WEBVTT 1 00:00:00.000 --> 00:00:04.460 What's going on guys, this is a second half of very good podcast that I had with a manual 2 00:00:04.460 --> 00:00:05.460 abolo. 3 00:00:05.460 --> 00:00:09.480 He asked me a really good question, which is if I went back in time and I had all the 4 00:00:09.480 --> 00:00:13.600 resources I had today, what would I tell myself then to fast-track my success and I think 5 00:00:13.600 --> 00:00:15.560 it was an interesting answer that a lot of people got. 6 00:00:15.560 --> 00:00:19.400 Good stuff out of, we transitioned to talking about reviews and testimonies and how to stack 7 00:00:19.400 --> 00:00:23.000 those to get more people to want to buy your stuff and then finally, how to leverage those 8 00:00:23.000 --> 00:00:26.520 things, indicating tons and tons of leads for your business especially if you are starting 9 00:00:26.520 --> 00:00:27.520 out. 10 00:00:28.520 --> 00:00:29.520 I hope you enjoy. 11 00:00:33.520 --> 00:00:36.920 Welcome to the game where we talk about how to get more customers, how to make more 12 00:00:36.920 --> 00:00:40.200 customers, how to keep them longer and the many failures and lessons we have learned 13 00:00:40.200 --> 00:00:41.200 along the way. 14 00:00:41.200 --> 00:00:43.200 I hope you enjoy and subscribe. 15 00:00:43.200 --> 00:00:47.760 So I mean, when it comes to selling this offer, right, you are putting out this offer 16 00:00:47.760 --> 00:00:52.520 and usually when we say we're on sales scores, we basically have one to five things we just 17 00:00:52.520 --> 00:00:56.520 want to double around, three to five things we want to sell in this corner. 18 00:00:56.520 --> 00:01:00.720 How do you include all this you just with for them to get to the point of the objection 19 00:01:00.720 --> 00:01:07.640 and then you just just say, I can't do this, then you tell them, I have this cover. 20 00:01:07.640 --> 00:01:10.280 So is that how you think about it? 21 00:01:10.280 --> 00:01:14.200 If you're in a one-on-one selling situation, you want to include those bonuses because 22 00:01:14.200 --> 00:01:15.920 you want to over-deliver. 23 00:01:15.920 --> 00:01:19.760 So if I didn't promise you something and then when you buy it, you get more than I promise 24 00:01:19.760 --> 00:01:21.760 to you, you're happy. 25 00:01:21.760 --> 00:01:22.760 That's the point. 26 00:01:22.760 --> 00:01:24.080 We want happy customers. 27 00:01:24.080 --> 00:01:28.040 If when we get on the sales call, they say, you know, I had to think about it, then we 28 00:01:28.040 --> 00:01:32.000 would ask the simplest question in all of sales, which is what's your main concern. 29 00:01:32.000 --> 00:01:33.920 What are you afraid of having happened? 30 00:01:33.920 --> 00:01:36.160 If this went poorly, what would that look like? 31 00:01:36.160 --> 00:01:38.320 And what they'll do is they'll tell you what their fears are. 32 00:01:38.320 --> 00:01:42.640 And then it's up to us to say, totally understand every customer I have is the exact same 33 00:01:42.640 --> 00:01:43.640 fears. 34 00:01:43.640 --> 00:01:45.480 And here's how we make sure that's not going to happen. 35 00:01:45.480 --> 00:01:46.480 Fair enough. 36 00:01:46.480 --> 00:01:47.480 And then we go for the sale, right? 37 00:01:47.480 --> 00:01:50.040 And if they say no, it's like, what else is your main concern? 38 00:01:50.040 --> 00:01:51.400 What else are you concerned about, right? 39 00:01:51.400 --> 00:01:54.200 And then they'll tell you something else and you're like, totally understand. 40 00:01:54.200 --> 00:01:57.720 So we did to make sure you do that, little quick antidote about how we made it. 41 00:01:57.720 --> 00:01:59.640 And that's how you won't have to struggle with that issue. 42 00:01:59.640 --> 00:02:00.640 Fair enough. 43 00:02:00.640 --> 00:02:03.920 And we just keep going back over and over and over again about how we've solved the problem 44 00:02:03.920 --> 00:02:05.720 and then we present the offer again. 45 00:02:05.720 --> 00:02:06.720 Yeah. 46 00:02:06.720 --> 00:02:10.120 And when you were shopping, so James, I just thought, you're doing, you were helping them 47 00:02:10.120 --> 00:02:11.120 get more customers. 48 00:02:11.120 --> 00:02:14.960 But you also working on the offer and how did you call their offers? 49 00:02:14.960 --> 00:02:15.960 Yeah. 50 00:02:15.960 --> 00:02:20.000 So for them, I already knew what the offer was. 51 00:02:20.000 --> 00:02:24.120 So I already had the best converting offer and I already had all the bonuses made. 52 00:02:24.120 --> 00:02:27.400 So I white labeled all the bonuses that I had spent all my time providing. 53 00:02:27.400 --> 00:02:28.720 So you're like, how am I going to do all this work? 54 00:02:28.720 --> 00:02:30.040 I'm like, I already get to the work for you. 55 00:02:30.040 --> 00:02:31.040 I made the groceries. 56 00:02:31.040 --> 00:02:32.040 I made the fruit preparation structure. 57 00:02:32.040 --> 00:02:33.040 I made the Alcott. 58 00:02:33.040 --> 00:02:38.960 I made the liquor fingers lunches, the delectable dinners, the banging breakfast, the shake 59 00:02:38.960 --> 00:02:39.960 guide. 60 00:02:39.960 --> 00:02:43.120 I made all of those things and I made them for four different weight classes. 61 00:02:43.120 --> 00:02:46.840 So they had 40 different deliverables that they could just slap their logo on. 62 00:02:46.840 --> 00:02:50.800 So then I made, I showed the video on how to slap your logo on this thing so that they 63 00:02:50.800 --> 00:02:52.520 could make it easier for them, right? 64 00:02:52.520 --> 00:02:54.920 I provided all that stuff and then I spent my own money. 65 00:02:54.920 --> 00:02:56.000 I worked the leads myself. 66 00:02:56.000 --> 00:03:00.640 I sold them myself and then I taught them how to fulfill those customers in person. 67 00:03:00.640 --> 00:03:02.120 And I did that for almost two years. 68 00:03:02.120 --> 00:03:06.440 And they were like, they do it one time and they're like, ah, why am I not a guru? 69 00:03:06.440 --> 00:03:08.320 Well, you have to be really good. 70 00:03:08.320 --> 00:03:12.640 I think that's probably the reason why Dignitian Tim is really important. 71 00:03:12.640 --> 00:03:17.640 It's really an addition to an avatar that you can really, like you have basically everything 72 00:03:17.640 --> 00:03:18.640 made out for it. 73 00:03:18.640 --> 00:03:22.160 I can just program it makes a lot of sense. 74 00:03:22.160 --> 00:03:26.160 So basically when it comes to pricing, okay, I think I have access to this already. 75 00:03:26.160 --> 00:03:27.160 Yeah. 76 00:03:27.160 --> 00:03:30.880 When you, you said at the beginning of your journey, you were basically using out of 77 00:03:30.880 --> 00:03:35.240 scarcity as you were visiting your business and of scarcity because you wanted to make 78 00:03:35.240 --> 00:03:36.240 money. 79 00:03:36.240 --> 00:03:38.880 Now, if you had to go back and then it was quite a number of people a year and probably 80 00:03:38.880 --> 00:03:40.880 that's what you need to make money. 81 00:03:40.880 --> 00:03:43.880 And now you're basically giving it all to me. 82 00:03:43.880 --> 00:03:49.120 Would you still be put on a good giving it all away if you run back in time with your 83 00:03:49.120 --> 00:03:55.160 mindset as well as when you're in terms of using your business and starting, I was more. 84 00:03:55.160 --> 00:03:57.400 How would you approach that? 85 00:03:57.400 --> 00:03:59.200 It's a great question. 86 00:03:59.200 --> 00:04:04.400 I think that I would more quickly pivot to where I'm at now and probably instead of 87 00:04:04.400 --> 00:04:08.680 taking so long to do it, but I mean, I would still satisfy my immediate needs. 88 00:04:08.680 --> 00:04:09.680 You know what I mean? 89 00:04:09.680 --> 00:04:13.040 Like if I need to go make money, I would go make sure that I was making money, but I might 90 00:04:13.040 --> 00:04:14.360 do it a bit differently. 91 00:04:14.360 --> 00:04:19.000 And so that's one of the difficulties is that I have context and skills now that I didn't 92 00:04:19.000 --> 00:04:20.000 have when I started. 93 00:04:20.000 --> 00:04:24.000 So if I were to start over again, I would probably be able to do things that I didn't know 94 00:04:24.000 --> 00:04:25.240 how to do when I started. 95 00:04:25.240 --> 00:04:27.360 So I would see opportunities in a very different way. 96 00:04:27.360 --> 00:04:30.680 I would know how to build the business so much faster than I did then. 97 00:04:30.680 --> 00:04:33.680 And so I mean, if you're operating out of scarcity, I completely understand. 98 00:04:33.760 --> 00:04:39.880 I tend to just lean towards stop trying to be cute and stop trying to be fancy and just 99 00:04:39.880 --> 00:04:44.760 find an avatar that you'd like and do everything you can to solve their problem. 100 00:04:44.760 --> 00:04:45.760 Right? 101 00:04:45.760 --> 00:04:47.600 Everyone just gets so obsessed with their revenue metrics and the other things that 102 00:04:47.600 --> 00:04:48.600 they forget about the customer. 103 00:04:48.600 --> 00:04:54.000 So like just go crazy on the customer and if you can do that, you'll make the money. 104 00:04:54.000 --> 00:04:58.040 And then the longer you give before you ask, the more money you'll make. 105 00:04:58.040 --> 00:05:00.160 And I'll tell you a big wealth secret. 106 00:05:00.160 --> 00:05:03.720 If you give enough, you don't ever have to ask. 107 00:05:03.720 --> 00:05:07.840 People will just come to you and they'll give to you without you ever asking. 108 00:05:07.840 --> 00:05:10.760 This is going to jump, jump, jump, right? 109 00:05:10.760 --> 00:05:11.760 Right. 110 00:05:11.760 --> 00:05:12.760 I mean Gary, he talks about too. 111 00:05:12.760 --> 00:05:13.760 So it's not just me. 112 00:05:13.760 --> 00:05:15.480 He talks about it as he's mentioned this. 113 00:05:15.480 --> 00:05:17.880 So it's not me saying anything different than him. 114 00:05:17.880 --> 00:05:20.040 But if you just give more. 115 00:05:20.040 --> 00:05:25.000 And so the real real is, if you can satisfy your immediate needs, right? 116 00:05:25.000 --> 00:05:27.320 You can satisfy your immediate needs for food and shelter. 117 00:05:27.320 --> 00:05:30.800 If you can take a longer term perspective, you will win much better, much faster because 118 00:05:30.800 --> 00:05:33.480 goodwill multiplies faster than revenue. 119 00:05:33.480 --> 00:05:36.720 And so you want to hold back that ask as long as you can be the possible. 120 00:05:36.720 --> 00:05:39.960 And if you do hold it back as long as you can be the possible, you'll be surprised that 121 00:05:39.960 --> 00:05:42.400 you will monetize without even needing to try. 122 00:05:42.400 --> 00:05:44.640 This is just my first hand experience at this. 123 00:05:44.640 --> 00:05:48.440 And you might be like, Alex, sure you can say that now because you've x, y, and z. 124 00:05:48.440 --> 00:05:52.120 And sure, right, I can't have a long term perspective because I don't need any of that 125 00:05:52.120 --> 00:05:53.120 stuff. 126 00:05:53.120 --> 00:05:54.920 But I'm telling you, it is a better business strategy. 127 00:05:54.920 --> 00:05:55.920 It is. 128 00:05:55.920 --> 00:05:57.920 And that's why you look at the biggest companies in the world that give, they give so much 129 00:05:57.920 --> 00:05:59.720 value for free. 130 00:05:59.720 --> 00:06:02.920 And they find otherwise monetizing, right, like good Gmail. 131 00:06:02.920 --> 00:06:04.240 It's free. 132 00:06:04.240 --> 00:06:05.240 Like how crazy is that? 133 00:06:05.240 --> 00:06:06.240 It's free. 134 00:06:06.240 --> 00:06:11.880 They made Gmail for free, right, Google, we could use it for free. 135 00:06:11.880 --> 00:06:13.680 We could to use YouTube for free. 136 00:06:13.680 --> 00:06:17.320 It's nuts, right, and they find other ways to monetize it. 137 00:06:17.320 --> 00:06:21.000 So that's kind of the idea here is I like, and a lot of times when people are starting 138 00:06:21.000 --> 00:06:24.880 out, they're afraid of giving their secrets also away. 139 00:06:24.880 --> 00:06:27.880 And the answer is you should always just give away as much as you really can. 140 00:06:27.880 --> 00:06:30.880 And I know that I'm giving away the quote right amount when I'm afraid of how much value 141 00:06:30.880 --> 00:06:31.880 I give. 142 00:06:31.880 --> 00:06:34.680 Like if you're not afraid of how much you're giving away, it's not it. 143 00:06:34.680 --> 00:06:35.680 Yeah. 144 00:06:35.680 --> 00:06:37.680 But you should have anxiety about it. 145 00:06:37.680 --> 00:06:38.680 Yeah. 146 00:06:38.680 --> 00:06:39.680 Awesome. 147 00:06:39.680 --> 00:06:43.560 I mean, someone is asking, and I think I'll just take this to the, you know, the passive 148 00:06:43.560 --> 00:06:48.320 lecturing to a machine, and she said, how do you handle claims on course asking for 149 00:06:48.320 --> 00:06:51.480 a testimony of what a reference is for a new offer? 150 00:06:51.480 --> 00:06:55.640 And, you know, basically, I think that's basically trying to come against them that the 151 00:06:55.640 --> 00:06:58.480 likelihood of results high, what this time is a new offer. 152 00:06:58.480 --> 00:06:59.880 So how do you do so? 153 00:06:59.880 --> 00:07:01.120 Do you frame me to start? 154 00:07:01.120 --> 00:07:02.120 How do you frame me to do so? 155 00:07:02.120 --> 00:07:03.640 Well, you run a beta group. 156 00:07:03.640 --> 00:07:05.640 I mean, this one's damn it. 157 00:07:05.640 --> 00:07:08.200 Like if you've never done it before, then don't promise something. 158 00:07:08.200 --> 00:07:12.680 Go take 20 people and say, I'll do it for free as long as you give me a testimonial, and 159 00:07:12.680 --> 00:07:15.360 you give me fair feedback so I can help you throughout this process. 160 00:07:15.640 --> 00:07:19.200 I mean, I spent two years going from gym to gym for no money. 161 00:07:19.200 --> 00:07:21.400 So like, I mean, like I lived with this. 162 00:07:21.400 --> 00:07:22.400 People do it for a month. 163 00:07:22.400 --> 00:07:23.480 I did it for two years. 164 00:07:23.480 --> 00:07:25.640 You know, I'm just, I'm just putting perspective on this. 165 00:07:25.640 --> 00:07:29.920 Like the wider the base of the pyramid, which is the foundation that you decide to lay 166 00:07:29.920 --> 00:07:33.520 in terms of the depth of your skill, the taller the peak is. 167 00:07:33.520 --> 00:07:36.920 For fear of sounding trite, there's no, there's no shortcut. 168 00:07:36.920 --> 00:07:41.640 Like the height of your pyramid will be determined by your skill set, the depth of your skill, 169 00:07:41.640 --> 00:07:44.240 the depth of your roots that you've planted. 170 00:07:44.240 --> 00:07:47.400 When the depth comes from repetition, it comes from volume, it comes from skill, it comes 171 00:07:47.400 --> 00:07:48.400 from time. 172 00:07:48.400 --> 00:07:49.400 Right? 173 00:07:49.400 --> 00:07:50.400 It's time under the bar. 174 00:07:50.400 --> 00:07:52.840 A lot of people start willing to do that, and that's why most people won't achieve 175 00:07:52.840 --> 00:07:53.840 level success. 176 00:07:53.840 --> 00:07:54.840 They do that. 177 00:07:54.840 --> 00:07:55.840 They want it so bad. 178 00:07:55.840 --> 00:07:59.800 They're not willing to wait, but the only way to get it is to wait long enough that 179 00:07:59.800 --> 00:08:00.800 it becomes inevitable. 180 00:08:00.800 --> 00:08:01.800 Yeah. 181 00:08:01.800 --> 00:08:05.080 I mean, sometimes it still has my business. 182 00:08:05.080 --> 00:08:06.080 Yeah. 183 00:08:06.080 --> 00:08:11.720 Yeah, it looks so hard to wait as, as sometimes because, I mean, you really have to provide 184 00:08:11.720 --> 00:08:12.720 views on it. 185 00:08:12.720 --> 00:08:16.800 Well, it's just because of comparison though, it's not actually hard to wait. 186 00:08:16.800 --> 00:08:19.960 You know, my, my, my dad said this to me, and I think there's, there's some wisdom in 187 00:08:19.960 --> 00:08:20.960 it. 188 00:08:20.960 --> 00:08:21.960 He said, you know what? 189 00:08:21.960 --> 00:08:23.920 No matter how much money you make, he said chicken tastes like chicken and rice tastes 190 00:08:23.920 --> 00:08:24.920 like rice. 191 00:08:24.920 --> 00:08:25.920 Nothing changes. 192 00:08:25.920 --> 00:08:29.280 It's just, it's just people feel like they're cool falling behind from some dude on Instagram 193 00:08:29.280 --> 00:08:30.760 is probably why, right? 194 00:08:30.760 --> 00:08:36.000 Like in my stuff, some people compare to their, their numbers to my numbers, and like, 195 00:08:36.000 --> 00:08:38.440 how many years have you been in business right now? 196 00:08:38.440 --> 00:08:41.920 My parental bias is three years, three years, right? 197 00:08:41.920 --> 00:08:48.040 So for context, my third year in business, I think I made $50,000. 198 00:08:48.040 --> 00:08:51.400 My fourth year in business, I made $50,000. 199 00:08:51.400 --> 00:08:52.400 Right? 200 00:08:52.400 --> 00:08:55.680 And so like we were seeing what we're doing now, and they're like, oh my God, I've put 201 00:08:55.680 --> 00:09:00.520 almost a decade, you know, and like we're now just receiving some level of notoriety. 202 00:09:00.520 --> 00:09:04.560 And candidly, the other part of it is that we made our money doing the thing rather 203 00:09:04.560 --> 00:09:05.880 than teaching how to do the thing. 204 00:09:05.880 --> 00:09:08.000 And I think that's lost in a lot of people. 205 00:09:08.080 --> 00:09:11.520 Everyone gets to $10,000 a month and immediately makes the course in 10, how to make $10,000. 206 00:09:11.520 --> 00:09:14.520 Rather than, why don't you go to $100,000 a month? 207 00:09:14.520 --> 00:09:16.120 Why don't you go to a million a month? 208 00:09:16.120 --> 00:09:18.440 Why don't you just keep doing the thing that you're doing? 209 00:09:18.440 --> 00:09:23.760 I think I just probably think this one as a last question, someone says how I said, 210 00:09:23.760 --> 00:09:25.000 what's your assistance? 211 00:09:25.000 --> 00:09:27.880 How do you position your agency for high paid clients? 212 00:09:27.880 --> 00:09:31.640 So do you have any, as if you're unique on such a dance? 213 00:09:33.640 --> 00:09:37.360 Real quick guys, if you can think about how you found this podcast, somebody probably 214 00:09:37.360 --> 00:09:41.120 tweeted it, told you about it, shared it on Instagram, or something like that. 215 00:09:41.120 --> 00:09:43.560 The only way this grows is through word of mouth. 216 00:09:43.560 --> 00:09:46.800 And so I don't run ads, I don't do sponsorships, I don't sell anything. 217 00:09:46.800 --> 00:09:49.200 My only ask is that you continue to pay it forward. 218 00:09:49.200 --> 00:09:53.120 Do you ever show to you or however you found out about this podcast that you do the exact same thing? 219 00:09:53.120 --> 00:09:56.960 So if it was a review, if it was a post, if you do that, it would mean the world to me 220 00:09:56.960 --> 00:09:59.120 and you'll throw some good karma out there for another entrepreneur. 221 00:10:01.120 --> 00:10:03.560 Well, I think there would be a business model question too. 222 00:10:03.560 --> 00:10:06.400 So, you know, there's a number of different models you can do there. 223 00:10:06.400 --> 00:10:09.760 You could specialize in creating one specific type of service provider. 224 00:10:09.760 --> 00:10:12.600 So let's say you were like, I will train people on how to run ads. 225 00:10:12.600 --> 00:10:18.360 And so you say, hey, I'll give you a media buyer for $10,000 one time and it'll be fully trained. 226 00:10:18.360 --> 00:10:24.480 And after that, it's only $200 a month or whatever, whatever the income of the VA is, right? 227 00:10:24.480 --> 00:10:28.720 That would be one model, another model could be the same concept in terms of what you do, 228 00:10:28.720 --> 00:10:33.320 but you might monetize by saying, hey, you can pay me $1,000 a month and I'll assign you a full-time rep. 229 00:10:33.320 --> 00:10:35.400 And you pay $200 a month for the person the whole time. 230 00:10:35.400 --> 00:10:39.240 And as long as they stay an employee of that company, that becomes a staffing play 231 00:10:39.240 --> 00:10:41.840 for like you become like a staffing company for payroll. 232 00:10:41.840 --> 00:10:45.320 That has very, very good enterprise value, has really good stick rates for the most part 233 00:10:45.320 --> 00:10:47.120 as long as the people are good. 234 00:10:47.120 --> 00:10:51.720 So again, if you have a high level of skill, you can teach people the high level skill, 235 00:10:51.720 --> 00:10:56.200 which means that you can sell the high level skill on their behalf to other people for more money. 236 00:10:56.200 --> 00:10:59.200 If you are not that skilled, you will not be able to teach a high level of skill 237 00:10:59.200 --> 00:11:02.360 and so that you won't be able to sell a high level skill on their behalf. 238 00:11:02.360 --> 00:11:05.160 So it all goes still back to like, what's the value that we can provide? 239 00:11:05.160 --> 00:11:07.760 And the better you can get at both acquiring the skill for yourself 240 00:11:07.760 --> 00:11:12.520 and teaching the skill in a replicable way, then if you do that, then you'll always be able to provide value, right? 241 00:11:12.520 --> 00:11:16.720 Because you're helping this person who's the VA get probably better income 242 00:11:16.720 --> 00:11:18.280 than they would normally be able to get. 243 00:11:18.280 --> 00:11:22.640 You're going to help the business owner get labor for lower than they normally would be able to back. 244 00:11:22.640 --> 00:11:26.240 And there's this nice delta of room and that's where you can extract the value 245 00:11:26.240 --> 00:11:28.520 that you want for yourself for connecting the tip. 246 00:11:28.520 --> 00:11:32.880 Also, just because I have heard you say this quite often, 247 00:11:32.880 --> 00:11:37.320 quite a while recently, about the five different channels of this generation. 248 00:11:37.320 --> 00:11:41.640 I'm talking about one media and media six spread out, six, yeah. 249 00:11:41.640 --> 00:11:47.760 One media and media, a paid traffic, you know, outstrips and, you know, 250 00:11:47.760 --> 00:11:48.600 reflals. 251 00:11:48.600 --> 00:11:52.160 I talk about five of them in India, one big contrast. 252 00:11:52.160 --> 00:11:55.520 So many are asking about organic markets and how you feel about it. 253 00:11:55.520 --> 00:11:59.480 So if you and that's maybe you would just elaborate on that business. 254 00:11:59.480 --> 00:12:00.480 Sure. 255 00:12:00.480 --> 00:12:04.080 So, like I mean, I just said, there's a lot of ways to acquire customers, right? 256 00:12:04.080 --> 00:12:07.120 And each of the strategies is pros and cons. 257 00:12:07.120 --> 00:12:09.720 If you were at zero to a million, you just need to pick one. 258 00:12:09.720 --> 00:12:12.760 You have to pick one and become a master at it because that's you when you're starting out. 259 00:12:12.760 --> 00:12:13.960 You have no leverage. 260 00:12:13.960 --> 00:12:17.320 Once you get higher up, you'll still probably need to learn a second one 261 00:12:17.320 --> 00:12:21.240 or scale that one even higher to maybe, you know, three million a year. 262 00:12:21.240 --> 00:12:24.040 And then at that point, you'll have enough leverage from a monetary perspective 263 00:12:24.080 --> 00:12:26.400 that you can find somebody who's good at another channel, bring them in 264 00:12:26.400 --> 00:12:29.600 and then have them build out a second channel and then find someone else who's good at it 265 00:12:29.600 --> 00:12:30.960 and build out another channel. 266 00:12:30.960 --> 00:12:32.960 You can't try and pay someone to learn it. 267 00:12:32.960 --> 00:12:34.200 That's a dumb idea. 268 00:12:34.200 --> 00:12:36.920 Find someone who's already done it for a business that's more to yours 269 00:12:36.920 --> 00:12:39.560 and then have them build out that team on that channel. 270 00:12:39.560 --> 00:12:43.120 So in terms of what are my feelings on organic marketing? 271 00:12:43.120 --> 00:12:45.720 I mean, I'm a huge fan if you're very good. 272 00:12:45.720 --> 00:12:47.840 Highly generous work great for, can credit actions work great for. 273 00:12:47.840 --> 00:12:49.360 We honor this work great for it, right? 274 00:12:49.360 --> 00:12:52.440 So if you have if you have star power, you're good on camera, 275 00:12:52.440 --> 00:12:56.400 you look amazing or you're amazing at delivering content. 276 00:12:56.400 --> 00:12:59.960 And the way that you define that is if you make stuff and people share it 277 00:12:59.960 --> 00:13:03.120 and subscribe to your channel or follow you or download your podcast, 278 00:13:03.120 --> 00:13:04.280 then you're good at it. 279 00:13:04.280 --> 00:13:08.000 If you do it and none of that happens, then you're not that good at it. 280 00:13:08.000 --> 00:13:11.440 And so I think that the lesson at least for the organic stuff is 281 00:13:11.440 --> 00:13:15.960 you can start investing in that stuff now because in time you'll get better at it 282 00:13:15.960 --> 00:13:18.600 and it'll be a hockey stick for two years, three years, nothing will happen. 283 00:13:18.600 --> 00:13:21.560 And then all of a sudden, you'll get good enough after you make 100 videos 284 00:13:21.560 --> 00:13:24.320 or 200 videos, 300 videos, you'll learn your voice, you learn how to speak, 285 00:13:24.320 --> 00:13:26.960 you'll learn your key and you'll start to really develop something 286 00:13:26.960 --> 00:13:28.880 that becomes more interesting to an audience, right? 287 00:13:28.880 --> 00:13:30.080 And it's okay to suck. 288 00:13:30.080 --> 00:13:32.560 I think everyone just doesn't give themselves permission to suck. 289 00:13:32.560 --> 00:13:36.280 But in terms of speed to money, pay traffic is the fastest. 290 00:13:36.280 --> 00:13:39.240 It also requires the most skill and requires capital. 291 00:13:39.240 --> 00:13:41.560 So not everyone's in that situation. 292 00:13:41.560 --> 00:13:45.760 So if you're looking for the cheapest fastest, then you're pretty much left 293 00:13:45.760 --> 00:13:49.760 with three channels, right, which is going to be your owned media, 294 00:13:49.760 --> 00:13:53.880 which is all the contacts you already have in your cell phone, your followers 295 00:13:53.880 --> 00:13:57.840 on Instagram, your friends on Facebook, all those people have given you permission to access them. 296 00:13:57.840 --> 00:14:00.680 So that's the fastest and cheapest and probably highest likelihood of success 297 00:14:00.680 --> 00:14:02.080 for most people who are starting out. 298 00:14:02.080 --> 00:14:05.000 You probably have between all those, at least 2,000 people who, 299 00:14:05.000 --> 00:14:07.640 between all those sources I just said, that doesn't even include a customer list. 300 00:14:07.640 --> 00:14:09.080 Just, just that. 301 00:14:09.080 --> 00:14:10.520 So it's 2,000 people you can raise out to. 302 00:14:10.520 --> 00:14:14.960 If you reach out to 100 people a day, it would take you 20 days just to get through the list once. 303 00:14:14.960 --> 00:14:18.200 So you can have multiple runs at that list and you probably have enough cash 304 00:14:18.200 --> 00:14:21.680 phone experience to then go to either cold app bound because you'd learn enough 305 00:14:21.680 --> 00:14:25.800 from the warm to extrapolate to cold, which would be in a second way, 306 00:14:25.800 --> 00:14:30.200 which is fast in terms of like you can make some money and it costs you very little 307 00:14:30.200 --> 00:14:33.160 because it's just your time, but scaling it requires people. 308 00:14:33.160 --> 00:14:35.040 So you have two people doing that, five people doing that, 309 00:14:35.040 --> 00:14:37.600 20 people doing outbound on your behalf. 310 00:14:37.600 --> 00:14:39.600 The next way is affiliates. 311 00:14:39.600 --> 00:14:44.320 And that's probably like if I had to start over tomorrow and I had to make a ton of money, 312 00:14:44.360 --> 00:14:48.760 it would be, how do I find partners that already have my client base that I can tap into 313 00:14:48.760 --> 00:14:52.120 and create some sort of value proposition to them to make it a win? 314 00:14:52.120 --> 00:14:56.040 And so my last two companies were off that strategy. 315 00:14:56.040 --> 00:14:57.040 You know what I mean? 316 00:14:57.040 --> 00:14:58.640 So my supplement company is based on affiliate network. 317 00:14:58.640 --> 00:15:00.720 It's not, it's not on a direct response. 318 00:15:00.720 --> 00:15:02.400 So how do I feel about organic? 319 00:15:02.400 --> 00:15:03.760 If you're good at it, it's worth it. 320 00:15:03.760 --> 00:15:07.000 It takes time and if you need to feed yourself today, I would do that 321 00:15:07.000 --> 00:15:09.840 so that eventually you'll get the dividends, but I would still like your, 322 00:15:09.840 --> 00:15:12.600 your money is going to be like, make sure you don't get obsessed with that. 323 00:15:12.600 --> 00:15:16.720 I would say take the two hours a week, do the two or three videos or podcasts, 324 00:15:16.720 --> 00:15:18.200 or whatever it is that you want to do. 325 00:15:18.200 --> 00:15:21.440 And then the remainder of your week is focused on making money. 326 00:15:21.440 --> 00:15:22.720 Ask about Facebook groups. 327 00:15:22.720 --> 00:15:23.720 Facebook groups are fine. 328 00:15:23.720 --> 00:15:27.040 It's just, it's a version of owned or earned media. 329 00:15:27.040 --> 00:15:31.920 Yeah, also, and your book, the next book coming out, is it under the organization, 330 00:15:31.920 --> 00:15:33.920 or which of them is that? 331 00:15:33.920 --> 00:15:35.280 Yeah, I think it'll be lead general. 332 00:15:35.280 --> 00:15:37.000 I think lead general should be number two. 333 00:15:37.000 --> 00:15:40.320 And then the third one will be money models, which is kind of the originally 334 00:15:40.320 --> 00:15:43.680 called monetization structures, but I have a feeling that doesn't sound as sexy as money models. 335 00:15:43.680 --> 00:15:47.280 So I'll call it money models, but it's basically all the different ways 336 00:15:47.280 --> 00:15:50.880 that you can structure offers to monetize off promotions. 337 00:15:50.880 --> 00:15:54.040 And so there's 19 different offer structures that I have in the book. 338 00:15:54.040 --> 00:15:56.160 It's one of the ones that I'm actually the most afraid of publishing. 339 00:15:56.160 --> 00:16:00.040 It was the first book I wrote because I think it's like the stuff that I geek out the most about, 340 00:16:00.040 --> 00:16:04.040 but I'm not sure if it's going to be too dense. 341 00:16:04.040 --> 00:16:08.360 So I might want to figure out how to make it really readable for people 342 00:16:08.360 --> 00:16:11.600 because it's offer combinations, how to sell continuity, downsells, upsells, 343 00:16:11.600 --> 00:16:15.240 all the different metrics and things like that that you need to look at. 344 00:16:15.240 --> 00:16:16.640 But I'm not sure if it's going to be too boring. 345 00:16:16.640 --> 00:16:19.280 So I'm trying to make it really interesting. 346 00:16:19.280 --> 00:16:20.280 All right. 347 00:16:20.280 --> 00:16:21.280 Yeah. 348 00:16:21.280 --> 00:16:25.400 I'm basically about six months, so he's saying, is it 19 to a doubt? 349 00:16:25.400 --> 00:16:27.520 I think I have 10 in total. 350 00:16:27.520 --> 00:16:31.320 I know the first six, and I'm sure that once I write the six, 351 00:16:31.320 --> 00:16:33.560 I'll probably have three or four more that I'll come out of it. 352 00:16:33.560 --> 00:16:36.000 But it'll be, so we have offers first. 353 00:16:36.080 --> 00:16:37.480 We'll have lead generation second. 354 00:16:37.480 --> 00:16:39.800 I think money models will be third. 355 00:16:39.800 --> 00:16:41.120 Sales will be fourth. 356 00:16:41.120 --> 00:16:43.160 Sales teams will be fifth. 357 00:16:43.160 --> 00:16:46.080 Increasing lifetime gross profit per customer will be six. 358 00:16:46.080 --> 00:16:47.560 I'll probably come out of the sexier name for that, 359 00:16:47.560 --> 00:16:49.960 but that's what it is is making more per customer. 360 00:16:49.960 --> 00:16:53.680 And then I'll probably end up making some sort of one around money, 361 00:16:53.680 --> 00:16:56.880 just money in general, money beliefs, wealth stuff. 362 00:16:56.880 --> 00:16:59.840 I'll probably make something around buying and selling businesses. 363 00:16:59.840 --> 00:17:01.920 And so I'll let it evolve over time. 364 00:17:01.920 --> 00:17:04.840 But the first six are pretty, pretty clearly to find. 365 00:17:04.840 --> 00:17:06.760 I already have those wire framed out in the first. 366 00:17:06.760 --> 00:17:09.000 The next two books are already pretty much written. 367 00:17:09.000 --> 00:17:11.520 I just have to go back over them and re-edit them 368 00:17:11.520 --> 00:17:14.840 and try and simplify them and make them easier to read 369 00:17:14.840 --> 00:17:17.240 and put more pictures and all that stuff. 370 00:17:17.240 --> 00:17:20.240 So I would just like to know, what's next for you? 371 00:17:20.240 --> 00:17:25.040 Maybe in the next, after you're done with all these books, 372 00:17:25.040 --> 00:17:26.680 I know what's next. 373 00:17:26.680 --> 00:17:28.240 Well, that'll probably take me a few years. 374 00:17:28.240 --> 00:17:32.840 So I mean, acquisition.com and the courses and books 375 00:17:32.840 --> 00:17:35.360 that are going to come out for free from there, 376 00:17:35.360 --> 00:17:36.960 that's kind of just a passion work. 377 00:17:36.960 --> 00:17:39.480 I'll probably continue to do that as I acquire more skills 378 00:17:39.480 --> 00:17:42.120 and as belief change, I'll probably also update some of them 379 00:17:42.120 --> 00:17:44.560 and re-release a few of them if they change substantially 380 00:17:44.560 --> 00:17:46.240 or might be used to develop on them. 381 00:17:46.240 --> 00:17:48.560 But the phase that I'm answering is I'm trying to just deploy 382 00:17:48.560 --> 00:17:50.480 a capital into small businesses. 383 00:17:50.480 --> 00:17:54.160 So three, five, 10, $20 million businesses 384 00:17:54.160 --> 00:17:57.240 and invest in them and the entrepreneurs 385 00:17:57.240 --> 00:17:59.600 and then also use the resources that I have, 386 00:17:59.600 --> 00:18:00.600 the connections that I have. 387 00:18:00.600 --> 00:18:04.600 And then whatever strategic it's I can provide to help them grow. 388 00:18:04.600 --> 00:18:07.720 So that's pretty much what I think my foreseeable future 389 00:18:07.720 --> 00:18:08.800 is going to be is that. 390 00:18:08.800 --> 00:18:11.720 And then I'll probably layer in a strong element 391 00:18:11.720 --> 00:18:14.280 of philanthropy beyond the obvious of just giving away 392 00:18:14.280 --> 00:18:18.520 everything for free for everyone who's not a company title. 393 00:18:18.520 --> 00:18:21.120 So that's just kind of, so that's where it's at. 394 00:18:21.120 --> 00:18:22.680 And I think that, you know, Laila and I 395 00:18:22.680 --> 00:18:25.640 have the goal of giving away more than 396 00:18:25.640 --> 00:18:27.160 as being the couple that gave the most. 397 00:18:27.160 --> 00:18:29.600 And so that's, you know, I don't know if I'll ever achieve that, 398 00:18:29.600 --> 00:18:32.240 but that is the goal we have because at the end of the day 399 00:18:32.240 --> 00:18:34.400 like there's one thing to hold it all 400 00:18:34.400 --> 00:18:35.640 and then donate a bigger number 401 00:18:35.640 --> 00:18:37.240 because I think we'll be better at allocating capital 402 00:18:37.240 --> 00:18:38.400 than maybe a charity would be. 403 00:18:38.400 --> 00:18:41.640 But, you know, in some ways it's like what's the point of accumulating 404 00:18:41.640 --> 00:18:43.280 and all than dying and giving it away. 405 00:18:43.280 --> 00:18:45.400 It's like I'd almost rather, I'd rather give less 406 00:18:45.400 --> 00:18:47.120 than an absolute amount of the enjoy the benefit 407 00:18:47.120 --> 00:18:49.040 but then I think is that me being selfish. 408 00:18:49.040 --> 00:18:51.560 So I go through all of these different, different versions 409 00:18:51.560 --> 00:18:52.400 of the same thing. 410 00:18:52.400 --> 00:18:54.000 I'm like, what does it matter from being selfish 411 00:18:54.000 --> 00:18:55.600 because it won't matter anyways? 412 00:18:55.600 --> 00:18:58.280 So anyway, that's where I head off into. 413 00:18:58.760 --> 00:18:59.520 Thanks so much. 414 00:18:59.520 --> 00:19:00.360 Thank you.