Consulting Accelerator livestream Q&A call recording from March 2nd, 2019.
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Awesome. Well if it's your first time on one of these, uh, live stream Q and A's, first of all, welcome. How they go is I do one of them pretty much every single Saturday and we go from 3:00 PM to 5:00 PM eastern time and that's the time in New York. And you can just put it in your Google calendar to repeat and you just show up into the Facebook group heads, you know, at 3:00 PM or in between three and 5:00 PM. And then we go for two hours. And what we do is we just do Q and a. So if you just type in the comment box, like write your question and then I'll go through them one by one sequentially in the order they asked. And just go through a mall and that's what we do. And I encourage you to make your questions short and concise. Like don't make it. Don't give me a massive block of text because if you give me a huge block of text, I'm not going to read it because I won't be able to get through all the questions. So keep it short and concise. Alright, Joe would say it's on a tech recruiter specializing in helping digital agencies hire engineers within a specific tech stack. My client just asked me to help them hire a project manager, a Qa engineer, and another type of developer. Should I just focus on the area I specialize in or is it good to work with them and deliver good results on whatever they required, then I can specialize more. Yeah. So it take recruiter, like that's recruiting engineers and software engineers. They're going to be going to help people hire like a, a range of different people. So there's going to be like software engineers and then we're software engineers is going to be senior principal, mid level junior is going to be front end. There's gonna be backend. There's going be a devops, there's going to be engineering managers, there's going to be program managers, there's going to be Qa engineers. You know there's going to be a array of different types and you need to understand all of those because that's the job and you need to, once you get good at one of them, you'll get good at all of them because you know what makes someone a good engineer is pretty universal. And so if you can find good senior engineers, you can probably find good Qa engineers and good principal engineers. So I encourage you to, to help them with whatever they're, whatever type of engineers they need. Ross Johnson says, did you develop your own membership area custom? Yes, I did. So am I. He has gone all over the place. I just had a shower, kind of annoying falling in front of my eyes. Peer tour, oh all. See is my niche niches. Life coaches getting more customers during the strategy session. They say, yeah, I do not see what leverage to act. So that a person who makes 300 euros a month, for example, goes to 4,800 euros like that almost by magic. I already do a lot of things. What to say to not to tell them too much about the strategies I try to sell. Yeah, well you can say like you don't, I think a lot of people who are starting out, they're worried about explaining to match and giving everything away to the prospect on the call. Like first of all, it's impossible to actually tell someone everything they need to do on a strategy session. Like it's truly impossible because there's so much stuff to do and so much information and so many nuances to all of it that is truly impossible. And second of all, just telling them about it doesn't mean that they will be able to do it themselves and solve it. You know, you're going to have questions. They're going to have to iterate. They're going to have to problem solve. They're going to make errors. They've got to, there's so much more to it. So don't really worry about giving it away. You want it. So tell them enough so that they understand and they're confident, but you don't want to tell them too much so that they falsely believe that they can go and do it themselves. So the fear isn't that they're going to go and do it themselves and not need you. The fear is that they might think that they can do it themselves and they think that they don't need you, but they do and they end up failing, right? So you've got to find a line of fine line in between there. You need to tell them enough so that they know what you're doing and the confidence in you in the process and the method, but not too much so that they think they can do it on their own. But I know a lot of people don't explain it enough and they keep it way too high level. And when you're very vague with someone, they don't trust you. You know, when someone, if I ask someone a question and they give me a very vague response, I know that they're lying. And so it's all, they're trying to hide something or dodge the question. Right? So it's, you can't, you've got to be careful that you don't make your prospects, uh, does trust you and think that you're lying. You've got to tell them enough. Gabriel legacy series, do we need to apply for foreign qualification as LLC consultants to sell to people in the states other than the one we live in operating? Uh, no. It's like, obviously it would depend on some industries. For example, if you would like to try and become a, uh, you know, a medical consultant, right? Like there, there's probably, or a legal like a lawyer. There's some industries we're, you know, the, there is some rules on this. For example, like if you were to just become a pharmacist or a doctor or a surgeon or a lawyer or, mmm. What else? Maybe something to do with finance, financial advice or mortgages or something like that. There might be some regulation there, but if you're advising people like, you know how to get customers, then if you're incorporated in like California and you're selling to someone who's in New York, you don't need to go and get a license in New York. Like it's, it's what you don't need to do any of that. But I will say it does depend on the industry. You didn't tell me what industry you're in. Peer two losses. I already answered dead. Oh, you already answered the question live. John's says, hi Sam. Thanks for a great course. Would you recommend me to contact my niche in English to get more strategy session conversations? I started in August, 2018 to help Dainer skull school. Parents facilitate child with lack of wellbeing to increase self esteem, Edema through 60 days of coaching transformation. Although I have great expertise in the field, only have 10 strategy session conversations in one customer here in couples. Okay, so one customer out of 10 strategy sessions, that's, it's not that bad. You know, anyone, even my, I could do strategy sessions now and have 10 in a row and get one like or lists was zero. That can happen. It's the sample size is too small. So what you really need to do is get more strategy sessions and in between August and now that's like, um, it's like six months and 10 strategy sessions. Over six months. That's like, it's like one a month pretty much. That's nowhere near enough. You know, you want to be doing more than one a day and you know when you're really going like I could do eight or nine a day. Right. And so you need more strategy sessions and that means that you need to do activities that are going to generate more strategy sessions, direct outreach on Facebook, on Linkedin, uh, you can just use Google to find people. You can build a list, you can email them, you can join different Facebook groups and get into the conversation. There you, you can try all sorts of things to get more strategy sessions and none of those things really means like going into English. So you're in Danish? Yeah. Like I don't think you've exhausted the Danish market place to be honest. I would, I would do more activity to generate strategy sessions within the Danish market and I'm sure you can get way more customers and way more volume just by doing that. You don't have to complicate things by going into English. Running a company in two languages and doing everything in two languages is very complex. Brandon Thomas is over the course of three weeks I've been switching my niche because due to my inability to commit to one niche, I've, I finally decided that I want to work with business travelers but I don't know where they hang out on the weird, my question is this, how do I reach out to business travelers when I don't know any Internet groups. They are a part of things in advance. Yeah, so I mean the obvious thing that comes to my mind immediately is like the airport and business lounges, right? Like I would, I would honestly go there and hang out. Like you could, you could probably go there and hang out like at those airport business lounges and learn more about the industry and talk to people there and that would be my, if I was picking that niche and I was serious about learning about it, I would go and do that. I would recommend you do that. Not so much look on the Internet. Gabrielle legacy says, Oh, another thing that you could try to would be a coworking spaces. So we work because think about it, if someone's, that means they're not going to have like a an office set up and they're probably not working out of their small little like uh, this small little hotel room or whatever. They're probably going and to a coworking space like we work where they can meet other people. And I've been to some coworking spaces and I can tell you that there's generally like, eh, there's a healthy population of, of travelers there and foreigners and they're also in business. That's why they are at we work so that I would go to like the business lounges and we works, go hang out at some way works and talk to people. Gabrielle says, What Bank would you recommend us to open our business bank account? And I think chase bank's a good bang. Why? Well, they were a, first of all, there's a lot of branches, right? Like they're all over the place. So if you need to go into the branch, there's lots of them. Second of all, their uh, their bank online banking is really good. Like I've got a bank, we've got to, we've got some other bank accounts so we've got one with Santander and one was um, the allied Irish Bank and in Ireland and Oh my God, there they don't have mobile apps and their online banking thing is so terrible that it actually made me appreciate chase. So chase has really good online banking and a really good mobile app and lots of branches. Like I would go with them. Corinne says how to handle people who want to enroll and wants to pay out of current income instead of putting installments on credit cards, pay out of current income. What does that mean? I think I know what you're saying. So I think it was saying how to handle people who wants to buy the course and they want to enroll in the course, but they don't have enough money to enroll in the course. And then you're telling them to use a credit card and they're like, no, I don't want to use a credit card. I want to use money in my bank account that I have, but they don't have any money in their bank account. If that's truly what's going on, there's missed up and you need to tell the person like, look, if you believe that you're, you're always going to be screwed because you don't have enough money to pay for the cause. And that is why you need to join the course because this course shows you how to make money and actually, you know, run a business. But if you're using your lack of money as a re as an excuse to not join a course, which is actually the solution to your problem, then you're totally, you're thinking about this the totally wrong way. Okay. Akili or rights is, I'd like to rent a luxury apartment. Curious, how much do you spend for rent currently in Venus? How much would you recommend that we spend four inch and a really nice place. If our income is 10 to 20 k a month is 5,500 too much. There's quite a lot. There's a lot of money compared to your income. Um, I remember I moved out of my parents' carriage when my company was making about $10,000 per month would and my monthly rent at my first place in New Zealand was a 2,640, right? Plus all picks was about two 50. So like, uh, let's call it like three grand. So that was like 30% of of revenue. Um, I wouldn't want to go any higher than that to be honest. Like try to keep it 30% of revenue or Liz, you don't want to like live beyond your means. It's, it's stressful and it's not smart. Peter Work. Strom says, I've gotten my first five clients and three weeks for a 10 or one oh seven, oh dollars today I realize that I actually lose money if I use my old ways of earning a living. This feels a bit scary. Like my whole life is changing or like I don't know who I am any longer. How was this for you? Um, I don't really understand the question. Okay. That what you were changing. Like you're going to be, you've got to get used to changing all the time, right? If you're an entrepreneur, you're like, you're never really the same person for very long. You've always got to evolve and you've always got to learn like the next thing. Um, and you've just got to be comfortable with it. Like it's healthy for people to evolve and improve and it's not healthy to remain stagnant. And you know, you've got to forget about who you are and your identity crap and you've just got to do what you've got to do in like, and you've got to keep evolving. Naylor Mouse House is for coaching. What other funnels can we create apart from the optin to VSL to booking a call? Well, and I what we teach you how to do a Jit webinar funnel, which is a just in time webinar funnel. That one works. But I recommend that everybody start with the VSL funnel, which I also call the fragmentation funnel. Same thing I recommend you start there and then you go to the Jit and if you want to learn the jit, we teach that in up level. And you can learn about our level if you've got a week seven, uh, in the accelerator course met broadbrush says, how often do you find that to directors of medium size businesses do not have credit cards for the company if they cannot pay by credit card? How do you get in process the payment? Honestly like we don't have any problems with like people buy companies buy our stuff all the time with credit cards. Every company has a credit card generally did just like screwing around with you. If they say they don't have one or they can't use it like they can. Yeah, like corporations or different like a big corporate, right. They might have a, a different way of doing things, but I mean pretty much every company is going to have the ability to use a credit card. Paolo is, thanks for giving me feedback about asking questions. No problem. Okay. Nancy Cooper says, what would your recommendation, what would your recommended timeframe for creating a vision board and design your life and identity and manifesto? I see you asking me how much time would I spend creating net? I would spend like, I think one full day you could, you could do a good job of there, but you probably need about eight hours of focused, deliberate attention to do it. It's not something you can just do an hour. It's not something you can just fit in. You need like a proper day. I'd take a full day off on the weekend or whatever and just focus on getting it done. Early trend says, I help digital marketers attract their ideal customers and get a greater sense of purpose by helping them create a strong brand strategy, brand image, and visual assets. Since I'm dealing with design and bread and identity, could you help me understand, how could I put a number four, part five and part six of the alchemy script on something that is mainly call the Tatum? Yeah. So look at the problem you're solving. You're helping digital marketers get their ideal customers. So the problem is they're not getting their ideal customers, right? And you're using branding and things as a method to solve their problem. And so what you're really doing is you're helping people get customers and the thing you're doing is branding. So when it comes to like part five and part six of the script you, you're talking about getting more customers and making more money at it. It's quantitative like the design thing is just what you're doing but it's still solving the same problem. David Martin sees his five k market size big enough to get 300 done with you clients. I know that your answer might be don't think about that. If you can have customers keep going, but I'm asking for Info who don't think about that. Just get some clients. Don't worry about the future. Like market size. It's impossible to actually really calculate and second of all there's no point in you really calculating that. All you need to worry about is what's immediately in front of you, which is like getting, getting your first five, 10 clients. Like once you've exhausted your market and you have tried everything and you cannot get any more customers, then come to me and ask that question. My industry is lead generations in gyms and French speaking countries. Um, sorry, your question just jump past. Uh, okay. If you can ask it again, that would be helpful and try to make it more compact. Ah, that's Lee Androse is how do you contact the decision maker? Well you figure out who like the owners and then you contact them through their email address or a linkedin message or calling them or adding them as a friend on Facebook and messaging them. You find out the owner and then you message them. Akili or writes is I'd like, I already answered this question. Nancy Cooper says, what websites do you find useful to bookmark related to the business? Okay. I have no idea what that means. Okay. I cannot understand that. You need to make that clearer. My Broadridge sees I'm in an industry where credit cards are not really used by decision makers. How do I collect a large payments? And voicing generally means 30 to 60 day payment terms. Yeah. I would try to get people to use credit cards, right? Like people will use credit cards. It's just they might try their luck to see if they can, uh, if they can purchase without a credit card and get you to do like net 30 net, 60 day invoicing. But you know, you, they will probably have a credit card. Okay. Paul Eastern says I'm doing direct outreach from linkedin after interest is showing that do you go direct to a strategy session? Uh, I would recommend like having a chat in linkedin direct messages then going to a 15 minute call, right? It's like an icebreaker and you can see if they're a good fit, just a little bit of prequalification and then schedule a proper like a 45 minute to one hour strategy session. Then do that one. Do it in that sequence. Adrian. So most is how do I approach choosing my niche when I know that I want to solve some problem which relates to getting clients. That's the only skill I have been learning and to have a passion for. Should I pick a random niche and figure out if they need digital retainers or not? Yeah. Your, your, your engineering at the wrong way. You're starting with the solution and you're looking for a problem and you need to just pick a niche or interested in and then like, and if you're really interested in like digital marketing and then maybe the niches to do with digital marketing, then pick that niche, ask them questions, find out what their problem is and then when you know what their problem is, I mean seek to solve it with a solution and that's going to be your offer, right? Don't your engineering it to the wrong way around. And then Rufina says, my Myers Briggs is Ian Tj. All of my results are 47 to 53%. Is it better to be in the middle or extreme percentages? There's no better for everything, right? Like if you're going to be, um, like some, in some situations being very extroverted can be an advantage in some situations. Being very introverted can be an advantage in some situations being high feeling type, high logic like it all. It does, it depends. There's no one best like Myers Briggs profile. That's not how it works. It depends on the environment and the situation. Uh, I wouldn't think into it too much. Don't know. Dang Cs. I just did a hundred units of a missed your question that just again Nancy Cooper cs for someone who has a full time job now, would you recommend creating a separate profile for Facebook and Linkedin when doing direct outreach? No. I just use your one separate profiles going to get you shut down and it's going to be a lot of work and maintenance Joe would say is in Myers Briggs test, there's intuitive of unstructured structure is really important to be organized and stay on top of your focus and business. So what areas can one be not structured in to create balance or variation to avoid being jammed towards one side? Yeah, so like you've got to be really good at knowing when, for example, when something works, like if you've been experimenting and you find something that works, then you want to put structure in place to make sure that that thing keeps getting done that same way. But when the way that has worked in the past does no longer work, then you've got to shake up the structure and you've got to, you've got to innovate. Right? So some people, they're always innovating and innovating on things that, that don't even need to be innovated on. Those are people who are too like to innovative. And then you've got people who are too structured and they don't even innovate. Things that are broken, like a real skillful entrepreneur is going to know how to play on both sides. Right. Okay. Power Poles is we're, and how do you usually find people you hire? I'm asking, cause I've noticed ecommerce has HR problems and these are needs there. Yeah, it's very hard. Like I use a recruiter's basically. So we, he'd hunt was like really good recruiters. Um, that's how we do it. So Michael Beau Hanes says, why would a smart and Orthodox athlete work for someone else? The person you described sounds like such a superstar. Why would they agree to work 12 hours a day for a salary, even if it's an upper middle class salary? Or do you give generous equity packages? It's a good question. And first of all, like not everybody wants to be an entrepreneur, right? Like a lot of people who are extremely smart scientists and things, they just want to be able to do the science. They don't want to have to deal with the people management, the hiring, the financials, the sales that all that other crap. They just want to do their thing and it's very hard. It's very stressful to be an entrepreneur and they don't really care about the money side either. They want to just make enough money so that they don't have to worry about money and then they want to just do their craft. They don't really, they don't really care about it. And so there's that. But then also a lot of these people, they know that the only way to achieve these big things is to work on a team. Right. And if they start themselves, they don't have the funds, they don't have the knowledge to, to pull together that team. And then there's the mission. Like if the mission really motivates them, then their interest in doing that, I mean the salary is, is very good. Like you know, the salaries we pay these people, it's probably more than most people, most entrepreneurs make. Right? And then they get equity as well. So you know, they're like these people will make a lot of money. Um, probably more money than most entrepreneurs. So it's, it depends on the scenario, right? Like there's some people in Google who like some of the product managers that have created some of the products like Google maps and things, they paid like $50 million a year. All right. So like there is such a thing as being a, like if the company is structured right, like being an employee isn't like being an employee at most companies. You know, you get freedom, you get to do your own things, you get to innovate, you get paid really well. You've got to share in the equity and you get to work with smart people. It's different. You've got to make sure you build a company like that. Otherwise you'll never get those people. Donald tanks is, I just did the hundred units of time exercise. Oh Damn it, I missed you question again. If someone asks, do I have to make a decision right now? And I say, yes you do. And they say, well, I don't have the funds for another 30 days. Would you let them in 30 days later? I would just say, I would just say like, all right, we'll just shoot me an email in 30 days. If you're interested in joining, well, I'll just say that. I wouldn't promise them that I'm going to give them like the, the discount or anything like that because then you're giving them that option. But I'd just say, just send me an email in 30 days and then you can decide what to do in 30 days. Right. Jack Gosselin's is, uh, I joined accelerator a little over a week ago. Thanks for this training. My current situation is I have a membership site with 190 subscribers that are in six k monthly recurring revenue. What advice do you have for someone in my position experiencing moderate success with purely online training, but wanting to pivot towards a higher ticket offer? It's currently 49 a month or four 97 a year. Should I focus on developing a high ticket one on one program or would that be a step backwards? Just a little confused about my situation and how that relates to the evolution of the consultant. Yeah, so what you want to do is you want to create a like a, a higher ticket program. You want to create a program that's going to be like, okay, 3000 to $6,000 and it's going to be a hybrid of online course plus like Facebook group plus Q and a calls each week, right? Like group Q and a calls. And so it's a hybrid of like of some personal lies, things with human interaction and online course and it said a higher ticket price. I would build one of those and I would sell at one of those. Don't do one-on-one, but don't do what you're doing right now. It's very hard to make money with a 47 or $49 per month thing. Yeah. Gabriel legacy he sees. How much would you recommend me? Pricing or PPC or Facebook ads creation and ads management done few servers for construction contractors with projects running an average of 30 k is 4.5 k per month to match. It depends if that includes the ads being or like you know, I've paid media buyers like 20 grand a month if they're really good. Um, just in their fee. It does. It depends on how much money someone's going to spend and how much money someone's going to make from the ads. Right? Like some of the, somewhere in between two grand a month and like five grand a month is probably a good healthy price for that. Powell Paul stairs CX is where and how do you usually find, people already answered that question. Diedrich says if I put out an ad for restaurant owners explaining how I could get them more customers and are interested in scheduling a strategy session, what are the five most important questions to ask before I get them on a strategy session call or should I just wait until they get on the strategy session? Cool. Yeah. Look at the survey questions. You know how I teach you the fragmentation funnel and accelerator and it's got the survey. Look at the questions I ask in that survey. They're there for a reason. I didn't just make them like, just didn't, didn't just put them in there for no reason. Those are the questions I want to know before I get on a call. Chris Knight series of clients can afford, there are $150 per day testing budget. Should I just move on and to disqualify them as potential clients? Yes. Collared Elise is last week you recommended not to change the landing page because it affects your ad. If my landing page conversion is low, what can I do? Well. Then how do you even know if your landing page conversion as low, like the only thing that really matters is your cost per acquisition, which is the cost to acquire a customer. If that is good, then nothing else matters. Truly nothing else matters. You can just keep spending money. Like I've always said, I'd pay $1,000 a click if 100% of clicks purchased, right? I wouldn't care if I had a 1% landing page conversion rate. If 100% of optins purchased. All of these metrics don't mean anything in isolation. They only mean something when they're combined and aggregated to like form a hole and an overall whole and it's the throughput through the entire system that matters. Not The throughput through any given component of the system. So it's a fluid question. Sha Acts is, how do I let go of fear of delivering Facebook heads? If I'm selling digital marketing, you deliver it and you learn, you do it. There's only one way to like, you know, to, to not be afraid of the dark and it's to spend more time in the dark jar would says you say your biggest passion is building things. What if someone's biggest passion is problem solving? How can this help them in starting a highly profitable consulting business? Yeah, so I liked problem solving. That's pretty much, that's the main thing that happens with building things and it helps you on business because one thing's for sure you're going to face a ton of problems and liking solving problems as a good thing. It's going to help you a lot. Uh, Carter Johnson's is how do you personally keep things organized so that potential items and ideas of value for goals down the road I captured but don't take away from your focus on the immediate and main thing. Yeah. Honestly, like generally when something's worth remembering, you remember it. Like I think a lot of people are worried about, oh I, I, I'm worried that I'm not going to remember this piece of information. You don't really need to worry about it. Like your brain's pretty good at when the situation unfolds it all recall it. Even if you didn't know it was in your memory. Like if you just sit down right now and try to consciously access all the stuff in your memory, you can't, you don't even know what's there and you only know what's there when different situations unfold and trigger different parts of your brain and access different libraries of them. Yeah. So like you don't really need to worry about memorizing things like it's all there but you just can't call it. And this, the questions are asked or a situation unfolds or something. So I never worry about remembering things. I know it's in there. I just like, if I understand it and it clicks and I learn it, then I know it's there. If I don't understand it, then of course it's never there. So that's why understanding it is so important. T Bogo sees how do you help those who are new in the program and clueless or can you ask your question again? I missed the last part of it. Uh, Abraham says, what do you have to say about how and where the technology and economy is moving forward? Where is the idea of problem solving heated? I have learned a lot from you in the process of executing. A lot of what you teach reminds me of [inaudible]. So the question is what do you have to say about how and where the technology and the economy is moving forward? I don't know. I don't really have anything to say about that. It, it's not really a question you need to ask me. Something specific. Adrian almost is when during market research people frequently ask why I want to know what's their painful problem, what should I answer it? I would say, well, I'm doing some research to try and understand some of the problems that are facing the x industry and I'm happy to share my results with you. And my intention here is to, you know, to try and come up with some solutions so that I can make a, I can make life for people in this industry a more productive and a lot more fun. Just tell them the truth Rick Romano sees. I've been stuck on an itch forever. I have no idea what to do. What's something fast? I can learn it. It's profitable that I can't just get started with. I feel like if I just get started, I will eventually find something else. But I don't know how to do anything to consult on. Yeah. So you need, cause you're just, this is your last in your own thoughts. You're just sitting there trying to, trying to figure this out in your mind. It's impossible. What you need to do is you need to pick a niche, pick a niche or interested in, forget about whether you can help them or not. Forget about even if they have a problem or not. Just pick a niche. Once you've done that and you can't tell me you don't know how to pick a niche, because I can pick a niche for you right now. Just say like, he sell ons or uh, food trucks, right? Or, um, okay. Or a holiday planners or vacation planners, right? Just, just pick any niche you're interested in. Then talk to them, find out what their problems are and then you can solve that problem through your offer. Right. And then if you don't have the skills to solve that problem, learn them. If you do good charity Brown says, what's the best way to market of Facebook group and get quality group members? Is there an app or something you can target Facebook group members for webinars and training. Now you cannot target Facebook groups. Um, the best way to get members for a group if you're, if it's your group, is you can send emails to your list. You could run ads to a landing page and then get people to join your group. You could do that. Uh, yeah. Angela says, have you heard Facebook creating their own cryptocurrency? And what would be the implications? Um, I don't think there would be any implications. Like would just be another company creating a cryptocurrency. Antonio says, I started the 30 day attack. Would you recommend go for the rest of the weeks before getting clients and having the proof of concept or simply going for the 30 day attack? I'm studying a masters so I don't have too much time. I would just, I would figure out how much time you've actually got like around your masters and around your general life and sleeping and eating and things like that. Like how much time do you actually have? And then I'd plan your 30 day attack to be possible with that small amount of time that you've got right. Because there's nothing else you can do. So I would figure out your available time Dean plan, your 30 day attack and it might not be an all out fully fledged like intense 12 hour a day, 30 day attack, but it's the best 30 day attack that you can do given your situation. Ciao. And says, how and why do you align your brakes with the equinox? It's not even really about that. It's just, it's just like every 90 days. Right. And it typically typically is, it typically goes, um, yeah, you know the season's pretty much in that there's Q one Q two Q three Q four and there's, it just works out really well to do them every 90 days. And it's like the first 90 days of the year, the second lot of 90 days in the year. It, it works really well to do it like that. Okay. Pen Gee says, I'm a life coach and I speak Chinese as my first language, English as second, but I live in New York right now and so many Chinese compared with China. Uh, should I focus on English or Chinese speakers? MMM. If you're targeting America, I would probably start with English. And if you targeting China, then I'd probably use Chinese. Nick go gifts is my niche. Doesn't have many Facebook and linkedin groups. How would you go about building one from scratch and start inviting people? I wouldn't really worry about that. Um, like you've just focused on getting clients. Just cause your niche, doesn't have lots of groups, doesn't mean you should go and create one. Quinn Nolan says, if my business revolves around having conversations with people that I can potentially add on to my service as a client, how can I take an offline approach to my online business? Uh, this question's confusing. How can I take an offline approach to my online business because my business revolves around having conversations with people. I think this is a fluid question. Like, you know the, we have these online businesses, right? They're like consulting businesses where we work from and we use the Internet. It's like an online business, but it still involves an offline element, which is having a strategy session call with somebody, right? So we are kind of a hybrid of offline and online. You can't fully do something online and you can't fully do something, uh, offline. And so it, it, you need to just know what to do, where to find it in the middle. Don't jam on a binary side of this thing. Can you not do that? No, no, no, no. Thanks. Ching sans is, I already made three sales from 18 strategy calls. Should I shift Facebook ads for now or I need to listen to all recordings and then tweak my sales script. So three sales from 18. Uh, yeah, I would run some Facebook ads. If I was you and I would do more strategy sessions and practice more and listen to your recordings and iterate on your script and get bitter and constantly improve your conversion. Right? But you've got three paying clients. That's good work. Congrats on there. It's a start the MMM. Start the eds and get more strategy sessions, pump more volume through the system. Donald things is, I just did a hundred units of time and I've found a match of wasted time has gone to social media when I'm bored at work or whilst I'm eating a meal or something. How do I counteract this bad habit during downtimes? Well, you don't do it obviously. So like if you're eating, the main thing you're trying to do is eat. So if you're trying to eat and be on the computer, it's a stupid thing to do. It doesn't work. You're going to be slow at eating and you're not gonna be able to fully pay attention to what you're looking at on the computer. It's total stupidity. So if I'm eating, all I do is I just eat. The only thing in front of me is the meal. I don't have my phone, I don't have a computer. Like I'm just eating the meal and then if I'm, if I've got some downtime, I can think of things that are much more constructive, enjoyable and educational and healthy than browsing around on social media. For example, reading a book. All right, so or watching a documentary or something like those are things that you can do. You just need a better habit for when you're eating and then you need a bit of habit for when you've got some free time. Yeah. David Moon gang a surfaces that wrong. I seen 200 plus direct email direct mails to my niche, got four replies from people saying they're not interested in my service and don't need it. My desired situation is getting strategy. Should I iterate my message? Okay, yes, I would check the fundamental. Okay. Like assumptions that underpin your entire business. Like what is the niche? What is the problem? How do we know that that is the problem? Did they tell us or did we think it is the problem without ever checking and is this thing really a solution and it's this message making all of those elements clear to the person. Because if it is, then it should work. And if it's not, then we might need to iterate anyone or any combination or all of those elements Rofina sees I'm doing done for you Facebook and Instagram ads for winning businesses, their target audiences, brides and grooms engaged couples. Should I use your Facebook methods from week five for my clients or should I just create direct debits for the audience in the city? They need skip, quiet and taste each audience separately. Yeah. So if you're bound by location, then you just want to, it's actually quite easy. You can just do location based audiences. I would create, like I would create four different angles and I'd use four different images per angle, but then I would just target really like one general audience based on a, uh, based on the general zip code, like some kind of Loci out from the zip code, whatever the Max kind of range and Miles's for people to want to buy that thing. And then I would, I chose people who are around the right age range and who signaled some kind of intent that they're married or thinking about getting married or something like that. Powell says why and how did you decide you wanted to move to la? Okay. There's multiple reasons. I mean, one is that my wife didn't really like New York, so there was that and she really liked to la, but then there was also the weather, like, yeah, you know, I found that I'm actually a lot happier when the weather's really good. Yeah. And I found that the actual human species's happier when the, it's good. They're also healthier. So the way there's way better over here than it is over there. And then also there's more nature over here than there is over there and then there's more talent. So you know, the main thing that I'm focused on and, and trying to do right now is fine. Really smart, talented people and hire them and there's just, there's bit of talent over here for what I'm trying to do. Uh, and yeah. Okay. Those are the main reasons. Okay. And I asked a lot of people on my team like, and they would prefer to be over here too, so. Okay. Hmm. Oh, Ron says, do you have any experience with connect EO software if be targeting and retargeting? No, I don't have any experience with it. Software Malau says my niche is IVF to help parents to have their dream to have children. Now I'm discussing with the hospital that I have more credit on them. Their success rate is very high compared to other hospitals now I want to do done for you, for their hospital what I need, I need to understand can I charge them based on percentage of monthly payments recurring? I'm not sure. You would have to talk to them and ask them like what payment would make sense and what payment would, what would make sense for you? You'd need to ask them. I don't know much about that industry at all. So that's why I'm not able to say [inaudible] I'm not getting Roi. I'm spending fourK to get a sale where three case, I'm losing one cape. Okay, so we're in that pipeline or things going wrong. Like what's your cost per strategy session? And then, uh, based on that, like what we're really doing is, I guess this is a good question to answer. Hold on one second here. So this one is, uh, people really miss this one up. So we'll go onto this little whiteboard if we've got Facebook ads coming in here. And then we've got the landing page and then we've got the value video, and then we've got the, uh, schedule once and survey. Then we've got the strategy session and then we've got the customer, right. Okay. So that so basic flow here and if we want to try and figure out is this thing working or not, it was the alarm to send that message. Okay. So well we want to do is we want to figure out if it's working, we have, what do we, how do we define like success with this process? We've got the total amounts being torn eds. Yeah. And then we've got the total amount received down here in sales. Right? And what we basically trying to do is see if the total amount from sales is like, and then uh, if we take the amount from sales and then we are subtract ads being like is there a surplus or is there a deficit? So for example, if we spent 2000 on ads, but then we received 1000 in sales, then we're minus like $1,000. Obviously the, it's not very, it's not ideal, right? So that's the only thing I check. First of all, I don't care about my landing page conversion. I don't care about my cost per click. I don't care about any of that. If this number here is good, like if I spend a grand on ads and make five grand and sales, I'm not going to care about what my landing page conversion rate is. I'm not going to care about what my cost per click because I'm not going to care about any of that stuff. So we always start with like, is it working? Is it profitable? If it is, spend more money on ads. Don't worry about changing the funnel. I see people all the time and they like send my landing page is broken or Sim my, I need to change my video, I need to change something in my funnel. And I'm like, well what's are you, how much money you're spending on ads? How much money you making? All right, you're making a lot of money. Why you don't don't change anything. Spend more money on ads. So if the throughput is good, increased the volume, but if the throughput isn't good, then you need to change something in it, right? So then what I do is I start from the end and then I work my way backwards. So you don't start from the front, you start from the back. And so then I'll come here and I'll be like, how many strategy sessions have you generated? Right? And then, uh, I'll use some numbers, I'll use some numbers here. Like let's say let's say this person generated five strategy sessions and out of that they are would be like, how many strategy sessions did you generate? How many sales did you make? And I'd try to figure out their call conversion rate, like what does their call conversion rate, which is okay, and it should be like greater than or equal to like 15% and the higher the better, right? That, but if they don't have any strategy sessions or if they generated five strategy sessions, they made zero sales, then we can't figure out call conversion rate. We don't know what that is. You only know what that number is when you've generated strategy sessions and you've sold some people, right? So in the absence of this measurement, then we just fall back onto the next stage, right? So if you don't have that data, you have to keep falling back. And then if, let's say someone was there to call conversion rate of 20% so they had five strategy sessions and they sold one person, that's a good call conversion rate. There's nothing wrong with that. So then why are they losing money? Right? Well then that means that there's an issue happening somewhere through here or the price of the product. So someone might have a really good performing ads, really good performing funnel, really good performing sales conversion rate, but they're still losing money. It means their products priced too like incorrectly. However, that's the, and that is why I tell most people that if you're using a sales call model and you're using paid traffic, then you really need to have a higher ticket price. You really need to be selling something for like two grand or above to make the economics of the system work. And so if then I checked the fight, check the price of their thing, the thing they selling and that's above greater than or equal to 2000 then we're good. But it gets more nuanced than that because then they're like, but I'm still losing money and my product does $3,000 and then how does that happen? Right? Well that's because people use payment plans and they haven't differentiated from these cash. And then these revenue, right? Like let's say your product is, is $3,000 you could sell it for one payment of $3,000 you'd get three grand in cash. But if your product was $3,000 and you sold it for three monthly payments of a thousand then in revenue you would have 3000 but in cash you'd only have one. So you have to always pay Facebook with cash. So that's where the issue was coming. So really when you were looking at that down there, you need to be collecting at least $2,000 in cash. If your product's two grand, then you need to be collecting two grand. And if your product six grand, then the minimum payment plan you can have is three payments of 2000 you really need to be liquidating and collecting at least $2,000 in cash to make the economics of this thing work with a core conversion rate greater than or equal to 15% if you've priced your product at uh, at the right price down there and you don't have disgusting payment plan options and you're collecting on average more than $2,000 on cash on day one of invoices and you'll call can revision rates greater than or equal to 15% and you're still not making money, then I can tell you that with 100% that it's coming from and here, right? So this process I use is how I can just look at any thing and just like any type of sales funnel or anything and immediately analyze it and immediately drill down and diagnose and find the root cause and fix it because I know how to work through this whole process. And most other people I see, they just screw it up because they get hung up on different things that they've heard from different people. Like they might say, um, I need to fix my landing page because it's converting at 15% and I was on a Webinar the other day in some, some marketing guys did that. Your landing page needs to be 50% and so now they thinking that they need to change the landing page is totally stupid. You don't, it doesn't matter. This, this stuff down the end matters. I can tell you with my consulting accelerated two k funnel, which we teach an upper level, um, I've been running that funnel for three and a half years, almost four years, right? I've used the same landing page like all four years and we've spent probably $15 million on ads and we've probably seen almost 45 million clicks to that landing page. And it's made like, uh, it's made almost $50 million. Okay? So that landing page converts at 15%. So when people tell you that a 15% converting landing pages stupid, then the stupid. So the next thing to look at past there would be this next piece, which is schedule once in the survey. So another thing that's important is like what is the cost per strategy session? So the cost per strategy session, how much does it cost for you to generate a call? The higher this number is here in the higher your product prices, the more you can afford to pay per strategy session, right? The lower this is and the lower this is the less you can afford to pay per strategy session. So really the threshold cost per strategy session price given a greater than or equal to 15% conversion rate on the call and a greater than or equal to $2,000 sale price. Given that all of that is collected in cash would be uh, less than or equal to like 300 bucks. Okay. Now that is threshold price. So the lower the bidder, but all of this stuff can work if these numbers are true, right? So you can pay up to $300 a strategy session if your conversion rates like that annual pricing is like that. Now you can get strategy sessions for lot less. I'm just telling you the threshold. But for example, someone might have the right price here, they might be collecting the right amount of cash and the conversion rate on the strategy sessions might be more than that, but they're not making money. Well their strategy session, they might be paying way too much per strategy session. Right? That's the only way that can, that can happen. So then why are they paying too much money per strategy session? Well, we have to look through here and so if we look at the strategy session piece, I'll break this out into like a subsystem here. If we have the, uh, they can be a lot of, a lot of erosion from schedule once to survey to like, so a strategy session, they can be a lot of, a lot of decay through here. So people can schedule with schedule ones but not complete the survey. That doesn't count as like a cost per straight. That doesn't count as like an application. You don't take calls with people who schedule with schedule once, but don't complete the survey. You don't do those calls, you cancel them and then if there's a high drop off rate between these two points, which is going to look like greater than or equal to a probably I think the highest, actually we'll call this one. You should have a less than or equal to a, I'm going to probably say 30% here, so if you got sick, you got 10 people to complete to schedule with schedule once and only seven people completed the survey. That means that you know you, you had a dropoff of 30% here. If yours is like 50% then you probably need to change something. Your survey might be too, too long and too intense or the quality of the people you're getting through might not be a good enough and you want to, you want to change your value video to disqualify people bitter. Right? Because if you disqualify people better and say this isn't for you, this isn't for you. If you, if, if any of these then less people will probably book with this and then there'll be less drop off here. Also, the quality of traffic can influence this. If you just put real bad traffic through, of course is going to be a big dropoff. You know, you've got a problem here. If this is, if this is higher than that and then with, then there's another point that they can be dropoff through here, which is from the survey to a strategy session. So here you can have like cancellations, you look at people's surveys and you might cancel them because they look, they don't look like they're a good fit right now. Cancellation, right? You're probably looking at somewhere around like 20%. So if you get 10 surveys, then you'll probably going to cancel too. If you're canceling more than 20% of surveys, then you'll probably being too strict or the quality of the traffic coming through isn't right. And you need to change the eds. We need to change the audience or you need to change the video and you're disqualification. And then if these numbers, uh, like this, then there's one other point where people can drop off. And that might mean that someone's schedule with schedule. Once they completed the survey and you looked at this survey, you didn't disqualify them and then you were planning to have a call with them. But on the day you called them and they didn't answer the phone right there. It's called a no show. And that's really another point where people can drop off and your no show rate should be like roughly 20% if your no show rate is higher than 20% then you'll probably not canceling enough. And if you're canceling roughly 20% annual, no show rate is higher than 20% then you are not getting the right traffic coming through. And that could be because of the ads, it could be because of the audience or it could be because you're not disqualifying enough and your value video. Right? And so that happens here at this level and these, this is a good place to look to try and improve the throughput of scheduled ones to survey the strategy session to an actual call. But then that's how you can optimize this in. We look at like the value video and you should have a conversion rate of leads to strategy sessions at a right that is like, and I'm pretty sure I called this video conversion rate and that should be greater than or equal to like, uh, should be roughly 4%. Right? So if a hundred people opt in on the landing page, then we should get roughly four surveys completed. And if we get less than this, then we want to look through here to make sure there's not a lot of dropoff in here or, and if this thing here is good, but this number's too low, then it is because the value video isn't performing, it's its main function. The value video, the message isn't aligning with the market. You'll probably not solving a problem. You're probably, you probably invented your solution without ever talking to a market and you probably don't even know what your niches and you really have no idea what you're doing in your entire business sucks. And you need to start again, right? Any of those things could happen. Uh, or you could just have, you could have done your research, write your niche, might be, might be clear. You've actually solving a problem, you're validated it with the market and you've got a solution, but your messaging might just be off and you need to tweak the messaging, right? Those things could be happening in here. Uh, and if all of these scenarios are true, then we would look in here and we tried to fix this. But also it can be the traffic. Like you could just be targeting the wrong people or the ads might be off. And then we would look at the landing page conversion rate. So if the sales and cash numbers were good, if our call conversion rate was good and cost per strategy session, um, well let's say a call conversion rate was good through here, the dropoffs would good and our value video was converting good, but we're still not making money. Then we're looking at the landing page and then we're going to look at the Ed. So then it might be that your landing page conversion rate, I mean really this should be a greater than or equal to like 15% roughly. That means you get a hundred people to click from Facebook, you should get 15 people to opt in if and then that means that your cost per lead is going to be roughly. Um, I've seen good like cost per leads, it should be less than or equal to a really, you can probably pay up to like $20 was a good high ticket funnel, but the lower the beat it. Right. Um, but if your landing page conversion is at like 5%, then you've got an issue, then we would look at, I would look at the traffic because the traffic's probably bad. And most cases I've seen, it's not so much a case of the landing page and it's more a case of the traffic most like nine times out of 10 the problem is with the traffic, not with the landing page. And so I always look at the traffic. If I trained things on the traffic side by changing the ads and changing the audience. And playing with that and I still can't get a good landing page conversion rate, then I'm probably going to change the landing page, but I'd met, I would pretty much always play with the Facebook ads and stayed off the landing page. And then finally, let's say that we have a 20% conversion rate on our landing page and our cost per lead is just ridiculously high. Well then we know it's because you're just paying too much money for Facebook ads and then we look here and then I would look at the CPC and this is the link CPC link and this should really be less than or equal to like it really should be less than or equal to three bucks. Really. That should be like two bucks, right? And it's a link click cost per click link. If you're paying $7 per link click, then it doesn't matter really what your landing page conversion raters, this cost per lead is going to be high. And then it doesn't really matter what your value video conversion rate is, your cost per strategy session is going to be too high and then it doesn't matter what your strategy session, conversion raters, the cost per acquisition is going to be too high. So all of these different steps inherit everything from the step before. And because it has this inherent structure, we have to start with the end and work backwards and we have to look at all of these numbers and reverse engineer it all the way back. And so when people are asking me, so how we went down this rabbit hole here is that someone was asking me, I've been changing my landing page and it's not converting well, what should I do like this? The I don't you ever given me anywhere near enough information for me to give you a good, a good answer to that question. You know, I could say change the headline. I could say. I could say do some like put a button that's read on there or something, but it would be stupid. Not like the landing page is, it's really only a small little part of an overall system and it's understanding the whole system that matters. It's not understanding the parts and most digital market is only understand the parts and they have no idea about the system. I can tell you that I've met zero people that know how to do this, so it's rare and if you learn how to do it then you'll make a lot of money because it's just math like there is no magic in this thing. Was that helpful? Yeah. Let me know if that was helpful. That's you. Okay, cool. Hopefully someone doesn't ask me that question again cause I left. I don't really, there's a big thing to go through. Okay. All right. [inaudible] what do you hire in house recruiters. Oh my God. These questions are just flying class because I think people are writing, typing stuff. I'll get back to the questions in a second. All right. James says, since I joined your program, I improved a lot on mindset, but sometimes I still feel down by emotion and sometimes stuck in the old time wasting bad habit. How can I do laser focus and keep focused on my business goal? Standard Zone practice. Seriously practice like I've been working on it for like 10 years. Um, if you've only been working on it for four months, then obviously I'm going to be a bit better at it than you, right? Not because I'm more skilled, but just because I've had more practice. So change like psychological change and change in your like ability like mastery and things like I've only mastered this thing because like look at how could I not have mastered it. I've been doing it for a long time and I've spent a fortune on ads. How could I not have mastered it? Like I've seen a lot of time in practice doing it. So you just need to keep going and it will, the skills we'll, we'll like accumulate and your focus and your mental horsepower will, uh, accumulate as well. Simon Lewis is, I notice you use every image, Taylor, for every Ed Angle. When should we start doing this? I guess this would take a lot of time. That's not necessarily true. Like sometimes I find an image that was taken from like two years ago or something and I just use it because it makes sense for a particular ad angle. I don't take every image custom tailored to every ad angle because most of the time we're just finding old images so you don't have to do that at all. You definitely do not have to do that. My says messaging conflict question. Any recommendations on how to manage the potential message and conflicts that people will see when I'm testing new niches, for example, I am testing a new niche and Linkedin, but it's possible other messaging is visible to the public around other niches. That's why you don't work on two niches at once. One thing at a time, what you're doing, you shouldn't be doing. You don't like split tests niches. You work on one niche and it works or it doesn't. It will you like it or you don't. Then you can move on to another one. Don't try and uh, straddle the fence between both of them. Paolo says, how do you go about managing your daily transportation and La, did you choose to live close to the office in places you frequently visit in the city or did you pick another strategy? Yeah, so uh, like when I first moved here, been working out of my house, so like I haven't had to trend like drive anywhere but the new office which we've got, I was a very strategic decision. It had to be close to, we had talented people were and we're talented people wanted to live, it had to be less than like 30 minutes commute and I had to be within like a 30 minute commute. So it was a, it was a huge optimization problem to try and think where is that? And yeah, that's what we did at soul. All of like 20 minutes, all of 10 20 minute drive from the office. And that's fine. Like I just don't want anything more than that. Rufina says personal question. We just moved into a house from an apartment and our cat is peeing on the rugs and beads. I know it has to do with the stress of the move. Is he okay? Everything's problem. If so, have you found the solution? Um, no, we didn't have that problem, but I would just Google it like I'm sure that there will be a wealth of information on Google about that. T bogo says I need help with how to go about doing research and picking a painful problem for a niche. My niche is to help under an overweight people maintain healthy weight. So all right, so your niche is actually like overweight people or underweight people, right. I'll probably start with one. Just pick like overweight people. Then to do research, you just need to find overweight people. That's it. Or if it's underway, people, you need to find underweight people and talk to them and you need to ask them about like the problem, why it's a problem, and then you can think about how you can solve that. Right. Gabrielle says, if you could summarize in one sentence why businesses hire digital agencies to do their online marketing, what would it be? All right, I'll answer that question first. Um, because the business needs customers and they're not getting enough customers and they believe that digital marketing can help them get more customers and they don't know how to do digital marketing and they don't really have the time or the interest to learn digital marketing. So therefore they seek an external source to do digital marketing for the ultimate goal of getting them customers. And that is an agency. Your second question. If you were getting started today offering digital marketing services, how would you position your services so that your company stands out? Honestly, I'd just been so much time practicing and becoming good at it that I would just confidently say to them like, I am the best at this and I can get you way better results. And not just say that, but just confidently know with absolute certainty. And what's funny is that it is easier than you think to get better than all of the agencies. Like the agencies aren't very good. Like it's not very hard. You've got the best training too. You can go through this training and master it and be better than most agencies. Curses. What are your current top three sources for getting customers for consulting.com is your organic youtube content? One of them. It certainly is not. So our top three sources for customers like Facebook, Youtube ads, it's a paid Facebook ads, youtube ads and like refer a friend so people in accelerator who are referring their friends. Those are like the top three [inaudible] four people book, 15 minute calls. A lot of them do not qualify. Should I copy their email address to my active campaign email list for future emails or should I only had 45 minute call, more qualified prospects to my email list. You can add them to your email list if you want, but I like if you want to, you can up to you give an NCE is could you share some insights on how to quickly become the number one in our industry practice? Just practice intensely and like for like practice more than more than everyone else. Honestly, most people worry more about what they look like. So they're out there trying to do a podcast and get photographs and they're trying to go and speak on stages and they're trying to rise an Amazon bestselling book and they're trying to go and get all of these customers and they're trying to do all of the social media shit and they're trying to do so much of this shit to try to look good. And they only have a need to look good because they aren't good. And so it's totally backwards. You don't really need to look good when you are good. And it's, I would say it's probably more efficient use of energy to just become good than to try to like look good. And so I would just focus on tinkering, reading, experimenting, and practicing the craft. Like get really good at the craft and then it doesn't matter about anything else. Like you don't need to go and do all of that shit. Like the people who are talking about it and never the ones who are good at it. Like there's talkers and there's doers. And I wouldn't hire a talker ever and you should become a doer. They're the best and do as a never vary like doers and never very famous like they're, they're actually less famous and less Nolan. Then the the other people, I've become one of them. Those are the people that win. Powerhouses already answered your question, Christi. I'm strong cs as I'm just starting without all of the skills to deliver a sound legions system, at least not quickly. How do you suggest getting a client to pay me for digital marketing services to cover the costs of contractors to help with the work? Yeah, so figure out what the cost of contract does is, right, and in figure out what a, like what you need to charge. They'd say a contractor is going to cost a thousand a month. Then let's say you make your price 2000 a month. Then after paying the contractors, you've got a thousand a month, like something like that could work. Jessica crime season in Wistia, what numbers do you measure to assess the VSL? You don't measure any numbers in Wistia. You don't look at anything in Wistia. You simply look at the difference between the number of leads you got. So the equation is leads and we get leads from our CRM system, like active campaign, like let's say we've got a hundred leads, right? We get that from active campaign or whatever system we're using for that. Then we look at how many people scheduled a strategy session and we should know that because they completed a survey and the survey is another form in active campaign and it's also going to be a tag in active campaign. So how many people filled that form and that given time range and they say it was uh, okay. They said it was fine. Right? So the video conversion rate is going to be 5% yeah, it's got nothing to do with Wistia. Wistia, you don't need, I don't even look at Wistia. I've never looked at Wistia. I just look at the other things. It's the throughput from like this point to this point, like what goes through there. You don't need to get lost in the, in the weeds and the details. Like some people get really obsessive about their engagement metrics on Wistia or they get obsessed about uh, the granular data inside of Facebook or their landing page conversion rate or, man, I've seen some people honestly s decide to make critical changes to their advertising because somebody said something mean in comments. Come on. If someone sees something in the comments that it doesn't mean anything. Like your ad is working when the system is working, not like my thing. My system works very well and I have a ton of people saying all sorts of shit comments and so if, if it works, who cares? Like it's irrelevant. You don't look at that, those details. You look at the main thing, you keep the main thing, the main thing and you ignore everything else Michael Bring has is what goes in the 15 minute call. What's the best questions to ask to qualify it? How do you figure out if they have enough money quickly, sue can book a longer call. So you like, we talk about this in the course, but the 15 minute call is your talking to them and you're basically asking them similar questions that you would in your survey. The purpose of the 15 minute call is to act as the survey mechanism in, because we've gone out to them and we've instead of them coming to us, if they came to us, they would complete a survey and give us that information. If we go to them, they haven't completed a survey, we don't have that information. So the 15 minute call acts as the mechanism to collect that information and instead of using a form field, it uses your voice over the phone and some questions. So you ask questions that are kind of like that and you don't ask outright if they have enough money, but you can roughly gauge and then you do the strategy session. Angie says it's fantastic listening to you two live training. I would love to see more of these. It has helped me a lot today with understanding why people keep dropping out. I have not qualified them at properly. Cool, thanks. Uh, Jessica crises. What do you measure? I already answered. Then Samuel of it says, just take 90 k a month for the first time and now I want to scale my Facebook care. It's strategically maybe double my ads. Been is there a section and consulting accelerated that deals with scaling you? Uh, you suggest our review. I want to turn up the air. It's been now that I have closers making my sales calls so that my job is just to fill his calendar. Yeah. So what you want to do, congrats on getting into that. That's awesome. Um, you want to talk to Rit? MMM. About up level. So I just, I just, I'm tagged writ on your, on your comment, but an APP, if you are making 90 k a month and you want to scale using ads, then I'll play. A fool is definitely for you and not playful. We'd show you exactly how to scale like the ads, the funnel, and to deal with a sales team. Because if you quickly scale your ads, then you're going to need more sales reps. Now you've got to manage a team of sales reps. How do you hire them? How do you manage them? How do you do round Robin of strategy sessions coming through a funnel? Like there's all sorts of things other than just scaling the eds and we teach you how to do all of that and up level. So I would talk to read about APP level and join up level. You can learn more about our level and week seven of accelerator. All right. Quincy's they may clarify my outreach has done online via social platforms. What's the best way to take an offline approach to getting clients using online methods? For example, did you use to map out all of the clients you wanted to reach out to before jumping on the platform? Similarly, the way you map out your Facebook ads before launching them on the platform? Hm. I'm still confused, but like if I was doing direct outreach on Facebook, I would go onto Facebook and I would join groups. I would look at different people, what add them as friends, and then I'd seen the messages and then I would also be replying to different messages. And then I'd also be posting some content. And then looking at the people who will comment on that and I would reply to their comments or send them a direct message. I would be doing a combination of like a hunting which is going out and finding new people to add a new people to message and in farming which is farming and my existing context. I'd be doing a combination of that and like all of that existed on the platform. I don't plan it all out off platform and then come on platform because I don't even know who those people are until I get on the platform. Cow Candice's questionary Pete in consulting accelerator, the King of Matrix is Roi, return on investment, but more and more brands of any kind are looking to measure Roi, return on experience. Are you moving in this direction as well and do think r o he is relevant. Return on experience. What is that like our why is it financial metric? You know you spend money, that's the investment and then you make money or lose money. That is the return on your investment or the loss on your investment. It's a purely financial metric. Return on experience experience that it's not a financial metric so I don't even know what that is. Third trends is I have an online graphic software company similar to Photoshop in Canada with 50,000 users and I'm planning to offer branding and visual marketing training to help users attract their ideal customers. Should I start with providing a done for you or should I start with providing a done with you training and sell it over the phone or starts directly by selling a six week online course and sell by a JT? Yes. So if I was you, I would are definitely join AARP level. So go to week seven and the accelerator program joint, not playful because the your differently at that level and you'll get more help about how to start an online course and up level. In accelerator we talk more about like how to pick your niche, how to get your first client and most of the time it's in a done for you or one on one scenario if we want to. When we're talking about online courses and programs and trainings and when we're talking about hiring a sales team and scaling up eds and automations and systems, that's more up level. So I think you'll get a lot more help in up level. MMM. And I'll tag writ on your own as well. You should talk to read about that. Back to your question, where is it? Trying to find where your question is and I can't find this. Yeah. All right. Found it now. Cool. So I would recommend you join up liberal talk to read about it. And also I would create a program that you could, you've got 50,000 paying or I don't know if they're paying users or just users. If they paying then you could create a course that would be like somewhere in between 502,000 and you could probably sell that automated. If those the customers, if they're not customers, then you'd probably want to create like a higher ticket course in between like 3000 and $6,000. And you'd probably want to sell that with a strategy session over the phone and a VSL funnel or a Jit webinar funnel. Um, yeah, but binge, I'd be interested learn more about that because there's some interesting things you could do. For example, you could offer the course as a way to make money and spend money on ads and as a way to sell people your software, right? So you could use it as a feeding mechanism for your software. Um, and there's all sorts of things you could do cause you've got multiple chess pieces on the board, right? It's not like you've just got one, she's piece there. So like you could sacrifice one piece to, to win with another. Like you can do some interesting combinations with that. Nick Colgate is what virus and malware protection software would you recommend to protect your data? And I use a mac so I don't really have any thing. I don't really have any problems like Max are pretty good like that. All [inaudible] is an APP developer asked me to help him draw and implement a step by step process to refine and seller white label APP. The APP is currently sold for 30 K per client. I have limiting beliefs and struggle to sit the right price for my done with you offer. Would you recommend doing one shot to coaching or having a monthly retainer is an outsource CMO? I'd probably go monthly, monthly like payment because you, it's going to take you some time to figure it out. I'd go with a monthly, Samuel Lavette says already already answered your question. Antonio says for Linkedin direct outreach, I'm using the template you provide. How would you plan the 15 minute call offered? Well I'd ask them, hey, you able to jump on a 15 minute call, uh, to discuss this in more detail. And then I'd get on the 15 minute call and I'd say, hey, so just wanted to ask you a few questions to make sure you're a good fit for, uh, for what we've got here. Like, can you tell me and then you're asking them the different questions? Those are some of the questions that you would ask in the survey or there's some of the questions you would ask in the diagnosis section, diagnosing their current situation and desired situation. It's basically a light, compact little version of diagnosing desired situation and current situation. Not to, uh, not too detailed though that save for the strategy session. Ching Sun that says for my prospect booked 15 minute calls. A lot of them not qualify. Should I copy not qualified prospect email address. I already answered this question, Amanda. Tom Sncs, I'm still having a hard time booking sales calls in my direct messaging. Should I invite them directly to a 15 minute call or invite them to watch my value video, invite them to a 15 minute call. Can you speak about subdomains and saw an outside hosting services in order to keep present website and tech? Yeah, so if you've got a website that currently exists on a domain, let's say it's like, uh, let's say it's like consulting.com right? Then www.consulting.com [inaudible] dedicated to the website. Let's say that websites on wordpress right now, let's say you need to use like click funnels to build landing pages and now you can't use that www.consulting.com domain because that's used for your website and wordpress and whatever, but to use click funnels, you have to use a subdomain. Then so like you could use go.consulting.com and then you could point that go sub domain to the c name of click funnels and then your www say name and your root domain is actually reserved and pointing to your IP or c name for your hosting for your site. Like you can partition it out like they're using subdomains. We teach you how to do that in the training. The android is, is it okay to charge high for digital marketing? Even if you on you like, I mean it's not illegal but I don't know why you would. Generally you want to start low because then you can get more clients and it's more fear because you're not very good at it. And then with when you get bigger and bigger and better, you can increase your price, right? You don't want to like come in and just try to charge a lot of money when you're new and you don't really know what you're doing and why that doesn't really make sense. And two, it's not really fear. It's not really long term thinking. Kate says, I'm extremely confident in my offer. I've tasted it with prospects and have warm responses even before getting through week three of the training, I wanted to go straight to paid traffic. I have a budget and experience with traffic. Do you advise using organic first or if I'm happy to invest the money in paid traffic to get strategy sessions, should I go straight to their Estep? Well, I mean I would recommend getting some clients with organic first. That's why I recommend that in the course because warm responses like people saying, oh, this looks awesome. It's not the same thing as someone buying it and paying you money. Right, and you want to validate that that is happening in exists before doing ads. There's just what I would do. Angela says the information is helpful in personal jobs. This Kyle Candace is, I already answered your question mark who says, I just did my first booking funnel on my website and we'll use it to sell 18 week coaching program, the funnel, here's the landing page value video survey and booking. I am also thinking to make an advertisement page with good copywriting on my website about the program. Do you think I should use only the booking funnel or have both the funnel and and advertising page? What do you recommend? I am just wondering, do you think there are drawbacks of potential customer knows the product already and he was into industry decision. MMM. I think you don't need the product page, right? I didn't have one for a long time and I was fine and I know a lot of people who don't have one and you're fine, you don't need it. If you want to have one that's fine. But then you don't want to state the price on the website because then if people see the price before doing the strategy session, then it might stop them from doing the strategy session. Um, so the call to action on their product page would have to still feed into your funnel and get them to watch the value video and book a strategy session. If that is the case, then it's all right. Mark has a word Cuny sees in your experience as cold calling and effective method for direct outreach niche is digital marketing for solar companies. And how does it compare to direct messaging, organic outreach? It totally depends, right? Obviously cold calling works for lots of people because people still do it. Um, but one you've, it takes a lot of time. You have to call a lot of people. There's a lot of voicemail, there's a lot of like Pete hanging up and there's a lot of waste, but it depends on the industry. Like with solar companies, you can find them and then you can find their phone numbers and they're used to using the phone and you can get a real laser targeted list and just Bam call them. So what I would actually say for solar companies that makes more sense to like call them or email them rather than try to add them online through social platforms. But every different industry is different. Right. Okay. Laura says, I help GPS and Austria and Germany to find again the joy in it, their profession by helping them regained full control of their businesses. The solution is three elements. One, a diagnosis of the operations it based and not to identify where they can most dramatically reduce work, improved patient management, et Cetera, to a training in leadership to enable them to lead the implementation of the change in three defined HD process to anchor the operational improvements and plan. Mostly. Yes. So that sounds cool, but you didn't ask me a question. What do you want to know from me? I mean, it sounds like a good niche. Um, but I don't know what you're asking me. Albert says, for doing done for you, should I use my own ad account or set up and use the client's ad account? So you tell your client to set up a business manager and nene to create an ad account with a net business manager and to create a fan page within their business manager. And then they are supposed to give you access to that ad account. And then from your business manager you can access their ad account and your fan page and you can run ads for them and the client should put their credit card on their ad account that's attached to their business manager, not yours that you have access to this. That's how you structure it, Kala Dolly sees when starting out. How did you grow in maintain your discipline by practice? Like I wasn't disciplined at star, like I was pretty lazy and my expectations were that everything would be pretty easy and fast. And then I quickly learned that things that are quite a lot harder than I thought and that I'm a lot dumber than I thought and that I'm a lot lazier than I thought. And I'm actually, I need to do a lot of improvement. That's what I figured out pretty fast. And then it just, you just start chipping at it, you start working on it and it just takes practice. Like I think when a lot of people start with stuff, they, IX, they're false expectations about how easy it will be, how fast they can achieve it and about their own ability to just to do it. Um, it, it takes practice. Basha [inaudible] I'm in the niche helping moms sit up a coaching business from home. I'm still working full time shift work. If money is not an issue, where would you recommend putting my money towards at this point in time I have completed the course and have ran some strategy sessions. No clients yet. Yeah. So this is interesting because you were saying that you want to help moms up a coaching business from home but your still working full time. That doesn't make sense. Um, I would put, I wouldn't worry about money not being an issue and where to put the money. I would focus on you trying to stop your job and figure out how you can start a business from home. Right? Because that would be the ultimate proof of concept that then you could go out and sell other people. That's what I would do. Keto Wednesdays. I'm extremely confident in my author. I've tasted it already. Answer this. Francis sees what is considered a good number to target using Facebook heads. Any tips using Facebook ads for crowdfunding campaigns? What does a good number to target using Facebook ads? I don't know what that means. I'm assuming that you mean the, the size of the audience. Um, you generally want like, uh, some niches. You're only going to find like 100,000 person audience. I'd be concerned targeting anything less than a hundred thousand people. I'm really looking for like 300,000 to a million person audience. Um, if it gets smaller than a hundred skidding. Yeah. I tell you the sweet spot and the training in week five, I think it is an accelerator. Okay. Leandro overseas as linkedin organic. It's could be organic. It could be paid. It depends if you use linkedin ads or linkedin messages and manual labor, Facebook and Linkedin can be used in a paid way and a organic way. If you're not paying anything then it's organic. Kevin Phillips is, Hey Sam, if I may ask, what's your gross revenue for 2018 and what do you forecast for 2019 um, so I think 2019 gross revenue was like roughly 30 million or around there. And then in 2019 um, what do we expect? I mean we expect to grow but not like will probably only grow to like 40, 40 million or something because growth is and how our main objective, uh, this year and yeah, Francis Mall Rudd evidence is what is your typical Roi for Facebook? It's been, well it changes at scale, right? So what you see with Ed with ads being is like, do you see this in an extreme case? You've got the say here, you have Roi and then let's say here along here you have scale, well actually we'll call this spend. There's a bit of weight as call it and speed engine. And this is positive right now what happens is at a small as being, the Roi is really high and it comes down like this. Like that's kind of how it works. So if you were, for example, if you're doing strategy session funnel with uh, the VSL funnel, if you're doing the strategy sessions, selling a high ticket product with the VSL funnel, and you are only spending like 100 $200 a day on ads, you could be, you could honestly be five, uh, hundred percent to like 1500 is the Roi. All right? So like if you spend a dollar, you could make $15, you spend a grand, you could make 15,000 there it happens, it happens at smaller scales, right? Like it say this occurs at this point and then at this point we're only spending like 100 a day. Okay. But once you get, like once you go over a thousand a day by, let's say that point occurs here. Yeah. This thing quickly comes down to like 500% and then once you get up to like 20 grand a day, 30 grand a day, 50 grand a day, like you're doing amazing. If you can get at, if you can get like uh, no, a 200% and the 200% thing might be kind of confusing because what I, what I mean is if you spend a dollar, you'd make $2. So you've earned back your principle and earned like 100% so you spend a dollar, you make $2. If you can get a total one ROI, like at scale, you're doing exceptional, right? Because think about it, if you've got a, if you've got 15 times Roi, like a hundred grand a day, it would be ridiculous. Like, so it changes. You should expect to get a five to one ROI at small scales or more, but expect it to go down. But the net result is more so, you know, you might think, well, why even bother spending more if the Roi goes down? All the knit is greater. Because if you spend a million on ads and you make $2 million, then you just made $1 million. But at this point, if I spend $100 on ads and I get a 500% Roi, then I've only made $500. Right? So it depends on the entire picture of things. And so that's why they'd answer. It's not like I can't answer it with just a number. If I was, then you'd know I didn't know what I was doing. Okay. And I see people say all the time, like if you're not getting a 15000% Roi on Facebook did you don't know what you're doing. And I'm like, well with that statement, you just really revealed that you don't have any idea what you're doing because nobody who spins decent money on Ed's in their right mind would ever say 15000% Roi. There's just ridiculous Donald. The is right now I'm running my own ecommerce stores and I'm very close to getting a proof of concept. Should I move into group coaching or one on one considering I'm doing done for you and myself, I would get your proof of concept first and then I'd go into doing some done for you and then some one on one. And in Intergroup in that order, uh, Jeren Jackson sees what does it good target profit margin for done for you services. Like after everything, after all costs are incurred, when all is said and done at the end of the year, uh, when your company's small, you can make a 50% profit margin, right? Uh, like you might make 200 grand in sales and incur a hundred grand and costs and you might make 50% margins, but as your company gets bigger, those margins go down. Right now a massive company makes 50% profit margins there. It's obscene. So when you're smaller, it's higher. I remember when I used to make 50% profit margin, um, now my company's tuned to make roughly in between 10 and 20% profit margin. And I could make it like, I think right now we're making roughly 20% margin, but I could tweak it to make a lot more. But there would be, because with profit margin and no one understands this. If the more profit you take today, then the lesson vesting you're making today in things that are going to make money in the future, right? So if you take a really high profit margin today, that means you're not planting seeds for the future. And the money you're making today is coming from work you did in the years before that. So if all of a sudden you stop investing in like in the future, then you'll come to face the future and then you won't have planted any seeds and you'll be fucked. And so you profit is a, is an interesting thing. Some people don't understand how it works. They think the sole purpose of business is to make as much profitable as much profit as humanly possible. Or that's really stupid. It's to make a little bit and then plant seeds for the future. It's about who's going to win over the long term. Like it's not about who's going to make the most profit this year. The person who is celebrating about the highest profit margins is probably the person who's going to not exist in a couple of years. So you've got to learn to balance these things. So I like in my company I like to make in between 10 and 20% margin so that we're actually growing our cash reserves. And I also like to be investing heavily in the future. I could, I could tweak my company to make 50% margins are more, but I'd prefer to be investing in the future. That's how I run it. All right, well we're at the end of our call today. Like I said, we do these every Saturday. We go from 3:00 PM to 5:00 PM eastern time. There's the time in New York. Uh, and let me know if you enjoyed it. Just click that like button if you found this helpful and valuable. And then I'm going to look at my war map to see if we're doing one next week. So yes, we will be doing one next week. So that is Saturday the 9th of March, Saturday, the 9th of March, and there's 3:00 PM to 5:00 PM eastern time. Tom In New York. I put it on your calendar and thanks everyone for attending and have a good weekend and I'll see you on the next one. So.