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How to Make 500k/mo With AI Websites — Transcript

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0:00I believe you are the fastest growing
0:04agency that I have seen.
0:06>> Amen.
0:07>> How far do you think you can take this
0:08agency
0:09>> realistically? Like I'm trying to get it
0:10to a mill a month by like September.
0:12[music] In like the next 2 years after
0:14that I I would get it to like 5 to 10
0:16mil a month.
0:17>> Don't you think it's saturated,
0:18>> bro? You have no idea. [laughter] Like
0:20it's like what do you mean it's
0:22saturated? Like
0:22>> both my life and your life you can
0:25probably live on like a month. Yeah.
0:28>> Very comfortable. That's that's about
0:29what I pay. I get the highest quality of
0:31literally everything. Like I don't look
0:32at any price like okay a month. That's
0:35literally all you need to make sure that
0:37I understand the base package is $300 a
0:39month. That's your lowest level package.
0:40And they get a website. They get
0:43>> they get on their website and then
0:47>> Yep.
0:47>> And what was your script on the cold
0:48calls?
0:49>> On the cold calls. Uh so this is
0:51actually the script.
0:54>> So Michael,
0:54>> what's up brother? How you doing pal?
0:56>> I'm doing good man. Welcome to the
0:57channel.
0:57>> Thank you bro. Thank you. Good to good
0:59to be back here. Been a minute.
1:00[laughter]
1:01>> It has. It has. So, let's start here,
1:04Mike. What's the best way to get
1:06clients?
1:07>> H uh go cold calling. Just just uh
1:10literally go to Google Maps. Go ahead
1:12and search for contractors, plumbers,
1:15whatever you want. Then just literally
1:17take all the people that you're like,
1:18"Jesus Christ, your profile's absolutely
1:20terrible." And then just start calling
1:22them up. Um and yeah, and basically
1:24asking them for money. And that's pretty
1:26much it. And that's how you get clients
1:27with no money. That's how I did it.
1:29[laughter] There you go.
1:30>> I love it, man. I love it. So, when did
1:33you first start your agency?
1:35>> All right. So, so this is quite the
1:38story actually. So, I, as anyone does,
1:41started out with a 997 course from Iman
1:44Godsy about two and a half years ago.
1:48Um, I mean, it wasn't terrible, don't
1:50get me wrong. The production value of it
1:51was absolutely insane. I was like, "Oh
1:53my god, this looks so [ __ ] sick." But
1:54then the actual content of it wasn't
1:56100% there where I was like, "Okay,
1:59cool." There were some coaches and stuff
2:00like that. I was cool. Um, I got to
2:03learn a bunch of stuff, but I literally
2:04took me about 6 months to earn about
2:06$200. And that was me losing about $600
2:09a month and spending like 40 hours a
2:11week. So, I was like, hm, this isn't
2:13really it. So, that was my first 6
2:16months basically of starting an agency.
2:18So, that wasn't what I was doing right
2:20now. That was like the the actual agency
2:22agency. we're going to run your ads, get
2:24you clients, $1,500 a month ticket or
2:26whatever, right? It's basically that
2:27that I was doing. Um, it didn't really
2:29work out that well, obviously, right?
2:31So, after those 6 months, I basically
2:33found you on YouTube, as a matter of
2:36fact, and I was like, "Okay, so let me
2:38let me join this guy's stuff. Go high
2:40level. Cool. It has become his
2:41affiliate. I get his stuff for free." I
2:42was like, "Oh, you know, it's not a 997,
2:44so I mean, can't go wrong with that."
2:46Um, and then I basically targeted the
2:49contractor niche. So, I I started out
2:50with real estate niche. I then went to
2:52gyms cuz I'm like, well, I love going to
2:53the gym. I mean, I'm sure that must work
2:54well. Claimer did not. Absolutely. Um,
2:58so I switched to a contractor niche. Um,
3:01after that, I basically instead of doing
3:04the $1,500 a month, I saw a guy in the
3:07community named Kai Stone posting how he
3:10got what I thought was about 10 clients
3:12in like a few weeks. I was like, "Bro,
3:15there is no [ __ ] way this guy can do
3:18it and I can't." So I was like, "Okay,
3:22I'll go ahead and figure this stuff
3:23out." So I stopped what I was doing. I
3:24was still in the contractor space. I
3:26switched my stuff over to the website
3:28model, which is like we'll build you a
3:29website for free is pay for hosting or
3:31whatever, and we give them some
3:32automations or whatnot for like at that
3:34time it was either$147 or $300 a month
3:37for what I was selling. And I got 17
3:40clients in 10 days. So I was like, "Oh
3:44[ __ ] I'm finally earning money now."
3:46And by the way, right before that, I
3:48quit my job, broke up with my
3:50girlfriend, and I moved to another
3:52country. So, I was all in on the agency.
3:54I was like, this I would rather die than
3:55this fail, right? So, that's basically
3:58how I got into that model after about
4:00like 7 months or whatever. Um, and then
4:03yeah, pretty much after that, I mean, I
4:05just I just kept growing the agency.
4:06Like, I was already cold calling people
4:08cuz I got so good at cold calling by
4:10just absolutely getting smacked in the
4:12face by real estate agents um because I
4:14was cold calling so much. So when I
4:16switched to the contractor niche, it
4:17just immediately hit. And that's kind of
4:18how I got so many clients. And then
4:20yeah, I did cold SMS as well, which is
4:23basically just the same thing as cold
4:25calling, but instead you're sending them
4:26a text message first, and anyone that
4:27responds positively, you know, you call
4:30them up so you know they're not like,
4:31"Jesus Christ, stop [ __ ] calling me."
4:33Um, and then yeah, pretty much after
4:36that, I mean, Kai and I, cuz we were
4:37both doing the exact same thing. We kind
4:39of kept working together, kept building
4:40together, but separately, so not like
4:42the same business or whatever. Um, I
4:44basically sold him a bunch of SOPs and
4:46whatnot. And like the website we have
4:48right now, I actually built that. He
4:50paid me for it. [laughter] So, and then
4:52I used it for my own company as well.
4:54So, that was that was a good uh a good
4:56strat there. By the way, he did know
4:57about that. I didn't fuse him, FYI. Um,
5:01and then yeah, Kai ended up inviting me
5:02out to Hawaii. This is about I don't
5:05know like a year in or whatever. This is
5:07like September 2024, I think. Yeah,
5:10September 2024. Um, I went out lived
5:13with Kai in Hawaii for like 3 months
5:16basically. That's where we like really
5:18became friends because we've only ever
5:19spoken online before this at this point.
5:22Um, and yeah, we lived there. We built
5:24our businesses together. That's when I
5:25started running ads as well for my own
5:27company because before that it was all
5:29cold SMS and cold calling, which works
5:30well by the way. Um, and then yeah,
5:33after that, we actually moved to
5:34Colombia. So, where we are right now, I
5:37was there for 3 months. Kai was there
5:39for a month. he's he doesn't really vibe
5:40with Latin America or whatever. Um, and
5:43yeah, that's actually that's actually
5:44where we first met, you and I, in in
5:46real life. And everybody kept telling
5:48me, you know, you and Kai, you guys are
5:52like complete opposites. You were like
5:54the perfect partnership. And both him
5:56and I, dumb as we were, like, no, well,
5:58it's never going to work. You know, it's
6:00like we don't need each other. Which
6:02obviously we did cuz we're partnered
6:03now. Um, and then, yeah, I basically
6:05moved back to Belgium after Colombia.
6:07And I was like, "Bro, I need I need to
6:09partner cuz I just hate running ads. I
6:12don't like marketing, but I'm really
6:13good at literally everything else." So,
6:16I'm like, "All right." So, I call Kai to
6:19ask him to partner, right? And he's
6:20like, "No." So, I was like, "Fuck." So,
6:23then about a week or two later, I call
6:25him again and and the story goes like
6:27this, basically. So, Kai is driving in
6:29Hawaii in his truck, you know, and he's
6:32thinking to himself, you know, maybe I
6:35should partner with Michael. And at that
6:37exact moment, I'm laying in my bed
6:40thinking the same thing and I call Kai
6:43and the first thing that I tell him is,
6:45"Yo, I really think we should partner."
6:48And that is how we actually partnered.
6:51He was like, "Fuck, this is destiny.
6:53This is a sign." Cuz his gut feeling
6:55said no. But then that came along and he
6:56was like, "All right, I actually do want
6:58to go ahead and partner." And yeah, we
7:00basically partnered after that. I was at
7:02like, I don't know, 15 or 18K a month.
7:04He was at about 30. So together we were
7:0645 and then yeah right after that I mean
7:09since like everything he's really good
7:11at which is specifically like marketing
7:14um and like being being the face of the
7:16company basically and then me doing like
7:18everything else we just immediately like
7:20started to skyrocket. So in like a year
7:23we like 10xed our company basically like
7:25from
7:26I think May last year we were at about
7:3050k a month um together now partnered
7:33and then right now May one year later
7:36we're at 500k a month. So yeah that's
7:39pretty much pretty much the story man of
7:41uh how I got into the agent space um how
7:44I you know how I kind of started it out
7:46how I met Kai and uh and yeah everything
7:49up until where we more or less are now.
7:51I I I guess that isn't really exactly
7:52why you asked, but [ __ ] it. I just gave
7:54the story anyways, you know. [laughter]
7:56>> Yeah. Well, first thing is congrats,
7:58dude. I mean, 500K a month is definitely
8:00no small feat. Most agency owners never
8:03actually cross that mark, let alone even
8:05100k a month.
8:06>> Yeah.
8:06>> So, you guys did that one year after
8:08partnering. And and then you just blew
8:11it up from there. Yeah.
8:12>> Which is amazing.
8:13>> 100%.
8:14>> So, how did you first first reach out to
8:16Kai? Because maybe there's people that
8:19are wondering, you know, I like certain
8:21parts of the business. I am good at
8:24certain parts, I don't like other parts.
8:26How did you first reach out to him? Did
8:28you It doesn't seem like you had a
8:30business partnership in mind. So, you
8:32just wanted to become friends at first
8:33and then it kind of naturally evolved
8:35into a partnership.
8:37>> Yeah, I mean, ex exactly that. I mean,
8:39obviously, we were both in the same
8:40school community. So, the SWS school,
8:43it's actually your school community, as
8:44I said before. So, anyone uh looking, go
8:47ahead and join that stuff. It's good.
8:48Look at look at where it brought me.
8:49[laughter]
8:50Um, but yeah, I saw that post and
8:52actually reached out to him on school.
8:54So, I sent him a message and because he
8:56was like, "Ah, well, you know, this guy
8:58isn't [ __ ] cuz he's not asking
8:59stupid ass questions." Because I was
9:01asking him questions. He's like, "Oh,
9:02he's not asking stupid questions." And
9:04like, clearly he already knows somewhat
9:06what he's doing. He was like, "Oh, okay.
9:08We'll connect because we're at a similar
9:09level, right?" Um, it was never my
9:12intention to partner with him. I I I
9:14really didn't look at it like that at
9:16all. I was just looking for advice on
9:18what to do next. And since it since, you
9:20know, I saw his post and he seemed to be
9:22ahead of me, I contacted him basically
9:24for advice. And yeah, from there on out,
9:27like he he did have some good advice
9:28here and there, uh we were we were doing
9:31like similar things and some things not
9:33as similar. So, you know, I got another
9:34perspective of what was working
9:36basically. And then he did he got the
9:38same for me or I just like sold him
9:40stuff as well like SOPs and whatnot. uh
9:42like which is basically like a a list of
9:44how to do something for anyone that
9:45doesn't know like a step-by-step plan.
9:48Um and yeah, that's kind of that's kind
9:50of how we got into that because it was
9:51never really my intention to partner
9:52with them. I really wasn't thinking
9:53about that to be honest.
9:55>> Yeah, it's funny cuz I remember both Kai
9:58jumping on some of my Zoom calls and I
9:59remember you also jumping on Zoom calls
10:01and one thing that stood out about both
10:02of you is you both had really good
10:05questions and every single time you came
10:07back, you've already made a ton of
10:09progress. Yeah. I specifically remember
10:11asking you, you asked me a question
10:12about cold calling or something else and
10:15I said, "Okay, well, how many cold calls
10:16have you done? How many clients have you
10:17signed?" And you were like, "Oh, 16
10:19clients."
10:20>> Yeah.
10:20>> And I just remember thinking, 16 clients
10:22in the past week, like two weeks.
10:25>> Yeah.
10:26>> You're like, "Yep." [laughter]
10:27>> And that's that's when I knew that
10:29you're a you're a killer. You you you
10:32and Kai both just take advice and you
10:33just don't overanalyze anything and you
10:35just take action. And you guys
10:37>> you both have that in common. and you
10:39guys chose to partner and you're growing
10:42further together than you are apart.
10:44Yeah.
10:44>> But to be clear, you guys were
10:45successful even before you partnered.
10:47Yeah. And even if you guys never did
10:48partner, I still think you both would
10:50have an agency. Maybe it wouldn't be as
10:51big, but you both were successful
10:53because when you first came to Colombia
10:55>> and I was here, I was in Medigene. I
10:56remember Eric introduced us. I didn't
10:59even know you and him were coming. You
11:00guys are in my community. No one
11:02mentioned anything to me. And Eric just
11:04said, "Yo, I have your top students
11:06right now in the city. Can we come
11:08over?" And I was like, "Of course, man.
11:09Come, let's hang."
11:11>> And I met you guys and uh it was it was
11:14definitely great meeting you guys.
11:16>> And I just remember the synergy that you
11:17had and everyone saw it except you guys.
11:20>> Everyone knew you should party.
11:21[laughter]
11:22>> So funny.
11:23>> I'm glad you did, man.
11:25>> And it's and it's and it's worked out.
11:27>> No, 100%. We're living We're living the
11:29life now, so I definitely can't
11:30complain. It's probably the best
11:31decision I've made to partner with Guy.
11:33So
11:33>> amazing. So, what do you know now that
11:37you wish you knew when you were just
11:39getting started?
11:40>> Yeah. So, that's actually a great
11:42question. So, I wish I wouldn't over
11:45analyze anything. So, it's literally
11:46like you just said when I was coming
11:48into your calls in your community and
11:49just immediately implementing things.
11:51That was 6 months into my journey,
11:53right? That wasn't how I started out.
11:55The biggest mistake that people do make
11:57is a buying a course from someone that
12:00really doesn't know what the [ __ ]
12:01they're doing or they don't like
12:02actually run an agency or whatever and
12:04it's not just like easy to understand
12:05and like simple grasp. Um and b is
12:08absolutely just overanalyzing anything
12:10like oh well I need to like look at
12:12every single niche that's out there. I
12:14need to analyze it. You know am I going
12:15to be able to scale this to like $20
12:17million a month or not? This doesn't
12:19matter. You know what I mean? You need
12:20to take action quickly to start taking
12:22action. Start calling people because you
12:24are going to fail. you are going to make
12:25mistakes and that's just the natural the
12:27natural order of things I did the same
12:29thing. But if instead of overanalyzing
12:32everything because that's what I did
12:33with like the initial ads agency that I
12:36was going to do. It was like oh well I
12:37got to figure out how to put together um
12:39a team of like in sales agents so people
12:41call basically cold callers calling up
12:43my clients leads or whatever. I didn't
12:45even have a [ __ ] client yet. I was
12:47trying to learn Facebook ads. I didn't
12:48even have a client yet. None of that
12:50stuff is necessary. You don't need to
12:52know a thing until you have a client.
12:54So, you have to go step by step where
12:56it's like, okay, set up a Stripe so that
12:58it can take payment. You know, you don't
13:00even need a website or anything like
13:01that. You don't need a logo. You don't
13:03need any of that [ __ ] Get a list of
13:05leads that you can call. Get a dialer
13:07like go high level so that you can
13:08actually call people from it. And then
13:10to start calling people until you get a
13:12client cuz this is the best action that
13:14you could possibly take. And that's
13:16literally what costed me 6 months of
13:18time. Cuz guess what? Even when you do
13:20start, you're not going to be good in
13:22the first calls. If if you're thinking
13:23like, I'm gonna do 10 calls a day, it's
13:25going to take you a year. You know what
13:26I mean? I was putting a lot a lot of
13:28volume in and getting good at cold
13:30calling because like unless you're
13:32naturally like a like a salesperson or
13:34something like that or you have that
13:35personality. I can tell you I did not
13:38whatsoever and I didn't have the
13:39confidence to do that as either. But I
13:41did take the steps. So, it took me a
13:42while to develop that skill of being
13:45good at cold calling and so forth. So
13:47like the biggest thing is just taking
13:48immediate action. Just just raw stupid
13:51action. No thought. Just like literally
13:53turn your brain off and just like follow
13:55the advice of whoever basically knows
13:57better and just do it and that's it. No
14:00analyzing, nothing.
14:02>> How many cold calls were you doing?
14:04>> Oh dude, I was doing like 4 to 700 dials
14:07a day. So I was talking to hundreds of
14:08people.
14:08>> 4 to 700?
14:09>> Yes, bro. I was talking to hundreds of
14:11people a day. Like when I was when I was
14:13doing calls, I could even show you my
14:15agenda because I still have all the
14:16meetings in there, bro. I had like 30 to
14:2040 I was booking 30 40 people a day.
14:22Like I was booking that many
14:24appointments. So I would have like
14:25meetings that were like 50-minute
14:27meetings cuz my show rate was like 20%.
14:29So it was brutal. Um but I would just
14:32have like [ __ ] 20 30 meetings a day,
14:35bro, planned in. And like you know, if
14:38I'm lucky, maybe like five to 10 show
14:40up, right? And out of those, I'll close
14:42a few. I'll close maybe two to three.
14:45So, you know, maybe it's like, you know,
14:47a 10% close rate on everyone on everyone
14:50that basically books. But, I mean, all
14:51of a sudden, you've you're now making
14:52[clears throat] $450 a month worst case.
14:56So, I mean, it works.
14:58>> Yeah, the the math definitely checks
15:01out. When did you
15:03transition into SMS as well?
15:06Um, I actually did that very very
15:08shortly after I started cold calling
15:10because as a matter of fact, I actually
15:11found it in your community as well. So,
15:13I didn't know about that before I saw an
15:15interview with someone or whatever that
15:16you, you know, did um that was running
15:18that exact thing. I was like, "Okay,
15:20well, let me try that out." So, this was
15:21like a week after or whatever. And then
15:23that worked really well cuz now I didn't
15:25have to call people that weren't
15:26interested. So, it was way easier to
15:28book appointments. These people were
15:29more likely to show up and they were
15:31more likely to go ahead and actually,
15:33you know, pay me. So, [snorts]
15:35>> absolutely. And what was your script on
15:36the cold calls?
15:38>> On the cold calls? Um, ah, yeah. So,
15:41this is actually the Julie Becker
15:43script. Um, so let me let me think of it
15:46really quickly to make sure that I say
15:47the right thing here. It's basically
15:49like, "Hey, is this is this uh John's
15:52plumbing?" He's like, "Yeah,
15:54okay. Yeah, yeah, this is this is Mike.
15:57Um, you guys did a job for like a friend
16:00of my mom, Julie Becker. I don't know if
16:02that rings a bell." So, by the way, this
16:04is a complete lie. I have no idea. Julie
16:05Becker doesn't exist, right? They're
16:07like, "Julie Becker? I mean, Julie
16:09Becker? I don't know." It's like, "Oh,
16:11yeah. Well, you know, it was a long time
16:13ago." Any follow-up questions they ask
16:14about Julie Becker? Well, I don't know.
16:16It's a friend of my mom's, right? But
16:19she said that you guys didn't have like
16:21a website or anything like that, and
16:23yeah, I figured I'd just go ahead and
16:24build you one. So, do you want to check
16:26it out? And then you're like, "Oh, well,
16:29I mean, yeah, sure, I guess." And there
16:31you go. now you've got a meeting.
16:33[laughter] So that's literally the
16:34script um that that we were running and
16:37that just work I actually got that from
16:38Kai as well by the way. So and it just
16:41worked so well, dude. Like once I
16:43switched to that cuz I'm very analytical
16:45about how I test things, bro. My results
16:47like triple. I was like, "Oh [ __ ] this
16:50is wild." All of a sudden, I'm booking
16:51so many appointments. I'm like, "Oh my
16:53god, this is insane." So yeah, that
16:55worked really well. That was the script.
16:57>> That's good.
16:58Now were you at this point you were just
17:02doing websites and SAS as well?
17:05>> So there was really no SAS element at
17:08this point. Actually all they got was a
17:09website. This was like the worst
17:12service. Like honestly
17:13>> that's go high level SAS. So it wasn't
17:15like a custom SAS.
17:16>> No, it was no SAS at all. They didn't
17:18get anything from Gohigh Level. I would
17:19literally just give them a website and
17:23it would go through their email if they
17:24submit a form and that was it. Like I
17:26didn't integrate their Google business
17:28profile.
17:28>> This was in high level though. So the
17:30website was
17:30>> it was a go high level website. Yeah.
17:31Yeah. Go highle website.
17:32>> Would you hand them that sub account as
17:34well or just build a website?
17:36>> No. No sub account. No access to
17:38anything. Super simple. Here you go sir.
17:40I'm going to show you a website on your
17:41launch call. And uh yeah that's it. Just
17:44pay me every month.
17:45>> And how much was that?
17:46>> So that was $147.
17:48And we had a $300 package as well which
17:51most people went with. And that would
17:53basically include us doing like their
17:54Google My Business, which is just
17:56optimizing at one time and then, you
17:57know, it gets them better results and
17:59helping them get some reviews. So yeah,
18:00that's that it was either that 147 or
18:02297, which is that.
18:04>> Okay. And the people that you were
18:06calling, did you filter by people that
18:08have reviews and don't have reviews or
18:10you were just calling everybody and
18:11saying, "I built your website?"
18:12>> Initially, honestly, I wasn't filtering
18:14on niche. I was filtering on every
18:17single contractor known to mankind. Um,
18:19didn't matter if they had a ton of
18:20reviews or no reviews at all. and they
18:22needed to have a phone number. That was
18:24basically it. That being said though,
18:26later down the line when I, you know,
18:28became a little bit less stupid, I went
18:30ahead and filtered on how many reviews
18:31do they have, for example, because if
18:33someone has zero reviews, oftentimes not
18:36the best client to have. If someone's
18:37got like a minimum of five, okay, we
18:38could probably work with that, right?
18:41Um, same thing with you can you can
18:43filter on is someone's Google business
18:45profile verified? Because if it's not
18:47verified, you're in for you're in for
18:49quite the [ __ ] show. So you don't even
18:50want to deal with those people
18:51realistically. So yeah, now you can like
18:54definitely filter it way better, but
18:55initially no, I wasn't. And I I was
18:57getting like the gutter of the clients.
19:00I was getting the worst of the worst
19:02clients, but some of them I still have
19:03them today. So I mean it worked out.
19:06>> That's the [laughter] beauty of it.
19:07>> It is.
19:07>> When you have good clients, they can be
19:09loyal
19:10>> and they will stick with you.
19:11>> Yeah. 100%.
19:11>> Nice.
19:12>> That's great, man. So when
19:14>> And you were doing that all the way up
19:16until what, 15K a month, you said?
19:18>> Yeah, pretty much. I was literally like
19:20I never actually successfully ran ads.
19:22That's kind of like that's that that was
19:23Kai's strength. Really not mine. I also
19:25didn't enjoy doing it. So even like
19:27right before partnering I was like yo
19:29[ __ ] this [ __ ] Like I'm spending all
19:30this money on ads. It's converting but
19:33like it's it's literally like it's not
19:35profitable the first month which is like
19:37what you kind of want to go for with
19:38ads. Um I was like let me just go back
19:40to cold SMS. So I started that again and
19:42I jumped like four 5k in MR in like a
19:44few weeks. So because I was I already
19:46once again developed such a larger skill
19:48set and and I and I just knew way more
19:51so I could just sell people for way more
19:53money basically. So
19:54>> I agree 100%. I think cold calling
19:57>> is one of those things that not only
19:58gives you the most at bats as possible
20:00but there's an underlining skill set
20:02that you're building and that's the
20:04skill of sales.
20:05>> 100%.
20:05>> So even if you're terrible if you walk
20:07away after one two three months of cold
20:09calling
20:10>> you're going to be such a better salesp
20:11person. when you get on Zooms, you're
20:13going to do way better versus if you
20:14compare it to like email outreach. If
20:16you fail at email outreach for two weeks
20:17or two months or multiple months, all
20:20you learned is maybe you don't know how
20:22to set up email records or you didn't
20:24actually learn that much. Right.
20:25>> Exactly.
20:26>> So, I love that you did that. So, when
20:28And did you start running ads at once
20:31you crossed what like 6 7K a month?
20:34>> Uh yeah, if I remember correct like
20:35eight and eight or 8K or something like
20:37that maybe. It's right when I moved to
20:38Hawaii with Kai. He was like, "Yo,
20:41figure out all the like nerdy [ __ ]
20:43about it and I'll just teach you how to
20:44run the creatives. I'll give you what
20:45already works." I was like, "Well, [ __ ]
20:47it. Let's do it." Right. So,
20:49>> nice. So, what's the first thing that
20:50you and Kai did once you part once you
20:53came together and you partnered?
20:54>> It's a great question. So, Kai's
20:57strength, as I said, is is ads and so
20:59forth. Um, his weaknesses are are most
21:02definitely like being organized and like
21:03hiring and managing and stuff like that.
21:05So the first thing that I did is I put a
21:08very controlled process into place. So I
21:10hired closers, I hired CSMS, so like
21:13customer success managers and I put a
21:14very very in-depth training into place
21:16so that we can deliver a better um you
21:18know customer service and I put systems
21:20in place. That's the very first thing
21:22that I did cuz like I knew like the
21:25reason why we needed each other is a I
21:27couldn't get clients fast enough to to
21:29the scale that I wanted to and Kai would
21:32lose his clients because his his service
21:34was kind of [ __ ] and he didn't know how
21:35to train people or hire people which I
21:37was really good at. So we basically put
21:40those two things together and then and
21:42then yeah and then then we started to
21:44roll and that's literally everything
21:45that I've been doing ever since like
21:47just building out training. Like even to
21:48this day like it's a continuous thing.
21:50I'm constantly building out systems,
21:52constantly hiring and firing people,
21:54improving training to give like the
21:56people that you hire the best possible
21:57chance of being able to succeed at your
21:59company. Cuz it's not even like
22:01necessarily their fault. You always have
22:03to look at yourself first of like, yo,
22:05am I giving my people the tools that
22:07they need to go ahead and actually
22:09succeed or not? Because it's easy for
22:11you to blame someone, say they're [ __ ]
22:12when you know everything from the very
22:14start and they know nothing, right? So
22:16that's the very first thing we did and
22:17and like put a controlled sales process
22:19in a place where Kai Kai bro Kai would
22:22close a 80 90% close rate. He would
22:24close everyone but it was different
22:25every time. This man did not know what
22:27he was saying. It was just he just
22:28slapped it out of his wrist just like
22:30some random [ __ ] that he was saying. He
22:32he'd like have this hat. He called it
22:33his uh his lucky hat actually. It was
22:36like a weird little green contractor
22:38hat. And sometimes he just go like this
22:40for someone that really didn't want to
22:41close. He'd just take off his hat. He's
22:43like, "Listen, this my closer's hat
22:46here. I'm not going to be able to let
22:47you go. I'm going to need your credit
22:48card." And they just look at him. They'd
22:50be like, "What the fuck?" [laughter] And
22:52he just keep pushing and they just give
22:53him his credit card. I was like, "Bro,
22:55what the fuck?" I would sit in Hawaii
22:56sometimes or I was living with with him
22:58in Texas as well. And I would just
23:01listen and and and look at this man
23:03going on a sales call. It is like the
23:05funniest [ __ ] Like I swear to God, like
23:07the stuff he says, you're like, "Bro,
23:09what is this?" But it works so well. But
23:11[snorts] yeah, I had to put it into
23:13like, you know, take everything that was
23:14good from him basically, um, and put it
23:17into like a structured process because,
23:18you know, not everyone's Kai sadly. So,
23:21out of control.
23:22>> You can't teach closers that strategy.
23:24>> Yeah, you cannot. You can be like, look,
23:25look, bro, just do what Kai does.
23:27>> Just pressure them and make them either
23:29pay or
23:31>> or
23:32hang up instantly.
23:33>> I mean, that's that is the strat to be
23:35completely honest with our anyone doing
23:36what we do, that's the strat right
23:38there. They either tell you to [ __ ] off
23:39or they give you your credit card. It's
23:40one or the other. There there should be
23:42no in between. There should really no be
23:43no in between. No,
23:44>> there's no let me think about it.
23:45>> No, no, there shouldn't be.
23:47>> All right. Nice. That's good, man. So,
23:50how many closers do you guys have now?
23:54>> We actually just fired one yesterday, so
23:56seven now. We had eight.
23:58>> Wow.
23:59>> Yeah. And then three three setters.
24:02Yeah.
24:02>> Nice. And what are you spending per
24:05month in ads to fill up all those
24:07appointments?
24:08>> Like 150k probably.
24:10>> Wow. I mean, marketing right now is
24:12probably our biggest thing that we can
24:13improve. Like, that could
24:15>> that could definitely be a lot better.
24:17But, yeah, that's what we're spending
24:18right now.
24:19>> Okay.
24:20>> As long as it's profitable, it makes
24:21sense. So,
24:22>> and if you're comfortable sharing, what
24:23is roughly your profit margins in in the
24:26business at your scale?
24:28>> Yeah. So, that really depends um monthto
24:31monthth if if I'm being completely
24:32honest, cuz like even for us, like, you
24:35know, you might be like, "Ah, they're at
24:37500k month. They know everything." No, I
24:38don't. I really don't. There's so much
24:40stupid stuff that I still do to this day
24:42and mistakes that I make that you learn
24:44from. But for us, on average, it's like
24:4640ish%.
24:48That being said though, that will
24:50realistically go up as our ads get
24:51better, which is what we're heavily
24:53heavily dialing in on right now. And as
24:55we also cut overhead because AI is here.
24:58Um, you know, I've I've let go of like
25:0211 people in the last two weeks. In the
25:04next two weeks, there's going to be six
25:05more. So, I've cut like 30% of my
25:07payroll basically because a lot of
25:10people just aren't necessary anymore.
25:12Um, and then yeah, on top of that as
25:14well, upsells, which is one thing that
25:16we never did. We just implemented this
25:18as well. That's literally just free
25:19money. So, we weren't doing this up
25:21until like literally last month. Um, so
25:24yeah, profit margins could realistically
25:26be like 50 to 60 60 if everything's like
25:28properly optimized and done, I would
25:29say. But right now, it's 40,
25:31>> especially with upselles because it's
25:32already existing clients. There's no
25:33additional ad spend to get those people
25:35on. So,
25:36>> Exactly. Yeah. And it's it's very easy
25:37to upsell people like they already know,
25:39like, and trust you because that's kind
25:41of the thing with our model where like
25:42you have the original agency model like,
25:44"Yo, give me two grand a month. I'll run
25:46your ads." They have no idea who you are
25:48and they've been scammed like 25 times
25:50by, you know, the the past guy right
25:52before you that was doing the same
25:53thing. So, they're like, "Yo, I don't I
25:55don't want to do this again. Like, this
25:56has happened so much, right?" But we
25:58come to them, it's like, "Bro, it's 297
26:00a month." They're like, "Well, it's 297
26:02a month. I mean, you might as well
26:03[ __ ] try it, right? And then down the
26:04line, if they're even just a little bit
26:06happy, you sell them on something else
26:08cuz you've already made this initial
26:09sale. You already have their credit card
26:10on file. You don't even have to ask them
26:12that. You just need their permission.
26:14And when they say yes, there you go.
26:16You've now got another product that
26:18you're, you know, that they're paying
26:19you for like every single month. So,
26:21>> absolutely. So, what is your product
26:23now? How is it, how has it changed from
26:25what you described earlier to what it is
26:26now? And, and what are those upsells?
26:28Yeah. So, it's it's definitely changed
26:30um quite a bit. So, the the way that we
26:34have it right now, there's a lot more
26:35automations for the contractors. Like,
26:37we really do try to make it as easy as
26:39it can possibly be for them. So, we
26:42still have the website, which is a much
26:44much better product at this point. And
26:45we're even like right now as we speak
26:47making it even way better. um a bunch of
26:51automations like oh let's help you get
26:53reviews automatically follow up with
26:54past customers notify you when someone
26:57like submits the lead form or whatever
26:59via text message instead of email so
27:01that's like the basic package of 297 a
27:03month we'll optimize people or fix
27:06people's Google my business profiles as
27:07well it's another thing we do it's an
27:09upsell one time then Google local
27:12service ads is an upsell service that we
27:15do and SEO so those are basically the
27:18things that we
27:19Okay. And so the to make sure that I
27:22understand the base package is $300 a
27:24month. That's your lowest level package.
27:26>> It's 297 and they get a website,
27:29>> right? They get mis call text back.
27:31>> Yep.
27:32>> Which automatically just texts their
27:34leads. Yep. That they uh do not pick up.
27:37They get lead followup on their website.
27:39>> Yeah.
27:40>> So just any lead that submits a contact
27:42form. Do you do live chat or No,
27:44>> no.
27:44>> Or just contact forms. Not right now.
27:45Okay. Just contact forms. And then
27:47Google reviews.
27:48>> Yep.
27:48>> A Google reviews campaign or you just
27:51give them a Google reviews funnel link.
27:54>> So we give them both. We give them a
27:55funnel link where where we can basically
27:57make sure they don't get any bad
27:58reviews. And we'll do a Google review
28:00campaign as well. But you got to get
28:01their customer list for that.
28:02>> Right. Right. And you do that for
28:04everybody though.
28:05>> Mhm.
28:06>> Okay. Do you do database reactivation as
28:09well on all their past leads?
28:11>> We don't actually. We could technically
28:14but we don't. No.
28:15>> Okay. I don't think it's a bad idea, by
28:16the way. Like, we probably should do it
28:19[laughter]
28:19>> to be completely honest.
28:21>> And how much are your upsells? The the
28:22the Google Maps optimization as well as
28:25the SEO.
28:26>> So,
28:28basically Google Maps things are $500
28:30one time. We discount them sometimes
28:32depending on if they buy a bigger
28:33package or whatever. Um, and SEO and LSA
28:36are both 500 a month.
28:38>> Okay.
28:38>> So, they're pretty cheap still. Like
28:40>> 500 for both or 500 each?
28:41>> Each each.
28:42>> Yeah.
28:43>> Okay. So, some of your clients you
28:44elevated to a,000 a month or 1,300 a
28:47month.
28:47>> Yeah. Yeah. No, 100%. I mean, and and
28:50we'll get those on like three-month
28:51packages and so forth as well.
28:53>> Pay in full for three months.
28:54>> Yeah. Yeah. Yeah. The majority because
28:55you have to make it an offer like it's
28:57$800 a month unless you buy anything
28:58higher. Unless you buy a minimum of a
29:00quarterly and now it's 500 a month, for
29:02example, because otherwise what are you
29:04people going to do? They're going to
29:04sell 500 a month.
29:06>> Meaning if they pay quarterly,
29:08>> they will get it averages out for
29:10>> Yes.
29:10>> from 800 a month to 500 a month.
29:12Exactly. But they have to just pay for
29:13those months up front.
29:14>> Exactly. Yes. That's a strat.
29:16>> Yeah. That's a good model, man. I I I
29:18like that a lot. And I one thing I love
29:22about what you've done is the way you
29:24view skill acquisition
29:27>> is you take it one step at a time. Yeah.
29:29>> And like you just mentioned, there's
29:31still things that you're working on and
29:33fixing. Now, I think a lot of people
29:35could look from the outside and look in
29:36and and think, "Oh, Mike has everything
29:38figured out. He's just he's really
29:39smart. He's done all this stuff and he
29:42just knows everything. So for him it's
29:43like a smooth sailing ship.
29:45>> Yeah.
29:45>> But what you've described is you've done
29:47the the cold calling, you've tested
29:49multiple different niches and failed at
29:50all of them. Then you finally kind of
29:52found one, tested a bunch of different
29:53cold calling scripts. Boom. Then you
29:55found this one. Okay. Then you found
29:56that and you're just basically skill
29:57stacking.
29:58>> Yeah.
29:58>> And you're stacking on new skills that
30:00build on top of the next one. And that's
30:02essentially how you got here.
30:03>> Yeah.
30:04>> First it was just sales, then it was
30:05okay. Fulfillment, then it was SOPs.
30:07Okay. Now we have to learn how to run
30:08ads. Then you learned marketing. Then
30:09you learned this. Then you learned
30:11hiring, right? Then then you learned
30:12firing. So I like that because you're
30:16still
30:17you're still doing that same thing and
30:20you're still super driven. I think a lot
30:21of people also when they get to a
30:23certain level, they get a bit
30:24complacent.
30:25>> But what I like about you is you you're
30:28always growing and you're always
30:30thinking about that next step.
30:31>> Yeah.
30:32>> How far do you think you can take this
30:33agency?
30:34>> Oh, super far. I mean,
30:37realistically,
30:38like I'm trying to get it to a mill a
30:40month by like September. Like absolute
30:43dead worst would be like end of this
30:45year, but um in like the next two years
30:48after that, I I would get it to like 5
30:50to 10 mil a month. Like my goal is to
30:52get it to 10 mil a month basically. And
30:54then from there,
30:55>> I'll probably sell it to be honest cuz
30:58don't you think it's saturated?
31:00>> [laughter]
31:00>> Don't Don't you think people don't want
31:02go high level services or SAS services
31:04or new websites?
31:05>> That's that's such a funny one already
31:08has a website.
31:08>> When you read some stuff like that in
31:10the comments, like you just I just look
31:11at that. I'm like, bro, you have no
31:13[ __ ] idea. Like it's like, what do
31:15you mean it's saturated? Like what?
31:17Well, if you if you go outside and
31:19you're like, "Oh, well, bro, I can't
31:20start a bakery. There's already like two
31:22bakeries here. No one's going to buy my
31:24[ __ ] bread." It doesn't work like
31:25that. People will still buy from you.
31:28Like saturation does not exist. There's
31:30no niche that you could go to that is
31:33saturated. It does. It doesn't exist.
31:35Like you just need to be better and you
31:37need to put in the work. Like think of
31:39it like this for contractors, right? For
31:42me to get this to 10 mil a month at
31:44like, you know, let's call it, you know,
31:45the $300 a month clients or whatever.
31:48What is that like 33,000 people or
31:50something like that? Yeah, it's like
31:5133,000 people. You know how many
31:54contractors there are in the US? Tens of
31:56millions. I'm not getting even 1% of the
32:01totable addressable market and I'm at 10
32:05mil a month. And 10 mil a month, that's
32:07$120 million a year. That will probably
32:09get me a $500 million exit, right? Where
32:12I never have to work again in my life.
32:14And I don't even have 1% of the market
32:17in my hands. So, how is it saturated?
32:20And even if they already have a website,
32:22who gives a [ __ ] I was targeting people
32:23that already had a website. Their
32:25website's [ __ ] People People change out
32:27their websites all the time. You think
32:28my clients don't leave? You think
32:30they're gonna be without a website? No.
32:32Someone else is their website. So, it
32:34doesn't matter. Like there there's no
32:36such thing as saturation. That's that's
32:37that's a madeup belief. Doesn't exist.
32:41>> I agree. And I get this question all the
32:43time. I see it in the comments. And it's
32:45funny when someone's just trying to hit
32:4610K a month and they're asking me, you
32:48know, questions about saturation.
32:50>> Yeah. It's like, bro,
32:51>> and they have two clients. [laughter]
32:54So, that's good. What would you What
32:56advice would you have to somebody that
32:58has similar skill sets to you and they
33:02like more of the backend stuff. They
33:04like all the business development stuff.
33:06They're not really into sales. They're
33:07not really into marketing. Would you
33:09recommend they go down the road that you
33:11went down because you had to learn
33:12sales, you still had to close clients,
33:15you had to do all that. Or or would you
33:17recommend they just find a partner from
33:19the beginning, which is
33:20>> No, I I I would not recommend that to be
33:22honest. Um, reason being is that the
33:25reason why Kai and Kai's partnership and
33:28and Jesus Christ, Kai and Mai's
33:29partnership or whatever, uh, worked that
33:32well is cuz we both were successful and
33:34we both had the skills already and we
33:36already trusted each other, right? If
33:38you're partnering with someone from the
33:39start, if you're like an like an
33:41experienced agency owner, this could
33:43work if you know what you're doing and
33:44you're setting it up right and so forth.
33:46But I wouldn't I definitely wouldn't
33:47recommend starting off like that if
33:49you're someone that's like more
33:50technical and so forth like me because
33:52I'm I'm a software engineer um
33:54originally. So I'm super super
33:55technical.
33:57You have to learn the social skills. You
33:59have to learn sales. If you don't learn
34:01this and if you're a weirdo, which if
34:04you're watching this and you're a
34:06technical guy, you probably are if
34:08you're being honest, right? Why the [ __ ]
34:11would I want to partner with you? I
34:12don't even like you. This is the thing.
34:14Like people people will look at you and
34:17they'll be like well you know he's
34:18technically he knows things but like
34:20yeah I don't really like the guy and
34:22they're not going to partner with you
34:23just because that because it's all it's
34:25all a feeling thing as well. So you need
34:27to be able to learn those skills and
34:28sales is the best way to do it cuz like
34:30you're just calling leads. These people
34:31will tell you to [ __ ] off. Some will
34:33like them. Uh some will like you, some
34:35won't. It doesn't matter. But you're
34:37you're generating that skill set and
34:39this is probably the best skill set that
34:41you had for life. Like if I'm if if if
34:42anyone asked me like what skill is the
34:44main skill that I need to learn, it's
34:46sales. It's not the technical stuff.
34:49It's not managing people. It's not
34:50hiring and firing. It's sales. If you
34:52can sell, if this is all you can do, if
34:54you can just sell, you will always be
34:56able to get a job. You will always be
34:59able um to make friends. You'll always
35:01be able to get a partner. You'll always
35:03be able to make business relationships.
35:04You could get a sales job as well.
35:06Because guess what? Even if you're a
35:07software engineer, right, like I was.
35:10Um, guess why I got hired most of the
35:12time. I'm not like the magical software
35:14engineer or whatever, right? I'm there's
35:16people way better than me. Like we have
35:17a team of software engineers. Every
35:18single one of them is better than me,
35:20even though I lead them, but still. Um,
35:23they just like me. People People just
35:25like me because I'd learned to become
35:27social. They're like, "Ah, you know,
35:28well, this guy isn't like, you know,
35:30100% [ __ ] weird and he has some type
35:32of skill. Let's give him a shot." So,
35:34that's like the biggest skill. Like
35:35don't worry about the tech stuff. Learn
35:37it and then partner later down the line
35:39if it makes sense. I would say cuz also
35:43you're you're right from the start and
35:44now you're going to split your profits
35:45when you ain't even gotten yet. It's
35:47like bro come on dude, get some money
35:49first.
35:50>> Yeah. It's also a good test to see that
35:52both people are willing to do what it
35:54takes.
35:55>> Exactly.
35:55>> And it's a good filtration mechanism
35:57because imagine you partnered with
35:59someone who's way lazier than you. You
36:01like him as a person, but he just
36:02doesn't work hard.
36:03>> Yeah. That will happen,
36:05>> right? Which definitely can happen. But
36:06if you build it separately first, you
36:09can see which ones I mean because you
36:10and Kai are both successful.
36:12>> Yeah.
36:13>> On on all accounts, you already could
36:15have started traveling the world
36:16full-time and like you could already
36:17live your dream life, but you knew that
36:19you can go further together.
36:20>> Yeah.
36:21>> Right. And so imagine if if you were at
36:23a point where you grew to 15K, but you
36:27know, Kai was at 5K or vice versa, you
36:30guys probably wouldn't have partnered.
36:31>> Yeah. because you would kind of sense
36:33that, okay, maybe I'm just doing
36:34something better. I don't know. It would
36:36it would be a harder discussion.
36:38>> Yeah.
36:38>> And I think that's that was the
36:40beautiful thing about that partnership.
36:41As well as if you know sales, if you do
36:43need to step into a sales meeting or you
36:45do need to analyze some calls, you can
36:46also do that.
36:47>> Exactly.
36:48>> And you're not just doing the technical
36:49stuff.
36:50>> Exactly.
36:51>> But you have all the skills
36:52>> because what's going to happen if your
36:53partner gets sick? Oh, I guess we'll
36:55just not sell anyone because I don't
36:57know how to do sales. I mean, I guess
36:58we'll just get a closer, which I don't
36:59know how to train cuz I don't know how
37:01to do sales. You're [ __ ] So, it's
37:03like you kind of have to know it. It's
37:05It's just an essential skill set.
37:06>> I agree. And some people actually ask me
37:08about this. They say, "Oh, well, I don't
37:10really want to do sales. Can I just hire
37:11a commission only salesperson to sell
37:13for me and I'll just do all the back-end
37:15technical stuff." They'll do all the
37:17cold calls and all the sales. I'll just
37:18do the backend stuff. And I just tell
37:21him, I'm like, "Dude, don't you think
37:22this guy would just have his own
37:23business if he could do all that?"
37:24>> Exactly.
37:24>> Like, why doesn't he just hire out your
37:26role? like why are you trying to hire
37:28this person?
37:28>> It's not that easy.
37:30>> Yeah, I agree.
37:31>> And you do need to have the skills
37:32yourself.
37:33>> I agree.
37:34>> So, what's next for you? You've grown
37:37the agency. You have a set plan. You
37:39have the systems. You have the SOPs.
37:41You're going to keep scaling this thing.
37:43>> Yeah.
37:44>> What are you going to do with all this
37:45time and money, Mike? [laughter]
37:48>> That's a great question. So, right now,
37:50honestly, I'm starting to suffer from
37:53these problems of having too much time.
37:56um somewhat because like at this scale
37:58like if you're at 500k a month and like
38:00you're you're you're working 80 hours a
38:01week, you're doing something wrong. Like
38:03then you probably don't know how to
38:04manage people. Um so I do have a lot
38:06more time nowadays and honestly I have
38:09been side questing a lot. So I'm still
38:10trying my main focus is still the
38:12company, right? Like I'm heavily trying
38:13to scale this. Um but it's it's just
38:15much much easier at this point than it
38:17was in the start where I don't like
38:19there's not nearly as much expected from
38:20me um as there was previously. So, a
38:24couple of the things that I am doing.
38:26So, a I actually just finished up
38:28motorcycle classes, right? I'm a very
38:30extreme person at heart where like that
38:34that's why I'm like hitting I mean you
38:35kind of have to be to do what you know
38:37what I'm doing in a sense. Um so when I
38:40think like okay well you know I I want
38:41to get my motorcycle license. This is
38:43one of the things that like just opens
38:44up a lot of things in your life, a lot
38:45of cool experiences. I remember when I
38:47was in Bali and I was driving a scooter.
38:49I was like bro this is so sick. It just
38:51made me happy right? I was like, "Okay,
38:53I I thought about it again uh when I was
38:55here in Colombia and then I decided, you
38:57know, why don't I just
38:59take some classes and get a motorcycle
39:02and I was like, well, there's no reason
39:04why not to." So, I did that. So, I just
39:07finished it last Thursday and then I was
39:10thinking, you know, well, what else
39:12could I do? So, I'm like, okay, well, I
39:13got my motorcycle license. I've got a
39:15car license. You know, why don't I get a
39:18boat license, right? Why don't I go
39:20sailing? So now I've planned to in the
39:22summer in July I go to Croatia. I'm
39:24going to get my boat license. So my
39:26motorboat license. I'm going to get my
39:28sailing license there. Then I'm going to
39:30get my radio license cuz that's some
39:31[ __ ] you need as well apparently. Then
39:33after that I'm going to be going to
39:35Thailand for um the third for the last
39:38quarter of the year which I'm going to
39:39be training Muay Thai for which right
39:41now I'm also training a bunch of
39:42flexibility mobility for that. So then
39:45in Thailand I'm going to be side
39:46questing basically becoming a Muay Thai
39:48warrior, right? And then I'm going to be
39:50doing uh a scuba diving there as well.
39:52So I'm going to get that license whilst
39:54we're at it because that's something
39:55that exists. Then I'm going to get my
39:56free diving license there whilst I'm at
39:58it. Then when I go to Spain
40:01um January to like April, I'm going to
40:05get my helicopter license. I'm going to
40:07get my plane license. And then I'm going
40:10to get my skydiving license. So I'm just
40:12thinking about these things. I'm like,
40:13how can I unlock the coolest experiences
40:17and provide value to the people around
40:19me as well? Cuz we all know ain't nobody
40:21going to [ __ ] do this. There is no
40:23way that anyone is going to even have a
40:25[ __ ] boat license cuz it takes like
40:27effort and progress, right? But now you
40:30can be the guy, okay, well, I want to go
40:32do something. All right, well, cool. Do
40:34you you know, you want to rent a boat or
40:36whatever, but you need a captain and
40:37then, you know, he's a son of a [ __ ] or
40:38whatever. You don't like him. Cool.
40:39Well, I'll just be the [ __ ] captain.
40:41I'll rent a boat myself and we'll just
40:43go yaching out in Europe or whatever.
40:45So, I'm just doing a lot of side
40:46questing where I'm just like, okay, what
40:48skills can I learn that will be valuable
40:50for me and that will stick with me for
40:52the rest of my life. So, like for
40:53example, all those things I just
40:55mentioned, then I'm like health is
40:57another thing. So, like I like to
40:59experiment with things. I'm not like um
41:02things [clears throat] don't have to be
41:02super super proven for me for me to try
41:04them so to say. So, I got the fattest
41:08stack of peptides as well. I've got
41:10literally I got to make the the the the
41:12syringes a day. Actually, I'm taking
41:14like eight different injections a day.
41:16There's like [ __ ] 14 peptides that
41:18I'm taking.
41:19>> Yeah, that's insane. I know you you sent
41:20me a video
41:22>> in your house of all those and I was
41:23like, "Dude, you're going to glow in the
41:25dark after you take this." Yeah. So, so
41:28that's one thing. Um,
41:30>> you know, like like the biggest thing I
41:31think a lot of people do once they like
41:33start to get some money and have some
41:35time is just their health. I've already
41:37been very very health oriented like my
41:38entire life, but like having what I have
41:40now, I can get a chef, right? I can
41:42optimize my food. I can get a personal
41:44trainer for the gym, right? That pushes
41:46me even harder. Um, since I have I have
41:48a lot of issues that I've had mobility
41:50and flexibility wise. Okay, cool. Get me
41:52a personal trainer for that. Train with
41:53me every single day. So, I'm just
41:55pumping a lot of money into these
41:56aspects of my life where I'm like, how
41:58far can I fetch it where I am just like
42:00absolute peak peak peak performance and
42:03physical condition and mental condition
42:05because this is all going to make me
42:07more money. If I [snorts]
42:09feel better and I can think clearer,
42:11it's going to directly reflect on my
42:13business because I'm the one that's
42:14managing and running the entire thing.
42:16So, that's pretty much the way that I
42:19see it. And then yeah, just travel
42:20around the world. Um, explore places,
42:23you know, try to make good
42:24relationships. Like my my parents are
42:26actually coming or my brother and my dad
42:27at least are coming next week to
42:29Colombia. So I'm taking two weeks with
42:31them uh in Medí here and going to Costa
42:33Rica as well. So, because I now have
42:35what I have, um, I could basically put
42:37together like an entire travel plan for
42:40them. We can make memories as a family,
42:42which is which is something we didn't
42:43necessarily we weren't necessarily able
42:45to do as much when I was a child because
42:47of, you know, the reasons I won't get
42:48into. Um, but now I can go ahead and do
42:52these things. I give my money my my mom
42:54and my dad both a monthly salary as well
42:57so that they can have a more comfortable
42:58life. So because of all these things, I
43:01can basically create experiences for
43:02people and for myself which I'm going to
43:04remember because at the end of the day,
43:06I love doing all the, you know, the the
43:08agency stuff. I love building the
43:09company and whatnot, but like that's
43:12only a small part of life realistically
43:14and it's one I I really like, but
43:17there's family as well which you want to
43:19build on. There's your health. Um, you
43:21know, there's friendships, there's
43:23recreational things, right? like
43:25personal development. Like there's so
43:26much more to life and there's so many
43:28more aspects that you kind of want to
43:30max out in that sense. Like I look at it
43:32as like buckets. Like you want to fill
43:33every bucket where it's like try to
43:36focus your time on that as well. Cuz if
43:38I get to 10 mil a month, you know, for
43:40example, next year or in two years or in
43:433 years, it's not going to matter. It's
43:45it's it's really going to be the same
43:46for me. Like I'm 24. So, if I get it if
43:49I get it by by 26 or by 30, it really
43:52won't matter and it won't really change
43:53my life anyways because like I'm already
43:55making enough money where almost all the
43:58doors have already opened for me
43:59anyways. So, that's kind of the way that
44:01I see it and that's that's pretty much
44:02what I'm doing, man. So, keeps me very
44:04busy. I can definitely tell you that.
44:06[laughter]
44:07>> Absolutely. I remember when you first
44:08asked me, I think it was like a year ago
44:10and you asked me about retiring your
44:12mom. I believe you did first, right?
44:14>> Yeah, I actually did both together
44:15>> at the same time. Okay. So, retiring
44:17your parents and I remember we talked
44:18about that and I remember telling you
44:20about how how good that'll feel and the
44:23the massive benefit that you just that
44:25you gave them
44:27>> and you basically bought back their
44:29life.
44:29>> Yeah.
44:29>> And that's what people don't realize is
44:31in the beginning you're working for
44:32selfish reasons. You don't want to have
44:34a boss. You want to travel. You want to
44:36do this. You you make it all by yourself
44:37and you make it all about the
44:38experiences that you want to have. But
44:41from my experience and from doing crazy
44:43[ __ ] and you know going having yacht
44:45days and doing other stuff and traveling
44:48and going to different countries, I
44:50still don't feel any more fulfillment
44:52than when I first retired my mom and it
44:54was such a big deal. Like she spent her
44:56whole life working and grinding and then
44:58you can do that for her. And that's what
45:00makes this business so powerful that I
45:02think people don't really see when
45:03they're just getting started.
45:05>> Yeah, I agree.
45:06>> And all this stuff is amazing. I mean,
45:09you're basically becoming James Bond
45:10>> pretty much, man. That's what that's the
45:12goal.
45:12>> You're basically building all the skills
45:13you need. Plus, you speak multiple
45:14languages.
45:15>> And it's cool that we live in a place as
45:17well like Medigene. We both love it here
45:20>> and we're both based here where you are
45:22able to do that.
45:23>> Yeah.
45:23>> And you're able to dive into as much as
45:25you want. Uh dive into all these
45:27activities as much as you want. And
45:32I think having a home base though,
45:34you're talking a lot about travel and
45:35something I've learned is having a home
45:38base is extremely powerful though as
45:39well. Having a solid work setup because
45:41I've gone to the other extreme where I'm
45:43traveling so much
45:44>> that I can't comfortably work and then I
45:46end up missing work completely. I'm
45:47like, dude, I miss just sitting down.
45:49>> I agree.
45:50>> And rewriting a VSSL or filming bunch of
45:53ads, doing whatever. So, how are you
45:56thinking about or how are you now
45:58balancing work and all these activities?
46:01>> Yeah. So, I actually don't work on
46:03weekends anymore. Like, especially when
46:04I started out, I was working like 12 to
46:0714 hours a day every day. And I would
46:08not leave the house. Uh except for the
46:11gym. That was it. So, that's that's how
46:13I started out. And I'm not saying you
46:15necessarily have to be like that when
46:16you're starting, but it can be good if
46:18you're that type of person that can
46:19handle it at the very least. um right
46:21now
46:23like I could still be doing that and
46:25like as an entrepreneur sometimes you
46:27will you you will still associate
46:29yourself with the pain that you had in
46:30the start where you where you just put
46:32in so many hours and stuff like and
46:33you'll continue to do that but you have
46:34to stand still and think to yourself
46:36like is this really still necessary and
46:38for me it's not so I had to kind of like
46:41like actually like properly think about
46:42it and be like yo I can't work on
46:44weekends like I should I should make
46:45sure to plan things every weekend that I
46:48can go ahead and do right I have I'm I'm
46:50a very scheduled and organized person.
46:53So, for example, I'll have my training
46:55sessions start at the time that I should
46:57end my work as well. So, it's like 5:00
46:59pmish more or less. Um, so that's kind
47:02of how I've organized it so that I can
47:03make time for these activities. Like I
47:05plan the activities first and I work
47:06around it. But obviously I do make sure
47:08that I have a comfortable workspace and
47:11so forth, which is also a big thing like
47:13when you start to earn more money. Um,
47:16like just buy your workspace like it
47:17it's going to like I bought like the
47:19most maxed out workspace that I could
47:21get pretty much and laptop aside it's
47:23like I don't know like 10 grand
47:26basically and this is like peak
47:28comfortability like I bought the [ __ ]
47:30that I really don't need even right so
47:33I'm living here I can just put this in
47:35storage right like that's what I'm going
47:36to do I'm just going to put it in
47:37storage until I basically return if
47:40you're constantly going to like a few
47:42countries which are traveling in between
47:44which is which is kind of what I am
47:45planning to do. Um you just do that for
47:48all three of those places and you put it
47:49in storage and then you just take it out
47:50again when you get get back and that's
47:52it. That way you can have your
47:54comfortable workspace and so forth
47:55because otherwise one one thing is like
47:57you said traveling is so fun until you
48:00have to work whilst you're traveling and
48:01you have the absolute worst setup and
48:03you're like bro there's like you know
48:05construction work right around the
48:06corner here like I'm sitting on like
48:08like one of these lawn chairs like what
48:10like what is going on? it just becomes a
48:12very uncomfortable experience where you
48:14just want to work and you're on vacation
48:16but you can't even enjoy your vacation
48:17because you can't properly work. So you
48:19kind of do have to set it up in the
48:21right way where where you can have both
48:23and where you can have that balance in a
48:26sense.
48:27>> Absolutely. I agree. And it's crazy how
48:29in the beginning in the agency journey
48:31is actually the worst part.
48:32>> Yeah.
48:32>> When you're grinding in the beginning is
48:34100% true for me as well. It's the worst
48:36part. Where where do you think is that
48:39curve where it goes up and then it
48:40starts to become easier? Is that a It
48:43could be a revenue number. It could be a
48:45certain amount of clients. Where do you
48:47think that lies?
48:47>> For me, initially it was a bit of a
48:49revenue number cuz when I was making
48:51like 6 7k a month like I'm from Europe,
48:52you know, in the US that might not be a
48:54lot. Uh in Europe, let me tell you, it
48:56is because it was almost all profit. Um
48:58that's a decent income anywhere, man. If
49:00you're not in a big city, if you're not
49:01in New York City, if you're not in
49:02Miami, LA, maybe even Vegas, dude, 6, 7K
49:06a month, you can live anywhere in the
49:08world that's not a big city like a
49:09Dubai. So, I think that's that's super
49:11solid, especially because you have your
49:13time back.
49:13>> Exactly.
49:14>> And you're collecting monthly recurring
49:15revenue. So yeah, that that honestly was
49:17was definitely a moment where the
49:19pressure kind of let off because it was
49:20like I I remember this very vividly
49:22because I was living in Spain at the
49:23time and I was sitting with a friend
49:25that I was living with um in a
49:27restaurant, an Italian restaurant in
49:28like some some random ass town by the
49:30coast and you know we started talking
49:33about the agency and money and whatever
49:35and you know it just all of a sudden
49:36just like dawned upon me. I'm like you
49:38know I haven't done anything in like 2
49:40months and I've just been making like 6
49:437k a month. Like this is in the very
49:44start. I thought everyone was going to
49:45cancel after a month, right? [laughter]
49:47This is like what people think. Um, and
49:49I was like, "Bro, these people just
49:51haven't cancelled. They just keep paying
49:53me. I'm I'm literally not doing
49:54anything. Like, I'm basically not
49:55working and I'm just making money." I'm
49:57like, "This is insane." So, that's kind
49:59of when it when it really dawned upon
50:00me. And that made it a lot easier. But,
50:03you're still driving the business.
50:05You're doing everything. So, when it
50:06really really becomes easy is when you
50:08have employees. So, if you have a uh an
50:12appointment setter if you need one, if
50:14you have a closer, so someone to take
50:15the sales calls for you, then you have a
50:17CSM, someone to take the client calls
50:20for you, and like a VA if you need one
50:22for service delivery. Once you have all
50:24those things, all you have to do is
50:27manage and build systems, which in my
50:29opinion is is the easiest to do and it
50:32takes off the most amount of pressure.
50:34Like if you have a good team that
50:35supports you, that's when you're really
50:37like, "Oh, I'm good." And I have that
50:39cuz I know the company will
50:41realistically even without me for the
50:44most part grow. Is it going to be
50:46optimal? Yeah, definitely not. Like
50:47we're not that advanced yet, so to say.
50:50But like I can go for two weeks and and
50:53we'll be fine. Do like an hour a day of
50:55work maybe or a few hours a week and
50:57that's it. So yeah, that's that's the
50:59point where like really becomes like,
51:00"Oh, we're good." Because if that's all
51:02you have to do, that's also not a time
51:05like people have to work around your
51:07time. You don't have to work around
51:08their time. They have to work around
51:09your time. So they need to make it work
51:11for you. So that's kind of the the real
51:13point in my opinion at least where it
51:14just all eases off a ton.
51:17>> Definitely. So if you wanted to build a
51:19pure lifestyle business and someone just
51:22wanted to max out life, they don't want
51:24to get to 200k a month or 500k a month.
51:27It could be 100k, but what do you think
51:29that sweet spot is where they can have
51:31maximum profit, the lowest amount of
51:34employees and headaches?
51:36>> Yeah.
51:36>> What rough revenue range do you think
51:39that
51:39>> 50 to 100k? So, if you're if you're
51:41doing my business model at least and
51:43you're at 50 to 100 grand a month um
51:46total, you're going to have like I mean
51:48VA honestly VAS you don't even need
51:50anymore. You could literally just
51:51automate that stuff like that's what
51:52we've done
51:53>> with AI.
51:53>> Yeah, with AI. um a CSM, you're going to
51:56need a salesperson, you're going to need
51:58appointment setter, you won't even need
51:59either at that point potentially. Maybe
52:00an appointment setter. So, you'll have
52:02three employees. Your profit margin is
52:03going to be way higher as well, probably
52:05like 60 to 70%. Um, and you can just
52:07kind of chill, but that's saying like,
52:10I'm not going to grow this business. I'm
52:11just going to keep it at this revenue
52:12level. I'll be making a good amount of
52:14money and just keep it at that.
52:15>> And all you do is you're making ads,
52:18you're launching the campaigns, you're
52:20kind of monitoring that. Or you can also
52:22hire an agency or you can hire an
52:23employee to manage the ads for you as
52:24well. Exactly.
52:25>> So essentially your task is just
52:27marketing
52:28>> and just making sure the the calendar's
52:30filled. Then you have the appointment
52:31setter, you have the closer, then you
52:32have someone that that's delivering all
52:34the fulfillment
52:35>> and and doing all that and then you're
52:36basically just
52:37>> chilling literally. I mean that's that's
52:39the lif the lifestyle business. I mean
52:41you don't even have to grow it that big.
52:42Like cuz if you're a 50k a month like
52:45depending on it really depends on how
52:47good your ads are. Like if you're doing
52:48ads that's like where your profit lies.
52:51like my all my costs like literally 90
52:53to 95% of my costs are people and ads.
52:57That's it pretty much. So depending on
52:59how much you can lower those that's
53:01that's where your profits kind of are.
53:02But you can you can pretty easily make
53:04like if you're at 50k a month like 30
53:06grand 30 grand a month like it's pretty
53:09good [ __ ] life. I don't even spend 30
53:10grand a month and I'm living the life.
53:13>> Yeah. That's that's the interesting
53:14thing is both my life and your life you
53:16can probably live on like 20 grand a
53:19month. Yeah. very comfortable.
53:20>> That's that's about what I pay. And I'm
53:21traveling like every two weeks I'm out
53:23of the country. I'm I've got a private
53:26chef. I've got two private I've got two
53:28personal trainers. I've got a personal
53:30assistant. Like I get the highest
53:33quality of literally everything. Like I
53:34don't look at any price. Like 20k a
53:37month. That's literally all you need
53:39unless you want to go live in Miami or
53:41some [ __ ] like that or Dubai. You're
53:42going to need a little bit more money.
53:44>> Yeah.
53:44>> But like Yeah. You don't need that much
53:46money.
53:46>> Yeah. I agree fully. And I I noticed
53:49that point as well. And I think even was
53:52it you or Kai? One of you guys asked me
53:54I think in the beginning when you first
53:56came to Medigene, they're like, "Bro, so
53:58what do you spend like all your money
54:00on?"
54:00>> Yeah.
54:00>> Like what are you buying?
54:02>> And I remember telling you guys, you
54:04there's not that much to buy. If I lived
54:06in Miami or if you lived in a big city,
54:08you can always buy more more cars. You
54:10can buy the Rolexes and the watches and
54:13all that, but if you're not into super
54:15luxury stuff, there's I mean like what
54:17are you going to do? go out and party
54:18>> and spend the money on tables and clubs
54:20and all that. But if you're not doing
54:21that and if you just want to optimize
54:23your life, be healthy, have trainers,
54:25chefs, assistants, maids, all that, it's
54:28really not that expensive,
54:30>> especially if you're in a place like
54:32Colombia or really anywhere. It doesn't
54:33even have to be here.
54:34>> Almost anywhere in the world except for
54:36like the US or like the major city like
54:38the hubs like you go to like Marba, you
54:40go to Dubai, Mkos, like like Miami, like
54:44yeah, you can you can pay a lot of money
54:46for these things, right? because it's
54:47it's it's normal. But like, bro, you
54:49could go to Thailand, you could go to
54:50Bali. If you go to Bali, if you have 10K
54:54a month, dear lord, you're living like a
54:56[ __ ] king. Like, you're living a way
54:58better life than even we are right here.
55:00Like, it's just so cheap. So, you don't
55:03like you really don't need that much
55:04money for a good quality of life. But
55:06obviously, you know, do try to make a
55:08lot of money just to make sure that
55:09you're set up later in life because, you
55:11know, if your agency ever dries out and
55:13you're like, "Well, [ __ ] I'm making 10k
55:15a month and spending 10k a month and
55:16you're like, "Oh, [ __ ] What do I do
55:18now?"
55:18>> Exactly. But I think everyone should get
55:20to that point cuz obviously if they're
55:22watching this video,
55:23>> they're at least entrepreneurial-minded,
55:26>> right? Maybe they don't run their own
55:27agency yet. And I think if that's the
55:29path that they're on, they should 100%
55:31at least try to get to 10, 15, 20k a
55:33month. Not because not everybody is
55:35going to be as entrepreneurial and
55:38driven as you where they want all the
55:40problems that come with what you have.
55:41>> Yeah.
55:42>> Right.
55:43>> Most people don't.
55:44>> Even stuff with like taxes and having to
55:48move like I got to do these investments
55:49and I got to move and I got to optimize
55:51and you're setting up trust and you're
55:52setting up all this stuff. It really is
55:54a headache.
55:54>> Yeah.
55:55>> And so the problems never actually go
55:56away. They're much better problems. But,
55:59you know, my life didn't I I'm not
56:01buying anything now that I wasn't buying
56:04when I was at 20K a month.
56:06>> Yeah, I feel that.
56:07>> And that's and that's the best part
56:08about this is that it's very achievable.
56:10Like everything you said, maybe not like
56:11the plane license and all that, but
56:13pretty much everything you said you can
56:14pretty much get. I mean, the real
56:16get-richqu hack is just to move to
56:18another country.
56:18>> Yeah. That's cheaper. Because if you're
56:20at 10K a month and you're living in in
56:22Florida,
56:23>> anywhere you're like, dude, you just
56:25move down here. Yeah. You take a 3-hour
56:28flight and now your 10K a month life is
56:30you with three staff.
56:31>> Yeah.
56:31>> A personal assistant, a maid, a chef. So
56:34that's the real way to just, you know,
56:365x your money.
56:37>> Yeah.
56:37>> Is just moving.
56:39>> I agree.
56:39>> So I think that's that's a that's a big
56:42hack that I I have always encouraged
56:46people on my channel to take advantage
56:47of. And I think that's that's I think
56:49what people also like about me is the
56:50fact that I don't always say everyone
56:52should get to 100K a month or 500K a
56:54month. It's like, dude, just find your
56:55number. You know, you can build a
56:57lifestyle business. Just free yourself
56:59first.
56:59>> Yeah. 100%. Because even
57:01>> and then if you want to keep growing it,
57:02you can. That's the best part.
57:03>> Yeah. Because even Eric, um, you know,
57:05if if any if you guys know who Eric is,
57:07he's also an agency owner. He has a
57:08podcast from like one or two years back
57:10with me
57:11>> on my channel. Yeah.
57:12>> Yeah. He's actually the guy that
57:13introduced me to Pavle. Um, like he's
57:16scaling down his agency because he's
57:18like he's just like, I don't want like I
57:20don't want to deal with all this stuff
57:21anymore. So it's like at a certain point
57:23it doesn't matter like you know if
57:25you're if you're making enough money
57:26then why have the headache you know what
57:28I mean? It's like doesn't make sense.
57:30>> Yeah.
57:30>> Yeah. You're not trying to be Elon Musk
57:32here.
57:32>> Yeah. Exactly. I'm not
57:33>> you're trying to live a good life.
57:34>> Yeah. [laughter]
57:36>> Yeah. I I will say I mean long term I
57:38think it is important to set up your
57:40life in such a way so you don't have to
57:41work.
57:42>> And the dream situation is to have
57:44investments that pay off all of your
57:46bills
57:47>> multiple times over.
57:48>> Yeah. So, if anything did happen to the
57:50business, like I think you and I are
57:51both smart about investing into things,
57:53I definitely don't spend all the money
57:55that I make and a lot of it goes into
57:57the stock market or S&P 500 or into kind
57:59of safe bets. And in the future, I think
58:02you'll get into real estate as well
58:04>> potentially. Yes.
58:06>> Well, at least you'll want to buy a
58:07place that you're living in
58:08>> at the very least. Yes.
58:10>> Yeah.
58:10>> Or a few.
58:11>> Or a few. Exactly. Exactly. So, I think
58:14all all of all of those bets are
58:17important and that's that's a big reason
58:20to also make a lot of money.
58:21>> Yeah, 100%. And that's that I think
58:23that's like the first like even even for
58:26me yet like like a lot of guys are like
58:28this guy's at 500k a month. He must be a
58:29[ __ ] multi multi-millionaire. Like
58:31no, I'm not yet. Like we went pretty
58:32fast, right? And I do make a lot of
58:34money, but um I'm not there yet. Like
58:37the first the very first thing that I
58:38still have on my mind to achieve is to
58:40make it so that I'm literally at that
58:42point where I'm like look if absolutely
58:44everything goes to [ __ ] I'm good. Like
58:48I can take care of my family. I can
58:50continue to do what I do. I can still
58:51have my staff for the most part. I cut
58:53some of those people off, right? I can I
58:54can lower the way that I'm living a
58:56little bit. It's not not an issue. But I
58:58don't have to worry about this stuff.
58:59Like even if everything goes wrong, I
59:01know I'll always be fine. That's the
59:03very first thing cuz that is what gives
59:04true peace of mind. cuz even at 10k a
59:06month or whatever, I was still like,
59:07"Oh, like I'm living a good life, but
59:09like,
59:10>> you know, a wrong turn and it might [ __ ]
59:14me." So, and now now I don't have that
59:17anymore because obviously I have a bunch
59:19of money in the bank.
59:20>> So, I don't have that, but I'm not like,
59:21"Yo, I'm good for life."
59:23>> But I'm like, ain't a even if I if
59:25everything goes to [ __ ] now, I'm good
59:26for like for a minute. So, for Yeah, I'm
59:29good for a while.
59:29>> That's all right, Mike. You can you can
59:30always come sleep on my couch.
59:32>> Thank you, man. [laughter]
59:34The the other thing I think people don't
59:35take into account is the fact that your
59:37skills also will never go away.
59:40>> Yeah.
59:40>> And I've said this traditionally as well
59:42about cold calling as well as sales.
59:44>> You just have to get good one time.
59:46>> Yeah.
59:47>> Because realistically, if you lost
59:48everything for whatever reason, you and
59:51Kai decide to go your separate ways and
59:52this and that, you'll just rebuild
59:54something else and you'll be successful
59:56in that,
59:56>> too. 100%. I could rebuild something or
59:58I could even work in someone else's
1:00:00agency. Like, bro, the the amount of
1:00:02stuff that I can build, like I could
1:00:03come into someone in the agency, be
1:00:04like, "Yo, pay me like 40 50k a month or
1:00:06whatever or make it a ref split thing."
1:00:07Even like 20k a month and I'll just
1:00:10literally scale like your entire back
1:00:12end up. I'll do everything except for
1:00:14ads. There you go. It's it's operations
1:00:16persons are very like to find a
1:00:18highlevel one, which which is pretty
1:00:20much where I am. Not not to toot my own
1:00:22horn here, those are very difficult
1:00:23people to find because like why don't
1:00:25they just start something themselves,
1:00:27right? It's cuz I lack the skill of
1:00:29marketing as of right now at least. So,
1:00:31I can't do it if I wanted to. I don't
1:00:33want to still, but that's kind of the
1:00:36the reasoning behind it. Like, it'll
1:00:37always be fine. And I
1:00:39>> absolutely. And that's that's what I did
1:00:41too because I first quit my job and then
1:00:43I really tried to it was it was web
1:00:46design. I was freelancing and I tried to
1:00:49go out on my own and I did it for 6
1:00:51months and it just didn't really work.
1:00:53But I used all those skills to then get
1:00:55a job. Yeah.
1:00:56>> And then I was right back to making 5K a
1:00:57month.
1:00:58>> Yeah. Exactly.
1:00:59>> I had a job and then I would quit again
1:01:01and try again. And then that time I
1:01:03succeeded.
1:01:04>> Yeah.
1:01:05>> So you don't lose the skills. And even
1:01:07if you're just getting started and like
1:01:08you're learning all these skills, you
1:01:09can just take this and get a job too.
1:01:11>> Yeah.
1:01:11>> Probably get a better job than what you
1:01:12have. Especially if you're working at
1:01:14McDonald's, you learn all this. You
1:01:15learn all these skills. You take it and
1:01:18use it to get a highpaying, nice airond
1:01:20conditioned job while you make your next
1:01:23move.
1:01:24>> Yeah, I agree.
1:01:24>> And that's the beauty of it.
1:01:25>> I agree.
1:01:26>> So, what other Batman adventures do you
1:01:28have coming up here?
1:01:29>> O
1:01:32well, I mean, I'm going to Panama in a
1:01:34bit. I'm going to Costa Rica. I'm going
1:01:36to Ecuador. I'm actually doing a big
1:01:38trip through Europe this July. So, I'm
1:01:41going to Dubai first. Got to do some
1:01:43banking stuff. Another thing you get
1:01:45into once you once you get it once you
1:01:47start making more money, banking and
1:01:49stuff becomes like an actual thing.
1:01:50You're like, "Oh, I need to think about
1:01:51what bank I put my money in and like
1:01:53private banks and all this shit."
1:01:55>> Um, so yeah, we're going to Belgium
1:01:56then. It's where I'm originally from.
1:01:57So, taking my girlfriend with me as
1:01:59well, showing her around a little bit,
1:02:00see my friends and family. After that,
1:02:03we're gonna go on a seven-day road trip
1:02:05from Switzerland to Likenstein, which is
1:02:09like a small butt [ __ ] nowhere country
1:02:11that no one knows about, and then to uh
1:02:13uh Austria.
1:02:15So, we're doing that. Then after that,
1:02:18I'm flying from Austria to Croatia where
1:02:22I'm going to be for 12 days doing my
1:02:24boat license. So, I'm going to be living
1:02:25on a boat. It's ying season in Europe,
1:02:27so it's perfect. So, I'm going to be
1:02:28learning how to sail a boat and then
1:02:30learning how to operate a motorboat.
1:02:31That's going to be 10 days that I'm
1:02:33going to be on the sea. Um, basically
1:02:35going from island to island to island to
1:02:37island. So, yeah, that's the that's the
1:02:40plan. And then, yeah, after that, just
1:02:41like, you know, work a little bit, scale
1:02:43the business again, probably do some
1:02:44side quests here and there, but nothing
1:02:46too major. And then, yeah, the big the
1:02:48big one's definitely going to be um
1:02:49Thailand after that. Like I'll really
1:02:52try to focus super hard on like Muay
1:02:53Thai fighting and so forth. Having a
1:02:55little bit of side quests like the scuba
1:02:56diving, free diving and whatever,
1:02:58exploring some stuff. But yeah, that's
1:02:59kind of
1:03:00>> nice. You're going to leave you're going
1:03:01to leave Kai to manage everything
1:03:03himself, huh?
1:03:04>> No. No, definitely not. [laughter]
1:03:05>> Well, you'll be on the you'll be on the
1:03:06water. No, for 12 days, you said.
1:03:08>> Yeah. Well, well, that that's here's the
1:03:09thing. Like um my company can manage
1:03:11itself for the most part. That's kind of
1:03:13what I said earlier. like I've built the
1:03:14company in a way like I'm not building
1:03:16the company so that I I'm like the main
1:03:19guy here that I have to be here. Like
1:03:21that's not what you want to do. You want
1:03:23to build it so that other people can
1:03:24lead certain departments. And for the
1:03:26most part like my engineering
1:03:28department, my my lead engineer is not
1:03:30[ __ ] He knows really good what he's
1:03:31doing. So he could lead that. I have CSM
1:03:34team leads and then a head of customer
1:03:36success. They can lead that separately
1:03:38as well. Take decisions. I have a sales
1:03:40manager. they can lead the entire sales
1:03:42department and the VA department is
1:03:44going to get fired in like two weeks. So
1:03:48now I have someone basically running
1:03:50everything. The only thing that they
1:03:51can't do is think about new systems to
1:03:53build or how to optimize things or
1:03:55whatever, for example, cuz I'm making
1:03:56custom checkout pages and this and that
1:03:58and like thinking highle stuff, but
1:04:00that's not super necessary in those two
1:04:02weeks. So
1:04:04>> yeah, they'll be fine to be honest. I'll
1:04:06just be chilling. [laughter]
1:04:08>> Yeah. Last time we got dinner, you
1:04:10mentioned to me you were going to let go
1:04:11of all your VAS.
1:04:12>> Yeah.
1:04:13>> That do a lot of service delivery and
1:04:14you're going to replace them with AI.
1:04:16>> Yeah.
1:04:16>> So, how do you plan on doing that and
1:04:18how's that going to work?
1:04:20>> Okay. Um, so we're we're actually and by
1:04:24the way, for any
1:04:24>> what if they're watching this right now
1:04:26[laughter]
1:04:26>> and this is the first they're hearing
1:04:28about it.
1:04:29>> Well, it will be,
1:04:30>> oh [ __ ] I'm about to get fired.
1:04:31>> Maybe wait a little bit with Rob the
1:04:33podcast. So, sorry to all my gays out
1:04:34there. I love you guys, but you know, AI
1:04:36is AI. this is business. Um, so yeah,
1:04:39the the way that I'm basically going to
1:04:40do it, and FYI, I do not recommend this
1:04:43for anyone starting out. Like, don't
1:04:45listen to this and be like, I'm going to
1:04:47do what he's doing cuz this this is not
1:04:48the [ __ ] way. Don't do this, okay?
1:04:52But right now, all our sites are in Go
1:04:53High Level, right? Goh High Level has a
1:04:56certain has does has some limitations at
1:04:59the scale that we're at at least and
1:05:00what we want to do.
1:05:02>> Cuz how many clients do you have?
1:05:03>> Like 13,400.
1:05:05>> Wow.
1:05:05>> Yeah. So, a lot of clients and that's a
1:05:07lot of websites right there, you know.
1:05:09So, uh we're we're basically switching
1:05:11our website so that everything's going
1:05:12to be customcoded. So, not and go high
1:05:14level just like code separately and the
1:05:16website runs separately. Um and we're
1:05:19going to have it so that the CSMS who
1:05:21are the people that are responsible for
1:05:22the clients can literally just like
1:05:24they'll have like a chat GPT that they
1:05:26can type to to make changes on the
1:05:28website and then they'll be able to see
1:05:30it. So, we'll basically do it like that
1:05:32and then it's going to be all
1:05:33automations initially to just set it up
1:05:36and then yeah, that's basically how
1:05:37they'll uh how they'll take care of it.
1:05:39Cuz one thing I did learn is that for
1:05:43customers,
1:05:44I prefer to have it have one person that
1:05:47is responsible for the customer a toz
1:05:50because otherwise what ends up happening
1:05:51and by the way I've never done this uh
1:05:53where one person takes full
1:05:54responsibility. So maybe on the next
1:05:56podcast they'll be like, "Guys, it was
1:05:58fuck." But for now, at the very least,
1:06:01the the issue that we've been having a
1:06:03lot is that you've got the CSMs are
1:06:05like, "Well, the VAS are slow. They're
1:06:06not doing this and that." Okay, the VAS
1:06:08are complaining about the CSMs. Then we
1:06:10had people that were doing the GMBB
1:06:12fixes and that, you know, they were not
1:06:14doing good. So the VAS are the CSMs are
1:06:16complaining about them. I was like, you
1:06:17know what? I'll fire all of you except
1:06:19for the CSMs. And that's exactly what I
1:06:21did. So that it's one person responsible
1:06:23for everything A to Z. one person
1:06:25accountable because now I can say like
1:06:27yeah there's no one for you to blame.
1:06:29This is you. You did this. Okay. So we
1:06:32have a very very clear expectation of
1:06:34like yo there's not like oh well this
1:06:36person's kind of him but kind of him.
1:06:38It's like no it's you and that's it. So
1:06:40there's a a bigger form of
1:06:41accountability and that's kind of what
1:06:42you want to instill in your um in your
1:06:44employees pretty much.
1:06:46>> And your CSMs are they technical
1:06:50>> because I know they're client facing.
1:06:51>> Yeah they're all client facing. Um,
1:06:54they're not. Some of them are technical,
1:06:56some of them are not. The main people
1:06:58that I'm I'm actually trying to get,
1:06:59this is something that I learned as
1:07:00well, cuz for anyone thinking that your
1:07:02CSM should be technical, not necessarily
1:07:05the truth. They don't have to they they
1:07:06shouldn't be super super untechical
1:07:08either, obviously. Um, but you want
1:07:11sales people like they are your sales
1:07:13team. If you don't have these types of
1:07:16people, you're going to face a lot of
1:07:18issues. Upselling is going to be very
1:07:20tough. you're going to get people that
1:07:22don't know how to communicate properly
1:07:24that will get ran over especially by the
1:07:25contractor niche. So that's kind of what
1:07:27I've realized. Um and I fired everyone
1:07:29that that I didn't think was a fit
1:07:30anymore basically because it just
1:07:32doesn't make sense. Um so yeah, they can
1:07:35be technical but the best people are the
1:07:36ones that have sales experience a and
1:07:38have the technical experience because
1:07:40these are the people that have the best
1:07:41of both and my top guys are all that.
1:07:44>> So yeah,
1:07:46>> that's great.
1:07:47>> That's great.
1:07:48>> I learned that one from experience.
1:07:49Trust me, I've uh been through quite a
1:07:51few uh quite quite a few quite a few
1:07:53people,
1:07:54>> so to say. So,
1:07:55>> nice. Well, cool, man. I'm super excited
1:07:57to see your journey and it's always
1:08:00great seeing you and every time I see
1:08:01you, you've grown and you're learning
1:08:02stuff, you're doing stuff. We were just
1:08:04in Brazil together and you you came back
1:08:06and you you were super optimized and
1:08:09you'll be you'll be Superman here soon
1:08:11with all those injections you're you're
1:08:12about to start taking.
1:08:13>> 100%. And dude, honestly, I'm I'm I'm
1:08:16super proud of everything that you've
1:08:18done and you've gone you I believe you
1:08:22are the fastest growing
1:08:26agency that I have seen.
1:08:28>> Amen.
1:08:29>> And even you personally and how fast
1:08:32you've evolved even outside the agency
1:08:35from the very beginning and how fast you
1:08:37got good at sales and then into cold
1:08:39calling and just how quickly you make
1:08:40decisions. I think all that is is super
1:08:43admirable and I'm not in shock at all
1:08:46that you've grown this this far.
1:08:48>> Yeah. Thank you, man.
1:08:49>> You know, when when you first came here
1:08:50and you were you were at 15K a month, I
1:08:52mean, I knew you guys were going to
1:08:53absolutely crush it. I didn't know if
1:08:55you guys were going to partner or not,
1:08:56but I knew from seeing your personality
1:08:58type and how you viewed things and how
1:09:00structured you are, I knew you were
1:09:02going to go far, even if it was in
1:09:03another business. So, it's it's great to
1:09:05see, man. It's great to see now that
1:09:07we're here in front of each other and
1:09:09and and we started off just talking on
1:09:10Zoom and you having to raise your hand,
1:09:12ask a question and everything and and
1:09:14now you're absolutely crushing, man. And
1:09:16you are for sure one of the biggest go
1:09:18high level SAS agencies
1:09:20>> uh that that even exists cuz even we
1:09:22went to the high level event together
1:09:23and you met a lot of these other guys
1:09:25and I think that many big players.
1:09:27>> Yeah. There's not as there's not that
1:09:28many people that are doing what you guys
1:09:30do
1:09:32>> at your scale and at your level.
1:09:34>> Yeah. And yeah, man. I'm excited that
1:09:37you're here and I'm uh I appreciate you
1:09:39jumping on and and and sharing all this.
1:09:41It's been it's been fun.

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