WEBVTT 1 00:00:00.000 --> 00:00:02.400 Being a rainmaker is a skill that can feed you for life. 2 00:00:02.400 --> 00:00:05.360 All right, all you got to do, no matter what industry you're in, 3 00:00:05.360 --> 00:00:08.080 is learn one, how to make a grand slam offer, 4 00:00:08.080 --> 00:00:10.720 two, how to run a basic ad to get people to raise their hand, 5 00:00:10.720 --> 00:00:12.800 and three, how to, I've saw those people into a service. 6 00:00:13.840 --> 00:00:17.200 Welcome to the game where we talk about how to sell more stuff to more people in more ways 7 00:00:17.200 --> 00:00:18.880 and build businesses worth owning. 8 00:00:18.880 --> 00:00:21.520 I'm trying to build a billion dollar thing with acquisition.com. 9 00:00:21.520 --> 00:00:24.480 I always wished pesos, musk and buffet had documented their journey, 10 00:00:24.480 --> 00:00:25.760 so I'm doing it for the rest of us. 11 00:00:25.760 --> 00:00:26.640 Please share and enjoy. 12 00:00:27.600 --> 00:00:31.600 I've built a hundred thousand dollar per month profit business with no employees 13 00:00:31.600 --> 00:00:33.840 for less than a thousand dollars in those twenty-six. 14 00:00:33.840 --> 00:00:37.840 And anyone could start the exact same business with little to no money at all 15 00:00:37.840 --> 00:00:38.640 and no employees. 16 00:00:38.640 --> 00:00:41.360 All right, so I'm explaining what I did, how it worked, 17 00:00:41.360 --> 00:00:43.680 the good, the bad, the ugly, and what I would have done differently, 18 00:00:43.680 --> 00:00:45.840 and how I think you can use the same model for yourself, 19 00:00:45.840 --> 00:00:48.240 no matter how old you are, or how much money you got. 20 00:00:48.240 --> 00:00:51.680 All right, and I did all this stuff using skills that anyone can learn for free. 21 00:00:51.680 --> 00:00:54.560 All right, so I'll even give you a step-by-step setup in the last three minutes 22 00:00:54.560 --> 00:00:56.160 of what you would need to do to get this running. 23 00:00:56.720 --> 00:00:58.480 And if you don't know why I am, my name's Oxymozzy. 24 00:00:58.480 --> 00:00:59.840 I found her back with acquisition.com, 25 00:00:59.840 --> 00:01:01.840 portfolio of companies that does over two hundred million dollars a year, 26 00:01:01.840 --> 00:01:03.600 and I make these because I want you to use the stuff, 27 00:01:03.600 --> 00:01:06.480 grow your business to three to a hundred million dollars in revenue, 28 00:01:06.480 --> 00:01:08.560 and allow us to invest in your business and scale beyond that. 29 00:01:08.560 --> 00:01:10.160 All right, so that's my, that's my selfish intent here. 30 00:01:10.160 --> 00:01:13.200 For everybody else, enjoy this stuff, go make money, that's the whole point. 31 00:01:13.200 --> 00:01:15.040 All right, so let's dive in. 32 00:01:15.040 --> 00:01:18.400 So when I had my chain of gyms, I got asked to speak at this marketing event. 33 00:01:18.400 --> 00:01:19.680 All right, so it's a random thing. 34 00:01:19.680 --> 00:01:22.080 When I like, I'd never been asked to speak for anything at all ever. 35 00:01:22.080 --> 00:01:23.200 And so this was kind of weird to me. 36 00:01:23.200 --> 00:01:24.800 I just like doing my own thing. 37 00:01:24.880 --> 00:01:25.920 And I didn't do any B2B stuff. 38 00:01:25.920 --> 00:01:27.040 I just sort of weight loss, right? 39 00:01:27.040 --> 00:01:30.160 And so they wanted me to speak about how is you doing Facebook ads 40 00:01:30.160 --> 00:01:32.880 to get leads for brick and mortar in 2016. 41 00:01:32.880 --> 00:01:33.680 All right. 42 00:01:33.680 --> 00:01:36.000 So anyways, I wasn't sure, but I decided to accept anyways. 43 00:01:36.000 --> 00:01:37.680 I was like, this is a channel I'm going to speak. 44 00:01:37.680 --> 00:01:40.880 And so I went up and, you know, I gave my, I gave my spiel, 45 00:01:40.880 --> 00:01:43.040 and I just went step by step to decide did it, right? 46 00:01:43.040 --> 00:01:46.080 And what I want to do is I'll explain to you exactly what I said on that speech. 47 00:01:46.080 --> 00:01:47.440 And then we're going to quit in Tarantino, 48 00:01:47.440 --> 00:01:49.840 and then I'm going to circle back to why it's going to be important to you. 49 00:01:49.840 --> 00:01:51.440 All right, so here's how it worked. 50 00:01:51.440 --> 00:01:53.840 And pay attention here because this is the part that you will copy 51 00:01:53.840 --> 00:01:56.720 and run the same model I did if you want to model that business that I had 52 00:01:56.720 --> 00:01:57.760 that was making 100,000 month. 53 00:01:57.760 --> 00:01:58.480 All right. 54 00:01:58.480 --> 00:02:01.200 And this business model works for any brick and mortar business, 55 00:02:01.200 --> 00:02:02.720 not just fitness, okay? 56 00:02:02.720 --> 00:02:03.840 So here's how it worked. 57 00:02:03.840 --> 00:02:05.920 I would run ads for six weeks, wait, lost channel. 58 00:02:05.920 --> 00:02:07.040 Now you could run it for whatever you want, 59 00:02:07.040 --> 00:02:09.120 but I was running for a challenge. 60 00:02:09.120 --> 00:02:11.200 I'd run those ads and it's them to a landing page. 61 00:02:11.200 --> 00:02:12.240 All right, at the landing page, 62 00:02:12.240 --> 00:02:13.920 they would opt in with their name, fund over email, 63 00:02:13.920 --> 00:02:15.680 and on the thank you page, they'd have a scheduling. 64 00:02:15.680 --> 00:02:18.320 All right, so they'd book a time to meet with me at the facility, 65 00:02:18.320 --> 00:02:19.360 which is where I would sell them. 66 00:02:19.360 --> 00:02:19.920 All right. 67 00:02:19.920 --> 00:02:22.640 Now I would call all the leads to confirm their appointments who did schedule, 68 00:02:22.720 --> 00:02:24.000 and then I would call all the ones who did book 69 00:02:24.000 --> 00:02:25.520 to get them to schedule a time. 70 00:02:25.520 --> 00:02:27.200 Morning up, I'm just giving you a little hack here. 71 00:02:27.200 --> 00:02:28.480 I would send a personalized video being like, 72 00:02:28.480 --> 00:02:31.520 hey Sarah, like I've got this t-shirt with your name on it, 73 00:02:31.520 --> 00:02:33.200 what size and what color do you want? 74 00:02:33.200 --> 00:02:35.280 And so then they would respond back to the color size 75 00:02:35.280 --> 00:02:36.720 and it massively increased my sharp rates. 76 00:02:36.720 --> 00:02:37.840 And I got some goodwill, right? 77 00:02:38.560 --> 00:02:41.680 So when they came in, I would sell them the challenge, right? 78 00:02:41.680 --> 00:02:43.200 When you could sell whatever promotion you want, 79 00:02:43.200 --> 00:02:45.040 and I would sell for five or six hundred bucks. 80 00:02:45.040 --> 00:02:47.200 Side note, and I'll get to this more later, 81 00:02:47.200 --> 00:02:49.200 but I want you to sell really expensive stuff. 82 00:02:49.200 --> 00:02:50.880 So if I do it again, I would sell more expensive stuff, 83 00:02:50.880 --> 00:02:52.400 but I would sell five or six hundred bucks. 84 00:02:52.480 --> 00:02:54.160 And so the idea was, and this was my big offer, 85 00:02:54.160 --> 00:02:55.520 so you need to come up with something sexy, 86 00:02:55.520 --> 00:02:57.120 is that I lost 20 pounds in six weeks, 87 00:02:57.120 --> 00:02:58.400 they give you the money back, right? 88 00:02:58.400 --> 00:03:00.320 And I offered a satisfaction guarantee, 89 00:03:00.320 --> 00:03:01.920 so that even if they didn't lose the weight, 90 00:03:01.920 --> 00:03:04.320 if they wanted their money back at any point in the six weeks, 91 00:03:04.320 --> 00:03:06.160 I didn't give service, that was amazing. 92 00:03:06.160 --> 00:03:07.360 I'd give it back to them, all right? 93 00:03:07.360 --> 00:03:09.200 So it was a no-risk grand slam offer. 94 00:03:09.200 --> 00:03:10.960 And as you can imagine, it wasn't that hard to sell, right? 95 00:03:10.960 --> 00:03:12.160 Which is a key point of view. 96 00:03:12.160 --> 00:03:14.160 You'll notice both offers that we will make 97 00:03:14.160 --> 00:03:16.000 one of the business owner and one of the prospects 98 00:03:16.000 --> 00:03:17.360 is not hard to sell, all right? 99 00:03:17.360 --> 00:03:18.800 So here's how the math worked out. 100 00:03:18.800 --> 00:03:20.640 So I'd pay about ten bucks a lead, 101 00:03:20.800 --> 00:03:22.640 and I would sell one out of five 102 00:03:22.640 --> 00:03:24.240 into the six hundred dollar challenge. 103 00:03:24.240 --> 00:03:26.640 So if you're doing your math here, that's 12 to one. 104 00:03:26.640 --> 00:03:28.640 So if I put five grand into marketing, 105 00:03:28.640 --> 00:03:30.320 I'd give about 60,000 out. 106 00:03:30.320 --> 00:03:32.400 And the nice part was that I got that money up front, 107 00:03:32.400 --> 00:03:33.600 so I could put it back in ads, 108 00:03:33.600 --> 00:03:35.440 and this is why the no money down thing is important. 109 00:03:35.440 --> 00:03:36.880 So I didn't even need five grand, 110 00:03:36.880 --> 00:03:38.480 or 10,000 dollars to start this. 111 00:03:38.480 --> 00:03:40.400 As soon as I made my first few sales, 112 00:03:40.400 --> 00:03:43.520 that became my marketing budget for the entire month, right? 113 00:03:43.520 --> 00:03:45.520 And just a side note, I know Jim launched him, 114 00:03:45.520 --> 00:03:46.640 still get these numbers today, 115 00:03:46.640 --> 00:03:48.320 so it's not like the stuff changes that often. 116 00:03:48.320 --> 00:03:50.480 People just, people still need to lose weight today, 117 00:03:50.480 --> 00:03:51.920 as much as they did a few years ago, right? 118 00:03:51.920 --> 00:03:53.760 And challenges have really gone away. 119 00:03:53.760 --> 00:03:55.840 And so the nice thing is that once you crack one of these 120 00:03:55.840 --> 00:03:56.720 for brick and mortar business, 121 00:03:56.720 --> 00:03:59.840 you can run this 100,000-month profit zero cost 122 00:03:59.840 --> 00:04:02.960 to start a zero employees business model on your own 123 00:04:02.960 --> 00:04:04.800 for life if you wanted to, all right? 124 00:04:04.800 --> 00:04:06.960 And the way that I stumbled onto this was that 125 00:04:06.960 --> 00:04:10.160 I started launching my gyms and realizing quickly 126 00:04:10.160 --> 00:04:12.000 that I actually made more money launching the gyms 127 00:04:12.000 --> 00:04:13.520 than running the gyms, right? 128 00:04:13.520 --> 00:04:16.000 And the reason for that was that once everyone converted 129 00:04:16.000 --> 00:04:17.520 from my front and program to my back and program, 130 00:04:17.520 --> 00:04:19.200 the average revenue per week per client 131 00:04:19.200 --> 00:04:21.280 went from $100 a week to $50 a week, right? 132 00:04:21.280 --> 00:04:23.120 So they would pay 600 for six weeks, 133 00:04:23.120 --> 00:04:25.760 versus, you know, 200 a month, 134 00:04:25.760 --> 00:04:28.320 which would be about 50 a week on the back end. 135 00:04:28.320 --> 00:04:30.000 And so I made, at full capacity, 136 00:04:30.000 --> 00:04:31.360 I'd make half as much money. 137 00:04:31.360 --> 00:04:34.160 So I actually made more money launching and filling the gyms 138 00:04:34.160 --> 00:04:35.840 than I did after it was at full capacity. 139 00:04:35.840 --> 00:04:37.600 And so that was one of the big aha moments ahead, 140 00:04:37.600 --> 00:04:41.120 which is how I accidentally stumbled into this business model. 141 00:04:41.120 --> 00:04:42.400 So let's Quinn and Tarotino back 142 00:04:42.400 --> 00:04:43.840 to when I stepped off that state, right? 143 00:04:43.840 --> 00:04:45.840 So as soon as I showed my home models, 144 00:04:45.840 --> 00:04:47.520 like this is the ads, these are landing pages, 145 00:04:47.680 --> 00:04:49.760 this is the thank you thing, blah, blah, blah. 146 00:04:49.760 --> 00:04:51.520 I got bum rushed by all these folks 147 00:04:51.520 --> 00:04:53.040 asked me to help them do what I was doing, right? 148 00:04:53.040 --> 00:04:54.480 And they're like, can you do this for my business? 149 00:04:54.480 --> 00:04:55.280 Can you do this for dry cleaning? 150 00:04:55.280 --> 00:04:56.440 Can you do this for whatever, right? 151 00:04:56.440 --> 00:04:58.520 And I had a bunch of gym owners too, obviously, 152 00:04:58.520 --> 00:04:59.680 and I didn't sell to gyms. 153 00:04:59.680 --> 00:05:01.800 So like I was like, sorry, I don't like like, 154 00:05:01.800 --> 00:05:02.760 I just do this for myself 155 00:05:02.760 --> 00:05:04.400 and I hope you enjoy the presentation. 156 00:05:04.400 --> 00:05:06.080 But, you know, being the budding entrepreneur 157 00:05:06.080 --> 00:05:07.840 that I was at the time, I figured, 158 00:05:07.840 --> 00:05:09.520 maybe I could make some money doing this, right? 159 00:05:09.520 --> 00:05:11.520 Maybe I could launch their gyms like I did my own 160 00:05:11.520 --> 00:05:12.720 and work out some sort of deal 161 00:05:12.720 --> 00:05:13.680 to get a percentage of the revenue 162 00:05:13.680 --> 00:05:14.680 that I was bringing in, right? 163 00:05:14.680 --> 00:05:15.880 Makes sense. 164 00:05:15.920 --> 00:05:17.080 So here's the offer that I made 165 00:05:17.080 --> 00:05:18.360 some of the guys who rushed me off state. 166 00:05:18.360 --> 00:05:19.720 Now, I got all their business cards 167 00:05:19.720 --> 00:05:20.920 then I would call them up the next week 168 00:05:20.920 --> 00:05:23.080 because I didn't even know what I was doing. 169 00:05:23.080 --> 00:05:24.200 And so this is the off-racking map one. 170 00:05:24.200 --> 00:05:26.000 I said, I'll fly out to your gym, 171 00:05:26.000 --> 00:05:27.400 I'll spend my own money, 172 00:05:27.400 --> 00:05:28.960 I'll market your gym for you, 173 00:05:28.960 --> 00:05:30.120 I'll work the leads, 174 00:05:30.120 --> 00:05:32.400 I'll schedule them, and I'll sell them. 175 00:05:32.400 --> 00:05:34.120 And I'll even do nutrition orientations, 176 00:05:34.120 --> 00:05:35.200 which by the way is where I would sell 177 00:05:35.200 --> 00:05:37.440 another 100 to 150 bucks ahead in supplements. 178 00:05:37.440 --> 00:05:38.400 And if you're doing the math, 179 00:05:38.400 --> 00:05:39.640 that would also cover my cost of 180 00:05:39.640 --> 00:05:40.840 our customers on its own. 181 00:05:40.840 --> 00:05:42.680 And all they had to do was just fulfill 182 00:05:42.680 --> 00:05:43.920 the six weeks of service, right? 183 00:05:43.920 --> 00:05:45.720 And then they got to keep whoever they converted 184 00:05:45.720 --> 00:05:46.560 into a membership. 185 00:05:46.560 --> 00:05:47.800 So it was a no-risk offer for them. 186 00:05:47.800 --> 00:05:50.280 Remember, like I spent all my time in my money, 187 00:05:50.280 --> 00:05:51.080 they didn't have to do anything 188 00:05:51.080 --> 00:05:52.160 and I got to eat what I killed. 189 00:05:52.160 --> 00:05:53.160 That was the deal. 190 00:05:53.160 --> 00:05:55.120 All right, so here's the important part. 191 00:05:55.120 --> 00:05:56.720 If you are a single guy or gal, 192 00:05:56.720 --> 00:05:58.320 or heck, I mean, if you're married, it doesn't matter. 193 00:05:58.320 --> 00:05:59.680 If you know these three things, 194 00:05:59.680 --> 00:06:02.040 you can make this business model work for you. 195 00:06:02.040 --> 00:06:03.560 All right, so number one is you have 196 00:06:03.560 --> 00:06:04.640 some very compelling offer 197 00:06:04.640 --> 00:06:06.000 for brick and mortar business that gets late. 198 00:06:06.000 --> 00:06:07.240 So for me, it was the challenge. 199 00:06:07.240 --> 00:06:09.200 It could be any number of things, right? 200 00:06:09.200 --> 00:06:10.120 All you have to do is give something 201 00:06:10.120 --> 00:06:11.560 very valuable for less, right? 202 00:06:11.560 --> 00:06:13.280 It could be a free thing or a discounted thing. 203 00:06:13.280 --> 00:06:14.760 And then if you're giving a heavily discounted thing, 204 00:06:14.760 --> 00:06:16.520 you just have to learn how to upsell something. 205 00:06:16.520 --> 00:06:18.360 If it's not that, then you can just sell the core offer. 206 00:06:18.360 --> 00:06:20.520 Either way, a very compelling offer up front. 207 00:06:20.520 --> 00:06:22.480 Number two is you got to learn how to run ads. 208 00:06:22.480 --> 00:06:23.560 Not that complicated. 209 00:06:23.560 --> 00:06:24.760 Nowadays, you can run lead ads. 210 00:06:24.760 --> 00:06:25.600 You can watch them on YouTube. 211 00:06:25.600 --> 00:06:27.120 It's not that complex to do. 212 00:06:27.120 --> 00:06:29.000 And then number three, learn how to sell. 213 00:06:29.000 --> 00:06:29.960 If you can do those three things, 214 00:06:29.960 --> 00:06:31.160 you got an offer, you can run ads, 215 00:06:31.160 --> 00:06:32.000 and you can sell the leads. 216 00:06:32.000 --> 00:06:33.360 You can make this business model work 217 00:06:33.360 --> 00:06:35.640 in any local market, all right? 218 00:06:35.640 --> 00:06:38.600 Now, so here's how you get the business owners to agree. 219 00:06:38.600 --> 00:06:41.360 So you go into the groups and you ask folks 220 00:06:41.360 --> 00:06:42.480 in the groups and say, hey, 221 00:06:42.480 --> 00:06:44.440 can I bring you customers for free, no risk? 222 00:06:44.680 --> 00:06:46.320 Here's how I'll do it, I'll fly out, 223 00:06:46.320 --> 00:06:48.200 I'll spend my own money, et cetera, et cetera. 224 00:06:48.200 --> 00:06:49.560 And then here's the key part. 225 00:06:49.560 --> 00:06:52.120 You then ask them what's the absolute cheapest 226 00:06:52.120 --> 00:06:53.880 that they would fulfill customers for 227 00:06:53.880 --> 00:06:55.480 during this thing that you're selling. 228 00:06:55.480 --> 00:06:56.800 So whether it's car practice things, 229 00:06:56.800 --> 00:06:58.120 whether it's dentist things, you say, 230 00:06:58.120 --> 00:06:59.560 hey, if I were to bring you 100 of these, 231 00:06:59.560 --> 00:07:02.000 what kind of discount could I get here, right? 232 00:07:02.000 --> 00:07:03.800 And this works especially well with services 233 00:07:03.800 --> 00:07:05.080 that have low marginal cost, 234 00:07:05.080 --> 00:07:07.080 which means that adding an additional customer 235 00:07:07.080 --> 00:07:09.360 doesn't cost the business that much. 236 00:07:09.360 --> 00:07:11.560 And remember, the big contingency for them is that, 237 00:07:11.560 --> 00:07:13.120 and you can negotiate hard here, 238 00:07:13.120 --> 00:07:14.760 is that they're going to get the customers 239 00:07:14.760 --> 00:07:15.600 for the lifetime, right? 240 00:07:15.600 --> 00:07:16.520 And it costs them nothing. 241 00:07:16.520 --> 00:07:19.560 So it's like, hey, even if you broke even on the thing, 242 00:07:19.560 --> 00:07:20.880 you get customers for life and you can give 243 00:07:20.880 --> 00:07:21.880 me money after that, right? 244 00:07:21.880 --> 00:07:23.360 Like I'm the one who's, 245 00:07:23.360 --> 00:07:24.360 I'm the one who's running all the risk 246 00:07:24.360 --> 00:07:25.440 and doing all the labor here. 247 00:07:25.440 --> 00:07:27.320 So ideally, you can set it up like I had it 248 00:07:27.320 --> 00:07:29.320 where they agreed to do it for close to free 249 00:07:29.320 --> 00:07:30.480 for X period of time, 250 00:07:30.480 --> 00:07:33.720 because all the customers cost them is nothing, right? 251 00:07:33.720 --> 00:07:34.720 And so once you do that, 252 00:07:34.720 --> 00:07:35.960 it's like for me, it was, I didn't, 253 00:07:35.960 --> 00:07:37.320 they didn't get anything that I collected 254 00:07:37.320 --> 00:07:38.400 for the first six weeks, then after that, 255 00:07:38.400 --> 00:07:39.240 they could keep whatever they wanted. 256 00:07:39.240 --> 00:07:40.720 But that was the deal that I had set up. 257 00:07:40.720 --> 00:07:41.560 So once you do that, 258 00:07:41.560 --> 00:07:43.640 you can run the ads and you sell the people, all right? 259 00:07:43.640 --> 00:07:44.480 So for example, 260 00:07:44.480 --> 00:07:45.680 so I'm going to talk about a different industry. 261 00:07:45.680 --> 00:07:47.560 So if I were to do this with chiropractors, 262 00:07:47.560 --> 00:07:49.280 I might set up a $20 console, 263 00:07:49.280 --> 00:07:51.240 which is normally $200, 264 00:07:51.240 --> 00:07:52.040 and that would be an assessment, 265 00:07:52.040 --> 00:07:53.600 whatever that I would market, all right? 266 00:07:53.600 --> 00:07:55.640 And then I would get the doc to do the X-ray, 267 00:07:55.640 --> 00:07:57.120 and then the person would meet with me again, 268 00:07:57.120 --> 00:07:58.280 and I would sell them a treat plan 269 00:07:58.280 --> 00:07:59.960 for like $2,500 or $6 months. 270 00:07:59.960 --> 00:08:01.400 And if you can sell longer for more, 271 00:08:01.400 --> 00:08:03.080 by all means, do so. 272 00:08:03.080 --> 00:08:04.120 The deal that you make with the doc 273 00:08:04.120 --> 00:08:05.600 would be something like negotiating with him 274 00:08:05.600 --> 00:08:07.240 to see what he would fulfill that for. 275 00:08:07.240 --> 00:08:09.280 So if you can get him down to say like $500, 276 00:08:09.280 --> 00:08:10.440 and you'd be surprised here, 277 00:08:10.760 --> 00:08:12.680 make the spread minus the cost to acquire, right? 278 00:08:12.680 --> 00:08:15.360 So if you charge $2,500 and it costs you $5, 279 00:08:15.360 --> 00:08:16.200 there's $2,000 left, 280 00:08:16.200 --> 00:08:17.440 then whatever cost you do acquire 281 00:08:17.440 --> 00:08:20.040 is what the cost is and everything else is yours. 282 00:08:20.040 --> 00:08:20.960 More money good. 283 00:08:20.960 --> 00:08:21.920 So you'd run the ads, 284 00:08:21.920 --> 00:08:23.520 call the leads, sell them the $20 console, 285 00:08:23.520 --> 00:08:24.520 this makes sure they show up, 286 00:08:24.520 --> 00:08:25.360 step by eye. 287 00:08:25.360 --> 00:08:26.200 And when they come in, 288 00:08:26.200 --> 00:08:27.320 the docs team would do the X-ray, 289 00:08:27.320 --> 00:08:28.240 you do the follow-up meetings 290 00:08:28.240 --> 00:08:29.280 and then recommend the second, 291 00:08:29.280 --> 00:08:30.360 the session package, right? 292 00:08:30.360 --> 00:08:31.200 Cool. 293 00:08:31.200 --> 00:08:32.600 So let's talk money math. 294 00:08:32.600 --> 00:08:35.240 So if you sold 48 of these a month, 295 00:08:35.240 --> 00:08:37.240 that's two a day for 24 working days. 296 00:08:37.240 --> 00:08:38.720 So 24 working days in a month, 297 00:08:38.720 --> 00:08:40.600 sell two a day, it's 48, all right? 298 00:08:40.600 --> 00:08:42.520 And you sold them at $2,500 a pop 299 00:08:42.520 --> 00:08:44.040 with a $500 cost of fill. 300 00:08:44.040 --> 00:08:47.240 Remember, pay the docs $500, $2,500 we get. 301 00:08:47.240 --> 00:08:50.040 And so let's say it also costs you $50 a lead, all right? 302 00:08:50.040 --> 00:08:50.880 With one out of five, 303 00:08:50.880 --> 00:08:52.600 one out of five bonds, 20%. 304 00:08:52.600 --> 00:08:55.520 That means your cost to acquire $250, right? 305 00:08:55.520 --> 00:08:57.680 Five times 50 is $250, all right? 306 00:08:57.680 --> 00:08:59.520 And if you ran this play for a month 307 00:08:59.520 --> 00:09:01.040 and spent $400 a day in ads, 308 00:09:01.040 --> 00:09:02.320 that's $12,000 total. 309 00:09:02.320 --> 00:09:03.840 Remember, you make money quickly 310 00:09:03.840 --> 00:09:05.200 so you can reinvest it in ads, 311 00:09:05.200 --> 00:09:07.320 you'd make $120,000 in gross revenue. 312 00:09:07.320 --> 00:09:08.920 Mind you, that's not profit, 313 00:09:08.920 --> 00:09:09.960 that's revenue, all right? 314 00:09:10.000 --> 00:09:12.000 So we still got to take out your 12K in marketing 315 00:09:12.000 --> 00:09:14.160 and your 24K that you have to pay the doc. 316 00:09:14.160 --> 00:09:16.320 But now you got $84,000 left over 317 00:09:16.320 --> 00:09:18.560 as a single person that has no employees, 318 00:09:18.560 --> 00:09:19.560 that's all profit, all right? 319 00:09:19.560 --> 00:09:20.360 So you can stop there 320 00:09:20.360 --> 00:09:21.160 and you can make a million dollars 321 00:09:21.160 --> 00:09:22.160 of your own personal income. 322 00:09:22.160 --> 00:09:23.920 Not bad for no money down the start, 323 00:09:23.920 --> 00:09:26.000 no degree, no employees, right? 324 00:09:26.000 --> 00:09:28.360 But if you're smart cookie, you can do better. 325 00:09:28.360 --> 00:09:30.200 So this is what you do. 326 00:09:30.200 --> 00:09:31.840 You also meet with all those leads again, 327 00:09:31.840 --> 00:09:33.120 and then sell them retail products. 328 00:09:33.120 --> 00:09:35.000 So think like cream, supplements, 329 00:09:35.000 --> 00:09:36.800 oils, orthotics, et cetera, right? 330 00:09:36.800 --> 00:09:38.320 Which you could pre-negotiate 331 00:09:38.320 --> 00:09:39.440 that you keep all your product sales, 332 00:09:39.440 --> 00:09:40.840 which is what I would do. 333 00:09:40.840 --> 00:09:43.040 And so then you make another $500 ahead in profit 334 00:09:43.040 --> 00:09:43.840 with this product sales. 335 00:09:43.840 --> 00:09:46.120 So that puts another $24,000 back in your pocket, 336 00:09:46.120 --> 00:09:47.640 and that now covers the doc. 337 00:09:47.640 --> 00:09:49.440 So now you're back to $108,000, 338 00:09:49.440 --> 00:09:50.800 minus your cost of living, 339 00:09:50.800 --> 00:09:52.040 which when I was doing this, 340 00:09:52.040 --> 00:09:53.840 it costed about $3,000 a month, 341 00:09:53.840 --> 00:09:54.880 in extended stay, 342 00:09:54.880 --> 00:09:55.840 because that's how it stayed up, 343 00:09:55.840 --> 00:09:58.240 a motel, food, gas, et cetera. 344 00:09:58.240 --> 00:10:01.200 So $105,000, boom. 345 00:10:01.200 --> 00:10:02.480 $100,000 plus in profit, 346 00:10:02.480 --> 00:10:04.840 no employees, $1,000 to start. 347 00:10:04.840 --> 00:10:06.280 But before you run off and do this, 348 00:10:06.280 --> 00:10:08.160 I told you at the beginning that I would tell you good, 349 00:10:08.160 --> 00:10:10.000 and the bad, I still haven't told you the ugly. 350 00:10:10.000 --> 00:10:11.360 All right, so here's what I would do different 351 00:10:11.360 --> 00:10:13.280 if I could do this again. 352 00:10:13.280 --> 00:10:15.680 Now, I ran this model for a while. 353 00:10:15.680 --> 00:10:18.320 Here are 11 things that went wrong for me 354 00:10:18.320 --> 00:10:20.400 that I would have changed, all right? 355 00:10:20.400 --> 00:10:23.440 Number one, I massively overwhelmed the facilities. 356 00:10:23.440 --> 00:10:25.880 I would have spent far more time really planning out 357 00:10:25.880 --> 00:10:28.120 how they would fulfill another XX patients 358 00:10:28.120 --> 00:10:30.240 or clients or customers, et cetera. 359 00:10:30.240 --> 00:10:31.080 I would have like really been like, 360 00:10:31.080 --> 00:10:32.600 okay, well, if we get you 100 customers, 361 00:10:32.600 --> 00:10:33.800 like what time you're gonna put them in, 362 00:10:33.800 --> 00:10:34.680 like how can you fill the slot, 363 00:10:34.680 --> 00:10:36.840 like what to spend more time doing that with them? 364 00:10:36.840 --> 00:10:39.320 Number two, I partnered with struggling facilities, 365 00:10:39.320 --> 00:10:40.400 and so this was a double-edged store. 366 00:10:40.400 --> 00:10:41.800 They're really easy to sell, 367 00:10:41.800 --> 00:10:43.760 but at the same time, they had a bad reputation for a reason. 368 00:10:43.760 --> 00:10:45.080 They weren't that good if they were filling. 369 00:10:45.080 --> 00:10:46.240 And so if I could do this again, 370 00:10:46.240 --> 00:10:48.280 I probably would have tried to find good people, 371 00:10:48.280 --> 00:10:50.480 not just anyone who would just let me sell in front of the door. 372 00:10:50.480 --> 00:10:52.320 I was young, I was an experienced, I'd been in mistakes. 373 00:10:52.320 --> 00:10:53.760 That was one of them. 374 00:10:53.760 --> 00:10:56.080 Number three, in retrospect, 375 00:10:56.080 --> 00:10:58.800 I would have explained all the cost out in her upfront, 376 00:10:58.800 --> 00:11:01.720 hotels, airfare, food, rental, ads, bed, et cetera, 377 00:11:01.720 --> 00:11:03.080 so they wouldn't think I was just like 378 00:11:03.080 --> 00:11:04.320 taking all this money to their facility. 379 00:11:04.320 --> 00:11:06.120 I'd be like, I got cost too, right? 380 00:11:06.160 --> 00:11:08.160 So I'd explain that, so they understand like, 381 00:11:08.160 --> 00:11:09.760 I have to make money to do this, right? 382 00:11:09.760 --> 00:11:10.880 Make it worth my time. 383 00:11:14.080 --> 00:11:15.080 Most of the nation real quick, 384 00:11:15.080 --> 00:11:18.120 if you are a business owner that has a big old business 385 00:11:18.120 --> 00:11:20.200 and wants to get to a much bigger business, 386 00:11:20.200 --> 00:11:23.680 going to $50, $100 million plus, we would love to talk to you. 387 00:11:23.680 --> 00:11:24.920 And if you like that, 388 00:11:24.920 --> 00:11:27.080 and would like to hear more about it, go to acquisition.com 389 00:11:27.080 --> 00:11:28.560 and you can plan anywhere on the page, 390 00:11:28.560 --> 00:11:30.600 and talk to one of our team and see 391 00:11:30.600 --> 00:11:31.840 if we can help you get there. 392 00:11:34.120 --> 00:11:35.640 Number four, I'd also explain 393 00:11:35.680 --> 00:11:39.320 how much I plan to make revenue and profit from the facility. 394 00:11:39.320 --> 00:11:41.680 So they wouldn't be shocked when I crushed it 395 00:11:41.680 --> 00:11:42.680 as they all work, right? 396 00:11:42.680 --> 00:11:45.200 So I have them try to get me to stop selling, 397 00:11:45.200 --> 00:11:46.800 and I would refuse because I needed 398 00:11:46.800 --> 00:11:48.080 to sell a certain amount to hit my target. 399 00:11:48.080 --> 00:11:50.040 That's why it's so important to explain the cost 400 00:11:50.040 --> 00:11:51.400 of fronts like, hey, this is how much it cost me 401 00:11:51.400 --> 00:11:52.320 just to break even. 402 00:11:52.320 --> 00:11:54.960 So I got to sell 40 people just to like cover my nut, 403 00:11:54.960 --> 00:11:55.920 whatever it is, right? 404 00:11:55.920 --> 00:11:57.640 And then I got to sell another 40, 405 00:11:57.640 --> 00:11:59.640 if I just want to like hit a 50% margin. 406 00:11:59.640 --> 00:12:00.920 So I want to do more than that, 407 00:12:00.920 --> 00:12:02.280 so you really got to prepare for this, right? 408 00:12:02.280 --> 00:12:04.680 So it's like, it's setting expectations that I was young, 409 00:12:04.680 --> 00:12:06.840 and I was like so afraid of scaring somebody off 410 00:12:06.840 --> 00:12:09.480 that I just didn't want to set good expectations, all right? 411 00:12:09.480 --> 00:12:11.800 And mind you, I said it, and none of them believed me, 412 00:12:11.800 --> 00:12:12.640 and I knew they didn't. 413 00:12:12.640 --> 00:12:14.400 But I was like, whenever I'll just prove them wrong, 414 00:12:14.400 --> 00:12:16.320 ultimately ended up hurting me, all right? 415 00:12:16.320 --> 00:12:18.400 So all in all, I would have been more transparent up front, 416 00:12:18.400 --> 00:12:20.400 make sure they really understood how this was going to happen, 417 00:12:20.400 --> 00:12:22.160 like the mechanics behind it. 418 00:12:22.160 --> 00:12:25.040 Five, I have an agreement which I don't have 419 00:12:25.040 --> 00:12:26.840 to spell this stuff out, all right? 420 00:12:26.840 --> 00:12:28.800 So this would further clarify expectations. 421 00:12:28.800 --> 00:12:30.760 This is important, this is the contract, right? 422 00:12:30.760 --> 00:12:32.040 So this would clarify the expectations 423 00:12:32.040 --> 00:12:34.960 and hold them accountable for their own behavior. 424 00:12:34.960 --> 00:12:36.680 These are the words spelled out in front of you. 425 00:12:36.680 --> 00:12:38.640 These are the terms, you're accountable for this, 426 00:12:38.640 --> 00:12:40.600 I'm accountable for this, right? 427 00:12:40.600 --> 00:12:42.800 If I had done that, I didn't even have contracts. 428 00:12:42.800 --> 00:12:45.320 I was a kid, I didn't know, have contracts. 429 00:12:45.320 --> 00:12:47.920 Next, I would have filmed as much as humanly possible. 430 00:12:47.920 --> 00:12:49.040 This is probably my biggest regret 431 00:12:49.040 --> 00:12:49.880 through this entire thing. 432 00:12:49.880 --> 00:12:51.600 I filmed literally nothing, 433 00:12:51.600 --> 00:12:55.360 and I would have had 30 plus gyms and thousands of sales calls 434 00:12:55.360 --> 00:12:57.000 and in person documented for training. 435 00:12:57.000 --> 00:12:58.080 I have none. 436 00:12:58.080 --> 00:12:59.480 Like, think about how sick this would be. 437 00:12:59.480 --> 00:13:01.800 If I was like, here's a thousand fucking sales reporting. 438 00:13:01.800 --> 00:13:02.960 Like, that would have been awesome. 439 00:13:02.960 --> 00:13:03.800 And you could have that. 440 00:13:03.800 --> 00:13:06.400 So if you do this model, please, for the love of God, 441 00:13:06.400 --> 00:13:08.240 do that, because you'll have the extra margin 442 00:13:08.240 --> 00:13:10.040 and it's worth having someone be with you. 443 00:13:10.040 --> 00:13:11.600 It's that you can probably need that for the ads anyways 444 00:13:11.600 --> 00:13:12.840 if you wanted to do it instead of your iPhone. 445 00:13:12.840 --> 00:13:15.080 I didn't know my iPhone, but point is, 446 00:13:15.080 --> 00:13:16.160 is that I would have filmed stuff. 447 00:13:16.160 --> 00:13:17.440 I would have documented this because like, 448 00:13:17.440 --> 00:13:19.720 this is gonna be part of the story that you tell one day. 449 00:13:19.720 --> 00:13:20.840 And that's what I would have done. 450 00:13:20.840 --> 00:13:23.160 And as a side note, me just showing all the contracts 451 00:13:23.160 --> 00:13:24.600 that I was selling, I imagine how easy it would be 452 00:13:24.600 --> 00:13:25.400 to market and sell this. 453 00:13:25.400 --> 00:13:27.920 Organic, I'd be like, another month, another 100, 454 00:13:27.920 --> 00:13:30.840 200 sales, like it would have been so easy to market this. 455 00:13:30.840 --> 00:13:33.000 And I just didn't, I didn't think about content, 456 00:13:33.000 --> 00:13:34.480 just wasn't a thing for me. 457 00:13:34.480 --> 00:13:36.440 And honestly, I think I would have been booked year round, 458 00:13:36.440 --> 00:13:38.760 like no matter what, I wouldn't even had to run an ad 459 00:13:38.760 --> 00:13:41.000 or do a reach out, I would have been booked inbound. 460 00:13:41.000 --> 00:13:42.360 And at that point, this is the cool thing, 461 00:13:42.360 --> 00:13:43.720 is that if I had done that, 462 00:13:43.720 --> 00:13:45.280 I would have had more negotiating power. 463 00:13:45.280 --> 00:13:47.680 So I could either negotiate a piece of the backend, 464 00:13:47.680 --> 00:13:49.600 like what the continuity was gonna be, 465 00:13:49.600 --> 00:13:50.800 like if they converted, 466 00:13:50.800 --> 00:13:53.720 or they could have paid me like an upfront cost to go out, 467 00:13:53.720 --> 00:13:55.760 or they cover my marketing for me, not me. 468 00:13:55.760 --> 00:13:57.920 Like, there's other things that I could have been able 469 00:13:57.920 --> 00:14:02.280 to leverage if I had had more brand, more content, 470 00:14:02.280 --> 00:14:03.160 and I didn't have that. 471 00:14:03.160 --> 00:14:04.760 So if I could do it again, I would have done that, 472 00:14:04.760 --> 00:14:06.440 it would have made even better deal for me. 473 00:14:06.440 --> 00:14:08.640 Next is I'd include a clause in my contract 474 00:14:08.640 --> 00:14:10.280 that I'd have them signed separately 475 00:14:10.280 --> 00:14:11.760 for added transparency and accountability 476 00:14:11.760 --> 00:14:14.160 that if any customer said they were encouraged to refund. 477 00:14:14.160 --> 00:14:16.640 So they told a customer, you should refund, 478 00:14:16.640 --> 00:14:19.360 or you should sign up again through me, right? 479 00:14:19.360 --> 00:14:22.240 So like if I sold somebody at a chiropractor's office 480 00:14:22.240 --> 00:14:24.920 for $2,500 and then I find out the customer refunds 481 00:14:24.920 --> 00:14:27.200 and says they signed back up through the dock, 482 00:14:27.200 --> 00:14:30.560 at half price, that they would owe me twice 483 00:14:30.560 --> 00:14:31.880 with the person paid. 484 00:14:31.880 --> 00:14:32.720 I would have done that. 485 00:14:32.720 --> 00:14:35.560 And big picture for me, that was actually the thing 486 00:14:35.560 --> 00:14:37.880 that drove this business into the ground for me, 487 00:14:37.880 --> 00:14:39.600 was that I had a couple of bad actors, 488 00:14:39.600 --> 00:14:40.440 which is why I said earlier, 489 00:14:40.440 --> 00:14:42.800 I would have done deals with better people, less shady, 490 00:14:42.800 --> 00:14:44.520 who just basically said, 491 00:14:44.520 --> 00:14:46.760 one guy was like, there's too many people here, 492 00:14:46.760 --> 00:14:49.240 just refund, because it wasn't his money, right? 493 00:14:49.240 --> 00:14:50.080 He didn't care. 494 00:14:50.080 --> 00:14:51.720 And so that hurt me a lot. 495 00:14:51.720 --> 00:14:54.840 I also got slammed on a bunch of reviews 496 00:14:54.840 --> 00:14:57.200 because I was one who would sell someone into a location 497 00:14:57.200 --> 00:14:58.920 and then the location would suck. 498 00:14:58.920 --> 00:15:00.240 And so it was my reputation. 499 00:15:00.240 --> 00:15:01.880 I mean, there's two, but my reputation, 500 00:15:01.880 --> 00:15:03.840 because I was the one who was like, this is gonna work, right? 501 00:15:03.840 --> 00:15:05.720 And I definitely had rose colored glasses on 502 00:15:05.720 --> 00:15:07.320 in the beginning, being like, oh, no, it's good. 503 00:15:07.320 --> 00:15:08.640 They're just scrappy, you know? 504 00:15:08.640 --> 00:15:11.760 But I think ultimately people were not as well served. 505 00:15:11.760 --> 00:15:12.840 I should have picked partners 506 00:15:12.840 --> 00:15:15.120 that I really wanted to sell their product 507 00:15:15.120 --> 00:15:18.120 and I just picked partners who had let me sell their product. 508 00:15:18.120 --> 00:15:19.520 And I was better at selling it than they were. 509 00:15:19.520 --> 00:15:22.000 And so, I mean, you learn a lot. 510 00:15:22.000 --> 00:15:24.320 It's been a decade, you know? 511 00:15:24.320 --> 00:15:25.440 It's been a while. 512 00:15:25.440 --> 00:15:27.640 So, like, the biggest problem is that when I had this, 513 00:15:27.640 --> 00:15:29.240 like, at a few bad gyms that ruined it, 514 00:15:29.240 --> 00:15:30.200 some acted really sketchy, 515 00:15:30.200 --> 00:15:31.680 other sold clients refunded time back up. 516 00:15:31.680 --> 00:15:33.560 And unfortunately, since I was the one who sold them, 517 00:15:33.560 --> 00:15:35.120 I was the one who left holding back. 518 00:15:35.120 --> 00:15:36.760 And I was the one associated with the decision, 519 00:15:36.760 --> 00:15:37.920 which sucks, I made mistakes. 520 00:15:37.920 --> 00:15:39.960 I definitely put this with my rose colored glasses on 521 00:15:39.960 --> 00:15:41.720 when I was selling these gym packages. 522 00:15:41.720 --> 00:15:43.480 I just pretended I couldn't see other crappy stuff 523 00:15:43.480 --> 00:15:45.520 that was going on, but I was desperate. 524 00:15:45.520 --> 00:15:47.280 And I wanted to make money, you know? 525 00:15:47.280 --> 00:15:49.640 And that's something that I would have done it. 526 00:15:49.640 --> 00:15:50.800 I would have done it differently now, 527 00:15:50.800 --> 00:15:52.640 which is why I make this stuff. 528 00:15:52.640 --> 00:15:55.160 So, my goal is, you guys don't have to repeat my mistakes. 529 00:15:55.160 --> 00:15:57.800 So, I think a lot of my pain could have been avoided 530 00:15:57.800 --> 00:16:00.640 with three things, clear expectations, clear agreements, 531 00:16:00.640 --> 00:16:02.160 and better picking up partners. 532 00:16:02.160 --> 00:16:04.720 But all in all, being a rainmaker is a skill 533 00:16:04.720 --> 00:16:06.360 that can feed you for life, all right? 534 00:16:06.360 --> 00:16:08.880 All you gotta do, no matter what industry you're in, 535 00:16:08.880 --> 00:16:11.600 is learn one, how to make a grand slam offer, 536 00:16:11.600 --> 00:16:14.240 two, how to run a basic ad to get people to raise their hand, 537 00:16:14.240 --> 00:16:17.320 and three, how to upsell those people into a service, all right? 538 00:16:17.320 --> 00:16:19.320 The key points of leverage are that you're not getting 539 00:16:19.320 --> 00:16:22.840 commission, that's why this is such a profitable opportunity, all right? 540 00:16:22.840 --> 00:16:25.880 You're getting everything minus what you negotiate 541 00:16:25.880 --> 00:16:28.160 because you were the one taking the risk of capital in time. 542 00:16:28.160 --> 00:16:29.120 Like, that's the key point here. 543 00:16:29.120 --> 00:16:31.280 Like, you're not a salesman here, you're a rainmaker. 544 00:16:31.280 --> 00:16:34.120 It's a very different skill set, all right? 545 00:16:34.120 --> 00:16:36.720 And so, if you have a high return on advertising, 546 00:16:36.720 --> 00:16:38.560 this is a license to print money, 547 00:16:38.560 --> 00:16:40.240 or this is what I did, every time I needed money 548 00:16:40.240 --> 00:16:41.800 when I was broke, I would go do this. 549 00:16:41.800 --> 00:16:43.840 I'd go find a facility, I'd sell in front of it, 550 00:16:43.840 --> 00:16:45.320 and I'd go print myself money, all right? 551 00:16:45.320 --> 00:16:47.560 It was like, this was like my get out of jail free card. 552 00:16:47.560 --> 00:16:50.000 They're like, it was worn down from the out of times I used it. 553 00:16:50.000 --> 00:16:52.200 It gave me second, third, fourth, fifth chances. 554 00:16:52.200 --> 00:16:53.840 And like, when you know how to get leads, 555 00:16:53.840 --> 00:16:55.000 and you know how to sell, 556 00:16:55.000 --> 00:16:56.840 you have unlimited chances to get it right. 557 00:16:56.840 --> 00:16:59.320 All right, like, this is a skill worth having. 558 00:16:59.320 --> 00:17:01.080 The only limit on this business model 559 00:17:01.080 --> 00:17:02.800 is the actual capacity of the facility. 560 00:17:02.800 --> 00:17:04.040 So if I'm picking better partners, 561 00:17:04.040 --> 00:17:06.000 I pick the ones that can handle more patients, 562 00:17:06.000 --> 00:17:09.160 more customers that I could sell for for a longer period of time, et cetera, et cetera. 563 00:17:09.160 --> 00:17:11.640 Like, that's what I would do if I could do this all over again. 564 00:17:11.640 --> 00:17:13.040 And if it's only you, 565 00:17:13.040 --> 00:17:14.760 you could only have three or four facilities 566 00:17:14.760 --> 00:17:16.720 that you're doing this for, and you just do one a month, 567 00:17:16.720 --> 00:17:17.720 and then you go back to the beginning. 568 00:17:17.720 --> 00:17:20.320 Like, you wouldn't even have to have zillions like I did. 569 00:17:20.320 --> 00:17:21.560 Like, you could just go like, 570 00:17:21.560 --> 00:17:22.920 there's three months in a quarter, 571 00:17:22.920 --> 00:17:24.760 and I'd have facility one, two, and three, 572 00:17:24.760 --> 00:17:26.800 and then I go back to facility one and do my reign making thing. 573 00:17:26.800 --> 00:17:27.800 And they could all be in the same area. 574 00:17:27.800 --> 00:17:28.960 It doesn't matter, right? 575 00:17:28.960 --> 00:17:30.440 But most of the times you'd probably just sell, 576 00:17:30.440 --> 00:17:32.840 the issue I had is I'd sell them to such capacity 577 00:17:32.840 --> 00:17:34.080 that like, they'd be full, 578 00:17:34.080 --> 00:17:35.600 and then I had to go find another one to fill up. 579 00:17:35.600 --> 00:17:36.840 And that's why this model, you know, 580 00:17:36.840 --> 00:17:38.080 was what it was for me. 581 00:17:38.080 --> 00:17:40.680 But there's probably a balance between those two extremes. 582 00:17:40.680 --> 00:17:42.720 So bonus number 10. 583 00:17:42.720 --> 00:17:46.320 I would have run maybe $250 in ads 584 00:17:46.360 --> 00:17:48.640 in every market before I decided to take them on. 585 00:17:48.640 --> 00:17:50.920 So some markets perform better than others. 586 00:17:50.920 --> 00:17:52.840 And so I could have spent like a grand 587 00:17:52.840 --> 00:17:56.280 to test four markets, like $250, $250, $250, $250, 588 00:17:56.280 --> 00:17:58.040 to figure out which ones we're gonna get me 589 00:17:58.040 --> 00:18:00.240 the most leads for the cheapest price, right? 590 00:18:00.240 --> 00:18:02.480 And so imagine I've got a bunch of different gyms 591 00:18:02.480 --> 00:18:04.280 or chiropractors or dental offices 592 00:18:04.280 --> 00:18:06.480 or real estate agents, it doesn't matter, right? 593 00:18:06.480 --> 00:18:09.360 That I'm selling for, cleaning services, 594 00:18:09.360 --> 00:18:11.520 that I'm selling for, and I could have been like, 595 00:18:11.520 --> 00:18:13.920 okay, well, if I spend $250 in all these markets, 596 00:18:13.920 --> 00:18:15.280 and this market gets me, you know, 597 00:18:15.280 --> 00:18:16.360 one third of the price leads, 598 00:18:16.360 --> 00:18:17.520 then I can just ignore these ones 599 00:18:17.520 --> 00:18:19.600 and focus my time on the opportunity, right? 600 00:18:19.600 --> 00:18:21.120 So then I would have only worked with the facilities 601 00:18:21.120 --> 00:18:22.840 in the absolute best markets, right? 602 00:18:22.840 --> 00:18:23.880 So to give me more leverage, 603 00:18:23.880 --> 00:18:27.960 AKA more money per unit of time and effort that I spent. 604 00:18:27.960 --> 00:18:30.360 And then finally, I would try and find 605 00:18:30.360 --> 00:18:31.880 the most expensive stuff to sell, right? 606 00:18:31.880 --> 00:18:33.320 So think 1000's not 100's here. 607 00:18:33.320 --> 00:18:36.560 So like I could have made a lot more than 100 grand a month 608 00:18:36.560 --> 00:18:38.240 if I said the balls to charge more 609 00:18:38.240 --> 00:18:40.720 and find a more valuable service or product. 610 00:18:40.720 --> 00:18:42.240 And you can do this in any industry, right? 611 00:18:42.240 --> 00:18:43.480 I like, you can do it in insurance, 612 00:18:43.480 --> 00:18:44.320 you can do it in pest control, 613 00:18:44.360 --> 00:18:45.280 you can do it in solar, 614 00:18:45.280 --> 00:18:47.040 I like to give you Jim Kaird, Densets, et cetera. 615 00:18:47.040 --> 00:18:48.360 Like if people have expensive stuff, 616 00:18:48.360 --> 00:18:50.960 you can get leads and you can sell them locally, all right? 617 00:18:50.960 --> 00:18:53.440 So if you want to sell stuff in the thousands, 618 00:18:53.440 --> 00:18:57.240 market a cheap or free thing that's zero to $99. 619 00:18:57.240 --> 00:18:59.120 Sell that thing as a lead magnet 620 00:18:59.120 --> 00:19:02.800 and then upsell them into a multi-thousand dollar thing. 621 00:19:02.800 --> 00:19:05.160 This gets you better lead quality in general, 622 00:19:05.160 --> 00:19:07.000 able to dramatically cut no shows 623 00:19:07.000 --> 00:19:08.280 and reschedules for appointments, 624 00:19:08.280 --> 00:19:11.000 because if you build 20 bucks, 50 bucks, 625 00:19:11.000 --> 00:19:14.080 like people are much more likely to come in, right? 626 00:19:14.120 --> 00:19:15.480 That's what I would do, okay? 627 00:19:15.480 --> 00:19:17.680 Now, I promised that at the end, 628 00:19:17.680 --> 00:19:19.680 I would give you the text set up in the last three minutes. 629 00:19:19.680 --> 00:19:22.200 So here it goes as fast I can, all right? 630 00:19:22.200 --> 00:19:23.680 So this is crazy simple. 631 00:19:23.680 --> 00:19:26.400 So if you're not a tech person, like I am not a tech person, 632 00:19:26.400 --> 00:19:27.280 I was able to figure this out. 633 00:19:27.280 --> 00:19:28.680 So you can do this, all right? 634 00:19:28.680 --> 00:19:29.520 So just as a reminder, 635 00:19:29.520 --> 00:19:31.240 it takes 20 hours to learn most things, 636 00:19:31.240 --> 00:19:32.920 but most people spend years delaying the first hour. 637 00:19:32.920 --> 00:19:34.360 So don't be that person. 638 00:19:34.360 --> 00:19:36.840 All right, so like I said, I'm not tech savvy 639 00:19:36.840 --> 00:19:37.720 and I've got you covered. 640 00:19:37.720 --> 00:19:40.440 So you can figure out how to do all of this tech 641 00:19:40.440 --> 00:19:42.320 that I'm about to explain in less than 60 minutes. 642 00:19:42.320 --> 00:19:43.840 So like put a timer on, 643 00:19:43.840 --> 00:19:45.600 six minutes from right now, this moment, 644 00:19:45.600 --> 00:19:47.360 you can know all the tech that you need to know. 645 00:19:47.360 --> 00:19:49.600 All right, so here's what you got to do. 646 00:19:49.600 --> 00:19:53.000 First, Google, how to run a Facebook lead ad. 647 00:19:53.000 --> 00:19:54.800 This is how you're gonna get leads. 648 00:19:54.800 --> 00:19:56.360 Give something away for free, 649 00:19:56.360 --> 00:19:58.720 the crazy guarantee, and you'll get leads. 650 00:19:58.720 --> 00:20:00.360 Your skill will be upselling them 651 00:20:00.360 --> 00:20:01.680 into something more expensive. 652 00:20:01.680 --> 00:20:04.200 That's number one, Facebook lead ad, 653 00:20:04.200 --> 00:20:06.320 you just Google how to run one. 654 00:20:06.320 --> 00:20:08.360 Number two, Google, 655 00:20:08.360 --> 00:20:11.080 Zapier Facebook lead ad to Google Sheets. 656 00:20:11.320 --> 00:20:13.280 This will give you a makeshift CRM. 657 00:20:13.280 --> 00:20:15.320 This will just give you a big ol' list of leads. 658 00:20:15.320 --> 00:20:17.560 So now the ad, which you know how to run, 659 00:20:17.560 --> 00:20:20.160 then zaps over the lead to Google Sheets. 660 00:20:20.160 --> 00:20:21.440 That's step two. 661 00:20:21.440 --> 00:20:25.360 Third, you Google Zapier SMS notification set up 662 00:20:25.360 --> 00:20:27.680 with Facebook lead ads. 663 00:20:27.680 --> 00:20:32.160 So third, Google Zapier SMS notification set up 664 00:20:32.160 --> 00:20:34.200 so that when you get notified, 665 00:20:34.200 --> 00:20:37.200 so that you can get notified whenever you get a new lead. 666 00:20:37.200 --> 00:20:38.440 All right, so the quick and dirty way, 667 00:20:38.440 --> 00:20:40.280 anyone can set this up for your business. 668 00:20:40.320 --> 00:20:42.480 So I'm gonna recap this real quick. 669 00:20:42.480 --> 00:20:44.760 You're gonna Google how to run a Facebook lead ad, 670 00:20:44.760 --> 00:20:46.320 and you're gonna give some amazing free thing away. 671 00:20:46.320 --> 00:20:47.800 That's what's gonna get you leads. 672 00:20:47.800 --> 00:20:49.040 To make sure you actually caps it leads, 673 00:20:49.040 --> 00:20:51.240 you're gonna go Facebook lead ad to Google Sheets. 674 00:20:51.240 --> 00:20:53.120 No, you don't even have to build a web page. 675 00:20:53.120 --> 00:20:55.160 All right, so we're making this crazy easy here. 676 00:20:55.160 --> 00:20:56.520 Like no landing page or nothing. 677 00:20:56.520 --> 00:20:58.280 You literally just have to learn how to run the ad 678 00:20:58.280 --> 00:21:00.660 and then you put a Zapier over to a Google Sheet, 679 00:21:00.660 --> 00:21:02.560 and then you get a Zapier SMS notification 680 00:21:02.560 --> 00:21:03.680 that every time you get a lead, 681 00:21:03.680 --> 00:21:05.920 you get notified so you can call and text them. 682 00:21:05.920 --> 00:21:08.120 That's it, that's the tech setup to make this work. 683 00:21:08.120 --> 00:21:09.720 Isn't this amazing, right? 684 00:21:09.760 --> 00:21:12.640 Now, this is how you become a Rainmaker. 685 00:21:12.640 --> 00:21:14.680 And I can ask all the time on podcasts, et cetera, 686 00:21:14.680 --> 00:21:16.040 like if you lost it all, what would you do? 687 00:21:16.040 --> 00:21:17.280 I've lost it all twice. 688 00:21:17.280 --> 00:21:18.160 I know exactly what I would do 689 00:21:18.160 --> 00:21:19.000 because I've already done it. 690 00:21:19.000 --> 00:21:20.520 All right, this is what I did. 691 00:21:20.520 --> 00:21:21.920 And this is what I fell back on. 692 00:21:21.920 --> 00:21:22.760 I wanna lost everything. 693 00:21:22.760 --> 00:21:23.800 And to this day, it's a skill that I have, 694 00:21:23.800 --> 00:21:24.640 and you can have it too. 695 00:21:24.640 --> 00:21:25.520 All right, and if you're wondering, 696 00:21:25.520 --> 00:21:28.280 how do I figure out what to offer to sell and what service? 697 00:21:28.280 --> 00:21:29.760 Right, go to a business that's local 698 00:21:29.760 --> 00:21:31.240 that sells expensive stuff, 699 00:21:31.240 --> 00:21:32.520 offer to sit at the front desk 700 00:21:32.520 --> 00:21:33.800 and try out a few different offers 701 00:21:33.800 --> 00:21:35.120 until you get the one that works. 702 00:21:35.120 --> 00:21:36.640 Once you keep configuring the price 703 00:21:36.640 --> 00:21:37.760 to get 10 to one or more, 704 00:21:37.760 --> 00:21:39.960 you can then copy or paste it in any market. 705 00:21:39.960 --> 00:21:41.920 Mind you, you might be able to do this 706 00:21:41.920 --> 00:21:43.800 and not have as favorable as set up 707 00:21:43.800 --> 00:21:44.920 with the first location. 708 00:21:44.920 --> 00:21:46.640 So you learn, right? 709 00:21:46.640 --> 00:21:48.000 You can learn before you earn. 710 00:21:48.000 --> 00:21:49.920 So learn, get all the kinks out on someone else's money. 711 00:21:49.920 --> 00:21:51.200 You can make significantly less 712 00:21:51.200 --> 00:21:52.360 and just say, like, I'll give you all the money. 713 00:21:52.360 --> 00:21:54.160 If you can spend it, I'll work everything for free, 714 00:21:54.160 --> 00:21:55.000 just to learn. 715 00:21:55.000 --> 00:21:57.480 Once you get the model, right? 716 00:21:57.480 --> 00:21:59.120 And you figure out a way to get 10 to one, 21. 717 00:21:59.120 --> 00:22:01.320 Sometimes 31, then you scale 718 00:22:01.320 --> 00:22:02.760 and you copy, paste it in other markets, right? 719 00:22:02.760 --> 00:22:04.920 And then you can make a much stronger deal for yourself. 720 00:22:04.920 --> 00:22:06.800 And as an aside, it's way easier 721 00:22:06.800 --> 00:22:09.000 to actually get 10 to one, 21, 31 returns 722 00:22:09.000 --> 00:22:11.040 in local advertising compared to online 723 00:22:11.040 --> 00:22:12.440 because you have implicit trust. 724 00:22:12.440 --> 00:22:15.040 Like, if it's whatever your micro-local market is, 725 00:22:15.040 --> 00:22:15.920 you automatically trust it. 726 00:22:15.920 --> 00:22:17.360 You don't need to watch some long, 727 00:22:17.360 --> 00:22:18.680 complex video sales later. 728 00:22:18.680 --> 00:22:20.800 Like, if it's like, you know, 729 00:22:20.800 --> 00:22:23.560 Towson Chiropractor, like he's around the corner, 730 00:22:23.560 --> 00:22:24.400 right? 731 00:22:24.400 --> 00:22:25.240 You trust them. 732 00:22:25.240 --> 00:22:26.760 And so you're able to sell high ticket packages 733 00:22:26.760 --> 00:22:28.880 with significantly less automation and selling 734 00:22:28.880 --> 00:22:30.120 before that, just because people are like, 735 00:22:30.120 --> 00:22:31.440 I can touch and feel this place. 736 00:22:31.440 --> 00:22:33.960 Like, there's the location, they're not gonna go anywhere. 737 00:22:33.960 --> 00:22:35.320 And to be amazed, it still matters. 738 00:22:35.320 --> 00:22:37.400 Most commerce still is not done online. 739 00:22:37.400 --> 00:22:38.600 As much as YouTube will make you think 740 00:22:38.600 --> 00:22:41.360 that everybody's online, still the vast majority 741 00:22:41.360 --> 00:22:43.880 of commerce is done in person, okay? 742 00:22:43.880 --> 00:22:46.160 And so if people trust people who are local to them. 743 00:22:46.160 --> 00:22:48.000 And so if you sell in person, it's even easier. 744 00:22:48.000 --> 00:22:50.560 And if you learn to sell over the phone, as a side note, 745 00:22:50.560 --> 00:22:51.720 you'll actually make more money 746 00:22:51.720 --> 00:22:53.160 because it's more efficient to sell over the phone, 747 00:22:53.160 --> 00:22:55.160 like in terms of sales per hour. 748 00:22:55.160 --> 00:22:56.600 So it's a higher level skill. 749 00:22:56.600 --> 00:22:57.800 It's harder to sell over the phone. 750 00:22:57.800 --> 00:22:59.640 But if you do, then you can actually sell 751 00:22:59.640 --> 00:23:02.160 for all these different markets from home, as a side note. 752 00:23:02.160 --> 00:23:03.680 But I recommend if you're starting out 753 00:23:03.680 --> 00:23:06.120 and you've never sold before, start in person, 754 00:23:06.120 --> 00:23:07.920 do the first one for some sort of negotiated 755 00:23:07.920 --> 00:23:09.400 that's basically you're getting nothing 756 00:23:09.400 --> 00:23:10.720 and them risking more. 757 00:23:10.720 --> 00:23:12.520 And then once you get the model down, 758 00:23:12.520 --> 00:23:14.680 then you can copy and paste it, negotiate with more leverage 759 00:23:14.680 --> 00:23:16.240 and you'll make more money. 760 00:23:16.240 --> 00:23:17.640 As an aside, again, with the phone thing, 761 00:23:17.640 --> 00:23:19.240 like the reason it's, you make more money 762 00:23:19.240 --> 00:23:20.800 is that you spend more time selling 763 00:23:20.800 --> 00:23:22.040 and less time waiting for appointments. 764 00:23:22.040 --> 00:23:23.960 So like, you don't get no showed on the phone 765 00:23:23.960 --> 00:23:25.360 because you can just keep calling other leads 766 00:23:25.360 --> 00:23:26.680 and selling them, whereas in person, 767 00:23:26.680 --> 00:23:27.960 you might just have to sit there for 30 minutes 768 00:23:27.960 --> 00:23:29.640 and it happens a lot, just be real. 769 00:23:29.640 --> 00:23:32.240 And so you may actually close a lower percentage 770 00:23:32.360 --> 00:23:34.000 of people you speak to, but you'll talk 771 00:23:34.000 --> 00:23:35.480 to twice as many prospects. 772 00:23:35.480 --> 00:23:37.400 Because you don't have to, they don't have to get in their car, 773 00:23:37.400 --> 00:23:38.800 you know, get the appointment, show up. 774 00:23:38.800 --> 00:23:40.440 It's like you take that whole step out. 775 00:23:40.440 --> 00:23:42.000 And so it's basically like when you would normally 776 00:23:42.000 --> 00:23:43.680 be the person confirming the appointment, 777 00:23:43.680 --> 00:23:45.640 you actually just sell them right there. 778 00:23:45.640 --> 00:23:47.320 That's the 201 version of this, right? 779 00:23:47.320 --> 00:23:51.320 Like 101 is, really 101 is go to a local place 780 00:23:51.320 --> 00:23:52.800 and do it for basically free 781 00:23:52.800 --> 00:23:54.320 and have them front some of the rest of it 782 00:23:54.320 --> 00:23:55.560 you can learn the model. 783 00:23:55.560 --> 00:23:57.920 201 version of this is that you now fly around 784 00:23:57.920 --> 00:24:00.800 or you go to the local places and you negotiate your splits 785 00:24:00.800 --> 00:24:02.000 and you get a majority of the upfront 786 00:24:02.000 --> 00:24:03.880 because you're risking the capital in the time. 787 00:24:03.880 --> 00:24:05.840 301 is that you learn how to sell this over the phone 788 00:24:05.840 --> 00:24:07.040 so that you can be central 789 00:24:07.040 --> 00:24:09.600 and then you can sell it in any of these locations, right? 790 00:24:09.600 --> 00:24:11.480 All of these require no employees, 791 00:24:11.480 --> 00:24:13.000 basically no money to start 792 00:24:13.000 --> 00:24:15.080 and you can make hundreds of thousands of dollar 793 00:24:15.080 --> 00:24:16.320 in profit. 794 00:24:16.320 --> 00:24:18.040 I hope you guys see the opportunity the same way I did 795 00:24:18.040 --> 00:24:18.840 because this is litter, 796 00:24:18.840 --> 00:24:20.000 people are like, how would you make, 797 00:24:20.000 --> 00:24:21.560 this is what I would do, this is how I did it. 798 00:24:21.560 --> 00:24:23.080 Like, it's not like a hypothetical for me. 799 00:24:23.080 --> 00:24:25.560 Like I've lost everything I've had multiple times 800 00:24:25.560 --> 00:24:27.920 and every time this is what I did to make money again. 801 00:24:27.920 --> 00:24:30.280 Like how do I print money with no risk? 802 00:24:30.320 --> 00:24:31.520 This is how I did it. 803 00:24:31.520 --> 00:24:34.160 And so my goal again for everybody watching this 804 00:24:34.160 --> 00:24:36.200 is that I hope that you use the stuff, 805 00:24:36.200 --> 00:24:37.600 make all the money, you know, 806 00:24:37.600 --> 00:24:40.880 pass three million, get into the 10, 20, 50, et cetera 807 00:24:40.880 --> 00:24:42.480 and then allow us to invest in your business 808 00:24:42.480 --> 00:24:44.120 so we can help you scale beyond that. 809 00:24:44.120 --> 00:24:45.520 Otherwise, Mosination, I love you. 810 00:24:45.520 --> 00:24:46.520 So you guys next bit. 811 00:24:46.520 --> 00:24:47.360 Bye.