Consulting.com
  ×

Behind The Scenes: 2 Hours Of Q&A With My Customers

Behind The Scenes: 2 Hours Of Q&A With My Customers

Summary


Ever wondered what its like to be a Consulting Accelerator customer?

On Saturday I held a two hour livestream with the customer community to announce some changes and to just hangout and answer peoples questions.

Here's the recording of that livestream so that you can see what it's like to be a customer.

If you're interested in joining this awesome community, starting your own wildly profitable consulting business and changing your life --

Click here to enroll in Consulting Accelerator today!

If you have any questions that you'd like me to personally answer, let me know in the comments below.

If you have any questions about the Consulting Accelerator program, shoot us an email [email protected].

To Your Success!

Sam Ovens & The Team At Consulting.com.

Further Reading: How To Become An Independent Consultant

Transcript / MP3

00:00
/
00:00
Hi. I can see a few people jumping on. Let me know if you can hear my audio and see my video just before we get started. All right cool. Thanks. It looks like there's quite a big of lag today because it took ages before any people started jumping on. So, let's just jump right into some Q&A. I think that's what people get the most value out of on these things. So, if you have any questions, just write them in that questions box and then we'll go through them one by one and we'll get them answered. So, EL says, "Hi, Sam. How would you niche this down? I guide people to a higher state of consciousness that follows a truly fulfilling existence in a six week program." So, what you really need to do here is you're too vague. That's great that you do that, but in order to communicate that to somebody, it needs to be way more specific. Like, why does someone want that? What you're talking about there, people don't wake up each day and think, "Oh, man. My problem is that I'm not conscious enough or my level of consciousness is low and I wish I had a higher level of consciousness." People also don't walk around saying that. They don't really ever think that and no one is really out there looking for a truly fulfilling existence. People don't wake up each day and be like, "Oh, man. My life sucks because I'm not living a truly fulfilling existence." So, you get what I'm saying? The wording you're using in everything, it makes sense to you, but it doesn't make sense to anybody else. It's too vague. It's too whimsical and you're talking kind of poetic. You need to be exact and precise. So, also you're talking about a state to be in and you really need to attach it to something a bit more concrete. So, for example with me, I teach people how to start their own consulting business and get the paying customer. Now, I teach them how to really be more self aware. I teach them mindset. I teach them a whole bunch of things, but those things I kind of have to slip in kind of like a Trojan horse in order to get them to swallow the pill, you know what I mean? Because quite a lot of the time, people are looking for something very specific and their problem is something very specific and you've got to solve the program through doing what you want to do. So, I would find the people who really are your target market, how do they phrase their actual problem? Because I can guarantee you they're not saying that their problem is that their level of consciousness is too low. It won't be what they're saying. Find out what they're actually saying and how this materializes and actually is perceived in their life and use that language. You'll be doing the same thing, but it sounds different. So, I can see we got Nina on. Michael, Angie. Awesome. It's pretty quiet today. You know what? This is what I've noticed recently because I wondered why a lot of the posts we were doing started to get a lower engagement in the Facebook group and things like that. Then I realize that all I've been teaching people how to do for the past three weeks was to get off social media, delete all of their apps and focus. That's when I was like, "Oh, well of course. If I've been teaching people how to do that, then I'm not surprised that we're getting less people liking and getting engaged in different posts." What's funny a lot of marketers would think Oh my God that's not what we want. We want people to be glued to us and watching our posts and liking everything and commenting, but that's the wrong way to think. I would rather help our students and our community get results, get clients, change their life then like my comments and stuff. So, it's totally fine by me too. So, Michael says, "Sam, one of the topics I think would be value is a strategy script or guideline for what to message people or how to respond or how to have your convo with people to book the sales call when you're doing organic methods of client attraction." Got it. So, I have actually put together something pretty much just like this recently. It was called ... Let me see if I can show it to you because my screen is there I've got to show you my phone to show you this, but I was making some training the other day and yeah. I've noticed that really the methods of direct outreach and organic have changed. The wheel has shifted a bit recently. What I've noticed is before, the traditional way we did direct outreach was by looking on Google, finding businesses, then getting an Excel file, taking down the business name, the website, the phone number, their postal address, right? Then what we'd do is we'd send them direct mail, lumpy mail or we'd send them a cold email. That used to work, but I have been watching it. It still works, by the way, but one thing is for sure that it has gotten slightly less effective. It is trending along the line where it's getting less and less effective. So, I've been watching this and observing it and thinking, "Where are things moving here?" What I found is that what's working best right now is it's like new age organic attraction. That's actually what I called it. New age organic attraction. Basically instead of looking for people on Google, instead of looking for business on Google, we're looking for people in groups. So, we go to Facebook. We find groups that our niche is in. So, if you're in the accounting niche, you search into Facebook accounting groups. You find those groups. You join those groups. You get into those groups. You get accepted. Then what you do is you start to observe people who are posting and all of that and then you can learn all about your niche. This is actually a much better way to do your market research than Buzz Sumo and blogs and things like that. Facebook groups that are niche specific are probably the best place to go to get information right now because you can literally infiltrate a community of that niche. That's all there and you can see who's in it, what they like, all of that stuff. So, if you haven't joined Facebook groups specific to your niche, do it right now, it's very important. But then once you're in those groups, you can then add people as friends. So you start adding people who are your ideal clients as friends and then they accept your friend request. Then once they accept your friend request, then you can send them a direct message on Facebook. The direct message has really become the new email. It's also become the new lump email. Why it works better than email and lump email is that when you send someone an email, there is no personality or individual behind that message. So, when you send an email it's very cold, and most people don't even have an image of themselves. You can't see what that person's like. You can't see anything about them. It's just an email address. That's it. What's different with social media is first of all, you can't send someone a message until you've added them as a friend and they've accepted you. So, now there's a barrier there that email doesn't have. Anyone can email anyone so people are naturally they treat it like delete, delete, delete, delete, delete. But when someone's your friend and they message you after you've accepted them, totally different game. Way, way, way different. Also, what's different about it is people can look at your profile. So, they can see photos of you. They can see what you're like, what your personal life is like like photos of you and your family or doing hobbies that you like. They can also see different pieces of content that you've posted about that are specific to your niche. So, there's way more personality behind it and there's way more interaction too. With the Facebook message, someone can look at your profile, interact with that, and they can message back and forth way faster, but with email, it's way more transactional and it's way more stale and it's less personal. So, I've been watching this trend for a while now and I can tell you now that we're going to be starting to phase out the old methods of organic outreach that we're teaching. We're still going to show them, but they're definitely not working as well as the methods on Facebook. So, that method is find the groups, join them, add people as friends. Once they accept, direct message them. That's the method. It also works on LinkedIn too. You can search for your niche on LinkedIn and then you find the people who are in your niche and then you add them as a connection and then you can message them, DM them as soon as they've accepted your connection. So, that's the new method that works right now. That's what you should be doing. I'll show you what ... I created a training on this literally just this week. So, I'm just trying to show you how I match this out. Let me grab this. I'm just pulling it up on my screen. I'm going to do something fancy here. Let's see if this works. Just give me a moment and I'll show you this thing. I'm just Air Dropping this to my phone so I can show it on my screen. How is this going to work? Give me one more moment. This will do it. All right. I finally have it after all that. So, hopefully you can see this. So, I made this training the other day and this is the new method that we use. You can see we have we join Facebook groups in our niche, then we add people as friends. Then once they accept our friends we can send them a message. Once we send them a message, we are trying to get them on to a 15 minute chat. That's a phone call where we basically qualify to see if they're a good fit for a strategy session. Then if they accept that, then we get them on to ... If they're a good fit on the 15 minute chat, then we get them scheduled for a strategy session. Then what can happen is there's if they don't reply to our message or they're not interested now, that's fine, but what will happen is they can still see our profile and whenever we post content on our profile they're going to see that. So, this method here, it works better in the short term, but it also works better in the long term because it has compounding effects as we grow our network by adding more friends in our niche and as we start posting more content, we start to really stir the pot with our market. So, we get both long term benefit here and short term benefit. Whereas with direct outreach using the old methods of cold email and stuff, we get an instant benefit, but we don't really get a long term benefit. So, this strategy beats the old strategy hands down. You can also use LinkedIn and LinkedIn connections. That's what we do. That's the whole flow and the process of it here. I've really categorized it into four categories. Hunting, advancing, farming, and closing. So, if I was to take a screenshot of this now because my arm's getting tired. I'm going to have to put this phone down in a sec, but the red ones are hunting. So, you're hunting if you're doing the red activities. Joining the Facebook groups and adding people as friends or searching on LinkedIn and adding people as connections. That's hunting. Advancing is messaging people who accepted you as friends on Facebook and LinkedIn. Then you're trying to push them on to a 15 minute chat. Advancing is also doing 15 minute chats and then getting those people booked in to strategy sessions. Then farming is the dark blue boxes and that is posting content on your profile on Facebook and LinkedIn. Finally, closing is doing the strategy sessions. So, if you remember in the training I said there's only really two things that are important. Generating strategy sessions and doing strategy sessions. If you do those two things, you will get clients. If you get clients, you'll make money. If you make money, you can do all sorts of things. So, where a few people got confused is they're like, "Yeah I know. Generate strategy sessions, do strategy sessions. I get it. I want to do strategy sessions, but I don't have any of them to do." Then so, we're like, "Alright, well what are you doing to generate strategy sessions? Then they would say, "Well, I'm sending out cold email but people aren't really replying and stuff. This is where we could run into some confusion here because people would just send out template emails, but because there was low interaction and there's low personal connection in there, email is in some [inaudible 00:17:13] it can work and in some it might not. Depending on how good your message is or what your offer is, there's too many variables in there and sometimes it can work. Sometimes it might not. So, what we've decided to do is change the training to this new age client attraction where we stop sending the cold email and lump email. We get on to social networks and we farm those things instead because once you've got someone as a friend or a connection, it's different. Plus people are now using chat and direct messages more than they're using email. There's more engagement there, higher response rate, all of that. So, that's the new method. If you want to know numbers and specifics, well, you want to try and add at least ... You don't want to add any more than 40 new friends per day on Facebook. So, every 24 hours, find up to 40 people who are in your niche. Look at their profiles, see if you think they're a good fit. If they are, add them as a friend. Then on LinkedIn, you should add up to about 20, 30 people per day as connections. If you do that every day in a 24 hour period, roughly 20% of people you add as friends will accept your friend request. So, if today it's Monday and I add 40 people as a friend, tomorrow I check in on Tuesday, 20 people have accepted. 50% accept rate. Now, I can direct message those 20. If I direct message 20, about 50% of them will reply. From that, I chat to those people and then of that, let's say out comes four 15 minute chats and two strategy sessions and one client, right? That's a rough kind of breakdown, but every day you're adding more people and every day more people are accepting and every day more people accept, you send out more messages. Every day you do that, more people are talking to you and replying to you and it's very interactive. There's conversation going back and forward and all of this so you're able to collect more feedback as well. Unlike sometimes when you're sending a cold email, someone doesn't tell you why they're not interested. They just delete it. So, this new method I'm pretty excited about and we're going to be rolling it into accelerator later on as an update, but it works really well. I've seen countless case studies of people using it really well. It's very powerful. So, if you're not doing that, do it. That kind of answers your question, Michael. What to message people and how to respond to people and have convo. Yeah. Follow that method. All right. Nina is here. Michael. Specifically things like how long you should message before you build the strategy session. Yeah. So, you're second question here Michael, it says, "How long should you message before you book a strategy session?" So, it's not a question of length. You just want to try and chat to someone and get them on a 15 minute chat. Pretty much right away. Then once you're on a 15 minute chat, then ask them some questions, determine if they're a fit. If they are, then book a strategy session, then do the strategy session. That's how it goes. Ross says, "Hi, Sam. Would you consider doing a module on what changes need to be made for GDPR?" Honestly, for most people, I don't think really they're going to need to change much at all. The things that if you do need to change things in your privacy policy or things like that, companies like Google analytics and Facebook and all of them, they'll tell you about it because that's always what happens because Facebook won't let you run ads unless you have proper privacy policy. Same with Google and all of that. So, I wouldn't get all hung up on it. They'll just be some simple changes you have to make to your policy. It's not anything to get too worried about. EL says, "Thank you, thank you." Kevin. Kevin [inaudible 00:21:31]. Hi Sam. I took the personality test. I have the result. INFP. That's what my wife is. Do you recommend becoming more observant and less intuitive, judging and less prospecting, and assertive and less turbulent? It depends what you're trying to do. Because you don't really want to try and change unless it's necessary to achieve what you're trying to achieve. So, really I need to know what things you struggle with and what you're trying to do and stuff like that, but generally with your type, an INFP, you're going to have two things in business that are going to get you. They're going to bite you a bit. It doesn't matter. Every personality types has things that bite them, but the first one is going to be your introversion. You're introverted, that's why you're an I. So, not wanting to put yourself out there and talk to people on strategy sessions, add people as friends and message them. You feel a bit intimidated by that. That's the introvertedness in you and you just have to push through that. It might feel emotionally hard, but you just gotta push through and you'll be able to do it. Then the F. The F there means that you use feelings to guide your decisions more so than you do logic and rational reason and numbers and things like that. So, for an F type, the biggest thing that I see that gets the in business is that they don't track their numbers and they don't do things very analytically. Like, for me, quite often when I need to make a decision, there's a huge amount of emotion in me and the emotions tell me all sorts of things to do, but I'll always go to the numbers. I'll find the data, I'll find recordings, I'll find what my closing ratio is, I'll find the analytics or find the data. I'll gather all of that up and then I'll look at it and then I'll make a logical reason. I'll logically assess it and then make my decision even if what the data is telling me to do is the exact opposite of what my emotions are telling me to do. I'll follow the data. No matter how painful it is, I'll take the data any day. But what your type will probably do is follow the emotion and what I see actually more often is you won't even collect the data in the first place. So, we have a F type in our mastermind and I had to push him again and again and again and again to keep a spreadsheet of his numbers and his tracking and everything. That was what he was putting off. He didn't want to do the tracking. He more wanted to just have the conversations and things like that. So, just watch. Be mindful of those two things. Introvertedness and analytical thinking. Numbers. Angie says, "I want to teach parents how to ensure their children have a leg up in life through financial literacy. Looking for how to niche that." Yeah. So, really what you're saying here is I'm just trying to think. First of all, you need to answer this question. Do parents actually wake up in the morning panicking and frightened that their children don't have a leg up with financial literacy? Is that an actual fear and a problem and a state of mind that exists among parents? It probably does exist, but it's not worded like that. It'd be more worded in parents probably worry that they're not doing a good enough job to educate their children and what their children might end up doing in the future. They're worried about their child's future. Not financial literacy. That is just a thing, but they're more worried about where their child is going to end up in the future. Because someone might have bad financial literacy and be a billionaire and so it's your focusing on the means more than the end and you want to focus more on what the parent actually thinks. You're still going to be teaching them the same stuff and what you want to do and all of that, but you have to word your offer in a way that resonates with the parent and what they actually are worrying about. A prime example is consulting accelerator shows you how to get a totally new mindset and it also shows you how to become a new person and develop a new character and it shows you how to develop habits and all of that, but a lot of the time, my market isn't waking up thinking, "Oh, man. I want to become a new person," or, "Man I wish I was more disciplined on myself or I wish I could sacrifice lots of things." They're not waking up thinking that at all. It does not exist. What they're waking up thinking is, "Man, I wish I didn't have my job and man I wish I was making some more money so that I could have some more freedom and I wish I actually did something for work that I enjoyed and was passionate about. That's more what they're waking up saying. So, my message speaks to that, but what I teach in the training can be different things about mindset, all sorts. so, what you obviously want to teach about is financial literacy and all that. That's fine. You can do that, but you need to pack it inside a little Trojan horse that looks something different. Joshua says, "Hey Sam, I'm starting to do strategy sessions selling Facebook ads. How do I best overcome the objection of having no case studies? Should I instead offer to do a free month so I can build up some credibility?" So, Joshua. Have you done any strategy sessions? I see here you say I'm starting to do SS calls. How many have you done? Tell me how many and then I'll give you my answer. Manuela says, "Maybe if [inaudible 00:28:27] I stay on social media I'd have a one on one." Maybe. [venita 00:28:34] says, "What about behavioral targeting on Facebook?" I mean, Facebook is rolling out new shit every day. Every time I log on there, there's totally different things. New features, new everything. There's messenger bots. It blows my mind. There's so much stuff in there I don't even know a lot of it. Honestly, we still just stick to the same stuff. Most of what we do is just building those audiences the way we teach you how to build them. We also use lookalikes. Pretty much all of our ads are image ads with text done the way which we tell you how to do them and that's it. They still work. They've worked for years. We spend millions of dollars on ads. They work really well. We just keep it simple. You don't need to be in a hurry, in a rush to look at these new features. That's what a lot of people do. I notice people obsessing about chat bot ads. All sorts of stuff. Chat bots this, chat bots that. I've talked to lots of people. Even people who are making eight figures, seven figures and they've been testing chat bots and I talk to them. I just call them up. I'm like, "Dude, I see you're doing this chat bot stuff. Is it working for you yet?" They're like no. Numbers don't add up. Not making profit. I'm like, "Alright. Well, tell me when it does." These things look cool and stuff. They're gimmicky. They look great and it's kind of fun. I'll admit it. It's fun to obsess over some new feature and some new kit, but the numbers aren't there. When they are, when I see the proof and the facts exist, I'll change things as I always do, but right now, stick to what works. Just keep it simple. Block out the noise. Focus. I can't tell you how many times people have been like, "Oh, Sam, you're not doing like ecomm. You're going to miss this big opportunity." Then they're like, "Oh, Sam, you're not on Instagram. You're going to miss all of this." Then, "Oh, Sam you're not producing content or blogs. You don't have a podcast. You're not podcasting. Sam, you don't public speak. Sam, you don't have a book. You don't have an Amazon best seller and Sam, you only have one product. Why don't you make more? Sam, why don't you come on my podcast? Why don't you come be interviewed by me? Why don't you go and speak at people's events? Why don't you hold events and why don't you interview other people." Then I heard, "Sam, if you're not in bitcoin, you're making a huge mistake man. Bitcoin is the future. All of this." Then chat bots. Then all this shit and I've been doing this for not that long, but five years so I've heard all of these things coming up and everyone's being all ADD and pinging around and they're doing all of these things. I just focused on doing this. I've ignored that and I tell you what happens pretty much every single time. That thing gets all hypey. Lots of people change tact and go over to this thing. Thing breaks, explodes, disintegrates. They all kind of get totally distracted by it and a lot of them lose money on it and they lose a lot of time on it. Then what I'm doing, just gets better, still works every day, day and night, day after day and it keeps getting better. So, don't get distracted. Just focus on the main thing and never take your eye off the ball. That's the way you do it. When the facts exist and I see that it is worth doing, I'll tell you about it. Until then, forget about it. I'll give you a prime example is the organic outreach. So, we used to teach lump email, cold email and all of that. As soon as I started seeing actual evidence and facts that the social side of things was doing better, I changed the training and told you about it. So, Danny says, "When joining the groups in your niche and adding them as a friend, I found it helps massively when you go to the people in the group with common interests." Yep. That's true. If you want to know a ninja tactic to really doing it, it's to join some of the Facebook groups and then identify the influences within those Facebook groups. So, a Facebook group is a community. It's a micro chasm of what happens in society where different people with similar interests plaster together. Whenever that happens, there is influences. There's leaders and there's people in there who people look up to because they have insight and results in this particular area. You want to identify who those people are. You'll be able to tell because their posts will have the most comments and likes and other people will reference them and you'll notice it, right? Now, when you identify that person, go to their profile and look at what groups they're in because you can see it. It's public. Also look at what pages they follow. What likes do they have? Then go and join those groups because the influence is obviously going to be in the right groups and like the right pages. So, that's how you get that information. You can infiltrate. Find the influence and bam. Then, if you want to work your ... When it comes to adding people and growing and getting them to accept you, it's okay that you're in some groups that they're in because when they look at you and they're like, "Should I add this person as a friend or not?" They're trying to see if you're an insider and if you're a person who's in their world. So, if you're in common groups that they're in, then they'll be like, "Oh, yeah. This person is kind of like me." But better than that, if you also like some pages that they like, good. And if you've posted some content on your wall to do with that niche, even better. Even better than that is if you've already got friends in common. So, I would start your first few connections when you're building up your network with the low hanging fruit. So, go for some of the more novice people first and adding them as connections and friends because they're more likely to accept your request in the beginning when you don't have any friends in common. Then as you start to build them, start working your way up the ladder because then when you go to add the bigger people, the bigger guys, you've already got friends in common. You're already in the same groups. You've got content on your profile. Bam you get in. It's what you want to do, but if you already have friends in common with some of the bigger guys, just add them anyway. You don't have to stick to that strategy, but that's a strategy to build a little base of friends in common before you start adding people. Sean Williamson says, "Would you still recommend organic Facebook if you target backend B2B companies, government agencies or things like that?" So, the thing that's happening in the world right now is that the separation between personal and business is disintegrating. They're becoming one thing because who runs businesses? They're people. If people didn't exist, businesses would cease to exist. So, really businesses are just people. So, we used to say B2B, B2C. Really it's just been B2P. Business to people. Really it's just P2P. People to people. So, that whole thing is changing. People used to wake up in the morning and they would get in their car, drive to the office, they'd wear a suit, they'd have a briefcase and when they're at work, they talk about work and when they're at home, they talk about personal stuff and they were very different and isolated and the two didn't interconnect, but these days it's all changed. Lots of people work from home. People wear the same clothes they wear at home at the office. People wear t-shirts and it's not all formal. People speak at work like they do at home. They've merged and become the same thing. Business people talk about personal life and they build their business into their personal life and they make it all one thing. That's what's happening right now. It's a big trend that I've been watching happen. So, really when you're thinking about this, you're like, "What if I target B2B companies?" B2B companies are still people. The people who are running the B2B company, they're people. They're going to have problems. They're going to be in communities. They're going to be in Facebook groups. The one that's a little bit different might be the government agencies one. I might be wrong here. There might be government agency Facebook groups. I don't know. You gotta Google it. The government agencies thing might be different. Find out, but B2B, B2C, it's all the same thing. Just think about it as humans, not businesses. Jay Jackson says, "Hey Sam. Three to four weeks in, I've signed up a few clients. I've done done for you. At what stage should I start using Facebook ads? Should I be coaching clients and/or using a membership site like Click Funnels when I launch Facebook ads to optimize my time and delivery?" What do we do here? There's a few questions in here. Yep. So, I've got it. One thing at a time first of all. If you try and move from done for you to training programs and coaching at the same time as you try to move from organic methods to paid ad methods, there's too much stuff moving around at one time. I would first of all make the switch from if you feel like you're ready to switch to training programs, I would make that switch first because once you're ready to do that, you do that one. Then once you've comfortably done that, got a few clients, then I would do the Facebook ads and drive the volume and the scale into it because otherwise if we do it the other way around, if we start driving scale and volume into done for you, then it's going to scale and break because it can't handle that much scale. Then we've gotta make that move anyway. So, I'd rather make that move anyway and then do the scale because then it's unleashed. If you want to see ... In accelerator we mostly cover how to get done for you clients and one on one clients and run the business that way, but in the other program, I've got Uplevel consulting. We show you how to move from done for you and one on one to coaching and online programs. So, check out week seven. Jay, if you go to week seven there, you'll see all about it there and have a look at that. Ann [inaudible 00:39:53] says, "Hey Sam. Do you think that people and businesses are leaving Facebook after the recent scandals and congressional hearing? Is Facebook's importance going to diminish after all this trouble with privacy and confidentiality?" No. All you have to do is listen to the congressional hearing where Mark Zuckerberg was and the questions that the senators and government people were asking him. Facebook and Zuckerberg are literally laughing at how clueless these people are. These people are so clueless. They have no idea what they're talking about. Really, Facebook didn't even do anything wrong and the whole thing is just totally messed up. It's all based on just politics and a load of shit. Nothing even really happened and no one's going to start leaving Facebook for nothing. So, nothing to worry about at all. Our ads are working better now than they ever have and we're scaling up and everyone I know's ads are working. Nothing to worry about. So, [inaudible 00:41:08] says, "Hey Sam. You look awesome as always." Thank you. "I want to become an acne coach. I'm really excited about it, but I don't know if I need some coaching certificate to start out with this niche. Can I just jump in without any coaching experience?" Well, you don't need a certificate or a degree in this. You just need to have a method that works and that your confident is going to work. So, I take it that you're interested in this niche probably because you went through it yourself. That's how most people become interested in something like this. If you went through it yourself and you found a way that works, then that's all you really need. Now all you need to do is try testing it on other people. Because you're not operating on people with scalpels and you're not prescribing them controlled medicine and things like that. You don't need a doctors certificate or anything like that. Because we're just giving them normal advice. So, it's not a medical thing what you're doing here because you're just advising them and you're not claiming to be a doctor. So, you don't need a certificate or anything to do it. I would just try it. Try it on other people. See if it works for them. If it works for them, that's all that matters. Certificates and degrees are pointless because the only thing that matters is that the person fixes the problem. I would rather have an ape operate on me doing open heart surgery if the ape had a proven method that had been proven to work with a track record over a human with a certificate and a degree with a worse track record. So, most people are like that, by the way. Most people just want the outcome. They want the main thing. They don't care about these other peripheral things that don't matter. Michael says, "I love the new method. Is there benefits to doing the two calls instead of qualifying them by messaging them back and forth and then doing one strategy session?" Yeah. So the reason why we do a 15 minute call with this method compared to just going straight to the strategy session is for a couple of reasons. First of all, when we're using our value video funnel and paid Facebook ads, people are coming to us and when people come to us and they complete a survey and they're booking a call with us, it's a different type of relationship and it's a different setting. So, we don't need to do a 15 minute call before we do a strategy session, but when we go to someone else and we go to them, it's different. They haven't come to us and they also haven't completed a survey. So, really what the 15 minute call is is it's replacement for the survey. You don't want to ping someone a survey link on a Facebook chat after you've just messaged them cold. You want to warm them up a bit, get them on a 15 minute chat, break the ice, get to know each other a little bit, see if it's a good fit, subtly ask them the sorts of questions that are in your survey and then if it seems like they're a good fit, then schedule a strategy session and do that. That's what it's there for. Think about it as a replacement for the survey. Callie says, "What do you think about Instagram business wise and consulting? Important or no?" No. Well, I'll tell you this. I got to 20 million a year without having one. I have one now, but honestly up until about a few months ago I didn't have one. I deleted it. So, it's not that important. You gotta keep the main thing the main thing. So, Jasmina says, "Could you please upload this to the group?" Yeah. I'm going to be doing a little training where I update it and upload it into the accelerator to update that category. So, when I do that, the update will come. Yeah. So, Michael says, "I personally use Instagram to get clients so it also works." Yeah, I mean it also works. Don't get me wrong. It doesn't not work, but we have to narrow our focus to get results. In order for me to get where I wanted to go, there was so many things to do. I could do content creating blogs, send emails to my list, live webinars, JVs with people, public speaking, writing books, podcasts, interviewing people, being on other people's podcasts. I could do YouTube videos. YouTube ads, Instagram ads, I could post on Instagram. I could do how many different things? Too many my head spins. So, I was just like, "Alright what is the main thing?" I worked it out to be Facebook ads and I worked it out to be a funnel and a good product that helped people and solved their problems and delivered value. So, I just went all in on those three. I deleted everything else. I stopped creating content. If you look back at my YouTube history, you'll find a period of probably two years where I didn't do anything. Released no blog posts, created no videos, made no content, and actually did not have an Instagram. Zero. It was deleted. It did not exist. I didn't post at all on Facebook organically. I just did ads and only one type of ads. Text ads. I just had one funnel and I just sold one product and that was it. I focused in on that and just got rid of everything else. So, does the different stuff work? Yes. That's the most dangerous thing about it because it disguises itself as useful work. Like, "Oh yeah it does work so you should try it." Wrong. Those things are the most dangerous because they lure you in and distract you from the thing that works better. So, honestly, if you've got Instagram working as your main thing, then just keep that as your main thing. But if you're wondering what is going to be your main thing starting out, I can tell you that Facebook groups and adding people as a friend and then direct messaging them over Facebook that's going to beat the Instagram method right now. Just because of the fact that Facebook has groups. Groups are amazing and also chat is better on Facebook than it is on Instagram right now. Plus people have to add you as a friend and connect. That changes things. So, if you're wondering what to get started in, Facebook and LinkedIn, those are the two best. [Venita 00:48:27] says, "How can you qualify a person for a strategy session if the 15 minute chat doesn't ask if they have money for ads, etc. would you recommend we ask the survey questions in the 15 minute chat as well as the 15 minute chat questions?" Yeah look. The 15 minute chat questions should really be kind of the survey questions. But you don't want to make it too stale and sterile. You don't want to make it like, all right first question this, second question that. Kind of subtly ask these questions in a more conversational way because you're really doing the survey for them on the call but in a nice warm way and warming them up. If their question is vital for you to have an answer to, Venita, before a strategy session, then yes. Ask it on the call. On the 15 minute call. Venita says, "How would you describe Facebook ads to a client during a strategy session without triggering their feature brain?" Well, I probably wouldn't even mention it at all if they ask. I would tell them that we were going to have to get clients in their niche and we were going to build a predictable system that's going to help them get those clients. Then if they ask me questions and probe deeper into that, I'll answer those questions and go deeper into it. But I never bring it up. I never bring up the details until someone asks for the details. Because otherwise I might lose them. I've got them right here. I've got their focus. I'm controlling where things are going and then if I go over there I might lose them. If they did ask, how are we going to do it? Well, I would say, "Okay, we'll we're going to run some ads." We'll do these ads and what we'll do is we'll do some market research into your niche. We'll find out what their pains, problems, desires, and fears are. We'll really get to understand them as people. Then once we understand that, we will be able to craft a message to put in front of them that will get their attention and to strike a nerve with them and then this message will get them to click on it. When they click on it, it'll take them over to a funnel which will be a series of webpages which will educate them a little bit about what you do and how you help them and how you solve their problem and why they should work with you instead of anybody else. Then after that, we'll also get their email and stuff. Then at the end if they're interested, they'll schedule a call with you using a survey and a calendar and things like that. So, that's how I would explain it and then I would just be quiet. That might be all they need, but now they might think ads, what type of ads? So their question might be what type of ads? I would say well, what we've found works best is Facebook ads. So, that's what we'll do. Then if they ask more about Facebook, we'll go more, but what you gotta understand here is we keep it high level until they probe and then we drill down with them but only I will reveal a level of depth to them if they probe and then if they probe further, I'll reveal a level. If they probe further, I'll reveal it a level. I'm only going where they want to go. Otherwise, I'm going to lose their attention. I'm going to start speaking about stuff that's irrelevant to them. Jason Hart says, "Is it better to have two Facebook profiles or run a single profile and segment your friends list?" So, definitely don't do two. Only have one. What I recommend doing is not even segmenting your friends list. Just post it. Let your friends see it. Let everyone see it, but if you are too insecure to do that in the initial stages and it's fine if you are. I was too when I first did it. So, I would segment your list, but that sucks. That job sucks. You gotta go through so many friends, segment them all. It takes forever and then you've gotta remember for every new friends to segment them too. Then it's not really worth it. I would just post it to everyone. I used to feel like I had to separate my personal life from my business life. So, I would segment my friends lists and I wouldn't even run ads in New Zealand selling my stuff at one stage because I was too worried about what people I knew would think. They would see that I'm running ads and might think that he's selling out or doing something weird or look at that loser or something like that. Which was stupid. It was just insecure. Now, I don't care. I'll post anything to everyone and because they're all people. They're all the same. Plus never underestimate who's in your existing network. Your existing friends who you might be thinking about segmenting out and excluding, they might know someone who wants your thing. In fact, they're more likely to be able to provide business to you than your pure business contacts. So, I would not segment it. Yep. Chris Will says, "Facebook and LinkedIn are the bomb." I agree. Nina says, "Few questions. Number one. Will this updated new age client attraction method diagram be in the content weekend access?" Yes. We will. I'm not sure when that's going to be right now. I'm not going to promise a specific date but it's going to happen. I've already made the training and all of that and I just showed it to you. The recording of this is going to be in here so you'll be able to see the recording and pause it and take a photo of it, but yeah. It'll be in there soon. Sometime soon. Number two. I'm concerned about adding friends on Facebook because my Facebook is pretty much all personal. My LinkedIn page is all professional. I'm concerned that my Facebook posts might just distraction to people that I've not met from the [inaudible 00:54:38] business stuff. My Facebook friends are completely different from my LinkedIn ones. Should I then focus on these niche related groups on LinkedIn? You see, you're worried. You're freaking out that business and personal life are two different things. You're worried that business is some cult that normal people are going to judge you for. That business people are thinking that personal life is some weird cult that they're going to judge you for. They're not. It's fine. Actually what happens is mixing business and personal actually does quite well. I'm not kidding. If you look at my LinkedIn profile now. Go to LinkedIn, search Sam Evans, find it, look at my recent posts. I did a post the other day and it was a photo of me and my cat and the caption was me and my cat. There was no content in it. It got more likes and comments than a post I did that provided very good value. Now, that doesn't mean that we should just do stuff like that because what really works is a mix. A mix of personal and business. We want to provide good value in longer form content that's serious and to do with the niche in business, but then you also want to post some personal stuff that has nothing to do with business because it's that mix that really works. I wouldn't freak out about it. [inaudible 00:56:16] I don't know how to say that name. [Yoanne 00:56:18] Clovis. Sorry if I got that wrong. I help foreign nationals to adapt and quickly be productive and happy in their country of destination. Multinational companies lose a lot of money by not doing this and it is beneficial for individuals as well. I help foreign nationals to adapt and quickly be productive and happy in their country of destination. You know what? This is a good one. It just is worded a bit too clunky, but it's definitely unique. Because people move to different countries all the time. Quite often a company might have really good people in Ireland that they want to move into New York, but say that they try to do it but they don't fit in well so then they lose their good people who they put in New York. It's a real need and it exists. I know that, but how would you word it? First of all, you've gotta find out what word they use. What you're calling foreign nationals right now, you want to find out what they call themselves. Because it's useless addressing someone by a term that's not what they know themselves as. Because they won't see that and click with it. So, find out what they consider themselves. They might consider themselves ex-pats or I don't know whatever. Foreign nationals. Find out the term. Use that term. Then, find out what their problem is and how they phrase that. So, you're saying that you're going to help them adapt and quickly be productive and happy. So, they might say to fit in. Right? That might be just how they word it. If that's how they word it, use that. Just make it how they say it and make it simple. In their country of destination. Yeah. Find out what that term is, use that. Just put it in their language. Make it simple. Make it something that's like, "Oh, that's what I want." The fundamentals and what you're doing there, there is a need there. You've found a good niche. It is a problem and it's probably a problem people are willing to pay money to solve so it's a good one, but you just need to make it more simple and in their language. So, you've also said would you advise that I choose the CEOs or the employees as my niche for a starter? Well, honestly, I would choose the people because that's where you want to spearhead the message. Because they're either going to buy it for themselves or they're going to talk about it to the CEOs. Just go for the people. It's just like cereal companies. Breakfast cereal. They target the children on TV during the children's shows because that's where they get them. Then the child goes to their parents and is like, "Hey can you get this one?" They don't target the parents. Sometimes they do, but most of the time, they go straight in on the children. I would try going straight to the people. Tiffany says, "What do you think is the ultimate heart of the method in choosing a niche?" Honestly it's just making a decision. Most people they think that this is a huge life decision. They treat it as if they're marrying their niche and that they're going to be married to this niche for forever. It's a huge commitment and are they really sure that they want to be with this niche? Are they really sure that this is the nice that they want to spend the rest of their life with? It's not like that. A niche you can change however many times you want. You're not really attached to it at all, but you need to make a decision. You just need to pick something and even if that's the wrong thing, in picking the wrong one you'll find the right one. This is what people don't get. It's better to just decide and commit on something than to not decide at all. I picked all sorts of the wrong niches. I built a [set 01:01:16] company, I did a meal delivery business, I did a job board website, I built loyalty card app for cafes, and then I targeted plumbers, electricians, I went through all this stuff. But as I found each one, I found I like this, I don't like this. I just iterated and I moved through and then I ended up where I wanted to be. That's how everyone does it. No one sits down with a pen and paper and finds the perfect niche, decides on it, commits, and stays true to that for the rest of their life. Does not happen. Everything goes through trial and error. You just need to decide, commit. Just make a decision today. Don't keep lingering. Don't make it linger on. Lewis says, "What's your favorite hobby?" It's business. So, work, I don't treat work and hobby and fun and work, it's all fun. It's all my hobby and it's all work. I don't feel like, "Oh, man I can't wait until the weekend so I don't have to work." I don't think, "I can't wait until work's over." I wake up in the morning and I'm like, "I can't wait to go to work." I'm kind of sad sometimes that it's the weekend. So, you learn to fall in love with what you do, but if you're asking what other things do I do that aren't business that I like, then I like reading books but typically I'm reading books about business to get better in business. So, it's kind of still related. That's probably it. I live it and breathe it. Leland. "Hey Sam, how's it going?" [inaudible 01:03:18] says, "Hi Sam and thanks for the 80 20 video. It's really what I needed. My question is in which category should I put my office work job?" I got you. All right. Simple. How much money do you actually earn per hour? If you get paid hourly put that in there. Otherwise, if you don't get paid hourly, find your annual salary and then divide it by how many hours you work in a year. Then figure out how much it's worth per hour and then if it's close to 10, put it in 10, if it's close to 100, put it in 100. Just put it in the one that's closest to it but that's an easy one to calculate because you're actually getting paid for your time. Thanks, Kevin. Michael again. What's your thoughts on doing a lot of businesses instead of focusing on one? Similarly to Richard Branson and Virgin. He has 400 companies. Ty Lopez who has a bunch of companies. Are there certain personality types that actually benefit from doing a lot of projects and businesses? Well, if you look in history, there's people who do both, but the people who do the best do one. So, sure, Richard Branson apparently has 400 businesses. People really only remember one of them which is Virgin Airlines and that's it. [inaudible 01:04:52] of 400. So, what I think is if they focused on one instead of 400, that'd probably be way more successful. Way more. Look at Jeff Bezos and look at Mark Zuckerberg and look at Steve Jobs. Look at all John D. Rockefeller. Look at all of them. They've all focused on one thing. I honestly think Ty, if Ty did one thing instead of lots of things he'd make more money. Now, Ty is making money by doing lots of things, but that doesn't mean he would make more if he did one. Paulina says, "Hi, how's it going?" Melissa. How long is too long for a value video. Don't think about the length. Focus on just getting the message across. However long that takes, that's what it takes. The length is auxiliary really. It's peripheral to the main function. The main function is getting your message across. Having a convincing argument as to why the person should take the next action. If you can do it short, do it short. If it must be done long, do it long. Now, just to give you an example about how people talk about length, I remember when I first made my webinar for consulting accelerator the guy who was running my ads for me back then, he said the secret, the holy grail to webinars is 45 minutes. Gotta get it on 45. Then I was like tried and tried and tried. Couldn't do it. It took me two hours to get my message across. He was like, "Dude, that's too long. No one is going to watch that shit." I was like, "Fuck it. Let's just try it," because I can't get my message across in 45 minutes. So let's just do it." So, we did it. Worked. Worked better than any 45 minute one he'd ever done. Then the whole standard of webinars changed to two hours. Then recently when I rebuilt that webinar, I made it three hours. I was like, "Man, maybe I'm pushing this thing too far. Maybe I found the limit at two, but three? That's like Lord of the rings. Everyone who I was, even people in my company were like, "Dude, this might be too long." I was like, "Screw it. Let's try it." Work, did our two hour one, demolished. The best webinars I've ever seen ever. So, don't think about the length. Focus on just getting a convincing argument across. Don't try and make it long for the sake of long or short for the sake of short. Just focus on the message. Keep the main thing the main thing. So, Edward says, "Sam, how do you determine the pricing for our high ticket online programs? E.g. Uplevel consulting pricing strategy?" So, really what you want to do is you want to price on value. What is it worth to someone to fix the problem that they have? What is that worth to them? You want to charge a small percentage of that value. Also, you want to look at what other people are charging and then how do you want to really step up and bid to other people? Do you want to be more expensive in a higher level program or cheaper or about the same price? Don't pay too much attention to what others are doing. Pay most attention to the value. Pricing is a funny thing. There is not a perfect instrument to actually measure what the perfect price is. There's a lot of ... What's the word to describe it? It's subjective. It can be all sorts of different things, but the main answer here is you want to charge something that you believe that it's truly worth. You want to make sure that you think it's an absolute bargain at that price. Because when you have that sort of confidence in it, then it'll show through in your marketing, in your sales and everything. It'll do well. You don't want to be selling it for under because then you're going to be pissed off about it. You don't want to be selling it for over because then you're going to feel guilty about it. Just be right where you think it is. Also, we teach how to price high ticket offers and everything in Uplevel. So, I would join Uplevel if I was you. Check out week seven. Melissa says, "Loving everything in this program. I am telling everyone how awesome it is." Thanks, Melissa. Hopefully you're using that refer a friend thing too. Because you can tell everyone how awesome it is and then if they buy, you'll get paid and they'll get a discount. So, Hayes says, "In my work area, I have experienced a need for learning support knowledge development. Meaning teachers and academics struggle to support students. My job is to deliver workshops on strategies for academics are more inclusive in their teaching practices. My question to you is could I turn this into a niche? A package that I can offer to a wider educational community not just where I work?" Yeah, well you want to look at really what you're doing without being too zeroed in on the details. Because you said here my job is to deliver workshops on strategies for academics that are more inclusive in their training practices. That's a bunch of academic jargon. You want to strip it down. What are you really doing? Well, you're helping teachers do a better job. You're helping teachers actually teach better. So, that's what you're really doing. The heart of it. Forget all of the fancy language. That's what you're doing. So, yeah. If you have a formula and a recipe which you believe can help teachers better teach people and get their students better results by connecting with them properly, then sure. It can be wider. You just have to zoom out. Stop being so stuck on the details and zoom out and just look at what you're really doing. So, Phil says, "Hi Sam. I'm taking on a coaching/training niche in the cyber security field. I am putting together the 12 week program. What happens after the 12 week? Should I have a part two that goes into another 12 weeks? I'm just wondering how do I retain the customer after the 12 weeks?" So, forget about that. If you're building a program, your main objective in that program is to just deliver the results that you promised. So, if you're going to tell them how to fix this problem and how to do this and how to do that, deliver on that. Make sure you deliver on everything. That's what you need to do. That's it. Don't try and think, "How do I build a program that can then sell people into another program?" That's like trying to hit one pool ball to try and hit another pool ball and then you're going to fuck it up. Never do that. Only think about the main thing. Because really, think about it like this. If you deliver on exactly what you promised in your program and did what you said you were going to do, then if you've got another program, do you think that promises to teach people how to do some other things, do you think people are going to trust you to buy the second one if you delivered on what you said in the first one? Yeah. So, that's your main objective is to just deliver on your promise. Really you should try over delivering on your promise. I would check out week seven. Week seven I talk all about programs. The fly wheel, all of that stuff. So, EL says, "Sam, nobody thinks how can he or she have a higher state of consciousness. That's right. Now, that is the what I become most expert in. I became a master, so how can I find that Trojan to get to people? Would you have an idea? I have the ability to help people live their life in a totally new level of experience." Yeah, well if you're a master at it, I take it that you have taught other people this and been successful in doing so. Now, if you have taught other people how to do it and they were successful at it, it's safe to assume that they had an interest in it. So, if they had an interest in it, then it must have been attached to some problem they wanted to solve or some desire they wanted to achieve and get and obtain. You just need to find out what that was. Think of all the people you've worked with that have got results that you've trained or helped. What did they come to you for? What pain and problem were they trying to get away from and fix and what desire were they trying to get and achieve? Because it's not going to be a higher state of consciousness. People don't just walk around looking for people to develop a higher state of consciousness. They will have different ways of wording this. Don't pigeon yourself as someone who helps people. You said, "Now that is what I became an expert in or a master is helping people go to a higher level of consciousness." Yeah, but that's just one way to word what you know how to do. There's 256 million colors in the visible spectrum, but there's only 247 colors in the english language. You're using the English language to describe something in reality that can't really be described in words. So, forget about the words. You're too attached to the words. What you're doing is more complex and sophisticated than the words you're using to describe it. So, we can assume that there's other ways to describe it. [inaudible 01:15:31] says I found there are some painful problems participants face in the tech recruitment niche. I know these can be solved by specializing in particular fields and knowing the tech and client requirements better. So, I've been torn between two choices. Should I become a recruitment consultant and start offering business quality hires in a particular niche? Technology kind of like done for you? Or should I offer recruiters insights in ways on how they can improve their chances in getting more candidates? It's simple. Gun to your head. Imagine I've got a gun to your head and you have to decide immediately which one of these two you're going to pick. If you don't you die. Then it's over. What one are you going to pick? Four seconds. Decide. Tell me what you decide and then do that. People think that's a silly way to do things. What's more silly is to not act at all because then you definitely achieve nothing. When you act, then you're moving forward and if you did make the wrong decision you can change. By the time you find that you've made the wrong decision, change, and then you're implementing the other choice, you'll be further ahead. That person who hasn't decided is still standing there at the starting line being like, "What should I choose?" So, it doesn't matter. Just decide and commit. Angie. "Thanks Sam. I just know that the source of stress for many individuals is related to money. So, if I teach money to parents so that they can help their children not be adults who have bad habits with money, that's the advice on wording." Yeah, but this is very complex here. This is what you're thinking right now. You're thinking that people worry about money which is true, right? That observation is true. But you're thinking that if they worry about money, then they must worry that their children when they grow up are going to worry about money. Therefore we should, instead of fixing our own problems right now which would probably be a better example than training for our children, we should still have problems ourselves with money but teach our children now so that in 30 years from now they can solve this problem when we didn't solve it at all. It's complex and kind of strange. I think it's going to be more simple than this. I think it would be ... I think you've gotta go direct in. Straight on to the parents and help them solve their money issues. You could also offer training to teach their children too, but also your training could be by fixing it yourself and actually becoming good with money yourself, that is the best way to teach your children. What better way to teach than through example? That's the best way. Actions speak louder than words. That's why I hated university. Because the guy who was teaching entrepreneurship at my university had started one business that failed and he didn't try again but he had a PhD in business. So, we must listen to him because he's got the PhD. Messed up. So, I would think talk to the parents. Go straight in to the parents. Talk to them. Pitch them your idea. See if they think it's useful. Get their feedback and figure it out, but what you're really telling me is that you know the source of stress for people is related to money. Well, if you believe that to be true, then why don't you just help those people fix their money issues? That's striking right into the heart. Bam. Instead of thinking about how do we go through this to get to that to go to that to go to that, it's crazy. Just go bam. Straight in what you've already found. Go direct. Grace says, "Sam, I have two ventures. One I work for others. One I work for myself. How do I best make results?" Quit one of them. Focus on the one that your heart's really in the most. Go all in on the one thing that you love the most. That's the simple answer. So, [inaudible 01:20:35] says, "Can you tell us a little bit about Andrew [Ague's 01:20:37] story and then where he started or bring him in on a customer interview like the ones you do daily? Keen to understand what he used to do before he signed up with you or even before he made 17k a month. Was Andrew an accelerator and he decided on accountant before he decided to provide services to accountants?" Yeah. So, I will do an interview with Andrew for sure. I just wanted to do some of the more relatable stories first with people who got six grand a month, 10 grand a month, 20 grand a month before we started going into people that make $1 million a month because it's more relatable. You'll probably get more out of it. The other stories are cool and inspiring, but sometimes the stories closer are the ones that help the most, but I'll tell you how he did it. He was an accountant first of all. He got a job first and he worked at Pricewood House [Coopers 01:21:32] and he was a CPA. Then he didn't really like it so he quit and then he started doing his own stuff and then he ended up being a digital marketing consultant and he was a generalist. He didn't even have a niche. He was working with some software companies, some accounting businesses. Even some trades businesses. He had about 12 clients and they were paying him on a monthly basis for done for you digital marketing. The way we teach. So, he was doing ads for them, social media posts for them, and funnels and stuff for them. He was doing that. He was a generalist done for you digital marketing consultant. Then I met him. We talked and actually the story is actually pretty funny about how that happened. One of his clients who was this company called Jetpack Workflow which was an accounting software business and his client, the owner of Jetpack Workflow bought Uplevel Consulting from me and he then got on a strategy session and he had his marketing guy on the call with us who was Andrew Ague. So, a client he was working for bought my program and then had his marketing guy on the call together. That's how I first met Andrew. Then after that call, Andrew was apparently supposed to implement these things for this guy so that they could do it, but after the call apparently Andrew was so like, "What the hell is this guy doing?" That he was inspired to start trying to do this stuff himself. So, he copied my funnel a bit for what he was doing and he also figured I'm going to try and sell these people on one phone call, but he didn't have my script or anything because he didn't buy my program. Then I saw that he was doing what I was doing. So, I just added him as a friend on Facebook. Apparently when I did that, he freaked out because he thought I was going to sue him or something for copying my funnel and not buying my course. He apparently totally freaked out and was worried sick that I was going to sue him. So, then he rushed through and scheduled a strategy session from me and he we got on a call and then he apologized for copying the funnel and then he bought because it was already working for him. When he joined Uplevel, I said, "Dude, look at what you're doing. You're doing done for you services for a wide variety of businesses, but look at what the commonality between them all is. You've got more accountants as clients than any other type of client. Even at the businesses you have that aren't accounting businesses, are somehow related to accounting. Sure this is a SAS business, but it's an accounting SAS business and you know this guy because he's an accountant. You used to be an accountant, your wife's an accountant and this is all tied to accounting. This is obviously your thing." Then I was like, "That's your niche. You just can't see it, but that's it. You're already doing it. You just don't see it." So, he zoomed in on that. Forgot about the other clients. Then I also got him to look and I was like, "You've already got a bunch of done for you clients. They're all pretty much accountants. Is what you're doing, done for you, could that be taught as a program instead of you doing it done for you? Because surely you've established a proof of concept by now." He was able to see that and then he moved very quickly from done for you to a program and focused in on accountants. He did the work very quickly. He worked fast compared to most people. You see stories of people who join and take a year to do anything. Well, Andrew had built the funnel and got three clients within about three days of being on the call with me without even buying my course. So, that's speed. Build the whole funnel and the value video and get people on the phone and sell them and get three clients without even buying the damn course. Then bought the course and then moved into the niche, built the program, and then was at 100 grand a month within 30 days. That happened. Just tons of commitment, tons of focus. Just all in. There's the story in a brief way, but I'll get him over for a proper interview and we'll do the full thing, but there's no magic. He went through the evolution of a consultant like everyone does. He started out doing done for you generalist digital marketing. Same way we teach people how to do it. Then he found his niche. Then he focused. Then he found his proof of concept. Then he built a training program and then he went into ads. Then he started scaling. He just followed the perfect line that the evolution of a consultant does. Joshua says, "I've done four SS calls so far. I understand that it's clearly not enough yet. Also, I've been a bit of a philosophy question." So, yeah. Your question before I could tell the way you phrased it that it was a hypothetical fear. Not a factual fear because of the way you worded the question. So, what did you even say in that previous question? You said that you were thinking about changing something because you're worried about the case studies thing. So, you were thinking that case studies was going to be an objection so what do you do about it? You just haven't done enough dude. Stop looking for reasons why those four didn't work because I could do four calls right now and all four might be no. There's actually a probability that all four would be no. So, don't overanalyze why those four were no and start thinking that you found the reason as to why they were nos. Because you haven't. Anything that you think you've found in any form of analysis on four is false. Do at least 30. Do 40, 50, 60. Then if all are them are screaming at you that this is the issue, then tell me about it and we'll fix it. But right now, this is a hypothetical fear. Therefore the issue does not exist. Just do more. Now on to your philosophy question. When it comes to synchronicity, do you believe that it happens because your mind notices that version of reality like suddenly seeing Teslas or because it creates that version of reality? I've had it happen to me recently and it's a weird thing. Yeah, so I don't know the scientific absolute answer to this. If I did, I'd be a Stephen Hawking or something but I don't even think that dude knew what the hell was going on. But what I think happens here is that you just notice it. Right? It's awareness. So, for example, Andrew Ague, before he did this call with me, he thought that it was impossible to sell people with one call. He thought that never ever ever happened. Nobody does that. That is some black magic shit right there. So, because he thought it absolutely doesn't happen, he never tried. He never even entertained the thought. It wasn't even in his awareness or consciousness at all. So, he didn't do that. He would do the old way of proposals, following up, emails. All of that crap, but as soon as he heard this thing existed, he wanted to start making it happen and it started to happen and then he's in a situation where he's like, "How did I ever think it was the other way?" So, it's like that. You don't see something unless you're looking for it or it's in your awareness at all. Just like people mindset issues. A lot of people don't notice what they're doing because it's not conscious to them. So, once you make the unconscious conscious, then people can change. But really what it is, synchronicity is really making the unconscious conscious. It's making you more aware of what's actually going on in your own mind, in the world, in other people's minds everywhere. Karen says, "[inaudible 01:30:36] Sam. So appreciate your work. When working in FB joining groups." Cool. Thank you Karen. Robin says, "Do you have the new strategy in print? I joined a little late. I'm going after businesses offering a CRM. Do you have the new strategy in print?" I'm not sure what you mean in print. So, I'm not sure, but this whole call is recorded. After this call if you go back and watch the start, you'll see where I introduced the new age client attraction stuff. It looks like this for people who have joined late so that they can find the part of the video. Looks like this. You can take a screenshot of it now if you want. To see what it is and how it works, just check out the recording. I explained it, skip to that part, listen to it, you understand it. Then you'll be able to implement it right away. You don't have to wait for me to put this into the training before you need to do it. I already explained what it is and how you can do it today immediately. So, don't delay it, but as soon as I get the time to push the update in, I'll let everyone know. Bruce says, "What's your favorite La Croix flavor?" I'd have to say it's pamplemousse. It's a good one. Michael says, "How would you go about outsourcing the organic method to someone? Specifically the messaging aspect and setting up the sales calls? How much would you pay someone to do that? Would you give them commission for each deal that they closed?" You've gotta do it yourself first. Yeah. You've gotta do it yourself because you need to see the feedback and iterate and adapt it. You can really only get someone else to do something when you know exactly what it is and how to do it. So, for example, in Uplevel, we teach people how to hire sales reps so that they don't have to do strategy sessions themselves. Now, the rule before hiring a sales rep is that you're closing lots of calls at a conversion rate of at least 20%. If you can't do that and you can't show me hundreds of reportings to prove it, screw trying to hire someone. It's not going to work because you have to have the formula and the recipe ready before you can give it to other people to cook. So, you do it yourself first. Find out how to get it working. Get it working consistently over a month or something to the point where it is a dialed in process. Then turn it into a best practice document, flow diagrams, videos, whatnot. Teach it to someone else. Get them to apply the method. It would be kind of like me thinking I'm going to help people start consulting businesses and then hiring someone to find out how to help someone to start a consulting business. There's an extreme example, but the best thing to do is just if I want to help people do that, I better figure out how to do it. Best way to figure out how to do it is to do it. Once it's done, then teach it to someone else. If they do it, you're good. Caleb says, "Where have you seen clients get the most results with real estate consulting?" I don't know. I don't know at that level of detail. I know different niches my clients are in, but I don't know the forensics within one particular niche. At least I haven't heard of anyone. I think your best bet is to post in the Facebook group and ask people. Michael says, "Sam, what's the best payment process to use? I am getting a few failed payments from using pay funnels. How would you prevent failed payments?" So, I'm guessing what you mean by failed payments is declines. That's probably either declining because of do not honor response codes which means that the bank, the card owner's bank is holding the transaction for fraud protection. Happens all the time in America. When you're charging American people, quite often I think it's 20% of transactions decline because of fraud protection. That doesn't mean the person doesn't have the money or doesn't want to buy. It just means that they've got to reply to a text or confirm in an email or call the bank and say, "Hey, I'm trying to buy this. Can you unlock my card?" It's a pain in the ass, but there's no way around it. That's what you have to do. Doesn't matter what process that you use. It's all the same and it's not pay funnels. Pay funnels is just a piece of code. What's really going on is Stripe. Stripe's the merchant processor and Stripe is the one that's declining and failing. Stripe isn't even really the one that's declining and failing. It's really not pay funnels, not Stripe, but the card holder's bank. That's the one that's really failing and then Stripe's doing it and then pay funnels is reporting that data. So, yeah. It's not pay funnels. Isn't even really Stripe. It's just what happens. What you'll find is when your merchant account is new, quite often it's worse. It says it's worst when it's new because the banks, they run these fraud protection ... They make those fraud protection decisions like which one do we deny? Which one do we approve? They make those decisions based on algorithms. It's AI and it's processing that data and it's deciding deny, accept and when you're a new business and you've got a brand new Stripe account, the banks don't know you. So, the algorithms detect you as more likely to be fraud than older business because it's the first time it's seen you. So, typically what we see is it needs to warm up a bit, but it's totally normal. What you're dealing with is just what everyone deals with. You'll be fine. Melissa says, "Very grateful to be here. Thanks for giving so much." No problem, Melissa. Hayes says, "What are your ideas around consultancy in higher education, Sam? Offering coaching and training academics, not students." Again, we're talking about academics and students as if one is like an alien and one is like a human, but they're the same damn people. I mean, I'll give you a perfect example. Academics buy my stuff. There's people who have Harvard MBAs in the program. There's even lecturers at Harvard and stuff that were in the program. So, there is academics in here. There is also students in here. There is also business people in here. There's even kids that are like 16 in here. They're all in here and it's because they all want to do the same thing and I don't discriminate or make things complicated by saying this is only for academics or this is only for students or this is only for business people. I help just people start consulting businesses and grow consulting businesses. So, if you're a person and you want to do that, we're good. So, your making it too complicated. Also, higher education that's another term, but all of the terms you're using in here are just terms and they're not reality is that you're just helping humans learn more to get more results. That's all teaching [inaudible 01:39:18]. So, I would forget about all the words that you're sticking to and attached to and just dumb it right down. It's often hard for academics to do and that's often why they have problems applying their theories and doing things because they get too attached to abstractions instead of realities. So, just make it simple. Leland says, "I would like to know that as well as Caleb." I'm not sure what you would like to know. What do you want to know? You have to make your question more specific. What's the best way to share large video files 400 megs from sales call videos with your team so that they can learn? It keeps failing to upload on Google drive and takes an hour just to upload one video on [Wistia 01:40:19] and ends up costing a lot on Wistia." Yeah. So, get Google drive for business. Google drive normal is $5 a month per user, right? But Google Drive business is $10 per month per user and with Google Drive normal, you get five gigs or something. Maybe it might even be one. It's really low, but with business, it's unlimited. I kid you not. We have terabytes and terabytes some of it. It's fully unlimited. So, get the business one. Don't put it on Wistia. It'll cost a fortune. If it's taking you an hour to upload 400 megabytes, what country are you in? Just opening up your profile so I can see. Where are you? You're in Ontario. Where is this place? Yeah. So, you're in Canada. Yeah. So, you just need a better internet connection dude. That's slow. I can upload ... My internet here is about 1000 megabytes a second up and down. So, a gig a second. On upload, a gigabyte video, give me three seconds done. You need to get a faster internet. You can't wait an hour to upload something like that. All right. [Petite 01:42:04] says, "Good morning Sam. How are you?" I'm good thanks. "My niche is drummers and musical artists. I'm doing my research now. The outcome is very social, so I'm looking to create something tangible for this. I hope to create a plan for drummers to be recognized and move forward with their career. Not sure yet. Love the course." All right cool. Well, there's not a question in here. The only question in here is how are you? So, I'm good. I think that's it unless you meant to put a question there. If you meant to put a question in there just write me another message. Melissa. Otherwise, I mean drummers looks cool. If you're just wondering what my opinion is about what you're doing, then I think drummers is a great niche, but I wouldn't try and come up with what you think they need. Try not to think about anything. Thinking is dangerous. Try to know it for real. What you do is you just talk to them. Go to the people. Ask them what's their problem. What are their pains? What are their desires? What do you want? Then give them that. All right. Good to see Melissa. For people who are worrying about what is the 15 minute call? Why do we use it when we're doing organic outreach and not with ads? The 15 minute call replaces the survey function of the inbound funnel when we're using outbound methods. Liz says, "Hi Sam. You're brilliant. I'm almost finished with the second week of the course and I want to say thank you for being so generous with your knowledge and experience. As well as thanks for being transparent." No problem, Liz. Glad you're enjoying it. Colton says, "Sam, when asking people what I am good at, I got relatively vague and intangible answers. Articulate, great motivator, etc. How might this be incorporated into choosing the right niche?" It can't really. The reason why I get people to do that is because one I'm trying to get people to make a micro commitment as soon as possible. So, if I just get you to do any action where you have to reach out to somebody, then I'm getting you to start doing something and then you're more likely to continue with the program. So, I do it as a trick on you so that you succeed but also sometimes you do get some good feedback, but a lot of the time people just tell you shit like this. Because most people are so surface level that they can't articulate proper things to people because they're worried about it. In your case, I would just move on to the next step. Sometimes you get something from this. Most of the time you don't really but at least you're taking action. The most insights you're going to get is from your mindset work that you do in week two and also your Myers Briggs test. All the psycho analysis tests you do on yourself. Those will be quite enlightening. Also, just what you're interested in. You'll naturally gravitate towards that as you get started. Christopher says, "Lost some weight, my friend. Keep it up." Yep. I haven't. I'm on pretty strict diet right now. Probably seen it on Instagram. No sugar, no wheat, no dairy, no carbs unless they're vegetables and things, but it's pretty strict. It's all weighed and measured and all of that stuff. It's interesting. I was definitely eating too much before bed before. What I noticed is now that I'm not eating, what would typically happen is I would eat breakfast normal, lunch normal, dinner normal. Perfectly healthy. Training all of that. Then just at night, at 9:00 PM I would get hungry and I would eat a Quest bar or two Quest bars or something like that. I would typically go to bed on kind of a full stomach or somewhat of a full stomach and then what that meant really was that I was never really losing any weight even though I was eating healthy and training because I had too many calories in me going to sleep, but also my sleep wasn't that great because a lot of the energy that I was exerting during my sleep was in processing the food in my stomach instead of brain repair and tissue repair in my body. So, what I noticed as soon as I started doing this new diet, the stricter one, I don't eat anything after dinner which happens at 7:00 and I go to bed at 9:30, 10:00. I go to bed kind of hungry and I wake up hungry, but I'm amazed. In one week, just lost a whole bunch of weight. Have way more energy and when I wake up in the morning, no where near as groggy and way more alert and everything. So, if any of you are eating before going to bed, try not doing it. Honestly you feel way better. You don't need as much sleep either. I wake up like bam and I can't even sleep in any more than this. Even on Saturday and Sunday. I just wake up and I'm like, "I can't even really go back to sleep. I'm ready." When you go to sleep with a full stomach, you need as much as you get to process it. How do LinkedIn ads compare with Facebook groups? What made you choose Facebook over LinkedIn? So, first of all, we don't do LinkedIn ads. I have never met anybody or heard of anybody that's using LinkedIn ads and they're working. So, I've never tried it. We have tried them and we didn't get them to work. I don't know of anyone who's making them work. So, that's why we don't use LinkedIn ads. You're comparing LinkedIn ads to Facebook groups. Don't know why you're doing that, but what made you choose Facebook over LinkedIn? Well, we use Facebook and LinkedIn. We don't let go of LinkedIn completely but Facebook has ... How often do you check your Facebook? How often do you check your LinkedIn? It's Facebook more often. Who has the Facebook app? Who has the LinkedIn app? It's Facebook. Then, on what platform do you have the closest connections? Probably Facebook. On what platform do you have the most content and stuff about you? Facebook. Which one has the most features and the better messaging system? Facebook. You get my point. Facebook is where most people are and will communicate and will continue to be. LinkedIn is great. Still works but Facebook is the main one. We still do LinkedIn but Facebook is the 80/20. Hayes says, "Do you recommend LinkedIn for marketing purposes?" Yeah. Just use LinkedIn to find people in your niche by searching for them. Add them as a connection when they accept your connection, send them a direct message. That's what you use LinkedIn for. That's it. Building your network of connections of people who are in your niche and then messaging them and then going to a 15 minute chat and then going to a strategy session. That's what you use it for. Michael says, "You mentioned not talking about the specifics of your offer if you're providing coaching and mentorship, social skills, dating niche. Does this depend on what your offer is? How much specifics of the offer should you save? The tangibles and deliverables." So, it depends. On a strategy session, barely anything, you just keep it high level because you know if the person on the other end of the call wants any detail, they will ask for it. Then when they ask for it you can give it. So, we keep it high level and then we let them probe where they want to go and then we provide whatever detail they want, but it's important in the initial phase that we don't go into the detail because we don't know what they want. So, that's why we do that. So, it's got nothing to do with what niche or whatever. It's just because we're on a strategy session and we have the luxury of a strategy session being interactive. So, why I recommend everyone boost strategy sessions because man it is so easy compared to selling someone with a static webinar and a static webpage. So, what I have to do with accelerator, I gotta put people through a webinar and then make them buy. Put it this way. I gotta teach people who haven't even thought about starting a business to first of all decide I want to start a business. Then I gotta convince them that it's a consulting business. Then I gotta convince them that they want it so bad that they're going to pay me to learn how to do it. That's a lot of hoops to jump through and I gotta do it all without talking to them. So, when it comes to a static webinar and a static sales page and trying to pull something like that off, you can't do it unless you've got all the experience from the phone calls. Because the way I can do it on that is by drawing from all of the knowledge that I got from doing 3000 strategy sessions. Those calls taught me everything that I needed to do to make that happen. David Oglesby says this too. He says that all advertising is is salesmanship in print. David Oglesby was actually the best oven sales person in the entire company. So, he sold ovens, conventional household ovens to people by knocking on their door. He would literally just door knock, walk house to house and sell people ovens. He got so good at it that he was the number one sales rep for that company that they actually got him to start teaching other people how he was selling these ovens. He did it so well that the company paid him to make a handbook to give to the other guys to show them how to sell the damn things. Then that handbook was so good that all these other companies were paying ridiculous amounts of money to get their hands on that handbook. Then some Madison Avenue companies got their hands on that notebook. Then they were like, "Who is this guy? We need to hire him right now." So, they did. That's how he got into Madison Avenue. Then they didn't really know that they led a wolf into the hen house because he was so good that before long he was getting all the clients for the entire advertising agency. He was the number one person in the whole ad agency. He was so good that he decided to quit and start his own one and then all the clients went with him. Then he just annihilated the entire advertising industry. So, that shows you again that all of the stuff starts from learning how to sell. Getting on those strategy sessions, selling people. Once you get good at that, then you can start going up to the next levels, but until you really master that, you can't really advance. What he said, [inaudible 01:53:56] said is all advertising is salesmanship in print. You just gotta find out how to sell it normally to a person face to face, over the phone, door to door, whatever. Then just simulate those dynamics and that experience in print or on a webinar or on a Facebook ad or whatever. All you're doing is simulating it. You can only know how to simulate it when you've done it normally. All right, so I'm going to answer about two more questions. Then I'm jumping off here. Because we're only going to run these calls ... We're going to do them every Saturday from 3:00 PM until 5:00 PM. They're going to go for two hours. So, just remember this in the future. If you want to join these, they go every Saturday 3:00 until 5:00. Some Saturdays I might be on vacation or whatever. It's not going to happen every single one, but pretty much all of them. 75 to 90%. James McDain says, "Can you somewhat alter your niche as you move through the different consulting evolutionary phases?" For example, let Sam offering the done for you services for ECO for home remodeling businesses. This store was at 20 grand a month. I don't think the phases of done for you and outsourcing ... Yeah dude. You can do this. Think about this. I used to help plumbers get more hot water cylinder clients with Google AdWords and things like that in New Zealand by the way. So, I was real pigeonholed. But then as I learned how to do that, I just widened the niche. I was like, "Well, really what I'm good at is just helping service businesses. Any business that's providing some kind of service. Locksmiths, other types of companies." So, I started working with them. That was fine. Then what started happening was other people came to me and they wanted to know how I was getting my clients. So, then I started helping them and I created my first ever training and then they started using that. Then I noticed more of a market need over and helping other consultants get clients then actually being a consultant and getting clients for myself. So, I moved over there. Like all great things like this, they happen through evolution. It goes like this all over the place and then you end up over here. So, don't worry about it. You're not going to end up just being this person pigeonholed on doing ECO for remodeling businesses. No way. That might be what your offer is right now but it'll evolve. Thanks Rohim. Thanks for that. Nina says, "Well, thanks Sam. I have so far separated my business and personal contacts, but now I will start mixing it up a bit." Yeah do it. All right. Go in. Cool. Thomas. Hey Sam. I help people love themselves first, stop pleasing others. Toxic relationships and reach deep happiness. Any types on which types of businesses, positions or jobs these people are in? I already use Facebook to the absolute maximum and want to include LinkedIn as well. So, you help people love themselves first, stop pleasing others, toxic ... Again, what you're saying here is this might be actually what you do true, but is this what people are aware that their problem is? Is this what people are waking up in the morning? Are people waking up in the morning and going, "Man, I need to love myself first. That's what my problem is. I need to love myself first. That's it. I need to start Looking for someone who can teach me how to love myself first." Then I need to stop pleasing others and I also have toxic relationships and what I wish I had is deep happiness. No one does that. They don't do that. Someone is ... I don't know exactly what these people will be saying and thinking, but there will be some point where they want to be which they associate with happiness. That might be where you help them go. Their problem right now might be all sorts of different things, but they're not aware that this is what they want or need or anything. The people you've helped, if you have clients you've already helped, then go to them and find out what problem they had in their life when they came to you. Because you've got it, right now you've worded this thing too abstract. It's an abstraction. It doesn't relate to reality. It's kind of like a poem, but we need factual events, we need things that exist. It'll still be the same thing, but at least we'll be able to word it in a way that's very precise. I help people who hate their relationships and are pissed off to leave and find good ones. All right. That's going to be like, "Oh, that's me." Lots of people will be like, "Yep. That's me." How do I sign up? What you've said here is it's too poetic. Don't think but this is what I'm an expert at. Remember you're not an expert at these words. You're an expert at helping someone change and that's more complex than words. Don't ever get attached to the words you use to describe things. All right. Last question here because I like this question and then I'm wrapping up. So, Patrick says, "What are your thoughts on choosing a niche that you've never worked in but like the industry? Such as architect providing digital marketing services, assuming the need is there." That's all you need. You don't need to have experience in the niche. You've just gotta be interested in it. The most important thing int he world is your interests and passion in the thing that you're about to look in. I think it's wrong for people to say that they should make their passion is exactly what they should sell to people and convince them to do. I think your passion is where it starts. I am somehow interested in consulting so I went looking in there and then I identified market problems and then I found out how to solve those problems and then I offered solutions to those problems. It's typically the place where your interest starts and you start looking there. So, if you're interested in helping architects, great. But don't assume what they need before you know what they need. So, you have to go in there with no preconceived ideas. The worst thing you can do when you're trying to understand something is think that you know what it is. Because then it doesn't matter what you do, they're going to tell you different things, but you're only going to hear what you want to hear. You already said it here. Helping architects, providing digital marketing services. Assuming the need is there. So, forget about the digital marketing. Detach from it fully. Just be a good student and understand what the problem is first and don't hold any bias to offering them any one thing. That's how you mess it up. You just want to hear what really people want. If it is digital marketing, that's fine, but if it's something else, well you can learn how to do that and then offer that. The passion is how you choose your niche. the research and talking to people is how you find their problem. Then the solution to that problem sometimes you have to learn it and that's fine. The easy part is learning it in everything. The hard part is just finding something you're interested in and then finding what their problem is. Most people don't do those two steps. All right. So, we're going to wrap up now. Thanks everyone for attending this call. Next one's going to be next Saturday 3:00 PM Eastern Time New York. If you want to experience the full call, make sure you put a calendar thing in there because they happen on Saturdays at 3:00 until 5:00. If you want to ask lots of questions, show up at the start. If you enjoyed this, just give me that like button right now on the screen. Give me some feedback and I will speak to everybody next week. Thanks.

Comments