Increase Ad Spend Before You Hire: The Order Owners Get Wrong

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[SPEAKER_02]: We still made the same number that we did with the phone, could I just had a higher expense with two extra employees, which made me make it up those months.

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[SPEAKER_01]: I actually use you for this stuff.

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[SPEAKER_02]: We are literally having a record month and probably gonna have a record sales year.

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[SPEAKER_02]: We found that there was a few variables that were in our way that choked the results.

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[SPEAKER_02]: Number one.

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[SPEAKER_01]: So what is it that really stops businesses from running ads?

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[SPEAKER_01]: They feel like they don't get any results.

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[SPEAKER_02]: But I have found that results are a direct correlation to how intentional you are with not just the ads, but the process of moving the lead through the funnel of the ad to finally get what you want.

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[SPEAKER_02]: And I learned that the hard way, spending a lot of money.

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[SPEAKER_02]: How much did you spend?

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[SPEAKER_02]: Well, this time around, I only spent $77 to figure that one out.

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[SPEAKER_02]: However, in the past with all my other businesses, thousands of dollars, thousands.

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[SPEAKER_02]: And I remember being the guy that goes, oh, this doesn't work.

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[SPEAKER_02]: Or it's going so well, we're getting a lot of leads.

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[SPEAKER_02]: And I'm like, well, cool, it's just the money we're putting in.

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[SPEAKER_02]: And then we go back and we're like, oh, well, nothing really came in from this flow and this flow, everything came in from here.

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[SPEAKER_02]: But we were so distracted with how much volume was coming in.

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[SPEAKER_02]: We just chucked it up to our entire ad budget.

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[SPEAKER_02]: Many ads and Google ads are a tricky thing.

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[SPEAKER_02]: And you're an expert, because you do this for people for living for yourself.

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[SPEAKER_02]: And our team took on the responsibility or just the testing and measuring side of things because I really want to understand it.

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[SPEAKER_02]: Not to do it for myself, but to have our team do it.

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[SPEAKER_02]: So I know how to ask the right questions.

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[SPEAKER_01]: And do you know what the number one variable usually is, though?

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[SPEAKER_02]: No.

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[SPEAKER_01]: The number one variable is actually the creative.

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[SPEAKER_01]: So there's actually like two things involved with ads.

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[SPEAKER_01]: And that's, well, you could say three things.

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[SPEAKER_01]: Because you could say it's sales.

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[SPEAKER_01]: You really need a strong sales pipeline to be able to receive the ads.

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[SPEAKER_01]: And then it's also the creative.

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[SPEAKER_01]: Like what did people, what was the content someone saw when they were scrolling by or whatever it was?

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[SPEAKER_01]: That's an image, it's a video, that makes a difference.

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[SPEAKER_01]: And then the optimizing of that is conversion to that first click.

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[SPEAKER_01]: Yeah.

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[SPEAKER_01]: So you can test those different creatives to find that out.

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[SPEAKER_01]: But then the third thing is add spin.

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[SPEAKER_01]: and this is the part that a lot of people when they're first doing ads, especially when they hire another company, they forget about this part because it's like, oh, we're going to create this $3,000 video, but you're only going to put $100.

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[SPEAKER_01]: Yeah, it does make it in the same days for this ad and then you give up because it didn't do anything.

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[SPEAKER_01]: Do you have to test and measure a lot longer with a lot higher amount?

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[SPEAKER_01]: I think that's like the front end variable, that really matters.

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[SPEAKER_02]: And I feel as if we did an amazing job with that front end, like we have the graphics, you do our videos, right?

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[SPEAKER_02]: Best videos in the world too.

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[SPEAKER_02]: And we did the graphics, we have a V-A that just really does a great with graphics.

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[SPEAKER_02]: And on top of that, we put enough money behind every single ad to run for five days to see if this works.

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[SPEAKER_02]: I think I've put $10, $10 or $15 behind each edge.

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[SPEAKER_02]: Just to kind of see the reaction for four or five days.

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[SPEAKER_02]: We found that we got a lot of clicks and a lot of QR code scans, but only three people went all the way to scheduling the discovery call.

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[SPEAKER_02]: Okay, so we found that there was a few variables that were in our way that choked the results.

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[SPEAKER_02]: Number one, it was connected to my calendar.

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[SPEAKER_02]: Okay, if you see my calendar, no, my business calendar, but if you see my calendar, you will notice quickly that there's not a slot to really put anybody in.

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[SPEAKER_02]: Oh.

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[SPEAKER_02]: So there's like maybe two options for in a week?

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[SPEAKER_02]: Yep.

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[SPEAKER_02]: So we already know right out the bat, because I'm a consumer when it comes to things like this, that's gonna push people away.

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[SPEAKER_01]: not seeing enough availability right so have it on my day it's only one o'clock on Tuesday and Thursday rather than like it's open nine to five on all days yeah

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[SPEAKER_02]: Exactly.

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[SPEAKER_02]: And then the other part was not just my calendar, it was we forgot to put something to qualify the leads if they want to go into the discovery.

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[SPEAKER_02]: And it's not true.

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[SPEAKER_02]: Okay.

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[SPEAKER_02]: So what it means is when a lead wants to move to the next level that you asked them to.

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[SPEAKER_02]: So if they have an add and you want them to schedule a discovery.

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[SPEAKER_01]: Give me the story so I can follow this a little bit easier.

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[SPEAKER_01]: So like this, the person like just named like Bob.

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[SPEAKER_01]: Okay, so if Bob clicked on our ad, okay?

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[SPEAKER_02]: And he liked it.

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[SPEAKER_02]: Like the messaging, the image, the video, whatever it was, got him to emotionally respond and click on the ad.

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[SPEAKER_02]: Cause that's really what you want to get.

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[SPEAKER_02]: You want them to emotionally respond.

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[SPEAKER_02]: Then it goes schedule a discovery call.

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[SPEAKER_02]: Let's say he schedules it.

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[SPEAKER_02]: He finds a spot in our calendar, I have a discovery call, and I find out, oh man, this guy just started a business.

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[SPEAKER_02]: There's no income.

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[SPEAKER_02]: There's no way to do that.

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[SPEAKER_02]: We didn't have a middle piece to collect their data and to qualify them to even suggest going to the next level.

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[SPEAKER_02]: So I wasted 30 minutes of my time.

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[SPEAKER_02]: And as an owner, you put a value in your time, monetarily, and you find out how much money you wasted.

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[SPEAKER_02]: For me, it was 300 bucks.

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[SPEAKER_01]: So you got a booking?

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[SPEAKER_01]: We got a few booking.

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[SPEAKER_01]: So we know it works.

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[SPEAKER_01]: I want to point, but I want to set her, you know, I want bookings and it's like, well, yeah.

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[SPEAKER_02]: We can do that.

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[SPEAKER_02]: Yeah, we got it.

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[SPEAKER_02]: So in today's marketing menu, we were like, oh shoot, like we did everything against what we would tell a client to do.

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[SPEAKER_02]: So we got it taking care of the next set of ads.

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[SPEAKER_02]: You're going to have a qualifying like five questions.

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[SPEAKER_02]: How long have you been in business?

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[SPEAKER_02]: What's the business name?

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[SPEAKER_02]: How much revenue do you typically bring?

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[SPEAKER_02]: And are you within this, this or this revenue range?

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[SPEAKER_02]: You know what I mean?

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[SPEAKER_02]: What is the number one goal that you want for your business?

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[SPEAKER_02]: Is a scalability, more leads, conversion like just finding out where they are?

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[SPEAKER_02]: Okay.

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[SPEAKER_02]: So there's an idea.

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[SPEAKER_02]: And then it gets their name, email address and phone number.

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[SPEAKER_02]: That way goes into go high level and we have it.

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[SPEAKER_02]: So then you set that up.

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[SPEAKER_02]: Does it have that as a form?

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[SPEAKER_02]: So they pick the date still.

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[SPEAKER_01]: Well then it's a form they fill out the form and then it goes congratulations you qualified for a discovery call to see if two weeks free coach you will help your business and then the email link and then it's like I mean they come this link to find a slot to talk one of our coaches you know me okay boom so I've I've also seen it another way where like they can still pick the calendar day and then they do the form because it's attached to the calendar but it's unconfirmed on the calendar

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[SPEAKER_01]: So they don't get a confirmation yet.

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[SPEAKER_01]: And then once you read the qualification, you just mark, it's confirmed.

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[SPEAKER_01]: So there's two different ways you can go about it, but I would like encourage trying that too.

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[SPEAKER_01]: Oh, yeah, just to see because I've already on the calendar that you skip a whole step if they did qualify.

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[SPEAKER_01]: Yeah, that's true.

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[SPEAKER_01]: That's true.

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[SPEAKER_01]: So that's a good point to think.

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[SPEAKER_01]: And even the un- like unqualified people are still like now you have their content.

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[SPEAKER_01]: Yep, to then nurture over the course of a large time.

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[SPEAKER_01]: Well, that was it.

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[SPEAKER_02]: That was the other priority that we forgot to prioritize was to capture their information.

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[SPEAKER_02]: So whether they schedule or not now they're in our database,

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[SPEAKER_02]: And because if we capture their information, they're given this permission to store it, and to go ahead level, because it tells us, it tells them, click this box if you want text messages or not.

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[SPEAKER_02]: So they can get text messages and or emails, and they can unsubscribe from an email if they want it to.

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[SPEAKER_02]: So everything's legal.

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[SPEAKER_02]: But here's where we were like, oh, we are missing our opportunity.

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[SPEAKER_02]: What happens in between this amazing emotional response where they click on the ad,

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[SPEAKER_02]: They qualify themselves to the questionnaire.

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[SPEAKER_02]: They put their information and we capture it and they schedule a discovery.

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[SPEAKER_02]: Now, there's maybe a day or two or even three or a week depending on when they schedule it.

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[SPEAKER_02]: unthink about what they were feeling.

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[SPEAKER_02]: What is our process to fill that gap of silence?

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[SPEAKER_02]: So we discovered, hey, we have go ahead level.

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[SPEAKER_02]: What if we automate a couple of things that we are so looking forward to our discovery call.

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[SPEAKER_02]: By the way, here are a couple of videos from our founder, Joseph Carroll, but it's like keeping them engaged and getting more and more and more excited about that discovery call.

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[SPEAKER_01]: You told me someone else was doing that.

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[SPEAKER_01]: You were working with two.

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[SPEAKER_01]: And then that person saw an increase in like the fluff, I'm going to just say, the fluffy version of leads.

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[SPEAKER_01]: Because you get people and then it's like, well, only 17% of what you collected actually was a first-time appointment.

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[SPEAKER_01]: But if you said, if I remember, right, if you add one of those videos of quality like that and good follow-up emails and things,

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[SPEAKER_01]: Then it increases to something close to like a 40% And 17.

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[SPEAKER_02]: Yeah, well, what we're gonna do We already talked about you guys.

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[SPEAKER_02]: We're like, hey, we're gonna create the flow and we're gonna find out what we need to insert a decent video For those hey, by the way, you're discovery calls coming up here's a couple of things A couple of videos from our firm owner Joseph Caro to help position your mindset or position yourself as to what to expect from that call.

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[SPEAKER_02]: Yeah, it just stuff like that

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[SPEAKER_01]: And you become famous, then you make those videos, but like make it like specific to them.

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[SPEAKER_02]: Well, you mean we're gonna get famous together, right?

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[SPEAKER_01]: I had, like this happened with the word fame though that, like, it just rubs me wrong.

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[SPEAKER_02]: Well, it's funny because my daughter's like, dad, you're famous.

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[SPEAKER_02]: My friends are seeing you all over their Facebook.

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[SPEAKER_02]: That's cool.

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[SPEAKER_02]: The teenagers at school, all the senior boys that graduated from my kid's Christian school, they're all getting to trades and they're like, Mr. Carol, Mr. Carol, I see all your ads and your Facebook stuff, dude.

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[SPEAKER_02]: You're famous, I was like, well, at least here I am, because you have true.

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[SPEAKER_01]: And that's actually a key point though that it's on topic is if you become hyper local first, then you can have this quote unquote micro fame and build so much trust in accountability and attention with people.

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[SPEAKER_01]: Yeah.

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[SPEAKER_01]: So what we say results all the time, but how do you define results?

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[SPEAKER_01]: That's a great question.

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[SPEAKER_02]: Well, there's always the end result that you're looking for, which is an increase in the leads that convert into customers.

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[SPEAKER_02]: So I would argue that the end result is to get more pain customers in the door.

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[SPEAKER_02]: But you also have to look at the micro-results that lead up to that.

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[SPEAKER_02]: They're called performance indicators.

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[SPEAKER_02]: When it comes to business.

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[SPEAKER_02]: But you have so many micro indicators.

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[SPEAKER_02]: So you have like how many people are actually watching the ad.

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[SPEAKER_02]: From there, how many people clicked on the link?

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[SPEAKER_02]: From the ones you click on the link, how many of them actually filled out the qualification form, from the ones you did that, how many of them were booking their first discovery.

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[SPEAKER_02]: From discovery, going to Coach Undec, from Coach Undec to a strategy session, for strategy session closing into a business.

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[SPEAKER_02]: So there's so many little minor results that you're looking for, but it always has to be backwards.

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[SPEAKER_02]: Like you have to know, okay, I am looking to increase an extra $10,000 a month to my monthly revenue.

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[SPEAKER_02]: Okay, and I'm gonna do it through ads.

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[SPEAKER_02]: and try to measure exactly what we need to do as far as activity and add spend and messaging and all that stuff to put the right things in place to get them from one section to the next to the next and next, which eventually leads into the ultimate outcome of making more money.

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[SPEAKER_01]: Yeah, does that make sense?

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[SPEAKER_01]: It does in lifetime value of customers.

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[SPEAKER_01]: Oh, because people don't think about that.

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[SPEAKER_01]: People think of cat, which is cost of firing.

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[SPEAKER_01]: That's just a cost.

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[SPEAKER_01]: Yeah, you think of that.

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[SPEAKER_01]: And that can be large.

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[SPEAKER_01]: It could cost $5,000 to acquire one customer depending on what kind of business you are.

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[SPEAKER_01]: Yeah, and if it costs that much and then they spend and it's $3,000 and then you're paying your salespeople a commission off of that only, but then you know in the back of your head there's a lifetime value and you didn't pay the salespeople the lifetime value because they're amongst the month, you go back and you're like, wait, these people have stayed with me two years and on average, the turn is

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[SPEAKER_01]: One and a half years, lifetime value now, I have to continually track that metric to know that I actually got $100,000 out of these people.

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[SPEAKER_01]: Yeah, and it did cost $5,000 to acquire them.

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[SPEAKER_01]: And I thought it was a loss because that first month.

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[SPEAKER_01]: was only 3,000.

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[SPEAKER_01]: Right.

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[SPEAKER_02]: So they're paying 3,000 every single month for two years.

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[SPEAKER_02]: That's huge.

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[SPEAKER_01]: Yep.

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[SPEAKER_02]: A lot of people don't really understand too.

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[SPEAKER_02]: Yeah, client acquisition cost is important.

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[SPEAKER_02]: And you have to actually know how to measure that because you have leads that don't convert.

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[SPEAKER_02]: And sometimes you have enough leads that don't convert to get to the right lead that does convert.

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[SPEAKER_02]: And so all that expense goes into acquiring that client.

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[SPEAKER_02]: That's why it gets expensive to acquire new clients because there are leads that don't convert.

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[SPEAKER_02]: You have to find out how many sessions or how many monthly recurring payments they have to be on board with you for to break even.

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[SPEAKER_02]: And then from there what profit is.

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[SPEAKER_02]: And don't forget, you also have cost a good, so if they pay $3,000, it might cost you $1,000 to service them at $3,000.

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[SPEAKER_02]: So is that cost too?

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[SPEAKER_02]: I'm not trying to over-complicate it, but know your numbers, you really got to know your numbers.

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[SPEAKER_02]: And if you are paying attention to your numbers and paying attention to this detail,

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[SPEAKER_02]: running ads will start making sense for you.

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[SPEAKER_01]: And if we can segue to this or something that I've found people, this changes everything and anytime you can make a great offer for people, it's to mitigate risk.

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[SPEAKER_01]: Because risk is the biggest thing, the biggest reason why people stop in what I've seen.

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[SPEAKER_01]: They don't want to go more.

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[SPEAKER_01]: They don't want to take the risk on themselves.

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[SPEAKER_01]: Yeah,

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[SPEAKER_01]: but they won't take the risk on the spend of it.

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[SPEAKER_02]: Oh, yeah.

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[SPEAKER_01]: Or they'll take a risk on hiring new help, which makes sense for a lot of people.

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[SPEAKER_01]: But then they won't take the risk on increasing market discoverability.

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[SPEAKER_02]: Yeah, marketing.

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[SPEAKER_02]: Can I share a story of how made the fatal mistake?

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[SPEAKER_02]: Well, almost fatal mistake in my duckling business.

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[SPEAKER_02]: OK.

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[SPEAKER_02]: It goes along with what you're talking about.

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[SPEAKER_02]: We were having an amazing quarter.

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[SPEAKER_02]: And I was like, great, I need to hire somebody.

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[SPEAKER_02]: I didn't realize though that when you hire somebody, even if you have an amazing quarter, you have to increase your marketing spend and visibility to a certain degree to where you have more leads in that new person can collect or service.

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[SPEAKER_02]: Okay.

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[SPEAKER_02]: I didn't do the marketing part.

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[SPEAKER_02]: I hired a couple of people and then all of a sudden, nothing was there.

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[SPEAKER_02]: Well, we still made the same number that we did the fall and could I just had a higher expense, which two extra employees, which made me negative those months, and then finally my coach was like, dude, you're supposed to increase your marketing at least a month or two before you hire somebody.

15:26.260 --> 15:33.803
[SPEAKER_02]: You want to have enough lead you're throwing away right now to make you feel confident that that new person can actually handle the leads.

15:34.023 --> 15:34.763
[SPEAKER_01]: That's a good point.

15:35.383 --> 15:37.865
[SPEAKER_01]: I heard you say that to someone at Gross Club.

15:37.985 --> 15:48.772
[SPEAKER_01]: Someone stood up and they were like, they really felt like they needed to hire someone, which always a good choice to hire someone for help, except it was on the front side for sales and fulfillment.

15:48.892 --> 15:49.032
[SPEAKER_02]: Yep.

15:49.532 --> 15:52.714
[SPEAKER_01]: And you asked a question, it's like, well, how many do you have right now?

15:52.754 --> 15:53.915
[SPEAKER_01]: Are you throwing away leads?

15:53.935 --> 15:55.916
[SPEAKER_01]: Like, do you even have that ready for them?

15:55.936 --> 15:58.058
[SPEAKER_01]: Because then you're going to be paying for that person.

15:59.134 --> 16:08.100
[SPEAKER_01]: and nothing's going to be there, or like very few is going to be there, and then it kind of depends what kind of person if they are good at scraping the leads first.

16:08.260 --> 16:08.920
[SPEAKER_02]: Here's my theory.

16:09.421 --> 16:19.467
[SPEAKER_02]: If you have enough money to hire somebody, especially when it comes to sales, use that money to throw into so many ads that actually work, make sure you're not just throwing an ads, but make sure you actually have a good ad strategy.

16:20.188 --> 16:27.693
[SPEAKER_02]: Throw it at that, bring in so many leads that you're actually increasing your prices and cherry picking the ones that you want, because now you're profitable.

16:28.373 --> 16:45.649
[SPEAKER_02]: you will find the money back to now higher that person maybe a month or two down the road because you have so many leads coming in your cherry picking jobs your increasing prices getting the jobs that are most profitable it's the same money it's literally the same money you know with brand OS that's actually one of the goals

16:46.410 --> 16:48.192
[SPEAKER_01]: is to create a problem for a business.

16:48.672 --> 16:48.932
[SPEAKER_01]: Great.

16:49.133 --> 16:51.315
[SPEAKER_01]: You know what the problem to be is?

16:51.555 --> 16:54.517
[SPEAKER_01]: But that they don't have the capacity to handle a load of the results.

16:54.557 --> 16:55.658
[SPEAKER_00]: They're bringing in, you know.

16:56.199 --> 17:00.062
[SPEAKER_01]: And hopefully, like, they know what to do with the money they are making and can scale.

17:00.303 --> 17:00.443
[SPEAKER_02]: Yeah.

17:00.643 --> 17:01.924
[SPEAKER_01]: Well, you have to talk to me first.

17:02.204 --> 17:02.424
[SPEAKER_01]: Yeah.

17:02.565 --> 17:02.685
[SPEAKER_01]: Yeah.

17:03.105 --> 17:03.626
[SPEAKER_01]: Yeah, do that.

17:03.666 --> 17:04.186
[SPEAKER_01]: Absolutely.

17:04.206 --> 17:05.127
[SPEAKER_02]: Well, here's the thing, too.

17:05.427 --> 17:07.809
[SPEAKER_02]: The other part, the other part of the bottlenecks results here.

17:08.730 --> 17:10.332
[SPEAKER_02]: poor sales process.

17:10.512 --> 17:27.187
[SPEAKER_02]: I'm working with a guy in San Diego that just focuses on San Diego videography and marketing and he said his biggest problem is that he gets so much results for his clients and his clients they have a disconnect on what sales the expectation of sales should be.

17:29.164 --> 17:41.039
[SPEAKER_02]: So he's like, no, you have 1,000 more leads this month that clicked on your ad and of them 13% asked for more information and 1% of them got it.

17:41.639 --> 17:43.061
[SPEAKER_02]: It's like, there's a problem here.

17:43.762 --> 17:45.923
[SPEAKER_02]: Huh, so when we were, where's the problem?

17:45.943 --> 17:50.186
[SPEAKER_02]: We deep dive aside, coach them on how to deep dive into the problem.

17:50.826 --> 17:56.089
[SPEAKER_02]: And I'm like, check for this, check for this, check for this, check for this, solution number one, speed to lead.

17:56.589 --> 18:08.796
[SPEAKER_02]: You need to have a person or people that answers messages and calls as fast as possible within 30 seconds preferably because 80% of people calling or requiring have already made a buying decision.

18:08.956 --> 18:11.058
[SPEAKER_02]: That's saying to be data, okay?

18:11.798 --> 18:13.420
[SPEAKER_02]: and then it's the follow up.

18:13.540 --> 18:21.446
[SPEAKER_02]: You need people and systems of automation to follow up and not like, oh, I'll give you the estimate and follow up 10 days from now on.

18:21.567 --> 18:25.450
[SPEAKER_02]: No, it's like estimate and media phone call text message, right?

18:26.090 --> 18:27.291
[SPEAKER_02]: Hey, we sent you the estimate.

18:27.472 --> 18:29.373
[SPEAKER_02]: We talked three hours ago about this thing.

18:29.653 --> 18:30.814
[SPEAKER_02]: You need some time to talk to your husband.

18:31.580 --> 18:32.761
[SPEAKER_02]: Is there a way we can get on the phone with them?

18:33.242 --> 18:35.605
[SPEAKER_02]: I mean, like, just boom, boom, boom, boom, boom.

18:36.065 --> 18:39.950
[SPEAKER_02]: So I got him to coach his clients on how to actually fix those things.

18:40.351 --> 18:46.758
[SPEAKER_02]: And now, his marketing and their sales process is creating this magic called making more money.

18:47.699 --> 18:48.579
[SPEAKER_02]: Yeah, I like that.

18:48.739 --> 18:49.179
[SPEAKER_02]: I love this.

18:49.299 --> 18:49.899
[SPEAKER_02]: I love coaching.

18:49.919 --> 18:50.480
[SPEAKER_01]: That's awesome.

18:50.500 --> 18:56.381
[SPEAKER_01]: Yeah, maybe this could be a live thing on on school I think we're gonna start doing this live on school as well.

18:56.441 --> 19:02.802
[SPEAKER_01]: So if you're on school as we're making this discussion You're seeing it and then you can comment and more read those comments.

19:02.962 --> 19:13.723
[SPEAKER_01]: So if you want to be part of it Then there's a link in the description Dude risk that is like the biggest thing and why are like guarantees going out like crazy on ads?

19:13.763 --> 19:14.384
[SPEAKER_01]: Do you see that?

19:15.144 --> 19:16.264
[SPEAKER_01]: Yes, it's actually a thing

19:17.142 --> 19:21.863
[SPEAKER_02]: And I'll tell you what my theory is based on clients that I've talked to you.

19:23.024 --> 19:28.585
[SPEAKER_02]: There are so many marketing companies out there, and they're all not the same.

19:29.766 --> 19:34.607
[SPEAKER_02]: So many people have just put money into marketing to not get the result.

19:35.567 --> 19:43.669
[SPEAKER_02]: And the ones who know that they can get a result based off of their performance, setting expectation with the clients and helping them with the sales, with that triune circle,

19:45.910 --> 19:47.811
[SPEAKER_02]: guarantees out there to set themselves apart.

19:48.031 --> 19:49.152
[SPEAKER_02]: So for example, Brand OS.

19:49.672 --> 19:50.612
[SPEAKER_02]: You don't just do ads.

19:51.033 --> 19:51.873
[SPEAKER_02]: You work with the clients.

19:51.893 --> 19:52.794
[SPEAKER_02]: You set expectations.

19:53.114 --> 19:55.075
[SPEAKER_02]: You get themselves coaching, right?

19:55.135 --> 19:55.355
[SPEAKER_02]: Right.

19:55.435 --> 20:00.057
[SPEAKER_02]: You get them a video that's really called ugly videos and professional videos and we mix them all up.

20:00.397 --> 20:00.637
[SPEAKER_02]: Right.

20:00.757 --> 20:03.139
[SPEAKER_02]: You guys get them seen on social media and ads out.

20:03.159 --> 20:05.180
[SPEAKER_02]: I mean, you guys are working the whole thing.

20:06.000 --> 20:11.481
[SPEAKER_02]: And if you do that and you get your clients to buy in and know exactly why they're doing that, that's why you guys get good results, right?

20:11.721 --> 20:16.382
[SPEAKER_02]: And you can feel confident enough to give guarantees because you'll never have to fulfill the guarantee.

20:16.782 --> 20:22.023
[SPEAKER_01]: Which ours is that like after the first year hack and lifetime value don't align and it looks like a loss.

20:22.043 --> 20:23.184
[SPEAKER_01]: Do you start with your ads?

20:23.224 --> 20:26.004
[SPEAKER_01]: We're going to pay for the ads until it does.

20:26.164 --> 20:27.264
[SPEAKER_01]: Yeah, I do.

20:27.324 --> 20:28.225
[SPEAKER_01]: I love that.

20:28.365 --> 20:29.705
[SPEAKER_01]: And I want to take that risk

20:34.766 --> 20:36.888
[SPEAKER_01]: they get adspend on us.

20:37.388 --> 20:51.818
[SPEAKER_01]: And it's adspend of a level anywhere between five hundred and two thousand dollars a month worth of value that we're just shifting for those that sign up to this for twelve months for twelve months because we're so dedicated to the result and we know that risk stops people.

20:52.278 --> 20:54.101
[SPEAKER_01]: So then it's like you better get on it guys.

20:54.261 --> 21:08.520
[SPEAKER_01]: Well, you know what usually happens is like well, we could do this $5,000 a month Thing or even 10k a month or whatever it is and they're putting all of this risk into it, and then they get shy When it comes to that ad spin yep, so I'm like yep, well

21:09.441 --> 21:12.104
[SPEAKER_01]: Okay, we want to see this thing take off and we want to see you take off too.

21:12.244 --> 21:18.310
[SPEAKER_01]: So yeah, we're just going to do that and and adjust our quality and our performance too.

21:18.430 --> 21:22.274
[SPEAKER_01]: So we can adjust our scope of work and as we go and so I love it.

21:22.415 --> 21:25.658
[SPEAKER_01]: That's one of our our things, but yeah, I got to tell people about you.

21:27.640 --> 21:29.402
[SPEAKER_02]: Is that live right is that offer live right now?

21:30.805 --> 21:45.233
[SPEAKER_01]: Okay, it literally just launched actually like a week ago, and there's so much of that there's so much guys here that founders founders initiation, yes, actually to well I will say this and this is not just because we're on the show together.

21:45.953 --> 21:50.936
[SPEAKER_02]: I actually use you for this stuff and that's how we built this relationship.

21:51.808 --> 21:52.710
[SPEAKER_02]: So I know it works.

21:53.171 --> 22:00.224
[SPEAKER_02]: We are literally having a record month and probably going to have a record sales year and my My business is monthly.

22:00.244 --> 22:01.948
[SPEAKER_02]: We are occurring a large dollar amount.

22:02.028 --> 22:03.491
[SPEAKER_02]: So we're not talking a lot a little bit of money.

22:03.691 --> 22:04.072
[SPEAKER_02]: All right, guys.

22:04.092 --> 22:05.194
[SPEAKER_02]: Don't just put ads out there.

22:06.296 --> 22:07.097
[SPEAKER_02]: Be intentional with it.

22:07.679 --> 22:08.059
[SPEAKER_02]: Stay strong.

22:08.781 --> 22:09.582
[SPEAKER_02]: Keep on keeping on.