He Makes $27K/Month Sending Text Messages — Transcript

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1. 0:00Within 48 hours, we got four bids ranging  from 17 to [music] $64,000. Wow. What about
2. 0:06your total monthly revenue? Yeah. So,  September 27, I think. Amazing. And then
3. 0:11what was it in June? The 14. So, almost  doubled in a few months. Yeah. It's like,
4. 0:20Meet Aaron. Not long ago, he was a part-time  receptionist for a sighting company in Denver
5. 0:25until he noticed something interesting. There  was a much bigger sighting company right down
6. 0:29the road sending his boss hundreds of leads  every year for free. So, he thought, "Huh,
7. 0:35maybe there's something to this." So, what did he  do? He started making connections himself for $150
8. 0:41a piece. Simply connecting one business owner to  another using publicly available data. Today, he
9. 0:47charges $6,000 for 10 intros, doing something that  any of us could do without any specialized skills
10. 0:53with no employees and did $27,000 last month. He  sent one text that got one painter four bids worth
11. 1:01$64,000. And by the end of this episode, you are  going to know exactly how to copy everything he
12. 1:06does down to the exact text messages he  sends, word for word. Please enjoy. So,
13. 1:12why don't you start by telling me who you are and  what you do? My name is Aaron Fuks and I am with
14. 1:17Hyros. We build referral pipelines for home  service businesses. So, general contractors,
15. 1:24painters, siding companies, businesses like that  where they have a a different business that sends
16. 1:31them referrals. Think like in a customer journey  especially around home remodels, home fixing,
17. 1:39there's usually the first point of contact  and then there's more services that happen
18. 1:44afterwards. Mhm. So if you're doing a full house  remodel, eventually you're going to need paint.
19. 1:50So, our clients are those that like a painter  would want to connect with a general contractor,
20. 1:57luxury home builder that can be included in that  same service to get the full job done. Okay. So,
21. 2:03these are business owners referring jobs to other  business owners. Yeah. So, could this look like
22. 2:07uh I hire a pressure washer to clean my driveway.  He shows up, he does a good job. I'm like, "Hey,
23. 2:12man. Do you do windows?" He's like, "I don't,  but I know a guy." Yeah. So you kind of help
24. 2:16facilitate conversations like that, operationalize  them, if you will. Exactly. Exactly. And how long
25. 2:22have you been doing this? A few years. I started  as a receptionist kind of virtual receptionist at
26. 2:30a sighting repair company. Friend from our church  asked if I could help out part-time and I realized
27. 2:37that his business relied on a larger siding repair  company to send referrals. Okay. and they had the
28. 2:44relationship for a decade plus and so there was  a longlasting relationship and he got hundreds
29. 2:50of leads every year. So I saw like huge value in  those relationships. Yeah. So tell me about the
30. 2:57bigger business like why were they giving away  all these leads. Yeah. In this case in this case
31. 3:02it was because they wanted to continue to see  the reputation increase. Right. So, if you go
32. 3:09to a business and they have a service advertised  that's, you know, a big service, like a full roof
33. 3:15repair, but you only have a one shingle that fell  off, most of the time they're going to maybe point
34. 3:21you in a different direction. It's not worth it to  them. It's not worth it. Right. Because they don't
35. 3:25specialize in it. But if a business only did that,  it'd be a good business. Yeah. Exactly. And that's
36. 3:30what my friend was doing. He was doing like and  still is, you know, the vinyl melts behind a gas
37. 3:36grill, right? Just a couple square feet. Okay.  And so the big business not going to touch it.
38. 3:40They're doing like full installs, full sighting  installs. Exactly. Okay. And then they offer it
39. 3:46as a referral to my client. Uhhuh. Everybody wins.  The homeowner wins. The big business wins because
40. 3:53their reputation of being a trusted source in the  community still high. And my client wins because
41. 4:01he gets leads and is specialized to do just that.  Free business for life. Exactly. Yeah, exactly.
42. 4:07Exactly. So, it clicked, right? It's this thing  that everybody wants. The customer definitely
43. 4:14wants it. You know, the homeowner definitely wants  it. The big business wants it because they want to
44. 4:18continue to have their reputation in the community  increase. And the business that's specialized in
45. 4:24the smaller service. Okay. So, I'd spend like  almost 8 hours a day on the phone. Mhm. And so,
46. 4:29I was very comfortable calling a stranger.  And now, remind who are you calling in for
47. 4:34what? For the sighting company. As a coach, I was  calling sure customers. But now for this for this,
48. 4:40it's the new sighting company that was sending  small leads. I offered I'll go call for you. Mhm.
49. 4:48And see if I can get you partners. Okay. Their  partners were roofers. Okay. So, let me make
50. 4:54sure I have this straight. Yeah. You're working  for the sighting company as a receptionist. You
51. 4:58notice that they have this bigger company sending  them hundreds of leads per year, right? Then you
52. 5:03get a call from another big company that says,  "Can we start sending you a bunch of leads per
53. 5:07year?" Yeah. And you say, "Yes." And then you say,  "Hm, maybe I want to work for this bigger company
54. 5:12so I can get them referrals." Like go up the food  chain a little more. Exactly. And so we can call,
55. 5:18text thousands of companies, get either a sales  guy or a project manager or a business owner on
56. 5:26the phone and then connect them with our client.  Okay. So, you kind of started building a website,
57. 5:31like putting out feelers for this referral  network business, right? You're like, "Shoot,
58. 5:35I've got this guy. Maybe he can be our first  customer." Yeah. Okay. Was he working like a hail
59. 5:40storm comes through, tears up a bunch of roofs,  he comes in, inspects them, and they're like,
60. 5:44"Well, my siding got torn up, too, and roofing  companies would send those siding leads to him."
61. 5:49Yeah. And he wanted more of those. Exactly. Okay.  Yeah. And I saw the value all the way around at
62. 5:54the very beginning. Right. Because this guy was  not just wanting more business, he was providing
63. 6:00more business, too. So, he came to me as the  receptionist saying, "I have hundreds of leads a
64. 6:06year. Can you take them?" Yeah. And then he said,  "I do this upstream as well." I said, "Do you want
65. 6:13more of those?" He said, "Well, yeah, obviously."  Yeah. Right. And so, it's a win-winwin. It's like
66. 6:18one of the perfect storm wins because if you don't  if you have enough referral partners, you don't
67. 6:22need customers. You don't need to go direct to  customers, right? Is that kind of the not that you
68. 6:27would ever turn them away if some if a a homeowner  called you directly, but the the hope and the goal
69. 6:33is to work towards you just getting leads coming  in inbound all the time. You don't need a sales
70. 6:37team. You don't need to market necessarily if  you're not as a business owner active in pursuing
71. 6:43more referral partners, more referral bases. You  can't necessarily rely on something to scale,
72. 6:50right? [clears throat] You have something that  sustains you, but to scale, you need a outbound
73. 6:56strategy to get more and more. Yeah. An outbound  strategy to get more inbound. Yeah. Right. Yeah.
74. 7:02Okay. So, what did you say that you would  charge him for this service? At the beginning,
75. 7:06it was a per invite or a per uh appointment. Per  appointment fee. Okay. What was the fee at first?
76. 7:13It was like 150 bucks. Okay. So, every time you  cold called someone that says, "Yeah, I'll talk
77. 7:17to the owner of this sighting business." You hand  it off, you make 150. That was the original deal.
78. 7:22Yeah. Okay. Yeah. And as I realized that every  person that he talked to could bring him 10, 20,
79. 7:31$50,000 jobs multiple times a year where he's  making, you know, 40, 50% profits. I'm realizing,
80. 7:39wow, this is kind of really valuable. [laughter]  It's a lot more than 150 bucks. But I think it is
81. 7:45smart to price it low to start because his close  rate could be 2%, it could be 20%, could be 100%.
82. 7:51And that's a big part of it. He might tell you  how these conversations go, he might not. Like
83. 7:55you you're still trying to feel it out. Yeah. But  in general, when with a relationship like this,
84. 8:00like if they're kind of bugging you, like you hand  over a couple appointments, he's like, "Hey, you
85. 8:04got any more? You got any more?" Like he's telling  you everything you need to know. These are good
86. 8:08leads. Yeah. Even if he's not closing them, he  sees, "Wow, this guy's legit and I have his ear."
87. 8:12Yeah. And not only that, he asked for volume. Like  he wanted 20 30 appointments a month. Wow. And
88. 8:21so we're sitting on something where we're like,  man, this guy really wants to talk to everybody
89. 8:26in the state almost. Yeah. Hey, believe it or not,  about 62% of you don't actually subscribe to this
90. 8:31channel even though you see my videos in your  feed. So just take a second, hit the subscribe
91. 8:35button, maybe even the notification bell, and it  would mean the world to me. All right, so what do
92. 8:40you start doing? Are you just opening up Google  Maps, typing in roofer, and just calling? Like,
93. 8:44what is your plan? That was at this stage. Yeah,  that was it at first. Okay. Yeah, that was it at
94. 8:49first. And what was your pitch? We took his pitch.  Thankfully, he'd been doing it right. And so,
95. 8:54it was partnership, specialized insurance stuff.  You know, he gave us, hey, say this. Make sure
96. 9:01I'm available. Set the appointment. Okay. Tell me,  give me the numbers of what this would look like,
97. 9:06like an average job. Yeah. And how the split would  look like between both companies. Yeah. Let's say
98. 9:10it's an insurance job that a roofing company  brings to a siding client. It might look like,
99. 9:16you know, $40 to $50,000 roofing and siding.  The siding is maybe $15 to $20,000. Okay? And so
100. 9:25it's kind of split. So you if you're talking to a  sales guy, he just doubled his ticket, doubled his
101. 9:29commission, right? And then on our siding clients  side, it's let's say it's the 20,000 and so they
102. 9:37do a kickback of maybe 5% back to the business.  5% of our bid goes back to you. Something like
103. 9:44that. Okay. Back to the roofing business. So they  get a,000 bucks for kicking the siding over to the
104. 9:49siding company. And then the roofing business  is done with the siding. They just worry about
105. 9:53the roof. Yep. And the siding company will go,  we'll inspect everything. We'll create a bid,
106. 10:00submit it to insurance, take care of it all.  Okay. Do you remember like what your pickup
107. 10:06rate was? Your your close rate as in like got an  appointment. What those numbers were early? Yeah.
108. 10:12Yeah. Early on we were 20 to 40 a day. Okay. And  setting two appointments. Okay. That's not bad at
109. 10:20all. Yeah. 5 to 10% close rate. So you're making  300 bucks a day. He wants one to two a day. So
110. 10:26that works. Yeah. And how long did it take you to  make those calls? 20 minutes. It's mostly because
111. 10:31we're calling business owners. Yeah. So, they're  really incentivized to pick up the phone. Yeah.
112. 10:36And then if they don't pick up the phone, we  don't leave a message or anything. We'll catch
113. 10:39them on the next time around. Okay. So, it's just  dialing, waiting 15 seconds, they don't pick up,
114. 10:44move on. You don't text, you don't leave a Okay.  Were you using like software to call or? Yeah,
115. 10:50we're using go high level. It has a built-in like  power dialer thing. Yep. Uh, and so we set the
116. 10:57outbound setting to 15 seconds. Okay. And a custom  disposition so we can track. Did they pick up? Did
117. 11:05we pitch? Were they angry? Yeah. Yeah. Okay.  Okay. So, you're making What did you make like
118. 11:12that first month or two? So, good days it was like  300 bucks. Bad days was nothing. So, let's say 150
119. 11:16bucks a day. Four days a week. That's 600 bucks  a a week. Working 20 minutes, 60 minutes a day.
120. 11:24Mhm. Okay. And what is your guy saying? Your  customer, he's loving it. Yeah. That first one,
121. 11:30that first month was like a 50 to 60% appointment  show rate on his end. Okay. And he pays you
122. 11:37whether they show or not. Yeah. Okay. So, was he  happy this first month? Yeah. Was he telling you
123. 11:42specifically how it was going? Yeah. Every week  we'd have a 20-minute call and look through the
124. 11:47who showed up, who didn't, who was qualified,  who wasn't, and get better every day. You know,
125. 11:52I mean, you're talking to a bunch of clients,  right? Yeah. How does that do you start going
126. 11:56down that rabbit hole? We did. Yeah. Every person  that showed up, we would mark in go high level,
127. 12:02call them and then after the appointment like,  "Hey, how did it go? We're just checking in."
128. 12:07Yeah. By the way, sales pitch number two. Exactly.  Exactly. Which was the excitement that I had. It
129. 12:14was like, "Wow, every person that I call, whether  they show up to the appointment or not, I can call
130. 12:19them again to check in on that appointment."  and pitch them. Oh, because that guy over the
131. 12:23course of a week goes from ice cold lead to very  hot lead. He's already spoken with you before,
132. 12:27your old pals. He's spoken with that guy. I'm  assuming the conversation went well. What was your
133. 12:32close rate on those like callbacks? It was kind  of low. Really? Yeah. Yeah. Um what happened was
134. 12:40we would get a project manager and he'd say, "Oh,  you got to talk to the the office." More uh there
135. 12:46was more gatekeepers. Mhm. Okay. So, it wasn't  the owner of the roofing business talking to the
136. 12:51owner of the siding company. Typically, sometimes  it was. And those were definitely hotter. Yeah,
137. 12:57those are definitely went better. Okay. Because  the incentives always have to align in business,
138. 13:01in life, right? The incentives always must align.  Yeah. With project manager, he's probably going to
139. 13:06make the same whether you make this connection or  not, right? Like he's not as incentivized to make
140. 13:12something work with you than the owner might be.  But the specific referral pipeline was something
141. 13:17that I believed in. Okay. And so I tried to think  about how do we get the right person on the phone
142. 13:22and what kind of questions would I be able to ask  a project manager to get the business owner on
143. 13:28the phone. Mhm. And so what we did was we pivoted  from calling the business owners that we'd already
144. 13:34talked to or the project managers we'd already  talked to to doing a let me get some projects
145. 13:39first for these potential referral partners. Mhm.  Bring them a project and then they believe in the
146. 13:47value. Earn you earn their trust. Absolutely.  Both earn their trust and earn the person that's
147. 13:53going to make the decision earn their attention.  Yeah. You know. Yeah. And so we went from calling
148. 14:00to doing some texting. Mhm. And now we do like  multiple channels, but that was a huge pivot. And
149. 14:06so we started doing mass texts around partnerships  and if somebody needed a bid. Now what do you mean
150. 14:14by that? So let's keep on this roofer Yeah. siding  company. We pulled a huge list of all the roofers
151. 14:22in our area and we sent a text to every single  one of them asking if they needed a specialized
152. 14:29service like an insurance bid on siding and  explain that we only do siding. We don't do roofs,
153. 14:37so we're a great partner. We're not competing  with you. Exactly. And that allowed us to both
154. 14:43deliver on our clients need and deliver specific  value. Not only are we getting the partners,
155. 14:50we're getting the partner that has a bid now.  Mhm. And then we have proof that we can bring to
156. 14:56business owners. Okay. So you started just doing  cold outreach in this case to roofers just saying
157. 15:03like do you have a project right now that needs  sighting. Mhm. Okay. And then if if yes then you
158. 15:09connected them with the siding business. Then we  use that as proof to then text sighting companies.
159. 15:15Mhm. And ask do you do insurance? We have a roofer  that needs an insurance bid now. As soon as they
160. 15:22reply yes, we call them. Why would they not? Like  it's like do you want free money? Yeah. Exactly.
161. 15:28And it's like cold calling is hard, but it's only  as hard as your offer. Right. If your offer is,
162. 15:32I have $20,000. Would you like to claim it? Yeah.  Right. Surprisingly, most people still say no
163. 15:39because often times I'm guessing it's like, who is  this guy? This bad number. Is it a scam? Like I've
164. 15:45had a business where the offer was so good, my big  hurdle to overcome was convincing customers that
165. 15:51it was not a scam. Yeah. And that was a real It  was a real hurdle to overcome. But once I could,
166. 15:57like in this case, we did on-site visits. Once  they came on site, I had a 100% close rate because
167. 16:01it was it was basically like, do you want free  money? You give me one and I give you 10. Right.
168. 16:05So that's kind of what you're saying. It's much  much better than what you were doing, but there
169. 16:09are still people that are dubious. They think  you're scam or you know what I'm saying? Yeah. Uh,
170. 16:13and so when we get a real person on the phone,  we're both qualifying, that they do this service,
171. 16:20that they have other people referring them  business, that they work as a subcontractor, you
172. 16:26know, all this short list that allows us to know,  yeah, they probably want this long term. And then
173. 16:31we ask like, do you want more of these partners?  Because partners equate to not just one job,
174. 16:38right? They equate to 10, 20, 40 in in one case  305 jobs a year. Wow. Okay. So, was this like a
175. 16:48big inflection point, this new style of outreach?  Yeah, absolutely. And of course, it's not just
176. 16:53roofers and siding companies. What other kind of  matches did you find worked well together? Yeah,
177. 16:58electricians and custom builders, uh, luxury  remodelers, etc. For instance, on that one, we did
178. 17:06this outreach right before talking to a potential  new customer and brought him one luxury builder
179. 17:15who had five jobs, one of which was a 10,000 ft  home, which in electrician stance in his area was
180. 17:22like$110,000 job. Mhm. That he could bid on that  he had no idea was happening 3 days before. Yeah.
181. 17:30He never would have got that otherwise. Right.  Okay. Okay. So, electrician, great fit. Painter
182. 17:36and then also the interior designers and and  remodelers also great fit. Okay. And then we have
183. 17:44landscaping company that wanted to move from doing  residential front yards, backyards, mulch, etc. to
184. 17:51commercial and work with developers. And so we  called custom builders, we called developers,
185. 17:59we called property management companies. And  with that one landscaping client, he found a
186. 18:05development that was going to be 80 homes in  a subdivision. All the homes were a million to
187. 18:113.5 million like depending on the size and plus  the HOA. So it was an upfront bid on a contract
188. 18:18of a4 million and a intro to every homeowner that  was buying homes in that 80 lot subdivision. Wow.
189. 18:24You're like, man, we're not charging enough.  Exactly. You're being a super connector here.
190. 18:29Yeah. So were you using like snapshots to do this  or like on the back end how are you tying all this
191. 18:35stuff together? Yeah, we have a internal side that  we're tracking the contacts that we're making the
192. 18:44clients that we're connecting with. So we have  our own like sub account for our business in go
193. 18:49high level and then depending on the services  that our clients want we may make them a sub
194. 18:54account and you know do all the formatting  and everything uh with a snapshot or if they
195. 19:00want like short-term outreach we have a short-term  outreach sub sub account. So it's kind of layered,
196. 19:08but the most important part is the ability to text  and call. And so Gohigh Level was a great fit for
197. 19:15that both for the fact that we can make automation  plug in, you know, a tag or a business name and
198. 19:21it just sends all the texts. We tend to drip it  so that we don't get, you know, 40 calls that we
199. 19:27need to make in a day. Yeah. Uh just to keep us  on a good pace. But it allows that to take care
200. 19:34of itself and allows the bids that need to happen  now, that value that we can provide immediately to
201. 19:41be raised to the surface. Okay, it just boggles  my mind how many people I come across that make
202. 19:47a really, really good living on go high level.  They don't know how to build software. They have
203. 19:52no tech experience and they just start using some  of their snapshots or workflows or whatever it is
204. 19:57to make money like you are. It's just freaking  incredible. And you know what? Shameless plug.
205. 20:02Go High Level supports this podcast. My team uses  it every day. It's an amazing piece of software.
206. 20:06Use the link in my description and you will get 30  days free instead of only 14 days free which most
207. 20:12other links provide. And if you end up using it,  I'll get a little kickback and that would mean a
208. 20:16ton. Okay. Sorry about that. What did your second  customer look like? We went upfront costs and 4xed
209. 20:22our price. So, was it still per appointment? We  went package. What was your price? Like 6,000 for
210. 20:2810 appointments. Okay. in a certain amount of time  or so sometimes it's busy season and the business
211. 20:34owner is like well you got to give me those like  you know three a month or something right um so we
212. 20:39can work within that but we love delivering value  as fast as possible time to value is everything
213. 20:44yeah and if we can come to the meeting saying hey  we have this custom builder that has five jobs for
214. 20:49you to bid on it's like so easy yeah so you forex  your price did you add in all those guarantees
215. 20:56like we guarantee they'll qualify they'll show up  what else. Yeah. Um we have a guarantee like um
216. 21:02two bids in the first 20 appointments. So two  real bids that you can you can do and then we
217. 21:10tagged on some management of the relationships and  nurturing of the relationships which is all built
218. 21:15through like automations and everything and go  high level and that's a a monthly fee. With that,
219. 21:21we guarantee that the partners we bring deliver a  bid to or you know a quote to our client within a
220. 21:30certain amount of time or we replace them with  a new one. Okay. Yeah. Not or you refund them,
221. 21:34you replace them with a new one. Yeah. So maybe  they buy 10 partnerships. Mhm. And five of them
222. 21:40give them a bid. First of all, that's most likely  10x the what they paid. Yeah. The other five at
223. 21:46the end of around six months because it gives  a busy season and slow season will go get five
224. 21:51more. So they bought 10, they get 15. Okay. And  what type of a business did you sell this to first
225. 21:57this with this new pricing? Interior designer,  electrician, general contractor, and we're working
226. 22:04on our own referral pipeline too. And so we're  working with like marketing agencies to offer
227. 22:09it to like all of their people. How did you find  these next customers? Just cold calling? It was
228. 22:14that original or that that next pivot of get their  results first. I have a lead for you. And then
229. 22:22mass text a city area of that particular business.  Mhm. And then immediately call them when they
230. 22:29respond. Okay. When they text back, you just pick  up the phone and call them. Yeah. An actual human.
231. 22:34Yep. Okay. What did your revenue numbers look like  the first six months once you made this pivot? Our
232. 22:39revenues jumped from that around 14 and in the  last last 30 days we closed another 15 15,000.
233. 22:49Wow. Is that 15,000 of like appointments or is  there other type of types of revenue mixed in with
234. 22:55that? It's appointments and then our management  and nurturing. Okay. And how much is the monthly
235. 23:00fee on that? Between 250 and 500 bucks. Okay. So,  what is your your monthly recurring revenue today
236. 23:06give or take? Yeah, about 16. Awesome. From up  from 14. Yeah. July. Yeah. Amazing. Yeah. And is
237. 23:14that include the nurturing and the one-time stuff  or not including one time stuff? Okay. The one
238. 23:20time that's where it got a little confusing for  me. Yeah. Yeah. Yeah. So, the one time is because
239. 23:25we're delivering relationships on a one-time  basis. We are seeing like significant increases,
240. 23:33but the monthly recurring is like small steps.  What about your total monthly revenue including
241. 23:38the onetime stuff? Yeah. So September 27 I think.  Amazing. And then what was it in June? 14. Like
242. 23:47one time and recurring. Yeah. Yeah. So yeah, this  the pivot has been in the past like nine months.
243. 23:53Yeah. Mhm. So almost doubled in in a few months.  Yeah. Because of this pivot. Yeah. How many people
244. 23:59are you having to reach out to? U like what does  your funnel look like? Yeah. We start with the
245. 24:06getting the partners first and we'll mass text  a few hundred partners at a time. Uh usually
246. 24:12our response rate to that project request or  bid request is between two and 5%. Okay. And
247. 24:20so we aim to have two or three that we can bring a  new customer, a new client of ours. So give me an
248. 24:27example of one of the more recent campaigns you've  done. Like two or 300. What type of business did
249. 24:32you text and what did you say to them? Yeah,  let's take the electrician. Okay. We texted
250. 24:38around 200 people, 200 business owners that are  all custom home builders and luxury remodelers.
251. 24:45And of those 200, sorry, what did you say to them?  Great question. We said, "Hey, we specialize in
252. 24:51new builds, installs, remodel installs for all the  electrician services." Okay. Right. and wondering
253. 24:59if you have any projects on your radar and if we  can, you know, give you a bid, can I call you? So,
254. 25:05you're texting them as an electrician saying you  like, I know you're a builder. Do you have any
255. 25:10work for guys like me right now? Exactly. Okay.  And of 300, you're hoping you get 10 replies,
256. 25:1610 to 15 replies, and of those, like two to three  like solid leads. Yeah. If someone replies that
257. 25:23they have a bid, they're typically a solid lead.  Okay. And so we're looking at more like 200 texts,
258. 25:29two to four replies that are saying, "Yes, I  have a bid." Maybe 10 to 20 others that are like,
259. 25:34"I'm out of business." Or something like that.  Yeah. We immediately call those two to four to
260. 25:40qualify that it's an actual bid. You know, ask  about the project, etc. Get the details so that
261. 25:47we know what we are bringing to a new customer  of ours. And so we say, "Hey, do you want these
262. 25:54connections?" Usually what happens is in that  message outright, I'll say something like, "Hey,
263. 26:01I have some connections that are looking to get  a bid from an electrician and wondering if we can
264. 26:07partner in any way longterm. Let me know if I can  call you." So both messages are about partnering.
265. 26:12So it establishes that relationship is the primary  means of communication and allows me to then say,
266. 26:21you know, yeah, I do this. I connect businesses  and we can connect you to more. We have this
267. 26:26many that are interested. Do you want to hear  about what we do? Would you like to, you know,
268. 26:33be one of our clients? Yeah. Okay. So, you get the  lead for a big house. Let's say you don't already
269. 26:38have someone lined up. you text 300 electricians  saying or what does that [ __ ] look like? Usually
270. 26:44when when we're going towards our customers and  clients, it's a little bit higher response rate
271. 26:51because we're bringing some value. Yeah. Cuz  the first one you're saying like I'm selling you
272. 26:56something. I want money. I want money. Yeah. The  next one you're saying, I'm giving you something.
273. 27:01Yeah. So what does that response rate look like?  And how many people do you typically text? Yeah.
274. 27:05So we'll have that. So, we'll do about a hundred  messages out and our response rate is anywhere
275. 27:11from 10 to 15%. Okay. And you're saying, "Hey, I  have a home builder that has a 10,000 foot house
276. 27:18that needs done. Are you interested?" Is that  kind of what you're saying? Yeah. It's usually
277. 27:22that's the start. So, let's say you get 10  people to reply of the hundred and they say,
278. 27:25"I want it now. Bad. Yes. What do I need to  do?" What do you do? Call them immediately.
279. 27:30All 10 typically is the first one, right? Sure.  Faster. But you're going to get all 10 of them on
280. 27:34the phone. Yeah. Yeah. Yeah. And a lot of times  because we do majority exclusive area networks,
281. 27:42the first few I'll explain it. They'll say yes or  no and by the end of that we're kind of we're kind
282. 27:50of done. So that first we usually get somebody. So  you're setting up an appointment. Yep. Assume that
283. 27:55goes well. How does the appointment go? Usually  it's send our information, send our website,
284. 28:02send our blueprint. So we have here's what we  do from start to finish in a you know PDF and
285. 28:08then the conversation starts with does this make  sense? Do you want it? How much do you want? And
286. 28:13the close is usually kind of a menu conversation  meaning okay do you want 20 40 120 appointments.
287. 28:22Yeah. Okay. They'll start with well like how do  I know this is going to be good or how do I know
288. 28:28they're going to bring jobs? And first I just  brought you some. Right. which is great. Builds
289. 28:34trust upfront. Are you telling them like this is  a real job? Yeah. Yeah. Like this has an address.
290. 28:38This has a builder. But you're not giving them all  the info cuz you don't want them to go around you.
291. 28:43Yeah. Generally. And also I'm not selling the job.  I'm selling the relationship. Yeah. Right. And so
292. 28:49many times that's the pivot that I have to make in  the conversation because there's so many there's
293. 28:55so many small businesses that have had cold calls  from lead genen companies that it doesn't go well.
294. 29:03They feel like it's a bad experience. And so  talk to them. Their first question might be is
295. 29:08this lead genen? And I'll say no because while  I'm bringing a lead we're doing is generating
296. 29:14relationships that those leads come through. Yeah.  Right. And so it I can honestly say no, I'm not
297. 29:20a lead genen company. Yeah. Right. Okay. Yeah.  Don't you kind of put yourself out of business
298. 29:25in a sense? Like if you give someone so many  partnerships and they're busy, they don't need
299. 29:29any more appointments like you've done too good of  a job. Does that ever happen or do you just sell
300. 29:33them additional things? Yeah. The additional  thing is the nurturing and management of the
301. 29:38relationships. Okay. So great point though because  when they get busy, what's the problem? Well,
302. 29:44all of these people they talked to six months ago  aren't hearing from them again. Yeah. You know,
303. 29:50those things, those relationships that they  started, how do I keep track of everybody? And so,
304. 29:54we with go high level, we track everybody's  submissions of referrals. So, we know who sent
305. 30:01what and who needs to hear from them again. And we  have a few different uh automations for, let's say
306. 30:07it's the roof and the painter or the roof and the  siding. if a storm comes by, they can send a text
307. 30:12to everybody in their network. Things like that  that allow them to leverage technology that we've,
308. 30:18you know, offered them to get in front of their  network fast. Yeah. And so the out of business
309. 30:25for us is like our ideal is that we maintain their  network long term. Okay. Please, I need you I need
310. 30:34you to send me your stories. If you or someone  you know made thousands of dollars in a short
311. 30:39period of time with a business, a side hustle,  a growth hack, I don't care what it is, I want
312. 30:43you on this podcast to give you free publicity  and to help grow my podcast. So if that's you,
313. 30:49go to tko yes.com, fill out the form. If it's  a friend of yours, send them tko.com, have them
314. 30:55enter your name, and I'll give you a,000 bucks  for the referral. That's tko.com. So you live in
315. 31:01Denver. Are you doing this with Denverbased  businesses? Mostly. And because we have our
316. 31:06own referral network of marketing agencies, we're  going all across the nation. I just imagine it's
317. 31:12an easier close if you're a local guy sometimes.  Yeah. How do you get around to like TCPA and at
318. 31:19HTTP verification with text messages? Yeah, we've  haven't really hit that because we'll get the
319. 31:27the response rate so high and opt out is so low  that we're obviously sending business messages,
320. 31:34but it's business to business and many business  owners are just too busy to reply stop. You know,
321. 31:39there's more lenient laws around cold texting  businesses than consumers. Yeah. Their phone
322. 31:43numbers on Google Maps. Yeah. Yeah. Okay. Yeah.  What was the story you're going to tell me? I
323. 31:48have a few. Yeah. Let's hear them. Yeah. And  what are your what are your profit margins?
324. 31:52Our profit because we're also doing the service is  fairly high. Our software cost is a couple hundred
325. 31:59bucks a month. Our texting and calling is maybe  100 150 a month. Mhm. And so you're looking at
326. 32:07maybe five to 600 bucks in software and texting.  No employees. One who helps out on the calls. He
327. 32:15does commission per appointment. And so when he's  running that and when he's doing that, he'll take
328. 32:22about 30% of those as a commission. But no base  or anything, okay, so like 90% profit right around
329. 32:31there. Yeah. Wow. Okay. Yeah. What what were  your stories? Yeah. So one of them is about
330. 32:36we have a a painting client. They love to work  with interior designers, custom builders because
331. 32:42those are right right up the customer journey,  right? They're working with a customer to make
332. 32:48sure everything looks perfect and paint is all  about looks, right? So, we started this campaign,
333. 32:55text campaign to custom home builders and interior  designers and within 48 hours, we got four bids
334. 33:03ranging from 17 to $64,000. Holy cow. What did you  do with those? It's our our painting client and so
335. 33:11it made the ROI on what we charge Yeah. almost  infinite. Yeah. Right. And so that allowed us
336. 33:19to scale up and get our nurturing sequence. Yeah.  Sol solidified. It paid for like 3 years of our
337. 33:28nurturing service. Right. That's one thing I've I  mentioned this a bunch of times in this podcast,
338. 33:32but it's worth mentioning again. People  underestimate how much value they need to add
339. 33:37to another business or person to justify that that  relationship. Yeah. So like you know we pay Amazon
340. 33:44Prime what 12 bucks a month 170 a year and the  amount of value I get from that is a thousandfold.
341. 33:51Yeah. Right. My MacBook was $3,000 but I added up  once how many hours I spend on it over its life.
342. 33:58Mhm. And it's like it's like 20 bucks a month.  Yeah. To to run my entire business from a MacBook.
343. 34:04Like it's a thousandx price to value difference.  And so often times with whatever we're selling,
344. 34:10maybe it's a taco, maybe it's a digital service,  like it doesn't work if it's like 2 to 3x ROI,
345. 34:16it has to be like 10 to 100 to a,000x ROI. Yeah.  Yeah. And that's honestly that's what makes it
346. 34:21exciting for me in this in this role like in  this business. It's that value is there. You
347. 34:26know the 100,000x value is there because it's  relationship based which means you know as
348. 34:32humans we love connecting and as business owners  we love talking about our business and if we can
349. 34:37do both in the same thing and we can you know  add a bunch of value to the person that we're
350. 34:42talking to everybody wins. Yeah. What do you think  about business owners just buying leads from like
351. 34:48Angie's List Thumbtac Home Advisor? That's where  most of [clears throat] the business owners I am
352. 34:55interacting with, it leaves a bad taste in their  mouth. You know, these are shared leads where
353. 35:00the marketplace is trying to send it to as many  people, many business owners as possible because
354. 35:05that's how they make their money, right? And  so the fastest business owner gets the what
355. 35:09is it? The early bird gets the worm. Like the  fastest business owner gets the first connection,
356. 35:13gets the bid. It's like why subscriptions leave  a bad taste in my mouth sometimes cuz I forget
357. 35:18about them and I pay pay. I haven't used it in  so long that like why am I what's going on here?
358. 35:25Right. And they make a buck seven times when they  send Yep. seven or the lead to seven different
359. 35:31businesses. Yeah. And so it leaves a bad taste  in the business's mouth. They get burned. They
360. 35:37feel like ah if I don't respond fast enough then  I can't get this. It's a waste of money. And it's
361. 35:42kind of a bad taste in the homeowner's Yeah.  Yeah. mouth as well. I was seeing with some of
362. 35:47our clients, you know, just responding could cost  him two, three, 400 bucks. Just responding to one
363. 35:55thumbtack lead, let's say. Yeah. And so that $400  to talk to someone who's talking to four to five,
364. 36:01maybe 10 other people shopping around, that's not  a good lead. Yeah. But if you spend the 400 bucks
365. 36:07to talk to a business owner that's going to send  you 10 warm referrals because they've seen that
366. 36:12that customer wants the service and the trust  that triangle is happening, it's like so much
367. 36:19better. Yeah. What advice would you give to  people wanting to start this exact business?
368. 36:24Don't be afraid of calling. This is a business  built on relationships. Relationships happen human
369. 36:29to human, especially in the age of AI. Absolutely.  Not no longer, but even more so than we want that.
370. 36:36Yeah. And in the trades, most of the people I  talk to want that human connection. You know,
371. 36:42set a number per day of how many people you  want to call. Mhm. Call them. If people want
372. 36:47to get in touch with you, how can they find you?  Our website's the perfect spot, hyros.com. Hyt.
373. 36:54Yeah. Hyt.com. And we have a referral pipeline  blueprint. So if a painter wants to do it for
374. 37:03themselves, wants some technology to support,  we got a whole way for them to start it up. And
375. 37:09if they want our help, we're happy to help. And  then if there's any like marketing agencies that
376. 37:13think they can add this on as a service to their  offers and want to introduce label it or Yeah,
377. 37:20we usually do a a partnership. Yeah. What advice  do you have for people wanting to build a business
378. 37:25on go high level? Find the specific thing that  makes you excited to offer and do that. Sometimes
379. 37:33distraction creates procrastination and we  never get started. So something that we're
380. 37:38excited about. Yeah. Cuz when you log in a high  level, there's hundreds of different businesses
381. 37:42you could start on there. Yeah. So not don't  find the like the shiniest object of the month
382. 37:47or whatever. Yeah. But whatever gets you excited.  Yeah. And sometimes like you know figure out if
383. 37:52your excitement is just because it looks easy or  if it's true to something that you care about.
384. 37:57Yeah. Well Aaron, thank you. This was great. Yeah.  Thank you. If you like this content, please share
385. 38:01with a friend, hit a like or a comment below,  and we'll see you next time on the Kerner