#1405- My 52nd Client To Hit 100K/Month... Here's How He Did It

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• 0:00Speaker 00

  What is going on? Welcome to cash flow content Q and A. Coach John, what's up, brother? Tell me some wins.

• 0:05Speaker 01

  Hey, what's up, buddy? Yeah, I'm starting to finally book people in for calls that I don't know personally. These are people who like found me and started following me or having followed me. So I like that the content is converting. That's nice.

• 0:20Speaker 00

  Let's go. Call cash flow content for a reason. We love that.

• 0:24Speaker 01

  Yeah, exactly. Yeah, I'm loving it, dude. One question I have is I've got it pretty big and I posted this in the group and I got a good answer from Nick, but I want to hear your perspective as well. I've got a relatively big email list of past clients that have trained at the gym that don't longer, no longer train there for whatever reason. And I want to know how I can engage with those people to get them onto my Instagram. So they can start to follow my content and potentially turn them into my online offer. Like, what would you do in this instance?

• 0:51Speaker 00

  How big is your email list?

• 0:52Speaker 01

  It's like fifteen to twenty thousand. Yeah, fifteen to twenty K. So I would say like twenty five hundred of those are past clients. And then the rest are probably just leads of people in and around the city that never actually came in.

• 1:04Speaker 00

  Okay. Do you have a close relationship with some of them?

• 1:06Speaker 01

  I would say like twenty five hundred of them know who I am and probably five hundred I could probably have a pretty good conversation with.

• 1:14Speaker 00

  Can I give you some counterintuitive advice?

• 1:16Speaker 01

  Yeah, sure.

• 1:16Speaker 00

  Some get richer advice? If I wanted to get richer, what I would do is I would pull up the list of leads, the five hundred of the leads, then I would personally contact them myself and I would just contact them, but I would just literally call them bam randomly. You do, you probably call five hundred people in a day, dude, and call and just be like, hey, Coach John, what's going on? It's Brian Mark here and I just wanted to connect because I know that me and you trained a while back. And I just wanted to do a customer service checkup and see how you're doing. I know it's been a minute. I just wanted to, you know, check in with you and see how everything's been since we started working together, stopped working together. What's going on, brother? How you doing? And I want a hundred percent fucking guarantee that you book some sales calls from there. A hundred percent. So you spend ten minutes just having a conversation with them, seeing how they're going, seeing how they're doing, whatever. And then on the back end of that, the people that are like, I've been really struggling, but dude, let's get you booked in for a consult.

• 2:01Speaker 00

  Like, I'll do a free thirty minute consult with you. You can kind of walk me through kind of what you've been up to recently, what you've been eating, how you've been training. I'll give you some advice on, you know, what you're doing right now. And if you like the consult, that's amazing. We can talk about the offer looks like. But if not, no questions asked. Like, you can just take the game plan. Does that sound good to you? Yeah, sounds great. Perfect. What do you got tomorrow? So if I had your business, I would one hundred fucking percent be doing that. In terms of getting them from your email list to your Instagram, what I would do, John, is I would write value dense emails with lead magnets attached to it. And then I would tell them if they want the full cheat sheet slash PDF to follow you and DM you on Instagram. So that's what I would do for the majority of the list is I would just create a value dense email sequence. To do this would be pretty easy because you're already creating high quality content on Instagram now, John.

• 2:43Speaker 00

  So what you do with your high quality, like conversion value content you're posting on Instagram, plug that into Claude, go Whisperflow, ask Whisperflow to like, just like expand on those thoughts a little bit and ask Claude to just like clean this up and like write a clean email for you. You could do that with ten to fourteen of your posts and now you've got, you know, two emails a week for the next, next seven weeks. That's the specific answer for email. But if I had your business and I wanted to get rich, I would be out down dialing the people that I'd already been clients with.

• 3:07Speaker 01

  Yeah, good call. I love it. Awesome, man. All right, I'll do that.

• 3:11Speaker 00

  Let's get richer. Good to see you. I'm happy to hear your Instagram's booking calls, bro. That's awesome.

• 3:15Speaker 01

  Yeah, thanks, man. It's great.

• 3:16Speaker 00

  Cool. See you later, brother. What's up, Rob? Tell me some wins.

• 3:19Speaker 02

  Well, I booked a client last night, so, so, yeah, that was good. I just signed up with you about three days ago, so that's a win.

• 3:26Speaker 00

  Hell, yeah.

• 3:27Speaker 02

  So, yeah, this is my first call with you and I just had a quick question. I just finished doing the onboarding video from Coler. So I haven't gotten any further than that. I was in another program, so I do have my Instagram up and running and a few followers and stuff like that. I think it's just over seventeen thousand. But my question, I guess, is in regards to all the followers, because I haven't done a whole lot of outreach with new followers, is that the same as considered cold calling? I didn't think so. Okay, just want to make sure.

• 4:02Speaker 00

  Cold calling is going to hashtags or people that don't follow you and sending them a message for it. Like, when people follow you, you got to imagine that your Instagram's your storefront and you're saying hi. Yeah, when I DM people that are interacting with my content, it's like, yo, Rob, thanks so much for supporting my content. Like, what made you decide to follow me?

• 4:18Speaker 02

  Yeah, but it's for now. It's all I got. I'll just listen.

• 4:22Speaker 00

  Cool. Sounds good, Rob. Good to see you, bro. I'm excited to see where you go. Congratulations on signing your client.

• 4:25Speaker 02

  Thanks.

• 4:26Speaker 00

  Talk to you soon, brother. Hey, look who it is. What's up, Scotty boy?

• 4:30Speaker 03

  What's going on, brother? Uh, well, I got a webinar in an hour here. I have a hundred and eighty five people registered for it, so hopefully my show rate improves.

• 4:37Speaker 00

  What was your show rate on the last one?

• 4:39Speaker 03

  Twenty seven point five percent. I done four and they went up from three percent to twelve to twenty seven and a half. And I have fucking like guerrilla marketing. I've been texting every person that drops in. Yeah, so my thumbs hurt, but a hundred and eighty four today, so we'll see.

• 4:53Speaker 00

  Are you doing it to cold?

• 4:54Speaker 03

  Ads, yeah, cold traffic.

• 4:55Speaker 00

  Yeah, so like twenty seven percent on cold traffic is fucking excellent, by the way. So.

• 4:59Speaker 03

  Yeah, so I, yeah, so that's, that's a win. Is this an audit call or just a question call?

• 5:04Speaker 00

  Question call.

• 5:04Speaker 03

  Okay. At what point or what like scale do you have to be at to bring a setter in? Like, I'm, I'm small potato still. Like, what's the benchmark where you would look to before you bring a setter in?

• 5:16Speaker 00

  Yeah, so I would say like a setter would come in around like, I think the ten thousand dollar a month mark would make a lot of sense to have a setter. I would also say that like, if you guys don't have the volume right now, as in like, we're not getting a hundred followers a day. It's like, there's not really a purpose in having a setter. I'm going to pause on that thought, though, because that, it's not necessarily true. Because right now you're running webinars. And so what you're doing with your fucking thumbs right now, the guerrilla marketing, we could easily, yeah, so like your stage, it actually does make sense to get a setter. If you wanted to get a setter, you could get one from onlinejobs.ph. It's like a Filipino.

• 5:48Speaker 03

  Where I hired my assistant from. It's wicked.

• 5:50Speaker 00

  Yeah, so you could get a setter from there and then you would just have to spend four to eight weeks training them on your, like, your processes. Honestly, if I had your business at this stage, like, I would let them know that you, they might do a little bit of Instagram stuff. Like, obviously, we want to interact with everybody that's on the profile and see if we can book some calls. But if you're doing weekly webinars, which it sounds like you are, I have somebody like that from my webinar, Scott, where they're doing all the outbound messaging. So anybody that lands, bam, they're like outbound messaging them, texting them personally, et cetera. And yeah, if we get our webinars to a thirty percent show rate every single time, it's like, we're going to be able to print money faster. So it's a very good idea.

• 6:21Speaker 03

  Okay, cool. Appreciate it. Thanks, Ben.

• 6:23Speaker 00

  What's the offer on the webinar, Scott?

• 6:25Speaker 03

  Seventy five hundred dollar consulting for advanced mortgage strategies in Canada.

• 6:29Speaker 00

  And what was your booking rate on the last one?

• 6:31Speaker 03

  So that was, I hired an ad coach to break it down. He's like, your, your, your book call cost acquisition, all that stuff was good. But I only booked four calls from the people that were on the webinar. So I've retweaked the webinar, I've put in the offer upfront, given a way bigger cash incentive. So I'm hoping that I can increase my book call rate for whoever shows to the webinar.

• 6:51Speaker 00

  Do you know what your booking rate was?

• 6:52Speaker 03

  When I made the offer at like the forty or the thirty seven minute mark, I only had twelve people live and four of them booked. So it's like a thirty percent book call rate.

• 7:02Speaker 00

  Booking rate's good. The booking rate's good. So if we get a hundred and eighty people and now we get thirty percent of them to show up, ideally, you want to be aiming for the, for an eighty percent hold rate as well. So I don't know if you're.

• 7:13Speaker 03

  Yeah, that's, yeah, I'm trying to fucking like improve the cadence of the, the deck.

• 7:17Speaker 00

  Cool. All right, bro. Keep me posted. I can, I can answer questions around that, too.

• 7:21Speaker 03

  Appreciate it.

• 7:22Speaker 00

  Talk to you soon. Peace out. Los, what's up, Los?

• 7:25Speaker 04

  How are you doing? Well, I got to like set up the win before it happened. So like last Sunday, my brother totaled his car, right? And I was like, oh, fuck, there goes like me on track to hit the record, right? We broke the record.

• 7:38Speaker 00

  Oh, we just did a hundred K. Let's go, dude. That's the first time I've ever hit a hundred K. What's that? Yeah, so did you become number fucking fifty two to hit a hundred thousand dollars a month, dude? How's that feel?

• 7:49Speaker 04

  Something like that. Dude, it just feels like another day, man. It's like, I, it was cool for a couple of minutes. Obviously, that's been like my goal for like eleven years. Like, because I've been entrepreneur for eleven years and I was like, oh, shit. But, yeah, man, just thankful, thankful for the, I appreciate you. And, yeah.

• 8:04Speaker 00

  Let's fucking go, bro. That's sick as shit. Well done.

• 8:06Speaker 04

  So, like, honestly, dude, although the best thing I stole from you was I'm looking for five people. So, so what I did is I don't film myself anymore. I have my clients act like me. So my clients say, I'm look, I'm looking for five contractors who are serious about growing their business and are making at least ten to thirty thousand dollars a month. So I reverse engineered you, but I took my face out of it. Does that make sense?

• 8:29Speaker 00

  Yeah, dude, that's brilliant. I love that.

• 8:31Speaker 04

  So now, like, I'll drive to a client. I'm like, hey, can you just say I'm looking for five mamas whose husbands own a contracting business that are making at least ten to twenty thousand dollars a month? Send me a message below. And the DMs are funny. It's like, message me Cheetos, message me tacos. So like when my DMs come in from the DM ads, Cheetos, pizza, tacos, burritos, dumplings. So, uh, yeah, now I hired my really good friend. He lives in Florida. He's like a CRM nerd with goal high level because obviously I'm stressed out. He wasn't doing so good, so I paid him seven grand this month just to clean up my automations. I watched your VSL video, like on sending a video to people before my call, uh, which I kind of made that already.

• 9:11Speaker 04

  Like, I mean, that's in the works, so I'm doing automations for that. My question is, where should I put my energy at right now? Because right now I'm doing sales. I'm doing kind of fulfillment. My virtual assistants get fulfilled. Like, my virtual assistants are like a mini me because each client has a virtual assistant. Does that make sense? So like, but I kind of screwed myself because I say, hey, it's as many one-on-one calls as you want with me. So I'm thinking that I have to, well, I mean, it's not, did you say that? Is someone saying, oh, sorry? Yeah, so, yeah, because it's like an echo. So, um, I think I'm going to have to transition to group calls, you know, a couple of times a week. So that's one thing. I haven't had time to really dive deep on the content side of things. But, yeah, I feel like I'm at this bottleneck now, kind of like bottleneck myself. It's cool that I hit this number, right?

• 9:54Speaker 04

  Now it's just like, I assume you went through that, too.

• 9:57Speaker 00

  Yeah. So like every business owner as you scale is going to run into fulfillment constraint. So that's what we're at right now is a fulfillment constraint and it starts with like as many one on one calls as possible. You know, and like when you guys are getting your business started, doing a lot of one on ones with your clients is is a smart idea, you know, to really build your brand reputation and get yourself off the ground. But as you guys scale, it becomes impossible. Now, the good news for you, Loz, is it's actually pretty easy to transition to that group model. And the way that you'll do that is, uh, everybody write this in the chat, present it as a value add, not a value subtract. So anytime you guys are going to make a change to the way that you deliver your coaching service to your clients, it needs to be presented as a value add, not a value subtract. So, Loz, if I went to you and I said, hey, Loz, sorry, moving forward, we're gonna be

• 10:43Speaker 00

  high bashing the one on ones. So no more one on ones, but we do got group calls. So, you know, that's good. Very bad. Okay. But the way we would do that is you'd say something like this. All right, guys. So what I actually realized is that I've been selfish, you know, and I've been selfish because I haven't had the opportunity to introduce you guys to each other. And what I realized, I'm actually in a mentorship program right now. And one of the most valuable parts of that mentorship program is where we all come together collectively and we share struggles and we share ideas. Cause there's going to be something that, you know, Vershon struggles with, that Anas also struggles with. And then when I'm able to give Vershon value, you know, Anas gets value from that as well. And so moving forward, what we're gonna do is we're gonna move to a group coaching container. And the good news for you guys is you guys are gonna get more access to me. So what I'm gonna do is I'm gonna host two grouping group coaching calls per week.

• 11:25Speaker 00

  There's gonna be one on Thursday and there's gonna be one on Friday, whatever. And these are gonna replace the one on ones. And the reason that I'm doing that is so that you guys can come together collectively and learn from each other. And that way, everybody's gonna grow faster. These changes take place effective immediately. And the first group coaching call is at nine AM PST on Monday. Oh, by the way, we are giving away a thousand dollars cash in the month of October. And all you gotta do to enter is show up to at least one group coaching call per week. And just by doing that, you're into doing a thousand dollars cash. If you guys are excited and you're gonna show up with a group coaching calls, drop a fire emoji on this, on this post. And now everyone's like, oh, my God, like fucking group coaching calls, you know? Instead of being like, fuck you for taking away my one on one, you know? Now, when you do that, you are gonna get some people that are like, bro, like, I love the one on one, like, what the hell?

• 12:09Speaker 00

  And for those people, you'd be like, dude, if you ever need me, like, if there's ever anything that you, I didn't answer for you on the group coaching call, you can message me and I'll hop on and I'll help you out. You know, but you do that behind the scenes, you know, you don't do that in public. You know, so for the one, two, three, five people that are upset, you know, you just handle it privately. But then you also have to know, Loz, that when you sell it, everybody new that you sell is not even gonna know the old model, right? They're not even fucking know. They're just gonna see what you have now, you know?

• 12:32Speaker 04

  Should I do like a vote for, for like the best time? Cause all of them are contractors. So they all work like crazy hours, you know, like? Yes. Should I ask like, hey, like, what's the best time and have like all my VAs message the clients saying, hey, what's the ideal time for you for a Zoom call? Doesn't matter the day, just tell me a time. And that would be like.

• 12:48Speaker 00

  What's the ideal time of the day for you for a Zoom call? I'm just like, I'm doing, uh, I'm working on a project for the group. Just, yeah, that's a great idea. Yep. That move will open up your time so that you can actually do more shit. So it's like, right now, you can't keep a prescription from inside the bottle because you're stuck in fulfillment. So the only thing.

• 13:03Speaker 04

  I'm not gonna say I have anxiety. I'm grateful for all this, right? Appreciate you, um, like the conversations we have every week, but it's like, I haven't really been able to enjoy anything, which, which I love the game, right? I'm just in the fucking game, but it's just like, dude, it's like a lot of pressure. Uh, I love the pressure, right? It's like, hey, I'm taking care of people. Thank God. But it's like.

• 13:20Speaker 00

  I get it. Yeah. You, you don't gotta explain to me. I get it.

• 13:23Speaker 04

  Should I, uh, hire my friend more full time every single month? Cause I have the cash flow now. So obviously I have to spend money for taxes for him. Like, hey, dude, you're in charge of like my, you're my systems guy. Or something where I don't really have to think about sort of things or I'm not there yet.

• 13:36Speaker 00

  I would say focus on one project at a time. So like the first thing that I would do is I would remove the constraint of you from the fulfillment. Once I remove the constraint of you from the fulfillment, it will give you more creative energy to actually analyze the business and see what areas need to improve. Because sometimes when you're in the grind so much and you're literally like on the road and you're fucking driving as fast as you possibly can, you don't have a chance to look at the scenery and potentially see that there's a bear on the side of the road. You know, so like right now, we kind of need to slow the car down a little bit. Not when I say slow the car down, I don't mean the business, but we need to let somebody else drive as a better way to put it so that we can enjoy the scenery. So we basically need to take somebody else, get somebody else, like when I say somebody else, it's like, we're gonna take the fulfillment constraint that we have right now, which is causing us to move at a million miles an hour.

• 14:19Speaker 00

  And we're gonna put that in a group container, which is going to allow us the time to actually think and process with what the next move is. So if I were you, I would, wouldn't focus on anything other than that. And that would be the only action that I took over the next seven days, including, you know, all the other stuff that you're doing.

• 14:32Speaker 04

  So it would be like me teaching my clients how to do copyright. Cause when you join my team, I come up with 20 scripts. I bottled like myself hard right there. So like, meaning like, I come up with what you're gonna see on camera. I like copywriting. It takes me about three to four hours to do 20 ad style things. Would, would that be like in a group setting or like a pre-record like, hey, this is how you do copyrighting for your HVAC business instead of me doing it every single, like, that's kind of like the group thing you're thinking about.

• 14:54Speaker 00

  Mm hmm. But I would start with a group calls, like the one on one calls.

• 14:57Speaker 04

  Yeah.

• 14:58Speaker 00

  Yeah. But yes, you're absolutely correct. Like that is how you would think through it. And like the next level of that as well is like training an AI agent to do, write those scripts. Cause if you've done that for a hundred plus clients and you have a hundred plus client scripts that you can plug into an AI agent, the AI agent would definitely learn how to do those. And then now anybody that joins the program gets access to the AI agent that the AI agent now writes the scripts for them, you know?

• 15:19Speaker 04

  I really need it. I'm, I'm happy I'm at this stage of business talking to you. Cause I've been following you for so many fucking years, but I'm happy. It was when I got to this stage, it's, it's really helping me a lot. Thank you so much, Brian.

• 15:29Speaker 00

  Got you, bro. Good to see you. Congratulations on a hundred K. Number 52 to hit a hundred K in my ecosystem. Let's go. That's good shit. Tash, what's up? Tell me some wins.

• 15:38Speaker 05

  Hey, I've gone from 300,000 views in the last 30 days to 950,000 views.

• 15:45Speaker 00

  Let's go.

• 15:46Speaker 05

  But the cash flow part of it is not, not going so well. I've only made $400. So changing everything. Broke to Cole and he said, if you, I, do you want more money? If you want 70% more money, you need to do the outreach. So just wrapping my head around the actual system to do that, is there a spreadsheet? So yesterday we commented, like reached out to everyone that commented on our stuff. And then we put it in a spreadsheet and then, um, they responded back and then I responded back and now I'm in the sell by chat. But now they've gone quiet. And so do I follow back up with them? I'm just overwhelmed with the volume of a hundred reached out today and how often I follow up with and, and what your CRM is.

• 16:29Speaker 05

  Like, do you use Meta or do you use ManyChat to kind of store the convo and all of that?

• 16:35Speaker 00

  Yeah. So we do Meta Business Suite to store the conversations. We're gonna do that scale Meta Business Suite is how you store them once they're qualified these. I'll be honest, when I first got started, I was literally doing all this in the Instagram DMs. Is that what you're doing right now? Or are you using a software?

• 16:47Speaker 05

  No, I'm using Meta Business Suite and I've got the new followers on a ManyChat automation and you can't see it in the Meta Business Suite and it's complicated.

• 16:56Speaker 00

  Yeah. Yeah. So Meta Business Suite is the software that we use. As soon as somebody responds, I just star them. Because then you can filter from the people that have actually replied, which is easy to find when you just go into the start. So that's what you do. In terms of the DM script, it's like the DM script is in the portal. Have you watched all the DM units, like the Ghostbuster unit and stuff like that?

• 17:14Speaker 05

  No. So that's probably the next bit that I have to do. So that'll tell me when I reach out, if they ghost and obviously why I would do that. And which ones I go, you're an idiot and which ones I go, I should hump shit.

• 17:25Speaker 00

  Yep. Yep. So like the, the DM unit's gonna cover not only the DM script, DM psychology, what to say when they ghost, how to read the temperature, the lead, all the stuff that you're gonna need to have an in-depth understanding. Cause it's like kind of stepping into a world that you don't fully understand. So the next step would be to get armed with that information for sure.

• 17:41Speaker 05

  Okay, will do. Thank you.

• 17:43Speaker 00

  You're welcome. Hey, listen, we got half of it done. We got the flow now. Now we need to get the cash and we'll do that.

• 17:48Speaker 05

  Yeah. Show me the money.

• 17:50Speaker 00

  Yeah. Okay. Good to see you, Tash. Talk to you soon. Vereshon, what's up, bro? Tell me some wins.

• 17:54Speaker 06

  Yo, yo, what's happening? Wins were off to a, a good start. I mean, a little boost from, uh, some people who are recurring from last month, but still on pace for a record. So I don't wanna put that down. So that's good. I also bit, I'm trying to like, let me, I wanna refine it before I share with everybody. But I, I bit something from one of the videos you posted on YouTube where you followed up with somebody and then a couple of days later they closed. So it did work for one person. So I'm waiting to see if it works for a second.

• 18:21Speaker 00

  Talk about that loom video?

• 18:22Speaker 06

  Yeah, yeah. Like literally I just.

• 18:24Speaker 00

  That loom video is in the chorus too. You know that, right?

• 18:27Speaker 06

  Oh, for real?

• 18:27Speaker 00

  Yeah.

• 18:29Speaker 06

  Well, it'll be there twice for us. Anyways, so yeah, things are good, which is why I'm here like, I don't even know if I really truly have a question. Like, I feel like I just need to get like big bro'd a little bit where it's like, I'm off to a good start and like, I don't, like, I'm not like worried about it continuing. Like I have somebody that should be closing on Saturday. I have another person that deposited that's like, I don't know, a little wishy washy, but like that should close. But like, still, even with those, like, obviously I'm going to keep pushing. But you know, I'm just like in this place where it's like, all right, things are working.

• 19:06Speaker 00

  Your brain is like, whoa, whoa, whoa, things are going really good right now. What's up? You know, what's happening right now?

• 19:11Speaker 06

  Yeah. And I, I need them to go really well. It's not like desperation, but it's like, I just wanna see it happen.

• 19:16Speaker 00

  Yeah. Yeah. That's what happens when your brain, your brain's like, starts freaking out when you actually start succeeding and you're not like used to success. You're like, whoa, whoa, whoa, whoa, whoa, hold on, brother. What the fuck's going on?

• 19:25Speaker 06

  The thermostat.

• 19:26Speaker 00

  So what you need to do is you need to like have the vision, right? So like, are you doing like your daily affirmations and shit that we talked about, the mindset work we talked about?

• 19:34Speaker 06

  Yeah, I made the, the video. I listened to it. I pulled up, um.

• 19:39Speaker 00

  So like get an affirmation that you say to yourself, you know, when your brain starts kicking in. My rule of thumb is that my brain and my fucking mouth can't move at the same time. So like, if I'm speaking, I'm not thinking like right now, I'm not thinking, I'm just speaking. So my affirmation that I say to myself is everything is always working out for me. So like for you, like whatever affirmation you wanna say out loud to yourself, everything's always working out to you. Whenever my brain starts firing off in the middle of the day, you just need to catch those thoughts. That's the first thing is just like catch yourself fucking in your thoughts when you start, you know, worrying or stressing a little bit, like, yo, everything's always working out for me. Everything always works out for me. I'm Brian Mark. Everything always works out for me. So find some sort of affirmation that you resonate with. My money comes to me frequently, is easily and effortlessly. I hit record breaking months all the damn, I hate record breaking months all day. This is gonna be a record breaking month. This is gonna be a record breaking month. It's gonna be a record breaking month.

• 20:19Speaker 00

  Whatever it is, find some sort of affirmation. So that's the first thing. Second thing, stop focusing on the end goal of the record breaking month. As in like, oh, I'm gonna hit a record breaking month and remove the pressure. And instead, focus on the daily activities that are gonna get you there. So like, we can have that as the goal, but we don't wanna obsess over the goal. So instead, what I want you to do is like have that as like the thing that we're aiming towards, but just have all of your focus on the daily activities that you've been executing on that are leading to these results. It's like, I don't like, I have goals that I want to achieve, but I'm not like obsessed about them all day, every day. Because when I get obsessed about them, I like grip onto them. And it's kind of like when you fucking grab a handful of sand and you're just like squeezing a handful of sand, it just like leaves your hand fast. I just like hold the handful of sand. I'm like, I know what I wanna do, you know, but I'm not like obsessively focused on it. So focus on the daily activities with obsession.

• 21:03Speaker 00

  Be relentless in the daily activities and the goal will present itself.

• 21:06Speaker 06

  All right. Work. Cause I mean, everything's working in terms of like, like I'm definitely booking more calls. Like I'm booking more calls.

• 21:13Speaker 00

  Closing more deals.

• 21:14Speaker 06

  The, yeah, closing more deals. I'm like trying to have less people like deposit and then pay later, but it's like, whatever. It like, when it comes, it comes. That's good. Like the next thing I'm, we're on a break. I'm like the opposite of, of Tosh. Like I got money coming in, but the, the flow, the flow is still slow, but I know I'll, I'll figure it out.

• 21:35Speaker 00

  Yeah. So that's be obsessed with that, you know? So like, take the energy that you're thinking about your stuff and just focus and be obsessed with getting more views. That's what I would do if I were you.

• 21:44Speaker 06

  Word up, man. Thank you.

• 21:46Speaker 00

  Good to see you, bro. Congratulations. Good shit. Peace out. Tiffany Tooms, what's up? And Sid. Tiffany and Sid.

• 21:53Speaker 07

  What's going on? So wins, wins. We had one of our, one of Tiffany's videos popped off. It's close to a hundred and sixty thousand views now. So that was the first one we were able to get on her Instagram page to pop off, but we started posting consistently on TikTok. And TikTok, she has a hundred and eleven thousand followers. So we're started posting on there again, and then Facebook again. So not just Instagram. So we're starting to get movement there and then we'll start on YouTube shorts next week.

• 22:20Speaker 00

  Boom.

• 22:21Speaker 07

  So just doing the compounding is helping a lot. When we were on the call with Cole on Tuesday. So me and Tiffany have always just done, I guess inbound. So we've always done permission based selling. So basically our model is a school community funnel. So we funnel people into a, you know, a school community, sell from school community through workshops. And then obviously Tiffany's doing one-on-one scheduling on Instagram and we're on our profiles now. But we had always done it via permission based selling. So I have seven buckets when I enter a school community and then I'll reach out based on if they engage or they do something within one of those buckets. So, you know, but that's all we've ever done. And then Cole was like, well, if we only did inbound, me and Brian would only be a couple hundred thousand dollar a year business. We do a lot of outbound.

• 23:05Speaker 07

  And that kind of opened my eyes because then I was like, well, I get outbound, but like, like to me, sending something to a new followers technically I consider inbound because it's a behavior that they're taking.

• 23:14Speaker 00

  Yes. Yes. Yeah. Yeah. I don't do outbound. I'm gonna pause. I don't do outbound. Okay. I only engage with people that engage with me first. If I post a video that's like, how to go from zero to a hundred thousand dollars a month, right? And somebody likes or engages or comments on that video, that is them expressing interest in that thing. If they didn't like it, they would scroll away. And so the only thing I do is I start a conversation with people that have expressed interest in the thing that I'm producing on social media. So like, it's only outbound. If you're DMing strangers on hashtags, if they engage with me first, it's not outbound. It's just, I'm engaging them in a conversation and I'm also not selling, by the way. Write this in the chat. The DMs are not for selling. The DMs are for building relationships. That's all I'm doing. Like, yo, what's going on? Sean, thanks for the follow. You on a, you know, you're trying to grow your business or just enjoying the content?

• 23:57Speaker 00

  I'm just, I'm just saying what's up and you could say to me, just enjoy the content. And then I'll say, that's great. I hope you enjoy the content. Have a great day. But if you say to me, I'm trying to grow my business, then I'm like, that to me is permission. I'm like, dope. Like, cool. Whereabouts you from? Yeah.

• 24:11Speaker 07

  Okay. So Cole made it sound, okay. So I guess I was confused because I kept trying to think of like, well, how is he outbounding? Like, because he specifically say in your book that you don't do that.

• 24:21Speaker 00

  I don't know about, just as a rule, I only engage with people that engage with me first. They don't engage with me, I don't engage with them.

• 24:26Speaker 07

  Okay. And then is there, I haven't been through the self, but yeah, Tiffany's been going through that. Is there specific scripts or are you doing audio voice? Or are you doing, I'm guessing you're not doing videos. That's a shit ton of video.

• 24:36Speaker 00

  You don't want to do video as the first message because it sub communicates that you have zero time and that you're not a valuable person. If you're sending an outbound video to every single person that follows you, the prospect's going to be like, this dude sends a fucking video to every single dude that follows him. He obviously has tons of time and probably isn't a person of value. You don't want to do that. And it also comes across like you're trying to sell them something. Whereas if you just send a message, yo, Tiff, thanks for the follow. Are you working, are you growing your business right now or just enjoying the content? Boom.

• 25:02Speaker 07

  Okay. And like, obviously a lot of those are a mini chat, but then like you, you're saying that even for people who like your content, you have setters going in and you have been reaching the people on.

• 25:11Speaker 00

  Yeah. Hey Sid, thanks so much for the support of my content. Are you, you trying to grow your business right now or just enjoying the content?

• 25:16Speaker 07

  Same thing. Okay. And then I can't be set up in mini chat. You're having them do that. Okay.

• 25:21Speaker 00

  Sir.

• 25:21Speaker 07

  Okay. We can, uh, is there scripts inside the content?

• 25:25Speaker 00

  Sure is.

• 25:26Speaker 07

  Okay. I'll go get those scripts. Tiffany had a question.

• 25:29Speaker 05

  Don't hog.

• 25:29Speaker 00

  Go ahead.

• 25:31Speaker 05

  Um, so I saw your video today about the no more AI carousels.

• 25:37Speaker 00

  Yep.

• 25:37Speaker 05

  So we've been starting to do more whiteboard videos.

• 25:41Speaker 00

  Love those.

• 25:42Speaker 05

  Are like for the competent piece of the three Cs. Would you recommend that I have my face in those then to be part of the like face brand building or?

• 25:52Speaker 00

  Yeah. I'll tell you why. Okay. I'm a huge fan. Like, so I think if you're speaking in the video, it's still communicating your competence. It's like, my goal is I want people to recognize my face, but it's again, if people are recognizing your voice, I think that still communicates your competence. So as long as that's not the only content strategy on your page, it's your voice speaking in the video, communicating concepts. I still think you're building a personal brand. So yes.

• 26:16Speaker 07

  Okay. Uh, I think we had a question on when to start follower ads, but I don't know if there's like a mark that you.

• 26:21Speaker 00

  I would say that if you guys aren't outbounding the people that are engaging with your content, don't even think about it.

• 26:25Speaker 07

  Okay. Fair enough.

• 26:26Speaker 00

  Deal. We got money in the page already. Once we get that money, then we can start doing that.

• 26:30Speaker 07

  Okay.

• 26:31Speaker 05

  Thank you.

• 26:31Speaker 07

  Thank you.

• 26:32Speaker 00

  Good to see you guys. Congratulations on your recent success. Talk to you soon.

• 26:37Speaker 00

  What's going on fam? It's your boy Brian Mark. If you didn't know, we just launched the $10 million Instagram funnel blueprint. We came a three time national best seller within the first week of us launching. You can get the book, The $10 Million Instagram Funnel Blueprint. That is my literal start to finish complete guide on how to make money with your social media account on amazon.com. So search up The $10 Million Instagram Funnel Blueprint by Brian Mark and get your copy. Guarantee you best purchase you've ever made.

• 27:05Speaker 00

  Anas, what's up, brother? Tell me some wins. Oh, the big guy. What's up, bro? How you doing?

• 27:12Speaker 07

  Oh, man. So, so blessed, so blessed, so grateful. Couple of wins since joining Cashflow Content. I just feel so stupid of how shady of a job I've been doing in organic until I joined Cashflow. Just last couple of days, thirty K cash collected just off IG are, I was trying to pull that up. Just in the last two weeks. Just some of the posts, we're getting thousands of saves, you know, almost two K.

• 27:39Speaker 07

  Couple thousand shares going through and the most annoying thing is we're just starting to implement what you're teaching and it's just such a small scale. And I'm like, if I did this a lot earlier. So I'm kind of pissed that it took you this long to launch this program for us, for the rest of us, non-personal fitness trainer. But momentum is there. Super grateful. Cash coming in, attention coming in, all the right things coming through. And a big thank you on the permission slip is one of the other things like we have stupid amounts of testimonials, case studies, all that. We just don't post that shit. Like it's like hidden behind funnels or like you gotta see it or talk to someone and just watching your trailing and then watching your content. I'm like, oh, like you literally just hammer it all day, every day, all day.

• 28:20Speaker 00

  All day, bro. On my stories. Like you're got, you're going on my, I'm actually going to post that on my feed. You're going right to my feed, bro. Zoom call. Bam. Right there, you know?

• 28:28Speaker 07

  Yeah. Uh, so thank you for the permissions. Huge. So pumped. And you're going to hit my question because it might seem a little bit fast. Right now we have just over forty videos created between reels and YouTube and my big constraint is creative director. And I'm like, I'm ready to fly someone in person. Like I just want to go all in and commit. And for the longest time it's been me, a lot of my head coach. We do all the video revisions, all the comments, all that kind of stuff. And it is such a massive drag. I don't per se know exactly what to look for in terms of like creative director. What are some of the things? I'm like, okay, are they responsible to do? Our revisions, like I'm okay to do all the scripting, that kind of stuff, but is it, they find some of the ideas, like what can you recreate? Some of the things that you teach, like we were doing from like Saint Castle, that kind of stuff. Like what would be

• 29:14Speaker 07

  an ideal criteria of some of the things that I'd look for in a creative director?

• 29:17Speaker 00

  Yeah. So, so you're, you want somebody to actually fly in and film with you. Is that correct?

• 29:21Speaker 07

  I don't care per se about the, the filming. I care the most about someone managing the whole workflow. Cause like the bottleneck right now is we just keep creating. And then it just kind of sits there and we're like monkeys just attacking it when we can. And it's, it just stays idle. So I would want someone to manage the editors, the whole workflow, help me collaborate, ideas, all of that. The, them being in person is a bonus. I'm, I'm willing to fly someone in person.

• 29:44Speaker 00

  Yeah. Yeah. Okay. So there's a couple of paths to go with this. So I'm going to give you both paths. So pathway number one that you go with this is you hire somebody that like literally does like your scripting and your editing and your ideation. So I've got a contact. So I'm just going to be transparent. I do both. Okay. So I'm going to talk about all the paths that are available and I'm going to talk about how I do both. So path number one is you hire somebody that does scripts for you on a weekly basis that brings you content ideas on a weekly basis that is based on what's working on social media right now. And essentially there's somebody that's like highly trained on like doing deep research and ideation on what's working, what's not. And then they're creating, helping you create content specifically for your brand. And then their team will also handle the editing of that videos, those videos, et cetera, et cetera. So that's one pathway. Okay.

• 30:24Speaker 00

  Is that's like, he's like scripting, editing your content. You basically, he sends you a bunch of scripts every single week. You film those scripts and then you edit and, and do that. Okay. So there's.

• 30:33Speaker 07

  Agency or you bring? them like in-house.

• 30:35Speaker 00

  So doing that in-house is very difficult because you have to train all those people how to do that. Now, there's been a heavy request from a lot of you guys in terms of like actually building on a media team. Uh, so Cole and I right now are working on like the VIP level of cash flow content where we're going to have all of the creative director like hires and et cetera, et cetera. How to do all the roles, all the SOPs for all the roles. We're also going to give you guys access to our media team. And so there'll be like an example, like there's going to be a call where the guy that edits our videos is going to host the call. And then if you have editors, you can bring the editors to the call and we can do revisions with you. So that's going to be the next level of cash flow of it's been heavily demanded by a bunch of people. So we're going to launch that pretty soon. But long story short is for now, it's like to find somebody that actually has the skill to bring them in-house is going to be very difficult.

• 31:18Speaker 00

  It's going to be direct because like you can find somebody that can write you scripts and us, but somebody that writes scripts that actually perform well and go viral. Is very difficult because I have to have an understanding of social media. And unfortunately, I'm sure how many of you guys have ever worked with a marketing agency that was absolute donkey ass? Like unfortunately, a lot of the marketing agencies and houses like me, a lot of them are like that because anybody can put marketing agency in their bio, but somebody that deeply understands social media is a very different thing. So for that reason, that would be an agency. Okay. So that's one pathway. I work with somebody, I can make the contact for you. No problem. There's another version of this that's like a full stack creative director. I also work with this. He's one of the guys that helps me like manage my media team and he's the like brains behind it. So his company, essentially what they do is they'll meet with you for like two hours on Zoom and they'll like shoot with you for two hours on Zoom.

• 32:02Speaker 00

  And then there's like different packages. So there's like a package where you can do 30 reels a month, a package where you can do 60 reels a month, a package where you can do 120 reels a month, et cetera. And then that person is an outsourced creative director for your team. The guy that I can make the contact for you, he's not cheap, he's going to let you know, but I can make the contact for you. He's the guy that is behind the scenes on me and he's also working with Adly. So I referred him to Adly and he's doing Adly's creative directing as well. So it's not, it's not a small fish. He's a big fish. He was actually at the event with me. He was at the event. Yeah, yeah. Yeah. He was at the event with me. Yeah.

• 32:33Speaker 07

  I'd love the contact. I love that.

• 32:35Speaker 00

  Okay. Yeah, I can do that for you. Yeah.

• 32:36Speaker 07

  So both it sounds like I was trying not to buy into the limiting belief of like, man, this is a difficult hire. I'm like, I'm like looking for a needle in haystack. So it is normal to accept. It's going to be very difficult. I'm probably going to have to train someone.

• 32:48Speaker 00

  Yes. So in order to bring it in-house, you absolutely will have to train them a hundred percent. Because you can find, and that's what cash flow content is for as well, you guys, like that's the goal of cash flow content is like, first of all, if you guys have people that are doing your media, getting them to go through the modules, getting them to understand the modules is really important, even in like this program right here. Like we designed it for that specifically. So if you guys have team members, you plug them in, they learn our concept on scripting, on ideation, on the different content types so that they understand it. But yes, like overall, like.

• 33:19Speaker 07

  So I could give a team member access to this?

• 33:21Speaker 00

  Yes. Yes. That's why we designed it like this. We wanted to be able to give you guys the ability to train your team on this information. Yes. But uh, but yeah, long story short, it is like, I'm not going to, I'm going to be blunt. It is difficult to find somebody that is actually very good. And yeah, for that reason, I have, just to be direct in us, I have my in-house media teams. There's about seven of them. And like, I'm not trying to play little. I'm trying to be the fucking biggest fish in the pond. Like I want to be bigger than Gary Vee. So, and I have a scripter and I have a creative director, you know? So yeah, that's uh, that's that rant.

• 33:50Speaker 07

  That was perfect. That was like the exact clarity that I needed. Thank you so much.

• 33:53Speaker 00

  Perfect. Shoot me a message on Instagram right after this and let me know if you want any intros to any of the people that I recommended and then I'll, I'll make the intro for you.

• 34:01Speaker 07

  Done. Got it. Thank you so much.

• 34:03Speaker 00

  Perfect, bro. Talk to you soon.

• 34:04Speaker 07

  Peace, pal.

• 34:05Speaker 00

  Uh, Sean, what's up, bro? How you doing? Tell me some wins.

• 34:09Speaker 07

  Yeah, it was good. Um.

• 34:10Speaker 00

  I love the smiles. We're good.

• 34:12Speaker 07

  Yeah, yeah. Thank you. Um, fuck, man. We just landed a two seater deal with D-Script. I think I was telling you, which is a pretty dope logo to throw on our website, just to kind of give you some context. I'm in the B two B SaaS space, so I basically have two offers. We sell a full stack, like a software stack for executing outbound.

• 34:31Speaker 00

  Yeah.

• 34:31Speaker 07

  High volume outbound. And it's funny, you're talking about, uh, I don't do any fucking cold outreach. If somebody hasn't engaged with me, I don't engage with them. And so our whole business, like in zero to 11 months, we're at about 380K ARR with pretty minimal churn. But uh, like you said, Gary Vee, he said the other day, he's like, fuck, like if for those who can't do uh, marketing, do sales, you know? And I was like, I'm determined to unlock content as a, as a channel and as a builder shit. Anyway, it's pretty dope. I just did like a trial reel for the first time. I didn't even know what a trial reel was like a week ago. And just had a CTA, followed your script, man. That was just like an either or, you know, it was like, hey, are you, are you here to scale with a cold caller or just here for the content, you know?

• 35:17Speaker 07

  And uh, yeah, yeah, I got some good traction, which is nice.

• 35:20Speaker 00

  Sick. We love that, dude. Congratulations. Hell yeah.

• 35:22Speaker 07

  Yeah. Thanks, man. My question for you is, it's like, I'm having a tough time getting in my head as far as like, okay, I know the content for like, that is just me get to know like and build trust with me, which is very similar in, in your lane as far as your sales content, objection handling, stuff like that. But as far as like scaling with a cold caller and you know, what gives us a competitive advantage with our cold callers, know that fucking really well. But I don't know how to bridge the gap between what kind of content I should be putting out there to attract software customers.

• 35:57Speaker 00

  Okay.

• 35:57Speaker 07

  And would really like guidance on like how you would go about that if you were in my shoes.

• 36:01Speaker 00

  So with uh, so your software that you're trying to sell is, is what? The cold calling software, correct?

• 36:07Speaker 07

  Yeah. So it's a, it's a dialer. It's an email, LinkedIn sequencer and a texting platform, basically all in one unified inbox. That has AI that's contextually aware across the entire platform. So like, if I were to cold call you guys, it would instantly see, feed me insights on like what you guys are posting on social media and anything that's public information. So it makes every cold call effectively warm. So you can basically run with high volume like that. Yeah.

• 36:32Speaker 00

  Yeah, dude. So like if I'm you, I'm just going to tell you what like, what I think with my social media strategy is I'm thinking about like effective cold calling techniques. So like cold calling scripts. Another thing that would fucking absolutely bang would be you actually doing an outbound cold call. So like you cold calling somebody outbound and getting it on video. And so like the, the stuff that I'm like thinking is like where I'm like live and I do a sales call. I'm going to just hit this one right here.

• 36:53Speaker 07

  Yeah, yeah.

• 36:54Speaker 00

  Oh dude, that would bang. Like you actually like, you're just outbound dialing people. And you can set it up, you know? So like some of these videos are live and in real time and some of these videos are scripted. So you can set it up and you can make it really fucking funny, you know? Like you could set it up or you cold call somebody and they're like, fuck off, never call me again. Like I have some of those scripts like on my page. Those videos for sure bang. It's like, I'm trying to find the one fucking, where's the one? I need, I need to show you this because this is literally like fucking perfect video for, for you specifically because you're doing outbound dialing. Like the top of the funnel content would be top of the funnel content that's specifically related to cold calling. One of that videos, so this would be like ranking different client acquisition systems a business owner can do.

• 37:34Speaker 00

  And then you rank cold calling, emailing, fucking texting, uh, webinars, VSL funnels. And then obviously cold calling would be S tier. And I think cold calling being S tier would be the hook because people will be like, cold calling is not the best way. And then you would explain why cold calling was the best way. The cold calling stuff, top of funnel, I think is fucking funny and you should, for the middle of the funnel content, I think it would be like ranking different ways to make money or like ranking different ways to get clients. I also think like doing reaction videos. So if somebody says the best way to get clients is blah, blah, blah. You do a reaction video and you'd be like, that's actually not true. Cold calling is the best way to get clients. Let me explain why. I also think you're just doing videos about how you saying cold calling is the best way to get clients is going to get people's attention because 95% of the industry is going to disagree with you, you know?

• 38:18Speaker 00

  So yeah, dude, if the software is cold calling, it's a cold caller software. That's what we're trying to convert people to. The bottom of the funnel content is like, hey, if you, you know, want to learn how to outbound dial your leads and make fucking a shit pile of money, then send me a DM that says blah, blah, blah. That's bottom of the funnel content. Middle of the funnel content is where you're like talking about different ways to acquire clients with businesses. Talking about, uh, you know, cold calling, email and blah, blah, blah, blah, ranking different ways, doing cold outbound scripts. So like giving cold outbound scripts away. What to say when a prospect says they're not interested? Shit like that is like middle of the funnel content.

• 38:52Speaker 07

  Hmm.

• 38:52Speaker 00

  Thank you. And then top of the funnel content is like funny content around cold calling. I just want to show you an example.

• 38:57Speaker 07

  Okay.

• 38:58Speaker 00

  And like even doing a live cold call example. So this is, this is one I was talking about, this one, like this is just like, uh, this is. Stop fucking calling me. You are fucking. Yeah. Stop fucking calling me, you know? Shit like that. Shit's funny, dude.

• 39:12Speaker 07

  Yeah. Hell yeah. Yeah. I did see that one. Dope. And so funny, part of me wants to just like pitch you more on it because there's actually like an AI training agent that you virtually role play with. So you don't burn your own pipeline. You actually, it raids you, rates you graced on and scripted here. And so like what earns the conversation, you know, are you getting past the opener? Are you finally actually getting to the meat and potatoes of the conversation? And then when you have a CTA. You know, is it a soft, is it hard? And so you can actually grade and score the whole call and see what parts are in conversation to increase conversion, which is what.

• 39:41Speaker 00

  I'll tell you what, if you, if you get good enough with your content, you sell with your content, we can have a conversation until then.

• 39:51Speaker 07

  Yeah. And I mean, bro, it's like, fuck dude, we've closed, like we've run this company on strictly called outreach alone and maybe a little bit of LinkedIn content engagement. But like, once I have some fucking warm inbound leads built around someone they know, like you trust, like let's fucking go.

• 40:05Speaker 00

  Let's go, dude.

• 40:07Speaker 00

  I love it. I love it.

• 40:11Speaker 00

  Of course, bro. Good to see you, bro. Good to have you.

• 40:15Speaker 07

  You bet.

• 40:16Speaker 00

  Ashley Silva, what's up? Tell me some wins.

• 40:18Speaker 05

  So I started posting on TikTok last week and I generated some leads on an indirect call to action. So that was pretty cool. So it's a good win. And I did book some sales calls out of that. So I have a question. I was watching your video on the seven different kinds of leads, which was a really good video.

• 40:35Speaker 00

  Thank you.

• 40:35Speaker 05

  I own a nutrition store, so they come into the store, they're coming in for something healthy that I've served, right?

• 40:42Speaker 00

  Yep.

• 40:43Speaker 05

  So they fill out this every time. These are all of the follow-ups that I have not completed.

• 40:49Speaker 00

  Oh my gosh, bro. What are you talking about? Show me that stack. Show me that stack.

• 40:56Speaker 05

  Only in the last sixty days.

• 40:59Speaker 00

  Show me that stack. Okay. How much is each customer worth to you?

• 41:01Speaker 05

  Each one will buy minimum, my ticket program is like three fifty.

• 41:06Speaker 00

  Three fifty? Okay. So three fifty. How many pieces of paper in that stack?

• 41:10Speaker 05

  There's like three hundred of them.

• 41:15Speaker 00

  Hundred and five thousand dollars that you're holding in your hands.

• 41:18Speaker 05

  I know. This is why my question.

• 41:20Speaker 00

  Five thousand fucking dollars. Are you fucking crazy? You're crazy.

• 41:26Speaker 00

  I needed to make that extremely painful for you so that we never make that mistake again. Go ahead.

• 41:30Speaker 05

  I know. Okay. So my question happened because, so I joined, I joined because I wanted to build my brand on my own personal account. But then I started realizing I'm already making money here. So yes, add, but don't, but improve already where you're making the money.

• 41:46Speaker 00

  Correct.

• 41:47Speaker 05

  So I started realizing, okay, I think I'm leaving a lot of money on the table for my storefront because they're, I mean, yes, I am following up and I'm booking presentations, but I feel like I need to do a better job. And I started using your also call to action and like the story note, I think that's what it's called, right? And so out of that, literally over the last thirty days of just joining this, I booked five calls. So then that told me that's probably a place where I need to start conversations because I literally just do top of the funnel content on that page. I bring people into the store. Once I engage in conversation and they're asking me, then I sit down with them, I do the presentation and then I close.

• 42:27Speaker 05

  But if I don't have a built relationship or something like that, then that's where this comes in where I'm texting like, hey, Brian, I noticed you stopped in. Wanted to check in. I know I saw you wanted a informational workout supplement. So I saw you were interested in weight loss. That's where I generate the conversation. So kind of with a little bit of what you know, where do you think I need to start on improving?

• 42:48Speaker 00

  Sales calls you're booking or the amount of consultations you're getting is you need to start talking to those people that are sitting on that stack right there.

• 42:54Speaker 05

  So my thing is I text all of them, but I'm gonna text these tomorrow. I'm gonna, I'm gonna get through half. But once they start texting me, I get so lost where the responses start coming in. So I don't know if there's a better way to do it, but for the last few years, this is just how I've done it. I text them, they text me back. And then if you say, I start a conversation and I say, okay, let's book you a call, I book you and then I get on the call. I offer either in person or through Zoom because obviously it's an in-person client. So I offer both.

• 43:24Speaker 00

  Is the problem that you're losing the conversations in the phone? Is that the problem?

• 43:27Speaker 05

  That because then a lot of them start to respond back and they, they're interested in it.

• 43:32Speaker 00

  Yeah. Okay. So here's what you need to do. Okay. You don't hit the whole list up at once. You focus on the hot conversations. What I'm doing lead gen, Ashley, what I do is let's say you've got like, you mentioned you got three hundred people on that list right now. So what I do is I'd hit up, you know, thirty to fifty of them, right? And send them all the same text, blah, blah, blah, blah, blah. And then if they're, those people are replying back to me, I don't no longer do outbound. I just focus on the thirty to fifty people that are messaging me back and I get as many sales calls booked as I possibly can. Then, once these people die out and they stop responding, I'll do a follow-up to see if I can respark or re-engage them. If that doesn't happen, then I'll go to the next thirty to fifty people on my list and I will just do that.

• 44:09Speaker 00

  Until I get, like, I, you promise you, you do that, you're gonna book more sales calls you've ever booked in your life. Cause it's like, you can't hit up the whole list at once. And I will also say speed of lead is so important, Ashley. And so getting to those leads like immediately when they come to the store. And then they leave and they're shooting them a text and saying, hey, Ashley, thanks so much for coming into the store. This is, you know, Brian here, I actually own the store. Just wanted to see what your experience was. How did you enjoy it?

• 44:30Speaker 05

  So I do that. That part is done. So I don't always do that. So I do have employees. So the employees are known that within, that's always done twenty-four hours. Hey, thank you so much for stopping by. Great experience. Leave us a review. And then the next day I follow up and say, hey, Brian, I noticed that you were looking for weight loss, but then you're looking for help right now.

• 44:48Speaker 00

  Yeah.

• 44:49Speaker 05

  And then that's when I start the conversation.

• 44:51Speaker 00

  Okay. And how many questions are in that conversation?

• 44:53Speaker 05

  I, I follow your DM script. I do anywhere from like, you know, three to four. Depending on person, like obviously if I sat and talked to you, you might've, we might've already had a conversation.

• 45:04Speaker 00

  So I'm just, I'm confused. You are hitting up the list or you are not hitting up?

• 45:07Speaker 05

  So I do, but these are just more from the other. Some of them, it's because that's another thing. So when they are here, some of them go priority because they'll leave me a note, like, Ashley, this person said this, Ashley, this person said this. So I'm gonna go to those first because.

• 45:22Speaker 00

  So just to be clear, you're not hitting up everybody on the list?

• 45:24Speaker 05

  Yeah.

• 45:25Speaker 00

  Okay. So that's, that is the only thing you focus on for the next thirty days. And you're gonna come back in thirty days and you're gonna be like, thank you. Even though this is a social media course, you helped me make more money. That's the only thing you focus on.

• 45:36Speaker 05

  Okay.

• 45:36Speaker 00

  So everything else, yeah. So like, it's good. I want to help you make more money in general. And you're obviously good doing well on social media, but like your next level of revenue is one hundred percent making sure that every single one of those leads is booked in for a call, for sure.

• 45:49Speaker 05

  Okay.

• 45:49Speaker 00

  Deal.

• 45:50Speaker 05

  Okay. Thank you.

• 45:50Speaker 00

  Okay. You're welcome. Good to see you, Ashley. Good problems to have. I have so many leads and I can't get back to them fast enough. That's a good problem to have. It's a stack of leads, a hundred and five thousand dollars worth of leads. Steph, what's up? Tell me some wins.

• 46:01Speaker 07

  What's up? So wins, um, I made forty-two K in the last thirty days.

• 46:06Speaker 00

  Oh, come on. Is that a record?

• 46:08Speaker 07

  Which is good. Yeah. Out of tax season, absolutely. Yeah. So during tax season, those are like obviously peak months because that's when everybody's filing. But like the actual program of getting people to do tax planning instead, yes. So big guns on it.

• 46:21Speaker 00

  Go Steph. We love that. Congratulations. Let's go.

• 46:24Speaker 07

  Thank you. Thank you. So yeah, so I mean, when I joined the community, my goal was to start hitting hundred K months. And so I'm gonna hit it before the end of the year for sure. So yeah, I'm, I'm so stoked. Cause I, I was literally checking now, cause I do, um, I use WAP PayPal. I even just got commas. So I was like, oh, on a WAP. I was like, I just checked. I was like, oh, last thirty days was like twenty-three thousand something. And I was like, wait a minute, let me check PayPal. And I, I looked and I, and added it. I was like, oh man, forty-two K. That's amazing. So.

• 46:52Speaker 00

  I love that.

• 46:53Speaker 07

  Yeah. Super, super happy about that. So definitely record breaking, definitely freaking the program works a hundred percent. I wanted to know, I guess what to do next in this instead. So a couple, couple of things. One, I want to reach out to more people via DM. As I, as I told you, my, last time we spoke, my close rate right now is fifty percent. Been that, you know what I'm saying? So that's good. I'm getting more people to do like one call closes instead. Zach had reached out to me, gave me some pretty good advice and that helped me this week. So I want to reach out to more people, but I don't know that I, I don't want to say I don't have the time to DM people, more people, but I don't know that I have the time to DM more people. Not because I'm like lazy and don't want to truly, it's because I'm still also working in the business.

• 47:34Speaker 07

  So that was another thing. I know like, obviously you're, you know, you're a business owner too and, uh, you know, who makes millions. So maybe you can help me with this. But as I'm getting more clients, tax plans requires me to also be on more calls. Because I have to like, you know, consult with them, explain the plans, do an implementation calls and stuff like that, right? So I just actually hired another tax advisor in the company so that I don't have to do all the implementation calls. And maybe I don't have to do all of the, um, like ta- tax plan setup. So if I. Sell them, you know, I can have someone actually go through them, explain them and I don't know. And so I don't know if I should, thinking about hiring a setter or bringing on a setter. I have no idea where I would find a good one.

• 48:15Speaker 07

  And then i- if you thought it was a good idea to actually have hired, I mean, now it might be too late, but I had hired that person. Um, if you thought that that was a good idea and I'm thinking about maybe hiring one more person. So that way I can bring more deals in, but then it's not, cause that's, that's the thing, like they do take time. Going more deep into people and all that stuff. Yeah. So.

• 48:33Speaker 00

  So a couple of things, a business owner having a time constraint is the number one bottleneck that will prevent you from scaling. Okay. Now there's two areas that you guys can remove yourself as the constraint. Well, there's actually three, there's multiple areas, but I'm talking, I'm going to talk about the two that are, that are the needle movers. Okay. Needle mover. Number one is fulfillment and needle mover. Number two is acquisition. Okay. I will also say this, okay, just so everybody knows, sales is the absolute last thing that you want to outsource in your business. It's the absolute last thing because it's the highest leverage activity in the business. You hire a bad closer when you're doing fifteen thousand dollars a month and all of a sudden you go down to five thousand dollars a month. Very bad move. So the moves that you would outsource first would be fulfillment or front end acquisition.

• 49:15Speaker 00

  Now in front end acquisition, you could get a setter to literally just start conversations for you. And that could be their only job to start, you know, and then you just train them slowly but surely. You get them into cash flow content, you get them studying the DM process, you get them ba, ba, ba, ba, ba. So that will take time, but you know, you can definitely do that. That being said, since you've already made the fulfillment hire, it's definitely not a bad move, Steph. But now that you've made the fulfillment hire, the goal of the fulfillment hire is that that person needs to start taking time off of your plate. And so for that person to start taking time off of your plate, you need to spend the next four weeks training them on your methodologies. Like training them how you do things. And so the way that I view business, Steph, is I'm either in scale season or I'm in optimization season. And so obviously for the last thirty days, you've been scaling at a forty two thousand dollar a month.

• 50:00Speaker 00

  If I were you, I wouldn't be pushing for another record this month. I'd be optimizing the current business that I have and I'd be getting somebody installed that could actually take time off of my calendar and take time off of my plate so that I could scale more. So since we already have the person fulfillment, we definitely wanna, I would just lean into that. And I would just spend the next thirty days training them and I would also start talking to your clients about how you've brought in an absolute rock star tax specialist, the best of the best of the best. And you're going to be introducing them to them soon so that they're going to be very involved in their tax planning. And you did that because you want to over deliver and make sure that they get the best possible experience. You know, so that way when your clients start talking to this guy, it's already done. You've already, you know, said that you're bringing in a tax specialist. Now they're excited to meet him. So.

• 50:41Speaker 00

  And then on the front end, the conversations that you want to start having as you're closing deals, and I would just start this right now, Steph, is we. My firm, you know, my tax accounting firm, if you say I, I will help you, I will do this, I will do that. It's then they're expecting you. When we start saying we, it's like, then they're expecting that they're going to be working with the team. And again, for showing you got it, you're presenting it as a value add, not a value subtract. You guys notice my language there. I bring in this rock star tax specialist, the best of the best of the best. I only hire the best. And they're going to be coming in to make sure that we give you an absolutely incredible experience. I'm very excited to introduce you. Ba, ba, ba, ba, ba, ba.

• 51:15Speaker 07

  Yeah. Okay. Good. Yeah. I like that. I didn't even think about introducing the clients to the, the new tax advisor that that makes complete sense. So they don't have to look for like for me. And then I, I did hear when you said last time you, you start using we language, I think on one of the calls. That didn't help because um, even like newer clients coming in, instead of Jim just feeling like they need to try to like reach out to me somehow or email and attention me, now they know, okay, I, there's like a team, right? There's a firm, reach out to those people like, cause we do, cause I have, we've had client support, you know, already. Um, and then they were just like going around client support, but now that I've been using that we terminology.

• 51:56Speaker 07

  Now they know, okay, go directly to client support and I have client support, like reach out to them, like if they're missing a tax, like some side of tax document. I used to reach out to them like, hey, I'm missing, we're missing this from you.

• 52:06Speaker 00

  Yeah, I know.

• 52:07Speaker 07

  No. So I have them.

• 52:08Speaker 00

  They'll text you, then they're like, oh Steph, yeah, you know, yeah.

• 52:11Speaker 07

  Yeah. Hell yeah. Big, big fucking mistake. So, okay. I like that. Okay. So definitely the.

• 52:17Speaker 00

  So just to be clear, I would wait on the DM setter. I would wait.

• 52:20Speaker 07

  Yeah.

• 52:20Speaker 00

  Yeah.

• 52:21Speaker 07

  Do the, worry about the fulfillment.

• 52:22Speaker 00

  Yeah. Get the fulfillment. You will know when your fulfillment is successful, when you actually get time back in your account. Who else had their hand up? I don't want to miss that person. I know somebody else had their hand up and they dropped it and I just want to make sure you get served. The uh, Damian, I, I got you. I don't want to leave you hanging, brother. Yeah, I would say you'll know that this role is successful, Steph, when you actually start getting time back in your calendar. That's your definition of success. Okay.

• 52:43Speaker 07

  Okay. Awesome. Thank you.

• 52:45Speaker 00

  You're welcome. Have the best day ever. Congratulations. Let's go.

• 52:47Speaker 07

  Thank you so much.

• 52:48Speaker 00

  Christian, what's up, King? How you doing? Tell me some wins.

• 52:50Speaker 07

  So man, nice to talk to you again. Huge wins. We ended out quarter or to end quarter three. We ended our last month two hundred and eighty percent higher and then yesterday we just had a sixty K day.

• 53:03Speaker 00

  Oh, let's fucking go, bro. Let's go.

• 53:06Speaker 07

  Let's go, man. Yeah. Those are my wins. And then my question for you is if you were to, if you're trying to get specifically entrepreneurs, a mass amount of following through that, what type of content would you create behind paid ads to get that?

• 53:20Speaker 00

  So if I wanted to get a massive amount of following?

• 53:22Speaker 07

  For specifically entrepreneurs or business owners. Yeah. What type of paid content? I mean, what type of content to run paid ads behind?

• 53:30Speaker 00

  Yeah. So you're trying to get entrepreneurs to follow you and you're trying to amass an audience of massive entrepreneurs. Content where you're demonstrating a very high level of expertise in a very unique topic or subject matter. So like, what's your area of expertise?

• 53:43Speaker 07

  It's over relationships, scaling businesses, very mass. So you say like, put it down to niche specific one.

• 53:50Speaker 00

  What is the thing that you're the best in the world at?

• 53:53Speaker 07

  Helping any business owner that has that bottleneck or that has the, they're at their like redlining level. Be able to create that to their new starting level and help them scale to whatever they didn't believe was possible.

• 54:06Speaker 00

  Be more specific with that. That sounds generic.

• 54:09Speaker 07

  Okay. Yeah. Perfect. Um, helping creators or helping entrepreneurs and businessmen solve that pain point and pain, like main pain point in their business, resolving that for them. So then they're able to scale higher beyond.

• 54:23Speaker 00

  Okay. Get even more specific. What's the main pain point you're talking about? I'll give you an example. Okay. So I know that I'm the best in the world at getting somebody to follow me on social media and then turning that person into a paying customer. Alex from Ozy has made way more fucking money than me, but I will sit across the room from Alex from Ozy and state boldly that I'm better at converting clients from social media into my paid offer using Instagram DMs. I'm a hundred percent the best in the world at that. So when I want to create content that gets business owners to follow my page, then I need to lean on my unique subject matter expertise. So I'm going to say, not to flex or anything, but I'm the best social media marketer on the planet when it comes to turning strangers on the internet into paying customers. And if I had to take my business from scratch and scale it to a hundred thousand dollars a month, this is exactly what I would do. And I'm going to do an entire fucking creative. I've had to go from zero to a hundred thousand dollars a month as a creator.

• 55:07Speaker 00

  And then I'm going to use that as my paid traffic to get more traffic to my page. Does that make sense?

• 55:11Speaker 07

  Yeah, that's perfect. Yeah.

• 55:13Speaker 00

  So what I need you to do is I need you to think like, what is the one thing that you know that you're better than most people at?

• 55:19Speaker 07

  Scaling people's businesses. If their highest month was fifty K, twenty K, I know for a fact that I'd be able to take them to two hundred K, eighty K.

• 55:28Speaker 00

  Okay. So like, how would you do that?

• 55:30Speaker 07

  Great question. I'm Mario Che's marketing director. So I'm really just behind all his social media and everything like that.

• 55:37Speaker 00

  So that's good. No, that's fine. I'd like, that's, I'm not, I'm not putting you on blast, by the way. But like that, that you need to get whatever the fuck Mario would do, you know, you would get his unique subject matter expertise. You get the thing that he's the best at and get him to give like a step by step by step by step tactical game plan. And then based on that tactical game plan, that is the thing that you would put in front of strangers. Does that make sense?

• 55:58Speaker 07

  Yeah, that's perfect. And would you say like, it's like whiteboard content where he's writing it out like this? Or would you say?

• 56:03Speaker 00

  You could do support content. I'm going to give you an example. All right. There's viral video inspo. There's a video that this girl did, I thought was fucking sick. Me and her used to be in the same mentorship program. And uh, and she's, she's a great creator, love following her stuff. So this, watch this. Okay. This is what I'm talking about. This is the type of content that will get you followers that are qualified buyers. Look at this.

• 56:21Speaker 05

  Three million to thirty five million views every single month on Instagram. But here is what I would do if I was just getting started and I wanted to get like ten thousand views on every single reel I would publish. Step one, publish my reels at seven AM PST.

• 56:31Speaker 00

  By the way, I completely disagree with this advice, but that's besides the point. I'm just going to show you the video because it's a very unique way of doing it, but I digress.

• 56:37Speaker 05

  This is a great time for engagement. Step two, cut every single clip to point six seconds. This syncs really well with the music. Step three, what you're going to do is make the entire reel very short. It's going to be like two seconds long or three seconds long. Step four, what you're going to do is write an engaging, intriguing caption that's very long, literally like two thousand, two hundred and characters long. But don't just like write for the sake of writing. It has to actually be engaging. It has to actually be intriguing. Get them to scroll. What's going to happen is that reel is going to loop as they read and you're going to get more watch time, which is going to help that reel get pushed out to even more people. By the way, this is one of the strategies that I use. I've gotten to almost a million Instagram followers in about two years. This is one of the kinds of reels that we made and it did really, really well. But you might not try to get to a million followers right away. What we want to do is get you started first with a hundred followers every single day. And that's why I made an amazing brand new guide showing you how to get a hundred new Instagram followers every single day guaranteed. Just comment a hundred down below and I'll send you a copy.

• 57:15Speaker 00

  Boom. See it?

• 57:17Speaker 07

  Yeah, yes, sir. That's perfect.

• 57:19Speaker 00

  Do, do, do, do, do this, then this, then this, then this, then this, then this, then this, then this, then this, then this. And somebody watching is like that has no idea what they're doing. It's like, okay, so that's all I need to do, you know? And they're like, I need to follow this shit. I need to get more stuff like that. By the way, I completely disagree with this advice, but that's besides the point. I digress. Yeah. It's Taki's group that I was a part of with her and uh, and she's a great creator. I'll give her that. She's an excellent creator, top G creator. Cool. Was that helpful, Christian?

• 57:40Speaker 07

  Yeah, no, that was perfect. That's all my question for you, boss man.

• 57:43Speaker 00

  Okay. Good to see you. Tomorrow I say hi.

• 57:45Speaker 07

  Yes, sir. Will do.

• 57:46Speaker 00

  Yeah. Good to see you, brother. Take care. All right, guys. Well, that's a, that's a wrap, y'all. I appreciate you guys. I hope everyone has the best day of their entire life. Just a friendly reminder that tomorrow we're doing a lead generation class. All right. So it's going to be ten AM to two PM PST. We're going to be talking about how to attract high quality leads from Instagram. If you guys want to learn the sauce, make sure you tune in. I look forward to seeing you guys tomorrow. Thank you guys for being on the class and I'll talk to you guys next week. Bye bye.

• 58:09Speaker 00

  Thank you so much for tuning into today's episode. Hopefully you got some value. If you did and you want to learn more about how me and my team can help you scale your online fitness business to ten thousand dollars a month. DM me ten K on Instagram at the real Brian Mark for more information and I'll reach out to you to see if I can help you grow an online coaching business.