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How I Helped a Retired Banker Monetize His Hobby in 6 Weeks — Transcript

by Shane Hummus · 17,008 words · 2,385 segments · language en · Watch on YouTube

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0:00My background was in investment banking
0:02originally. I've kind of been
0:03financially retired, but I've always
0:04been a passionate chess player. It
0:06happened more quickly than I thought.
0:07Pretty quickly, I got a video which got
0:1010,000 plus views. And pretty quickly,
0:13also, I got my first client.
0:15>> So, he's able to make a full-time income
0:17with 9,000 subscribers.
0:19>> I would not have thought that there'd be
0:21a market for high ticket chess coaching.
0:23Very exciting to be able to turn my
0:25hobby into a full-time income through
0:27the program.
0:28>> All right, guys. Welcome back to the
0:30channel. Today I have a very special
0:33guest, one of our community members,
0:34Nathan Rose, who is a chess coach and a
0:38chess YouTuber. And uh Nathan and I met
0:42at a business conference that we both
0:44went to and you know, he saw the success
0:45I was having on YouTube and you know,
0:48wanted wanted some help and joined our
0:50community and uh the rest is history. So
0:52you guys will be able to hear about you
0:54know, how we were able to help Nathan
0:55grow his channel. Um, and you know, I
0:58think this is going to be especially
0:59good for people that think, you know, I
1:02don't really want to talk about my
1:03career. I don't really want to talk
1:04about things that, you know, are
1:06workrelated or things that I got good
1:08about good at. You know, I kind of just,
1:10you know, if I'm going to make a YouTube
1:11channel, I want to talk about something
1:13that I'm passionate about. You know,
1:14Nathan is very passionate about chess.
1:16We we both uh played some chess at the
1:19business conference that we went to, and
1:21uh he wanted to grow his channel in the
1:24chess niche. So, uh, Nathan, thank
1:27thanks so much for coming on the
1:28channel. Appreciate you, uh, being here.
1:30And, uh, if you want to go ahead and
1:32just give yourself a quick introduction
1:33and, um, just tell us, you know, how you
1:36discovered the program and and what made
1:38you, uh, make the decision to join.
1:40>> Yeah, thanks, Shane. It's great to be
1:41here. Well, um, my background was in
1:44investment banking originally, so quite
1:47a long way away from the niche that I've
1:49ultimately found, but I've always been a
1:51passionate chess player, and it's been,
1:53uh, very exciting to be able to turn my
1:56hobby into a a full-time income through
1:58the program. I mean, how I discovered
2:00the program was actually that, as you
2:03mentioned, um, we met in person at a
2:04conference. I saw this guy playing chess
2:07in the uh in the lobby and being a fan
2:10myself, I had to jump over and play a
2:12game with you and I actually had no idea
2:14that you had a you know a million plus
2:16subscriber YouTube channel and we we
2:18just played games with with each other
2:20and I only discovered you know the
2:22expertise that you'd built um much
2:24later. But building a YouTube channel is
2:27something that I'd thought about for a
2:28long time. And actually, I'd made a bit
2:30of a start several years ago, posted for
2:32a few weeks, and then kind of lost
2:34momentum. Um, and then the decision to
2:38get back into it was a pretty deliberate
2:40one, and uh, I wanted some help from
2:43someone who'd done it all before and,
2:45uh, it was a really good fit, so that's
2:47what I did.
2:48>> Awesome. Awesome. Yep. So, we played
2:50some chess. We had some, uh, really good
2:52games. Nathan, of course, is better.
2:54much better than me at chess, but we had
2:55some really good games. So,
2:58>> um and uh yeah, and then he he hopped
3:01into the program. And um you know, one
3:03thing I'll say about Nathan in terms of
3:05his background,
3:07um so you were you're retired already
3:10essentially. You retired young, um
3:12investment banking, made made enough
3:14money to retire, retired young, and so
3:16you didn't really have to work, right?
3:18So, you kind of chose something that was
3:20more on the passion side when it comes
3:22to doing this. A lot of people who who
3:24start in our program, they they they
3:26want to choose something a little bit
3:27kind of a little more practical. Um, a
3:29lot of the times they maybe something
3:31where they could make money faster. So,
3:32you you chose something a little bit
3:34more on the passion side. And, you know,
3:35generally speaking, if if you choose
3:37something that's more on the passion
3:38side, like it might take a bit longer to
3:40make money with it cuz you're not
3:42necessarily providing like a, you know,
3:44a boring service that somebody else
3:46doesn't want to do. Um, and so sometimes
3:48it does take a little bit longer to make
3:50money from it. But uh um and you know I
3:52discussed that with you as well and and
3:54you know we decided to go for it and uh
3:58so you know you've been able to make it
4:00to a full-time income. I'm kind of
4:01skipping ahead here but you've been able
4:02to make it to a full-time income with
4:04your with your chess channel. And one
4:05thing I'll say about the chess niche and
4:07and choosing your niche is very
4:09important uh especially if you're going
4:11into a passion niche. Um it's extremely
4:14important to choose the right niche and
4:16like know exactly who you're target like
4:18basically who you're who you're helping
4:20and what you're helping them do. And um
4:24that's something that I think we can
4:25kind of talk about. You can talk about
4:26who you're who your niche is. Um both
4:29like the public statement of like, okay,
4:31this is the type of person I'm
4:32attracting and then also kind of who who
4:34you're kind of noticing that you're
4:36attracting into the program. And so I
4:38think that's one thing we should kind of
4:39start off with right away. How did you
4:41go about picking picking your niche and
4:43what is your niche?
4:44>> I mean for me it's very important that I
4:47am passionate about the subject itself.
4:49Um
4:50>> the entrepreneur community that we're
4:52part of some people are
4:55let's say so interested in making money
4:58that that business can be absolutely
5:00anything like they can be selling
5:01widgets on Amazon. They can be yeah
5:04selling the most boring thing as long as
5:05it's making an income. But I for for me
5:08to get out of bed in the morning, I need
5:09to be interested in the subject
5:10material. So chess is something that I
5:13spent some time in that uh well, as you
5:17mentioned, I'm I've kind of been
5:19financially retired uh for a little
5:22while. And I and I used some of that
5:24time in the in the retirement, let's
5:26say, to um focus on chess full-time with
5:30full-time um effort on it. So I was
5:32getting coaching. I was traveling to
5:33tournaments. So, I knew that it was
5:35something that I wouldn't get tired of
5:37posting about. And I think that's very
5:39important when picking a niche. I mean,
5:40you're going to be posting a lot of
5:42videos if you're going to be successful
5:43at it. So, it needs to be something that
5:45sustains the creator's interest.
5:48And, you know, within chess, the the
5:51area that I've focused on is um chess
5:54improvement. So, there's a lot of
5:56creators out there. Maybe some people
5:58have heard of them like Gotham Chess.
6:00It's perhaps a bit more entertaining.
6:02Um, and I differentiate myself in that
6:06like this channel is for people who want
6:07to get better.
6:09>> I'm not so interested in being funny or
6:11being scandalous or um all the other
6:14things that people do to get likes and
6:16clicks, but
6:18>> it's attracted a certain type of
6:20audience who resonates with the service
6:22that I've been able to create around it.
6:24And uh I think for that reason it's
6:26>> it's been uh it's been quite successful.
6:29>> Got it. Got it. Yeah. So, that's one
6:31thing I, you know, always tell people is
6:33you you have a still a relatively small
6:35channel at this point. How many
6:36subscribers do you have now?
6:38>> Um, closing in on 9,000 subscribers.
6:40>> 9,000. Time out. Time out. Guys, if you
6:42ever thought I should be on YouTube, but
6:44I never started because of the time or
6:46the editing or not knowing what to say
6:48or not knowing how to get started. AI
6:50just solved all of those problems for
6:53you because you can now make money from
6:55YouTube working less than 4 hours a
6:57week. 15 to 30 minutes a day is all you
6:59need. And this works even if you have a
7:00full-time job, you run a business,
7:02you're already doing YouTube and you
7:04failed at it, or you're doing YouTube
7:06and you're doing pretty well, but you're
7:07struggling with monetization, or you're
7:08just a normal person who isn't techy at
7:10all. Which is exactly why this week I'm
7:13hosting a live training on exactly how
7:15to start YouTube step by step for
7:17beginners. It is 100% free, no cash at
7:20all. And on top of that, I'm going to be
7:22handing out even more bonuses at the
7:24training. Now, just to give you one
7:25example, you'll be getting my niche
7:27validator pro that's powered by Claude
7:29and we have a chat GBT version as well.
7:31And this is a super valuable piece of
7:33software where you can finally figure
7:35out what the best niche for you is. Or
7:37if you already have a niche, it's going
7:38to help you make it 10 times better. So,
7:40do not sleep on this one. Go and grab
7:42your spot down in the description and
7:43the pin comment below because the only
7:45way to get it is by joining the
7:47training. So, if you wait, you might
7:49miss out. Now, with that said, at the
7:50workshop, you will get to meet me
7:52personally. I will be answering
7:53questions before, during, and after the
7:56workshop directly. So, I'm looking
7:57forward to seeing you there. So, go
7:59click that link in the description and
8:00the pinned comment below. It's happening
8:02this week. So, get it on your calendar.
8:04And if for some reason you can't make it
8:05or you weren't able to be there, still
8:08go click that link in the description
8:09because it will automatically put you on
8:11a wait list to notify you when we'll be
8:12running our next live training and you
8:14will be the first one to hear about it.
8:16So, yeah, looking forward to seeing you
8:17there. And now back to our regularly
8:19scheduled programming. So, he's able to
8:21make a full-time income with 9,000
8:23subscribers. Um, and that is not
8:27typical, right? If you make an
8:29entertainment channel, you're probably
8:30not going to be making a full-time
8:32income until you're at like 300,000 plus
8:34subscribers. And maybe even then, you're
8:36you're still not making a full-time
8:38income, especially in the chess niche.
8:39So, the chess niche is uh it's one of
8:41those niches that it's kind of
8:44traditionally people are, for lack of a
8:46better word, they're a little bit stingy
8:48in. you know, people don't really want
8:50to buy stuff. If they do buy stuff, it's
8:52going to be, you know, very it's it's
8:55not that much. You know, they might
8:56spend $50 on a course or $100 on a
8:59course or something like that. Um, and
9:00so people generally speaking are are a
9:03bit, you know, they're not a lot of
9:05buyers in in in the chess niche, not not
9:07compared to a lot of niches out there.
9:08And so for him to make a full-time
9:11income with 9,000 subscribers uh in a in
9:14a niche that isn't traditionally known
9:16for making a lot of money, um the only
9:18way to do that is to pick the right
9:20niche and then to make sure that you're
9:22actually solving people's problems. So I
9:24believe you know when we were doing our
9:25discussions um you were an adult learner
9:28of chess. So you didn't play chess as a
9:30kid. And people who play chess as a kid
9:34just really they just have a huge
9:35advantage because they they kind of just
9:37like instinctively know a lot of the
9:40right moves to make. Um and adult
9:42learners, you know, you you kind of have
9:45to logically understand how to make
9:47those moves instead of just
9:48instinctively knowing what moves to
9:51make. And so a lot of the people that
9:53you attract are probably people who are
9:55adult learners because that's part of
9:57your story and you kind of tell your
9:59story on your channel. And so for adult
10:02learners to learn, it's going to be a
10:03little bit different than someone who's
10:05like maybe a kid learning, right? And I
10:06I believe that everyone you've worked
10:08with so far has been kind of an adult.
10:10You also tend to attract a lot of
10:11professionals because of your
10:12background, right? You came from a you
10:14know investment banking background. So
10:16you attract a lot of people who are all
10:18also like highle professionals, very
10:20busy uh to your offer. Um, and so yeah,
10:25just just emphasizing like this is the
10:27power of solving problems because I can
10:28guarantee you guys, you know, there's a
10:30lot of,
10:31you know, entertainment chess YouTubers
10:33out there that probably have like
10:35300,000, maybe 500,000 subscribers and
10:37they still might not be making a
10:39full-time income from their channel. And
10:41it's because entertainment content is
10:44just a lot harder to monetize. Whereas,
10:45if you're educating people, if you're
10:47helping them solve their problems, it's
10:49just so much easier to monetize. And
10:51it's and it's a lot easier to to to grow
10:53to the levels where you can actually
10:54make money. Typically, you can make
10:55money a lot faster as well. So So you
10:58were making money and getting your first
10:59sales, I think, when you just had like a
11:00few thousand subscribers, I believe,
11:02right?
11:03>> Yeah, probably the first sale came at
11:06around between 1 and 2,000 subscribers.
11:09Um this when I got my first client and
11:12it was an exciting moment of course but
11:15I but just to emphasize what you said I
11:17I think there is something about my
11:20story and everyone listening has
11:23something in their own story as well
11:25like in in my case I think the fact that
11:27I went through the improvement journey
11:29that my audience also wants to go
11:31through is very important like I wasn't
11:34a grandmaster at 12 years old
11:36>> and I think that actually makes me a bit
11:38more identifiable with my audience
11:40because I know the struggles that my
11:43clients are going to go through
11:45themselves. I always think of it this
11:47way. If you were wanting to get in
11:50physical shape, would you want to work
11:52with an Olympic bodybuilder or would you
11:55want someone who was out of shape, maybe
11:58in the shape that you're in, you know,
11:59right now if you're currently out of
12:01shape, but went through the
12:03transformation that you want to go
12:04through. So, that's kind of where I am.
12:05like I I wasn't the the star performer
12:08as a as a kid, but many of the people
12:11watching the channel, you know, they
12:13also want to uh reach a more modest
12:15goal. They don't want to become a world
12:17champion or a grandmaster. They just
12:19want to reach 2,000. So, that's what
12:21I've um based all of my uh branding and
12:25the channel around.
12:27>> Love it. I love it. Awesome. So you
12:29joined, we picked a niche. We kind of
12:32picked an idea for a target audience
12:35that you're trying to attract. You
12:37naturally attract a lot of people that
12:38are kind of similar to you. I, for
12:40instance, attract a lot of people who
12:41are in the medical field because that's
12:42my background or, you know, people that
12:43are kind of professionals. Um, so you're
12:46just naturally going to attract people
12:47that are kind of similar to you. Um, and
12:50uh, you started making videos and we,
12:53how how many videos in were we until you
12:56had your first one that really took off?
12:58>> It happened more quickly than I thought,
13:00I have to say. Um, the guidance from
13:02from the um, coaches was very useful in
13:05that
13:06probably, let's say, between 10 and 20
13:09videos. I'd need to check exactly, but
13:12it it feel it felt very soon and it felt
13:14very quick. Um because let's say going
13:20into the program, you hear all sorts of
13:22things from people who've tried YouTube
13:24or tried different ways of um building
13:27an audience and they say it's a lot of
13:29work. It's a slog. You know, you got to
13:30spend years before it's you're going to
13:32see any results. But yeah, pretty
13:35quickly I got a video which got
13:3810,000 plus views. And pretty quickly
13:42also I got my first client and that's
13:43when I realized that hey, it actually
13:45works. And um when you see those fast
13:47results, you you know that all you need
13:49to do really is to just stay on the path
13:51and double down.
13:53>> Mhm. Awesome. Awesome. Okay.
13:57And tell me about the program. Like uh
14:00what did you think of the program? What
14:02you know what what were some of your
14:03favorite parts about it? Well, I thought
14:06that I was getting YouTube coaching, but
14:08the thing that surprised me the most was
14:10that there was um a lot of business
14:13coaching actually because the the
14:17coaches within the content growth engine
14:19have have often um built successful
14:22businesses themselves.
14:24>> So, they know not only about YouTube,
14:26you know, how to get more views and get
14:29more subscribers, but they also know
14:31about the various business models and
14:33there are a lot of them. And I and I
14:35think anyone watching this can pick from
14:37a number of different ways to monetize
14:39their channel. Whether that be through
14:41coaching like I have or through
14:43affiliate
14:44um you know courses there's there's a
14:48whole lot of um options out there and
14:50the coaches know the pros and cons of
14:53all of them. So what the program
14:55involved itself um yeah the the
14:57one-on-one coaching was was great. Um,
15:01also the recorded materials within
15:04school were very helpful just to give a
15:06a grounding of what is important to know
15:09when producing videos for the first
15:11time. And there was really uh feedback
15:14on every aspect. So from the title to
15:16the thumbnail uh to the idea, you know,
15:19which you talk a lot about um to to make
15:22sure that the videos which are being
15:23created are actually have an audience
15:25for them.
15:27And I didn't always get it right, but
15:30the the coaches were always very uh
15:31patient and would always sort of gently
15:33guide me back to um what I needed to be
15:36doing to help me reach my goals.
15:40>> Yeah. And and that's the one thing that
15:42I I you know, we do take a lot of pride
15:44in. We have the absolute best coaches.
15:46Every single one of our coaches has 100k
15:48subscriber plaques. They either have
15:49their own channel that got to 100,000
15:51subscribers or they were like the
15:54operator, like the person who helped
15:56another, you know, person get to 100,000
15:58subscribers. And a lot of our coaches
16:01have also even started their own
16:02businesses. So, we have one coach that
16:04actually started a YouTube software and
16:07then exited out of the YouTube software.
16:09So, that's the the level of expertise uh
16:12that our coaches have. like we we
16:14absolutely have the best of the best and
16:16that's one of the many reasons why we're
16:18able to consistently get extremely, you
16:21know, great success for our clients,
16:23right? We have the the best testimonials
16:24and the best case studies in the
16:25industry for this particular type of uh
16:28YouTube channel that we recommend, which
16:30is an educational YouTube channel where
16:32you're helping people solve problems and
16:34then you're monetizing beyond just
16:35AdSense basically. So, awesome. Awesome.
16:39Um, what would you say is
16:43something that you learned in the
16:44program that surprised you? Was there
16:46something that was uh very surprising
16:48where you thought maybe YouTube was a
16:50certain way or or you know business
16:52based on YouTube was a certain way and
16:53then it it turned out it you know
16:55something else was true.
16:58>> Probably the business model itself has
17:00been surprising for me. like as you
17:02mentioned um chess doesn't have a
17:04reputation for perhaps being the niche
17:08like some niches like if you were in to
17:10private planes or you're into golf or
17:12these niches which are known to attract
17:16um a wealthy viewing audience
17:18>> I would not have thought that there'd be
17:20a market for um high ticket chess
17:23coaching so
17:26um you see chess coaches charging $20 an
17:29hour $30 an Uh, and I just I just
17:34thought that that was what the market
17:35would be.
17:36>> You you can get coaching from like a
17:38almost a grandmaster level for for like
17:4120 $30 an hour sometimes like you could
17:44get someone in India that's like a
17:46almost a grandmaster or something like a
17:48IM or or or a low-level grandmaster for
17:51like 20 $30 an hour. So yeah, that's
17:53definitely not the game you want to
17:55play. You don't want to play the the
17:56hourly coaching game. For sure. For
17:59sure. Yeah. just just to jump in there.
18:01Yeah, definitely.
18:02>> That's right. That's right. And and if
18:04I'd imagined what type of business I'd
18:07be growing off the back of my channel
18:09before starting, um I would have thought
18:12that it would be some kind of school
18:13community, some kind of group coaching
18:16thing. Um but what you taught me was
18:19that especially when the channel is
18:22small, you need to be able to make good
18:26income of a smaller audience. and that
18:29direction has been very helpful. Um I
18:31think some of the other models can work
18:33better once you do hit those 50,000
18:36100,000 subscriber numbers.
18:39But if you can find just a few people
18:41who love your style, love your teaching
18:43method, then like me, you can um make a
18:49decent income and also help people in a
18:52more in-depth way. I think that's the
18:53other key thing. Like if I'd started out
18:56offering a course, then I wouldn't have
18:58known as well as I do now what people
19:00actually need to learn. It's only
19:02through working with people and their
19:04actual problems that if I did go ahead
19:07and create a course or some of these
19:09other um type of materials that I'd
19:11actually know what to put in it. So, I
19:13think it's
19:14>> it's it's led it's led me to be a better
19:16teacher
19:17>> um and a better content creator too
19:19because I I get constant exposure to
19:22what people are struggling with and I
19:23know what type of videos to make and you
19:25know ultimately perhaps what type of um
19:27paid resources to make also.
19:30>> Yeah, for sure. For sure. And then also
19:32just the the type of person you're
19:34targeting, right? It's like let's just
19:36say like you know something that maybe
19:38more people are familiar with. Let's
19:39just say fitness, right? If you're if
19:42you're making a fitness program, you
19:44know, people are going to commoditize
19:45you. They're going to be like, "Oh,
19:46well, I could, you know, there's a
19:48personal trainer that I could pay $30 an
19:49hour to and they would they would train
19:52me." But so, you don't want to attract
19:55that type of person. What you want to do
19:56is you want to attract the type of
19:58person who maybe is like traveling a
19:59lot, right? And then you have a custom
20:01fitness program for very busy people who
20:04travel, you know, cuz that's like a
20:06problem that I have when I travel, for
20:07instance. It's hard for me to stay in
20:08shape. And so people will pay extra.
20:10Like the more specific you get and the
20:13more specific you target the type of
20:14person that you're helping and how
20:16you're helping them, the more you can
20:18you can charge for that specific, you
20:20know, um uh type of help that you're
20:23giving them, right? And so that's kind
20:24of what we uh what we did with your
20:26niche. And um yeah, I mean it pretty
20:29much the same thing works in in pretty
20:31much all niches. Like you just want to
20:32get more specific and and target, you
20:34know, more specific types of people. And
20:35there's different ways to give value
20:37because if you know if you're working
20:39with people that you know are very
20:42successful doctors, lawyers, investment
20:44bankers, that kind of thing, they're
20:46very busy people and they don't they
20:48don't you know they don't have a lot of
20:49time and there there's certain things
20:52that they're going to be more interested
20:53in and they're going to be willing to
20:55pay a premium for those particular types
20:57of things which we won't talk about just
20:58because you know that's that's private
21:00discussion. there's certain things that
21:01they would be more interested in um
21:04versus someone who's maybe, you know,
21:07learn has a lot of time and they're
21:08they're learning chess for the first
21:09time, that kind of thing. So, um
21:12awesome. Awesome. So,
21:14uh you were able to get results. Uh how
21:18fast did that first video take off? Was
21:19it just like a a couple months into the
21:21program or how long did it take?
21:24>> Yeah, probably less. I would say it
21:25would be um about a month into the
21:28program.
21:28>> About a month in. Okay. you really and
21:30you really notice the difference in
21:32subscriber growth. Like if you you
21:35release a few videos which don't do so
21:37well, then the subscriber growth ticks
21:40upwards. But then you get you get that
21:41one hit and you see the numbers
21:44kind of multiply upon themselves and
21:47it's very exciting and it's very um
21:49yeah, it sort of makes you want to do it
21:51again, have that same feeling.
21:52>> Yeah. How did that feel when you had
21:54that first video? Maybe you woke up, for
21:56instance, you get your morning coffee
21:58and you're kind of like looking at your
22:00phone, maybe something like that. Like,
22:01take me back to that moment. It's like a
22:04series of moments cuz you just keep on
22:05refreshing the page. At least for me,
22:07that was what it was like. I would just
22:09keep on every few minutes like
22:10refreshing and seeing that I've got more
22:12views, got more subscribers,
22:14and um yeah, it's it's just cool to see
22:19what you've created get an audience
22:22because we all know what the opposite
22:24feels like, right? To sort of put a blog
22:26post out which gets no traction at all,
22:30but then you see like on YouTube, you
22:32can really see people commenting on it.
22:34you can see people engaging with it
22:36through through likes and views and the
22:40numbers are just very um very visible I
22:43find in a way that they aren't always on
22:45other platforms.
22:47>> Awesome. Awesome. Yeah. I mean I I
22:50remember I think everyone has that
22:51moment um where you're just you're
22:54refreshing like every every five minutes
22:56you're refreshing and and checking to
22:58see like how how well the video is
22:59doing. And it's it's very exciting. It's
23:02very exciting when that first video
23:03takes off and then when you have another
23:05video take off, it's all you get to
23:06relive that moment. So, that's awesome.
23:08Okay, so you made it to a full-time
23:11income uh in the program. I think you
23:13were probably just like what, like two
23:15two months in or something like that.
23:16You got your first client, a month and a
23:17half, two months in. How long was it?
23:20>> Yeah, probably about a month and a half
23:22into the program.
23:23>> Month and a half in. Awesome. And then
23:25you made it to a full-time income
23:26shortly after that and uh you've been
23:29cruising ever since. And so now, um,
23:33there's there's kind of new things that
23:35that we've been talking about. I think
23:36you got your first sponsorship as well,
23:38I believe you were telling me. Um, so
23:40brand deal, sponsorships. You're also
23:42kind of promoting certain things on your
23:44channel. So you got the multiple sources
23:46of income coming in as well. Do you want
23:48to talk about that a little bit?
23:50>> Yeah. So, uh, it's again something that
23:53I didn't really expect because I'm still
23:55only, let's say, eight or nine months
23:57into the program. um to get a get a
24:00sponsorship deal this soon. But the
24:02really exciting thing which is happening
24:05early next year is a chess retreat
24:08happening in France. So this is going to
24:12again be targeted at busy professionals
24:14um or people who've been high achievers
24:17and are now retired.
24:19And uh it's going to be an incredible
24:20week in a French chateau with a focus on
24:23great food, great company and and of
24:26course the chess. So, I'm going to be
24:27there in person. Um, so yeah, the
24:29sponsorship deal, um, well, it it
24:33involves a fixed amount and, um, also
24:36I'm going to be there in person. So, I
24:38mean, I'm just excited to be there,
24:39honestly. But the the fact that I'm
24:41getting I'm getting paid to, uh, also
24:43turn up and hang out with other chess
24:45lovers is a is a huge bonus. And I also
24:49had my first uh, sponsored video, which
24:51came out of the blue. Actually, that
24:53came from a viewer who reached out to me
24:56and said that they liked the style of
24:58software videos that I had been
25:00releasing and he had a chess program
25:02which he he'd been developing, invited
25:04me to take a look and um yeah, I did a
25:07sponsored video for him and he's been
25:09very happy with with how it's worked in
25:11terms of um signups and extra attention
25:14to his site. So, I guess it goes to show
25:16that even small channels can attract
25:20attention. Um, and it does it doesn't
25:22have to be before you get your 100,000
25:25subscribers and your plaque on the wall
25:27that that these sorts of things can
25:28start happening for you inbound, too,
25:31which I think is pretty incredible.
25:32Like, it hasn't been hasn't been
25:34outreach that's got me these um
25:36sponsorship uh arrangements. It's it's
25:39my audience contacting me and wanting to
25:41work with me,
25:42>> right?
25:44>> Well, yeah. And that's actually a very
25:46underrated thing to talk about is is
25:49being able to do inbound marketing
25:51because a lot of people in in the
25:53program for instance they've never even
25:55done outbound, right? They've never run
25:56paid ads. They've never done cold
25:58outreach uh for marketing. And I can
26:01tell you that man inbound marketing when
26:03you're marketing to warm leads that
26:06discovered you on YouTube is a lot
26:08easier. That's a lot easier. And even if
26:10you are still doing, you know, cold
26:12outreach, for instance, or or paid ads,
26:14for instance, when when you have a
26:15YouTube channel, well, guess what?
26:17People are probably going to look you up
26:19uh on Google. Google owns YouTube and
26:21they share data with each other. So, uh
26:24they're going to know that that person
26:25is interested in whatever that
26:27particular product or service is. And
26:28then they're probably going to start
26:29showing your videos whenever they get in
26:31on uh on on YouTube as well. So, it
26:34helps a lot that way as well. So, it
26:36helps directly as well as indirectly uh
26:39if you're doing other um ways of getting
26:42clients, cold outreach, paid ads, etc.,
26:44etc., referrals even. Um so, that's
26:48awesome. Yeah, in inbound is uh the way
26:50to go. You can also, we were kind of
26:52talking about this before we started the
26:53the video. We were also talking about
26:55how once you once you have a lot of
26:57inbound coming in, it really helps every
27:00single part of your business because you
27:04you know basically like you get to be
27:06kind of picky about who you work with,
27:08right? So you don't have to work with
27:09anybody like I I have a lot of you know
27:11I have friends we I'm sure you do as
27:13well in the business community where you
27:15know they kind of just have to take
27:16whoever comes to them you know and they
27:18could be kind of a pain client to work
27:20with. Um, and we we don't have we don't
27:23have to do that. If anyone's a pain to
27:24work with, we we just we just don't have
27:26to accept them into the program cuz um
27:28that's that's the wonders of of having
27:30an organic presence. And uh when your
27:33marketing is doing really well, you get
27:34to be picky about who you accept into
27:36the program. And then um that makes all
27:38other aspects of your business
27:40significantly better and easier whether
27:44it's the your sales if you have like a
27:45sales team uh or your delivery or your
27:48operations um or hiring like uh I one of
27:52the reasons why I get such great people
27:54on my team is because of my personal
27:56brand right like they they actually
27:57reach out to me and be like hey can can
27:59we work with you you know um so that's
28:01that's a huge advantage there and then
28:03also just making the money from the
28:05YouTube channel you just hire really
28:07good people to to do all the other stuff
28:09if you want to down the line. So, it
28:10just makes every single aspect of
28:12business significantly easier uh when
28:15you're when you're, you know, when you
28:16got the organic marketing dialed in,
28:18especially YouTube specifically because
28:20long form content is where you're
28:22actually helping people solve their
28:23problems is, you know, you're you're
28:25really making a difference for them. So,
28:27that's awesome. Well, let's um for
28:29somebody who's uh on the edge, right?
28:33they are thinking about jumping into the
28:36program and they're they're on the edge.
28:39They're they're like, "Huh, should I do
28:40this? Should I, you know, I'm not sure."
28:42What would you say to that person? I
28:44>> think like anything, you'll get out out
28:45of it what you put into it. Um there is
28:48a lot of work involved and
28:52you've got to be prepared to roll your
28:53sleeves up and do that work, but at
28:55least you won't have to worry about what
28:57work you need to do. Um, think of it
29:01like being in the army, right? You just
29:03need to follow the orders. And, uh, if
29:06you follow the orders, then you'll be
29:08working with people who've done it
29:09before and know what to do. So, um, I
29:14found that to be the best way to achieve
29:16anything in life. Like, find someone
29:18who's achieved what you want to achieve
29:20and then pay them to, um, basically
29:24reveal what needs to happen and then do
29:26what they say.
29:28>> Yeah. So yeah, with that with that
29:30caveat that um you're going to need to
29:32be prepared for uh some work. It can
29:34happen a lot more quickly, I think, as
29:36I've mentioned um earlier. So don't be
29:38afraid of the people who say that
29:41YouTube is already oversaturated. I
29:43mean, chess is extremely oversaturated.
29:45Um but still, I've been able to find a
29:47niche and I've been able to um carve out
29:50a little corner of the channel for
29:51myself, which uh which has been doing
29:53really well and have a lot of fun doing
29:54it, too.
29:55>> Right. Well, that that's actually one
29:57thing I wanted to mention as well is
29:58there's the truth is guys is there's
30:01just so many there's only so many
30:02eyeballs in the world, right? So there's
30:05already YouTube for instance already has
30:07two billion monthly active users. And so
30:10if you're trying to play the the views
30:12game where you need to get like millions
30:14of views to make a full-time income,
30:16that's really competitive. That's rough.
30:18You know, Gotham Chess, for instance,
30:19you you mentioned him. He is a very
30:21talented he's very very good at YouTube,
30:23right? He's he's good. you know, I don't
30:25I wouldn't want to compete with him and
30:26he's already got a big audience, too,
30:28right? But and you know, but if you make
30:30that type of channel, you're gonna have
30:32to get millions of views to make a like
30:34a month, millions of views a month to
30:36make a full-time income. And what's much
30:39better is to just serve a much smaller
30:41audience and then, you know, again, know
30:44the exact person you're helping and what
30:46you're helping them do and then just
30:47provide a product or service that helps
30:49them solve that very specific problem
30:50that they have. And when you do that,
30:54well, it just becomes a lot easier to
30:56make money. You don't have to get
30:57millions of views. I mean, we have
30:58people that are getting a hundred, you
31:00know, in certain niches, not not the
31:02chess niche, but in certain niches, we
31:03have people that are getting, you know,
31:05100, 200 views per video, and they're
31:07making over a million dollars a year,
31:09right? Like, and people think I'm
31:10exaggerating when I say that. I'm not.
31:12And in fact, if anything, I'm, you know,
31:14there's there's certain channels that
31:15are doing even more than that, right?
31:17Like there's one channel we work with
31:18that gets about 500 views per video and
31:20they make over 10 million a year, right?
31:21So, you know, it playing the uh the
31:24views game, that's that's a tough game
31:26to play and I don't I don't recommend
31:28doing it. I don't want I I don't want to
31:30compete with Gotham Chess. I don't want
31:31to compete with, you know, Mr. Beast. Um
31:34I'd much rather just solve a problem for
31:37a specific type of person and then get
31:39paid significantly more per view than
31:43have to get millions of views, right?
31:44Okay. And and that's going to be the
31:46best play for, in my opinion, I think
31:48that's really the best play for most
31:49people out there. Um, unless you really
31:52want to, you know, hire a bunch of
31:54people, get really, really good at video
31:56editing. Um, just learn how to, you
31:59know, hold the attention of teenagers so
32:02that you can just get that mass market
32:04exposure, you know, like you said, kind
32:06of like talking about, you know,
32:07whatever drama is happening in the chess
32:09world or what, you know, that that kind
32:10of stuff. Um, and and unless you want to
32:13learn how to do all that, you know, it's
32:15best to make this type of channel. So,
32:17that's awesome though. Um, so the person
32:21who's who's thinking about jumping in,
32:23um, what I would recommend is before you
32:24jump in, go ahead and attend the live
32:26training. Click the, uh, first link in
32:28the description, the pin comment below,
32:29attend that live training. We actually
32:30really like people to attend that first
32:32if possible. Um, just because it's going
32:34to make it very clear what what the
32:36business model is all about and kind of
32:38a, you know, it is a step-by-step guide
32:40to get started. You could get started
32:42just with the live training alone. We
32:43teach you everything you need to know in
32:45the live training. We also give away
32:46free resources um to get started. But uh
32:49that's really what we recommend and you
32:51can see if it's for you um by attending
32:53the live training, which we are doing
32:54one this week. So click that uh first
32:56link in the description, the pin comment
32:57below to check that out. Um with that
32:59being said, if you are very serious
33:01about growing and making money on
33:02YouTube and uh it is a very expensive
33:05program, so don't click the link if
33:06you're not very serious. Um, you can
33:08click the second link in the description
33:09in the pin comment below to book a call
33:10with us. Um, and on that call, we will
33:13discuss uh your niche. We'll figure out,
33:15you know, where you are right now, where
33:16you want to be. We'll make a plan to get
33:17there, and we'll see if we're a good fit
33:18to work together or not. And uh
33:20typically the types of people we work
33:21with are highle professionals um
33:24business owners, people that uh have
33:27channels already, they're getting views
33:28but they're struggling with monetization
33:29or they have dead channels. Um people
33:31who have are crushing it on YouTube and
33:33they want to crush it even harder or
33:34people who have large followings on
33:36other social media platforms uh and they
33:38want to bring that following over to
33:40YouTube because they know that YouTube
33:41is the best when it comes to making
33:42money. So if that sounds like you, click
33:43the second link in the description in
33:45the pin comment below. Um, with that
33:47being said, we're going to go ahead and
33:49move on to the consultation section. So,
33:53you have already made it to a full-time
33:54income. You're crushing it. Uh, congrats
33:57on that, by the way. Uh, of course, I've
33:59said it before, but congrats. But let's
34:01talk about the new problems that you're
34:03having and how we can help you overcome
34:05those problems. So, what is the uh first
34:08problem you want to talk about?
34:10Well, um I find that the clients that I
34:13work with are always very happy with the
34:16service that I provide. They give me a
34:18testimonial, they increase their chess
34:20rating, so it's like tick tick tick. But
34:23then at the end of the initial 3 months,
34:27something that quite often happens is
34:28that they'll tell me that they just want
34:30to take a break. So, they want some time
34:33perhaps to watch the recordings which
34:36have piled up because I do record all of
34:38the one-on-one coaching sessions and
34:40they want to extract the value from that
34:42first before moving on to new content.
34:44That's one objection. Um, another
34:46objection can be just they've got other
34:49things happening in their life. So, I
34:50guess one of the things about chess is
34:51that it's not health, wealth, and
34:53relationships. It is a hobby and
34:55sometimes people want to take a a break
34:57to catch up on other areas of their life
35:00with the intention very often of
35:02resuming later, but I need to do a
35:05better job of how to um let's say keep
35:08people in the program, keep getting them
35:10the the great results that they've
35:12already got to this point.
35:13>> Uh the the first thing that I think you
35:15should do here is [sighs]
35:19I think you should extend it to six
35:20months right off the bat. So, right now
35:22you're charging $1,000 a month for 3
35:24months. So, that you know, $3,000 or
35:27$1,000 a month. I think you should
35:28extend it to 6 months. Uh 6 month
35:30commitment and charge $6,000. So, $1,000
35:33a month for 6 months. And then you can
35:35give them an upfront uh discount of
35:38maybe maybe $5,000 if they just pay it
35:40all up front, right? So, I think that is
35:44um the first thing that you should do is
35:45just simply extend it to six months. I
35:47think easy way to almost double the your
35:50your LTV which is your lifetime value of
35:52a customer. Um right there is extend it
35:55to 6 months. Highly highly recommend
35:57that you do that. Six-month program is
35:59kind of standard as well. Um but uh yeah
36:02so I think extend to 6 months. Um you
36:06might even you know just to make it a
36:08little bit easier on your your sales
36:09calls. Um, you might even just kind of
36:13give them an option at first. Just like,
36:16hey, would you rather do, you know,
36:183,000 for 3 months or 5,000 for 6
36:21months? That kind of thing. Yeah. Just,
36:23you know, give them a little bit of a
36:24discount to take the higher one. And
36:26then, you know, they can always just pay
36:27monthly, too. If they want to do the six
36:29months and just pay monthly, that's
36:30that's fine as well. Um, and, uh, I
36:33think that right off the bat, that'll
36:35that'll improve um, a lot of things. So
36:38that's one thing you can do. And uh
36:41another thing you can do is just have
36:43reasons to stay in the program. So this
36:46is what really ends up happening a lot
36:49of the time is there's things that
36:51people think that they want like
36:53problems that they they have or that
36:56they think that they have. And and what
36:58really matters here is their perception,
37:00right? Cuz they might have a problem and
37:02they don't even know about that problem,
37:04right? But you don't really want to
37:06target those things before they join the
37:09program if they don't know about the
37:10problem.
37:12However, those things may be revealed
37:14after they join the program. So, just as
37:17an example, we teach people how they can
37:20make YouTube videos on their own and you
37:22know, they don't need to hire anybody,
37:23but usually at some point down the line,
37:26uh, when someone's making pretty good
37:28money on YouTube, they'll typically want
37:29to hire an editor. you know, even if it
37:31only takes them like five hours a week
37:33or something that they they'll they'll
37:35hire an editor just to save those five
37:36hours a week. It just gets a bit
37:38tedious. And so that's a problem that
37:40they don't really know that they have,
37:42but that's something that can keep
37:43people in the program because that's
37:45something that we can provide down the
37:46line for them for for our particular
37:48offer. So, we know the problems that
37:50they're having now and the reason that
37:52they join the program, but we also know
37:54the problems that they're going to have
37:55once they have a successful business and
37:58we provide the solutions to those
38:00problems down the line as well. So,
38:02there's certain things that you're
38:04talking about and and you really just
38:05want to be like hyper aware of what
38:08people want when they first join your
38:11program versus what they want after
38:14they've joined the program and they've
38:15gotten some results with it. Right? So
38:19one way you can kind of think about this
38:20is they come for the X, they stay for
38:23the Y, and maybe they ascend for the Z.
38:26For instance, if you have like some sort
38:27of ascension, your ascension may be like
38:29your in-person uh meetup, just as an
38:31example, right?
38:33>> So what do they what do they initially
38:36come to the program for? Um what makes
38:39them stay and what makes them to ascend
38:42to a higher level? And those things are
38:44going to be different, almost certainly
38:45going to be different. So, you know, a
38:48person comes in, they want to start a
38:50YouTube channel, they want to, you know,
38:51make a make a full-time income. They get
38:54there after 6 months in the program or 3
38:56months or whatever. What's the next step
38:59after that? What new problems did they
39:00have? So, just as an example, I remember
39:02when I was, you know, a few years into
39:04business, the last thing in the world
39:07that I would ever care about is
39:08operations. Like, I did not care about
39:11opera. I like if if someone if I was
39:13brand new to business and someone was
39:15talking to me about operations, I would
39:16be like, "What are you talking about? I
39:19don't I don't care about operations."
39:20But once you have a business that's a
39:22bit chaotic and there's, you know, maybe
39:24you have, you know, five to 10 people,
39:26you you're hiring more people and it's
39:28not
39:30the communication isn't as easy when you
39:31have more people. Well, operations
39:34becomes pretty important at that point.
39:36It actually becomes extremely important.
39:38And then when you get up a little bit
39:39higher in business, finance and
39:41accounting becomes extremely important
39:42as well. And so those are problems that
39:44I didn't really think that I had or I
39:47guess you know I didn't really have them
39:48that much at the time but then later on
39:51you know in business I I started having
39:52more and more of those problems. And
39:54then of course I would you know buy a
39:56coaching program or enter some sort of
39:58mentorship um in order to uh help solve
40:00those problems with probably people that
40:02we probably know as well. So, um,
40:06that's kind of what you really want to
40:08have in mind, right? Is they join the
40:11program initially because maybe they
40:13want to get better at chess. I'm I'm
40:15just kind of thinking out loud here.
40:16This might not be exactly what it is,
40:17but it might be something like this,
40:18right? They join the program initially
40:20because they're busy professionals. Uh,
40:23they relate to you because you are you
40:25are also kind of similar to them. A lot
40:27of them are adult learners. They want to
40:28get to a 2,000 online rating. they want
40:30to uh beat, you know, whoever they're,
40:33you know, is in their office or their or
40:35their friends um their their retired
40:37buddies or whatever. And um that's why
40:40they initially join the program. And
40:42then the reason why they might stay in
40:44the program might be for the mastermind,
40:47right? the the the group, the
40:49camaraderie, the maybe every 3 to 6
40:53months you have an in-person meetup and
40:55that would be a reason to stay in the
40:58program right now. They may or may not
41:01be interested in that upfront, right? So
41:04upfront maybe they're that's not that
41:06interesting to them. Like it's just kind
41:08of an afterthought like oh yeah, okay,
41:09there's inerson meetups, whatever. But
41:11then once they're in the program,
41:12they're meeting the other students in
41:14the program and they see like, "Oh, wow.
41:16These are a lot of like-minded people.
41:17They're all like, you know, successful
41:18professionals like myself, like some of
41:20them are pretty busy, and they decide,
41:22hey, maybe I'm going to go to an
41:24in-person meetup in France. That sounds
41:26great." That might be the reason why
41:28they stay in the program. So, you really
41:30want to think about like, okay, they
41:31come for the X, they stay for the Y,
41:33they ascend for the Z. What are those
41:35things that they want? and just be hyper
41:38aware of just like seeing things from
41:40their perspective because like I always
41:42say um you know sometimes you have to
41:45give them what they want in order to
41:47give them what they need. So, just as an
41:49example, um your if your dog gets sick,
41:52your dog needs an antibiotic, but it
41:55doesn't want an antibiotic, right? So,
41:57what do you do? Well, if you try to feed
41:58it an antibiotic, you're going to have a
42:00bad time. But if you put the antibiotic
42:02in a piece of meat and then you feed
42:03them the dog the piece of meat, well,
42:05everyone's happy at that point, right?
42:07So, you got to kind of figure figure
42:08that out. And it's going to be a little
42:10bit different for everyone. Every
42:11demographic, every niche, every offer is
42:14going to be a little bit different. But
42:15just really figure out, you could even
42:17ask people like, "Hey, what could I
42:20provide in this program that would cause
42:22you to stay another 3 months?" Like what
42:25what would be valuable to you that would
42:27cause you to stay another 3 months? Um,
42:29that's something you could just ask them
42:31and kind of just survey them and, you
42:32know, like no no stakes or anything like
42:34that. You're not trying to sell them,
42:36hard sell them or anything like that,
42:37but just genuinely just ask the question
42:39and they'll probably tell you, you know,
42:41they'll they'll also before you ask
42:43that, maybe just be like, "Hey, what
42:45what did you find to be the most
42:46valuable aspect of this program?" And
42:49then and then even before that, you
42:50might ask them, and by the way,
42:53sometimes the order that you ask the
42:54questions is important. So you might ask
42:57them when you were first joining this
42:59program what was the thing that you
43:01found to be like the thing that made you
43:04buy right and then you could ask them
43:08okay once you joined the program what
43:11was the most valuable aspect of the
43:13program what what was the thing that you
43:15found to be extremely valuable and then
43:18um then you could ask them what else
43:20could we add to the program to make it
43:21even more valuable and then those second
43:24two questions are likely going to be the
43:27answer to what you can do to either keep
43:30them in the program or potentially
43:32ascend them to a higher level program.
43:33And then the first question is going to
43:35be the question that is going to be more
43:36likely to just be really good for
43:39front-end marketing. Like just emphasize
43:40that on the front end when it comes to
43:42front-end marketing, the answer to that
43:43question. Um, so that that's one thing
43:46you can do. I think I think I that's two
43:48different things I mentioned you can do.
43:49Another thing that you can do is when it
43:52comes to um getting them to continue the
43:55program, you can give them a discount.
43:56So, let's just say, you know, you're
43:58charging 3,000 for three months, you
44:00could give them a discount, especially
44:01if they're not a headache client to work
44:03with. If you if you enjoy working with
44:04them, of course, like you probably
44:05wouldn't do this if they're a headache
44:06to work with, but um if you enjoy
44:09working with them, you can give them a
44:10discount to join the program for a
44:13longer amount of time. So, for instance,
44:14you could do, you know, you go from
44:17$3,000
44:19for uh three months to maybe you charge
44:22them $500 for 12 months, something like
44:24that. $500 a month for 12 12 months. So,
44:27that would be $6,000 overall. Um, but
44:29they do have to pay it up front. Um, and
44:31if they want to pay monthly
44:33installments, it might be a little bit
44:34more than that. Maybe it' be like $8,000
44:36uh if they want for over a 12-month
44:38period if they want to do monthly
44:40installments. But you basically give
44:41them a discount to continue on with you.
44:43So that's another thing you can do to
44:44get people to continue on is to give
44:46them a discount. Um, of course,
44:48especially if you really enjoy working
44:50with them, you know, like that's that's
44:51obviously a consideration. Um, and yeah,
44:55those are all ways that you can get
44:56people to continue for longer and
44:58basically just get higher LTV and also
45:00just make sure that you're providing
45:02them with whatever um, product or
45:05services that they need. seems like
45:07their objection is not so much around
45:10the value like they're very happy with
45:11the program. It's it's more that they
45:13have found themselves busier than when
45:15they started the program or they found
45:17the weekly sessions to be too great of a
45:22cadence. So, one of one of the questions
45:24that one of the clients asked is could I
45:26switch to every second week for a lower
45:29cost? So I'm I'm a bit split on that
45:32because if you offer that as an option
45:34then maybe that becomes normal. Like of
45:37course the clients talk to each other
45:39maybe that becomes more popular.
45:42>> Um
45:44>> but on the other hand it might help that
45:46client or the other clients who've
45:48dropped off um stick around whereas
45:51otherwise they'll just drop out entirely
45:53and take a break. Mhm. Well, I would say
45:57on the front end before they've joined
45:59the program,
46:00>> yeah,
46:01>> does weekly coaching sound better or
46:03does bi-weekly coaching sound better?
46:04That's a really important question
46:06because if they if they're more
46:07interested in the bi-weekly coaching on
46:09the front end,
46:11>> then you should just sell that on the
46:12front end. I honestly I would just keep
46:14the price the same.
46:15>> Just keep the price the same. And then
46:17of course what one thing you can do is
46:18you can have a a um kind of a group
46:21session
46:22>> where um and that can be really good by
46:25the way like so a lot of people do want
46:27one-on-one coaching but some people
46:28actually enjoy the group sessions more
46:31because it's just a bit more social
46:33right so you're kind of seeing like okay
46:35where am I at versus everyone else and
46:37you know there's people a little bit
46:38better than me people that are a little
46:40behind me people on my level you know
46:42it's it's like really good com
46:43camaraderie maybe a little bit of
46:44competition it's you know it's really
46:46really social, right? So, um you can
46:48have like group uh group sessions and
46:51then bi-weekly uh or or every two weeks
46:53I should say. Um you can have a
46:55one-on-one session, something like that.
46:56So, if they don't mind that on the front
46:58end, um and you might not even have to
47:00explain it on the front end, like like
47:02you know, just like only explain it if
47:05they ask, you know. Um and then you just
47:07when you come into when they come into
47:09the program, just like, "Yep, every two
47:10weeks we have a session. Um it's, you
47:12know, this long." And if if that's what
47:14they prefer, then maybe just keep it
47:16like that because it could possibly be
47:18that yeah, maybe they're a little bit
47:19overwhelmed with it. They're a bit bit
47:22too overwhelmed.
47:23>> Yeah, I feel like that's what it is. I
47:25mean, they they like the idea of weekly
47:26sessions, but then the actual experience
47:28of it turns out to be, you know, these
47:30sessions come around pretty quickly with
47:32homework and with um you know,
47:34recordings to review, they're not
47:36getting around to viewing. And I had
47:38this myself actually like when I was
47:40when I was a student of my chess coach,
47:42I would always get annoyed when I hadn't
47:44watched the recording of the last one.
47:46>> So,
47:48>> I have actually offered to do the, you
47:51know, for someone who wanted to pause. I
47:53I I did offer a a lower level like for
47:56half the price or a bit sort of a bit
47:59less than half the service for half the
48:00price. Um, not sure if that was a good
48:03move or not, but it might help him stick
48:05around.
48:06He said he's going to think about it.
48:08>> So, he he's got a he's got like his his
48:12thing actually was that over the next
48:13few weeks he's got family visiting. So,
48:15he won't be able to do anything at all.
48:17>> Another thing I hear a lot like I've
48:19just you know they'll say I've got a
48:21busy few weeks coming up so I need to
48:23take a pause until that's out of the way
48:25and then I'll resume. And one day I even
48:27paid a deposit for resuming. So I
48:29they're actually they're actually
48:30serious they will resume. But yeah,
48:32there needs to be some way to make it
48:35less intensive in the meantime. So maybe
48:37switching to to bi-weekly, but I think
48:38if they're if they haven't been sold or
48:40not at at the at the front end,
48:43>> they're going to expect a discount if
48:44it's going to switch to every second
48:45week.
48:46>> Yeah. I I mean the people that are that
48:48are in your program are going to expect
48:50a discount, but the but the new people
48:51that you get in Yeah. Like you you just
48:53you just tell them the same price.
48:55>> I don't think they're going to care.
48:57They probably won't care.
48:58Yeah. All All they care about is the the
49:01outcome that you're available when they
49:03need you, that kind of thing. Like I I
49:05Yeah, it might even be a bit annoying or
49:07a bit overwhelming to to do once a week.
49:10Cool. And yeah, it's this it's this the
49:12sales calls also. We've talked about
49:13this in the um
49:16in the inner circle sessions. I I just
49:18again think that I need to
49:21become uh increase my ELO in the
49:24[laughter] in the sales space. I never
49:27know whether I'm being
49:29>> too pushy or not pushy enough.
49:32>> Like your idea of some of of of starting
49:35the call with the disclaimer that you
49:37must make the decision today on the call
49:40is something that I haven't tried yet,
49:43>> but it might be worth doing because
49:45honestly so many of the calls finish
49:47with I have to think about it and I it
49:49gets kind of tiresome. um
49:52>> even though they filled in the form,
49:53they said that they've got the budget,
49:55they said that they want to start
49:56immediately, I explain the program, they
49:58say they love it, and that but they
50:00still want to just sit on it for 24
50:01hours and then it turns into following
50:03up. It turns into change my mind.
50:06>> Yeah.
50:06>> So, I don't know, maybe I need to do a
50:08bit more pressure or a bit more framing
50:11or something because I'm obviously
50:12missing something at the moment.
50:15urgency and scarcity are two of the the
50:18most important concepts when it comes to
50:21business. Urgency and scarcity. You
50:23know, you always have the closed stores
50:25that are 15% off. It seems like all year
50:28round they just have a different 15% off
50:30every, you know, few few days or
50:32something like that. And it's it's
50:34there's a reason that all these
50:35different stores do that. It's because
50:36it makes significantly more money. It's
50:39there's a reason, right? Urgency and
50:41scarcity is a is a real thing. And uh
50:44there there's a reason that just about
50:45every successful business in the world
50:47does it. So I think you need to add more
50:49urgency and scarcity. So everyone seems
50:51really excited about it. Um but then
50:53they're like, "Oh, I need to think about
50:55it." I mean, they probably see the value
50:59um and they're really excited about it,
51:01but you need to give them a reason to
51:03act now, right? So for in for instance
51:07one thing that we do is we have one-time
51:11bonuses that we give out.
51:13>> Yeah.
51:14>> And we will um give these onetime
51:17bonuses out and the person uh basically
51:20needs to make a decision within the next
51:22you know like like very quickly to get
51:24the one-time bonus essentially. Um, so
51:27it's a one-time thing that we make that
51:29is valuable and if they, you know, uh,
51:34if if they want that thing, they need to
51:35make a decision quickly essentially,
51:37right? So like that's one thing you can
51:39kind of do that adds urgency and
51:41scarcity um, to uh, sales calls and uh,
51:47uh, I think I think for your particular
51:49niche, I think something like that could
51:50be really good is is something that adds
51:52urgency and scarcity. I think there's a
51:54lot of other things we could discuss
51:55along those lines as well, but also I I
51:58do kind of agree with you that I think
52:00potentially it's it's the ELO thing,
52:02right? Like as you say, um yeah, asking
52:07them to make a decision on this call
52:09that that's another thing you can do. Um
52:12where you you basically you're basically
52:13just like one way or another, I don't
52:16mind if you tell me no, but one way or
52:18another, I do want you to make a
52:20decision on this call. and basically
52:21just making it very clear that your time
52:23you're a busy person, your time is very
52:25limited and um you know you you don't
52:28really have time to kind of like follow
52:30up with them or anything like that. Um
52:33and you know you have a limited space
52:36and time in your program as well. You
52:37can only work with so many people and so
52:40the only thing that you ask is that they
52:41make a decision before the end of the
52:43call and ask them to commit to that and
52:46they'll be like okay that's fine that
52:48sounds good. And then you go on that at
52:51the start of the call. You you you'd say
52:53like after a little bit of comfort
52:54building, you'd be like, "Hi, nice
52:56you've been watching the channel." Then
52:58you jump in and you say
53:00>> something along the lines of what you
53:01just said, but today I'm going to
53:03explain the program and you need to give
53:04me a yes or no on the call and you have
53:07to I guess you kind of have to mean it
53:09too because if they still ended the call
53:11with I have to think about it, it's like
53:12okay, it's closed. You can't join.
53:15Well, I mean, how many times have you
53:17out of the sales that you've made, how
53:19many times were people that bought on
53:20the call versus people you had to follow
53:22up with a lot?
53:23>> Um, probably
53:27it's about 66%, you know, like two/3s
53:30two/3s would decide on the call and a
53:32third would be they'd think about it and
53:34then decide to go ahead.
53:35>> Okay. Okay. Yeah. I mean, you know,
53:39basically like you you could follow up
53:41with them a little bit, but just, you
53:43know, it it's one of those things where
53:46it it just sets the tone that they need.
53:50Essentially, what you want to do is you
53:51want to pre-frame the fact that you're a
53:52very busy person. Um, you're there's
53:55limited spots. You can only work with so
53:57many people. And so, you know, all all
54:00that you ask of them just just so that
54:02they don't waste your time and you don't
54:03waste theirs is that uh they make their
54:06decision on the call. That's it. Right?
54:08Like I'd say something.
54:09>> Would you say those words? Would you say
54:11>> almost exactly like that? Almost I would
54:13say almost almost something almost
54:15exactly like that. Of course, I'd be
54:16talking like directly to you, so I'd say
54:18it a little bit differently, but yeah,
54:19it it'd be almost exact. That's how I
54:21would frame it.
54:22>> Um and then I just be like, "So, can you
54:24commit to making your decision on the
54:26call today? can I get your commitment?
54:29>> And they'd say yes. Um, and then you
54:32you'd go on just just like you normally
54:34do. Now, when it comes to the the actual
54:36kind of like ELO of the call, let let me
54:38let me get your stats, right? So, how
54:40many calls are you booking every week?
54:42Right now, it
54:43>> really varies depending on the um on
54:45whether I've got a popular video popping
54:47off or not. In my good weeks, I'd get
54:49something like six or seven. And these
54:51are these are people who have filled in
54:53and said have the money, want to start
54:55immediately. Um,
54:58last couple of weeks I've not had a
55:01video like that. So, it's been like one
55:03or two. So,
55:05>> Got it. Got it.
55:06>> Yeah.
55:08Well, one one thing that I I've kind of
55:10mentioned this before and this is going
55:11slightly off topic, but it's worth
55:14mentioning anyways is the whole idea of
55:17you're not really selling chess
55:19coaching.
55:20>> Eventually, what you want to sell is a
55:23community. Like, that's really what
55:25you're selling is a community.
55:27>> Um, you know, when you do that chess
55:29retreat, for instance, I think you
55:30should definitely take some B-roll, some
55:32really good footage of the chess retreat
55:34cuz that's that's just really cool. It's
55:36just a bunch of like high performers,
55:38high achievers who all have a shared
55:40love of chess and and like, you know,
55:42friendly competition
55:44>> and uh uh they, you know, just having
55:47fun with other people who have the same
55:49exact interests, right? That's at the
55:51end of the day, like obviously you're
55:52going to help them get better at chess
55:53and and they enjoy um you and your
55:56personality and so they're going to, you
55:58know, they could probably get better at
55:59chess with a lot of people, but you
56:00know, they're going to enjoy getting
56:02better at chess working with you
56:03directly. but also the the shared
56:05community. I think that's going to be
56:07that's going to make a big difference.
56:09Like I can't emphasize how big of a
56:11difference that's going to make. I've
56:12seen a lot of these types of offers and
56:14and that's the thing that really
56:16separates uh th this particular type of
56:20offer where it's it's somewhat kind of
56:21quote unquote commoditized, you know,
56:24where a lot, you know, you can get chess
56:25coaching from a lot of different people.
56:26But the thing that really separates it
56:28is the community, a curated community
56:31where it's like a lot of like high high
56:32achievers, high performers, and who
56:34knows like you might have people meet up
56:37in your chess community and it's almost
56:38like a country club where business deals
56:40get done or people get new jobs based on
56:43other people that they met in the
56:44community or you know that kind of
56:45thing, right? And so that's kind of what
56:48you really want to work towards is like
56:50almost almost establishing like an
56:52online country club for chess uh
56:55essentially, right? like that's that's
56:56really what you want to work towards and
56:58that's going to help a lot with the
56:59sales process because I think it's just
57:01going to be just a deeper level of value
57:04like just a much deeper level of value
57:06than just like oh we're just going to
57:07work together oneonone so so that's the
57:09first thing um the the second thing is
57:11>> sorry Shane just just on that one um how
57:14would you communicate that because I've
57:16tried a couple of ways
57:18>> already like during the sales call I
57:20will show them the inside of the
57:22WhatsApp chat where you can see that
57:23it's a supportive community and people
57:25congratulating each other on the various
57:27milestones and I mentioned that
57:29everyone's a high performer in their
57:30field. Um, and the other thing that I've
57:33been doing is interviews just like you
57:35did with me just now where I interview
57:37someone based on like what was
57:40um, you know, what are the insights they
57:42gained over their chess improvement
57:43journey. Those videos never do very well
57:46in terms of views, but I have the
57:47feeling that they're worth doing anyway
57:49just so that
57:50>> potential clients can see who the other
57:52clients are and get to hear their voice.
57:54But but how else would you communicate
57:56that everyone else in the community is,
57:59you know,
58:00>> almost exactly the way I just
58:01communicated it to you?
58:04>> Almost almost exactly that way. It's
58:06like this is this is not just um you
58:09know, you going to your local chess club
58:11and there's a bunch of kids there, loud
58:14loud kids, you know, screaming and and
58:16all this kind of stuff. This is a a
58:18curated community of high performing
58:20professionals.
58:22um you know like likely down the line
58:25you're going to have people that form
58:27really good friendships. They end up
58:28playing with each other outside of the
58:30community. You meet up in person in
58:32really cool places like you know France.
58:34Um you know there's probably going to be
58:36a lot of business connections that
58:37happen. A lot of um
58:41uh uh re really high level friendships.
58:43Maybe people end up getting like better
58:44jobs because of people they meet uh in
58:46the chess community. Um all kinds of
58:48different stuff like that. You just
58:49wanted to have this air of like this is
58:53elite, right? Like this is elite. This
58:55is almost like a country club. So think
58:57of it like a country club, right? So
58:58this is this isn't it's not really like
59:00a a group of people playing chess. This
59:03is like a country club, like an online
59:04country club for for people who are
59:06happen to be interested in chess, right?
59:09That's the way you want to think about
59:10this. Now, the one-on-one coaching, I'm
59:12going to give you great one-on-one
59:13coaching. You're also going to great get
59:15great group group coaching and and like
59:17uh be able to, you know, form
59:18friendships with the other people in the
59:19community. But that's what this really
59:20is is like an online country club. That
59:23that's the way you want to explain it to
59:24them. So, it's almost exactly the way I
59:26just explained it to them, explain it to
59:29you, right?
59:30>> In the sales call, in the video sales
59:32letter. Also, I probably need to do a
59:34version two of the video sales letter on
59:36my um on my go high level page and maybe
59:40also in the videos like in all all
59:42places I just mentioned online country
59:44club or
59:46>> yeah, you could do that. And also uh as
59:49a side note as well, I think another
59:51thing that will really spark their
59:53interest is
59:55just something along the lines of be the
59:58best chess player in your in your friend
1:00:01circle or be the best chess player at
1:00:02your office at your work. Like beat
1:00:06everybody else at your work, that kind
1:00:07of thing,
1:00:08>> right? Like that's um that that's
1:00:10another thing that like is is going to
1:00:12be attractive to them with this, you
1:00:13know, high performers. They're a little
1:00:15bit competitive. like that's going to be
1:00:17really attracted to them. But yeah, just
1:00:18put put those two things definitely put
1:00:20those two things in your VSSL. Talk
1:00:22about it in your in your content as
1:00:24well. Obviously, put it in your in your
1:00:25sales call. Um sales call VSSL for sure.
1:00:28Um content could be another reason uh to
1:00:32do that as well. So, um and and then
1:00:35additionally, you you want to have so we
1:00:38we'll we'll we'll get back to the sales
1:00:40calls here in a second because we got we
1:00:41got to get back to that. But
1:00:42additionally, you wanna you want your
1:00:44system to sound completely unique. Okay?
1:00:47So, for instance,
1:00:49>> even if you're teaching stuff that's
1:00:51relatively similar to other people, you
1:00:54really need your system to sound like
1:00:56it's a oneofone. Like, nobody else has a
1:00:59system like that. So, great example of
1:01:01that is is my system. It's the hybrid
1:01:03personal brand method,
1:01:06right? It's not I teach YouTube, right?
1:01:09There's a lot of people who teach
1:01:10YouTube,
1:01:10>> right? If you if you say that, they're
1:01:13just going to commoditize you. They're
1:01:15going to be like, "Oh, yeah. You're just
1:01:16like uh another YouTube guy." Okay. You
1:01:19they're going to look at you like a
1:01:21commodity. Yeah. I could learn from you.
1:01:23Could learn from it. Yeah. It's like,
1:01:25>> but when you say it's like the hybrid
1:01:27personal brand method that creates a
1:01:29little bit of intrigue and it also
1:01:31basically means like there is no other
1:01:33method like this, which is true. There
1:01:34is no other method exactly like mine. Um
1:01:36for some industries it's a little bit
1:01:38more true than others. There's some
1:01:39industries where it's like, man, you
1:01:41know, fitness for instance, it's like,
1:01:43okay, like we've kind of known
1:01:46everything about fitness for a long
1:01:47time, but I guess there is some new
1:01:48innovations recently with like uh GLP-1s
1:01:51and stuff, but um but the whole point is
1:01:54you you need your system to sound
1:01:57unique, right? So, a good example of
1:01:59that in chess is like the woodpecker
1:02:01method, right? I I haven't done it, but
1:02:02I've heard of it a lot.
1:02:04>> The woodpecker method. Um, I was just
1:02:06hanging out with my friend who's really
1:02:07into jiu-jitsu. There's this certain
1:02:10system that's very popular in jiu-jitsu.
1:02:12It's like the
1:02:14>> um I I forgot what it's called, but it
1:02:16has a very intriguing name. I I forgot
1:02:18the exact uh name of it. Um, but people
1:02:22talk about it because it has a very
1:02:23intriguing name and it just sounds like
1:02:25a oneofone. Even though maybe 80% of the
1:02:28system is the same as what other systems
1:02:30teach, there's there's something that
1:02:32makes your system unique and you need to
1:02:34name it. When you name it something like
1:02:37that, they aren't going to commoditize
1:02:39you.
1:02:40>> If you name it something very generic
1:02:41like, hey, I do chess coaching, they're
1:02:43going to put you in a basket like
1:02:45they're going to commoditize you. They
1:02:47treat you like a commodity. So, you
1:02:49can't you do not want to be treated like
1:02:50a commodity. And so that's another thing
1:02:53is just thinking of like the name of
1:02:55your system like actually having a name
1:02:57for it and then maybe there's certain
1:02:58methods within your system you can have
1:03:00a name of those methods. So example, my
1:03:02example is the icon method, right? So,
1:03:05you know, I have that for finding video
1:03:06ideas. Then I've got the evolution
1:03:08method, right? So the evolution method
1:03:10is like ways of testing your videos
1:03:13>> uh to, you know, to find the ones that
1:03:14work the best and then do more of what's
1:03:16actually working. Um, you know, and I've
1:03:18got a couple more within the program,
1:03:20right? I have a I have a name for all
1:03:21those things. It's not just like, oh,
1:03:23I'm going to teach you uh how to find
1:03:25video ideas because then people are
1:03:27going to be like, well, there's probably
1:03:28a lot of other people who teach how to
1:03:29find video ideas. And if I did that,
1:03:31they would just automatically
1:03:33commoditize me. My value would just
1:03:35sink, go down to very low, right? And
1:03:38so, you don't want to do that. You need
1:03:39to come up with a very specific name for
1:03:41your method. Okay? So, that's another
1:03:43thing um that I think will help even on
1:03:45the sales side. It just creates a lot of
1:03:48intrigue. It's like, man, I really do
1:03:49want to know what is that method? I I
1:03:51want to know what that method is. Um and
1:03:54and then and when it comes to the actual
1:03:55sales, what is your show up rate and
1:03:58what is your close rate? So let's just
1:03:59say let's just say a 100 people book a
1:04:02call with you. How many of those people
1:04:04actually show up to the call? And then
1:04:05how many of those people who show up to
1:04:06the call? How many of them do you
1:04:08actually end up uh selling?
1:04:10>> I would say show up rate is 75 out of
1:04:13100.
1:04:14>> Okay.
1:04:15>> And
1:04:16>> it's really good. Um close is
1:04:20if we think in terms of those who show
1:04:22up um probably
1:04:2715% something like that.
1:04:29>> About 15%. Okay. Your show up rate is
1:04:31excellent.
1:04:33>> Um that is that is awesome. 75% is
1:04:36great. Um 15% is definitely on the lower
1:04:39side. So, it seems like your systems and
1:04:42your marketing side is set up really
1:04:43well cuz that's usually the show up rate
1:04:45is usually a sign of how good the
1:04:47marketing is.
1:04:48>> Yeah.
1:04:49>> Some people would disagree with me
1:04:50because they want their sales reps to
1:04:51like follow up with people and da da da.
1:04:53But for the most part, if if people are
1:04:55just organically just naturally showing
1:04:57up at 75%, that is excellent. 15% is
1:05:00definitely on the lower side. 15% is is
1:05:03definitely on the lower side. So, yeah,
1:05:05I do think that you're um you definitely
1:05:08need some work on on the actual sales
1:05:10calls themselves. And I think a lot of
1:05:12it has to do with um setting
1:05:15expectations upfront. And another thing
1:05:18I have to say is this is kind of uh you
1:05:21know something that you know in sales
1:05:25you need to kind of talk about like what
1:05:29focus on the the problem, focus on the
1:05:31annoyance that they're having and the
1:05:33pain.
1:05:34right? Really focus on the on the
1:05:36problem, the annoyance, and the pain
1:05:37that they're having. Um, especially with
1:05:40something like chess where it is kind of
1:05:42like a game, right? It's a game at the
1:05:44end of the day. And so with other
1:05:46things, you don't really need to focus
1:05:48on that because it's kind of implied,
1:05:49right? So, we don't really have to do
1:05:51that too much with YouTube, for
1:05:52instance. We focus more on like the
1:05:54outcome just because it's kind of
1:05:55implied that like the pain of like not
1:05:57making money or or, you know, being
1:05:59stuck or whatever. It's like it's it's
1:06:01somewhat implied. So, we don't really
1:06:02have to focus that much on that. But
1:06:04with something that's kind of a game
1:06:05where it's just like it's kind of a nice
1:06:07to have versus a necessity, you really
1:06:10want to focus on the pain side of like
1:06:12the problem and the pain that they're
1:06:14having. So, like the embarrassment of
1:06:18losing to somebody at their office that
1:06:20they shouldn't have lost to or something
1:06:22like that. Um, like like try to try to
1:06:25really focus on that and then really
1:06:28establish I think I've taught you about
1:06:30like heaven island and hell island,
1:06:31right?
1:06:32>> Yeah, sure.
1:06:33>> Yeah. Really establish like the the
1:06:35heaven island like what could be and the
1:06:37hell island and and the the contrast
1:06:40between those two. Really really focus
1:06:42on establishing like the contrast
1:06:44between those two. And uh yeah, and then
1:06:47and then focus on the fact that they're
1:06:49very busy people. So focus on the fact
1:06:51that it doesn't take that much time. Um
1:06:53you know this is a system where it's
1:06:55designed for busy people specifically.
1:06:58So it doesn't take that much time. Um
1:07:00another thing you could do to increase
1:07:03the um sales is to give a guarantee. So
1:07:06a money back guarantee. So a money back
1:07:09guarantee
1:07:10is where you basically say hey if you
1:07:13don't get like everyone who's been
1:07:15through your program seems to be very
1:07:16happy with it. So, I highly doubt that
1:07:18very many people would take you up on
1:07:20this. Like,
1:07:21>> our refund rate is we we do a money back
1:07:23guarantee. Our refund rate is very low.
1:07:25Very, very low. So, I highly doubt that
1:07:26anyone would take you up on this. But,
1:07:28you can give a money back guarantee
1:07:30where it's just like, hey, you can try
1:07:31the program out. If you don't like it,
1:07:33you get a refund. Um, if you if you
1:07:36don't reach your goals that you want to
1:07:37reach, you get a refund. And then, of
1:07:38course, they have to request the refund.
1:07:40But almost nobody's going to request,
1:07:42especially like you said that everyone's
1:07:44extremely happy, everyone's giving you
1:07:45testimonials. Highly, highly doubt that
1:07:48any of them are going to request that.
1:07:49So that's another one that could be a
1:07:51big lever to increase the amount of
1:07:53people that actually pull the trigger.
1:07:55You could also tie that money back
1:07:57guarantee to like something
1:07:59time-sensitive. So you could be like,
1:08:00"Hey, if you make your decision on the
1:08:03call, you're going to have this money
1:08:04back guarantee,
1:08:06>> right? But if you don't make the
1:08:07decision on the call, like I like
1:08:09working with people who are fast movers
1:08:11and they really want to work with me,
1:08:12right? So those types of people, I give
1:08:14them a money back guarantee. But if you
1:08:16don't make the decision on this call,
1:08:18>> um then then you won't get that
1:08:20>> that kind of thing, right? You you could
1:08:22say something like that, right? So um
1:08:25just just give them a reason to to act
1:08:28now.
1:08:29>> So in the example of Hell Island and
1:08:31Heaven Island, you know, that's the
1:08:33that's the very last step, right? you
1:08:35you establish they're they're on he he h
1:08:38he hell island right now they want to be
1:08:40on heaven island um you make sure that
1:08:43they once you firmly establish that you
1:08:45make sure that the islands are far
1:08:47enough apart that they know that they
1:08:48probably need someone to get them there
1:08:49because it's going to be a difficult
1:08:51journey uh then you establish like okay
1:08:54you've got a unique vehicle um you are a
1:08:57unique captain for that unique vehicle
1:08:59and um you know the very last thing you
1:09:02do is the boat is leaving right now or a
1:09:04unique boat, I guess, instead of
1:09:06vehicle.
1:09:07>> But the
1:09:08>> I feel like that's the part which I
1:09:10struggle at the most is communicating
1:09:11that the boat is leaving now because
1:09:14some of the things you've been talking
1:09:15about about being commoditized or they
1:09:18want to look at other options, maybe
1:09:20they're comparing cost, maybe they're
1:09:22comparing features. Um I get that a lot
1:09:24like or or in the follow-up, I'll I'll
1:09:26message them later and say, "Well, you
1:09:28know, how about it? Did you make up your
1:09:29mind?" And they say, "Decided to go with
1:09:31a different coach." Um because
1:09:34>> yeah because
1:09:35>> yeah got it got it
1:09:37>> cheaper or whatever.
1:09:38>> Do one one big thing. Do they bring up
1:09:41the features or do you bring them up?
1:09:43>> I run through the program like what it
1:09:45what it includes. I suppose I bring it
1:09:47up to answer your question. So I I
1:09:49>> Okay. So So that might be a big problem.
1:09:52That might be a pro. Okay. So when when
1:09:53they're selling like the analogy I
1:09:56always like to use here is like if you
1:09:57look at car commercials
1:09:59>> like a Jeep for instance. If they're
1:10:01trying to get you to buy a Jeep, they
1:10:02don't talk about, oh, the Jeep has 400
1:10:06lb of aluminum and uh 200 lb of rubber
1:10:10and 500 lb of steel and you know, they
1:10:13don't talk about that stuff, right? They
1:10:16talk they show you a a picture of a
1:10:19family
1:10:21>> that is having a great outdoor picnic in
1:10:24in the outback,
1:10:26>> right? And they're able to do that
1:10:27because they have a Jeep. a Jeep that
1:10:28can be on the road or it can go in the
1:10:30Outback, right? So, that's what they
1:10:33show. Okay? So, you really never want to
1:10:36bring up the features unless they ask
1:10:40about the features. If they ask, then
1:10:42you answer, but you really don't ever
1:10:45want to bring up the features until they
1:10:47ask about them. Okay? So it's like just
1:10:50as an example when when I was you know
1:10:52when I was doing the the selling one
1:10:55thing that I would always say is I I
1:10:57would essentially say something along
1:10:58these lines when when I when I was ready
1:11:00to present like after I'd asked them you
1:11:02know we did the discovery I'd ask them
1:11:04questions I'd figure out what their
1:11:05goals are etc etc like get all the
1:11:08information and then when it was time to
1:11:09do the pitch near the end of the call
1:11:12what I would do is I would say something
1:11:13along these lines. I might I might get
1:11:15this a little bit wrong but it would it
1:11:16would be something like these lines. Uh
1:11:18so here's how the program works. Uh very
1:11:21simple four pillars. So the first pillar
1:11:25is uh what I like to call the vehicle.
1:11:28Okay. So essentially what we're going to
1:11:30do is we have an entire system built.
1:11:33This system is built. It has lots of you
1:11:35know it has uh uh AI built into it. It
1:11:39has lots of templates. It has lots of uh
1:11:42um you know prompts that you can use.
1:11:44just like everything that you need to
1:11:45use is all put together. Kind of like a
1:11:48vehicle all put together so that you
1:11:50don't have to assemble everything
1:11:51yourself. It's just business in a box, a
1:11:54vehicle, everything you need is all put
1:11:56together. Um, and these are the four
1:11:58pillars, by the way, that lead to
1:11:59success. The second pillar is what I
1:12:02like to call the wheel. So, the wheel is
1:12:06uh you know because because you have a
1:12:07functioning engine, you have a vehicle
1:12:09at this point. Everything's put
1:12:10together, but all you uh what we're
1:12:12going to do is we're just going to hand
1:12:14you the wheel so that you don't have to,
1:12:16you know, make your own rubber and like
1:12:18try to figure out how to how to melt
1:12:20iron, anything like that. We're just
1:12:21going to hand you a wheel and all you
1:12:23need to do is just put the wheel on the
1:12:25vehicle. Okay? So, you put the wheel on
1:12:27the vehicle and then um we can even tell
1:12:30you exactly how to install it, but you
1:12:31put the wheel on the vehicle and then
1:12:32it's good to go. So, at this point, you
1:12:35are dangerous. Okay? You are super
1:12:37dangerous at this point, and you could
1:12:40do a lot of damage, but we want to go
1:12:42one step further with you. We want to
1:12:43make sure that you get to your
1:12:45destination as fast as possible. So, the
1:12:48third pillar is we are actually going to
1:12:51give you a GPS inside of your vehicle,
1:12:54right? So, it's going to tell you what
1:12:56streets to go to, uh where to turn
1:12:58right, where to turn left, um any any
1:13:01issues like that. Okay? And then the
1:13:03fourth pillar is we're actually going to
1:13:06have a navigator as well in the seat
1:13:09right next to you working with you
1:13:10one-on-one just in case the GPS tells
1:13:14you to go down a street that's a little
1:13:15bit dangerous or maybe your car breaks
1:13:17down or you know something happens just
1:13:19in case something happens you go off
1:13:20road a little bit something like that
1:13:22you're going to have a navigator sitting
1:13:24in the seat right there ready to help
1:13:26you any moment that you need. Okay, so
1:13:29those are the four pillars and that
1:13:31those four things together is the reason
1:13:33why uh we get people such incredible
1:13:35results, right? So your your goal is to
1:13:37get from this point to this point and
1:13:40these are the four pillars that are
1:13:41going to get you there. Right?
1:13:43>> That's all I say. Do you see how I
1:13:45didn't go into any of the features?
1:13:47>> Yeah.
1:13:47>> I didn't say like, "Oh, we do this. Oh,
1:13:49we do that." Now, if they ask like, "Oh,
1:13:51do you guys have like one-on-one
1:13:52coaching?" Yeah, absolutely. We do have
1:13:54one-on-one coaching. Uh we have the best
1:13:56coaches in the industry. They all have
1:13:57100k subscriber plaques. da da da da da
1:13:59da. They're like, "Okay, how often is
1:14:01the coaching?" Again, I'm not going to
1:14:03tell them how often the coaching is
1:14:04unless they ask.
1:14:06>> Okay,
1:14:07>> you see what I mean? I'm not going to
1:14:08tell them that unless if they're
1:14:09interested, they
1:14:10>> That's very different to what I'm doing.
1:14:11It's very different. Yeah, I can see.
1:14:13>> Yes. the the moment you get into feature
1:14:16brain, the person's logical hyperlogical
1:14:19brain turns on and they start like
1:14:21really commoditizing and asking very
1:14:23like logical questions, you know, and
1:14:26and and you're basically saying
1:14:28essentially like, oh yeah, this is this
1:14:30is 400 lb of steel and you know, and
1:14:32then the person is like, okay, well, let
1:14:33me calculate how much does steel cost
1:14:35per pound.
1:14:37>> You know what I mean? Like like that's
1:14:39that's what you're doing here when
1:14:41you're talking about all the features
1:14:43instead of just focusing on the outcome,
1:14:45right? Cuz what they want is the outcome
1:14:47>> and the features the features don't
1:14:49really matter all that much unless they
1:14:51ask about them. If they ask about them,
1:14:53you can answer that question, but don't
1:14:56answer the question unless they ask
1:14:57about it. Just focus on the outcome.
1:14:59This is another mistake like uh slightly
1:15:01related. Another mistake that a lot of
1:15:03uh people uh make when it comes to sales
1:15:05is the person will agree to the sale and
1:15:08then you will start telling them, "Oh,
1:15:11you're making such a good choice. Uh
1:15:13this is this is going to get you great
1:15:14results. We even hire video editors for
1:15:16you." D and then all of a sudden, oh
1:15:18wait, you have to hire a video editor. I
1:15:21thought I could do this on my own.
1:15:22>> You see what I mean? So, you're actually
1:15:24creating objections. You're creating
1:15:26objections when you bring up all the
1:15:28features. So it's like for instance we
1:15:29do hire video editors for our clients
1:15:31like we have that as an option but we
1:15:33don't really mention that on the front
1:15:34end because that might actually create
1:15:36objections because the person is
1:15:38thinking oh I didn't realize they need a
1:15:40video editor they don't if they if
1:15:41create simple content they don't need a
1:15:43video editor but um they it it creates
1:15:46an objection a reason to say no in their
1:15:48mind right and the last thing you want
1:15:51to do is create more objections you just
1:15:53want to answer the objections they have
1:15:56>> right so you explain it from from a very
1:15:58like like uh top down level. You can
1:16:00even use that same one that I gave you
1:16:02uh with the vehicle.
1:16:04>> Yeah.
1:16:05>> Yeah. I I I think I botched that
1:16:07slightly like I think I said it slightly
1:16:09different than what I would, but but it
1:16:10was pretty close, right?
1:16:11>> It's met it's metaphorical.
1:16:13>> Yeah. It's just totally metaphorical.
1:16:15Like our goal is like here's where you
1:16:17are right now like and here's where you
1:16:19want to be. Our goal is to get you from
1:16:23point A to point B as fast as possible
1:16:25and as conveniently as possible and for
1:16:28you to have the best time possible while
1:16:30you do that. Okay, that is our goal. And
1:16:31here's how we achieve it. The four
1:16:33pillars. Pillar one D pillar two D
1:16:37pillar three D pillar four. There you
1:16:39go. Right. So, um this and and you can
1:16:43also talk about how like this is a
1:16:44holistic program. other other stuff that
1:16:46you might have talked about online. It's
1:16:47like, okay, you have the the one-on-one
1:16:49coaching from the person, but we put it
1:16:51all together holistically like a vehicle
1:16:54put, you know, what what you're what
1:16:56you've been doing before is you've been
1:16:57buying like the the the the steel here
1:17:00and the rubber here, but then you have
1:17:02to put it together, right? You have to
1:17:04have the expertise to put it together.
1:17:06We're putting it all together for you to
1:17:08make it as easy as possible. Literally,
1:17:09everything that you could possibly need
1:17:11is going to be here. uh and we are going
1:17:13to have it as a reference for you,
1:17:15right? Like that's the value of this.
1:17:17It's holistic. And then they can ask
1:17:20about the little pieces that they care
1:17:21about. They can ask about that. Those
1:17:24are their objections essentially, right?
1:17:25They can ask about the little pieces
1:17:26they care about,
1:17:27>> but the last thing you want to do is
1:17:29explain all those little things to them
1:17:32cuz it's they're just going to
1:17:33commoditize you. That's when they're
1:17:35going to start thinking, "Oh, okay.
1:17:36Well, yeah, this steel is worth this
1:17:38much." And like like when you add all
1:17:40that stuff together, it's only $3,000,
1:17:42but you're charging 20,000 for this car.
1:17:44What's going on? You know, it's like
1:17:46it's like so that's the last thing you
1:17:48want people to be doing, right?
1:17:50>> Yeah. Okay. I think um I need to redo my
1:17:55whole sales script because I've been
1:17:56doing it a certain way, which sounds
1:17:58like the opposite of what I should do.
1:18:00So along those lines,
1:18:02>> just focus on the outcome. And there's
1:18:03going to be some hyperlogical people
1:18:05that are going to ask you like
1:18:07hyperlogical questions. Like that's
1:18:08probably about 10% of buyers, maybe a
1:18:11little bit more in your niche, maybe
1:18:1220%.
1:18:13>> But the you let them ask the questions,
1:18:17right? Don't don't be the one who brings
1:18:20up objections, right? like you let them
1:18:22bring the objections up um or or you ask
1:18:25them about what objections that they
1:18:27have and then you can you can you can
1:18:29address those with the thing that that
1:18:32you have in the program that addresses
1:18:33that objection. And if they have an
1:18:35objection that you don't have a good
1:18:37answer to, well, you should probably
1:18:39make something in the program that that
1:18:41addresses that objection so that you
1:18:43know what to answer next time. You make
1:18:45something in your program, then you can
1:18:46answer that objection really really well
1:18:48next time.
1:18:48>> And just right with Mari, right? like I
1:18:51record the sales calls, send them to him
1:18:52and see if I'm getting closer to being
1:18:54on the right track.
1:18:56>> Sounds good, man. Sounds good.
1:18:57>> Yeah. Yeah.
1:18:58>> Love it.
1:18:58>> Okay.
1:18:59>> Love it.
1:18:59>> Great.
1:19:00>> All right.
1:19:01>> That's really helpful. Yeah, we'll be
1:19:03catching up very soon. Are you coming to
1:19:05Bangkok?
1:19:06>> Oh, that's right.
1:19:07>> I may not be able to go, but we'll see.
1:19:09We'll see. But to to be continued. We'll
1:19:12we'll see. Um yeah, I'll tell you I'll
1:19:14tell you why later off camera. But yeah,
1:19:16we'll we'll see. I may It's It's a good
1:19:18thing. It's a good thing. But I may not
1:19:19be able to go this year. But um yeah uh
1:19:24great
1:19:25>> course then.
1:19:26>> Yeah.
1:19:26>> Yeah. Absolutely. Absolutely. Um so
1:19:28yeah, great talk. Um I think uh you know
1:19:31what you need to do and I think kind of
1:19:33like you said earlier on in the
1:19:34conversation, you're already getting
1:19:36great results with like less than 10,000
1:19:38subscribers. By the time you get to like
1:19:40100,000 subscribers, your results are
1:19:42just going to get better and better. You
1:19:43know, it's just a matter of time before
1:19:44this happens. But you know, hopefully we
1:19:46can speed that up a little bit. Yep.
1:19:48>> But um you you're you're well on your
1:19:50way. I mean, there's probably 300,000
1:19:52subscriber chess YouTube channels that
1:19:54are that are not making a full-time
1:19:56income. They still have a job or
1:19:57something, and you're you're already
1:19:58making a full-time income at 9,000
1:20:00subscribers. So,
1:20:01>> no, I'm very I'm very happy. I'm It's
1:20:03just, you know, it could always be
1:20:04better, but I'm I'm very happy. So,
1:20:06we'll keep we'll keep it going and uh
1:20:09yeah, see you on Thursday,
1:20:11>> for sure. So, there's a secret side of
1:20:13my business that most of you have no
1:20:14idea exists. And I actually have a
1:20:16coaching program on personal branding
1:20:18and growing on YouTube and making money
1:20:20on YouTube. This is good for complete
1:20:21beginners, maybe even people who just
1:20:23want to get a job by growing their
1:20:24personal brand, as well as business
1:20:26owners all the way up to people who are
1:20:27very advanced on YouTube. And they get
1:20:29to work directly with myself and my team
1:20:31to help them reach their goals. Now, we
1:20:33are opening up three to five spots, and
1:20:35this is pretty rare. We usually don't
1:20:36have these open. We usually only limit
1:20:38them to a select amount of people as
1:20:39well, but we're opening up three to five
1:20:41spots, and you can check those down in
1:20:42the description and the pin to comment
1:20:44below. And in this program, you will get
1:20:45to work directly with myself and other
1:20:47people who are highly successful on
1:20:49YouTube. Everyone in our program has
1:20:50100k plus subscriber plaques. Just as an
1:20:53example, Shawn was able to go all the
1:20:54way from being stuck, not making very
1:20:56much money on his channel to making over
1:20:58$500,000 in a single month. Now, that's
1:21:00an example of one of my more advanced
1:21:01students, but there are lots of examples
1:21:03of people starting out from scratch, and
1:21:05they got to 5K a month or 10K a month,
1:21:07etc. So, check that out down in the
1:21:08description and the pin comment below,
1:21:10and I look forward to working with you
1:21:11and see if you're a good fit to work
1:21:12together. Um, so guys, uh, before before
1:21:15I end the video, check out this video
1:21:16right here to, uh, see exactly how our
1:21:19system works. And also before you check
1:21:20out that video, just click the first
1:21:21link in the description, the pin comment
1:21:23below to attend the live training. Uh,
1:21:24second link to book a call with us, but
1:21:26only if you're very serious. Uh, and
1:21:28then click this video right here to see
1:21:30exactly how our system works and exactly
1:21:32how we help people get results on
1:21:34YouTube.

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