Sam Ovens: Hey everyone. Sam Ovens here and today I have Muzaffer Demirtas on with us. I hope I got that right. Did I?
Muzaffer Demirt: Yeah, yeah, that's right.
[00:00:30] And, Muzaffer helps dentists get Invisalign clients which is a sort of thing that you can get on your teeth which we'll discuss more in a minute. But, it's a type of client that dentists really want. A high value client that they enjoy working with, and Muzaffer helps dentists get these Invisalign clients, and the vehicle he uses to do that is Google AdWords. And, in this interview we're going to dig into Muzaffer's story, why he chose dentists, why he chose Invisalign clients, and why he chose AdWords, and how he's been able to run his business. So, where are you at per month right now with your business in terms of revenue?
So, I have two dentist different clients and a total of six locations. I am close to $11000 right now per month.
Sam Ovens: Nice, and when did you first join Consulting Accelerator?
[00:01:30] I think it was a year and a half I joined first and I went through the program pretty quick. I mean one video per day and then I think it took me a long while to find success because I actually listened to half the stuff you said. I just wanted to improvise some stuff myself so that's why it took me a really long time to realize actually what you talk about is actually working.
Sam Ovens: And, why did you do that? Why did you just listen to have of it and improvise?
[00:02:30] Well, I think. So, I started studying marketing a couple of years ago. I think three years or four years ago and I started with a program. You know Tai Lopez's program, SSMA, SSM, SMA, something like that. The Tai Lopez's social media program. I started with that and after that I came across with lots of programs and I think what happened was, and I think most of the people that are in your group are doing the same thing I'm pretty sure. We have so much info coming in in our email addresses, like one marketing info from this guy, one marketing info from you, one info from, like a free ebook from Sales Force, Infusionsoft. I think I was so just confused and I kind of couldn't focus on one thing. I think that was my problem. That's why I listened to some of what you were saying, some of it I didn't listen, but the week two, I watched, still I'm watching week two every week. One video, that I'm still doing that.
[00:03:30] So, what I did was, there's a software. I realized that I was just cluttering myself. Just can not move forward because of so much going on, so much input I'm getting. I'm trying to learn everything. So, what I did was, there's a software, Unroll.me. So I went there. I put my email address that I use the most. I unsubscribed everything, but I just left you. So, I just, it's been a couple of months. I'm just following your techniques and your ideas. Because what I realized is, there is not necessarily a wrong marketing, there's only a better marketing. And, I went through lots of programs and I found that your technique works the best. That's why I deleted all of them through Unroll.me, and it's a free service by the way. And then, now I'm just listening to you.
Sam Ovens: Got it, and how do you know that my stuff works the best?
Muzaffer Demirt: I tried. I tried all of them.
And why do you think it works better than the other things you tried?
[00:04:30] So, when I was going through the other programs, I felt like okay I know what to do, but there was something missing. Like the how to do the progress, step by step progress. Because I'm not an expert in marketing so I didn't know how to use my knowledge. I knew a little bit about marketing before I came across your program, but I didn't know how to use that. And your program gave me like a open step by step map to how to approach, how to talk, how to think, and that helped me a lot to push myself to find this way.
Sam Ovens: So, the other things were missing the detail?
Muzaffer Demirt: Yes.
Sam Ovens: They kind of had the strategy and it explained the high level, but no, "Here's where you click".
[00:05:00] Yes. Yes. I just couldn't put all the knowledge together. I couldn't make the breach between them, how to do this, and then do that, and then do this, but with your program it was like every breach is right there. You do this and then if you do this, you see that's going to happen. If you do this, you see that's going to happen. Everything is connected in your program. That's what I love it the most. Yeah.
Sam Ovens: It's hard to make those programs.
[00:06:00] Yeah I bet. I bet. Especially on week two. Week two blew my mind seriously. It literally changed me all, like a 100 percent, it changed me so much. Week two, the mindset. I think it's, as long as your mindset is right, you don't need to know marketing too much at the moment right now as long as you get your mind right, mindset right, you can figure out everything later on. So, that's why I still go through that program. 'Cause it was so hard for me to get on a phone call with owners, yeah with business owners, it was so hard for me. I was like you actually. I was so scared. I was like I didn't know how a human brain is that strong, but whenever I went to reach my phone, I just couldn't. I just couldn't do it you know? I was like well I have to do something about it.
[00:07:00] But then, I tried to overcome that fear by the affirmations that you gave us, but I still couldn't do it. I'm talking about a couple of months, like five or six months ago. I'm like well I have to do something about it. I think the reason that I couldn't do it that I put so many rocks on the wrong side of the scale too much and I'm 29 years old almost 30 years old and I've been doing that for 30 years old. So, it was so hard for me to get out of that state. But then, I thought about that you were saying hey, like in opposite directions, whatever you do, there's a mirroring. So, I was thinking about that. Well, if I'm that scared to make a phone call and to take action on the loan which I know, it has to be the other opposite side where I feel so comfortable where you feel so comfortable. But then, I thought well I've been trying to do this but it's not working. I can not go from here to being so scared to being so confident and make a call. So, how am I going to do that? How am I going to do that?
[00:08:00] So, I thought about one thing. So, if you think about your alcohol example. You drink alcohol and you get a hangover the other day, right? But, it doesn't happen right away. It's not like you drink one beer and your hangover. You drink one beer. You drink two beers. And then, you go through the night, you wake up, then your hangover. So, there's a gap between there. The things that it's happening. So, I said instead of trying to do this from here, maybe I said I can do a little thing that makes me uncomfortable that will get me ready for the phone call. Because phone call was the high spot for me in terms of being uncomfortable.
[00:09:30] So, what I did was, I literally did whatever my brain says, I did the opposite. I loved to waking up early in the mornings and sleeping early. What I tried, I tried to stay up late, and I woke up late. It made me really uncomfortable, but I knew that somehow I needed to break my brain, break my will. So, I started to sleep late, later, waking up a little later which made me really uncomfortable. I hate vegetables. I started to eat vegetables. 'Cause if you think about it, sleeping or eating vegetables is way easier than making a call. I don't necessarily like comedy movies. I don't find that funny. I started to watch those kind of stuff and when I'm out, I used to just be silent, do my stuff, go grocery, and go home later. I start to say hey to people, whoever I say, "Hey how's it going? How's it going? How's it going?" When I go to the cashier I start asking, "Hey how was your day?" It will still so uncomfortable for me, but I think it prepared me for me to make the call because I couldn't make the jump from here to here right away.
[00:10:00] So, I was doing that for a couple of months, sorry a couple of weeks, and I saw that saying hi and talking with the people became more easier and easier. Whenever I wanted to eat a vegetable I wasn't, I didn't feel that resistance too much anymore. So, I was like well maybe it's time to push a little bit forward. And then, it started happen, like I start to make a phone call and everything. At first, I was still doing the phone calls but I just plain awkward you know? I was saying some weird stuff on the phone and I had to break that. And, I think I broke it that way. I just made it little simple, tried to do little stuff, little stuff, little stuff, and then bigger stuff, and then the phone call. It took me like I would say a month to get used to that, so.
Yeah, it's really just breaking your mode of operation. You know? 'Cause if you have been waking up early, going to bed early, you've been avoiding vegetables, not talking to people, and terrified of the phone for your whole live which is like 29 years of programming. You know?
Muzaffer Demirt: Yeah.
[00:11:00] And then, you go to start changing it, you're going to have a lot of resistance. And sometimes it's hard to change a larger behavior like making a phone call to a stranger, but it's easier to make something like waking up later or ...
Muzaffer Demirt: Yeah, yeah, it's way easier. Yeah. So, I approached that way, breaking down to the small parts. It was still uncomfortable, but how uncomfortable could it be watching TV you know? So, I kind of prepared myself little by little, little by little, and then phone calls and taking actions and everything.
Sam Ovens: Nice.
Muzaffer Demirt: Yes, that's how I did.
So, now let's talk about your ... Like first of all, how did you find the program?
Muzaffer Demirt: Well, I've been in your mailing list for a couple of years, for a long, long time. Did you every sold your program for $500 or $600 something like that back in the times?
[00:12:00] No, there was one different one we had called, Consulting Kickstarter or something ages ago that was that, but I ended up dropping it.
[00:12:30] Yeah. Yeah. The first time I came across your webinar it was that actually. So, ever since that I've been following you, but I never had the money to get your program. I mean I had some money coming in, but it was all going to the bills and everything. I was with like nothing. So, it took me awhile, well no actually it wasn't that. I went to Vegas one day with my wife. And then, I was working and I had a salary coming in, but then I saw those people, how they leave and everything. I'm like wow there is so much to do in this life than just waiting for a paycheck. So, after going to that Vegas I saw everybody's like the people are here and maybe it's not a real good example, but it made me feel like there's more to it, to the world than just paying the bills. And then, I was like okay.
Sam Ovens: Like gambling?
That's it yeah, yeah. No, not gambling sorry, not gambling. I mean, but I'm pretty sure you know what I mean. When you go and see.
Sam Ovens: Yeah, I know what you mean. It's just funny that you used Vegas. Yeah.
[00:14:00] The buildings and everything, you see that the money's flowing there. So, I was like well I need to do something else. Plus, me being from Turkey, the Turkey's, their economy's really really bad. And then, I at the same time, I'm a giving person. If I have money I try to give it to my friends, my family, whatever. And then, that was my other motivation to do something with myself. After that, I'm like okay that's enough. I've been trying Tai Lopez's stuff, and then I'm reading this, I'm reading that, nothing worked. And, I'll try [inaudible 00:13:51] and then I did and for awhile, for close to a year, I didn't listen to you completely because my brain was so cluttered. I was getting so many information from so many people. There's so many marketers out there. And, what I realized is there is no necessarily wrong marketing, there's a better marketing. So, I think you're the better one. So, that's what I unsubscribed all of my info coming in from my email address and I just have you right now, so.
Sam Ovens: Cool.
Muzaffer Demirt: Yeah.
[00:14:30] And then, you joined the program, and one of the first things we do is get you to pick a niche. So, walk us through how you went through that.
[00:15:30] Alright. So, I couldn't find a niche, but you said, "Just pick one". And then, I picked the closest and the easiest, the restaurants. That was a big mistake. So, I did a really good market search for restaurants. I got their pain points and everything, but there is one problem with the restaurants. You know that you say noises and the signals. There are too much noises in the restaurant industry. There's almost no way to get away from that. I was talking with a business owner, a restaurant owner, they do their marketing campaign with a different client. They do their social media with a different client. They do everything different. With a different client. So, they're all over the place and when I say, "Hey I'm going to do this for you". They don't really believe in digital marketing, from what I saw,. I'm pretty sure there are some restaurants that they are paying lots of money for it. But, from my perspective I couldn't see that they're actually believing in digital marketing.
Sam Ovens: Are you passionate about restaurants?
[00:17:00] Well, we had a restaurant back in the day. That's why I wanted to do that. But so, and yeah I wasn't passionate about it. I just picked restaurants because you said just pick, you can change it along the way. I think when you don't have the right niche, I cannot explain to you the feeling, but you know it. You know it's not right for you. There's something in your mind, just saying, like it's putting a mental block somehow. This is not your niche. And then, I [inaudible 00:16:19] at that for a long time. I made some sales, but it wasn't residual. It was like one time of sales and everything. Like install the [inaudible 00:16:27] or do one campaign and everything. It was small stuff. But then .... Yeah by the way, the restaurants they're actually looking for to service families rather than individuals or two people. That's their pain point. Some restaurants they get lots of clients and lots of customers, but they're just one person or two people and they don't make much money out of it. So, what they are looking for is actually families. That's why EDDM, door to door marketing works better for them. That's what I realized.
Sam Ovens: And so, you picked restaurants. You found out that wasn't for you.
Muzaffer Demirt: Yes.
Sam Ovens: And then, how did you make the leap? Did you choose another one before dentists or?
[00:18:00] Oh yeah. Oh yeah. That's the mistake coming on. I didn't have much money to do a marketing online of course, but also to making the [inaudible 00:17:29] emails, when you do lots of them, a couple of them, they are costly still. So, I had to find another way. So, instead of going toward a niche, it was my second mistake that I went to the, I started going to the social meet ups, the events. I met people, like all kind of niches and everything. And for awhile, I started doing that, I was having a realtor, mortgage, financial advisor, and everything. I got a couple of clients. I made some money. But, it wasn't much, it was just I was making three or four grand a month or something like that and they weren't staying with me too much because I didn't know their market too much. I couldn't deliver ... It wasn't my niche so I didn't know what was going on. I didn't know a 100 percent what was going on in that industry so I couldn't deliver them much.
[00:19:30] So, after that what happened, I did this for a couple of months and then my wife had a ... She had some problems with her teeth. And then, she went to the dentist. So, instead of the metal braces they gave her something called Invisalign. I was like, "Oh that's cool. That's pretty cool." You know? And then, I saw the bill. The bill was close to six grand or something. I was like, "Oh my God, what is this?" And then, by the way the doctor, the dentist is a family dentist so we know the guy. So, I was there for my teeth cleaning and I asked him, "Hey what do you do for your marketing? How do you deal with your problems and everything?" And he said, they are doing EDDM door to doors mainly, and he said that they're main problem is having a new patient to the practice because not everybody has something really bad going on with their teeth. That's the reason most of the people comes every six months, for the cleaning. So, they are looking for a new patients. But then, I went online and checked all of the, whatever dentists around me, I checked all of their marketing online. Some of them are doing Google AdWords.
[00:20:30] The problem that they have is all of them are looking for a new patients but if you check online all of their marketing is the same. All of them are the same. Same messages. "I'll make your smile better." "Just come in, $40 cleaning." Whatever. I was like, everybody's doing this there has to be another way to find their patients for them. 'Cause every dentist's giving the same message out, same little, the same marketing technique, and they're reading. In every corner there's a dentist right now. So, it's impossible to get a client like that. And then, I was like well let me make a little research. And then, I thought about that Invisalign.com.
[00:22:00] So, how it works it's usually people go to Invaslign.com and they register there, and that Invisalign.com distributes those patients to the dentists. So, there is a program that I've found that is really good. The program is, give me a second. Let me tell you real fast here. It's a really good program. It's perfect for reverse engineering. Okay. Online.SERanking.com It is Online.SERanking.com. So, I went to that website. I found that website first and I typed in Invisalign.com, and I saw that they're literally spending 11 million dollars ad budget in a year and their traffic is crazy so much. So, I was like how can I get those people to my dentist because I checked Google online and there are close to a thousand people looking for Invisalign searching for Invisalign in my area, in the Indiana area. So, I was like I need to find a way to get those people to my dentist. And then, I used that program I just told you. So, with that program you can see what kind of, for an entire year, what kind of Google Adwords, what kind of Google Ads they put on Google, like word by word. What's the ranking. What key word they use. How much they spend. You can see all of them and that was another problem. There's no way I can go head to head with Invisalign because their budget is huge.
[00:23:30] There is another section that that program has. It said decreased key words, meaning people are still looking for that keywords, but Invisalign's kind of missing to use that key word because there's too much key words to optimize. They are just missing some key words. They are competitive ways way cheaper, but they get the same value. You can see those key words on that software too. So, I started to optimize my Google AdWords for that missing, that decreasing key words, and I got really good results for that. I am literally finding, instead of finding the regular clients to them which they make little money off of it, I find them a couple of clients in a month and they are making thousands of dollars from them. So, all I do is found Invisalign.com, reverse engineer, and then check the key words that they're not using the most, but that almost has the same value, search value. And then, I focus to those key words. That's what I do.
Sam Ovens: Got it. So basically, you find the spots that Invisalign's missing and you help the dentists target those directly instead of just having the umbilical cord attached to Invisalign?
Muzaffer Demirt: Yes, 'cause it's impossible to go head to head with them because they are spending money on that, Invisalign and they're spending lots of money on.
It's not impossible, but it's hard.
[00:25:30] Yeah. Yeah. Of course. Yeah. Yeah. It is hard, but I find it easier to find the key words that they're not using, but have the same value and I go from there. I also do of course, if I do a marketing campaign for them, I tell them that I need to optimize your website too. So, I use click funds for that and I help their also email marketing and everything too. But yeah, most of it, I find those leads, let's say the dentists around me, and instead of, I used to start that way. I start that way, instead of sending lengthy emails to them, there is another software that I found, Findthatlead.com. I go there. They're not very expensive by the way. They are fairly cheap. I go there. I put the name of the company and the programs spit at me the email addresses, whatever is registered to them. So, I find their email addresses. I email to them, cold email to them. 'Cause I don't have any money to do all those marketing that you tell us to do. And then, I email to them and then whoever opens and clicks the email, I call them right away. If they don't want to talk to you, I go to their location because I'm going to locally here.
Sam Ovens: Got it.
Muzaffer Demirt: So, yeah that's how I got my clients and every single time whenever I sit with them, I use your script by the way. The phone call script. I just made it a little bit more face to face ways. I didn't change anything, but I had to little to change it face to face. But yeah, after that.
Nice. And so, you said before that you know you picked restaurants and that was a mistake. And, you said the word mistake a lot, bad, but really you wouldn't have found dentists unless you had chosen that one first.
[00:27:00] Oh yeah. That's why I wanted to say that. I am pretty sure, there are in your community, I'll say our, in our community there are lots of people like me. Just go to Unroll.me and delete everything. It's just we get so many information and we're all over the place you know? I use that, oh this makes sense too. How can I apply this to Sams'? But, it doesn't work that way, you know? Again, there's no wrong marketing I think. There's only a better marketing. So, I think this is the better one 'cause I've used and I've tried all of 'em. And I told them, our community, that just go and get rid of everything, you're just confusing yourself with everything. Just go with one way. It's the way I think, yeah.
Sam Ovens: It's what I have to do too. I'm not on any email lists. I don't watch any YouTube channels, don't follow any blogs, don't listen to any PodCasts, don't watch the TV, I don't have any TV's in my house. I removed them.
Muzaffer Demirt: Yeah, that's the way. Yeah.
Sam Ovens: Because you've got to block out the noise. Otherwise all you'll do is just be drowning pleasantly in that noise.
[00:27:30] Yes, that's right. That's right, and I did that mistake. I just couldn't focus on one thing, let's say, and after I did that boom. Right away.
Sam Ovens: But, you said specifically, you said picking the restaurant niche was a mistake.
Muzaffer Demirt: Mm-hmm (affirmative)-
Sam Ovens: Because it didn't work out for you, but really it wasn't a mistake. You needed to, you had to pick something. 'Cause if you didn't pick anything, we don't know that you would have just discovered dentists.
Muzaffer Demirt: Yes, that's right. That's right.
[00:28:00] You know what I mean? It's like you have to pick something and by finding out that it's not for you, and not liking it, and not getting results in it, that helps you find the next one which is better. And then, the next one which is better, and that's how you got to dentists by choosing the wrong niche.
[00:28:30] Yes, that's right. It was only experience for me. I learned from it. There is a word Warren Buffet says a lot, but, "People usually learn from their mistakes, but those mistakes doesn't have to be yours." That is right, but sometimes you need to do your own mistake like the little mistakes as in experience, I don't consider them mistakes just like you said. So, on some stuff you need to go through by yourself. So, I knew it wasn't my niche from the start, I just didn't feel it right. I'm sure everybody has that feeling. And, I just tried it anyway because you told us just pick something. It was right advice because as you said I learned from it.
[00:29:00] Yup, and it happens for most people. If I look at someone like me and I found the niche I really love, I didn't choose it from the start. I chose probably four wrong things, five wrong things, before I found this. Then let's say we look at some of our most successful students like Andrew Argue. He didn't start with accounting.
Muzaffer Demirt: Yeah, yeah, that's right.
[00:29:30] When he came to me he wasn't even doing accounting and most people are like that. Most people can't, they don't initially choose the right thing 'cause they're not even aware of what that is. But by choosing the wrong one, they find the right one. So, that's why we give that advice. You just pick something.
[00:30:00] Yes, that's right. I think that's a real good advice and for those people who doesn't know their niches, just pick one, you'll find your niche when the time comes. You'll find it somehow. It was literally by chance that I found my niche. I was there at the dentist and I just asked, "Hey what do you do with your marketing?" It was time for me to ask and I did. And yeah, just pick one and go through it. You can change it. The worst, you'll learn from it. I promise that.
Sam Ovens: Yeah, the worst case is that you'll be better off than if you didn't pick it.
Muzaffer Demirt: Yes, of course. Of course, yeah.
[00:31:00] So, you chose this niche. You saw that they had a problem which was getting clients specifically like Invisalign clients and that. Invisalign clients are good clients to get because it's a popular thing right now. People want Invisalign, and also they pay a lot of money for it, and also dentists like it. But dentists are just being fed Invisalign clients from Invisalign and that's out of their control. So, it's like they just accept, it's like they've got a feeding pipe from the source and they only get fed a piece of food down that pipe at random times. And they like getting food from down this pipe.
Muzaffer Demirt: Yes that's right. That's right.
Sam Ovens: But, there's nothing they can do to influence more food coming down the pipe.
Muzaffer Demirt: That's right yeah that's right.
Sam Ovens: Which is like a shitty position to be in.
Muzaffer Demirt: Yeah, it's really bad.
Sam Ovens: If I was eating through that pipe I'd be like, I need to figure out how to get my own pipe or get a hundred of them.
[00:31:30] Mm-hmm (affirmative)- Yeah that's right and that's what I did. I mean, they still get Invisalign clients from their client base, but most of the traffic that they get, it's from Invisalign. com. I mean there's a section in Invisalign.com you can go and find the dentist near you and everything. It works that way. So, I just did reverse engineering and I'm doing whatever they're doing actually right now.
[00:32:00] Yeah, but Invisalign has to get them from somewhere. You know? Invisalign just doesn't have everyone. Invisalign has to get people from somewhere and then they're rerouting those to the dentists and the dentists just look at Invisalign and just think that it's a magical entity feeding them clients. But, none of them have the insight to think well how is Invisalign getting it and you actually looked at that.
Muzaffer Demirt: Yes, I did.
Sam Ovens: And picked it apart and found out how. And so, you engineered a new system where Invisalign is absent.
[00:32:30] Yes. Yes. I did it that way 'cause if you think about it. It actually doesn't make sense. I mean, you first, you try to do whatever you can do to get the client first and then try to pitch them the most expensive thing. But, I looked.
Sam Ovens: It's not what you try to do by the way.
[00:33:00] Huh? Yeah. Yeah. That's not what I'm trying to do, but I looked online. All the dentists are doing that. All the dentists are doing like just trying to get people into the door with the same message, literally same Google AdWords, almost the same pictures. I was like there has to be some other way. So, that's why I wanted to approach, not from the ... just to get them in the door, but what happens if I tell my dentist provider and everything, and then get them down actually down to [inaudible 00:33:14]. And it works. So, instead of I'm getting a client for a teeth cleaning, I'm getting them, Invisalign client eventually they become their permanent customer.
Got it. And then, so you picked the niche, you saw the problem they had, you found how you could offer a solution, then how did you know? How did you have the confidence that you would be able to actually get them clients?
[00:34:00] Well, you said whatever you think is true. So, I had a little confidence because I reverse engineered the stuff. And, after that I just said I believe this is going to work and it did. So, whatever I do, I just think whatever you said hey, actually whatever you think is true, right? So, I thought that this way is going to work and it did, and I reverse engineered.
Sam Ovens: So, you based it on good stuff. So, the fact that you reverse engineered it probably gave you a lot of confidence that you could do it.
Muzaffer Demirt: Yes. Yes. Yes, but then I...
'Cause there's definitely things I think are true and then I find out that they're not. So, you know what I mean? It's not a rule that whatever you think is true, it's always got to be true, that's how you go insane. You know what I mean?
[00:35:00] Yeah. Yeah. You're right on that, but since I had ... Just like you said. Since I had some proven stuff, it worked for Invisalign. If I find a really good root for myself, for the budget I have, for the location I have, and I really thought and I believed that I could do it, I could provide some customers, and I did.
Sam Ovens: You believed in your ability to figure it out.
Muzaffer Demirt: Yes. Yes. Exactly.
Sam Ovens: And for people listening, that's the thing you've got to do. Is you'll always get to that point and you've got to make a leap of faith.
Muzaffer Demirt: Yes. Yes.
[00:36:00] Because you find the niche, they exist, you know they exist. You find their problem, you know this is a problem for this niche. Then you think of a solution. You know the solution works because you've found that other people in this niche with this problem are using it to solve their problem. So, all of these things are looking pretty good. Now your theory is basically I can take this solution that's solving this problem for this niche and then just make it wide spread and give the solution to other people in this niche to solve the same problem and get the same result. So, that's a decent kind of theory. You know what I mean? It makes sense, but you think to yourself, well how do I know it's actually going to work. You don't know until you've done it and seen it and there's no way to know until you've done it and seen it. But, there's no way to do that without getting a client. And so, you can't ever be certain without acting. So, that's where you have to make that leap of faith. You just have to believe in your ability to figure it out and then take the action.
[00:37:00] Yeah, that's right. I'm pretty sure out there there's some people that knows lots of about marketing in our community, but you just need to act good or right, just do it and if you cannot do it, just start eating vegetables I guess. Waking up late or do whatever opposite of whatever you used to do. Just play with your mind. Just like you say. If it shows you a knife, show it a gun. So, that's what I did. "Hey you don't want to wake up? Here's the vegetable for you." That's what I did. So, it worked and eventually I made that leap of faith.
Sam Ovens: Nice. And then, how did you get your first client?
[00:38:30] My first client was one of two [inaudible 00:37:15] doctors. OH yeah, the other thing. So, it doesn't matter if you are getting your client from Facebook or I'm talking about B to B like for the industries. That location, that business is a local business to somebody. So, what they actually do is they check their reviews a lot. Everybody, especially the millennials, whatever they want to do they go to Google and they check the reviews and what kind of business is that and that's, how they reacted. So, what I do for dentists also instead of the, besides that Invisalign client, they have a client base, I get that client base and I make a, collect a review campaign and I try to push them to the Google, or Yelp, or whatever they are registered on. That way I increase the reviews and as the review increases people trust it more. So, it's a better marketing. Instead of me saying, "Hey my dentist is better", somebody else is saying, "Hey this dentist is really better". It's a better way of marketing. So, I also do that, the collect review campaign.
Sam Ovens: So, how did you actually get the the first client?
[00:39:30] Oh yeah. I was talking about that. I did the same thing. Find my lead. I found the email addresses and I emailed them. And then, I called them and then I said, "Hey I help dentists find Invisalign clients. Would you like to meet with me and talk?" And then, most of them at the beginning they said, "No". But then, with the ones that they say, "Yes", I just went there and I used your script and I closed them. I mean you'll see, when you see them, I think that Invisalign concept is really good. When I say I draw Invisalign patients they're like, "Oh really? How are you going to do that?" They react to that. They respond to that a lot. They like it. So, after the phone call ...
[00:40:00] By the way, let me say that I call the dentists if they open the email or click the link. 'Cause I drive them to my website. It doesn't matter if they click or not I call them anyway. So, whoever opens my email, I call them right away. "Hey I saw you check my email, that's what I do, blah, blah, blah, can I talk with the decision maker?" [inaudible 00:39:54] Most of the tine people are not that bad actually. Most of the time they either schedule you or they just say they are not interested in a really nice way or they just say yeah schedule you for a phone call or something. So, what I realized that it's not scary to call people. So, again I call them, I try to schedule a appointment. I go and I use your script and that's how I did it.
Sam Ovens: Nice.
Muzaffer Demirt: Yeah.
And, how are you pricing your services?
[00:41:30] I asked their current marketing is. What was their current marketing is. Then they usually don't want to say and then what I do, I say nothing, I just look at them. Just like you said and then they have to tell me well I'm doing this kind of stuff. So, if not, if it's a decent dentistry they are doing close to one grand a week for EDDM door to doors marketing, fliers. And I tell them, "Hey this is not right way to do". And usually, if you ask the return ROI from them they tell you that well the CPA's usually like three or four hundred dollars per customer. So, if you think that it's not a very good return. Why? Maybe it's a really good return, but you know I know that it's not because everybody, every dentist is sending the same fliers to the households literally. I am getting like three or four dental requests everyday almost. So, I try to explain to them hey, just give me that budget, I'll make it more effective. So, I know if it's a decent dentistry it's not just newly opened they have the budget four to five K so I try to tell them just give me that budget and I'll make it more effective.
So, like four to five K their budget. But, what, how much do you make? What's your fee?
[00:43:30] So, what I say is I try to, they are smart, when you approach them with the numbers they actually, it makes a lot of sense to them. I'm like, "You are spending that much of ... getting the one client", and I say "I believe that I will drop it to half". And then I say, " I'll give you five to ten Invisalign clients a month". And, what is, it comes to ... So, if you get 10, 15 Invisalign clients it comes to four K or something like that they need to pay you. And I say, "This is the budget that you need to pay for Invisalign clients". So, I go based off the numbers. Approximately, this is the money that we will need to pay for acquiring these customers, but whoever though I tell them it might be more, it might be less. I ensure them though, this EDDM that every dentists doing it, that's why the CPA's really high and doing other stuff will give them better results. And then, I tell them, "I need at least three to four K for ad budget", which they already have and I say, " and I'll charge you another three to five thousand dollars for my retainer fee".
[00:44:00] So, when you think about it. It's lots of money, right? It's like actually asking them seven or eight grand a month, but when you break it down, when you ask what they do with their marketing and how much actually they are spending for patients, and when you show them the numbers it makes sense to them. That seven to eight K doesn't seem too big for them, and they understand, and they agree on it.
Sam Ovens: Got it, and how many clients have you got so far?
[00:44:30] I started listening to you completely, today is, May I deleted everything. And then, it took me a month or a month and a half to study and reverse engineer everything step by step. And then, it's been three months, and I've got two different dentists and total of I have six locations. They have a couple of locations. So, yeah.
Sam Ovens: Nice and you're about 12 grand a month?
Muzaffer Demirt: Yes. Yes. I'm really close to 11 grand a month right now.
Sam Ovens: Real close to 11, and you started at zero?
[00:45:00] Yeah, I was making maybe two grand in a month with, I was a personal trainer before. Before I started with Tai Lopez three or four years ago, I was making about that money, two grand or something.
Sam Ovens: But, in terms of having your own business, or were you a personal trainer in your own business?
[00:45:30] Well, I started that way, but then I had to quit when I started doing Tai Lopez's stuff I quit and then I never, until I niched down and actually listened to what you said I never passed two, $2500 a month, never passed that.
Sam Ovens: Got it. Nice.
Muzaffer Demirt: Yeah.
Sam Ovens: And, what would you say has been the one most transformative part of going through the Consulting Accelerator program?
[00:46:00] Mindsets. Mindset, just go to week two and listen to it over and over again, and implement it. I had my experience. I'm not going to make the same mistakes. I had my experience. I acted wrong. I got experience from that. So, I tried lots of people's ideas, it never worked. Your's worked because you actually give us a road map to step by step what to do, but the most important thing is the mindset, the week two. Just study that week two a lot and then you will be able to do anything you want literally.
Sam Ovens: Nice, that's good advice.
Muzaffer Demirt: Week two. Yeah. Yeah.
[00:46:30] And then, what would your advice be for other members in the community? You know you've seen what they're going through and everything. What would you say to them?
[00:47:00] Just go to Unroll.me and delete everything you can. Just, it is, I am pretty sure some of the people right now that's saying, "Yeah, yeah, he's right". I had so much going on. I was getting ebooks from Infusionsoft, from Salesforce, from Tai Lopez, from everybody I was getting so many information about marketing. I'm like which one to do? And then, without realizing it you try to implement all of them, then nothing works. So, just go to Unroll.me, it's a free service. Type in your email address. Delete everything and just follow Sam because I use the other ones, it didn't work. I used Sam, yes it is working.
[00:47:30] Cool. Well thanks a lot for jumping on and sharing your story. I'm sure it's going to inspire and help a lot of other people, and I look forward to chatting with you again soon when you're up at Hundred K a month.
Muzaffer Demirt: Yeah. Hopefully, that's my goal. My first goal was 10 K a month. Now I reached that.
Sam Ovens: Not hopefully, it is.
Muzaffer Demirt: Yeah.
Sam Ovens: It is the goal.
Muzaffer Demirt: Yeah, and then going up, up, up, hopefully. Yeah that's my goal right now.
Sam Ovens: Cool.
Muzaffer Demirt: Yeah, thank you very much for having time to talk with me. Thank you very much. It's good meeting you finally.
Sam Ovens: No problem man. I'll speak with you soon.
Muzaffer Demirt: Okay. Thank you very much. Bye.