Consulting.com
Consulting.com
 

Consulting Accelerator Livestream Q&A, April 7th, 2018

Consulting Accelerator Livestream Q&A, April 7th, 2018

Summary

Livestream Q&A call recording for April 7th, 2018. 

Transcript / MP3

00:00
/
00:00
Sam: Hi, I can see a few people jumping on. Just let me know in that questions box if you can see my video and you can hear me speaking. I just want to make sure the audio and stuff's working. Hey, [Shenai 00:00:51], hey Kristi, hey Edie, thanks for that. It's awesome to see you got those results. Andrew, how's it going? Arthur, Kristi, [inaudible 00:01:01]. All right, looks like audio's working. Look's like video is working. Awesome. Well, let's jump right into it. I think what people get the most value out of on these things is just Q&A, like I'll just answer your questions. So if you've got a question, write it in that questions box and then I'll start going through them. Also, try to make your question like self explanatory so that I don't read your question and then have to ask you another question. Try and make it so that I can answer it properly from the question. Hey, [JWord 00:01:43], [inaudible 00:01:44]. Awesome. All right, first question from Shenelle, I help people achieve their potential in exams through a proven coaching program focused on mindset, study skills and personal development. I've done over 1500 outreaches with different iterations free for one student, daily social media posts and only three strategy sessions so far and no sales in the last 2.5 months. Market research shows that students do have a deep problem but they just get on with it, what should I do Sam? Well, I mean you've done quite a lot of stuff so it's not effort that's the problem. Also, there's been enough time accrued. I'm reluctant to say it's effort or time. I would say something is not right here with the like genetic makeup of the business. So like either the message isn't resonating with them or the offer is not actually what they want. I mean I would just go back to the very basics that we teach in week one and really analyze the core principles that your business is built on and founded on and just make sure that you validate and verify that everyone of those things is actually true. Because quite often this happens with businesses that people think the market wants but they might not want it and typically there's been one assumption somewhere in that chain that has been assumed instead of actually like verified but you've only had three strategy session so in saying that you need to really do 40 strategy sessions so that you know what's going on. Because you've only done three, I mean I could three strategy sessions and all three of them could be not, there's a high probability of that. So I mean really you need to diagnose why you haven't gotten the strategy sessions. It seems like you're just not connecting with the audience. Whoever your audience is, you're just not connecting with them because I mean in three months, you should be able to get more than one conversation a month. Like you should be able to get at least one to two conversations a day. That's really where I'd analyze actually. I'd change my advice. Forget about what I said about going back and analyzing the foundations of the business. First of all, try and analyze why you're not getting enough calls. Like the things you're doing aren't working. All right, Kendall Copeland has [inaudible 00:04:56]. Casey, Sandra, Kristi, here's a question from Kristi. I'd like to know more about how you structure paying yourself. You mentioned getting loans from your company and lowering your taxable income. How does that work? Yeah, the principle is to pay yourself as little as humanly possible. First of all, that's what you're trying to do. If I could pay myself zero, that would be awesome but I still have some living costs, you know? Right now, I actually have to take a salary because it's like the terms of my visa, but if I didn't have to, then I wouldn't. For you, I would suggest figuring out how much you need to pay ... Well if you work from home first of all, you should be able to deduct up to 50% of your rent as a business expense. I would put all of your rent and everything on your business and then at the end of the year, get your accountant to figure out how much you owe the business. Then I would figure out how much money you actually need to pay yourself to do other things in life. Then just pay yourself a salary that's just enough for that. That way it's all good, the money stays in the business. That decreases your taxable income. This is where it can get kinda tricky, only if your company is registered as a corporation. If you have an S corp or a C corp, then cool it'll work. If you have an LLC, you can get your accountant to elect to tax the LLC as a corporation which is just an election that they make and it's still an LLC and in that case the company, it acts as it's own entity but a single member LLC, it just acts as a nothing really. A single member LLC isn't really a company, it's just more of just a nothing, it's just you. If you made a million dollars in revenue with a single member LLC and then your expenses were half a million, then you'd be left with a half a million dollars with profit. Even if you wanted to leave that half a million in the LLC and only pay corporate taxes on it, you can't do that. You have to pay full income tax on all of that money. If it's a corporation then you can leave it in there, only pay the corporate tax on that and then you don't have to pay any personal because the money stops with the corporation. It's like having two entities but if you have a single member LLC, it's just really one entity, it's just you. I hope that makes sense. The goal is to take as little as humanly possible, leave the money in the corporation, pay the corporate tax and then if you need to do any one off big expenses, finance them because every time you move money from your company's account into your name, that crosses that tax barrier. Whenever that money crosses that tax barrier, there goes a lot of money. Finance it and then you can just sell it back when you no longer need it. Then just pay back the debt. It's best to try and decrease personal spending as much as possible. I mean I really don't live on that much money at all. People might be surprised because all of the money's just spent on the company. I mean I used to spend a lot of money but that's when I was stupid and I when I used to make money, I'd rather spend it on clothes, alcohol, cars, boats, things like that. I got zero ROI on that and it's funny, not only did I waste a bunch of money but then when I had these things to use them even cost me more money because if I go out on a boat or if I drive around in a car then I'm not working. To even get any value from the thing that I just wasted a bunch of money on, I've gotta give it my time which is my most valuable thing. So really you lose so many times, it's not even funny. [inaudible 00:09:23]. All right, Edie says my mentor thinks I should build a real business and stop helping others build their businesses. Is this all nonsense? Do I need to just stick to the plan and earn enough to invest other businesses later on? Also is customized video outreach the quickest way to get [inaudible 00:09:44] clients or can I just a text based outreach with similar results? So first of all, your mentor said something like "Oh, you should build a real business and this isn't a real business." But what does that even mean? That doesn't mean anything. He didn't give you an actual analysis with facts and reasoning. He just gave you a sentence which really doesn't even mean anything cause real, it is a real business. It exists. So if existing is defined as real, then I mean, he's wrong. His sentence is invalid, his argument is completely invalid and his thinking is invalid. It sounds to me like he just has a personal opinion about what a real business is and this isn't that but that's only his opinion. I'd forget about it because I've taught a lot of people how to do this and they've probably got more of a real business than he does. Like Andrew [Argue 00:10:56], his business, I mean it's making more than a million a month now. He started doing this, so I'd just forget about it. Just focus on helping other people. That's really what a business is. If you look at the most valuable business in the world right now, it's Amazon. Well Amazon is only worth that much money because it helps so many people. How many people every day order something on Amazon and they love it because it comes immediately, it's cheap, the shipping is free and it's reliable, it never fails and if they do, the support's awesome. It's so much better than having to go out and go to a shop. Amazon really helps more than people than any other business in the world and that's why they're the most successful business in the world. His argument sucks. Stop helping others build their businesses so that you can build your own? That's a bad argument. All a business is is helping other people. I'd forget about it. Then the customized video outreach, what I've noticed is I've been interviewing quite a lot of students. I've been doing like one a day and one common theme between them all is that first of all they all do a lot of direct outreach via email, via Linked In, via Facebook. They don't just stick to email. This is one thing that I've noticed and I'm probably gonna update this in the next release of the training but they use a combination of Linked In, email, and Facebook. On Facebook what they do is they clean up their profile. This should be now mandatory for all accelerated members because I've seen enough proof of it now. Clean up your personal Facebook profile, post on it like once every two days or even daily, post on it and if you have clients, share their success stories and things. If you have insights or thoughts about your niche, post about it and then also post like some stories about your own personal life and things about your family and what you're doing too. You want to have on your personal Facebook profile a mixture of your personal life stuff to show that you're a real person. Also you want to share your opinions and views about the market so that you can show that you're an expert and you're actually thinking about it. The third one is customer stories, interactions, things like that. Clean up the profile, get that stuff on it. Then join Facebook groups where your target market is. I'll give you an example, Juliette [Tangen 00:13:49] who I interviewed the other day, you can search for her in the Facebook group and you'll be able to find her interview. She helps accountants get clients. She would search for accountants and she'd find Facebook groups that have accountants in them. She'd join those groups and then she would just kind of go through the members list and if anyone looked like an accountant, she'd just add them as a friend. She wasn't so much vocal in the Facebook group or anything like that. What she did was actually quite undercover because quite often if you join a Facebook group and you just start pounding it and posting all this crap, you can get kicked out, you get banned and then you've lost your chance. So what she did instead was just kind of observe, stay quiet and then just add people as friends. When she did that, quite often when you add someone as a friend, they're gonna look at your feed. When they looked at her feed, they saw that she helps accountants and since they were accountants, she was like "Oh, this is one of my people." Then they would accept her friend request. Then from there, she would send them a message. She was doing that every day. I think I remember she told me she would add 40 new accountants every single day and from that 20 of them would accept and she would message all 20 every single day. From there, I think maybe she got three to five strategy sessions and that might turn into one client or something, right? If anyone isn't doing that, do it. That is a good tactic. Another one is Chris Wills. So you can search his interview and his last name's spelt W-I-L-L-S. You can find that interview. He did what Juliette was doing on Linked In. He helps financial advisors I'm pretty sure. He would search for them but his ninja trick was he would use different key words. There's like 30 different ways to say that you're the owner of a business. There's the president, there's the principle, there's the, I don't know, the owner, the CEO, the whatever. There's so many ways to say that. There's also lots of different ways to phrase like a financial advising business. He found all the different ways to phrase the financial advisory and all the different ways to phrase that they were the owner of it. He would search for every combination of those things on Linked In. He would find them all, look at them, see if he thought they were a good fit and then he would add them. He would connect with them. Once they connected, he would send them a message. All the people that do well, they have these things in common. Make sure your Linked In profile says exactly what you do and who you help. Clean it up, make it good. Make sure your personal Facebook profile's cleaned, has content on it and every single day, build that network. Every single day, you should be adding at least 20-40 people. Then on top of that, you should be sending some emails as well. You do all three of those things, there's no way you can lose. All right, so Luke [Schumaker 00:17:21] says my niche's biggest problems are mindset, organization and prospecting, how would you go about structuring the service delivery? I can't exactly do a done for you solution for that type of coaching program tips/training, what would you approach? So really what you want to do is first of all just focus on solving their one biggest problem which is probably the prospecting one, right? The thing is when you see me sell accelerated, I don't say it's just a mindset thing because the main thing most people want is they just want to start their own consulting business and get one client. That's what I talk about and that's my main offer. We address that but then I also address these other things like mindset, financial, all of that stuff. I would focus on the one most pressing thing for your niche. I'd find out what that is and offer a done for you service of that first. Get your first few clients in the door and then we all ... Like I used to experiment with mindset and organization and stuff because when I was consulting my clients in a done for you setting, I'd often be doing the ads for them and everything but then I couldn't help but notice different things they did in the business. They might be disorganized, they might be ordering the wrong inventory, too much inventory or they might just be running it really inefficiently, answering the phones incorrectly, using outdated technology. I would notice all of these things and then I'd just tell them about it. Sometimes with the mindset stuff, I'd ask them questions and see how they thought and give them tips to how to think differently and things like that. It's a great testing ground to see how you're gonna make a program later on. I've never seen someone make a good program without getting their first steps in done for you. Never, ever, ever. Every time I've seen someone come in and make a program without doing done for you, it sucks. So Cody says hey, Sam, if you can, can you see my post in the Facebook post and review it and tell me what I did wrong? I can't do it, I'm in the middle of this live stream thing. Your questions just have to be asked in this live stream thing. All good Kristi. Thanks Zoey. All right, here's a question from James [Arland 00:20:17]. How do you get enough calls in a niche like fitness where you can't just build as easily as if you were working with businesses? I personally think I have a good offer and message. It seems like I'm playing a game of chance right now about stumbling upon people that fit my ideal [inaudible 00:20:32]. Yeah, so you've got to use like the new modern way of list building, right? The old way was go to Google or the yellow pages and just look at all of the businesses and put them in an Excel spreadsheet but that's the old way. The new way really is find Facebook groups where there's communities around these different interest groups and I can guarantee you there's a lot of them about fitness. Join those groups, see what conversations are going on and then start adding people as friends. Then you can build up that way. Then start posting some content about what you know there and then from there you can, the people who engage with your content or the people who accept your friend requests, you can just send a message to them via Facebook and then from there you can go to the call. That's like the more modern way to do it because yeah, you just can't Google like people who ... Because Google is a place for companies with websites. It's not a place for people with problems. To find people with problems you've gotta more go to the communities, the groups. This is working really well across the board for all types of clients. The modern way of doing list building and direct outreach is through the social networks and the groups. If you guys are watching this and you haven't started doing that yet, do it now. Start it today. Hey, Dan, Michelle. All right, Michelle says so travel etc, ensure that business is attached to it. I mean sometimes there's travel when there isn't any business attached to it, right? That's fine. That's just the way it is, right? But most of my travel was honestly to do with business stuff like I typically don't do much travel or much stuff that isn't business. There's the odd thing here or there but if you can, bundle together some business with the travel, do that because yeah, you can expense it. A good book people should read is accounting in 100 pages or less. I think that's actually called Accounting Made Simple. That's the name of the book. Read it. If you don't understand the basics of accounting and finance, it's like trying to play basketball without knowing how the scoring system works. Even if you're like Lebron James or something, if you don't know how the scoring system works, you're gonna mess it up. You gotta learn that. You don't need to be a master at it, just need to know the basics of it. I recommend that. Also, check out in week six, there's a training called cash flow and finance mastery or something. I underestimated that video. That video is like one of people's most favorite videos, up there with the mindset one and so many people have written in and said like how much that video changed everything for them. If you haven't checked out that video, go watch it, go watch it three times. It tells you how to clean up your financials and all of that stuff. So [inaudible 00:24:19] says do you always read at the same time every day and how to keep track to read one book a week with all you do? No I don't always read at the same time every day. I typically read on the weekends or at night time or sometimes during a lunch break or if I just get too damn tired and I can't really work properly, I'll just lie down and read. That's kind of when it happens. Also, how do you keep track and read one book a week? When you get good at reading and you've done a lot, you can read really quickly. What you realize pretty fast is that all the pages aren't equal. The 80/20 principle applies to books in a big way and some books I'll read every damn word like twice because it's so good. For example, Principles by Ray Dalio. That thing I read twice and I didn't miss a single word because it was just solid of exactly what I was looking for. But there's some books which I'll pick up and I'll read through them and I'll get to a section and it's just a bit fluffy, it doesn't really have anything I'm looking for, so I'll just go flick, flick, flick and then I can skim through it pretty quickly. I think where a lot of people get held up is that they're trying to like read every single word even if the content sucks and they're not enjoying it and they're not getting anything from it. You don't that. You skip past those pieces and what I also do is I circle things and underline things with a pen. I'll never read a book without a pen because one of the things you've got when you're moving fast through a book is you have the fear that you might not remember it. When you read through something fast, you want to circle stuff. Then what I like to do is at the end of it, come back and look at all of those key points and just make sure I learn those things. I kind of skim read it really fast the way through and then find the key nuggets and the key 80/20 things in there. Then at the end, just make sure I learn the 80/20 things. That's how I do it. When you do that, you'll read a lot faster. Thanks Thomas and Laurie. Edward, Edward Sam, what are your thoughts on the recent Facebook data breech and the loss of some users on the platform? Nothing. I mean it's not even bad. Like it's just blowing up to be this big story because most people don't like or most people that are in the news anyway don't like Donald Trump and because these methods we use to get him into presidency, I mean people are all up in arms about it, but this is what the platforms for. It's for advertising. They give you all these features so you can personalize the ads to people. I mean no one did anything wrong really. I mean the company they used, Cambridge Analytica, they had done some shady stuff in the stuff but the basis of it was that Donald Trump hired a really smart agency to run some really smart ads that worked and people didn't like that. Nothing, it's just the normal, it's normal. People who don't know much, they're all up in arms about nothing. But the people who do know quite a lot are just like nothing really happened here. Plus our ads have actually gotten better recently. If that whole news story came out and our ads all of a sudden stopped working, then okay, it might be different but we haven't noticed any drop in our ads performance and in fact we've actually seen them get better. The fact that they've gotten better, I think is totally unrelated to the event of Cambridge Analytica, those two things aren't interrelating but we haven't seen anything to worry. Arthur says how focused are on you on speed and sense of urgency? I know you stick to a strict daily schedule but do you find yourself having to rush yourself to follow that schedule? Yes but some things are out of your control. Like a schedule is what you want to do. It's your ideal day but when you go ... Quite often what happens in reality doesn't match your ideal. For example, you might dig into a task which you forecast is gonna take 30 minutes and it ends up taking four hours. That's just the way it is and there's nothing you can really do about that but most people, that's not where most people trip up. Most people stick right to schedule and then they don't stick to it and then they get pissed off because they didn't do their stuff on their schedule. If you're at fault and you were doing other things and you were distracted and you didn't follow your own plan, then that's your fault. You need to fix that and if you don't fix that, well you can't even control yourself. If you can't control yourself, you can't control the results you're gonna get, you can't control your life, you can't control your future. That's on you and you gotta fix it. If something you thought was gonna take 30 and it took you three hours, and you're being honest with yourself, then nothing you can do, it's just the way it goes. You just gotta look at things really objectively. Like was this, just look at what happened and be like "Am I lying to myself and was I procrastinated and that's why it took three hours or did it really take that and I was focused on it." So [inaudible 00:30:56] says question, I've researched the niche of [inaudible 00:30:59] recruitment for about four months and I found quite a few problems with it and there's so much distortion in it. I've tried to craft an NVO and go out to offer it to [inaudible 00:31:09] but I don't get a lot of interest. I've tried a couple of different messages and haven't been able to get many strategy sessions. At what stage can one decide the niche isn't worth chasing? Well, I mean we can find this by numbers really. You've given me lots of vague things in here. You've tried a couple of different messages but you did give me a specific thing for months, four months. It's just all down to how many people have you made an offer to. How many people have you had on the phone for a proper 30 minutes to an hour, gone through the strategy session process and then actually made an offer to them and heard their feedback. So answer that and I'll get back to your question because I need to know that before I can really diagnose it. Cameron Ross says having trouble getting ads approved. I have changed a lot of the wording that is prohibited for the health and wellness industry and still some of them are not getting approved, any suggestions? How can we tell if the people who are scheduled ... Okay, there's two questions in here. The easiest thing to do is just find out why. Like find out why your ads aren't getting approved. You might need to see the terms on Facebook's thing which you have to read. It's painful but sometimes you gotta read them to understand what the rules are. Also, you can look at other fitness brands who are doing kind of what you do. Find their ads and see how they're wording their ads. There's gonna be tons of people who are getting around these laws or rules. See what they're doing and learn from them. Also, read the rules and understand it more thoroughly yourself and also you can just email Facebook support or you can appeal the ad. Like you can appeal it and then you can get into a chat with them and you can ask them "Hey, why is this thing getting disapproved?" Another thing I'll tell you and I've seen this recently with someone whose in uplevel consulting, whose in the health and fitness niche. He had some ads and they were getting disapproved but then when I dug into it, his landing page wasn't right. Like his landing page was making a claim that definitely wasn't legit with Facebook's terms. Even though his ads were legit, the landing page wasn't and then his landing page didn't have the terms and the privacy policy. It didn't have that at the bottom. What you've got to understand is when Facebook looks at your ads to see whether they're going to approve you or not, they're not just looking at your ads, they're looking at your landing page and the privacy policy and all of that stuff. If anything's out there too, you'll get disapproved. So look at both. Hey, Leslie, hey Bruce. I'm just gonna turn this air conditioner off because it keeps turning on and off and it's probably making some noise in the microphone. All right. Joshua, hey Sam did you ever have problems with family members telling you a business wouldn't work and making you feel disheartened? If so, how did you deal with it? Yes I did. Everyone does. Who cares? I mean unless your parents are like Warren Buffett and Jeff Bezos and business masters, then they're opinion doesn't matter. Like my parents, my dad was a builder and my mom is a special needs teacher. They didn't earn very big incomes and they never started a business and no one knew had ever started a business. They'd never even read a book on business. When they told me "Oh, I don't know if this business idea is good." I mean it kind of hurt emotionally but rationally when I thought about it, I was like "What do they know? They don't really know." It's on one hand it feels not that good but on the other hand, it totally makes sense. They don't know what they're talking about unless they do. I mean hey, if you're parents are worth like tens, hundreds of millions. Okay, maybe listen to their advice but if they're not in business and they're not masters at it, who cares? In business, you gotta understand how many are gonna doubt you in business. Like everybody, even yourself. The parents one is fine. I mean I've had like thousands of people attack me. I've probably had hundreds of people attack me every day on the ads and everything and then I've had journalists attack me, like full blown journalists doing investigations and things. I mean at the end of the day you've gotta stop worrying about other people's opinions and just look at what the facts are, like if at the end of the day I know I'm fine, if I'm helping my customers actually get good results and they're satisfied and we're not breaking any laws, and so if I'm doing that, we're all good. That's all I need to look at. I don't care about anybody's opinions. I only care about the customers and their results and their satisfaction and then obviously we can't break any actual laws. If we're doing that, I don't care. Actually one thing I learned to do is I can really use it as fuel. When someone doubts me I kinda like it. So I think this is one thing really good hungry businessmen and good hungry like athletes and all winners have is they kinda want people to be against them. They kinda want a challenge. So when someone doubts I can do something, I just want to do it more just so I can win and then just show them. Learn how to take that energy from them and use it, like use it to feed you. I love it. [Terran 00:38:38] says how does the integration of wordpress with click funnels work when we follow the steps to create click funnels in our clients? What's the design from wordpress, then we reach to the contract to make website, what exactly happens during this process? I don't understand how the integration process works and before I do it for my clients, I just wanted to know a little bit about it. So we never integrate click funnels with wordpress. I mean we build our website, we can use wordpress for our website, I recommend using click funnels and I give you a template to use for your website using click funnels. I recommend you do that and then when you go to help your clients, they might have a wordpress website and if you're gonna sell them a new one or you'll use wordpress. If they're open to their website being on click funnels, you can use click funnels. At no stage do we really integrate wordpress and click funnels. I mean yeah. It doesn't happen. [inaudible 00:39:40] says what does it mean to clean your personal profile? Would you say that your own videos on your profile is too much? So I mean like clean it in case you've got some ramblings on there of a crazy person. Some people post like videos of them with their friends like drunk and doing stupid stuff and then some people just ramble about political crap, right? They ramble about their opinions about these events that are going on and things. I mean there's nothing really wrong about that but it's just business people hate that crap because it's just like petty little arguments about nothing. I mean people getting upset about nothing. It really goes against what you're trying to do. You're really just trying to show this person that you're a normal person and you're really focused on helping people in this niche and you could be a good fit for them. If you've got all these ramblings and political things all over your page, clean it up because I can tell you it's a huge put off. I mean there's really a few put offs. I've analyzed them because I look at people who write like whenever our ad or a post triggers somebody, I always love like looking into them and analyzing them and seeing what's going on, how come this person has this problem. The give aways are always rambling about political crap. Those people are nutty. The other one is having just a dog in the profile picture. That's another clear give way the person isn't quite right. Make sure you got you in your profile pic. Make sure there's pictures of you. Also, people who don't share any pictures of themselves ever, red flag, those people are nutty. Like have some pictures of you. People have to see who they're dealing with. No political ramblings are anything like that. That's what I mean by clean it up. So Bruce says is there an affiliate program for consulting accelerator coming or are we only to recommend three people? So Bruce we removed the limit. At first you could only invite three people but we changed that, now you can invite as many people as you want. There's no limit, you can invite as many people as you want in there and people are. I mean we've got one guy whose like for the last month or something, he's been referring on average one person a day. He's been making like 500 bucks a day on top of his consulting business which is already doing six figures. I highly recommend if you guys haven't been inviting people, do it. I mean it really works. We've looked at the conversion rate and his conversion rate of people who he invites to people who buys is 40%, it's ridiculous. With our funnel, when we run ads, it's two percent. So the referrals work way better than my own funnel. So definitely do it. We're gonna be sharing soon methods which, we're gonna be sharing the best practices and the case studies of people who are using refer a friend the best. So we put this thing out there and we wanted to see what members did with it and how it worked and we've done that now. We know what's working. We're gonna show in a week or two, we'll show you what they're doing so that you can do that too. But I'll give you a hint, I mean it's mostly writing a really good review so like creating one long [inaudible 00:43:40] page where you personally review the program and detailed, put photos in it, videos in it too and you can put that as a link on your website and then if it gets found in Google or whatever, I mean that's people will quite often get people that way. Another one is like if you create like an unboxing video or a review video on Facebook, I mean on You Tube. Then people can reach out to that way too. All of you got the boxes. I mean you can make a really high quality long detailed review of the program and an unboxing of it, put it on You Tube, people will find it and they find it and they see that you can help get them in. They'll message you. I mean and that could start giving you like 500 bucks a day. It's making you money and all you have to do is make on video. So those are a few ways to do it. We're gonna share more of them soon. So [inaudible 00:44:45] says if you have broken out of routine and going to be up at two or three am and waking up late but still do the same number of hours of work, does it matter? Also, is the best way to wake up early and change your routines and do it overnight or gradually? So it only matters when you've set the intention to not to do it and then you break your intention and you're out of control. You're not following what you want to do. If you want to be waking up at a decent time and going to bed at a decent time which is what I recommend, then stick to it and you don't need to be gradual, you just do it immediately. Just do it. If you don't do it, then you haven't put enough control over yourself. You don't have enough discipline. You just need to do it, it's not very hard to do. Like when it comes to like nine pm, I just have to close my laptop. It doesn't matter if I finished what I'm doing, just close the damn thing, then go have a shower. I like to have a ... What's it called? A chamomile tea. So those teas, they help me like relax and unwind, then I'll go to bed like 10 - 10:30. It's discipline. Sometimes you might be watching a movie and you're in the middle of it and it's really good, so what do you do? Just close the computer, watch it tomorrow. Like I was watching a movie with my wife last night and got to 10:30, we were halfway through, it was a good movie. Just closed the laptop, we'll watch the rest of it tonight. You have to be disciplined. You have to stick to it. I found a really good way to do it is to track it. So like generally if something isn't tracked, then it's bound to be unruly. So like people who don't check their bank accounts and they're afraid to check their bank accounts, they're finances are a complete mess. Or people who like afraid, they've got so many bills, they don't check the mail, they don't check their bank account, they ignore and deny it. I mean that's when things get horrific. That's how a ship sinks. You gotta just look at the facts, look at the data and track it. What I like to do is I measure, what time did I go to sleep, what time did I wake up every day and I log it in a spreadsheet because once you get like three days, you really want to keep going because you feel better the more it builds up. Once you've got like 10 days under your built, then you're like "Oh man, if I mess up this one day, it's gonna take me 10 days to get back to where I am now." That's gonna be painful. Turn it into a little game, see how many days you can go, just stick to it. Record those numbers, be disciplined. Lock says groups are a big way to generate strategy sessions, what have you observed is the best way to find quality groups where ideal clients live? It's just searching man. Like searching on Facebook, like it really is quite simple. I asked, I drilled into Juliette on this. I was like "What are you searching for?" She literally just said "Accountants and accounting and then Facebook's algorithms come up with all of this stuff." Also when you join a group, you can ask "Hey, like ..." You might find someone and you become friends with them, ask them "Hey what are some other good groups to do with accounting or something?" Also Facebook will start suggesting you other groups that are like that group when you join it. Also, all right, here's a good one, this will work. Join the groups, then find out the people who are like most active and who are like the influencers within that group, all right? When you identify those people, look at their profiles and see what groups they're in because they're gonna be in the other groups too. Now you've found all the groups. Join them, observe. Marietta says are there Linked In groups like Facebook groups? Yes, but I don't think they're very good. I haven't heard of anyone using Linked In groups for a long time. Linked In's good for finding people, messaging them and that but that's really it. Then Facebook's really good with groups. The real like two powers of Facebook organically is your personal profile and Facebook groups. Groups are dangerous and your personal Facebook profile is dangerous because you get so much engagement groups and members are so active and there's a lot of activity in groups. On your personal Facebook profile because you have to send someone a friend request, they have to accept, there's a lot of good engagement there too. It's very personal. As soon as we come out to fan pages and fans and likes, now it gets all messy. Your fan page, posting stuff on there, we do it because you should have a bit of activity there so if someone looks there it's not a ghost town. Also, we do it because we need to run Facebook ads but just posting organic stuff on your fan page, that's not a strategy to get anything really. It doesn't have much effectiveness at all. The real [inaudible 00:50:47] powers of Facebook is the groups and the personal profile. If you're not using them, that's a huge weapon that you don't have in your belt. Rod [inaudible 00:51:03] says how do you get around with having to know people's emails in order to add them on Linked In? That's a good question. I think that only starts happening when you start adding like tons of people. You need to really find where that limit is when it comes to adding people. I remember Juliette said she found the most she could add in one day was about 40. If you try to add more than that, Facebook will block your account. You know what? 40 is more than enough, but what most people do is most people, they're so irrational that they think they just want to work for one day and make one miracle effort and add like a billion people in one day instead of just consistently adding 40 people every single day. That doesn't even work. You gotta understand that business and life, it's more of a marathon than a sprint. The person that moves just a little bit each day is gonna beat the person who tries to run a mile in like one day. Just focus on doing as much as you can do every single day consistently. It just builds up and it accumulates. Michelle says if you don't have the email just move on. Thomas says who would you email if you were helping love themselves first? Stop attracting toxic people and be happy, i.e. codependency. I don't really understand the question but I think you're asking how do I find these people? I would find, I mean what have we got here. If you are helping people love themselves first, i.e. stop attracting toxic people. So really what you're talking about it one specific symptom of a bigger, more generic issue. People who do that, typically they're people who are gonna be in like the self help and self improvement industry or they're gonna be having facing issues and typically when people are facing issues and they want to improve, they're in that industry. So really you're looking for people who want to do better in life and everything and then you can talk specifically about stories and examples of the attracting toxic people because they don't love themselves first. Don't pigeonhole yourself too far just on that one little thing because that one little thing is just one symptom of a wider issue and to solve that symptom, you need to solve the wider issue. Just sticking to that one symptoms, it's like your selling band aids for broken legs and advertising band aids for broken legs. I mean you need to go to the root cause of that thing. [Sezara 00:54:42] says I have found my niche on overworked and exhausted working mothers seeking to leave their nine to five rat race. I am looking to help them find leads for an online business that can result from getting out of the rate race as well as acquiring time and freedom. Because I am unemployed, I don't have capital to begin my consulting business, so with no money for paid ads and no email list for my organic free ads or broadcasts, can I start consulting with no money to put in it? I'm struggling with this, your advice means a lot. The problem with this one is that you're offering to advise them on doing something that you don't know how to do. Like and I don't mean that is in like if you're helping someone get clients with ads or something. That's quite easy to learn but to try and help people quit a job and start their own business from scratch and make it a success when you haven't done that yourself in any way, shape or form, it's unlikely to work. It's obvious why because if you knew how to do it, you would have done it. That's the fact. The fact that you haven't done it proves that you don't know how to do it, therefore you can't teach others how to do it. People will pick that up even subconsciously immediately. Even if their mind can't rationalize that and see it, somewhere in their subconscious will just say this looks sketchy, get away. That's what will happen. My advice for you is focus on a way easier to solve problem than this. The thing you're trying to tackle here is very hard unless you've done it yourself or you've helped other people do it. I would start by just helping, for example, you said helping mothers seeking to leave their nine to five jobs. I would find mothers who have small businesses but also are still working their nine to five jobs and I'd try to help them get more clients and then by just you mastering helping them get more clients, from that, they're gonna be able to leave their jobs eventually. Once they start leaving their jobs, now you've really mastered this one thing. It's very very difficult to teach somebody how to start a business from scratch when they don't have any experience or knowledge. I know this because it took me years to be able to do it. I first focused on helping existing businesses more customers and grow. All right? That's where you start first. It's way easier. Then once you've mastered that, a new pinnacle to try and climb is to try and teach people from scratch but my God, that thing is a tough thing to do. You have to have a very good story to convince people that you can do it and you have to have done it yourself or something. Typically when you're starting out, avoid the whole get started from scratch thing. Help people that are already in business get better and then as you get better, you can start attacking that other problem. I'll give you an example, Andrew [Aruge 00:58:21] who is the best student we've got so far. He came to me when he was a generalist agency. So he was doing done for you for like 17 different clients, spread thin, burnt out, couldn't scale, a generalist, didn't have a niche, that was his business. I told him to focus on accountants and I told him to get out of done for you and create a program because and showing accountants how to grow, then showing them how to master their sales skills, the pricing, and the lead generation, funnels, ads, things like that because he was already doing it for them. He created this program, he focused on accountants and he focused just helping existing accountants grow for like probably two years and he grew his business up to the point where it was at like three or four hundred grand a month just helping existing accountants. Then only when he got to that point of like three to four hundred grand a month did he start attacking the market of become an accountant from scratch. That was a huge obstacle for him to achieve. You're attacking something, this is an awesome vision for you to have. I'm not saying give up on this vision. You'll be able to achieve this. It just has to be done in bite size chunks. You can't just attack the whole thing all at once. Chunk it, make your first goal to help mothers who have businesses but have jobs get more clients, therefore quit their job. Do that enough, then move over, help the people start it from scratch. Awesome thing to do and you'll be able to do it. Just do it one step at a time. Jose says how can I nail down a niche for small business owners? Week one, that's what the call shows you how to do. My problem is I've offered done for you, oh, this is Luke [Schumaker 01:00:30]. My problem is I've offered done for you solutions for Facebook ads etc. The clients I've taken seem to lack the organization and mindset to work these leads as hard as they should in order to convert them effectively. I understand what you're saying, should I keep pressing on with the done for you Facebook funnels, give them tips along the way? So are you saying that you've offered them or have you actively got clients? Like have you actively got clients where you're doing done for you Facebook ads with or what's going on there? Derek says when contacts you add from Facebook ads don't seem to want your offer but are still engaging you for advice etc, shouldn't you just keep offering value until they come around? Yeah, but this one's a tricky one. First of all, most people aren't going to buy from you but they come around later, like my email list's almost a million people, right? Almost a million people have opted in for out stuff and we only have like 12,000 customers. There's a lot of people on there who haven't purchased but we look at the stats sometimes and people will kinda sit on the list for like three or four years before they come around and buy. Yes, you want to post content and send some emails like to keep stirring the pot with people who are somewhat interested but haven't purchased. You do want to do that because they will change their minds over time. But it can never be your focus. Your focus has always got to be on the people who want to work with you right now and are willing to work with you right now and pay you right now. That's your number one focus because first of all those people are the only people you can help because the other people don't want your help right now. Why put all of your effort into those people? It makes no sense, zero. So put like 90% of your effort into the people who become your clients and then put like 10% of your effort into creating some content and stirring the pot with the people who haven't signed up. All right, let's have a drink. So [inaudible 01:03:21] says from the results you have seen so far in accelerator, have students who have targeted businesses performed better than students who have targeted individual customers? Nope, it's like this is not ... That question shows me more that this is a hang up for you rather than an actual issue. I mean I've seen both. I've seen people target businesses and crush it, people target individuals, crush it. That's not like one of the things that's gonna get you or make you or break you at all. The only thing that makes or breaks someone, like the thing that people want to know about like why does some people do so well and make millions of dollars and why does some other people not make anything? Right? What is the difference between those two people? It's all about obsession and commitment. Andrew [Aruge 01:04:28] whose done the best out of everyone I've taught so far. He has done everything I've ever said and told him to do. He just does it immediately including giving up being a vegan after like eight years. So like that is the dude, he'll watch all of the training like 10 times. He'll put all of the stuff into play and he works like 12 hours a day pretty much every single day and he's hungry and he's obsessed and he just does it and he's committed and he doesn't procrastinate, he doesn't get distracted by other things or shiny objects. He just does it and he focuses. All the people who do well, they have that in common. The more obsessed they are, the better they will do. That's the only thing that matters. How much of your being can you put into this thing? If you can put every thing of you into it, you'll do the best. But it's got nothing to do with targeting individuals or businesses or anything like that at all. If you want to know how you can get, if you're really committed to getting big results, the one thing you want to do is just give it everything. If you think you're giving it everything, you'll be able to give it 10 times more. There is no end to how far you can go. Like you just gotta go all in, sacrifice things. Like I used to drink alcohol pretty much every week, pretty much got drunk every weekend because that's pretty much what my friends do back in New Zealand, it's pretty much what the whole of New Zealand does every weekend. It's like the culture there. That took a huge amount of my time and energy. Then I haven't been drunk in probably four years, no not four, three years. I haven't been drunk at all for three years straight. In the past one year, I have probably had two beers. Like I don't completely not drink, like if I'm like, when I was Saint Lucia and if my parents sent me a cocktail, I'll have a beer or something because I don't want to be that guy whose "I don't drink." But like I'll just have one because I'm just hanging out and relaxing. That's one thing that I gave up and sacrificed that made me so much more money and made me so much more progress and it even gave me a lot of health. That ones a huge one to give up because it doesn't do anything good for you at all. Another one is socializing. I always used to like hang out with people and worry about hanging out with friends and worried about what they would think about me and all of that. Now I don't do it at all. I have friends but only really like five close ones and even then like we only really talk like once every few months or something like, I don't have like a real demanding and hungry social life that has an appetite that just is pulling on me all the time. I got rid of that. Everything like that, you just keep giving up, give up, give up, give up, the more business results you're gonna get. You just have to look at where your energy and time and attention is going and just pointing all of the vectors into the one thing you want to do. Just start turning them all around. Right now they'll all be going out like that. You just gotta start finding them all and turning them in and then that's when you start channeling all that energy and making so much progress. It will be going everywhere. Like people have like TV. All these TV shows they have watch. They've got all these compulsions and habits and things they have to do. They'll have all of these people which they have to follow and worry about what these other people are doing. Like I don't follow anyone. I don't care what anybody else is doing either. Like I'm just focused on my one thing. That's it. If you really want to grow and do really well, just start looking for what you can give up. Sacrifice things. A lot of people are like "Oh, I don't want to sacrifice things, that's gonna be sad, that's gonna suck." It's so awesome. It feels so good. Leslie says would you suspect that every kind of person is hanging out on Facebook, even video game addicts? I haven't found them there. There's so many people on Facebook, that it's safe to assume that every type of person is on Facebook. You'll be able to find video game addicts on Facebook for sure. I know it because we have someone in our course who teaches people how to free themselves of video game addiction and he used to be addicted to video games and we got him through Facebook. So there we go. Factual answer. Travis says thanks for doing these. No problem, Travis. Mark says Sam, with all that is being pushed in the media about Facebook and how they handle personal data, what changes if any do you see coming down the pike that would hinder using Facebook for marketing? Nothing, zero. No changes. Unless you're trying to run for president. I think the only change they've done is that any political campaigns, they have to state at the top like this is a political campaign and then who funded it. So big changes if you're in the political game, huge, because now you can't run these stealthy ads and influence people without telling them "Hey, this is what we're trying to do you." But for normal people, nothing, zero changes at all. In fact, I'll explain the key differences here because I see this happen all the time. Some normal people will just see some news about Facebook and the news portrays this event in a negative light and then these people panic and think oh my God, Facebook isn't gonna work anymore. That's irrational, completely irrational. When I see something on the news, the first thing I do is I want to find out what actually happened. What is the real story? Whatever you hear on the news, it is pretty much never true. Every single time someone tells you anything, it's distorted. We can't really say anything without adding in our personal opinion to it. It's just the human condition and especially news networks. They're so biased it's ridiculous. It is pretty much like full scale propaganda. So when I hear something on the news, I don't really believe it at all. First of all, I don't listen to the news. For the news to even get my attention, it has to be pretty damn big to the point where like you are asking me about this damn thing all the time. First of all, don't watch the news at all because if anything is noteworthy, it'll find it's way to you. That's just how it works. I don't worry about staying up with current events because it'll find me and then anything that doesn't is not important. Then when I found out about it, I started digging into it and researching into it. What I wanted to know is what really happened and how could I use these strategies to do better in business. What I found was like fascinating. So the company Cambridge Analytica, this is what actually happened. So they collected, they were running Facebook ads, actually no, they were doing a combination of things. They were running some Facebook ads to people in America and they were getting them to complete a quiz, like a personality quiz, learn about yourself. The quiz was like Meyers Brigs which we've made everyone do. They were also asking them a couple political questions too but the core of it was really Meyers Brigs. Then they also ran things on other websites where they're basically paying people like a dollar to come and complete these personality quizzes. They'll pay someone a dollar for every time a new person did it. They were able to get 50 million Americans to complete like they Meyers Brigs test but here's the real smart thing they did. To see the results of the Meyers Brigs test, they had to link their Facebook profile at the end of the quiz. So they clicked a button to link it. Then when they did that, Cambridge Analytica was able to see what pages they liked on Facebook and they also had, they had two pieces of data. What pages they liked on Facebook from Facebook and then what they're Meyers Brigs profile was based on them doing the test. When you do that for 50 million people, you can do some awesome stuff. They were able to look at that data and they were able to see the relationships between people liking a particular page and having a particular Meyers Brigs profile. For example, people who like philosophy are most likely to be introverted and with like 95% probability. Then people who like Lady Gaga are most likely extroverted. Men who like Mac makeup are most likely gay and men who like Wu-Tang Clan are most likely straight. They found out if you liked these different pages on Facebook, you were most likely to have a psychological profile like this. What was so genius about it is that once you build that profile from 50 million American people, you don't need to get the other people in America to give you their Meyers Brigs test. You can tell what they are by just looking at what they like. So now you don't need the people to give you their data. You already know. So then what Cambridge Analytica was able to do was basically profile America, the whole country, into different psychological profiles which they understood very well and then create Facebook ads that targeted those specific people with a message and an image and everything that struck a chord with them and resonated with them. Trump was somehow smart enough to hire this damn company to do the whole thing. This was like the most bad ass, the smartest thing I've ever seen in online advertising ever in history. This is the smartest shit I've ever seen. That's how Trump's ads were able to appeal to so many different people because they were all different depending on that person's psychological profile. Now there was no actual laws broken because these people initially did the test, the Meyers Brigs test. They actually entered in their information willingly and then at the end, they linked their Facebook profile. They did that themselves. So nowhere was any rule broken but what Facebook overlooked and they didn't even think of this themselves, was that if somebody collects all that data and then correlates it and cross references it with page likes, they'll be able to know that about someone even if they don't give it to them. Really what this company did, is they just outsmarted Facebook at their own game. It was so smart and so effective that that's why people were so up in arms about it but I was like "Man, that's good. How can I use that sort of stuff for my marketing?" Immediately what we ... I saw that news and I was like "Oh this is bad ass." I immediately said "All right, let's run a Facebook ad called reflections, reflections on reality." I'm sure some of you have seen that post and that ad. That ad is very philosophical right? It has a philosophical like view on it. I said "Let's take our most philosophical ad and an image of me looking like I'm in deep thought, which is a philosophical thing to do and then let's run it to people who like philosophy." We did it, working because that's what I learned from that. I was like "Ah, so we can look at what pages, like if someone likes this, they're mostly likely to be like that and if someone likes this then they're most likely to be like that and then we can cater these different ads to these different people based on their psychological profile." The moral of the story here is when normal people look at the news, they see something, they don't fact check anything, they don't dig under the surface to see what actually happened. Instead they just panic and they just start screaming. What other people do is they dig beneath the surface, find out what happened, notice that it's nothing to be alarmed about and then use that information to improve their business and their life. That's what I think about that. It's a pretty cool story. Like there's interviews and stuff on You Tube to read about. It's really smart stuff. Cole thanks Theresa. All right, Chase, do you have a learning strategy, if so what is it? Yep, it's just relentless trying. So I'll just do it until it works and eventually I'll figure the damn thing out. I'm sure lots of people look at me and think oh man, Sam just might fluke these things and maybe he's lucky or maybe he's so smart that he just figures all of this stuff out on the first try. Almost nothing I ever do works on the first go. Never. I pretty much assume it's not gonna work. I want it to but it pretty much doesn't. Like for no one, no one out there in the world is just heading it out on the pack every try. It doesn't work like that. The most successful people in the world are people who have struggled more than you can possibly imagine. I pretty much struggle these days 1,000 times more than I ever struggled in the beginning. The problems I have to solve these days and the obstacles I have to get around dwarf what I had to do at the start. I think a lot of people think like it's just hard in the beginning and it's just like this. It's not. You just learn to love it. You learn to love the challenge. It never is easy or totally frictionless for anybody on earth ever. Patricia says my professional page has pics of me but not my personal Facebook page. Well, why not? I can see you've got some picture of like some keys or some make up on there. Put a picture of you on there. Honestly it freaks people out when they can't see a face. Look at all the trolls on the internet and look at all of the scammers on the internet. They won't show a picture of themself. So it's a logical kind of thing for people to think oh, this person is sketchy because they don't show me who they are. Thanks Bruce. Thomas says can you please give best practice for referrals? Yes, just ask everyone for them. Just be like "Hey, I've helped you, can you give me a referral?" Also, look at week six. I shared like three best practices for referrals. The key really is to ask for them before you do the work because you want to pre frame from the beginning. Ask someone from the beginning, not at the end. Ellen says Sam how do you make your vlog videos smooth like you know exactly what you say and don't stutter? They don't really appear that smooth to me. Sometimes I'll do like one or two takes before it but the main thing is just to relax. Like what I find is if I'm thinking about what I'm talking about I'm gonna screw it up. Like you can't ever be in two minds about anything. The moment you're in two minds and your attention is split, like you're thinking about something else and doing something else, you're gonna mess it up. All of your attention and consciousness has to be on the thing. You just gotta go like, just don't worry about it, don't think about it when you're talking about it. Just be right there in it and take all the pressure away from yourself. Just do the video as if you pretty much are intending to not use it. I'll do the video like pretty much thinking it doesn't matter if I screw this one up because I'll just delete it anyway. The pressure's kind of off and then if it ends up to be good, I'm like "Sweet. Lucky, let's use this." I don't try and load myself up with too much pressure and I don't think about it. So Debra says is it possible to purchase another one of those schedulers? Yeah, so a lot of people have been asking about that. I think that we probably will offer them. We don't have them available right now but we have seen a lot of people ask. We'll try and get some more manufactured and we'll be able to sell those too. Then Arthur says very thankful for the program. No problem Arthur. [inaudible 01:23:28] says I've seemed to notice that I had added too many friends too quickly, how long should I wait to resume? I think you'll be good in like 24 hours or maybe overnight. Just see. Just try and add someone and if it doesn't let you, you know it's not good. If it does, you're good. But try to stick to that 40 per day thing. Also, said someone asked and now the questions gone so I can't see it but somebody asked I haven't got my physical box yet. If you haven't got your physical box, just email [email protected] and they'll tell you what's going on. I mean we're sending them to everybody. It just takes a different amount of time to go to different people in different parts of the world. We track all of them so just email [email protected] We'll tell you where they are. Theresa said that's a great idea, it helps the discipline. Do you have an app to track this? No, I hate apps. I try not to have any apps at all. In fact, this is how many apps I got now. That many. I try to have zero. So try to stay away from apps, those things are bad. What I like to use instead is Google sheets. You can make any app you want in that damn thing. Like look at my warm app calender. The best calender I've ever used, I love it to bits. It's better than any app I've ever found. I made it myself, it's free and I made it in Google sheets. Everybody else seems to love it too. I can't tell you how many people have downloaded that damn thing and use it. It's insane and it's the cheapest, most simple free thing I've ever seen. I track my stats in Google sheets. Every morning when I wake up and eat breakfast, while I'm drinking my smoothie, I'll log my stats. What time did I wake up? What time did I go to sleep? Also, don't round things. Never, ever, ever round things. Keep them exact. If I wake up at 6:52, I'll write 6:52 and I'll be pissed off that it wasn't 6:50 on the dot. My alarm goes off at 6:50. If I'm not out of the bed and moving by like 6:51, then I'm pissed off. You want to start making it so, like be so sharp on everything, like everything runs like a machine. That's like all really good people, really good businessmen are like that. In fact, Jeff Bezos is so obsessive about time and exactness that he has a watch that every five minutes like updates to the nuclear world clock or something so that it has the most accurate time in the world. So like you want to try and be real exact with things. Don't let anything slip anywhere. Like if you let something slip five minutes, then 10, then a 20 here, then a 30 there, avalanche, the whole things gone. Don't slip anywhere. It's just like eating one piece of chocolate. That is a dangerous thing to do. Like if eat one piece of chocolate, the only thing that's gonna be on your mind after that is eating a whole block. It's best just not to have the one. Just like saying "I'll just watch this one episode of Game of Thrones." There goes a whole season, zero sleep. Like you gotta learn that sometimes doing a little bit of these things is the most dangerous thing ever. The best strategy is to just to do it not at all or block out a day to do what you want. On Sunday, I'll do whatever the hell I want. If I want to watch TV episodes all day I'll do that and sometimes I do. If I want to watch movies, stay in bed. Sunday I can do whatever the hell I want because I've been disciplined all the other days. Miguel says Sam, what was the most interesting movie or documentary you've ever watched? I don't know about ever, that's a big question but that I can recall in like the past like year or two, probably ... What's it called? A blank, it was the Dr Dre and Jimmy Iovine one. It was called ... Damn I forgot but someone will write it in the comments. But if you just search Dr Dre and Jimmy Iovine, Defiant Ones, that's what it was called. The Defiant Ones. It's like a three or four part TV series documentary thing, really good. All right, Carol says Sam, I have a well paid job and at the same time ... Oh shit, these questions are moving quick. That one just disappeared in like two seconds. I'm just gonna have to, if I don't answer your question, just try asking again because these things are just going too fast. Okay, so Luke says I have taken on clients for testimonials, I haven't taken on paying clients, just a few. Running paid Facebook ads, waiting to use them as testimonials. The main issues are is they're lacking organization skills. I'm so glad I dug into this because we've just found the problem here. This is really good advice to watch how I diagnose this thing too for you other guys trying to learn this stuff. Dig, dig and dig and dig and dig and dig. I dig so far when I talk to people sometimes. Sometimes they cry. No kidding. It's not that I'm trying to be mean or anything. It's just sometimes I just probe onto something big and it just blows up in front of my face. I'm like "Oh my God." But like you just gotta dig. We were able to go down here to the right level where the actual issues is. The reason why nobody is being organized with the results you're getting there, like if you're generating them leads and you're doing all this work for them and the reason why they're not caring or doing anything is because they're not paying you. Like they have no respect for you because they are not paying you. They don't care about what you're doing or the results of your labor because this doesn't cost them anything. It's just like if my course was free, pretty much no one would do it because they'd just get started and then they'd just give up. Something else comes along. Because they've paid for it, they respect it, they'll do it. They're more involved. The issue here, Luke, is not they're mindset. It is not their business organization. It is not any of the things you said. The real issue is that they aren't paying you. The way to fix that is to get them to pay you. That's it. Helga, I've had loads of one on one clients and gotten good results. Still I can not seem to find clients by reaching out with a high ticket offer. I feel like I'm overworked and underpaid. How do you transition from getting paid per session into more expensive offers? So Helga, you want to check week seven of accelerator. Week seven we talk all about transitioning from done for you and one on one to leveraged group coaching and programs. Go and check that out. That's something we tackle properly in uplevel. Marietta says all in or nothing. Yes. Love this. Yep, it's like it's good to dip your toe in like when you're getting started just to see if you like the thing. But once you like it, put your whole body into it. Put everything into it. Jordan says Hi Sam, I got a client just by accident, really talking to someone and asking questions. We have agreed if I help him get the right type of customer, he will give me 20% commission on each customer. Bad idea. Just walk away. Unless they're willing to pay you a fee, forget about it. These deals don't work. Like cause you have to police them. Like you can't see their books. You can't see all the sales they get. You've gotta rely on them being honest to you which most people are not going to be and then it's just a mess. Like it's just easier for them to pay you your fee, you get your fee and you just give them customers. It's the best thing to do. You know that when I first started this program, people would email me all the time, we still get thousands of emails and people say "If your course is so good, then why don't you let me take it for free and then when I get clients and I'm making money, I'll pay you for the course." At first, I was like "All right, it seems like a reasonable idea." So I let like three or four people in, none of them paid me and I know for a fact one of them started making six figures and still didn't pay me. I remember his name and I still know who he is. That just shows you. When people do that, they're just disrespectful and they're not willing to take responsibility themselves. So [Zanny 01:33:22] says Hey Sam, I think focus is key but I mean I think balance is key but focusing on achieving one goal at a time is important as well. Yes balance is important. If you could put 100% of your energy and work 24 hours a day seven days a week, 365 days a year on one thing, I would do. I tried, it doesn't work. I can only work 12 hours a day six days a week and then take one day a week off and I have to have balance. Otherwise I'll just break down. My balance, I have balance if you look at it. 12 hours a day is spent working, 12 hours a day is spent not working. That is balance, perfect. Then so I'm resting half the time, working half the time. People think balance is like having like all that balancing out like all of these different things in the time that they're awake. I mean that's not really balance. That's more like distractions. Like I mean if you've got a family, okay now you've got to balance something else. So when I have a family, I'm gonna have to balance having a family, having my business and resting and sleeping, all of these things, right? But like don't think that you have to balance distractions and things that you don't need to do. Get rid of them. The person who asked about video game addicts not on Facebook, Skylar just commented here and said "I'm playing a video game right now." She's obviously an addict. I'm just joking, I don't know if you are or not. Every type of person's on Facebook. People who say "Oh my niche isn't on Facebook, it's not a fact. Unless someone can show me a fact. All right, show me spreadsheets. Show me multiple attempts at trying to advertise to these people and failing over a long period of time. Show me that, then I will listen to what you're saying and to take it to be potentially true. Don't show me that and what you're telling me is gonna be categorized as a lie. Like what I do and this is a bit extreme but I mean this is how I work. Everything is assumed wrong until proven right. If anyone ever tells me anything, I assume immediately wrong until it's properly proven in excruciating detail that this damn thing is actually right. Other people are quite often the other way around. They assume everything's right until proven wrong and they get into a lot of trouble because someone on the news will share their opinion about something and then the person takes that opinion to be true and they run around freaking out because they think the whole world's gonna fall apart. Like do it the other way, be skeptical of people's opinions but when I see a fact, it doesn't matter how hard to hear it is or how painful it is or even if I've gotta change my entire life and change my entire business and totally go and learn something new from scratch, if I've gotta do that, I'll just do it. It will suck but I'll just face the facts and change my mind. That's how you want to be. When facts are presented to you that are obviously true, just deal with them, don't be in denial but when hearing opinions, reject them all. Opinions aren't worth anything. Laura says when you are doing your research, I've found a handful of my chosen niche in my Facebook friends list to increase the number, would you recommend just reaching out to others in this niche? Yes, join other Facebook groups, add them as friends and then just post on there and when people engage and when people accept your friend requests, just reach out to them via Facebook messenger. Michelle says so why is Facebook and Zuckerberg apologizing? Because they have to. The general public is too stupid to really understand, right? Facebook isn't gonna come out and say that. So what they have to do instead is just, what are his options right now? He's gotten vistas, he's got the whole public, the only move he's really got is just to say I'm sorry even though he didn't really do anything wrong but that's just what he has to do. It's politics. All politics. That's why I hate politics. Then what's funny is they're even making him go to like some court government house to like put his hand on something and swear that this is true and it won't happen again. He can't promise that. What happened was out of his control really. Someone thought of something that they're entire staff of 15,000 people didn't think of. They've taken every precaution. They've never been hacked and they've never had a data breach ever and then this one thing happened which wasn't even a data breach and because these people willingly linked their Facebook profiles by the way. It's amazing. It's really interesting to see how the general public just listens to what the news says and then goes into hysteria. So Adrienne says in the first week of the program, you said it's hard to make more than 400-500 K a year in digital marketing, was in that regards to teaching/coaching others in digital marketing or doing it for others? So that's in regards to done for you. When you're on the [inaudible 01:39:31] doing the work yourself and you're the person doing it, you're limits gonna be like 400-500 K a year. Then you might say "Well what about if you hire a bunch of people and build an agency?" Sure, you might be able to lift the limit a million, maybe two million but the profits are gonna suck. Generally when you get to like 400 grand a year or 500 grand a year, you want to look to change to training programs. The real way to scale in consulting is through programs but you can't do programs until you've done done for you first. If you could, believe me I'd teach people how to do programs from day one but that's where everyone's aiming for. Everyone wants to have their own program and they don't want to be doing all the work themselves but the way to start is here doing the work, learning, getting a proof of concept, then moving and going up that evolution of a consultant path that I outlined. She now says even if you have a fantastic solution, is it worth targeting a niche who doesn't have that much money for example students or should we just purely focus on solving the problem and not worry about their disposable income at all? This income thing, it's asked as such a like dry binary question as if like if they don't have the money, they're not going to buy. That's not how it works. If a student wants something, they'll find a way to get it. Just go to a college campus or school and look at how many kids have like fancy shoes, I Phones, or laptops and shit like that. They didn't have the money for them but they asked someone who did and they got the money, right? It's not, the answer to that isn't as simple. It's just like, broke people can buy things with debt. All by asking someone for other money. Like never look at a market as if like these people are broke, they don't have any money, therefore they're not gonna buy. All right, even bums and people who are homeless on the streets find money to buy drugs. Like even those guys are sourcing decent money to buy what they want. Everyone can always source what they want, it's just whether that's actually what they want. If it is what they want, you bet they're gonna find a way to make it happen. You need to dig further into this niche. You need to get them on the phone and ask them again and again and again. Show them what you've got, try to sell it to them, listen to their objections, record the calls and see why they're not buying. Right now you haven't had enough phone calls to even know why they're not buying. You're actual problem right now isn't that they're not buying, it's that they're not even interested in scheduling a call. The number one priority for you is to diagnose why these people are hearing about you but they're not interested in even talking to you on the phone. That's your number one thing. Once you fix that thing, and you're on the phone and you're trying to sell them, then try and figure out why they're buying or why they're not buying. Just treat it one little stage at a time. So [Venita 01:42:54] says are you going to show us how you did this new ad? It's the same ad I've run before. It's called reflections on reality. If you Google it, I'm sure you'd even find it. I did it as an organic post too. It was basically an ad I wrote that did well and all I learned from that Cambridge Analytica thing was that you could know what someone's psychological profile was, like their Meyers Brigs type, based on what things they liked on Facebook. I could target introverts without having them doing Meyers Brigs test and give me their data for me to know that they're an introvert. I learned what the signals were to tell me what those people were without them telling me. Basically a way to circumvent them giving me their data. So Noah says hey Sam what is why? How did you determine it? For me, it's more, it's not something very specific like I want to buy this house and do this thing and that. For me,, I just want to be the absolute best that I possibly can so I want to test the limits of myself and see how far I can go. Like how disciplined can I be? How healthy can I be? How smart can I be? How good at solving problems can I be? I want to test those limits like an athlete does. They're like can we go further than this? Is it really possible to keep going? That's what I want to find out. That's the first part. The second part is I kinda think of myself as like a kind of like a mountain climber. Like I like watching those movies or documentaries about the people who climb massive mountains. Like the first people to climb like Mount Everest or something and how no one's done it before and they want to climb this thing. It's just the same really like I want to try and reach those pinnacles but in business. So like how far can I go with consulting.com? In the beginning, I thought a consulting business had it's limits at like a hundred grand a year when you were maxed out with clients. But then I figured out that you didn't even have to do the work. You could teach them how to do it. Then I was able to get to the millions. Then I figured out how to do ads and funnels and marketing automation. Then I figured out how to make my training for any niche. Then I figured out how to go into all the different countries. Then I figured out how to make it work for men, women and from people who were 16, all the way through like 80. I keep figuring out all of the limits that I thought existed before and finding them to not be true. No I figured out I can see it clear as anything. Like I can make consulting go to 100 million a year. If it goes to 100 million a year in revenue then that's got a valuation of a billion dollars. If we can do that then we can float on the NASDAQ for a billion bucks. Now I'm a billionaire but then the next question I'm gonna ask myself is how much further can it go? I just always just want to go further, further, further. I just want to push the limits of everything and see how far it can go. That's really what I like doing. That's my why. Just like those mountain climbers want to like keep climbing those damn mountains. Huh, yeah, this is funny. Yeah, Andrew says, Andrew [inaudible 01:47:11] says how do you stay hungry after you are already making 30 grand a month? Well because I don't define my things by the money, right? If my goal was to make like 100 grand a month or something, I would have given up ages ago. That's actually how I plateaued early on because my initial goals were like get my own place, buy a Ferrari, and then like that was pretty much it I think actually. I did that and then I was kind of like lost and plateauing for ages because I didn't have a new goal. Then I decided like to buy a boat and I got hungry again, started working again, then I wanted a faster Ferrari. So then I started working again, and it was fun again. Then I got the boat, got the faster Ferrari and then I was plateauing again. I was like "All right, this isn't the way to do it." Obviously I need to aim for something that's infinite. What I'm aiming for now I'll never achieve it because by the time I get there, I'll want more. Just think about it in terms of like self potential or your potential. Like how far can you actually go? How good can you get? Yep and Michelle [Rafe 01:48:35] says no face, I won't engage with them. Yep. I don't blame you. I swear I have statistical significance in my analysis of people who do strange things and say strange things by the fact they don't have a photo of themself on their Facebook profile. Whenever we look into a case where someone's done something weird, we always see the same thing. Either no photo or those weird like [inaudible 01:49:02] photos or a dog or maybe all three. Also, Andrew, to your question like how do you stay hungry after already making 30 grand a month, I mean that means your mission isn't like something more than just the money. My mission is to go as far as I can possibly go. As soon as ... Like 30 grand a month is not enough. I can't pay my staff with that much money. I can't pay really ... I'd be in so much trouble with I made that much money. It's nowhere near even enough. Like one thing that's awesome about when you have a big goal is that whenever you make money, you'll just start investing more of it into the business and because you always are saving too so that your cash reserves and your pile of cash is growing up at the same time. I pretty much put all of my money back into the business because I'm trying to grow it. I'm trying to go somewhere. I use it as fuel, it's like fuel that burns to like achieve the goal. I actually call it my war chest. The amount of money you make and you have piled up, that's like what I call the war chest because it's in war times, if a country had like way back, they actually would have a chest full of like gold and things and that's would be like powering their army to win the battle. That was their war chest and if it got depleted, that would mean they would lose the war. That's what I think of it as. Not as like money for me but money for my battle and money for my mission and so I don't look at it in there as like "Oh how many cars or watches can I buy?" I look at it as how many smart people can I hire? How much Facebook ads can I run? What investments can I make that are gonna give me a disproportionate advantage of everybody else? How can I use this thing to go even further? Start thinking about it like that. No problem, Adrienne. Marco says quick question, building my offer, it looks like I will need to do a done for you and coaching. You recommend starting by done for you only, can that be a problem? Try done for you first, see what happens. Pretty much all of done for you includes a little bit of coaching too. Like you're gonna be doing this stuff for your clients and then they're gonna call you and they're gonna have a question, you're gonna answer it. You're gonna solve some of their other problems. So you're never really just doing the thing. Every one in a way is a consultant or a coach. Even employees, they've gotta kind of advise people and solve problems. I mean that's always gonna be an element of it. It's just not a major piece of the offer. The main piece is the done for you. I'm gonna do this for about five minutes more. I'm gonna wrap this up at five o'clock. We're gonna do these every Saturday at three pm eastern time. I'll do a few more questions til we get there. Alexandra says Sam, what kind of tonality works best for you during a strategy session? I honestly just, I don't try and put on any tonality. I just speak how I normally speak. But one thing I do that works well is I don't try and be all slick and polished. Like when I say and you can ask Hauser about this because he's been listening to my calls recently so he can learn how to make our training even better. He says that I don't come across very like polished and high energy and salesy and slick. I kind of talk a bit like this and it's almost broken in the middle there because I lower people's guards down. I can talk in a way that takes them by surprise. They're expecting me to come on as a powerful and as really polished and not making any mistakes or not pausing anywhere but it's very calm and sometimes I break what I'm saying up like what I'm just doing right now. It works well because it just, what I'm trying to do with it is make their mind lower it's guard and so I can get in. So Adrienne says how long after signing up do you get the physical box? So it depends where you live and it depends when you purchased it because some people purchased it during this time which is like the Chinese New Year or something and so those people got it later because our damn fulfillment center just closed for like two weeks. So just email support and ask. Most new customers should be getting it ... If you live in a part of the world like the main places in Europe, Australia, Asia and America, I mean Canada, you should be getting it within like seven to 10 days after purchasing but if you live somewhere else that's remote or something, it could take longer. I'd just email support and they'll tell you. Maria says what phone do you have? This one's the I Phone X and the only reason I got it is because I started doing like Instagram stories and posts and things like that and it has the best camera. Also I've even used this for my You Tube videos now. By doing this, I can just use my phone to film the videos with instead of having to use an actual camera and that takes some complexity out of it. Yeah, I use the I Phone X and it's even waterproof. If you saw those Instagram stories I did over in Saint Lucia, I took this damn thing under the water filming like a video and it worked. Pretty crazy. On that note, if you haven't followed me on Instagram yet, here's my profile, you should follow me there because every day what I'm doing is releasing behind the scenes stories. We did a customer survey and we found out that lots of people want to see behind the scenes so I released stories behind the scenes every day and my name on Instagram is sam.ovens, search that follow it and that's why we're also doing these Q&A calls each week and the customer interviews. So Frederick says question about the refer a friend program, is it possible to give us a unique link instead of us having to enter into their email? Yeah, so through an email to [email protected] Tell us what you want and why. What we've done is just like when we first launched it, we gave people a limit of three. We watched and observed how people used it, then we tested. We gave half the population unrestricted, half three, then we realized giving it unrestricted was better. So we made it unrestricted for everyone. Coming up very soon, the next things we're gonna be doing is allowing you to do things like that. What we'll do is we'll create like a small test group like a beta group and if you email, Frederick, we'll put you in that group so you can be one of the people that tests it. With a small portion, if it seems to work better, we'll roll that out system wide. Any ideas you've got for ever making anything better, post in the Facebook group, tag Nick Hauser in it and tag me and Hauser. It's best to tag Hauser because he checks everything. Then send it through to support as well if you want. If you've got a good idea for it, we'll roll it out. So Linden says you have the most common sense. A lot of what I do is common sense because I'm just good at, I think what makes me good at a lot of this business stuff and advising is because I have very blunted emotions. So like because I'm an introverted and I'm thinking over feeling, I seem to have very, well actually it also happened from my childhood because I had like horrific skin when I was younger, like really bad acne. I got mocked so bad and had such a shitty time that I'm pretty sure that I learned how to just totally remove emotion out of every single thing that I look at. That's what my forensic psychiatrist told me anyway. I think that past experience allowed me to look at thinks hyper rationally with very little emotion so it doesn't cloud my judgment as much. Most of the time the thing that trips people up is their emotions. They can't use their rational mind because their emotions overrule them and they just freak out and spasm and do something which regret. I'm gonna do like two more questions, then we're gonna wrap this up. Adrienne says what is your thoughts on bitcoin? Don't like it and it's already proven to be a bubble once. It was at like 20 grand a month. It was at 20 grand in December and last time I looked at it, it was at seven. I'd ignore it. I sent an email out like last year at the peak of this bubble saying why I thought bitcoin was dumb and why people should just focus on creating a business. Then people ripped me apart then and they were saying I was stupid not to buy and all this but back then I was making like one million a month and they had only made like a hundred grand from bitcoin. Now I haven't lost any money on bitcoin because I never invested in it and now we're making two million a month because I ignored it. It's best just to ignore the damn stuff, focus on one thing that you can control. You can control your business but you can't control a bitcoin speculation. Focus on what you can control. Debra says I am learning such a to from you, Sam. Discipline is the area I most need to focus on. It's a real weakness in my character. So was mine. Mine was real bad. Like most people's is and you've just got to just work on it again and again and again. So I'll do one last question and then we're gonna wrap up. So Joshua says hey Sam, should you ever be concerned about a niche being able to afford your services or can any niche afford something if they really want it? It's not about the niche. You're looking at the wrong thing. What you should be looking at is the problem. It's all about the problem, it's not about the niche. I'll give you a prime example. I know like the guitar [inaudible 02:02:32] aren't the best niche to like market to with software and training and things like that because especially trying to sell a high ticket thing because the way they view their business is like pocket money rather than an actual business. When someone is viewing their business as just a way to make their money to buy beers and go out on the weekends and go on vacations, then they look at every single investment or expense as something that takes away their life so they don't like spending anything. However those same people that guitar [inaudible 02:03:09], might also be binge eaters. They might binge eat, right? Then they might pay like Brittany Brown, one of our students, a very like thousands of dollars for training on how to get free of binge eating. So the moral of the story there is sometimes when we look at the niche, we can get distorted but that same person will spend, whose in that niche will spend a lot of money to solve a problem that they have. It's more to do with the problem than the niche and the person because like someone whose homeless on the street but completely addicted to drugs and alcohol. Drugs are expensive, so is alcohol and if they're on the street, you'd assume they've got no money. But somehow they can still buy it because they'll find their money to do it because that is such a huge problem, it's an actual addiction. Like that's why they'll get the money to get it. All those guitar [inaudible 02:04:11], they're still the same people, they might have not much money but they'll make it happen because the problem is painful. I think it's all about the problem and if we're to take this to an extreme to just prove this point here, let's say someone is like has a terminal illness, right? And that they need to get an operation or surgery to live. They'll find a way to get that damn money. They'll find it. They'll do a Go Fund Me. They'll promote it. They'll go out on the street. They'll do whatever it takes to fund it. It's all about the problem. If you solve and address a really painful problem, people will always find a way to make it work. Cool, so we're gonna wrap up now. Thanks everyone for jumping on and we'll do the next one on the next Saturday at three pm eastern time. These are gonna happen every Saturday and they'll run for about two hours each time. The recording's gonna be here too so you can look back in the Facebook feed. You can listen to the recording and all that. Just like this video if you've enjoyed it. Awesome. All those likes coming through. Also, if you've got any feedback for how to improve on these things or anything, just write it in the questions box and we will, I'll get Hauser and I will look at the feedback and we'll try and improve these things each time as well. Thanks everyone. Enjoy your Saturday and we'll speak soon.

Comments