Forget Building Websites. Local Businesses Pay $4K/Month for This — Transcript

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1. 0:00What are your numbers like today? Between 25  to 30,000 right now. Per month? Per month. The
2. 0:05average engine starts at 13,000. In one month,  we got him 50 people raising their hands. That's
3. 0:11500,000 to a million dollars. How much  time do you spend per month on average
4. 0:16per client? Anywhere from an hour to 2 hours.  You could be a person working a full-time job,
5. 0:21and there's no saying you can't do this on  the weekend. Yeah. I'm 60, okay? I'm not
6. 0:26the sharpest knife in the drawer when it comes  to tech, but I would say AI is here. You might
7. 0:32as well learn it and make a living or make some  extra money out of it. There's 33 million small
8. 0:37businesses in America alone. Yeah. And if your  average client is $1,000 a month, those numbers
9. 0:43add up really fast. Right. I mean, 100 clients  is 100 grand a month. Right. Meet Bob. He's 60,
10. 0:49and he will tell you himself that he is not a  tech guy, but he has a business making between 25
11. 0:54and $30,000 a month after 1 year. What he does is  called AI concierge for small businesses. One of
12. 1:00the things he'll do is put a little AI helper on a  small business's website that helps them find more
13. 1:05leads. One of his clients sells $13,000 engines,  and in their first month, his little trick got
14. 1:11them 50 new leads. You better believe they pay  him thousands of dollars a month for that. Yes,
15. 1:15this is something you can do nights and weekends  while you still have a full-time job. In just a
16. 1:19few minutes, we're going to break down the math  that he uses to price his service to where people
17. 1:24cannot say no to it. He'll make a little demo  for small businesses before he even walks in.
18. 1:29He'll show it to them, and they're hooked. He has  about a 30% close rate, which is just crazy. About
19. 1:34halfway through this interview, we're going  to talk about the three little words that he
20. 1:38put on websites that changed everything for both  him and his clients. And at the end, we're going
21. 1:43to talk about the five question trick that makes  business owners'jaws drop. Please enjoy. So you
22. 1:49started this in earnest like a year ago, Yeah.  right? What are your numbers like today? So we
23. 1:54we attribute around between 25 to 30,000 right  now on the on the AI billable. Wow. Per month?
24. 2:00Per And that's recurring? Yeah. Not including  any one-time setup fees? Correct. That's more
25. 2:05the MRR. That's amazing. Yeah, and the and the  one-time setup, I mean, it's true it's revenue,
26. 2:10but the profit isn't, you know, as big as you  would think. Yeah. How many customers does that
27. 2:1525 or 30,000 a month represent? 20 I believe is  around 26. So they vary from that $300 mark up to
28. 2:22I think our highest is close to 4,000 a month.  Okay, wow. So you're averaging 1,000 a month,
29. 2:26but a lot are in the 300 and a lot are in the  multi-thousand. Yeah. Okay. By the end of this
30. 2:31episode, will people have enough knowledge to go  out and start an AI concierge business? I think
31. 2:37they'll have about 80%of the knowledge. You're  going to have to I would steer them towards your
32. 2:42your group because they can get they can get a ton  of knowledge there. It's not going to be a, you
33. 2:47know, get-rich-quick deal, but it is like I think  within 6 months, I think you could be cash flowing
34. 2:52anywhere from like 5 to 10 grand, you know, with  a lot of that being profit. And then as you scale,
35. 2:58you're going to see agencies that are going to be  100 200 k a month doing this. Oh yeah. Cuz I mean,
36. 3:04there's 33 million small businesses in America  alone. Yeah. And if, you know, your average
37. 3:10client is $1,000 a month, those numbers add up  really fast. Right. I mean, 100 100 clients is
38. 3:15100 grand a month. Right. Your software costs is  300 a month, 400 a month. There's going to be some
39. 3:20tokens added onto that. Mhm. You'll have to have  a team, but these are 50 plus percent net profit
40. 3:26margins. Oh yeah. Yeah, and there's just there's  so many other products. I mean, I haven't even
41. 3:30gone back and really sold voice AI or phone  AI. And that surprises me cuz Right. people
42. 3:35are selling that. Yeah. I this is my lane I'm  sticking in. But but I mean, you know, I got to
43. 3:40take a breath and I'm I'm just trying to go after  I think the real opportunity is the bigger the
44. 3:46bigger clients. It's just figuring out how to how  to get in there with them cuz once you're in with
45. 3:50some of these bigger corporations and stuff,  I think, you know, you're stuck in there for
46. 3:54a while. All right. So what like where were you in  your life when you first started decided to start
47. 4:00this business? As far as the AI piece? Yeah, like  what what were you doing? What gave you this idea?
48. 4:06What did you see out there in the market that  was like this might be viable? Yeah, what got me
49. 4:10excited is scratching my own itch. Like we talked  about, you know, I I own a couple of businesses.
50. 4:15We applied it to our phone repair business.  I think the advantage I had is I understood
51. 4:20what customers were asking and and what questions  they repeatedly asked the same questions. And you
52. 4:25you're probably familiar with this. I have blank  model of phone. I need a screen repaired. What's
53. 4:31it cost and how fast can I get it? Am I going to  lose any of my data? Yeah. Yeah. And they're all
54. 4:36straightforward questions. And so we were we were  able to create an AI for our our shop. And I was
55. 4:43shocked as to the results. You know, our site  traffic is probably between 350 and 500 clicks
56. 4:51a month. K. Not a lot. But it gets about 130 AI  interactions. Oh, interesting. And of those 130,
57. 4:5860 of them either book an appointment cuz we can  book that through the calendar feature or they,
58. 5:04you know, say here's my name number, please call  me back. A lead. Lead. Yeah. Effectively. And
59. 5:09these are very motivated high intent. Right.  Cuz if if AI surfaces your shop, they're in
60. 5:14Minneapolis and they have a phone issue. Right.  Right. And And we we set it up in such a way
61. 5:19that we try to incentivize them to book by giving  them a discount if they book much like, you know,
62. 5:25the hotels. If you book online versus walking  into a hotel, in many cases you're going to pay 10
63. 5:3120%more. Mhm. And they just they want you to book  online. So we did similar deal and and got similar
64. 5:37results. This is kind of like the new Google.  Yeah. I implemented it into my I also have another
65. 5:43business, copier, who sell used refurbished  copiers. K. And they average anywhere from 6 to
66. 5:49$12,000. Wow. And you know, we have people again  raising their hands saying, hey, you know, I need
67. 5:55a a copier or and and you'll look at the series  of questions like, okay, do you have copiers that
68. 6:00do 11 by 17? Do you have copiers that collate?  Do you have copiers that stitch and everything
69. 6:05else. So it's a series of questions that you need  to you know answer. And then you know if they're
70. 6:11satisfied with the answer that like yeah put me  down, give me a call or whatever the case is. So
71. 6:16you know seeing it work in those two models in the  the early days of trying to sell this the mistake
72. 6:21I made was I'd showed them examples of my my phone  repair business or even a copier business. But if
73. 6:28they're in the forklift business they can't make  the connection. Right? And so when things started
74. 6:34to work is when I would make a sandbox version of  their site Okay. put the AI for for their site on
75. 6:41that sandbox version and now they can they can  see how it correlates with hey I need a 6,000 lb
76. 6:47forklift electric if you have it blah blah blah  do you sell electric. And you know then they see
77. 6:54how it works. They can't bridge the gap with  a different business. Yeah. And with certain
78. 6:59tools it's very easy you're five clicks away from  copying pasting your setup with another business
79. 7:06another industry entirely. It doesn't mean it  fully works, it works well enough so they can
80. 7:10visualize themself as your customer. Right. Now  what exactly were you doing to your two websites?
81. 7:15Like what AI workflows were you implementing  that started to work? Yeah with the phone
82. 7:20repair one we we using go high level you have the  ability to book it into calendars. It's pretty
83. 7:25straightforward to do that. And we don't really  have a calendar or need that calendar function
84. 7:31for the copier piece. People just generally you  know raise their hand say please contact me type
85. 7:36of a thing. Like just a lead submit form. Correct.  Correct. for the phone repair a a booking widget
86. 7:43on the website. Right. And we see a blend of  anywhere from 60 40%are 60%are traditional you
87. 7:51know texting typing type thing and then the  other 40%is the voice interaction piece where
88. 7:57people are you know they're they're comfortable  talking back and forth. A voice agent. Yes. So in
89. 8:02this case you you implemented a voice agent where  people would call your number and just get answers
90. 8:07to their questions Right. As if the guy who mans  your shop answering the phone. Did this voice
91. 8:12agent tell them it was a voice agent? We call  it an AI guide. Okay. And I think that's really
92. 8:17important. Some of my other clients that we have  we actually emulate their voice. Oh, okay. Okay.
93. 8:22Yeah, cuz you can. You can. Hi, I'm Chris, your  AI guide with Backyard Funhouse. How can I help
94. 8:27you today? And it's I think it's really important  in in scenarios. Let's say you're a lawyer or a
95. 8:33small clinician or whatever the case is, and they  are going to be talking to you. Yeah. So if they
96. 8:38can get tuned into your voice right away, but it's  important that that you distinguish I'm I'm Dan,
97. 8:44your AI guide. You still use their voice, but  you just got to say, you know, because there's
98. 8:49going to come a day where somebody's going to sue  somebody. Yeah. Oh, yeah. Cuz I thought you were
99. 8:53Dan, you know, type of a thing. Cuz I would think  in like like in the forklift business, doesn't
100. 8:58matter if you copy their voice. Right. They'll  interact with them maybe once in their life.
101. 9:01With a dentist, it's like they know his voice.  They're going to see him every 6 months, but it
102. 9:06could do more harm than good if you copy the voice  and don't say I'm an AI guide cuz it's like oh,
103. 9:11you're tricking me. Like I know this isn't him.  Right. You know? Yeah, and and there's just some
104. 9:15people they're just cognitively not there and  and you know, they literally think that's that's
105. 9:20the person. Yeah. And really where it where it' s  gotten a lot of traction is we have a a higher-end
106. 9:25client. They have a very high-end social following  like 8.8 million views or followers, I should say.
107. 9:32So everybody's tuned to their voice and  everything. So when they land on their
108. 9:37site and they have that voice interaction, you  know, it's in this case it's Dave, your AI guide,
109. 9:43you know, they should know it's not him, right?  But all that being said, you'd be surprised at
110. 9:50the conversations they're having. People think  it's him. Yeah, or or they just literally I've
111. 9:56had this truck. He's he's a high-end diesel engine  rebuilder. Okay. He has 8 million followers? 8.8.
112. 10:02He's got 1.5 million YouTube followers and  2.2 million Facebook followers. I'm guessing
113. 10:09he's the most popular high-end diesel engine  rebuilder in the world. Pretty much. And he's
114. 10:14he's the greatest guy in the world. He's really  a good guy. So answer me this. On his website,
115. 10:18he has a voice agent that you just click and talk  to? Yeah. Interest And that gets used a lot. A
116. 10:23lot. And is that answering questions about like  you know replacing spark plugs and stuff? Okay,
117. 10:29so you know I've known him for 12 years. Okay. And  we started the AI journey about 4 months ago. And
118. 10:36it's him and his son that run the operation. So  they you know he started his business is 30 40
119. 10:40years old. And so just the engine mechanic and and  he started specializing in the engines and stuff.
120. 10:46And so now they have 4,500 e-commerce related  items that you can buy for your diesel truck.
121. 10:51Okay. Okay. But he's still doing engines. His  average engine starts at 13,000. Wow. In 1 month
122. 10:58we got him 50 people raising their hands saying  you know you know because it quotes the price,
123. 11:03details, everything else. And they're like yeah I  want one. Please have somebody contact me. Here's
124. 11:08my name and number. I mean that's 500,000 to  a million dollars worth of You're not going
125. 11:12to convert all those. Sure, but like worth  of interest. Right. Right. Right. And then
126. 11:17that's not to say like his the e-commerce side.  Basically what happens in the chat piece is you
127. 11:24know somebody says hey what's the price of this  part and will it work on my 2023 Dodge coming?
128. 11:29Mhm. And it says you know yes it will. Here's a  link to that part and that has a UTM, right? So
129. 11:35if they click on it and they end up ordering it,  they can contribute that sale to AI. Okay. Okay.
130. 11:41And then where we're at we're just launching it  this week is on the voice piece. If somebody asks
131. 11:46a similar question through the voice dynamic it's  really hard. You can't really give them the URL,
132. 11:52right? You'd have to backslash blah blah blah blah  blah. Yeah. So what we'll do is we can email you
133. 11:57the URL to give you the price. We'll email you the  URL or we can text it to. Then you get their their
134. 12:02number or their email. Right. Yeah. Okay, so most  people are using his voice agent for answering
135. 12:07e-commerce related questions. And in in depth  you know engine like hey I think this is going
136. 12:12on with my engine. Gotcha. And does a really good  job answering the question. How did you make his
137. 12:18knowledge base? Like, from what did you have to  pull from for this? So that's you have to you have
138. 12:24to scan the knowledge base and if sites that I've  had to do a scan on, it's locked down pretty hard.
139. 12:32You can't you can't scan it. So we eventually  hired a web dev guy that can do a workaround that.
140. 12:38I'm not even sure how he does it, but he's able to  do a pretty good knowledge base, enough to get a
141. 12:43demo. Okay. So then once you have a demo, they're  on board, say, hey, we need full access to your
142. 12:48site for knowledge base. And then we we typically  allow people to use the AI for two to two to four
143. 12:55weeks. Okay. So we want to make them money first,  right? Yeah. And then, once they see the light and
144. 13:01how effective it is, then we, you know, hey, we  got to go in and properly scan your website to
145. 13:06get that knowledge base and enhance the knowledge  base if we need to add other, you know, pricing
146. 13:11and stuff that isn't reflective on the knowledge  base, if that makes sense. Okay. The same thing
147. 13:16happened to me. I was in the phone repair business  and then I got a shiny object syndrome moment,
148. 13:20which I have those almost daily. And I was like,  I think this is better. And I pivoted to that and
149. 13:25it was 10 times better. At what point did you get  very intentional about going to find other clients
150. 13:31that you could implement AI with? Yeah, that was  probably about a year ago, right? So once we had
151. 13:38a a handful of clients and they were starting to  get leads and then you'd hear the stories, right?
152. 13:43Where the leads are we work a lot in the material  handling industry. So forklifts and and it's not
153. 13:49sexy, but it's people don't realize it's a huge  industry. Oh yeah. You would either see the leads
154. 13:55or hear them or whatever through the voice dynamic  and you know, when your clients are calling you up
155. 14:01and they're all excited cuz they're like, this is  a half million dollar lead. Mhm. This is a million
156. 14:06dollar lead. Mhm. And you're like, really? And you  go back and you read it and sure enough, they're
157. 14:11they're entering like a lot of detail. I need  20 forklifts. Yeah, or or you it's people don't
158. 14:17realize when you build out a warehouse and it's  been since I've been in Dallas, but I'm flying
159. 14:21into Dallas and like there's just warehouses  everywhere. Got a lot. Yeah. Yeah. And and people
160. 14:26don't realize it's a 100,000 square foot warehouse  that needs to be racked out. Mhm. You're looking
161. 14:31at a million plus dollars. Yeah. Yeah, and they're  all over the place in Dallas. And so you know,
162. 14:36the GP on a on a project like that can be  anywhere from 20 to 30%. Yeah. So I mean,
163. 14:41you know, when our clients are calling us up and  they're excited, you know, I'm excited. We're all
164. 14:46excited. Okay, so what was the first move you made  to acquire a customer in this AI implementation
165. 14:52business? So it's basically, depending on your  industry and and how much traffic you have,
166. 14:57there's probably 5%interaction, meaning 5%of  it is going to be with AI, and 2.5%is going to
167. 15:04turn into a lead. Okay. Does that make sense?  So you know, 100 visits, there's, you know,
168. 15:11easily five people interact with AI and about two  to three will turn into a lead. It helps them get
169. 15:17their answer faster before they're more likely to  convert. Whereas if they're if AI doesn't exist,
170. 15:22they're going to poke around your FAQs and all  that time and friction means they're probably
171. 15:25going to bounce somewhere else. Mhm. It's just  like anything else, right? You call you call a
172. 15:30business and it goes to voicemail. What do they  say? 85%of the people don't leave a message.
173. 15:35Yeah. Right? Depending on retail versus commercial  or whatever, but you get the idea. Yeah. I mean,
174. 15:40we have to serve up answers. Okay, so you went to  one of your clients and said what? Hey, you know,
175. 15:45you know, I'm using this on on my businesses.  I know it's going to work for you. You know,
176. 15:49let us put it on there and, you know, for free for  like 30 days. Mhm. Let's see what happens. Did you
177. 15:56talk price at all or are you just like, hey, it's  free, you have no downside? Right. Let's revisit
178. 16:00in 30 days. Yeah, so let's talk about that. Okay,  so in the early days, we kind of gave it away type
179. 16:06of a deal. It was like, hey, if we get an extra  100 bucks a month, that would be great, you know,
180. 16:10type of a thing. But now if I don't know that  industry, I'll go to AI and I'll say, what is a
181. 16:18for the security, let's say the security alarm  systems industry? Mhm. What's a lead worth? Well,
182. 16:25a into it and say, okay, this is the this is the  value we can deliver. Okay, so you implementing
183. 17:59it for free on the front end serves multiple  purposes. Number one, it's risk-free. Yeah.
184. 18:05Number two, it enables you to price it where you  want to price it. Not like a, hey, here's our our
185. 18:11pricing template that we charge everyone for. It's  like, no, like this brought you $30,000 worth of
186. 18:16leads. It's going to be 3,000 a month. Right. Or  this brought you $400 worth of leads, it's going
187. 18:22to be $100 a month. Right. Is that kind of what  you do? Yeah. So, what did you charge your first
188. 18:27five or so customers? So, we were charging, you  know, probably $300 is an, you know, minimum 297.
189. 18:33But again, it per month, but it's got to math out  like we talked about. Based on the value of the
190. 18:38leads they're getting? Right. You know, so you can  you you you can push that up further. And that's
191. 18:43a good a good another good reason to do the test  the free test deal. Again, you want to make sure
192. 18:48you're you're bringing that value. Are you asking  them questions on the front end regarding the
193. 18:53quantity of leads, the value of leads? Yeah. Do  you have a baseline? Yeah. You know, and just say,
194. 18:57hey, we from our research, we see these lead lead  value being this. And we project based on your
195. 19:04traffic, this is what you're going to get. Mhm.  So, that's really important, I think, if you're
196. 19:09going to do a test deal and you're like, cuz  this is what I did in the early days. I'm like,
197. 19:13I don't know. Should work. Yeah. type of deal.  Where if you you do the math and you math it out
198. 19:19and you understand their traffic, and it's really  important you don't get their traffic from a third
199. 19:23party. You want to get it from Google Analytics  Yeah. cuz that's the real source. Okay. So, three
200. 19:28did you charge a setup fee at all? Some cases we  do, you know, like the the more sophisticated ones
201. 19:34that have 25,000 traffic Mhm. cuz you are going  to put some time into it. There's just no getting
202. 19:40around it. This isn't a deal where you plug it  in and we all go go to the beach and whatever.
203. 19:45Cuz you are you are tuning the the the AI, you're  adjusting the knowledge base and everything and
204. 19:51that's that's what they're paying for. Okay.  And what would your setup fee be in the So,
205. 19:55on the low end, you can be as low as like $1,000  and, you know, our highest we've gotten so far is
206. 20:01around five. Wow. Okay. And then do you look to  charge a percentage of that on the monthly or is
207. 20:07it kind of uncorrelated? It's uncorrelated and I  kind of judge the customer, too. How difficult are
208. 20:12they or not? Yeah. If they're they're high touch,  high maintenance, you know you're going to be
209. 20:17putting some time into this deal. Okay. So, who  were the first few businesses that you did this
210. 20:21with? What industries were they in? Yeah. so a lot  of the to get specific pallet racking that's used
211. 20:27in material handling. Again, not very sexy. Not  cheap. I I bought a lot of that in my It's not,
212. 20:32you know, and and um These are companies  that sell it? Sell it, yeah. So we have
213. 20:37a myriad of clients including, you know, Toyota  dealers, Raymond dealers, pretty major players,
214. 20:43you know, well received. And we see we see it  enhancing the lead volume for their sites by
215. 20:47anywhere from 10 to 20%. Wow. Okay. And that  lead is pretty expensive, I would imagine. Oh,
216. 20:53yeah. Okay. Yeah. So pallet racking businesses,  what other types of businesses? So the security
217. 20:58alarm system business that we talked about and  then the the boutique engine rebuilder and then
218. 21:04we're in talks with their We have not launched  it yet, but we're in talks with their vendors.
219. 21:10So they have all these parts that they use in  these various diesel engine. Mhm. And this is a
220. 21:16major vendor. They get a quarter million visits  a month to their site. Wow. And these are those
221. 21:23are high value visits. Yeah. Yeah, and they sell  direct. They have dealers and stuff too, but they
222. 21:28also sell direct. So there's a lot of, you know,  a lot of potential there. And something with like
223. 21:33thousands of products, SKUs, FAQs, like that's  the perfect use case for AI. Is that something
224. 21:39that that humans have find a very tedious time  doing? Right. And the mindset that everybody
225. 21:45needs to understand is AI isn't perfect. And the  way I explain it to people is this, you know,
226. 21:49a lot of our clients will have 20 80 employees.  Say in any given day, are any of those people
227. 21:56messing up? Yeah, all of them. All of them. You  know, me included, right? Yeah. So it's like this
228. 22:00is a process and what you're paying us for is the  software that drives us and everything else is
229. 22:06relatively cheap. Yeah. Right? It's nothing in the  in the grand scheme. What you're paying us for is
230. 22:12to fix, you know, all the mistakes and refine it  and improve it and everything that goes with it.
231. 22:17So in the case of, you know, one of our better  clients, they have 1,200 interactions a month.
232. 22:22Okay. So, you know, we're 4 months into this.  We're we're going to roll this out here pretty
233. 22:28soon, but we're going to take all the transcripts  and all the data, plug it back into AI and say,
234. 22:32hey, how do we cross-sell? How do we upsell? Mhm.  What are we missing here? What are people asking
235. 22:38for that we're not providing? How do we, you  know, refine everything Yeah. to get them better
236. 22:44results? Which that to me is This is going to be  the exciting process. You know, you think about
237. 22:49all that data and all that traffic and now you can  plug it back in to to get better results for your
238. 22:53client. That's where it's going to get cool. If  you've been with me for a little bit, you'll know
239. 22:57that GoHighLevel sponsors this channel and this  guy is whole business is built on GoHighLevel.
240. 23:02If you want to test it without buying it for free  for 30 days, please use my link. I'll get a little
241. 23:08kickback. You can test it risk-free and it would  mean a lot. I truly believe in GoHighLevel. We
242. 23:12use it as a team. We're multiple businesses every  single day. It's an amazing product. But please
243. 23:17use my affiliate link. It's right at the top of  the description. Okay, so the first five customers
244. 23:21that you onboarded, did you ever have someone who  you implemented the AI with for free and then 30
245. 23:28days later they didn't really see a noticeable  bump? Yeah. What did you do there? Yeah, we I
246. 23:32mean, we obviously didn't charge them. A lot of  it is what we're finding out, and you and I kind
247. 23:36of talked about this, is how the AI is represented  on the site. So if we look at where this is born
248. 23:45from, it's the chat widget Mhm. and what have you.  That's usually in the lower right-hand corner.
249. 23:50Now, let me ask you something. Let's go back five  years and you you Okay, I can't find what I need,
250. 23:57you know, on the site. So I'm going to go ahead  and either hit the search bar or ask chat widget.
251. 24:01What typically happens when you do that? Uh they  want my email first, which is the worst. Yep. I
252. 24:07don't even know these guys. I'm just Right. I just  found them, right? Or it just doesn't do a good
253. 24:11job. And it pinwheels, right? Or it says, hey,  wait while we find somebody who cares. Yeah, That
254. 24:18type of deal. And And you're just sitting there  like, you you know, waiting. And after a while
255. 24:21you bounce. I'd rather have an AI that answers it  immediately than maybe get a human. Right. So the
256. 24:31at that and thinking that that's the same deal and  they're not interacting with it. Yeah, I mean five
257. 24:37years ago that wasn't like it might not have  been worthy for more valuable real estate than
258. 24:42the bottom right, but today it's worthy of it.  Right. So it it's interesting that the reason we
259. 24:47bring that up is how much real estate is AI going  to start to occupy or these AI chats and voice
260. 24:55interfaces going to occupy on people's websites.  It cannot be down with the little kids at the you
261. 25:02know Thanksgiving deal. It needs to be in the top  of the fold. It needs to be preeminent and then it
262. 25:08needs to have some way to get you to engage. Mhm.  And we changed our phraseology. It used to say do
263. 25:15you need help? Most of your widgets say hey do you  need help? Now we're saying do you need a quick
264. 25:20answer? Click here for a quick answer because  that's why we all do. That's why we're there,
265. 25:25right? So you know all those dynamics are changing  and then as it's interesting because you know as
266. 25:32we make those tweaks you just see these percentage  increases of engagement Yeah. that people are like
267. 25:37okay this is where I need to get my answer.  Interesting. Now does that principle hold true
268. 25:41for e-commerce websites too? We're early into  it so I don't have enough data to say, but but
269. 25:46the logic would tell you like hey we need to don't  worry about some of the other pieces that you have
270. 25:52on your page in my opinion. You need to make that  more expensive Mhm. and get more attention. I'll
271. 25:56I'll give you an example. In some cases we have a  big yellow hand waving that says hey need a quick
272. 26:02answer. Yeah. It grabs your attention. That's  why they're there. Yeah. Of course we all do.
273. 26:06We you know big yellow clown hand that says hey.  So I think that's that is it's too early to tell,
274. 26:11but I'm I'm pretty confident that's where we're  going to see it go. Okay. What percentage of the
275. 26:17people that you tested this 30-day plan with did  it not work for? I would say about 20%And part
276. 26:23of it is site traffic and what we're learning too  is the nuances of the the potency, if that makes
277. 26:30sense, of the traffic. Mm. You know, pick on your  website. That's all right, but it's Fun House,
278. 26:36right? Backyard Fun House? Backyard Fun House.  Okay. I would love to have one of those courts
279. 26:41in my backyard, right? But, you know, I got  to get my kids through college. So, however,
280. 26:46you know, it's a a need, not a want. Mm-hmm.  Okay. So, your traffic dynamic is going to be
281. 26:52different. Well, it's reverse, right? It's a want,  not a need. A want, I' m sorry. Sorry. Yeah. It's
282. 26:57a want, not a need. Your traffic dynamic is  different than an emergency HVAC or a plumber or a
283. 27:03phone repair, right? In a In the case of the phone  repair, your volume can be low, but super potent.
284. 27:09Yeah. I need High intent, right? So, we're we're  starting to understand that a little bit more,
285. 27:16if that makes sense. Yeah. So, the accountant,  nothing against accountants, but, you know, it's
286. 27:21a it's more of a you know, it's just a service,  but it's not an emergency. Oh my god, I need this
287. 27:25right now type service. Yeah. So, you know, to  your answer your question, no, it's not not going
288. 27:31to be perfect for everybody. But even even that,  I'd still still have it on there. Yeah. So, you're
289. 27:37saying it was it proved more effective for the  want-to-haves and not the have-to-haves? Right.
290. 27:43Okay. So, less effective for an HVAC business? No,  I'm sorry. Or For somebody that that's a critical
291. 27:49service, that's HVAC, plumbing, Yeah. phone  repair, automobile type situation, less effective
292. 27:56for massage. Yeah. Medi Spa. Uh-huh. Cuz those are  they're just not as critical, I don't think. Yeah.
293. 28:02Okay. different. sense. What type of industry or  customer are you able to move the needle for the
294. 28:08most? We have material handling down flat. Okay.  You know, we understand it. We understand the the
295. 28:13type of customer that is. With And that would  be forklifts, pallet racking. pallet racking,
296. 28:18any of that in Logistics. Logistics, yeah. Okay.  So, you're able to offer them even more value.
297. 28:25Therefore, you're able to close them better.  Therefore, you're able to charge more. Yeah, and
298. 28:29and you can edify yourself too. Like this is, you  know, this is who's doing this. This is their AI,
299. 28:35right? And in a lot of times our customers will  say, yeah, if anybody wants to call me or, you
300. 28:41know, referrals are really easy. Yeah. And when  those referrals are big, you know, big corporate
301. 28:46names and stuff, people people are comfortable  with it. Yeah. What other industries are are good?
302. 28:50We're just getting in started in that e-commerce  piece. I'm excited to work in that industry cuz
303. 28:55it's it's a no-brainer. Yeah, I agree. E-commerce  it could be huge because it's very competitive.
304. 29:00It can be low margin. You get a lot of traffic,  but you only convert a single digit percentage of
305. 29:04it. Right. And people have questions, right? And  if if we can increase, you know, your e-commerce
306. 29:09site and leads 10%and then IE revenue, you know,  5 to 10%, that's got to help. Oh yeah. And then
307. 29:16what industries have you tried and just weren't  very optimistic about? The nice to haves. Yeah.
308. 29:22Government. Government is very slow to adopt.  Banking, you know, they're they're like no,
309. 29:29you know. regulatory. And And And I haven't If I  was smart, I'd spend a lot more time figuring that
310. 29:35out and working with with those those pieces.  You know, the financial, the banking industry,
311. 29:41government, they're dismissive and then higher  end, you know, corporate entities again, they're
312. 29:47they're just very slow to Okay. you know, it's I  think small businesses are the Navy SEALs, so to
313. 29:53speak. And corporate government is literally the  regular army, Navy where they're they're just huge
314. 29:59and big and they just can't adopt very quick. If  someone's watching this and thinking, okay, great,
315. 30:04you started with a digital marketing agency, you  had all these relationships, of course. Yeah. What
316. 30:09is your rebuttal to that? There's going to be  a learning curve, but you can do this. I'm 60,
317. 30:13okay? And I I own a, you know, bunch of small tech  companies, but I'm people don't realize I'm not
318. 30:18the sharpest knife in the drawer when it comes to  tech, right? I know enough to to sell it and get
319. 30:24by and everything else, but I would say you can  do it. It's just there's going to be a learning
320. 30:29curve. There's probably 90 days where you're  going to have to dig in, you know, figure this
321. 30:33stuff out. And then you're going to have to have  the moxie to, you know, in some cases go door to
322. 30:39door. There there have been times this summer that  I picked up some stuff at a landscape company. I
323. 30:45went right back home. I made an AI, did a sandbox  site for them, printed it out on a sheet of paper
324. 30:51with the URL, went back in there with my laptop.  Now I didn't sell it. were just a customer. I'm
325. 30:56a customer. They weren't a customer of yours. You  needed to go get some sod or whatever. Right. And
326. 31:01And you know, they're a big entity. But I went  in there and I'm like, hey, you need to look at
327. 31:04this. And you know, I played the AI on my laptop  and they were like, oh, that's cool. I'll give it
328. 31:09to marketing. Of course, nothing happened. Yeah.  But like you got to have the passion to just go do
329. 31:15that to everybody. And you're going to look like  a knucklehead. But the reality is somebody's going
330. 31:20to buy it. And when they do, like you're going to  make money. Yeah. And once it's in there and it's
331. 31:24making them money, then I'm going to say, hey,  what else can you do? Yeah. You have to show them
332. 31:29what it can do for them. Right. Not like this will  save you 3 hours a week, but like you will give me
333. 31:34$1, you will return five. Right. Right. And you  often don't even know what that number is unless
334. 31:39A, you have case studies of people you worked with  in the past and you can reasonably assume or B,
335. 31:44you implement it for free. Right. And then you  actually can prove it. Right. Is there merit
336. 31:48to making that your offer, similar to what you're  doing for your existing clients, going in cold to
337. 31:54a landscaping business and saying, I will improve  your website for free. I will bring you more leads
338. 31:59for free. We'll talk about money in 30 days if  it's making you more money. Yeah. Yeah, I think
339. 32:03there there is. You know, what's great about your  show is is, you know, you could be a full-time
340. 32:09person working a full-time job and there's nothing  saying you can't do this on the weekend. Yeah.
341. 32:13Because AI is here and you might as well learn  it and figure it out and, you know, make make a
342. 32:20living or make some extra money out of it. Yeah.  How much time do you spend per month on average
343. 32:25per client? I would say, you know, it varies on  those price points that we talked about. So if
344. 32:30you're in that that $4,000 month range, we're  probably putting anywhere from 10 to 20 hours
345. 32:38a month tweaking things, fixing things, keeping  an eye on things. You know, we're that client,
346. 32:45I'm going to offer a different interface like we  talked about. You know, I'll show you later off
347. 32:50air what what I'm talking about where we're going  to make that AI more prominent on their site. So
348. 32:56we're going to develop that. You know, we're going  to spend time and money to do that. And they may
349. 33:00say no, we don't want it, but you you get the  idea. I just my mindset is if you're charging
350. 33:07$300 a month for the AI, you should be spending  anywhere from an hour to 2 hours just making sure
351. 33:13everything's working fine and thinking about how  can we make it better. Okay. If that makes sense.
352. 33:18Yeah, yeah. It's not I don't You could. You could  just kick back and like look at me. I'm in my
353. 33:23It'll catch up to you. Yeah, yeah. I I've noticed  that in periods of my businesses where it's like,
354. 33:27man, this feels easy. It's like I'm I'm missing  things. Right. And it'll catch up. Right. So 1 to
355. 33:332 hours a week is reasonable for someone that is  paying you 300 to 1,000 ish. Yeah. And over 1,000,
356. 33:39it's going to be 2 to 10 hours a week. Right.  And then multiple thousands, maybe close to 20
357. 33:45sometimes. Yeah. And you know, you and I talked  about, you know, a prospect that has a quarter
358. 33:50million visits to their site a month. Mhm. And if  they were to come on board, it would be probably
359. 33:5513 to $20,000 a month. You'd be like, oh, that's a  great payoff. It is. That would be what they paid
360. 34:00you? That that's where I where I would quote it  and project it. And then setup would be, you know,
361. 34:05close to that figure as well. Mhm. We're going to  put some time and effort into that. We're going to
362. 34:09make sure that thing works. And it's going to be,  you know, 40 to 80 hours a week. Yeah. You know,
363. 34:14making sure that thing's humming. Not a week, but  a month. Right. 40 to 80 hours a month. You know,
364. 34:19it's not a magic pill or anything, but it's it's  a good way to make a living in my opinion. What
365. 34:23are some interesting ways that you're using Go  High Level that most people don't take advantage
366. 34:27of or interesting features, uh, snapshots? Cuz  it can do so much. Right. Right. And this is
367. 34:34the part I think maybe a lot of people are doing  this, but the fact that you can in the voice AI,
368. 34:39we talked about having an interaction exchanging  of information. In one of our clients, it's,
369. 34:44you know, on the e-commerce side, someone will  ask, you know, pricing, and then the voice AI will
370. 34:50say, well"we, can this is the price," and they'll  answer the question directly. And then it'll say,
371. 34:54"Hey, if you'd like, I can send you the the URL  for that product either through email or through
372. 35:01text. Would you like me to text it?" Mhm. It's  a 50/50 blend I think we're just rolling it out
373. 35:06but 50%of the people say hey yeah text it to me.  Hm. So like we talked about that's that's more
374. 35:11data you're collecting. Yeah the voice agent's  good I've used it. Yeah. Do you use Snapchats at
375. 35:16all for anything? I don't and and that's outside  of my wheelhouse. One of the other things too I
376. 35:22wanted to mention is I don't know if people know  this but you can do 10 custom voices in Go High
377. 35:28Level. Okay. So a lot of people use Eleven Labs.  You can create it in Eleven Labs but then you can
378. 35:33create 10 custom voices. Now I think you can do  more but I think you have to pay for them. Okay.
379. 35:38And I'm at that like 297 platform. Okay. All right  so let's say someone walks into a local business
380. 35:45all they know is what they've learned on this  podcast what what do they say to the business
381. 35:50owner to get their attention? Yeah so what I do  is I actually create the AI in a sandbox website
382. 35:56of their business. So before you go in there? Yeah  and I How long does it take to do that? That takes
383. 36:01probably half hour to an hour. If it's a bigger  business it's going to take longer. So the more
384. 36:06pages the longer that process takes. Okay. So I  create it and then I use uh AI Studio within Go
385. 36:13High Level Mhm. and I say hey emulate this website  do one page. You don't want to do more than one
386. 36:18page cuz you get charged now for it. And you don't  need to anyway Right it's just a landing page and
387. 36:23then you you put the chat widget and voice widget  on that page and you can publish it so then you
388. 36:30get a a URL and then I I print off the website  with the URL and I highlight it with a yellow
389. 36:36highlighter. Mhm. So I have that in terms of a  printout piece. I bring my laptop with that that
390. 36:43sandbox site up with the AI. And then here's the  key thing is go out to Perplexity or ChatGPT and
391. 36:52here's what I type in. I say I've just created a  voice AI and a chat widget for this website. What
392. 36:59five questions would you have me ask the voice AI  in front of the owner to prove how good it is? Oh,
393. 37:07okay. Yeah. Okay? And that becomes very complex  the bigger the company. Mhm. Anderson Windows,
394. 37:14Marvin Windows, big corporate, you know,  companies. What questions, you know,
395. 37:19do you need to ask to demo this to really show  that it works? And there's a lot of businesses you
396. 37:25don't realize I'll just explain like real quick  here. We have a client, their security systems,
397. 37:32right? And I did that same exercise and when I  did my demo to them, one of the questions was
398. 37:38how does your security system work with the  cannabis industry? Mhm. And I'm like I would
399. 37:44have never thought to ask. That was one of the  questions that ChatGPT told you to add? Correct,
400. 37:47cuz it scanned their site and said these guys are  experts at security for the cannabis industry.
401. 37:52When I did that, they just went nuts. Interesting,  cuz that's a real specific, relevant question that
402. 37:59they were used to getting. that you and I are  going to comb their site to figure that out,
403. 38:02right? So, that's the steps is, you know, one  go ahead and, you know, target and what we're
404. 38:08doing is we're targeting obviously the material  handling industry cuz we know that. But I mean,
405. 38:12if you're going to do this, you can go out just  go after everybody. But then once you get a niche
406. 38:17down, you know how to repeat that process.  But use AI to help you sell it, right? Okay,
407. 38:23so let's say that I stop by like a transmission  shop for my personal use case. I need I need
408. 38:29work done on a transmission and I'm looking  around like, oh, this could be a good client.
409. 38:33They've got good volume. You go home, you get down  on your laptop, go to open Go High Level, open the
410. 38:37AI studio specifically, Yep. put in their website  and say clone this website, just the one page,
411. 38:44the landing page, put an AI widget at the top  and show me what it looks like. Is that accurate?
412. 38:49Yeah. Okay. Yeah. And then you're going to make a  voice agent as well? Yeah, so you need to create
413. 38:53a voice and a in a chat conversational. There's  a lot of pieces in here, so we're not you know,
414. 38:59we skipped over a couple. So you need to do the  knowledge base. So if you go in and go high level,
415. 39:03you create a knowledge base by entering there  URL. URL. Yep. Easy. Easy. And then you create the
416. 39:09voice AI and then you create the conversational  chat AI. And I have a entire video where I do
417. 39:14this on screen. I will link to that. Perfect.  Yeah. So follow that process and then Then ask
418. 39:20ChatGPT for five questions. Yes. Then you put  that you paste those five questions into the
419. 39:25voice agent on Go High Level. Right. Okay. Right.  When we talk about the questions, I do that as a
420. 39:30separate deal. So once we've created all this,  I I go ahead and I print it out because if I
421. 39:36don't do that and I go into the transmission  shop and I just say, hey, how much do you do
422. 39:39a transmission? Yeah. They're going to be like,  well, that's a softball question. But you know,
423. 39:44how much to do a Balabushki 5000 transmission?  Yeah. They're going to be like, whoa, this thing
424. 39:48can answer that? Yeah, yeah. You know, and you  want to test it, make sure it does answer it,
425. 39:52you know, in fairly decently. But yeah, you want  to go in prepared and you want to you know, you
426. 39:57want to wow them with what it can do. Yeah. I show  them that version. I don't even try to sell the
427. 40:02phone AI. I have never sold any phone AI at this  point. Hm. Have you ever done this approach, like
428. 40:07this in person approach and closed a client? Yeah.  I mean, I I've had to do it for the security piece
429. 40:12type of a deal. So that's you know, basically  how we we got them. Okay. So but most of mine,
430. 40:18I'd say 95%right now are just through digital  and then some cold calling. So I've had luck
431. 40:24with cold calling. Okay. So you haven't gotten all  your clients from just moving over your digital
432. 40:29marketing clients. Right. You have had to start  from scratch for a few of them. Yeah. Believe it
433. 40:33or not, I have a community that teaches everyone  to do exactly what this guy is doing. There's
434. 40:37over 300 people in there. Many of them are making  thousands or tens of thousands of dollars a month
435. 40:42directly from what learned in the community. It's  called playmakersai.com. I'm in there myself, plus
436. 40:4722 other experts, and we will teach you anything  and everything you need to know to find customers
437. 40:53in the AI agency space. playmakersai.com. Book a  call. We'll see you there. What is your cold call
438. 40:59pitch? So the cold call pitch is basically, you  know, we try not to push AI cuz it's a love-hate,
439. 41:05right? Just like data centers are love-hate, just  like electric cars. It's a It's a love-hate deal,
440. 41:10right? Yeah. So it really what we're trying to  pitch is the fact that we're going to get 10%
441. 41:15more leads or 20 10 to 20%more leads off their  site for them. you don't even mention AI in the
442. 41:20cold call? What about the in-person pitch?  Are you talking to them and then we have to
443. 41:23we then I I create the sandbox deal and and show  them how we're going to do it. On the cold call,
444. 41:28you're saying? Uh no, not on the cold call. In  the in-person or Zoom. Okay, but when it's a cold
445. 41:33call, it's very cold. Yes. Yeah. It's redundant,  but you're not a previous client, you're not there
446. 41:39in person, and so you have to be more conservative  on your approach in talking about AI just to be
447. 41:44safe. Right. So you're just like, I will make you  more money. I will get you more leads. And then if
448. 41:49they ask specifically about AI, it's like, sure,  yeah, I'm going to use AI. Yeah, and then just
449. 41:52again, our offer to prove it is we're going to do  it for free for, you know, 4 weeks. Okay. And and,
450. 41:58you know, if we're not successful, you don't  obviously you don't need to worry about it. We
451. 42:02don't ask for credit card, we don't ask for  anything. Okay. And and we do that back-end
452. 42:06research and that we want to understand what their  traffic is, so we'll use SEMrush. Mhm. Again,
453. 42:10it's a third party. It's not perfect, but it'll  give you some idea of the traffic. Yeah. And
454. 42:14then when we're having that more in-depth Zoom  meeting or conversation, we'll just say, hey,
455. 42:19do you know your analytics and what your traffic  is? You know what's even better than SEMrush? Is
456. 42:24uh it's called dataforseo.com. Yeah. Have you used  it? They have an MCP. You connect it directly to
457. 42:30ChatGPT or Claude. And it's incredible. Is it?  You don't even interact with it. You just connect
458. 42:35it and you you ask questions in your personal  Claude or ChatGPT account. All right. Do you
459. 42:40have any bearing on like what your close rate is  for these cold approaches, either cold call or in
460. 42:45person with people that you don't have a previous  relationship with. Close rate isn't really great.
461. 42:50It's in that 30-40%range. How's that not great?  Yeah, I mean That's Well, I think it my mind,
462. 42:56like I said, I don't get this. When I show people  this, I just my head spins like when they're like,
463. 43:01well, I don't know. I'm like, well, what Like what  are you talking about? Right. What I'm trying to
464. 43:05get my head around at some point here is like,  look, how about this? And we know what their
465. 43:09lead cost is. Say, look, you can either pay us X  amount a month or you can pay us so much per lead
466. 43:15that's generated off your website. What do you  want to do? Yeah. You know, so there's no risk.
467. 43:19Does anyone want the per lead price? I haven't  I haven't spun that up yet, but I'm people don't
468. 43:23really like it. Yeah, and It's unpredictable.  Right. Right. want to know if my bill is this
469. 43:27much per month. Right. But I mean as as a business  owner, I'm a risk taker and I'm like, I don't
470. 43:33care. Give me a lead. I'll give you it. You give  me a lead, I'll give you X. Sure, what do I have
471. 43:36to lose? Right. Give me two leads. Okay, that's  Give me 100. Okay, that's whatever. the people
472. 43:41that are hemming and hawing, you just don't have  that trust yet. And they're being prideful, right?
473. 43:46Like I don't want to act excited with random  salesperson or whatever. But if you were to have
474. 43:50that same conversation with like an acquaintance  from church or whatever, I bet they wouldn't be
475. 43:55hemming and hawing. Right. Right. And then And  then I think it comes down to edification. So
476. 43:59in other words, once you get really established  in an industry and you've got like testimonial
477. 44:04after testimonial after testimonial and then a  list of people they can call, I think that that
478. 44:10process gets better. Yeah. What are some signals  from a small business that tell you they're too
479. 44:15small for me to even attempt to pitch them? Yeah,  it's really site traffic. And then just just the
480. 44:21look and feel of their business. If they don't  get customer service You You can kind of tell,
481. 44:25right? Their Their voicemail's full type of deal  and they're just fundamentals of business. They're
482. 44:31not going to They're not going to grasp this.  So you don't see a business that has a is doing
483. 44:35a bunch of stuff wrong and you're like, this is  perfect cuz there's a lot I can help here. You're
484. 44:39looking at them and saying they could have gotten  help a long time ago. Yeah. Yes, that's you know,
485. 44:44it's easier to give birth than to resurrect the  dead. You know what I mean? That's so good. You
486. 44:48know, it's just one of those things where they're  they're you know, they're just struggling. And
487. 44:52and I'm not perfect because you know, I've  been in business for Of course not. You know,
488. 44:55I'm not it's just there's there's just certain  fundamentals. It's like no, you're not you know
489. 45:00you know something wrong and you're not going to  fix that. Well, I use this analogy all the time,
490. 45:05but I had a guy on the podcast a year ago that  does a pressure washing business. And he used
491. 45:10to get flyers and put them in bags with rocks  and drive around um neighborhoods. And if if
492. 45:16he saw a driveway that was dirty, he'd throw the  flyer with the bag and the rock on the driveway,
493. 45:21thinking they need pressure washing. That's my  client. Didn't get any calls. And then on a whim,
494. 45:26he's like, let me throw it on the clean driveways.  And he did. And he had like a 5% conversion rate.
495. 45:32Yeah. a $1 bag with a rock and a flyer. Okay.  Which that added up. Right. He would throw out
496. 45:38you know 500 bags and that's what 25 clients,  500 bucks a piece. Yeah. And so he's like these
497. 45:44guys value a clean driveway. Right. That's a  lot of people like build websites for people.
498. 45:49They don't target people without a website. They  target people with a website. And the pitch is
499. 45:54unlike you a better website. Cuz if you don't have  a website, you don't care about a website. Well,
500. 45:57that's the bizarre thing in all this. Uh I've  done the the AI studio that has the sandbox of
501. 46:04the widget in it. Do you know how many customers  have said to me, hey, I really like that. Yeah.
502. 46:09I'd like you to redo our website. Yeah. I know  we've gotten two websites out of that. I don't
503. 46:13charge $1,000 for a website. Mhm. I charge a  lot. I mean, we do a great job. It's a great
504. 46:18value. But that that AI studio if nothing else,  it's enough to get people thinking like, oh hey,
505. 46:26you know, cuz it does a great job with  the the websites. Yeah. Beautiful. Bob,
506. 46:30where can people find you? So they can reach me at  intrycs.com. I'm going to spell it cuz it's goofy.
507. 46:36It's i n t r y c k s .com. It's Scandinavian for  illustration. So got that done. Or they can reach
508. 46:44me at leadgrab.ai. And again, if you have any  questions on any of the technical stuff, I'll be
509. 46:50more than happy to help you guys Bob, thank you.  All right. If you like this content, please share
510. 46:54with a friend, hit a like or a comment below,  and we'll see you next time on the Kerner Office.