Helping Real Business Owners Get More Customers Live | Ep 903

It will take you less time to get 10 paying customers by getting 10 free customers first and then flipping some of them to paid and then using their testimonials to get 10 more than to start from scratch and try to get 10. Let's go, Steve. Let's go. Let's go pistols. Pew pews. Steve, rock and roll. You're on Hermosi Hotline. What's cooking?

Hi, thanks. Nice to meet you. I was actually at your workshop in February.

Badass.

2024.

All right, was it good?

Uh, it was fantastic. Since then we've almost made $900,000 in total revenue, so it worked out great.

And this is not a claim, everybody, his results are unique and yours will vary, but, uh, not bad for a $5,000 ticket or $6,000 ticket, whatever it was then.

No, it was fantastic. Uh, okay, I'll run you through these numbers real quick. Yeah, let's do it. I, for this year, 2025, our total revenue is right at $423,000. Okay. Profit is $275,000. Industry, mortgage broker. What we sell is we are hyper-niched into— I'm an airline pilot and military pilot, so we help airline pilots and military pilots.

Cool.

Buy homes with their VA loan.

Okay.

And the problem we're trying to solve is I think we have so many different kind of marketing strategies right now.

Yeah, you gotta pick.

It's tough to kind of pick which to put the more on. I feel like we get started, then we stop, then we start, then we stop.

Word. Okay, well, what are the different ways you're getting customers right now, and what's LTV CAC on each channel?

Okay, so this is fantastic. So organic Uh, that's where we get, uh, LTV is $11,107. Our CAC is $3,200 and we have 18— we had, uh, 46 deals we closed this year. So 18 came from there. From realtor referral networks, our LTV is $7,800.

Okay.

Like just real—

yeah.

Um, CAC still the same, right at $3,200 across the board on the CAC. And then—

oh really? Okay. Really? By channel it's that, or you just took all your marketing spend and divided it?

I just did a gross, like a fully loaded CAC across the board. I didn't break it out per group.

I'll actually be able to figure that in a second. How many people did you get from the realtor thing?

Uh, we only got 14.

Okay. So 18, then 14. Okay. Got it. And then what was the third, uh, third channel?

Just past clients, 14 coming back for more loans. Yeah.

Okay. Got it. Just repeat business. Okay. Um, and then how many did you have there?

14 on repeat business.

Oh, interesting. Okay. And then what was LTV on them?

LTV on them was, uh, $7,756.

Okay. And so organic for you right now is content.

Yeah, it's pushing out content. We were sending messages out about 25 a day to people. However, it wasn't converting. They're just reaching out to us when they're ready. Like they're super warm. They ask us for an application and no friction almost. It's almost one for one. It's kind of crazy. These are like, yes, like we solve the problem of underwriting for airline pilots. It's super complicated and we know exactly how to solve it. That's what we're going.

I love that you're niched on this, by the way. I think it's really good. It's really, so I like the model. There's also a ton of pilots. So like Love all, like, like all of it. All right. Okay. So you've been making content. Let's put a pin in that for a second. So the affiliates, so the realtor networks that you have access to, how do you recruit the realtors?

Well, that was the thing last year. We, we recruited very heavily, but we realized the LTV was so like, it was lower, almost 30% lower. We kind of quit messing with them. So we really don't mess with realtors anymore. We're looking to get back into realtors, kind of seeing, I really need the affiliate to keep the money model going. So we really haven't done much with realtors this year. Just these are some leftover ones from last year.

So let me ask you a question. How much, how much did you do outbound? Is that what you did for the realtors?

Yeah, it's just calling them up, look them up in the local area, just calling them up and, you know, meeting with them and then they refer business to us.

Got it. So how much would you say of your time last year was allocated towards doing that?

Almost 80% of our time was doing that last year.

No way. And what we really—

and what we kind of realized was like, this year we've had 42 qualified leads come from them, but only 14 of them we closed, and only one of them was our ideal client of an airline pilot using a VA loan.

Kind of just generic— they just think you just like people.

Yeah, they're just generic people, and we— and Creates more churn in the system, more work, more credit pool, everything.

Yeah.

Yeah. Hurt. Okay. So given the fact that you're in a niche going after generic realtors is gonna be tough cuz the likelihood that they sell a pilot is gonna be super low statistically. Right. So I think that your best bet is probably gonna be an organic plus ads rather than organic plus affiliates, unless there was, unless like actually, you know, said differently, this actually makes way more sense. So instead of going after realtors, I think your outbound strategy is the right idea, but I'd be going after group owners or community owners who have pilot-related businesses or like pilot-related merchandise. Because actually it's so funny because I, um, I want to say 2 years ago I had a call like this with a guy who did pilot merch. So all it was was just like merch for pilots. Um, and he had a community owner of pilots and he ran— it was an e-commerce business. And so he was running ads. So I don't think it's one, I don't think it's very hard to find these pilots. Um, I would also recommend starting a school community for all the customers, cuz they're all the same. And I actually think that'd just be cool. It's just like a cool benefit that you have, um, that other people don't, can't normally do in your space. And I think you'll be able to generate a shitload of referrals from that.

That's kinda what we were kind of thinking. We do have a finance course that we built out that we just haven't really been able to use because I kind of get stuck in this, hey, I need to go back doing more. But like we've built out courses just for pilots, just for the veteran, exactly how to fix your problem.

Here's what I do. Here's what I do. So you're gonna take your course, right? And you're gonna make that as a lead magnet for your organic. And I would drive them into a group because to your point of like, some of them aren't ready, that's fine. They can join a group in the meantime that will spin up the wheel that will then get you leads. And then it'll also get you referrals because you can tell them, hey, send your friends to this group. They're, they're all welcome as long as they're pilots. Pilots only.

Okay.

So they get this lead magnet when they join the group for free. Thing one. Second thing is I would start experimenting with Facebook ads and I would use the lead magnet yet again. And then what I would do is I would include, 'cause I would send them to the group and give them an onboarding call for free. So they get the lead magnet plus an onboarding call. and then you can talk to them. You can gauge where they're at in the life cycle. And that, that, that group can basically act as your, as your long-term nurture in the meantime. But I think the referrals from the community are gonna be big. And I think paid ads in, in today's day and age can get super targeted for this type of avatar.

And that's what we identified on social media.

Yeah.

It's almost 75% are our exact client when they come in.

Yeah, dude, the algorithm's already done. Like the algorithm's finished. They know what's inside. AI gets it. AI knows who the pilots are and they just send that. It's interest media, not social media anymore. If you want to get pilots, you have to make pilot stuff, which you've already figured out, right? So it's like, number one, I think by and large, for sure, this strategy is a more strategy because what I want you to do is make way more pilot content, number one. I would also experiment with like pilot-related humor and memes, 'cause I think those will probably do really well and they'll still bring people in, 'cause that's fine. Normally I'm not like pro-meme, but I think for stuff like this, like inside jokes for pilots, I think would be a great content type. Not like, not every day, but like, you know, a few of those a week I think would do well. Just top of funnel awareness. But what's cool about that is that like, I want you to pump way more content so that when you take the winners of that content, take the content and then slap on a CTA at the end, run that as the ad. And then the offer's gonna be the lead magnet you already made. They can facilitate the other, the course, or they get the, the onboarding call for free. We can score where they're at in the life cycle, and then you can follow up with them accordingly.

Okay.

That's what I would do.

Well, cool. That was really the decision was go after realtors, just keep going after our—

No, dude, I don't think— no, I don't think realtors is the play. I don't think realtors is the play. Cause it's, if you wanna stay in this niche, I don't think that's the play.

Okay.

Perfect.

Thank you.

Rock and roll, dude. Appreciate you.

All right. Thanks, man.

All right. That's it. Okay. The training gyms. I have personal training. Oh gosh. I don't know anything about gyms. Can someone else take this one? So, UK-based, money model's pretty good, but can't get my salespeople to sell supplements. Cool, might be that they aren't really confident in their general supplements knowledge.

Yeah.

So, having sold a lot of supplements in my life, let me just give you the solution rather than, you know, ask going back and forth on it. So, what you wanna do is you wanna give every single one of them kinda like the ultimate package and tell them to go through a 30-day challenge where they'll follow your meal plan and they'll take the supplements and you want 'em to take before pictures and after pictures. So you say, hey guys, and you wanna, you kinda like whisper-teach out this. Right as all the trainers take their before pictures, have them all be like, something big is coming, you know, kind of like dun dun dun. And so have them posting a ton during this 30-day period of their workouts and their food and all this stuff. It's like, hey, we've got something sick that's dropping. And then at the end of the 30 days, you'll post all the after pictures, right? And with the after pictures, you'll then announce a 28-day transformation or something like that. And you can email your entire list and you can even post to your socials, whatever, and run it for free.

Hear me out.

You run it for free so any members can also bring somebody or as many friends as they want to do the 28-day transformation. Here's how it works. When they come in, it is free, but the first meeting you're gonna do is gonna be a nutrition orientation. At the nutrition orientation, you're gonna say, hey, we got your food covered, we got your workouts covered, these are the supplements you're gonna wanna take for the 28 days. And you'll sell them all a, you know, $300 to $500, $600 package of supplements. And when you give the sales, the trainers commissions, one, if they can't sell anything but the supplements and they just went through the, experience, they will like it a lot. Now, lucky for you, Mr. Training Gims, let me tell you how to sell them. So Menu Upsells, which is page 77 inside the Money Models book, literally outlines exactly how I sell supplements. 4 steps: unsell what they don't need, prescribe what they do need, which is basically tell them exactly how they're going to take each product. So let me explain that. Actually, I'm gonna go a little deeper on this one 'cause I think you guys, you guys cool with that? Everyone good with that? All right, we'll go a little deeper on this one. So the way to sell supplements, I've sold a lot of supplements in my life. Person comes in, as soon as they sit down, what you're gonna say is, hey, um, I'm gonna give you this meal plan. Everyone always wants to know what supplements they're gonna buy. I'd get to that, I promise. But I really want you to focus on the food 'cause the food's the most important part.

All right?

What have I just said right with the beginning? One is I made everybody know that everyone wants to know which supplements they're going to buy. So I've already seeded that. Number 2, I've also told the truth, which is that I want them to focus on the food because the food is the most important part. So you already accomplished 2 things right up front and you do so ethically. Now, after you go through it, you're going to go, you know, go through the nutrition plan, go through the grocery plan, whatever you say. Okay, finally we're going to get to everyone's favorite part. So you flip back to the plan. Now, I integrated supplements into my meal plan so that they were one in the same, so that it wasn't like, oh, I've got supplements here and meals here, because then it makes it seem like this is an addition. I want it to be integrated. All right. Now, the next thing you're gonna do is on your meal plans, you should have little dashes next to each of the products that you have on site. And I prefer to step 1, unsell. So you say, hey Dorothy, I'm guessing you're not trying to get any chest hair. And they're like, oh God, no. And you're like, great, so let's just cross out this testosterone booster. You probably don't need that. The next thing is, you're not trying to gain weight, are you? No, okay, cool. Let's just cross out this weight gainer. I don't need you on that. And so I go through first 2 things they don't need. I'll be like, now this one. I then give away the supplements that are low margin. So I say, listen, we've got a fish oil or an omega complex. There's one down the road. I'll write down the brand name for you. You can get it. It's probably half the price what we sell it for. It's not as good. I was like, but it'll get you 80% of the way there. All right, so let's just like, I'll write it down. Boom. Next thing, this one, this is generic. You can probably get another one probably for half the price down the road. I'll write that one down.

Great.

Boom.

So the next thing is like, okay, now we've done our seeding, we've told people that everyone's gonna buy, then we've unsold the products that I don't want them to buy or aren't right for them. Then we go to prescription, okay? Step 2, we say, all right, so I want you to write a 1 next to this, which is gonna be your protein. I want you to write a 2 next to this. I want you to 3 next to this, whatever. You're gonna go down the list. And so with each one of them, you say, all right, so your pre-workout, Do you drive the same car every day? They're going to say yes. And you say, awesome. So I want you to take your pre-workout. I want you to put it in the car with you because it's always going to be with you. Next thing is your post-workout. You're always going to be using this car. I want you to keep that in the car too. Next one is your PM. Okay, so this stuff I want you to take at night. What's the last thing you do before you go to bed? Uh, you know, I put my retainer in. Cool. I want you to put it right next to your retainer or right next to your toothbrush. That way you don't forget it. What's the first thing you do in the morning? I drink coffee. Great, so I want you to put your AM stuff right next to the coffee. I'm gonna take this tape, put it on top, write a 2, take tape, put it on top, write a 3, tape on top, write a 2. That way they know how many pills they're gonna take at each of those specific sessions, they don't have to think about it. So I don't want this big stack of stuff that's gonna sit in your closet, I want it already integrated into your life. That's prescriptive. Notice I didn't ask them, I told them, I told them exactly how to take it. Then I say, great, for the protein, do you want chocolate or vanilla? Great, you want chocolate? I like chocolate. Fantastic. For the pre-workout, do you like strawberry or kiwi? Most people like strawberry. Strawberry, great. All right, awesome. You're almost ready to go. Put it in front of them and say, great, do you wanna use the card you have on file? Awesome, done. Close everyone. You'll close 90%. That's how it works. That's how you do a 7-Sell. Next caller. Corey, what's up, man? You're on Hormozy Hotline.

Hey, man, what's going on?

I'm cruising and bruising.

Hell yeah, that's what I'm talking about.

All right, talk to me. What's the, what's the business? What do you sell? How much you make? All that good stuff.

Yeah, uh, so we're an HVAC cleaning business. Um, so we're doing currently on track right now for this year for $1.8 million.

All right, $1.8 million top line. Got it. What's, uh, what's bottom line?

Bottom line right now is roughly $450,000 to $500,000.

Nice, solid, good. Okay. Um, what is— you must have been consuming my stuff for a while. Okay, good, Matt.

Good inspiration.

Good. No, I love it. Okay, so what's, uh, what's, what's the thing that's holding you back? Is it not enough technicians or is it not enough leads?

Uh, it's now, now it's, uh, it still leads a little bit. We're always looking for more because we're, we're currently always hiring. Uh, so we are now putting on a technician, probably one every 3 to 4 months.

Okay. Got it. So what's the constraint of the business right now? What's holding you back from doing twice as much?

Right. So right now is definitely leads. Uh, so we, per our cash cow event that we had with you, the one thing that we really dissected was our third-party marketing.

Um, that Corey, I didn't realize that this was, uh, this was that Corey. All right. Rock and roll, Corey.

Yeah.

Yeah. I'm remembering everything. I didn't know. I just had, I had Corey. It's all I had. Corey and HVAC. No, no, no. But you're in duct cleaning, which is a little unique.

All right.

All right. All right. I remember. All right. So what's— yeah. So what's holding it back?

Yeah. So right now we just got rid of our old marketing company, so we went with a new third party. Now they're great. A lot of track record. It's kind of a higher echelon of what is in our market. So we actually have our CMO that worked with them previously in her past company. She took them from $2 million a month I'm sorry, $2 million a year to $2 million a month. So now we reunited them, so they are super excited to all work together again. But yeah, I mean, super right now is we're trying to just lock in on leads again. We are redoing the website, we're redoing a lot of their ads and kind of reconfiguring things. And just like we talked about in our cash cow is, you know, I mean, I'll spend unlimited ad spend as long as it makes sense and makes money, right?

Yeah. So what's holding you back? Or this stuff just needs to pan out.

Yeah. So we're working on leads right now and then finding the real constraint is finding enough technicians that, um, to fit our, uh, our feed and what we do. So a big part of what we do is education. Um, and all of our, all of our employees right now, there's none of them that have a HVAC background at all. Um, so it's been really interesting to kind of train people up from the ground zero, which has also been great.

Yeah, but you get way better margins. They learn it your way. So there's advantages.

Yeah. Right, right.

Exactly. Okay. So do you need more leads or do you need more technicians?

Uh, definitely more leads first. So technicians, we're good right now. Uh, definitely more leads.

Well, if you're already redesigning all your funnels and your offers and you're about to turn on a bunch of ads, I don't know if like my, the first thing I wanna do is just say like, let's stop all that. Like I think you, you need to do that. Right. And so I think you need to let the dust settle from that change. Like one of the, one of the big things that Layla says a lot, which I really appreciate is, um, you never wanna solve the same problem twice. And so it's like sometimes it's like if we have a 3-month solution to a problem, if we're 1 month in and the problem isn't solved, it makes sense though. Cuz we're still working on it. It's a 3-month solution. It's like it's gonna take us 90 days. And so sometimes we wanna solve the same thing like multiple ways when really the first thing was the right thing. It's just gonna take 90 days.

Right, exactly.

So if these guys were able to scale the other business, you know, from $2 million a year to $2 million a month, it sounds like they already have, you know, whatever their playbook is on the lead side. So I'm gonna just assume just for the sake of our conversation, cuz it's gonna get too granular that I can do over the phone without seeing what I, like, what I'd be looking at, like super tactical headlines and moving, you know, all that kind of stuff transitioning over to the supply side. Cuz assuming that works, you're gonna be quickly supply constrained, right?

Right.

Okay. So what is your lead gen funnel for the, for the technicians?

So right now, um, we are currently going on Facebook groups and stuff of that nature. And we're also kind of, we're almost recruiting and like reaching out to other companies. Uh, so when we see, uh, posts or things from other technicians, or when my technicians are out in the field and they see other companies, uh, those, those guys are coming out to us like, hey, I've never heard, you know, I've never heard of you guys. What do you guys do? And they see what we're doing and they want to be involved. So they're just not happy where they are and they're looking for us. But we have to be careful with that too.

Yeah.

Well, all right.

So we have a couple, like you need to increase, like you're going to need to, you need to go from, you know, one, what do you say? One every 3 or 4 months is what you said, right? So if you're going to, if you're going to 12X, you're going to have to go one every 3 or 4 months to like almost I mean, it's 12 times that. So if you did one a month, it would still be only, you know, 3 times that. So it's gonna be closer to one a week to sustain the volume. So we need to build that machine like soon. And so we have to think about a more scalable way of acquiring them. And so I think part of it is, do you have the economics around how much a, uh, an HVAC technician makes you?

Yes. So an average technician around us makes anywhere between $50,000 and $70,000.

They make that much money, that's their pay, right? Is that what you're saying?

Yeah.

Okay, so their salary is— I'm gonna say $60K. Okay, got it. How much gross profit does the technician bring in for you? Take out cost of like, you know, the materials, right? So take out material costs. How much does it make? And then I'll subtract out their salary.

About— I'll just call it, say, I mean, $180,000 to $200,000.

All right, the $200K. All right, well, it's already 30%, which is already kind of high because I was like, is there a way that we can— what commission are you giving to, uh, to bring them in?

Uh, well, right now we've actually had to outsource from different states, so we're offering like relocation, um, you know, packages in order to get them here, uh, because we live in a lot of retirement communities and stuff like that. So the people that we're looking for is kind of hard sometimes. So, um, I mean, we offer, you know, up to $10,000 of relocation. Um, and then, like I said, we try to get them rocking and rolling.

Yeah. So I think we just have to be a little bit more violent. I think you have the right strategy. I think it's just a volume thing. Like, you know, you're reaching out, like, it's like, how many recruiters do we have? How many we'd ask them for? Can we get them to get us more thing one? Thing too, like you're going in communities, but how many, how often, um, like, do, are they on, are they on, like, where's the, where's the best pool? Cause they all hang out somewhere, right? So where do they hang out?

That's a good question. I gotta, I gotta, I gotta deep dive into that.

We solve that and you make like $50 million.

They're all typically working. That's, that's where it's like, especially with us.

And no, but they hang out online, dude. Everybody hangs out online. Entrepreneurs are always working. Okay. But they hang out online so that like, don't like, there's a, there's somewhere to hang out. Groups, forums, associations, Discords, school communities. Like they're somewhere. So I'd be looking at the trades, like trades, uh, groups in general, like look broader. Cause you train these guys from scratch anyways. Right. And do you like, I mean, you train them from scratch because like, do you need them to be existing techs? Can you just get anyone to do it?

I hire for personality more than anything.

Well, dude, I mean, then why are we, I mean, like you don't need to be looking cross-state. I mean, like this, this to me sounds like a, an ad thing. So I would be running like Indeed, uh, and like Facebook Marketplace or whatever ads. And then I'd be running them to a group interview. Cause that'll make it efficient for you. Just group interviews, just do, you know, one group interview, two group interviews a week. 10 people on, assume only 30% are going to show. So it's like get 30 people booked for each of the times. Um, so it's like 60, you know, 60-ish leads confirming, which will probably take you 5 times that or more. Uh, so 300 leads a week, uh, coming in off of Indeed ads. Do a much, you know, do a 50-mile radius around your location. And I would be group, group interviewing. And then off the group interview, we're talking like 1 or 2 minute just them, just you catch a vibe pretty quick, right? Um, and then you do a one-on-one with them after that, and that'll allow you to triage through a shitload of applications. This is a low-skilled role. This is a low-skilled role. I wouldn't be recruiting from out of state for this. Just low-skilled role. You just need, you need to be spending like a ton of money on, I mean, a ton is relative, right? Like if you're willing to spend $10,000, which I think is the right, right way to think about this, dude, if you spent $10,000 a month, you're going to get way more than one technician on ads. Way more, right? So I don't even think you need to do much. Like, I don't, I mean, it's good that you're doing that, but I, I think I would just, you have to build the recruiting process for this business because if, if the, the girl and the reuniting with the, you know, the agency or whatever, they worked together before, they already know how the sales motion and the, um, and the acquisition works. So you're gonna have to 12X your acquisition of talent. So this is another machine.

Yeah. Cool. Yeah, absolutely. Yeah. That's, that's very helpful. I mean, like I said, it's, it's the biggest thing that we're trying to do is, is just kind of grow our team. And like I said, just making sure that the right people on our team, uh, because especially with our industry as a whole, um, it's very important that we do, you know, the right kind of work.

No, you're good. And like, you want to, like, you want to, if you're catching for attitude, right, which is what you're looking for, like just, just cast the net broad. Talk to as many people as you can. That's all we're doing here. Talk to as many people as you can. You catch a vibe real quick. Moving on.

Yeah.

Yeah.

No, absolutely. That's very helpful. All right.

Rock and roll, Corey. Appreciate you.

All right, brother. Yeah.

All right. Talk soon. All right. See ya. All right. Renato. I've ran ads for my biz for 2 years and 8x their business. Oh, for a biz, not your biz. 8x their business. I learned everything about the business, but I'm not sure if it's enough proof to talk about and get new clients on the niche. I mean, some proof is better than no proof for sure, but I would say like, can you work for more customers for free or at a discount? Like, I'm telling you, everybody, like, you will shortcut your path to success by getting 10 testimonials more than just about anything else. Because that's like, if you look at a conversion page, you look at a VSL, you look at a sales process, if you show 10 testimonials, it's about all you really need. 'Cause once you have 500 or 5,000, like, like I do, there's actually not a lot of incremental benefit. There's not a ton, right? Like if the, you know, the Offers book is 27,000 5-stars, add 1,000 5-stars, people are like, this book is probably good, right? And there's very diminishing returns when it comes to getting testimonials, but those first 10 matter so, like the amount that you can charge, the amount of experience that you're gonna earn, the amount that you'll be able to convert from a sales process, the amount of people who will respond to your advertising or outreach, Huge difference. So it's like, it will take you less time to get 10 paying customers by getting 10 free customers first, and then, and flipping some of them to paid, and then using their testimonials to get 10 more than to start from scratch and try to get 10. So that is my TL;DR. I do think you can lead with your very compelling example, but I'd still want, like, you just need to do more volume, man. My team, let's highlight somebody. X Rahul. I'm a content creator with a million, I'm guessing followers, "But I'm not able to expand because I do everything on my own and I do it too good." I do it too good. I'm so good that they have banned me for being so good. "If I try to hire people, they just don't seem to learn no matter how hard they try." So guess what? You suck at training. So instead of framing— this is a really good side point. Whatever is holding your business back, instead of saying, "This is holding my business back," reframe it as, My inability to do this thing is holding me back. So it's not that like all salespeople suck, it's that I don't know how to train good salespeople, right? It's not that like, oh, Facebook doesn't work. It's I don't know how to use Facebook to get leads, right? And so you, ex-Rahul, what you need to do is you need to get better at breaking down what you do into its constituent parts and then training in each of those parts one at a time. Because let me say it differently. If you expect, like, you're like, you're, I mean, from a percentage perspective, if you have a million, you know, million person account, it's a point something percent creator. Like you're, you're, it's a, it's a rare feat, right? And so to assume that you're gonna be able to teach someone a skill that allows them to get a million people in a weekend is kind of ridiculous. Now what you can do is teach them a component of that skill, teach them how to do the research, Right? So I want you to look at all the work you do and say like, how many of these pieces that create the end result can I outsource or delegate so I can get more leverage on my time? And so maybe you can do 5 times the output if you have someone who's taking 2 of the 80% of your time type projects. Right? And so like, I know how to make ads, but when I do record ads, I'm just gonna like, my team's gonna come, they're gonna already have looked at the top performing hooks from past campaigns. And top-performing creative from our organic. They're gonna say, here are the hooks. They're gonna be like, this is the offer we already know that we're gonna push. I say, great. And so then I'm gonna read the hook, I'll fill it in with whatever, you know, 2 to 3 points I wanna add in. But then instead of me having to do all that work, I can do the whole thing in 45 minutes rather than that being a day. Right? And so instead of you saying, I wanna replace myself, I would like you to layer down a chunk and say, I wanna replace components of what I do until eventually you You're just doing the highest value, rarest skill. And then maybe eventually you could upgrade one of those people to learn that too. That was pretty good. I feel pretty good about that. What do you think about that, Duke? Feel good about that one? All right. Sammy Melbar. I asked Hormozy AI what to ask you. If you owned a done for you high ticket sales company, what daily input and target and weekly tasks would you set to add 10 FitPro clients per month without breaking delivery? Well, without breaking delivery, Well, I mean, you have a high-ticket sales company, so high-ticket sales company could be anything, but then you said you wanna add 10 FitPro clients per month. So is this like you teach them to do high-ticket sales? You do high-ticket sales for them? That's, I'm gonna guess that's what it is. I'm gonna guess you do high-ticket sales, you staff setters and closers. Okay. Got it. Yeah. So you, yeah, you help them generate high-ticket sales. Got it. So the thing is, is without breaking delivery, so we have to figure out whether you're demand constrained or supply constrained. So if you're demand constrained, then we need to get to 10 FitPro clients per month. If you're like, well, I can't take 10, I can only take 5 and I'm currently doing 2, then it's like, well, get to 5 by increasing the inputs on the system that you're already doing, which is gonna be either more ad spend or more outreach likely for your existing business. And then without breaking delivery. So every, if every business is demand constrained, you're either demand constrained in terms of customers or you're demand constrained the same way I was just talking to Corey about his HVAC techs, which is like you need to have a separate marketing funnel for the people who are doing delivery. So it's gonna be both marketing in terms of acquiring the talent, but also the training and onboarding. So I'll, let me, let me walk you through this. So you've got lead leads that come in, you've got nurture, you've got sales, you've got, uh, you know, activation, and then you've got retention and ascension, right? This is what you have. This, there's a customer journey, right? Now, if you have a team, cuz if we're talking about delivery, you've got applications, very different. You've got application nurture. We use a different word here called interviewing. It's a sale. Activation is gonna be the onboarding, right? Which you could also technically call this onboarding for a customer. You onboard your employee and then what are you gonna do with an employee? You're gonna retain them and then if they're good, you're going to ascend them into higher levels of business. And so the point here is that you obviously have a process here. You just need to build a parallel process here. That's it. All right.