YT YouTube2Text

YouTube2Text → Transcripts → How To Start An AI Lead Gen Agency & Get Clients In Under 7 Days | Step By Step

How To Start An AI Lead Gen Agency & Get Clients In Under 7 Days | Step By Step — Transcript

by Giubi · 39,246 words · 5,443 segments · language en · Watch on YouTube

Open in transcriber Summarize with AI Download SRT/VTT

Full transcript

0:00So, I made over $240,000 over the past
0:03year with my AI lead generation agency.
0:05And in this video, I'm going to go
0:07through everything that you need to know
0:08to start your agency today and land your
0:10first client or your next client within
0:12the next 3 to seven days. I'm going to
0:14go through everything from the offer to
0:16the niche for proven to work acquisition
0:19systems that we use to this day in our
0:21agency with scripts and everything. Live
0:24appointment setting, live sales call,
0:26literally everything you need to know.
0:27for proof. Here's a payment processors
0:29here on screen. They should be
0:31refreshing. And just so you know, I have
0:33absolutely nothing to sell you. So,
0:35you're not going to see any fancy
0:37editing here. We're going to go straight
0:38into the sauce and we're going to have
0:40the highest value per minute possible.
0:42So, that's why I'm so confident in the
0:44value in this video that all I'm asking
0:46you is to commit to watching five
0:48minutes. Literally, five minutes. Set a
0:50timer on your phone. 5 minutes. And I
0:52guarantee you'll see the value of this
0:55video is so high that you're going to
0:56want to keep watching. So, I'm not going
0:57to ask you to watch the whole video
0:58because that would be too much to ask
1:00you. You probably don't know me, don't
1:01like me, don't trust me. But watch five
1:03minutes and you'll see that this video
1:05is worth your time. So, without further
1:06ado, let's get straight into it. And
1:09here we go. So, first of all, congrats
1:10for making it past the introduction.
1:12Here's everything that you're going to
1:13get today. We'll start with the model.
1:15So, we'll first break down the different
1:16types of agencies and why you should go
1:18with an A generation agency in the first
1:20place and then what offer you should
1:22have. You know, it's not really it's the
1:23model more than the offer. the offer is
1:25I will present the model to you know
1:28clients. So retainer, rev share, paper
1:31lead, paper appointment. You've probably
1:32heard of all of them. If you've not,
1:33don't worry. We're going to go through
1:34all of them. And I'm going to tell you
1:36not only which one you should pick if
1:38you're starting out, but also why.
1:39Because if you understand why when
1:41things get hard, when there's
1:43challenges, because there always going
1:44to be challenges in business, uh
1:46especially with an agency like this,
1:47when that happens, you're not going to
1:49question your foundation. and you're
1:50going to question your model and make
1:53crazy pivots that you don't need to do.
1:54So that's why we're going to go through
1:56this first section and why you shouldn't
1:58skip this section. Second section, the
1:59offer. So we're going to go through all
2:01the niches so you can see which one you
2:03should pick. Um the actual offer, how
2:05are we going to present our model to
2:07these niches? The ICP, ideal client
2:10profile, who are we looking to speak to,
2:12who are we going to speak to and going
2:13to target? and uh the funnel. So all the
2:17different pages and calendar
2:19automations, stuff like that. Client
2:21acquisition, that's where the sauce
2:23really starts to get juicy. Uh we have
2:26again uh the offer. So how we're going
2:29to present the offer through
2:31um to our clients. Then SMS, cold email,
2:35paid ads, and content. All different
2:38acquisition systems. And I'm going to
2:39show you not only why they work, but
2:41also how to set them up. and then sales.
2:44So, appointment setting, sales script,
2:46objection handling, and live sales call.
2:48And we also have a live appointment
2:49setting call right here. So, that's also
2:51why this video maybe looks so long um on
2:54a time lapse on time frame because it's
2:57actually showing that as well. Uh so,
3:00let's get started with the model. So,
3:01there's a new wave of agencies, okay?
3:04And as an AI generation agency, you help
3:07physical businesses generate more leads
3:10and you use AI systems to help them
3:13convert them, retain clients, and
3:15optimize all areas of uh the business.
3:19It's that simple. That is what an AI
3:20generation agency is. And that is really
3:22what, as you're going to see in a
3:23second, the difference with an SMA and a
3:25normal agency. So imagine this is you.
3:27Okay, I'm going to zoom in a little bit
3:28because I know I'm on a big screen. I
3:30don't know how big yours is. Let's zoom
3:32in a little bit. Here we have you. You
3:34can provide them with as many qualified
3:36leads as you want as an lead generation
3:38agency or as an SMA. But if they have
3:41cracks in their system, in their bucket,
3:43which is sales, speed to lead, local
3:45SEO, reviews, if they don't have have
3:48all of that, they will still lose some
3:51of the value that you provide. So the
3:52value you provide is not going to be
3:54maximized. Okay? And that's the main
3:55difference from a standard SMA and a
3:58standard legion agency. An SMA only run
4:01ads on social media and manages socials.
4:03That is what a social media marketing
4:05agency is. That's what it is. While a
4:08standard legion agency only provides
4:10leads. For example, Angie, I know that's
4:13probably the biggest example of legion
4:15agency that you can come up because it
4:17then also became a marketplace. But if
4:19you look at NG
4:21uh ng.com, okay, so now it's doing all
4:25this security stuff, but they all they
4:27do is payer lead for home service
4:29businesses. And all they do is sell
4:32leads. And let me check NG revenue
4:362025. Let's see what they made last
4:39year. So last year they made a billion
4:42dollars selling leads. All they do is
4:44they sell leads. Okay, so that's what a
4:47lead generation company or agency does.
4:49They just sell leads. They don't help
4:51with any of the remaining uh problems in
4:54their business. Okay, which is what
4:56you're going to do because you will
4:57solve the biggest problem in the
4:58business, which is a consistent flow of
5:00qualified leads and then you will use AI
5:03systems to pretty much uh increase their
5:08ROI on the leads that they get. And it's
5:09pretty much guaranteed. It's not that
5:10hard. You're not you don't need to be a
5:12AI wizard or nothing like that. It's
5:13very simple stuff. And if you do this
5:15right, because you have the AI side of
5:18things, you will become irreplaceable in
5:20any business you work with. While lead
5:22generation agencies come and go because
5:25they just, you know, clients rotate them
5:27and want to diversify their leads and
5:29where the providers and okay, this guy
5:32didn't work. I'm going to go with the
5:33other guy. You also have the AI set of
5:36things in their business and they do not
5:37want to give that up. So, they will stay
5:39with you for longer. Now that we are
5:42clear on what an AI lead generation even
5:44is, okay, uh, retainer versus percentage
5:48versus PPL versus PPA. Okay. Now, what
5:52I'm going to tell you is that there's a
5:53few different models you can pick from.
5:54And the truth is that the model you pick
5:56is arguably the most important that you
5:58will make here today and what will make
6:00the difference between 20 to 30% margins
6:03and 50 to 70% margins. closing your
6:06first client within three or seven days
6:09and closing your first client in in the
6:10first two months. It took us almost a
6:12month to close our first client. That's
6:14going to be the difference between
6:15scaling to $30,000 a month with one two
6:17people. Uh because that's what me and my
6:19business partner did. It's just us two
6:20and we pay an editor, you know, uh $100
6:24a month or $200 a month depending on how
6:26many editing I need done and scaling to
6:28those numbers with four people. I saw
6:30this guy, okay, on Jeremy Haynes
6:33channel. I'm just bringing it up because
6:34it's the same pretty much niche. These
6:36guys are about normal SMA. They scaled
6:38it to $300,000 a month. They have 10 SM
6:41CMS them too accountant. They have sales
6:45reps, media buyers, they have everything
6:48and their margins are 15%.
6:51Okay, the margins are 15% and uh they
6:55have 20 people in the team. Like I don't
6:57want that. I want to scale to 30K a
6:59month and then obviously even more with
7:02a one two people team. I want to stay
7:03lean. Okay, so that's just a good
7:06example to show that what I'm talking
7:07about is real. These guys make $300,000
7:09a month and have 15% margins. That's
7:12less than a 60k a month agency with 50%
7:15margins. Think about it. We can get
7:17there easy without any more people than
7:19me and my business partner because of
7:21the model that we picked, which is going
7:22to we're going to get into in a second.
7:25And another difference, you know, you're
7:27going to see, are you going to make
7:29$30,000 per client in lifetime value or
7:32$2,000 per client in lifetime value? No.
7:34The model makes a big difference. I can
7:36show you proof. I have clients, I'm
7:37going to put it here on screen
7:38somewhere. I have clients who paid us um
7:41$30,000 a month or $30,000 already. One
7:44single client, $20,000 another one. They
7:47stay with us for over a year because of
7:49the model we picked. And it's going to
7:51Exactly. It's going to see you're going
7:52to see the difference between retaining
7:53clients for over a year and turning them
7:55every 30 days. It really depends on the
7:57model you pick and on the offer you
7:59make. And before you can pick your
8:00model, you need to first of all
8:01understand what the priority of an AI
8:03regeneration agency even is. And it's
8:05not running ads for your clients. It's
8:07not designing a new website with cloud.
8:09It's not integrating an AI receptionist
8:11like all these people. I am so tired of
8:14all these AI agencies. AI agencies. What
8:16is an AI agency? I don't know. It's so
8:18abstract as a concept. This is very
8:21actually concrete. It's very concrete
8:23and uh the truth is it's all about the
8:26leads. The key word is leads. The
8:28keyword is leads. That was what an AI
8:30generation agency even is. It's leads
8:32plus AI because the money is in the
8:35leads. And the reason is simple that
8:37make businesses money. Every businesses
8:39every business needs leads to make
8:41money. So if you can provide qualified
8:43high intent leads for them at a
8:45profitable price, they will just start
8:47throwing money at you. I mean think
8:49about it. If they're profitable, it
8:51would literally be stupid for them not
8:53to buy more leads from you. And that's
8:55as long as your business can handle the
8:57work. But we'll talk about that very
8:59soon. For example, uh a construction
9:01business can't take unlimited jobs. They
9:04need to build a bigger crew and expand
9:06before they can do that once they reach
9:08their capacity. A dental studio can only
9:10take a certain amount of leads before
9:12being booked out. Then, you know, they
9:14would need to hire new people or open a
9:16new location. That is the only um
9:19problem you know with um with this. It's
9:22not scalable to the infinite when it's
9:24about physical businesses. It depends on
9:26the niche when we get into that. So the
9:28first thing we learned after running the
9:29agency in the first six months I think
9:31the biggest lesson in six months was
9:32that the money is in the leads. The
9:34money is in the leads and appointments
9:36because they are what directly impacts
9:38revenue and have a more tangible ROI for
9:41the business. And so it's easier to
9:43close and justify the price when you
9:44give something that actually makes
9:47money. And the second thing that we only
9:49learned really after one year uh is that
9:52your client's business size dictates the
9:54amount of leads that they can actually
9:55handle. And so the amount of money that
9:57you can make from them per month. So for
10:00context, we closed over 110 clients in
10:02our agency since start since starting
10:05it. I think it was 15 months ago. And 15
10:08of them actually turned out to be
10:10decent, good, profitable clients. And
10:12five to six of them actually had the
10:14capacity to spend over $10,000 a month
10:16in leads. Now we have some that spend
10:17over $20,000 a month in leads. But it
10:21just took us a year pretty much to
10:22figure out this stuff and you now know
10:24it. So that is going to impact who we go
10:27after, what niche you pick and how we
10:29approach them. So, [clears throat] and
10:31that's really because if we had known
10:33what a good client was sooner and that
10:35not every client is the same, it's not
10:37just a numbers game. Oh, let's, you
10:39know, close 20 clients and they all will
10:41make this much. We would have saved so
10:43much time and money that we spent on the
10:45other 80% of the clients because really
10:47any client takes you the same amount of
10:49time to set them up, same amount of time
10:51to run the ads, same amount of time to
10:53do everything, deliver the leads,
10:55doesn't matter. Same amount of time. So
10:58why not spending it on good clients
10:59instead of bad clients? What I'm saying
11:01is every bad client you bring on board
11:03actually takes the same amount of time
11:04of a good client. So it's terrible. So
11:07that said, let's get into the different
11:08models. Starting with the retainer
11:11model. So what this offer is pretty much
11:13when you have this model, you're
11:15charging a fixed 1 to 2k month retainer
11:18per client plus their plus the ad spent.
11:21Adspent, I mean when you're starting
11:22out, small SMAs charge $900 a month in
11:25ads. uh connected directly to the
11:28client's um ad account. You run ads from
11:31their ad account. So, you need to get
11:32access to all of their stuff and stuff
11:34like that. So, pretty much usually it's
11:35$30 a day to start these small agencies.
11:38They charge $30 a day in ads spent. So,
11:40if you understood the point of an agent
11:43agency
11:44right now, you should see this and
11:47understand why this is not optimal for
11:49you. That's because it caps the amount
11:50of money that you can make per month per
11:52client because you can only remake one
11:54to 2K a month. And we don't want that
11:55because we don't want to have 30 clients
11:57paying us a thousand dollars a month. We
11:59want four clients paying us 500k a
12:01month.
12:03Uh so that's already a bad thing. The
12:04second thing, your income is not
12:06correlated to the value you provide to
12:08the business since you get paid
12:10regardless. So you have no incentive for
12:13them to win. And the client knows that
12:15deep down. The client knows that. And
12:16that's the thing that really I struggle
12:19with the most. like if I cannot provide
12:21value to this person or I have no
12:23incentive to provide value to this
12:24person, it's just most of the time I
12:27will cut corners. That's just what
12:28people do, cut corners. And that's what
12:30you see with all these retainer agencies
12:32that get so many disputes and it's going
12:36to make it harder for you to close
12:37because people see that you actually
12:39don't have to get them the results. And
12:42third, people in all industries have
12:43already been bured by retainers before.
12:45So, it's definitely harder to close a
12:48deal with a retainer model than with the
12:51models I'm going to show you in a
12:52second. And you might say, "But I'll
12:54give them a guarantee that they'll get
12:55at least 30 appointments in the first 30
12:57days of working with us or they won't
12:59pay." You know, that's very smart. But
13:01if you go on the meta ads library, you
13:03will see that you actually are not that
13:05smart because every second agency is
13:07offering that and has been doing that
13:08for the past year or so. So, it's not
13:10really that good of an offer. And if you
13:12think it is, you should read again
13:14again. Maybe you probably heard read it
13:15before if you're watching this video.
13:16Read again $100 million offer from Alex
13:19Ramos. So you might say, I make an even
13:22crazy offer and then put some clauses in
13:24the contract that make it very unlikely
13:26for them to be eligible for a refund.
13:29Okay? And what I can tell you from
13:30experience is that most business owners,
13:32first of all, are not stupid. And having
13:34them sign a contract like that creates a
13:36lot of friction in the closing process.
13:38And everything I speak about in this
13:39course, I've done it. I've experienced
13:42it on my skin. I've tried it. So, I can
13:44tell you with deals, everything sounds
13:46great. Yeah, let's get to the contract.
13:48See the contract, see the clauses. And
13:49like, I'm not going to sign with this.
13:50And I'm like, "Oh, okay. Let me take it
13:52off." So, I take it off so I can close
13:54the deal because I need the money. And
13:56then we end up not fulfilling because we
13:59didn't have those clauses and we make a
14:00crazy guarantee
14:02and so we have to refund the money.
14:05Great. You know, great deal. Great deal.
14:06So what I was trying to say is we've
14:08also got a couple disputes out of
14:10nowhere um after having delivered the
14:12service and the clients being profitable
14:14and so what I can say is that regardless
14:16of the contract sign of everything that
14:18doesn't make you safe payment processors
14:20also depending on the bank that your
14:21clients have they will always give them
14:23the priority. It will be very hard for
14:25you to win especially as a new business
14:26who's not putting in millions of dollars
14:28a year. Why would the payment processor
14:29prioritize you over the relationship
14:31with the bank?
14:34They won't. So, uh, making an offer with
14:36the mindset that in the worst worst case
14:38scenario, you leverage your contract to
14:40keep the money is really not the best
14:42move. You're better off not charging a
14:44retainer and get paid based one on what
14:46you actually deliver, which is what the
14:48other three models have in common.
14:49They're much more performance-based.
14:51That way, you don't need guarantees and
14:53it's so much easier to close deals. Now,
14:55if you prefer if you prefer the retainer
14:57model because you want to get paid
14:59regardless of whether you deliver the
15:00service uh and the results, go ahead.
15:03You know, you might close a few clients.
15:04We've done it before, but long term, the
15:07model will fail eventually. And not so
15:09much because the model doesn't work
15:11because like I said, I showed there's
15:13people who are making $300,000 a month
15:15with this model. But it's the intention
15:18behind it that will make you lose it in
15:20the end. If your intention is just
15:22charging this so you can make more and
15:23deliver less, doesn't matter what you
15:25do, you'll fail. [snorts]
15:28Even with the paper lead model, even
15:29with any other model. So if you I mean,
15:31think about it. If you knew that your
15:33service was great and that all your
15:34clients would be very profitable working
15:36with you, why would you want to create
15:38all that friction up front and not make
15:40it as easy as possible for the client to
15:42sign up and make it performance-based?
15:44Yeah, that's what you would do, right?
15:46And that's a perfect transition to the
15:48next model, which is the rev share
15:50model. Now, what this model is pretty
15:53much when you think about making an
15:54offer with this model is you manage your
15:56client's ad spend and you only get paid
15:58a percentage of the revenue from the
16:00jobs he closes. This is very niche
16:02dependent. Not in every job, not in
16:05every niche this works, but you let's
16:07say the client spends and here obviously
16:10the more the client spends the better it
16:11is because if they can spend $5,000 a
16:13month in ads, you know, you have a
16:15chance for them to make a lot with jobs
16:17and for you to make a lot of money. But
16:20yeah, I don't know. This offer really
16:22sounds cool in in theory. In theory, it
16:24sounds insane. And that's in fact the
16:27first offer that we transition to from
16:28the retainer model to like the second
16:32offer we transition to last year was the
16:33rev share model. And uh just because it
16:36sounds cool, it doesn't really make it a
16:37good offer for your AI generation
16:38agency. And it's the reason is simple.
16:41Uh I've tried it and running ads for
16:43clients for a month and not getting paid
16:45anything. I've done that. And what I
16:47realized is that you shouldn't get paid
16:49based on an outcome you can't control.
16:51Biggest lesson. You shouldn't get paid
16:54based on an outcome you can't control.
16:56Okay? And that's because we were
16:58generating leads, but we weren't setting
17:00the appointments and we were not doing
17:02the estimates. So, we had no control
17:04over the sales process and we had no
17:06control whether they would actually
17:07close. Meaning, we had no control over
17:11getting paid. We could have been doing
17:12our jobs perfectly and still not get
17:15paid. and maybe they closed and didn't
17:16tell us. We have no control over that.
17:18So, that prevents you from scaling
17:20predictably eventually because you never
17:22know if the client will do his part.
17:24However, I do think it is a decent offer
17:27to start with if you're new in running
17:28ads and generating leads because it
17:30allows you to learn without risking your
17:33own money. You're just risking time
17:34really and you're learning every time
17:36every new ad you launch. You get data.
17:38You see how good it's performing. You
17:39see the quality leads that come in. You
17:41get data. You learn. Okay. So, I think
17:43it's perfect. I actually think it's very
17:45very good to get started and who knows
17:47maybe you get that one good client that
17:48closes like magic and you make money
17:50with them and everything's happy and you
17:53live to I don't know you end up being
17:55business partners I don't know you know
17:57nobody knows but the offer this is
17:59definitely the offer with the least
18:00amount of friction to close so
18:02especially if you're new and have no
18:04client results it's going to be easier
18:06to get clients with an offer like this
18:08so overall good model to start not
18:10predictable model to scale [snorts]
18:13it's very likely for you to make a lot
18:15of money with this model. You really
18:16need to hit the jackpot, but it's the
18:18easiest way to get the feet off the
18:19ground. No, no doubt. To get some
18:21experience, get some social proof with
18:22this model. Now, next, the paper lead
18:25model. Interesting stuff happens
18:27happening here. Um the paper lead model,
18:30what do you do is you put your own money
18:32into ads, you generate the leads, you
18:34send them to the client, and then charge
18:36the client a fee per lead that they
18:38receive at the end of each day or week.
18:40Now, this is the model that allowed us
18:42to go from $4,000 a month charging
18:44retainers in June 2025 after four months
18:47of starting the agency to $30,000 a
18:50month just 60 days later in August. We
18:52were making 30,000 a month. Now, we were
18:55generating leads for 15 $30 and we were
18:59selling them for 60 to 70 and after
19:01replacement, we had 45% margins in the
19:03back end. Now, our average profit
19:05margins are 54%. Now not every niche
19:08obviously has the same predisposition
19:10towards buying leads [snorts]
19:12and we'll see that soon with the niches
19:14but for some markets selling
19:16appointments is better but in our case
19:18specifically that and so far leads
19:21selling leads paper lead worked great
19:23there's already like I showed you huge
19:25companies like Angie Home Advisor
19:27selling leads all the time in
19:29residential construction niche which is
19:30the niche I'm in. So the market
19:33definitely already accepts the offer and
19:35it was easier for us to get into it and
19:37find people with paper. Uh I mean just
19:39think of construction companies, car
19:41detailing, any home service business,
19:42insurance companies, tax attorneys,
19:44lawyers. If they can take on more work
19:46and they're good at what they do, all
19:48they need is more leads. At the end of
19:50the day, if they can close, all they
19:52need is more leads and they will get
19:53more customers. That's all they need. So
19:56the economics makes also a lot of sense.
19:58I have an example here. This is a sheet
19:59that we actually use to close clients on
20:02the sales calls, as you're going to see
20:03later. Uh, but let's say they have a
20:06marketing budget of $3,000 a month.
20:10One of their jobs sells for $6,500 on
20:12average. Profitability of 40%.
20:16Their pay per lead fee is $70, which are
20:18$70 per lead. So, with three with $3,000
20:20in budget, they will get seven uh 43
20:23leads that month. lead to appointment
20:26rate if the leads are good. 90% is
20:28reasonable. And so you get 38.6
20:32appointments booked for this person.
20:34Close rate of 20%, nothing exceptional,
20:38nothing at all. They close 7.7 deals
20:40that month, spending $3,000. Gross
20:42revenue 50k, gross profit 20K. Row
20:45return on ad spend, return on marketing
20:47on leads 6.7x.
20:50Final profit 17K after removing the
20:53$3,000. So, it's a return on leads final
20:56of 5.7K.
20:58That's great. That's just great. And
21:00that's why the model makes a lot of
21:01sense. And the same with the paper
21:02appointment model. This will make sense,
21:04too. So, what you do here is you
21:06[clears throat] go a step further. You
21:07control more. You put your money into
21:09ads. You generate leads. You set the
21:11appointments with the leads. And then
21:13you charge the client a fee per
21:14appointment taken at the end of each day
21:16or week. It's a little more tricky. you
21:18definitely need a little more budget to
21:20sustain this because maybe you don't get
21:22paid until the appointment actually
21:24shows up and that appointment might be
21:25booked for in a week. So while with
21:29paper lead you make your money back
21:30instantly as soon as a lead comes in.
21:32But if done correctly, this model allows
21:34you to be more profitable than the paper
21:36lead model because you can control how
21:38many of these leads turn into
21:40appointments. And if you do it right,
21:42you can set up your clients for success
21:43on the appointment. Literally, if you
21:46frame well when you call these leads,
21:48you'll do very well and you will help
21:50your client close. You control more. So,
21:52you can actually control a little more
21:53how happy your client is. However,
21:55[snorts] you also take more risks since
21:57you only get paid if the leads are
21:59qualified in the service area. If you
22:02work in a with a businesses where the
22:04service area is relevant, they book an
22:06appointment and they show up to the
22:08appointment. Unless all of these
22:09happens, you're not getting paid. So
22:11definitely much more risk on your end.
22:13Right now, uh, for our clients, we've
22:14generated leads for $25. [snorts]
22:18We're converting 50% of them into an
22:20appointment. So, we're still working on
22:23that. We can convert definitely more
22:24than that. And we charge $175 per
22:26appointment. So, in the first week with
22:28this client, he we paid $282 in ads,
22:31which was my fault because I wasted $140
22:34in the first campaign. As you can see,
22:37my fault. I was just testing. But as you
22:40can see, we got 19 uh leads. But this is
22:44messed up. This tracking is messed up.
22:46We actually got 11 leads. One of these
22:48was me when I was testing the funnel. So
22:51the actual true cost per lead was not
22:531487. It's 25.6. Full transparency. And
22:57we booked five appointments so far of
22:59which the client closed three out of
23:00five already. Okay. And this is the
23:03message. Another thing, all five showed
23:05up. Three signed with us, two pending.
23:07Yes, we lowered our margin to 30% to get
23:09better feeding and feedback from your
23:10guys. And yeah, again, his service is
23:13anywhere between $4 to $12,000. So,
23:15let's call it a $6,000 average just to
23:17be conservative. He said he dropped 30%
23:19margins in order to close more. So,
23:21these are his number. He paid us 875
23:24$6,000
23:26cost per estimate of 175
23:29um close rate 60%, equals three years of
23:32five. He made net profit 5.2x. It's very
23:36similar to the return they can get with
23:38leads. Okay, simply here they make a
23:41little less because they also have to
23:44pay for the risk that we're taking. So
23:45that's why it's a little less, [snorts]
23:48you know, I mean their return a little
23:49less for them, but pretty good for us.
23:51We got a 3.1x net return for ourselves
23:54and that's with a poor 50% booking rate.
23:57So it's a win-win as it should be.
23:59That's what business is. It's a win-win.
24:00You're exchanging value. And in full
24:03transparency, we tried this model in
24:05July last year, but we failed miserably.
24:07We weren't ready for it. So that's why
24:08I'm telling you, you need to be a little
24:09more experienced for this model because
24:11we weren't getting leads at a cheap
24:12enough rate to make it profitable. We
24:14weren't calling all the leads that came
24:15in to book them. We pretty much just let
24:18an AI chat do all the work for the
24:20appointment setting. [clears throat] And
24:22we didn't even have good enough clients
24:24who could close client who could close
24:26deals and be profitable like this guy
24:28was. We didn't have that. So now that we
24:30have the a good lead generation system
24:33dialed in, it's been a year. We've
24:34generated over 3.5K leads,
24:38we know that the leads are qualified,
24:40that they come in at a profitable rate.
24:41We can take on the appointment setting
24:42side of things and make more per lead.
24:44We just are taking that on now to make
24:47more. But this is definitely not the
24:49model I recommend you to start with if
24:51you're not selling B already, but
24:52definitely a model that works. Now, for
24:54some niches, this is actually the only
24:56offer that makes sense. Think about
24:57barbers, med spas, doctors. They don't
25:00have an appointment setting team in
25:01house that can do that. And they're on
25:03the, you know, in the hair salon cutting
25:06hair. They're not going to pick up the
25:07phone and start, you know, throwing some
25:10probing questions, appointment setting
25:11and [ __ ] like that. They're not going to
25:12do that. So, you need these for these
25:15niches, for example, you need to book
25:16the appointments directly. So, while
25:18we're already talking about niches,
25:19let's just get straight into it into the
25:21offer and the niches module two. Now the
25:24offer is how you present your model to
25:26your ICP which is your ideal client
25:28profile. Who is your ideal proper ideal
25:31client in that niche and the better
25:34[clears throat] offer the easier getting
25:35clients is. Say me and you are both
25:38starting out targeting the same niche
25:39and we both hop on the same amount of
25:41sales goals. But you offer $2,000
25:43upfront and $900 a month for ad spend
25:48for three months of lead generation. And
25:50I offer a $70 deposit up front. I just
25:54ask for that and then just $70 per
25:56qualified exclusive lead that I deliver.
25:58No front fee besides the lead deposit,
26:01no ad spend, no retainer, no threemon
26:04contract, nothing. Who do you think will
26:06close more deals?
26:08Who do you think will close more deals?
26:10Probably me. But let's run it out. Let's
26:12run it out, you know. Let's play how
26:14that would be. So a offer a the
26:17retainer, the money up front one, the to
26:20up front. Maybe the first month you
26:21close two clients, you turn, you don't
26:24turn anyone because you don't have
26:25anyone. You have two clients active. You
26:27make $4,000 cash collected. Your backend
26:30revenue is zero. And your gross profit
26:32is $4,000 a month. Me with my offer.
26:36Month one, I close six new clients. I
26:38don't turn anyone. I have six active
26:40clients. I only made $420 up front, but
26:44I made $6,000 in the back end.
26:47Obviously, I also paid for the leads.
26:49So, 50% margins. My gross profit was
26:523.4K. So, first month, you are winning.
26:54You made 4K. I made only 3.4. But month
26:58two, you close three new clients. You're
27:01pumping it up now. You're doing good.
27:03You turn one client because you got a
27:04dispute. So, you don't not only did the
27:06client turn, but you're giving the money
27:07back because you failed to deliver and
27:09they're mad and you took 2K and you
27:11didn't deliver 2K in value. So, you only
27:13have four active clients now. upfront
27:16cash $6,000, but $2,000 you gave back.
27:19So, you made $4,000 in profit. Me, I
27:23closed seven new clients. I turned two
27:26because they weren't really clients that
27:27was worth working with or that were
27:29going to be profitable with paper lead
27:31in that service area specifically. So, I
27:34have 12 active clients making $490 in
27:38upfront cash considering the clients I
27:40closed and a backend revenue of $12,000
27:44with 50% margins. Okay? And this is
27:47include including a mere $1,000 a month
27:50in marketing spend per client. Mere
27:53$1,000. I have clients paying us $20,000
27:56a month in marketing spend. I'll show
27:57you, you'll see later, but we would have
28:00made a gross profit of $6,500 while that
28:03guy would still be at $4,000. Now, month
28:05three,
28:07close two clients, turn another client,
28:09but well dispute, five clients active
28:12again, $4,000 a month, and we third
28:15month, close a little less, six clients,
28:17turn three, we have 15 active clients up
28:20from cash 420, and we make $15,000 a
28:23month, of which gross profit is 7.9K.
28:26Now, which model do you think is more
28:28sustainable? Okay, which model do you
28:30think works? And that is why people with
28:33this model stay stuck at 4,000. Look,
28:36every month, $4,000, $4,000, $4,000.
28:40That's not enough to even pay the bills.
28:41It's not that's not good. That's not
28:43good. Especially if you have a business
28:44partner. So, and this is actually a
28:46realistic way it would play out if you
28:48actually do it.
28:51And I say that because we've done it. We
28:53played it out like that for the first
28:54few months. And this is considering that
28:56you only get one dispute over three
28:58months and that you and that you know
29:00considering that I don't close any whale
29:02that can spend at least $10,000 a month
29:04in leads. If I do that I'm going
29:05straight to 25k a month and you're there
29:08at 4k a month re profit. We are at 25
29:12with upside because we can always make
29:14more per client. You are stuck on how
29:16much you make per client and you have to
29:17close more to make more. We make money
29:19from the back end. Okay.
29:22And the reason you're so likely to get
29:23disputes with the offer A, by the way,
29:26is that it takes longer for them to get
29:28an ROI. It just takes longer. So for me
29:30personally, why I wish I went straight
29:31into more performance-based offer like
29:34this one is like offer B. It's not so
29:37much the ease of closing client of
29:38closing clients because yes, with an
29:40offer like this, you will close more
29:42than with an offer like that. It's just
29:43the way it is, okay? But it's more for
29:46the volume of clients that come in
29:48because the more clients you get, the
29:50faster you learn and the more
29:52testimonials you can collect faster. And
29:54when you are at the beginning, that's
29:55gold. I'll tell you what, we didn't even
29:57get many testimonials for the past six,
30:00seven months. We got all of them at the
30:02beginning and then we kind of stopped
30:03even asking for them, which is not good.
30:05But what I'm saying is they are not that
30:08important after you have a few. But when
30:10you have zero, these should be your
30:12focus. So, a performance-based model
30:15like it could be that offer I showed you
30:16or could be the pay percentage based
30:18model. They will be very good for you
30:20because with offer A, you'd be lucky to
30:22get one testimonial over three months if
30:24you do well. With offer B, you can
30:25easily get three testimonials in the
30:27first 30 days. No doubt. All you need is
30:29for a client to close a 5K job from one
30:31of the first 10 leads you sent them. I
30:33literally showed you we got this guy
30:34five appointments in the first 10 leads
30:36and he closed three jobs. Don't you
30:38think he would leave us a testimonial?
30:41Like, yes, he would. So, um, if you do
30:44that, they'll be more than happy to
30:45record a testimonial for you, especially
30:47if you also say you throw a couple leads
30:48in, um, just for them for free. Now, I'm
30:52not saying
30:54there's no agency who's very successful
30:56with offer A. I [snorts] just showed you
30:58one right here. They're very successful,
31:00very similar offer. They're very
31:01successful. 300K a month revenue. Okay.
31:04But what I'm saying is that without
31:06social proof or experience, going with
31:08offer A will slow you down. last, you
31:11know, it just takes longer to get your
31:12feet off the ground. And do not speak
31:15about the margins and the backend
31:16revenue, but especially if you're also
31:18pretty new to business and you're not
31:20very skilled at sales or confident in
31:21your service and lead generation skills,
31:23you're putting yourself in a very high
31:25pressure situation when you go with
31:26offer A. [snorts]
31:28That said, this is the offer I would go
31:30for if I was you. This right here, paper
31:33lead or paper appointment model. I will
31:35say you can also go with paper
31:37percentage based but uh most here the
31:40offer overall is paper lead. Paper lead
31:42is the best one. Okay. If you are not
31:44confident in running leads, forget this.
31:47Go with paper go with the percentage
31:50based. Okay. Make have them put the ad
31:52spend. You cannot take the risk up front
31:54of putting ad spend because maybe you
31:55don't have the cash for it or you don't
31:57have the skill for it. So if you don't
31:59have that really starting from ground
32:01zero. I already ran ads before, so I
32:04already was kind of confident in it. But
32:06if you're not, go with p with percentage
32:08based. You're not going to make that
32:10crazy amount of money, but the amount of
32:11data you're going to get back to, how
32:13much you're going to learn, insane. So
32:15go with that. If not, this is the offer.
32:17Papayer per lead or paper appointment.
32:19You minimum want to get one lead um or
32:23appointment deposit up front that is
32:26non-refundable and that is in case the
32:27pay their payment fails at the end.
32:29That's what you tell them in case you
32:30know one day we stop working together
32:32and your payment fails or whatever you
32:34know I'm going to use that deposit that
32:36you give me to pay for it. It's like a
32:38trust whatever. So you get upfront fee
32:41and then you throw in an AI solution.
32:43This video obviously will not cover
32:44that. It's client acquisition here guys.
32:46Today is client acquisition. So that AI
32:49solution could be chat bots tracking
32:51dashboard a website SEO. Do your
32:53research. go to all these people who say
32:55they have an AI agency and see what they
32:57do what they offer for AI and put it in
32:59the back end instead of uh in in you
33:02know paired with selling leads and
33:04honestly that offer right there if you
33:07also have these and you're scanning a
33:08little bit this is what we're starting
33:10to do now we're actually adding these
33:12and we're charging 297 a month for it so
33:15now not only do we sell per lead have
33:17our paid performance but we also have a
33:20stable monthly recurring revenue coming
33:22in if you're starting out. Don't even
33:24try that. Just add it as a service for
33:26free to get more closes in in the
33:28future. You can think about that. So, we
33:31have no upfront fee pretty much because
33:33we only have trust deposit, no ad spend.
33:35The client don't have to put the ad
33:37spend. You put the ad spend up front.
33:38There's no monthly retainer because
33:40right now you're not charging anything
33:41for the AI and there's no really big
33:44contract like all people who do retainer
33:46chart, you know, they put them stuck in
33:48this three-month contract. You don't do
33:50that. And now that you have your offer,
33:53you need to pick your niche. For
33:55clarity, we can separate niches in two
33:57categories. Prof personal services and
33:59professional services.
34:01Personal services are home, health,
34:03beauty, and car services. So I'll give
34:06you the full subniches list in a second.
34:08But professional services, you can get
34:10an idea. They are law, insurance,
34:13finance, any kind of B2B that needs
34:15leads and clients. Uh for could be
34:18software, you know. So the main
34:20difference between these two categories
34:21is the barrier to entry and the scaling
34:23potential. It's easier to convince a
34:25plumber to work with you, but it's
34:27harder to have a plumber pay you 10k for
34:29your leads or service. Not just because
34:32not many plumbers make enough to afford
34:34that, but even if you start with them
34:36when they're smaller and you help them
34:38grow, they have a capacity limit and
34:40sometimes they don't have the drive to
34:42scale to those billion dollars. their or
34:45years their dedicate their mindset is to
34:48just make enough money and make a little
34:50more than they're making now, get a new
34:52car. But software companies, for
34:53example, finance companies, they're
34:55looking to make millions. So, they will
34:57justify a 10K expense. So, these guys,
35:00for example, plumbers can't take
35:02infinite jobs. They would need to expend
35:04the crew, open a new location, and so
35:05on. So personal services instead while
35:08so while personal services including
35:10plumbers are easier to start with
35:12they're harder to scale past 200 and
35:14300k a month and so on with there's some
35:18obviously uh now with professional
35:20services instead on the other hand most
35:22companies can afford to pay you 10k a
35:24month in leads or marketing they do that
35:26like that because they make so much
35:27money and they have almost unlimited
35:29scale think about insurance all they got
35:31to do is close more the service delivery
35:33has no extra uh cost or really take
35:38time. So, it's a lot a scaling game for
35:41them. It's a numbers game. The more they
35:42they need to put money out so they can
35:44get more clients in and then it's just a
35:46numbers game. Uh however, it's hard to
35:48close these people, these sort of
35:50businesses and especially if you have no
35:52social proof. Now, a very logical
35:53transition which I honestly can't see
35:55myself doing, I do can see myself doing
35:58in the next two to five years is scale
36:00this agency in the personal services
36:01niche first. So ours is for residential
36:04contractors. We scale that to I don't
36:07know 100 200k a month and then we use
36:10that social proof and experience to
36:12pivot into professional service where we
36:13can easily scale to a million dollars a
36:15month. [snorts]
36:17So if you're watching this video,
36:18however, I assume you're not making uh
36:20100k a month. So I'm going to focus on
36:23personal service niches. Here's a few
36:25that you can pick between and all of
36:27their subniches. We have solar window
36:30and doors, garage doors, fencing, decks
36:32and patios, pool installation, basement
36:35waterproofing, boulder remediation, um
36:38water damage restoration, pest control,
36:40flooring, painting, electrical,
36:41plumbing, septic services, gutters,
36:44garage storage, organization. Honestly,
36:46this one is not that great. Home
36:49security systems is good. Bathroom
36:50remodeling and obviously also kitchen.
36:54bathroom and
36:57kitchen,
36:59edu and home additions. All of these are
37:01all proven to work and good for the home
37:04service for the home area for the home
37:06niche. Okay. For uh health, we have
37:09dental implants, cosmetic dentistry,
37:12invisalign, chiropractors, physical
37:14therapy, weight loss, hormone therapy
37:16clinic. Nowadays, we already know we're
37:19going to have peptides in there. uh you
37:22know I don't know clinic or product TRT
37:25clinics
37:29um I guess that's what it is hormone
37:31therapy clinics it would be TRT but IV
37:33therapy clinics dermatology uh vision
37:35correction hearing aids podiatry
37:37fertility clinics peptides and TRT
37:40beauty we have med spas barbers hair
37:43salons laser hair removal botox
37:45permanent makeup micro blading lash
37:48extensions body contouring tattoo
37:50removal skin clinics, bridal hair and
37:53makeup and nail salons. And for car,
37:55we've got car detailing, ceric coating,
37:58paint protection film, window tinting,
38:00car wraps, paintless dent repair,
38:02collision repair, autoglass windshield
38:04repair, mobile mechanics, auto repair
38:06shops, transmission repair, tire shops,
38:09car washes, used car dealerships, and
38:11performance unit. All of these people,
38:13all of them, they all need leads. All of
38:16them from the first one to the last one.
38:17Every business you can think of, they
38:19need leads. And these are the main
38:20subniches you can target. Now you should
38:23pick a niche that you have an
38:24inclination or an interest towards.
38:26That's the niche is going to be easier
38:27for you to understand.
38:30And if you understand the niche, you can
38:32sell to the niche easier. You can market
38:34to the niche much better and be more
38:37much more relatable to them.
38:41Now, if you're not sure, I would uh
38:43recommend obviously to research each
38:45subniche one by one until something
38:48catches your eyes or you feel something
38:50and just feels right. It feels like this
38:52niche right here is in the sweet spot.
38:54That's how it was for me with
38:55residential contractors. Honestly, I
38:57didn't do that much research. I didn't I
39:00just when you know when I heard about
39:02it, I was like, "Yeah, it just feels
39:04right. High ticket. It just feels like
39:06the right thing. It just makes sense to
39:08me. that's who I want to sell to. And
39:10it's probably one of the hardest niches
39:11I could have picked because I still am
39:13obviously Italian, but I was even
39:15younger. I was more than a year younger
39:17than now. And I already now I still now
39:18look young. I'm almost 22 and I look 18.
39:21Okay. So, with an Italian accent on top
39:24of that. So, and I'm selling to these
39:26guys who who are 40, 50 years old and
39:30they work construction their whole life
39:32and they look at me and they want and I
39:34want them to pay me thousands of dollars
39:36a month. Okay. It's very hard especially
39:38when I'm not living in the US. So if I
39:40did that with that niche just because it
39:42felt right, I'm sure you can do it as
39:43well with every niche because the truth
39:44is every niche works. If there's at
39:46least one agency, this is a rule. If
39:49there's at least one agency making
39:50$100,000 a month in the niche, you can
39:52too. If there's nobody making at least
39:54$1,000 a month in the niche, it means
39:56there's not enough demand and it doesn't
39:59work for this model. It's that simple.
40:01Whatever you do, don't be afraid of a
40:02saturated niche. I rather much rather be
40:04afraid of a um
40:09empty niche of a blue ocean than being
40:13afraid of a saturated niche because
40:14saturation is only the indication and
40:17there's a lot of money in the niche, a
40:18lot of opportunity for better than the
40:21rest. That simple. As a beginner, like I
40:24said, I'd much rather be in a Saturday
40:26niche than a blue ocean, not knowing if
40:28there's speech in that ocean. So, pick
40:30your niche and once you do, do your own
40:31research in the niche. Dig deep, deep,
40:34deep into everything. And next, we're
40:36going to talk about setup fees and lead
40:38packages
40:40because I already know what you're
40:41thinking about.
40:43If the goal is to get as many clients as
40:44possible so I can learn as fast as
40:46possible and get testimonials faster,
40:49shouldn't I just charge nothing up
40:50front? Why would you even want to charge
40:52for the little upfront deposit? Okay,
40:55that is a good point. It truly is. and
40:57he convinced me personally for a long
41:00time and I've fallen for it. Here's how
41:01much we spent only on ads. That doesn't
41:04include all the other acquisition
41:06systems. Only on ads between January and
41:09May 2026 to get some clients. It's not
41:12that much to be honest. It's not much if
41:14you think about it. $3,000. And the
41:17reason we weren't able to spend more is
41:19that we were not charging money up
41:20front. We were turning no money up
41:22front. It was and that was just
41:23unsustainable. meaning that was a full
41:26expense instantly. We lost 3.4K right
41:29away in the hope of making that money
41:31back with leads. But we just were too uh
41:35naive cuz you know there was no ROS in
41:38the in the front end. We weren't even
41:40charging a lead deposit. We just wanted
41:42to get people in because we knew that
41:43the money was in the leads. I still
41:45believe the money is in the leads.
41:46However, here's where we were naive. We
41:49didn't know that charging nothing up
41:51front attracted guess who bad clients.
41:55And it repelled the good ones. Because
41:58every business owner making over a
41:59million dollars a year with their
42:01business doesn't expect for your service
42:03to be free. They understand that things
42:05cost money, time, people, and they
42:08expect a fee to get started. And if you
42:10don't have it, they won't take you
42:12seriously. And the truth is if other
42:13companies service or agencies in your in
42:17your same niche have scaled with a setup
42:20fee, you can do the same too. Sure, you
42:23want to be different. You want to be
42:24better, but it doesn't mean that
42:26charging a fee up front is wrong or
42:28doesn't work. It just means you're not
42:29good enough at selling it or you're not
42:31good enough at marketing it. because
42:34Angie
42:36charges a monthly fee to be part of
42:38their program and a setup fee and a
42:40yearly fee and or depends which package
42:43you go with. So if they did it, why can
42:45we not charge a setup fee and still get
42:48millions of dollars worth of clients? We
42:50can't. It's all in the mind. It's a
42:51limiting belief. So you need to see the
42:53data. You need to see the data in front
42:55of your eyes. You need to see that it's
42:57actually possible and there's people
42:58doing it in your same niche so you can
43:00break off that
43:03you know illusion that setup fees don't
43:06work or it's cost too you know it's too
43:08expensive they nobody would ever pay
43:10this they do pay it all every day all
43:12the time so just find whatever data you
43:15need to find to convince yourself of
43:16that and I actually like to argue that
43:19our close rate was lower with a setup
43:21fee than with a setup fee like without
43:23than with now how much you should charge
43:26really depends, but at get started with
43:28a simple lead deposit fee like I said.
43:31So, pretty much just a set fee worth the
43:33equivalent of one lead or appointment
43:34depending on which model you're in. And
43:37that's because it's very easy to
43:38justify. Okay, you can just say in case
43:40something goes wrong, in case you don't
43:42pay, your car declines, we're just going
43:43to use that. And then if you're closing
43:46a lot and are comfortable in your
43:47service delivery and closing skills, I
43:49would just up it to $200 and go from
43:51there. For us, we charge anywhere
43:53between $200 and $800 up front,
43:55depending on the type of person we're
43:57talking to. So, I promise you there's
43:59many people will be willing to pay that.
44:01Now, you might ask, what about charging
44:03for 10 to 20 lead packages up front
44:05instead of the setup fee? There's other
44:06guys in the lead generation, especially
44:08in lead generation niche, uh, not AI
44:10lead, just AI, just lead generation
44:12without AI, and they charge big
44:15packages. Okay? And what I can say with
44:17that is that it's a tricky thing. Uh
44:19it's a great it's great on paper because
44:21you see these people closing deals for
44:23three $4,000 uh and the truth is you get
44:26all the money for the leads up front but
44:28then it hits you when you have to
44:30actually get leads for the clients. Uh I
44:32think it's normalized for nationwide
44:34businesses like insurance companies
44:35where the service area does not impact
44:38co cost per lead. So if I add an agency
44:40in the insurance niche, I would want the
44:43lead package up front because I already
44:44know nationwide what it costs me to get
44:47a lead. So it's very predictable. While
44:49when it comes to local businesses, I
44:52think it's a very danger dangerous model
44:54to run. You can really get [ __ ] Uh
44:56it's happened to us a couple times that
44:58we charge for a lead a lead package and
45:00then either because of the area um or
45:03the CPL was ra rising out of nowhere. U
45:06either way, we'd end up having to pause
45:08the campaigns, clients asking where
45:10leads are and we just end up barely
45:13breaking even on the campaigns and it
45:14was a pain in the ass. That's what it
45:16was. So, we do not charge uh lead
45:18package anymore. And if we do, nothing
45:20above five leads with new clients,
45:23especially in areas that we've never
45:24worked with, especially in areas that
45:26we've never run ads in before because we
45:28you never know what the area is like and
45:31not also not so big because ad fatigue
45:34is a thing and espec especially locally.
45:38So, after a while, you'll see the cost
45:40per lead in that area after you know,
45:42we've seen it with clients who are
45:43spending 30k with us. the cost per lead
45:45in the area just keeps going up after a
45:47while because
45:48yeah there's main the top of the market
45:51people who are in a more ready to buy
45:53mode and more qualified just are already
45:55became a lead and so now there's less
45:57people and yes they will regenerate
45:59themselves but if you're spending more
46:00than the amount of leads that they are
46:02if you're spending more than demand then
46:04the cost per lead will go up. Um, so,
46:08uh, especially also if you're not good
46:09with money, you know, you might think
46:10that you're so rich and you make so much
46:12money, you think you cash collected 8K
46:14this month, 8K profit, and then you got
46:16to pay that 50% of that at least to get
46:19the leads. Now, we instead don't do any
46:22of this. We charge we automatically
46:24charge the clients manually on Stripe at
46:27the end of each business day and that's
46:28been working great for us. So, for now,
46:30all you need to worry about is getting
46:32clients in. Don't worry about the lead
46:34package and this kind of stuff. And in
46:36order to do that, once you decide what
46:39niche and offer to go for, it's time to
46:41set up your funnels and your sales
46:42assets. So, if all of this is clear,
46:45let's get straight into that. Never
46:47mind. Change of plans. Once you pick
46:48your niche, before you create any sales
46:50assets and you start looking for
46:52clients, you need to fully understand
46:53the people you're targeting. So, do not
46:56start writing anything before you do
46:58this. The you literally get your ICP
47:00template and research done. So, you need
47:02to know what time do they wake up, what
47:04car do they drive, what's their morning
47:06routine, what hours do they work, what
47:08type of work do they do, literally
47:09anything you can think of. It took me
47:11over a year to fully understand my
47:12niche, the residential construction
47:14niche. And truthfully, only way to fully
47:16learn the niche and really only when I
47:18learned it, unless you already are in
47:20that niche or were in the niche, like
47:21working directly, is to speak with
47:23hundreds of these businesses and work
47:25with dozens of them. Now, the good news
47:27is that AI makes collecting the info so
47:29much faster and easier than it used to
47:31be. So, um, that's going to be good, but
47:33it doesn't replace the work you need to
47:34put to actually understand the niche.
47:36Having the information is easy.
47:38Understanding the information is the
47:40hard part. And so, the best thing you
47:41can do is create your own uh ICP
47:44research doc so both you and AI can use
47:47that as context to create everything
47:49that you're going to do next. Here's a
47:50template that you can follow. I put it
47:52here. Uh, you can go through on your own
47:55time later. down here you should find a
47:57link to have this document this whole
47:58thing so you can study it all completely
48:01for free. Uh maybe I'll ask you for your
48:03email. I'm not sure. I haven't decided
48:05yet. Uh but either way it's going to be
48:07free. Uh all you have to do once you
48:09have this template is paste it into shpd
48:11or claude and have them fill it out. And
48:13then I still 100% recommend doing some
48:16manual research. Uh I have a video on
48:18this channel where I do it live if
48:20you're interested and how to do it and
48:21the psychology behind it. So do that. Uh
48:25just look on my channel for market
48:26research. It's a pretty big video pretty
48:28also a lot of views so you should find
48:30it and follow this rule. Do not write
48:33anything before doing research. Number
48:35one copriting rule that difference
48:37between great sales material and sales
48:40assets and terrible ones. So don't skip
48:43this part. And now we can actually get
48:44into the sales funnel. So drink
48:49like I said this is going to be very
48:51value dance. We're only here. Okay.
48:53there's still a lot to go and a lot of
48:55sauce. So, it's it's big. So, if you
48:58need a break or if you need to let all
49:00of that sink in, you know, take that now
49:02before we get into the sales funnel and,
49:05you know, take five minutes, go for a
49:06walk, get a get something to drink. It's
49:09been almost 40, it's been 40 minutes or
49:11something. So, do that and then let's
49:13get into this. So, regardless of the
49:15niche, offer, or client acquisition
49:16vehicle, system, whatever you want to
49:18call it that you pick, you need to set
49:20up your own salesunnel. It's important.
49:22And here's everything that you need to
49:23have in place before you start getting
49:26clients. First of all, your CRM,
49:29calendar, booking page, confirmation
49:31page, email confirmation and reminders,
49:33and text sequence. We've moved through
49:36this section very fast. So don't worry
49:38about it. Uh so and most of the things
49:39you can literally just copy and paste
49:41them. Um so we can then move into actual
49:44getting clients, client acquisition much
49:46faster. Uh any know how here is really a
49:49twominut YouTube search or Google search
49:51away. So I'm not going to get too deep
49:54into the information because it's very
49:55easy stuff copy paste. What matters is
49:58the strategy behind it. So first thing
49:59in the CRM I use go high level. It's a
50:02no-brainer. Uh I don't know any agency
50:04who's using a different one. Uh all you
50:06need if you're starting out is the $97 a
50:08month plan. Nothing more than that. And
50:10by the way, I'm not selling anything,
50:11but I am giving a free 30inut uh 101
50:15coaching call to the first 100 people
50:17who sign up to the go ahead level free
50:19trial with my link down here in the
50:21description. You can if you have the
50:22doc, you can just click on it right
50:23here. Uh so sign up with that and to the
50:26first 100 people, I will just speak to
50:28you oneonone face to face on discord and
50:31um give you some extra value. You can
50:33ask me any questions you want. Honestly,
50:35that's the only way to ask me questions.
50:36My profile is private on Instagram. So,
50:39if you really think uh I know what I'm
50:41talking about and you'd like some help,
50:43sign up through there. If you don't have
50:44[ __ ] level yet or upgrade your
50:46subscription if you already have it and
50:48yeah, it will redirect you to a private
50:50Discord community where you can chat
50:51with me and my business partner every
50:53day. So, not just the call but also that
50:55and then you'll be able to pick the time
50:57to talk to me. That simple. If you don't
50:58want the extra value, you don't have to
51:00sign up with me. I'm not forcing you and
51:02honestly don't care. Just sign up on
51:04your own cuz you'll need it anyways. GHL
51:06is just what you need for this agency.
51:08If you want to have an agency overall in
51:10life, calendar, all you need to is one
51:12calendar for the sales call. This is how
51:14I set up mine. 30 minute uh meetings uh
51:17duration 30 minutes. Uh two uh
51:20scheduling notice is 2 hours. Date
51:22range, no more than 3 days. If they book
51:255 days in advance, they're not going to
51:26show up. You don't want that. Uh and
51:29then maximum bookings per slot two. In
51:31the um redirect settings, we want to
51:34make sure that we redirect anyone who
51:37books to the confirmation page once we
51:38build it in a second. And for the
51:40qualification questions, this is what we
51:42ask company. Oh, on top of the name,
51:45email and phone number, we ask company
51:47name, size of the business, and if their
51:49company have a sales center, a call
51:51center, sales people or appointment
51:52centers. Next, booking page. This is the
51:55page that we'll send traffic to whenever
51:58people want to book a call with us
51:59directly. Regardless of the position
52:01channel you decide to use, you need to
52:03set up a page like this. Uh the booking
52:05page structure is actually super super
52:07simple. They have a niche call out
52:09headline, sub headline, call to action
52:11and incentive calendar process breakdown
52:15and the social proof. These two are
52:17optional. You know, if you don't are not
52:18so sure, if you don't have any social
52:20proof, and if you're not so sure what
52:22the process looks like yet for yourself,
52:24you can also skip this, but I'm going to
52:25show you what um mine looks like.
52:29Okay, so here you're going to have the
52:30logo niche call out. Uh so that's going
52:33to be for example for residential
52:35contractors for you want to be a little
52:37more specific. You're targeting specific
52:39subniches. So um that's one other thing.
52:42Do not go into overall for health
52:44professionals. No, for chiropractors
52:48only pay for qualified estimate
52:49appointment we book for you. This is
52:51obviously for residential contractors.
52:53You know, dentists don't have estimate
52:55appointments. Then all like I said here,
52:59uh call to action in uh sub headline
53:02here. We can use um non-statements. I'll
53:05show you a couple of templates in a
53:06second. And then book a time below. Call
53:09to action. See if your era qualifies for
53:12special offer. That is the incentive I
53:14was talking about. Uh here's the
53:16calendar. Like I said, next this is an
53:18example, but here's the form we use in
53:20it. Go level. And uh that's pretty much
53:22it. That's pretty much it. So, uh you
53:25can build this probably in 10 minutes.
53:27Um what takes the most time definitely
53:29is the headline. You know, writing a
53:31good headline. Here's a couple
53:32frameworks that worked well for me in
53:34the best for the headline and are proven
53:35to work. ICP call out. So steel for
53:38example if you are a uh this is for
53:41example four dentists offer or the
53:45promise that you're whatever it is. So
53:48I'll get you I put the money into ads
53:50get you the leads you only pay $70 per
53:53lead. That is your offer or promise or I
53:55will increase your close rates by 30% in
53:57the next three days. Or my what was my
54:00promise at the beginning of this video?
54:01I'll show you everything you need to
54:03know to start your agency and um start
54:07within and to get your first client in
54:09under three days. That is the offer or
54:11promise. And then non statements or
54:13social proof. That's what these are what
54:14known statements are. So not things that
54:17they either don't like or they've tried
54:19in the past or thing other alternatives
54:22that they they don't want. Okay. So no
54:25setup fees, no ad spend, no retainers.
54:29These are our loan statements which make
54:31these look better. It's usually a
54:33logical a logical continuation of um
54:39the
54:40offer. So you said you imagine you're
54:43telling them the offer the promise and
54:45what is the first objection that comes
54:47to mind? What is the first thing that
54:49comes to mind? Oh but no this. Oh but
54:50about this? Oh but about that? All those
54:52things you want to say you don't have
54:53them. So no this, no that. No whatever.
54:56All those things that logically come to
54:57mind right after they hear your promise.
55:00Some copyrightiting there for you. Next
55:02one. Still call out at the top. We'll
55:05get you desire in desirable time frame
55:08or your money back or I buy your agency
55:12or I
55:15get naked whatever the risk reversal is.
55:18Uh so and then down there you still want
55:21to have non statements. If you don't
55:22want to use non statements and you have
55:23very good social proof, you can also do
55:25that. So, what that would look like is
55:27um 3,000 lead generated leads generated
55:31for contractors just like you. I could
55:33put that down here at the bottom and um
55:36it would uh it would do good. It would
55:38still work. Uh if you sign up to go
55:40level through my link and are in my
55:42Discord community, by the way, just send
55:43me your funnel. I can help you with a
55:44copy myself. Now, for confirmation page,
55:48ironically, the confirmation page is
55:49more important than the booking page.
55:51It's the first and most important step
55:53in your shop system.
55:57So, it's important you get it right or
55:58you're not going to get anyone to shop
55:59at your calls, even if you book calls.
56:02And these are the elements you want to
56:03have eventually in your confirmation
56:06page as you scale. You might not have
56:07all of them today, but over time, just
56:09start building them up. Confirmation
56:11video, due digence video, breakout
56:14videos, and social proof. Here's what my
56:16confirmation page looks like.
56:21Your call is not confirmed. Do your due
56:23diligence. How do I know this is not all
56:25BS? I don't have the confirmation. I
56:27don't have a confirmation video. I just
56:29went straight into a um due diligence
56:32video. Let me see if it lets me play.
56:33>> How do you know that everything
56:35>> Okay, so due diligence video is simply
56:38going over your payment processor
56:40showing that um you're making money and
56:45you have so many transactions and you
56:46have so little disputes. And if you have
56:48any disputes or if you have any refunds,
56:50just break those refunds down, explain
56:52what happened to build more proof. That
56:54is what a due diligence video is. If you
56:57want to learn more on shop systems, I
57:00would definitely recommend checking out
57:02Jeremy Hayes. You know, I can't avoid
57:04but putting you on sauce and giving you
57:06value even if it's not for me. That is
57:08super valuable. So, not that video
57:10specifically, but he has video on the
57:11shop systems and the confirmation page
57:13back best practices. Check him out. He's
57:16the goat when it comes to this. So, um,
57:19like I said in the video, we have due
57:22diligence video, confirmation video,
57:23what's on your mind. These are all going
57:25to be breakout videos. So, what these do
57:26is they answer one specific question
57:28that the client might have right now.
57:31Kills objections and all that kind of
57:32stuff where you find material and ideas
57:35for these objections. Just look at your
57:37ICP research stock. If you've done it
57:39correctly, you're going to have a
57:40section with objections. So, you can
57:42just take those and turn them into
57:44two-minute videos. Literally easy ass
57:46videos like this. 2 minutes long.
57:48>> How much do we charge per lead? Great.
57:50>> And we just get into it. Raw videos.
57:52Easy or lose. Uh I had the option to
57:55send us a message if they want. We have
57:57some people do that. And then we have
57:58our testimonials down here. That simple.
58:01Okay. And again, maybe you don't have
58:03all of this today, but you can start
58:05building it over time. So maybe you
58:07don't have that much social proof or a
58:09lot to show in your due diligence
58:11because you don't have 500 transactions
58:13like we do. Well, all that means is you
58:15need to double down on breakout videos
58:17and build more trust. That simple. An
58:20easy way to come up with breakout
58:21videos, like I said, check out your ICP
58:23talk and keep them between two and 5
58:24minutes long, raw video, simple loom.
58:27Um, one thing about the confirmation
58:30video uh that you want is if you're
58:33doing it, make sure that you mention uh
58:35that they need to check their email and
58:38confirm uh their appointment with you.
58:41In fact, what we say here at the top is
58:42your call is not confirmed. Then here in
58:44your confir here, you're going to say
58:46they need to check their email to
58:48confirm the appointment. Uh here, in
58:50fact, a confirmation video script that
58:52you can take inspiration from. We had it
58:54in the we had it uh in our agency
58:56before. Uh I'm not going to read it
58:58because you can get on your own. It's um
59:01very very simple. Thank you for booking
59:02a call with us. Reply yes. So I know you
59:04got everything. We're good to go. And
59:05then we just go into you know exactly
59:08what happens next. what we do on the
59:09call, the goal of the call, simple stuff
59:12like that. Uh what the breakout videos
59:15cover, so we tell them to watch them.
59:17Super super simple. Check this later.
59:19Number five, we want to have email
59:21confirmations and reminders.
59:23So once you're done with your pages and
59:25funnel on go high level, you want to set
59:27up a very simple email confirmation
59:29reminder workflow. And that triggers any
59:31time someone books a call on your
59:33calendar. This is what our confirmation
59:35email looks like. You confirm your AI
59:38demo call. Hey, contact first name. Your
59:40demo call has been booked for this day
59:43and add this link. Before the call,
59:45please watch this form video. These VDs
59:48will send them to the info page, the
59:51confirmation page. I'll show you exact
59:54it will show you exactly what to expect
59:55on the call and help you determine
59:56whether our AI lead system is a fit for
59:58your business. One quick favor, reply to
1:00:00this email with yes so I know you've
1:00:02received the meeting details. Looking
1:00:03forward to speaking with you, Matina.
1:00:06Simple. Then a 4 hour reminder via
1:00:08email.
1:00:11Quick note. That's the subject line.
1:00:14Hey, first name. Looking forward to
1:00:15speaking to you today at appointment
1:00:17time. Before jumping on, take a second
1:00:18to think about this. What service area
1:00:20would like us to target? And here you
1:00:22have three questions that um just, you
1:00:25know, just so you don't send just a hey,
1:00:27just reminding you of the time, but you
1:00:29actually try to get more information out
1:00:30of them and to think about the call and
1:00:33actually see how serious the call is. Uh
1:00:35the more client you have going in, the
1:00:36more straightforward and useful the call
1:00:38will be. Talk soon, your name signature.
1:00:41That's all you need to get started
1:00:43honestly. And as long as you start
1:00:45getting more calls booked and you can
1:00:46see people are actually opening your
1:00:47emails, you should set up a simple email
1:00:49sequence that provides them more trust
1:00:51and builds trust, you know, provides
1:00:53more value and builds trust. All you
1:00:54have to do is take one of your breakout
1:00:56videos, put them on a separate page, and
1:00:58then write a brief email redirecting
1:01:00people to the image to that video. Okay?
1:01:02shop some page like this
1:01:06logo. How does the demo code work? And
1:01:08let's just uh simple as
1:01:12>> another question we get pretty often is
1:01:14how does the code work? What
1:01:16>> easy just like that and if they click
1:01:17this button they will be redirected back
1:01:19to the
1:01:22what is it to the confirmation page so
1:01:24they they can watch the remaining uh
1:01:26breakout videos. Um okay now text
1:01:30sequence. The text sequence is far more
1:01:33important than the email sequence
1:01:34actually. But if you're starting your
1:01:36agency today and you don't have a go
1:01:37level account or a company setup, you're
1:01:40not going to it's not going to be that
1:01:42easy for you to get a text number. So
1:01:44you have to go through an application
1:01:45process. You can look it up online. A2P
1:01:48number registration on go high level. Uh
1:01:51so if you don't have a number, send more
1:01:53reminders via email more than just 24
1:01:55hours and four. Um send more. But if you
1:02:00have text, that's what we use. So after
1:02:022 minutes of them coming in, we we send,
1:02:04"Hey, first name, it's Matia from
1:02:06company. Just want just saw you booked
1:02:08the time uh to talk about our paper
1:02:11estimate offer." Then you wait 6 seconds
1:02:14and you say, "Is this the right number?"
1:02:16So they will see this in a very natural
1:02:18way and they'll think it's actually you.
1:02:21Then 24 hours before the call, hey,
1:02:23first name, looking forward to speaking
1:02:24tomorrow. three hours before the call.
1:02:27Hey, we're still good to talk at time
1:02:29today, right? 15 minutes before the
1:02:31call, ready to jump on the meeting in 15
1:02:33minutes. Do you have a link to join and
1:02:35everything? 1 minute before the call,
1:02:37joining now. If we don't get a response
1:02:39here within 30 minutes to an hour, we
1:02:41call them. And if we they don't answer,
1:02:43we keep calling them because we want
1:02:45them to show up. Make sure to download
1:02:47the app version of Joy of [ __ ] level,
1:02:49which is lib connector. That way, you
1:02:50have notifications on and you can see as
1:02:52soon as someone answers. But what about
1:02:54the VSSL? I have some of you asking me
1:02:57also because I have a video about VSSLs
1:02:59in this channel too. And something that
1:03:01I learned recently actually is that the
1:03:03point of VSSL is to build trust. You
1:03:06hope that by watching the extra 7 to 10
1:03:08minutes of information, the customer
1:03:10will trust you more, like you better,
1:03:11and have less objections. That's the
1:03:13whole point. And the truth is that we've
1:03:16had a BSL before in our funnel and it
1:03:18did well, but only through paid ads like
1:03:21we're you're about to learn very soon.
1:03:23We also achieved equally good results
1:03:24via paid ads without the VSSL. And
1:03:26because every acquisition channel
1:03:28doesn't require VSSL to work, I wouldn't
1:03:30make it an important vital step for you
1:03:33to focus on right now. You really don't
1:03:35need it to start. Right now, we running
1:03:36ads. Uh we were running ads last week.
1:03:39Um and we did not have a VSSL and we
1:03:43still got those numbers. So, you don't
1:03:44need it. At least not right now. Okay.
1:03:47Also, considering that you're very
1:03:48unlikely to go straight into paid ads
1:03:50for reasons that I'm going to show you
1:03:51in a second, you're probably not going
1:03:53to use it. Uh, so how we how do we build
1:03:56that trust without the BSL to make sure
1:03:59people that we want to close like us and
1:04:01trust us more before the sales call?
1:04:03Because that's honestly very important.
1:04:04We want to do most of the selling. The
1:04:06best companies do most of the selling
1:04:08before the sales call. And the sales
1:04:10call becomes a collecting call where
1:04:12they just pay. It's like a register.
1:04:14That's the goal. And there's two ways we
1:04:16can do that. better appointment setting.
1:04:18So, discovery call um asking their, you
1:04:23know, discovering their pain, asking
1:04:25them questions, probing questions,
1:04:27really discovering really what pains
1:04:31they have while we appointment set them
1:04:34so they can trust us better, be more
1:04:35relatable, feel like we understand them.
1:04:38And then content, they need to see and
1:04:39watch content from you, which are both
1:04:41covered in the next section. So,
1:04:45let's move straight into it. Cl
1:04:46acquisition. Oh my gosh, I'm excited for
1:04:48this. I am excited for this. Actually,
1:04:50let me sip my tea. I'm so excited. I
1:04:51have to sip it.
1:04:55[sighs]
1:04:57Boys, the biggest regret I have in my
1:05:01agency is how long it took us to realize
1:05:04the importance of client acquisition,
1:05:06consistent client acquisition. These, as
1:05:09you can see, are some of the numbers
1:05:10from some a little screenshot from the
1:05:13big sheet that I have of clients that we
1:05:15closed. And look, between August 25,
1:05:1825th and October 30th, we closed what?
1:05:223, 6, 9, 12, 13 clients in two months.
1:05:30That is not enough. That is not good.
1:05:32That is not consistent. You can see here
1:05:34three days. We have we have we closed
1:05:36four in three days. And then two and a
1:05:39half weeks without nothing. Then we
1:05:41close then we close one. Then three in
1:05:44two days
1:05:46and then boom another week goes by
1:05:48nothing. And then and then three weeks
1:05:50go by and we close two in one day. Like
1:05:52it was not consistent. It was just not
1:05:54consistent. And it was the biggest
1:05:55regrets that I have. We would go on a
1:05:57one to two week streak where we would
1:05:59focus a lot on acquisition, get some
1:06:00clients in and then totally stop for two
1:06:04weeks. And that's for three reasons.
1:06:06That's here's why we were stopping. Not
1:06:08because we were stupid or something, but
1:06:10we just were getting the wrong people on
1:06:12like we spoke about at the beginning of
1:06:13the video when we talk about the model.
1:06:15The heat rate on a good client with size
1:06:19and money to spend was very low. So, we
1:06:21were spending time and money to acquire
1:06:22clients that would never actually give
1:06:24us an ROI. And second, our acquisition
1:06:26system was not scheduled. We would run
1:06:28out of people to reach out to because we
1:06:29were really only using SMS. As you'll
1:06:32see, when we were really scaling at the
1:06:34beginning, we couldn't find an
1:06:35appointment center who performed and the
1:06:37ad campaigns would stop performing after
1:06:39a few days. I would say a few weeks,
1:06:41okay, we run a campaign for a couple
1:06:43weeks and then ad fatigue would hit and
1:06:44we couldn't recover. So, [clears throat]
1:06:47it was our fault at the end of the day,
1:06:49but we just didn't have a consistent
1:06:51acquisition system. Now, we do have at
1:06:54this point a more scalable acquisition
1:06:56system, more consistent, and we're
1:06:58consistently acquiring new clients with
1:07:00new money to spend every single week.
1:07:02So, in this section, I'll go through
1:07:04everything. We try to get clients, what
1:07:06worked, what didn't, and what you should
1:07:08do at any stage of your agency because
1:07:09all of these come into play at different
1:07:12stages. So, you don't want to skip any
1:07:14of them. Until last week, considering
1:07:16ads alone, it cost us about $40 to $45
1:07:18to book a call. That's only on ads.
1:07:21you'll see things changed. Uh I'll tell
1:07:24you in the paid ads module, we're not
1:07:26really running ads at this moment. And
1:07:29on those we have a 50% show rate, 20%
1:07:32close rate, and a 101 return on front
1:07:34end. So we spend down dollar and we get
1:07:36$1 back. But then that's before selling
1:07:40any leads and appointments. And that's
1:07:41where we have a 50% margins. So I
1:07:43consider that very good. We're closing
1:07:45one to two clients per week and we can
1:07:47still scale. Now we switch things up a
1:07:50little bit. So, as I go through the
1:07:51model, I'll explain better. But it took
1:07:53us 15 months to get to this point. And
1:07:55I'll tell you everything you need to
1:07:56know to get your first new client, your
1:07:58first or a new client in your agency in
1:08:00the next 3 days ideally. I really think
1:08:02you can do it in 72 hours following
1:08:05depending on which one of these you
1:08:06follow. Now, there's five main
1:08:08acquisition systems or channels that you
1:08:10should consider. We have cold calling,
1:08:12mass DM, cold email, ads, content. We
1:08:15tried all of them and
1:08:19all of them work. Trust me, all of them
1:08:21work. Don't believe anyone who tells you
1:08:22the opposite. Everything works. There's
1:08:24companies who make millions of dollars a
1:08:27year only through cold emails. They even
1:08:30deliver the service through cold emails.
1:08:32There's lead generation companies that
1:08:33only work through cold emails. Some
1:08:36doornocking. Some go to networking
1:08:38events. Some run YouTube ads. Some only
1:08:40do cold DMs on Facebook and Instagram.
1:08:42Some only do LinkedIn outreach. Every
1:08:44acquisition channel can work. You just
1:08:47need to pick the one that makes the most
1:08:48sense for your niche, for your offer,
1:08:51for your finances, and for your stage of
1:08:54growth of the agency. That simple. So,
1:08:56what you need to know before we get into
1:08:57the acquisition systems is first of all
1:08:59that each acquisition strategy has its
1:09:01pros and cons. Okay? Each of these each
1:09:03of these systems are different and it
1:09:05serve different purpose at different
1:09:06stages. So, for example, cold calling uh
1:09:09three zero is perfect if you're making 0
1:09:11to $3,000 a month. you're you're
1:09:13targeting small or new businesses and it
1:09:16is hard but good good if you have a lot
1:09:18of time and not much money you can rip
1:09:20this out and just get clients SMS if
1:09:24you're making three $10,000 a month
1:09:26target is small in new businesses still
1:09:28it's not the best to start out but
1:09:30definitely good once you have a few good
1:09:32clients and
1:09:34$1,000 a month in marketing budget you
1:09:36do need some money to run SMS
1:09:39emails they're perfect to go off
1:09:42anywhere If for anywhere between zero
1:09:44and 50k a month, you can scale with
1:09:46emails and you can target really old
1:09:48businesses because if you're smart and
1:09:50use a little bit of AI or some tools to
1:09:53find the personal email of the CEO of
1:09:56any big company, you can get directed to
1:09:58them and show them your, you know, they
1:10:00can what see your read your email while
1:10:03they're having coffee in the morning.
1:10:04These multi-billion dollar companies,
1:10:06that's only really, you can only really
1:10:08do that at a cheap rate via email. Uh,
1:10:11so that's for me in my opinion the best
1:10:13one to start and scale and it's pretty
1:10:14much free. All you got to do is be smart
1:10:17and creative in your approach. However,
1:10:19it is pretty hard or very rare that you
1:10:22land a whale through email. While paid
1:10:25ads, it's perfect if you're making over
1:10:28$10,000 a month to whatever you can make
1:10:31anything and you're born to target
1:10:32whales. It's not worth it to spend, in
1:10:35my opinion, at this point, $50 per
1:10:38booked call to get the same quality you
1:10:40get for pretty much free via email. It's
1:10:43not worth it. But what ads do is they
1:10:46allow you to spend $300 per call and you
1:10:50can blend those clients that have $10 to
1:10:53$20,000 a month in budget to spend just
1:10:55for leads. And only ads really allow you
1:10:58to do that. And even if at this point
1:11:00you already checked this list and you
1:11:01know you want to do cold calls, I still
1:11:03recommend not skipping the module
1:11:05because the lead scraping validation
1:11:07process applies to also SMS and email.
1:11:10So that's the first thing we'll get into
1:11:11as soon as we get into cold calling. Uh
1:11:13however, today you want to get this set
1:11:15up unless you have this. Do not start
1:11:17that position because unless you have
1:11:18this,
1:11:20it's just you're not going to close
1:11:21clients. So take a couple day. It might
1:11:23take a couple days. Shouldn't take more
1:11:24than a couple days. about and you want
1:11:26to have your agency name, your logo,
1:11:28domain, payment processor, bank account,
1:11:31uh Instagram, Facebook page and YouTube
1:11:33channel, Facebook business profile, CRM,
1:11:36ISOG go at level like I already said,
1:11:38landing page, booking page, confirmation
1:11:40page, email domain setup, email
1:11:42confirmation, and three reels on
1:11:44Instagram. We'll get into content later
1:11:46so you can see what's post. And then
1:11:48there's a 30-day setup. So within your
1:11:50first 30 days, your goal should be to
1:11:52have company registered or some sort of
1:11:55uh personal business, something that
1:11:58gives a text number so that you can get
1:11:59a phone number. That's very important.
1:12:02And you want to have at least 10 reels.
1:12:04But what about testimonials? I already
1:12:06gave you a little uh update earlier, but
1:12:08the truth is that every single agency
1:12:10started without testimonials. And for as
1:12:12useful as they are, you can start
1:12:14without and have great success today.
1:12:15You can close clients today without
1:12:17testimonials. I closed my first clients
1:12:18without testimonials. So, how could you
1:12:21not do that?
1:12:23Everybody can. However, definitely don't
1:12:25take testimonials or case studies.
1:12:27Instead, put the effort into creating
1:12:29content Instagram on Instagram and
1:12:31YouTube. Creating content that shows
1:12:33that you understand your target audience
1:12:35and you have the knowledge to help them
1:12:37is the best way you can build trust. So,
1:12:38just do that. Especially if you have a
1:12:40performance-based offer, uh that is
1:12:42enough to convert. At first, I was
1:12:45leveraging my personal brand personally
1:12:47uh on YouTube to increase my authority.
1:12:49I had to because I was selling a
1:12:50retainer offer. But if I saw if I was
1:12:53smart, if I watched a video like this
1:12:55and I knew the different models and why
1:12:57each one each one works and what to do,
1:13:00I would have just gone straight into a
1:13:02performance-based one and I wouldn't
1:13:04need a 10,000 subs on YouTube to close.
1:13:08So
1:13:09that's what I would say. You can just
1:13:11get into that offer. Don't worry about
1:13:13um testimonials, you know, just make it
1:13:16for you a goal. I would say within 60
1:13:19days to get your first testimonial. That
1:13:21would be a good achievement. So, let's
1:13:23get into cold calling. So, this is me
1:13:27cold calling 30 dials on March 21st,
1:13:312025. This is 21 days after starting the
1:13:33agency. And I was cold calling
1:13:35residential contractors from my bedroom
1:13:36in Italy at 1:00 a.m. because we didn't
1:13:39have money for any paid acquisition. So,
1:13:40we just had to run dog it literally. And
1:13:43here's my honest take on cold calling. I
1:13:45think it's a great way to start. Learn
1:13:47the market in depth, collect objection,
1:13:49and optimize your sales script. It was
1:13:50extremely uncomfortable for me
1:13:52personally. And what was even harder was
1:13:54the fact that I was trying to sell
1:13:55something and I hadn't really tested
1:13:57yet. Nobody's was really I don't know. I
1:13:59just didn't never really believed in the
1:14:01retainer model and that's what we were
1:14:02trying to sell. So, I wasn't I couldn't
1:14:05believe in what I was selling. So, it
1:14:07was even harder for me to push myself.
1:14:09Now it's easy because I know when I have
1:14:12works. I know the businesses we've
1:14:14impacted and changed with our leads. I
1:14:17know we can get the leads. I know we can
1:14:18be profitable. I know we can change
1:14:19their life. So I'm much more comfortable
1:14:22closing selling whatever we have to
1:14:25offer and marketing it. But at the time
1:14:26I was at I felt like I was selling
1:14:28something that I hadn't tested then.
1:14:30It's not like I had a support of someone
1:14:31who had done it before like you could
1:14:34have for example from me. So I really
1:14:36felt like it was all up to me and I just
1:14:38wasn't confident. I had never run ads
1:14:41for any local businesses. I had for
1:14:42other businesses but not for local
1:14:44businesses. So although I knew I would
1:14:46have pulled it off in the end, I
1:14:48couldn't fully believe in my abilities
1:14:50and my service which made the whole
1:14:51process very painful and even more
1:14:53tiring, draining really. However, it
1:14:56worked. We did end up closing a few
1:14:58people and make our first $2,000 uh
1:15:00through cold calling pretty much. And
1:15:02this is our um yeah this is our revenue
1:15:05for between March 1st and uh April 30th
1:15:08of 2025. So as you can see at the time
1:15:11we were selling on a retainer basis. So
1:15:14that made things like I said so made
1:15:16things even harder. However, if you have
1:15:18some balls and want $200 to invest only
1:15:21then this you can do. Okay. Starting
1:15:24with the scraping process. Scraping I
1:15:27use BS Google Maps uh scraper. It's
1:15:29perfect for local businesses. you can
1:15:31just scrape very fast on um I'll just
1:15:34show you how mine looks like. You know,
1:15:36it's that simple. You can I'll show you
1:15:38actually I'll actually do it with you in
1:15:40a second, but uh you can just use that
1:15:43if you're going after insurance
1:15:45companies or attorneys or more B2B sort
1:15:47of corporate businesses, I would use
1:15:50Apollo or any similar tool. This
1:15:53scrapers particular, I've started using
1:15:55it two years ago, really at the
1:15:56beginning of any agency I had. And it's
1:15:58great because with $20 a month, you can
1:16:00scrape 100,000 leads. And that's more
1:16:03than you need for any of these
1:16:05acquisition systems. If you want 15%
1:16:08off, actually, I have partnered up with
1:16:10them. I asked them for a referral link
1:16:11for my for a discount link for my
1:16:13audience. So, you can use just 15 at
1:16:16checkouts. You get 15% off on top of
1:16:18$20, which uh I know it's not much, but
1:16:21when you're starting out, every dollar
1:16:23counts. I know that. So, I hope that
1:16:25helps. If you don't want to sign up,
1:16:27still sign up for free because they also
1:16:29have a free version and you get $500 500
1:16:31leads out both with that right away. So
1:16:34do that. Once you got it, just input a
1:16:37common space separated list with this
1:16:39format right here. Business category on
1:16:42Google in city state business category
1:16:45in city to state. So what I do, I
1:16:48usually ask to give me the list of top
1:16:5030 or 40 or 20 or 50 depending on the
1:16:53state cities in a specific state and
1:16:55then it gives me the complete list that
1:16:58will look something like this. Plumber
1:16:59in Miami, plumber in Temple, plumber in
1:17:01Edgeware, whatever. I can just copy this
1:17:03list real quick and I'll put it here. I
1:17:07do scrape
1:17:10and boom, it's gonna start scraping and
1:17:12in a few minutes I'm gonna have it. And
1:17:14uh super simple. What what else can I
1:17:16say? So if you want discount, use that.
1:17:20And now let's go into phone validation.
1:17:23Okay, this next tapping is a little bit
1:17:24annoying, I have to say, but it is
1:17:26necessary if you do cold calling and if
1:17:27you do mass SMS because you don't want
1:17:30to be reaching out to receptionists or
1:17:31gatekeepers, especially in SMS, because
1:17:34if you do that, messages will bounce and
1:17:36your number will be deleted.
1:17:38So you want to make sure you're only
1:17:39reaching out to valid mobile numbers.
1:17:42Um, so and you want to go straight to
1:17:44the decision maker. Okay. So, I don't
1:17:46know if there's a cheaper, more
1:17:47effective way to do this now, but this
1:17:49is how I do it and I've done it. Uh, if
1:17:51you want to save 10%, I use clear out
1:17:53phone. Okay. If you want to use 10%, I'm
1:17:55not affiliated with them, but I
1:17:57recommend signing up for the monthly
1:17:58package and then um removing it. So, let
1:18:01me show you what mine looks like on
1:18:02clear out phone.
1:18:07Um, so
1:18:10as you can see, I've validated over
1:18:13530,000 leads. I have still 10,000
1:18:16credits up here. What I recommend when
1:18:19you sign up is if you need more credits,
1:18:21so buy credits,
1:18:24uh, do the $10,000 $10,000 credits for
1:18:27monthly. So you pay $52 for 100 for
1:18:3010,000 credits instead of paying $58 for
1:18:3310,000 credits. Again, not that much uh
1:18:36saving, but it's better in my opinion
1:18:38than getting 5,000 credits for $35. Uh
1:18:42so, as you can see, I actually use this.
1:18:44I've used it for my leads. And then what
1:18:46I do is I open it on Google Sheet.
1:18:48Whatever list it gives me back and I
1:18:51filter the phone number columns for
1:18:53mobile numbers because that's all we
1:18:54need. Then we copy the list and uh we
1:18:57put in a new sheet and that's the list
1:19:00uh we'll call. And this step is actually
1:19:03important because if you don't do this
1:19:04and you just export the sheet after
1:19:06putting the filter, uh it won't be
1:19:08applied and you'll just export the full
1:19:10list. So you want to copy the whole
1:19:12list, copy paste all the leads into a
1:19:14different uh page and then you export it
1:19:18because uh obviously you don't want to
1:19:20be reaching out to receptionists at
1:19:21gatekeepers. Next for cold calling is
1:19:24the cold calling software. So, if you
1:19:26live in the country you want to do
1:19:28business in, you're very lucky and you
1:19:30can get started calling from your mobile
1:19:31number right away. It's not scalable to
1:19:33$1,000 dials a day, eventually you'll go
1:19:35to spam, but you you get a good pick up
1:19:37rates first and you can close your first
1:19:39clients. So, you don't have any to spend
1:19:42really any extra money to start besides
1:19:44these two things, less than 100 bucks
1:19:46and uh you don't even need a cold
1:19:48calling software. While, like me, you're
1:19:50targeting the US and you don't live
1:19:52there, you do need a cold calling
1:19:54software. We started off with open phone
1:19:56because it was cheaper but we were going
1:19:57to spam pickup rate was very bad. So
1:20:00then I used uh Kixie and it did the job.
1:20:04Uh I'm not in a position to recommend it
1:20:05because I didn't use it enough but if
1:20:07you want to have a soft you just look
1:20:09for softwares like that do a little bit
1:20:10of research but you do want that because
1:20:12what it does is uh most businesses are
1:20:15used to cold calls and they only answer
1:20:17to calls coming from their area code.
1:20:19And so if they see a call coming from a
1:20:21different state, a random number that
1:20:23you got on go ahead level
1:20:24[clears throat] or
1:20:26on uh open phone, they won't answer. It
1:20:29automatically gets rotated and boom,
1:20:31doesn't it work? Well, a proper calling
1:20:34tool, they automatically rotate your
1:20:35number to the custom area code. So if
1:20:39they see you're calling someone that
1:20:40starts with 307, they'll give you a
1:20:43phone number to call with starting with
1:20:45a 307, which is great. And that's why I
1:20:47think it's worth the money if you
1:20:48actually do cold calling. Seriously. Uh
1:20:50for setup number four, start dialing.
1:20:54It's as simple as that. Grab your balls
1:20:55and start dialing. Okay. Uh once you
1:20:57have the leads and the tool, you're
1:20:59ready to dial. So now all you need is a
1:21:01good calling script. I test a lot of
1:21:02scripts and opening. This is the one we
1:21:04ended up using the most. So start with
1:21:06something like uh hey, can you hear me?
1:21:09They say yes, I can. Yeah. Uh, I saw on
1:21:11Google that you do, for example, fences,
1:21:14and I'm currently booking fencing
1:21:16estimates for about $17 each. Uh, so
1:21:20yeah, I was just calling to see if
1:21:21you're already fully packed for the
1:21:23summer or if I could maybe help you fill
1:21:25up the schedule. As you can tell, I
1:21:26wasn't very good at cold calling, but
1:21:28still made money. They'll answer
1:21:30something like, um, sure, or something
1:21:32like that. And then, uh, yeah. So you
1:21:34know how fancing companies usually
1:21:36struggle with not filling up their
1:21:38schedule or having enough leads, booking
1:21:41the leads manually, stuff like that.
1:21:43They will say, "Yeah." And so you say,
1:21:44"Yeah, yeah." So what we do is we help
1:21:46companies like that get higher volume of
1:21:48leads, book those leads in autopilot on
1:21:50autopilot with AI and we actually follow
1:21:52up with them for you. So if they don't
1:21:54convert into estimates, we book them for
1:21:56you. You close more jobs. Uh just out of
1:21:59curiosity, how do you guys get leads at
1:22:02the moment? you know tonight is
1:22:04something that you will learn later and
1:22:05it's about in sales. So after that we go
1:22:08into the zoom call incentive. So yeah I
1:22:11mean if you have time later we can I
1:22:13guess hop on a quick zoom call. So I
1:22:14share my screen and show you what your
1:22:17agent would this is if you're sending
1:22:18for example a receptionist if you tell
1:22:20them that you do it through AI what your
1:22:22agent sounds like. So let me see my
1:22:24calendar real quick. Uh would 7 p.m.
1:22:27tonight work for you? Okay. Okay. So,
1:22:28what something you will learn once you
1:22:30start marketing your offer and we do
1:22:32more into the messaging when it comes to
1:22:33emails and mass DMs is that sometimes
1:22:36you got to wrap your offer on a
1:22:39different with a different package, you
1:22:40know, different packaging reps as an AR
1:22:43receptionist if that's what people want,
1:22:44but then you actually are sending leads
1:22:46in the back end. You tell them you're
1:22:48doing paper job, but then you on the
1:22:49call you actually tell them you do paper
1:22:51lead. And the truth is if you get to if
1:22:55you get them to open up, get into their
1:22:57pain and then you get them to trust you
1:23:01and you relate to them and you use the
1:23:02right probing questions and you show
1:23:03that you can deliver the ser the results
1:23:05that they want. They don't care if
1:23:07you're doing the paper lead paper job or
1:23:08paper nothing. They just care that you
1:23:10do it. So that's something I will tell
1:23:12you. Uh but yeah, you can read this on
1:23:14your own booking question incentive
1:23:16pre-framing all very simple. If you're
1:23:18seriously considering cold calling, I
1:23:20recommend doing more research on
1:23:21YouTube. The best thing you can do is
1:23:22watch people in your niche in an offer,
1:23:25similar offer doing cold calling live
1:23:27and literally just copy their script and
1:23:30work on your tone. I've seen openings
1:23:32written recently like hey uh is this
1:23:35name? And then they say yeah okay do you
1:23:37want the good news or the bad news? And
1:23:38they're like what I guess the bad news.
1:23:41The bad news this is a cold call. The
1:23:43good news I'm here I actually did my
1:23:45research and I can give you something
1:23:47valuable. Do you have two minutes to do
1:23:50you want to hang up or do you have a
1:23:51second to talk? Something like that.
1:23:53Another opening. Uh this is a cold Hey,
1:23:56this is a cold call. Do you have 30
1:23:57seconds to hear my offer or would you
1:23:59like to hang up now?
1:24:01And you know, sometimes you get some
1:24:03people to say yes so that you can pitch
1:24:04your offer. I mean, you're just getting
1:24:06opportunities. You're getting you're
1:24:07getting shots. That's all you need right
1:24:09now. You need some shots. You need to be
1:24:10in front of some people, talk with them,
1:24:13have conversations with people in your
1:24:14niche, and start making some money.
1:24:17That's all you need. Okay. So, the point
1:24:18is you don't need to be smart with cold
1:24:20calling. You just get an opening that
1:24:22works, decent script, and it's a numbers
1:24:24game. The more you put in, the more
1:24:25dials, the more bookings you're going to
1:24:26get out. We did calling for about a
1:24:28month. And then we moved on to the
1:24:30second acquisition system, which was
1:24:32mass.
1:24:34Now, SMS is good because SMS marketing
1:24:38has an impressive open rate of 90 to
1:24:4198%. That is insane compared to emails,
1:24:44for example. Uh now we scaled to $10,000
1:24:47a month in full transparency for the
1:24:49first time last July. So that was July
1:24:522025
1:24:55and that's as you can see here how much
1:24:57we made and it was all through mass SMS.
1:25:02It was all through SMS. The strategy is
1:25:04to use go level to automatically reach
1:25:06out in bulk to a thousand leads every
1:25:09single day and then call anyone who
1:25:11replies as fast as possible and book an
1:25:14appointment with them. Obviously,
1:25:15there's some niches where this works
1:25:16better. Other niches doesn't work as
1:25:18well. You're going to have to test it
1:25:19out. You're going to have to do your
1:25:20research. I'm not being all niches in
1:25:22the world. You can't expect me to do
1:25:24that. But I can give you a system that
1:25:26works because it scaled us to $10,000 a
1:25:29month. Now, by now, we've already sent
1:25:32out over 250,000 messages because, as
1:25:35you can see from u here, half of these
1:25:38usually are not mobile numbers. Half of
1:25:41them are. So, we reached out to the
1:25:42other half. 250,000 messages and we are
1:25:45still sending out to this day every
1:25:47single month just increase reach and
1:25:49diversify our system. Uh so let me show
1:25:51you how we actually get this system set
1:25:53up step by step. First of all again
1:25:55scraping we use still Google maps
1:25:58scraper code jubby 15% off. Step number
1:26:02two phone validation clear out phone.
1:26:05And speaking of costs, this is where it
1:26:07really can get a little expensive. Um,
1:26:10because you know, you want to send out
1:26:11at least a thousand DMs per day, six
1:26:13days a week. So, let's say you're
1:26:16sending out seven days a week. Okay? You
1:26:17can expect about 50% of the leads that
1:26:20you scrape to have a mobile number. So,
1:26:22you're paying $52 in credits to to send
1:26:25out 50 to send to have 5,000 leads to
1:26:29send out mobile numbers. And then on go
1:26:32level the cost per SMS depends on how
1:26:34long the message is. If it c it costs
1:26:360.0079
1:26:39per segment and a segment is 160
1:26:41characters. Now historically
1:26:44most of our outreach messages are about
1:26:46two segments. So to send out a,000 SMS
1:26:49you can expect to spend $15 to $16. So
1:26:53at the end of the month just sending out
1:26:55the messages is $450 a month to reach
1:26:5930,000 businesses. And then you got to
1:27:02put the validation costs which put you
1:27:04on about $750 a month total in marketing
1:27:07spend. It's not too bad. At our peak we
1:27:09were spending $2,000 a month. At our
1:27:11peak, you know, running SMS, we spent up
1:27:13to $2,000 a month in SMS alone with the
1:27:15validation costs. So, um, it's definely
1:27:18doable and scalable like that. But what
1:27:20you'll see especially if you do pay per
1:27:22lead you will reach a cap on and and
1:27:25that's really the reason we started
1:27:27sending less SMS and moved into other
1:27:30acquisition systems is because it works
1:27:32good especially at first with a good
1:27:33offer but then the offer has been heard
1:27:35and yes you can recycle the same leads
1:27:38every two three months but
1:27:40it's just it the end of the day there's
1:27:43a only so much 10 total addressable
1:27:46market that you can go after in a niche
1:27:48and you don't want to split yourself
1:27:49thin
1:27:50between so many niches when you do pay
1:27:52per lead because you want to have a
1:27:54repeatable predictable cost per lead as
1:27:57predictable as possible. So that's why
1:27:59we moved a little away from it at first
1:28:01because after a while because we ran out
1:28:04of leads we reach out to the same people
1:28:06too much. Step number three is going to
1:28:08be to organize your list. Uh you can I'm
1:28:10sure you can link you can automate this
1:28:11process with cl or something but uh I do
1:28:14this to keep up with the with the leads.
1:28:18Okay. After I copy and paste the um
1:28:23valu validated list uh and I filter it,
1:28:26I take the whole list, I copy it, paste
1:28:28it in a new sheet like this, paste it
1:28:30here. I remove all the columns that I
1:28:32don't need and this is what I get out
1:28:33with. And then this I can I can um
1:28:36export and put it directly on go level
1:28:39uh to actually send out the SMS. I'll
1:28:41show you that in a second. And then I
1:28:43put a check here on the name to know
1:28:45when I reached out to to a state so I
1:28:48don't reach out to that again. And if I
1:28:51ever want to reuse the list, I just take
1:28:52all the checks off three months later
1:28:54and rego through all of it. Um now where
1:28:58was I here? Um
1:29:02that said SMS automation. All you need
1:29:04to do now is set send out the SMS via go
1:29:07high level. And this is what the very
1:29:09very simple workflow looks like.
1:29:12It's super super simple. Pretty much all
1:29:14you do is you use a um tag as um
1:29:20trigger. Okay. So our tag is mass SMS.
1:29:24Then you have a drip mode here.
1:29:27So drip mode of a batch size of five and
1:29:31a drip interval of one and a half
1:29:33minutes. So every one and a half minutes
1:29:34five people will go through this list
1:29:37and every every 5 minutes so every one
1:29:39and a half minutes five people will
1:29:41receive this SMS and the SMS we'll talk
1:29:44about the SMS messages in a second but
1:29:46this is all you need and to import uh
1:29:49someone here on um you're going to go in
1:29:53contacts once you export that list. Okay
1:29:55so let's do an example live.
1:30:02Okay.
1:30:03Import contacts.
1:30:06Next.
1:30:08Upload.
1:30:12Create and update contacts. Next.
1:30:16And here's where you map it. So, you're
1:30:18going to have name, phone number,
1:30:21website, and we have no email. So, don't
1:30:23import that data. Next. All you want to
1:30:26do is select tag.
1:30:33And boom. And once you import, once you
1:30:35click start import, that's when the
1:30:37automation will start and you'll start
1:30:40people will start dripping through uh
1:30:42the workflow.
1:30:45Now, [clears throat]
1:30:46uh that done, let's get into the
1:30:49messaging. Now, there's two really uh
1:30:52messages that you can do. Uh one is
1:30:54straight to the point. So, you can have
1:30:56for example two different segments.
1:30:58They're a little more expensive. you get
1:31:00less replies, but it's easier to book
1:31:02people like that. Okay? Well, the second
1:31:04one is open-ended, so it's cheaper to
1:31:07send because it's going to be one
1:31:08segment, but and you will get more
1:31:10replies, but it's heaven in the
1:31:11appointment setting. Imagine you have to
1:31:13go do a two-hour call with someone that
1:31:16answered yes to a very open-ended
1:31:19message, and you have to go through the
1:31:21whole objection handling, pre-framing,
1:31:23stuff like that. It's much harder on the
1:31:25aid setter. Uh but in your case, you
1:31:27don't want to lead with a paper lead
1:31:29angle. Like I said earlier, you want to
1:31:32wrap it up in a different package. Even
1:31:33if your offer is in fact paper lead, you
1:31:36need to come across as new for them to
1:31:38reply. And you'd be surprised how many
1:31:39calls and SMS these people get every
1:31:42single day. So what's worked well for us
1:31:44is to lead with a only pay if you close
1:31:47the job kind of offer. And then in the
1:31:50meeting, we switch to paper lit. And at
1:31:52the end of the day, if you're, you know,
1:31:54good at bringing up the pain in the
1:31:55prospect, you're in the in the whether
1:31:57you're on the phone or in the meeting
1:31:59with them and you can show them that you
1:32:01build the trust. Show them that you can
1:32:03deliver them the results. They don't
1:32:04really care what you offer. Just do
1:32:06whatever you said you were going to do
1:32:08and deliver the results. That simple
1:32:09method
1:32:11anyways. So, here's a couple straight to
1:32:13the point message structures that you
1:32:14can use for SMS. The first one is a this
1:32:17is name if direct offer. Would that be a
1:32:21fair offer? No statements. So, for
1:32:23example, um I don't have an example
1:32:26here. So, hey, this is Matia. If I
1:32:30uh booked you qualified jobs through AI
1:32:34and you pay me a small fee per
1:32:36appointment uh and you pay me a small
1:32:38fee, uh small percentage per job that
1:32:40you close, would I prefer offer? No ad
1:32:43spend, no upfront fee, something like
1:32:45that. That's what I mean by this
1:32:48template. Or, hi, I know this is random,
1:32:51but I found you on Google and
1:32:55uh I'm looking for someone to give more
1:32:58estimates to. Okay, you obviously want
1:32:59to make this better and or just say and
1:33:02I'm looking uh I can get you some jobs
1:33:04you can only pay me per percentage. Open
1:33:06to chat, then just I have some proof and
1:33:08it will either ask you for the proof or
1:33:10say yes or tell you to [ __ ] off. One of
1:33:12the three. Now, for the open-end
1:33:15messages, you want to pretty much start
1:33:16a conversation. So, if you're not good
1:33:18with appointment setting, uh this one
1:33:19will definitely be harder for you. You
1:33:21might start with a classic bait and
1:33:23switch message like, "Hey, uh do you
1:33:25have time for, I don't know, a um
1:33:30plumbing appointment in whatever city
1:33:33next week at 5:00 p.m. And if you get a
1:33:36yes, they think you're a customer now.
1:33:39So, you got to call them and tell them
1:33:41why you booked. you talk you know why
1:33:44you said that okay uh and you want to
1:33:47call them as soon as possible so this is
1:33:48what I mean when it's harder on the uh
1:33:51appointment setting so a way you can
1:33:53connect is saying that you have some
1:33:54leads in the area and you might have one
1:33:56for that date and time but you don't
1:33:58have any business that you're working
1:34:00with in the area so that's why you
1:34:01reached out for example okay obviously
1:34:04you know you need to be smart you can't
1:34:05just take this copy paste do it because
1:34:08everybody in this video can't see this
1:34:10so you know be smart. That's where the
1:34:13edge is. The best messaging, best
1:34:14approach, best offer. That's where the
1:34:16money is made. Obviously, if you are in
1:34:18my Discord or um signed up and have the
1:34:21call with me, I can help you uh for
1:34:23free. That's not a problem. Now, uh step
1:34:26number five is the appointment setting.
1:34:27Now, the appointment setting is the most
1:34:29important part of this whole process.
1:34:30How can you do SMS and book calls if
1:34:32you're not doing appointment setting?
1:34:34and um nay later in the video in this
1:34:37last section down here I will show you
1:34:40our exact appointment setting script uh
1:34:42and everything you need but we first
1:34:43need to talk obviously about mon about
1:34:45objection handling framing and much more
1:34:47so you can get the most out of it and to
1:34:50be completely transparent right now I am
1:34:51not the person who's handling sales in
1:34:53our company uh my business partner is
1:34:55and he has a YouTube channel where he
1:34:57will post more about it so I have his
1:34:59scripts I have everything and I have his
1:35:00recordings but he will be able to give
1:35:03you much better information all of this.
1:35:06So if you are for example signed up with
1:35:08go level through me and you're in
1:35:09Discord and you book you you want to
1:35:11book your call about sales specifically
1:35:14you can just ask me to book a call with
1:35:16no instead of me my business partner and
1:35:18you can have a call with David instead
1:35:19of me either way on Discord going to be
1:35:22there's going to be both of us. Uh and
1:35:24one thing is that definitely if you've
1:35:26never tried setting to a cold audience
1:35:27on the phone you might feel a little bit
1:35:29scared and uncomfortable right now. You
1:35:31know, I was like that too. And that's
1:35:33okay. That's a good thing. Actually,
1:35:35every single stressful agency owner felt
1:35:37like that at some point. Everyone from
1:35:40me to Imanage, anyone in between.
1:35:42Everybody has done that. And the only
1:35:44difference is that we did it anyway.
1:35:46These guys who are making 300, 400, 500,
1:35:49a million dollars a month, they did it
1:35:50anyway. So, if you're starting out, I'm
1:35:52just going to do it anyway. So, go
1:35:54through the motions, dial the number,
1:35:56regardless of how it goes, follow the
1:35:58script, and improve from there. It's
1:35:59that simple. And it's honestly not that
1:36:01deep. So, let's move into cold emails.
1:36:04Now, cold email is the gem that I really
1:36:07wish I discovered sooner just because
1:36:10you probably Gen Z or someone like me
1:36:13don't communicate via email that much
1:36:15because I mean I use WhatsApp,
1:36:16Instagram, uh normal numbers, stuff like
1:36:18that. It doesn't mean that businesses
1:36:21that the business you're targeting
1:36:22don't. They actually do. Most are owned
1:36:24by boomers and baby boomers and they're
1:36:26the number one email users. And as of
1:36:29today, we're sending out 50 new emails
1:36:31and 50 follow-ups per day. And every
1:36:34morning, Noah, my business partner,
1:36:35wakes up to 10 to 15 positive replies
1:36:38from owners sending us their number
1:36:41asking us to call them because that's at
1:36:43the end of the day the whole point of an
1:36:45outreach message, whether it's via SMS
1:36:47or email. These are this point I really
1:36:48want to get across. You want them to say
1:36:51yes. Meaning, yes, I'll talk to you even
1:36:54though there's a chance you might pitch
1:36:56me something. That's all you need your
1:36:58email to do. And at the end of the sales
1:37:00process, the at the end of the day, the
1:37:02sales process will do the rest. Okay? I
1:37:05truly believe that if you can come up
1:37:06with a creative approach, an angle, a
1:37:09message, you can pretty easily close two
1:37:11clients per day for pretty much free via
1:37:14email. You don't need any software. You
1:37:17don't need to warm up domains. You don't
1:37:18need lead validations costs, nothing
1:37:21like that. And like I said, this course
1:37:23is for you to get your first client
1:37:24within the next three days. So,
1:37:25obviously, I wouldn't want you to go
1:37:27through a 14-day email
1:37:30um warm-up, you know, domain warm-up.
1:37:33All you need is a scraping tool, which
1:37:36we already have. You need a cloud or
1:37:38trapdity, Gmail, and a good appointment
1:37:41setting script. That's all we'll talk
1:37:44briefly. Um we've talked a little bit
1:37:46about the appointment setting script
1:37:48earlier in the cold in the mass SMS, but
1:37:50full section dedicated to it coming
1:37:52soon. And there's also going to be live
1:37:56appointment setting call and live sales
1:37:58call. So hold up for that. Now I kid you
1:38:01not. Right now we are only we run our
1:38:04email marketing system for $70 a month
1:38:07and it closes more than SMS and ads
1:38:10combined which is why I stopped my ad
1:38:12campaigns at the moment. I'll tell you
1:38:14why in a second. Uh and it's so simple
1:38:17this system that you can set up yourself
1:38:19today. Like I said everything today. So
1:38:22here's exactly how to set up a toz.
1:38:23First of all, scraping tool. Same as
1:38:25always, bolt scraper GB15 for 15% off
1:38:29list cleanup. This is for this you can
1:38:31use GPT to clean up and list and
1:38:34organize the columns. Uh this is the
1:38:36skill that I created for it. I'm not
1:38:38going to read it like it's pretty long,
1:38:41but you can copy and paste it. All it
1:38:43does is um cleans, qualifies, and
1:38:47reaches and exports Google Maps, B2B
1:38:49leads. Uh, and that's literally what the
1:38:52skill is. Okay. So, based on their
1:38:54business name, based on the category of
1:38:56the of the niche that you put in the
1:38:59scraping tool, you will remove anyone
1:39:01that doesn't really fit that category or
1:39:03has a website that doesn't look like
1:39:06they actually sell that service because
1:39:08sometimes you're going to get you're
1:39:09going to scrape some people who don't
1:39:11really do that. So it will remove non-
1:39:12matching business, normalize website
1:39:14domains, research the owner's first and
1:39:16last name and keep only the requested
1:39:18lead columns. So this will prepare your
1:39:21list for the validation which will come
1:39:24later. Um it's not really a validation,
1:39:27it's enrichment. Okay, it's finding
1:39:29their personal email, their personal
1:39:31email. So uh what I would recommend
1:39:33though for finding uh first and last
1:39:35name is to use cloth because I find that
1:39:38to be much more accurate. Right now for
1:39:40me it finds the first name of about 55
1:39:43to 60% of the leads. Chip is way worse
1:39:46than that. So after you go through these
1:39:48skill on CHP or maybe you put it
1:39:50directly on cloud use cloud for um for
1:39:53finding a first and last name separately
1:39:56and tell it to do it in batches of 10 so
1:39:58it stays accurate. If you give it a 200
1:40:01lead list and say hey reach out to you
1:40:04know find me the first and last name it
1:40:06will find a few and then get lost. do
1:40:08batches of 10 at a time. Then personal
1:40:11email finder. The next step is to find
1:40:12the personal email of the owner. Now,
1:40:15this step is honestly not 100%
1:40:18necessary, but personal company emails
1:40:20have higher reply rate. So, in my
1:40:21opinion, if you're sending out emails
1:40:23consistently, this is worth $50 a month.
1:40:26Uh, I use lead magic. I started
1:40:28recently. Uh, and personally, for me, it
1:40:31finds about 20% of the leads that I give
1:40:34it with a first and last name. So let's
1:40:36say you have 100 leads. 60 have a first
1:40:39name. 40 have both first and last name
1:40:43and eight will have a personal company
1:40:45email because you'll find 20% of these
1:40:4840. Uh so if you have a thousand leads,
1:40:51you will get
1:40:5380 personal emails and those will go
1:40:56better. You know, they will have a
1:40:58higher reply rate than other emails. And
1:41:00that's why I said like it's not 100%
1:41:02needed. We're not talking about 90% of
1:41:04leads are going to be through lead
1:41:05magic, but I think for me it's worth it.
1:41:08Okay. Uh, however, no note numbers do
1:41:11vary by niche. Obviously we're not
1:41:13targeting those niches but if we were to
1:41:15target the finance niche it will be it
1:41:17would be much different because it's I
1:41:20think different like most cons forget
1:41:22for me residential companies residential
1:41:25constructors they don't really care
1:41:26about having a personalized sending
1:41:28domain and their own personal email you
1:41:32know but other companies more corporate
1:41:34definitely do. Uh, so all you have to do
1:41:37is upload your cleared up list to the
1:41:39tool and it will find the emails and
1:41:41spit out the new list with their
1:41:42personal email. Then give it back to AI
1:41:44and tell it to delete every role that
1:41:46has no email at all. That means that
1:41:49there if there wasn't an email already
1:41:51on their Google business profile and no
1:41:54personal email was found, it's pretty
1:41:56much useless to have that row because
1:41:58you're only reaching out via email. Next
1:42:01thing, keep only the columns you need
1:42:03and then you can start outreaching. For
1:42:06the sending domain, like I said, you
1:42:08don't need one. You can start sending
1:42:09out from a war Gmail account. Make sure
1:42:11it's personal, not a content account.
1:42:14And in the future, if you want, you can
1:42:17get domains and send out with volume,
1:42:19but that's not the game you want to play
1:42:20at first. A warm Gmail account allows
1:42:23you to safely safely safely at first
1:42:25sends out send out 50 emails a day. Just
1:42:28don't send more than 15 per hour, not 50
1:42:30scheduled at the same time. And boom,
1:42:32that's all you need to get 10 to 15
1:42:34replies per day. That's simple. I
1:42:36definitely recommend using two accounts.
1:42:37So, in one you send 50 new emails a day,
1:42:40and the other one you send 50 follow-ups
1:42:42every day because follow-ups are
1:42:43important. Don't neglect them. I
1:42:45actually saw uh um I did an analysis of
1:42:48our campaign with GPT earlier, and 27%
1:42:52of our bookings from email came through
1:42:54follow-ups. So, you're missing out on a
1:42:57third of the le of the appointments if
1:42:59you don't do follow-ups. At least one.
1:43:00I'm only doing one really. So, uh send
1:43:03send one after 24 hours. Now, the email.
1:43:06Okay.
1:43:08Oh, boy. This is where the money is at.
1:43:09This is where the money is at. Let me
1:43:10tell you,
1:43:12you probably been wondering when is he
1:43:14going to show us his email, right? Where
1:43:16is this 20%, you know, all these crazy
1:43:18booking rates and stuff. Okay. Now,
1:43:22uh, the brutal honest answer is I won't
1:43:26show you my email. [laughter]
1:43:27I want to show you my email. No. And not
1:43:29because I'm a bad person and I want to
1:43:31gatekeep value, but because if I share
1:43:33it on YouTube for free, it will
1:43:35completely lose its value. The best
1:43:37thing I can do for you right now, trust
1:43:38me, is gatekeep an email that's working
1:43:41and give you the right information to
1:43:44inspire you and give you ideas to come
1:43:46up with your own great, unique,
1:43:48original, even better email because
1:43:51trust me, you can do it. Like one thing
1:43:52that I had when I looked for the first
1:43:54time into this uh to this acquisition
1:43:58system was this kind of anxiety of
1:44:01finding the best email, this great
1:44:02email. And I thought it was hard. Every
1:44:05email has already been used. You know,
1:44:06all these emails have already been used.
1:44:09Trust me, you can come up with a good
1:44:10email. You can do it like I did it. It's
1:44:13much easier than you think. You just got
1:44:14to follow a couple logical steps and
1:44:17think about it the right way. Okay? So,
1:44:19I'll start that process to help you
1:44:21build your create your own email with
1:44:23asking a few questions. So, you want to
1:44:26write down your answers and if you don't
1:44:27know the answer, you need to do more
1:44:29research. That simple. You definitely
1:44:30don't understand your ICP well enough
1:44:32yet. So first question, what
1:44:34notification would they open instantly
1:44:37or get a dopamine rush from? For ecom
1:44:41owner, it's a new sale notification. For
1:44:44me, agency owner, it's a new booked call
1:44:46notification for or new lead
1:44:49notification. For traders, it's a order
1:44:51field notification. What is it for your
1:44:54ICP? Think about it. Think about it.
1:44:58That's your foot in the door. That's how
1:45:00you get in. Now, what does the most
1:45:02common sales email they receive sound
1:45:05like? Do you know? You need to know.
1:45:07Check your market. Do your niche. Do
1:45:08your research. Use AI. I don't care what
1:45:10you do. Third, what sales messaging are
1:45:13they exposed to every single day on
1:45:15Facebook, on Instagram, on LinkedIn, on
1:45:17YouTube, anything they watch when
1:45:19someone tries to sell them something,
1:45:21what do they see every day? You need to
1:45:23know that to stand out from the
1:45:24competition. So, start by getting very
1:45:27clear answers to these questions. And
1:45:29then here's a good email structure you
1:45:30can start from. Hey, first name. Then
1:45:33you give them a uh logical excuse for
1:45:35sending the email that in my experience
1:45:38lowers sales resistance. So I'm reaching
1:45:42out because I found you on Google or um
1:45:45I called you but didn't work. Or your
1:45:48number on uh
1:45:51on your website is wrong or whatever.
1:45:54Something like that. an excuse to reach
1:45:56out. Then you want to give them your
1:45:57offer so that you attach that you
1:45:59attached something as proof whatever
1:46:01that something is human touch and then
1:46:04why you reach human touch is going to be
1:46:06something like I know this is random
1:46:09something that makes you come across as
1:46:10human and then you tell them why you
1:46:12reach out to them and why they should
1:46:14answer fast. This makes the email
1:46:16credible and creates FOMO. For example,
1:46:19I'm reaching out to you because I'm not
1:46:20working with anyone in the area. Um, and
1:46:22I'll need someone by tomorrow and this
1:46:24is going to this deal is done only is
1:46:26going to be available only for tomorrow
1:46:28and I reach out to 30 people in your
1:46:29area. So, you need to reach out to us
1:46:31fast. Anything like that? CTA, what you
1:46:34want me to do? What do you want them to
1:46:35do? Call to action for us. Uh, we ask
1:46:38them to send us their number or tell us
1:46:41yes and we'll call them so we can have a
1:46:43conversation with them. Uh, and then the
1:46:45signature. Obviously, this is just one
1:46:46of the many cold email templates that
1:46:48you can find out and pick between. It's
1:46:50just one that works well for us. Uh, all
1:46:52you got to do is stay under 100 words
1:46:54and after you're done, whatever email
1:46:56template you use, make sure regardless
1:46:58of the template and these that the email
1:47:00checks out all of these boxes. Does it
1:47:02sound like I only sent this email to
1:47:04this person? Does it sound like I just
1:47:07typed it real quick without too much
1:47:08thought behind it? You want to you want
1:47:10casual? You want some personal facts?
1:47:12Then you want to say is the what's in it
1:47:15for me clear for the other person for
1:47:18the other person. If it's not if it's
1:47:20not clear what's in it for them they
1:47:21will never answer. Does it feel human?
1:47:24Do I come across as a real person or as
1:47:26a robot or as a corporate company?
1:47:29That's why you want to reach out from
1:47:30your personal email with your name and
1:47:32last name and not from a company email.
1:47:35Is the reason they should answer now
1:47:36clear? Okay. If it's not, they will not
1:47:39have any FOMO. They need to answer right
1:47:40now and the reason for that must be
1:47:42clear. Have attached some sort of proof.
1:47:44Without proof, there's no trust. They
1:47:46don't know you or like you or trust you.
1:47:47You need to put a little bit of that.
1:47:49Now, next thing, connect your Gmail to
1:47:51AI. Once you get the lead emails
1:47:53already, the most time consuming task is
1:47:55definitely sending out the emails. At
1:47:56first, I did it manually. Then I just
1:47:58created a simple skill on CHP. Just look
1:48:01on YouTube if you don't know how to do
1:48:02it. It's super simple. Uh connect it on
1:48:05connect to your cloud. That's super
1:48:07simple. And then you just tell it to a
1:48:09script you want to use, what you want to
1:48:11personalize. You give it your leads list
1:48:13with the custom values like a first
1:48:15name, last name, email, whatever. And
1:48:17you turn it into a skill. And in 2
1:48:20minutes, it will literally draft all the
1:48:21emails so you can uh schedule them. And
1:48:24both 9 to 1 p.m. is my preferred sending
1:48:27time. 4 to 6 p.m. preferred appointment
1:48:30setting time. Appointment setting.
1:48:32Again, we'll talk about it properly very
1:48:33very soon. But your question you
1:48:35probably have is why do you need to do
1:48:37appointment setting on the phone if
1:48:39you're sending out emails? I've not seen
1:48:40anyone do that. Yeah, that's a fair
1:48:42question. Most people don't do that, but
1:48:44we do. The reason is that if you want to
1:48:46send a good email,
1:48:48think about it. One that spikes interest
1:48:51and get a high response rate, you
1:48:54usually don't just say, I sell leads to
1:48:57businesses. Can you take an extra 10 to
1:48:5915 jobs per month? That would be too
1:49:01direct, so little intrigue. they will
1:49:03get low reply rates and low interest. It
1:49:06is true that those people who are
1:49:08interested who aren't in a million will
1:49:11probably want to hop, not a million. I'm
1:49:13exaggerating, one in a thousand will
1:49:15probably want to hop on a meeting right
1:49:16away and maybe you'll even close pretty
1:49:18easy, but it's one in a thousand. It
1:49:20would take you with at this rate
1:49:2520 days. Yeah, 20 days to get one call.
1:49:30We're looking for more than that. Okay.
1:49:32Okay, like I said, I'm getting 15
1:49:33replies, 10 to 15 replies every day with
1:49:3550 messages and 50 follow-ups. So, you
1:49:37want to do better than that. Uh, it's
1:49:40too low of heat rate, but an easing
1:49:41conversion to meeting, meaning that you
1:49:44need a high volume to get the same
1:49:45amount of replies. And the Gmail system
1:49:47simply is not fit for that. You need to
1:49:48change system, warm up your domains, do
1:49:50all that kind of stuff, and then you can
1:49:52send out a thousand emails a day and get
1:49:54one to two calls every day. Now, when
1:49:56you send an intriguing new high FOMO
1:49:59email on the other hand, like we want to
1:50:01send out, um you will have people that
1:50:05will answer yes or positively, but with
1:50:09so many questions that it will pretty
1:50:11much be impossible for you to convert
1:50:13them to a meeting without calling them.
1:50:15Uh and that's exactly what we call them
1:50:17on the phone. And really and really only
1:50:19then you have the opportunity to build
1:50:22rapport, make them open up, find their
1:50:24pain, magnify it, answer any questions
1:50:27or objections and then you can book them
1:50:30on the calendar for a meeting. So that's
1:50:32why our call to action is about giving
1:50:35us permission to call them and we don't
1:50:37say we don't just say we don't just send
1:50:39the link and tell them to book via
1:50:40email. There's just so much trust that
1:50:42needs to be built, pain that needs to be
1:50:44discovered before these people will be
1:50:46ready to hop on a call. Which is why
1:50:48appointment setting is so so important.
1:50:51And in my opinion, honest humble
1:50:53opinion, that's the only way you can
1:50:55make this work without sending a massive
1:50:57volume of emails out. Otherwise, go with
1:51:01another system, not this one. But that
1:51:03would not be beginner friendly and that
1:51:05would not be uh ready in three days. So
1:51:08now, paid ads. Paid ads very important.
1:51:11This uh that I'm going to tell you is
1:51:14everything that I learned after spending
1:51:15$12,000 in um paid ads alone just for
1:51:19client acquisition. Okay, over the past
1:51:21year for the agents. I first running the
1:51:24ads last August 2025. So less than a
1:51:27year ago, uh after we made $10,000 in
1:51:30July. So, I do not recommend running ads
1:51:33before you're making at least $5,000 a
1:51:36month in net profit and are willing to
1:51:38spend a minimum of $3,000 per month. I'm
1:51:43personally not going to run ads for my
1:51:45agency until I can comfortably spend
1:51:48$6,000 a month. Now, why is that? And
1:51:51that's that's because I realized that
1:51:53email, cold calls, and SMS are like a
1:51:55shotgun. wide heating area, mid to short
1:51:58range. Great for small animals. Even if
1:52:01one of the thousands of pieces of the
1:52:04bullet of a shotgun hits the animal, you
1:52:07go yourself a prey. You're going to eat
1:52:08dinner. Easy. Ads on the other end are
1:52:12like a sniper. And your creatives are a
1:52:1550 caliber bullet. Like this big boy
1:52:18right here. You wouldn't use that to
1:52:21hunt chickens, right? No, you use it for
1:52:25bears, elks, and overall big animals.
1:52:28Not just because it's big enough to take
1:52:31the animal down, and you need something
1:52:32big for those guys, but also because
1:52:34they're freaking expensive. So, the meat
1:52:37that you get in return, the animal needs
1:52:39to be worth it. A single bullet like
1:52:41that can costs
1:52:43literally over $6, $6 to $9. I can buy a
1:52:47roasted chicken for $6. Matter of fact,
1:52:50that's what I got today for lunch. and I
1:52:52don't have to hunt it or cook it myself.
1:52:54So, logically, it wouldn't make sense
1:52:56for me to spend that for a chicken to go
1:53:00hunt the chicken. Okay? So, in clients
1:53:02terms, back to the clients, not in
1:53:04hunting terms, uh ads are the best at
1:53:07attracting whales, big clients. I'm
1:53:09talking about companies that have 15 30k
1:53:12a month in budget to spend on leads
1:53:14alone. That's what you need. Clients who
1:53:17want volume and send you messages like
1:53:19this. What do you need for me to get us
1:53:21up to that $20,000 a month budget? We're
1:53:23ready to buy customers is asking me, how
1:53:26can I spend more money with you?
1:53:30Most com most agencies dream about this.
1:53:32And yes, the truth is there really are
1:53:34people that exist like this, but you
1:53:37don't, you know, uh do that usually
1:53:40through emails and through uh cold
1:53:43calling. You don't get to them and SMS
1:53:45don't get to them. You need to run ads.
1:53:48And once you do attract these people
1:53:50through ads, you'll see that they're
1:53:53actually much easier to attract and
1:53:55convert than your average Joe.
1:53:59Everybody knows that lowpaying clients
1:54:01are also the biggest pain in the ass and
1:54:03high paying clients are easier to work
1:54:05with. So you just need right now to have
1:54:07enough money to buy that sniper and
1:54:10afford the bullets. which is why I want
1:54:12to wait until I have sixk a month. So to
1:54:15spend just on ads so I can spend $300 a
1:54:18day, get one call per day and have a guy
1:54:21like that who's willing to spend 10 20k.
1:54:23That's the honestly in my opinion the
1:54:25only good move for ads. Um as a
1:54:29beginner, okay, if I went back, yes, I
1:54:31made a lot of money through ads. Uh our
1:54:33August or first 30K month last year came
1:54:36through ads pretty much most of it. All
1:54:39of it pretty much. and uh and we that
1:54:42was a great return on investment
1:54:44considering we only spent 12k total.
1:54:46Then month maybe we spent 3k and we made
1:54:4930k including the backend revenue from
1:54:51the clients that we generated with that
1:54:53campaign. So it's great. Um but you know
1:54:58I if I went back I would go into emails
1:55:00of a good double down into SMS something
1:55:02like that. So, uh, on a second note,
1:55:04obviously I would not go for big clients
1:55:06before having service delivery dialed in
1:55:08testimonials and a good stack of social
1:55:10proof because you're just going to waste
1:55:11money. These people want to see the
1:55:12social proof, these people want to see a
1:55:14good dialed in service and you need to
1:55:16be good at causing them. So, the same
1:55:18way you've never hunt bears if you've
1:55:21never been hunting before because it's
1:55:22pretty dangerous. U, you wouldn't want
1:55:25to get into big big whales right away.
1:55:27So, with it in mind, this is how you
1:55:29want to structure your campaigns.
1:55:31Starting with the ad creatives. So as we
1:55:34clearly define array, the goal of our
1:55:36ads is to attract big clients. For that
1:55:38reason, I recommend creating a new ICP
1:55:41document fully tailored to the whale
1:55:44client persona. So not just dentists,
1:55:46for example, but dentists above $2
1:55:50million a year and with over $10,000 a
1:55:52month in marketing budget because they
1:55:54think very differently than your average
1:55:56dentist. They're small companies in the
1:55:58same industry. I mean, instead of
1:56:00bargaining bargaining on price, they'll
1:56:02ask you how fast they can start
1:56:03delivering. Instead of telling you that
1:56:05they want to test you out, they'll ask
1:56:06you how much volume can you handle per
1:56:09month. So, you need to speak exactly to
1:56:11what they want. Now, the most important
1:56:13thing with these guys is to be direct in
1:56:15your ads. Say exactly what you'll do for
1:56:17them. Show proof and then how the
1:56:19process of working with you works.
1:56:21That's it. That simple. Sure, you need
1:56:23to make the sure that the offer sounds
1:56:26new and persuasive, but you don't need
1:56:28to reinvent the wheel at all. It doesn't
1:56:30need to be this flashy thing. So, I'm
1:56:33not going to get into ad creatives that
1:56:35is proven uh that is proven and that if
1:56:38you're in a position to afford it, you
1:56:39can plug into your business in as little
1:56:41as 24 hours. So, I know this video is
1:56:43about starting, but if you have the cash
1:56:44and you want to get get this going, get
1:56:46these whales, you know, you can do it,
1:56:48okay? And even if you can't afford it
1:56:50right now, eventually, believe me, you
1:56:52will scale and you need to believe it
1:56:54yourself. So, you should still watch
1:56:56this section for when the time comes
1:56:58because it's super super valuable. And
1:57:00if you're completely new to ads, I'll be
1:57:02very transparent. Uh this, you know,
1:57:05creating winning ads is a complex tax.
1:57:08It's a complex task. It's not something
1:57:10that someone learns in a day. And I will
1:57:12not take on in this course this task of
1:57:15teaching you exactly how to create
1:57:16everything about winning ads. It's
1:57:18something I've been learning for the
1:57:19past three four years. Um and also
1:57:21there's other videos go you know on this
1:57:23channel that go deeper about you know um
1:57:26just about ads and I will go deeper in
1:57:29it and I will post more about it in the
1:57:31next videos but for now before you write
1:57:33any script for ads I do think even for
1:57:37emails even for everything or anything
1:57:40copy anything sales message you should
1:57:42buy and read this small quick book
1:57:44called take their money by Kyle
1:57:46Milligan. uh that book will change the
1:57:49way you look at words and the words you
1:57:50use um will literally change. You'll
1:57:53look at the words you use in a different
1:57:55way. Uh after reading it, you'll be able
1:57:57to look past the actual words and
1:58:00instead you'll have the skill to go
1:58:02deeper and see the true intentions
1:58:04behind his work, these words. And with
1:58:06practice, you learn how to use them to
1:58:08evoke the right emotions in the viewer
1:58:09and reader and persuade them to take the
1:58:11action you want, which is
1:58:13copyrightiting. By the way, the this
1:58:15channel was dedicated to copyrighting,
1:58:17so I have a lot of background on that.
1:58:20Uh, so let's start with winning ad
1:58:22formats. Okay, so do you want to do
1:58:23picture ads or video ads? UC ads or
1:58:25spokesperson, AI avatars? What about AI
1:58:28pictures with Hicksfield? There's so
1:58:30many options out there nowadays. And the
1:58:32reason it can feel overwhelming is that
1:58:35they all work. That's the problem. It's
1:58:36not like one is [ __ ] and the other one
1:58:38is there. No, they all work. So, it's
1:58:40true. You'll find people who had success
1:58:42with all of the ad formats above. But my
1:58:45job here is to use my personal
1:58:47experience and knowledge to go straight
1:58:49for the best best converting one to
1:58:52attract those high spenders that we want
1:58:54to attract. And when we put it like
1:58:55that, you know, I wouldn't say they all
1:58:58work the same. It's very easy for me to
1:59:00pick the best format and that is direct
1:59:02response talking head video ads with the
1:59:06founder as spokesperson. That is what
1:59:08you need to do. So, let's break it down.
1:59:10Direct response just means that you're
1:59:12going to ask them to take an action in
1:59:13the ad. Any direct response sales,
1:59:16direct response copy, direct response
1:59:17marketing, that's all that is. You're
1:59:19asking them to take an action. You're
1:59:21not just doing awareness, you know,
1:59:23showing them your brand logo. Hopefully,
1:59:25they remember it, but you want them to
1:59:27take an action right there and then,
1:59:29most likely clicking the button below.
1:59:31And then talking head simply means that
1:59:34you record the ad with a fixed phone or
1:59:35camera and you'll be looking right into
1:59:37the camera kind of reporter style kind
1:59:39of like if you this was in a loom this
1:59:41would be the this would be talking head
1:59:43you know sitting down the camera is
1:59:45still looking at you straight in the
1:59:47eyes and I'm talking the intro was a
1:59:48talking head okay uh and you will be the
1:59:51one to speak because so you are the
1:59:54spokesperson but can't you just use AI
1:59:56for the avatar answer is yes you could
2:00:00But in my humble experience, my ads
2:00:03always performed better than with an AI
2:00:05avatar. Now, don't get me wrong, can
2:00:07still work. But it's not necessary if
2:00:09you can record yourself. Think about it.
2:00:11If you were looking for a lead
2:00:12generation company to send to spend $10
2:00:14to $20,000 a month with, okay, like
2:00:16these high spenders are, would you trust
2:00:19an AI avatar or would you want to see
2:00:21the founder putting his face on it?
2:00:23Right? You would put the founder. So,
2:00:25next, let's address something you're
2:00:27probably giving too much importance to
2:00:28right now, which is I guarantee you're
2:00:30putting too much importance to this.
2:00:31That's editing. You definitely don't
2:00:33need to spend any money animating your
2:00:35ads or making the editing look super
2:00:37clean. None of that. That's not what the
2:00:39big clients care about. Not at all. My
2:00:41best performing ads are in squared
2:00:42format with me talking over canvas
2:00:44slides just like this. Okay? As the war
2:00:47as I speak, the words change and I show
2:00:49some stuff. Nobody's doing it. It's
2:00:51super easy and it works. Okay? And I'll
2:00:54show you actually uh one uh soon or
2:00:57maybe not. I don't think I'll get I'll
2:00:59show you the script, but I don't have
2:01:00the video pulled up, but it's in this
2:01:02format right here. Uh but now that we
2:01:04got this small stuff out of the way,
2:01:06let's get into the big stuff. How to
2:01:07write 50 caliber ad scripts. I like the
2:01:10sound of that. Okay, we're going to take
2:01:12down a bear, a whale, elk with that.
2:01:14Okay, so like I already said, I can't
2:01:16get into the exact psychology behind
2:01:18everything in ads cuz that would take us
2:01:21another five hours and that would go
2:01:23past the purpose of this video. Also,
2:01:26considering how many people here will
2:01:27probably start with email with ads right
2:01:29away. So, I have this free course on
2:01:31this channel so far. I will put more,
2:01:33but this goes deeper into uh the
2:01:36psychology behind it. And if you're
2:01:37interested in running ads, definitely
2:01:40watch that. Even for service delivery,
2:01:44if you know you're going to get your
2:01:45clients leads through ads, for example,
2:01:47we do it through meta ads, watch that
2:01:50video cuz that psychology
2:01:53still ties into
2:01:56uh into B2C ads. Every every sort of ad
2:02:01script uh you will need to know all of
2:02:04that. So, I would just say after this,
2:02:06if you have some time, go into it. Uh
2:02:08it's a couple years old but the good
2:02:10thing about copyrightiting is that human
2:02:12psychology doesn't change. Offers angles
2:02:14and unique mechanisms do but a structure
2:02:17but not the structure of a winning
2:02:18script. Okay. So here's a few example.
2:02:21Here's an example from one of my recent
2:02:23successful ads that I ran for my agency.
2:02:25Style talking head. I was a spokesperson
2:02:27editing canvas slides format squared
2:02:30setting where I live headline. No
2:02:33headline. So, niche call out. Instead of
2:02:36paying for shared leads or hiring an
2:02:38agency to gamble with your money, how
2:02:39would you like to offer? You see, after
2:02:42helping over
2:02:4590 people just like you, not you don't
2:02:47want to say people, you say, for
2:02:48example, dentists just like you generate
2:02:50over 4,000 qualified leads and close
2:02:53hundreds of jobs. We found a new way to
2:02:55fill up your calendar with real
2:02:56homeowners without you paying for any
2:02:58upfront fees, ad spend, monthly
2:03:00retainers, $297 a month, AI systems.
2:03:03These are non-statements. So all things
2:03:06that or alternatives that they might
2:03:09pick or tried in the past or things
2:03:12they're considering um or things they
2:03:14don't like or any of that BS. And if you
2:03:17give me 15 seconds, I'm going to explain
2:03:18to you exactly how it works. Then we
2:03:21have a first, next, then structure. So
2:03:24here's how we explain our mechanism.
2:03:26Which means that if your facetoface
2:03:27close rate on appointments is anywhere
2:03:29above 6%, it's mathematically impossible
2:03:31for you to be unprofitable working with
2:03:33us. But don't take it from me. Look at
2:03:34our client's results. Here we go into
2:03:36proof. Why would client one spend almost
2:03:3820k with us over the past four months if
2:03:40it was unprofitable? He wouldn't. In
2:03:41fact, he's on 2.3x profit ROI and he
2:03:44scaled his business from 4,40K a month
2:03:46in February to 145k in April. Same thing
2:03:49with client number two. Whatever. You
2:03:51can see more before the next page, but
2:03:52we had no crazy contracts or hidden
2:03:55fees. all those non-statements think
2:03:57that they don't want the opposite of
2:04:00benefits. Okay, so downsides of other
2:04:04alternatives, you just pay for what you
2:04:06get and if you're not happy, you're free
2:04:08to leave. So if you'd like to apply,
2:04:10call to action, click below to speak
2:04:12with us and see if this is for you. Now,
2:04:14let's do some fun work and break down
2:04:15the script line by line. Okay, so um
2:04:20here, what are we doing here? Instead of
2:04:22paying for shared leads or hiring an
2:04:23agent to camp what we're saying here
2:04:25after we call out we want to talk to we
2:04:27always need to do that in ads we need to
2:04:30tell them instead of common alternative
2:04:34instead of something you heard all the
2:04:36time instead of something you hate how
2:04:39about this new offer that's why it's
2:04:42hooking
2:04:44here we want to put some authority and
2:04:45social proof so after helping excess
2:04:47people in your niche just like you so
2:04:50after helping over ex people is
2:04:52authority. So build social proof, trust
2:04:55and then you see just like you here
2:04:58we're tapping into the emotion of the
2:05:00alter ego of anybody. Anybody means it's
2:05:03so easy that anybody can do it. If you
2:05:06read the book Kyle by Kyle Milligan take
2:05:09their money you'll you'll see that uh
2:05:11generate over xxqualified leads. Again,
2:05:14that's uh desira, you know, desirable
2:05:17outcome
2:05:18and um big a lot of leads. Desirable
2:05:23outcome big and builds trust. We found a
2:05:26new way emotion of new. It needs to come
2:05:28across as new to fill a calendar with
2:05:31real homeowners without all these other
2:05:34things. You already said these are known
2:05:35statements. So, alternatives uh to your
2:05:38offer or things they've tried in the
2:05:40past and didn't work. And what this does
2:05:42is it gives them hope. That's what it
2:05:44does. The emotion is of hope. You give
2:05:47them hope that there's might be
2:05:48something out there, a new way to
2:05:51fulfill their desire through us. So
2:05:55that's why they keep watching. And if
2:05:57you give me 15 seconds, I'll tell you
2:05:59exactly how it works. Now here there's
2:06:01not too much emotion as you'll see here
2:06:03in the in the the breakdown. The
2:06:07simplest breakdown would be this. So
2:06:09first mechanism step number one and its
2:06:11benefits. Next mechanism number two and
2:06:13its benefits and then mechanism number
2:06:14three and its benefits. What some people
2:06:16do is before getting into the mechanism
2:06:19they'll say they'll put a call to action
2:06:21here. So call to action number one. So
2:06:24click down here if you want to learn
2:06:25more and if you give me 15 seconds I'll
2:06:27tell you exactly how it works. So at
2:06:29least if someone is ready to click you
2:06:31already tell them what the action is and
2:06:33they will go. While if someone needs
2:06:34more information is not ready they will
2:06:36keep watching. So after that you um want
2:06:39to get into some proof of ROI or
2:06:42predictable outcome. So that's where I
2:06:45said which means that if your face to
2:06:46face close rate on appointments is
2:06:48anywhere above 6% it's mathematically
2:06:50impossible for you to be unprofitable
2:06:52working with us. What that does it
2:06:54creates trust. It tells them it's safe
2:06:56and predictable which are two very
2:06:57important emotions in uh Kyle Milligan's
2:07:01system.
2:07:03then social proof case study one case
2:07:05study two or testimonials and you can
2:07:06see we're proof in the next page but we
2:07:08have no common downsides or
2:07:10alternatives. So if you'd like to apply
2:07:12the link below and that's the final call
2:07:14to action. So you now have everything
2:07:16you need to write your first winning ad
2:07:18today. Just test two or three different
2:07:20hooks. In that video uh I go over how to
2:07:22create more hooks, different hook
2:07:24styles, what works. So all you have to
2:07:26do is first of all use the info in your
2:07:29ICP sheet and just fill out the
2:07:31template. It's that simple. And that's
2:07:33why you always need to have your ICP U
2:07:35market sheet. Like I said, you already
2:07:37have the template up here. And if you're
2:07:39familiar with running ads, you know that
2:07:40the creative is literally 90% of the
2:07:43work. So, I won't get into how to set up
2:07:45a campaign on Meta because that's always
2:07:47changes. There's tons of videos of that
2:07:49and there's so many updates that come
2:07:51out that it doesn't even matter. But
2:07:52this what you just learned that
2:07:54template, that script, uh that's
2:07:57forever. Okay? When you just learn this
2:07:58forever. It will convert in any market,
2:08:00any niche, any offer. you just have to
2:08:02adapt it. So regardless of what stage um
2:08:05your agency is at nowadays, you now know
2:08:08how easy it is to write ads that attract
2:08:10and convert to big spenders. So you have
2:08:12you can have the confidence that after
2:08:14you get your free clients, you want to
2:08:15have that push to get to 30 40 $40,000 a
2:08:18month where you can spend easily 6K a
2:08:21month in ads because that's where you go
2:08:24to the next level when you have
2:08:25information like this and you run ads
2:08:27and you just, you know, start tracking
2:08:29those big whales like we have done.
2:08:30Okay, so that's done. Let's look at the
2:08:32final piece of the client acquisition
2:08:33puzzle before getting into sales, which
2:08:37is content. Now, I included content in
2:08:40the client acquisition chapter because
2:08:43although it's very unlikely to help you
2:08:45acquire clients on its own, especially
2:08:47in the local business niche, it
2:08:48magnifies everything else that you do.
2:08:51So, or more than magnifies, I heard Alex
2:08:54say something about this the other day.
2:08:55It lubricates everything. your whole
2:08:57acquisition system gets lubricated with
2:09:00content. Uh so every ad you run, every
2:09:03SMS you send, every email, every
2:09:05conversation you have, anything, you
2:09:06have a higher chances of closing when
2:09:08you have content. And it's easier for
2:09:10you to close when you have content. By
2:09:12content, I mean any public piece of
2:09:13content of video or image
2:09:18that provides value, shows proof and
2:09:20builds trust. Whether your ICP is mostly
2:09:22on Instagram, LinkedIn or YouTube, you
2:09:24absolutely want to have content out
2:09:26there. Definitely focus on one. Don't
2:09:29split yourself too thin. Uh focus on
2:09:31building one channel. So that's YouTube.
2:09:33If you want to go all in on YouTube,
2:09:35just only post videos on YouTube and
2:09:37stay consistent with that. For us in our
2:09:38agency, that's Instagram and Facebook.
2:09:40That's together, right? It's one account
2:09:42we share both at the same time. And our
2:09:44goal and what we try to do is stay
2:09:47consistent and post two reels on per
2:09:50week. uh so that people see that we are
2:09:52live and active as we reach out to new
2:09:55people as new people find us as we get
2:09:57referrals and stuff like that. So as you
2:09:59can see this video get two to 500 views
2:10:02each but I guarantee you they help us
2:10:04cause more clients. So first of all not
2:10:06many a why first of all not many agency
2:10:08owners are confident enough to speak on
2:10:10a camera like I do and record
2:10:11themselves. So if you do that alone it
2:10:14gives you an edge. Secondly and builds
2:10:16trust. Secondly, very few have a good
2:10:19camera, microphone, a good recording
2:10:22environment. Uh so that also gives you
2:10:25an edge and finally even fewer know how
2:10:28to script and communicate the
2:10:30information in a clear and valuable way.
2:10:32So when you do that, you have another
2:10:34edge and people you had to decide who to
2:10:36pick between the BPU over the other
2:10:38person because you have all of this. So
2:10:40if you can do that, you'll be setting
2:10:41yourself apart from all the other
2:10:42agencies already. I definitely think the
2:10:45most valuable the most successful
2:10:47agencies they all have they all have
2:10:49content on Instagram. Even if it gets
2:10:51two views, they all have content. And
2:10:53why do you think they do that? Because
2:10:55it works. So you have time right now.
2:10:57You're not running a billion dollar a
2:10:59month company. You have time. You can
2:11:01post some content. What to post?
2:11:03Testimonials, case studies, founder
2:11:05stories, breakout videos. You can
2:11:07literally take those, put them in your u
2:11:09the ones you have in your confirmation
2:11:10page, put them on Instagram and maybe
2:11:12edit them a little bit or redo them with
2:11:15a better tighter script. Objection
2:11:17handling videos ROI calculations simple.
2:11:20Here's an example. Talking head loom
2:11:23style format is squared at home in the
2:11:26meeting room. The angle is ROI of leads
2:11:29ICP residential contractors link
2:11:32bioachet that's the call to action. So,
2:11:34most contractors think paying for leads
2:11:36is not a sustainable way to grow their
2:11:37business. Unpeel to do the math. Let's
2:11:39assume you're a fancing contractor and
2:11:41you have a $5,000 a month to spend on
2:11:42leads. Say your average fancy
2:11:44installation is $7,000 and you have a
2:11:4630% profit margins. Our clients convert
2:11:4990% of the leads into appointments. And
2:11:51of those estimates, say you have an
2:11:53average 30% close rate. Now, considering
2:11:55a 70% $70 cost per exclusive qualified
2:11:57lead, at the end of the month, you find
2:11:59yourself with so much in revenue and so
2:12:00much in net profit, which is net return
2:12:02on your investment. And trust me when I
2:12:04say that these numbers are conservative.
2:12:06We have clients closing 60%. Just like
2:12:08Eric right here already closed three of
2:12:10the five appointments from our leads.
2:12:12When you say [ __ ] like this, you always
2:12:14need to show proof. So, that's what I
2:12:16would do with the video. And if you
2:12:17could do that, that would put you on
2:12:19excess returns on your investment. And
2:12:21that doesn't include the additional
2:12:22value that a new customer brings into
2:12:24your business like referrals, reviews,
2:12:26and so forth. So, if you're even
2:12:28remotely interested, click the link in
2:12:30bio to get the full info and book a
2:12:31night to speak with us. Simple. Okay.
2:12:35And uh editing, I will just while I
2:12:38while I go over this, I will just show
2:12:40on a loom style like this is a loom
2:12:42style. I will show the
2:12:45ROI tracking sheet that I showed you
2:12:47earlier in the offer where I can show
2:12:50how much their marketing budget is, cost
2:12:51per lead and stuff like that. That's
2:12:53super super simple. Will it get abused?
2:12:55No. Will it work and convert better for
2:12:57me lubricate my whole system? Yes. So
2:13:00that's really it. Now the final type of
2:13:02content that you want uh to consistently
2:13:04be creating and leverage is obviously uh
2:13:07the one in your funnel that you should
2:13:08already have and that's breakout videos.
2:13:10those videos based on how sales goes, uh
2:13:14based on your close rate, based on the
2:13:16calls that you have, you will get more
2:13:18ideas for breakout videos. And as those
2:13:20ideas come up, you want to make more of
2:13:22those videos. Again, post them on
2:13:24Instagram, post them on YouTube, but
2:13:26make that type of video because they're
2:13:27a key part of your sales process and you
2:13:29will definitely benefit from posting
2:13:30that um on YouTube specifically. But if
2:13:34for example, your ICP is on your
2:13:35LinkedIn, post them there. Okay, so that
2:13:37said,
2:13:39we can now get into sales. If you are
2:13:42tired, if you need a break, if you need
2:13:44to assimilate to this information, take
2:13:46a little break, take five, 10 minutes, I
2:13:49will do the same to be honest and then
2:13:51we'll get into sales because there's
2:13:53still a lot that we need to cover if you
2:13:54want to close your first client with
2:13:56within 3 to 7 days. So, let's get
2:13:59straight into that. All right, so let's
2:14:01carry on, shall we? Now, obviously, you
2:14:04can't close clients unless you're
2:14:05somewhat decent at sales. Now, to be
2:14:08clear, I want to be very, very clear
2:14:09here. The point of this video, this
2:14:12section of the video is not to turn you
2:14:13into a top tier closer. Uh, obviously,
2:14:16there's people with videos hours and
2:14:18hours and hours long just about sales.
2:14:20You should watch hours and hours and
2:14:22hours worth of sales calls to become
2:14:23good at it. But the point of this video
2:14:26is to give you just as much information
2:14:27as you can grasp and the confidence you
2:14:30need to close your next client. and
2:14:32start scaling within the next three to
2:14:34seven days. And like I mentioned before,
2:14:36my business partner is the one who's
2:14:38mainly in charge of sales in our
2:14:39company. So if this is the area that you
2:14:41really like to get the most help with,
2:14:43you can book the free 30-minute
2:14:44consultation call that you get once you
2:14:46join my uh go level thing with him
2:14:49instead of me. So you guys can talk
2:14:51about sales or you can just ask him
2:14:53questions in the chat for free. So now
2:14:55we're going to look at appointment
2:14:56setting. So framework, script, and an
2:14:58appointment setting call and then sales
2:14:59call. So, framework, script, and a live
2:15:01sales call. So, I say let's get started
2:15:04with appointment setting. Now, as you've
2:15:05seen so far in this video, appointment
2:15:08setting plays a crucial role when it
2:15:10comes to scaling the agency regardless
2:15:12of what acquisition uh system you pick.
2:15:14Even if you go with paid ads, you still
2:15:16need to call the leads that come in um
2:15:18and do a discovery call with them. So,
2:15:20you follow pretty much the same
2:15:22techniques that you would follow in an
2:15:24automating call. So here's the exact
2:15:26structure and script that you can adapt
2:15:28and follow for your offer. So we start
2:15:30with an opener. So we just want to open
2:15:33a convers conversation easy. Hey, is
2:15:36this name perfect? Yeah, this is Matia
2:15:39I'm quoting about and then you mention
2:15:41the offer that you said either in your
2:15:43SMS, in your email, in your ads. Do you
2:15:45recall that? And they say yes. Uh, cool.
2:15:48To be honest, I reached out because
2:15:49we're getting very good demand in the
2:15:51area, but our guys are booked out and
2:15:53are able to handle it. So, we've been
2:15:55looking for a solid crew that can take
2:15:56on the work or any other angle that you
2:15:59you've been using for your specific
2:16:02offer. So, for us, it's for construction
2:16:04companies. So, this is the angle that we
2:16:05use when we do our opening. Then, we're
2:16:08going to do probing questions. So we
2:16:10these are going to be questions that are
2:16:12meant to find out uh more about their
2:16:15situation, find out more about uh their
2:16:19pain to then eventually go into the
2:16:21problem discovery where we have them
2:16:22pretty much tell us what the problem is.
2:16:25So they identify. So probing questions
2:16:28cool. So do you mind if I ask you a few
2:16:30questions to better understand if we can
2:16:32actually help you? Uh so what are you
2:16:34doing right now to get more jobs or how
2:16:36long have you been running that? and we
2:16:37just ask these questions to get as much
2:16:39context and much information as we can
2:16:41from them and build these um report this
2:16:44little connection. Obviously, I
2:16:46definitely recommend looking up on
2:16:47YouTube probing questions. Sales, look
2:16:49for people like Jeremy Miner, look for
2:16:51the best of the best and learn sales
2:16:54from them. But this is what we're using
2:16:55as an example. So then we're going to do
2:16:57problem discovery. So I mean if method
2:17:00that they're using isn't bad, but what
2:17:02you go you're looking at something else
2:17:04right now. Okay. And then if they
2:17:07whatever answer they uh they say we want
2:17:10to go a little deeper. So we go into
2:17:11something like meaning what we asking
2:17:13questions like that to get more more out
2:17:15of them and have them pretty much tell
2:17:17us the problem and the pain. Then we
2:17:20transition into the call. Obviously the
2:17:22goal of an appointment setting call is
2:17:24to book a sales call with them. So okay
2:17:26so where do you want to be in six months
2:17:28from now? How far do you think you are
2:17:30from there? Right, man. Here's what I
2:17:31think I could I think here's what I
2:17:33think I could help based on what you
2:17:34told me about problem that they said. I
2:17:37feel like there's a real possibility we
2:17:38could help you um get there. Uh what I
2:17:40wanted to do is connect you with Noah uh
2:17:43who is my who is the the sales rep and
2:17:45he can dive deeper into uh where you are
2:17:48virtually where you want to be. Not the
2:17:49sales rep. We make him come across as a
2:17:51sales rep, but he's the business
2:17:53partner, the person who's in charge of
2:17:54sales. Um if we think we can help, he'll
2:17:57walk you through uh what that would look
2:17:58like. how does that sound? And they
2:18:01usually say sounds good. So, we just
2:18:02book a call with them and done. It's as
2:18:05simple as that. And now I'm going to
2:18:06show you one or two live appointment
2:18:08setting calls. Uh I'm going to put them
2:18:10right here on screen. Let's go.
2:18:14>> Ellen.
2:18:15>> Hey Jake. Can you hear me, man? This is
2:18:18um
2:18:19>> Yeah. I had uh sent you, you know, that
2:18:24you recall that.
2:18:26>> Oh, that this morning. [clears throat]
2:18:27>> Yeah. Yeah. Yeah. This morning. this
2:18:29morning.
2:18:30>> Mhm.
2:18:30>> Yeah. Yeah. So, I mean, pretty much what
2:18:32it is, man, full transparency is like we
2:18:34have a guy down in the area and he's
2:18:36getting a bit booked up. So, I know he
2:18:38really couldn't take that appointment,
2:18:39that estimate. So, we've just been
2:18:41scrambling around like, you know, trying
2:18:42to see guys who can actually like, you
2:18:43know, take on the work, do good work,
2:18:45can handle it. So, like would you say
2:18:46like you're open for like availability
2:18:48on the 30th and like can take on the
2:18:50work?
2:18:52>> You're talking about just look at it on
2:18:53the 30th.
2:18:54>> Yeah, it's on uh it's on the 30th for
2:18:56the for the estimate.
2:18:57>> Yeah. at 5.
2:18:59>> Yeah. Yeah, for five.
2:19:01>> Yeah, I think I saw that.
2:19:02>> Yeah. Do you think uh you'd be like
2:19:03available around that time?
2:19:06>> I could probably do that.
2:19:07>> Okay. Gotcha. Gotcha. Yeah. Just just
2:19:09want to make sure. But uh I mean aside
2:19:13from that, obviously we want to vet our
2:19:16guys, make sure that, you know, if I'm
2:19:18giving it from my client to someone
2:19:19else, you know, I want to speak with
2:19:20them. So, I mean, what time would you
2:19:22say would be a decent time for us to
2:19:23connect like just in a bit more detail?
2:19:25So, like we can go over the scope of the
2:19:27project just sort of like what I've been
2:19:29doing for my guy down there, things like
2:19:30that. Like I mean, I have some time like
2:19:32either tomorrow or Monday. Just let me
2:19:35see like sort of what fits in both of
2:19:36our calendars.
2:19:39>> I mean, what do you what kind of
2:19:42business do you run? I mean, I'm just
2:19:43kind of wondering you just find leads
2:19:45and you sell them or how does that work?
2:19:46Yeah. So, how it works is like I I uh
2:19:48essentially like I run an exclusive lead
2:19:50genen business and I work with one to
2:19:52two contractors per area. So, when I
2:19:55reach out to you, I work with a guy in
2:19:56the area. We get about 20 to 30 leads a
2:19:58month. And you know, like it's very
2:20:00custom. So, like since it's not a huge
2:20:02huge uh company, if they get backed up,
2:20:05they'll be like, "Hey, you know, we need
2:20:06to turn leads off for right now because
2:20:08obviously I can't take on all the work.
2:20:09I want to get a few things settled." If
2:20:11they're traveling, you know how it is.
2:20:12Like, or if there's any reason for them
2:20:13to stop, we stop. And then obviously I
2:20:15want to keep the demand running in the
2:20:17area. So I've just been reaching out,
2:20:19you know, if that makes sense.
2:20:20>> Sure. I mean, do you pay per lead or do
2:20:21you pay how how does how does that work?
2:20:23>> Yeah. So yeah, it's a it's a per lead
2:20:25basis. Uh what that essentially means is
2:20:28that we qualify them. I don't know if
2:20:29you saw, but we budget qualify them
2:20:31urgency and homeowner address. So once
2:20:33they're all qualified, it really depends
2:20:35on how strict you want the filtering,
2:20:37but our leads are anywhere between like
2:20:39I would say 70 to 80. And then our
2:20:41average return of rorowaz. So that means
2:20:43after considering you know your margins
2:20:45yeah after your labor everything that
2:20:47materials let's say you're around 30 to
2:20:4840% on average what we're seeing after
2:20:51you
2:20:51>> talking about closing
2:20:52>> oh no no I'm talking about your profit
2:20:54yeah your profitability so I'm saying
2:20:56like we're seeing usually our guys have
2:20:57anywhere between 30 to 40% profitability
2:20:59on average and I'm saying with that uh
2:21:02we're seeing at around a 2.5 to 4x
2:21:05return on essentially return on lead
2:21:07spend. So anywhere between a 2.5 to 4x
2:21:10is what our usual guys get after
2:21:12considering all their margins and then
2:21:14what they pay us if that makes sense.
2:21:15But again I can go into a bit more
2:21:17detail. Uh
2:21:19>> so you don't so you don't really do you
2:21:21don't control price. All right.
2:21:23>> Sorry. One one more time.
2:21:25>> You don't control pricing. I mean
2:21:27>> yeah I don't I don't I don't control
2:21:28pricing. No. I essentially I just have
2:21:31them prepared for the quote price
2:21:33essentially beforehand if that makes
2:21:34sense. So, let's say like I let's say I
2:21:37sell a lead. Let's say I sell a lead for
2:21:38$70, right? I get that lead in for
2:21:40either $40 or $50 and then, you know, I
2:21:43sell it to one of my guys. That's
2:21:44essentially what I was doing with my guy
2:21:45down in the area. And he would go out,
2:21:47he would give the quote and essentially
2:21:49like that's that's how our entire
2:21:51structure works. And I guess the biggest
2:21:53niche about us is that we don't share
2:21:54our leads. And then also the fact that
2:21:57hey I just want to make sure that these
2:21:58guys who actually come in they have the
2:22:00money because I mean at the end of the
2:22:01day like the biggest thing is do they
2:22:03have the money and are they ready to
2:22:04move forward in a reasonable time frame
2:22:06like would you agree?
2:22:07>> Yeah.
2:22:08>> Yeah.
2:22:08>> Yeah. I see.
2:22:09>> So yeah.
2:22:10>> Um but
2:22:11>> so the the price of the lead is
2:22:14dependent upon the price of the project.
2:22:16No.
2:22:16>> Or how does that work?
2:22:17>> No. It's just simply yeah just it's
2:22:19simply between 70 to 80. Uh not not not
2:22:22depending on anything. Like if you got a
2:22:23really really big job, we're not going
2:22:24to charge you more for it, Nick. You
2:22:25know, that's your money. You're the one
2:22:27doing the job.
2:22:28>> Yeah.
2:22:29>> Yeah.
2:22:30>> Um, so I'm technically in Asheville. I
2:22:33mean, I'm from the Gastonia area now,
2:22:36but
2:22:37>> I mean it's not I mean it's not my
2:22:39supplier is actually in Gaston County,
2:22:40so that kind of I could kind of work out
2:22:42possibly on what [clears throat] kind of
2:22:43fence it is and stuff.
2:22:45>> No, I got I got you.
2:22:47>> I mean, do you think is it possible that
2:22:48you could find something in this area?
2:22:51Yeah, I would say that's more than
2:22:52probable. I mean like that's that's
2:22:54essentially our job. So how we actually
2:22:55get these leads is based off the zip
2:22:57codes. So you give me the zip codes
2:22:58you'd like to market in. You let me know
2:23:00the ones that you would like to exclude
2:23:02and then that's exa exactly you know
2:23:04that's how we provide them. But uh I
2:23:06think it would be very applicable for
2:23:08you like if you we like I said we open
2:23:09on a call just show you a bit more
2:23:10things in detail a bit of the you know
2:23:12like the pudding of what we've been
2:23:13getting for our guy and uh I mean yeah I
2:23:17would say anytime tomorrow or Monday
2:23:20would work decently for me.
2:23:24>> All right. I mean, you're just saying
2:23:26we'll just conversate more about just
2:23:28more details of what it takes and I
2:23:30mean, do I have to have a I don't know.
2:23:32Do you have a credit card on hand or do
2:23:33you just I just pay you? How does that
2:23:35work?
2:23:36>> Yes.
2:23:36>> Or do you just want to talk about it
2:23:37later?
2:23:38>> Yeah. I mean, it it would be more ideal,
2:23:39but I have no fine. I I have no problem
2:23:41answering your questions. Like I am a
2:23:42bit on a time crunch, but essentially
2:23:44like how it is is we're very we're very
2:23:48performance-based. Like I essentially I
2:23:50want to make sure the leads I provide to
2:23:53you, we scale up. So meaning what that
2:23:55means is that I how I set up my contract
2:23:58structure is from the first two to three
2:23:59leads if you don't like my leads and
2:24:01there's no reason you should work with
2:24:02me. So just to give you a bit of a
2:24:04breakdown of how we work, we don't share
2:24:06our leads. All of our leads are we have
2:24:10they we have an account
2:24:12>> with somebody else. The lead is mine.
2:24:14>> It's yours. And the second thing is is
2:24:16that we're very very big on you don't
2:24:18pay for garbage. So if you can't get a
2:24:20hold of a person, if it's not within
2:24:21your area, if they don't actually want a
2:24:23fence, then you shouldn't pay $70 for
2:24:25that at the end of the day.
2:24:26>> So like I
2:24:28>> Yeah, those those are our structures.
2:24:29And then the last thing is like they're
2:24:31scaling with you. I know if I can get
2:24:32you work and you're closing on them,
2:24:33it's a business relationship at the end
2:24:35of the day. So if you're getting work
2:24:36and you're closing on them, then
2:24:37obviously, you know, you're going to pay
2:24:38me for quite some time.
2:24:40>> Yeah. Yeah.
2:24:40>> For sure.
2:24:42>> Yeah. I mean, honestly, I have been
2:24:43looking for work. So that would I mean
2:24:45that that sounds good. I would like to
2:24:46find somebody reputable and
2:24:48>> um Angie I mean that a lot of the things
2:24:51that you said kind of answer some
2:24:53questions about so I've considered
2:24:54Angie's and Ang Andrews isn't Angie is
2:24:56kind of the opposite of that you know
2:24:57it's not
2:25:00>> I'm competing with other people if I go
2:25:01with Angie's and
2:25:03>> just stuff like that. Yeah. I mean the
2:25:06thing how anes and why they have you
2:25:07competing with other people that I mean
2:25:10the truth is like Angie's can get good
2:25:12leads but the reason that they do that
2:25:14is because I mean they they make more
2:25:15money selling it to everyone like
2:25:17whereas you know we're not Yeah. We're
2:25:19not as large as them. So our our
2:25:21advantage comes in the fact that you
2:25:23know people don't want to work with
2:25:24Andrew. They don't want to deal with
2:25:25shared leads. So
2:25:27>> yeah.
2:25:27>> And I don't and I don't want small like
2:25:29little jobs like you know what I'm
2:25:30saying? Like I Yeah, if it's a deep I
2:25:32mean if it's um I mean I noticed the one
2:25:34that you sent was I mean it's a small
2:25:35fans 100 to 200 feet. So that's
2:25:38>> that's okay. I mean that's not terrible.
2:25:40I mean I can make money on that. But
2:25:41>> yeah, we mainly
2:25:42>> I'm not trying to do just do repairs and
2:25:43I don't want crap job, you know.
2:25:45>> I I totally agree with you and I'm very
2:25:46happy about that. We mainly just shoot
2:25:48for full fence installations. And the
2:25:50reason for that is because the lead
2:25:52price to be honest with you, brother,
2:25:54like lead price is the exact same thing
2:25:55for repairs versus uh the full
2:25:58installations. and the full
2:25:59installation, they're just worth so much
2:26:01more of a bang for your buck. Like if
2:26:03you're getting a project size between 6
2:26:04to 8K and you know you have 30 to 40%
2:26:06margins and it's $70 on the lead and you
2:26:09know you're closing at around 40%. Then
2:26:11you know like we're profitable and we're
2:26:12doing two to 3x like that's that's
2:26:14really where we want to be.
2:26:16>> For sure.
2:26:18>> So
2:26:19>> um would you just text me your name and
2:26:20I mean maybe your business name and
2:26:22>> Yeah. I'm going to send you over
2:26:23>> Is this a cell phone number?
2:26:24>> Uh yeah. Someone sent you all that info
2:26:26via email and then uh you want to say we
2:26:30can maybe shoot for around maybe this
2:26:32time either tomorrow or Monday.
2:26:36>> 4:30 p.m.
2:26:38>> Yeah, let's let's shoot Monday. Is that
2:26:40okay?
2:26:40>> Yeah, that's perfect. Uh you want to say
2:26:434:30 4:35?
2:26:45>> Yeah, that sounds good.
2:26:46>> All right. So, I'll get you in for 4:30
2:26:48or 5:00 p.m. I'll send you the calendar
2:26:50invite, but what I'll also do is uh
2:26:53well, you said you you may like you can
2:26:55possibly take that lead uh down in, you
2:26:57know, in Gastonia or you would you like
2:27:01for me to just uh maybe what would you
2:27:04like to do with that?
2:27:06>> So, I don't do you have any idea what
2:27:08kind of fence it is?
2:27:09>> Yeah, it's going to be uh 200 I would
2:27:11say 100 to 200 foot, you know, wood
2:27:12privacy fence. Oh,
2:27:14>> okay.
2:27:15>> Yeah.
2:27:17All right. Um,
2:27:21>> can I just talk to you on Monday about
2:27:22that or do you
2:27:23>> Yeah. Yeah, that's fine. That's fine.
2:27:24You know, we we can wait till Monday.
2:27:26So, what I'll do is I'll send you over
2:27:27all of our info in regards to email. If
2:27:29you can check it out, that'd be great.
2:27:30And then the last thing I want to say,
2:27:31man, you know, we're both business
2:27:33owners. We know how it is with no shows.
2:27:35Like, if you if you if you if your time
2:27:37isn't available on Monday or something
2:27:38come up, I would appreciate you tell me
2:27:40because my calendar is packed. So, you
2:27:42can just tell me beforehand to let me
2:27:43know if anything comes up, you know,
2:27:44just, you know, just respect. Sure.
2:27:46>> Yeah. Same the same about leads, too. I
2:27:48mean, I I I definitely tend to respect
2:27:50that because I appreciate
2:27:51>> good leads. So,
2:27:53>> I got you, man. So, yeah. Looking
2:27:54forward to speaking with you on Monday,
2:27:55man. 4:30 to 5:00 p.m.
2:27:57>> Yeah, that sounds good. So, you're just
2:27:59going to email to the email that you we
2:28:01talked to on earlier and then if you
2:28:02just text me your name on here, then
2:28:03I'll just save your contact.
2:28:05>> Okay, perfect. Perfect. Yeah, I'll do
2:28:06that. No problem.
2:28:08>> All right, that sounds good. Thank you.
2:28:09>> All right, let me text you to see you.
2:28:10Perfect. Talk to you then. And once you
2:28:13got the appointment setting down, we
2:28:14want to get into the sales call. Now,
2:28:15closing sales calls um shouldn't be too
2:28:18hard for you if you selected the right
2:28:19model and the right offer. Should be
2:28:21pretty easy, much easier than closing a
2:28:23retainer offer. And once you manage to
2:28:25get people on a call with you, it should
2:28:26be fairly easy to close. So below I'll
2:28:29share the exact framework and script
2:28:30that you we use literally right now in
2:28:32the company so you can copy paste it for
2:28:34your offer adapt it and then we'll look
2:28:37at a uh live close that has closed
2:28:40hundreds of dollars up front as an
2:28:42upfront fee. So we'll see what that is.
2:28:44You'll see how much that is on the call
2:28:46and after watching this video you want
2:28:48to create your own uh script tailored to
2:28:51our uh tailored to your specific offer
2:28:53tip and and niche. Okay? So, keep in
2:28:55mind that the script is not meant to be
2:28:56followed word by word and it should just
2:28:59serve as a guideline, a guideline of
2:29:02what you're going to uh follow and
2:29:04specifically um especially a logic
2:29:06guideline of the stages, not even so
2:29:09much of the questions but the stages of
2:29:11the conversation. Okay, so let's get
2:29:13straight into it. First one is the
2:29:15connection stage. Okay, so you say
2:29:16something like, "Hey, this is uh you
2:29:19know Matia from Roquisition. It looked
2:29:21like you recently booked a call or
2:29:22calendar about possibly getting help
2:29:24with your marketing systems and leave
2:29:26flow so that you can get whatever
2:29:28results they said they wanted to get in
2:29:30the appointment setting call, right?
2:29:32They respond. We say, "Yeah, so when um
2:29:35you went through the ad or the post or
2:29:38whenever uh you received our email, what
2:29:40was it that um you saw that caused you
2:29:43to want to look into this further?" They
2:29:45respond, they respond and then Yeah. Uh
2:29:47makes sense. Now, this code is pretty
2:29:48much pretty basic. It's really more for
2:29:51us to find out about what you're using
2:29:52right now, what results you're getting
2:29:54compared to what you're wanting to see
2:29:57what that gap looks like and towards the
2:29:59end of the call if you feel like might
2:30:01be what you're looking for. We're going
2:30:02to talk about possible next steps. Uh
2:30:03would that help you? This is straight up
2:30:05taken from Jeremy Miners. So definitely
2:30:07recommend looking into him and then they
2:30:09respond and we say perfect and what are
2:30:11you hoping to get out of the call with
2:30:12us today just so we can have a better
2:30:14understanding and be on the same page.
2:30:16That was the connection stage. Then we
2:30:18go into the engagement stage. So we
2:30:20start with a little bit of situation
2:30:22awareness. So uh always we want to use
2:30:26neutral bridging like got it makes sense
2:30:28walk me through that whenever we go
2:30:30through these questions. We're not going
2:30:31to go through all of these questions of
2:30:32course because otherwise it would be
2:30:34like an interview. Uh but some of them
2:30:36and you know that's down to the exact
2:30:40close the closer and the exact prospect
2:30:42to understand which questions you want
2:30:44to ask at which specific time. Obviously
2:30:46at the end of the day that is the art of
2:30:47scales that is the sales that is the
2:30:49difference between a decent closer and a
2:30:51great closer. You are going to have uh
2:30:54better understanding and knowledge on
2:30:57what question to use at what time with
2:30:59what tone. That's really all it is. So
2:31:03questions for example walk me through
2:31:04what you're doing right now for goal.
2:31:06How long have you been doing it that
2:31:07way? What caus you to go that route
2:31:09instead of oh okay yeah I got you. And
2:31:12what's the average cost of products? How
2:31:14many leads are you getting per average
2:31:16per month? That's included referrals.
2:31:18Got it. And how many jobs are you
2:31:19closing from those? Only that much with
2:31:22a surprise stone. How many closes do you
2:31:24feel like you could have gotten if you
2:31:26had an extra amount of leads per month?
2:31:29Okay. So
2:31:31whatever amount they say and then we s
2:31:33you know for example here okay so 10
2:31:36then you don't say anything and it will
2:31:37be like yeah yeah yeah 10 because I
2:31:39think this is and so they will give you
2:31:40more information on why that number is
2:31:42important to them and and your profit on
2:31:45that for example here so what's the math
2:31:47on that do you have your phone and we
2:31:48ask calculator so if you're losing on an
2:31:50average of x amount per month and an
2:31:54average of $6,000 per project what's the
2:31:56math on that so by definition you're
2:31:58losing so much per month in potential
2:32:00revenue you should be making if you just
2:32:01had better lead generation. Do you want
2:32:03to change that? Questions like that,
2:32:05these are solution aware um questions
2:32:07and problem aware. So once they're aware
2:32:09of the problem, okay, so like with lead
2:32:11generation strategies you have in place
2:32:13right now, do you like it? Besides, I
2:32:16mean this thing, do you actually like
2:32:18the process? If so, if yes, oh
2:32:21interesting, what do you like about it?
2:32:23If no, uh it can be all bad if you've
2:32:26been doing it. What do you like about
2:32:27it? So a and after the answer we might
2:32:29say something like okay it doesn't sound
2:32:31terrible then but if you could change
2:32:32something about the process what would
2:32:33you change? We kind of want want them to
2:32:36uh understand and pretty much state out
2:32:39loud after they understand that there is
2:32:42a problem what the problem is and what
2:32:43the solution might be. So we're not
2:32:45trying to say okay you have this problem
2:32:47here's what we do. It's more like we're
2:32:48gonna have them say to us what they what
2:32:51problem they have and when we when we
2:32:54present our offer we're going to say it
2:32:55in their words so they can't even
2:32:57complain about it. They can't say
2:32:58anything about it. We're literally
2:32:59telling them we're giving them what they
2:33:01say they want and they arrive to that
2:33:03solution. They arrive to that aha moment
2:33:06of oh this is what I need. So then it's
2:33:09a much easier approach. Then we go into
2:33:10probing questions. So um you don't sound
2:33:13so sure about it. wouldn't you like?
2:33:15Okay. Well, let's do this just so I can
2:33:18see the rational behind why you might be
2:33:20looking for whatever you want. But
2:33:22besides this reason and these reason,
2:33:24what's the main reason you might want to
2:33:26be looking for a better source? So, all
2:33:27we're doing here is we're trying to go
2:33:28deeper. We just haven't gotten enough
2:33:30and that we didn't create enough pain in
2:33:32the prospect that we think is enough for
2:33:34them to move forward today or move out
2:33:36with a solution like ours. So, we need
2:33:39to go into these probing questions to go
2:33:40deeper. Okay. and clarifying questions
2:33:43and this is especially when they're
2:33:44vague. So, oh yeah, I'm not quite sure
2:33:46understand when you said these could you
2:33:48explain could you expand that for me? So
2:33:50stuff like that very important to get
2:33:52into more pain. Okay, then we go into
2:33:55solution awareness. So what did you do
2:33:57in the past to change your situation and
2:33:59I mean just out of curiosity before we
2:34:01started talking today um were you out
2:34:04there looking for better lead generation
2:34:05strategies so that you can you know
2:34:07whatever they said they want whatever
2:34:09their final goal is. If no, we go into
2:34:12oh really what's prevented you from
2:34:14doing that in the past? So what's
2:34:15changed now? Then let's do this ju just
2:34:18to make sure that what we're doing could
2:34:19actually help you right. Uh besides
2:34:21benefit one and benefit two, what would
2:34:23you actually be looking for a lead
2:34:24generation company? And we have them
2:34:26tell us what solution they want. We
2:34:27start talking about the solution. Yeah.
2:34:29Explain a little bit um on that like
2:34:32what would be your ideal criteria. Can I
2:34:34ask why that's important to you? Like
2:34:36now though is there anything else you
2:34:39want? If yes, oh yeah, what do you do?
2:34:41Or how did it work out? If they if they
2:34:42tried anything in the past, right? So if
2:34:44they reply yes to what have they trying
2:34:46or were you looking for um
2:34:49anything specifically? Okay. So what
2:34:52kind of results did you get from it?
2:34:53What do you think held you back from
2:34:54having success? Questions like that.
2:34:56Then we continue. All right. Well,
2:34:58besides what they said they already
2:35:00wanted, you know, how do you see these
2:35:02benefiting those most though? Yeah, I
2:35:04gotcha. So I mean, uh what would it do
2:35:06to you personally though? how it would
2:35:09be different you being able to do
2:35:11whatever they want to ahead in their
2:35:12business. How would your life or
2:35:14business uh maybe be different than it
2:35:16is now? How would that make you feel
2:35:18though? How do you see the benefits of
2:35:21actually like you you know solving this
2:35:24problem that they told us in the uh in
2:35:27the problem awareness area. Okay. So we
2:35:30go back to things that they said
2:35:32already. Uh and then we go into let me
2:35:35see let me see let me see. and going
2:35:36into the consequences questions. So, ah
2:35:38I got you and I mean like honestly
2:35:40though what if you don't do anything
2:35:41about your lead generation and your
2:35:43situation gets even worse. So what we're
2:35:44trying to do here is we created this big
2:35:46gap between we had them tell them what
2:35:49the problems are. We had them talk about
2:35:51a solution. We really made them asking
2:35:54all these questions and going deeper
2:35:56made them very aware and top of mind of
2:35:58what the pain is what the problem is and
2:36:00there is a lot of pain. We created this
2:36:02gap. Okay. And now we want to make these
2:36:05gap even bigger by asking what would be
2:36:08the consequences if you don't do
2:36:09anything about this. We want the gap
2:36:11between where they are now and where
2:36:12they have to be like they have to be
2:36:14because there's so much pain right now
2:36:15and on the other side there's so much
2:36:17pleasure of you know achie you know
2:36:20solving all these problems and getting
2:36:21the solution. So, we want to increase
2:36:23that gap now with consequences
2:36:25questions. And that's going to be the
2:36:26last thing before we transition into
2:36:28showing our solution, which guess what
2:36:30is going to be very along the lines of
2:36:33what they said they want and it's going
2:36:35to have nothing of the things that they
2:36:36said they don't want. So, um, so what if
2:36:40you don't do anything about your lead
2:36:41generation and your situation gets even
2:36:43worse? Yeah. So, do you want to have to
2:36:45keep chasing after jobs and wondering
2:36:46where the next ones are coming in if you
2:36:48didn't have to? So, this is also
2:36:49probably something that know we're going
2:36:51to get back to something that they told
2:36:52us already. So, maybe maybe they told
2:36:54us, "Yeah, I'm tired of always chasing
2:36:56jobs." Boom. Put a line like that. So,
2:36:58we're going to ask a few questions like
2:36:59that. You can read this also later on
2:37:01your own time. And if it sounds
2:37:03confusing right now, it sounds like I'm
2:37:04throwing a lot of [ __ ] at you. Well,
2:37:06you're going to see the the live sales
2:37:07call and it's going to make much more
2:37:09sense when all of this is put into
2:37:10context. So, transition based on what
2:37:12you told me um what we're actually um
2:37:15what we are doing would actually uh work
2:37:17for you in my opinion. So with your
2:37:19permission I can go over a few things
2:37:20that we would be able to do for you to
2:37:23help you with situation and solve
2:37:25problem or repeat the actual problem
2:37:28that they have. Uh would that help you?
2:37:30And you say if they say yes okay so one
2:37:32of the biggest problems that people have
2:37:34when they come to us is don't know how
2:37:35or don't understand how or having issues
2:37:38with boom literally what they told us.
2:37:41uh they don't know how to do or the
2:37:42problem that they have the biggest
2:37:44problem that they have the biggest
2:37:45challenge that we discovered earlier in
2:37:48um pro uh in the problem um awareness
2:37:51okay when we try to understand the what
2:37:53problem they actually have what's
2:37:54holding them back and giving them the
2:37:56most pain so we tell them we actually
2:37:57help people who have the same problem
2:38:00and when when I when I myself put it
2:38:03into copyrightiting words it's we're
2:38:05literally telling them the emotion we're
2:38:07giving them is the emotion of
2:38:08predictable and anybody
2:38:10We work with other people like you.
2:38:12Anybody can do this. This can work for
2:38:14anybody. This can work for you. It's
2:38:16predictable. We've already done it
2:38:17before. So those if you if you go ahead
2:38:19and read the coping book, I told you
2:38:21take their money. You will see that out
2:38:23of the thing that we ask here and the
2:38:25psychology behind it is the same.
2:38:26Copyrightiting is just sales in words
2:38:29that so which causes them to
2:38:31consequences. We already talked about
2:38:32the consequences once we asked them the
2:38:34consequences questions. So they told us
2:38:36those consequences and we repeat them
2:38:38back to them. So the way we solve that
2:38:40for our clients like you is and boom
2:38:42here we go over our product. Uh you'll
2:38:43see how we do that in the sales call. Uh
2:38:46but it's fairly simple and we also uh
2:38:49then help by showing a um sheet a Google
2:38:54sheet that calculates how much money
2:38:56they can actually return they can
2:38:58actually expect from this investment. So
2:39:00we usually explain a little bit of the
2:39:01lead generation process and then what
2:39:03ROI they can expect um on the sheet. I
2:39:07always recommend having a calculator or
2:39:09some something of that sort on the sales
2:39:11call. And after that uh and after we
2:39:14explain that we say and what that means
2:39:18to you is repeat back the benefits and
2:39:20the advantages that it will do for them
2:39:23once it's solved all the things that
2:39:25they said they want in their dream
2:39:26solution earlier. And finally we go into
2:39:29the commitment stage. So here's pretty
2:39:30much they say yeah everything looks
2:39:32good. They don't have any questions. Uh
2:39:34they don't have any objections. And then
2:39:36we go pretty much into the price. So we
2:39:38pretty much covered how we would help
2:39:40you go from and we repeat again the
2:39:42outcome they wanted. Okay. Help you get
2:39:44to the outcome they want. So before we
2:39:46go into the funds needed uh to actually
2:39:48get there. Do you feel like this could
2:39:50be the answer for you? And here's where
2:39:52usually objections come up. And if they
2:39:54come up you you're going to have to kill
2:39:56them. I don't have something
2:39:58specifically for all the objections. Uh
2:40:00that's just so much work uh on the end
2:40:04of the sales rep to create those
2:40:06objections and honestly we do not want
2:40:07to give out on YouTube right now all the
2:40:10objections that we use because we just
2:40:13feel like uh it's it' be a little bit
2:40:15too much maybe for people who are inside
2:40:18uh who work with us a little closely not
2:40:20like we work with them but anybody who's
2:40:22maybe part of my go eye level we can
2:40:24help them out with that but right now I
2:40:26don't have that in that in this video we
2:40:28might make more videos on that in the
2:40:29future. So, and then we say, "Okay, so
2:40:31write this down. The after we killed all
2:40:33the objections, okay, so here in the
2:40:35middle there's going to be objections."
2:40:37And sometimes you're going to get no
2:40:39objections. Okay, just so you know. So,
2:40:41okay. So, write this down. The funds you
2:40:43will need for us, the funds you will
2:40:45need for us to come in and set
2:40:46everything up and solve this problem
2:40:48that they say you have to get you XYZ
2:40:50results that they say they want would be
2:40:52taken
2:40:55$70 to $80 to 80 bucks per real lead. Uh
2:40:59any questions on how that works? Some
2:41:02people will say yes, more objections,
2:41:04some people will say no. If they say no,
2:41:06say, "Okay, so really the next would be
2:41:08for me to send you the payment link. you
2:41:10get it covered while we're on a call and
2:41:12then we can review the contract
2:41:13together. Simple as that. So, we add
2:41:15them to pay on the call, send the
2:41:17contract, everything's done. And now
2:41:19that we've went through this, you can
2:41:21watch it one more time if you want, but
2:41:22I think the best thing you can do is now
2:41:24watch the live sales call. Let's get
2:41:26into it.
2:41:27>> Ma, yeah, I got you, sir.
2:41:30>> Awesome. Awesome. Here we go. So, yeah,
2:41:33sounds good. Did you uh get a chance
2:41:35because I don't want to repeat my
2:41:36things, you know, maybe you've already
2:41:38heard it so many times. Do you already
2:41:39see the videos I sent you maybe via
2:41:41email? Um, just making sure that I don't
2:41:45repeat myself twice. Have you already
2:41:46seen anything that I've sent you over?
2:41:49Yeah. But what do you think, Gary?
2:41:51Sounds good.
2:41:52>> Well, I'd like to hear more, you know,
2:41:54more details from you about everything,
2:41:55of course.
2:41:56>> Of course. Of course. Yeah, that's what
2:41:58we're here for, right? So, uh, before I
2:42:00get into that, uh, I just say the goal
2:42:02for me in this call is really to kind of
2:42:03see where you're at right now and kind
2:42:05of what you want to do because I'm not
2:42:06going to try to sell you or offer you
2:42:08something that you don't want to do. You
2:42:09know what you want and you know what you
2:42:11and I want to kind of figure out what
2:42:12you need. So, I think what I want to do
2:42:15is ask you just a couple questions to
2:42:16understand where you're at right now
2:42:18compared to where you want to go.
2:42:19Because if you're here, I suppose you're
2:42:21looking for something. And so,
2:42:23>> yeah. So, I guess you know the fastest
2:42:25way to get to that is sort of what are
2:42:27you looking for? if you could just uh
2:42:29put it together like that.
2:42:31>> A as simple as this. I need more deck
2:42:35leads. I have I have a incorporation and
2:42:39escorp and within that incorporation I
2:42:41have a masonry side and we do hardcapes
2:42:45and I have a deck side and then I'm
2:42:47getting ready to start an HVAC side.
2:42:49>> Well, the the the decking is brand new.
2:42:51I'm sorry. Let me turn this off. Um
2:42:55put this on do not disturb.
2:42:58Um,
2:43:00but I my my decking is on my website,
2:43:02but it's not we're not getting any calls
2:43:04about it because it's so new. I we just
2:43:06started a few months ago.
2:43:08>> Okay, I understand.
2:43:09>> Um, so yeah, I my basic need right now I
2:43:12I have masonry leads coming out the Wazu
2:43:15from organic just because we've been in
2:43:17business for a decade.
2:43:18>> Yeah. Um, and we have a good reputation,
2:43:20but the decking is so new that people
2:43:22aren't really aware that we're doing it
2:43:23and I'm not getting any kind of traction
2:43:26online from from our services for that.
2:43:28>> Okay. So, you have you tried anything
2:43:31but organic for the hardscape side of
2:43:34things or has it always been organic?
2:43:37>> Um, on the hard Oh, yeah. On the first
2:43:39cape, I paid for advertising in many
2:43:41different forms all the way up through
2:43:422020. And then I this earlier this year,
2:43:46maybe the end of last year, I let uh a
2:43:50company use AI to create a blog on my
2:43:53website. And then they were creating
2:43:56blog or not blog, but they were creating
2:43:58posts for social media.
2:44:01>> Yes. Okay.
2:44:02>> Well, no, not for my SEO so much. They
2:44:05they they were well, yes. to to increase
2:44:07it, optimize it, of course. But
2:44:10>> yeah,
2:44:11>> um just the
2:44:13>> the post for the the the AI created post
2:44:16for social media were terrible. I mean,
2:44:18everybody was calling me telling me they
2:44:20were like, "You need to take that down.
2:44:21It's not it doesn't even look right."
2:44:23You know, it's not it's nothing like
2:44:25what you've been posting. Some of the
2:44:28some of the stuff didn't even have any
2:44:29hardcape pictures in there. Yeah.
2:44:30>> I mean, it'd be a picture of like a
2:44:32Fender guitar and tell them talking
2:44:34about quality,
2:44:35>> you know? it just it wasn't relevant. It
2:44:37didn't help me. I actually I paid for an
2:44:39entire year in advance for all that and
2:44:41shut it all down after about a week. So,
2:44:45that was
2:44:46>> Yeah, that that that was a complete
2:44:48waste. So, um that didn't work. But I I
2:44:51I truly unless I was unless I was
2:44:55wanting to dramatically expand the size
2:44:58of my masonry hardscape division.
2:45:02>> I don't need to advertise because we
2:45:04stay covered up. We we from 2020 we've
2:45:07been booked out for a year and a half on
2:45:09that.
2:45:10>> That's perfect.
2:45:11>> Yeah.
2:45:12>> Yeah.
2:45:12>> But the decks the decks are scaring me
2:45:15because we did have four deck contracts
2:45:16and we've ran through all of them. We're
2:45:18on the very last deck right now. We do
2:45:20not even have a single estimate out
2:45:22there for decks at the time. So, we have
2:45:24like my deck guys are going to be out of
2:45:26work here in another couple weeks with
2:45:29no more no more leads. So, that's really
2:45:31what I need is more any more exposure on
2:45:34the deck side for my company.
2:45:36>> Okay, I understand. I understand. And
2:45:38there any reason why you even went into
2:45:41decks like
2:45:42>> Sure. Sure. So the the easiest response
2:45:44to that is after doing uh hardcaping for
2:45:4810 years and I go do an estimate. I
2:45:50found this out uh I started this process
2:45:54last fall. Um I do roughly 20 25
2:45:58estimates a week and I'd say 50% of the
2:46:01clients that I do estimates for in
2:46:03conjunction with doing their hardcapes
2:46:05which is like a you know a big portion
2:46:07of their yard. There'll be a a part of
2:46:09that hardscape project that they want to
2:46:11add a deck to stairs, some deck, you
2:46:15know, tracks respectfully, and I would
2:46:18have to then sub that out or find
2:46:20someone that could do it for them
2:46:21because we weren't licensed to do it.
2:46:23And so my desire was to get in front of
2:46:26a client, but if we're already in front
2:46:27of a client, why not just go ahead and
2:46:29capture all of the potential revenue?
2:46:31>> Yeah. And so we branched out and and
2:46:34it's been working great because I've
2:46:35got, you know, separate crews running on
2:46:37different sides of town and then they
2:46:38come together if we have a joint job,
2:46:40but I'm just not getting any I'm not
2:46:42getting any traction whatsoever from my
2:46:44website, the decks.
2:46:46>> I understand. I understand. It's all
2:46:47very clear to me and I'm happy you're
2:46:49that straightforward and you know what
2:46:51you want because it's going to be easy
2:46:52for me to just give you what you want.
2:46:54Right. Good. So, uh, so I like that. Uh,
2:46:56I just have a couple more questions
2:46:58because it sounds like, you know, not
2:46:59many people have multiple divisions and
2:47:01it doesn't sound like the way you set up
2:47:03your company right now, you're the guy
2:47:05going out and doing the work, right? You
2:47:06have the crews, so you're already pretty
2:47:08set up and ready for scale, which I
2:47:09like. So, my question is sort of on the
2:47:12sales side of things. Are you the guy
2:47:14who takes care of it? We have sales reps
2:47:16or can you maybe walk me through a
2:47:17little bit the sales process?
2:47:19>> So, so the sales process is is 100% me.
2:47:22Um, I generally what happens is, uh, I
2:47:25get, you know, a lot of calls, emails to
2:47:27the contacts throughout the day. I set
2:47:30my own appointments up. I go from
2:47:31appointment to appointment. Um, and then
2:47:33I'm the ones selling the job, dealing
2:47:35with the clients in front of the
2:47:36clients. And then after I get that
2:47:38process done, you know, I'll ship
2:47:40everything in and then my guys come in
2:47:41and take care of the job. But I don't
2:47:43have any estimators. I have no support
2:47:46personnel. I have an accountant that
2:47:47handles my books, but everything else is
2:47:50done by me. Um, I don't I could pay
2:47:54somebody else to be like an admin for me
2:47:56or something, but I'd rather just be
2:47:58hands-on and handle it myself.
2:48:00>> For sure. I understand. I understand.
2:48:02Okay, that's No, that's very clear.
2:48:04That's very clear. So, uh, when it comes
2:48:06to decks specifically, right, when we
2:48:08talk about Eids, there's always a co a
2:48:10price that comes in mind. So, I know I
2:48:13can offer you good price per leads. The
2:48:15question is what do you think right now
2:48:19is a fair price for full deck? Right? So
2:48:22if you were to say if you were to decide
2:48:24the cost per lead that you want like the
2:48:26ideal cost per lead that you can choose
2:48:27for a full deck, what do you think is a
2:48:29fair price for that? If these leads are
2:48:30responsive and actually want the deck.
2:48:33>> So So
2:48:35if I if I go under contract, I think 5%
2:48:39total is fair.
2:48:42>> Yes. That's in case that's not really a
2:48:44cost per lead. There's a cost per O,
2:48:46>> right?
2:48:47>> So, if we were to talk about cost per
2:48:49sending you people who actually want the
2:48:52deck, but you need to do the sales
2:48:54process,
2:48:55>> right? You know, well, that's the same
2:48:58exact same model that I started when I
2:49:00started my business a decade ago. I was
2:49:02heavily involved in Home Advisor.
2:49:05Um, Home Advisor,
2:49:07I hate Home Advisor, but I'm honest. I
2:49:11mean, now they're An's list. They I
2:49:13don't like the way they do things. They
2:49:16uh their leads, they would send me a
2:49:19base price of $75 per lead. Now, I might
2:49:24get there and the person's just fishing
2:49:26or it might be another contractor or I
2:49:28mean it could be a job that's a $100 job
2:49:31and I'm paying $75 there. So, I thought
2:49:33that was way too high.
2:49:35>> Yeah.
2:49:35>> Um on on I I honestly prefer I don't
2:49:40know. I I like working I had worked in
2:49:43the past with a digital marketing agent
2:49:47that would send me leads and the deal
2:49:50that we had brokered was that he gets 5%
2:49:53of the total contract on closed deals. I
2:49:57feel that's 100% fair. Now I cut him I
2:49:59cut him big checks. You know I just got
2:50:01done cutting my $850 check for a deck.
2:50:04Um, I think that's fair compensation
2:50:07because it does also filter out some of
2:50:10the BS leads because like with Home
2:50:13Advisor, if you got somebody online, the
2:50:16process they start a construction is
2:50:18they call a bunch of people and they try
2:50:19to get pricing so they get an idea of
2:50:21what they want to budget to then build
2:50:22with. The problem that you run into is
2:50:25if you're paying for leads is that
2:50:27person might be fishing. I pay you for
2:50:30the lead. I go out there. They might not
2:50:32ever do the project. they might, you
2:50:34know, decide it's too expensive. They
2:50:36might,
2:50:37>> you know, do do anything, go with
2:50:39somebody else, etc., etc. So, I
2:50:41completely disbanded Home Advisor in
2:50:442020, 2019 because I got so sick of them
2:50:47charging me. Yeah. And absorb exorbitant
2:50:49amount for every single lead and they
2:50:51didn't they were crap leads to begin
2:50:52with.
2:50:53>> Yeah. Yeah. Yeah. No, I understand. But
2:50:56if I can make a suggestion there, the
2:50:57problem is on the paper lead model is
2:50:59Home Advisor.
2:51:00>> So, yeah, there's great leads out there.
2:51:02You just got to find them know have the
2:51:04market the right marketing to do it. And
2:51:05the pro the main problem with all of
2:51:07that system that they have is they they
2:51:09are trying they want to they're huge. I
2:51:10mean they're making 100 million over
2:51:12$100 million a year not like I think
2:51:14$200 million a year. So they're huge.
2:51:15When you're at that level you run out of
2:51:17contractors that you can do exclusive
2:51:19leads for.
2:51:20>> That is where the problem is. It's not
2:51:22the lead. The leads are good but they
2:51:23share them with multiple contractors.
2:51:25And it
2:51:25>> Oh, you're right. Yeah. You're right.
2:51:26>> Because when you're scaling at that
2:51:28level that's what you got to do, right?
2:51:30I mean, if I wanted to run a $200
2:51:31million zero company, that's what you
2:51:32got to do. You gota Yeah. You know,
2:51:34>> that's just a trade-off that you got to
2:51:36do.
2:51:36>> And you're absolutely right. And that's
2:51:38one of the things that made me mad was
2:51:39that charging, they get a lead in for a
2:51:41wall and if they charge $75, they send
2:51:44that one lead to 15 contractors. They
2:51:47>> make 75 on each.
2:51:49>> Exactly.
2:51:50>> Yeah. That's insane. I know. It's a
2:51:52crazy model, right? It's
2:51:53>> Yeah. Yeah. and and and I would I would
2:51:55be going to leads and I would I would
2:51:57like be passing a contractor coming out
2:51:59and another one coming in after me.
2:52:01>> No, I can't believe that.
2:52:03>> Yeah. So, it's I I hate them and I hate
2:52:06Home Advisor and I think I I just don't
2:52:08like the way they handle anything. But,
2:52:10>> yeah, my process is different. We still
2:52:13would do paper lead. And I'll tell you
2:52:15why I would do that instead of a paper
2:52:17commission at first. Mark, you know,
2:52:19note this part at first. Okay? Why I
2:52:22would do that? Because the little we get
2:52:24are exclusives. So because we're not a
2:52:26huge company and I have thousands and
2:52:28thousands of contractors only dozens for
2:52:31now. I can afford to do that and only
2:52:35give exclusive leads.
2:52:37>> Okay? So you will never have the problem
2:52:39again. Second thing, I will ask for less
2:52:41than than they were asking you and only
2:52:44for full backs, not for repairs.
2:52:47>> Okay? So you like the three problems
2:52:49that you mentioned, they're already gone
2:52:51because I don't do any of that. Okay.
2:52:53>> And that's pretty much it. So when you
2:52:55say I don't pay per lead, let's say,
2:52:56right? At the end of the day, you need
2:52:58to pay something to get the leads. So
2:53:00there's two ways you can do it. You can
2:53:01either decide and this is something I
2:53:04went through because um over the past
2:53:06months, we changed, you know, we went
2:53:08through many people who wanted different
2:53:10things and what I'm offering you is what
2:53:12came out to be the best plan because we
2:53:14started with asking people $4,000
2:53:16upfront and we run your marketing and we
2:53:18guarantee you x amount of leads. Then we
2:53:21said, "We charge you less upfront, but
2:53:24you pay the ad spend and then you pay us
2:53:26a percentage after the the close." And
2:53:30then now we're at a point where it's
2:53:31like you just pay us a little bit up
2:53:32front to cover our cost to set up and
2:53:35then we just you just pay us after we
2:53:37deliver you the leads only if they're
2:53:38real responsive leads. Okay? And this is
2:53:42the model that gets you the lowest risk
2:53:44up front, allows us to still give you
2:53:47the quality. And at the end of the day,
2:53:49these models when you're looking for
2:53:50marketing, it's all the same thing.
2:53:51You're paying for lead. You're paying
2:53:52for people interested in decks.
2:53:55>> Absolutely.
2:53:56>> Doesn't matter how you how they word it.
2:53:58Paper estimate, paper lead, paper. It's
2:54:00all like that. So that's what I can do
2:54:02for you today and I'll show you exactly
2:54:04the numbers. We break them down. Now,
2:54:07what I will say to the paper percentage
2:54:09that is my goal, man. I want to have,
2:54:12yes, my guy, my clients on the paper
2:54:14lead are great, but I want to have my 10
2:54:17to 15 winners up there who are who have
2:54:20multiple divisions and want to scale
2:54:22maybe nationwide and where I take a
2:54:24percentage of the business. That is
2:54:25where I'm in for. That's what I'm in
2:54:27for.
2:54:28>> But the reason I don't do it to be
2:54:30completely transparent at first is
2:54:32because I need to charge for what I can
2:54:34control. You look like a guy who closes
2:54:37100% of the jobs, but I don't know. I
2:54:40might still do my job and pay my guys
2:54:43and then for some reason that I don't
2:54:45know you don't close. Maybe you are sick
2:54:47that day and you're not closing. Well, I
2:54:49cannot unpredictably scale my business
2:54:52on guess, right? I cannot guess that
2:54:55you're going to close at first. So
2:54:56that's why I'm saying let's work
2:54:58together for a few weeks, a month,
2:54:59whatever. We see that you're closing
2:55:01consistently and trust me, you're not
2:55:04going to want to switch to performance
2:55:06because you're going to have to pay us
2:55:07more. That's gonna be the problem.
2:55:08[laughter] That's gonna be the problem.
2:55:10That's gonna be the only problem in
2:55:12there. Okay.
2:55:12>> All right. All right. So,
2:55:14>> so that's sort of the way I see it. And
2:55:16I think it makes sense.
2:55:17>> I agree with that. I agree with that. I
2:55:18understand that. Agree with it.
2:55:20>> Awesome. But, but just so you know, I'm
2:55:21not against the percentage. So, if in
2:55:23two weeks you get our leads and you tell
2:55:25me, "Hey man, let's switch to percentage
2:55:26and you're closing," I'm down for it.
2:55:28>> Okay. Okay.
2:55:29>> So, just wanted to mention that. Now,
2:55:31let's talk numbers. uh a per lead for
2:55:34decks. I can get them to you full Dex
2:55:37installations only and they need to be
2:55:39moving forward within the next 90 days.
2:55:42>> So they're not window shoppers. They
2:55:43want to move forward within the next 90
2:55:45days.
2:55:46>> Responsive. So within 3 days they need
2:55:48to respond to your um messages and calls
2:55:52or you get re or you get refunded for
2:55:54them. And um so those kind of leads and
2:55:59we also can also budget qualify them if
2:56:02you want. So we ask already sort of what
2:56:04they're expecting to spend,
2:56:05>> right?
2:56:06>> We can do that. $60 cost per lead and
2:56:08they're exclusive.
2:56:10>> No other debt contractor is going to get
2:56:12that sent in this in this.
2:56:13>> I don't even have anyone else. You're in
2:56:14Tennessee, right?
2:56:16>> No, no, no. I'm in Ron Virginia.
2:56:18>> Virginia. Where who do they find here?
2:56:20So, I don't have anyone in Virginia
2:56:24either, but that's that's the thing. Who
2:56:26is this? Henry Hardscape and
2:56:30>> that's me.
2:56:30>> Alexation.
2:56:33>> Oh, no. No. I'm So, my my company's name
2:56:35is Professional Hardscapes LLC.
2:56:37>> Ah, okay. That makes sense because I
2:56:39found another one and I was in Tennessee
2:56:41and I'm like, I don't have anyone in
2:56:42Tennessee for sure. Right. So, the first
2:56:44two that came out were yours and then
2:56:46the second one. Okay, cool, cool, cool.
2:56:48But yeah, so you're in Virginia. I don't
2:56:50have anyone that does decks in Virginia.
2:56:51I have a guy who does fences. So, if you
2:56:53were to tell me let's do fences, I can't
2:56:55do it.
2:56:56>> But I can do decks. Yes.
2:56:58>> Okay.
2:56:59>> Yeah. And uh last thing you need to keep
2:57:01in mind the upfront fee because I need
2:57:03to pay I mean I need to set all of it up
2:57:04and I have no nothing up front. So, it's
2:57:07um $800 up front. That's all risk you're
2:57:09taking. And after that, I send you the
2:57:11first dates.
2:57:12>> Now, the $800 is that something I pay
2:57:14every year?
2:57:15>> No, you just pay it one time and that's
2:57:17it. And then when did my leads start
2:57:19coming in?
2:57:20>> Um,
2:57:23Thursday, Friday,
2:57:25>> that quick. This week?
2:57:28>> Yeah. I mean, this week or worst case
2:57:30Monday, I guess. Just enough time to get
2:57:32my guys to work on the ads and get them
2:57:35launched. Yeah.
2:57:36>> Okay. So, so, so tell me, tell me, tell
2:57:39me what your guys are going to do in the
2:57:40background to generate the leads.
2:57:41>> Yes. So, we start by creating your ads.
2:57:46So, I want to show you an example of an
2:57:48ad um for Dex that we actually ran. This
2:57:52was in um
2:57:54this was in uh Wisconsin, Minnesota,
2:57:57Superior, Wisconsin. All right. So, let
2:58:00me get to the ad.
2:58:02So, we start by creating an ad that
2:58:05sends then people to a landing page. So,
2:58:08>> the ad is not a picture, is not what a
2:58:11lot of guys run. It's not what Angie
2:58:14runs or House runs. You know what? You
2:58:16know that it's public information what
2:58:17ads they run. I can see what ads they're
2:58:20running right now. They're shitty ads.
2:58:22Picture saying see what see what a deck
2:58:24costs right now. What type of people do
2:58:26you think ad attracts? It's a [laughter]
2:58:28picture. Like what are you expecting to
2:58:30attract? [ __ ] They're cheap. That's for
2:58:32sure.
2:58:32>> Yeah. Yeah.
2:58:34>> You know, it's public information like
2:58:37you're not even uh that smart, right?
2:58:41Yeah.
2:58:41>> So, let me get back to let me find this.
2:58:49>> Uh, where is Okay, here it is. I
2:58:52created. So, this one specifically was
2:58:54for deck porches and patios, but you
2:58:56only do decks, so you don't have to
2:58:57worry about the second two or at least
2:59:00I'm going to focus on decks for you.
2:59:01>> Okay. Yeah.
2:59:02>> So, uh, these was the best performing
2:59:06ads.
2:59:07>> So, did you guys build the video and
2:59:09everything? Of course.
2:59:11>> Oh, I'm imp. Okay. I'm impressed. I
2:59:13>> mean, that's what I get paid for, right?
2:59:15That's what that's what the SL is for.
2:59:17Uh, and then these, just to give an
2:59:19idea, this client specifically, he paid
2:59:22us $450
2:59:25and he closed at $31,000 deck, $9,000
2:59:28profit. You want to call him right now
2:59:30or give his number?
2:59:31>> No. No. I believe you. I believe you.
2:59:33>> No, I'm telling you because it's just
2:59:34it's just insane. This ad did this and
2:59:37now how do we qualify these people? Why
2:59:39do I why can I say these leads are
2:59:41qualified? Okay, because they go through
2:59:43a specific qualification process. So,
2:59:45let me show you what one of our um
2:59:51uh deck um landing pages look like. This
2:59:55is another guy. This guy's in Ohio,
2:59:57Cleveland. Um so, let me show you his
3:00:00landing page which looks which is only
3:00:01for decks. So, this other one was for
3:00:03decks, porches, patio. So, it's a bit
3:00:05different. I want to show you one just
3:00:07for decks. Okay.
3:00:09>> So, here it is.
3:00:14All right. So, on the phone, it looks
3:00:16better. It's for the phone, right? It's
3:00:18meant to be only on the phone, but we're
3:00:20on computer here. So, fill out this
3:00:22quick survey and get 10% off your new
3:00:24deck today. What type of deck do you
3:00:26have in mind? So, we start by asking
3:00:27them what they want. If you also do pool
3:00:29decks, if it's popular in your area, we
3:00:31can do some pool decks. Add them here.
3:00:33>> Yeah, we do.
3:00:34>> Then, when would you like the new deck
3:00:36to be installed? If they put just
3:00:38exploring for now, they're um they are
3:00:41disqualified. So, you won't get them.
3:00:43So, you won't
3:00:44>> Awesome. Awesome. I I can't handle I
3:00:46hate going to estimates like that, man.
3:00:48>> Yeah, that's what that's why I told you
3:00:49it's guaranteed that they won't move
3:00:50forward in the next 90 days.
3:00:52>> Okay.
3:00:53>> Um then most of our decks fall into one
3:00:56of these ranges, which sounds close to
3:00:58what you're expecting to invest. Now,
3:01:00this changes in your area. For this
3:01:01client, that was pretty accurate for his
3:01:04area. If you tell me you want to start
3:01:06with under 15,000 and then go up, you
3:01:08know, we work that stuff out in the
3:01:10onboarding call.
3:01:11>> Gotcha.
3:01:12>> What's the best way to reach you with
3:01:13your estimate? So, full name and phone.
3:01:16And to go to the next one, I need to
3:01:18complete this. But it's going to be
3:01:19their street address. So, you're going
3:01:21to have all of this information when
3:01:23it's going to be sent to you. So, let me
3:01:24show you an example of when I send you
3:01:26the leads, what those are going to look
3:01:28like. So, um, let me get to another sub
3:01:32account.
3:01:35So this is the same guy in um what is it
3:01:39called in uh Wisconsin and he now we
3:01:42started running an ad for sheetrock and
3:01:44u drywall. So these are the what am I
3:01:49sharing? Okay, so this is the message
3:01:50I'm going to send you. Uh hey, a new
3:01:52lead just came in and here's the full
3:01:54details. Name, phone number, address,
3:01:56job type, job details, and for you I'm
3:01:59going to add urgency, budget, uh and
3:02:02that's it. Awesome. Awesome.
3:02:05>> Every day you're going to get here's
3:02:07another question. Like I can send you as
3:02:09many as you want. That's the thing. Like
3:02:10I build a system that's predictable and
3:02:12I can send you one, two, three, four,
3:02:13five, six, seven a day. Like you tell me
3:02:15how many do you want.
3:02:17>> Okay. Okay. And where where are the ads
3:02:19running at that you're creating?
3:02:21>> Your service area. So, as soon as we
3:02:23close this call and we everything sorted
3:02:25out, I'm going to send you a form where
3:02:27I need the exact zip codes you want to
3:02:30have people from because I know there's,
3:02:32you know, some, you know, you know the
3:02:33Polish zip codes, you know, the the good
3:02:35ones. So, that's run.
3:02:38>> Yes.
3:02:38>> Okay. And but, but are they running on
3:02:40like um
3:02:41>> Facebook? Are they on meta?
3:02:44>> Okay. So, they're on meta. Okay. Okay.
3:02:46Okay. And there there's no other charges
3:02:48for me to run the ads.
3:02:50>> Not that I know of. Okay, that's that's
3:02:52what I that's what I want to know.
3:02:54>> And of course for us then we put the
3:02:56money up front in the ads
3:02:58and you just start getting leads in the
3:03:00first eight because as you've seen in
3:03:02the video like in the message in the
3:03:04like of the video we know what we're
3:03:05doing.
3:03:06>> Yeah. Clients we have also other packet
3:03:10we've stopped really doing that where we
3:03:12that's why I ask about your sales
3:03:13process where we book the calls in for
3:03:15them. So we called them with AI and so
3:03:17on and we booked I mean for example this
3:03:19guy he's just getting packed.
3:03:22So not only is he paying he's paying us
3:03:24per lead but then he also pays us every
3:03:26time we booked these calls for it. So
3:03:28last month he had about 45 estimates. Um
3:03:33can you see it?
3:03:34>> Yep. Yep.
3:03:35>> That's a lot. So these all came from us
3:03:37and he's like yeah I mean now we we had
3:03:40to make some changes because it's like
3:03:42I'm getting too many so give me less but
3:03:45they have more budget. So we
3:03:47>> Oh yeah.
3:03:47>> So we made some changes and uh that's
3:03:50something we can do with everyone. It's
3:03:51just you know the more qualification you
3:03:53want the higher the cost per lead is
3:03:54going to be because that's what it is
3:03:55right.
3:03:56>> Yeah. Of course.
3:03:57>> Yeah.
3:03:58>> Matia say no more. I am 100% in. Tell me
3:04:01where. Send me the form to fill out.
3:04:03Tell me where to pay the 800 bucks.
3:04:05Let's do Let's do this.
3:04:07>> Let me do that now, man. No, I'm excited
3:04:09to get you started. Like, as soon as
3:04:11like also sounding from, you know,
3:04:13sounds from your experience how bad it
3:04:15was or you know, the things you said
3:04:16like pay for an year in advance for some
3:04:19AI content.
3:04:21>> Yep. And it was absolute [ __ ] I mean,
3:04:24just [ __ ]
3:04:25>> For that just just out of curiosity
3:04:27because
3:04:28>> would I pay for that? Um, it was for for
3:04:31the blog. The blog was something like
3:04:34700
3:04:36and then the social media was something
3:04:39around five or six. But they're all AI
3:04:42generated, you know. They're not
3:04:44>> they're not even can do work. Our ad at
3:04:46least is work, you know.
3:04:47>> Exactly. Like they just they simply was
3:04:50spitting out junk and it was just
3:04:51filling up. The blog helped me a little
3:04:54bit because it put some keywords into my
3:04:55website for SEO a little bit, but the
3:04:59social media I think hurt me because
3:05:01like I have a [laughter] well I have a
3:05:03social Yeah, I have a social media
3:05:05following likes to see my projects and
3:05:07like the work that we do and then they
3:05:09started seeing all this [ __ ] like
3:05:11because they were they posted like every
3:05:13day, right? that
3:05:15>> because it's it's AI, so they're going
3:05:16to post every day or every three days or
3:05:19whatever. And every every post was just
3:05:21horrendous. I mean, it was not
3:05:23>> Yeah, it was um I'll even tell you the
3:05:26name of them.
3:05:28>> I'm not even gonna look them up, man.
3:05:30It's like that sounds like junk.
3:05:32>> It was I mean, they they came
3:05:34>> How long ago was this as well?
3:05:36>> How long ago?
3:05:37>> Yeah.
3:05:37>> Um I it was beginning of this year, I
3:05:40believe. like maybe just January because
3:05:42I shut it off really quickly. I only ran
3:05:45it for about a month and then turned it
3:05:47all off because it was terrible. But it
3:05:49was uh damn it was something SE SEO.
3:05:53>> Oh, for sure.
3:05:54>> AI SEO or something like that. It was it
3:05:57it was a big firm. They just I don't
3:05:59know. It just didn't work.
3:06:00>> Yeah, it was a big firm. They they they
3:06:03just didn't work for me. I mean, I don't
3:06:04know if anybody else is having success
3:06:05with it, but
3:06:07>> it's so I think I'm pretty objective how
3:06:09the posts look. If the if everybody is
3:06:11telling you that the if everybody's
3:06:14telling you that the the content is bad.
3:06:16>> Yeah.
3:06:16>> Like,
3:06:17>> and they were my wife was like, "What
3:06:20the hell is this?" And I'm like, "I
3:06:21started this AI thing to advertise for
3:06:23me." She goes, "Turn it off." I said,
3:06:26"That's insane."
3:06:27>> [laughter]
3:06:29>> So yeah, I I shut all down and then I'm
3:06:31not using the And then the other part
3:06:33was it actually started to ding me a
3:06:36little bit on Google because you know
3:06:37Google has the AI detectors
3:06:39>> and they were they were seeing that the
3:06:40blogs were completely AI built. I was
3:06:43falling down in ranking
3:06:44>> and then I I had my web wizard step back
3:06:47in and and fix my website to bring me
3:06:49back up. So it was it's a fiasco. I'll
3:06:52never do that again. So
3:06:53>> yeah, sounds good, man. I'll send you
3:06:56the payment link via text. Check that
3:06:58out because I want to make sure it goes
3:07:00through. Sometimes with our payment
3:07:01processor, it doesn't. So, uh I don't
3:07:04know if you got time to take a look at
3:07:05it now.
3:07:07>> So, I don't you sent it to me text.
3:07:11>> I don't know if you got your phone or if
3:07:12you want it via email. I can do it.
3:07:13>> No, I've got my phone on me and my uh
3:07:16and email, but I don't have
3:07:18>> I sent it to Harold.
3:07:20>> Okay, I got it. I got it. I got it. I
3:07:22got it. I got it.
3:07:23>> Yeah. So that's my personal company
3:07:24number. So you can save me uh there. And
3:07:28my business partner has access to that
3:07:30number as well. His name is Noah. So you
3:07:32probably meet him in the onboarding
3:07:33call. And uh uh so just so you know, we
3:07:37are both there. Sometimes he'll call
3:07:38you, sometimes I'll call you to or
3:07:41whatever. And uh Okay, that's good.
3:07:44That's good. Then um yeah, I mean
3:07:50>> so as soon as we get off the call, I'm
3:07:51gonna I'm gonna fill this information
3:07:53out and send this in to pay to pay for
3:07:55it.
3:07:55>> Yes.
3:07:55>> Then what else do you need out of me?
3:07:57>> Next step, I'm going to send you the
3:07:58onboarding form. Okay. I just need five
3:08:00minutes because I need to call someone
3:08:02else and then I'm going to send you the
3:08:03onboarding form on that.
3:08:06>> Actually, in the meantime, what you can
3:08:07do is take a look at the maybe help
3:08:10yourself with JGBT. I don't know what
3:08:12you need but for the zip codes I need an
3:08:14accurate long h you know it needs to be
3:08:17pretty big as a service area because
3:08:19otherwise you know if the cost to get
3:08:21this lead is going to be higher. So we
3:08:23need a pretty large a pretty wide
3:08:26service area with all the accurate
3:08:28residential zip codes. I usually help
3:08:30myself with LGBT with that
3:08:32>> and uh then that's pretty much it. Then
3:08:35that's literally it and uh on
3:08:39to I mean tomorrow or something I can
3:08:42already send you probably as soon as I
3:08:43have all of these things I can send
3:08:45stuff over to get done. So the the
3:08:46sooner I have that it's not unrealistic
3:08:49that on Thursday you get the first lead.
3:08:51It's not unrealistic.
3:08:54>> That's fantastic.
3:08:55>> Yeah. So it's not unrealistic but I'm
3:08:56not promising it. All right, I got you.
3:08:58I got you.
3:08:59>> That's how it is. And uh what I'm going
3:09:01to do after that as well, I want to put
3:09:03everything that we said here on writing
3:09:05in writing. So I I can show you
3:09:07literally what it looks. It just says,
3:09:09you know, this is what a qualified lead
3:09:10looks like. It's going to have this this
3:09:12this this is going to be it's going to
3:09:14be delivered to this phone number and uh
3:09:16the client only pays this much and it's
3:09:19never going to be charged anything else.
3:09:20So you know, you want to make sure those
3:09:22things are in writing because as you
3:09:23said, you don't want to be charged every
3:09:25year or things like that. And um I mean
3:09:29it doesn't get more much more smooth
3:09:30smooth than that.
3:09:32>> Yeah, I I agree with you. I agree with
3:09:33you. I I you're you're an you're an
3:09:35excellent salesman. You're an excellent
3:09:37excellent in what you do and and I'm
3:09:39usually really hard with stuff like
3:09:40this. So, um I like I like the way you
3:09:43have it set up. I was very impressed
3:09:45with everything and I can't wait to see,
3:09:46you know, everything moving forward and
3:09:48um I look forward to a longer
3:09:50relationship. And then and I and I I'm
3:09:53I'm not kidding Matia that I from day
3:09:56one my goal has been massive expansion
3:09:59or franchising and the only thing that's
3:10:02been a hindrance to that was the
3:10:04pandemic. Like I was on the cusp of
3:10:07starting the franchise process. I was
3:10:09going to have another location set up in
3:10:12Tampa Bay. I was going to move another
3:10:14one up to Northern Virginia. Had the
3:10:16people to I had the people and
3:10:18everything the pandmic hit and it just
3:10:19blew all that. So, I'm trying to build
3:10:22back now. I still want to do that and I
3:10:24still want to be nationwide.
3:10:26>> Um,
3:10:27>> that's good. That's what I want to know.
3:10:28That's what I wanted to hear. Right.
3:10:29Because I'm not looking for like, you
3:10:31know, because it takes me the same
3:10:32amount of time and effort to, you know,
3:10:35do the do it for one small fish and do
3:10:37it for the big fish. Right. To me, like
3:10:39I want to do it for the big one. Right.
3:10:40That's how it works. You want to do a
3:10:41million dollar deck. You don't want to
3:10:43do a $300 $30,000 deck.
3:10:46>> Right. Right. Right. Right. and and and
3:10:48and I'm I'm hellbent on doing that. Um
3:10:52my background is is I do have
3:10:54construction knowledge, but I also have
3:10:56a master's degree in business
3:10:58administration. I was a controller for
3:11:00two multi-billion dollar companies
3:11:02before I started my construction company
3:11:04really.
3:11:05>> So I I am really more businessoriented
3:11:07than construction. Um, I just got into
3:11:10this line of work because I realized if
3:11:13you run a construction company right,
3:11:15handle the financials, you can get
3:11:16really rich.
3:11:17>> Oh, yeah.
3:11:19>> The profit margins are insane. Um, and
3:11:21the profit margins on decks are really
3:11:23even bigger than my masonry side. So,
3:11:25that's kind of why I went more towards
3:11:26the deck arena than the masonry side
3:11:29that we've been doing for 10 years. But,
3:11:31I'd like to make you rich, too. And by
3:11:34doing that, you know, if you help me
3:11:36expand and get more leads and I and I
3:11:37make I hire more people, we take on more
3:11:40and more jobs, then the first thing I'm
3:11:42going to do is say, but I need you to do
3:11:44the same thing for me in Florida. I need
3:11:46you to do the same thing for me in
3:11:47Maryland.
3:11:48>> Waiting for man. So like just so you
3:11:50know, I'm not in it for the 800. Like
3:11:52that doesn't make me any profit almost.
3:11:54>> Oh, I understand. Yeah,
3:11:56>> I'm not in rich off of that. I get that.
3:11:58>> You know that and you can see, you know,
3:12:00the way I operate. you can see, you've
3:12:02seen my marketing, you've seen my video,
3:12:04you've seen I don't know if you seen my
3:12:05YouTube or whatever, but you know, I
3:12:07operate and that's how I do it. Like
3:12:08that's what I'm looking for. So, I'm
3:12:09happy that uh you know, you hopped on
3:12:12this call, took the time to hop here and
3:12:14give us a chance because I'm going to
3:12:16show you.
3:12:16>> Yeah, I I have full fa I have full faith
3:12:19in you. I truly do.
3:12:20>> Appreciate you. You strike me as a
3:12:22go-getter that's ready to do this and
3:12:24and you you're hungry and that's what t
3:12:26that's all it takes that and some
3:12:28discipline, which you've got as well.
3:12:29So, I think this would be a great
3:12:31relationship and we both could make each
3:12:33other a lot of money.
3:12:34>> Awesome, man. I appreciate it.
3:12:35Appreciate your time. I'll send you
3:12:37everything over now. I got you the
3:12:38payment link already. As soon as I see
3:12:40that going through, I'll send you the
3:12:41onboarding and everything else. And
3:12:43yeah, man. Get ready for some leads. All
3:12:44right.
3:12:45>> Sounds great, brother. I'll talk to you
3:12:46soon.
3:12:46>> Talk to you later. Bye. Bye. Bye.

About this transcript

This page contains the full transcript of How To Start An AI Lead Gen Agency & Get Clients In Under 7 Days | Step By Step by Giubi, generated from the public captions YouTube serves with the video. The transcript has 39,246 words across 5,443 segments, with the original timestamps preserved so you can click any line to jump to that moment in the embedded player.

What you can do with it

Use the transcript to take notes, quote the speaker, build a study guide, generate a summary with ChatGPT or Claude via the YouTube Summary tool, or export it as a timed subtitle file with YouTube to SRT. You can also re-open it in the transcriber to translate the transcript into 100+ languages.

Free YouTube transcript tool

YouTube2Text is a free YouTube transcript generator — no signup, no daily limit. Paste any YouTube link and get the full transcript instantly, with timestamps, click-to-jump, translation to 100+ languages, AI prompts for ChatGPT, Claude, and Gemini, and exports to TXT, SRT, VTT, or Markdown.