---
title: 'Business Coaching: Scaling from $300K to Millions'
source: 'https://youtube.com/watch?v=IG9IWQVmxqk'
video_id: 'IG9IWQVmxqk'
date: 2026-07-14
duration_sec: 0
---

# Business Coaching: Scaling from $300K to Millions

> Source: [Business Coaching: Scaling from $300K to Millions](https://youtube.com/watch?v=IG9IWQVmxqk)

## Summary

This video features Alex Hormozi coaching multiple business owners through their growth challenges, covering sales frameworks, pricing strategies, lead generation, and operational scaling. He provides actionable advice on closing sales, structuring offers, and focusing on core constraints to drive revenue growth.

### Key Points

- **Closing the Sale on the Phone** [00:00] — Alex demonstrates a phone sales script for a swim school, emphasizing closing all alternative doors, anchoring urgency, and using the CLOSER framework to guide the prospect to purchase immediately.
- **Restructuring Pricing for Swim School** [06:00] — Advises changing from monthly $100 to a $600 front-end offer for 12 sessions, guaranteeing results, then upselling to a $2,500 back-end program halfway through.
- **Seasonal Business Strategy** [12:00] — For a catering business with seasonal revenue, Alex explains that predictable volatility is not risk, and recommends focusing on scaling existing channels (PPC, Meta ads) rather than solving seasonality.
- **Improving Lead Quality for High-Ticket Sales** [18:00] — Advises a medical practice to increase front-end traffic quality by analyzing which content converts best, and to run Meta ads using top-performing saves-to-likes content.
- **Pricing by Outcomes for Consulting** [24:00] — For a data consulting firm, recommends shifting from hourly billing to outcome-based pricing using a 'calculator close' (charging 30% of savings), and offering five free one-on-one calls as a lead magnet.
- **Selling Annual Memberships with Bonuses** [30:00] — For a sticker-making membership, advises selling only the annual plan during launches with exclusive bonuses, then running a mop-up campaign for monthly at a lower price without bonuses.
- **Pricing for Ultra High Net Worth Services** [36:00] — For interior design/wellness, suggests avoiding complex tiers; instead, price per project (e.g., $100/sq ft) and add a small annual retainer for continuity, letting small jobs lead to larger ones.
- **Systematizing Delivery and Sales** [42:00] — For a financial advisory agency, recommends building workflows and using AI for asset creation, then scripting sales calls based on recorded pain points to scale without founder involvement.
- **Focusing on One Business** [48:00] — For a talent agency and photo studio owner, advises picking one business to focus on, as splitting attention prevents growth in either.
- **Gym Onboarding Offer** [54:00] — Suggests a $600 six-week challenge with a money-back guarantee (credited toward annual membership), plus supplement sales, to improve cash flow and customer commitment.
- **Standardizing Live Event Pitches** [60:00] — For a business training company running live events, recommends scripting the entire pitch word-for-word across 1,700 slides to reduce variability and speed up speaker training.
- **Mindset and Focus Advice** [66:00] — Shares the stonecutter parable to reframe work as meaningful, and advises removing all distractions to improve focus, especially for those with ADHD.

### Conclusion

The core message is to identify your business's primary constraint, focus all energy on solving it, and use proven frameworks (like CLOSER, outcome-based pricing, and standardized pitches) to scale efficiently.

## Transcript

thing in the past and what you have done hasn't worked. Have you tried have you? Because what we want to do with the O is we want to close all the other doors, right? Because right now you're leaving a lot of doors open in the sales process. So, you have to say, hey, if you're not going to do this, what would you do? Um, well, I would I would do it at home. Well, do you have access to a pool? No, not really. Or, I do, but it's like I when would they say yes. You're like, okay, well, when would you do it? Um, would you have time to take them three times a week? And they're going to be like, well, no, I don't have time to take them three times a week. And you're like, all right. Uh, so is it safe to say that there's no reasonable alternative for you right now? And be like, "Yes." It's like, "Honestly, you're the perfect fit for what we have. Can I tell you a little bit about it?" Yes. Okay. So, no one's ever walked you through the process of teaching a kid how to swim before. Right. Right. Okay. Cool. So, I'm I'm I'm I'm making myself the authority right now. So, so there's three things that you have to do to teach the skills. So, every kid needs to float, get to the wall, learn how to do help. That sounds obvious, but there's a big difference between people who succeed at doing that and the ones that don't. And the ones that do have three things in common. Number one is the right environment. So, right now you're at home, it's distracting. Or you go to a public pool, there's, you know, big kids doing cannonballs next to you. Doesn't work. Right. Right. The second is you've got people who are just lifeguards off duty, have never really done this before, and they're not actually experts at training. Right. You can imagine, let me think of an analogy. Um, if if I've got a high school kid who's just drawing, and then I've got a master artist, who do you think can teach someone how to do it better? Well, the master artist, of course. And not only can they do it better, they'll do it faster. And the third thing is if you have the right environment, you have the right expertise, the next thing is you need the right process, right? You don't want to have somebody who's doing this uh willy-nilly. Instead, it's like a a repeatable system to get someone from uh never been around a pool to you being a stress-free parent so you don't have to worry about doing a good job. Does that all make sense? Okay, great. So, when did you want to uh have uh Timmy come in? >> Summer. But yes. No, no, you want them ready by summer, right? So, it'd be like you said, hey, I want to be 40 pounds lighter by summer. And I'm like, right. So, we got to start now. >> Yeah. >> Okay. Honestly, the best time to start would have been last month, >> so you're a little late. So, we got So, again, I'm trying like we got to we got to move the anchor. So, if someone says, "Hey, I'd rather come in the summer." It's like, honestly, sweetie, it's February. You got to you should have been started in December. If you want to miss the summer, he needs to start coming like tomorrow. Mhm. >> So, it's like, "What's the first day this week you can bring them in?" >> Absolutely. >> Right. And she says, "Whatever." And you're like, "Great. What card do you want to use?" >> Mhm. Yeah. >> Perfect. >> And then they're gonna they're they're gonna you say, "Me, Visa, Mastercard, whatever." And they're going to say one of the two. You say, "Great." And then what's going to happen is they're going to start reading the card number, and you're like, "No, no, no, no. Actually, don't read the card number. It's fine. Let's just keep it safe. I'm gonna send you a link right now. I'll stay on the phone line to make sure everything works out. Did you get it? Okay, cool. Click that link. Go through there. Okay. You said you wanted to do four uh little time. Great. One o'clock. Let me make sure that I see it on my end because the times go quick and we've got a huge amount of students that are actually just scheduling this on their own. Okay, I see you through. It's awesome. Can't wait to meet you. I'll send you a text a couple reminders before that. Make sure to bring floaties. Nice to meet you, Sarah. Can't wait to meet your kids. >> Yeah. Awesome. That's perfect. >> It's just a sales issue. >> So, you need to close on the phone. >> Okay. >> So, take them through closer every step. Why are you here? This sounds like the problem. We close all the doors in overview. Whatever else have you done? Why? Why haven't you done it on everything that they're going to say? Why have Why is it not okay for you to wait? Why? Why can't you do this on your own? What are all the things they're going to say? Well, my cousin could do it. No, I can't. Okay, cool. I think you're a good fit because you need to do it now. You need the expertise, you need the process. I don't like process. It's not my favorite. We need a third thing. It'd be nice if it was an E, but like you want to have three things that everyone needs. And when you have those three things, you can't fail. Make sense? Great. Let's get you going. >> Okay, awesome. >> It's just a sales problem, man. I wouldn't I wouldn't What's your lead cost? >> Um, probably like 12 bucks right now. >> Okay, got it. And what's your average price? >> 100 bucks a month. >> And you're are you doing a h 100red bucks is the is what is the offer? >> It was we've always just done monthto month with a registration fee. >> What's the registration fee? >> Yeah. >> What is it? >> 40 bucks. Man, in 12, how long does it take you to get a kid to be able to like float and not, you know, sink? >> I really shouldn't laugh. >> How do you get a kid to be proficient? >> Yeah. Um, usually a few weeks or so, just because it's 30 minute lessons and once a week for most parents. >> Okay. Can we just say 12 sessions? Can we say 12 sessions? >> 12 sessions. Should Yeah. Okay. >> I mean, I mean, would you feel confident in saying that you let like 90% of kids to be totally good in 12 sessions? >> Absolutely. >> Okay, great. So, let's just charge $600 to make sure that you don't have to worry about your kid drowning. >> And if your kid has if you if you attend all the sessions and your kid has any issues at the end, I'll keep stay I'll keep working with them until they float. >> Okay, >> that's your front-end offer. >> Perfect. >> Okay. Now, what you do though is that halfway through the front-end offer, you say, "Hey, listen. Sarah's been amazing. I don't know if have you noticed that she's she can she can, you know, cry for help. She can float. She can get to the wall. She's amazing." They're like, "Oh my god, she's amazing." You're like, "Great." So, the thing is is there's a very big difference between not dying and being good in the water, right? And so, we've we accomplished level one, but what I want to show you, and this is now when you open the door, you say, "She's at phase one of our six-phase process of kind of water mastery." And this is one of those things that if you've ever seen people were just afraid of the water and they can't get used to it, we can take her from phase one to phase six where she can have something she can have for the rest of her life and her ability. She can play, you know, she can go to parties, she can go to the ocean. Like how long does it take him to get like ocean ready? What's that? >> How long does that take? Genuinely have no idea. I'm sure it's a long time. >> Like 30 to 50 hours. Is that >> perfect? That'd be exactly 30 to 100 sessions. Fant or 60 to 100 sessions. Love that for us. And so it's like great, we're going to that's what we sell halfway through. You take your five or six hundred bucks and you credit that towards the next 30 to to you know whatever however many sessions you want and you take it off the top. So that becomes the $2,500 offer on the back and you credit your five or six hund on onto it and then just downell time from there. >> And so if they're like well I can't do the whole thing. It's like no worries. Why don't we just get you through phase two? >> Does that make sense? >> Yeah. >> Yeah. That is all amazing. Perfect. Thank you. >> Do you think Do you think you can do that? >> Yep. Uh we'll make it happen. >> Okay. Say back to me what the changes are. >> We're going to uh make sure I'm going through the closer framework and everything, which I think a part of it was that I'm used to like very hot leads who are calling us instead of the fake. >> Oh, dude. You've never you've never sold before man. >> No. >> Yeah, you've never sold. >> Referrals don't count. You've never sold. It's okay. The fact that you got five is still great. I think you honestly you think you'd be a 15 or 20 and that would and if you got 600 on all those you you'd love life, right? >> You'd be making 12 grand on your $1,400 ad spend. That's upfront. That doesn't even include back end. >> Now, when they come in, do you sell them anything? Do you sell them floaties or kickboard or like any of that other goggles? Any kind of special stuff? No, we basically have to pick up our stuff every day at the end of class and so we have to pack everything away. So, we don't have anything. Okay. Cool. >> Well, I want you to have something. So, think about kids karate, right? They've got a ghee. Kickboxing has gloves. They've got belts. I want you to have something. So, maybe it's like swim cap, uh, a couple pairs of shorts that are like branded for your thing so they feel like they're part of the group. And then you can have them buy that, um, you know, as a onetime thing because the kid might want it. It'll just give you an easy upsell on the way into offset some cost of acquisition. >> Mhm. >> So, you're going to take more phone sales. You're going to try and close them on the phone. You're going to send them the link and tell them that you're going to wait until they buy and make sure you confirm it on their side. When you're going through the sales process, you go CL O S E R. Clarify whether they you'll label them. Hey, you you need this or your kids's going to go away. We have to anchor around time. Hey, you should have done this. You should have started two months ago. So, now is already late. So, we got to get going. How soon this week can you come in? So, we anchor around urgency. Oh, we have to close all the other doors. We got to say, you can't do it on your own. You can't do it with your sister. You can't do with all these things because none of them are going to work because you've already said you haven't done it. Great. I think you're a good fit. There's three things you need. Environment, expertise, and process. That's what we're going to do. And you said you want to get your kid floating. I'll guarantee that they're going to not float by the end of the uh the 12th session. If they're not, I'll keep working with them till they do. All you got to do is show up. >> Mhm. Which means that when you and you can translate, which means that when you pay this money, you don't have to think about it again. Your kid will flow >> as long as you show up. >> Cool. >> Yeah. >> Yep. >> Don't worry, you can watch the recording. >> All right. All right. I'll catch you later, man. Appreciate you. >> Appreciate you. >> See you, man. All right, let's [ __ ] go. Who here was worried about the lag? I was lagging myself. You know what's the real real is that that wasn't a lag. That was just me. Ju that was that was actually I just did that for like 10 minutes. Um okay. Who's up next? Who's on first? >> Lofty ambitions be achieved a country with socialist and communist system. Uh I think if you bribe people yes. Um, uh, sir, I'm broke. I read $100 million book, but I don't have any idea about the product. Passion profession. So, we have somebody on. We good? All right, let's go. Let's up the pace. Let's go. Revenue. What you sell, what the problem is, strong silent type. I can appreciate that. A stoic, if you will. They're like, I don't want to tell you what my problems are, nor my revenue. When is $100 million sales coming? Oh, it will be quite dirty. Abdullah Abdullah Tahir, it will be it'll be nasty. How do you research an industry and know its parameters for acquisition? Uh, you can you just literally just Google it and look at Ebida multiples. But at the end of the day, what someone here can someone hear me? >> Uh, yes. >> All right, let's rock. Revenue, business, and uh problem. All right. Uh, my name is Matthew. I sell premium catering experiences to private clients looking to celebrate milestone events in Sydney. Great. >> We do about 2.8 million this year with 40% net profit. I would like to be at 8 million in two years. >> Let's go. >> The main constraint se seasonally. So, we do about 65% of our annual revenue in six months. And if I don't solve this, I either say no to demand in summer or I am supply constrained in h sorry or I am overstaffed in winter. >> Yeah. So, uh, one thing right off the bat I will say is that this is a feature, not a bug of the industry that you're in, right? Same thing as lawn care guys, same thing as guys who do snow plowing. It's just a it's a super common thing. Swimming pools sometimes obviously in the summer. So, like there there are industries that are just going to be more smoothies if you summer versus Italian ice store. Like there's a lot right um that are seasonal. Now couple questions. So catering what is your what is your hot season again? >> Busy season. >> Yeah. What is the busy season? >> Pretty much uh September through February. >> Okay. And so from now until September is when it's slow. >> Yes. So, what why are people not celebrating from now until September? >> Actually, I'm not even sure. >> Festive season, I think. Yeah, it's it's not it's not as much of a festive season. I think people don't spend as much money um going through winter. >> I don't know if any of that has to do with >> But you still have >> economy in general. >> East uh don't worry about the economy. They whatever. I just remove economy from from Lexington. There's nothing you can do about it. So, okay. So, people don't do Easter. You don't do corporate events. >> We do do corporate. Yes. So we target corporate through winter more. So they have better lifetime value, but they have lower spend per per event which lowers gross profit. So okay, >> we do market more or less exclusively to to private. >> Okay. I'm just like it actually doesn't sound like you're actually in that seasonal of a business. People have like I mean I started with that but like catering happens year round. I mean shoot I cater every single week. Yeah. So we we we do large events. So typically kind of 60 to 100 people >> going to be like birthday parties, engagements, weddings there all year round. Um but a lot of the corporate rush that comes through in summer for end of year staff parties >> u things of that nature. That's what it takes us like well beyond uh our capacity which gives us our busy season and then through winter we just we lose a lot of that. >> You subsist in the not in the off season. Correct. You like lose money or break even in the offseason? >> No. No. We're still profitable. We have a really good We have strong gross profit and strong margins. So, we're still good. >> I just like to make more money. >> Okay. Got it. Um Okay. So, a couple things. So, currently, how are you getting customers? >> We have really strong organic SEO and we also do a lot of uh Google ads. >> Okay. That's the most that they're the main channels. So we have probably 50% organic, probably 40% organic, 40% ads, 20% referral. >> Okay. >> Some top meta, but it's less tracked. Um it's more of a brand awareness. >> Got it. So SEO and PPC kind of kind of rule rule the day. Um Okay. So what stops you from spending more on PPC? Are you maxed out? Like is it stop being profitable? Like what's what's stopping you there? search volume and lead quarterly drops through winter. >> Okay. >> So, our back to LTV is still strong. We're at a 12 to1. So, we can just spend more. >> I'm trying to find my I guess my constraint or my my question. My main question becomes I have considered popping up a corporate delivery like a um prepackaged >> typical corporate catering setting >> through yeah to be a kind of entity under catered by Matt which would be a year round service because they have a very inverted um seasonality to the event side >> where like the corporates are ordering more of that delivery but it's it's I don't want to get distracted like I'll watch a lot of your content I don't want to chase the woman in the red dress because it's a whole new business. Yeah. Well, I guess the pro like the problem that we're trying to solve here like you are profitable. You're running 40% even in the fact that there's on and off cycle. So to grow the business, we could ignore the fact that it's lumpy. I'll give you two examples of this. So, uh, Harry and David's, it's a chocolate company here in the US, does like 100% of their annual profit in the month of December. And then the other 11 months of the year, they have their mall location and they just lose money. That's number one. Other is if you look at like insurance, right? Um insurance makes money every year and then every eighth year there's a hurricane Katrina and they lose a bunch of money. And so I think what we what we need to replace is the difference between volatility and risk. So you can have something that is volatile but not risky. So insurance is volatile but not risky. Same as this chocolate thing. It's volatile in the fact that it changes a lot monthto month to month. But it's not risky because it's predictable. You know that every season this is going to happen. And so if we know it's going to happen, then we can predict it. If we can predict it, we can plan for it. Right? So all that to say, if we change nothing about the business, but you simply did twice as much, what stops you from doing that? >> Nothing. >> Okay. Uh >> everything everything's quite efficient to be frank. We can we can just spend more, hire more. >> Well, then I think you have have that answer. I think what what feels annoying is you just wish that I you know if you're Harry and Davids, you wish that the other 11 months of the year people celebrated chocolate as much, right? Um but you're just going to have a slow season and a hot season and that's fine especially especially since you're not losing money in the offseason. So I don't think you actually have a big problem to solve here. I think we just need to do more of what's working. I wish I could pull some magic uh uh business model out of a habit. If you're profitable all the months of the year and then some months you just make more money, >> that just sounds like a business that has a predictable cycle, >> right? >> I mean, think about the alternative. It could be unpredictable. That would suck. >> Yeah. No, it's it's it's almost predictable to the to the percent to be honest. It's pretty pretty consistent. Um, I've I've been trying to contemplate like how to get around this without actually starting a new business. And I was just I've been thinking about it for a couple years. I thought maybe maybe Alex would figure something out, but I maybe it is just that it's just a feature. >> No, what I would like to do is just focus all of your time on not trying to solve that problem and solving the more important problem, which is like how do we double PPC and probably get meta ads going? >> Like if you did nothing else this year, doubled PC PPC and just cracked meta ads, you'd hit your goal. Yeah. >> So, it's like if you can double the business doing one thing, why do four, >> right? >> Yeah. >> That's it, man. I mean, the whole point of of theory of constraints is focus. And it's just being able to say all the things you say no to. Like, there's such limited resources in a small business. The biggest one being your time, your effort, and your mental bandwidth. If you can just say like, I'm not looking at this anymore because this is just a feature of my business and I'm so grateful because all my competitors will be distracted by the shiny object. Like let them worry about that while you just keep crushing it and them. >> Okay, >> cool. >> Yeah, cool. Thank you. >> Appreciate you, man. Congratulations. >> Thank you. >> All right. Thanks, brother. Talk soon. >> Bye. >> Bye. >> Tuteloo Tio, as they say. Also, for those of you who were in the chat who asked how you get on the calls, um these are people, these lovely business owners are business owners who bought um a mega bundle of books uh during my best last book launch. Um and they're in a community on school right now, which uh has been closed to the public and opens up March 1st. And so if you uh and so I select people from that community. It's for million-dollar plus business owners. If you want to uh check it out, you can go to school.comacq. You can join the wait list. It opens up March 1st. All right, Carla, what's up? Big balla. >> Hi. Hi, Alex. My name is Dr. An. And so I'm a medical doctor. We specialize in sexual health. Um, and currently we're at 3.8. Would like to get to 10 mil uh or more a year. Um and so uh what is stopping us is that we I use your AI >> and it it says that we don't have a traffic problem because all of my traffic come from YouTube. It's really more of acquisition problem. >> Okay. >> And so uh after talking to you a few months ago, we started putting in uh in our application. So we have a funnel that is an application with questions that qualify and disqualify and then uh through uh a calendar which then schedule with our sales team. >> Okay. >> So what happened was that we ended up getting a lot of uh disqualified uh disqualified uh uh applicant which we then downell supplements uh for and our online coaching program. Okay. But that doesn't make as much money as our inoff treatment which is from 15,000 to 20,000. Yeah. As well, which we really want to uh focus on, >> right? >> Uh so what the question is, you know, and it's like are we doing something wrong in that application process? How can we get more qualified high ticket um >> applicant uh to the to the sales uh call? >> Okay. Two things. So we what what we had trouble in the past was that we had too many in the sales call that weren't qualified. Now we don't have enough and you know how >> you saying you don't have enough but so you added friction and you got and and you have disqualified people who are booking. >> Did the percentage of qualified people go up when you added friction or down? >> Oh no go down. >> The percentage went down. So you got more unqualified people by adding friction to your process. Yes, >> that makes no sense. Yeah, we well we we just put in filters as like you know this is not insurance covered you know this is yeah uh um the price and they click no what you know mean that that uh they don't want to move forward so that would disqualify it that was the only two disqualifiers we had that was it >> so but those people got disqualified so you didn't have to talk to them >> well they got disqualified they don't get to the they don't get they don't see the calendar to schedule with our sales team. >> That's good, right? That means the percentage of qualified on the calendar went up, right? >> Um well, you know, compared No, not necessarily. >> How? Hold on, hold on. What are we talking about here? No, no, listen to me. Listen to me. Listen to me. How is that possible? If you say there's a 100 people, half of them are disqualified, they hit the disqualified button, then half of them that come through are not disqualified anymore. That means the percentage goes up. I want to make sure we're talking about reality here. Are like, are we on the same page? >> Percentage went up, not absolute. Percentage. >> Yes. I want to help. You're just making my job hard. So, percentage went up. Correct? >> Yes. >> Okay. Percentage went up. So, are we saying that the absolute amount went down? >> Yes. >> Great. Now, of the people that did show up to the call, were they more qualified than before? >> Um, well, you know, our close rate were better. >> Okay. Okay. So the quality went up. >> Yes. >> Okay. So the reason I'm orienting you is so that we can actually solve the input output problem. So you had too much flow. We added friction. That increased the quality of the throughput. But then it decrease the amount which means mission accomplished. The next thing we have to do is drive more in the front end so that we can have a higher absolute amount of throughput. That's all quality. Right. >> Yes. That makes sense. >> Two options. You can do them both. Option number one is that the type of content that you're making needs to cater better cater to the avatar that you're looking for. >> How do I know that? How do I find that out? Well, one, the easy easiest thing you can do right now is email all of your existing customers and give them some sort of prize, some sort of giveaway, something to get them to respond and say, "Hey, what piece of content you come in on or what type of content if that's easier?" Um, and you can have probably four or five buckets of content you currently make. And they will tell you which one it was. On the sales call, you can also add a question, what type or what video got you uh here? because that'll start orienting what type of thing. Now, you're also in person. So, like when I ask people who show up uh at a workshop here in person, I say, "Hey, what type of content do you like?" If I say, "Hey, do you like a brutally honest video that's about mindset things like that?" There's a certain percentage that are there. But if I say, "Hey, do you like the cash guys video where I do a breakdown of the businesses?" The entire room's hands raise. And that's a room where the average person is doing $4 million a year. Those videos do less views than me talking about general mindset stuff because it's just a smaller audience. Gotcha. I I know what they're talking about. >> Yeah. So, number one, >> email the list. >> Yes. To figure out what type of content translates to quality, not quantity. >> Quality. >> Okay. >> Okay. >> That's thing one. >> And then thing two, and you're YouTube mostly used to YouTube, correct? >> Yes. >> Okay, got it. You're How big is the following you have on YouTube? um 150,000. >> Okay. It's probably big enough. Have you run meta ads before? >> Uh we did. Uh we ran ma ads and the applicants weren't qualified so we kind of stopped doing that. We're we're trying to do uh YouTube retargeting >> uh ads to the people that watch my video and then we got shut down by Google in three days >> because it was se because it was sexreated right? >> Yeah. >> Yeah. So, I think that if you audit your page to make sure that it's compliant um and try and relaunch it, that's probably a good idea. The retargeting is going to be kind of the lowhanging fruit because these are people who already clicked over there and so that's just going to nudge them along the funnel. But the real unlock for you is going to be paid ads on either meta or YouTube or both. I think that meta will be easier for you to crack even though you have a YouTube audience because those people also have Instagram and Facebook accounts. And I'm gonna bet that when you ran the meta ads before, was that before you did this process of adding friction? >> Yes. >> Right. >> So it makes sense. So you ran you ran basically open targeting to something that had no had no funnel for friction. We now have fixed the sales process. So we fixed that problem. Now we have to fix the traffic problem. So we're going to increase the quality of the traffic with the type of content you're making. And we're increase the quantity of traffic by soliciting the audience more times in more places by running ads on meta and YouTube and running them through our now better converting process by percentage. >> Okay. So you feel that meta is appropriate. >> Yeah. >> 100%. People who are there well I think it'll be easier. Meta is just I would say is easier for people to crack when they're starting. >> Okay. Got it. Yeah. >> And then run them through the same phone. >> Certainly try it. >> And let me tell you the type of content that you should use. So, do you make shorts? >> Uh-huh. >> Okay. Find the shorts that are save worthy rather than shareworthy. All right. So, the type of things that are like lists of of processes and steps, stuff where you really teach stuff that did medium well, those are typically going to be the ones that have the highest purchase intent. Do you have an Instagram? >> Uh, yes, we do. >> Do you make do you post your reels there? >> Uh, it's really repurposed. my long form content to Instagram. >> Fine. That's fine. When you look, I want you to look at the last year. Look at the one that has the the highest saves to likes percentage. So, the most saves >> and run the top 10% of those as ads on meta and then direct them down the funnel that we just fixed. >> And if you want, do people fly in for your services or no? >> I'm sorry. What's the point? >> Do they fly into your services? Uh-huh. >> Okay, then fine. You can run it national. >> Yeah. They they come from all over. >> Great. Then Yeah, you can run it as a national play. Yep. Run as a national play. >> Okay. >> Great. >> Yeah. >> We fixed one problem which now we have the next one. Yeah. Perfect. You got this. >> Thank you so much. >> You bet. All right. We'll talk soon. Good luck. I'll see you on the inside of the group. All right. See you. All right, let's roll. Rock hard. Pun intended. We had to get We had to get there. We had to get there. All right, caller. What's your revenue? >> Am I up? Is Reeds? >> Say it again. >> This is Reeds. Am I up? Reeds, you're up, man. Give me the rev. The rev, the prop, and the business. >> All righty. We are a data consulting company that sells services. We do about 500k. I'd like to get to all 1.2 million. >> Okay. >> Our biggest issue is leads, leads, and leads. And then making them, you know, see the message and reflected a business problem that they recognize. >> Okay. How are you getting leads right now? it it's been 99% referral till about it's still 99% referral but I have now turned on I'm doing content on LinkedIn >> I'm doing LinkedIn ads um I'm doing a um cold email that I'm trying to start it's not started but I'm trying to do that as well so right now for the last 12 years I've run my company off referrals yeah I haven't really >> sold anything so my question is is really around the best way to generate leads from a tech source that the message is really hard. I mean, selling data services, no one thinks they need it. Everyone thinks they need AI now. Luckily, I think a couple webinars ago, you had said somebody asked you a question about AI and you said you need a good >> you need a data infrastructure and I was >> Yes. >> You were like, can I clip that? We were like, no, you can't. >> Um, yes. Okay. So what size companies are you are you selling? >> I I tr I'm trying to do mid mid tier around 500 people. I've worked for >> it's all enterprise. >> So it's all enterprise >> enterprise but it's so hard to it's so hard to actually make a difference there. There's so much overhead and and trouble >> and trouble. Okay. Got it. Um so functionally what is the what is the dollars and cents output of what you do? Like I pay you money. what money do I get back and how do I make it back? Um some of the stuff like we can help you with cloud reduce your cloud cost so you can reduce cost that can be pretty great but okay I mean it can be from I don't know 10,000 to 100 couple hundred thousand okay >> I mean your systems around what say that again >> how do you charge >> hourly >> hourly >> consultant >> oh h oh oh oh oh dear me my god let's just get you to 1.2 2 million and get you no more customers and just change how you bill. How about that? >> I I could handle that. >> Okay. So, okay. So, a couple things. So, number one, I think you making content on LinkedIn is a good idea. Um I think that you should you should talk le like data no one cares about. I mean, >> yes, people care about it, but you no one's like waking up in the morning being like, "Ah, give me my data." I mean, I'm that way, but you know, I'm a I'm an oddball. >> What we want to talk about is the benefit of data, right? We don't want to talk about the plane flight. We want to talk about the vacation. We talk about Maui, not how we're going to get there. The TSA, checking our bags, taking our shoes off. That's the data. What the data gets us is that we got to talk about. So, your content needs to be talked like what you should be doing in your content is the demonstration of what occurs as a result of your services. >> And and that's we're a lot of the content is around ROI. >> Uhhuh. >> So, I'm trying to drive that because for the longest time I I targeted tech people, but tech people never have buying. hours. So it was always impossible to go. So now I'm trying to talk at a higher level of return on investment because >> so many people do so much tech stuff that just doesn't provide any value to the business because they don't they don't think they have to the tech side. That's why I'm trying to not talk to those guys. >> Yeah. So ROI content number one. I think that you should have CTAs in the content that generate inquiries that should get people to like do you give away a widget or an assessment of any kind? We're try on the website. I'm trying to do a a data ROI um meeting so I can kind of give you that kind of information. >> Let me give you a really sexy thing. Let me give you a really sexy thing. >> Uh I want you to give away five >> industry. >> Oh yeah. No, this is going to be sexy. I want you to give five oneonone calls away for free as the offer. >> Okay. >> Now, there's an asterisk there that it's only for companies that meet your criteria. >> Okay. and you probably have to take those calls anyways for a qualified lead. But the fact that the thing is is like for you to have a very high value lead magnet. I think so many of these are going to be so specific to the text stack they're using and all the other nonsense that we have to come up with something that people can appreciate is valuable. And so we say, "Hey, I'm going to give away five oneonone calls. Everyone understands that five hours or five 30 minute sessions is a is value. Like even even at the most basic manual labor level, there's value there uh that someone can get. And so I think the CTA of that will be a great way because then it'll give you five conversations. You can tie in multiple stakeholders and you can actually look at an enterprise style sale and it all works. All you have to do is set the frame at the beginning of this. It's like, hey, to be clear, are you good with me? As we walk through these five calls, at the end of the fifth call, I'll explain kind of how working with us might look like. In the meantime, I want to just provide you a lot of value. They're going to say yes, and it's great. And that sets up the conversation so that you can break their beliefs around it. The the big step here is that we wanna we want to take those calls to talk about what is going to happen, not how to do what is going to happen. Do you get the difference? >> Yes. Yes. >> Right. Exactly. We're going to describe it, not explain it. And that's how you reset beliefs. That's how you get people excited about what's going to happen. As soon as you get into like we're going to click here, then we're gonna they're they're gone. They don't give a [ __ ] Right. So number one, >> I've got that with my LinkedIn ads. >> Yeah. So number one, ROI content. CTA is 511 calls asterisk only for people who qualify. The second thing is that I think your offer needs to be around the ROI and you need to use something called a calculator close. So calculator close basically says here's all the things that you're currently doing which you can do at the end of the five oneon1s and say based on the whole assessment that I have here's all the areas that you're losing money or that you could have efficiency. This is what I expect you to make. you add it all together and say it's, you know, $200,000 is the savings slash, you know, improvements in efficiency and effectiveness, whatever, right? So, $200,000, the max that you can charge when you make any kind of result-based uh service is 30%. And so, if you say, "Hey, I'm going to save you 200 grand. Uh, I charge 30% of what I save, so it's 60." But that way, you're charging for outcomes, not hours. >> Okay? >> And that'll break it. And that that's what's going to allow you to really I mean that alone might triple or quadruple your income in independent of of the ROI stuff. Those would be the two next steps that I would do. >> Okay. Thank you. >> You bet. Thank you, man. Congratulations on the business. >> This has been very very very helpful. I really appreciate it. Thanks. >> You bet. Thank you for being part of the group. >> All right. Riard Vanderberg. That's a great name. Vandenberg. How much do I have to pay for that time? It would be free if you're a qualified lead. Johelle Jesus 4036. I love this. 511 calls is a bit too much. If you have no leads, what are we talking about? If you if you get to the point where you're like, "Oh my god, I don't have time to do these 511 calls." Guess what? We solved the [ __ ] lead problem. All right. All right. We got somebody up. What would it take to become a luxury real estate developer as an architect with no capital? >> Hello. >> Hi. >> Hey. All right. Revenue, business, >> and problem. Let's rock. >> I can tell you that I'm I teach crafters and mostly women 45 plus. >> You teach crafters? >> Stickers for themselves. >> Crafters make stickers. >> Stickers. >> Okay. Love it. I love this. This is great. Okay. So making stickers for themsel or for their family or to sell, >> right? >> So my business has made it over seven figures last year. >> Good for you. All low tickets. >> Thank you. >> Okay. So you made a million plus. Okay. >> Yeah. >> Amazing. >> Between $7 and 270. >> Okay. >> And the main continuity I have is the is a membership. It's my main $27 a month or 270 per year membership. >> Okay. I really want to be at 3 million USD per year, but my constraint I think is 30-day cash. >> So, on the main membership funnel that I have for ads, I collect about $60 in the first 30 days per new member. >> Okay. >> But when I base the numbers on my past recent launches, it's probably costing me about $90 to acquire them with meta ads. So, I just feel like I can't scale profitably. What's churned with? >> What's churn? What's LTV? >> So churn is 93%. And LTV bounces a little bit depending on launches, but it's around $300. >> Hold on. So $27 divided by 7%. Right. Okay. So 385 is So 385 is true LTV. Okay, that's fine. Um, and you're so big picture, just so we're clear, you're spending 90 and you're making 385, right? >> Well, 385 is across the entire like my all of my members. So, I haven't worked out the LPV specifically for the ads funnel. >> Okay. Um, are you on school? >> This membership is not on school, but I do have a smaller membership that is on school. >> Okay. Because on school you could it does it by cohort. So you can actually see cohorts by month. So you can see when you have your launch month and you could follow that cohort to see its churn. >> Yeah. I need to start tracking this. I can do it for myself. I just haven't. >> Yeah. It's a pay I mean we spend a zillion to to do that on school. Anyways, not a school ad. Um okay. So you're at you're at $60 is what you're collecting in cash. It's costing you 90. You're not sure on LTV, but you feel comfortable saying $300. >> Yeah. >> That's unfair. Okay. Got it. Um, and the problem is that it takes you two months to break even rather than one. >> The way that I've worked it out, and it I may not have all of my numbers here, but that it takes longer than two months. >> Okay. So, >> yeah. Yeah, I trust you. I trust you. So, >> it feels like because I'm I'm all good with with, you know, paying in advance and taking a hit on ads to get like a recoup for cash, but it feels to me from what I've worked out that it's probably more like six months. >> Okay, got it. So, when you're making the offer and and when you're running the ads funnel, is it running to a webinar or running to a five-day event? What is it running to? >> Yeah, five day. Well, three, four, five day events. I'm in the middle of one right now. >> No, you're good. So, it's paid. It's a paid event. Yeah. >> Okay. What's the uh what's the offer that you sell at the event? Price point. >> The paid event is $10 and then the offer is the 27 a month or 270 a year. And then I've kind of switched in and out different kinds of upsells to try and increase the car value. >> Okay. And so what percentage you're taking the prepayment versus the 27? >> About 10% take annual. >> Yeah. It's because you're I mean if you someone if somebody has the offer between the two and you're giving them 16% off, it's not a What bonuses do you add to the 270 or is it literally the same offer with a discount? So previously, yeah, I've done joining bonuses every day of the event, but I I haven't restricted it to annual members only, and I feel that I'm missing a trick there. And I'm consider because I'm in the middle of a launch right now, I could implement an annual members bonus right now, even for existing members to upgrade. So otherwise, apart from the two months, they get nothing else extra. >> I honestly think you you could you can very easily solve this with two steps. All right, so here they are. Number one is that when you're doing a fiveday selling event, you need to sell the expensive thing. >> Yeah. >> So, your fear is I'm going to I want to sell this recurring thing because I don't want to lose anybody. But the reality is that if you have five days with people, you could to a consumer audience is what you're selling to. >> 300 to 600 is the impulse purchase window >> for a consumer. >> 300 is the low end. 600 is the high end. That's your range. You could probably go up a little bit and you'd still probably you'll make more money at five or 600. I'm just telling you right now >> um if you wanted to go crazy. I'm just telling you you would. But you need to sell the annual upfront. All right. That's number one. And what I want you to do is come up with one to two big bonuses that are going to be annual exclusive. Okay. >> Yeah. >> Now, after the event is over, what you're going to do is you're going to do a scoop up campaign. So, it's five days and you're going to retarget everybody who saw the ads directly to your $27 purchase page. That's 27 per month. And you're just going to remove the bonuses. >> Yeah, >> that's it. >> That'll fix your cash. >> I like that plan. >> You want You can do it. >> Yeah, I like that plan. It's something that I haven't focused on enough before. Um I have tried increasing the price a few times to a bit higher. Not even in the 300 to 600 range. >> Yeah, >> but I feel that because I haven't offered a big enough bonus package that's definitely it hasn't helped. So, I can absolutely do this. >> I love this for you. Now, let me give you a little a little something else. There's probably some sort of what I'll call physical product premium that you can add to this. So, are there any is there like a kit? You can't do it for this one, but for next one. Is there any kind of like physical thing that you can give them like the the paper, the printer, the you know that kind of stuff. >> There are so many things physically that I could put together. There are so many things. I have no clue about doing this. Maybe Vantage is a good place for me to ask because it's something that I know has worked well otherwise in the creative space for friends. So, I'm sure that's something I could do. I just wouldn't know where. >> Yeah. So, I would say this if if I were you, what I would end up doing is I would sell them the printer with the paper. You can't do it by this time because you're like two days away from pitching. So, do what I said first. You know, add the annual with the bonus. >> But you will dramatically increase your conversions if you add a physical product that makes the makes this pitch tangible because the thing is is people need people. Have you heard like people need a reason but have an excuse? All right. The idea is that like these ladies, I'm assuming they're ladies 45 plus want to they want to buy it, right? They have a reason, but they need an excuse. The excuse that legitimizes the purchase they can go to their husband um or their spouse, whatever, is they say, "Hey, but I got this thing which I'm going to use to generate money or like they get something, not just like a login." So the a consumer's willingness to purchase goes up dramatically if it's physical. And so I think you'd actually be able to push a $1,000 price point if you included the physical thing. >> Yeah. My head is swirling now with so many different physical things. Yeah. >> Put together. Even if it's only a one thing to test first, like Yeah. I've never even considered doing that. >> So, step one, step two, because I don't want to overwhelm. Step one, add the annual. Make that the only offer available. I want to be clear, the only offer available is the annual with the bonuses. You cart close. After the cart closes, then you do a mop-up campaign. That's the $27 a month thing, but it doesn't have these two key bonuses. >> Okay? So, annual only at the next launch. Yes. And then after the launch completes, then I offer me uh monthly as well, but with none of the bonuses. >> So basically do two car closes. Car close one and then you do car close two. >> Yeah. Yeah. >> Okay. >> Yeah. >> And you can like let's say there's three bonuses, you remove two, you keep one at the 27. So that allows you to car close the second one. And then you have your normal everyday activities that don't include those three bonuses. >> Yeah. >> Cool. >> Okay. And if people ask for monthly, because they would, do I do I just say no, >> bro? say like um I I would say like we have options for monthly, but you're not going to get these bonuses that I just spent all this time talking about and they're going to be like, >> I like that. That's fun. Yeah. I really want to be open and honest. Yeah. >> No, of No, do not lie. But you can make it less convenient to purchase the thing you don't want them to purchase. >> Yeah. Yeah. I thought that helped. Okay, that's really awesome. Thanks so much. >> You bet. Talk soon. I'll see you inside the group. All right. >> Cheers. Bye. >> Cheers. Cheers. John, you like that one? Cheers. It's one of your people. I know you're like, "How am I saying a Chinese man has an Australian uh background?" Well, it's because he's from Australia. It's very mixed up. Um, okay. This is awesome advice. Thank you, Haley. I appreciate that. Izzy, what's up? I have two women in the chat. Holy cow. What a day. My 87% male audience. Izzy, I appreciate you guys. We're making a difference. We're doing it. We're doing it, guys. All right. What else we got? We up. All right. >> Hi, Alan. >> Let's rock, baby. >> Sarah. >> Sarah. >> Hi. Yes. Hell interior design and wellness advisory services to ultra high net worth families and family offices. >> Okay. Love this. I am I am that. >> Yes, I'm the avatar. >> Exactly. You are my avatar. >> Yeah. >> Okay. What's Robins? What's what's revenue? >> It's currently at 1.6. >> Okay. >> And I'm looking to be at 10 million by end of next year and then scale this to 250 million in the next 10 years. >> All right, let's rock. What's the problem? >> So, it's a little bit of a Van Western Dorp um issue where I'm building out this ladder and I have a question about the pricing structure. Basically, would you a or Tony Robbins buy this ladder? Um okay. >> Kind of the constraint I have right now. I want to fill it before we scale it. >> Okay. >> So, I have three tiers. >> The first one is the lowest and it's $80 a square foot >> for renovating or building a new home. And that includes all of the construction selections, the drawings, the furniture layout and selections. We incorporate um about a dozen different layers of wellness and we collaborate with the builder and architect. So that's tier one, $80 a square foot. And the whole vacation is that we convert their home into a wellness sanctuary so they don't have to leave to go to a wellness retreat. >> Okay. >> And tier tier two is a 7 to10 year commitment across their whole real estate portfolio. >> Okay. and it's $100 a square foot because we do everything that's included in the first tier. We also add um strategy across the residences uh a plan for sequencing the rates are locked in across that time period and we do like a property review to make sure every function of each property is in alignment. And then the final tier, tier three is the other two tiers plus more of their whole ecosystem. So, we advise on their yacht, their plane, their offices. Um, and they get curated annual experiences like we'll go to Italy and pick out their slab um for their countertop. We'll meet the artist in Vienna, whatever it is. They get priority placement. They get a 15-year road map. and they get annual council reviews where they've had a life event, um a baby, an injury, and we're presenting to the board about um you know what we'd recommend. So, they get priority. >> And what's the price on that? >> That one is $100 a square foot as well, but there's a 200k uh stewardship retainer annually. >> Okay. Have you sold many of these? No. Well, short answer, the top two, tier two and three are what we're adding. The tier one we've been doing for 20 years. >> So, that's what I'm I'm like, I don't know. I've run this through the AI like different ways. I just don't know how to build this ladder. >> Yeah. Hm. Well, I'm not actually sure if a ladder is the approach I would use with this with the business you have. >> Okay. >> Because when you talked to me through all all three of those, the first one made a lot of sense and the other two I was like kind of squinting a little bit. >> Um >> Okay. >> Because fundamentally, let's say you did tier one and then I said, "Hey, can you do my yachts, too?" >> You'd probably be like, "Yeah, sure." Right? And it would just be like at tier one. And so for fractal pricing to really work, it needs to be like five times the price. And so like going up by like 20% that's like it's too it's too undifferentiated. Does that make sense? >> Yeah. >> And also for me 10 year 15ear commitment sounds very heavy. >> Okay. >> Like I think the richest people in the world want flexibility. We want options and we want speed and we want to make sure that it's very easy and that when I pay you I don't have to redo it >> because then I would hate you. >> Right. >> Right. So, and the goal is like I want to be working with families through all their generations. I want to be doing all their properties. So, rather than them hiring a designer in Spain and Dubai and New York, I'm doing all their properties. >> So, here's what I think you should do. I actually think your annual retainer should be dimminimous. It should be like a rounding error in this project. >> And the reason for that is, and I'll explain why. So, we do this in home services a lot. And the way that it works is like if I sell you a $100,000 thing, right? I would say, "Hey, you know, we do a maintenance plan for $500 a year." Um, and it's a again, it's a tiny percentage of the thing. And it's because you don't care about the money and it should be positioned as insurance. Like I'll come by once a year just to make sure everything's working the way it should, all that kind of jazz, right? And it's like that's what most people do anyways. >> And so what it does is it gives you an excuse to always meet with them every year. And as soon as you walk into a rich person's house and you're an established vendor, they're going to have [ __ ] for you to do. >> Okay. >> So, to me, that's you probably need more continuity or want more continuity, I'm guessing, in the business. >> Yes. But I want to help people at a deeper, more integrated level, almost like a fractional board advisor for their properties. So, like we don't replace their estate manager, we partner with them. >> Yeah, I get it. I guess my concern that makes me nervous is that I don't want to be like just doing, oh, we're gonna, you know, will you help us refresh our bathroom or redo the kitchen and like small renovation projects. I want to do the whole home. >> I think that that's all going to come down to like the the how rich the people that you were talking to are. You know what I mean? Um, and as as much as I may you may hate to hear this, like the big the small jobs get the big jobs. >> Yeah. >> You know what I mean? So, >> I do hate to hear that. >> Yeah. But the thing is is it doesn't mean they're less profitable, right? And if if you think about it as like this is me maintaining the business so that in three years or one because the thing is is rich people buy houses and yachts and planes all the time, right? And so like every year they're going to buy something or every other year they're going to buy something. So, if it's an off year, you still make money, you still keep the relationship, you're still top of mind. And then I would like when I go there, I'm like, "Hey, what else do you have in the in the pipeline of acquisition that we need to be looking at?" And then that you can price that way because like fundamentally your pricing already scales with the size of the thing, right? So, you could have like a yacht pricing, a jet pricing, and a house pricing. That would make more sense to me >> um than having these tiers. >> And then, >> okay. >> And then the maintenance plan I would weave into it. You don't call it maintenance. Call it strate whatever. Whatever you want. It's I'm coming by once a year. I'm g make sure your shit's not [ __ ] up. >> Um, but then when I'm there, I'm gonna ask you what other [ __ ] you got going on. I'm g say more [ __ ] >> Okay. So, it's more of here's my core offer and then I have a continuity plan that is just included and it's like an annual retainer >> and >> Okay. And then I can figure out some really great inclusions to include with that. Do you think that the $80 a square foot for the core offer figure we typically do 10,000 square foot home? >> I literally did the math in my head. I was like, "Yeah, I was like, okay, so 800 grand." Um, it's funny because when you said the $80 a foot, I I wrote it down and I was like, the first thing I'm going to tell her is that this number means nothing to me. >> Okay. >> And what I mean by that is like I don't know what $80 a foot is. I I the the likelihood is most especially new customers. This will be the they're they're either going to only buy from you because you're a referral, right? Uh or they're pricing out three different people. And at the end of the day, if you come up more buttoned up, more professional, better finishes, better looking aesthetic, you'll win the business, >> right? >> Because they're they're coming to you not because they're trying to save save money. They're coming to because they want they want the best [ __ ] >> right? And we've decommoditized ourselves by saying we're a wellness advisory, which positions us really as a >> only one in the world at this point, right, >> that deals at the level of wellness that we do and interior design. >> So, we're not a commodity and they can't really price this out apples to apples. >> Sure. >> So, it's opened a lot of doors, including with like the Rockefeller family office, but >> I I just want to get, you know, the pricing dialed in. So, you're saying that if I were to pound a family off as like their CEO, >> if you said a hundred a foot or $80 a foot, I have no clue. They're just going to do the math and just figure out how much it costs. You know what I mean? Like it it means it's whatever. >> But giving them that formula is okay, don't you think? Like >> it's they're just going to do the math. So, it doesn't like you could have that be internal and just price the job and send it to them. >> Well, yeah. Yeah. I want to like >> give them something so that when they get on the call with me, >> they're not completely blindsided. Like I'm trying to set the expectation of, yeah, we do $20 million minimum for the value of your home and >> you know, like >> I think if you set that up >> value, >> again, I don't think the $80 really does much. Um, but if you set that expectation up front that like we only deal with ultra ultra high net worth and family offices and it's $20 million plus, you know, estates minimum, they're already going to guess that you're more than 100 grand, >> right? >> Yeah. >> Right. >> Okay. >> So, I would I would I would not do this ladder. I would have maybe I I don't even really care about the latter in general. You're going to price your jobs because you're so bespoke anyways. >> You're bespoke. And so, I think the key point is like sell whatever you can get away with. A lot of people like if you're a soul at the table, as long as you give them exactly what they want, they'll love you. Add in the continuity so you can keep getting business from them and it'll stack year over year. >> Okay. Okay. Well, I'll just go $100 a square foot and the continuity and figure out some awesome features for that. And >> 100's a nice simple number, right? Very easy to do the math. >> Yeah, super easy. Do it in your head. I love that. Okay, amazing. Thank you so much, Alex. And I'm coming to L1 in March, so I will see you soon. >> Rock and roll. Appreciate you. Appreciate you. Take care. >> You bet. All right, let's go. Let's rock and lock and load, baby. >> Thank you for showing up and being proactive and considering advice. You're welcome. Hello. >> Alex, >> let's rock. >> What's going on, man? It's Pat. >> Just hanging out. Just hang hanging with 1500 of my closest friends. All right, so let's go. revenue business problem. Bing, bing, boom. >> Okay, sweet. So, uh, we met back in, uh, August and we had a conversation. At that point, I was at 20K. This month, I'm going to be doing 71K. Um, >> a nice a nice a nice three and a halfx in, uh, in six months. I'll take it. >> Yeah, not too bad. Um, yeah. So, we'll do uh on average right now, we're doing about 45K a month. the the challenge that I'm having right now is that I am >> I am doing everything like I am the main point of >> uh I'm a we help financial advisory businesses scale through uh client acquisition so meta ads is the main deliverable >> financial advisor agency consultant >> y >> okay got it problem >> um I'm the main point of failure so uh I don't have the systems or the processes for marketing uh sales or uh delivery. And so like right now I'm I'm fixing the delivery and I'm just trying to figure out how do I do this faster so I can make more money. >> Yeah. Love that. So right now if we were to double the amount of like can you get customers easily right now? >> Yeah. >> Okay. So getting customers not a problem. So the issue is delivering for the customers. >> Yeah. Like I haven't I haven't lost any clients, but if if I were to double it right now, I would definitely I would I would start not being able to service clients and they would start churning faster. >> Got it. So what I would think of is step one is you need to think in workflows rather than roles. So like what are all the things that must occur in order for the business to happen and value to be delivered. So right now with a customer there's probably some sort of communication cadence you have with them. There's probably something that you that's like I don't know individualized. There's probably some sort of account management that's done. There's probably some sort of asset or creative that's you know being generated on their behalf. There's probably some sort of like site work. Do you help work their leads? I'm guessing. >> Yeah. >> Yeah. Right. It's a classic. So, um, currently, how many people work for you? >> There's, uh, six of us total. So, five. >> Okay. And so what are you spending your time doing >> right now? It's it's building out the the process of building all the assets. So like the the VSSLs, the nurture campaigns, um and then I meet with the clients and I work on them with strategy as well. Like how how do we position themselves for their business? >> Got it. So I would say that um like the VSSL stuff, so much of that can be AIDed at this point, right? at basically almost all asset creation has become incredibly commoditized. Like will it be the best? No. But you can get eight out of 10 every time in seconds, right? >> Yep. >> So you're building out those flows which when a new customer comes in that should kick off a process then spins up VSSL, spins up ads, spins up creative, spins up copy, integrates with meta, gets them online, spins up the funnel so that they can get built out. And so the only thing that really has to happen is that they agree the direction and you turn it on, right? And you get a card on file. >> Yeah. >> Okay. So, right now you just need to build that. >> Okay. So, how many hours a day you spend building it? >> Right now, it's like all of my time aside a aside from meeting with customers or like servicing like responding. It's it's all of my time right now. >> So, how long will it take you to get this stuff done? >> I feel like two weeks probably like max. >> Okay. And then >> well let's let's deal with the next problem because if you're it's asking me a two week it's going to be solved in two weeks problem then uh let's look past that. >> Okay. >> So >> yeah. So then >> yeah go for it. >> Yeah. I was just going to say then the next thing that I see is is just like the process for sales. Like >> we're we're getting like I I can turn up the spot for uh leads on Meta and I think we'll still the cost per lead right now for us is like 50 bucks. It's it's pretty cheap um in comparison to what we're charging. >> Um and so I I think like the next challenge that I'm going to have is that it's just not being in sales. Um although I guess it could be. Yeah. So >> okay. So I mean you're going to apply the same process on delivery to the sales process. The only difference is that you you cannot rely on your expertise in order to close. So the process has to look like this is that like you have to script this. So somebody who does not know much about being a financial adviser can close a financial adviser on your services. >> So they will not be able to sell like you because I'm assuming you sell with a position of authority as kind of an expert. And that's why founders typically always have higher close rates than somebody who's a traditional salesperson. And then they're like the salesperson can't sell like I can. It's like of course they can't sell like you can. They can sell a different way and still close the same percentage sometimes more. So that's what the question based framework u in terms of like having a closure framework for the sale for them and then do you have a VSSL before they get on the call with you? >> Uh yeah, but it needs to be updated because it's >> okay. >> Yeah, it needs to be updated. >> Well, I'm going to I'm going to give you I'm going to give you uh bad news and good news. Which one you want first? >> Uh give me the bad news. The bad news is that you don't have any real problems with your business. And so I have no like I'm not going like you you three and a halfx in the last six months and you know what your constraint is which is delivery. You're taking the time to systematize what you're doing on the back end integrating AI so that you can get more leverage there. The next constraint that's going to come up is going to be sales and we need to just look at your t are you recording your sales calls? >> Yeah. >> Okay. So keep all of them, plug them into the AI, and then ask for the recurring themes that people uh say their problems are before they buy. Take that list of problems, reintegrate that into the VSSL. We did this, and it literally doubled our acquisition. Just a side note, we literally just took only the pain points that people said, put those in, and then we're like, oh, we literally made a document called why people buy, and then we just use those in the VSSL. And then you take those same things and you build the script around it. The good news is so you're on the right path like this is just the work. >> So I was going to ask you then if if I'm on the right path you said before when we talked that this is going at some point I'm going to get tapped out right and I when you when we spoke originally you're like go up to Wales. >> Um >> what's how many customers do you have right now? >> Nine. >> Nine. Yeah. So the thing is is that what's your price point monthly? >> Uh it's it's creeping up, but I'm I'm pushing from six or seven. It's probably around five right now. >> 100 or thousand? >> 5,000. >> Yeah. So with SMBs, um I mean, if you get the right financial advisors, $5,000 a month means nothing to them. And that's who you want. This can scale, but it will scale only based on the quality of your avatar. If you deal with somebody who needs you to save their business, you will never save them. You'll just create a churn factory. So, just make sure you keep the bar very clear for who what what it what is required for someone to be a customer of yours. As long as that bar continues to go up over time, the business will be okay. If it starts going down, it's no bueno. From an enterprise sellability perspective, but like if you want to make money, which is what you're doing, it's fine. >> Yeah. Yeah. Like my first goal like I would I want to get to a million dollars in profit per year but then after that >> you could you could do that in you'll hit that run rate in a few like a quarter or two man like just just keep solving the problems you are you're fine. >> Yeah. Okay. >> Cool. >> Awesome. Thanks man. >> Appreciate you. Yeah. Rock and roll man. Easy peasy. >> Rudy says comments. He might read them. Comments I might read them. Can drop service make me millionaire till December. Mindfulfully you put a question mark at the end of your sentence. I don't even know what drop service is. Alexi is best. A Var plann 7350. You're the best. All right. Rocking. All right. Let's do it. Next one. >> Hey Alex, it's Alexar. >> I'm getting a ton of static. All right. Go ahead, man. >> My name is Alex Kumar. I'm a music lawyer. helping artists six and seven figure deals. >> Okay. >> Last year we did $487,000 after doing cash. >> Yeah, we I was about to say we uh we did a cash episode. So you did 478 47 487K. That's what you did. And what are you at now? >> Uh right now we are doing 30K the current revenue run rate. >> That's monthly. Okay. What were you doing when you got on the when you got on the show? >> 83K. monthly. >> We grew by $400,000 in one year. >> Oh, great. I'm glad my advice worked. That's good. >> So, 80K to 480K. So, that was worthwhile to come on the episode. >> Okay. Fantastic. I'm glad we 6xed. All right. So, what do we do from here? So, what's the problem? >> So, the thing the thing that's stopping me right now is qualified leads. um this uh the serviceable obtainable market is less than 100,000 people. Um and I'm looking to build uh a way to get to those people that have you know live offers uh at the right moment at the right time so they can hire me to help them close those deals. Okay. Um there's honestly a shitload of static on my side. It's very hard to understand you. It's not on you. So, what do you need help with? Just say it as few words as you can. >> Qualify leads. >> Okay. You need more leads. Got it. Okay. So, you need more leads. Now, if you doubled or tripled your lead flow right now, would you be able to handle it? >> Yeah. >> Okay. Got it. So, what are you doing right now to get more leads? >> Content. >> Content. Okay. Got it. And I think what I told you to do was to send them over to Instagram and then DM and do a DM funnel. Is that what you're doing? Yeah, doing that. >> Wonderful. Okay, so um if you just need more leads, it's going to be it's going to be one of two things that you can control on your own. Um option one is you start running meta ads. It's option one. Option two is you just make more content. And here's the beautiful part. You can do both of those things and they accomplish the same objective. So if you if you crank up your content and then make all of the best performers your ads, then your ads and your ad create sorry your content and your ads creative can merge. Which by the way for anyone who's listening to this is the future of how ads are working. Like the algorithm for ads and the algorithm for content are the same. Like it has merged. And if you think about what what the platform wants, if the platform could ever every single content creator making ads and the ads are just more content, then that means the entire platform would be quote adfree and still generating revenue, which is a superior experience for the users, which is exactly what the platform wants. And so, how many pieces of content are you making right now um that are like what are you making per week right now? >> Right now, 12 to 15 on Instagram. >> Okay. So, two a day. >> Two three a day. Yes. One to two long on YouTube >> per week. >> Uh, yes. Per week and five shorts per week. >> Okay. Um, this works. And the five shorts, are those different than the two per day you have on on Meta? >> Yes. Well, one of them I do two posts on Instagram and the and the same short is the clip the carousel on Instagram. So I cross posted. >> Yeah. Got it. Okay. So I think so big picture I mean you could obviously make more content but I mean I think your content cadence right now is, you know, is adequate. We're you're probably have to tighten the screws on is the quality of the content. >> So how much research are you doing on the hooks, on the scripting? Are are they scripted or how are how are you making them right now? the shorts. >> Uh yeah, I'm I'm doing the the content uh create the hood and then the steps for stories and do carros go uh an infographic. >> Okay. Do you have any kind of big accomplishment that you've had happen? >> Yeah, we've helped last year we helped artists close over $5 million. >> Okay, great. So, I would put that front and center. Um, and I would probably include it in every YouTube video that you have. So when you'd introduce yourself to edify you, I would say, "Hey, you know, I'm Alexar. I, you know, I do this for this type of person, and we've done projects as small as this all the way to projects as big as this, our most recent thing that we did last year for $5 million. And so in this video, I'm going to XYZ, show you how blah blah blah blah works, right?" Um, that's those are small tweaks that are going to improve it, but that's going to like elevate the brand overall. But right now, it's like we just need to grow the brand from a top-end, you know, content perspective. And ads is just something that you can do to scoop up um more people out of the audience you already have. But the big thing is that you just need to hit your advertising with an atomic bomb. Like that's what it is. Like that's what you need to do. Now, we could look at pricing stuff, but I think I already looked at pricing the last time we spoke. So, we fixed the business model. We 6xed it. So, that was good. Um what are your margins right now? 80% of profit margin. >> 80%. Love that. >> Yeah. >> Yeah. So, um yeah, we just need to make a shitload more content and make better content and then run the best content as ads. Like that's it. You have a front-end thing. Like you can d take twice the number of customers, right? I think I said that earlier. >> Yeah. >> Yeah. That's it. It's a it's a pure demand thing. And we already fixed the conversion process and we fixed the pricing. So, you just need to do more. So your focus first four hours of every day goes towards this and then you can start your day >> content and ads >> also they they hear the same. >> Yeah. Go ahead. >> Okay. Yeah. So the my question is there are some people some executives in the industry that says that say that because this game is all about perception status and network that I should go to industry conferences awards winners all of that kind of stuff. >> What do you think about that? I mean if you want but I would say like I mean if you want you can go like once a month and make sure it's a good one and see make sure you like can solicit the audience for business but by and large content is going to give you a lot more distribution. So branding is going to come from the association. So if you want to make associations with people who are bigger than you that's fine. Um I'm not against that. Uh the big thing that's going to matter the most though is that you have helped people like them get what they want. Okay. So, >> it's getting more people to know about the things that we are already doing. >> First four hours of every day goes towards making more content and then turning that content into ads. That's it. You don't need to change anything else. You're at 500K. That's how you go to three or four million and then we we check back in then. All right. >> Okay. Thank you. >> Rock and roll. Extimar. Congratulations on your 6x. >> Thank you. >> All right. Talk soon. All right. How do we fix our mic? Is the next one fixed? All right. I'm 24 and unsure about what to do to achieve my dreams. Dude, I'm 30. I was about to say 32. [ __ ] I'm 36 and unsure what to do to achieve my dreams. Um, I see so many people recommending hundreds of different things, but I'm an analysis paralysis. Yeah, bro. Just pick one. You're not going to know. Imagine this. Imagine I was trying to tell you, hey, some people are like, "Pizza's great. that's going to be your favorite food. And someone else is like, "Stak's great. That's going to be your favorite." Someone's like, "Oh, ice cream's great. That's going to be your favorite food." And you're like, "I just don't know which of these things to pick." Dude, it's food. They're all good. All these different paths are good. So, you just pick one and then you start eating it. All right, I'll answer another one. Orans, who can't spell surpass? I'm guessing I will surpass you one day, Alex. Just watch. I'm serious. I'm watching, bro. We're watching. We're watching. All right. How do I get a beard like that? You uh literally you actually do nothing. That's how that's how that works. Um let's see. How do I build a following? Missed that one. Uh how what are your thoughts on multi-level marketing such as Shopify? I don't think Shopify does multi-level marketing. I think you mean affiliate. And yeah, I think having affiliates, people who recommend your products and are compensated for doing so is a great idea. That's how Tik Tok shop works. Uh can I sell services to become a millionaire? Yes. What? Yes. 80% of businesses in the United States are service businesses. What are we talking about here? Thoughts on residential remodeling? So, by the way, guys, thoughts on something. Very tough question. Um, >> how would you scale a food truck business that I just franchised? How you scale it? Hello. >> Welcome host. You are now in the host room and can manage your callers from the call-in studio web interface. Audio recording is on dual channel. >> Can you guys hear this or is it just me? Am I hearing this? I just started a hair growth business. What is your best advice for you to have a great start? I think having good genetics is a great start for having a hair growth business. Uh uh you got to let people know about it. Oh, they can hear it. They can hear that I'm the host. We are struggling today. Uh, will I start how would you start an AI dating app? I I probably it's that's that's such a small question with a long answer. All right. Hello. >> Hello. >> Hello. >> My name's my name. Uh, how are you? >> Who is it? >> Adam Jacobs. >> Adam Jacobs. You've been uh you've been uh always a bridesmaid, never a bride, right? You've always been on the on the on the list but never made it. Am I correct? >> That's that's correct. >> I saw your com your comment in the group. I made sure that you uh that you got in. Okay. Revenue, business, and problem. >> Also, it sounds like you've got like something in the background. >> Oh, dude, just mute mute us in the background. >> Is that better? >> Okay, >> just mute me. >> So, um I own Talent Agency Group. So we own um we're accounting for actors and models photo studio doing 3.4 million in revenue. >> Oh photo studio. >> So >> turn me down in the background. Mute me in the background. I can hear myself. >> Okay. So uh we're talent. Yep. Switch I've switched you up in the back now. We've got like acting modeling agencies and now we have a photography a chain of photography studios as well. So okay as well. >> Okay. modeling agency and Photographer Studios. Okay, got it. >> Correct. We're doing 3.4 million in revenue and would like to get to at a much higher margin and less and significantly less uh stress or less challenge. I guess the best way to describe it >> and that's the problem is that you want less stress. uh just in the sense of so the talent agencies are very very difficult in the sense of we it's hard to commoditize them. So we basically we we started by selling preparation because we get 5,000 applications to the agency a year. So you don't know you know we basically started to try and productize many of those leads um because you can't guarantee the outcome. So you're like if you're ugly you're ugly there's nothing I can do right. Yeah, exactly. So if they don't book work, they get very, you know, they get aggressive regularly. >> So we tried the photo business was founded to essentially try and sell all the leads we don't want something else and also try and monetize it on the front end. >> Uhhuh. Okay. And the problem is >> so the problem is that uh as we've been sort of setting that up um we sort of set sort of stopped selling sort of preparation so preparation packages via the agency um and it's proven to be quite quite you know difficult to sort of make make the pivot over to just the photos in the sense to the agency um proving to be very very challenging. So the Okay, so you have a modeling agency. Can you give me a split of the revenue between the modeling agency and the photo studio? >> Uh the photo business is about uh just a little over $1 million. >> Okay. >> And the rest >> and 2.4 is through the agency. Okay. Got it. >> Okay. So >> with with a big chunk of that being like actual workshops preparation as opposed we only get a commission of 20% on booked work. So we don't factor that total the total volume of cash into revenue >> and most of that 2.4 is prep work not percentage. >> Correct. >> Yeah. Okay. Got it. Um Okay. So then and then you just randomly started a photo studio right? >> Correct. Got it. >> If the photo studio disappeared, would your life be easier? >> If the agency disappeared, my life would be easier. All right. Interesting. What are the margins between these two businesses? >> The photo studio has has much healthier margin. >> Well, tell me what what is it? >> Uh the gross gross profit is about 60% on the photo business. >> Uh the agency pack. >> No, but I don't care about gross. What's net What's >> net margin on photo? Net net margin on photos at 25 to 30%. Depending on >> Okay. So you're making whatever 250 grand here, right? >> Yes. >> Okay. And what are you making on the 2.4? >> On 2.4 about another about the same about another 250. >> Okay. Got it. So it's half the margin. Okay. So I guess so the question I have is like what what part of the modeling agency business do you not like? But uh the fact that you can't control the outcome for for the talent um and then and also just a very difficult nature of you know high high churn of your talent if you're not if they're not succeeding. >> Well, dude, it's just because you're you're ticking the bottom. That's the issue. >> Tick ticking the bottom. >> No, you're taking the bottom. You're you're bottom feeding right now. >> So you're making more money. Yeah. Right. And so like there's nothing wrong with agencies. There's gigantic multi-billion dollar agencies. There's nothing wrong with the model. The issue is the avatar. >> Yeah. >> Right. So I'm guessing that you're running ads to get these modeling people. >> No, mostly organic. >> Uh so people just heard of you and then they just Organic as in like they just come through for like Instagram and stuff. >> Uh Instagram and uh Google like SEO things like that. >> Okay. Um, got it. And so you want to get to six million. >> Honestly, we got to pick one of these businesses. Just we got to do one of them. >> Yeah. >> Like you're CEO of both, right? >> Yeah. Yeah. Well, um, yeah. Yeah. Yeah. >> Okay. How would you get customers in your photo studio if you did photo studio [ __ ] >> We do a lot of giveaway. Um, like we do a lot of a lot of giveaways maybe. >> Yeah. Model call, giveaway. >> Classic. Yeah. Okay. >> Yeah. >> So, >> yeah. I mean, that's that's one business. The modeling agency scales a little better because you don't have to open up brickandmortar stores all the time. >> Yeah, that's true. That's true. >> Yeah. So, which one do you want to do? You just got to pick one, man. Like, if I said, so if your modeling agent disappeared, would you be happier and you'd be able to grow? Would you be able to double the photography studio? >> Yeah. >> How long have you had the photography studio? >> Uh 14 months. >> Yeah, it is a little new. Uh you said how many locations? >> Uh two. >> Okay. Um honestly, you just have you just have to make that call. Like I like if if I get you to do one thing from today is that you pick one. >> Yeah. Like Zuckerberg didn't have an Airbnb, you know what I mean? >> Yeah. The main the main advice being just pick one and go go ham on that >> because if you had half your time back, would the problems that you're dealing with either of these businesses be solvable? >> Yeah. >> Right. You only have enough time to maintain them, not grow them. >> That's Yeah, that's very accurate. >> Right. And when you talk when we talk about switching costs, it's like there's talk there's cost switching, like task switching, and then there's like business switching. So, you have to like completely switch context. You're like, >> right, I'm talking about people showing up for photography shoots, upselling into portraits and packages, and then you're like, wait a second, models, I've got to go outbound and get a brand deal for so- and so, right? >> Yeah. >> It's just two completely different businesses. So, both of them make the same profit. Um, I would say that modeling agency scales easier, but you sound like you hate that. Uh, and so pick whichever one you want, get all the time back and go all in on that. >> And then just push all the way till the agency strikes the part. >> Sure. >> In the in the in the in between, >> but like the I'm telling you what the difficulty with the studio is going to be, I said, you know, is finding talent at each of the locations be tough. You're also going to deal with ad fatigue because it's a local market and if it's all ads driven it's very little recurring revenue you can get some seasonal if you do families are you doing what kind of shoots are you doing? Uh, we do model we do model >> model shoes. What do you know? Right. >> And model, >> right? So, I guess you can get up, you know, they'll probably get updates every year or two. Maybe you would know that better than me. So, I think if you if you just say if you position it as models, get updated pictures at once a year. That might be a great way to get them into an annual subscription. That's probably the angle that I would go with on the photo studio to make it a little bit more recurring. >> Yeah. >> Okay. >> But just pick one, man. I I there's nothing I can tell you in this call that's going to matter except for that. >> Okay, good. It's a good >> All right, that's all you got to do is just pick and then you got to commit, man. >> And not not have this happen again. That means you stay the pack. You you pick and then you commit. Stick with it. >> Thank you. >> Appreciate you, man. Congratul Hey, listen, man. You're obviously good at doing stuff. You're making millions of dollars a year. We just got to focus it. >> Thank you so much for that. It's good. You make a good point. Thank you. >> You bet, brother. Talk to you. >> Bye. >> Toodles. Cheers. Cheers. All right. I'm 49. I'm trying to build a real estate wholesaling business. You should start. All right. I need to >> Hey, Alex. My name is Angelo. I sell personal training to people um aged 45 plus. Okay, >> right now I'm at 300k revenue and I would like to be at 1 million. Um, the thing that's stopping me is that right now I have three locations. I grow >> way way too fast. So, one location is filled with like 180 members >> paying on average 80 per person. Um, one location is at like 46 people uh also paying the same and another location is at 105 people also paying the same. >> So that's the situation we're currently in. Um, >> that's you're making 300,000 between three locations. >> Yeah. Combined. >> Geez. >> Who's doing the PT? >> Yeah, I know. So, uh, one on two. Um people come one time per week, 20 minutes, normal clothes, they don't sweat um with a personal trainer. >> We train like six people per uh one hour. So um every 20 minutes, two new people. It's high intensity. 45 plus 55 until 65 is um 80% of my clientele. >> And it's 80 bucks for the 20 minutes >> like um excluded 9% VAT. So uh on average 80. Yeah. >> Okay. And that's per 20 minutes >> um per month. >> Per month. So they get four 20-minute sessions for 80 bucks. >> Exactly. Yeah. Um margins could be 80% if if um we are doing like uh if we're utilizing 85% of the sessions >> which is the case in one of the three locations. >> But the reason why I grew so fast to three locations, I acquired one last year for 15k. So, basically nothing. >> And I set up another one. It's brand new. >> Okay. So, if you get these ones to full capacity, do you get to a million? >> Um, not sure. Um, >> well, what does a fully what's a filled facility make? >> No. Um, I I I was I was thinking to grow each facility to 300 people. Okay. >> Um, >> so 900 in total. Yeah. >> Okay. Got it. So, what's the issue >> right now? I'm not getting enough leads. I'm a little bit cash constraint as well. So, I was doing like uh a lot of outreaches on WhatsApp, old members, old leads. >> Yeah. >> Got me some new clients, old clients back. But, um, >> how do you get customers now? >> I'm sorry. >> How do you get customers now? >> Um, say, yeah. right now. Right now at the moment, yeah, just with one reach out using the AI. >> Well, good on good on good on my AI, but um you need a more scalable way of getting customers right now. Uh not that that's not scalable. I mean, how many how many new customers can you get per day? >> Yeah, if I'm doing the sales, I could do maybe Yeah, 10. But I also have a team. You can get 10 customers a day via outreach. >> Yeah. >> Okay. Um >> well then shoot. That's 300. 10 a day, 30 days, 300. You need to get 300 each. >> That's a lot. >> That's that's a lot. That's too much. But I also got a lot of clients using Facebook ads. But right now, um yeah, because cash constraint um I didn't had uh >> Well, are you actually cash constraint or is the offer that you're what's the offer that you're advertising? So um right now yeah the offer we are advertising um yeah I I I just set up some new ads today. Uh what I know advertising is like uh when people don't get like results in like four weeks >> they um they get the next four weeks uh for me. >> Sure. Okay. What's the price though? like um 90 €97 and setup fee of €59. >> Okay. What's it what's it cost to get a customer for you right now? >> Um with the old Facebook ads it was like €200€ 250 >> per customer. Okay, that I mean that sounds right. >> Yeah. >> So it's not that you're cash constrained, it's that uh you're not charging enough on the front end. So, you need to sell a defined end thing. So, um I think that you should have something that's called like on-ramp or onboard. So, it's like listen, we're we're able to sell PT at $80 in small groups because people get onboarded um for six weeks. That onboarding cost $600 and then at the end like then you go into the normal thing. >> So, for the first six weeks I charge >> 600. >> 600. Mhm. Give them a meal plan. Weigh them in every time. >> Meal plan and >> and weigh them in. >> Weigh them in. >> Mhm. Have you read my Gym Launch Secrets book? >> No. No. No. >> I wrote an entire book on how to run a gym. You should read that. >> Yeah, I'm going to do that. >> That is my first and only real recommendation right now. That being said, >> I think you were in a six week challenge. $600, you lose 20 pounds in six weeks. And if you do, you get the money back. >> But but um yeah, the thing is that the people who come to uh to our location >> is that um >> they don't want to lose 20 pounds. >> Cool. So all we do is we make a different goal. >> Yeah. >> You want to They all want to tone up and feel good, right? >> Yeah. Like um they want more >> I already know the problem. I I was literally in the gym industry for a while. I I know what you're we're dealing with here. So, >> yeah. >> They want to get in shape. The biggest problem they have is accountability and the thing they're afraid of is getting hurt right? >> Yeah. >> Right. So, you sell that as the program. The reason that we do it this way is because people struggle with worried about getting hurt, which is why we do more onboarding to make sure you don't get hurt. You're worried about accountability, which is why we put the dollars on the line to make sure that you show up. And we want to make sure that you feel you get kick started in your fitness, which is why we're going to put some goal because if we don't measure progress, how are we going to know what's working? All right. So, I'm going to take your body fat at the beginning, body fat at the end. You might stay the same weight, but we're going to change the numbers around. It gives you something to target towards. Now, 3 weeks in, we're going to say, "Hey, Sandra. Hey, Dan. You guys have been doing great. You're down four pounds. How you feeling?" Amazing. So, you realize this is a lifelong journey, right? Not something you're going to do in six weeks. Yep. Okay. Amazing. So, this is what I want to do. I want to match your commitment because you've already showed up. every time you said you were going to, and hopefully you feel like I did, too. I'm gonna take that money that you put towards this and we're going to roll it towards the year. That way, we can make this a lifestyle rather than a quick diet. How's that sound? Fantastic. You want to just prepay for the year right now? That's what most people do. >> It sounds like you said that a lot of times. >> Yes. I've also taught 6,000 gym owners how to sell this. So, yes, >> but um Okay, >> tell me why you don't think that's going to work. Go for it. Tell me >> like um okay, I'm going to try this new offer um and then I'm going to give that back to them like the €600 they invested. >> Yes. But how are we going to give it back to them? >> I don't I don't know. >> We're going to credit it. We're going to credit it towards them staying for the year. You want to do that right now? >> Okay. So functionally what you're going to do is you're currently at 80 bucks, right? >> Yeah. >> You're going to pop the price up to 130. People are going to come in on this offer and then you're going to knock $50 a month off for the next 12 months. That's $600. So you're going to take 130 subtract $600 per month. That means you're going to be at 80 bucks a month, which is your current price, which means they can prepay for a,000 bucks they get the rest of the year. >> Okay. Sounds uh >> It also comes with a t-shirt. to to be honest. Um yeah, I have to look up on the internet how to um do the meal plans and everything. I've never done that to be honest. >> It's not hard, man. I promise you. Uh the other thing you should do is after you meet them with them, like you're you're you you sell them right now. You should have a nutrition consultation. It's your first consultation. Sell 200, 300 bucks in supplements for the whole six weeks, which means they're going to need two months worth because it's six weeks. So you'll sell three or four products times two upfront and that'll liquidate your cost of acquisition just on products. You don't have to do any more sessions. Cool. >> Okay. Okay. I um this is this is really important to me. So I I just want to um like reframe what you said to me. So I Yeah, I need to make sure that I understand um yeah what you're teaching me. So, um, new offer 600 six weeks. Uh, and I have to sell like supplements for the six weeks. >> Supplements over like two or 300 bucks. >> Mhm. >> Uh, and besides that, uh, a meal plan. >> Mhm. And you weigh them in every week for the six weeks. >> And then, >> okay. >> Give them a goal. If they hit the goal, they get it back. The point is not that they hit the goal. The point is that they start the process. You pitch halfway through. Do not wait till the end. Okay, great. Uh, and then one more thing. Um, I have to get get them in, of course. And, um, do you have any any advice on the, uh, Facebook ads part? >> Uh, like, uh, not do you have any advice like uh, what what I am what I'm currently stuck at is creating ads. >> Right now, static ads are doing the best. I know because I talked to the gym launch team like last week. Static ads are are outperforming video for most people. I still think that better video outperforms statics, but most people suck on camera. And so statics outperform video for most people. So if you're not good on camera, try statics first. My preference is to have my my personal preference is to have videos of many customers working out in unison. So if you can get people to do sit-ups or push-ups in unison or jumping jacks in unison or or you know ab cycles where they have their feet on the ground and they're doing the little thing, if you get everyone to do everything at the same time, it's very attention grabbing. And then you have the offer in the copy. Cool. Yeah. >> All right. >> That's it, man. Easy peasy. Million bucks. >> Yeah. >> Thank you very much. Are you ready for this? >> Buy my book and then read it. All right. Uh before I take the next caller, uh I'm gonna I'm gonna shout out to the chat. Choose me, boss. Dude, thug life chose you, man. Um here comes the fudge, right? By the way, don't copy and paste the same question over and over again. It's just it's just quite cringe. Cringe is how the kids say it these days, right? It's cringe. Is that appropriate, Kai? It's cringe. Is cringe old now. Is cringe like past. It's not sus. What is it? It's cooked. No, cooked is like I'm cooking them, right? Do I need to educate you on on on Jinzy [ __ ] Jesus. We got a boomer over here. What are we What are we talking about? All right. I'm 21. I'm broke supporting my mom with cold calls. I hate I want to learn uh AI and creative. How would you escape? All right, man. I'm gonna answer this for you right now. Number one, stop saying you [ __ ] hate him. All right. Like, do you think the rice farmers in China 2,000 years ago, shout out to China, uh 2,000 years ago who were providing for their families were like thrilled about having, you know, bending over all day long. Calm down. uh and and and taking up rice, you know, one rice patty. I don't really know how rice is farmed, but something like that. Yeah. Little little fingers at a time. They have small hands. Anyway, a tremendous amount to be gained from realizing that you're doing something for people you care about, right? Um like you're doing this to provide for your family. Like I don't know if there's really a higher honor than that. And so when you're going into it, I'll tell you a little parable about this. So you might have heard this. It's the parable of the stone cutter. So guy walks up and there's three three guys kind of hammering at stone. So he goes up to the first stone cutter and he says, "Hey, you know what are you doing?" And he's like, "Uh, it's backbreaking work. I'm just hammering stone all day. It completely sucks." He's like, "Okay." The second guy he goes up to and he's like, "Oh, what are you doing, sir?" And he says, "Well, I'm providing for my family." He's like, "Okay, that's cool." That guy seemed a little bit more upbeat than the first guy. He goes to the third guy and he says, 'Hey, what are you doing? And he says, 'I'm building a cathedral that's going to last generations. And the moral of the story is that the work was the same. The only difference was their outlook on the work. And I think that if you change your outlook on the work, the work itself becomes significantly more bearable because even if you play out whatever version of the business that you want to start is, the vast majority of your day is not going to be doing [ __ ] you love. It's just not, right? Um there's just a lot of stuff that's like and I only say this as somebody who literally did this. I was in the make money career as a management consultant which you then go to business school and you become a banker finance and you make money whatever and so I said you know what I'm going to do something I love. I'm going to do fitness. Everybody tells me I've been into fitness my whole life. I was competing at the time. I was like this is what I'm into. So then I go and I say I'm going to start a gym. I said that that's what would make this real. And I start a gym. And as soon as I start a gym, which is literally fogging my passion, following my dream, I then realized that I have to sell memberships, I have to mop the floors, I have to clean equipment, I have to, you know, I have to I have to market, I have to, you know, billing, pick playlists, all this nonsense that I that I had no interest in. And so what happened is that as I followed my passion, 80 90 95% of what I was doing every day was not the thing that I thought I was. And so for almost everybody, if you think you're going to follow your passion, it's going to be literally doing the one thing that you love every day. You're beside yourself for two reasons. one, it's not going to be. And two, if you literally did the same thing that you like every day, you're going to stop liking it because you adapt to it. The reason you like it now is because it's rare. It's a special thing that you get on your terms, on your time, and you do it for no money. And the thing is is when you start, people are like, I would do this for free. It's like, yeah, but you wouldn't do it all day every day for free. At some point, you'd stop because the reinforce because that's how humans work. If there were one secret, we would all do it. The point is that things have to change and we expect that things are going to stay the same. And then we're somehow upset that life doesn't treat us the way we expect it to. And so to the young man who's broken 21, one, I think you should double down and get really good because you can absolutely get out of this poverty through the sales cycle. Number one. Number two, if you want to say, you know what, I'm I'm going to do the sale thing and I'm going to go all in in terms of my dedication to it. I'm going to spend uh, you know, eight hours, 10 hours a day. When you're on for sales, I want nothing else on your calendar. I want you to fall in love with the process. I want to fall in love with the craft. I want you to sharpen your sword. That's what you're doing. You're sharpening the skill set. And whether AI takes it over or not in the future is irrelevant because you learning how to sell will be core to everything you do in life. Now, with the other hours of the day, I'm saying say 5:00 a.m. to 9:00 a.m. 5:00 p.m. to 9:00 p.m. All right, you got eight hours that you can play with plus weekends if you want. In that time, go learn the AI stuff that you want to learn that you said you were interested in, and stop sitting on the sidelines and use the sales skills that you're practicing, cold calling, and go get yourself some [ __ ] business. and then realize that it'll still be miserable because work is hard. And all you have to do is reframe it just like the third stone cutter and be like, maybe it isn't miserable. Maybe I'm doing something that I find meaningful because I choose to make it meaningful. All right, with that, let us take on our our final boss. Let's take on Bowser. Let's go. Hello. Hello. Hi. Uh, my name's Adam. Big fan of your work. I sell business training to business co uh to business um clients, right? So, small business. >> When you say business training, what is it? >> Like what is it? What do you what do you teach them how to do? >> Uh, so I teach them how to grow their business. So, we we have startup training and we have growth training and scaling training. >> Is it courses that are done in person or is it digital? So we've got a very very heavy inerson model. >> Okay. >> Um and yeah, so last year we did 14.8 million >> accounts. >> Yeah. And we want to scale to 25 million. >> Rock and roll. >> Typically the the biggest constraint that we we've have we have a couple of few different constraints. >> Our acquisition method is that we run 12 to 15 live in-person events on a monthly basis which are free events. It's like our, you know, demonstration to how we can help business owners. We on average we have about 100 business owners per event. >> When they come to those events, we have an offer that's a,000. >> Okay. >> Um, and that filters that down to about 250 new clients per month acquired. >> Um, they go into boot camp train boot camp training. So they spend three days with us >> and at the three days we have a range of offers. Mhm. >> Um offers that suit startup start of about 5K >> up to 30K for our more advanced staff. >> Got it. >> And we've got about a average per head revenue of about 5,000 head for everybody that attends a boot camp. >> Very very consistent model. >> Profitable model. >> Yeah. >> Um want to take it forward uh to to 25 million. That's the next phase. >> Got it. But we've got a few constraints and that is acquisition method for one probably and and also the special skills around the acquisition method and a bit of geography as well. >> Yeah. So right now who's doing the pitching at the events? >> So I've got about six to eight people that I've trained. So I don't go out on the road anymore. >> Yeah. um they they they are doing the pitching and we've got some really good ones, but it does take a long time to get those people up to speed to be able to do a really good job >> and at the moment that's where my focus is. So that's what I decided to focus on this year >> is to try and replicate that skill set as much as possible. >> It does take time but working on that. >> Well, let me ask you a question about the pitching. So when you have the pitch, is there a slide deck? >> Uh yeah. Yeah. >> How many slides is it? Exactly. I think roughly >> 2 268 for the day. >> Yeah. For the whole day. >> Yeah. For the day. >> Ah. All right. So, let me just make your life a hundred times easier for six days of work. Cool. >> Yeah. Sounds good. >> So, the pitch should be word for word scripted on the slides. So my pitch at Money Models, the book launch was 1,700 slides just for the 90minute presentation that I gave, which means every word I said was on the screen paired with a visual for people who don't speak English that good. And so then >> you think a live in in person that that would be because this is all live in person. Yeah. You'd still go down that road. Yeah. >> Oh, no. I think we did like 70 million last year doing that in one of our companies. So, yeah, >> I think it works. >> Nice. >> Think about this. >> If the words and the visuals are already taken care of, the only thing that you need to train them on is how fast to say the words, how loudly to say it, when to raise their voice, and when to lower it, and what to do with their hands. Yeah. Well, that that that does make a lot of sense. >> That's it. Like literally, you you've had this it takes all this time to get these people trained up simply because you haven't had the pitch standardized. Standardize the pitch. Put it in 1700 slides. And I'm talking like one phrase, one sentence max per slide. And so what'll happen is you should be doing some between uh one slide per six to 10 seconds. And what that'll do is it'll it'll keep attention because it's always changing, right? And make sure that you pair the visuals with whatever is being said on the screen because it maximizes comprehension. >> Okay? >> And if no one goes off script, which they shouldn't because all the words are on the screen, right? It dramatically decreases variability. So, what I would say is take the best pitches that you guys have done of all time, take the transcriptions, put them into the AI, come up with a master transcript that includes all the pieces that you think are most compelling, and then put that literally one sentence per slide across all the slides. You'll have like do the words first, then add the visuals to the slides, and then run it. >> Yeah, that that makes a lot of sense. And would you say that is the area of focus then? You think just get would you just do more in-person previews then like >> well you have the graphic >> yeah you have the model right the hard part is getting the model I'm assuming you have good margins we run like 40 50% margin something like that >> yeah you have a good model already and so like the idea of like let's change the whole model up because we had a constraint that we already know how to solve I'm not I'd be like well why don't like we have 50% margin business and we know what we need to do to double it so it's like we go from 7 million in profit to 14 million in profit with with one move and we train six people on a on a slide deck to say words. You can do that in a week. >> So, go all in on training the speakers and really dial in the pitch >> because if you tried to compete online, it would be significantly harder, especially if it's not like the main game. >> That's my That's what I'm experiencing. That's definitely what I've experienced 100%. And we find that we we are electric at what we do. Yeah. >> And then every time we try to transition that, our our model, our money model just gets thrown completely um in in that environment. Right. But we're really great at what we do in person. >> Yeah. I just like the constraint was the pitchers standardized the pitch and also the training itself. Like you could sit in a room and have them just rotate through it and they should be able like the way that I train this is you have the deck, you do it. They should do it 25 times, 50 times before they ever do it in front of you. And that means that you go up, they do it at home, they record it, it takes 90 minutes, they take a breather, grab some water, do it again. 90 minutes, takes a breather, grab some water, do it again, 90 minutes. And then what happens is say, "Send me your best one." They send you the best recording. And then they do like you give them feedback so you don't have to you can watch it at 2x speed, whatever. And then when you feel like they're good enough, they do it in person. So it your net time for you is very low. >> Okay. And the risk of them botching a pitch, which is obviously the biggest cost for this role, significantly lower >> because if they if they say the right words the right way at the right time, they will close. And I promise you, I've swapped out speakers more times than I can count. If the pitch works, the pitch works. >> Brilliant. We've definitely done that at the high ticket boot camp model and been able to do it really, really well. we've really struggled with at the front end. But that that makes a lot of sense that if actually if I if I drill the people a lot more down, >> people are still going to crave in person experiences. >> They're going to want to get out of the bubble, people want to connect. So, I think it's a good model. >> Yeah. Okay. Well, thank you and thank you for for everything because, you know, your work's been amazing. Thanks. Absolutely love it and appreciate it. >> I appreciate you, man. Congratulations on the success. Right. >> Thank you. >> Yeah. Rock and roll. Brilliant. Okay. 16 years old. What should I do to become the richest person? Not ask that question. Um um some of you guys asked the questions in the chat, my team's telling me. Um how do I how do I ask questions like this? Uh so starting March 1st, I'm opening up a community on school uh for million-dollar plus business owners. The the link is in the chat. I select um people who are VIPs in said community um for the calls and so that's what we're doing. Um if you want to join the wait list like I said uh we're going to open up uh March 1st and then we'll go from there. Um but yeah, I opened it up at the launch and closed it. So it's been closed for six months and so open it up again in March. So join the wait list if you want to do that. You can go there at the link. Um again, it's for million-dollar plus business owners. And the main reason that I I put this together was because I wanted to I wanted to have something that was very low cost relative to the verifications. Yeah sure. And uh it looks like we've got a surprise guest who's going to be joining us. So you might want to you might want to stay tuned because it's gonna it's about to get runchy and nasty in here. Uh so let's see here. Sean Christopher, what will you do if establishing a business nearly impossible because of high fees and laws that are against you? Go under the radar or save up. I just I reject the premise of the question. Um like businesses exist in every country, even the communist ones, I'm pretty sure. Um so I mean save up to, you know, an LLC doesn't cost that much money. Uh I think that's just a terrible belief that you need to fix. Um, Ila, divinity is in you. What are we talking about? Ila, I do. You don't want to talk to me. I'm right here. I'm the only one on here. What are we doing? What What are we doing? Um, okay. Uh, syndicate text. Uh, what is the best way to improve speaking uh mechanism based IP? Wait, wait. Speaking missed it. Okay. How do I become mentally sharp and articulate like you? Practice, man. Rey. Um, I think I have a video coming out where I actually uh show some of the first content I ever made that you guys probably have never seen before. It's like fitness content and it's uh it's chopped as the kids say, right? Chopped. It's chopped. It's quite shitty. And so if you saw the first ones and you see it now, like you literally need to give your mouth more reps. God, that sounds tough. Um, okay. Um, thoughts on AI cold callers? They exist. Some are better than others, and over time they will get better than most people. Uh, let's see here. What would you do in 2026 to get rich? If only I had like seven videos that had that title um that all have completely different contents inside because we just prefer to name everything the same title and video because the same things what they were, no one clicked. Very sad. Um, with that being said, we have our special guest who's just destroying my carpet. Uh, >> disgusting carpet. >> A disgusting carpet. That carpet's That carpet's done done its time. >> You want to scoot? >> Do I want to scoot? No. You get nice and close to me. This is nice. Right. I'll move up. All right. There we go. Isn't this exciting? Did anyone anyone expect this? Okay. Well, how's she going to hear? Are we gonna >> You want to do that? Okay. Otherwise, we're gonna have to do one of these. That's gonna be tough. Okay. Uh yeah. >> I mean, it looks like they prefer you to me, which um I mean, all things considered, trash. Let's see here. Uh >> yeah, Alex, I'm 29 doing $56,000 a month, enterprise, 500 million. So close. Uh, do you think I should start uh starting AI lead generation company? Yeah, I put all my time and hard work in within the How much time can I become more rich than you? Well, I can't tell you the secrets, bro. Why would I Why would I tell you all my secrets? Why would I make hundreds of pieces of content every single week telling you exactly what to do? >> What >> to make uh my hair routine is literally do nothing. Actually, to the point where I think Leila is disgusted, by the way. >> So disgusting, dude. >> Yeah, I literally do. I don't even use shampoo. >> It's like crusted. >> Yeah. >> Like it's crunchy. >> I I generally >> not from product. >> Yeah. People were like, "Is that is that product?" Like, "No, that's just oil. >> It's just good oldfashioned musk." >> Yeah. Musk is what that is. It was like a just What are you doing? >> I was saying my teeth. >> All right. Uh yo, Chris here. Is running ads for businesses too competitive? No. Come on. Is advertising too competitive? What are we talking about? Um, how do you know if you're too niche? Uh, if no one exists that can buy your product. >> Oh my god, these are so ugly. >> How do you put How do you put it on your hair? I have too much hair. I can't hear. >> Call somebody on. >> Okay. >> Oh my god, I have a chia seed stuck in my tooth. >> Yeah. And for those of you who are curious, Ila also has been known to uh she did she has a workshop inside of uh the school community I was referencing earlier just on people and it is wild I some >> have you watched it? >> Have I watched it? I live with you. I watch it every day. >> That's >> I am it. I it is it has become one with me. Okay. For a new clothing brand start by testing. Are you telling me or what? Okay. I want to get to 10,000 a month. that work with some client already in the AI automation space. I don't I don't even know if that's a question. Uh, okay. Can we slow it slow it down somehow so I can read it? All right. So, Lea, you want to alternate >> here? I'll ask I'll ask you the question. >> Okay. >> So, I'm representing D Dr. Jacob Gooden. >> Okay. >> Uh, scroll up a little bit so I can see it. No, other way down. There we go. Keep going. Keep going. Keep going. going. Well, I lost it. All right. Sorry, Dr. Jacob. I We had It was It was a very nicely worded question. Um, Zack Fine, wait. Zack Fine, 5739. Do you think starting a lean remodeling company, owner operator, is better than hiring subcontractors out or vice versa? I honestly just think it's trade-offs. I mean, like if you're looking at any kind of business and you're looking at the model, it's like, okay, owner operator versus the subcontractors, it's just like pick your poison of what problems you're going to have. So, when you have subcontractors, you have less control. You're going to have more times or more problems with people being loyal. You're going to have more problems with, you know, people being flaky. You don't have much control over them. If you have owner operator, you're going to have more control. You're also going to have more responsibility. you have more they have to have oversight, more compliance, um but you're going to have more loyalty, more stability. So I think you have to understand what your goal is with the business and what your goal is personally. Um you know, for example, if somebody were to say, hey, should I owner operated, you know, scale my gyms or should I, you know, do a franchise? It's like, okay, well, what's the goal and how fast do you need to get to the goal? And I don't assume that everyone has the same goals. So, it's like maybe you want to build a enormous business that can be the best in its niche or maybe you want to build something that you can sell quickly. Then I think like you kind of have to know what goal you're optimizing for which is why I'm really bad at answering questions like this. What would you say? >> Yes. >> That's how Leila and I's marriage conversations. >> All right. Well, there you go. Okay. Let me ask you one now. Um, >> ask Matthew Browns. >> No, I'm gonna ask whatever I feel like it. >> Sorry, Matt. >> How would you fix a car rental business? Problem is marketing. Big competition. Consumers want the cheapest option. >> Yeah, it's tough one. So, I'm guessing the rental is for >> Why do I have this on? >> Um, what? Oh, yeah. We don't have a call. We're not taking calls. >> You ruined my hair for nothing. >> I know. Yes, your hair is ruined. Oh my gosh. It was for nothing, too. So, my god, it sounded so loud. I was shouting before I had these headphones on. Okay, so beat them nationally. You have to beat them in one specific market and do something better than them. And so, I mean, like famously, Avis was number two in the market and was like, we try harder. And fundamentally, that is the winning strategy for a um uh for the underdog, right? Is that you have superior service. The nice news is that the people who are at the top have I think in my opinion and you've probably had a terrible experience as well back when we rented cars um pretty [ __ ] day. So I think beating them on actual service is going to be good. I think like probably leaning into the soft touch things that might be less scalable and less efficient but have more human touch might be a way to win in the paint in a smaller market and win one market at a time. But I'm not going to lie, like it's it's not going to be an easy business. it is it is largely commoditized like your Honda Prius versus somebody else's Honda Prius is quite literally the same product. That being said, there's a ton of demand for it. Um and so availability is going to be one. Um you know, obviously a huge component, but just like making sure that you have traffic and you have the ability to convert and I think you should be able to outsell them in terms of upsells uh in the sales process. I talk about it pretty famously in the money models book. Um, and so make sure that that sales process is dialed so that you can increase it how much you make compared to them. >> Drawing flowers or what are we doing? >> Hearts. >> Hearts. Nice. Okay. >> Uh, okay. Lucian Doan, >> you have to ask me a question. >> I am. >> Okay. >> Leila to your super fan. I've consumed your content relation. >> She's an Alex's fan. So, you have to save that one. >> Okay. Woohoo. Lady. Yes. Ladies power. So, let's go that. Okay. Um, let's go Matthew Brown again. So, what is your high I'll remember I remember the question you had earlier, which is what is your highest ROI or best social media channels right now >> between the ones that you're working on? >> YouTube. >> YouTube. All right, that's number one. >> Yeah, I would say probably YouTube and Instagram. >> Mhm. >> What about you? >> I would also agree that YouTube and Instagram are my number one and number two. >> Yeah. >> And yeah, that goes for everybody. I actually did a huge video that broke down all of our lead flow and where it came from. Um Yeah. Did it get good views? >> Crushed. >> Someone should link it there. >> Oh my god. And so and so I think the way to think about it and I ranked them kind of S tier to whatever. Um but it was like how much discoverability is there? Um how easy it is it to generate kind of purchase intent. So like cost to action. And so I'll tell you something that we found from school is that Instagram generates significantly more traffic than YouTube does. But YouTube traffic converts at like three or four times the percentage. And so YouTube is still for most because a lot of people who are on school who have communities um have some content of some sort. And so and again to be clear some people have like a thousand followers. You don't need a lot. You just need something. And so um the people who have it they track where because we can see attribution. Uh YouTube is making them more money even though Instagram sends more traffic. But the the first one and two for most people are going to be those buckets. We have seen that people do well at monetizing Tik Tok if they send the traffic to Instagram. Don't tell me, don't ask me why. Uh, but that's literally the CTA that they'll have inside their bio. So, just a tactical hack for you. If you have trouble monetizing your Tik Tok, make the CTA like DM me on IG and then that enters like the Instagram world. And for whatever reason, people are way more likely to do commerce and transact on Instagram, especially for more expensive stuff. Um, now that being said, you've got podcast, you've got emails, things like that. Those are what I would consider middle of funnel. People don't really get discovered like no one's like I just found this new email you know newsletter. That doesn't really happen. It's followup. Um and podcast honestly nowadays very tough to get discovered via podcast. More realistically you have you repurpose your you know your YouTube content as podcast material and people discover your podcast through your YouTube content. So, if I had two platforms I would bet on, it would be YouTube and Instagram. Um, in terms of monetization, and I've just seen that across creators. >> Nice. >> How did you guys meet? Real Greg. There you go. >> That's my question. >> We met on Bumble. Greg, >> I don't know if you've heard about it, but it's a dating app. >> And Alex had I think his profile was like um >> that looks sick. own own it's four gyms working out whiskey >> cheap bourbons expensive steak >> expensive steaks sorry sorry something cheesy and then you had a picture of you >> she says as she as it converted her >> and then then you had a picture of yourself from college >> in the water from spring break >> my she says that I was 25 college was not like that long ago >> I know but when I met you I was like >> you don't look the same >> I was bigger Uh, and then we met for fro yo for our first date and I think Alex wrote me off immediately because I have a backtap. >> I did. >> And he saw it, which by the way I got when I was like 18 and drunk and high. So sorry, but >> yeah, it was tough. >> Uh, then you immediately were like rude to me. Not rude, but you just were very >> was trying to get the date over with. >> Neutral. And then we sat down and started talking. Then you warmed up and then I realized that you needed to eat >> and that was part of it. smart. >> And then once you had the food, I think you were much friendlier. >> Nothing like sprinkles to cheer the day up. All right. Um, I'm gonna ask you a followup that's business related. Um, >> me. >> Yeah. >> Okay. What do you want to ask me? >> Okay. Give tips on how to get into a relationship when you're working to get to your best life. Like start a business and risk stuff. I don't know what that means. Crazy Chris. >> I think it's funny when people say, "I want to have my best life." As if a relationship is not part of your best life. find that ironic because like we for example have like built our lives together. I think it depends on what kind of relationship you want but in general people are like well it's just really hard. I don't have time. I'm like well what do you think it's like when you're in a relationship? Like but >> even less time. >> It's even less time. So um >> tough. >> Yeah. It's tough out there. >> It's tough out there. >> Damned if you do, damned if you don't. >> I think something that you said to me last night actually um was you were you were talking about something >> not convenient. >> What? >> It's not convenient. Yeah, it's not convenient. And I think that's the thing is just like right now >> um we have this big societal like narrative that everyone should maximize all options. And so it's all about freedom and independence and like >> mult like maximum efficiency. >> Yeah. Don't let anything tie you down, all that kind of stuff. But the thing is is like I think it's about having options so that you can make a selection. The goal is not to always maximize options because at some point you need to decide. And so the easiest way that I can think about this is like let's say you're like I want to maximize the options of where I live, right? And so as a result you'll not have a home anywhere because you're like well I want to be able to do the mountains and I want to be able to do the valleys and I want to be able to do the desert and I also want to be able to do the snow. And the thing is is like there is no location that does all those things right unless you're in the Dubai Mall. But but the the idea follows which is that like in order to reap some of the rewards you do need to pick and when you pick uh we define commitment as the elimination of alternatives which means that if you're like you said differently you cannot have a lifelong partner and then also have ultimate optionality. If optality is the thing that is more important to you then you will not have a lifelong partner and that's the choice and to be clear I don't think either of us are saying there's anything wrong with that. Just know that just know the trade you're making. >> Yeah it's not convenient. I mean it's like pursuing anything in life. It's like it's not going to be convenient and is it worth the trade? >> Yeah, Aiden Watson, I'm going to go definitively yes for pineapple on pizza. Preferably pineapples and jalapeno. And I speak I speak very very aggressively about that. >> I like ranch with pizza. >> Yeah, cuz you're ranch ranch and ranch and mac and cheese on the inside. Okay. >> I like pineapple, too, but I like ranch and pineapple rather than jalapeno and pineapple. Jalapeno is spicy. Spicy in spicy out. >> Okay. So, juice. Everyone knows that's true. >> Jesus. What do we Am I asking? I asked you, so you as me one. >> He's like, I'm gonna ignore that. We don't talk like this on my channel. I don't care. >> Pick one. >> Me. Okay. Um, two-year super fan at 19. I've consumed all your content. >> Uh, thousands of cold calls, pushing seven figures. How do I get in a personal relationship with both of you? Didn't expect that one. >> That took a twist. >> Sorry about that. I would have ignored that one had I read the whole thing. >> Uh, gets to 50 million. >> That's not even true. >> I know it's not even true. >> I don't know either. >> I don't know to be honest with you, man. >> Actually, there is a way which is like if we have a role and you're like, I want to spend five years learning and lead something, you can apply for a role at ACQ. That's actually the the way. >> Fair. We were with our team most of the time. >> Yeah. Oh my god. By a lot. I mean, we have like like 18 exits on on the team. Like, we have a lot of people who started business, founded businesses, sold them, and then joined our team. So, yeah. All right. Uh, my husband and I run an in-home therapy company. We're about 40k a month and spread throughout five or six different cities, staff in each location. Should we focus on one city or just scaling across all? This is Lauren 1998. I understand it's 40k a month total. >> Yeah, I'm going to guess. >> Honestly, I would focus on getting the revenue per location up and the profit per location up because that's pretty thin. >> Yeah. >> Um like you know, and I don't actually know what a therapy clinic margins or revenue typically, >> but you know, it's more than 6,000 a month. >> It's Yeah, I was going to say it's more than 6,000 a month. So I would say that we need to figure out at what point can you expand and you've already optimized the model. So we always say like you've got to nail it before you scale it. You've got to nail the model before you actually scale the model. So that means okay >> all about nailing models. I'm with you. >> God. So what this means >> money models. >> Money models. Gold digger models. >> What this means is thanks for just you know ruining my life. What this means is that you need to know what's the first product you sell, what's the second product you sell, what's the third product you sell. You need to have the entire customer journey mapped and optimized in each location before you scale. Because think about how hard it's going to be to add in all those things after you've already hired people, train them on the old model. So, what we always talk about with franchises and brick and mortar locations is like we've got to get the model right in location one or if you have a couple locations, then let's just focus on that. We have to optimize it, make sure we can get our maximum revenue and profit per customer and then we can look at scaling. So no, I would not keep doing that because scaling adds complexity and it's very hard to I like to say like if you've got a rowboat which is like say you have one location, it's like steering a rowboat. It's easy to steer. You can pivot fast but oh yeah, camera's over here. >> Good metaphor. >> But good metaphor. >> Uh but if you have the Titanic, it's slow. It's hard to steer. You could see an iceberg and you could turn it and it could still hit the iceberg. And so, you know, the more locations you have, the more you're like the Titanic. >> RIP Titanic. >> Yeah. Rest in peace, Titanic. And you want to be like a rowboat when you're making these decisions. And so, when you're building out the model, the ideal is to keep it as lean as possible. And I think you can get a lot more revenue and profit per location before you do that. >> Okay. >> Cool. >> Any you like? >> Oh, am I supposed to pick one? Dude, your questions are so different than mine. >> They're better. >> They're way more tactical. I mean, I'm used to ones about people and about >> systems management. >> Yeah, >> it's just interesting. It's like I forget. Um, what would you do if you were 18? >> Oh my god, that's such an open-ended question. >> Fine. Okay. Uh, >> do lots of [ __ ] Find something you're good at. Do more of it than other people. Do so much it's unreasonable that you will fail. If you do something so much that's unreasonable, you will fail. You will not fail. >> Yeah. You know, I think one thing that's an underrated skill is understanding how to ask a good question. >> And I think that that's something that like for a lot of you guys in the chat, it's like understanding how to ask somebody a question. Like specificity matters. So if you say, "What should I do about what in what time horizon? What is your goal? What's the context?" The more detail you can drop into the chat, the better answers you're gonna get from Alex. So, we just did a bunch like an hour, two hours, I don't know how long it was of calls. Think about the the structure of it. I'm doing this much revenue. My business is I sell this to these people. This is the problem I'm dealing with and I want to get to here. That's it. Current desired blockage. That's the question, right? >> Yeah. >> All right. >> So, if you structure your questions in that way, you're going to get way better answers. >> Yes. Short questions equal long answers. Um, which is not a good thing. Okay. >> No, I'm not doing that. >> All right. Um, >> it'll take forever. >> Well, I think it's for me. Pick one. >> You have to stack your skills again. Oh, no. >> Okay, here we go. I got one. I Rudy. Rudy L. Rud 908. How do I go about hiring people for a liquidation resale business that's a 100 miles away, meaning can't be there all the time, but could stop by occasionally. How do I set up systems for it? >> Why? It's like literally what my mind was like, but why? Um, it's like if you are just starting something and you don't have any quote systems, it's like, well, what's a system? Like, does anyone actually know what a [ __ ] system is? You know what I mean? And so what's not a system is people remember to do something and so they do it because they remember it. Checklists that exist in your head. People who know how to do things but they don't have any guidance that they follow. A system is when you have a prompt that I would say the prompt triggers a behavior or an action and it does not rely on memory. Like that's the easiest way I'll put it. Is that the most correct definition of a system? No. But people get it. And so in the beginning in order to design a system you really have like two routes you can take which is like are you going to have automation that prompts people are you going to have a person that prompts people. If you have a location where you're not there in order to figure out how a system works you need someone to observe what needs to occur and to watch the system. So the first place I would start is like do you have someone that's like a general manager in place to watch to watch the people to watch the staff to build the systems. Am I in favor of like always hiring that from the get-go? No. But if you're that far away from your location and you can't be there all the time, maybe stop by occasionally, like I'm writing a book on leadership right now and one thing that's like very obvious is like the presence of a leader matters because you have to demonstrate what good looks like. So if you're not there to demonstrate what good looks like, you need someone there to demonstrate what good looks like. And then once that person understands and sets the bar for what good looks like, then it's like now I can design systems to continue prompting what good looks like, which is like, okay, I have automation, I have reminders, I have checklists, I have all these things. But I think it's going to be really difficult if you don't have eyes on the ground there consistently to monitor while you're far away. That's where I would start. It's like if you're not going to be there, somebody needs to be there. >> Cool. All right, I'm gonna ask you one last question. >> Oh, one last one. That's gonna be good. >> Okay. Um, yeah. I keep scrolling. >> Did I get a good one? >> Yeah. Oh, wait, wait, wait. I found a good one. Wait, wait. Back up more. Stop. I recently got diagnosed with ADHD and I suppose it explains a lot of the inaction I've always had. Should I just try to take meds for it or is that cheating or should I just try to use willpower for more discipline? >> Or should you give me this one? >> Well, um, >> what have people told you? >> Oh my god. >> How many times have you been diagnosed with something? well diagnosed or people telling that Alex is um so I'll tell you I'll tell you a speech that I gave to um someone that I cared about deeply um who let ADD ADHD and other letters I think ruin their lives. And so when I had the conversation with this individual, I said, "What you see as a handicap, I see as a superpower. It's all how we frame it." Somebody who has ADHD or ADD typically has a harder time abandoning tasks um and can focus on one thing for extended periods of time. Um the issue is that like when that happens, it's like everything else disappears. And so the idea that like you have something or don't have something, medicate, don't medicate. I'm not a doctor. Listen to your own. Whatever legal disclaimer we'll put below here. But at the end of the day, like [ __ ] needs to get done. And most of the time you have other things in your environment that are more interesting to you than the thing the task at hand. And so I will explain how I work and different people work in different ways. What has worked well for me as somebody who's very easily distracted is that I remove all stimulus from the entire from the environment. And so, let me give you an extreme example. If I were locked into a room that had no corners, all white everywhere around, and there was nothing but a single black dot on the wall, what becomes the most interesting thing that gathers all my attention? The black dot. And so, there's probably a black dot in the room that you are right now watching this, but you haven't noticed the black dot because there are other things that are competing for your attention. And so in order to focus, focus is through subtraction, not addition. There is no productivity hack that works. The only one is by removing everything else that removes productivity. And so somebody who is fully focused does literally nothing but the work. And the best way to make sure that you do nothing but the work is to make sure there's nothing else to do but the work. And so fundamentally I think for you you would get a larger lift in your throughput or your work capacity by removing everything else that you do that is not what you intend to do. And that is my productivity hack for you. So whether you want to medicate yourself or not that's your call. I don't think it's going to change much. I'll say it differently. There's a lot of people I know who take Adderall who still can't get [ __ ] done. So, I don't think it's going to be like you'll probably benefit more from just exercising and and limiting the stimuli in your work environment so that you have minimal disruptions. And I think what you need to do is you need to confront the work. The reality is that most times it takes significantly less time to accomplish a task than you think it does once you begin. But you delay longer from beginning the task than the entire task takes in totality. And so this is the classic. It takes 20 hours to become proficient at almost any skill. It's just that people delay the first 20 hours by a decade. You just keep waiting for some perfect environment that's ever going to end. >> That was a great answer. >> Thank you. I appreciate that, my love. >> Shall we wrap? >> We shall wrap. >> What? >> All right. We love you all. We appreciate you all. If you guys like these, uh, real quick in the comments because we need approval to fill the holes in our souls, uh, drop a fire emoji so that we can see that you guys actually like this. And if you like the Leila, the Leila cameo, uh, maybe we will do more together. Or as the Spanish say, >> huntos, right, Raphael said huntos. Say together huntos. >> Got some buyers. Got some buyers. Not that many. >> Yeah, not that many. Not that many. U >> tough. >> I don't know what was happening before I came in, but it doesn't look good. >> So, yeah, for those of you guys who wanted to hop on the calls, you can click the link, join the wait list. It starts March 1st. Anyways, appreciate you all. Rock and roll. See you next time.