WEBVTT 1 00:00:02.267 --> 00:00:06.158 because if you start with the five you can downsell the the 500 or whatever 29 times 2 00:00:06.901 --> 00:00:10.980 whatever that at 460 or whatever it is that probably anchors really well and just say like 3 00:00:11.020 --> 00:00:13.220 you're just not going to get the one-on-one component but you're going to get all these 4 00:00:13.280 --> 00:00:20.620 other things and i think that's actually fairly compelling so today is a deep dive what's up sam 5 00:00:21.142 --> 00:00:26.559 hey how's it going uh great to meet you uh thanks for having me here really appreciate it 6 00:00:27.201 --> 00:00:27.864 A pleasure's mine. 7 00:00:28.005 --> 00:00:30.876 I'm coming in completely unknowledgeable and ignorant. 8 00:00:30.896 --> 00:00:31.720 So we're going 9 00:00:31.780 --> 00:00:33.747 to derive these solutions in real time together. 10 00:00:34.129 --> 00:00:36.939 I know Kirby is a admin on your community. 11 00:00:36.959 --> 00:00:37.120 So we 12 00:00:37.120 --> 00:00:39.820 actually get a little bit more stats that we can pull up on the screen, which I think will be fun. 13 00:00:40.081 --> 00:00:42.815 With that being said, give everybody the 60 seconds. 14 00:00:42.895 --> 00:00:43.800 What's the community about? 15 00:00:44.181 --> 00:00:44.950 So let's just start that. 16 00:00:45.092 --> 00:00:45.800 What's the community about? 17 00:00:46.060 --> 00:00:47.284 Yeah, absolutely. 18 00:00:47.484 --> 00:00:51.718 So the whole community is about teaching people to paint. 19 00:00:51.758 --> 00:00:52.340 So a lot of them 20 00:00:52.741 --> 00:00:57.718 are artists as in they paint like landscapes that's that's a thing that i like to do cool 21 00:00:58.964 --> 00:01:02.120 i've been one yeah you know been doing that on and off my whole life but anyway 22 00:01:02.943 --> 00:01:07.720 um it's to help people improve their painting so you could be a complete uh beginner or we've got 23 00:01:07.760 --> 00:01:11.900 a lot of experienced painters but they've just they've just hit roadblocks with their painting 24 00:01:12.382 --> 00:01:17.960 and this is exactly what happened to me uh many years ago until i got a mentor so the aim of the 25 00:01:17.980 --> 00:01:22.980 group is to just help people to improve their painting so that they can start selling and 26 00:01:23.020 --> 00:01:28.700 making money from their art okay um i've got three communities in total so we've got the free 27 00:01:28.800 --> 00:01:35.960 community um i've got a high ticket um art mentorship program which is like a an art 28 00:01:36.020 --> 00:01:41.940 accelerator and then we've got the art school as well which is the uh the monthly low ticket group 29 00:01:42.401 --> 00:01:47.780 um i do a live painting class every week and plus there's loads of uh painting tutorials 30 00:01:48.742 --> 00:01:55.820 god what's the high ticket what's the price well it all there's not really so much of a set price 31 00:01:55.940 --> 00:02:01.700 it depends on what you feel like well no not what i feel like it's it depends on how long you want 32 00:02:01.740 --> 00:02:06.820 to work with me for i recommend people like work with me for a year and i charge uh around five 33 00:02:06.860 --> 00:02:12.760 thousand us dollars for that so so we not only we not only help them with uh we do a lot of 34 00:02:12.800 --> 00:02:17.718 painting so it's like a two painting classes a week and they're taking it one-on-one yeah they 35 00:02:18.340 --> 00:02:24.020 get one-on-one with me as well and uh a lot of the people in there they they some of them just 36 00:02:24.040 --> 00:02:28.080 want to improve their painting skills and nothing else but some of them want to actually like make 37 00:02:28.882 --> 00:02:34.540 uh want to be able to make a career out their painting so we also help them with um you know 38 00:02:34.620 --> 00:02:39.500 building an audience on social media yeah at your price point of five thousand dollars if someone 39 00:02:39.821 --> 00:02:44.380 were to tell me hey you want to learn how to paint and it was five thousand dollars and you work with 40 00:02:44.420 --> 00:02:49.220 a guy for a year that seems like a reasonable price that doesn't seem like uh like i know you 41 00:02:49.260 --> 00:02:52.840 have the element some people want to paint so they can also sell their paintings i understand that but 42 00:02:53.422 --> 00:02:57.420 big picture i don't think it doesn't sound like that's the primary hook correct me if i'm wrong 43 00:02:57.440 --> 00:03:03.580 though yeah yeah probably okay yeah twenty nine dollar a month community that's for people getting 44 00:03:03.761 --> 00:03:08.860 in either learning to paint or you know trying to advance in their painting and so for everyone 45 00:03:09.000 --> 00:03:14.540 listening 29 bucks is the middle five thousand dollars a year is the top and free is the bottom 46 00:03:14.921 --> 00:03:20.920 okay so what's the delivery look like at uh like small medium large so what does it look like for 47 00:03:20.980 --> 00:03:25.280 free just keep it as tight as you can because i want to dive in uh so the free community you're 48 00:03:25.461 --> 00:03:30.640 getting some painting tutorial videos and videos so they're longer than what you would get on 49 00:03:30.680 --> 00:03:34.820 youtube so i've got a youtube channel as well okay i'm going to get into the advertising side in a 50 00:03:34.820 --> 00:03:38.260 second but just tell me yeah so you have your free tutorials what else are you doing there 51 00:03:38.481 --> 00:03:44.260 well i mean that's yeah it's mostly as in just in the group in general as in like the runnings 52 00:03:44.280 --> 00:03:47.800 of the group or as in just in terms of what deliverables does someone get for the free 53 00:03:47.860 --> 00:03:53.620 community they they basically get a catalog of full painting tutorial that's fine that's fine 54 00:03:54.102 --> 00:03:59.480 okay 29 bucks what do i get uh you get even more full painting tutorials but you also get 55 00:03:59.520 --> 00:04:08.020 more even more uh but you get a live uh weekly painting class and and the painting class i've 56 00:04:08.040 --> 00:04:13.420 been running it as as courses so like eight to ten week courses uh so you could be just upload 57 00:04:13.540 --> 00:04:18.160 them as modules that continue to add to it is that correct yeah so it's like i'm making the courses 58 00:04:18.501 --> 00:04:23.600 like live on zoom and then adding them afterwards but you could be a complete beginner having never 59 00:04:23.740 --> 00:04:28.740 painted in your life so just attending one of my courses and already having a load of knowledge by 60 00:04:28.800 --> 00:04:33.940 the end of it and being able to make a start like a really good start with a solid foundation in your 61 00:04:34.642 --> 00:04:40.880 painting journey got it and then and then the five thousand dollar uh they get one how many 62 00:04:40.880 --> 00:04:45.840 one-on-ones do they get with you i i haven't i haven't set the number on one-on-ones it's just 63 00:04:45.940 --> 00:04:51.400 been as and when people need help so we do two painting classes a week so it's a lot more 64 00:04:51.520 --> 00:04:57.180 intensive but i what i've found over the last year of doing this is uh there'll be periods of time 65 00:04:57.321 --> 00:05:01.440 where people might need a lot of help and I might have to do like a few one-on-one calls with him 66 00:05:01.641 --> 00:05:07.920 and then there'll be times where you know they they won't need any help at that time so I don't 67 00:05:07.960 --> 00:05:13.520 have a set number on the actual one-on-one to me and at this stage where I'm at I kind of don't 68 00:05:13.580 --> 00:05:19.440 want to say oh you know you can only have this amount of one-on-ones I want I'm trying to sort 69 00:05:19.440 --> 00:05:24.900 of tailor that side of it to what that particular client needs if you see I mean and everyone's 70 00:05:25.362 --> 00:05:29.600 completely different as yeah especially as i'm finding understood so you do it on demand or as 71 00:05:29.660 --> 00:05:34.339 an escalation right they have an issue that you escalate them that's fine yeah okay yeah yeah 72 00:05:34.760 --> 00:05:41.400 exactly i mean i'm saying back to you so free group gets so your youtube is short videos your 73 00:05:41.400 --> 00:05:48.700 free group has long tutorials your 29 has more long tutorials plus one live class a week with 74 00:05:48.780 --> 00:05:53.400 lots of people on it and then for five the five thousand dollar they get two classes a week which 75 00:05:53.601 --> 00:05:58.320 significantly fewer people on it and i'm guessing you're teaching cooler stuff i don't know um yeah 76 00:05:58.601 --> 00:06:02.840 and then if they need help you hop on with them one-on-one yeah got it and how are you selling 77 00:06:02.840 --> 00:06:08.660 how are you selling people from 29 to 5k so what what we do is is i've got a few ways of uh gathering 78 00:06:08.800 --> 00:06:16.880 leads so i give away a freebie uh on my youtube channel on my website and instagram yeah and then 79 00:06:17.020 --> 00:06:22.920 we get them into the free community of yeah and uh we get conversations going in the dm so i've 80 00:06:22.960 --> 00:06:29.260 actually now got someone doing uh setting for me so i was doing it myself before and then the aim 81 00:06:29.340 --> 00:06:37.480 is to get them on a discovery call and and then we see if they're a good fit if if they're not a 82 00:06:37.500 --> 00:06:42.660 good fit or they we find out if they probably don't have the funds at that point in time then 83 00:06:42.820 --> 00:06:51.840 we we try and sell them on the the art school the 20 yeah the 29 yep and then if if they if they are 84 00:06:51.900 --> 00:06:57.319 a good fit then they'll get them on a sales call with me and then i see if they would like to join 85 00:06:57.800 --> 00:07:02.340 the yeah the art mentorship program which is the painter's mastermind so the painter's mastermind 86 00:07:02.460 --> 00:07:07.480 it's their own private school group heard yeah so yeah right now youtube is your primary source 87 00:07:07.861 --> 00:07:14.940 of advertising yep okay followed by my website so youtube goes to website or youtube goes to 88 00:07:15.060 --> 00:07:20.480 community youtube goes to uh the sales landing page so they all get they all go to the same 89 00:07:20.801 --> 00:07:28.120 landing page which we built on system.io got it so you you have a little opt-in page copy my 90 00:07:28.180 --> 00:07:32.840 blueprint for painting success pull the image get instant access to the blueprint for free 91 00:07:33.021 --> 00:07:38.740 got it valued at 97 i plan to start charging for it soon okay next step just let me know if you're 92 00:07:38.760 --> 00:07:42.700 curious from a compliance perspective adding a value where it's not justified isn't compliant 93 00:07:43.021 --> 00:07:48.100 just as a side note uh you could say like i just i like it's free for now i'm planning on charging 94 00:07:48.180 --> 00:07:48.602 for soon. 95 00:07:48.642 --> 00:07:52.900 And it probably will, it will probably do the same on a conversion basis, but it would 96 00:07:53.020 --> 00:07:54.586 probably be more compliant, just as a side note. 97 00:07:55.027 --> 00:07:58.500 So then we put is it name and then email, okay, 98 00:07:58.560 --> 00:08:03.700 get instant access, all of this I like, if I were to run a split test on this, I would add in three 99 00:08:03.800 --> 00:08:06.269 benefit driven bullets, and test it. 100 00:08:07.192 --> 00:08:08.576 And I would put them below the button. 101 00:08:08.958 --> 00:08:09.640 And I would I would see 102 00:08:09.700 --> 00:08:10.302 how that does. 103 00:08:10.322 --> 00:08:14.598 Because oftentimes, like I've just, like you, you've got you've got your 80%, 104 00:08:15.221 --> 00:08:18.340 90 on that like it's a pretty clean page it's pretty straightforward i would just test that 105 00:08:18.400 --> 00:08:22.679 one it's just like an easy lift do you know what your conversion on that page is uh actually you 106 00:08:23.000 --> 00:08:28.140 know what i haven't checked it lately uh let me just have a look while you look confirm with me 107 00:08:28.220 --> 00:08:32.840 the rest of the journey so youtube goes to or youtube goes to the lander lander they opt in 108 00:08:33.101 --> 00:08:36.680 then i'm guessing you thank you you know thank you page join the community and you email them 109 00:08:37.021 --> 00:08:41.500 to join the free free community is that correct yep that's right and then also we get them into 110 00:08:41.580 --> 00:08:49.960 an email sequence so i have a coo helping me he's also called sam and uh he's created like an email 111 00:08:50.100 --> 00:08:56.080 sequence so i think we've got like about a hundred like a hundred emails so we we basically uh got a 112 00:08:56.120 --> 00:09:01.660 load of my old emails because i always try to send out value a lot of the time as well as well so 113 00:09:01.700 --> 00:09:07.920 we're able to like repurpose those how big is the list it's well over 9 000 uh email subscribers at 114 00:09:08.080 --> 00:09:14.500 moment 9k on the list great love that all right so youtube lander follow up and thank you page 115 00:09:14.600 --> 00:09:20.340 goes to uh free group great uh when they join the free group they fill out some sort of mini app 116 00:09:20.561 --> 00:09:23.960 that's what you're saying and then your guys hop on the phone with them and see if they're qualified 117 00:09:23.980 --> 00:09:28.760 does that sound right so far yeah yeah through the through the message in the uh in the dms yeah 118 00:09:29.301 --> 00:09:36.180 okay so they go dm to phone got it and then uh and then basically they have an ab path right so 119 00:09:36.340 --> 00:09:41.260 path a if you're qualified you can talk to sam uh and if you're unqualified are you trying to sell 120 00:09:41.260 --> 00:09:47.660 them uh into the annual for the 29 month one yeah i try and do that yeah okay good because if you 121 00:09:47.720 --> 00:09:53.619 start with the five you can downsell the the um the 500 or whatever 29 times whatever that at 460 122 00:09:54.020 --> 00:09:58.120 or whatever it is that i think would probably that probably anchors really well and just say 123 00:09:58.140 --> 00:10:00.680 like you're just not going to get the one-on-one component but you're going to get all these other 124 00:10:00.760 --> 00:10:04.258 things and i think that's actually fairly compelling like if i wanted to make the 460 125 00:10:04.680 --> 00:10:07.676 my primary offer, I would probably present it the same way you are. 126 00:10:08.098 --> 00:10:08.480 Because basically, 127 00:10:08.540 --> 00:10:12.780 the $5,000 just becomes like, if you're a whale, and you really want to ball out, 128 00:10:12.980 --> 00:10:15.952 and you want to have the personalized attention, you can pay the $5,000. 129 00:10:16.373 --> 00:10:17.899 But basically, the $460 130 00:10:18.260 --> 00:10:19.043 is the core offer. 131 00:10:19.365 --> 00:10:22.919 Do you know what percentages go into each bucket of the people that your team 132 00:10:23.260 --> 00:10:23.621 talks to? 133 00:10:24.223 --> 00:10:25.045 I don't actually. 134 00:10:25.967 --> 00:10:26.609 Worth knowing. 135 00:10:27.090 --> 00:10:28.614 But okay, that's fine. 136 00:10:28.754 --> 00:10:30.940 And you've got, was it like 137 00:10:30.980 --> 00:10:33.309 300 ish in the, in the $29. 138 00:10:33.851 --> 00:10:34.052 Yeah. 139 00:10:34.092 --> 00:10:36.240 There's, there's a load of people in there that have, 140 00:10:36.601 --> 00:10:38.850 that they did a one-time payment to start with. 141 00:10:39.071 --> 00:10:39.232 Yeah. 142 00:10:39.252 --> 00:10:40.899 When I started the school group, which was, 143 00:10:42.263 --> 00:10:44.468 yeah, it was in 2023 actually. 144 00:10:45.791 --> 00:10:49.440 At the time I was completely broke and I moved over from Patreon 145 00:10:49.580 --> 00:10:54.075 and I sold a lot of like a one-time, you know, lifetime access. 146 00:10:54.215 --> 00:10:55.620 I got me back on my feet and, 147 00:10:55.821 --> 00:10:57.640 and it's led me to where I am today. 148 00:10:58.409 --> 00:10:58.737 I love it. 149 00:10:59.245 --> 00:10:59.620 I love it. 150 00:10:59.680 --> 00:10:59.998 You're good. 151 00:11:01.014 --> 00:11:01.119 Okay. 152 00:11:01.961 --> 00:11:04.320 So now that I have a good lay of the land, 153 00:11:04.742 --> 00:11:05.480 what's the goal? 154 00:11:06.080 --> 00:11:06.619 What do you want to do? 155 00:11:07.682 --> 00:11:11.100 Well, my goal is to carry on inspiring people 156 00:11:11.223 --> 00:11:12.040 to learn how to paint. 157 00:11:12.421 --> 00:11:13.539 What I'd like to be able to do 158 00:11:13.721 --> 00:11:14.347 with the whole, 159 00:11:16.564 --> 00:11:17.120 what I'm doing now, 160 00:11:17.180 --> 00:11:18.080 the whole community, 161 00:11:18.240 --> 00:11:19.260 the school groups and everything 162 00:11:19.421 --> 00:11:23.000 is I'd like to be able to sort of build out a team, 163 00:11:23.040 --> 00:11:28.620 but I would like to also pivot in the long run to helping more artists to be able to make a living 164 00:11:28.801 --> 00:11:34.660 online from their art and obviously like helping them to improve their painting is is part of it 165 00:11:35.181 --> 00:11:42.800 yeah um so I mean one of one of the things I feel like I am qualified to do is to uh you know like 166 00:11:42.880 --> 00:11:48.640 help people like build an audience uh make like digital products from their art like I've sold 167 00:11:48.901 --> 00:11:54.600 painting tutorial videos as downloads from my website and uh yeah in books and stuff and then 168 00:11:54.841 --> 00:11:59.100 and also like be able to show people how they could create their own like community their school 169 00:11:59.261 --> 00:12:04.080 own school community where they can have a like a monthly membership that sounds like a totally 170 00:12:04.180 --> 00:12:09.280 different business yeah so you have three communities and you teach people how to paint 171 00:12:10.023 --> 00:12:15.100 so rather than teaching people how to teach people how to paint i think sticking with teaching people 172 00:12:15.100 --> 00:12:17.693 out of paint for now is probably the right strategic move. 173 00:12:17.874 --> 00:12:19.080 So yeah, yeah, at the moment. 174 00:12:19.220 --> 00:12:19.421 Yeah. 175 00:12:19.621 --> 00:12:22.773 That being said, what's the goal with this business? 176 00:12:23.415 --> 00:12:24.820 Numbers are helpful, because you're 177 00:12:24.840 --> 00:12:25.825 already making an impact. 178 00:12:25.845 --> 00:12:27.212 So I can't change anything about that. 179 00:12:27.252 --> 00:12:28.056 So what? 180 00:12:28.357 --> 00:12:28.920 Yeah, basically, 181 00:12:29.522 --> 00:12:32.170 you've got 20 people in your $5,000 thing. 182 00:12:32.190 --> 00:12:32.993 So that's $100,000 a year. 183 00:12:33.013 --> 00:12:33.615 And you've got 300 ish 184 00:12:35.180 --> 00:12:37.148 people at $29 a month. 185 00:12:37.349 --> 00:12:40.160 I know some of them are grandfathered from from Patreon or whatever from 186 00:12:40.220 --> 00:12:46.340 the one-time payment let's say half of those are new would you say that's fair yeah yeah yeah 187 00:12:46.340 --> 00:12:51.977 definitely so you got 150 people paying 30 bucks a month right so you're looking at 4500 $5,000 188 00:12:52.961 --> 00:12:58.760 a month that comes in in recurring from the membership base yeah got it so your business 189 00:12:58.820 --> 00:13:04.759 yeah yes you've got like 8k that comes in from the from the the top i i know it's because you're 190 00:13:04.960 --> 00:13:06.868 charging $5,000 at a time that it's lumpy. 191 00:13:06.888 --> 00:13:07.330 I get that. 192 00:13:07.370 --> 00:13:09.920 But just 8k a month on the top, 193 00:13:10.341 --> 00:13:13.673 and you're averaging like 4500 per month on the bottom. 194 00:13:14.415 --> 00:13:14.616 All right. 195 00:13:14.636 --> 00:13:14.777 Yeah. 196 00:13:15.037 --> 00:13:15.720 So you're looking at 197 00:13:16.283 --> 00:13:19.257 Yeah, I was gonna say, do you mean in terms of financial figures? 198 00:13:19.297 --> 00:13:19.900 What my goals? 199 00:13:20.440 --> 00:13:20.621 Yeah. 200 00:13:20.762 --> 00:13:22.230 Or if you were like, I want to get to 1000. 201 00:13:22.271 --> 00:13:23.699 I mean, any of those would be Oh, yeah. 202 00:13:23.739 --> 00:13:23.900 I mean, 203 00:13:23.960 --> 00:13:24.744 I have those goals. 204 00:13:24.784 --> 00:13:28.680 Like, you know, I want to get I want to get my I want to get that low ticket 205 00:13:28.760 --> 00:13:29.001 group. 206 00:13:29.041 --> 00:13:33.235 I want to get to like, you know, 10,000 subscribers or more. 207 00:13:33.877 --> 00:13:34.619 You know what this is in 208 00:13:34.860 --> 00:13:39.320 some ways a bit uh i've been having to work a lot on my mindset in the last couple of years 209 00:13:39.802 --> 00:13:44.260 and it's something that i think has really helped you know that's that's really been what's holding 210 00:13:44.320 --> 00:13:50.780 me back but thinking in bigger numbers for me as well is is still uncomfortable but you know is it 211 00:13:50.800 --> 00:13:55.080 wrong to say you know i'd like to be pulling in 100k a month or more nothing wrong with wanting 212 00:13:55.140 --> 00:14:00.860 to make more but for now you're doing 13 14 000 a month ish somewhere in there between the two 213 00:14:00.980 --> 00:14:06.700 groups yeah yeah between the two yeah let's just say you know 30 is kind of like milestone one it's 214 00:14:06.720 --> 00:14:11.539 a double double from where you're at and then there's a triple from there that gets you to 100 215 00:14:12.022 --> 00:14:15.680 so i think in doubles and triples oftentimes just in terms of like what do we need to do in order to 216 00:14:15.740 --> 00:14:20.060 have that happen all right yeah so because the thing is is it's it's rare that one thing will 217 00:14:20.321 --> 00:14:23.800 i mean if you find it that's awesome but a lot of times like you'll get them from multiple doubles 218 00:14:23.880 --> 00:14:29.780 and triples that's where like you get the big numbers okay so now that i have an idea of uh 219 00:14:29.941 --> 00:14:30.786 of what's happening. 220 00:14:31.249 --> 00:14:33.180 One of the data points that's really important here that's missing 221 00:14:33.602 --> 00:14:38.240 is what percentage of people go to the free group or the paid group and what close rates are on 222 00:14:38.802 --> 00:14:43.080 on the phone for A or B. I don't have solid metrics, but I spoke to my setter this morning. 223 00:14:43.180 --> 00:14:49.460 He reckons he's getting out of 15 people that he pitches a call to only two are like actually 224 00:14:49.540 --> 00:14:50.342 jumping on a call. 225 00:14:51.245 --> 00:14:57.240 And one of the things he says he's noticed is that the artist kind of group is 226 00:14:57.320 --> 00:15:04.320 very different to say like a demographic of like you know entrepreneurs aspiring entrepreneurs so 227 00:15:05.062 --> 00:15:10.500 they're probably a little bit harder to get on a on a call with just the nature of artists and 228 00:15:10.962 --> 00:15:14.740 in a way i wouldn't i wouldn't subscribe too much to that i'll bet you there's a messaging thing 229 00:15:14.961 --> 00:15:18.360 just because like you want to talk about you know beliefs like that's probably not yeah yeah yeah 230 00:15:18.521 --> 00:15:22.820 exactly yeah yeah exactly yeah yeah that's true yeah that goes for everybody who's listening to 231 00:15:22.820 --> 00:15:28.279 this uh like explaining why this isn't at you say i'd be like everybody like explaining why your 232 00:15:28.560 --> 00:15:33.360 group doesn't make you money or doesn't want to buy your stuff like yeah i'm not gonna serve you 233 00:15:33.440 --> 00:15:42.220 okay so i agree one out so 15 people join the free group he dms all of them now is that when 234 00:15:42.260 --> 00:15:49.760 he gives you 15 turns into two calls right no no so it's it's as no so it would be way more that is 235 00:15:49.920 --> 00:15:55.020 is when when the conversations got to the point of would it be helpful to jump on a call yeah 236 00:15:55.521 --> 00:16:02.320 out of the 15 people that he gets to be able to like say that in the chat only two around two 237 00:16:02.420 --> 00:16:07.520 people actually like jumping on a call basically got it how many people join to get to that like 238 00:16:07.741 --> 00:16:12.420 i'm trying to get conversion metrics here so like yeah yeah absolutely i reckon we must be getting 239 00:16:12.520 --> 00:16:20.579 about at least 60 a week okay let me just check my metrics you're good 60 per week and then how 240 00:16:21.200 --> 00:16:26.840 many well we can reverse engineer this so if you're getting 60 a week i know actually more than that 241 00:16:27.141 --> 00:16:32.919 so in the last week we've had 151 okay in the last week great in the last week yeah let's just say 150 242 00:16:34.203 --> 00:16:40.560 is the last seven days fine this 20 ish a day and then he tries to start conversations with all of 243 00:16:40.620 --> 00:16:46.220 them right how many of them get to like i would i would want to know how many respond because i 244 00:16:46.220 --> 00:16:49.920 don't know how many people respond but i wouldn't i don't know how many respond how many get to the 245 00:16:50.161 --> 00:16:54.820 basically the offer i reckon at the moment we're probably getting about two or three a week but 246 00:16:54.880 --> 00:17:00.120 it's it's really it's gone in waves basically we've had we had one day where he had like five 247 00:17:00.220 --> 00:17:04.680 calls booked in a day and we were like right let's see how we could do this so that we could do this 248 00:17:04.780 --> 00:17:10.580 every day but then it's it's really been yeah how much transparency do you have into like what he's 249 00:17:10.640 --> 00:17:15.040 doing this guy this setter because right now he's kind of like the choke point of the business 250 00:17:15.060 --> 00:17:19.559 because you got 20 you know 20 leads a day think about like this you got 20 leads a day that are 251 00:17:19.760 --> 00:17:26.060 coming in and per day how many appointments would you is like how many appointments would you say 252 00:17:26.120 --> 00:17:31.420 happen per day phone call when you say employment you mean messages that are sent no people who 253 00:17:31.741 --> 00:17:37.760 people who like schedule a call it really very uh you know probably probably about a couple 254 00:17:38.281 --> 00:17:44.920 maybe not maybe not even that at the moment i mean he he is new but he is like all over it if you say 255 00:17:44.980 --> 00:17:51.000 i mean he's you know actively messaging so i i believe totally in time uh that's that number's 256 00:17:51.060 --> 00:17:55.860 gonna go do you have any idea how many how many calls per week if that's easier i reckon i reckon 257 00:17:55.900 --> 00:18:01.380 he's probably getting about four a week at the moment calls like that he's taking he's like 258 00:18:01.460 --> 00:18:03.628 calls taken is four per week. 259 00:18:03.648 --> 00:18:04.752 Does that sound right? 260 00:18:05.334 --> 00:18:05.755 Yeah. 261 00:18:05.795 --> 00:18:06.016 Yeah. 262 00:18:06.036 --> 00:18:07.220 As an actual discovery calls 263 00:18:07.300 --> 00:18:07.581 booked. 264 00:18:07.701 --> 00:18:07.922 Yeah. 265 00:18:08.103 --> 00:18:08.283 Yeah. 266 00:18:09.487 --> 00:18:14.000 Real quick, guys, I have a special, special gift for you for being loyal 267 00:18:14.161 --> 00:18:15.405 listeners of the podcast. 268 00:18:16.068 --> 00:18:19.440 Layla and I spent probably an entire quarter putting together 269 00:18:20.222 --> 00:18:21.385 our scaling roadmap. 270 00:18:21.526 --> 00:18:26.760 It's breaking scaling into 10 stages and across all eight functions of the 271 00:18:26.760 --> 00:18:27.022 business. 272 00:18:27.042 --> 00:18:29.520 So you've got marketing, you've got sales, you've got product, you've got customer 273 00:18:29.821 --> 00:18:30.223 success. 274 00:18:30.263 --> 00:18:33.960 You've got IT, you've got recruiting, you've got HR, you've got finance, and we show 275 00:18:34.241 --> 00:18:37.578 the problems that emerge at every level of scale and how to graduate to the next level. 276 00:18:37.739 --> 00:18:37.960 It's all 277 00:18:38.020 --> 00:18:41.212 free and you can get it personalized to you. 278 00:18:41.232 --> 00:18:43.540 So it's about 30-ish pages for each of the stages. 279 00:18:43.820 --> 00:18:48.100 Once you answer the questions, it will tell you exactly where you're at and what you need to do 280 00:18:48.361 --> 00:18:48.722 to grow. 281 00:18:48.803 --> 00:18:53.040 It's about 14 hours of stuff, but it's narrowed down so that you only have to watch the 282 00:18:53.060 --> 00:18:54.971 part that's relevant to you, which will probably be about 90 minutes. 283 00:18:55.675 --> 00:18:56.540 And so if that's at all 284 00:18:56.580 --> 00:19:01.800 interesting, you can go to acquisition.com forward slash roadmap, R O A D map roadmap. 285 00:19:04.441 --> 00:19:04.722 Okay. 286 00:19:05.064 --> 00:19:06.510 So here's the cool part. 287 00:19:06.571 --> 00:19:08.680 Like I'll always keep asking as I go through this, 288 00:19:08.680 --> 00:19:10.768 because I'm looking for big, big lifts. 289 00:19:11.290 --> 00:19:13.720 That's a big one because that means that right now you're 290 00:19:13.760 --> 00:19:18.373 getting 3% of the people who are coming for free to get on a call. 291 00:19:19.235 --> 00:19:20.800 And I think that you might be 292 00:19:21.101 --> 00:19:25.497 like, if I'm looking at kind of standards, you could probably get to 10% buying. 293 00:19:25.799 --> 00:19:26.160 And so there's 294 00:19:26.180 --> 00:19:30.660 a huge amount of lift there so that's that's it that's and of the four that get on the call 295 00:19:31.041 --> 00:19:38.099 you know what percentage buy at least one at least one well i mean it depends because because um so 296 00:19:38.760 --> 00:19:43.840 i'm i'm doing the actual sales call i mean i i closed someone last week for my high ticket but 297 00:19:43.860 --> 00:19:48.760 then the same time i also closed well i mean i sold someone on an annual membership as well so 298 00:19:49.182 --> 00:19:52.800 they didn't buy the high ticket but they bought an annual membership you had two sales last week 299 00:19:52.941 --> 00:19:57.540 one high ticket one annual on the on the yeah and i'm pretty sure i only had two sales calls as well 300 00:19:58.503 --> 00:20:04.100 okay so that was a little even even a little bit less right so when he's setting though he's setting 301 00:20:04.140 --> 00:20:09.140 for you so he's setting via dms he's not taking a call you're taking the call and then you downsell 302 00:20:09.501 --> 00:20:14.758 you basically sort them yeah yeah absolutely yeah so yeah got it so you closed 100 last week what 303 00:20:15.320 --> 00:20:20.900 would you say your normal close rate is i reckon a good 25 and last week was just a good week though 304 00:20:21.000 --> 00:20:27.580 because you closed 100 last yeah yeah like i like definitely if i or when i get more calls 305 00:20:28.903 --> 00:20:36.360 when i get more calls i'll be able to get a lot more yeah so okay i'm gonna bet that 306 00:20:37.143 --> 00:20:41.320 like i mean there's a lot of things like i i could go i could go into the advertising side 307 00:20:41.882 --> 00:20:47.540 but the thing is is that like if i find a massive win then i will probably just focus almost all my 308 00:20:47.580 --> 00:20:53.260 attention on that um so there's one huge one here and we'll get to it but okay let me just let me 309 00:20:53.280 --> 00:20:57.100 just quickly look at youtube because that's where all your traffic's coming from and then uh and 310 00:20:57.100 --> 00:21:00.880 then we'll go from there so the vast majority of people are not buying the 29 thing on the page 311 00:21:01.301 --> 00:21:07.800 366 members can you look at conversions uh on that one for me yeah sure yeah i've only been 312 00:21:07.940 --> 00:21:14.920 advertising the paid group in in my free community and in my emails got it so you have so you have 313 00:21:15.040 --> 00:21:18.796 eight signups in the paid community that happened this last week. 314 00:21:18.876 --> 00:21:19.900 And that just happened straight 315 00:21:20.000 --> 00:21:22.128 from people clicking from one to the other. 316 00:21:22.771 --> 00:21:22.932 Yeah. 317 00:21:22.952 --> 00:21:25.160 I just maybe one, you sold one annual last week. 318 00:21:25.200 --> 00:21:30.220 So there's that, but besides that one, the other seven came just kind of organically 319 00:21:30.521 --> 00:21:31.345 ascending themselves. 320 00:21:31.867 --> 00:21:32.068 Yeah. 321 00:21:32.128 --> 00:21:32.811 From the, yeah. 322 00:21:32.872 --> 00:21:34.619 From either email or the free community. 323 00:21:34.700 --> 00:21:34.760 I, 324 00:21:35.121 --> 00:21:38.533 I haven't been advertising this group publicly on YouTube. 325 00:21:38.553 --> 00:21:40.420 I've just been advertising a freebie. 326 00:21:40.962 --> 00:21:47.160 so yeah my conversion rate for last week was uh 2.69 percent yeah i'm less concerned about that 327 00:21:47.200 --> 00:21:51.720 right now because the the traffic source is your free group what are you doing to ascend people 328 00:21:51.880 --> 00:22:00.140 from the 29 group into the pay the 5 5k so when i'm on the call i pitched the 5k one first and 329 00:22:02.468 --> 00:22:06.100 so you currently have people come to the free thing because that's what you push them to 330 00:22:06.843 --> 00:22:11.640 then your guy sorts them and if he sets them he sets a call for you you anchor at five then you 331 00:22:11.761 --> 00:22:15.580 if they say no then you downsell annual if they say no then you downsell monthly that's how it is 332 00:22:15.620 --> 00:22:21.160 right now got it but last week into your $29 thing just because you have this large community 333 00:22:21.240 --> 00:22:26.280 the 3600 or whatever and the free community you got seven people who just went to the page and 334 00:22:26.280 --> 00:22:31.640 just chose to buy for $29 yeah what are you doing to talk to those seven people yeah you're right 335 00:22:31.981 --> 00:22:37.117 um i haven't been doing a lot i do at the end of my painting class ask if anyone wants uh help 336 00:22:38.702 --> 00:22:43.180 art mentor or you know that's where i pitched the art mentorship program at the end of my 337 00:22:43.721 --> 00:22:49.860 my lives every real life class yeah i i um i mean now that you said that i could be doing a lot more 338 00:22:50.181 --> 00:22:54.400 in my community we'll get there yeah we'll get there's actually a load of there's actually a 339 00:22:54.420 --> 00:22:58.820 load of um those people that paid for the lifetime access that i could go and yeah 340 00:22:59.322 --> 00:23:04.239 message yeah we got some stuff we got some stuff i'm still learning here man this is like up until 341 00:23:04.480 --> 00:23:09.060 you're doing great man dude you're you're an artist this wasn't the this wasn't the job 342 00:23:09.421 --> 00:23:14.260 it's fine that's uh no it wasn't i just i never imagined like if you'd have asked me 10 years ago 343 00:23:14.360 --> 00:23:20.460 when i when i first quit my job and i had no idea i was gonna make it work i i had no idea i'd be 344 00:23:20.500 --> 00:23:27.380 doing this if it makes you feel better i do this for a living uh so don't worry about it okay so 345 00:23:27.882 --> 00:23:31.400 um okay now let's go to the advertising and i'll bet you we can pick out some stuff there 346 00:23:31.701 --> 00:23:35.540 and then um and then we'll go into the kind of the solutioning side all right yeah cool man all 347 00:23:35.540 --> 00:23:42.080 right sweet okay can you go videos uh yeah you know how i'm gonna do it okay recent okay good 348 00:23:42.120 --> 00:23:47.020 you get some good views man you get really good views relative to your subscribers so that's good 349 00:23:47.481 --> 00:23:52.700 so you're yeah 56k subscribers you're getting it looks like call it 10k video it's really strong 350 00:23:53.322 --> 00:23:59.438 okay yeah yeah really good i've been working on my uh titles and thumbnails i i uh yeah uh you 351 00:24:00.220 --> 00:24:04.740 know i've been getting help from like harry and kai who've been helping me in my youtube videos so 352 00:24:05.643 --> 00:24:10.300 no it's great let's let's just click it okay how to paint loose but realistic coastal scenes 353 00:24:10.581 --> 00:24:16.220 all right let's do it struggling with stiff photographic landscapes that are just killing 354 00:24:16.380 --> 00:24:20.713 the life out of your paintings and also making them look flat. 355 00:24:21.896 --> 00:24:23.240 Well in this video I'm going to 356 00:24:23.340 --> 00:24:30.020 show you how you can loosen up your brushwork by using the paint medium gouache and I'm going to 357 00:24:30.040 --> 00:24:31.946 be painting a coastal scene. 358 00:24:32.848 --> 00:24:34.393 Now what is gouache paint? 359 00:24:34.614 --> 00:24:36.740 Well basically it's opaque watercolour but 360 00:24:36.760 --> 00:24:41.560 you can get some really great results with it and some nice vibrant natural looking colours 361 00:24:42.603 --> 00:24:48.040 and I'd like to preface that I'm mainly an oil painter but I do sometimes paint with gouache and 362 00:24:48.080 --> 00:24:53.600 I've actually found that it's helped with my oil painting process and to loosen up my brush work 363 00:24:54.844 --> 00:24:59.660 now I've only been painting with gouache for a few years and as I say I mainly paint with 364 00:25:00.403 --> 00:25:04.760 here so here's the here's the good thing you've got three things that are going well with the 365 00:25:04.780 --> 00:25:09.760 intro we just need to add a couple so you've got a you've got a promise right and you actually 366 00:25:09.880 --> 00:25:14.720 hooked with pain so if you're struggling with this thing i'm going to show you this thing so 367 00:25:14.780 --> 00:25:21.060 that was like you had those first two a little bit later you got into like semi-proof i think 368 00:25:21.602 --> 00:25:25.560 and i think we can tighten the proof part up which i'll explain in a second there isn't a roadmap 369 00:25:26.082 --> 00:25:30.200 and so i think that's that's to me that felt like the biggest thing that was missing because i'm 370 00:25:30.280 --> 00:25:34.380 looking at this video and it's however many minutes it was but you know decent length and 371 00:25:34.561 --> 00:25:40.260 as me trying to put my viewer hat on i'm like where am i going from here okay so i want to know 372 00:25:40.380 --> 00:25:43.840 kind of like what the road like what the road stops are and so i think it might be useful for 373 00:25:43.920 --> 00:25:48.260 you to you know maybe if you have like a fountain pen or because it's a little artistic or you know 374 00:25:48.300 --> 00:25:52.200 you'd know this better than me but like yeah you have you have your pain and your promise great 375 00:25:52.742 --> 00:25:57.680 proof i would pull way forward which is like i help thousands of people uh paint every day 376 00:25:58.623 --> 00:26:03.240 and you know i've been painting for 20 years like you want to get it really tight like i would 377 00:26:03.280 --> 00:26:08.900 practice it so it's like my name sam i have helped over 2 000 people paint their first painting 378 00:26:09.502 --> 00:26:14.700 and i've helped people go from beginner to advanced and uh in this video i'm going to cover 379 00:26:14.841 --> 00:26:19.140 six things about gouache and i wouldn't even mention the like i normally paint in oil because 380 00:26:19.240 --> 00:26:24.560 like you don't want to discredit yourself right like like it's like and so we're going to cover 381 00:26:25.082 --> 00:26:30.200 number one how to how to frame the the scene better number two how to how to hold the brush 382 00:26:30.381 --> 00:26:34.820 away uh for two different styles number three you know what i'm what i'm going at yeah yeah 383 00:26:34.860 --> 00:26:39.900 absolutely so i think lead with that roadmap i think will make a big difference in in video 384 00:26:39.940 --> 00:26:44.299 retention and you want that to all be covered within the first like 15 seconds we paused at 48 385 00:26:45.343 --> 00:26:49.780 and we want all of that to be covered in in 10 i'm okay with the fact that you're showing that 386 00:26:49.800 --> 00:26:54.240 you're painting i would love it if it flipped to you for a second though i think that might be 387 00:26:54.300 --> 00:26:59.140 helpful just because also long term it's like we want to build your brand right and so i think that 388 00:26:59.220 --> 00:27:04.380 might be kind of worthwhile on the thumbnails you've been working with kai and you know kai's 389 00:27:04.400 --> 00:27:12.080 good um but uh something i would consider is i i would i would consider having to like learn to 390 00:27:12.120 --> 00:27:16.720 paint these so like think about like this the benefits that you have inside of a thumbnail 391 00:27:16.941 --> 00:27:21.100 are going to be something around risk so like stop messing up right something around risk something 392 00:27:21.140 --> 00:27:25.880 around speed right like do it faster do it in less time maybe these are taking forever do it in less 393 00:27:25.920 --> 00:27:33.140 time um or do it easier right yeah and so i would i would experiment i would experiment just run one 394 00:27:33.260 --> 00:27:38.240 see see how how it does comparatively and you should be able to turn on i think it's turned 395 00:27:38.300 --> 00:27:42.780 on on all youtube but there's an ab testing um yeah yeah i've just found out about that 396 00:27:43.341 --> 00:27:50.020 yeah so i would i would split i would split test no no copy uh because there are paintings is what 397 00:27:50.321 --> 00:27:54.880 your current thumbnails are so i would the three kind of concepts i would be looking at are 398 00:27:55.963 --> 00:28:02.860 pure plain painting number one plain painting with three words or less in terms of the the 399 00:28:02.920 --> 00:28:05.220 words on the screen because you don't want to take too much away from the painting but you 400 00:28:05.220 --> 00:28:10.280 want it to be clear when you're actually reviewing your thumbnail uh text it to yourself on your 401 00:28:10.320 --> 00:28:14.060 phone because that's going to be how small it is and so what happens is a lot of people design 402 00:28:14.120 --> 00:28:18.160 thumbnails design them on these big screens but that's not how people can consume them so you want 403 00:28:18.240 --> 00:28:22.940 to like it's the easiest hack in the world just just send yourself a text of the of the icon and 404 00:28:22.960 --> 00:28:26.260 then you'll actually see how few words you can really put there where people can read them and 405 00:28:26.300 --> 00:28:31.080 then um the third concept that i would test is actually just a picture of your face kind of maybe 406 00:28:31.160 --> 00:28:35.140 with a brush and then the paintings in the background uh because then again that's going 407 00:28:35.140 --> 00:28:39.620 to get you like you more exposure long term rather than because this looks like a faceless 408 00:28:40.282 --> 00:28:45.880 youtube channel unless that was yeah no i know it's not at all in fact actually my older videos 409 00:28:46.382 --> 00:28:51.440 uh had my face i do like an intro and an outro and then uh you know i realized i was spending 410 00:28:51.460 --> 00:28:56.059 in like two, three minutes doing an intro, by which time everyone's clicked off. 411 00:28:56.079 --> 00:28:56.360 So yeah, 412 00:28:56.400 --> 00:29:00.220 if you go to my earliest videos, back when my hair was long. 413 00:29:00.860 --> 00:29:01.683 No, your hair is long. 414 00:29:01.723 --> 00:29:02.888 No, that's all good. 415 00:29:03.149 --> 00:29:03.490 Okay. 416 00:29:03.510 --> 00:29:05.940 So big picture, we need to double down on roadmap. 417 00:29:06.220 --> 00:29:09.152 You need to tighten up the time upfront. 418 00:29:09.453 --> 00:29:11.040 You need to know what your introduction is like you 419 00:29:11.120 --> 00:29:13.068 personally that you can frame for your proof. 420 00:29:13.469 --> 00:29:16.380 Ideally, you want the proof to be relevant to 421 00:29:16.420 --> 00:29:17.225 the thing you're talking about. 422 00:29:17.788 --> 00:29:19.618 So one is I've helped thousands of painters. 423 00:29:19.638 --> 00:29:19.940 That's kind of 424 00:29:20.000 --> 00:29:24.080 one level of proof but if you're like i've helped thousands of painters paint gouache and it's one 425 00:29:24.080 --> 00:29:28.340 of the things that i enjoy doing in my free time or something like that then now i have more 426 00:29:28.420 --> 00:29:33.800 relevance to the proof right you want it to be as relevant as possible for example just an idea 427 00:29:34.443 --> 00:29:38.620 is you could also think about like have you sold i'm sure you've sold paintings before right yeah 428 00:29:38.640 --> 00:29:44.620 yeah yeah absolutely so um i think even just saying like and i've sold many paintings that 429 00:29:44.640 --> 00:29:48.880 are gouache right because then it's like not just i'm not just like saying i'm good like people have 430 00:29:48.940 --> 00:29:53.160 bought my paintings and i think that yeah that kind of helps uh kind of bridge that guy okay 431 00:29:53.822 --> 00:29:59.220 so that's that's youtube stuff can you uh kirby can you click in real quick to the video just i 432 00:29:59.260 --> 00:30:04.780 can look at the description free landscape painting blueprint okay so yeah so that's my 433 00:30:04.960 --> 00:30:10.580 call to action in the video yeah okay and do you do the uh do you integrate a cta within the video 434 00:30:11.082 --> 00:30:15.899 yeah i yeah what i do is usually about like halfway or three quarters through then then uh 435 00:30:16.601 --> 00:30:27.460 yeah there it is got it okay okay so i'll say this um we've found first third is uh because 436 00:30:27.580 --> 00:30:32.080 you'll probably get twice as many people to see it okay because you're because you've seen youtube 437 00:30:32.321 --> 00:30:35.559 you know retention curves kind of drop slowly yeah like i want to do it up front because it's 438 00:30:35.720 --> 00:30:39.460 weird you haven't done anything yet but like at about a third it's like you provided you know 439 00:30:39.500 --> 00:30:43.620 sufficient value that you can get you can do take 20 seconds and just be like by the way if you like 440 00:30:43.660 --> 00:30:49.420 this um and the key part is that you went with the cta you want again you want to integrate it 441 00:30:49.540 --> 00:30:54.860 to something relevant that you just talked about right okay no it's not just like a commercial 442 00:30:55.382 --> 00:31:00.680 like you want to you want to make it as as basically you don't want even to feel like a 443 00:31:00.740 --> 00:31:06.080 commercial you want it to just be really natural um and inside the blueprint what i would do because 444 00:31:06.140 --> 00:31:12.200 you're showing the the the digital yeah i would do is i would print the blueprint out and i would 445 00:31:12.260 --> 00:31:17.700 flip to the page that you know corresponds to some technique or something that you're showing 446 00:31:17.740 --> 00:31:22.600 and be like so what i'm doing right here is actually on page 17 and show you opening and 447 00:31:22.600 --> 00:31:26.620 be like page 17 of this blueprint and you guys can have it it's free you can just click below 448 00:31:26.740 --> 00:31:31.580 the link you'll get way more people who will uh choose to opt in if you start doing your 449 00:31:31.620 --> 00:31:35.420 integrating your ctas like that kirby let's go back to the uh that's brilliant yeah that's a 450 00:31:35.480 --> 00:31:41.060 brilliant idea all right let's see here scroll down in this tutorial i show you so you do custom 451 00:31:41.200 --> 00:31:47.859 descriptions uh for each of them yeah i've been using ai i've been using ai yeah i've been using 452 00:31:48.100 --> 00:31:54.360 that ai to come up with titles and hooks for my videos and descriptions as well that's fine all 453 00:31:54.360 --> 00:32:01.840 right um main website the rest of this stuff is is whatever you could do uh you could have a pinned 454 00:32:01.940 --> 00:32:06.100 comment which uh you can do on every video and ideally you want to do it right after you post 455 00:32:06.180 --> 00:32:09.540 it because then you're because if you're the creator they're gonna like yours the most and 456 00:32:09.560 --> 00:32:10.082 you can pin it. 457 00:32:10.543 --> 00:32:15.900 So the reason I like pinned comments for YouTube CTAs is because if you 458 00:32:16.021 --> 00:32:19.780 change your descriptions in the future, which I'm a bit I mass change all my descriptions at once, 459 00:32:19.860 --> 00:32:21.048 that's kind of how I do my stuff. 460 00:32:21.189 --> 00:32:22.880 So I feel like whatever I'm promoting, that's what's going to be 461 00:32:22.880 --> 00:32:23.423 in my description. 462 00:32:23.805 --> 00:32:25.293 But then the pin comment won't change. 463 00:32:25.454 --> 00:32:26.440 So it's like if you have stuff that's 464 00:32:26.520 --> 00:32:29.296 relevant to your video, I would just make it the pinned first comment. 465 00:32:29.597 --> 00:32:30.080 And then that way, 466 00:32:30.100 --> 00:32:33.677 you can basically take the big wave of YouTube traffic and point it wherever you want. 467 00:32:34.179 --> 00:32:34.360 You know, 468 00:32:34.380 --> 00:32:35.648 when it's when it's appropriate. 469 00:32:35.909 --> 00:32:36.372 That makes sense. 470 00:32:36.875 --> 00:32:37.700 Yeah, yeah, absolutely. 471 00:32:38.301 --> 00:32:38.582 Okay. 472 00:32:38.903 --> 00:32:44.216 Next thing is there's a feature on YouTube now that two things. 473 00:32:44.356 --> 00:32:45.780 One is that there's in video 474 00:32:46.161 --> 00:32:48.647 pop-ups that you can now put in. 475 00:32:48.808 --> 00:32:53.640 And so I would put your lead magnet as a product that after you 476 00:32:53.740 --> 00:32:57.580 show it, it just stays in the bottom left corner so people can click it directly on the screen. 477 00:32:58.321 --> 00:33:02.896 And then secondarily, you can incorporate products underneath, underneath. 478 00:33:03.518 --> 00:33:03.739 Right. 479 00:33:03.759 --> 00:33:03.939 And so 480 00:33:04.642 --> 00:33:08.900 i would at the very least do the the first one is just have this have the the blueprint 481 00:33:08.980 --> 00:33:14.600 uh sitting right and just leave it there for the rest of the video yeah okay yeah i mean it doesn't 482 00:33:14.760 --> 00:33:19.000 that youtube's i mean youtube takes care of their their audience like it's kind of it's tucked away 483 00:33:19.040 --> 00:33:26.800 to the bottom left yeah yeah okay so i would yeah so we'll do that as well all right great so let's 484 00:33:26.860 --> 00:33:32.480 go back to your landing page because the thing is is do you have any metrics around this you were 485 00:33:32.500 --> 00:33:37.696 pulling those up so where are the metrics for this page um so my ceo uh manages the uh manages 486 00:33:39.803 --> 00:33:44.600 and i'm still i'm still finding my way around the system but unfortunately i can't 487 00:33:45.502 --> 00:33:50.837 so for the free yeah the free landscape painting blueprint until we've got 4822 488 00:33:53.144 --> 00:33:58.160 people from that okay yeah but what's the conversion rate oh as in conversion into the 489 00:33:58.661 --> 00:34:03.500 into the free community no how well i mean that would be great too but like how many clicks go 490 00:34:03.540 --> 00:34:07.780 to the page how many of them opt in how many of them go to the free community like that's the 491 00:34:07.840 --> 00:34:13.920 funnel basically leading your free community yeah okay uh that i'm honestly not sure of i'm not 492 00:34:14.000 --> 00:34:19.580 quite sure i'd find that out okay well whatever the landing page software is i promise you they 493 00:34:19.580 --> 00:34:25.080 have a conversion rate metric yeah that you can find i can see how many emails were opened and 494 00:34:25.501 --> 00:34:33.040 total clicks so it's like 65 percent and total clicks was 44 percent okay that's good that's um 495 00:34:33.140 --> 00:34:37.480 that's fairly normal for like a welcome sequence uh so you're not you're not missing anything big 496 00:34:37.540 --> 00:34:41.140 there uh i would want to know what the what the conversion rate of the pages though because that's 497 00:34:41.160 --> 00:34:45.180 where you're literally sending all your traffic there yeah yeah absolutely one of the other 498 00:34:45.260 --> 00:34:49.580 considerations i'd have for that landing page i told you the three bullets underneath one of the 499 00:34:49.660 --> 00:34:55.080 other things i would consider is um split test that because you have one image yeah one thing 500 00:34:55.080 --> 00:35:00.400 i would do is show like show one image but show like uh two two behind it and above two behind it 501 00:35:00.460 --> 00:35:04.640 and below so there's five images so just show some of the some of the techniques it's like 502 00:35:05.062 --> 00:35:09.620 open it up a little bit you know i mean rather than just the one image and so i would test that 503 00:35:09.720 --> 00:35:17.760 out and my second alternate would be you like if people recognize you from the videos did your 504 00:35:17.840 --> 00:35:20.959 first like you will for sure if you add your face to the page you will increase conversions 505 00:35:21.501 --> 00:35:29.000 if they're coming from you yeah absolutely okay cool all right so that's that's conversion stuff 506 00:35:29.020 --> 00:35:32.640 and i think all of those things could could measurably improve the amount of traffic that 507 00:35:32.680 --> 00:35:37.320 you're that you're getting so let's let's talk about all right good so we have 15 so let's talk 508 00:35:37.380 --> 00:35:42.100 about the three big ones big hole so we did all the youtube stuff we did some some tiny tweak 509 00:35:42.160 --> 00:35:45.580 stuff but these are these are kind of going to be the the three the three biggies all right yeah 510 00:35:46.282 --> 00:35:54.060 So big thing number one is we have to improve your conversion on your free offer to call. 511 00:35:54.782 --> 00:35:57.220 And actually, I'm going to say these in order of priority. 512 00:35:57.820 --> 00:36:04.260 Priority number one is those seven people per week that are signing on that you're not 513 00:36:04.340 --> 00:36:10.920 talking to for $29 a month, they should get an onboarding call for free immediately included 514 00:36:11.043 --> 00:36:11.453 with that $29. 515 00:36:12.783 --> 00:36:18.200 so that's how you book you seven more sales calls a week right now you're taking like two so like 516 00:36:18.340 --> 00:36:24.920 that can triple your business like that yeah and what we want to do is i'm sure you have some 517 00:36:25.020 --> 00:36:29.600 benefit for them subscribing to annual do they have some sort of bonus or thing that gets unlocked 518 00:36:29.640 --> 00:36:34.100 when they subscribe to annual yeah usually i've been giving them a free coaching call with me 519 00:36:34.240 --> 00:36:41.300 like free hour-long coaching call sure so i would i would take so take that right and every one of 520 00:36:41.300 --> 00:36:47.620 those $29 people, I would offer one, two calls, whatever, in order for them to subscribe for the 521 00:36:47.660 --> 00:36:47.901 year. 522 00:36:48.643 --> 00:36:53.860 And I think if you wanted to, if you want it to be crazy here, you give them a one-month 523 00:36:53.960 --> 00:36:56.209 trial of your high-end. 524 00:36:56.491 --> 00:36:58.218 If we want to get these people, they already paid $29. 525 00:36:58.258 --> 00:36:58.840 They already took 526 00:36:58.860 --> 00:37:00.249 their wallet out and said, I want to learn more. 527 00:37:00.572 --> 00:37:01.820 And so you say, how much more do you want to 528 00:37:01.840 --> 00:37:02.041 learn? 529 00:37:02.121 --> 00:37:04.010 Do you want more time with me? 530 00:37:04.030 --> 00:37:05.095 Because think about it like this. 531 00:37:05.818 --> 00:37:06.260 You're going to give 532 00:37:06.300 --> 00:37:11.260 them one or two calls right one-on-one each of those are basically sales opportunities i said 533 00:37:11.320 --> 00:37:16.520 like you're not you're not closing but you're building trust right yeah if they also have the 534 00:37:16.560 --> 00:37:22.680 two live classes per week that are happening at the at the uh 5 000 level like they also have 535 00:37:22.901 --> 00:37:29.480 like you're basically using up the the high level one-on-ones figuratively as using the two 536 00:37:29.620 --> 00:37:35.020 onboarding calls or sorry the two follow-up calls as they just get a free month of that now some of 537 00:37:35.040 --> 00:37:37.031 they might be like, well, shit, I want to keep doing this. 538 00:37:37.092 --> 00:37:38.540 In which case, then you can convert 539 00:37:38.540 --> 00:37:41.390 them in the back, downsell, you just get the annual. 540 00:37:41.651 --> 00:37:41.831 Cool. 541 00:37:41.992 --> 00:37:43.898 So that's still not a loss. 542 00:37:44.199 --> 00:37:44.380 Okay. 543 00:37:44.921 --> 00:37:47.672 So that's like immediate money number one that can triple. 544 00:37:47.973 --> 00:37:49.580 So that could take you maybe from like, 545 00:37:50.021 --> 00:37:53.420 if none of the tweaks, if you didn't do any change in tweaks to the YouTube and all the stuff we just 546 00:37:53.440 --> 00:37:57.050 went over, if you just did that, that could take you to like 30 or 40. 547 00:37:57.993 --> 00:37:59.076 Okay. 548 00:37:59.277 --> 00:38:00.300 That's just number one. 549 00:38:00.820 --> 00:38:01.020 All right. 550 00:38:02.141 --> 00:38:07.865 Number two, you're getting four out of 150 people who are joining the free thing to get on a call or less. 551 00:38:08.266 --> 00:38:08.466 Right. 552 00:38:08.786 --> 00:38:09.687 So we have to fix that. 553 00:38:10.287 --> 00:38:16.892 So yeah, so what we need is, I'm assuming that he doesn't have like, we need to sell the call. 554 00:38:17.652 --> 00:38:17.852 All right. 555 00:38:17.933 --> 00:38:21.395 And so because right now, it just sounds like, how serious are you? 556 00:38:21.415 --> 00:38:22.356 Do you want to talk to Sam? 557 00:38:22.436 --> 00:38:23.196 That's what it sounds like. 558 00:38:23.236 --> 00:38:23.737 I could be wrong. 559 00:38:23.757 --> 00:38:25.198 But that's what it sounds like the script looks like. 560 00:38:25.798 --> 00:38:28.380 So and given these kind of response rates, that's what I assume it is. 561 00:38:28.962 --> 00:38:34.080 So we need to give something like you gave them a lead magnet, which was the blueprint to get them here 562 00:38:34.604 --> 00:38:36.660 We've got to give them something else to get on the call 563 00:38:37.303 --> 00:38:41.220 So I think within the free community what you can do is you can say hey when you hop on the call 564 00:38:41.747 --> 00:38:42.659 We're going to unlock 565 00:38:43.587 --> 00:38:45.080 Half of the stuff in the free community 566 00:38:45.685 --> 00:38:47.460 So half of it's locked half of it's unlocked 567 00:38:47.962 --> 00:38:51.700 And the reason we do that is because we want you like we want to show you the best place to start 568 00:38:52.184 --> 00:38:54.300 And make this a better experience whatever now 569 00:38:54.883 --> 00:38:58.720 you can bring that up to people after they say they're they have you know they have a pulse and 570 00:38:58.760 --> 00:39:02.700 a credit card or whatever right they like they answer the first couple qualifying questions 571 00:39:03.262 --> 00:39:07.580 then we say cool if you want to find out how to how to unlock that we can do that for you right 572 00:39:07.781 --> 00:39:13.200 and you can hop on a call so that could take you from like four calls a week to like 20 like that 573 00:39:13.341 --> 00:39:18.000 that could have a very big so literally in the classroom i'd have like a load of those modules 574 00:39:18.141 --> 00:39:23.060 like totally locked yeah until they've gotten the call and then you can manually unlock each person 575 00:39:23.200 --> 00:39:29.700 wow i've never even thought that's brilliant sorry man this as i'm still i'm still need all this 576 00:39:29.941 --> 00:39:36.120 this is great you're doing great okay so number one is the really easy one to do that'll take 577 00:39:36.140 --> 00:39:40.020 you almost no time which is you just we start hitting the 29 people try to send them those 578 00:39:40.020 --> 00:39:44.160 are going to be the highest likelihood warmest people because they were in your brief thing for 579 00:39:44.200 --> 00:39:49.680 a while chose elected on their own to sign up that's great if we want to increase the likelihood 580 00:39:49.760 --> 00:39:55.660 that that happens though, I would put a little, the first module that you have in there, 581 00:39:56.301 --> 00:40:01.960 after you have your introduction, do a five video VSL, so video sales letter. 582 00:40:02.740 --> 00:40:02.861 Yeah. 583 00:40:02.881 --> 00:40:07.720 So that basically part of their onboarding is to kind of go through and the five video VSL, 584 00:40:07.820 --> 00:40:10.691 I've talked about in other stuff, but it's origin story. 585 00:40:11.153 --> 00:40:12.920 You had that mentor who taught you like, 586 00:40:13.020 --> 00:40:16.038 that's a perfect story of like, you walk through the journey as though you were them. 587 00:40:16.158 --> 00:40:16.420 And then you 588 00:40:16.440 --> 00:40:19.859 say now that i've been on the other side i can show you what i found right yeah so this is for 589 00:40:20.121 --> 00:40:25.440 the 29 group this one this is actually for free oh i'm the free group okay you can also do the 590 00:40:25.480 --> 00:40:29.440 same thing for the for the 29 i think so because both of these are just going to be sales conversion 591 00:40:29.581 --> 00:40:34.160 things that were they're just forever sales people sitting there that some percentage people are 592 00:40:34.160 --> 00:40:39.400 going to go there and then that that's video one video two three and four are going to be the um 593 00:40:40.405 --> 00:40:43.240 just basically the biggest obstacles that people struggle with for why they don't buy 594 00:40:43.661 --> 00:40:48.439 but you're going to frame it as an educational thing and then the fifth uh video is going to be 595 00:40:49.102 --> 00:40:53.480 basically an invitation to the next thing and you'll mention again whatever free stuff they get 596 00:40:53.881 --> 00:40:58.340 for the next thing in that fifth that fifth thing and put the link below for them to schedule a call 597 00:40:58.802 --> 00:41:03.540 where they schedule you can have them fill out like on the actual scheduler have them fill out 598 00:41:03.580 --> 00:41:07.980 their stuff and you can just choose to disqualify people if you want to all right yeah okay yeah and 599 00:41:08.000 --> 00:41:11.900 you can put that qualification in the video so it doesn't feel like you're just you know canceling 600 00:41:11.940 --> 00:41:16.920 people just like hey you have to meet these qualifications to get here whatever okay those 601 00:41:16.940 --> 00:41:20.600 are just like easy things that we can do to the existing communities to just push more people 602 00:41:20.700 --> 00:41:26.760 through so back to the so that so we're starting with the 29 uh the 29 ascensions great we're gonna 603 00:41:26.800 --> 00:41:31.760 add the vsl in cool we're gonna add that also into the free the free group um you're gonna add 604 00:41:31.780 --> 00:41:36.560 the lead magnet to the call which is that half of these things are going to get unlocked if they get 605 00:41:36.600 --> 00:41:44.520 on the call so you can get way more at bats uh to book calls all right so the the last thing that 606 00:41:44.801 --> 00:41:48.880 i want to hit on is you have these 9 000 people right if you want to if you want to have like a 607 00:41:48.920 --> 00:41:54.160 big cash pop you know what i could get into that but like i kind of want you to just do this stuff 608 00:41:54.622 --> 00:41:58.460 i think this is enough because we talked about a ton of stuff on youtube that you that you'll 609 00:41:58.460 --> 00:42:04.320 have to switch up we have the free to paid and then we have the paid to more paid we have the 610 00:42:04.340 --> 00:42:07.900 stuff that you're going to be making it's out of the community we have the landing plate split 611 00:42:07.940 --> 00:42:12.160 test that you're going to do we have the new intros yeah i think you've got i think you've 612 00:42:12.160 --> 00:42:20.700 got work so that should take you but let's let's sum it up though because right now i think you 613 00:42:20.700 --> 00:42:25.757 could very well go from five out of the sorry four out of the 150 to like 20 like that's a 5x 614 00:42:27.101 --> 00:42:34.560 right yeah yeah you've got you've got a triple sitting on the 29 to 5k that you're not talking 615 00:42:34.620 --> 00:42:38.360 to the other seven people every week who've already paid you so you got a triple there so 616 00:42:38.480 --> 00:42:43.020 putting those together it's a 15x from where you're at so that's your 100k per month like we 617 00:42:43.060 --> 00:42:47.980 can do that you can do that right now and then in terms of increasing the top of funnel the two big 618 00:42:48.040 --> 00:42:54.360 levers that we have are improving the intros and thumbnails for youtube adding the pin comments in 619 00:42:54.681 --> 00:42:54.902 right? 620 00:42:55.786 --> 00:42:57.896 So that you have the CTA that's always sitting there. 621 00:42:57.916 --> 00:42:58.800 When you're doing the integrated 622 00:42:58.921 --> 00:43:00.891 CTAs, actually print it out and show it to them. 623 00:43:01.253 --> 00:43:02.600 And then when they get to the landing page, 624 00:43:02.620 --> 00:43:06.274 they should also see your face and see some of the other images inside of it. 625 00:43:06.856 --> 00:43:07.920 And I would bet 626 00:43:07.920 --> 00:43:09.927 that that would increase the close rates. 627 00:43:10.269 --> 00:43:11.593 And so, sorry, the opt-in rates. 628 00:43:12.095 --> 00:43:13.400 And so the last piece 629 00:43:13.400 --> 00:43:14.142 that I'll give you is this. 630 00:43:14.463 --> 00:43:19.520 You need to put tracking in place so that you know, click all 631 00:43:19.580 --> 00:43:20.163 the way through. 632 00:43:20.384 --> 00:43:23.920 So basically, I'm going to say them quickly and you can watch this recording 633 00:43:24.000 --> 00:43:24.261 later. 634 00:43:24.623 --> 00:43:25.546 Yeah, yeah, absolutely. 635 00:43:26.008 --> 00:43:28.357 You need to know how many clicks are coming from YouTube. 636 00:43:28.899 --> 00:43:29.040 Number 637 00:43:29.181 --> 00:43:29.301 one. 638 00:43:29.442 --> 00:43:32.880 So whatever clicks you're going to that link, we need to see that you can put a UTM parameter 639 00:43:33.081 --> 00:43:33.302 on it. 640 00:43:33.382 --> 00:43:34.808 If you've got some tech guy, he can do it for you. 641 00:43:35.250 --> 00:43:35.451 All right. 642 00:43:35.652 --> 00:43:37.178 So that's going to go to your 643 00:43:37.942 --> 00:43:38.464 landing page. 644 00:43:38.826 --> 00:43:41.860 We need to know the opt in rate or the conversion rate of the people who are taking 645 00:43:41.980 --> 00:43:42.703 in the PDF. 646 00:43:43.325 --> 00:43:44.468 So we get that piece of data. 647 00:43:45.150 --> 00:43:48.200 Then we have percentage of people that are coming 648 00:43:48.863 --> 00:43:49.886 straight from the thank you page. 649 00:43:50.429 --> 00:43:52.617 Okay, so right here, put a picture. 650 00:43:52.697 --> 00:43:53.360 So this thank you page, 651 00:43:53.461 --> 00:43:57.320 put a picture of your community, like your community landing page, so that they know where 652 00:43:57.320 --> 00:43:57.702 they're going. 653 00:43:57.722 --> 00:44:02.340 Because what it'll do is it's going to increase the opt-in rate of your community 654 00:44:02.541 --> 00:44:03.867 because they'll see where they're going. 655 00:44:04.409 --> 00:44:06.760 So it'll be more congruent of a customer journey for them. 656 00:44:07.380 --> 00:44:07.492 Yeah. 657 00:44:07.680 --> 00:44:08.062 That makes sense. 658 00:44:08.082 --> 00:44:09.609 So we're not going to see it here. 659 00:44:09.971 --> 00:44:11.760 You're just going to see a higher percentage 660 00:44:12.001 --> 00:44:13.225 opt-in on your community. 661 00:44:13.626 --> 00:44:18.000 Now, the next piece of data we need is two because it's going to split, 662 00:44:18.140 --> 00:44:22.620 which is what percentage of people are clicking from emails and what percentage of people are 663 00:44:22.640 --> 00:44:23.303 clicking from here. 664 00:44:23.585 --> 00:44:26.700 Because that'll give you a good idea of like, okay, wow, most people are 665 00:44:26.700 --> 00:44:28.270 coming from the thank you page, not my emails. 666 00:44:28.390 --> 00:44:29.960 Okay, so I should focus on my thank you page more. 667 00:44:30.120 --> 00:44:33.620 Or, you know, everybody's coming from email over the long term, maybe I need to make my emails 668 00:44:33.680 --> 00:44:34.162 better, whatever. 669 00:44:34.644 --> 00:44:38.860 Okay, the next metric that you're going to want is the conversion rate of the 670 00:44:39.161 --> 00:44:42.713 of the free page, the free, you know, the free about page, your community. 671 00:44:43.576 --> 00:44:44.179 And then we want 672 00:44:44.680 --> 00:44:51.600 percentage of people who go basically through the funnel there, which is people who respond, 673 00:44:52.382 --> 00:44:58.460 people who book calls people who show and then people who close yeah that's what we want now 674 00:44:59.062 --> 00:45:04.680 because you also have people who just choose to opt in straight for the 29 because they can just 675 00:45:04.720 --> 00:45:08.460 buy it on the page i would just have a separate set of metrics that's just like what percentage 676 00:45:08.580 --> 00:45:15.360 of people who opt in for the uh 29 book a call show and buy that makes sense yeah absolutely 677 00:45:16.022 --> 00:45:21.160 okay cool i feel like we can make a lot of money absolutely thank you so much for this 678 00:45:21.561 --> 00:45:25.138 uh alex i really appreciate it batman you bet i appreciate being on school 679 00:45:25.942 --> 00:45:29.979 awesome yeah this brought to you by school.com