WEBVTT 1 00:00:00.391 --> 00:00:03.394 Bankrupt as in zero dollars in his bank account. 2 00:00:03.454 --> 00:00:05.295 That's what this business owner just approached me with. 3 00:00:05.475 --> 00:00:08.318 That's going to happen within weeks, not months or years, weeks. 4 00:00:08.898 --> 00:00:12.601 He's going to have to sink his entire life savings into it just to keep it going to the end of the year. 5 00:00:12.921 --> 00:00:18.266 I'm going to sit down with Paul to help him fix his adventure park that he's already sunk $22 million in, which is absolutely insane. 6 00:00:18.666 --> 00:00:22.388 And I'm going to give you a step-by-step roadmap on exactly what he needs to do to fix the business. 7 00:00:22.408 --> 00:00:25.890 And we're going to check back in within 90 days from now to see, A, is he still alive? 8 00:00:25.970 --> 00:00:27.411 And B, did the business get fixed? 9 00:00:27.691 --> 00:00:34.075 But most importantly for you, if you're a business owner, I've scaled 10 businesses to $10 million in revenue, $3 to $100 million plus. 10 00:00:34.355 --> 00:00:41.299 And I think the biggest lesson I've learned in this entire process is the tactics and principles that apply to this business apply to many businesses because businesses behave in patterns. 11 00:00:41.559 --> 00:00:43.220 So with that being said, let's dive into the business. 12 00:00:43.720 --> 00:00:44.720 What's happening everybody? 13 00:00:44.881 --> 00:00:45.501 So Paul, you ready? 14 00:00:45.841 --> 00:00:46.641 Oh, I'm ready. 15 00:00:46.901 --> 00:00:48.362 All right, so tell me about the business. 16 00:00:48.482 --> 00:00:52.704 Yeah, my name's Paul Fontanelli, founder of Boulder Adventure Park. 17 00:00:52.824 --> 00:00:56.026 We are an indoor family entertainment center in Grand Prairie, Texas. 18 00:00:56.306 --> 00:00:58.047 The story actually started eight years ago. 19 00:00:58.107 --> 00:00:58.347 Okay. 20 00:00:58.707 --> 00:01:04.810 I dreamed it up, I was working in corporate America, kind of uninspired at the time, wanted to do something entrepreneurial. 21 00:01:04.830 --> 00:01:08.272 I have three young kids, wanted to get out of that and build a business. 22 00:01:08.532 --> 00:01:09.552 How much did you raise? 23 00:01:10.232 --> 00:01:12.634 Raised eight, total cost is 22 million. 24 00:01:13.554 --> 00:01:15.116 Did you put the rest in? 25 00:01:15.377 --> 00:01:17.660 I put... Well, the rest is debt. 26 00:01:17.760 --> 00:01:18.161 Got it. 27 00:01:18.241 --> 00:01:20.023 Who paid for the debt? 28 00:01:20.123 --> 00:01:20.384 Bank. 29 00:01:20.444 --> 00:01:20.905 Oh, shit. 30 00:01:21.285 --> 00:01:21.505 Yeah. 31 00:01:21.525 --> 00:01:22.026 It's a big loan. 32 00:01:22.467 --> 00:01:23.188 It is a big loan. 33 00:01:23.348 --> 00:01:24.830 That's part of what we're going to talk about today. 34 00:01:24.850 --> 00:01:25.291 Yeah, I know. 35 00:01:25.571 --> 00:01:26.112 Yeah, we will. 36 00:01:26.292 --> 00:01:27.173 All right, so... For sure. 37 00:01:27.654 --> 00:01:28.395 How does this thing... 38 00:01:29.096 --> 00:01:29.536 make money. 39 00:01:29.636 --> 00:01:30.376 So we're at 4.8. 40 00:01:30.416 --> 00:01:31.457 We're not profitable yet. 41 00:01:31.657 --> 00:01:34.678 That's one of our biggest challenges is the profitability of it. 42 00:01:35.398 --> 00:01:37.659 Our goal is to get to 10 million revenue over the next few years. 43 00:01:38.379 --> 00:01:41.720 But what's really the goal, what we need to talk about today is the next 90 days. 44 00:01:42.760 --> 00:01:44.281 So I'll come back to that. 45 00:01:44.321 --> 00:01:47.502 But that's a really big piece of kind of what we're doing today. 46 00:01:48.022 --> 00:01:48.702 Streams of revenue. 47 00:01:48.822 --> 00:01:50.543 This is the money slide, literally. 48 00:01:52.143 --> 00:01:56.986 General admission, $32.46 per person with another $11 of in-park spend. 49 00:01:57.006 --> 00:02:01.009 They add on arcade, food and beverage, merchandise, you name it. 50 00:02:01.790 --> 00:02:04.391 This makes up about 70% of total revenue. 51 00:02:04.611 --> 00:02:08.914 Then we have a bunch of other groups in terms of church groups, social groups, etc. 52 00:02:09.275 --> 00:02:12.657 And then we literally just launched our summer camp campaign today. 53 00:02:13.017 --> 00:02:20.824 I assume one of the biggest things Alex is going to help me work on is data and metrics I'm not crystal clear on at the moment. 54 00:02:21.084 --> 00:02:23.806 This is the take my medicine slide. 55 00:02:23.826 --> 00:02:24.066 Yeah. 56 00:02:24.587 --> 00:02:25.107 I own this. 57 00:02:25.287 --> 00:02:26.228 I don't make excuses. 58 00:02:26.568 --> 00:02:31.753 The numbers that your team was asking helped me prepare and realize where some of our deficiencies are. 59 00:02:31.813 --> 00:02:32.113 Yeah. 60 00:02:32.593 --> 00:02:35.696 It's really interesting for you because from a business perspective... 61 00:02:36.736 --> 00:02:38.778 it's like you're looking at outputs, not inputs. 62 00:02:38.838 --> 00:02:42.000 So these numbers are inputs that create the outputs that you're accustomed to tracking. 63 00:02:42.020 --> 00:02:44.841 Because the core economic arbitrage of the business is LTVCAC, right? 64 00:02:44.901 --> 00:02:49.084 That's the core arbitrage that we expand out and then we just do it to infinity. 65 00:02:49.924 --> 00:02:50.965 So we actually start making a profit. 66 00:02:51.145 --> 00:02:51.385 Okay. 67 00:02:51.745 --> 00:02:52.286 Well, good to know. 68 00:02:52.566 --> 00:02:53.506 So problems. 69 00:02:53.826 --> 00:02:56.647 The bad is we are demand constrained, right? 70 00:02:56.747 --> 00:02:59.629 But the good news is we can 10X the opportunity. 71 00:02:59.649 --> 00:03:01.449 The capacity is absolutely there. 72 00:03:01.489 --> 00:03:05.911 As you can see, peak days running at 50% of capacity, but emissions are down. 73 00:03:05.951 --> 00:03:10.873 We've had struggles with marketing, conversion rates, all of that has really been one of our challenges. 74 00:03:11.614 --> 00:03:12.874 And here's the final shit sandwich. 75 00:03:13.334 --> 00:03:14.375 We are cash constrained. 76 00:03:14.595 --> 00:03:19.038 I'm at the point now I'm putting my 401k in, um, which I believe in this business. 77 00:03:19.058 --> 00:03:19.958 I believe in the upside. 78 00:03:20.038 --> 00:03:21.279 I believe in this opportunity. 79 00:03:21.839 --> 00:03:25.722 Um, and so it's, I'm all in, which actually leads me to the next slide. 80 00:03:26.102 --> 00:03:28.103 This literally hit me yesterday, dude. 81 00:03:28.263 --> 00:03:31.965 And I was like, heard, you come, you fight for your life. 82 00:03:31.985 --> 00:03:32.726 You said it earlier. 83 00:03:32.746 --> 00:03:34.547 There's, we have nine lives, right? 84 00:03:34.607 --> 00:03:38.029 Like I might be towards the end, but I'm here and I believe in it. 85 00:03:38.069 --> 00:03:40.931 And I know we've got the upside to, uh, to make it happen. 86 00:03:41.031 --> 00:03:42.111 We've got 14 days, right? 87 00:03:42.271 --> 00:03:42.432 Yep. 88 00:03:42.592 --> 00:03:42.972 Exactly. 89 00:03:42.992 --> 00:03:43.152 Exactly. 90 00:03:45.670 --> 00:03:46.130 Deep breath. 91 00:03:46.491 --> 00:03:47.712 That's exactly how I feel. 92 00:03:47.932 --> 00:03:48.192 Yeah. 93 00:03:48.872 --> 00:03:50.513 I feel for you. 94 00:03:50.854 --> 00:03:51.734 No, I appreciate it. 95 00:03:52.034 --> 00:03:53.635 The issues, there's so much going on. 96 00:03:53.896 --> 00:03:54.436 Absolutely. 97 00:03:54.616 --> 00:03:56.177 I promise I'm going to do my absolute best to try and help. 98 00:03:56.357 --> 00:03:56.818 I know you will. 99 00:03:56.958 --> 00:04:00.660 So let me ask the other question, which is, what's your monthly nut that you need to make to break even? 100 00:04:01.401 --> 00:04:02.421 Well, it's seasonal. 101 00:04:02.742 --> 00:04:03.002 Yeah. 102 00:04:04.122 --> 00:04:07.525 We need to probably be at $550,000 a month. 103 00:04:07.985 --> 00:04:08.946 And you're at now what? 104 00:04:09.726 --> 00:04:11.187 At $400,000. 105 00:04:11.207 --> 00:04:11.908 Okay. 106 00:04:11.928 --> 00:04:13.129 So you need $150,000. 107 00:04:13.269 --> 00:04:14.169 What's the debt service right now? 108 00:04:14.269 --> 00:04:14.569 Monthly? 109 00:04:14.690 --> 00:04:15.150 Monthly. 110 00:04:15.810 --> 00:04:17.932 It's going to be probably about 180,000. 111 00:04:20.814 --> 00:04:21.114 Got it. 112 00:04:21.474 --> 00:04:23.575 So I'll tell you what I wrote down. 113 00:04:23.655 --> 00:04:26.137 So the first thing that we probably have to do is generate cash. 114 00:04:27.158 --> 00:04:34.502 And so what I want to do is sell basically the baddest offer that we could possibly imagine for a season pass to the list. 115 00:04:35.343 --> 00:04:39.826 And that's because like if we don't do this, there won't be a season for them to come home to. 116 00:04:39.886 --> 00:04:42.488 So we need to we need to generate some cash. 117 00:04:43.728 --> 00:04:45.748 May I suggest one idea? 118 00:04:46.189 --> 00:04:51.650 Our summer camps is a huge opportunity to drive significant cash in a very short period of time. 119 00:04:51.670 --> 00:04:54.870 Because the window that moms are booking summers is right now. 120 00:04:54.990 --> 00:04:56.810 So we're May, June, July, August. 121 00:04:56.830 --> 00:04:58.371 So those are kind of the four months ahead. 122 00:04:58.491 --> 00:04:58.731 Key. 123 00:04:58.811 --> 00:04:59.111 Right. 124 00:04:59.251 --> 00:05:00.711 But then it goes into the slow season. 125 00:05:00.891 --> 00:05:01.611 Slow season, yes. 126 00:05:01.671 --> 00:05:01.831 Right. 127 00:05:01.851 --> 00:05:04.552 So we need to do more than just good during this time period. 128 00:05:05.212 --> 00:05:10.713 So we've got 600,000 extra that this has to make just to get us to the bad season. 129 00:05:11.393 --> 00:05:11.613 Right. 130 00:05:12.033 --> 00:05:12.274 Right. 131 00:05:12.514 --> 00:05:13.134 How big is the team? 132 00:05:13.234 --> 00:05:13.634 Sales team? 133 00:05:13.954 --> 00:05:16.376 Sales team right now is three people. 134 00:05:16.616 --> 00:05:16.836 Okay. 135 00:05:16.856 --> 00:05:25.220 Because if we have, let's say we have this month, if we were to announce tomorrow, basically, because that's the time zone we're in, I'm going to bet average it can be like $1,200. 136 00:05:25.461 --> 00:05:28.142 That's where our third offer was for $2,000. 137 00:05:28.182 --> 00:05:30.003 You can come any week, any time. 138 00:05:30.402 --> 00:05:32.882 Oh, so you can do five days a week, the whole summer for two grand? 139 00:05:32.922 --> 00:05:33.303 Correct. 140 00:05:33.903 --> 00:05:36.003 So basically buy four, get 10? 141 00:05:36.383 --> 00:05:38.163 Yep, that was meant to be the Grand Slam offer. 142 00:05:38.323 --> 00:05:39.224 That is compelling. 143 00:05:39.504 --> 00:05:40.504 Okay, so. 144 00:05:40.744 --> 00:05:42.924 And that way mom or dad could just drop their kid off. 145 00:05:43.064 --> 00:05:44.004 Any day, any time. 146 00:05:44.665 --> 00:05:47.265 So let's say that the average ticket is 1200, 1300. 147 00:05:47.285 --> 00:05:47.845 Sure. 148 00:05:48.145 --> 00:05:54.946 So if it's $1,200 as the average ticket and they can close 15 of those a day, we're looking at call it 16,000 a day, something like that. 149 00:05:54.966 --> 00:05:57.687 So that would get us an extra 450 grand. 150 00:05:57.707 --> 00:05:58.267 That's not enough. 151 00:05:58.647 --> 00:06:02.632 Well, the demand for summer is automatically going to boost revenue. 152 00:06:02.833 --> 00:06:07.799 I was optimistically shooting for about $200,000 in summer camps, and that would have been a win. 153 00:06:08.260 --> 00:06:14.588 If you and I can dial that in and get even close to what you're saying, it's going to put us in a strong position. 154 00:06:14.928 --> 00:06:18.291 I do like the summer angle because I think people will spend a lot of money for their kids. 155 00:06:18.712 --> 00:06:23.316 Because if we decide that this is the offer, right, then we'll drive the whole email list here. 156 00:06:23.336 --> 00:06:26.639 I mean, honestly, you just need to hammer the list because it's now or never, right? 157 00:06:27.199 --> 00:06:28.000 We have to hammer the list. 158 00:06:28.120 --> 00:06:30.062 I think we take as much of that cash as we possibly can. 159 00:06:30.082 --> 00:06:31.744 And then we drive that back into ads. 160 00:06:31.864 --> 00:06:32.144 Love it. 161 00:06:32.324 --> 00:06:33.805 And then again, feed it through. 162 00:06:33.826 --> 00:06:34.266 I love it. 163 00:06:37.554 --> 00:06:41.297 So I want to get still a little bit clearer on the summer camp offer. 164 00:06:41.397 --> 00:06:41.817 Absolutely. 165 00:06:41.978 --> 00:06:43.619 We have kind of one shot at getting it right. 166 00:06:43.739 --> 00:06:43.899 Yep. 167 00:06:44.259 --> 00:06:48.142 So current is 300 times 3, 3 days per week. 168 00:06:48.202 --> 00:06:48.563 Exactly. 169 00:06:48.583 --> 00:06:49.343 500 times 5. 170 00:06:49.503 --> 00:06:50.885 Yeah. 171 00:06:50.925 --> 00:06:51.725 2,000 any day. 172 00:06:52.045 --> 00:06:52.866 And that's for the whole summer. 173 00:06:53.186 --> 00:06:53.447 Correct. 174 00:06:53.847 --> 00:06:54.828 I'm going to pull the funnel up. 175 00:06:54.968 --> 00:07:01.073 This looks nice. 176 00:07:01.153 --> 00:07:04.135 I tried to follow your recommendations. 177 00:07:04.275 --> 00:07:04.695 It looks good. 178 00:07:04.976 --> 00:07:05.496 I like this. 179 00:07:05.756 --> 00:07:06.277 I like that. 180 00:07:06.297 --> 00:07:06.817 Okay. 181 00:07:08.409 --> 00:07:08.990 That's cool. 182 00:07:09.210 --> 00:07:12.995 My big fear as a parent would be, is my kid going to fall and die? 183 00:07:13.195 --> 00:07:13.836 That's pretty big. 184 00:07:14.176 --> 00:07:15.258 Safety is our number one. 185 00:07:15.278 --> 00:07:15.758 Yeah, no. 186 00:07:15.839 --> 00:07:22.447 I think if we can accommodate that, this should probably drop off the page, this kind of header. 187 00:07:22.807 --> 00:07:23.128 Okay. 188 00:07:23.408 --> 00:07:25.931 Because it's not any value. 189 00:07:26.552 --> 00:07:26.733 Right. 190 00:07:26.773 --> 00:07:28.295 It's the most valuable real estate on here. 191 00:07:28.816 --> 00:07:30.378 We also have like four banners. 192 00:07:31.119 --> 00:07:34.404 So we have this banner, we have this banner, we have this banner and we have this banner. 193 00:07:35.145 --> 00:07:36.968 We want to have basically one banner. 194 00:07:37.228 --> 00:07:38.971 So it's like, what's the most important thing? 195 00:07:39.431 --> 00:07:41.054 I think this is probably the most important thing. 196 00:07:42.520 --> 00:07:42.760 Yeah. 197 00:07:42.980 --> 00:07:45.142 Because we want to let them know the times. 198 00:07:45.603 --> 00:07:49.245 I think we can get rid of this thing. 199 00:07:49.506 --> 00:07:51.307 This is basically a repeating of this. 200 00:07:51.767 --> 00:07:52.048 Yeah. 201 00:07:52.528 --> 00:07:53.609 So I'd get rid of both of these. 202 00:07:53.629 --> 00:07:54.590 Okay. 203 00:07:55.250 --> 00:07:57.752 I would put this Google Review stuff. 204 00:07:58.212 --> 00:07:59.013 So you already have it here. 205 00:07:59.093 --> 00:08:01.195 So I think you probably can just nix it. 206 00:08:01.215 --> 00:08:01.375 Yep. 207 00:08:01.495 --> 00:08:02.416 I do like this little badge. 208 00:08:02.716 --> 00:08:04.517 Basically you want to put trust right next to the action. 209 00:08:04.537 --> 00:08:04.878 Okay. 210 00:08:05.078 --> 00:08:06.879 So you have this parent rating right around the button. 211 00:08:06.919 --> 00:08:07.760 So that feels okay. 212 00:08:07.940 --> 00:08:08.080 Yep. 213 00:08:08.340 --> 00:08:10.922 I won't put something around injury. 214 00:08:11.222 --> 00:08:14.004 So like, do you know how many like hospital visits? 215 00:08:14.084 --> 00:08:16.886 I just want to show an obvious stat, which is like last year, zero false. 216 00:08:16.966 --> 00:08:17.086 Yep. 217 00:08:17.246 --> 00:08:18.047 I would just put that. 218 00:08:18.207 --> 00:08:18.427 Okay. 219 00:08:18.447 --> 00:08:19.448 Cause that's what I want to know. 220 00:08:19.788 --> 00:08:20.008 Okay. 221 00:08:20.168 --> 00:08:20.569 That's good. 222 00:08:20.589 --> 00:08:21.189 I like that. 223 00:08:21.850 --> 00:08:23.971 Um, day one money back here. 224 00:08:24.011 --> 00:08:24.211 Okay. 225 00:08:24.231 --> 00:08:24.792 That's really good. 226 00:08:25.212 --> 00:08:26.933 Cause that's obviously like, what if he doesn't like it? 227 00:08:26.953 --> 00:08:27.254 Whatever. 228 00:08:27.654 --> 00:08:28.374 Yeah, exactly. 229 00:08:28.795 --> 00:08:29.235 That's good. 230 00:08:29.435 --> 00:08:30.496 See, these are the reviews. 231 00:08:30.536 --> 00:08:32.238 It's like, I'd rather have that than this one. 232 00:08:32.459 --> 00:08:32.719 Got it. 233 00:08:32.759 --> 00:08:35.743 It's like, it's also relevant to the specific thing. 234 00:08:35.903 --> 00:08:36.464 That's good. 235 00:08:37.004 --> 00:08:38.546 And we are going to be recording a VSL. 236 00:08:38.686 --> 00:08:38.906 Yeah. 237 00:08:38.987 --> 00:08:40.568 I was like, the only thing I think it needs is a video. 238 00:08:41.209 --> 00:08:41.850 Where would you put it? 239 00:08:43.011 --> 00:08:43.952 Probably right at the top. 240 00:08:44.153 --> 00:08:44.293 Okay. 241 00:08:44.313 --> 00:08:45.394 So it'd be like headline. 242 00:08:45.534 --> 00:08:45.975 Headline. 243 00:08:46.918 --> 00:08:47.438 thing. 244 00:08:47.518 --> 00:08:52.120 And then, um, and then I would just cut all this because it looks like too much sex. 245 00:08:52.460 --> 00:08:54.941 It's like, yeah, that's the main part. 246 00:08:55.181 --> 00:08:57.342 So those are the funnel tweaks that I would make on the actual page. 247 00:08:57.362 --> 00:09:00.223 Now let's talk about like how we're going to drive traffic to that offer. 248 00:09:00.243 --> 00:09:01.663 So we have the brick and mortar. 249 00:09:01.823 --> 00:09:05.985 So these are the flows and like, I'm only focusing on one thing because you don't have, um, 250 00:09:06.625 --> 00:09:07.546 the luxury of time. 251 00:09:07.726 --> 00:09:07.946 Sure. 252 00:09:08.286 --> 00:09:10.528 And so you basically, we basically need to make one bet. 253 00:09:10.708 --> 00:09:15.612 The season past was my original guess, but I think summer is going to make more sense. 254 00:09:15.873 --> 00:09:16.033 Yep. 255 00:09:16.393 --> 00:09:17.674 So that's what we're going to run. 256 00:09:17.694 --> 00:09:18.074 Okay. 257 00:09:18.335 --> 00:09:18.615 Okay. 258 00:09:18.955 --> 00:09:22.458 So we have our email list as our sources of traffic. 259 00:09:23.319 --> 00:09:29.724 Number two, we have our attach general admission attach rates. 260 00:09:30.064 --> 00:09:30.605 We can do that. 261 00:09:31.225 --> 00:09:32.306 What do you mean by attach rates? 262 00:09:32.526 --> 00:09:33.007 The motion. 263 00:09:33.307 --> 00:09:33.607 Okay. 264 00:09:33.627 --> 00:09:34.208 I can say motion. 265 00:09:34.228 --> 00:09:34.708 That makes it easier. 266 00:09:34.968 --> 00:09:39.392 And then we have our paid ads direct. 267 00:09:40.233 --> 00:09:40.573 Okay. 268 00:09:40.894 --> 00:09:47.059 So if this is, these are kind of our four, call it our four flows that are going to run into this. 269 00:09:47.159 --> 00:09:47.580 Beautiful. 270 00:09:47.620 --> 00:09:47.860 Right? 271 00:09:48.120 --> 00:09:48.280 Yep. 272 00:09:48.781 --> 00:09:52.825 So on the paid ads, I'm going to say A, unspeakable. 273 00:09:54.513 --> 00:10:01.097 video clips as probably the first primary way of the actual creative for the ads. 274 00:10:01.157 --> 00:10:02.117 Okay. 275 00:10:02.217 --> 00:10:11.122 B is we want to have the offer, which I would experiment with buy four, get 10 weeks free or get six weeks free. 276 00:10:11.142 --> 00:10:11.803 Okay. 277 00:10:12.143 --> 00:10:13.303 And that might fucking destroy. 278 00:10:13.323 --> 00:10:14.544 Yeah, that's good. 279 00:10:15.084 --> 00:10:15.425 Yeah. 280 00:10:16.305 --> 00:10:18.226 Yeah, buy four gets six is pretty solid. 281 00:10:18.787 --> 00:10:19.447 I like that a lot. 282 00:10:19.727 --> 00:10:20.228 That's pretty good. 283 00:10:20.688 --> 00:10:24.630 I would also, so 2,000 divided by 10 is 200. 284 00:10:25.091 --> 00:10:30.794 So as low as 200 per week as another angle. 285 00:10:31.035 --> 00:10:31.195 Yep. 286 00:10:31.835 --> 00:10:34.277 I'm thinking about different front end. 287 00:10:34.717 --> 00:10:36.158 So if we're going to the front end, all right. 288 00:10:36.378 --> 00:10:39.661 So we have a buy X, get Y free offer. 289 00:10:39.801 --> 00:10:39.961 Yep. 290 00:10:40.241 --> 00:10:40.401 Right. 291 00:10:40.461 --> 00:10:41.282 As a version of that. 292 00:10:42.123 --> 00:10:44.765 We have a, um, this is kind of the early bird. 293 00:10:45.305 --> 00:10:47.027 So I would use early bird as an angle. 294 00:10:47.307 --> 00:10:47.527 Okay. 295 00:10:47.968 --> 00:10:52.011 And then just pair it by four, get, get six. 296 00:10:52.191 --> 00:10:52.451 Also. 297 00:10:53.352 --> 00:11:16.083 buy one month get whole summer that's a good way to say it right yeah these are all the things they all mean the same thing but the one's going to convert clicks exactly yeah so this is an basically add early bird to it's like why is he doing that because early bird it's like we have to always answer the reason why we're making an offer got it um so buy four get six buy one month get whole summer 298 00:11:16.603 --> 00:11:21.805 Buy one month, get two free. 299 00:11:22.185 --> 00:11:22.385 Yep. 300 00:11:23.005 --> 00:11:23.425 That's good. 301 00:11:24.045 --> 00:11:33.688 If you want this to go mental, but the question is like, I'm only a little bit worried about your sales team's ability to actually like call all the leads. 302 00:11:34.128 --> 00:11:37.489 So this is probably what I would consider to be like the fundamentally sound way of approaching this. 303 00:11:38.354 --> 00:11:40.738 If you wanted to go ballistic, which we might just need ballisticness. 304 00:11:41.299 --> 00:11:42.060 I like the sound of it. 305 00:11:42.621 --> 00:11:46.466 Then we do the full summer offer, right? 306 00:11:46.566 --> 00:11:48.830 We'll just call it $2,000 private summer camp. 307 00:11:49.691 --> 00:11:52.095 Private summer. 308 00:11:54.015 --> 00:11:57.236 experience or camp giveaway. 309 00:11:58.416 --> 00:12:02.557 And so that means that one person that you pick gets the whole camp for free. 310 00:12:03.677 --> 00:12:04.337 This is first place. 311 00:12:04.497 --> 00:12:09.879 I want to have second place be like the core offer, which is a thousand dollars off, but the core offer is this. 312 00:12:10.399 --> 00:12:10.939 Okay, hold on. 313 00:12:11.219 --> 00:12:12.299 So we can say the value. 314 00:12:12.419 --> 00:12:16.620 So, um, if we have, uh, $500 a week times 10, so it's $5,000. 315 00:12:16.640 --> 00:12:16.820 Yes. 316 00:12:16.840 --> 00:12:16.980 Right. 317 00:12:17.000 --> 00:12:17.260 So $5,000. 318 00:12:24.302 --> 00:12:24.862 for the whole summer. 319 00:12:24.883 --> 00:12:25.403 Okay. 320 00:12:25.563 --> 00:12:26.243 That sounds sexy. 321 00:12:26.704 --> 00:12:26.904 Yeah. 322 00:12:27.504 --> 00:12:29.785 And then let's run this. 323 00:12:30.085 --> 00:12:31.706 So $5,000 value, I get that. 324 00:12:31.826 --> 00:12:33.027 And then what's the $3,000 off? 325 00:12:33.227 --> 00:12:34.008 Off the $5,000. 326 00:12:34.588 --> 00:12:34.868 Got it. 327 00:12:34.928 --> 00:12:36.109 So then it's the $2,000 ticket. 328 00:12:36.169 --> 00:12:36.589 Okay, got it. 329 00:12:37.069 --> 00:12:38.450 So this is the first and second place prize. 330 00:12:38.470 --> 00:12:38.850 Okay. 331 00:12:39.111 --> 00:12:43.133 Make sure that you say more than one person can win second place just so you're, you know, legal and compliant. 332 00:12:43.493 --> 00:12:44.734 By all means, I'm not an attorney. 333 00:12:44.834 --> 00:12:46.355 Run this bag of your attorneys, blah, blah, blah, blah. 334 00:12:46.815 --> 00:12:51.337 Yeah, you're responsible for your decisions and, you know, these results may vary in financial performance, et cetera. 335 00:12:51.518 --> 00:12:51.698 Okay. 336 00:12:51.718 --> 00:12:51.918 Yeah. 337 00:12:52.578 --> 00:12:53.799 But more than one winner. 338 00:12:54.680 --> 00:12:58.662 But at the end of the day, honestly, this is going to be the humdinger. 339 00:12:59.223 --> 00:13:07.028 If you just lead with $5,000 private summer cramp, full summer experience giveaway, second place prize wins $3,000 off. 340 00:13:08.209 --> 00:13:16.613 We're offering a prize to give away summer camp every day this summer for your entire family, up to three kids. 341 00:13:16.993 --> 00:13:17.754 Here's how it works. 342 00:13:17.934 --> 00:13:25.618 When you opt in, you're entering to win an all summer camp pass for your entire family, up to three kids. 343 00:13:25.978 --> 00:13:32.121 That means you can drop your kids off here at Boulder any day that camp is going on, whenever you choose. 344 00:13:32.621 --> 00:13:38.945 This is an unbelievable offer valued at over $20,000 for up to three kids in your family. 345 00:13:39.346 --> 00:13:42.828 All you have to do is opt in to have a chance to win. 346 00:13:43.268 --> 00:13:55.697 Even if you don't win, everybody that opts in to enter is going to win a scholarship summer camp offer from Boulder so your kids can have the best summer camp experience of their lives. 347 00:13:56.197 --> 00:13:57.598 Enter for a chance to win. 348 00:13:58.002 --> 00:13:59.904 So he just needed to use the word free. 349 00:14:01.045 --> 00:14:03.848 Otherwise, the rest of this is all really good. 350 00:14:03.889 --> 00:14:04.850 It's got good visuals. 351 00:14:04.890 --> 00:14:05.731 He's good energy. 352 00:14:06.211 --> 00:14:07.953 He started with the really expensive thing. 353 00:14:07.973 --> 00:14:08.634 So it's anchored. 354 00:14:08.674 --> 00:14:12.318 So they know that it's going to be pricey if they want to buy. 355 00:14:12.338 --> 00:14:19.185 The only thing I would have done differently is I wouldn't say everyone is going to win a scholarship because that kind of removes the... 356 00:14:20.190 --> 00:14:22.592 the excitement out of winning or getting a scholarship. 357 00:14:22.713 --> 00:14:23.593 So I would have just tweaked it. 358 00:14:23.613 --> 00:14:27.097 So you just say more than one person can win and you have your first and second place prize. 359 00:14:27.117 --> 00:14:30.080 And you should have just said first place prize is this, second place prize is this. 360 00:14:30.520 --> 00:14:33.604 And then during the seven day countdown, done the drawing. 361 00:14:33.724 --> 00:14:37.307 And then that's when you contact people and say, hey, you got one of the second place prizes. 362 00:14:37.548 --> 00:14:39.429 Tiny tweak, but it makes a pretty big difference in conversion. 363 00:14:39.610 --> 00:14:41.431 But the actual creative itself, like the actual... 364 00:14:42.052 --> 00:14:45.755 The energy, the vibe, the camera, how they showed everything, really good. 365 00:14:46.235 --> 00:14:46.855 Fundamentally sound. 366 00:14:47.176 --> 00:14:52.439 Because the thing is, we have to run this fast because they got to know if they're going to do it right. 367 00:14:52.479 --> 00:14:57.082 So this is going to basically be seven day, like a seven to 10 day campaign. 368 00:14:57.102 --> 00:14:57.523 Okay. 369 00:14:58.383 --> 00:15:04.887 After you select the winner, you then call all these leads to then sell them using the standard offer. 370 00:15:05.087 --> 00:15:05.428 Perfect. 371 00:15:06.048 --> 00:15:06.588 Which is this. 372 00:15:06.768 --> 00:15:06.909 Yep. 373 00:15:07.729 --> 00:15:11.051 And then basically you kick off the campaign that runs the page that you just went to. 374 00:15:11.071 --> 00:15:11.551 Okay. 375 00:15:11.772 --> 00:15:13.473 And then you'll call those leads. 376 00:15:13.653 --> 00:15:13.793 Yep. 377 00:15:13.893 --> 00:15:15.294 So this will give you a flood of leads. 378 00:15:15.774 --> 00:15:16.615 It's going to be seven days. 379 00:15:16.635 --> 00:15:17.235 We're going to cram. 380 00:15:17.395 --> 00:15:18.516 We're going to push the email here. 381 00:15:18.716 --> 00:15:21.278 We're going to push the paid ads to here. 382 00:15:21.478 --> 00:15:21.718 Love it. 383 00:15:21.818 --> 00:15:22.879 And then phones follow up. 384 00:15:23.019 --> 00:15:23.999 I'm going to draw this out for you. 385 00:15:24.320 --> 00:15:27.722 So we're going to have giveaway ads. 386 00:15:29.303 --> 00:15:30.003 plus page. 387 00:15:30.483 --> 00:15:31.524 And this is just a landing page. 388 00:15:31.544 --> 00:15:32.284 Those are going to be great. 389 00:15:32.304 --> 00:15:32.544 All right. 390 00:15:32.805 --> 00:15:36.086 And you just want to have a countdown timer at the top because that's what creates the urgency around it. 391 00:15:36.587 --> 00:15:42.150 And then with this, just send an email and text of how many days left until the drawing. 392 00:15:42.290 --> 00:15:42.510 Got it. 393 00:15:42.970 --> 00:15:44.891 And then on that day, pick one person. 394 00:15:45.071 --> 00:15:46.032 Congratulations, you won. 395 00:15:46.152 --> 00:15:46.452 Great. 396 00:15:46.932 --> 00:15:49.674 And then everybody else, hey, congratulations, you won second prize. 397 00:15:49.874 --> 00:15:50.054 Yeah. 398 00:15:50.494 --> 00:15:50.714 Right. 399 00:15:51.054 --> 00:15:55.876 And then like, but then you have to put another countdown for the claimant, which is like our summer can's filling up. 400 00:15:56.236 --> 00:15:57.897 So in order to make, otherwise they're not going to claim it. 401 00:15:57.917 --> 00:15:58.077 Yeah. 402 00:15:58.097 --> 00:15:58.197 Yeah. 403 00:15:58.337 --> 00:16:01.518 You have 72 hours to claim your second place. 404 00:16:01.999 --> 00:16:02.239 All right. 405 00:16:02.279 --> 00:16:03.899 So that's what I'm sending them to the landing page. 406 00:16:04.039 --> 00:16:04.460 Yeah. 407 00:16:04.540 --> 00:16:10.462 So seven day countdown and then 72 hours to claim second place. 408 00:16:10.742 --> 00:16:20.193 Then after that, two, we fire off the buy four get six variations that were just typed over there. 409 00:16:20.213 --> 00:16:24.598 And then basically you have to run this until the cows come home. 410 00:16:25.059 --> 00:16:27.862 And then on the thank you page for the giveaway... 411 00:16:29.103 --> 00:16:30.324 Make sure this is legal in your state. 412 00:16:30.344 --> 00:16:31.825 So this is not me saying this is legal. 413 00:16:31.926 --> 00:16:40.913 Make sure that the laws of your area allow this on the thank you page have an opt in that says, do you want, do you have any other parents who have kids? 414 00:16:41.514 --> 00:16:44.736 You can like send them this page. 415 00:16:44.776 --> 00:16:47.999 So just gives them a copyable link and then they can forward it to a friend. 416 00:16:48.199 --> 00:16:54.321 And for every person that you send to opt in, you get an additional drawing in the giveaway. 417 00:16:54.521 --> 00:16:54.821 Right. 418 00:16:55.001 --> 00:16:57.762 Because parents love when their kids go with their friends' kids. 419 00:16:57.822 --> 00:16:58.042 Yeah. 420 00:16:58.142 --> 00:16:58.322 Yep. 421 00:16:58.682 --> 00:17:02.904 So plus one referral ticket. 422 00:17:03.484 --> 00:17:05.504 And so here we go. 423 00:17:05.524 --> 00:17:08.625 So you're going to give away two of these, right? 424 00:17:08.745 --> 00:17:10.486 So one goes to the winner. 425 00:17:11.266 --> 00:17:13.647 And if you're the person who referred the winner, you get it too. 426 00:17:15.108 --> 00:17:15.408 Awesome. 427 00:17:15.489 --> 00:17:19.733 That way they can, so if you just do it for yourself, if you just do it for you, you've got a shot. 428 00:17:19.894 --> 00:17:22.577 If you're for a hundred friends, you have a hundred more chances. 429 00:17:22.637 --> 00:17:22.997 Love it. 430 00:17:23.297 --> 00:17:26.561 Once we run this whole play, then we have to flip the campaign to this. 431 00:17:26.882 --> 00:17:29.384 And this offer might have to change as the summer moves on. 432 00:17:29.525 --> 00:17:32.047 But I think this becomes the call evergreen structure for the summer. 433 00:17:32.067 --> 00:17:32.448 Okay. 434 00:17:32.548 --> 00:17:33.549 This becomes a launch. 435 00:17:33.569 --> 00:17:34.050 Okay. 436 00:17:34.730 --> 00:17:38.853 And the benefit of this is that we're advertising the big number. 437 00:17:39.093 --> 00:17:43.935 And so when it gets dropped down all the way to 300 bucks, it feels like nothing. 438 00:17:43.955 --> 00:17:45.816 And you're attracting people who want this big thing. 439 00:17:45.897 --> 00:17:50.299 And so when you get on the phone, you don't have to sell them the big package. 440 00:17:50.819 --> 00:17:51.800 They already said they wanted it. 441 00:17:52.260 --> 00:17:54.441 I'm just, this is a master at work. 442 00:17:54.461 --> 00:17:55.402 You're so good at this. 443 00:17:56.162 --> 00:17:56.743 Oh, let's. 444 00:17:57.043 --> 00:17:57.483 Yeah, I know. 445 00:17:57.523 --> 00:17:58.204 Let's get it to work. 446 00:17:58.224 --> 00:17:58.744 Keep going. 447 00:17:58.764 --> 00:17:59.424 You're doing it. 448 00:17:59.605 --> 00:18:00.925 But I think this is the best shot you have. 449 00:18:00.945 --> 00:18:01.186 I love it. 450 00:18:01.206 --> 00:18:02.106 Getting the cash that you need. 451 00:18:02.446 --> 00:18:02.827 I love it. 452 00:18:03.067 --> 00:18:06.909 But that's basically, this is how do we get you through? 453 00:18:06.929 --> 00:18:11.892 Because basically at the rate you're at now, you have 90 days of burn. 454 00:18:12.112 --> 00:18:15.134 But if we make money, then all of a sudden that pushes out of the way. 455 00:18:15.254 --> 00:18:35.003 said that then feeds the next business unit right yep there's a lot of stuff but sure there's only a few moves that are going to make you the amount of money that you need that's material but yeah that's it it's brilliant cool we'll run it to play and we will execute it alex thank you appreciate you man no i appreciate you hard spot it's okay 456 00:18:37.914 --> 00:18:43.058 Smooth seas do not make a strong sailor, whatever the 50 saying is. 457 00:18:43.779 --> 00:18:44.520 All right. 458 00:18:44.560 --> 00:18:46.021 Let's look at where we're at in the scaling roadmap. 459 00:18:46.101 --> 00:18:46.842 How many employees do you have? 460 00:18:46.862 --> 00:18:47.042 1,000? 461 00:18:47.062 --> 00:18:47.282 150. 462 00:18:47.402 --> 00:18:47.903 Yeah. 463 00:18:49.424 --> 00:18:49.984 This business. 464 00:18:50.525 --> 00:18:51.165 That's so tough. 465 00:18:51.546 --> 00:18:54.068 How many are like not just day workers? 466 00:18:54.108 --> 00:18:54.648 Yeah, good. 467 00:18:54.668 --> 00:18:55.269 Probably about 10. 468 00:18:55.589 --> 00:18:56.049 Okay. 469 00:18:56.110 --> 00:18:57.210 So that's probably more. 470 00:18:57.251 --> 00:18:58.872 I think that's really my state the way I look at it. 471 00:18:59.052 --> 00:19:02.053 So you're like between these two phases, between prioritize and productize. 472 00:19:02.273 --> 00:19:02.934 Yeah. 473 00:19:03.254 --> 00:19:09.797 Basically, what we did here is we're spending more on Nishdown messaging, which is the new offer, right? 474 00:19:10.237 --> 00:19:12.698 We made something new to sell them, which is the product. 475 00:19:13.298 --> 00:19:17.940 Sales aids and materials, this can be the VSL that you're going to put on the landing page. 476 00:19:18.060 --> 00:19:18.200 Yep. 477 00:19:18.320 --> 00:19:19.361 By the way, if you're curious, 478 00:19:19.881 --> 00:19:20.962 Have you been through this kind of roadmap before? 479 00:19:21.002 --> 00:19:21.262 I have. 480 00:19:21.362 --> 00:19:21.643 Oh, yeah. 481 00:19:21.783 --> 00:19:22.123 Yeah, yeah, yeah. 482 00:19:22.403 --> 00:19:22.723 Is it good? 483 00:19:22.984 --> 00:19:23.724 Oh, it's brilliant. 484 00:19:23.824 --> 00:19:24.565 Yeah. 485 00:19:24.785 --> 00:19:26.026 I used it last night to prepare. 486 00:19:26.286 --> 00:19:26.687 There we go. 487 00:19:26.867 --> 00:19:27.687 So it's free. 488 00:19:27.848 --> 00:19:29.609 If you're a business owner, you're like, I don't know what phase them in. 489 00:19:29.909 --> 00:19:35.454 Each of these little squares has like a huge explanation behind it to know exactly where you're at for your business and how to apply it. 490 00:19:35.474 --> 00:19:36.114 And again, it's all free. 491 00:19:36.134 --> 00:19:36.715 You can go grab it. 492 00:19:37.075 --> 00:19:42.379 What we did was we just bought him, if he executes everything, three more months to live. 493 00:19:42.740 --> 00:19:48.784 And so sometimes a lot of entrepreneurship is just buying the next week, the next month, the next payroll. 494 00:19:48.804 --> 00:19:49.045 Yeah. 495 00:19:49.545 --> 00:19:49.905 It's tough. 496 00:19:50.326 --> 00:19:51.166 I mean, you got to give it to him. 497 00:19:51.186 --> 00:19:51.847 There's a lot of grit. 498 00:19:52.467 --> 00:20:00.193 Like, just, I mean, even at the end when he's like, I'll put my whole life savings into, like, what he saved his whole career as a, you know, in the financial field to doing this. 499 00:20:00.233 --> 00:20:01.595 Like, I have a lot of respect for it. 500 00:20:02.235 --> 00:20:04.337 He may find that this offer just absolutely murders. 501 00:20:04.477 --> 00:20:09.020 I mean, it's the best shot I can think of, of how do you generate cash ethically within this season? 502 00:20:09.541 --> 00:20:09.921 And so... 503 00:20:11.182 --> 00:20:13.783 If we can pull out of that cash forward, which is the whole purpose of the Money Models book. 504 00:20:14.223 --> 00:20:16.264 And that gives them a couple different angles to hit it from. 505 00:20:16.284 --> 00:20:25.287 And so like Jeff Bezos talks about how if you have a 10% chance at 101 return, you should take that bet every time, even though you're going to be wrong nine times out of 10. 506 00:20:25.747 --> 00:20:30.989 The only element that adds an element of realty to that is you should take that bet every time. 507 00:20:31.009 --> 00:20:34.651 But most entrepreneurs go in with only enough money to play two hands. 508 00:20:35.691 --> 00:20:44.899 And so it's like, do you still take that bet where you actually have only a 20% chance of winning, even if it's a hundred X return, but you only have two hands worth to play. 509 00:20:45.579 --> 00:20:49.182 And I think that's more realistic of like what, you know, his particular situation is. 510 00:20:49.543 --> 00:20:56.849 I didn't get to know him well enough to like, I don't know what his team, I don't know if they're, they're able, I don't know of any of that stuff, but I feel pretty confident that that offer will work. 511 00:20:57.472 --> 00:20:58.633 Paul, what's cooking, man? 512 00:20:58.653 --> 00:21:00.034 Still going, brother. 513 00:21:00.154 --> 00:21:00.714 Still going? 514 00:21:01.055 --> 00:21:01.735 Still going. 515 00:21:01.795 --> 00:21:03.236 Did you have to put your 401k in? 516 00:21:03.777 --> 00:21:04.397 Yeah, whole thing. 517 00:21:04.838 --> 00:21:05.558 Oh, Jesus. 518 00:21:06.039 --> 00:21:07.039 That's the life, right? 519 00:21:07.199 --> 00:21:07.620 All right. 520 00:21:07.840 --> 00:21:10.002 So what did you do? 521 00:21:10.242 --> 00:21:11.102 Did you run the play? 522 00:21:11.122 --> 00:21:11.483 Like, what... 523 00:21:12.061 --> 00:21:12.961 Walk me through. 524 00:21:12.982 --> 00:21:13.462 Walk me through. 525 00:21:13.482 --> 00:21:13.742 You're done. 526 00:21:13.982 --> 00:21:14.662 Ran the play. 527 00:21:15.243 --> 00:21:17.464 We got an insane amount of leads. 528 00:21:17.664 --> 00:21:25.248 Like so much so that we didn't have the manpower to deliver what we needed to deliver to close the leads. 529 00:21:25.388 --> 00:21:26.749 Better than the alternative problem. 530 00:21:26.869 --> 00:21:28.910 I'm only a little bit worried about your sales team's. 531 00:21:29.590 --> 00:21:30.070 ability. 532 00:21:30.491 --> 00:21:35.434 We got 3,700 leads and we're trying to call these leads. 533 00:21:35.614 --> 00:21:38.136 I mean, I got a minuscule sales team, right? 534 00:21:38.276 --> 00:21:41.078 And so we ran the play, don't get me wrong. 535 00:21:41.138 --> 00:21:42.499 And we did good. 536 00:21:42.559 --> 00:21:47.022 We did 325% increase compared to prior year in summer camps. 537 00:21:47.402 --> 00:21:55.888 So that's good news, but it could have been so much higher if we had the proper manpower and call sequence and all of the SDRs. 538 00:21:56.008 --> 00:21:56.468 Yeah. 539 00:21:56.788 --> 00:22:00.572 The true model, which is we just didn't have it in that time. 540 00:22:00.792 --> 00:22:04.976 I mean, I do think that is still your Grand Slam offer. 541 00:22:06.477 --> 00:22:14.004 And if you have a 10 to 1 play that you put every dollar you put in, you get 10 back, you should run that play a whole lot of times. 542 00:22:14.645 --> 00:22:16.306 And so I think what we can do is like... 543 00:22:17.067 --> 00:22:20.149 probably just need to get scale up the sales team a little bit. 544 00:22:20.789 --> 00:22:23.791 Um, and you can run the same play just for birthdays. 545 00:22:24.211 --> 00:22:26.292 Birthdays is our wheelhouse. 546 00:22:26.832 --> 00:22:26.973 Yeah. 547 00:22:27.033 --> 00:22:27.213 Right. 548 00:22:27.653 --> 00:22:28.754 And that is year round. 549 00:22:28.794 --> 00:22:30.915 You can run it and you just don't need to spend 20. 550 00:22:30.935 --> 00:22:34.217 You can spend two or three and then you can scale it up. 551 00:22:34.517 --> 00:22:36.598 Anything else that, that, that we talked about that you did. 552 00:22:37.010 --> 00:22:38.510 Yeah, I got to unspeakable. 553 00:22:38.671 --> 00:22:45.232 He gave us permission to start running ads with his videos, which you talked about, and they're converting strong. 554 00:22:45.713 --> 00:22:55.015 And we've been seeing that, like our admissions has doubled in visitation just over the last four to six weeks. 555 00:22:55.676 --> 00:22:56.816 All right, so that is the plan. 556 00:22:57.156 --> 00:23:03.898 So giveaways for birthdays, and then you probably need to bring on a couple of salespeople to handle the volume. 557 00:23:04.238 --> 00:23:09.340 And I wouldn't be afraid of hiring salespeople because as long as you have lead flow, salespeople always make you more than the price for them. 558 00:23:09.620 --> 00:23:11.260 So like, I would just don't be afraid of that. 559 00:23:11.280 --> 00:23:12.320 That's, that's growth spend. 560 00:23:12.501 --> 00:23:12.781 Okay. 561 00:23:12.801 --> 00:23:13.401 Very low risk. 562 00:23:13.421 --> 00:23:13.541 Yeah. 563 00:23:13.821 --> 00:23:14.241 Sweet. 564 00:23:14.261 --> 00:23:14.661 Beautiful. 565 00:23:14.781 --> 00:23:15.101 Beautiful. 566 00:23:15.181 --> 00:23:15.481 All right. 567 00:23:15.521 --> 00:23:16.702 Do you feel like, do you feel hopeful? 568 00:23:17.162 --> 00:23:17.542 I do. 569 00:23:17.682 --> 00:23:19.043 The team is stronger than ever. 570 00:23:19.583 --> 00:23:26.905 And now with these models starting to kind of find their way, like there's foundation being built that's stronger than it's ever been. 571 00:23:27.265 --> 00:23:28.205 And that's a really good thing. 572 00:23:28.245 --> 00:23:28.605 Well, good. 573 00:23:28.866 --> 00:23:29.586 Well, I'd love to hear it. 574 00:23:29.986 --> 00:23:31.746 And yeah, I think I'll see you. 575 00:23:31.826 --> 00:23:32.487 I'll see you soonish. 576 00:23:32.767 --> 00:23:33.387 I can't wait, man. 577 00:23:33.747 --> 00:23:34.367 Thank you so much. 578 00:23:34.467 --> 00:23:35.067 Appreciate you, Paul. 579 00:23:35.087 --> 00:23:35.868 All right. 580 00:23:36.408 --> 00:23:36.708 Yeah. 581 00:23:36.788 --> 00:23:39.749 So it's interesting is like, I think one of the big issues that he was dealing with was cash flow. 582 00:23:39.769 --> 00:23:44.390 And so cash flow is the constraints we had to generate as much cash as possible, which means you need a really strong attraction offer, which we cracked. 583 00:23:44.670 --> 00:23:53.933 Now, what he did here is he took and made a second attraction offer with birthday parties and it worked just as gangbusters as the first, which is honestly insane in a really good way. 584 00:23:54.093 --> 00:23:58.895 And so he now has two front end offers that are gangbuster napalm offers that just can blow up. 585 00:23:59.035 --> 00:24:02.196 So his actual constraint right now, and I'll see what he thinks it is, is sales. 586 00:24:02.896 --> 00:24:03.096 Right. 587 00:24:03.136 --> 00:24:07.340 So like him getting even more leads on another offer, if you still can't convert them, it doesn't really matter. 588 00:24:07.700 --> 00:24:12.784 But if you had the cashflow, he'd be able to hire the people, he'd be able to get his, you know, building up to capacity, be able to be profitable. 589 00:24:12.864 --> 00:24:20.089 And so like right now that is the absolute clear constraint because like cashflow in and of itself is the problem, but you don't just like, you can't solve cashflow. 590 00:24:20.129 --> 00:24:21.831 You have to do the things that create cashflow. 591 00:24:21.851 --> 00:24:27.975 And so generating leads and then selling them, which then predates, uh, which proceeds or so rather comes after making the offer. 592 00:24:28.456 --> 00:24:29.757 That's the sequence that we had to do. 593 00:24:29.877 --> 00:24:30.998 We crack the first one. 594 00:24:31.519 --> 00:24:34.091 Now it's just actually the blocking attack of like work the leads, sell the leads. 595 00:24:34.392 --> 00:24:34.713 That's it. 596 00:24:34.995 --> 00:24:35.256 All right. 597 00:24:35.416 --> 00:24:37.425 And so that was this episode of Scale or Fail. 598 00:24:37.546 --> 00:24:38.410 Stay tuned for the next one.