We Fixed His YouTube Channel (1,000 Leads From 1 Video)

[00:02] one YouTube [music] video. No ad spend by the way, no massive following, no million views viral video. Well, in this episode you're going to see exactly how we made this happen. Jake Berman is a small

[00:15] actually hired us to take over his YouTube channel and I mean take over. Like I flew out to his physical therapy practice in Florida, we outlined [music] edited them, and we built an entire content strategy around one goal,

[00:30] turning his YouTube channel into a lead machine for his business. So, what you're about to watch is actually a private session. This was only available in [music] person at one of our Think Media Mastermind events earlier this

[00:42] released publicly, [music] but I got the go-ahead to bring this out of the vault because it's a powerful and actionable case study because most YouTube creators >> [music] >> and it's part of the equation, but if

[00:55] you're a business owner or you want to be a business owner, the real game is getting YouTube to drive [music] business results as in leads, calls booked, clients closed off platform. So, in this session, you're going to hear me

[01:09] interviewing Jake on stage and we're going to break down the exact video idea why the title and thumbnail worked, why the content outline worked, and critically, the call to action strategy that actually got people to click his

[01:22] since this session, he's continued to work with us and his channel actually I'll fill you in on that later, but for now, let's get into it. >> So, I have a physical therapy clinic and had it for 10 years now and that's my

[01:37] >> [music] >> but that led to an evolution of me specializing in helping senior golfers move better so they could hit the ball further and a completely different spin-off of a different business that's

[01:50] Berman Golf. So, I had Berman Physical Therapy, my day job, 10 [music] employees in that. And now we have Berman Golf and that was brick-and-mortar >> Oh, yeah.

[02:02] >> 4 or 5 years ago. Then I tried to scale it with employees, and the issue that I was running into was it was so niche what I was doing. It's It's the Berman method. It's not golf lessons. It's not physical therapy. It's my own unique way

[02:18] of how I help seniors senior bodies move better so they can hit the ball further. That I couldn't scale it. I was just couldn't do it. And um in the meantime, I had been

[02:32] posting videos not thinking about anything, just keep posting videos, no rhyme or reason to it at all. And I had a marketer that was working in my physical therapy practice that kind of just ran with it and started playing

[02:45] around with titles and thumbnails and went from sub a thousand or less than a thousand subscribers to 7,000 subscribers. I'm like, "Oh, wow. This This thing's going." And then he quits.

[03:00] >> The marketer. >> Yeah. Yeah, yeah. >> Yeah, so he quits. And then I go all of 20 So, I go through all of 2024 not really doing anything at all.

[03:14] And that was simultaneously happening when I was not unable to scale the brick-and-mortar golf business. And I'm like, "Okay, if that's not scalable here, let's go all in on YouTube because in the meantime,

[03:26] running parallel, one of my buddies who's in my physical therapy mastermind, also as a member of this community, learned how to post videos on YouTube learned how to post videos on YouTube and is just raking in the cash selling

[03:39] back pain, knee pain programs. And I'm like, "All right, F all of this. Let's Let's do this." So, no nothing really happens in 2024. Fast forward, I show up here in 2025

[03:53] February ready to do something. Mainly to get the ball rolling again. >> But this was basically 2024. Um what happened in 2024 and then what happened in 2025. And it's kind of just

[04:05] we were, you know, working together and then uh the year during us working what I love about the slide is just how we've redeemed the year. He said not a lot was going on. You had like your your marketing marketing guy quit. And then

[04:20] after that happened cuz he was kind of helping you do a lot. >> Whenever you could. >> Like [laughter] there was no schedule. >> It was just whenever. >> It just happened as you could. Okay, so

[04:33] um you told me when we linked up and this might have been even during like a recent call or something, you told me that things come easy to you. But YouTube is different.

[04:46] like, "Okay, the I like you cuz you're doctor physical therapy, successful You know what I mean? Like you've had a lot of success, but then trying to do YouTube is just different is the words you used. What was it like when you were

[05:01] creating videos in this time period of like the 2024 you going about a video? Was it intentional or you would just walk about like titles, thumbnails, the outlier framework? What was your What

[05:13] was your Jake's framework? Beforehand. >> One take Jake. >> I mean there was That was it. I mean cuz I'm back in the treatment room doing physical therapy

[05:25] stuff and then one of my guys would say, "Hey, let's record a video." Okay, walk change brain real quick. All right, thinking about golf now and All right, you're you're recording? Let's go. One take Jake. 100% of my videos are one

[05:39] videos. >> Oh, you never watched them after? >> Never never watched just video. Never retook a video. I don't I can't remember a time where I retook a video. >> You're so just actually one take and

[05:55] >> Never watched it. >> This is amazing. I'm so glad we're >> [laughter] >> This is a fun slide that you didn't know that I was preparing, but I just found it in your back end.

[06:07] >> okay. And I just want you to look at what you titled it maybe it was you or your partner whatever what you titled the file name for this video.

[06:21] for this video. >> [laughter] t-shirt with that on there. That's great. remember was that you or was that someone on your team messing with you?

[06:35] >> [laughter] >> We have confirmation it was not you, but I thought that was fun cuz it was indicative of I think that time period. And you're cool because Yeah, you're you're just such an honest guy and you

[06:47] You're like I don't want to have to re-film. I don't these different parts, but you will. You said but I will if that's if that's what learn the process. I'm here to not do the same thing that I was doing

[07:02] talking about stuff. I want to do it a different way, you know? And so I I'd love to talk through this uh video uh that we had cuz beforehand you know before we linked up. And you did have popular videos. But it's kind of what I

[07:17] system attached to them. So like like you said like you had videos do well, you grew to 7,000 subscribers. But the ripple effect of that recent video is what I'd like to get into. So

[07:31] different. This one right here. So this is the video just a few months ago track that with the amount of views it got in 10 days, 1,000 leads. So, before we get into that part, like

[07:46] the call to actions and stuff, I would just love to hear you kind of recount as someone who was a one taker, as someone who was busy, right, as a business stuff, how was the process different when we

[08:00] how was the process different when we were filming this video? It was just >> Yeah. spent a few hours >> Yeah.

[08:12] >> before we even pressed play or record. And I'm going, this is just like, holy >> Yeah. >> But, at the same time, as he's going >> Mhm. >> Like, yes.

[08:26] >> Because it's it just makes so much sense once we start to iterate, iterate, iterate. Like, just give me a little bit more. Like, your go-to is this I'm fighting for this one, how do you say it? I'm fighting fighting for it.

[08:39] we'll reshoot lines. >> Yeah, just fighting for this a little bit more, and that just was the whole process of preparing for the thing for just to press record, and I'm going, jeez Louise.

[08:51] take Jake. >> So, this is what YouTube can do for your algorithm and you start creating content for conversion. And real quick, if any of this sounds like the way you'd like your videos and your channel to function

[09:05] on YouTube, we are running a live workshop called one video away. And it's Cannell and myself. This isn't some generic live stream, it's an actual working session where over three days, you and I are going to sit down

[09:20] the next video that you should make based on the goals that you actually have, and architect it from scratch. So, it's the same kind of work that we're title, the thumbnail, mission critically, the call to action, we're

[09:33] bringing it to you. And so, you'll leave with your next video fully built and pressure tested. You kind of I'm sure picking up the whole point of doing a YouTube video for a business owner is to be able to do a call to action.

[09:45] working on together here. It's $47 because of how hands-on it is. I mean, compared to like our private coaching or an in-person intimate event like our Think Media Mastermind. I mean, this is the place to be. This is how you can

[09:58] connect with me, Sean Cannell, and our team in a Zoom room working together. So, you can head to my YT plan.com. Link is in the description or show notes down below. Again, that's my YT plan.com.

[10:12] >> So, how when you think about a hook? Cuz I think we can get a little tactical for I think we can get a little tactical for a second. Like just what if you learned to like how you open your video? And obviously, you're aware of your

[10:24] audience, right? So, you know you're talking to senior golfers, you if you have any tactics about like what are you thinking through? Um when it comes to like when it comes

[10:37] time to film. Or scripting even, too. as a physical therapist is you're just I'm just talking. And there's a lot of talking that occurs before you get into the the meat and potatoes of it.

[10:53] And on YouTube, it doesn't really work unless somebody's really searching for that one thing. Versus what we're doing here is people are trying to figure out is this the right video for me? And I'm not telling you I wasn't telling you

[11:08] that it was the right video for you for like 2 and 1/2 minutes, 3 and 1/2 minutes. So, while that nobody was making it to the meat and potatoes. >> So, now the thing that we're obsessing over is how quickly can we get to the

[11:22] point in the first 5 seconds, 10 seconds to confirm to a senior that they made the right decision. Cuz that was another thing that we ran into was it just seems >> Yeah. >> respond differently on clicking on a

[11:36] >> Oh, that's so good. >> Because me, for example, I'll click on a YouTube video and I'll watch it to cuz I'm more confident that I made the right decision versus this is our thoughts, we're

[11:50] sure that they're making the right decision. don't confirm to them in the first 5 seconds, you made the right decision. >> Yeah. >> So, that was the biggest thing that we

[12:04] started to do differently with our hook was let's get right out of the gate. >> Yeah. >> And and I think a big thing a big thing too is movement. So, and this is actually this is just a

[12:16] great tip for anybody. This will power up your hook right away. Can you move Or can you have movement going on while you do it? And that was actually the No, but like is that was actually the same for Nick and Lisa? Um in just about

[12:31] walking to start the video. I you know, Okay, it's legit and they did the work beforehand thinking about the title, thumbnail, everything. But when it comes time to film,

[12:43] something. Just do Don't be sitting. what happens. You can watch your retention curve because this happened baseline. Getting into your analytics and seeing

[12:56] videos or your most successful videos when it came to average view duration, we're successful because the one thing that kept happening was by 5 or 7 you're demonstrating. Like you have golf club in hand, you're moving, you're

[13:12] some sort of drill, you're already breaking down something instead of being stagnant. And I think that movement really helps with retention in those first few seconds. So, it's pretty cool. Okay, I want to talk about the call to

[13:25] actions now really quick. So, we got some tactical tips for hooks. What have when it comes to call to actions? Cuz were there any? Did you do call to taking it or was it just like Or maybe I already know the answer now.

[13:38] >> Like, subscribe, share. >> Hey, okay. On platform call to actions. Okay. But, in terms of like, "Hey, I put together something or I made something." business. >> No, and that was the dilemma. So, having

[13:53] business, it's all about lead generation. 100% about lead generation. fortune's in the follow-up, but I got to have your contact information for me to that made sense in the brick-and-mortar world, but I was falling flat on it in

[14:09] the YouTube world. So, yeah, we gained 7,000 subscribers with my old marketer. 7,000 subscribers with my old marketer. Zero leads or less than 100 leads over however many years it was. So, there was no lead generation.

[14:23] want to anchor here for a second. I wasn't planning on asking this, but this is actually pretty cool. Um you have sales skills. you like brick-and-mortar business if you didn't, right? Like, you have sales

[14:36] skills. Like, that's what you were just saying. To like closing, communicating. learned anything different? Is there a different way that you pitch something? your free book or the warm-up or something like

[14:49] transfer of skills that you just weren't aware of that you could do before? >> Complete transfer of skills. Like, 100% transfer. I was already doing it over here. Just didn't know how to do it over here.

[15:01] Just didn't know how to do it over here. Same thing. Just had to position it or something a lot of us in this room already are selling. In different ways, in different areas of our life. And so, a lot of common

[15:13] "Well, I don't want to feel like I'm selling." don't want it to I don't want to feel slimy. I don't want to feel sleazy. How uh combat that? Especially And you can feel

[15:28] YouTube for sure, but also just like the decade plus of sales experience you have you combat that feeling of I don't want to come across like I'm sleazy or something? >> That's brutal. Like it's absolutely

[15:41] right now. If you if you really are thinking I don't want to come across as salesy, then you should take some sales courses. I mean, you got to get over it transferring energy from me to you to

[15:54] to do. So sales I don't know why there's a stick I do know why there's a stigma with it, but it shouldn't be that way. You just need to be able to communicate clearly enough in a short enough amount

[16:08] of time to where you get excited and do the thing I want you to do. And the reality is if your product is as good as you think it is, then there should be no hang-up at all. You have to tell people what you want them to do.

[16:21] And you have to do it clearly. That's all sales is. there's got to be 50% of the people in this room that don't want to sell or they feel salesy. You got to get over it. You got to talk clear, get to the

[16:35] point. You need to download this book cuz it's going to help your life. gotten very specific about the language and call to actions, especially just your audience is senior audience. So we'll say very slowly articulately

[16:51] uh or or Shawn will call it the does it pass the grandma test? could grandma hear you? Could she see you? Could she understand you? And so by saying like just what you'll say with your your seniors now is

[17:05] you'll say with your your seniors now is you say click the first clickable link This part of conversion is not just talking about the thing, but how you walk someone through the way they convert, which is where do I click? You

[17:18] through, okay, how's the best way to explain that if they're watching on their phone or a lot of your audience watches on television, too. So, being very strategic about go to gaindistance.com,

[17:33] all the time at Think Media. So, I that's actually like a hardcore tactic if you could tell someone to go to whatever whatever.com, domain name, articulately talk about where the link

[17:48] is, even use B-roll. We've used a lot of B-roll in your calls to actions to help like you working with a senior, the book itself. I think a lot of I think you're right and I think I heard Sean say this earlier uh this year is like sales

[18:02] are the cheat code. Like it it's the it's the counterintuitive skill set for and especially if you're selling something that like you were saying, Right? I think that's probably the hang-up is if you don't really feel like

[18:17] you believe in your stuff? You know? And like having the confidence together. Why? Cuz I think it's going to help you. This was the first 10 days frame, you got most of your views, which is crazy, 31,000 views, peaked about

[18:32] 10,000 there. But all of those views coming into a video that number one served them really well, but where you openly and honestly talked about your products and services and you started by saying you can get your free

[18:45] book in the link in the description down below. Okay, so as we wrap up, um this now. I'm I'm this is my little side quest with you is I just want to made a couple years ago with and but make

[18:59] >> [laughter] >> So, we just did this with one of your recent videos. The video over there on the right is one that you made during that time period. And then we reshot this. Literally re

[19:12] just reshot the video. You have a nicer camera now. You We know different things from Do you see what we did there? Like, we didn't steer too far from the same, it's a little shorter. Thumbnail, same concept is going on.

[19:27] enticing to click. And sure enough, they're even about the same length. And we beat that video in uh yeah, just a couple couple weeks. It's got more views couple couple weeks. It's got more views now. And more importantly to me, it's

[19:40] it's got a call to action in it as well. So, I'm pumped for you. As you think sitting here um who's exhausted trying to figure this full-time brick-and-mortar business and trying to make space for YouTube. What's

[19:54] wondering if YouTube is worth it? Why should What's the ROI on making these close some more sales? I could go do whatever. Like, what would you say to that person? >> Oh boy. I mean, the biggest thing is

[20:09] >> Mhm. >> That's That's the biggest thing. Anybody in here that has brick-and-mortar businesses, people is always the biggest problem. Always the biggest problem. And when you're in the physical therapy

[20:21] wellness business, we just merged together to Berman Health Club. So, she has physician assistants, I have physical therapists. We're talking about very specialized employees that take time to onboard them to do our niche way

[20:35] cookie-cutters. It's this freaking headache that never ends. Versus YouTube, it's like, "Wow, I can actually scale this thing. I can see the opportunity in this. I can see how we can make this thing a business."

[20:51] can make this thing a business." The possibilities are 100 to 1, 1,000 to 1, a million to 1 on YouTube versus brick-and-mortar. How hard do you want to beat your head against the wall? >> So, that one video was the catalyst for

[21:03] everything that followed for Jake. Since then, he hasn't let a single video go published without a call to action, and every upload is intentionally connected to some sort of business objective. Every view has now become an opportunity

[21:15] to pull someone into his world, to get into his offers, to get into his discipline's actually paying off. As of recording this right now, Jake actually just had the biggest video of his entire channel. He got over a couple hundred

[21:28] thousand views in just a couple weeks, which is a new record for him on the views side, which is cool. But, what's also cool is he actually just ran his first two-day virtual challenge. He had a several hundred people sign up for

[21:41] this event, and just made over $20,000 in just a couple days. And he actually organic leads continue to come in every single day now, and that things are >> It feels like we're really freaking close to this thing taking off. We've

[21:56] finally got some revenue coming in. This is the first time in a year. First time in a year where I'm looking at the bank account, and I'm going, "Oh my gosh, there's a little bit of breathing room in there." So, huge, huge win. Thank you

[22:08] in there." So, huge, huge win. Thank you to Brian and Nathan for helping me get to this point. It's been a a tough year for me on my end. I'm sure it had to be that I wanted it faster, and it never happened. But, it feels like we finally

[22:23] that ceiling, and hopefully this is the new floor, and we can keep going. sure. I think it we're at a really cool spot. So, cheers. Jake's story. It's that he's not a one-hit wonder because there's a system

[22:39] point. And I mean, to be fair, we covered a lot in this session, but there was honestly so much more. Uh the attendees at that Vegas mastermind event actually got a full Q&A panel with Jake and I afterward. Real questions from

[22:52] how do I do this for my specific situation, for my niche? Um and we might conversations are the things that you're hungry for, like if you just want to be in the room actually in person out of

[23:06] Zoom out of the virtual environment, if you want to be in person with other business owners who are using YouTube this way, playing YouTube for this kind of result, that's exactly what Think Media Mastermind is built for. And we

[23:19] and the next one's in August, it's coming up. So if you want to be at that event and be in that room with us and our team and other business owners, you can go to thinkmediamastermind.com to get more information and apply if you

[23:33] think it's a good fit. Again, that's thinkmediamastermind.com. the meantime, this is the Think Media Podcast, the number one show bringing you unfiltered YouTube tips for building a profitable channel. I'm Nathan S Wine

[23:47] and I can't wait to connect with you in a future episode.