Pod Insights Marketing School - Digital Marketing and Online Marketing Tips The Elon Musk 5 Minute Productivity System, and Why You Lose Sales Deals About this episode In episode #2921, Eric Siu and Neil Patel discuss various productivity techniques, particularly focusing on the five-minute productivity system used by Elon Musk and Bill Gates. They explore the importance of effective sales calls and the common pitfalls that lead to lost deals. The discussion also touches on the evolving role of AI in business, emphasizing the need for a human touch in customer interactions. Additionally, they analyze the impact of SEO and AI overviews on website traffic and the significance of a 'land and expand' strategy in sales. TIME-STAMPED SHOW NOTES: (00:00) The Five-Minute Productivity System (03:10) Sales Deal Dynamics (11:01) The Human Touch in AI (13:00) SEO and AI Overviews (18:06) Land and Expand Strategy Prefer single topic episodes? Head over to our YouTube channel. To suggest a topic, go to https://www.marketingschool.io. For more content from Eric and Neil, check out Eric’s Leveling Up with Eric Siu YouTube channel and Neil’s Neil Patel YouTube channel. Connect with Us: Single Grain << Eric's ad agency NP Digital << Neil’s ad agency X @neilpatel, @ericosiu Instagram @neilpatel, @ericosiu Drop Us a Review If You Enjoyed the Episode!
Transcript 0:00 Speaker 00 Finding customer information shouldn't mean digging through emails, call notes, and spreadsheets. HubSpot's Starter Plan brings all of those details together, so it's easier to track what's happening with every deal and what to do next. It pulls information from calls and emails. Then it gets to work, logging and summarizing them. Right after your call ends, HubSpot pulls next steps from your call notes and drafts suggested follow-ups. And it stays up to date for you, so you can build demand, win more deals, and spend less time on repetitive work. Your records, insights, and next steps are ready for you to act on. And you don't have to miss a beat searching for any of it. Try the Starter Plan for $10 a month. Learn more at hubspot.com. Have you heard about the Elon Musk five-minute productivity system? No, I'm curious on it. So Bill Gates does this too. I looked this up. So I use Perplexity Deep Research.
0:42 Speaker 00 Because I read about this somewhere. It's like Elon Musk only works in five-minute increments, right? So what he does is, you know the Pomodoro technique? You know what that is? Okay. So that's like the little tomato thing where you have like 25 minutes and you just focus on that work, and then you get a five-minute break, and then 25, you're just doing blocks of focused work, right? Elon is even more hardcore. He's only working in five-minute blocks. So there's this thing called Parkinson's Law, where the more you give time to something, the more it expands. So if I say I'm gonna give you one hour on something, you might mess around for a little bit, and then you might get it done, right? But if I say five minutes, he's only working in five-minute increments on the highest-leverage things. And I was like, does he plan out his schedule every day? Turns out, he had an assistant that would map out his schedule in five minutes.
1:26 Speaker 00 And then he would actually make adjustments last minute to it. Because I don't think you and I like assistants planning our calendar, at least I don't. So that's what he did, right? And then I was looking at, I was doing more research on this five-minute productivity thing. And Bill Gates did the same thing in the past. So his assistant planned everything. Bill Gates was very detail-oriented, so he would check the night before just to see everything was good. And you know Elon's hardcore about his time, because I think someone tried to get on a call with him, and then one of his chiefs of staff or assistants reached out and said, hey, you know, each minute is worth about $22 million to Elon Musk, or something like that, right? Why should, is this call worth $22 million? Like, why is this call worth $22 million, right? So it's that hardcore, but I'm just saying like- I started testing this this week because I just wanted to focus more, talking about focus, right?
2:10 Speaker 01 Yeah.
2:11 Speaker 00 I'm like, why don't you just try fifteen minute blocks for half a day and see where it goes? So I downloaded this app called Sessions and it syncs on your iOS, your iPad, and it syncs on your Mac. And it actually records your calendar too. So eventually I want to see, I want to test out five minute blocks. But I'm just like, even fifteen minute blocks, because the problem with me is I'm getting problems from everywhere right now. And so I need more focus. And so I thought this is interesting.
2:35 Speaker 01 Yeah, I usually try to do everything in fifteen minute increments.
2:38 Speaker 00 Do you? How do you? Okay, so how do you do it?
2:40 Speaker 01 My assistants just set up everything in fifteen minute increments.
2:44 Speaker 00 But your calendar's open.
2:46 Speaker 01 Yeah. But they have tasks. So I have a list of tasks that I need to complete in a specific day. And I try to spend fifteen minutes to do each task.
2:53 Speaker 00 Yeah, but you're, you're, see, you're, guys, this is not normal, by the way. This is Neil. Neil has like an app in his head, so he just focuses on that. Like, I think you can do it like that. For me, I get distracted really easily. So I need something that's like, there's an alarm and all that, so.
3:06 Speaker 01 Got it. My whole thing is I just need TV. If I have TV on in the background, I perform better than if I don't have television.
3:13 Speaker 00 See, guys, we're all different. I can't have TV, otherwise I get super distracted.
3:16 Speaker 01 Yeah. And I don't know what it is, but if I'm in like an office setting, I do not work as hard or as fast. I get too distracted because I look around and I people watch and like, it's just.
3:27 Speaker 00 Yeah.
3:27 Speaker 01 Novel for me. And I was like, I don't know what to do. But if I'm by myself in a room and television's on, I'm the most productive and I get tons of work done with no distractions. And I know people think television could be distracting. For me, it's not distracting. For some reason, I just perform better with the TV.
3:44 Speaker 00 Whatever works. I got a good one, because we both have been talking about gone calls the last couple of weeks. Well, let's talk about why you lose sales deals. So we can, we can give you guys some feedback based on the gone calls that we listened to. Do you want to share some, some trends that you've seen as to why people lose sales deals?
4:00 Speaker 01 The biggest reason people lose sales deals is not doing the first call correctly. So whenever you have a call with someone in sales, you're first asking them about them, their company, their problems, what solutions doesn't, you know, whether it's B to B or B to C. And you're trying to figure out how you can actually help them. If you don't take the time to try to do as much research as possible before the call, and you don't ask them the right questions during the call. You're not going to understand enough about them, their business, the problems, potential solutions, budgets, things like that. And the rest of the sales cycle is going to be messed up. And I say, for all the sales calls that I've listened to,
4:42 Speaker 01 the biggest issue starts with the very first call and people not taking the time to do it correctly. And really listen.
4:50 Speaker 00 So I've been listening to a handful of these calls and I've listened to hundreds, thousands of calls, I'm sure you have too over time. And it is, every single touch point is a confidence killer or a confidence builder. And all they want to know is if you can do the job or not. And so when they ask you questions like, hey, like, so what industry do you focus on? If I tore my ACL, I really care if you actually have done ACL surgeries before. I don't care if you've done like X, Y, and Z and talked about all the other industries that you've served. You start to, that tells me you're unfocused and you don't know how to focus on what my problem is. Every single thing that you do is a confidence building thing. And so when it comes to like getting on a call, if you get on a call quickly, oh, these guys are fast.
5:34 Speaker 00 Oh, wow. They know what we're talking about. Oh, they actually listened. They've done research on us. Well, they can do, they can do a proposal in a timely manner or whatever. It seems like they're more buttoned up. It's all a confidence building exercise. But there's, there's also like minus points too. So I've just found that that's probably the main thing. And I would just add one more thing that less is more. When you start saying a bunch of stuff, that also kills confidence too.
5:56 Speaker 01 Yes. Yeah. Yeah, I would agree with that. We've also found in sales, because AI is much easier for us to listen to calls. I know Gong will summarize things and help you go through recorded calls faster. We like going one-on-one and actually listening to the whole call minute by minute. Instead of just looking for a summary, because you'll notice things that, let's say Gong won't pick up.
6:21 Speaker 00 Yeah.
6:22 Speaker 01 But you can also use AI now to translate. Someone's voice and sales call like let's say from Italian to English, which allows us internally to listen to way more sales calls.
6:33 Speaker 00 You use eleven labs for that?
6:34 Speaker 01 I don't know what we do. I just get the audio file and I listen.
6:38 Speaker 00 Yeah.
6:38 Speaker 01 The voices of course don't match up to the people's real voice, but we don't really care. And that's helped us really fix and grow ourselves globally.
6:46 Speaker 00 Yeah.
6:47 Speaker 01 And that's been a game changer for us.
6:49 Speaker 00 That's fascinating because you know, like Americans are generally more aggressive, right? But when you're talking to like, if you're talking to like an Italian, for example, or like a French person, they have different nuances in their culture.
6:58 Speaker 01 Yes.
6:59 Speaker 00 Whereas like if you talk to a Chinese person in China, like they're probably even more aggressive.
7:02 Speaker 01 Yeah.
7:02 Speaker 00 So it's interesting because your feedback will probably be more aggressive. But then it's like, how do you adapt the cultural nuances? And I don't have an answer for that right now.
7:10 Speaker 01 And we look at everything because when you do recorded calls, we can actually see when the call was scheduled, when they showed up. So we know which of our people are late to the call, which pisses us off. Like you cannot make someone wait for you. If you're not early, you're late. That's our philosophy with sales, right? So we start looking at all these things and you just fix them one by one. It's not one thing that fixes sales and just skyrockets your numbers. Like everyone, every guru likes a pitch, do this one thing and you'll skyrocket your revenue. And I was like, no, it's not one thing. It's do a lot of things and over time they add up.
7:46 Speaker 00 Yeah.
7:46 Speaker 01 And the reason I bring this up is dude, I don't know about you, but on Instagram, I keep getting messages from people like, uh, let's see, where was this one person? I responded to them. They're just like, Neil, let's chat, man. Last year we did over 60 million in high ticket sales with, I'm not going to name the program. Let's do an extra 100 million with you. Okay? So they're talking about how they did 60 and they're telling me how they want to get to 100 with me. They shouldn't be making it about them at all. It should be about me. And I get if they do a hundred, I'm making money too, but it sounds like it's more about them than me.
8:27 Speaker 00 And you responded? Why'd you respond?
8:28 Speaker 01 And they sent me a loom video talking about how they were so successful last year. So my response was, we don't do high ticket sales. We don't sell training or info. We're enterprise company. Hey Neil. So then they get a response. Hey Neil, have you ever thought about launching a high ticket program? With your audience size, the revenue potential and profit would be massive. And I respond with, not for us. And then they say, I appreciate you. But like, you know, I get so many of them. And this person I did respond to, because they have such a massive following in the sales space. But even then, they just around like, people believe that they can just teach you this one tactic and you're going to close a ton of revenue. And I met someone in this conference room, no joke,
9:12 Speaker 01 who does high ticket sales for one of their business. And then it was like, yeah, dude, doing over a million dollars a year. I'm like, yes, you're promising people the world. They're not getting the world. You're going to have tons of chargebacks and you're going to burn your brand.
9:22 Speaker 00 Yep. And you're going to keep doing it until you get burnt out yourself. Yeah. Dude, I don't know if you saw this tweet. Did I share this tweet with you? So Andrew Tate, he tweeted something. He was like, you know, if you are a modern man and you know, you don't have multiple wives with multiple children, you are not a conqueror, right? And then Mike, the friend of Logan Paul, Mike Maylak responded. He's like, calm down, Alexander the Great. You sell courses.
9:52 Speaker 00 I thought that was pretty funny.
9:53 Speaker 01 And then did he even get a response?
9:54 Speaker 00 I don't think he responded, but it's interesting because the original tweet from Andrew Tate got like five million views on it. And then
10:00 Speaker 01 Yeah, he's not conquering anything. He's just selling courses.
10:02 Speaker 00 Yeah. And so, you know, hey, whatever works, it's just not for us. We've helped people that have big brands with courses and stuff. And we don't have a problem with education. We're doing education right now, but I think our stance on it is we would rather give away the vast majority of our education and then serve people on when they actually need the help. So.
10:19 Speaker 01 And if you're trying to go into a business like that, I'd rather be the Kajabi than the course seller.
10:25 Speaker 00 Yeah, you sell the picks and shovels.
10:27 Speaker 01 And the axes, right? It's like Levi's back in the day with the gold rush. But another great example of this is ClickFunnels. They've done good as a business from a cash flowing standpoint. I'm guessing they have high churn. I don't have any data, but I'm going to guess based on their pitch, they have high churn. I believe the one that has done exceptionally well in that space is GoHighLevel.
10:48 Speaker 00 Is it CRM?
10:49 Speaker 01 Uh huh.
10:49 Speaker 00 Is it CRM? Or a project management tool?
10:52 Speaker 01 It's similar to ClickFunnels. It's like GoHighLevel or GoHighLevel or something like that.
10:56 Speaker 00 Yeah.
10:57 Speaker 01 But the key is, how can you end up
11:02 Speaker 01 selling to someone who's going to be more sticky? They sell to agencies. They've done exceptionally well from that.
11:06 Speaker 00 Yep. Agencies are a good space.
11:09 Speaker 01 It's a great space, and I think they raise money from like general catalysts or something like that.
11:15 Speaker 00 Okay, so that's what we learned from sales deals. Take that for what it is. Real quick, before I move on to the next one, remember a couple of months ago, we talked about how Klarna, which is, I think they're worth 40 billion. They were talking about how they cut a lot of costs with their AI agents and all these things, customer service. So that the CEO has a reverse course. So he tweeted this, and here's what he said.
11:35 Speaker 01 Wait, he went on a reverse course?
11:38 Speaker 00 Yeah, meaning that, "We just had an epiphany. In a world of AI, nothing will be as valuable as humans." This is from the CEO of Klarna. So, okay, you can laugh at us for realizing it's so late, but we're going to kick off work to allow Klarna to become the best at offering a human to speak to. So he said, "We will continue to invest and improve our AI support, but the truth is, cost savings, the cost savings it generates and improving in quality allows us to double down on making sure the human service part of Klarna becomes even better." So I think he's backing up and saying the human part's still important, not all AI. So it's interesting because we're going to see a lot of these experiments over, over time.
12:10 Speaker 01 We had a lot of people pitch us that they can automate our sales team with AI, or at least the initial call. And we refused to do it. We think, you know, in certain industries, at least consulting, if you don't have that human touch, it just isn't.
12:28 Speaker 00 If it sounds too good to be true, it usually is.
12:31 Speaker 01 Yeah.
12:32 Speaker 00 Actually, I can't think of any time where it's worked out. Can you think of any time where something sounded really too good to be true? Oh yeah, like you'll lose 100 pounds in one day or something like that.
12:42 Speaker 01 Dude, even like, you don't eat McDonald's, but if the next time you go to the airport, check out McDonald's. They have these kiosks where you can order from. And when you're saying too good to be true. I can push in there what I want. It takes me longer than just telling the person, assuming there's no line, what I want and they just plug it in and I'm off into the races.
13:02 Speaker 00 Yeah, it does take a long time to fill out, like I go to boba shops in Arcadia and I'm just like, dude, this thing takes forever.
13:08 Speaker 01 Yeah.
13:08 Speaker 00 And so I just gave up on it and I just ordered from the guy.
13:10 Speaker 01 Yes, and as a customer, I'd rather just go talk to the person at the counter and they just put in what I want and it's done.
13:16 Speaker 00 Eventually, though, we'll probably just talk to a robot pretty fast.
13:20 Speaker 01 I'm okay with that.
13:21 Speaker 00 Yeah. Frictionless Growth Marketing hosted by Sonya Thompson is brought to you by the HubSpot Podcast Network, the audio destination for business professionals. Frictionless Growth Marketing hosted by Sonya Thompson shows how modern brands grow by removing the friction in their marketing and customer experience that pushes customers away every single day, often without leaders even realizing it. Each episode delivers practical insights, real brand examples, and conversations with marketing leaders, showing brands how to win with the new rules of growth, identity-driven marketing, cultural relevance, and frictionless customer experiences. Listen to Frictionless Growth Marketing wherever you get your podcasts. Okay, you pick one. You have a, you have a bunch up here.
13:59 Speaker 01 Yeah, so have you been looking at a ton of the AI overviews and traffic? We've been, you know, seeing a lot of data on it. There's a lot of articles that have been going around over the last.
14:09 Speaker 00 I saw a Kevin and Nick study, but you go, because I'm sure you have a bunch of charts.
14:13 Speaker 01 So the obvious one is we're, you know, if you rank on page one, there's a strong correlation of being included in the AI overviews. Not necessarily number one on page one or number two or number three, it's just page one. If you're on page one, there's a good chance that they mention you. The next big thing that we're seeing with the AI overviews is if you can optimize for it and you can get placement into the AI overviews, we're seeing nice increases in traffic. Now, you can't always optimize for it or get wins there, but a lot of people are like, oh, man, I'm losing out on tons of traffic. Well, if you're on page two of Google, you're not really getting much search traffic anyways. The traffic's on page one. If you're on page one, you can optimize getting mentioned and the AI overviews or anywhere else,
14:56 Speaker 01 any other areas that Google wants to end up showcasing, because depending on the search query, they may push some other stuff. We're seeing overall sites that are doing SEO and are pushing hard on SEO are generating more traffic post AI overviews rollout still today than we did when it first rolled out.
15:17 Speaker 00 How much more traffic are you seeing?
15:19 Speaker 01 When it first rolled out is a little bit more than a percent. The last time I looked at the data from my team, it was a little bit more than 3%. So it's slowly going up. It's not much, but everyone keeps complaining that Google's taking away traffic, yet there's more people using Google and you can still get a lot of traffic if you're doing things.
15:36 Speaker 00 I think Google's still fine for the next couple of years. I think, um, I think long, long term, I think, you know, it'll go down, but I think you guys are, it's still good. So you, you, um, while the party's still going, you can keep dancing. So.
15:46 Speaker 01 I would actually say, I don't know if Google's going to go down in the long term. I think people are gonna.
15:51 Speaker 00 I don't think Google, no, I'm sorry. I mean, website traffic specifically. That's what I mean.
15:56 Speaker 01 And, and I think people are going to shift on how they use Google. For example, like Google Lens, do you have the Lens app?
16:02 Speaker 00 No.
16:03 Speaker 01 Are you using Google Lens to like scan an image and then it goes and finds it for you?
16:06 Speaker 00 That just, cause I, that was something you needed to access for a couple of months ago, right? So I never tried it.
16:11 Speaker 01 You can go download, I don't know which app it is, but you know, they have Lens on there and you can just scan an image and then it shows you.
16:17 Speaker 00 Okay.
16:18 Speaker 01 Could just be the Google app. Uh, Google Lens, I believe the last numbers I checked was either 10 or 20 billion monthly searches using Google Lens.
16:26 Speaker 00 Wow.
16:27 Speaker 01 So I think you're going to start seeing people use search in many different ways. I agree with Eric, whether it's website traffic or people buying directly from social or directly through an email, because you can do that through tools like Zamo instead of just, uh, having people go to your website. Website traffic may be affected, but there's other ways to make up the sales and the revenue.
16:48 Speaker 00 Dude, speaking of Google, let's talk about YouTube for a moment because I saw your new video come out yesterday and I'm looking at view stats right now. I have the view stats mobile app and you have a one of 10 here. You know what a one of 10 is?
16:58 Speaker 01 It's better than 10 of my other videos.
17:01 Speaker 00 No, so it's close. It's your last 10 videos. It's your, when you have a one of 10, it's the top performer out of the last 10. So that's a, that's a great one, right? Um, and you have, you have pretty nice thumbnails here. Look at the A B test that you're running. Um, how do you think, based on this first video, I know it's very early right now, but how do you feel about how, how this is going and where this will go? Um, so just so everyone knows Neil made a video called how to get rich in a new era of AI. And we talked about how he's going wider TAM with some videos and these are very well edited.
17:28 Speaker 01 Yeah.
17:28 Speaker 00 Um, so what do you think so far?
17:30 Speaker 01 I think the videos are performing well. I think this one we knew was gonna be a hit before we ended up releasing it because everyone's talking about AI agents right now. I don't think the next three that'll come out will be as big of a hit, but I think they'll still get traction. This whole model of going broad and creating content, I think it's good when you're running ads. We'll see if we can make our ads pan out. We've sent out tons and tons of proposals from the cold traffic ads that we're doing and we're able to get the cost per lead down, but we're seeing the sales cycle way, way longer, more than double, potentially
18:13 Speaker 01 triple or quadruple our normal sales cycles because these people aren't as familiar with my brand. And we're hoping that this solves this because if it does, then I can scale up ads really quickly and generate a high return. So too early right now. Too early to tell. I think the biggest lesson that I got from this, good editing really can make a difference.
18:32 Speaker 00 Yeah, your editing is really good on this.
18:34 Speaker 01 The editing is really amazing.
18:35 Speaker 00 Yeah.
18:36 Speaker 01 And we want to try to produce that quality of editing in all of our videos. It does cost more, but there's ways to figure out how to get it done at a much more affordable rate.
18:47 Speaker 00 It's worth it to pay a little more because you already spent the time on it. So just to get more mileage from it. By the way, it's, there's a lot of lens. Is it just called Google Lens?
18:55 Speaker 01 Yeah, I think it's in the Google app. In the Google search app, if you have it, there should be a lens feature.
19:01 Speaker 00 Okay. Oh, yeah. Okay. Yeah, that one. Yes. Okay. Yeah.
19:04 Speaker 01 And then you just select it.
19:05 Speaker 00 It's a little camera thing. Yeah. Yeah. I know what that is. Okay, cool. All right, let's continue on here. So you have one on the simplest marketing strategy being land and expand.
19:15 Speaker 01 Yeah, everyone in marketing is focusing on more traffic or increasing their conversion rates, but people forget the most basic thing, which is sell more. And a great example of this is you have your ABM software.
19:31 Speaker 01 People are interested in that. You try to also sell them on your agency services and vice versa. Let's land and expand. If you have a lead or you have a customer, make more money from them than just selling them one thing. And we both use Legion supplements, right? I've ate their protein bars for ages. I use their creatine. I use their fish oil, you know? I don't take tons of protein powder or anything like that on a daily basis.
20:00 Speaker 00 Yeah.
20:01 Speaker 01 But I've used so many of their products. It's land and expand.
20:05 Speaker 00 Yeah, I do the same thing with this brand called Pure Encapsulation. So their omega threes, all their supplements. I have, but it's either that one or Thorne. It's those two, right?
20:13 Speaker 01 Yeah.
20:13 Speaker 00 And then the protein bars are either Legion or David bars. But then the David bars, it was one flavor. I've expanded it to four flavors, right? But I think, by the way, this will go back into why you lose sales deals too. So sometimes when I listen to some gong calls, I'm like, the reason we're losing these too, it goes back to confidence. But we confuse the pricing so much and we try to sell everything at once. And we come off desperate. It comes off really confusing and it scares people because they're sticker shock too, right? Sometimes if it's a really big one and if it's an enterprise company and they're like, hey, we want to do a pilot with you guys. Sometimes you take that bet because those small ones can become really big.
20:48 Speaker 01 Yes, if it's the right brand, the right division, the right department, and you know you can expand it, especially going through divisions or departments like procurement.
20:56 Speaker 00 Yeah.
20:57 Speaker 01 If you can get in the door, even if it's really small and not worth it right now, three years from now, it can be worth it. And I love those type of deals because if you're going through all those hoops to just get the initial contract, those contracts usually last for a long time.
21:13 Speaker 00 Yeah, because not many other people are going to go through the hoops, right? And sometimes procurement takes like nine to 12 months.
21:18 Speaker 01 Yes.
21:18 Speaker 00 So that's what we're dealing with, with carrot, so.
21:23 Speaker 01 Yeah, and when you're dealing with some of these long procurement ones, keep in mind, they know internally to switch you out may take nine to 12 months. So they just want to pick a vendor that works and they want to stick with it for a while.
21:35 Speaker 00 Once you're in, you're in. You know, this happened a long time ago when we had Amazon. So we, you remember Alexa, not the actual speakers, but the SEO tool. So Amazon had bought Alexa.
21:43 Speaker 01 Wait, does this still exist, Alexa.com?
21:45 Speaker 00 It's dead, it's dead.
21:46 Speaker 01 You're telling me they got rid of the website?
21:48 Speaker 00 They shut it down. Yeah, I think they shut it. I'm sure Alexa.com is still around.
21:51 Speaker 01 Dude, there's Alexa.com, learn about Alexa features, skills and products? I don't know why they just don't take you to the device.
21:58 Speaker 00 They should just take you to the device.
21:59 Speaker 01 That's so dumb.
22:00 Speaker 00 So they had a thing called Alexa, which they acquired, which is an SEO tool back in the day. And so we were helping them with that. And then they had signed another agency to help them with running ads for Amazon ads. And that agency took forever to get through procurement. So they're like, hey, you guys are through anyway. Why don't we just put you on that? So then we helped, we ended up running ads for Amazon ads. And I think we got into another division. But point is, once you're in, you're in. And the thing, the reason why we, this is a long time ago. The reason why we ended up losing Amazon, they're like, dude, we really like working with you guys, but you just don't have enough services. And so it's like, Neil's brought this point up before. You want to have as much as possible so you can lock in and also be more reliable. Cause they just want someone to be reliable. You don't even need to be the best at everything. You can be pretty good, so.
22:42 Speaker 01 And the moment you get multiple service into a company, there's, the stick rate is much better and the churn goes down. People believe that, oh, if someone's paying you, let's keep them at simple $10,000 a year for one thing. And they last for a year. And if you get them to pay for another service, that's another $10,000. And a third one, that's another $10,000. So now they'll just pay you $30,000 and that's what you get for the year. But what they don't realize is now that they're using you for multiple things, they usually don't pay you for a year. A year turns into two years or three years. And that's turned into a $60,000 or $90,000 account versus a $10,000 account.
23:19 Speaker 00 That's how it works. That's it for today. Please don't forget to rate, review, subscribe. It helps us grow and check out marketing school.io slash agency. If you want to grow your agency faster and goodbye.
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