Consulting Accelerator livestream Q&A call recording from February 9th, 2019.
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Well listen, can see a couple of people jumping on him. Can see Jennifer Lee jenise crane. Thanks for jumping on. And if someone can just let me know if we've got audio and video working stemming off. We've got. Alright, awesome. Thanks Jennifer for confirming that. Well let's go ahead and get started right away. So if it's your first time on one of these live stream q and a's, welcome. How they work is I do one of them almost every Saturday and I typically go from 3:00 PM to 5:00 PM eastern time. That's the time in New York, but this week we are going with just a little bit earlier so we're going in eastern time. Um, we would be 1:00 PM to 3:00 PM and so we just do a q and a for two hours straight and how it works as you just asked me a question in the comment box and they don't go through them one by one in the order that they asked and we'll just do q and a. So Jennifer is up first and she says in regards to your recent quantum mastermind, the beans, are there any top teaching points from the civilians that you can share on this call? Any perspectives would be appreciated. Thank you. Sure. Well, if you check out my latest youtube video or blog post and I'll link Utah right now. It was cold. What does perfection look like? I mean this was one of the big. This was one of the big talking points. They're in it. We found that it really helped a lot of the members. I just, I just replied to your comment, Jennifer with the link, but we talked a lot about this and it helped a lot of members because it's really hard to think in terms of like how can we make improvements to our product? You know, I always say things like, you should make your product better and you should be better at what you do and you should help your customers more than your competitors help their customers. But how like how do you, how you actually know how to make your product better and how do you measure it? And so this was, this was a really powerful point that was discussed and also really dealing with like abstract things. So a lot of people say, you know, a lot of people say that their goals in like abstract terms and if we really want to make any sort of progress we need to have, we need to have things miserable. And in order for things to be miserable, we need two things. We need a instrument so something we can use to actually measure it. And the second thing is a unit of measurement, so some type of unit that we can use. And so really all of your goals should be defined, clear enough that you know what the measurement, the measuring instrument is and you know what the unit of measurement is. If you can't define those two things, then your goal is not defined enough. And we talked about how Amazon, you know, did their key strategies to am to obsess over customers. So like Amazon's mission statement is pretty much to, to become a earth's most customer obsessed company and to build a place where anybody can come to buy and sell anything they might want online. And so customer obsession, how do we become the world's most customer obsessed company? It's quite vague. We need to break it down. And so they broke it down into like some key categories. One of them was, uh, the widest selection, which means that they have the widest amount of things you could possibly buy. All there's very miserable. How many things are on Amazon in each category? And then the second one was the lowest prices. So they wanted to have the lowest prices for everything online that's very measurable. Who has the lowest price? What does our price is lower, right? The third one was, um, the fastest delivery, so fastest shipping. And that's pretty easy to measure as well. Who has the fastest shipping, how long has it in days and hours, what is ours? And then the other one was the cheapest shipping. So whoever's the cheapest and what is ours and that's why it's free. And then the other one was just reliability, like out of like out of a thousand orders, what percentage of them will have an era or out of a thousand orders, what percentage of them will have to contact customer support? The ultimate customer obsession, matriarch kit, Amazon is the number of the average number of support requests per order and perfection looks like zero. So people don't actually want to contact customer support. They want to not need to contact customer support. Right? So a lot of companies think, oh we should just have the best customer support, but Amazon and purchase it like we should eliminate the need for someone to use customer support. It's pretty smart. So that was, that was a key takeaway I got from it. But there was a lot more. Janice is I will do facebook ads for personal trainers but don't want to pursue the agency style model for long. Is it possible to transition from done for you facebook ads to coaching and course businesses? And what are your thoughts on done for you agency versus course? Good question. And honestly like donoughy was the best place to start. And you probably see me like quite a lot of the time I'll actually say that, you know, an agency business can't scale and an agency business is like, it's, it's Kinda like a sweatshop, right? And sometimes I'll like poke fun at an agency business and done for you businesses and one-on-one businesses, but when I do that, I'm only doing it to the people who think that they can have an agency business and scale it to the moon and not have any issues. Like still, I believe that the number one business to start is a done for you or one on one business. Like that is the best place to start. That's how I got started. That's how like Andrew Argue got started. It's how like all of our top success stories it got started because there's no way you can create a course when you don't have any knowledge or experience. Like all the course is, is a reflection of your mastery, right? So if you don't have any mastery, your course is going to be shit and it's not going to help anybody and it's going to flop. But if you have mastery, then you don't even need to be a good teacher and you don't even need to have anything else. It'll just reflect into your course. All right, so I don't try to make good courses. I try to master the things myself and then I just. The court has already made, I just have to put it into slides and so you still want to start by doing done for you in one on. One is the best place to start. Once you get five, 10 clients and you're starting to feel the burden of it, then you can switch to, you know, a a program or group coaching or something like that. Something that can handle some more scale and when the time's right for that tap, and I recommend you check out uplevel consulting and you can just go to week steven in the consulting accelerator. It's called the next level and it tells you all about upheaval or you can just go to the website consulting.com courses. Then go to uplevel and you can learn more about it. Yet Jacob Wilson says 15 out of 19 participants from the Niche Research I've done says that they have the same problem. Is this data to form a niche offer result hypothesis? The problem is that my niche gotta business owners grow their business because they can't find good workers. I'm thinking that might offer, would needs to be a done for you service finding and recruiting quality workers for the niche. I'd like to hear your thoughts on how you would structure your compensation for this done for you service. Yeah. I would say that outside that you've found something here. I mean, you've talked to enough people, you're, you've identified a pattern and I can tell you that this is a, this is a definite problem. Like I've been in business for like seven years or something and I've done a lot of things that were pretty challenging and you know, worked through lots of staff mindset stuff and, and um, you know, learning finance and accounting and taxes and, and scaling and all of that. Right? And the ads and the will of the technology things and in sales, marketing, copywriting. But the number one thing, the hardest thing I've ever done by quite a big margin is finding really smart people, but hiring really smart people, that is the hottest thing I've ever done by a mile and I, you know, I'm getting better at it, but I still haven't fully figured it out and I can tell you that most business owners that have matured enough to figure out how to get their shit together and how to sell their product or service. Then the next thing that is the next challenge quickly becomes recruiting a really talented team and managing a talented team. And I think you've, you've found that to be true with this gossip business. Own a niche is a real problem. It's, it's. And it's a serious one. So I think you've found it. The second part to your question is, how would I do this? You could do done for you finding and recruiting quality workers for the niche. Yeah. So you could do recruiting for them, but what I would do first is identify some gutter business owners that have really talented workers and don't have a problem recruiting talented workers. And then I'd find out what they're doing and then I'd look at the people who told you they have that problem of not being able to find talented workers and see what those two distinct groups are doing differently from each other. And then you could come up with a. You could come up with a as in Alpha, you'll offer, could be that you know you how you charge a monthly fee and you help the business owner recruit talented to workers because if you just do the recruitment model, we are charging the finder's fee wins once you connect them to someone that could work, but you probably want to charge a monthly fee. We're. It'll actually be cheaper for the business owner because they don't have to pay a large percentage of their salary and it's better for you because you get cashflow. And also you're going to have to do some consulting work with the company to help them improve things within the company to help them get talented workers. Because it's not just a job of finding talented workers. Often you have to make tweaks to the company as well. So I would do a done for you service where you're going to consult them and recruit and do work for them and charge a monthly fee, but no finder's fee when they, when you do find them workers. Monique's is I'm a medical student and I love studying medicine, but I can't see myself working in the medical industry because of working hours because of all the regulations. That is why I want to be a consultant and work on my own. However, the market tends to go see their medical doctors for health issues and not online consultants. How can I resolve my dilemma? Yeah. So your dilemma is more of like it's, it's not even a dilemma. Like it doesn't make any sense. So like you're studying medicine and you don't want to study medicine, right? So you could stop studying medicine, but now you're saying you want to be in a consultant and work on your own. However, the market teens to go to medical doctors for health issues and not consultant. This is all condo is just totally like convoluted. You need to find like if you're going to be a consultant on what, like do you plan to be a medical consultant or consultant on business or on ad words? I mean you need to define the things that you're talking about a bit more because right now they're too vague and these undefined objects and you're thinking of like causing all of this conflict so you need to write it down and make it clearer because that the statement you just made doesn't make any sense. Joshua waste overseas. You've mentioned that you work 12 hours per day, six days a week. Was just wondering, do you think this is a liberal everyone should be aiming for or is it different for people? Honestly, it just depends on what you want. Like it's some people like they, some people get started business because they just wanted to like quit their job and they wanted to like, I dunno, go wakeboarding, skiing more, or spend more time with the kids at home or go on vacations more often or travel around more often. Right? Like some people start a business because they want more free time and more freedom and flexibility in that way. And so you don't need to work 12 hours a day, six days a week to just match the income from your work and have more time off. You can do that with wait lists. And if you just want to make six figures, even seven figures, I mean, to get to seven figures, you're going to have to work pretty hard at least in the beginning. But to get to six figures, you can achieve that pretty damn easily. It, you don't have to do that many hours at all. But if you really want to be exceptional, like if you want to be, if you want to like change the world or if you want to like compete in a very difficult, highly competitive market or if you want to, like if you want to change an industry or be the best in the world at something or like really do something like exceptional, right? Then it takes everything. But there's a huge difference between like being like Michael Jordan and uh, just playing like and just playing professional basketball, right? And then there's a big difference between like being in the NBA and being Michael Jordan and then there's a big difference between being in the Mba and then being in like a college team and then there's a big difference between being in a college team and like, and then just being good at basketball, like this good basketball players that wouldn't make a college team and good college team players that wouldn't make NBA and lots of NBA players wouldn't touch like Michael Jordan. It just depends at what level you want to play it. But if you want to be the best, if you want to be number one, it takes everything. Maricio says, will you share with us some of your past masterminds, some video of your past masterminds a year potentially. Like, typically whenever I do a mastermind, which is every four months, we do three year, I, we record them, we filmed the whole thing and quantum mastermind members get access to all the recordings of the mastermind. We have them all in the quantum mastermind portal and typically what I do is once the video, once the videographers have finished editing and doing all of that, what I typically do is we grab like one chunk of it, like maybe a one hour chunk or something and then we'll probably publish it on youtube and on my blog and we'll email it out to people. We typically do that, but we never really published more than about one hour of each mastermind because I mean it's for the quantum mastermind, we just do it as a bit of a light, as a bit of a teaser to show you what goes on in quantum and also just to provide some value to the public who aren't fortunate enough to be able to to join the quantum. Right. Janice is, are there any common pitfalls to watch out for when starting with done for you facebook ads? For personal trainers? Honestly, the only pitfall that will really trip anyone up is just distraction. Like if you're focused on this, like if you just make it your single intent like I am going to make. I'm going to become exceptional at running facebook ads for personal trainers and I'm not gonna stop until I get it done. If you hold that as your most important, highest priority, single minded intent and if you work on it every day and if you never, ever, ever let it go and you don't let it out of your mind until it is done, then you will get it done. That's all there is to it. The pitfalls or just things that you can figure out when you're focusing on it. Right, but the biggest pitfall that creates all the other pitfalls is, I mean not focusing on it, not trying hard enough, not giving it enough time and not giving it enough attention and not sticking to it long enough to figure it out. KCSE is part six of the cells. In part six of the sales script. You ask, asked to support the clients and their vision and make sure that we spend some time defining it and exploring it with them. Oh, sorry, I missed your question. Just it just flew past kcse is what are your best tips to increase discipline? Yes. So you just have to control your impulses, really. Like meditation helps a lot. You should meet a tight for 20 minutes every day at the start of the day you should also get disciplined with your waking up times and going to be times typically like if someone isn't disciplined to going to bed on time, then they're not going to be disciplined at waking up on time and if they're not disciplined at waking up on time, then they're not going to be disciplined with going to the gym and then they're not going to be disciplined with eating a healthy diet that day and then they're not going to be disciplined at doing like the most important tasks that they know they should be doing that day. And then of course they're not going to be disciplined. Like at the end of the day when they decided to like do like watch a whole bunch of Netflix or go out and start drinking and then they're going to not go to bed again on time that night. And it just, it just repeats. It's like a snake eating its own tail. You know what I mean? So it all starts by trying to control some real simple things, so like going to be at time, wake up time, diet, exercise and meditation. If you get these like five pillars in there, then it serves as a framework to hold everything else in place. But if you start to let these things slip didn't ever think slips. So you just need to work on those five things and get them, get like get it scarily consistent. Like it happens every day, all the time, always. It just doesn't ever move. And once you get it like that, everything else in your life will start to, you know, behave itself as well. Nick Krantz of Ipsy is when prospects call me and know exactly what they want and want me to be an expert order taker before I'm able to fully attract only clients that need troubleshooting how to take a prospect through the sales script properly. I can't diagnose a problem because prospect already has a prescription and wants the job done or to know the price at this point and to decide. Yeah, well I mean, you know, just think about it in terms of like if you're a doctor, right? So if you're a doctor and somebody comes barging into your, your office and they're like, look, I know what I need, I know what I need and just give me the script, just write it for me. And then you're like, Whoa, Whoa, hold on. Um, how do you know you need this? Right. That would probably be my first question. And then they would, they would tell me and they don't start to dig deeper into it. I'm not gonna write someone a script until I fully do my analysis. I don't care about what some other doctor might have done. I want to do my own because it's irresponsible for me, for me to just think that the other doctor did the job properly. All right, so you still have to do your analysis. You, you don't just trust that the analysis with someone else's analysis is correct. You have to do your own because otherwise that's you and your reputation on the line. And also you might kill them, kill the patient. Right. So you, you should still do it. I would just be like, whoa, slow down. Why don't you tell me, um, how you know you need this. Walk me through it, Ricardo and thorny ocs if you're an internet marketer and make your profit online. I missed your question. Sorry. Can you ask that question again? These questions fly past pretty quick. Also people, please try to keep your questions small, like short and to the point, short, clear, concise. If your question is too big, I'm just going to ignore it. So make sure it's to the point Mosler says, what is your recommendation of reaching out to a stranger in facebook? More casual so that I don't them specifically for people trying to find jobs. I have tried your rubric and it might making it slightly different, but it has not worked very well. Yeah, so I would just, I would just reach out to people, like add them as a friend and just ask them if they have a problem like a particular problem. Don't say what you do. Ask them if they have a particular problem, ask them a question. Don't tell them what you do, right. It's important to do it that way. CISA Coconino sees that she finds it particularly hard to get her clients to provide her a video testimonial. Any suggestions? Honestly just you just ask them. Like when I saw that, so like for example I saw like Andrew argue was getting some good results and not believable and I just reached out to him and I said, hey dude, I did this over facebook messenger. I'm pretty sure. And I said, hey dude, congrats on your results. Can you please make me a quick, like two minute video testimonial just saying hi, my name is Andrew Argue and I do this. And before working with Sam, life was like this. The process of working with Sam was like this and then now after I've worked with Sam, life is like this, right? So before, during, after with stating your name and what you do at the start and it doesn't need to be high production, it doesn't need every script, it doesn't need to be edited. You can use your iphone, you can just hold it, just, it doesn't need to be like, it doesn't need to be scripted or anything like that or fancy and just make it simple for them and follow up a couple of times too because you know, people forget things. So Nadian your question is too long. I'm going to skip it. And then Kitchen Patel your questions too long. Jenise crane sees when I closed a client, get his payment details and do the payment via payfunnels. Do I need to the insane my client an invoice from an accounting software like zero because I can't put details like my vet number on the automatic stripe invoices. Um, I'm just thinking a show a stripe can't do vast. I'm pretty sure it can do that. I would google it, like google vet invoices with stripe someone. These are like stripers from the Eeo. Like stripe is. Stripe is an Irish company, right? That's where they're from. That's where their headquarters is. So they've done vets since day one. They know it well. I'm sure they've got something for that. They must or if they don't, there must be some plugin or something. Nick, Greg or Gregory surfaces that wrong. How to deal with stuttering and anxiety when talking to people. Honestly, you've just got to practice and a lot of it is, you know, you can't think about what you're doing when you're doing it. That's a key thing. So like if you. Well these, this movie that is out there right now and I really highly recommend everyone watch this movie is it's awesome and it's called a free solo and it's about this guy who climbs like this massive wall in Yosemite National Park like El Capitan without a rope. There is no harness, there's no rope. If he, if he, if he slips it will make money or he dies. And the key thing is they're like, you know, he's got a it. He's got to have probably some of the, the sky has to have one of the most like impressive mindsets I've ever seen because most people would completely break down, right? Like this climb is going to be ours. It's going to be like almost a full day, a full day of just hanging onto a rock face like way up in the year with wind and thing, thousands of of of moves and it's, it's difficult and you can't make a single era otherwise you die. So like that. That's so impressive. And it's interesting like when he talks about it, he has had a couple of like scared sometimes when he's climbing where if he stops and pauses and thinks about it too much, he has like an anxiety attack and he has like almost a panic attack and like he has to. That's when everything can go wrong. And so the key is we, with anything like if you're making a video, if you're doing public speaking, if you're doing a sales call, if you're, you know, if you're talking to strangers, if you're doing anything, you cannot think about what you're doing while you're doing it. That is the key. If you're thinking about what you're doing as you're doing it, then you're not in the zone and you're not fully there and you'd have like a split. You're splitting your mind and to half of it's trying to operate here and the other half of it is trying to analyze what is going on in real time. You use your brain power is diminished in a massive way and you're going to doubt yourself and it's gonna be there's gonna be a lot of problems so you have to focus on just being in the work that you're doing right now and not thinking about it. And it takes practice. Do that. That's what being in the zone is. And when you do that, you'll find that you probably won't, um, you probably won't have as many issues. However, there is like an actual, there is a neurological thing that exists with some people who study it and it's just, it's simply like delayed feedback, um, from when the sound waves come out of your mouth as you create them to, when you know those sound waves hit your ears. That's the same right? But then when your, uh, when you were like eardrums, pick up those sound waves and then pass that data through to like your part of your brain that recognizes that speech. There's a delay, so somehow the wiring in the air, it's like, it's, it's not right because it takes about two or three seconds before what you say is what you hear and a lot of people who start to have that and it's actually quite interesting because if you, if any one of us that speaks without stuttering, if we put on headphones and the headphones or delayed the feedback of our voice for three seconds, we'd all started, right? Everyone just started as soon as you delay the feedback. So I mean you probably want to check with a, uh, with someone who deals with like the neurological side of stuttering because you might have delayed feedback and then it's not simply just a practice thing. You might need to, you might need to understand what's going on there. Uh, but if you don't have any neurological, a delay in feedback with audio, then it's just practice. That's it. Anthony Rome. Ios is my nurtures, the tree service industry, pruning and removing trees. I want to consult the companies to be more efficient and grow. I'm having trouble with putting together the program. I'll be selling any tips on week three. Sure. So if you're having trouble putting together the program, like my first question is, is have you done done for you like have you helped the, the tree service industry or what have you said it was? Have you helped at least like five clients there with done for your one on one and have you gotten results for them and if you really mastered this craft because you need to do that first before you can create a good program. You can't just come into something without doing any work and then just create a great program. It's going to be fake. And so I don't know if you have or haven't, so I'm asking you that question. If you can just call me again and tell me what the actual situation is. That will give me more information. To answer your question properly, Janice is for somebody in Germany, would it be better to choose German speaking countries as the market is there's less competition or would you still recommend doing your consulting business in English? Honestly, having a foreign language is bike is a competitive advantage, most of the competition on facebook ads and everything, it exists in the United States in English, right? And then it also exists in like Canada and the United Kingdom and, and, um, Australia and all of these countries that are kind of like America that are in English, that is where the competition is. It's most fears. So if you know a foreign language, like if you're fluent in German and you're in Germany, then you'll have a huge advantage to running ads and doing your business in German, in Germany. Seriously, a massive advantage because like facebook won't show English ads to German, to German people who have set their language to German. Right? And that means that that group of people there you have kind to yourself. I mean, you might, you might have to compete with a few other German companies, but you've got a nice little pocket where the competition isn't so intense. So I would highly recommend it. Matt says I'm Starting A. Oh, sorry, I missed your question. Please ask it again. Denny petite is, could you explain your process when you go into facebook after your initial conditions for days have passed? What are you liking for? I think you mean looking for and how would you go about it? So honestly it's exactly how I say in the training. Like exactly I'm going in there, I'm sitting the time to the last four days and then I'm going to start by doing my reporting. I'm going to fill out my pvc tracking sheet, which is a google sheet and then um, what I'm gonna do is I'm going to look for things that are within Kpi and things that are outside of KPI. That is how we define and determine whether something is Blue Swan, red swan, and we're simply going to cow all of the things that are out of Kpi and then leave the things that are within KPI. And then we're also going to look at whether we'd need to scale or not or we can leave it as is. I mean, it's exactly how I say in the course being is, isn't instagram better than Linkedin for dating? I don't know. You'd have to try it. It's best to actually test everything instead of assume like just try it. Who knows? Sometimes weird stuff happens. Allow or your question is too long. KCSE is a potential. Clients are too low. Your advice, you advice to help them aim higher and widen what's possible for them beyond what they might see for themselves? How can I do it? Can you give some examples? Yeah. Well, if someone is saying like, oh, I only want to achieve this, then you'd be like, well, why not aim higher? Like, you know, why do you only want to achieve that? You can. You can question them and challenge them. You don't want to plant something into their mind like, oh, you should aim for this. You just want to question them and challenge them and then that gets them to go up. Carla Smith sees my niches. Leadership Development. I have two clients that hr consultancy in Dubai and a top London business school. I design and deliver leadership training for these clients. I found these clients before starting on consulting accelerator, but I'm wondering if my offer is already is already program design. Should I find a few more clients before going into facebook ads? Um, yes. If you're having doubts, find a couple more clients before doing facebook ads. J carrot says I've seen total one k emails to ECOM and nothing has happened. Proof of concept is hard at the moment. I'm tempted to do facebook ads because most econ that know they need it. Bad idea. Like first of all you've chosen ECOM and like a lot of people just choose econ because it's like a popular thing to do right now and a lot of other people are doing it and then you know, then to think, well I can't find anything in market research so I'm just going to do facebook ads because that's what everyone else is doing too. If you do that, you're literally just doing what everybody else is doing. Like, oh, let's do econ because everyone's doing it. Let's help them with facebook ads because everyone's doing it. Not a good idea. Like do the process properly. Find like find a unique niche that means something to you. Find an actual problem they have that's unsolved and then solve it with something unique. And different KCSE is how do you cope with emotions? Well, I'm, I guess, how do I cope with emotions first of all, like there's a lot of emotion that's caused from. There's a lot of emotion that's caused like stupid things, right? So like any form of light drama or any form of like social pressures or, or like things like this, you just eliminate the source. Right. So I don't, I don't like having any drama. There is nothing really in my life that has drama. I'm not friends with anyone that is, that is always causing drama, right? Like I just don't do that. I got no time for that crap and then I don't screw around on social media and because that's another way to cause, like social pressure because then you might post something and now you're interested in and who likes it and whatnot and this stupid. And I also don't, I also don't like try to go out and socialize and, and try to be cool or anything like that because that's a stupid waste of time and I don't. So I don't worry about like, oh, what does this person think about me and all, what does that person think about me and all of them, my cool or not, or, or what's that person doing? And like, I don't care about any of that. I don't care about any of those people's lives or, or any kind of fashion or any kind of gossip. I don't care about any of that crap. So like that removes a huge amount of strain on you. And I found that back when I was starting a business, most of my emotions were caused from like shit like this. It was caused by my like, what does this person think of me doing this? And oh well I have this person's approval and am I cool or not? Or like I don't want to look like this or do that and I've got to go out and, and be here. And so like getting rid of that crap solved a lot of my emotional stuff. Then not having, I'm not drinking alcohol helps immensely light because if you drink alcohol, you're probably going to do things that are stupid, right? You're going to regret them, they regrets. It's going to bring a lot of emotion, so just by not doing stupid shit, you're not going to have like lots of regret, but more than that, it balances the chemicals in your brain. So like if you go out and drink the next morning, you're going to feel like shit. Now you're going to be worrying and feeling like shit. So like removing alcohol and all of that helps a lot more than that. Going to bed and waking up at the same time helps immensely. If you don't sleep properly, you'll be an emotional roller coaster. Like if you don't sleep properly, your brain doesn't get enough rim and then it can't consolidate it. All of the inflammation in your brain and it also can't restore and balanced solar. The levels, although the chemical levels in your brain and body and so you're going to be emotional as well. Like most people don't understand the source of their emotions. Like if you stop drinking and stop going out and partying and if you start like eating healthy and clean and you remove sugar from your diet and if you also, I'm doing meditation and if you also like do some exercise exercises and saying for what it does to your emotions, like if I don't exercise on naturally just get a little bit more anxious and a little bit more depressed, right? Because the exercising releases and promotes the serotonin levels. Right? And you wanted to. And also like endorphins and also I'm pretty sure it helps with like dopamine creation and like these different, these different things in your brain that actually make you happier and more motivated and more driven. And so like a lot of dealing with emotions is just getting rid of the thing that causes them. And I can tell you that sleep is big. Alcohol is huge. Any type of drug or alcohol is going to be massive. Like if you stop smoking weed or if you stopped drinking alcohol, you'll just become like so calm and also sleep diet, exercise, um, meditation and stopping, caring about like, well the social crap. And then you'll still have some emotions, but then there'll be way less and then all you have to do is just practice. It's just repetition over time and then everything will kind of just fade away. Renee sees my niche is helping businesses get more clients through social media marketing business list. I'm targeting restaurant, a real estate chiropractor. Any crucial advice for me to keep in mind? It's too broad. Like to just say I help businesses get more clients through social media marketing and then targeting all types of businesses. There's too broad. What problem are you solving for who? Like who is the niche? We don't have that. What is their problem? We don't have that. What is the solution? We don't really have one of those because we don't have any of these previous things. Just get these three things in order. Ellen says, I want to help single men find their soulmate, especially men who lost the confidence because of being bullied in school. How do I find these people? I had lost all my confidence and then I took action and became confident. I want to coach them. Your views. Yeah. So I mean this is a good start to thinking, oh, okay, what niche should I pick? Because you're interested in this, you've got experience in it, but now you need to find like people and ask them what their problems are and see if this is their problem because you know that it's your problem and it used to be your problem, but that doesn't mean that everyone else in the world has this problem and that we should provide the service thinking that everyone else has the exact same problem as we do. So you need to go and validate it with the market. And step one of that is to identify who the niche is. So if you're trying to help, I'm single men find their soulmate. Like you have to find a bunch of single men and then you have to talk to them and find out what their problem is. And you have to do this first of all and you've got to figure out where to find these people. And if you can't find these people, then you shouldn't pick that niche because you don't know how to find them. So when you go to market it and sell it, you're not going to know how to find them. Joshua Western overseas. I've managed to land five clients in my niche, fear of flying organically and I started this niche back in June last year. I've managed to do 33 strategy sessions in this time. Do you think this is too slow? Should I look at my offer a niche or is paid ads? The next step for me, it's go to paid. Like I think it's impressive that you stuck to the snitch for that long by the way, that's good work because typically most people are just neurotic and out of their minds and if they don't get a client within like 10 days, they quitting and then stabbing like a a Bitcoin Chat Bot Eastcom Academy Agency. Right? So like that's typically what people do. So congrats on not doing that. And I think you already. Fred's like you're validated. First of all, we've got a clear niche. People who are terrified of flying, very clear. We also have a problem they terrified of flying. What would the solution be? The inverse of the problem that they no longer terrified of flying and so it makes sense logically and now you're validated that hypothesis by getting five clients organically that have paid you money. This is all perfect. Now it's time to go to ads and I think this will work really well with ads because it's nice and unique. You have done it properly. It took a long time, but you know did it properly. Alexia gold says, can you suggest a sales package creation process for a new product? Is it's a done for you custom software built for corporate clients with a five figure price point packaging. The service at this price point is overwhelming me. I don't know what you're asking me. So like a sales package creation process for a new product. What is the sales package? I have no idea what a sales package is and I don't know why it's in capitals. Can you please explain it with more clarity? So I. I know what you're talking about Jack. Bullocks is miniatures. Option is, and my offer is facebook ads and funnels to get them leads for bitter consignments. When it comes to making a facebook compliant website, do I still need the three blog posts for something like a fragmentation funnel? You probably don't need it like, but I would still highly recommend it because you know, facebook is always making the always tightening the screws on compliance. Right? So with time facebook is going to get more and more and more and more and more strict on compliance. That's just, that's going to happen. And so I made this training awhile ago and even back then when compliance was nowhere near as strict, I was suggesting to do it so you don't have to, but I would do it anyway because the small amount of time it takes to do it means it can mean the difference between getting your ad account approved or band and the difference between making a lot of money and not enough money so that there's an asymmetric, there's an asymmetric risk reward profile. If we look at the, the small amount of time and cost input to the large amount of, um, of output that you get. So like it, it makes sense that you would do it. I don't know why you wouldn't do it. Pedro says, hope you're doing well, mate. Thanks Pedro. [inaudible] Shan Patel says, I'm an architect and looking to pitch three feet options, concept design only when stating my offer in part live in as this occurs in the architectural industry, should I continue to pitch these options on the strategy session or just focus on one package? That's a good question and I guess it depends on like, just think about it. If you're a doctor, right, you got to first of all do the diagnosis. Then what you're typically going to recommend when you make your offer is the thing that you believe is the best fit for the client to help them achieve their outcome. Right? So I wouldn't present all three things. If you know that two of them are stupid and one of them is the right one, I'd just presented the right one, but if you're unsure between two potential things, I present both and I would do it like that. I wouldn't always say three and I wouldn't always say one. It's a diagnosis prescription thing. Anthony Romeo says, I want to create a program for tree service businesses. Yeah, I, I answered your question before and I need more information. Janice Crane sees when doing facebook ads for clients. Do I use my own clickfunnels account to set up the landing page and just connect to the subdomain to it? Yes. That is what you do. Let me see is I want to be a life coach and do consulting. But most of life coaching had a certificate. Do I need to get one? Um, no, you don't like a certificate doesn't really mean anything. Like the ultimate, the ultimate a credibility thing if you're a life coach is to have a good life. Like, because that means that have, you know, the, the best way to tell if, if someone practices what they preach, that is basically like the best acid test to see whether someone's full of shit or not. If these, if these incongruent see there, then you know that something's going on. So for example, um, let me give you a really good example. Like if you went to, if there was a weight loss specialist who was obese, you probably would be like, hmm, something's not right here, and so really if you want to be a life coach then you kinda have to have a good. You have to be really good at life, but that's too broad, right? You need to pick something more, more specific, like pick a particular piece of life. Maybe it's careers, maybe it's diet and exercise. Maybe it's relationships, like it's too broad to be a life coach and a certificate doesn't change that. So I would pick something more specific. Denny says is great to be in cst in Mexico. Finally, Alyson Ellen sounds says I want helps and go. I've already answered that question. Daniel. Buddha is when to start paid advertising of organic converts good. And I have money to start out with eds. Should I do organic only or should I start out with the ED's tow? So you want to start with organic to get your first like one, two, three, maybe even five clients. Why? Because it's faster and easier to get started with organic than it is with Ed's tow. Organic is free ads costs money and if you can't get it to work with organic, you won't be able to get it to it with that. So that is why you start with organic and that's why I still recommend that you start with organic. Brad Fogo says, what are your suggestions for dealing with rising facebook ad costs and are you moving over to instagram or youtube seems it's getting much harder to run ads cost effectively for. We've been asked via sales, et cetera. Yeah. So it's not so much the rising ad costs, right? What it is is it's more increased competition. That's what it is. And I know this to be true because when I, in December or Jan or sorry, in November last year, we had like quite high ed costs when we were running ads to like our vsl video for up level. Um, and then I came in and I recreated all of the ads and the funnel and everything and I got our cpcs. They were like really high and I got them down to like forty cents or something and we were getting strategy sessions like at a very expensive price and I got them down to like 40 bucks and this was in the middle of December when it's like in 2018. So it just goes to show you that it doesn't matter what the ad costs are, like if you make your, if few years a good strategy and if you are differentiated from the competition you will not have high ed costs. So the question is really not how do we switch platforms it. The question is how do we stand out from the competition? That is where you'll find the answer, not not just running away from the fight you want to win. And so, you know, when I ran those, that campaign in November, December, we got the lowest, the lowest prices for clicks and for strategy sessions that I had seen even like five in five years of running Ed. So like the costs were Beta than they were five years ago in December. In 2018. It just goes to show you that you can beat it by being different. Janice Crane sees out of interest. What do you think of business models like Amazon Fba? Um, I think I know roughly what Amazon Fba is. I'm just going to google it. Fulfillment by Amazon. Yeah. So your question is, what do you think of business models? Um, I don't really understand the question, but I don't know if you're asking me from the perspective of someone selling this stuff through Amazon, Fba or Amazon as a business offering Amazon Fba. I think it's genius for Amazon to offer Fba. It's a smart move for them and their business for other companies. I think that if you own your product and the intellectual property and no one else can emulate it, it's a smart move, but if you go and bring your product that's easily attainable from another supplier or easily replicable, and then you go to Amazon Fba, then it's stupid because you're giving away all of your secrets and then everyone can compete with you overnight. So it totally, for Amazon it's always good and for the vendor hoping to use it, it could be good or bad depending on those variables. Elsa raise bore six is what's your best advice for dealing with haters and trolls. Honestly, like I don't even. I don't even notice them. So like the number one thing, again, you've just got to trace this back like we're. Do you like obviously a lot of people react emotionally to haters and trolls. Where do you find haters and trolls because you have to interact with one. You have to like meet one for there to be an emotional reaction. And most of the time when I went entrepreneurs asked me this question at my mastermind and on q and a's and things. It's because they look at the comments on the facebook ads now I don't look at the comments on my facebook ads like ever. I mean I did back when I was getting started, but I'll stupid then. So I, in the past few years I've, I've never looked at them. It's, it is, it is not something you should do because it's just a cyst pit of morons just arguing about stupid shit and there's no intelligence to be found in there. And so there's no point in just even looking in yet. It's best to just ignore it and if you don't like, I don't see what's there so I never am affected by it and I tend not to look at, I don't look at like comments and things like that on, on my stuff. So a lot of people there, they look at things that people say about them both good and bad. The key is to not look at anything that people say about you, whether it's good or bad. Now there is an exception and that is like your customers. If your customers say bad things about you, you need to pay attention to that, right? Because that you cannot ignore it because you've promised something to them. You have given it to them and if they're complaining you need to listen and you need to to address that. But when the generic public, uh, just hearing their opinion on you, that is of no value. All right? So I don't look at any of that, but I do care a lot about what customers say fled, Slob sees. Do you recommend doing it prospect research before doing the strategy session or when it on the strategy session based on the information given. You don't really need to do any research. I mean, you're looking at the survey and you're thinking, should I do a call with this person or not? Do I think they a good fit? If they're not, then cancel the appointment. If you think they're good though the appointment, do the call. And then on the call we asked the questions that uncover the information that we need. Nick Group, George says, do you listen to any music in the gym? If so, what genre? Or do you focus on the workout? There was a discussion on Joe Rogan's podcast if it's considered cheating or not. Well, first of all, I don't think it. It's stupid to say that listening to music is cheating. Like you're allowed to do whatever you want if you're doing a workout. Right. See, this is why I don't care about people's opinions this stupid, but when I go to the gym with my trainer at Rit, so I don't listen to music because I'm generally talking to him. Right? And so I don't, but if I'm doing a solo workout just by myself, then I will. But I also think that, you know, it can be actually quite meditating too, to do a workout without music. I think you should just mix it up a bit. Try both. Kira, Kyrie, sorry. First name wrong. Any advice on how to deal with fear of not being expert enough and not generating the client and our failure? Yes. To practice and to learn more and to get better and to put in more effort like action stops, thought. You know when you're fully taking action, you are not thinking about it and when you're fully taking action, you're getting busier because you're practicing. So if you just keep practicing again, again, again, again, again, again, before you know it, you'll be real good at something. Right? Column C is, have you got any new videos and content plan for consulting accelerator? I'm not at the moment. Alex Herman says, can I really find a niche and get people to pay the recommended two K per month? Even if my first language is Russian? Of course you can. Like there's a lot of people in Russia and like I'm sure that Russian people have problems and problems that are worth paying $2,000 a month for. Of course I would actually focus on the Russian market because like Daniel, you stand out because also Russia is kind of like separate from the rest of the world because you can't like run facebook ads there and you can't do like. Facebook doesn't even work there properly. So it's a, it's a, it's a different part of like the world when it comes to online advertising. So if you understand Russia and Russian is your first language, then you could really start a cool business there. Gabriel legacy sees what's up. Sam, how would you price the done for you service that takes companies from six figures to seven figures in 12 months? Well, first of all, you can't guarantee dad like that. No service does that. Right? So you have to be careful with like what you say there and like the question is the question is kind of flawed, but I can see you said something beneath it. I'm thinking about charging 10 percent of the potential gain. Ten Percent Times 900 k over 12 months equals seven point five k per month and five k per month of prospect buys during the strategy call. Honestly, I would just price your product at five like okay, it's a done for you service. I would just price it at something like, I don't know, in between like 2000 and a 2000 and $5,000 a month, somewhere in between there for whatever you think is fear and then just charge that and don't worry about charging a percentage of things because it's very hard to police that. The company probably isn't going to know their own numbers. They're probably not going to share the numbers with you and like it's. It's just going to be a nice. It's based just to charge a set fee and keep it simple. The NGSS is we're not getting strategy sessions. How can we find where the issue is? Well, you just have to look at like, what are you doing? So if you're not getting strategy sessions, what are you doing? And if you're like, obviously if you're not doing anything and you're not getting any strategy sessions, it's obvious you should probably do something, but if you are doing like direct outreach then but you're not getting strategy sessions, then something's happening in between these two things. Like you're not getting people, maybe you're trying to do direct outreach straight to strategy session and that's too much of a jump and people aren't taking it. You might need to do direct outreach in a different. So you might want to start off by asking a question instead of saying what you do and you might want to warm the conversation up a bit and then ask for a 15 minute chat and then do the 15 minute chat and then jump to the strategy session. Right? We just need to like engineer this process here a little bit better so that we start off with a smaller kind of micro commitment and then step it up and then jump to where like a 15 minute chat and then the strategy session, it's probably somewhere in there. Either that or your, um, either that or your niche problem solution thing that is probably off one of those two things or both. Alara varel stays. My niche is gap year students, high school grads. I know what the problem is and it's painful, but they're currently believing a lie, which is that the gap year is going to solve their problem. It's not that they don't know that until they're back from the gap year. What should I do? Yes. So here we have a prime example of like you thinking that you know what their problem is even though that they're telling you know that it's not my problem. Right. That's a problem. Like that is a problem actually. And it sounds like you're basing this off your own personal experience and then expecting everybody else to, to believe the same thing and to have the same passing occur to them, which is dangerous, like you wants to start, not from your mind, but you want to start from the mind of the market. So you identify a niche which we have done because we've got high school grads, right, that want to go on a gap year, right? So high school grads that want to do a gap year, well we could talk to them and see what their problems are and they're probably the problems like might not be that they don't want to go on a gap year because they think that when they get back that it's not going to be what they want and that they actually have this other problem, like that's too messed up or that isn't going to work. You need to solve a problem that, uh, that the market has not a problem that you think the market will have. There's a big difference between these things. Um, and the peer to see is there is about one point 5 billion people using facebook in Lithuania and it's pretty poor country. Should I go global or local? Already have community in the start there. Just try it. Like just try it and see what happens. You can always do the other one afterwards. Vladislav says, isn't it more efficient to qualify the leads through chat on Linkedin. Then a quick 15 minute chat for a strategy session. I've ran into a couple of flakes trying to do the quick chat. You want to do a bit of a chat like through the dam system and then probably a 15 minute call, like an actual phone call and Nina strategy session. Like I'm not saying you do the 15 minute call and not talk to them through dns. I'm saying it goes deems then 15 minute chat. Then strategy session lead is I can do the same done for you service for homeowners and business owners with physical premises. The value for a business owner would definitely be hired. Then for the average homeowner, should I simply niche down again and target business owners that have offices at St traylor exclusively the differences is charging twoK and charging six K, but I'm having mental blocks because I've never done this. B, two, b stuff. I don't really know what you're asking me because the question is formulated weird. I'm trying to decipher it. Okay. And I just think I know what you're doing. So it seems like what you're doing now is you're helping homeowners, but you've also identified that you probably could also help business owners, but you're having a problem because they're used to selling to homeowners and now you're thinking you're going to have to sell to business owners and like now you're having trouble with this, so you don't have to do B to b. You don't have to like sell to business owners. There's nothing wrong with selling to homeowners. If you're currently doing that and you could continue to do that. You don't need to do this. If you want to try this, just try it. See what happens. Like no thought experiment and no amount of like just thinking about it and analyzing it will actually tell us what's going to happen. We have to do it. Katherina says, I was an actress and know the problems in this business. I know how to help them, but the market is really hard so I can't guarantee them success. Would you still go into that business? Yeah, you have to understand that you can't guarantee someone's success in anything like you. No one can guarantee like anything in the future reality, especially when it comes to something like that is dependent on the individual to actually be disciplined and focused and do work right? Like people can't even predict the weather and people can't even predict anything, so just because you can't guarantee it does not mean that you shouldn't do it. If you're passionate about it and you believe the problems, a painful and in need of solutions, then do it. He says, how would you generate more strategy? Sessions of current direct outreaches aren't getting many sales, but do generally get good feedback and you don't have enough strategy sessions under your belt to really judge if it's Judeo message. Sure. Well here you've said Karen, direct outreaches aren't getting many sales. That's too vague. Like how many sales have they got? How many direct outreaches have you done? What is that as a percentage? Right? I need to know that that percentage will tell us whether something needs to be done or not. And then you also sit in that same statement but generally, but do generally get good feedback. The only real feedback from direct outreach and strategy sessions is sales. So like the sale is the feedback mechanism, not people's opinions of it. So if someone said, oh well that was a really good strategy sessions. I'm like, well done five stars but I'm not going to buy like that isn't feedback. That feedback is when someone's like saying what their credit card number is buying. Alright. That is feedback. The other one is feedback that it isn't working, which is like, it's telling you to change something, so you've got to be careful with how you, how you define feedback when you're doing this because otherwise you will be looking at false positives. Um, and those are not though, that's not feedback Daniel bu diocese, how much social media content and networking and going to conferences should I do in my experience. This gives the most exposure to me to my audience and builds trust and people I tried deems but didn't encounter quality leads but it, well, I can tell you that you don't need to go to conferences in, do networking, um, to get clients like, because I have done like pretty much zero of that. Like I've never really done networking ever and I haven't really gone to many conferences at all in the past three years. I've been to like zero conferences. So you don't need to do it. The most important thing I mean is that you know, your niche, you know, they problem and you've got a solution and these things are defined properly and that you're also good at what you do. That's like the main thing. And then you can actually generate clients by just posting a bit on facebook, joining some groups, direct messaging people and going like messaging people on linkedin. That's how you can get some clients organically and then you can move to Ed's. That's all you really need to do. And if you can't get clients from doing those things, then it's probably, there's probably something wrong with your niche problem, solution, kind of a part of the business. Melvin Owen says you sit in week four, $2,000. Your first two clients. What about landing fee? Um, I don't know what you're asking me to be honest. I don't know what a landing fee is or, or what you're even saying. A Christina says, Samuel. Canda is hilarious and appreciated. Thank you. Christina. Renee says, I love cooking and not cooking. Teaching single mom how to cook. So specialty dish a month through one on one skype call after actually asking them what the ingredients they like, can this be an edge? This is you. You have to start with like first of all, identify, I say this so many times, like people just think about what the people think about what they think other people think they want. It's so messed up, like it just goes like this. Find something you're interested in. Okay. You like cooking and you must also, um, like have some kind of affinity to single mums. So. Okay, we've got two ingredients here, single mom affinity cooking. If in a co we've got like we've got an interest here. So that's a good start. Now what we should do is we should talk to single moms. I mean I'd, I'd talked to just single moms first and see what their problems are because there's probably some really fascinating problems there that are probably like real problems in native actual solutions, right? So I just talked to single moms, there'll be interesting and you're not talking to single moms with a preconceived idea about what they want or what they should want because otherwise, no matter what they say, you're going to just be biased and trying to like manipulate them into saying, oh, I want to learn how to cook. Right. So you can't, you just have to be truly scientific about it. You have to talk to single moms, not plant any ideas in the head and just listen to them, ask them what their problems are and understand them. And then once you've done that, hold on, I'm just going to turn off this year conditioning. Wait one sec. I'm just going to turn this off because it's too loud. Yes. So like you, like you have an affinity to single moms. Talk to them, find out what their problems are. You might find something interesting. Also you could talk to moms who like to cook and see what their problems are. And then you might also in that find single moms who also liked to cook. Right? But anyone to find out what their problems are. But I would start with just talking to single moms and seeing what their problems are because that's an interesting one. And then once you know what their problems are, then you can think of what solution you could you could provide that would solve their problem or a few of the problems, a singular problem, but you're not gonna be able to solve all of their problems with one thing. Right? So if you find a niche you're interested in and the inner problem they have because they told you they have it and then you solve it with the solution that you created, the byproduct of doing that as value and people pay money for value and now you have a business. That is how you do it. No other way. Brave fogo says, any comments on. I've already answered this. Katherina is, I was already answered debt and Tony says, I would like to help millennials who are anxious and uncertain about their future and lacks direction to find the path. But I would like to add entrepreneurship here as well as a way out, but don't know if that fits right in the offer. Yeah. So you have told me what you want to help millennials with, right? But what you need to like we found the market millennials, now we need to talk to these millennials and see what their problems are, and then when they tell us their problems, then we can think how we can provide a solution. For right now what you're doing is you're thinking of the market and then you're thinking of what problem you think that the millennials have and then you're thinking of a solution that you would like to offer them to solve their problem that you think that they have. There's too many. There's too many guesses in here. It isn't right. You need to do it properly. Do it the way I say, find the market, ask them what their problem is. Then provide a solution to that problem. Ella, see a gold is normally I would sell a product through a webinar funnel or facebook ad for a four figure product. I need to create a higher grade sales package or package my custom build for corporate clients. Five figure product. Does the current vsl video enough to contract to contract to them? I'm having trouble figuring out how to present my office since the price point is so high. Um, yeah. You, you don't really need to change anything really. Like if somebody has a problem that is painful enough that the solution is justifiable to pay 10 grand or more, then that's fine. You just still sell it the same way. Like quantum mastermind is like it's a five figure thing and we sell it just the same way we sell everything else. There's just a strategy session. Sometimes we don't even need to do a strategy session. Someone just buys over chat or email and then I just put in new card, like we don't have to do anything different to it. It's just the value that changes in the price that's paid in exchange for that value. None of these other things need to change. I think you're worrying about it too much. Being Joseph's is we sell on call only without showing value at all. Fail video is a disconnect. What to do to scale. You know, I don't. I don't. The question is the question is messed up, like you're telling me that you sell on the call only without doing a value video and then you say that the value video is a disconnect and then you asked your question what to do to scale. I don't know why you would tell me these things before asking me what to do to scale. So it makes me think that this probably has. Part of this is probably part of the reason why you can't scale. It's probably because you don't ever make an ism. Like if you. If you want to scale, right? All you really need to do is you just have to imagine that you've got a. let me just draw it for you and make it real simple. Most people totally don't know how to think about this. Probably does drawer it. Actually I've got this whiteboard here. We can go to my whiteboard. So if you want to scale, you've got here, you've got inputs, then you've got here and processes and then here you've got outputs. All right, so scale is simply more flow through here, like it's more throughput. That is scale. And so you've got to think, how do I get more flowing through here? That's how you scale. So what are inputs? Well, you could have like a direct outreach. All right, d over direct outreach. You could also have facebook ads and then you could also like seeing some email broadcasts and then you could also lead say have some content. Things could be inputs. Now if you want to scale, you're going to need more traffic basically, and so that means doing more direct outreach or doing more facebook ads or sending more emails or doing more content, whatever thing works best at generating you traffic, do more of that thing, not more of everything equally, just more of the one thing that's doing most of the work, which for a lot of people is going to typically in the beginning it's going to be that and then later on it's going to be a combination of these. All right? And then you're going to have more people, more traffic flowing through here. Then the processes, what are the processes for us, what we've basically got like the landing page, then the value video and then the survey or I'll just write schedule once and in a strategy session. Cool. Right. That is a process. So if, if this process is working and the output is profitable, so if we spend and how we define a profitable output, is it simply a output that is greater than the input? Right. So if we put in one villa, we get out $5, that is good. Now we assume that the system is going to hold steady. So we put more in. If we put in $1, $5 comes out. If we put in $20, $100 should come out, right? So we don't screw with the processes, we don't touch our landing page with a video, the schedule one. So the strategy session, we leave it and all we simply do is drive more traffic and so increasing our ads. But then my. What will probably happen is you'll probably bright colonial processes at one. At a particular point. Let's say you're doing a strategy session here and there's only one of you doing this right. Then your maximum threshold of that. Let's say you can do nine a day over five, uh, over five days, so let's say 45 a week and then you, that means that you are doing $190 a month and so at a particular point, like at greater than 180 a month of strategy sessions, if you keep putting more traffic in, it's not, you're not going to get an increased output because the process is broken. And so when that happens, you need to add another sales rep, right? You, you hire a sales rep. that's how you scale now, not by putting more inputs then, but by improving the, a bandwidth of the process so that it can handle increased inputs. And so then you hire a few sales reps, right? But now you might have a problem filling the calendars of all these sales reps because they're not getting enough strategy sessions. So then we come back to here and we need to work on our ads more and things, but then we might see a, you know, an increased price and strategy station then it might be from the eds, but if the eds are holding constant and there's an increased price and strategy station, then it means that the problem is existing somewhere in the landing page or the value video and we need to address that then. But pretty much all the time, whenever I analyze any body's system like this, the problem is almost always with the inputs and most of the time the processes are all right. Uh, it's very rare that we actually need to change the processes unless it's adding more strategy sessions. And I'm sorry, adding more sales reps so we can do more strategy sessions. So that's how you scale. You just keep doing this. That's it really. So your question was, I can't even see it anymore, but your question was something like, um, we sell on the coal only, we don't do the, the value video because of something. And then how do we scale? Well, just think about it like this, inputs, processes, outputs, where do you need to focus to get more output? It's probably going to be inputs. If you're maxed out on strategy sessions, it's going to be another sales room. If you've got multiple sales reps but they don't have a full calendar and you need more strategy sessions, it's going to be input. If inputs are good and strategy sessions are good, but you still have a problem generating appointments, then it's probably going to sit here in the, in the funnel, right? You just have to like map it out like this, identify where the issue is and then solve that issue and then you're like unblocking bottlenecks and increasing throughput. That's it. Scale equals throughput. And how we define good here is we want greater than or equal to a ratio of, um, total one. And that's based on like speed to a income basically. So put an adult I get out to, that's defined as good. If we can do this, we just do more of this, more of that increase throughput. And if we do this in the scale goes up, right? But another key to scaling is you need feedback. So what the main feedback mechanism here is spend in ads. So the more money you make, the more money you have to spend on ads, the more money you spend on ads, the more money you make, the more money you make, the more money you have to spend on ads, the more money you spent on ads, the more money you make. Very quickly we have an exponential, um, um, fit here because there's the presence of positive feedback in the system. That's all there is to it. Is that helpful? Alright, Brandon Thomas is. I just finished video number three of week one and I have a question. I'll just put that there so you guys can see it if you need it, if you just want to take a screenshot or something of it. That's, that's how I analyze pretty much every single problem with a business. I just look at it from a systems view and think like, you know, what's going on here, right? Nancy Cooper says, what are the top news websites you read every day? I don't read any news. Seriously. Nothing ever, absolutely nothing, no apps on my phone. I don't go to any websites. I don't get any newspapers. I don't listen to the radio, I don't listen to anything. Not even podcast, absolutely nothing. I have no interest in what is on the news. The only time I knew that the government was like the government was shut down basically in America was when I went to call the irs and it was like, sorry, we're closed. And then I was like, I went into my office and I was like, why is the irs closed? And everyone looked at me and they're like, don't, you know, government shut down. I had no idea, honestly, have no idea about what's on the news. And that's a good thing. You don't need to know linear series. Do I have to create a website with wix? What do I need to build from scratch? Um, I show you how to create a website in the program in consulting accelerator. It's just in the facebook ads part of the training. So I'm pretty sure it's an accelerator. Facebook ads training, I'm pretty sure is like week five and it's module, it's in like facebook's book of law or something like it's in that module there or around that module there. I show you how to create a facebook compliant website. Brittany, how do you resolve being a medical doctor and wanting to do and wanting to do online coaching. Is it illegal to give medical online? It depends. Like, it depends on what sort of advice and it also depends on what country you're in. Right? So like you can't give. So like there's a lot of natural kind of doctors and, and people who talk about diets and things like this, right. It's not illegal for them to make recommendations and be like, oh look, if you eat more vegetables you'll probably be healthier and that will probably prevent some diseases. Right? What they're not. What you're going to be careful with saying is like, look, if you have cancer, I know how to solve it with my like Tumeric tea and my coaching because that's when you're starting to play with like, um, with the things that people like get very angry about because it's not like preventions aren't cures and like preventions are still good. We should take preventions, but we're, it gets where it gets dangerous is when people believe they have cures but they can't scientifically prove it and then it doesn't mean it's a thing, right? You have to actually prove that it's secure. You can't just think that it is and so you can absolutely provide advice on how to be more healthy and how to prevent different things by being more healthy and doing different things. But you just kind of present yourself as like, you can't present your information and advice as cures or things like that. Krista tyrese's I want to make. I want to take some of my cashflow from my program. I'm not playful as well in fund my says, how did you balance consulting with building and growing your SAS product? And at the same time, any lessons you learned or pitfalls to avoid? Thank you in advance. Yeah, so I guess it depends why you're doing consulting in the first place. Right? So if you have a SAS business and it's profitable and is making money and it has the ability to scale like you, there's no need to do any consulting at all. You're just keep scaling this as I did consulting and when I had my sas because I needed cash flow and so there was a reason for doing it and I would spend most of my time on the Sas and then only a small amount of time on the consulting and I only spent enough time on the consulting to generate the cash that I needed to, to, to implement myself. So I figured out the point with that is that was like if I was doing any more consulting the net, then I was being silly. And so you have to think why am I doing it and what's the point at which I've achieved that. Why? And then that's the limit of how much I should do on it. Otherwise your mistake, the means for the end itself and create a bit of trouble. Joseph Newton sees A. I really don't like the niche I'm in. I am just overthinking everything. It's helping gym owners get new clients. I want to help people overcome health anxiety, but I'm only 16 so I'm not sure people would take me seriously. So this is not a good reason for not doing the thing that you know you should do. So if you really have a passion for something and you really know you want to do it and you really know it's a problem for people and that there's a solution that's really needed, then you shouldn't not do that just because you're 16 and worried that people will take you seriously. You should just do it. And if you don't like the niche you're in and you really want to do that, just stop doing the nitro and then just go do that right now. Like people would buy solutions off of a three year old kid if it was the best solution. Right? So you imagine, let's say that someone in a three year old kid came up with a cure to cancer, right? Do you think anybody is really going to care that it's a three year old kid? No. People will buy it like people don't care about the person, they only really care about whether it's a solution or not. So focus on coming up with a solution. KCSE is do you recommend to get the click funnel page, annual communication and languages native and English like multiple languages complicates things a lot. So if you want to target, let's say for example someone asks before they were like, I'm in Germany and German is my first language. Should I target Germany in German? My answer was yes. Do that. In which case your website and your value video and your funnel would just all be in German. One thing when you start doing things in English and German, you've got to create two of everything and that adds exponential complexity to everything and I would recommend not doing that. And then Eric Willing stays on a strategy session if the client is ready to give the credit card but doesn't want to start the services and run the card for another two months, should you deny them the incentive based pricing, they aren't starting immediately. I would simply take a deposit, I would say look heavy to do this, but um, you know, in order to lock in this, this incentive based pricing, we need to like just have a deposit of like $500 or a thousand dollars. Right? And then do that. And then that locks it in. Ben, Jerry's says, are you going to develop instagram approach? Not, I really disliked instagram because it's Missy, you know, it's like, it's all photos. There's like, there's no search, there's no content, there's no real intelligence there. It's mostly just photos of people showing off their lives and it also only works on a damn mobile phone. So like, and it's horrible for marketing, for advertising because everyone's on their mobile phone and mobile traffic is worth a lot less than desktop traffic. So like, I really don't like instagram for all sorts of reasons. And I think it like I do the bare minimum of it because obviously a lot of people use it, but I don't really, I'm not gonna do anything more with it. I really, I really would like to delete it to be honest. Leaching says yet helping homeowners now in thinking of switching entirely to business owners use. Exactly. Okay, good. Uh, I'm in PHD is. I didn't mention that I made 200 k from my community. You should I stick to local or go global. There is only one point five mil in Lithuania. I'm already, it will be saturated. So yeah. So don't worry about it getting saturated white until it is saturated. Right. Don't like perceive an issue in the future like white until when you actually faced the issue and react to that. Muhammad Abraham sees I've been so patient for a long time and trying to figure out what it is I want to do. But I don't know why I can't figure anything out. Talk to me. I really need your help badly. Well like it's not me that's going to give you this answer. It's going to be you. Because like I, I'm not used, so I can't tell you what you want to do. You, I think really you, you would know what you want to do. You've just got to look at what you're interested in, like go to your youtube history and see what videos you watched all the time. Try to identify a person near, look at the books that you've read in other books you've purchased, but the books that you've read from start to finish, what are the patterns there and then look at like your Internet. So look at your browser history, look at where you spend most of your time and most of the things you do and you start to think you'll start to see a pattern with what you're interested in and then you should pick a niche that's somewhat related to that. Nadine says, I've only generated about six strategy sessions in the past three months and have two clients. I would like more advice on how to generate more strategy sessions I am doing on facebook and also niche specific site. My Niche. I help English speakers become fluent in Spanish through your language coaching and conversation practice with native speakers. I've only generated about six strategy decisions in the past three months and them to clients. So if you go out to clients from six strategy sessions, there is a good conversion rate, but sex strategy sessions over three months, that's only like two a month. That's very low. You need to do. You need more inputs. That's where your problem is right here. You need to do more direct outreach. You need to do a. You could consider doing facebook ads, but probably it's going to be more direct outreach. Like you need more inputs, your processes are good, your outputs seem good, but you need to do more inputs. Nineteen, Penta, I've already answered your question so I'm just going to have to tell this cleaner who's outside because that can clean is really loud. Okay. Sorry about that. Those doors are fully soundproof because um, I didn't want to be distracted by things like that, but the vacuum cleaner was so loud that it actually came through soundproof doors. Benji is how do you identify the problem? And the niche problem solution, you talked to the net, you talked to the people in the niche and you ask them what their problem is, what are what, what things are like really worrying them and troubling them. That's how you identify it. It comes from them, not you call it. Allah says last week you said that you recommend making a business manager in editing you instead of linking them to your business manager. Why is that? No, what I said is that like a client should create a business manager for themselves. Then they should create an ad account for themselves and then they should share that ad account with your business manager. So then within your business manager you have access to their ad account and you can run their ad account, but within the business manager, they own their ad account, right? That is what I said. And you want to do it that way because their ad account should be their ad account and that should be within their business manager. Then you should have a business manager with your own ad accounts, but then you should have access to your client's ad accounts and your client's ad accounts should be attached to their credit cards, right? That's how it works. So if they want to move on in the future, like they can take their ad account with them and it's not all a entangled and like attached to your business manager. 30 honesty is one way I lose my focus during the week or weekend is wanting to feel and be connected to people I love my friends, et cetera. Many people at the end of life report how much they wished they spend more time with friends and family. As those moments kind of feel eternal. What are your thoughts and practices when it comes to this? Well like that you just told me the obvious reason why you think that you should do what you want to do. That's your evidence, right? That you use is like the reason I'm like. Another thing that happens when people at the air, at the end of their life is that they wish they'd done something with it. Like they wished they'd actually made something of themselves and try to like build something or tries to challenge something. I try to do something challenging and really like have a crack at something massive. So like you can see how you could have conflicting thoughts on this because you know, some people might spend all of their time socializing and feeling good and then at the end of their life regret not doing anything other than socializing and feeling good, but also people could be at the end of the live and think I wish I'd spent more time like, uh, hanging out with friends and things. Right. So like there isn't one right or wrong answer and you just have to figure out what you want to do. Like for me, I really want to, to solve the education problem. That's something that I really want to do. And so that's like, like priority number one for me. But at the same time, you know, I wanted to have a family and so, you know, I have to make time for my wife and I have to do things like that. So I have to figure out how to balance these things, but what I really don't care much about it spending time with like friends and socializing because I don't really care about that to be honest. Like my time generally goes into a and so like work and then into my relationship. It's generally those two things. Those are the, those are the important things for me and you just have to figure out why what's important for you. And then do that. Peter with strong sears when tracking cashflow in my business. Do I include vet? So, um, how does this work if you're doing so, is that included in cashflow? I'm just having a look. There's a good question. I'm pretty sure it's not. Yeah. So it is actually. Yeah, it is. And then obviously that would be like a, an outflow of cash. So I haven't had to calculate that in a while because we don't really have any sales tax in America. But when I was in New Zealand we're to sales tax, gst and I know in Ireland we've got that sales tax. But yeah, I, I haven't, I haven't had to address that one recently, so I didn't know the answer. Um, it is included in there, but you need to make sure that you immediately have, because you're going to owe that, right? So you need to make sure that your cash flow statement, that you have an equation that would always calculate the percentage of those cash flows that is vet so that your immediately finding out like a [inaudible] cashflow in. Then you've got like cash flow out and then you've got net cash flows, like you would differently your differently. Subtract that from the inflows to calculate your net. And I typically look at our net cash flow. That's the thing that I care about the most. I want to know like in a month, how much care float in, how much cash went out and what was the surplus? That's the key. Uh, but with that, if you're only paying it quarterly or something like that, then you need to be subtracting it on the monthly equations as well because otherwise you'll be looking at false numbers. Matt mcgarry sees I'm starting use, use a business polymath.press, similar to the hustle, a Gora well, the skim and some of the companies. Any recommendations on how to get and keep subscribers? Yeah. Well let's just have a look at this thing. What are you actually. What is this newsletter about? So it's supposed to be a email design meetings matter. Yeah. Well I mean how you could get and keep subscribers is you just have to. It's kind of the same equation is how we pick a niche. Like who is your target market? You need to identify them. What is their problem? You need to ask them what that is, the solution, what does that. Then your emails should talk to that market and their problems and it should provide them solutions to those problems, so that provides value. If you do that, then like you'll get attention from the market you're after and people will subscribe and people will stay subscribed. It's just the same equation all the time. Peter Wickstrom says, I got my first customer last week. I help advance singers sing high notes without pain through mixed voice. Now I start to see my see subgroups of my niche and the professional singers. I'm more likely to wants to pay a high price. Then hobbes thing is should I then narrow down my niche to professional singers? Not really, not just because they're more likely to pay a higher price, like give everyone the opportunity to buy what you have, but if they can't afford it then they just can't afford it. Right. But you'll be surprised sometimes like amateur people are willing to pay a lot of money to become professional and it just doesn't mean that only professionals will pay money to be more professional. Benji Moses's. I can make the vsl different ways. How could I tell her which one has more without having to record it out of how does the vsl have more audience? I don't know. I don't know what you're saying. Like you just need to make a vsl. Do just make one, make it good one and then run it and see what happens. Just do that. Evelyn there to see is what to do. I have many inquiries, but people are not willing to pay for my service. People write to me, please help but not willing to pay to get help. Yeah, but that's because you can't just sell something as generic as hell. Like if someone's like, please help me. Then you're like, sure I have and it will cost this much like it's too generic. People like there's nothing going on here. You need to pick a market. Pick a niche, something you were interested in. Define the group of people, talk to the group of people, find out what their problem is. They will tell you what their problem is. You want to find a widespread, a problem that exists among multiple participants within that niche and then you want to provide a solution to that problem and by doing that you'll create value and people will pay you. That is how it works. Joshua Western overseas with my niche, fear of flying. Most of the people I speak to her in the US and I'm from the UK. I have a paying client from the UK, the US, Canada, and Australia. With Ed. Should I target America? Target, all of those, honestly, like they're very similar, um, New Zealand, Australia, America and Canada and the United Kingdom, those countries are the most alike out of like all the countries in the world they're called. These things are called cultural clusters and you can google them. There's like six cultural clusters, but like, uh, those, those five cluster together as like one type of, um, of culture and it's based around competition and like an independence and, and um, that like it's based around the culture is based around like competition and independence, things like that. So, but that makes sense why you would have those working there. And then in another cultural cluster you might find like a lot of European countries like different countries. She is similar attributes and I know if a certain that those five that you mentioned or you might've mentioned for those, uh, those differently work together. The ngss is direct outreach is very slow. With facebook we had five friends and status to give us a warning. Do we start with it? I would start with ads. If you've already got like one, you need at least one or two clients. Otherwise I would start going into groups and using like I'm writing posts and commenting on other people's posts. I'd also try linkedin. I'd also try making a list of people and emailing them directly. Uh, I would try one of those things, so a lot. So one more question and then we'll be done for today. So John Parker says, if you put all your time into sales, then what about the rest of the company? Just hire out, but then how do you get great at your offering? Wouldn't you be limited to who you hire? So you go through stages right? In the beginning when you first start, you have to do direct outreach. You have to do all of that, you have to do all of the admin stuff, you have to sit up all of your software and operate all of that. And you also have to do the sales and then you have to do the service delivery and all of that. You even probably have to do your accounting. You have to do everything right, but then you, you like your always switching between roles, like for most businesses, they're going to be spending the majority of their time in between like service delivery and sales and marketing, so generating leads, converting leads to customers, and then delivering on promises made to customers. Those are the three main categories, right? And you're kind of going, going to be going like between all three of those things. And then once you've got sale, like once you've mastered sales, then you get someone to do sales. Then once you've mastered the marketing, you get someone to do the marketing and now you can focus a lot of your time on the product. I don't do any sales calls anymore. I don't do any ads anymore. I don't do really any marketing anymore. Pretty much a hundred percent of my time. Uh, like last year most of my time was spent working on the product. So like building. The year before that, it was like building consulting accelerator. Last year it was building up level consulting, right. I spend a huge amount of my time working on the product. There was only made possible because I hired people to do sales and marketing and all the other stuff, but now this year it's changed again and towards the end of last year too. I spend most of my time now hiring people, so like in the past eight months I've talked to hundreds of people. I've looked at thousands of resumes and I've hired two people, so like that's where I spend most of my time now. I probably do 15 to 20 calls a week and it's where I spend most of my time. So it's changed, evolved again and that's because I'm looking for really smart people that can even help me with the whole thing because that's the only way to build a really good company is you need to have people doing marketing and being good at it. Sales and being good at it. And then the accounting and the admin and being good at it and the product and being good at it. The thing that most people never are able to, uh, to create an business is like the innovation hub of the company. Typically the founder is the only one that can innovate and create products and things and the hardest thing to hire out and figure out how to balance is creating an innovation hub that isn't you and that's what I'm spending most of my time on right now. The only solution to it is to hire the smartest people in the world and there aren't many of them and they had to find and any hard to hire. Right. Well that's the end of our q and a today. So thanks for attaining. Just click that like button and give me some feedback. Let me know if you enjoyed it. Just click like if you enjoyed it. And then next Saturday, I'm pretty sure we aren't doing one of these calls because I'm going away. Yeah. So Saturday the 16th of February. There is no live stream q and a. I'm going later today. I'm actually driving to um, we drive into like Nevada first and then we drive into like Salt Lake City. Um, we're going to go skiing. So I'm taking like a week off. So next Saturday, no, q and a, but the following Saturday, which will be the 23rd of February, there will be a q and a, so you can put that in your calendar. A Saturday, February 23rd. We'll be doing a q and a from 3:00 PM to 5:00 PM eastern time as the time in New York. So thanks everyone for attending. Have a good weekend. And I look forward to seeing you on the next one. Certain. Yeah.