The Most Hands-Off $192K/M Business Anyone Can Copy — Transcript

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1. 0:00We finished the month 1925 last month. Holy crap.  In one month. Yeah. Most of the sites are things
2. 0:06like the Irving one where they're just sitting.  I don't do anything. It's literally passive. The
3. 0:10bigger ones are the ones I'm kind of on top  of more because those are worth hundreds of
4. 0:14thousands per site. So that I'm like watching a  little bit heavier. I'm looking at it as like,
5. 0:18do you have to? No. I could just go chill and do  nothing, but I would lose my mind. So I have to
6. 0:23do something and that's what I choose to spend  it on. At a certain point I'm like passive is
7. 0:27cool. you know, four or five grand coming in from  that site. I love that. But like if I can make 30
8. 0:31or 40 off that site, you got to make it worth my  while. So over 90% net profit margins. How many
9. 0:37hours per week are you spending on this on this?  Two or three, man. I'm fired up to do this myself.
10. 0:44I'm the guy that's just supposed to ask questions  about it. I'm like, "Oh jeez, shiny object, man.
11. 0:47It's It's rough. It's rough. I know. It's real.  It's very real. Is this a good thing to do on
12. 0:52the side?" I love it as a side hustle idea because  there's lots of people that have walked away from
13. 0:56jobs doing exactly this. I know three people that  have made more than a million bucks just since
14. 1:022022 with doing this on the side of what they're  doing. Eventually quit, but like that's insane.
15. 1:08So yeah, now I love it as a side hustle and it's  way better than any of the ones I tried. And then
16. 1:12in terms of like renting sites out, it's really  not that hard. I'm literally just calling the
17. 1:15person and saying, "Hey, I've got customers that  want this. I'm like, if I send you some people,
18. 1:19can we work out a cut?" And the majority of  people will say, "Yeah, cool. That sounds
19. 1:23great." Yeah. So, what should someone's first  step be for getting involved with this business?
20. 1:30Why don't you start by telling us who you are  and what you do? My name is Luke Vander and I
21. 1:35rent websites, lead generation websites to  businesses. What got you into that? Like,
22. 1:39what led you there? I had a job, an HR job, and  I did not like it. And I was searching for ways
23. 1:45to quit. And I tried all these different side  hustles, selling on eBay, selling on Amazon,
24. 1:49drop shipping, affiliate marketing. I paid for a  course and learned Facebook ads. I tried to create
25. 1:54a Facebook agency. Actually made some money  with that. Then my last attempt here before
26. 1:58I kind of pivoted was an SEO agency. Started  running an agency, pick up a bunch of clients,
27. 2:03but it just turned into another job. It made  more money, but I didn't want to be working all
28. 2:08the time. I wanted to build something upfront and  then try to make it more somewhat passive so that
29. 2:14I wouldn't have to be there grinding it out in  an office for 45 years or whatever. I just don't
30. 2:19agree with that thing that society pushes. So,  I was running an SEO agency, not for very long,
31. 2:25under a year. I just had a client call me in the  middle of the night complaining about his results,
32. 2:30which were stellar, and it really made me mad. And  I woke up the next day and I just shut it down.
33. 2:34And I was thinking about it and I'm like, I don't  know how do I remove his control or take back the
34. 2:40control. And the only way I could think of was if  I own the asset because then he can't tell me what
35. 2:44to do. So I was like, okay, I'll just build stuff  and all the niches I'm already in with clients,
36. 2:49fire all of them and I'll just rent the site out  and then if somebody doesn't want to deal with it,
37. 2:53I got 50 other people I could rent the  site to. I guess in other other industries,
38. 2:56you might call this vertical integration.  Correct me if and or where I go wrong. Like yeah,
39. 3:01you develop all these SEO skills. They're very  valuable. Yeah. You're implementing them for
40. 3:06other people. It's working well for them, but you  feel like I own a job. I don't own a business. I'm
41. 3:11still kind of working hourly. I only get out what  I what I put in. This doesn't feel much better. It
42. 3:17doesn't feel like as free as I thought it would  feel. So, like, why drive all these results for
43. 3:22other people when I can just vertically integrate,  have my own websites, drive results for myself,
44. 3:27and make this more passive, more scalable,  right? Yeah. I don't know why it didn't occur
45. 3:31to me sooner. It just had that like trigger  and it just made me so mad. I was like,
46. 3:35I don't I'm like, how do I get rid of this guy?  I just need to remove all of these people. Like,
47. 3:40how do I make them like change the dynamic? And  that was the only thing I could think of. But
48. 3:44it worked. Yeah. So, I was like, okay, let's  just keep doing this. Yeah. It's kind of like
49. 3:48a friend of mine, he had a Facebook ad agency  for uh Shopify brands, for e-commerce brands,
50. 3:53and he got really, really good at turning $1 into  five, specifically driving people to Shopify sites
51. 3:59to buy physical goods. Yeah. And then he's like,  "Why don't I launch a Shopify brand?" Like that's
52. 4:03the hardest part is finding customers. I can  find customers, right? And he did, you know,
53. 4:08and now he he's vertically integrated. Um he makes  more money. So yeah, it's always definitely for
54. 4:12like higher level uses of the skill set which  is kind of Yes. You know, taken me into other
55. 4:16things. So I I love So you fired all your clients  like you woke up, had this realization and said,
56. 4:21"I can't help you anymore." Or what? One's a  friend. I kept him. Everybody else went. I was
57. 4:26just like, "I'm not doing this anymore. Here's  some other people you could use. I'm done."
58. 4:29How much of like an immediate revenue or income  hit was that to you? It was 108,000 just gone.
59. 4:36Okay. A year. Yeah. Wow. And did you have like had  you started already building websites before you
60. 4:42you did this or you started with a clean slate?  Nope. I just stopped. I'm not going to say it was
61. 4:47the smartest move. It probably was not. But I was  just confident in what I was doing. I was like,
62. 4:51I can get results for them. I can get results for  myself. Screw it. So, I just did it. Yeah. Well,
63. 4:55you burned the boats and like we're able to look  back and say it was a good decision because we
64. 5:01haven't gotten to the numbers yet, but I assume  just by nature of you being on this podcast,
65. 5:04it's worked out well for you. So, it was a  good decision. And had you like kept, you know,
66. 5:09in my church, we say one foot in Zion, one foot  in Babylon. You straddled the fence for a while.
67. 5:14You may have never like felt enough pressure to  go all in and to actually make this work. You
68. 5:19may be worse off today had you hedged your bets a  little more. This is true. This is true. Yeah. So,
69. 5:24you fire everyone except your friend, which makes  sense. What do you What do you do? What What are
70. 5:28your first steps? I just started building sites in  all the niches as already in. So, I built a towing
71. 5:33site in like Well, I can share one of them because  I shut it down. Yeah, please. Oh, towing site in
72. 5:38Woodside, Queens. Um, another towing site in a  different area, an HVAC, a limo, an electrical,
73. 5:45how many was that? One more. I'm missing one. And  a tree service. And just started ranking all of
74. 5:48them, all six at the same time. It took two, three  months to get them relatively close to like bottom
75. 5:54page one. Got the Google My Businesses and all  that stuff set up. Leads are coming in and then
76. 5:58it was like, okay, now I got to furiously rent all  these out. Rent out, rent out, rent out. Started
77. 6:02calling people and renting these. And then I'm  right back to where I was with the same income.
78. 6:06I'm like, ah, okay, problem solved. Same income,  much more passive though, right? Yes. Yeah. That
79. 6:13was so cool. I'm like, I don't know what to do  with myself now. I love the story of the first
80. 6:17thing because there's a lot to learn there. I  just Googled it. Woodside is a neighborhood in
81. 6:22Queens. Yeah. Yeah. 60,000 people, give or take.  What told you to go to Woodside? What signal did
82. 6:28you see? There wasn't any kind of special reason  for that one. That was just somebody I had my car
83. 6:35parked outside my apartment and somebody smashed  it so hard with like a garbage truck or something
84. 6:39it knocked it onto the curb and just destroyed it.  And I had to call the towing company up the street
85. 6:45and uh I was just talking to that guy and he's  like, "Yeah, I don't know where these leads come
86. 6:48from." He's like, "We occasionally get one like  this. This is good, but I don't know how to do
87. 6:52this." And I was like, "What towing in Woodside  sounds like going to be some demand here. I can
88. 6:57rent to this guy." And that's exactly what you  did once I got the site up. Man, that story is
89. 7:02so representative of what normally happens in the  business building experience. Like you solve a
90. 7:06problem for yourself. you see something nearby  that gives you a data point that says there's
91. 7:11demand here and the statistician in me would say  ah it's a sample size of one you can't trust that
92. 7:17but for whatever it is something out there in  the universe is just like screaming that to you
93. 7:23and usually that one data point is carries the  weight of so much more than one does that make
94. 7:28sense and you said you shut it down and I want  to get into that but it doesn't matter because
95. 7:33it gave you an I'm assuming it gave you enough  traction to keep going. What was the life cycle
96. 7:38of that website like? How did it go? And then why  did it get shut down? That particular one was it
97. 7:45took two and a half months or so to rank. The the  organic piece was a little bit slower. The map was
98. 7:50like number one instantly. I didn't even have to  do anything to it. I just put it up number one.
99. 7:54It was called Woodside Towing. That's the city.  So, I kind of hijacked the keyword and it was
100. 7:59instantly number one. Nobody else in the general  area, the towing companies there had any kind of
101. 8:04SEO skills or anything just from kind of googling  around. So that was a major advantage and it just
102. 8:09started getting calls 30 40 calls a month which  was enough to get 600 700 bucks and I was like all
103. 8:14right cool. So I rented it out to that guy and  it was good for a while. Um but as I was doing
104. 8:19the other sites and things the GMBB got suspended  for some reason. Google business profile. Right.
105. 8:25Right. Back then Google my business. Right. Right.  And once that one went, you know, the lead volume,
106. 8:29there was still some coming in organically, but  for that particular niche, a lot of people are
107. 8:33calling the map. They're not gonna they're not  going in to like do a quote form. They're calling
108. 8:38directly off mobile. Yep. It pretty much tanked  it. And I was like, "All right, forget it." So,
109. 8:43I just shut it down. Now, when you say renting it  out, how exactly did that look? Did you find that
110. 8:48one guy that you called and he's like, "I don't  know where these come from." And you started like,
111. 8:51"How did it work? How did you charge him?" When  he picked up my trashed car, I was just asking
112. 8:56him like, "How often does this happen?" Then he  was like, "Where do you get the leads from?" And
113. 9:00just asking questions and it just brought out  like, "Dude, I don't know. Stuff just randomly
114. 9:05comes in. I don't have any control over it.  I've gotten screwed 17 times by other agencies,
115. 9:09whatever. So, I just let it go. Whatever refers  to me is cool." And I was like, "Okay, cool. I'll
116. 9:14come back to this guy." So, I just ranked it.  And then I called him back and I'm like, "Hey,
117. 9:17I'm the guy that had the thrashed car." I'm like,  "I got those leads for you." And he's like, "Okay,
118. 9:23so how much is it going to be?" And I'm like,  "How about 700 bucks?" He's like, "For how many?"
119. 9:27I'm like, "I don't know, 30, 40 calls." I'm like,  "How many of those you going to close?" He's like,
120. 9:31"4 50%." He's like, "All right, cool. Yeah, let's  do it." Sweet. That's it. So, I just routed it to
121. 9:36him. I'm trying to do the numbers here. So, let's  say 20 closes a month. What does a toe cost? Is
122. 9:42few hundred bucks. Couple hundred bucks. Yeah. I  mean, so we're talking like he's paying 700 to get
123. 9:46back like three to $5,000. Yeah. So, it's a solid  ROI for him. New revenue. Yeah, believe it or not,
124. 9:52just because you're watching this doesn't mean  you're subscribed to my channel. YouTube's going
125. 9:56to show you stuff even if you're not subscribed to  it. Over half of people that watch my videos are
126. 10:00not subscribed. It would mean the world to me if  you just hit subscribe. Thank you so much. Okay,
127. 10:05so you just charged a flat monthly fee. It was  looking like 30 to 40 calls a month. And sometimes
128. 10:11it gets a little less, sometimes it gets a little  more. You charge them that until it starts dying.
129. 10:16Okay. One thing that I love about this business  is how much surface area there is. So there are
130. 10:22tens of thousands just in the United States.  Yeah. Okay. We'll only focus on that. Of not
131. 10:27just cities, but neighborhoods. Insane. Tens  of thousands. Let's be conservative and let's
132. 10:31say there's 10,000 worth like ranking for. Okay.  And then let's be conservative and say there's
133. 10:36only a thousand services out there, which I  know there's more. Let's say home services,
134. 10:40towing, local businesses. Let's say,000. That's 10  million like service plus geography variations. 10
135. 10:48million woodside towing.com, Greenville gutter  cleaning.com, like whatever it is, Greenville,
136. 10:54Texas, Greenville, South Carolina, Greenville,  whatever. And so with 10 million opportunities
137. 10:58out there, there's a lot of room for everyone  and there's a lot of opportunity for there to
138. 11:03be more demand than supply in any given geography  and or service, right? Oh yeah. You have to find
139. 11:09something. The goal is to try to find something  that's not a red ocean, right? Like everybody
140. 11:13from the outside, people talk about all the same  things. They'll go they'll try to talk concrete,
141. 11:18roofing, plumbing. You could do those.  It's not that you can't get results there,
142. 11:22but why would I compete against 50 companies when  I can find the random one in the middle of nowhere
143. 11:27that has no competition? That's going to be more  passive. So, let's go for that. Yeah. Okay. So,
144. 11:32your first was Woodside Towing. What were your  other five or six? It was towing. Boing, HVAC,
145. 11:38limo, uh, tree service, and pest control. Okay.  Now, you probably quickly learned that you liked
146. 11:43some of these either services or geographies more,  uh, than others. What did you learn and why? I
147. 11:48learned that smaller cities were generally easier  simply because there wasn't as much competition.
148. 11:54Define small. 60,000 to like 300 400,000 under  500,000. Safe bet. Mhm. I didn't want to do like
149. 12:02Manhattan. Like I'm not going to do 2 million  people. Like I looked at towing. That was one
150. 12:05of the things I Googled and I was like, there's  87 companies. There's no way I'm going to compete
151. 12:11well with that. You know, got just too much work  for the payoff. Yeah. I think it's also important
152. 12:15to note like demographics and like social, you  know, cultural things because Greenville, Texas
153. 12:22has 60,000 people, but the market for towing is  probably a small fraction of the market for towing
154. 12:27in Woodside, Queens. It's completely different,  right? So, you can't automatically take that logic
155. 12:33and say, "Dude, I'm I'm going to put any city of  60,000. I'm going to put that plus towing.com."
156. 12:38It won't always work like that. Not just because  of, you know, cultural trends and societal things,
157. 12:43but supply and demand. Greenville, Texas, might  already have five sites doing the exact same
158. 12:47thing. Right. Right. So, you're typically looking  at the search results trying to figure out like,
159. 12:50is this a good spot to go into? Combination  of things on the maps and organic to see like,
160. 12:55okay, what are my chances on this one? Okay. So  that's what you learned about like the size of the
161. 13:01city. Did you learn anything about the industry  that you that you choose or did that not matter
162. 13:06as much? The industry didn't matter as much. The  industry affected the conversation with the people
163. 13:12when you're trying to rent the site out. That was  the thing that was a little bit different because
164. 13:15the towing person I typically got the owner. The  limo service you get the secretary and then you
165. 13:20can't you got to get through the secretary or the  gatekeeper to get to the owner. So that was more
166. 13:24of a pain. The HVAC was similar. Pest control, I  got the owner. Tree service, I got the owner. So,
167. 13:30it's like, okay, now I have to try to pick  things where there's enough companies that
168. 13:35are small enough where the company's in the right  range where I'm going to get the decision maker
169. 13:39on the phone easier. Otherwise, I got to like  walk in, which I've had to do before for some
170. 13:44of the sites and find somebody. You probably have  a higher close rate when you're there in person
171. 13:48at least. 100%. So, what are some what are some  services where you're most likely to get the owner
172. 13:53on the phone? Like towing, tree service is a good  one. Pest control is okay. HVAC's not. Plumbing's
173. 14:00not. What about landscaping? Just like guys mowing  lawns. Landscaping is okay. Landscaping you can
174. 14:05get some owners. I've got a couple landscapings.  Okay. As long as they're doing landscape design
175. 14:10and not just like mowing because it's not it's  not worth enough. It's like doing a site for
176. 14:16like cuts. I'd have to generate 8,000 leads to  be paid anything. Yeah. So, it sounds like the
177. 14:21sweet spot is the fine balance between high ticket  and owner cell phone number publicly available.
178. 14:27Right. Right. Because lawnmowing is low ticket,  owner cell phone number available, but it's too
179. 14:32low ticket. Towing is right there in that sweet  spot. Something like dentistry, very high ticket,
180. 14:37but you're not going to get dentist. So, then the  only way you do that one is if you know somebody
181. 14:42then you got a nick. But if you get the dentist,  you could probably sell those leads a lot more.
182. 14:46That's like the gold standard. It's like if that's  your buddy or you got colleagues or somebody can
183. 14:50introduce you to somebody and you have that  intro, then cool. Or like yeah, pre-ell the
184. 14:54idea up front, then I'm cool with those. Okay. So,  what month was this when you first started this?
185. 14:59What month and year? February 19th, 2016. My mom's  birthday. Okay. 10 plus years ago. All right. Now,
186. 15:04what did that first year look like? How many  sites did you add? What was your revenue like,
187. 15:08etc.? I don't know how many sites I added. I was  doing a lot, multiple a week. The first six sites
188. 15:13just replaced it got me right back to basically  where I was around that a little over 100,000
189. 15:18mark. 9,000 or something a month. 9500 from your  first six sites. Yeah, because they're all Wow.
190. 15:24a lot. Yeah, because you said you replaced your  income with that. Okay. Just six, which was cool.
191. 15:29So, that was nice. What tools were you using to  build these sites at the time? Originally Weebly
192. 15:34just because it was a easy drag and drop builder.  There's I think Wix was a thing, but I didn't the
193. 15:40the interface wasn't intuitive. Weebly felt more  intuitive. And what do you use today? WordPress.
194. 15:46Okay. Is the exact match domain name important for  this? I would heavily recommend it. It's going to
195. 15:52make it a lot easier, especially for a beginner.  So, geography plus service.com, that's the formula
196. 15:58if you can. Yeah. But it doesn't have to like,  you know, if I did the Woodside towing thing,
197. 16:02maybe woodside towing is not available. I could  do woodside towing pros. I still got the keyword
198. 16:07and the city in it. So, I'm still going to get the  same kind of effect. What are some examples of um
199. 16:11domain names where you've gone kind of outside  of that pattern and it still worked? Well,
200. 16:15I don't generally I'll do like a net before. I'll  throw in other words, but let's say like Irving
201. 16:21carpets instead of Irving Irving carpet cleaning.  Like I've done some niches that like city and then
202. 16:27a plural like carpets and like that's not really  a keyword, but it was close enough where I got
203. 16:32the hit from the city relevance and the hit from  the topical relevance of the item. Okay. How much
204. 16:38weight would you say like the name/domain name  carries with regards to your success versus like
205. 16:44everything else that you have to do? 5 10%. Okay.  I think it just makes it easier up front. You get
206. 16:49results a little bit faster because you have that  branded it takes a little bit longer but you know
207. 16:54long term if you're trying to sell it then you'll  get a higher multiple with a brand. If you're
208. 17:00trying to just keep it it doesn't matter. Okay.  And a brand would be like you're generating leads
209. 17:05in multiple geographies for one service under like  a key brand name, not just like the name of the
210. 17:11city. Yeah. Okay. Are you doing that at all? Yeah.  What niche is that in? Concrete. There's several,
211. 17:17but concrete's one I don't care about sharing.  Everybody tries concrete. Yeah. What made you
212. 17:23pick that? Just the combo of high ticket, low  competition. It was another thing where it's just
213. 17:27I knew it was worth a lot, so I was like, "All  right, well, let's just give it a shot and see."
214. 17:31And after yeah good results with the first  few sites I was like it's an easy thing to
215. 17:36write about. I know a ton about it now from all  the googling and trying to do the research on it
216. 17:40and whatever. Like how hard could it be to spin  up a few more of these? So just sort of throwing
217. 17:44them up all over the place. So are those under  different names or is it all under one company
218. 17:49name? There's one LLC and then there's you  know DBAs across a million places to have okay,
219. 17:56you know, map listings and organic under it. Okay.  It's not like Lukeconrete.com with like locations
220. 18:01in a bunch of cities. It's like city name concrete  other city name concrete and that's all under one
221. 18:05umbrella. Yes. Yes. So if the namedomain name is  5 to 10% what is the other 90% of finding success
222. 18:12here? The the content is a huge piece. I think  people underestimate how important that is. The
223. 18:16content of the site is like the foundation of a  house. And if it's not strong, it's like building
224. 18:21a house on sand. you're not going to make any  money and it's going to make it so much harder
225. 18:25to work to like rank it. If the content's really  really strong, sometimes a site will just rank
226. 18:29without a single link. So, that is my goal. Every  time I launch one, like how good can I make this?
227. 18:35So, I will process for that. I'll go look out  at all the competitors in that niche. I'll see
228. 18:39what they're talking about and I'm just going to  double, triple, quadruple whatever they're doing
229. 18:44and I'll make sure I'm including, you know,  commercial and transactional keywords. So,
230. 18:47it's not just like a Wikipedia, but whatever.  I'm blowing them away. like they have their,
231. 18:52you know, three bullet points on the item. I have  a thousand words on the item every time for all
232. 18:58services and they have no chance. So then if all  else is equal, I win. So when it comes to content,
233. 19:04if you had to choose between quantity and quality,  you would choose quantity. I would choose quality.
234. 19:09But I'm doing both. I'm doing quantity with  quality. I guess I'm saying like more content,
235. 19:16more articles, more blogs on one website. I  don't care about had to choose. I don't care
236. 19:21blocks. I'm talking like website structure,  home about content, contact page, and then
237. 19:26service pages for every service. Like right now,  if you just went and Googled a lot of places,
238. 19:30it doesn't matter what the niche or city is.  You'll see a lot of companies that don't have
239. 19:33service pages. They'll have a a page with like a  bulletoint list of what they do, like a roofer,
240. 19:38it'll say like roof repair, roof installation, you  know, roof inspection, but they don't have a page
241. 19:42for it. And if you don't have a separate page  for it, you're basically telling Google, I do
242. 19:46all this, but Google's like, well, all right, like  I don't believe you. Which one's more important?
243. 19:50Like what? You're just confusing it. But if you  had a need more, you're like, "Oh, okay. So,
244. 19:56you do roof repair in this spot." Cool. Okay. What  else do you do? You need all the specific things
245. 20:01and people don't do it. Are you able to show your  concrete site to share your screen? I'll show a
246. 20:06carpet cleaning one. I I picked I use this one as  my example because it's the lowest paying one. So,
247. 20:10if somebody kills it, spams it, whatever, I don't  care. Okay. Okay. And are you using AI to generate
248. 20:16any content? my VAS do it. So, they'll use it  and then kind of uh humanedit it and then send
249. 20:23it over for a quick scan to make sure it's uh  Okay. Okay. What model or tool do they use to
250. 20:30do that? I don't micromanage, so I'm not exactly  sure. I'm pretty sure it's clawed because it's
251. 20:34like two schools of thought. Some people are like,  you can't just make art content with AI. And then
252. 20:38the other school of thought is like people need  their questions answered. So, all else equal,
253. 20:43like a good well-written human content is better.  But for a lot of categories, there's nothing.
254. 20:47There's not enough. So even AI written is better  than nothing. This is true. Creators are moving
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267. 21:55So, like this is one of the first sites.  I haven't touched this thing in years. So,
268. 21:59there's probably there's actually a lot of stuff  I would change, but basic idea still stands,
269. 22:03right? It's got the city and the niche right  in the name.com phone number in a big easy
270. 22:08spot. Click the call button. If you look at it on  mobile, you know what you do and a way to contact
271. 22:14you is immediately apparent. And then there's two  options. I see people do something with, you know,
272. 22:18they'll have like a phone number or a quote form,  but never they don't always have both, which
273. 22:23doesn't make sense. The thing I've learned with  this is some people don't want to call you. Some
274. 22:27people don't want to talk right now. They're just  like, "No, I'd rather just be a little bit more
275. 22:31passive and get a quote this way." So this grabs  those people, but then other people are like,
276. 22:35I need something now. Cat just peed on the floor.  That's the person that calls that. So you got to
277. 22:39have both. And then it'll just be a lot of stuff  like, you know, reasons to trust us. And look,
278. 22:43I'm looking different keywords. So you carpet  cleaning is the one I want, which was up here.
279. 22:48We got a variation down here. And then going  into some of the other services that are part of
280. 22:52the carpet cleaning umbrella. You know, the GMBB  thing went down for this, too, like years ago. But
281. 22:56it just doesn't it doesn't matter at this point.  It won't die. No, it's it's still sitting there.
282. 23:02Number one, you can probably search it. It'll  probably come up and then just pages for each of
283. 23:06the items. So, a lot of companies won't do this.  They'll just have like a bulletoint list of these,
284. 23:10you know, five, six things. That's it. That's not  helpful to Google. Yeah. I just Googled carpet
285. 23:14cleaning Irving, Texas, and you're you're number  one. Yeah. Cool. I'm like 45 minutes from Irving,
286. 23:20so this is very relevant to me. Yeah. I try to  pick spots like that. You can you take this skill,
287. 23:25you can apply it to anything. So, it's kind of  like shiny object syndrome. You got to watch
288. 23:28that because it's really it's really tough. If you  could do it for anything, you're like, "Oh my god,
289. 23:32I could do it on this. I could do it on that."  It's really hard to block all that out and to try
290. 23:36to pick stuff, but you got to be really rigorous  like, "Okay, this one looks good." And follow the
291. 23:41process and try to pick something that's going  to be easy so it stays like that because like I
292. 23:45don't want to sit here and like do content or have  to keep managing links and all these things. So,
293. 23:50how long has this site been up? May 2017, 18  somewhere around there. And how much has it made
294. 23:57lifetime would you guess? It's been rented at 500  bucks a month. So whatever that is times however
295. 24:01many months it's been 50 grand. I mean geez  something like that. Yeah. And your cost on that
296. 24:06has been 10 bucks a month. Probably less because  it's shared hosting across the or like the cloud
297. 24:11plan with a million other sites. Has it been the  same person that you're selling these leads to the
298. 24:15whole time? Yeah. Well, they probably love you.  They're probably making way more than that or they
299. 24:19would have churned by now. They're just I find  this with a lot of these. there's really not much
300. 24:25churn. I think part of it is it's sticky because  organic is just better. The leads are just better.
301. 24:30I've run ads before it's it's higher intent.  And the person from the customer's perspective,
302. 24:37right? Think about them. They search like, you  know, carpet cleaning, whatever. They see a
303. 24:41billion results they can pick from. You're like,  who do you pick? They're assuming that the person
304. 24:45that's number one, Google must have put them there  for a reason. Now, we know that I just manipulated
305. 24:51it to get there, but they don't know that. They  assume like, oh, well, Google must know. So,
306. 24:55they just trust in Google and choose the first  one. And studies support that, which is cool. So,
307. 25:01those leads are just better. Are there certain  niches that you would recommend people never
308. 25:04touch? Yeah. Okay. Elevator repair. There's  one. Don't touch that. That was what I had a
309. 25:11I had a client do it in uh New York City. They're  ranking number one for that and we're getting all
310. 25:16kinds of leads. went to rent out the site and I'm  like, "Wow, this was an easy one. Never thought
311. 25:20of this." We found out that the elevator companies  do really long-term contracts and then they charge
312. 25:26you hefty fees to break the contract. So, even  though people wanted to switch to save money,
313. 25:30they wouldn't actually do it because they'd have  to pay so much to get out of it. So, we couldn't
314. 25:34rent out the site. So, they weren't high intent  searchers. Yeah. They they just they would not
315. 25:40break the contracts because it cost so much. Yeah.  And like you wouldn't know that unless you called
316. 25:44people ahead of time, which you're probably not  going to do. Yeah. Any other niches that are stay
317. 25:49away from? Jet rental. I did that one. That was  pretty cool. I had Lux private jet rental. Jets.
318. 25:55Yeah. I had a site that was crushing it for that.  It was bringing a lot of stuff, but I had a person
319. 25:59who was taking the leads and he was essentially a  jet broker because I couldn't get the jet owner.
320. 26:06So he was trying to like middleman it oh sell  those leads and it's like a middleman on top of
321. 26:11a middleman. So it was kind of pain. And then once  he kind of fizzled out because he started trying
322. 26:16to just jack up the prices of some insane thing  and try to get like a a money one on just one
323. 26:21shot. And I was like dude you're just wasting my  leads now. But then I couldn't really find anybody
324. 26:25else to do that with. Yeah. So that's like another  one there. There's some that just you know not
325. 26:29every one of these is going to work out. You know  it's okay. But um yeah, I took a shot on some big
326. 26:34ones like that just to see because it was it would  have been worth a lot. If we were to call this
327. 26:38like a supply and demand marketplace, the demand  side being the number of business owners willing
328. 26:43to buy these leads and the supply side being the  number of leads that you're actually generating.
329. 26:47Yeah. Which is harder for you? Finding someone to  buy the leads or actually generating the leads?
330. 26:51I think it's finding a buyer, finding the right  buyer because there's tons of people who will give
331. 26:56it a shot, but people that are serious and that  have the right mindset much harder to find. Yeah,
332. 27:01there's a lot of people who are just like, "Oh,  yeah. I work entirely off referrals." And then
333. 27:05I'm like, "Okay, well, you know, thousand bucks."  And they're like, "Housand dollars." And I'm like,
334. 27:09"Dude, you're gonna make 20 grand just off the  revenue on these few that just came in." Like
335. 27:13they don't even if the math makes sense, they  still don't always go with it. So, it's like not
336. 27:18logical. It's like an emotional thing for them.  They're prideful about it. Yeah. Do you give them
337. 27:22leads for free to capture them or does that not  work? I generally do it for a few days. I don't
338. 27:28want to go more than that because to the core I  believe free has no value. So I have a hard time
339. 27:33doing this to begin with because I'm like I'm I  did work to get this and now you're just taking it
340. 27:38and blowing it. So I give them it for a few days  and then we'll see how they respond and I'm just
341. 27:43kind of watching like first off the people that  I'm going for people who are already paying for
342. 27:47ads. I'm not just going to Google a random person.  I'm looking for people who are actively spending
343. 27:50money. rely on Facebook ads. I don't care what  it is, but I want to see that they're investing
344. 27:54in themselves because at least they already  have the mindset. And then once I know that,
345. 27:58okay, I know something about them. I'll give them  a shot at this. One of the questions I'll ask is,
346. 28:03are you like, how soon are you going to follow  up with the customer? Like, here's this person,
347. 28:06they want this now. Like, how soon can you get  to them? And if they tell me today and they
348. 28:10don't call today, they're done. I'll just find  another one. I'm like, I need to trust them and
349. 28:14they need to communicate with me and it needs to  be professional. Sometimes I'll just call them,
350. 28:18shadow call, see what happens. And when they pick  up the phone, hello. Like a secret shopper. Yeah.
351. 28:22It's like you're not a business owner. Answer the  phone like a business professionally or you're
352. 28:26out too. So I just have a list of things like if  they do this, you're done immediately to the next
353. 28:30one to try to find the right person because once  you do, then you don't have to touch it. Yeah.
354. 28:35So do you use like the meta ads library to see  who's advertising on Meta and then to see who's
355. 28:40advertising on Google? You just Google that. You  just like literally Google it as if you're looking
356. 28:44for it. Okay. Yep. And I'll just look for people  that are interesting because like sometimes it's
357. 28:48Google, you'll Google somebody, it'll be like a  national company. I don't want that either because
358. 28:52I don't want some call center. I want a local  person who's trying to run ads. Okay. If you build
359. 28:57a site, let's say it's, you know, uh, greenville  towing.com. You build that on July 1st. How long
360. 29:03do you wait before trying to find a buyer for the  leads? Do you want to see leads come in first or
361. 29:08what? I don't know, a couple months. Okay. You let  it simmer and Yeah. Like I've gone back and forth
362. 29:12on this. I don't have really a set rule for this  one. I have a VA that does the kind of outreach
363. 29:16now, so I don't really have to do anything. Two  months or so, something will start coming in
364. 29:20and then I'll have them looking for somebody to at  least start testing the waters anyways. Like, hey,
365. 29:25you know, we got something cooking here. Would  you be open to this if we sent you some stuff,
366. 29:30like just get a cut and I'll try to do like a  referral or commission thing up front and then
367. 29:34immediately flip it to flat fee when I see  them close some things. But then I'll like
368. 29:38I'll test them because I don't trust them. So,  I'll call the customers and pretend I'm doing
369. 29:42a satisfaction survey and see if they actually  went with that person, how much they charged,
370. 29:46and if the stuff lines up with what the business  owner is telling me. How many of your deals are
371. 29:51revshare versus flat fee? Vast majority are flat  fee. Revshare is just something I done recently.
372. 29:57I was out in Vegas on uh dropping bombs with  Brad Lee and he was talking about Revshare and
373. 30:03like after we got off the pod and I was like,  "Oh my god, why didn't I think of this?" So,
374. 30:08I came home and I immediately started doing rev  share. I reached out to my highest paying clients,
375. 30:13like the bigger flat fees, four or five  grand a month clients, and I was like,
376. 30:17I got a way I can get you more leads, but I want  to change the structure of how we're doing this.
377. 30:21And just pitched a bunch of them on Revshare. And  immediately started doing that. And my income went
378. 30:25way up because it was just at a certain point  I'm like, passive is cool. You know, four or
379. 30:30five grand coming in from that site. I love that.  But like if I can make 30 or 40 off that site,
380. 30:35I'll throw in a few more GMBBS and do some other  things to get this going. But you got to make it
381. 30:39worth my while, which was the red, which made a  huge huge difference. What percentage do you take?
382. 30:4420%. Okay. Just off the top, the gross revenue.  It'll depend on the niche though cuz like Okay, I
383. 30:49got a landscaping one. That one I can't that one's  net because the gross it's weird to like try to
384. 30:55calculate that because they had so much materials  and all these things. So, I like I it depends on
385. 30:59the niche whether I'm going gross or net. And then  if it's gross, it's lower. If it's net, it's going
386. 31:04to be higher. And you really have to have a high  level of trust with that. The business owner has
387. 31:08to have a high level of trust in you to want to do  this because you're taking a significant portion
388. 31:13of what they're doing. Oh, yeah. How do you trust  them or know that they're closing what they say
389. 31:17they're closing and that their margins are what  they say they are? I'm asking for read access to
390. 31:22their CRM and their payment system like QuickBooks  or HubSpot. Yeah, the structure probably doesn't
391. 31:27work for a brand new customer. You got to  get to know each other for a while. No. Yeah,
392. 31:30you need a you need an existing relationship  or you got to be really good on the phone. I
393. 31:35had that recently with a a paving company. That  one actually I have it's like fake equity in the
394. 31:40company which I could talk about but like that  was a completely random one that wasn't a new one
395. 31:44but that's I don't know we just had really good  report that doesn't happen much. Now you say do
396. 31:50other things for you. Are are you willing to just  put paid ads like Google ads or LSA into it to
397. 31:56drive more leads for them? Because the numbers on  that could make sense if they're sharing revenue,
398. 32:00right? Yeah. Yeah, it absolutely could. I mean,  for me, so I do a bunch of different things like
399. 32:05the the rental things is one. I've been buying  businesses. I've been doing these revenue shares
400. 32:09and equity deals. Those are like the three core  ones. My goal is always to try to make try to pull
401. 32:14myself out and make it as passive as possible for  me. So, running ads and all these other things,
402. 32:18I don't want to deal with it. But I have pulled  in friends of mine who do that with their agencies
403. 32:23and just give them a cut of my cut and then try  to negotiate a little bit more for me. Talk to
404. 32:27the business owner and be like, "All right, I know  we're at 20. I got another guy who could do this.
405. 32:31I'll work with him and manage that relationship.  If you bump us to 25, I'll give a piece to him."
406. 32:36I'm like, "You don't have to deal with it. Nothing  changes on your end. I'll just drive you way more
407. 32:40leads. We're going to have it from Facebook now  and Google." And then just keep stacking this with
408. 32:44people I know. Yeah. What are you looking for  in the first three minutes when it comes to a
409. 32:48niche or a city that tell you this is a winner?  Do you want me to just walk through one? Yeah,
410. 32:52please. So, people are like, you know, where  do I find a niche? It always makes me laugh.
411. 32:57Look around all the trucks that drive by you  with car wraps on the side of them. But I like
412. 33:02going to thumbtack.com near-me and then they  have all these different categories of things
413. 33:07and each under each category is just a million  businesses that you could just look through and
414. 33:11start googling these. But I personally really like  home improvement. So I'll just start going through
415. 33:16these and just take a niche and start googling  it. So like, you know, we could do as best as
416. 33:21testing. Let me just as best testing. I'll just  pick a city. We'll we'll try Dallas. All right,
417. 33:27cool. So I just popped in asbesus testing for  Dallas. I skipped over all the sponsored. Don't
418. 33:32care about that. Looking at the maps. I want to  see really low. So like less than 10 reviews.
419. 33:38And possible. I'd like to see where they don't  have a website or maybe instead of a website they
420. 33:42have like a social media profile. Like I've  seen people's Twitters, I've seen Facebooks,
421. 33:45all kinds of stuff. Wow. Those type of things in  here tells me these people don't know what they're
422. 33:49doing. So that's going to be Yeah. And they're  ranking highly regardless. Right. Right. They're
423. 33:53begging for a competitor. And then looking in  here, I also want to see like looking at the names
424. 33:57of the businesses, nobody has an exact match. So  if I went Dallas is testing right now, I'm in this
425. 34:03map somewhere automatically just by virtue of my  name being the exact keyword. when nobody else has
426. 34:09that. I like the map, how the map looks. So, let's  go organic now. Now, organic. I want to see local
427. 34:14companies. Now, the first thing I see, this dude's  got an inner page. From a content perspective,
428. 34:18one page on somebody's website that may have, you  know, a couple hundred words on it or something
429. 34:23is not going to beat an entire website built on  that topic around that location, right? Like, if
430. 34:28I build a Dallas, Texas environmental consulting  thing or an asbestous testing, there's no way this
431. 34:34guy's one page beats my entire site. So, I'm not  worried about inner pages. So, he's him I don't
432. 34:39care. So, this guy's number one, right? Yeah.  Which is interesting because So, that means like,
433. 34:44okay, that's a great sign. And then a Yelp. I'm  like, I don't care about Yelp either. Google
434. 34:48would rather have That shouldn't be number three.  Yeah. Google would rather have me, but you know,
435. 34:54all these local companies aren't doing a good job,  so whatever. I'm just going to steamroll them,
436. 34:59right? So, I'm going in here and I'll just kind of  look through. Don't care about sponsored. And then
437. 35:03here we go again. Inner page. Inner page. inner  page, you know, that might be a local one. That's
438. 35:08better. You say inner page, you're just looking  at the domain. It's you're not just seeing the
439. 35:12domain, you're seeing a sub page on the domain.  Yeah. Yeah. Like, right, like the little carrot,
440. 35:16right? Asbestous testing, whatever. So, we can  click on one. Yeah. So, it's like, all right,
441. 35:20he actually did okay. Like, this looks like the  H1 for his page. Cool. And he's got some content
442. 35:25and stuff, but like there's really not that much  on this. It's not the only thing he does either.
443. 35:30Yeah. And like, you know, what is what is he got?  400 words maybe on the whole page. So, it's like
444. 35:35if I create a website and I got, you know, 1,500  on that topic and then I go into detail on all
445. 35:41the service pages on the same thing, I'm telling  Google, I'm a beast. I know everything about this.
446. 35:46This guy doesn't know anything. Come on. And then  Google's looking at me like, okay, this this might
447. 35:50be a better option for the customer. This person  seems to know more. Yeah. Right. But like the map,
448. 35:54I I don't love I like a lot of the stuff I  see, but I don't love how it's like 32 30 42.
449. 36:01And because I want to do both, I want the map and  organic. I'm skipping this even though, you know,
450. 36:05the bottom looks nice. So then I'm straight back  to thumbtac. Uhuh. Cool. So I'll just go down the
451. 36:12list. Let's try mold remediation. We'll stick  with Dallas. Let's just do mold remediation.
452. 36:19If I could spell. Okay. So we're skipping the  ads down to here. Old remediation. 15 46 138.
453. 36:28So like I don't like that either. Nope. too much.  Instantly done. And I'll just do this. I'll keep
454. 36:33going through the list and figure out like, okay,  which one of these might work. What about radon
455. 36:38mitigation? That's interesting. These are all very  high ticket, too, right? Yeah. Like, we had radon
456. 36:44at my parents house like years ago. That thing was  like $6,000 for them to install some kind of crazy
457. 36:49system to put it out. Look, this first one has one  review. Yeah. So, like there, this is interesting.
458. 36:54Nobody even came up for the map. That's so Yep.  Right there. I want to let me let me try something
459. 37:00else here and see if there's any other Another  thing you could do is go to trends.google.com
460. 37:06and compare two search terms against each other.  Put radon removal in one, radon mitigation in the
461. 37:12other and you can see all right well you know  nothing showed up for mitigation because no one
462. 37:17really searches that. They all search for removal.  So you don't want to get a false positive either,
463. 37:21right? Yeah. I'm trying to pick whatever the main  keyword is. I don't know the niche so I don't know
464. 37:25what that is. I'm assuming it's mitigation but you  know I tried both. We see the same guy. There's
465. 37:29He's one person. He's got one review and the only  category is environmental consultant. So, it's
466. 37:35like we could check Google's categories right now  and see if there's something related to radon. And
467. 37:39I don't know if there is, but this might be the  category we pick. But I I'm loving the fact that
468. 37:43there's only one review. He's got a branded thing.  He put his LLC in the the title of his GMBB. So,
469. 37:48he he doesn't know what he's doing. He's 68  years old. He's he's he's 97. These other people,
470. 37:54we got another Here we go again. Inner page.  inner page, a directory. There's that dude,
471. 38:00so he's clueless. Then we got national radon  defense. That's probably a national site. I
472. 38:05see Texas. I see a Reddit. Maybe somebody that's  local, Better Business Bureau and Angie's List.
473. 38:10So, it's like here's a winner right here. And how  much is Radon worth? So, I know that if I put up
474. 38:14a site for this, I could probably be number one  in a month just with content without doing any
475. 38:19link building at all. And if I get a GMBB for  this, Google will probably either boot this guy
476. 38:25or create the three map instead of one map. Okay,  I can't believe I forgot to mention this during
477. 38:29my episode when I was at my freaking studio. I'm  clearly in a hotel right now, but me and my team
478. 38:34will build this for you, a lead genen website  with a niche and a geography, and we'll set it
479. 38:38up with SEO and backlinks and everything you need  to be successful. This is a brand new service that
480. 38:42we're offering. and it's called done for you and  we put a link in the description below so you can
481. 38:46apply to do this with us because a lot of people  get hung up on all the details. Like they want
482. 38:50the finished product, the website, but they don't  know how to get there. We will do all of that for
483. 38:54you and just hand over a website to you that is  functional, working, and generating leads. And
484. 39:00if it's not generating leads, we will swap it out  with a different niche andor geography until it
485. 39:04is. Check the link below for more info on that.  How are you able to get Google business profile
486. 39:08listings for all these things in all these cities?  Because it's getting more strict, isn't it? Yeah,
487. 39:12I mean I generally work with a contractor. So  I'll generate leads organically first, which
488. 39:16is obviously a little bit harder, but then once  you have those leads, I reach out to the person,
489. 39:21I'll make a deal, and then once I see that  they're paying me and we have our establish
490. 39:25a relationship, it's going a little bit, then  kind of like my rev share idea, I'm just going
491. 39:30back to them and saying, "Hey, you know, I've got  a way that we can get a lot more leads coming in,
492. 39:35but I would need your help. Like you down to help  me get this?" Okay. It's like a He's creating a
493. 39:40false competitor, right? Basically. Yeah. Illusion  of saturation. Yep. I'll have him help me do it.
494. 39:45I mean, there's guaranteed ways to do it. You  could just spin up LLC's, but I won't do that
495. 39:49unless it's worth a lot of money because taxes  and all the other stuff that comes with it. So,
496. 39:53outside of picking the name, picking the niche,  getting the Google business profile. What are some
497. 39:57other best practices for ranking quickly, like SEO  best practices? Go into all the competitors sites.
498. 40:03Google whatever the niche is. So, we just did  radon mitigation. Look up all the competitors and
499. 40:07see what they're talking about. I take notes and  just get a big list. And then I'll go into other
500. 40:11cities, too. So, like, you know, Dallas might  have no competition, but San Diego might have
501. 40:16killer competition. And I want to know where the  competition's crazy because they'll have better
502. 40:20stuff. So, I'm going to go into all the top cities  and see who's got it. And once I have an idea of
503. 40:25all the things we could potentially talk about,  then I'll go look at the keywords and see like,
504. 40:28okay, what should be a page and what shouldn't  based on volumes. 500 plus keyword searches or so,
505. 40:34let's do something. 50s, don't really care. I'll  weave it in where I can. And that's kind of how
506. 40:40I'm building out the overall structure.  And then once that structure is created,
507. 40:43that content's got to be really really good. So  I'm trying to weave the the keywords in there.
508. 40:48I'm trying to make sure it answers questions,  structuring it for AI's doing a lot of like making
509. 40:53sure the HTML is lined up correctly like what  is the umbrella keyword versus the things that
510. 40:58should fall under that logically because that's  how Google's looking at it. And then creating some
511. 41:03structure with frequently asked questions. And  for that you just go to chatgbt and type it in.
512. 41:07I'm trying to rank a site for radon mitigation  in Dallas. What are the common questions that
513. 41:12consumers have about this? And it'll spit out  like ask Yelp and ask Reddit or like ask all
514. 41:18the social media sites. You can put that right in  the prompt and it'll pull exact quotes from Yelp,
515. 41:23Reddit, Facebook, all the social profiles and now  you have stuff you could write about and then you
516. 41:28just throw it right into the content on whatever  the related page is. Yeah. So if this business,
517. 41:34this industry has seen any disruption from AI,  it's been positive disruption. It's made it more
518. 41:39scalable. Yeah. More doable. Yeah. People get  worried about the AI taking away searches and
519. 41:45whatever, but it doesn't this is the last thing to  be affected because people still want to talk to a
520. 41:50person. They don't want an AI answer. They want  to answer the phone and like install this thing
521. 41:54for their house so they don't die. Yeah. Do you  use any other thirdparty tools for finding the
522. 41:58supply and the demand imbalances in these markets  or are you literally doing what you just shared
523. 42:03your screen and showed me? I mean two so SCM Rush  if you want one that's like already out there. I
524. 42:09have an AI engineer friend who built a private one  for me that just kind of does the research for me
525. 42:14so I don't really have to do the manual googling  anymore. Yeah. What are your numbers like today?
526. 42:18How many sites do you have? What's your monthly  revenue, profit, etc.? It's 232 sites. You're
527. 42:24gonna have to do the math on the profit. I'm not  going to know what that is. But we finished the
528. 42:30month 1925 last month. Holy crap. In one month.  Yeah. And growing, I imagine. Oh, yeah. Yeah. I
529. 42:38mean, it's just from last year, it's drastically  different that I have to thank Brad because the
530. 42:42the introduction of the revenue share, just that  idea jacked this up tremendously just because you
531. 42:47can make so much more off one person and I don't  have to keep taking on more clients. I can just
532. 42:51grow one person. What do your costs look like? I  mean, you've got a virtual assistant. That's not
533. 42:55much. It's usually around 50 grand for the year.  So, like Okay. One VA for everything. Yeah. One
534. 43:01VA is 1,200 bucks. The other one's a,000. Cloud  hosting's like 300 a month. Call Rails like 5600
535. 43:09a month. I'm on a legacy plan at this point. So,  that's cool. They didn't boot me. Rank tracking
536. 43:14would be like 150. And then Valter for uh cloud  servers all over the place for map listings and
537. 43:21things. And then my VA just kind of manage it all  for me. So I don't really have to do much other
538. 43:25than just kind of oversee check in. I was going  to ask for your tech stack, but I think you just
539. 43:29listed it out. So yeah, it's all of it. Yeah. When  you're tracking like people are getting this many
540. 43:33calls, they're actually answering. They're calling  back. That's all done through call rail. Yeah,
541. 43:37VAS are doing all that. I'm not doing any of  that. I look at a a rank report on Mondays that
542. 43:41the VA send me and the call tracking report to see  that numbers are stable. We have so much data over
543. 43:47the time. I can see general trends. So, like if  there's seasonality or weird things that happen
544. 43:51and as long as it they both look okay. Like if  rankings tanked but the call volume is still the
545. 43:56same, I'm like whatever. But if rankings went down  and call volume went down, then I'm like, "Okay,
546. 44:01let's see what's up and we'll look into it." But  generally, most of the sites are things like the
547. 44:06Irving one where they're just sitting. So, it's  not I don't do anything. It's literally passive. I
548. 44:11don't do anything with it. The bigger ones are the  ones I'm kind of on top of more because those are
549. 44:16worth hundreds of thousands per site. So that I'm  like watching a little bit heavier. So over 90%
550. 44:22net profit margins. Yeah. How many hours per week  are you spending on this? On this two or three.
551. 44:28Wow. For for the rental sites. The other the other  things I'm doing like the equity share stuff and
552. 44:32whatever that's newer. So I'm spend a lot quite  a bit of time on that. But I guess it's like I'm
553. 44:37looking at it as like do you have to? No. I could  just go chill and do nothing, but I would lose my
554. 44:42mind. So, I have to something and that's what I  choose to spend it on. So, what should someone's
555. 44:46first step be for getting involved with this  business? Just going and finding their niche and
556. 44:50learning WordPress. Is WordPress very difficult  to learn for something like this? There's lots
557. 44:55of tutorials and things for WordPress. And you  could use drag and drop like Elementor, Divvy,
558. 44:59Bakery Builder, all easy things. They give you a  menu of items like drag title onto the page, drag
559. 45:04paragraph. You can just play with it and learn  it. content and stuff easy to just Google things,
560. 45:08domains and stuff. We just went over niches we  just went over. I think the only thing that people
561. 45:13are going to have a problem with is probably link  building. So like if people are trying to do the
562. 45:17whole YouTube University learn for free thing,  good luck. Follow one person instead of multiple
563. 45:22so at least the puzzle pieces will line up  instead of taking one thing from that guy and one
564. 45:26thing from this guy and trying to jam the pieces  together. And then in terms of like renting sites
565. 45:30out, it's really not that hard. The conversation  is you have leads in hand, you already have
566. 45:34something valuable. I'm literally just calling  the person and saying, "Hey, I know you don't
567. 45:38know me from Adam, but I've got customers that  want this." I'm like, "If I send you some people,
568. 45:42can we work out a cut?" And the majority of people  will say, "Yeah, cool. That sounds great." Yeah.
569. 45:46And then I'll just test the relationship. What do  you use to invoice them every month? Stripe. It's
570. 45:51always Stripe. I'll get their credit card, have it  on file, autopay. I'm not doing invoicing because
571. 45:56I don't want them to have any control. I want all  the control. Do you think that SEO skills tactics
572. 46:01are more important or is the right niche selection  more important? Niche is definitely important,
573. 46:07but that SEO piece is the last little bump that  can make something go from worth 400 bucks a
574. 46:13month to worth like four grand a month. So your  first six sites replace your income. What did
575. 46:19your first year, second year like? How did your  growth look like from that first year until today?
576. 46:24kind of like a one of these because it was it was  pretty incremental. Uh literally until last year.
577. 46:31It's been kind of like a a little wave going up  and then this past year was just a straight ramp
578. 46:38just because of the revenue share thing. I just  picked the the biggest clients and went all in on
579. 46:43trying to grow those. Is this a good thing to do  on the side like a aside a full-time job as a side
580. 46:48hustle? I love it as a side hustle idea because  there's lots of people that have walked away from
581. 46:53jobs and all kinds of stuff doing exactly this.  I I know three people that have made more than a
582. 46:58million bucks just since 2022 with doing this  on the side of what they're doing. Yeah. Like
583. 47:05eventually quit, but like that's insane. So yeah,  now I love it as a side hustle and it's way better
584. 47:11than any of the ones I tried. Yeah. And we've  all tried a lot. So much better. I think it's
585. 47:16a great thing. I think then in pivoting like I  would highly recommend trying the revenue share
586. 47:21because that makes even more. Yeah. And then I've  also known something called profit interest. It's
587. 47:25kind of like a it's like fake equity or revenue  share on phantom equity. It's like uh allows me
588. 47:30to participate in revenue share now, but I also  can take a piece of the company when it sells. I'm
589. 47:34like I just got a paving deal for that. Their  company's worth three and a half million and
590. 47:38I just got 20% of it. So I'm going to try to push  them as high as I can with SEO and see what I can
591. 47:43do. And then eventually when they sell, I don't  know when that's going to be 10 years from now,
592. 47:4715 years. That's going to be worth a lot of money.  So it's like I'll get the the big thing now,
593. 47:51but I'll get a big chunk at the end, too.  Man, I'm fired up to do this myself. I'm
594. 47:56the guy that's just supposed to ask questions  of it now. I'm like, "Oh, gez." Shiny object,
595. 48:00man. It's It's rough. Rough. It's real.  It's very real. It's rough. Well, Luke,
596. 48:04where can we find you? Where can we learn more  about you uh and everything you do? Uh yeah. I
597. 48:08mean, you want to learn about my stuff? It's it's  website coaching.com. Is there anything we should
598. 48:12have covered that I neglected to ask you about?  I guess there's there's a couple things. Um,
599. 48:17there's a lot of I think one of the things I've  learned that I kind of wish I knew sooner was the
600. 48:22other uses of this. It just never really occurred  to me until recently. I was doing this renting
601. 48:28websites for a long time and it created a a tax  problem, a good one. And I was talking to my CPA
602. 48:34the one day and she's like, "You're going to have  to pay a lot this year." And I was like, "Okay."
603. 48:41And she told me, I almost had a heart attack.  And I was like, okay, how do we not pay that?
604. 48:45And she's like, legally. And I was like, yes,  legally. Uh, and she goes, "You can buy real
605. 48:50estate or buy a business." And I was like, "Okay,  I have real estate. That's not done much for me.
606. 48:55What do What do you mean buy a business?" And  she's like, "Just buy an existing business. Lots
607. 48:58of baby boomers. Go buy one that's already working  and you can take all the FFNA, the furniture,
608. 49:03fixture, equipment, all trucks, all that stuff,  and offset some of your income so you don't have
609. 49:07to pay taxes on it." And I was like, "Cool.  What's the downside?" And she's like, "Well,
610. 49:10next year you're going to have that company making  you money, too, so you're going to have even more
611. 49:13tax problems and you're going to do it again."  Well, and then you you got to run a business
612. 49:17or got to hire someone run this business. I'm  like, "All right, well, whatever." So, I'm like,
613. 49:21"Fine." So, I did that. I I I went I went and I  learned about acquisition and I ended up buying
614. 49:28a a catering company. And I have no experience in  catering. I was only comfortable with this because
615. 49:34of this background. Like knowing SEO, knowing lead  genen, I knew like even if everything fell apart,
616. 49:41their website's doing nothing, ads are doing  anything, I can get the leads. So I'm like,
617. 49:45whatever. How hard could it be? So I bought it.  I took a an SBA loan. It was like 230,000 down or
618. 49:52something. I bought the company 1.7 million.  I took my brother out of his job. He was an
619. 49:57operations manager at a car wash. And I was like,  "Hey, if I gave you half the company, would you
620. 50:03run this?" And he's like, "Absolutely." So, I put  him in to keep me passive and he ran it. So, I've
621. 50:10just been passive partner on this, just pumping  it with leads and it just pays me while I chill.
622. 50:15And then I've just been I just didn't think of  this sooner. So, I'm like, "This is awesome." So,
623. 50:20I just keep trying to buy more businesses to  offset more taxes and use SEO to grow it. And
624. 50:24it's been going well. The catering business, it's  great. It's awesome, man. That's interesting. I
625. 50:30gotta look into that because it too like a lot of  the people with me. I've been trying to show them
626. 50:35the that too because everybody wants to just go as  big as possible and I'm just looking what is the
627. 50:38highest use of this skill set. I think that might  be it. Yeah. Okay. More vertically integrated.
628. 50:44Luke, you're the man. Thank you. Absolutely.  Thanks, Chris. If you like this content, please
629. 50:49share with a friend, hit a like or a comment  below, and we'll see you next time on the Kerner