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$20K–$100K/mo Agency Owners Share How They ACTUALLY Get Clients (2026) — Transcript

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0:00I've never talked about this on YouTube
0:01because I don't think it would do super
0:03well. You should be on your edge of your
0:04seat listening to this one because I
0:05think it's actually really really good.
0:07Probably one of the cheapest ways to get
0:08the highest quality leads possible.
0:10>> Every time I've made this post, I get
0:12three clients almost every single time
0:13or sometimes more. It reverses the roles
0:16like you no longer are selling them.
0:17They're trying to like almost sell
0:18themselves to you.
0:19>> If you were to hypothetically break down
0:20everything that you knew about that
0:22entire business, every single business
0:24that has any level of aspiration and
0:25ambition to scale would want to work
0:27with you. If you're broke and you like
0:29want to make this work, like you got to
0:30leave your shame at the door.
0:32>> Don't like forget that you have a
0:33solution to a real problem that they
0:35have. And like you're doing them a
0:36favor, you just need to like figure out
0:38the right way to convey this.
0:39>> And he ended up closing like half of
0:40them and he's a 17-year-old kid in high
0:42school.
0:43>> It works for beginners and it can work
0:45well. You can really scale this up.
0:47You're checking multiple boxes of
0:48growing your business in like one kind
0:50of 20 to 30 minute activity. You can
0:52basically get like a 10x open rate on
0:55any Instagram message that you want to
0:57send
0:57>> without even knowing who it was or I
0:58will buy whatever it is you're selling
1:00because it was so unique.
1:02>> You could set this up with one 10 15
1:04minute like it's really not that hard.
1:06But I would honestly say it's the the
1:07single best thing I've done to get
1:08clients.
1:08>> I've actually never heard that before.
1:10That's like really smart.
1:11>> How's it going everybody and welcome
1:13back to the latest segment on this
1:14channel called What's Working? And today
1:17we're joined by five different guests.
1:19And we're going to leave this podcast
1:21with 18 of the best ways working right
1:23now in 2026 to get marketing clients,
1:26highle clients, whatever you're selling,
1:29there's going to be something in this
1:30podcast for you. And for context, the
1:33minimum amount of revenue in this room
1:34is $24,000 a month, and the maximum is
1:37over a million a month. So, it's safe to
1:39say there's some strategies in here that
1:40will apply to you and help you if you're
1:42below those numbers. Uh, so we've got
1:46the legend Dom Morurell all the way from
1:48the UK. He's a content specialist, so a
1:50lot of his is going to focus on content.
1:52Then we've got Hayden Lawrence. He has
1:53over 100 clients on reputation
1:56management, websites, that type of
1:58thing, right?
1:59>> Mhm.
1:59>> Then we've got myself. I built and sold
2:02a six-figure agency and now I help other
2:06people do that. I've helped over like a
2:07thousand beginners get started. Jasper
2:09Akin, who has a web agency with over 60
2:11clients and has also helped probably
2:14over a thousand beginners get started
2:16with a high level agency. Klay Lawrence,
2:18who specializ in getting Google reviews
2:20for local businesses, 60K a month.
2:23>> Yeah. 66.
2:24>> All right. 66. And Justin Silverman, the
2:27founder of Merchant. If you haven't
2:29heard of Merchant, it's pretty dope. It
2:31helps you optimize local businesses
2:34Google profiles and he has over 16,000
2:37local businesses using it.
2:40So pretty cool. What's going to happen
2:42in the podcast is that each one of us is
2:44going to share our top three ways of
2:46getting clients working right now.
2:48Either that we've done ourselves or that
2:50we've seen and we wish you had the time
2:52to implement. And so if you're looking
2:54to get clients in any way, shape or
2:57form, this is going to be for you. So,
2:59let's start with uh Justin on this end.
3:02>> All right. The first one's uh probably
3:03the easiest to do, and it's what people
3:06really don't want to do. It's just put
3:08yourself out there on LinkedIn and let
3:09your network know what you're up to.
3:12Because the amount of people that will
3:13come up to me and be like, "Oh, you know
3:15something with like Google Maps and how
3:17I can get customers or reviews? Like,
3:19can you help me?" Like, it's crazy just
3:21because people around me know that's
3:23like the world that I'm in. And so when
3:24you're just getting started or even if
3:26you have a couple clients, if you
3:27haven't just taken that that semi-
3:30embarrassing moment and just put it that
3:32that post out there on LinkedIn, it's
3:33like, "Hey guys, this is what I'm doing.
3:34If you know anyone, let me know." Or if
3:36you need help, let me know. Like, take
3:38the 3 minutes and just make that post.
3:39Like, you will probably get, you know, a
3:41little bit of traction just from that
3:43one little thing.
3:44>> 100%. And don't give up if something
3:46doesn't come right away. I just had
3:47closed a client last week and it's from
3:48someone I knew from high school that I
3:52haven't talked to. I haven't seen in
3:53person for 10 plus years and he was
3:55like, "Yeah, I was talking to this
3:56window cleaner and like you were the
3:58first person that came to mind cuz you
3:59keep posting stuff."
4:00>> Yeah. Something like that actually just
4:01happened. Someone from college, you
4:03know, over 10 years ago reached out is
4:05now like the head of marketing at a
4:07large property management company. And I
4:08was like, "Hey, I saw that you're you're
4:10running this business. Let me look into
4:11it." And just because, you know, I
4:13decided to put myself out there.
4:14>> So cool. Love that one. Okay, Clay,
4:16number three.
4:17>> Yeah, that's solid. That was going to be
4:19the first one that I was going to share,
4:20but I got a I got a unique twist on it.
4:22Um,
4:22>> hey guys, quick pause here. One of the
4:24things that I hear the most often from
4:27listeners of my podcast, people that
4:29watch my YouTube channel, people in my
4:30orbit, is that they've been trying for
4:32weeks or even months. They believe that
4:34this whole SAS agency thing can work,
4:36but they haven't been able to close
4:38their first client yet. And usually when
4:40I talk to them, they're spending several
4:42hours a week watching YouTube videos,
4:45listening to other podcasts, perusing
4:47Facebook groups, trying to see if
4:48there's something in there that can help
4:51them. But when it comes to turning that
4:52knowledge into actual business results,
4:55they're stuck. And the real problem here
4:56is that all of your algorithms,
4:58especially YouTube, are just engineered
5:01to serve you up the hypest content
5:04possible that keeps you stuck in this
5:05cycle, thinking that your breakthrough
5:07is going to be in the next video. That's
5:10where you're going to find the silver
5:11bullet. But the reality is, you probably
5:13already know what you need to get your
5:15first 10 clients, let alone one. You
5:18don't actually need more information.
5:20You need less information. What you need
5:22is a super focused plan that shows you
5:24what to do, how to do it with real
5:26examples from real people and showing
5:29the results they've gotten from this
5:30process. So, after having these
5:32conversations literally hundreds of
5:33times, I decided to put together a
5:35resource that can do exactly that for
5:38you. It's called the Highle Launchpad.
5:40And in it, you're going to get a super
5:42tight six lesson course that you can
5:44watch in under an hour, apply it, and
5:46literally have your first client in a
5:48week. So, if you're ready to get out of
5:50the treadmill of just watching content
5:52and not making any progress and you just
5:54want one space where you can pay
5:55attention and get everything you want,
5:56the launchpad is only $5. It's available
5:59in the description of wherever you're
6:00watching or listening to this. I'll see
6:02you inside. So, uh, even now in 2026,
6:05but, um, last year or two years ago as
6:07well, uh, when I was getting started
6:09with Review Harvest, what I started
6:11doing after I had a little bit of
6:13traction, I maybe had a couple clients,
6:14was I just posted a few day in the lives
6:17of basically saying like, "Hey, day in
6:19the life of me starting my own marketing
6:20company, helping local businesses get
6:22reviews." And I would just like show a
6:24time lapse of me sitting at my computer
6:25and if I like, you know, if I went out
6:27and grabbed something from the mail or
6:29it was just pretty boring videos, pretty
6:31much just me in front of my computer.
6:32Um, but I would just kind of talk about
6:34um what I did that day with like an, you
6:36know, just B-roll throughout the day of
6:38just shots. And what happened was was
6:40that all the people that already
6:42followed me, like probably everybody
6:43listening to this online probably has a
6:46personal Instagram page or Facebook page
6:48that has 300, 400, maybe a,000
6:50followers. And I think we're so scared
6:53to like break down that barrier. We're
6:54like, "Oh, I want to get clients, but I
6:56don't want anybody to know that I'm
6:58doing this whole thing, you know?" But
6:59if you can just break that barrier down,
7:01there's going to be a couple hundred
7:02people in there that already know, like,
7:04and trust you. And so, if you just let
7:05them know, here's what I'm doing. Here's
7:06the value it provides to a business, and
7:09like here's kind of my unique twist on
7:10it. I made three day in the life videos
7:13um over the course of like maybe two or
7:14three weeks. And um I got three clients
7:17from my network of people that already
7:18knew me, had followed me um and were
7:21like, "Hey, I have this thing, you know,
7:22I have this business and I'd love to try
7:24all out." So we still have a lot of
7:25those clients.
7:26>> And one of the coolest parts about that
7:27is it forces you to actually say what
7:29you're offering, too.
7:30>> Yeah.
7:30>> Cuz if you just say, "Oh, I'm like doing
7:32this marketing thing, like maybe you
7:34might get some people, but where you
7:35were so specific,
7:37>> then you knew what to sell them when
7:38they came to you and they were the right
7:40kinds of people were reaching out to."
7:42>> Yeah. And I think it too, like being
7:43vulnerable about it helped. Like like I
7:45would post day in the life videos where
7:47I was like, "Yeah, today was a rough
7:48day. Like I'm doing this thing. Here's
7:49my offer. Here's the value it provides.
7:51And today, you know, I had a a rough
7:53sales call or today I you know, things
7:55didn't go as planned." And just like
7:57being real uh builds so much trust. Um
8:00because you'll see those like most
8:02likely the first five or 10 you're going
8:03to post are just going to be shown to
8:05your followers and stuff, but you'll see
8:07videos like that get 5,000 views, 10,000
8:09views all of a sudden. Um, and so if you
8:12tell people um, you know, kind of
8:14genuinely what you're doing and what
8:15you're going through, it could build a
8:16lot of trust um, from the get-go.
8:19>> Jasper, number three.
8:20>> Yeah, I building off the kind of social
8:22media idea. Um, there's a method that I
8:25like to call the Facebook group method
8:27and I'll join groups that are like local
8:31town talk groups. So like there's one in
8:34Riby where I live that says it's called
8:36I love Riby and I'm allowed to talk
8:37about it. And so picking the group's
8:39important. That's like the first step.
8:41You don't want to go and join all these
8:42like business groups because you think
8:45like, oh, business groups will have
8:46business owners in them, but they're the
8:48spamiest groups ever. They're just like
8:50a bunch of marketers like us trying to
8:51sell people stuff in them. And so I
8:53found those local town groups, even
8:55though not everybody in that group is a
8:57business owner technically. I found, you
8:59know, maybe 10, 15, 20% of them are
9:02business owners. And so I'll go to those
9:04groups and I'll make some sort of post
9:06like this. I'll say, "I'm doing a free
9:09website for one business in the area who
9:12could really use one. No strings
9:14attached. All I ask in return is for a
9:16positive testimonial from you if you
9:18like the website we build for you."
9:20Something like that. Just like really
9:21short post to the point. And what will
9:24happen is like all these business owners
9:25will start commenting, "I need a new
9:27website. I need a new website." I'll DM
9:30each of them. I'll just say, "Hey," I'll
9:32comment back to them. I'll say, "Hey, I
9:33sent you a DM." And then once I get them
9:35into the DMs on Facebook Messenger, I'll
9:38just start a conversation. Hey, saw that
9:40you commented on my post in the
9:42community, um, saw that you guys might
9:44be looking to get a a new website. And
9:46they'll say, "Yeah, we've been looking
9:47to do." And they'll just kind of open up
9:48to me, tell me, you know, about their
9:51business, what they need, and then what
9:53I found is they try to sell themselves
9:55to me because I told them, I'm going to
9:57pick one of them to do the free website.
9:59And like they saw that 20 other people
10:01commented. And so, you know, tell me
10:02about your business. I want to learn
10:04more. and I'll just get into a good
10:05conversation. Some of them I'll jump on
10:06the phone with and talk to them over the
10:08phone to build even more rapport with.
10:10And then um I'll just tell them at the
10:12end of the conversation, hey, like let
10:13me talk to the others that commented.
10:15I'm still deciding which person I'm
10:16going to go with for the free website.
10:18[laughter] And they're always like,
10:20"Okay, let me know." Or whatever. And
10:22then and I'm not lying. I will at the
10:25end of talking to 20 different
10:26businesses, I will pick one of them and
10:28I will do it like no strings attached,
10:29no setup fee, no monthly, and actually
10:31do a free website. But then I have 19
10:33other people now that I will reach back
10:35out to, have already had good
10:37conversations with, and I'll say, "Hey,
10:39we already picked Joemo Plumbing as the
10:42free website. I'm sorry we didn't end up
10:44going with your business,
10:45>> but because you commented and because I
10:47can really tell after our conversation
10:49that you guys need a website, I would
10:51love to do it for a discounted price."
10:53And then I can decide what that discount
10:54is. Every time I've made this post, I've
10:56done it at least five or six times. I
10:59get three clients almost every single
11:01time or sometimes more. Just a really
11:03good way to show that you're local. It
11:06works really well if you do it in the
11:07community that you're actually part of
11:08and don't try to like fake it in other
11:10cities and states that you're not
11:11actually living in. And then it reverses
11:14the roles like you no longer are selling
11:15them. They're trying to like almost sell
11:17themselves to you of like why they
11:18should go with you. a lot of them will
11:20still buy from you if you give them
11:22that, you know, discounted price or
11:24whatever at the end. So,
11:25>> okay, my number three
11:27is using a local directory to start the
11:31conversation. So, no matter what you're
11:33doing, like having some kind of bridge
11:35before you get into a sales conversation
11:37is super helpful. And this one, um, a
11:40friend of mine, Tom Gatis, we did a full
11:42podcast on it, but he has a directory
11:45software where like in an afternoon, you
11:47can have one set up for wherever you
11:49live. And you could make it for like
11:52like Justin lives in LA, which is kind
11:54of big. So you could do a smaller area,
11:56but you could do like LA home services
12:00like network.com or something. You can
12:02put people on this directory and without
12:05their consent. You just list their
12:06business just like they're listed on,
12:08you know, some other sites even if they
12:10haven't requested to be on there. And
12:12then you can drip out emails to them or
12:15you can call them and be like, "Is your
12:16name, phone, email correct here?" They
12:18say yes or no. You're like, "Awesome.
12:20It's great to meet you by the way. I'm
12:21the founder here at XYZ uh thing. Like
12:25we're just trying to help out, you know,
12:27local contractors." And then what he
12:29does or what other people have done is
12:32say like, "By the way, I saw this thing
12:33on your website. don't have a chat
12:34widget or like, "By the way, I ran this
12:36free marketing report on your Google
12:38Maps listing. Do you mind if I send it
12:40over? I noticed a couple things that
12:42could use fixing and they by this point
12:45know that you're a real human. You're
12:47not trying to scam them and you've
12:48already done something to help them,
12:50which is give them a if if you don't
12:53know anything about SEO, it's called a
12:54backlink. So, a local directory linking
12:57to your business's website is just good
12:59for you SEO wise." Tom told a story
13:01about a guy who was going to networking
13:04events and just getting ignored as like
13:06the AI marketing guy because everyone
13:07was kind of wary of him and like didn't
13:09know if he, you know, think he could
13:11actually help them. And then he went to
13:13the networking event after setting up
13:15his directory and he's like, "By the
13:16way, I have this free directory. If you
13:17guys want to be listed on it, let me
13:18know." Like every he was the magnet in
13:21the room that everyone was going to and
13:22trying to talk to. And then what you can
13:25do is kind of bundle in the services
13:27that you already were going to sell.
13:29like merchant for example where you um
13:32you know are upping Google maps rankings
13:34or what Clay sells just Google reviews
13:37or a website or whatever bundle that in
13:39with a premium listing on the directory.
13:42So, you sell the premium listing for,
13:44let's say, 500 bucks a month. Basically,
13:45everything you were going to sell to
13:46them anyway, but it's has this extra
13:49thing of being like, you're a premium
13:50listing, you're at the top of my
13:51directory, which your directory would
13:53won't be getting a ton of traffic at the
13:55beginning, but it's still has the value
13:58because of how much other stuff you're
13:59bundling in with it. And uh it's just
14:02the closest thing to like really simple
14:04beginner outreach that almost anyone can
14:07duplicate. And they don't have to be
14:08super sales inclined. So, I I love that
14:10one. It's I'm list I'm saying it first
14:12because I know people are gonna click
14:13off the podcast. That's probably my my
14:15real number one. [laughter]
14:18>> All right, Hidden.
14:18>> I'll do the same thing. But yeah, so my
14:21my number three would be running um
14:23local ads in your area to get clients
14:25for your marketing agency. Again, I
14:27know, you know, I had the same thought
14:29when I first started running ads. It's
14:31going to be super complicated. I won't
14:32be able to do it. You know, I'm not
14:33going to be able to, you know, how to
14:35figure out Facebook and all that. But
14:37that was the the moment where my agency
14:39kind of took off. Um, and again, it's
14:41it's really not that hard. So,
14:43basically, you know, if you live in a
14:46really small area, it's going to be a
14:47little bit harder, like just very small
14:49population. But, um, if you're in any
14:52midsize town that's local, people know
14:54each other, you, you know, see people at
14:56church or restaurants or whatever it is,
14:58people are probably going to recognize
15:00your face, they're going to recognize
15:02something in a video. So, what I did was
15:04I'm from Michigan, Ann Arbor. I went to
15:08uh the big house which is just like I
15:11mean you know college sports or like
15:13religion in in in Michigan and other
15:15areas as well. But basically, you know,
15:18just holding up my phone, calling out
15:19local business owners, um, talking about
15:22my offer, and then just having the big
15:25logo in the background. And that can be
15:27a stadium, that can be a landmark, like
15:30a statue, something that people will
15:32recognize in the area. And then any lead
15:35that came through that I would call, the
15:37first thing they would say is, "I just
15:40filled this out cuz I saw that you were
15:42local." Like, "I just filled this out
15:43cuz I saw that you were this." They
15:45didn't really even care about what I was
15:46saying in the video. It was just I need
15:48a marketing guy. I can tell that you
15:51know you're local so I can trust you.
15:53And then it just opens up the
15:54conversation. So again, you could set
15:57this up with one 105 minute YouTube
16:00video. Like it's really not that hard.
16:01But I would honestly say it's the the
16:03single best thing I've done to get
16:04clients.
16:05>> Love that one.
16:06>> I've actually never heard that before.
16:07That's like really smart. As someone
16:09that comes from a different world,
16:10that's like super cool. Is that
16:12something that all of you guys do or
16:14>> I've never done it, but somebody asked
16:15me like if I were to restart a couple
16:17years ago and I said I'd literally go to
16:19the state capital of Utah, film that.
16:22>> And I know that I'd get like and you
16:24could depending on like what your script
16:25is, you could get some like lower like
16:27smaller type businesses, but like
16:29>> if you say like, "Hey, Salt Lake City
16:31businesses, do you want to be like the
16:32top HVAC company that everybody
16:35recognizes and thinks of?" You could
16:36sell them a pretty huge package if
16:39you're good enough at what you do. For
16:40most beginners, you're going to want to
16:41do something smaller. But
16:42>> what I can say too is that
16:44[clears throat] I've done this ad, same
16:46script. You know, it goes back to sales
16:48just being about trust and making
16:49relationships. And it's just like when
16:51you can be the local guy, it just puts
16:53you ahead of everybody else that's
16:55hammering their phone all day, you know?
16:56>> Yeah. At the time, I started with only
16:58like $35 a day. Like I started um
17:01getting leads, like high quality leads
17:03for like $5. And like when you run run
17:05local ads, typically you run ads and
17:07you're looking at like, okay, not that
17:09many people are going to respond, not
17:11that many people are going to show up to
17:12a call, you know, not that many people
17:13are going to close. And you have like
17:14all these drop offs. But with the local
17:17ads, every single conversion rate is
17:19better. More people respond because
17:20you're local. More people show up to the
17:21call cuz you're local. More people close
17:23because you're local. And also like like
17:25you said, like you start to get
17:26recognized. That's I spent I have 15,000
17:29yearround residents in my town. I spent
17:31like less than $6,000 on ads over three
17:34or four months. And literally anytime I
17:36went around and talked to a business
17:37owner, they're like, "Oh, yeah, I see
17:38your ads all the time. I see your ads
17:39all the time."
17:40>> Oh, that's amazing. You had you had a
17:41spin on that campaign, didn't you? Where
17:42you would then use case studies in
17:44different towns.
17:45>> Yeah. Yeah. I I literally all I would
17:47say is like, and you know, we've talked
17:49about this before, but basically using a
17:51local business as a case study,
17:53especially one that they would
17:54recognize. So like the two case, one of
17:56my best ad ever, um, I live in like the
17:5930A area of Florida. that's what people
18:00know it as. And so I'd say like, "Hey, I
18:02took 38 Blaze from X to Y reviews." And
18:05just plug in whatever you're selling,
18:07right? You can whatever result you
18:08provided. I took 38 Blaze from X to Y
18:10and I took 38 golf carts from X to Y as
18:12well. Those are both prominent
18:14businesses in the area that have the
18:16name of our town in the business. And
18:19so, not only was I calling out 38
18:21business owners, but I was also showing
18:22them business businesses or business
18:24owners they know personally that I got
18:26them a result. And so you can take
18:28advantage of like all of the all of the
18:30local trust and all the good things
18:31going on there. You can just that's I
18:33was able to literally close clients for
18:35like less than $40 an ad spend.
18:37>> Wow. And you can guys if you don't have
18:39the money to spend on ads but you do
18:41have a case study, you can also post
18:43that same thing in the local Facebook
18:44group.
18:45>> Yeah. Yeah. Exactly.
18:46>> And that that's like it's not even
18:49likely to get taken down because it's so
18:51helpful. Like if you just give give give
18:52in the Facebook group like here's this
18:54case study like here's everything that
18:56we did. We gathered the list of
18:58customers. We texted them. We got 150
19:01reviews from that initial text. Now we
19:03integrated with this. Like spell it out
19:05so they could do it themselves. And I
19:07promise you you're going to have dozens
19:09of people reaching out to you from that
19:11case study because they don't want to do
19:13it themselves.
19:14>> Great one, Hayden.
19:15>> Appreciate it. Mhm.
19:16>> Um, so as Kita mentioned, I run a
19:18content agency, which means my
19:20perspectives are quite unique and my
19:22three are going to be very different
19:24from you guys. Uh, to break down like
19:26what that three is going to look like
19:27and I guess a teaser for the audience.
19:29The first is going to be a style of
19:31content that you can make even if you
19:33have like four IQ and you have like no
19:35clients whatsoever. The second is if you
19:37have maybe like one or two case studies,
19:39really applicable for you. Um, and
19:41again, really easy to make. The final
19:43one is for the people that don't even
19:44want to make content. they just want
19:45outreach strategies. This one outreach
19:47strategy I have personally used to sign
19:50clients even though none of you guys
19:51have probably ever used it before. I'm
19:53really excited to see what you think of
19:54it when uh when I share that. So
19:56[snorts]
19:56>> for context guys, Dom had what do you
19:59have on Instagram? Like 10K
20:01>> uh I want to say about 13.
20:03>> Okay. Yeah. So 13K on Instagram and he's
20:05worked with some of the biggest names in
20:08the content space. like
20:09>> yeah,
20:09>> he he has NDAs with with some of these
20:12people, but genuinely like he's pursued
20:14by some of the biggest names in the
20:16online space because of the style of
20:18content he makes despite having a
20:20relatively low follower count.
20:22>> Anyway, uh the first content style that
20:24I'd recommend for the beginners with
20:26four IQ or above is live demonstration
20:29content. So, the main mistake that
20:31people make when they do create content
20:33is they just kind of preach. They just
20:35think I'm gonna teach a bunch of stuff
20:37because I watch a YouTube video by Kea
20:38and I'm just gonna like regurgitate
20:41stuff that you might say to other people
20:43whether they're trying to like help
20:44people with agencies or sign clients for
20:47their like local business or whatever.
20:49The issue with that is it doesn't stand
20:51out. Nobody cares and it doesn't show
20:53any actual proof. So even if you have no
20:54case studies, no experience, what you
20:56should do instead is demonstrate how you
20:58would execute something. So, that could
21:01be a live funnel build or a live ad
21:04setup or whatever else you guys do. Um,
21:07>> like here's how I would change this
21:08person's website.
21:09>> Exactly.
21:10>> Even if you've never changed a website
21:11before.
21:12>> Exactly. It's essentially if it was a
21:13YouTube video, it' be watch me build a X
21:18per month ad strategy in 20 minutes. And
21:21you would then upload that. You again,
21:23you don't need any case studies to do
21:25that. you can just talk through your
21:26process or what you think the best
21:28process is for building that for a
21:30pretend local business
21:32>> or one that you're trying to reach out
21:34to but you haven't actually signed them
21:36yet. And then when you've broken down
21:37that strategy and anyone sees that, they
21:40now know that you know what you're
21:42talking about even if you don't have the
21:43case studies to back it up yet.
21:45>> I think that's great. I mean, think
21:46about Hayden's example of running the
21:48ads. Even though that advice is amazing,
21:51it would just make it so much more
21:52helpful if someone could see on screen
21:54him selecting like send those leads to a
21:57uh to like a landing page instead of
21:59using meta lead forms, you know, and the
22:02landing pages say, you know, X Y and Z
22:03to actually get them to to take your
22:05call when you do call, right? Because I
22:07think like there's like the conceptual,
22:09then there's actually like the doing it
22:11in practice and if you just do it in
22:12practice and show it, like anybody can
22:14then follow and just so much more
22:15helpful.
22:16>> Yeah. I think for beginners, probably in
22:18your guys' industry, correct me if I'm
22:20wrong, would probably be something like
22:21a live website build. If you posted a
22:24video to Instagram of you rebuilding a
22:27website from scratch, you don't have to
22:29have any real experience beyond like
22:31watching a few videos on how to do that.
22:33But then local businesses can see that
22:35video and see that you're 10 times
22:36better at building websites than they
22:38are. And they might just pay you
22:39straight off that and they don't need to
22:41see any case studies or anything. Can
22:43you speak to like would you put it on
22:46Instagram or YouTube or both or how what
22:48platform would you start on?
22:50>> Yeah, it really depends on where you're
22:53at um and what you're currently doing in
22:55the agency. So, for example, if you run
22:57meta ads uh like your Hayden, I'd
23:00recommend you build an Instagram brand
23:01like as soon as possible because people
23:03are going to be able to see your brand,
23:04right?
23:05>> So, when they get fed an ad on
23:07Instagram, it will say your name, it'll
23:08link to your page. So if you have a
23:10brand, if you have followers, if you
23:11have content, then they can see that
23:13even if they didn't necessarily convert
23:14off the ad, they might follow you, they
23:16might consume more content and then buy.
23:18Uh whereas if your YouTube is separate,
23:20obviously they're not going to see that.
23:22That being said, YouTube is definitely
23:23easier to like get clients from. It just
23:26requires more understanding of content
23:28and effort up front. So if you're
23:30someone that has a lot of time, then I
23:32would honestly recommend YouTube because
23:34that's where I started. That's where I
23:35started signing clients that just like
23:37came to me and I didn't even know what I
23:38was doing and I could just sign people
23:40for multi4 figure deals. Um, but yeah,
23:43Instagram is definitely easier for for
23:45beginners if you don't have that much
23:47time and you don't really know what
23:48you're doing and you don't have the time
23:49to learn. You just want to like post and
23:51find out. It's way easier because you
23:53can post multiple times a day. You get
23:55better at speaking on camera. You get
23:56better at hooks and everything just
23:58naturally.
23:59>> I like I like that too cuz like I you
24:01guys probably get it too. Um, I mean, as
24:04you grow on social media, you'll get DMs
24:06all the time of these people sending a
24:08little video and it goes into your spam
24:10box, at least mine all the time, and
24:12it's like,
24:13>> "Jasper, what's up? Looks like you're
24:15crushing. I made this quick video for
24:17you showing how we can improve
24:19whatever." And like since they're all
24:21just in like my DM inbox, I just delete
24:23them all and never even watch them. But
24:26I like the idea of like posting it on
24:27your page and like adding that business
24:30in the description of the post cuz
24:32there's no way they don't see it because
24:34when you tag somebody in a post, they
24:36always will see that and you put it out
24:38live. And and I think half the battle of
24:40like getting clients is just letting
24:42them see what your offer is in the first
24:44place. A lot of them just delete the
24:45email or delete the DM or whatever
24:47outreach you do. And so like that's one
24:49way to like for sure get in front of if
24:51they have an Instagram page and you at
24:53them on their on your post that you make
24:55about their business and how you would
24:56improve it. I think that's that's money.
24:58>> Yeah. To add to that, I realize we're
25:01spending a bit too much time on this,
25:02but um something that I've seen work
25:04really well for people is they will just
25:05pick the biggest name in that niche. So
25:08if it was like the plumbing businesses
25:09in Michigan or something, you just pick
25:11the most popular one with the most
25:12reviews. You do some kind of like live
25:15rebuild of their website. Even if they
25:17don't see it, all of their competitors
25:19might see it and they know like this is
25:21the top guy in the space. They might see
25:23that as an advantage if they work with
25:24you because you just proved that their
25:26website wasn't as good as it could have
25:27been.
25:27>> I think it's also like super important
25:29to put them all in context with each
25:31other because something like branding
25:34is amazing and should be done like
25:36always throughout your journey as you're
25:38starting and scaling, but that's not
25:41going to get you your first client in
25:42the first 90 days realistically. You
25:45know, same with like how long did it
25:46take you guys to get any traffic on
25:47YouTube, right? You probably made videos
25:49for months before anything. Whereas like
25:51running ads, you'll get a client maybe
25:53same day if you optimize it well. So
25:55like you want to make sure that you're
25:57picking the right strategy to get
25:58clients that will be like a long-term
26:00momentum growth so you can scale, but
26:03also something that's like shortterm so
26:05that you don't lose all of your like,
26:07you know, your uh your positivity too
26:09early on and give up.
26:10>> Yeah.
26:11>> All right, we're back to you, Justin.
26:13What's your number two? The favorite
26:15part of what I do is I get to work with
26:17so many people that are either in the
26:19beginning phases of their agency and
26:20they just got their first client, now
26:21they're trying to like fulfill it all.
26:23Um, or they're trying to start the
26:25agency. And the number one mistake that
26:29I hear all the time from the most number
26:32of people of everything you could
26:34possibly think of is like worrying about
26:36the details that don't matter. Like when
26:39you're just getting started, I'm not a
26:41lawyer, but I would not set up my LLC
26:44first. I wouldn't spend three months
26:47making sure my website is perfect.
26:50>> You know, some of our like our best
26:51agency resellers have probably the worst
26:53website you've ever seen and they're
26:55selling websites to small businesses,
26:57>> right? Like until you have revenue,
27:00>> all of those other things are like
27:01luxury things that are just distractions
27:04>> and going to take away your ability to
27:07actually get clients.
27:09>> So like it I think as it's it is a
27:11strategy to get clients, which is only
27:13focus on getting clients.
27:15>> Anytime you're thinking about like your
27:16website, do I need a business card?
27:18What's my new domain name going to be?
27:20Is my logo flashy? What are my contracts
27:23going to look like? Like if you're
27:24asking those questions before you even
27:26like pick up the phone and had a
27:27conversation with the lead, like you're
27:29you're totally down the wrong path.
27:31>> Yeah. Yeah. I also think that like
27:33psychologically it makes the outreach
27:35harder once you spent 6 months working
27:38on your onboarding process and your
27:39welcome emails and your website, then
27:41like you have all this like sunken cost
27:43into like, okay, I'm going to make a
27:45cold call and the first one's going to
27:47go bad. You know, the first one's not
27:48going to be great and then you be like,
27:50I spent six months on this and this is
27:52what it's going to be like. Whereas like
27:53instead you go to the day one and you
27:55make a 100 calls, you haven't lost
27:57anything besides whatever time it took
27:58you to make the calls, you know, and you
27:59might have gotten a client from that,
28:00you know,
28:01>> and you'll learn that like those
28:02onboarding emails that you made are
28:04worthless because like that's not how
28:05the call went.
28:06>> Yeah. Something else.
28:07>> Exactly.
28:08>> Exactly.
28:09>> Clay, number two,
28:10>> all the people that you know and
28:12interact with, whether it be digitally
28:14or whether it be in your life. thinking
28:16of all the business owners, you know,
28:17and I think that people like freak out
28:20like I don't know any business owners,
28:21you know, I don't have a bunch of people
28:23uh that I know that just own businesses,
28:25but literally you probably go to a
28:28restaurant in your local town all the
28:29time. You probably go to a gym in your
28:31town all the time. You probably interact
28:33with 10 to 15 business owners every
28:35single week or businesses every week
28:36that you're not even thinking about. And
28:38so the very first thing I did um when I
28:41was getting started and I was like slow
28:43and I needed to figure something out was
28:44I just went to my phone contacts and I
28:46literally just said hey their name I'm
28:49starting this thing where I help you get
28:50XYZ benefit which was like rank higher
28:52on Google get more customers um I'm
28:54doing it for the first couple people um
28:57for free just in exchange for feedback
28:58or exchange for testimonial um you know
29:01do you know any business owners who'd be
29:03interested so you can send this message
29:04to all of your friends or all your
29:06parents' friends or whoever Um, and they
29:09all know business owners. Um, and you
29:11know, or most of them do and at least
29:12one business owner. Um, and you'll start
29:14to get referrals. And the thing is you
29:16can start like getting clients even
29:19still to this day for review harvest at
29:20like 66K a month is still kind of like
29:23the hardest thing that we do. Like just
29:25getting someone to trust you enough to
29:26pay you is like that is still our
29:28bottleneck. And so in the beginning
29:30you're doing the hardest part of even
29:32like larger agencies, but you're doing
29:34it with no resources, no experience, no
29:36skills, no knowledge. And so when you
29:38start with just your warm contacts,
29:40people that follow you on Instagram,
29:41people that follow you on Facebook, uh
29:43your friends, your parents' friends,
29:45your your phone contacts, you get to
29:47genuinely start on easy mode with people
29:50that already trust you. I mean, you
29:52could offer to pay them 50 bucks to let
29:54you fulfill the service. they probably
29:55won't take your money, but like you just
29:57want to remove all the friction you can
29:59from getting those first five clients
30:01because once you get five clients, not I
30:03mean I don't honestly think not even if
30:04they're paying you, but once you've like
30:06delivered five results for a local
30:08business owner, you get the process and
30:10it makes it that much easier.
30:11>> Out of my first four clients, one of
30:14them was our family barber.
30:17>> Nice.
30:17>> And the other was our landscaping
30:19company. And it was both both of them it
30:21was like, "Hey, I'm brand new to this
30:23starting this. I have no idea what I'm
30:24doing. Like super apparent with it.
30:26>> Um but I'd really love to do it for you
30:28for free and uh and now they're both
30:30paying and they've been paying for over
30:32a year. So
30:32>> that's awesome. It also is just a great
30:34way for you to get experience and you
30:36know mess up without having somebody's
30:37card on file.
30:38>> Yeah. Yeah, for sure. And if you're a
30:40homeowner or if you own anything and and
30:42you you are buying anything, I recommend
30:44you talking to them about their business
30:45because like when we bought a house,
30:47it's like all right, we got to get
30:48screen in porch, talk to them about
30:49business. We got to get pressure
30:50washing. Now we do the reviews and they
30:52exchange them for uh uh pressure washing
30:54our house. And so like every single
30:56business that we hire, I'm specifically
30:58going to Google and strategically
30:59finding people I think would be a good
31:00fit and then calling them and asking for
31:02a quote, you know, and sometimes getting
31:04four or five quotes and asking about,
31:05you know, hey, what do you do for
31:06reviews? So, it's worth just getting
31:09like the the like the the dust off and
31:11getting your first couple clients no
31:12matter what. And just because you gave
31:14away the first client for free and the
31:16next one you only charge $100 a month
31:18doesn't mean your third one when you're
31:19more confident can't be 500 a month and
31:21then your 20th client you know 2,000 a
31:24month. Like the pricing thing is really
31:25interesting where a lot of people will
31:27pick within this huge range and they're
31:29offering the same thing. And I think it
31:30just comes down to like confidence. So
31:32like build up your confidence and don't
31:34make don't worry about the money for the
31:35first couple clients. Just get that
31:37confidence to then charge you know.
31:38>> Yeah. And I can't tell you how many
31:40times people that I've talked to that
31:42are getting started are working a
31:43part-time job and I'm like awesome. Does
31:45that part-time like does do you know the
31:47b do you know your boss? And they're
31:49like yeah like would that boss let you
31:50do some marketing stuff for them for
31:52free or pay you a little bit more on
31:53your income or whatever it is. My very
31:55first client that's still paying us to
31:56this day um was $2,000 a month and I had
32:00worked for them in high school and I was
32:01like I'm in college. I don't want to get
32:03a job when I graduate but I'll do
32:04marketing for you. And that was like
32:06literally broad marketing. I was like,
32:07I'll take videos, I'll post, I'll do
32:09Google business profile stuff, I'll do
32:11your website, whatever. And they they
32:12still pay us to this day, like 3 years
32:14later, four years later almost.
32:16>> I think I think they should know that we
32:19were with a small business operator
32:20yesterday and it was like uh like there
32:24was blood in the water. Like this guy
32:25had no chance for you guys not to sell
32:27him on something. [laughter]
32:28>> Yeah. The guy driving our boat when we
32:30went wake surfing, Hayden was on him
32:32like wide on rice trying to sell him a
32:34CRM for his new [laughter] dealership.
32:36I've got his phone number and a reminder
32:38on my calendar in two months. [laughter]
32:42>> Let's go. Um I was going to say working
32:45hourly, like if you're selling those
32:47people locally or like in your Rolodex
32:49essentially or your old employer
32:51underrated. Like say I'll work for 15
32:54bucks an hour. then you don't have to
32:56sell them a monthly retainer and like
32:59they're you could even say five bucks an
33:01hour just as long as you swipe the
33:02credit card and they like feel like
33:04they're getting a good deal. Um
33:07>> yeah, it's it's uh it's almost better
33:10than a free trial because they trust
33:11that like they feel they don't feel as
33:13bad about it and they can't ghost you
33:15because they got to pay you.
33:17>> Uh so I've got u with this one I got
33:19three different experiences. Um but the
33:23method is giving away like kind of like
33:26custom gifts
33:27>> to businesses. So the first one when I
33:31was like very first starting I was still
33:32working at my mortgage job. I was trying
33:35to sell to other mortgage companies
33:37because I had already set up all the
33:38marketing for the company that I worked
33:40for. So I was like I'm going to go to
33:42companies in other states, other
33:43mortgage companies in other states and
33:45try to sell them the same thing. And um
33:47so for this one company, I like had
33:50looked them up on Google. I thought
33:51they'd be a really good candidate for
33:52like they had had a bad website. They
33:54had low Google reviews, all the stuff,
33:56all the signs that of somebody who
33:58needed us and needed our help. [snorts]
34:00And I printed out I went to like my
34:02local graphic design shop. I got like a
34:04couple different mugs made with their
34:06logo on it. I got stickers printed out
34:08with their logo on it. Things that they
34:10may have already had, you know, because
34:11they they, you know, own the business.
34:13but I just wanted to go over the top for
34:16them. And so then I walked in and I
34:18delivered all these like little goodies
34:19that I had printed out from the local uh
34:21graphic shop. And it maybe costed me
34:23like $40, $50 to print everything. Um
34:26but they like were super appreciative
34:28that I had taken the time to like do all
34:30this stuff for them before I even walked
34:32in. And [snorts] um they were like one
34:35of my very first few clients that I
34:38landed um that was a different mortgage
34:40company than the one that I worked at.
34:43Second one is actually an affiliate of
34:45mine. He's a 17-year-old kid who lives
34:47in Riby, Idaho, in the town that I live.
34:49And I met him at the gym um working out
34:51and he ended up signing up for GoHigh
34:54Level and wanted to start an agency. And
34:56anyway, uh what he did is he like just
34:58went he like got a box of crumble
35:00cookies and he walked into like 10
35:02different businesses in the area, gave
35:04them each a box of crumble, which you
35:06think like, oh that's a lot of work, but
35:08really a box of crumble cookies like 10
35:1015 bucks. So, it's not that big of an
35:12investment, you know, he spent whatever
35:14150 bucks between the 10 businesses and
35:16he ended up closing like half of them
35:18like and and he's a 17-year-old kid in
35:20high school. Um,
35:22>> that's such a cool story.
35:23>> So, that's number two.
35:24>> It sounds expensive, but that's cheaper
35:25than meta ads.
35:26>> Oh, yeah.
35:27>> It's better than getting a Zuckerberg.
35:28You know, you actually build
35:30>> way less anxiety. Like, but meta ads
35:32will give you anxiety through the roof
35:33as a beginner.
35:34>> Worst case scenario, give out cookies.
35:36You gave some people some cookies.
35:37>> Yeah. Exactly. [laughter] Exactly.
35:39you're not going to get cussed out. You
35:40know,
35:42>> they they really appreciated it and he's
35:43like young kid, too, which might have
35:45helped him out. You know, I'm like high
35:46schooler in the area and and anyway, but
35:49um and then the third one was one that
35:51actually worked on me. So, um, you know,
35:54Walt and, um, Johan with, uh, white
35:59labelled suite, they they've now sold
36:01it. But
36:02>> anyway, [snorts] they, uh, one time W or
36:05>> this is a software company that gets you
36:07leads that you can do cold outreach to
36:10in the high level space. So, they were
36:11reaching out to Jasper.
36:13>> Yeah. So, they wanted me to become an
36:15affiliate of their company, of their
36:17software. And I had never really given
36:19them the time a day. Like I'd seen them
36:21a few times at the high level events and
36:23stuff, but I never really gave him the
36:24time of day. So one time like Johan
36:26messages me on Instagram. He's like,
36:28"Yo, dude, what's your address?" And I
36:30give it to him just thinking he's might
36:32like send me a card or something. And
36:34then like 3 months goes by cuz he's from
36:36Australia. And so he I guess he had
36:38shipped something but it took a long
36:39time to get to me. And all of a sudden
36:41at one day at the door this box shows up
36:44and inside the box is a shirt that says
36:47Sasquatch on it. So, it's like a
36:49Bigfoot, but it's like SAS, like
36:51software. And so, he combined my two
36:53favorite worlds. And very few people
36:54knew that I was like really big into the
36:56Bigfoot stuff. They knew I was like into
36:58Go High Level, but he somehow figured it
37:00out. And he big into the Bigfoot.
37:02>> He combined my two favorite things into
37:04he actually gave me three different
37:05shirts and um all with like different
37:08Bigfoot me and SAS memes. Um, so anyway,
37:12I didn't it didn't say who it was from
37:13though and I had forgotten he had
37:15messaged me like months earlier. And so
37:16I put it on my store and I said,
37:18"Whoever gave me these t-shirts, I will
37:20buy whatever it is you're selling. Just
37:22let me like slide up if it was you." And
37:25I had some people that said it was them,
37:26but it wasn't really them. And they were
37:28just joking. But um, Johan messaged me.
37:31He's like, "Dude, that was me. You
37:32remember when I asked for your address
37:34months ago?" I was like, "Yeah."
37:35So anyway, um we ended up doing like I I
37:38brought him in with my community and we
37:40did like a big uh you know, had him
37:42pitch his stuff in our community and um
37:45anyway, and I promoted his stuff a
37:47little bit from that. But like I very
37:49rarely will respond to people that are
37:51trying to like get me to like, you know,
37:53market their stuff, but it worked. I was
37:56like, "Yeah, dude. I'll without even
37:57knowing who it was, I said, I will pitch
37:59whatever or I will buy whatever it is
38:01you're selling because it was so
38:02unique." Yeah.
38:03>> I can test that. I think I reached out
38:04to you years ago and uh this is the
38:06first time we've met. [laughter]
38:10>> I'm sorry for
38:11[clears throat and laughter]
38:12>> it was worth the wait. Don't worry.
38:15>> All right, here's my second one. I was
38:16going to put this one. I think the next
38:18one I have is actually number one. Like
38:20my favorite one that I wish more
38:22beginners would do. About six months
38:23into my agency, I ended up getting a
38:25business partner and he had a list of
38:28every single orthodontist's email
38:30because he had worked at a previous
38:32orthodontic marketing agency that had an
38:37orthodontist as the like CEO of it. And
38:40the orthodontist was able to get
38:42everybody's email from the like database
38:44of orthodontists that you can access if
38:46you're part of the um if you're like a
38:49licensed orthodontist. So that's how
38:51they got their email list and they would
38:53like send broadcast to it and
38:54everything. So we kind of like inherited
38:56this email because that business shut
38:57down and he didn't care and whatever. So
38:58we had this like really valuable email
39:00list and most people would have done
39:02like standard cold email like hey I can
39:05get you eight more patients this month
39:07like reply yes if you want to like chat
39:10but we for whatever reason just like
39:13didn't know about that or didn't know to
39:14do that. And so instead what we would do
39:17is send like a normal newsletter and
39:21like provide value in the email that we
39:24send. So I was at that time I would make
39:26like a YouTube video breaking down like
39:28here's what we did this week for
39:29whatever client or like you know five
39:31orthodontic marketing strategies or
39:33whatever. You don't have to make the
39:34YouTube video. You could just put it in
39:35the email. But we would make the YouTube
39:37video and then we would send the email
39:39and then say click here to watch the
39:40YouTube video. And our YouTube channel
39:42also had like, you know, customer
39:44testimonials and interviews and stuff.
39:47And so I literally was coaching my
39:50nephew's soccer practice or soccer game.
39:53And the other coach, I noticed he had
39:54orthodontist on his shirt and I was
39:57like, I wonder what he's like, hey, are
39:58you an orthodontist? He's like, yeah,
39:59you look so familiar. And he like pulls
40:01up his email and he he's like, oh yeah,
40:04there you are. He was like, I don't
40:06remember opting into that list. And I
40:08was like, "Oh yeah, you know, like
40:09sometimes it just happens like you know,
40:11you don't remember." But we would we
40:14literally get like a client a week from
40:16it was like a combination of strategies,
40:17but from that list, pretty much every
40:19time we would send an email, we'd get a
40:21client from it. So we book a couple
40:22calls. So I think if you can scrape like
40:25a really high quality list of a certain
40:27industry and then don't do normal cold
40:30email on it. just do value as if they
40:33had opted in and assume that they don't
40:36remember because they they I mean people
40:38opt into stuff all the time. They start
40:40getting emails like that. I'm pretty
40:41sure there's people doing this to me
40:42because I don't half the emails I get I
40:44don't remember opting into that email
40:46list and it will fly under their radar
40:49of like all the other cold emails
40:50they're getting. And instead they're
40:52going to be like, "Wow, you you
40:54demonstrated your expertise in this and
40:56I want to buy from you. I want to talk
40:58further about this instead of like the
41:00direct pitch that everybody else is
41:01doing. So, I think that one's pretty
41:03sweet.
41:03>> I totally agree with that one. I get I
41:05get a bunch of cold emails now that are
41:08kind of uh disguised as weekly updates
41:11in a certain industry and I I read them
41:14all. I I know I never subscribe. These
41:16are from companies that maybe I would
41:18consider them a competitor, but like
41:20they provide value and I love it. And
41:21>> you know, we've had a weekly newsletter
41:24for years and they're a huge pain to
41:25write, but they give value. you show
41:27you're an expert and and yeah and it
41:29pays off. So yeah, I love that. I love
41:30that idea.
41:31>> For my second one, I think it'd be it's
41:34kind of more so of like a strategy than
41:35a story or anything. But if it was like
41:38let's say I was starting from zero, it
41:41would be, you know, end to end the
41:43fastest way that I think I could get a
41:44client. Um cold calling number one. But
41:48in terms of actually doing it, kind of
41:50the way that I like to think about it
41:51and how I've thought about outreach for
41:53the last year is is like a bullseye,
41:56right? So, wherever you're from, kind of
41:58going back to the the local strategy,
42:01you're at the center of the bullseye.
42:03And then the further and further you get
42:05out, every ring is like less trust,
42:07right? So, the further you move away
42:08from that, um, without a brand,
42:12>> that's so smart.
42:13>> But yeah, like, you know, assuming that
42:15you don't have a brand or a big platform
42:17or anything, nobody knows who you are.
42:19So, the further you get away from where
42:21you're from, less people trust you. So
42:24the way that I thought about outreach
42:26when I started my business was I'm going
42:29to stay as local as possible as long as
42:31I possibly can. So basically what I
42:34would do is um you know you can use
42:36different tools instant data scraper
42:38whatever you want to do uh out scraper
42:40scrape a list of you know depending on
42:43what you're selling if you're doing
42:45highle stuff I think any home service
42:47business works well any like high volume
42:48business I would scrape a list of every
42:51single landscaping company in Michigan
42:54where I'm from um first actually in my
42:57town cuz that's like the center cold
42:59call those business owners and basically
43:01burn through that entire list before I
43:03would switch to anything else. And I
43:04would just slowly move out further and
43:07further. And I basically spent up until
43:10a couple months ago, I was still just
43:12outreaching within my state.
43:13>> Wow.
43:14>> Because there's so many businesses that
43:16you can
43:17>> This is what I thought you were going to
43:18say is type it into Google Maps like
43:20whatever it is. And there's usually,
43:22even though you can't do this anymore,
43:23there's a couple like houses that'll be
43:25like an HVAC company or a plumbing
43:27company. Sometimes they're on the next
43:29street.
43:30>> Yeah. Yeah.
43:30>> And you could literally be like, "Hey,
43:32I'm your neighbor. Like I live on this
43:34street." And they'll probably recognize
43:35the street name. And that like there's
43:37probably like a hundred businesses
43:40within a mile of you that have a home
43:42address as and you could be like, "I'm
43:44literally your neighbor." And I you said
43:46you saw someone like actually door
43:47knocking door
43:49>> which is honestly it's it's similar in
43:51you know not finding them on the address
43:52but every time I would call somebody I'd
43:54be like hey I live 10 minutes from you.
43:57I'm in the same town. when I'm starting
43:58this thing, you know, would you be
44:00willing to meet for coffee? That's
44:01something that Clay's talked about a
44:02lot, too. Meeting in person if you can
44:04in your local area. Um, that's I think
44:08when I've met people in person, I
44:09probably close like 90% of them.
44:11>> It's crazy. Especially if you buy them
44:13coffee or buy them lunch, like I
44:14honestly think just the reciprocity of
44:16like and you know, we don't sell like
44:18$20,000 stuff, you know? It's like the
44:19reciprocity. I feel like people are just
44:21like, "Yeah, let's do it." Um, and also
44:23you uh you grew like so fast. It's like
44:26you you know two years ago you hadn't
44:28even you didn't even know this space
44:29existed you know and so like bad
44:31strategy like yeah it was a lot of work
44:33but like you made it work you know
44:34>> for sure yeah
44:35>> so this second style of content uh I
44:38referenced earlier helped me sign an 8
44:39figure client or my first 8 figure
44:41client what is funny that I just
44:43remembered is it also helped me uh sell
44:46a gohigh level build which is super
44:48funny cuz like I'm so distant from that
44:50now but I I sold a go high level build
44:52for like 5 a halfk um which is pretty
44:54crazy
44:55>> this guy has so much random [laughter]
44:58so many
44:59>> if you want to sell custom go high level
45:01builds then then still this um this I
45:03would recommend to people who already
45:05have like a couple of case studies not
45:07not necessarily because you need them
45:08but because you need the expertise in
45:10order to actually pull off this style of
45:11content. So the first style of content
45:14that I gave you was the like live um
45:17demonstration style which can work for
45:19anyone whatever level. The issue with it
45:22though is that people perceive you as
45:23kind of like a freelancer or maybe
45:24you're only good at one thing. So if you
45:26rebuild a website, they might just be
45:28like, "This is probably some kid who
45:30rebuilds websites for fun. Can I give
45:32them $100 to just do it for me?" So yes,
45:35it might help you sign some initial
45:36clients, but it's not great for really
45:37scaling. Whereas the second style of
45:40content will actually position you more
45:41as an expert where people do want to pay
45:44you like the big bucks for like, like I
45:46said, a gohigh level build, 5 a halfk.
45:49Um, and what that style is is what I
45:51would call a breakdown or you could also
45:53call it a deep dive. So my strategy was
45:56I would pick genuinely the biggest
45:59person I could find in the industry that
46:01I wanted to target. So for me it was
46:03like info guys, but obviously it's just
46:05like niche agnostic almost. So uh the
46:08biggest video that I had was Shelby Sap
46:10who I think at the time was doing like 2
46:12mil a month. I just made up the number
46:15um in the actual video. What I did is
46:17rather than just breaking down the one
46:18thing I wanted to sell, which might have
46:19been the Gohare level or might have been
46:21the content or the ads, I'd break down
46:23her entire strategy from top to bottom.
46:26And so in doing so, I could prove that
46:28not only did I know how to do one
46:30specific thing, but I understood the
46:32industry as a whole. Like I understood
46:33the entire creator economy. And so the
46:35lead quality coming off the end of that
46:37were people that looked to me as an
46:39expert that could help them with
46:40everything. even if I only sold content,
46:43it's like I understood sales, I
46:44understood systems, I understood ads.
46:46And so that would position me as like a
46:49much um more premium product, I suppose.
46:53>> So how would you do that in a local
46:54sense? Like what would you be breaking
46:55down?
46:56>> It's tough on the local level to be
46:58fair, but if there is like a really
47:00obvious business that all local
47:02businesses aspire to be like, so it's
47:05not necessarily breaking down a local
47:06business. So, I don't know. I don't know
47:09the the US companies here, but there's
47:11there's a plumbing business in the UK
47:12called Pimlo, which is national. I think
47:14you might even operate in like Scotland
47:16or Wales and stuff like that. If you
47:19were to hypothetically break down
47:20everything that you knew about that
47:22entire business and the model and how
47:24they made money and their team, org
47:26charts, everything like that, every
47:28single plumbing business that has any
47:29level of aspiration and ambition to
47:31scale would want to work with you
47:33because you are so much smarter than
47:34everyone else in that local area. Yeah,
47:36I have a good example of how to
47:37implement this in a local setting. I two
47:39weeks ago or three weeks ago, I was
47:41trying to get uh some turf care done at
47:43our in our house because our grass was
47:44being bad. And I uh filled out a form on
47:47a website for this company and didn't
47:51get an email, didn't get a text, got
47:54nothing. It's like seven days later,
47:56somebody shows up at our house. I forget
47:58that I even filled the form out. I
47:59thought this guy's coming to door knock
48:01us and sell us. Um but he wasn't. I fill
48:03out the form and so talks to me, goes
48:05through I'm like, "All right, great." I
48:07literally asked him, I said, "Can I pay
48:08annually now to save some money?" And he
48:10was like, "Oh, the office handles that."
48:12You know, the office the office will
48:13send you an email or whatever. And so
48:15then he leaves 5 days later, uh, like
48:18still no text, no email. Turns out my
48:20buddy down the street has a long company
48:22and provides a service. And so you could
48:24basically whatever business you've
48:26worked with or you've gone through their
48:27sales cycle, you've like interact with
48:29on a day-to-day basis, you can break it
48:31down and say, "Hey, here's all the
48:32places that this was a bad experience
48:34for me as a customer and here's how I
48:35would change this for this business."
48:37We'd fill out the form on the site. I'd
48:38get a text and email and confirmations
48:40before I show up to your house. Right
48:41after like once we get there, we can,
48:43you know, collect money through the
48:44connector app. Just tap to pay. Um, and
48:46then from there you'd know exactly when
48:48your schedule is cuz even the company
48:50that sold me and actually um is doing
48:52our service, they never they never told
48:54me that they were doing it. They didn't
48:56tell us that, hey, we're done. The only
48:57way I found out was there was a sign in
48:59like the back corner of our yard that
49:00said pesticide has been sprayed and like
49:02so even them like the communication has
49:05been awful. So whatever customer journey
49:06you've gone through personally locally,
49:08break it down, find out how you can
49:10improve it and then make a video about
49:11it.
49:11>> All right. I mean the number one one has
49:14to be cold calling. So, like, Hayden,
49:15I'm going to go a little deeper on on
49:17that. When I started, uh, I the whole
49:21business was funded with $4,000.
49:24And I had a VA in the Philippines who
49:27would cold call and try to get someone's
49:29attention and then once they were ready,
49:31he would then like hard transfer it over
49:33to me so I could do the closing because
49:36I didn't have the time. It was a side
49:37hustle. I didn't have the time to like
49:39be doing all of the, you know, the hour.
49:40You could call for like seven hours and
49:42have one good conversation, right? I
49:44didn't have that that time. And then I
49:46took the approach of just getting them
49:50to talk. So basically saying, "Oh yeah,
49:53like I would first love to hear what
49:55you're doing for marketing." And what
49:57you're going to learn in that
49:58conversation is that they have no idea
50:00what they're doing. And most likely they
50:03hate either uh like Yelp or Thumbtac.
50:07And bam, you have your in. Right? Do you
50:10know what they've tried, what's not
50:11working, where they're uh, you know,
50:14what like landmines you shouldn't then
50:16pitch, and then you just kind of
50:18explain. You let them talk and talk and
50:19talk and talk. Oh, yeah. I hear this
50:20from business owners a lot. Yel, the
50:22yak, the uh the uh the Yelp ad campaign,
50:25you know, didn't work, whatever it is.
50:26Um, and then you be like, "All right,
50:28well, let me explain like what I think
50:30you need help with." And then like you
50:32have their website up, you have the
50:33Google profile up. All right, I see that
50:35you have, you know, 4.2 uh rating on
50:37Google. You have 17 reviews. your last
50:39one was from 4 months ago. Well, like
50:41you know the people that are getting all
50:43the the calls, you know, 35% of the
50:45clicks are going to the person ranking
50:47number one, you know, 30% number two, 25
50:50number three. You know, you're number
50:51seven. So, you're getting like 2% of
50:54your market's leads because of like
50:56these couple things you're doing. Um,
50:58like let me let me like explain how I
51:00can help you.
51:01>> And then you've already kind of like
51:03built some rapport. You know what they
51:04don't like and what they like. And then
51:06you just go for the kill. And by that I
51:09mean you say like you know what do you
51:11have like 15 minutes right now
51:13>> so that I can just get you like it's not
51:16hard I just need to like understand your
51:17business
51:18>> so I can like get get you like the right
51:20solution that's going to get you the
51:21kind of leads that you want.
51:23>> Um and get them onboarded on that call.
51:25You do not want to take a warm call and
51:27be like how's next Wednesday at 3 p.m.
51:30because like
51:31>> they're going to be like on a roof
51:32fixing a gutter at that time
51:34>> forget about the conversation they had.
51:35>> Yeah. They're going to forget 100% about
51:37you. So, like, you know, don't don't
51:39like forget that you have a solution to
51:41a real problem that they have and like
51:43you're doing them a favor. You just need
51:45to like figure out the right way to
51:47convey that you know what they need and
51:50that they can trust you. And so,
51:52>> um, get the credit card on that call,
51:54onboard them that call immediately. Give
51:57them the value and follow up with email.
51:59Like, do not go cold. Yeah.
52:00>> Right. Cuz then they're immediately
52:01going to charge back, you know, your
52:03your charge if like they feel like they
52:05just like paid.
52:06>> Yeah. got scammed. Um, and like it's not
52:10hard to start cold calling. It it it
52:12sucks. Like nobody wants to do it. Maybe
52:15Hayden does, but uh but like all of our
52:18top performing agencies, they're cold
52:20calling machines. Like they just figured
52:22out the script, the value prop, how to
52:24get the leads, and like it's free. Just
52:26go to Google Maps, type in plumbers in
52:29East Lansing or whatever city in America
52:31you're in, and just literally start
52:33calling down that list. or you know like
52:35there's there's lead scraping things.
52:37They'll give you a bigger database. You
52:38don't want to spend some money. We build
52:39a free tool because like we we just
52:41answer the question so many times how to
52:43get leads to cold call.
52:44>> Yeah.
52:45>> So like cold call man it's it's brutal
52:47but it's it's the best.
52:48>> Can I add one thing to that too
52:50specifically for merchant? Um cuz I mean
52:53for anybody that isn't watching
52:55obviously you know I think a number of
52:57us are selling merchant now in terms of
52:58just helping businesses rank higher but
53:00[snorts]
53:01obviously cold calling once you get them
53:03on the call at least for me with the
53:05businesses that I've sold now like what
53:07I recommend to other guys is the most
53:10powerful part of that call is me just
53:12sharing my screen and going like so
53:16where where are you showing up right now
53:17and we'll just search up like let's say
53:19they're a landscaper in in Tampa or
53:21whatever right landscape ers in Tampa.
53:23The most powerful part of that sales
53:26call is me sharing screen, scrolling
53:29down very slowly so they can just feel
53:32every single time that that scroll goes
53:35by and they know that they're further
53:36and further down that list. Um, and you
53:39don't really even have to say anything
53:40else cuz it's just so obvious there,
53:42right? Once you tell them that those top
53:43three businesses get the vast majority
53:45of traffic and then
53:46>> they're like it's almost every time
53:48they'll just sit there for a second and
53:50go [sighs]
53:52>> so what what do we need to do
53:54>> you know and it's just like
53:55>> yeah and and Balin will do that Balin
53:58will say like even on the call he won't
54:00be sharing screen if they're like you
54:01know not in the office or something but
54:03it's like all right I'm going to do a
54:04search right now all right search and
54:05then he'll just start naming the
54:06businesses that are above them and like
54:07oh got to click on next page whatever
54:09and B's like anytime you say a name of a
54:12competitor and they're like, "That guy's
54:14ranking above me that's chucking a
54:16truck. He's got insurance. His work
54:17sucks." Whatever. Every single time you
54:20get them to like speak up about a
54:21competitor, he's like Ball's like,
54:22"That's closed deal right there. I go
54:23ahead and take the cash to the bank cuz
54:24they're coming."
54:26>> Uh, I did a full podcast with Balin. If
54:28you want to watch it, it'll be out
54:29before this one.
54:30>> You can watch mine first.
54:31>> And [laughter]
54:33um, and to add to what Justin said about
54:35onboarding them right away, I So, the
54:37person that I closed last week, my first
54:38merchant sale, I didn't have any SOPs
54:40ready. like didn't have the email. I
54:42didn't know exactly what I needed. So, I
54:43was like, I'm going to send you an email
54:45later today with like everything I need,
54:46but I closed him on the call and I
54:48should have taken 5 minutes and like
54:50just gotten his EIN for A2P and like a
54:53few other things because it's been an
54:54entire week and he's like he like can't
54:58fill out the onboarding form for some
54:59reason. like he's asked like 15
55:01questions about the onboarding form over
55:03email to my my team and I'm just like oh
55:06I should have like it would have been so
55:08much easier and like even built more
55:09trust if I was just like I know I need
55:11these things and um so it and now let's
55:14say I have to push his I you know I'm
55:16like hey sorry you know we should have
55:18collected this sooner for whatever
55:19reason I push his billing back a week
55:21that that decreases my time to the next
55:24revenue and decreases his experience
55:26with my business instead of just getting
55:29up and running as quickly as possible.
55:30And you'll find like the most common
55:32thread between anyone that has a
55:34successful business is action, action,
55:37action. And so the right like game
55:40recognizes game. If you're like, let's
55:41get everything onboarded right now and
55:43they don't have to think about it again,
55:45they're going to love you.
55:46>> Yeah. So my final strategy I would say
55:49it works for beginners and it can work
55:51well but like it's one of those things
55:53that you can really scale this up and it
55:56does you are checking multiple boxes of
55:58growing your business in like one kind
56:00of 20 to 30 minute activity. And so I
56:03started a podcast I call it the built
56:05local podcast. I think it makes sense if
56:07you're a beginner either start like a
56:08local area podcast for local business
56:10owners. Mine's like more specific just
56:12to like home service business owners. So
56:14you can either niche down or you can
56:16start with your local one. And then um
56:19we mainly started with uh clients. Uh so
56:22we work with our existing clients, but I
56:24have done this with people that were not
56:25our clients. And what happens is I
56:27basically messages them, hey, we have
56:29this podcast. Even if your podcast has
56:31zero subscribers or zero views or
56:32anything, just like throw up a YouTube
56:34channel, make a little trailer or
56:35something. It doesn't have to be
56:36complex. Um but you can just start
56:39messing business and say, "Hey, I would
56:40love to learn more about your business.
56:41Here's what we're going to do. uh just
56:43download a software called Riverside.
56:45It's like 25 bucks a month. Riverside
56:47will edit the podcast for you and it
56:49will give you short form content. And so
56:51you reach out to a business owner, say,
56:52"Hey, I would love to learn more about
56:53your business on our, you know, Riby
56:56Idaho business owner show." Um, here's
56:58what you're going to get out of it.
56:58You're going to get a long form video
57:00you can post on your social media and
57:01we'll tag your uh we'll tag your website
57:04in the description and put it on our
57:05site. You get a backlink. you're going
57:06to get, you know, five short form clips
57:08that you can post onto your social media
57:10about why your business is so great, how
57:12you keep customers happy, all this sort
57:13of stuff. And so you can send out cold
57:15emails to people who aren't even your
57:16clients yet. Um, but you can basically
57:18get them on the podcast and now you'll
57:20build a bunch of goodwill on the podcast
57:22to then pitch them afterwards. And so
57:24basically what happens is when you get
57:26them on the podcast, you just want to
57:27learn about their business, ask them
57:28those softball questions that create
57:30good short form content that you can
57:32send to them. Um, and then at the end,
57:34literally, these local business owners
57:36have never been asked to be on a podcast
57:37before. So, I've had people show up in a
57:39suit and tie. I've had people show up
57:42and say, "Hey, my son is so excited
57:44about this. When are you going to post
57:45it?" He said that daddy's going to be on
57:46TV. Um, and it's just like they're just
57:48watching on YouTube. All I do is put it
57:50on YouTube, you know? So, they are so
57:51excited. I I'll have people like
57:53literally nervous saying that they took
57:54like his annex before uh the podcast
57:56like like it doesn't matter. Like
57:58literally people this was this was even
57:59before our like I think now our our
58:01channel has like a thousand subscribers
58:02but like this was before we had 1
58:04th00and subscribers. It was like a
58:05couple hundred subscribers and people
58:07are so excited to be on this podcast
58:08because they want to talk about
58:09themselves. They want somebody to be
58:11interested in what they do all day. This
58:13business is their baby. And so if you
58:15get to make a video about their baby,
58:17they're going to want they're going to
58:18one love you when you listen to them and
58:20you make content for them and two
58:21they're going to want to be on that
58:22show. And so afterwards now you get a
58:26bunch of clips that they're going to
58:27post with your logo on them because in
58:29Riverside you can just put like your
58:31branding on it and so they'll all have
58:32like for example for us they all have
58:33review harvest logo on it. So now
58:35they're going to post content that you
58:37made with your logo on their social
58:39media. You'll have the opportunity to
58:40get them as a client um because you can
58:42sell them after they're like really
58:44excited and giddy because you just did a
58:45podcast with them. You're going to post
58:46a long form video that could get some
58:48views and build a lot of trust. Also, at
58:51the end of the day, once you start doing
58:52this for your clients, just the last
58:55question you ask after they're all
58:56excited and everything's been going
58:57good, say, "What's your experience been
58:59like with whatever your business name
59:01is?" And you will get the best video
59:03testimonials. I mean, I have like
59:054minute videos of people raving about
59:07us. Every single one of our highest
59:08converting ads we've ever run for Review
59:10Harvest has come from that podcast. And
59:12then once you do have clients, you can
59:14use that as an opportunity to ask face
59:16to face for a referral to ask to upsell
59:19them into something else cuz you
59:20basically just get to like but it sounds
59:23like manipulative, but it's not. I mean,
59:25you're genuinely learning about their
59:27business and doing something good for
59:28them and for you, but like you get them
59:30in this state where they're like so
59:32jacked up because they just talked about
59:33themselves for 30 minutes that they're
59:34like, especially when they're a client
59:36and they just raved about you for four.
59:37Then when you get off and you're like,
59:39"Hey, your website looks like it needs
59:40some work." like, "Yeah, do you'all do
59:41sites?" I'm like, "Yeah, actually we
59:42do." Like, great. Here we go. You know,
59:44card on file. You want me to charge a
59:45card on file? And you're good. And so,
59:47it's a little bit more advanced and
59:48there's a couple more steps, but
59:50literally if you have a computer with a
59:52webcam on it and you can get $27 uh
59:54subscription to Riverside, like you
59:56could make this strategy work. Um, and
59:58it scales. So, now all that content
1:00:00you're making is getting views, getting
1:00:02views, getting views. So, it's not like
1:00:03one to one cold outreach because one
1:00:05podcast you make can get you 10
1:00:07customers. Uh, this one's pretty short
1:00:09and sweet, but uh, just asking current
1:00:12customers for referrals.
1:00:14Uh, and to break it down into some like
1:00:17steps, I guess, beforehand. Um, I'd say
1:00:21if you're a beginner, like first step
1:00:23would be, I think, is really important.
1:00:26And I'm kind of a hypocrite in saying
1:00:27this because I never really did this,
1:00:29but like if I were to go back and start
1:00:31over, I would definitely niche down at
1:00:33the beginning. And I would pick three
1:00:35different related niches. For example,
1:00:38I'd pick like plumbers, electricians,
1:00:41HVAC, cuz every plumber knows an HVAC
1:00:44guy. Every HVAC guy knows an
1:00:45electrician, plumber. They all they all
1:00:47work with each other. Or you could do
1:00:49like hair salon, nail salon, and um
1:00:53barber shop. You know, they all know
1:00:55each other. They're all in the same
1:00:56industry. They refer business to each
1:00:58other already. And so I'd pick three,
1:01:01you know, related niches, uh, that
1:01:03aren't competitors with each other. And
1:01:06I would then land, you know, with
1:01:09through many of these different methods
1:01:10we talked about today, land one of them
1:01:12as a client, right? And then once you
1:01:14get that client, do really good work for
1:01:17them. That's important. If you don't do
1:01:18good work for them, they're never going
1:01:20to refer you over to the people they
1:01:21know. Um, and then once you do really
1:01:24good work for them, shortly after the
1:01:27just like highest point of satisfaction,
1:01:29so like maybe it's right after you
1:01:31finish setting up their brand new
1:01:32website and they love it, you want to
1:01:35say, "Do you know any other and then
1:01:37name the two other niches that you work
1:01:39with. Do you know any other HVAC
1:01:41companies or electricians that you've
1:01:44worked with that could use this same
1:01:46service and might need it? And can you
1:01:49introduce me to them?" And so you would
1:01:51get them to start a three-way text
1:01:53message conversation and then introduce
1:01:55you through that conversation. So just
1:01:58kind of like starting with niching down
1:01:59with those three sub, you know, related
1:02:01niches, doing really good work and then
1:02:03asking them to introduce you. And then
1:02:05if to go even one step further, if you
1:02:07want to make it even more enticing, you
1:02:09could say, "Hey, for every person you
1:02:10refer to me, I will discount 50 bucks a
1:02:13month off of your service." And you
1:02:14could throw in some sort of incentive
1:02:16bonus that way. But um yeah, just asking
1:02:19for referrals. You might as well if
1:02:21you've already got people you know and
1:02:23they know other people. It's a just a
1:02:25very non-salesy approach to land clients
1:02:28more easily and have immediate trust
1:02:31because they already know somebody that
1:02:32you know. So,
1:02:34>> and in home service, you know, a lot of
1:02:35these guys are part of franchises and so
1:02:38they're in their owner Facebook groups
1:02:39or like Discords or whatever. And so if
1:02:41you do good work for someone that's
1:02:43just, you know, one location owner, just
1:02:45ask them if they don't mind sharing it
1:02:46with the other owners. And often times
1:02:47they do take referrals from each other.
1:02:49>> Yeah. And you you can't be in those
1:02:51groups as like a non-franchisee or a non
1:02:54owner of that type of business. Um but
1:02:57if you can infiltrate them with a client
1:02:59that even like pay your client off
1:03:01basically to like be your advocate in
1:03:03that group, that's that's pretty insane.
1:03:05>> And you can give them something to post.
1:03:07That's what Rob Bailey used to do when
1:03:09Rob Bailey was growing his uh database
1:03:11reactivation marketing agency and like
1:03:13all these kickboxing gyms or like all
1:03:14these, you know, gyms and stuff. He
1:03:16would basically like give people the
1:03:18post and like talk about a video or
1:03:20whatever and show tell them what to say
1:03:21or what to do and like here it is. Yeah,
1:03:24I'll give you XYZ incentive to start
1:03:25posting in it. And then he would just
1:03:27they would post in their own, you know,
1:03:29owner's Facebook group. So,
1:03:30>> okay. So, my third one, I've never
1:03:33talked about this on YouTube because I
1:03:35don't think it would do super well, but
1:03:36like you should be on your edge of the
1:03:37seat, your like edge of your seat
1:03:39listening to this one because I think
1:03:40it's actually really really good. Like
1:03:43probably one of the cheapest ways to get
1:03:45the highest quality leads possible and
1:03:48it would be going to paid events.
1:03:51So, in your city or in other cities,
1:03:55find something that's between like $200
1:03:58and $1,000 to attend. And you're going
1:04:01to find a lot of times bigger companies
1:04:05will send their like managers and
1:04:07employees to the event. And you know, if
1:04:11it's a smaller company, like the owner
1:04:13might be there, but the fact that
1:04:14they've paid to be there means that the
1:04:16quality is way higher than your local
1:04:18networking event where you've got like,
1:04:20you know, the plumber, the insurance
1:04:22guy, the everyone there like doesn't
1:04:25know how to grow their business except
1:04:26by like begging other people to like
1:04:28refer them. And I hate local group.
1:04:31>> Yeah. I hate being like, oh my gosh, I
1:04:33hate those groups. Like if you want to
1:04:36go somewhere where your soul will die,
1:04:37go to a BNI group. [laughter]
1:04:40Please give me customers.
1:04:42>> These events are actually good because
1:04:43you'll get a lot of times you get like
1:04:45food included with it.
1:04:47>> And you'll you can go to like some
1:04:50really cool keynotes that you'll learn a
1:04:52lot of stuff from as a beginner. So
1:04:53you're like investing your own
1:04:54education. and you can write the
1:04:56business expense off. And you're getting
1:04:58in a room of other people who already
1:05:00want to grow their business because
1:05:01they're there at a a like business
1:05:03growth event with keynote speakers and
1:05:06they have money because they're paying
1:05:08for this type of thing and they're not
1:05:09like incredibly busy just like running
1:05:12their business 24/7 and can't do
1:05:14anything else because obviously they
1:05:16have time to go to the event. So, Andrew
1:05:18Wilkinson, who wrote the book Never
1:05:20Enough, he's like a billionaire, almost
1:05:23a billionaire, let's call him, uh, big
1:05:25private equity guy. This is he he did
1:05:28the design for Slack, and he got Slack
1:05:31as a client because he went to paid
1:05:33events. So, he would just buy tickets,
1:05:36go to whatever event, and it was like
1:05:37this crazy lifestyle that he did for two
1:05:39years. But once he came out of that, he
1:05:42had like some of the biggest names in
1:05:43the industry. Everybody knew him. And in
1:05:45the age of AI, like the number one thing
1:05:48you're fighting against is all these
1:05:49other teenagers who are sending AI
1:05:52outreach and you have already knocked
1:05:56down like the first three objections
1:05:57which is like I don't know if you're a
1:05:58real person. I don't know if I can trust
1:06:00you and like everybody does this by
1:06:02talking to somebody like normal
1:06:04oneonone.
1:06:06um you're going to have like a way
1:06:08higher close rate and you get them all
1:06:10in one spot instead of being like, "Hey,
1:06:12do you want to meet up one-on-one and
1:06:14having to like drive across town?" Maybe
1:06:16they close, maybe they don't. That type
1:06:17of thing. Um and this is also a really
1:06:20good alternative, I think, to like
1:06:22door-knocking businesses
1:06:24because uh you don't have to do as much
1:06:27work. you just kind of you're just like
1:06:28there. You have a drink in your hand.
1:06:30Everybody's there chatting. You get to
1:06:32talking about what you do and you um
1:06:35like people who are interested and need
1:06:37that thing will end up using you if
1:06:40you're good enough at talking in those
1:06:42situations. So, I think that's that's an
1:06:45underrated one. Third for me, I was
1:06:47going to talk about referrals, too, but
1:06:48but going back to referrals. Um, I think
1:06:52number one, just I don't know why I
1:06:54neglected it for so long, but I I would
1:06:56say just for myself and and now
1:06:58personally what I'm trying to do, just
1:07:00asking like for there were so many sales
1:07:02calls, so many onboarding calls where
1:07:04somebody clearly trusted me, had a great
1:07:06relationship with them, and then I'd
1:07:08just get off the get off the call and
1:07:10try to move on to the next one. And I
1:07:12remember there was one guy, an
1:07:14electrical guy closed, but it was the
1:07:16first time that I was just like I
1:07:18onboarded him and I was like, "Who do
1:07:20you know that this would help?"
1:07:21>> Yeah.
1:07:21>> And he gave me like five names.
1:07:23>> And now one of them has paid like $1,000
1:07:26a month for this whole year and he's
1:07:29referred me to three other people now
1:07:31that that are all paying clients
1:07:34just from that one ask, right? So, I
1:07:36think that's one thing that I didn't
1:07:37realize. Um, you know, especially with
1:07:40the highle stuff of just trying to stack
1:07:41as many clients as possible. It was just
1:07:43like for me, I was trying to move on.
1:07:46Um, but super high leverage there. And
1:07:48then in terms of getting them to
1:07:49convert, I think another problem that
1:07:50I've had with referrals is I feel weird.
1:07:53I don't want to be salesy cuz it's like
1:07:54I don't want to burn the relationship
1:07:56that I have with the person because now
1:07:59I'm, you know, dialing their referral
1:08:01twice a day for the next week. Um, so
1:08:04one thing that I did last week, I know
1:08:06I've heard about it before, but I just
1:08:08guy connected me with with uh he's a a
1:08:12um a drain cleaner and he teaches at a a
1:08:16martial arts studio and he was like,
1:08:17"This guy needs some help, but he's a
1:08:19cop, right? He doesn't trust anybody.
1:08:21He's like super skeptical of all this
1:08:23stuff." So just realizing that I I was
1:08:26like not going to cold call him, but I
1:08:27just sent a little video kind of like
1:08:29what Dom talked about. I was just like,
1:08:31"Hey, man. Um, obviously, you know, we
1:08:33we got connected.
1:08:35Um, if we were to work together, this is
1:08:38probably what I would do, but let me
1:08:39just give you a couple recommendations
1:08:40you could just do yourself." Uh, and I
1:08:42just went through onto the Google
1:08:44business profile through the website.
1:08:47So, I was like, and then another thing I
1:08:48would do is making sure that when
1:08:49somebody fills out this form, somebody's
1:08:50getting back to them. Within like 10
1:08:52minutes of sending that Loom video, he
1:08:54was like, "Let's get on a call." Closed
1:08:56him.
1:08:56>> Um, but yeah, just just a couple things
1:08:59there. Yeah. I think one thing too is
1:09:01like
1:09:03sales in general and getting clients in
1:09:05general, but just like you gotta if
1:09:07you're broke and you like want to make
1:09:09this work, you got to leave your shame
1:09:10at the door. Like like I mean you're on
1:09:13a sales call and you're like if you're
1:09:15like, "Oh, I'm not going to ask for a
1:09:16referral yet." But seriously, ask for
1:09:18referral on every single customer touch
1:09:20point. Like we need to do better that
1:09:21for review harvest. And every time I do
1:09:23like drill that with me and Carly or
1:09:24whatever like, "Hey, sales call, we're
1:09:25asking for referral." Because you will
1:09:27get people to say, "Hey, on a sales
1:09:29call, hey, do you know any other
1:09:30business owners who need who need
1:09:31reviews or who need this? Do you have
1:09:32any friends?" Something you will get
1:09:33people to say, "Well, let me try this
1:09:34out first and let me see how this goes."
1:09:36And so then I just simply say, "Okay,
1:09:38great. So, you know, if we do whatever
1:09:39success looks like for you, maybe it's a
1:09:41new great website, maybe it's getting 25
1:09:42reviews, whatever it is. If we do that,
1:09:44you do know some people that you get us
1:09:46in touch with." And like nine times out
1:09:47of 10, they say yes. And then you're
1:09:48like, "Okay, now you already have a
1:09:50commitment. So now when you're
1:09:50onboarding them, now when you're doing
1:09:52check-in calls or you're emailing them,
1:09:54you've already got kind of a micro
1:09:55commitment for that referral and you can
1:09:56ask again.
1:09:57>> I think also even though like it is like
1:09:59kind of embarrassing or like I don't
1:10:01know it it's hard to say, "Hey, do you
1:10:03know anyone else that might need this?"
1:10:05Remember like you would probably do a
1:10:06lot of stuff for $5,000 and you just
1:10:08asking that question is making you
1:10:10probably more than $5,000. Like that's
1:10:12way easier than I don't know a buddy
1:10:14daring you to like do something crazy
1:10:16for five
1:10:16>> grand [laughter] for sure. Okay, so the
1:10:20final strategy that I have for everyone
1:10:22watching is obviously outreach related,
1:10:24not content related. And it could
1:10:26genuinely be behind a payw wall. Um, I
1:10:28paid money for this information. The
1:10:30reason that it is so valuable is because
1:10:33you can basically get like a 10x open
1:10:36rate on any Instagram message that you
1:10:38want to send. So, as Jasper alluded to
1:10:40earlier, nobody checks their their DMs.
1:10:42I mean, how many followers do you have
1:10:43on Instagram?
1:10:45>> Uh, uh, 50,000.
1:10:47>> Yeah. So, 50,000. you're not checking
1:10:49your DMs. Imagine you're trying to get
1:10:50the attention of someone with 200,000
1:10:52followers, 500,000 followers plus, like
1:10:54the biggest people in your industry.
1:10:56This is like ideal for signing dream
1:10:58clients. So, I'll explain how it works.
1:11:01First, you add that dream client to your
1:11:04close friends list. Then, you create a
1:11:07video pitch like on your story and
1:11:10ideally you build out some free value.
1:11:12It has to be hyperpersonalized to that
1:11:13person. whatever like would 100% get you
1:11:16a book meeting with this person. You
1:11:19then upload that to the close friends
1:11:21story and tag that person so that even
1:11:24if they don't follow you, they get a
1:11:25notification because it was close
1:11:27friends and they're the only person that
1:11:28can see that story because they're the
1:11:30only person on your close friends list.
1:11:32On top of that, because it's your close
1:11:33friends list, that story is the first
1:11:36thing they see. So, you see all your
1:11:37close friend like green uh rings before
1:11:39you see the actual stories. So, they're
1:11:41going to see that before they even see
1:11:43their friends stories, unless they're on
1:11:45other close friends list. Um, and
1:11:46because you tagged them, they're
1:11:47obviously going to open it. So, like you
1:11:49genuinely get insane open rates on this.
1:11:51Obviously, it just depends on how good
1:11:52your pitch is as to whether you get the
1:11:54meeting. Um, but yeah, like unbelievable
1:11:56way to get extremely high quality
1:11:58clients, like really high level people.
1:12:00>> Printing.
1:12:01>> Did that close you a client?
1:12:03>> Yeah, I know there are some people that
1:12:05have got like in touch with some crazy
1:12:06people like million follower plus people
1:12:09um just through that. Wow. Can you tell
1:12:11us like what the video said on the
1:12:13story?
1:12:14>> I think mine would have been something
1:12:16around like a free design that I did or
1:12:18something like that. Um I don't remember
1:12:20entirely, but it would have been like a
1:12:22free funnel design that I just did with
1:12:23AI or something. Um like a webinar
1:12:26funnel or something.
1:12:27>> You have to realize like no matter how
1:12:28much money someone makes, they still
1:12:30pull out their phone and scroll on
1:12:31Instagram when they're taking a
1:12:33>> Yeah. Yeah. [laughter] Yeah.
1:12:35>> That's unreal. That's like that's a that
1:12:37was a great last one. Yeah, that was
1:12:40bigger. You can tell this guy makes
1:12:41content, you know, like he knows.
1:12:44>> He knows what to say and how to say it.
1:12:45>> If anyone wants to connect with any of
1:12:47these guys, we're going to try to do
1:12:49like a sixway YouTube collab.
1:12:51>> Yeah, let's go.
1:12:52>> Um, if you want to sign up for Merchant
1:12:54Justin software, the link will be below.
1:12:56It's completely automated way to rank
1:12:59Google business profile. So, if you have
1:13:01a Google Google business profile or you
1:13:02have clients that have Google business
1:13:04profiles, great upsell or intro offer.
1:13:07We'll see you in the next one.

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