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Hey guys, so this is a throwback of when I needed to start all over again and had basically

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no money and no employees and got $200,000 dollars a month in the first month.

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This has been my forever, never-go-hungry plan, like if I lose everything tomorrow, this

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is what I would do.

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And I walk you through the framework of how I think about creating high leverage, zero-dollar

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opportunities for income generation.

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And I think it's one of those easy things that you can think about your own business even

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through that lens.

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But having lost it all multiple times and gotten it back, this is the actual thing that

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I would do because it's what I did.

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Being a rainmaker is a skill that can feed you for life.

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All right, all you got to do no matter what industry you're in is learn one, how to make

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a grand slam offer, two, how to run a basic ad to get people to raise their hand, and

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three, how to upsell those people into a service.

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Welcome to the game where we talk about how to sell more stuff to more people in more ways

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and build businesses worth owning.

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I'm trying to build a billion-dollar thing with acquisition.com.

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I always wish pesos, musk, and Buffett had documented their journey, so I'm doing it

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for the rest of us.

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Please share and enjoy.

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I built a hundred thousand dollar per month profit business with no employees for less

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than a thousand dollars in those twenty-six.

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And anyone could start the exact same business with little to no money at all and no employees.

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All right, so I'm explaining what I did, how it worked, the good, the bad, the ugly,

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and what I would have done differently, and how I think you can use the same model for

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yourself, no matter how old you are, or how much money you got.

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All right, and I did all this stuff using skills that anyone can learn for free.

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All right, so I'll even give you a step-by-step set up in the last three minutes of what

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you would need to do to get this running.

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And if you don't know why I am, my name's Alex Mosy, founderbackvisition.com, portfolio

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of companies that does over $200 million a year, and I make these because I want you

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to use the stuff, grow your business to $300 million in revenue, and allow us to invest

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in your business, and scale beyond that.

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All right, so that's my selfish intent here.

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For everybody else, enjoy this stuff, go make money, that's the whole point, all right?

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So let's dive in.

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So when I had my chain of gyms, I got asked to speak at this marketing event, all right,

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so it's a random thing, and I like I never been asked to speak for anything at all ever,

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and so this was kind of weird to me.

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I just like doing my own thing, and I'm doing a B2B stuff, I just sort of wait-loss,

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right?

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And so they wanted me to speak about how is you doing Facebook ads to get leads for brick

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and mortar in 2016, all right?

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So anyways, I wasn't sure, but I decided to accept anyways, I was like, this is a channel

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and I was going to speak.

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And so I went up, and you know, I gave my, I gave my spiel, and I just wanted to step

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by step, this side did it, right?

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And what I want to do is I'll explain to you exactly what I said on that speech, and

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then we're going to Quentin Tarantino, and then I'm going to circle back to why it's

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going to be important to you, all right?

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So here's how it worked.

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And pay attention here, because this is the part that you will copy and run the same model

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I did if you want to model that business that I had that was making 100,000 a month,

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all right?

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And this business model works for any brick and mortar business, not just fitness, okay?

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So here's how it worked.

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I would run ads for six weeks, wait, lost channel.

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Now you could run it for whatever you want, but I was running for a challenge.

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I'd run those ads, and that's them to a landing page, all right?

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At the landing page, they would opt in with their name, fun, or email, and on the thank

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you page, they'd have a scheduler, right?

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So they'd book a time to meet with me at the facility, which is where I would sell

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them, right?

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Now, I would call all the leads to confirm their appointments who did schedule, and then

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I would call the ones who didn't book to get them a schedule of time.

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Morning up, I'm just giving you a little hack here.

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I would send a personalized video and be like, hey Sarah, like, I've got this t-shirt with

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your name on it, what size and what color do you want?

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And so then they would respond back to the color or size, and it massively increased

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my sharp rates.

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And I got some goodwill, right?

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So when they came in, I would sell them the challenge, right?

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When you could sell whatever promotion you want, and I would sell for five or six hundred

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bucks.

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Side note, and I'll get to this more later, but I want you to sell really expensive stuff.

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So if I do it again, I would sell more expensive stuff, but I would sell five or six hundred

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bucks.

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And so the idea was, and this was my big offer, so you need to come up with something sexy,

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because then I lost 20 pounds and six weeks, they give the money back, right?

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And I offered a satisfaction guarantee so that even if they didn't lose the weight, if

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they wanted their money back at any point in the six weeks, I didn't give service, that

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was amazing.

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I'd give it back to them, all right?

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So it was a no-risk grand slam offer, and as you could imagine, it wasn't that hard

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to sell, right?

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Which is a key point to you.

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You'll notice both offers that we will make one to the business owner and one of the

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prospects is not hard to sell, all right?

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So here's how the math worked out.

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So I'd pay about ten bucks a lead, and I would sell one out of five into the six hundred

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dollar challenge.

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So if you're doing your math here, that's twelve to one.

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So if I put five grand into marketing, I'd give about 60,000 out.

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And the nice part was that I got that money up front, so I could put it back in ads,

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and this is why the no money down thing is important.

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So I didn't even need five grand or ten thousand dollars to start this.

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As soon as I made my first few sales, that became my marketing budget for the entire month,

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right?

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And just a side note, I know Jim wants Jim to still get these numbers today, so it's

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not like the stuff changes that often.

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People still need to lose weight today as much as they did a few years ago, right?

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And challenges have really gone away.

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And so the nice thing is that once you crack one of these for brick and mortar business,

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you can run this hundred thousand dollar month profit zero cost to start zero employees business

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model on your own for life if you wanted to, all right?

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And the way that I stumbled onto this was that I started launching my gyms and realizing

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quickly that I actually made more money launching the gyms than running the gyms, right?

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And the reason for that was that once everyone converted from my front end program to my

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back end program, the average revenue per week per client went from a hundred dollars

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a week to fifty dollars a week, right?

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So that they would pay 600 for six weeks versus, you know, 200 a month, which would be

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about 50 a week on the back end.

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And so I made at full capacity, I'd make half as much money.

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So I actually made more money launching and filling the gym that I did after it was

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at full capacity.

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And so that was one of the big aha moments ahead, which is what is how I accidentally stumbled

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into this business model.

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So let's quenin tear Tino back to when I stepped off that state, right?

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So as soon as I showed my home models, like this is the ads, these are landing pages, this

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is the, the thank you thing, blah, blah, blah, I got bum rushed by all these folks asked

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me to help them do what I was doing, right?

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And they're like, can you, can you do this for my business?

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Can you do this for dry cleaning?

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Can you do this for whatever, right?

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And I had a bunch of gym owners too, obviously, and I didn't sell the gyms.

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So I was like, sorry, not a lot, like I just do this for myself and I hope you enjoy

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the presentation.

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But, you know, being the budding entrepreneur that I was at the time, I figured, maybe

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I could make some money doing this, right?

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Maybe I could launch their gyms like I did my own and work out some sort of deal to get

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a percentage of the revenue that I was bringing in, right?

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Makes sense.

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So here's the offer that I made some of the guys who rushed me off state.

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Now I got other business cards than I would call them up the next week, because I didn't

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even know what I was doing.

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And so this is the off-racking my point.

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I said, I'll fly out to your gym, I'll spend my own money, I'll market your gym for

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you, I'll work the leads, I'll schedule them, and I'll sell them.

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And I'll even do nutrition orientations, which, by the way, is where I would sell another

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hundred to hundred fifty bucks ahead in supplements.

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And if you're doing the math, that would also cover my cost of our customers on its own.

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And all they had to do was just fulfill the six weeks of service, right?

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And then they got to keep whoever they converted into a membership.

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So it was a no risk off of them, remember, like I spent all my time in my money, they

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didn't have to do anything, and I got to eat what I killed.

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That was the deal.

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All right.

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So here's the important part.

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If you are a single guy or gal, right, I mean, if you're married, it doesn't matter.

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If you know these three things, you can make this business model work for you, all right?

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So number one is you have to have the very compelling offer for brick and mortar business

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that gets late.

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So for me, it was the challenge.

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It could be any number of things, right?

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All you have to do is give something very valuable for less, right?

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It could be a free thing or a discounted thing.

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And then if you're giving a heavily discounted thing, you just have to learn how to upsell

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something.

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If it's not that, then you can just sell the core offer, either way, a very compelling

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offer upfront.

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Number two, you got to learn how to run ads.

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Not that complicated.

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Nowadays, you can run lead ads, you can watch them on YouTube, it's not that complex to

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do.

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Number three, you learn how to sell.

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If you can do those three things, you got an offer, you can run ads, and you can sell

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the leads, you can make this business model work in any local market, all right?

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Now, so here's how you get the business owners to agree.

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So you go into the groups and you ask folks in the groups and say, hey, can I bring you

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customers for free?

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No risk.

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Here's how I do it.

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I'll fly out.

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I'll spend my money, et cetera, et cetera.

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And then here's the key part.

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You then ask them what's the absolute cheapest that they would fulfill customers for during

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this thing that you're selling.

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So whether it's car practice, whether it's dentist things, you say, hey, if I were to

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bring you 100 of these, what kind of discount could I get here, right?

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And this works especially well with services that have low marginal costs, which means

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that adding an additional customer doesn't cost the business that much.

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And remember, the big contingency for them is that, and you can negotiate hard here,

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is that they're going to get the customers for the lifetime, right?

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And it costs them nothing.

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So it's like, hey, even if you broke even on the thing, you get customers for life and

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you can give me a key money after that, right?

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I'm the one who's, I'm the one who's running all the risk and doing all the labor here.

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So ideally, you can set it up like I had it where they agreed to do it for close to free

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for X period of time because all the customers cost them is nothing, right?

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And so once you do that, it's like for me, it was, I didn't, they didn't get anything

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that I collected for the first six weeks.

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Then after that, they could keep whatever they wanted.

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But that was the deal that I had set up.

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So once you do that, you can run the ads and you sell the people, all right?

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So for example, so I'm going to talk about a different industry.

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So if I were to do this as a car practice, I might set up a $20 console, which is normally

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$200 and that would be an assessment, whatever that I would market, all right?

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And then I would get the dock to do the X-ray and then the person would meet with me again

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and I would sell them a treat plan for like $2,500 or $6 months.

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And if you can sell longer for more, by all means, do so.

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The deal that you make with the dock would be something like negotiating with him to

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see what he would fulfill that for.

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So if you can get him down to say like $500 and you'd be surprised here, you'd make

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the spread minus the cost to acquire, right?

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So if you charge $1,500 and it costs you five, there's $2,000 left and whatever cost

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you do acquire is what the cost is and everything else is yours.

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More money good.

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So you'd run the ads, call the leads, sell them to $20 console, this mixture, they show

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up, stuff like that.

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And when they come in, the dock's team would do the X-ray, you'd do the follow-up meetings

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and then recommend the second, the session package, right?

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Cool.

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So let's talk money math.

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So if you sold 48 of these a month, all right, that's two a day for 24 working days.

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So 24 working days in a month, sell two a day, it's 48, all right?

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And you sold them at $2,500 a pop with a $500 cost of fill.

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Remember, pay the dock to $500, $2,500 as we get.

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And so let's say it also costs you 50 bucks a lead, all right, with one out of five,

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one out of five bucks, 20%.

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That means your cost to acquire is $250, right?

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Five times 50 is $250, all right?

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And if you ran this play for a month and spent $400 a day in ads, that's $12,000 total.

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Remember, you make money quickly so you can reinvest it in ads, you'd make $120,000

224
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in gross revenue.

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Mind you, that's not profit, that's revenue, all right?

226
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So we still got to take out your 12K in marketing and your 24K that you have to pay the

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dock.

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But now you've got $84,000 left over as a single person that has no employees, that's

229
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all profit, all right?

230
00:09:56.320 --> 00:09:59.080
So you can stop there and you can make a million dollars a year in personal income.

231
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Not bad for no money down the start, no degree, no employees, right?

232
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But if you're a smart cookie, you can do better.

233
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So this is what you do.

234
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You also meet with all those leads again and then sell them retail products.

235
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So I think like cream, supplements, oils, orthotics, et cetera, right?

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Which you could pre-negotiate that you keep all your product sales, which is what I would

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do.

238
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And so then you make another $500 ahead in profit with this product sales.

239
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So that puts another $24,000 back in your pocket and that now covers the dock.

240
00:10:24.280 --> 00:10:27.480
So now you're back to $108,000, minus your cost of living.

241
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Which when I was doing this, it costed about $3,000 a month in extended stay because that's

242
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I would stay at a motel, food, gas, et cetera.

243
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So $105,000.

244
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Boom.

245
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$100,000 plus in profit, no employees, $1,000 to start.

246
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But before you run off and do this, I told you at the beginning that I would tell you

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to be good and the bad, I still haven't told you the ugly, all right?

248
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So here's what I would do different if I could do this again.

249
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Now I ran this model for a while.

250
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Here are 11 things that went wrong for me that I would have changed, all right?

251
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Number one, I massively overwhelmed the facilities.

252
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I would have spent far more time really planning out how they would fulfill another XX patients

253
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or clients or customers, et cetera.

254
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I would have like really been like, okay, well if we get you 100 customers, like what

255
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time are you going to put them in, like how can you fill the slot, like what to spend

256
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more time doing that with them?

257
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Number two, I partnered with struggling facilities.

258
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And so this was a double-edged store.

259
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They're really easy to sell, but at the same time, they had a bad reputation for a reason.

260
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They weren't that good if they were filling.

261
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And so if I could do this again, I probably would have tried to find good people, not just

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anyone who would just let me sell in front of the door.

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I was young, I was an experienced, I've been mistakes, that was one of them.

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Number three, in retrospect, I would have explained all the costs outing her up front, hotels,

265
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airfare, food, rental, ads, bed, et cetera, so they wouldn't think I was just like taking

266
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all this money to their facility.

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I'd be like, I got costs too, right?

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So I'd explain that so they understand like, I have to make money to do this, right?

269
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And make it worth my time.

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Most of the nation real quick, if you are a business owner that has a big old business

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and wants to get to a much bigger business, going to $50, $100,000 plus, we would love

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to talk to you.

273
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And if you like that, we'd like to hear more about it.

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Go to acquisition.com and you can plan anywhere on the page and talk to one of our team and

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see if we can help you get there.

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Number four, I'd also explain how much I plan to make revenue and profit from the facility.

277
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So they wouldn't be shocked when I crushed it as they all worked, right?

278
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So I have them try to get me to stop selling and I would refuse because I needed to sell

279
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a certain amount to have my target.

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That's why it's so important to explain the cost of front's like, hey, this is how much

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it costs me just to break even.

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So I got to sell 40 people just to like cover my nut, whatever it is, right?

283
00:12:32.360 --> 00:12:36.240
And then I got to sell another 40 if I just want to like hit a 50% margin.

284
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I want to do more than that.

285
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So you really got to prepare for this, right?

286
00:12:38.880 --> 00:12:42.320
So it's like, it's setting expectations, but I was young and I was like so afraid of

287
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scaring somebody off that I just didn't want to set good expectations, all right?

288
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And mind you, I said it and none of them believed me and I knew they didn't file like

289
00:12:49.480 --> 00:12:53.000
whenever I'll just prove them wrong, ultimately ended up hurting me, all right?

290
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So all in all, I would have been more transparent up front, made sure they really understood

291
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how this was going to happen, like the mechanics behind it.

292
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Five, I have an agreement which I don't have to spell this stuff out, all right?

293
00:13:03.480 --> 00:13:05.400
So this would further clarify expectations.

294
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So this is important.

295
00:13:06.400 --> 00:13:07.400
This is the contract, right?

296
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So this would clarify the expectations and hold them accountable for their own behavior.

297
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These are the words spelled out in front of you.

298
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These are the terms.

299
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You're accountable for this.

300
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I'm accountable for this, right?

301
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If I had done that, I didn't even have contracts.

302
00:13:19.320 --> 00:13:20.320
I was a kid.

303
00:13:20.320 --> 00:13:21.320
I didn't know.

304
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Have contracts.

305
00:13:22.320 --> 00:13:24.480
Next, I would have filmed as much as humanly possible.

306
00:13:24.480 --> 00:13:26.400
This is probably my biggest regret through this entire thing.

307
00:13:26.400 --> 00:13:31.840
I filmed literally nothing and I would have had 30 plus gyms and thousands of sales calls

308
00:13:31.840 --> 00:13:33.520
and in person documented for training.

309
00:13:33.520 --> 00:13:34.520
I have none.

310
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Like, think about sickness with me.

311
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If I was like, here's a thousand fucking sales recordings.

312
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Like, that would have been awesome.

313
00:13:39.560 --> 00:13:40.400
And you could have that.

314
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So if you do this model, please, for the love of God, do that.

315
00:13:43.400 --> 00:13:46.640
Because you'll have the extra margin and it's worth having someone be with you.

316
00:13:46.640 --> 00:13:48.800
It's that and you can probably need that for the ads anyways if you wanted to do it

317
00:13:48.800 --> 00:13:49.800
instead of your iPhone.

318
00:13:49.800 --> 00:13:52.720
I didn't know my iPhone, but point is, is that I would have filmed stuff.

319
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I would have documented this because like, this is going to be part of the story that

320
00:13:54.880 --> 00:13:55.880
you tell one day.

321
00:13:55.880 --> 00:13:57.440
And that's what I would have done.

322
00:13:57.440 --> 00:14:00.240
And as a side note, me just showing all the contracts that I was selling.

323
00:14:00.240 --> 00:14:02.000
Imagine how easy it would be to market and sell this.

324
00:14:02.000 --> 00:14:03.000
Organic.

325
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I'd be like, another month, another 100, 200 sales.

326
00:14:05.320 --> 00:14:07.480
Like, it would have been so easy to market this.

327
00:14:07.480 --> 00:14:08.480
And I just didn't.

328
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I didn't think about content.

329
00:14:09.480 --> 00:14:10.800
It just wasn't a thing for me.

330
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And honestly, I think I would have been booked year round, like, no matter what.

331
00:14:13.920 --> 00:14:16.000
I wouldn't even had to run an ad or do a reach out.

332
00:14:16.000 --> 00:14:17.000
I would have been booked inbound.

333
00:14:17.000 --> 00:14:20.560
And at that point, this is the cool thing, is that if I had done that, I would have

334
00:14:20.560 --> 00:14:21.920
more negotiating power.

335
00:14:21.920 --> 00:14:25.680
So I could either negotiate a piece of the back end, like what the continuity was going

336
00:14:25.680 --> 00:14:26.680
to be.

337
00:14:26.680 --> 00:14:30.400
Like, if they converted, or they could have paid me like an upfront cost to go out,

338
00:14:30.400 --> 00:14:33.920
or they cover my marketing for me, not me, like, there's other things that I could have

339
00:14:33.920 --> 00:14:39.480
been able to leverage if I had had more brand, more content, you know, and I didn't have

340
00:14:39.480 --> 00:14:40.480
that.

341
00:14:40.480 --> 00:14:41.480
So if I could do it again, I would have done that.

342
00:14:41.480 --> 00:14:43.000
It would have made even better deal for me.

343
00:14:43.000 --> 00:14:47.240
Next is I'd include a clause in my contract that I'd have them signed separately for added

344
00:14:47.240 --> 00:14:50.840
transparency and accountability that if any customer said they were encouraged to refund.

345
00:14:50.840 --> 00:14:55.960
So they told a customer you should refund or you should sign up again through me, right?

346
00:14:55.960 --> 00:15:00.280
So like if I sold somebody at a chiropractor's office for $2,500, and then I find out the

347
00:15:00.280 --> 00:15:05.600
customer refunds and says they signed back up through the dock at half price, that they

348
00:15:05.600 --> 00:15:08.400
would owe me twice what the person paid.

349
00:15:08.400 --> 00:15:09.560
I would have done that.

350
00:15:09.560 --> 00:15:13.800
And big picture for me, that was actually the thing that drove this business into the ground

351
00:15:13.800 --> 00:15:17.200
for me was that I had a couple of bad actors, which is why I said earlier I would have

352
00:15:17.200 --> 00:15:21.920
done deals with better people, less shady, who just basically said one guy was like,

353
00:15:21.920 --> 00:15:25.760
there's too many people here, just refund because it wasn't his money, right?

354
00:15:25.760 --> 00:15:26.760
He didn't care.

355
00:15:26.760 --> 00:15:28.240
And so that hurt me a lot.

356
00:15:28.240 --> 00:15:33.840
I also got slammed on a bunch of reviews because I was one who would sell someone into a location

357
00:15:33.840 --> 00:15:35.600
and then the location would suck.

358
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And so it was my reputation.

359
00:15:36.800 --> 00:15:39.480
I mean, there's two, but my reputation because I was the one who was like, this is going

360
00:15:39.480 --> 00:15:40.640
to work, right?

361
00:15:40.640 --> 00:15:43.840
And I definitely had rose colored glasses on in the beginning, be like, oh, no, it's

362
00:15:43.840 --> 00:15:44.840
good.

363
00:15:44.840 --> 00:15:45.840
They're just scrappy, you know?

364
00:15:45.840 --> 00:15:48.320
But I think ultimately people were not as well served.

365
00:15:48.320 --> 00:15:52.040
I should have picked partners that I really wanted to sell their product.

366
00:15:52.040 --> 00:15:55.400
And I just picked partners who had let me sell their product, and I was better at selling

367
00:15:55.400 --> 00:15:56.400
it than they were.

368
00:15:56.400 --> 00:16:02.120
And so I mean, you learn a lot, it's been a decade, you know, it's been a while.

369
00:16:02.120 --> 00:16:05.440
So like the biggest problem is that when I had this, like at a few bad gyms that ruined

370
00:16:05.440 --> 00:16:08.280
it, some act didn't really sketchy, others sold clients to refund and sign back up.

371
00:16:08.280 --> 00:16:12.000
And unfortunately, since I was the one who sold them, I was only left holding back.

372
00:16:12.000 --> 00:16:14.720
And I was only associated with the decision, which sucks, I made mistakes, I definitely

373
00:16:14.720 --> 00:16:18.240
put this with my rose colored glasses on when I was selling these gym packages.

374
00:16:18.240 --> 00:16:22.040
I just pretended I couldn't see all the crappy stuff that was going on, but I was desperate

375
00:16:22.040 --> 00:16:26.160
and I wanted to make money, you know, and that's something that I would have done it.

376
00:16:26.160 --> 00:16:29.280
I would have done it differently now, which is why I make this stuff.

377
00:16:29.280 --> 00:16:31.840
So my goal is, you guys don't have to repeat my mistakes.

378
00:16:31.840 --> 00:16:36.520
So I think a lot of my pain could have been avoided with three things, clear expectations,

379
00:16:36.520 --> 00:16:38.800
clear agreements, and better picking up partners.

380
00:16:38.800 --> 00:16:43.000
But all in all, being a rainmaker is a skill that can feed you for life, all right?

381
00:16:43.000 --> 00:16:47.200
All you got to do, no matter what industry you're in, is learn one, how to make a grand

382
00:16:47.200 --> 00:16:51.360
slam offer, two, how to run a basic ad to get people to raise their hand, and three,

383
00:16:51.360 --> 00:16:53.880
how to upsell those people into a service, all right?

384
00:16:53.880 --> 00:16:56.360
The key points of leverage are that you're not getting commissioned.

385
00:16:56.360 --> 00:16:59.480
That's why this is such a profitable opportunity, all right?

386
00:16:59.480 --> 00:17:03.840
You're getting everything minus what you negotiate because you are the one taking the risk

387
00:17:03.840 --> 00:17:04.840
of capital in time.

388
00:17:04.840 --> 00:17:05.840
Like, that's the key point here.

389
00:17:05.840 --> 00:17:07.880
Like, you're not a salesman here, you're a rainmaker.

390
00:17:07.880 --> 00:17:10.800
It's a very different skill set, all right?

391
00:17:10.800 --> 00:17:15.320
And so if you have a high return on advertising, this is a license to print money, or this

392
00:17:15.320 --> 00:17:16.320
is what I did.

393
00:17:16.320 --> 00:17:18.360
Every time I needed money when I was broke, I would go do this.

394
00:17:18.360 --> 00:17:21.800
I'd go find a facility, I'd sell in front of it, and I'd go print myself money, all

395
00:17:21.800 --> 00:17:22.800
right?

396
00:17:22.800 --> 00:17:25.800
It was like, this was like my get out of jail free card that like, it was worn down from

397
00:17:25.800 --> 00:17:26.800
the out of times I used it.

398
00:17:26.800 --> 00:17:28.800
It gave me second, third, fourth, fifth chances.

399
00:17:28.800 --> 00:17:32.440
And like, when you know how to get leads and you know how to sell, you have unlimited chances

400
00:17:32.440 --> 00:17:33.440
to get it right.

401
00:17:33.440 --> 00:17:35.960
All right, like, this is a skill worth having.

402
00:17:35.960 --> 00:17:39.480
The only limit on this business model is the actual capacity of the facility.

403
00:17:39.480 --> 00:17:42.760
So if I'm picking better partners, I pick the ones that can handle more patients, more

404
00:17:42.760 --> 00:17:45.800
customers that I could sell for for a longer period of time, et cetera, et cetera.

405
00:17:45.800 --> 00:17:48.320
Like, that's what I would do if I could do this all over again.

406
00:17:48.320 --> 00:17:51.800
And if it's only you, you could only have three or four facilities that you're doing this

407
00:17:51.800 --> 00:17:52.800
for.

408
00:17:52.800 --> 00:17:54.640
And you just do one a month, and then you go back to the beginning, like, you wouldn't

409
00:17:54.640 --> 00:17:56.960
even have to have zillions like I did.

410
00:17:56.960 --> 00:18:00.560
Like, you could just go like, there's three months in a quarter, and I'd have facility

411
00:18:00.560 --> 00:18:03.360
one, two, and three, and then I go back to facility one and do my rainmaking thing.

412
00:18:03.360 --> 00:18:04.360
And they could all be in the same area.

413
00:18:04.360 --> 00:18:05.360
It doesn't matter, right?

414
00:18:05.600 --> 00:18:08.240
But most of the times you probably just sell the issue I had is I'd sell them to such

415
00:18:08.240 --> 00:18:12.240
capacity that like, they'd be full, and then I had to go find another one to fill up.

416
00:18:12.240 --> 00:18:14.840
And that's why this model, you know, was what it was for me.

417
00:18:14.840 --> 00:18:17.360
But there's probably a balance between those two extremes.

418
00:18:17.360 --> 00:18:24.200
So bonus number 10, I would have run maybe $250 an ounce in every market before I decided

419
00:18:24.200 --> 00:18:25.280
to take them on.

420
00:18:25.280 --> 00:18:27.520
So some markets perform better than others.

421
00:18:27.520 --> 00:18:32.920
And so I could have spent like a grand to test four markets, like $252.50 to $502.50,

422
00:18:32.920 --> 00:18:36.880
to figure out which ones were gonna get me the most leads for the cheapest price, right?

423
00:18:36.880 --> 00:18:41.440
And so imagine I've got a bunch of different gyms or car practice or dental offices or real

424
00:18:41.440 --> 00:18:42.440
estate agent.

425
00:18:42.440 --> 00:18:43.440
It doesn't matter, right?

426
00:18:43.440 --> 00:18:47.400
That I'm selling for, cleaning services that I'm selling for.

427
00:18:47.400 --> 00:18:50.840
And I could have been like, okay, well, if I spent $250 and all these markets, and this

428
00:18:50.840 --> 00:18:54.000
market gets me, you know, one third of the price leads, then I can just ignore these ones

429
00:18:54.000 --> 00:18:56.240
and focus my time on the opportunity, right?

430
00:18:56.240 --> 00:18:59.040
So then I would have only worked with the facilities in the absolute best markets, right?

431
00:18:59.040 --> 00:19:03.160
So it would give me more leverage, AKA more money per unit of time and effort that I

432
00:19:03.160 --> 00:19:04.160
spent.

433
00:19:04.160 --> 00:19:08.480
And then finally, I would try and find the most expensive stuff to sell, right?

434
00:19:08.480 --> 00:19:09.960
So think thousands, not hundreds here.

435
00:19:09.960 --> 00:19:14.040
So like I could have made a lot more than a hundred grand a month if I said the balls

436
00:19:14.040 --> 00:19:17.400
to charge more and find a more valuable service or product.

437
00:19:17.400 --> 00:19:18.800
And you can do this in any industry, right?

438
00:19:18.800 --> 00:19:21.840
I like, you can do it in insurance, you can do it in pest control, you can do it in solar,

439
00:19:21.840 --> 00:19:23.640
I like to give you gym chirodenses, et cetera.

440
00:19:23.640 --> 00:19:26.960
Like if people have expensive stuff, you can get leads and you can sell them locally, all

441
00:19:26.960 --> 00:19:27.960
right?

442
00:19:28.120 --> 00:19:32.440
If you want to sell stuff in the thousands, market a cheap or free thing that's zero to

443
00:19:32.440 --> 00:19:38.480
$99, sell that thing as a lead magnet and then upsell them into a multi-thousand dollar

444
00:19:38.480 --> 00:19:39.480
thing.

445
00:19:39.480 --> 00:19:44.160
This gets you better lead quality in general, able to dramatically cut no shows and reschedules

446
00:19:44.160 --> 00:19:47.840
for appointments because if you bill them, you know, 20 bucks, 50 bucks, like people are

447
00:19:47.840 --> 00:19:50.840
much more likely to come in, right?

448
00:19:50.840 --> 00:19:51.840
That's what I would do, okay?

449
00:19:51.840 --> 00:19:56.320
Now, I promised that at the end, I would give you the text set up in the last three minutes.

450
00:19:56.320 --> 00:19:58.800
So here it goes as fast I can, all right?

451
00:19:58.800 --> 00:20:02.920
So this is crazy simple, so if you're not a tech person, like I am not a tech person,

452
00:20:02.920 --> 00:20:05.320
I was able to figure this out, so you can do this, all right?

453
00:20:05.320 --> 00:20:08.520
So just as a reminder, it takes 20 hours to learn most things, but most people spend

454
00:20:08.520 --> 00:20:11.240
years delaying the first hour, so don't be that person, all right?

455
00:20:11.240 --> 00:20:14.360
So like I said, I'm not tech savvy and I've got you covered.

456
00:20:14.360 --> 00:20:18.280
So you can figure out how to do all of this tech that I'm about to explain in less than

457
00:20:18.280 --> 00:20:19.280
60 minutes.

458
00:20:19.280 --> 00:20:22.760
So like, put a timer on, 60 minutes from right now, this moment, you can know all the

459
00:20:22.760 --> 00:20:24.360
tech that you need to know, all right?

460
00:20:24.360 --> 00:20:26.160
So here's what you got to do.

461
00:20:26.160 --> 00:20:29.600
First, Google, how to run a Facebook lead ad.

462
00:20:29.600 --> 00:20:31.360
This is how you're going to get leads.

463
00:20:31.360 --> 00:20:35.320
Give something away for free, the crazy guarantee, and you'll get leads.

464
00:20:35.320 --> 00:20:38.280
Your skill will be upselling them into something more expensive.

465
00:20:38.280 --> 00:20:39.680
That's number one.

466
00:20:39.680 --> 00:20:42.920
Facebook lead ad, you just Google how to run one.

467
00:20:42.920 --> 00:20:44.960
Number two, Google.

468
00:20:44.960 --> 00:20:47.920
Zapier Facebook lead ad to Google Sheets, all right?

469
00:20:47.920 --> 00:20:49.880
This will give you a makeshift CRM.

470
00:20:49.880 --> 00:20:51.920
This will just give you a big ol' list of leads.

471
00:20:51.920 --> 00:20:56.920
So now the ad, which you know how to run, then zaps over the lead to a Google Sheet.

472
00:20:56.920 --> 00:20:58.080
That's step two.

473
00:20:58.080 --> 00:21:04.360
Third, you Google Zapier SMS notification set up with Facebook lead ads.

474
00:21:04.360 --> 00:21:11.120
So third, Google Zapier SMS notification set up so that when you get notified so that

475
00:21:11.120 --> 00:21:14.120
you can get notified whenever you get a new lead, all right?

476
00:21:14.120 --> 00:21:16.960
It's the quick and dirty way anyone can set this up for your business, all right?

477
00:21:16.960 --> 00:21:19.080
So I'm going to recap this real quick.

478
00:21:19.080 --> 00:21:22.240
You're going to Google how to run a Facebook lead ad and you're going to give some amazing

479
00:21:22.240 --> 00:21:23.240
free thing away.

480
00:21:23.240 --> 00:21:24.440
That's what's going to get you leads.

481
00:21:24.440 --> 00:21:27.880
To make sure you actually caps it leads, you're going to go Facebook lead ad to Google Sheets.

482
00:21:27.880 --> 00:21:30.000
No, you don't even have to build a web page, all right?

483
00:21:30.000 --> 00:21:33.120
It's like, we're making this crazy easy here, like no landing page or nothing.

484
00:21:33.120 --> 00:21:36.140
You literally just have to learn how to run the ad and then you put a Zapier over to a

485
00:21:36.140 --> 00:21:40.360
Google Sheet and then you get a Zapier SMS notification that every time you get a lead,

486
00:21:40.360 --> 00:21:42.640
you get notified so you can call and text them.

487
00:21:42.640 --> 00:21:43.640
That's it.

488
00:21:43.640 --> 00:21:46.360
That's the tech setup to make this work, isn't this amazing, right?

489
00:21:46.360 --> 00:21:51.280
Now, this is how you become a rainmaker and I get asked all the time, a podcast, et cetera,

490
00:21:51.280 --> 00:21:52.600
like if you lost it all, what would you do?

491
00:21:52.600 --> 00:21:53.800
I've lost it all twice.

492
00:21:53.800 --> 00:21:55.920
I know exactly what I would do because I've already done it, all right?

493
00:21:55.920 --> 00:21:59.120
This is what I did and this is what I fell back on when I lost everything.

494
00:21:59.120 --> 00:22:01.440
Into this day, it's a skill that I have and you can have it too, all right?

495
00:22:01.440 --> 00:22:04.720
And if you're wondering, how do I figure out what's what offer to sell and what service,

496
00:22:04.720 --> 00:22:05.720
right?

497
00:22:05.720 --> 00:22:09.000
Go to a business that's local that sells expensive stuff, offer to sit at the front desk

498
00:22:09.000 --> 00:22:11.840
and try out a few different offers until you get the one that works.

499
00:22:11.840 --> 00:22:15.120
Once you keep configuring the price to get 10 to one or more, you can then copy your

500
00:22:15.120 --> 00:22:16.120
pasted in any market.

501
00:22:16.120 --> 00:22:20.720
Mind you, you might be able to do this and not have as favorable a setup with the first

502
00:22:20.720 --> 00:22:21.720
location.

503
00:22:21.720 --> 00:22:23.240
So you learn, right?

504
00:22:23.240 --> 00:22:24.640
You can learn before you earn.

505
00:22:24.640 --> 00:22:26.520
So learn, get all the kinks out on someone else's money.

506
00:22:26.520 --> 00:22:29.000
You can make significantly less and just say, like, I'll give you all the money if you

507
00:22:29.000 --> 00:22:30.000
can spend it.

508
00:22:30.000 --> 00:22:31.720
I'll work everything for free just to learn.

509
00:22:31.720 --> 00:22:35.960
Once you get the model, right, and you figure out a way to get 10 to one, 21, sometimes

510
00:22:35.960 --> 00:22:39.680
30 to one, then you scale and you copy, pasted in other markets, right, and then you can

511
00:22:39.680 --> 00:22:41.600
make a much stronger deal for yourself.

512
00:22:41.600 --> 00:22:46.800
And as an aside, it's way easier to actually get 10 to one, 21, 31 returns in local advertising

513
00:22:46.800 --> 00:22:49.720
compared to online because you have implicit trust.

514
00:22:49.720 --> 00:22:52.520
If it's whatever your micro-local market is, you automatically trust it.

515
00:22:52.520 --> 00:22:56.000
You don't need to watch some long, complex video sales later.

516
00:22:56.000 --> 00:23:00.320
If it's like, you know, Towson Chiropractor, like, he's around the corner, right?

517
00:23:00.320 --> 00:23:01.320
You trust them.

518
00:23:01.320 --> 00:23:05.400
And so you're able to sell high ticket packages with significantly less automation and selling

519
00:23:05.400 --> 00:23:08.600
before that, just because people are like, I can touch and feel this place.

520
00:23:08.600 --> 00:23:09.600
There's the location.

521
00:23:09.600 --> 00:23:10.600
They're not going to go anywhere.

522
00:23:10.600 --> 00:23:12.080
And to be amazed, it still matters.

523
00:23:12.080 --> 00:23:14.000
Most commerce still is not done online.

524
00:23:14.000 --> 00:23:17.800
As much as YouTube will make you think that everybody is online, still the vast majority

525
00:23:17.800 --> 00:23:20.680
of commerce is done in person, okay?

526
00:23:20.680 --> 00:23:22.840
And so if people trust people who are local to them.

527
00:23:22.840 --> 00:23:24.600
And so if you sell in person, it's even easier.

528
00:23:24.600 --> 00:23:28.120
And if you learn to sell over the phone, as a side note, you'll actually make more money

529
00:23:28.120 --> 00:23:31.800
because it's more efficient to sell over the phone, like in terms of sales per hour.

530
00:23:31.800 --> 00:23:33.200
So it's a higher level skill.

531
00:23:33.200 --> 00:23:34.400
It's harder to sell over the phone.

532
00:23:34.400 --> 00:23:38.040
But if you do, then you can actually sell for all these different markets from home, as

533
00:23:38.040 --> 00:23:39.040
I know.

534
00:23:39.040 --> 00:23:42.720
But I recommend if you're starting out and you've never sold before, start in person,

535
00:23:42.720 --> 00:23:46.240
do the first one for some sort of negotiated that's basically you getting nothing and them

536
00:23:46.240 --> 00:23:47.360
risking more.

537
00:23:47.360 --> 00:23:50.680
And then once you get the model down, then you can copy and paste it, negotiate with

538
00:23:50.680 --> 00:23:52.880
more leverage and you'll make more money.

539
00:23:52.880 --> 00:23:55.800
As an aside, again, with the phone thing, like the reason it's, you make more money is

540
00:23:55.800 --> 00:23:58.600
that you spend more time selling and less time waiting for appointments.

541
00:23:58.600 --> 00:24:01.880
So like, you don't get no show on the phone because you can just keep calling other leads

542
00:24:01.880 --> 00:24:02.880
and selling them.

543
00:24:02.880 --> 00:24:05.400
Whereas in person, you just have to sit there for 30 minutes and it happens a lot, just

544
00:24:05.400 --> 00:24:06.400
be real.

545
00:24:06.400 --> 00:24:10.480
So you may actually close a lower percentage of people you speak to, but you'll talk

546
00:24:10.480 --> 00:24:14.520
to twice as many prospects because you don't have to get in their car, you know, get the

547
00:24:14.520 --> 00:24:15.520
appointment show up.

548
00:24:15.520 --> 00:24:17.120
It's like you take that whole step out.

549
00:24:17.120 --> 00:24:20.280
And so it's basically like when you would normally be the person confirming the appointment,

550
00:24:20.280 --> 00:24:22.400
you actually just sell them right there.

551
00:24:22.400 --> 00:24:23.960
That's the 201 version of this, right?

552
00:24:23.960 --> 00:24:29.800
Like 101 is, really 101 is go to a local place and do it for basically free and have

553
00:24:29.800 --> 00:24:32.240
them front some of the rest of it you can learn the model.

554
00:24:32.240 --> 00:24:35.800
201 version of this is that you now fly around or you go to the local places and you

555
00:24:35.800 --> 00:24:39.080
can negotiate your, your splits, you get the majority of the upfront because you're risking

556
00:24:39.080 --> 00:24:40.560
the capital in the time.

557
00:24:40.560 --> 00:24:43.800
301 is that you learn how to sell this over the phone so that you can be central and then

558
00:24:43.800 --> 00:24:46.280
you can sell it in any of these locations, right?

559
00:24:46.280 --> 00:24:50.840
All of these require no employees, basically no money to start and you can make hundreds

560
00:24:50.840 --> 00:24:52.560
of thousands of dollar in profit.

561
00:24:52.560 --> 00:24:55.560
I hope you guys see the opportunity the same way I did because this is literally, we

562
00:24:55.560 --> 00:24:57.440
were like, how do you make, this is what I would do.

563
00:24:57.440 --> 00:24:58.440
This is how I did it.

564
00:24:58.440 --> 00:24:59.720
Like, it's not like a hypothetical for me.

565
00:24:59.720 --> 00:25:00.720
Like I've lost one.

566
00:25:00.720 --> 00:25:04.600
Everything I've had multiple times and every time this is what I did to make money again.

567
00:25:04.680 --> 00:25:07.000
How do I print money with no risk?

568
00:25:07.000 --> 00:25:08.160
This is how I did it.

569
00:25:08.160 --> 00:25:12.960
And so my goal again for everybody watching this is that I hope that you use the stuff, make

570
00:25:12.960 --> 00:25:17.560
all the money, you know, pass three million, get into the 10, 20, 50, et cetera, and then

571
00:25:17.560 --> 00:25:20.720
allow us to invest in your business so we can help you scale beyond that.

572
00:25:20.720 --> 00:25:22.960
Otherwise, most of the nation love you, so you guys next bit.

573
00:25:22.960 --> 00:25:23.200
Bye.