The Truth About Marketing Agencies (and What You Should Really Look For

WEBVTT

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I'm I'm all for that all for that. Yay. Okay,

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everyone. It's another live this time We're a

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little late because of that what I'm using I'm

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not gonna say stream yard, but stream yard really

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you could do a little better Okay, so anyways,

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who is Jake? So Jake is in front of me Jake your

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last name is Sederlin Sutherland, I love it.

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OK, so let me just say Jake is brave because

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he has no idea the questions I'm going to ask

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on the other end. I don't know either. He's he's

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handsome as can be, so I won't use a beautiful

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and he is. because he's going to share his story

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with me while I get ready. I'm going to sit back

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and Jake, because this is no prep needed, which

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means literally I did no prep at all. I had to

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ask you how to spell your last name. Seriously,

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no prep. You knew that coming in here. So let's

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have you introduce yourself. I'm so excited.

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Maybe he's a mortician. I am not a mortician.

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I'm sorry to break that bubble. But no, I've

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been in the online space, kind of owning online

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businesses for about 10 years now. I started

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in college. I was 19 years old in school for

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engineering. And long story short, realized the

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corporate world isn't for me and got into trying

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to do my own thing. I started a little prototyping

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business. I learned very quickly that you can

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start a business and people don't just flock

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to you wanting to give you money. So I learned

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marketing and then learning marketing kind of

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shot me into the whole online marketing scene

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with doing it for other people. And that's what

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I do now. I own a few different marketing agencies.

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I got a lot of other stuff going on too, but

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marketing is kind of my main gig. So behind you,

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I see looks like. Plax maybe yes. What is behind

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you? I am I'm not a music producer. I promise

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Everybody says because they look like The the

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plaques that you get for you know, lots of music

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views and everything But um, so I don't know

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if you're familiar with click funnels or go high

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level But basically they give out different awards

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for doing so much business with them. I know

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that sounds kind of crazy But each one of the

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awards represents a specific milestone that we've

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gotten. So the gold ones are for generating seven

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figures in revenue. The silver platinum ones

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are for eight figures in revenue. And then the

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other black ones, you can't really see them too

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much, but those are for having X amount of users

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on go high level. So just some like a little

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awards that I've gotten over the years. So Jake,

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I grew up in the promotional products and awards

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business. My parents started the business over

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75 years ago in 1955. Do I know awards? And it's

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not a little award. And those awards are they

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look expensive. They probably they weren't, you

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know, ten dollars. And so I just everyone tell

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Jake he should not be like downplaying the fact

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that you got these awards. That is huge, huge,

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huge, huge. And they do look great. I remember

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years ago we used to do for American Idol when

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they were at Disney and we would do the American

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Idol. That was really cool. So those are beautiful.

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Congratulations. Thank you. Thank you. I appreciate

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it. I know a little bit about High Level, but

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I think for my listeners, the three of them out

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there, maybe you should share about High Level.

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I can do that. Yeah, so High Level is an all

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-in -one marketing tool, but what's unique about

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High Level is that they allow you to white label,

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which basically means we can put our logo, our

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branding, our domain, and make it look like our

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own software, I guess you want to call it. That

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we can give to our clients so part of us doing

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marketing is obviously advertising and with advertising

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you generate a lot of leads and appointments

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and Thankfully go high level has a really good

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system to manage leads and book appointments

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So we're able to use go high level to give to

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our clients It's kind of like a home base to

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manage everything that we do in terms of marketing

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for them Oh my God, that is awesome. Okay, so

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I had no idea actually about the blind labeling

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of high level, so I find that fascinating. So

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okay, so 10 years ago, you're, this makes so

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much sense, you're in college, you're studying

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engineering, you said? I was studying engineering,

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correct, mechanical engineering. Okay, does that

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make sense? And then you kind of gravitate towards

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digital marketing? Is that what, that's... Yep,

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the stepping stone was prototyping and then digital

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marketing. But yeah, I mean it was pretty quick

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in the to marketing in the market Prototyping

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like when I think of a prototype I think of like

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a product an actual like yeah, it's really product

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Yeah, that's that's exactly what it was because

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I was in the school of engineering like a lot

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of what we were doing was hands -on work So I

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was doing prototyping for individuals. So one

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of them We prototyped a rescue drone for firefighters.

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Now, this is drones back in the day when they

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weren't, you know, little pocket sized things

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that they were these big vehicles or aircrafts,

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whatever you want to call them. I mean, like

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almost like, you know, a model plane. So I did

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that. I prototyped a little bear that you could

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give the kids with a button in them that would

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call 911. A lot of weird stuff, chopstick holders

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that you could sell to restaurants as you know,

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their logo that you could hold chopsticks in.

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So like a lot of weird little stuff I found myself

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getting into. But with what? Like with 3D printers

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available back then? Yeah, they were. They were.

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They were these big things too. So again, it

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was just the start of all that like 3D printing

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and laser engraving and all that kind of stuff.

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Oh, it's got because in the pro the promo business.

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Same thing like we like the but we want to do

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it. We would farm it out and get it like a custom

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product. And so that wow. Yeah, I didn't even

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I actually just I haven't even really seen a

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3D printer spit something out. So I and I heard

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I think there may be one there's like working

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labs and libraries. OK, yeah. Libraries may have

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the 3D printers. OK, so you you're doing that.

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And then at what point do you say? I think I

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can make this my business. Yeah. So it was really,

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so I started, you know, that, that turning point

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where it was like, I can make this my business.

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I had that before I got into all those prototyping

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projects. Um, but all those projects were through

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school, through networking and I wasn't getting

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paid for them because I was like, I got to build

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my portfolio. So eventually I was like, I can't

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keep doing free work. I need to get paid. I learned

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marketing because I was like, I could try to

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get some customers. I had a little bit of a portfolio

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and I realized like this marketing stuff is great.

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I don't have to leave my house. I can do it all

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from home. I can just sit by my computer and

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talk to people and work with clients. So that

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was like, okay, like I'm done meeting with people.

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I'm done doing free work. I'm going to start

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this marketing agency and get into that whole

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realm of things. It was really just a decision

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that I was like, hey, I could do this from everywhere,

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that nomad life or remote lifestyle where you

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could work from home. I always say that I was

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a trailblazer because I was doing that way before

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that that was just a thing everybody does now.

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But yeah, that's kind of the pathway into marketing.

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So you have a few businesses. So you mentioned

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that you have a few different businesses. So

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is each one focused on a different section or

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sector of marketing? Yeah, so it's a couple different

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products and then a couple different sectors.

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So our main, I call like my main gig, but like

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our big company is high level and then the same

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product just taken into different industries.

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So we're in real estate, insurance, home services,

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health and wellness. That's kind of our big Big

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gig, big company and then we have a couple other

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agencies that offer different services completely

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different from the big company which those are

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more like different unique things like SEO and

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stuff that we don't offer with the big agency.

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Okay, I love this. All right, so I've been talking

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about this for the last couple of days and I

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want you to like totally be honest, say, Adrian,

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you're wrong or you're right. So what I find,

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so I'm the LinkedIn whisperer. I love LinkedIn

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and I'm really good at LinkedIn and I do lead

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generation for my clients and I, in essence,

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show the juice and then I do that. What I, and

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I, I have a lot of niche markets, but. not that

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this is about me, but I do, you know, being a

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35 years of the promotional products business,

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I had an opportunity to work with pretty much

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every business, including celebrities and their,

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you know, fan clubs and creating their company

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stores. Then I spent eight years with score as

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a certified mentor volunteer. So 400 hours a

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year. So when a company comes to me and says,

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Hey, Adrian, this is what I want you to do. I

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accept that if I understand the business or I'm

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willing to learn the business. So this week alone,

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I had one client that said, wow, you're, you're

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giving me more time than someone who was doing

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it last year and did it or a year ago and wasn't

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even interested in my business. And then I had

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another person say to me, well, I don't know

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that business. So there's not really much I could

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do, but yet you took the job and you took this

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role And so I really, and actually I started

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writing an article about this. And I would like

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for you to talk about this, the importance of

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really knowing. So it sounds like you have niches,

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so that makes sense. So, hey, I know the real

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estate market. What is it like for a social media

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person? And make me understand why you would,

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as a social media marketer, take... and not just

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social media, digital marketing, why you would

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take on a business if you're not willing to really

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learn and understand that business. And maybe

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that means really going deep to understand it.

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And how successful can you be if you don't understand

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it? That's a really good point. And I think it

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really comes down to how big do you want to grow?

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And I'll kind of clarify on that because there's

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like those big, big, big agencies that work with

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Coke and Pepsi and like nationwide agencies and

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We've never been one to try to get into that

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space It's always been small businesses and focused

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on and really the biggest thing I think is The

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market of you know, just marketing marketing

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umbrella. Everybody does marketing their neighbor

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does marketing, you know I could find somebody

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on the street that does Facebook ads like it's

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just that's how it is and To be able to stand

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out, and I think it's flip side, to make money,

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number one, but then also to really produce a

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good result for your customer, you need to be

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honed in on specifically, how am I gonna market

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that customer? How am I gonna market to the customer?

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And when that messaging just clicks on both sides,

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it's a win -win. On the front end, in terms of

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your offer, if I was just saying, hey, real estate

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agents, we can post on social media for you,

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as an example, I'm not speaking to that agent.

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Again, everybody's saying that. They could go

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to any place and get social media posting. But

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what I'm able to say, you know, Mr. Real Estate

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Agent, I'm able to reduce the amount of time

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you have to spend calling leads. I can get you

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qualified buyers on your calendar. And the end

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result is five closings in the next 90 days.

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It speaks to their pain points and what they

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actually want, which is closings. So on the front

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end, it helps you sell more people and work with

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more clients. But then on the back end, If I

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don't know anything about real estate, again

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real estate is an example, it's gonna be really

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hard for me to get over that hump of actually

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learning about that industry and then having

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to produce different marketing messages for them

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because I feel like marketing's been simplified

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where it's like, oh, I'll just run an ad and

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we'll just post some stuff and whatever happens

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happens. But if I really wanna get a good result

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for that real estate agent or for that client,

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I need to reverse engineer how is the end consumer

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gonna actually think about the message that I'm

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giving them. And if you have to do that for every

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client, I mean, you're gonna either have to charge

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a lot of money or you're just not gonna, you're

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gonna spend a lot of time working with that individual.

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So that's really on the customer side that we're

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able to get them better results by really understanding

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their market and what drives somebody to reach

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out to them through our marketing. Okay, so let's

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have you share. So you're gonna speak to those

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that are thinking of going into social media

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or thinking of going into work with AI when you

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really don't have a lot of business knowledge.

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You haven't really been in business or maybe

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you're an influencer that is very good looking

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and you've been able to influence people to buy

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my pretty scarf and here's how I decorate it.

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So hold on for a second, my assistant. Alexa,

00:13:12.259 --> 00:13:17.059
stop. I love Alexa. Okay, so I want you to talk

00:13:17.059 --> 00:13:19.919
to that person that says, Jake, listen, you know

00:13:19.919 --> 00:13:22.720
what? I need to make some money. I know how to

00:13:22.720 --> 00:13:26.360
use ChatGBT. Why can't I just take the job with

00:13:26.360 --> 00:13:29.039
the dentist office? All I have to do is go to

00:13:29.039 --> 00:13:32.980
ChatGBT and ask questions and I'll do some campaign

00:13:32.980 --> 00:13:35.899
and reach out to, oh, I don't know, people that

00:13:35.899 --> 00:13:37.940
everyone needs their teeth cleaned. So my client,

00:13:38.580 --> 00:13:40.639
their clients will be everyone, every single

00:13:40.639 --> 00:13:43.399
person I can market to. What would you say to

00:13:43.399 --> 00:13:46.799
that person that wants to use ChatGBT and really

00:13:46.799 --> 00:13:49.019
has zero knowledge and thinks everyone's going

00:13:49.019 --> 00:13:52.600
to buy? So, I definitely think you could make

00:13:52.600 --> 00:13:55.080
that work, right? Like, you could definitely

00:13:55.080 --> 00:13:58.600
wing that and make it work, but to really, again,

00:13:58.600 --> 00:14:00.399
I know a little bit about that industry, but

00:14:00.399 --> 00:14:02.440
then really just businesses in general, for you

00:14:02.440 --> 00:14:05.139
to really make an impact, if they just hire you

00:14:05.139 --> 00:14:07.559
for social media, that's fine, but that client's

00:14:07.559 --> 00:14:10.139
only gonna be a couple hundred dollar client

00:14:10.139 --> 00:14:13.039
to you because the value of you just posting

00:14:13.039 --> 00:14:15.700
on social media or doing their emails or something

00:14:15.700 --> 00:14:18.159
like that, it's not something that's... You know

00:14:18.159 --> 00:14:20.580
like a super like big lever that you can pull

00:14:20.580 --> 00:14:23.899
to get them a big result getting a dentist specifically

00:14:23.899 --> 00:14:27.679
a big result is running direct ads to get you

00:14:27.679 --> 00:14:31.419
know Invisalign clients or you know people to

00:14:31.419 --> 00:14:34.379
come in for checkups and then Helping the dentist

00:14:34.379 --> 00:14:37.460
ascend that person from the cleaning and checkup

00:14:37.460 --> 00:14:40.460
into you know a reoccurring client or you know

00:14:40.460 --> 00:14:43.639
other upsells that they might have Teeth whitening

00:14:43.639 --> 00:14:46.570
something like that You're able to make that

00:14:46.570 --> 00:14:49.389
dentist a lot more money by really understanding,

00:14:49.389 --> 00:14:52.769
you know, what's that client? value ladder for

00:14:52.769 --> 00:14:55.710
the dentist and how can I bring in people on

00:14:55.710 --> 00:14:58.950
this lower level and Then ascend them and help

00:14:58.950 --> 00:15:01.590
the client the dentist ascend them into that

00:15:01.590 --> 00:15:04.429
higher paying customer But then you know also

00:15:04.429 --> 00:15:07.289
digging into that. It's okay. I can run ads I

00:15:07.289 --> 00:15:09.539
can get leads but that dentist doesn't know how

00:15:09.539 --> 00:15:11.840
to convert leads. So now you have to put something

00:15:11.840 --> 00:15:14.039
in place to convert those leads into appointments,

00:15:14.379 --> 00:15:16.480
and then those appointments don't show up, so

00:15:16.480 --> 00:15:18.220
now you have to put something in place to get

00:15:18.220 --> 00:15:19.879
those appointments to show up so that they're

00:15:19.879 --> 00:15:21.919
actually paying the dentist. So it's like that

00:15:21.919 --> 00:15:25.220
whole spectrum. If you don't understand that

00:15:25.220 --> 00:15:29.139
for that specific industry, again, you could

00:15:29.139 --> 00:15:31.919
do a little job, but you become replaceable,

00:15:31.940 --> 00:15:34.120
and you're not really getting the client the

00:15:34.120 --> 00:15:38.549
best result as possible. Okay, yeah, I hope you

00:15:38.549 --> 00:15:40.789
all listening to that because you know people

00:15:40.789 --> 00:15:43.429
are experts at what they do and Jake is given

00:15:43.429 --> 00:15:46.529
some really great information not just for the

00:15:46.529 --> 00:15:48.909
social media but for the buyer the person that's

00:15:48.909 --> 00:15:51.350
like I'm looking for someone Oh, I'm over here

00:15:51.350 --> 00:15:53.230
and I'm like I could do that for you for nothing

00:15:53.230 --> 00:15:56.409
You know a couple dollars. I'm okay or the cookie

00:15:56.409 --> 00:15:59.250
cutters, like people searching out there, I need

00:15:59.250 --> 00:16:02.250
dentist templates and all of that. Okay, next

00:16:02.250 --> 00:16:04.370
question, because I am absolutely loving this

00:16:04.370 --> 00:16:08.889
is, but Jake, I all I need to do is I'm just

00:16:08.889 --> 00:16:11.789
going to follow my clients gonna give me $500.

00:16:12.070 --> 00:16:15.610
I'll take 250 of it. And I'm going to boost their

00:16:15.610 --> 00:16:19.090
posts. And I think I know the audience, I think

00:16:19.090 --> 00:16:23.490
I could do this. What do you say, Jake? I think

00:16:23.490 --> 00:16:27.029
unless that client, like boosting posts, you're

00:16:27.029 --> 00:16:30.110
gonna get views and maybe some clicks, but it's

00:16:30.110 --> 00:16:32.269
not something that's predictable and trackable.

00:16:32.830 --> 00:16:35.350
And if it's not predictable, I guess reverse

00:16:35.350 --> 00:16:37.509
that. If it's not trackable, it's not predictable.

00:16:37.970 --> 00:16:39.909
And if it's not predictable, it's not scalable.

00:16:40.570 --> 00:16:43.129
So the biggest thing is you wanna be able to

00:16:43.129 --> 00:16:47.049
say, Mr. Dentist, let's spend $1 ,000 this month

00:16:47.049 --> 00:16:50.019
on ads. Again, not boosting posts. We're talking

00:16:50.019 --> 00:16:52.179
going in the back end of Facebook and setting

00:16:52.179 --> 00:16:55.759
up a real campaign to get leads I Can tell that

00:16:55.759 --> 00:16:58.960
client, you know based off our track record with

00:16:58.960 --> 00:17:01.799
that thousand dollars We're gonna see 50 leads

00:17:01.799 --> 00:17:04.420
come in and then we're gonna start to track how

00:17:04.420 --> 00:17:06.279
many of those leads book an appointment and then

00:17:06.279 --> 00:17:08.559
how many of those Appointments show up so that

00:17:08.559 --> 00:17:10.900
then you can go back to the dentist and say okay

00:17:10.900 --> 00:17:14.599
one client is worth $500 to you out of those

00:17:14.599 --> 00:17:17.779
50 leads we were able to get 25 of those to book

00:17:17.779 --> 00:17:21.000
and out of the 25 we had 80 % show up. So now

00:17:21.000 --> 00:17:24.700
we had 20 % if I'm doing that math right we had

00:17:24.700 --> 00:17:29.059
20 % come into the office and pay you that you

00:17:29.059 --> 00:17:32.599
know or excuse me we had 20 which is 80 % come

00:17:32.599 --> 00:17:35.380
into the office and pay you that 20 times 400

00:17:35.380 --> 00:17:38.900
is worth $8 ,000 to you you're paying me not

00:17:38.900 --> 00:17:41.900
500 now you're paying me 2 ,000 you're still

00:17:41.900 --> 00:17:44.660
making money and, you know, go ahead, upsell

00:17:44.660 --> 00:17:46.740
that client and do something else that's, you

00:17:46.740 --> 00:17:50.680
know, more expensive. So it's all, I mean, unfortunately,

00:17:50.799 --> 00:17:54.160
at the end of the day, it's like time is one

00:17:54.160 --> 00:17:56.140
of those things that if somebody wants to save

00:17:56.140 --> 00:17:57.960
time, they're going to hire somebody in -house

00:17:57.960 --> 00:18:00.779
and you don't want to be that person. And that,

00:18:00.779 --> 00:18:03.460
you know, as a freelancer, agency owner, consultant,

00:18:03.519 --> 00:18:05.799
whatever you want to call that position, you're

00:18:05.799 --> 00:18:08.740
not in that position to save somebody time. You're

00:18:08.740 --> 00:18:11.549
in the position to make them money. And If you're

00:18:11.549 --> 00:18:13.269
not making the money, they're going to find somebody

00:18:13.269 --> 00:18:15.490
else that that can do your job that is going

00:18:15.490 --> 00:18:18.670
to make the money. Hey, Jake, I wonder how many

00:18:18.670 --> 00:18:21.069
thousands of dollars goes in the toilet that

00:18:21.069 --> 00:18:22.690
people spend because someone says to me, can

00:18:22.690 --> 00:18:25.109
you do Facebook ads? My answer is always like.

00:18:25.339 --> 00:18:27.420
you are better off taking your money and throwing

00:18:27.420 --> 00:18:29.759
it into the toilet bowl because I don't know

00:18:29.759 --> 00:18:31.940
what I'm doing and you have to hire an expert

00:18:31.940 --> 00:18:34.059
or you're in a committee and you're in a board

00:18:34.059 --> 00:18:36.859
and that so I could do the Facebook ads you don't

00:18:36.859 --> 00:18:39.259
have to hire someone I'm like oh what are you

00:18:39.259 --> 00:18:41.440
gonna do and then they get all nervous and then

00:18:41.440 --> 00:18:44.339
it turns out they're boosting and I'm like I'll

00:18:44.339 --> 00:18:45.980
say the president, you might as well just take

00:18:45.980 --> 00:18:48.279
your money and throw it in the toilet, right?

00:18:48.799 --> 00:18:51.079
It becomes toilet water because if you don't

00:18:51.079 --> 00:18:53.500
know what you're doing, and people just think

00:18:53.500 --> 00:18:56.420
that they do. So I want you to just really, really

00:18:56.420 --> 00:18:59.619
make it clear why and the importance of hiring

00:18:59.619 --> 00:19:03.000
someone that really is an expert and what that

00:19:03.000 --> 00:19:06.140
means. Please, we need to just get this out there

00:19:06.140 --> 00:19:09.960
now. Yes, absolutely. So hiring an expert's gonna

00:19:09.960 --> 00:19:12.579
be more expensive. Like it just at the end of

00:19:12.579 --> 00:19:16.250
the day is, But when we're talking about spending

00:19:16.250 --> 00:19:20.230
more than $100 a month on advertising, you want

00:19:20.230 --> 00:19:22.109
to work with the expert because that expert knows

00:19:22.109 --> 00:19:24.349
how to get results. They don't know how to get

00:19:24.349 --> 00:19:26.089
views. They don't know how to get clicks or likes

00:19:26.089 --> 00:19:28.670
on a post. They know how to actually get people

00:19:28.670 --> 00:19:32.710
coming to your business. And it's worth it in

00:19:32.710 --> 00:19:34.970
the long run to pay somebody more to get you

00:19:34.970 --> 00:19:38.430
real results than it is to cheap out, pay somebody

00:19:38.430 --> 00:19:43.759
that can just maybe do it. Again, they don't

00:19:43.759 --> 00:19:45.559
have a track record. They've never actually gotten

00:19:45.559 --> 00:19:47.960
those results before. So it really comes down

00:19:47.960 --> 00:19:51.460
to actually getting a result on the work that

00:19:51.460 --> 00:19:54.420
you're paying somebody or on the money that you're

00:19:54.420 --> 00:19:55.980
paying somebody. You want to get a result for

00:19:55.980 --> 00:19:59.119
that. I think it's valuable information for those

00:19:59.119 --> 00:20:01.700
that have a small business. Arthur saying to

00:20:01.700 --> 00:20:03.960
themselves, I need someone social media. Should

00:20:03.960 --> 00:20:07.640
I hire Joe's daughter who's 16 and said she could

00:20:07.640 --> 00:20:10.660
do it? No, you do that. OK, let's switch gears

00:20:10.660 --> 00:20:13.420
for a second. Funnels. Now, first of all, I like

00:20:13.420 --> 00:20:15.299
my funnel that I could put my little magnesium

00:20:15.299 --> 00:20:18.980
in and my little, you know, whatever. But funnel

00:20:18.980 --> 00:20:21.700
funnels, I will tell you, I am not loving funnels.

00:20:21.819 --> 00:20:24.059
I'm not a funnel lover. I personally don't want

00:20:24.059 --> 00:20:26.059
to do a funnel. And I had a situation with a

00:20:26.059 --> 00:20:29.359
funnel. So going to a big event was booking.

00:20:29.710 --> 00:20:31.910
And all of a sudden it had the price, right?

00:20:31.970 --> 00:20:35.109
So I said, OK, I'll do the silver price at $49

00:20:35.109 --> 00:20:38.089
.99. I don't need to do the gold. Then I went

00:20:38.089 --> 00:20:40.410
to go pay it, clicked it, and got into another

00:20:40.410 --> 00:20:43.829
one. And it said, do you want to upgrade for

00:20:43.829 --> 00:20:47.170
$50? Learn more. Guess what? When I click learn

00:20:47.170 --> 00:20:52.059
more, guess what happened? You got charged. like

00:20:52.059 --> 00:20:54.960
this has to be against the law that I did not

00:20:54.960 --> 00:20:57.500
chart. I did not say I want to be charged. Why

00:20:57.500 --> 00:21:00.460
are you charging me? And I'm like, that is crazy.

00:21:00.640 --> 00:21:02.839
And the worst of it is not even like a good deal.

00:21:03.000 --> 00:21:05.039
So first of all, it was like, oh, you can now

00:21:05.039 --> 00:21:07.200
get the next ticket for your friend for 34. And

00:21:07.200 --> 00:21:08.779
we were both doing it at the same time. So I

00:21:08.779 --> 00:21:11.539
was like, oh, man. But then I, she didn't click

00:21:11.539 --> 00:21:14.240
to learn more. I clicked to learn more. I got

00:21:14.240 --> 00:21:16.640
the charge and yes, they're going to refund me

00:21:16.640 --> 00:21:19.039
in 10 days. But I was like, this is why I don't

00:21:19.039 --> 00:21:21.509
like funnels. And then like going in now and

00:21:21.509 --> 00:21:24.410
getting more emails. And I do sometimes, I don't

00:21:24.410 --> 00:21:27.150
know what to liken it to. I want to say use cars,

00:21:27.250 --> 00:21:31.029
but I know it's not there, but I just. Don't

00:21:31.029 --> 00:21:33.730
I get so explain to me talk to me like with me

00:21:33.730 --> 00:21:36.069
say this I don't want to do a funnel because

00:21:36.069 --> 00:21:38.710
I just think that it's just constantly trying

00:21:38.710 --> 00:21:42.170
to get them to buy something and Sometimes they're

00:21:42.170 --> 00:21:43.730
buying things that they don't even want because

00:21:43.730 --> 00:21:45.470
they click this hat. This happens a lot I try

00:21:45.470 --> 00:21:47.630
to support a business. Yeah, so okay. I'll go

00:21:47.630 --> 00:21:49.869
for the nine dollars. That's fine whether I use

00:21:49.869 --> 00:21:52.269
it or not I'm happy to support that person next

00:21:52.269 --> 00:21:54.970
thing. You know, I'm like $200 later. I know

00:21:54.970 --> 00:21:57.289
what the hell happened. Yeah, help me take help

00:21:57.289 --> 00:22:00.509
everyone out there. Yeah Absolutely. So first

00:22:00.509 --> 00:22:02.869
off, I will challenge you on your idea of funnels

00:22:02.869 --> 00:22:06.690
because that is definitely a funnel. But what

00:22:06.690 --> 00:22:09.049
you do on LinkedIn is also a funnel because it

00:22:09.049 --> 00:22:11.450
starts with engagement and then it goes into,

00:22:11.470 --> 00:22:13.430
you know, some kind of conversation and then

00:22:13.430 --> 00:22:15.990
you're funneling them down into a lead and then,

00:22:16.109 --> 00:22:17.730
you know, wherever they go from there. So you

00:22:17.730 --> 00:22:19.309
could really look at everything as a funnel.

00:22:19.670 --> 00:22:22.509
Me and my business partner joke that Tinder or

00:22:22.509 --> 00:22:25.730
a Bumble dating swiping app is a funnel because

00:22:25.730 --> 00:22:27.819
it's like How many people do I have to swipe

00:22:27.819 --> 00:22:29.759
to get them in my inbox? And then how many people

00:22:29.759 --> 00:22:31.559
do I have to talk to to actually go on a date?

00:22:31.740 --> 00:22:34.440
And then, you know, so everything's a funnel.

00:22:34.900 --> 00:22:37.940
Now, with what you're referring to, though, is

00:22:37.940 --> 00:22:41.720
definitely where marketers get a bad name for

00:22:41.720 --> 00:22:45.920
those shady tactics of, you know, charging people

00:22:45.920 --> 00:22:48.420
and making it too easy to be able to charge somebody.

00:22:48.880 --> 00:22:52.000
So I'm right with you there. I think there is,

00:22:52.000 --> 00:22:55.980
you know, unfortunately, some bad actors. But

00:22:55.980 --> 00:22:59.160
what I will say is, even though you don't like

00:22:59.160 --> 00:23:02.440
that, there is definitely a place for those funnels

00:23:02.440 --> 00:23:05.099
and upsells and upgrades. As long as they're

00:23:05.099 --> 00:23:07.539
done properly, having just a button that says

00:23:07.539 --> 00:23:09.519
learn more and you get charged is absolutely

00:23:09.519 --> 00:23:12.819
wild. But we actually do that with our company.

00:23:13.420 --> 00:23:15.299
Not, again, not to that extent, it's very clear.

00:23:15.539 --> 00:23:18.420
Like, hey, you're gonna get charged. But somebody

00:23:18.420 --> 00:23:21.400
comes into our service and is like, hey, I wanna

00:23:21.400 --> 00:23:23.950
transact with you guys. I want to buy your product.

00:23:23.990 --> 00:23:26.069
And we actually send them a checkout. So it's

00:23:26.069 --> 00:23:27.589
like put in your credit card. This is how much

00:23:27.589 --> 00:23:29.630
you're going to get charged. And then after they

00:23:29.630 --> 00:23:32.930
submit that, we have two different upsells that

00:23:32.930 --> 00:23:35.390
one of them, do you want a priority support and

00:23:35.390 --> 00:23:37.809
like a dedicated account manager? And then the

00:23:37.809 --> 00:23:40.710
other one is a marketing program that we have

00:23:40.710 --> 00:23:42.910
that we upsell just a couple hundred dollars.

00:23:42.990 --> 00:23:45.410
And in the grand scheme of things, it definitely

00:23:45.410 --> 00:23:50.029
does help just overall get more money and increase

00:23:50.029 --> 00:23:53.440
LTV from customers. So I can't hate on it too

00:23:53.440 --> 00:23:56.519
much, but there are some bad actors in the in

00:23:56.519 --> 00:23:58.640
the industry for sure. In the funnel business,

00:23:58.740 --> 00:24:01.220
I'm surprised that they well, I know that the

00:24:01.220 --> 00:24:04.160
attorney general in October has made a new ruling

00:24:04.160 --> 00:24:07.220
that you have to make it as easy to unsubscribe

00:24:07.220 --> 00:24:11.480
as it is to subscribe. So I wrote. I wrote very

00:24:11.480 --> 00:24:14.019
nicely. Oh no, I understand. Because she's like,

00:24:14.039 --> 00:24:16.079
oh, you weren't charged. And I'm like, yes, I

00:24:16.079 --> 00:24:18.599
was. So I sent the picture. Now I'm on text.

00:24:18.980 --> 00:24:21.640
So email to text. And then all of a sudden, there

00:24:21.640 --> 00:24:23.599
was like no response for a couple hours. I said,

00:24:23.880 --> 00:24:26.259
hey, no problem. I'll just do a charge back.

00:24:29.710 --> 00:24:33.789
That gets the eyes on it, right? Because I like

00:24:33.789 --> 00:24:37.490
you just have to do things right. And so, but

00:24:37.490 --> 00:24:40.029
I agree with you. And my, my friend partner,

00:24:40.150 --> 00:24:42.390
Sheila always says when done right, Adrian, it

00:24:42.390 --> 00:24:47.190
does work, but I, I purposely. don't have it

00:24:47.190 --> 00:24:50.930
on my website. I have what I do and because,

00:24:51.089 --> 00:24:52.970
you know, I figure when you're passionate about

00:24:52.970 --> 00:24:55.029
something and you believe in it, then you should

00:24:55.029 --> 00:24:57.970
promote it. And as I said, I never mind. I kind

00:24:57.970 --> 00:24:59.849
of like after a couple of weeks getting an email

00:24:59.849 --> 00:25:02.150
saying, OK, now are you ready for the next step?

00:25:02.230 --> 00:25:06.369
All at once is a little bit like too much. But

00:25:06.369 --> 00:25:09.329
but. I love how you explained it and I totally,

00:25:09.509 --> 00:25:11.609
I totally get it. And it is like, okay, you're

00:25:11.609 --> 00:25:13.869
going to buy a car now. Do you want your oil

00:25:13.869 --> 00:25:15.990
change or oh, you're going to the restaurant,

00:25:16.049 --> 00:25:18.269
you're getting lobster. Do you want the garlic

00:25:18.269 --> 00:25:20.990
infused drawn butter or just the regular butter

00:25:20.990 --> 00:25:24.369
garlic infused? Of course. Do you want, do you

00:25:24.369 --> 00:25:27.869
want a salad with or without tomatoes? So I totally

00:25:27.869 --> 00:25:30.269
understand that. I love it. So, all right. So

00:25:30.269 --> 00:25:33.750
how many, like, so like, like what is the business

00:25:33.750 --> 00:25:37.690
that you actually run day -to -day or are you

00:25:37.690 --> 00:25:40.029
the CEO of all the companies like what does that

00:25:40.029 --> 00:25:43.970
look like? Yeah, so I am I'm a 33 % partner.

00:25:43.990 --> 00:25:46.390
So I have two other partners in the the agencies

00:25:46.390 --> 00:25:49.230
We have our parent company kind of we call it

00:25:49.230 --> 00:25:52.390
the octopus probably not the best visual but

00:25:52.390 --> 00:25:56.009
basically you have this the center of The octopus

00:25:56.009 --> 00:25:59.420
which is our management company And then we have

00:25:59.420 --> 00:26:01.740
different tentacles and each one of those tentacles

00:26:01.740 --> 00:26:03.500
is a different industry. So like I mentioned,

00:26:03.680 --> 00:26:06.339
real estate, insurance, home services, health

00:26:06.339 --> 00:26:09.019
and wellness, and they all funnel into the funnel.

00:26:09.420 --> 00:26:12.359
They all go into the head, which is the Go High

00:26:12.359 --> 00:26:14.980
Level account, which is the white label software

00:26:14.980 --> 00:26:19.039
that we send our clients into. And our product

00:26:19.039 --> 00:26:22.099
offering across the board is the same in each

00:26:22.099 --> 00:26:25.579
industry. Obviously, the deliverable is different

00:26:25.579 --> 00:26:28.089
because it's a different industry. But the actual,

00:26:28.089 --> 00:26:31.309
you know, what we do for the client is almost

00:26:31.309 --> 00:26:33.809
identical throughout them all, which is we set

00:26:33.809 --> 00:26:36.190
them up with advertising and then we set them

00:26:36.190 --> 00:26:39.289
up a qualification application. So the ads run

00:26:39.289 --> 00:26:42.009
into the application, which, you know, leads

00:26:42.009 --> 00:26:44.849
are filling out saying, I'm at this stage in

00:26:44.849 --> 00:26:47.289
the buying process. I have this budget name,

00:26:47.369 --> 00:26:50.829
phone, email. And then with that, we give them

00:26:50.829 --> 00:26:54.430
voice AI. So the voice AI will call up the lead,

00:26:54.490 --> 00:26:57.059
book them into an appointment. And then the clients

00:26:57.059 --> 00:26:59.720
managing that all inside the software. So we're

00:26:59.720 --> 00:27:02.140
doing that for all the different industries.

00:27:02.839 --> 00:27:05.059
Ads are different, qualification application

00:27:05.059 --> 00:27:07.680
is different, but that's our offering. And it's

00:27:07.680 --> 00:27:10.940
actually positioned like a done with you type

00:27:10.940 --> 00:27:14.740
of system, not done for you. So for us, we like

00:27:14.740 --> 00:27:17.079
to sell hamburgers. We don't like to sell steaks.

00:27:17.140 --> 00:27:19.480
So what I mean by that is we want to be able

00:27:19.480 --> 00:27:22.680
to serve everybody. And for us to do that, we

00:27:22.680 --> 00:27:26.460
have to have a pretty affordable pricing. And

00:27:26.460 --> 00:27:30.279
with affordable pricing, it means we can't unfortunately

00:27:30.279 --> 00:27:33.220
just do absolutely everything for them. So it's

00:27:33.220 --> 00:27:35.359
done with you in terms of we're gonna set you

00:27:35.359 --> 00:27:37.819
up the system, it is gonna be functioning, you

00:27:37.819 --> 00:27:39.579
can take it, you can run with it, it's gonna

00:27:39.579 --> 00:27:42.640
be a driving car. But after that, we're not gonna

00:27:42.640 --> 00:27:45.200
tell you where to go with it. And that's kinda

00:27:45.200 --> 00:27:47.380
how we positioned our offer to be able to help

00:27:47.380 --> 00:27:49.440
as many people as possible is we're gonna set

00:27:49.440 --> 00:27:51.400
you this up, you're gonna take the system and

00:27:51.400 --> 00:27:53.809
you're gonna use it how you want. I love that.

00:27:53.970 --> 00:27:55.890
Okay, so I'm gonna ask you something. So almost,

00:27:56.390 --> 00:27:59.269
you help to personalize it and then you can tailor

00:27:59.269 --> 00:28:02.990
more as they go on. Okay, so let's talk for a

00:28:02.990 --> 00:28:04.529
second. I wanna talk a little business here.

00:28:04.950 --> 00:28:07.910
If you're on, now it's a time to turn it off.

00:28:08.289 --> 00:28:10.329
Turn this off. No, I'm kidding you. But you're

00:28:10.329 --> 00:28:13.970
gonna listen to my asking Jake a question. So

00:28:13.970 --> 00:28:16.890
Jake. I don't know how much you know of the promotional

00:28:16.890 --> 00:28:19.029
products company, but I love that you have enough

00:28:19.029 --> 00:28:21.690
to know awards and that you're making prototypes.

00:28:22.230 --> 00:28:24.930
What if we work together? What if I said to you,

00:28:25.009 --> 00:28:27.589
hey, Jake, I know the industry like the back

00:28:27.589 --> 00:28:32.009
of my hand, 35. Well, ageism sucks. So really

00:28:32.009 --> 00:28:34.470
at my age, which I'm not going to say 62, because

00:28:34.470 --> 00:28:38.369
nobody needs to know I'm 62, I have over 40 years

00:28:38.369 --> 00:28:40.369
experience. My parents took me right out of college.

00:28:40.470 --> 00:28:43.529
So my question to you is, what if we work together

00:28:43.799 --> 00:28:46.220
because I have all the background to actually

00:28:46.220 --> 00:28:48.500
work with the industry because so many people

00:28:48.500 --> 00:28:51.000
in the industry, there's one guy doing social

00:28:51.000 --> 00:28:52.980
media, if you're watching or listening to this,

00:28:53.099 --> 00:28:55.759
don't take it personally sir, but cookie cutter

00:28:55.759 --> 00:28:59.440
so everyone gets the same cell phone cover artwork

00:28:59.440 --> 00:29:01.839
and then maybe they don't know the same people

00:29:01.839 --> 00:29:04.339
but they may and so it's easy to see and it's

00:29:04.339 --> 00:29:07.509
not really exciting or motivating. I don't know

00:29:07.509 --> 00:29:10.470
if people are even buying to, you know, really

00:29:10.470 --> 00:29:12.670
kind of creating something that would make sense,

00:29:12.750 --> 00:29:15.769
like doing ads for them. Would that be something

00:29:15.769 --> 00:29:18.769
that we could talk about off mic? That is absolutely

00:29:18.769 --> 00:29:21.769
something that we can talk about. You know, we

00:29:21.769 --> 00:29:24.329
have kind of a little carved out section in our

00:29:24.329 --> 00:29:27.109
business that is for anybody, because we have

00:29:27.109 --> 00:29:28.670
people that will come in as a real estate agent.

00:29:28.789 --> 00:29:30.769
It's like, hey, I have a clean business on the

00:29:30.769 --> 00:29:34.690
side or I have this random thing I'm trying to

00:29:34.690 --> 00:29:37.400
think of. just some of the most random stuff.

00:29:37.839 --> 00:29:41.559
A dog food company is one of those. So absolutely,

00:29:41.880 --> 00:29:44.900
that is something that we have it set up. The

00:29:44.900 --> 00:29:47.460
only thing is that does become a little bit more

00:29:47.460 --> 00:29:49.740
personal like we talked about before. We have

00:29:49.740 --> 00:29:51.579
to go in and we have to learn that industry.

00:29:52.359 --> 00:29:55.779
And there's a lot less warranties, guarantees,

00:29:55.880 --> 00:29:58.180
whatever you want to call it, where we're very

00:29:58.180 --> 00:30:00.140
transparent like, hey, we can help you set this

00:30:00.140 --> 00:30:03.279
up. We can't guarantee anything. We don't know

00:30:03.279 --> 00:30:05.430
what the results are gonna look like. we can

00:30:05.430 --> 00:30:10.529
work with you and give you our expertise. But

00:30:10.529 --> 00:30:13.069
it's a little bit less on the ad side because,

00:30:13.269 --> 00:30:17.049
again, we're not experts in advertising for award

00:30:17.049 --> 00:30:19.950
companies. We are experts in setting up the software.

00:30:20.069 --> 00:30:22.369
So we can set up the systems. We can do that.

00:30:22.410 --> 00:30:25.029
We're going to work with you on the ads. But

00:30:25.029 --> 00:30:29.390
it's very transparent in terms of we don't 100

00:30:29.390 --> 00:30:32.329
% know if you're going to get any results. I

00:30:32.329 --> 00:30:35.460
could be your EOD, though. your expert on demand.

00:30:35.519 --> 00:30:38.099
And then that way, you've got the knowledge,

00:30:38.460 --> 00:30:41.380
you can help me to help the industry because

00:30:41.380 --> 00:30:44.579
I see an industry that really has an issue with

00:30:44.579 --> 00:30:48.099
trying to, you know, do these cookie cutter and

00:30:48.099 --> 00:30:50.819
templated, you know, so I concentrate on LinkedIn,

00:30:50.819 --> 00:30:52.759
because that's how much I am. And I'm really

00:30:52.759 --> 00:30:54.759
good at it, which by the way, it's so weird to

00:30:54.759 --> 00:30:56.539
me, I get so many emails like, Adrian, would

00:30:56.539 --> 00:31:00.160
you like 161 leads? What would I do with 161

00:31:00.160 --> 00:31:03.259
leads? And the other thing too is I'm in people's

00:31:03.259 --> 00:31:07.380
links. like I actually am in the the work for

00:31:07.380 --> 00:31:12.319
them. So I' their linked into someon own virtue

00:31:12.319 --> 00:31:21.240
and ethics. I in there. But there's othe Uh,

00:31:21.400 --> 00:31:22.980
which is great. I have a Facebook, but it's like,

00:31:22.980 --> 00:31:24.859
you know, just more like, look at me. I'm eating

00:31:24.859 --> 00:31:28.539
lobster today. You know, or Instagram, right?

00:31:29.140 --> 00:31:31.900
It's really, you know, funny. I'll sing out loud

00:31:31.900 --> 00:31:34.380
in a restaurant just to get kicked out. Like,

00:31:34.500 --> 00:31:36.720
you know, the funny things that we do. Oh, by

00:31:36.720 --> 00:31:38.619
the way, I don't know. I have to mention this

00:31:38.619 --> 00:31:41.759
chatter. Have you heard of clubhouse? I have,

00:31:41.839 --> 00:31:44.160
I've never used it. I do know what clubhouse

00:31:44.160 --> 00:31:46.680
is though. So I'm on Clubhouse Thursday morning,

00:31:46.839 --> 00:31:50.420
730 to 830. There's about 200 ,000 people at

00:31:50.420 --> 00:31:52.240
Breakfast with Champions, but there's so many

00:31:52.240 --> 00:31:55.720
other groups. And then Nelson Apega, who has

00:31:55.720 --> 00:31:59.059
a great story himself, he started Chatter Social,

00:31:59.440 --> 00:32:02.900
which is a real experience. It's audio and video.

00:32:03.210 --> 00:32:06.990
So you could be like this on the phone and then

00:32:06.990 --> 00:32:09.890
people then there's a podcast called debate the

00:32:09.890 --> 00:32:12.789
news, which is now number five, where you have

00:32:12.789 --> 00:32:15.970
real live people on camera with an amazing Jerry

00:32:15.970 --> 00:32:18.470
Malcolm is an amazing like DJ and moderator.

00:32:18.569 --> 00:32:21.809
And they have the right and the left coming together

00:32:21.809 --> 00:32:25.309
to talk politics, arguing Grant Cardone comes

00:32:25.309 --> 00:32:28.500
on almost nightly. He came on last night, even

00:32:28.500 --> 00:32:30.160
though he's losing his voice, he looked like

00:32:30.160 --> 00:32:33.619
he was exhausted. This can be Cindy Stumpo from

00:32:33.619 --> 00:32:36.640
Stumpo Developers. Cindy's a most amazing woman

00:32:36.640 --> 00:32:39.019
developer. So you've got some great people. John

00:32:39.019 --> 00:32:41.460
Ledger comes on. There's a lot of great people.

00:32:41.920 --> 00:32:45.160
Singers come on. So anyways, but it's a fun app.

00:32:45.299 --> 00:32:46.980
And I always say, if you know social media, get

00:32:46.980 --> 00:32:51.500
to know. because V2 is coming and it's pretty

00:32:51.500 --> 00:32:54.740
incredible. Right now it's by invite only. It's

00:32:54.740 --> 00:32:56.720
public beta so I can get you the invite, but

00:32:56.720 --> 00:32:59.140
it is something that's so unusual. I was working

00:32:59.140 --> 00:33:00.839
with a client today who has beautiful crystal

00:33:00.839 --> 00:33:03.440
bowls and I'm like, you could literally be selling

00:33:03.440 --> 00:33:06.740
on Chatter and have your video and you're sharing

00:33:06.740 --> 00:33:09.460
things. Cakes, those are soap. So there's a lot

00:33:09.460 --> 00:33:11.660
of things that you could do. A lot of realtors

00:33:11.660 --> 00:33:14.279
on Chatter social, as a matter of fact, mortgage

00:33:14.279 --> 00:33:16.380
syndication. There's a lot of people that's doing

00:33:16.380 --> 00:33:20.680
amazing things. many of them are now in La Cardone

00:33:20.680 --> 00:33:25.759
and his 10 X. So and it was just to say t talk

00:33:25.759 --> 00:33:29.720
to Grant Cardone. I like that. A lot of people

00:33:29.720 --> 00:33:38.980
go on and be a crazy per or you could be nice

00:33:38.980 --> 00:33:41.859
to, but I love this. So, so what I just, cause

00:33:41.859 --> 00:33:43.279
I know that there's a lot of questions about

00:33:43.279 --> 00:33:46.119
challenges and the struggles and just share some

00:33:46.119 --> 00:33:48.599
of the challenges and struggles or advice you

00:33:48.599 --> 00:33:51.480
give someone who is new, you know, how much should

00:33:51.480 --> 00:33:53.779
they offer for free? How much time? What do you,

00:33:53.859 --> 00:33:56.059
how much do you have to really put in before

00:33:56.059 --> 00:33:58.579
you can start seeing paying clients? Yeah. So

00:33:58.579 --> 00:34:00.460
that's a really good question because that's

00:34:00.460 --> 00:34:03.500
something that I'm super passionate about. And

00:34:03.500 --> 00:34:05.420
I know everybody has their own opinion on doing

00:34:05.420 --> 00:34:08.610
free work and honing your skills. I didn't make

00:34:08.610 --> 00:34:11.610
a dollar for probably three to four years when

00:34:11.610 --> 00:34:14.190
I got started. Now obviously part of that was

00:34:14.190 --> 00:34:16.110
doing the prototyping. But even in marketing,

00:34:16.730 --> 00:34:19.369
I was building funnels, running ads, reaching

00:34:19.369 --> 00:34:21.530
out to people saying, hey, can I run some ads

00:34:21.530 --> 00:34:25.250
for you? Can I do X, Y, and Z? I had a drone,

00:34:25.909 --> 00:34:27.690
now a little pocket one that could take pictures.

00:34:28.190 --> 00:34:30.349
And we would go out to golf courses and take

00:34:30.349 --> 00:34:32.230
free photos for them and give them like, hey,

00:34:32.329 --> 00:34:35.329
here's some promotional photos. and really just

00:34:35.329 --> 00:34:37.409
building up this network of referrals, but then

00:34:37.409 --> 00:34:40.449
also building skills, because didn't know how

00:34:40.449 --> 00:34:42.170
to run ads, didn't know how to build funnels,

00:34:42.550 --> 00:34:46.309
and I didn't really start capitalizing on it

00:34:46.309 --> 00:34:50.110
until I was like, okay, I can do this in my sleep.

00:34:50.510 --> 00:34:53.329
I'm that good at it, I know what's going on,

00:34:53.329 --> 00:34:56.070
I can talk about it, and I'm not a salesperson

00:34:56.070 --> 00:35:00.070
by any means. I'm not that traditional, look

00:35:00.070 --> 00:35:03.389
good, good words, I'm just not that person. But

00:35:03.389 --> 00:35:06.130
I could get on sales calls and really be like,

00:35:06.150 --> 00:35:07.889
you know, what are you currently doing? Oh, that's

00:35:07.889 --> 00:35:10.170
not right. Like you need to do this, this, this.

00:35:10.369 --> 00:35:12.630
And when you have that level of knowledge, people

00:35:12.630 --> 00:35:14.630
are, you know, they don't care that you're not

00:35:14.630 --> 00:35:16.329
a salesperson. They care that they're hiring

00:35:16.329 --> 00:35:18.869
an expert. And when you can get on and talk about

00:35:18.869 --> 00:35:21.909
what you're selling, people start paying you

00:35:21.909 --> 00:35:24.329
and the money starts coming in. It also led me

00:35:24.329 --> 00:35:26.449
into my first partnership that it's the same

00:35:26.449 --> 00:35:28.130
individual I'm partnered with now that we have

00:35:28.130 --> 00:35:30.869
all those companies. And I wouldn't have been

00:35:30.869 --> 00:35:33.130
partnered with him if I didn't know the back

00:35:33.130 --> 00:35:35.190
end because he was the salesperson and he was

00:35:35.190 --> 00:35:37.050
looking for somebody that knew what they were

00:35:37.050 --> 00:35:39.969
doing. And if I didn't have those skills, I mean,

00:35:40.050 --> 00:35:42.429
he would be working with somebody else. So I

00:35:42.429 --> 00:35:45.489
think it's huge. I think honing your skills upfront

00:35:45.489 --> 00:35:49.090
first, unless you're just gifted as, you know,

00:35:49.230 --> 00:35:52.570
good looking, good with words, you know, hone

00:35:52.570 --> 00:35:55.619
your skills and get good at something. I love

00:35:55.619 --> 00:35:57.500
that. All right, so tell me, just let me know

00:35:57.500 --> 00:35:59.159
if you think I'm doing this right. So what I

00:35:59.159 --> 00:36:01.980
love to do is give the juice. So I do a workshop,

00:36:02.420 --> 00:36:04.639
I give everything, I show you exactly what to

00:36:04.639 --> 00:36:07.420
use, I show you the software that I'm using,

00:36:07.940 --> 00:36:12.059
how I'm using it, and then inevitably there's

00:36:12.059 --> 00:36:14.159
someone that says, I love it, I love it, I want

00:36:14.159 --> 00:36:16.199
it, but I don't have time to do it. And Adrian

00:36:16.199 --> 00:36:19.599
Swoopson says that I'm here, but. I want you

00:36:19.599 --> 00:36:21.619
to see what I'm doing and understand it because

00:36:21.619 --> 00:36:23.139
at one point in your life, you may just say,

00:36:23.239 --> 00:36:25.280
you know what, Adrian, let me take it over. I've

00:36:25.280 --> 00:36:27.420
got the time now. Or I lost a couple clients

00:36:27.420 --> 00:36:30.739
and I need to concentrate on, you know, whatever

00:36:30.739 --> 00:36:33.639
it may be that they, the reason, but I find that

00:36:33.639 --> 00:36:36.159
that works really well. So I give all the juice

00:36:36.159 --> 00:36:38.679
away. I don't do the workshop where, you know,

00:36:38.780 --> 00:36:40.340
come onto my workshop. I'm going to teach you

00:36:40.340 --> 00:36:42.739
three strategic, blah, blah, blah. And then next

00:36:42.739 --> 00:36:44.519
thing you know, you're like, well. I didn't even,

00:36:44.519 --> 00:36:46.960
okay, but I don't know how to put this in. I

00:36:46.960 --> 00:36:49.900
really make sure that they know everything. And

00:36:49.900 --> 00:36:52.900
then I do the work. And I'm actually very different

00:36:52.900 --> 00:36:57.179
too, is that I invoice two weeks after I do the

00:36:57.179 --> 00:37:00.500
work. So that there's really no risk. Nobody's

00:37:00.500 --> 00:37:02.960
ever burnt me, except for that one guy in New

00:37:02.960 --> 00:37:04.719
York. Do you remember me? Do you remember me?

00:37:04.719 --> 00:37:07.039
He paid me a hundred dollars. It's what he did.

00:37:07.119 --> 00:37:10.139
He pays me. It was like $200. He pays me a hundred.

00:37:10.880 --> 00:37:13.800
I fired him, because I just, I could, I was,

00:37:13.920 --> 00:37:16.000
there's no pleasure working for him. I hired,

00:37:16.219 --> 00:37:17.840
or, you know, working with him, I hired, I fired

00:37:17.840 --> 00:37:19.980
him. And then he was like, I'm only going to

00:37:19.980 --> 00:37:21.260
give you a hundred dollars and I'll give you

00:37:21.260 --> 00:37:24.260
the other hundred if you have me come back, if

00:37:24.260 --> 00:37:27.099
you accept me again. And I'm like, dude, I'll

00:37:27.099 --> 00:37:30.280
pay you not to, like. Yeah, go away and find

00:37:30.280 --> 00:37:31.920
someone else because I don't want to work with

00:37:31.920 --> 00:37:34.099
you, right? Like that's the thing for as a business

00:37:34.099 --> 00:37:36.760
owner. We're not here to like listen to your

00:37:36.760 --> 00:37:39.400
meanness because whatever reason you're you're

00:37:39.400 --> 00:37:42.400
being mean today. So that but other than that,

00:37:42.480 --> 00:37:45.019
that's really has worked for me. And what would

00:37:45.019 --> 00:37:49.199
you say? Love it. I there's a lot of good lessons

00:37:49.199 --> 00:37:52.219
out there about leading with education and you're

00:37:52.219 --> 00:37:54.800
going to get it back reciprocation and You're

00:37:54.800 --> 00:37:57.639
playing the long game, too. You're somebody that

00:37:57.639 --> 00:37:59.280
people are going to look at as an authority.

00:38:00.159 --> 00:38:03.019
And again, down the road, the business is eventually

00:38:03.019 --> 00:38:05.719
going to come back. But that's so funny that

00:38:05.719 --> 00:38:09.179
you do that, because a big piece of our business

00:38:09.179 --> 00:38:11.699
has always been going against the grain. Everybody's

00:38:11.699 --> 00:38:14.579
charging $2 ,000 a month. We're going to charge

00:38:14.579 --> 00:38:16.800
$2 ,000 once, and you're going to get our system

00:38:16.800 --> 00:38:19.539
for life and a little bit of support fees. We've

00:38:19.539 --> 00:38:21.820
always been against doing what everybody else

00:38:21.820 --> 00:38:24.190
is doing. do just that because everybody's like

00:38:24.190 --> 00:38:26.230
hey pay me and then I'll start working and you're

00:38:26.230 --> 00:38:27.949
like you know I'll get in there I'm gonna start

00:38:27.949 --> 00:38:30.690
working and then you know I'll invoice you you

00:38:30.690 --> 00:38:32.869
know once once we're going and it's so funny

00:38:32.869 --> 00:38:34.769
that's the traditional way of doing things but

00:38:34.769 --> 00:38:36.630
now everybody is you know I want to get paid

00:38:36.630 --> 00:38:40.730
up front um I love it I'm all I'm here for it

00:38:40.730 --> 00:38:43.650
I love it yeah I also do unreasonable hospitality.

00:38:43.809 --> 00:38:46.429
If I'm working with my client and I'm like, okay,

00:38:46.570 --> 00:38:48.909
leads are going, but not as great. I'll like,

00:38:49.030 --> 00:38:51.809
hey, I'm gonna throw in a newsletter for you

00:38:51.809 --> 00:38:53.849
and I'll start like doing their newsletter and

00:38:53.849 --> 00:38:56.010
I'll just give them more value if the lead gen

00:38:56.010 --> 00:38:58.869
is not necessarily working as well or hey, let

00:38:58.869 --> 00:39:00.610
me just do posting or I'll get you booked on

00:39:00.610 --> 00:39:03.800
podcasts. So I put the other, you know. what

00:39:03.800 --> 00:39:07.500
I do when I see, but I am unreasonable hospitality.

00:39:07.639 --> 00:39:10.320
You could reach me. I also let them know I don't

00:39:10.320 --> 00:39:13.900
have like you, Jake, call me between the hours

00:39:13.900 --> 00:39:16.840
of two to four. Otherwise I don't check my emails

00:39:16.840 --> 00:39:20.239
and I'm like, no, and everyone, Dora Maria, I

00:39:20.239 --> 00:39:22.480
know you're listening going, Adrienne, but I

00:39:22.480 --> 00:39:24.320
don't have boundaries. I get my cell phone out.

00:39:24.400 --> 00:39:27.500
I shout it out to the world because I want people

00:39:27.500 --> 00:39:31.110
to... reach me and I can tell you how many people

00:39:31.110 --> 00:39:32.809
on LinkedIn, I'll do their LinkedIn for them.

00:39:32.869 --> 00:39:35.789
First thing I do. And it's not, I, you know,

00:39:35.809 --> 00:39:37.849
we were, there's another woman who does LinkedIn,

00:39:37.849 --> 00:39:39.949
but not like me. And she said, first thing I

00:39:39.949 --> 00:39:42.969
do is find out what their intent is. And that's

00:39:42.969 --> 00:39:45.369
true, but I like to find out who their client

00:39:45.369 --> 00:39:47.809
is. And if their client is actually able to be

00:39:47.809 --> 00:39:50.469
found, you can't find a chunky 62 year old woman

00:39:50.469 --> 00:39:52.369
who wants to lose a little weight. Well, I'm

00:39:52.369 --> 00:39:55.510
losing 40 pounds, but like you can't really find

00:39:55.510 --> 00:39:58.940
that. So the first thing I do is, If your client

00:39:58.940 --> 00:40:00.559
is not there, then let's just get you to look

00:40:00.559 --> 00:40:02.099
good, and you don't have to use it as a lead

00:40:02.099 --> 00:40:03.960
generation. But if your client is not there,

00:40:04.260 --> 00:40:06.820
then I wanna go strategic with you. But so many

00:40:06.820 --> 00:40:09.500
people, I go to their contact information first,

00:40:09.579 --> 00:40:13.880
and it is crazy. The other day it was, I love

00:40:13.880 --> 00:40:16.559
this guy, but he said, oh my God, that hasn't

00:40:16.559 --> 00:40:19.400
been my phone number or email for five years.

00:40:19.800 --> 00:40:22.139
And I'm like, imagine how many people were trying

00:40:22.139 --> 00:40:25.079
to reach you, and guess what? they moved on right

00:40:25.079 --> 00:40:27.599
like I know how I am if I don't have a phone

00:40:27.599 --> 00:40:29.780
number and I can't reach you and there's no number

00:40:29.780 --> 00:40:32.179
on your site and you have an email and you don't

00:40:32.179 --> 00:40:34.599
even have your email you have a submit and your

00:40:34.599 --> 00:40:37.179
submits not working right because all of a sudden

00:40:37.179 --> 00:40:39.059
you drop that program and now you don't have

00:40:39.059 --> 00:40:42.920
anything to submit and it's dead air I don't

00:40:42.920 --> 00:40:48.119
know how you are. else. So come on people, always

00:40:48.119 --> 00:40:51.820
like the last righ didn't have shoes? No, yo

00:40:51.820 --> 00:40:56.099
if you're selling shoes, t Absolutely. It's crazy.

00:40:57.119 --> 00:41:03.380
I telling you? What did I mis I asked you? Nothing.

00:41:03.599 --> 00:41:11.530
We ta those are all really good I mean you want

00:41:11.530 --> 00:41:15.170
a crazy story. We tried to you know, we we when

00:41:15.170 --> 00:41:18.070
we first got started and we were scaling up we

00:41:18.070 --> 00:41:21.869
scaled up very fast to a lot of money a month

00:41:21.869 --> 00:41:25.369
and All of our back end was outsourced and it

00:41:25.369 --> 00:41:27.469
was a relationship that was really good in the

00:41:27.469 --> 00:41:30.650
beginning as we scaled it fell apart We heard

00:41:30.650 --> 00:41:32.809
from clients like hey, this isn't working like,

00:41:32.829 --> 00:41:35.690
you know We're complaining and we ended up started

00:41:35.690 --> 00:41:37.489
to transition that in -house and we thought it

00:41:37.489 --> 00:41:40.159
was a good idea to open up an office in the Dominican

00:41:40.159 --> 00:41:43.579
Republic that we had never been to, and we had

00:41:43.579 --> 00:41:46.519
about 20 people there, and that didn't turn out

00:41:46.519 --> 00:41:49.800
very well. Long story short, everybody's remote

00:41:49.800 --> 00:41:52.739
now, but in -house, we're not outsourced or anything

00:41:52.739 --> 00:41:55.440
like that, but that's probably one of the just

00:41:55.440 --> 00:41:57.659
weirdest stories that I always tell everybody,

00:41:57.760 --> 00:42:00.710
because they're like, that's wild. I love stories

00:42:00.710 --> 00:42:04.610
of failures. We learn from that so much. I absolutely

00:42:04.610 --> 00:42:07.590
love that. Jake, I am so glad that I didn't prep

00:42:07.590 --> 00:42:10.130
for you. By the way, I don't prep on purpose

00:42:10.130 --> 00:42:12.170
because I just love when someone says, that's

00:42:12.170 --> 00:42:13.989
a great question, because I'm like, yeah, because

00:42:13.989 --> 00:42:15.690
I thought about it at the top of my head. I don't

00:42:15.690 --> 00:42:18.150
have notes, paperwork. There's nothing on me.

00:42:18.530 --> 00:42:21.269
I don't have anything. Because this is good for

00:42:21.269 --> 00:42:24.489
me, too. I get to introduce you and meet you

00:42:24.489 --> 00:42:26.590
and help to support your business. Where are

00:42:26.590 --> 00:42:29.519
you located? I'm in Milwaukee. in the Midwest.

00:42:30.239 --> 00:42:34.380
Oh are you getting warm? It hit and miss. It's

00:42:34.380 --> 00:42:36.380
that time of year where it was snowing yesterday

00:42:36.380 --> 00:42:40.159
and today it's about 55. So it's oh my gosh I'm

00:42:40.159 --> 00:42:43.340
on Daytona Beach so sorry. Be jealous. No so

00:42:43.340 --> 00:42:45.900
okay so I absolutely love this so by the way

00:42:45.900 --> 00:42:48.760
so this went live and then I turn it into a podcast

00:42:48.760 --> 00:42:51.139
so I have a producer. By the way I'm a podcast

00:42:51.139 --> 00:42:53.179
producer myself of two shows that I absolutely

00:42:53.179 --> 00:42:55.519
love. I just do it because I really really enjoy

00:42:55.519 --> 00:42:59.429
it. It just makes me happy. But I do love booking

00:42:59.429 --> 00:43:01.929
people into podcasts. You want to add that? I

00:43:01.929 --> 00:43:03.869
can show you how to do that too. I love helping

00:43:03.869 --> 00:43:06.030
businesses grow. So I love this. I love someone

00:43:06.030 --> 00:43:08.269
like you that is marketing, that's smart, that

00:43:08.269 --> 00:43:10.869
I could refer you. And let's just hear, I know

00:43:10.869 --> 00:43:13.110
you started off, but let's just end this because

00:43:13.110 --> 00:43:15.130
on Clubhouse, we've been talking about like,

00:43:15.130 --> 00:43:18.010
you know, being credible with your tagline and

00:43:18.010 --> 00:43:22.050
who you are. So you are LinkedIn. So I will reach

00:43:22.050 --> 00:43:24.030
out and make sure that I put the LinkedIn. But

00:43:24.030 --> 00:43:25.809
let's just say I'm meeting you now. I meet you

00:43:25.809 --> 00:43:28.730
in that elevator. Hey Jake, where are you going?

00:43:28.909 --> 00:43:30.690
Jake says in the 20th floor. And I'm like, oh,

00:43:30.690 --> 00:43:32.349
we have time. Can you tell me about what you

00:43:32.349 --> 00:43:36.289
do for work? Yeah. I like to tell people I'm

00:43:36.289 --> 00:43:40.590
a digital architect is what I tell people. I

00:43:40.590 --> 00:43:42.469
don't like saying entrepreneur. I think it's

00:43:42.469 --> 00:43:44.829
just cheesy. So I say digital architect. I build

00:43:44.829 --> 00:43:48.199
stuff online. That's really what I do. That is

00:43:48.199 --> 00:43:50.039
beautiful, because if you said digital architect,

00:43:50.199 --> 00:43:52.039
you're going to ask, well, what does that mean?

00:43:52.340 --> 00:43:54.260
What does that look like for you? So you're starting

00:43:54.260 --> 00:43:57.360
the conversation. Woohoo, Glenn would love that,

00:43:57.440 --> 00:44:00.539
right, Glenn? OK, so you are fantastic, Jake.

00:44:00.579 --> 00:44:02.780
Thank you so much for your time and for understanding

00:44:02.780 --> 00:44:05.619
the StreamYard issue. I don't even know what

00:44:05.619 --> 00:44:09.440
happened, but it worked. All right, thank you

00:44:09.440 --> 00:44:12.059
so much. Oh my God, it was so nice meeting you.

00:44:12.280 --> 00:44:15.480
I really enjoyed this. I can't even thank you

00:44:15.480 --> 00:44:15.840
enough.