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This Father of 2 Built a $20k/mo GHL SaaS with a Full Time Job... — Transcript

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0:00Okay, I have to say, this set, "Okay,
0:02your Google Business Profile is not
0:04optimized." When I read that, I was
0:05like,
0:06I cannot believe he closed this guy.
0:08But, it it's it works. You literally
0:12still don't [music] know how to use
0:13HighLevel that well.
0:14>> I do not. I have numerous people that
0:16will testify.
0:18>> [laughter]
0:18>> It's true.
0:20>> Yeah.
0:21>> And then you just come back and you're
0:22like, "Hey, I hit 20K a month."
0:23>> Yeah, I mean, it's
0:24>> And as we've alluded to throughout this,
0:26you have a full-time job, so you have
0:28super limited time to actually be making
0:30these calls.
0:31>> I used to make phone calls, too, when I
0:33was driving the kids around. Like, my
0:348-year-old knows the cold call script. I
0:37mean, he just heard it many times. It's
0:39so minimal. I mean, the amount of time,
0:40it's like maybe 1 or 2 hours a month.
0:42>> This is Kevin's secret sauce right here.
0:45I feel like you can just have this
0:46conversation where you're like, "Look,
0:48this is what you want, isn't it?"
0:50>> But, I always try to come back with
0:51something that is going to either pique
0:53their interest. It's always, "By the
0:55way, I noticed
0:56Do you guys do that?"
0:57>> How's it going, everybody? And welcome
0:58back to the latest segment on this
0:59channel called What's Working, where we
1:01talk about what's working to sell
1:03HighLevel right now in 2026. In this
1:06episode, I get to sit down with Kevin
1:07Patrick, who is a dad of two, and
1:10actually still has a full-time job, and
1:13yet has managed to scale his HighLevel
1:15SaaS to $20,000 a month. Now, the crazy
1:17part about all of this is, number one,
1:19Kevin himself admits that he doesn't
1:21even know really how to use HighLevel
1:23properly. Because he's had so much
1:25limited time, he's just focused on how
1:27to actually get the clients in the door.
1:28And then every time he some tech problem
1:31he can't figure out, he hops on with
1:32support or he hires a specialist to take
1:34care of just [music] that thing. And the
1:35second thing that's crazy is he has done
1:37it with just about 5 hours a week of
1:40actual prospecting. And the main way he
1:43does this is cold calling. So, he'll
1:45cold call on his drive to work, he'll
1:46cold call right before he gets home and
1:48his kids are about to come in the door.
1:50And from that, he's able to generate a
1:51couple conversations a week and close
1:53about one to four clients a month on a
1:54super simple offer, which you will hear
1:56in the video. So, this is an amazing one
1:58if you've been struggling with what to
1:59sell, how to start the conversation,
2:01especially in the home services
2:02industry. Let's get into it. Kevin
2:04Patrick, welcome to the show, man.
2:06>> Thanks, Keith. I'm happy to hear be
2:08here, and let's hang out for a little
2:10bit.
2:10>> Yeah, so what's funny about you is you
2:13just DM'd me out of the blue.
2:15I think like 9 months ago, and you're
2:17like, "Hey, I hit 13k a month."
2:20And like, "I'm only, you know, closing
2:22like a couple people a month. I want to
2:23close more. Like, do you have any
2:24suggestions?"
2:26And I gave you I said, "Do content and
2:28ads." And you were like,
2:30I don't know how that landed with you,
2:31you know.
2:32>> Yeah.
2:32>> And then you just come back, and you're
2:34like, "Hey, I hit 20k a month."
2:36>> [laughter]
2:37>> Uh following some of your strategies
2:38that you've been posting on YouTube. Uh
2:41and um it none of it was through content
2:43and ads, as you're going to see in this
2:44show, guys, that it's very super
2:46beginner-friendly, and super uh
2:48understandable for anybody, especially
2:51someone like Kevin that doesn't come uh
2:53with the marketing background or
2:55uh really a sales background, if I
2:56understand correctly, right?
2:57>> No, I mean, I was um
3:00teaching tennis full-time. That used to
3:03be my background. I used to love
3:04teaching kids tennis and all and at
3:06country clubs and and so on. And then uh
3:08got working into the school system for
3:11many years, and still do. And uh
3:13you know, a guy asked me um a guy who
3:15owned a tennis club um where I worked
3:18at. He started a t-shirt company at one
3:20point. He said,
3:22"I'd like you to do t-shirt sales. I'll
3:23give you a dollar a t-shirt you sell."
3:26So, it was during COVID, and I was like,
3:28you know, where am I going to get people
3:30to buy t-shirts? So, I went on to
3:32Facebook groups, found a bunch of
3:34college kids that were doing um
3:37hackathons.
3:38And they would occasionally do some
3:40hackathons, and they would have a
3:42t-shirt for your every attendee
3:44as uh COVID was like winding down. And
3:47then um
3:48would land deals that way. And uh yeah,
3:50so that was my first introduction to
3:51like kind of like how do I connect with
3:53people online and get them to trust me
3:56and then place an order.
3:58>> Wow, okay.
3:59>> Yeah.
4:00>> That was that was the first time you
4:01made a sale, so to speak.
4:02>> Yes, online. Um,
4:05yeah.
4:05>> So, give us a little bit of background
4:07on you, where you from, family, and how
4:10did you find HighLevel?
4:12>> Yeah, so I'm in New Jersey. Um,
4:14born and raised in New Jersey, got two
4:15kids and a wife and you know, been
4:18living here for a long time and
4:21basically, I was looking for a little
4:23bit way a way to make some extra money.
4:25So, when this guy approached me to, you
4:27know, sell t-shirts, I was like, "Well,
4:29that sounds pretty good." And then, long
4:32story short, I was
4:33on my own. Basically, he wasn't really
4:35helping me like to, you know, wasn't
4:38helping me market myself. So, I said,
4:41"Let me go online." And I did go on
4:43YouTube and I typed in something about
4:44marketing.
4:46I saw Paulson. He was in a video and
4:50they were talking about doing websites
4:51and reviews and stuff for businesses and
4:53I was like, "Well,
4:55some of the businesses I'm targeting are
4:57local to me
4:59and they have they're landscapers and
5:00they need 50 t-shirts and 50 hoodies and
5:03so on, but their website stinks and the
5:05reviews are just okay.
5:08But, those are the guys that cut my
5:09lawn.
5:11So, why don't I talk to them when they
5:12come cut my lawn in in April or March?
5:15And so, you know, being a homeowner, you
5:18have a painter, you probably know a
5:20plumber, electrician. So, immediately, I
5:22was like thinking like, I should totally
5:23talk to some of these local people at
5:25the same time
5:27as I did started, you know, as I started
5:28doing some random outreach, cold calling
5:31out of state. I was literally fearful
5:33that someone local would know it was me.
5:37So,
5:38you know, I started talking to some
5:40local people that I knew, like our
5:41landscaper, painter and so on. And then,
5:44also talking to people out of state cuz
5:46I was just like, I could I realized I
5:48could totally sell what high level
5:51some of those simple features that I
5:52know and understood like a website and
5:54reviews cuz I've always been big on
5:56Google reviews
5:57just because I don't like to go to a bad
5:59restaurant.
6:00>> Yeah.
6:00>> Um
6:01you know, having a kid going to a kids
6:03indoor playground, you want to go to one
6:04that has good ratings and not one that's
6:06like people are saying that it's dirty
6:07and so on.
6:08So, I knew Google reviews were really
6:09important for small business. So, those
6:11are the two things I kind of latched on
6:13from the beginning.
6:14>> So, tell me about the first conversation
6:16with your landscaper. Like you just you
6:18literally watched the YouTube video
6:20earlier that week and you're like, "Hey,
6:22what are you doing for reviews?" Or how
6:23did it start?
6:25>> Yeah, I mean, unfortunately, uh English
6:27was not his first language. So,
6:30explaining that to him and he had two
6:32reviews in Google even though he was
6:34really good. Um he had a nice wrapped
6:36truck. Um but he didn't have a website
6:39and I was basically trying to tell him,
6:41you know, like we can get you so many
6:43more reviews which means you're going to
6:44get more phone calls from local
6:47homeowners and so on. That's how
6:49you know, that's how homeowners
6:50generally find local landscaper and he
6:53and he was just like, "Well, you know, I
6:55just go around and put these flyers in
6:57everyone's mailbox, you know, and that's
6:58how you found me." Which was totally
7:00true.
7:00>> Mhm.
7:01>> So, it didn't go over that well.
7:04>> Yeah.
7:05>> I did end up signing him up. He quit two
7:07or three months later cuz he was like,
7:09"What, you know," he didn't know how to
7:10do anything. I mean, getting him to
7:12to use the Lead Connector app was not
7:15exactly [laughter]
7:16you know.
7:17And that there was nothing I mean, back
7:19then there was so many things that were
7:21not working well with HighLevel.
7:23You know, support.
7:25>> Mhm.
7:26>> You know, I think I mentioned this to
7:28you. I believe I did, but the first
7:31paying customer was not actually that
7:33landscaper. I cold called a Ohio company
7:36for
7:37I landed a radon
7:39uh inspection company
7:41>> for $297 a month and I figured if I
7:44could sell HighLevel first, then I would
7:46go get a website built.
7:48And I got the guy to say yes.
7:50Uh
7:51I scrambled to find HighLevel Pro Tools.
7:55Paid a couple hundred bucks. They built
7:56the website for me to for me to be able
7:58to take the credit card.
8:00And the website they built me is still
8:02the one
8:03I have today. I don't use
8:05>> Nice.
8:05>> Right?
8:06It's [clears throat] the one that looks
8:07like I mean it literally says, "We have
8:09100,000 clients or something."
8:11>> Okay.
8:12>> It's all over the world and it's
8:14Yeah, I mean it's
8:15>> this was HL Pro Tools that built it for
8:17you or some freelance
8:18>> Yeah. Yeah, they built it.
8:20>> I didn't know they were doing website
8:21builds. That's funny.
8:22>> Yeah, they were the only one of the only
8:24support people back then. I needed them
8:26desperately. So, I reached out to them.
8:28I think I paid six or seven hundred
8:29bucks. They did it in like one day.
8:31>> Nice.
8:31>> And then I went on Upwork and found a
8:33guy that I paid I think $300 to make a
8:36review automation for me.
8:38>> There you go.
8:40And uh I I want to point this out cuz
8:41this is the same rule I had for myself.
8:43I tried to start a company in high
8:45school and it was just a lot of like
8:47burning money, like spending on a more
8:49beautiful website, more extra tools, and
8:52all this stuff. And then I
8:54quit like four months in cuz I was like,
8:55"All I've done is spend money." So, I
8:56had the same rule for myself where I was
8:58like, "I have to get somebody else to
8:59pay me and then I'll use that money to
9:01build my website because I know for a
9:03fact that building a website is a waste
9:05of time right now.
9:06>> Right.
9:06>> And uh it's it's awesome to hear that's
9:08the same thing you did.
9:10>> Yeah, and I heard so I think it was Ali
9:12Boyd said at one point someone was
9:13talking in the
9:15chat group or in the HighLevel group
9:17about websites whatever and she chimed
9:19in one time and said something like, "I
9:20never website till I made 500,000
9:22bucks."
9:23>> Yeah.
9:23>> I was like, "If she didn't need one, I
9:25don't need one.
9:26Nobody cares."
9:28>> Yeah.
9:28>> The moment someone asked me,
9:31they'll say, "Oh, can you send me over
9:33your website or can you share your
9:34website with me?" I just flip it right
9:36back to them and say, "Speaking of
9:37websites, I looked at yours.
9:40You know,
9:41cuz my website doesn't matter. Yours is
9:44the one that really matters. If it's not
9:45converting, it doesn't showcase what you
9:47do."
9:48>> Okay, so you sell the radon guy, and
9:50that was on review automation only or a
9:52website as well?
9:54>> Only review automation.
9:56>> Okay. And how much did you charge?
9:57>> $297 a month.
9:59>> Okay. And you still have them to this
10:00day?
10:01>> No.
10:02>> Okay.
10:02>> No. He only lasted a couple of months.
10:05He was my first one. I totally botched
10:07it. I mean, it was I had no idea what I
10:10was doing. I mean, I was literally
10:11calling him every couple days saying,
10:15"Can you email me over your newest
10:17customers?" Like, I didn't know how to
10:18import anything.
10:20>> You You didn't know how to have a smooth
10:22onboarding process and get the leads in,
10:24get the reviews going.
10:26And um I think I mentioned or I heard
10:29you mention on another interview that
10:31you did like you literally still don't
10:34know how to use HighLevel that well.
10:36>> No, I do not. They have no I have
10:39numerous people that will testify
10:41that's true.
10:43>> [laughter]
10:43>> Yeah.
10:44>> Like, what What's the extent of your
10:46HighLevel proficiency?
10:48>> I can um
10:50I can
10:52copy and paste a workflow from one
10:53subaccount to another. I'm not that
10:56great at snapshots right now. I'm a
10:58little bit, you know, I know that you
11:00can do that, but I don't use them
11:02the way you could. And uh
11:06I mean, other than a few other things,
11:07that's basically it. Like,
11:09I don't do much. I try to really keep it
11:11simple and
11:13I actually pay for one of those supports
11:16uh
11:17Extendly.
11:18>> Mhm.
11:19>> I use them for myself because I
11:22Yeah, I just It's always me using it.
11:23It's not my customers using it. I need
11:26help quickly, and I don't want to wait
11:28with anyone else.
11:29>> Yeah.
11:29>> Yeah, wait for 30 minutes on standard
11:31HighLevel support.
11:32>> Correct.
11:32>> I did want to go back. You mentioned um
11:35the There was a lot of problems with
11:38your landscaper. Like, was it the mobile
11:40app wasn't up to par by that point or
11:42support or what was the issue?
11:45>> Yes. So, I think what I've learned over
11:47the years with different business owners
11:50and so on is some of them are organized
11:52and some are not. Some have CRMs that
11:54are easy to tap into or download lists
11:57and some are just on the fly. They're
11:59still doing paper pencil. So,
12:02a landscaper that where English is not
12:04his first language is more unlikely, I
12:07guess, in my opinion, to have some of
12:09those systems in place. So, that's the
12:10kind of way he was and it was just,
12:13you know, difficult for me to,
12:16you know, kind of get him on board
12:18properly to use it. Whereas,
12:21you know, a guy that I just signed up
12:242 weeks ago,
12:25um that's uh
12:27glass shower door enclosure, he's got a
12:30CRM. So, he's going to just download the
12:32entire list and then
12:34>> Yeah.
12:34>> we'll be
12:35smooth sailing.
12:36>> Nice. So, it wasn't so much HighLevel's
12:38issue. It was his issue integrating into
12:41HighLevel or like learning how to use
12:43the tech.
12:44>> Right.
12:44>> And I'm assuming at this point when you
12:46were selling, you leaned in heavier to,
12:48"Hey, there's this awesome app and
12:50you're going to be able to use all this
12:51and everything." And now
12:53I
12:54really, correct me if I'm wrong, but
12:56you're not leaning into that part as
12:58heavily. You're just talking about,
13:00"Reviews, we're going to fix these
13:01problems for you and you're not
13:03mentioning we're going to add something
13:04else to your tech stack, right?"
13:06>> Right. I try to lean more on just these
13:07are the results that are going to happen
13:10that you said you wanted.
13:11>> And do they end up downloading the Lead
13:13Connector app or no?
13:14>> Yeah. Yeah. I I Yeah.
13:16>> And that's a great segue into, like,
13:17what are you selling most of the time
13:19now? You have about $20,000 a month in
13:22recurring revenue, but it's split
13:24between a few different things. Can you
13:26explain
13:28what's your favorite, why are some of
13:30them not on that, and how do you
13:32typically
13:33go in the sales process and decide what
13:35to sell them?
13:35>> Yes, so for me, it depends on the
13:39business. I try to just assess the
13:41business from the outset. Like, how long
13:44have they been in business? Is it a
13:45business that
13:47is something that kind of has some
13:51structure to it, like they've been
13:52around for a couple years, they may have
13:53a sales guy on their team, or
13:56they have some people actually doing the
13:57work themselves, or sorry, doing the
13:59work for them.
14:00Um like an installer or something like
14:02that. Or a painter has painters that are
14:04subcontractors. So, those guys seem like
14:06more legit businesses to me.
14:09And so, for them, I I still almost
14:11always go in at some point and talk
14:14about Google Business Profile, how
14:16important it is, optimizing it,
14:19um the reviews, and the website.
14:22And I don't try to talk about the
14:23reviews as like, "Hey, reviews are
14:25really great. It'll help you help you um
14:29you know, have a 5.0 rating and so on."
14:31I try to sell it from a homeowner's
14:32standpoint. Like, the local homeowner,
14:35you know, husband or wife is looking for
14:37a painter, plumber, whatever, they're
14:38going to pick the company that has the
14:40best reviews, looks the best online. Do
14:42you want to look like that? And they'll
14:45usually say, "Yes."
14:46Or, you know, "Keaton, would you be
14:47opposed to being the number one ranked
14:49painter in the area?" They never They
14:52never oppose that.
14:53>> Yeah.
14:54>> So, I try to speak it uh speak it um
14:57to them in those terms. Like, I always
14:59say like, "Hey, I'm a I'm a homeowner.
15:01We use a landscaper, we use a plumber,
15:03we use a painter.
15:05And so, you could be in the mix
15:07with all these local people, but right
15:09now you're invisible."
15:11I don't try to tell them like, "Hey,
15:14we're going to add 200 reviews. That's
15:16really important." I try to speak it in
15:18different terms, and then I'll tell them
15:21like, how we're going to do it later.
15:23>> Okay.
15:24>> And I I think you really like this is
15:27Kevin's secret sauce right here is like
15:30it's like copywriting. If you're
15:32listening to this you don't know what
15:33that word means.
15:34When you write an ad or the words on a
15:36website or the words on like a
15:38billboard, that's copywriting.
15:41And Kevin is a master of like taking the
15:45copywriting principles that you're
15:48supposed to put in ads and then just
15:49doing it in a one-to-one format, which I
15:52guess is just called sales.
15:54But especially in a home services
15:57like context where people are a lot less
15:59technical I feel like you can just have
16:02this conversation where you're like look
16:05this is what you want, isn't it? And
16:07they're like yeah.
16:09But I get 20 calls like this a week. I
16:12don't know like you're still able to
16:15whittle that down into a sale eventually
16:18because you can explain it in terms that
16:20don't feel inaccessible to them. Would
16:22you agree with that?
16:23>> People say all the time that I get these
16:26calls daily.
16:28And I usually get off the phone quickly,
16:29but with you I'm still talking to you
16:31and I don't know why.
16:33And I think it comes back to the fact
16:34that when I'm chatting with them, I try
16:36to be as real as possible.
16:39Pepper in either real tidbits about my
16:43life like my kids or my wife or that I'm
16:46a homeowner and relate that to them and
16:49their life somehow someway. And it's not
16:52always perfect or smooth, but it just
16:54makes you sound like a real human.
16:57And you're there to help them someway
17:00and you may not know right away how
17:02you're going to help them, but that's
17:03your mission and you just want to have a
17:05relationship and just chat with them for
17:07a few minutes. So that's how my calls
17:09often go.
17:10And it's been I think something that's
17:13made a huge difference with all of the
17:15calls I've done. If that makes sense.
17:17>> Yeah, so how does that usually play out?
17:19Like what's the opener and then how do
17:21you get to like chatting about your kids
17:23or do you start with chatting about the
17:25kids?
17:25>> So, 99% of the time I will start off
17:28with the It's a very common cold call
17:31opener. You know, hey, this is actually
17:33a cold call. Do you want to hang up now
17:35or do you want to hear me out for 30
17:36seconds and then decide?
17:38And obviously in the moment I'm a little
17:39more impactful with the the words, the
17:41way I say it. But you get a little of a
17:42chuckle out of them usually. They'll
17:44say, "Oh, what are you you know, what
17:45are you selling?" So, in that moment I
17:48have a choice. I have to try to figure
17:49out a way to connect to this person in
17:51like 30 seconds that makes me seem
17:53really uh like a true real person human
17:57and not just like, "Hey, I'm trying to
17:58sell you on something." So, I try to
18:00pepper in something that's like uh
18:01personable and humanize the whole
18:04conversation. So, I'll say something
18:05like, "I'm a local homeowner. Last week
18:08my wife was, you know, complaining about
18:10the trim in our kids' room. We've been
18:11here for 7 years and you haven't we
18:13haven't got any good painters. So, you
18:15got to find somebody. So, where am I
18:16going to go? I'm going to go straight to
18:18Google, type in painter near me, find
18:20the painter with the best and most
18:22reviews, and I'm going to give that guy
18:23a call. Now, you could be that guy. You
18:25could show up number one and everyone's
18:27going to call you. And I'm thinking
18:29right now there's a good chance that
18:32you've had dozens and dozens of past
18:34customers who have not left you a review
18:36on Google. And they're only telling one
18:38or two people.
18:39But if we could get them to leave a
18:41review on the largest search platform of
18:43of all, now you're going to get all
18:45these calls from all these local
18:47homeowners.
18:48And
18:49would you be opposed to having a giant
18:51spotlight on your business in the next 6
18:54to 8 weeks? Can you handle more work?
18:56They'll almost always say yes. So,
18:58that's kind of the way I I typically
19:00frame it and then regardless if they
19:02say, you know,
19:04if they say yes or sure that sounds good
19:06or whatever, I'll immediately just go
19:07right into another story. You know, I'll
19:09say like, you know, 2 2 ago, to give you
19:11another example, we were looking for an
19:12indoor kids playground cuz I got two
19:14boys. I don't know if you got any kids.
19:16Do you have any kids?
19:17And they'll answer.
19:18So yeah, I got my two kids. They're I
19:20call them the mud brothers. They're
19:21always playing outside. Well, you can't
19:22play outside here. It's freezing. So we
19:24had to find an indoor playground and
19:25sure enough,
19:27we went to this place over, you know, in
19:28Cherry Hill. They had great reviews.
19:29Reviews are such a key component of it
19:31and
19:33I just imagine that you've had so many
19:34great customers over the years and they
19:37haven't left you a review.
19:38So where do you have all this
19:40information stored? Do you have it in
19:41your phone? Do you have a CRM? Do you
19:43have it typed up somewhere? And then
19:45they spill the beans on that. So that's
19:46how I kind of how I I work.
19:48>> Super cool. And you just get into like
19:51even local sports teams or like maybe
19:54they start sharing details about their
19:55kids and you just like how much of it is
19:58business versus personal and
20:01like obviously you're just trying to
20:03come off as human as possible, but do
20:05you ever like get off into these
20:06tangents and you have to steer them back
20:08in or is it pretty simple to to get it
20:10to the next step?
20:11>> So I often always tell them that I don't
20:14have a lot of time. So I'll tell them
20:15like I got to go pick up my kids soon or
20:18I have to get my kids off the bus soon
20:20or we have basketball practice tonight.
20:21So I'm going to keep this short. I'm not
20:23trying to draw it out too long, but at
20:25the same time we will often talk for 10,
20:2712, 15 minutes. So I'll try to relate to
20:29something that's in the local news or
20:30local sports, something like that. I may
20:32ask them if they say they have kids,
20:34say, "Cool, what are your kids into?"
20:36Just leave it open-ended and they'll say
20:37whatever, whatever. Whatever they say,
20:39my kids can relate to that unless, you
20:41know, they're they have only girls or
20:42something like that. I have boys.
20:44But I can somehow relate to them and
20:46then just seem like a real local person,
20:49right?
20:49>> Yeah.
20:49>> And I'll always drop, name drop one or
20:51two other local businesses that I've
20:53helped
20:54and still help and that goes a very long
20:56way as well
20:58in establishing trust. To say, "Hey,
21:00have you ever seen those trucks on the
21:01road? Those guys, those big red trucks,
21:04those asphalt guys? We helped them.
21:05We've helped them for years. Or have you
21:07ever had your windows cleaned by
21:09Tyber's window cleaning. We've helped
21:11them get 800 Google reviews.
21:13>> And so, what's the next step after you
21:16finish a 10, 15, 20-minute call with
21:18these people? You still have a full-time
21:20job. You're making these cold calls
21:22between when you get off your full-time
21:23job and your kids get off the bus. So,
21:27you don't really want to get on a sales
21:29call, either.
21:29>> I always tell them, "I will send you a
21:32Loom video. Have you ever heard of that?
21:34You know what it is?" Cuz, believe it or
21:36not, I've gotten some people they were
21:37afraid to click on the link thinking it
21:39was like
21:40a virus or something.
21:41>> Yeah.
21:42>> So, it's a Loom video. You click on it.
21:43It's going to be It's going to be me
21:45recording the screen. I'm going to show
21:47you three or four things that we would
21:48need to fix on your Google Business
21:50Profile to make it look better. And I'll
21:52probably find one or two things on your
21:53website that need to be improved. So,
21:55I'm going to send it to you. Uh how
21:57about I send it to you on your Facebook
21:58Messenger? Do you check that?
22:00They usually say, "Yes." And I'll say,
22:02"You know what? I'll text it to you as
22:03well." So, now I'm going to hit them up
22:05two spots. I can see Loom will tell me
22:07if someone opened it and watched it.
22:09>> Yeah.
22:09>> And then from there, now I'm either
22:11texting them or I'm going to be DMing
22:13them from my personal Facebook page,
22:15which shows me at a Phillies game with
22:17my kids. So, I'm not going from some
22:19marketing agency
22:21whatever Facebook profile.
22:22>> I'm thinking about how much it has to do
22:25with you being a dad
22:27in the same stage of life as these home
22:30service business owners, and you're
22:32using your unfair advantage and like
22:35jujitsu-ing these guys into like, "Look,
22:37I'm just I'm literally just like you.
22:40Let's make you more money and I'll, you
22:41know, charge you for it. Like, how's
22:43that sound?"
22:44>> Yeah, I I definitely think it helps. Uh
22:46most of the guys I'm working with are
22:48between, you know, 35 and whatever, 65,
22:51something like that. So,
22:53they often have kids. They've often
22:54lived in my area for a long time. Or, if
22:56I go out of state, same thing. And, you
22:58know, it's it's still someone that I can
23:00relate to somehow, some way.
23:02>> Yeah.
23:02>> With kids, family, and just being a
23:04homeowner.
23:05Homeowners always have something to to
23:08complain about. I mean, there's always
23:09something to do in the house that needs
23:11to be fixed, remodeled, painted, or
23:14whatever. Breaking, maintenance, all
23:16that kind of stuff. So,
23:17>> Yeah.
23:17>> some of the people that I are I'm in the
23:20follow-up game now. I'll be sending them
23:22text messages. I have iMessage on my
23:24computer, so I can message them that
23:26way, too. Or I can send them a DM on
23:29Facebook. So, I'm following up with them
23:31constantly, but I always try to come
23:32back with something that is going to
23:35either pique their interest or make them
23:36think, you know, I have something of
23:38value that I just told them. So,
23:40it's not "Hey Keaton, I'm circling back.
23:42Did you get to take a look at the, you
23:44know, the website I built for you?" Or,
23:48you know, "Hey, circling back. Like, did
23:49you get to think about our
23:50conversation?" It's always
23:52"By the way, I noticed this." And then I
23:54tell them something that's probably like
23:56a little bit painful for them. Like, "By
23:58the way, I noticed that
23:59Joe's Painting says they do wallpaper
24:01removal. Do you guys do that? That
24:03should probably be added on your
24:05website."
24:06>> Mhm.
24:06>> So, always coming back with something
24:07that makes them think that jeez, this
24:09guy actually took the time and came up
24:11with something that was like worthwhile.
24:13And then,
24:15I do also often, um, mail the Google
24:18review cards in the mail to them.
24:20So, I'll tell them like, "Hey Keaton, I
24:21activated these two Google review cards.
24:23I'm going to mail them in the mail to
24:25you. They'll be there in a couple days.
24:27They will work for your business.
24:29Uh, and this is how you how I I mean,
24:30you know, use them.
24:32>> Mhm.
24:32>> And so, that's another another reason to
24:35have to respond to me, right? Then, I
24:37can follow up with them three or four
24:38days later and say, "Did you get the
24:40cards in the mail?
24:41Did you try them out?"
24:43>> Yeah.
24:44>> They work really well.
24:45And then, you know, keep going from
24:47there.
24:48>> Very cool. So, the the follow-up game is
24:50very, uh,
24:51human. Again, that's the whole like name
24:53of the game in your sales process.
24:55>> Yeah. And so, I go to my local post
24:57office and I stand there and I
25:00hand write, you know, I'm hand writing
25:02the
25:03the address on there. Like, there's
25:04nothing sophisticated about it, so they
25:06get it in the mail. Now, when they sign
25:07up, they get a package of brownies in
25:10the mail
25:11that I send to them. Those are not
25:13homemade. I do use a company that's, you
25:15know, sends them right in the mail. But,
25:17I'll follow up again and I don't tell
25:18them they're getting the brownies,
25:19obviously, and they always like, "Oh my
25:21gosh, those were great." You know, and I
25:23always respond with my kids love those,
25:25whatever, you know.
25:26>> And that's usually after they close,
25:28you'll send them the brownies.
25:28>> Yeah, after they close, yep.
25:30>> And as we've alluded to throughout this,
25:31you have a full-time job, so you have
25:33super limited time to actually be making
25:36these calls. How many do you actually
25:38get to do every week and then how many
25:40of them turn into a good conversation?
25:42>> So, one or two days a week, I'll try to
25:44make calls in the morning at 7:00.
25:47Literally, 7:00 a.m., you will find a
25:49lot of home service people will pick up
25:50the phone because they're not on the
25:52road yet doing their thing. So, I will
25:54chat with them for 10 minutes if
25:55possible and tell them that
25:57I got to go. My kids are waking up. I
25:59got to get breakfast ready. I will send
26:01you a Loom video later today talking
26:03about what we talked about what we need
26:05to fix. That Loom video goes out around
26:071:00 when I go on my lunch break
26:09from school.
26:11That's my half hour, 45 minutes where I
26:13do
26:14maintenance or other calls if I have to.
26:16If I don't get stuff done then, then I'm
26:19calling at 2:45 when I'm leaving and I
26:21get a chance to make some more cold
26:23calls then.
26:24Sometimes that time is also following up
26:26with someone who texts me the day before
26:28or needs some sort of update to their
26:31website or maybe,
26:33you know, um
26:35they notice a review came in. They got a
26:37bad review, like, you know, if you're
26:38doing reviews, you get customers that
26:40ask you, "I got a bad review. How do I
26:42fix it?" And it could be a spam review
26:44or something and I I will tell them how
26:45to fix it or or report it. So, it's
26:49really 15 minutes one or two days a
26:50week, couple days a week, 2:45 to 3:15.
26:53But 3:15's my my my cutoff cuz that's
26:55when I get home from school. Kids are
26:57getting off the bus.
26:58I'll send a Loom video later that
26:59evening if I had a good conversation
27:02with somebody. And then the follow-up
27:04will go on for a couple days.
27:06I'll typically just try to keep
27:07peppering more value
27:09over the couple days and then you see
27:11where it goes.
27:12>> Okay. So, you maximum are getting what?
27:15Like 10 cold calls out in a week?
27:18>> Yeah, about 10 cold calls a week.
27:20Probably having two to four really good
27:22conversations. And then obviously not
27:24everyone's going to close. Um I'm
27:26averaging about one to two to three
27:29customers a month. Which isn't a lot.
27:33>> For 10 cold calls a week, like
27:35If you If you That's 40 calls a month
27:38and you close two to three, like that's
27:41For someone without a job, I can do 20
27:43calls in an hour.
27:44>> I mean, I did just I used to make phone
27:46calls too when I was driving the kids
27:47around. Like my 8-year-old knows the
27:50cold call script.
27:51>> [laughter]
27:52>> Through and through.
27:53>> Yeah.
27:53>> They I mean, they just heard it many
27:55times.
27:56And um
27:57Yeah, I mean, I don't have a whole lot
27:58of time. So, I think that's been an
27:59advantage too is that I have such
28:01limited time. The only thing that really
28:02mattered,
28:04and I don't know who said this, was like
28:05having meaningful conversations with
28:07business owners is the only thing that
28:08matters.
28:09>> Yeah.
28:09>> And I know it's one-on-one. It's not the
28:11most effective way. That's why I've
28:13leveraged the Loom videos a lot.
28:16>> Yeah.
28:16>> But I do notice that I get better
28:18responses if I at least get someone on
28:19the phone for a few minutes
28:21so I sound like a real person. I'm not a
28:23sales person working for a big marketing
28:25agency.
28:27I'm a local local person or at least I'm
28:29a homeowner, I'm a dad, and so on.
28:32And you got some problems I can show
28:33you, and then we can follow up, you
28:35know, over DMs or or texts and so on.
28:38>> You actually sent me a conversation that
28:41you had with someone.
28:43So, you cold called a roofer, right? And
28:46describe what happened and then I want
28:47to go through the messages that you sent
28:49him cuz I think this like this is a real
28:51brass tacks of like how this actually
28:54turns into a sale, and I think it's
28:56pretty interesting.
28:56>> Yeah, this was
28:58this was last week. I forget it was
29:00maybe I thought it was maybe Monday or
29:01Tuesday, and I figured let's call
29:04roofers. So, I typed in roofing roofers
29:07in like I think the Princeton, New
29:08Jersey area. Couple popped up.
29:11A couple had like not so many reviews,
29:13so I was like, "Okay, let me call them."
29:15Called one or two of them. No one
29:17answered. And within a few minutes I got
29:19a text back from someone saying like,
29:21you know, "Hi, do you need roofing
29:23help?" or something like that. So, I
29:25Googled the number that they called me
29:27from and noticed that it pulled up a
29:29painting company in New Jersey.
29:31>> Hey Kevin, good morning. My name is
29:32David from Roof Maintenance Services.
29:34Tell me how I can help today. So, then
29:36he you sent him his Google Business
29:38Profile.
29:39>> Right.
29:40>> And say uh let's see.
29:42>> What did I say? Is this you or something
29:44like that?
29:44>> Yeah, is this you? Yes, so you're a
29:46painter. We do general painting, power
29:48washing, and roof maintenance.
29:51Yes, of course.
29:52How long have you been in business? We
29:54have many years of experience, but the
29:55website is new. Do you have a list of
29:57past customers info? Yes, of course, we
29:59have a lot. My son and I figured out way
30:01to get lots of real Google reviews from
30:03past customers. You only have two right
30:04now. Yes, because we're in Google two
30:06weeks now.
30:07Or two weeks ago we was working with a
30:10contractor before. Okay, your business
30:11profile is not optimized. I'm working on
30:14it. Okay, I can fix it for you today.
30:17Okay, I have to say
30:18>> [laughter]
30:19>> this said, "Okay, your Google Business
30:21Profile's not optimized." When I read
30:23that I was like
30:25I cannot believe he closed this guy. But
30:27it's it's it works. Like
30:31>> Yeah, I just texted him today actually,
30:33the guy. Uh
30:34>> Uh-huh.
30:34>> So, I sent him the Google review cards.
30:37He got them. Uh
30:38>> But tell me tell me about this text.
30:40"Okay, your Google bit profile is not
30:42optimized.
30:43Like are you are you just in between
30:45stuff with your kids or is this like how
30:47you always text?
30:48>> yeah, I mean sometimes yeah, it's just
30:50like, you know,
30:52I had a moment and I'm just peppering
30:54him quickly cuz I just noticed that. I
30:56pulled it up real quick and just, you
30:58know, say that and just get with the
31:00responses.
31:01>> I'm working on it. Okay, I can fix it
31:03for you today. What are the three cities
31:04you want more customers from? Morristown
31:06and what other two? So you don't need a
31:08service?
31:09I can hire painting for a roofing issue.
31:11Would you hire a plumber for
31:12landscaping?
31:14>> Right.
31:15>> [laughter]
31:17>> You're it's like
31:19it's
31:20I I feel like it's very brash, but these
31:23these
31:24You're over text like what? What do you
31:26have to lose, you know?
31:28>> Yeah, I figured like, you know, if I'm
31:31not blunt, he's, you know, I don't know.
31:33I was trying to be like get right to the
31:35point like
31:36um and just poke at him a little bit, I
31:39guess.
31:40>> Uh all good. Have a great day. Right,
31:41who did you pay for leads? Silly, you
31:43paid for that.
31:45>> Right.
31:46>> [laughter]
31:47>> What can I do? What kind of jobs do you
31:50want? Only a forward pay a painter to
31:51fix a roof. You will help bring me more
31:53leads? So
31:56I This is the point where I would have
31:57stopped and you just
31:59I you know, you have nothing to lose.
32:01It's great.
32:02>> I Yeah, and I couldn't I couldn't pick
32:04up the phone and call him or anything.
32:05>> Oh, okay.
32:06>> You know, I was just tied up with, you
32:08know, whatever I was doing. So I was
32:10like, let me just keep texting him. So I
32:12have a couple of testimonial videos that
32:13are really good.
32:15And obviously he knows I'm in New Jersey
32:16cuz I said the town that he's in.
32:19>> Yeah, and he got the the area code
32:21probably, right?
32:22>> Yes, that was another, you know, one or
32:23two area codes in New Jersey, so he
32:25figured I was close by. Um
32:27and I just one thing I always do too is
32:30I never answer the question that they
32:31ask. Like he asked two or three
32:33questions. I just
32:34just ask another question.
32:36You know, just flip it back to him. Do
32:38you what kind of leads you want or
32:39whatever. Instead of answering him like
32:41you will bring me more leads. I didn't
32:42tell him yes, I will. I just said what
32:44what what kind of what do you want?
32:45>> Okay, so you say where's your list of
32:46past customers phone numbers? Is it
32:48typed up? Yes, do you want painting
32:50jobs? Yes, of course. Okay, so we need
32:52to fix your Google business profile.
32:53Where's your list of past customers?
32:56You literally just sent the same.
32:57>> Right.
33:00>> [laughter]
33:02>> You cuz you didn't answer it. So, first
33:04who you are.
33:06Uh so, you send um this is one of our
33:08customers. Do you have a website or some
33:09business card? Most common question
33:11you'll get by the way.
33:12>> Right.
33:13>> And nobody actually wants the website or
33:15business card. They want
33:17you to make them feel like you're
33:19actually know what you're talking about.
33:22Um I'm in South Georgia
33:24Jersey. We could do a free trial because
33:26you're new to online. Just giving a
33:27random reason for a free trial there or
33:29do you typically do it?
33:30>> Sometimes. I just figured throw it out
33:32there. Why not, you know?
33:33>> Sure, okay.
33:34Sound good. Tell me what I need to do.
33:37Okay, first where's your
33:38>> [laughter]
33:40>> Where's your list of past customers? You
33:42literally just copied
33:43>> [laughter]
33:45>> We need to get you a lot more Google
33:47reviews. How many reviews more I need?
33:49As many as possible. I have three now.
33:52Up from two this morning. How many
33:54painting jobs did you last month? Three.
33:56You got this guy 200 from his past
33:58customers. Okay, do you have the
33:59customers name phone numbers from last
34:01month? Yes, I have it. Okay, we will
34:03send this. Obviously, it'll be for your
34:04company's Google review. Awesome. We'd
34:06rack up reviews fast which helps a ton.
34:09How are you currently getting jobs? I
34:11bought a much better website for you.
34:12Look great, more professional. I like
34:14it. Nice.
34:15Um I have somebody but he sent me a
34:18little ones. I also want my own customer
34:19cuz I have good people working with me.
34:21I don't have Facebook. Can you do
34:23cabinet painting? You can read it and do
34:26the rest of this. But you closed this
34:27guy, right?
34:28>> Yeah, so he's just $97 a month. Um send
34:31him the reviews.
34:33We
34:34So,
34:36the reason I was asking about the
34:37cabinet painting job is cuz I want to
34:38run Facebook ads
34:41for cabinet painters. As a homeowner,
34:43that was one thing that we fix in our
34:45kitchen. Kitchen cabinets were old. And
34:48instead of getting them replaced, we got
34:49them painted and we saved thousands of
34:52dollars. So, I know homeowners want
34:53that. I don't know if guys I don't know
34:55if I don't know if guys complain about
34:57their kitchen cabinets as much as women,
34:58but like I Oh, there's a lot of women
35:01that are probably looking at their
35:02kitchen cabinets and say, "These look
35:03terrible. We just need to paint them for
35:05a couple thousand." So, I said,
35:07you know, I I did call him, that guy,
35:10and told him I said, "We should probably
35:12run Facebook ads for kitchen cabinets,
35:14but we need to fix a few things in your
35:16Google Business Profile first. So, let's
35:18start you off at $97 a month,
35:21get you on boarded, and then we got to
35:23get you a few reviews." So, he's gotten
35:24up to about 12 reviews now.
35:26>> Nice.
35:27>> And then, you know, we got to run
35:29reviews. I mean, sorry, sorry, run ads.
35:31>> Yeah.
35:32>> And get him spending $20 a day to get
35:34some leads in the door.
35:36>> So cool. I love it.
35:38>> But there's been other people just like
35:39I mean, if I don't know on that um
35:43conversation there, I could tell there
35:44was someone else or two that had called
35:45that was another uh
35:47potential lead cuz
35:49I just have them all in my in my
35:50messages thread. Yeah, I was at
35:52basketball last night and uh
35:55you know,
35:57I had a few minutes. A guy called me
35:58back from Texas, the tree guy,
36:01and I started talking to him
36:03and before you know it, we're talking
36:04longer and then send him a testimonial
36:08and you know, we're talking tomorrow.
36:09>> You just fit it in in the nooks and
36:11crannies. It's great.
36:12>> Yeah, I mean, the biggest customer I
36:14have, I closed them I mean, I met him at
36:15CVS.
36:16>> Mhm.
36:17>> He showed up and and I've walked up to
36:19people at gas stations cuz a lot of
36:21times at gas stations you'll see branded
36:23trucks.
36:24>> Yeah.
36:24>> You know, nice painting trucks, plumbing
36:26trucks and so on. They're not always the
36:28owner, but sometimes you will get you'll
36:29find the owner, you know? So, I found an
36:32owner walking into CVS. I was like I
36:33said, "Is this your truck?" I said, "You
36:35guys I've seen your trucks around."
36:37"What are you guys, you know, currently
36:38doing to get jobs and customers and
36:40stuff?" And he told me, he said, "We're
36:41using a company out in California."
36:44I said, "California?" I said, "I live
36:45right down the street." That's so cool.
36:47So,
36:48but you got to be willing to talk to
36:49anybody pretty much anywhere. So, when I
36:51see a guy with a branded shirt on or I
36:53see a landscaping company or riding
36:55bikes in the neighborhood, we always
36:56carry the Google review cards with us
36:57everywhere.
36:58You know, we can just stop and say,
37:00"Hey,
37:01you the owner? Give this to the owner."
37:02And even though if it's some guy that
37:04doesn't really speak English, he'll give
37:05it to the owner.
37:06And I'll call the owner and say, "I'm
37:07the guy that gave you those cards. You
37:09were cutting lawns in my neighborhood."
37:11>> So, when are you going to quit your job,
37:12man?
37:12>> So, we've been thinking about it for a
37:14little while. Um,
37:17the the number one number one thing that
37:19I think most people that have a job
37:20right now
37:21uh the benefit they have is that if you
37:25lose somebody, it's not a big deal. Even
37:27if you lose two or three, not a big deal
37:28cuz there's something that's always in
37:30the background. The cool thing about
37:32this business is that it's
37:34recurring. And so, when you start
37:36stacking up couple customers, it really
37:39it really starts having an impact month
37:41to month. So, right now, I mean, this
37:44year
37:46we have about 40-ish customers. I always
37:49have two or three that go on pause. And
37:52I don't even honestly know if I handle
37:53it correctly, but someone says, "Hey,
37:55like I'm an asphalt seal coater. I don't
37:57do asphalt seal coating in the winter in
37:59New Jersey. Can we pause?" I'm like,
38:01"Sure." Right? I don't even
38:03I don't fight them on it. Um,
38:05and I have a landscaper that pauses as
38:07well. So, I get those people reactivated
38:09in the next two or three weeks, and my
38:10goal is to get to 100, honestly.
38:13Um, because I want to get that
38:15high-level award.
38:16>> Yeah.
38:17>> I I think I'm going to go
38:19uh
38:20I'm I'm going to start running some ads
38:22soon. And
38:24uh you know, do I've never done really
38:25any advertising like that. I joined a a
38:27little net networking group
38:30um that's it is all online because I
38:32can't I don't really have time to do
38:33those in-person things.
38:35>> Yeah.
38:35>> So, that's the goal is to get 50 to 60
38:37more customers over the next couple of
38:39months, year or so. Uh leave, go do this
38:43full-time. And um
38:46you know, get my wife more involved.
38:47She's a
38:49project manager or by
38:50you know, by profession, you know, used
38:52to be. So, she can run a lot of the the
38:55behind-the-scenes things, and I can be
38:57the sales side, which I really enjoy.
39:00Um
39:00>> Yeah, imagine if you were like using
39:02snapshots or like [laughter]
39:04had any semblance of an onboarding
39:06process. Like
39:09you could probably scale up pretty
39:10quick.
39:10>> Yeah, my onboarding right now is I I I
39:13make Loom videos to get the people to
39:16you know, like, "Hey, you need to do
39:17this on your account." Get them
39:19onboarded that way.
39:20And then if I have to, get on the call
39:22with them or someone in their office and
39:24walk them through a few things. But for
39:25the most part, I try to do everything
39:27over Loom videos.
39:29I have made 2,500 Loom videos.
39:31>> That's top 1% of Loom users.
39:33You know what this reminds me of? I read
39:35this thing, someone was like it was a a
39:37mortgage broker, and he had uh done I
39:40can't remember whatever good number a
39:42mortgage broker does in a year, like he
39:44had hit the the 100 customers like
39:47threshold in the high-level world, the
39:49equivalent in the mortgage world. And he
39:51was talking about how he's listening to
39:52Hormozi, and Hormozi is just like, "Do
39:53more of like what you're currently
39:55doing."
39:56And so, he's like, "I just have a cold
39:58call script for realtors, and I call the
39:59realtors, and I say, 'Are you willing
40:01to, you know, meet with me and add me as
40:04a potential mortgage broker as a
40:06referral?'" And that's how the the loan
40:08officers grew. He was like, "I did
40:1110,000 last year, and I'm just going to
40:13do like 50,000 this year, and I I I'll
40:15probably do another 20-30% of loans or
40:18whatever his number was.
40:19And for you, it's like if you could
40:21if you could have even 10 hours of cold
40:24calling a week instead of one,
40:27like it's it seems like a no-brainer.
40:29You'd be able to get to exactly where
40:30you want to go, plus you could have your
40:32wife involved with customer support or
40:35like really have some some better
40:37systems there.
40:38Um it does get scary when you lose a
40:40customer, but you have a job and you
40:42have 40 other customers, it's fine.
40:45But when you don't have a job, it's
40:47like, "Oh, that one stinks a bit more."
40:49But if again, if you were adding you're
40:51adding one to three with one hour cold
40:53calling a week. So, if you could just
40:54add 10 in a month, you'd be fine.
40:56>> Yeah, and I know there's other guys out
40:58there that are that are doing it
40:58full-time that are adding five, eight
41:01customers a month cuz they're just doing
41:03more of the cold calling. It absolutely
41:05does work.
41:06>> Yeah.
41:06>> And um
41:07you know, mindset-wise it's definitely
41:10something in the beginning like I tell a
41:12lot of new people like your goal is just
41:15to have conversations. Like don't try to
41:18sell, just have real conversations with
41:20people cuz these people are all
41:22struggling with something. HighLevel
41:24probably has a a solution for it. And
41:27you don't want to force or shove your
41:29solution on them if it doesn't make
41:31sense. Now, that said, most of them
41:35need more reviews. Most of them need
41:37some Google Business Optimization. Most
41:39of them have a website that needs to be
41:41improved or don't even have one yet. So,
41:43that's why those things are the two or
41:45three that I've always kind of leaned on
41:47the most. But it's all about just having
41:49a conversation with a business owner.
41:51And sometimes you're going to catch them
41:52on a bad day or they're not going to be
41:54happy to hear from you. They you might
41:56be the seventh person that called them,
41:57but you're not calling from some giant
42:01financial or giant marketing company
42:03that's got this huge financial backing
42:05of a cold callers and
42:07>> Yeah. You know, just
42:08>> doing 100 cold calls a day. So, you like
42:10if you can come off a little bit real a
42:11little bit more real, a little bit more
42:13different, they'll actually talk to you
42:15and then they're like,
42:16"Wow, this guy might be worth talking to
42:19a little bit more." And that's all you
42:20really want to do is just build a tiny
42:23bit of trust.
42:25>> And I've been thinking about this idea
42:27of
42:28I think we need to come up with a name
42:30for it and I still don't have the name,
42:32but it's like you have the SaaS people
42:33who are like, "Yeah, you can sign up
42:35people and never talk to them and
42:36they're just going to onboard themselves
42:38and you got a SaaS."
42:40And then you have the agency people that
42:41are, you know, minimum charge $2,000 a
42:44month and all this and then you've got
42:46people like yourself that are in the
42:47middle.
42:48You're charging SaaS prices, but you're
42:51kind of doing agency onboarding. And on
42:53the surface to me, I'm a snob. I'm like,
42:56"Oh, it's it's too much work."
42:58But
42:59the
43:01relationship that you build up front and
43:03then the
43:05ticket on the bottom being like it being
43:08one of the lowest expenses they actually
43:09have in their business
43:11is this kind of magical combo where the
43:15retention is insanely high and most of
43:18the work is just done up front. Like
43:20you're not going to be taking care of a
43:21million things for them every single
43:23month like you would if you were
43:24charging two to $5,000 a month.
43:27>> Yeah, I definitely think a lot of them
43:29like I have numerous people I've not
43:31talked to for months. Like 7, 8, 9, 10
43:35months sometimes.
43:36>> Yeah.
43:37>> It's, you know, and they're paying
43:38three, four, five hundred bucks a month.
43:41I've sold more recently $600, $700 a
43:44month.
43:45And it's pretty much the same because
43:48it's just very simple automated service
43:51for the most part. And yeah, you get an
43:52occasional email here and there and I
43:54have to email them back and figure
43:56something out, but for the most part
43:58yeah, it's this in between thing. It's
44:00um it's not straight SaaS by any means.
44:03>> Yeah.
44:03>> And yeah, it gets it's bit
44:06sticky in in a way like you have to
44:08figure some things out. You might have
44:09to do more work for them than like a
44:11person who says just do the SaaS thing
44:13and never talk to them again.
44:15>> Yeah.
44:15>> But it it's so minimal. I mean the
44:17amount of time it's like maybe 1 or 2
44:19hours a month I'm actually like dealing
44:21with someone that's current.
44:23>> I think for the most part for most
44:24high-level beginners it's just a dream
44:26to have somebody sign up on their own
44:28and like even if like you you know what
44:31they need. Let's say you had all the
44:33time to put together the snapshot that
44:34was perfect for them
44:36and you convince someone to go sign up
44:39and then you had automated onboarding
44:41videos for
44:42whatever local
44:44home service company that signs up
44:46guaranteed they're going to cancel the
44:47next month because they don't they're
44:50not going to connect Zapier to their
44:52CRM and make sure that they're getting
44:54the Google reviews and make sure they
44:55have the right picture on they're just
44:57not going to get time to do it.
44:58>> Yeah. No, they're definitely not.
45:00>> Yeah.
45:01>> They're definitely not. They the last
45:02thing they really want is more tech
45:04stuff, more time and all that. So
45:06>> Yeah.
45:06>> it it's you have to get a little more
45:08involved I think sometimes than some of
45:11the SaaS
45:12people have sold
45:13>> Mhm.
45:14>> for the beginners. And honestly you get
45:17to know them better and they trust you
45:18more if you're more hands-on especially
45:22in the beginning. You can always back
45:24off after you get everything set up and
45:26I've told them before like hey listen
45:29now that we've gotten these seven things
45:31straight now and I didn't realize there
45:33was going to be seven things we need to
45:34straighten out.
45:36But now we're on autopilot.
45:38You probably won't need to hear from me
45:39for quite a while. But how about you
45:41know 6 months from now we check in and
45:43make sure everything's still running
45:44smoothly and if I see anything that
45:46doesn't seem right I'll be the first to
45:48let you know.
45:49>> Yeah.
45:50>> And if anything comes up on your end
45:52shoot me a text or an email and they
45:53will if something does. But for the most
45:55part you can get them on that autopilot
45:57streamline system. I get occasional DM
46:00like every two or three months from
46:03a lawn mower repair shop guy and he'll
46:05send tell me hey I'm sending over
46:07another list of customers from my CRM.
46:10That's great. It's all I that's all I
46:12ever do.
46:12>> Yeah. And as far as the um
46:15like technical aspect where you haven't
46:17learned most of this stuff. I know you
46:19have a few people on Facebook ads. You
46:21have a lot of people kind of on basic
46:23automations just solving the Google
46:26review, Google business profile, website
46:28problem for them.
46:30When it comes to some of the services
46:32that you're providing, the higher you
46:34know, higher ticket $1,000 a month
46:35clients you have,
46:37how have you managed that and especially
46:40with your lack of technical expertise?
46:43>> So,
46:44I've had one or two white label
46:45companies I've been using
46:47and it's funny you mentioned that
46:49because they'll send the report.
46:52I would make a one or two minute video
46:54Loom video over the report just saying
46:56like hey, this is what's going on. This
46:59is going good. We need to approve here
47:01and so on. I've often gone back to the
47:03to the white label company and saying
47:05like what does this mean?
47:08You know, can you fix this? And they
47:09they've come back to me sometimes and
47:11say like that's not really our role.
47:13>> Mhm.
47:14>> You know, and we can't really advise you
47:15on some of the things. So, sometimes
47:16I've been like kind of at a loss. Um
47:19but for the most part, most of the time
47:21the white label company does a good job
47:23and everything's going good. But some of
47:25these companies obviously have
47:26seasonality cuz most of them are home
47:27services.
47:28So, the asphalt
47:30asphalt paving company, their costs, you
47:34know, or or their their leads go way
47:36down in the winter time cuz no one's
47:38paving, right? Or not much. Some of the
47:40terms I've had to figure out and learn
47:42and just kind of um
47:45I guess say them in in in layman's terms
47:48that they would understand them.
47:50>> Yeah.
47:51>> Um but it's been a challenge sometimes
47:53because I don't have time or
47:55all the technical knowledge. Um
47:58I don't know Google Ads in and out and
48:00then just hand it off to someone else. I
48:01literally just said had someone say I
48:03want Google Ads and immediately went to
48:05Google and said white label Google Ads
48:06company and signed up because they
48:08wanted them fast and they didn't have a
48:09chance to learn myself.
48:12>> Yeah, but I think your price is lent to
48:14more of a they call it like billboard
48:16ads um
48:18as a model where it's just like hey,
48:20we're just going to make sure your
48:21company's getting out there. You're
48:22going to get few extra leads a month,
48:24but at least you know you're staying top
48:26of mind. And again, it's not for some of
48:28these people there's $50,000 a month
48:30going on their credit card and or every
48:33week
48:34>> [laughter]
48:34>> for some of these home services
48:35businesses. And so one $1,000 charge
48:38every month for one extra job is
48:42plus the publicity as they would see it
48:45is a really fair trade plus they can
48:47call you whenever they want and ask for
48:49a little bit of marketing advice.
48:51>> Yeah, so couple of my bigger customers,
48:53I do suggest we meet like once a year at
48:56Panera Bread or something like that and
48:58I'll send them the monthly Loom video
48:59which makes them feel like I'm obviously
49:01monitoring their their account. But
49:03yeah, it's that that sweet spot between
49:05$500 and $1,000 a month I think is
49:07pretty reasonable for a lot of these
49:08small businesses and they don't require
49:10a lot of uh time out of me.
49:13>> Love it, dude. This has been awesome. If
49:15anybody wants to connect with Kevin,
49:16I'll put his Facebook below and um rumor
49:19has it you're going to start some cold
49:20calling uh video soon. So we'll link the
49:23YouTube channel, too.
49:24>> Yes. So I am working on that. I bought a
49:27little TGI camera. It's actually right
49:29here.
49:30And um
49:31>> Nice.
49:32>> I figured out a way to hook it up to my
49:35uh
49:37sun sun visor in my car so I can
49:40you know, use it while I'm driving. Then
49:42I just need to figure out how to pull
49:44the video off and get it done. So yeah,
49:47I want to I want to share that because I
49:48I
49:49I get a lot of people reaching out and
49:50asking me like for tips and stuff. So
49:51like to help them out.
49:53>> Nice. The world's least technical man is
49:55about to uh start a YouTube channel. So,
49:58what a day and age to live in.
50:00>> Yes.
50:01>> [laughter]
50:02>> Thanks so much, Kevin. This was This is
50:03great.
50:04>> Thanks. It's been fun. Thank you.

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