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Launch A $100K/Month AI Agency In 7 Days (Full 4+ Hour Course) — Transcript

by Tim Chao · 49,766 words · 7,078 segments · language en · Watch on YouTube

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0:004hour long AI course. I want you guys to
0:02dial in. I'm going to tell you guys
0:03exactly what AI to sell in what niches,
0:07how to sell it, how to arbitrage
0:08developers so you don't have to code a
0:10thing, the whole thing. I want you to
0:12actually watch through this video and
0:14take notes because this is the most
0:17upto-date method. I know I've dropped
0:18like these 5hour long courses before,
0:21but when I just look at it like even
0:22it's like 2 weeks ago, it's old. These
0:25strategies are old. AI moves so [ __ ]
0:27fast. then you need to catch up with it.
0:29Um, and running AI front runners where
0:31we have about 200 guys now always
0:33scanning for the latest greatest methods
0:35to make money with AI or sign more
0:37clients. It all goes upstream to me so I
0:40could teach you guys um how to get this
0:42[ __ ] done even better, even faster cuz I
0:45understand you guys are watching me and
0:47on my YouTube cuz you guys want to learn
0:49how to make money with AI. I get it. And
0:51that's what we're going to accomplish in
0:53this video. Before we start too, I want
0:55to make sure all of you guys are
0:56subscribed to my YouTube. I see my
0:58stats. Like it's like 80% of people that
1:00watch aren't even subscribed. So, click
1:03that subscribe button and you know,
1:05let's dial in. If you think about it,
1:07it's just arbitrage, right? I'm I'm I'm
1:10selling AI and people are like, "Oh,
1:12like uh Tim is just a sales guy."
1:16Like, well, look at her bank account,
1:18right? Um the main difference between
1:22selling AI and selling anything else is
1:23actually easy and straightforward to
1:26deliver client results. I'll tell you
1:28guys first um why
1:31you guys should listen to Tim Chow. Uh I
1:34started as a closer in 2020ish.
1:38I closed over 10 mil in three years and
1:41I made my mill. I made my 10%. I made my
1:43mill. Uh, and then I started sales
1:46managing so many different kind of
1:48offers, bringing in phone setters,
1:49bringing in closers, and
1:54I was like, damn, I'm still making
1:55people rich. I took a how to start and
1:58scale your detail business offer to over
2:00a mill. And I took AI agency to over a
2:04mill. I was like, all right, I have the
2:07ability to start sales organizations. So
2:10publicly online on Insta, on Tik Tok, I
2:15publicly failed at wholesale real estate
2:17because I was like, "Oh, I'm so good at
2:18building sales teams. I'll build
2:19wholesale real estate." Failed. I
2:21publicly failed at running a fiber optic
2:23sales team. I publicly failed running a
2:26insurance sales team. And I publicly ran
2:29it the [ __ ] up with AI.
2:32So y'all should listen to me. In my
2:35first month, I think I did 30K. and and
2:38in my first 90 days, I did over $100,000
2:41cash collected. And I was like, "All
2:43right, this is kind of chill."
2:46And then with all my AI businesses
2:48aggregated,
2:50uh the month pri,000,
2:53then we did 174,000. Then we last month
2:56we did 241,000. And then this month
2:59we're on pace to do 400,000.
3:02The BMW got heated seats now. All right.
3:06Um,
3:08and you should listen to me
3:11because we actually
3:14uh had our back against the wall. I was
3:17just telling one of my buddies today, I
3:18have no respect for these NEPO kids.
3:19Even though you might be a Neppo
3:21grinder, you have nothing to learn from
3:22them. They actually have never burned
3:24the ships before. They've actually have
3:26never had their back against the wall.
3:28You have nothing to learn from them,
3:30right? Um, I used to what? sleep in my
3:34car, shower with 24-hour fitness. That
3:36[ __ ] was hard. Um,
3:39be on all fours praying to Jesus Christ
3:41to change my life. Like, literally. Um,
3:46but
3:48now we now I got it like that. All
3:51right, let's run it.
3:53Um, yeah. Any front runner guys in here?
3:56I'm curious. Any front runner guys? [ __ ]
3:58it. Let's start. The first thing you
4:01have to understand is the business model
4:03and the business philosophy, right? A
4:06model is this. You find a business, any
4:09business, any [ __ ] business on the on
4:11the planet, they need they all need AI.
4:13It could go from a lawn care business to
4:15a paint manufacturing company to oil and
4:17gas company to arop peptide company. It
4:19could be anything. uh
4:23um debt repair company, HVAC, uh home
4:26service all the way to what like
4:28enterprise local like you know you see
4:31these little kids online cold calling
4:33and selling little websites selling go
4:35high level they're missing the entire AI
4:37gold rush they're missing the whole
4:39[ __ ] thing
4:41you want to sell the expensive [ __ ] you
4:43want to sell the overhaul [ __ ] you want
4:45to sell the hard [ __ ] and if you can't
4:49go upstream to serve that client You
4:51might as well. So, business philosophy,
4:54business model breakdown. You find the
4:56business owner.
4:58We do everything. You might not like
5:00hearing this, but we do nuclear method.
5:01We do everything. We do SMS, email
5:04campaigns, ads, hit the phones, build
5:06phone setting teams, referral partners,
5:08strategic partners, uh
5:12post on LinkedIn, post on X, demos and
5:14audience on Insta. We do everything at
5:17once
5:18to originate the business and get them
5:21set and on a closing call. We do two
5:24call close framework. I'll talk about
5:25that in a bit.
5:27All right. So, you basically get on the
5:30phone, you set them or on the email and
5:31you set them or you're on the ads and it
5:33gets them to a book call. They're on the
5:34book call. It's usually an audit call
5:36and then a closing call. Between the
5:38audit and the closing call, you're
5:40building the scope of work and on this
5:41closing call, you're showing them what
5:42you could build, what you could do,
5:43collecting the cash. Let's just say
5:45you're selling voice AI 5 grand down, 2K
5:48a month. You collect the cash, close
5:50that deal. Then you arbitrage developers
5:53that are usually around 10 to 15% of the
5:56deal. Give them 500 bucks, 50 bucks a
5:58month. They do everything. You keep the
6:00spread, go to the next deal.
6:03That's the business model. Simple
6:05enough. Okay. I just want to set that
6:07basis just to start.
6:11The BMW got heated seats now. All right.
6:14We got 180 people in here. Lock the [ __ ]
6:16in. That's a high level overview. I'mma
6:18actually dive deep into every single
6:20topic right now.
6:23W's in chat. W's in chat. Let's come on.
6:26Let's get it, guys. I'm actually hyped.
6:28We got uh I want to hit like at least
6:30200 people. But hey, Isaiah, if I lost
6:33you, skill issue. If any of this doesn't
6:35make sense, it might be skill issue. All
6:37right, but I will try to break this down
6:39as clean as possible. Uh, one of my
6:43strengths is being able to communicate
6:45ideas very clearly.
6:49But let's start with your niche and
6:50offer. All right. When you're selling
6:52AI, most of the times you don't even
6:54tell them you're you're selling AI.
6:57This is what I mean. Let's use voice AI
6:59as an example, right? If when you're
7:02choosing your niche, it has to match. So
7:04for example for voice AI the only
7:07companies that will buy are emergency
7:09services where they really need to pick
7:11up that phone right where like even like
7:15let's just say it's let what's emergency
7:17service HVAC plumbing your toilet's
7:20clogged debt repair when you get a debt
7:23in your car um like pet [ __ ] like like
7:27care even like health [ __ ] What else?
7:30Um, it could be literally any any
7:32emergency service. Like there's a guy in
7:34AI Front Runners. He his niche is like
7:37the key key opener guys. Locksmiths,
7:40that's emergency service. Like as soon
7:42as someone can't get in their car,
7:44they're calling. If you're not picking
7:45up, they're calling the next person. And
7:47you can look at the missed calls and see
7:49how much you can retrieve and how much
7:50revenue they're actually leaking. So
7:52there's a problem. That's a offer. But
7:54your offer isn't I will implement a
7:56voice AI into your HVAC company in the
7:59next 90 days.
8:02That's not an offer. You need an actual
8:04offer. Like for example, it sounds like
8:06this like a headline or ad. It'll be
8:08like
8:10I will get you 30 more booked booked
8:13calls or I'll get you 30 more
8:15appointments for your HVAC company in
8:17the next 30 days or you don't pay. And
8:20how you deliver that is with miss call
8:22text back and also voice AI right like
8:25that you you put it in the delivery
8:28but there's so many different kinds of
8:30offers the main three that we have in
8:32our group in AI for is voice AI
8:34receptionist ads and lead genen right
8:36people want you to manage ads you can do
8:38all with AI and then SAS and custom
8:40buildouts right like one thing that uh
8:43we have Mr. Tristan Hulcom here. One
8:45thing that we've identified is that
8:48there's companies that will pay HubSpot,
8:51Salesforce a4 million to over a million
8:54dollars a year on software on CRM.
8:58We could basically go to this company
9:00and be like, "Yo, I can build you
9:02something custom, proprietary,
9:05and powered by AI and basically a dupe,
9:09but better for half the price. Bam. 100k
9:12deal. Bam. 500k deal
9:18and then you could buy BMWs with heated
9:20seats. For real.
9:23Uh Tristan, it's
9:27And then the niches matter. The niches
9:29matter so much. It's like ecom. If you
9:32join an ecom coaching program and you're
9:33like, "Oh, those are the top students.
9:35Hey, what's your product, brother?"
9:37They're not going to tell you the
9:38[ __ ] product. Oh, you're doing a mill
9:41ecom. What's your product? They're not
9:43going to tell you the [ __ ] product.
9:44The top guys and AI front earrunners,
9:46they're not just lurkers. They're not
9:48trying to share their niches.
9:51Yo, Misha, how are you doing over a
9:53quarter mill? What's your niche? Uh, you
9:56know, home surfaces, [laughter]
9:59[snorts]
10:01but I see the best niches being three.
10:05All right, here's how I would pick my
10:06niche. There's three. I want you guys to
10:08write this down. This is important. All
10:10right, three niches. The first one being
10:13something in your background, right?
10:15What do you already have expertise in or
10:17a deep connection or a deep network in?
10:19You leverage that. Your first few
10:21clients are actually on your contacts
10:22list. Joe can attest to this. When I'm
10:24bored, I just start calling people. I
10:26literally just start calling people and
10:28I
10:30want to make some money. You know any
10:32businesses that need AI? I'll give you
10:3415% cut and we'll do some big deals and
10:37we'll just make money appear out of thin
10:39air. The first niche should be something
10:41you already have a background in. You
10:42could build a low ticket MR SAS or you
10:44could build a whole custom and then
10:46offer it to people. Think about what
10:48industry your dad's in, what your
10:49friends parents are in um what your
10:52friends are in and you can leverage that
10:54fairly quickly. The second niche I like
10:57is I I'll talk about the the second
11:00niche last. Third is [snorts]
11:03uh ever growing and easy to find. So
11:05this is like you know one to 5k deals,
11:07one to 10k deals that you can you should
11:09be able to book multiple calls every
11:10single day and close like one or two a
11:12day. It's just cash flow. Like it's just
11:14like don't be cute with AI. Just sell
11:17you know custom CRM to RO companies.
11:19Just sell voice out of HVAC just like we
11:21know it works right. Uh
11:25the thing about that niche right there
11:26is you got to think about the difference
11:28between saturation and competition.
11:29There's a really big difference, right?
11:32Saturation, it means there's a lot of
11:33people in that industry and in
11:35competition means there's like titans in
11:37that industry that you are not, you
11:40know, it's going to take some time to
11:41compete with. So, when I see like a
11:43detailing niche, all these little kids,
11:45the detailing niche, it's saturated, but
11:47bet, let's run it. I'm top comp like,
11:51you know, like there's not there's a lot
11:52of saturation, but not a lot of
11:53competition. So, I could come and
11:54absolutely just split the market, right?
11:57Meanwhile, the noobs will try to pick a
11:59niche and be like, "Oh, there's no one
12:00in this niche except a few guys." Yeah.
12:02And they're getting all the business.
12:04Guys like me,
12:07getting all the business.
12:09Uh,
12:12but the BMW got heated seats now. Um, I
12:16want to talk about the second is high
12:18ticket and underserved.
12:20We got guys and AI furners doing over
12:22100 grand a month in the paint
12:24manufacturing niche,
12:26in the street light lamp cleaning niche,
12:30in the commercial grease cleaning niche.
12:35And these deals are typically these
12:38overhaul under for me it was oil and gas
12:41[clears throat]
12:41are typically between 30 to $100,000
12:44plus. And these deals the sales cycles
12:47are like one month, two month, three
12:49month. It takes time to implement
12:52and these deals will will close like
12:54you'll close one or two a month but
12:56it'll be a fat cash injection. Like I'll
12:58just do a 30k deal then spend 23k on my
13:02in Mexico City a second date. [ __ ] it.
13:05Run it.
13:07I like my cash injection. So if you
13:09think about it, I've diversified my
13:11client acquisition, right?
13:14Because you know if I just had that high
13:16ticket, I'd be like tweaking for my next
13:17deal. When's my next idea? with my next
13:19day ideal.
13:21If I just had the ever growing, I
13:23wouldn't have those chances for those
13:24big cash injections.
13:27And at any time, I could hit my contact
13:29list or my own network and sell in in
13:33XYZ niche that I'm already in.
13:36[snorts] All right,
13:38that's your niche and your offer.
13:43Am I spinning or am I just like am I
13:45actually rapping or am I just spinning
13:47some [ __ ]
13:48Let me know. Yo, Tim Chow sick and he's
13:51still doing this [ __ ] No excuses.
13:54I'm trying to hear it.
13:57Is Tim Chow just bullshitting or what?
14:03The cope [snorts] on my timeline is
14:04ridiculous. If I saw an Asian kid
14:07running up over a quarter mill in less
14:09than 6 months in the new industry, I
14:12would hate to. I get it. I get it. I
14:15would call it LAR, too. I get it. I do
14:19get it.
14:24Penitentiary chances. All right.
14:29All right. Let's talk about our tech
14:30stack.
14:32What you need to succeed. You need
14:34software. You need money to start an AI
14:37business. If you don't have 5 10K in the
14:40bank, go get a J O, right? Don't
14:42consider starting any business. Don't
14:45even start, you know, like, oh, but I
14:46want to do what's I'm passionate about.
14:48Brother, you're not worth three bottles.
14:51You're not worth three bottles of Ace of
14:52Spades ammona. That's like 10K. Dial in.
14:56You're going to need money on token
14:57usage. You're going to need money to
14:58send emails. You're going to need money
14:59to run ads. You're going to need money
15:01to get the correct software to build
15:03your business correctly. There's no way
15:05around. You can't cut the corners.
15:08The softwares that we typically use for
15:11outreach try GTM instantly
15:16convert kit we have pulio for SMS
15:18sometimes we use blue yield for blue
15:20tags luminina for demos it's whenever
15:23you get software it's supposed to ascend
15:26the basics let's just say you're a phone
15:28setter and you're like cold calling in a
15:29certain industry and it's working okay
15:32how about you buy yourself a power
15:34dialer for $40 a month that you put in
15:36the phone and you could just rip through
15:38the [ __ ] Just you could rip through
15:40300 contacts multiple times a day. Um,
15:43auto send voicemail, auto text, empower
15:47yourself. You have to use AI to sell AI.
15:50AI might be the most competitive
15:51industry right now.
15:54So, you need to roll with some dogs.
15:55Never go lone wolf for real. That's the
15:57biggest mistake. I wasted like six
15:58months of my life um
16:02just trying to go lone wolf. Oh, yeah.
16:03If I lock myself in a cabin, I'mma pop
16:05out.
16:07not how this [ __ ] works. Especially in
16:08AI, it feels like crypto trenching.
16:11It feels like trenching in crypto. Like
16:14like the top guys, the top traders,
16:16they're in cabals. They're in Discords,
16:19Telegrams together, finding the next
16:21coin. What's what's live? What's next?
16:23Which chain is popping? What's the
16:24narrative? They're working together.
16:28They got a group of guys scanning for
16:30the latest greatest coin.
16:33And in AI, you need a group of guys
16:36scanning for the latest, greatest
16:37methods to make money with AI to get
16:39more clients.
16:41Well, Grabbot came out on the day of got
16:44to get to Jeff on the day Jeff became
16:46available on it. You have to be fast,
16:50right? I used to have like shiny object
16:51syndrome, lady in the red dress
16:53syndrome. And the more money I made, the
16:55more friends that I had that also made
16:57money. And whenever it makes sense in my
17:00head and I'm like, yo, I can that makes
17:02sense. I'm down to do that business. I
17:04would be like, you know, it was bad. It
17:07was a bad trait. I couldn't commit,
17:10right? But in AI, this is a positive
17:12trait. I love looking at all the new
17:14[ __ ] every day and it's like it's shiny
17:16object, but all in AI and I'm so
17:19passionate about this [ __ ] because it's
17:21like actually cool [ __ ] There's new
17:23[ __ ] every single day
17:25and there's new [ __ ] that I can sell
17:27every single day. The voice AI gets
17:30better. The AI gets faster, cheaper,
17:32smarter. Like,
17:37you know, [snorts]
17:38Abdu said, "Tell your girl thought to
17:40make you slides next time." I do not
17:41have a girl talk. And at the same time,
17:43I don't want any slides, any pitch deck.
17:46I If you look at my YouTube, it's all
17:48uncut. Not a single thing is scripted.
17:51There's no this slide. It's [ __ ] If
17:54you can't go off the dome, you really
17:57don't know what you're talking about.
18:00genuinely,
18:01but you need software to actually
18:04succeed. You need the right systems to
18:08succeed, right? Um, using Apollo, Clay
18:12for leads, even we try GTM, but there's
18:14a good amount.
18:18When you're pushing traffic, you should
18:20be pushing traffic to a lander. All
18:22right, I'm going to talk about your
18:23lander and your funnel. When you run
18:26ads, it's ads. Click the learn more and
18:28it's your funnel. When you're posting on
18:30LinkedIn and you say, "Book a call with
18:31me." It goes to your funnel. If you're
18:33hitting the phones, you're trying to set
18:34people in, you're going to set them book
18:36in that time. You're going to give them
18:37the link to your funnel to book in. If
18:39you're sending email campaigns out,
18:41you're going to it's going to push to
18:42your funnel. There's a difference
18:44between a website and a landing page,
18:46right? A website's beautiful all the
18:49information. A landing page goes like
18:51headline, sub headline, VSSL, button to
18:54book a call, results. That's it. And
18:57then you have your thank you page,
18:59right? If you go to H I don't even want
19:02you guys to funnel hack. Ah, [ __ ] it.
19:04Regenics.io. I'm gonna put it in chat.
19:08That's a funnel. That's not a website.
19:10That's a funnel. That's my funnel. Um,
19:12it's I think it's mocked right now for
19:14the webbby.
19:17But there's a difference between, you
19:19know, you need something very, you need
19:21a clear headline about what you do. You
19:22a clear sub headline about how you're
19:24able to implement that. And the VSSL
19:26should be four to six minutes of you
19:27just setting authority. You like why you
19:29should listen to me, who I am, what
19:32results I've gotten, what results I can
19:33get you, what problems you have, and how
19:35we can solve that with AI. A lot of you
19:38guys are trying to think about your
19:39office and niches and don't understand.
19:42You have to serve a market that's
19:43problem aware. They have to be problem
19:45aware so you can make them product
19:46aware. If they're not problem aware, why
19:48the [ __ ] would they buy your product?
19:50Right? So, it's just like a pyramid. uh
19:53in this pyramid they have they're not
19:56pro very not problem aware these people
19:57are more sophisticated and just you just
19:59have this percentage of people to sell
20:00to so your messaging your emails your
20:03SMS the you know when you're making
20:05landers it should hit different
20:07audiences like for example for um we use
20:12AI to help empower people to start their
20:13RO brands aro peptide brands the
20:16language we use with them is much
20:17different than the people that want to
20:18scale they already know they might
20:20already have a 3PL connect or a source
20:22or processor they might already, you
20:24know, be doing 50 to 100 grand a month
20:26in volume or 100 to 500 grand a month in
20:28volume and they're just looking for a
20:30professional that VSSL you will use
20:32different language you will use jargon
20:34versus for the start people you will use
20:36basic language to actually make it make
20:37sense right uh we split test instead of
20:40split testing AB test we do a test so
20:43instead of doing two split tests with
20:44different messaging we do 26 you need to
20:47get data in this age you need to get
20:50good data Yeah,
20:52the BMW Gajita seats though. Um,
20:56yo, who keeps on dropping these? Like,
20:59I'm I'm about to start banning some
21:01users for real. Like, you know, I
21:03Everyone lock in. Like, actually,
21:06everyone lock in.
21:09Building a funnel. So, they have a
21:10landing page. It pushes. Okay, this is
21:12the landing page sauce. When you have
21:14that form, just start with name, phone,
21:16email, and then next. And it should have
21:18a partial your lander and your for it
21:20should all be custom. Everything custom
21:23like I don't have type form. I don't
21:26have go high level. I don't have a lot
21:29of [ __ ] It's all custom. Right. On your
21:32form it should then push to a a
21:34calendar. And on that calendar they
21:36should be able to book out maybe five
21:38days in the future. And then after they
21:41book they should land on a thank you
21:42page. And on that thank you page, it
21:44should just have your calls booked but
21:47not yet confirmed and then a video and
21:50then hell of results. So on that video,
21:53it should basically authority mog and
21:56use real world examples of why they
21:58should be urgent to do this. Now
22:01[cough]
22:03oftent times I'll say
22:06and chachd came out like four years ago.
22:08Now we have AI that can do X, Y, and Z
22:10more than just generate images and text
22:12and restaurant recommendations.
22:16Uh, but over the last couple weeks,
22:18there's been insane AI that has come out
22:20that lets us empower your HVAC company
22:22at the highest level. Things that we
22:24couldn't have done even three months
22:25ago. Um, so basically on this call, I
22:27want you to be ready at your laptop
22:29because I want to show you cool [ __ ]
22:30right? I'll look at your business, see
22:32if there's XYZ. Like, play the game,
22:34guys. There's a game to be played. Well,
22:37even though it's B2B sales, there's
22:39still a game. B2B is very different from
22:42B TOC. I'll say if you guys are in B TOC
22:44sales, the grass is greener on the other
22:45side. It genuinely is. It'd be greener.
22:50You're speaking to a more sophisticated
22:51client, which allows you to go upstream
22:53to actually have a real sales call,
22:54right?
22:57Um,
23:00as it is.
23:05So uh we have build your funnel content
23:07to clients. So we use content to get
23:11clients as well. So on Instagram, on
23:13LinkedIn, when you guys see my like
23:14scope of work, like when I like green
23:16screen, and then there's like this for
23:18this much, this for this much. Do you
23:20guys know how many gyms hit me up? You
23:21guys know how many clinics DM me? Like
23:24everyone sees me going to Mr. Olympia
23:26talking about peptides.
23:29So many peptide companies in my DMs.
23:30Like on LinkedIn, we have sales
23:32navigator, we have LinkedIn premium, we
23:34have a bunch of AI automations that you
23:35can do on LinkedIn to get clients. On X,
23:38we had we had a student post a demo of
23:41uh
23:43the AI CRM. He got about 40,000 views
23:47and 200 book calls just from that one
23:49post. And he did over $50,000 that
23:52weekend one post.
23:55He's not even good at content. It's just
23:57because the demand for this is so there
24:00that it goes viral. I'm not even good at
24:02YouTube and I have a AI agency course
24:05and it's like five hours and it went
24:07viral. 50k views in like a couple weeks
24:10because the demand is there. Not even
24:12because I'm good at YouTube. A lot of
24:13people want to get into AI. You see
24:15Shelby Sap is starting to veer her
24:18audience in AI. Y'all really going to
24:20let Shelby Sap's audience jump in AI
24:22before you? Like be so for real. Like
24:25how many of you guys are AI enthusiasts
24:27and see the opportunity but haven't done
24:29anything?
24:31Uh you might you might want to do do
24:33something. I mean [snorts]
24:36uh yeah you need to post on everything.
24:39Uh but content is very important because
24:41if you think about it omniresently let's
24:43just say you're running ads. If you run
24:45an ad, they're going to check your
24:46profile for the organic and then in your
24:49messaging, they're going to find you on
24:50LinkedIn. And when they book that call,
24:53you're going to have an email sequence
24:54and you're going to triage and they're
24:57going to look at your referral partners
24:58and your your presence online. So
25:00everything does matter to sign a client.
25:03I have LinkedIn premium. I could see
25:05whenever people look at like find me at
25:07like viewed my page almost every time I
25:09do B2B and we're on that first to second
25:12call I see that they saw me they found
25:14me on LinkedIn. That's how important it
25:17is. Okay,
25:20phone setting. Um I'm now going to talk
25:23about phone setting and closing these
25:25deals. All right.
25:27Um before I do Yo, tag me on Insta, bro.
25:31I'm trying to Let's make this [ __ ] go
25:33viral for real. Like, let's see.
25:36What's good, guys?
25:40Let's get it.
25:43I want to see uh I want to see myself on
25:45some Instagram stories.
25:48All right, I'll chill. All right, let's
25:50get it. For phone setting, it's not
25:54it's easy. You just make it hard. All
25:56right. There's no script
25:59because people are selling different AI
26:01in different niches with different
26:03pricing structures with different
26:04infrastructure that they're offering and
26:05how they deliver the service.
26:08How you approach the phones are
26:09different, right? You also have to
26:11think, does this industry will this
26:12industry even pick up on the phone? It's
26:14just like, dude, if you're serving
26:16barbers, why are you doing outreach on
26:19LinkedIn, buddy? Like, they're not
26:21living on LinkedIn. You're trying to do
26:23business with oil and gas companies,
26:24brother. You're not cold calling them.
26:26There's no one to cold call. It's your
26:29like home service stuff, right?
26:32Uh and but when you do cold call, this
26:35is the framework.
26:37Are you the business owner?
26:40This is what we do. Do you have this
26:42problem? I got cool AI [ __ ] to show you.
26:45Jump on call. That's it. That's actually
26:48it. There's nothing, no new method, new
26:52no way to famoose them into whatever.
26:54Just be straight up in B2B. Be straight
26:56up in sales. You're not doing alchemy.
27:00You're not trying to turn coal into
27:02gold, right? You're not trying to turn a
27:05[ __ ] prospect into a paying customer.
27:09You're sifting for gold. When there's
27:11dirt, you remove the dirt. When there's
27:13gold, you focus on the gold. If they're
27:16a business owner, ah, [ __ ] you. I don't
27:18really like AI. Next. Oh, yeah. I know
27:22we've been thinking about uh in
27:24installing some systems in our business
27:26going into 20. All right, let's dial in.
27:29Let's make sure to serve the client at
27:30the highest level. You know, when I go
27:33to the Hilton,
27:36actually, most recently when I went to
27:38Las Vegas and I went to the win,
27:40[snorts]
27:41uh I pulled up and they're like, "Uh,
27:45welcome to Las Vegas. Hope you have a
27:46great time at Mr. Olympia." I'm like,
27:49"How the [ __ ] did you know?" They
27:51actually did the research on me and
27:53found out that I was going to that
27:55convention and conference
27:57and they wrote something custom for me.
27:59I only paid two grand for like two or
28:02three nights.
28:05Some of you guys will be selling things
28:07potentially worth three to 35,000 and
28:09you won't even bother to custom your
28:10messaging, custom your triage, custom
28:13your text, custom your email, custom
28:15your pitch deck. Let's be so for real,
28:17guys. Yeah. Okay, you got to go to the
28:20to the highest level. Like you you you
28:23actually have to push. And dude, I'll
28:25send [ __ ] mailers. I've been sailing
28:28like sending mailers. Literal mail. I'm
28:32omni. I'm that omniresent. Go detail.
28:35When we how we landed a whole strip of
28:37car dealerships, we bought every single
28:39person in the dealership a Hydro Flask
28:41with our website on it. Everyone used
28:44the Hydro Flask every day. And when they
28:46needed the detailing partner, guess who
28:48the [ __ ] they called? You have to go
28:50above and beyond to go sign your
28:51clients.
28:53And when a client does pay me, bro, I'll
28:55[ __ ] fly to their place and sleep on
28:56the couch or in the guest in the guest
28:58room. For real. Like, dude, I get it
28:59done. I love in person business. But
29:01setting is easy. All right, let me
29:04repeat myself. Talk to the business
29:06owner. Talk about who you are and what
29:08you do and what you've done. If they
29:11have a certain problem, show how you can
29:13address it quickly. and then get them on
29:15a book call to show them cool AI [ __ ]
29:18That's it. All right,
29:21I'mma blow my nose again. Am I spinning
29:23in chat? Is this W or is this uh
29:28Should I just end the webinar?
29:29[laughter]
29:37W's or not? Allan, [snorts] I appreciate
29:39you. Juan, I appreciate you. Joe Pedro.
29:46[laughter]
29:48Hey, Zachariah. Uh, you know, I'm just
29:51doing my best, bro. I just want to share
29:53as much as I can. I'm just doing my
29:55best.
29:57Follow up to close the deal. Okay,
29:59closing the deal. So, we do a two call
30:01close. All right. On the first call,
30:03it's about extracting all the
30:04information we can because we have a
30:06fathom. We have AI noteaker in that
30:08call. All the all the information we can
30:10to actually create their scope of work
30:12so we can figure out what to sell them
30:13and how much to sell sell for. A lot of
30:16it comes in positioning. When you start
30:19off the call, you have to tell them this
30:20is what's going to happen on the call.
30:22You have to set the frame, right? By the
30:23end of this call, we will XYZ. Then we
30:25will book a X. You have to you have to
30:27walk them. They're in your room. They're
30:29in your Google Meet. They're in your
30:30Zoom room, right? It's like them going
30:32into your office. You're the big boss,
30:34right? You set frame. Then you set who
30:36you are. I am XYZ and I've done ABC.
30:40Right? You have to set the frame and set
30:42who you are. Because if a little
30:44elementary kid came and asked me, "How
30:46do I make money with AI?" I'm going to
30:48answer them differently than if [ __ ]
30:50Elon Musk came to me and was like, "How
30:51do you make money with AI?"
30:54You you'll find that when you ask
30:56questions, they'll answer you way
30:59cleaner or like they'll actually answer
31:00your question with some depth and
31:02breath, right?
31:04And that's what you want. You have the
31:05set frame. Then we do exploration pain
31:08points in the business and the
31:09logistics. So we start with the
31:11logistics. So it's usually like how many
31:12employees do you have? What's your
31:13revenue? What softwares do you use? What
31:15have you tried? Have you implemented AI
31:17before? Um what how do you set SMS? What
31:21do you do for emails? What do you do
31:22with ads? What's your CRM like? How fast
31:24are you get? Just logistics. And then
31:26you talk about the pain points. What do
31:28you think your bottlenecks are? What
31:30what what have you identified? What's
31:31the what's like what's losing you time,
31:34losing you money, and preventing you
31:35from making more money, right? Then you
31:37build out that pain. Then you go to
31:39goal. What do you want to build out?
31:41What do you want this business to look
31:43like? What rev are we trying to hit? And
31:46when you're selling, especially
31:47something that's worth thousands or tens
31:49of thousands of dollars, you have to
31:50have a gap. And the wider the gap, the
31:53more money you could charge, right? So a
31:55lot of people like push in this pain,
31:57like have them really dig deep for pain.
32:00And that's good. But a lot of people
32:01don't realize you can go really far with
32:03a goal, right? Like that goal can really
32:06be pushed. Like I I tend to ask what's
32:08your goal or what's your actual goal?
32:09Right? And it's just not not even
32:11monetary. Like sure I want to hit 100
32:12grand months and then they're like okay
32:14like but what will that do for you?
32:15Right? Is it the time freedom? Is it
32:17actually the money freedom? Like why do
32:19you want money? Why do you actually want
32:21the business to succeed? Oh yeah, I want
32:22to pass it on to my kids. XY like you
32:24get that external and then they're not
32:26even paying just for that service.
32:28They're paying for that result. one step
32:30closer to getting to where they actually
32:31want to be. One thing I want to mention
32:33that I forgot is the pre-all process.
32:36You need to get them to show up on call,
32:38right? How you get them to show up is
32:39doing custom SMS, custom emails. I can
32:41use the hotel example. Make it custom to
32:44them and do research on them to make
32:46sure that they show up. Um,
32:49before then, I'm always sending like
32:51Instagram reels of like cool AI [ __ ] or
32:53like um different things here and there
32:56so like they know, hey dude, Tim Chow's
32:57always on AI. He's always doing
32:59something with AI and they show up
33:00ready. Usually I say, "Okay, I'm um I've
33:03kind of looked at your for on the phone.
33:04I'll tell them I looked at your form. Me
33:06and my dev team are going to meet later
33:07today. Um so we'll be ready for you
33:09tomorrow. We're going to create kind of
33:10a idea of a strategy of what we kind of
33:13want to do, but I still on a call
33:15tomorrow. I need to learn everything
33:16about your business so we can actually
33:18see if it's a good fit. We're going to
33:19do basically an audit." They were like,
33:21"Bet." Just building that buy in is very
33:24important, right?
33:26So we have uh expiration
33:31and then before and then pitch. Before
33:33the pitch, there's two very important
33:35things that you need to do on any on the
33:37first call is commitment and urgency.
33:39Why are they committed to getting this
33:40AI implemented in their business? And
33:42why are they committed to working with
33:43you? Why are they urgent to get this AI
33:46installed in their business? And why are
33:47they urgent to work with you? You need
33:49to get them to vocalize these things.
33:51Even if they just vocalize one sentence,
33:52that's good. But we need to go even
33:54deeper. We need to be better and
33:55actually double down and be like, why?
33:57How do you mean? Explain more. Tell me
33:58more. And this is important to do
34:00because once someone tells you why
34:01they're committed, it makes sense for
34:04you to ask why they're urgent and for
34:05them to tell you why they're urgent to
34:07do this. And then once they tell you
34:08they're committed or urgent, it makes
34:10sense to be like, "Okay, I'm 100%
34:11confident. I understand where your
34:12business is going, what you need to
34:14build XYZ, and we have a solution for
34:16you." Right? And then you pull back and
34:19you tell them, "Yo, we're going to build
34:20the scope of the team. On the second
34:21call, we'll get all the information you
34:23need on that call." you book that second
34:25call.
34:26The second call should be the day after
34:28the, you know, within the week.
34:30Shouldn't be too long. That second call,
34:32between that first and second call is
34:34where you're building your scope. Um,
34:36and you can even send it beforehand with
34:38the pricing and be like, is there
34:39anything that looks major? I want to
34:40walk you through every single line item
34:42on the next call.
34:44On that second call, you start the call
34:47with by the end of this call, we will
34:48make a decision whether we want to work
34:50together. I'm here to give give you all
34:52the information you need to make a
34:53strong decision. Does that sound good?
34:55We set that hard frame. We go through
34:57the line items
34:59and we close that [ __ ] deal. We
35:01collect the cash.
35:04Typically, I do wire a pretty big deal,
35:073 to 35,000. Um, and then anything
35:09recurring on MR, we just run it on
35:11Stripe.
35:14Um, how do you come up with pricing? So
35:16most of the pricing is
35:19uh I I'll give you a pricing range. So
35:21if they're a business doing
35:24underh [sighs]
35:26under a million a year, you would price
35:29something in the couple thousands range
35:31and the quality might not be the
35:33greatest, but it's in the couple
35:34thousand range will do the trick. Um you
35:36can offer them amazing voice AI now,
35:38like amazing AI serum, amazing AI lead
35:40aggregation attribution systems. You can
35:42do a lot. Uh, but for the one to 10
35:45million year range, then it's like in
35:46the ballpark of three to 35,000. I know
35:49it's a wide range, but you could tell
35:51them that, too. But specify things
35:53specifically. And then if they're doing
35:55a a business, they're not a small
35:57business, a small business, anyone doing
35:58under 20 mil a year. If they're doing
36:00over 20 mil a year, for example, one of
36:02the fitness uh one of the gyms that me
36:04and Joe are recently uh in the process
36:06of closing, they're doing 30 mil a year.
36:08Um, these buildouts would be multiple
36:10six figures. Um, and they're annually.
36:13So this deal could potentially be
36:15millions and pay me millions in my
36:17lifetime.
36:19Okay. So follow up to close the deal. Um
36:22setting that proposal is important. Um
36:24recovering no-shows, keeping a clean
36:26pipeline. Like when people join front
36:28runners, I want them to become
36:29professionals and people will work with
36:30you once they see that you're the AI
36:32expert, you're professional, and you're
36:33responsive. You must be these three
36:35things to succeed. Um you need to be on
36:37top of your [ __ ] Um, for example, when
36:40someone pays you like, okay, now it's
36:42like, okay, you're supposed to give them
36:43a client portal. If someone pays me like
36:4410 racks, I'm not going to just
36:46correspond over text. They're going to
36:47have a client portal that can see what
36:48devs are doing, what the processes,
36:51support tickets, uh, onboarding form,
36:53like everything should be professional
36:54and dialed [ __ ] Like, in the first 40
36:57hours of buying something, um, people
37:00will make a decision on how they feel
37:02about what they just bought, right? So,
37:04that that that's actually how important
37:05it is. And this is the sexiest part is
37:09when you collect that cash and let's
37:11just say I closed I last week we closed
37:13a AI CRM for a peptide company for
37:15$10,000
37:17and just pay my dev 750 bucks. He'll
37:20build out the whole thing and I'll keep
37:21my spread. He'll build it out, integrate
37:24it, correspond with the client in a
37:26group chat and I'll just be there to
37:28manage the client and upsell the client.
37:30Usually I like doing check-in and
37:31optimization calls one month out of
37:33delivery and on that checking call just
37:35upsell them more [ __ ] So I that's why I
37:38like building and release model versus
37:39MR. Obviously some things like voice AI
37:42obviously would be MRR. Things like CRM
37:45will be ARR. Um I typically like those
37:47deals where it's like here's 50 bands
37:49build this thing and just deliver it to
37:50me. I'm like that. Uh and having a group
37:55of devs is kind of the method. It
37:58definitely is the method. Stephen is now
38:00getting banned. It's weird. All right,
38:03let's dial in, guys. Um, that's the
38:06process. Any questions real quick,
38:10[snorts] man? I'm going to be wrapping.
38:12We still got some more to cover
38:15on client acquisition. How do you get
38:17clients? How do I get clients? That
38:20seems to be the name of the game. How do
38:22you get leads? How do you get clients?
38:24How do you get this? All right.
38:27[cough] We're going to go every We're
38:29going to go over every channel. [snorts]
38:34All right.
38:38Every single channel.
38:40Chase, here you go. Go nuclear. All
38:44right.
38:47Oh, you're the go sauce.
38:50All right.
38:54each client acquisition. Okay, before I
38:56give you all that sauce, [snorts]
39:00I wanna Tristan, are you here?
39:05>> Yo, what's good? Can you hear me?
39:07>> Oh, yeah. I can hear you.
39:09>> What's up, bro?
39:11>> What do you What do you What do you
39:11think about
39:13what I
39:14>> think you're spam, bro? You're rapping.
39:15They should give you a Grammy.
39:19>> Yo, no. Tristan started selling little
39:23websites, making like seven grand a
39:24month.
39:26>> Nah, you can you can get to 5K a month
39:29watching these little YouTube videos and
39:30everything like that. But bro, if you
39:32want to get past 5 to 10K and you want
39:34to start smacking like half six figure
39:36months and get to six figure months, you
39:38got to have someone guide you and like
39:39actually maneuver you through the [ __ ]
39:40>> All right, Tristan. So before I tell
39:42them about the nuclear method, how we
39:44get clients, u
39:45>> I want we want a commercial break. We
39:47want to talk about AI front runners. You
39:49get curriculum coaching and community
39:51best curriculum on the market. We we
39:54have a knowledge base because we have
39:56daily coaching calls. Every single call
39:58where we're looking at the latest
39:59greatest thing, it puts into a knowledge
40:00base of a Tim Chow AI that you can even
40:02ask questions about. We have daily
40:04coaching multiple guest speakers every
40:06week. Last week we had a SpaceX guy and
40:08then Bowski this this week actually.
40:10Next we've got JP Egan and who else? We
40:13got Sean Matthew. And then community.
40:16Not only are guys working in VC all the
40:18time together, but
40:20>> we got inerson events every single
40:21month. I just trick out on the squad.
40:23Just get a fat B&B somewhere and tell
40:25people to pull up. I'm not a computer
40:27guru cuz I Yo, I'M ACTUALLY NOT SCARED
40:30TO SEE MY GUYS CUZ I actually make them
40:32money.
40:32>> Now you pulled up to Miami and put my
40:34name on a sign.
40:36>> Tristan, tell them who you are, what
40:38you've experienced, what you thought AFR
40:40Runners was, and what it actually is.
40:42I thought when I joined it was just
40:44going to be like some regular course
40:45[ __ ] But um I needed to invest my money
40:47somewhere. So I took the risk and when I
40:49got in I actually met my roommate like
40:51first week I was moving to Miami and I
40:53told him I was like yo pull it to Miami.
40:55He ended up moving here and uh since
40:57then we've been banging out deals.
40:59Honestly it happened really quick bro.
41:00Like it was like it was like an
41:02immediate like realization. It was like
41:03a [ __ ] chat GBT moment. I was like
41:05[ __ ] bro. There's so much money there so
41:07many ways I can leverage it. Like
41:08everyone in there is leveraging it a
41:10different way. So, what you thought if
41:12you thought what you were doing was
41:13[ __ ] niche before, when you get in
41:15there, you're gonna be like, "Bro, what
41:15the [ __ ] is this guy doing? This is
41:17crazy."
41:18>> Yeah, people do joint venture deals. Oh,
41:20also you guys get access to a dev
41:22marketplace. But I kind of want to show
41:24them
41:25>> how it looks like.
41:28>> So, besides the Discord where we have
41:30all the coaching calls and channels, we
41:31have a full curriculum. We have a
41:33schedule of daily coaching calls. SpaceX
41:36guy, like we have one, two, three, four,
41:38five, six, seven, seven calls this week.
41:40We have a directory of everyone that you
41:41can connect with on LinkedIn. Um, we
41:43have a map to see where the squad is. We
41:45got density, baby. Um, we got developers
41:48that you you have have access to that
41:50you can arbitrage. And they've all been
41:51vetted by us. Um, we know who they are.
41:54We know where they live. We know the
41:55work that they do. You can go into every
41:57single person and start looking at their
41:58rates and what you can arbitrage. And
42:00then we got Ask Tim. What's fire about
42:02Ask Tim is when I go to admin and I look
42:05at the questions y'all have asked, I can
42:06look at every single question and then
42:08we can get data on how to help our
42:10clients actually succeed even harder.
42:15And this is how me and the squad about
42:17to get BMWs with heated seats. Baby,
42:21[laughter]
42:22>> the doors go up.
42:23>> But Tristan, who are you? What's your
42:25progress selling AI over the last couple
42:27months? tell them about like kind of how
42:29you've been able to cook with us in the
42:30app front rooms.
42:32>> Yeah, so the progress around the cost
42:35from so when I first moved to Miami that
42:37was like low-key when I started uh
42:39banging out more deals. It started with
42:40more voice reps and uh going to
42:42different niches and scaling up higher
42:45ticket and then I just pivoted towards
42:47CRM work where the biggest money was in
42:49high ticket and stuff like that.
42:50Consulting with AI, you can build
42:52systems, audit systems to go and save
42:54companies their money on their contracts
42:56or whatever it may be. There's a million
42:57ways to leverage it, but um over the
43:00past few months, I've grown a lot
43:01through it. Like I said, it started with
43:03AI voice.
43:04>> What's the numbers that you were able to
43:05hit?
43:07>> When I first joined, I was at five. Then
43:10over the course of a few months, I went
43:12from 20, 30, and then scaled all the way
43:15up to 80 where I'm at right now.
43:16>> Ah, BMW seats. [laughter]
43:20>> The doors go up. Hold on.
43:22>> I'm gonna put the link to book a call if
43:23you guys do want to join for. There's
43:25the option right there. Uh, we're
43:27straight up. We're about that. Um, if I
43:30just help you close one or two AI deals,
43:32your money's made. Um, and Tim Chow
43:35could probably help you close more than
43:37one or two deals. Hey, don't book that
43:38call if you don't think I can help you
43:39close one or two deals. Like, I'm
43:41actually here to help you build the
43:43entire business, not close one or two
43:45deals. All right?
43:45>> It's impossible not to, bro.
43:47>> I don't want to just spit out a price
43:49without letting you guys know exactly
43:50what you get. So, book that call so you
43:52can understand everything you get. I
43:53want you guys to ask educated questions
43:55on that call. And I want you to do I
43:57want you to do due diligence on who Tim
43:59Chow is and what AI Frontier is really
44:01about. I'm like that. You can search me
44:03up online. I'm like that. Uh we got the
44:05proof to back it up too. Especially with
44:07this 500k deal. It's like,
44:13you know, it is what it is.
44:17All right. Um,
44:21we need a moderator for next time,
44:23[laughter]
44:24but um, I'm gonna put it in the chat
44:25again and then I'mma get to it. Tristan,
44:27any last pieces of words of advice for
44:29people kind of on the fence? They're
44:30like, "H, I might do it." It's like,
44:33>> bro, don't walk into this [ __ ] with a
44:35[ __ ] blindfold over your face. You're
44:37going to fall on your ass. I promise.
44:39Like, it happened to me multiple times.
44:41Don't make the same mistake I did.
44:43>> Facts. And just again guys, you know, if
44:46you don't have at least 5K, 10K in the
44:49>> J O J O, we don't say that. We don't say
44:53that. [laughter]
44:56>> No, that's beautiful. Um
44:57>> Tristan got me wanting to buy the fence,
44:59bro. You're a G, right?
45:01[laughter]
45:02>> Yo, I appreciate you, Tristan. I'm about
45:04to spit about the nuclear method. Um,
45:07>> go ahead, brother. Go ahead.
45:08>> Let's get it done.
45:11All right,
45:12man. Tristan's so inspirational, you
45:15know. [cough]
45:17Oh, this is one thing I didn't share.
45:19Oh, this is one I think I didn't share.
45:24Leaderboard.
45:26We started tracking about two and a half
45:27months ago. Of course, Tim Chat on top,
45:29dude. We had to beat Stefon's equity
45:31deal for a quarter million, 6K a month.
45:33But that's Tristan right here. And
45:35Tristan and Julian actually met in the
45:36Discord. Now they live together in
45:38Miami, which is pretty cool. But the
45:39guys actually get results. We actually
45:40track where people close, too. was
45:42pretty sexy.
45:44Um, so the reason why you should listen
45:45to me is because like Nike doesn't pay
45:47their athletes just to do it once. They
45:49pay them to do it again and again and
45:50again and again. I wasn't able to just
45:52run up one agency in one niche. I ran
45:54three niches and not only was I able to
45:57get success myself. I've been able to do
45:58it again and again and again for people
46:00over and over. Um, there were multiple
46:02people that I wanted to jump on and do
46:04what Tristan did, but Webinar Jam just
46:06had its own difficulties. Uh we have
46:08Chase. Chase Rudy uh when she came so
46:11she maybe done like one or two deals.
46:13She is about to hit her first 10K month
46:15in October. I think she's like just 500
46:17bucks away from hitting her 10K month.
46:18Uh you know it's we got method. We have
46:21Chris Estrada. Uh this boy Chris
46:24actually cooks. Uh he works hard. U he's
46:27able to get it done. And you know I'll
46:29flex these student wins. I'll flex my
46:30leaderboard. But at the end of the day
46:31these guys work hard as [ __ ] these
46:33guys. Actually, I'll be at 1:00 a.m. 2
46:34a.m. on a Discord and there'll still be
46:36people in there working. I'll wake up
46:37and I'll see people doing mock calls.
46:39Like, I've never driven cold traffic to
46:42this group. We've never read ads to this
46:44group. And
46:46we've never hard closed anyone to this
46:48group. That's why this group's actually
46:50people who are ambitious and actually
46:52understand what's going on. And, you
46:54know, it's a true cabal. It's a true
46:56mastermind. We do deals together. Um,
46:59let's get it done. I want to talk about
47:00the nuclear method. W's in chat. Let's
47:02run some W's before we talk about the
47:03nuclear method.
47:05[ __ ] will help you sign your first
47:07client in under one, two, three weeks.
47:09I'm going to tell you what we do, right?
47:11I often talk about this shit's like kung
47:13fu panda. The secret is there's no
47:15secret. Secret ingredient. No secret
47:17ingredient. You just got to do the
47:18basics at a high level. And once you do
47:20the basics at a high level, you can make
47:21a [ __ ] ton of money.
47:24Hey, Tim. So up. I'll randomly start
47:26looking at yachts to buy. Not even
47:28joking.
47:34The BMW got heated seats though. Let's
47:36get it. Okay. So, what do we do in this
47:38nuclear method? Right. When you think
47:40about it, you need to get leads somehow
47:43some way. Okay. You get there's only two
47:45distribution channels. Organic and paid,
47:48right? Or you could think about it
47:50inbound, outbound. Organic and paid. I'm
47:52going to talk about organic first
47:54because you can strike a lot of deals
47:56with zero dollars or even uh just a
47:59couple hundred dollars getting chat or
48:00claw or softwares that uh no maybe $300
48:03to $500 will get get it done. You don't
48:05need like a grand a day in ad spent.
48:08So
48:10there's a couple strategies. The first
48:11for organic is obviously just posting,
48:13right? You can post about your niche on
48:15Instagram, on X, on LinkedIn, demos,
48:18audits, information about the current
48:20niche, current events, and a lot of
48:23people, the technically accounts is
48:24inbound. They'll hit you up for it. You
48:26could CTA in so many different ways. You
48:28could hard CTA that I'm looking for XYZ
48:30clinics that need ABC to message me.
48:32Like that's a hard CTA or click this
48:34link below. And then there's soft CTAs
48:36like watch this video, watch this demo,
48:38watch this audit video. Um, and you can
48:39get a [ __ ] like a good amount of leads,
48:41a [ __ ] ton of leads like that. Like I
48:43was talking about Nathaniel 40k views
48:46over 200 DMs and over 50k made in a
48:49weekend. Um others for organic I think
48:52uh for organic doing LinkedIn going to
48:55your referral network. So let's just say
48:57you're selling an AI CRM to detailers.
48:59Instead of going to detailers one by one
49:01by one go to a PPF company an in a PPF
49:04installer a ceramic coding company a
49:05tick company that already has a huge
49:07book of business of detailers. You're
49:08like yo give me your book of business.
49:10I'm going to sell them a AI CRM.
49:12anything I make off your book, I'll give
49:14you 20%. And you start talking about
49:16leverage, right? And that's organic
49:18leverage through referral partners. So,
49:20think about it. You can go one step
49:21deeper. If you're trying to sell to
49:22detailers, go to a detail coach, a
49:25detail agency owner that already has a
49:27bunch of people that paid them, already
49:29have that network or audience. You tell
49:30them, "Yo, I'll give you 20% of
49:32everything I strike go into this deal."
49:34Bam. You can make like 20, 30, 40, 50
49:36bands in a day. Right? The thing about
49:38the sexy thing about having your own
49:39book of business though is you could
49:41upsell them so much AI [ __ ] right? You
49:44you guys think like, oh, let me change
49:46the funnel color and the button text and
49:48like the like that that [ __ ] low
49:49leverage. What's high leverage is when
49:51I'm taking a [ __ ] and I'm like, okay, I
49:54got 40 clients in my [ __ ] business.
49:56Obsidian, I could build a knowledge base
49:58for people and it's like going viral
49:59right now. Let me sell all 40 people an
50:02custom Obsidian knowledge base built and
50:05integrated for 2K and I arbitrage this
50:07kid that can do it $250 per account. Hit
50:10the book of business of 40 people, 20
50:13people buy insta 40k day. Insta off your
50:16book of business.
50:19Um if you're confused, skill issue.
50:21Let's continue. So organic has so many
50:24routes as well. We have guys doing
50:26doortodoor B2B. They'll go walk into
50:28businesses and be like, "Yo, this is
50:30what I do. This is what we can set up.
50:32Let me show you cool AI shit." That's
50:34why you need demo software like Lumino
50:35where you could step in. We got this is
50:38the demo phones. You could be like, "Yo,
50:40you could demo voice AI. You could demo
50:42um miss call text back. You could demo
50:44so much. You need to show be able to
50:46show them tangibly cool [ __ ] It's one
50:49thing to say you could build AI and then
50:50one thing to be like this is who we've
50:51built this for, right?"
50:54Uh so there's a good amount
50:57for organic too. We we will uh ah let's
51:01talk about the outbound strategies,
51:02right? Because outbound works, email
51:04campaigns work. You just get a [ __ ] ton
51:06of domains, run them through a group
51:08email. So like all the the decision
51:10makers you could you could do email uh
51:11outbound on and go to market very
51:13quickly. U email campaigns like some
51:16people have ran their agency millions a
51:17month just off email. U so you can hit
51:20email, you could do SMS campaigns, you
51:21do phone set, you can build phone
51:22centers too. So, you go on Apollo or
51:25Clay or some lead u like uh enrichment
51:29system uh and pull those leads and get
51:32phone centers, hit the phones and get
51:34get them on a phone. 300 leads a day
51:36will cost you like 10 bucks and just
51:38have them [ __ ] bang the phone out and
51:40have a a a certain framework to get them
51:42booked on the call booked your calendar.
51:44There's a guy Misha doing over a quarter
51:45million a month in AI Front Runners. He
51:47has about 40 phone setters and three
51:48closers. Um he likes setting. Sure. You
51:52see how like there's so many different
51:53ways to get clients and if you do all at
51:55once, each one should be able to book
51:57you a few calls every day to book out
51:58your calendar. And over time, you'll see
52:00this client acquisition system, this one
52:01right here seems to be the highest
52:03converting. Let's and then this is the
52:05second. Let's just focus on these two
52:06and scale, right? You need that data and
52:08everything around it, right?
52:11Uh
52:12so that's outbound, up on phones, out on
52:15emails, outbound on LinkedIn using sales
52:17navigators, OP. I could we could do a
52:19whole call on how to use LinkedIn to get
52:20clients. Uh, my last 30k deal was from
52:22LinkedIn. The one prior before that was
52:25also from LinkedIn. Like, I don't get
52:26why people think I could just LAR about
52:28my numbers. Like, first of all, laring
52:30your numbers illegal. Second thing, I
52:31have a team of 13. Do you think my team
52:34of 13 will let me lie about my numbers?
52:36Like, let's be so for real. Like, the
52:38cope is also for real. Like, I
52:39understand the cope. Like, it's
52:41interesting that just a random kid was
52:43able to run up these numbers. Like, I'm
52:45about to do a half a mill this month.
52:48Yeah. Almost
52:50outbound is important. Uh inbound will
52:53be through ads and for ads it's purely
52:56meta. You can call out your client. You
52:58could call out the messaging. You can
52:59run static AI ads to sell your AI thing
53:02and it just pushes for you to get leads
53:03and these leads on partial submit
53:05points. You can still hit up the phones
53:07and get them on call u all on these
53:09leads. So you can hard qualify with a
53:11with a form and then push like a some
53:13type form thing and push them to book a
53:14call. Um, and then the levers that you
53:17could, but the thing about ad spend is
53:18like I typically only want people to do
53:20paid media like a couple months in when
53:21they have their VSSL, their landing page
53:23dialed in, their offer, they've already
53:24gone through the process and gone
53:25through a couple closes. Uh, they
53:27already know the ICP much better. They
53:29know the jargon. They know what to say,
53:30how to sell, the pain points, what they
53:32could deliver. Uh, and then when they
53:34run paid media, it's like there's too
53:36many variables, right? Like there's like
53:38when you talk about the targeting, are
53:39we targeting? We'll target through a CSV
53:42file of information or we'll target
53:44through a set pixel off a conversion
53:46event or we'll target just purely based
53:47off interest. And we'll run ads kind of
53:49like ecom where there's just adsets and
53:51like 50 ads and it'll it'll advantage
53:53find its winners and when it finds its
53:55winners, we'll just duplicate that
53:56adset, add more creatives and take out
53:58those winners so we can find new winners
53:59for us. And then constantly you could
54:01scale like it allows you to scale and
54:03not reach like when you think about
54:05running ads like this is your total
54:06addressable market in a circle and it'll
54:08just start targeting different patches
54:10of it. So you just need to make sure
54:11you're throwing up shots and for paid to
54:13be valid for a paid to actually be valid
54:17it needs to you need to actually push uh
54:22to to your to your lander, right? Like
54:24that's how important your lander is.
54:25Everything just goes to your landing
54:26pages and each ad should segment to a
54:28custom lander. So, let's just say for
54:30the peptide niche, when when I want to
54:32help uh peptide affiliates start their
54:35own brand, the messaging is different
54:37than if I was helping someone brand new
54:40just get into peptide, it would be
54:41different versus someone that already
54:43does 100 grand months but wants to scale
54:46with better backend, better CRM for
54:47their affiliates, better CRM for their
54:49customers, better SMS, email campaign
54:51sequences and offers that they can test
54:52with their landers. Uh, you can do so
54:55much, right? When you think about it,
54:58like here when people say, "Damn, Tim
55:00Tim sold a 60k website. I'll talk about
55:03why, right? You need to understand your
55:05client base up to a degree where it's
55:06like, let's just say in the peptide
55:08niche, like we charge so much because
55:11it's so high converting based off our 26
55:13split test. We we could split test the
55:14checkout, three-step checkout, different
55:16offers, 250 free shipping, bogo. Um we
55:20we could do so many different offers and
55:21test and see what the traffic goes and
55:23attributes to. um because for you to
55:25make the decision best decision it used
55:27to be like you could do a lot of
55:28automations and automations would get
55:30the job done but nowadays we have AI and
55:32with the advent of AI it's like we could
55:34attribute customers and clients much
55:36better when when you think about it the
55:37sourcer the the place they get their
55:40peptides from that their prices change
55:42the processor because it's high risk you
55:43can't just put Stripe and sell peptides
55:45it'll range from anywhere from three to
55:4730%. And because of that range, there's
55:49variability. There's also affiliates at
55:50different percentages with drop offs.
55:52There's also BOS, holiday deal. With so
55:54many different moving parts, it's hard
55:56to get clean numbers, right? It's hard
55:58for attribution. People will look at
56:00this number like, what's your lifetime
56:01value in 90-day rolling? And be like,
56:03ah, that's about right versus them being
56:05a business owner that's confident. Yo,
56:07this is the actual number and we have to
56:09make XYZ decision because of this,
56:11right? Um, not only that, but they can
56:13then recruit the best affiliates if they
56:15had the best incentive program. And if
56:17the affiliate is getting 30% at this
56:19place and you still put them on 20% with
56:22us, but if they send the same traffic,
56:24the same traffic but to our lander, our
56:27website for our pet company, it would
56:29convert more for them. It's a huge
56:31selling point to get more affiliates. At
56:33the same time, u when you think about
56:35putting a chatbot, some people have
56:36removed this. It works better for some u
56:38types of traffic maybe like not really
56:40for Snapchat direct affiliate but more
56:42for ads. Um,
56:45people are already talking to chat GPT
56:46about how much they weigh, their height,
56:48what their goals are, what stack they
56:49need, and then going to random ask
56:51websites trying to find these like
56:52clothes. So, if you put a chatbot, you
56:55can educate them. And if you're the one
56:56educating them, they will probably buy
56:57from you. That chatbot can also remind
56:59them and upsell them backwater, right?
57:01Increases the AOV. If you understand the
57:03industry itself, usually when the
57:04average order value increases in ecom,
57:06shipping becomes more expensive than the
57:08product sometimes, right? But when it's
57:10little vials like peptides, you're just
57:12pushing for average order value to go up
57:13and shipping stays the same. That's why
57:15these guys are printing, right? And when
57:18with that knowledge, you shape your
57:19offers, shape your messaging around
57:21that. And once you have the idea and you
57:23have all this, you know, these are the
57:25reasons why people pay 65k for a
57:26website. You might think I'm trolling.
57:29I'm genuinely not. Right. Um, Tanya
57:32West. Yo, I'll take that. Penitentiary
57:36chances. The devil dances. Uh,
57:40but yeah, you got to build that value
57:41correctly. You have to understand your
57:42niche to a to a point where like some
57:44people will talk about like, "Oh, I want
57:45to sell AIC on insurance. Do you even
57:47know what a mortgage protection is, dog?
57:49Do you even know what IL is? Do you even
57:50know like someone sent me a sales call
57:52and they were on with like this agency
57:54owner FFL?" He was like, "Oh, yeah. I'm
57:55with Family First Life." He's like, "Oh,
57:57yeah, yeah. Uh, when did you start that
57:59company?" Like, bro, like you need
58:02industry insight. You need to not sound
58:04like a [ __ ] on call. And what I often
58:07do is when I when I started to get in
58:09the oil and gas industry, I was in
58:11Vienna, uh, Vienna Austria, just like
58:12solo traveling. I would just put those
58:14earbuds in, walk around the city, bike
58:16around the city, and just talk to Claude
58:18about my ICP, my ideal client profile.
58:21Talk to Claude about my industry. Learn
58:22stuff. I'll be like, pretend to be this
58:24guy, this personality. I'm gonna try to
58:25sell him something. Figure out why he
58:27needs AI in this business. Right? You
58:28just need to constantly understand your
58:30niche to a level. Like when you're
58:32picking niches, it's not that you're
58:33selling a voice AI
58:35to everyone to clinics the emergency
58:39this that you're in one industry just
58:43plumbing and selling them every AI
58:44around it. You guys have you get can't
58:47invert the niche you're in. Um but
58:52W nuclear method I need to blow my nose.
58:54W nuclear method or damn we've been
58:57rapping for about an hour now.
59:04We've been rapping about for an hour
59:05now, but I I kind of want to continue
59:15W method.
59:17W method or no? [snorts]
59:19All right. Now, I'mma tell you guys why
59:22the [ __ ] you should join Front Rivers.
59:25All right. You can't go lone wolf when
59:27you're selling AI and especially about
59:29what we're trying to accomplish. Uh more
59:31and more like you will start seeing,
59:34you know, I always say it's not if you
59:36start an AI business, it's when. And
59:43I'm banning Nazar. What the hell? Um
59:46guys, make sure you don't click random
59:48links. Like there's fishing links are a
59:50real thing. Um, but uh it's not if, it's
59:54when you start AI business. I mean, I
59:56have people that come to me. If you're
59:57there's two people that I really want to
59:59actually join. If you're like if you're
1:00:01a sales guy or if you're a dev or if
1:00:05you're a software engineer or you you
1:00:06can code or you you're AI enthusiast.
1:00:08Usually sales guys succeed really hard
1:00:11like setters closers or like door to
1:00:13door guys, insurance guys because they
1:00:14they close very viciously. And when
1:00:16you're able to arbitrage AI, you just
1:00:17have to understand the product. It's
1:00:19just like door-to-door uh solar guys.
1:00:21They understand the wattage, how the
1:00:23solar panel works, how much they could
1:00:24save. They could they could talk all
1:00:25that about all day, but they're not the
1:00:26ones going up onto the roof and
1:00:28installing the solar panels. So, just
1:00:30like us, if you just understand the
1:00:31product or service that you're selling
1:00:32at a really deep level, like you can
1:00:34sell a like a [ __ ] ton of AI. Um, so
1:00:37these doortodoor guys are dogs. Like,
1:00:39dude, they they've knocked in the heat
1:00:40and now dude, we're just online. These
1:00:42insurance guys have doused people to
1:00:43death and th like a thousand people a
1:00:45day and talked to the worst customers of
1:00:47all time. the grass is greener on the
1:00:48other side. If you're a sales guy, you
1:00:50can step into an industry where not a
1:00:52lot of people are dogs and allows you to
1:00:54actually gain a really competitive
1:00:55advantage. If I'm in AI for learners, I
1:00:57help you duplicate my marketing system.
1:00:59What we do with emails, what there's the
1:01:01what we do as like like there's like so
1:01:03much in marketing and then we also give
1:01:05you access to my devs like like there's
1:01:07like 25 devs in there. Um and then
1:01:09access to Luminina devs as well. Um and
1:01:11because you're using my fulfillment,
1:01:12there's only marketing, sales, and
1:01:14fulfillment in the business. If you're
1:01:15duplicating my marketing and you if you
1:01:16have my fulfillment, all I need to do is
1:01:18help you sell. So sales guys absolutely
1:01:20[ __ ] ripping AI front runners and if
1:01:22you're that guy, book that call right
1:01:24now. The second group are people that
1:01:26are AI enthusiasts, devs, software
1:01:28engine, if if you've coded something on
1:01:30cloud, if you've asked cloud or chat
1:01:32something more than restaurant
1:01:33recommendations and you see how powerful
1:01:34AI exists already in your life, in your
1:01:36business, but you haven't made money off
1:01:38this, I need you to realize the gap is
1:01:40closing. It's very binary, right?
1:01:42There's no gray area. You're either
1:01:43going to get replaced by AI or you're
1:01:46going to replace other people with AI
1:01:48and then profit off it. I'm I I I do not
1:01:50give a [ __ ] about the ethics of it. I'm
1:01:52going to be on the right side every
1:01:54single [ __ ] time, right? Um I follow
1:01:56the money. People used to laugh at me
1:01:58and was like, "Yo, Tim does like five
1:01:59different things." Because I started I
1:02:00was like, "Okay, my power is building
1:02:02sales organizations. I might as well
1:02:03start a wholesale real estate company,
1:02:05um a fiber optic insurance, and an AI
1:02:07agency." And you know, simply enough,
1:02:10it's just a gold rush in AI. Uh it seems
1:02:13to be like you can find these
1:02:14underserved niches and these underserved
1:02:15niches are just gold laying on the
1:02:17ground like no no one's hitting them up.
1:02:18You type in paint manufacturing AI
1:02:20implementation there's nothing. There's
1:02:23actually nothing. Um and you know when
1:02:27it's about implementation too like stuff
1:02:28like this it's valid for you to do
1:02:30outreach these these there's no Titan in
1:02:33chemical plant processing AI
1:02:35installation for CRM. There's no Titan
1:02:38for that. There's no industry standard.
1:02:39So, it's valid for you to put yourself
1:02:41in front of the business owner and
1:02:42figure that [ __ ] out and set authority,
1:02:44right? But these are the type of people
1:02:46I'm looking for in front runners, the
1:02:47people that are very ambitious and
1:02:48understand that this is not get rich
1:02:49quick. I often tell people, if you give
1:02:51me a couple days, I can show you cool
1:02:52[ __ ] You give me a couple weeks, couple
1:02:54months, we can actually build this
1:02:55business, right? I see there being a
1:02:57couple gold rushes going into 2027, but
1:02:59AI is definitely one of them. And, you
1:03:01know, sometimes I beat myself up for not
1:03:03starting three years ago. um just focus
1:03:05on sales. But I'm I'm very glad that I'm
1:03:07so I'm blessed by God to have made that
1:03:10pivot and be able to see massive
1:03:11success. Um even though I might not be
1:03:14the agency owner that's done this for 5
1:03:15years and I'm literally under a year in,
1:03:17I have massive results, not only for me,
1:03:19but for my guys as well. And I think
1:03:22what matters most for you guys is having
1:03:23a mentor that understands what works
1:03:25now, right? What works now isn't what
1:03:28worked last week or two weeks ago or
1:03:29three weeks ago. I know you guys see me
1:03:31on YouTube with the five hour plus
1:03:32courses. When I look at them that are
1:03:34two, three, four weeks, one month
1:03:35pussle, it's ancient that acquisitions
1:03:39are ancient. We're going that fast in
1:03:40front runners where every day we're
1:03:41pushing for the latest and greatest ways
1:03:43to make money with AI. Uh, yes, Jesus is
1:03:46king and God did breathe on this [ __ ]
1:03:48U,
1:03:50you know, I often say, bro, like you
1:03:53also like I take founder mode very
1:03:55seriously. Like it's kind of a meme and
1:03:56people joke to me about what aloe
1:03:58quarter zips and we have fun but
1:03:59genuinely there's been no trend online
1:04:01that forces kids to work like an
1:04:04unhealthy amount of time. Like working
1:04:0512 hours a day, six days a week, 30 days
1:04:07straight is hard. Um I know it's hard.
1:04:11Uh but you got to do what's necessary to
1:04:13succeed. U I often use the analogy like
1:04:15God will steer the boat, but you must
1:04:17row. If God's steering and you're not
1:04:19rowing, you're not going any [ __ ]
1:04:21way, right? Right? And if you're growing
1:04:23so hard with no direction and no one's
1:04:25steering you, you're also going nowhere.
1:04:28Um, you have to work hard. This is an
1:04:30industry where it's going to demand
1:04:31time. If you don't have hours to put
1:04:33into this and if you're not going to no
1:04:34life this, do not click this [ __ ]
1:04:36link. Like, I I expect you guys to
1:04:39basically no life this [ __ ] If you're
1:04:40in college, if you already have a job, I
1:04:42expect every hour outside of it to be
1:04:43working on your business. If you're lazy
1:04:46[ __ ] that doesn't have a job and right
1:04:47now you you've decided to lock in and
1:04:49take this chance then uh I'm going to
1:04:52expect you to grind. Typically in AI
1:04:54front runners it works like this. This
1:04:56is the success path. They see the
1:04:58optimism. Dude, Tim's printing. I want
1:05:00to join front runners. They join front
1:05:01runners. They see other people printing.
1:05:03They're like, "Holy [ __ ] I can actually
1:05:05do this." And then they see the
1:05:06curriculum and then they're like, "Dude,
1:05:08I got method now." So they're insanely
1:05:10optimist um like they're really like uh
1:05:13optimistic about the opportunity and
1:05:15then when they realize how difficult it
1:05:16is to deal with the roadblocks, deal
1:05:18with restrictions, um they find things
1:05:20hard. There's this valley of despair.
1:05:22They're like, "Oh [ __ ] it's going to
1:05:23actually take a lot of work." And then
1:05:25that's when the real work starts and you
1:05:27go step by step and build. Usually
1:05:29around this point is where people give
1:05:31up if they're working by themselves,
1:05:33right? They're just like, "Ah, [ __ ]
1:05:34this. I'll just stay at my job. Ah, [ __ ]
1:05:35this. I'll just continue to trade. Ah,
1:05:37[ __ ] this. I'll just continue to get
1:05:39washed and rinsed by prop firms.
1:05:42Uh but that's why you need a squad. Not
1:05:44only you need like really good mentors
1:05:46that can have your back and answer those
1:05:48question, those things that feel like
1:05:49roadblocks to you, they're just speed
1:05:50bumps to me. I've seen it hundreds of
1:05:52times. Instead of spending weeks, months
1:05:54getting something figured out or pushing
1:05:55it out. We can figure it out in hours if
1:05:56not minutes. Just jump in the voice
1:05:58channel and Discord. Uh our guys are
1:06:01very [ __ ] active. Um and expect if
1:06:03you if you're going to apply, you should
1:06:05be active as [ __ ] too, right?
1:06:08Uh when you're looking at the growth
1:06:10path too,
1:06:12um I wake up like a [ __ ] baby knowing
1:06:14that I'm an AI. Like a lot of people are
1:06:16starting to get very nervous about their
1:06:17jobs. I've had close friends have their
1:06:18dads lose their jobs u literally due to
1:06:21AI, just mass layoffs. Um and it's
1:06:23something that's going unspoken right
1:06:25now in the economy. The economy might be
1:06:27going up and up and up because of the
1:06:28intrinsic value of some of the things
1:06:30that we're building or speculative
1:06:31value. But when you look at the lives of
1:06:33the average American, you don't want to
1:06:35be the average [ __ ] American, right?
1:06:38People talk about hitting 10 20k months.
1:06:39Build yourself a business that allows
1:06:41you to potentially make six figures a
1:06:42month, right? I'm not here to make any
1:06:45earnings or income like claims. Um I
1:06:49don't even have any guarantee to what I
1:06:50do, but I can guarantee that if you work
1:06:51it, it works. uh
1:06:55there's a principle in life uh you know
1:06:59Newton's law where you put enough in you
1:07:01put any input there will be an output
1:07:03there will be an effect and if your
1:07:05input is working 12 hours a day six days
1:07:07a week 30 days straight working hard
1:07:09towards closing AI deals understanding
1:07:11your niche understanding what your offer
1:07:13is being confident and certain that
1:07:14you're able to deliver amazing results
1:07:16for your clients you're confident in
1:07:18your system you're confident when you're
1:07:19selling and you're doing that every day
1:07:22how the [ __ ] could you not succeed? How
1:07:24the [ __ ] could your output not be hella
1:07:25dollars? I understand there's, you know,
1:07:28172 of you are goats for staying to
1:07:30around the end and we'll do Q&A in a
1:07:32little bit. Um,
1:07:35but like dude, it's
1:07:37people don't understand, man. It's just
1:07:39like, bro, if I could reach through the
1:07:41computer right now and tell you get an
1:07:43AI, I wish I could. Um, even for my
1:07:46brother, helping him start a good amount
1:07:48of stuff cuz it's like I have this much
1:07:50certainty in what I'm doing and I see
1:07:51the opportunity is so real and I get it.
1:07:54Everyone in all 170 of you guys in here
1:07:57just want to make money. I understand
1:08:00it. Life is [ __ ] hard. [ __ ] is
1:08:02expensive. [ __ ] gas and Cali's
1:08:05[ __ ] 10 bucks. Like what the [ __ ] I
1:08:07go out to random dinner with some like
1:08:10we spend like what 500 bucks at Uchipa
1:08:13like it's ridiculous like you know like
1:08:18money matters right I often made I just
1:08:21made a post I was like brother makes 10
1:08:22grand a month that's three bottles at
1:08:24Mona I pop three champagne bottles like
1:08:27two hours at the club and it it it's
1:08:29just that's what you make in a month
1:08:32really
1:08:34right I go to dinner and just I just
1:08:36make sure I take care of my family, go
1:08:37on a nicer dinner, 3500.
1:08:40Shit's just expensive nowadays. You need
1:08:42to make money.
1:08:44Uh, and you'll never make the amount of
1:08:47money that you want just having a job.
1:08:49U, jobs are cooked. U, and we're
1:08:53entering the internet money wave where
1:08:55you just have to look at what you're
1:08:56passionate about. I'll be straight up,
1:08:58too. All right, let me put the booking
1:09:00link. I want you guys I want to speak to
1:09:02every single one of you guys. I'll have
1:09:04team members as well. I'll put that
1:09:05link. book your call. All my team
1:09:07members are people that understand
1:09:09everything in AFR and can give you the
1:09:10best idea about what's going on. Um, but
1:09:15don't book that call if you're not ready
1:09:17to commit. And if you don't understand
1:09:18that, like you're going to have to go
1:09:20all the way. Um, you're actually going
1:09:21to have to commit to this and push
1:09:23because we don't do half ass [ __ ] over
1:09:25here. Um, I love being a coach. When
1:09:28people when I'm on TikTok live and
1:09:29people are like course seller course
1:09:30seller uh I'm like yeah I'm proud that I
1:09:33sell a program and I'm proud of the
1:09:35results that I have and I'm proud to be
1:09:37inspiration. I like being a coach. I
1:09:39like being recognized and I like being
1:09:42on social media and I like teaching
1:09:44others and I like making impact. I
1:09:46understand how much support these
1:09:48mentees need to succeed. Uh bro, when I
1:09:51first started, I'll give you guys some
1:09:53lore. So, I got addicted to hard drugs
1:09:56uh in my freshman year of college and I
1:09:59ended up losing my girlfriend. Ah, I
1:10:02still miss Amelia for real. I ended up
1:10:05losing my girlfriend, losing my job. I
1:10:07was working at the VA at OSU as the
1:10:10youngest federally funded neuroscientist
1:10:12in American history, studying long
1:10:14COVID. I was literally studying
1:10:15neuroscience. I lost my job. They fired
1:10:18me very quickly. I lost my apartment. I
1:10:20couldn't afford it because I was just
1:10:21spending it on drugs. Um, what else did
1:10:24I lose? I lost connection to my family.
1:10:26I was too ashamed to call or text them.
1:10:28And I was in a point where life where I
1:10:30was literally just sleeping in my car,
1:10:31showering 24-hour fitness, and then just
1:10:33like going on like Tinder dates just to
1:10:35raid these girls fridges and sleep on a
1:10:36bed. Like, I understand the struggle.
1:10:40And I was like, "Fuck it." One day I was
1:10:42like, "Fuck it. I'm gonna change my
1:10:44life. This not the timeline that Tim
1:10:45Chow should be on." Um, and I was like,
1:10:47"I need money now." And I decided to
1:10:50sell uh Medicare. I went to Goodwill to
1:10:53try to find a suit. It was like $79.99
1:10:55for the set. I couldn't afford it. Uh I
1:10:58had like 13 bucks on my debit. No, no
1:11:00credit card. Um and the lady just gave
1:11:04it to me. I begged her. I was like,
1:11:05"Please, this is actually for a job that
1:11:07I need. I need money." And they just
1:11:09gave it to me. I tried Medicare sales,
1:11:12failed.
1:11:13Tech sales, failed. Vivant, failed.
1:11:17And I was like, "Fuck it." Like, we just
1:11:19have to do I want to do something
1:11:20online. I see people running up with
1:11:22like some sales [ __ ] online, high ticket
1:11:24sales, selling agency and info. And then
1:11:26I ended up getting a credit card, put a
1:11:2812K loan and bought into Cole Gordon
1:11:32[ __ ] And that genuinely changed my
1:11:34life. My first month I made $0. The
1:11:36second month I closed one 2K deal. I
1:11:37made two $200. In the third month I did
1:11:40over $20,000 in commissions. I closed
1:11:42over a quarter of them. Uh, and I
1:11:45remember at that stage in my life, I
1:11:46would call them, call the success
1:11:48managers and coaches every day, text
1:11:49them every day, annoy the [ __ ] out of
1:11:51them. Uh, and that's why I succeeded.
1:11:54And that's why I'm still a course demon
1:11:55to this day. I've easily spent over 100,
1:11:57200 grand on like programs, masterminds,
1:11:59conferences, events. Um, because I know
1:12:01how much of a cheat code it is to just
1:12:03have someone where I want to be in life
1:12:04tell me what to do. And
1:12:09because of that, um, the month I
1:12:11graduated with a neuroscience degree, I
1:12:13made $54,000 in commissions. I lied to
1:12:15my mom about getting into med school. I
1:12:17lied my to my mom that I took the MCAT.
1:12:19I lied to my mom that I passed the MCAT.
1:12:22Um, but she was fine with it when she
1:12:24saw 50 bands made in that month. And
1:12:26then when I graduated,
1:12:28um, I started building my sales agency,
1:12:30managing a bunch of different sales
1:12:31offers, going from closer to managing
1:12:33sellers and closers, and then eventually
1:12:35starting my own offers. Um, and now I'm
1:12:37here today, and maybe you guys aren't in
1:12:39such an extreme situation. Um,
1:12:44like maybe you guys aren't in such an
1:12:45extreme situation, but I understand if
1:12:48you're going to be putting your dollars,
1:12:50your time, your energy, and like
1:12:52actually your time, your time is very
1:12:54valuable. I understand all of us, all
1:12:56160 of us in here. If you're actually
1:12:58going to be investing in me, like I'm
1:13:01gonna take care of you. Me and Joe, the
1:13:02support team, we got Dian as a
1:13:04concierge. I get what it takes to help
1:13:06someone succeed and I love doing it. Uh
1:13:10selfishly, like I'm running an agency
1:13:12that's doing six figures a month and the
1:13:14info company also makes six figures a
1:13:15month, my education company. But
1:13:17unselfishly, I actually love changing
1:13:19lives. This is actually what I love
1:13:21doing. It makes me so [ __ ] happy.
1:13:23when Chris Estrada, like let me show you
1:13:25the the text. When Chris Estrada goes to
1:13:28our Discord group, um, and he shares
1:13:33that,
1:13:35look, let me show you guys.
1:13:40Um,
1:13:41yo, fellas, just dropped my greatest
1:13:44investment. Um, my greatest investment
1:13:46ever on an engagement ring, making my
1:13:47girl a wife. We locking it down. Um, it
1:13:50makes me so happy when guys are able to
1:13:51Chris literally a couple weeks ago quit
1:13:53his job. He was able to quit his job
1:13:55because he's now selling AI. Um, and now
1:13:58has the confidence to lock that girl
1:14:00down. Shout out Jesus Christ. Uh, and be
1:14:03able to have that confidence to do so.
1:14:05And that's like me closing a 30K deal.
1:14:09I'm happy when I see that. Like I'm
1:14:13fulfilled. Like, dude, it's that shit's
1:14:15lit. Um, but
1:14:19hope you guys got sauce. Tag me in a
1:14:20post. Take a picture.
1:14:23Uh, tag me on your story. I'll repost
1:14:25it. Um, and again, book that call. I
1:14:28want to I'm very adamant that our team
1:14:30will speak to every single one of you.
1:14:31Even if you want to buy or not, if you
1:14:33want to join AI for others or not. U,
1:14:35but I'm going be straight up with you.
1:14:37If you're going to book that call, at
1:14:39least be serious. Be serious about your
1:14:41life because you only have one. And
1:14:42genuinely be serious about your
1:14:43business. your business will potentially
1:14:45be what feeds your life and your life is
1:14:47very important. You only have one of
1:14:49these [ __ ] Um, so be adamant about
1:14:53it, right? Don't like man like I I think
1:14:57about, you know, don't try to compete
1:14:59against your friend. Don't try to
1:15:00compete against me. Compete against the
1:15:02best version of yourself, right? Uh,
1:15:05like when I look at all the Tim Chows in
1:15:06every single universe, I'm probably top
1:15:081% of the Tim Chows.
1:15:11I'm proud to say that.
1:15:13And I want you guys to have that moment,
1:15:14too. Um, to be able to
1:15:18have confidence and live life the way
1:15:20that you want to live. If you I I'll say
1:15:23this, too. If you guys don't like AI,
1:15:25don't do this. Don't book that call.
1:15:28Don't do it. You don't have to sell your
1:15:29soul to make money. There's a
1:15:32billionaire off whiteboards. There's a
1:15:34billionaire off windows. There's a
1:15:35billionaire off blankets. There's a
1:15:37billionaire off paint. There's a
1:15:39billionaire off zippers. You could be a
1:15:42billionaire doing anything.
1:15:45So you don't have to like I don't
1:15:46understand why people will sell their
1:15:47soul for money while some girls would be
1:15:49[ __ ] Only Fans girls for only a one
1:15:51two three million a year. At least get
1:15:53paid 100 million. Like [laughter]
1:15:57like do what you're passionate about and
1:15:59you will succeed.
1:16:01[snorts] I promise you this is the hack,
1:16:04right? If you if you look at this AI
1:16:06opportunity and it's something that
1:16:07you're passionate about, something that
1:16:09you're hungry to learn and master,
1:16:12um something that feels like play to
1:16:14you, something that has a positive
1:16:16impact for the business, the world,
1:16:19rip that [ __ ]
1:16:21uh it's rare to have alignment with all
1:16:24these things. And like I know this is a
1:16:26big, you know, I'm not just trying to
1:16:27like teach you guys how to sell AI. I'm
1:16:29teaching you guys how to sell AI to make
1:16:31money and make a livelihood. Uh, and
1:16:33that shit's so real. Like, uh,
1:16:38yeah, this front runners is more than 5K
1:16:41if you think about it. Um, one
1:16:43consulting call with me is 1250. I'm
1:16:45sitting in there all day. If I just help
1:16:47you close one AI deal, you're going to
1:16:48make like five racks. I should be able
1:16:50to help you close more. Uh, there's
1:16:57Okay, let's do some Q&A. Let's get it.
1:17:00All right. [sighs]
1:17:02I'll congratulate you guys as a Q&A. Let
1:17:04me let me let me rest my mouth for a
1:17:06bit.
1:17:09>> Thought up the Q&A. Let me use the chat.
1:17:11[laughter] The Q&A. I'll answer every
1:17:13single one. Every single one.
1:17:17>> How much has investment for AI for
1:17:18owners been putting some money aside. We
1:17:20have different plans. We have different
1:17:22uh programs for different people at
1:17:23different levels that start and scale.
1:17:24So, I want you to book that call. I'm
1:17:26gonna put it in chat one more time. When
1:17:28you book that call so you actually speak
1:17:29with a representative that can actually
1:17:30get you all the information you need to
1:17:32make an educated decision for yourself.
1:17:33How do you help scale brand new niches?
1:17:35Yeah, you test doing everything. We do
1:17:37every acquisition channel, SMS, email,
1:17:39hit the phones, ads, SEO, AEO, referral
1:17:42partners, strategic partners and you
1:17:44will see after getting enough data and
1:17:46tracking everything what works better
1:17:47than the other and that you continue to
1:17:49double down. I run a small AI build
1:17:51shop. I sold three websites so far and
1:17:52have about 80 days to hit 30K. Hit 80
1:17:55days only 30K. That should be like one
1:17:57deal. I'm trying to pick one niche and
1:17:58one offer to push. Brother, we're not
1:18:002020 Hormosi anymore, right? Hormones is
1:18:03a backward mindset where it's like, oh,
1:18:05one offer, one funnel, one. How about
1:18:06you just do multiple? If you have good
1:18:08business acumen, you got the minest
1:18:09touch, touch everything. People know Tim
1:18:12Chow got the minest touch right now. I
1:18:13got so many equity deals that I'm just
1:18:15turning down. Don't want to focus on my
1:18:16main niches. Will there be a replay or
1:18:19recording set? No. Uh, is there anyone
1:18:22uh
1:18:24for AI consulting? run ads to VSSL page
1:18:26versus lead form for AI agents. You can
1:18:28test, but typically landing pages always
1:18:29work the best when you want to educate
1:18:30the customer. Usually when you sell AI,
1:18:32it's about making your customer problem
1:18:34aware. And usually if you're finding a a
1:18:37niches, if they're not problem aware,
1:18:39you can't sell them anything. And it's
1:18:42like more and more you have to you have
1:18:44to be able to have that conjunction or
1:18:45else it's like you're kind of cooked.
1:18:46Can you get your first client within a
1:18:48month only cold calling with Lanner?
1:18:49Yeah, you can get we've had CL we we
1:18:50have students get their first deals uh
1:18:52within their first week. Like you could
1:18:54set the whole business up in like two
1:18:55days. Uh we we got AI AI chat GBB chat
1:19:00GBD for real. Um yo, so we're going to
1:19:04have five devs like how did you do and
1:19:06so operators going to try? So what
1:19:08happened to AI front runners is when we
1:19:09started AI front runners, I just had a
1:19:11list of like over 200 developers that
1:19:13people have access to that people can
1:19:14arbitrage and then two of my guys got
1:19:17scammed. Uh one of the times they just
1:19:19disappeared and the other times they
1:19:20just cloud coded that in 10 minutes. I
1:19:21had to go out of pocket and pay them
1:19:23because I was the one who referred them.
1:19:25So, we switched to a different model
1:19:26where me and Joe managed 20 different
1:19:28pro uh devs and we'll we'll just have
1:19:32direct prices where people can arbitrage
1:19:33our guys. And then people started
1:19:35complaining like, "Oh, you're just
1:19:36trying to make money off the back end."
1:19:37Even though I didn't make a single
1:19:38[ __ ] dollar. I I don't make money
1:19:40when pay the devs that we have that you
1:19:41have access to inside Front Runners. I
1:19:43don't make a dollar and I've never made
1:19:45a dollar. Uh that's not the backend
1:19:47money I'm trying to make. Uh but then
1:19:50people were complaining and I was like
1:19:51all right we'll bring back the dev list
1:19:53and that's why we have that marketplace
1:19:54now with vetted people and then I also
1:19:56teach guys to find go into school groups
1:19:59Facebook groups discords and then just
1:20:01be active with the community of
1:20:02developers and once you have those jobs
1:20:04and you post it you can find who's best
1:20:06and who you want to work with these
1:20:07these are just partnerships you need to
1:20:08build over time these are devs that
1:20:09we've collected over the last year. How
1:20:11do you uh let's see. Instead of nuclear
1:20:14method, can I just cold call? Uh yeah.
1:20:16Are you five years old? You think Tim
1:20:18Sha cold calling all day? We're doing
1:20:20things at scale. You want to do things
1:20:21that you could duplicate, replicate, and
1:20:22the year. At the end of the day, I'm not
1:20:24a trader because traders have to have to
1:20:26clock in, right? I'm building an agency.
1:20:28So in 10 years, I could just [ __ ] off. I
1:20:31can't wait to just [ __ ] off and never
1:20:32post again. Like genuinely. Uh
1:20:36opinion on Grockbot. Best thing ever. We
1:20:38just had a engineer at SpaceX come and
1:20:40speak to our group uh two days ago.
1:20:42Absolutely spit uh Grapot. The
1:20:45difference between Grapot and Chatg
1:20:46Cloud stuff like that. Uh each agent has
1:20:48their own computer with their own
1:20:50desktop and you can log into stuff on
1:20:52Chrome. It can just do [ __ ] for you and
1:20:53you can have like 20. How can I find
1:20:56developers with no network? Uh
1:20:58school, Facebook, uh Discord. How to get
1:21:01around compliance on SMS with GTM? um
1:21:03there will be a button for it but we've
1:21:05set parameters to make it safe for you
1:21:06guys but technically it's gray area in
1:21:09person versus remote channels I mean
1:21:10everything I do is remote but the thing
1:21:12is when I go to inerson events I have
1:21:13people add me on socials so it builds
1:21:15that rapport and when I use my social I
1:21:17can meet people in real life too so it's
1:21:19good to have both but the thing is in
1:21:20person it's really easy to strike those
1:21:22deals because a lot of things about AI
1:21:23is about trust trust that if you
1:21:25actually you can actually get the job
1:21:28done and say do what you do do what you
1:21:30say you do Tim loves crockpot yes I Best
1:21:33first niche and service to sell to close
1:21:34your first deal. There's no best niche.
1:21:36Maybe try something in your background.
1:21:38We have what? You could sell AI in any
1:21:39business. I love being an AI because I
1:21:41can go to the sauna at lifetime and do
1:21:43business with anyone. And because I have
1:21:45Luma Luminina demo software that I can
1:21:46immediately, oh, I'm in the plumbing
1:21:47niche. Look at this. I can just saw
1:21:49something up in 30 seconds.
1:21:51Do a lot of you guys on your team do a
1:21:52marketing service business? Yeah, we
1:21:54have a good amount of guys doing lead
1:21:55genen. They have lead genen agencies and
1:21:57they power it with AI or they run ads
1:21:59for people. They have uh uh traditional
1:22:02social media marketing agencies, but
1:22:04they're running their sales, client
1:22:05acquisition, and all fulfillment using
1:22:06AI, so they can scale like crazy. Um
1:22:10should I have systems in place before
1:22:11getting the client? No. Like honestly,
1:22:13you guys could close AI deal today,
1:22:15close someone over voice AI, collect
1:22:17that 10 grand, and then just arbitrage.
1:22:19Just have someone do it. A lot of the
1:22:21times like people aren't like people
1:22:22need that confidence in what they're
1:22:23selling, but just do a few deals and
1:22:25then you can templatize what you have
1:22:26and you can sell more of it. Have I
1:22:28start getting setters and closers? Go on
1:22:29socials. Uh, find setter and closer
1:22:31coaching program, sales training
1:22:32programs. Hit up the people on
1:22:33Instagram. Like, if they have students
1:22:34that need these positions, I live in
1:22:36Netherlands and we have so much AI rules
1:22:38and data rules. Yeah, you're cooked. You
1:22:39got nerfed. Is the AI agency deal going
1:22:41to really help me? I don't have more
1:22:42than three invest right now. Uh, yes, I
1:22:44will. What practices do you have in
1:22:46place to secure client data? You need a
1:22:48pen test. You need a penetration test.
1:22:50You need to understand security. If AI
1:22:51can make it, AI can break it.
1:22:54So when you have to be hypoco compliant
1:22:55and for me I'm in the clinic stage in
1:22:57the peptides are you well moving into
1:22:58tellahalth where like heavy on
1:22:59compliance you need to understand that
1:23:00at a very high level we have guys in
1:23:02front runners I can make sure you can
1:23:03get that done and our devs are also
1:23:05aware of it too how hard is it to do
1:23:08[ __ ] without a dev hard is lack of
1:23:09selling high deals due to a lack of
1:23:11belief inside that it's a lack of it's a
1:23:13it's just purely limiting beliefs if
1:23:14you're not making over 100 grand a month
1:23:16you just have limiting beliefs that's it
1:23:18li limiting beliefs on who you are what
1:23:20you can do what you can sell who you can
1:23:22sell to and how fast you can succeed
1:23:24U genuinely I feel like Kanye for real
1:23:27rap rabbit like dude if I can make if if
1:23:28you if I wanted to be in the NBA I
1:23:31genuinely in my mind think I could be in
1:23:33the NBA like if I wanted to go to space
1:23:35like be a be astronaut I genuinely if I
1:23:38drop everything I know I could be
1:23:39astronaut that much confidence in who I
1:23:41am and what I can do right um how do you
1:23:44find the best apps when they come in I
1:23:46don't know what that means I currently a
1:23:47setter been one for two months now sales
1:23:49skills still I'm trying to have sales
1:23:50before I jump in AI limiting [snorts]
1:23:52belief we have guys in AI front runners
1:23:54that have zero sales experience and you
1:23:55know air for an interesting group it
1:23:57range from like college kids that are
1:23:58very ambitious very hungry see the AI
1:24:01opportunity all the way like software
1:24:02engineers at Amazon Stripe we got a guy
1:24:05at Netflix and uh they're still coming
1:24:07to me to learn how to build up build a
1:24:09business build the offer actually sell
1:24:10it but it's a process over time what if
1:24:14they want more clients more customers
1:24:15more bookings paid ads do you have
1:24:16someone who does paid ads yeah we have a
1:24:19good amount of guys AI front runners
1:24:20that run AI ad agencies we have an agent
1:24:22or we We we're partnered with a software
1:24:24company where we can run all the ads on
1:24:26autopilot. It will create the creatives
1:24:28using AI. It'll do the targeting. It'll
1:24:30post it. It'll create the campaigns.
1:24:32It'll optimize it based on the winners,
1:24:33everything. Like AI is more far ahead
1:24:36than you think. We don't even open up
1:24:37meta ads manager anymore for real. Uh
1:24:40how can we convince business owners to
1:24:41adopt AI when they worry it will take
1:24:43away the personal connection with their
1:24:44customers? Uh then they're not a fit. Go
1:24:46to the next deal. Do you think sales is
1:24:48a commodity instead of devs? No. Devs
1:24:49are the commodity. When I post into
1:24:52these little dev groups, they have this
1:24:53thing to do. Everyone hits me up. All
1:24:55these devs are just waiting for work.
1:24:57When I'm the middleman, I'm the guy
1:24:59actually the deal originator, right?
1:25:01When I make a post and be like, I need
1:25:02devs. So many people. There's more.
1:25:04There's
1:25:06there's hundreds of thousands of devs.
1:25:07It's not millions of developers that can
1:25:09build this stuff. There's only tens of
1:25:11thousands, hundred thousand people
1:25:12selling the AI, being the middleman
1:25:14doing it the right way. How do you stop
1:25:16an AI texting agent from uh if I make a
1:25:18SAS for a client in a niche? going to
1:25:20sell that same software to every other
1:25:21client. Yeah. Um only if you make sure
1:25:23that it's not just custom and
1:25:24proprietary to them. But you could
1:25:26basically sell one template of
1:25:27something. If you let's just say you own
1:25:29a detail business and if you've
1:25:30implemented AI in five different ways of
1:25:32your business that allowed you to scale
1:25:33and 10x your business, you can now go to
1:25:35every single detail business and sell
1:25:37what you just made for yourself.
1:25:40U just closed my first deal. Your sauce
1:25:421K upfront and 5% rev share. Another
1:25:44deal in the works. Hell yeah, man.
1:25:45Congrats. Trying to lock in and need to
1:25:47quit my job. How can I stop being a
1:25:48[ __ ] and actually lock in? Um, you
1:25:50just got to work more hours. It's all
1:25:52about time compression. You need to
1:25:53compress the time that you work. Um, if
1:25:55you're one niche and you're spending six
1:25:56hours a day working, you could be in two
1:25:58niches and spend 12 hours a day working.
1:26:00You have, if you're using already doing
1:26:02two client acquisition channels, um, in
1:26:06and you're spending six hours a day, now
1:26:07do four client acquisition channels and
1:26:09spend six hours uh, 12 hours a day. Top
1:26:11tools you recommend? Luminina, Tri GTM,
1:26:14uh, Apollo Clay. Why are you so keen on
1:26:16helping people? uh because I've been
1:26:18helped too and I I'm properly monetarily
1:26:20incentivized to help people succeed as
1:26:22well. Um best super agent employee is
1:26:25the uh super agent that you build
1:26:26yourself for voice agents. How would the
1:26:28best way of outreach to get large
1:26:30franchise deals? Emails, group emails.
1:26:32Uh should I have my systems and
1:26:34LinkedIn? U should I have my systems in
1:26:36place before getting to the client or
1:26:37should I just hit the phones ads and get
1:26:38the client first? Yeah, go get the
1:26:40client first and then the devs can
1:26:41always build it out. I don't build [ __ ]
1:26:43before I get the money. It costs money.
1:26:46Uh and our developers already have uh if
1:26:48you join front runners our devs have
1:26:50already templatized voice AI as
1:26:52everything SAS here I'll show you what
1:26:53we can build let me screen share um
1:26:57I'm in a room full of dancers all
1:27:05so this is what I meant like when we
1:27:07when I have clients and they pay us like
1:27:0910 racks like we actually have a portal
1:27:10for our clients.
1:27:13So this is what the client will get
1:27:15after they pay us what they paid getting
1:27:16set up scheduled in build revisions any
1:27:18updates any support it will ticket will
1:27:20go right to us um like Luminous offers
1:27:24fire because we we could just have all
1:27:25of these different ones that all these
1:27:26niches that we could demo uh you could
1:27:28demo a good amount um and then where's
1:27:31Lumin fulfillment so this is kind of
1:27:33what we've set up for pricing like uh we
1:27:35have people sell a website build for
1:27:37like 5k plus they'll just use us um CRM
1:27:40pipeline they'll sell for like 10k um
1:27:42residually like 200 a month. Um, you
1:27:45just like basically 10x these prices and
1:27:46you can sell it. So, we have a good
1:27:48amount that you guys can sell.
1:27:51Um, yo, what's good? What's good? What's
1:27:53good? Um, are you going to release it
1:27:56from what if they want more? Okay, we
1:27:58would off the top of your head, how
1:27:59would you implement AI into uh flower
1:28:00wholesale business P2P? Uh, just how
1:28:03they organize the products, customers,
1:28:04the different SKs, different um uh back
1:28:07uh just a lot of the ad work. A lot of
1:28:10the times when you think about a
1:28:11business, if it's a logistical business,
1:28:12you could empower with AI and do insane
1:28:14[ __ ] for your clients. How do you
1:28:16[snorts] build trust? Uh,
1:28:19a big way to build trust is building a
1:28:21common enemy. The common enemy might be
1:28:23the business owner themselves, right?
1:28:24Like one of the ad angles or like the
1:28:26VSSL angles is like was me telling a
1:28:29story. Um, and this story was like I I
1:28:31know the owner of Go Detail. Uh, he uh
1:28:33owns over 500 franchises, cartooning
1:28:36franchises. He's one of my best friends.
1:28:38and he was building this dispatching
1:28:40software. Um, and he tried himself for
1:28:42over three months, spending about four
1:28:43hours a day, spending about 20 $30,000
1:28:46in token usage because he wasn't able to
1:28:47do it right. Um, and
1:28:51instead he just decided to pay us 80K
1:28:54and we did it in under two weeks, way
1:28:56better, way faster, and he spent zero
1:28:58time. Uh, and I use that example a lot
1:29:01because the common enemy that I I strike
1:29:03is the business owner themselves, right?
1:29:06There's just limiting beliefs on what AI
1:29:07can do now. And I always try to just
1:29:09tell them like I can show you cool [ __ ]
1:29:11Uh what kind of services do I need devs
1:29:12to fulfill? Uh how do you stop an AI?
1:29:15Okay. How do you sell outcome with no
1:29:18general? Uh advice if you're trying to
1:29:20start this business while working in
1:29:21corporate. Yeah. Every hour you're off
1:29:22corporate, you work hard. U you should
1:29:24expect that out of yourselves. Um if
1:29:26you're in college or if you're working a
1:29:279 to5, uh that's your problem. You put
1:29:31yourself in that position and now you
1:29:32need to get yourself out of that
1:29:33position. And when you're out of that
1:29:34position, you've done that yourself and
1:29:36now you can
1:29:38be so so happy that you've succeeded. U
1:29:40but the main thing is like you you just
1:29:42need to spend all the time possible.
1:29:43It's about time compression. Um you
1:29:45know, if you truly look at your day, you
1:29:47have a schedule to do it. Do you have
1:29:49four hours a day? Do you have six hours
1:29:50a day? Like I I I wear a Whoop just to
1:29:53show you guys I'm really about this
1:29:54[ __ ] Like I will sleep three hours,
1:29:56three hours, three hours and a half, two
1:29:57hours and a half, four hours, five
1:29:59hours, two hours. Um because I got [ __ ]
1:30:01to do and I've been working since 7:30
1:30:03today. It's currently 9:30. It's a 14
1:30:05hour day. Uh I consistently put these
1:30:07every single day and when people see me
1:30:09DJ, it's valid. When I go out and have
1:30:11fun, I can actually have fun and have
1:30:12something to celebrate. Uh but I get it,
1:30:15man. Like dude, you you got to
1:30:16understand though, in AI, you're either
1:30:18going to get replaced. Um you're going
1:30:20to get replaced and cooked or you're
1:30:22going to do the replacing and profit and
1:30:24and and cook people and and do do it the
1:30:26right way. Um, I want to make sure you
1:30:27guys, if you're a part of my audience,
1:30:29you guys are on the right side of this.
1:30:30[snorts] Thoughts on Muse? It's pretty
1:30:32fun. How do you sell outcome with no
1:30:33general idea? Like, okay, so when you
1:30:35jump on that call, you already need to
1:30:36do research on who they are, what top
1:30:38AI. When you jump in a call, you should
1:30:41already know everything about that niche
1:30:43and their top three pain points and how
1:30:45you can solve that with AI. And then
1:30:47when you're going through that call and
1:30:48going through that conversation, you're
1:30:50identifying if they need all three or
1:30:52they just need one or if they need just
1:30:53a few things that's present. You don't
1:30:55always have to have to strike the
1:30:56biggest deal up front and just take like
1:30:59like you don't always have to strike the
1:31:00biggest deal and do overhaul. I often
1:31:03tell clients like yo I don't want to
1:31:04take all the keys to the kingdom. Let's
1:31:05just start with the first three things
1:31:07that are the most pressing that I think
1:31:08will change help push the business
1:31:09forward the most and then after that you
1:31:11can grow in some more. We have stage two
1:31:13and stage three that just allows you to
1:31:15do more work. And that's also why I like
1:31:16build a release model where I can just
1:31:18price one thing and continue to start
1:31:19charging more. If you don't have a tie
1:31:21down niche, how do you market? Uh,
1:31:24what tools are you using? Uh, just claw
1:31:26T3. How much recurring revenue do you
1:31:28make or is it onetime deals? Uh, in
1:31:30terms of MR, maybe I'm around like 50k a
1:31:32month. Um, I don't really do Mr. So,
1:31:35it's like pretty tiny. Um, and the build
1:31:37and release, we're doing close to
1:31:40100 grand, 150 grand. Me and Joe have
1:31:43been on pace to do like 40k weeks right
1:31:45now. So that's 40k weeks times 4
1:31:47[snorts]
1:31:48160k.
1:31:50Uh real question, my current situation,
1:31:52I'm working under a CEO of a local small
1:31:54AI company. I got introduced in high
1:31:55school. My niche is mortgage industry
1:31:57deploying AI GHL for Dude, if you're
1:31:59selling GHL, you're missing the entire
1:32:00AI gold rush. The reason why a lot of
1:32:02you guys have been brainwashed to think
1:32:04GHL is good because GHL is a very strong
1:32:06affiliate program. So there's a lot of
1:32:07YouTube videos and like content online
1:32:09about it, but it's really not that
1:32:10great. Think about the people that use
1:32:12Gohigh level. Why do they still use Type
1:32:13Form? Why do they still use Calendarly?
1:32:16Why do they still integrate with
1:32:18ConvertKit for instantly
1:32:21or have Twilio tied to different
1:32:22messaging services? Just go high level
1:32:24does everything but it does everything
1:32:25at awful level. Uh do you think Peps are
1:32:28valid in Europe? Sure. Or what is
1:32:29example of something of a niche that is
1:32:31growth heavy? Uh you can do research.
1:32:33You can ask clad the niche that you're
1:32:36in like make sure that you're passionate
1:32:37about it. And one of my best friends, J
1:32:38Park, he was in ecom and he used to sell
1:32:41beauty products and was doing 100 grand
1:32:42months, 200 grand months. You might
1:32:44think that's good. It's really not. It's
1:32:46really easy to blow through 100 grand in
1:32:48a month. Uh, and he wasn't really
1:32:50passionate about it because he couldn't
1:32:51even be involved. It's literally girl
1:32:53products for girls. And then he started
1:32:55selling peps, which was something he
1:32:57used, he was passionate about. He loved
1:32:59working with influencers, loved being in
1:33:01that niche and taking it, understanding
1:33:02everything about it. And he does over a
1:33:04million dollars a month with it. He
1:33:06found what he loved. a niche that he
1:33:08actually cared about and wanted to grow
1:33:10in it.
1:33:13Um,
1:33:14considering using uh reception is an
1:33:16entry product and upselling clients.
1:33:18Yep, there you go. So, a lot of it that
1:33:20entry thing is leads or ads or voice AI
1:33:22or one one one AI thing as your entry
1:33:25point. Your foot in the door isn't the
1:33:26call. Your foot in the door is doing a
1:33:28deal with just a couple that's worth a
1:33:30couple thousand. And then from there,
1:33:31you can do overhaul deals that worth
1:33:32tens of thousands of dollars that you
1:33:34upsell over time. And by that point, you
1:33:36should show them that you're the
1:33:37professional and you're actually a
1:33:39professional. You show up, you're the AI
1:33:41expert,
1:33:43and
1:33:45you can actually be responsive, right?
1:33:47I'mma put the booking link in chat one
1:33:48more time. I swear. U
1:33:51that's the portal. Hold on. [snorts]
1:33:53Let me get the right link. Um
1:33:59here, use this to book. Um, if you guys
1:34:02want to join for runners, just uh book
1:34:04your call there. We we do want to speak
1:34:06to every single one of you guys. Um,
1:34:09we'll try to get it done.
1:34:11Um,
1:34:13it's pretty fun. Let me finish answer
1:34:16these questions and we'll finish uh this
1:34:17twohour long class. Holy [ __ ] it's been
1:34:20a crazy call. Um, is your clothing
1:34:22favorite Andress? No, it isn't. It's
1:34:24based off Cole Gordon and Jeremy Miner.
1:34:26Um, I don't really know who I know who
1:34:29he is, but I don't know really what he's
1:34:31about or the sales stuff. Do you still
1:34:33use classic automation like nan make zap
1:34:35year? No, I don't even have an account
1:34:36for those three things. Um, but
1:34:41guys, it's been two hours of this free
1:34:43class. Take a picture and tag me. I want
1:34:47to repost it. Show some love. You got
1:34:49sauce, please. Let's check chat. W's in
1:34:52chat.
1:34:55W class or no? Marlene, pay more
1:34:58attention than my college classes. Yo,
1:34:59go Derek. 130 people in here. Go. Um,
1:35:03hey Berg, England, class is amazing. A
1:35:05much love. I appreciate that. No, Dy's
1:35:09in chat. Ethan, shout out Ethan. Shout
1:35:11out Armando. Shout out Noah, Jacob,
1:35:13Abdul, Raphael. Bro, we get into it. U
1:35:16Ola. Um, guys, book that call. I want to
1:35:20talk to every single one of you. I want
1:35:21to make an impact. Join the squad. join
1:35:23a winning team. Uh when you're part of a
1:35:26team, it's how you get [ __ ] done. Uh
1:35:29this is a cabal. This is a mastermind.
1:35:32Uh we do these inerson events. We got
1:35:35the next one's in Toronto. The next
1:35:37one's in Miami. I spend at least $10,000
1:35:40on the Airbnb transportation and soon
1:35:42private chef. Make sure all my guys are
1:35:45good. If you're an AFRE, you can pull
1:35:47up. I don't charge anything. I do not
1:35:50charge anything. This is not an upsell.
1:35:52It's just something included in front. I
1:35:54actually see my guys. I'm not a computer
1:35:56girl. I actually see my guys because I
1:35:58actually make the money. I'm not scared
1:36:00to see them because we actually get [ __ ]
1:36:02done. Uh
1:36:04W's in chat, guys. Let's get it done.
1:36:08Book that call. If you guys have any
1:36:09questions, uh DM me on Instagram. Go on
1:36:12YouTube. Here. Here's my YouTube.
1:36:15Uh just type in Tim Chow. But um I'mma
1:36:19put the link to my YouTube.
1:36:22and we're going to twist some sixes. All
1:36:24right. [snorts]
1:36:26Uh I want to see myself on y'all stories
1:36:28and tag me so I can repost it for real.
1:36:31>> And every deal that we do, I want it to
1:36:32be six figures, you know? I I don't
1:36:34anything on that.
1:36:35>> So, the way that I think about it is I
1:36:36like those I like striking those, you
1:36:39know, those two to sixk deals that are
1:36:41like we should be booking calls every
1:36:43day and trying to close one a day. And
1:36:45then I want to work on those juicers
1:36:48that I get a couple times a month that
1:36:51take one, two, three months to close.
1:36:54And you do th those both things, it'll
1:36:56give you those big cash injections while
1:36:59you don't have to worry about like when
1:37:00the big next big deal is. You know what
1:37:02I mean? You can just have that cash flow
1:37:04still running an agency at the end of
1:37:05the day. You know what I mean?
1:37:06>> Yeah, 100%. It's why like I don't know.
1:37:09I sent you like a preview of that
1:37:10content system we're doing. I want to
1:37:12get like an organic system running for
1:37:14clients where they can basically be
1:37:15posting as much organic for like a
1:37:17thousand a month and then just have that
1:37:20as like a separate offering which we can
1:37:22just spin up so quickly. Don't need to
1:37:24worry about it.
1:37:25>> People will jump at that. That's cool.
1:37:27>> And then just focus on the custom agents
1:37:29and obviously we like our big thing is
1:37:31focus I know you don't like to but
1:37:33focusing on MR like we're just like
1:37:35>> Mr. Yeah.
1:37:36>> Yeah. No, no, no.
1:37:40>> They're slowly changing. I mean, most of
1:37:42the deals it's it's becoming a
1:37:43>> non option.
1:37:45>> Like 10 10 minutes max. Yeah.
1:37:48>> Uh yeah. No, no, it's it's um
1:37:51>> you can stay if you don't want to go.
1:37:54>> Yeah, I want to go to the gym.
1:37:59>> Sorry about that, guys.
1:38:02Wi-Fi isn't good.
1:38:04But um those MR deals, it's slowly
1:38:07becoming a non-option when it's like
1:38:09there are things that are recurring.
1:38:11>> Yeah, 100%. And also like for us, we
1:38:14look in the sense that we're so valuable
1:38:16to a business. Like look, I've said
1:38:17that's 100K deal, but it could be a 200,
1:38:19300 because they're probably going to be
1:38:21with us for years. Like they can never
1:38:23get rid of us because
1:38:24>> we provide so much value.
1:38:26>> So I'm I'm starting to realize, dude,
1:38:28it's it's a RR that might be even better
1:38:31than MR.
1:38:32>> Yeah. Like because it means it's it's
1:38:34going to be years, five to 20 years up.
1:38:39>> Exactly. Exactly. And like so when
1:38:40you're just scaling these big big
1:38:42clients, you you can be at 20 clients
1:38:44and be at, you know, millions in ARR. Um
1:38:48it doesn't it doesn't take too many
1:38:49clients actually.
1:38:51>> It really doesn't.
1:38:52>> It's qu
1:38:54My Alexa's going off. Never mind, Alexa.
1:38:57Don't worry. Um
1:38:59bro, like it's it's insane when you put
1:39:01it that way. We just getting our own
1:39:03like GTM sorted now.
1:39:05>> Yeah.
1:39:05>> Um as well and we're going to be doing
1:39:0710,000 emails, thousands of LinkedIn,
1:39:10like just getting all of that sorted. Um
1:39:12and it's like it's cheap as well. Like
1:39:14if you run it yourself, like it's a few
1:39:15hundred a month.
1:39:16>> Yeah.
1:39:16>> Um like it it's so worth it. But I'm I'm
1:39:19not good at like I I haven't been in
1:39:22like an e-commerce industry, things like
1:39:24meta ads. I think that I'll probably
1:39:25just hire someone to do it and give them
1:39:27share.
1:39:28>> Everything is easy to learn. Everything
1:39:30is easy to learn. But I feel like I
1:39:32haven't got the head space for it, you
1:39:33know? I'd rather let someone who's good
1:39:34at it just take over.
1:39:35>> Yeah, limiting belief. But you're also
1:39:37right. Um, [laughter]
1:39:39but I wanted to do I wanted to take like
1:39:41about 10 minutes um just ask you
1:39:44questions about front runners and then a
1:39:46little bit about your business so we can
1:39:48also take a look at this in like half a
1:39:50year and see where you're at. Okay.
1:39:51>> Yeah. Yeah. Yeah. For sure.
1:39:53>> But let's jump into it. Um, who are you
1:39:55and what do you do?
1:39:57>> Yeah. So, I'm Louis. behind me who might
1:39:59pop up is Eric, my business partner.
1:40:02[laughter]
1:40:03>> We uh sell custom AR agents to
1:40:07businesses um tackling their backend
1:40:09office, etc. But ultimately, you know,
1:40:12we can kind of build out anything that
1:40:13anyone wants, but we focus a lot on the
1:40:15back office side of things. Um
1:40:18>> and when you say back office, what what
1:40:20are you literally building, right?
1:40:21>> Yeah. So we're So we're tackling custom
1:40:23agents which they they seamlessly
1:40:26integrate with the business's current
1:40:28workflows. So they copy their own
1:40:30workflows that they do custom to them um
1:40:33with up to 99% accuracy which is what
1:40:36we're currently at. Um we're talking
1:40:39anything that takes any admin time which
1:40:41is stopping a business from being able
1:40:43to take on another job. Um
1:40:46it could be as simple as invoicing.
1:40:48that's the most simple that you get it
1:40:50to. Or it could be, you know, matching
1:40:52up data from
1:40:5510 different endpoints to get a final
1:40:57result and then saying, "Okay, we need
1:40:58to chase up Tim from Front Runners
1:41:01because we haven't got this piece of
1:41:02data that we need." Sends out an email
1:41:04to them, handling all of their client
1:41:06coms, support, everything like that. Um,
1:41:11>> you describe it like that. It seems like
1:41:13these overhaul deals, it is just like a
1:41:15bunch of these little things that make a
1:41:17big impact together. You know what I
1:41:18mean?
1:41:19>> 100%. Because it like with what we've
1:41:21done, we're talking like 30 workflows
1:41:22and over time that's hundreds of hours a
1:41:24month that they're saving. So with with
1:41:27these workflows, I actually end up not
1:41:29doing much of the work because I
1:41:31basically send them a form and I in that
1:41:33form I extract every single piece of
1:41:36information on how they do that job and
1:41:38then I and then I just set my agent up
1:41:40to copy it and that's it. And if if
1:41:42there's any piece of info I don't have,
1:41:44I just send back another form. I need
1:41:45this, you know. Uh I even added voice
1:41:48dictation to my form so that they can
1:41:50just brain dump everything uh in there.
1:41:52And like that's a game changer because
1:41:54before when we started this business 6
1:41:56months ago, we were spending so much
1:41:58time in this architecture building
1:41:59things that we didn't actually
1:42:00understand ourselves. Let them build it.
1:42:03They're almost doing the work to replace
1:42:06themselves. It's quite peak when you
1:42:07actually think about it. But it's I just
1:42:09know that onboarding form is fat. It's a
1:42:12fat onboarding form. Yes,
1:42:14>> it's massive. Um and like we we try to
1:42:17do it in stages. Like first we just find
1:42:18out what tools we need so we can map out
1:42:20all the connections and then we'll say
1:42:22right you know here's like a bigger
1:42:23form. Take your time. Uh we get it
1:42:25updated as soon as you you know go
1:42:27through it. So you know don't stress
1:42:28about it. Um but make sure that you give
1:42:31us every tiny piece of info that lives
1:42:34in that brain of yours because we need
1:42:35it. Um, and then yeah, the rest of it is
1:42:38just kind of simple stuff. Setting it
1:42:39up. It's not that hard to then set up if
1:42:41you have the good good contact, good
1:42:43info to give.
1:42:44>> Yeah. And what was walk me through your
1:42:47most recent deals? How much were they?
1:42:50>> How did you strike them? What what would
1:42:51you offer?
1:42:52>> Yeah. So, our most recent deal was for a
1:42:55contracting company. So, we offered
1:42:57basically um a command center where they
1:43:00could view and easily approve all their
1:43:02agents actions. And within that we had
1:43:04five agents with about four or five
1:43:06workflows per one uh upfront build cost
1:43:10uh 24K and then monthly I think it was
1:43:136K uh for 12 months. So overall it was
1:43:17nearly 100k uh revenue for us
1:43:20>> which is obviously very nice. Um, and
1:43:23yeah, it's kind of just a there's one
1:43:26side of it which is the decision makers
1:43:28in their company can now see all their
1:43:30data, see what they need to see,
1:43:31everything tailored to them. And then
1:43:34the people who keep their jobs in the
1:43:36company can just approve things with so
1:43:38much ease and can increase their
1:43:41operational capacity and what actually
1:43:42matters instead of doing all the BS jobs
1:43:44that were taking them tens of hours a
1:43:46week.
1:43:47>> Yeah. I I I often tell my B2B clients
1:43:50like, "Hey, what I'm doing here is yes,
1:43:53I am trying to replace some people in
1:43:55the business or replace people you would
1:43:56have to hire, but the main thing I'm
1:43:58doing is empowering your A players to be
1:44:01better with AI." Exactly.
1:44:02>> Your A players should not be doing ABC.
1:44:06>> They should be spending time doing XYZ.
1:44:08>> 100%. They need to do what they're
1:44:10actually paid for.
1:44:11>> Yeah. Paid,
1:44:12>> not this this other stuff. And it's a
1:44:14huge problem in so much of the business.
1:44:17And also they're also usually not like
1:44:20that good at it. Like they take so long.
1:44:21They don't want to do it. You know,
1:44:23you're messing with morality. You're
1:44:24messing with so many things. There's an
1:44:26endless kind of premium of what we do.
1:44:29Um it's so valuable to anyone inside the
1:44:33business, not just the decision makers.
1:44:35Those who end up working alongside our
1:44:36systems, this changes everything for
1:44:39them.
1:44:39>> Exactly. Exactly. Uh no, that's going to
1:44:42be a great deal. I want to see you
1:44:44strike like at least one of those a
1:44:45month. Um the dream is one a week for
1:44:48me. I'm trying to hit one a week on
1:44:50those big ass deals.
1:44:51>> Yeah.
1:44:51>> Um but
1:44:53>> when did you join Front Runners? What
1:44:55did you I'm curious what did you think
1:44:56Front Runners was? And then now being in
1:44:59it for for a minute like what do you
1:45:01know it to be?
1:45:02>> Yeah. So when I initially joined like I
1:45:04I spoke to you and kind of what I wanted
1:45:06was dev action uh you know we didn't
1:45:08really have connections in that sense
1:45:10and also just peace of mind that the
1:45:14devs that we would be handing off work
1:45:15to uh would do a job to our standards
1:45:18cuz we do hold ourselves to a really
1:45:20high standard um and that's really
1:45:22important and I think that since being
1:45:24involved for me I think the best thing
1:45:27is the kind of mini golden nuggets that
1:45:29you just always get right and how that
1:45:32kind can get mine or Eric's whoever it
1:45:34is creative juices flowing where it's
1:45:36like okay you know here's this I don't
1:45:38just need to copy it but I can take it
1:45:39in and be like okay this is how I can
1:45:41use that and make a big difference for
1:45:43my company so even for example scoping
1:45:46works I wouldn't have probably got that
1:45:48deal over the line if I hadn't improved
1:45:50my scope now I did it very different to
1:45:52how you guys but I all spawn from seeing
1:45:54how you guys do your so
1:45:56>> people are selling like different AI and
1:45:58different niches and it requ it it
1:45:59requires you to think
1:46:01>> exactly make it work for yourself, man.
1:46:03>> Exactly. Right. So, that like that piece
1:46:05of info has had a big chain of events
1:46:07for now what's ended up being a big
1:46:09deal. So, I take those golden nuggets
1:46:11and I think that that's the best part.
1:46:13And being alongside other people, you
1:46:15know, I when I joined the community is
1:46:17much more than it is now. Yeah.
1:46:18>> So, like as it's grown, like that's
1:46:20really good and just knowing how many
1:46:22calls you got. Obviously, it's hard for
1:46:24me. I can't join many calls being from
1:46:25UK, but the fact that they're there and
1:46:28knowing how much time you put in and
1:46:30sacrifice into it means a lot as someone
1:46:32who's paying to be there.
1:46:33>> I appreciate you. So, I care about my
1:46:35guys for real. Literally just want to
1:46:37see you guys rip.
1:46:38>> Yeah, of course.
1:46:39>> To add to that, to add to that as well,
1:46:41I feel like the calls, there's so much
1:46:43value that we get from the calls. Like
1:46:45me and Lou will be messaging each other
1:46:47literally as the calls are going like,
1:46:48"Oh, that was a dime."
1:46:50>> Yeah.
1:46:50>> Let's let's save that to the bank. Let's
1:46:52keep let's keep that in the vault. We're
1:46:54going to be using that.
1:46:55>> Yeah, 100%.
1:46:56>> I feel like business for you two guys. I
1:47:00promise you business will always feel
1:47:01like one more thing. Just let's just fix
1:47:03this and we we'll crack it. Dude, this
1:47:06is what we need and we'll crack it. It's
1:47:08that constantly.
1:47:10>> So, it's about iteration. And I love
1:47:12that you guys can identify that and
1:47:14actually take action. Um,
1:47:17>> what's the goal for the end of next
1:47:21year, 2026?
1:47:22>> Yeah, I know right now you guys, it's
1:47:24like a pretty big range. I
1:47:25>> Yeah. Yeah. So, I've kind of put it to
1:47:27tax years, right? Because I want to be
1:47:29out of the UK. So, hopefully, you know,
1:47:31don't let uh HMRC see that if you post
1:47:33this. [laughter]
1:47:36Um, but yeah, like look, we we should be
1:47:38at half. So, we're at a quarter of a
1:47:40mill revenue now. We should be at half a
1:47:41mill by come this tax year. And then the
1:47:45next one, I want to be at multiple uh
1:47:48millions a year in AR. That's the way
1:47:50that we look at.
1:47:51>> Let's set that resolution.
1:47:53>> Yeah.
1:47:55>> In in our mind, I think that's the
1:47:56minimum, you know, like that's like
1:47:59>> Isn't it crazy in AI? It's it's just a
1:48:01couple deals, maybe like a dozen.
1:48:04>> Yeah. Yeah.
1:48:05>> Like a dozen.
1:48:06>> And also like it's so valuable. It's not
1:48:09like you're selling [ __ ] It's not like
1:48:11you're you actually are providing more
1:48:13value than whatever you're taking in.
1:48:15>> Um and so you can feel good about what
1:48:17you do. That's actually one of the
1:48:18reasons I love it. We see the difference
1:48:19we make for these people and you're
1:48:20like, "Fuck, this is sick."
1:48:22>> Yeah. Yeah. Not only time, but I I
1:48:25always say it's like usually fulfillment
1:48:27is where agencies fail. Like in SMMA,
1:48:30sales and marketing, if you crack, you
1:48:32could crack it. Oh,
1:48:34>> we completely focused on our product.
1:48:36So, when I joined you for like two
1:48:38months, I basically didn't sign another
1:48:39client because we weren't happy with um
1:48:42our product that we had and we just sat
1:48:44there and worked on it day in day out
1:48:46until our product was so good
1:48:48>> that one like obviously the client loves
1:48:50that great. But two, our own confidence
1:48:52in our own mind was like, "Okay, now we
1:48:54can sell this for big bucks. Let's stop
1:48:56[ __ ] about because we know how
1:48:58valuable we now are." you know, someone
1:48:59calls me up, I can I can say, you know,
1:49:00I think I'm the best in the game. You're
1:49:02not going to get better than me, right?
1:49:04>> Um, so you have to focus on your product
1:49:06and as an agency, that's going to be
1:49:07like just so key for you when everyone
1:49:09else is trying to do the same thing.
1:49:11>> Um, and like delivery time, response
1:49:14time, you know, one of my clients
1:49:15messages me, I'll have it fixed within
1:49:16an hour, two hours, done, cool. And
1:49:19that's so valuable.
1:49:20>> Just being responsive, always on. Always
1:49:22on. That's valuable.
1:49:24>> Yeah. Yeah, one thing that I love that
1:49:25we touched on is how important not only
1:49:28your product is but onboarding, right?
1:49:30One thing that I've gotten from my
1:49:31mentors is in the first 48 hours of
1:49:34onboarding, they will have that's their
1:49:37idea of you and your business.
1:49:39>> Yeah, for sure.
1:49:40>> That's their entire idea. So, I always
1:49:42make it adamant to like create a lot of
1:49:43artificial success points and touch
1:49:45points in those first two days. Um, but
1:49:48over time, like if you're like that,
1:49:50they're going to stay a long time. Like
1:49:51we're an AI, man.
1:49:54100% and like they'll then be early. So
1:49:57it's like everyone will be playing
1:49:58catchup to them and as a business they
1:50:01they will point a lot of their success
1:50:03towards you guys. You know we have such
1:50:05good relationships now with our clients.
1:50:06You know call us talking about random
1:50:08[ __ ] because like they they treat us
1:50:10as like like they're friends. Do you
1:50:12know what I mean? They're not treating
1:50:14us like we we're just some guys who've
1:50:16done a job for them. Um
1:50:18>> crack the agency whip. It's like
1:50:20[laughter]
1:50:21>> 100%.
1:50:22>> Yeah. Yeah. Uh, no, it's amazing. What
1:50:26would you I guess what would you say to
1:50:28someone that's like watching this and
1:50:29they're like, I think I might join, but
1:50:32it's like, you know, it's
1:50:32probablyensive.
1:50:34>> I would just say like, you know, I think
1:50:36that in the world that we're in, you
1:50:39have to take a risk like if you want to
1:50:41make it and I think that
1:50:45this is the best risk opportunity, ROI,
1:50:48anything that you can just get into the
1:50:50space. So whether you know a lot about
1:50:52the space, whether you're already in it
1:50:53and you just want to scale, or whether
1:50:55you're someone who wants to start, both
1:50:57of those are leading to someone who's
1:50:59going to be still in this space in 12
1:51:00months time. And if you are still in the
1:51:02space in 12 months time, you're going to
1:51:03make a [ __ ] ton of money.
1:51:04>> So commit yourself to it and then you'll
1:51:07be absolutely fine.
1:51:08>> Oh yeah.
1:51:10>> No, I you you know, I often say it's not
1:51:12if you start an AI business, it's when.
1:51:15>> Yeah. Oh, 100%. It's also how much you
1:51:17can commit, bro. How many people do you
1:51:18think have started one of these and
1:51:20three months, four months later, a
1:51:22[ __ ] [ __ ]
1:51:22>> It's I would say it's like the
1:51:23beginner's optimism valley of despair
1:51:26and then this is where people quit and
1:51:27then this is when the coaching actually
1:51:29bro that was the trenches, bro. We we
1:51:31had that we had the like that was when
1:51:34like you're like, "Oh, [ __ ] our product.
1:51:35It's not too good. Like this isn't
1:51:37happening. That client's taking long."
1:51:39And you're like, "Shit, suddenly we're
1:51:40not making too much money." And then you
1:51:42get out of that and it's just bang bang
1:51:44bang bang. You can't stop.
1:51:46But one thing one thing that I can
1:51:48congratulate you on probably you two is
1:51:51that I think you guys understand success
1:51:52is a lagging indicator. You just [ __ ]
1:51:54work work work work all day work all day
1:51:56it's going to hit like input has an
1:51:59output. That's how the universe works.
1:52:02>> Especially with this like if you if you
1:52:04work hard there is no way you can't be
1:52:06successful. There is so much
1:52:07opportunity. It's impossible. You cannot
1:52:10not be successful in this industry if
1:52:12you put the hours in. I remember when I
1:52:15just wanted to hit my first 10K a month.
1:52:16If I had just hit 10K a month, life
1:52:18would be good. U just this week, we
1:52:22collected over $142,000.
1:52:24I did over 100K a week. And at this
1:52:27pace, it's just it's a lot of pressure.
1:52:30People often say more money, more
1:52:32problems, bring all the problems. But
1:52:34I'm slowly learning. I have to start
1:52:35picking my problems, right? There's so
1:52:38many different ways to scale my
1:52:40businesses. And it's like, you know,
1:52:42just got to choose between the pros and
1:52:44the cons. And what I don't know yet, the
1:52:46knowledge gap is everything in the pros
1:52:48column and everything in the cons
1:52:50column, right? To scale a business, you
1:52:53just have to make the next best decision
1:52:54all the time and make it fast. And this
1:52:58this difference is I'm feeling the
1:53:01pressure like, you know, more than ever,
1:53:04each decision that I make, it doesn't
1:53:06just affect my team, but affects my
1:53:08students and clients as well, right?
1:53:10Like each major decision I make, it
1:53:11affects hundreds of people. That's
1:53:14pressure.
1:53:15And you know, I have this Whoop and I
1:53:18use it for the opposite. You know,
1:53:19you're supposed to use it to look at
1:53:20your sleep and then actually get better
1:53:22and then look at your health, track your
1:53:23steps. I use it just to see how old I'm
1:53:27getting, how much this [ __ ] is aging me
1:53:28for real. When I say that and when I hit
1:53:31my first 50k month, I was like, "Dude,
1:53:33I'm willing to die for this [ __ ] I want
1:53:34a million a month." Last month, we did
1:53:36over a quart million dollars cash this
1:53:39month. I have no idea we're on pace to
1:53:41absolutely crush that though. Uh but I I
1:53:44always said I'm willing to put blood,
1:53:46sweat, and tears for this [ __ ] I'm
1:53:48willing to die for this [ __ ] U I'm
1:53:50willing to when when you say blood,
1:53:52sweat, tears, and like I'm putting skin
1:53:54in the game. Like my acne is awful. Like
1:53:56I do I do not sleep. Uh we just work,
1:54:01wake up, get to it. Some nights, you
1:54:03know, I'll say founder mode 12 hour day,
1:54:05six days a week. Some days it's
1:54:07literally 18 hour. One day, I even
1:54:09clocked a 26-hour workday. Like, we
1:54:11didn't go out anywhere. We were door
1:54:12dashing food. Me and Joe, we literally
1:54:14sat in a in a box in a square room and
1:54:18worked 26 hours straight. Um, that's a
1:54:23testament to how bad I want it and how
1:54:26much time, energy, and effort it truly
1:54:28takes to go from those, you know, 10
1:54:31grand a month aspirations to now a true
1:54:33million a month aspiration. Like
1:54:35[clears throat] I used to just say I
1:54:36want a mill a month just to say I want a
1:54:38mill a month. Um and now when I say I
1:54:40want a mill a month, I actually know
1:54:42exactly how to get there, what KPIs I
1:54:45need to hit, what levers I need to pull
1:54:46in my AI businesses to scale to that
1:54:49point. Uh it's just it's been such a
1:54:52blessing not only having mentors uh who
1:54:55have walked this walk and can direct me
1:54:58and say, you know, this is new territory
1:55:00to me too. like I'll be very
1:55:02straightforward. Like even though I've
1:55:04been in online business for 5 years,
1:55:06sometimes I still feel like I'm figuring
1:55:08things out. Um like you know I still
1:55:11want to be on the bleeding edge, know
1:55:13the cutting edge, know the newest, best
1:55:15[ __ ] Um find the latest and greatest
1:55:18ways to make money with AI or sign more
1:55:20clients. Like I that hunger has to
1:55:22remain and that hunger I I still feel
1:55:24like a kid. Like I still feel like I'm
1:55:26just starting out in this business and
1:55:27I'm having so much fun with it. And that
1:55:30is what will help me continue to scale.
1:55:32I often say if you actually don't like
1:55:34AI, just don't do AI. You don't have to
1:55:37sell your soul to make money. You could
1:55:39be a billionaire doing anything. Uh how
1:55:42could you possibly compete against me,
1:55:44someone that actually loves what they
1:55:45do, right? I work these long days and
1:55:48I'll love it. I I've learned to enjoy
1:55:51the process, right? And if it's
1:55:54something that you know you're
1:55:56struggling with and you're trying to
1:55:58you're just trying to make money with
1:55:59and you're like oh but to it's like I
1:56:01see them using this method getting rich
1:56:02quick but you don't love it.
1:56:05There will be a huge problem. Um even
1:56:08for me now like I I'm able to deal with
1:56:11these bigger problems and deal with this
1:56:12stress and more and more I just feel
1:56:14anxious like my I'm able to deal with
1:56:17all this anxiety because I love it. I
1:56:20know my goal and I and I love success. I
1:56:22love beating people. I love competing. I
1:56:24love being on top. And that is what will
1:56:28push me to continue when I deal with
1:56:30these roadblocks, when I deal with these
1:56:32failures, when I when I have so many
1:56:34different fires going on in my business,
1:56:37right? It's so much stress because, you
1:56:38know, not only do I have to manage my
1:56:40current team and their expectations and
1:56:42grow with them, there's so many new
1:56:44hires as well, new client success
1:56:46managers, new developers, new sales reps
1:56:49that, you know, I've tried to build
1:56:51something as self-p policing as
1:56:52possible. But as the team grows, I don't
1:56:55know what people are talking about. I
1:56:56don't know everything people are doing.
1:56:58I'm I I I love micromanaging my
1:57:01businesses. I love knowing every number,
1:57:03every stat, clicking every button,
1:57:04knowing where everything is, right? So,
1:57:07it's it's stressful to me just to hand
1:57:09it off to people and just trust the
1:57:10system will work. But more and more I've
1:57:13I've learned that empowering individuals
1:57:16to lead, empowering these managers to
1:57:18manage uh is how I can scale. How the
1:57:22only way I can scale to over a million a
1:57:24month, having the team, right? And
1:57:27that's why I heavily reinvest in team.
1:57:29Just the other day, someone's like, "Yo,
1:57:31how you're an AI. How are you not on X?
1:57:33How you have no presence on X?" I was
1:57:36like, "You're right." He's like, "I got
1:57:37a guy. It's perfect." He blew me up to
1:57:38these numbers in XYZ time. I was like,
1:57:41"Sure. Put me in the group chat." Put me
1:57:43in the group chat. He was like, "Yo,
1:57:44this is what I do. This is my services."
1:57:46Um, it was just like a quick video. And
1:57:48I was like, "Done. How much?" He told me
1:57:49it said, "I don't I told him, I don't
1:57:52even need a sales call. I'm just so
1:57:55willing to reinvest in a team and pay
1:57:57people for what they're worth and what
1:57:58they want." Um, I think more and more
1:58:01when when I reinvest in my team and I
1:58:03see the snowball roll, um, it's just
1:58:06advantageous for me. Like when I think
1:58:08about it, if my guys are rich, there's
1:58:11no way that I'm not rich too, right?
1:58:13We've set the business model up to make
1:58:15it happen. U, some of these B2B AI
1:58:18agency deals, you guys, if you guys
1:58:20follow me on Instagram, you guys see
1:58:21some of these deals are fat. Like just
1:58:24this week, we had a I had my biggest
1:58:26day, over a $50,000 day, and we had we
1:58:29had a payment come through of $32,000
1:58:31for AI deal. It was with this guy that
1:58:33owns three clinics. 32,000
1:58:36AK a month. That's a crazy deal.
1:58:39And um as I'm, you know, we were also
1:58:42working through this other gym deal
1:58:44worth $557,000
1:58:46a year. It's stressful, man. It really
1:58:49is stressful, but I'm ready for it and I
1:58:52love what I do and I love being able to
1:58:55change people's lives and change
1:58:56business's lives by helping implement AI
1:58:59that I know I could do it. There's a lot
1:59:02of unknown in AI as things move so fast.
1:59:04So, you need to have that confidence
1:59:06that belief, but I'm just I'll be very
1:59:08straight up my audience like, "Bro, I'm
1:59:10scared too, bro. This is new. All this
1:59:13new money, big deals, huge B2B deals. I
1:59:16sometimes it's stressful to me too, man.
1:59:18And when people pay you a lot of money,
1:59:20it's stressful. You got to make sure you
1:59:22get the job done and you do amazing
1:59:24work. So you can sell them more stuff
1:59:25and they can refer us even more
1:59:27business. But at the end of the day,
1:59:28like that's a lot of responsibility and
1:59:31it's making me more of a man. Like it's
1:59:33it's making me it's forcing me to become
1:59:35a professional. It's a nonoption now to
1:59:38be a professional. Um and even on the B
1:59:41TOC side, I have an education company,
1:59:43AI Front Runners, teaching guys how to
1:59:45sell AI. The group is growing so fast
1:59:47and we're just adding so much on the
1:59:49back. We have a web app. We have inerson
1:59:51events every single month. We have
1:59:53multiple coaching calls every single
1:59:54day. Multiple guest speakers every week
1:59:57trying to pour into my guys and taking
1:59:58even more accountability for my team.
2:00:01It's stressful, right? I got over a 100
2:00:04guys looking up to me for the next best
2:00:06thing to actually have a good post on
2:00:08the industry to help them scale their AI
2:00:10businesses.
2:00:12I love it. It's one of the most
2:00:13satisfying things in my life. like just
2:00:16like for my heart as I got into online
2:00:19money um when I was sleeping in my car
2:00:21shower at 24-hour fitness. I paid cool
2:00:24Gordon $12,000 to teach me. So, I
2:00:27understand the pressure of like having a
2:00:29mentor trying to make it work. I
2:00:30remember texting and calling every
2:00:31single day. I remember annoying the [ __ ]
2:00:33out of them. But that's why I succeeded.
2:00:36And you know, some of you guys might not
2:00:38be in such an extreme situation, but I
2:00:40just want you guys to know that I
2:00:41understand what it's like. I understand
2:00:43what it's like being like, "Yo, here's
2:00:45bands. Teach me how to get it done. I
2:00:48trust you to teach me what actually
2:00:49works." Uh, and it's a lot of pressure
2:00:52when it's a lot of people, but I can
2:00:53take it. I'm Tim [ __ ] cow. Uh, we
2:00:56also have a software company, Try GTM,
2:00:58where there's so many bugs, different
2:01:00fires, data providers, um, falling out.
2:01:04uh me having to navigate an entirely new
2:01:07industry, a new business, and failing,
2:01:10failing to be professional, failing to
2:01:12show up sometimes, failing to have the
2:01:14knowledge to be able to converse with
2:01:15the right people. But I'll work through
2:01:17it. I have confidence that I can figure
2:01:20it out, right? and me pushing every
2:01:23single day. There's just when there's so
2:01:25much input, when I work so many hours a
2:01:27day and there's so much input into what
2:01:31I want to do to succeed into my
2:01:32business, the output is mandatory. It
2:01:35will be there. That's why I'm so excited
2:01:38as um you I've worked so hard over the
2:01:41last 2 3 months and now I'm starting to
2:01:42see the fruits of my labor, but now I'm
2:01:44going even harder, reinvesting even
2:01:46harder. I want you guys to do the same.
2:01:48um like always uh seek to do more, seek
2:01:52the new strategies, seek mastermind,
2:01:55seek people to compete with, to grow
2:01:57with, to get mentorship from. Um you you
2:02:01just need this or else you can't be in
2:02:03your own echo chamber. You can't go lone
2:02:06wolf cuz you yourself don't have enough
2:02:08perspective to know the next best thing
2:02:10to do in business. Um, I'm just
2:02:13recording this part for myself, but I
2:02:16want to watch this back when I'm doing
2:02:17over a mill a month. Um, right now my
2:02:20main problems are trusting my hires,
2:02:23knowing what's the next best step in
2:02:25terms of who to not only who to hire,
2:02:27but what to actually get them to do and
2:02:30how to properly manage that relationship
2:02:31with incentives. Um, also
2:02:35figuring out multiple client acquisition
2:02:37channels that people say don't work and
2:02:39that I haven't cracked that I'm burning
2:02:41money right now. Um, but I know that if
2:02:43I invest in the right systems, the right
2:02:45mentorships and also trying new [ __ ] I
2:02:49can crack it. Um, cuz right now phone
2:02:52setting, emails, try GTM ads, they're
2:02:55working for us to hit these multiple six
2:02:57figure months.
2:02:59But these others, they're kind of
2:03:00lagging. And I I know I got to figure
2:03:02that out. I'm also dealing with, you
2:03:05know, a lot of pressure and stress from
2:03:07clients and like big expectations. I
2:03:10think that's just something where I have
2:03:11to build things out in my portal to give
2:03:14them a more custom feel, more custom
2:03:16access so we're on the exact same page.
2:03:19That way, you know, when I go out to
2:03:21eat, I don't have to just be nervous
2:03:23like there's a call, there's this next
2:03:24thing, I could just go to dinner, enjoy
2:03:26myself. Um, I think I have to hire more
2:03:29client success managers to make sure
2:03:31that everything is tracked more
2:03:32carefully. Uh I think I also have to be
2:03:35more I know I have to be much more
2:03:37adamant about the data we track the data
2:03:39we collect and how it's being managed
2:03:42and how it's being managed not only
2:03:43managed but organized [snorts] carefully
2:03:46u for us to then u serve our clients
2:03:49better make better copy run better ads u
2:03:54you know what like whatever it is like
2:03:56making sure we're very granular about
2:03:58the work that we do um I think also for
2:04:01me as an expectation is just to continue
2:04:04to lead from the front line and not let
2:04:05that momentum stop. Momentum
2:04:08[clears throat]
2:04:12and not that and not let that momentum
2:04:14stop because momentum is hard to gain
2:04:16like that in that S-curve. It's it's
2:04:18very hard to to go up the S-curve. But
2:04:20when you're at this point, there's a lot
2:04:21of breakage. And I think a lot of it's
2:04:24building a wide base. Like, you know, if
2:04:26someone gave you an hour to build up
2:04:27blocks really high, you're just going to
2:04:29start building it up. If someone gave
2:04:30you a day, you're going to build a wide
2:04:32base and kind of like build it like a
2:04:34pyramid. You can go way higher, right?
2:04:36That's what I'm trying to accomplish.
2:04:38Um, you know, people will glamorize how
2:04:41much money you can make online and, um,
2:04:44how they're spending their money online
2:04:46and, you know, just the Ferrari
2:04:48lifestyle, you know, popping bottles at
2:04:50the club, um, going on trips, you know,
2:04:52actually that is my life now. It's kind
2:04:54of lit, but they glamorize it. Uh, but
2:04:58they don't tell you that how much stress
2:05:00they're dealing with on the back end,
2:05:01like how much true work they how much
2:05:04[ __ ] they had to deal with to have
2:05:06all this expendable money to enjoy. Um,
2:05:09it's a balance that I'm just trying to
2:05:10strike myself as well. I'm I'm 25. Um, I
2:05:15think the some of the young like younger
2:05:18like online money guys I'm working with
2:05:19are super [snorts] young like 18 20 like
2:05:22making just as much if not more. Um, but
2:05:25now stepping into B2B, I'm doing
2:05:26business with 40, 50, 60, 70 year olds.
2:05:28I know I'm still young in this game and
2:05:30I have a [ __ ] ton of random [ __ ] to
2:05:33learn. Like when you just look at think
2:05:34about it like this, like look at
2:05:36yourself just a year ago. How foolish.
2:05:38What was he doing? How much did he not
2:05:41know? I think about that a lot in terms
2:05:45of me next year. I'm going to look back
2:05:47at myself now and be like, dude, what
2:05:48were you doing? Even though now I'm so
2:05:51confident in my process system I think I
2:05:53know what's next. I just have to go and
2:05:56try it. I just take the action.
2:05:59>> All right. I'll actually just show one
2:06:00of my offers real quick. I'm going do a
2:06:03little Sorry. Uh am I still sharing my
2:06:06screen?
2:06:09>> Give me one second. Let me log into an
2:06:11account.
2:06:14What what would you recommend on ad
2:06:16spend for valid ad spend to get valid
2:06:18data? What would you say?
2:06:22>> I typically would
2:06:24So, whatever your ticket price is, like
2:06:27let's say you're selling a 10K package,
2:06:29I would at least spend 5,000. Basically,
2:06:31my mentality is how do I spend? Usually,
2:06:34I'm just spending the full 10K if it's a
2:06:3610K offer, but for you guys, maybe
2:06:38spending $5,000. I would just figure out
2:06:41how I can spend that 5,000 as quick as
2:06:43possible to get data. Um, so maybe like
2:06:46500 a day for like two weeks or
2:06:49something like that or a day for
2:06:51>> 500 a day for 10 days and 250 and 20
2:06:54because of time compression. It doesn't
2:06:56>> because yeah, you just want to compress
2:06:57the time and understand how you can get
2:06:59data back. But it's also contingent on
2:07:01your sales ability. So, if you're like
2:07:03not the best at sales, maybe I would do
2:07:06some other strategies like cold email or
2:07:08cold outbound where you don't have to
2:07:09spend money.
2:07:10>> Yep.
2:07:10>> Cuz if you have a dialed in pitch and
2:07:12you understand your you you have trust
2:07:14in your sales ability, um
2:07:17you're it you're not risking as much
2:07:20because you're your constraint is in
2:07:22sales. If you like have a shittier
2:07:23closer, you're not the best at closing,
2:07:25you might not want to spend a bunch of
2:07:28money on ads because you're basically
2:07:30paying to learn sales.
2:07:33100 a day to convert paying clients.
2:07:35It's in the learning phase. Yeah. And so
2:07:38I'll basically like kind of break down
2:07:40for you guys a little bit more CBO [ __ ]
2:07:44Yeah. So with Meta, I'll be dead ass
2:07:47with you guys. Like unless you're
2:07:49spending like three like $100,000 a
2:07:52month, $200,000 a month, I really like I
2:07:56would literally just launch a bunch of
2:07:58creatives in one broad ad set to be
2:08:01brutally honest. Um because Meta is
2:08:03pretty smart. Like they spend billions
2:08:05of dollars a year on targeting. Like I
2:08:07really don't do much interest targeting
2:08:08or anything anymore. I mainly just have
2:08:11like my ad do the call out and then um
2:08:16what I like doing is like I'll typically
2:08:18run like an instant form. And so for you
2:08:20guys who don't know, an instant form is
2:08:23basically like a native form on Meta.
2:08:26It's not like a landing page. It's like
2:08:28native to Instagram or Facebook. Uh you
2:08:30can ask like conditional logic
2:08:32questions. And then so like one the
2:08:35first question would be like do you own
2:08:36a medical spa? Yes. And then it could be
2:08:39like what is your revenue level? And
2:08:40then if they do below a certain revenue
2:08:42level, they can't even submit the form.
2:08:44And then um
2:08:46wait, let me read this chat.
2:08:49Okay. Yeah. And so basically like with
2:08:52instant forms, I like to ask like one
2:08:55non-financial qualification question in
2:08:57the beginning. So like some of my forms
2:08:58like for B TOC info, I literally ask
2:09:00like what's your age? And then the
2:09:02second question I typically do like a
2:09:03financial qualifier. um for you guys
2:09:05it'd probably be around like do you own
2:09:08a med spa company? Do you own a roofing
2:09:10company? Do you own a construction
2:09:12clinic or something like that? And then
2:09:15um what I kind of found is I used to run
2:09:19a lot of VSSL funnels. If you guys know
2:09:21what VSSLs are real quick,
2:09:23>> you're telling us is it optimal for the
2:09:26instant form to be three questions? So,
2:09:27it's one that's broad and then one
2:09:29that's more like broad that qualifies
2:09:32and one's financial qualify and then
2:09:33it's name, phone, email and then submit.
2:09:36>> Yeah.
2:09:36>> And then after
2:09:37>> and so then you want
2:09:38>> to book a call.
2:09:41>> Yeah. And so what I do that's a bit
2:09:43different than a lot of other people. Um
2:09:46and I'll actually do a little money
2:09:47spread on you guys.
2:09:50This is one of the offers that I
2:09:51managed. Let me pull it up.
2:09:53>> Hey everyone, we got 38 people in here.
2:09:55I want each one of you to type in a
2:09:58question in chat right now.
2:10:02Uh
2:10:02>> yeah, and then let me pull up
2:10:04>> each one of you. I I see your names on
2:10:07the thing.
2:10:16Let me scroll down a little bit. So,
2:10:28so this is a sales bisop that I manage.
2:10:31It's B TOC info, but like the concept
2:10:34still applies. Um, let me pull this up.
2:10:37So, when this person first started
2:10:39working with me, I'm kidding you not, he
2:10:41was doing probably 15,000 a month all
2:10:43organic from his traffic. This is info.
2:10:46It's not B2B, but the concept still
2:10:48applies. Um, let me do
2:10:54is
2:10:56the offer last 30 days we did about
2:10:59$316,000 in revenue. Um, and then the
2:11:02best part about he like lowkey
2:11:04>> uh he he's he literally money spread and
2:11:08dipped. He money spread a 10x and then
2:11:11dipped. Yo, the audacity. Yo, the
2:11:14audacity of bro money spread at that dip
2:11:18is ridiculous.
2:11:20>> Yo, my bad. I clicked out of the wrong
2:11:23um but yeah, literally for one of my
2:11:25offers, we're running the funnel that
2:11:27I'm kind of describing to you guys right
2:11:28now. Um which is uh
2:11:33the site.
2:11:35All right, cool. And so that's like a
2:11:37client of mine. He was basically doing
2:11:40like literally 15k a month organically
2:11:43only less than two like a little over
2:11:45two months ago. And then um I started
2:11:48working with him and then I literally
2:11:50turned his old monthly income into like
2:11:52a daily
2:11:53>> daily with paid ads. And so uh just to
2:11:57give you a little bit more authority of
2:11:58why you should maybe listen to me. Um
2:12:01but then to give you some more context
2:12:03about what that funnel is specifically,
2:12:06uh we basically run um conditional logic
2:12:09on the form. So first question is like
2:12:12why do you want to make money online or
2:12:14why do you want to like what's your age?
2:12:16Like something like super low lowkey
2:12:18like if it's un under 18, we kick them
2:12:20off. The second question is a financial
2:12:22qualifier and then once they submit the
2:12:24form um I personally
2:12:28for B2B VSSLs are still really good. Uh
2:12:31but what I personally found is for B TOC
2:12:33info VSSLs are kind of dying off. Um and
2:12:36so what we do that's a bit interesting
2:12:38is we run instant forms to text message.
2:12:41So I use a software called SendBlue.
2:12:43There's like a bajillion competitors
2:12:45that you could also use like link blue
2:12:48yo like it's a blue SMS software and so
2:12:52once we get them their name, phone
2:12:54number, email, I have a automated text
2:12:56that goes out to that number from a blue
2:12:58SMS device. Um, and it basically sends
2:13:02them a couple texts and it's basically
2:13:03the same way people run DM ads if you've
2:13:05seen those before. Uh, DM ads are kind
2:13:08of cooked right now in my opinion. Um,
2:13:10we basically treat iMessage like DM ads
2:13:13and then we have like setters in send or
2:13:16in the sending software and then uh
2:13:19basically we it's we treat it like a two
2:13:21call close except the first call is like
2:13:24we text them back and forth. We're like
2:13:25when are you free for a quick call? We
2:13:27hop on the phone with a setter and then
2:13:30uh the setter fin like qualifies them,
2:13:33hypes them up on the opportunity and
2:13:35then we tee them up with the closer. And
2:13:37so the main thing with that too is show
2:13:40rates. The the main reason I kind of
2:13:43switched to this funnel away from like
2:13:44VSSLs. Uh VSSLs still do work well for
2:13:47B2B. It's just I found this works better
2:13:49for me personally is that um show rates
2:13:54were becoming a big big issue where
2:13:55people would book a call but they
2:13:56wouldn't really show up. And so with
2:13:58this they're speaking to somebody before
2:14:00and then we're damn near booking them
2:14:02same day or next day, no further out
2:14:05than that. So the sales cycle is like
2:14:07way faster. Um and then we are kind of
2:14:09on the setting call figuring out their
2:14:11pain points. Um and then the setter is
2:14:13even like with the whole message the
2:14:15messaging it's like yeah we have options
2:14:17where you can get started for as little
2:14:18as $0 down today. Um and then once you
2:14:21start making profit the program or
2:14:22making profit with our lead genen or
2:14:24once you're reducing your fixed costs
2:14:26with AI and you're making these savings
2:14:28it basically pays for itself over time.
2:14:30And so that's kind of the pitch. Um,
2:14:32with B2B you may have like way more cash
2:14:35people. Uh, but we did at Payful, we
2:14:38just released a new buy now pay later
2:14:40called Flex Pay that's really [ __ ]
2:14:42good for uh, paid ads. Um, and
2:14:45especially for B2B. Um, if you guys know
2:14:48somebody named Will Rivera, like I'm not
2:14:50even joking. Yesterday he did $150,000
2:14:53through Flex Pay on my platform. And so
2:14:57it [ __ ] cracked. Um, so mil off a AI
2:15:01voice for a webinar.
2:15:04>> Yeah.
2:15:05>> Yeah. And so, yeah, Will's like crushing
2:15:07it. But like the same thing is like
2:15:09people on flex pay a firm is really
2:15:13good, but like for a $9,000 product.
2:15:17>> Oh, wait. Let me see what said. Yeah,
2:15:21exactly. Yeah. Yeah. It's just Simone.
2:15:23Like, it's actually like pretty [ __ ]
2:15:24tough for people to get approved on Flex
2:15:26Pay right now. I'm trying to get like
2:15:28school of hard knocks. I'm trying to get
2:15:30them flex pay. They're doing 2.53
2:15:32million a month and like it's hard to
2:15:34get them approved on it, but it's
2:15:36literally like the best thing I've ever
2:15:38used in my life. It's like a baby
2:15:39between like a firm and clarity pay
2:15:41except with Clarity Pay, they have to
2:15:43pay 10% upfront. With Flex Pay, they
2:15:45might have to pay like like they might
2:15:48get approved for $23,000, $0 down today.
2:15:51Um, and so that's kind of the thing with
2:15:53Flex Pay. Um, if you like, uh, I'm I'm
2:15:57gonna work something out with Tim where
2:15:58I can get you guys on, uh, uh, flex pay
2:16:01and everything. It's just a bit tougher.
2:16:02I can 100% get you guys on a firm. Um,
2:16:06flex pay, it's like a little bit more
2:16:08tough, but I can do what I can to get
2:16:10you guys on. Um, but
2:16:13>> this is plug. This is actually, we're
2:16:15looking at the plug right now.
2:16:18>> Yeah. And so to give you guys like a
2:16:20some more context too, the reason why I
2:16:22like that funnel I described to you guys
2:16:24like instant forms to a setter is when
2:16:27somebody's like uh self booking on a
2:16:31calendar
2:16:32a lot of the times like I found that
2:16:34their show rate isn't as high. You don't
2:16:36even know if they watched a VSSL.
2:16:38um you're not really getting that much
2:16:40like
2:16:41>> you're not really able to pre-ell the
2:16:43opportunity which is why I prefer doing
2:16:46something like a webinar to a call from
2:16:49>> how many text
2:16:51like what is it like is it multiple
2:16:53>> so is it video is it LinkedIn is it
2:16:56>> so basic so basically we run the the ads
2:16:59from meta instant form to send uh two
2:17:04automated texts go out two minutes after
2:17:06they opt in so the First text is like,
2:17:08"Hey Tim or like, hey Tim, it's like
2:17:11Sean from company name. What's got you?"
2:17:14And then the second text is like,
2:17:15"What's got you interested in blank?"
2:17:17And then it's like pretty open-ended.
2:17:19>> If they respond to the text, the setter
2:17:21responds to the text and call and then
2:17:24>> Yeah. And like once the and the also the
2:17:26benefit is
2:17:28>> when you text somebody before you dial
2:17:30them, if you say, "Hey Tim, it's Shawn."
2:17:32When you dial them up on their phone,
2:17:35it'll say, "Maybe Shawn." So it's not
2:17:37just a random number. Um yeah, it won't
2:17:40show the spam. And then so once the
2:17:42initial text message goes out, then I
2:17:44dial I have my setters like dial them.
2:17:46Um and then if they respond to the text,
2:17:49the setter will respond to the text as
2:17:51well and then be like, "Yo, when are you
2:17:53free for a quick call?" Like a 10-minute
2:17:54call. Um if they don't respond to the
2:17:57text, 40. I don't do like round numbers.
2:18:00is I do it like off slightly so it
2:18:02doesn't show like the same like 606 a
2:18:04text message 706 a text message like 45
2:18:07minutes later um an automated text
2:18:10message will go out like follow-up one
2:18:12an hour and like two minutes later
2:18:14another text me message will go out and
2:18:16then maybe two hours after that another
2:18:18text message will go out. You don't want
2:18:20to send too many automated text.
2:18:23>> Uh
2:18:23>> yeah, you don't want to send too many
2:18:25automated texts because it [laughter]
2:18:29>> got you. If they send too many automated
2:18:32texts all out at once without them
2:18:34responding, you might burn the send blue
2:18:37line or like the blue SMS line and
2:18:38you'll have to replace it, which is not
2:18:40that big of an issue. It's just best
2:18:42practice not to. Um, and then basically
2:18:45the setter dials them up and is
2:18:48essentially saying like whatever setting
2:18:51script that you have for them, um, I
2:18:53like pitching high ticket and financing
2:18:55the [ __ ] out of it. So, um, you you can
2:18:58basically just tell them like, yeah, the
2:19:00the main pitch that I kind of follow is
2:19:02like, yo, uh, we're different than all
2:19:04these other companies. like especially
2:19:05if they're running money for paid ads, a
2:19:07really logical thing is like, "Oh, with
2:19:09us you can get started with like a
2:19:11couple hundred if not zero dollars down
2:19:13today so you have money for ad spend."
2:19:15The reason we're doing this is so it
2:19:17doesn't make any sense for you to pay us
2:19:18$15,000 and then also spend like 10k on
2:19:21ads. Like that's just backwards to me.
2:19:23Like with us, you can get started for as
2:19:25little as $0 down today so you have
2:19:26money for ad spend. And so that's like
2:19:28also you can come up with any logical
2:19:30reason of why they should finance it,
2:19:32but like people have an understanding of
2:19:34like oh B2B people don't typically
2:19:36finance it, but like if you pitch it
2:19:38like the right way, you can make it seem
2:19:40like a win for them. And then what I've
2:19:43personally found is that price is way
2:19:45more inelastic as people as people
2:19:49think. Like the difference between like
2:19:50a $4,800 close and like a $6,800 close
2:19:54really is not that big of a difference.
2:19:56And then especially when you add in
2:19:58financing where people are kind of
2:19:59buying on the initial amount they're
2:20:01paying today, uh you can really charge
2:20:04very high ticket prices uh with
2:20:07financing. And that's one of the things
2:20:09I was talking about before with CAC to
2:20:10LTV. I there's no benefit at all to
2:20:14being the lowest priced person on the
2:20:16market at all unless you're like Walmart
2:20:18and you're competing on economies of
2:20:19scale. Like you almost always want to
2:20:22funnel hack your competitors, figure out
2:20:23their pricing and be on the highest end
2:20:25of pricing as you can because all that
2:20:28extra pricing is just margin for you and
2:20:31like then you can afford a higher cost
2:20:34to acquire a customer because your LTV
2:20:37and your ticket price is much much
2:20:39higher. Um and so that's kind of the
2:20:42thing there. Um I'm kind of just
2:20:43rambling right now but
2:20:45>> no that sucks.
2:20:46>> I think that's really good.
2:20:47>> Yeah. And so, yeah. So, like if I was
2:20:49you guys, like back in the day when I
2:20:51was running SMMA, I didn't even have
2:20:53financing back then. I didn't even
2:20:54really know what I was doing. Um, I was
2:20:56selling $9,800 packages for mortgage
2:21:00lead genen. Um, and they would pay me
2:21:02$9,800 for six months of marketing
2:21:04upfront and I would get paid in full
2:21:06upfront. But imagine, I could go back in
2:21:08time and I could literally get I'd
2:21:10probably be able to double my [ __ ]
2:21:11close rate by adding and financing. I
2:21:13was just always doing cash transactions
2:21:15back then. And so,
2:21:20yeah, I use Sunblue, but there's another
2:21:22software. There's like a bajillion
2:21:24different competitors. Like, I'm
2:21:26consulting with a new SendBlue
2:21:28competitor called Photon. I'm trying to
2:21:29work out a deal with them. Um, there's
2:21:32like Link, all that stuff. Um, and if
2:21:36you don't even want to pay for the
2:21:37software, you could just literally
2:21:38[ __ ] trench with your iPhone. Like,
2:21:40there's no problems with that either.
2:21:41Um, and so you could either do one of
2:21:44two funnels for B2B. One is like the one
2:21:47I described earlier where it's like I
2:21:48was funnel hacking the other guy. Um, I
2:21:51was mainly just trying to show you guys
2:21:52his ads where he kind of pitches like
2:21:54for $0 upfront. Um, that's kind of like
2:21:58a really really strong angle in my
2:22:00opinion. Obviously you can split test a
2:22:02bunch of different ads and stuff, but
2:22:03like you will have like lower cost per
2:22:05book calls and everything like that when
2:22:07your offer is just that good and you
2:22:08position it that well. Um, and then
2:22:12yeah, you either run basically just like
2:22:14a simple landing page, like a headline
2:22:16and a type form for B2B, like the offer
2:22:19should be pretty simple. Um, where you
2:22:21don't even really need a VSSL from what
2:22:23I've seen. Um, and then the other one is
2:22:26the instant form setup that I prefer,
2:22:28uh, where you ask conditional logic and
2:22:30then you have your that's more reliant
2:22:33on a dialed in setting team though. So,
2:22:35but if you if it's just you, you could
2:22:37be the setter and closer. um if if
2:22:39you're just starting out. And then um I
2:22:42prefer that. I found that like my show
2:22:44rates on my calls running from instant
2:22:46forms to a booked call where we have
2:22:49like a setter triage. The show rates are
2:22:52better. Um given that you're booking
2:22:54them same day like either like basically
2:22:56you don't want to book them too far out
2:22:57because the show rate tanks. Um, how
2:23:00would I let me read some of these chats?
2:23:10So, basically, price the ad spend into
2:23:12the deal so we don't sort oursel. What
2:23:15do you recommend the client spend on ads
2:23:17a month to get realizarts for home
2:23:18services? Um, I I'm gonna be real. I
2:23:21haven't ran local lead genen in a
2:23:22minute, but like I'd probably say like a
2:23:24couple hundred bucks a day to start is a
2:23:26good is a good thing. But the thing is
2:23:28is you're not financing their ad spend.
2:23:30You're basically financing your fee so
2:23:33they don't have to pay for you upfront
2:23:35so they have more money to pay on ads
2:23:37because like let's say you're talking to
2:23:39a dentist and they're trying to get
2:23:40all-in four treatments. That's like a
2:23:41super expensive dental treatment. Um
2:23:45it's pretty high ticket as well. Uh
2:23:48let's say you're trying to charge them
2:23:49$15,000 for a AI implementation and lead
2:23:52genen service, but they're going to pay
2:23:53you $15,000 and you also want them to
2:23:56spend another five to 10k on ads. To
2:23:58them, they're feeling like, oh, I have
2:23:59to spend all this money for something
2:24:01that might work. But if you can finance
2:24:03your fee, uh your like build and
2:24:05basically like I really like build and
2:24:07release structures uh where you pay
2:24:09upfront for a build and release and then
2:24:11you charge performance on the back end.
2:24:13And so if you can basically finance your
2:24:15build and your your buildout and
2:24:17infrastructure setup,
2:24:19>> they now have more money for ads. And if
2:24:21you're running paid ads for them and
2:24:22you're working on performance, the more
2:24:23money on ads, the more money you make.
2:24:25>> That does kind of
2:24:27>> That does make sense.
2:24:29>> It does.
2:24:32If you put it like that, that makes
2:24:34>> Yeah. And then also like if somebody's
2:24:36scrolling through their feed and then
2:24:37they see your offer literally says like,
2:24:40"Oh, for $0 upfront, you're going to
2:24:42have lower cost for book calls."
2:24:44>> But I only tell me if this is a limiting
2:24:47belief. I've always thought that
2:24:48front-facing ads that go heavy, you
2:24:51know, those ads that go like if you have
2:24:53a 700 over 700 credit score and you're
2:24:55looking to start business,
2:24:56>> don't do that. It's like it's like what
2:24:58kind of people I attract versus like
2:25:00even if it was a lander offer that was
2:25:02very zero down focus but it's just like
2:25:04a mechanis
2:25:06>> yeah even my BTOC info I don't make I
2:25:09used to make more like like in front of
2:25:12a Lambo or like [ __ ] like saying if
2:25:14you have above a certain credit score I
2:25:16don't really do any incompliant
2:25:19marketing anymore for my B TOC ads um or
2:25:23basically just talking about like I I
2:25:25really don't make any income claims. or
2:25:27anything for B to C info anymore just
2:25:29cuz I'm trying like to be real I'm
2:25:30trying to scale to million dollar months
2:25:32and if you're if your goal is that you
2:25:34have to have compliance in mind
2:25:36otherwise you're going to get [ __ ]
2:25:37>> exactly
2:25:37>> and so
2:25:38>> yeah and so uh wait let me read some of
2:25:41this
2:25:43>> how do these offer works are they going
2:25:44to get you like we get you 20 book jobs
2:25:46or if we don't you don't pay yeah
2:25:48exactly and then what you want to do as
2:25:50well is make sure you have a really
2:25:51dialed in actionbased guarantee to where
2:25:54it's like they need to spend a certain
2:25:55amount of money on ads they need to do.
2:25:57They basically need to It's not like the
2:25:59bank of [ __ ] Tim Chow where it's like
2:26:02if they want a refund at any point in
2:26:03time, they can just hit you up for a
2:26:04refund. It's more like you have an
2:26:07action-based guarantee where if they
2:26:09need to do certain things uh in order to
2:26:12get the money back guarantee. Um so it's
2:26:15like if you didn't get them the 20 book
2:26:16job so they didn't spend enough money on
2:26:18paid advertising, then you're [ __ ] out
2:26:20of luck. Uh they are like because they
2:26:22didn't do what was required. Um and then
2:26:25financing. Um, a firm specifically is
2:26:28probably the best BNPL, at least through
2:26:31how I run it through Payful. Uh, with a
2:26:33firm,
2:26:35uh, we have like auto refund and
2:26:37everything off to where it's like they
2:26:38can fight a trans they can fight a
2:26:40dispute and everything, but as long as
2:26:41you have an action based guarantee and
2:26:43everything like that you and you're not
2:26:45like legit like not fulfilling on
2:26:48anything you promised, it's pretty easy
2:26:50to win the disputes. Um, with other
2:26:52products like Clarity Pay and Flex Pay,
2:26:54uh, it's a bit trickier with refunds,
2:26:57uh, where as long as you have a contract
2:26:59and everything, you should still win a
2:27:02good amount of them as long as you're
2:27:03fulfilling. Uh, but it's not as easy to
2:27:06win. Um, Split It is probably the worst
2:27:08buy now pay later for chargebacks and
2:27:10everything because like it's impossible
2:27:12to win a Split It chargeback. Uh, they
2:27:14just have auto refund on everything and
2:27:16so that kind of sucks. Um, if you're
2:27:19running if you're running a like a B2B
2:27:21type business, you could run it through
2:27:23Stripe. Uh, it's just that Stripe,
2:27:26you're most likely going to get uh
2:27:28you're you can only really access a firm
2:27:30through Google Pay and Apple Pay for the
2:27:32most part. And the approvals there are
2:27:33slightly worse. It's a bit glitchy. Uh,
2:27:36with Payful, I'll kind of show you guys
2:27:37a link. Let me pull this up.
2:27:42This is what the dashboard looks like.
2:27:50Um
2:27:52this is what the payment link looks
2:27:54like. So we here we have a firm direct.
2:27:55So uh a lot of other processors like
2:27:59Stripe or maybe Lumino um they have a
2:28:02firm through Google Pay or Apple Pay. So
2:28:04you get somebody to pay with Apple Pay
2:28:06and they select pay later there. But
2:28:08because it's not a firm direct, the
2:28:09approvals aren't as good. Um and so the
2:28:12way this works is like it's literally a
2:28:14firm direct. So, you check out with the
2:28:15firm here, it pops up. It's not like a
2:28:19It's not like a sketchy Google Pay or
2:28:22Apple Pay method. And then we also have
2:28:24uh Clarity Pay here. And then we have
2:28:25Flex Pay. And so, Flex Pay is probably
2:28:28the best one right now. It's just I'm
2:28:30going to be real. It's like I Flex Pay
2:28:32only really came out a little over a
2:28:34week ago. I only have like three or four
2:28:36merchants on it. I'm working on being
2:28:38able to enable more merchants on Flex
2:28:40Pay, but um it's uh harder to get right
2:28:44now. Uh but a firm is really really good
2:28:46if people have like high credit scores.
2:28:48And for B2B, for the most part, they
2:28:51should. Um and then there's also some
2:28:53other B2B financing providers that I
2:28:56don't offer through Payful, but like you
2:28:57can look into Credit Key, um Upstart.
2:29:00These are all B2B financing providers,
2:29:03uh that typically approve for high
2:29:04amounts. um they have to be B2B as well,
2:29:07but all you guys are really targeting
2:29:09business owners and so that's kind of
2:29:12the thing there. Um and then let me go
2:29:15through this
2:29:20>> much to think
2:29:21>> doortodoor
2:29:22>> this this changes a lot of the
2:29:24>> Yeah. So yeah. Yeah. And so for Luke,
2:29:27when you were talking about ads for a
2:29:28microniche B2B, you can run ads for a
2:29:32microniche B2B. It's just that you're
2:29:34going to have to be more cognizant with
2:29:35scaling spend because your TAM isn't as
2:29:37big. So if you're targeting like real
2:29:39estate agents, not my favorite niche to
2:29:41target to be honest because all them are
2:29:42poor. Uh but uh the TAM is so big. Like
2:29:46mortgage loan officers, the TAM is so
2:29:48big. Chiropractic, pretty decently large
2:29:50TAM. You can still get paid ads to work
2:29:53with a micro niche and you honestly
2:29:55might get better results with that. It's
2:29:58just you you might not be able to spend
2:30:00like $100,000 a month on it because
2:30:02you're burning through your audience.
2:30:05Um
2:30:08and so yeah,
2:30:12what is your favorite niche to target?
2:30:15Um to give you guys like some more
2:30:18context on my uh like goals with payful
2:30:22initially right now we're specifically
2:30:24doing high ticket info uh for buy now
2:30:27pay later uh I'm work as of right now I
2:30:30can if a peptide brand like RO peptide
2:30:34brand or legit script verified tellah
2:30:36health brand if they're doing over
2:30:38500,000 a month I can onboard them to
2:30:40buy now pay later and so uh that's
2:30:42literally happened within the past
2:30:44couple is. And then one of my goals.
2:30:46>> Yo, what?
2:30:49>> Yeah.
2:30:49>> Yo, we got much to talk about. Wait, why
2:30:51didn't you tell me that?
2:30:52>> I know. I I
2:30:54>> Yo,
2:30:54>> this is this literally happened like
2:30:56three days ago.
2:30:56>> We about to get people to finance some
2:30:59peptides, baby. Like
2:31:01>> Yeah. And then um about uh and then also
2:31:04my my long-term goal like right now for
2:31:07Payflow, we're primarily high ticket
2:31:10info coaching. um some B2B as well. Uh
2:31:15but I want to expand into doing
2:31:17financing for uh Cash Pay Medical. So
2:31:22like I'm talking so um Payful as of
2:31:25three two three months ago we partnered
2:31:27with [ __ ] uh to build on top of their
2:31:29payment rails. And so our card
2:31:31transactions, everything like that is
2:31:32built on [ __ ] payment rails. Um I'm
2:31:35talking to them about getting cash pay
2:31:38medical financing. Um, so there's a
2:31:41financing option called Cherry that's
2:31:43pretty good. Uh, and some other cash pay
2:31:46medical ones. So my my goal with Payful
2:31:48is we kind of are targeting high ticket
2:31:51info right now. Um, I as of like a
2:31:55couple days ago, uh, we should be able
2:31:58to do uh, peptides RUO and legit script
2:32:03verified like both. Uh, we should be
2:32:05able to do financing for that. Um, and
2:32:07then I want to go into cash pay medical.
2:32:09And the main reason for that is I want
2:32:11to try and exit payful. And having
2:32:14multiple industries increases our
2:32:16enterprise value and gives us a higher
2:32:18multiple that we can exit for. And so
2:32:22um, currently we're on track to do about
2:32:26like like let's say we're doing 3 mil a
2:32:27year. 5x multiple $15 million is around
2:32:32what I value the business. uh if I can
2:32:35expand into multiple verticals, I might
2:32:36be able to get a 7x multiple on that.
2:32:38And so that's why I'm trying to expand
2:32:39into multiple different verticals um and
2:32:43cash pay medical like medical spas, uh
2:32:46dental clinics, uh all that type of
2:32:48stuff. Like that's my game. Like I love
2:32:50those industries. Uh
2:32:57>> they got to be advantage because
2:32:59>> Yeah. And then even with your cold
2:33:01outreach as well, uh if you're doing
2:33:03cold outbound and cold email or all this
2:33:06stuff,
2:33:07>> I would test out zero zero dollars up
2:33:10front with your outreach to see how it
2:33:12goes. It might improve your response
2:33:14rate or something like that. It might be
2:33:17a little bit trickier because people are
2:33:18like, "Oh, I thought I paid nothing up
2:33:19front or like a couple hundred bucks up
2:33:21front." you might get some resistance on
2:33:22that, but once you're able to kind of
2:33:24dial in the sales process, uh it's
2:33:27pretty it's pretty nasty. I like it a
2:33:29lot. So,
2:33:31>> that's good.
2:33:33>> Yeah.
2:33:34>> So, I have a question. Um
2:33:37you seeing so many industries process
2:33:39money, where where the big money coming
2:33:42from? Like where's the big boy money?
2:33:44>> I'm trying to get
2:33:47>> So, yeah. So, the thing is with with
2:33:49payment processing in particular,
2:33:52like it's kind of a race to the bottom
2:33:54when it comes to card transaction fees
2:33:56and there's not that much spread there
2:33:58um at all. And so, you can kind of go to
2:34:01all these different like payment
2:34:02companies like [ __ ] Stripe and Basis uh
2:34:06to try and like lower your money on card
2:34:07fees, but there's really not that much
2:34:10spread there. It's maybe a couple points
2:34:11like half a percent, a third of a
2:34:13percent, which in my head I'm like, I
2:34:15don't really care too much about that.
2:34:16But then a lot of the like to be
2:34:20brutally honest with you, most of WAP's
2:34:21revenue comes from financing. They do
2:34:23way more than a million dollars a day in
2:34:25financing and the spreads on that are
2:34:26way better.
2:34:27>> And then because you see every business
2:34:29process with you, which business
2:34:31industries are processing the big
2:34:34ticket,
2:34:35>> right?
2:34:35>> Um
2:34:36>> I go a lot Chase and he processes all
2:34:38the high-risisk peptide guys and I'm
2:34:40like, who's making the most money?
2:34:41What's there? And then
2:34:42>> yeah, so I'll I'll just tell you are
2:34:44like a couple of our largest accounts.
2:34:46Um,
2:34:47>> and these are also people that I would
2:34:49just study for marketing in general. Uh,
2:34:52Will Rivera is probably one of our top
2:34:54five merchants on our platform. He's
2:34:56also just in general one of the highest
2:34:58character guys I've ever met to be like
2:35:00honest with you. Like aside like Buddy
2:35:03does like a [ __ ] million dollars a
2:35:05week, but he has the humility
2:35:07>> to like he doesn't have that ego. You
2:35:10might like look
2:35:10>> I just texted him and he said he's gonna
2:35:12pull up and speak next week. Yo.
2:35:14>> Yeah, exactly.
2:35:15>> We'll take time like bro.
2:35:17>> Yeah. And that's just one of his offers.
2:35:19He has two offers that are ripping. And
2:35:20so for example, Will has like ecom
2:35:23degree uh which is his Amazon uh offer
2:35:26uh that he's scaling with webinars and
2:35:27then his uh his fiance has her last
2:35:30call. Her last call process their affirm
2:35:34through us and then they get their
2:35:35clarity pay and uh other oper offers
2:35:38through [ __ ] Um but edu uh we get their
2:35:41affirm volume, their clarity pay volume
2:35:43and their flex pay volume. And so um
2:35:46yeah, Will is probably like and like to
2:35:50be real in this space just because
2:35:52somebody makes money doesn't mean you
2:35:54should listen to them at all. Like to be
2:35:56like you can learn something from them
2:35:57just because they're making money. But
2:35:59the thing that I'll say about Will
2:36:02is just like character to where it's
2:36:04like okay like I actually like the way
2:36:05this guy moves. He treats his team
2:36:08itself, high quality people. He treats
2:36:11them extremely well and he's very
2:36:12humble. Um, he's ripping. Um, and then
2:36:15another dude, uh, he just did a talk in
2:36:17Jeremy Haynes's, uh, million-doll like
2:36:20month mastermind. His name is Sam Arch.
2:36:23Uh, he's actually one of the another
2:36:25person who has flex pay through us. So,
2:36:27he's one of our larger accounts is doing
2:36:29like 3 mil a month. And then his offer
2:36:31is helping people launch a roof
2:36:33rejuvenation business. So what he did is
2:36:37his brother and him, they used to have
2:36:39local lead genen SMAS. And so his
2:36:41brother had a local lead genen agency
2:36:44for roofers. And so what they realized
2:36:46is instead of selling B2B, they're kind
2:36:48of selling like a done for you business
2:36:50opportunity. So they're pitching people
2:36:52on like, oh, you can start a roof
2:36:54rejuvenation business. It's not like
2:36:56replacing a roof. It's basically like a
2:36:58spray coating that you spray on top of a
2:37:00roof to extend its life. and they're
2:37:03teaching people, oh, here's where you
2:37:04buy the equipment, here's all this
2:37:06stuff. And then they basically bolted on
2:37:08their roofing lead genen agency to the
2:37:10bizop to where now somebody can get
2:37:13started. They can um uh they get them
2:37:16all the equipment to launch a roof
2:37:18rejuvenation business. Um and they help
2:37:21them acquire the leads as well. So they
2:37:23basically took like a B2B side, but then
2:37:25they realized like, wait, we're
2:37:27providing these people leads and deals.
2:37:29what if we helped people launch the
2:37:31business and provided them leads and
2:37:32then charge like 20 30 bands up front?
2:37:35And so that dude is a [ __ ] ripping
2:37:38and he's really [ __ ] smart too. Um
2:37:40Sam Arch. Um yeah, and then we have a
2:37:43couple other big accounts. So we have
2:37:45some people in business funding who are
2:37:46doing really really well. So business
2:37:48funding is like get access to 0% APR
2:37:50lines of capital. Yeah.
2:37:51>> Uh those offers do well. We have some
2:37:54like random businesses like so there's a
2:37:56dude like fiction profits academy. Um
2:37:59it's like uh start a K Kindle publishing
2:38:01business. Um I wouldn't really recommend
2:38:04that business opportunity to be honest
2:38:05but uh [laughter] like yeah we have
2:38:08people who are like ripping on all
2:38:09different verticals. And then um another
2:38:13account that I just brought on is uh
2:38:15knock on wood. It's they're basically
2:38:17finishing their onboarding but school of
2:38:18hard knocks. Uh if you guys seen like
2:38:20James D Mullen, he does like those
2:38:22interviews with those billionaires. Uh
2:38:24he has a coaching offer that people
2:38:26don't really know. They do like 2.5 to 3
2:38:30mil a month teaching business owners how
2:38:32to do lead generation with organic
2:38:34content. And so that rips really well.
2:38:37Um we have some
2:38:38>> really that's an offer.
2:38:40>> Yeah,
2:38:41>> that's insane. Uh they've they've
2:38:42they've changed the offer that was like
2:38:45I'll help you get more AI agency clients
2:38:48with off organic. And I was like that
2:38:50can't be your offer.
2:38:52>> And he's doing
2:38:52>> Yeah. It's 100 something months.
2:38:54>> Wait, who?
2:38:55>> It's this other Asian guy. I'll send you
2:38:56his profile when I find it.
2:38:58>> Yeah.
2:38:58>> Okay, cool. And so I don't know. organic
2:39:01content is really cool. But like to be
2:39:03brutally honest with you, most of the
2:39:05people by running like even before I ran
2:39:08Payful, I worked with some pretty large
2:39:11agency owners or coaches. So if you guys
2:39:13know Charlie Morgan, uh like a couple
2:39:16years ago, I was head of copywriting. Um
2:39:19Joel Kaplan is he's like a SMMA OG.
2:39:22>> OG.
2:39:24>> Yeah. He's like that was like 2019 to
2:39:262021. He's like was my first mentor and
2:39:29now he's like one of my best friends
2:39:30now. Actually, we do a lot of business
2:39:31together. Uh and uh yeah, like so I've
2:39:36I've kind of worked with a bunch of
2:39:37different large offers, but then most of
2:39:39the people that I'm seeing really scale
2:39:42hard are scaling with paid ads. Like if
2:39:44you look at ecom degree like Will's
2:39:46offer or her last call, his other high
2:39:50ticket sales offer,
2:39:52it's primarily paid ads is what they're
2:39:55using to scale because organic content
2:39:58and getting a foundation of content.
2:40:00It's really good to have people be able
2:40:02to look at your content and trust you,
2:40:04but it's not as predictable to be able
2:40:06to press a couple buttons and test a
2:40:08bunch of messaging, finding what
2:40:10messaging works and then just you can
2:40:12literally click a couple buttons and
2:40:14grow a business. uh assume it's not that
2:40:17easy obviously like you do need like
2:40:18really good sales talent and running the
2:40:21marketing side is important but there's
2:40:24like things outside of your ad account
2:40:25that will influence your uh rorowaz more
2:40:28which is like how good is your sales
2:40:30team what is your culture within the the
2:40:32organization all that type of stuff and
2:40:34so it's kind of like
2:40:36>> because I don't know if this is a
2:40:37limiting belief or cope or really a true
2:40:40business strategy or a game plan but I
2:40:43often tell guys. Uh, do the outbound
2:40:46systems, do email, hit the phones. Yes.
2:40:49Do all of this to in to know your offer,
2:40:51know your ICT, know their pain points,
2:40:54do the whole deals,
2:40:55>> and then after like three to 10 deals,
2:40:57run those ads.
2:40:58>> Valid.
2:40:59>> Yeah, that's exact. That's exactly what
2:41:01I would recommend, too. So, because like
2:41:03the that's one of the things I talked
2:41:05about is even if you had the best ads in
2:41:07the world, but you haven't been on
2:41:09enough conversations and closed enough
2:41:11deals to be able to like trust yourself
2:41:13in a sales process.
2:41:16If you're like just launching ads and
2:41:18you're like, "Fuck, I spent $200 to get
2:41:20somebody on this call or $300 to get
2:41:22somebody on this call,"
2:41:24>> you're going to feel like a level of
2:41:25stress. And if you haven't really
2:41:26actually closed deals before, it's not
2:41:29like the best environment to start
2:41:30learning in. Yeah. Um, so that's why I
2:41:32would honestly recommend you guys get to
2:41:34your first 10, 20K month
2:41:35>> and do call the channel right there that
2:41:38you guys see mocks every [ __ ] day. I
2:41:40want to see people in there working.
2:41:42>> Yeah, exactly. And so I really wouldn't
2:41:45launch paid unless you like are really d
2:41:48like let's say you come from like a
2:41:49closing background and you're like my
2:41:51skill set is closing maybe then I would
2:41:53do outbound and add in paid ads. Do both
2:41:56at the same time. Um, but until you have
2:42:00like a validated offer and you've had
2:42:01enough conversations to where you can
2:42:03actually audit and figure out why why
2:42:06are people actually buying my product
2:42:07and figuring out like what is the exact
2:42:10kind of like
2:42:12>> Yeah. What is the main Yeah. What is the
2:42:14main reason like what is their aha
2:42:16moment to get them to purchase? Once you
2:42:18understand that, then you're going to be
2:42:20able to write better ad copy. Your
2:42:22setters are going to be able to have
2:42:23better scripts to basically like you
2:42:25already know their pain points for the
2:42:26most part. Um,
2:42:29okay. Actually, I have one secret
2:42:32strategy for cold outreach that I don't
2:42:34think anybody's ever [ __ ] taught. So,
2:42:36this is like um
2:42:38uh this is more of like a whale type of
2:42:41strategy, but like um I only really
2:42:43taught this to Does anybody here know
2:42:46who Ben Bader was? If anybody knows.
2:42:49>> Yeah. Well, this is crazy. RP, bro.
2:42:51>> Me? So, yeah. So, I was the head coach
2:42:54of uh Artisan Lab. So, we were teach I
2:42:57used to coach growth operators on how to
2:42:59grow their growth operating business.
2:43:02But this kind of goes for any type of
2:43:03agency. Um, if you're like lazy as [ __ ]
2:43:07and you only want to do two DMs a day
2:43:10and still book somewhat consistent
2:43:12deals, this is what I would do. Um, who
2:43:15here knows what close friends on
2:43:17Instagram is?
2:43:22Raise raise your hand if you know what a
2:43:23close friends on Instagram is.
2:43:27Yeah,
2:43:32you do this for OF find God. Like, I'm
2:43:34joking. I'm joking. [laughter]
2:43:36Make your bread, dog. I really don't
2:43:38mind. Um,
2:43:41yeah. So, what you want to do is uh
2:43:44basically I would take your personal
2:43:46Instagram and then maybe a business
2:43:48Instagram as well. Uh, and make your
2:43:51personal Instagram have them like
2:43:52actually say something about what you
2:43:54do. So like, oh, AI implementation for
2:43:56roofers and then your business page says
2:43:58something similar. You remove everybody
2:44:01from your close friends list on
2:44:02Instagram um on both accounts and then
2:44:05every single day you find one. This is
2:44:07basically what's called dream 100
2:44:09prospecting. So out like outreach
2:44:12basically exists on
2:44:14>> method you could just target. Oh my
2:44:16goodness.
2:44:16>> Yeah. So so outreach basically exists on
2:44:18a continuum. So, there's high volume AI
2:44:21personalization outreach, which does
2:44:23work well. But
2:44:26>> on the other side, there's account-based
2:44:28dream 100 uh outreach. So, dream 100 or
2:44:32account-based marketing. It's basically
2:44:33how I grew [ __ ] payful. I'm not going
2:44:35to lie to you. Uh you basically just
2:44:37find like manually like trench maybe
2:44:40look in your exact city too. find like
2:44:4450 to 100 legit like actual businesses
2:44:47where you're like, "Okay, this is an
2:44:49ideal client of mine, not like some
2:44:51bullshit." Like, if I was just starting
2:44:52and I was in Atlanta, I would probably
2:44:54find like every single chiropractor who
2:44:56lived in Atlanta. And uh yeah, and so
2:45:00basically, you find a hundred actual
2:45:04like ideal prospects. You're going to
2:45:06want to do what's called a service-based
2:45:08lead magnet. So what a service based
2:45:10lead magnet means is just like do free
2:45:12work up front. So you're going to do
2:45:15Yeah. And so you want to do free work up
2:45:18front. So back in the day uh when I was
2:45:20coaching an artist in lab uh I used to
2:45:22tell people do a webinar funnel build.
2:45:25So not the entire webinar, not the
2:45:27entire like email SMS sequences,
2:45:29literally just the landing page which
2:45:31you can oneshot with cloud [ __ ] code.
2:45:33And so you want to build them some
2:45:35personalized asset upfront. So, do work
2:45:38upfront and then you go on your close
2:45:40friends on Instagram. The reason you do
2:45:42your close friends is so you don't
2:45:43bother everybody on your feed. Um, you
2:45:45literally pull out your phone and then
2:45:47you basically just pitch them and you
2:45:49basically say, "Hey, name uh I see
2:45:52you're running like XYZ." Obviously,
2:45:54this pitch could be like iterated or
2:45:55whatever, but the sum of it is you
2:45:57basically show them you did like the
2:45:59free work up front. So, when I was
2:46:01coaching artists and lab students, I
2:46:02would literally tell them to um show the
2:46:05person's like funnel. Like, I already
2:46:07built you out this landing page funnel,
2:46:08uh this webinar funnel. It's going to
2:46:10bang. You tag them. You follow them
2:46:13first, obviously. Like, if you don't
2:46:14follow them, they might think you're
2:46:15weird. Um, follow them. Tag them on
2:46:18their close on your close friend story.
2:46:20And if you can find their business
2:46:22partners as well, tag as many people as
2:46:24you can and put them in the mentions. No
2:46:26matter how big somebody is, as long as
2:46:29they're managing or on their own
2:46:31Instagram account, you show up in their
2:46:33mentions and like if you're at a [ __ ]
2:46:35concert and you like shout out [ __ ]
2:46:37like I don't know, like I don't know,
2:46:39Kid Loy, he might see your [ __ ]
2:46:41story. Same concept applies. You're just
2:46:43trying to increase your your viewed rate
2:46:46on this message and then you DM them uh
2:46:49also the personalized asset that you
2:46:51sent them. Maybe like a personalized
2:46:53Loom video. And I would actually take
2:46:54the effort to personalize this. It takes
2:46:56all of like 20 minutes to do these two
2:46:58messages. And uh you do one on your
2:47:01personal account, one on your business
2:47:03Instagram, and then you're basically
2:47:05doing like high quality outreach that
2:47:09you're super confident somebody's going
2:47:11to see. You're doing free work up front,
2:47:13whatever it is, whether it's like if
2:47:15you're pitching lead genen, oh, here's
2:47:16static ads already done. Here's your
2:47:19exact script. And the best part about
2:47:21this is like you're doing the same thing
2:47:25for every single [ __ ] client for the
2:47:27most part. So you just got to change
2:47:28their name.
2:47:28>> We already have we have Lumina. So just
2:47:30pull up Lumina, slap the company name
2:47:32and pull out your phone and do a demo or
2:47:34a free demo for that's actually
2:47:37>> if you Yeah. So if you were in Dallas
2:47:39and then they and you put your location
2:47:41in there and you're trying to get your
2:47:43first client and you reach out to them,
2:47:45>> Sean, you made a friend like a year or
2:47:47two ago. I was part of it.
2:47:51>> Well, did I did I pitch you on uh close
2:47:53friends?
2:47:53>> I think I I seen it like Yeah, I
2:47:55definitely seen it from you before,
2:47:57>> but I love your job.
2:47:59>> Well, no, my close friends now is just
2:48:01for laughing. Um so yeah, like you might
2:48:04see some money spreads at the club, but
2:48:07[snorts] yeah.
2:48:08>> Uh
2:48:08>> no, dude. This boy Sean rips at
2:48:13[laughter and gasps]
2:48:14>> work hard, play hard type beat,
2:48:15>> bro. They did a BMPL at like Vendome or
2:48:18Mona or some [ __ ] bro. Like
2:48:19>> before I launched Payful, I'm not even
2:48:21joking. That was a goal of mine. I was
2:48:23trying to do buy now pay I was trying to
2:48:25do buy now pay later for
2:48:27>> for nightclubs, yachts, jets, and then
2:48:30like imagine you could do zero down on a
2:48:32Delila private room.
2:48:33>> Yeah,
2:48:34>> that was like an idea I had. Um it's
2:48:36just like
2:48:37>> I I ended up doing Payful instead. But
2:48:39I've always been interested in fintech
2:48:41and lending um just because of like how
2:48:44powerful it is. And then truthfully,
2:48:45it's just the way the consumer economy
2:48:47is going. Um, and like personally, I
2:48:51don't really finance [ __ ] Like I'm
2:48:52probably going to get a whip. I'm
2:48:54probably going to buy it cash, but like
2:48:56that's not the way the consumer is. And
2:48:58so yeah. Um,
2:48:59>> no. People being like Chipotle burritos,
2:49:01bro. Like
2:49:02>> Yeah. Exactly. And so like especially if
2:49:06you frame it correctly like people are
2:49:08going to be down to do all this stuff
2:49:10but uh yeah like if you're not really
2:49:13trying to run paid ads or anything um
2:49:16you see the caviar on the hands. Yeah.
2:49:18Uh yeah if you're not really trying to
2:49:20if you're trying to land your first
2:49:22client that's probably the method that I
2:49:24would do. Um, and then on top of doing
2:49:28high volume outreach on cold email,
2:49:30Instagram outbound, LinkedIn, all that
2:49:32stuff, it's just like close friends on
2:49:34Instagram, I've just found it's like a
2:49:36sneaky little way to get in front of
2:49:38somebody. And especially if you're like
2:49:40kind of smart about it. Like if I was
2:49:42like targeting like chiropractors, I
2:49:44would do this method towards every
2:49:45chiropractor in my city and then
2:49:47literally pitch someone like if I'm
2:49:48trying to get my first client, be like,
2:49:49"Yo, I'll come I'll come drive out to
2:49:50you. Come see you." Like like play to
2:49:53your advantages. And so,
2:49:55>> yes,
2:49:56>> 24-hour life method,
2:49:57>> your strengths,
2:49:58>> the
2:49:59>> you got to lean into it.
2:50:00>> Yeah. And so, but it's contingent on
2:50:02you're doing the close friend story to
2:50:05get them to see you, but you need to do
2:50:08some free work upfront to show them like
2:50:11rather than pitching some like this is
2:50:13what I used to tell artist and lab
2:50:14students is like rather than pitching
2:50:16somebody like, "Oh, I can build you a
2:50:18webinar and guarantee a bunch of [ __ ]
2:50:19like calls for you or I can build this
2:50:21out for you." do the [ __ ] work and
2:50:23just send it to them and be because like
2:50:25if somebody like I'm not really in the
2:50:28market for an editor, but I had somebody
2:50:30literally just like take some of my old
2:50:31videos, edit them up and send them to
2:50:33me. I was like if I'm ever going to hire
2:50:35somebody, it's probably be that guy. You
2:50:37know what I mean? It's like you're just
2:50:38showing that you're willing to do work
2:50:40up front and because of the close friend
2:50:42story if they're like somewhat active on
2:50:44their Instagram and you have like you're
2:50:46like this person will probably see it.
2:50:48They're actually going to see the free
2:50:49work you're doing. That's hella sauce. I
2:50:52got to add that to the nuclear method.
2:50:54But if you Sean, if you could leave
2:50:58Damn, time flew. This was sauce. This
2:51:01call was sauce, guys. I didn't even W's.
2:51:06>> Yeah, I can do another call where I kind
2:51:08of go indepth on like how I would launch
2:51:12a paid ads like system or something like
2:51:15that, like the exact like intricacies of
2:51:17the media buying. Um, but truthfully,
2:51:20like unless you're spend like unless
2:51:22you're spending like hundreds of
2:51:23thousands of dollars a month, media
2:51:25buying has gotten so commoditized, like
2:51:27it's not that hard to launch the
2:51:29campaigns.
2:51:30>> Like most of the time, like literally
2:51:31what I would tell you guys is like have
2:51:33one campaign, literally one broad ad
2:51:36set. Um, and then you're like broad
2:51:38meaning you're not doing any targeting
2:51:40other than maybe age and gender
2:51:41targeting or just age targeting and you
2:51:44don't even select any interests. Um, and
2:51:46then your your targeting is literally in
2:51:48your messaging where you're in your copy
2:51:50you say chiropractors in the lead form
2:51:52or on the landing page you're like, "Are
2:51:54you a chiropractor?" Like Meta is smart
2:51:56enough to figure that out. And so I the
2:51:59main thing I would say is like the the
2:52:01main thing you want to do is like with
2:52:03meta advertising is like
2:52:07you want to get out of what's called the
2:52:08learning phase. And so with meta there's
2:52:10three things. There's like the campaign
2:52:12level. There's like which is like the
2:52:14bucket it's in with like a lead campaign
2:52:16if it's a sales campaign or something
2:52:17like that. There's the ad set which is
2:52:19kind of like your targeting. So like one
2:52:21ad set might be broad just age targeting
2:52:25and then another might be like an
2:52:26interest stack targeting where you're
2:52:27doing a bunch of like interest like
2:52:28>> and then we'll have them
2:52:29>> gentle or CSV.
2:52:30>> Yeah.
2:52:31>> Or
2:52:31>> Yeah. But the if you're not spending
2:52:33that much money, you want to consolidate
2:52:35your spend into maybe one or two adsets
2:52:38because whatever event you're optimizing
2:52:40around, and this is one of the reasons I
2:52:42like uh Instant Forms, you want to
2:52:46basically optimize for 50 conversions
2:52:48per week, per adset. And so, like, let's
2:52:52say you're optimizing around booked
2:52:53calls and your cost for booked calls 200
2:52:56bucks. What's 200 times 50? like 10 G's
2:53:01or something like that. And so for that,
2:53:03you'd have to spend $10,000 a week on
2:53:05one adset to get out of the learning
2:53:07phase, which is why I prefer
2:53:08>> really that's really the calculation.
2:53:11>> Yeah. So for me, like to get to for Meta
2:53:15to like properly optimize its ads, you
2:53:17want to get basically 50 conversions per
2:53:20adset.
2:53:20>> And you don't want to touch that,
2:53:23>> huh?
2:53:23>> And you don't want to touch that when
2:53:24it's active.
2:53:26Uh yeah, if it's stuck in the learning
2:53:28fa you basically want to make sure you
2:53:30get out of the learning phase. And to
2:53:31get out of the learning phase, it's 50
2:53:33events per week. And so um if you're not
2:53:36spending like a [ __ ] ton of money,
2:53:38you're probably not going to get out of
2:53:39the learning phase if you're optimizing
2:53:40around booked calls, which is one of the
2:53:42reasons why I prefer instant forms cuz
2:53:44like $200 for a booked call or 15 to 25
2:53:4830 bucks for a lead,
2:53:50>> you're more likely to get out of the
2:53:51learning phase there. And so yeah, and
2:53:54then if you edit the ad a bunch a ton
2:53:56when
2:53:57>> and it's a narrative that you have to
2:54:00give to your client, right? If we're
2:54:02running ads for
2:54:03>> like if we're doing a lead genen agency,
2:54:05it's like, hey, learning phase is a real
2:54:07thing and we can set that expectation,
2:54:09right?
2:54:10>> Yeah. Exactly. And so I typically like
2:54:13consolidate like I see people running ad
2:54:15accounts and they have like a bunch of
2:54:17[ __ ] like adets and stuff and it's
2:54:21tough because especially like let's say
2:54:22you're optimizing for like let's say
2:54:25you're running a webinar funnel and
2:54:27you're optimizing around booked calls
2:54:29for the webinar like if your cost per
2:54:31book call on a webby's is like 300 bucks
2:54:33and you're trying to optimize around
2:54:34that
2:54:35>> you're probably not going to get that
2:54:37many events with the level of spend. And
2:54:38so that's why I typically you want to
2:54:40optimize for the furthest like the
2:54:43deepest funnel event you can based off
2:54:46of your spend. And so that's why I kind
2:54:48of bias to lead forms in the beginning.
2:54:50Um and then if you run in for
2:54:52>> it's kind of like you know people will
2:54:54like tweak about like cost per qualified
2:54:56call with each separate funnel. It's
2:54:58like which one just made you more money
2:55:00straight up. You know what I mean?
2:55:01>> Yeah. Exactly. And so yeah. So, and you
2:55:04run instant forms and just hit them up
2:55:05after they submit to book a call or on
2:55:08the form they book the call. Yeah. So,
2:55:10what you can do is you can just run like
2:55:12an instant form and then after on the
2:55:14thank you page, you could have like a
2:55:1515-minute intro call that they can book
2:55:17on themselves. Uh, but like typically
2:55:20what I do on my instant forms is I run
2:55:22instant forms to SMS. And so, after my
2:55:25instant forms, it basically says we will
2:55:27be shooting you a text and then
2:55:29estimated wait time like two to three
2:55:30minutes. And then I have an automated
2:55:33software that does it, but it's pretty
2:55:35pricey. So like Senblue, there's like
2:55:38some lower cost competitors on the
2:55:39market.
2:55:40>> Okay guys, we'll stick to one last
2:55:43question for J Skywalking. If you
2:55:45started from scratch, forget you're
2:55:48speaking to the AI front runners. If you
2:55:50start from scratch, how would you run it
2:55:52up? We got the Joe call for the members
2:55:54right now, but Sean, last question.
2:55:58>> Okay. If I had if I really was starting
2:56:00from absolute zero, the first thing I
2:56:03would honestly do is get some like I'm
2:56:05I'm not just saying this because I'm in
2:56:07this community like on speeding this
2:56:08community, I would probably find some
2:56:11mentor or some person who's doing what I
2:56:13want to do. I would pay them money. I
2:56:15would hop in a community and make sure
2:56:17like in info like you guys bought
2:56:20information product. This is a AI
2:56:22business opportunity. People can make
2:56:25money with it. But the thing is is you
2:56:27want to make an active effort to be
2:56:29connecting with every single person in
2:56:31this community who's like got some
2:56:33motion. Like if you see somebody's like,
2:56:34"Oh, they're they're doing well." Talk
2:56:36and make sure you're connecting with
2:56:38every single [ __ ] person you can. Um
2:56:40and providing value up front and just
2:56:42always be in a position to learn. That's
2:56:44how I got started. So I joined like a
2:56:46$10,000 coaching program when I was 20
2:56:49years old, uh run by a dude named Joel
2:56:50Kaplan. I was the youngest person in
2:56:52that community. I don't make any [ __ ]
2:56:55content, but like if you if most info
2:56:57people like me and Tim, we probably have
2:56:59like 300 mutual followers. I don't make
2:57:01content. How do I get all these mutual?
2:57:03It's literally by like manually
2:57:05trenching me reaching out to people,
2:57:07offering goodwill and trying to learn as
2:57:09much as possible. And then I'd probably
2:57:12launch some sort of cold outbound
2:57:15campaign to get clients and I would make
2:57:18content as well if I was starting from
2:57:19outbound.
2:57:19>> Sean real. Now that I think about it, we
2:57:21linked once, talked about some business
2:57:23maybe, and then I was like, "Yo, let me
2:57:25crash at your place in Miami." And he
2:57:26was like, "Bet."
2:57:27>> Yeah. [laughter]
2:57:28>> Yeah. Exactly. Yeah. And like I'll be
2:57:31real like the same way that I was able
2:57:32to like that's kind of how I've built my
2:57:34network. Like if you look at my
2:57:36Instagram, shameless plug at
2:57:38>> Yeah. No. Plug plug plug plug plug. Um,
2:57:41I don't really make much content, but
2:57:43I'm followed by like a ton of highlevel
2:57:45people in a bunch of different
2:57:47industries. And that's just been through
2:57:50putting in work of actually like trying
2:57:53to reach out and provide value to as
2:57:55many people as I can. Um, that's like
2:57:58more of like a mindset thing. Like you
2:58:00should always be like in this community
2:58:03there's like probably a top 20 30% of
2:58:06people who will go on to make millions
2:58:08of [ __ ] dollars in the rest of their
2:58:10career. Like life is [ __ ] long. 5
2:58:12years from now some of the people in
2:58:13this community might exit a company for
2:58:15a billion dollars. I'm not saying that
2:58:16to view yourself as a leech to like oh
2:58:18let me just try and leech on as many
2:58:20people as possible. But it's like okay
2:58:22those 20 to 30% of people if you're in a
2:58:24community like this they tend to talk
2:58:27and surround themselves with other
2:58:29people who are putting in work winning.
2:58:31So what I would do is like join some
2:58:34sort of program that uh is around the
2:58:36niche that I'm kind of interested in and
2:58:38like this is a great opportunity like a
2:58:39service- based business will never go
2:58:41out a bit like you're always going to be
2:58:42able to make money with a service- based
2:58:44business. Um and then uh I would
2:58:48basically just try and like provide like
2:58:50don't like leech in terms of like oh
2:58:52this person's got motion what can I get
2:58:53from them have the mentality of what can
2:58:55I give to this person how can I meet
2:58:57like how can I help this person like one
2:59:00of my like friends now is a pure cowie
2:59:03and so he's like the operator for bre
2:59:04scales the way I met him is four years
2:59:07ago three four years ago when he was
2:59:09still in Arizona before Brez even had a
2:59:11[ __ ] like Lambo or anything I hopped
2:59:13on a call with him and taught him like
2:59:14well not talk I helped him with YouTube
2:59:16ads for like an hour it for for free I
2:59:19was like I'm good at something what am I
2:59:21good at if I understand like basically
2:59:23build yourself like learn enough to be
2:59:24competent at some sort of skill to where
2:59:26you can provide value to people and
2:59:28genuinely just like you might feel like
2:59:30oh it's not making me any money in the
2:59:32short term but if you have a long-term
2:59:34focus just trying to provide value to as
2:59:37many different people as you can will
2:59:40pay dividends and then um on top of that
2:59:43I would basically just be ramming. Uh I
2:59:45would honestly start some sort of
2:59:46agency. Like it's how I got started. I
2:59:48would just start another agency as well.
2:59:50>> Um I would do info agencies are honestly
2:59:53super saturated right now. I would not
2:59:55recommend starting a growth operating
2:59:57business if you have no experience or no
2:59:59case studies or credentials cuz like
3:00:01growth ops have like a really bad name
3:00:03in the space because most of them are
3:00:04[ __ ] [ __ ] Uh and so I would
3:00:07probably do exactly what you guys are
3:00:08doing like AI implementation paid ads
3:00:11for some sort of local lead genen
3:00:12business. spam cold out uh old cold
3:00:15outbound um content and then once I had
3:00:18a little bit of uh money um go into paid
3:00:21ads and then
3:00:24>> you guys have good
3:00:24>> you tlddrred our method inside this
3:00:27group like that is our business
3:00:29>> you just but the yeah and I've been like
3:00:32to be to give you guys some more context
3:00:35like I've been in probably every big
3:00:37SMMA program I used to write copy for
3:00:40Charlie Morgan um when he was like
3:00:42ripping
3:00:43Uh, and so I've kind of seen what works
3:00:45in like what every big SMMA program kind
3:00:47of teaches. And Tim is teaching you guys
3:00:49in honestly the really right way. And
3:00:52you basically want to just get your
3:00:53first couple dollars and get a first
3:00:56couple deals and then scale with paid
3:00:58acquisition and put all your focus in
3:00:59trying to crack that. Um, and then, uh,
3:01:04also what I would maybe look into, be
3:01:06responsible with this, but like this is
3:01:08kind of how I grew my mortgage lead
3:01:10genen agency is like I I had a like I
3:01:13had an e-commerce marketing agency. I
3:01:15had a business partner, [ __ ] me, and
3:01:17then I basically got like [ __ ] out of
3:01:19the business. Um, and so I trusted my
3:01:22sales skills. So, I just opened a 0% APR
3:01:25business credit card, got like $15,000
3:01:270% interest for like 18 months, and I
3:01:29just threw it into Meta Ads, and then I
3:01:31spent money on like a cold email
3:01:33campaign. And so, like, literally cold
3:01:35email and paid ads is what uh scaled my
3:01:39mortgage marketing agency to like 70 80k
3:01:41a month when I was like 20 in 2021,
3:01:442022. And so, like that's exactly how I
3:01:48would do it today. Um, I would also
3:01:51maybe try and like find like when I was
3:01:54like doing like growth consulting for
3:01:56like dental businesses or chiropractic,
3:01:59you it really helps your marketing if
3:02:01you can like dial in on a specific
3:02:02treatment. Like I'm not sure if this is
3:02:04like the case anymore, but when I was
3:02:05running dental uh in our cold email
3:02:08campaigns, our paid ad campaigns, we
3:02:10would go into a specific niche service.
3:02:12So, we were doing
3:02:14>> stem cell exoomes.
3:02:17>> Exactly. And so we were like I was
3:02:19slinging um all-in- four treatments. And
3:02:21so that's like a super expensive
3:02:23treatment for dental. And so the more
3:02:25you're able to like understand your
3:02:27market and specifically call out like
3:02:29the best treatment that they want the
3:02:31most of, that's probably what I would
3:02:33speak into my marketing as well. Um Meta
3:02:36doesn't do a now. They only do that if
3:02:38you're spending like a bajillion dollars
3:02:39a month. Like most people are just going
3:02:40to be running on a business credit card.
3:02:44>> Sean, I got to get you back here next
3:02:45week ASAP. Stat. Yeah, I'm down to
3:02:48>> Let's dude. Uh,
3:02:50>> bro.
3:02:50>> Yeah. And to be honest,
3:02:52>> the best guest speaking, guys. I I won't
3:02:54bring any 40k a month people in here to
3:02:56guest speak anymore, guys. I promise. I
3:02:58promise. I promise.
3:03:00>> Also, like, I'll be real with you guys.
3:03:02I don't really have anything to sell you
3:03:05guys other than maybe like payful, but
3:03:07that's just a platform you'd use. Um, so
3:03:09if you have any questions, deadass, just
3:03:11shoot me a DM. I'll I'll respond. I'll
3:03:13shoot you a voice note. if you have any
3:03:15like actual questions. Um, I really
3:03:17don't got anything else to sell you
3:03:18guys. Um, and so
3:03:20>> follow bro on the gram. Uh, big respect.
3:03:24And
3:03:26Sean, I love that last piece of advice
3:03:28cuz you guys W's in chat cuz for me it's
3:03:31like Yeah. close friend, bro, too. For
3:03:33me, I I while I was sleeping in my car
3:03:35showering the 24, I took a 12k loan and
3:03:38paid Cole Gordon.
3:03:40>> Yeah, that's and that's probably a good
3:03:41good decision.
3:03:42>> It was the best decision of my life.
3:03:44Yeah. And so me like, yeah, I'd say like
3:03:48that's probably like getting around
3:03:51other high quality people. But the thing
3:03:53is is like with info products and
3:03:56everything like Tim is not in the
3:03:58business of like handholding you to your
3:04:00first like 5K a month. Tim's job is to
3:04:03help winners win faster. So you just got
3:04:05to decide that you are a winner
3:04:07>> and move how a winner moves. If you are
3:04:09you have all the information here, this
3:04:11[ __ ] works. I'm being completely honest
3:04:13with you. If I was in some other
3:04:15[ __ ] like bisop like [ __ ] YouTube
3:04:17automation or some [ __ ] like yeah,
3:04:19I'd probably tell you like you got
3:04:20cooked. But this is like a legit
3:04:22opportunity that I would actually do if
3:04:24I was like starting back up again. It's
3:04:26exactly what I would do to be honest.
3:04:28And so um like but if you're just not
3:04:32going to do the work, you're just simply
3:04:33not going to make it. And that's okay.
3:04:34Not everybody's going to make it. It's
3:04:35[ __ ] like like like
3:04:38not everybody's meant to like live like
3:04:40an amazing [ __ ] life. It's hard, but
3:04:42if you're willing to put in that effort,
3:04:44you're actually willing to put in the
3:04:45work, you have one of the best mentors
3:04:47in the world right now. Cuz like Tim's
3:04:49story is honestly inspiring as [ __ ] but
3:04:51if you're not willing to put in that
3:04:52work, he can't [ __ ] help you. So
3:04:54like, put in the work. And if you
3:04:56actually owe it to yourself to put in
3:04:59that work, actually like, and other
3:05:02people will see, oh wait, this dude's
3:05:03actually working hard. Cuz that's just
3:05:05rare. It's super [ __ ] rare to
3:05:07actually be a hard worker and be about
3:05:09it and to be kind and do all that [ __ ]
3:05:11But if you're actually willing to work
3:05:14hard, treat others well, help other
3:05:16people, success is inevitable. You just
3:05:18got to not quit. And like I like I've
3:05:22went broke twice trying to get to where
3:05:24I am now. And I'm to be honest, I I
3:05:27really don't worry about money at all um
3:05:29anymore for the most part. Uh, but like
3:05:32I literally had to go broke twice and
3:05:34just not give up to get to this point.
3:05:37And so that's kind of the main thing.
3:05:39Like I know it's kind of like woo woo to
3:05:41say, but like
3:05:42>> it's not the only way. It's the only
3:05:44way.
3:05:45>> Yeah. Like Yeah. I'm I'm going iterate
3:05:48this again one more time and I'll leave
3:05:50it off here. Like Tim's job is to help
3:05:53winners win faster. But who decides if
3:05:56you're a winner? You decide if you're a
3:05:58winner. And so you just have to decide I
3:06:01am a winner. I will make this work
3:06:03regardless of anything. I will put
3:06:05blood, sweat, tears into this [ __ ] And
3:06:07if you put enough feros ferocity and
3:06:10effort and you put your all into this
3:06:12[ __ ] and other people will see that,
3:06:14opportunities will come to you. But
3:06:16nobody wants to give opportunities to
3:06:17somebody who's like stuck in a negative
3:06:19mindset. Woe is me. Oh, this shit's
3:06:22[ __ ] cooked. Like, oh, it's too
3:06:23saturated. All this [ __ ] Like if you if
3:06:26you view life that way that is what
3:06:28you'll get in result but if you just
3:06:31really internalize like I am a winner I
3:06:33will move how a winner does
3:06:35opportunities will just flood to you and
3:06:37like yeah
3:06:38>> man you got me hyped. Let's go baby. We
3:06:42got Sean Matthew. Um damn W's in chat.
3:06:47Sean J Matthew I appreciate. Let me
3:06:49debrief with my guys but we'll have you
3:06:51on Sean. You're also in the coms too.
3:06:53Feel free to be active and check us out.
3:06:55>> Actually, yeah, for sure.
3:06:57>> Much love.
3:06:57>> I'll catch you, boys.
3:06:58>> Thank you. Thank you.
3:07:00>> Oh,
3:07:04he's on the same type timing. These are
3:07:06the I swear I I have the best inner
3:07:09circle, like just friend group ever.
3:07:10We're all on the same type timing.
3:07:12>> Yo, what's good?
3:07:14>> What we doing?
3:07:14>> Let's review that sales call. Let's get
3:07:15it.
3:07:17>> What's that?
3:07:18>> Let's review that sales call. Let's get
3:07:19it.
3:07:20>> Yeah, let's go.
3:07:22Um, by the way, context. It's a
3:07:23discovery call and he rescheduled our we
3:07:28booked a proposal from it, but that was
3:07:30supposed to be for Monday and then he
3:07:31canled last minute. Hasn't been
3:07:33responding since. Uh, so I probably
3:07:35could have done better on the discovery
3:07:36call.
3:07:38>> Okay.
3:07:41So, it is a part of a first close. Wait,
3:07:45what is it?
3:07:47>> It's a two-step close. Discovery call
3:07:49and then proposal call. And you have
3:07:51both, right?
3:07:53>> I have the discovery call,
3:07:55>> but not yet the second.
3:07:57>> Not yet the second. We had it scheduled
3:07:58for this Monday, but he cancelled it. He
3:08:01rescheduled like last minute.
3:08:03>> When is it?
3:08:05>> He hasn't responded to me.
3:08:07>> Huh.
3:08:09All right, let's see it.
3:08:10>> Okay,
3:08:13I'm g share my screen.
3:08:15>> Can I get my Fathom in here? Of
3:08:17>> course. Yeah. Here. Let me bring it in.
3:08:21So,
3:08:24okay. So, give me So, so brief me,
3:08:26right? So, this guy took this first
3:08:28call. It's a two call close. He said he
3:08:30would show up on Monday for the second
3:08:32call. He just dipped. You're trying to
3:08:33reach out again. He's not responsive. Is
3:08:36that correct?
3:08:37>> Yeah.
3:08:37>> You're calling him, you're texting him,
3:08:39you're hitting different angles. He's
3:08:40not responsive.
3:08:41>> I could probably be calling him. This is
3:08:44the touch points. I don't have his
3:08:46number.
3:08:49Okay, let's look at the video. Let's
3:08:50look at your first call. Let's look at
3:08:51the expiration call. Um, before we start
3:08:53though, how do you feel like you did? Do
3:08:55you feel like he should have closed and
3:08:56he randomly disappeared or is it like
3:08:58ah, he was Yeah, sounds about right.
3:09:01>> Um, I think I did better than that other
3:09:04call we reviewed in California.
3:09:07>> Yeah,
3:09:08>> like I I was He was definitely talking
3:09:10for the most majority of it. Like I
3:09:12think these are No, that's just play at
3:09:151.5, please.
3:09:18and the posture of growth. Uh we just
3:09:20recently um you know positive positive
3:09:24>> is he clean from ad or where is he from?
3:09:26>> Cold email.
3:09:27>> Cold email.
3:09:28>> By the way, the ad leads really we got
3:09:31to look at that because I'm getting
3:09:32bookings but they're all with Gmails and
3:09:35they're all like employees at the
3:09:37company or like they have a weird like
3:09:39relationship with the company and so
3:09:40>> Okay, gotcha. We'll take a look at it
3:09:42after this. But this is through group
3:09:43email and they directly booked on your
3:09:45calendar or did you like call them?
3:09:47>> This is from cold email. We reached out
3:09:49with an offer saying we'll put together
3:09:51a free go to market spreadsheet for you.
3:09:54Um they said yeah let me know how we do
3:09:57it. They said let's book a call to make
3:09:59sure that we um
3:10:02get your ICP correct and it's as
3:10:04valuable as possible. So it was a cold
3:10:06email. group email. I haven't been able
3:10:08to scale yet because I'm just waiting on
3:10:10[ __ ] Google and TD Synx. I have to
3:10:13get a reseller account and so I've been
3:10:15going back and forth with them, but it's
3:10:17moving forward. It's just it's taking
3:10:19longer than I would like.
3:10:21>> Okay, sounds
3:10:22>> I'm also working with Garrett. We're
3:10:24going to do LinkedIn stuff.
3:10:26>> Okay, cool.
3:10:28Well, I was previously the vice
3:10:30president of operations and then um we
3:10:32were dealing with the second generation
3:10:34uh and he was not interested in the
3:10:37business and basically got out as of the
3:10:39end of last year and um um someone else
3:10:43purchased the business but they're not
3:10:45from this industry. they have other
3:10:46businesses and everything and they asked
3:10:48they you know if I would stay on and um
3:10:51as a president and then um you know get
3:10:54back on the growth pattern because
3:10:55that's what I initially was hired to
3:10:56come here for and we grew right much and
3:10:58then over the last few years because the
3:11:01the second generation ownership you know
3:11:03was trying to transition out uh we
3:11:05declined a lot because uh he was I think
3:11:08he was trying to make us smaller that
3:11:09was one of his objectives he thought
3:11:10maybe if we were smaller it might be
3:11:11easier to manage and and then he finally
3:11:13just decided he didn't want to be
3:11:14involved at after we had cut a lot of
3:11:17services and so I've been in the process
3:11:18of trying to rebuild those um since
3:11:20January one and so just uh you know
3:11:23staying open-minded about how to achieve
3:11:25that.
3:11:26>> Sure. Okay. That's interesting. Um well
3:11:29tell is it Valt or Valt?
3:11:31>> It's Valt.M. Yes. Yeah.
3:11:32>> Tell me about the company and like what
3:11:34you think are the biggest growth
3:11:35blockers for getting new clients going
3:11:37into
3:11:39>> the company's been around for over 30ome
3:11:41years. uh we've uh grown from just a mom
3:11:44and pop
3:11:45uh data caging and that kind of stuff
3:11:47into full uh digital print and fourcolor
3:11:50print and fulfillment operation. Uh most
3:11:53of the equipment that's here now I
3:11:54purchased since I came in 2012. So that
3:11:56the entire plan has been retoled uh
3:11:58since I had uh came on board and now
3:12:00we're actually at the point where we
3:12:02need to reinvest you know once again
3:12:04because we were you know in 2015 we're
3:12:06kind of the leading edge of what's
3:12:08called inkjet technology uh for in the
3:12:10printing and direct mail space. We were
3:12:12one of the first of our size in the
3:12:14country to adopt inkjet printing and of
3:12:16course now that that machine is you know
3:12:1911 going on 12 years old and uh others
3:12:21are starting to surpass us. So we've got
3:12:23we need more newer technology and um you
3:12:25know faster better ink utilization and
3:12:27that kind of stuff. So um in order to be
3:12:30able to afford that technology again now
3:12:31we have to grow again because when I
3:12:32first came we were about an $8 million
3:12:34company.
3:12:35>> Very good.
3:12:35>> Um fortunately that's a good this is a
3:12:37good prospect.
3:12:39>> It is a good prospect.
3:12:42>> Huh?
3:12:43>> He's ICP.
3:12:45>> Yeah he's ICP for sure. Um, I'll keep
3:12:48playing it
3:12:49>> to about 15 million and then we
3:12:51regressed back to about six million. So,
3:12:53uh, yeah. Yeah. Um, again, we the the
3:12:58previous um owner was a second
3:13:00generation and like I said, was looking
3:13:02and he sort of just coraled around the
3:13:04the top two or three clients and which
3:13:07is also kind of risky. Um, but we do
3:13:09we're fortunate that we have some um,
3:13:11you know, high-profile clients. The
3:13:12National Rifle Association is our number
3:13:13one client. We do all of their
3:13:14memberships, renewals.
3:13:16>> We manufacture member cards. We do the
3:13:18premium fulfillment. Um we do the same
3:13:20type of thing for Bassmasters as well,
3:13:22digital print and membership um
3:13:25acquisition and and renewal.
3:13:27>> And then we work with another couple
3:13:29agencies that uh that handle things like
3:13:31Easter Seals, Covenant House,
3:13:34>> um you name it, American Cancer. Uh so
3:13:37um you know, a lot of what we do is with
3:13:39the nonprofit space. Um and it's
3:13:41predominantly, you know, direct mail and
3:13:44um and fulfillment type. Uh you know, we
3:13:46we have everything from high-speed
3:13:48printing and inserting to um fulfillment
3:13:50equipment, auto bag machines, the thermo
3:13:52image, the shipping information on the
3:13:54bag and um and then of course we also
3:13:56have a pretty stout warehouse.
3:13:58>> I don't know what any of this stuff is.
3:13:59>> We also print out envelopes which is
3:14:01kind of unique for the direct mail
3:14:02space. Most folks
3:14:04>> have this so he knows that you know that
3:14:07he knows. Yeah, he's talking. He's
3:14:10giving me the rundown.
3:14:12>> Yeah. Yeah.
3:14:12>> So, we're pretty versatile. Um, a lot of
3:14:16uh
3:14:16>> How long under one
3:14:18>> what
3:14:18>> how long is this call?
3:14:20>> 30.
3:14:20>> Okay.
3:14:21>> Building, you know, almost 100,000
3:14:23square feet.
3:14:23>> Um, but like I said, we're, you know, at
3:14:25the point where we we've got to grow
3:14:28again in order to reinvest in
3:14:29technology,
3:14:30>> right?
3:14:32>> What does investing in technology look
3:14:33like to you?
3:14:35What does reinvesting in technology look
3:14:37like to you? That's a good question that
3:14:40I did not ask. I asked more about the
3:14:42technology which is kind of not
3:14:43relevant.
3:14:44>> And what makes you like he literally
3:14:46just gave it to you, right? Like you I
3:14:49think you just need to listen to them
3:14:51like oh reinvesting like what in your
3:14:53new technology like what how do you mean
3:14:57and then have like and then he talks
3:14:58more and more and more and be like okay
3:15:00what what gets you to want to actually
3:15:03you know you could go out and spend the
3:15:04profits tamer like you know you're
3:15:05probably making a good amount of money
3:15:07you know why continue to grow the
3:15:09business
3:15:10>> and that will naturally let you say okay
3:15:12then why implement XYZ
3:15:15right and he will literally just start
3:15:17telling the answers. We're supposed to
3:15:18be on a sales call right now, Lucas. I
3:15:20swear I could have closed him. Get him
3:15:22on a call with me and I'll take some
3:15:24money.
3:15:25>> I'm down to to book some with you
3:15:27because, bro, you're like a sales demon.
3:15:29Like, I don't have I don't have that. I
3:15:31want to learn from you.
3:15:32>> Yeah. So, I'm teaching you right now
3:15:34with what they trail. So, usually when
3:15:35they give you a long monologue, all I'm
3:15:38doing is trying to like pick out like,
3:15:39"Oh, that's going to be good. Oh, that's
3:15:41going to be good. Oh, that's going to be
3:15:42good." There might be like four things
3:15:43that are really good, but the next best
3:15:45question is the best thing. The thing
3:15:47that's the best and the thing that's the
3:15:49best obviously transparent to us with
3:15:50this right now. I like the shading too.
3:15:52Good job. Uh but u the main thing is
3:15:55like dude, if they give you gold like
3:15:57that, you can't miss it. Like I I often
3:16:00a lot of calls are like people will
3:16:01vocalize like yeah that's why we need
3:16:03AI. Like you know like a lot of them
3:16:05will say that right.
3:16:06>> You got to get them to admit
3:16:07>> and then I'll be like need AI like what
3:16:09do you mean need?
3:16:11>> Yeah. I'll say I'll say it exactly like
3:16:12that. What do you mean need?
3:16:14>> What do you mean need?
3:16:15>> Yeah. Like what do you mean you need AI?
3:16:17Like like how do you know you need AI?
3:16:20Like
3:16:21>> who told you? What' you try? What did
3:16:23you build?
3:16:24>> Have you like what's similar? Have you
3:16:25paid anyone to do this before? Like what
3:16:27have you like there's these are buying
3:16:29questions that you need to get assorted
3:16:31to. And these buying questions will only
3:16:33come from what they tell you, right?
3:16:35That's why it's very it's like a very
3:16:36it's like a conver like this sale is
3:16:38very conversational. That's why people
3:16:41say, "Oh, like you know, Tim is the goat
3:16:44at B TOC sales. Maybe not B2B, but it's
3:16:46like the same. You just follow a
3:16:47framework." And in B2B, you also play
3:16:49the game, but it's like less of a game.
3:16:51Um, you know, like B TOC is like an
3:16:54actual game you play. This is more like
3:16:56you have a framework that you stick to,
3:16:57follow, but you still need to sell,
3:16:59right? M
3:17:00>> uh like
3:17:03I think the reason why I've been so
3:17:04successful on my SAS B2B or even AI B2B
3:17:07sales calls is like the usual person on
3:17:09the sales line the SDR the AM the AE are
3:17:12like soft like there's like yeah we'll
3:17:14loop you in yeah versus like I'm very
3:17:16adamant like okay we're going to meet
3:17:18tomorrow at this dedicated time will
3:17:20anything pop up or anything like let's
3:17:22get it done right u but just like there
3:17:25will be these nuggets of gold where like
3:17:27your whole conversation after this could
3:17:29have totally different. You know what I
3:17:31mean? Because I I focus a lot with my AI
3:17:33for owners group of like that start and
3:17:36then how to set frame and authority and
3:17:38then those first few questions
3:17:39exploration because like think about it
3:17:41like a tree and then each one has more
3:17:43and more and more and more and like when
3:17:46you start there's and there's a right
3:17:48path you know what I mean for you to
3:17:50collect the cash.
3:17:51>> Yeah.
3:17:51>> And there's like multiple right ones but
3:17:53so many that are bad or will lead to
3:17:56someone just disappearing. Like that's
3:17:58buying, right? Uh it doesn't matter how
3:18:02cold or warm he is, he's on call. [ __ ]
3:18:04You know what I mean?
3:18:05>> Yeah. I'll let you continue it. Or do
3:18:07you have any like comments?
3:18:09>> No, that that makes sense. It's just
3:18:11knowing how to find the right path. Um
3:18:16for me, like the question I asked after
3:18:19this, which I don't think was a good
3:18:20question, was this.
3:18:22>> Yeah. newer newer inkjet uh devices now
3:18:25that uh
3:18:25>> one of those you help me understand
3:18:28>> inkjet inkjet yeah there are different
3:18:30types
3:18:30>> I don't need to know anything about that
3:18:31you know what I mean it's kind of like
3:18:32if I was like building AIC for detailers
3:18:35and ask them like oh what ppf company
3:18:37>> yeah it doesn't matter
3:18:39>> what's the ppf printer like let's just
3:18:41keep it to the scope of the sale you
3:18:43know what I mean like I love it when
3:18:44Dylan B he often tells my guys now like
3:18:47you know when someone when when someone
3:18:48tells you that that oh but what do you
3:18:50know about this industry I'm
3:18:52you know, it's not my job to know. It's
3:18:54my job to know X, Y, and Z. And it will
3:18:57be a partnership with you that, you
3:18:59know, it just takes so much frame back.
3:19:02>> I'll let you continue.
3:19:03>> You know, um, you know, you have Allet
3:19:05Inc., which is a
3:19:06>> So, he's just talking about I can skip
3:19:07this part. He just talked about ink.
3:19:09>> Yeah.
3:19:10>> For the next
3:19:11>> geared towards you and then the very
3:19:13next piece could be geared towards
3:19:14somebody, you know, that has totally
3:19:16different interest. And the digital
3:19:17technology allows you to do that so that
3:19:19you have more targeted
3:19:21No, no, it's fine. It's fine. Keep
3:19:22playing.
3:19:23>> Keep it going.
3:19:24>> Yeah.
3:19:24>> You know, it has totally different
3:19:25interest. And the digital technology
3:19:27allows you to do that so that you have
3:19:28more targeted, smaller runs versus
3:19:31everybody's getting the same thing and
3:19:32you're just saturating the zip code.
3:19:33They call that spray and prey marketing
3:19:35whereas we have the ability to u
3:19:37>> to be very targeted with the message.
3:19:39>> Right now, I'd interrupt him when
3:19:40they're going on a monopol. Yo, Tamer,
3:19:43I'm curious. What's your what's your
3:19:44background, man? What did you used to
3:19:46do? Do you know? It's a great I I I used
3:19:49to always ask like, "Hey, give me your
3:19:51background and then what do you do in a
3:19:53dayto day?"
3:19:53>> Yeah. Because like right now we're 7
3:19:54minute 30 in. I just like, bro, I'm I'm
3:19:58blanking, too. I don't have enough
3:19:59information to sell him. I don't have
3:20:01enough information to know what kind of
3:20:02guy he is. You know what I mean? Like,
3:20:04oh yeah, I used to be a college athlete
3:20:06and blah blah now, like, you know, with
3:20:07the different partnerships versus like,
3:20:09oh yeah, I code XYZ and like we've I've
3:20:11always been on the product development
3:20:13side and I've helped this company. It's
3:20:14going to be what? I don't know. Right.
3:20:17Um, and when people go on monologues,
3:20:19it's just it's good to just get that
3:20:21frame back and be like, I'm curious,
3:20:22too. You know, you sound you're an
3:20:25intelligent guy. Like, what's your
3:20:26background?
3:20:27>> Yeah.
3:20:28>> JP Egan, who's Jeremy Miner's top
3:20:30closer.
3:20:31>> I know that is. Yeah.
3:20:31>> Like, he always uses that frame. You're
3:20:34intelligent.
3:20:36>> Blah blah blah blah blah.
3:20:38>> Like, you're a smart guy. He always does
3:20:41that. Um, and he'll drop it multiple
3:20:43times throughout the call. Um, so when
3:20:45he asked like, "Let's make an educated
3:20:46decision together." Like I know you're a
3:20:48smart guy. You can make you can actually
3:20:49come to a conclusion like it like really
3:20:51pushes the sale. Uh, but we'll just
3:20:54continue.
3:20:56>> The images.
3:20:57>> So,
3:20:58>> okay. Okay, that's straightforward. Um,
3:21:00that makes sense. Are you So, when we
3:21:02look at um, you know, looking at new
3:21:03companies, like are you tracking your
3:21:05cost per lead, how much it costs you to
3:21:06get a meeting and how much it costs you
3:21:08to acquire a new customer?
3:21:09>> Not really.
3:21:10>> Is that a good question?
3:21:12continue.
3:21:13>> Because we're relatively small, there
3:21:14really is no sales team. It's me. Um I
3:21:17do um now I have I've been around for a
3:21:19long time, so a lot of contacts.
3:21:21>> Pause it. It's a sales team. It's really
3:21:23me. Really? You're still selling?
3:21:26Really? It's just you.
3:21:31>> Really, Tamer? You're telling me you're
3:21:33the sales guy, huh? How many hours do
3:21:36you spend doing that?
3:21:39What's the workflow?
3:21:41Where do you operate data? Do you track
3:21:43anything?
3:21:44>> Like like bro, like come on.
3:21:46>> That's gonna that's gonna uncover a lot
3:21:47of problems in this process.
3:21:49>> Let's be let's be you got to be nice.
3:21:50You know what I mean? You got to get
3:21:52nice at sales. Like
3:21:54>> we could duplicate marketing for you and
3:21:56have fulfillment. It's just the sales
3:21:58piece. You know what I mean?
3:21:59>> Um or even the SMS and email that's
3:22:01custom. One thing that me and Joe are
3:22:03starting to do with our our B2B agency
3:22:05is um SMS and email. It's not automated
3:22:09anymore. We we've customed it. So we
3:22:12have like an agent, a GTM agent that'll
3:22:14basically crawl for signals and then
3:22:17customize the SMS and email beforehand
3:22:19perfectly to them and then
3:22:21[clears throat]
3:22:23it's actually working out very well. But
3:22:24it also gives us a good summary before
3:22:26we jump in on call to know more. But
3:22:28this is stuff that like uh I don't I
3:22:31don't I don't blame you for going down
3:22:33this sales route. I see what you're
3:22:35doing, right? You're trying to get him
3:22:37to reveal that pain, right?
3:22:41When he reveals something like that, you
3:22:43need to actually use it. It's like
3:22:45you're going into the gun store and not
3:22:46shooting a gun,
3:22:48>> right? You're just holding it. Um, so
3:22:52just continue. I'm curious where this
3:22:53combo leads.
3:22:54>> So, they uh, you know, seek me out in a
3:22:57lot of cases. Um, and then, you know, I
3:22:59have currently been trying to utilize
3:23:01just again because, you know, our we
3:23:03have become so small, don't have a whole
3:23:05lot of money to spend. So um um using um
3:23:08you know private contractors like we've
3:23:09got some people that you know do
3:23:11brokering type. So we've been kind of
3:23:12doing a little bit of that. But
3:23:14>> and how do you manage the brokers that
3:23:16like are they are they organized
3:23:17anywhere or do you have a system for
3:23:19that?
3:23:20>> You see you see like there's so much he
3:23:22could build like right now with him. I'm
3:23:25already thinking the scope is like this
3:23:27this this this this this. Not just the
3:23:29one thing that he's all sell, right?
3:23:31When it's a overhaul deal, I'll use the
3:23:33language like, man, we got a lot to do.
3:23:35You got a lot to fix, man. And I be
3:23:38like, yeah, I know, right? I'm like,
3:23:40yeah,
3:23:41>> like how's like
3:23:44how recent did you realize that you
3:23:46could really put some stuff? Like we
3:23:47really need to clean things up. Like
3:23:49what what like what changed? Like the
3:23:52like buying questions, you know what I
3:23:53mean? Like I I'm just like spitting out
3:23:56as many buying questions so you like you
3:23:57can like rewatch this and like
3:23:59>> see how you want to approach it. But
3:24:02it's
3:24:02>> I'm gonna rewatch this call for sure.
3:24:04>> Yeah. It's hard for me to framework it
3:24:05when it's like it just matters from the
3:24:08conversation itself. You know what I
3:24:10mean? But it kind of pushes towards the
3:24:11same thing. You just continue
3:24:14per se.
3:24:14>> Yeah.
3:24:15>> We're just too small right now.
3:24:16>> Yeah. Yeah. It's like one of the most
3:24:18important I know it can be hard to track
3:24:19like your own if it's you're working for
3:24:21the company like your own efforts. Um,
3:24:23but whenever you do a new marketing
3:24:24initiative, say you're going to put
3:24:26$1,000 into meta ads.
3:24:28>> Yeah.
3:24:28>> You want to make sure looking at what
3:24:29other industry leaders are doing that
3:24:31your cost per lead and cost per meeting
3:24:33is I mean, if you're
3:24:34>> I mean, I've worked for pause pause.
3:24:36>> We don't do hypotheticals here in B2B.
3:24:39Yeah. Like, okay, let's just say your
3:24:41your CB is like 300 and the weekend.
3:24:43It's more like,
3:24:45>> all right, Sabr, this is what this is
3:24:47what I do with peptide companies. All
3:24:48right. What's your AOV 30 60 90 rolling
3:24:52days? I need to know.
3:24:54I'll start there and usually they'll be
3:24:56like, "Uh, let me see." And they'll open
3:24:58up. They'll open up their CRM. For some
3:25:01people, they'll be like, "I don't know."
3:25:02And I'm like,
3:25:04>> like fix that.
3:25:05>> What you want me to come over and, you
3:25:07know, slap you on the butt? Like, you
3:25:09should be tracking. You know that,
3:25:10right?
3:25:11>> Uh, and it's just increasing gap. But
3:25:15usually clients will go like, "Oh, yeah.
3:25:16Let me see." And they'll open up their
3:25:18CRM and then they'll then show me the
3:25:21number. I'll be like, "Is that
3:25:22accurate?"
3:25:24>> They usually be like, "H" and I'll be
3:25:26like, "Yeah, that's a problem, right?
3:25:28How can you make strong decisions for
3:25:29your business?" You know, you're
3:25:30managing like 120 affiliates, right? You
3:25:33got a team of 13 to feed and you're over
3:25:35here talking about,
3:25:37right? [laughter] It's this gap. But
3:25:41especially when you're doing the math,
3:25:42like a lot of us have the math of like,
3:25:44hey, you're you're spending this on this
3:25:45guy, this on this guy. If you a lot of
3:25:47voice AI guys love doing it. It's like,
3:25:49hey, you miss this many calls and then
3:25:50it's this and then you craft this,
3:25:52you'll make this much and we charge
3:25:53this. So, it's
3:25:54>> Yeah,
3:25:55>> when you're doing math, use their actual
3:25:58numbers. Just just heads up. I don't
3:26:00know if this is the perfect example for
3:26:01this. But just letting you know like
3:26:03whenever you need to create some
3:26:04example, be like, pull up your numbers.
3:26:07>> Yeah.
3:26:07>> It it'll give you the chance to do those
3:26:08two things, which is very very very
3:26:10powerful. Um,
3:26:12I remember a couple years ago I was
3:26:15selling on an agency offer and I I'll
3:26:16always it's it's my it was like my troll
3:26:19thing. Um, I'll ask people like, "Yeah,
3:26:21what's your CPC? What's your CPA? Uh,
3:26:23what's your CPTCA?" And they'll be like,
3:26:25"I don't know."
3:26:28Okay. Um, and do you know your 90-day
3:26:30rolling LTV? Just so I can uh And I'll
3:26:34purposely do that just so it doesn't
3:26:35even exist. I don't even like in CBT
3:26:38thing but it's just like
3:26:39>> 99% of people don't have it
3:26:40>> like gap you know just like gap like oh
3:26:43[ __ ] I don't even know what the [ __ ] I
3:26:45don't know that I should be tracking uh
3:26:47oh right but continue [snorts]
3:26:52>> before so I understand all that we don't
3:26:53we're not you know we don't even have
3:26:55any marketing right now we're looking we
3:26:56just had a friend of mine you know
3:26:58develop you know quote for us to do a
3:27:00marketing plan so you know we're you
3:27:02know we're basically almost like we're
3:27:04starting all over again fortunately We
3:27:06kept all of our employees. We kept all
3:27:07of our clients. But uh we are relatively
3:27:10starting all over again uh to uh to make
3:27:13that next leap.
3:27:15>> Yeah. That marketing quote, what does it
3:27:17include?
3:27:18>> Um it's predominantly
3:27:19>> Stop it right there. Go back 20 seconds.
3:27:21>> You know,
3:27:25>> go back here.
3:27:27>> Yeah,
3:27:27>> we are relatively starting all over
3:27:30again to uh to make that next leap.
3:27:34Yeah.
3:27:38What was the best question?
3:27:42What should you have said?
3:27:46>> Just a why question. Like
3:27:48>> give me an actual qu. Okay. Play it
3:27:50back. Play it from right here. And when
3:27:52he stops talking, tell me the tell me
3:27:55two, three questions you could ask.
3:27:57Really starting all over again uh to uh
3:28:00to make that next leap.
3:28:02>> Yeah.
3:28:04What does that next leap look like for
3:28:06you?
3:28:08Why?
3:28:10Why now? Why do you need to make this
3:28:12next leap now?
3:28:13>> Um, better
3:28:15>> better play it back again.
3:28:20>> I'm coaching you right now.
3:28:21>> I know you are.
3:28:23>> Relatively starting all over again to uh
3:28:27to make that next
3:28:28>> back like 30 seconds because he he said
3:28:30multiple things.
3:28:32velop a you know quote for us to do a
3:28:34marketing plan. So you know we're you
3:28:36know we're basically almost like we're
3:28:38starting all over again. Fortunately we
3:28:40kept all of our employees we kept all of
3:28:41our clients but uh we are relatively
3:28:43starting all over again uh to uh to make
3:28:47that next leap
3:28:49>> possible. Now tell me what are the
3:28:51actual talk tracks?
3:28:53>> Tell me what
3:28:55>> what questions could you have asked them
3:28:56next?
3:28:59>> It's good you're keeping your current
3:29:00clients. What else are you doing right
3:29:02now to get more clients?
3:29:05>> What's the most pressing thing, right?
3:29:07Like that's not very pressing.
3:29:09>> He said very interesting stuff.
3:29:18>> Yeah. I don't know. I'm blanking.
3:29:24>> Don't blink. Right. What's so what's
3:29:26crazy about this? Like what's actually
3:29:28what's perfect for you about this?
3:29:31Right? Like what can you use towards
3:29:34your advantage for him to move faster
3:29:36and work with you? What go back go back
3:29:39like 10 more seconds. What did he say
3:29:41that is in your massive favor that you
3:29:45need him to explain to you more about?
3:29:47>> They're they're they're starting over.
3:29:49>> Yes. and
3:29:50>> they're building it from the ground up
3:29:52>> and
3:29:55>> um
3:29:55>> they're looking to ascend and go to the
3:29:57next level and
3:29:59>> they're already looking at other like
3:30:01contractors, other marketing
3:30:03>> and with marketing. What are they doing?
3:30:05Like dude, he just gave you in those
3:30:07sentences like everything you need to
3:30:08close it, right? But you decided to ask
3:30:11him about what I already forgot like
3:30:12something that's like no like has no
3:30:14>> He just kept going I think. Well, let's
3:30:17see.
3:30:18>> To make that next leap and you said this
3:30:20>> that marketing quote, what does it
3:30:21include?
3:30:22>> I asked him about the marketing quote.
3:30:24>> What the [ __ ] does the marketing quote
3:30:25matter for us to make the sale?
3:30:27>> Yeah, it doesn't.
3:30:28>> So, what So, what knowing these few
3:30:31important pieces? What questions can we
3:30:33ask?
3:30:37>> Um,
3:30:40what does a successful, you know,
3:30:41marketing relaunch look like for you?
3:30:43>> Yes. What else? What does success look
3:30:45like? Um,
3:30:48>> how can we get him to dive? How could
3:30:49what question could we ask for him to
3:30:51reveal more pain? I got one. I I'll like
3:30:55brainstorm with you. So, why did y'all
3:30:57run it back? Like, why did you decide to
3:30:59just like just run it from ground up and
3:31:01decide to take on a new marketing team
3:31:03at XYZ? Why?
3:31:06>> That's a pretty big pain point. Um, I
3:31:08would ask him, okay, and now re Oh, you
3:31:10say rebuilding. I love that. like from
3:31:13the ground up too. You got some of the
3:31:14guys from previous like but what gets
3:31:16you to
3:31:19you know like you're choosing your team
3:31:21now and this is where I'd break the
3:31:23third wall. I'd even be like yeah like
3:31:25we're on call potentially to help you
3:31:26out with your marketing. Uh what what
3:31:29are the key differences that you want to
3:31:30make? Right?
3:31:34>> What are the key differences that you
3:31:36want to make? What are the changes that
3:31:38you want to make? That's a good
3:31:40question. What do you want? What do you
3:31:42want to change? Like what do you what do
3:31:43you want to see
3:31:45happen?
3:31:46>> Yeah.
3:31:47>> Differently.
3:31:48>> And and then you you can also say and
3:31:51with my background in X, Y, and Z, how
3:31:53do you see me empowering your business?
3:31:57>> That's why I need the X, Y, and Z part.
3:31:59With my background in AI, outbound
3:32:01marketing.
3:32:02>> Exactly. You need to set the frame at
3:32:03the beginning so they know.
3:32:05>> Yeah, it wasn't recorded. I did set the
3:32:06frame
3:32:07>> because you Yeah, I assumed so. I assume
3:32:09so you because you usually just like
3:32:11I'll usually I'll set the frame so hard
3:32:12I'll be like dude you guys are doing
3:32:15like five mil a month. Why do you need
3:32:16me? Why do you need Tim Chow? What does
3:32:18like my AI knowledge and my group of
3:32:22developers like what can we do for you?
3:32:24How can we empower your business?
3:32:26They'll be like ah y'all could do this
3:32:28this and this. I'm like why? like just
3:32:30that like you you gota you gota yeah you
3:32:34know how many branches we could have
3:32:35gone by 9 minutes and 40 seconds like
3:32:38guys will look at my calls and see it 30
3:32:40minutes and be like oh Tim just got less
3:32:41leads I'm doing the same [ __ ] for leads
3:32:44than as all of you like
3:32:48you know
3:32:50so
3:32:52you got to compact your sales call like
3:32:55that 30-minute call should be very very
3:32:56dense right like [snorts] by minute nine
3:32:58they're like telling me about Like I
3:33:00kind of have a better idea. I also don't
3:33:02know that much about Taber which is the
3:33:03issue. But just play it. I know that
3:33:06>> much about what?
3:33:08>> What' you [clears throat] say?
3:33:09>> You don't know much about what? I didn't
3:33:10hear you.
3:33:11>> I don't know about much about Taber.
3:33:13This guy right here.
3:33:14>> Yeah.
3:33:15>> Or like not just about him, but like his
3:33:17his motives, right?
3:33:20>> Yeah. I didn't ask him like what Well,
3:33:23because we led with you know, we're
3:33:24putting together this go to market
3:33:26spreadsheet for him. That's why he's on
3:33:28the call is he wants to get the value
3:33:30but also just wants to explore
3:33:33how you know that's you're on the call
3:33:35you're going to listen to what I have to
3:33:37say and I'm going to see if I can help
3:33:38you. Uh
3:33:42but yeah
3:33:44>> um it's predominantly you know a plan
3:33:47you know with uh um everything from our
3:33:49search engine optimization and our
3:33:51website and that kind of stuff too. um
3:33:54you know it's just a general and and
3:33:56even some um you know some potential
3:33:58screening of help screening sales people
3:34:00that kind of thing.
3:34:01>> Sure. Sure. Yeah. I mean our company
3:34:03we're like most of our relationships are
3:34:06lead generation right? How can we get
3:34:07you more leads? How can we get you more
3:34:08meetings? Obviously more sales meetings
3:34:10equates to more sales. Um just very
3:34:12straightforward there. But I don't like
3:34:14to think of us as um a lead generation
3:34:16agency. I mean we're not. Um we're
3:34:18definitely an AI company. Like we're
3:34:20working on deals in 2027. And like we're
3:34:22bringing in developers from like Netflix
3:34:23and Google like X developers there to
3:34:25build AI CRM AI chat bots um lead
3:34:28aggregation and like just data
3:34:29collection from your marketing efforts
3:34:30to see okay we spent this much on our
3:34:32website this is how many leads we got
3:34:34last year from our website this is the
3:34:35cost per lead cost meeting that's the
3:34:36only number that you should care about
3:34:37if you're marketing um if costing
3:34:39possibility is is optimized you can
3:34:41scale that channel and get as much out
3:34:42of it as possible um so with that being
3:34:44said do you guys use a CRM like what
3:34:46software what systems are in place right
3:34:47now? We don't really have a a CRM
3:34:49either. We have a project management
3:34:50system uh that we utilize uh but and
3:34:53then we have a MIS ERP system that is
3:34:55utilized but we do not have any CRM
3:34:58right now.
3:34:59>> Okay. What do those systems do? The
3:35:00project management
3:35:01>> uh the the project management kind of
3:35:02keeps track of the communication and
3:35:04then but it's more geared towards uh
3:35:06once you've been awarded something not
3:35:09necessarily the sales pipeline or the
3:35:10battle wheel or anything like that.
3:35:12>> Yeah. So it's once a client comes in how
3:35:13are we making sure
3:35:14>> it's more Yeah. It's more about after
3:35:16the client's acquired, not the pre-sale.
3:35:19>> And so that data lives in the project
3:35:20management system. How much are you
3:35:22paying for these softwares? Like per
3:35:23>> Well, the the MIS and ERP is I think
3:35:26messing.
3:35:27>> I got two notes. That was a really weird
3:35:30transition to your monologue. That was a
3:35:32really weird place to put a monologue.
3:35:34That's also that shouldn't be there.
3:35:37>> That's my biggest I always do that. I
3:35:39notice it too is like
3:35:40>> when I don't have something to ask or I
3:35:42don't have a question to keep going, I
3:35:44just talk about what we do and then that
3:35:46kind of
3:35:47>> if you don't know what to say next, just
3:35:48say, "How do you mean?"
3:35:50>> That's it.
3:35:50>> How do you mean?
3:35:51>> That's the cheat code.
3:35:52>> If I literally just blinked
3:35:54>> and I'm like, "How do you meet?"
3:35:57>> They'll just keep talking and then I'll
3:35:58find something.
3:36:02>> Uh don't just start random monologues
3:36:05because it feels like you're kind of
3:36:07mini pitching. Yeah, it does.
3:36:09>> Oh, I do this this this this. Do you
3:36:11have it? Like it's like that is not how
3:36:14to sell, right? I just be like, "Okay,
3:36:16let's talk about your business right
3:36:17now. Uh, how many employees do you have?
3:36:20Okay, cool. How much revenue get?" Okay,
3:36:21cool. What CRM do you use? What's
3:36:23software you use? Okay, cool. This I'm
3:36:25I'm I'm factf finding. And then I'm
3:36:27like, "Okay."
3:36:28Uh,
3:36:30also just a heads up, go back to when he
3:36:34starts talking again. Uh
3:36:36>> where about the CRM system?
3:36:38>> Y
3:36:39>> a CRM either we have a project
3:36:41management system uh that we use but and
3:36:44we have a MIS ERP system that is
3:36:46utilized but we do not
3:36:48>> what what system do you use right now?
3:36:50>> What I'll be like what system do you
3:36:52use?
3:36:53>> That's what I asked.
3:36:54>> Yeah.
3:36:54>> Okay. What do those systems do? The
3:36:56project management.
3:36:57>> Okay. Go ahead.
3:36:58>> The project management kind of keeps
3:37:00track of the communication.
3:37:01>> And he says after not before watch.
3:37:03>> Good deal. But it's more geared towards
3:37:06uh once you've been awarded something,
3:37:08not necessarily the sales pipeline or
3:37:10the
3:37:11>> really really client.
3:37:13>> Wait, so you have systems for
3:37:16fulfillment, which I love, which is
3:37:17great. You know, when someone gives you
3:37:19money, you better do an amazing job.
3:37:21>> But you don't have anything for
3:37:25before a client pays you.
3:37:27>> Really?
3:37:32>> Yeah. That'll get them to say, "Yeah,
3:37:33no, we don't. And we need it."
3:37:35>> Really?
3:37:37Yeah. We don't. We don't. Oh, and you're
3:37:40building that, right? Right now, you're
3:37:41building that. Oh, no one's It doesn't
3:37:44Oh, there's no plan. Okay, that's an
3:37:47issue.
3:37:49And you're very serious about it. You
3:37:52like that's a problem.
3:37:55>> Understood? And they're like, "Yes."
3:37:57Like you Lucas, you know how sometimes
3:37:58I'm like much meaner like coaching my
3:38:00guys? Like uh sometimes I'll just be
3:38:03like really dead ass. I'm like even with
3:38:05the Gen Z guys when I'm on B2B I'll be
3:38:07like be so for real like you know you
3:38:09need to track. I'm talking to Robie. I'm
3:38:11like dude you went to Harvard. What the
3:38:13[ __ ] are you doing?
3:38:16And they'll be like I just I just
3:38:18haven't had the time. I'm like well okay
3:38:20well you got the money so you pay us and
3:38:22we'll do it.
3:38:24>> Mhm.
3:38:25>> Right. Like these are all selling points
3:38:28that they're the prospects are giving
3:38:30you and you're not asking buying
3:38:32questions to sell.
3:38:34Let's just continue the call
3:38:36>> comes in. How are we making sure
3:38:38>> it's more Yeah, it's more about after
3:38:40not pre-sale. ERP is handles everything.
3:38:43Everything from estimating to, you know,
3:38:45inventory control, invoicing, all that.
3:38:47Those are relatively, you know, um
3:38:49they're pretty expensive. Uh because
3:38:50it's it's our whole our data collection,
3:38:52shop floor data collection, job
3:38:53ticketing, all that. PO.
3:38:55>> Yeah.
3:38:56>> Everything is within those systems that
3:38:58uh you utilize. But
3:38:59>> so it lives in this ERP system.
3:39:00>> It does. I mean and they have plugins uh
3:39:03you know for Salesforce and other you
3:39:04know where you can
3:39:06>> you can integrate your CRM with that but
3:39:07we we currently you know again we are
3:39:10small and um and don't have a lot of
3:39:12resources just looking and staying
3:39:14openminded.
3:39:15>> Yeah. Are are you paying over 100,000 a
3:39:17year for that for that software?
3:39:19>> Um probably not as a whole. No.
3:39:22>> Okay. Now the initial for the ERP system
3:39:24was uh a couple hundred thousand but
3:39:26then we're just in the uh uh service uh
3:39:29and maintenance mode now and you know we
3:39:31get up updates and it's uh it's cloud
3:39:34hosted too. So the software is uh is
3:39:36hosted by them by the the ERP which is
3:39:39CI software which is it used to be EFI
3:39:43and then EPS and it's it's called it's a
3:39:45PACE system and then we also have mass
3:39:48500 which is a Sage product.
3:39:51>> Okay. I've never heard of those
3:39:52companies.
3:39:52>> Yeah, they're all they're more geared
3:39:53towards industry.
3:39:56>> So,
3:39:59when people ask me, "Hey, have you heard
3:40:00of Jacob Levvenrad?" I'll be like,
3:40:03"Sounds familiar." Wait, who who is that
3:40:05again? I don't see no idea. When someone
3:40:08said ERP, PSI, UPS system, I'm like,
3:40:11"Sounds familiar." Like, what does each
3:40:13do again?
3:40:15>> It sounds familiar.
3:40:16>> Like, what's the basis? And then you
3:40:19understand that and you get an
3:40:20explanation and it's in your fathom. So
3:40:22in your scope you can learn it.
3:40:24>> Yeah.
3:40:26Yeah. That makes sense.
3:40:27>> Just keep going. Just keep going with
3:40:28the call. Sure.
3:40:29>> Either manufacturing or the base product
3:40:31is uh for for printing and mailing,
3:40:34>> right? Yeah. Because the reason I ask is
3:40:36because a lot of companies that we're
3:40:37able to deliver leads for, we've we were
3:40:39we're working on deals like I'll just
3:40:40share my screen and show you. This is
3:40:41for a gym. Um and they're not even share
3:40:44your screen. There's no need to share
3:40:47your screen.
3:40:48>> Okay,
3:40:51got you.
3:40:53That we've basically
3:40:54>> Stop sharing your screen right now.
3:40:56There's literally like
3:40:58>> I'll never share my screen again.
3:41:00>> Stop it, bro. Okay, go ahead.
3:41:02>> And it's their own. It's custom and it's
3:41:03got AI in it to make it better. But you
3:41:06just look at some of this. I got the
3:41:08back office AI agent
3:41:09>> every time so far.
3:41:15So far, every time that you've had a
3:41:19monologue,
3:41:21you lost.
3:41:22>> [ __ ] everything up. Yeah,
3:41:23>> you've completely lost, bro.
3:41:31Am I Am I being mean or is that bad?
3:41:33>> No, dude. I I agree with you. Uh
3:41:37I got to stop my [ __ ] monologues.
3:41:40In my head, I've known it's a problem. I
3:41:41just need to start. It's good that I
3:41:43just got to fix it now. I got to fix it,
3:41:44which I can do. No more monologues
3:41:49for growth. They got all their leads are
3:41:50on here. They've got their own pipeline.
3:41:51They have their own point of sales
3:41:52system for all these different
3:41:53locations. So, they can go in and bill
3:41:54anyone whenever they want. Um, classes
3:41:56like you have, it's basically like your
3:41:58business, a custom software built for
3:41:59your business. You don't have to pay
3:42:02for software. You know, I used to have
3:42:04this bad habit too, right? Someone would
3:42:06talk about something and I'd be like,
3:42:07"Oh, we we have that. We have this that
3:42:10like helps with that, but what about
3:42:12this part of our business?" Oh [ __ ] we
3:42:14have this. Take a look. Let me just
3:42:16scream my scar. Like, dude, we got a
3:42:19like, you know, your client's head,
3:42:22their journey is
3:42:25pretend they're a child where they can
3:42:27only talk about their pain point, only
3:42:29talk about their goals, then only talk
3:42:31about committed urgency, and then only
3:42:33talk about what you do and how you can
3:42:34implement it, how much it costs.
3:42:36>> Right. Don't flip flop, flip flop, flip
3:42:37flop, flip flop, flip-flop.
3:42:38>> Yeah.
3:42:39>> I think I mentioned something similar
3:42:40when we were in LA.
3:42:42>> You did. the monologue that just [ __ ]
3:42:45It just interrupts the call. Like all of
3:42:47this call, all of it should just be him
3:42:49talking about himself.
3:42:50>> Yeah. You you you'll have like the you
3:42:52can't have momentum and then just kill
3:42:53it and have momentum and then kill it.
3:42:54Like if you watch JPEG, he has like
3:42:57these 30-minute closes. They're just
3:42:58like [ __ ] like just straight S-curve
3:43:01and momentum into a sale. There's like
3:43:03no fluff,
3:43:05>> right?
3:43:05>> Yeah.
3:43:06>> Yeah. So this this will help you a lot
3:43:09when you're just strategically asking
3:43:11questions to the point and like
3:43:12confidently delivering something, right?
3:43:14>> Yeah.
3:43:15>> Like your doctor your doctor doesn't do
3:43:17a knee tap and goes like you might need
3:43:20this medicine. Okay, let me check. Oh
3:43:22yeah, you might need this too. They just
3:43:24do a full diagnosis, come back with a
3:43:26clipboard and tell you what you need and
3:43:28what you need to buy at CVS,
3:43:31>> right?
3:43:32>> Yeah.
3:43:32>> It would end the call. I just basically
3:43:35I tell them, "Okay, I know exactly what
3:43:38we need to implement for you. It's X, Y,
3:43:40and Z. I'll put together a presentation
3:43:42and walk you through it A to Z so you
3:43:45understand it fully."
3:43:46>> It sounds like you're dealing with A
3:43:48that's creating a problem for B and you
3:43:52see it happen and see the output being
3:43:54C. Right? We have X, Y, and Z that can
3:43:58address this AB problem that can get you
3:44:02to your DEF goal. Uh, I just don't know
3:44:04what timeline. I need a better scope and
3:44:07to like, you know, it's more like that.
3:44:08Yeah.
3:44:09>> Yeah.
3:44:09>> You You're summarizing the call.
3:44:12>> Yeah.
3:44:12>> Like when I drop price, usually it's
3:44:14not. It's just like uh, you know, $7,500
3:44:17for three months of ads. You want it.
3:44:18It's like, okay. So to actually grow
3:44:21this event small business, I know that
3:44:23you want to scale to two more locations
3:44:24as well and you guys are, you know,
3:44:26dealing with a lot of churn and burn
3:44:27with in-house marketers. Um, but to
3:44:29bring us on and also get you that$100 to
3:44:31$250 cost per lead goal. Um, and also
3:44:34consult you guys on X, Y, and Z that you
3:44:36we mentioned earlier, it just be 7500.
3:44:38It's a three-month commitment. So it's
3:44:40like 2500 bucks a month. And the way
3:44:42that we see is like, hey, if we truly
3:44:44empower you guys and build a marketing
3:44:46engine for you, like in the future, you
3:44:48won't have to find anyone else. And
3:44:50hopefully you love us enough and you
3:44:51trust us to do enough research to keep
3:44:53you up with the cutting edge that you
3:44:55maintain one of our best clients on our
3:44:57Starline book of business. Like that
3:45:00sounds much different. You know what I
3:45:01mean? Like that's a price drop. You know
3:45:03what I mean?
3:45:04>> I've said that like at least 20 30 times
3:45:06now and we just started. Usually for
3:45:08some pitches I've said thousands of
3:45:10times. But this is something that you
3:45:11just need to practice. Like
3:45:14>> bro, like you need the mock calls, you
3:45:16need to practice. You need like practice
3:45:18shots. You know what I mean?
3:45:19>> I need more reps. That's why I, you
3:45:22know, turn on the ads, LinkedIn group
3:45:24email hopefully soon because once I'm
3:45:25like taking five to 10 calls a day, it's
3:45:29just I'm going to get better so fast.
3:45:31You know,
3:45:31>> I know we're on Revshare for this month.
3:45:33I won't even take my profit share. We'll
3:45:35just do it next month.
3:45:37>> Okay, I'm cool with that.
3:45:40or no. Yeah, I'll take money. [ __ ]
3:45:44>> I just dude, Lucas, just between me and
3:45:46you, like I see you working hard as
3:45:48[ __ ] so like w you right I see you
3:45:51pushing. So like I don't want you to
3:45:53tweak about that and I see you
3:45:54reinvesting in your business and that's
3:45:57that [ __ ] I love. So it's just like, you
3:45:59know, double down on it. But let's
3:46:00continue.
3:46:01>> Yeah. Yeah. real quick. I saw you on
3:46:03[ __ ] live yesterday drinking in Alani
3:46:05like at whatever it was like 10 p.m. I
3:46:07was like, "Fuck, I can't let this guy be
3:46:10better than me."
3:46:10>> Yeah, me and Joe are working to [ __ ]
3:46:13so [ __ ] I'm working all night. I
3:46:14don't give a [ __ ]
3:46:15>> B2B working all night literally.
3:46:17>> I got the recruiting ads up. That's what
3:46:19I did. But okay, you know, I don't know
3:46:22what Salesforce or going to do because
3:46:24AI's gotten so good to the point where
3:46:25you could just build custom software
3:46:27inside of your own company if you have
3:46:28the right partner, the right developers.
3:46:30Um,
3:46:30>> skip that after your monologue. I don't
3:46:32want you to like
3:46:33>> reinforce your bad habit. [laughter]
3:46:36>> Monologue.
3:46:37>> Yeah, just go to his great part. I want
3:46:38to hear what he says.
3:46:40>> Profit associations, anyone that does
3:46:42like membership cards um wants to do
3:46:44direct mail.
3:46:45>> What are some other um companies because
3:46:47I want to get into the lead list in a
3:46:48second. Um you
3:46:49>> I mean we we're doing um you know
3:46:51packout projects right now for Crayola.
3:46:53um they're um you know unique packages
3:46:56that are um you know being boxed and um
3:47:00you know they're being manufactured by
3:47:01another company and then the product is
3:47:03sent to us to pack out and prepare
3:47:05pallets and everything for the
3:47:07distributions to um their distribution
3:47:09to Walmart and Targets and all that. Um
3:47:11um so we do a little bit you know with
3:47:14them as well and that's it's not
3:47:16necessarily all digital printing. It's
3:47:18it's a little bit of printing but not a
3:47:20lot of printing. of that is again you
3:47:22know um closer to 3PL type things but uh
3:47:26you know it's a um
3:47:29that's another part of our business that
3:47:31you know I've been trying to uh you know
3:47:33bring back we we used to we used to run
3:47:35the NRA's online store actually um for
3:47:38years um and we walked away from it
3:47:40about five years ago again um so it was
3:47:43basically a payback operation so we got
3:47:45we got away from that you know and so
3:47:47slowly trying to look at opportunities
3:47:49like that not hide skew count but uh you
3:47:52know that type of either you know
3:47:57B to C and sometimes B2Bs and um and
3:48:00providing that service as well as you
3:48:02know the storage of their products um as
3:48:04well
3:48:05>> what about like marketing agencies that
3:48:07want to work with vendors like that can
3:48:10do direct mail do you have any current
3:48:11like marketing agency partners
3:48:12>> we we don't we work with um you know
3:48:14some you know large the more group which
3:48:18has u you know numerous companies.
3:48:20They're our number two [clears throat]
3:48:21client. Um, and they have a company
3:48:23within the more group called Production
3:48:24Solutions that that handle um, you know,
3:48:26they have 50ome different project
3:48:29managers and that kind of thing. And
3:48:30they work with different um, agencies
3:48:32like American Red Cross, Easter Seals,
3:48:34Save the Children, all that stuff. And
3:48:36then we sell into that one company.
3:48:38Therefore, we have access to, you know,
3:48:40all of those different Yeah.
3:48:41>> project managers. So, that that has
3:48:42worked for us. We have them. They're the
3:48:44number two customer, their number three
3:48:45client. Same same kind of model. It's
3:48:47more conservative because we're the, you
3:48:49know, we're the National Rifle
3:48:50Association is our biggest client. So, a
3:48:52lot of right-wing type of agencies have
3:48:54gravitated towards us because of the NRA
3:48:57type of affiliation. But, um, we we do
3:49:00um we we do well with those type because
3:49:02again, the sales effort is is is a lot
3:49:04less. You know, once you get your name
3:49:06into that, you now have access to 10,
3:49:0815, and in some cases 50 different
3:49:10project managers who will call who have
3:49:11the autonomy to seek and manage their
3:49:14own direct mail uh clients. So, more
3:49:17more group is probably the biggest one
3:49:18that we do. Uh and then but we don't
3:49:21have a targeted effort where we're
3:49:22working directly.
3:49:23>> This might be his best monologue so far.
3:49:26Like he actually clearly described who
3:49:28he serves, what he does, and how he
3:49:30makes money, right? So like I hope you
3:49:32locked in on that because
3:49:35that is your ammo for your XYZ or just
3:49:38stuff in general. But he knows what he's
3:49:40doing. He's a good prospect contin with
3:49:43the marketing agencies.
3:49:45>> Okay,
3:49:47>> that's interesting. Um and yeah, you
3:49:49just give these project managers, they
3:49:50see the quotes for what you guys are
3:49:52able to do for what type of work and
3:49:53they just they order from you. Yeah,
3:49:54they typically have, you know, they'll
3:49:56have programs, you know, they'll have,
3:49:57hey, this job is a weekly job and here
3:49:59are the basic specifications and here's
3:50:00the quantities and then we submit quotes
3:50:03and they and then and then some cases
3:50:06they, you know, are going after certain
3:50:09uh agencies, you know, or a lot of their
3:50:11their own clients are doing the same
3:50:13thing. They're selling into the American
3:50:14Red Cross, the American Cancer Society
3:50:16and that kind of thing. And
3:50:17>> so they're taking, you know, they they
3:50:19build the programs for them and then
3:50:21they help they do all the management,
3:50:23the, you know, and you know, the digital
3:50:24marketing that's involved in some of the
3:50:26design work and then we're basically the
3:50:27backend fulfillment for them
3:50:29>> to print it, produce it, and mail it.
3:50:31>> Okay. I'll put together a list. I'll
3:50:33make half of it. Some of these
3:50:34nonprofits, these associations like
3:50:36American Cancer, um, and I'll make half
3:50:38of it as well as some of these agencies
3:50:39like the Moore Group.
3:50:40>> We've tried some direct. You know, it's
3:50:42just so hard anymore. Uh, you know,
3:50:43we've had more success. We've had more
3:50:45success with these agencies because they
3:50:47have so much more to offer than just the
3:50:49direct mail part.
3:50:50>> Yeah.
3:50:50>> And so u that's and we used to be direct
3:50:53with people like American Red Cross, the
3:50:55Army National Guard, but as far as um
3:50:57currently our you know uh the NRA and
3:51:00Bassmasters and I think Prison
3:51:02Fellowship and Angel Free about the only
3:51:03clients that we have direct
3:51:04relationship. Everything else is through
3:51:06some other type of agency whether the
3:51:08Moore Group or you know Everly
3:51:10Associates some absolute whale
3:51:12>> company. Yeah,
3:51:15>> he's a good prospect. I wish I had my
3:51:17proposal call with him because he agreed
3:51:18and accepted it and then he just
3:51:20canceled it
3:51:21>> after the fact.
3:51:23>> Yeah, we should definitely if we're
3:51:24working together, we want to do both.
3:51:26Um, it's definitely important to try to
3:51:27get those direct contacts as well as
3:51:29what is definitely higher leverage is
3:51:31those agencies because they just have
3:51:32clients that they can
3:51:33>> Yeah.
3:51:33>> you know, whether it's a 50 clients or a
3:51:34thousand clients and they can have you
3:51:36guys come in and do work for those
3:51:37clients and it's basically just sounds
3:51:39like it's easy to to fulfill too. just
3:51:41order from their whatever system you
3:51:43give them and it's boom.
3:51:44>> Um, so what I'll do is I'll put together
3:51:46100 nonprofits and associations, 100 of
3:51:48these agencies that can be potential
3:51:49partners. So you have 200 company names.
3:51:50You can judge the data off of that. Who
3:51:52are the who are the stakeholders? Who
3:51:53are the titles at these companies that
3:51:54are making the buying decision or or
3:51:56making or people that are going to
3:51:57consider uh Valim as a potential
3:51:59partner.
3:51:59>> It's going to be everything from
3:52:00fundraising to uh you know to the
3:52:02marketing people within within there. Um
3:52:06>> um you know they um they all have
3:52:08various titles but I mean most of the
3:52:10ones that you know some of them will
3:52:11actually have some type [clears throat]
3:52:13of direct mail manager or whatever in
3:52:15there but most of them are on the
3:52:16marketing side or the fundraising side
3:52:19that you know um they're the ones who
3:52:21are because we're you know we do
3:52:22acquisition type mailings and some of
3:52:24those are that's what they're doing.
3:52:25They're trying to get donors
3:52:26>> donors and that kind of thing.
3:52:27>> Yeah that makes sense. That makes sense
3:52:29from the nonprofit association
3:52:30standpoint. It's going to be different
3:52:31stakeholders at those two different
3:52:32types of um company profiles. Um but
3:52:35yeah, marketing. Okay. I think I'll also
3:52:36just give you let me let me by time
3:52:38here. Do you have an extra like five to
3:52:3910 minutes? I want to give you
3:52:40>> how we do outreach like we'll do cold
3:52:42email outreach on behalf of our clients
3:52:44and um we'll basically be reaching out
3:52:46to you to
3:52:47>> Here's where you start.
3:52:49>> What?
3:52:49>> Here's where you start explaining what
3:52:50we we do, right?
3:52:52>> Mhm.
3:52:53>> Before you do that, what are the two
3:52:54things you need to do?
3:52:59The two things I need to do before
3:53:00explaining what we do. Um,
3:53:02>> granted for the pitch we get and
3:53:07>> you need to you have to explain their
3:53:09situation back to them. No,
3:53:12>> we need to get and from tamer
3:53:20to get what? To get
3:53:24commitment and urgency.
3:53:26>> Yeah, that's where I'm weakest. Like
3:53:29what would you ask in this situation to
3:53:31get them
3:53:32>> go back to when he stopped talking like
3:53:3310 seconds before he stopped talking
3:53:37>> position type mailings and some of those
3:53:39are that's what they're doing they're
3:53:40trying
3:53:40>> yeah donors
3:53:41>> donors and that kind of thing.
3:53:42>> Yeah.
3:53:43>> Gotcha. So what
3:53:45so I'm 100% confident what we do will
3:53:49work for you, right? I'm I'm just
3:53:51curious though like uh
3:53:55what like what what would get you to
3:53:58like commit to actually
3:54:00going instead of these directs to group
3:54:02emails? Well, we have it literally be
3:54:06that that's literally what I'd ask.
3:54:09>> Okay.
3:54:10>> Get commitment and urgency and then when
3:54:12they ask like why? Okay.
3:54:15would you say or even I'm like great I'm
3:54:18100% confident that what we do will work
3:54:20for you. I also c I'm curious man uh I
3:54:24feel like when you say I always preface
3:54:25I'm curious people just like open up I'm
3:54:27curious this is gonna be a dangerous ass
3:54:29question I'm curious what gets you to
3:54:32you know would you say you're committed
3:54:34to build this side like build this part
3:54:36out of your business right now?
3:54:38>> Yeah it's a dangerous question
3:54:41I care they answer every time. I'm
3:54:43curious like what like even if it's from
3:54:45cold cold email whatever it is I'm
3:54:47curious what know would you would you
3:54:49say you're committed to actually
3:54:51building this piece out like because
3:54:52it's it it'll be like it won't be an
3:54:54overhaul of your acquisition but it'll
3:54:56be definitely something where it's like
3:54:57you know we want to make this your main
3:54:58champion you know what I mean
3:55:02>> and then I'll be like okay well I guess
3:55:06uh you know why not just use one of your
3:55:09your guys like why why potentially work
3:55:10with Lucas
3:55:14So they get commitment not only to do
3:55:15the service but they get commitment to
3:55:17work within chat right so I always ask
3:55:19like okay cool like dude that I love
3:55:21that like it sounds like you know you're
3:55:23they they'll often times just answer my
3:55:25question oh yeah because we have this
3:55:26this and this and we want to hit these
3:55:27revenue go awesome man awesome you you
3:55:31could honestly work with anyone like
3:55:33like I guess what are you looking for
3:55:36out of means to be like yeah like Tim
3:55:37Chow is our guy right I'm getting them
3:55:40to commit to work with me. There's
3:55:42different ways to get people to commit,
3:55:44right?
3:55:46>> And then and then I move to urgency.
3:55:49Like, okay. And like, you know, like you
3:55:52said, you guys are in the rebuild phase.
3:55:54I assume this is kind of a ASAP thing or
3:55:56am I incorrect?
3:55:59>> No. Yeah, we need this now. Yeah.
3:56:01>> Yeah.
3:56:02>> I'm curious like what what changed? like
3:56:05you know like I bet you get so many of
3:56:07these emails and you see stuff online
3:56:09but like you know what got you to take
3:56:11those extra few steps to get to this
3:56:12point on the call but does that make
3:56:15sense? Shout out
3:56:15>> urgency and commitment or commitment
3:56:17first then urgency. Usually like the
3:56:19question I'd ask for I guess urgency
3:56:21which I like yours better is like if I
3:56:25if I put together a plan that shows you
3:56:27how you want to get to XYZ goal
3:56:29>> too hard. I don't ask that. I don't ask
3:56:31that.
3:56:31>> No. And if everything makes sense, like
3:56:34>> what would stop you from moving forward?
3:56:35Is that what you ask?
3:56:36>> What?
3:56:37>> What would stop you from moving?
3:56:38>> No, I ask if everything looks good on
3:56:40what I put together and you're you're
3:56:41excited about it, like you're ready to
3:56:43go. Um, everything makes sense, the
3:56:46investment makes sense. Um,
3:56:49>> that's a sales question, Lucas.
3:56:51>> Yeah.
3:56:51>> Yeah. So, drop that. And the reason why
3:56:53it's funny urgency, it's commitment and
3:56:56urgency because once they vocalize your
3:56:57commitment, it's natural for you to ask
3:57:00why now. now like actually why now right
3:57:03it makes sense sequentially um and when
3:57:06they tell you I need this now because
3:57:08this
3:57:09>> okay cool let me show you what we got
3:57:12>> and then allowed to pitch this method
3:57:16>> versus it just being weird breaks to it
3:57:18so
3:57:20I don't even know if I want to review
3:57:21okay let's review the rest [ __ ] it
3:57:23>> I don't think we need I mean
3:57:24>> because I don't think we need to I don't
3:57:25think we need to but it's
3:57:26>> we don't and we got eight minutes too
3:57:28like I want to get into
3:57:29>> but was this helpful was a sales review
3:57:30helpful though.
3:57:31>> Yeah, it was. I want to I probably want
3:57:33to do
3:57:34>> What are the three things you need to
3:57:35change?
3:57:36>> Don't [ __ ] share my screen.
3:57:39>> Monologues and
3:57:40>> Yeah, no more monologues. Um
3:57:43>> get dig deeper into the pain. Like get
3:57:45them to they like keep talking about
3:57:47themselves and and their pain. And then
3:57:50>> not just talk about themselves, but
3:57:52buying questions, right? Things that
3:57:54make them buy, right?
3:57:55>> Yeah. Questions that get them to buy.
3:57:57>> Yeah. What else?
3:57:58>> And then just the end. And I need to do
3:57:59better at like closing the gap to get
3:58:02them committed and and knowing that they
3:58:05need to solve this today and not in
3:58:07three months.
3:58:08>> Yeah. What else? There's one major one.
3:58:10I think there's one the one biggest
3:58:11point that I want you to take away from
3:58:13it.
3:58:14>> Uh don't share my screen. Urgency.
3:58:17Commitment.
3:58:19>> I'll just tell you is you got to listen
3:58:20to them. I think that's one thing you're
3:58:22not doing. Like I think you're just
3:58:24trying to gather your thoughts and
3:58:25figure out what how I can next do this
3:58:27next or lead the combo. You just need to
3:58:29really sit there and be confident and
3:58:31listen to Yeah. Have a
3:58:33>> I was kind of like looking at that thing
3:58:34you sent me on my phone like the
3:58:35framework and going through it while he
3:58:37was talking and
3:58:39>> um that's another bad habit is like
3:58:41something pops up in my screen. I look
3:58:42at it while they're talking and try to
3:58:43multitask. I just have to have 100% of
3:58:45my focus on what they're telling me.
3:58:48>> Exactly. And not only you, but who else
3:58:50needs to have 100% focus?
3:58:52the prospect.
3:58:53>> Yeah,
3:58:54>> the prospect's not dialed in, bro.
3:58:57>> Yeah. No, he's not.
3:58:58>> What is he looking at? Even right now,
3:59:01freeze frame. What the [ __ ] is he
3:59:03looking at?
3:59:04>> Right.
3:59:06>> Uh especially when I pitch people like
3:59:08if they like start standing up or do
3:59:10something, I'll be like, I'll wait. I'll
3:59:11just shut the [ __ ] up.
3:59:13You ready?
3:59:15>> Okay, cool. I want you to dial in. Do
3:59:17you have a notepad pen? I used to do
3:59:19>> I do. That's that's a hack cuz that
3:59:21>> I I used to do this. I used to be like,
3:59:23"Okay, on the top right uh leads and
3:59:27then on on the top and then write 250
3:59:28and then write this and then write
3:59:29this." On the bottom, write 75 uh 25K
3:59:34and then that's a premier package and
3:59:36the other one write 7500. Okay, I'm
3:59:38going to tell you what each one are. I
3:59:40I'm already tell you straight up. We're
3:59:41probably going to start you out at the
3:59:427500, but let me just show you what each
3:59:44of those things look like and how we
3:59:46actually get that. That's the only thing
3:59:48I typically have people write. and I
3:59:49price drop before I pitch. Uh I used to
3:59:52do that, but it depends on the offer and
3:59:54how I feel about the prospect. But
3:59:55>> I did like the 3 to 15k range thing.
3:59:58It's like and I was like, "Is that
3:59:59valid?" [clears throat]
4:00:01>> Yeah. What did he say?
4:00:02>> He was like, "What?" I was like, "Is
4:00:03that valid?" And he was like, he said,
4:00:06"Yeah, I could shut."
4:00:07>> Yeah, exactly. When it's like 3 to 50,
4:00:09when it's a fat range. I was like, "Is
4:00:11it?"
4:00:11>> Yeah. I said 3 to 15. He's like,
4:00:13"Probably closer to the 3K is what he
4:00:14said." Like,
4:00:15>> "Okay." Okay. And it's like, "Yeah, no,
4:00:17it'll probably end up being there." I
4:00:18mean, I just I don't want to tell you a
4:00:20price and it'd be like double, triple or
4:00:22something, but I just want to get you
4:00:23the right thing when we get you scope.
4:00:25>> Okay.
4:00:25>> Yeah.
4:00:26>> Um, usually
4:00:29there's a lot for you to to implement
4:00:31and change, I think, with this call.
4:00:33>> Um, and I hope this gives you confidence
4:00:35in your next few calls, too,
4:00:37>> cuz
4:00:38>> definitely the easy easiest thing I
4:00:40could do is not do monologues. Like,
4:00:42that's just an easy thing. easy easy
4:00:44thing where I think I'll probably need
4:00:45more help and more reps is the
4:00:47commitment and urgency part.
4:00:49>> What's Lucas? What's your hobby? Like
4:00:51what do you know a lot about?
4:00:53>> What am I what
4:00:54>> what's your hobby or what do you know a
4:00:56lot about?
4:00:57>> Volleyball.
4:00:58>> Volleyball.
4:00:59>> Yeah.
4:00:59>> Okay. So, if I'm like, yo, I'm new um
4:01:01I'm new to volleyball. like um uh or
4:01:05actually if you if you were talking to
4:01:07another like beast at volleyball and
4:01:09you're trying to get to know him, you
4:01:10can ask unlimited questions, right?
4:01:13Versus me, I'm like, "How do you serve?
4:01:15Who's the live bureau? I don't [ __ ]
4:01:18know, dog. I I couldn't even ask [ __ ]
4:01:2010 questions, but you could probably ask
4:01:21like a thousand, right?"
4:01:23>> I think it's also level of expertise and
4:01:25niche.
4:01:27>> So,
4:01:27>> yeah. So, so the thing is it's like it's
4:01:30like I'm not telling you to become a
4:01:32business owner in that niche to do XYZ
4:01:35for them. I'm telling like
4:01:38bro you you got to you got to just
4:01:40remove all of this and be like oh this
4:01:42guy's this dude who serves these real
4:01:43clients. I'm Lucas. You have to be like
4:01:45bro I'm [ __ ] Lucas M. Like if you're
4:01:47going to come into my Google meet this
4:01:49is how it's going to go and this is what
4:01:51I know and our expertise and this is why
4:01:53you should buy from us. like you need
4:01:55extreme certainty because there are a
4:01:57couple points in this call where you
4:02:00know me as a business owner I don't even
4:02:01I don't even know if he makes more than
4:02:03me I don't know but like tire
4:02:05entrepreneurs they'll be like really
4:02:07>> yeah it's funny because back when I was
4:02:10like beginning and having a bunch of
4:02:12sales calls I didn't have case studies I
4:02:14was just selling [ __ ] that I I mean I
4:02:16was just bull not not bullshitting but
4:02:18just like
4:02:19>> but very some random [ __ ] yeah
4:02:21>> very confident like this is what this is
4:02:23what's going to happen like we're going
4:02:24to send this many emails. We're going to
4:02:26get this and this is what we're going to
4:02:27do. And now I I see myself being more
4:02:30uncertain on these calls and that just
4:02:31you can't do that on a sales.
4:02:33>> Yeah. Also, you need to make sure your
4:02:34product's that good. You're so certain
4:02:36like it is
4:02:38>> I'm talking Yeah. So be certain, right?
4:02:41And even better and better. So you're
4:02:42certain they're certain certain like as
4:02:44we're building the web app for the front
4:02:46runners and all this other [ __ ] like we
4:02:48got the map, we got inerson events.
4:02:51Jack, Eric, Ian, my closers, they're my
4:02:54B TOC and B2B close. Eric closes
4:02:56Regenics for me.
4:02:58>> They
4:03:00force people to buy because they really
4:03:02believe in the product.
4:03:03>> Yeah.
4:03:04>> My group chats with them, they're like,
4:03:05"Man, like, dude, I love it." Like,
4:03:07they'll make reals and videos like,
4:03:08"Dude, just sell a good offer." Like,
4:03:10they they really believe in our mission
4:03:12and our results.
4:03:14>> And I don't even have to motivate them
4:03:16every day. They just go out there and
4:03:17want to help change lives.
4:03:18>> Yeah.
4:03:19>> Just selling. You know what I mean?
4:03:20>> Yeah.
4:03:21>> And like you're also in the business of
4:03:22changing lives because if you change his
4:03:24business that makes more money. You're
4:03:25gonna change his life.
4:03:26>> Yeah.
4:03:27>> For sure. Dude, I someone working with
4:03:29renegotiating a deal and it's going to
4:03:31be a six-figure deal. I I hope it goes
4:03:32through.
4:03:33>> It will.
4:03:33>> Multi6igure. Yeah. She got a promotion.
4:03:36The contact. She's a VP of marketing.
4:03:38She got a promotion literally for
4:03:39bringing me in.
4:03:40>> Like,
4:03:42>> so let's get her done. Yeah.
4:03:44>> Yeah. Um Okay. I mean, we're at time,
4:03:48bro, but like
4:03:49>> I got I got my uh AFR coaching call
4:03:51right now, but um I want you to review
4:03:53this in depth and I also want take you
4:03:54to take your sales calls seriously. Um I
4:03:57come from the closing world like I
4:03:58closed over 10 mil and then started
4:03:59sales managing and then ran my agency.
4:04:01Uh and with closing those three years, I
4:04:05had like a ritual, bro. Like every
4:04:07before call I was like I'm [ __ ] PIMP
4:04:10CH LET'S GO AND THEN BRING them to my
4:04:12meet like my energy and they'll be like
4:04:14how are you? I'm like we're crushing it
4:04:16today. what about you?
4:04:17>> And I put the energy on the call.
4:04:19>> In the beginning, I'm very excited and
4:04:22then and then I'm really nonchalant and
4:04:24then when I pitch I'm very excited and
4:04:26then I'm nonchalant.
4:04:28>> That's typically my energy levels are
4:04:30how how it works. Um and you know,
4:04:33obviously when you when you meet
4:04:34someone, you want to be excited and then
4:04:35obviously when you have something a
4:04:37service or product that can change your
4:04:38business or life, you're going to be
4:04:40excited obviously.
4:04:41>> Yeah.
4:04:41>> Um so I need you
4:04:43>> questions.
4:04:43>> Yeah. I need to take like the sales [ __ ]
4:04:45seriously. Like bro, I would log my
4:04:47calls. I would review it. I would like
4:04:49like back in my sales mafia days, I like
4:04:52our homies, we would just like smoke and
4:04:53just like watch our sales calls and
4:04:55[ __ ] Like like we took it seriously.
4:04:57Like it was our life. Uh and like when
4:05:00you're closing for yourself,
4:05:02that [ __ ] you you better take that [ __ ]
4:05:04seriously. You mean?
4:05:06>> Uh like I was just closing for someone
4:05:07else too, you know what I mean? Uh so
4:05:11>> you should do just fine. We'll talk
4:05:12about logistics over the week before
4:05:14next week.
4:05:15>> Yeah, I want to look at the I'm getting
4:05:16all these Gmail leads. I actually just
4:05:19finally with the recruiting ads, I got a
4:05:20lead that booked a call just now while
4:05:22we were talking that's that has an
4:05:23actual business email. Um, but I'm
4:05:26getting a bunch of these [ __ ] Gmail
4:05:28leads and I'm getting um not the owners
4:05:30of the business. I'm getting somebody
4:05:32that is like a director of sales or like
4:05:34>> Okay, but that's fine because you always
4:05:36work your way up. You're doing group
4:05:37method or if it's direct, it's like, you
4:05:39know.
4:05:39>> Yeah. Yeah, I mean group
4:05:40>> if I was involved [ __ ] respond to
4:05:42that [ __ ] Joe. Respond. [laughter]
4:05:45>> Yeah,
4:05:46>> but u that isn't a bad signal, but we'll
4:05:48talk about that. I'm gonna jump into
4:05:49this on the call. U but good [ __ ]
4:05:51Lucas. I appreciate you for being
4:05:52coachable, actually. Okay.
4:05:54>> Yeah, I'll implement the changes. I'll
4:05:55also I'll probably want to I'll text you
4:05:57a little bit about like the ads and
4:05:59stuff because I want to get your take
4:06:00because it's been about a week since we
4:06:02launched commercial solar, so just want
4:06:03to look. There's definitely areas that
4:06:05have performed, but yeah, I'll let you
4:06:06go. Appreciate you, Bob. Talk to you
4:06:08soon.

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