"Why Is More Search Traffic Eating My Profit?" — Transcript

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1. 0:00I set up asset protection trust to
2. 0:02people in lawsuits preventatively. And
3. 0:04uh
4. 0:04>> In lawsuits actively.
5. 0:05>> Yeah.
6. 0:06>> Well, there you go.
7. 0:06>> Or before.
8. 0:07>> Yeah.
9. 0:08>> [laughter]
10. 0:09>> And uh we do 11 million revenue and I
11. 0:12like to be at 25.
12. 0:13>> Okay.
13. 0:14>> And I think uh
14. 0:15uh two things. One, the ad the paper
15. 0:17click costs are
16. 0:19through the roof, eating up a lot of the
17. 0:20profit. And two, uh finding people who
18. 0:23really can sell and understand legal
19. 0:25concepts both.
20. 0:26>> Super common.
21. 0:27>> Yeah.
22. 0:31>> Okay. So, those are two separate
23. 0:32problems.
24. 0:33>> Yeah.
25. 0:33>> Um
26. 0:36which one's the bigger problem?
27. 0:38>> Currently, it's the ad costs are going
28. 0:40through the roof.
29. 0:41>> Just PPC?
30. 0:42>> Yeah, PPC.
31. 0:48>> Well, I mean, if you're bidding for
32. 0:49those terms, the only way to way to win
33. 0:51cuz it's an auction it's going to be you
34. 0:52increasing LTV, but I'm guessing I mean,
35. 0:54I'm guessing you're selling relatively
36. 0:55expensive packages.
37. 0:56>> We are. Yeah.
38. 0:57>> Yeah. So, I don't know how much room you
39. 0:58have there. Um so, I would probably if
40. 1:02if I wanted to sol- solve, you know, the
41. 1:04acquisition problem, I would probably be
42. 1:06looking at another paid ad
43. 1:08you know, way of running ads. So, PPC
44. 1:11for everyone here, typically uh pretty
45. 1:13good returns, very consistent. It's
46. 1:15really nice because once you set it, you
47. 1:17can kind of forget it, kind of. Um well,
48. 1:20definitely compared to social ads that
49. 1:21are interruption-based you have to
50. 1:22refresh all the time. But I think that
51. 1:24may be actually the next thing though is
52. 1:26that I think you might have to look at
53. 1:27interruption-based uh paid ads rather
54. 1:29than uh
55. 1:30inbound intent-based.
56. 1:31>> Yeah.
57. 1:32>> Cuz I I honestly, the only other thing
58. 1:34that you could really do is just start
59. 1:35going top of funnel more because if you
60. 1:38what percentage is people who are in
61. 1:39lawsuits versus people who are not in
62. 1:41lawsuits?
63. 1:41>> About 50/50.
64. 1:42>> Okay. Yeah, so then I would I would
65. 1:44imagine that where your growth will come
66. 1:46is from the people who are not in
67. 1:47lawsuits cuz there's way more people
68. 1:48there than in lawsuits.
69. 1:49>> True.
70. 1:50>> PPC is going to be intent, red hot pain,
71. 1:52they're going to come in, they'll buy
72. 1:53quickly.
73. 1:54Um whereas the people who are
74. 1:55preventative obviously take a little bit
75. 1:56more education. That's where it's
76. 1:58actually very similar to the financing I
77. 1:59was saying earlier,
78. 2:00where pushing to either virtual or
79. 2:02in-person events, giving away lots of
80. 2:04information, right?
81. 2:06For selling more complex products, tends
82. 2:08to do really, really well in your space.
83. 2:11And so, I would probably go social ads
84. 2:14to
85. 2:15workshop, virtual or in-person.
86. 2:18And then sell from there into your into
87. 2:21your stuff.
88. 2:22That would probably be my strategy if I
89. 2:24if you wanted to get to 25, cuz it's I
90. 2:26don't think I mean can you you probably
91. 2:27can't increase your your spend on PPC
92. 2:29that much more anyways.
93. 2:30>> True. Like like on like webinars, things
94. 2:32like that. Okay, cool.
95. 2:33>> Yeah, so you can do them virtually or
96. 2:34you can do them in person if you want.
97. 2:36>> Cool.
98. 2:36>> Yeah. Cuz if you do it in person, where
99. 2:38are you out of?
100. 2:39>> Uh Florida.
101. 2:40>> Florida? Yeah, I mean you could probably
102. 2:42run a 50-mi radius in Florida and do an
103. 2:43in-person one and people still show.
104. 2:46So like that would be that would be like
105. 2:47a cuz it's much easier to get people to
106. 2:49it's it's a very easy funnel for
107. 2:51in-person if you're local. Like it's
108. 2:52literally just lead gen, call, schedule,
109. 2:54remind the hell out of them, expect 20
110. 2:5825% to show up of your leads, 20
111. 3:02call it.
112. 3:04And then from there, you'll close a
113. 3:05third of the room.
114. 3:07>> Cool. Great.
115. 3:08>> That's I mean that's a very simple
116. 3:09model. So I'd probably start there, and
117. 3:11then as you kind of like get more
118. 3:12familiar with it, get the pitch down,
119. 3:14etc., then you can go to online and then
120. 3:15do the nation.
121. 3:16>> Great.
122. 3:17>> That help?
123. 3:18>> Thanks for
124. 3:18>> Yeah, you bet. If you're not getting as
125. 3:19many leads as you want and your business
126. 3:21is demand-constrained, [music] meaning
127. 3:23you could service more customers than
128. 3:24you currently have, then this is for
129. 3:26you. So marketing is changing and I
130. 3:28think ACQ tends to be on the bleeding
131. 3:29[music] edge of this stuff. We certainly
132. 3:31spend the money
133. 3:32to do it, but we also build custom
134. 3:33software and we pay amazing vendors and
135. 3:35very expensive people to figure out the
136. 3:37system that we have right now, and I
137. 3:38want to share it with you, kind of open
138. 3:39kimono style. If you're not getting as
139. 3:40many leads as you want,
140. 3:42boy do I have the [music] thing for you.
141. 3:43Click below, book call, and
142. 3:45hopefully I'll see you in Vegas.