Why This Agency Should Sell Less Service Work — Transcript

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1. 0:00Oh, this might be a little abstract, but
2. 0:03um the business we do, we have a SAS
3. 0:06agency hybrid doing about 150K for the
4. 0:09first year so far.
5. 0:11>> Okay. What is a agency hybrid? What that
6. 0:13means?
7. 0:15>> SAS agency.
8. 0:16>> So you you run an agency
9. 0:18>> but also run the Yeah. So we um
10. 0:21>> we kind of have like DIY structured done
11. 0:23with you structure and it's done for
12. 0:25you. Um
13. 0:26>> you have three different service levels
14. 0:27at 150,000 a year.
15. 0:31Yeah. Um, so we don't really have much
16. 0:35of the low ticket taken up yet,
17. 0:37honestly. Um, but we're building the
18. 0:39structure out because
19. 0:41>> you you say all the time, more, better,
20. 0:44new, and so essentially doing the same
21. 0:47work but turning the camera on. So, and
22. 0:50then putting it inside of a community.
23. 0:52>> So, that's why I thought it kind of made
24. 0:54sense. But the question,
25. 0:57>> we were under a non-compete for a while
26. 0:59and that's lifted and so we're starting
27. 1:00to do our own marketing for ourselves
28. 1:03kind of walk the walk
29. 1:04>> and
30. 1:05>> so we've been survive surviving on local
31. 1:08and word of mouth. Um, but I also know
32. 1:11that with AI human interaction is going
33. 1:14to be at like king. So I'm thinking
34. 1:16about public speaking and stuff like
35. 1:18that. And there's a certain story I'm
36. 1:20wondering if I should leave out or
37. 1:21include because it's pretty
38. 1:22inspirational. Um, so I got into
39. 1:26entrepreneurship because
40. 1:27>> dude in 60 dude in
41. 1:29>> 60.
42. 1:31>> Oh well. Um, so I had a record that kept
43. 1:34me from a lot of stuff. It wasn't
44. 1:36nothing heinous but um it was just it
45. 1:39was a B&E.
46. 1:40>> So the person
47. 1:42>> who owned the house actually got
48. 1:43introduced to me for my services. I'm
49. 1:46actually providing valuable service for
50. 1:48the community. And so,
51. 1:50>> uh, overcame a lot and actually getting
52. 1:52expuned and they helped write the
53. 1:55letter. And I don't know if I should
54. 1:57include that story because that actually
55. 1:59forced me into survival mode and
56. 2:02>> you know, you mentioned the CMO skill
57. 2:04stack on his video one one time
58. 2:07>> and that really hit home for me. I'm
59. 2:08like, [clears throat] he's talking about
60. 2:09me. Holy [ __ ] So, I just feel more
61. 2:13urged to talk about it more than ever
62. 2:16now. It's crazy that it's actually going
63. 2:18to be in the past. And so,
64. 2:21I could see the benefit, but
65. 2:25I I just want to hear what your brain
66. 2:27would think about this.
67. 2:30>> So, there's a two to me, these are two
68. 2:32separate things. I mean, you're a human
69. 2:33being and so that's always going to be
70. 2:34tied to you. Um, I want to figure out do
71. 2:36you want to like is the question that
72. 2:38you have around like what do I need to
73. 2:39grow in my business or is it like I
74. 2:40would like to start speaking on stages
75. 2:42because I want to share this message and
76. 2:44then hope that that somehow turns into
77. 2:45business for me.
78. 2:47>> Well, I think the fact that she's a
79. 2:49client is is pretty huge and it makes it
80. 2:52kind of make sense to bring it up, but
81. 2:54also um I think it could be you say
82. 2:57niche down, it could be a smaller niche
83. 2:59I could see it being. Um,
84. 3:01>> so I really don't know. But um
85. 3:03>> you run an agency for SAS business
86. 3:05owners, correct?
87. 3:07>> No. So I offer SAS and I also do agency
88. 3:12services like digital marketing.
89. 3:14>> I would pick one or the other right off
90. 3:15the bat.
91. 3:16>> You need to pick one.
92. 3:18>> Well, it's kind of running off that that
93. 3:21software. So
94. 3:24you're running an agency. I mean, are
95. 3:26you just white labeling something?
96. 3:28>> Yeah. Yeah. Whatever. You're white
97. 3:30labeling something. Okay. So you have an
98. 3:31agency. Let's just like again it's like
99. 3:32we just got to stick to what's what's
100. 3:34what. Like the work you do is agency
101. 3:35work, correct?
102. 3:37>> Right.
103. 3:37>> Okay.
104. 3:38>> Yeah.
105. 3:38>> Who do you who do you do agency work
106. 3:40for?
107. 3:43>> Uh SMBs right now.
108. 3:45>> Okay. Are you doing leg right now? Like
109. 3:47>> in person?
110. 3:50So, um, we we don't we kind of honestly
111. 3:55like we do Facebook ads, we create a
112. 3:57website, SEO, like
113. 3:59>> you run ads and get leads for for for
114. 4:00business owners, right?
115. 4:03>> Right.
116. 4:03>> Okay. So, you need to get more business
117. 4:06owners to buy your thing, right?
118. 4:12>> Uh, well, yeah. I mean, honestly, it's a
119. 4:15good trajectory
120. 4:17because I binge everything that you put
121. 4:19out. Um, so
122. 4:22um I I definitely think the more sales
123. 4:26are coming, that's a given. We got a
124. 4:28really good outlook considering it's
125. 4:30just the first year. Um, so I'm sure
126. 4:33I'll have to like trim the fat and all
127. 4:34that stuff. Um, and and hone like you
128. 4:38said, we're doing too much. So,
129. 4:40>> all right, dude. Let me help. Can I help
130. 4:42you?
131. 4:44>> Sure.
132. 4:45>> I think that you need to massively
133. 4:48simplify like
134. 4:53>> the story p You're good, dude. You're
135. 4:55fine. This the story piece is just not
136. 4:58it's like it's it's super inspirational.
137. 5:01It's great. I want to focus on the
138. 5:03business right now, which is that you
139. 5:04have an SMB digital agency. This is a
140. 5:06very normal business.
141. 5:08>> You need to run ads or do outreach. pick
142. 5:09which one you want. Uh for local
143. 5:11business owners,
144. 5:13>> you are going to quickly run into the
145. 5:15problem that you might have heard from
146. 5:16other people on this, which is that
147. 5:17small business owners are inherently
148. 5:18volatile and they will turn out unless
149. 5:19you have a very lowc cost service.
150. 5:20What's your cost per month?
151. 5:24>> Um so we provide the tools for 100 bucks
152. 5:28a month and we have clients that spend
153. 5:31up to like 5,000 a month.
154. 5:34>> Okay. And that's running probably 1500.
155. 5:37That's you running their ads is the a
156. 5:40more expensive thing, right?
157. 5:43>> Um and SEO. Yeah.
158. 5:44>> Okay. But sure. So you're white labeling
159. 5:48go high level probably and you're
160. 5:51running ads and doing SEO for some of
161. 5:54those businesses that choose to use the
162. 5:56website stuff plus get services, right?
163. 6:00>> Yeah.
164. 6:01>> Okay.
165. 6:02>> Yep.
166. 6:03>> Great. In the future, just lead with
167. 6:06that. [laughter]
168. 6:07I white label go high level. I run uh
169. 6:10ads for small business owners. I can't
170. 6:12grow as much as I would like to. And the
171. 6:15constraint that I'm dealing with is that
172. 6:16I need more demand. And so right now,
173. 6:18can you double the amount of customers
174. 6:19that you can handle right now?
175. 6:23>> Um
176. 6:25probably uh uh yeah, I think as long as
177. 6:29we focus on systems and processes along
178. 6:31the way.
179. 6:33>> Okay.
180. 6:35How many customers do you have right now
181. 6:36that are in services?
182. 6:39>> Um about
183. 6:42I want to say like probably 10 15 or so.
184. 6:45>> Okay. So you just I would say either
185. 6:48pick whether you want to say like I'm
186. 6:50just going to do this uh this white
187. 6:51label thing and you can scale that to
188. 6:52the moon because you're not there's not
189. 6:54really any services with it and the
190. 6:55stick's probably pretty good. So, I
191. 6:57would say like, can we just set up these
192. 6:59things? Maybe do SEO plus go high level
193. 7:01because then that way um and for my
194. 7:03people, snip that part out because I
195. 7:05don't feel like I'm endorsing some [ __ ]
196. 7:07But basically, you want to what have
197. 7:09your white label software, you have your
198. 7:11SEO, that's the lowest amount of work
199. 7:13that you can do in terms of gross
200. 7:14profit. You probably sell that at $300
201. 7:17to $500 a month. You probably a
202. 7:18relatively low churn based on the SMBs
203. 7:20that you're bringing in. And you need to
204. 7:21run ads and do outreach to get more of
205. 7:24those people. And if you're currently
206. 7:25doing a certain amount of ads and
207. 7:26outreach, you will need to do more of
208. 7:27that. I would stop doing the agency
209. 7:29services, even though it's quite it's
210. 7:31higher ticket because those people will
211. 7:32turn out and it'll be a pain in your
212. 7:34butt. So, I'd rather you stick with the
213. 7:35stuff that's low churn, really high
214. 7:37revenue retention, high gross margin,
215. 7:39and sell that as the primary thing and
216. 7:42do more on the front end and have the
217. 7:43scalable back end
218. 7:46>> and worry about the other BS them close
219. 7:48to retirement.
220. 7:50>> Cool.
221. 7:52>> Yeah.
222. 7:52>> All right.
223. 7:53>> Yes, sir. Rock and roll. Appreciate you.
224. 7:55I I'm I'm glad you you you've you you've
225. 7:57gone a full 180. Uh congrats on the
226. 7:59story. I appreciate it, man. Thanks for
227. 8:00calling in.
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