] that you have more examples of that
[10:26:50] process as well based off what has
[10:26:53] proven to work. I will also be doing a
[10:26:55] weekly Q&A call where you can jump on,
[10:26:58] you can ask me questions directly as far
[10:27:01] as whatever it is you want to talk about
[10:27:03] specific to Q&A and I can get those
[10:27:05] answered for you and obviously have a
[10:27:07] conversation. In addition to that,
[10:27:08] you'll get access to the community which
[10:27:10] is going to be very very cool.
[10:27:12] Obviously, a bunch of people doing the
[10:27:14] same thing that you're doing is very
[10:27:15] very important. In addition to that, I
[10:27:18] will be giving you the pitch script
[10:27:21] which I did not include in this guide. I
[10:27:23] went over it and I've obviously shown
[10:27:24] you examples of me doing it, but I'll
[10:27:27] actually give you the specific scripting
[10:27:29] so that you have it and then you can
[10:27:31] easily change it to fit for whatever
[10:27:33] industry it is you're going after. I'll
[10:27:35] also give you the setter script, which I
[10:27:37] did not share in this course, but I did
[10:27:39] show you examples of my team setting
[10:27:41] appointments and me breaking them down.
[10:27:43] I'll give you the specific scripting.
[10:27:45] I'll give you access to the closer
[10:27:46] tracking sheet that I went over in this
[10:27:48] call so that you can have your own
[10:27:50] without making it. It's a complete
[10:27:52] nightmare to try and make if you want to
[10:27:54] be my guest. I'll also give you the
[10:27:56] projections tracking sheet as well,
[10:27:58] which is the same thing so that you have
[10:27:59] access to that. And then I will also be
[10:28:02] giving additional future assets to be
[10:28:05] determined as things kind of come along.
[10:28:07] And then I will have a bonus asset which
[10:28:10] is going to be very similar to the
[10:28:11] marketing GPT. I'm not going to tell you
[10:28:13] exactly what it is, but it's going to be
[10:28:15] very, very cool. Similar to the
[10:28:17] marketing GBT, which has all the data
[10:28:19] from marketing that I've run for my
[10:28:20] agency, this is going to be specific to
[10:28:22] sales and all the sales calls that I
[10:28:25] have done with my agency. And I've
[10:28:27] signed up over,500 brick-and-mortar
[10:28:29] business owners on onetoone sales calls
[10:28:31] and I have them recorded and I have the
[10:28:32] transcripts. And so, I'll just leave it
[10:28:34] at that that it's going to be specific
[10:28:35] to that. Now, if you want to get access
[10:28:38] to this, here's what you need to do. All
[10:28:42] you need to do is purchase or upgrade a
[10:28:45] paid go highle plan through my affiliate
[10:28:47] link. You go to it right here. It will
[10:28:49] be in the description of this video so
[10:28:50] it'll be very very clear. Once you click
[10:28:52] on that, you'll be taken to this landing
[10:28:54] page where you need to click this button
[10:28:56] right here. Okay? Once you click this
[10:28:58] button, it will take you to here where
[10:29:01] you need to submit your information so
[10:29:03] that I know where to send you the invite
[10:29:06] to the group. Okay? Once you submit your
[10:29:08] information here, you will be taken to
[10:29:10] this page where if you do not have a go
[10:29:12] highle account, you need to click on
[10:29:14] this one and then go sign up for go high
[10:29:16] level through this link. You have to do
[10:29:17] it through my link and you have to do it
[10:29:19] without incognito so that I know you did
[10:29:21] it through mine and then I can add you
[10:29:23] to the group. If you already have a go
[10:29:25] highle account uh and it's already
[10:29:27] upgraded to the max or it's not
[10:29:29] upgraded, you can click to here and it
[10:29:31] will show you exactly how to get access
[10:29:33] to it. And then I'll have the steps
[10:29:35] outlined through the next part of that
[10:29:36] page which will tell you exactly what to
[10:29:39] do so that I can send you an invite to
[10:29:42] the community and get you added to it. I
[10:29:45] hope that this really helped you out.
[10:29:46] I'm excited to see what you can do with
[10:29:48] the information in this guide. I'm
[10:29:49] excited to see you in the community so
[10:29:51] that I can give you all these additional
[10:29:53] assets to help you crush it and start
[10:29:55] making money and ultimately start
[10:29:56] changing your life and start taking
[10:29:58] advantage of AI just like me. And if
[10:30:00] you're so interested in doing build the
[10:30:03] portfolio of AI agencies just like mine
[10:30:05] but in different industries so that we
[10:30:07] together can sell for a massive massive
[10:30:10] exit down the line. I will see you in
[10:30:12] the next one and I hope this helped.