Watch Me Close A $2,400 Review Client For My $58,100/month Agency — Transcript

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1. 0:00My name's Clay Lawrence, standing here
2. 0:01reviewing a really old sales call where
3. 0:03I closed somebody on reputation
4. 0:05management services through HighLevel.
5. 0:07Here's my screen. You can see last month
6. 0:09in April of 2026, we did over $58,000.
7. 0:12You can see the hover animation. This is
8. 0:14legit. That's all just helping local
9. 0:16business owners getting reviews and
10. 0:18helping them rank higher on Google. None
11. 0:20of that comes from this YouTube channel
12. 0:21or anything like that. But, we've been
13. 0:23with this guy now through two different
14. 0:25Google Business Profiles. We've gotten
15. 0:26them hundreds and hundreds of reviews.
16. 0:28And here's how a sales call started.
17. 0:29This is a really old call, so I'm sure I
18. 0:31did a lot of things wrong, but we're
19. 0:32going to go through and react to it
20. 0:33together.
21. 0:33>> Hey, man.
22. 0:35>> How are you?
23. 0:36>> Uh nothing.
24. 0:39>> Awesome. Awesome. Cool. Cool. All right.
25. 0:41So,
26. 0:42man, tell me about it.
27. 0:43>> Uh just a company we started about 3
28. 0:45years ago, you know, working locally in
29. 0:46the area. We don't travel really much.
30. 0:48We just stick here, so we are probably
31. 0:50the biggest company for pool service
32. 0:51here, but we're just struggling with the
33. 0:52reviews, you know.
34. 0:54>> I used to always open my calls with
35. 0:55like, "Hey, tell me about your
36. 0:56business." just to like try and build a
37. 0:58little bit of rapport. Uh but I hope
38. 1:00here we loosely follow the Alex Hormozi
39. 1:02Closer Framework. Clarify why they're
40. 1:03there. Label them with a concern.
41. 1:06Overview what they've done to solve that
42. 1:07problem. Ask to sell them the vacation
43. 1:09very quickly, less than 90 seconds.
44. 1:11Explain away their concerns and then
45. 1:12reinforce their decision. So, I hope I'm
46. 1:14kind of leading this into, "Hey, what
47. 1:16made you want to book the call?" so we
48. 1:17can clarify why we're there. So, we can
49. 1:18clarify why they're there.
50. 1:20>> I saw I saw your ad pop up, so I just
51. 1:22clicked on it. Registered it to see what
52. 1:23you guys can can do for us, you know,
53. 1:24and then um we we should go from there.
54. 1:27>> Yeah, for sure. Awesome. Well,
55. 1:29if you don't mind me asking, where are
56. 1:29you from?
57. 1:32Awesome. Really cool.
58. 1:34Yeah. Yeah, for sure.
59. 1:35Awesome. Well,
60. 1:36yeah, tell me All right. Cool. So, what
61. 1:39are y'all doing right now to get
62. 1:39reviews? Are y'all just asking or
63. 1:41>> Yeah, so we just send like to certain
64. 1:43clients, you know, that are quite open
65. 1:45we can you know them personally, so
66. 1:46we've just been sending them the link,
67. 1:48you know, and asking them for feedback.
68. 1:49>> Yeah.
69. 1:50>> Um they know how to do it any other way.
70. 1:51You know, I talked to a guy one time and
71. 1:52he was, you know, says there's software
72. 1:54that can automatically send a bunch of
73. 1:56messages to the customers and stuff, but
74. 1:58really never pursued anything about it,
75. 1:59you know?
76. 2:00Uh yeah.
77. 2:00>> Yeah.
78. 2:01>> But it is a big struggle, you know, that
79. 2:02we have.
80. 2:03>> Yeah.
81. 2:03So, I'm just basically I basically go
82. 2:05straight into a review past pain. I
83. 2:07didn't really label them with a concern
84. 2:09or kind of clarify what made them book.
85. 2:11I just said, "Hey, what are y'all doing
86. 2:12for your reviews now?" That's a good
87. 2:14question. It's a great question, but
88. 2:15it's just kind of out of order. I think
89. 2:16the first thing is like, "Okay, saw the
90. 2:18ad, you know, what stuck out to you
91. 2:19about you? What made you want to book
92. 2:20this call?" Cuz we basically want to get
93. 2:22them to admit a deficit of like, "Hey,
94. 2:25in this situation, I don't think he's
95. 2:26really admitted a deficit besides the
96. 2:27fact that they don't have a great
97. 2:28process. He hasn't admitted a deficit
98. 2:31that they need reviews, right?" So, I
99. 2:33want to say, "Hey, you know, well, what
100. 2:34specifically about the ad got your
101. 2:35attention?"
102. 2:37"Oh, you saw we get reviews. Oh, is that
103. 2:38something you're struggling with now?"
104. 2:40Yeah, we haven't really been able to get
105. 2:41reviews. We don't have a good process
106. 2:42for it. Boom. Now I say, "Got it. So,
107. 2:44you booked this call because you don't
108. 2:46have a great process in place to
109. 2:47consistently get reviews." Um and even
110. 2:49better if we can get them to tie that to
111. 2:51more revenue, right? Then that then you
112. 2:54say, "Does that sound right?" We've
113. 2:55labeled them with the concern, and then
114. 2:57we can go into a review a reviewing the
115. 2:59past pains of like, "What have you done?
116. 3:01Uh what are you currently doing to get
117. 3:02reviews?" So, it's just kind of out of
118. 3:04sequence there.
119. 3:05>> Reviews, you know, and even though
120. 3:06people are like, "Oh, yeah, we'll leave
121. 3:07you a review." It's like
122. 3:08>> Oh, yeah.
123. 3:09>> And they never do it, you know?
124. 3:10>> Pain. That's pain right there.
125. 3:12It's like people are Oh, yeah, we'll try
126. 3:13to do it, and then just just never
127. 3:15happens. Um but what um how many clients
128. 3:17do you have? Or how many clients do you
129. 3:18work with all time?
130. 3:19>> Um well, over a thousand, but we've got
131. 3:21like we had to cut it off at 500 right
132. 3:23now.
133. 3:23>> Okay. Okay. So, he's saying that he's
134. 3:25got 500 recurring clients, but they've
135. 3:27worked with over a thousand. What that
136. 3:28means to me is now I can build a gap
137. 3:30between where they are and where they
138. 3:32want to be, right? Cuz I know that
139. 3:35during the review reactivation, we can
140. 3:36get anywhere from 10 to 15% of their
141. 3:38customers to leave them a review. And
142. 3:41so, what we're what we're able to do
143. 3:42here is say, "Hey, you've got X amount
144. 3:43of reviews now. We can get you to You
145. 3:45know, you've got 100 reviews now,
146. 3:47whatever it was at the time. We can get
147. 3:48you to 200 reviews in the the month of
148. 3:50working with us." Um and now we can kind
149. 3:52of build that gap and get them to want
150. 3:53to work with us.
151. 3:55>> Awesome. And do y'all do y'all use like
152. 3:57or some sort of CRM to manage your
153. 3:58business?
154. 3:59>> Yeah, so we use a built designed
155. 4:00software. It's called Skimmer.
156. 4:03>> Skimmer. Let's see.
157. 4:06>> And so it's like unique to the pool
158. 4:07industry. Most pool companies use it.
159. 4:09>> Okay.
160. 4:09>> Um, I know like service based guys use
161. 4:11other ones like
162. 4:12ServiceTitan and all that stuff, but we
163. 4:13use Skimmer. It works really good.
164. 4:15>> Awesome. Good stuff. Okay, cool. Let me
165. 4:16see it. And so right now, y'all are if
166. 4:19you got a thousand previous customers
167. 4:20and you got 500 active ones right now, I
168. 4:22mean y'all are sitting on um, y'all are
169. 4:23sitting on a bunch of a bunch of
170. 4:25reviews. Um,
171. 4:26and basically, I can tell you what this
172. 4:28call can be is
173. 4:29>> Right now on the screen I'm looking up
174. 4:31whether we can integrate with Skimmer.
175. 4:32Now, I wouldn't even do that. I'd just
176. 4:34be like, "We'll figure it out later."
177. 4:35You know, "Hey, we'll figure it out.
178. 4:36We'll look into it, whatever."
179. 4:37"We can build an integration, yada
180. 4:38yada." And then we just kind of go from
181. 4:40there, but right now I'm kind of
182. 4:41distracted. I should have hammered that
183. 4:43point home of, "Man, ooh, you are
184. 4:45sitting on a goldmine. Jeez, you are
185. 4:47sitting on a bunch of reviews. Wow,
186. 4:49there's a bunch of people that I'm sure
187. 4:50you've done great work for that haven't
188. 4:51left you a review yet. I'd love to help
189. 4:53you um, you know, capture those
190. 4:55reviews." Um, I should have kind of
191. 4:56emphasized that point more, but I'm kind
192. 4:58of distracted.
193. 4:59>> If you got some time, this can just be
194. 4:59an onboarding call. We used to like we
195. 5:01used to charge like $1,500 to get people
196. 5:03set up and do our initial campaign. And
197. 5:04just over the years we've just realized
198. 5:05like we would much rather just go ahead
199. 5:07and start getting you some results for
200. 5:08free. Like no no commitments or
201. 5:09anything. Just getting you some reviews.
202. 5:10And then from there just like um, I
203. 5:12think you'd be on an R97 dollar a month
204. 5:13plan.
205. 5:14Um, and so
206. 5:15what we do is we'll have to figure out a
207. 5:17good integration to Skimmer. Figure out
208. 5:18whether you
209. 5:18>> I chose $97 a month here. I don't even
210. 5:20know why. I just changed the pricing,
211. 5:22but since they are a recurring business,
212. 5:23they don't add a lot of new customers
213. 5:25every month. It's just the same. Um, he
214. 5:27probably should have been on the $179
215. 5:29but I was probably just scared. Little
216. 5:30pansy.
217. 5:31>> upload them weekly or monthly or
218. 5:32whatever. Um, we may be able to
219. 5:33integrate. Um, we haven't tried to
220. 5:35before, but um, there might be a way to.
221. 5:37Um,
222. 5:37that way you know,
223. 5:38>> I shouldn't be talking about this. I'm
224. 5:39just like giving him reasons to have
225. 5:41objections. Like you really just want to
226. 5:43say, "Yeah, we'll figure it out. Yeah,
227. 5:44no, I I I look into it." You know, and
228. 5:46nine times out of 10 you can do the
229. 5:47integration, but it's not worth losing
230. 5:49the sale. Get the sale first and then
231. 5:51worry about it.
232. 5:52>> Is it automatically being added? But,
233. 5:53basically how it works is um we have
234. 5:55>> And if you don't know what a CRM
235. 5:56integration is, it's basically just
236. 5:57like, hey, one of the things that makes
237. 5:59this service really sticky, it makes it
238. 6:01easy, and makes us able to sell it as an
239. 6:03add-on service, is we can if they use
240. 6:06us, you know, if they have all their
241. 6:08customers in a certain software, we can
242. 6:10integrate that software with HighLevel
243. 6:11so that automatically sends the contacts
244. 6:14to HighLevel to send the review request
245. 6:16out. So, it's an automated process from
246. 6:18closed job or new customer, whatever, to
247. 6:20review request, which makes it really
248. 6:21sticky. And that's what I'm talking
249. 6:22about here, but I'm kind of
250. 6:23over-indexing it, really.
251. 6:25>> a system to request reviews from your
252. 6:26customers via text and email. Um the
253. 6:27reason why our clients get a lot more
254. 6:29reviews is cuz we spend a lot of time
255. 6:30focused on the actual request process.
256. 6:31And so, instead of just sending a boring
257. 6:33text or a boring email to request a
258. 6:34review, what we do is we send a
259. 6:35personalized image. So, let me show you
260. 6:36what that looks like really quickly.
261. 6:38Um
262. 6:38>> So, I'm kind of already going into
263. 6:39selling the vacation. I didn't really
264. 6:41review past pains very much. I didn't
265. 6:43talk about, hey, what does that mean for
266. 6:45your business? Is it a waste of time? Is
267. 6:46it wasted? You know, what would it What
268. 6:48would more reviews mean for your
269. 6:49business? You know, is that more ranking
270. 6:51better on Google? You know, are you
271. 6:53saving time cuz you have a good process
272. 6:54in place? Like, I haven't really dug
273. 6:57into any pain at all.
274. 6:59>> We can send a photo of you, a photo of
275. 7:00one of your trucks, a photo of um your
276. 7:01team, whatever it is, and we can
277. 7:02auto-populate your end customer's name
278. 7:04on the image. And so, what that looks
279. 7:05like is this right here.
280. 7:09So, let's say you uh
281. 7:13We put their name on that image. So,
282. 7:14when they get the text or the email,
283. 7:15they're like, "What the heck? That's
284. 7:16That's crazy." It kind of gets their
285. 7:17attention, right? And then once Once we
286. 7:19get their attention, we hit them with a
287. 7:20no-brainer offer. We donate a meal to
288. 7:21Feeding America for every single review
289. 7:23that our clients give us. And so, that's
290. 7:24something that we pay for, we track, we
291. 7:26manage, we do all
292. 7:26>> So, that's something we kind of like
293. 7:27shied off of marketing that because
294. 7:30Google says against their terms of
295. 7:31service, so we don't really market that
296. 7:32anymore. We've still donated over 50,000
297. 7:35meals to Feeding America
298. 7:37for reviews, but at this point, um we we
299. 7:39we we haven't like made that offer for
300. 7:41We don't really make that offer for all
301. 7:43of our clients now moving forward. It
302. 7:44doesn't really affect the conversion
303. 7:45review conversion rate like you think it
304. 7:48would. It's mainly the image that gets
305. 7:49the higher conversion rate.
306. 7:51>> all that for you. We just extend that
307. 7:52offer to you so that you can get more
308. 7:53views.
309. 7:54And so that's the review request process
310. 7:55and then once you get the review we
311. 7:56respond to all the reviews for you and
312. 7:58we also turn all the five-star reviews
313. 7:59into social media content and post it on
314. 8:00your Google Business Profile, your
315. 8:01Facebook, Instagram, etc.
316. 8:03>> Okay.
317. 8:04Cool. Cool. And so that's me selling the
318. 8:06vacation. Hey, we request reviews,
319. 8:08respond to reviews. Request reviews,
320. 8:09request signs image, respond to the
321. 8:11reviews, post this to social media.
322. 8:12Request, respond, repurpose. That's what
323. 8:14kind of talk about there. He just said
324. 8:15okay. So let's see where we go from
325. 8:17here.
326. 8:18>> So the only thing that we will do the
327. 8:19only thing we'll do on this free trial
328. 8:20is that we we do rebuild the text and
329. 8:21email expenses just to kind of cover us
330. 8:23and so $10 gets you 14,000 emails and
331. 8:25$10 gets you 1,200 message segments. So
332. 8:27when we reach out when we reach out to
333. 8:28these 500 people like when we reach out
334. 8:29to your 500 active customers it'll
335. 8:31probably be like 30 or $35 in the
336. 8:32beginning for the text and email
337. 8:34expenses
338. 8:35during the free trial but but then on a
339. 8:36month-to-month basis it'll probably be
340. 8:37like literally three or four bucks a
341. 8:38month cuz it's just going to be more
342. 8:39expensive in the beginning cuz we're
343. 8:40reaching out to all the new ones, right?
344. 8:41Whereas moving forward we'll just reach
345. 8:42out to the new customers or customers
346. 8:43that haven't left a review yet.
347. 8:44>> Um and so and so
348. 8:47yeah, I'm trying to think if you've got
349. 8:48like 30 minutes right now I can go ahead
350. 8:49and get your account set up. We're just
351. 8:50going to click connect connect on a
352. 8:51couple buttons, get your client list in
353. 8:52there and we can start getting you some
354. 8:54reviews by the end of the week.
355. 8:55>> Yeah, sounds good.
356. 8:56>> Awesome. Okay, so if you want to click
357. 8:57that green share screen button down at
358. 8:59the bottom center. Okay, so that was the
359. 9:00example of just like the onboarding
360. 9:02close, right? So I don't ask for the
361. 9:03card information until we're already
362. 9:05kind of rocking and rolling. And so what
363. 9:07I do here is I go through the onboarding
364. 9:09process which I don't think we'll
365. 9:10probably skim through all of this but I
366. 9:13go through the onboarding process and
367. 9:14then let me find the close at the end so
368. 9:17you can see kind of how I close.
369. 9:18Basically right now I'm just telling him
370. 9:19to share his screen and we're getting
371. 9:21started but so you can see we've gone
372. 9:23through the whole onboarding process
373. 9:24now. It's about 15 minutes after we just
374. 9:26paused and dropped off. So the
375. 9:28onboarding was pretty quick. So now
376. 9:30let's just watch this close. Or if you
377. 9:32want to upload them via us
378. 9:34click on settings.
379. 9:36So I was just showing you $10 for if you
380. 9:38want to upload them via CSV file, then
381. 9:40we just do what we did before where you
382. 9:41click the import button and you just add
383. 9:43them that way.
384. 9:44>> Okay.
385. 9:45>> All right. Cool. You need to exit out of
386. 9:46that. And so, click on click on add
387. 9:48credits to your wallet.
388. 9:50Click on settings.
389. 9:52So, that's just showing you $10 can get
390. 9:53you 14,000 emails.
391. 9:55>> This was just an old little onboarding
392. 9:56widget we had. We don't really use this
393. 9:58anymore. We just kind of walk them
394. 9:59through it. Uh it was just too much to
395. 10:01keep up with changing it all the time
396. 10:02with custom CSS. Uh but basically just
397. 10:04tell them, "Hey, settings, go to company
398. 10:05billing. This is where you can their
399. 10:07they can view their wallet."
400. 10:09>> $10 gets you 1,200 message segments. So,
401. 10:11you click on company billing. Um
402. 10:14Yeah, that's that's all just like
403. 10:15details that you can fill out in your
404. 10:16account. None of it really matters. But,
405. 10:17click on company billing and then add
406. 10:19payment method. I think I need to Let me
407. 10:21Let me add um click on request via SMS.
408. 10:25And then just yeah, that one. And then
409. 10:27just send and convert. Yeah, send and do
410. 10:29that.
411. 10:30All right. And that should either um
412. 10:33Yeah, here you go. Now, you put your
413. 10:34details in right there. This will be
414. 10:35able to put the text and email expenses.
415. 10:46All right. And then click on add balance
416. 10:47real quick and just go ahead and add
417. 10:48like the first $10 balance. Sometimes
418. 10:51So, just like that, close them.
419. 10:52Literally no objections. Um you know,
420. 10:54not all calls are going to be like this.
421. 10:56I wanted to show y'all this call mainly
422. 10:58to show how poorly
423. 11:00um
424. 11:01I was at sales and you know, I still
425. 11:03have a lot to learn and improve. Um how
426. 11:05I didn't do pretty much anything right.
427. 11:06But, still if you get on a sales call,
428. 11:09you present to them the value. You have
429. 11:11a good offer, which ours was a free
430. 11:12trial. And then this kind of close of
431. 11:14hey, let's get you set up creates a
432. 11:17sunken cost fallacy that gets rid of a
433. 11:19lot of objections later, right? Cuz
434. 11:20you're going to go through, you know, 15
435. 11:22to 20 minutes of onboarding where you're
436. 11:23getting access to stuff that you need,
437. 11:24this, that, and the other. And you still
438. 11:26you do want to give them a little
439. 11:26information and the price before. But,
440. 11:29this will show them, "Hey, okay. Well,
441. 11:31they are responding to my reviews. Oh,
442. 11:32okay, sweet. This is how they do the
443. 11:33social posting. Oh, sweet. You know,
444. 11:35they're going to have access to my
445. 11:36customer list and all this sort of
446. 11:37stuff. And then kind of understand it.
447. 11:39And then also the end result is okay, we
448. 11:40just need that card to start the trial
449. 11:43to rebuild for texts and emails and
450. 11:44stuff like that. Boom. It just makes
451. 11:47sense. It's just like the sunken cost
452. 11:48fallacy. They've been on a call for 30,
453. 11:5040 minutes now. They're like, yeah,
454. 11:51we'll do that. Let's get started. Now
455. 11:53you got the card on file. Now you can
456. 11:54add the same, you know, obviously you
457. 11:56tell them, hey, we charge the same card
458. 11:58there that you put for texts and emails,
459. 11:59we'll charge that for the subscription.
460. 12:00And this client has been a client of
461. 12:02mine now for years. He's paid us
462. 12:03thousands and thousands and thousands of
463. 12:05dollars. And the only time I've ever
464. 12:07talked to him is in this 30-minute call
465. 12:09right here. Isn't that insane? They I
466. 12:11don't know if he's even He did change
467. 12:13the name of his business, so he probably
468. 12:14emailed me once to change the name of
469. 12:15his business cuz we we connected a new
470. 12:17Google Business Profile. But other than
471. 12:18that, 30 minutes for This is in 2024.
472. 12:22He's been paying a hundred at least a
473. 12:23hundred dollars a month or a hundred
474. 12:25dollars a month for almost two full
475. 12:27years now.
476. 12:28So, you know, he's paid almost, you
477. 12:30know, 2,500, 2,600 dollars. So, yeah,
478. 12:33that's a good trade. I'll trade 2,500
479. 12:35bucks for a 30-minute call any day of
480. 12:37the week. So, if you enjoyed this video
481. 12:39and you want to see more in details as
482. 12:41to how we kind of get people on sales
483. 12:42calls, check out this next video where I
484. 12:44locked myself in my truck until I got a
485. 12:46paying client.